American Towman Magazine - July 2010 by dortiz-towman

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Tow Industries 323-660-4866 Los Angeles, CA towindustries.com Capital Truck 301-459-9560 Landover, MD capitoltruckequip.com Magnolia Wrecker 601-825-6400 Richland, MS magnoliawreckersales.com

AW Direct 800-243-3194 Berlin, CT awdirect.com Todd Equipment 800-524-5535 Phoenix, AZ towtrx.com Tow Parts Now 866-869-9680 Portland, OR towpartsnow.com D & G Equipment 212-567-0255 New York, NY dgtow.com Matheny Motor 304-485-4418 Parkersburg, WV mathenymotors.com

Truck-n-Tow 888-918-8150 Detroit, MI truckntow.com Casanova Towing 800-746-8802 Compton, CA casanovatowequipment.com Robert Young’s 800-246-4785 Roanoke, VA robertyoungparts.com Bliss Auto Supply 267-252-8554 Quakertown, PA Pennsylvania Golden West 714-779-6000 Anaheim, CA goldenwesttoweq.com

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Southeast T. Supplies 954-563-0158 Oakland Park, FL salstowing.com House of Wreckers 800-594-0005 San Carlos, CA houseofwreckers.com SoCal Tow Equipment 800-400-8085 Anaheim, CA towequipments.com Harding Parts 800-931-3890 Rochester, NY uneedmoreparts.com Washington Truck Equip. 206-364-1500 Seatle, WA

Hedinger Equip. 866-869-1717 Indianapolis, IN hedingers.com B & B Chain 866-799-5514 Milford, NH towtran.com Best Equipment 510-569-1288 Oakland, CA bestequipment.net Towtran USA 800-898-8777 Corona, CA towtran.com Security Plus 602-234-3883 Phoenix, AZ

International Distributors

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AA Access (Canada) 800-957-2838 Surrey, BC accessequipment.ca BG Dist. (Canada) 888- 607-0585 Montréal, QC bgdistribution.ca Auckland Auto (NZ) 649-838-7980 West Harbor, Auckland New Zealand Prolux (Germany) +49-7304/9695-0 Blaustein prolux.de grya.cl (Chile) 02-271-8815 Santiago de Chile grya.cl

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FEATURE CONTENTS

Tight Quarters Usually you tow a car to the shop. This recovery took place inside the shop. By Frank Sanchez

Finding Your Next Manager Departments Ad Index . . . . . . . . . . . . . . . . .4 Low Down . . . . . . . . . . . . . . . .7 News Share . . . . . . . . . . . . . .10 Tow Safety . . . . . . . . . . . . . .12 Road Tools . . . . . . . . . . . . . . .16 My Baby. . . . . . . . . . . . . . . . .48 Towman’s Market . . . . . . . . . .50 Adventures of A.T. . . . . . . . . . .53

When you come to the conclusion that you should hire a manager, you can’t afford to hire the wrong person. By Randall Resch

Open House Opportunity An open house is a great opportunity for everyone involved. This new Miller distributor made the most of its celebratory event. By Jim “Buck” Sorrenti

Graphics on Rob’s Automotive “Transformer” by Dave Wyeth Photos by: Jim “Buck” Sorrenti, Frank Sanchez

Cover Art & Design by: Ann Marie Nitti

TOWMAN.COM - July 2010 • 3

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JULY 2010 For more product info, go to www.towman.com and click on the FREE Product info icon. Or circle the corresponding reader service number on the Action Card to the right, and send it in. Form is valid for three months

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New Outlets for the “Original” Self Loader Dynamic Towing Equipment & Manufacturing announced the signing of four new distributors across the U.S. Dynamic manufactures the “original” self loading wheel lift, plus the T180 rotating carrier and a traditional carrier bed. According to Dynamic President Anthony Gentile, “We’re pleased to bring four quality businesses into the Dynamic family. These dealerships strengthen our product accessibility in major market areas from California to New York State.” The four new Dynamic distributors are: 1.H.A.R. Inc. (Home Auto Repair) Reseda, CA www.wreckersusa.com 2. S & D motors Wooster, OH email: jereeee@yahoo.com 3. Harding's Parts and Service Rochester, NY www.uneedmoreparts.com 4. Detroit Wrecker Sales Detroit, Mi www.detroitwrecker@yahoo.com

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TOWMAN.COM - July 2010 • 5

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WE HAVE ONE OF THE LARGEST INVENTORIES IN THE COUNTRY!

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"Choose 28 or 30 Footers"

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2010 Peterbilt 335; 330HP PX-8, Allison 3000RDS Trans; Air Ride; Air Brake; Exhaust Brake; Alum Wheel; 33,000LB GVW; w/ JERRDAN 320 / 110 16 TON Integrated Wrecker Body; LED Bar Light Pkg; Frame Fork Pkg; Light Duty & Med Duty wheel / tire lifts; Wireless Rem. Control; Hyd Out-Riggers; 138” CA; STK# J797280

2009 Peterbilt 340; Paccar PX8 330HP; Allison 3000 Auto; Air Ride Suspension; AB; EB & AW; 58,000lb GVW; w/ JERR-DAN 28’15 Ton Transporter; 2-48” Boxes; Key Slot Strips Down Center & along Rub-Rail; Stationary Pintle Hook; 7 Pin Plug & Glad Hands; Winch Wireless Remote; STK#J789726

2010 Peterbilt 335; 330HP PX-8, Allison 3000RDS Trans; Air Ride; Air Brake; Exh. Brake; Alum Wheel; 33,000LB GVW; w/ JERRDAN 320 / 110 16 TON Inter Wrecker; LED Bar Light Pkg; Frame Fork Pkg; Light Duty & Med Duty wheel / tire lifts; Wireless Rem Control; Hyd Out-Riggers; 138” CA; White / Red STK# J105989

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NEW-2010 HINO 258LP; 220HP JO8E-TA Toyota Diesel Engine; Allison 2200RDS Auto Trans; Power Windows; 52 Gallon Fuel Tank Spring Ride Susp; Hyd. Brake; w/ Jerr-Dan 21’ RRSB Rem. Rail Steel Carrier; LED Strobe BAR Light Pkg; Winch Lights; 2-60” Tool Boxes; Indep Wheel-Lift w/ Reese Receiver Tube; Wheel Covers; Alum. Rem. Rils; Body Painted “RED ” JS50732

NEW-2009 GMC 6500; 260HP 7.8L Duramax Diesel, Allison 2500 Auto.; Spring Ride Susp.; Hyd. Brake; 26,000lb GVW; w/ Jerr-Dan 21’ RRSB Rem. Rail Steel Carrier; 5-Ton Cap.; CODE3 LEB Strobe Light Pkg; Winch Lights; 2-48” Tool Boxes; Independent Wheel-Lift w/ Reese Tube; Alum. Wheels J408539

NEW-2009 GMC 6500; 260HP 7.8L Duramax Diesel, Allison 2500 Automatic; Spring Ride Suspension; Hydraulic Brake; 26,000lb GVW; w/ Jerr-Dan 21’ SRR6T-W Removable Rail Steel Carrier; 6-Ton Capacity; CODE-3 LEB Strobe Light Package; Winch Lights; 2-36” Tool Boxes; Ind. Wheel-Lift w/ Reese Tube; Alum. Wheels J408499

Our knowledgeable Sales Team: We have EXPERIENCED towers on our staff!! Mike Rauh Mineral Wells, WV 800-284-4418 x540

Dave Thornberry Mineral Wells, WV 800-284-4418 x564

Marcus Messier Woodbridge, VA 866-499-9216 x3 Number 194 on Reader Card

David Hargrove Woodbridge, VA 866-499-9216 x2

For all your Parts & Service needs: Ozzy Arnez 866-499-9216 x1

Rebirth of the Rated Tower by Steve Calitri

ust looking at some of the news we couldn’t fit into this issue, it’s no wonder that the authorities and the public harbor a general lack of trust for the towing trade. In Ventura, California, eight towers have been indicted by the city’s Criminal Grand Jury on charges of predatory towing along with extortion, carjacking, assault with a deadly weapon and the unlawful taking of vehicles. While shenanigans related to private lot towing are regularly reported in the news, Ventura’s harsh response should run up a flag for all towing professionals, the bad apples and the good guys. Down under, half way around the world, it’s no better. News reports are detailing that tow truck drivers have been bashed at gunpoint in an apparent turf war in Brisbane, Australia over lucrative towing contracts. Well, veteran towers know they don’t have to travel that far to find violence among towers fighting to make a living. In this industry and in the public’s eye, towers not only have to earn their respect, they have to battle for their right to charge a profitable rate for the services they provide. It’s so with every sector of the towing business. What has been clear over the years is that professionalism and its manifestations have been the driving force behind this industry’s ability to shape its own course, whether it concerns dealing with a town, the police, the state legislature, the state DOT or any national entity. Towers and towing organizations that wear the badge of professionalism get the respect they deserve and the people in authority willing to work with them. The truly professional tow boss realizes it’s not all that simple to stand apart

from the rest, when the rest are all tooting their own horns and operating with cutthroat business practices in what is very much still a cowboy industry. That’s why, when in 1998, American Towman and the National Towing Alliance created a third party, the American Towman Standards Authority, to rate tow businesses on their business practices, that the most professional tow bosses saw a game changer in the making. Indeed, those companies that got rated by ATSA that first year, over a hundred of them, saw an immediate benefit. Some reported they were able to lower their insurance premiums because of their rating. Others told of how their rating through ATSA won them commercial accounts and city contracts. Many told us how the rating program helped them to attain new standards of operating procedures, that previously had only been an occasional notion. Seeing the professional standards in black and white before them, helped them to set goals to take their towing operation to another level of professionalism. Back in 1998, the American Towman Standards Authority and its rating program were well received. It was us who dropped the ball through a change of leadership. Since that time, the program sat on the shelf and towers who had been rated regularly asked about reviving it. The ATSA rating program is a winner because it’s a blueprint for all towers to use in their efforts to run a successful towing business. It’s a winner because it helps professional towing businesses by lending them a credible, third party’s voice to toot their horns for them. It’s why we’re bringing the program back. The industry needs it.

***************************************************** Publisher Dennie Ortiz-Sorrenti Editor-In-Chief Steve Calitri Operations Editors Terry Abejuela Randall Resch Chassis Editor David Kolman Safety Editor Bill Simmons Contributing Editors Frank Sanchez Jim “Buck” Sorrenti Editorial Board Tommy Anderson, Dallas, Texas Roy Carlson; St. Paul, Minn. Gary Coe; Portland, Ore. Frank Child; Cody, Wyo. Belinda Harris; Greensboro, N.C. Amado Llorens; Hialeah, Fla. Ron Mislan; Warren, N.J. Chuck Swider; Chicopee, Mass. ********************************************************** Art Director/Production Manager Ann Marie Nitti Graphic Manager William Burwell Advertising Sales Manager Dennie Ortiz-Sorrenti Senior Account Executive Ellen Rosengart VP of Accounts Norma Calitri VP of Communications Neila Kennedy Internet Developer Henri Calitri ***************************************************** American Towman Network, Inc. President Steven Calitri ***************************************************** Headquarters 7 West Street, Warwick NY 10990 800-732-3869 or 845-986-4546 Fax: 845-986-5181 ***************************************************** E-mail: Publisher: dsorrenti@towman.com Editor-In-Chief: scalitri@towman.com AT’S Digital Edition: itowman.com Weekly Industry News: towman.com Copyright ©2010 American Towman Magazine is published 12 times a year by American Towman Network, Inc. U.S. Subscription: $50–1 yr; $75–2 yrs • US $65 and $105 • International Editorial Policy: the act of mailing or delivering a letter or article to American Towman Magazine, shall constitute permission to publish that letter or article or any portion thereof. American Towman Magazine reserves the right to edit any and all material submitted.

TOWMAN.COM - July 2010 • 7

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Century’s Express Series and Midnight Express are perfect for high-volume towing. Easy in and out makes Century’s self-loaders ideal for crowded parking garages, parallel-parked vehicles and impound and repossession work. Control the boom and hydraulic wheel-lift from the safety and convenience of the cab*.

When the streets need attention, your Century Express and Midnight Express get the job done. Call your local Miller Industries distributor for more information.

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* Always remember to use safety straps, safety chains and tow lights prior to towing.

CENTURY®

Number 143 on Reader Card

8503 Hilltop Drive • Ooltewah, Tennessee 37363

•

www.millerind.com • 800-292-0330

Can’t Pick One Tower A lawsuit filed by six Texas towing companies, names all four Wilson County commissioners as defendants, in addition to County Judge Marvin Quinney and Rick's Towing Service Inc., the company picked exclusively to do those county's nonconsent tows, dispatched through the sheriff's department. The towing companies, all based in Wilson County and all part of a previous nonconsent towing rotation, contend they have been unfairly deprived of business rather than provided a more precise rate structure. County commissioners said concerns about overcharging and other service problems prompted them to take new bids for service. Rick's Towing, which previously had not been part of the rotation, was the final choice. The lawsuit states commissioners violated the Texas Constitution by awarding the contract to one company alone. That constitutes a monopoly, the suit contends, and the county does not have the authority to award an exclusive contract. Source: mysanantonio.com

Going Green Ahead of the Pack Despite revenues being down 15 percent or more and reducing his fleet from 50 to 15 trucks, California tower Jan Qualkenbush has started making his diesel tow trucks compliant with costly state and federal environmental regulations that go into effect next year. The president of Jan's Towing Inc., which covers much of the San Gabriel Valley, said the company has spent at least $2.5 million so far in purchasing "green" tow trucks for his Azusa and Glendora shops, and at least 75 percent of the fleet has been converted to more environmentally-friendly vehicles. The new regulations – which were announced in 2008 and will only apply to diesel trucks and buses over 14,000 pounds are still being modified, and deadlines will be extended to give companies more time to comply, according to Tony Brasil, chief of the heavy duty diesel implementation branch of the California Air Resources Board. The changes will be implemented in stages. By early 2011, fleets must have exhaust filters installed in at least 25 percent of their vehicles. Companies will have to continue the process until their entire fleets are converted by 2014. Source: Whittierdailynews.com 10 • July 2010 - TOWMAN.COM

Calgary Likes its Service Patrol Calgary, Alberta, Canada's year-long pilot program launched in February prepared for the city’s land use, planning and transportation committee, notes that over a 43day period between February and April, the stand-by tow service responded to 333 calls, and continues to respond to more than seven incidents per day. Traffic manager Troy McLeod said it’s difficult to measure how much the $636,000 pilot program has helped improve traffic flow but said just the practice of removing vehicles from busy thoroughfares only helps reduce congestion. He noted the city is also working with the province to change legislation to allow the city to

move vehicles abandoned in traffic without the owner’s consent, which is currently only held by peace officers including police and parking authority officials. Alderwoman, Diane Colley-Urquhart, who originally pushed for the tow pilot, said the city has an opportunity to continue the project and save money by including it with the city’s existing contract for towing services, which is set to expire. “It would be really nice if we incorporated that into the towing contract that works with every business unit in the city,” she said, noting the city is about to farm out a 10-year contract for its towing services. Source: Calgarysun.com

Tower Saves

Man from Car Fire Tow operator Kyle Evans of Fuller’s Towing was driving on I20 in Terrell, Texas when he saw a tragic, four-vehicle chain reaction crash that started with an 18wheeler hitting an SUV. Evans says, "As everything came to a stop, the SUV kind of burst into flames." That's when Evans went running...toward the fire. The first victim he says he saw, "was a lady. She was thrown out of the car. She was on fire herself. I pulled her from the wreckage and pulled her out and asked someone to get a cover to cover her up." Evans then noticed two young children inside, also dead. But when he moved the car's airbag,

he spotted Wyndell Greene, alive, his eyes looking around and his hands fluttering. Kyle Evans says, "They grabbed a blanket and I threw it over my head and arm...and I just leaned in and I said, 'Give me your arm.' All I seen through the smoke was a hand and I grabbed him by the hand with both my hands and I pulled him out of the vehicle." Evans will be nominated for the American Towman Medal for heroism at this years AT Expo November 20th, 2010 Source:the33tv.com

. . . Motorist gets his revenge via the Internet . . . Tower Losing Face Through Facebook

Amsley to Lead Jerr-Dan Kerr’s Role Expands

In Kalamazoo, Mich. a tower is suing a college student who aired his grievances on facebook. The postings have lured 11,000 viewers and the tower, according to freep.com, has lost many commercial accounts, including the apartment complex where the problem was born. The student claimed he was towed from his apartment complex after the tow operator scraped off his parking permit from the car’s windshield. After paying $118 to get his car back, the student decided to fight back by posting his grievance on Facebook, the internet social networking site. The tower has sued the student for slander and libel to the tune of a quarter of a million dollars. The student is suing back. The lawyer for the tower says his client had done nothing wrong and was the victim of a vicious internet smear campaign. The lawyer for the student, said the tower should simply have apologized to the student, refunded his money and asked him to remove the Facebook page. That didn’t happen. Now, she and her co-counsel are using the student’s Facebook page to identify other unhappy customers to elevate the suit to a class action. Source: nydailynews

Jerr-Dan Corporation, the full line manufacturer of wreckers and carriers, and an Oshkosh Corporation company, announced changes in its management team. Joel Amsley was named as senior vice president, to lead JerrDan Corporation. Amsley will have management responsibilities for sales, marketing, customer service Joel Amsley and engineering/new product development. Barry Kerr, Jerr-Dan’s vice president of finance, will also have responsibility for: operations, human resources, procurement, supply chain, and engineering-applications. “Joel Amsley brings more than 29 years of experience to Jerr-Dan. He has played a pivotal role in fueling the company’s growth over that time. His wealth of industry knowledge and company experience is a huge asset,” said Wilson Jones, Oshkosh Corporation executive vice president and president, Fire & Emergency. Jones continued, “Barry Kerr’s leadership over the past five years in the finance area provides a solid foundation for the leadership of these critically important departments.”

QCSA Acquires Salvage Direct QCSA Holdings, Inc., a leading Vehicle Remarketing and Total Loss Claims Management company announced it has purchased and will be uniting forces with Salvage Direct, one of the nation’s premier salvage re-marketing firms. Salvage Direct was founded in 1998 by Bob Joyce as the first online auction in the total-loss claims management industry. The company also specializes in Commercial and Catastrophic-loss management services. “Salvage Direct is a leader in Salvage Remarketing and Internet Auctions,” said John Lindle, CEO of QCSA Holdings. “We are thrilled to be combining forces with Bob Joyce and his entire team.” The new entity is one of the nation’s largest salvage vehicle remarketing companies, with over 80 locations and more than 120,000 vehicles re-marketed annually.

Chattanooga Sets Rates The City Council of Chattanooga, Tenn., approved a $135 nighttime maximum for private-lot towing companies, decided to allow a higher charge. The council voted to allow a $50 winching fee to bring the nighttime charge to $185. Under an amendment by Councilwoman Sally Robinson towing operators can "have a conversation" with those whose cars are towed about a nighttime charge that, according to charges outlined by towing operators, could bring the total amount to $250 if the citizen opts to retrieve the vehicle that night. The charge would be $215 if there is both a

winching fee and a nighttime fee, but the car is not picked up until the next day. Board Chairman Frederick Weinhold said a $250 charge is excessive. He said the $135 already made Chattanooga the highest rate in the state. Source: Chattanoogan.com

TOWMAN.COM - July 2010 • 11

This Could Cause a Tension Headache

By Bill Simmons

here’s a new kid on the block,

per square inch tension on the cable.

cables are parallel and not being sub-

sort of – actually, it’s a remake

The warmer the temperature the less

jected to multiple forces, and then cut

of an “old look” guardrail

the tension. Any sudden, unexpected

only the minimum number of cables

system that you as a tow oper-

release of energy by anything storing

necessary. We recommend that the

ator need to be aware of. Texas, Min-

energy has the potential to cause great

cable be securely taped with duct tape

nesota, Pennsylvania, Missouri and

injury.

or other tape on each side of where it

Washington (there are probably others)

There are very specific methods by

are experimenting with Cass, a Cable

which these cables may be cut without

If the cables are tangled around a

Safety System which is a cable replace-

causing injuries and it would be in

vehicle, lifting the cables out of the

ment system for tried and true

every tow operator’s, tow boss’s or tow

post may be appropriate. However, if

guardrails. They are most likely going

owner’s and every fire/rescue service

you start to raise the cables and the

to be found on interstate highways

best interests to learn about these CASS

post is lifted, stop and pull the post out

where speeds are higher than on sec-

systems before an event occurs where

of the way. Use extra caution and

ondary roads but you should expect

you are called upon to cut one.

secure the post with a chain or

will be cut to prevent unraveling.

them anywhere. The idea behind this is

Call your state highway depart-

restraining device as it may be under

that the cable system captures a moving

ment and ask if they are installing them

significant tension if the cables are

vehicle and keeps the vehicle and its

now, or plan to in the future. Lobby

twisted around a vehicle.”

energy moving in the original direction

your public safety departments to get

Please feel free to pass this informa-

of travel instead of bouncing it off or

information about them and have

tion on to your local fire/rescue/recov-

redirecting it so it doesn’t cross into an

classes made available to your industry.

ery department.

oncoming travel lane. OK, metal guardrails, wooden tele-

Training should be available from

I gathered this information from the

the manufacturer to end users (the state

Firehouse.com website sometime ago. I

phone poles, rubber tires: how can a

or municipal entity which is

sent requests for official infor-

cable system create a safety issue for the

installing them). The follow-

mation to the manufacturer

towing industry? Well, you may be

ing information narrative

and they did not respond. I

called upon to cut one of these systems

was obtained from a website

think passing along this infor-

or you may have to ask a Fire/ Rescue

listed on Firehouse.com

mation to the towing industry

Department to cut one of these systems

buried in a safety commen-

is important enough to get it

to facilitate a recovery. You need to be

tary.

able to identify one of these systems by

“Cutting the cables is a

sight. This is exactly where good train-

last resort and is only appro-

ing and good memory recall will have a

priate in life-threatening situ-

direct effect on the future use of your

ations. There are some

legs, or arms or other useable body

systems that have in line

parts you may wish to keep attached.

turnbuckles and they could

You need to know that these cables

be used to release tension on

are under significant tension – any-

the cables. If it is necessary to

where from 1300 pounds up to 10,000

cut the cable(s), we recom-

pounds of tension. The colder the ambi-

mend cutting between two

ent temperature, the greater the pounds

undamaged posts where the

12 • July 2010 - TOWMAN.COM

out there without the hard Bill Simmons is a retired Massachusetts Firefighter. He was a licensed EMT for over 26 years, has an A.S. in Fire Science Technology and holds a current OSHA certification in Hazardous Materials Waste Operations. Bill can be reached at bsimmons@towman.com

confirmation of facts from the manufacturer. Information for this article and photo was obtained from Trinity Highway Products at h t t p : / / w w w. h i g h w a y guardrail.com/default.html. There is supposed to be a safety section included in the “Installation Manual” section at this website.

An Oshkosh Corporation Company

r r r

I J L

For Hard Working Towing Professionals

July 2010

I f,

4i ,

r rr

Destination: Tokyo // Tow Expo Int’l Houston // Sergeants Towing Beltway Companies // Product Improvements // More Inside

Joel’s Column Joel Amsley is senior vice president of Jerr-Dan Corporation

At Jerr-Dan Corporation we are changing our organization to better meet your needs. We are working hard to make our products and our operations more effective and responsive – to help you work safer, smarter and more efficiently. As part of Oshkosh Fire and Emergency segment, Jerr-Dan is in the unique position to help bring together Fire and Rescue and towing professionals, so members of these important groups can continue to learn how to effectively cooperate at the scene of an incident. Towers have the equipment and training to make a difference when seconds count and lives are in the balance. In this issue you can learn about the Jerr-Dan sponsored Xtreme Incident training event at the recent Tow Expo Int’l Houston. This popular event provided an excellent opportunity for firefighters and towing professionals to learn more about their various capabilities and how they can work more cooperatively. I’m pleased and honored to recognize Jack Saum and his management team at Beltway Companies and Jerr-Dan distributor Maryland Carrier & Wrecker Sales, on receiving Dealer of the Year honors by Heavy Duty Trucking magazine. I’m very happy for their well-deserved recognition, and we’re proud to partner with this first class organization and industry leader. In addition, you can learn about Sergeants Towing as we salute Steve “Sergeant” Preston and his military-themed Jerr-Dan vehicles. This issue also includes a recap of the fabulous Florida Tow Show, a report on several enhancements to current products, and a brief overview of the newest members of our growing Jerr-Dan distribution network. Let me know what you think of our magazine, and you can send story ideas and suggestions to me at info@jerr-dan.com. I’m always interested in knowing what you think and I’d love to hear from you. – Joel Amsley

46 8 11 Contents 3

Joel Amsley leads Jerr-Dan Corporation.

Four Jerr-Dan 25-ton wreckers were recently delivered to the Tokyo Metropolitan Police Department.

Xtreme Incident sponsored by Jerr-Dan brought together towers and firefighters to learn from each other.

A salute to Sergeants Towing.

Jerr-Dan distributor Beltway Companies wins Truck Dealer of the Year award.

Product enhancements are designed to help towers work safer and smarter.

Florida Tow Show recap.

Amsley Leads Jerr-Dan Corporation as Senior Vice President, Kerr Expands Role Jerr-Dan Corporation recently announced two important management

changes. Joel Amsley will lead the company as senior vice president, and will have management responsibilities for sales, marketing, customer service and engineering/new product development. Barry Kerr’s responsibilities with Jerr-Dan as vice president of finance have expanded to include management for human resources, procurement, supply chain and engineering-applications. “Joel has more than 29 years of experience at Jerr-Dan, and he has played a pivotal role in fueling the company’s growth over that time. His wealth of industry knowledge and company experience are huge assets,” said Jim Johnson, Oshkosh Corporation executive vice president and president, Fire & Emergency. “Barry’s leadership over the past five years in the finance area provides a solid foundation as he expands his responsibilities to other critically important departments.” Barry Kerr, vice president of finance

Jerr-Dan Distributor Network Growing

he Jerr-Dan team continues to experience healthy growth across the United States, as new distributors are added to broaden our reach and enhance service to customers. “It’s exciting to see new members join the distributor network,” said Joel Amsley, Jerr-Dan senior vice president. “In particular, these new distributors bring new energy and ideas to the table, and I look forward to working with them.” Join us in welcoming the following new members to the Jerr-Dan distributor network. East Coast Truck and Trailer, Portsmouth, Va. Specializing in a wide range of new and used car handling equipment, East Coast Truck

and Trailer has the largest in-stock auto transport inventory in the country, plus a complete shop with 18 bays. Its goal is to sell customers their first truck, their last truck and every one in between. Palmetto Truck Center, Miami, Fla. Palmetto Truck has been committed to serving customers with the highest quality and service since 1966, and was recently named the largest Ford heavy truck parts distributor in the country for the third year in a row. The dealership specializes in all size commercial truck sales. Tri-County Truck & Equipment, Fort Meyers, West Palm Beach and Pompano Beach, Fla. Tri-County

Truck & Equipment is a one-stop for commercial trucks, wreckers, carriers and trailers, and it carries a full line of Jerr-Dan trucks. Customers can use their online vehicle finder to search Tri-County’s inventory of hundreds of new and used trucks, equipment and trailers. Columbus Truck & Equipment, Columbus, Ohio, and Marietta Mack, Marietta, Ohio. As Mack Truck distributors since 1949, these sister companies strive to provide excellent service with 16 service bays in Columbus and 10 in Marietta. The companies also stock more than $3 million worth of parts to meet their customers’ needs for fast delivery of parts and service. visit us at www.jerr-dan.com 3

Tokyo

Destination:

Tokyo is Japan’s capital of 12 million people and is one of the largest cities in the world. To enhance safety on the city’s roads and highways, in February the Tokyo Metropolitan Police (TMP) Department took delivery of four Jerr-Dan 25-ton wreckers.

repair and aftermarket truck repair equipment. He expects to spend more than 50 percent of his time traveling. He has already flown, literally, millions of miles in his career. Davis is very familiar with Japan, having visited the country more than 20 times. The wreckers were delivered in kit form for local installation onto Nissan chassis by Y-Engineering, Ltd., the new Jerr-Dan distributor in Japan. Y-Engineering, a well-known supplier of specialty vehicles based in Yokohama, helped bring together a program involving the TMP. Although part of the body fabrication

(such as the taillights and control locations) was done in Japan to meet local market requirements, these are functionally Jerr-Dan wreckers built for the Japanese market. Matt Davis is the new director of international sales for Jerr-Dan. He has extensive experience and was previously international sales manager for collision

“My objective is to develop new distribution opportunities for Jerr-Dan in markets where the company currently has limited distribution,” said Davis. “I’ll focus on markets that represent the largest opportunities for Jerr-Dan.” Matt Davis and Pat Cahill, director of special accounts for Jerr-Dan, participated in the ceremonies

introducing the vehicles to the TMP. The first ceremony was held downtown with TMP officials. A second event lasting several hours involved operations and maintenance training. Taillight fabrication meets local market requirements. (top right) Pat Cahill, director of special accounts. (bottom right) Pat Cahill helped train TMP personnel. (below)

visit us at www.jerr-dan.com 5

treme Training Tow Expo Int’l Houston was very popular with attendees and one of the highlights of the event was an Xtreme Incident sponsored by Jerr-Dan and conducted by the Xtreme Team. The exercise allowed towers and firefighters to work together in two mock incidents to learn more about how the other works, as well as their respective capabilities and concerns at an incident scene.

ow operators from around the country and region participated in the exercise, along with dozens of firefighters from Houston and Austin, Texas. In addition, hundreds of towers watched and learned as the participants worked together and learned about their counterparts.

“Any kind of training towers can get, the better, so we’re prepared for whatever we get into,” said Jeff Wellman, a heavy duty operator for Aus-Tex Towing & Recovery. “No two situations are the same, and the more training we have the better equipped we are to handle situations that come up.

Attendees learned about various capabilities of the MPL-NG.

Towers took advantage of training opportunities.

The incidents involved a tractor-trailer on top of a car and a mid-size moving truck on a car. Working in close coordination with fire personnel, the towers used an MPL-40 to pull the car out while a Jerr-Dan HDL1000/53050-ton integrated wrecker lifted the truck

Look out – Xtreme Incident ahead.

at To w E x p o I n t ’ l H o u s to n

off the car so fire fighters could remove accident victims. “Firefighters often don’t realize how much a trained tow truck operator can assist them – and help save lives. They were impressed to learn about the towers’ capabilities,” said Wellman.

“This exercise will help educate fire departments on how towers can help by working together. Most times, towers are there on the scene of an accident before the firefighters.” “Police and firefighters can learn how much towers can help to get people out

of vehicles, ” said Joel Amsley, Jerr-Dan senior vice president. “Hopefully, the lessons learned from the Xtreme Incident made a lasting impression and will serve to improve communication and cooperation between these two

A pair of Jerr-Dan wreckers supply the muscle.

HDL1000/530-50-ton integrated wrecker swings into action.

Xtreme Incident participants shared knowledge and insights.

important groups.”

Sergeants Towing Operates with Military Efficiency S

teve “Sergeant” Preston has

Element is painted to reflect a

and soldiers (operators) that he

never been in the military

different U.S. armed forces theme –

plans to add two more to honor the

but his dad is a retired 25-year

Marine, Coast Guard and Army.

Air Force and Navy.

Coast Guard commander and he has a

“We saw a demonstration of the

Preston, who doesn’t really

deep respect for the U.S. armed forces

Element, and it was able to execute

consider himself a marketer, believes

and those who have served. Preston,

a 90-degree hook-up with a parallel

the whole armed forces theme – from

whose nickname since high school is

parked car. In our business that kind

his company’s rank structure to his

Sergeant Preston, started Sergeants

of performance comes in very handy,

new Jerr-Dan Element self loaders – is

Towing from scratch in 1995.

and it really got my attention,” said

a good fit for him and his company.

The company follows a military

Preston. “I’ve had experience with

“Our first military truck was the

theme, its operators wear military-

other self loaders, and they couldn’t

Marine Corps truck, and I did it

style uniforms and undergo rigorous

do what the Element was able to

because I wanted to show that we

training before earning military-style

accomplish. That made my decision

support our troops,” said Preston.

ranks – E1, E2, etc. up to E8 – based

to buy one very easy.”

“I’ve had 98 percent positive feedback

on their years of experience and job

Preston’s top-performing operators

performance. Higher-ranking operators

get to drive the military-themed

are known as master sergeants and,

Elements. The first three have been

just like in the military, as operators earn

so popular with his customers

from people on the street who react to our Jerr-Dan units.”

new ranks, they also earn increased compensation and commissions. Sergeants Towing in Portland, Oregon, employs a force of 15 soldiers (operators) and three Lieutenants and Captains (managers) who operate a fleet that includes seven Jerr-Dan vehicles, among them three Element by Jerr-Dan™ self loaders. Each

The Element by Jerr-Dan™ self loader.

D i s t r i b u t o r

P r o f i l e :

Beltway Companies T

he mission of Jerr-Dan distributor Beltway Companies of Maryland is simple – to serve their customers for all their transportation needs. Though not nearly as simple, Beltway Companies carries out this mission by getting each employee to dedicate him or herself to providing service in a professional and courteous manner at a fair price. And, they make it look easy. John “Jack” Saum, dealer principal and chairman of the board of Beltway, was recently named the American Truck Dealers/Heavy Duty Trucking Truck Dealer of the Year. Since purchasing Beltway in 1997, Saum has grown the business to six locations and invested more than $20 million in his market. “Beltway and Jerr-Dan are both industry leaders, and they make a great team with a strong, shared focus on serving their customers,” said Joel Amsley, senior vice president for Jerr-Dan. “I’m extremely proud of Jack and his entire organization on being named National Truck Dealer of the Year. ATD Truck Dealer of the Year is the highest honor in the industry, and it is well-deserved recognition of outstanding performance.”

With six locations in Maryland, Beltway’s tagline is “From Western Maryland to the Bay Bridge you will never be more than 30 minutes away from quality service at a Beltway Companies truck dealership.” The company backs up this pledge with 86 service bays. Maryland Carrier & Wrecker Sales, the towing and recovery division of Beltway Companies, is one of the largest Jerr-Dan distributors in the world, offering a large online selection of new and used Jerr-Dan trucks, plus parts and award-winning service. In addition, Beltway Companies stocks more than $2 million in all makes of truck parts to provide the fastest service and repair of medium-, heavy- and severe-duty trucks. “Having Jerr-Dan as part of our organization has contributed to our success as the ATD Dealer of the Year,” said Rick Hindle, general manager of Maryland Carrier & Wrecker Sales. “We’re proud to work with the best vehicle manufacturers, and Jerr-Dan is one of the best.” Saum attributes much of the company’s success to his employees’ commitment to long-term relation-

ships with customers and innovative programs such as the “A New Truck is a Green Truck” campaign that focuses attention on eco-friendly truck technologies. With support from the National Automotive Dealers Association and Navistar, Saum led efforts to educate representatives at the federal, state and industry level about the environmental and fuel efficiency advantages of new truck design enhancements, with a focus on new diesel-powered trucks, diesel-electric hybrid trucks, auxiliary power units (APUs) and retrofit programs. “The innovative leadership provided by Jack and his management team in embracing sustainability and eco-friendly truck technologies makes Beltway Truck Companies a perfect fit with Jerr-Dan,” said Amsley. “Also, we’re both focused on helping our customers be more successful by providing outstanding products.”

Jack Saum, president of Beltway Companies (left), and Rick Hindle, general manager, Maryland Carrier & Wrecker Sales, proudly display the Dealer of the Year trophy.

visit us at www.jerr-dan.com 9

Product News The Jerr-Dan engineering and product development team has spent a lot of time listening to customers and distributors to design and create product enhancements that help you work safer and more efficiently. Here’s an extensive list of recent enhancements. For more information on these improvements and their availability for your current fleet, contact your local Jerr-Dan distributor or visit the Jerr-Dan web site (www.jerrdan.com).

Carrier Product Line New Shark Rail Protector & Guide – Features smooth transition, hot dip galvanized and durable bolt-on design. Headboard Panel Improvement – Provides vastly improved rigidity and style: anti-corrosive galvanneal steel eliminates weld with stainless steel rivet and bond.

bottom flange, stainless steel weld nut retainer with new design, and is designed for 6” high steel rub rails. New Jerr-Dan 78” Toolbox – Jerr-Dan design (ergonomic beaver tail latch, double locking feature and full perimeter

rain gutter with flangemounted seal) and features include waterproof, powder coated, Jerr-Dan mounting brackets and oversized stainless steel doors that enable better access.

(36”, 48”, 60” and new 78”)

New Jerr-Dan Storage Trays – Available for all toolbox sizes

can be added anytime.

to maximize available storage space (4” deep x 18” wide x toolbox length). Universal fit is completely retrofittable and plug-n-play dual marker light option

New Improved Steel Removable Raised Rails – New stronger, two-piece design features tubular stakes supported by

Light-Duty Wrecker Product Line Wireless Remote Option – Eight and 10 function remotes available.

Knee Boom Spade/Claw Option – Available for all MPL series wreckers to add vehicle stability during winching and recovery operations.

Ford Gas Engine Anti-Stall System Option – Prevents V10 gas engine from stalling at idle, and can be used with standard pump (same as diesel).

Motorcycle Towing Attachment Option – Attachment works on MPL-40, NG, NGS and MPL (QP). Stone Guard & Dress Up Kit Option – Smooth stainless steel or polished aluminum diamond (available on standard body and tunnel toolbox).

New Ergonomic Wired Remote – Will soon replace eight and 10 function remotes for MPL-40, NG and NGS. Hydraulic Grid Towing Attachment Options – Increases the capabilities of Jerr-Dan MPL series. Includes fifth wheel and ball hitch. Grid Mounted Recovery Sheave Option – Available for MPL, NG and NGS (standard tow sling option).

Center Body Storage Basket Option – Utilizes former hydraulic tank location for additional storage.

Heavy-Duty Wrecker Product Line option and new layout of controls enhance ease of use. 14/16 Ton DP 15,000-lb. Planetary Winch Option – Provides an optional winch for operator preference. New 14/16 Ton Flip Down Foot Option – Heavy-Duty design provides versatility for any recovery operation, and large footprint provides superior ground penetration.

Slide Out Tool Board – Provides fast and easy access to tools or chains.

Air Hose Reel – Provides easy air hose management at rear of vehicle.

Ramsey HDP-50 Heavy-Duty Planetary Winches – Are now an available option on Jerr-Dan 50-ton wrecker units. Reduces weight for more tow capacity.

Underbody Tool Boxes – Safely store critical tools.

Peg Board Mounting – Enhances storage efficiency and space utilization. Air Filter and Lubricator – Reduces corrosion in winches.

New 14/16 Ton Controls – Underlift wireless remote

Multiplex Switch Panels – Provides control for lighting in multiple locations.

FRC Area Lighting – Provides super bright and efficient LED technology and vertical mast pole extension.

12-Volt Scene Lighting – Tower light operates off of the truck’s 12-volt electrical system, eliminates the added cost of a generator and wasted toolbox space where generator would be. Available 12-volt LED lights provide instant-on lighting and long bulb life.

Winch, Backup and Underlift Clearance Cameras – Provides excellent visibility of forward winch, and Underlift Backup Camera enhances visibility at rear of vehicle.

Florida Tow Show a Huge Success

he Florida Tow Show was a huge success and provided a great opportunity to meet many of our hard-working customers and let them know how much we appreciate their loyalty to Jerr-Dan. Here are some highlights from this year’s show. The weekend kicked off with a fun customer appreciation event on Thursday evening, as approximately 1,500 customers attended the tropical-themed event. The gathering

enjoyed the live music of the Caribbean Chillers, a Jimmy Buffet tribute band. A fantastic, professionally designed outdoor booth drew thousands of visitors to the Jerr-Dan display, which featured 16 pieces of equipment, including eight MPL wreckers and seven carriers in a variety of sizes and configurations. An MPL demonstration was performed every hour during the show, and many vehicles were sold at

the show or shortly thereafter. “As always, the Florida Tow Show was an outstanding event,” said Jeff Barbour, national sales director for Jerr-Dan. “Our team did a terrific job on the display and it’s always great to see so many of our loyal customers and let them know how much we appreciate them.” visit us at www.jerr-dan.com 11

Get in. Get out.

GET PAID.

The MPL™: When you’ve got to work fast. Perfect for repossession work, parking enforcement or any time you need to get in and out quickly, the Jerr-Dan® MPL™ self-loader offers best-in-class features like outstanding visibility and a patented LOCKLINK™ mechanism. The Underlift Level Stop Assist System lets you set up quickly while the longest underlift reach lets you get long overhang vehicles with greater ease. The MPL wrecker: get in, get out and get on with your day. www.jerrdan.com

J ERRRN.

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FLORIDA continued JACKSONVILLE Rush Truck Center 813.361.1199 www.rushtruckcenter.com shafferd@rush-enterprises.com •Jerr-Dan

FLORIDA continued WEST PALM BEACH Tri-County Truck & Equipment 561.712.1190 www.tricountytruck.com trucksales@tricountytruck.com •Jerr-Dan

NEW HAMPSHIRE ROCHESTER Rochester Truck 800.335.2085 www.rochestertruck.com hulk@rochestertruck.com •Chevron, Jerr-Dan, NRC

UNION CITY/HAYWARD Monarch Truck Center 510.476.0680 www.monarchtruck.com sales@monarchtruck.com

MIAMI TruckMax 305.777.9000 www.truckmax.com dshelow@truckmax.com •Century, Challenger, Champion, Vulcan, Holmes, Chevron, Eagle

MAINE PORTLAND O’Connor Motor Company 800.464.6225 www.oconnorwheels.com dan.doiron@oconnorwheels.com •Jerr-Dan, Century

NEW JERSEY ATLANTIC CITY Quality Truck Center 609.965.9200 www.qualitytruckcenter.com corinned@qualitytruckcenter.com •Jerr-Dan, Dynamic

FLORIDA FT. MYERS Tri-County Truck & Equipment 239.690.4900 www.tricountytruck.com trucksales@tricountytruck.com •Jerr-Dan

POMPANO BEACH Tri-County Truck & Equipment 954.971.4022 www.tricountytruck.com trucksales@tricountytruck.com •Jerr-Dan

MISSOURI JOPLIN 800.677.7075 www.hinoofjoplin.com clawrence@joplinhino.com •Jerr-Dan

LYNDHURST Frank’s Truck Center 201.939.7708 www.frankstruckcenter.com ckoumoulis@frankstruckcenter.com

CALIFORNIA FONTANA Rush Truck Center 888.362.1133 www.rushtruckcenter.com camarenaj@rushenterprises.com

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Check Out What’s NEW and HOT! Dolly Cycle Attachment The Dolly Cycle Attachment (DCA) was developed because of one tower/biker’s concerns of hauling heavier, more expensive motorcycles on available devices. “ Every cyclist that I've helped using the DCA was impressed at the speed of loading, and confident their cycle would not be damaged,” said Donald Kein, the product’s developer. Kein is the owner of Don's Machining & Acme Road Service Co in Geneva, Ill. The dollies spreader bars are slid through the openings provided in the unit. The DCA is positioned in the center for hauling 1 cycle or off center for hauling 2. The lock-

ing bolt is then tightened to prevent the DCA from sliding on the spreader bars. The cycle is rolled onto the DCA while the dollies are in the lowered position. The ratchet strap that is part of the DCA holds the front tire in place. Once the handle bars or frame are strapped to the dollies, the fixture can be popped up and pulled onto the flatbed using the truck’s winch. The Dollie Cycle Attachment is inexpensive, rugged and small enough to fit in a truck’s toolbox. The Dollie Cycle Attachment is manufactured in the USA and can enable you to haul 2 cycles at a time.

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Dual-Tech Recovery Sidepuller Designed by Don and Donnie Roberts, Dual-Tech’s Recovery Sidepullers, DSP-10/10 and DSP-12/12 was created for ease of use and safety. They are rated at 10,000 lbs and 12,000 lbs respectively. The DSP comes standard with 2 wireless remote controlled 10,000 lb winches and manually operated hydraulic stiff legs “ with remote option,” built in chain pockets and a standard winch cover. The DSP series is built with the same anvil tough quality as Dual-Tech Carriers. The two winches offer more recovery options and provide for safer and more versatile operation than a single winch unit. The adjustable height pylon allows a custom fit to any cab/chassis on the market. Both models are in full production.

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16 • July 2010 - TOWMAN.COM

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The 804’s boom was then raised and the vehicle was moved off the left side of the lift. The Vulcan 892 on the opposite side “caught” the vehicle and kept it from coming back over.

Tight Quarters The vehicle was left on a lift overnight without the lift’s locks being set.

18 • July 2010 - TOWMAN.COM

had received a panic call from the local BMW dealership. The previous night, a technician prepping a brand new BMW 740 for delivery had removed both passenger side wheels for a brake inspection before leaving for the day. The vehicle was left on a lift overnight without the lift’s locks being set. The shop compressor was turned off, causing the lift to lose pressure and drop down. Since there were no wheels on the right side of the vehicle, the vehicle shifted when it came to rest on the floor. The next morning when the deal-

By Frank Sanchez ership opened, and with no one realizing what had happened over night, the compressor was turned on, and the lift rose, pushing the car on it’s side in between the lift. We responded with our 1998 GMC 6500 with a Vulcan 892 twin line hydraulic wrecker, and our 2002 Ford F-450 Superduty with a Vulcan 804 single line hydraulic wrecker. The vehicle was lying against the left side of the lift. We positioned the Vulcan 804 on the driver’s side of the BMW, extended the hydraulic boom and placed the removable recovery sheave

on the wheel-lift crossbar. We then placed a 30-foot recovery strap under the front and rear control arms of the vehicle and cradled the vehicle with the recovery strap. We then positioned the Vulcan 892 on the opposite side, and placed an 8 foot recovery strap around each control arm on the passenger side of the vehicle. It was decided to go around the control arms of the vehicle and not through the wheels, which I initially wanted to do, but the BMW technician on scene felt the control arms were a stronger point of attachment and would avoid possible further damage to the vehicle. So we listened to the BMW technician’s advice, and worked together with the customer on a recov-

ery plan they agreed to and felt comfortable with. The 804’s boom was then raised and the vehicle was moved off the left side of the lift. The Vulcan 892 on the opposite side “caught” the vehicle and kept it from coming back over. The lift was then lowered and the right side of the vehicle was placed on the lift. With both wreckers in place, the vehicle was lowered using the lift to assist in letting the vehicle down slowly and carefully and not to create any further damage. The vehicle only had sustained minor damage when it initially fell off the lift, and no additional damage was sustained during the recovery of the vehicle, which took approximately 20 minutes. The owner and general manager as well as the service manger of the dealership were present during the entire recovery, and were extremely pleased and commended us for the recovery of

the vehicle, and for not doing any further damage to the vehicle. Minor repairs were performed to the vehicle, and the vehicle was sold shortly after that. I credit the proper equipment, knowledge and training to have been able to perform this recovery efficiently and safely. I also credit taking the time to listen to the customer and address his concerns, opinions and working together in coming up with a recovery plan that the customer felt comfortable and secure in us performing. Having the support of trained and qualified employees to assist me with the recovery . The recovery was performed by Frank Sanchez, a level 6/7 WreckMaster, a T.R.A.A. Level 2 Nationally Certified Operator, and also certified by New Jersey Motor Truck Association for heavy vehicle recovery. Assisting Sanchez was Eddie Ianco, a T.R.A.A. Nationally certified towing operator and also certified by the New Jersey Motor Truck Association in heavy vehicle recovery. This recovery was performed in the spring of 2004 while Sanchez and Ianco were employed by Morristown Towing. Morristown Towing operated a fleet of 24 trucks ranging from light to heavy duty, from 2 locations in Morristown and Parsippany, New Jersey. Morristown Towing and Recovery closed its operations in the fall of 2005, and sold it’s equipment, phone number and accounts to a local competitor. Frank Sanchez is currently employed by Somerset Hills Towing in Bridgewater, N. J. as the director of sales and marketing.

The lift played a unique role in this recovery, from start to finish. TOWMAN.COM - July 2010 • 19

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Baltimore Conven fi on Center

Come into town Thursday or Friday and leave Sunday afternoon or Monday: Show hours are Saturday & Sunday and it takes both days to take in the entire show.

The American Towman Exposition is the world’s premier tow show! 200 Exhibiting Suppliers Come to Baltimore to Meet You! The manufacturers are here under one roof inside the Baltimore Convention Center. Your chance to meet the men and women behind the wreckers and carriers, service trucks, trailers, and chassis. Meet the people behind the insurance or finance companies who specialize in towing product. Pow wow with the folks who head the service networks for the motor clubs or the people who create dispatch, impound, and bookkeeping software for towing operations. Meet the towing parts and accessories manufacturers and resellers. Meet the industry’s trainers on the show floor and in the classrooms of the American Towman Academy. Allies are forged in what seems like a phantasmagoria of people and products as you explore the great halls. Admission is free to advance registrants.

Attendees will receive a free raffle ticket and a chance to win a Dynamic Slide-In, Self Loading Wheel Lift, sponsored by Dynamic Towing Equipment & Manufacturing

It’s a buyer’s market on the show floor where as much as $100 million in business is transacted each year!

Exhibit hours: Saturday, Nov. 20th, 11– 6 p.m., Sunday, Nov. 21st., 11– 5 p.m

Miller teams up with American Towman as towers take over the Hard Rock Cafe for the Friday Night Bull Roast. Sponsor: Miller Industries

Here’s a glimpse at the opportunities you’ll have to networrk with fellow towers, suppliers, and industry leaders. The Main Event – The Exhibit Hall Inside the world’s largest tow show, towers meet up with industry suppliers, from equipment manufacturers to motor club chiefs. Captains of Industry Legendary for its long table, this dinner has towers talking across the table and down it. Open to any tower who’s big enough to be there. American Towman Academy Passport holders gather in the hall at the breakfast tables, sharing notes on running a towing business. Passport includes breakfast.

“Donnie” Recovery Awards Luncheon Towers with recovery in their blood love the multi-media presentation of the award winning recoveries, and love talking war stories to their peers. Open to all. Towman Cruise Friday’s luncheon cruise throughout Baltmore’s Inner Harbor is nothing but magnificent scenery passing by and towers shootin’ the breeze.

Miller Rocks–The Bull Roast We’re turning down the music this year so all of towing’s tall tales can be told… Get down with Bill Miller, Jeff Badgley and Company. Get your free tickets to the Friday Night Bull Roast by advance registering. Tow 411 Hologram Hospitality Or are they actually real, three dimensional towers gathered high up in the Waterfront Marriott, where the tow411 faithful put faces to text, gazing down on the Harbor.

AT’s Captains of Industry Conference features its legendary Long Table in the

Calitri’s Cuba Up in the Havana Room, towing’s cigar aficionados are masters of their domain. Truth is, the talk is a little suspect. Fresh handrolled cigars.

American Wrecker Pageant This networking experience is priceless. The attendees get in on the excitement as they walk around with ballot cards, jawing with the equipment owners.

Order of Towman Rite of Passage These tow bosses, selected by the police chiefs of their towns, come together...linking arms.

ACE Awards Ceremony These award recipients are nominated by motor clubs. The ceremony, followed by cake and coffee, has towers comparing notes; which clubs are the best to work with and why. All the clubs are accessible on the exhibit floor.

Festival Night Towers gather for the industry’s greatest feast. With surf and turf on the plate, towers break bread and celebrate towing’s heroic spirit.

Towers Take Over The Harbor With over ten thousand towers in town, it’s almost impossible not to bump into another of your kind. But relax, he’s probably from another state or another county. Your competitors were either not smart enough to be here, or they’re keeping an eye out to avoid you.

“Recovery” Room at the Marriott Waterfront. Sponsor: Jerr-Dan Corporation

Calitri’s Cuba features a cigar roller in the Havana Room; cosponsored by Lift And Tow

Festival Night is for career towing professionals who takes pride in the unique work they do...the risks they must take..the indespensable role they play in the transportation industry and with the motoring public. Join the celebration as American Towman honors the heroic spirit and dedication of towers who risked their lives to save the lives of others.

Witness the spectacle: the March of the Heroes, the Salute from The Towman Order, the bequeathing of the American Towman Medal. Festival Night includes dinner by the Marriott Waterfront’s Master Chef and surprise entertainment. This is a moment you will never forget! Act now,tickets are limited!

Dragon slayer scene on the hood of an American Wrecker Pageant winner, J&L Towing from Southwick, Mass.

Lifelines, the Towingg Industry On Canvas, spanning 100 feet, will ggrace race Festival Night Hall!

The American Wrecker Pageant features the nation’s most amazing wreckers and carriers and their proud owners. Attendees walk the Pageant Hall with their ballot cards and vote their choice picks for each class. Pageant tow trucks have travelled to Baltimore from as far as Oregon and Texas! The American Wrecker Pageant is sponsored by Dynamic Towing Equipment & Manufacturing

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The American Towman Medal is awarded to towing professionals who risked their lives to save others while on the job. You may nominate a “hero” for the Medal by writing American Towman, c/o Steve Calitri, at 7 West Street, Warwick, NY, 10990, or emailing scalitri@towman.com. Please include a decription of the incident, the nominee’s name, address and phone number, and your name and phone number. Nominations must be in by September 30th.

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The Donnie Cruse Recovery Award, the “Donnie,” is given to tow companies who have performed a challenging recovery with excellence. The Donnie is awarded in three categories; light-, medium-, and heavy-duty recoveries. Deadline for applying is September 30th. Send photos of the recovery and essential details to the Donnie Award, American Towman Magazine, c/o WreckMaster, 4645 Witmer Industrial Estates, Niagara Falls, NY 14305. Phone 905-643-3503 The Donnie Awards are co-sponsored by Miller Industries and B/A Products.

Boost Three Key Business Sectors With Action on the Exhibit Hall & in the Classroom From the exhibit floor to the seminar rooms, American Towman gives you ideas, information, and proven practices to boost your business. AT Expo is more than the metal and booms; it’s also about managing your towing business and being successful.

Contracts With Town Authorities

Commercial Accounts

Motor Club Relations

Whether the town offers an exclusive contract or a rotation berth, towing for the police department is a critical call sector for towing businesses. AT Expo offers many towing-specific management seminars, including one on Municipal Contracts & Rotation and Building The Relationship With Your Police Chief... plus, a seminar on the tow business rating program through the American Towman Standards Authority; find out why Getting Rated* makes sense, how your police chief is notified on your rating achievement, and how you get prescreened for rating in just minutes right on the show floor.

The American Towman Academy at AT Expo also offers seminars to help you boost your business in the commercial sector. The seminar on Cultivating Commercial Accounts identifies opportunities that will have you applauding good old American ingenuity and you’ll learn creative approaches to the commercial sector – a seminar not just for the young turks, but for veteran tow bosses as well.

Make inroads and strengthen your ties with the motor clubs. Ten motor clubs exhibit in Baltimore, including the majors. Tow bosses will have the opportunity throughout the weekend to meet up with key club reps at various hospitality events and on the show floor. But don’t miss out on the American Towman Academy. You’ll get a lot of critical information in the seminar titled “Getting Paid By The Clubs.”

You’ll also want to check out the seminars that explore the ins and outs of Road Service and Battery Service...

color code: black denotes towing-specific managment topics; blue denotes equipment, towing & recovery, and road service topics

Cultivating Commercial Accounts

Incorporating a Battery Service

Googling For Tow Business

You’ll identify account opportunities that will have you applauding good old American ingenuity as you learn a veteran’s approach to the commercial sector for both light and heavy duty towing. This seminar is not just for the young turks, but for veteran tow bosses as well. John Borowski brings 40 years of industry experience to the table as a tow business owner and a commercial account rep for a national towing company. • Friday

Get a better understanding of battery failures, and recognizing the differences... techniques to maintain battery life, as well as keys to identifying a quality battery. By understanding the breakdown of batteries, you will be one step closer to incorporating a profitable mobile battery service to your business. Detailed information on adding this service will be provided. Roy Hellmund, Road America & Interstate Batteries • Friday

Discussions on how Google and other search engines can help draw business. How to work Google…understanding payper-click advertising... and why online is far more relevant than phone book advertising in today's internet age. Rony Mirzaians of Towing Guru • Friday PM

Credit Card Jackpot

Back to Basics: Lift & Tow

Bill Johnson shows you what you don’t know about your credit card bill and how the different methods of taking credit card payments can mean money in your bank or the credit card companies. Conducted by veteran tower, Bill Johnson, National Sales Director ofChoice Merchant Solutions .• Friday

WreckMaster trainer David Bouvia will start with the basics and cover towing capacity; secondary attachment chains; stop turn and running lights; tow height; tow depth; stopping distance; and following distance. • Friday

Big Issues: Discovery Workshop 1 Are the issues preventing you from running a smooth, profitable, customer oriented operation, the same as other big tow companies? Find out by participating in a workshop with other like-minded owners from across the country. Topics in this workshop: Investigate the top problems in the industry; Learn the top three causes of these issues; Discover solutions to your most pressing issues. James Weaver, Tracker Management • Friday

Big Issues: Discovery Workshop 2 This class will build on the discoveries of the first workshop. This 50 minute segment will demonstrate certain processes and technology that can help you achieve solutions to the key challenges facing your company. James Weaver, Tracker Management • Friday

Managing Your Fuel Expenses How to effectively manage your fuel expenses and protect your business from rising fuel costs. Hosted by Pricelock and 360FuelCard.com & Cross Country Automotive Services. • Friday

Coaching for Performance Coaching plays an important role in guiding and encouraging members of a team to work towards a common goal. This seminar will cover some basic coaching techniques geared to the towing and recovery industry that will help you improve employee performance and morale as well as create an atmosphere of teamwork and professionalism within your company. Terry Abejuela, American Towman • Friday PM

The Rated Tower The Tow Doctor, DJ Harrington, discusses the towing industry’s exclusive rating program administered through the American Towman Standards Authority, and how being rated can reduce your insurance premiums, earn commercial accounts, and help to stand out in the eyes of town and highway authorities. • Friday

Road Service - a Revenue Builder

Working with Air Cushions

Police-Tower Relationship

Join the team from Matjack/BTR as they review and discuss various air bag recovery jobs along with incident response trailers/units and the role of performing a professional image for your customer and rescue personnel. John Sweezy and Howard Eagan of Matjack. • Friday

Town rotation systems and the relationship you have with your Pollice Chief and the department go hand in hand. Industry leader John Borowski discusses how to cultivate your relationship with the Chief and how to use the National Standard For Rotation Systems to the benefit of the town and yourself. • Saturday

This one is for the tower considering road service. Different types of service trucks will be discussed and what tools and equipment you need to stock it with. Extend your revenue and fix the smaller repairs on site or ultimately get the tow. Jim Heward, Cumberland Towing • Saturday

Recoveries Around the World Tom Luciano of Miller Industries and Nick Ovenden of The Institute of Vehicle Recovery (IVR), based in the UK, will articulate their expert training techniques and concepts from around the world. • Friday PM

Finding Profit Killers Identify where the profit killers are in your facility: Operations (people and processes), Capital Assets (Trucks & Equipment), and Customers. Learn how to avoid and/or fix these profit killers now! Andrew de la Chapelle of USFleetTracking • Saturday

Dispatching

Performing Light-Duty Rollovers

This class got rave reviews in Texas at Tow Expo. It is packed full of ways to increase your business. Make good dispatchers even better. Those attending will learn ways to increase their skills. And you could leave with a 3-day/2-night Carribean vacation! Only 10 trips per class. DJ Harrington, Phone Logic • Saturday

Employees that have not been properly trained to perform rollovers effectively and safely put your company at risk each time they perform this type of work. Tow operators must possess the knowledge and skills to upright vehicles with little or no additional damage. This seminar will highlight proper techniques to perform three types of rollovers: The basic roll towards the tow truck, the reverse roll away from the tow truck and the single lane upright. Terry Abejuela, American Towman • Saturday

The Lowdown on "Overrides" Tow operators often respond to tow vehicles with the transmission locked in "park" and restoring power may not be the solution. Many of today's vehicles have an "override" switch which allows the operator to by-pass the electronics and shift the vehicle into neutral. Some "overrides” are both visible and accessible, while others are hidden and more complex. This seminar will help the tow operator locate these "overrides" on many vehicles. Conducted by Dave Lambert, North American Training • Saturday

Delegating Like A General Tow Boss and private lot tower guru, Dan Messina, discusses how to be a General in charge. According to Messina, there are ways to be in charge of your business and enjoy your life and he goes into detail about how to hold your people accountable, assigning responsibility, and measuring your business for success. Dan Messina, Southwest Auto • Sunday

Get Started in the Digital Age

Towers and Healthcare Reform:

Are you tired of hearing about all the benefits of "using technology" but don't know where to start? Then this seminar is for you. Al Stoeberl, SSCS-Digital Dispatch • Saturday

The healthcare reform bill was passed and signed into law in March, but new details are coming out daily. In a nutshell, costs will go up, and anyone who does not have an exemption will have to get health insurance. This seminar covers compliance issues, how to qualify for exemptions, tax credits, and some of the more favorable options available to towers. Ralph Weber, Route Three • Sunday

Getting Recovery Bills Paid Bob Foquette from Big Wheel and Recovery Billing Unlimited gives a primer of his famous course that details how to get those big tow bills paid; from the proper way of writing acceptable recovery invoices to obtaining payment from insurance companies. A must for tow business owners who bill out recovery work and those who manage the company’s billing process. • Saturday

Minimize Your Tire Cost This seminar will not only assist you in selecting the best tires for your towing equipment, but will present you with a better understanding of your tire costs per mile, extending the life of your tires with simple maintenance procedures, the makings of quality tires, along with purchasing tires at competitive prices. Steve Bass, Road America & Goodyear Tire & Rubber • Saturday

World Class Customer Service Start at the ground level to be a successful business. In this seminar, you'll take away specific tools for each person in your company (Operators, Dispatchers, Bookkeepers, Sales, and Owners) to enhance Customer Service and ultimately improve your bottom line. Don't miss this opportunity to take home new skills that will dramatically improve your business. Stacey Tucker, Chico Towing • Sunday

ort includes breakfast Friday through Sunday

Everyone Needs A Good Angle WreckMaster's senior lead instructor, Terry Humelsine will discuss playing with angles in recovery logistics. How to increase or concentrate the effort or pull where it needs to be: When to open-up an angle and when to close one up; Where to position your recovery vehicle. • Sunday

What is Your Life Worth? This seminar provides panelists to inform you about safety equipment and suggestions to keep towers safe and from getting injured. Moderator is Jim Caviglia of Safetyline. • Sunday

Getting Paid by the Clubs Either through towers’ negligence or stringent motor club requirements, a high percentage of towing fees hang in limbo, never paid, never collected. Todd Althouse of Beacon Software gives tow bosses a reality check on how they can best keep Clubs current in their payments. Automating and using the internet play a key role in the discussion. • Sunday

$75 Passport gets gets you all into all you into the the seminars seminars you’re you’re able toable to attend...includes breakfast Friday through Sunday All C lasse s

Fly into Baltimore at Reasonable Rates: Roundtrip from the west coast or southwest for $200 $300; from midwestern and eastern cities for as little as $125!

More towing professionals have visited Baltimore, Maryland’s Inner Harbor than any other site in the world. Home to the American Towman Exposition for 22 years, the Harbor has everything for celebrating life and industry. The Baltimore Convention Center is a block away, hotels are across the street or a block or two. Great restaurants and shops line the promenades around the Harbor, plus the National Aquarium, the Maryland Science Center, old ships and naval submarines for touring. Unique neighborhoods are close; Little Italy and Fells Point just a few blocks from the Marriott Waterfront, AT’s Headquarters.

Join A.T. on the Towman Cruise of the Harbor. Enjoy lunch and the camaraderie of towing professionals from around the nation and the world. See reg. form.

Baltimore’s Inner Harbor is full of mystery and discovery, even so for AT Expo fans who keep coming back. Whether you’re seeing the B&O Railroad Museum for the first time or finally making it to O’Brycki’s Crab House, anticipating the pleasures of the Harbor is part of the lure. The other part is hobnobbing with one’s peers. Over 10,000 towing professionals attend the Exposition and roam the Harbor, either by foot, by water taxi, or motor taxi. From the Marriott Waterfront, American Towman provides shuttle service to and from the Convention Center.

Baltimore’s Inner Harbor as seen from American Towman’s headquarters Hotel, the Marriott Waterfront. AT Expo attendees staying at the Marriott Waterfront receive 10% off food items in the hotel’s restaurants and room service.

Advance registrants receive a free raffle ticket, guaranteed, and the chance to win a Harley Sportster Nightster, presented and sponsored by Miller Industries. Must be present to win. m. Sunday, win. Drawing: 3 p. p.m. Sunday, Nov. Nov. 21st. 21st.

Don’t Miss Out On $avings on Special Events, Seminars & Hotels • Avoid On Site Lines! AT Expo: www.towman.com/expo • Fax to: 845-986-5181 • Mail to: 7 West Street, Warwick, NY 10990 • Phone: 800-732-3869 or 845-986-4546 x214

REGISTER HERE: By advance-registering, the “Boss” and one guest are admitted free to Exhibit Hall. $5 fee applies to all others. Kids under 14 free. 1st Registered Name: |

| |

Title

2nd Registered Name: |

| |

Title

| |

3rd Registered Name ($5): |

4th Registered Name ($5): | Company: |

| |

| Title

| | |

| Title |

| |

| Show Special

Address: City:

State:

Phone:

Zip:

Fax:

PLEASE CHECK BOXES BELOW

E-mail: First time at Expo: ❒ Yes ❒ No

2. Secondary business (check those that apply): ❏ Towing/Recovery ❏ Auto Repair/Serv. Ctr. ❏ Repossession ❏ Transport/Trailer Serv.

❏ Salv/Auto Parts ❏ Truck Repair ❏ Auto Body Shop ❏ Service Station

3. No. Employees: ❏ 1-5

EVENT SIGN-UP

Country:

❏ ❏ ❏ ❏

Auto/Truck Dealership Vehicle Leasing Distributor Equip Other______________

❏ 6-10 ❏ 11-20 ❏ 21-50 ❏ 51-100 ❏ 100+

1. Is your Primary business Towing/Recovery : ❏ Yes ❏ No

4. Check one that best describes your purchasing authority: ❏ I authorize/approve purchases ❏ No authority ❏ I recommend Add A.T. 5. No. tow trucks in fleet: ❏ 1-3 ❏ 4-7 ❏ 8-12 ❏ 13-16 ❏ 17+ Subscription: 6. Types of tow trucks in fleet (check those that apply): ____ 1 yr for $40 ❏ Light Duty Wrecker ❏ Heavy Duty Wrecker ❏ Transport/Trailers (save $10!) ❏ Medium Duty Wrec. ❏ Carriers ❏ Class 7/8 Tractor ____ 2 yrs for $65 ❏ Service Vehicle ❏ Rotators (save $10!)

AT EXPO: Friday through Sunday, Nov. 19-21 • Baltimore, MD

PRICING

FILL IN PRICE

EXHIBIT HALL Saturday, 11 am - 6 pm • Sunday, 11 am - 5 pm, Nov. 20-21. You’ll need both days to take in all exhibits & your badge is good for both days!

❏ Yes, please advance register me for the exhibit hall. 1st & 2nd registrants are free: addt’l $5 each. . . . . . . . . . . . . . . . . . . . .$5 per person

$ ___________

SEMINAR PASSPORT! Fri.- Sun., Nov. 19-21 $95 on-site or register now at . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$75 per person

$ ___________

❏ 1st registrant ❏ 2nd registrant ❏ 3rd registrant ❏ 4th registrant (Includes breakfast Friday, Saturday, & Sunday) AMERICAN WRECKER PAGEANT Sponsor: Dynamic Towing Equipment and Mfg. Fri.-Sun., November 19-21 . . . . . . . . . . . . .$100/$150 Check class you will compete in - one vehicle per class and two per company. Trucks must enter Fri. and stay in hall until Sun., 5 pm $100:

❏ Light (pre-2009) ❏ Light (2009-10) ❏ Med ❏ Vintage (Pre-1985)

$150:

$ ___________

❏ HD Single Axle ❏ HD Tandem ❏ Rotator ❏ Carrier

CAPTAINS OF INDUSTRY DINNER CONFERENCE Sponsor: Jerr-Dan, Thurs. Nov. 18, 6:30 pm. Marriott Waterfront. # of People _____$75 per person

$ __________

TOWMAN HUNT-SKEET SHOOT Friday, 9 am, Nov. 19. Includes shooting fees, lunch and transportation. # of People _____ . . . .$75 per shooter

$ ___________

HARBOR LUNCH CRUISE Friday, 12:30 pm Board, Depart 1:00 pm, Nov. 19, # of People _____ . . . . . . . . . . . . . . . . . . . . . . . . . .$45 per person

$ ___________

DONNIE CRUSE RECOVERY AWARDS LUNCHEON Awards Sponsor: Miller Industries and B/A Products, Marriott Waterfront Hotel Fri., Nov. 19, 12:30 pm. Honoring legendary trainer Donnie Cruse; features critiques of winning recoveries. # of People _____ . . . . . .$45 per person FESTIVAL NIGHT American Towman Presents: March of the Heroes, Towman Order Salute, American Towman Medal, Marriott Waterfront Hotel Saturday, Nov. 20, 7:30 pm Features Gourmet Dinner and Entertainment # of People _____ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$55 per person

TOTAL AMERICAN TOWMAN HOSPITALITIES (FREE with this Advance Registration)

$ __________ $ __________

$ __________

CHECK BOX

BULL & PIG ROAST AT THE HARD ROCK (Miller Rocks! at the Hard Rock Café) Sponsor: Miller Industries, Friday, Nov. 19: 7:30-10 pm. #_______ people. . . . . . . . .❏ CIGAR SMOKER (Calitri’s Cuba) Sponsor: Lift and Tow, Friday, Nov. 19: 9 pm., Havana Club #_______ people. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .❏

PAYMENT INFO:

❏ Credit Card#:

Exp. Date:

Name on credit card

Signature Required:

❏ Check(s) Enclosed $______ (Registration, Event & Item fees payable to AT Exposition)

HOTEL RESERVATION REQUEST

Make out separate check to hotel of your choice if not using credit card (1st night amount only)

❏ Hotel check enclosed $_____________ ❏ Guarantee reservation to credit card above

Arrival Date:______________, 2010 - Depart Date: _______________, 2010 Special Requests ____________________________________________________________________________ If reserving more than one room please list names for each room: # of Rooms __________ # of Guests in each room ___________ # of beds _________ Room #1___________________________________________ Room #2____________________________________________ Room #3__________________________________________ HOTEL CHOICE - Please write in your 1st, 2nd, & 3rd choice hotels below. You will be emailed your confirmation. MARRIOTT WATERFRONT

___Marriott Waterfront Hotel • $172 Sgl/Dbl AMERICAN TOWMAN HEADQUARTERS HOTEL, 4-Star, harborview, fitness center, restaurant/bar. Shuttle Service to Convention Center. Non-smoking hotel, CAPTAINS OF INDUSTRY, FESTIVAL NIGHT, TOWMAN MEDAL, TOWMAN ORDER CEREMONY, AND DONNIE AWARDS LUNCHEON TAKE PLACE HERE! GUESTS RECEIVE 10% OFF YOUR FOOD AT H OTEL R ESTAURANTS AND R OOM S ERVICE .

___Marriott Inner Harbor • $172 Sgl/Dbl One block from Conv. Ctr., fitness center, indoor pool, restaurant, non-smoking hotel.

___Renaissance Harborplace Hotel • $172 Sgl/Dbl Balt2010

4-Star, rooms with harborview, fitness center, restaurant/bar, connected to Mall. Three blocks from Conv. Ctr. Non-smoking hotel. ___Days Inn Inner Harbor • $122 Sgl/Dbl Across from Conv. Ctr., bar & grill, fitness ctr.

___Sheraton Inner Harbor • $159 Sgl/Dbl, $179 T

One block from Conv. Ctr. with a catwalk, indoor pool, fitness center.

___Hyatt Regency Hotel • $165 Sgl/Dbl, $190 T At Inner Harbor, 1st Class Hotel, health club.

___Holiday Inn Inner Harbor • $119 Sgl/Dbl, $154 T One block from Conv. Ctr., indoor pool, fitness center.

___Radisson Plaza Lord Baltimore • $119 Sgl/Dbl/T Three blocks from Conv. Ctr., bar & grill, fitness center.

___Hilton Baltimore • $189 Sgl/Dbl Next to Conv. Ctr. with a Catwalk, pool, fitness center.

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Finding your

Next Manager by: Randall C. Resch

It’s important to NOT upset the company’s balance when bringing on a new manager...

38 • July 2010 - TOWMAN.COM

here’s only so many hours in each day and only so many projects that you (as tow owners) can take on. So, when you’ve overloaded your own work schedule, perhaps it’s time to consider hiring a manager to lessen some of your load and give you a much needed break. For most owners, the hardest part of bringing on a manager is their inability to delegate authority and simply let go and watch from afar. It’s a fact that the right manager can build, motivate and operate your company in the manner you direct, however, the wrong manager can bring your business to its knees in an instant. There must exist huge trust in procuring a manager who can run your business in a way that brings continued success and professionalism to your company, while not resulting in lost business, lost customers, and /or even theft of company assets.

Many of these situations can be avoided by hiring smart and not taking advantage of trust and respect. In my opinion, a candidate for manager must first and foremost be trustworthy, honest, and passionate about the towing and recovery industry while being passionate about your company. Although numerous applicants may possess formal education, perhaps those currently working for you may have an advantage over outside candidates. It’s true that managers should be educated and/or trained within the industry. They should be well spoken with the ability to communicate verbally and in written form. They must be capable of balancing a number of tasks while being able to jump into a tow truck at a moment’s notice. While these are just some of the qualifying traits that an ideal candidate should demonstrate, they should be a qualified tow truck operator above all other tasks. The narrative herein is a summation of a much needed process that involves finding, hiring, and/or promoting a new manager for your company. The ideal manager is one who can do it all and do it well!

The Right Direction We all know that towing & recovery businesses, even the smallest ones aren’t absentee businesses, making it hard for you to take any time off. But, as business grows more successful with time and hard knocks, your own thoughts of controlling business (all the time) may wane where you decide it’s time to let free the reins to someone else. Hiring a manager should be a sign that business is headed in the right direction, especially if business income can support their salaries and you can justify their existence as necessary. I’ve met many managers through the years and remember that their qualifying traits ran the gamut when it came to experience and abilities. While finding the ideal candidate can be a lengthy and irksome experience, oftentimes the individual you may be looking for already works for you. Ultimately, the actual question comes down to, “Should you hire within or job search outside your company’s population?”

The Search is On Business experts recommend that owners evaluate their current staff before initiating outside searches. Outsiders with formal education(s) sometimes tend to be over-educated, afraid to get their hands dirty; while at the same time have higher salary expectations. Line-workers oftentimes are fearful of newcomer/strangers that they don’t trust and won’t talk to at the beginning of the manager/subordinate relationship. It’s important to not upset the company’s balance when bringing on a new manager; however, hiring from within sometimes creates jealousies and petty differences that occur initially where one candidate gets promoted over another. Regardless as to promoting from within or searching outside for managerial candidates, playing the “resume game” is an important undertaking that mustn’t be overlooked. This includes conducting thorough background investigations. Resumes and background investigations oftentimes shed light on the candidates past work history, their stability in the workplace, a hidden criminal record, and other flags that says they may not be right for your company. To find outside candidates, utilize on-line job websites and those that are industry related. Perhaps consider military resources for retiring officers. Where hiring traits require increased job skills or experiences (depending on position and tasks) consider going out of the local area. Bear in mind that there are other complicated issues in considering outside candidates, especially if they currently reside in other states, are married, or have school aged children. Remember that out of the area employment ads are expensive and may produce zero results. When searches are internal, post job announcements in prominent locations so employees can view the hiring opportunity. Announcements can be made verbally at employee meetings, distributed in employee mail, or a flyer inserted into payroll envelopes. Regardless as to how you pass the message along, display the notice where your entire staff has the opportunity (to

apply) so to avoid a potential discrimination suit later on. Announcements should include a complete job description as well as minimum requirements for the position, i.e., type of experience, minimal years experience, industry knowledge, certificates, salary offering, benefits, etc.

Build a Plan Experienced managers don’t fall from the sky! Hiring smart says savvy owners know specifically what kind of manager they’re seeking, what abilities their manager should possess, and what directions their manager(s) will employ during day-to-day operations. The following points are suggestions for hiring smart: •Determine your company’s need for a manager while thinking of potential pros and cons. Ask yourself, “How will a new manager benefit the company?” •Can we afford a manager’s salary at this time? •Determine a budget. How much are you willing to spend to search for, hire, and then pay your manager? •Will you hire or promote from within or search outside your workforce? •Finding the right manager takes time and it isn’t always an easy task. Who will conduct job searches and interviews? •Develop a job path as to what you want your manager to do. •Know the differences between general managers, operations manager, and driver supervisors as it affects your business. •Depending on what position the candidate is hired for, the best tow managers are actively involved in company operations. If they currently work for you in key positions, it’s beneficial to retain them in those positions. Current employees have surpassed the awkward learning curve that involves basic employee knowledge, policies, procedures and other processes. •Determine what skill sets, experiences, and education is essential to the position you’re seeking to fill. Successful tow managers don’t necessarily need formal education as ours is a hands-on industry where hands-on TOWMAN.COM - July 2010 • 39

experience in job related tasks is important and valuable. •Create a list of attributes you feel are right for your company. Identify tasks your manager shall accomplish daily per your short and long-term company goals. Write a job description as to what those attributes mean and define them during interviews. •Does the candidate have good time-management and organizational skills? Can they complete tasks and schedules on a set time-line? •Can they build, initiate, balance, and monitor driver and staff schedules? •Don't hire or promote anyone who's exactly like you, but someone who demonstrates leadership, personality, and skills that fit your company’s structure. Your management team should combine valued abilities, expertise, and traits that complement each other. •Seek candidates who have knowledge of the towing and recovery industry. Promoting from within your company’s ranks is a great place to start as not only will they have some industry knowledge, they know your company, your personality, and your work ethic. Current employees have a headstart as to knowing how you want your company to run. •The best managers demonstrate intimate knowledge of the industry and its issues. Do they demonstrate knowledge of how to work within the law enforcement community?

OK, … Let’s Talk! The interview process is what you make of it and it’s about how much time you can exert towards finding the right candidate. When hiring smart, take the time to find the right candidate via the resume process, and then initiate whatever it takes to choose the right candidate based on an intelligent interview. When conducting a hiring interview, consider the following pointers: •Be pleasant and courteous. Being enthusiastic about your business is important if you expect your manager to share your enthusiasm as well. •Explain what the job is; its duties/responsibilities, describe the company, its current business, its history, and where it's headed. 40 • July 2010 - TOWMAN.COM

•You control the interview. •Ask a couple “what if scenarios” like, “If you saw dispatcher Mary Smith mishandle company monies from a vehicle Randall C. Resch is a retired release, how California police officer and would you hanhas been involved in the towdle the situaing and recovery industry for tion?” Anticipate 40 years as a tow business incorrect and owner, consultant, and manlabored answers ager. He is a freelance by keeping in writer/photographer and is mind they may American Towman’ s Operanot know the tion’ s Editor. Email Randy at best answers due rreschran@aol.com. to lack of experience. •Ask if they’ve ever taken a tow truck certification course, more so, if they’ve taken a course(s) within the past five-years. •If they lack formal education or tow truck courses, ask industry related questions to get a feel as to what they do know or merely think they know. Here’s where embellishing ones resume could impact the truthfulness of their knowledge, plus, the applicant with no industry training may not have their pulse on safety, legal, and or employment issues. •For know-it-all candidates, ask one question that requires a difficult answer. Seek the candidate that can honestly say, “I don’t know,” versus one trying to mud pack you with a thin layer of malarkey. •Anticipate nervousness, but not as a character flaw. Interviews commonly cause butterflies and stirred nerves in most individuals. Don’t dismiss a potentially good candidate especially if this is a first time meeting. Ask the candidate to relax as it may build their confidence and calm them. •For management positions requiring increased responsibilities, ask semidifficult questions pertaining to the manager’s position. Have in your mind an answer that would meet your expectations, especially those pertaining to employee caused vehicle damages or how-to handle angry customers. How

would they diffuse a situation you create as an example? •Hiring interviews generally wind down to salary negotiations that should be affordable to the company; while at the same time is reasonable to the manager themselves. If tasks include wearing all hats common to running busy tow companies, their salary should be reasonable as to the tasks they are accountable for. You should have a pay scale or salary/benefits package in mind; however, it’s ok to ask what their salary expectations are.

Other Questions to Consider •How would you describe yourself as a manager? •What techniques would you use to motivate marginal employees? •Define supervision, micro-managing, motivation, discipline. •What’s your philosophy towards tow company management? •What would make you a better manager? •What management techniques would you use to retain employees? •What traits would you look for when hiring towing staff?

Not the Right Candidate Hiring smart says the interview process includes an intelligent question and answer session while looking for staged answers or those ladened with horse droppings. Is the candidate trying to pull the wool over your eyes? Everything a candidate tells you can be researched and pondered upon. Whatever your perceptions of the candidate’s responses are, they may be the deciding factor in whether you chose to hire or dismiss them from the hiring process. Any dishonest or deceptive answer(s) should be cause for disqualification. And, if at any point you receive an answer that suggests this definitely is not the person you want to hire, terminate the interview as quickly as possible. Keep your composure by saying something like, "OK, thanks, ... We'll let you know when we’ve finished all of the applicant interviews!” If you do say you'll get back to someone, write to them a short two line

letter stating, “Thanks for your time and interest in the position. Based on all who applied, we selected the most qualified candidate.” You need not supply any further details.

The Results Finding your next manager should be the right choice, but only if you can sideline yourself and place your trust in another. That is easily handled by holding morning or weekly meetings to discuss issues, tactics, strategies and future growth. Be careful not to micro-manage. Trust your manager(s) to make decisions and let them guide your company in a manner you dictate remembering not to undermine their authority by overriding them in front of their subordinates. If after an ad search and candidate interviews fail to turn up the right candidate, consider waiting a short time to begin another search. Nothing says you need to hurry in choosing your manager. You may be amazed as to how many individuals aren’t right for your company manager! Hiring smart mustn’t be taken lightly, especially when delegating authority to others. But, once you’ve made your choice and hired on a new manager, it’s time to back off just a notch and put your efforts elsewhere if that’s your plan. You’ve waited this long, right?

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TOWMAN.COM - July 2010 • 41

Open House Opportunity

a bit of the trainer’s wisdom, “We all feel beat up and run down at times.” He likened towers to a hundred dollar bill. Using a $100 bill as a metaphor he said, “If someone handed you a brand new $100 bill would you take it? If it was stepped on, rolled up, beat up and dirty would you still want it? Of course! No matter how stepped on, rolled up, beat up and dirty it is, $100 is still worth $100. The same goes for towers. Know your value.” Towards the end of the final class, Rick Eberts, a rep from Federal Signal explained R.O.C. (Reliable Onboard Circuitry) and the latest technology available for lighting. Vince Napoli of Hino Trucks spoke to the class about the new models Hino is offering to this industry. Both men fielded questions and were available during the Open House celebration on Friday as well.

Meeting the Men Behind the Trucks

May 7, 2010, Matheny Motors, Woodbridge, VA location. By Jim “Buck” Sorrenti

recker distributors have an opportunity to use their facilities for more than selling and servicing tow trucks. This was all too apparent at the Matheny Motors Open House in May, celebrating it’s taking on the Miller Industries line.

An Opportunity for Training Prior to the Open House, Matheny Motors and Miller Industries held a Heavy-Duty Towing & Recovery Class on May 5-6, 2010 at the Woodbridge, Virginia location. Internationally recognized instructor Tom Luciano taught the class, assisted by Brent “The Vulcan Man” Mournahan. This two-day training class of 50 plus towers was part classroom and 42 • July 2010 - TOWMAN.COM

part hands-on demos. Tom’s classes are not only informative; they are entertaining and interactive as well. The veteran tower, trainer, and Miller rep, has a comfortable rapport with his audience, trading information and good-natured ribbing with the towers, many of whom have become good friends. Towers on hand learned recovery techniques using both traditional wreckers and rotators. One key point Tom made was why not to boom up under a load. He explained that doing this would stretch the winch drum, bind wire rope, and compromises the WLL (working load limit). Aside from techniques that were taught in the classroom and hands-on with the equipment, Luciano also shared

The two day event also gave towers a chance to meet and spend time with the top dogs. CEO Mike Matheny, his son Tim, the company’s president and general manager, and his wife Monica, the company’s marketing director, were running errands, answering questions, sharing jokes and stories while all the time running the day’s business. Meanwhile, Matheny’s Marcus Messier and David Hargrove, Matheny/Va. Towing & Equipment Sales and Dave Thornberry, Mike Rauh, Matheny/W.Va. Towing & Equipment Sales, along with Miller factory rep Paul Craze, were on hand fielding questions from towers. The Miller executive team flew in from Chattanooga, Tenn. for the occasion. Miller execs including Chairman of the Board/Co-CEO Bill Miller; President/Co-CEO Jeff Badgley; Vice President/Chassis Director Vince Tiano, Vice President of Sales Will Miller; Vice President of Marketing Randy Olson all arrived Thursday to hand out certificates and meet with the towers after the class. Miller execs were seen washing rigs along with Tim Matheny in preparation for the next day’s big event. Later that evening the Matheny and Miller families treated vendors and a few longtime customers to a rousing good time at Smokey Bones for dinner.

Open House Arriving on Friday for the Open House were towers that had attended the two-day training, plus many more towers and their families from all across Virginia, West Virginia, and Maryland. They were greeted with open arms, the smells of BBQ, and country tunes playing over the sound system. Towers were treated to tow equipment vendors, many wreckers and carriers on display, factory reps on hand to demonstrate products, and manufacturers mingled with endusers swapping stories and details about the equipment. Matheny’s truck wash was available for their customers as well. This Open House was full of surprise gifts for the towers attending. While all attendees received a special gift courtesy of Matheny Motors, Miller Industries and other sponsors, attendees also had an opportunity to register to win additional sponsor-donated prizes. A raffle was held and gift certificates were handed out. Open House sponsors were B/A Products for the all day cookout and Sovereign Bank for the all day dessert station. Attendees had an introduction to the most current selection of Miller Industries towing and recovery equipment including the new LCG – Low Center of Gravity Carrier. Representatives from Miller Industries, including Bill Miller were meeting customers and answering

A History of Trucks and Transportation The Matheny family has trucks running through their veins. L.G. “Mac” Matheny was an International Harvester dealer when he started Matheny Motor Truck Company in 1922. Mac’s son, Paul, worked for International when he and his father purchased Litman Motor Freight in 1946. Paul ran the trucking company until he joined his father’s dealership in 1952. Paul also served as President of the W.Va. Turnpike Commission, President of the West Virginia Motor Truck Association. Mike Matheny, the third generation, is the current chief executive officer of Matheny Motor Truck. Mike has held many positions in the dealership hierarchy for General Motors and Volvo Trucks of North America. The fourth generation of the Matheny family joined the company in 1988 with Mike’s daughter,

Bill and Will Miller, Tim and Mike Matheny

questions. Towers were elated to have the opportunity to sit and have a beer with the man behind the name.

A Reputation for Accessibility In speaking with several tow bosses and longtime customers the word “accessible” was repeated constantly. Matheny is a hands-on company and being accessible has built strong customer loyalty. Keith Cullop of Ray’s Wrecker in Richmond, Virginia said, “I use all Miller products exclusively. The Matheny family and David Hargrove are very knowledgeable about trucks and this industry. Matheny Motors is a hands-on company. Marni Matheny Kepple as treasurer and her husband Dave Kepple as Vice President. In 1991, Mike’s son, Tim Matheny came on board, now president of Matheny Motor Company and Matheny Leasing. Tim’s wife, Monica, is the company’s marketing director. All the Matheny family earned various business-related degrees at business colleges of major universities. Tim graduated from Indiana University's School of business in Bloomington, Indiana with a B.S. in Marketing. While attending Indiana University, Tim worked at Curry Buick-PontiacCadillac-GMC under the supervision of dealer Cary Curry. Tim is also a graduate of NADA/ATD Dealer Candidate Academy in McLean, VA. Today Matheny is a dealer for GMC Trucks (and GM’s Buick car line), Volvo Trucks, Hino, Isuzu trucks, Thomas Built Buses and now the full Miller Industries line of wreckers and carriers.

Always available. They are awesome.” Morton's Towing & Recovery is a full service, family owned and operated towing company located in the heart of Montgomery County, Maryland. Owner David Morton has over 20 years' experience, winning many awards from AAA, including "Driver of the Year" twice. Dave is big on the company he buys wreckers from, “The Matheny family has always been there for my company from start to finish. They don’t just sell trucks. They are with you for the long haul. Great customer service and always available.” Matheny Motors is now authorized to sell the full line of Miller Industries towing and recovery equipment including: Century, Vulcan, Chevron, Champion, Challenger and Holmes. Matheny is also a chassis dealer carrying Volvo, GMC, Hino, and Isuzu. They recently sold 175 Hinos to the state of West Virginia. “Our goal in being a Miller dealer,” said Tim Matheny, “is to increase our market share. We cover Northern Virginia, West Virginia, and Ohio for Miller. We would like to have at least a 70% market share.” Matheny Motors has four locations in Parkersburg, W.Va; Marietta, Ohio; Woodbridge, Va.; and Mineral Wells, W.Va. Its Woodbridge division is a dedicated wrecker facility for parts, service and sales.

TOWMAN.COM - July 2010 • 43

Tee Off with Crawford Crawford Truck of Lancaster, Mass. is sponsoring the 1st Annual Statewide Towing Association golf outing this year at Blackstone National in Sutton, Massachusetts. Blackstone National has been voted as one of the top 10 public golf courses in Massachusetts. The course was designed by Award Winning Architect Rees Jones and has hosted many championship golf events. Many Jerr-Dan tow trucks will be on site for this event as well as an

assortment of new tow and used trucks for sale. The tow trucks for sale are being supplied by Crawford Truck Sales, one of the leading tow equipment distributors on the east coast. The 2010 golf committee consists of Pat Todisco, John Direnzo, Robert Johnson, John Lamarche, Jeremy Procon, Mike Aspesi and Paul King. There are several options offered to players interested in participating. The base cost is $100 per person which includes: golf cart, beverage ticket, dinner and complimentary gifts. The $500 package is: a foursome of players,

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tee, cart, and sponsorships. The $700 gold supporter category is: a foursome of players, 2 tees, 2 carts, sponsorships special mention at dinner and the big kahuna $1,000 platinum supporter packager consists of being recognized as dinner sponsors, a foursome of players, 2 tees, 2 carts and sponsorship. In addition this Tow Truck Golf event will offer many contests throughout the day. A closest to the pin event, $10,000 prize, longest drive and last but not least a hole in one grand prize. Should you get a hole in one during the tow truck sales event you will automatically win a brand new Jerr-Dan wrecker. The event is scheduled for Tuesday, July 27th, 2010 with a prompt 10am Shotgun start.

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44 • July 2010 - TOWMAN.COM

GM Eyes Medium-Duty Trucks Again Less than a year after General Motors exited the medium-duty truck business, the company is looking at reentering the segment. GM ended production of the Chevrolet Kodiak and GMC top kick medium-duty trucks in August 2009 after failing to sell the line of class 5-7 work trucks to Isuzu or Navistar. The Kodiak and Top Kick had difficulty finding acceptance in the market, competing against Class 4/5 full-size pickup entries from Ford and Dodge and Class 5-7 conventional medium-duty trucks from companies like Hino and International. GM said it left the segment to refocus on the company's "core businesses." “GM has a rich heritage in medium-duty trucks,” Mark Reuss, president of GM North America, told some of GM’s largest fleet dealers and key commercial customers. “We didn’t do well [with the last trucks] but never say never. I’d love to play in the space, but we’d have to do it differently with better use of engineering and other resources if we did it. We’re looking at the business now.”

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The capacity to get the job done. Jerr-Dan® heavy-duty wreckers provide the muscle you need to handle the biggest towing and recovery jobs that come your way. Featuring wrecker booms with up to 60-ton capacity and rotators up to 85-ton capacity, you have the conﬁdence to move the heaviest loads. Plus, our corrosion-resistant wreckers are shock-mounted to reduce body stress. Uncompromising quality. Unmatched performance. Get the job done with Jerr-Dan. www.jerrdan.com Number 124 on Reader Card

Transformer

ounded by Robert Leipziger in 1983, Rob’s Automotive & Collision Center, Inc. in Bristol, Pennsylvania, is a full service automotive and collision facility as well as a complete heavy truck and body facility offering 24-hour towing and recovery service. They also offer trailer repair, mobile repair and roadside service, equipment hauling, fleet service, Enterprise® rental service, and rotator (crane) service. With their fleet of over 60 pieces of equipment, they can handle towing or transport from one-ton to 100-tons. They also offer Landoll and detachable trailer services for any kind of equipment moves. In 1982 working alone, Rob began repairing vehicles for money in the family driveway. In 1983 he moved into a one bay facility in Levittown, Pennsylvania, bought his first tow truck and had two employees. He has come a long way since those early days. He now has 155 employees and

48 • July 2010 - TOWMAN.COM

66 pieces of equipment in his evergrowing fleet, including the massive beauty featured here. This is Rob’s Jerr-Dan HRD 70/85ton heavy-duty rotator. He calls it

by Jim “Buck” Sorrenti Transformer. Rob informed, “The inspiration for the paint job and its name is that the truck ‘transforms’ into a crane and my two boys loved the Transformer movie.” The rotator is mounted on a 2007 Peterbuilt 378, powered by a 550 HP CAT mated to an 18-speed Eaton transmission. Transformer is equipped with two 55-ton and three 35-ton Ramsey winches. Special equipment on this rig includes; spreader bars, snatch blocks, recovery straps, numerous D-rings & cables, and overhead lift cables. Rob said, “With a reach of 42-feet in the air, fully extended it’s capable of retrieving 80,000-pounds and rotates 180-degrees. This rotator is self-efficient – no counter weights needed. We just arrive and it's ready to go! It is the perfect piece of equipment for tight working areas such as low ceilings and clearances. For example, at a 25 foot extension it is capable of lifting 120,000

pounds and still rotate.” He added, “It’s great for inside a warehouse, a ship, or setting chillers, air conditioners and generators on a pad site or even loading equipment onto tractors and trailers.” This rotator features a boom that rotates a full 360 degrees, rated at 120,000-pounds while the boom is retracted and can handle a side pull of more than 68,000-pounds. Extreme stability is provided by a wide double outrigger spread of 112” x 264”. Rob’s Automotive & Collision Center crew painted the rig, with Dave Wyeth laying on the amazing artwork and graphics. The paint job took almost three months. Rob shared, “One of the most memorable jobs we had was a fully loaded tractor-trailer that rolled over on the Pennsylvania Turnpike, which contained all hanging beef. Anyone in the business knows that hanging beef is critical to upright. We air bagged the unit up and used the two main winches to lift it as well as the two 35-ton auxiliary winches to

lower the unit down safely so it didn’t rollback onto us or our equipment. There was no noise, as it lowered, no creaking. Just beautifully smooth. The safety behind this truck is amazing.” Rob explained, “A good portion of our business is moving generators, chillers and equipment for our customers. While our tractors and trailers are so very important in assisting our customers, the rotator is a piece of the puzzle that just fits perfectly. The crane service is available to help out in any emergency situation.” Transformer took 2nd Place in its class at the 2008

American Towman Exposition and 3rd Place at the 2009 American Towman Exposition. Rob's will be relocating select facilities for efficiency reasons and plans to open a car museum in the near future.

Tech Highlights Chassis: 2007 Peterbilt 378 Body: Jerr-Dan HRD 70/85 Engine: 550 HP CAT Trans: 18-Speed Eaton Winches: Two 55-ton & three 35-ton Ramsey’s Built by: Jerr-Dan Corp. Truck’s Name: Transformer Special Equipment: Spreader bars, snatch blocks, recovery straps, numerous D-rings, cables, overhead lift cables. Paint by: Rob’s Automotive & Collision Center Artwork & Graphics by: Dave Wyeth

TOWMAN.COM - July 2010 • 49

USED TRUCKS FOR SALE ( 2 ) 2007 & ( 1 ) 2008 Miller Titan 7 car trailers 2007 Ford F-450 auto w/ a Jerr-Dan HPL Wrecker Black 100,000 miles 2005 Freightliner Tractor w/ 664,000 miles w/ sleeper 2007 Ford F-550 auto w/ a 19" Aluminum Carrier 37,000 miles 2008 Sterling Auto w/ a 21' Steel Century 181,000 miles

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Cross Country Backs Training Cross Country Automotive Service partnered with Henry’s Wrecker Service and Custom Towing, Inc. to host training in the Washington, DC area in May. The training, conducted by Wes Wilburn Consulting, focused on servicing hybrid and luxury vehicles on the side of the road. Audi, Cadillac, Ford, and Toyota were among the cars used in the training. “One of the many benefits of working with Cross Country is their focus on training and how they make classes very affordable to all towing companies,” added Fred Scheler, owner of Henry’s Wrecker Service. “The class emphasized safety to employees as well as the technical aspects of hooking a vehicle up for towing, especially for hybrid vehicles. It’s extremely valuable information, given that more and more manufacturers are producing these vehicles and the technology is constantly changing.” “Cross Country’s priority has always been safety for both our customers and our service partners,” said Charles Cavolina, Cross Country’s senior vice president of Service Delivery. “We place significant emphasis on partnering and providing the best trained, most competent service providers in the emergency roadside assistance market. By helping to train tow operators in the correct towing and roadside assistance service protocol for hybrids and specialty vehicles, we make them more efficient, which results in less time on the road and decreases the potential for injury to the towing provider or damage to the vehicle.” Cross Country will also be partnering with WreckMaster this summer and fall. Service providers can contact their Performance Manager or send an e-mail to ccasnews@crosscountry-auto.com if they would like to sign up for future CCAS-sponsored training.

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Distributors 1

STILL PROVIDING REPLACEMENT PARTS & SERVICING ALL THE GREAT BRANDS

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52 • July 2010 - TOWMAN.COM

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American Towman Magazine - July 2010

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