American Towman Magazine - October 2011 by dortiz-towman

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AT Expo XXIII, pages 37-68

FEATURE CONTENTS

Every Job is the Same There is an established path to recovery success beyond simple trial-and-error training. by Terry Humelsine

21st Century Tower Santa Fe Tow Service in Kansas is using mobile media and online auctons to advance their business. by Brendan Dooley

AT Expo Program Exhibits, legendary events, newsmakers, seminars, hospitality, event calendar,

Departments Low Down . . . . . . . . . . . . . . . .6 News Share . . . . . . . . . . . . . . .8 Tow Boss . . . . . . . . . . . . . . . .10 AD Index . . . . . . . . . . . . . . . .32 My Baby. . . . . . . . . . . . . . . . .96 Towman’s Market . . . . . . . . . .98 Adventures of A.T. . . . . . . . . .101

Inner Harbor ... It’s all here! Advance register.

76 AT Expo offers many networking opportunities. Here towers rub shoulders at the Hard Rock Cafe on the Inner Harbor during the Bull and Pig Roast (“Miller Rocks”) Sign up on page 68.

Hybrid in the Stream Electricity and water don't mix. This job required some precautionary consultations to create a clean recovery. by Dave Lambert

TOWMAN.COM - October 2011 • 5

21st Century Descends on Baltimore

by Steve Calitri

n this issue you’ll see much evidence of how technology is shaping new opportunities for tow business owners. In our article on Santa Fe Towing, Jon Jupchin has an "app" he makes available to motorists and their smartphones. He is also taking advantage of the Internet to profit from the abandoned cars in his impound lots using an online auction service at towlot.com. I had come across Santa Fe’s app on my iPad’s app store and was pleased and surprised at the savvy shown by this tow boss. When we learned about his success with online auctions, I took a close look at towlot.com. I was struck by the simplicity at how the process works, from the uploading of digital car photos onto the system to the lightning-round bidding that takes place live at the appointed time of the auction. There was no question this was the real deal and a way towers across North America could build significant weekly, monthly and annual revenues. You’ll find the likes of apps, towlot.com, and other high-tech solutions in the AT Expo show program section. For example, Cross Country Automotive Services is offering a revenue opportunity related to damaged-vehicle documentation. They are also offering towers the opportunity to bid for territories online. You can find out about these new developments on the show floor or in the AT Academy classroom. The Internet and smart phones are affecting the way towers dispatch, hurdle the lien red tape, and work with motor clubs. The new iPads are challenging towers to keep up with Web site technology. All these things and more are spoken of in the show section and covered at countless booths on the show floor and in several seminar sessions at the Academy. The Santa Fe article is the best flag we 6 • October 2011 - TOWMAN.COM

can wave on the opportunities that exist for towers to explore at this year’s American Towman Exposition. Kupchin is a great example of the progressive-minded tower looking to make the most of the assets he already has. The same is true of Bill Johnson of Hampshire Towing in Massachusetts, whom we featured in the pages of AT earlier in the year. Bill has turned accident cleanup into a profitable revenue source and is sharing his lowdown at the show floor miniclinics, as well as in the seminar room of the Academy. And though cleaning up spills and debris is very much a real, physical activity, high tech rears its glorious face there as well; you’ll learn how a laser thermometer records air and ground temperatures, which relates to how long it takes to do the cleanup. That data is used on the bill sent to the insurance company responsible for payment. Revenue opportunities, cost-saving methods, new products among the 700 exhibits on the show floor … the excitement generated by this year’s “Main Event” is unparalleled in the history of the Exposition. We’re also excited because we ourselves have ushered in new media products; towindustryweek.com and American Towman TV. You will discover the American Towman TV studio on the show floor; if you have something to say, we’ll interview you. Weekly programming on the Internet begins this November. Attendees also will be treated to “show daily” coverage of the show floor and many of the special events, via in-room television screens at the Expo hotels, smart phones, and computers hooked to the Internet worldwide. Onward!

Publisher Dennie Ortiz Editor-In-Chief Steve Calitri Editor Brendan Dooley Operations Editors Terry Abejuela Randall Resch Chassis Editor David Kolman Safety Editor Bill Simmons 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. Frank Sanchez; Bridgewater, N.J. Page Layout Artist Ann Marie Nitti Graphic Manager William Burwell Advertising Sales Manager Dennie Ortiz Senior Account Executive Ellen Rosengart VP of Accounts Norma Calitri VP of Communications Neila Smith Subscription Manager Miriam Ortiz Customer Service Henri Calitri President Steve Calitri Headquarters 7 West Street, Warwick NY 10990 800-732-3869 or 845-986-4546 Fax: 845-986-5181 E-mail: Publisher: dortiz@towman.com Editor-In-Chief: scalitri@towman.com Editor: bdooley@towman.com AT’S Digital Edition: itowman.com AT’S Website: towman.com AT’S Weekly: towindustryweek.com Copyright ©2011 American Towman Magazine is published 12 times a year by American Towman Media, Inc. Subscription: $50–1 yr; $95–2 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.

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Contracts at Issue in National City Towing contracts in National City, Calif., long have sparked heated controversy. Police officers request almost 1,500 tows a year, according to a request for proposals. Last year, the council dropped its contract with one tower after an impounded car was taken on a 155mile joy ride to a hamburger establishment, where it was seen by its owner. “There are a few contracts that you hate to mess with: towing, trash and ambulance contracts. They’re very competitive and they get very personal,” Mayor Ron Morrison said. Recent events bear that out. National City leaders awarded twoyear contracts to Tom Moynahan Towing and Road One Towing recently among objections from other parties. When summoned by police, the companies will collect $160 for a basic tow, $225 for large vehicle towing, and up to $40 a day in storage fees in the adopted fee schedule. Several representatives from other companies complained the bidding process was unfair and biased. Council members considered about 10 objections at a council meeting in August. One issue was availability of a heavy-duty truck, the specifications of which were disputed by towers and the city. Neighborhood Market Association CEO Mark Arabo opposed awarding a contract to Road One in lieu of the locally owned small business, Angelo’s Towing. “Road One goes through every city in the country, just like Walmart, and they put out small businesses,” he said. One public commenter agreed with awarding the contract to Moynahan because of his long history with the city. “He probably towed covered wagons,” he said. Source: www.signonsandiego.com. 8 • October 2011 - TOWMAN.COM

Council Stays Local, Despite Rates The Simi Valley (Calif.) City Council recently awarded five-year contracts to two Simi-based towing companies over a towing service from a neighboring city that offered residents lower rates. The council awarded the contracts to Dave’s Towing Service and Swink’s Simi Valley Towing, which long have worked with the Simi Valley Police Department, without contracts, to remove privately owned vehicles from city streets and provide road service assistance to police and other city vehicles. The council’s decision came at the recommendation of the city’s Towing Services Review Committee. Dave’s and Swink’s proposed maximum towing rates ranged from $195 to $367 for the first hour, depending on the weight of the vehicle; the other tower’s proposed

maximum rates ranged from $150 to $200. In addition to charges for private vehicles, the two companies will each receive up to $16,250 from the city over five years for the servicing of city vehicles. Awarding the contracts supports the goals of the city’s Shop Simi Valley First marketing campaign, a councilwoman said. “I don’t have a problem” with the higher rates, she added. “These are business people. They know what they can afford and what they can’t afford, and if they thought for one minute they could go down, I think they would offer that.” “There’s only three towing companies in all the surrounding areas that are qualified to do that work,” said the other tow owner. “Why wouldn’t you use them all? Why would you limit yourself to the old boys?” Source: www.vcstar.com.

Tower Assaulted

After Jump-Start In Simpsonville, S.C., a tower was beaten and robbed after towing a vehicle to his shop and then getting it jump-started. Police said Germaine Latif Dunlap was pulled over by another agency on Aug. 27 for a traffic violation, which resulted in Dunlap’s vehicle having to be towed. A wrecker service agreed to tow the vehicle to a home in Simpsonville and give Dunlap a ride. Police said the vehicle would not start, and the wrecker driver towed the vehicle to the shop so it could be jump-started. After the vehicle was

started, the tower went into the shop. Dunlap followed the victim inside and struck him with a blunt object in the head, torso, leg and arms, then demanded that he give back the money for the tow. The tower was transported to a hospital and is recovering. At press time, police were searching for the suspect. Source: www.WYFF4.com

. . . Simi Valley deals fair hand to towers . . . Calif. May Ban Checkpoint Impounds Controversial legislation could have huge impacts on towing companies and cities across California. If signed, Assembly Bill 353 would eliminate a city’s ability to impound vehicles of unlicensed drivers at DUI checkpoints. The bill has already passed the Assembly and the state Senate. It’s now headed to Gov. Jerry Brown for approval. The bill is said to be in response to practices by cities that exploited unlicensed drivers and charged high impound fees to feed city profits. “Most of the money we make is impounds. As a driver, we make a percentage on each impound and that’s how we feed our families is off of that percentage,” one tow operator said. The city of Santa Maria estimates it could lose around $190,000 in fees if those impounds are eliminated. City leaders say that, more importantly, impounding cars is a way to make the streets safer. If signed, the bill could take effect as early as Jan. 1. Source: ksby.com.

Towlot.com Aligns with Towman Order Towlot.com, the online auction service for tow business owners with impound yards, has signed on as sponsor for the Order of Towman, the award nominated by police chiefs nationwide. “We’re happy to support a program where tow companies are recognized by police chiefs for their professionalism,” said Brandon Richard, president of towlot.com. “Our online service helps towers to create a significant revenue builder through their impound lots. This is a great sponsorship for towlot.com and a meaningful one for recipients of the Order of Towman.” Towers running car auctions through towlot.com are averaging as high as $950 per vehicle, according to Richard. The online auctions feature live, lightning-round bidding. The 5th annual Order of Towman Ceremony takes place during the American Towman Exposition, Nov. 19, at the Marriott Waterfront hotel.

Police Auction Process Questioned

An Ann Arbor (Mich.) consulting company hired to assess the operations of the Shelby Township Police Department is recommending that the township re-evaluate its procedures for auctioning abandoned vehicles. Concerns were raised regarding the role of a local towing company in the process. “I’m confused why [the tow company] is running the auction and not us,” said the city treasurer, who asked for the board of trustees to investigate the police department’s relationship to the tow company. Consultants said vehicles sold at auction in Shelby Township are: •Vehicles that have been held for various legal reasons and subsequently forfeited. •Township-owned vehicles that are being auctioned. •Abandoned and accident vehicles that are unclaimed. The first two categories are stored at the township’s facilities and auctioned accordingly “in a routine and acceptable manner,” according to the consultant. The abandonments and unclaimed vehicles are stored at the towing com-

Wrecker Catches Fire on Interstate A flatbed wrecker caught fire while traveling south of Plantation, Fla., and led authorities to shut parts of Interstate 595 and Florida’s Turnpike during rush hour recently. The wrecker was carrying a 2007 Chrysler Sebring. At some

pany’s facility. The police attempt to identify the owner and determine if redemption is desired. The process requires a minimum of 20 days for each vehicle. During this period, storage fees accrue and the towing company likely realizes a net loss on towing and storage charges for most vehicles that have not been claimed, said the police chief. The consultants said the towing company has complete autonomy in determining which vehicles are to be scrapped or auctioned, acceptable minimum bids, and how and at what price the vehicles are to be disposed, and receives all monies from the sale. The assessment also noted that this may be in violation of Public Act 300, which provides the framework for disposal of vehicles and monies received. The consultants recommended that the police assume responsibility for all facets of abandoned vehicle disposal and auction, “and revamp the process … to improve internal control and transparency as it relates to the function of the vehicles.” Source: www.sourecenewspapers.com.

point, roadway debris became wedged in the rear tandem tires of the wrecker and ignited, police said. This spread to the Chrysler on the bed, before the whole truck was engulfed in flames. Thick, black smoke wafted from the vehicles, and authorities shut all I-595 lanes and two southbound turnpike lanes for about four hours. Source: miamiherald.com

TOWMAN.COM - October 2011 • 9

Breaking Up Is Hard to Do: Employee Dismissal

By Randall C. Resch

’ve never favored the process of letting an employee go, yet there have been many incidents where doing so was a justifiable process for the betterment of the company. Though an undesirable task, employee dismissal needs to be conducted professionally and respectfully whether it’s to relieve the company of a personality who fails to meet the businesses objectives or because of necessary downsizing. Inexperienced owners and supervisors often fire employees based on emotions by making employee dismissal their own personal issue; this doesn’t need to be the case. Through the years, I’ve witnessed a few owners fire, downgrade and flat out humiliate employees, making them feel lower than the scum lining 10 • October 2011 - TOWMAN.COM

the bottom of the company’s trash bin. Summoning a problem employee to your office while spewing insults and cursing is not an appropriate way to dismiss an employee.

Why Terminate? Not all employees to be dismissed are problem employees. But if an employee didn’t live up to company expectations either by demonstration, performance or continued activity, there may be justifiable reasons to ask them to leave. Some reasons are: •Downsizing or reduction in force. •Repeated violations of company policy. An immediate act, i.e., theft of property or company monies, fighting,

challenging to fight, sexual harassment, gender bashing, bullying, preventable accident causing injury or death, too many traffic citations, etc. Tow owners are responsible to their remaining workforce and optimal success by closely monitoring personnel. Problem employees are usually pointed towards the door for specific or repeated violations of the company’s employee manual.

Safety Ours is an industry where poor performance can result in the tower’s or customer’s death. In most cases, employees have what it takes to be a professional and competent tow oper-

continue to page 12

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ator, but I think you can’t train just anyone to be a tow operator … they either have it or they don’t. Owners who hire smart have a better chance of employing the right people to avoid the hassles. (Sometimes, though, a bad apple can make it through the door.) Safety violations are specific to certain job assignments where the longer poor performance is allowed to continue, there’s more likelihood that unstopped poor performance will lead to mistakes or serious workplace injury or death. Bad performance also leads to decreased productivity and morale problems amongst other employees. The longer a problem employee remains at the job, and if work continues at sub-standard levels, there’s an increasing chance of a huge mistake resulting in the company’s loss. If a tow operator is a dangerous driver, they are a potential danger to company liabilities. Safety must be applied across the board to tow operators, service technicians and forklift operators, regardless as to experience or time-in-grade. Keep in mind that employees with past poor performance issues more than likely know that dismissal was simply a matter of time. So really, the most appropriate question is, “At what point do you eliminate risk and dismiss the employee?” The decision to dismiss vs. retrain, remediate or reassign, must take into account the employee’s actions, performance, repeated violations to company guidelines, actions against other employees, and overall good or negative impact on the company as a whole. Time on the job should not be a consideration in evaluating poor performance.

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Dereliction of duty covers an employee who won’t adhere to the company’s guidelines. When employees lack drive to self-correct, they generally orchestrate their own dismissal. Documentation is vital in defending the company. If the employee is derelict in work-related areas, dereliction of duty is an appropriate title for dismissal that covers a gamut of issues, but only through complete documentation of performance problems.

Downsizing When times are lean, laying off employees is a difficult choice because the employee is simply victim of perhaps a bad economy. This process doesn’t require performance evaluations, but may require choosing between employees and personalities. Management then must choose which employees meld best to the company’s operations and personality. While it’s not an easy choice to pink slip anyone, survival of the company is its own justification.

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Dismissal Meeting Hold the meeting in a location that’s not necessarily the boss’ office, and that’s not in clear view of other employees. It’s management’s responsibility to ensure that the employee isn’t humiliated or embarrassed in view of their peers. Be honest, be respectful and be direct. If the problem employee has been the company’s nonconformist and asks why they’re being dismissed, provide a valid, non-accusatory reason. What really irritates me is when owners or supervisors make ignorant

missed employee has time to get depressed about being fired. I feel that any employee will get depressed regardless of the day of the week. Getting fired has no positive alternative, so the act of dismissal requires tact, empathy, sympathy, sincerity and, above all, honesty. Employee dismissal is reported as the No. 1 catalyst for workplace violence. While there’s no possible way to know how employees will respond to being dismissed, it demands research on your part to understand the reasons and behaviors leading to workplace

statements like, “We have to let you go for circumstances beyond our control,” or “Don’t take it personal because it’s a business decision.” Statements like these are ill conceived. At the moment employees are dismissed, it’s definitely a controlled circumstance, and sacked employees always take it personal. As painful as it is, be direct and honest in your delivery; provide a clear understanding of why the employee is being dismissed Experts suggest that the dismissal meeting not be held on Fridays or before any holiday where the dis-

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violence. Employers sometimes “knowingly” de-humanize and humiliate their employees making them key targets to workplace violence. Invite a second member of the company’s management team to participate. Their presence serves different potential purposes like: •Reducing the likelihood of employee attack. •Implicating company unity in the decision to dismiss. •Acting as a witness. •Different interpersonal skills to help explain the action. •Maintain professionalism. Suggest to the troubled employee that rather than being fired as it relates to future job applications, they can “resign their position” instead. Prospective employers often take offense to workers being fired as noted on an application. Only you and the employee need know the real reasons they left. It’s not your position to worry about future employers, nor is there reason for you to remain vindictive toward the departing employee. It’s easily done by having the employee sign a prepared Statement of Resignation.

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Shut-up and Listen Put yourself in the employee’s place and consider that you might be upset if not given an opportunity to question your dismissal. I’m not suggesting that the employee be given the chance to rant and rage, but provide them their moment to ask reasonable questions. This too comes down to prior preparation and delivery of the dismissal notice. The manner you prepare for the dismissal meeting differs between controlled dismissals vs. an out-of-control employee. While no employee feels positive about being dismissed, listen to what they say. Bestow them respect by listening to them, but remember you control the meeting. The entire process shouldn’t take any more than a few minutes. As the meeting draws to its conclusion, offer words of encourage-

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TOW BOSS continued from page 15 ment. Be careful here not to sound insincere or condescending. Don’t end the meeting like some egotistical traffic cop who’s just written you a ticket and then says, “Have a nice day.”

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Protect Yourself Workplace violence is a reality that makes employee termination an action that’s carefully processed and considered. Employee dismissal is an emotional undertaking, especially for the employee. For safety purposes, having a second person at the dismissal meeting is a good recommendation. The intent of employee dismissal is to dissolve the employer/employee relationship quickly while remaining empathetic to the employee. If you’re conducting the dismissal yourself, don’t sit anywhere where you could be trapped in a corner or behind a desk. In the event an explosive employee loses control, a pre-determined escape path will be to your advantage. Another alternative is to hire an outside HR company to conduct the action for you. Once dismissal is completed, don’t allow the employee back to their workplace except to get personal belongings. Supervisors are tasked with escorting dismissed personnel from the office facility, keeping in mind their individual safety. By allowing employees to return to computer access, their last act could be erasing or sabotaging your company’s critical data, software, account information, etc. When dismissing tow operators or service technicians, do so at your company’s main offices to ensure your trucks are parked in the company facility and not driven across international borders (stranger things have happened). Dismissed employees generally demand final pay at the time of action. If readily prepared for the dismissal meeting, make ready a final pay check and other departing instructions or paperwork, i.e., COBRA insurance, letter of recommendation, etc. Including final pay is one step nearer to complete separation vs. an angered employee disrupting the workplace (for days) demanding final pay. Some employers seek a “last jab” by delaying an employee’s final paycheck. Cut the check and give it to them at the moment dismissal is made. Dismissal is all about timing … having that last check ready is one way to help keep potential emotions at bay. An exchange of their last check vs. company equipment (keys, uniforms, etc.) may become an antagonistic waiting game (on your part) if the employee is slow or fails to bring back company items. In some states, you cannot deduct from an employee’s last pay while you wait for your items to be returned (check your state’s legality of withholding pay for items). Courts are full of wrongful termination lawsuits.

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TOWMAN.COM - October 2011 • 17

An Oshkosh Corporation Company

Lpi For Hard Working Towing Professionals

Fall 2011

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Meet Shane Coleman // Jerr-Dan Joins Mike Ryan Motorsports Apple Towing // Santiam Enterprises // Events Calendar

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

What’s Happening At Jerr-Dan?

This has been a year of transition and also one of positive growth. Jerr-Dan continues to expand within the US and across the globe. We extend our sincere thanks to our distributors and loyal customers for their unwaivering support!

Here are a few key events that Jerr-Dan will be attending this fall. We hope to see you there!

To help provide support for this growth, we are pleased to announce the addition of Shane Coleman to the Jerr-Dan team as our heavy-duty product manager. Shane comes to us with an amazing wealth of industry experience, and will be a great asset to Jerr-Dan. More importantly, Shane has impressed us with his “can do” attitude that places serving the customer first. You can read more about Shane on the facing page, and I hope you make it a point to meet him in the near future. My favorite part of Run Hard is the incredible stories of the towers who run Jerr-Dan wreckers and carriers – and the distributors who support their needs. This issue’s profile of Santiam Enterprises and Apple Towing is no exception, and it shows how these organizations have built their businesses around customer service and giving back to the industry. We know towers are out there every day using Jerr-Dan equipment to help people in distress. But every now and then we get the opportunity to see Jerr-Dan equipment help people do something unusual, fun, or in the case of stunt driver Mike Ryan, slightly crazy. Be sure to check it out for yourself! This issue of Run Hard also sports a new “Bulletin Board Material” feature. Check out these tower and distributor supplied photos of Jerr-Dan machinery at work and on display. We’re always on the look out for new ones, so scan your hard drive and send your high resolution photo to Tracy O’Dowd at taodowd@jerrdan.com. Finally, we look forward to seeing you at the American Towman Exposition in Baltimore. Be sure to visit us in booth #909, as we share our vision for the future. If you are unable to attend, be sure to visit www.jerrdan.com for a complete recap.

– Joel Amsley

Oct. 1 Kentucky Speedway, NASCAR Camping World Truck Series Oct. 2 Kentucky Speedway, Izod IndyCar Kentucky 300 and Firestone Indy Lights Oct. 5 Truck Country Open House, Oak Creek, WI Oct. 7 Truck Country Open House, Kaukauna, WI Oct. 13 Wisconsin Towing Association Towing & Recovery Workshop, Bill’s Towing, Lodi, WI Oct. 13 Charlotte Motor Speedway, NASCAR Sprint Cup Series Bojangles’ Pole Night Oct. 14 Charlotte Motor Speedway, NASCAR Nationwide Series Dollar General 300 Miles of Courage Oct. 15 Charlotte Motor Speedway, NASCAR Sprint Cup Series Bank of America 500 Nov. 4 Texas Motor Speedway, NASCAR Camping World Truck Series WinStar World Casino 350k Nov. 5 Texas Motor Speedway, NASCAR Nationwide Series O’Reilly Auto Parts Challenge Nov. 6 Texas Motor Speedway, NASCAR Sprint Cup Series AAA Texas 500 Nov. 13 Tow Trucks for Tots parade (Visit www.towtrucksfortots.com for more information)

16-ton units on up, and all rotators. He will support the sales staff, and the maintenance and parts areas, as well as demonstrate the products for potential customers. “From the early 60’s through the late 90’s, my father designed and built several of our own Heavy Wreckers. My whole history has been with the towing industry, so I’m really excited to be joining Jerr-Dan,” says Coleman.

Meet

Shane Coleman

Jerr-Dan Heavy-Duty Product Manager

here’s a new and friendly face at Jerr-Dan–Heavy-Duty Product Manager, Shane Coleman; but while new to Jerr-Dan, Coleman is no stranger to the industry. “I was raised in Troy, Michigan, and my family owned a towing business that was founded in 1959,” said Coleman. “We were a full service towing business that operated light through heavy-duty, and also did heavy transport and special operations such as air cushion recovery. I’ve been on the operating side and the business ownership side. I worked for an urban forestry company operating heavy cranes, during the time I served as a volunteer firefighter for my hometown. That bank of experience gives me greater perspective on how towing and recovery equipment is and can be an asset to a community.” Jerr-Dan Senior Vice President Joel Amsley is excited to add Coleman to the Jerr-Dan team: “As the Heavy-Duty product manager, Shane will be involved in all aspects of these products – from supporting the sales staff to product acclimation.

Coleman has been married for 12 years, and he and his wife have two children. In his spare time, he enjoys studying martial arts, woodworking, music and being with family and friends.

His experience, background and passion for the business are ideally suited to the position.”

Walking The Walk: Summary of Shane Coleman’s Certifications

Coleman is deeply involved with education and training. “During my time with the family business, I also taught for Wreckmaster as a lead instructor, field instructor and seminar presenter,” he explains. “In that capacity, I organized complete training classes – from scheduling, recruiting, and instructing classes in theory, to hands-on, practical courses. I value my time as a State Driving Instructor, equally – both experiences opened my eyes to a whole different and important way of training and instruction.”

• Air Cushions/Haz-Mat

As the Jerr-Dan Heavy-Duty Product Manager, Coleman’s focus will be all Jerr-Dan heavy-duty wreckers, from

• Haz-Mat Operations for Tow Operators

• State of Michigan Driving Instructor License and Certification • University of Georgia Light Duty Certification • Level 6/7 Wreckmaster Inc. • Heavy Rigging Specialist Certification – Crosby Group • High Angle Rescue Specialist, Urban H.A.R.T. • Ice-Rescue Specialist, Dive Rescue International • National Driver Certification Light Duty, TRAA • Firefighter I & II / Haz-Mat Ops

apple

Outside

towing Thinks

The Box

visit us at www.jerrdan.com

Mike Scully purchased Apple Towing in 2002 from a nationwide tow network. The company has grown to approximately 60 employees and features an expanding fleet of Jerr-Dan equipment. The company is headquartered in Houston, and has branch locations in LaPorte, Texas; Corpus Christi, Texas; McAllen, Texas; Albuquerque, New Mexico; Guadalupe, Arizona; Rancho Cucamonga, California; Chino, California; Philadelphia, Pennsylvania; and Baltimore, Maryland. Apple Towing depends on its people, its Jerr-Dan equipment and its Jerr-Dan distributor to provide

first-class customer service. “We just got three brand new Jerr-Dan medium-duty flatbed vehicles that we sourced through Rush Enterprises; their team provides excellent customer service,” attests Scully. “Having a great personal relationship with the people you’re buying products from is important in this business.” Integral to Apple’s operations is the company’s fleet of Jerr-Dan carriers and wreckers. “Among our areas of focus, we manage seized assets for the U.S. Marshals Service, FBI, ATF, DEA and IRS,” said Scully. “The U.S. Marshals Service manages and sells assets seized by federal law enforcement agencies nationwide, and the proceeds generated are used to compensate victims. Apple Towing manages those assets. And, in many cases we store the vehicles, and liquidate them whenever they’re ready.

Many of our branch locations are primarily auction and storage operations.” “Over time, we’ve collected and auctioned a wide range of machinery, including boats, automobiles, tractor trailers, farm equipment, clothing, jewelry, antiques and all kinds of things,” Scully continues. “The people who have their assets seized by the government spend their ill-gotten gains on a wide and interesting assortment of items and machines!” Does Apple Towing ever find itself in tight or dangerous situations arising out of the seizure operations? “You know, there are occasions where we go out to a crime scene as the property custodian and assist in lotting and inventorying the seized items and then handle the transportation to our storage warehouses, but most of the time, law enforcement has already taken custody and just releases the property to us under contract for safekeeping,” said Scully. The company’s work with law enforcement agencies is a cornerstone of Apple Towing’s business, but there are also other areas of focus,

explains Scully: “We do a lot of disaster relief through managing a fleet of owned and sub-contracted trucks for hurricane evacuation routes and making sure the roadways stay clear. In addition to that, we have a section of the city we manage under the SAFEClear Program, where the city of Houston has assigned Apple Towing to certain sections of the freeway system. Anytime a vehicle breaks down on our section of the freeway, we have the exclusive rights to that vehicle, to recover and tow.” The company also is an active transporter of very heavy equipment.

“In addition to cars and trucks, we haul tons of equipment,” Scully says. “We haul generators, big HVAC systems, and commercial dehumidifiers–anything that needs to be moved and transported–no matter how big. We’re totally into it!” Scully sums up their drive to success: “We focus on our government contracts because most of the business we go after are five-year contracts, and there’s so much stability. At the same time, we like to branch out and think outside of the box. It’s important to find new ways of creating fleet utilization and new ways to hook up our areas of expertise.”

Apple Towing relies on Jerr-Dan to transport heavy equipment and valuable vehicles of all types.

Bulletin Board Material

This Jerr-Dan HPL 60 with an aluminum body is built on an International 4300 chassis and features Collins dollies, strobe light bar, push bumper, jump start and lots of LED Lighting.

Tony Harlow of Tony’s 24 Hour Towing gets lined up for a local parade. This is Tony’s third unit – and all have been Jerr-Dan models.

visit us at www.jerrdan.com

B&R Towing runs this Jerr-Dan HPL 53 with a steel body on a 2009 Isuzu NRR chassis.

Quinn Piening of Central Towing in Fremont, Calif., shows off his Jerr-Dan 35-Ton HeavyDuty wrecker with a coach boom underlift. This working truck won Best In Show at the 2007 Reno Tow Show!

Loop Hi-Way Towing responds in tough conditions with this Jerr-Dan 25-Ton HeavyDuty wrecker built on a 2007 Freightliner M-2 chassis.

Mike Rya Mike Jerr-Dan Joins In addition to designing, building, and racing his championship Freightliner Cascadia race truck at the annual Pike’s Peak International Hill Climb, Mike Ryan has spent the last 34 years earning a name for himself as a Hollywood stunt driver, stunt coordinator, accident reenactment specialist and the owner of Picture Vehicles Unlimited, a broker of specialty vehicles to TV shows and commercials. Among his feature film credits are movies such as Men In Black 3, Fast & Furious 5, Premonition, Herbie Fully Loaded, After The Sunset, The Italian Job, Training Day, Terminator 2 and Swordfish. He coordinated an episode of Mythbusters and was the stunt coordinator on Smash Lab.

visit us at www.jerrdan.com

Ryan’s unique semi truck precision and stunt driving experience has given rise to his role as a semi truck safety expert lecturer, and he has spoken to fleet drivers since 1998 on safety and accident avoidance maneuvers. “Not many truckers have had the experience of sliding or crashing their semi trucks, and it’s easy to panic when placed in a dangerous situation,” Ryan explains. “By sharing my experience, I hope to lend some insight to truckers that may help them avoid or survive a collision and make the highways a safer place for everyone.” Ryan spoke with Run Hard about his decision to race BIG trucks: “I’m a stunt driver and a stunt coordinator with automobiles, race cars and semi trucks. Back in 1995 I was racing a motorcycle at Pike’s Peak and a guy named Sid Compton showed up with

a racing semi truck. I knew right then that I had to have one. It was and is the perfect fit as a self-promotion piece and as a way to keep my skills up.” Freightliner and Mike Ryan have a strong relationship that goes back many years and that has developed in the same way that the Jerr-Dan/ Freightliner relationship has evolved. “I met a fellow years ago named Dave Wood who was a Freightliner sales and marketing man,” recalls Ryan. “He introduced me to some people at Freightliner in 1997 and they have been sponsoring the race truck ever since. I’m extremely happy that the Freightliner people helped pull together my new sponsorship with Jerr-Dan. I’m very picky and careful about the brands that I work with.” Jerr-Dan president Joel Amsley feels likewise. “We’re proud to be able to

an Moto Ryan Motorsports sponsor Mike Ryan Motorsports,” he said. “Mike is a legendary figure in racing, and it’s very exciting to see the Jerr-Dan logo on his race truck, and even more exciting to see a Jerr-Dan 10-Ton Best-in-Class carrier transporting that amazing race truck. It says a lot about the Jerr-Dan brand to be associated with Mike Ryan Motorsports.”

Ryan’s current Freightliner race truck has some amazing specifications, and it’s truly one of a kind. “The chassis was custom built by Freightliner in their engineering department. In my mind, that’s what makes it really cool,” said Ryan. “The chassis was designed solely for racing on the same computer system and by the same engineers that design and build Freightliner and Western Star trucks.

Mike contributed his own ideas on how to modify the vehicle to meet his specific requirements. “I really liked the design of the chassis but I wasn’t real fond of the suspension set up, so we changed the suspension components. In addition, Detroit Diesel built a state-of-the-art version of their Series 60 engine and we installed a ZF five speed transmission from the European Super Truck Series,” added Ryan. What does all this mean? “Essentially, we have a five speed, sequential shift automatic transmission mated to a Detroit Diesel Series 60 that features a compound turbo system from Borg Warner!” exclaims Ryan. “It was engineered by John Todd at BD Turbo, who has been in the turbocharging business for close to 50 years. I’ve seen all kinds of crazy combinations out there that go like crazy, but live

very short lives. We haven’t had the valve cover off the engine in five years, because guys like Andrew Plant, the Detroit Diesel engineer that coordinated the build, and Bob Ball, the man that assembled it at the Detroit Diesel Re-manufacturing Center, along with John, really know how to build something that will last a long time and perform in the altitude. As a result, we’ve got an engine that, at sea level, puts out about 1,950 horsepower and somewhere north of 3,400 foot pounds of torque. The engine ‘dyno’d out’ at 1,600 horsepower and the compounding turbo system adds about 350, so we basically buried the needle on horsepower. There’s only a handful of dynos around that can measure that much power!” In addition to regular appearances at Pike’s Peak, Mike recently ran in the 150th Anniversary of the Mount Washington Hill Climb in New Hampshire, where his truck competed in an exhibition against rally cars like the Subaru WRX, Audi Quattro and Mitsubishi EVO models. He recalls the event: “This was the 150th anniversary of the building of the road to the summit of Mount Washington and they say it’s the oldest motor sport event in the United States; the first

race was held in 1904. Check out www.climbtotheclouds.com. You can see that we finished 27th, out of about 60 cars. Not too bad for a 10,000-pound beast that outweighed everyone else at least 4 to 1. Even though we were there for exhibition and not really competing head-tohead, we still outran more than half of the field.” Whether to Pike’s Peak, Mount Washington, or destinations in between, transporting his Freightliner race truck safely and carefully to events and appearances is very important to Ryan: “The folks at Jerr-Dan have been great. Their 10-Ton Best-in-Class carrier (built on a Freightliner chassis, of course) is an excellent piece of machinery,” Ryan enthuses. “It gives me a sense of confidence, knowing that during transport, my race truck is in good hands.”

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TOW BOSS continued from pg 17 When a business owner and company supervisors aren’t trained in performance documentation and the art of employee dismissal, they risk losing in court. Savvy business owners are readily prepared to dismiss an employee by having all documentation to back up their decision. Dismissing an employee (for cause or other action) is a complex and emotional process. The steps you take in documenting the action are paramount to win a wrongful termination lawsuit. Professional owners know that not only is their company’s reputation at stake, they’re dealing with a now emotional ex-employee who feels they were wrongfully terminated. Consult your company’s attorney for tips and or specific legal advice when considering difficult dismissal cases. No two employees are the same nor are the circumstances leading up to the act of dismissal. Employee dismissal is a process that should be followed to the letter of the law and with all fairness to the employee.

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Randall C. Resch is a retired California police officer and has been in the towing and recovery industry for 40 years as a tow business owner, manager, consultant and light-duty trainer. Email Randy at rreschran@aol.com.

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Wilburn Consulting Adds Trainer Wes Wilburn Consulting has added Patrick Zozaya to its training staff. Zozaya is a second-generation tower and has been in the industry for 19 years. Zozaya actively works with Ewing Brothers Towing in Las Vegas, Nev., and has conducted many classes with other organizations, such as the fire departments in Los Angeles, Calif., and Las Vegas. He is an accredited Riggers Trainer through an OSHA/NCCCO-recognized school. Wilburn Consulting now offers Level 1 Riggers training and testing as part of the Rotator and Heavy Rigging course; attendees can become recognized as a Certified Level 1 Rigger by OSHA with successful completion of the class and test. A Rotator and Heavy Rigging class is scheduled Oct. 29-30 in Las Vegas. For more info, go to www. towco-op.com.

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Every Job is the Same Rules to Basic Recovery Success

by Terry Humelsine Photos by Brendan Dooley

22 • October 2011 - TOWMAN.COM

Every job should be approached in the same way. A Century 1140 and Century 9055 combine to recover a semi-tractor from a sand embankment (left). The same first steps should be used as when rolling a car off its roof with a carrier (above).

he best path to recovery success is through a continuing training and education program and not trial and error. At least, that’s not the path I would choose where after you put time and effort into a failed attempt, you still have to figure out a successful lift. Failure is costly in time and effort; it can create learning experiences, but why learn the hard way if you don’t have to? It can get really expensive, embarrassing and time consuming. In the towing and recovery industry, the attitude that we learned all we need to know strictly through on-the-job

training (learning from the “old timers”), at the expense of formal training and certification, has run rampant for too long. This attitude keeps many towers from achieving an elevated level of success and prosperity. For those with the desire to invest in themselves and the future of their business, returning to school or a training program comes at a reasonable expense. There is always an expense associated with most formal education; however, you will acquire new and vital up-todate information in the form of new

procedures, new methods and/or new skills (and sharpen old skills). I like to think of the expense for formal training as a proactive expense. On-the-job training is important, but should be complemented by other education sources to lead to fuller successes. For those who resist making the investment in continuing education, the potential for increased damages, personal injuries and lost revenue can be tremendous. This expense can be potentially overwhelming. I call this a reactive expense.

TOWMAN.COM - October 2011 • 23

Recoveries Are All the Same

Whether you are towing it, transporting it, winching it or vertically lifting it, you’re still moving an amount of resistance.

Many operators say the No. 1 reason they enjoy towing and recovery is that every job is different. That statement is not exactly true. You can take that statement and turn it around to find a much greater truth. The WreckMaster view is that every job or incident should be approached in the same way, even though there will be different or extenuating circumstances to the vehicle, location, weather, etc. If you were asked to winch an 80,000-lbs. tractor-trailer across a flat and level hard surface with your light-duty tow truck, could you explain in relatively simple terms to family, friends or fellow recovery operators how you did it? Could you explain that as long as the semi’s brakes were released and all of its tires were inflated, that you would be pulling only the resistance being created by the rolling contact of the rubber tires on the hard surface, amounting up to as much as 5 percent of the vehicle’s static weight for a max pull of 4,000 lbs.?

continue to page 26

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EVERY JOB continued from pg 24

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It’s actually quite simple. If you don’t know the static weight of the load or vehicle to recover, or if you don’t know the type of resistances involved, then there is no way to calculate the total resistance to know how hard the pull is going to be. If you don’t know how hard the pull is going to be, then you won’t know if the load you are imposing on your wire rope or winch lines will be exceeding their rated working load limits. If you don’t know the amount of load you are going to impose on your winch lines, you’re not going to know the load you will be imposing on your rigging components. If you don’t know the total amount of load or force, then you won’t know if your truck is going to have sufficient anchorability to withstand the pull and not slide backwards towards the load.

Rules of Resistance Resistance refers to a percentage of the weight that needs to be moved or relocated. Using a scene survey, you need to gather the critical information to calculate the total forces against the lift. Then formulate a plan to safely overcome those forces for a successful recovery. Information to gather includes the static weight of the casualty or load, the type or types of resistance involved, the effect of weight transfer, gradients and line angles; these will figure in the amount of resistance and the force needed to overcome it. Whether you are towing it, transporting it, winching it or vertically lifting it, you’re still moving or relocating whatever amount of resistance is being created. There are a few rules to know to get started on the fundamental path to success. Rule No. 1: Identify and establish the static weight of the vehicle or load you are being asked to move or relocate. Rule No. 2: Identify and establish the type or types of resistance that are being created. There are four basic types of resistance: Rolling, Damage, Mire and Gradient. (Rolling, Mire and Gradient each have individual levels as well.) Rule No. 3: Identify and establish the weight of each different vehicle or axle (if more than one type of resistance is present). Rule No. 4: Identify and establish the number of different vehicles or axles (only if two or more axles are in different environments, or if two or more axles are in the same environment but each have different rate factors). Rule No. 5: Calculate weight transfer first (only necessary if two or more vehicles/axles are in different environments or if two or more vehicles/axles are in the same type of environment but have different rate factors and are on a grade.) Rule No. 6: Determine the correct resistance factor or factors and calculate the total resistance to be overcome and moved. After the total resistance of the vehicle or load to be

continue to page 28

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EVERY JOB continued from pg 26 anchorability for a successful recovery. After establishing the total resistance to be moved, divide the working load limit of your wire rope or winch line into the total resistance of the vehicle or load to be moved. You will then know the

moved is established, the winching source must have a minimum static or physical weight of 1.5 times the total resistance, and with all of its brakes locked while setting on a dry, hard surface in order to provide sufficient

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number of lines you will need to attach to the load in order to avoid wire rope overload and ultimately, premature failure of your winch line. At the same time you will be able to calculate the load forces that will be imposed on any part of your rigging assembly. Those operators who take the effort and time to make these calculations prior to engaging the winch are in a much better position to be successful the first time, every time. For those traveling a more advanced path to success, there are additional rules to consider. Do you wish to pay a little now for the education and training or pay a lot later because of the lack of it?

Terry Humelsine is WreckMaster’s Senior Lead Instructor. He is a member of the Int’l Towing & Recovery Hall of Fame

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application and our industry’s safety concerns, when coupled with his relevant experience in those other industries and roles, provides a unique insight into the factors and obstacles present as they relate to supporting today’s automotive lift inspection service companies and their inspectors,” said R.W. O’Gorman, ALI president. With the growing demand for qualified people to perform annual safety inspections of automotive lifts from industry stakeholders, ALI accepted the challenge of developing an official certification for those inspectors. More info online at www.autolift.org

ALI Adds Engineer Dale W. Soos joined the Automotive Lift Institute (ALI) as a Senior Project Engineer in the company’s Cortland, N.Y., headquarters. He will be responsible for completing the development of the Lift Inspector Certification Program and assuring its successful implementation. Soos holds a degree in mechanical engineering and is active in the field of commercial, industrial and consumer product safety for more than 20 years. “Dale’s expertise in the area of automotive lifts, including their practical

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A former towing company owner recently filed suit against AAA MidAtlantic, alleging that the club cheated him out of hundreds of thousands of dollars and cost him his business. Larry Bryant, who previously owned Bryant’s Towing, said that for the past five years AAA Mid-Atlantic has been using a faulty customer survey to evaluate the contractors they hire to provide roadside assistance to club members. Survey bonuses accounted for about half of his $1.2 million annual revenue earned from working with AAA, he said. After AAA hired Florida-based Sterling Survey to manage its survey program, which had previously been conducted via mail-in cards, Bryant said his survey results dropped off a cliff — and so did his bonus payments. Bryant is seeking $18 million in his lawsuit, filed in Chesterfield Circuit Court. AAA spokesperson Martha Meade said the company would not comment on the suit. Paul Fletcher, owner of Fletcher’s Towing, also is reportedly preparing a lawsuit against AAA Mid-Atlantic over the surveys. Source: www.richmondbizsense.com.

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The North American Towing Academy has openings in its Oct. 2930 Light/Medium-Duty class at Speeds SuperTow in Portland, Ore. The program includes classroom and hands-on training, both basic and advanced towing and recovery techniques. It covers light- and mediumduty loading, rigging and rollovers. The class is approved by the city of Portland and the Clackamas County Sheriff’s Department for police rotations. NATA programs qualify for the American Towman Standards Authority towards achieving a 5-Star Rating. Find more information at www.thenata.com.

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Lightning Round Auctions and Smart Phone Apps...

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Santa Fe Tow Service Uses Online, Mobile Tools to Get Ahead

Story and photos by Brendan Dooley

Jon Kupchin took over the towing side of the family body shop business 30 years ago and has built it to four locations with dozens of trucks.

anta Fe Tow Service in Lenexa, Kan., got started nearly 30 years ago when founder Jon Kupchin discovered he couldn’t work for anyone else. That’s when he convinced his parents to let him run the tow side of the family body repair business, and used his own business sense to grow from one truck to dozens in multiple locations. Lately, he’s added 21st Century technology to continue building his business, in the form of a smart phone app, online auctions for his salvage vehicles and more. With the help of the company’s app, they’ve reached out to 1,500-plus potential customers. Moving their salvage auctions online with Towlot.com broadens their scope too, where bidders come from much farther beyond the Kansas City metro area than before. Santa Fe grossed a high of $34,350 in one auction this year selling 53 vehicles, averaging $648.11 per vehicle. Another auction averaged $760.26 per vehicle. Jon’s father started Santa Fe Body Shop in 1963, and Jon started helping out at the shop when he was 11. He stayed until he was about 17, and then quit because he was “bullheaded.” A brief stint working for the county made him realize, “I couldn’t work for anybody.”

TOWMAN.COM - October 2011 • 33

Santa Fe grossed a high of $34,350 in one online auction this year selling 53 vehicles, averaging $648.11 per vehicle. Another auction averaged $760.26 per Using Towlot.com, Santa Fe sells around 60 salvage vehicles whenever they need to without hiring an auctioneer.

Lightning Round, Online Auctions have been a Revenue Builder One of the big 21st Century changes Jon made recently at Santa Fe was to move his salvage auctions online with Towlot.com. Jon found the whole auction process has gone from headache to moneymaker. Jon said advantages of using Towlot.com include: •No more worries about bidders sabotaging cars. •No more hiring security for the day of the sale. •No auctioneer’s 10 percent, plus cost of fliers, etc. •No more pilfering in cars not on sale that day. •No need to rent a portable toilet. •No inclement weather to drive down attendance. “When you rely on the weather, snow or rain means no one shows up but the junk buyer, and he gives you $200 per car for cars that might have gotten $500-$600,” Jon said.

“With Towlot.com, you don’t have the auction at your yard,” he said. “You process all your paperwork and go online to upload info and pictures. … Buyers are allowed to come to the lot a week before the sale to inspect the cars. Then the buyers bid from home the night of the auction, and many use a pre-bid feature. During the live auction, there is a 10-second extension after each new bid to eliminate eBay-style auction sniping. “Then you get your sale done, you’re sent who bid on the cars and who won,” Jon said. “You can see every bidder, and if the winning bidder is a no-show, you can call the next highest bidder and offer him the car at that price. “Then bidders have three days to come in and get their car, exchange money, keys and paperwork and it’s done,” Jon said. “I have my Saturdays back.”

Jon came up with a plan and pitched to his mom and dad that he take over the tow truck side of the business. But he added the stipulation that it be run his way. He went to 24/7 service, got mom

to help with taking calls and hit the pavement, when he wasn’t towing, to drum up business. (In fact, five of the small repair shops he solicited then are still with Santa Fe today.) “We had an old Holmes 475 Min-

34 • October 2011 - TOWMAN.COM

vehicle.

uteman on a 1978 Ford truck,” Jon said. “I sandblasted it and painted it red with a grey stripe,” and that was the beginning of a business that now has four locations, 65 employees and dozens of trucks and trailers. The Lenexa location is the business headquarters, with offices, maintenance shop, dispatch center and secure storage lot. Two dozen trucks are based there. Santa Fe also has a satellite location in Kansas City with 16 trucks to do Insurance Auto Auction work, which they’ve done since IAA expanded to the area 10 years ago. Their Joplin, Mo., location opened three years ago and has six trucks, and they recently opened a transport business in Dallas, Texas, with plans to move in heavy-duty wreckers by fall of this year. Santa Fe does “very little” motor club work, limited mostly to Road America, Allstate Mercedes, Allatate Porsche and NSD. They are on 11 municipal location in Kansas City metro, and four in Joplin. They also have commercial accounts with “every major trucking company.” For their 35-plus drivers, Santa Fe does in-house training, as well as TRAA, WreckMaster, Wes Wilburn and some others. “With training, those are tools you

stage truck in Joplin and 1075 in Kansas City. In fact, Jon said the 1075 is prototype with no serial number. He added that they missed out on some of the advantages and packages the 1075s now include, like the six-winch setup. “We move everything,” Jon said, “from cars to sheds to big trucks to oversize loads to equipment and generators.”

Expect the Unexpected

Truck maintenance is primarily done in-house at Santa Fe’s Lenexa, Kan., location. Radiant heat in the flooring keeps shop workers comfy throughout the cold winter months.

put in your toolbox,” Jon said. “The more you learn, the better off you are.”

Jon’s fleet is “Miller dominated” and includes two rotators: a 1060 three-

‘You Need an App’ A few years ago, Jon’s son, then 13, helped move the business’s marketing into the 21st Century when he said, “Dad, you need an app.” Jon looked into the idea, and found some advice at Tracker Management (Santa Fe was already using their dispatch and lot management software). That led him to an app developer and away they went. The app’s tow truck icon, nicknamed Toto, helps the app stand out in a screen of icons on a user’s smart

phone. When the user touches the app, it brings up a Santa Fe page on the phone with a few options: The email button will send a message to Santa Fe with their location, using the GPS on the phone, and the company will call back to confirm service. The emergency button calls Santa Fe and rings right to dispatch for service. “There’s no fumbling through a book or directory assistance or a web search to find a tow truck,” Jon said.

One of Santa Fe’s business concentrations is on equipment hauling, like generators, air conditioning units, air compressors, etc., for work sites and to disaster areas. That business unit recently led to Santa Fe’s expansion to Dallas.

continue to page 84 The app has been downloaded to more than 1,500 Android phones and iPhones. Analytics allow them to see where the apps have been downloaded geographically, and if they’ve been used on those phones. Santa Fe also uses social media to keep their business name relevant, and has a part-time employee whose main job is to do multiple updates per day to the company’s Facebook page and Twitter feed.

Santa Fe’s mobile app has been downloaded 1,500-plus times.

TOWMAN.COM - October 2011 • 35

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8:00 am - 7:00 pm Registration Open, Pratt Street Lobby Convention Center 8:00 am TRAA Level 3 Testing - Heavy Recovery Specialty.

2:00 - 5:00 pm Registration Open, Pratt Street Lobby – Convention Center 7:00 pm Captains of Industry Conference, Marriott Waterfront, ticket required.

9:00 am - 12 Noon American Towman Academy Seminars, Convention Center, (Breakfast for Seminar Passport holders). Seminar Tracks sponsored by: Dynamic Towing Eq. & Mfg, Miller Industries, Cross Country Automotive Services and TomTom. 9:00 am Towman Hunt (Skeet), transport from Pratt St. Lobby of Convention Center to Prince George’s Skeet & Trap Club. 9:00 am B & O Railroad Museum Shuttle Service from Convention Center 9:00 am - 3:00 pm

Sample Air Fares Round Trip Atlanta Boston Buffalo Chicago Dallas Denver Detroit Los Angeles Miami Minneapolis Milwaukee Montreal St. Louis San Francisco Toronto

$228 $118 $138 $195 $265 $273 $138 $315 $144 $384 $144 $410 $204 $308 $323

12:30 pm The DC Recovery Conference/Luncheon, Sponsored by Miller Industries and B/A Products. Marriott Waterfront Hotel, ticket required. 12:30 pm Harbor Lunch Cruise. Boarding 12:30 pm, departs from Inner Harbor at 1:00 pm, ticket required. 2–4 pm Cigar Smoker, James Joyce Irish Pub (patio), by the Marriott Waterfront. 4:00 - 7:00 pm American Towman Academy Seminars, Convention Center. 7:30 pm Bull & Pig Roast/Miller Rocks at the Hard Rock Cafe. Sponsored by Miller Industries with American Towman; ticket required.

38 • October 2011 - TOWMAN.COM

7:00 am Registration Opens, Pratt Street Lobby, Convention Center

8:00 am Registration Open, Pratt Street Lobby Convention Center

8:00 - 11:00 am American Towman Academy Seminars, Convention Center, (Breakfast for Seminar Passport holders). Seminar Tracks sponsored by: Dynamic Towing Eq. & Mfg, Miller Industries, Cross Country Automotive Services and TomTom.

9:00 - 11:00 am

American Towman Academy Seminars, Convention Center, (Breakfast for Seminar Passport holders). Seminar Tracks sponsored by: Dynamic Towing Eq. & Mfg, Miller ndustries, Cross Country Automotive Services and TomTom.

8:30 am TRAA Testing - Levels 1 & 2 11:00 am Exhibit Hall Opens! Baltimore Convention Center - 200 Exhibiting Suppliers and over 700 exhibits!

11:00 am Exhibit Hall Opens The Towman Triumph, March of Towmen.

Revenue-Builders Show Floor Mini-Clinics

11:00 am American Wrecker Pageant Opens, Baltimore Convention Center, Sponsored by Dual-Tech.

Do Your Own Auctions Online Randall Resch Saturday 3 pm, Sunday 2 pm

6:00 pm Exhibit Hall closes.

Your Web Site and the Smartphone Mike Rappaport, OMG National Saturday 4 pm, Sunday 3 pm

6:00 pm Towman Order, Marriott Waterfront Hotel, Ceremony of Passage for Recipients of the Order of Towman. 7:30 pm Festival Night, March of the Heroes, American Towman Medal, Marriott Waterfront Hotel, Harborside Ballroom; ticket required.

Turn Accident Clean-up Into Profits John Borowski, Amber Energy Svcs. Saturday 5 pm, Sunday 4 pm

Chocolate Decadence Massage Fete Prizes

2:00 pm ACE Awards, Sponsored by GEICO, National Automobile Club, National Motor Club & Nation Safe Drivers. Convention Center. 3:00 pm Chocolate Decadence throughout show floor, with prizes. 4:30 pm Wrecker Pageant Winners Ceremony, Sponsored by Dual-Tech. 5:00 pm Show Closes Event Schedule Subject to Change

November 17 - 20, 2011

AMERICAN TOWMAN EXPOSITION

World’s Largest Tow Show

EXHIBIT ROSTER 800 Rescue 911 Nationwide “vanity” number that gives small and medium sized businesses that big brand image to help increase company’s profits.

AAA AAA provides for prompt, reliable service to nearly 52 million members and commercial customers.

Access Tools A leader in lockout tools, serving the car opening industry with pride since 1986.

Alliance of Automotive Serv. Providers of PA The largest auto aftermarket repair association in Pa., serving mechanical, collision & towing businesses.

Allison Transmission The leading manufacturer optimized to deliver automatic transmissions for the best combination of performance, reliability, durability, fuel efficiency and driveline protection for the specific vocation/duty cycle.

Allstate Roadside Services Join one of the industry’s largest volume dispatch networks equipped with easy fast payment technology.

AmeriDeck Manufacturer of the safest, easiest towing system for motorcycles that will load at ground level.

American Express Open Small business financial products.

American Towman Magazine Towing’s premier publication now in its 35th year.

American Towman Standards Authority Rates towing operations for professional standards.

Anchor Graphics Your one-stop shopping for all your towing printing needs. Specializing in the towing industry for 15 years.

Astralease Associates Financial services designed to assist tow owners in the purchases of their tow vehicles.

Asurion Roadside Assistance Since 1994, North America’s largest provider of wireless-based roadside assistance.

Atlantic Emergency Solutions A full-line Jerr-Dan distributor of light, medium and heavy-duty tow truck vehicles in Manassas, Virginia.

Atomic LED An LED light with a factory fit that is brighter & safer.

Auto Data Direct Provider of vehicle title searches, certified liens, processes claims on lien letters for the professional tow operator, VIN decoding, and Enhanced Vehicle Description Services.

AW Direct

November 17 - 20, 2011

40 • October 2011 - TOWMAN.COM

The largest national warehouse distributor of more than 4,000 parts and accessories to the tow business operator.

2011 EXHIBIT ROSTER An alphabetical listing of Exhibitors (as of September 4th) B/A Products Co.

Creditors Specialty Service

Federal Signal

Manufacturer of chain, web, wire rope and accessories for the towing and auto transport industries.

A professional collection agency that proudly serves the towing industry.

Leading manufacturer of emergency amber light bars for the towing industry.

Cross Country Automotive Services

Flash Equipment

Bad Dog Tools

Largest and leading provider of integrated vehicle and driver programs in North America, provides roadside assistance, VIMS, motor clubs, telematics, technology services, marketing services.

Offering a complete line of LED lights including light bars, mini-light bars, beacons, and traffic arrows, vehicle work and scene lights, back up camera and obstacle detection systems.

Crouch’s Wrecker & Equipment Sales

FleetNet America

Since 1989, offers sales and support of Miller Industries tow trucks and tow accessories including Century, Challenger, Vulcan, Eagle, Holmes, Champion, and SP 8000. Locations in Tennessee and Florida.

A third-party vendor management company that coordinates emergency roadside service and maintenance management service and offers Select Towing & Recovery Program addressing non-consensual towing and incident management.

Offers a wide range of carbide-based tools for drilling and cutting.

Bailey’s Towing An innovative company delivering new and exciting tow accessories to the towing industry.

Beacon Funding Corp. For over 20 years, Beacon has provided truck financing solutions to new and established businesses throughout the U.S.

Beacon Software Developer of dispatch, management systems integrated with the internet including, digital dispatch, internet paging, internet vehicle location, internet mapping, job tracking, job scheduling and employee efficiency reporting.

Blades Tow Right Manufacturer of corded and 2.4GHz wireless tow lights, including wide load, light duty and flashers.

Custer Products Limited High-quality safety lighting. LEDs and mounting brackets.

Dangelo Dew-Eze Manufacturing The preferred provider of clutch pump kits to the tow truck industry.

DG Towing Equipment

A Kentucky-based used auto parts marketplace.

Century, see Miller Industries

DP Winch/TWG

Chester Point Programs Exclusive insurance programs for the towing and automotive aftermarket industries.

Chevron, see Miller Industries Clean Planet HazMat cleanup supplies for accidents.

Code 3 A leading emergency lights manufacturer with an array of amber light products for the towing industry.

Manufacturer and distributor of premium polishes, waxes, buffers, specialty kits, cleaners and microfiber cloths.

Custom-built heavy duty wrecker manufacturer.

Authorized distributor of Dynamic Towing Equipment; seller of tow parts, accessories and safety lights.

Car-Part.com

Flitz International

Supplier of hydraulic winches, gearing and electronic solutions for the towing and recovery industry.

Dual-Tech Manufacturer of Dual-Tech carriers, dual-line side pullers, self loaders, wreckers and OEM Nomar parts.

Dynamic Towing Equipment and Mfg. Offers a full line of self-loading wreckers and carriers with three-year warranty.

East Penn Carrier and Wrecker Sales

Ford Commercial Truck Leading manufacturer of light and medium duty trucks featuring the Super Duty, and F-350, 450, 550, 650 and 750 cab and chassis models for all applications.

Free State Nam Knights Non-profit organization benefiting veterans.

Gaither Tool Invents and manufactures convenient tools and systems needed to service and maintain tires and wheel assemblies.

GEICO Motor club and provider service program.

GM Commercial Fleet Offers wide range of Chevrolet and GMC light and medium duty pickup trucks and chassis.

Gulf Atlantic Supply Supplier of safety wear apparel: reflective shirts, vests, jackets, outer wear and more.

Distributors and manufacturers of quality custom-built and designed towing equipment and service vehicles.

H.K. Carr & Assoc.

Distributor of emergency safety lights.

Excel Sportswear

Condor Products

Specializing in silk screen printing of t-shirts and sweatshirts as well as a variety of outerwear clothing.

Dealer of trailers from Talbert, Landoll, XL Specialized, and Trail King.

Commercial Safety Services

Manufacturer of tow accessories for motorcycle towing and hauling.

Convoy Technologies A leading supplier of dependable and highquality vehicle surveillance systems for the fleet industry.

Copart Auto Auctions Sells more than one million vehicles each year through VB2, its patented two-stage internet sales technology.

Emergency response training & consulting.

Hale Trailer Brake & Wheel

Happy Feet by Life-Time Ventures Fluid-filled insoles for shoes and boots.

Extreme Toys Specializing in toy trucks and tow trucks for all ages since 2004.

Eye3Data Leader in Digital Surveillance solutions introduces its new Standalone DVR featuring 2-way audio, multi-site remote live-monitoring/playback,and up to two Terabytes of storage. Easy to use remote control based Graphical Interface.

Harrison Hydragen Leading manufacturer of hydraulic generators with over 40 years of experience.

Hella, Inc. Developer and manufacturer of lighting and electronic components and systems for the automotive industry.

online registration @ atexposition.com

TOWMAN.COM - October 2011 • 41

EXHIBIT HIGHLIGHTS *Highlights includes Exhibitors who submitted material by print deadline.

AAA Real Savings for the Real World

AAA affiliates enjoy exclusive savings & benefits to help lower operating costs and increase profits.

EXHIBIT ROSTER HiVisPriceSaver.com Lowest-priced online distributor of high-visibility apparel. ANSI-107 jackets, vests, shirts, gloves and rainwear.

Hino Motor Sales USA Leading truck builder of medium duty diesel and hybrid conventional trucks.

Access Tools One-Hand Jack Set

Holmes, see Miller Industries

The best selling one-hand jack set will open most vehicles quickly, safely and effectively.

IGTC Provider of truck and commercial insurance for the tow businessman.

Illumination Promotions

Alliance of Automotive Service Providers of PA Association Membership and Benefits

Membership in a trade association supporting the needs of towing and auto aftermarket repair shops.

A promotional product and creative communication solutions company providing ideas that make you shine.

In The Ditch Towing Products

Allstate Roadside Services Join one of the industry’s largest volume dispatch networks equipped with easy fast payment technology.

American Express Open Small Business Financial Products. AmeriDeck Loads two full-dressed motorcycles or a trike from ground level.

The worlds leading manufacturer of dollies & equipment to make towing operators jobs easier.

Insight USA Insight USA’s StreetEagle GPS Tracking provides real-time management oversight to companies with a mobile workforce.

I. A. A. Remarketing Division IAA will sell towed and abandoned vehicles at our auctions, freeing space on your lot and earning you extra revenue.

Integrated Vehicle Equipment Leasing Financing programs for tow truck purchases.

Atlantic Energency Solutions Jerr-Dan HDL 1000/530

The Jerr-Dan HDL 1000/530 50-ton independent wrecker features SRS recovery system conch boom and deck winch.

Int’l Towing & Recovery Hall of Fame and Museum Only tow truck museum in the world, Hall of Fame and Wall of the Fallen.

Intek Truck & Equipment Leasing Towing and Transport Parts and Accessories

Offers financial services for truck purchases & leasing.

Complete line of towing and auto transport parts and accessories.

Jerr-Dan

B/A Products Co.

For more than 30 years, Jerr-Dan has been the world’s largest single-nameplate manufacturer of quality towing and recovery vehicles.

Bailey’s Towing Accessories

Junkyard Dog Industries/ESI Equip.

Scotch and Snatch

Manufacturer and distributor of vehicle stabilization and management systems.

Compact chainless scotch block and wheel chock system for improvingstability during recoveries. USA Made.

JunkMyCar.com Make offers on cars to sellers nationwide. Use the cars for scrap, parts or resale.

Beacon Funding Corp. Get Credit Approved

Stop by and we can provide you with a real-time payment estimate and/or credit approval.

Kalyn Siebert

Manufactures sliding-axle trailers specifically designed for th towing industry. Keyless Ride

Chester Point Programs Chester Point Insurance Program

An insurance program developed to provide protection for the exposures faced by today's towers.

42 • October 2011 - TOWMAN.COM

Keyless vehicle entry products.

Landoll Corp. A vertically integrated and diverse organization offering specialized machinery.

EXHIBIT HIGHLIGHTS Convoy Technologies JPP4X Extreme Monitor

Quad display with DVR, motion-detection surveillance, 10-G shock rating and a five-year warranty. Custer Products Limited

Dew-Eze Manufacturing

10-watt LED Strobe Light

Clutch Pump Kits

LED, HID and halogen lighting DC.

Industry-leading clutch pump kits for current-year model trucks. Dual-Tech Dual-Winch Side Puller

Side puller features dual-remote winches and hydraulic stiff legs. Optional air release.

Dynamic Towing Equipment and Manufacturing Dynamic T180 Rotator

Car carrier with wheel lift; rotates 180 degrees to recover in all environments and situations.

EXHIBIT ROSTER Lift And Tow Quick and accurate retractable towing systems including the Z-Series, 5 Series and 3 Series models.

Lodar Hand-held remote control devices for tow trucks.

Lynch Chicago Miller Industries distributor. Service and parts on all makes and models of tow trucks.

Martens Johnson Insurance Agency For more than 25 years our agency has offered a full range of commercial insurance solutions.

Matheny Motors Full line Miller Industries distributor: Ohio, West Virginia, No. Virginia. Parts, service and experienced sales staff.

Matjack International Wreckers Complete line of inflatable cushions and air bags for all types of recovery scenarios.

MFR Express Distributor of hooks, chains & tow accessories.

Extreme Toys Kenworth T660 Car Carrier

Brand new and super cool, this SpecCast 1/64-scale car carrier is a must-have.

Miller Industries Towing Equipment See the latest in towing and recovery equipment from the world leader, from light-duty to the latest in rotators from Century, Vulcan, Chevron and Holmes.

Minute Man Manufacturing

Flitz International Heavy-Duty Truck Polishing Kit

The original Slide-In wheel lift company and home of the new Minute Man XD.

Clean and shine your truck with Flitz’s amazing buff ball, polish paste and wax protectant.

Muncie Power Products

Gulf Atlantic Supply Reflective Shirts

Short and long sleeve, reflective safety-wear shirts.

Manufacturer of Power Take-Offs and hydraulic system components including pumps, valves and reservoirs.

National Automobile Club Offers Emergency Roadside Assistance through a nationwide network of contractors.

National Fleet Products Plastic fenders for trucks and trailers.

Happy Feet Happy Feet fluid-filled insoles massage, cushion and absorb impact. They are machine washable and guaranteed for one year.

National Insurance Brokerage of NY Insuring customers in the towing industry for over 20 years.

National Motor Club Nationwide auto and RV motor club services.

HiVisPriceSaver.com Class 3 Insulated Bomber Jacket/Convertible Vest

Nation Safe Drivers (NSD)

ANSI-107-2004 Class 3 insulated jacket with removable sleeves, 100-percent waterproof, 3M Scotchlite reflective tape for $39.95.

Navistar/International Trucks

Illumination Promotions Make your company shine with this ballpoint pen/light with chrome trim and side-action light.

Founded in 1962. A motor club with a fresh new attitude. From the medium duty Terra Star to the heavy duty Lone Star, a complete product offering of medium to heavy duty cab and chassis.

NBB Controls Designs & manufactures wireless remote controls for most mobile hydraulics & industrial applications. TOWMAN.COM - October 2011 • 43

New Revenue Nov. 17 – 20, 2011

Opportunities at AT Expo

This year’s Exposition showcases Revenue & Business Opportunities specifically geared toward tow-business owners. You can check out these opportunities at exhibit booths on the show floor and also in the seminar rooms of the American Towman Academy. These opportunities are for the progressive minded tow boss to explore. A few of them are relatively new on the towing landscape, very dynamic, and very lucrative.

Turn Your Impound Lot Into A Gold Mine

Find out how this tow boss and others are profiting from online auctions.

Enjoy The Other Meaning of “Cleaning Up” At AT Expo you’ll find out all you need to know about turning accident cleanup into a revenue source. Learn how Hampshire Towing in Massachusetts set up a separate enterprise that performs accident cleanup and how lucrative it can be; how in most cases, the cleanup fees outdo the recovery fees. Whether you make cleanup a surcharge on your towing bill or go the route Hampshire Towing took, John Borowski, who manages Hampshire’s Cleanup division, will discuss how to work with your municipality and the insurance companies to make accident cleanup profitable. You will also learn what is involved and the equipment needed to get the job done. This is a niche waiting for the perfect entrepreneur, the tow boss who is already on the scene!

44 • October 2011 - TOWMAN.COM

Auctioning off the cars in the impound lot isn’t necessarily new for you. Maybe you already do so or maybe you just sell it all as scrap metal for the going rate. But today towers are finding that running doit-yourself auctions is surprisingly profitable and relatively easy. Today you can auction your cars at towlot.com and get three times the money for each car than you are accustomed to getting. Towlot.com will be exhibiting on the show floor and you can talk to the men who created it. You can also take in the seminars on both Saturday and Sunday morning on Do-It-Yourself Auctions. Learn how veteran tower Gary Coe of Portland, Oregon is holding auctions every week, averaging over $500 per vehicle he sells at auction. In Randy Resch’s auction-seminar, find out how companies like Santa Fe Tow Service in Lenexa, Kansas and others have made their online auctions the most profitable segment of their towing business.

Damaged Vehicle Documentation Another opportunity right up the tow boss’s alley is damaged vehicle documentation that is critical to the insurance companies. Cross Country Automotive Services will talk to you about this opportunity both on the show floor at the CCAS booth and in the seminar room at the AT Academy. What this opportunity has going for it, and for you, is that these calls can be scheduled. They are not emergency road service calls per say. Jeanine Booton and Mathew Capozzi of CCAS will give you the skinny on how it all works and what’s in it for you. There is more than one way to derive revenue from damaged vehicles.

Auto Repair – Is It Time? Many successful auto repair shops started out as independent towers. These were the ambitious kind who figured out they could do well by steering their towing customers into their own garage. Expanding into Auto Repair is an Academy seminar that promises to reveal secrets to creating a 30% net auto repair business that’s compatible with your existing business. From Matt Winslow of Automotive Training Institute, you’ll discover the systems you’ll need and the numbers to watch to keep your service bays busy and your cash profits rolling in.

Opportunities At Your Fingertips AT Expo is all about opportunity that has already put one foot inside your door. Check out Flitz International on the show floor and see and hear how the headlights of your customers can mean extra dollars for your business with just a few flicks of your wrist. Another opportunity that may be right for you is in Road Service. You’re already serving truck accounts, so now what does it take to offer roadside repair to these same companies? Check out the Academy Seminar presented by Jim Heward, Cumberland Towing who made it work for himself and he’s sharing how to do it. Find out how to make extra bucks through headlight restoration at the Flitz International booth.

Okay, It’s Crazy, But… The image of doing repo work is akin to Custer’s last stand, riding into an ambush. But more repo jobs aren’t like that. Or are they?

You can find out from Mike Howk of RSIG, a repo industry expert. You’ve got the self loaders. You may even have the right profile of tow operator. Mike will fill you in on this and all about today’s repo industry and where it’s going.

online registration @ atexposition.com TOWMAN.COM - October 2011 • 45

EXHIBIT HIGHLIGHTS

EXHIBIT ROSTER

Insight USA

NGV America

StreetEagle GPS Tracking with Garmin Integration

National association of the natural gas-powered vehicle industry providing fleet operators technical, analytical and implementation expertise.

Provides real-time GPS tracking, route dispatching, customized two-way messaging, driver status updates and vehicle navigation.

NRC Industries

Insurance Auto Auctions Save Space, Get Money Fast

Manufacturers of heavy recovery equipment, the Slider System, Slider rotators and car carriers.

We sell towed and abandoned vehicles at over 160 IAA auction locations.

Olson and Company Axle caps, axle covers for all types of trucks.

PDSI (Professional Dispatch Services)

In The Ditch Towing Products Traveling Speed Chock

Helps prevent vehicles from rolling off the carrier if the winch breaks.

Dispatch services for professional tow operators.

Penny Pockets Embroidered jackets, digitally printed T-shirts, sweat shirts and dress shirts.

Pep Express Parts

Jerr-Dan Booth will feature light, medium, and heavy duty wreckers and carriers.

Quality name-brand parts, tires and equipment; financing available to those who qualify.

Permco Hydraulics Hyraulic pumps for the towing systems.

JunkMyCar.com Offers a fast and easy way to get an instant offer for a car. Kalyn Siebert

Phoenix USA

Junkyard Dog Industries/ESI Equipment Vehicle stabilization and lifting products.

Sliding-Axle Trailers

Sliding-Axle Trailers specifically designed for the towing industry. Landoll Corp. 855 and 455, 55-ton Trailers

No. 855: detach trailer for heavy equipment; loading height is 19.5”. No. 455 traveling-axle trailer has a centralized grease system. Lodar Two-Function Wireless System and Actuator

Wirelessly activate your hand levers using this integrated kit.

Chrome accessories, wheel simulators, billet grilles, lights, and tool boxes from the leader in quality towing accessories.

Photo Card Specialists Producers of promotional products from your photographs, business cards, calendars, greeting cards, clocks, postcards, etc.

Pierce Sales Official U.S. distributor of Lodar wireless remotes. Also specializes in winches, accessories and truck conversion.

Pillow Protection No more damage to undercarriage while towing. Pan Pillow an inflatable bladder attaching to the wheel lift creating a durable, yet flexible barrier between the wheel lift and undercarriage of the towed vehicle.

Miller Industries Towing Equipment

Power Arc

Vulcan Intruder II

Complete line of safety lights.

The Vulcan Intruder II features improved visibility, a new hosetracking system and a new patent-pending crossbar design for easier hookups.

Powerhouse Industries The leading East coast innovator in truck, bus and plant jumpstarters for the past 20 years.

Prime Industries

Minute Man Manufacturing Minute Man XD Slide-In Wheel Lift

The Minute Man XD offers all you know and love about the HDH, now with more reach, durability and maintenance.

Provides stainless steel wheel simulators and LED lights and hub covers.

Pro-Vision Video Systems Rear view and DVR-recorded camera systems.

Progressive Commercial Insurance

Muncie Power Products

Towing insurance programs for the tow business owner.

PTO for Ford automatic transmission

Purpose Wrecker Sales

Muncie’s No. FR66 PTO offers maximum power, easiest installation and quieter operation for Ford’s Super Duty.

Distributor for Miller Industries equipment. Specializing in heavy-duty, new-used (“NUsed”) towing equipment.

46 • October 2011 - TOWMAN.COM

Pilots and Towers and the Spirit of the American Wrecker Pageant American Wrecker Pageant is sponsored by Dual - Tech.

There may be more that wrecker owners have in common with air force pilots than meets the eye. Both are reknowned for their graphics on their trucks and aircraft, imagery of babes, pop or classical culture, loved ones, you name it, painted on metal and rivets. Indeed flyers would have a field day walking through the American Wrecker Pageant inside the Baltimore Convention Center. Both of these professionals paint something of their character, humor, and personal history onto these machines that make them who they are. Pilots and crew members in war time of course take flight knowing they may never return to base, the colors and images they hold dear, staying with them in the sky till the end, anyway. Wrecker owners, on the other hand, while their role is risky, often perilous, use their trucks to parade their personal quirks and tastes before the public, day in and day out.

While there are differences in their professions and the reasons for the art on their craft, what they do have in common is the need to remain human while engaging in the cold hearted practices of their trade. The American Wrecker Pageant, the greatest of all truck pageants in the world, celebrates the colorful character that is the towing professional. Anyone from the general public, or the media, walking through, would be amused and bewildered that these heartless guys who snatch and impound their vehicles apparently have some heart after all. Indeed, a lot of heart. Attendees walking through the Pageant hall passing images of dragon slayers, knights in armor,

Looney Toon characters, cityscapes, wild animals, gorgeous women, Incredible Hulks, you name it. This year attendees will be able to vote their choice in each class electronically with a swipe of their Expo badge. The system allows only one vote per company, making it impossible for ballot “stuffing” shenanigans of any kind. Not that any of those competing for the Pageant’s legendary Silver Trophies would stoop to such tactics. Though there is certainly a streak in them similar to that of fighter pilots who would do any thing to win. This is apparent when you look at their killer trucks.

TOWMAN.COM - October 2011 • 47

EXHIBIT HIGHLIGHTS

EXHIBIT ROSTER Quest Towing Services

Motor Club

Emergency Roadside Services (ERS) programs for contract towers.

Explore territory opportunities. Sign up to become a service provider or meet your field manager.

RAM Trucks/Chrysler Fleet Operations

Nation Safe Drivers (NSD)

Committed to serving your fleet and becoming your ideal business solution. Manufacturer of the RAM 3500, RAM 4500, and RAM 5500 medium-duty truck chassis.

National Fleet Products Plastic Fenders

Plastic fenders for rollback truck beds.

Ram Trucks / Fleet Dodge & Pritchard Dodge

National Insurance Brokerage of NY Insurance for Towing Industry

Commercial and general liability, on-hook, worker's compensation, transporter/dealer plates & more. Navistar International International WorkStar

See the International WorkStar equipped with a 20,000 lb. industrial carrier that lets you work harder, smarter and more efficiently. NRC Industries

Dealers of RAM 3500, RAM 4500, and RAM 5500 medium-duty truck chassis.

Ramsey Winch Ramsey Winch manufactures a broad line of planetary- & worm-gear industrial winches.

Ranger SST Integrated dispatching, GPS tracking/mapping, two-way mobile messaging, impound lot management and link to QuickBooks.

Composite Sliding Rotator

RC Industries

The 4050 CSR from NRC is a good choice for customers who want a sliding rotator with good looks and proven high-performance record.

Complete line of durable tool boxes for tow trucks.

Recovery Billing Unlimited

Penny Pockets Embroidered Jackets with Your Truck

Embroidered jackets, digitally printed T-shirts, sweat shirts and dress shirts.

Program on how the professional tower can maximize and streamline filing of accident reports with insurance companies for quick & easy receipt of receivables.

Recovery Specialist Insurance Group Tow truck insurance programs.

Pierce Sales Threaded Twist Locks

Pep Express Parts Battery and Battery Tester Program

Pierce twist lock plunger pins now come in a threaded version.

Show specials on batteries and test equipment.

Road America – A Mapfre Co. 24/7 emergency roadside assistance, accident and secondary towing. Fast online billing and direct deposit technology. Dispatch services and motor club programs.

RMP Powertrain Solutions

Purpose Wrecker Sales

Prime Industries

Purpose Wrecker “NUsed”

LED lights

Used heavy-duty chassis with Our LED lights will make your truck new Century heavy-duty wreckers. shine and be much more visible. Ranger SST Visual Dispatch

Visual Dispatch integrates truck type location and availablility. One more call per day, per truck

1800 RESCUE 911 The most powerful, easy-to-remember toll-free number in America. Exclusive territories, as low as $20 per month. Road America – A Mapfre Co. Interstate Battery Systems of America

Interstate Battery national account program offering mobile battery services to customers while maximizing provider profit. 48 • October 2011 - TOWMAN.COM

New and remanufactured truck engines, Allison automatic transmissions, starters and alternators and HD manual transmissions.

Robert Young Wrecker Sales Distributor of NRC tow trucks as well as a complete line of towing accessories and parts.

ROI Protective Tapes Safety tape products for towing and collisions.

R-O-M Corp. Provides compartment access solutions: roll-up doors, cargo trays/slides and LED lightbars.

Rontan Signals Manufacturer of warning lights, providing innovative solutions for the tow market.

Rush Towing Systems Distributor of the complete line of Jerr-Dan tow trucks including carriers and wreckers.

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EXHIBIT HIGHLIGHTS

Safety Vision Digital mobile video surveillance and rear camera video solutions to protect both driver & fleet.

R-O-M Corp. Roll-Up Doors

R-O-M Roll-Up Doors allow you to work safely, are easy to operate and proven tough.

Serv. Station Computer Systems (SSCS) An integrated management system including digital dispatch.

Signal Vehicle Products/Star Headlight

Rontan Signals Attack Lightbar

Rontan Signals’ new Attack Lightbar provides a new look with “Wide E” technology.

Safetyline Back by popular demand, we are bringing the 645 Series of jacket back into production.

A wide range of light products including strobes, warning lights, Star Headlights.

Slick Top Solutions Distributor of complete line of emergency light products from Code 3, Whelen, and PowerArc.

SoundOff Signal Manufacturer of its emergency warning lights.

Safety Vision Route Recorder 4CSDSS

Rugged, compact, solid-state four-camera MDVR with GPS, speed tracking and recording, and wireless download capabilities.

Sovereign/Santander Finance programs for AAA contractors & Miller Industries equip.,merchant card processing offers.

Spill King

SSCS

Absorbent for roadway spills.

Digital Dispatch

A call-taking dispatching system with storage lot management complete bookkeeping system that provides A/R, commissions, vehicle history and inventory control. Starlight Lighting Equipment

Starlight Lighting Equipment Committed to the latest technology, research and innovation. Focus on product excellence and customer service.

Steck Manufacturing Co.

WiFi Wireless Tow Lights

State-of-the-art WiFi technology, eye-catching and extremely user-friendly. All new.

Steck Manufacturing Co. 4th Wheel Loader

Safely load and secure a vehicle with broken ball joints on a rollback wrecker.

Unlock cars in seconds without damaging car doors with Steck’s BigEasy Lockout Kits.

Stertil-Koni Heavy-duty vehicle lifts, including wireless mobile lifts, platform lifts, parallelogram lifts, in-ground lifts and two-post lifts.

Super Springs Int’l Overload suspension springs.

Superwinch Complete line of winches.

Talbert Manufacturing

Sliding Axle Series

Manufactures a wide variety of heavy haul trailers and specialized transportation equipment to meet customer specifications.

Talbert manufactures 35- to 50-ton, 48’ to 53’ two- and three-axle traveling-axle trailers that are engineered for the towing industry. Time-Out Seated Massage Corner Seated Massage

Three locations throughout the exhibit hall.

TCF Equipment Finance General equipment finance company and a subsidiary of TCF National Bank; provides a range of financing options for the tow truck industry.

Tech International Manufacturer and distributor of tire repair and wheel service products.

Teletrac

TIS / Transportation Info Systems Management software and GPS tracking.

Nationwide network offering GPS tracking.

The Insurance Professionals Commercial tow truck insurance programs.

towPartners sureFleet Maintenance Software

sureFleet provides tracking of all your fleetmaintenance, fueling, work orders, reporting and more. 50 • October 2011 - TOWMAN.COM

The Johnston Insurance Group Tow truck insurance.

March of the Heroes

You Gotta Be There! The Evolution of Towing’s “Festival Night” Imagine an event celebrating towing’s heroic spirit; featuring feast of beef tenderloin and suckling pig, circus-style entertainers coming round your table, and stories of bravery with towers given the same treatment as knights of old. The very first Festival Night in 1989 featured jugglers and musicians, t-bone steaks, arm wrestling, a 16 piece band and stories of bravery that swelled the chests of everyone in the audience and brought tears to most. A tower grabbing an old man clinging to a tree in a flood, a team of towers pulling out dead bodies from an industrial building about to explode, another running into the midst of flying bullets to rescue toddlers on a school playground caught in the middle of the mayhem. To name but a few of the incidents worthy of the American Towman Medal. I can never forget the tower who dove into the freezing waters of a canal during a storm to save a baby, or the tower from Washington State who took matters into his own hands when his kidnappers faced off in a shoot out with state troopers and the FBI. Or the Oklahoma tower who rappelled down the side of a bridge high over a river to rescue a trucker trapped in his cab, dangling over the waters, its trailer still weighed down on the asphalt. All told, some 300 towers have received the American Towman Medal for “The Simple Act of Bravery,” the words cast into the Medal’s rim. These profiles of heroism make up the one aspect of Festival Night that has never changed. Each year the stories continue to amaze us.

The ceremony itself has evolved. It began with towers walking up to the stage in front of the dais while the band played Tara’s Theme from Gone With The Wind, though the stories being read that night needed no music to add to the drama. Later Festival Nights featured Scottish bagpipes as each hero marched to his Medal. For two years there was a 16 piece orchestra warming up the audience with the William Tell Overture, popularly known as the Lone Ranger Music. One year the hero processional was accompanied with the unveiling of the industry’s original, Towman Monument. Today, recipients of The Order of Towmen, dedicated towing professionals nominated by Police Chiefs from around the nation, take the lead in the March of the Heroes escorting our heroes into the hall and then giving them a royal salute. Is there a finer place for a Towman to break bread? Even our most rambunctious towing professionals choose to dine at Festival Night before going out onto the harbor to continue life’s celebration. I imagine some of them find it to be a bit of a letdown, the Harbor after Festival Night, where “surprise” entertainment has featured just about everything, long legged jazz hoofers to quivering belly dancers, mind readers to flying trapeze artists. The band and the dance floor! Join me, Festival Night. Steve Calitri, Editor In Chief

Best Saturday Night deal in town: $55 per head, Gourmet Dinner from Marriott Waterfront’s Master Chef, Surprise Entertainment, Live Band, and the American Towman Medal Ceremony.

online registration @ atexposition.com TOWMAN.COM - October 2011 • 51

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EXHIBIT HIGHLIGHTS towXchange

EXHIBIT ROSTER Time-Out Seated Massage Corner Seated massage covers back, shoulders and neck with some attention to hands and feet.

TOPS Towing Management Software

Call tracking, dispatch, inventory, lien, auction, tow tickets, billing and reporting; 18 million and counting.

TIS / Transportation Info Systems Management software and GPS tracking.

TNT Insurance Agency

Trail-Eze Trailers TE80DGBUS

Tow truck insurance programs.

With a 22” deck height, the TE80DGBUS is manufactured to haul buses, coaches and construction equipment.

TomTom Work Nationally distributed GPS products.

Tow Dawg Software Tow management software including dispatch by text, lot/lien mgt., accounts receivable & much more.

Transfer Flow 50-gallon Refueling Tank

Transfer Flow’s 50-gallon refueling tank is DOT-legal for gasoline and comes with refueling pump, hose and nozzle.

Towing.com Internet advertising for tow companies. Lists more than 10 sites including Towing.com & RoadsideService.com

Traxxis GPS Solutions TomTom Business Solutions

Towlot.com

GPS tracking, dispatching and navigation system, integrated with Beacon Software and endorsed by Cross-Country Automotive Services.

Lightining round, on line auction sight for towers.

towPartners Offers cost savings & benefit programs including Aramark, Sprint, insurance, towSearch & more.

Trinity Transportation Services Insurance Packages

Insurance agency offering total packages for the tower and professional recovery specialist. Truck Country Freightliner Freightliner Coronado Severe Duty

TowWithRope.com Offering the best that technology has to offer to ensure the next tow is safer and easier with the strongest splices and safest rope on the market.

towXchange towXchange offers the TOPS towing management software serving towers and the customers they serve.

Trucker’s Guide Truckersguide.net

This website contains information on truck repairs, mobile services, towers and tire services in Canada and Northern U.S.A

T.R.A.A. Towing and Recovery Association of America National Association for the towing industry

T.R.P.M. Towing & Recovery Prof. of Md

UD Trucks North America UD2300LP

State Association of Maryland.

The UD2300LP, by UD Trucks, represents the Ultimate in Dependability for tow operators across the nation.

Tracker Management Systems Computer & management systems for the professional tow operator.

Trail-Eze Trailers Manufacturer of custom-built equipment-hauling trailers since 1963. “Built to work like you do.”

Whelen Justice Towman’s Series Super-LED Lightbar

The Justice Towman’s Series Super-LED Lightbar provides powerful warning light and years of reliable service.

Transfer Flow Manufactures aftermarket and OEM fuel tank systems for the automatic industry.

Transit Pros With a click of a mouse, we arrange for transportation of a company’s off-lease assets from the client’s yard to location of choice by negotiating on a company’s behalf with professional towers nationwide.

Wireless Matrix FleetOutlook

Fleet mapping and tracking, vehicle bread crumb, two-way communications and alerts, all in one system. 54 • October 2011 - TOWMAN.COM

Traxxis GPS Solutions Specializing in providing businesses with wireless vehicle location, tracking & fleet management solutions. November 17 - 20, 2011

EXHIBIT ROSTER Travis Barlow Insurance

Network With Experts

Offering tow business owners an array of commercial insurance programs.

Trinity Transportation Services Insurance agency offering total packages for the tower and professional recovery specialist.

Truck Country Freightliner Freightliner new truck dealer and Jerr-Dan distributor.

Trucker’s Guide A service guide and website for carriers, dispatchers & drivers of Canada & Northern U.S.A.

UD Trucks North America UDNA is the distributor of medium-duty diesel truck chassis manufactured by UD Trucks in Japan.

United States Auto Club, Motoring Div. (USAC/MD) Emergency roadside service provider to heavyduty trucks, automobiles and motorcycles.

USFleetTracking GPS management system partnering with towXchange.

Virgo Fleet Supply Supplier of chrome accessories, lighting and tow equipment.

Vulcan, see Miller Industries Warn Industries A leading manufacturer of planetary & worm winches.

West End Service A complete line distributor of Miller Industries’ Century, Vulcan, Challenger, Holmes and Chevron tow trucks.

Whelen Engineering Manufacturer of warning light systems; technologies include halogen, strobe, LED and Super-LED.

Wil•Burt Company Manufacturer of telescoping towermasts for emergency lighting systems.

AT Expo gives you the opportunities to network with industry experts at the many special events and show floor exhibits. Miller Rocks, above What makes AT Expo the networking event of the year has a lot to do with the quality of the people attending. Start with towing professionals who come from all 50 states to attend, and 20 nations. You’ll find a depth of experience in all aspects of the business, from dealing with the police to towing for motor clubs; from light duty to heavy duty recovery to equipment transport. The Exposition is offering seminars and exhibits dealing with revenue opportunities; accident cleanup, online auctions, damaged vehicle documentation, and more; you’ll be able to speak not only with the people behind these opportunities, but with the tow business owners themselves who know about them firsthand. The expertise among the exhibitors on the show floor is what makes the “Main Event” the great resource it is. You will talk to

product specialists and engineers at every exhibit. By investing your time on the show floor Saturday and Sunday you’ll not only get a profound understanding of how things work, the integrity of the products and services offered, but you’ll discover new potential allies for your towing business; people, products, and systems that can make your business hum and be profitable. Each year features new exhibitors and perennial exhibitors introducing new products and services. The Exposition is fast paced and power packed with products and ideas. It also provides the opportunities to talk turkey in a relaxed atmosphere, whether on the show floor, during hospitalities and special events, in the pubs inside the many AT Expo hotels or where towing professionals congregate about the Harbor.

Wireless Matrix Provides GPS fleet tracking that improves productivity and reduces operating costs for tow companies.

Worldwide Equipment Distributor of a complete line of Jerr-Dan tow trucks, towing parts and accessories, and GPS systems.

WreckMaster Leading independently-owned towing safety training organization in the US and Canada.

Zip’s Truck Equipment Leading distributor of Miller Industries towing equipment, including Century, Vulcan, Holmes TOWMAN.COM - October 2011 • 55

$75 Passpor t gets you in to al Passport hol ders enjoy co l seminars. mp breakfasts, all three mor limentary nings.

The Real Deal

November 17 - 20, 2011 Artwork, Rodolfo Reyes

Your $75 Academy Passport gets you into all the seminars you can attend, and breakfast to boot, Friday, Saturday and Sunday For those of you who are hungry for more information and ideas, or just plain hungry...

Five Tracks and 34 Seminars To Fuel Your Towing Business Track 1: Business Opportunities Turning Clean-up into a Revenue Source Option one is to start up a separate company that operates to cleanup after a roadway incident. Option two is setting up a protocol that bills out separately for clean-up work. Either option must take the right approach with the insurance companies. John Borowski, Amber Energy Services, Saturday 10 a.m.

New Club Opportunities Maximize your fleet with two new Cross Country programs. Get in on photo documentation of damaged vehicles and expand your service territory through an Internet bidding system. Learn how Cross Country’s new ViewPoint and Cross Country Bids programs work to your advantage. Mathew Capozzi, Jeannine Booton, Cross Country Automotive Services, Sunday 10 a.m.

The Challenges Facing Today’s Repossessor Auto Auctions: Do it Yourself Some towers around the nation have kicked up their usable revenue by running their own auctions. Find out not only why you make more money this way, per car, but about the other benefits that come with being your own auctioneer. Conducted by veteran tow boss, Gary Coe, Speed’s SuperTow, Sunday 9 a.m.

Expanding into Auto Repair Diversifying into full service for profit. This seminar reveals secrets to creating a 30 percent net auto repair business that’s compatible with your existing business. You’ll discover the systems you’ll need and the numbers to watch to keep your service bays busy and your cash profits rolling in. Matt Winslow, Automotive Training Institute, Friday 9 a.m.

The perils, pitfalls and impediments to today’s professional repossessor. The presentation will cover current events, legislation (state and federal) and case law that effects the repossession industry. Conducted by Mike Howk, RSIG, 3 hours on Friday 4–7 p.m.

The Road Service Option You’re already serving truck accounts, so now what does it take to offer roadside repair to these same companies? Conducted by Jim Heward, Cumberland Towing. Friday 4 p.m.

Auctioning the Easy Way Find out how tow bosses across the nation have turned their impound lot auctions into their most profitable business segment through real-time auctions online using services like towlot.com. Veteran tow manager and AT Operations Editor Randall Resch draws from his own auctioneering experience and knowledge of real-time bidding systems. Saturday 9 a.m. 56 • October 2011 - TOWMAN.COM

Business Opportunites is sponsored by Dynamic Towing & Equipment Mfg.

American Towman Academy Track 2: Increasing Your Core Business Effective Marketing in the Internet Age

The Police-Tower Relationship

Towing companies are adding auto service to survive. This session reveals marketing secrets to keep your service bays busy and your cash profits rolling in. Discover how to use web 1.0, 2.0 and 3.0 to reach the customers you want now! Matt Winslow, Automotive Training Institute, Saturday 10 a.m.

This veteran tow business manager and former policeman knows what both sides want and expect. The police department can make or break you on rotation or single contract. It can be extremely demanding of your services. Keep the police on your side. Randall Resch, AT, Friday 11 a.m.

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 or fix these profit killers now. Jeffrey Godwin, TowPartners/USFleetTracking, Friday 4 p.m.

Thinking Outside the Box Building your commercial base is as simple as looking right under your nose. According to this veteran tow boss, aka Mr. Industry, you just have to start expanding your perspective beyond the obvious account types. You need to think outside the box. John Borowski, Amber Energy Services, Friday 10 a.m.

The Smart Phone Revolution Smart phones and tablets like BlackBerry, iPhone, iPad, Xoom, etc., will allow you to receive calls from motor clubs, dispatch them to your drivers, track truck and incident locations in real time, assist navigation via audible turn-by-turn instructions, print invoices, retrieve towing instructions from TowSpec, scan VINs and capture signatures from the front seat of a truck. Want to keep up? Todd Althouse, Beacon Software, Friday 9 a.m.

Bold Leadership Impacts Your Bottom Line A seminar to inspire greatness. Learn essential keys of leadership for productive teamwork that meets everyone’s needs; understand knowledge of attributes, challenges, and styles of effective leaders. To take home skills for “best practices” that translates into a more profitable workplace. Stacy Tucker, Chico Towing, Sunday 9 a.m.

Use Your Rating to Your Advantage The “Tow Doctor” discusses getting your towing operation rated by the American Towman Standards Authority; how it works; and how you can use it to win commercial accounts, municipal contracts and lower insurance premiums. D.J. Harrington, ATSA, Friday 9 a.m.

Weaving A Finer Web Maximize your web site's potential reach. Today there are many considerations: smart phones, apps, ipads, video, email capture and more. This seminar will lead the way to more call volume. Mike Rappaport, ATM and OMG National, Friday 10 a.m. Increasing Your Core Business is sponsored by TomTom

Track 3: Fleet Strategy and Utilization

Gas Vs. Diesel

Alternative Fuels

The new emissions laws have resulted in more expensive diesel trucks, making the gas powered chassis an option for towers to look closer at. Todd Kaufman, Ford Commercial Truck, Saturday 9 a.m.

Ever-increasing fuel costs are prompting many tow operators to transition their fleet to Natural Gas Vehicles, which deliver superior performance, quieter operation and 30 percent to 50 percent lower fuel costs. Other alternative fuels and trends are discussed as well as available trucks, economics and steps to successful transition. Stephen Yborra, NGV America, Friday 10 a.m.

Fleet Strategy & Utilization, Wreckers to Lowboys Are your tow trucks on the road or sitting in a lot? Do you know when your should buy a new unit and are you sure which type of unit you should add to your fleet: wrecker, carrier, service truck or low-boy? There are many variables. Three veteran fleet owners help you sort it all out. John Borowski. Bill Johnson, Jeremy Procom, Sunday 10 a.m. Fleet Strategy & Utilization is sponsored by Cross Country Automotive Services

GPS: Maximizing the Power of Your Fleet This session on the impact of GPS technology will address using GPS to increase productivity and make more money, increasing response times with auto-dispatch and navigation, matching customers to drivers and efficiently routing them, providing motor clubs with verified data to get paid quicker, lowering operating costs, and integrating GPS with your towing software program. Andres Bejerano, Traxxis GPS, Friday 6 p.m.

Managing Your Fuel Expenses How to effectively manage your fuel expenses and protect your business from rising fuel costs. Steve Fowler of 360FuelCard.com, Sean Jimenez of Prolock, with Cross Country Automotive Services. Saturday 8 a.m.

TOWMAN.COM - October 2011 • 57

Academy Passport admits you into all seminars! And breakfast to boot! Track 4: Managing Critical Processes

Lien on Me!

Discovery Workshop

The focus is on liens and the lien notification process. Find out how to get traction in notifying owners and lien holders when their vehicle is on your lot. Benefit from experts who provide services as well as discussion with peers who can share tricks of the trade to ensure a more efficient process. Jim Taylor, AutoDataDirect, Friday 5 p.m.

Are the issues preventing you from running a smooth, profitable, customer-oriented operation the same as other big towing companies? This is a participatory workshop; together we find solutions to issues and problems you have in common with others joining the session. Jim Weaver, Tracker Management, Friday 11 a.m.

The Dispatcher Should Build Your Business Sure, we all want a great personality matched with efficiency in our dispatcher. But it’s all in the details, from knowing when your words are helping to sell your company to knowing how to determine where the broken-down car is located. Dave Emmons, ProDispatch Service, Friday 11 a.m.

Dispatch Dynamics: The Failure to Communicate All too often in the tow industry messages are sent one way and received another way. This seminar focuses on the art of communication as it pertains to the tow customer. How to keep your customer on track, while getting the information you need for a successful dispatch. Dave Emmons, ProDispatch Service, Saturday 9 a.m.

Getting Recovery Bills Paid This veteran towman has built one of the nation’s most profitable businesses by knowing how to bill out and collect on recovery work. He identifies areas you may not be charging for and discusses how to collect from insurance companies. Bob Foquette, Recovery Billing, Saturday 9 a.m.

NMVTIS Reporting This session will provide you with a better understanding of the recent Department of Justice clarification on reporting of junk and salvage vehicles to the national database. Find out what types of vehicles must be reported, time frames and the various systems to report your data. Jim Taylor, AutoDataDirect, Saturday 8 a.m.

Managing Motor Club Calls This workshop will show you how to improve your efficiency with automation when dealing with motor clubs. Learn how to eliminate lost calls, how to bill and reconcile your invoices. Learn how to analyze the cost of doing business with the motor clubs. Shon Allen, SSCS/Digital Dispatch, Saturday 8 a.m.

Risk Management: Don’t be Blindsided This presentation will point out risk management best practices and fundamental considerations every tow owner/operator should understand. It will highlight what you can do better to protect the business you’ve worked so hard to create. Conducted by Mike Harding, Markel Corp., Saturday 10 a.m.

Track 5: Towing and Recovery

Know Your Rigging

Air Cushion Dynamics

Understand the numbers behind the equipment you use: chain, shackles, straps and wire rope all have ratings built into them. This seminar will make you a knowledgeable buyer. David Bouvia, WreckMaster, Saturday 10 a.m.

Critiques of award winning recoveries using air cushions, including in-depth discussion on underwater recovery. Howard Eagan, John Sweezy Jr., Matjack, Saturday 8 a.m.

Pitfalls of Rollover Recovery

Overcoming Damage Claims Through Education

You can roll over cars with wreckers and rollbacks, with or without side winching gear. This seminar is about identifying the pitfalls in rollover work. Terry Abejuela, AT, Sunday 10 a.m.

Damage claims are a major issue for towing services in our industry; find out what piece of equipment causes the most damage and why. You will learn ways to improve efficiency and safety and reduce your exposure. Scott Aey, WreckMaster, Sunday 9 a.m.

The Path to Recovery Success

Recovery Theater

Understand the dynamics of recovery through the eyes of WreckMaster’s senior lead instructor. Terry will explain weights and resistance regarding their effect on winching and uprighting procedures. Terry Humelsine, WreckMaster, Friday 10 a.m.

This legendary trainer critiques challenging recoveries on the big screen, some successful and some that go awry. Tom Luciano, Miller Industries with Nick Ovenden, Friday 5-7 p.m. Towing and Recovery is sponsored by Miller Industries.

58 • October 2011 - TOWMAN.COM

American Towman Academy/ Seminar Schedule Friday, November 19, 2011 9:00 AM 9:00 AM 9:00 AM 10:00 AM 10:00 AM 10:00 AM 10:00 AM 11:00 AM 11:00 AM 11:00 AM 4:00 PM 4:00 PM 4-7:00 PM 5:00 PM 5-7:00 PM 6:00 PM

Use Your Rating to Your Advantage, DJ Harrington, ATSA, Track 2 The Smart Phone Revolution, Todd Althouse, Beacon Software, Track 2 Expanding Into Auto Repair, Matt Winslow, Automobile Training Inst.,Track 1 The Path to Recovery Success, Terry Humelsine, WreckMaster, Track 5 Alternative Fuels, Stephen Yborra, NGV America,Track 3 Thinking Outside the Box, John Borowski, Amber Energy Services, Track 2 Weaving a Finer Web, Mike Rappaport, AMT & OMG National, Track 2 Discovery Workshop, Jim Weaver, Tracker Management, Track 4 The Police-Tower Relationship, Randall Resch, Track 2 The Dispatcher Should Build Your Business, Dave Emmons, PDSI, Track 4 The Road Service Option, Jim Heward, Cumberland Towing, Track 1 Finding Profit Killers, Jeffrey Godwin, USFleetTracking, Track 2 The Challenges Facing Today's Repossessor, Mike Howk, RSIG, Track 1 Lien on Me!, Jim Taylor, Auto Data Direct, Track 4 Recovery Theater, Tom Luciano, Miller Industries, Track 5 GPS: Maximizing the Power of Your Fleet, Andres Bejerano, Traxxis GPS, Track 3

Saturday, November 19, 2011 8:00 AM 8:00 AM 8:00 AM 8:00 AM 9:00 AM 9:00 AM 9:00 AM 9:00 AM 10:00 AM 10:00 AM 10:00 AM 10:00 AM

Air Cushion Dynamics, John Sweezy, Jr., Matjack/Int’l Wreckers, Track 5 Managing Motor Club Calls, Shon Allen, SSCS-Digital Dispatch, Track 4 Managing Your Fuel Expenses, Sean Jimenez, CCAS, Track 3 NMVTIS Reporting, Jim Taylor, Auto Data Direct, Track 4 Getting Recovery Bills Paid, Bob Fouquette, Recovery Billing Unlimited, Track 4 Gas Vs. Diesel, Todd Kauffman, Ford Commercial Truck, Track 3 Dispatch Dynamics: The Failure to Communicate, Dave Emmons, PDSI, Track 4 Auctioning the Easy Way, Randall Resch, Track 1 Know Your Rigging, David Bouvia, WreckMaster, Track 5 Turning Clean up Into a Revenue Source, John Borowski, Amber Energy Services, Track 1 Risk Management: Don't be Blindsided, Michael Harding, Markel Insurance Company, Track 4 Effective Marketing in the Internet Age, Matt Winslow, Automobile Training Institute, Track 2

Sunday, November 20, 2011 9:00 AM 9:00 AM 9:00 AM 10:00 AM 10:00 AM 10:00 AM 10:00 AM

Bold Leadership Impacts Your Bottom Line, Stacy Tucker, Chico Towing, Track 2 Auto Auctions: Do it Yourself, Gary Coe, Speed's Super Tow, Track 1 Overcoming Damage Claims Through Education, Scott Aey, WreckMaster, Track 5 Fleet Strategy & Utilization, Wreckers to Lowboys, John Borowski, Amber Energy Services, Track 3 Pitfalls of Rollover Recovery, Terry Abejuela, American Towman, Track 5 New Club Opportunities, Jeannine Booton, CCAS, Track 1 The Towman & Rescuer – Building Relationships, Stephen Martin, Track 5

Track 5: Towing and Recovery (Contd.) The Towman & Rescuer – Building Relationships Understand how to integrate the wrecker/recovery operator resources into an EMS/Rescue system. Learn what each needs to do to make a successful life-saving mission. Stephen will cover the basics of auto extrication: An overview of extrication steps and NIMS; how does the wrecker fit in; working with live loads; how to integrate with your local or regional EMS/Rescue System. Stephen J. Martin, ESI Equipment/JunkYard Dog Industries, Sunday 10 a.m.

November 17 - 20, 2011

TOWMAN.COM - October 2011 • 59

AT Expo Debuts Cutting Edge at Captains

ATSA Board Conference

The First Triumph

At the Captains of Industry Conference, Jim Shellhaas of Ranger SST will be talking on the developments of dispatch, GPS, smart phones and the Internet, a theme that carries over into Jim Shellhaas a few seminars of the American Towman Academy. Today towers are finding they are part of service networks created by the internet that are accessible on smartphones everywhere. Shellhaas and others at AT Academy will be explaining the skinny of this revolution and how it effects every towing company. You can also find out what you need to know about this dispatch revolution from the many dispatch and GPS system providers exhibiting.

The American Towman Standards Authority (ATSA) will also have a presence in Baltimore. Official Spokesperson DJ Harrington will conduct a seminar on the rating process, and be present at the Standards booth on the show floor. The ATSA Advisory Board will convene during AT Expo to discuss current operating standards. Find out what it takes to have your company rated Five Stars by ATSA.

AT Expo is known for its legendary show opening Saturday morning at 11 a.m. and this year will follow that tradition with the emergency light show and the singing of the Star Spangled Banner. But this year also debuts the American Towman Triumph on Sunday, featuring the show’s opening March followed by legendary AT hospitality, including “Chocolate Decadence” and soothing rubdowns from show massage specialists.

Tower’s Daughter Crowned

The American Wrecker Pageant, sponsored by Dual Tech, features the world’s most magnificent tow trucks, and perhaps the most beautiful pageant queen. The 2011 American Wrecker Pageant Queen is Amanda Beatty. Amanda is the daughter of Jim and Barb Beatty, who operate Past and Present Towing American Wrecker Pageant in Laurel, Maryland. Queen, Amanda Beatty Political Debut Currently “Miss Getting involved is taken to the max with Maryland Coed” Whatcha Havin’ Hon’ this special announcement at AT Expo: and holder of severThis year's food court on the show towman Gary Coe of Portland, Oregon al beauty pageant floor gets a stylish upgrade with the (Speed’s Supertow) will announce his can- titles, Amanda was Jerr-Dan Diner, sponsored by the didacy for the Oregon State Senate in once selected as a Jerr-Dan Corporation. Baltimore at the Captains of Industry student ambasConference, November 17th. Coe believes sador representing towers need to be involved with the leg- the U.S. in Great Britain. She graduated islative process to be able to influence laws from high school in 2009 and is currently that affect the towers’ bottom line. Coe will studying to be a radiologist, specializing in be running as an underdog in a state ultrasound. When you see Amanda on the where registered Democrats well outnum- show floor, ask her about the community Show Floor Mini-Clincs ber Republicans. service project she is working on involving This year we’ve taken some hot toys, stuffed animals, books and other gifts topics from the American Towman for afflicted children. Academy and made them available in condensed versions to everyone on the show floor. These 15–20 minute clinics focus into significant revenue opportunities for the tow business owner; Accident Cleanup, Online Auctions, Your Web Site and the American Towman TV debuts at AT Smartphone. Times are posted on Expo, headed by anchorwoman/producer Emily Oz. Two ATTV production the Events Schedule, page 39. crews will be present at the many special events and on the show floor to cover the action and relay it to hotel room tvs, convention center monitors, and over the internet at AmericanTowmanTV.com. Attendees will be able to view the “Show Daily” each day on their smart phones. American Towman TV will have a studio set on the show floor and will be John Borowski will conduct mini clinics interviewing towing professionals on accident clean-up as a revune source. throughout the show. 60 • October 2011 - TOWMAN.COM

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Special Event Sponsors CAPTAINS OF INDUSTRY

BULL & PIG ROAST “Miller Rocks!”

AT EXPO FOOD COURT “Jerr-Dan Diner”

AMERICAN WRECKER PAGEANT

FESTIVAL NIGHT

THE ORDER OF TOWMAN

Recovery Field Day at AT Expo Never before has the Exposition had so much to offer recovery specialists. From recovery procedures to collection of recovery bills (AT Academy) to critiques of award winning recoveries (DC Recovery Conference), to light and heavy duty recovery equipment on the show floor, American Towman has tapped the expertise of Tom Luciano, WreckMaster core instructors, trainer Terry Abejuela, Recovery Billing Unlimited Bob Foquette and others to add to your knowledge bank.

A.T. ACADEMY SEMINARS

DONNIE AWARDS

SHOW BAGS

INFORMATION BOOTH

REGISTRATION COUNTER

The DC Recovery Conference and Luncheon features critiques of the winning recoveries of the Donnie Cruse Memorial Recovery Awards. Besides rubbing shoulders with other die-hard recovery engineers, you profit from these lessons in light, medium and heavy duty recovery. One powerhouse event!

ACE AWARDS

EXPO INFO CARD

LANYARDS

Bob Fouquette’s seminar on Getting Your Recovery Bills Paid is back from last year by popular demand. Bob and his son Eric have created a system to handle insurance companies in an effective manner. His seminar will also show you how to itemize your bill at the full value of the work done.

LEGENDARY HOSPITALITY

You’ll find these recovery trainers both in the classroom and on the show floor. Luciano at the Miller Industries exhibit, all the core instructors at the WreckMaster booth, Bob Foquette at the Recovery Billing Unlimited booth. Terry Abejuela at various booths and functions on the show floor. John Sweezy Jr. (Air Cushion Recovery) at the Matjack booth. Stephen Martin, who conducts a seminar on the Towman/Rescuer relationship, can be found at the ESI Equipment/JunkYard Dog Industries booth. The show floor will be chock full of towing and recovery expertise with these men and the equipment specialists in the wrecker and carrier booths.

64 • October 2011 - TOWMAN.COM

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Die-hard cigar afficionados are meeting at the James Joyce Irish Pub, around the corner from the Marriott Waterfront, Friday, 2–4 pm

The Lure of

Baltimore’s Inner Harbor

American Towmans’ hospitality and Baltimore are a seductive combination. The Exposition is apace with events that let towing professionals have fun, rubbing shoulders and breaking bread among their peers from around the world. American Towman hosts its traditional, long table Captains of Industry Conference Thursday Night at the Marriott Waterfront and the pace kicks up from there. AT provides shuttle service to the B&O Railroad Museum, Friday from 9 a.m. to 4 p.m., meanwhile towers can tour the Inner Harbor on the Towman Luncheon Cruse; talk recovery at the DC Recovery Conference (Marriott Waterfront), or whoop it up when the towing industry takes over the Hard Rock Cafe on the waterfront (Miller Rocks!) Friday evening. Towing professionals taking part in the American Towman Academy experience AT’s legendary hospitality. Seminar Passport holders enjoy a hot breakfast Friday through Sunday at the Baltimore Convention Center. AT provides live band entertainment during Festival Night (Saturday) when it hosts the American Towman Medal Ceremony and on Sunday you may think you’ve entered a country club should you avail yourself to a complimentary massage or the Chocolate Decadence buffet, prizes and more, all part of the American Towman Triumph.

online registration @ atexposition.com

AT’s Harbor Hospitality From World War II submarines and ships from Pearl Harbor to 19th century tall ships and the National Aquarium across the waterway, Baltimore’s Inner Harbor is full of places to explore and to eat. The Harbor is full of great restaurants and a hopping night life for the energetic. From the microbrew pubs across the street from the Convention Center to those near Harbor Place and neighboring Fells Point, a water-taxi ride away,…to Little Italy, a short walk from the Marriott Waterfront, there’s no other getaway destination in the U.S. like Baltimore’s Inner Harbor.

AT Expo Official Beer Stein will feature a custom-sculptured wrecker on the lid. Available for free to advance registrants who purchase an American Towman subscription. See registration page 67.

Miller Rocks

Friday night Bull & Pig Roast Miller Rocks - At the Hard Rock Cafe Sponsored by Miller Industries.

November 17 - 20, 2011

Register Today ... no later than November 3rd $ave on Events, Seminars & Hotels • Avoid On Site Lines! AT Expo: Fax: 845-986-5181 • Mail: 7 West Street, Warwick, NY 10990 • Phone: 800-732-3869 / 845-986-4546 x214 •

'! # $

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: | 2nd Registered Name: |

| 3rd Registered Name ($5): |

4th Registered Name ($5): |

| Title | Title |Title |Title

Company: Show Special

Address: City:

State:

Phone:

Fax:

PLEASE CHECK BOXES BELOW ❏ Salv/Auto Parts ❏ Truck Repair ❏ Auto Body Shop ❏ Service Station

3. No. Employees: ❏ 1-5

EVENT SIGN-UP

Country:

E-mail: First time at Expo: ❒ Yes ❒ No 1. Is your Primary business Towing/Recovery : ❏ Yes ❏ No

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

Zip:

❏ Auto/Truck Dealership ❏ Vehicle Leasing ❏ Distributor Equip ❏ Other______________

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

4. Check one that best describes your purchasing authority: ❏ I authorize/approve purchases ❏ No authority ❏ I recommend 5. No. tow trucks in fleet: ❏ 1-3 ❏ 4-7 ❏ 8-12 ❏ 13-16 ❏ 17+ 6. Types of tow trucks in fleet (check those that apply): ❏ Light Duty Wrecker ❏ Heavy Duty Wrecker ❏ Transport/Trailers ❏ Medium Duty Wrec. ❏ Carriers ❏ Class 7/8 Tractor ❏ Service Vehicle ❏ Rotators

AT EXPO: Thursday through Sunday, Nov. 17-20 • Baltimore, MD

PRICING

Subscribe to American Towman (or extend your current subscription) and receive the Official AT Expo Beer Stein on show floor. Advance-Registrants Only

FILL IN PRICE

$%" (, 11 am - 6 pm • % (, 11 am - 5 pm, Nov. 19-20. 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 $ ___________ $ ___________ ❏ ACADEMY PASSPORT! All Seminars, Nov. 18-20 (Includes complimentary breakfast Friday, Saturday, & Sunday) ............. $75 per person ❏ 1st registrant ❏ 2nd registrant ❏ 3rd registrant ❏ 4th registrant (register now and save: fee rises to $95 on-site) $100/$150 $ ___________ ❏ AMERICAN WRECKER PAGEANT Sponsor: Dual-Tech, Fri.-Sun., November 18-20 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

❏ EXHIBIT HALL

❏ Light (pre-2010) ❏ Light (2010-11) ❏ Med ❏ Vintage (Pre-1985) $150: ❏ HD Single Axle ❏ HD Tandem ❏ Rotator ❏ Carrier ❏ CAPTAINS OF INDUSTRY DINNER & CONFERENCE Thurs. Nov. 17, 6:30 pm. Sponsored by American Towman Magazine, $100:

Marriott Waterfront Hotel; Surf ‘n Turf Dinner and Legendary Captains Long Table Limit: two people . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$75 per person ❏ TOWMAN HUNT-SKEET SHOOT Friday, 9 am, Nov. 18. Includes shooting fees, lunch and transportation. # of People _____ $75 per shooter $45 per person ❏ HARBOR LUNCH CRUISE Friday, 12:30 pm Board, Depart 1:00 pm, Nov. 18, # of People _____

$ __________ $ ___________ $ ___________

❏ DC RECOVERY CONFERENCE/LUNCHEON

Sponsors: Miller Industries, B/A Products; Marriott Waterfront Hotel Fri., Nov. 18, 12:30 pm., features Donnie Cruse Recovery Awards and critiques of the 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. 19, 7:30 pm Features Gourmet Dinner and Entertainment # of People _____ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .$55 per person ❏ TOWMAN TRIUMPH Sunday Celebration on show floor, free # of People _____ TRIUMPH’S CEREMONIAL SCARF ...... $10 per scarf ❏ AT SUBSCRIPTION W/PREMIUM GIFT OF AT EXPO BEER STEIN Order: ❏ one year/one stein ❏ two years/two steins........ $45/one year AT Expo Beer Stein(s) must be picked up Saturday or Sunday on the show floor.

❏ BULL & PIG ROAST AT THE HARD ROCK

TOTAL

$ __________ $ __________ $ ___________ $ ___________

$ __________

Miller Rocks! at the Hard Rock Café: Free! Sponsor: Miller Industries, Friday, Nov. 18: 7:30 #_______ 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 hotel check to BACVA if not using credit card (1st night amount only)

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

Arrival Date:______________, 2011 - Depart Date: _______________, 2011 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 ORDER CEREMONY, AND DONNIE AWARDS LUNCHEON TAKE PLACE HERE! GUESTS RECEIVE 10% OFF FOOD / MEAL PURCHASES AT WATERFRONT H OTEL R ESTAURANTS AND R OOM S ERVICE & FREE INTERNET

___Marriott Inner Harbor • $172 Sgl/Dbl One block from Conv. Ctr., fitness center, restaurant, non-smoking hotel. %& " '! % " %"# " $ " $

$ "(

___Renaissance Harborplace Hotel • $172 Sgl/Dbl Balt2011

4-Star, rooms w/harborview, fitness center, restaurant/bar, connected to Mall. Three blocks from Conv. Ctr. Non-smoking hotel. ! $ "( %& " '! % $ " $ ___Days Inn Inner Harbor • $125 Sgl/Dbl Across from Conv. Ctr., bar & grill, fitness ctr.

___Sheraton Inner Harbor • $164 Sgl/Dbl, $185 T One block from Conv. Ctr. with a catwalk, indoor pool, fitness center.

___Holiday Inn Inner Harbor • $129 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, $209 T Next to Conv. Ctr. with a Catwalk, pool, fitness center.

___Best Western • $109 Sgl/Dbl Located two miles from Harbor, Shuttle to Conv. Ctr., breakfast included

SERVING THE TOWING AND RECOVERY INDUSTRY SINCE 1966

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Exotic, High Performance or Low Clearance vehicles are no problem for Chevron’s Generation II LoadRite carriers. The LoadRite features a unique “drop deck” design with a sloped tail section that improves the load angle an additional 3 degrees. For ease in securing your load, the LoadRite option on a steel carrier features bidirectional chain locks down the inside rail every 12 inches. Number 154 on Reader Card d1,111

Automotive Preferred Supp lier

Diesel fuel

Gasoline

Out of

Fuel Service A

s vehicles continue to get more complicated, simple service calls, such as fuel delivery to a stranded motorist, require tow operators to stay up-to-date on the current technology. Changes in vehicle designs often affect the way we service them. To safely and effectively provide out-of-fuel service, tow operators must carry the proper equipment and knowledge.

Equipment

A CARB-compliant fuel container and spout.

Story and photos by Terry Abejuela

Fuel Delivery on the Fly ... Not-So-Simple Service Calls

At least two fuel containers should be carried: one each of gasoline and diesel fuel. Don’t use the same container for both types of fuel. Containers for gasoline should be red and labeled “gasoline.” Containers for diesel fuel should be green or yellow and be labeled “diesel fuel.” Most trucks carry 5-gal. fuel containers, but it’s not a bad idea to also carry at least one smaller container such as a 1- or 2-gal. container. You may have situations where the vehicle is located in an unsafe spot and you want to pour a small amount of fuel in to get them started and moved to a safer location (like off the freeway). You may also have a customer who does not have the funds to pay for 5 gallons, so you will easily be able to provide a smaller amount. Some states may require specific types of fuel containers and spouts. For example, the California Air

continue to page 72 70 • October 2011 - TOWMAN.COM

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OUT Of FUEL continued from page 70

Cover for manual override lever for fuel door located on drivers side rear of trunk on a Lexus.

Resources Board in 2001 adopted emission and spill control regulations that regulate the sales of new gas cans in the state. These regulations were designed to reduce smog-forming pollution. Make sure to purchase fuel containers that meet your local requirements. In addition to the fuel containers, consider also carrying: •Funnel. •Absorbent pads. •Safety glasses. •Gloves. •Pick tool for locking gas caps. A funnel may be needed on some vehicles that have their fuel filler neck located in an area where the standard spout does not reach. The absorbent pads can be used on the ground or to protect a customer’s vehicle from spills. Make sure to dispose of the soiled pad appropriately. Safety glasses and gloves should be worn during fuel delivery service. The pick tool comes in handy when your customer has lost the key for the cap. This tool is fairly simple to use, works on a significant number of caps and does not require a lot of practice.

Electric Fuel Door Override Many late-model vehicles have an electric fuel door release. In the event that the system malfunctions, they have a manual override system. Many manual override levers are located in the trunk or cargo area, usually on the passenger’s side but sometimes on the driver’s side. Some are behind removable panels, others are hidden and have to be located by reaching in and feeling for the handle. Some of the Porsche models’ fuel doors are located in the passenger’s side fender and are accessible by opening the passenger’s door and locating the 72 • October 2011 - TOWMAN.COM

Cover removed on Lexus.

lever just above the upper door hinge. The 2010-’11 Porsche Panamera’s fuel door is controlled by the central locking system. In the event that this system fails to operate properly, the manufacturer recommends the vehicle be towed to a repair facility. When pulling the manual override lever on some vehicles there may be a delay of up to 15 seconds before the fuel door opens. This delay is caused by a computer that monitors the pressure in the fuel tank and may wait for the fuel tank to depressurize. Too much pressure in the tank may cause injury to the person that removes the fuel cap.

Lever for fuel door override on Lexus.

owner’s manual to see if there are two switches. Some vehicles have computer-controlled inertia switches. Usually if you cycle the ignition key from on to off to on, it should reset the inertia switch. Some of the Jaguar XF Series cars have a reset procedure using the engine start/stop button without stepping on the service brake pedal.

No-Cap Filler Neck Some vehicles are now equipped with no-cap filler necks. This system has a stronger flap that closes over the

Inertia Switches Inertia switches, often called fuelpump cut-off switches, are common on many late-model vehicles. The inertia switch shuts off the fuel pump in the event of a collision so that the fuel pump does not continue to pump if there is a ruptured fuel system. These switches are often tripped in minor collisions where the vehicle is drivable; they also can be tripped by sudden jolts like hitting a curb or parking stall bumper. If it appears that a vehicle is not getting fuel to the carburetor or fuel injectors but has fuel in the tank, the inertia switch may have been tripped. These switches are commonly found on some models of Ford, Mazda, Lincoln, Mercury, and Jaguar. They are commonly located behind the passenger’s side kick panel or the passenger’s side rear cargo or trunk area. Some are located under the dash near the heater box. On at least one model of Daewoo, the inertia switch is located on the right side of the driver’s seat. Some vehicles may have two inertia switches. It is possible that one may trip and the other doesn’t. Check the

Ford’s “Easy Fuel” no-cap fuel-filler neck.

fuel-filler hole when the gas nozzle is removed. When a fuel nozzle is inserted into the fuel-filler neck, it is the correct diameter to push tabs on each side of the fuel-filler hole to release the flap to open. If a tow operator tries to put the spout of the fuel can or a funnel into the fuel-filler neck that is not the right diameter, it will not push the tabs to open the flap. These vehicles should be equipped with a special funnel that is commonly stored with the spare tire or tool kit.

continue to page 74

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TOWMAN.COM - October 2011 • 73

OUT Of FUEL continued from page 72 The only vehicles that I know of that currently have this system are some models of 2010 and newer Ford, Lincoln, Mercury and Aston Martin.

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atstandards.com 74 • October 2011 - TOWMAN.COM

I strongly discourage the priming of carburetors with gasoline or starter fluid. Many tow drivers have been hurt attempting this, and starter fluid may damage some fuel injectors. I recommend towing instead of priming. When a diesel vehicle runs out of fuel, there are some manufacturer-approved procedures for priming them. Some older models of Mercedes-Benz have a hand pump under the hood to prime the system. Some vehicles have an air valve used to purge air out of the system. Some of theses procedures are complicated and may not be feasible on the side of the roadway. I recommend that the vehicle be towed to a repair facility if you are not able to get the vehicle started after adding fuel.

Storing fuel When storing fuel on the tow truck, make sure the fuel containers are securely fastened to the truck to avoid spills. Try to store the containers in a location that is easily accessible and will not cause injury when trying to take a full 5-gal. container off of the truck. Both gasoline and diesel fuel, if stored long enough, will eventually become contaminated to a point where the fuel may cause damage to a vehicle. I recommend that gasoline be stored up to six months, and diesel fuel for up to one month. Many people feel that both fuels will last longer than that, but if you are providing fuel to a customer I think it is worth the extra effort to ensure that you do not provide contaminated fuel that might cause costly damage. Tow operators will usually use the gasoline soon enough, but diesel may sit on a truck longer than one month. If you are not using the diesel fuel in your container at least once per month, consider keeping the container empty and fill it just prior to servicing a customer that has run out of diesel. Or, if your truck runs on diesel, just pour it into the fuel tank of your truck at least once per month and refill the container. When filling fuel containers, it is recommended that they be taken off of the truck and placed on the ground to avoid static electricity charge that may cause a spark and ignite fuel vapors. With the proper equipment and up-to-date information, tow operators can safely and effectively provide fuel delivery service. Terry Abejuela has 30 years of light-duty towing-and-recovery experience; he's also been a light-duty level 1 instructor for the California Tow Truck Association since 1998.

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Courtesy Towing owner Mark Jones is knee-deep in the stream doing the initial rigging.

The hybrid SUV wound up in a stream, resting on power lines 75 feet below the road.

Hybrid in the Stream by Dave Lambert Photos by Courtesy Towing

Several Inquiries Precede Recovery's Start

he combination of a slick road, a lazy curve, standing water and a teen with a cellphone nearly spelled disaster in Florida. The police call that Courtesy Towing operator Josh Center responded to wasn’t just a vehicle in a ditch, as first reported. A Ford Escape Hybrid left the road, took out a portion of a metal fence, dropped 4 feet off a barrier, followed a concrete wall down a 75-foot slope and came to rest in a shallow

continue to page 78 76 • October 2011 - TOWMAN.COM

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HYBRID IN THE STREAM continued from pg 76 stream. On the way down it also took out what looked like a power box, and the wires were now in the water, under the vehicle. The four-lane divided highway where the wreck occurred is heavily traveled. There were numerous first responders on scene and one of the two westbound lanes was already closed. After assessing the situation, Center called company owner Mark Jones for additional assistance.

Inquiries First After arriving on the scene, Jones made several inquiries before the recovery began. He asked his dispatcher to reference an office copy of “Hybrid Hazards” for information on how to handle a hybrid vehicle that’s partially submerged. The 12-volt battery was disconnected (negative cable first), the HV service switch was removed, and the vehicle’s smart key was moved more than 16 feet from the vehicle.

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(Performing all three wasn’t necessary, but why take a chance?) Jones asked the fire department if they had used a “hot stick” in the stream to determine if the wires from the power box posed a threat. They didn’t have one and had to call for one. In the meantime, Jones found a phone number on the side of the power box and called it. It turned out the lines in the water were used to determine the level of the stream and the box was a

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Halfway through the pull, this Ford Escape Hybrid still needed a lift over the concrete wall.

continue to page 80

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HYBRID IN THE STREAM continued from pg 78 low-voltage, solar-powered transmitter that posed no electrical threat. Mark’s next call was to the county’s version of the Environmental Protection Agency. The vehicle was in an environmentally sensitive, flowing stream that had to be inspected before the recovery began and after the vehicle cleared the water. Otherwise, Courtesy Towing could have been held responsible. After the Florida DOT took down several additional sections of the metal and wire fencing, the recovery finally began.

Pull, then Lift The Escape’s rear undercarriage offers very little structural integrity to support the pull that would be required, and it also was unknown how much damage had been sustained during the crash. Knowing that After 90 minutes, the Escape is loaded onto the flatbed.

continue to page 82

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HYBRID IN THE STREAM continued from pg 80 a lift would be needed to clear the concrete wall at the end of the pull, it was decided to attach a makeshift bridle to the rear roof pillars that would support both the pull and the lift over the barrier. The second truck, operated by Bryan Marco, was positioned to attach a line to the passenger’s side “B” column to prevent the Escape from rolling over near the end of the pull where the ground sloped sharply away. The vehicle was winched out of the stream and up the slope with no problems. Once the Ford reached the wall and the rear end was lifted, Marco reattached his line to turn the Escape so its frame sat nearly square on the wall. Police then stopped traffic on the entire road and I maneuvered the flatbed into position behind the Escape for loading. I attached the flatbed’s winch to secure the vehicle,

and both boom trucks, already in an ideal position and attached to both front tires, lifted the front of the vehicle while the flatbed winched the vehicle onto the bed. “We used a medium-duty Century 612 for the pull, a light-duty Century 311 to stabilize the Escape, and a Jerr-Dan, 21-foot aluminum bed to transport back to our yard, “ said Jones. “All the operators on the scene were trained and certified by the North American Towing Academy and PWOF in light-, medium- and heavy-duty. The entire recovery operation took about 90 minutes and the road was closed for about 15 minutes while loading the Escape on the flatbed.” The driver was fortunate and suffered only a small scrape on her arm, but her Ford Escape was totaled. The cellphone that contributed to the crash was never found.

David Lambert is president and lead-instructor for the North American Towing Academy, providing tow operator training and certification programs to state and national associations and individual towing companies. He assisted in editing TRAA’s Level I certification program; served as Chairman of the SAE Towability Committee; and, past field editor for American Towman Magazine. He can reached at 407-765-5149 or http://www.TheNATA.com..

Got a recovery for AT? Email the details and high-resolution photos to the editor at bdooley@towman.com to be considered for a recovery feature in AT. Your submissions may also be considered for AT's online use and/or a Donnie Cruse Memorial award.

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Though Jon hadn’t been planning a move to Dallas, when the opportunity presented itself he fully evaluated it. “A company I haul for here in Kansas City has a terminal in Dallas, and they weren’t getting the service there they get here” from us, Jon said. The company approached Jon about adding a Santa Fe location there. Jon considered it, they showed him some numbers, “and I went out and got some medium-duty rollbacks, a couple Landolls and four road tractors,” he said. Adding towing and recovery to the equipment hauling in Dallas hit a slight hitch this past spring, however, when an EF5 tornado tore through Joplin in the late afternoon on Sunday, May 22. It missed the Santa Fe yard there, but destroyed the branch manager’s house. “My branch manager in Joplin was getting set to move to Dallas to run that location and expand there into heavy wreckers,” Jon said. “He had just put his house on the market a week prior. “I was at home and the phone rang. ‘I don’t have to worry about selling my house, Jon,’ he said. ‘My house is gone.’ ” Jon called four Kansas City drivers immediately to go to Joplin with him with their airbag trailer, the rotator and another heavy-duty truck and a rollback. The phones were out and he didn’t know what they’d find; they got to the area and started working on I-44 uprights at 8 p.m. They got three trucks moved by 5 a.m. on Monday, and other companies worked on the other six on the interstate. The rest of that Monday, they worked on customer semis at the Flying J truck stop until about 7:30 p.m. for customers, using airbags for the trailers, which were mostly destroyed, and hauling them to their yard. Then Tuesday, during the continuous torrential downpour that began

continue to page 86

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86 • October 2011 - TOWMAN.COM

Sunday, they received a call from a trailer shop and spent 12 hours with the rotator picking up trailers in that yard that were upside down and strewn about. “The days just ran together,” Jon said. “I was there for six weeks myself.” Those first few days didn’t even include any personal vehicle recoveries as the main cleanup hadn’t started yet. Altogether, Jon said the company had 17 trucks in the area and moved 865 cars in two weeks at their busiest. “We pulled a car out of a secondstory window in the hospital, lifted cars down 14 feet out of trees, lifted 6-foot diameter trees off of cars and saw a house balanced on a Kia Sportage,” he said. They had to leave the Kia alone for safety reasons rather than try to get in and attach chains to it. With drivers in from Kansas City and unfamiliar with the area, navigating the city could have been a nightmare due to debris-blocked streets and missing street signs and addresses. Jon hired his office manager’s teen daughter and some of her friends to ride in the two-car haulers to do paperwork and help the drivers get around the city and through shortcuts. “Without that help, those drivers would still be there with GPS looking for the cars,” Jon said. Jon said they used five seven-car haulers to move recovered cars from his Joplin lot to Springfield for IAA. Due to curfews, they could only run from 6 a.m. to 9 p.m., which amounted to four loads per day per truck. There were 275 cars stacked up in the Joplin yard waiting to go at one point. They’d load up the trucks every night so they could go out first thing each morning. At the same time as they were moving cars in Joplin, Santa Fe’s equipment company made the Joplin yard a drop lot for generators and other equipment from Tennessee, Houston and Dallas. As Joplin exemplified to the extreme, “the towing business is not a job, it’s a lifestyle. You’re committed; you’ve got to love it,” Jon said.

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Peterbilt's 386 LNG recognized by EPA

Peterbilt Motors Co. has been accredited for developing the industry’s first SmartWay-designated alternative-fuel vehicle. The Environmental Protection Agency’s SmartWay Program has recognized Peterbilt’s Model 386 liquefied natural gas truck as meeting the established fuel-saving, low-emission equipment requirements set for Class 8 trucks. The Model 386 LNG will join Peterbilt’s family of SmartWay designated vehicles which includes the Model 587, Model 386 and Model 384. “The Model 386 LNG SmartWay designated vehicle offers optimal fuel and emissions efficiency with horsepower and torque equal to a diesel-fueled engine, making it the ultimate environmentally sound performance solution for customers,” said Bill Jackson, Peterbilt general manager. The alternative fueled vehicle is powered by the EPA-certified Westport GX engine, offering up to 475 horsepower and 1,750 lb-ft of torque. The 15-liter engine uses high-pressure direct-injection technology, specialized cryogenic fuel tanks, and associated electronic components to facilitate robust performance and reliable operation. This technology uses a low-cost, cleaner-burning fuel than diesel without compromising engine torque, power, fuel economy, or drivability, in addition to reducing greenhouse gas emissions by 25 percent. For more, visit www.peterbilt.com.

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Number 191 on Reader Card

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TOWMAN.COM - October 2011 • 89

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Visit www.towindustyweek.com for towing news you can use. TH

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Cross Country Automotive Services said it is introducing the nation’s first mobile charging warranty roadside assistance program for electric vehicle owners. The program offers emergency charging assistance—approximately 5 miles of range in as little as 15 minutes of charge—to drivers whose electric vehicle batteries have been depleted. Services will be provided through specially equipped mobile charging units. The seven initial markets for the program are Los Angeles, San Diego and San Francisco, Calif.; Phoenix, Ariz.; Nashville, Tenn.; Portland, Ore.; and Seattle, Wash. The first mobile charge within the program was successfully completed in August in Phoenix. The mobile chargers may be mounted on small trailers, and consist of 10 kwh propane-powered generators that efficiently charge the disabled electric vehicles. Available to both Service Providers and dealerships, the chargers offer the capability to quickly and safely charge multiple vehicles concurrently. For more information, visit www.crosscountry-auto.com.

GPS Insight Makes Inc. 500/5000 Again Inc. magazine ranked GPS Insight No. 1,574 on its fifth annual Inc. 500|5000 ranking of the nation's fastest-growing private companies. The company’s 3-year growth is 174 percent. “We are very happy to make this prestigious list again in 2011,” said Robert Donat, founder/CEO of GPS Insight. “Our technology, product, and staff have really propelled our growth through 2011, and we are glad to be in this position with continued strong growth into 2012 and beyond.” For more information, check out www.inc.com/5000 or www.gpsinsight.com.

RI OMI N A J E2 J AHER0

FOR 1HE 201 f T OWM A N M A L *NOTE: Describe the incident and include the name, company, phone number and address of the nominee. All accounts should be able to be corroborated by a third party source, i.e., police, victim, witness.

American Towman Exposition, Baltimore MD, Nov. 18-20, 2011 Nominee’s Name:

Phone:

Co:

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Phone:

Send to: Steve Calitri American Towman 7 West Street Warwick, NY, 10990 scalitri@towman.com

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Fleet Sales West Reorganizes

A recent reorganization of Fleet Sales West (Woodburn, Ore.), Chevron West (Sacramento, Calif.) and Golden West Towing Equipment (Anaheim, Calif.) included Robert Carey being named operations VP and Mary Brunick named finance and administration VP. “We must streamline our operations and pinpoint proactive steps to ensure success and profitability,” said Donna Coe, senior VP. Carey will focus on field operations, establishing clear performance metrics and standardization of processes, providing support and direction at each dealership level. He has 27 years of experience in strategic business management and has worked with the dealerships for several years as a consultant. Brunick has been with the company since the outset, as dealership controller and lead for the administrative assistants. She will narrow her focus to more financial planning and budgeting, continuing to provide support and direction to the administrative coordinators in their accounting and supporting roles to the dealership general managers.

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Number 150 on Reader Card

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Bad to the Bone

ver the past 12 years, I have had the pleasure to photograph and write about many beautiful rigs for AT. Unlike other “My Baby” pieces I have done over that time, the owner of this rig is not a tower. This rig is owned and driven by Al Meyling of Southern California. Construction is Al’s main occupation. As a side business he has a BBQ restaurant named “Bad to the Bone,” which is what he calls this beauty. Al also builds and collects classic cars and hot rods. Tired of hauling his vehicles around in trailers, he decided to build a truck to handle the job of transporting his vehicles to and from shows. He didn’t want just any car carrier. It had to be a one-of-a-kind unit that would be as eyecatching as the cars it was hauling and serve his purpose. This is not your grandfather’s tow truck. The chassis started as a 2002 Freightliner motorhome chassis with a diesel pusher motor setup (engine located in the rear). They are most commonly built on Freightliner chassis with Cummins and Caterpillar being the engines of choice. Al worked with businesses he knew in the area, from his years of building and restoring classics and rods, to make his dream truck a reality.

by Jim “Buck” Sorrenti

Tech Highlights Chassis: 2002 Freightliner Wrecker Body: Casanova’s Towing Equipment custom Engine: 400 CAT Trans: 4000 Allison Winches: Planetary 9,000-lbs. worm winch Graphics by: Mac Graphics Built by: Casanova’s Towing Equipment; Compton, Calif. Special equipment: Lodar wireless system, Muncie hydraulics, Weatherhead hoses, custom hydraulic cylinders and electric valve body. Bodywork: McMillan’s Auto Body; Bellflower, Calif. Paint: Tim Beard; San Jacinto, Calif.

Conversion The first order of business was to convert the pusher diesel into a front-engine unit. A converted drop spindle was used to lower the front end. Then the rear end was flipped over to turn it into a frontengine Freightliner. The body of this rig was originally a two-door stake-bed farm truck. McMillan’s Auto Body in Bellflower made it into a four-door crew-cab with suicide doors. Jorge Casanova and his crew at Casanova’s Towing Equipment in Compton built the business end of this unit. The wrecker body is a custom-built 16-ft. steel bed sloped at the rear for a bet-

ter load angle. None of the beds marketed by industry manufacturers would fit the body design, so Jorge built the custom rollback design similar to the JerrDan Shark bed style for a decent load angle for hot rods, classics and bikes. This unit has a 10,000-lbs. deck capacity. Special equipment on this unit includes a Lodar wireless system, Muncie hydraulics, Weatherhead hoses, custom hydraulic cylinders and electric valve body. “This truck is not just for looks,” Casanova said. “It’s a functional unit that we built from scratch to fit the customer’s request.” A 400 CAT engine mated to a 4000 Allison transmission powers Bad to the Bone and a 9,000-lbs. planetary worm winch handles the pulling. Once it was together, Al hired Tim Beard in San Jacinto to lay down the striking copper metallic paint job and tasteful old school pinstriped accents. “With the airbags all around, my baby rides like a Cadillac,” Al said. “Now instead of having to trailer my cars, unload them and park the trailer, I haul them to shows on this beauty and enter it as well; it kills two birds with one stone. “I’ve even hauled Harleys for my friends. It can fit four at a time.” There is no doubt that this rig will turn heads wherever it rolls and bring home its share of trophies from the shows.

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Number 183 on Reader Card

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Send your thoughts/suggestions on the Adventures to scalitri@towman.com or American Towman, 7 West St, Warwick NY 10990

GEICO would like to thank you for your daily commitment to making the roads a safer place for our 12 million drivers — 24 hours a day, 7 days a week, 365 days a year.

John Little AVP Centralized Services

©GEICO

® DEICD geico.com Government Employees Insurance Co. • GEICO General Insurance Co. • GEICO Indemnity Co. • GEICO Casualty Co. These companies are subsidiaries of Berkshire Hathaway Inc. GEICO auto insurance is not available in Mass. GEICO: Washington, DC 20076. © 2005-07 GEICO Number 129 on Reader Card

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