American Towman Magazine - September 2012 by dortiz-towman

Number 176 on Reader Card

Number 153 on Reader Card

FEATURE CONTENTS

Securing Business in Baltimore Whether for municipal, commercial or motor-club calls, tow bosses can fuel their operations at the annual AT Expo. by Steve Calitri

Departments Low Down . . . . . . . . . . . . . . . . . .6 News Share . . . . . . . . . . . . . . . . .8 Road Tools . . . . . . . . . . . . . . . . .10

Tow Boss . . . . . . . . . . . . . . . . . .12

Flatbed Carrier Uprights Bus

Repo Run . . . . . . . . . . . . . . . . . .14

A training session recovery demonstrated how a Side Recovery Guide expands capabilities. by Brendan Dooley

AD Index . . . . . . . . . . . . . . . . . .16 Tow Engineer . . . . . . . . . . . . . . .26 On Screen . . . . . . . . . . . . . . . . .70 My Baby. . . . . . . . . . . . . . . . . . .72

Towman’s Market . . . . . . . . . . . .74

Coping with Loss

Adventures of A.T. . . . . . . . . . . . .77

The Wall of the Fallen memorial each year underscores the need for emotional help on the job. by Mickey Mills Multi-winch boom displayed at the AmericanWrecker Pageant, Baltimore, Md. See page 62

Time to Pretty Up If you're thinking about bringing your truck to the American Wrecker Pageant, heed this judge's advice. by Randall Resch

TOWMAN.COM - September 2012 • 5

Doing Business with the Devil by Steve Calitri

n Visalia, Calif., the town allows up to $200 for a police-ordered tow, requiring that $50 be kicked back to the town. There are 25 companies on the rotation and each company is averaging 10 police calls a month. Towers may be happy with the situation. “If you can’t make money charging $200 an hour and dishing out $50 to the police department, you’re doing something wrong,” Mike Paim, owner of A-Independent Towing in Visalia, told the local newspaper. Given the average retail rate charged by towers in the U.S. is below $100, it’s understandable that towers would accept this form of legal extortion. But examining it for what it is and all its ramifications, does any business want the government taking 25 percent of its take, pre-tax? The towns surrounding Visalia do not require any per-call fee. How long will that last now as they watch a neighboring town fill its coffers at the expense of towers? A police department could make the case for some form of fee to support its dispatch operation, or not. Aren’t the police department and its operations funded by taxpayer dollars? Will towers be expected next to pay for police time on-scene of an accident because the police are assisting in making the roadway safe for the tower to do his work?

6 • September 2012 - TOWMAN.COM

I initially posed these questions on the “Rates & Trade” page of TowIndustryWeek.com. Here are a few of the responses posted by TIW readers: “This just goes to show you that the government is just as bad as the people that they put in jail,” wrote Gene. “Kickbacks smell like a crime family ‘protection’ racket, gotta pay to play on our street,” added Joe. “This can only lead to more corruption since the city is already on ‘the take.’ Contracts should only go to companies that meet certain requirements, not whether or not they will pay. If those towers had the integrity and the cajones they would shut it down and let the city deal with all the wrecks clogging the roads, that would send a clear message.” “Our police rate is $230 per hour. There is no kickback. We tow for three agencies and the rate is the same,” said Ray. “None of them require anything for free either (like tows or service calls). I personally wouldn’t care if they did as long as they allowed an increase in my fee so their ‘fee’ doesn’t come out of my pocket. I don’t think anyone should care either. The only people who feel it are drunk drivers who get caught, illegal aliens who get caught, people driving on a suspended or revoked license who get caught or the insurance companies and they are ripping everybody off anyway.”

Publisher Dennie Ortiz Editor-In-Chief Steve Calitri Editor Brendan Dooley Operations Editor Randall Resch Field Editors Terry Abejuela Jim “Buck” Sorrenti Chassis Editor David Kolman Safety Editor Bill Simmons “On Screen” Editor Emily Oz Repo Run Editor Mark Lacek Editorial Board Tommy Anderson; Dallas, Texas Roy Carlson; St. Paul, Minn. Gary Coe; Portland, Ore. 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 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 Publisher’s Assistant Sintora “Toni” Vanderhorst Tow Industry Week Media Director William Burwell American Towman TV Program Director Emily Oz American Towman Media Headquarters 7 West Street, Warwick, NY 10990 800-732-3869 or 845-986-4546 President Steve Calitri 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 ATTV: americantowmantv.com Copyright ©2012 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.

Number 109 on Reader Card

Tow Boss Keeps Fighting Bexar Towing founder John DeLoach was arrested recently in San Antonio, Texas, for refusing to reduce a $293 towing charge. It was part of his fight against the city’s $85 private towing fee cap. DeLoach briefly conceded and has started charging people the city-mandated fee since his arrest. Bexar Towing has 3,000 private contracts. The city’s decision to set the $85 fee forced DeLoach, he said, to lay off 30 percent of his staff in 2002. San Antonio still is far below other fee caps in Texas cities (Houston is $155; Dallas is $121 plus $40 in fees.) The city attorney defended the city’s legal action against Bexar Towing, which was cited by police about 500 times in May for charging more than the city’s limit. DeLoach said he is going by a 2003 state law that requires cities to conduct studies to determine the appropriate cost for tows. Two months after its passage, DeLoach sent the city a letter asking officials to launch such a study or else he would increase his rates “to a more reasonable representation of my company’s financials.” The city did not do the study; DeLoach increased his fee to $115. When the state law was amended again in 2010, he bumped it to $250, plus the extra fees. Throughout that time, DeLoach said, the city’s enforcement of the rules was sporadic. DeLoach said the city eventually conducted a tow fee study in 2006 but it never saw the light of day. Now a new study is under way. Source: www.mysanantonio.com.

8 • September 2012 - TOWMAN.COM

Seattle Set for Fee Cap In the ongoing tit-for-tat fee battle in Seattle, Wash., between tow operators and legislators, city leaders are poised to cap towing and storage rates for the first time. The proposed legislation sets a tow rate of $156.75 with a $15.50 storage fee for up to 12 hours. City council and the mayor believe there is a culture of predatory practices throughout Seattle. “We will now be able to regulate an industry that in the past has been in need, let’s say, of some regulations,” one council member said. The towing association responded to the move with a written statement: “We are disappointed with the proposal released today to fix prices for towing services in Seattle. This was done without any third-party study of the actual costs of operating a towing business and we believe it is contrary to state law.”

The association also said it would be, “evaluating all our options, legal and otherwise.” The city stated that they asked the association for data that would help them determine what would be the right level for fee caps. They say they were told the association does not have that kind of data. Source: www.komonews.com.

Mobile App for Motorists The AAA Mobile app bundles services for motorists and is available for iPhone and Android-compatible devices. The app centers on getting members help at the roadside, travel plans and discounts. Available for free in iTunes and Google Play app stores, features include:

• Road service request (app identifies location). • AAA Approved auto repair locator. • Gas station locations. • Instant battery replacement quotes. • Electric vehicle charging station locations. Source: AAA.

... New fee study scheduled in San Antonio ... Side Puller Patented

Dale Jr.’s Car Going to Baltimore Show

Chuck Ceccarelli, president of Idaho Wrecker Sales/Rimco Inc., announced the company was awarded United States Patent No. 8,192,135B2 for its Side Puller. This includes the SP8000, SP12,000 and SP20,000 Side Pullers. “This is a big day for us, now we can stop all the other imitators who have been copying our design,” Ceccarelli said. “The Side Puller has been hailed as one of the industry’s top inventions, now we have the United States Patent Office backing us with a patent.” www.sidepuller.com

Stertil-Koni Sues for Patent Infringement Stertil-Koni USA Inc. filed a patent, trade dress and copyright infringement lawsuit against Vehicle Services Group LLC, which does business under the name Rotary Lift. The suit alleges that Rotary Lift’s EFX line of scissor lifts infringe on a Stertil-Koni patent for its ECOLIFT scissor lift. Stertil-Koni’s complaint seeks damages and an injunction preventing Rotary Lift from further acts of patent, trade dress and copyright infringement. Source: Stertil-Koni.

Scholarship Awards The Women of the Towing and Recovery Association named its six recipients for 2012 scholarships through the Education Foundation: Kristen Robbins, $2,000 to University of Indianapolis; Haley Fay Grueber, $1,200 to Missouri Baptist University; Lindsay Westfall, $1,200 to Oregon State University; Tescha Siewert, $1,200 to North Dakota State University; Brandon Lauzon, $1,200 to SUNY Canton College; Sophia Carlarne, $1,200 to Earlham College; and Seanna Collins, $500 to East Tennessee State University. Since 1990, the WTRAA Scholarship Committee has awarded more than $110,000 in scholarships to students affiliated with the towing industry. Applications are reviewed for grade point average, community service, scholastic achievements and personal statements.

Another NASCAR race season comes to an end on the weekend of American Towman Expo XXIV in Baltimore, Md., on Nov. 16-18. You can feel part of the action as you get up close and personal with one of Dale Earnhardt Jr.’s racecars that will be on display in the Miller Industries booth on the show floor.

Man Beats Tower with License Plates A tow truck driver in Bridgeport, Conn., was beaten with license plates recently after a dispute over his fee. Police said Luis Nieves, 46, climbed onto the driver’s side running board of the tow truck and used the two license plates he was holding to beat the driver through the open window, police said. The tower told police Nieves had agreed to pay him $150 to tow his disabled 1989 Nissan. When a tow truck arrived, Nieves gave the driver $79 and said that he wouldn’t pay more. The driver said that he would bring Nieves’ car to the towing company’s yard and that

it would be released when the suspect paid the rest of the bill. As he attempted to drive away, Nieves climbed onto the truck and struck the driver on the face and hands several times with the license plates, police said. Source: www.ctpost.com

TOWMAN.COM - September 2012 • 9

R-O-M Roll-Up Doors Add Safety On-Scene

Check Out What’s NEW and HOT! Durable Welted Work Boots

T-Gage Kit Reduces PTO Rattle

See R-O-M Roll-Up Doors in Baltimore.

Muncie Power engineers created the TGage Installation Kit to eliminate spacing issues between the transmission and the PTO to counter unwanted gear rattle noise. Now available is the T-Gage Kit for the Ford 6R140 six-speed transmission mated to the Muncie FR66 PTO.

KEEN Utility’s KEEN.Welt work boots feature a unique welted construction designed for enhanced durability. KEEN.Welt’s patentpending stitch dives under the toe and is paired with a cemented one-piece rubber outsole and toe-bumper to offer support and protection. It delivers the flexibility of a welted product with the durability of a combined rubber outsole/toe bumper.

www.munciepower.com Number 201 on Reader Card

Cluster Hooks Save Time

www.keenfootwear.com Number 200 on Reader Card

Foot Option for Stability Miller Industries introduced a foot option for the hydraulic jack legs on its Vulcan V-30 and Century 3212 units. The foot, adapted from the Holmes 600-R rotator, manually extends to provide an additional spread of 40” for stability when winching to the side. It is ideally suited to work with the SP 12000 side-puller. The outside jack pad can be tipped at a 90-degree angle for side pulls, or for rearward pulls the inner spade attachment can be flipped down to dig in.

www.millerind.com Number 203 on Reader Card

10 • September 2012 - TOWMAN.COM

Porter-Ferguson’s all-in-one Cluster Hook Assembly combines multiple hooks for a variety of attachment options. The company said the tool supports and adds a little strength to the attachment point and reduces the possibility of ripping. Four models are available. Each is made with 3/8” Grade 70 chain, sports a working load limit of 6,600 lbs. and a proof test of 26,400 lbs. All carry a lifetime warranty.

www.lowellcorp.com Number 202 on Reader Card

360-Degree Spotlight Whelen Engineering’s Pan & Tilt Series lights are professional-grade LEDs in a 360-degree remote control spotlight. They feature wired or wireless control and a push-button control provides operation for panning 210 degrees left or right; 90 degrees upwards or 20 degrees down. Rated at 1,475 Lumens. All covered by Whelen’s five-year HDP Warranty.

www.whelen.com Number 204 on Reader Card

-O-M Corp. introduced roll-up doors in the U.S. for the fire service, but they are becoming a popular option for trucks in the towing industry as well.

“Tow truck operators typically work alongside fire personnel who have used roll-up doors on vehicles for 30 years in this country,” said Stephen Touchton, emergency and special products manager at R-O-M Corp. “The evolution started in Europe because roads are so small that the swinging door is impractical.” The advantage of roll-up doors include: •Allow vehicles to get closer to the scene. • Remain up and out of the way until operations are complete. • Keep towers closer to the vehicle and out of traffic lanes. • Provide easy access to equipment. Touchton said the company makes about 40,000 doors per year across all its segments, including industrial, military, fire service, towing and other

industries. He said the doors have been “used and abused by the U.S. military for 15 years” across all four branches. R-O-M introduced roll-up doors to the industry in the mid 1980s, and thousands of these doors are still in active use today. The lightweight design allows for lower vehicle weight so more equipment can be carried. R-O-M pioneered Quest 2000 power-operated roll-up doors that can give access to equipment before towers have exited the cab. Roll-up doors, combined with the company’s LED Compartment Lighting System, allow for complete visibility of the equipment in the compartment. For improved looks, Perfect Match paint can be matched to exact specifications in any color. Roll-up doors are also available in an anodized satin or brushed finish. R-O-M’s Roll-Up Doors are available as options from both Jerr-Dan Corp. and Miller Industries; they can be retrofitted onto some trucks on a case-by-case basis. The company offers a seven-year warranty.

www.romcorp.com Number 205 on Reader Card

TOWMAN.COM - September 2012 • 11

Smart Invoicing Is Crucial

e have been writing invoices for over 33 years and learned quite a bit about what the customer needs to know about what happened to their vehicle, as well as the insurance company that is responsible for the services. We found out years ago that getting paid is always easier if the invoice is sent with a full set of accident scene and recovery pictures. We also found that sending invoices without a detailed narrative usually results in a partial settlement or court action. At Recovery Billing Unlimited, we teach how to create a properly detailed invoice that does work. We’ve found that QuickBooks software is very easy to understand and is the preferred invoice for insurance and trucking companies. I’ve seen that the companies that are getting paid and using these programs are writing detailed invoices. Most of the companies that are having a problem are still using old-school methods and billing recovery invoices on tow slips. I understand that many family businesses have been around for many years and change comes hard (same here), but not getting paid for your work and going out of business is much harder. We always stress to be 100-percent honest in everything that you do. Never bill for equipment that isn’t onscene. Make sure all your equipment pricing is consistent. Always be courteous to any insurance or trucking company personnel making inquiries. These people are just doing their jobs, but unfortunately they don’t understand your job. Most do not realize what a large equipment investment you have.

What You Know One critical point is that it’s not the cost of the recovery job on the invoice, 12 • September 2012 - TOWMAN.COM

Seminars For the past 2-1/2 years, Recovery Billing Unlimited’s Advanced Business Management Seminars have taught tow company owner’s and management personnel how to write a proper, detailed invoice for their customers and the insurance companies. When a company attends a seminar, my work is actually just beginning. We help many of those companies that attend to make sure everything we teach is being correctly applied. We are here to assist and advise on legal and billing problems. We have made a difference in litigation situations involving tow companies that attended one of our seminars. We hear from companies who are doing well since the class, and help those who may still struggle getting paid. To learn more or attend a class, go to http://bigwheeltowingandrecovery.com/recovery-billing-unlimited. rather, it’s what it cost to be able to do the recovery operation. That cost is the key factor in the price of the recovery invoice. Honestly, in 95 percent of all the

by Bob Fouquette

inquiries I’ve seen, the tow companies did everything right and wrote a detailed invoice with what we feel was industry-average pricing. The problem seems to come mostly from unappreciative insurance companies that have little respect for the people that clean up their customers’ accidents. Now, granted, there are tow companies that try to take advantage of the situation, but I can honestly tell you from the thousands of companies we know, most of them strive to do the right thing and be 100-percent honest and fair in their billing and recovery methods. Unfortunately, there are some companies out there that derive income by misleading trucking and insurance companies about tow processes and rates. Unfortunately, these people are successful on many occasions because the tow company gives up or doesn’t know how to defend itself. The worst part is when I find the tow company did an excellent job and their billing is correct and they should’ve been paid. Instead they gave in or didn’t know how to respond and these other companies make a percentage of your hard work. These predator companies call and threaten litigation and tout misleading information about pricing. They tell you your invoice is too high by as much as 75 percent. They will work against your company strictly for their own financial gains. While I’ve seen a few companies whose billing practices are way above what the job was worth, in all my years I can count them on one hand. As time goes on, education, training and certification are the factors that will keep your business growing. Editors Note: Bob Fouquette is the owner of Big Wheel Towing & Recovery in East Freetown, Mass., and has been teaching proper billing techniques with his son, Eric, since 2009.

Number 194 on Reader Card

Is Bad Information Costing You Money? by Mark Lacek

aving money is on top of my list of things to do lately. In fact in today’s economy, if searching for ways to save is not on the top of your list, you had better get with the program. In the repossession business, it is easy for operating expenses to get way out of control. The cost of fuel, business insurance, truck payments, tolls and every other business expense has increased to the point where you’re either cutting costs or going out of business. There is no such thing as breaking even—if you’re breaking even then you’re going out of business, you just haven’t figured that out yet. The repossession process can be profitable if you manage recovery assignments with a clear procedure. Let’s focus on what should happen to a recovery assignment once it has been sent to your company for recovery. (The importance of a procedure manual is another story.)

Profit or Loss? A recovery assignment is sent by fax or email to repossess a delinquent account. On the pages are debtor (customer) information, home address, place of employment and the vehicle information. The assignment also notes the customer is 70 days behind in payments. The debtor address is about 25 miles from your office. The place of employment is another 15 miles away. What you do from this point forward will decide if this assignment will be a profit or a loss. You give the information to your repossessor (let’s call him Mike). Mike jumps into the repo truck and goes off to check addresses with the vision of a fresh repo on his mind. Mike drives the 25 miles to the home address and does 14 • September 2012 - TOWMAN.COM

not see the vehicle parked in the driveway. Mike spends about an hour searching the area then decides to travel to the place of employment, which is another 15 miles away. Mike searches the parking lot of the place of business and the vehicle is not there either. Mike drives back to the office. Mike has traveled 90 miles and has three hours of time on this assignment. He turns the paperwork back into the office and the assignment is given to Bill, the nightshift repossessor. Bill checks the same addresses at 3 a.m., also with negative results. Your company now has 180 miles and six hours into the job with negative results. You send this update to your client who asks you to do a door knock and demand the vehicle. You send Mike back to the home address where he is told by the person answering the door that the customer “moved to the apartments down the street.” Mike speeds to the new location and spots the car, hooks up and safely recovers the collateral. He returns to the

office where you notify your client the vehicle has been repossessed. You notice while removing the belongings that there is mail in the customer’s name with the new address on the envelope. This is a clear indicator the customer’s new address would have been an easy thing to check. A very easy free public records search could have given you the new address information in less than a minute. You also find out the customer has a listed phone number. If you had “Googled” the customer’s phone number you might have noticed the customer was selling items on Craigslist.org. We love Google.com, and it’s free.

Verify When a recovery assignment is first received, your office should begin the process of checking the information sent over by the client. There are many ways to handle this verification process. My office has a few simple steps to complete this important process.

1. Run the VIN through the DMV to see if the vehicle has a current license plate. This will also give the address of the customer when the tag was last issued. You may be surprised how many times the lender does not have current residence information on file of their customer. Different states have different fees for this search. (My favorite DMV information broker is ADD123.) 2. Check the county the customer is said to reside in and check property records. Many counties give the user the opportunity to search by name or by address. My favorite free public records search tool is BRBPUB.com. Once you learn to navigate around this site, you will be amazed at how much free information is available. 3. I am a strong supporter of an information broker called Masterfiles, and its “360” report. For only a few dollars, you can search using a name or Social Security number to get enough information to find current residence information. A Masterfiles 360 also gives the user previous residence info, information on related persons along with the most current and past contact phone numbers. There are also neighbors’ phone numbers of everywhere the customer has lived for the last 10 years. You should have an account with Master-

files, your competitor probably does. 4. Google the customer’s name, phone number or address. I cannot tell you how many times a customer has listed something for sale on Craigslist.org.

Saving money is on top of my list of things to do. The verification process is sometimes as easy as making a phone call. Call the residence contact number or the place of business and ask if the debtor still works or lives there. There are many legal ways to make this call without revealing that you are repossessing the car. The verification process can take a couple minutes or sometimes up to a half hour. You might have up to $10 invested in the process, but when you add up the difference in the upfront cost of this procedure compared to sending out a man and a truck, you

can understand the savings. It is also customary for the client to pay an extra fee if the asset was recovered at a new address because of your efforts. It is not uncommon for a lender to use your company to check more than one address for their customer. This happens because the client often has no idea where the customer is located. You can be sure if you have received an assignment longer than 90 days delinquent, another repossessor has been looking for this asset and has failed. Having a system in place to verify information on all assignments is one of the top procedures to save valuable resources. Consider running 50 assignments a month without verifying the assignment information: How many thousands of miles per month are traveled unnecessarily? How much time and fuel are you wasting checking old addresses and ex-employers. Verify and research each and every assignment. Get with the program! Be safe. Editor’s note: Author Mark Lacek is a 30-year recovery industry veteran and former editor of Professional Repossessor magazine. Mark@commercialassetsolutions.com

Number 117 on Reader Card

TOWMAN.COM - September 2012 • 15

Number 110 on Reader Card

ADVERTISER

ACTION PAGE

AD INDEX

Fax To: 888-847-6035 Page #

RS#

Page #

Akins Body & Carrier Sales

126

ATSA

190

New England Truckmaster

ATTV

——

North American BanCard

B/A Products

108

NRC

Baileys Towing Accessories

107

Pierce Sales

117

212

18, 19

185

Miller Industries

Blades Tow Right

216

Purpose Wrecker Sales

Chevron

154

Ram Trucks

Crouch’s Wrecker & Equip. Sales 57

177

RS#

40, 41

143

171

109

111

Sovereign/Santander

103

—— 152

TowIndustryWeek.com

——

Towman Medal

——

2, 3

176

Towman Order

——

Hino Motor Sales USA, Inc.

142

TomTom Works

180

Industrial Netting

122

TowLot.com

159

Insurance Auto Auctions (IAA)

110

TowMate

191

Intek Truck Eq. Finance & Lease 25

145

Twin State Equipment

157

Jerr-Dan Corp.

124

Western States Tow Show

153

Landoll Corp.

174

Worldwide Equipment Sales

151

Matheny Motors Truck Co.

194

Zip’s Truck Equipment

140

Donnie Cruse Award Equipment Sales & Service Ford Commercial Truck

67 27

16 • September 2012 - TOWMAN.COM

September 2012 For more product info, go to www.towman.com and click on the FREE Product info icon. Or circle the corresponding reader service number on the Action Card to the right, and send it in. Form is valid for three months

Number 140 on Reader Card

Number 108 on Reader Card

TOWMAN.COM - September 2012 • 17

Number 185 on Reader Card

Securing Business in

BALTIMORE

The Tradition

by Steve Calitri

ince 1989, Baltimore has become a traditional trek with many tow business owners for securing more business. Our industry’s sharks and savvy towmen (and towwomen) continually discover new depths in resources at the American Towman Exposition. Whether it concerns police towing, commercial work or motor-club calls, towers find either new sources of business in Baltimore or new tools that help increase revenue in management tools and practices as much as equipment advances.

Academy = New Revenue New revenue opportunities for towers can be found in both the seminar classrooms and on the show floor. For instance, Road America, an exhibitor on the floor, is conducting two seminars for the American Towman Academy; one seminar details how towers can get in on new revenue through electric-vehicle charging stations, and the other on the revenue potential with mobile battery sales and installation. These seminars are part of Track 1 of the seminar program, aptly titled, “Empire Builders.” Other seminars in this track address the revenue opportunities in Equipment Transport, Online Auctions, Accident Cleanup, and Repo. Hampshire Towing in South Hadley, Mass., has created a model approach to accident remediation through its affiliate, Amber Scene Clean, that produces more profitability than its towing business. Owner Bill Johnson and manager John 20 • September 2012 - TOWMAN.COM

In Baltimore, Accident Cleanup means profitable revenue. Academy participants will learn how to profit in accident remediation.

“It’s an education in the towing industry that you can’t get anywhere else.” Ron Guerra, Charity Towing & Recovery Mesa, Ariz.

Borowski share their systemized approach to accident cleanup, from Hazmat and crime-scene cleanup, materials and logistics, to collecting from insurance companies.

The American Towman Academy has led the way in education for towing management and operations since the first seminar program in ’89. In 24 years, some 24,000 tow business owners have participated by purchasing Academy Passports, mining the program for practices to upgrade their business. “It’s an education in the towing industry that you can’t get anywhere else,” said Ron Guerra, owner of Charity Towing and Recovery in Mesa, Ariz. Some towing professionals so enthusiastically embraced the spirit of the Academy that they eventually became seminar presenters themselves, like Jeremy Procon. This year, Procon is sharing the practices that have made equipment transport a

moneymaker for Interstate Towing in Chicopee, Mass. “There are a lot of honest, hard working towing professionals in towns all across America,” said Procon. “Anything I can share that helps them in their business approach, helps this industry, and anything that helps this industry helps me in return.” Stacey Tucker of Chico Towing in Washington and Bob Fouquette of Big Wheel in Massachusetts surely feel the same way. Once again they are sharing their successful practices at this year’s Academy during AT Expo XXIV; Tucker covers sales tactics, Fouquette examines billing recovery jobs. On the show floor, Agero will show you how to profit from damaged vehicle documentation. AAA and Road America will discuss battery programs, among others. TowLot.com, Insurance Auto Auctions and Copart will each discuss their unique method for disposing of abandoned vehicles. The TowLot.com booth will feature towers from around the country to talk about their success with online auctions. These are but a few mentions among the 200 exhbitors who will be bringing you products and services to help you profit in the towing business.

Road America will present a seminar on building revenue with EV Charging Stations.

In Baltimore you will learn to profit fom EV Charging Stations, Accident Remediation, Auctions,

Motoring Division. He said he looks forward each year to Baltimore because it provides an opportunity to “put faces with the voices and names of people we talk to all year long. “We look forward to seeing and saying ‘thank you’ to a large number of our service providers. No other forum provides the opportunity to see so many service providers in one place over a three-day time span.” The effort on the show floor to be hospitable to towing professionals is evident in many of the motor-club booths. Allstate Roadside Assistance has a diner look in its booth to make towers feel right at home. AAA takes the opportunity to introduce several of its Preferred Suppliers at its booth from whom towers can enjoy discounts on products and services. In the U.S., towers travel to Baltimore from all 50 states, and one of the reasons for making the trip is to secure business with clubs and other call providers. The majority of the call volume that Baltimore gains access to is in automobile work. There are a few clubs and companies that also provide heavy-duty truck work. One that specializes in truck work is FleetNet, who

Equipment Transport and more. Building Call Volume

Jeremy Procon shares the practices that are making Equipment Transport profitable for Interstate Towing.

There are some 15 call providers exhibiting in Baltimore, including all the major motor clubs. Why are they there? “We show in Baltimore so we can be face-to-face with our partners in roadside assistance, first and foremost,” is the common refrain from motor club executives. “We are always looking for new quality, service providers,” is the second most common reason cited by club representatives. “Baltimore is a great moment for spending time with valued service partners as well as meeting new towers who may be able to strengthen our service in particular areas,” said Jim Hurst of the United States Auto Club-

You can create your most profitable revenue segment through auctions. At the Academy, Joe Richard of Pro-Tow, shares his success story using online auctions. TowLot.com, IAA, and Copart will exhibit in Baltimore. TOWMAN.COM - September 2012 • 21

Call Providers in Baltimore AAA Agero (Cross Country) Allstate Copart FleetNet GEICO IAA (Insurance Auto Auctions) KOLO DBS National Motor Club - Coach Net National Automobile Club NSD Quest Road America USAC is always looking for quality service providers in heavy-duty towing and road service. Taking in reports from the clubs and calculating the number of successful meetings that happen on the show floor in the booths of the call providers, more than $300 million in new or renewed business is either discussed or committed on the show floor in Baltimore.

22 • September 2012 - TOWMAN.COM

AAA is among 15 call providers exhibiting in Baltimore. Above, introducing AT Expo attendees to several of its Preferred Suppliers.

With more than 200 exhibitors who supply products and services to the towing trade, more than 20 special events and 30 seminars, plus the wealth of experience among the 10,000 towing professionals who attend each year, AT Expo in Baltimore is the towing indus-

try’s greatest face-to-face resource. Tom Bertagnolli, President of Double T Towing in Griffith, Indiana, has been going to Baltimore for years. “It’s an invaluable show to go to,” he said. “If you’re in the towing industry you really need to go to the show.”

SERVING THE TOWING AND RECOVERY INDUSTRY SINCE 1966

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

Dynamic Adds Three Distributors Dynamic Towing Equipment and Manufacturing recently welcomed three new distributors to its network: • Gwinnett Place Ford has a sales office in Duluth, Ga., and a service facility in McDonough. • Nelcon Service Center of North Haven, Conn., has multiple locations in the state. • TruckMax of Miami, Fla., includes locations in Fort Pierce and Homestead. www.dynamicmfg.com

Malpocker Named Operations Manager at Purpose Andy Malpocker has been named the operations manager of Purpose Wrecker in St. Louis, Mo. He is a graduate of the University of Central Missouri with a B.S. in Automotive Technology and Design. Malpocker will oversee the immediate implementation of SAP computer software to streamline all areas of operations across parts, service, admin and sales departments. www.purposewrecker.com

Ohio Show Set for Sept. 27-30 The 2012 Midwest Regional Tow Show from Sept. 27-30 is co-hosted by the Towing & Recovery Association of Ohio, The Towing and Recovery Association of Kentucky and The West Virginia Towing & Recovery Association and will feature more than 100 exhibitors. This year’s self-described “family event” will include a pedal car display and shuttle service from the Great Wolf Lodge and Kings Island Resort. A Women of Towing & Recovery Luncheon will feature a safety-wear fashion show. Other events include a TRAO/TRAA cocktail party, celebrity auction, driving competition, antique truck display and more. The show’s “Towers Support Our Troops” collection for service members is requesting small donations of toothbrushes, flip flops, word puzzles and more to donate to the Hole in My Heart military family support group. Learn more at www.trao.org. Number 180 on Reader Card

24 • September 2012 - TOWMAN.COM

Number 171 on Reader Card

Number 216 on Reader Card

Number 145 on Reader Card

TOWMAN.COM - September 2012 • 25

The Right Tools for Tire Service

by Terry Abejuela

sing the right tools makes any job safer, more efficient and effective. For roadside tire service, tow operators must carry a minimum amount of tools in order to work on a variety of vehicles. Tow companies that provide roadside flat-tire service for passenger cars and light-duty vans and pickups should carry the following tools at a minimum: • 2-ton floor jack. •Standard and metric lug wrenches. • Hubcap tool. • Tire-pressure gauge. • Air tank with hose. • Wire brush. • Wheel chocks (2). • Valve stem tool. • Lug nut cap puller.

Aluminum floor jack (left) and steel floor jack.

Getting Jacked I recommend the use of a floor jack whenever possible, and against using the 26 • September 2012 - TOWMAN.COM

MatJack’s quick-lift air cushion, No. L110, can be used for roadside service. Capacity is 3000 lbs.; overall lift height is 24".

disabled vehicle’s jack. There are many floor jacks available that are suitable for this service. For infrequent tire changes only, a lightweight inexpensive floor jack may work. For frequent flat-tire service, quality heavy-duty floor jacks are available that will last. During my towing career, I worked at several companies that equipped their trucks with a Milwaukee Model 20 2-ton floor jack. It weighs about 70 lbs., has a minimum saddle height of about 3-1/2” and maximum saddle height of about 20”. I know of some Milwaukee Model 20 floor jacks that have been in service for more than 20 years and have only required occasional seal replacement. The downside to this jack is that it is expensive up front and it takes about 15-20 pumps to reach the maximum saddle height. I also have some experience with the Craftsman 4000 2-ton aluminum floor jack. The Craftsman 4000 has a minimum saddle height of about 3-3/4” and a maximum saddle height of about 18-1/2”. This jack only weighs about 42 lbs. and

has a two-piece pump handle for easier storage. It only takes 3-4 pumps of the handle to reach its maximum saddle height. Handles on both sides and the rear make it easy to carry and it has a tray to keep the lug nuts together. Another option for elevating vehicles for a tire change is an airbag from companies like Sava and MatJack. Some airbag jacks, when deflated, will fit under a vehicle with as little as 2-1/2” of ground clearance. Airbag jacks distribute the weight over a large surface area reducing the potential for damage and are very lightweight. The downside is that you need an air source, which can be expensive.

Wrench It A standard and a metric lug wrench will work on the majority of vehicles; lug nuts. Thin-walled, deep sockets and a breaker bar come in handy on some aftermarket lug nuts. A hubcap tool is a must for safe and efficient tire changing. Many of the hubcaps in use today are difficult to remove

and are easily damaged with the wrong tool. The hubcap tool has an extra-wide blade to remove the hubcap without harm. If you are going to reinstall the hubcap after the tire change, use the rubber mallet side of the tool (not your fist or the heel of your boot). Damage to the hubcap, or liability for damages and injuries, may result from an improperly installed hubcap coming off of the vehicle while it is being driven. I recommend carrying a tire-pressure gauge that allows you to check inside dual wheels and has a high enough reading to check pressure on your tow truck’s tires and dolly tires. I check the pressure on the spare tire prior to removing it from its storage space if possible. If it needs air, inflate the spare and check to see it is holding the air before attempting to change the tire. I also offer to check the pressure in the other tires on the vehicle for my customers to ensure the vehicle is safe to drive and provide a little extra service.

Air Many tow trucks are equipped with an air tank to fill tires. The air tank must comply with all federal, state and local laws. The air tank should have a valve to drain the air from the tank and allow any water condensation in the tank to drain. The tank should also have a pressure-relief valve. Portable tanks that can be carried to the vehicle are common; if the tank is not portable, make sure that you carry an air hose that is long enough. I also recommend an air chuck that can be used on the inside dual wheel. It also comes in handy to

The Vehicle Lift Bag from Sava safely and quickly lifts vehicles up to 2,500 lbs.

carry a long air transfer hose if you only have an air tank. Keep in mind that air pressure will equalize so that if you have 120

Number 152 on Reader Card

TOWMAN.COM - September 2012 • 27

Tech International’s Uni-Seal Ultra kit, No. 250UL, can repair 1/4" injuries when you’re on the side of the road and the customer doesn’t have a good spare tire. The kit includes a combination patch/stem unit for crown, shoulder or sidewall punctures.

lbs. of air in your tank you will only be able to put 60 lbs. of it into the flat tire because the air pressure will equalize. Once you have used the available air in the tank, you could use an air transfer hose and utilize the air available in your dolly wheels to fill other tires if needed. Part of your minimum equipment should include a wire brush and a cou-

ple of wheel chocks. Sometimes the spare tire is mounted beneath the vehicle, which can result in dirt and rust accumulating on the tire rim. If it’s not cleaned prior to mounting, it may result in an unsafe condition. For safety, a tire that is not flat should be chocked to prevent the vehicle from moving during the tire change. Depending on your budget, other tools to consider include: • Air compressor. • Torque wrench. • Sockets and breaker bar. • Locking lug nut removal tools. • Impact wrench. • Impact sockets. Having an unlimited supply of air is certainly a plus, but a quality compressor can be expensive and may not be portable thus requiring a longer air hose. A retractable hose reel is another option. Most manufacturers recommend a specific amount of torque when

Number 157 on Reader Card

28 • September 2012 - TOWMAN.COM

installing lug nuts so having a torque wrench will allow you to apply the correct amount of torque if you are able to determine how much torque is recommended. If you don’t have a torque wrench, recommend that the customer take the vehicle to a mechanic as soon as possible to have the correct torque applied. Pneumatic or cordless impact wrenches have increased in popularity. Prices have become reasonable and these tools certainly make the work easier. It pays to have the proper tools and equipment on the truck to perform the job while also improving employee productivity and safety for all. 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.

American Towman Exposition XXIV November 15 – 18, 2012

Premieres:

World Tow Conference Ballad of the American Towman Pageant Champion Class

New Exhibit Hours: Friday Preview, 2–5 p.m., Saturday Grand Opening, 11–6 p.m., Sunday 10–4 p.m.

Inner Harbor

200 Suppliers Exhibiting Products & Services You Need WRECKERS CARRIERS CHASSIS LOW BOYS TRAILERS SLIDING AXLES SERVICE TRUCKS BATTERY & JUMP START EQUIPMENT ADDON WHEEL LIFTS LOCKOUT TOOLS MOTOR CLUBS CALL PROVIDERS AUTO & TRUCK REPAIR TOOLS TRUCK LIFTS & HOISTS TRANSMISSIONS TRUCK ENGINES MOTORCYCLE TOWING SYSTEMS GRAPHICS LIEN SERVICES TOW ACCESSORIES SCOTCH/SNATCH BLOCKS SKATES DISPATCH SOFTWARE SMART PHONE INTEGRATION CORDED & WIRELESS TOW LIGHTS CAR PARTS SOURCING TOWING INSURANCE HAZMAT CLEANUP SUPPLIES SAFETY GEAR SAFETY LIGHTS VEHICLE SURVEILLANCE SYSTEMS ONSITE & ONLINE AUCTION SERVICES TOW TRUCKS LOT BILLING & COLLECTION SURVEILLANCE CLUTCH PUMP KITS EMERGENCY LIGHTS PLANETARY & WORM POLISHES & WAXES GEAR WINCHES UNITIRE & WHEEL TOOL FORMS FOOTWEAR SYSTEMS TOWING & CUSTOM EMBROIRECOVERY TRAINING DERED JACKETS TOW EMERGENCY RETHEMED T-SHIRTS SPONSE TRAINING TOY & COLLECTIBLE HYDRAULIC GENERATORS SCENE LIGHTING SYSTEMS TOW DOLLIES SIDE PULLERS GPS SYSTEMS VEHICLE FINANCING UNCLAIMED VEHICLE SOLUTIONS KEYLESS VEHICLE ENTRY PRODUCTS REMOTE CONTROL TOWING SYSTEMS RECOVERY AIR CUSHIONS POWER TAKEOFFS PLASTIC FENDERS ALTERNATIVE FUELS FUEL TANKS AXLE CAPS & COVERS NIGHT-TIME DISPATCH SERVICES HYDRAULIC PUMPS CHROME ACCESSORIES TOOL BOXES MARKETING SERVICES PILLOW PROTECTION DAMAGED VEHICLE EASEMENT PRODUCTS REAR VIEW CAMERA SYSTEMS CRASH WRAP OVERLOAD SUSPENSION SPRINGS MASSAGE SEATING GROUP PURCHASING SERVICES WIRE ROPES HOOKS & CHAINS

* Advance-Register on-line @ ATExposition.com

November 15 – 18, 2012

Lenny's Towing of Delran, NJ, a winner in last year's Pageant, featured powerful Superman imagery.

World-Class Wreckers Compete for Silver Trophies

“Most Magnificent” The wrecker pageant is impressive. It has a lot of participation. Robert Craddock, General Manager, College Oak Towing, Sacramento, Calif.

The 2012 American Wrecker Pageant premieres the Champion Class! All first place winners of the 2011 Pageant may enter the Champion Class. While they may not enter the class they placed first in last year; they may enter the Champion Class with the same vehicle or any vehicle from the same class they won in last year. The Champion Class achieves two goals: it opens up competition so that all classes will have new winners each year, and at the same time, creates an elite class for the winners to compete in. The American Wrecker Pageant, sponsored by Dual-Tech, is a world-class display of the industry’s finest tow trucks. From custom levers to chrome accessories, magnificent graphics and plenty of attitude, the Pageant is a true piece of Americana. Winners are chosen by a dual voting process that involves judges and attendees and an electronic ballot box that allows only one vote per company. Whether you compete in the Pageant or take it all in and vote on your choice picks, the spectacle of the world’s finest wreckers is not to be missed!

* Advance-Register on-line @ ATExposition.com

First, let me say that Laura and I look at every wrecker in the wrecker pageant. We then vote for our favorite in each category. Hats off to all the contestants and class winners. Tom Bertagnolli, President, Double T Towing, Griffith, Ind.

The wrecker pageant in Baltimore is simply the most magnificent truck show of any kind on earth, period! Bill Johnson, Hampshire Towing, South Hadley, Mass.

Dual-Tech sponsors the American Wrecker Pageant

November 15 – 18, 2012

Miller Rocks (Bull and Pig Roast) takes place both indoors and on the promendate by the water at the Hard Rock Cafe. Sponsored by Miller Industries

Towers Network and Break Bread Around the Harbor Towing professionals come to Baltimore from all 50 states in the U.S. and 20 nations around the world, which makes AT Expo the unique experience it is. The many events of the Exposition sprinkled in and about Baltimore’s magnificent harbor offer opportunities to clink glasses, break bread, share stories, and just hang out with men and women who own and operate a towing business just like you do. It’s a chance to make new friends, meet up with old friends, and celebrate being part of the world’s greatest service industry.

AT Expo’s Networking Venues: AT’s Welcome Cruise Supper Thursday evening cruising the Inner Harbor. Captains of Industry Conference Jacket and tie, towing’s movers and shakers break bread at the legendary long table in the Marriott Waterfront’s Waterview Room. AT Academy 30 seminars across three days, Passport holders also gain entry to the breakfast hall each morning and the American Towman Clubhouse lounge on the Exhibit floor. DC Recovery Luncheon Celebrating towing’s legendary trainer, Donnie Cruse, this unique

conference Friday at noon dissects the winning recoveries of the Donnie Cruse Memorial Awards. Bull & Pig Roast (Miller Rocks!) Towers take over the Hard Rock Cafe on the Harbor Friday evening, sponsored by Miller Industries. Calitri’s Cuba The industry’s big cigar event is back at Lucky’s Tavern in the Power Plant. A lot of bull and hot air at this event, sponsored by Lift and Tow. Order of Towman Police towers gather for the Order’s Rite of Passage, on the eve of Festival Night. Miller Rocks is free to all towing professionals who advance register.

“Colossal Bonding” There was a lot of camaraderie at Miller Rocks at the Hard Rock Cafe. It was a colossal amount of bonding. We talked to different people from different states. Kevin Langel, Owner, Lancam Towing And Transportation, Pine Bluff, Ark.

Miller Rocks at the Hard Rock Cafe is very generous. It’s very nice that they do that every year. And it was a fun time.

Festival Night The night features the 24th Annual American Towman Medal Ceremony and the premiere performance of the Ballad of the American Towman. Towman ACES Nominated by Motor Clubs for performance-excellence, towers from all over the U.S. gather on Sunday afternoon to be honored with the legendary ACE belt buckle.

John Adams, President, Fritz’s Towing Service, Doylestown, Pa.

I always find the Miller Rocks at the Hard Rock cafe enjoyable and a lot of fun too. William Harrington, Owner, Harrington Service, Lockport, N.Y.

* Advance-Register on-line @ ATExposition.com

November 15 – 18, 2012

Cigar afficionados will light up for Calitri's Cuba in the Power Plant at Lucky's Tavern, Friday night. Sponsored by Lift & Tow

International Feast of Towmen While recovery videos from around the world play on the big screen, U.S. towing professionals host the International guests attending AT Expo and the World Towing Conference on Sunday at 4 p.m. Free to advance-registrants. See registration page.

Special Events Sponsors CAPTAINS OF INDUSTRY

American Wrecker Pageant Share wrecker tales with owners of the world’s finest wreckers while marveling at the tow trucks competing for the legendary Silver Trophies. Sponsored by Dual-Tech. Exhibit Hall Network with 200 industry suppliers and the product and service experts at each booth, all potential allies to your business. Jerr-Dan Diner This 50’s retro diner in the Exhibit Hall is the place towers take a break while cool cats croon Blue Moon and On The Boardwalk. Sponsored by Jerr-Dan.

BULL & PIG ROAST “Miller Rocks!”

AT ACADEMY

SHOW BAGS

INFORMATION BOOTH

REGISTRATION COUNTER

CALITRI’S CUBA

AT EXPO FOOD COURT “Jerr-Dan Diner”

AMERICAN WRECKER PAGEANT

ACE AWARDS

Hobnobbing the Inner Harbor With thousands of towing professionals in town, you can’t help but share moments at the Inner Harbor with your industry peers. SM

EXPO INFO CARD

THE ORDER OF TOWMAN

FESTIVAL NIGHT

“Wouldn’t Miss It” Where else can you light up a fine cigar and talk shop with towers from all over the world?

DONNIE AWARDS

John Borowski, Amber Clean Scene, South Hadley, Mass.

Calitri’s Cuba, I’ve only missed one. A wedding conflict. My brother and I look forward all year long to lighting one up with Calitri. Jim Bach, Bach’s Towing, Aurora, N.Y.

I wouldn’t miss it. Ron Mislan, Owner, Bardy Farms Towing, Watchung, N.J.

LEGENDARY HOSPITALITY

LANYARDS

Nightlife activities abound in Baltimore's Inner Harbor, but nothing quite matches the spectacle of Festival Night at the Marriott Waterfront.

Ballad of the American Towman Premiere Performance The spectacle and tradition of Festival Night is thrilling. The March of the Heroes and the American Towman Medal Ceremony honors towing professionals who have put their lives at risk to save the lives of others. Every towing professional owes it to himself to experience Festival Night at the American Towman Exposition. Festival Night is always full of surprises. 1998 saw the unveiling of the Towman Monument and this year’s attendees will witness the premiere performance of the Ballad of the American Towman, live, featuring singer and songwriter Paul “Pop” Siegel. The Ballad was composed by Siegel and AT’s

Paul “Pop” Siegel will sing the Towman Ballad.

“Phenomenal” I don’t think there is a dry eye in that Festival Night room. Towers truly do need to be honored for what they do. I’d recommend anybody to go to that. Pretty unique experience.

Festival Night’s Traditional arm wrestling championship bout. Below, Emily Oz and ATTV cover the action.

Steve Calitri, who says he woke up in the middle of the night with this ballad in his head. “The Ballad captures the essence of who the towing professional is,” said Calitri. “I believe our industry will embrace it.” The CD release will be given to Festival Night attendees and launched on the Internet through YouTube, Facebook, and AmericanTowmanTV.com. Don’t miss all the excitement. Enjoy live music, dancing, a gourmet dinner prepared by the chef of the Marriott Waterfront, and the company of towing professionals from the U.S. and around the world.

The Festival Night was the first I ever attended and definitely won't be my last. The whole evening is great with recognizing the Heroes of the Towing Industry while experiencing the great respect and dedication that all the tower's have for this industry. Dennis Boyce, Owner, Boyces Towing, Monroe Township, N.J.

Andrew Pittman, Owner, Agri-Fix Towing, Ellensburg, Wash.

I am very impressed with the program at Festival Night. The food, awards, and entertainment are all phenomenal! Dicky Branum, Sec./Treas., Branum Wrecker Service, Trinity, Ala.

* Advance-Register on-line @ ATExposition.com

November 15 – 18, 2012

Number 143 on Reader Card

American Towman Headquarters Hotel Marriott Waterfront National Aquarium

Safeway Towing New Rochelle, NY

World-Class Towmen Unite to Share Towing Practices Since the birth of the American Towman Exposition, tow business owners started to realize there was a lot to gain by networking with their peers, whether in state or out of state. Getting the lowdown on how a towing business operates in another country – the laws, the equipment, the operators – is often a revelation. How one towing professional in France recruits quality drivers, how another in Germany works with the police department, or how a tower in Asia deals with abandoned cars can offer new ideas on what we can do here, and vice versa. That’s why AT Expo is hosting the first-ever World Towing Conference. Each year towing professionals from approximately 20 nations attend AT Expo. Through the World Towing Conference we are working to increase the number of International attendees and the nations represented. The goal is to bring the world of towing together. The World Towing Conference culminates on Sunday afternoon at 4 p.m. with the International Feast & Recovery Theater, free to all towing professionals who advance-register. Feast on suckling pig, smoked beef brisket, German sausages, Mexican burritos, chicken terriaki, Italian cured meats and other dishes in the World Towing Pavilion inside the Baltimore Convention Center, surrounded by videos of international recoveries playing on big screens. American towers will act as U.S. Ambassadors hosting our guests of honor, those towing professionals who have come to Baltimore from all corners of the globe.

Be part of the World Towing Conference. Plan to make your stay in Baltimore stretch to Sunday evening. Note: advance-registrants will receive the World-Class Towman Coin when entering the World Towing Pavilion for the International Feast & Recovery Theater (see registration page). Advance-registrants will also be given the opportunity to have a picture of themselves and their wreckers, perhaps performing recoveries, showing up on one of the big screens at the feast. American Towman TV’s Emily Oz will be hosting the International Feast and ATTV will be covering the moment along with the towing trade media from other nations. Come and break bread with world-class towmen from over 20 nations across five continents, including all 50 American states. Proudly represent your company, your state and country. Learn and share and make friends around the world. Artistic rendition of commemorative coin. Minted coin will have more detail and dimension and be the size of a U.S. silver dollar. Tow companies that advance-register for the International Feast will receive the coin at 4 p.m. on Sunday.

Note: A formal venue of the World Tow Conference will take place Sunday morning, featuring international speakers sharing perspectives on key issues they face in their respective countries.

* Advance-Register on-line @ ATExposition.com

November 15 – 18, 2012

Baltimore Convention Center two blocks from the Inner Habor

Explore New Revenue Sources • Control Operational Costs Friday, November 16, 2012 8:30 AM Get Your Name to Pop Up 8:30 AM Reasons Why Calls Cancel 8:30 AM REPO 101 9:30 AM Weaving a Finer Web 9:30 AM High Tech Tools to Hire the Best 9:30 AM A Recovery Specialist’s Checklist 10:30 AM Recovery and Video 10:30 AM How to Use Your Rating 10:30 AM Equipment Transport 5:10 PM Mobile Battery Revenue 6:10 PM Using GPS Intelligence 5:10-7 PM Recovery Theater

“Sharing Experiences” The courses are good and so are all the seminars. There is enough information to bring home and ideas to keep me rolling. Different ideas that I’ve implemented to make more money. For example, the seminar, ‘Turning Clean Up Into a Revenue,’ helped me to generate more revenue. Derek C. Didone, General Manager, County Towing, Harrow, ON, Canada

I like the education courses and meeting up with old friends and sharing experiences. That’s what it’s all about. Belinda Harris, Ray Harris Towing & Hauling, Greensboro, N.C.

It’s an education in the towing industry that you can’t get anywhere else. I love the location which brings a lot of history. Great people and a great time. Ron Guerra, Owner, Charity Towing And Recovery, Mesa, Az.

Saturday, November 17, 2012 8:00 AM Alternative Fuels 8:00 AM The Pulley System 8:00 AM Price vs. Service 9:00 AM Getting Recovery Bills Paid 9:00 AM Smartphone, Smart Business 9:00 AM Turn Impound Lot Into Gold 9:00 AM Winch Forum 10:00 AM Electric Vehicle Revenue 10:00 AM Real-Time Data and Towing 10:00 AM Odd and Unusual Recoveries 10:00 AM Turn Clean-up Into Revenue

Great Value! Academy Passport holders may attend any and all seminars in the three day program. The Passport also allows entrance into the Academy Dining Hall for complimentary breakfasts each morning. Plus! The Passport is the key to the American Towman Clubhouse, which includes the VIP lounge on the Exhibit floor, Friday, Saturday, and Sunday. Passport holders also receive a Baltimore VIP coupon package, with discounts to Inner Harbor attractions and restaurants. All for just $75!

Sunday, November 18, 2012 9:00 AM Don't Crush Your Cash 9:00 AM Profit Through Automation 9:00 AM Scooby Doo's and Don'ts 9:00 AM Financing Through Tight Credit 10:00 AM Close Every Sale 10:00 AM Real World vs Dream Work 10:00 AM For The Pros

“Sharing experiences, that’s what it’s all about...”

* Advance-Register on-line @ ATExposition.com

The $75 Academy Passport is good for all seminars, all breakfasts, and the American Towman Clubhouse VIP lounge!

Academy Passport gains entrance to all Track 1: Empire Builders: Opportunities

Track 2: Increase Your Core Business

Sponsored by Miller Industries

Maximize your web site’s potential reach. Today there are many considerations: smart phones, iPads, video, email capture and more. This seminar will lead the way to more call volume. Mike Rappaport, ATM and OMG National, Friday 9:30 a.m.

A Recovery Specialist’s Checklist

High Tech Tools to Hire the Best

Recovery Theater

Proven technology that will greatly improve one of the biggest challenges you have: how to determine the best from the rest. It will answer the questions of why some drivers are so much better than others, why some companies get the best and you get the rest. Jim Weaver, Tracker Management, Friday 9:30 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 5:10-7 p.m.

Recovery and Video Improve recovery through today's video technology; i.e. Skype, smart phones. Learn how to conveniently document your recovery for collection and training purposes. Emily Oz, American Towman TV, Friday 10:30 a.m.

Using GPS Intelligence Tow bosses need greater visibility and control to increase efficiency and profitability. Explore smart strategies for getting a handle on: fuel costs; accurate billing relationships with motor clubs, providing more accurate ETAs, increasing driver efficiency, recruiting and retaining the best drivers. Michael Geffroy, TomTom, Friday 6:10 p.m.

Avoid that old adage: "If at first you don't succeed, try, try again." A step-by-step WreckMaster procedural attack to lead an operator to success in recovery. David Bouvia, WreckMaster, Friday 9:30 a.m.

The Pulley System Pulley systems (snatch blocks and rigging) are based on one of the six simple machines that man uses to make work easier. What’s the difference between a simple and a complex pulley system? Are you able to calculate line loads? Are you able to calculate block loads? Are you able to calculate mechanical advantage? Understanding the simple pulley system will answer questions in the field when applying snatch blocks and rigging during recovery operations. Terry Abejuela, American Towman Field Editor, Saturday 8 a.m.

Scooby Doo's and Scooby Don'ts Learn about the myths and fallacies of everything air bag/cushions (including underwater). Jeff Martin, Howard Eagan, John Sweezy Jr., Matjack, Sunday 9 a.m.

Alternative Fuels

Odd & Unusual Recoveries from the WreckMaster Archives

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 to 50 percent lower fuel costs. Plus, other alternative fuels, available trucks, and steps to successful transition. Stephen Yborra, NGV America, Saturday 8 a.m.

WreckMaster lead instructor Bruce Campbell reviews the techniques and calculations related to recoveries in unique environments. Saturday 10 a.m.

Smartphone, Smart Business We will cover the newest smartphone and tablet applications. We will also look at other mobile devices that work with smartphones, such as Bluetooth printers and credit card swipes. Todd Althouse, Beacon Software Co., Saturday 9 a.m.

Real-Time Data and the Towing Industry Learn how technology is changing how towing companies gather information, share data and what accessing real-time data means; including immediate access to DMV records, motor club updates for dispatch and customer, business liability, proof of compliance and increased efficiency. Jim Taylor, Auto Data Direct, Saturday 10 a.m.

Profitability Through Automation Become more efficient, track expenses, fleet maintenance, monitor productivity, eliminate areas of waste and various other management tools. Shon Allen, SSCS-Digital Dispatch, Sunday 9 a.m.

Winch Forum Warn Industries, Ramsey Winch, Tulsa/DP Winch, and Superwinch give individual product information and insight into the world of winches. Each company will have a 15-minute discussion on the topic of winches with a question and answer peroid at the end. Saturday 9 a.m.

Real World versus Dream Work Two safety instructors debate Real World versus Dream World safety techniques. In the field, protecting yourself and the vehicle may come down to bending or even breaking the rules. Seminar attendees will help settle their arguments over tower safety, working outside the rules, and dispelling or confirming common myths in towing and recovery. David Lambert, Garrett Paquette North American Towing Academy, Sunday 10 a.m.

For the Pros Legendary WreckMaster trainer, Terry Humelsine addresses some of recovery's most challenging procedures. Sunday 10 a.m.

* Advance-Register on-line @ ATExposition.com

“World-Class Towman" Commemorative Coin The World Class Towing & Recovery Coin is two-sided. One side uniquely portrays a towman bearing the world on his shoulders while in the act of a recovery. The other side depicts the act of hooking up an overturned vehicle on a slope. "World-Class Towman" will be diecast on the rim of the Coin. Those who advance-register to attend the International Feast will recieve a complimentary World Class Towman Coin when entering the World Towing Pavilion in the Baltimore Convention Center, Sunday at 4 p.m. ( one coin per company).

Official AT Expo Beer Stein Custom manufactured in Germany, and featuring original art from American Towman artist, Don Lomax, the Official Beer Stein of the 2012 AT Expo is a keepsake for you and your home. The artwork is baked into the porcelain ware so that you can drink from it and wash it time and again. This unique stein is available for free only to advanceregistrants of AT Expo who subscribe to American Towman Magazine ($45) through the enclosed registration form or online. A current subscriber can extend his or her subscription by one year (12 issues). The Official AT Expo Beer Stein will be at the Baltimore Convention Center for pickup Friday through Sunday, November 16 – 18. Purchasers must be present at the Convention Center to pick up the stein. A limited number of steins will be sold on-site for $75 each. So act now to receive your stein and AT subscription for just $45!

Image is a mockup of the actual Beer Stein. Stein style and artwork are actual. Wrecker showing on the lid may change to a vintage wrecker on the finished piece.

Towman Ballad CD The Premiere CD release of the Towman Ballad will be handed out to Festival Night attendees, following a live performance of the Ballad by Paul “Pop Siegel.

* Advance-Register on-line @ ATExposition.com

Baltimore Welcomes World-Class Towing Professionals "A towing professional may be 'World Class' because of the progressive way he runs his business: first class equipment, computerized dispatch, GPS ... But a towman with heart and dedication and a commitment to professionalism is also ‘World Class’ in my book." - Steve Calitri

The Food Is Out of Bounds!

From seafood and crabcakes, to barbecue and fine steaks, the many great trattorias in Little Italy (a short walk from the Marriott Waterfront) to the many eating places offering International cuisine, you will feast like never before in the Harbor!

Towmen and Tow Women love the Harbor; its food and activities and its neighborhoods; Harbor Place, Little Italy, Fells Point...

Friday Rocks Thursday Welcome American Towman Cruise, 5:00 p.m. Captains of Industry Conference, 7:00 p.m.

AT Academy, 8:30–11:30 a.m. Towman Hunt (Skeet), 9:00 a.m. DC Recovery Luncheon, Noon Exhibit Hall Preview, 2–5 p.m. Miller Rocks, 7:30–10 p.m. Calitri’s Cuba, 9–11 p.m.

Saturday Grand Opening AT Academy, 8–11 a.m. Exhibit Hall Grand Opening, 11–6 p.m. American Wrecker Pageant Open, 11–6 p.m. Order of Towman, 6:00 p.m. Festival Night, 7:30 p.m.

Sunday International AT Academy, 9–11 a.m. World Towing Conference, 9–11 a .m. Exhibit Hall Open, 10–4 p.m. ACE Ceremony, 2 p.m. American Wrecker Pageant Winners, 3 p.m. International Feast & Recovery Theater, 4 p.m.

The worlds best crab cakes are in Baltimore.

U.S. History – Just Steps Away Whether you visit the amazing B&O Railroad Museum closeby, or the ships and subs at the Harbor, or the Fort (McHenry) that inspired the Star Spangled Banner, or just simply step across the street from the Convention Center to hop a train to our nation's capitol just 45 minutes away – you'll find plenty of American history when you visit the American Towman Exposition at Baltimore's Inner Harbor.

McCormick and Schmick's steak and seafood restaurant on the Inner Harbor

Save on Events: Register thru this form or online at ATExposition.com

Register Today ... no later than September 28th $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:

Zip:

Fax:

E-mail:

PLEASE CHECK BOXES BELOW

First time at Expo: ❒ Yes ❒ 2. Secondary business (check those that apply): ❏ Towing/Recovery ❏ Salv/Auto Parts ❏ Auto/Truck Dealership ❏ Auto Repair/Serv. Ctr. ❏ Truck Repair ❏ Vehicle Leasing ❏ Repossession ❏ Auto Body Shop ❏ Distributor Equip ❏ Transport/Trailer Serv. ❏ Service Station ❏ Other______________ 3. No. Employees: ❏ 1-5 ❏ 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

EVENT SIGN-UP

Country:

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

5. No. tow trucks in fleet: ❏ 1-3 ❏ 4-7 ❏ 8-12 ❏ 13-16 ❏ 17+ Subscribe to American 6. Types of tow trucks in fleet (check those that apply): Towman (or extend your ❏ Light Duty Wrecker ❏ Heavy Duty Wrecker ❏ Transport/Trailers current subscription) ❏ Medium Duty Wrec. ❏ Carriers ❏ Class 7/8 Tractor and receive the Official ❏ Service Vehicle ❏ Rotators AT Expo Beer Stein on show floor. 7. Number of unclaimed vehicles sold to salvage or auctioned Advance-Registrants Only each month: ❏ 10 ❏ 20 ❏ 30 ❏ 40 ❏ 50 ❏ 75 ❏ 100

AT EXPO: Thursday through Sunday, Nov. 15-18 • Baltimore, MD

PRICING

FILL IN PRICE

! ( ! % &, 2-5 pm, #$! (, 11 am-6 pm • $ (, 10 am-4 pm, 11/16-11/18. You’ll need each day to take in all exhibits! Yes, advance register me for the exhibit hall. 1st & 2nd registrants are free: addt’l $5 each. You’ll badge is good for all days . . .$5 per person $ ___________ $ ___________ ❏ ACADEMY PASSPORT All Seminars, 11/16-11/18 (Includes breakfast Fri., Sat., & Sun. & Clubhouse Key) . . . . . . . . . . . . .$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., 11/16-11/18 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-2011) ❏ Light (2011-12) ❏ Med ❏ Vintage (Pre-1985) $150: ❏ HD Single Axle ❏ HD Tandem ❏ Rotator ❏ Carrier ❏ Champion Class (2011 1st class winners only) ❏ CAPTAINS OF INDUSTRY DINNER & CONFERENCE Thurs. 11/15, 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 ❏ A.T. WELCOME CRUISE Thursday, 11/15, 5 pm Board, Cruise Time 5:30-7 pm, Supper buffet. # of People _____ . . . . . . . .$55 per person ❏ TOWMAN HUNT-SKEET SHOOT Friday, 9 am, 11/16. Includes shooting fees, lunch and transportation. # of People _____ . .$75 per shoot ❏ RECOVERY CONFERENCE Baltimore Convention Center, Fri., 11/16, 12:00 noon, Donnie Cruse Awards Luncheon features critiques of winning recoveries. All recovery specialists welcome. # of People _____ $35 per person ❏ FESTIVAL NIGHT March of the Heroes, American Towman Medal, and live premiere performance of Towman Ballad. Marriott Waterfront Hotel Saturday, 11/17, 7:30 pm Features Gourmet Dinner, Entertainment & complimentary CD of Towman Ballad # of People _____ . .$55 per person ❏ 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 Friday through Sunday at the convention center.

$ __________ $ ___________ $ ___________ $ __________ $ __________ $ ___________

TOTAL $ __________

! " at the ! ❏ BULL & PIG ROAST - FREE INTERNATIONAL FEAST & RECOVERY THEATER - FREE ❏

: Sponsor: Miller Industries, Friday, 11/16: 7:30 pm #_______ people. Sunday, 11/18, 4:00 pm at World Towing Pavilion, Baltimore Convention Center #_______ people. Be a towing industry "Ambassador" respresenting your state and country; company receives one ! "" & upon entering the feast.

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 Visit Baltimore/American Towman if not using credit card (1st night amount only)

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

Arrival Date:______________, 2012 - Depart Date: _______________, 2012 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 Hotel • $175 Sgl/Dbl AMERICAN TOWMAN HEADQUARTERS HOTEL, 4-Star, harborview, fitness center, restaurant/bar. Shuttle Service to Convention Center. CAPTAINS OF INDUSTRY, FESTIVAL NIGHT AND TOWMAN ORDER CEREMONY TAKE PLACE HERE! GUESTS RECEIVE FREE INTERNET. SHOW YOUR BADGE AND RECEIVE 10% OFF FOOD / MEAL PURCHASES AT WATERFRONT H OTEL R ESTAURANTS AND R OOM S ERVICE .

___Marriott Inner Harbor • $172 Sgl/Dbl One block from Conv. Ctr., fitness center, restaurant. "& ( $ " & ( $!

# !(

# ! #

___Renaissance Harborplace Hotel • $172 Sgl/Dbl Balt2012

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

___Sheraton Inner Harbor • $170 Sgl/Dbl, $190 T One block from Conv. Ctr. with a catwalk, indoor pool, fitness center.

___Holiday Inn Inner Harbor • $135 Sgl/Dbl One block from Conv. Ctr., indoor pool, fitness center.

___Radisson Plaza Lord Baltimore • $119 Sgl/Dbl, $139 T Three blocks from Conv. Ctr., bar & grill, fitness center.

___Hilton Baltimore • $192 Sgl/Dbl, $222 Ball Park View Next to Conv. Ctr. with a Catwalk, pool, fitness center.

___Hyatt Regency • $169 Sgl/Dbl, $194 T One block from Harbor and two blocks to Conv. Ctr., fitness center.

With the SRG and the side-puller, the carrier has the functionality of a dual-line wrecker.

At a training session, Bailey’s Side Recovery Guide is paired with a factory side-puller system to upright a bus with a single Jerr-Dan carrier.

Flatbed Carrier

Uprights Bus Side Recovery Guide Helps Complete Recovery Scenario 54 • September 2012 - TOWMAN.COM

The dual lines allow the bus to be pulled evenly front and rear. by Brendan Dooley

n Durham, N.C., Lee’s 24-hour Towing hosted a training session for owners and operators that demonstrated the capacity of a Jerr-Dan flatbed carrier with side-puller to right a school bus with the help of Bailey’s Side Recovery Guide. Parts of this recovery have already been detailed on AT’s TowIndustryWeek.com site. “We live and work in the number one place for business in the country: Raleigh, North Carolina. The growth has generated traffic that is overburdening our highway system,” said Susan Bailey. “Wrecks are frequent, and most frequent in rush hour. If a vehicle is off the road and we have to block both lanes while a flatbed carrier does a 90-degree setup in the traffic pattern, we feel the impact.” Improving situations like that and the abilities of flatbeds is what led Thad Bailey to develop the SRG for his company’s use. Neighboring companies saw the capabilities and potential of the SRG, which led to the creation of Bailey’s Towing Accessories.

Using a snatch block helps enable the flatbed to pull both lines.

TOWMAN.COM - September 2012 • 55

“Never did we imagine that our customers would use [the Side Recovery Guide] in conjunction with factoryinstalled side-puller systems, but they are,” Bailey said. “By using both systems together trucks are now able to pull dual lines.”

For this training session, the SRG was used in conjunction with the Bailey’s 4.5-ton snatch block. Using the two products together as dual-line winches like on a regular wrecker, it made uprighting the bus more controllable than attempting with just a single winch.

Regardless of the side-puller, more and more towers are using the SRG to enhance capabilities on flatbed carriers. This demonstration showed towers what they can do with one truck.

The system allows a flatbed carrier to work parallel to the school bus saving space, rather than being perpendicular (and across lanes).

Once everything is rigged and pulling evenly, the bus comes up and over evenly and under control.

56 • September 2012 - TOWMAN.COM

You may know a tower who risked his or her life to save the life of another human being while on the job. To nominate a towing professional for the American Towman Medal, write a description of the incident and send with any corroborative material you may have, such as police reports, letters or newspaper reports. Include the nominee's name, company, city, state and phone, and your name and phone, and mail to:

Steve Calitri American Towman 7 West Street Warwick, NY, 10950 scalitri@towman.com

American Towman Exposition, Baltimore MD, November 15-18, 2012

Number 177 on Reader Card

TOWMAN.COM - September 2012 • 57

Coping with by Mickey Mills

Loss E

Grief Counselors Can Help After Tragedy Strikes

58 • September 2012 - TOWMAN.COM

very September, the International Towing & Recovery Hall of Fame and Museum in Chattanooga, Tenn., hosts a ceremony that unites people who, under normal circumstances, might never have met. Family members, bosses, co-workers and friends gather at the museum’s annual Wall of the Fallen ceremony to remember and honor towing’s men and women who left for work one day and never returned. For anyone whose life is changed forever by a line-of-duty incident, gathering around the Wall is a chance to share their emotions with others who know the same grief. As director of the museum since 2004, Cheryl Mish is on the front lines with the families and friends of the fallen. “I try to bring human emotion to the personal contact. The simple fact of relating to them and feeling their loss means more to these people than you can ever imagine,” Cheryl said. “Suddenly they feel like they are not alone in their grief.” First and foremost, before the Wall ceremony or other tributes, it’s important for family and co-workers to begin working through their grief early on.

“We usually get involved when someone dies suddenly in a traumatic event,” said Dr. John Nicoletti, who has a Ph.D in counseling psychology. “We do what’s called a critical incident stress response. We try to get in as early as possible to help folks work through the trauma.” While trauma and grief are intertwined, Nicoletti outlines a significant difference between the two. “It’s important to understand that grief and trauma are processed differently. Grief is purely ‘Gee, I miss that person,’ where trauma is the constant replaying of the event in your mind,” Nicoletti said. “The intrusion keeps looping in the brain and you begin to secondguess yourself in how you could have acted differently at the scene. We can get rid of trauma if we catch it early enough. If you wait too long you don’t get rid of it and it becomes a lifestyle.” In many ways it’s an educational process as the counselor works with the employees to help them sort through the mental aspects of handling trauma. The therapist can engage with clients and educate them on how the event impacts the brain processes. Additionally, it puts the survivors in contact with a trained professional so they can talk through the incident and hopefully move from the shock phase toward a healthier mode of acceptance. Nicoletti is considered a national expert in police psychology and workplace violence prevention, and took an active role part in several high-profile tragedies, including the Columbine and Virginia Tech school shootings. His experience in crisis intervention and trauma recovery helped the team at Connolly Towing in Denver, Colo., last July.

Alan Dilley

George Connolly, owner of Connolly Towing, Arvada, Colo., serves on the ITRHFM board and is a past president. He is no stranger to grief and loss after one of his drivers was killed on the job on July 31, 2011. At around 1:30 a.m., Connolly Towing driver Alan Dilley was working an accident scene when a vehicle flew past flashing emergency lights, traffic cones and a first responder directing traffic and struck Dilley, sending him 121 feet through the air. The driver accelerated and fled the scene but was caught by police. Paramedics who were already onscene went right to work on Dilley, but his injuries were so severe he died in the hospital a short time later. The driver was a multiple DUI offender and sentenced to 48 years for vehicular homicide and leaving the scene of an accident. Connolly said he felt powerless when he received the call from his son and operations manager, John Connolly, shortly after the accident. “I knew it was a major problem by the tone of his voice,” Connolly said. “I could tell immediately we had a bad situation going on. I was on the scene within a half hour or so after the accident. By 1:20 a.m., we were told by the officers that Alan did not make it.” At that point Connolly said he had to set his feelings aside and put on his owner’s hat and think about his other employees and how they would be impacted by the news. Connolly Towing employs about 50 people; the management team decided to wait until 7 a.m. Sunday before sending out a blanket page-message to the team to call in immediately. By 10:30 a.m., all but one employee knew of Alan’s death. Considering the human toll of the incident, Connolly scheduled a mandatory meeting on Monday evening following the loss. He invited a lawyer, a grief counselor (Nicoletti) and a pastor to come in to talk with any employee who wanted to participate. Connolly wanted everyone on his crew to be on the same page and know what to expect in the coming days. “Crisis recovery starts in the middle of a crisis. As soon as things are going down, that’s when you need to activate your response protocol,” Nicoletti said. He said it’s important to have relation-

ships established with counseling professionals before a traumatic event.

Allen Rose

Colorado saw its share of towing tragedy in 2011. On Feb. 24, J&J Towing operator Allen Rose was in the process of loading an illegally parked SUV when the owner jumped in the vehicle, shifted the SUV into reverse and took off. The tow chain ensnared Rose’s legs and he was dragged for over a mile. He died at the hospital that afternoon. His business partner and best friend, John Stellabotte, owner of J&J Towing, recalled the period following the tragedy. “The first month or so after the event I couldn’t even talk about it without breaking down. “It’s still very hard to talk about it, but I also know I need to. It has totally affected my life.” Charges were filed against Detra Farries for leaving the scene of an accident, vehicular homicide and manslaughter. Through the course of the nearly month-long trial, Stellabotte’s struggles continued as the courtroom scenes brought all the horrific memories back for him and Rose’s widow, Renee. The guilty verdict on all counts and 20-year sentence brought only a slight relief to Rose’s family and friends. The daily reminders were beginning to fade into memory and the process of healing could really begin. “Some days are better than others,” Stellabotte said. In the immediate aftermath of the tragedy, Colorado lawmakers introduced legislation aimed at keeping this from happening again. The “Allen Rose Tow Truck Safety Act” became law within six weeks of introduction. Per the new law, tow operators are required to place an 8” TOWMAN.COM - September 2012 • 59

by 8” orange or yellow sign on the driver door which reads: “Warning: This vehicle is in tow. Attempting to operate or operating this vehicle may result in criminal prosecution and may lead to injury or death to you or another person.” Once the sign is in place and the vehicle is in the possession of the tow company it is a criminal offense to remove the sign or enter the vehicle except to remove personal items under the direct supervision of the tow operator. The law also added tow trucks and safety vehicles to the state’s “Move Over” ordinances. “Without a doubt, the biggest challenge I face in such circumstances is the traumatization of the employees or peers. Clearly, these are individuals who are doing or have done the same type of activity in which the employee was engaged when killed,” said Dr. Therese A. Rando, Ph.D., a national expert in dying, death, loss and trauma for the American Psychological Association. She is the author of “Coping With the Sudden Death of Your Loved One: SelfHelp for Traumatic Bereavement.” “The more a person identifies in such a manner, the more the normal traumatic reactions to such an event can be intensified,” Rando said. “Such realities can make the death more difficult for employees to accept and can raise additional concerns about fairness, justice, and meaningfulness. If this was a death perceived to have been preventable, survivors can feel compelled to determine blame, assign responsibility, demand accountability, and mete out punishment. “The griever actually struggles with two different sets of issues: He has to cope with the trauma of the experience as well as with the loss of the person. The first involves dealing with post-traumatic stress and the second involves dealing with grief,” Rando said. “Oftentimes, what is needed to contend with the traumatic aspects can interfere with what is needed to contend with the grief,” she said. “For instance, the employee may want to avoid reminders of the person who died because it makes him think of the horrific accident, but such avoidance of thinking about the person interferes with healthy grieving, 60 • September 2012 - TOWMAN.COM

which demands thinking about who you have lost.”

Joe Ricciardelli

A sudden traumatic loss demands prompt action on the part of owners and operators. The impact of these events is on all aspects of business—productivity, scheduling, staffing and any number of processes. Perhaps pre-planning is the best strategy; like the saying goes, “Hope for the best, plan for the worst.” Jim Jennings is the owner of Emerald Towing in Pompano Beach, Fla. Last January, Emerald lost operator Joe Ricciardelli while he was assisting the Florida Highway Patrol on the Interstate. He was picking up traffic cones when a car zoomed into the work zone, swerved to avoid another car and struck him. The tower was transported to a local hospital where he was pronounced dead later that day.

The annual Wall of the Fallen ceremony gathers towers together in a common grief. The Wall was funded by the Miller Family Foundation.

“Honestly, it was always in the back of my mind,” Jennings said. “I was always afraid of something like this happening but you get this ‘It can’t happen to me’ mindset. I don’t know how you can prepare. You have a [standard operating procedure] for everything, so why not for a driver fatality?” In the aftermath of Ricciardelli’s death, the culture at Emerald Towing has changed dramatically and for the better, according to Jennings. Safety consciousness at all levels of the operation has increased and the company has embraced the Florida “Move Over” law as the face of daily operation. At Emerald, “Move Over Florida” has moved from legislation to passion. One surprise for Jennings after the accident was the government oversight knocking at his door. “OSHA came in here on the second day,” he said. “I can tell you there were a lot of things I didn’t understand. It was mostly paperwork stuff that I wasn’t doing right. It really opened my eyes up to what OSHA is and the things they do, whether you have one or hundreds of employees.” From a personal standpoint, Jennings expressed regret that he never got to know Ricciardelli better. “I didn’t know he was an artist. I knew he liked to smoke cigars, which we did a few times, but I didn’t know he loved to fish. I didn’t really know his family,” Jennings said. “In hindsight, that’s the kind of stuff that bothered me. I’ve tried to change that, to get to know all my people better, get to know their families and to get them to bring their families around more.” Jennings and a contingent from Emerald Towing will accompany Ricciardelli’s wife, son and father to Chattanooga for the 2012 Wall ceremony. At the end of their journey, they will find themselves in the company of others with the same pains, as well as museum director Mish. It’s a role she embraces with every family member at the Wall of the Fallen. “I find each year that I become intertwined with the families and with every fiber of my being I can feel their sorrow the day of the ceremony,” Mish said. “I

continue to page 76

Number 111 on Reader Card

one extra point above your competitors. I can tell you that, in all sincerity, we pageant judges take our responsibilities seriously and approach the process in a professional manner. Every entry has a fair and equal chance to win based on class assignment, preparation and overall presentation (this last I feel is most important). There should be no sense of entitlement, even for trucks that won at previous shows. Amidst the thousands of towers who journey to the Baltimore show, pageant judges quietly navigate the tow show’s crowded aisles bearing clipboards and a sharpened pencil. We’re industry professionals charged with scrutinizing what we see by marking tally sheets specifically designed for this purpose. Judges compare their scores and scrutinize each truck or carrier for winning features and best overall presentation … we aren't just choosing the biggest, baddest, shiniest or most expensive truck entered. At some point during the show, you may meet face-to-face with one (or more) of the judges who are judging pageant entries. Judges have their jobs to do; please keep in mind that they have many trucks to look at and little time to do so. Don’t be offended if your judge doesn’t stay around to talk about your company, your truck’s history or its equipment … their time is limited.

Garner's Towing of Fortville, Ind., took First Place in the Rotator Class at the 2011 American Wrecker Pageant in Baltimore, thanks especially to their attention to detail on this Kenworth T-800B with Century 1075 unit.

Bragging Rights

by Randall C. Resch

Time to Pretty Up A Judge's Perspective on the American Wrecker Pageant

62 • September 2012 - TOWMAN.COM

t’s time to start thinking about trekking to the American Towman Expo in Baltimore, and, more specifically, to start thinking about entering your tow truck in this year’s American Wrecker Pageant. Each year, 40 to 60 tow trucks and flatbed carriers compete in the categories, from light-, medium-, and heavy-duty to rotator and classic classes. They are all seeking to win American Towman’s extravagant “Best of Show” silver cup.

Every year, the American Wrecker Pageant increases the number of entries; newcomers and old pros alike can use some guidelines and insights as to what pageant judges look for to decide show winners. It’s my honor to serve as a judge and I look forward to each year’s pageant. It’s easy to feel the excitement and energy truck owners bring to the show floor. If you’re considering entering this year’s contest, here are some tips that could help get your truck that

Participants have their chance to win “best" or "favorite” within their respective truck classes; however, winning selections aren’t necessarily those trucks sporting the most bling or ones purchased recently for brand new. These truck pageants by design are competitions between tow truck owners and companies to pit their prized possessions against one another—mostly for fun and notoriety. Winning “first place” at an AT show, whether in Baltimore, San Antonio or Las Vegas, also lends to huge bragging rights that are rightfully earned. In many cases, pageant preparation is a family affair where everyone gets involved in truck detailing and fanfare. For most entries, they’ve spent lots of time, money and effort to bring home a win. In the pageant area, you'll see plenty of dads, moms, kids and employees at work with necessary waxing, wiping TOWMAN.COM - September 2012 • 63

and polishing long before judging starts. When I judge any class truck or carrier, I’m not looking for extensive bling, murals and or incredible paint. I hold participants to a higher standard of what the "visual details" are that the company makes ready for best display. I look closely at the truck’s equipment and those really small details that make a winning truck stand above the others. If I’m looking for tie-breakers to score one truck higher than another, there are specific mechanical areas or equipment items I consider. For example, if a tow truck displays incredible bling, chrome and fancy paint but lacks a critical safety item, I’ll deduct points for the discrepancy. Why should the tow show be any different than preparing your truck for an annual highway patrol inspection? Some of my individual nit-picks, in no particular order, include: • Wire rope. This is one of my biggest sources of frustration, when wire rope isn't neatly and cleanly spooled. Whether a show or working truck, the drum shouldn't have any crossovers, bird nests or rust.

• Points off for rips and tears in ratchet straps. • Replace any road flares that are broken, rotted or gone to powder. • Fix/replace any broken worklight lenses (top, bottom or deckmounted). • Extension/drag lights shouldn't have bare or cut wires. • Bent or missing grab hooks on wheel-lift retainers is a deduction. • Clean/replace rusted or broken tools. • Organize side compartments or

top-shelves (carriers). • Points off for obvious deficiencies that are knowingly covered up.

Stowage Show trucks and working trucks in the competition shouldn’t expect high scores if they look disorganized. Neat, well-stocked and arranged stowage is important to this competition. This is a simple expectation of all judges looking at a truck and in the equipment boxes. In all classes, judges expect neatness and score accordingly for disorganization. If

If the equipment box looks like a grenade hit, the rest of the truck looks worse for it.

For a truck on display, take care to re-spool the wire rope neatly and in even layers.

• Hooks and safety chains should be equipped with safety clips; designed to fully enclose chain, straps, etc. (Especially on big rigs.) • Fire extinguishers fully charged and in the green, tagged with recent inspection and accessibly mounted (vs. tossed or laying in compartments). • Equipment zero fittings should show evidence of maintenance. • Dolly tires shouldn't have sidewall rot or be flat. • Snatch block safety clips should be attached, and side plates shouldn't be bent. 64 • September 2012 - TOWMAN.COM

In the Classics category, finding period tools and equipment really help a display stand out.

Number 126 on Reader Card

your truck's equipment stock looks like a grenade was lobbed in … don’t expect good scores. Equipment, tools and accessories should be located in areas Updated where towing equipment is commonly stowed. Little things like painted grab hooks, chains stowed together with grab hooks, and ramp cut 4x4s make the presentation look better. Same goes for hand tools, wrenches and jacks. The more care you take to arrange your truck’s equipment, your scores will reflect that attention to detail. (I like it when antique and classic trucks are outfitted with #&'/& ,' period% tools and equipment that accurately reflect the era. They get additional note for factual presentation.)

Shine 'Em Up Although I’m sensitive to East Coast weather and especially Baltimore in November, towers who powerwash their trucks before the contest really have their eyes on getting the best possible scores. In too many past pageants, participants received low scores because they didn’t take time to clean their trucks before judging. Gobs of mud, mud streaks and even bright yellow butterfly guts really detract from a million-dollar paint scheme. One truck even had dried tobacco spit streaking the driver’s door. If you display your carrier with its bed raised, clean the frame and wheel lift structure and make sure no systems are leaking. Why not powerwash the '* frame and engine compart,* "&"& ,* "&"& 1 ment? 'Frames don’t have to be waxed … just cleaned. Overspray on tires and the engine compartments aren’t beneficial to a total score, especially when overspray covers the floor or drips from the truck’s engine. It’s understood that working trucks are working trucks, but better scores go along with the extra efforts to show a really clean truck. It’s been my routine to walk the show floor the day before the pageant to look at how the pageant is shaping up. During those slow strolls, I see the action that leads up to a great pageant. When it comes to pre-pageant get-ready and presentation, I make mental notes of those who spend hours and hours waxing, straightening and prepping their truck and equipment for arrival of the show-goers and the judges. Although not a judging requirement, I do consider their hard work even though participants don’t know I’ve focused-in on their efforts.

Is Bigger Better?

Apply for Rating at www.atstandards.com Number 190 on Reader Card

66 • September 2012 - TOWMAN.COM

I personally like the classic tow truck displays, but when asked to judge the big-rig class, I put on my business hat to judge those entries with a critical eye. My mindset is that if a heavy-duty wrecker or rotator is set-up for show and work, that’s a truck that should have all components, equipment and systems working; they must be operationally perfect. These behemoths are a great example of what our industry represents. Big rigs and rotators generally are show favorites. Because of their size, they tend to display more truck and more equipment. Small discrepancies are the ones I’m looking for, especially when saddled with finding the truck that stands out above the others. One big pet peeve for me regarding heavies is poorly wrapped cable. Monster cable on these trucks cannot be

LAST CALL! Co-Sponsor: %+$ (+ 5,1. ',0,/ ,. ($%, ,& 5,1. %#,2%.5 ,1 3()) "% #,+0!#0%$ &,. 5,1. .%#,2%.5 $%0!()/ %#,2%.5 *1/0 '!2% "%%+ -%.&,.*%$ !+50(*% (+ 0'% 5%!./

!*%

(0)%

,*-!+5 $$.%//

',+%

(05 *!() $$.%//

0!0%

,$%

Choose The Most Challenging Recovery Your Company Performed With Excellence! Note: Applicant agrees to give American Towman exclusive editorial rights on submitted material, text and photographs, for one full year.

Hosted by:

!() 0, ',+%

Number 107 on Reader Card

*%.(#!+ ,3*!+ # , .%+$!+ ,,)%5 $(0,. ,1+05 ,!$ 6 %)%+2())% 4 6 *!() "$,,)%5 0,3*!+ #,*

Number 151 on Reader Card

TOWMAN.COM - September 2012 • 67

poorly wound on primary and secondary winches. Cable hooks must have clips. If the safety clips are taped back … ding … that’s not what OSHA had in mind for safety. Some participants are full of reasons and excuses as to why their truck was displayed in a sub-standard measure. It's especially critical that a truck meet law enforcement expectations regardless of what the judges think. If your tow truck or carrier can’t pass our critical inspection, how well do you think your truck would do in a comprehensive DOT inspection?

Judging The extra effort you put into your show or work truck and its presentation could be the difference in scoring very high, or simply meeting the basic scores. It’s advantageous for participants to stay with their trucks when judges are on the floor. I know it’s not always possible because judges are oftentimes delayed while in the process … but at least leave your truck’s side boxes open. Trucks without representatives can’t be judged

68 • September 2012 - TOWMAN.COM

entirely if we can’t see inside the side boxes. A judge might call you to return to your truck so judging can continue without you being docked points for an unattended truck. I appreciate when an owner/participant goes the extra effort to include a storyboard of information and photos of the truck. If you can’t be with your truck, the storyboard includes information regarding your truck, like year, make, model, back-end equipment, GVWR and more for judges to know and consider. American Towman has developed a state-of-the-art electronic voting system that tallies votes of show participants by simply swiping their show card and entering their choices. Keep in mind that although the judge’s critique and visual evaluation of each truck is critical, it’s just one component of the overall scoring process. First comes total votes from attendees, and then the judge’s notes and score sheets are compiled. There’s always a favorite truck, favorite paint scheme, favorite mural or theme, and even the Best of Show. And, once all electronic votes are tabulated, the

Number 174 on Reader Card

judge’s assessments become tie-breakers. When winners are announced, remember that sometimes there’s a very thin line where the winning truck narrowly beat the truck in second place. Not all participants win and some are disappointed. For that we’re sorry, but that’s how competition goes. (Good sportsmanship says that participants should accept loss in the same manner they’d accept winning.) This year’s Baltimore show and American Wrecker Pageant is Nov. 16-18. I’m really excited to see the best of the best, but there’s no doubt in my mind that every entry in the pageant should get kudos for attending. Here’s looking forward to having you and your entry at this year’s pageant. May the best truck and its owners win. 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 lightduty trainer. Email Randy at rreschran@aol.com.

TOWMAN.COM - September 2012 • 69

The State of Slow Down, Move Over by Emily Oz

hen I started to work for American Towman last October, I wasn’t sure

what kind of reception to expect from the towers themselves. When I arrived at November’s American Towman Expo in Baltimore, I was pleasantly surprised that the first person to seek me out for a talk was Joe Coram, president of Canton

American Towman TV host Emily Oz scripted and hosts a PSA to educate the public about “Slow Down, Move Over” laws. It is available for broadcast in local markets by emailing oz@americantowmantv.com.

Towing in Canton, Ohio. Coram came to me with one mission in mind: to aggres-

This is a problem where video can

National developed a new PSA. (OMG

sively push the “Slow Down, Move

help. If you want to see 30 seconds of

National is the company that serves as

Over” concept to the motoring public.

pure persuasion, visit www.Responder-

the production arm of American Towman TV.)

What Coram (and many others

Safety.com. Created by the Emergency

since) taught me was reinforced by fur-

Responder Safety Institute, the new 30-

The PSA is called “Slow Down,

ther research about the state of Slow

second Public Service Announcement

Move Over: Give our Towmen a

Down, Move Over laws in our country.

features tow operators along with police

Break!” A towing company can spon-

The laws are relatively new, as they

officers, firefighters, state troopers and

sor this PSA to be aired on their local TV stations. If you’re interested in

started sweeping America around

paramedics, all asking the same ques-

2000. Today, 49 out of 50 states have

tion: “We have your back. Do you have

more information, you can email me at

some form of the law (Hawaii does

ours?” The PSA is a great collaboration

oz@americantowmantv.com.

not). Of the 49 states with the law, 45

of all highway-safety personnel sending

I am proud to say I helped write the

have included tow truck operators as a

a clear and convincing unified message

script and I host the PSA. After work-

protected class.

to motorists.

ing with towing and recovery profes-

Now what seems to be left to do is

We have seen the shocking scenes,

sionals for just one short year, that’s

educate the public on Slow Down,

time and time again, of a dash camera

long enough for me to care deeply and

Move Over.

rolling when an officer is knocked off the

have a vested interest in your collective

A whopping 71 percent of Ameri-

roadway by a distracted driver. Dash

safety. I pledge to help educate the

cans haven’t even heard of the law,

cams usually don’t capture the 60-plus

motoring public in any way I can.

according to a recent survey by the

tow operators who die the same way

National Safety Commission. How do

every year. Did you know the annual

you break through that wall? Espe-

death toll for towing professionals hit

cially considering some market

and killed by motorists is more than

researchers say the average city

five-times higher than that of law-

dweller is bombarded with 5,000 ad

enforcement professionals? These facts

messages a day?

need to be heard. That’s why OMG

70 • September 2012 - TOWMAN.COM

Emily Oz is the anchor and producer for American Towman TV. Watch episodes online at www.AmericanTowmanTV.com. Send email to Emily at oz@americantowmantv.com.

:80 :1 >30 #)'

AAA %)&%$' +& ',@0

'>:.6 :</ ?>:7:,/0< %<49>,-70 *0<=4:9 <0/4> ;;74.,>4:9 ;;<,4=,7 :<8 *?7.,9 ?>:7:,/0< :8;:=4>0 :/C 7?849?9 %C7:9 '>,4970== +3007 '48= :</ 40=07 :</ ?>:8,>4. (<,9=84==4:9 ';<492 &4/0 C/<,?74. <,60

'>:.6 1: 1<0423>7490< 50<< /,9 =>007 =3,<6 >,47 7- A49.3 ,8-0< 7423> -,< >::7 -:B0= A4>3 =>,4970== 1<:9>= A3007 741> /?,7 .:9><:7= 0B>09/0/ .,3; .,> =;00/ ><,9= ,4< -<,60= ,4< <4/0 =?=;09=4:9 /?8; =?=;09=4:9 8470= ,7?8 A3007=

2: A4>3 , #)'

+0 074@0< 9CA30<0 9 (30 )'

'>:.6 :/20 B <0A ,- 09>?<C >:9 0B>09/,-70 -::8 ,7?8 -:/C 7- A49.30= ,?>:7:,/ A3007 741> 70/ 7423> -,< 7:A0< A:<6 7423>= 49.,- .:9><:7= ,7?8 >?-?7,< ;C7:9 ?8849= 40=07 %:A0< +49/:A= %:A0< !:.6= ,4< .:9/4>4:9492 =>,4970== A3007 =48= ,4< .:9/4>4:9492 ,8 18 ./ =>0<0: A3007 /<4@0

'>:.6 09A:<>3 A4>3 # + %<49>,-70 *0<=4:9 <0/4> ;;74.,>4:9 ;;<,4=,7 :<8 ,7?849?8 -:/C 7- ;7,90>,<C A49.30= 3C/ =;,/0= >:9 -::8 =>,20 6 A3007 741> 09A:<>3 ?8849= ';00/ (<,9=84==4:9 # +% '

'>:.6 , 1:</ 1 3:780= =>007 -:/C 7- A49.3 49 .,- .:9><:7= >::7 -:B0= =>007 7423> ;C7:9 ,?>:7:,/ A3007 741> @ 2,= 092490 ,?>: ><,9= ,4< .:9/4>4:9492 ;:A0< A49/:A= ;:A0< 7:.6= ,8 18 ./ =>0<0:

'>:.6 09A:<>3 1> '>007 ! 0/ 7- 0.6 ,;,.>4>C 7- +49.3 7- +3007 !41> ! <8= (::7 :B0= '>007 &08:@,-70 &,47= +( 4< <,60 4< '?=;09=4:9 ?>:8,>4. (<,9=84==4:9

'>:.6 :/20 B 09>?<C '>007 +4/0 ?8849= ?>: %<49>,-70 *0<=4:9 <0/4> ;;74.,>4:9 ;;<,4=,7 :<8 09>?<C '>007 ,<<40< +4/0 0.6 (::7 :B !423> ,< ?8849= 40=07 ?>:8,>4. (<,9=84==4:9 ":<0 %3:>:= >: :80

'>:.6 :</ *?7.,9 B 1> '>007 '>007 &08:@,-70 &,47= (::7 :B0= ! !423> ,< * ,= ":>:< %:A0< +49/:A= 4220< ?07 (,96 7?>.3 %?8; " 8 '>0<0: '

& .:8 1:< ?<<09> );/,>0/ 9@09>:<C

& $"

'>:.6 %0>0 # + 09>?<C ,7?849?8 -:/C >:9 -::8 8470= 7- ;7,90>,<C A49.30= 3C/ =;,/0= =>,20 6 A3007 741> ,B70 1:<6= 70/ 7423> -,< A49.3 1<00 =;::7= .,-70 >09=4:90<= ,7?8 7423> ;C7:9 ;0>0 .,> . =;00/ ><,9= A:<6 7423>= ,4< <4/0 =?=;09=4:9 ,4< .:9/4>4:9492 ,7?8 A3007= /<4@0<= ,4< =0,> =>,4970== =?9@4=:< ,8 18 =>0<0: .3<:80 -?8;0< ;:74=30/ ,7?8 1?07 >,96

'>:.6 :/20 09>?<C 423 :9>09> %<49>,-70 *0<=4:9 <0/4> ;;74.,>4:9 ;;<,4=,7 :<8 7?849?8 :/C (?9907 :B 7?849?8 %C7:9 $ ! (A49 7+49.30= ?,7 :9><:7= +3007 !41> ! <8= 4,8:9/ %7,>0 0.6 B ?8849= 40=07 ?>:8,>4. (<,9=84==4:9 4< :9/4>4:9492 %:A0< +49/:A= %:A0< !:.6= 7.:, 7?849?8 +3007= " " "% '>0<0: :7/,-70 "4<<:<= )'( #

@4=4> AAA %)&%$' +&

><?.6

'>:.6 09A:<>3 ( A4>3 >:9 -::8 7- ;7,90>,<C A49.30= =>,20 ?9/0<741> 70/ 7423> -,< 3C/<,?74. ,;,/0= 6A > 3; .,> ,?>:8,>4. ,774=:9 ><,9= ,4< <4/0 =?=;09=4:9 ,7?8 A3007= ,4< .:9/4>4:9492

'>:.6 9>0<9,>4:9,7 ' ":/07 09>?<C ' ":/07

'>:.6 09>?<C %<49>,-70 *0<=4:9 <0/4> ;;74.,>4:9 ;;<,4=,7 :<8 .09>?<C 7- A49.3 >?9907 -:B .:/0 8B 7423> -,< /:7740= 1 ,?>:8,>4. ><,9=84==4:9 =;<492 <4/0 3C/<,?74. -<,60 =>007 A3007= A4>3 .3<:80 =48?7,>:<= ;0<=:9 -09.3 =0,> ,8 18 =>0<0: "470=

'>:.6 ;0>0 90A .09>?<C ,7?849?8 -:/C >:9 -::8 7- =;00/ A49.30= ,7?8 >?-?7,< ;C7:9 3C/<,?74. <0,< =;,/0= ,4< ,9/ 070.><4.,7 3::6 ?;= 70/ 7423> -,< A:<6 7423>= A4<070== <08:>0 =>,9/,</ ,B70 1:<6= ;0>0<-47> .?8849= 4=B 3; =;00/ ><,9=84==4:9 ,4< <4/0 =?=;09=4:9 /?,7 0B3,?=> =700;0< 092490 -<,60 /?,7 ;:74=30/ ,7?8 1?07 >,96= ,7?8 A3007= /?,7 ,4< <4/0 =0,>= 8470= ,4< .:9/4>4:9492

'>:.6 +( <,9/ #0A 09>?<C ,7?849?8 -:/C >:9 -::8 3C/ =;,/0= 7- ;7,90>,<C A49.30= ,B70 1:<6= =>,20 6 A3007 741> 70/ 7423> -,< A49.3 1<00 =;::7= .,-70 >09=4:90<= ,7?8 7423> ;C7:9 A:<6 7423>= ,> % ,C ,774=:9 ?>:8,>4. (<,9=84==4:9 ,4< <4/0 =?=;09=4:9 8470= )($" ( (& #'

'>:.6 1<0423>7490< =0<40= ,?>:8,>4. >:9 9:8,< 7- A49.30= =>,20 ?9/0<741> 3C/<,?74. <0,< =;,/0= =>0= ,B70 1:<6= =;<492 3,920< ,/,;>0<= >?9907 >::7 .:8;,<>809> ,8-0< 080<209.C 7423>-,< 3; /0><:4> ,?>:8,>4. ><,9= ,4< <4/0 =?=;09=4:9 092490 -<,60= 8470= ,4< .:9/4>4:9492 =?9 @4=:< /<4@0<= ,4< =0,>

%<:=;0.> &:,/ +09>D@4770 "$

Number 212 on Reader Card

Pink Carrier Shines Bright

ith thousands of working tow trucks and wreckers around the country, a very small percentage gets to wear the title “Best of Show.” This pink-themed beauty from LW’s Towing of Frisco, Texas, joined that elite group at Tow Expo International 2012 in San Antonio where it placed first in the Carrier Class and later won “Best of Show” bragging rights. Pink is definitely in this year and LW’s tribute to the Susan G. Komen for the Cure is a standout display of dedication to a cause. The history of the Pink Tribute truck starts in Joplin, Mo., on May 22, 2011, when a catastrophic EF-5 tornado tore a mile-wide swath through the city and claimed 158 lives. It was the deadliest tornado in the country since 1971. One victim of the disaster was this truck. It 72 • September 2012 - TOWMAN.COM

by Mickey Mills

Tech Highlights Chassis: 2007 Kenworth T3000 Wrecker Body: Vulcan 21’ 10 Series Extreme Angle deck Engine: Cummins ISC 260 Trans: Allison Auto-3000 Winches: Ramsey 8,000 lbs. Paint: Texas Wrecker Sales Extras: Air brake/Air ride

took considerable damage and was put up for sale on Copart’s online auction as a salvage vehicle. Larry Haynie, owner of LW’s Towing, placed a winning bid and a few days later took off for Joplin to claim it. Texas Wrecker Sales in Dallas took in the storm-damaged truck and worked their magic. The flying checkerboard graphics are a TWS design and used throughout LW’s fleet. The only thing that changes from truck to truck is the color. When coming up with the theme for the new truck, Haynie and his wife, Cindy, settled on pink with the Susan G. Komen ribbon incorporated into the design. The project included an assist from the Frisco police department in collecting more than 200 names of friends and family members who were survivors and victims of breast cancer.

Once the names were collected, the design team at TWS went to work. The original designer of the flying checkerboard pattern, David Moon, sat down with the Haynies and presented the idea of the two-tone pink pattern with the collection of names “ghosted” into the paint scheme. Moon applied every name on the list alphabetically, from the hood out to the rest of the truck. The pink didn’t end at the sheet metal. In the process of rebuilding the truck and getting it road-worthy again, TWS completely restored the engine compartment that now sports a pinkcoated engine. “LW’s Towing is proud to support a world without breast cancer with the Pink Tribute Tows program. A donation of $1 per tow by this truck will benefit the North Texas Affiliate of Susan G. Komen for the Cure,” Larry Haynie said. Public affirmation came at the recent Tow Expo International in San Antonio when attendees overwhelmingly voted the Pink Tribute truck “Best of Show.” Haynie accepted the trophy from American Towman Publisher Dennie Ortiz and Terri Ryan of Dual-Tech, sponsor of the USA Wrecker Pageant at Tow Expo Int’l.

AT Publisher Dennie Ortiz (left) and Terri Ryan (right), Dual-Tech, present the Best of Show trophy from the USA Wrecker Pageant at the Tow Expo Int'l in San Antonio, Texas, to LW's Towing owner Larry Haynie (left center) and driver Mike Bell (right center).

TOWMAN.COM - September 2012 • 73

ROBERT YOUNGS SALES AND SERVICE 1-800-246-4785 540-982-3809 Sliding Rortators, Quick Swaps Sliders, Fixed Boom Rollbacks, Air Cushions We Buy Used Heavy Wreckers

robertyoungtrucks.com

ZACKLIFT www.zacklifts.com

HOLMES PARTS WHEEL-LIFTS Repo • Add-Ons

750, 600, 500, 480 & MORE!

1-800-337-2350 Hamman Engineering Fifthwheelers • Underlifts • Wreckers

74 • September 2012 - TOWMAN.COM

k 0@QJHMF 0DQLHSR FORCED k %WOHQHMF 0DQLHSR N E G N I W O k 0K@RSHB (@MFS@FR S k 6HRHSNQ 0@RRDR E M I T L L k ,NF "NNJR A AT k 3L@KK 1T@MSHSX ICLES ED VEH 'S OR HORIZ NER W UNAUT O AT TOWED XPENSE E E ILL BE IC W #TRSNL 3HFMR 'S R TO SEV OPERA ECKERTREET WRMAIN SN, USA W 789 A.B1.C 234UR TO5 5-6 YO 88) 5 (8

k #TRSNL 3G@ODR 3HYDR

ALL TYPE OF CUSTOM PRINTING FOR THE TOW INDUSTRY

Call & speak with one of our personlized service representativies today!!! www.AnchorGraphics.com )D[ info@anchorgraphics.com

•TOW LIGHTS •TOW LIGHTS ••WORK WORK LIGHTS LIGHTS •SAFETY •SAFETY FLASHERS FLASHERS •ADAPTERS •ADAPTERS & EXTENSIONS EXTENSIONS •CUSTOM •CUSTOM ORDERS ORDERS North Canton, Ohio • 1-800-490-3158 www.custerproducts.com

“World’s Only Full Functioning Wireless Taillight System”

WIRELESS LIGHTS Not all wireless lights are created equal. Make sure your lights have the Towmate name.

www.towmate.com 1-800-680-4455

OIL PAN DAMAGE STOPS HERE Never pay out for oil pan damage again 100% SUCCESS RATE, OVER 1,000 SOLD 100% MONEYBACK GUARANTEE Get the facts at www.panpillow.com

780-908 6560 panpillow@shaw.ca

Visit us at the Midwest Regional Tow Show, Booth #69

Maximize your Return On Investment with protective tapes & films

Contact TomHrynda tom@roiprotectivetape.com 877-445-TAPE (8273) Fax-610-262-4598 www.roiprotectivetape.com Nobody Beats Our Prices Windshield Wrap 36" x 200' roll $50.00, plus extra 5% off for mentioning this ad!

To Advertise In Towman’s Market Call 800-732-3869 Ellen Rosengart x 203 erosengart@towman.com Dennie Ortiz x 213 dortiz@towman.com TOWMAN.COM - September 2012 • 75

COPING WITH LOSS continued from page 60 know each of these stories … this year it’s 31 stories and I know them all. “This is not just a job to me … I truly feel blessed to be a part of it.” Editor’s note: Mickey Mills is a freelance writer living in Oklahoma. He is a member of the National Motorsports Press Association and frequent contributor to TowIndustryWeek.com. He is the motorsports editor at Technorati.com.

Survivor Fund The International Towing & Recovery Hall of Fame and Museum started its Survivor Fund in 2005. “The museum feels blessed to have the Survivor Fund account in place to help support the families of our towing operators that are lost in the line of duty,” said Cheryl Mish, director. “We could not continue this endeavor without the generous support given to the museum by donations throughout the industry.” Since 2005, the Survivor Fund received more than $600,000 in donations. The first check of $1,000 was given to a tow operator’s family on Sept. 25, 2007. Survivor Fund money is available to any family that loses a towing operator in the line of duty, as long as it is applied for within 90 days of the date of death. To find out more or donate to the Survivor Fund, go to www.thesurvivorfund.com.

Number 122 on Reader Card

76 • September 2012 - TOWMAN.COM

Number 191 on Reader Card

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

Number 103 on Reader Card

Number 124 on Reader Card