American Towman Magazine - October 2012 by dortiz-towman

Number 176 on Reader Card

*Advance-registrants attending Sunday's International Feast & Recovery Theater during AT Expo will be awarded the World-Class Towman coin (one per company).

FEATURE CONTENTS

28 Breaking BreadThe Recovery, page 80

Applying for Small Business Loans Organization and research are key ingredients when you’re looking at financing options. by Randall Resch

Departments Low Down . . . . . . . . . . . . . . . . . .6 News Share . . . . . . . . . . . . . . . . .8 Road Tools . . . . . . . . . . . . . . . . .12 Tow Boss . . . . . . . . . . . . . .14, 106 Tow Engineer . . . . . . . . . . . . . . .18 Beacons On! . . . . . . . . . . . . . . .22 The Scoop . . . . . . . . . . . . . . . . .26 AD Index . . . . . . . . . . . . . . . . . .32 Work Horse . . . . . . . . . . . . . . . .88 Repo Run . . . . . . . . . . . . . . . . . .92 On Screen . . . . . . . . . . . . . . . .110 My Baby. . . . . . . . . . . . . . . . . .112 Towman’s Market . . . . . . . . . . .114 Adventures of A.T. . . . . . . . . . . .117 4 • October 2012 - TOWMAN.COM

AT Expo Program Scout out the exhibits and events of the 24th annual American Towman Exposition; from the Welcome Cruise to the International Feast & Recovery Theater.

Bread Truck'Sawed' by Guardrail It took six hours for the crew from Ed's 24-Hour Service to clean up following an early morning wreck of a bread truck. by Brendan Dooley

Number 148 on Reader Card

Why They Come by Steve Calitri

ikers head to Sturgis, South Dakota because there’s something special going on there. Likewise towers head to Baltimore, Maryland for the American Towman Exposition. Though it must be said for the uninitiated, Baltimore’s magnificent harbor has a lot more going for it than the town in the plains. The main reason for AT Expo’s success, like Sturgis, is that there’s so much going on. 20 special events, 30 seminars, 200 supplier exhibits that make up the world’s largest tow show, and much that cannot be experienced anywhere else. •Take Festival Night where tradition reigns in the American Towman Medal Ceremony honoring towers for their heroism; this year features the premiere performance of the Towman Ballad. Where else? •Take the industry’s biggest party, Miller Rocks! Officially the Bull & Pig Roast where towers take over the Hard Rock Cafe and thensome. Where else? •Take the American Towman Chopper, nicknamed Hero, which is showcased at the Jerr-Dan Diner. Where else? •Take the Towman Monument, the first monument ever to honor towing professionals, standing tall before the Baltimore Convention Center. Where else? •Take the 30 seminars of the American Towman Academy, the largest and most attended educational event in the industry, worldwide. Many introducing new business opportunities for your towing business. Where else? •Take Sunday’s International Feast and Recovery Theater where advance registrants will receive the World-Class Towman coin and towmen and tow women from all over the globe will share the moment. Where else? •Take Friday’s Recovery Luncheon where recovery engineers break bread and are treated to critiques of award-winning recoveries. Where else? 6 • October 2012 - TOWMAN.COM

•Take the American Wrecker Pageant, sponsored by Dual-Tech. It’s an art gallery on a heavy metal canvas that you won’t find in New York’s Museum of Modern Art, nor the Louvre in Paris. Where else but Baltimore? Where else will tow bosses discover 15 call providers under one roof? Only at the Baltimore Convention Center. And where else will you find the aggregate experience in towing and recovery than in Baltimore among 10,000 towing professionals who come from all 50 states and 20 nations? Indeed, since 1989 when the American Towman Exposition was born, a quarter million towing professionals have come to Baltimore! Many of them coming back year after year. Tow bosses can tap the resourcefilled convention center via the seminar rooms, the hallways, the hotels, harbor pubs, and the exhibit floor. The wealth of experience and knowledge that is coming to Baltimore, November 15th through the 18th is staggering. Even people you might not think would be there, are there! I remember running into two veteran towing professionals from Wisconsin last year after Festival Night. Bill and Barbara Tomlinson. I asked Bill if he was still reading the Adventures of the American Towman. Yes, he replied enthusiastically. He reads every episode. Being a die-hard recovery specialist who braves the hard conditions in the northern climate, he loves seeing the challenging recoveries that the series hero faces from month to month. That night I thought to myself, as I entered dreamland, wouldn’t it be something if AT Armada, the hero of the Adventures, showed up in Baltimore. But the fact is, 10,000 AT’s show up. 10,000 dedicated towing professionals who take a break from their adventures for the adventure of the American Towman Exposition.

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 195 on Reader Card

$1.8M for Patrols Transportation officials in Stockton, Calif., agreed to hire a towing company to patrol parts of I-5 and Highway 99 where large-scale construction projects have been ramping up and will continue for years. Operators in roving tow trucks will provide minor road service to get cars moving, or tow them to a spot off the freeway that’s safe and out of traffic. The service is free to motorists. After a competitive bidding process for the $1.8 million job, Mike’s Towing in Stockton was selected to provide the service during peak travel times. Service is expected to start at the beginning of 2013 and last for 30 months. The roving trucks will cover a cluster of four massive projects to widen the freeways, replace surfaces, rebuild interchanges, add a carpool lane to I-5 and make other improvements. Some work has begun; more begins next year. The new patrol zone means the company will add five more trucks to its fleet and hire four more operators, said a spokesman for Mike’s Towing. Operators in the program receive CHP training and must pass required CHP certifications. Source: recordnet.com

AT Expo opens the doors to new revenue opportunities, such as Accident Cleanup, EV Charging Stations, and Online Auctions. Check them out on pages 45–76. 8 • October 2012 - TOWMAN.COM

9/11 Sickness Fund Adds 50 Cancers Fifty cancers will be officially added to the list of sicknesses covered by a $4.3 billion fund set up to treat and compensate people exposed to the dust, smoke and fumes of the collapsing World Trade Center. The administrator’s cancer ruling is based on a New York Fire Department study linking exposure at Ground Zero to cancer among firefighters, and on the recommendations that known or suspected carcinogens were released. In addition to first responders and emergency personnel on-scene following the 9/11 terror attacks, dozens of towers worked day and night for weeks to assist in the cleanup at Ground Zero.

Mayor Michael R. Bloomberg said the decision would “continue to ensure that those who have become ill due to the heinous attacks on 9/11 get the medical care they need and deserve.” Source: cityroom.blogs.nytimes.com

Detroit Towing

Companies Denounce Plan Detroit tow truck drivers are outraged over plans to revamp Detroit’s towing scene. Mayor Dave Bing is considering increasing towing and storage fees and hiring a private company to manage towing in the city. He is also turning storage responsibilities over to the city’s municipal parking department. Detroit tow truck companies formed the Detroit Authorized Towing Association to fight the changes. “All of us have went out and invested in expanding our lots to accommodate the city and spent numerous amounts of dollars to do

this,” said DATA co-founder Barry Foster. Association President Julie Semma said her organization of 24 local towing businesses is working on further improvements they hope will get city leaders to reconsider their plan. Source: detroit.cbslocal.com

... Detroit association formed to fight changes ... Mo. Move Over Neglects Towers Missouri’s new Move Over law doesn’t include tow truck drivers. The recently enacted ordinance does cover Missouri DOT Motor Assist vehicles, police or paramedics providing emergency roadside assistance. The difference was hammered home by the recent tragedy in Kansas City when a passing truck killed a young tow operator. It was a sad day for towers, according to Jon Kupchin, owner of Santa Fe Tow. “The Move Over Law doesn’t cover tow trucks because we’re not considered an emergency vehicle unless it’s an instance of an accident.” Police said the operator was assisting someone with a flat tire and it’s unlikely the law would apply to his case. Kupchin said he and other towers will ask the Missouri Tow Truck Association to lobby lawmakers to expand Missouri’s law to cover any roadside assistance scenarios. Source: http://fox4kc.com

Troopers, Towman Shot in W.V.

A traffic stop turned deadly when West Virginia State Troopers pulled over a pickup truck at a roadside Park and Ride turnout and took the driver into custody. According to the police report, the suspect had a pistol hidden that the troopers missed during their pat down. With his hands handcuffed in front of him he was able to get to the gun and shoot both troopers while they were trying to get him into their cruiser. Both troopers have since died from their wounds. Shortly after the shooting, tow operator William Frank Massey arrived to take away the stolen pickup truck. The suspect shot at Massey, wounding him, but Massey was able to get back into his truck and call for help. Baber fled the scene but was found a short distance away by sheriff’s deputies. In the ensuing shootout there, the suspect was killed and a deputy wounded. Source:www.post-gazette.com

Ken Cruse Retires From WreckMaster After working in the towing industry for over 30 years and co-founding the WreckMaster training organization with his brother, the late Donnie Cruse, Ken Cruse is stepping down from his involvement with WreckMaster to enjoy some time off, travel, and a little golf. Said Cruse, “I will miss WreckMaster. I take pride that I contributed to the success of our industry's premier training organization." After a family tragedy took the lives of Donnie, his wife, daughter and grand daughter in 2002, Ken Cruse proved to be a pillar that helped hold the company together throughout a difficult year. He was instrumental in the successful transition of turning the

company and its operations over to Donnie’s 21- year- old son, Justin. When Justin resolutely took control, Ken picked up again with running the company distribution center for the WreckMaster towing accessories business. Ken was inducted into the Towing & Recovery Hall of Fame in 2005. He was the chairman of the Wall of the Fallen Ceremonies in Chattanooga for three years, honoring towing professionals who were killed on the roadside. Ken credits the continued success of WreckMaster to the core team of instructors and the support of thousands of loyal WreckMasters. As to how well retirement will sit with one who has been so active in industry goings-on, Cruse waxes philosophical, “I still have the desire to contribute to this great industry, so who knows what the next chapter in my life will bring.”

Tow Expo Draw Up Crowds in San Antonio, Texas were up 20% for Tow Expo, Int’l, which featured the Municipal Towing Conference, Chili Cook-off, the Recovery Show and other events to back up a trade show that featured 80 suppliers to the towing trade. Equipment manufacturers Tow bosses are discovering the value of trade shows reported strong sales activity. “We were thrilled,” said Bran- Baltimore’s Inner Harbor draws don Richard of TowLot.com. “We from a more populated region, the were busy talking to tow business Mid-Atlantic States, than Tow Expo owners both days. And Saturday in Texas, and over a 23 year span has proved to be a great day for signing built both a national and internathem up. It was the best show of the tional fan base. While San Antonio year so far for us. We’re looking for- drew from 25 states and four ward to Baltimore.” nations, with a strong turnout from Advance registration for the Mexico, AT Expo in Baltimore pulls November, American Towman from all 50 states and some 20 Exposition is strong. The show in nations.

TOWMAN.COM - October 2012 • 9

Number 185 on Reader Card

Check Out What’s NEW and HOT! Field Impact WrenchNo Compressor

Ford Super Duty Is Efficient Choice

Mini Starter Air Jack Protects Finish Access Tools’ Mini Starter Air Jack air wedge provides access to vehicles with soft aluminum B-pillars or delicate painted surfaces without the use of another wedge tool. Ballistic nylon construction allows the air wedge to slide easily over a vehicle’s weather stripping without damaging it. A built-in stiffener prevents the air wedge from bending when in a door frame.

www.caropeningtools.com Number 202 on Reader Card

Powerhouse Industries introduces its electric impact wrench for field service that eliminates the need for an air compressor and long sections of air hose. The DC-Matic Model 750 impact wrench provides maximum impacting strength of 900 ft./lbs.

www.jiffyjump.com Number 200 on Reader Card

Trigger for Spray Cans The LUBE-A-BOOM Spray Can Tool fits all standard spray cans, goes on and off easily and features a FullGrip Trigger for professional results.

*See the Ford Super Duty at AT Expo

www.lubeaboom.com Number 203 on Reader Card

Biodegradable Oil Absorbent MicrobePeat is a blend of specialized oil absorbers and naturally occurring adapted microorganisms and nutrients. It absorbs oil while floating on a liquid surface, and contains only biodegradable components. It is specifically formulated for use on spillage of oil and other forms of contamination by petroleum hydrocarbons. MicrobePeat can be used on both land and fresh water surfaces and comes in a 7-lbs. shaker, 15-lbs. pail or 55-gal. drum.

www.waleenvironmental.com Number 201 on Reader Card

12 • October 2012 - TOWMAN.COM

Multi-Surface Cleaner for Sparkling Trucks Shurhold Industries’ Serious Multi-Purpose Cleaner eliminates the need for numerous cleaners and makes vehicles sparkling clean. It works on glass, clear coat, carpet, rubber, headlights, acrylic and engine surfaces. It helps remove black streaks, exhaust stains, dashboard dirt and grime and carpet stains, while cleaning leather and cloth seating and wheels and rims. Serious Multi-Purpose Cleaner comes in a 32-oz. spray bottle or a 1-gal. jug of concentrate.

www.shurhold.com/auto

ord’s 2012 Super Duty with the available 6.7L Power Stroke V8 turbo-diesel engine is a strong choice with the proven performance and dependability of a Ford-built engine. Ford reports that independent tests have shown the Super Duty to be as much as 20-percent more fuel-efficient than other trucks of this class. The Super Duty is tow-rated at 24,500 lbs. (max) and 17,500 lbs. (conventional). The Ford-designed, Fordengineered and Ford-built 6.7L Power Stroke V8 turbodiesel engine produces 400 hp an d800 lbs./ft. of torque, and provides power via the TorqShift sixspeed SelectShift Automatic transmission.

Features and options include: • AdvanceTrac with Roll Stability Control. • Trailer sway control. • Tire Pressure Monitoring System. • Four-wheel ABS. • Hill start assist. • Hill Descent Control. • Enhance tow mode. • Integrated engine exhaust braking. Find out more at ford.com/commercial-trucks.

www.ford.com Number 205 on Reader Card

Number 204 on Reader Card

TOWMAN.COM - October 2012 • 13

Big Tax Changes Coming in 2013 by Ralph F. Weber

n Jan. 1, 2013, death taxes and gift taxes will increase to as much as 75 percent in some states. While the November elections might influence this somewhat, one tax will almost certainly increase: the death tax. This increase will greatly affect the cost of selling your company—or giving shares to your next of kin. Currently, the federal death and gift tax is only 35 percent, after a $5 million exclusion. But in January, the tax will rise to 55 percent and the exclusion will fall to just $1 million. In addition, with an average of five percent for probate fees from the first dollar, and an average additional tax of 15 percent in the 21 states that have their own death tax, business owners could lose 75 percent of their money to Uncle Sam.

For Towers According to surveys, the average towing company has 4.5 trucks and does about $500,000 a year in sales. The value of the average towing company is about four times adjusted cash flow which, in most cases, ends up being 75 percent to 80 percent of annual sales. This makes the average towing company worth about $400,000. If a tow owner owns a building, land and equipment, this will add to the value of the business. Let’s say that increases the value by $1 million. After adding a $350,000 house, $250,000 in retirement savings and $500,000 of life insurance, the tow company owner easily has an estate worth $2.5 million. Upon death, the tax bill will be $1.125 million. There’s a reason fewer than 30 percent of businesses survive to the second generation. Taxes! “Most tow companies don’t have that kind of cash lying around,” said 14 • October 2012 - TOWMAN.COM

Ken Cruse, former vice president of WreckMaster. He’s witnessed this sad circumstance time and again. “It’s always the end of the family business.” Hard-working tow owners have little time to think about death taxes. But with January just around the corner, it’s imperative to take a few minutes to consider: • Upon death, who will inherit the tow company? • Will the value of the business increase or decrease at death? • Where will heirs get $1.125 million in order to keep the business going? If these are questions a tow owner can’t fully answer, then it’s time for estate and succession planning. (An effective plan could save the average tower up to $1 million in taxes.)

Before 2013! This year business owners have a unique opportunity to position their assets differently, but it ends Dec. 31.

There are far too many variables to attempt to discuss options without writing an encyclopedia volume (or two). One tower might gift shares of his company into a certain type of irrevocable trust, while another might set up an employee-share ownership plan. The key is working with the right professional who understands and is trained in estate and business-succession planning. This is not something which accountants or attorneys normally do. To find one, you might start with the National Association of Estate Planners & Councils (www.naepc.org) and look for someone with the Accredited Estate Planner designation, preferably with experience in the towing industry. Editor’s note: Ralph F. Weber is the president of Route Three Life, Health and Disability, Inc. He’s a Chartered Life Underwriter, Certified Financial Planner, Accredited Estate Planner and a Registered Employee Benefit Consultant. Contact him at ralph@ralphweber.com or 888-720-8889.

Number 216 on Reader Card

Towmen Who Ace It Motor Clubs have played a big role in roadside assistance the past several decades offering motorists the benefit of a national network of service providers and the convenience of reputable service wherever the breakdown. Towers who elect to be part of these networks put themselves in a pressure cooker like no other in the industry. Motor Club towers are under pressure from the clubs they serve to give timely service no matter where or when the call and under challenging economic restraints. The Towman ACE awarded in Baltimore annually was created back in 1993 to recognize those towers whom the clubs see as meeting this tough test of consistent reliable service. The key word here is “consistent.” If a tower is now and then performing without meeting ETA’s, the club sees it in computer reports and may start looking to another tower to give the lion’s share of the calls to. Probably the best word to describe ACE recipients is “tenacious.” Here are some of the words with similar meanings: persevering, persistent, determined, dogged, strong-willed, tireless, indefatigable, resolute, patient, unflagging, staunch, steadfast, untiring, unwavering, unswerving, unshakable, unyielding, insistent; stubborn, intransigent, obstinate, obdurate, stiff-necked; rock-ribbed; pertinacious. ACEs are also “unwavering” about wanting to get their hands on the commemorative ACE Buckle that American Towman designs each year for ACE recipients. They come from all over the country to get the buckle, and of course, to experience the world’s largest tow show. 2012 ACE Sponsors (also nominating clubs) are GEICO, Nation Safe Drivers, National Automobile Club, and National Motor Club. Additional nominating clubs are: Agero, Asurion, and Road America. Number 210 on Reader Card

16 • October 2012 - TOWMAN.COM

MEET PAUL BEST // EXPO REVIEW // TOWING HISTORY // EVENTS CALENDAR

An Oshkosh Corporation Company

FOR HARDWORKING TOWING PROFESSIONALS

Baltimore expo:

Rave Reviews

FOR HARDWORKING TOWING PROFESSIONALS

Inside SPRING 2012 PG. 4 FOR HARDWORKING TOWING PROFESSIONALS

Meet the YOUser: Paul Best of East Coast Towing

PG. 6

the tiedown

Joel Amsley is Senior Vice President of Jerr-Dan Corporation Welcome to the new re-designed look of Run Hard! We know you’ll love the crisp, clean look with an emphasis on YOU—our user. We truly value and appreciate you for all your dedication to the towing and recovery industry! While this issue includes a wrap up of the 2011 Baltimore Show, we’ve now turned our attention to planning the 2012 Florida Tow Show. In fact, let’s make this interesting… Find me in the Jerr-Dan booth at the Florida Show, shake my hand and give me your business card. I’ll enter the card into “Joel’s Drawing.” I’ll draw one card at the end of each show day and the winner will receive $500 Jerr-Dan Bucks from me. I’m looking forward to seeing you and shaking your hand! Joel

New Jerr-Dan Equipment Pulls In Rave Reviews at Expo

PG. 7 Meet The Distributor: Worldwide Equipment Sales

PG. 8 Taking A Turn At Being A Piece Of History

PG. 10 Towers with a Cause

Run Hard magazine is your source for new products, trends, and technical information pertaining to Jerr-Dan towing and recovery equipment. Run Hard is published quarterly for all employees, distributors and customers of Jerr-Dan. The magazine is distributed nationally, featured in American Towman magazine and on the Jerr-Dan website, www.jerrdan.com. LTD Creative, Design and Production Cygnus Custom Marketing, Editor and Correspondent JERR-DAN STAFF Joel Amsley, Senior Vice President Weldon Wright, Director of Sales Tracy O’Dowd, Marketing Manager Brandon Tucker, Director of Engineering Mike VanAken, Customer Support Manger Richard Puglia, International Sales Manager Phil Hammond, Motor Club Manager Shane Coleman, Heavy Duty Sales & Market Development Manager Denny Buhrman, Product Specialist Gene McKinney, Regional Sales Manager Rocky Certaro, Regional Sales Manager Joe Osterman, Regional Sales Manager Dan DeAces, Regional Sales Manager Mike Cherry, Retail Sales Specialist

13224 Fountain Head Plaza Hagerstown, MD 21742-2678 Corporate Office: 800.926.9666 Fax: 301.745.5375 www.jerrdan.com www.facebook.com/jerrdancorp

PLUGGED IN EVENT SCHEDULE

March

April

June

National Truck Equipment Association Work Truck Show Indianapolis, IN

Samsung Mobile 500 Weekend Texas Motor Speedway, Ft. Worth, TX

Empire State Towing & Recovery Association Tow Show Lake George, NY

17-19

Professional Wrecker Operators of Florida Tow Show Orlando, FL

South Dakota Professional Towing Association Tow Show & School Sioux Falls, SD

7-9

18-19

Firestone 550 Race Weekend Texas Motor Speedway, Ft.Worth, TX

6-8

12-14

Towing & Recovery Association of America Legislative & Leadership Conference Arlington, VA

22-24 Mid-America Truck Show Louisville, KY

16-18 Bristol Race Weekend Bristol, TN

19-22

May

Charlotte Race Weekend Charlotte, NC

1-3

19-20 New Hampshire Towing Association Beach Tow Show Hampton, NH

26-27 Charlotte Race Weekend Charlotte, NC

Would you like to receive Jerr-Dan news and updates by email? Drop us a line at marketing@jerrdan.com and tell us to add you to our e-news list! Also be sure to add us to your safe senders list! www.jerrdan.com // RUNHARD // 3

Meet the YOUSER

Paul Best East Coast Towing

Above: Paul Best, Owner of East Coast Towing

aul Best knows the formula for success when it comes to owning and operating a top-notch business…hire the best people and provide them with quality equipment for the job. Best fell in love with the towing business after working in the industry for several years. In August 1989 he started East Coast Towing and soon after expanded his business by purchasing two existing towing companies. East Coast Towing is currently based in Raleigh, North Carolina, with another location in Rock Hill, South Carolina.

East Coast Towing is a preferred provider with the AAA Motor Club and has twice won the club’s Service Provider of Excellence. The company also earned a 5-star rating from American Towman magazine.

As Best began to build his company, he turned to distributor Eastern Wrecker Sales in Clayton, North Carolina, to grow his fleet of towing equipment. Today it includes 52 standard- to medium-duty pieces of Jerr-Dan equipment. East Coast Towing has 80 employees; 60 are tow truck operators. Employees are No. 1 priority East Coast Towing has taken the ECT initials in its company name and expanded it to encompass its corporate philosophy—Employee, Customer, Team. “We are very employee focused,” stresses Best. “A few years ago we 4 // RUNHARD // SPRING 2012

changed the nature of the business to focus on the people who take care of our customers,” he said. “I spend the majority of my time making sure our employees have everything they need, and most of the rest of it takes care of itself.” Best credits fun and lightheartedness as key factors in successfully building his company’s team and maintaining quality employees. “We enjoy what we do and we have fun,” he says. From tragedy to triumph Two years ago the company pulled together to get through a difficult situation. The main East Coast Towing building burned down on New Years Day in 2010 and four trucks were lost in the fire. “Eastern Wrecker Sales staff stepped up and delivered two replacement trucks within two weeks,” he recalls. “Jerr-Dan employees were also extremely supportive and they helped any way they could.” East Coast Towing employees banded together and the company operated out of a hotel room for two weeks until a temporary office could be set up. “We bounced back and ran our heaviest volume day just two days after the fire,” notes Best proudly. “Never once did we think the fire would ruin us.” Ten months later, ECT moved back into its headquarters. East Coast Towing continues to grow and find new ways to make a difference. Its newest piece of equipment is a JerrDan wrecker sporting a pink/camouflage paint scheme. A portion of the profits from every call will go to an organization working to find a cure for breast cancer.

HOOK UP WITH US East Coast Towing Phone: 919.835.0705 Web: www.eastcoasttowing.com

New Jerr-Dan Equipment Pulls In Rave Reviews at Expo Jerr-Dan proved at the 2011 American Towman Expo in Baltimore that a glitzy and glamorous display isn’t necessary when showing off top-notch towing equipment. The equipment itself is all that’s necessary to draw existing and potential clients into a booth.

Show attendees were able to get the first look at two new body options from Jerr-Dan aimed at making the recovery job more efficient. The 50-ton rotator was at the center of the display, and impressed everyone with its aluminum fire service-style body. Jerr-Dan, Stepp’s Towing of Tampa, Florida, and Pierce Manufacturing of Appleton, Wisconsin, a sister company to Jerr-Dan, all partnered on the rotator venture, which is designed to be an incident command center and incorporates roll-up doors and efficient, unique storage options.

Developed in conjunction with United Plastic Fabricating and Mark’s Towing in Frederick, Maryland, the second new body option introduced at the show is the PolyBody® for the 16-ton wrecker. Jerr-Dan engineers designed this body with more storage capability, state-of-the-art lighting and new tool management systems that expedite on-scene recovery efficiency. Both new body style options caught the eye of many attendees. “The feedback was extremely positive,” says www.jerrdan.com // RUNHARD // 5

The Heavy Recovery System built by Oshkosh Defense in conjunction with Jerr-Dan engineers as a solution to fill a customeridentified gap in recovery vehicles.

Weldon Wright, Director of Sales for Jerr-Dan. “Attendees enjoyed seeing the new, innovative products—not the same units painted different colors.” Mesmerized by the rotator Of all the trucks displayed at the show, the one that hooked the most interest was the 50-ton rotator with the fire servicestyle body. “Nothing has been brought to a show in many years as forward thinking and innovative as the rotator unit,” Wright notes. “There were more tool management systems and ergonomic storage devices in the body than have ever been displayed by any manufacturer. Every door opening produced something different and unique. The attendees were literally spellbound.” Attendees also had the rare opportunity to see The Beast—a Heavy Recovery System (HRS) built by Oshkosh Defense in conjunction with Jerr-Dan engineers as a solution to fill a customeridentified gap in recovery vehicles. The HRS assists with retrieval of armored, IED-damaged vehicles. Oshkosh Defense engineers started with their battle-proven Logistics Vehicle Replacement System (LVSR) platform and then integrated Jerr-Dan’s cuttingedge rotator wrecker technology. The result is a vehicle that integrates the levels of troop protection required in current world conflicts and offers improved crew survivability. From an engineering standpoint, Jerr-Dan proved to be a front-runner at the show. “The HRS and the Pierce body are great examples of what can be achieved when two or more Oshkosh Product Development organizations work together,” says Brandon 6 // RUNHARD // SPRING 2012

Tucker, Director of Engineering for JerrDan. “These products clearly stood out and showed Jerr-Dan’s commitment to innovation and demonstrated the collective power of Oshkosh Engineering.” Wright agrees and notes that several customers said they believed the technological innovations seen at this show have surpassed anything ever offered in the towing and recovery industry. “We’ve set a new bar for organization on towing and recovery equipment, which will translate into more efficient incident management for the user,” says Wright. He adds, “We know that people are drawn to something new, so it’s imperative that we continue to offer new product models and towing solutions to maintain our edge.” Jerr-Dan also showed its appreciation for its customers by raffling useful tools for small businesses including iPads, GPS devices and digital cameras. Jerr-Dan also presented Bill Graztianna and Troy Barnett of the International Towing and Recovery Hall of Fame and Museum (ITRHFM) with the restored prototype of the company’s first heavy-duty 25-ton wrecker. This wrecker sports the industry’s first body constructed of composite material over an aluminum structure. Jerr-Dan also presented the museum with a $5,000 donation for the Survivor Fund.

Center: The 25 Ton Integrated Heavy Duty Wrecker on a 2012 Freightliner 114SD. Inset: Jerr-Dan’s Tracy O’Dowd and Joel Amsley present Troy Barnett and Bill Graztianna of the International Towing and Recovery Hall of Fame and Museum with a $5,000 donation for the Survivor Fund.

Meet the Distributor

Worldwide Equipment Sales Rich Rezutka, Pat Winer and Rich Palombo stand in front of Auto Beautifiers’ custom MPL40

at Winer knows how to put together a successful business—piece by piece; turn by turn. With his wife, Cathy, as his business partner, Winer built Worldwide Equipment Sales, LLC into an impressive Jerr-Dan distributorship. The Rockdale, Illinois, company provides new and used trucks and trailers to customers in the Chicago area. Winer got his start in the towing industry more than 30 years ago at his first job on the assembly line at Challenger Wrecker Manufacturing in Elkhart, Indiana. After spending time on the line, he switched gears and began working in inside sales and built a career. For a few years, Winer worked at B&B Industries in Chicago until the owners made a change in product lines, but Winer always wanted to sell Jerr-Dan equipment. Jerr-Dan hired Winer as a territory manager for 11 states until he had the opportunity to open his own distributorship. His knowledge of the nuts and bolts of the towing industry served him well and within six months

of his opening in 2003, Worldwide Equipment posted several million in sales. Growth, growth, growth By 2011, Worldwide Equipment Sales reported a fivefold increase in sales— a success story Winer attributes to his 22 hardworking and knowledgeable employees, thousands of loyal customers and an excellent product line. “We believe our customers are No. 1 and we are here to cater to their every need,” he states. “We are not just a cookie-cutter dealership. We are able to fabricate just about anything a customer can dream up. Our shop builds standard-, medium- and heavyduty wreckers and carriers. Customizing is our middle name,” he adds. Worldwide Equipment Sales is currently building a Jerr-Dan MPL40 wrecker mounted on a 2012 Ford F550 4x4 Crew Cab, for Auto Beautifiers in Rockford, Illinois. The truck is customized with a $5,000 white pearl paint job on the wrecker body and incorporates more than 185 additional LED lights, custom power distribution panel (manufactured at Worldwide),

4-camera system, DVD recorder, backup sensors, custom push bumper, Whelen fully loaded light bar, Whelen arrow stick and more. Something special Winer’s networking recently created a rare opportunity for one of his customers: during the filming of “Batman,” a crane was needed for a scene in the movie in which a semitruck rolled over and slid down the street. Winer was able to connect this customer, who owned a Jerr-Dan 85ton rotator, with the movie equipment manager. The scene went off without a hitch. In addition to Jerr-Dan equipment, Worldwide Equipment also sells Landoll Slide Axle & Detachable Trailers and Wells Cargo Enclosed Trailers. Its newest venture is Driver Locate, a GPS fleet management system.

HOOK UP WITH US Worldwide Equipment Sales, LLC Phone: 815.725.4400 Web: www.newtowtrucks.com www.jerrdan.com // RUNHARD // 7

t Like whea you’r reading?

more on Find out Dan.com! www.Jerr

A Jerr-Dan 85-ton rotator assists in the reconstruction of the U.S.Airways’ Airbus A320 that landed in the Hudson River. Once reconstructed, the plane will be displayed at The Carolinas Aviation Museum.

Taking a Turn at Being a Piece of History Most calls that come into a towing company are routine. Every once in a while a call comes in that is far from ordinary. One driver from North Carolina took that special call and is proud to have been a part of American history.

8 // RUNHARD // SPRING 2012

It’s not often that a tow truck driver has an opportunity to be a part of history. When Eric Hartsell of Hunter Auto & Wrecker Services in Charlotte, North Carolina, had the opportunity to work on a once-in-a-lifetime project, he grabbed the keys to his Jerr-Dan 85-ton rotator and went to work. His destination: The Carolinas Aviation Museum (CAM). The museum was the new home of the Airbus A320 airplane that made a historic landing in New York’s Hudson River in January 2009 with U.S. Airways pilots Chelsey “Sully” Sullenberger and Jeff Skiles at the helm. The museum plans to display the fully-assembled aircraft as it was when it was pulled from the river. The flight now known in history as the “Miracle on the Hudson” originated in New York and was bound for North Carolina. Hartsell, a heavy-duty tow truck supervisor and operator, first became involved in the project when Creason Automotive & Wrecker Service asked him to help disassemble a gantry crane after the airliner was first brought to North Carolina in June 2011. Since then Hartsell has been involved in assisting engineers and mechanics with putting the tail section onto the plane, as well as unloading the wings when they were delivered. He also plans to use his rotator to assist the team when the wings are ready to be mounted onto the fuselage. The airplane is being reconstructed in Charlotte in a hangar owned by CAM.

7 The rotator hoists up the pieces of the plane, including the wings, and holds them steady while assembly workers bolt the pieces back in place.

Rotator: an everyday piece of equipment The heaviest piece of equipment moved by the rotator was the 8,500-pound gantry crane, Hartsell explains. “We’re not dealing with that much weight with the plane…maybe 2,100 pounds,” he adds. The rotator, which is the only one of its kind in North Carolina, was used to hoist up the pieces of the plane and hold them in place while the assembly workers bolted the pieces back in place. For the wings, Hartsell rigged them up and placed the pieces on a platform until they were bolted on. While the rotator, affectionately nicknamed the “Black Beast” or “Triple Beast,” can handle this impressive type of workload,

it’s not only used for the biggest jobs. “We run it every day,” Hartsell says. “We use it for small crane jobs, to deck and undeck trucks and all major tractor trailers, and we tow with it. It’s a truck that pulls its weight every day. Whatever we have to do with it, we do with it. It’s not just used for special occasions.” Hartsell says he’s honored to be part of this historical exhibit. “This isn’t a job everyone will get to do in their lifetime,” he concludes. “This is something that later down the road I can share with my little girl and say ‘look what your father did.’ To me it’s a special job that I’ve really enjoyed.” www.jerrdan.com // RUNHARD // 9

Towers with a Cause

“Towing for Ta Ta’s” increases awareness for breast cancer and raises money towards breast cancer research.

This One’s for the Girls

The world of towing is much more than the sum of its parts. Equipment, chrome, hitches, etc. are just tools in the toolboxes of the men and women behind the wheel. The men and women who make up the heart of the towing industry are the same men and women who give from the heart. The companies detailed in the next two pages have hooked into the needs of their communities and made a difference that goes beyond selling trucks and towing vehicles. They give from their hearts so others may benefit.

“Tow Trucks for Tots” provided 10,000 toys to children in 2011. 10 // RUNHARD // SPRING 2012

Tower Honors Soldiers

A Haul of Hope

Tow truck parades have been around for years, but the origin of the parades can be traced back to events honoring tow truck company owners and operators who have passed away. Pat Winer of Worldwide Equipment Sales, LLC of Rockdale, Illinois, found a way to turn these parades into positive memories. Worldwide Equipment Sales’ “Tow Trucks For Tots” originated to put towers in a better light through helping others. The “Tow Truck for Tots” program encourages towing companies to collect toys for less fortunate children in the months before Christmas. Towers join together for a parade to deliver the goods to Toys for Tots, which then disperses the toys. “We wanted to show that towing companies are good, family-run businesses,” Winer stresses. In organizing this effort, Winer had another goal: To earn a spot in the Guinness Book of World Records for the longest parade of tow trucks, which at the time was 84 trucks. In its forth year, Worldwide Equipment Sales “Tow Trucks For Tots” has achieved its goal with a parade of 324 tow trucks! The parade route covered 42 miles around Chicago, and the trucks themselves accounted for nine miles worth of equipment. Towers came from as far away as Indiana, Missouri, Michigan and Wisconsin. Bob’s Radiator Service of Atco, New Jersey, traveled 797 miles to be a part of this exciting adventure. All the towing companies either collected toys or raised money for the purchase of toys through the program. Naturally, it’s difficult not to notice a parade of so many trucks. In fact, a local newspaper called it a “caravan of chrome,” Winer recalls. Due to its impressive showing, roads were closed and the trucks were given a police escort along the route. Thousands of people watched in support and waved. One lone Marine gave each operator a full salute.

There’s no denying that the towing industry is male dominated. Danny Horton, Director of Towing and Recovery Sales for Atlantic Emergency Solutions in Manassas, Virginia, has found a meaningful and charitable way to include “the girls.” “Towing for Ta-Ta’s” made its debut at the American Towman Expo in Baltimore. The eye-catching, pink-splashed, vinyl-wrapped, standard-duty wrecker sold by Atlantic Emergency Solutions, a Jerr-Dan distributor, has received the attention of towing companies and consumers alike. Towing for Ta-Ta’s is Horton’s way of increasing awareness about breast cancer, as well as raising money for breast cancer research. Horton feels that everyone can relate to breast cancer as so many have friends or loved ones affected by the disease. Joe Pack, President and CEO of Atlantic Emergency Solutions, didn’t hesitate when Horton proposed the idea, and eagerly embraced the opportunity to build awareness for this cause across the country. Horton explains that the idea immediately became a team project at Atlantic Emergency Solutions. At the show, the truck drew people in and they openly shared with Horton their personal stories. “I received a lot of handshakes and hugs, and even a few tears,” he recalls. Craig Goldstein, owner of Westway Towing in Fort Lauderdale, Florida, purchased the truck at the show. After the show, the truck returned to Rock Star Wraps to have Westway’s name put on the truck along with the name of a close personal friend who lost her life to the disease. Goldstein has committed one dollar for every tow made by this truck to the Susan G. Komen Breast Cancer Foundation. With the purchase, Atlantic Emergency donated $500 in Goldstein’s name to breast cancer research.

Action Towing and Service owner Craig Camp knows firsthand the importance of supporting our troops. As a former M1A1 Abrahams Tank Mechanic and recovery specialist in the Army, Camp learned the towing industry in a much more hazardous environment than the streets of his current location in Henrietta, New York. After his discharge from the Army, Camp completed his education at Ithaca College and started his own towing and automotive service business. Today he remains involved in promoting the Army through a group called the Upstate New York Community advisory board, and works closely with the Rochester recruiting office. The board’s mission is to promote the Army’s positive presence in the community. Camp, who was scheduled to build a new wrecker for his fleet in March, opted to turn the truck into a promotional tool for all Armed Forces. The Jerr-Dan MPL40, mounted on a 2012 Ford F550 Crew Cab, is decked out with the badges of the five branches of military, murals of soldiers in action as well as yellow ribbons. The wrap is embossed with the Army Strong logo and is anything but camo stealth. The “Support Our Soldiers” truck is “just another way to say thank you to everyone who served this country,” he says. The truck also has representation from the Wounded Warrior Project and Buy Veteran, two organizations supported by the Action Towing and Service. Being active in the community is important to Camp, and he hopes that this truck sends the message to others that everybody can do something. “We are all impacted by the sacrifices this country’s men and woman have made. I wanted to do something for the troops for all they do,” he says. “We hire a lot of veterans so it seems like a fitting truck to put out there,” Camp notes. The truck has been invited to many events supporting soldiers and their families and has been offered to help transport troops and families returning home. Camp hopes that his “mission first, people always” credo adopted from his time in service will help both his employees and his company stand out and make a positive impact. The truck has certainly been noticed—it took First Place for its design at the recent American Towman Expo.

The “Support our Soldiers” truck is painted with the badges of the five branches of military, murals of soldiers in action as well as yellow ribbons. www.jerrdan.com // RUNHARD // 11

There are 10 differences between these two photos... Can you find them? For the answers, visit www.jerrdan.com/puzzle

This true incident command center tackles your biggest jobs and features increased storage capability, stateof-the-art lighting, and a variety of new tool management systems to expedite your on-scene recovery efficiency. He Contact our Heavy Duty Sales and Market Development Manager, Shane Coleman for more information, sacoleman@jerrdan.com or 248-227-4465.

13224 Fountain Head Plaza Hagerstown, MD 21742 800-926-9666 717-597-7111 www.jerrdan.com contact@jerrdan.com

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Tow Lights Add Safety, Compliance

The Blades Tow Right lightbar No. RC-48-R/F/S is a full-functioning, wireless, wide-load lightbar with all LED S/T/Ts and exclusive auto-delay flasher system. by Terry Abejuela

hen a tow operator is towing a vehicle and the stop lamps and turn signal lamps cannot be lighted and displayed on the towed vehicle, the tow operator must display a stop lamp and turn signal lamps on the rear of the towed vehicle. If the vehicle is towed during darkness, the tow operator must also display a tail lamp. To meet this requirement tow operators use tow lights, also known as extension lights or drag lights. Tow lights are required by law in most states, but, more importantly, they are recommended by towing equipment manufacturers and industry trainers to safely tow vehicles. (Make sure you are familiar with the laws in your state. For instance, California requires tow trucks to carry a tail lamp, stop lamp and turn signal lamps for use on towed vehicles.) Safely sharing the road with others requires that you communicate effectively by signaling your intentions. Warning other drivers when you are turning or stopping and making the towed vehicle visible during darkness requires lights, and the tail lamps, stop lamps and turn signal lamps on the rear of the tow truck are obscured during towing. Some tow operators feel that if the 18 • October 2012 - TOWMAN.COM

lamps on the light pylon or mast of the tow truck are visible, the tow lights are not required. This is incorrect, at least as far as the law in California reads: California Vehicle Code section 24605(c) states that “when any motor vehicle is towing another motor vehicle, stop lamps and turn signal lamps are not required on the towed vehicle but only if the stop lamp

and turn signal lamps on each side of the rear of the towing vehicle are plainly visible to the rear of the towed vehicle.” The key phrase is “the lamps on each side of the rear of the towing vehicle.” The stop lamps and turn signal lamps mounted on the light pylon or in a light bar are not on the rear of the towing vehicle.

Custer Products’ lights come in both LED or incandescent and include a 30' blackjacketed all-weather cable, 7' cord between lights and 70-lbs./pull round magnets. They can be ordered with or without a carrying case.

Light Types The most common type of tow lights in use today are the magnetic lights with a 30’ extension cord and a four-way plug. These lights provide running lights, turn signal lights, brake lights and four-way hazard lights, and they are reasonably priced to do the job on most vehicles. Two common magnetic tow lights use either strip magnets on the base or a round flat magnet on the base. Both of these bases can cause damage to the surface they are placed on. Tow operators must take precautions to prevent damage. Some operators like to place duct tape on the bottom of the magnets. You have to make sure not to use too much tape, and check it occasionally to make sure it is clean and the magnets are not wearing through. Another option is AW Direct’s Bruise Tape, which is a roll of self-adhesive clear film that is perforated every 6”. Pull out as much as you need and place it on the surface and attach the tow light magnets on top of the film. Rubber or fabric covers for the bases are available for some tow lights. The older style tow lights used an incandescent light bulb in a metal housing on a fixed base. Newer lights have better designs that take advantage of the latest technologies. The use of LEDs and seal-beam units makes the lights more weather resistant and energy efficient. Using plastic or rubber housings helps to absorb road shocks and reduces the potential for damage to a customer’s vehicle. Some magnetic bases have a pivot connection between the light and the base that allows you to pivot the light to a more effective angle when used on a sloped surface.

The new TM3L series lights from TowMate offer a lightweight and compact tow light package for any light-duty tow.

the cord being pulled on during a hard left or right turn. If there isn’t enough slack in the cord this can cause the lights to be pulled and damage to the

surface of the towed vehicle. Car manufacturers are using more and more aluminum, plastic and fiberglass on trunk lids and hoods to

Get Back When using tow lights, I recommend that they be placed as far to the rear of the vehicles as possible and separated left to right as much as possible. Route the cord for the lights down the center of the vehicle when possible. I see a lot of tow operators route the cord down the side of the vehicle and wrap it around the side view mirror. This sometimes results in

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The Towman’s Justice Competitor Series lightbar from Whelen features rear LED work lights and LED brake/tail/turn lights, pre-wired with 15’ cable, 52 Scan-Lock flash patterns, moisture-resistant compression-fit gasket and more.

reduce weight. As a result, operators may have a difficult time finding metal surfaces to attach magnetic tow lights. Towers have become creative in finding ways to use the tow lights on these

vehicles by tying the lights to windshield wipers, taping them to the windshield or headlights, or placing them in the dash. Another option is to use suction cup bases.

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Go Wireless Wireless tow lights and wireless mini tow light strips are also available. Not having to deal with the cord is a real plus but comes with an upfront

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cost above conventional corded lights. Make sure your tow lights are regularly maintained and operating properly to avoid citations. Maintenance includes inspecting the four-way plug, the four-way socket, the cord and the lights and bases for damage. Use a wire brush to keep wire connections at the four-way plug and socket free of rust, grease and dirt. There are tools available designed specifically to clean these plugs. Check your tow lights daily to ensure they are functioning properly.

AW Direct’s Bruise Tape is a selfadhesive, perforated plastic film that helps protect vehicles from minor bruises caused by tow lights and more.

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.

TOWMAN.COM - October 2012 • 21

Towman to the Rescue

he public often forgets that at the end of the day towers often go out of their way to serve the public. We provide a necessary service to governments and citizens by getting people out of trouble or moving vehicles for various reasons. Sometimes our job requires us to go above and beyond the normal when others are in trouble. Such is the case with one of my most memorable tow experiences. For years I was a towman with a company in Chesapeake, Va. Most of my work was very predictable and safe. It involved helping stranded motorists, towing illegally parked cars, and of course aiding the police when they needed something towed. Thus was the case one sunny afternoon in May of 2008 when I received a call from the Chesapeake Police Department. All they said was that the car to be towed was involved in a drug-related traffic stop near a Chesapeake Interstate exit ramp. This being the calm suburbs, I grabbed my keys, my logbook, and fired up my rollback. As I arrived at the scene, nothing

22 • October 2012 - TOWMAN.COM

seemed out of the ordinary or unusual. It was still daylight, so I got out of the rollback to begin hooking up the car. So far, so good. As I loaded, a Chesapeake police officer approached me and told me to wait a few minutes. The wait was necessary so a K-9 officer could show up and do a search of the vehicle with one of the dogs—all standard procedure for drug stops. Sure enough, the K-9 patrol showed up and went to work sniffing out the car. Surprisingly, no drugs were found in the car. The responding officer then noticed the driver acting in a peculiar manner. He walked over and asked him if there was something wrong. The officer noticed there was a white substance in his mouth. As this was happening, three other officers arrived on the scene. A melee broke out as the three officers and the responding officer had to fight with the guy to surrender a gram-size bag of crack-cocaine. Eventually they got the suspect to spit out the drugs.

by James Alexander

I really wasn’t expecting this. The whole scene looked like it could be on “Cops” with officers struggling and the German Shepherd barking like it had gone mad. After a few minutes, everything looked under control, and I was given the wave to hook up the car. The assisting officers then left the scene and I attached the winch to the front of the vehicle. Most of the officers were gone now as I was loading it onto the bed. The suspect was sitting in the back of a police car and it seemed like normalcy had returned. After I loaded the car I proceeded to my impound lot. About a few hundred feet from the original scene, I noticed the responding officer’s police car stopped with its lights on, not too far from the original location of the tow. You could tell he had pulled over in a big hurry since his police cruiser was impeding traffic. As I passed by, I noticed the prisoner had busted out the back window and his legs were flailing wildly. The officer was struggling to get the man back under control as the jabs of the suspect drove the officer back. It hap-

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TOWMAN.COM - October 2012 • 23

pened multiple times as the officer repeatedly tried to shove the suspect back in the police car. With the way this call was going, this kind of scene was par for the course. I had already abandoned any thought of this being a normal day. On top of that, I noticed that none of the drivers passing by were stopping to help the officer. I could identify with the officer and the risks he was taking to help the public. The average person has no concept of what towers, police or other service professionals go through in their daily job. All the public cares about is that we are there to help them when they need it. They love the benefit of what we provide, but are not always the most supportive. I pulled the rollback over and got out of the truck. I honestly had no idea how I could help a police officer struggling with what appeared to be a dangerous felon. Standing near the officer, I yelled to him asking what I could do. He looked like he was wrestling an alligator as the suspect’s legs continued to flail. The officer’s radio had been busted off in the struggle. “Call the Chesapeake Police emergency line and tell them that an officer needs assistance and give them the location,” he yelled. I did what he said. From the rear view window of the cab, I could still see the officer struggling. I didn’t have a weapon and didn’t really have any experience arresting people, especially violent people. Still I wanted to try and help the officer. I grabbed my belt off my waist and ran out to help the officer. With the officer holding the legs, I wrapped the belt around the perpetrator’s calves and tightened it. As I was doing this, a horde of police cars showed up to help. I was relieved, and grateful, that neither of us was hurt. The officer thanked me and I got back in my truck to go to the impound lot. My shirt was untucked. My hair was ruffled. I knew I was going to get asked some questions when I got back, but it was worth it. Unless you are in a job where danger is an everyday possibility, it is hard to understand why you would feel compelled to get out of your vehicle and help a police officer in a dangerous situation. As a towman you often feel on your own and that you are very unappreciated. I can identify with others who serve society and probably feel the same way I do. I received a call from the responding officer around 12:30 a.m. thanking me again and telling me he was going to recommend me for a citizen’s recognition award. I told him it wasn’t necessary and that I knew he would do the same for me.

Editor’s note James Alexander is a 10-year veteran of the towing industry. This article initially ran in the East Coast Truck and Trailer Sales newsletter “Hauler News” edited by Michael Saks, at www.ectts.com. Number 131 on Reader Card

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Turn ‘On Hold’ into Gold by Michael Rappaport

telephone on-hold message program is a series of produced commercials that thank people for holding and share information about the company. Properly produced, they should answer questions, reinforce the caller’s decision to call in the first place and educate, entertain and inform. Lets face it, there is an image problem in our industry and being professional lends itself to an improved perception of your business. Your trucks are clean and your waiting room is in order; why not think of onhold time as an extension of your business? Fill that void with good information, answer frequently asked questions, educate your callers about your services and remind them that their call is important. There seems to be a trade association for everything and those little messages you hear while waiting on hold is no exception. The wellrespected, and only, trade group dedicated to this unique advertising and marketing tool is called the On Hold Messaging Association, (OHMA). The OHMA recently conducted a national survey that revealed 85 percent of companies that use on-hold messaging think it is a useful marketing tool that adds value to their business. Nearly one in four said on-hold marketing generated real sales revenue for their business. Respondents also said their on-hold messages were most effective in helping them build their image and professionalism, second to that was providing value to callers and decreasing hang-ups. High call volumes shed light on the opportunities that exist with onhold messaging. Sixteen percent of the companies that responded said they receive more than 200 calls a day, and 26 • October 2012 - TOWMAN.COM

10 Ideas for Hold Messages 1. Talk about your investment in equipment and the value to your customers in terms of damage-free and reliability. 2. Remind callers about the training your drivers undergo to perform safe and reliable service. 3. Promote other services for your equipment and facility, like using your boom for construction, moving heavy equipment, storage and of course, any other roadside services you do. 4. Educate callers about value, not

just price, by taking a poke at the Craigslist “mystery tower” that’s a few bucks less. 5. Explain vehicle-retrieval procedures. 6. Share accomplishments like awards and sponsorships. 7. Invite “Likes” for your Facebook page. 8. Tout your mobile website and app, if applicable. 9. Advertise auctions or vehicles for sale. 10. Cite your state’s Move Over Law and be recognized as a responder.

continue to page 34

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Applying for a

small

Business Loan Research is Key to Financing Your Vision of Growth

by Randall C. Resch

hen prospective tow business owners ask me how to finance a business start-up or

grow their businesses, I ask them if they’ve done their research on how to apply for a business loan before making an appointment with a lender. There’s

It may seem as though the whole loan process is orchestrated chaos, but the final acceptance of your loan packet makes it all worthwhile. 28 • October 2012 - TOWMAN.COM

so much information the lender requires that research is the key component before business plans or loan applications are considered. Prior to applying for a small business loan, take time to get your own paperwork and information in order to make the process quicker. Any lender you approach, either online or face-toface, won’t work with you if you’re not willing to work for yourself; their time is valuable so don’t waste it. It’s in your best interest to give your application all the necessary information on any business history, tax information, your work history, bank records, social security and credit history. The Internet should be your first resource when looking for small-business loans. There are numerous websites with information covering sole-ownerships, female-owned businesses, loans for corporations and more. Your own bank can direct you towards potential business loans and be able to initiate your business loan based on your established relationship. When approaching potential lenders, understand that they require lots of information. Banking and informational forms may vary from program to program or by the institution. The forms (and process) can be complicated; however, once you’ve built a relationship with a lender, the process generally gets smoother. Many forms can be downloaded and sent via email. When you’ve determined what type of loan to apply for and how to apply, wade into the process and learn from it instead of letting it frustrate you. If instructions get confusing, seek

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Doing your homework for a small-business loan is key. There are plenty of online sites to help you along the way, and the Small Business Administration at sba.gov is a great place to start.

clarification—don’t give up. Be prepared to answer the following questions, so having your personal information prepared before fillingout the application will help speed the process. Below are eight questions that most likely will be asked of you at the beginning of the application process. Let’s break them down into simple terms as they relate to your loan application: •Why are you applying for this loan? Share your dream. The description needn’t be long and complicated, but show how the business is right for you. Keep to the basics on the loan application and wait for a later interview to really share your excitement. •What kind of tow business are you starting? Prepare an easy-to-read narrative that describes the business you want to build, including the services you intend to provide, the market you’re targeting, and future growth potential. Discussing the niche markets in your area and competitors shows you’ve done your homework and aren’t looking to borrow blindly. The plan is to convince your lender that there’s both need and potential for your towing business. •Do you have experience in this kind of business venture? It’s not necessary to be experienced in the trade one intends to enter, but it certainly helps. Lenders gravitate to applicants who know what they’re getting into. In 30 • October 2012 - TOWMAN.COM

order for you to make a wise choice, you should understand the rigors, needs and operational skills necessary to run a towing-related business. •How will the loan proceeds be used? Describe how lender distributions will benefit the growth and stabilization of your business and know up front what you need to purchase or lease that first tow truck, buy towing and recovery equipment, rent or lease a facility, or outfit a new dispatch center. •What assets need to be purchased? Business assets are resources in your business that can be converted into cash. As it regards to your business plan, what assets will your business need to get started? Are you looking to finance only a tow truck, or are you looking for money to purchase an office computer, dispatch software, phones, etc.? This is a difficult question because a list of potential assets can easily become overloaded with nonessentials. Make your list prior to the application and be sure it is whittled down to absolute necessities. •Who are your suppliers? Give the lender a list of suppliers that you’ve already made contact with. You can research them in American Towman’s annual Buyer’s Report (April) or Supplier Directory (June). Complement your list with “Letters of Intent” from suppliers that you’ve discussed your truck and equipment needs with. These lend credibility to your application.

•Who are your creditors/other business debts? If you have marginal or questionable debt in your credit history, lenders will find out when they run your credit history. Be up front and list your creditors and the amounts owed. Some applications want to know if you’ve ever claimed bankruptcy or been sued. When responding to this line of questioning, honesty is your best policy. •Who is your management team? If you’re the one-and-only employee of your start-up business, list yourself as the sole owner. If you’re a business owner currently operating your towing business as a corporation, the application may require a copy of your company’s Articles of Incorporation. This document should be included in the application’s required document list.

Research Required Doing your homework is a key component in the small business loan process. One thing you can do is take some quiet time at your computer to get educated. A few websites to research include: • score.com • sba.gov • business.com • usgovinfo.about.com • startupjournal.com Asking for a loan is a humbling experience; know what direction you want to take and follow your business plan. Daydreaming about your startup company is the easy part, but there’s so much more to it. If you’re turned down somewhere along the way, use it as a learning expereience that will make you better in future attempts. Don’t let some banker stand in your way. If owning your own towing business is your dream, you’ll find a way. 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.

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AAA 95 Access Tools 97 Advantage Funding 34 Agero 17 Akins Body & Carrier Sales 44 Allstate Roadside Services 41 American Safety & Supply 98 Auto Data Direct 33 AW Direct/Grainger 104 Atlantic Emergency Solutions 23 ATSA 78, 79 ATTV 109 B/A Products 37 Bailey’s Towing Accessories 100 Beacon Software 94 Blades Tow Right 31 Century 60, 61, 111 Columbus Truck & Equipment 106 Condor Products 102 Comeup USA 43 Crouch’s Wrecker & Equip. Sales 40 Custer Products 90 DewEze Mfg. 102 Dual-Tech 33 Dynamic Towing Eq. & Mfg. 27 ECM Performance 36 Equipment Sales & Service 108 Ford Commercial Truck 2, 3 Freightliner 15 GEICO 119 Gwinnett Place Wr. & Carr. Div. 39 Hino Motor Sales USA, Inc. 57,103 Industrial Netting 31 Insurance Auto Auctions (IAA) 91 Intek Truck Eq. Finance & Lease 36

179 102 106 114 126 183 135 197 209 153 190 —— 108 107 136 216 143 105 167 214 177 128 147 144 165 173 152 176 216 129 207 142 122 110 145

Jerr-Dan Corp./RunHard Jiffy Jump Kalyn Siebert KOLO DBS Landoll Corp. Lift & Tow Lodar/Skidmore

124 164 105 187 174 139 163

Integrated Veh. & Equip. Leasing

16, 120 89 91 42 109 19 96

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135

Page # Lynch Chicago Matheny Motor Truck Co.

Matjack/International Wreckers

83 29

Miller Industries/Eaton 89 Muncie Power Products 107 National Automobile Club 85 Nation Safe Drivers 38 New England Truckmaster 101 North American BanCard 105 NRC 25 Phoenix USA 96 Pierce Sales 20, 65 Progressive Commercial Insurance 42 Progressive Platforms 16 Purpose Wrecker Sales 35 Quest Roadside Services 33 Race Ramps 24 Ramsey Winch 5 Ram Trucks 10, 11 Ranger SST 90 Road America 86 Recovery Billing Unlimited 96 R-O-M 87 Rush Towing Systems 99 Savatech 21 Sovereign/Santander 73 Specialty Veh. & Equip. Funding Grp. 7 Steck 85 Towing.com 20, 21 TowIndustryWeek.com 102 TomTom Works 85 TowLot.com 70, 71, 93 TowMate 38 Tracker Management Systems 89 Twin Cities Wrecker Sales 31 USAC/MD 101 Vulcan Equipment 77 Warn Industries 23 Will-Burt 169 Worldwide Equipment Sales 100 Zendex Tool Corp. 96 Zip’s Truck Equipment 87

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ADVERTISER

ACTION PAGE

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143 141 178 182 171 109 111 170 117 193 210 212 199 131 148 185 123 156 155 113 198 148 103 195 132 115 —— 180 159 191 184 215 190 143 120 217 151 181 140

October 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 144 on Reader Card

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Number 199 on Reader Card

TOWMAN.COM - October 2012 • 33

THE SCOOP continued from page 26 49 percent receive at least 75 calls daily. An average of 57 percent of calls are put on hold, with two-thirds of those callers on hold between 15 and 60 seconds. If a company receives 100 calls a day, and 50 percent of those are put on hold with an average wait of 30 seconds, that equates to almost half an hour a day of potential marketing directly to customers. Only 12 percent of respondents said they update their message six times or more a year. But those who updated more frequently said on-hold messaging was directly responsible for sales. They also were more likely to describe on-hold messaging as a useful marketing tool and saw a greater impact on their businesses. I have personally been providing messages to towing operations for more than 20 years. Our clients feel that messages on hold are a great investment, as every dollar they invest is used to reach their target market.

“The messages give us a great opportunity to share our service areas and scope of service,” John King

“We love the messages on-hold,” said Kevin Farthing of WAFFCO Heavy Duty Towing and Recovery in Lake Station, Ind. “It’s a tool we use to share about our equipment and separate us from the pack. Its our chance to brag a little by telling the truth.” Looking at the WAFFCO fleet online, I can see why taking the opportunity on-hold to talk about his equipment is time well spent. “The messages give us a great opportunity to share our service areas

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and scope of service,” said John King at Cal-Nevada Towing, Sparks, Nev. CalNevada has five locations throughout Nevada and northern California; about 80 percent of their business is heavy duty. Much of the work is recovery-oriented and not from locals. Jeremy Procon, owner of Interstate Towing in Chicopee, Mass., has cultivated a large social media presence. He said it was a “no brainer” to invest in on-hold messages to promote his Facebook presence and new mobile app. On-hold messaging provides a simple inexpensive way to improve your image, reduce hang-ups, increase sales and remind people you care. Perhaps we discovered the “cure for the common hold.” Editor’s note: Mike Rappaport is a 21-year veteran in the towing industry, a producer for AmericanTowmanTV.com and the founder of OMG National, an INC 5000 ad agency. For more information on your web presence and video production needs, contact him at rapp@americantowmantv.com.

Number 212 on Reader Card

AAA-NY to Add Dynamic Service Trucks

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AAA-New York is looking to add more Dynamic service trucks to its territory in Brooklyn after finding success with a first one purchased in 2010. According to John Africano, Director of Automotive Services for AAA-NY, the service truck’s new design have many enhancements. Africano said the key features of the new design are additional space to store batteries, improved battery tie-down system in storage compartments and easier access to storage through roll-up doors. “We get what we want,” Africano said, referencing their input with Dynamic on design upgrades and changes. He also cited the convenience of having a light service/battery replacement vehicle with tow capabilities. www.dynamicmfg.com

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Jerr-Dan’s Desktop Calendar App

Jerr-Dan Corp. released a Desktop Calendar app for customers to get the latest information about the company. It features an app-exclusive downloadable Truck of the Month photo, social media feeds and promotions and deals that are only available to app users. The app is available at: www.jerrdan.com/jerrdan-life/desktop-calendar-app. Number 182 on Reader Card

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Please stop by and see us at the AT EXPO in Baltimore!!!

2012 Ford F-550,V-10 Gas Power,Automatic,Pwr Windows,Locks and Mirrors,AM/FM/CD,40/20/40 Split Bench Seat, Keyless Entry,Traction Ctrl,15,256 Miles Equipped With 19ft Dual-Tech 1035 Steel Carrier,Hot Shift PTO,Code 3 LED Light Bar,48' SS Door Toolbox,Work Lights,48' Basket Simulators! Ready to Work at only $46,789.00

New 2012 Ford F-650,240hp Cummins Diesel Pwr,Allison 2200 6spd Automatic,Pwr Windows,locks and irrors,AM/FM/CD,40/20/40 Split Bench Seat Equipped With 21ft Danco 12 Series Steel Carrier,12,000lb Deck Rating,4,000lb Wheel Lift,9,000lb Warn Winch,Hot Shift PTO,Whelen Justice 10 Head LED Light Bar,48' SS Door Toolbox,Simulators! Ready to Work at only $70,980.00

New 2012 Ford F-450 XLT,V-10 Gas Power,Automatic,Pwr Windows,Locks and Mirrors,AM/FM/CD,40/2040 Split Bench Seat,Keyless Entry,Traction Ctrl Equipped With Dynamic 601B Self Loader,4,000lb Wheel Lift,Whelen Justice 10 Head LED Light Bar,,Tex Deck Ready to work at only $49,897.00

Not Actual Picture

New 2012 Ford F-550,V-10 Gas Power,Automatic,Pwr Windows,Locks and Mirrors,AM/FM/CD,40/20/40 Split Bench Seat,Keyless Entry,Traction Ctrl,19,500 GVW Equipped With 19ft Danco Steel Carrier,Hot Shift PTO,12,000lb Deck Rating,4,000lb Wheel Lift,9,000lb Warn Winch,36' SS Door Toolbox, Upper and Lwr Work Lights,Simulators Ready to work at only $49,980.00

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New 2012 Ford Black F-450 4x4 6.7L Diesel Power,Automatic,Pwr Windows,Locks and Mirrors,AM/FM/CD,40/20/40 Split Bench Seat,Alcoa Aluminium Wheels Equipped With Dynamic 755 Self Loader,5500lb Wheel Lift,Negative Tilt,Lightning Body,Tex Deck, Diamond Plate ,Whelen Justice 10 Head LED Lightbar N.A.P

New 2012 Ford F-450,6.7L Diesel Pwr,Automatic,Pwr Windows, Locks and Mirrors,AM/FM/CD,40/20/40 Split Bench Seat,Aloca Aluminum Wheels,Traction Ctrl Equipped With Dynamic 701BDW Self Loader,Lightning Body,5,000lb Wheel Lift,8,000lb Ramsey Winch,Tex Deck,Whelen Justice 10 Head LED Light Bar,Diamond Plate Available in Red or Black

TomTom Helps Fuel Study in N.Y. TomTom Business Solutions launched an incentive program in conjunction with the New York State Energy Research and Development Authority to help New York commercial and government fleet operators improve fleet productivity and fuel efficiency. Funding from the development authority allows participating New York State businesses to receive special subsidies (up to $350 per vehicle) to discount the regular price of TomTom WORKsmart GPS navigation and fleet solution systems. The program is open to any New York State entity that operates a fleet of delivery or service vehicles. Businesses that participate in the program will be required to take part in a survey to measure the program’s success in reducing fuel consumption. Businesses interested in this program can contact TomTom Business Solu-

tions at 866-459-3499 or http://business.tomtom.com. The program is seeking 1,200 participants and the evaluation will run until Dec. 31, 2013.

Ten Inducted to HOF In separate ceremonies on Sept. 1415, the International Towing & Recovery Museum and Hall of Fame in Chattanooga, Tenn., inducted 10 new members to the Hall of Fame and added 34 new names to its Wall of the Fallen. The industry leaders added to the Hall of Fame were Robert G. Birrell, Jr. of Kinsman, Ohio; Paul M. Bressi of Olympia, Wash.; Darrell H. Mansfield of Cheshire, England; Michael P. McGovern of Knoxville, Tenn.; Nicholas J. Ovenden of Ashford, England; Alex Robb of Glasgow, Scotland; Jeffrey P. Roskopf of Menomonee Falls, Wis.; James Satterfield of Sikeston, Mo.; Robert E. Schatzman, Jr. (Deceased); and Robert Sommers (Deceased).

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40 • October 2012 - TOWMAN.COM

App Tracks Fleet Maintenance FTI Groups launched new mobile applications for its sureFleet maintenance software. The sureFleet mobile app allows drivers to record pre- and posttrip inspections, and regularly update odometer readings and fuel-purchase data from anywhere. Each driver is able to access the vehicles that they are assigned to via the mobile application. Drivers are also able to leave notes and take photos to explain any issues found during the inspection. All data entered via the mobile application automatically updates the company’s sureFleet account. The system manages maintenance activity inside and outside of the client company as well as accident reporting, fuel purchase reports, image storage and even vehicle depreciation. www.surefleet.com

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Talbert Marks 75 Years Talbert Manufacturing is offering a special 75th Anniversary Trailer Package for a limited time to commemorate its milestone year in business in 2013. The company is offering an optional, distinctive anniversary package on select 2013 models.

A limited number of the anniversary-edition trailers are available on Talbert’s 55-ton series trailers. The basic anniversary package includes cosmetic detailing throughout the length of the trailer and special Talbert 75th anniversary decals. Featured on both sides of

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the trailer, these decals appear on bright stainless steel in each of the gooseneck insets. In addition, there are special stainless steel insets in the rear of the trailer as well as stainless steel mud flap brackets with throwback script lettering. www.talbertmfg.com

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Number 126 on Reader Card

Friday 11/16

On the Move at AT Expo Once again, the American Towman Exposition is non-stop at Baltimore’s Inner Harbor. From Thursday evening’s Welcome Cruise on the Spirit of Baltimore to Sunday’s International Feast & Recovery Theater when the exhibit hall closes, towing professionals will know they are where the action is! For the first time in AT Expo’s history, attendees will be able to see the exhibits on Friday, 2 to 5 p.m. scope out the show, engage with exhibitors, and then be back for Saturday’s traditional Grand Opening. Many advance-registrants this year have chosen to take it all in up to the last big event, Sunday’s International Feast, and head back home on Monday. That’s a good plan, as there are over 200 exhibits, plus the American Wrecker Pageant! When you attend the special events you also take in Baltimore’s magnificent harbor; the Bull & Pig Roast at the Hard Rock Cafe on the waterfront (Miller Rocks!), Calitri’s Cuba at the Power Plant close by, and Festival Night at the Marriott Waterfront, near Little Italy and Fells Point. Take a look at the schedule of events.You’ll be on the go to be where the action is, but then, that’s what towing professionals do.

EVENTS

Thursday 11/15 Registration Open 2:00 - 5:00 pm Pratt Street Lobby Baltimore Convention Center

Registration Open 7:30 am - 6:00 pm Pratt Street Lobby, Baltimore Convention Center Testing 8:00 am TRAA Level 3-Heavy Recovery Specialty. American Towman Academy Seminars 8:30 - 11:30 am Convention Center, (Breakfast for Seminar Passport holders). Seminar Tracks sponsored by: Miller Industries and TowLot.com. Towman Hunt (Skeet), 9:00 am Transport from Pratt St. Lobby of Convention Center to Prince George’s Skeet & Trap Club. The DC Recovery Conference/Luncheon 12:00 Noon Sponsored by B/A Products, Baltimore Convention Center, ticket required. Exhibit Hall Open! 2:00 - 5:00 pm Baltimore Convention Center - 200 Exhibiting Suppliers! American Towman Academy Seminars 5:10 - 7:00 pm Convention Center, Seminar Tracks sponsored by: Miller Industries and TowLot.com.

AT Welcome Cruise 5:30 - 8:00 pm Boarding 5:30 pm, departs from Inner Harbor at 6:00 pm, ticket required.

Bull & Pig Roast/Miller Rocks 7:30 pm At the Hard Rock Cafe. Sponsored by Miller Industries with American Towman, ticket required.

Captains of Industry Conference 7:00 pm Marriott Waterfront, Sponsored by TowLot.com, ticket required.

Calitri’s Cuba Cigar Smoker 9:00 - 11:00 pm Luckie’s Tavern in the Power Plant Live, 10 Market Place. Sponsored by Lift and Tow.

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Advance-Register on-line @ ATExposition.com

Saturday 11/17

Sunday 11/18

Registration Open 7:00 am Pratt Street Lobby, Baltimore Convention Center

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

American Towman Academy Seminars 8:00 - 11:00 am Convention Center, (Breakfast for Seminar Passport holders). Seminar Tracks sponsored by: Miller Industries and TowLot.com.

American Towman Academy Seminars 9:00 - 11:00 am Convention Center, (Breakfast for Seminar Passport holders). Seminar Tracks sponsored by: Miller Industries and TowLot.com.

Testing 8:30 am TRAA Levels 1 & 2

World Tow Conference 9:00 - 11:00 am World Towing Pavilion, Camden Lobby, Baltimore Convention Center

Exhibit Hall Open! 11:00 am – 6:00 pm Baltimore Convention Center

Exhibit Hall Open! 10:00 am – 4:00 pm Baltimore Convention Center

American Wrecker Pageant Open 11:00 am Baltimore Convention Center, Sponsored by Dual-Tech. Towman Order 6:00 pm Marriott Waterfront Hotel, Ceremony of the Order of Towman, sponsored by TowLot.com. Festival Night 7:30 pm March of the Heroes, American Towman Medal, Marriott Waterfront Hotel, Grand Ballroom; ticket required. Sponsored by American Towman Magazine.

ACE Reception 2:00 pm Sponsored by GEICO, Nation Safe Drivers, National Automobile Club, & National Motor Club. Baltimore Convention Center. Wrecker Pageant Winners Ceremony 3:30 pm Sponsored by Dual-Tech. International Feast & Recovery Theater 4:00 pm World Towing Pavilion, Camden Lobby, Baltimore Convention Center. Complimentary tickets available through American Towman. Event Schedule Subject to Change

Sample Air Fares Round Trip

Atlanta Boston Buffalo Chicago Dallas Denver Detroit Las Vegas

$215 $130 $163 $289 $235 $306 $217 $260

Los Angeles Miami Minneapolis Milwaukee Montreal St. Louis San Francisco Toronto

$328 $144 $324 $261 $398 $250 $375 $526

November 15-18, 2012

TOWMAN.COM - October 2012 • 47

American Towman Exposition The Main Event

AT Expo has additional exhibit hours, Friday, 2 – 5 p.m. Some business owners may find it more convenient to take in the show on a weekday; those in for the weekend will like the extra time to be face to face with more exhibitors. The show culminates at 4 p.m. Sunday with the International Feast and Recovery Theater.

EXHIBIT ROSTER 1-800 Rescue 911 Nationwide “vanity” number that gives small and medium sized businesses that big brand image to help increase company’s profits.

AAA The nation's largest motor club salutes the best of the best – AAA service providers and preferred suppliers.

Alliance of Automotive Service Providers of PA (AASPA/PA) The largest Automotive aftermarket repair association in Pennsylvania, serving mechanical, collision and towing businesses.

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

Advantage Funding Equipment Financing for the towing industry.

Agero A leader in roadside assistance, offering high volume dispatches, easy online billing, and free dispatch software.

Alternative Handling Technologies (AHT Automotive) AHT is the most comprehensive automotive parts, equipment, and storage solutions provider in the industry.

all-Grip Vehicle Recovery Systems We have been supplying the towing industry for 41 years with the finest products.

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

Ambest

Over 200 exhibitors, featuring manufacturers of wreckers, carriers, trailers, chassis, and service trucks; plus all the industry’s call providers and motor clubs, and everything low-tech, safety equipment to towing accessories, to hi-tech, dispatch to GPS systems. Look over the exhibitor roster and scout out those companies that can help bring you more business and new revenue opportunities, and those companies that can help you run more efficiently and reduce your costs of operation. Also check out the many finance and insurance companies exhibiting, and consider how diligent face-to-face time with several of them can result in substantial dollar savings for your company. Whether you own and operate one or one hundred tow trucks, the American Towman Exposition is the world’s premier resource for tow business owners. 48 • October 2012 - TOWMAN.COM

Sales, purchasing, market cooperative for independent service centers and travel centers.

Amdor® Amdor® is a manufacturer of quality aluminum roll-up doors and Luma BarTM LED lighting solutions.

American Towman Magazine Towing's premier publication now in it's 36th year.

American Towman Standards Authority Rates towing operations for professional standards.

American Towman TV American Towman Magazine's video coverage of towing industry events, featuring Emily Oz.

American Truck Technology Manufacturer of chrome exhausts stacks and chrome wheel accessories.

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

Advance-Register on-line @ ATExposition.com

2012 Exhibitors An alphabetical listing of Exhibitors (as of September 14th) Anchor Graphics

Century

DudaMobile

Your one-stop shopping for all your towing printing needs. Specializing in the towing industry for 16 years.

See Miller Industries.

Assists tow businesses to convert websites to mobile sites.

Chester Point

Astralease

Exclusive insurance programs for the towing and automotive aftermarket industries.

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

Chevron

Atlantic Emergency Solutions A full-line Jerr-Dan dealer providing towing and recovery sales, service, and parts throughout VA, MD, DE, and DC.

Custom LED truck lighting, factory fit LED strobe lights. Ford, Chevy, Dodge, Kenworth, Peterbilt Class 8.

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

See Miller Industries.

East Penn Truck Equipment

Clean Planet Enterprises

Miller Industries full line dealer of new and used vehicles and emergency service vehicles.

HazMat cleanup supplies for accidents.

Code 3 Atomic LED

Dynamic Towing Equipment & Mfg.

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

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

Extreme Toys Comeup USA

Auto Data Direct

Manufacturer of winches.

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

ADD offers industry specific business solutions through web-based tools designed to expedite and simplify business processes.

Commercial Safety Services

Federal Signal

Distributor of emergency safety lights.

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

AW Direct

Convoy Technologies

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

Improving safety, security and productivity—like no other; using backup cameras, gps, and mobile DVR's.

B/A Products

Copart Auto Auctions

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

Sells more than one million vehicles each year through VB2, its patented two-stage Internet sales technology.

Bad Dog Tools

Crouch's Wrecker & Equip. Sales

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

Sales and support of full line Miller Industries tow trucks and tow accessories since 1989. Locations in Tennessee and Florida.

Bailey’s Towing Accessories Manufacturer and distributor of towing equipment and accessories that stands behind customer service 100%.

Custer Products

Batch Out

Supplying quality LED Lighting products to the towing industry since 1993. Provides 1st class customer service, quick order fulfillment and innovative solutions to customer's needs.

Credit card processor offering educational seminars on how to tell if you have a good rate.

Custom Werks Graphics

Beacon Funding Tow truck financing/leasing. Start-ups and used equipment welcome. Special programs for Agero providers.

Beacon Software Computer and mobile apps for towing, lien processing, dispatching, lot management and GPS.

Blades Tow Right Manufacturer of the best wireless and corded tow lights. Why pay more for less?

Car-Part.com A Kentucky-based used auto parts marketplace.

Supplier of silkscreen printed T-shirts.

Dangelo Custom-built heavy-duty wrecker manufacturer.

DewEze Mfg. DewEze has the kit for the most preferred chassis in the tow industry.

DP Winch / TWG DP/Tulsa hydraulic winches, hoists, swing drives and gear electronics.

Dual-Tech Manufacturer of durable, long lasting, low maintenance 2-car carriers and wreckers for 23 years.

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

Fleet Down / Fleet Source Towing breakdown guides includes: three heavy-duty breakdown websites and two heavy- duty breakdown directories.

FleetNet America Emergency roadside service and maintenance management service offering Select Towing & Recovery Program addressing non-consensual towing and incident management.

Flitz International Manufacturer and distributor of premium polishes, waxes, buffers, specialty kits, cleaners and microfiber cloth.

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

Free State Nam Knights MC Non Profit Organization raising money for our US Military Veterans and Law Enforcement Officer's families in need.

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

TOWMAN.COM - October 2012 • 49

AT Expo Exhibit Highlights AAA

EXHIBIT ROSTER GEICO Motor club and provider service program.

Check out the network of savings for AAA service providers from equipment and uniforms to vehicles and financing. Agero

Roadside Connect

Roadside Connect™ product suite allows service providers to deliver up-to-the-minute status updates directly to customers.

GJ Sullivan Co. Provider of specialized insurance programs.

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

Gwinnett Place Ford Wrecker and Carrier Division We provide quality Dynamic and Danco products at the lowest prices in the industry.

all-Grip Vehicle Recovery

ITD Speed Dolly

The Speed Dolly is the industry's leading self-loading dolly featuring balanced ergonomic design. Alternative Handling Technologies

Mohawk Mobile Column Lifts (18,000, 24,000, & 30,000 lb.) MP lifts are easily positioned by person and turn flat areas into work bays.

Hale Trailer Brake & Wheel Trailer dealer for all of the major specialized trailers in the tow industry.

Harrison Hydragen Leading manufacturer of hydraulic generators with over 41 years of experience.

Hella Amdor®

AmeriDeck™

Amdor® roll-up doors & Luma Bar™ LED lighting.

Loads two full dressed motorcycles or a trike from ground level.

Hella manufacturers high quality worklamps and optical warning systems with halogen, Xenon and LED technology.

Hino Trucks A Toyota Group Company which assembles, sells, and services medium duty trucks in the United States.

Holmes See Miller Industries.

I Tow In Atlantic Emergency Solutions

The Jerr-Dan HDL 700/350 INT 35-Ton wrecker features SRS recovery system. Atomic LED

The originator of the skates, continues to invent products to assist towers with difficult situations.

IAA (Insurance Auto Auctions)

New GM / Chevy professional series

Custom LED truck lighting, factory replacement LED running lights with included warning light.

Auto Data Direct

DMV123, DirectPost-Office

Real-time motor vehicle inquiries, vehicle history reports with theft / lein data and certified letter tools.

IAA sells towed and abandoned vehicles with combined live and live-online auctions.

IGTC - McManus Peard Gesl Provider of truck and commercial insurance for the tow businessman.

In The Ditch B/A Products

Towing & Auto Transport Parts & Accessories

The most complete line of towing and auto transport parts and accessories in the industry. Bailey’s Towing Accessories

Side Recovery Guide

Designed for carriers with rails/no rails that allows you to get the most from your truck! November 15-18, 2012

50 • October 2012 - TOWMAN.COM

The world's leading manufacturer of dollies & equipment to make towing operator's jobs easier.

Industrial Netting Disposable plastic cargo containment netting helps contain loose debris during the transport of wrecked autos.

Insight USA – Street Eagle GPS Street Eagle GPS provides a complete array of business solutions with integrated GPS Tracking.

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

Advance-Register on-line @ ATExposition.com

AT Expo Exhibit Highlights

EXHIBIT ROSTER

Beacon Funding

Integrated Vehicle Leasing & Financing

Incentive Perks

Agero Service Providers earn up to $300 when entering a finance agreement with Beacon Funding.

Since 1999 Integrated Leasing has been providing leasing and financing for the tow truck industry.

Intek Leasing Offers financial services for truck purchases & leasing.

Beacon Software

Receive and dispatch calls, track fleet, take/view photos, access towing TowSpec towing instructions anytime on Android/Apple smartphone or tablet.

Jerr-Dan Corp. World-class towing, recovery and vehicle transport equipment.

Junk my Car Make offers on cars to sellers nationwide. Use the cars for scrap, parts or resale.

Kalyn Siebert / Heil Trailer Int’l.

Blades Tow Right, Inc.

Convoy Technologies

RC-42-O

The Sentinel

The RC-42-O is a full functioning wireless light bar with a 50% smaller profile.

Cloud based mobile surveillance live video DVR.

Manufactures sliding-axle trailers specifically designed for the towing industry.

KOLO DBS Professional real time dispatching and billing services call center providing fast and reliable answering service.

Custer Products LTD

Lite*IT Brand LED Lights

High quality LED lighting specifically for the towing industry creating a safer work environment.

Landoll Corporation Quality manufacturer of numerous trailers for the towing, rental and other industries.

Lift And Tow Exceptional, American built, mounted under your truck, the ultimate repo wheel lift, ready to work!

DewEze

The new DewEze 2012 Dodge Cummins Diesel Kit contains the DewEze tradition of easy installation. Dual-Tech

Side Puller

Dual winch, safer, more versatile siderecovery system offered on carriers or wreckers in multiple capacities.

Lodar A wide range of radio remote control systems to give flexibility and safety when operating any electric or electro hydraulics systems.

Lynch Towing & Recovery Equipment Proud distributor of Miller Industries products, huge new & used inventory locations in Ill. & Wisc.

Martens Johnson Insurance Agency Our Agency has assisted our clients in choosing appropriate insurance packages for over 25 years.

Matheny Motors Dynamic Towing Equipment and Manufacturing

Dynamic T180 Rotator

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

Full Line Miller Industries distributor: Ohio, West Virginia, North Virginia. Parts, service and experienced sales staff.

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

East Penn Truck Equipment Inc.

Mfr Express

Towing & Recovery Service Vehicles

Distributor of hooks, chains & tow accessories.

Custom manufactured towing equipment.

Mid-Atlantic Rescue Systems Extreme Toys LLC

1/43 scale tow truck & car sets

This great set includes 3 trucks and 3 cars. All for a great price!

Since 1968, TOMAR Electronics Inc. has designed and manufactured industry leading emergency signaling products in the U.S.A.

TOWMAN.COM - October 2012 • 51

The American Towman Way The Show Has Rhythm AT Expo over the years has been a spawning ground for creations that strike at the heart of the towing industry: the American Towman Medal, the industry’s exclusive award for heroism; the Towman Monument, the world’s first monument honoring the towing professional; the Towman Chopper, “Hero,” towing’s first and only theme bike. This year AT Expo debuts the American Towman Ballad, composed by singer-songwriter Pop Siegel and our own Steve Calitri.

CDs of the song will be handed out to Festival Night attendees after Siegel gives a premiere live performance of the song. That and a live band on Festival Night at the Marriott Waterfront hotel, hot live music for Miller Rocks at the Hard Rock Cafe, and 50’s crooners at the Jerr-Dan Diner on the show floor, and you get the idea, it’s a swingin’ show! Legendary Hospitality The American Towman Exposition is world renowned for its hospitality to towing professionals. For instance, Friday night at the Hard Rock, Miller Industries sponsors the traditional Bull & Pig Roast at the Hard Rock Cafe on the waterfront.. Close by later on is the traditional cigar smoker, Calitri’s Cuba, at Luckie’s Tavern in the Powerplant entertainment enclave, co-sponsored by Lift & Tow.

Pop Siegel will sing the Towman Ballad

“The music,” said Calitri, “popped into his had one restless night as he lay in bed and kept playing over and over, and then the words started forming.” Calitri went to an old friend who has written and recorded pop-folk songs for the past two decades to help with the creation and composition, and the final recording of the ballad. Said

Siegel, “It’s a dramatic ballad about who the towing professional is and the dedication and sacrifice behind his work.”

Bull & Pig Roast Sponsored:

Advance register now to attend these events at no cost. Dale Earnhardt, Jr's championship car will be featured in the Miller Industries booth.

November 15-18, 2012

52 • October 2012 - TOWMAN.COM

What’s new is the International Feast and Recovery Theater, Sunday at 4 p.m., where towers will feast for FREE on several world-class dishes and represent their country among towers from over 20 nations. An exciting opportunity to break bread with towers from far away lands, share notes, and make new friends. Those who advance register for the Feast will receive the World Class Towman coin upon entering the World Towing Pavilion at 4 p.m. where the Feast will be held inside the Baltimore Convention Center. You can’t mention Legendary Hospitality without talking about the hot, complimentary breakfasts that Academy Passport holders receive Friday through Sunday mornings, or the American Towman Clubhouse hospitality that Passport holders have access to. Check out this bargain on page 66.

You See It Only Here! From the World’s first Towing Monument to its exclusive theme bike to life size images of Boomer Hayes (he appears weekly on TowIndustryWeek.com). You can see the Towing Monument outside the Baltimore Convention Center, the Towman Chopper inside the unique Jerr-Dan Diner, and many other “only here” attractions. For example the Miller Booth this year is featuring a Dale Earnhardt, Jr. championship racecar. You also see and hopefully acquire the AT Expo official Beer Stein – only here! (See registration form, page 76 or go to atexposition.com). The World Class Towman coin – only here! The world’s biggest tow show and ten thousand of the world’s greatest service professionals – only here!

AT Publisher Dennie Ortiz on "Hero." The American Towman Chopper will be at the Jerr-Dan Diner on the show floor.

TOWMAN.COM - October 2012 • 53

AT Expo Exhibit Highlights Gwinnett Place Ford

EXHIBIT ROSTER Miller Industries

Dynamic Self Loaders and Danco Carriers

Ford gas and diesel trucks equipped with the industries highest quality towing equipment.

The world leader in towing and recovery equipment. Manufacturing many of the industries leading and most respected brands including Century, Vulcan, Chevron, and Holmes.

Hale Trailer Brake & Wheel

Muncie Power Products

Talbert 55 Ton Hydraulic Double Drop Extendable.

Manufactures Power Take Offs and hydraulic systems for mobile power applications.

Nation Safe Drivers (NSD)

Hella, Inc.

Power Beam 3000

Specially developed thermal management with overheating protection; 16 LED's; Measured Lumens of 2885; Multivolt 9-33V. Hino Trucks / Hino 2013MY 258ALP

Hino 2013MY 258ALP with Miller Industries Century LCG Carrier.

Founded in 1962. A motor club with a fresh new attitude.

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

National Insurance Brokerage/NY Insuring customers in the towing industry for over 21 years.

National Interstate Insurance Company I Tow In, Inc.

One piece construction, no moving parts, no assembly, minimum storage, USA. No wheel – no problem! Insurance Auto Auctions (IAA)

IAA-Houston auction both live and live-online, buy or sell. Industrial Netting

Car-Go-Net

Disposable plastic cargo containment netting helps contain loose debris during the transport of wrecked autos. Insight USA

Street Eagle GPS Tracking

Street Eagle GPS Tracking gives companies accessibility into your mobile workforce including vehicles, equipment and assets.

National Motor Club Nationwide auto and RV motor club services.

Navistar Inc. / International Truck From the medium duty Terra Star to the heavy duty Lone Star, a complete product offering of medium to heavy duty cab and chassis.

NBB Controls Designs and manufactures wireless remote controls for most all mobile and industrial hydraulics applications. 50+ years supplying complete systems that will last.

NRC Industries NRC will be exhibiting a selection of their sliding rotators, sliders, and car carriers.

NVG America

Jerr-Dan Corp.

Jerr-Dan's RAIL

Check out Jerr-Dan's new new deck illumination system, called Rear Awareness Indicator Lights (RAIL), which makes the tower's work life brighter through the use of bright amber LED strobe technology that flashes in random patterns. Landoll Corp.

Detachable Trailer (855) 22’ to 32’ Usable Deck, 24-DRing-Tiedowns, 12” Swingout Extensions, LOADED Standard Features Lift And Tow

Z Series Wheel Lift

Fast, easy to use, under reach repo wheel lift. 54 • October 2012 - TOWMAN.COM

A leading specialty property and casualty insurance company serving the transportation industry since 1989.

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

Ochoa Roadrunner Products Revolutionary innovation in tire tools, PNEU-TEK Tire Tools are a feature product.

OMG Partnering with American Towman to offer digital marketing services to tow companies: web sites, videos, mobile phone transition, on-hold messaging.

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

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

Advance-Register on-line @ ATExposition.com

Busted Wide Open! American Towman has busted its world-class wrecker pageant wide open with the creation of the new “Champion” class. It means winners of last year’s Silver Trophies cannot enter the class they took first place in, but may enter

As colorful as the tow trucks perhaps the most colorful aspect of the Pageant are the wrecker owners themselves. You’ve heard the expression; he wears his heart on his sleeve. Well wrecker pageant contestants wear their hearts on their heavy metal, and they’re there proudly standing by their pride and joy. A show within a show, the American Wrecker Pageant alone is worth the trip to Baltimore’s Inner Harbor.

that vehicle or a like vehicle of the same class into the Champion class.

The Pageant is sponsored for the second consecutive year by Dual-Tech, manufacturer of quality wreckers and carriers.

This opens up the competition in all classes, giving more opportunity for others to win Silver Trophies. Attendees may vote their choice of number ones through an electronic ballot that allows only one vote per company. Judges are also examining each vehicle ensuring they meet the American Wrecker Pageant’s standard requirements. Wrecker owners have driven their prize trucks from as far as Oregon, Texas and Canada to compete inside the Baltimore Convention Center. This collection of magnificent, metal machinery creates the world’s most unique art show, featuring hand painted and air brushed figures that range from pop to classical in style.

November 15-18, 2012

TOWMAN.COM - October 2012 • 55

AT Expo Exhibit Highlights

EXHIBIT ROSTER Permco Inc.

Lodar

This kit will wirelessly activate your hand levers. Mid-Atlantic Rescue Systems

TOMAR's Spider™ Microbar is designed for ultra-durability and easy maintenance using a powder coated metal housing and six of TOMAR's RECT-13 or RECT-14, ultra-high intensity lamp modules.

U.S. manufacturer of high quality gear pumps, clutch pumps and motors. Vane units also available.

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

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

Miller Industries

Pierce Sales

Century 12 Series LCG Right Approach Carrier

The official US distributor of Lodar wireless remotes. We also specialize in winches, towing accessories and conversions.

The patented LCG technology with its low deck height is now available in a 12,000 lb. capacity with the Right Approach option providing a 6 degree load angle. Muncie Power Products

FR66 Live Power PTO

The FR66 Series is a live drive PTO for Ford automatics with noise reduction technology. National Interstate Insurance Co.

Traditional Tow Truck Insurance

Traditional insurance solution that includes a comprehensive menu of coverages designed specifically for towing operations. Nation Safe Drivers (NSD)

Pillow Protection Corporation Pan Pillow an inflatable bladder attaching to the wheel lift creating a durable, yet flexible barrier between the wheel lift and undercarriage of the towed vehicle.

Poly Bilt Body Co. Leading manufacturer of custom designed Polyprene® fabricated wrecker bodies for heavy-duty tow and recovery applications.

PowerArc Made in the USA lights are 40% brighter and we Move-Pulse and both.

Powerhouse Industries

Motor Club

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

The leading east coast innovator in truck, bus and plant jumpstarters for the past 21 years.

Prime Industries NRC Industries, Inc.

5065 CSR sliding rotator

This 5065 CSR is the latest version of the 65 ton sliding rotator from NRC

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

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

Progressive Commercial Insurance Commercial Auto Insurance.

Permco Inc.

CP124 Clutch Pump

Utilizing high torque clutches, ideal applications include utility vehicles, winches, and small hoists.

Progressive Platforms Global telematics with a regional focus.

Purpose Wrecker Pierce Sales

Pierce Hydraulic Winch Package

Special Price: 9,000 lb. hydraulic winch with cable, angle mounts and roller guide for only $1,190.

PowerArc

VOLT Tow

14 Moving light heads, 7 Front and 7 Rear with 2 - 8000 lm moveable.

(NUSED) Since 1981, located in St. Louis, Mo., quality Nused Heavy Duty Century wreckers, parts, accessories, repairs, used equipment.

Quest Towing Services Emergency Roadside Services (ERS) programs for contract towers.

Race Ramps Manufacturer of lightweight yet durable vehicle ramps for storage, trailer loading, maintenance and display.

56 • October 2012 - TOWMAN.COM

Advance-Register on-line @ ATExposition.com

Number 142 on Reader Card

The Medal and The Towman Ballad proudest place where they gather. Stories of sacrifice and unsung heroism, incidents that set in motion brave actions and amazing rescues. You may be dreaming. Within your head a chalk-faced creature is juggling colorful orbs, another man is bending forward to receive a ribbon around his neck from a beautiful blond princess, the medal attached so heavy the man begins to cry, and above another man is strumming a guitar and singing about rain and thunder, wrecks and mayhem, booms and hooks. In the next vision dozens of towmen and tow women with maltese crosses on their chest are marching past lines of towers with red sashes around their shoulders and chests. You hear drums. You start cheering. You jump up, aplauding and crying. You’re not dreaming. You’re at Festival Night: the March of the Heroes, the American Towman Medal Ceremony, and the premiere of the American Towman Ballad. It’s the proudest moment for towing professionals and the 58 • October 2012 - TOWMAN.COM

Some nine years after the creation of the Medal, American Towman created and unveiled the Towman Monument during Festival Night, depicting a towman rescuing a woman from a lagoon. Now we’ve created the music, a score that found its beginning during one restless night; words that started pouring out, telling of the towman called to the road… Every company attending Festival Night will witness the premiere performance of the Ballad of the American Towman, sung by singersongwriter Pop Siegel. They will also receive the first cut CD of the Ballad.

American Towman first issued and awarded the American Towman Medal in 1989 at the first Festival Night. In 23 years it has awarded some 300 Medals to men and women who make us proud to be a part of the towing industry.

This will be a night you will never forget. And you will share it breaking bread with your wife or friend, maybe your family or other members of your towing company, and certainly among other proud towing professionals. See your there!

Festival Night is the flagship event of the American Towman Exposition because it defines the spirit of both the towing professional and the Exposition itself.

Advance-Register on-line @ ATExposition.com

November 15-18, 2012

AT Expo Exhibit Highlights

EXHIBIT ROSTER RAM Trucks/Chrysler Fleet Operations

Purpose Wrecker

“Nused” H.D. Wreckers

Century heavy-duty wreckers on used Peterbilt and Kenworth Chassis offered.

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

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

Race Ramps

2 piece 7' x 10” Heavy Duty Flatbed Extension Ramps

Tow Truck Flatbed Extension Ramps make it easier and safer to load low profile vehicles.

Ranger SST All-In-One software solution: dispatching, GPS tracking/mapping, Android 2-way messaging, impound lot, in-truck credit card processing.

Recovery Billing Double Your Bottom Line! Advanced Business Management! Monthly classes.

Ranger SST

Ranger Small Dispatch

Identify most attractive truck assignments based on truck type, location, availability and other nearby open jobs.

RC Industries Complete line of durable tool boxes for tow trucks.

RMP Powertrain Solutions RMP Powertrain Solutions

OE and aftermarket Reman engine (gas & diesel) and transmissions.

R-O-M Corporation

Roll-up doors

Allows you to work safely, easy to operate, and proven tough.

All makes and models supplier of engines and transmissions authorized Ford OE Distributor.

Road America – A Mapfre Company ERS, accident, secondary and salvage Towing. Join one of the fastest growing motor clubs in the industry.

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

ROI Safety tape products for towing and collisions. RP Recovery Consulting Service

Hands free wireless head sets for recovery professionals.

R-O-M Corporation R-O-M manufactures roll-up doors, cargo trays & slides, LED lighting, grating, and scene lighting.

Rontan Signals Safety Vision

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

Collision Avoidance Camera System

Safety Vision heavy duty collision avoidance camera system including touch screen monitor, exterior cameras, and mobile digital video recorder. Service Station Computer Systems

Digital Dispatch

Digital Dispatch is the only AAA authorized cloud based call taking, dispatching and storage lot management program. Sovereign Bank/Santander

Commercial Equipment • Vehicle Finance

Customizied financing solutions for the towing and recovery industry.

RP Recovery Consulting Service Sales & service ot towing and recovery safety equipment.

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

Safety Vision Since 1993, a leading global provider of collision avoidance camera systems and mobile video recording solutions.

Savatech Corp. Steck MFG

”BigEasy”

Unlock cars fast without damaging car door’s and provides quick access for all your lockout needs.

Manufacturer of inflatable safety cushions.

Service Station Computer Systems Since 1981 SSCS has provided solutions for auto repair, retail, wholesale fuel operators, & towers.

TOWMAN.COM - October 2012 • 59

Ready Ready to to expand expand your your business? business? Need Need more more capability capability in in your your recoveries? recoveries? ® ® CENTURY CENTURY has has the the power power you you need need with with the the industry’s industry’s number number ONE ONE selling 60- 75-ton and 75-ton capacities. selling line line of of rotators rotators in in 30-, 40-, 40-, 60- and capacities. ® ® But CENTURY knows knows you you need need more more versatility versatility in in your your But CENTURY rotator rotator beyond beyond tough tough recoveries, recoveries, so so we we design design and and build build our our rotators rotators using using components components fabricated fabricated with with high-tensile high-tensile steel steel for for maximum maximum strength strength without without excess excess weight weight that that decreases decreases your your towing towing capabilities. capabilities. Our Our lightweight lightweight aluminum aluminum body body design design provides provides ample ample storage storage for for both both your your towing towing and and recovery recovery equipment. equipment.

The Century 1130 (30-ton) rotator provides the versatility of a rotator for recovery applications with a weight-conscience design for increased towing payload.

The Century 1140 (40-ton) rotator fits most applications, with options such as a 2- or 3-stage recovery boom, dual 35,000-lb. 2-speed winches, LDU underlift and a combination of auxiliary winch and outrigger systems.

The Century 1060S (60-ton) provides 360-degree continuous boom rotation, a 3-stage recovery boom, optional turretmounted and deck-mounted winches, your choice of outrigger package, and the proven SDU-4 underlift.

8503 Hilltop Drive • Ooltewah, Tennessee 37363

www.millerind.com • 800-292-0330 Call your local Miller Industries distributor for more information.

Number 143 on Reader Card

To tackle your most difficult recovery jobs for heavy loads, rely on the brute strength of the Century 1075S (75-ton), equipped with a 3-stage recovery boom and available with up to 6 winches for a combined winching capacity of 234,000 lbs.

AT Expo Exhibit Highlights Teletrac, Inc.®

EXHIBIT ROSTER Signal Vehicle Products / Star Headlight A wide range of light products including strobes, warning lights, Star Headlights.

Fleet Director

Fleet Director® –the award-winning software platform from Teletrac®–uses data solutions to automate fleet intelligence and tracking.

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

SoundOff Signal

towPartners

Manufacturer of its emergency warning lights.

SureFleet

Special discounts on SureFleet fleet maintenance software TowProgram.com

Black Book of Towing

Over 100 ideas to increase profits in your towing company. 130 page book and DVD set.

Sovereign Bank / Santander Offers financial solutions to help you expand / upgrade your fleet. Finance with a leader.

Spartan Safety Supply Supplier of hi-viz safety clothing.

Specialty Vehic. & Equip Funding Group towXchange

Financing programs for tow truck purchases.

TOPS by towXchange

Industry leading software for dispatch, inventory, lien, auction, customer and municipal connectivity plus mobile apps. Trail-Eze

Speed Tech Lights Manufacturer and distributor of LED lights, warning lights, emergency lightbars, and emergency vehicle lighting equipment.

TE80DGBUS

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

Steck Manufacturing Manufacturer of BigEasy Lockout Kits, 4th Wheel Loader, Tie Rod Tools, and Autobody Repair Tools.

Stertil-Koni, USA

UD2300LP

UD2300LP’s maneuverability, visibility, & spacious cab, make it the right choice for your next tow truck.

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

Summit Truck Equipment Jerr-Dan and Trail King distributor

Whelen Engineering Co.

New, low profile design features linear-LED warning lights plus LED work and BTT lights.

Super Springs International Overload suspension springs.

Superior Signals Accessory aftermarket lights and rearview camera systems.

Wil-Burt Company

Superwinch

Night Scan Powerlite

The Night Scan Powerlite® wrecker motivated telescope light tower provides 360° of illumination at your recovery scene.

Worldwide Equipment Sales, LLC

RaceRamps - Ban the board - Load vehicles easier and safely, less than 20lbs, 10,000 lb cap. Non slip.

Complete line of winches.

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

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

TCF Equipment Finance Zone Defense, LLC

R BBXR4

All-in-one solution 8” DVR Monitor with 4” camera recording capability complete with playback and tracking software.

62 • October 2012 - TOWMAN.COM

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

Tech International World's leading supplier of tire repair and wheel service products.

Advance-Register on-line @ ATExposition.com

EXHIBIT ROSTER Teletrac.®

Truck Country Freightliner

Teletrac Inc.® is an industry leader in fleet intelligence and tracking solutions.

Freightliner new truck dealer and Jerr-Dan distributor.

The Insurance Professionals

Tulsa Winch, Inc.

Commercial tow truck insurance programs.

DP/Tulsa hydraulic winches, hoists, swing drives and gear electronics.

TIS / Transportation Info Systems Management software and GPS tracking.

TOM TOM Work Nationally distributed GPS products.

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

Towing Near You.com Online service directory.

UDNA is the distributor of Class 5-7 COE chassis, manufactured by UD Trucks Corporation in Japan.

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

Vulcan See Miller Industries.

Warn Industries

TowLot.com Online auction service specializing in impound lots. Live, lightning round auctions tap huge Internet bidder-pool.

A leading Manufacturer of planetary & worm winches.

West End Service Discounts for the industry on Sprint, Aramark, truck insurance, Surefleet and more, including revenue opportunities.

TowProgram Online marketing program for towing companies. Includes ongoing custom website, profile network and keyword ad management.

towXchange

Full line Miller Industries Dealer. International Chassis Dealer. Sales, parts, accessories and service.

Whelen Engineering Co. USA Manufacturer of Super-LED® warning lights and illumination products.

Will-Burt Company Manufactures a full line of wrecker mounted telescopic lights.

towXchange is the leading provider of towing management software including flagship products TOPS and Budget GPS.

Wireless Links Inc.

Trackable Response

Worldwide Equipment Sales

Mobile marketing solutions.

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

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

Transit Pros We arrange for transportation of a company’s off-lease assets from the client’s yard to location of choice.

Travis Barlow Insurance

by Steve Calitri

UD Trucks North America

Towlot.com

towPartners

Striking Pay Dirt with Call Providers

Provider of GPS vehicle locator systems. Jerr-Dan, Landoll, Wells Cargo, Cottrell Trailers, Zacklift, MatJack, RaceRamps, B/A Products, In The Ditch, Whelen, Federal Signal, Code3, Muncie, & much more.

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

Zip's Truck Equipment Service, towing equipment, financing, parts & accessories. Visit our new location near the Detroit Metro Airport.

Zone Defense Manufacturer and distributor of quality heavy duty camera systems for rear and side view vehicle use.

Offering tow business owners an array of commercial insurance programs.

T.R.P.M. Towing & Recovery Prof. of MD State Association of Maryland. November 15-18, 2012

15 Call Providers are Exhibiting

Here are a couple reports I heard from tow bosses last year on the subject of securing business in Baltimore on the show floor: “I shored up a half million dollars in new business with three different clubs.” “I signed on with several of the smaller clubs and I expect a few hundred grand from them the coming year.” One tow boss from the Midwest told me he scored big with one club. “I guess I was in the right place at the right time. It surprised me but they had a hole to fill at that moment in my area.” Being a primary tower for a large motor club works for some and not for others. Another tow boss told me how he mines the floor for backup spots with clubs willing to pay his rate when the primary tower is not able to take the call. It’s estimated that over $300 million are transacted each year in Baltimore, much of it securing business with call providers. With 15 call providers exhibiting on the show floor, there’s a lot of car towing activity being discussed. There are several call providers who also dispatch heavy-duty calls: Agero, Allstate Roadside Services, NSD, USAC/MD and FleetNet, to name a few. Just another reason, besides all the equipment on the show floor, for heavy-duty towers to be in Baltimore. Tip for tow business owners: sell the quality of your towing operation, and listen to what the club has to offer. TOWMAN.COM - October 2012 • 63

American Towman Academy

Academy Passport Includes Breakfasts and American Towman Clubhouse 30 Great Seminars 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

The $75 A cademy Passport is good for all seminars, all breakfasts, and the A merican Towman Clubhouse V IP lounge!

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!

Advance-Register on-line @ ATExposition.com 64 • October 2012 - TOWMAN.COM

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 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 10:00 AM Profit From Mobile Marketing Apps

November 15-18, 2012

Number 117 on Reader Card

American Towman Academy Academy Passport gains entrance to all seminars, all breakfasts and AT’s Clubhouse Track 2: Increase Your Core Business November 15-18, 2012

Track 1: Empire Builders: Opportunities

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 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.

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.

Alternative Fuels 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.

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.

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.

Odd & Unusual Recoveries from the WreckMaster Archives WreckMaster lead instructor Bruce Campbell reviews the techniques and calculations related to recoveries in unique environments. Saturday 10 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.

TOWMAN.COM - October 2012 • 67

The Towman Monument

Towman Porch What other trade show in the U.S. provides rocking chairs for its attendees to gather and swap war stories about recoveries and tales from the towing crypt...the Towman Porch is a place on the show floor to get a load off.

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 advance-registrants 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!

At the heart of the Main Event is a manufacturer’s show. All the players are here and all the men and women and expertise behind their products.

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Advance-Register on-line @ ATExposition.com

AT EXPO STAYS WITH YOU! From it's unique spirit to its keepsakes, to a feast that sticks to your ribs... “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" is 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). Actual Coin

International Feast & Recovery Theater You’ll want to experience the International Feast in honor of AT Expo’s International guests who’ve come from 20 nations around the world: American smoked beef brisket and roast suckling pig, Mexican tamales. German and Polish sausages, Italian and Asian dishes, and more. This is a rare opportunity to break bread with world-class towing professionals

who overcome unique challenges to survive in a tough industry. The International Feast & Recovery Theater, featuring recoveries from around the world takes place Sunday at 4 p.m. when the exhibit floor closes. Advance-registrants who attend the Feast will be awarded the World-Class Towman coin (one per company). A more formal breakfast conference on Sunday morning will invite International guests and industry leaders.

AT Expo is a unique and powerful opportunity not only to compare all the equipment on the market, it is also the rare chance to talk to the people who build the equipment.

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After six auctions through TowLot.com, Procon says salvage yards benefit too: "The yards can hand-select the cars they want and say no to the cars they don't – and I'm playing fair to all the salage yards that we do business with."

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Special Events Sponsors BULL & PIG ROAST “Miller Rocks!”

CAPTAINS OF INDUSTRY

AT ACADEMYT

SHOW BAGS

INFORMATION BOOTH

REGISTRATION COUNTER

CALITRI’S CUBA

AT EXPO FOOD COURT “Jerr-Dan Diner”

Recovery Engineers Welcome Recovery work defines the uniqueness of the towing professional, his pride and his knowledge. In Baltimore, recovery engineers are drawn not only to the spectacle of equipment on the show floor, and not just to the recovery seminars that are part of the Academy, but to the Recovery Conference and Luncheon, Friday at noon, featuring critiques of the Donnie winners. The Donnie is named after the late legendary trainer, Donnie Cruse, founder of WreckMaster. The recovery work that competes for the awards are judged for performance excellence in light-, medium-, and heavyduty classes.

AMERICAN WRECKER PAGEANT

BADGE INSERTS

ACE AWARDS

The Luncheon is much more than a handing out of the Donnie Cruse Recovery Awards, though the trophies themselves are quite unique. Much more than the visual presentation of the winning recoveries and the critique of them…much more than the education of the event.

WORLD TOW CONFERENCE

EXPO INFO CARD

THE ORDER OF TOWMAN

FESTIVAL NIGHT

DONNIE AWARDS

LEGENDARY HOSPITALITY

LANYARDS

The DC Recovery Luncheon is a gathering where diehard recovery engineers break bread and celebrate the moment of who they are; they celebrate the greatness of this industry. Presented by American Towman Magazine and WreckMaster, and co-sponsored by B/A Products, the Donnie Awards is a one-of-a-kind program. Those who take pride in the recovery work they perform and who enjoy swapping war stories with fellow towing professionals will find this a special moment. Luncheon tickets are $35 per person. The event precedes Friday’s 2 p.m., exhibit floor opening.

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Mario Andretti and American Towman have at least one thing in common; they both believe Baltimore’s Inner Harbor is a magnificent setting for a great event. Andretti produced the Baltimore Grand Prix on the streets of the Inner Harbor the first week of September, warming the macadam for another class of winners coming in to town November 15 through November 19th; world class towing professionals arriving from all 50 states and 20 nations. Should AT Expo attendees just stick close to the streets around the Harbor that made up the Grand Prix course they won’t starve for food or attractions. For example, Sullivan’s steak and seafood joint is right next to the Hyatt on the waterfront; Phillips seafood is right next to the Hard Rock Cafe; Harbor place eats are in between. The Pratt Street Ale House is right across the street from the Towman Monument and the entrance to the Baltimore Convention Center, where Indy Car driver Ryan HunterReay sped by the last 100 feet to win the Grand Prix. American Towman headquarters Hotel, the Marriott Waterfront has Flemings Steak House, Roy’s Hawaiian Fusion Restaurant and Oceanaire (for fish) right at its door step; and Little Italy is but a couple of blocks away.

A Track for Champions: Baltimore’s Inner Harbor Home of World-Class Towing Professionals

Take the water taxi from Harbor Place to Fells Point, above.

National Aquarium and the submarine USS Torsk.

AT Expo attendees will be able to stroll about the Harbor to attractions like the National Aquarium (and Dolphin show), the Maryland Science Fair (featuring the Planetarium), the U.S. Coast Guard Cutter Taney that survived Pearl Harbor, a World War II submarine, the USS Torsk, and the Frigate Constellation. You can tour these vessels and you can cruise the Harbor on touring ships as many will be doing Thursday night on AT’s Welcome Cruise on the Spirit of Baltimore. You may also water taxi across the Harbor to the many shops and pubs of historic Fells Point.

Night life pops at the Harbor, at Fells Point and the Power Plant, an enclave of restaurants and nightclubs just a block from the Hard Rock Cafe (Miller Rocks) and the Rennaissance Hotel. In fact, this year’s cigar smoker, Calitri’s Cuba takes place at Luckie’s Tavern at the Power Plant. The Tavern has a covered, heated patio where towing’s cigar aficionados can talk industry politics while overseeing all the action of Baltimore’s in-crowd.

I’ve just touched on just a little of what you’ll find at the Harbor. But perhaps the most unique attraction is the 10,000 towing professionals who take over Baltimore these four days. Quite a collection of characters. More stories to tell than you would find at a convention of fisherman. And maybe the only segment of humanity tied to the automotive world who view the racing gods with a unique brand of idolization and compassion, mixed with a tinge of superiority; since even a winner breaks down on occasion.

What makes Baltimore’s Inner Harbor such a winner is that it has a lot for everyone; families, couples, singles…even the contemplative, with a Barnes & Noble bookstore next to the Hard Rock Cafe. November 15-18, 2012

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Nicholas Testa

Bill Johnson

Paul Best

Dave Bigusiak

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This scene in Ohio required a Century 1050, 1075 rotator and other associated rollbacks, dump trucks and trailers for cleanup.

Bread Truck

‘Sawed’ by Guardrail by Brendan Dooley Photos by Erik Stearns

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d’s 24-Hour Service covers the Northwest portion of Ohio and gets its share of tough highway accidents. Such was the case one recent Saturday when a 6 a.m. call came in from the Ohio State Patrol regarding a semi-trailer involved in a one-vehicle wreck on U.S. 23. The company’s Upper Sandusky location was closest to the wreck, which turned out to be a semi, loaded with bread that lost control and fell over a guardrail that cut the trailer wide open.

“It ripped through the trailer like a big chainsaw,” said Ed’s owner Erik Stearns. The first vehicles on-scene for Ed’s were a Century 1050 and service truck. Drivers relayed the additional details of the scene to dispatch to get more recovery equipment out, which came from the Findlay shop about 40 minutes away. Police asked the first drivers onscene to clear the roadway to restore traffic movement. With the 1050, they winched the tractor and front half of

The tractor was uprighted, hooked and towed off by the 1050.

The tractor was moved to the median before being separated from the trailer.

the trailer (still joined) into the median, where it joined the rear of the trailer and the bread spillage. Traffic was up and running within 20 minutes and the recovery work began in the median. Equipment coming to the scene from the Findlay shop included a Century 1075 rotator, Freightliner with step-deck trailer, rollback tow truck, dump truck and Bobcat with a bucket and street broom attachment.

The trailer prior to being cut into sections for removal.

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The cleanup took place mainly in the median, but there was some fluids and debris on the roadway to be cleared.

The rear of the trailer was a mess, cut into sections and stacked up to be lifted onto a rollback.

Using equipment from the service truck and the 1050, the first team separated the tractor from the trailer, uprighted it and hooked on to tow it away. The rest of the trailer recovery work was left to the rotator. “The pictures are overwhelming, but there was nothing super difficult. It was just time-consuming cleaning up the median without ruining it and there was a lot of labor in raking all the bread up and getting it loaded in the dump trucks,” Stearns said. “We winched the back half of the trailer to the rotator, then cut it up, stacked it and lifted it onto the rollback. … Then we swung the boom around and picked up the front half of the trailer, which still had a third of the load of bread in it.” 82 • October 2012 - TOWMAN.COM

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When the trailer fell across the guardrail, it was ripped in half and much of its payload was sent into the grass.

Stearns said the loaded front half of the trailer retained its structural integrity after being separated from the rear. Picking it up with the rotator was made easier by some custom hooks the company uses. “The rigging [for the front of the trailer] was kind of interesting,” Stearns said. “We do a fair amount of loading and unloading of equipment in crane-type work, so we had a set of hooks made for a particular type of machinery we move a lot. The hooks are big and have a hole in them for a screw-pin shackle. … They work great on jobs like this, which we’ve done a half dozen or so now, where you can just hook to the bottom rail of the trailer and sort of cradle it. “We’ve had trailers that collapsed in the middle and used these hooks on each side of the split and can pick the trailer up and that’s it. It just works out real well; we don’t run anything underneath the trailer, we just hook onto the bottom rail at four points and it works pretty neat,” Stearns said. “We’re looking at getting another set of the hooks made so that we can use them with the Miller spreader bars and be able to distribute the hooks beyond four points to eight.” 84 • October 2012 - TOWMAN.COM

A Bobcat with bucket and street-sweeper attachment assisted in collecting bread from the median.

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They placed the loaded front of the trailer directly on the step-deck trailer for transport, and finished clearing the bread

and plastic racks from the median. The company cleared the scene just before noon for roughly six hours on-site.

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Special hooks let Ed’s lift and cradle the front of the trailer by attaching to the bottom rails.

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Safeway Towing’s Tribal Bond

lenn Pantore of New Rochelle, N.Y., had a vision when he opened his onetruck towing operation in 1984. That dream included a big fleet of wreckers and carriers serving the community, his sons one day coming into the operation to ensure his legacy would survive. Nearly 30 years later, Safeway Towing is a strong business with a fleet of 13 trucks and 10 drivers to move them around Westchester County. Sons Glenn Jr. and 21-year-old Bobby today are an integral part of the daily operation. Bobby drives Safeway’s latest acquisition, this 2011 F-550 with a Century 312 Express. Powered by the big Ford 6.7L PowerStroke turbo-diesel and the six-speed Allison automatic,

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"The Safeway team spent nearly three months working on this truck, doing the 'total package' including design, paint and all the details." this beast is not only a beauty, it has the horsepower to get the job done. The Safeway team spent nearly three months working on this truck, doing the

by Mickey Mills

“total package” including design, paint and all the details that makes this wrecker a highly polished metallic icon. The design was inspired by the scheme of the heavy-duty truck Glenn Sr. drives, an ‘07 Peterbilt with a Century1060 rotator. While the colors are rooted in Safeway tradition, the design is pure 21st Century incorporating tribal flares and high-tech paint from House of Kolor. The truck maintains the blue and black foundation of the Safeway fleet, but sets the standard for the next generation of the Safeway fleet. Bobby’s truck includes a high-end stereo system, the Lariat crew cab and plenty of custom chrome to really shine. The custom rims anchor this whole package firmly to the highway. Although a solid working truck spending full shifts on New York high-

See us at AT Expo Booth #804

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ways at least six nights a week, Bobby found time to take the truck to Baltimore last year. In a crowded class of

light-duty wreckers, this truck took third place. Safeway operates heavy and light

duty recovery trucks. They are equipped to handle anything from motorcycles to tractor-trailers. Great pride is taken in the vehicles’ appearances, cleanliness and overall performance. Their legacy of excellence is ensured by a new generation of Pantores in the driver’s seat. Glenn Sr.’s 1984 vision is his 2012 reality. Editor’s note: This story originally ran on TowIndustryWeek.com in June. Make sure to keep up on all the latest news, recoveries, cool trucks and more with TIW’s weekly updates.

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Associations Help with National, State Info by Mark Lacek

t seems every day that some politician has found a new way to tax me more for something. Everything from my fishing license to a loaf of bread has gone up in price (and more than just a couple of cents). Finding ways to produce added revenue is becoming increasingly difficult. If you are in the repossession business or if you are thinking about getting into the business, you should attend the American Towman Exposition Nov. 15-18 in Baltimore, Md. I’ll be presenting a Repo 101 seminar there on Nov. 16; bring your pad and pencil, I’ll be cramming you with information.

National Associations You should consider joining groups and associations in which membership does have its privileges. Research the websites and make some calls. It is possible the information provided could be the difference between ending the year in the red or in the black. (Don’t forget to mention you read about them in American Towman Magazine.) Repossession associations require you to become a member and pay yearly dues. All of the associations publish yearly membership directories and send the directories nationally to banks, finance companies, leasing companies and credit unions, as well as publish them online. All a lender has to do is search a ZIP code to get contact information. The lender then negotiates the fee with the recovery agency. All of the repossession associations have yearly conventions or conferences where the members meet to learn the latest changes in law, participate in seminars and network. Members have the ability to visit vendors to see the latest products and services. All 92 • October 2012 - TOWMAN.COM

of the associations offer savings on products to members and cover them with a $5,000,000 bond. • Time Finance Adjusters, www.tfaguide.net. • American Recovery Assn., www.repo.org. • National Finance Adjusters, www.nfa.org. • A l l i e d F i n a n c e Adjusters, www.alliedfinanceadjusters.com.

State Associations State associations are a great way to interact with others in your region. If you do not currently have a local recovery association, it might be time to start one. All of the state associations have meetings to discuss issues vital to the recovery industry. Probably the most important networking is through involvement in a state association. Many states are currently adopting

new laws governing repossession procedures. If your state does not have any organization protecting the rights of the repossessor, you might wake up one morning and realize some politician has just taxed or regulated you out of business. Every state needs a repossessor’s voice to help keep your business going. If you have a State association, join. If you do not, start one.

Insurance Groups Recovery Specialist Insurance Group (www.rsig.com) is a collective of repossession agencies under one umbrella. The members are required to attend the annual meeting where emphasis is placed on current repossession law, continuing education, certification, safety and networking. RSIG will always have speakers and trade professionals who lecture, conduct seminars or just answer industry-

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related questions. RSIG insures its members with A-rated insurance protection along with a $5,000,000 bond.

Repossession-Forwarding Co. A repossession-forwarding company (RFC) will solicit national and international automobile lenders as a one-stop provider of repossession and remarketing services. These RFCs are often backed by huge auctions such as Manheim or Adesa; in some cases the RFC is controlled by private-equity firms. The forwarding company quite simply has given the lender the ability to make one call to a central location letting the forwarder hand the recovery off to one of its listed agents. An RFC will enter the ZIP code of the debtor into the database and if you’re the repo agent in that area, the assignment is sent to you. (In fairness to the industry, I must note the war between the RFCs and many repossession firms. This is a topic for another issue of AT.)

Many recovery agencies work strictly for an RFC. Keep in mind it is your responsibility to negotiate the fees. Expect to be paid less than if working directly with the lender. Many recovery agencies who work for RFCs can live with the lower fees because the RFC is volume work (lenders like Honda Credit might assign 15,000 recoveries per month to the RFC). Other issues such as working contingent, charges for making keys, delivery and storage come into play. • PAR North America, www.parnorthamerica.com. • Renovo Services, www.remarketingsolution.com.

Web Directories Web-based directories have come a long way over the years. These Internet sites offer recovery agencies an affordable solution to the sometimescostly national associations. The online directories charge only a few hundred

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dollars per year for a listing in their web portal. On a Web-based directory, repossessors and repossession agencies have the ability to post comments in blogs or forums about a variety of topics. All the web-based directories offer the member information of the latest and greatest products and services. Banks and financial institutions can log on to these sites, key in a ZIP code and are directed to a repossessor who covers the territory. The following are a few web based directories: • Repoman.com. • PROCRA.com. • RepoIndustry.com.

Editor’s note: Author Mark Lacek is a 30-year recovery industry veteran and former editor of Professional Repossessor magazine. Mark@commercialassetsolutions.com

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Lodar Auction at AT Expo

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At AT Expo in Baltimore, Md., this year, Lodar will host its second booth auction to benefit the International Towing & Recovery Museum and Hall of Fame’s Survivor Fund. Last year, Lodar and Pierce Sales each auctioned off products, one per hour, in raising $3,000 for the fund. This year’s auction will be at their booth on Saturday during show hours, and are scheduled to run once per hour from 11:30 a.m. until 5:30 p.m. Items will include various Lodar Radio Systems and winches and accessories from Pierce Sales.

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V-Grip Evolves as Business Does Changing parts and restricted space can hurt storage and service efficiency. A new flexible type of storage

system can create denser, more space and labor-efficient storage capacity as business, budget or storage needs change. A new flexible type of storage system that starts from raw shelving and

evolves as one’s business does is allowing managers to create denser, more space- and labor-efficient parts storage capacity. The main drawback for parts storage is that they are essentially unchangeable steel boxes, unable to efficiently accommodate changing part sizes, shapes, weights, quantities or configurations. When parts storage capacity lags behind the need, clutter results with parts too often stored on the floor, on top of cabinets, and stacked in boxes—which can lower productivity. V-Grip by Equipto is unique and starts as raw shelving and allows parts managers to adapt and create denser and denser storage capacity as business, budget, or storage needs change. The modular storage system is more flexible than modular drawer cabinets or traditional shelves because it is designed so shelves, drawers, and

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NEWS FLASH continued from page 98

other accessories can be interchanged in the shelf cavity. Since each shelf,

drawer, or accessory is individually mounted to upright posts using a pro-

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prietary bracket system, they are individually adjustable and can be added at any time without disassembly of the unit. Adding vertical storage with a freestanding or deckover mezzanine is straightforward, if adequate vertical space is available. No bracing is needed. The storage just needs to be reconfigured to put a second floor right on top of the shelving. Another advantage of mobile aisle systems is how easily they provide additional layers of storage security for high value items. To lock the entire system down, just roll the mobile aisles together and lock the end carriage. Since such a lockdown can be accomplished with a single key, the system is quick to lockdown and quick to get back in use for higher productivity on the shop floor. Source: www.equipto.com

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GSTA Training Set

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Catch Boomer Hayes each week on TowIndustryWeek.com. Penned, drawn and colored by Don Lomax, Boomer finds himself in absurd situations only a tower would know about. Also found at towweek.com, Tow Industry Week offers original editorial features covering the towing industry. “Please deliver it to my residence and while you’re atit check the oil and fluids.”

The Garden State Towing Association scheduled a Heavy Duty Towing & Recovery Seminar featuring rotators sponsored by Miller Industries. The two-day heavy-duty seminar is Oct. 23-24, and will be at the Somerset County Emergency Services Training Academy in Hillsborough, N.J. The hands-on seminar will be led by Tom Luciano and John Hawkins, and will focus heavily on rotator techniques. GSTA also is presenting National Driver Certification Testing on Oct. 3 or Nov. 7. Each will be at 5 p.m. at New Jersey Motor Truck. For more information, contact the GSTA at 732-530-4782 or mlb@gsta.org.

GPS Insight Makes ‘Inc. 5000’ Inc. magazine ranked GPS Insight No. 3,003 on its sixth annual Inc. 500|5000, due to the company’s three-year sales growth of 73 percent. This is the third consecutive year that the GPS tracking company has made the list. Complete results of the Inc. 5000 are at www.inc.com/5000.

Tow Truck Insurance Expands National Interstate Insurance Co. is expanding its tow truck insurance into states in the Midwest, North Central and Pacific Northwest regions. The product is offered through appointed agents/brokers and general agencies. National Interstate’s tow truck product offers a range of coverages, including onhook and garage keepers. “Our team truly understands the needs of tow operators … we have adjusters with specific experience in handling tow truck claims,” said George Skuggen, Assistant VP of Truck Products. For more information, contact Skuggen, at george.skuggen@natl.com, or 800929-1500, Ext. 1142. Number 167 on Reader Card

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A Medal and an Oath The American Towman Exposition has unique programs recognizing towing professionals for such traits as heroism (American Towman Medal), service reliability (Towman ACE), and recovery performance (the Donnie). But perhaps no award and its ceremony are more unique than the Order of Towman. The Order of Towman is awarded for dedication to one’s local community and the towing trade. The Order is nominated by police chiefs and fire chiefs who know first hand the dedication and professionalism of the towing company and its owner or manager. The ceremony has the mystique and solemnity of a secret society ritual. There is the Towman Order salute and embrace, the salute reminiscent of the old Roman salute, except that the raised arm is bent slightly to symbolize a tow hook. The Cross of the Order that is pinned on the recipient features a bow and arrow that morphs into a tow hook being grabbed by a tower’s hand. The words on the face of the medal are Latin, Intendo Fidelis, which translates to: Aim True. During the ceremony, those about to receive the Cross of the Order take an oath to continue to serve their community, the towing trade, the police and fire department, their fellow “captains” of the Order, and to help American Towman Magazine in its efforts to champion progress for the towing and recovery industry. After the Order ceremony, “captains” of the Order lead the March of Heroes during Festival Night and give a special Order salute to those soon to receive the Towman Medal for “the simple act of bravery.” Being nominated by one’s police or fire chief and being presented by American Towman Magazine is a high moment for a towing professional. But perhaps the most touching element of the ceremony is when one’s spouse, partner, sometimes a chief, pins the Cross of the Order on the recipient’s chest. Number 209 on Reader Card

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The Human Touch Keeping Good Tow Operators by Richard Wolfe

n any business, the owner has employees who by nature are very valuable to the company. In fact, they tend to become more than a representative of the company but “become” the company to your customers. So how important are your employees? Well, first off, any tow company employee is expected to be professional, trained and knowledgeable about the job they do. But we know that most tow companies have very few employees who have been in

the business, let alone at any given tow company, for more than three years. We tend to be a highly mobile workforce and experienced drivers with 10plus years of experience are few and far between. And any driver who has 10 or more years of experience in the towing industry will tend to have several customers who will follow them from company to company because of loyalty. You can lose some of your customer base if one of your key employees leaves to either start a tow

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company of their own, or goes to work for your competition. Can your company survive in these depressed economic times with a loss of say 10 percent or more of your customer base? If your bossing style is, “If you think you know more about my business than I do, go start your own,” then you are in trouble. It might just happen with a key employee or two of yours leaving to become competing business owners.

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THE HUMAN TOUCH continued from page 106 Key employees are unique, and they have experience in the business, which helps a lot in establishing your company’s creditability and respectability. They know the customer base and have made many friends in the course of their work, and they tend to know an awful lot about your rates and billing. Do you understand what could happen if your employees left your company and took some customers with? (Sure you do, because that is what you would expect if you hired an experienced driver away from another company.) You would expect them to share information and rates with you so you could see if you were competitive. Equipment is not always the key for a company to survive. Service is what we tow companies sell, and you have to be able to provide better service than the rest for the price you charge. How do you treat your key employee so that they will remain

happy and in your employ? This is the trillion-dollar question (adjusted amount for increased insurance and fuel costs). Benefits are the key here; do you offer any at all? Heck, McDonalds and Wal-Mart all offer some form of benefits to even part-time employees. Many companies offer paid vacation time, but that is about it. Do you offer any kind of medical or retirement plans? How about training programs? A driver who attends classes and seminars and learns more about his job will be a better asset to your company. Right? (There’s some fear he will be a better asset to another company if you pay for training, but you can address that with different incentive and payback plans depending on length-ofservice after training/certification classes.) Instead of looking at other items, like uniforms and profit sharing, as expenses that can be cut for a better

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bottom line, consider that these are benefits keep employees happy. In keeping that happy balance with employees, cutting benefits likely will cause problems, just like not properly maintaining or repairing your vehicles. There is a line between unsafe and just plain stupid. If your call volume and business are down or suffering, you do not want to take shortcuts in maintenance—it’s bad for the trucks and employee morale. Remember that if you shortcut something and it turns into a disaster because of an accident, then you will really realize how cheap that repair could have been if done correctly vs. your financial liability. The bottom line is that key employees are essential to any operation. They are who you want representing your investment and business reputation. Treat them with respect and you will have a long-term employee; treat them like dirt and you will get a return you do not like.

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Passion for Training, Safety

ne of the most passion-

by Emily Oz

enough regard for safety precautions.

ate towmen to person-

Jon’s concern was not isolated. In

ally reach out to me is

my travels through towing circles, the

Jon Spanks, 21, who

common thread weaving everyone

works for Lowell Fleet Towing in Low-

together is safety. Everyone in the

ell, Mass. Although he is properly

industry benefits from a safer operator,

trained, Jon is very concerned about

whether it’s motorists, emergency per-

witnessing younger operators who

sonnel, co-workers or the tow opera-

hastily “hook and book” without

tors themselves and the loved ones they want to go home to every day. I’m learning that mandatory safety training varies,

I’ve learned that stories we do here

depending on the laws of

on ATTV that highlight safer opera-

each state and the policies of

tions are very well received. We have

individual towing compa-

developed a Video series around

nies. Remember, there are no

Miller’s Rotator School – talking each

Federal laws mandating

individual job over with Miller ’s

safety training. Despite this

Training Specialist Tom Luciano.

lack of structure per se, state

We have a regular “Safety First”

and national towing associa-

series; recently we’ve highlighted how

tions are doing plenty of great

to tow a hybrid vehicle safely and

training. The Towing and Recov-

reminded operators how important

ery Association of America has

their high-vis gear is during every job.

its own Education Foun-

I’m reaching out the experts in our

dation, for instance.

industry and sharing their wisdom as

Lots of towing com-

much as possible on AmericanTow-

panies require their drivers

manTV.Com

take

Of course, American Towman has

safety courses with

spent 30-plus years producing articles

private training

centered on your safety; ATTV is only

companies like

bringing these messages to the screen.

WreckMaster, a

Our videos are another tool at your

team of safety pio-

disposal to learn and grow as an oper-

neers who have

ator. Here at American Towman, we

trained 20,000+

are all cheering for your safe return

people over the years.

home every night.

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. 110 • October 2012 - TOWMAN.COM

Number 143 on Reader Card

‘Lil Pete’ by Jim “Buck” Sorrenti

ill Parker Jr. founded Bill’s Service of Stamford, Conn., back in 1950. Bill’s Auto Body is also on the premises and Bill and his crew bring all types of vehicles back to life. These two shops handle everything from towing, recovery and flatbed service to auto repair. Sons Jimmy and Billy III operate the company and numerous other family members keep the business running smoothly. “We manage the company, but dad still runs the office,” said Jimmy. I first met Jimmy and Billy at the AT Expo 15 years ago. They, along with their entourage of family and friends, have been a mainstay at the Expo every year, where they have entered many trophywinning rigs in the American Wrecker Pageant in every class from light-duty to rotators. This rig is Jimmy’s baby, truck No. 62, called “Lil Pete.” “I was in the market for another unit, so we bought this truck seven years ago from eBay,” Jimmy said. Lil Pete is a 2001 Peterbilt 330

112 • October 2012 - TOWMAN.COM

with a Century 4024 on the business end with over 102” of reach on the underlift. This single-axle unit has a 20ton recovery boom and 20,000-lbs. winches. It is powered by a 300 Cummins mated to an Eaton Fuller 10-speed tranny. As soon as they received delivery of this rig, the Bill’s crew went over the entire truck to make it their own. It was tastefully transformed to become one of a fleet of neatly designed, heavy-duty trucks that haul anything from compact cars to freight trucks. It has many of Bill’s signature touches, including many LEDs, 6” side pipes, flashing sidelights and a chrome dash. Bill’s Auto Body painted this beauty in house and Ed at Paint Works handled the graphics. Lil Pete won second place in the Heavy-Duty Single Axle Class at the American Wrecker Pageant during the 2011 American Towman Exposition in Baltimore, Md. Not just a pretty face, this truck is a working rig that has been called on to do many dirty jobs. One such job was uprighting a CAT excavator in February that wound up on its side in a ditch. “I used two blue straps wrapped around a big oak tree, with two 8-ton

snatch blocks,” Jimmy said. “I backed up to the CAT with two 3/4 cable ties around the frame of the CAT. I then chained the truck to the tree in front with two chains. “The Century 4024 handled it with ease.”

Jimmy, Billy and the entire Bill’s crew are a tightly knit family of towing and recovery professionals who love what they do. They play hard and work even harder together.

Tech Highlights Chassis: 2001 Peterbilt 330. Wrecker Body: Century 4024. Engine: 300 Cummins. Trans: Eaton Fuller 10-speed. Winches: 20,000 lbs. Extras: LEDs, 6” side pipes, flashing sidelights, chrome dash. Paint: Bill’s Auto Body. Graphics/stripping: Ed at Paint Work.

TOWMAN.COM - October 2012 • 113

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Number 169 on Reader Card

116 • October 2012 - TOWMAN.COM

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

Number129 on Reader Card

Number 124 on Reader Card