Tow Professional - Volume: 6 Issue: 3 by Over the Mountain Media, Inc

TOW PROFESSIONAL

CONTENTS I N D U S T RY NEWS

Volume 6 • Issue 3 2017

www.towprofessional.com

Feature: heavy recovery

TIM tAGS Along 16 | Driving with Dave from Jerr-Dan

Fuel 4 thought 20 | The Doctor Is In!!!

40| Miller Industries

34| Jerr-Dan

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Insightful talk

Scene Photos 28| WeBuyKeyFOBS

26 | Photos “Seen from the Scene”

56| AutoReturn

52| ICOM

48| Beacon Funding

TOW Industry Services

30| AW Direct 2

44| Custom Built

22 | Your Competitor

IN EVERY ISSUE 4 | Publisher’s Letter 59 |Dealers Place Tow Professional | Volume 6 • Issue 3 | www.towprofessional.com

63 | Market Place 64 | Ad Index

PUBLISHER’S

LETTER

Professional Your Resource for Towing & Recovery

Volume 6 • Issue 3 3www.towprofessional.com

PUBLISHER Darian Weaver President & Publisher darian@towprofessional.com

It’s Time for Florida and Bama Shows This is one of my favorite times of year! The spring is in full effect: sun is shining, flowers are blooming, daylight is longer, and I magically transform into the Tommy Lasorda of Pee Wee Baseball, and I turn into an unpaid taxi cab driver for a stack of kids. There is another thing that spring signals--It’s time to kick off the trade show season. I love the Florida Tow show. Mike always does a great job, and it is very well attended. Up until this year, it has always been our favorite show and, in my opinion, the best show in the industry! This year, that will be a little different for me because we are putting on the Southern Tow Expo and Beach Bash this May 4-6. Not that I am expecting it to be like the Florida show in the first year, but early signs show this as being the most successful firstyear show in this industry. The fact that it will be held in paradise will bring people back, and it will just continue to grow. We will have some great one of-a-kind type of events planned with seminars and training available. If you haven’t registered, go to www.southerntowexpo.com and sign up for the show, the beauty contest, the fishing or the training. In this issue, we will be looking at rotators. What you can expect, what each brings to the table, and even some thoughts from people who own them. The other thing we know about rotators is that they are pricey at times so we reached out to an expert in the field of finance to give you what you need to know to get one financed. Also, in this issue we will give you a glimpse into what could be in the future for trucks in this market. The propane conversions have become very popular with service trucks and provide a way to cut emissions and reduce downtime and fuel costs. Dan and DJ give us their wisdom, and we have a few other product features to help you find additional revenue sources. If you are coming to Florida or Alabama, come by and see us.

Keep reading and stay safe,

Timothy A. Smith Vice President Tow Professional Magazine

Tim Smith V.P. Sales tim@towprofessional.com __________________________

PRODUCTION Dana Scott Creative Director dana@towprofessional.com

Gene Eudy Proof Editor gene@towprofessional.com __________________________

CONTRIBUTING WRITERS John Borowski - Auto Data Direct Shane Coleman - Jerr-Dan Mike Ferrel - Detroit Wrecker Joe Hagerty - WeByKeyFobs D.J. Harrington John Hawkins - Miller Industries Howard Kritzer - Custom Built Nick Lionello - Beacon Funding Ronny Martinez - ICOM Dan Messina Tim Smith - Tow Professional Eric Wolf - AW Direct

__________________________

Executive and Advertising Offices 2007 Old Montgomery Hwy, Suite B Birmingham, AL 35244 Toll free: 888-802-8544 Fax: 205-978-1550 www.towprofessional.com Tow Professional is published nine times a year by Over The Mountain Media, Inc., P.O. Box 26308, Birmingham, Alabama, 35260, USA. Tow Professional is distributed free to qualified subscribers. Non-qualified subscription rates are $57.00 per year in the U.S. and Canada and $84.00 per year for foreign subscribers (surface mail). U.S. Postage paid at Birmingham, Alabama and additional mailing offices. Tow Professional is distributed to qualified Towing & Recovery's Top Decision Makers. Publisher is not liable for all content (including editorial and illustrations provided by advertisers) of advertisements published and does not accept responsibility for any claims made against the publisher. It is the advertiser’s or agency’s responsibility to obtain appropriate releases on any item or individuals pictured in an advertisement. Reproduction of this magazine in whole or in part is prohibited without prior written permission from the publisher.

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OSHKOSH Corporation Named as a 2017 World’s Most Ethical Company by Ethisphere Institute

Oshkosh Corporation, a 100 yearsstrong leading manufacturer of specialty vehicles and vehicle bodies, announced today that it has been recognized by the Ethisphere Institute, the global leader in defining and advancing the standards of ethical businesses, as a 2017 World’s Most Ethical Company®. This is the second consecutive year that Oshkosh Corporation has been listed as a World’s Most Ethical Company, and this milestone is further highlighted as Oshkosh Corporation celebrates its 100 Year Anniversary in 2017. Oshkosh is one of only 124 companies representing 52 industry sectors in 19 countries on 5 continents named to this prestigious list. Oshkosh Corporation was the only company selected in the “Trucks and Other

Vehicles” category underscoring their commitment to leading ethical business standards and practices. “We are honored to once again be named as one of the World’s Most Ethical Companies. This achievement is a direct result of our strong ethical culture in the Oshkosh Corporation family and the commitment of our team members to always do the right thing,” said Wilson R. Jones, Oshkosh Corporation President and Chief Executive Officer. “We are especially excited to celebrate this achievement in the midst of our 100 Year Anniversary.” 2017 is the eleventh year that Ethisphere has honored those companies who recognize their role in society to influence and drive positive change, consider the impact of their actions on their employees, investors, customers, and other key stakeholders and use their values and culture as an underpinning to the decisions they make every day. “Reaching 100 years strong isn’t easy to do, and trust isn’t something you build overnight. For 100 years, Oshkosh has been committed to growing an ethical

culture that is embodied by its leadership, team members, and business partners. Congratulations to the Oshkosh Corporation team on this achievement,” said Ethisphere’s Chief Executive Officer, Timothy Erblich. The World's Most Ethical Company assessment is based upon the Ethisphere Institute’s Ethics Quotient® (EQ) framework which offers a quantitative way to assess a company’s performance in an objective, consistent, and standardized way. The information collected provides a comprehensive sampling of definitive criteria of core competencies, rather than all aspects of corporate governance, risk, sustainability, compliance, and ethics. Scores are generated in five key categories: ethics and compliance program (35%), corporate citizenship and responsibility (20%), culture of ethics (20%), governance (15%), and leadership, innovation and reputation (10%) and provided to all companies who participate in the process. www.oshkoshcorporation.com

Launches Online Store for the Everday Tow Operator Jerr-Dan Corporation, an Oshkosh Corporation Company and a leader in the towing and recovery business, announced the recent launch of their new online store www.jerrdanshop.com offering customers a selection of welldesigned clothes and accessories for the everyday tower. The new, easy to navigate online retail store offers apparel categories that includes men’s t-shirts, ladies t-shirts, youth t-shirts, a signature hoodie, headwear and an accessories section featuring other items relevant to the everyday life of a tow operator. In addition, the store currently features the brand’s most popular item, Jerr-Dan® socks, now avail6

able online for purchase. “The merchandise available on the online store has been designed with the tower’s way of life in mind,” said Ashley Soverns, Marketing Communications Manager for Jerr-Dan. “We are excited to be offering the towing industry an online retail store that caters to customers and fans of the towing industry with items that appeal to them while affording function with a sense of fashion.” The Jerr-Dan online retail store is leading the way on how the towing industry shops for wearables by providing merchandise and products that resonate with a tower. From the blazing heat to the bru-

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tal blizzards towers often face, the apparel offered online affords functionality while serving a need in the towing industry for cool and modern designs. Customers who purchase items online will receive free shipping from April 1–20, 2017. The Jerr-Dan online store is a great resource for online shoppers offering an enjoyable, comfortable, reliable and extensive shopping experience 24/7. The Jerr-Dan Store will continue to enhance the online shopping experience by adding new product categories in the future and a clearance section. www.jerrdanshop.com

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Announces New Towing Options

Miller Industries Towing Equipment Inc. has provided towers with an enhanced rear underlift boom for towing casualty vehicles. With the release of the new enhanced “Knee Boom” style of underlift, Miller Industries is now able to provide Rotator configurations to further meet the diverse needs within the towing industry. The Miller Industries™ Knee Boom, is currently available in both the standard “Street Low Rider” configuration and the upgraded “Coach Low Rider” configuration which offers a 55,000 lb. towing capacity at the fully retracted length of 83 ½ inches. The Knee Boom reach, with the Coach Low Rider, maxes out at 173 inches supporting 18,000 lbs. at full extension in the towing Position, while the standard “Street Low Rider” configuration offers 16 inches less reach and overhang. The Knee Boom is designed to provide an industry leading 23° to +16° tilt factor, providing for clearance versatility on extreme downhill or

inclined surfaces. The options of 35,000 lb. and 50,000 lb. drag winches complement the already robust features of this Knee Boom. The Knee Boom also leads the industry by boasting an impressive 45-inch max horizontal height. If that wasn’t enough, the new Knee Boom, at normal towing height, allows for the recovery boom to be lowered to an impressive 12 ft. 2 in. travel height with no contact to the elevated Knee Boom, making this a clear best for road travel and underpass clearance. The Miller Industries™ Knee Boom has been industry tested across the globe in both civilian and military applications. The new Knee Boom underlift is available on the Century® 1135 and 1140 rotators, as well as the revolutionary Century® 1150 and Vulcan® 950 series rotators with standard and RXP configurations. According to John L. Hawkins, Vice President of Heavy Duty Wrecker Sales for

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Miller Industries; “There has been no new product offering from Miller Industries like the introduction for domestic sales of the "Knee Boom underlift". The reason; the decades of product knowledge with our European partners and the detailed demands from over six Military contracts. All of this background, allowed the design team to offer a better lifting arc, reduced interference with the recovery boom, greater tilting capacity, a low profile with the "Low Rider" underlift, a horizontal lift almost double that of the SDU, and little if any effects to the demands of the recovery boom.” This option will not only maximize the trucks ability to tow varying casualty vehicles, but will also provide towers with enhanced options as they configure their trucks to better serve their geographical area and terrain. The Century® and Vulcan® rotators are large wreckers featuring 360° of continuous boom rotation, a 3-stage recovery boom, optional deck and turret mounted winches, as well as field tested and proven SDU-4 and now Knee Boom underlifts. With the Knee Boom outfitted, these rotators are also available in the RXP platforms featuring side mounted retractable hydraulic stiff leg outriggers for increased stability when handling tough side recoveries. The 1150 and 950 rotators also feature the new patent pending Raptor Wireless Proportional Control System which includes an information screen with load sensing functions. www.MillerInd.com

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Come and Be a Part of Our 2017 Southern Tow Expo Deep Sea Fishing Tournament and Beauty Contest

The Deep Sea Fishing Tournament, brought to you by Jerr- Dan, will be Wednesday, May 3rd. We will be heading out at around 9:30 in the morning to get out in the Gulf. The water is beautiful, the fishing will be action-packed, and the refreshments will be a plenty! It is only $200, and that price includes everything

we are doing. The folks at Reel Surprise charters have been terrific and have the best boats and equipment in Orange Beach. We will have awards for “Biggest Fish,” “Smallest Fish,” “Mystery Fish” and “Most Seasick.” Our Beauty Contest has been a late add to the festivities, but was highly

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requested by our readers so come and fill it up! Entry fee is only $50, and we will have awards for the different classes and a “Best in Show” award. So let’s get signed up and show off that beautiful equipment. www.SouthernTowExpo.com

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Know Your Equipment Inside & Out Detroit Wrecker Sales prides itself on interactions with those in the towing and recovery industry. Whether you have purchased one of their products or not, Detroit Wrecker strives every day to not only build the highest quality product on the market, but also to provide the men and women of this industry with knowledge about any towing equipment and resources available to them to make their jobs easier. Lee Dunn and Mike Farrell of Detroit Wrecker Sales represent a new generation of towing equipment manufacturers, and their business model is to promote knowledge and understanding about the products being used in the field of the towing industry. As the owners of Detroit Wrecker Sales, they are leaving a lasting impression by interacting with towers and repossession agents nationwide by directly helping them solve their problems with their equipment. Their cell phone numbers are public knowledge: Mike’s being 248-249-8100 and Lee’s 248-342-1701 showing that they will help anyone anytime resolve an issue they are facing with any brand of towing equipment. Their message in this article is simple: “Know your equipment inside and out!” These guys are giving us a manufacturer’s perspective on how equipment should be maintained and what each individual operating it should be aware of. Owners, if you are reading this, we highly recommend sharing this article with your drivers. Questions any driver should know before operating your expensive truck and equipment are: How is the unit powered? What is the definitive relationship between the function on your controls to which cylinders, which hoses, and which connections on the valve? What is the operating pressure of the hydraulic system currently? What is it supposed to be? When was the pressure last checked? When was the equipment last inspected & greased by owner or mechanic? What is the equipment rated 12

for and Gross Vehicle Weight Rating of truck? If you are paying a driver to tow or repossess cars, they should be competent enough to answer those questions before they cost you thousands of dollars per year in maintenance. Starting with your hydraulic system, there are three common ways that your towing equipment can be powered: PTOs, Clutch Pumps, or Electric Over Hydraulic Pumps. Starting with PTOs, they are most common on large wreckers and most flatbeds and are always mounted to the side of the transmission with a pump that circulates fluid from the valve to the cylinders and hydraulic tank. The most common things to keep an eye on are checking for leaks and noticing weird noises before the problems escalate into major repairs. Detroit Wrecker recommends installing a buzzer to prevent someone from ever driving with the PTO engaged as that can cause an expensive repair. Clutch Pumps mount directly to the engine and function almost the same as a PTO. They are very popular on light-duty wreckers and repossession applications. Whether you have a PTO or clutch pump, you also have both a valve and a hydraulic fluid tank. One thing to note is that your hydraulic tank should have a volume of 2-

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1/2 times your gallons per minute (GPM) on the pump. So, if you have an 11 GPM pump, you need a tank with at least 27.5 gallon reservoir capacity. Operators should be capable of learning which section performs each function on the valve, checking the system pressure at least once a month, and keeping all areas clean to easily notice if leaks develop. Electric Over Hydraulic Pumps are popular in the light-duty wheel lifts added to pick-up trucks due to their small cylinder sizes for fluid volume. In regard to electric over hydraulic pumps, you should know that they operate independently of the drivetrain of vehicle. Any operator should know which valve section performs which function, check the pressure of the system once a month, and keep areas clean to resolve leaks before they happen. Detroit Wrecker also recommends having circuit breakers and fuses in line with batteries to quickly determine power shortages during repairs. The rest of any towing equipment hydraulic system is composed of check valves, hoses, and cylinders. Check valves are a safety precaution to prevent a cylinder from moving when it is not supposed to such as moving down the road or when the vehicle is parked and no human inter-

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CONTINUED FROM PG 12 action causes it. They can become defective over time and cause cylinders to drift or stop moving completely. Check valves should always be inspected during process of elimination when a hydraulic issue arises. Hoses transfer the fluid from location to location, and we recommend tightening all hoses and marking the fitting connections with a paint marker so it is very easy to detect in future if hose has loosened. It is important to review conditions of hoses on a regular basis to make sure not leaking or damaged from contact with steel components. The last component of your hydraulic system is the cylinders, which we recommend keeping cylinders clean to easily detect leaks when they develop. Also critically important is visually inspecting pins to make sure they are all in proper placement and tight.

Detroit Wrecker wants all owners and operators to be successful out in the field and that requires being prepared. Any business owner wants consistent results in performance from their personnel, equipment, and their relationships with other entities. Follow these recommendations, and Detroit Wrecker guarantees you will have the best result for your truck no matter what brand it is. Detroit Wrecker is known for building the best equipment on the road and high customer satisfaction. Contact them anytime for questions or a quote to build the truck of your dreams. 313-835-8700 www.DetroitWrecker.com

Zacklift Announces New Website

Zacklift International Inc., the company laser-focused on add-on Underlifts, announces a brand-new website: ZACKLIFT.COM helps the visitor Build a A FIFTH WHEELER with step-by-step pictures and videos of the removable Zacklift. Permanently-mounted Zacklifts are all pictured and explained in detail. www.Zacklift.com 14

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TIm Tags along By Tim Smit h I got a chance to ride along and hang out with David Greenfeld as he went on a couple customer calls with some of JerrDan’s oldest and most loyal customers. Although we were having fun, we did have some ulterior motives. You see, David and I have come to realize that we are both “foodies” which means we both enjoy eating at legendary local restaurants, and we take the time, when close by, to go out and get some one of-a-kind type of grub. Lately, since he has been flying into B-ham, we have been hitting the town and trying out local eateries each time he comes thru. So, when he mentioned me coming up to Baltimore and doing a ride-along, two things came to mind: the first was crab cakes, and the second was how cool would it be to just talk to some long-time heavy-duty operators and see what has made them successful and what they may all have in common that we could share. Of course, I got a lot more than I bargained for with the towers and stuffed myself completely full of Maryland Crab! As we wind thru some small towns, David begins to fill me in on our traveling schedule and agenda for the day. It was then that we started talking about the people we would see and about their businesses from his perspective. Dave told me that we would be meeting the Sexton’s and the Bunting’s which are two of their oldest accounts, and as he described them, “If they weren’t in Maryland, you would think they were from Alabama.” That is his way of explaining that they were family-oriented people and that they were kind and honest--my grandma would have just said,” Just good ole souls.” As we are driving down this long country road, I see a home and behind it a large commercial building with a sign for Mark’s Equipment Service. Mark comes out to greet us, and I noticed something. While some of these country roads and people remind me of home, it’s very windy, and I am freezing my butt off. Even Dave went to the trunk and got his jacket. As he closed the lid, 16

out came Marks to meet us with a big smile and cup of coffee in hand. As an entrepreneur myself, I know what it feels like to start and own a business, so I always like to hear how they got in the business and what is the key to their success. We wear our lessons, mistakes and time in service as a badge of courage. As he showed me around the garage, I noticed he had several Kw’s, and Mark began to tell me how he won’t buy another truck that isn’t a Kenworth delivered by Jerr-Dan. As he put it,” Jerr-Dan has always been great to us, it does everything I need it to do.” He has 13 heavyduty tow trucks and 8 service trucks in his

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fleet, and if it wasn’t for his “voice of reason,” he would have more. This voice belongs to his longtime partner and best friend of 39 years, his wife, Karen Sexton. As we sit down for a much-needed cup of coffee for me, Mark tells me his story about how they got started. Apparently, Mark and Karen were working at the same place when it was hit with realization that corporate downsizing was a requirement for survival and both of them got laid off. With nothing but $1,200 dollars to their name, Karen believed in and supported his idea to open a repair shop which led into this successful towing business that they

TIm Tags along

have been running for 23 years. As Mark and I talk, he relays to me that he is moving towards retiring and sitting in a tree stand rather than running the show and that he is slowly transitioning Chris, his son, to take over. I asked about meeting Karen and getting some insight from the glue of the operation, but Mark said she wasn’t feeling well. Mark just said they have had a good marriage, she is my best friend, and my voice of reason. Mark has to listen every now and then because he likes to reinvest back into the company with new equipment and that equipment will always be a Jerr-Dan. Since our meeting, Karen Sexton has passed on and has gone home to be with the Lord. To Mark, Chris, and the 34 employees, many of whom are like family to them, we are all sorry for your loss. Next, we headed across a bunch of long bridges to the coast where we would meet the good people of Bunting’s Garage. Bunting’s is one of Jerr-Dan’s oldest clients, and after being there a minute, you could tell the love went both ways. I was supposed to meet with Keith who is the boss now, at least when little Ben lets him think that. Ben, at 9 years old, already spends time with Dad moving stuff around the lot and already knows how to work the carriers well. Since we arrived, Keith had been on a call turning over a chicken truck so we 18

were greeted by Ellison who founded the business with his sweet wife, Mrs. Bunting who still handles dispatch and runs the show from behind the scene. She is quick to point out that she really isn’t an employee because she hasn’t got a paycheck in over 45 years. Ellison was a treat: cigar firmly planted in the corner of his mouth, cap sitting lightly on top of his head and a great sense of humor. As Ellison, a former fellow Navy man showed me the equipment, I quickly noticed that there were several names written on each truck but Heidi was written on all of them, so of course, I quickly asked who Heidi was. Heidi is the name of Ellison’s daughter who passed away from the result of a drunk driving accident when she was a little girl. Leave it to me to ask a question first. Ellison used to work for the state police, but he hated his boss. So, in 1972 with $900 to his name, he started Bunting’s garage which now operates a fleet of Rotators and carriers. Now the business is run by his children Keith, his wife Linda, Caroline his daughter, little Ben, and Keith’s co-pilot, a long-

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legged, wiggling puppy. I asked Keith what has kept him with Jerr-Dan for so long, and he said the reliability is awesome--you don’t have to do anything to them; they just keep making money. He said he wouldn’t own anything else. He showed me around the lot and at all the trucks and equipment they had acquired over the years before taking me inside to defrost. Sitting around there, I noticed the employees and vendors were all like part of the family; and, while organized, you could see everyone enjoyed what they were doing and loved the Buntings. I appreciate Dave for letting me tag along. I saw that both of these successful companies have several things in common: both were started from very little, worked their butts off, and had very supportive families who have stuck together thru many trials. In both cases, the employees are well taken care of and seem like part of the family. They had done a wonderful job of surrounding themselves with good people and both love their Jerr-Dans. N

Fuel 4 thought By D .J. Harringt on, CSP

Some people from the towing industry asked if I knew the late, Bill Brooks, CSP, CPAE, who was a great speaker and automotive sales trainer. Bill Brooks was the keynote speaker for VOLVO and General Motors for many years. Bill was known as a continuous student. If he were alive today, they’d refer to Bill as a mentor because he took people under his wing -- I am one of them. Bill became the number one speaker for General Motors, and then I came along and became the number one speaker for General Motors. At an event, he came over to congratulate me and asked me to attend one of his classes. I said I would, but that I was paying the fee. He said, “No, you can take me out for dinner instead.” So I went to one of his classes. 20

The audience was comprised of a group of sales managers. Every thirty-five minutes, he made the entire group say this aloud, “If you are always working in your business and not on your business, you’ll soon be out of business”--a truism in business! If you aren’t continuously working on your business, you might not have it long. While Bill and I were eating dinner that night, he leaned over the table and asked, “What did you learn today, Doc?” I said, sarcastically, “If you are always working in your business and not on your business, you’ll soon be out of business.” He congratulated me! I had gotten the message. “That’s the reason I wanted you to come more than anyone I know. I

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want you to be a CONTINUOUS STUDENT.” He continued, “Keep sharpening your ax and delivering fresh new material to your audiences. They love your behavior! They love your style, and they love all of your props. You’re like Gallagher on steroids or a Carrot Top with all the props!” I carry all these props to carry home a message—when you stop growing, you rot out. Bill Brooks was known for saying, “The difference between a rut and a grave is the depth.” Some people are just in a rut, but they don’t need to be in the grave. My prescription for your success is “Learn as much as you can NOW.” Make plans NOW to be in Orange Beach, Alabama May 4th – 6th, 2017 for the Southern Tow Expo.

I will ill be b speaking ki at this hi expo and d givi ing “Check-Ups from the Neck-Up.” John Borowski, “Mr. Industry,” will also be speaking. People from all over the nation have asked me to introduce them to Michael Clay from Clay Digital. That will be easy. He, too, is speaking and will be revealing his secrets of how to be the best on the internet. All the software

companies that have booths there will be in his class at NO CHARGE. Normally people pay $2K to $3K per day to be in his class. Michael really wants to help the towing industry. Additional opportunities available at this Expo are plenty of great training seminars, live demos, WreckMaster, and Dave Lambert training. So, come to Alabama with your family and suntan lotion, and then write-off the trip as a business expense. From my heart to yours, come to improve your mind and broaden your network with the towing experts while increasing your businesses’ bottom line. Remember school is never out for the PRO! If you want to earn more, learn more! Don’t forget! Mark your calendar for May 4th – 6th at the Southern Tow Expo in Orange Beach, Alabama. Let’s make 2017 our very best year! See you next time. N

Volume 6 • Issue 3 | www.towprofessional.com | Tow Professional

Insightful talk By D an Mes s ina

If I asked you what is the biggest problem you have with your competitor, you would probably tell me they charge too low a fee to get the business. Often you will want to charge a lower price just to compete. If you take this approach, I guarantee you will start losing money. The towing business is a service business, and the best service provider always wins. In 2003, I started a towing company with one truck and no accounts, and 8 years later I sold the company that had 14 trucks, 1250 accounts, and was the largest private-property towing company in the southwest. I was not the lowest price in town; I 22

did not have the best location in town, and I paid my drivers less than most of my competitors. What did set me apart from everyone else was the service I provided. Make no mistake--the towing business is a service business, and the best service provider wins. I made my competition compete with me by providing a good service. I worked very hard to do the right things that provided the service necessary to outdo my competition. At the end of the day, itâ&#x20AC;&#x2122;s all about good service, and when it comes to service, I win. The first thing I did when I started my business was find out who was going to

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be my competition. These were the things I wanted to know: 1. What services did they offer? 2. Did they provide a service I should be providing? 3. What services could I offer that they did not? 4. Who were their best employees? 5. Did they have anyone I might be interested in? 6. Who were their best accounts? 7. What problems have they had in the past? 8. What did they charge? 9. How many locations do they have?

The hardest decision you make is what do you charge for a tow and be competitive while making a profit. If you are going to get into a bidding war with your competitor over the lowest tow fee to get the account, you are not going to make a profit. Price will play a part, but you don’t have to be the lowest bidder to get the business. There are many other things you can address that will allow you to grow your business. As you read this article, I don’t mention price once. It’s all about service, and service wins out at the end. I was with a group of towers a month ago, and one pointed out a company that is making it hard in their area because that company lowballs all the other companies. My answer was simple, let him have that business, you can’t afford to do a tow at a lowball price and make a profit. I once knew a company owner that

after talking to his accountant changed his whole line of business. He looked at what tows were making him money and which tows were losing money. He sold his heavy-duty trucks because he was not making a profit on heavy-duty tows. By selling his heavy-duty trucks, he cut expenses, and his company became more profitable. Business owners often look at things they think they are doing wrong and try to fix them instead of looking at what they are doing right and selling all the good things. Here are a few things that made us successful: 1. We let our customers know about us (honesty, moral, and ethical). We let our customers know every day how we operate our business. 2. We developed a staff and sold them on our way of doing business. We let our customers know that we hired the

best people, trained them, drug tested them, and ran criminal background checks. 3. We joined the right organizations. My customers or potential customers saw me at various social meetings, and in

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Insightful talk some cases, I would sponsor lunch for the meeting. Customers or potential customers saw me everywhere they went because I joined the right organizations. It was important to join industry organizations or associations to stay on top of any changes or to see what my competition was doing.

4. I subscribed to industry magazines and other industry subscriptions. This informed me on all the experts and the people who were strong in the industry. Once I knew who to follow, I learned from them. Surround yourself with people smarter than you are and learn from them.

5. I purchased state-of-the-art equipment. I believed in looking good. I had a competitor once tell me that he bought different colored trucks so his customers knew he had more than one truck. In my marketing brochures, I used technology to show as many trucks as I wanted. When I started, I showed 5 trucks when I only had 3. 6. Let’s talk about personal awards. (Founder of the largest towing association in the U.S., American Towman Magazine “Towman of the Year 2009,” Owner of the largest private property-towing company in the southwest). A week did not go by that I did not let my customers know about my successes. You might get the impression that I was bragging, but I just looked at it as good marketing. I used to read about a fellow tower all the time in a magazine. I asked him how he was so successful, his answer surprised me. He said not all that was written was totally true; it’s all in how you spin it. He spun stories to make him stand out in the industry. He has a successful tow company because he knows how to market himself. He never once complained to me about price wars. I got a call recently from a company in Arkansas needing some help on a RFP for the city where his business was located. He told me that price was a small part of the proposal. I told him the response would be easy: sell the city on you, your staff, your location, your equipment, your accounts, and the types of services you currently provide. When you take the price out of the equation, the rest is easy because you can paint your business to look like anything you want. I’ll help him identify his successes and make his company look good which will allow him to compete for the business. I love the towing industry and it can be fun and very rewarding if you run the business right. Know your competition, but don’t let them get in the way of how you run your business. N “Good Service is King!”

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Like many start-up companies, We Buy Key Fobs began its operations as a one-man show in a basement of a house. While working as a used-car salesman in Omaha, Nebraska, J.J. Feregrino, Owner and CEO of We Buy Key Fobs, identified a major shortfall in the automobile sales industry. J.J. continually found that it was important to people to have at least one, if not two working key fobs when they purchased a vehicle. Customers became frustrated as they were forced to spend hundreds of dollars to obtain a spare key fob from auto dealerships or the vehicleâ&#x20AC;&#x2122;s manufacturer. After purchasing a fullprice key fob, customers still had to spend the extra time and money getting their key fob programmed to their vehicle adding to their frustration. J.J. truly believed that there had to be a way to streamline the customer car buying experience and provide them with a ready-touse/programed spare key fob at the time they purchased their vehicle. J.J. began taking home unusable key fobs and 28

researching the technology that was used in each fob. He was determined to find a solution that would allow him to refurbish unusable

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key fobs and return them to working condition. Using his computer expertise and the research he compiled, J.J. found a way to refurbish the key fobs and began selling them on eBay one at a time. Demand consistently grew throughout the first 3 months of listing the remotes online which showed J.J. that selling key fobs was a sustainable business practice. This assured J.J. that he could support himself doing this and could turn this process into a full-time business. A commercial building was then purchased and We Buy Key Fobs hired its first full-time employee. Since then, We Buy Key Fobs has grown and sells over a 100,000 key fobs a year, signs large B2B business accounts, and continues to add employees to its 15-person staff that spans multiple functional departments. We Buy Key Fobs offers many industries, including the towing industry, an opportunity to earn extra cash while helping to save the planet at the same time. Simply collect any unusable or unwanted key fobs and send them to We Buy Key

Fobs for extra revenue. Because auto recycling is so important to preserving natural resources and protecting the environment, We Buy Key Fobs purchases almost every modern remote that exists today. Payment can be up to $40 for smart keys, $15 for remote head keys, and $8 for standard key fobs. We Buy Key Fobs is focused on serving the customer which is why it now has dedicated B2B acquisition representatives ready to answer your questions. Customers wanting to sell their key fobs should go to We Buy Key Fobs webpage and download a complementary packing slip. This packing slip provides customers with step-by-step instructions on how to receive cash for their unwanted key fobs. Instructions include details on how to prepare key fobs for mailing all the way through payment. Because We Buy Key Fobs values its customer, it offers them free shipping labels when sending 40 or more key fobs. Once a shipment of key fobs is delivered, they are sorted and priced with payment guaranteed in 3-5 business days. We Buy Key Fobs will also generate a purchase quote within 24 hours if requested by the customer. Key fob prices are set using a fair pricing model based on a system similar to the stock market. Key fob prices fluctuate based on company inventory and industry supply and demand. We Buy Key Fobs does everything possible to ensure that customers are paid maximum value for their quality key fobs. Customers are paid via business check or PayPal and receive an itemized invoice of their key fobs and the prices paid for each. As a member of the Automotive Recycling Association, the focus of the We Buy Key Fobs business segment is to make the world a better place by preserving natural resources, reducing the demand for scarce landfill space, and reducing air and water pollution. We Buy Key Fobs contributes to this cause by refurbishing 700-1000 key fobs each day. We Buy Key Fobs is also a member of United Recyclers Group which helps it stay up-to-date on the cutting-edge auto recycling technology and practices. Along with its dedication to recycling and eliminating automotive waste, We Buy Key Fobs is committed to serving its customers, adhering to sound business prac-

tices, and following established standards of fair selling and advertising. Because of this, the Better Business Bureau recognizes We Buy Key Fobs for its outstanding operations and has rated it with an A+ rating! If you would like to work with this distinguished company or still have questions about any of We Buy Key Fob’s processes, feel free to reach out to them, and a member of its customer service

team will assist you. Are you and your company ready to play a key role in automotive recycling and help reduce the millions of pounds of trash generated in the United States each year? Oh, and make some extra cash too! If so, then visit We Buy Key Fob’s website, download a packing slip, and mail your key fobs today! N Call 402-671-5100, or visit WeBuyKeyFOBS.com

Volume 6 • Issue 3 | www.towprofessional.com | Tow Professional

MAKE SURE YOU’RE SEEN IN ANY WEATHER, IN ANY LIGHT, AT ANY TIME OF DAY BY ERIC WOLF, AW DIRECT

When you’re out on a call, being visible to motorists is a key to safety. That’s why you outfit your trucks with flashing lights, reflective striping, beacons and lightbars. But what about personal safety – being as visible as possible to oncoming motorists? As soon as you step out of the cab, whether it’s 3:00 am or at the peak of a thunderstorm, you need to be as visible as possible to oncoming motorists for your personal safety. That’s what hi-vis clothing is for. Hi-vis and reflective clothing are great in low-light conditions, but what about no-light? To help make sure you’re seen even in no-light conditions, AW Direct introduces Alpha Glow-in-the-Dark workwear. 30

Alpha Glow-in-the-Dark workwear ramps up your personal visibility and safety by adding Photo Luminescence, or glow-in-the-dark technology, to hi-vis clothing. Whether it’s a vest, jacket, shirt or pants, Alpha workwear adds glowing stripes so you’re seen even sooner by oncoming motorists in the darkest conditions. Alpha workwear from AW Direct has: • Three levels of visibility for your safety: Fluorescence (hi-vis color), RetroReflectivity (reflective stripes) and Photo Luminescent (glow-in-thedark) stripes • 360 degrees of visibility • EN ISO 20471:2013 and ANSI ISO 107:2010 compliance • No special cleaning. Can be washed

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up to 25 times before retro-reflective quality is affected • Glows up to eight hours after being charged with natural or artificial UV light By increasing your visibility, you’re decreasing your chance of being injured by a distracted motorist. This extra layer of visibility increases your odds of going home safely. Alpha workwear glow-in-the-dark clothing from AW Direct is available in: • Class 2 Orange Classic Safety Vest • Class 2 Orange Surveyor’s Vest • Class 3 Lime Short Sleeve Safety Vest • Class 2 Lime Break-Away Vest • Class 2 Lime Short-Sleeve T-Shirt

• Class 3 Lime Rain Jacket, and • Class E Lime Rain Pants Not sure what class of hi-vis is right for you? Here’s a quick summary of ANSI Regulations and guidelines. As our industry continues to evolve, AW Direct is always looking for safer and more efficient ways to do the job. As an industry leader, AW Direct will continue to provide efficient alter-

challenges faced in the natives and innovative solutions to the chall towing and recovery industry. N AW Direct Helping You Help Them For more information: Call 800-243-3194, or visit http://tech.awdirect.com

Volume 6 • Issue 3 | www.towprofessional.com | Tow Professional

By Shane Coleman, Heavy Product Manager As a leader in the towing and recovery business, Jerr-Dan’s 50/60 Ton Rotator boasts an empowering combination of heavy-duty capabilities, superior stabilizing technology, commanding rotation, unsurpassed pulling capacity, and unstoppable power. The Jerr-Dan 50/60 Ton Rotator is available with more impressive Jerr-Dan Fire-Service Body (JFB) Series. Its extra-rugged, non-corrosive exterior is made of weather-tight, impact-resistant polypropylene—making it more durable and longer lasting. It features roll-up aluminum doors for swifter access to equipment, strategically placed LED lighting for improved visibility, and specialty storage solutions to ensure every tool has its place. The JFB Body Series is available for standard and twin steer chassis. Some of the Jerr-Dan 50/60 Ton Rotator features include: • Tow Light Storage & Charging Station • Scissor Style Outriggers (S100 or S130 options) • 35k Drag Winch Option • Wrecker Boom & Underlift Remote Controls • Spreader Bar Storage • Tilt-Down Drawer, Chain Carousel, Chain Binder & Stay-Dry Storage

•

Tilt-Down Drawers, Tire Lift, Traffic Cones, Cribbing, Ratchet, Broom & Shovel Storage • Twin Steer Chassis Option • 3 Stage Wrecker Boom • Driver & Passenger Side Control Panels • 20k Aux. Winches Option • Tool Box With Locking Drawers • Snatch Block Storage & Sliding Chain Board • Wheel Chock, Fire Extinguisher & Bottle Jack Storage • S130 Outrigger Option • Tool & Rigging Kits Two other important features, which are optional, are the Rigging Carousel and the Adjustable Performance Counterweight ™, which is only available on the Heavy Duty Wrecker Line. The Rigging Carousel keeps everything in its place, so that nothing can stand in your way. Its patented ergonomic design provides convenient access and organized storage for chains, shackles or snatch blocks, making your efforts more efficient with every go-round. The Adjustable Performance Counterweight ™ is easy to install and remove, thanks to a Patent Pending modular design. It’s fully

adjustable based on desired application, ranging from 1700-3600 lbs. in 220-lb increments. In a more balanced vehicle, you’ll also enjoy improved stability, steering, and braking ability. Some of its features and benefits include: rotates down 90 degrees, manual pump override, retro fit to any brand wrecker, and fully adjustable based on desired application. As Jerr-Dan continues to look at innovative ways for our customers to maximize their investments and meet their business needs, the JerrDan 50/60 Ton Rotator is backed by our industry-leading warranty and a strong Tow Support Service network dedicated to the towing professional. Jerr-Dan’s Tow Support is our hands-on approach to customer service putting our customers’ needs first. Tow Support focuses on supporting customers after the initial purchase and making it easy for them to do business with the company’s distributors. This innovative initiative encompasses all aspects of Jerr-Dan customer service including parts, accessories, warranty, technical support, training, and service.

Management Systems

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Volume 6 â&#x20AC;¢ Issue 3 | www.towprofessional.com | Tow Professional

JFB Body Series Engineered to Last The JFB polypropylene co-polymer constructed body is weather-tight, low maintenance and highly impact-resistance, with both rear and top access. Additional storage accommodates the Florida DOT Rapid Incident Scene Clearance (RISC) tools and rigging. New lighting solutions include LED interior Compartment, DOT Lighting, 38 LED Side Marker Lights, plus 10 side and two rear amber strobes. A limited lifetime warranty is available backed by a 48-hour service guarantee for all HDR1000 units sold and used in North America. Customers can choose from JFB Body Silver or Gold Series. The Silver Series includes the standard components and offers customers the flexibility to choose individual “a la carte” storage solutions to be included on the truck. The Gold Series offers a “top of the line” experience, including the standard components of the Silver Series body plus all available storage solutions. N Jerr-Dan www.jerrdan.com

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Volume 6 â&#x20AC;¢ Issue 3 | www.towprofessional.com | Tow Professional

Tow Professional | Volume 6 â&#x20AC;¢ Issue 3 | www.towprofessional.com

CATCHING THE BIG ONE We have written numerous articles over the past decade on our number-one selling Heavy-Duty Towing and Recovery Unit, the Century® 5130/5230. We have strived to continue product enhancements while maintaining the industry’s best scaling tandem axle. We all come to work waiting for the big one-waiting for that opportunity to show our knowledge and skill on any recovery challenge that occurs. Yet, day after day, companies around the world make their monthly bottom-line in routine towing.

SCALING DEFINED The foundation for the 25 Ton Century® 5130 is a single axle unit. We see a lot of single axle 5130’s going into the old established inner cities around the Great Lakes, New England, and MidAtlantic regions for better maneuverability.

The 30 Ton Century® 5230 is popular domestically for city or state tonnage requirements while also supporting our Canadian and international markets. In both the 5130 and 5230 tandem axle models, no other wrecker manufacturer comes close in matching the weight- forward design while maintaining less than 21,000 lbs. on the tandem drive axles-this is the key to scaling.

truck fleets. Large cabs, DPF, and DEF requirements, as well as exhaust routings, are ongoing battles. Nonetheless, OUR highly skilled team of engineering and product support staff at Miller Industries has managed to meet this challenge and keep the Century® 5130/5230 on top of the ever-changing chassis with little to NO effect on axle weights.

MAKING THE BEST BETTER

What’s down the road for these two models? As the leading manufacturer of towing and recovery equipment, you always have to be on top of your game. We travel to other industries and trade shows outside of towing to see what is new and innovative. We also have multiple-day events with our Class- 8 partners and their vendors to explore their product offerings. Just last year, we enhanced the turning radius on our Peterbilt® 389

DOWN THE ROAD Superior front-axle weight with minimal rear-axle effects is integral. However, we continue to work hard with our Class8 chassis partners to keep the weight and the performance of our tow trucks at their best. In today’s Class - 8 truck market, that is not easy! In less than one decade, the trucking industry, as a whole, has gone from focusing on the independent over-the-road owners to larger corporate

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standard spec chassis during one of these events. We were able to reduce the left turn by 14 feet and the right turn by 9 feet. We are talking about the enhancement of every new 5130 and 5230 that has hit the street since that introduction, and this is a huge accomplishment. Another jewel is our updated heavy-duty tire lift, which offers up to 12 to 16 inches of additional reach. This tire lift just went through a redesign that reduced weight and improved tire safety all while increasing the overlap on the crossbar. Moreover, our increased military exposure over the past 8 years has also taught us how we can run more effectively and efficiently, but also testing our equipment to its limits in some of the harshest conditions in the world. Where this comes into play is that we can provide robust features that have proven durability on our commercial wrecker models, and this gives added confidence to the operator. In closing, I would like to stress that we are only as good as our customers. The towing and recovery business is unique. Unlike the rise to the corporate structure that we see many businesses turning toward, in towing we are still a family-driven industry. You, the tower, are by far the best source of knowledge. Because of your experience and recommendations, we have made numerous underlift enhancements, convenience feature additions, new wireless controls and lighting options; and they are now offered on all heavy-duty models. I believe that as a company, we here at Miller Industries are better because we understand that. You will see in the coming months a lot of our energy being placed on our new tandem product, the pioneering of our kneeboom underlift (a technology that has been tested and proven in every military project), and our continued expansion of the rotator product offering. We learned a long time ago that we need to listen to our customers and to provide products that make their job easier â&#x20AC;&#x201C; safer â&#x20AC;&#x201C; rewarding! I know that Miller Industries does that better than anyone and will continue to do that down the road. N Miller Industries www.MillerInd.com

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Volume 6 â&#x20AC;¢ Issue 3 | www.towprofessional.com | Tow Professional

An interview with a Nick Omps, Operations Manager for Brian Omps Towing and Repair, Winchester Virginia. Having a busy “Tow Life,” Nick made some time to talk with us while driving between tow calls. Hands-free headsets have come a long way in 10 years and so has Custom Built Manufacturing. 44

Custom Built Mfg.-Can you give me some background on your company to start with--perhaps, the number of trucks you operate, how many employees, and type of work you do?

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Nick Omps- Our Company was founded in 2001. We offer a full-line of services including a full-truck repair shop, roadside service, heavy hauling and of course towing. We currently have 23 employees

and operate about 30 pieces of equipment ranging from a few light- and medium-duty units, sliding axle trailers, heavy wreckers on up to a 60-ton Rotating wrecker. Custom Built Mfg. - As far as your towing operations are concerned, how many calls a month does your company run? How many major incidents do you

handle a year? Nick Omps - We run about 350 to 400 tow calls per month. We donâ&#x20AC;&#x2122;t get as many major incidents as other areas do -- maybe 6 to 7 a year. We do keep busy with towing and basic recoveries like winch outs, load shifts, trailer drops etc. Custom Built Mfg. - What type of heavy wreckers do you operate currently?

Nick Omps - We have something from everyone pretty much. Before we purchased our Custom Built units, we relied on our 40-ton slider to do a lot of recovery work. We also have some other brands of heavy wreckers we use for everyday towing. Custom Built Mfg. - What units from Custom Built do you currently operate?

Volume 6 â&#x20AC;˘ Issue 3 | www.towprofessional.com | Tow Professional

Nick Omps - We currently have one 12-ton Custom Built unit, three CB30HD 35-ton Custom Built units and one CBR50/60 3 stage, 5 winch Rotator from Custom Built. The CBR50/60 and one CB30HD are our first-out trucks for all major incidents or recoveries. Custom Built Mfg. - Can you tell me a little about what made you choose to build your first Custom Built unit? Nick Omps - Back in 2009 or 2010, we would stop by your booth at the tow shows and check out the trucks. Each year we would see changes in the units including structural and aesthetic changes. We also spent some time talking with Derek, founder of Custom Built, about how the units were built and how we would like to have ours built. I think what we liked at first was the fact that we could give our input directly to the owner. We made the trip out to Kane, PA to check out the build process and ordered our 12-ton wrecker. Custom Built Mfg. - You have now built 5 units with Custom Built Mfg. How has that process been for you? Nick Omps - It has gone well. Every build has been a little different. Before each build, we talk with Derek about what we would like to have done with 46

each truck. We always build on preowned chassis, and he is able to stretch the frames for us and paint the cabs with our custom design saving us time and money. We send images back and forth during the build to make sure things are going as planned or if we would like to change something midway thru. Overall Custom Built Mfg. has been able to accommodate 95% of our custom requests. Custom Built Mfg. - You have built and purchased multiple units now. I assume they have met or exceeded your expectations?

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Nick Omps - Absolutely! They handle just about anything we throw at them. We tow heavy and awkward trucks like Ladder trucks and Pumpers with our Rotator often, and our CB30HD units stay busy with very little down time at all. They have become the lead trucks in our fleet. Custom Built Mfg. - Your first Custom Built Mfg. truck was built in 2011, and you now have 5 units from us. At some point, you have needed a repair piece or to repair one of your units I am sure. Can you tell us about that process? Nick Omps - Sure, we have had a few things break just like everyone has. The

difference is that if I need a part for one of my Custom Built units, I can make one phone call and talk with Derek and have a part the next day if I need it. He has stood behind all of our units even after the original warranty ran out. On our newest truck, he has included a written 10-year structural warranty. Custom Built Mfg. - What keeps you coming back to Custom Built Mfg. to build your wreckers? Nick Omps - A couple of things keep us coming back, I think. One of our major deciding factors to build our first unit with Custom Built Mfg. was the quality and craftsmanship. We now own multiple units, and you can see the progression thru all of them. I am picky about the aesthetics of our trucks, and I feel like our trucks keep getting better and better. The second part would be customer service and your openness to feedback from us. We have had many long conversations about developing new products or changing a design for a specific reason, and you can now see those changes on every Custom Built unit. I know other customers have had that same experience. Custom Built Mfg. - I am sure you are getting close to your next call so before we end the interview, can you just tell us if you have any new trucks in works for 2017? Nick Omps - We currently have another CB30HD being built. Is it done yet? Custom Built Mfg. - Ummm… well that’s all the time we have for today. Thank you, Nick for giving us a few minutes out of your busy schedule. N 800-540-5151 www.CustomBuiltMfg.com Volume 6 • Issue 3 | www.towprofessional.com | Tow Professional

Whether you’re looking to break into the heavy-duty market or expand your fleet, getting the right truck at the right price is crucial for your success. It might be hard to believe, but affording the trucks your business needs doesn’t have to be difficult, even when it comes to those heavy-duty rotators you’ve been eyeing. The secret? A great financing plan. To help you get started, here are five tips for financing heavy-duty tow trucks. 1. Find the Right Equipment Financing Partner. In order to get a great financing plan, you need a great partner. You have a few options here: banks, general lenders, and specialized tow-truck financing companies. Though they all have pros and cons, truck financing companies tend to outshine the others in the pro column. Because of their specialization, the consultants tend to have a high level of industry expertise and are more likely to create a unique plan for your business. Find a company you trust and build a relationship that will last. A few things to consider when choosing your lender are: 48

Experience- Look for a company that’s been in business for a while and knows your industry as well as you do. Check out their website and see if they talk specifically about tow-truck financing and usedtruck financing. Look for a company that knows the industry, and the trucks will be better equipped to help you get the funds you need. Plus, you won’t have to explain what a heavy-duty wrecker is to every person you talk to. That alone could be a good enough reason to work with a truck

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financing company. No Restrictions- Since new trucks are often out of the budget, it’s common to look for used. Because of this, the most important thing to look for in a lender, when you plan on financing a used heavyduty tow truck, is no restrictions. Find a lender that won’t set age, mileage or term restrictions. It’ll be much easier to get financing for a used truck if your lender doesn’t impose these restrictions. Flexibility-Every business is different and your lender should understand that. A financing partner with a reputation for having flexible financing is your best bet for getting your ideal plan this time and for future financing needs. Convenient and Quick-Tech-savvy lenders make the whole process easier and faster. Online applications and quick approvals ensure you won’t be waiting around for a financing consultant to get back to you. 2. Consider Used. Going with a used tow truck is often the best way to get the heavy-duty truck your business needs without breaking the bank. A quality used truck can take on the

same jobs a new one at a fraction of the cost. As an added bonus, used trucks will depreciate less over time making them a great investment. You may have heard that getting financing for a used truck, especially a heavy-duty one, can be difficult, but that isn’t always the case. When you follow the pointers previously listed for finding the right lender, financing used can be almost as easy as financing new. Pro tip: Before committing to a used truck, check with your insurance company. Some insurance companies won’t insure a truck over 30 years old.

for 90 days.” Basically, it means you can put off your first few monthly payments, usually three to six months. It’s a great option if you’d like your truck to start bringing in

some revenue before you start paying. 100% Financing- No money down or 100% financing both mean that you don’t need to make a down payment; the entire

3. Know Your Options. There are tons of financing options out there, and it can be easy to get lost in the complicated jargon. But it’s still important to know what kind of plan is best for you. To simplify things a bit, check out these jargon-free explanations of common plans used to finance tow trucks: Deferred Payment- This is often referred to as “buy now, pay later” and “no payment

Volume 6 • Issue 3 | www.towprofessional.com | Tow Professional

cost of the equipment is broken down into manageable monthly payments. It comes in handy if you don’t have big pile of cash laying around to put into a new truck. TRAC Lease- A Terminal Rental Adjustment Clause (TRAC) can only be

used on a tow truck that is used for business at least 50% of the time. The great thing about this option, which qualifies for any motor vehicle or trailer, is that it lowers your monthly payment by making your end of lease payment a bit larger. With

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this option, you won’t have to deal with a large monthly payment while you’re waiting for your truck to bring in some profit. 4. Evaluate Your Credit.

The easiest way to get a great financing plan is to have a good business credit score. You probably already know that making payments on time and being responsible with your finances help build your credit. What you might not know is that you don’t have to have perfect credit to get truck financing. Some financing companies with work A, B, C, and even D credit. You might not get the exact terms you wanted, but you should be able to finance the truck your business needs. As an added bonus, utilizing financing and making regular payments helps to boost your credit score. 5. Calculate Monthly Payments. When you look at the cost of a new heavy-duty truck, it can be pretty intimidating but you have to remember that the price will be broken down into manageable payments. Rather than setting your budget based on the cost as a whole, figure out what you could afford to pay each month. Some lenders have a monthly payment calculator on their website that lets you figure out what your monthly payment would be based on equipment cost. It’s a great tool for budgeting for new equipment. Get Started! Taking the plunge and applying can be the hardest step, but hopefully after reading these tips, you’re ready to get started. Expanding your fleet or breaking into new markets could be the best business move you make, and financing will help you get there. About the Author Nick Lionello has been a Business Development Consultant at Beacon Funding, an equipment financing company specializing in the commercial truck and decorated apparel industry, for 11 years. He continually works to help towing businesses grow through financing and is committed to providing business owners with quality information on the financing and leasing process. N 847-897-1750 www.BeaconFunding.com Volume 6 • Issue 3 | www.towprofessional.com | Tow Professional

After banking over 10 years of experience as a tow operator and tow-truck fleet manager, I began my tow career at the age of 20 as a roadside assistance for an AAA contractor. At the age of 23, I moved into repossessions and privateproperty towing which allowed me to grow my tow-truck vehicle operation, logistics knowledge, and work in operations in many states. I joined Icom North America in 2012 and have worked hard to introduce the towing industry to the benefits of utilizing propane autogas. I know many of you have seen me at trade shows and industry events, but have you ever stopped to talk and see how converting could benefit your business? There is a reason why buses, service vehicles, and many other fleet type companies have started using propane autogas, and itâ&#x20AC;&#x2122;s not just because they like change. What have they figured out? Icom North America was founded in 52

2004 and is located in New Hudson, Michigan. Icom certifies, manufactures, and distributes the patented Icom JTG II Propane Liquid Injection vehicle systems in both Bifuel and Monofuel (Dedicated)

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versions. Icom is the clear leader in the industry with over 1000 EPA certified vehicle platforms focused on popular fleet vehicles especially several of those utilized in towing company fleets such as

Ford and GM pickup trucks and vans, Isuzu NPR and Ford F350- F450-550650-750 tow trucks. There are over 100 Installation and Service Points across the USA. Also, there are over 28,000 vehicles utilizing the Icom Technology in North America utilizing hundreds of millions of gallons of propane autogas. Icom founded the United Propane

Autogas Solutions Group (UPAS) which provides a One-Stop Shop solution that helps you make a seamless transition to utilizing propane autogas as your fuel of choice and achieve huge fuel costs savings! What benefits are there in injecting propane in a liquid state? • Gives the engine a cold charge

which can increase engine life. o Propane in a liquid state is at minus 44 degrees which lowers the intake temperatures. • Increases horsepower and torque as compared to gasoline. o Propane has an equivalent value of about 105 Octane. • Emits zero propane smell. o A Propane Liquid Injection system is a sealed system and does not emit a propane smell. Propane is a domestically-produced fuel source with a historic lower price difference average of about 50% less than gasoline. Tow companies around the USA are already enjoying huge fuel costs savings by utilizing Icom JTG II Bifuel Propane Liquid Injection systems today. The Bifuel system allows a tow truck to have extended fuel range by utilizing propane as a primary fuel source and utilize gasoline as a backup.

Volume 6 • Issue 3 1 | www.towprofessional.com | Tow Professional

What the Icom/ UPAS will do for you: Bring the fueling infrastructure onsite with little or no upfront costs! Working closely with their network of fuel suppliers, most all will provide the fueling station at little or no upfront costs. Work closely with their propanefuel partners across the USA to help you achieve huge fuel costs savings! Our Autogas Specialist will study your tow trucks operation to advise you how to optimize your utilization of propane. Green your fleet and lower your

carbon footprint which will differentiate your company from your competition. A Propane-powered tow truck has zero particulate matter coming out of the tailpipe. Particulate matter is the dirty black exhaust constantly coming out of a diesel tailpipe which can lead to lung can-

Tow Professional | Volume 6 â&#x20AC;˘ Issue 3 | www.towprofessional.com

cer, asthma, and many other health complications. Which vehicle do you think your community would prefer? The Icom JTG II Bifuel Propane Liquid Injection system is the next big thing because lowers your carbon footprint and saves you lots of money!! N icomnorthamerica.com

As we progress into the second century of towing, we would be remiss if we did not look at how we have progressed and where we missed out. The importance of towing came at the same time as the arrival of the automobile. Exactly who invented the automobile is a matter of opinion. If we had to give credit to one inventor, it would probably be Karl Benz from Germany. Many suggest that he created the first true automobile in 1885/1886. At the beginning of the century, the automobile

entered the transportation market as a toy for the rich. Henry Ford produced the Model T to be an economical car for the average American. By 1920, Ford sold over a million cars. As time went on, more automobiles were starting to appear on the roadways and starting to increase in volume and, of course, the incidents increased. Initially, horses or mules were used to bring the vehicles back to the roadways, but there had to be a better way. Ernest Holmes Sr., an auto-repair shop

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owner in Chattanooga got an idea after assisting a friend of his from business school, John Wiley, after Wiley's Model T flipped over into a ditch. Holmes then modified his 1913 Cadillac to pull cars and transport them to his garage by affixing an iron chain, a pulley, and several poles to the back of his Cadillac. Holmes quickly patented his invention, and thus the towing industry was born. He spent the next two years theorizing and forming a concrete idea filing his patent on January 17, 1918. The basis for Ernest Holmes, Sr.'s

patents was the unique concept of having a "split-boom" wrecker that could anchor the truck on one side and retrieve from the other side without tilting the wrecker. This was especially useful when a wrecked vehicle had gone down a steep embankment. It was such a great new idea that auto shops wanted these wreckers. Since the police departments nationwide were dealing with these crashes, the desk sergeant would have to know a garage that had one of these wreckers. Eventually, the volume kept increasing and so did the need to have the garages to respond to tow these cars. The method of contacting a wrecker slightly improved as cities entered into agreements with the garages. But the actual request from the officer on scene to the tower has not changed until now. While we have improved the equipment used today in comparison to 1918, the actual request for service is antiquated. Towers now have rotators, car carriers, wheel lifts, etc. but have not changed their dispatch process. I believe all of the changes for the last 100 years were in the best interest of efficiency and safety. In

todayâ&#x20AC;&#x2122;s world of electronic advancement with computers and the internet, cities, and towers alike are missing one the greatest improvements in the industry.

AutoReturn is revolutionizing the towing industry with their Municipal Towing Management. Major cities are recognizing a unique process that takes them out

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of the day-to-day towing issues that they used to face. Through AutoReturn, now a simple 15 second input of info by a police officer and the tow request is dispatched and the truck is on-scene with the best response times ever. No need to follow up and check to see if that truck is in motion. You have to look at what changed in Austin, TX. Response times were as high as 40 minutes due to traffic congestion and just the antiquated phone calling process. They are now receiving trucks on scene in 8-9 minutes. Cities are thrilled to get that officer off scene quicker which equates to less chance getting hit roadside, less traffic disruption, and less secondary accidents. Towers are realizing long-term contracts without city politics while receiving their full rate. In fact, most tow companies answer their phones when the business is closed, and now they don’t have to take police calls by phone. The tow request goes directly to the driver. Damage claims are extremely low due to the photographs taken. Towers are able to just focus on the job at hand and no other distractions. Due to AutoReturn’s

growth to over 225 tow companies and over 2000 operators, there is now a benefits program to even further their profitability with discounts on equipment, financing, a tire program, fuel program, and many other cost cutting programs. The group size is growing and next will be looking at discounted insurance through

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the training that is provided and, of course, less time exposed roadside. AutoReturn understands that only a happy and profitable tower will give the results needed. How long before your city enters the next century? N www.AutoReturn.com

Collins Dollies 541-7 74-9220 collinsdollies.com

Dealers place

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Dealers place

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Dealers market place place

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market place

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COMPANY

Agero . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

Flow Stop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .64

Southern Tow Expo & Beach Bash . . . . . . 32, 33

Atlanta Wrecker . . . . . . . . . . . . . . . . . . . . . . . . 62

Hal Kresser . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Smyrna Truck . . . . . . . . . . . . . . . . . . . . . . . . . . . 62

Austin Hinds Motors . . . . . . . . . . . . . . . . . . . . 61

Hide-a-Lift . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Steck Manufacturing . . . . . . . . . . . . . . . . . . . . . 14

Austin Insurance . . . . . . . . . . . . . . . . . . . . . . . . 50

Holly's Message Service . . . . . . . . . . . . . . . . . . 58

Swoop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

Auto Data Direct . . . . . . . . . . . . . . . . . . . . . . . 43

ICOM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53

TIS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .57

AutoReturn . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55

INA Towing Network . . . . . . . . . . . . . . . . . . . . 37

TomTom . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

AW Direct . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54

Industrial Netting . . . . . . . . . . . . . . . . . . . . . . . .63

Towbook . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Beacon Funding . . . . . . . . . . . . . . . . . . . . . . . . . 49

Interline Risk Services . . . . . . . . . . . . . . . . . . . .57

TowMate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Beacon Software . . . . . . . . . . . . . . . . . . . . . . . . 21

Jerr-Dan . . . . . . . . . . . . . . . . . Inside Front Cover

Tow Trax . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .62

Boxes 4 U . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Lift and Tow . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Towing Museum . . . . . . . . . . . . . . . . . . . . . .38, 39

Budget GPS . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54

Lodar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Tracker Management . . . . . . . . . . . . . . . . . . . . . .7

Clore . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37

Manufacturer Express . . . . . . .Inside Back Cover

TRAO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19

Collins Dollies . . . . . . . . . . . . . . . . . . . . . . . . . . 60

Marking Pen Depot . . . . . . . . . . . . . . . . . . . . . .63

United Plastic Fabricating . . . . . . . . . . . . . . . . . 13

Custer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31

Mike Keith Insurance . . . . . . . . . . . . . . . . . . . . 58

Urgent.ly . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25

Custom Built . . . . . . . . . . . . . . . . . . . . . . . . . . . 47

Miller Industries . . . . . . . . . . . . . . . . . . . . . . . . . .5

VTS Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

CW Mill . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

OMADI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Waters Truck . . . . . . . . . . . . . . . . . . . . . . . . . . . 59

Deep South Wrecker Sales . . . . . . . . . . . . . . . 60

Recovery Billing . . . . . . . . . . . . . . . . . . . . . . . . . 43

WeBuyKeyFobs.com . . . . . . . . . . . . . . . . . . . . . 29

DPF Remedy . . . . . . . . . . . . . . . . . . . . . . . . . . . 51

Robert Young . . . . . . . . . . . . . . . . . . . . . . . . . . . 61

Weiss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Driveline Buddy . . . . . . . . . . . . . . . . . . . . . . . . .51

RP Consulting . . . . . . . . . . . . . . . . . . . . . . . . . . 50

Wrecker Rentals . . . . . . . . . . . . . . . . . . . . . . . . 61

Dynamic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

RV Wheel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Zacklift . . . . . . . . . . . . . . . . . . . . . . . . Back Cover

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