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TOW PROFESSIONAL

CONTENTS

Volume 7• Issue 4 2018

www.towprofessional.com

Feature: camera systems I N D U S T RY NEWS TOWING & RECOVERY

28| AW Direct / MENZEL Technologies 30| AT&T 38| TomTom Telematics 44| Fleet Time Solutions

Insightful talk 20 | How to Compete and Win

EVENts 20| Southern Tow Expo & Beach Bash

Scene Photos 50 | Photos: HJ Towing & Recovery, Inc. 52 | Photos “Seen from the Scene”

Company Services 54 | Zellner Insurance 55 | VP Building Solutions

Feature: Dispatch 26| Holly’s Towing Dispatch

56| Custer Products 58| TowMate IN EVERY ISSUE 4 | Publisher’s Letter 59 |Dealers Place 2

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63 | Market Place 64 | Ad Index

PUBLISHER’S

LETTER

Professional Your Resource for Towing & Recovery

Volume 7 • Issue 4 2018 www.towprofessional.com

Summer is Here! Summer is here! So, if you have not packed up your winter clothes, now is the time! Many have had proud life and family moments with their loved ones walking across preschool, high school, college and master’s level graduation stages. Consequently, there has been a mass exodus from schools into the homes and right into summer activities. Grass cuttin’, pool splashin’, BBQ grillin’ (my favorite!), and fun family outings all are hitting the scene. As traffic amps up, so do the opportunities for our towers with more people in need across the nation. A fantastic way to cap off a great summer of hard work before school starts back in the fall will be to make a run to the beach in beautiful Orange Beach, AL for Tow Professional’s national towing trade show, Southern Tow Expo & Beach Bash August 10-12! You all have worked hard, and some of you have not been on a vacation in years being so committed to your job and serving the public. This would be a terrific way to “sharpen the saw” of your business to keep it on the cutting edge while you and your family can enjoy some long-deserved beach time and even write it off as a business expense! Not only is Orange Beach a strategic place for you to reboot you and your family with some R&R, Southern Tow Expo & Beach Bash is a great opportunity for you to grow your business with a great line up of events: Thursday morning kicks off our Deep-Sea Fishing Tournament. Thursday night associations from across the Southeast and Midwest converge at Perdido Beach Resort for our 2nd Annual Towing Association Dinner with first responders from the area joining us for the first time! On Friday night, Santander, and TowMate are throwing us an on-site beach bash at the Marriott Springhill Suites with a live band, a shrimp boil and plenty of hydration to keep you cool while you look at top towing products in the towing industry at great deals for your business. On Saturday night, you all are invited to join us for a party for all exhibitors and attendees alike at TomTom Night at the world-famous FloraBama! Throughout the show, we will have live demos by Jerr-Dan and Custom Built, training and certification by WreckMaster, and strategic seminars on practical topics like how to protect your assets and how to have a damage-free entry into a vehicle and more! We have designed a towing trade show just for you! For more details, read my editorial later in the magazine and go www.southerntowexpo.com to register for the fishing tournament, training, and the show itself, Southern Tow Expo & Beach Bash. Book your rooms today as they all are filling up fast! Also, enjoy our edition on mobile cameras, the latest in industry news and cuttingedge products to increase business bottom-line revenue. Using the right tools for the towing trade can make a job faster, more efficient, and more profitable! Thank you again for your readership, and I look forward to seeing you at the beach. Stay Safe and Keep Reading,

Darian Weaver Publisher Tow Professional Magazine

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PUBLISHER Darian Weaver President & Publisher darian@towprofessional.com

Butch Cole National Sales butch@towprofessional.com __________________________

PRODUCTION Dana Scott Creative Director dana@towprofessional.com

Gene Eudy Editor gene@towprofessional.com __________________________

CONTRIBUTING WRITERS Emilio Baez - Fleet Time Solutions Torsten Grunzig - TomTom Telematics Andy Haag - Custer Products Kathleen Freeman - Holly's Towing Dispatch Dan Messina Michele Smedburg - AW Direct Jeff Spadafora - Zellner Insurance Darian Weaver - Tow Professional

__________________________

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., 2007 Old Montgomery Hwy., Suite B, Birmingham, Alabama, 35244, 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.

For a new free subscription, address changes or corrections, please visit www.towprofessional.com and click on the “subscribe” tab.

I N D U S T RY NEWS OW WI IN NG G& &R REEC CO OV VEER RY Y TTO

GROWING ITS PRESENCE IN LATIN AMERICA, JERR-DAN HIRES FIRST DISTRICT SALES MANAGER FOR THE REGION Industry Veteran, Francisco Javier Vargas Huerta, to Lead Sales and Aftermarket Jerr-Dan Corporation is growing its presence in Latin America by hiring its first District Sales Manager for the region, Francisco Javier Vargas Huerta. An industry veteran previously with Jerr-Dan’s sister company JLG Industries, Inc. whom together represent the access segment of Oshkosh, Francisco joins the organization as it continues to lead the industry with innovative product lines and expand on its focus on developing the Latin America market for the industry. In his new role, Vargas Huerta will lead Jerr-Dan sales and aftermarket development initiatives for the region. His responsibilities will also include assist dealers with business management to assure profitable market growth and customer satisfaction. He will report directly to Jeff Irr, Senior Director, Sales and Marketing at Jerr-Dan. “We are excited to welcome a professional of Vargas Huerta’s caliber to the Jerr-Dan family,” said Richard del Campo, vice president, general manager at Jerr-Dan. “He brings almost 30 years of business and sales experience to this new role as Jerr-Dan continues its steady development plan, and we continue to grow our presence in Latin America. Vargas Huerta business relationships and leadership skills will be a valuable contribution to our organization’s growth strategy.” Prior to joining Jerr-Dan, Vargas Huerta served as District Manager in Mexico for JLG Industries, Inc., (also an Oshkosh Corporation Company), a leading global manufacturer of aerial work platforms and telehandlers. His responsibilities included

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oversight of sales, service and aftermarket support to customers as well as support of JLG’s business development in Mexico. Previously, he held senior level managerial positions at Arquidiseno, SA CV, Dimai and Arquitectoma. Vargas Huerta holds an architecture degree from Universidad Intercontinental (UIC) in Mexico City. He is a member of the Mexican Association of Machinery Distributors (AMDM) and a representative for International Powered Access Federation (IPAF) in Mexico. www.jerrdan.com

I N D U S T RY NEWS OW WI IN NG G& &R REEC CO OV VEER RY Y TTO

The Growing Number of Ring Leaders in Towing and Recovery Miller Industries hosts their largest attended Ring Leaders rotator course yet.

Miller Industries began offering their “Ring Leaders” product familiarization course for the design, maintenance and recovery techniques of rotators in Connecticut in 2005 before moving to Chattanooga in 2006. The course is typically offered twice each year with one in the Spring and another in the Fall. Until recently, the course was held at the International Towing and Recovery museum in Chattanooga, TN. Demand, however, has grown to a point in which Miller Industries had to seek out a larger venue in order to accommodate addition8

al attendees. “It’s encouraging to see the eagerness of so many towing and recovery operators willing to learn through our Ring Leaders course” said John Hawkins, Vice President of Heavy-Duty Wrecker Sales for Miller Industries. “In just one year’s time, we have doubled the capacity of our bi-annual course from 80 to 160 students due to increased demand for our course.” Hawkins continued. Miller Industries plans to offer another Ring Leaders course this Fall in Chattanooga, TN. For more information

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regarding the upcoming course, reach out to your Miller Industries distributor. Miller Industries Towing Equipment is the world’s largest manufacturer of towing and recovery equipment. Miller Industries offers a variety of products from light-duty units with 8,000 lb. tow ratings to 75-ton heavy-duty rotator units. All of which fall under the Miller Industries family of brands of Century®, Vulcan®, Chevron™, and Holmes®. www.millerind.com

I N D U S T RY NEWS OW WI IN NG G& &R REEC CO OV VEER RY Y TTO

Have You Heard About the TRAA Legislative Advocacy Network®? The TRAA Legislative Advocacy Network® (TRAA LAN®) is a national collective of towing professionals organized by the Towing and Recovery Association of America, Inc.® (TRAA) to address legislative issues impacting the towing industry. The TRAA LAN® is here to help you! Formed in late 2016, the TRAA LAN® has already achieved success tracking and developing action plans regarding both state and national legislative initiatives. The group has reviewed over eight state legislative issues in just a short year. One of our most recent accomplishments has been assisting TRAA with the filing of a much needed ELD Exemption. In December 2017, TRAA submitted a formal ELD Exemption petition to FMCSA. While it is pending as of early May 2018, we are hopeful for a positive outcome. Secondly, we have been working to educate legislators about the National Council of Insurance Legislators (NCOIL) Consumer Protection Towing Model Act. The model has the potential to become a national concern by creating an unsafe working environment for towers and other first responders. Representatives from TRAA and the TRAA LAN® will be meeting with NCOIL in late May to continue lobbying against the negative and unsafe aspects of the model. TRAA LAN® member, William E. Johnson of Hampshire Towing, nicely sums up the LAN by saying, “I have been asked to give some insight on the TRAA Legislative Advocacy Network® (TRAA LAN®). The name itself explains the mission: "Legislative" to be active on federal and state legislation as it relates to the towing and recovery industry, and "Advocacy" the act or process of supporting a cause or proposal: to be involved in the creation of federal legislation that will help promote the towing and recovery industry and to advocate on behalf of and support state associations with their leg-

islative activities to better the industry. I want to stress the name is Legislative Advocacy Network, not Legislative ReAction Network. This means being proactive not reactive, thus we need a network. The "Network" is us, the towing industry. If you are a company owner or a driver or an association member that knows of negative legislation, get in touch with the LAN. If you know about positive legislation that needs support, call the LAN. The LAN will be the voice for the industry on a federal level. The LAN will be there to support the state associations. The towing industry needs to be the eyes and ears; let’s all work together for the betterment of this beloved profession.” How can you help TRAA and the TRAA LAN®? Get involved! The next phase of the TRAA LAN® is to develop what we call the Advocacy Collective of Towers™ (ACT™). Members of the ACT™ will be called upon to reach out to their legislative contacts when an urgent or pending legislative issue needs support. This grass-roots approach is effective and gets the job done. Legislators listen to constituents in their jurisdiction, so we need ACT™ members in every state ready to engage. If you are involved legislatively in your state or community, why not join the ACT™? Contact the TRAA Office today at contact@traaonline.com. Billy Drane of Miller Industries explains that, “having a network of people throughout the country that can assist and/or provide insight on legislative issues is such a powerful tool. With the ever-changing legislative environment that we live in today, having people that are aware and can be proactive when legislative issues arise that either positively (or possibly negatively) impact our industry is a must!” Working cooperatively, the TRAA LAN® and the ACT™ can build a better future for the towing industry. We must

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work together: company owners, industry professionals, state associations, and industry partners to achieve this goal. We must put our differences aside, reach across state boundaries, and stand united. Jeffrey Godwin, VP Software Solutions for FleetNet America®, states, “Our industry has long needed a group of leaders who work together regularly and can be called on as a group to respond to legislative needs. Additionally, we need a voice in front of our elected officials in an on-going manner at each level of government. Through the LAN, and its associated ACT™ now in development, we can accomplish both. The long process of fighting the headwinds and heavy lifting can be moved forward to achieve awareness of our issues and to build relationships that can further be instrumental in solving our immediate needs when they arise. Being a part of TRAA is only natural, and TRAA’s work in the industry is bringing about positive changes. I am proud to be a part of the LAN and encourage towing and road service business owners to consider being a part of the ACT™. I look forward to the results that can be ours if leaders in every state and municipality across the country come together to work for the industry.” In closing, we encourage state towing associations and towing professionals to contact their regional LAN representatives when a legislative issue arises. Let us help you and our industry! For a complete list of the TRAA LAN® members and our ongoing accomplishments, visit http://traaonline.com/traa-lan/.

I N D U S T RY NEWS

Custer’s LED Technology Lights the Way

Most of Custer Products’ wide array of high-performance lights utilize light-emitting diodes (LEDs) to achieve bright beam patterns, while keeping energy usage to a minimum. LED has been around for decades, offering state-of-the-art technology for today’s high power lamps. What is an LED? It’s a two-lead semiconductor light source--when voltage is applied to the leads, electrons release energy in the form of photons creating light. The effect is called electroluminescence with the color of the light corresponding to the energy of the photon. LED’s are normally small, (less than 1mm) and have an integrated optics area used to aim the light in a focused direction to create spot and/or flood patterns. LED’s were first used as practical electronic components in 1962 with the earliest LEDs emitting low-intensity infrared light. The first visible light LEDs were low intensity, limited to red, and used with such products as calculators and digital clocks. However, today’s LEDs can now be manufactured to shine in infrared, ultraviolet, and in all the colors of the visible spectrum. The price of semiconductor devices has plummeted since the year 2000, however, making LEDs a more viable lighting solution and transforming the lighting industry. Per-watt, LEDs have a higher luminous efficacy (how efficiently electricity is converted to visible light) as compared to 12

incandescent lights. For example, a typical LED bulb produces 80-130 lumens per watt in contrast to an incandescent bulb's 17 lumens per watt. LEDs also compare favorably against Xenon HID light sources, which typically range 60100 lumens per watt. LEDs not only provide more usable light than traditional lighting sources, their unidirectional light output often removes the need for inefficient reflectors. Additionally, for automotive applications, the color of the light can be engineered to be much closer to that of natural light, which makes driving at night less of an eye strain. The great efficiency of LEDs allows a much higher percentage of electrical power to go directly to generating light, reducing electricity demands and reducing the draw on vehicle charging systems in comparison to incandescent, halogen, and HID lighting systems. The benefit of this reduced draw allows for an increase in the number of lights that can be installed on the vehicle. While LED lighting systems are often initially more expensive than halogen or HID systems, their longevity offsets this cost. Consider that the typical LED can last 30,000 to 100,000 hours. An average halogen bulb needs to be replaced after 1,000 hours and an HID bulb

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after 1,000 to 5,000 hours. With LEDs, bulb replacement costs are virtually negated. Additionally, their small plastic bulb makes them very durable, and being solid state means no filaments, so units LEDs are immune from shock and vibration. Their compact size allows LEDs to be packaged into small lamp housings. In the case of Custer Product’s lamps, benefits include light weight and mounting location versatility. Additionally, the small frontal area of the lamps decreases wind resistance, which can improve fuel economy. Overall, Custer LED lighting technology provides bright beam patterns, minimizes energy use, allows for compact lamp housing size, and significantly increases the hours of use. Custer Products integrates LED technology into nearly all of our innovative lighting systems lamps for superior performance, durability, and reliability. 800-490-3158 www.custerproducts.com

I N D U S T RY NEWS OW WI IN NG G& &R REEC CO OV VEER RY Y TTO

TomTom Telematics Launches Next-Generation Fleet Management TomTom Telematics has launched a new product line-up to enable faster, more efficient, fleet management. The Software-as-a-Service (SaaS) solution, WEBFLEET, has been completely rebuilt and includes brand new features and a fresh, more intuitive user experience that includes advanced customization capabilities. The revamped software is enhanced when coupled with the new range of TomTom PRO driver terminals. Together they help provide more effective job dispatch while delivering market-leading routing, navigation, and traffic information. We have drawn upon more than 18 years’ fleet management expertise to develop our next generation products, incorporating feedback from our 48,000strong global customer base, said Torsten 14

Grunzig, Director of Sales for TomTom Telematics North America. The simple and clean WEBFLEET interface offers a superior user experience, and new architecture enables quicker development of core features. It also facilitates faster development and deployment of connected partner applications, enabling the technology to adapt and evolve according to customers’ needs. One of the newly enhanced features enables managers to pre-plan specific routes in New WEBFLEET using an increased range of criteria to help ensure drivers follow specified routes, or avoid certain locations. These routes can then be sent directly to drivers via the new TomTom PRO 5350/7350 driver terminals. This is particularly valuable for industries where drivers are required to follow

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predefined routes, such as waste management, or for avoiding accident hotspots. WEBFLEET maps and reports can be more extensively customized to suit individual preferences, delivering fleet insights faster. The interface has also been optimized for tablets, meaning WEBFLEET offers greater support for flexible working, accessible now on any screen, anywhere. New WEBFLEET is available to all TomTom Telematics customers across 60 countries, in 13 languages. The new TomTom PRO driver terminals are now available throughout Europe, Australia, New Zealand and South Africa. In June, they will be available in North America, Chile and Mexico. www.tomtom.com

Insightful talk

ByBy D .J. D an Harringt Mes s ina on, CSP

How to Compete and Win

am currently working closely with Southwest Tow Operators to try and build our membership back up to 1,000 members. I am finding that a lot of the tow companies in Texas are struggling to survive. With the price of gas going up, insurance is hard to find, and the state is regulating us right out of business. It’s time for you to reevaluate your business and come up with some new ways to market your services. There are more effective and less effective ways to market your company though. You can tell everyone how bad the competitor is, or you can tell everyone how good you are. I have always talked about how good I was; I did not want to create a war of words with my competition because that means I was stooping to his level. I’m not saying I never knew my customer’s faults, I just never talked about them. Marketing your company in your area 16

can create a battleground between you and your competitors, and that’s a battle I want to win. When it was time to market my company, here are a few things I did to win the battle: Analyze the Industry Studying the competition allows you to find weaknesses in their organizations. Call them up for a tow and see what process they go through to perform their

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service. Look at the truck that comes to get you, and the driver to see if they know what they are doing. You will see what they charge and the type of customer service they have. I provided private-property towing to many apartments. My competitor would leave one of their cars on my property, and I would tow it. They came and paid it out and looked at the receipt to see what charges were on the receipt. I had a PPI charge on every vehicle towed. My competitor started to charge a PPI fee, so I ask him one day what the PPI fee was. He said he did not know; he got it from me. You can learn a lot from your competitor just by analyzing what they do and the types of services they offer. Outshine the Competition Now that you’ve gained knowledge about your competitors, put it to use.

Create a more professional, user-friendly website. Work to take your competitors out of the picture. By limiting their market appeal, you can increase your own. Your goal is to provide the most effective and

efficient service so customers recognize the quality of your company as well as its integrity. I never talked bad about my competition; I compared my services to theirs and won most of the time.

Focus on Customer Service Do this by assembling the best team possible. After all, your business is only as good as your employees. They are the face of the company, and this is who your

Volume 7 â&#x20AC;˘ Issue 4 | www.towprofessional.com | Tow Professional

Insightful talk customers see first. Positive and resourceful customer service helps and creates the best shopping experience for your customers. Create Opportunities This can be difficult. As you’re putting together the best team, best product, and best marketing, you want to keep a low

By D an Mes s ina

profile. If you’re overexposed, your competitors will notice quickly and begin fighting back for market share. Try to keep your company under the radar as long as possible while also gaining valuable and dedicated customers. Once your customers understand the quality and reliability of your business, they will remain loyal and send you additional business.

Maintain Your Lead You should know your business better than anyone. Be proactive and deliver a quality service consistently. The most successful entrepreneurs anticipate future advances in technology, customer service, and production and incorporate them into their game plans. You need to constantly push yourself and your team to new heights through active research and by attending tow shows and other seminars. While price is important, it’s a service, and the company with the best service wins. Here are a few things to compete on besides price: #1 – A Wider Range of Services If you sell the same service as your competitor and that’s all you sell, then your value proposition to customers isn’t all that great. What if instead of just providing tows, you do lockouts, jump starts, and any other service you can think of. Then you’re less dependent on a low price being the primary motivator for people looking at your company. #2 – A Well-Known Company/Organization That’s a Customer The first customer I signed up was Richardson school district. I never towed a car for them, but I put my signs up in 87 different locations. That was great advertising. I also let all my potential customers know I had that contract because that would tell them that my drivers were drug tested, had criminal background checks, and had workman’s compensation insurance.

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#3 â&#x20AC;&#x201C; Constant, Informative Communication Create an e-mail list of current customers and send them e-mails regularly. You can talk about new services. The more you keep in touch with your customers, the more they will keep you in mind. The minute they need help or

someone they know needs a towing service they will recommend you first. You need to understand your business and how it compares to your competitor. Have a team meeting and reward your employees for coming up with new ideas or new services you can offer to your customers. Your expenses

are going to continue to grow, so you will need new revenue streams to offset these expenses. You need to stay ahead of your competition with new ideas for your company. If you stay the way you are it will be soon hard to compete. Get your creative juices flowing or give me a call, and I will help you. N

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and our all new By Darian Weaver, Publisher - Tow Professional Magazine

Last year was our first annual Southern Tow Expo & Beach Bash in Orange Beach, AL by Tow Professional magazine. Hosting a first-year national towing trade show, I was excited to see some awesome things happen. We had exhibitors and attendees representing 28 states join us at probably one the most beautiful places on the planet. We chose Orange Beach for its location because of its peaceful venue of beautiful sandy white shores and turquoise waters. 20

Orange Beach is truly a place where the top products in the towing industry can meet the buyers who need them with feet kicked up enjoying the scenery at the same time. I will share the exciting details on the 2018 Southern Tow Expo & Beach Bash August 10-12 and then about one of our most exciting additions to this year’s show, our Traffic Incident Management Scenario (TIMS) event on August 12th.

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Southern Tow Expo & Beach Bash First, let’s talk about Southern Tow Expo & Beach Bash. I have been going to trade shows for many years. The people I have met at towing trade shows have become some of my great life friends as we connect not just on taking everyone’s business to the next level, but on friendship enjoying life together whether sharing photos and videos of my Greyhounds on Facebook or connecting on cars or

other life interests. There are several quality towing trades shows in the market led by people I have a lot of respect for. Whether I am headed to Orlando, FLA to attend the Florida Tow Show led by Mike Seamon and his great group of leaders or to Ohio for a great Midwest Regional Tow Show by the TRAO or to the Tennessee Tow Show where the International Towing and Recovery Museum honors the fallen towers every year or to the other quality shows in the market, I have been inspired by hard-working Americans bent on making their families’ lives better. So why do another trade show? Having been to trade shows in several markets, I have seen what does work and what does not work both as an exhibitor and attendee, so I have designed a show tailored for you to not only enjoy, but to maximize business opportunity through forging long-term relationships for years to come. I am the publisher of Tow Professional (TP) magazine, which goes out to only towing company owners across the nation. In TP, we have a simple approach: we connect products with buyers through spotlighting national companies and their top products for the towing industry in personable and informative editorials. We are a hand-shake magazine, and I have designed a hand-shake national towing trade show to connect buyers to products. Every trade show has its niche, this is ours.

What Happens at Southern Tow Expo? A lot! Last year I arrived several days early to make sure all was setup and ready to go for both attendees and exhibitors. Hosting a first-year show, and personally serving as the Event Coordinator, I did not have a front row seat--I was for sure in the game running up and down the field. I measured my steps on my trusty pedometer, and it said I walked an average of 17 miles a day! For 2018, I will have my running shoes on as our successful events are back!

Deep-Sea Fishing Tournament On Thursday morning we are headed out to sea. This was just a blast of fun last year, and we are looking for the same this year. Our Deep-Sea Fishing Tournament will be at the SanRoc Cay Marina on August the 9th arriving at 8:00 a.m. and returning at 3:00 p.m. that afternoon. We will have prizes again for “Mystery Fish,” ‘Largest Fish,” “Smallest Fish,” and “Most Seasick! (The Chumming AwardYuck!)” Last year a woman won “Most Seasick,” and even though Volume 7 • Issue 4 | www.towprofessional.com | Tow Professional

she got sick, she got right back out there and started fishing again! Impressive! Jerr-Dan Financial will sponsoring one of our boats and there is still time to register. Go to www.southerntowexpo.com and click on “Fishing Tournament” on the Home page to get ready to snag the big one!

are networking business, you will have delicious signature food from the locals, live music, kegs of beer on Friday night, and everyone is invited.

TomTom Party at the Flora-Bama 2nd Annual Towing Association and First Responder Dinner On Thursday night, state associations will converge again to meet and eat a white-tablecloth dinner. Last year we invited presidents, past president, board members and key associational towing leaders to join us, and we had over 50 leaders representing 14 states across the Southeast and Midwest for an historic interstate dialogue on the challenges towers are facing from every day towing to national legal issues. We are inviting all again to meet at Perdido Beach Resort on Thursday night August 9th from 6:00 p.m. to 8:00 p.m. Not only will we have new states joining us this year, but we will have First Responders both from both fire and police departments to meet with us from Orange Beach and surrounding areas as towers and municipalities working together for the public’s best service.

On Saturday night, we are headed to the World-Famous Flora-Bama in style! We have rented out the back half for the night and will have live bands playing, food to munch on, and the cocktails will be flowing. A party at the Flora-Bama is one of the most amazing experiences not only in the Orange Beach area, but also around the world! With multiple bands playing simultaneously in various places in the multi-bar facility which happens to be right on the Alabama and Florida line--truly the Flora-Bama! Childcare will be provided free of charge for this event only, but you must preregister by going to our website and clicking on “Attendee” and reserve care for your children 3 years old (must be potty-trained) to 10 years old.

Cutting-Edge Training and Seminars

On-Site Beach Bash by Santander and TowMate On Friday night the on-site Sandtander and TowMate Beach Bash will be an allout beach party on the premises. As you 22

Though we are setup to connect you to the top products in the nation from some of the best companies in the market, we are offering several opportunities to take your business and your employees to the next level of excellence. For the guys or gals who need towing certification, we are offering Class 2/3 certification with WreckMaster which is good for 5 years. Register also at our

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website. On Friday and Saturday from 5:00 p.m. to 6:00 p.m. in the back of the Orange Beach Event Center parking, we will be demonstrating live recovery onsite to give the guys a real-life scenario done by Jerr-Dan and Custom Built. For those of you who want “sharpen the saw” with cutting edge training, we several seminars like AutoLock who will be teaching on “Damage-Free Vehicle Entry,” and the American Society for Asset Protection will be sharing on how to protect your asset investments. In training and seminars, we have industry leaders providing you with information to take to the house and grow your business.

What About that TIMS Event? Now I just got back from Orange Beach a few weeks ago to setup our TIMS event and had a fantastic time with their city leaders. So, I want to share with you my experience introducing the impressive behind-the-scenes Orange Beach people while detailing the TIMS event and inviting you to join us for it on August 12th from 12:00 p.m. to 1:00 p.m. in the parking lot at the Marriott Springhill Suites, our host hotel. For our trip, we packed it in as we arrived on one day and left the next day meeting with the city adminstrator, Ken Grimes, Fire Chief Justin Pearce, and Police Chief Fierro along with the leaders of all our other venues. I will say Orange Beach is a fine city because of both the leaders that lead it and the people that live in it! Everyone we met was personable, attentive, and overwhelmingly supportive-just good people! Their dedication to a well-run city was evident along with their excitement in joining us in an event that not only showcased top products and services in the towing industry, but also set up training opportunities for local and national first responders promoting

one of the most important messages to be sent to the public to help save lives— the “Over One, Loose None” campaign. This movement promoted by INA Towing Network, LLC has a clear mission to: raise the public’s awareness that they are the most powerful key to life and death on our nation’s highways for our first responders, educate them on their need to make a life change so first responders can live theirs, and unite all common industry first-responders to train, educate, and motivate the public we serve to move “Over One – Lose None!’ For more ways to support this effort go to www.overone.org. For the TIMS event itself, we will recreate a live scenario of what happens in an on-site recovery from tower, to police, to fire, to EMS, and even to the person in the car. We will have a large vehicle laid over onto a car. All our first responders will each be doing what they do best setting a perimeter, lifting the vehicle off the car, cutting the person (manikin) out of the vehicle, securing spill containment, and transporting the injured person away. A

WreckMaster-certified tower will be guiding the public over the PA system step-bystep to what is happening highlighting to them how this relates to their decision to move “Over One – Loose None!” Our municipal first responders will not only be joining us for this TIMS event, they will also join us for our 2nd Annual Towing Associational Dinner so we can work even more efficiently together through strategic dialogue while promoting the “Over One, Loose None” across the nation. As we were leaving one of our meetings at city hall, there was a stir in the parking lot with people teaming about us like something very exciting was about to happen, and it was. The city of Orange Beach was supporting the nonprofit, Operation ReConnect. City Hall was serving as a check-in and welcome area for service members from the 442nd Fighter Wing coming off combat deployment from Afghanistan. The cool thing? Property owners in Orange Beach and Gulf Shores had graciously donated vacation rentals for the service members and their families to enjoy a full week of R&R!

Many of the local business offered free services to these returning servicemen and servicewomen and their families. What a reunion! The mayor, Tony Kennon, was there to meet and greet the families personally. These are the kind of people we are doing business with I am proud to say. As with us, it was not just about maximizing business, it is about making peoples’ lives better. So, I want to personally invite you to join us Southern Tow Expo and Beach Bash August 10-12, 2108 and specifically for our TIMS event on August the 12th all in one of most beautiful venues in the nation, Orange Beach, AL. It’s good to hang around good people—that is why I want you there! To register for the trade show and book your rooms now as they are filling up fast, go to www.southerntowexpo.com, and we will see you at the beach! N 888.802.8544 www.southerntowexpo.com

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Exclusively for the Towing & Recovery Industry Are you currently relying on an answering service to dispatch your afterhour and weekend calls? How is that working for you? Do the operators understand the importance of never missing a police call, immediately getting in touch with your driver or just how important those police and motor club contracts are? Years ago, we recognized that it was nearly impossible to combine towing companies with doctors, property managers, and any other industry who typically employ an answering service. At that point, Holly’s Message Service proudly became Holly’s Towing Dispatch. At Holly’s Towing Dispatch, we solely answer and dispatch for Towing & 26

Recovery professionals, 24 hours a day, 7 days a week – 365 days a year. We only focus on your field, train employees solely in towing dispatch, and understand the importance of getting every call out immediately. We go above and beyond what you will get at a typical answering

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service. Granted, not everyone uses an answering service. Most commonly, business owners who cannot justify paying an in-house dispatcher to sit and wait for the phone to ring will forward all calls to their cell phones or directly to their drivers working the overnight. When the owner grows tired of never getting a full night’s sleep, missing another holiday with their family or missing a call, that is when they call us! When a driver is picking and choosing what calls to take, losing the owner revenue, completing cash calls with no documentation or is just too busy towing to do the job of two people, that is when they call us!

Many of our customers wrestled with the idea of hiring an outside source to dispatch their calls well before they began using our services. Whether they were seeking relief for one night a week, 7 days a week or just on Sundays, the idea of “giving up their phones” was a real struggle. Prior to beginning service with Holly’s Towing Dispatch, we ask for you to provide as much information as you can about how you run your business. We are located in Connecticut but dispatch for companies all across the country as well as Canada. Knowing your coverage area and providing a list of zip codes or town names, especially for motor clubs, allows us to only accept calls that you want! We pride ourselves on customizing each of our customer’s accounts. You run your business the way that suits you best, and Holly’s Towing Dispatch aims to assist you in keeping it running at the times when you aren’t available. Making the decision to seek an “offsite” dispatch service can be difficult. You’ve worked hard to build your business. Whether it is has been one year or forty years, giving up your phones can be

terrifying. I encourage you to call and talk about it. You’re not alone and there is a way to get relief all while your drivers are out working for you, your PD calls are getting immediate response, and your motor club ratings are not suffering. Don’t go another day of missing out on sleep or being with those you love. Let Holly’s Towing Dispatch work for you

while you work on your business. Make sure you can attend the next family birthday party or take your significant other out on a date. We will make sure you are covered. Call or contact us online. We’d be happy to discuss your individual needs. N 800-730-3909 www.hollysms.com

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New Surveillance System Helps Protect Tow Truck Drivers By Michele Smedberg, National Account Manager for AW Direct AW Direct has introduced a multi-camera system that provides 360-degree surveillance for tow trucks. AW Direct, a leading supplier to the towing and recovery industry, has introduced a new product designed to help towing businesses reduce frivolous accident and damage claims and improve safety and driver behavior. The Menzel Mobile Vehicle Surveillance System (MVSS) consists of a series of cameras, a hard drive to store video footage, a touch-screen monitor, and all necessary cables. The system begins recording once a vehicle's ignition is turned on. With cameras installed both inside and outside of a tow truck, the 360-degree surveillance footage gives towing companies the protection and peace of mind they need. The Menzel MVSS is produced by Wisconsin-based Menzel Enterprises. The company has delivered comprehensive towing, recovery, transport, and repair services since 1984. Menzel Enterprises operates a 140-vehicle fleet across 12 28

locations serving Wisconsin, northern Illinois, and portions of Iowa and Minnesota. "This camera system has been tried and tested on our fleet over the past six years," says Todd Menzel, the company's second-generation chief operating officer. Cameras are waterproof and feature infrared for capturing nighttime video. The cameras also capture audio. The MVSS is an effective tool to help hold drivers accountable and improve their performance. It also helps to improve safety since the rear-facing camera allows drivers to clearly see the towed vehicle. Furthermore, video footage helps enhance ongoing driver training. Video surveillance can also help towing companies reduce costs. "Even minor bumper damage can be $1,800 these days," says Jose Muro, Vice President of Operations at Menzel Enterprises. "If the camera system can help defer a single claim, it has basically paid for itself. Another thing to consider is workers comp. Again, if your footage

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can defer a claim, you could save thousands of dollars." Frivolous accident and damage claims is where the camera system can really come into play. "Over the past six years, our cameras have helped us save hundreds of thousands of dollars," Muro says. "And because we have cameras on all of our vehicles, we've seen a significant reduction in insurance premiums as well." AW Direct is currently offering four versions of the Menzel MVSS: 4- and 8camera systems providing either downloadable and/or livestreamed footage. Several add-on options are also available to further increase the functionality of the system, including GPS, WiFi for autodownloading footage, two-way radios, remote management, a backup camera, and more. For more information on the Menzel Mobile Vehicle Surveillance System, visit awdirect.com and search "Menzel camera system." Since 1979, AW DirectÂŽ has been a trusted supplier and partner to the towing

and recovery industry. The company offers a wide selection of professionalgrade products that are competitively priced and 100% guaranteed. Ordering is easy, shipping is fast, and expert service is knowledgeable and responsive. Visit AWDirect.com for more information. N AW Direct has been a trusted supplier to the towing and recovery industry since 1979. Check out their extensive offering of more than 10,000 products at awdirect.com.

Michele Smedberg of AW Direct and Todd Menzel of Menzel Enterprise

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MANAGING YOUR FLEET with Advanced Communications by

Thanks to advances in communication and telematics technology, ﬂeet managers have more tools than ever at their disposal to monitor, communicate with, and protect their drivers. Business Solutions Global Public Sector 2 A fleet manager’s job does not end at just knowing where the vehicle is located (Read 5 Steps to Optimizing Fleet Operations). Two-way communications between drivers and dispatchers is the next critical step in ensuring efficient transportation of goods or timely passenger pickups. Fleet managers need to understand how their drivers are performing on the road, predict if weather conditions could necessitate route changes, respond quickly to any emergency situations that a driver may encounter, and be ready for the unexpected. They also need to know that their drivers are operating vehicles at safe speeds without sudden stops – measures that can lead to lower insurance premiums with the help of a timely reminder. While telematics is useful in tracking the fleet’s assets, it can do so much more, including keeping in con30

stant touch with drivers. Today’s dispatcher provides an additional set of eyes and ears to the driver. Their activity list includes items such as route planning, order processing, performance management and help-desk functions. But a dispatcher’s work is most effective when he or she gets timely feedback from his or her crew. Take the case of a driver who reports back that closed roads, accidents or some other route delay will impede a timely pickup. Having this information, a dispatcher can make alternate arrangements to keep the mission on schedule. With the right combination of software and hardware, fleets can create a zone of defense that keeps fleet drivers and those they share the road with safe and on track in reaching their destinations. With timely feedback, the driver can correct the course of action and avoid factors that could negatively impact the mission such as traffic, driver behavior, vehicle condition, etc. This involves a combina-

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tion of the right communication tools, the right interior and exterior safety devices, and a communicative and conscientious driver behind the wheel. An Overview of Today’s Fleet Communication Tools For fleets today, there are three main types of communication tools that can optimize communication, including enhanced push-to-talk, group messaging/ broadcast calling, and dispatching. Enhanced Push-to-Talk (EPTT) Enhanced Push-to-Talk (EPTT) EPTT offers fleets instant, one-touch, FIPS 1402 secure group communication between dispatchers and those in the field and on the road using numerous devices including cell phones. Fleet managers can communicate with drivers on a one-to-one basis or in large groups of several hundred, and the service can be used with traditional two-way radio systems. Some fleets that might benefit from EPTT include but are not limited to:

• Towing Services – Reach out to the tow driver immediately as the towing request comes in and confirm ETA while customer on line. • Construction Services – Check in with field workers with one-click communication or conference in multiple workers at the same time. • Delivery/Service Technicians – Contact any technician or a driver on the road, confirm their status or communicate urgent jobs. EPTT systems take driver safety into account and can be operated with a hands-free option within the cab allowing them to receive communications safely without the need to activate the device. EPTT also adds a layer of efficiency by offering an instant form of voice communications between dispatchers and fleet drivers. This is important in emergency situations when navigation changes need to be immediately communicated or if there is an accident on the road ahead. For drivers, supplementing the system with a Bluetooth PTT button attached to the steering wheel makes answering those communications faster Volume 7 • Issue 4 | www.towprofessional.com | Tow Professional

and safer. EPTT can be integrated into other fleet management solutions without the need for a separate login, allowing agencies to initiate EPTT sessions from their fleet solution portal.

Group Messaging/Broadcast Calling Sometimes making a call to get critical information out to the fleet isnâ&#x20AC;&#x2122;t as efficient as it needs it to be. Instructions in emergency situations, route changes or

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weather updates can often be more effective when communicated through group messaging. This gives fleets the ability to deliver notifications, alerts, and critical communications to mobile workers via

text messaging to individuals and groups as large as 20,000. A dispatcher can send longer messages than traditional text message services, and the service also sends delivery confirmations, as well as ensuring privacy through secure messaging. In the same vein, broadcast calling allows the dispatcher to employ oneway communication with a large group at the same time. Integrated Dispatching Fleet managers can select a solution that already integrates with EPTT into the fleet solution. Alternatively, with just a laptop or desktop computer, fleet managers can oversee their workforce through an integrated dispatch console, which allows them to contact, track, dispatch, and supervise their teams. Multiple groups can be monitored at once to improve efficiency and productivity, communicate instantly with the anyone – or any group – in the field, increase the fleet’s workflow using maps, alerts, and logs, and keep calls and dispatches on track and ahead of any changes on the road or along the route. The dispatcher can also access

visual location information on the fleet, audio recordings of any calls, and interrupt certain calls during emergency situations. While audio communication can assist in more ways than many fleets have considered, video is emerging as an additional layer of safety, accountability, and reinforcement that can save fleets time, money, and legal headaches.

Business Solutions Global Public Sector 3 While some industry experts believe the current penetration of video recorderbased systems is “superficial at best,” the increase in the monitoring and analytical capabilities of these systems will likely see greater acceptance and integration.1 While some drivers raise concerns of “Big Brother” watching their every move, some further education on the technology can allay many of the unfounded fears. In almost every instance, a video-monitored driver is a safer driver. While most of the systems are always “on,” video

footage is only permanently recorded when there is an “event,” which could be a crash, an instance of hard braking or acceleration, or an unexpected lane change. The video is then downloaded, reviewed, and discussed with the driver if the fleet manager sees a behavior that needs to be corrected. Video systems help reduce accident costs by preventing them from ever occurring. But when a crash does happen that is not the fault of the company driver, these systems really prove their worth. Camera footage is admissible in court, giving proof of no wrongdoing in instances where another driver tries to blame their risky driving behavior on one of the fleet’s drivers. The camera systems typically include frontfacing and in-cab cameras, providing a full picture on the cause and results of an accident. Drivers can be active participants in using video monitoring. One forward and driver facing system allows the driver to push a button on the steering column, effectively bookmarking a piece of video that the driver feels needs to be

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reviewed, simplifying the review process by eliminating the need to review all the raw video, just the section that the driver has flagged. Navigating Through Unexpected Conditions Road conditions are ever-changing, and fleets need to be prepared. Weather, such as a lake-effect snowstorm or an accident, such as an overturned vehicle, can affect the efficiency and safety of a driver. Drivers need the most up-to-date information to help them navigate through any conditions they might come upon on the roadways. It is in these situations that fleet managers can turn to their toolbox of communications tools to support and communicate with drivers when road conditions change, and they need to reroute or warn drivers of changing road or route conditions. Smartphones can be set to give dispatchers and managers updated road conditions, such as realtime information on accidents or changing weather patterns. For example, if the

ROAD CONDITIONS ARE EVER-CHANGING, AND FLEETS NEED TO BE PREPARED. WEATHER, SUCH AS A LAKE-EFFECT SNOWSTORM OR AN ACCIDENT CAN AFFECT THE EFFICIENCY AND SAFETY OF A DRIVER dispatch center receives a tornado warning from the weather service, a simple scan of the telematics dashboard can identify which drivers are currently in the affected area and allow dispatch to reach out with messaging via a telematics onboard device or with a group call over an EPTT system. This kind of monitoring and communication can be extremely helpful for police, fire, and medical response teams when responding to disasters, severe accidents or any other related emergency. Teams can be contacted immediately and in unison, allowing dispatch to give orders on the type, location, and cause of the emergency, as well as any precautionary information. For utility fleets, for instance, asset tracking and geofencing can also help dis-

patch determine at a glance which teams are closest to a downed power line to reduce response time. There are other situations in which advanced communication technology can assist in protecting assets from theft or damage. According to a 2016 study, cargo theft increased 7% in 2015, totaling more than $23.7 million in cargo stolen in the third quarter alone. And according to the Federal Bureau of Investigation, vehicle thefts were up 3.1% in 2015 over the previous year, totaling 707,758 nationwide and costing more than $4.9 billion in losses. This is where a reliable telematics system can not only save the day, but save thousands for the fleet. With some systems, any time the vehicle is tampered with – for example, moving an asset without powering the vehicle up – an alert is sent to dispatch, communicating the vehicle location and status. Because of advances in communication and telematics technology, the ability to communicate with drivers has reached levels only dreamed of by sci-fi writers. The evolution of communications technology now allows fleet managers not only to speak with drivers but communicate with and monitor the vehicle itself. Now, more than ever, fleets need to understand how they can take full advantage of these communication tools and optimize contact with their drivers and their vehicles. By first defining their communication and telematics needs, fleet managers can find the best solutions that reduce risk, increase safety, and improve productivity. Whether the answer is one or multiple technology solutions, finding a provider that can initially supplement and continually support these emerging and evolving technologies becomes the most important goal when deciding what solutions will best fulfill the fleet’s needs. N business.ATT.com/solutions

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Jeff Asher runs a family business and loves it that way. For over 18 years, he and his wife, Becky, have been at the helm of BC (Becky’s Choice) Towing in Salem, Oregon. Now his daughter and son-in-law have also joined the family business, which is recognized as one of the top 10 Wreckmasters in the United States. “We take pride in our work and go out of our way to provide our clients with the best experience possible,” says Jeff. For 38

BC Towing, this includes regular training and certification of drivers and equipping the firm’s 28 vehicles with state-of-theart equipment, including fleet management software and forward- and rear-facing cameras. “Tow operators face a lot of risks in their business,” says Jeff. “You try to operate with honesty and integrity. But there’s always folks out there who will lodge a complaint against you, just because they don’t like trucks on the

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road. Cameras are invaluable to us and critical for protecting our company -whether it is an incident where we are to blame or not. The evidence the cameras capture is impartial.” Jeff relates a recent story from one of his drivers. The fellow was accused of scratching up the side of a vehicle during a recent tow. “The owner of the vehicle called up very angry, telling me that it was my driver’s fault. He said the vehicle had long scratches down the side.”

By Torsten Grunzig, Director of Sales, TomTom Telematics North America

Jeff had a sneaking suspicion he was being conned. “If we were to blame, absolutely I’d make it right,” he says. “But while I had him on the phone I called up the footage from my TomTom WEBFLEET camera. I could see the lift was handled without incident, and I could see his son walking around the vehicle. I mentioned to the gentleman that I was looking at video footage. He then responded by saying, ‘Oh, you have cameras?’ and promptly hung up never to be heard from again.”

Cameras Integrated with Fleet Management Offer Towers a Solid Line of Defense Onboard cameras integrated into a fleet management solution such as TomTom WEBFLEET provide tow operators with a solid line of defense. They help mitigate risk, which is important in an industry facing heightened scrutiny from insurers. Tow truck operators work in one of

the most dangerous and challenging business climates. Distracted drivers on the road, challenging weather conditions, and oncoming traffic means that drivers in the profession are considered to have one of the most dangerous jobs in North America. According to the International Towing and Recovery Hall of Fame in Tennessee, nearly 100 tow truck drivers lose their lives on the job every year. Given the risks, property and casualty (P&C) insurance carriers are now reluctant

Volume 7 • Issue 4 | www.towprofessional.com | Tow Professional

to take on towers as clients. They don't want to take on the liability for physical damage or auto liability. The impact has been significant within the industry with several towing companies having to shut down their business operations. In September 2016, a major insurer in the US exited the towing sector, indicating they would no longer take on towing operators as clients. This is why progressive towers actively seek to manage their risk, implementing zero- tolerance policies around distracted driving. They also provide proactive driver coaching through solutions like TomTom OptiDrive 360° from TomTom Telematics and incorporate advanced safety equipment such as onboard camera technologies to provide 24/7 documentation. “As a tow operator, anything you can do to protect yourself or sell yourself to a prospective insurer is great,” says Rusty Russell, co-owner of SR Towing. SR, operating out of eight locations in California, operates one of the largest towing and recovery concerns in Southern California. The SR fleet consists of wreckers, lowboys, service trucks, and a super heavy40

duty wrecker. The company has been using camera technology for nearly a decade. “By integrating camera technology with fleet tracking in my trucks, I gain a comprehensive view of my business. I

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can also demonstrate to my insurer that I operate with superior business practices.” Rusty shares a tragic story that underscores the vital importance of videobased evidence. About eight years ago

become a prolonged and complex investigation. Insurers will hold money in reserve for a number of years in the event of a lawsuit,” explains Rusty. However, in this circumstance, video evidence captured by the tow vehicle’s rear-facing camera documented the entire incident. It became clear to Rusty and the California highway patrol officer who viewed the footage that the driver had fallen asleep at the wheel. “Because of the footage captured by our onboard rearfacing camera, everyone understood the tragic circumstances of the accident. The case was resolved, and our driver absolved of any responsibility in days.” Cameras are an Objective Witness to Incidents and Driver Behaviors

one of his drivers with two passengers in the back of his truck was hit by a vehicle while engaging in a lift operation on the

side of the highway. The driver of the other vehicle was killed on impact. “In a terrible situation such as this, it can

So how do onboard cameras work and how easy are they to implement? If telematics and GPS tell you the “whowhat-where-when,” then video tells you the “why.” A fleet management system such as WEBFLEET captures comprehensive data about your fleet. It will tell you who is driving, how that driver is operat-

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ing, where they are going, what route they should take, and what time they’ll arrive at their destination. But when an incident on the road happens, it often becomes a matter of “he said -- she said.” Witnesses will offer contradictory evidence. Drivers tell white lies. In the case of an accident, police and insurers often must rely on eyewitness testimony. But, as we know, memories fade and people lie, and in a traumatic situation where things are unfolding in a blink of an eye, the human brain is simply incapable of accurately documenting the circumstances. With cameras monitoring the vehicle, its surroundings and a driver’s behaviors from the moment of ignition start to ignition off, tow operators have comprehensive video footage to provide an objective witness to the scene. Most towers who have opted to incorporate camera technology typically install three cameras – forward-, driver- and rearfacing -- but new systems can provide up to eight integrated cameras within a single solution and are highly durable, meaning they can be placed virtually anywhere 42

on the vehicle. The forward-facing camera captures the road view. Using a wide-angle lens, it will pick up everything the driver sees and some periphery information. This will allow a tow operator to monitor standard road behavior and cross traffic such as vehicles entering an intersection. The driver camera is focused on anything inside the vehicle. While the other cameras are typically used for exoneration, this camera is used for monitoring driver behavior and compliments fleet solutions that offer driver coaching such as TomTom OptiDrive 360° . If an operator sees a pattern of harsh braking from a driver, he or she can contextualize it with video. Video captured with the driver camera can also be used proactively for driver coaching and training. “Drivers are essentially their own boss,” says Jeff Asher. “There’s no direct supervision over them. No one in the cab with them to keep watch. Footage from a driver’s camera along with driver coaching from the fleet management solution helps me keep an eye on how my drivers are han-

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dling the truck and driving on the road. It shouldn’t be viewed as a big brother thing. It protects a driver. When someone calls in mad or disgruntled, I can pull up info right away to see if they have a leg to stand on." Jeff also uses camera footage as a training tool if there is an unusual incident. He’ll call it up in safety meetings and in group training sessions and discuss the situation. “You can describe something to a driver, but when they see it first-hand, it all falls into place,” says Jeff. The rear-facing camera monitors the job at hand. It will capture footage of a PTO, record the asset being picked up and all the surrounding activity to make sure the job was executed appropriately. It will also capture footage of any rear-end collisions. Some towers are now also installing a video terminal in the cab and using the rear camera as a vision system to help drivers when backing up. When looking for a camera system for your operation, experts suggest looking at a solution that offers continuous 24/7 monitoring, rather than a solution that is

only event based. While most busy operators don’t have time to watch reams of video and typically want to be alerted only to the exceptions, it’s good to have all the footage available should you need it. “When things are running well, I don’t worry about it. I love that my system just emails me the footage I need to see when I need to see it," says Jeff Asher. “But if my fleet tracking system is showing I have drivers who are speeding, or hard braking, and I see a sustained pattern, then I’ll call up more footage and sit down with my driver, so I can discuss and correct this behavior.” Looking to Install? Get a Pro Involved While it is tempting to save a few dollars and get your handy family friend or brother-in-law to install a camera system for you, experts caution that the risks and downside of a ‘do-it- yourself’ job can be significant. First, many amateur installers lack insurance certification, which voids any insurance benefit you might gain from having cameras. In addition, if the installation is done incorrectly, repairs are

not possible. A professional installer will have to rip out the first system and fully replace it. This means you end up paying far more than the original professional installation cost. So, it might be best to seek out a professionally certified installer. You won’t even need to go to them. 90% of camera installation techs bring their services on the road and will do the install on your vehicle right in your own compound. “You don’t have to sell me on camera technology. It’s a big part of our future as

a business,” says Rusty Russell. “The fact I have cameras tied into my TomTom solution and Omadi, well, there’s just more I can see. It protects my drivers. It protects me. But it is the integration between the cameras, the towing program, and the fleet tracking that provides a cost-effective, better solution. As an owner, it’s key to have a holistic view of your business.” N 360-450-1941 tomtom.com

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Protect Your Company with Fleet Time Solutions

By Emilio Baez, Director of Business Development, Fleet Time Solutions For the tow company owner, every time your truck hits the road, several potential claims can hit your bottom line. These days, it’s not just a matter of hooking up the customer, receiving payment, and then moving on to the next tow. It is about knowing what could go wrong and planning to prepare for that. As a business owner, the problem is that so many decisions must be constantly made every day at almost every moment, so it is easy to miss something and pay for it dearly later. Enter Fleet Time Solutions! We are here to not just make your life simpler, but to increase your

bottom line and reduce your asset liability--we protect your company! Here are some questions to see if we are a good fit for you:

• • • •

10 Key Questions to Protect your Company Are you tired of not knowing the truth? Do you want to stop false claims against you? Do you want to save money? Do you want to know if your driver is really at fault? • Do you want to know if the customer’s car was really damaged during transit? • Do you want/need a video record of every tow?

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• Do you have video surveillance at home and at your business but not in your tow trucks? • Do you think you have lost money in unpaid tows over your time in business? • Do you know if your drivers are following all company and state regulations? • Do you want to see your drivers/tow trucks at any time from any device in Live HD Video with GPS Tracking? Business-Specific Solutions If you answered, “Yes” to any of these questions, you need Fleet Time Solutions. We are not just here to sell you equipment. We are here to offer you solutions tailored specifically to your business needs. We at Fleet Time Solutions dedicate ourselves to knowing our client’s business, so we can ensure that the security implementations we deliver will bring a multitude of solutions to the business that are needed to save our clients from many stressful situations and loss of profit. With our Mobile Networking Video Recorder Platform, you have the option to see your tow truck, driver, and the vehicle being towed LIVE at any time and from any device 24/7.

Also, audio is available for you to hear your drivers and/or customers during the tow process, and it is easily accessible. You can retrieve your tow trucks record-

ings remotely from anywhere in the world with an internet connection. Our Live Video Solution also comes with onboard 4G Wi-Fi which many clients utilize. One

of our clients said this about how Fleet Time had helped him deal with a business-specific problem: Chris Cole, Owner of Cole Towing in South Carolina said, "I

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have had an ongoing harassment issue from municipal authorities due to noncompliance of private-party impounds, and thanks to the IP camera systems and the exceptional service we receive from Fleet Time Solutions, we have been able to defend ourselves and protect our drivers." This is exactly our goal: “Protect your Company,” and to do that, we must provide quality equipment.

Cutting-Edge Products To deliver to our customers, Fleet Time Solutions has invested in state-ofthe-art-technology. The FTS IP Video MNVR is the latest video gateway for mobile applications. With support for up to 10 IP cameras, high definition recording, and optimized H.264 based codec for live streaming at low rates, the FTS IP Video MNVR is perfect for implementation on any type of tow truck or moving platform. This technology gives you real-time data so that you when it is time to make decisions relating to employees, truck maintenance, legal liability, and asset protection against insurance claims, you have accurate and available info at your 46

fingertips. We have specific equipment and service solutions for your daily tech needs such as Wi-Fi for onboard tablets, CRM, dispatch software, credit card processing, and LPR. Mobile Installation You may ask, “What about installation and the wide range of equipment out there?” At Fleet Time Solutions we have an experienced installation crew that travels all around the country to install any of our solutions and/or any technological solutions you may have in your possession that need to be installed in your tow trucks. We are knowledgeable not only on our products but in all the products in the tow industry. We feel it is our duty as a company offering services to know all technologies available on the market, so we can best serve our current and future clients. Driver Accountability In today’s times, unfortunately we must utilize all the technology, so we can overcome the many obstacles we all face in business including the ones from with-

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out and within. In the tow industry, a camera system can create an atmosphere of accountability for the drivers, a motivation for the drivers to be focused and safe at all times, and an awareness for the owners and management of what exactly is going on daily, so changes can be made to benefit the business. On the flip side, this also provides protection for the drivers against disgruntled or violent customers who are attempting to change the narrative to get your drivers and company in a position of liability. It also protects against police harassment and protects

the reputation of your company name. Cost-Effective Investment You may be thinking, “How can I justify spending the money on this new equipment?” First, the cost of such an implementation like this is not as financially impacting as many may think. When you think of reduced insurance claims and increased driver accountability, the long-

term financial benefits far outweigh the initial cost that will be inquired, not to mention the peace of mind that comes with a high-resolution camera system which empowers you to know what is going rather than just hoping things turn out well. Another way to justify the money spent is to spread the initial cost out by simply adding our MNVR solution to your vehicle financing when purchas-

ing new tow trucks for your fleet. This saves on your out-of-pocket cost. Therefore, picking the right fleet management company is essential in this process. We not only have the latest quality and cutting-edge technology adaptable to your fleet we are cost effective in securing your assets. Your company and your future are too important, so consider this: In the tow industry, it's ALWAYS “Fleet Time,” so let us protect your Company! With offices in Ft. Lauderdale and Orlando Florida, you can contact us for further information and set up a live demo via a Webinar. N 954-464-8012 info@fleettimesolution.com

Volume 7 • Issue 4 | www.towprofessional.com | Tow Professional

company Services The Current Status of Towing Insurance By Jeff Spadafora, Zellner Insurance Agency We have seen the current market for towing insurance just go crazy. Even if you don’t have any claims, the increase in premiums is at least 44%. What can be done? The answer is simple: take the bull by the horns and get away from standard carriers by looking into a captive insurance program. A captive insurer is generally defined as an insurance company that is wholly owned and controlled by its insureds. Its primary purpose is to insure the risks of its owners and its insureds benefit from the captive’s underwriting profits. Underwriting profits can be generated by reduced claims and investments. Zellner Insurance Agency has teamed up with a Managing General Agency that

has experience in setting programs up for specific industries that were experiencing premium increases. The results have been tremendous! Claims have been reduced, because they are either settled for less money or not initiated at all, members received dividends and safety as a whole increased. We anticipate that initial insurance premiums will be better than what we are seeing now, but the real benefit is in years two and three. To participate, the members will make an initial investment and pay their premium. The amount of the initial premium will be determined by the data we collect showing current claims as well as premium size for each member. The investment can be paid in full or over time.

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The key to the success of this captive, relies on you implementing the safety requirements that have been proven to work. For instance, wouldn’t it be nice to have a claim be denied or made to go away for a nominal cost instead of the large payouts you have experienced? I can forward you links that will explain a captive in more detail, as well as videos that were used to stop a claim dead in its tracks. We are interviewing companies now and would like to speak with you if you think this will fit your needs. This is an investment in the future of your business and the industry as a whole. 904.626.9522 www.zellnerinsurance.com

Build A New Energy-Efficient Towing Facility Varco Pruden Buildings specializes in the computer-aided design of pre-engineered metal buildings and steel systems construction. Using the company’s advanced engineering programming, Varco Pruden combines steel structural materials with virtually any exterior finish to create metal buildings that are energy efficient and provide years of trouble-free performance. Working alongside a network of builders, architects, and engineers, Varco Pruden provides aesthetically appealing buildings with optimum functionality. Varco Pruden provides building solutions, one relationship at a time. WORLD LEADER IN STEEL SYSTEMS CONSTRUCTION Varco Pruden Buildings is a world leader in providing innovative pre-engi-

neered steel building systems. Each year, VP supplies approximately 6,000 buildings ranging from 1,200 square feet to more than one million square feet under roof. With headquarters in Memphis, Tennessee and manufacturing and service centers located from coast to coast, we provide buildings throughout North America. Our network of nearly 1,000 independent Authorized VP Builders offers state-of-the-art design/build South America, Europe, and Asia. ECONOMIC BENEFITS • Steel systems construction can generate substantial savings of up to 30% in overall construction costs for certain building types: • Standardization and computer-assisted design reduces time spent on plan-

ning, on-site organization, and construction. • Construction time cycles are often up to 1/3 less than other methods, resulting in faster occupancy and quicker return on owner investment. • Insulated roof and wall systems can significantly reduce HVAC costs. OTHER BENEFITS INCLUDE • Simplified design and code process • Faster project estimating • One-source coordination with streamlined delivery • Reduced maintenance and diminished deterioration, cracking, rot, and insect damage • Easy expansion to accommodate growth www.VP.com/ad/TP

Volume 7 • Issue 4 | www.towprofessional.com | Tow Professional

Hooked UP Custer’s New LED Amber/White Stobe Light Kit This high quality product comes with two16 watt lights, with each light containing 1,455 lumens; the lights can be ‘steady on,’ or will strobe both amber and white. The extruded aluminum housing is rated IP68, making the light virtually waterproof. It has a pedestal mount and the mounting hardware is included. The flash pattern can be controlled using the momentary switch. The lights are 3” high x 3” wide x 3” deep and can be used in 10-30V situations. The kit comes in retail packaging. 800.490.3158 www.custerproducts.com

Tow Professional | Volume 7 • Issue 4 | www.towprofessional.com

Hooked UP

Volume 7 â&#x20AC;¢ Issue 4 | www.towprofessional.com | Tow Professional

Hooked UP Magnetic Axle Strap 4-Point Tie-Down Kit The MO37 is a lithium powered 37" truck bar system providing wireless stop, tail, and turn w/ side marker lights on each end and three DOT lights in the center of the bar. Features powerful sequential traffic control arrows and strobe modes. Includes a powerful work light mode to light up any work scene. 800.680.4455 www.towmate.com

Tow Professional | Volume 7 â&#x20AC;˘ Issue 4 | www.towprofessional.com

Dealers place

Tow Professional | Volume 7 â&#x20AC;¢ Issue 4 | www.towprofessional.com

Dealers place

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market place

Volume 7 â&#x20AC;¢ Issue 4 | www.towprofessional.com | Tow Professional

COMPANY

Atlanta Wrecker . . . . . . . . . . . . . . . . . . . . . . . .60

Florida Wrecker Sales . . . . . . . . . . . . . . . . . . . .60

Southern Tow Expo & Beach Bash . . . . . .24, 25

Austin Hinds . . . . . . . . . . . . . . . . . . . . . . . . . . .59

FlowStop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .64

Steck . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .57

Austin Insurance . . . . . . . . . . . . . . . . . . . . . . . .57

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

Swoop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11

Auto Data Direct . . . . . . . . . . . . . . . . . . . . . . .33

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

TomTom . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9

AW Direct . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31

Holly's Towing Dispatch . . . . . . . . . . . . . . . . . .27

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

Beacon Software . . . . . . . . . . . . . . . . . . . . . . . . .7

INA Towing Network . . . . . . . . . . . . . . . . . . . .23

Towing Museum . . . . . . . . . . . . . . . . . . . . . .36, 37

Best Tools . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .56

Jerr -Dan . . . . . . . . . . . . . . . . . . . . . . .Back Cover

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

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

Lift and Tow . . . . . . . . . . . . . . . . . . . . . . . . . . . .62

TRAO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .15

Collins Dollies . . . . . . . . . . . . . . . . . . . . . . . . . .43

Lodar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .41

United Plastic Fabricating . . . . . . . . . . . . . . . . . .5

Currin Graphics . . . . . . . . . . . . . . . . . . . . . . . .63

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

USAC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .47

Custer Products . . . . . . . . . . . . . . . . . . . . . . . .32

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

VP Buildings . . . . . . . . . . . . . . . . . . . . . . . . . . . .55

Custom Built Mfg. . . . . . . . . . . . . . . . . . . . . . . .18

Mike Keith Insurance . . . . . . . . . . . . . . . . . . . .56

VTS Systems . . . . . . . . . . . . . . . . . . . . . . . . . . .17

DieselSite . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13

Omadi . . . . . . . . . . . . . . . . . .Inside Front Cover

Waters Truck . . . . . . . . . . . . . . . . . . . . . . . . . . .62

Driveline Buddy . . . . . . . . . . . . . . . . . . . . . . . . .34

Progressive . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19

Weiss Insurance . . . . . . . . . . . . . . . . . . . . . . . . .63

Dynamic Mfg . . . . . . . . . . . . . . . . . . . . . . . . . . .58

Recovery Billing . . . . . . . . . . . . . . . . . . . . . . . . .45

Will-Burt . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .21

Eartec . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31

Robert Young . . . . . . . . . . . . . . . . . . . . . . . . . . .60

Wrecker Rentals . . . . . . . . . . . . . . . . . . . . . . . .57

ECM Performance . . . . . . . . . . . . . . . . . . . . . . .47

RP Consulting . . . . . . . . . . . . . . . . . . . . . . . . . .27

Wrecker Supply USA . . . . . . . . . . . . . . . . . . . .63

Fitzgerald Wrecker Sales . . . . . . . . . . . . . . . . .61

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

Zellner Insurance . . . . . . . . . . . . . . . . . . . . . . .54

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