Tow Professional - Volume: 8 Issue: 3

TOW PROFESSIONAL

CONTENTS I N D U S T RY NEWS TOWING & RECOVERY

Volume 8 • Issue 3 2019

www.towprofessional.com

Feature: Mobile Surveillance 38| Safety Vision

6| Jerr-Dan 10| Jerr-Dan 12 | Towing Recovery Association of America (TRAA) 13 | Dynamic Towing Equipment & Manufacturing 16 | In The Ditch / Tow Museum (ITRHFM) 17 | Hino Trucks / Wrecker Supply USA

Feature: Cargo Control 42| Going Strapless

An Expert Witness 18 | Time to Let Technology Work for You

46| Best Tools 50| In The Ditch

Insightful talk 22 | How to Start a New Business

TIPS For towers 26 | Choosing a Jump Starter for Your Tow Operation

Feature: Safety 54| Safety Services and the Ohio Turnpike

Company Profile 30| Big Wheel Towing & Recovery Billing

Tow Photos 56 | Jeswald Auto Truck Service IN EVERY ISSUE 04 |Editor’s Letter 58 |Dealers Place 2

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63 | Market Place 64 | Ad Index

EDITOR’S

LETTER

TM

Professional Your Resource for Towing & Recovery

Volume 8 • Issue 3 2019 www.towprofessional.com

IT’S TIME, REGISTER NOW! 2019 Southern Tow Expo and Beach Bash, August 9-10, 2019

PUBLISHER Darian Weaver President & Publisher darian@towprofessional.com

Butch Cole National Sales butch@towprofessional.com __________________________

Excitement is building as we get closer to Southern Tow Expo and Beach Bash, Tow Professional’s national towing trade show in the one of the best venues in the towing trade show industry—Orange Beach, AL, August 9-10, 2019.! Having 28 states converge on us last year with top exhibitors from across the nation selling premium products, we don’t want you to miss this jam-packed two-day event. Go to www.southerntowexpo.com to register for all we are offering because it is time: ITS TIME TO GROW! Register for Southern Tow Expo and Beach Bash August 9-10. Industry leaders will be bringing cutting-edge seminars on how to grow your business along with exhibitors, who will help take you to the next level with top products and services.

IT’S TIME TO RELAX! Reserve your accommodations now as rooms are filling up fast! In addition to our convenient host hotel, the Marriott Springhill Suites and beachfront rooms at Perdido Beach Resort, we have added Meyer Vacation Rentals (Call April for condos and more at 251967-2063.) this year to expand even more options for your vacation stay. Book rooms today as the best availability for premium rooms choice is now!

ITS TIME TO TRAIN! Register for WreckMaster Level 2/3 certification training August 7-8, 2019.

WreckMaster will be providing timely training for towers who need certification. We have moved the dates for training to right before our show, so you all can participate both in training and our show events!

ITS TIME TO FISH! Register for our 3rd Annual Deep-Sea Fishing Tournament. Last year with some help, Darian muscled in a bull shark! So, come join us on Thursday from 9:00 a.m. to 3:00 p.m. for a blast out on the ocean in a charter boat exclusive to our show attendees and exhibitors to reel in your own catch, that you can eat later!

IT TIME TO SHINE! Register for our Tow Truck Beauty Contest. After signing up, shine your tow truck up and bring it with you to take home possibly “Best in Show” and 1st or 2nd place awards for light-medium- and heavy-duty!

In this issue, we will be featuring top companies offering insider information on cargo control, mobile video and jump start packs which will help sharpen your company through business- smart choices in equipment. Also, check out our newly designed Tow Professional website with news feed giving you real-time information on towing across the nation.

So, start securing your calendar and sunscreen, so you can join us at the beach in August!

Keep Reading and Stay Safe,

Gene Eudy Editor, Tow Professional 4

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PRODUCTION Gene Eudy Editor gene@towprofessional.com

Dana Scott Creative Director dana@towprofessional.com __________________________

CONTRIBUTING WRITERS Jamie Hawkins - Safety Vision Jim Lewis Dan Messina James O' Hara - Clore Automotive Darian Weaver - Tow Professional Todd Wiles - Best Tools

__________________________

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.

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

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I N D U S T RY NEWS TOWING & RECOVERY

JERR-DAN EXHIBITED ITS NEW SIDE STABILIZATION FEATURE FOR HEAVY-DUTY WRECKERS AT 2019 FLORIDA TOW SHOW Remote control upgrades simultaneously unveiled.

Jerr-Dan Corporation, exhibited a new Side Stabilization (SS70) for heavy duty wrecker units at the 2019 Florida Tow Show. The company also announced remote control enhancements in conjunction with the SS70 launch.

The new SS70 features 37,000 pounds of Rated Structural Capacity, hydraulic legs that can be controlled from the driver and passenger side control stations, a side-to-side leveling capability of up to 5.5 degrees, pivoting feet and 4 DRings for rigging. With two mounting options, a forward position behind the cab and a rear mounting position in front of the pedestal, the SS70 provides more stability to the truck during recovery and improves performance during towing, when operated within product guidelines.

According to Mike VanAken, Jerr-Dan director of product management and marketing, “The new side stabilization option allows operators to put more coun6

terweight forward for enhanced towing performance and keeping the SS70 behind the pedestal creates enhanced stability. Additionally, the new option creates better stability throughout the entire range of motion in the boom.”

“Listening and responding to our customers’ needs for more than 45 years has allowed Jerr-Dan to continue innovating and delivering the best equipment in the towing and recovery industry,” said Jeff Irr, senior director of sales for Jerr-Dan. “The new SS70 is a direct result of feedback from end-users and our distributor network. Our industry experience and brand value continue to be the driver in delivering the highest quality recovery vehicles in the business.”

Jerr-Dan’s Heavy Duty Remote Control has been improved and relaunched at the same time. The upgrades include an added winch engagement and two-speed functionality, along with color coordinat-

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ed winch function paddles and a brightly colored housing for improved visibility.

The remote features also include two rechargeable batteries, a charger and tether cable for wired control and tricklecharging.

“The upgrade for our wireless remotecontrol system is a natural evolution of the product,” VanAken added. The new system reflects years of feedback from customers and accumulated engineering and manufacturing experience, all of which has allowed us to deliver a system that is effective to use with twice as many features. The new remote has the potential to increase productivity and it allows operators to position themselves in the most ideal location when recovering vehicles.”

For more information on Jerr-Dan products, visit the website at www.jerrdan.com. www.jerrdan.com

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

JERR-DAN’S RIDE & DRIVE EVENT AT THE FLORIDA TOW SHOW The Florida Tow show hosted by the PWOF is always a time to shine! Jerr-Dan took advantage of that this year with a first-ever event for the show by hosting a Ride & Drive. The purpose of this event was to give the customer the ability to try out and experience the product and the different array of chassis options with which the units could be configured. For any questions that might come up, JerrDan also had chassis representatives and Jerr-Dan product representatives available to all those participating.

To begin the event, the Jerr-Dan representative would take some time explaining the features and benefits of each combination available at the show to drive. The next step is the best: you go behind the wheel and experience the product for yourself. This allows an owner to see how each chassis responds to driving, turning, and making maneuvers that they would do in a typical day-to-day scenario.

Once the test drive was finished, the chassis representatives answered any questions along with the Jerr-Dan representatives and product engineers. The customer complete a brief survey and was able to select a custom Jerr-Dan tshirt that was made right in the booth for them. They were then able to walk away with valuable information on how a JerrDan product could fit into their business.

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This Event Featured Some Key Equipment from Their Lineup: • 35-ton on a Kenworth W990 chassis with sleeper • Jerr-Dan 10 XLP paired to a Freightliner 114 SD • Jerr-Dan MP140 on an International MV chassis • Jerr-Dan 6-ton aluminum carrier deck paired to a Chevrolet Silverado 6500 The Jerr-Dan Ride & Drive at the Florida Tow Show was a WIN/WIN event.

Jerr-Dan, as a leading OEM, provided the high-quality bodies to the leading OEM’s who then joined it to their high-quality

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chassis equipping trucks that are durable, intuitive and crafted to the unique needs of the customer. Then, at the Ride & Drive, the customer was able to experience “hands-on” the trucks’ smooth handling, their comprehensive ranges of utility for a variety of applications, their tight turning radiuses needed for scenes that are difficult to maneuver. And in the end, the customers had direct access to the Jerr-Dan representatives and product engineers who could answer the technical questions they had, allowing them to discuss the daily challenges they face. All this then paves the way to an informed and confident purchase-a WIN/WIN for everyone.

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

A Call To Action B y El i z a be t h M ar t in e a u -D u pu is / D irector of Educati on

It's easy to think that rules and regulations are beyond your control, to believe you can't make a difference. During TRAA’s Legislative Action Day in Washington, DC, attendees learned those feelings couldn't be further from the truth.

The first step is understanding the process for affecting change.

Do you know how insurance regulations are developed? Did you know your state’s Insurance Administration can help your business in a dispute with an insur-

ance company? Attendees at the Legislative Action Day learned how laws turn into regulations from Al Redmer, Jr., the Maryland Insurance Commissioner.

According to Commissioner Redmer, the state’s Insurance Administration enforces the laws and regulations governing insurance agencies often to the aid of consumers, including towers. For example, Maryland’s Insurance Administration recently issued a bulletin to insurance companies reminding them of the regula-

tions as it relates to covering towing bills.

The Insurance Administration’s bulletin was a huge win for towers within Maryland and the potential exists for the same to happen in other states. Again, understanding and following the process to make these things happen is key.

Raymond Martinez, FMCSA Administrator, reminded us that while we may not agree on ELD or HOS mandates, the agency is trying to improve roadway safety and reduce crashes. We all agree on the mission, we just don’t agree on how to get there. Administrator Martinez acknowledged that FMCSA needs buy-in from the towing industry and invited TRAA’s representatives to meet with him personally to discuss the industry’s concerns. TRAA’s Legislative Action Day was a seamless first step in making progress on these important issues impacting the nation’s towing industry. TRAA representatives will be meeting with Administrator Martinez imminently.

Lastly, we heard from Congressman James P. McGovern (MA-02). If anyone knows how to change a law, its someone who’s been in the House of Representatives since 1996. When it comes to changing laws that negatively impact the industry, we need to be specific; a laundry-list of problems isn’t going to get traction. According to Congressman McGovern, the towing industry’s ability to galvanize and demonstrate support when a law is being considered is also critical.

Every contact counts; be it a letter, an email, a call, or an in-person meeting.

Your voice can make a difference.

While each speaker had their own insight, one unified message repeated throughout the event. When it comes to legislative change, you’ve got to learn the process, follow the procedure, and present a united front. It is the job of each and every one of us to be the change we want to see in the future. Take the next step and get involved today!

For more information on TRAA’s Legislative Action Day, visit http://traaonline.com/legislativeactionday/. www.traaonline.com

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Dynamic Towing Equipment & Manufacturing Partners With Colt Johnson Racing for an Exciting 2019 Season

Dynamic Towing Equipment & Manufacturing, creators of the Original Self-Loading Wheel-Lift and the new Dynamic Radius, is excited to be partnered with Colt Johnson Racing for the 2019 racing season. The 7-year old driver from Davidson, North Carolina competes nationally in USAC .25 Midgets and Winged Outlaw Karts. Having started out at 5 years old, Colt Johnson has already seen much success racing with the best in the country. The 2018 Daytona International Speedway USAC National Champ is excited to be racing with Dynamic on his cars for the 2019 season.

Colt will be racing in two different types of race cars in 2019. On pavement, he will be piloting the USAC .25 Bulldog built by Robbie Stanley Racing. “Quarter Midgets” are a .25 scale version of the larger USAC Midgets. These cars have provided a start for drivers like Jeff Gordon, Joey Logano, Ryan Blaney, Ed Carpenter, and many more. On dirt, Colt will drive a Winged Outlaw Kart built in Concord, North Carolina by SKE Chassis.

These cars have launched the careers of Kyle Larson and Kasey Kahne.

President and CEO, Anthony Gentile of Dynamic, has over 30 years’ experience in

the towing business. He understands what the towers need and want. Safety is a very important issue. Dynamic offers the in-cab wheel-lift controls for added safety during highway tows and the ever-dangerous repossession. No one tow vehicle is the same. Dynamic is a small, customercare company where you can reach the owner as well as all the departments to solve a problem with your Dynamic equipment. Anthony is a former racer himself competing in the Modified Division at

Riverhead Raceway in Long Island, New York. “We are so excited to be on board with Colt, the enthusiasm and passion he has for racing reflects the same values we have at Dynamic. Colt is a great racer, and we are excited to support him during his 2019 Racing Season” said Anthony Gentile, President and Owner of Dynamic Manufacturing.

This season, Colt Johnson and his Dynamic supported cars will race at Daytona International Speedway, Charlotte Motor Speedway, Darlington Raceway, Indianapolis Motor Speedway, Millbridge Raceway, and many more. Colt will also make appearances with Dynamic in Orlando and Atlantic City in 2019. “I am very thankful for all the support of my sponsors and excited to represent Dynamic for a long time! Racing is my favorite thing, and I look forward to doing it at a very high level” said Colt Johnson.

You can also support Colt Johnson racing; all kinds of great merchandise in variety of colors and styles are available and can be shipped to your door at www.coltenjohnson.com. www.dynamictow.com www.coltenjohnson.com

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

Never Grease Your Dollies Again!

In The Ditch™ was founded to improve the lives and products of towing professionals around the world. The first breakthrough was the In The Ditch™ Speed® Dolly, the #1 selling self-loading dolly. Learning from the wild success of the Speed® Dolly, In The Ditch™ is proud to announce the release of the all new X-Series Dolly.

The XL, X-Series Dollies offer an industry first – eXtended Life™ Automotive Sealed Hubs. These hubs are maintenance free, never needing grease. The X-Series Dolly sets come in two sizes – the standard SD and the larger XD. Ergonomic and lightweight, both SD and XD models include bolton, easy-to-replace, spindles with high-wear bushings. As an industry leader, In The Ditch™ is proud to revolutionize the self-loading dolly – again!

In The Ditch™ Towing Products creates and manufactures innovative and easy-to-use products for the towing industry. Based in Mountain Home, Idaho, In The Ditch™ proudly produces each and every product at their facility; so when you buy an In The Ditch™ product, you are providing jobs for Americans.The location of your nearest dealer can be found online at www.intheditch.com. www.intheditch.com

2019 Hall of Fame Inductees Announced by ITRHFM The International Towing and Recovery Hall of Fame and Museum today announced that it has completed the selection process for induction into the International Towing and Recovery Hall of Fame as the Class of 2019.

John Coupland (Poole, Dorset, United Kingdom), Michael Cherry (Land O’Lakes, FL), Jamie Davis (Hope, British Columbia, Canada), George Kuntz (Bismarck, ND), Glenn Landau (Daytona Beach, FL), Quinn Piening (Fremont, CA), and Perry Shusta (Antioch, CA) were nominated by members of the International Towing and Recovery Hall of Fame and Museum for their many contributions to the towing and recovery industry, their families and communities.

“Our Hall of Fame is not about single events or simply participating but is instead about celebrating those who have worked

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hard to support and grow our industry’s professionalism,” said Bill Gratzianna, President of the International Towing and Recovery Hall of Fame and Museum. “This year’s group of inductees is no exception in their work on behalf of the industry and their leadership inside and outside of the industry.”

The Class of 2019, will be inducted into the Hall of Fame, in a ceremony to be held at 6pm on October 12th, 2019 at the Chattanoogan Hotel in Chattanooga, TN. A full weekend of activities will be held to celebrate this year’s inductees. For more information on the induction ceremony, or to order tickets, contact the museum at 423-267-3132 or visit them on the internet at towingmuseum.com. www.towingmuseum.com

Hino Trucks Launches New Accessories Website with an Opportunity to Win Some Chrome!

Hino Trucks line of popular chrome accessories, HinoStyle, now has its own website. The new dedicated site, www.hinostyle.com, features an interactive experience that allows customers to quickly navigate and view the accessories needed to add a custom look to their truck and makes locating and ordering these parts effortless. For a limited time, when you visit this new site, Hino owners can register for an opportunity to win $3,000 in HinoStyle accessories!

“Since its launch, HinoStyle accessories have grown into a popular specialty product line for both Hino Conventional and COE trucks, which is why we are excited to introduce a new website and focus on this product. Our goal is to add convenience for owners that are looking to stylize the look of their trucks as well as provide more chrome options,” said John Donato, Vice President of Parts Operations for Hino Trucks. “We are continually developing new designs for the latest models, expanding our market and offering new ways and approaches at enhancing the look and resale value of a vehicle.”

HinoStyle accessories are exclusive to authorized Hino Truck dealerships. The current lineup of parts includes wheel accessories, interior and exterior accessories such as seat covers,

floor mats, sun visors, and steps to name a few. For a complete dealer listing and to view the HinoStyle accessories catalog, please visit www.hinostyle.com. www.hinostyle.com

Wrecker Supply USA Winch Cable - Our winch cables have an independent wire rope core (IWRC) for greater resistance to crushing, 6 x 19 construction, and are ideal for towing and wrecker professionals.

Extensions are available to increase the length of 3/8” and 7/16” cable. Standard winch cables are available in 3/8”, 7/16”, ½”, 5/8” and ¾” diameters and lengths of 35’ up to 150’.

In addition to our standard sizes, our in-house fabricators will custom-make your cable at any diameter or length that you need. Each cable is sold with a thimble eye and a choice of eye hook, swivel hook with latch, or safety swivel hook. For more information, please email us at csr@wreckersupplyusa.com www.wreckersupplyusa.com Volume 8 • Issue 3 | www.towprofessional.com | Tow Professional

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AN Expert Witness

By James E. Lewis

TIME TO LET TECHNOLOGY WORK FOR YOU

I have met lots of folks over the years who talk about “all that stuff under the hood” of modern cars and how they could tune a carburetor, but “don’t mess with all that fuel injection and emissions stuff.”

Let’s understand something. There were only two vehicle models produced in 1986 that had carburetors. There were a few more in 1984 and 1985, but largely, by 1984, vehicles produced in America, Europe, and Japan were fuel injected.

Emissions systems became mandatory starting in 1974. It’s 2019, so when you shun “all that fuel injection stuff,” what you’re really saying is that you won’t or 18

can’t work on anything produced in the last 33 years. It’s time to get with the times.

The same goes for technology when it comes to lot and shop surveillance and intruck cameras. The old idea of trusting everyone and taking your chances has proven to be fatal to many businesses not just those in the towing industry.

Knowing how exposed our businesses are to theft, employee theft and fraud, staged accidents, and legitimate accidents, we’re in that day and age where you must protect yourself.

I chuckle when I think back to 1995. I

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started working for small (now large and thriving) towing company in Oregon, and we had a storage lot smack-dab in the middle of a vacant lot next to a Nissan dealership. We were on city, county, and state rotations, and with large fruit orchards nearby and lots of transient labor in and out; laborers would buy cheap mid-80s GM intermediates like Buick Regals, Oldsmobile Cutlasses, and Chevrolet Monte Carlos. Many wouldn’t run insurance on them or even register them in their names, and many would also drive drunk. We ended up towing several of these cars each week and

began to amass quite a collection.

The problem (and benefit) with these cars is that many of the parts interchange. If you need a starter for your Cutlass, one off a Regal or Monte Carlo would work. We started finding hoods open and engines picked apart with starters, alternators, carbs, AC compressors – you name it, it was missing.

The cost of video surveillance almost 25 years ago was astronomical, and this lot didn’t have any power running to it. It was nicely fenced and had an RV trailer inside for an office, but no electricity. The boss came up with a great idea and bought several dummy video cameras – the kind with wires sticking out of them; they ran on 9-volt batteries, had red flashing lights, and were mounted high at the gate and corners of the lot. Over a short period of time after installing them, we noticed a huge drop in parts theft.

Surveillance works, even if it’s not real.

These days surveillance is exceptionally affordable. You can tie in cameras via Bluetooth to your office PC, your home PC, and even check the cameras right on your phone. There’s no excuse for not jumping on board with this – the minimal costs of investment are not only a tax write-off, but they’ll pay for themselves quickly in savings from theft, employee theft and fraud, and accident liability.

I was working as a driver trainer for a large trucking company out of Missouri several years back. My trainee and I were on I-80 on the south side of Chicago, and traffic was crawling as there were at least 3 accidents on both sides of the road within a couple of miles. I was driving a Freightliner Cascadia with 4 cameras.

One facing forward with a 180-degree sweep, one on each front fender looking backward, and one on the right sail mirror looking all the way down the truck and trailer. There was a young lady in front of

James E. Lewis is a driver, trainer, and manager in his third decade of experience in the towing industry. He is a published author with works in fiction, self-help, and technical guidance. me in a burgundy Hyundai Sonata. My trainee and I both noted that she had some damage on the rear bumper and trunk lid. We were rolling slowly, and she would go along with us, and then slam on her brakes. She did this several times, and we discussed her actions as I

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explained that she was likely trying to set us up for an accident. On her fourth attempt, as we got up to almost 30 mph, she nailed the brakes again, and I came with two feet or so of hitting her. She jumped out, holding her head and neck, and carrying on. My trainee freaked out.

I explained that we should remain calm, and he exited the truck with me. A state trooper walked over to us as he’d just finished his last investigation and asked what happened. She swore we had hit her car, and she was hurt and showed the trooper the damage on her car. I showed the trooper the marks on her bumper, and then walked him back to the front of my truck – the truck had a Herd aluminum bumper and grille guard, and there were no marks on my truck, and marks on her car didn’t align.

She went on with her Oscar-worthy performance, and I offered the trooper the chance to review my on-board video.

He asked if I could show him. I said yes, and that I had a 9” monitor to view it, and I had 4 cameras to review video from.

Once the lady heard this, she began back-

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There’s no excuse for not jumping on board with this – the minimal costs of investment are not only a tax write-off, but they’ll pay for themselves quickly in savings from theft, employee theft and fraud, and accident liability. peddling her story – we were allowed to proceed, and she was cited for obstructing traffic.

I’ve touched on this subject in this and other articles, but if there’s one thing that costs most companies a large amount of money, it’s employee theft and fraud. I know it’s a hard subject to discuss especially with your employees and most especially during an initial interview, but let’s be real – we all know multiple people in our industry who have a story about an employee stealing something.

Take a prospective employee on a tour of your facility and explain that there are visible and non-visible camera locations and mention that you prosecute for theft.

Face it, without following up with prosecution, your cameras are only doing half

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their job. Word gets around when Jimmy Joe did some jail time for taking tools from you or stealing out of a car in the storage lot. Jimmy Joe’s corrupt friends won’t bother applying with you. Another thing to consider is that good employees don’t like working with thieves and liars.

You’ll bolster your own employee force while covering yourself from theft, fraud, and liability.

So, whether you are educating yourself to work on cars that have advanced in technology in the last 30 years or you are investing in cameras than reduce employee theft and fraudulent claims from others who want to take advantage of you, it is time to let technology work for you. It is time to get with the times.

Insightful talk

By D an Mes s ina

It’s been years since I sold my tow company, but I found myself bored with nothing to do. I wasn’t ready to retire, so I decided to start a new business. I knew I wanted to stay in the towing industry because I love the people that are involved with this industry. I did not want to sell trucks or any parts that went with the trucks. I have a computer background, so I decided to create a digital dispatch system. That seemed to be the hot item in the industry.

As I get older, it becomes harder to start from scratch when I’m doing anything, so I found myself needing help.

What a better person to turn to than myself to get started. For years, I have 22

been writing about the business side of towing, so I looked back at some of the articles I wrote and applied them to my new business.

Step 1: The Owner I know my talents, so I had to identify others I would need to hire to make my company successful. To identify your needs, you must first identify your objective as a business. Then, I identified the rules of the game I would be playing under. I found myself dealing with rules of the cloud--that’s techy stuff that would run my system. As I got older, I found that I am not as wise as I once was, so I know I would have to find the right peo-

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ple to help me. I know a lot of people in the industry, and they would define my character for me. Knowing who you are and establishing your reputation is important. These were the winning ingredients for my company.

(Rules of the game) I’m a tech company not a tow company, so the rules have changed. I’ll let you know what the new rules are as soon as I learn them. Its new to me, but it’s fun. One of my business tips I would always say is “If it’s not fun, I’m not doing it.”

(My objective) I wanted a WIN for the tow companies--something that would allow them to make money and cut expenses. I wanted a WIN for the service

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Insightful talk cont inued provider--something that would allow them to provider a better service to their customer and cut expenses. Finally, I wanted a WIN for the consumer that would improve their ETA’s and make them feel a little safer while waiting for the tow truck.

(Good players) I tried to hire the best

employees for each position. We were a team and each position complemented each other.

(Your reputation) When you are the best company, your competition will try to ruin your reputation. Remember, this is not who you are; this is another person’s opinion. They can paint any picture they

want and make you look how they want you to look.

It is difficult being a small business owner because you wear all the hats even if they don’t fit. Make no mistake-your company will become what you are.

The good thing to know is, there are plenty of resources to draw on if you are having problems, especially other business owners that would love the opportunity to help when you have problems.

Step 2: Your Competitor If I asked you what the biggest problem is you have with your competitor, you would tell me the price they charge for a tow. You then think that you must charge a lower price to compete. You don’t, and if you do, you are going to lose money.

The towing business is a service business, and the best service always wins. Once again, I find myself in the service business, and now I must find out how to win.

I’m competing with people that have provided this service for years, and I am the new kid on the block, so my service must be the best.

All my competition has had success, so I need to do things differently to compete.

The first thing I did when I started these businesses was find out who was going to be my competition. Things I wanted to know were: 1. What serviced 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 accounts?

5. What problems have they had in the past?

6. What did they charge?

It’s important to know who the competition is, but I always did it my way.

Watch what they are doing, and if you like what they did add, it to your business and do it better. I love the towing industry, and it can be fun and very rewarding if you run the business right. Know your

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It’s important to know who the competition is, but I always did it my way. Watch what they are doing, and if you like what they did, add it to your business and do it better. I love the towing industry, and it can be fun and very rewarding if you run the business right. competition, but don’t let them get in the way of how you run your business.

“Good service is king!”

Step 3: The Plan This is one thing I tell everyone when they are starting a business: you need a business plan. Once I had a plan, I would also use that as my budget. My initial advice to all of them was to have a plan.

Here are some tips and questions for writing your plan: 1. You must write your plan on paper.

2. What service do I offer now?

3. What service do I want to be offer-

ing in the future?

4. What are my expenses going to look like?

5. Identify the people you need for your company.

6. What will their functions be daily?

7. How much money am I generating with my service?

8. What additional services can I offer?

9. What do I need to perform additional services?

10. Who can I get to help me set up these new services?

11. How will new business impact the

industry?

12. Make sure everyone in the company knows what your goals are.

13. What kind of money will I make?

This is the most important item.

Next month I will let you know how things are going and offer you a few more tips. Until then, good luck and be safe

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tips for towers

CHOOSING A JUMP STARTER FOR YOUR TOW OPERATION B y Ja me s O’ Har a - Clor e Automoti ve

When it comes to choosing a jump starter for your tow operation, there are a few quick questions to answer to determine what you need: How much power do I need?; How often will I be jump starting?; What kind of access do I require; and, How long do I want the jump starter to last, given my usage patterns? It is important to understand your answers to these questions, regardless of the type of power supply (lead acid, lithium, or ultracapacitor driven) that you ultimately adopt. In fact, it is more important than ever to first understand your use case and 26

what that means for your product need in order to ensure that your final decision will be a good one.

Power – How Much Do I Need?

This is almost always the first question that comes up. The answer, of course, depends on the types of vehicles you need to start, the weather conditions in which you are jump starting, and the condition of the vehicles you will be starting.

The larger the vehicles to be started, the colder the temperatures you operate in, and how worse the overall vehicle condi-

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tions are, the more power you will need.

A good rule of thumb is that if you are planning to start gasoline-powered passenger vehicles, even in cold weather, a jump starter that can supply 300 Cranking Amps (30 second, 0F, 7.2V or higher terminal voltage) of power should suffice. For diesel-powered passenger vehicles, 400 Cranking Amps should get the job done. If you are starting larger diesel-powered vehicles, a larger jump starter will be needed.

These fundamental facts are true no matter the type of jump starter you

choose. So, if you are interested in a lithium-battery powered jump starter, you still must ensure that you have sufficient power to crank the types of vehicles you expect to encounter. Also, some power supplies are more or less sensitive to temperature than others. For instance, ultracapacitors deliver the same power whether the temperature is 70˚F or 25˚F, which is pretty cool. Lead-acid batteries are susceptible to cool temperatures, but at a moderately decreasing scale. Lithium-powered jump starters, on the other hand, are more sensitive to temperature swings and may not be practical if you operate in a region that sees long, cold winters.

How Often Will I be Jump Starting?

The more jump starts you expect to perform per day, per week, etc., the

more you are going to want to ensure that you have sufficient reserve capacity to meet your usage pattern. Reserve capacity is essentially how deep the well is in the jump starter’s power supply capability. So, you could have two jump starters that are equally rated in Peak Amps or even Cranking Amps, but have different reserve capacities.

Running a tow vehicle, reserve capacity is going to be important. You want to be sure your jump starter can work as full a day as you are.

This is another area where capacitordriven models have an advantage. Since the capacitor can be fully recharged immediately after a successful jump start (less than 20 seconds), it is somewhat like having bottomless reserve capacity. So, if you are jumping more than 10+ vehicles per day, you may want to consider choosing this type of unit.

What Kind of Access Do I Require?

After your power equation is determined, the next question is whether any given unit under consideration will provide the access you need. This, again, will be determined by the types of vehicles you will be starting. This is true two ways: On larger vehicles, you are going to want to be sure to have long enough cables to reach the battery / starting points on them, which can often be difficult. In addition, on vehicles with difficult to access batteries, remote starting points often require extended reach to get to a good ground. With remote starting points, you can’t cheat and take both clamps to the battery (which you shouldn’t do, by the way). So, you must get to a good ground with the negative clamp. This often requires 3+ feet of reach, depending on the design of the vehicle to be jumped.

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FOR drivers How Long Do I Want/Require the Jump Starter to Last?

Again, this equation will vary for each user, based on their usage patterns, spend expectations, and desire for value / longevity. But, regardless of the spend, everyone wants the products they purchase to last a reasonable length of time.

Particularly in a towing operation, which could reasonably be described as an extreme environment, this factor comes into play in a big way. Various products, based on their build method, will stand up in the towing environment better than others.

Built for Jump Starting from the Ground Up The power supply (heart of the jump starter) is the most important contributor to jump starter performance. It impacts everything from the jump starter’s maximum boosting capacity, the number of

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jumps that can be performed per charge, the amount of time that the jump starter can sit between charges, its ability to withstand abuse, and the overall service life of the unit. The ES Series (Booster PAC) and Clore PROFORMER (Jump-NCarry) batteries in our lead acid and lithium jump starting solutions are specifically designed to optimally address vehicle jump starting applications. They are designed to deliver exceptional power in a quick, concentrated burst. They also have numerous enhancements that serve a single purpose—deliver the power you need, even in extreme conditions, over and over again. Similarly, the ultracapacitors used in our Jump-N-Carry capacitor jump starting solutions feature industrial grade durability up to 10,000 cycles and the high rate, high performance discharge profile needed to start the most obstinate vehicles.

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Also Pay Attention to the Power Path Beyond the battery, it is important to remember that an investment in battery

power and reserve capacity isn’t paid off if we can’t get all that energy to the vehicle. That’s where the Power Path components come into play. These consist primarily of the output cables and battery clamps. Output cables must be sufficiently conductive to deliver the battery’s energy without introducing excessive resistance, which would result in a voltage drop, diminishing the jump starter’s capacity to start the vehicle. The more powerful the battery, the greater the requirement on the output cables. Clore Automotive output cables are specifically mated to the battery power of each jump starter to ensure optimal results. They are extremely durable, flexible in cold temperatures and resistant to vehicle fluids and chemicals.

You work hard. Make sure that when you reach for your jump starter, it is ready to work as hard as you do. Downtime is lost revenue. Having a jump starter that

you know is going to work every time you grab it, is more than peace of mind. It saves

time and saves money on the road. www.jumpstarter.com

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B y D a r ia n We ave r - Publisher - Tow Pr ofessi onal

Big Wheel Towing & Recovery is one of the largest complete towing and recovery companies in New England located in East Freetown, MA. Big Wheel opened their doors 38 years ago, and their operation has grown quite a bit since. Bob’s main focus is doing the job safely and having the necessary equipment to get the job done in a timely manner.

On the office end, over the past 38 years, Bob has compiled knowledge to effectively invoice for the services ren30

dered for commercial and insurance claims. In 2009, he started Recovery Billing Unlimited, an organization dedicat-

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ed to teaching fellow towers how to become more profitable for the work they do. He shared with me about his businesses--how they started and what his key to success is.

HOW IT STARTED It all began when Bob got out of the military in 1969 and immediately started his construction business working seven days a week for the next ten years. Since he didn’t have time to spend with his kids, he sold all the equipment and went into

selling cars at a new car dealership, going on to become the top salesman in his area--but the hours were still crazy. He then decided to be a truck driver. Bob went to a company near him called RS&B Big Wheel to buy an over-the-road truck and trailer. While there, the owner suggested that since he was so good at selling cars why not just rent his lot and use his dealer’s license to sell cars on the Big Wheel property. In only a year and four months, he was so successful as a salesman that he had rented out all four of the Volume 8 • Issue 3 | www.towprofessional.com | Tow Professional

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bays. About a year later, the banker showed up and said that they were going to foreclose on the people that Bob rented from and they had to sell the building.

Bob had been saving up his money, so he said, “I’ll buy it,” and they signed papers.

Bob kept the name Big Wheel and started his towing business in 1980 with one tow truck, a 1953 Ford F800. The truck was formerly owned by Sunbeam Bread, which is how they got the yellow color for their trucks. The Ford only had 42,000 miles on it, and it had stayed inside its whole life. It was equipped with a Holmes 525 unit and a heavy-duty truck tow bar. Bob states, “The key to being your best, is starting out with the best!

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We invested in new equipment adding to our fleet every year.”

In 1982, Bob purchased a 1970 9500 series GMC single axle, straight job with a 671 Detroit, 10-speed road-ranger. They shortened the truck and put a used WellBuilt 600 unit on it to handle the heavier stuff a little better. The following year, they bought a 1970 R-Model Mack and installed a W45 unit on it; now they were really in the towing business. As the times changed, so did they purchasing bigger and more specialized equipment, including ramp trucks, Landoll tractor and trailer units, hydraulic wreckers, cranes, boats, large off-road track vehicles, a hovercraft, and front-end loaders. They have

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owned the largest factory-built wrecker in the country, a Kenworth T800 five-axle unit with the Jerr-Dan 85-ton rotator on it.

They now operate a 2019 NRC 80-Ton HIM T880 and a 2016 Peterbuilt 50-Ton sliding Miller 1150R Rotator. In addition, adding new equipment to their fleet every year, has been the key to their success.

FOCUSING ON FAMILY Bob and his wife, Rose, own Big Wheel and after 38 years still keep family at the center. When you look at the staff, both father Bob, along with his two sons, David and Eric, work together with several other family members to make their business happen daily. When administra-

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tion is needed for Recovery Billing and Big Wheel, daughter Linda, provides what is needed. When issues relating to graphic design and marketing come up, granddaughter Jade, is there to take their business to the next level of excellence.

With such a sense and presence of family, it is no wonder why their secretary, Alice has stayed around for 25 years!

Like many towers across the nation, Big Wheel has stayed family-focused by running their business with family.

SPECIALIZING IN TOWING Bob said he entered the work force when he was 13 to work for his uncle (a former Marine Sargent who saw endless hostile action during WWII) in his construction business. “He taught me to never say, ‘No’ also because if somebody else can do it, you can. Take ‘No’ also out of your vocabulary. Don’t put selfimposed limitations on yourself.” Living out that philosophy, Big Wheel provides specialized services in addition to basic towing and recovery. Most of Big Wheel’s business is related to emergency response calls, such as major rollovers and accidents; however, they also provide general towing services as well. Big Wheel works with law enforcement including the Massachusetts State Police and various other departments in their area. Big Wheel also takes on other jobs that many other companies just can’t handle—such as airplanes and underwater recoveries. Big Wheel has a certified deep water dive team to recover vehicles that find their way into waterways.

Specializing can expand your revenue potential.

DIVERSIFING BUSINESS Selling/Servicing Heavy Duty Equipment In addition to providing professional towing and recovery services, Big Wheel also has a wide inventory of used heavyduty parts and equipment for sale.

STARTING A BILLING BUSINESS: RECOVERY BILLING UNLIMITED The extensive experience and knowledge of the in’s and outs of the industry 34

has led to the formation of another company: Recovery Billing Unlimited. Owners want to grow their towing and recovery company, but at times it can be difficult to collect on an invoice, let alone navigate some of the other financial and legal hurdles of running your own company.

Business success demands specialized techniques. At Recovery Billing Unlimited, we won’t tell you how to tow. What we’ll do is teach you the advanced business management techniques necessary to bill properly for your services, teaching you how to work with the insurance company and not against them, ensuring that you are paid what your job is worth.

Content that Recovery Billing Unlimited offers include: • Building the proper tow business foundation • Remediation of the accident scene to free you from future liability • Proper way of writing acceptable recovery invoices • Obtaining payment from insurance companies for proper billing • Billing on property damage liability coverage only • Laws to help get you paid • Guest speakers include: Attorneys, Insurance Executive, National Certified HAZMAT and OSHA Instructor.

Bob also notes the potential income loss relating to improper billing, “Even if you did the job right and provide the right equipment, that doesn’t always mean that you are going to get paid. You need to know the value of the services you provided and to be consistent in your pricing.”

“Across the United States and Canada, hundreds of managers and business owners are looking for ways to increase the financial performance of their towing operations. We have helped countless companies to achieve exactly that. We can do the same for you,” says Bob. Both he and his son, Eric, present advanced business seminars, covering everything from properly writing invoices to how you can make sure that you are paid by company owners and insurance companies.

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The techniques that you will learn in your first class will be essential for your business to remain profitable. Recovery Billing offers seminars at tow shows and in Massachusetts. For a seminar schedule, please visit our Facebook page or website: http://recoverybillingunlimited.com/.

HIRING PROPERLY You are only as good as the people you have hired to represent your company. Since your relationship with the public can make or break you, it is of the utmost importance to do background checks on those you have working for you. Drivers out there making the tows happen will have access to customer’s financial information, house keys, and other personal possessions. For this reason, it is important that your employees are background checked to makes sure that they will be safe working with the public to maintain a positive reputation and to reduce the chance of inflicting legal and financial obligations.

TRAINING ALL RECOVERY PERSONNEL “First thing I recommend is that you and all your employees go to a WreckMaster class! We make sure that all our recovery personnel are WreckMaster 6/7 certified. Proper training will reduce the amount of time your driver spends on the roadway by increasing efficiency and being more prepared for the situations he or she may face.” Big Wheel is committed to exceeding safety and training measures. His team certifications include: WreckMaster 6/7 Certified, F.E.M.A. Emergency Management Institute Certified, Hoisting Engineer Licenses, HAZWOPER Certification, Emergency Response Training Certified, OSHA 10 Hour Training Certified, Transportation Worker Identification Credential (TWIC) Card, CPR/First Aid Certified. Awards include: Massachusetts State Police Rescue Awards, Donnie Cruise Memorial Award for Best Heavy Duty Recovery, Towman Life Saving Commendation Award 2009, Towman of the Year Award 2010. We aspire to provide our personnel with training that will

provide them with the skills to handle dangerous and hazardous scenes in a safe manner, while working cohesively and respectfully with first responders.

STUDYING THE INDUSTRY Over the years, we have found that submitting an invoice with itemized and consistent pricing, a detailed narrative, and onscene photos is more receptive with customers and agencies. Go into detail in your itemization from the type of vehicle or vehicles used, the type of personnel needed, and the type of cleanup required especially if a HAZMAT cleanup was needed.

With the growing emphasis on environment, it is very important to be informed of environmental remediation and do the right thing to protect it. We need to be educated on the best way to take care of the environment, in addition to what the federal government requires in cleanup and transport, and from a practical financial point, towers have been sued for not properly cleaning up the scene.

VALUING PEOPLE Bob said that towers are the best people in the world. Treating people right is one of the greatest keys to a successful business. As a tow operator, about 99% of tows you respond to are people in a negative situation. Bob says, “I teach my guys when you see someone in severe financial distress, take their vehicle to their house at no charge. We don’t need to put people in worse situation. It’s not just about towing, it’s about compassion and doing the right thing.” Also, we give back to the men and women who step in the line of fire for us. When we find out we have a veteran in need of tow, we don’t charge them. It is about treating people right and doing the right thing— that is how we grew our business.

I appreciate the time Bob Fouquette gave me to share about his company, Big Wheel Towing & Recovery and Recovery Billing Unlimited. They built their business in the early 1980’s on family, and now they run their business on excellence and compassion—a great standard for the industry!

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SURVEILLANCE FOR TOWERS

TOW and RECOVERY MOBILE SURVEILLANCE B y Ja mie Haw ki ns, Safety Vision

Safety Vision has been enhancing vehicular safety and security through our advanced line of multi-camera video systems for over 25 years. Our experienced sales team and highly trained installers are there to assist in every step of the way. We take great pride in our work and ensuring the customer’s needs are met at all times. Safety Vision aims to help and protect the lives of those who are dedicated to serving the community.

Whether a truck is sent to repo a car or recover a vehicle after an accident,

recovery and tow workers often operate in high-stress situations. Because tow truck drivers are so similar to first responders, being able to reach a scene in the timeliest manner is crucial. Modern developments in mobile video technology have made it easier than ever to enhance safety and protect drivers against collisions, bad weather, and false claims. Safety Vision’s innovative mobile surveillance solutions provide safety and security to make the driver’s everyday life on the job easier and more efficient. Drivers can feel

confident in being aware of their surroundings with Safety Vision’s superior recorders, monitors, interior, and exterior cameras. Our mobile surveillance solutions can significantly reduce the risks of unforeseen incidents while towing and recovering vehicles. Along with safety, these solutions provide security against false claims and liability with built-in microphones for audio recording synchronized to video. The cost of a camera system continues to pay for itself long after it is installed by providing safety and security for recovery and tow workers.

After decades of servicing the tow and recovery industry, we understand the issues and challenges at hand and have created equipment specifically tailored to those needs.

• Navigation: Our cameras' wide field of views shown on our vivid monitors allow the driver to see 360° around the

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SURVEILLANCE FOR TOWERS truck for complete coverage inside and outside of the vehicle.

• Bad Weather: Safety Vision’s products are made to withstand the harshest weather conditions and built to endure shocks and vibrations, so the equipment’s consistency is never compromised by the conditions you are driving in.

• Long Hours: Our systems are built to keep up with the intense hours tow and recovery drivers work. With battery power allowing 200 hours of uninterrupted recording and up to a month of storage space, you can rely on Safety Vision's solutions no matter what your work schedule looks like.

• Unsafe Drivers: Safety Vision's software allows the user to zoom in and playback events in vivid detail, giving clarity to any situation. With easily exported video, footage can be used to fight false claims, helping to bring down insurance costs and encourage safe driving.

• Disgruntled Vehicle Owner: Our mobile solutions are strategically placed around the truck to ensure that every interaction during a tow and recovery job can be monitored and recorded. In the instance of a disgruntled owner, video footage can be used in court as evidence and can protect you against false claims.

For additional on-site security, our SV Body Cam is the perfect stand-alone solution for documenting events and driver interactions.

New Product Spotlight— 650FHD Our brand new 650FHD exterior camera delivers outstanding picture quality at 1080p resolution for extremely clear views of the vehicle surroundings. Say goodbye to blurry, pixilated video playback and embrace the crystal-clear views the 650FHD has to offer. When zooming in on a license plate or investigating the chain of events, picture quality makes all the difference. Additionally, the heavyduty and sturdy design features waterproof housing providing complete durability in all types of environmental conditions. With a 130° viewing angle, day

and night functionality, and mirror imaging, the 650FHD stands out among its class. Pair the 650FHD with our budgetfriendly 4000 HVR and CP4 monitor for the complete mobile solution system.

Tow and Recovery Solutions INTERIOR CAMERA – 41 AHD:

The 41 AHD camera provides fleet operators with greater resolution at a lower cost. The 41AHD camera offers white balance adjustment and automatic

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SURVEILLANCE FOR TOWERS IRs to provide the best picture possible despite poor lighting for day and night multipurpose performance. This camera includes a built-in microphone for recording clear audio synchronized with video.

EXTERIOR CAMERAS – 630A, 690H, 625B:

vides two wide side-view cameras for each side of the truck. Each camera is built with extremely rugged housing to endure shocks, vibrations, and wide-ranging operating temperatures. Both exterior cameras have built-in microphones and automatic IRs for greater visibility in lowlight conditions, as well as threaded connectors for a securely locked and waterresistant connection.

and displayed on the monitor when the vehicle is put in reverse or the turn signals are on. All three monitors have a 7-inch screen and built-in speakers, so the driver can easily see and hear activity within the camera’s range.

MONITORS – 70WQ4, 711, CP4:

The 630A collision avoidance camera has an ultra-wide angle and captures a view three traffic lanes wide. The 690H backup camera provides sharp, clear images and assures maximum coverage, even in the dark. The 625B uses 18 advanced infrared illuminators, providing colorful images during the day as well as clear imagery at night. All three cameras have a 150° view, contain built-in microphones, and are built to withstand a wide variety of environmental conditions for years of reliable, dependable service.

EXTERIOR SIDE CAMERAS – 622, EXTCAM:

The 711 Monitor reveals blind spots on large vehicles and can be paired with up to two cameras. The CP4 Touch Screen Monitor is capable of multiple split-screen modes and can display up to nine cameras at a time. This monitor comes with an integrated panic button that allows drivers to mark critical events during recording. The 70WQ4 Backup Monitor displays Hi-Resolution views of your vehicle’s most vulnerable areas.

Camera views are automatically switched

The EXTCAM side camera offers an ultrawide angle to capture a complete view of the vehicle’s side-exteriors and minimize the risk of collision. The 622 series pro40

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RECORDERS – 4000 HVR, 4112 HVR: The Observer 4000 HVR utilizes HD technology and is Safety Vision's most economical system. The budget-friendly 4000 HVR comes equipped with a panicbutton feature, which allows the driver to mark critical events in the video for ease of review and search during playback.

The Observer 4112 HVR is a larger recorder that offers up to 12 channels of HD video. Both the 4000 and the 4112 HVR come with 8 customizable eventmarking sensors to efficiently navigate video playback. The systems use wireless and cellular networking to provide handsfree video downloading, live streaming, and system health reports.

SURVEILLANCE FOR TOWERS SAFETY VISION’S FORESIGHT PRO:

Connecting this advanced software to a vehicle’s recorder provides wireless downloads, geofencing, system health reports, and custom email alerts using wireless and cellular networks. More features of the Foresight Pro include GPS tracking and live video streaming. This sophisticated software offers all the necessary playback and investigating tools you need, right at your fingertips.

All of Safety Vision’s products are created with the driver in mind to warrant

maximum safety behind the wheel. It is our hope that these mobile surveillance solutions improve the jobs and lives of those who use them. Visit our website, www.safetyvision.com, and contact us

today for more information about our tow and recovery mobile solutions. www.safetyvision.com 1-800-880-8855

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Going Strapless

By J ames E. Lew i s One of my biggest pet peeves and the one with the most potential for damage and putting a towing company out of business is not using wheel straps when towing with a wheel lift truck.

I know many company owners who pound this into their people’s heads on a regular basis. I know others who don’t talk to their drivers on a regular basis, and hope they’re out there doing the right thing. Others pretend that they hold regular training sessions – especially when talking in a group of other towers – “Oh yeah, I train my guys every day!” No, you don’t.

If I can’t reach you by preaching, maybe I can reach you through math.

Yes, math. I’m a math nut, and people who know me well will confirm that.

Math is like a religion. To those who understand and believe, it is flawless and constant. To those who don’t believe, it doesn’t matter, because math is constant – your answer to a question is either right or wrong. There’s no grey area.

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Math is an absolute. There’s no possibility for political or personal bias.

Experience doesn’t matter. Please read on as I tell you about a case I recently worked on.

Your middle-of-the-road guy, the one who has been with you a little over a year, has four years in the towing industry, and seems pretty darned reliable, just had an accident. He runs all over town doing tows in your newest self-loader, and the accident karma just caught up to him.

He was running with no wheel straps on the wheel lift, no safety chains, and no tow lights. Although you mention this to all your people on a daily basis and during weekly safety meeting, this guy is one who just figures he’s only going a few miles and it won’t take long, and besides, “he hasn’t lost one yet!”

Most of us towing people are “numbers folks,” living and dying by our P&L statement, and accounts payable and receivable. Let’s look at the true cost of this accident.

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Your driver was on the interstate, going 70 in a 60, right near the exit he was planning to take. The driver of a Chevrolet Silverado had pulled onto the shoulder for an unknown reason, and then pulled back into the right lane of the interstate, right where your guy was making a lane change to make his exit. Your driver got into the brakes hard to avoid hitting the pickup, and the ABS system on your 2017 Ford F-550 worked well, stopping the tow truck short of striking the pickup.

The 2014 Nissan Maxima he was, and I say was, towing, launched itself forward and into the boom of your truck, bending the boom itself, both of the hydraulic boom lift cylinders, bending both moveable L-arms on the wheel lift unit, blowing a seal on the right side L-arm piston, scraping paint off the rear board of the tow unit, and tearing a safety chain out of its cubby hole. The Maxima had a mechanical issue, but was in good condition, but was crushed when it tried to

wedge itself against the truck’s boom. The Maxima wasn’t stopped by the boom, however – it vaulted itself sideways to the right, pivoting around your tow truck, slamming into the right side of your truck as it struck the rear of the pickup with the rear of the car.

We should be thankful that no one behind your driver hit the tow truck, the Maxima, or the pickup. Your driver wasn’t hurt, but we’re still up in the air on the pickup driver. He contacted an attorney within an hour of the accident.

Here are actual costs of the accident, plus some subjective costs that only you can apply given your work scenario, area, and accounts.

one wheel and tire: 6 hours @ $45, $1,340 in parts: $1,610.00 Replace both L-arms and right-side L-arm hydraulic piston: 3 hours @ $45, $2,200 in parts: $2,335.00

DAMAGE TO THE FORD F-550 TOW UNIT Rear board area, includes reconstructing the right-side chain pocket: 5 hours @ $45, $260 in parts: $485.00 Replace boom assembly: 12 hours @ $45, $9,788.00 in parts: $10,328.00 Both hydraulic cylinders, painted and replaced: 3 hours @ $45, $1,443.00 in parts: $1,578.00 Repaint tow boom: 2 hours @ $45, $90 in materials: $180.00 Repair right side damage, including fender flare, tool box door,

TOTAL REPAIRS FOR 2017 FORD F-550: $16,516.00

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REPAIR DAMAGE TO THE 2014 NISSAN MAXIMA Replace front fascia, both headlight assemblies, radiator, lower radiator hose: 14 hours @ $45, $3,378 in parts: $4,008.00 Replace right rear door skin, repair right rear fender, replace right rear wheel, replace rear fascia, paint, replace rear window, replace windshield, replace right rear window: 28 hours @ $45, $6,375 in parts and materials: $7,635.00

REPAIR DAMAGE TO THE 2010 CHEVROLET SILVERADO Replace tailgate, rear bumper, both taillight assemblies; repair left rear fender area: 12 hours @ $45, $2,469 in parts and materials: $3,009.00 We have $3,009.00 for the Silverado, $11,643.00 for the Maxima, and $16,516.00 for your F-550. $31,168.00 IN ACTUAL, PHYSICAL DAMAGES.

TOTAL REPAIRS FOR THE 2014 NISSAN MAXIMA: $11,643.00

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WHEW! THANK GOD FOR INSURANCE, RIGHT? Nope. Your driver was negligent. At fault. In violation of several state and local laws. Your insurance adjuster will tell you to pack sand. And your insurance is now cancelled. Good luck finding a new provider.

You can no longer insure that driver, regardless. He was cited for failure to control vehicle (times two), improper cargo securement resulting in damage, failure to maintain speed, and violations of the city’s towing regulations.

Let’s look at the additional costs. I can relate to this particular accident because I investigated it, but you can easily compare this to one or more of your regular accounts. The account or accounts you’ve spent years working on and taking care of. The account in this scenario was responsible for at least 40 tows per month. Many of them were for diesel pickups pulling RV trailers or toy haulers.

The average per invoice was $107.00.

Because this was the second time your guys had damaged a vehicle en route to

this shop, the owner decided to cut his losses with you – that’s at least $4,280.00 per month, or $51,360 per year. Revenue you spent 10 years cultivating. Gone.

People talk. One of your competitors was caught in traffic after the accident, got a good look at what happened, easily figured it out, and posted photos on social media. That’s what some competitors do.

Now you’re “Facebook famous” on a national level. Your truck and the accident will be featured in safety meetings all over the country, and during nationallevel seminars.

Shop owners talk, too. This company owner noted that two of his other shops dropped off in business somewhat, and your guys saw two other companies towing into those shops. All is fair in love and war.

Several other factors remain.

Consumers – regular car owners – will hear about this and I can guarantee that will impact your company’s requests on private and accident tows.

The owner of the Maxima will sue you for diminution in value. His car wasn’t wrecked previously. It just had a mechan-

ical issue that could have easily been repaired.

And the guy in the Silverado? He’s holding his neck and back and already has a lawyer.

It is easy to say that this wreck could cost you $200 grand in 2 years. All preventable by your driver using wheel straps and slowing down. The cost of this wreck is no longer in your control, but safety is, and always should be.

So much for “I haven’t lost one yet!”.

That phrase is usually followed by me saying, “Maybe not, but you will, and when you do, it’ll cost you everything.”

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By To dd Wiles - B est Tools

Best Tools is a family-owned and operated business that started in the 1980’s and officially incorporated in 1990. For the first 25 years, Best Tools has focused just on lockout tools and inventing, “in the door tools” for the automotive industries. From day one, all Best Tools lockout-tool equipment was, and still is, 100% made in the USA along with 46

using raw materials right here in the USA. Our goal has always been quality over quantity. One of our greatest lines is “our lockout tools take a lickin’ and keep on pickin’.” Since the beginning, we have established a dealer network along with an end-user market. To this day, some of the dealers and relationships we have made with customers throughout the variety of industries we serve are still with us growing together. Best Tools has

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always been a “grass root” business focusing on reaching out to the customer in a personal way.

In 2012, Best Tools decided to make a jump to carefully rebrand and remarket the image and expand the product line outside of what we manufacture. We started hitting the streets getting the name out there and by request from a variety of customers, Best Tools grew.

After diligently picking only the elite man-

ufactures out in the market, we wanted to grow with the best—period! From wireless tow lights, emergency lighting, rigging and recovery equipment, tie-down straps, skates, transport and trucking products, wire rope, winches, and industrial radio wireless remote controls, suspension enhancement products to much, much more. The list will always be evolving to serve the customer in the best way.

Best Tools offers a full domestic line with

an imported option to satisfy every customer throughout all the different industries we serve. Also in 2012, we invested in a van that would hit the ground fully stocked with all kinds of products calling on industries from towing companies, mechanic shops, dealerships, body shops, construction companies, trucking companies, police and fire stations to municipalities. If we feel you could use Best Tools products, we will stop and see

you, now that we have two vans hitting the streets. Talking to customers face-toface and establishing a relationship, we have modified and improved our lockout tools and have designed new products to help the towing industry. Just to name a few items, our Silver Snatcher lockout tool (our version of the Axle chain and Steering Wheel strap) has been a huge hit in the market.

In 2015 Best Tools grew out of its

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original location and bought a warehouse. With the extra room, we can operate a smoother shipping process and stock more products so that customers will get what they need faster! We have also expanded the business once we moved to not only manufacture lockout tools and sell a wide variety of products but also to install lighting, wireless remote-control systems, winches and suspension enhancements. Best Tools has installed emergency lighting on vehicles

from city trucks, FBI, and other emergency vehicles, wreckers to rotators and more.

Car haulers and tow truck operators visit us frequently for a quality installation regarding winches and wireless remote systems. Supersprings has been a strategic addition for installation for a variety of work vehicles like farm trucks, transport vehicles, and wreckers-all which benefit greatly with increased load capacities and with a much more comfortable ride. No matter what the call is for your installation needs, Best Tools will always go the extra mile to satisfy the customer making a topnotch professional job well done.

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Best Tools has a good group of people that take pride in everything they do from manufacturing, sales, and installation; we have the right team to take care of all your needs. Be looking for us out on the road, follow us on Facebook as we run package deals all the time, and come find us at a variety of tow shows across the industry. Also come check us out at our next show in Orange Beach, AL where you can look at our products, meet us, and have a blast at the beach! Remember: “When people rely on you, you can depend on us!” www.besttoolsusa.com

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CARGO CONTROL FOR TOWERS

Cargo Control / Storage Products B y I n T he Di tch

36”, 48”, 60”, 70” Pro Series™ Toolboxes How's this for tough? The door on this tool box has a 400lb rating so you can use it as a step. With our variety of Pro Series™ toolboxes we have that rightsized box for many applications. With 36”, 48”, 60” and 70” boxes to choose from you will have no problem finding the right box for your specific needs. The Pro Series™ comes with a single latch but has two internal rotary door strikers to keep the door securely closed and sealed from the weather. All of our Pro Series™ Boxes come pre-drilled for all In The Ditch accessories. Just pop out the plastic plug in the pre-drilled holes and bolt the accessory on. From a bolt-on storage fender to a bolt on shelf; having your tool box set up the way you want it has never been easier.

LUMBER BASKETS ITD1280 With the In The Ditch lumber baskets you can install a great place to store extra 50

4 & 6 GALLON CARRIER TRASH CAN MOUNTS – ITD1052

lumber, tire chains, and much more in just minutes! These baskets simply bolt to the back of your Pro Series™ toolboxes and are made of military grade aluminum so you know they will last for decades.

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If you are looking for a way to mount your trash can to your carrier look no further than the In The Ditch 4 or 6 gallon trash can mount. This mount is made from 1/8” aluminum and has four predrilled mounting holes that fit perfectly on the Pro Series™ tool boxes.

CARGO CONTROL FOR TOWERS GALLON ALUMINUM WRECKER TRASH CAN MOUNTS – ITD1050 The In The Ditch 4 Gallon Wrecker Trash Can Mount is made from durable aluminum and can be easily mounted to the deck of a wrecker or any flat surface.

The Trash Can Mount will hold a 4 gallon or 6 gallon trash can and is easy to install with four pre-drilled mounting holes.

4x4 LUMBER HOLDER – ITD11676 Federal DOT Laws require that everything on the deck or bed of a commercial carrier is to be secured while in transit.

We set out to solve this simple problem and come up with our In The Ditch 4x4 Lumber Holder Kit. With our 4X4 Lumber Holder you will be D.O.T compliant, organized and will look good going down the road. Each kit includes two holders

made from aluminum. These 4x4 Holders can be mounted anywhere and will work with any length of 4x4. If you are worried about theft you can also lock your 4x4 using a Pad-Lock.

5 GALLON GAS CAN MOUNT – ITD1091 Easily to install and store this In The Ditch 5 Gallon gas can mount helps keep your truck organized. This gas can mount holds a 5 gallon C.A.R.B. compliant or Blitz® 5 gallon plastic can and is held in with a 21 inch bungee.

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CARGO CONTROL FOR TOWERS

*INDUSTRY FIRST* – IN THE DITCH FUELPAX MOUNT – ITD2053 The In The Ditch Fuelpax Mount has all of the adjustability you want and need out of a fuel mount. Not only can you adjust the depth to get a compact fit to your machine, but can be rotated a variety of angles making it one of the most versatile fuel mounts in the industry.

Made with 3/16” steel and a rugged powder coated finish it will withstand years of abuse. We designed a comfort grip knob to make using the ITD Fuelpax mount easy and comfortable. It has the perfect blend of looks and functionality.

This mount will accommodate 1.5, 2.5 and 3.5 gallon Fuelpax™ gas cans.

PRO SERIES™ HD STORAGE DRAWERS – ITD1696 Ever get tired of reaching into a toolbox or under a counter to pull out a heavy object? Introducing our Heavy Duty Storage Drawers made out of military grade aluminum. These drawers are rated at 500lbs and each slide has a lock in/out position to keep from closing as your trying to place an object in the drawer. We designed this guy to mount on any flat surface with vertical adjustment for various heights. We built a drill template into the tray for ease of installation. It also includes 5 adjustable dividers which allow you to separate your items.

Additional dividers can be purchased under part #ITD1688. We incorporated this into our In The Ditch Pro SeriesTM Toolbox Accessory Line. They will mount in ITD1570, ITD1660, & ITD1548 Pro Series™ Toolboxes. They will mount under our full/half shelf kits. As well as above our Slide-In Jack Bracket. Specific layouts can be found on our website.

18” & 28” VERTICAL CONE HOLDER ITD1180 Our aluminum cone holders are perfect for keeping your safety cones in an easily accessible area on your truck. They are available in three different versions, the Vertical Cone Holder, Deck Mounted Cone 52

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Holder, and Angled Vertical Cone Holder and two different sizes, 18" and 28".

SLIDE-IN JACK BRACKET – ITD1284 The ITD1284 Slide In Jack Bracket is made from aluminum and is 13 inches wide and 25 inches long, so most floor jacks will slide in easily. This bracket will easily save your back. Stop wrestling with your floor jack and install this bracket today. Installation is easy, just remove the Easy Install Panel from the back of the

CARGO CONTROL FOR TOWERS This mount is made from aluminum and will hold the 5,000 and 6,000 series GoJak®. Easy to install and be locked with a padlock. Two mounts are included in each kit.

BROOM AND SHOVEL DECK MOUNTED RACK – ITD1316 The Broom and Shovel Deck Mount is

the perfect solution for storing brooms and shovels on your wrecker. The angle of the mount can be quickly adjusted to the angle you want the broom or shovel to sit. The rack also comes with three pre-drilled holes so you can install a bungee cord as well as a bolt-on bracket that keeps the broom head or shovel head flat. www.intheditch.com

tool box and bolt the Slide In Jack Bracket in using the included hardware kit - it's that easy.

IN THE DITCH GoJak® MOUNT – ITD1244 The all new GoJak® mount is for you to mount your GoJak® to a flat surface.

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B y D a r ia n We ave r - Publisher - Tow Pr ofessi onal The Ohio Turnpike Ohio’s leaders envisioned a nonstop superhighway across the state, superior to anything that had ever been built. In 1949, the legislature authorized creation of the Ohio Turnpike Commission. To fund the new superhighway, the Commission issued $326 million in revenue bonds. The Turnpike would be the biggest construction project in Ohio’s history at that time.

Ground was broken on October 27, 1952. At peak construction, 10,000 workers were on the job using more than 2,300 bulldozers, graders, loaders, and other road building equipment. Building the 241-mile highway took only 38 months. On October 1, 1955, the massive project was completed. On opening 54

day, traffic totaled 44,000 vehicles--the Ohio Turnpike was in business. In 1956, the first full year of operation, some 10 million cars and trucks used the Turnpike.

In 2018, that number had climbed to more than 64 million vehicles.

Safety Services for 11,000 Service Calls Per Year Cory Skoczen is the Safety Services Manager for the Ohio Turnpike. One of the jobs Cory is tasked with by the Turnpike & Infrastructure Commission is responding to and/or coordinating HAZMAT incidents, motor vehicle accidents, and any other large-scale incidents with OTIC maintenance department, first responders, Disabled Vehicle Services, The Ohio State Highway Patrol, the Ohio

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Safety Manager, Cory Skoczen EPA, and HAZMAT cleanup companies.

Currently the Ohio Turnpike receives

approximately 11,000 service calls per year. “In the past, we would receive a call from a motor club, Ohio State Patrol, or a patron. These tasks in the past were documented through Excel and saved to the spreadsheet at the end of the day. This system caused a few of problems: 1) Communication of phone number and other info was done over the radio during every service. This ties up communication on the radio when vital weather information updates are needed. 2) All information had to be entered in Excel and saved at the end of day. 3) A manager would have to review all written records at the end of each day to assure the rates on services were being adhered to,” says Cory.

Qualifications for Service Providers The Disabled Vehicle Service providers used for the Turnpike service from the Indiana Toll to the Pennsylvania Turnpike, 241 miles of roadway. Cory describes how vehicles needing service are handled: “We have seven different regional zones the turnpike is divided into and serviced by seven different tow companies. We choose these providers through a process: • We send out to them an RPF. • We require them to own a rotator.

• We require them to be on call 24/7 365 days a year.

• We set the rate to be charged for each service, so that it stays fair to all our patrons across the board.”

Cory knew that there had to be a better way to do this, so he started contacting towing software companies with a

few goals in mind. The goals he wanted to accomplish were: • Becoming more efficient with the process.

• Cutting out unnecessary communication on the radio.

• Improving overall safety for all employee’s and patrons that travel the Ohio Turnpike.

Towbook and the Ohio Turnpike Cory began researching different software and found there wasn’t anything that met their exact needs. Cory then talked with Tom Bacon at Towbook software and described his experience: “From the first day, the team worked tirelessly day in and day out to design the software to meet all our needs. The team at Towbook developed a system that wasn’t cookie cutter and was an exact fit for our needs. The software was a seamless conversion and was easy for our dispatchers and managers to learn. The software helped us from a safety standpoint by being able to track the service provider

every moment. When they move or something changes, we see it in real time. The program can reach out to the motorists. It can ping the customers’ phones and let them know what companies and drivers are responding to them. Towbook also designed the rates to be locked into the program, where they are not able to be changed on services. This has saved time from the manager having to review all the written service tickets daily.”

Cory stated: “Towbook backs up what they say; they are truly there 24/7 to provide service for their products to keep their systems running. This system with its timesaving and seamless conversion into our operation pays for itself in the 1st year. This new software has helped get our services rolling along more smoothly.

Our towers are our everyday heroes that keep our roads moving and our employees and customers safe. This is what it is all about at the end of the day: serving and meeting the needs of others that rely on us, with efficiency and compassion!”

THE MAN BEHIND THE NAME The Ohio Turnpike is officially named the James W. Shocknessy Ohio Turnpike for the agency’s first chairman. A prominent attorney known for his civic endeavors, Mr. Shocknessy devoted his extraordinary talents and energies into making the Ohio Turnpike dream a reality.

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Dealers place

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Dealers place

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Dealers place

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market place

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COMPANY

PG

COMPANY

PG

COMPANY

PG

Access Tools . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

Holly's Towing Dispatch . . . . . . . . . . . . . . . . . .49

Safety Vision . . . . . . . . . . . . . . . . . . . . . . . . . . . .41

All American Auto Group . . . . . . . . . . . . . . . .58

INA Towing Network . . . . . . . . . . . . . . . . . . . .20

Southern Tow Expo . . . . . . . . . . . . .10, 14, 15, 16

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

Jerr-Dan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .8, 9

Steck Mfg. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .58

Auto Data Direct . . . . . . . . . . . . . . . . . . . . . . .27

Lodar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .28

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

Budget GPS . . . . . . . . . . . . . . . . . . . . . . . . . . . .51

Mach 1 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .53

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

Clore Automotive . . . . . . . . . . . . . . . . . . . . . . .29

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

Towmate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1

Custer Products . . . . . . . . . . . . . . . . . . . . . . . .25

McMahon Truck Centers . . . . . . . . . . . . . . . . .60

TowTrax . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .58

Custom Built . . . . . . . . . . . . . . . . . . . . . . . . . . .24

Mike Keith Insurance . . . . . . . . . . . . . . . . . . . .44

TRAO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11

CW Mill . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .51

Mobile Create USA . . . . . . . . . . . . . . . . . . . . .45

United Plastic Fabricating . . . .Inside Back Cover

Don Jackson . . . . . . . . . . . . . . . . . . . . . . . . . . . .61

Nino Prints . . . . . . . . . . . . . . . . . . . . . . . . . . . .63

VTS Systems . . . . . . . . . . . . . . . . . . . . . . . .19, 63

Dri-Lok / Kendall Products . . . . . . . . . . . . . . .23

OMG Solutions . . . . . . . . . . . . . . . . . . . . . . . . . .5

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

Dynamic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .60

Phoenix USA . . . . . . . . . . . . . . . . . . . . . . . . . . .35

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

East Coast Truck & Trailer Sales . . . . . . . . . . . .61

Pro View Systems, Inc . . . . . . . . . . . . . . . . . . . .35

Winches, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . .43

ECM Performance . . . . . . . . . . . . . . . . . . . . . . .64

Progressive . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23

WreckMaster . . . . . . . . . . . . . . . . . . . . . . . . . .21

FlowStop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5

ProLift . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .44

Wrecker Rentals . . . . . . . . . . . . . . . . . . . . . . . .62

FTI Groups . . . . . . . . . . . . . . . . . . . . . . . . . . . .45

Recovery Billing . . . . . . . . . . . . . . . . . . . . . . . . .33

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

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

Renew Truck Body . . . . . . . . . . . . . . . . . . . . . .39

XINSURANCE . . . . . . . . . . .Inside Front Cover

Hanby Environmental . . . . . . . . . . . . . . . . . . . . .5

Robert Young . . . . . . . . . . . . . . . . . . . . . . . . . . .62

Zellner Insurance . . . . . . . . . . . . . . . . . . . . . . .49

Hide-a-Lift . . . . . . . . . . . . . . . . . . . . . . . . . . . . .63 Hino . . . . . . . . . . . . . . . . . . . . . . . . . .Back Cover

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RP Consulting . . . . . . . . . . . . . . . . . . . . . . . . . .64 RV Wheel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .63

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