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Vol.2 Issue 3, 2013 Your Resource for Towing and Recovery
Citation preview
2 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
IN EVERY ISSUE
4 | Publisher Letter 40| HOOKED UP
6| Dynamic Towing Equipment and Manufacturing
6|PWOF Tow Show Special - ScoutDispatchTM - from Ranger SST
8| Agero to Highlight New Technology and Training at Orlando Show
10| Custom Aerodyne Toolboxes from ZACKLIFT
14 | Your Hydraulic System and You
16 | High Sulfur Diesel Applications
17 | Secure Loads to Avoid Citations
18 | Don’t Crush Your Cash! IAA Can Help You See How at a Free Seminar
12| International Towing & Recovery Hall of Fame and Museum
20 | Growing Your Business
CONTENTSVolume 2 • Issue 3 2013
www.towprofessional.com
T O W P R O F E S S I O N A L
Cargo Control30 | TO TWIST OR KNOT?
Safety and Training26 | Training Can Be One Piece of the Profit Puzzle
IndustryNEWS
TOW TIPST O W I N G & R E C O V E R Y
37 |Towbook
38 | S & J Manufacturing
38 |Detroit Wrecker
39 |Heavy Duty Towing Equipment
39 |RuggedTow.com
Cover Image Courtesy ofWeil Wrecker
Jump Starter34 | Anatomy of a Jump Starter
company spotlight
4 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
PUBLISHERS
Darian WeaverPresident & [email protected]
Jack HartsfieldVice President & [email protected]
__________________________
PRODUCTION
Clint W. CabinessArt Director
Hal K. HuberGraphic Designer
Jill HastyManaging Editor
__________________________
CONTRIBUTING WRITERSFritz DahlinRichard FarrellDan MessinaJim O’HareWes Wilburn
Executive and Advertising Offices
P.O. Box 26308Birmingham, AL 35260Toll free: 888-802-8544Fax: 205-978-1550
www.towprofessional.com
Tow Professional is published nine times a year by Over TheMountain Media, Inc., P.O. Box 26308, Birmingham, Alabama,35260, USA. Tow Professional is distributed free to qualified sub-scribers. Non-qualified subscription rates are $57.00 per year inthe U.S. and Canada and $84.00 per year for foreign subscribers(surface mail). U.S. Postage paid at Birmingham, Alabama and ad-ditional mailing offices.
Tow Professional is distributed to qualified Towing & Re-covery's Top Decision Makers. Publisher is not liable for all con-tent (including editorial and illustrations provided by advertisers)of advertisements published and does not accept responsibilityfor any claims made against the publisher. It is the advertiser’sor agency’s responsibility to obtain appropriate releases on anyitem or individuals pictured in an advertisement. Reproductionof this magazine in whole or in part is prohibited without priorwritten permission from the publisher.
ProfessionalYour Resource for Towing & Recovery
TMLETTER
For a new free subscription, address changes or corrections,
please visit www.towprofessional.comand click on the “subscribe” tab.
P U B L I S H E R S
It’s hard to believe that the first quarter of 2013 is behind us. Ihope that your first three months were up from last year. Most ofthe people that I have talked with have seen a positive trend for2013 thus far.
April brings the first Trade Show for the year in our market. We will travel to Orlando forthe Florida Tow Show April 11-14, 2013, and will exhibit in Booth #278. This year, theshow has expanded to include the Repo Expo, which should be beneficial for everyone;the attendees have more to see and learn, and the vendors have a larger captive audi-ence. We encourage anyone capable of attending to do so; the trade shows are whereyou can put your hands on and compare all of the new equipment and technology in themarket. Bring your walking shoes and wallet…you will be glad you did.
Recently, Darian and I attended a light duty training course by Wes Wilburn hosted atWeil Wrecker in Birmingham, Alabama. Though the majority of the people attending hadplenty of experience, most were there to improve their knowledge - all who were theredid exactly that. Knowledge is power; never stop learning. Even if you are qualified toteach the class, new ideas, information, technology and techniques are continually evolv-ing. Hats off to Wes! His approach to training is extremely effective, and, if you are seriousabout your business, it is an absolute must to have your people trained and qualified.Great job, Wes, we will be back!
In this issue, Dan Messina covers “Growing Your Business,” and we also include featureson Training, Cargo Control, and Jump Packs. Once again, there’s plenty of “IndustryNews” and “Hooked UP” to round it out.
We hope to see you in BOOTH #278 at the Florida Show!
Darian Weaver and Jack Hartsfield Co-Publishers
Volume 2 • Issue 3 2013
www.towprofessional.com
IndustryNEWST O W I N G & R E C O V E R Y
• AVL tracking/mapping -- pinpoint where driv-
ers are and where they need to go
• Motor Club Digital Dispatch -- Agero, Allstate,
USAC
• Two-way messaging with drivers -- send job
details, receive status updates
• In-truck navigation for drivers -- faster service,
more calls
Only $19.85 per month per truck!!
Bring your own Android and/or use our black
box.
Ranger SST provides integrated, end-to-end
solutions for dispatching, GPS tracking/mapping,
messaging, storage lot management, accounting
(link to QuickBooks), and in-truck picture-taking,
credit card processing, signature capture, VIN
scanning, and invoice printing. .
Visit Ranger at the Florida PWOF Tow Show
-- Booth #158
www.RangerSST.com •440.498.1495
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .PWOF Tow Show Special.. ScoutDispatchTM... from Ranger SST > > >
Dynamic Towing Equipment and Manufacturing is excited
about the upcoming Florida Tow Show. This provides us with an
opportunity to connect with our customers, hearing their feed-
back and showcasing our hard work over the past year.
This past year has been an exciting time with Dynamic; we have
added several new distributors. Dynamic has introduced the re-de-
signed Service Truck and improved upon the Fusion.
The Service Truck is equipped with 2 storage compartments, to-
taling 80 cubic feet of usable space.
The compartments can be delivered
with an optional rack system for vehicle
batteries, capable of providing safe
stowing of up to 36 batteries! Accom-
panying deck space measuring 54” x
85” allows for additional storage op-
tions.
The Fusion has a 5500 lb wheel lift
fully extended 80” of reach. With the
option of negative & power tilt of 25
degrees. There are 8 storage compart-
ments, totaling 45 cubic feet of avail-
able storage. The truck was designed with increased “Hook Up”
visibility. With a 4-year warranty, this truck fits the name, FUSION.
Dynamic Towing Equipment has built a reputation on trust, provid-
ing personal service and developing solid products for the industry.
We are looking forward to seeing everyone in Florida.
To request a quote or learn about other towing solutions Dy-
namic Towing Eqt & MFG has to offer, call 800.831.9299.
Dynamic Towing Equipment and Manufacturing > > >
8 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
Agero recently announced its event schedule and exhibit con-
tent for this year’s Florida Tow Show, which will be held Friday, April
12 through Sunday, April 14 at the Hilton Orlando Lake Buena Vista
hotel in the Walt Disney World Resort in Orlando, Florida.
“I think you’ll see at the show that, more than ever, we’re about
innovation,” said Dave Sunkenberg, VP Network Services with
Agero. “This means new service provider technology, as well as new
online training offerings. We’ll have other things at the Florida show,
as well, but our main goal is to help service providers stay on the cut-
ting edge in ways that help them work even smarter. So we’ll high-
light innovations and new features and options that allow them to
increase their revenue while providing even better service.”
Timely training topics and instant certificationOne highlight will be the debut of Agero’s new training program,
which will be conducted at the show three times each day on Friday
and Saturday. Agero plans to make the events ongoing, with each
training session designed to provide a brief and efficient mini-semi-
nar on specific topics. These topics will include a wide range of tow-
ing and roadside service protocols that increasingly require OEM or
vehicle specific training.
Developed as a response to growing industry demand, these
OEM and vehicle specific certified training events will be provided at
no charge and will occur in most regions. They will be open to all
tow professionals, whether they are Agero-affiliated service
providers or not.
Given the design advances many vehicle manufactures are mak-
ing, such as Jaguar and Land Rover, product level training is becom-
ing even more critical in order to set service providers up for
success.
The best service providers are looking for resources and tools
they can incorporate into their own training programs, such as how
to manually release a vehicle from Park when the battery is dead
and the transmission shifter is not responding. Agero is committed
to providing those tools and best practices.
In keeping with the emphasis on innovative training resources,
the company will also use the show to highlight special offers devel-
oped in partnership with Motor Club Roadside Training, www.mo-
torclubtraining.com, an interactive online site that provides certified
roadside service training. The site allows employees of tow compa-
nies to receive comprehensive online training and certification from
industry leaders in all areas of the business, from customer service
and dispatching to road safety, fuel delivery and tire changes.
Practical technological innovationAnother area of emphasis at this year’s Florida show will be new
technology. One exhibit will feature Agero’s new IVR Dispatch serv-
ice, which the company says will allow for faster and easier accept-
ance or rejection of dispatches using a phone. Although access to a
live call center agent is still available just by pressing a button,
Agero’s automated dispatch capability eliminates the need to ac-
cess an agent or to wait on hold, lessening the chance of communi-
cation errors. Service providers simply choose the amount of detail
needed at that moment. After the initial dispatch, detailed info is
provided via a choice of email, text, or fax.
Using technology to develop new income streams for service
providers will also be an important part of Agero’s show content.
Launching in 2013, Agero Field Information Services is a group of
service offerings designed to allow service providers to earn incre-
mental revenue by providing asset inspections, verification, and
documentation services using smart phones or tablets running
Agero’s new PRISM mobile app.
Also on the technology front, New England Wireless will be on
hand with Agero to answer questions about their exclusive dis-
counts on tablets, smart phones and select plans along with re-
duced monthly service costs with Agero's wireless discount
program.
Agero will also be hosting a Provider Perks booth where show at-
tendees can learn more about the company’s new partnership with
Progressive Platforms, a firm specializing in fleet management and
dispatch management software.
Rounding out the schedule will be a seminar entitled “Agero
Truck Financing Programs,” sponsored by Beacon Funding, which
will take place Saturday, April 13 at 1 p.m. in the Narcissus room. In
addition, attendees will also be able to have their photos taken
alongside a NASCARK race car with noted Richard Petty look-a-like
Charles West. Giveaways from Worldwide Equipment will also be
featured.
Florida Tow ShowDate: April 12, 13, and 14
Location: Hilton Orlando Lake Buena Vista Hotelin the Walt Disney World Resort, Orlando, Florida
Agero Booth Locations: Inside: Booth #207Outside: Booth #854.
For more information, call 413-575-9333 or email [email protected].
Agero to Highlight New Technology and Training at Orlando Show >>>
IndustryNEWST O W I N G & R E C O V E R Y
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
10 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
IndustryNEWST O W I N G & R E C O V E R Y
The popular FIFTHWHEELER™, the removable underlift from Za-
cklift International, Inc., has some eye-catching options. The sleek,
professional looking Aerodyne Toolboxes make the underlift
package truly complete. This economical option has been spe-
cially engineered for mounting on the Zacklift FIFTHWHEELER
beam. With the mounting always pre-engineered into every
FIFTHWHEELER, the custom toolboxes can be added when the
Zacklift leaves the factory or at any time down the road.
As with all elements of the Zacklift FIFTHWHEELER, the boxes com-
pletely remove during the simple drive-off procedure. As easy as cou-
pling and uncoupling from a tractor trailer, the FIFTHWEHELER removes
completely for full unobstructed tractor use. Other Zacklift options can
also be outfitted on the Zacklift FIFTHWHEELER at time of purchase or
can be added later, always driving off with the underlift. These include a
choice of planetary winches and anchor legs. All mount to the Zacklift
FIFTHWHEELER beam.
Inside the toolboxes, you’ll find racks for all standard forks and space
for accessories, such as the Heavy Duty Wheel Lifting Assembly, keep-
ing equipment safe and organized. Stop, tail and turn lights are also
wired and ready.
Zacklift has knocked themselves out on good looks with this product.
The doors are polished aluminum and open in gull-wing style, helping to
keep operator safe at roadside and protecting doors from tires. The look
is completed with powder coated high gloss black tool box housing. At-
tention to detail is exceptional on the Zacklift FIFTHWHEELER, and the
Toolboxes definitely are in keeping with Zacklift’s high standards for qual-
ity workmanship and innovative engineering.
To find out more about the Zacklift FIFTHWHEELER andCustom Toolboxes, take a look at www.zacklift.com orcall 509 674-4426.
CUSTOM AERODYNE TOOLBOXES FROM ZACKLIFT > > >
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 11
12 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 13
14 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
TOW TIPST O W I N G & R E C O V E R Y
I FOUND OVER THE YEARS that one of the mostpopular and ignored services I could suggest to a cus-tomer were to change the hydraulic oil and filter. No oneseems to do this very simple maintenance. I would tell allmy service people, “Make sure you check the hydraulicoil when you write up someone for service." I'll bet 75 %or more had milky or contaminated oil. When the
By Richard Far re l l
YOURHYDRAULICSYSTEMAND YOU
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 15
weather got really cold (we’re in Michigan), we could getseveral trucks in all at once with frozen hydraulic tanks. I'mtalking ice cubes! Some would have cracks in cylinders,others busted valves or pumps. Gets real expensive, realquick. All of which, with simple preventive maintenance,could have been avoided. By changing your hydraulic oiland filter annually, you can save a lot of dough and downtime. Not to mention the premature wear on pumps, mo-tors and cylinder packing’s.
This is something that you can perform in-house. Most all hy-
draulic tanks have a drain plug and a spin on filter. Most any good
repair facility will be happy to point out these things and answer
your questions. Yes, we're in the service biz, but I know that by
helping my customers save money, they remember that and come
back for the repairs they can't do themselves. This can save you
thousands of dollars in repair costs, not to mention losses due to
downtime. It's always when you’re the busiest.
I’ve been asked over the years what is the best hydraulic oil to
use. This will depend on the climate where you operate. In very
cold locations, where you can get into negative temps regularly, I
would use "Dextron" (red automatic Tran’s fluid); this is about 5w
oil and will not stiffen up in very cold temps. In most parts of the
country, I would use 20w oil. In very hot climates, you should use
30w hydraulic oil. On an exceptionally cold day, I would turn on
my PTO and let the pump run for 10 or 15 minutes first thing in
the morning. This tends to warm up the oil and saves wear and
tear on the pump. Just at an idle, do not rev up the engine.
Over-revving your engine can damage your pump by causing a
condition known as "cavitation." Letting the pto/pump run for a
few moments in really cold mornings can save you costly pump re-
pairs down the road. As always, feel free to call our service depart-
ment at Detroit Wrecker Sales. The staff will be more than happy
to give whatever advice they can to help you solve all of your parts
or service needs. TOW
Detroit Wrecker Sales19630 Fitzpatrick, Detroit, MI 48228Local: 313-835-8700National: 877-TOW-0030www.DetroitWrecker.com
Email: [email protected]
High Sulfur
Outside the U.S., Canada, Europe and Aus-
tralia, high sulfur diesel is usually the only
diesel fuel available. High sulfur diesel is ab-
solute poison to a DPF equipped vehicle. It
will clog a DPF filter faster than a diet of
bacon-chili triple cheeseburgers. What is an
end user to do if they operate a Cummins
Diesel DPF equipped engine in the rest of
the world?
An exporter had a customer waiting for
three new 2012 model trucks with Cum-
mins Diesel DPF equipped engines. How-
ever, the customer already had several 2011
Cummins Diesel DPF equipped trucks that
were having constant problems, like clogged
DPF’s, shutting down, red stop & yellow
check engine lights. Local service in
Venezuela confirmed that the fault codes
and issues were caused by high sulfur diesel
fouling the DPF after treatment.
ECM Performance in Florida was able to
solve the problem with their unique ECM re-
programming service. Since the three trucks
were local, ECM Performance repro-
grammed the vehicles onsite for DPF re-
moval. The exporter then had the DPF filter
and urea injection removed. After several
months and more than 1,500 hours running
on high sulfur diesel, the customer reported
excellent performance and no engine prob-
lems.
Jim Comack at ECM Performance says,
“Around the world, high sulfur diesel is a
huge issue for DPF after treatment systems.
ECM Performance provides a quick, perma-
nent solution that allows the customer to
simply remove the DPF and urea injection. In
addition, we increase the power, reliability,
and long-term engine life, while decreasing
the total cost of ownership for their fleet. For
export customers, this is a home run. By the
way, this exporter is now having the ECM’s
from the 2011 vehicles overnighted in this
week for reprogramming.” TOW
ECM PERFORMANCEFort Lauderdale, Florida 33326 888-768-2447954-748-1840
16 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
TOW TIPST O W I N G & R E C O V E R Y
Diesel Applications
CSA 2010 standards, adopted by the De-
partment of Transportation’s Federal Motor
Carrier Safety Administration (FMCSA), are
designed to keep unsafe drivers – and un-
safe loads – off the road.
FMCSA regulation 393.132 was devel-
oped jointly by U.S. and Canadian authorities
to regulate containment of crushed or flat-
tened automobiles during transportation.
Synthetic materials such as plastic netting
were deemed acceptable, provided no open-
ings were large enough to allow loose parts
to fall from the vehicle during transit.
Aggressive enforcement of those regula-
tions has forced Tow professionals to seek
out alternatives to contain loose parts on
damaged vehicles. Reusable tarps are ex-
pensive and require maintenance. Knitted
Hay bale netting shreds in the cross-direc-
tion, so many users feel compelled to double
or triple wrap their loads. Disposable CAR-
GO-NET8 provides low-cost compliance – it’s
designed for a single use.
Industrial Netting offers CAR-GO-NET8 in
small rolls configurations for Tow operators
that can be easily used by one person. Their �”
mesh in 56” wide x 1000’ long rolls weigh
just 21 lbs. Single rolls are light enough to
ship by UPS and small enough to easily fit in
most rigs.
Scrap recyclers have used CAR-GO-NET8
for more than a decade to comply with trans-
portation regulations. Now Tow operators are
using CAR-GO-NET8 to help contain small
parts and loose debris while transporting
wrecked autos or salvaged vehicles. TOW
Industrial Netting7681 Setzler Pkwy. N.Minneapolis, MN 55445800-328-8456 (in USA and Canada)Phone: 763-496-6355Fax: 763-496-6356E-mail: [email protected]
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 17
Secure Loads T O A V O I D C I T A T I O N S
Insurance Auto Auctions (IAA) is hosting afree educational seminar on Friday, April12, at the Florida Tow Show: from 2 p.m.– 3 p.m. in the Gardenia Room. This gen-eral session will teach attendees whatauctions are all about. Guests attendingalso will learn how to turn their unclaimedcars into cash by selling lightly-damaged,high-mileage, repossessed and aban-doned vehicles at auction.
Who’s buying?Regardless of the vehicle type or condition,
we have licensed buyers for them fromaround the world.
IAA’s registered and qualified buyertypes include:
• Auto body repair• Resellers• Dealers• Dismantlers• Recyclers• Exporters
Who is IAA anyway?We’re more than an auction company. Overthe past three decades, IAA has sold millionsof vehicles to buyers around the globe. IAA’s2,000 talented team members located inover 160 locations in North America are
ready to assist you today. Our national presence and local flavor
benefits you. IAA’s local expertise matterswhen it comes to promoting your vehicle. Byproviding high-quality promotional materialand additional vehicle details to capturehigher returns on these unique units helps toincrease exposure and ultimately bidding ac-tivity which drives the sale price. TOW
Come visit us at booth #150/151throughout the show!
Who can you call?For more information, contact RayRodecker of IAA at [email protected],or 919-901-9323.
18 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
TOW TIPST O W I N G & R E C O V E R Y
Don’t Crush Your Cash! IAA Can Help You See How at aFree Seminar
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 19
20 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
By Dan Mess ina
When running a business, you make money by increasing your
revenue or lowering your expenses. We are going to take a look at
several different ways you might want to consider for growing
your business. I will be able to help you get through all that’s about
to happen and make sure 2013 will be a good year for you.
Adding new customers will be a necessity for your business’s sur-
vival. What can you do to grow your business? Here are a few
things you can do to get started:
GROWINGYOUR BUSINESS2013is going to be a defining year for your business. With the price of gas out of control and having a major
impact on your business, along with tax increases that hit us in January, we are going to be facing
many challenges. From what I’m hearing, there are more taxes to come. In addition to the gas and taxes, the Obama
health care will soon be implemented. I don’t know if you have looked at how that is going to impact your business, but
there will be a big expense added to your business. I recently interviewed an insurance agent who explained how the
new healthcare bill will affect us. You can view this interview on www.danmessina.com. This new bill will not only af-
fect the business, but the employee will also be impacted by the bill. Employees will be demanding increases in pay or
they will go somewhere else. As business owners, we have to look at 2013 and see what can be done to offset these
new expenses and allow us to keep our doors open in 2014.
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 21
1. PENETRATE YOUR EXISTINGMARKET.
The first thing that comes to mind when thinking of growing
your business is getting new customers, but it’s easier getting
additional business from your existing customer base. It’s cost-
effective to get people who are already using your service to use
it more than to find new customers and persuade them to use
your service. Identify your top 10 customers and see if there are
any additional services you can provide for them. This will re-
quire you to know what their business is and what they offer
their customers. Find out what their future plans are and if they
plan to grow or open up at other locations. It’s good that you
show interest in what they are doing. It helps create a better rela-
tionship.
2. ASK FOR REFERRALS.Getting new customers is another approach to growing your
business. One of the easiest ways to do this is to ask your current
customers for referrals. Doing a great job and just assuming that
your customers are passing the word about your business isn’t
going to do much to increase your customer base; you have to
actively seek referrals. During or after every job or sale, ask your
satisfied customer if he knows anyone else who would be inter-
ested in your services. Every service call should be a sales call.
You should have a brochure of some type that you hand to cus-
tomers describing your services. Ask your customers to pass
them out for you, and you do the same for them. You will be sur-
prised how you can help each other. If you need material, I can
help you create it.
3. INNOVATE YOUR SERVICE.Discovering and promoting new services is a great way to both
get existing customers to use you more and attract new cus-
tomers. Look at your trucks and storage lot; what new services
“You can’t be the leader if you don’t get creative.”
22 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
can you offer by utilizing your trucks
and lot in different ways? An exam-
ple would be for you to haul equip-
ment on your flatbed for companies
that rent out equipment. Turn your
lot into a paid storage lot for boats,
RVs and other vehicles. You have
lights, insurance and security of
some type, so take advantage of it.
Drive around your neighborhood
and see what other people are
doing, or ones that might have a
need for that you can offer. Look at
your competition and see what they
are doing that you are not. Attend a
trade show and talk to other towers
and see what they are doing in differ-
ent parts of the country. Think out-
side the box. You have a new
business look and towing is just a
part of it. Think duct tape – and how
few of these would actually be sold if
they only had one use!
4. EXTEND YOUR MARKET REACH.There are several ways of growing your business by making your
services available to a new pool of customers. The most obvious is
to open offices in new locations, on a different side of town. This
could increase your rotations with the city and save on gas by hav-
ing trucks on that side of town. Opening an office in another city
could also be an option if you can cover the expense to get
started. (Here is where motor clubs can be of help). New locations
can also be set up through the Internet, such as a website with on-
line services. Learn how to take advantage of the Internet. I can
definitely help you in this area. If you plan on turning your business
over to a family, you better be automated with computers and
websites. That’s what today’s generation understands. Another
approach is to extend your reach through advertising. Once
you’ve identified a new market, you might advertise in select
media that targets that market.
5. PARTICIPATE IN TRADE SHOWS.Trade shows can be a great way of growing your business, be-
cause trade shows draw people who
are already interested in the type of
services you offer. The trick is to care-
fully select the trade shows you partici-
pate in, seeking the right match for
your service. When I had my business,
my biggest market was the apartment
industry. I would have a booth at two
different shows each year. This is
where I reached 40% of my business.
Once I had them as a customer, I still
attended to make sure they saw me
supporting their industry and keeping
my name in front of them. Trade
shows will help you get the best return
on your investment. The more your
name can be seen by potential cus-
tomers, the better off you are.
6. CONQUER A NICHE MARKET.
Remember the analogy of the big fish
in the small pond? That’s essentially
how this strategy for growing your business works. The niche mar-
ket is the pond, a narrowly defined group of customers. Think of
them as a subset whose needs are not being met and concentrate
on meeting those unmet needs. Most towers go after companies
that have fleets. Think of places that have groups of people
(churches, schools, chain stores, apartments, small companies
that have 50 to 60 employees). Go in and offer them a towing
service for their people. I could go into any city, big or small, and
find at least three new markets that no one is servicing. When
you’re the leader in the area, you will have the majority of the busi-
ness. But I’m telling you right now, you can’t be the leader if you
don’t get creative.
7. CONTAIN YOUR CO$TS.Surprised? Bear in mind that when we’re talking about growing
your business, we’re actually talking about growing your busi-
ness’s bottom line. And the difference between pre-tax and post-
tax money can make this a very effective growth strategy. There
“Trade shows can be agreat way of growing yourbusiness, because tradeshows draw people whoare already interested inthe type of services youoffer. The trick is to care-
fully select the tradeshows you participate in,seeking the right match for
your service.”
GROWINGYOUR BUSINESS
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 23
are two main approaches to cutting costs: stop providing services
that cost the most money (Heavy duty Towing) and improve your
service that utilizes your trucks in the best way. Here comes the
motor club approach again, or one of those new customers you
added. You have to know what it
costs for each tow and how much are
you making for that tow. A lot of tow-
ers don’t have the answer to that
question. It’s difficult working the
business side of the business when
you are on the road 16 hours a day.
Once again, here is where I can help
you. I had a friend here in Texas who
increased his profits by 30% when he
stopped doing heavy duty towing.
Just by eliminating the expense of
keeping his heavies on the road made
him more money. It was his account-
ant who suggested he stopped heavy
duty towing. You have to restructure
your business so you can make more money.
8. DIVERSIFY YOURSERVICES.
The key to successfully growing your busi-
ness through diversification is easy. Look at
your existing customers and see if there are
other businesses that might have similar
needs. If you tow for fleets, they will have a
need for additional services you provide. It
might be transporting equipment from one
location to another or picking up new equip-
ment when they make a purchase. Look hard
at each customer and ask them what else
you can do for them to solve their problems.
You may tow landscaper equipment when it
breaks down, but where does he store his
equipment in the winter? There’s another use
for your storage lot.
9. FRANCHISINGThe stories of entrepreneurs who have be-
come both well-known and wealthy due to
franchising their small businesses are legion – and not just stories.
If you have a successful business and can develop a system that
ensures that others can duplicate your success, franchising may
be the fast track for growing your business. You may think that you
are getting too old or you don’t have
the time to expand your business;
that’s okay. You may want to find a
friend or a family member that wants
to get into the business, and you can
help them get a truck and teach them
the types of service you provide and
let them get started. You can be a
silent partner, or have them just pay
you so much per month. There are
different ways of starting something
like this. Think about it; you can be in
10 different locations and not do a
tow and still make money. It might be
worth taking a look at.
“If you have a successfulbusiness and can developa system that ensures thatothers can duplicate yoursuccess, franchising maybe the fast track for grow-
ing your business.”
24 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
10. EXPORTINGExpanding into international markets can also be a powerful boost
to your business’s bottom line. I
know it might sound crazy, but I
know of towers that have buyers
come to their location from other
countries and buy their junk cars, or
parts from their junk. Foreign buyers
pay a lot of money for parts. I was
talking to one of my salvage auction
buyers, and he told me he ships
doors and hoods and other parts to
other countries because some coun-
tries don’t have access to things we
think everyone has. Like franchising,
this is a way of growing your busi-
ness that requires quite a commit-
ment of time and resources, but it can be extremely rewarding.
This should give you plenty to think about over the next few
weeks. I know these are things you don’t have experience with,
but that’s where I can help. Let my
company be a part of your company
and take care of the business side of
towing. I am now offering consulting
services that can help you address
some of these areas listed above. I am
very affordable and I know I can help
your company grow. My services will
pay for itself. TOW
Go to www.danmessina.com to
learn about the Obama Care
health plan.
“The key to successfullygrowing your business
through diversification iseasy. Look at your existingcustomers and see if thereare other businesses thatmight have similar needs.”
GROWINGYOUR BUSINESS
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 25
26 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
Let’s face facts here…in the day and times
we live in, there is a lot of hype (or drama)
involved in every aspect of life. In my
humble opinion, most of it is just that…hype.
From reality TV to the 24-hour news cycle,
almost everyone is willing and able to pro-
claim how important they are, or how impor-
tant what they are doing is, and on and on.
Well, I am here to tell you that training in the
towing industry is not a godsend or the most
important thing you can do to succeed in the
towing business, but I do believe it is one of
the things that can help. There are many fac-
tors to being successful, including a good
business plan, understanding the needs of
your marketplace, having proper and well-
maintained equipment, and a little luck, just
to name a few.
So, where does training fit in? Training in
the towing business takes many forms, in-
cluding professional seminar style, like we
provide, along with many other originations;
formal and informal sessions inside of com-
panies and towing associations is another.
Information exchange on Internet message
boards, such as www.tow411.net and many
others, can be training sometimes, although
one must be sure to be able to think for
themselves and decipher tall tales from
facts. I hate to be the one to bring this up, but
on many towing-related Internet sites, some-
times there are some really incredible fishing
stories of some very large fish being caught
in heroic fashion. The only problem is that no
one got a picture of that fish. Don’t get me
wrong; I do believe message boards have
greatly improved the communication be-
tween towing operators worldwide.
I believe training is more of a mindset
than an action. It is an ongoing process. It
starts with the belief that you can never
know it all about any one subject and also to
be willing to listen to another viewpoint, an-
other person’s life experience, and to hear
the point whether you think it applies to you
right this minute or not. Many times, I have
talked with a towing operator who has told
me about a recovery and what it took to
By Wes Wi lburn
make it happen, and then found that infor-
mation useful years later.
Training is an ongoing process. Kind of
like bathing, it needs to happen on a regular
basis to be effective. Some operators learn
everything they can in the first year or two of
their careers and then get set in their ways of
doing things and never change over a 30-
year career. They might believe they have
30 years of experience, but, in reality, they
have 2 years of experience repeated 15
times over. This might work in a factory job
where things do not change, but when the
vehicles change every year and the towing
equipment evolves into better and safer
methods, this can limit one’s safety and, ulti-
mately, profitability.
Here is a statement from Fred Scheler,
President and CEO of Henry’s Wrecker Serv-
ice, the nation’s largest privately owned tow-
ing company, with over 200 trucks servicing
Virginia, Maryland, and Washington, DC:
“Most owners in our industry look at
training as an expense. When, in reality, it
should be considered an investment into
your company. It gives your employee a
morale boost by showing them you believe
in them and want them to be the best at
their job. Most companies look at purchas-
ing equipment as an investment and never
realize that the best investment one can
make in their business is by training their em-
ployees.”
One of the greatest athletes of all time
once said, “If you have practiced a technique
for years and it is incorrect, all you have ac-
complished is getting very good at perform-
ing an incorrect method.”Michael Jordan
used this message when trying to teach all-
star level teenagers correct methods for his
sport, basketball. Could this apply to Towing
& Recovery?
I have heard the quote “can’t teach an old
dog new tricks” many times. ”I am not going
to change” is another quote I have heard, as
well as, “I can see the method you are de-
scribing is better, but I am not going to take
the time or effort to change. Why should I?
What I have been doing has worked for all
these years and look at how successful I am.”
This is especially true of one lane up-righting,
whether it be a tractor trailer or a car: “The
police-DOT will shut the road down for me to
do whatever I want.”
Well, in my opinion, that is a very selfish
www.towprofessional.com | Volume 2 Issue 3 | Tow Professional 27
mindset that is saying to YOUR COMMU-
NITY I could care less about exposing you
and your loved ones to the chance of a sec-
ondary accident and your time has no value.
Now, please do not misunderstand; there are
many times the road needs to be shut down
(like during the upright itself) but BILLIONS
of dollars in fuel and time are lost because
many towers REFUSE to adopt new meth-
ods that would allow some movement of
traffic during the setup and rigging process. I
have and always will believe during the ac-
tual upright itself no traffic should be flowing
by the scene. If we were able (as an industry)
to help all Americans save fuel and time, the
entire nation would be better off. Remem-
ber that the oil companies raise prices when
there is more usage of their product. Am I
suggesting we can change the world? No, I
am not. Could we make a small impact? I say,
yes, we can.
Here is a quote from Steven Weil Sr., sec-
retary and treasurer of Weil Wrecker Service,
Alabama’s largest towing and recovery com-
pany:
“It has been beneficial to teach new em-
ployees, as well as veteran operators, new
and better methods of recovery and towing,
including a respect for the limits of their
equipment.”
Removing all the money issues and just
focusing on the chance of reducing second-
ary accidents caused by traffic congestion is
a large factor for my beliefs. Here is a statistic
to consider. In my home state of North Car-
olina, 69% of all fatalities in 2011 were the
result of a secondary accident. Am I suggest-
ing every one of those accidents would not
have happened if a different recovery
method was chosen? Heck no. Do I know in
my heart that many peoples’ lives could
have been affected in a positive manner if
everyone, starting with Police-Fire-DOT-EMS
and, yes, Towing, was more in-tune with the
harsh effects of sitting traffic, and they need
to be willing to step outside of their comfort
zone and see the big picture. Now let me be
clear the No. 1 rule of everything is still
safety, so by no means am I suggesting we
take any risk for personnel or equipment.
I do understand that getting folks to stop
texting while driving would have a much
larger impact, but that is something we can-
not control. We can help any accident we
work by trying to be more efficient.
Maybe one of the issues is that the art of
one lane up righting is just that; it is an art
that takes study, and practice. There use to
be time to practice in the towing industry,
which is no more. I attribute that to the
motor clubs and insurance industry, which
has strangled any real profit margin out this
28 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
Training can be One Piece of the Profit Puzzle
www.towprofessional.com | Volume 2 Issue 3 | Tow Professional 29
business (which does not allow time for any-
thing else than running calls) by their some-
time less than ethical tactics, all done in the
name of saving money, which they keep.,
Every motor club member would be ap-
palled to learn the substandard rates which
are paid to vendors.
Here is a perspective from Steven Weil,
Jr., a towing association training director:
“The relationship between the Alabama
Towing and Recovery Association has been
very good for many reasons:”
• He brings a nationwide perspective to ourstate.
• The training seminars have allowed us aproductive method to bring associationbenefits to members in all corners of ourstate.
• We have gained new members from host-ing these seminars, which allows towingoperators to see firsthand what the asso-ciation is all about.
• It did not cost us any money; we have ac-tually made money, which helped us fundour association and its activities. TOW
Wes Wilburn is a towing consultantwith 30 years experience in thetowing industry, with the last 20years devoted entirely to educationas a full-time instructor. He is the founder of the AmericanTowing and Recovery Institute. Theinstitute was formed to promotesafety, education, positive publicrelations and networking within theprofessional and business mindedtowing and recovery industry. The institute will provide andpromote live hands on traditionaltowing and recovery, providecertification on different levels asrequested by our members, developand distribute a series of PublicService announcement promotingissues of common concern andproviding cost benefits to ourmembers on common items thatthey use along with many otherbenefits.He can be reached by phone
910-486-8928 or by [email protected].
30 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
When my kids were younger, oneof their favorite TV shows was“Mythbusters.” I loved watching
it, also. How cool to get to smash, crash, andblow stuff up! One of my jobs at B/A Prod-ucts is testing. We do routine testing of ourwelded links. We test inbound material likechain, wire rope, and hooks. And, sometimes,we test to prove an idea or urban legend trueor false.
Several towers have asked me about twist-
ing or knotting a web strap. “What will happen?”
they ask. “I’ve heard it will break sooner,” they
say. So, we decided to find out. Before you read
any further, take a little test. It’s a true/false test,
so don’t get nervous. Question one: Tying a knot
in a web strap tie down will reduce its strength,
true or false? Question two: Twisting a web strap
will reduce its strength, true or false?
Before the testing started, I set up my con-
trols. The strap used for this testing was a 27’
cargo tie down with double J hooks in the ends,
a 10,000 LB minimum break strength, and a
3300 LB Work Load Limit. It is easily adjustable
and has enough length if needed, and I have a
history of testing for it. To get a control break (a
break against which the tests would be com-
pared), three assemblies were tested in a
straight line configuration, and the average
break was 10,833 LB. In two of the controls, the
web failed at the ratchet winder, one failed
when the hook opened. Length of assembly
was 80 �” from hook to hook, and the ratchets
were wound so between two and two and a
half wraps of web were on the ratchet mandrel.
All assemblies were pulled in our Crosby Na-
tional CN-22 flatbed tester. I also need to throw
in a disclaimer: All testing was done with new,
unused assemblies in a controlled environment.
Now that we have our baseline and disclaimer,
let’s do some testing.
Let’s look at the knot question first. Why
would you tie a knot in a web tie down? I can
think of three reasons, and there are probably
more. First, the strap has broken or been cut and
you need it to finish your job. Second, the strap
is too long and you need to shorten it. Last, it
may be unintentional. If you’re like me, when
you’re done using the tie down, you toss it in the
bed of your pickup or into your tool box, it gets
tangled, and a knot forms. (Yes, this has actually
happened to me.)
I set up four tests with knots. In two, the web
was severed and tied back together, and in two,
an overhand knot was used to shorten the strap
(this is the kind I end up with in my tangled
strap). Three tests would be done for each con-
figuration, and the results averaged.
Up first, a single overhand knot to shorten
the strap or simulate the result of a tangle. Aver-
age break was 3846 LB, all at the knot. High
break was 4336 LB, less than half of the mini-
mum break of our control sample. Test number
two was two overhand knots. Average break
was 3840 LB, and all broke at the knot. High
break was 3880 LB, slightly over the Work Load
Limit for the assembly. By the way, one knot
shortened the strap 5 �”, two knots 10”.
Next up is tying a strap back together. Two
different knots were tested, a square knot (yes, I
was a Boy Scout and know how to tie a proper
square knot) and an overhand knot. Once again,
TO TWISTOR KNOT?TO TWISTOR KNOT?
By Fr i tz Dahl in
www.towprofessional.com | Volume 2 Issue 3 | Tow Professional 31
three samples of each were tested. The results
were interesting. In all three tests of the square
knot, the knot pulled out and would not hold.
Maximum load seen was 4037 LB, but the av-
erage was 2773 LB, below the Work Load
Limit. The failure for the overhand knot was also
below the assemblies Work Load Limit, with an
average of 2722 LB and a high of 2947 LB,
but the failure was a break at the knot, after slip-
ping.
The overhand knot differed from the square
knot in both the failure type and amount of slip-
ping. The square knot tightened and started
slipping, and the load stayed near the maxi-
mum load. The overhand knot hit its maximum
load, and then the load dropped to between
1800 and 1900 LB as it started slipping. One
sample was pulled to the maximum stroke of
the tester, then reset and pulled again for a total
length of pull of 48 inches. In other words, it
slipped a lot! While both knots generated heat
while being pulled due to friction, the overhand
was warmer, to the point that some of the fibers
melted.
I think everyone will agree that the knot, re-
gardless of which kind, reduced the webs
strength. So, if you circled true on question one,
you got it right.
Let’s move on to the twist testing. To do this
test, we twisted the long strap between the
ratchet and the hook five revolutions, 10 revolu-
tions, and 25 revolutions, 3 samples of each.
The 5 turn test samples all broke above min-
imum, with an average of 10,614 LB. Failure of
one sample was where the web enters the
ratchet, and two samples the webbing shred-
32 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
ded where the hook is sewn on the long strap.
The 10 turn sample failed the same way,
one at the ratchet and two where the hook is
sewn on, but the average dropped to 8667 LB,
and none of the three pulls were over the
10,000 LB minimum Break Strength.
The 25 turn samples all failed where the
web enters the winder mechanism of the
ratchet with an average of 7050 LB, with 288
LB separating the high and low break.
One thing that popped up in the twist test-
ing is that all the breaks at the ratchet (five of
them) were remarkably similar. It looks like one
edge failed first, the web then ripped diagonally
across the web to the other edge. Take a look at
the photos. In addition, as the twist count in-
creased, the stretch decreased, and the sud-
denness of the break in-
creased.
So, what’s the verdict
on twisting? While it
could be argued that the
strap that was twisted 5
times failed above the
minimum break
strength, the 10 and 25 twist samples did not.
If you circled true on question two, you got it
correct.
I reviewed the Web Sling Tie Down Associa-
tion’s Recommended Operating Practices for
Synthetic Web Tie Downs. While they WSTDA
does specify web tie downs should not be knot-
ted, twisting is not addressed. My helper noted
that to get 25 twists in an assembly, you’d really
have to work at it, and I’d agree that even 10
would be tough. Also consider that we were
doing straight line testing; the web was not in
contact with any surfaces or corners. What ef-
fect would a square corner like on a sea con-
tainer or box truck have on a twisted strap?
Sounds like another test is in order.
In looking at the test samples, it seems that
failure occurred because the knot or twist con-
centrated the applied load to one edge or part
of the web, and once the failure started, the re-
maining web was unable to support the load.
Loads should always be applied evenly across
the width of the web. While the photos show
the results, I think the graphs show the results
best. In the twist graph, the more twists, the
greater the reduction in strength. In the knot
graph, no strap came anywhere near the mini-
mum break strength, and the majority either did
not make it to the Work Load Limit or barely
made it past the WLL.
So, how did you score on the test? While I
hope you got an A, that really was not the
point. My intention was to show what will hap-
pen when twists or knots are introduced to web
tie downs.
Now that you know the results, twist or
knot? No, thank you. TOW
B/A Products Co.8925 Mc Gaw CtColumbia, MD 21045410-381-1700
TO TWIST OR KNOT?
34 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
IN THIS NEW SERIES, WE TAKE A LOOK AT WHAT MAKES A SPECIFIC PRODUCT TICK. IN THISCASE, WE LOOK AT JUMP STARTERS AND HOW THE SPECIFIC PARTS OF A JUMP STARTER WORKTOGETHER TO SOLVE PROBLEMS FOR TECHNICIANS AND VEHICLE OWNERS. AT CLORE AUTO-MOTIVE, WE MANUFACTURE THREE SEPARATE BRANDS OF JUMP STARTERS: BOOSTER PAC,JUMP-N-CARRY AND CARSTART. EACH HAS SPECIFIC FEATURES THAT DIFFERENTIATE THEM,BUT THEY SHARE AN ARRAY OF COMPONENTS AND PERFORMANCE DRIVERS THAT ARE COM-MON AMONG ALL JUMP STARTERS.
The Heart of the Jump StarterThe battery is the most important contributor to jump starter
performance. It impacts everything from the jump starter’s max
boosting capacity, the number of jumps that can be performed
per charge, the amount of time that the jump starter can sit be-
tween charges, its ability to withstand abuse and the overall
service life of the unit.
Our ES Series (Booster PAC) and Clore PROFORMER (Jump-
N-Carry) batteries are specifically developed to perform vehicle
jump starting applications. They are designed to deliver excep-
tional power in a quick, concentrated burst. Numerous factors
contribute to the power derived from the battery, including the
number of lead plates contained, the physical composition of
those lead plates, the specific construction of the battery cells,
the purity of the electrolyte solution and more.
In our case, we utilize a high quantity of thin lead plates to in-
crease total lead plate surface area, which increases the power
www.towprofessional.com | Volume 2 Issue 3 | Tow Professional 35
of the battery. In addition, our plates contain few impurities, which
can sap power and accelerate depletion of the jump starter be-
tween charges. Our battery cell construction features enhanced
structure to better flow the power through the battery to the vehi-
cle. The electrolytic paste in our batteries is a high quality compo-
sition that enables more efficient recombination for better
discharging (jump starting) and recharging. All of these enhance-
ments serve a single purpose: deliver the power you need, even in
extreme conditions, over and over again.
Follow the Power PathSo, we’ve invested extensive research and development efforts
into the battery itself, but that investment is diminished if we can’t
get all of 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 ca-
pacity to start the vehicle. The more powerful the battery, the
greater the requirement on the output cables. Our output cables
are specifically mated to the battery capacity of each jump starter
to ensure optimal results. They are extremely durable, flexible in
cold temperatures and resistant to vehicle fluids and chemicals.
Like the output cables, battery clamps must facilitate an effi-
cient transfer of power from the jump starter to the vehicle. This
comes down to two factors: their conductive capability and their
ability to create a proper physical connection to the vehicle, be
that a battery post (positive cable) or the vehicle chassis (negative
cable). Our jump starters feature industrial grade clamps with
high tension springs to penetrate battery corrosion.
Many units feature our Hot Jaw™ clamps, which are wired on
both sides of the clamp jaw, for maximum power transmission to
the vehicle.
Recharge ConvenienceAnother aspect of importance comes when it is time to recharge
your jump starter. How can this be done? When should it be
done? How easy is it to accomplish this task? All of these issues
are related and can impact the longevity of your jump starter.
Most Clore Automotive jump starters feature automatic charging,
which allows the unit to be connected to an AC power source in-
definitely, without concern for overcharging the battery.
36 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
Designed for Jump StartingIt sounds redundant, but at Clore Automotive, our jump starters
are designed for jump starting. There are competitive products
around that perform more functions, whether through lights, USB
connections, built-in radios or other ancillary features. Our focus is
on repeatable, reliable, lasting power. Hundreds of discussions
with professional technicians, tool dealers, counter staff and oth-
ers have boiled down to one common theme: give me the power I
need to get the job done! So, we have invested most in those as-
pects of the jump starter that support extreme power delivery, as
noted above. When it absolutely has to start, you can rest assured
that your Clore Automotive jump starter has what it takes to get
the job done. TOW
CLORE AUTOMOTIVEwww.cloreautomotive.com800-328-2921
www.towprofessional.com | Volume 2 Issue 3 | Tow Professional 37
Before you can answer that question, we first have
to explore what web-based software really is.
Web-based software refers to software you
run over the Internet. With true web-based ap-
plications, you don’t install a CD on your com-
puter and you don’t download any software.
There are popular examples of web-based
applications in most industries, including ac-
counting, human resources, and financial plan-
ning, to name a few. People who manage their
retirement accounts or online banking are
using web-based software for important business and personal
purposes.
The growth in popularity of web-based software is driven by
several factors:
SimplicityWhen you use web-based software, you can be up and running
in just a few minutes. With no software to install and no hard-
ware compatibility issues, the process is quick and simple. An-
other factor with web-based software is you don’t need a
license for every computer. Plus, you never have to upgrade –
with web-based software, you’re always running the latest ver-
sion.
AccessibilityWeb-based software means you can use the system from any-
where you have Internet service. So, when a customer or insur-
ance company requests information, you can get it even if
you’re away from the office. There’s no such thing as leaving
something on the wrong computer.
Mobile AppsThe towing industry is a great example of where mobile applica-
tions can be very helpful. Real-time dispatch updates and the
ability for drivers to do more on the road means less to do in the
office and better customer service. Whether it’s sending an in-
voice directly to a customer or updating towing records, putting
that ability on the road with drivers is powerful. For a mobile ap-
plication to be truly effective, the data must always be real-time
and current. This can really only happen if you have web-based
software powering your mobile application.
Safe, Secure, ReliableMost web-based applications are very dependable, safe, and re-
liable. Your data is backed up constantly on modern servers in a
highly secure environment. Plus, reliable web-based software
companies make it so you can export your data as needed.
PriceUsually, there is little or no upfront cost with web-based soft-
ware. Much like your mobile phone or Internet service, you have
the system for a monthly fee. Many companies won’t even ask
you to sign a contract; you’re free to leave with your data any
time you aren’t happy.
There are many things to consider when you add a new soft-
ware tool to your business. Increasingly, web-based tools are be-
coming the standard, and the capabilities and benefits simply
cannot be ignored. TOW
About TowbookTowbook Management Software is headquartered in Michigan
and has provided web-based towing management software for
over 5 years. Recent updates to Towbook include the addition
of mobile apps for iPhone and Android, integration with Auto
Data Direct and the introduction of a QuickBooks connector.
Towbook takes great pride in having the industry’s best cus-
tomer support service. Support is free and available 24/7/365
– even on holidays.
www.towbook.com855-869-2665 (855-TOWBOOK)
No Setup Fees. No Contracts. No Worries.
company spotlight
Is Web-based Towing Software Right for You?
38 Tow Professional | Volume 2 Issue 3 | www.towprofessional.com
company spotlight
company spotlight
S & J Manufacturing, Inc. is a manufacturerof towing & truck transportation accessories. Wehave been in business for 20 years. S & J is afamily owned and operated company with over60 years of experience in the industry.
S & J Manufacturing was founded in Cuba,Missouri, in 1993 by Lonnie Smith after leaving amajor manufacturer of similar products after 30years. He started with a one-room, 2,500-square-foot building and just one employee. After thefirst six months, he quickly realized that he hadoutgrown the space and needed to relocate. Hepurchased property in Cuba and built a 6,000-quare-foot facility and has been there ever since.Over the next 15 years, we have added anadditional 24,000 square feet of manufacturingspace and 54,000 square feet of storage space.
Our facility has over 100 pieces of metalworking equipment. We can produce small orlarge volumes and offer a wide variety ofcapabilities to meet your needs. S & J is a full linefabrication shop with press breaks, shears, saws,milling machines, punch presses and bar and rodbending. We also have the capabilities to providemig welding, chain welding, plating, heat treating,CNC machining and tool and die making. We alsohave chain testing equipment to ensure a qualityproduct.
S & J is also a member of the Web Sling andTie Down Association. We have several differentsewing machines to produce Nylon and Polywebbing slings, bridles, wheel straps, tow strapsand auto tie down straps. We also offer tow dollystraps, cargo control, ratchets, car carrier straps
and more. We produce thousands of chain assemblies
each year and offer chain in several differentgrades, including G43, G70, G80, G100 & G120. Wecarry a wide range of accessories, as well,including, tie down hooks, shackles, snatchblocks, lever binders, winch binders and ratchetbinders, not to mention special products for theDepartment of Transportation, utility companiesand the coal mining industry.
Here at S & J, we are always looking to giveour customers the best service possible. Our goalis to provide a high-quality product at competitiveprices in a quick and timely manner. We takepride in providing a safe and reliable producteach and every time. We would like to thank ourloyal customers and look forward to 20 moreyears of serving the towing and truckingindustrial markets. TOW
S & J Manufacturing, Inc.
203 Commerce Drive • Cuba, MO 65453
Phone: 573-885-4460
Fax: 573-885-3351
S & J Manufacturing
In keeping with its ongoing tradition of com-mitment, superior products and support,
DWS has released its new underbody lineof wheel lifts. Offering the most advanced con-cept and design available today, the "LIL HER-CULES" product line is the strongest, mostdurable light duty wheel lift built by anyonetoday, period! Available in both standard "L" armwheel grid and self-loading style, you will findnothing stronger or more durable anywhere.Manufactured with grease-able, replaceableheavy bronze bushings on all pivot points andthe massive two piece crossbar pivot pins, thisis the strongest light duty wheel lift on the mar-ket. Its 3500lb extended capacity and 65"reach will outlast the competition, hands down!
DWS has built a stronger and more versatileunder lift using state-of-the-art CAD design soft-ware. Strength in all the critical areas but keep-ing the unit weight as light as possible. Thisgives you more lift capacity without sacrificingyour trucks GVWR, saving you costly frame andspring repairs down the line.
Standard features include 12 volt pumpand valves with a 15' hand held control, ad-justable mounting brackets for all types of pick-ups. The basic LIL HERCULES can be field
retrofitted to the HERC-A-MATIC with ease! Amassive two piece pivot pin gives more bearingsurface and keeps the pivot plates from spread-ing apart. All designed to keep your equipmenton the road making profit, not in the shop for re-pairs!
The "LIL HURCULES" can be shipped toyour facility or super-fast factory installation inDWS's manufacturing and customer serviceplant. Come in and visit our large showroom.See how we design, machine and manufactureall of the DWS product lines. For over 20 years,our LOW LOADER still has the lowest loadangle of any flatbed sold in America today! Forany and all of your towing equipment needs,call or email us. We stock one of the largest in-ventories of repair parts in the industry. From
our online catalog to our massive showroom,we're here to assist. If you need technical help,you can always feel free to call our service de-partment. We have the know-how to get youthe correct information to make your own re-pairs easier. Being one of the oldest and largestgives DWS an edge. Check out our website,give us a call, or stop on by. You'll be glad youdid! TOW
Detroit Wrecker19630 Fitzpatrick Street • Detroit, MI 48228(313) 835-8700 • www.detroitwrecker.com
LIL'HERCULES & HERC-A-MATIC WHEEL LIFTS
www.towprofessional.com | Volume 2 Issue 3 | Tow Professional 39
When owners Kim and Charlie Jaquesdecided to enter the Towing and Car Haulingmarket, the transition has fit hand-in-glove.
“Our original experience came in from theHeavy Lifting market, providing customfabricated slings, chains, wire ropes and nylonstraps to markets like mining, logging,commercial fishing, construction,manufacturing, drilling, agriculture and manyother industries. We found that many of theproducts we were already fabricating andselling were used in the Towing market, so wethought it was a perfect fit,” said Charlie.
Many of the high-profile jobs that theyhave worked on include providing materials tothe new World Trade Center, the scaffolding ofboth the Washington Monument and theGeorge Washington Bridge (NYC), 9/11 andHurricane Katrina cleanup efforts, theQuecreek Mine Rescue, Sales to Disney andthe Big Three Auto companies, riggingmaterials to the Marcellus Shale drillingcompanies and much, much more.
Since those days, RUGGEDTOW.COM hasblossomed into a company with four locations
in Pennsylvania, 40 employees, and acombined 50,000 square feet of manufacturingand warehousing space.
RUGGEDTOW.COM offers the towingindustry’s easiest-to-use website, using apicture-based approach.
“All of our prices listed have the freightincluded.” stated Kim. “We sew our own towdolly and over the wheel tie down systems.We sew our own axle straps and tie downstraps. We stock every V-Bridle known toman, whether its chain or nylon. We spliceand press our own winchlines and wire ropeassemblies. On top of that, we keep thevarious hardware like shackles, ratchethandles, load binders, hooks, etc, to completethe line.”
If you are in the market for after-market tie
down, recovery strap or chain, V-Chain, winchcable or related products, RUGGEDTOW.COMis a great place to find top quality, fastshipping, and great prices. TOW
RUGGEDTOW.COM
Tel: 724-586-2900
Fax: 724-586-2200
Toll Free: 888-244-3290
RUGGEDTOW.COM OFFERS AFTER-MARKET TOWING PRODUCTS
company spotlight
A new company has been founded to bringprice relief to our industry. Heavy Duty TowingEquipment is that company. It is owned andmanaged by Tony Strehle, who owned and op-erated a towing company himself. It was this ex-perience that led him to found Heavy DutyTowing Equipment. He was frustrated at ever-in-creasing prices and fewer purchasing options.So, he decided to do something about it.
Heavy Duty Towing Equipment concen-trates simply on heavy duty units including rota-tors. There are three integral boom/underliftsand three rotators. These units comprise 95% ofall heavy duty towing needs out there. What'smore...these are very well-built units carrying awarranty you can count on. And parts availabilityis excellent. This is extremely important. HeavyDuty Towing Equipment takes care of warrantyquickly. The last thing they want is a disgruntledcustomer.
All units are imported, but all imported unitsare not alike. Heavy Duty units conform to pub-lished SAE standards. Heavy Duty publishes allcapacities and guarantees these capacities. Thatis because all metal qualities and tolerances aretested and certified by the manufacturer. Heavy
Duty units will do exactly what they are adver-tised to do.
A popular tactic is to offer a bare bones unitof improper length as a price leader. Then it'seasy to tack on a tunnel box or a tri-axle cut forseveral thousand dollars. All of Heavy Duty'sunits come custom cut to your specifications, in-cluding tri-axles if specified. They all come fullyloaded with radio remotes and forks. They evencome with LED light bars and switch panels withloudspeakers, work lights and bus lifts. Comparethat to the standard equipment of the competi-tion.
And now for the best part. This equipment isoffered at a fraction of the cost of the big boys.Each sale is handled as if it were the only sale.The warranty (if any) is a smooth process. Theparts are prompt. So, all things being equal, why
pay more ? That's Heavy Duty TowingEquipment's stand.
In the beginning of this industry, the aim wasto provide a service that people were willing topay for and to do so profitably. The skyrocketingcost of equipment has pushed the boundariesand made it increasingly difficult to make a profit.The goal is to return to profitability and restorebalance to equipment prices. This equipment issupposed to make money. It is the backbone ofour industry.
The good people at Heavy Duty TowingEquipment are always ready to furtherdiscuss their equipment and its capacities.A simple look at their website,www.hdtowingequipment.com, or a callto 1-888-824-2002 can answer most ques-tions. A quote is always a good idea. Theprices will amaze you. TOW
Heavy Duty Towing Equipmentcompany spotlight
Our 10,000 lb. hy-
draulic planetary
winch has a new
design offering su-
perior features in-
cluding 100% braking, SAE J706 rating, and line pull of
46 fpm. Pull with 100 feet of 3/8” cable at a rate of
15.9 gpm. This workhorse winch mounts easily with a
4.5” x 10” mounting pattern. Tell us what you think of
our improved winch by posting your comments at
www.facebook.com/piercesalestexas.
Pierce Arrow Inc. dba Pierce Sales
549 U.S. HWY 287 S.
Henrietta, Texas 76365
800-658-6301 toll free
www.piercearrow.us
www.youtube.com/piercearrowinc
www.piercesales.com
PSHV10000
Hanscom K has been in business since 1992. We manufacture mobilecamera solutions mainly for the Tow/Repo, Emergency, and Refuse In-dustries. However, our roots started from working with the Tow Industry.We were able to build our business and brand from working with individ-ual tow truck drivers, then expanding to dealers and manufacturers.We've customized anything from your average back up camera systemto a rearview mirror back up camera system with GPS navigation inte-grating a DVR recording system with up to 4 cameras inside and out. What separates Hanscom K from other companies is that our team
develops personal relationships with each customer to ensure satisfac-tion and quality. We listen to our customers on suggestions to improveand enhance our products and then integrate these ideas into our prod-ucts. We offer the widest range of mobile solutions on the market, with avariety of LED/LCD monitor choices, cameras, mobile recording devices,and GPS products. All of our products come with a standard 2-year war-ranty, which shows how confident we are in our products to withstandday all conditions. We guarantee that we will provide our customers thebest and most competitive pricing on the market. Our mission is to sat-isfy clients with supplying high-quality products, unmatched service, andfast delivery to meet everyday needs.
Hanscom K • (847)756-4808 • www.hanscomk.com
Hanscom K
ProfessionalYour Resource for Towing & Recovery
TM
40 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
HOOKEDUPProfessionalYour Resource for Towing & Recovery
TM
Manufactured with grease able, re-placeable heavy bronze bushings on allpivot points and the massive two piececrossbar pivot pins, this is the strongestlight duty wheel lift on the market. Hasa 3500lb extended capacity and 65"reach.• Available in both standard "L" arm wheel grid and self-loading style• Standard features include 12volt pump and valves with a 15' hand held control, adjustable mounting brackets for all types of pick ups.• A massive two piece pivot pin gives more bearing surface and keeps the pivot plates from spreading apart.
Check out our website, give us a call or stop on bye. You'll be glad you did!
19630 Fitzpatrick StreetDetroit, MI 48228(313) 835-8700detroitwrecker.com�
LIL'HERCULES & HERC-A-MATIC WHEEL LIFTS
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 41
TXI Systems, Inc.TXI Systems, Inc., dba towXchange, a leading
provider of software solutions for the towing indus-
try, has announced the launch of new updates to
its TOPS Business Analyzer. TOPS Business Ana-
lyzer is a metrics portal allowing business owners,
who utilize TOPS for the management of their tow-
ing operation or impound lot, to view live statistics
associated with their daily operation. This tool also
offers the ability for users to view summary data
over daily and monthly time periods.
“TXI Systems is pleased to announce the new
updates to TOPS Business Analyzer,” said Jeff Pesnell, COO of TXI Systems. “Having business metrics available is essential for
today’s business owners and managers.”
TOPS Business Analyzer offers live metrics, which include Total Daily Call Counts, Hourly Call Counts, Calls Taken by Call
Taker, Calls Taken by Tow Type, Calls Taken by Customer Type, and Total Calls Released Today. This information is presented
in table format and with chart diagrams. In addition, TOPS Business Analyzer offers daily and monthly statistics. A daily rollup
offers detailed totals for the prior day, month-to-date totals, and 30 day average totals.
Mike Bartolotti with Lincoln Towing Enterprises in Washington has managed his business using TOPS systems for 10 years
and said, “TOPS Business Analyzer is the perfect tool for reviewing the current state of our business. This tool offers live stats
and point in time snapshots for prior days. It’s easy to spot trends using this comprehensive tool.”
The TOPS Business Analyzer works in conjunction with the TOPS towing operations software. TOPS is a web-enabled soft-
ware system designed to help municipalities and towing companies better manage their business. Users can access the sys-
tem from any web-enabled computer. The software supports call taking, dispatching, driver communications, record keeping,
tow ticket management, inventory management, lien processing, auction management, and business reporting.
To learn more about TOPS and TOPS Business Analyzer, visit www.txisystems.com
UNIVERSAL V CHAINDESCRIPTION: S & J MANUFACTURINGS PATENTED J HOOKS
WITH OVAL EYE. THEY CAN BE ATTACHED TO THE T HOOK ON A CLUSTER BRI-
DLE TO MAKE A UNIVERSAL V CHAIN. WE CARRY 8” & 15” J HOOKS.
WE AT S & J ARE ALWAYS CREATING NEW & SPECIAL PRODUCTS FOR THE
CARGO & TRANSPORTATION INDUSTRIES.
For more information on any products, please call 1-573-885-4460 or check out our Web-site www.sjmetalmfg.com
HOOKEDUPProfessionalYour Resource for Towing & Recovery
TM
42 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
The quickest and safest way to lift a vehicle. This kit of 4 straps, Part# 38-LL8450KIT, was created by B/A Products Co. (with distributor and user input) tohelp you professionally lift a vehicle up to 13,320 lbs. carefully and securely froman accident scene using a spreader bar. There are multiple ways to attach to thecasualty using terminal connections. The straps have 36” of 1/4” grade 80 chainon one end to pass through the small holes of import vehicles and connect back toour Exclusive Twist Lock™ Grab Hook. Each strap has 4 loops to quickly adjustlength for varying weights and is rated for a WLL of 3,300 lbs. On the other end,you can purchase a round sling kit Part# 38-LLRK, (4) 4’ Green Round Slings, (4)Cordura Sleeves, and (4) Round Sling Hooks, to pass through rims of largervehicles creating a terminal connection.
AW Direct offers the Rescue 1800, portable power pack from Quick
Cable that’s built for use by tow truck, roadside assistance and rescue ve-
hicle operators. It jumpstarts all vehicles that operate on a 12-volt electri-
cal system. It features two heavy-duty internal 20 amp-hour batteries,
long 62-inch cables and a built-in work light with flasher, plus a 12 VDC
power source outlet for powering cell phones, tools and more during
emergencies. For more information, call AW Direct at 1-800-243-3194
or visit awdirect.com.
QuickCable Rescue 1800 PortableJump-Start Pack
WreckMaster LibraryPackage
AW Direct offers the Wreckmaster Library
Package, featuring training DVDs, books
and testing materials for becoming a
Wreckmaster certified towing operator.
Training is clear and effective with the Car
Carrier and Light Duty Recovery DVDs, plus
a Winching computer program and Special
Interests and
World of Recov-
ery books. Test-
ing materials
include two
Level 2/3 and
one Level 4/5 towing & recovery tests, all
in a convenient storage case. For more in-
formation, call AW Direct at 1-800-243-
3194 or visit awdirect.com.
New Product Introduction From B/A Products
Spreader Bar Vehicle Lifting Straps fromB/A Products
4 Hook Cluster with Chain Part # 11-74C
Great for added reach when
you need it. There are multiple
ways to connect chains to the
cluster. Has full assortment of
hooks for any situation.
44 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
DealerPlace
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 45
DealerPlace
46 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
MarketPlace
www.towprofessional.com | Volume 2 • Issue 3 | Tow Professional 47
MarketPlace
48 Tow Professional | Volume 2 • Issue 3 | www.towprofessional.com
ProfessionalYour Resource for Towing & Recovery
TM
Agero . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17
Alexander Insurance . . . . . . . . . . . . . . . . .32
American Safety . . . . . . . . . . . . . . . . . . . . .24
AmeriDeck . . . . . . . . . . . . . . . . . . . . . . . . .46
Associated Equipment . . . . . . . . . . . . . . . .10
Atlanta Wrecker Sales . . . . . . . . . . . . . . . .44
Austin Insurance . . . . . . . . . . . . . . . . . . . . .36
AW Direct . . . . . . . . . . . . . . . . . . . . . . . . .28
B/A Products . . . . . . . . . . . . . . . . . . . . .19, 46
Beacon Software . . . . . . . . . . . . . . . . . . . .46
Bowers Insurance . . . . . . . . . . . . . . . . . . . .48
Collins Dollies . . . . . . . . . . . . . . . . . . . . . .27
Custer Products . . . . . . . . . . . . . . . . . . . . .28
CW Mill Equipment Co. . . . . . . . . . . . . . .32
Dacotah Walsh Tire . . . . . . . . . . . . . . . . . .47
Dan Messina . . . . . . . . . . . . . . . . . . . . . . . .23
Dangelo's Custom Built Mfg, LLC . . . . . . .16
Detroit Wrecker . . . . . . . . . . . . . . . . . . . .15
Direct Equipment . . . . . . . . . . . . . . . . . . . .46
Dual Tech . . . . . . . . . . . . . . . . . . . . . . . . . .45
Dynamic . . . . . . . . . . . . . . . . . . . . . . . . . .IBC
ECM Performance . . . . . . . . . . . . . . . . . . .27
Flash Equipment . . . . . . . . . . . . . . . . . . . . . .7
Fleet Sales West . . . . . . . . . . . . . . . . . . . . .44
Florida Wrecker Sales . . . . . . . . . . . . . . . .44
Ford . . . . . . . . . . . . . . . . . . . . . . . . . . . .IFC, 1
Hal Kresser . . . . . . . . . . . . . . . . . . . . . . . . .47
Hanscom K . . . . . . . . . . . . . . . . . . . . . . . . .31
Heartland Truck Equipment . . . . . . . . . . . .36
Heavy Duty . . . . . . . . . . . . . . . . . . . . . . . . .35
IAA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19
Industrial Netting . . . . . . . . . . . . . . . . . . . .46
International Towing &
Recovery Museum . . . . . . . . . . . . . . . .12, 13
KBK Insurance . . . . . . . . . . . . . . . . . . . . . .47
Lift and Tow . . . . . . . . . . . . . . . . . . . . . . . .11
Lodar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .47
Marking Pen Depot . . . . . . . . . . . . . . . . . .47
Mfr. Express . . . . . . . . . . . . . . . . . . . . . . . . .14
Midwest Regional Tow Show . . . . . . . . . . .33
NABancard . . . . . . . . . . . . . . . . . . . . . . . . . .9
National Traffic Signs . . . . . . . . . . . . . . . . .48
Nussbaum Equipment . . . . . . . . . . . . . . . .44
Olsen & Company . . . . . . . . . . . . . . . . . . .47
Pierce Sales . . . . . . . . . . . . . . . . . . . . . . . . .25
Pillow Protection . . . . . . . . . . . . . . . . . . . .47
Progressive Platforms . . . . . . . . . . . . . . . .BC
Ratler . . . . . . . . . . . . . . . . . . . . . . . . . . . . .47
Recovery Billing . . . . . . . . . . . . . . . . . . . . .29
ROI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .47
Rugged Tow . . . . . . . . . . . . . . . . . . . . . . . . .25
RV Wheel . . . . . . . . . . . . . . . . . . . . . . . . . .47
S&J Metal . . . . . . . . . . . . . . . . . . . . . . . . . . .31
Saftlite (General Mfg) . . . . . . . . . . . . . . . . .46
Specialty Vehicle & Equipment Funding . . . .5
Steck . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .29
Tiger Tool . . . . . . . . . . . . . . . . . . . . . . . . . .21
ToolTopia . . . . . . . . . . . . . . . . . . . . . . . . . .46
Tow Connections . . . . . . . . . . . . . . . . . . . .47
TowBook . . . . . . . . . . . . . . . . . . . . . . . . . .11
Towmate . . . . . . . . . . . . . . . . . . . . . . . . . . . .3
Twin State Equipment . . . . . . . . . . . . . . . .43
VTS Systems . . . . . . . . . . . . . . . . . . . . . . . .47
Weiss Insurance . . . . . . . . . . . . . . . . . . . . .48
Zacklift . . . . . . . . . . . . . . . . . . . . . . . . . . . .46
COMPANY PG COMPANY PG COMPANY PGADVERTISERINDEX
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .MarketPlace
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