Planning for 2020

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I just got back from a tow show in Atlantic City, and the show gave me an opportunity to talk to a lot of tow companies. Many of the companies I talked to were new while others have been in business for years and are still struggling. As I walked the show floor and looked at prices for things it takes to run a tow company, it made me happy I no longer ran a tow company when you look at things like:

1. Price of Trucks

2. Price of Software

3. Price of Chains and Straps

4. Price to Market your Company

5. Price of Insurance

6. Price of Gas

This does not even take into consideration the other things it takes to run your company like staff, rent, phones, and office supplies. Before the new year starts, it’s time to sit down and ask yourself what 2020 will look like. When I owned my tow company, my wife and I would take a vacation for a week and try to define our business for the next year. Nothing has changed. I am starting a new business, and the week after Christmas we are going to New Orleans for a few days to discuss our new business.

GOALS FOR 2020

The 1st thing we do is set a goal for 2020. It could be any of the following:

1. What customers should we go after?

2. What will our business hours be?

3. Do we need to increase our staff?

4. What will we charge for our services?

5. How we will double our revenue?

6. How much office space is required?

7. What markets do we want to offer our services to?

To me, this is the fun stuff in your business. You are out of the daily routine, and you are blue skiing what your company should be. I can’t express enough how important this time is to you and your business. It will relieve the stress between you and your wife while improving your business for the next year. Make this a business trip and write it off and enjoy yourself at the same time.

I spent some time at the tow show with a tow company owner that tells me he has 400 cars to dispose of but can’t find the time to do it. I explained the money he is sitting on that could be used to improve his company or personal life.

REVENUE IDEAS

With the economy the way it is, all small businesses are struggling to survive. As I talk to tow company owners, I tell them there are two ways to improve your bottom line: you can increase your revenue or lower your expenses. Next month, we will talk about expenses, but for now, here a few revenue ideas to think about:

Tow junk cars and run them across the scales.

Utilize empty space in your storage yard. If you have a storage yard, let other companies tow to your yard. That is the big thing in Texas. Also, store vehicles for private owners, for trailer rental companies, and new car dealers.

Open additional businesses. One company opened a tanning salon at his yard, and another opened a small convenience store.

Start to think outside the box, and you will find many opportunities in your neighborhood that will generate revenue.

HOW TO GROW YOUR BUSINESS

Growing your business is a necessity for your business’ survival. What can you do to grow your business? Here are a few things you can do to get started:

Target Your Existing Market

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.

Ask for Referrals

If you provide a good service, it will be easy to ask your existing 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 or she knows anyone else who would be interested in your services.

Innovate Your Service

Discovering and promoting new services is a great way to get existing customers to use you more and attract new customers. Look at your trucks and storage lot and identify what new services you can offer by utilizing your trucks and lot in different ways. To do that, drive around your neighborhood and see what other people might have a need for that you can offer. Also, look at your competition and see what they are doing that you are not. Attend a trade show and talk to other towers to see what they are doing in different parts of the country. Think duct tape! How few of these would have actually been sold if they only had one use!

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 having 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 online services. Learn how to take advantage of the internet. Another approach is to extend your reach through advertising. Once you’ve identified a new market, you might advertise in a select media that targets that market.

Participate in Trade Shows

Trade shows can be a great way of growing your business because they draw people who are already interested in the type of services you offer. The trick is to select the trade shows you participate in carefully seeking the right match for your service. “Trade Show Tips” will help you get the best return on your investment. The more your name can be seen by potential customers the better off you are.

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 market 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, and small companies that have 50 to 60 employees. Then go in and offer them a towing service for their people.

Contain Your Costs

Surprised? Bear in mind that when we’re talking about growing your business, we’re actually talking about growing your business’ bottom line. There are several approaches to cutting costs: stop providing services that cost the most money (heavy duty towing) and improve your services by utilizing your trucks in the best way. Here comes the motor club approach again or one of those new customers you added.

Diversify Your Services

The key to successfully growing your business through diversification is similarity. Look at your existing customers and see if there are other businesses that might have similar needs. You may tow landscaping equipment when it breaks down, but where does he store his equipment in the winter time which is another use for your storage lot.

Over the past 8 years, I have put on seminars at trade shows or wrote articles for all the magazines trying to show you tips on how to run your business. What I am doing is taking all my articles and putting them in a book and making it available to you. This book will show you what is expected as an owner and how to perform functions that don’t fit your DNA. It will address all kinds of employee issues, help you set business goals, and compete and win in any market you want. It is being put together now, and I will let you know when it’s ready.

3rd ANNUAL ALABAMA “SLOW DOWN, MOVE OVER” RALLY

By

Darian Weaver

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The 3^rd Annual Alabama “Slow Down, Move Over” Rally was held December 1, 2019 to raise awareness of the “Slow Down, Move Over” (SDMO) laws and the dangers that towers face daily. Currently, we are losing one tow operator every 6 days which is higher than other first responders who average losing one every 30 days. Our 1st responders’ office space is often mere inches away from the white line of inattentive motorists driving dangerously close in their vehicles at high speeds. These men and women towers are out doing what they love to do which is serving others, and many are not going home to their families afterwards.

The 3^rd Annual “SDMO” Rally was put on by Classic Towing which is owned by Wes Passmore. Three years ago, Wes lost a driver, John Hubbard, to a motorist who did not

move over one lane when approaching a first responder giving aid on the side of the road. Since then, Wes has worked tirelessly and persistently to spread the word to all to move over one and protect fellow towers, so that no more are lost to inattentive drivers. Consequently, over 300 participants came from as far as Louisiana and Mississippi to help support the rally and then drove from Hueytown, AL to Tuscaloosa, AL with other first responders to raise awareness across the state.

A Very High Profile Recovery

By

Darian Weaver

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A red Porsche Boxster convertible, was “traveling at a high rate of speed” when it hit a median and eventually crash-landed into the second-story offices of Exit Realty Elite.

The car was driven by Braden DeMartin, 22, police said. DeMartin and his passenger, 23-year-old Daniel Foley — both of Toms River — were pronounced dead at the scene, according to police.

The building, which the real estate agency shares with a software company and a family therapist, has been deemed “unsafe.”

Isaac Kesserman, owner of the building, said no one was inside at the time of the crash. The accident occurred on Hooper Avenue between Indian Hill Road and College Drive around 6:30 a.m. The area was shut down for about seven hours.

Accurate Towing Service of Toms River, NJ handled the recovery on scene. Accurate has been in business 30 years. The recovery was performed by owner, Thomas j Makuch/level 3 heavy recovery specialist/supervisor, Alex Mace TRAA certified wrecker operator and Wreck-master, and Kaitlyn Mace operator/ground safety TRAA/Wreck-Master certified.

Jerr-Dan Unveils New Multi-Car Carrier at American Towman Expo

By

Darian Weaver

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Hagerstown, MD (Dec. 4, 2019) – Jerr-Dan Corporation, an Oshkosh Corporation company (NYSE:OSK) and single brand leader in the towing and recovery business, is launched its new multi-car carrier at the American Towman Exposition, Dec. 4-7, 2019 in Atlantic City, New Jersey. The new carrier allows a fourth car to be towed with the optional underlift.

Jerr-Dan’s current multi-car carrier – which was built on a 7.5-ton single/tandem axle subframe – is being replaced by an 8.5-ton frame. This makes Jerr-Dan the first in the industry to offer a low profile (XLP) three-car carrier with a fourth car option on this level of frame capacity.

Mounting the three-car carrier to a larger subframe offers additional benefits, such as:

Reducing the carrier deck off the top of the frame height by two inches
Lowering the center of gravity of the load for more stability
Providing an additional one-ton structural capacity
Reducing the main deck height to allow for transport of taller loads, making navigation under bridges and through tunnels more efficient
Delivering easier access to the lower deck for tasks such as securing tie-downs

“Our new multi-car carrier delivers a more innovative product at the same investment level as our original design,” said Mike VanAken, director of product management and marketing at Jerr-Dan. “This new carrier has the high-quality features of our 7.5-ton carrier including an optional wheel lift system that can transport up to four cars.”

Jerr-Dan’s new multi-car carrier is backed by its 1/3/5 XLP product warranty, which includes one-year full coverage, three-year hydraulic coverage and five-year structural coverage.

To learn more about the new carrier, visit www.jerrdan.com/equipment/carriers/multi-car.

Jerr-Dan University Launches at American Towman Show

By

Darian Weaver

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Jerr-Dan University, Jerr-Dan, American Tow Show

Hagerstown, MD (Dec. 4, 2019) – Jerr-Dan Corporation, an Oshkosh Corporation company (NYSE:OSK) and a single brand leader in the towing and recovery business, introduced Jerr-Dan University, an industry-first product training program, at the American Towman Exposition, Dec. 4-7, 2019 in Atlantic City, New Jersey. Participants can view live demos of various course offerings, register for online training and create a training dashboard to get started.

Courses are presented using visual, interactive and text-driven training. An 80 percent score or higher is needed to successfully pass each course. Following completion, users will receive a badge and printable certificate.

“We launched Jerr-Dan University as a way to support towers who bravely serve as first responders in the field,” said Hal Wyatt, director of aftermarket support at Jerr-Dan. “In addition to the quality equipment we design and manufacture, this online training provides an additional step to enhancing on-the-job safety.”

Current courses include educational training for both Jerr-Dan’s JFB 50/60 Rotator and the Heavy-Duty Wrecker line. In February 2020, a new service and maintenance training module for Jerr-Dan’s Standard Duty Carrier will be available and other modules are in development.

“In the future, Jerr-Dan University will serve as a comprehensive training library suitable for distributors and the industry at large,” said Wyatt. “This online tool allows users to fully understand the uniqueness of Jerr-Dan products from both an operational as well as a service and maintenance perspective.”

For more information or to register for Jerr-Dan University, visit https://jdu.jerrdan.com/

Will-Burt and Latta Null Interview with Sirion and HDT

By

Darian Weaver

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About The Will-Burt Company

The Will-Burt Company, located in Orrville, Ohio, is the world’s premier manufacturer of telescoping mast and tower elevation solutions – the world’s one-stop-shop offering virtually every payload elevation solution from one source – for military, fire, cellular, broadcast, entertainment and other applications. Will-Burt also offers a variety of manufacturing services backed by an ISO 9001:2015 certified quality system. Incorporated in 1918, Will-Burt is 100% employee-owned and is classified as a small business.

For more information, visit www.willburt.com

Are You Kidding Me?

By

Darian Weaver

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This morning I saw one of the most monumentally dangerous things that I’ve ever seen, and it was preventable in at least 14 different ways. This issue transcends the towing industry and applies to anyone working with equipment or tools.

I was on I-30 eastbound in Benton, Arkansas, and a flatbed tow truck was in front of a car to be towed, which was at the front of a state police cruiser. The smooth steel bed of the flat bed was in the down position, sitting at a typical 30-45ﾟangle, and the tow operator was up on the bed and had about 3-4′ of cable pulled out and was yanking on the cable ferociously to unstick the rat’s nest that was the cable spool.

So, he was on the side of the freeway during a police response tow, doing this this particular task; it was raining lightly, so the normal oil residue resulting is on the flat bed of the tow truck; the truck bed is angled, and he is ferociously yanking on this cable. He could have received 6 different injuries from his actions, so here are my questions:

Why was the cable spool a rat’s nest to begin with? The deck winch is one of the most important pieces of that truck and is actually very easy to maintain in an orderly fashion, so when you release the free wheel, you can pull cable out easily. After every call, you put a little tension on the line, and you make sure that it winds up correctly. Additionally, at least once a week, go out and pull out all the cable and wind it up with tension to make sure it is neat and orderly.

Why didn’t the guy take care of the cable before he went on the call knowing he was going to be on the side of the interstate and in front of a state trooper? You look like an idiot and an unprepared fool in front of the actual person who you are contracted with for police tows.

Why doesn’t a company manager or owner check their trucks frequently to make sure things like this are handled, addressed, trained into people’s heads, and executed properly?

Why has this person not received safety and procedure training that was strong enough to make him do the right thing in the first place?

Please bear in mind that this is the exact type of operator who might loudly declare himself all knowledgeable in the industry, swear he’s been doing it for several years, has never had a problem, and might even offer to train a new guy. As my fellow training and supervision people can attest, this guy is one hundred times more dangerous than a brand-new person with no experience. I deal with liability cases in this industry where people have little or no training and go out and do something that hurts or kills someone. As little as an hour a week of training would make a huge difference in situations like this.

Towing Professionals – ESA Interaction

By

Darian Weaver

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In this short video we welcome towing professionals to learn what to expect when calling the ESA for a risk analysis of a hybrid or electric vehicle post incident.

Advanced Tips & Tricks for the Collins Hi-Speed® Dollies

By

Darian Weaver

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New JNC770 from Clore Automotive

By

Darian Weaver

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What is the Access Tools Difference?

By

Darian Weaver

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Since 1986, Access Tools has traveled the road to becoming the leading manufacturer of automotive lock out equipment for the towing industry. Our products have achieved the respect of car-opening professionals worldwide due to the highest quality control, consistent innovation, and superb customer service year after year.

Access Tools makes a wide variety of Long Reach Tools in all different lengths and for a variety of vehicles. The popular Quick Max Long Reach Tool shares many of the same features as the other Long Reach Tools, such as:

a protective vinyl coating that prevents damage to a vehicle’s delicate painted surface
a special EPDM rubber tip that provides excellent grip for manipulating buttons and switches
a Store-N-Go Handle that holds extra tips for the long reach tool as well as a place to clip the accessory bag
precise bends that put the tool in the right position for any job

Other tools in the industry are painted or powder-coated which easily scratches a vehicle’s delicate painted surface. A long reach tool can be used to pull a door handle, push an unlock button, pull a trunk or hood release lever, push a key fobs buttons, or grab a keyring.

Access Tools also makes a variety of Air Jack air wedges designed to help spread the door away from the vehicle, giving the user enough space to insert a Long Reach Tool. These include the:

Mini Starter Air Jack for soft metal / painted b-pillars
Standard Air Jack that is functional on virtually every vehicle
Super Air Jack that tackles heavy-duty door frames
Twin Air Jack that works well on stiff door frames.

All these Air Jacks share the same special features: ballistic nylon construction for durability and strength, triple-sealed edges for leak-proof functionality, replaceable inflation bulb and valve components, and an internal stiffener that aids in the insertion of the Air Jack. Vinyl and Rubber air wedges made by other manufacturers will tear a vehicle’s weather-stripping causing leaks and other issues.

The One Hand Jack and Super One Hand Jack are unique wedges that function as pry-bars grabbing just the lip of the door frame avoiding any contact with the weather stripping or other delicate parts of the door typically damaged by traditional wedges.

The Glassman Wedge is designed specifically for frameless window vehicles such as high-end BMWs, Mercedes, and other convertible vehicles. These vehicles are susceptible to easily broken windows when using traditional wedge methods, and so the Glassman Wedge functions as a protective double-sided wedge that distributes the force of your long reach tool over a wide surface of the glass, reducing the chances of shattering an expensive window.

The revolutionary Spare Tire Kit from Access Tools will change the way tire changes are performed by making the job faster, safer, and more effective. The Spare Tire Kit is a Multi-Piece Socket-Based system that allows for quick and easy spare tire removal during an emergency flat or routine service. The kit works on any SUV, Pickup Truck, as well as many other new vehicles where the spare tire is difficult to access, and a special key and crank are required to remove the tire from underneath the vehicle. Other kits on the market are big, bulky, and incomplete.

The Easy Off Twist Socket Set works like magic to remove all damaged or locked lug nuts without a key. With our exclusive sure-twist grip technology locked wheel lugs spin off with no effort. These sockets grip-lock nuts that threaded or wedge style sockets can’t touch. Five socket sizes fit virtually every lock lug nut on the market and are so easy to use with a breaker bar, socket wrench, or tire iron.

Smash Film is the industry’s best crash and collision film available. This extra thick 4-ml. material is puncture resistant and features extended UV protection. With a high-tack adhesive that leaves behind no residue, this film is perfect for storing a vehicle on your lot or for protection during transport.

The Roadside Creeper is an extra thick low clearance creeper or roadside mat for any professional working on an automobile. Its weather-proof design makes it rain, mud, gravel, snow, and oil resistant. When deployed, it is an extra-large 2′ wide by 4′ long size, and folds in half to a small 2′ by 2′ footprint that fits behind any truck seat. The thick foam is durable and features a cut-out handle for easy transportation.

The popular One Hand Jack Set is the most widely used car opening tool set in the industry, consisting of the basic components like the Quick Max Long Reach, One Hand Jack Tool, Air Jack Air Wedge, and Button Strip Tool. The Ultimate Long Reach Kit shown here is the most complete Long Reach Tool set available from Access Tools and contains many of the tools manufactured by the company. With the right tools on hand, any job can be done quickly, efficiently, and safely. This is the Access Tools difference.

SafetyVision – Mobileye

By

Darian Weaver

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MO37 Wireless Tow Light – Feature Packed, Heavy Duty, and the New Industry Standard

By

Tow Professional

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Jerr-Dan – Employee Testimonial – Jake Perron

By

Tow Professional

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Custer Products – Wireless 23″ Light Duty Tow Light

By

Tow Professional

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HINO TRUCKS INTRODUCES NEW MODELS AND CAB CONFIGURATIONS

By

Darian Weaver

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Hino Trucks has been asking you for a few weeks now the simple question: What size are you? Well, now it’s time to answer that question. Hino has unified its entire lineup of trucks, including model names, to make it even easier for you to match the perfect Hino to you and your business’ needs. Hino is excited to announce their new ‘M Series’ Class 4/5 COE’s and new ‘L Series’ Class 6/7 Conventional trucks, which combined with Hino’s recently launched ‘XL Series’ Class 7/8 vehicles, creates a cohesive family of commercial trucks.

The badges are not the only updates either. Each vehicle now contains larger cab configurations, and a full suite of features adding safety, fresh designs, durability, flexibility and connectivity options, making it clear why Hino is the fastest growing medium-duty truck brand.

The new COE truck models carry Hino M4 and Hino M5 badging with the number in the naming scheme representing GVW class. For 2021MY, these trucks have been upgraded with an all-new grille design complete with optional LED headlights and HD 6-speed Aisin automatic transmission with gear hold feature. Available with the industry’s first OE fully integrated Lane Departure Warning System in this vehicle segment and then we get to the interior upgrades with a new shifter layout, steering wheel controls, an all-new gauge cluster including a 4.2” LCD multi-information display and driver’s seatbelt sensor.

The new Conventional line is represented by the Hino L6 and Hino L7 models boasting a bolder front fascia with optional LED headlights. The cab interior has been re-engineered with an automotive grade finish designed for commercial use and improved functionality, steering wheel controls, a large 7” LCD multi-information display, more storage and leg room. Hino also takes your safety very seriously, which is why there are now an array of safety systems available on the Hino L Series including Electronic Stability Control (ESC), Collision Mitigation System (CMS), Lane Departure Warning (LDW), Active Cruise Control (ACC) and driver’s seatbelt sensor. Adding even more functionality to your business are new wheelbase options and extended and crew cab configurations.

“Having extended and crew cab choices will help us better serve our customers’ operational needs and open-up new markets for our trucks” explained Glenn Ellis, SVP Customer Experience. “It’s impressive how accommodating and spacious both cabs are. Our engineering and design team really did an outstanding job with our new full line-up!” The 30” extended cab will have seating for 5 and the 44” crew cab will have full-size doors and seat 6 passengers and provide the comfort of rear zone A/C and heat.

The Hino XL Series also gets new advantages for 2021 model year including the extended cab and crew cab configurations and a snow plow package complete with an 18,000 lb. GVW front axle and front frame extensions. The Hino XL7 and XL8 will now come standard with a driver’s seatbelt sensor and available ACC building on the trucks’ ESC, CMS and LDW active safety solutions.

Hino Trucks dealers are now accepting orders for the new 2021 models. The extended and crew cab variants will be added in the Spring and the XL snow plow package in Summer timeframe.

Hino Trucks, a Toyota Group Company, manufactures, sells, and services a lineup of Class 4-8 commercial trucks in the United States. Hino Trucks is the premier heavy & medium duty nameplate in the United States with a product lineup that offers fully connected vehicles with low total cost of ownership, superior fuel economy, unmatched reliability and maneuverability and the most comprehensive bundle of standard features in the market. Headquartered in Novi, Michigan, Hino has a network of over 240 dealers nationwide committed to achieving excellence in the Ultimate Ownership Experience.

Learn more about Hino Trucks at http://www.hino.com or follow us on Facebook, Linkedin, Twitter and YouTube.