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Ships Log

AUGUST 2016

FALL ISSUE

Improving Service
Everyone associated with Admiral Merchants knows that
our industry and our company are facing very challenging
times. The industries we primarily serve are struggling.
Oil exploration and coal mining are down significantly. In
addition, the industries which rely on the heavy equipment
we move have seen better days. Despite all of this, I remain
optimistic. We continue to invest in our team, and the quality
of our execution is improving. Since June 29, 2016, I have
visited 23 Admiral agents with other members of the Admiral
management team. Ive been to Kenova, WV; Rogersville, TN; Winchester,
Lebanon and Shepherdsville, KY; Bedford, PA; Milford, DE; Hagerstown and
Williamsport, MD; Granite City, East St. Louis, Peoria and Canton, IL; Findlay,
Lima, Marion, Strongsville, Hillsboro and Gahanna, OH; Romulus, Brownstown,
Alma and Mount Pleasant, MI; and Memphis, Evansville and Elkhart, IN. Every
one of the agents in those communities has his or her finger on the pulse of our
economy because they understand the needs and demands of their customers.
Those agents recognize what I know after all these years in the transportation
business: This is a very cyclical business. If its up, you know its going down, and if
its down, you know it will be coming up.
Its down right now, but all of us associated with the industry know it is on its way
up. When it starts moving up, the people of Admiral Merchants our team, our
agents and our contractors will be there to take advantage of it.
Every member of the Admiral Merchants team understands the challenges our
agents and especially our contractors face right now. Freight volumes are down
and rates are down. Its a negative double whammy. Nonetheless, what the people
of Admiral are doing is recommitting to every one of our contractors and agents.
Were going to give you the best service possible and, when we do, we know you
will favor us with more of your business. Thanks!

In This Issue
Improving Service 1-2
Sales Policy Revisited 2-3
Greetings From The Accounting,
Processing, & Settlements
Departments 3
News And Notes From
The IT Desk 4
Payment Puzzle 5
Changes To FMCSA Basics 6
Teaching Young Dogs New Tricks 7
Overheight Loads 8
In Memoriam 8
Office Visits 9-10
So You Want To Be A Salesperson 11
What Do I Need To Know About
Crossing The Border? 12
A Quick Reminder From
The Safety Team 13
Broker Penalties 14
Summer Visits 14-21
ELD FAQs 22
Dougs Dedications 23-25
What Is Federal Highway Use Tax,
a 2290, or Heavy Highway Tax? 25

So every member of the Admiral team is committed to improving the quality of the
service we will give you. What are some of the things we are doing?

Safe Driving Awards:


February Thru May 2016 26

First, the management team will be traveling often to visit more agents, contractors
and shippers. We have a set agenda when we visit each agent. Essentially, we go
to listen and learn. I believe the entire management team learned a lot from this
summers visits. We learned that, generally speaking, we are one of the best service
providers in the industry. These visits are always affirming for me. Our agents are
very kind, but truthful, when they tell me that the best service they receive from

The Light At The End Of


The Tunnel 27

(Continued on next page)

Top Revenue Producing Agents


YTD 28
Top 20 Drivers By Equipment Type
YTD 28

Admiral Merchants: Improving Service (cont. from page 1)


any of their carriers comes from Admiral Merchants. We
also learn that were not perfect. We learn about things
we could do better, and every one of us is committed to
doing just that!
Second, Operations Vice President Doug Milroy has
reorganized how our Freight Coordinators deliver
service to contractors. Each Freight Coordinator has
responsibility for about 80 contractors. It is part of
that Freight Coordinators job to be in regular contact
with each assigned contractor to ask, How can I be of
help? And help they are. We believe that many of those
contractors are now staying with Admiral Merchants
where they otherwise might have left and are earning a
better living where they otherwise might not have. It is
due almost entirely to the additional support many of
these contractors receive from Freight Coordinators with
Admiral Merchants.
Third, members of our sales team have committed to
being in touch with our agents on a much more regular
basis. Every one of those contacts is going to result in
one question being asked:

Doing that, and asking that question, will first help


the agent develop additional business. But also, it will
demonstrate the commitment of Admiral Merchants.
We want to see each agents business improve. If it does,
hopefully that agent will put more freight on Admiral
contractors.
Finally, all members of the Admiral team reaffirm our
commitment to our Core Values:
We exist for our Agent and Driver partners. We listen
to them and meet their needs with superior service.
Its a start. Members of the Admiral Merchants team
have to continue to deliver value to our customers: our
agents and professional drivers. If we continue to deliver
value to them, we will continue to earn their business,
and when this industry rebounds, continued success will
be ours.
Thanks for all you do.
Brian P. Short
President and CEO

What can I do to help you increase your business?

Sales Policy Revisited


Admirals primary Sales objective is to have
as many loads available as possible to offer
our driver contractors.
None of our agents have, or are restricted
to, geographic sales territories. Instead,
we encourage our agents to sell anywhere
within our service area. However, no matter how careful
we try to be, sometimes this can create conflicts within our
agency network, as most shippers will only deal with one
agent from the same carrier.

To avoid such conflicts, our policy is that if an agent is


currently hauling from a specific shipping location, or has
hauled a load within the last three months, we will protect
that business for the agent of record. With new accounts, it
will be the agents responsibility to first secure credit approval,
at which time that account will be protected for a reasonable
period of time before moving the first load.

As with anything, there are a few exceptions; including,


but not limited to: legitimate customer routings from the
other end or from third parties; seasonal traffic such as UPS;
freight with numerous and undeterminable origins such
as automobiles for the van line companies; heavy haul and
specific shipper requests.
In the case of national accounts, we will endeavor to keep
all of that business with the agent working the account and
its multiple shipping locations. However, because of the vast
differences of national accounts and their transportation
control, any commitment beyond a local shipping location
will be dealt with on a case-by-case basis.
In general, loads from brokers will not be protected unless
they are legitimate logistics companies responsible for routing
all of the shippers freight from that location.
The policy discussed above is designed to protect customers
and keep Admiral Agents from competing for the same
(Continued next page)

Sales Policy Revisited (cont. from page 2)


business. This policy has been in effect since 1994 and other
than a few minor adjustments it has and will remain the same.
Please work with your sales person to further research the
possibility of working with a new customer you have sourced,
and any account protection needed. Your dedicated sales
person is always available to aid you in searching out new
customer business, so please utilize them in order to help your
business maintain success with Admiral.
We appreciate all of the business you share with Admiral, and
look forward to building on that in the future.
Thanks for all you do.

Sales Team:
Brent Layton, Mary Alfano, Ralph Wood, Mike Fielding,
Walt Site, Rusty Parker

Brent Layton
Vice President Business Development

Greetings
Greetings from the
Accounting, Processing &
Settlements Departments.
We would like to introduce a new
but familiar face to the Accounting
Department. Lori Harless recently
accepted the position of Accounting Specialist, replacing
Laurie Walker. Many of you will recognize Lori as a former
member of the Credit department. Lori has already become
the person to talk to for tires and has done a great job of
fitting in welcome to the team, Lori!
We would also like to go over a few friendly reminders for
everyone:
MAINTENANCE ESCROW
As we review the first eight months at Admiral Merchants,
we again encourage each contractor to add to or set up a
maintenance escrow. As tires and maintenance are always an
expense that can get out of hand, we encourage you to set
up a weekly settlement deduction as a maintenance escrow.
We have many contractors that have maintenance escrows
and when they need the money to pay for a major repair,
the money has already been set aside. Its a great way to
eliminate a lot of uncertainty in your business; knowing the
maintenance of your truck has already been paid for, as well
as saving interest costs on loans that may otherwise be needed.

T-CARD FUEL PURCHASING


Remember to use the card that is assigned to your unit when
purchasing fuel. If you switch units or cards, you need to
make sure the card being used for fuel has the correct unit
number assigned. You are not required to turn in copies of
your fuel receipts when purchasing fuel using your card.
If you pay cash however, you are required to turn in those
receipts with your trip report. Cards are not intended for
personal use. You can access your card transactions & balances
online 24/7. To access, visit our webpage under Your
T-Card for more information.
DELIVERY RECEIPTS
Please be sure to include delivery receipts for loads which have
a customer original bill of lading, and loads requiring multiple
stop offs. To better account for proper delivery locations and
to support the accuracy of billing for each load, we require
the delivery receipt to accompany your loads. The only time
you do not need the delivery receipts is if you are using the
Admiral Merchants bill of lading (long form).
If you have any questions, please let us know and thanks for
all that you do.
Have a safe and prosperous fall!!
Kelsey Rossow
Controller

News and Notes from the IT Desk


The theme we chose for the awards
meeting back in the spring was Building
for the future. In order to have a very
strong and stable structure, it starts with
the foundation. This foundation is made
up of 580 owner/operators and well over
250 agents who are part of what makes
Admiral a rock-solid company.
You add to this structure the walls that are made up of all the
people in our Minneapolis office, who do everything they can
to support the roof above our heads. Within the walls is our
infrastructure-the systems and processes in use to keep the
Admiral model operating. I have had the pleasure of meeting
with over 24 of our agents and their teams, all whom have a
very different and specific need for Admiral and our owner/
operators. One theme I heard over and over was how well the
technology we have in place works, how it helps them operate
their business, and how it helps them continue to do business
with Admiral.
They also mentioned how the other carriers they represent
are making it just a little easier for them to move loads and
find trucks. After listening and seeing what they were talking
about, it makes sense for Admiral to look into implementing
some of the same items, but take it one step further.
Technology is evolving faster than any of us had envisioned.
The potential for the next web portal, social media outlet or
app is just around the corner.
Admiral is not a technology company, but we are trying to
provide you with the best possible technology and gadgets for
you to communicate where your loads are, where your truck
and trailer are, along with credentials, etc. Admiral feels that
as we implement the ELD technology, it will help you and the
agents better match their loads with your equipment. Here is
what Dishon and I are working on for you:
1 Build a tool which allows the agents to text load
information to a group of trucks as a result of using the Truck
Radius Search option. The agent will do their search and it
will identify for them which trucks are within their search
range. The agent will then select the trucks that best match
their needs. The next step is that the agent will fill out a short
form telling you of their load and then they press a button,
and it will be immediately sent to your cell phone. It will
have the info about the load and their contact number which
you will be able to call right from the message (based on the
capability of the phone).

2 Add the number of miles on to the Load and Truck


Radius search options. These will be point to point miles,
vs. the air miles. No longer will you be within 100 miles of
Milwaukee if you are on the east side of Lake Michigan. This
will be an added column to the report.
3 Add the assigned freight coordinator to the Inbound and
Truck Radius search reports. Since our VP of Operations,
Doug Milroy, has assigned each truck in the fleet to a Freight
Coordinator, if you need to get in touch with a driver, your
next option would be to reach out to the FC. The FC can
send a message right to the drivers ELD.
4 Add a map to the Truck Radius search. Not only will you
see the trucks, but you will also have access to a map showing
where the trucks are and will see the same information from
the Inbound Report (truck, driver, trailer, type, length, axles
and contact info). This will assist you in seeing where the
trucks are in relation to your load.
5 Current truck position. With the ELD mandate, Admiral
is able to see within the last 30 minutes of where the truck last
reported its position to be. We will take the info and modify
the column on the Inbound Report to reflect this current
position info. If your customer wants to know where their
load is, pull up the Inbound Report and look for the truck on
the load and you can tell your customer where their load is
as of 30 minutes ago. More and more shippers are asking for
status updates of their shipments and with these ELDs, it will
make that customer happy to know we know where the load
is.
Dishon is also looking into some other apps that will work
right from your tablet or cell phone when a new load is
posted, or when a truck becomes available, etc. If these
added items do not break the bank, you will start to see these
changes flowing into the web page in the next 6 months. We
take all ideas, comments and concerns into consideration
when we are making changes and adding features to the web
page. Keep those ideas coming, we appreciate any and all
feedback.
Tim Neid
Director Information System

Payment Puzzle
PAPERWORK IS A KEY PIECE OF THE PAYMENT PUZZLE
The Credit and Collection Team is working on the payment puzzle. Its a fairly simple puzzle to put
together; we just need to make sure we have all of the missing pieces. Below are some of the missing
puzzle pieces are customers are requesting.

SIGNATURES

The POD is missing a receiver signature.


We require all signatures be complete.
We are missing the receivers signature on each BOL.
Must have the signature on each page for all the packing
slips.
There is no driver signature on either page of the BOLs.
In order for invoices to be processed for payment we must
have the completed BOL .

SIGNATURES AND DATES

I cannot pay the invoice without a signed and dated


delivery receipt
ADDITIONAL PAPERWORK

RATE CONS OR RATE AGREEMENTS

Rate con sent with the invoice was not signed. Please send
a signed copy.
I need the rate con in order to process the invoice for
payment.
May I get a copy of the rate agreement for this load please?
LEGIBLE COPIES

I need a lumper receipt for $150.00


Do you have the weight ticket for this load
I am looking for Customs paperwork

Once all of the puzzle pieces are in place Admiral


will receive

Please send over a better copy of the BOL


The bill of lading got cut off at the top and I cannot read
the BOL number
Our customer will not accept the attached copy of the
BOL
We need all pages of the BOL we received page 1 of 3
Once we have received a better copy of the BOL, we will
process this for payment

Thank you for your help making the puzzle fit, we appreciate
all you do.
Pat Gegner
Credit Manager

Changes to FMCSA BASICs


The Federal Motor Carrier Safety
Administration (FMCSA) is launching
a program to allow carriers to remove
non-preventable DOT crashes from
their records. Under this proposal,
carriers may soon be able to challenge
posted crashes in which the other party is irrefutably at
fault (e.g. driving under the influence, driving the wrong
direction, or coming in contact with a legally stopped
commercial vehicle). This program is in its infancythe
FMCSA has just opened the public comment period as
they formulate the rule.
I personally think this rule is a fantastic development
for the industry because it gives a clearer indicator of
a carriers actual safety on the road. Admiral has never
struggled with the Crash Indicator on its BASIC,
because we have some of the safest drivers around. When
we are allowed to challenge the situations in which the
other party is at fault, our score will undoubtedly drop
even lower. This will not only showcase Admiral as a
more attractive carrier to our customers, but it will also
save us untold amounts in litigation. Here is how:
Evidence of other acts (such as high CSA score) is not
admissible evidence in trial to show a partys character
or establish a party acted in accordance with that
character. A carriers high CSA score should not be a
factor in a trial under this rule. The Court is trying the
facts of the case at hand, not the carriers entire history
or character.
BUT evidence of other acts may be admissible for
another purpose, such as rebutting the carriers
assertion that it is safe (Carrier states in Court that it is
safe, then the door is opened for the other party to say,
Then can you explain this CSA score?).
CSA scores technically are hearsay and should not
come into Court.
BUT the claimant would argue that the scores are
public records, so they are an exception to hearsay rule.

Basically, carriers with high CSA crash indicators will


fight tooth and nail to keep evidence of their scores
out of the courtroom. They will spend thousands on
motions to determine the admissibility of the evidence.
A reasonable plaintiff s attorney will ultimately get the
high CSA score admitted over the carriers objections,
and the jury will be more inclined to grant a large
verdict against the unsafe carrier when the high score is
presented as evidence.
Admiral on the other hand, does not have a high crash
or unsafe indicator. Should Admiral become involved in
litigation, the plaintiff s attorney will see our low scores
in the Crash and Unsafe Indicators and simply move on
to another tactic. We will not spend the thousands of
dollars in attorneys fees trying to keep out a bad score,
and the jury will not inflate the damages in order to
punish Admiral for past actions. It simply will not be an
element in the case.
Whenever regulations are fine tuned to more accurately
reflect reality, Admiral benefits. We have some of the best
drivers on the road, so now the public will get a clearer
picture of all that our contractors do. Stay safe, and lets
improve all of our BASICs to get down to the level of
our Crash Indicator.
As always, if you are involved in an accident, incident,
or have a cargo issue, the Claims Department is here
to help you 24 hours a day, seven days a week at the
following numbers:
8:00 AM-5:00 PM (CST) -- 800-972-8864 ext. 8191
Outside of business hours 612-991-5923
Mark Dooley
Director of Claims Management

Teaching Introduction
Young Dogs New Tricks
We understand that learning new technology can be a little intimidating. With the upcoming ELDs
and the new technology being introduced, we want to help you in order to make the transition as easy as
possible.
Just a few weeks ago, Carl Hall (Unit 5526A) stopped by the office for a visit. Carl sat down with me as
well as our Safety Director, Paul Hinrichs, to discuss his concerns with the ELDs. Carl stated that people
his age are skeptical of the new technology, compliance, and language.
After his visit, Carl said I will learn how to use this. I left with a positive attitude and I feel I will be comfortable using
the ELD. He also said the visit and learning about the ELD took away a lot of anxieties he had been having about them
previously.

Joe Ammons (unit 5806A) was an early adaptor for the ELD program. Although he thinks it might be hard to adjust to the
new way of trucking, he feels it will eventually be a great thing for our drivers. The key to success will be communication
and planning ahead, even as far as your next load. Joe said, If an older guy like me can figure it out, then so can all of these
younger guys!
ELD Training tools to help the ease of learning are going to be:
Rand McNally Manuals
Rand McNally Fleet Support Phone Line for machine support (800-641-7263)
Rand McNally website and tutorial videos
We look forward to working with all of you throughout this new change and are excited for what it will do for the future of
Admiral.
Thank you,
Doug Milroy
VP Operations

Overheight Loads
Sometimes larger overdimensional loads
require a lot of additional processes and
procedures, especially when it comes to
hauling an overheight load. We want
to make sure everyone is aware that the
Admiral Permit Department is here for
any questions you might have before
taking an overheight load. If you are looking at a load that
is 15-0 feet or taller, please give us a call. We can go through
all the additional requirements that might be needed. Each
state varies on their own specific requirements, so we will
focus on the states that you will be traveling through and let
you know if you will need high pole, bucket trucks, utility
companies and/or police escorts. All of these can be very
costly, and we want to make sure that you are including all
of these additional costs of what it will cost you to run the
load and profit, as well as provide the service necessary to our
customers.
When hauling an overheight load that requires high pole
escorts, you need to make sure that the pilot car company
you are choosing to escort you has all of the necessary
requirements to run with Admiral. We request specific
information and insurance in order to make sure they
have what is necessary to cover any liabilities. For an escort

to be on our preferred list they must have $1 million in


Commercial Automobile Liability, with an additional
$250,000 in Professional Liability. There is an exception to
the Professional Liability: they must have an additional $1
Million in General Liability with policy language stating
they are operating as an escort company, and also if they run
high pole. The insurance also needs to have us listed as the
certificate holder as additionally insured. We also need to have
a W-9 on file, as well as the Admiral Pilot Car Agreement
signed and on file before they can escort an Admiral truck.
So please let us know if you have any questions regarding
overheight loads, and always make sure you are double
checking the measurements before beginning your move. This
applies to all overdimensional loads. We are always here for
any questions you might have! We will do our best to give the
information we know and have on file, and if we arent sure
we will gladly check into it with the specific state or province
and get back to you with more information.
Thank you,
Megan Erickson
Permit Manager
(612) 843-8270
merickson@ammf.com

In Memoriam
We have recently lost members of the Admiral family. While some may have been known by many and others by few, we
wanted to take a moment to reflect on those we have lost.

Harold Brewster (Contractor 0878A) of Jackson, MI signed on with Admiral in 2012.


Harold passed away in June, 2016 and will be missed by all who knew and loved him.
Al Vansant, former Regional Sales Director for Admiral Merchants, passed away on
August 1, 2016. Al managed some of Admirals largest East Coast Agents and was a
valuable member of the Admiral team for 11 years until his retirement in November, 2014.
Al will be missed by all who knew and loved him.

Harold Brewster

Office Visits
If ever a load happens to bring you through Minneapolis, MN, Admiral would love to host you for a visit! Just give the office
a call and we will gladly assist you in finding the best place to park your truck, and arranging a taxi for you. We will show you
around the office so you can stop at each department, and put faces to all the people that have helped you here at Admiral. You
can pick up any supplies you need, and someone from the office will treat you to lunch.
We really do enjoy visiting with our drivers and agents, so if youre ever in the area and can make it work, please know you are
always welcome.

Below are some of our drivers that have visited lately.

Kim Guzman, Russ Kassin (Unit 5930), Missy Swenson

Greta and Tim Cunningham (Unit 5870),


Carol Price, Lisa Hofer

Michael Kirby Lang, Charlie Roberts (Unit 6080)

Missy Swenson, Jim Chipman (Unit 5846C)

Jeff Gregory (Unit 5495B), Missy Swenson


Jeff Gregory (son)
(Continued next page)

Office Visits, (Cont. from Page 9)

Carol Price, Kim Krause, Allen Mellot (Unit 6240)

Bonnie Bley, Marcin Stachon (Unit 6188),


Carol Price

Missy Swenson, Kim Krause,


Carl Hall (Unit 5526A), Michael Kirby Lang

Ron Watkins (Unit 6123), Megan Erickson, Jeff Prueitt (Unit 6381),
Missy Swenson, John Sayler (Unit 658)

Ralph Wilcox (Unit 5842) also visited the office recently, but we unfortunately did not get a photo with him.
Thank you to all those that stopped in the office and to everyone else, we hope to see you soon!
Claire Gregory
Receptionist

10

So You Want to Be a Sales Person


Fifty-five years ago when I landed my
first real job in trucking, I was sent out to
make sales calls with the top sales person
in the company. His name was Dick
Payton and some of you old timers may
still remember him. Unfortunately he is
long since gone.
Dick was a real sales pro. He dressed like one, talked like
one, presented himself like one, researched his clients, and
was always well prepared for potential questions. Thats why
he quickly climbed the ladder and ended up running the
company as a very young man.
One of our first sales calls was on a medium sized steel fabricator
in North Philadelphia. While we were waiting in the outside
office for our turn we could easily hear one of our competitors
making his sales pitch, if you want to call it that. I will never
forget that experience and I use it as a subconscious reminder
on how not to make an effective sales call.
Business was slow at the time and was at the bottom of one
of those trucking cycles when you would do anything for
a load of freight. Dick whispered to me, Just listen to this
guy. All we heard was about how bad the economy was, how
many drivers were laid off the previous week, and all about
the good manufacturing being sent overseas. If you wanted
to hear about anything negative, this guy knew all the gloom
and doom stories and had permanent wrinkles in his forehead
from frowning all the time.
Finally it was our turn. As we entered the office Dick was
smiling so I quickly turned on the smile. One of the first
questions we were asked was about how our business was
doing. It probably wasnt any better than our competitors but
you could tell that Dick was ready for that question, actually
its down a little but were doing quite well. Then he got into
telling the traffic manager about our new computer system
which would keep track of where all our trucks were, and it
would enable us to schedule our inbound loads (dont forget
this was over fifty years ago). All this time while Dick went
through the sales spiel there was a genuine smile on his face.
As the sales opportunity slowly started to open up, Dick began

questioning the TM about what his needs were and what we


could do to help him in his responsibilities. As it turned
out, the shipper told us that he needed better control of his
inbound freight so it wouldnt interfere with the outbound
shipping. And Dick may have just given him a solution to it if
he could just somehow be hooked up with the system. Because
it was getting close to lunch Dick suggested we all drive down
to the office so we could show him how this program worked.
Well to get to the point of the story, the customer was thrilled
with the computer demonstration, started routing freight our
way and eventually became a $100,000 a month customer.
When that same customer opened a branch in Birmingham
we became their major carrier there as well. It all started with
a good, positive sales presentation.
There are many morals to this story. . . .Dont be a spreader
of gloom and doom. Replace the frowns on your face with
a gentle but genuine smile as you ask what you can do for
the customer. And most of all, listen. You are not there to
put on a show for the shipper. If the potential customer likes
golf, football or whatever, use it as an opener to draw the
conversation to why you are there in the first place. . .to help
them get their jobs done better, cheaper, faster or whatever
they need. And for gosh sakes, do not let the chance go by
without asking for an opportunity to haul their freight. If
you fail to get a commitment on your first try, keep at it as
persistence pays off, mainly because your competition will
never go back again after getting turned down the first or let
alone the second time.
Theres no magic to successful sales. . .be pleasant, dress the
part, do your homework, be prepared, be positive, listen, and
ask what can I do to make your job easier?
And when you do succeed say thank you, shut up, and get
out of there before your big mouth gets you in trouble and
you jeopardize what you just accomplished.
Walt Site
Senior Vice President - Marketing

11

What Do I Need To Know About Crossing The Border?


First, you have to be able to cross the border.
Please visit the US Customs and Border Protection website to verify that you can gain entry into
the US or Canada.
Next, understand what type of load you have.
Non In-bond Loads

At least 1 hour prior to arriving at the border,


(Admiral suggests at least 3 hours prior to arriving
at the border ) you MUST submit your eManifest
and supporting paperwork to a service provider
such as ABpC or Crimson Logic.
The service provider matches your load up with
the customs paperwork submitted by the customs broker, verifies the load is authorized to
cross the border, and emails, texts, or faxes the
crossing information to you and the port you are
crossing at.
Upon arriving at the port of entry, you will give
your crossing information to the border officer,
they will verify it, complete the physical check,
and you are ready to cross.
Failure to follow these steps can result in a fine or
penalty up to $8,000.00.

In-bond Loads

Referred as In-bond, these loads are passing thru


the United States to get to their final destination.
As these loads come into the US, no taxes or duties are paid to the US since they are only passing
thru the US, however if the load does not export
from the US as documented, the US can collect
the taxes/duties owed on the load from our bond
(or bank account).
POINT A is where the eManifest is still required
as described above in the Non In-bond Loads
section.
POINT B indicates the customs warehouse or
export port the shipment is delivered to, awaiting to be exported to another country. It is very
important that when these loads are delivered,
that Customs stamps your form 7512 to release
your load from our bond.
Failure to follow these steps can result in fines of
several hundred dollars up to tens of thousands
of dollars in taxes and duties owed.

Please contact me with any questions you may have about border crossing!
Karen Preusser
Legalization Specialist
612-843-8138

12

A Quick Reminder From The Safety Team


The Commercial Vehicle Safety Alliance (CVSA) is scheduled to have the 2016 Brake Check Week from
September 11 through September 17. CVSAs Brake Check Week is designed to improve commercial motor vehicle (CMV) brake safety throughout North America.
Inspections conducted during Brake Safety Week include inspection of brake-system components to identify loose or missing parts, air or hydraulic fluid leaks, worn linings, pads, drums or rotors, and other faulty
brake-system components. ABS malfunction indicator lamps are also checked. Inspectors will inspect brake
components and measure pushrod stroke where applicable. Defective or out-of-adjustment brakes will
result in the vehicle being placed out of service.
To help you prepare for the upcoming Brake Check, TA Truckservice has a special offer for Admiral drivers/contractors:

Paul Hinrichs
Director of Safety

13

Broker Penalties
WARNING!
Be careful to read all rate confirmations
to be sure that they do not include
language that is overly demanding, or
that include ridiculously high penalties
for non-performance or service failures.
We just came across one that included a 33% rate reduction
that may be assessed if a load is picked up or delivered more
than one hour outside of appointment times! That means if
a load is delivered at 11 AM instead of the appointment time
of 9 AM, they can deduct $1,300 from a $4,000 load!
No driver or agent can afford charge backs like that. So please
DO NOT sign anything with penalties such as this. They
are simply money makers for the broker or shipper at your
expense.
That same rate confirmation also calls for a $100 penalty per
occurrence if they are not called within one hour of pick up
or delivery, and called by the contractor each day with their

location information.
And theres more. . .there will be a 25% deduction for any load
cancellations for any reason within 24 hours of commitment.
And if thats not enough. . .if the delivery paperwork is not
electronically sent back within 2 hours of the delivery they
can also deduct an additional $50 a day until they receive it.
As agents, you are our first line of defense against accepting
loads from shippers or brokers with unreasonable stipulations
such as these. No load pays enough to subject you, our
contractor, or Admiral to penalties such as these. Once you
sign a rate confirmation you are legally binding all parties
including yourself to what it says. Do not sign or agree to
haul any load with a percentage penalty, an unreasonably high
charge, or with some other ridiculously unfair omission.
Unfortunately, loads like this are simply not worth the risk of
hauling. And that hurts coming from a sales guy.
Walt Site
Senior Vice President- Marketing

Summer Visits
A few members of the Admiral team along with Brian Short were able to visit some of our agents this summer. Below are a few
photos that were taken.
Drivers watching a tank being
loaded. Xerxes Corp.

One of Tinys trucks in his yard.

14

(Continued next page)

Summer Visits (Cont.)

Agent 2156 Office (Pat, Tom, Brent, Jacque & Tiny Loretangeli (agent), Brian, Doug and Brian)

Agent 2963 (Doug, Tom, Tim, Brent, Matt Hillegas (agent), Brian and Pat)

GBD Trucking Contractor


(Cliff Monday)
Agent 3164 (Pat, Brent, Brian, Pam Cramer (agent), Barbara
Brown (Xerxes Corp), Tom and Doug)

(Continued next page)

15

Summer Visits (Cont.)

Agent 2527 (Tim, Pat, Russ McGee (agent), Brian, Rex Muncy (agent), Doug)

Agent 2419 (Rose, Pat, Dawn (agent), Doug, David (agent), Brian, Tom)

Agent 3030 (Tom, Pat, Brian, Joe Upholzer (agent), Doug)

16

(Continued next page)

Summer Visits (Cont.)

Agent 2911 (Back row: Walt, Doug, Brian, Tom, Tim, Cliff (agent), Wes, Jim)
(Front row: Angie, Kay (Cliffs wife) and Rebecca)

U.S. Air Force Thunderbirds landed for fuel at an airport the Mpls team flew in and out of.
It was an impressive display of precision

(Continued next page)

17

Summer Visits (Cont.)

Agent 2417 (Brian, Randy, Robert, Wayne Erickson (agent), Doug, Pat)

Agent 2664 (Doug, Shirley Bohman (agent), Brian, Pat, Tom and Mike)

Agent 2994 (Jim, Woody, Ron Anderson (agent), Brian, Doug, Tom)

18

(Continued next page)

Summer Visits (Cont.)

Matt Hillegas receiving his Million Dollar Agent award


from Brian Short

Agent 2899 (Craig Gross (agent), Jillian (agent) and Brian)

Agent 3007 (Tom, Jim, Tom Gierke Jr. (agent), Mike G (agent), Doug, Brian, Tom G Sr. (Agent), Woody)

Agent 2592 (Woody, Brian, Mike Siegel, Doug, Mike Wright (agent), Jim and Tim)
(Continued next page)

19

Summer Visits (Cont.)

Agent 2983/3011 (Jim, Jackie (3011), Brian, Woody, Tom, Tyler Mills (2983), Mary Beatty (3011), Marsha Persinger (2983), Doug)

U.S. Air Force cargo plane landed at Detroit Airport as team


from Mpls was getting ready to leave

20

Agent 2609 (Jim, Keith Tolles (contractor), Doug, Brian, Kaila, Tim, Brad Tolles (agent), Tom, Woody and Jake)
(Continued next page)

Summer Visits (Cont.)

Agent 2606 (Jim, Josh, Rich Frazier (agent), Brian, Doug, Tom)

Agent 3079 (Doug, Tom, Jim, Woody, Eli Matalan (agent), Brian)

Attorney General Loretta Lynchs plan at Detroit


airport as team from Mpls landed.

A special parking space was reserved and marked for the


arrival for the Admiral team to Brads office. Definitely a
nice welcome!!

21

ELD FAQs
I have spoken to many of you about the ELD program and I know that you have numerous questions and
concerns. I have tried to answer some of the most frequently asked questions below.
Q: Can I still take advantage of the early adopter incentive?
A: Yes The incentive will apply as long as you have ordered the unit by Wednesday August 31st.
Q: Can I order an ELD now and install it next December?
A: No The expectation will be to install and use the ELD immediately. This will be true whether you take advantage
of the early adopter program or if you decide to wait for the mandatory requirement. In addition, the monthly fee
will begin when we activate the unit in the corporate office.
Q: Can I amend or correct a log?
A: Yes You can make any corrections you want, except for driving time, up until the log is certified. Once the log is
certified corrections can still be made by the Safety Department.
Q: Who will be required to get ELDs first?
A: Beginning in September we will begin the mandatory requirement starting with those who are on Warning or
Final Warning for HOS issues, and drivers who have accumulated HOS points on their CSA scores. After they are
completed, we will notify contractors by seniority the newest contractors will be notified first, the contractors
with the longest tenures will be the last to be notified.
Q: What happens if I exceed the HOS regulations?
A: Just like with paper logs, we will identify and track logging violations. If you have more than three violations in a
month, you will receive a log violation letter that needs to be signed and returned. Further violations will result in
being placed on Warning or Final Warning.
Q: Can I still flag shorter stops of less than 15 minutes?
A: ELDs will log in real time, not in 15 minute increments. There will not be any need to flag shorter stops.
Q: Do I need to remove the unit when I am at home or out of the truck?
A: No The unit should stay connected at all times. You will be able to log off when going off-duty.
Q: How will Personal Conveyance work with the ELD?
A: There have been no changes to the regulations regarding Personal Conveyance. The DOT specifies that it can be
used to go from a truck stop (not a shipper or consignee) to go to a hotel, restaurant or other personal chore and
return to the same truck stop. You must be unladen or disconnect from the trailer. The ELD will require you to be
Off Duty before and after your Personal Conveyance. The trip must be local only, and you must return to the same
location. It cannot be used to extend your driving hours to reach a truck stop or to go home.
Q: What if I need to move my truck to a different parking space when I am off-duty at a truck stop ?
A: Go ahead and move your truck. As long as you do not exceed 3 miles or 15 mph, the ELD unit will not switch your
status to driving.
Q: What if a shipper tells me to move to a different staging area that is 10 miles away?
A: That will need to be logged as driving time as per DOT regulations.
Q: Who do I call if I want to order an ELD or if I have additional questions or concerns?
A: Call the main toll free number Paul Hinrichs @ ext 8140 or Suzanne Keller @ ext 8169.
Paul Hinrichs
Director of Safety

22

Dougs Dedications
Below are a few pictures of recent loads, as well as the beautiful trucks that deliver them. A special thanks
to all the Admiral drivers who work so hard each and every day to make Admiral a success; this article is
dedicated to you!

Frank Bowers (Unit 3543a) and Robert Sulzbach (Unit 5642B) - Xerxes Tanks
Anaheim, CA to Estes Park, CO

Matt Beaty (Unit 5518A) - F4 Phantom


Rantoul, IL to Houma, LA

James Casey (Unit 6325) - Cremation System


Largo, FL to Green Island, NY

Brian Cisler (Unit 2467A) - Trailer Mounted Transformer


Proctor, WV to Kansas City, MO

23

Dougs Dedications (Cont.)

Mark Suver (Unit 5588) - 8000 Gallon Tank for a Construction Vehicle
Lake Buena Vista, FL to Louisville, KY

Clarence Winget (Unit 3028A) - Vacuum Tank


Abbeville, SC to Levelland, TX

24

Jo & Travis Boardman (Unit 6210), Steve Kennedy & Fred Best (Unit 5592), Jack & Carol Stevens (Unit 5517A)
Howitzers
From Fort Bliss, TX to Herlong, CA
(Continued next page)

Dougs Dedications (Cont.)

Carol and Jack Stevens (Unit 5517A)


The Buffalo MPRC is a single-door, diesel driven, 19-ton capacity, 6-wheel drive, Mine Protected, Route Clearing vehicle. The
Buffalo is 26.9 feet long, 8 feet wide, and is 9.75 feet tall (not including turret splash shields). It is equipped with an automatic
transmission and in addition to the driver and co-driver, has seating for 12 additional passengers. The vehicle is equipped with
a single aft mounted access door, as well as six roof-mounted hatches in the passenger compartment.
From North Charleston, SC to Fort Irwin, CA

What is Federal Highway Use Tax, a 2290, or Heavy Highway Tax


Other than more money I owe someone else!
The federal tax is part of the 1982 Highway
Revenue Act. This tax is imposed for the
use of public highways. It was not until
1987 that vehicles registered in Canada
and Mexico that operated on US highways,
were also required to pay the heavy use tax. When registering a
tractor, proof of the federal highway use tax must be provided
to the state the tractor is being registered in, or the state will
receive a reduction of federal-aid apportioned to it.
All taxpayers are encouraged to file electronically. Electronic
filing is faster and helps eliminate errors. Anyone with 25
vehicles or more is required to file electronically.
The tax is assessed by the registered gross weight of the vehicle,
and tax is owed if the gross weight is greater than 55,000 pounds.
The gross weight is determined by adding the unloaded weight
of the vehicle fully equipped for service, the unloaded weight
of any trailers fully equipped for service, and the maximum
load customarily carried by the vehicle. The maximum tax is
$550.00.
Those vehicles that are exempt from the federal Highway
Use Tax include commercial motor vehicles traveling less
than 5,000 miles annually, agricultural vehicles traveling less

than 7,500 miles annually, and vehicles not considered to be


highway vehicles.
You will need to have your Employer Identification Number
(EIN) to file a 2290. If you do not have one, you cannot file
your 2290. Go to www.irs.gov to apply for EIN at least 15 days
or more before filing your federal highway use tax.
Failure to pay your Federal Highway Use Tax by August 31st
will result in an IRS penalty of 4.5% of the total tax owed,
assessed on a monthly basis up to five months. You may then
face an additional monthly penalty equal to .5% of the total
tax due. Additional interest charges may apply as well. In other
words, if you decide not to pay the $550.00 tax until January
of the following year, you could owe more than $700.00. In
addition to the penalties, you may also have your registration
suspended for failure to provide the stamped schedule 1.
Federal Highway Use Tax filing begins July 1st of each year and
ends August 31st of each year. Only those tractors that plate
with the State of Minnesota are required to send a copy of
their stamped Schedule 1 to Admiral. The stamped Schedule 1
is needed when Minnesota plates are renewed. Please feel free
to call me (612-843-8138) with any questions you may have.
Karen Preusser
Legalization Specialist

25

Safe Driving Awards: February 2016 thru May 2016


Congratulations to the following drivers who earned Safe Driving Awards for the months of February 2016 thru May 2016!
To be eligible for a Safety Award the following criteria must be met:
A current driver in good standing with Admiral for each 12 month period after your date of lease.
No preventable accident or unreported accidents/incidents.
No cargo claims or unreported cargo notations.
No roadside inspections with out-of-service violations
No moving violations (citation or noted on a roadside inspection)
No more than 50 CSA points.
Must be in good standing in all areas of Safety and Compliance as defined in Admirals policies and procedures.

Thanks again and congratulations to the following drivers for achieving another year of safe driving:
23 Years
James M. Wilhite
15 Years
Marshall R. Bruner
Christopher C. Campbell
14 Years
David W. Saunders
Clarence E. Winget, Jr.
12 Years
Marlin J. Miller
Harold E. Justice
11 Years
Jason T. Whitaker
Teresa L. Kern
10 Years
James H. Murphy
Jeffrey J. Diachenko
David W. Kern
9 Years
Paul D. Hershberger
Frank J. Bowers
8 Years
John W. Ponder

26

7 Years
William L. Wolf
Franklin W. Shaffer, Jr.
6 Years
Ricky W. Lawing, Sr.
Percy F. Vesser, III
William David Adams
Cory D. Botts
Leslie Dean Deckard
Clyde E. Wood
Joseph M. Wright
5 Years
Mark J. Knepp
Ronnie G. Nelson
Henry T. Williams
Larry E. Clark
Joseph H. Sauble
Charles E. Gale
Richard E. Schriver
4 Years
Jimmy E. Loggains
Michael N. Neuteboom
Ian P. Wallis
Howard Willie Davies
Anderson C. Mantooth
Conley Powell, Jr.
Larry D. Yorgason
Glenn F. Morehart
Alfredo Sainz
James L. Ward

3 Years
Thomas G. Quinton
Portia A. Mantooth
Stevem D. Baird
Robert A. Holder
Alan R. Kent
Michael R. Loman
Robert Bob L. Slack
Gregory A. Wallace
Brian D. Clevenger
Lisa L. Clevenger
Patrick M. McCarthy
Johnny E. Keck
Charles E. Krohne
Clyde E. Moody
Michael Robinson
2 Years
Justin L. Mallow
Gary L. Messersmith
Steven J. Bennett
Patrick A. Golden
Jerzy F. Satora
Allen S. Mellott
Sean K. Poland
Ronnie Dell Pool
Robert L. Catlin
Glenn A. Degraw
Rodney C. Halliday
Pamela S. Johns
Ralph D. Johns, Sr.
Roland S. Kennedy
Terry L. Pittinger
Diana L. Stovall
Ricky R. Stovall
Jun Jie Tony Zhai

1 Year
Richard E. Boggs
James K. Howard
John R. Merrill
Larry G. Moody
James P. Summers
Michael G. Walson
Bernard D. Bittinger
James J. Casey
Waldemar Halizak
William Thomas Jenkins
Billy D. Miles, Jr.
Christopher M. Vorys
Ralph D. Waller
Nicholle D. Boman
James S. Chipman
Peter M. Maltese
Wendell B. Quinn
Dean J. Rehill
Marcin Stachon-Burtek
Ralph A. Wilcox

The Light At The End Of The Tunnel


Whats that little glimmer I see out there??? Could it be a sign of better things to come? You know it is; its a
sign of a brighter future!
As I move around out there visiting with Agents throughout the Midwest, I am hearing some sounds of encouragement; some guarded comments of things to come. I have also heard all kinds of conjecture as to why
we are in such a down turn: is it oil? Is it the election? Or is it the moon and the tide? I have my own theory,
but I better leave well enough alone.
The thing that counts is how long is that tunnel??? How long will we see rates take such downward pressure, and the volume of
freight be so low. First of all its not just us, I talk to many other carriers that are in the same business we are, and they are feeling
it too. Its for real.
The thing we must do of course, is go to work each Day. Dig for the next load, work as hard as we can to get another load, because
thats the job for all of us. You cant sit around and do nothing and catch up when freight is stronger; that never works, never has.
So you have to make the effort every day, push, push, and push a little harder.
The encouraging thing I see is the ATTITUDE of our Agents. There is a feeling of better times on their mind and for sure some
spark is showing. Everyone needs to think about their ATTITUDE because it shows; it comes through loud and clear. Did you
ever notice how your ATTITUDE rubs off on other folks?
In all you do, make sure your ATTITUDE is set to foster the way other folks are going to react to you, you get what you give
in this case. Put a smile on your face and make sure your comments are uplifting and encouraging because you want that Gal or
Guy to give us the next load.
Most of the Agents I am with have things cooking, work on the books, projects coming to life, and some new business coming
our way. So hang in there, keep the faith and work like heck. Better times are just down the road. The harder we work and keep
or ATTITUDE properly adjusted, makes us closer to that light at the end of the tunnel. Be the person that other folks want to
be around and deal with.
By the way, carry this attitude home with you. Be the light at the end of the tunnel for the most important people in your life.
See how your life lights up, and give them a hug. Be safe in all you do. Now put a smile on your face.
Ralph A Wood
Senior Vice President

27

TOP REVENUE PRODUCING AGENTS YTD


1)
2)
3)
4)
5)
6)
7)
8)
9)
10)
11)
12)
13)
14)
15)
16)
17)
18)
19)
20)

2048
2103
3399
2476
2383
2631
3235
2664
3510
2248
2609
2198
3017
2182
3458
2963
2583
2477
2679
3168

Larry Morris
Jim McGowan
Harold Sparkman
Don Singleton
Chris Palmer
Larry Huisenga
Dorothy Hawkins
Shirley Bohman
Terry Moody
Tammy Haase
Brad Tolles
Tom Campos
Gary Fellure
Chris LaRoache
Helen Blennerhassett
Matt Hillegas
Shaun Davenport
Bob Greenwell
Tommy Strickland
Tim Mackay

Albuquerque, NM
Bakersfield, CA
Kenova, WV
Winchester, KY
Alpine, CA
Springfield, MO
Sequin, TX
Chesterfield, MO
Calgary, AB
Lawrenceville, GA
Romulus, MI
Woodland, CA
Columbus, OH
Miami, FL
Conroe, TX
Everett, PA
Shepard, MI
Louisville, KY
Meridian, MS
Lexington, SC

TOP 20 DRIVERS BY EQUIPMENT TYPE YTD


FLATBEDS

SPECIALIZED

STEPDECKS

3726B Wayne Overbay


5321B David Korhonen
6256 Wieslaw Rams
5467C Mike Nichols
6009 Lawrence Ayers
5291 Christopher Vorys
6323 Billy Miles
5864 James Crowl
6202 James Smallwood
6434 Herman Collins
5106B Justin Lambert
4425 Mark Rix
5108 Michael Deshong
6492 Richard Meador
6460 William C. Sanderson
5088 Carmel Holbrook
5442 Michael Robinson
4622B Paul Hershberger
6487 Lindsey Morgan
6486 David J. Swatkowski

4241A Robert Norris


5829A Blake Holmes
3274C Brian and Lisa Clevenger
5700 Tim Lancaster
4195D Jerry and Marci Ketterer
5664 Andy Davis
3567 James Murphy
5517A Donald and Carol Stevens
5811 Steven Bennett
5660A David and Kim Snyder
5920 David Conn Jr.
1491B Richard Frazier
6361 Joe and Michelle Williamson
6422 James Sturgeon
6210 Charles Boardman
6158 Danny Adams
3784C Ralph and Pamela Johns
6066 Thomas (Andy) Griffin
6059 Patrick McCarthy
2755 John Legler

5680A Daniel Hawkins


5414A Diana (Lynn) and Ricky Stovall
6414 Norris and Paul Blackburn
3876 David and Teresa Kern
6318 Mike Neuteboom
6381 Jeffrey Prueitt
5642B Robert Sulzbach
3543A Frank Bowers
3529D Thomas Glen Claiborne
5685 Michael Van Krieken
6468 Guy Fontaine
5813 John Merrill
6436 Stephan Breland
5710 Thomas Grimes
6078A Yvan Arsenault
6145 Ronald Baird
6023A Roland Scott Kennedy
4453 William Mainard Sr.
5693A Hugh Gross
4290 Mark Beare

28