the martian messenger · mobile. to improve the appear-ance of all automobiles everywhere by...

To become your Car Care Specialist by removing from sight all cosmetic blemishes from your auto-mobile.

To improve the appear-ance of ALL automobiles everywhere by utilizing our proven appearance restoration, cosmetic blem-ish repair and enhancement services.

To provide convenient access through the high volume retailers that con-sumers frequently visit.

WE will accomplish this mission by recruiting, training, and equipping the industry’s fi nest profes-sionals and supporting them to advance both their skills and their careers.

MARS MISSIONMARS MISSION

The Martian Messenger

VOLUME 7, ISSUE 3 — MARCH 2006

INSIDE THIS ISSUEDRIVING IN THE FAST LANEA RECAP OF THE MARS 2006 CONVENTION

CONVENTION 2006 1RECAP

CONVENTION 2006 2CONTINUED

MARS EXHIBITS AT 2NADA TRADE SHOW

WELCOME NEW 3MARS OPERATORS

OP OF THE MONTH 4-5ERWIN DUGGER

CONVENTION 6-7 AWARDS

LEGACY OPERATOR 8-9& CNVTN. PICTURES

On February 22nd through the 26th, MARS Operators took over the Crowne Plaza Hotel in Arlington, Tex. for the 2006 MARS Convention. MARS Operators attended workshops, networked with other Operators, and were recognized for their achievements.

“It was great to have so many MARS Operators enjoying the events we planned for them,” said Mel Luigs, MARS President. “Because of the support of our Sponsoring Suppliers, almost half of our Operators were able to attend this year’s event. It was the largest gathering of MARS Operators since we started this annual event, and we are very pleased with the overall success of the 2006 MARS Convention.”

David Jones, MARS’ founder and Director of National Development, got the event started Wednesday evening when he welcomed everyone to the opening dinner at the Crowne Plaza Hotel.

“MARS is really growing, and it is evident with so many new faces in the crowd,” said David. “We are here to celebrate the success of so many Operators, enhance your training so you can be even more successful, and provide the opportunity to meet with our suppliers to learn about new equipment and

ask questions about supplies.”

Thursday morning, some successful MARS Operators shared the business and marketing concepts that were successful for them.

Brett Barkdoll (OR) talked about creating a stable business by diversifying the services offered. He told Operators that by offering the full variety of MARS services, one can have stability.

Brandon Harris (IN) explained how his Service Drive program works and how other Operators can implement a program based on his model.

Erwin Dugger (TX) discussed the importance of building strong relationships with everyone in the dealership and how those relationships are key to being successful.

Jason Owens (TX) provides whole lot services to several dealerships and he shared how he landed these accounts, how both the dealer and

Story continued on Page 2.


Operator benefi t from this arrangement, and how others might “sell” this type of package to their existing customers.

Donovan Hall, MARS Chief Marketing Offi cer, spoke to the Operators about “Preconditioning” a term coined by MARS International and used to differentiate the MARS reconditioning services.

Operators also heard from J.D. Wilson, the Chief Operating Offi cer from the NIADA (National Independent Automotive Dealer Association), who talked to MARS Operators about what it means to be a “Preferred Provider” and how they can leverage that status to increase earnings.

Thursday afternoon, MARS Operators split into four groups and attended two of the four training classes offered. Friday afternoon they would rotate and attend the other two classes.

The four classes offered included:

Graphics Software/Carpet Dye Training – Operators got the chance to view the latest graphics software package from Restyler’s Choice. The software presentation was followed by Carpet Dye Training provided by Paul Ellis, a MARS Trainer. Following the “How-To” presentation, Operators were given the chance to get some hands-on experience and practice with the system.

Blind Stitch Training – One of the most popular classes from last year’s convention was offered again. Operators received training on how-to do a blind stitch and get questions answered from Rick Lockwood from Superior Resturation.

Color Tinting – Jimmy Castillo from BASF presented a class on Color Tinting and offered tips to Operators on matching paints. This was the most popular class during the 2006 Convention and was extremely benefi cial for all the attending Operators.

Window Tint – Chris Waters, a MARS Trainer, demonstrated the newest MARS System, Flat Panel Window Tint.

Thursday night, BASF sponsored the dinner and many Operators mingled and talked shop over a wonderful meal. Dinner was followed by a presentation from BASF, a Sponsoring Supplier.

Friday morning, Operators gathered for the Business Administration presentation. Operators learned about the new offl ine reporting software, which makes invoicing and reporting easier for Operators in the fi eld. They also received information about software updates, insurance requirements, and business management information.

Saturday morning Operators could choose to attend a QuickBooks training class or participate in the Supplier Presentations.

Following the Presentations, Operators had the opportunity to meet with Suppliers at the Supplier Exposition. All Operators also got a chance to see the MARS International trade show booth, which was on display. Other exhibitors include: Auto Mats & Accessories, BASF, Glas-Weld, GoodFellows, Higginbotham & Associates, MARS Supply, Restyler’s Choice, SATA, SEM, Sherwin Williams, Superior, Technology Printing, 3M, and Verizon.

The convention concluded Saturday evening in style with the MARS Awards Banquet. See the MARS Awards Winners on Pages 6 & 7.

CONVENTION 2006 RECAP CONTINUED...FROM PAGE 1

MARS International was in Orlando last month for the National Auto Dealers Association Convention and Trade Show. The event was a great success as we talked to Dealer execs about the benefi ts of using MARS for ALL their appearance reconditioning needs. We also met a lot of Dealers who are already using MARS Operators — and they had wonderful things to say about those Operators who are serving them!

MARS EXHIBITS AT NADA CONVENTION & EXPO

Charles Franklin (IN) has joined Brandon Harris’ MARS Operation in Indiana. Charles has a background in automotive detailing and is thrilled to be working with Brandon and growing the success of MARS in the region.

Don Hall (TN) has joined Brad Hall’s MARS Operation in Tennessee. Don is Brad’s father and is excited about the opportunity to help his son continue to build a successful business.

James Wilkinson (TX) has joined Jason Owen’s MARS Operation in Texas. He is looking forward to getting started and continuing the growth of the business.

Jay Van Houten (ID) had been searching for an automotive franchise and all the research he did pointed him to MARS. Jay is eager to get started building his business in Idaho!

Kurt Erickson (IN) has joined Tom Jones’ MARS Operation in Indiana. He is excited to continue the growth of Tom’s MARS business.

PAGE 3


Paul Hacker (AZ) joins MARS with 25 years of sales and marketing experience. He is looking to grow the Arizona market and build a successful team of Operators in the area. Paul’s wife, Glenda, was the one who told Paul about the MARS opportunity and she is thrilled to see him starting his business.

Carlos Hernandez (AZ) will be Paul’s fi rst employee and is excited to develop the MARS business in the area. Carlos served in the military before joining MARS. Carlos’ wife and kids are excited about his new career.

Evo DeConcini (AZ) managed family owned self service car washes before starting his training as a MARS Operator. He plans on growing a strong business in Arizona offering customers quality and professionalism. Evo’s wife, Satoko, is pleased with her husband’s new career.

Rick Poplin (TN) spent 18 years in the Information Technology fi eld as a consultant and system administrator. He plans to establish strong accounts and build a team to meet the demands of growth. Rick also plans to build up the insurance and retail markets as the business grows. Rick is married to Debbie and they have two young children, Kendall and Preston.

MARS LAUNCHES 9 NEW MARS OPERATIONS IN FEBRUARY!

ErwinDUGGER

ErwinDUGGER

PAGE 4


March 2006

Operator

MonthMonthof the

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TexasWhile MARS International is based in the Dallas-Fort Worth (DFW) Metroplex, it has struggled to establish dominance in this very tough and competitive market. But Erwin Dugger is taking on the challenge to “fi nd success in a town MARS has always had heavy competition in.”

“This is such a tough market with so much competition from independent technicians and body shops that it is extremely diffi cult to get a foot in the door,” Erwin said. “This is MARS’ backyard, and we should really own this territory — my team is getting us there.”

For nine months, Erwin was working with MARS on a consulting basis, when Donovan Hall, Chief Marketing Offi cer, proposed the opportunity for him to be Director of Area Development in the DFW area.

“I was familiar with this market, and knew that the challenge to cement MARS as the appearance reconditioning leader was going to be immense. And I’m always up for a good challenge, so I was open to the idea when approached by Donovan.”

Erwin has been at it for nearly a year, and he is making headway, but it has been a slow process. He has fi ve team members working for him and they are gradually establishing their reputation for quality work and dependable service.

Over a nine month period, Erwin took an account that his team was billing an average of $200 a week, developed it to include all of the MARS

services until today they are averaging $6,000 every week at that dealership.

Erwin started looking for holes in the coverage of services provided by other vendors, looking for work that wasn’t being offered. He would sell that particular service, then grow the business within the business.

“We started with the only entry point open – doing bumpers. Little by little, we added services, and now we are doing ALL their reconditioning. The only thing we don’t do is replace windshields!”

Erwin Dugger takes great pride in his work. Here he is with the bumper he completed during his MARS training.

Erwin credits the dedication and hard work of his team for making this such a successful account. “My team was determined to do the highest quality work and was available when additional work needed to be done. They proved to the customer that MARS was going to be dependable and do high quality work when given the opportunity.”

DAD PROGRAMErwin is a not a MARS Operator in the traditional sense; he signed on as a Director of Area Development, using a business model designed to grow the MARS business in the urban market. The “DAD” Program, as it is now called, is designed to allow for a faster ramp up for adding team members to handle the larger dealer accounts and volumes found in metroplexes.

“This program allows for more scalability and fl exibility than an individual Operator may be able to manage. Of course, this program isn’t for everybody. It takes a lot of perseverance and some thick skin. The only way to really penetrate the market is to continue to call on potential clients time after time and wait and be ready when an opportunity arises.”

Because Erwin is in such close proximity to MARS International, his team provides the fi rst week of mentoring to nearly every “DAD” coming through the program. He talks to many of them during the interview process and has wise words for those considering this opportunity.

“The selection of your fi rst Team Leader (TL) is critical. [A TL is a fully trained, sponsored franchise employee.] It is you and your TL that will be the foundation of the business. If you don’t get the

right person for the job, your chance for success is greatly lessened.

“There is a reason why every “DAD” goes through training with his TL, it allows them to forge the team concept and learn each others strengths and weaknesses.”

NADA TRADE SHOWIn February, Erwin

had the honor of working the MARS booth during the NADA Trade Show in Orlando with Donovan, Mel Luigs, and Andra Dunn. “This was a great experience not only for me, but for the entire MARS organization,” Erwin said. “This is the only way MARS will get to the level of branding that Operators really need. Being at these events really separates us from the competition.”

MARS 2006 CONVENTIONErwin had the great opportunity to talk to other MARS Operators about their experiences at the MARS Convention.

“While seeing the different presentations and talking to suppliers is helpful, the primary benefi t is the interaction between Operators. Anyone wearing the MARS Martian logo is instantly connected and respected by others wearing the same logo. That instant connection is so powerful.

“MARS really fosters the family environment, and everyone has a willingness to share what’s working with their peers. The desire to assist other MARS Operators is very real!”

PAGE 5


Month

OPERATOR OF THE MONTH CONTINUED...FROM PAGE 4

Erwin (third from the left) pictured with part of his team at the MARS Convention. On Erwin’s left is Shimara Hall and Jeff Moses, and on his right is Kahnon Hall.

Operator’s of the Month

Page 1 — Page 2 — Page 3 — Page 4 — Page 5 —

January: Joe Coleman March: Scott & Valerie HarrisFebruary: Michael Calhoun

April: Lou Zappa June: Robin DeGraaffMay: Ross Mesnick

July: Larry Proctor September: Jason OwensAugust: John Johnson

October: Scott Dutton December: Tom JonesNovember: Mike Miller


Page 1 — Page 2 — Page 3 — Page 4 — Page 5 — Page 6

Rookie of the Year: Alex Mangual (center)

Comic Relief Award:Mike Adams (right)

Trainee of the Year:Chadd Russell (right)

Most Improved Operator:Bruce Blodgett (right)

President’s Award:Jason Owens (right)

Spouse of the Year: Bonnie Owens (right)

Field Interviewer of the Year: Ken Siwa

Reference of the Year:Dan Doherty

Field Trainer of the Year:Don Slater (right)

Highest Yearly & Monthly Sales by Individual: Michael Cooper

(right)

Highest 1st Week in Business: Chadd Russell (right)

Highest Yearly, Monthly, & Weekly Sales by Team: Brandon

Harris Team

Highest Weekly Sales by an Individual: Tom Hankey

MARS International recognizes many Operators during its annual convention for their hard work throughout the year. But one award stands above all others, the MARS Legacy Award. A MARS Operator is considered for this award when he/she embodies everything a MARS Operator should be. A Legacy Operator is one who goes out of the way to improve MARS’ standing with fellow Operators and customers.

At MARS, we saw that a core of Operators were the foundation that we are building the MARS family on. Last year we added the “MARS Legacy Operator” award for each year of our successful operation inducting 13 Operators. We will choose one Operator every year who has provided exemplary services, performance, and assistance to fellow Operators and who has consistently worked to improve MARS for everyone. This year’s award goes to one of the best, Brett Barkdoll.

“Being named a Legacy Operator puts you in a class of excellence,” Brett said. “When they announced my name as the Legacy Operator, I was totally honored that I was even considered for the award. Made me feel like a king!

“This is a great honor to be selected by the offi cers of MARS. It says to others, you go above and beyond the call of duty and are an example of everything MARS is about.”

Brett Barkdoll has been one of the highest producing single Operators in the MARS organization. He has reported annual sales over $100,000 for the last three years, and after fi ve years, has made well over half a million dollars.

But business was not always this good. Brett had a diffi cult start, battled a lot of competition, and questioned whether he had made the right decision.

“The fi rst six months were really tough, and I was starting to think that I made the biggest mistake leaving my career at Wonderbread to work for myself,” Brett said. “But I had a lot of encouragement, and after my fi rst six months, things started to change. I was getting faster while maintaining a

quality job and everything was starting to come together for me.

“I tell this to all the guys that I mentor, starting out can be rough. But once you get through those fi rst few months, it will all start to come together and that is when the fun starts!”“Brett represents everything we look for in a Legacy Operator,” said Donovan Hall, Chief Marketing Offi cer. “Brett is a great representative for who MARS is and what a MARS Operator can do. Brett mentors several new Operators a year and is always sharing his knowledge with new and experienced Operators in the fi eld.

“Brett helped to pioneer the Marketing Seminar that is provided at the MARS convention, helping new and experienced Operators to expand their customer base. This year he was involved for the third year in a row and received rave reviews from fellow Operators. I was very proud to present him with the MARS Legacy Award,” said Donovan.

Operator Legacy

2006

PAGE 8


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Brett Barkdoll accepts the 2006 Legacy Operator Award at the annual MARS Convention.


2006To qualify for consideration as a Legacy Operator, an Operator must meet the following requirements:

• Must be a current MARS Franchisee• Must be in compliance with the Franchise Agreement• Have fi ve years of continuous operation as a M.A.R.S. Operator • Must have a proven history of Quality Customer Service• Must have had demonstrably positive impact on MARS operators• Must have had a positive effect on MARS reputation

LEGACY OPERATOR CONTINUED...FROM PAGE 8

MARS LEGACY OPERATORS

• Gary Babinec • Aaron Bach • Brett Brakdoll • Bob Bauer • Chris Burnett • Sabino Chong • Jim Dallas • Chris Ditch • John Guenther • Scott Harris • Mike Miller • Morgan Ruschhaupt • Don & Wanda Slater • Tom Thrasher

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