Document 9g0w10R8adXEGJ4kqg59Gdv6

WITHMARTIN-SENOUR INTERVIEWS: NAPA JOBBERS Midwest NAPA Jobbers Agree: Martin-Senour Is A Great Line To Grow With. Randy Mesnard, Louis Mosconi, Thomas Tomlin Seneca Auto NAPA Auto son, Tomlinson Parts, Inc., Supply, NAPA Automotive, St. Tiffin, Ohio, has Jobber, Liberty- Marys, Ohio. been in the ville, Illinois. Tom recently automotive Prior to becom joined his parts business ing a jobber, father, a veteran for seven years. Louis had been NAPA Jobber of He was instru associated with S eight years, as a mental in getting Seneca to install the a NAPA Jobber for over five years. partner. Why? "I like the auto parts complete Martin-Senour line in 1982. Asked why he decided to become a business, and Martin-Senour is one of NAPA Jobber, his answer was, "My our top lines." Why did you recommend taking on the complete Martin-Senour line? "Well, at first we carried factorypackaged colors, spray paints, ATA, and body fillers. Now, we carry the full Martin-Senour line. We also have a seven place mixing system, includ ing Acrylic Enamel, Acrylic Lacquer, and Synthol. I recommended this complete line approach to help expand our business." Have you noticed any change in partner, John Doss, and I decided we liked the jobbing business and wanted to give it a try." Where do you feel your greatest sales potential lies? "We like the Martin-Senour line. We do a lot of business with fleet accounts. We also work with several car dealers with body shops where we get most of their refinishing business. My partner and I are in the process of analyzing our market. With the help of our Martin-Senour Rep, In what way does Martin-Senour help your day-to-day business? "We have a great deal of competition for the paint business in our area. We do well with our body shop customers because we carry a good inventory and the Martin-Senour line is so com plete. This helps us get sales that might otherwise go to our com petitors. As a result, our paint business has increased substantially in the last year." Any other way Martin-Senour helps? your business since you took on the complete Martin-Senour line? "Yes. Ever since we took on the full line, our sales have increased every month. We have never had a decrease." we plan to get several new accounts." "We found out that runs, sags, and drips don't come in a Martin-Senour paint can." "I recently attended the MartinSenour Training Center and learned a lot about mixing paint and how to sell the various systems. The instruc tors do an outstanding job. I learned a lot in a relatively short period of time." Who are your major competitors? "Our biggest competitors are DuPont and Ditzler. We have been very suc cessful in cutting into their business because we offer better service and a complete line of paint and refinishing materials from a single source." What was your first step after taking over the business? "I attended the Martin-Senour Train ing Center where I learned a lot about mixing and selling paint. The instructors there were professionals. I How do you go after new business? "Body shops like to be called on. They also like to receive the 'PROFINISHER.' We usually deliver the PROFINISHER because it fre quently leads to an order. When our Martin-Senour Rep stops by, he How do you manage to found out that mixing and selling makes some calls with us, and beat competition? paint is not that complicated. Now I this helps stimulate our paint "We know our customers want good can go out and call on body shops with more confidence." business, too." j color match, and we have attended the NAPA/Martin-Senour Training Tell me what you like best about the Our thanks to all the above NAPAI Center to develop our mixing skills. Martin-Senour line? Martin-Senour Jobbers for the time We found out that runs, sags, and "John and I. both like the com they gave us for these interviews. drips don't come in a Martin-Senour pleteness of the line. We maintain a paint can. good inventory and offer our body "We recently sent six professional shop customers everything they need painters, to attend the Training Center. from one interested source of supply. They were so impressed they are all This is important, it saves them time giving us some business. NAPA/ and money. Martin-Senour are to be commended "The Martin-Senour line is profit for this outstanding Training Center, able, too. And while our business is and any NAPA Jobber not taking ad growing, John and I feel we have a vantage of it is missing out on a great great opportunity to expand our sales Paints, Tapes, business builder." and profits with this quality line ..." Abrasives, and Adhesives