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In The Field Continued from Page 3
RELIABILITY IS GOLD
Ross feels that his reliability is a major factor in his success. "The people I've worked for already know that I'm reliable and not 'fly-by-night.' Everything is built on relationships."
The quality of reliability is built into his marketing approach. For example, one marketing challenge that Ross did encounter was the often-repeated question, 'How long have you been in the business?'
"When a prospective customer asks me this," says Ross, "I tell them that experience and skill level is subjective, no matter how long you've been in business. I say. 'I guarantee one hundred percent quality and I'm reliable. I stand behind my work. What more do you want?'"
RELATIONSHIPS LEAD TO OPPORTUNITIES
Mesnick is profiting from the results of his relationship-based business. He explains that several of his customers have already discussed their winter needs with him. "We have heavy winters here," Ross confides, "and a number of my customers have already agreed to let me take cars off their lot and work on them in my garages at home." Mesnick has an attached two-car garage and a detached three-car garage at home. As a part of investing back into his business, he is readying them for this winter business, adding heating, good lighting and other amenities.
LOCAL MARS OPERATORS
Ross feels that positive relationships include new opportunities when new MARS Operators move into his area. "This will build brand recognition for MARS and for me. I don't have to worry about there not being enough business for all of us. "In my market alone, I haven't touched the potential. I'm just trying to keep up with what I've already got. There are thirty-five to forty dealerships in any direction I drive in my area, and I haven't needed to contact any of them to stay busy."
MARS NETWORKING
Ross feels that building a network of local MARS Operators, as well as statewide and national MARS Operators, is part of this profitable relationship-building. "No longer than I've been in business, word has spread about me in the MARS ranks," he says. "I get calls from all over from MARS Operators asking me questions and sharing ideas."
"I believe in investing in my business relationships," Ross confides.
NETWORK WITH COMPETITION
Ross says, "I know that many successful MARS operators feel differently about competition than I do." Ross feels very strongly that it is valuable to network with the competition. Why? Ross tells us, "You have to know your competition!" You have to know who is out there, what they're offering and how well they do it.
"Anywhere you go, there are going to be people who want the work that you want. It's better if these people are 'friends'. It's more comfortable, and you can compete in a non-aggressive manner."
INVEST IN YOUR RELATIONSHIPS
"I believe in investing in my business relationships," Ross confides. "If I spend one thousand dollars a year building relationships, I get it back tenfold. For example, I have taken lunch to several of my accounts. Recently, I offered to bring lunch in to one account, and I think the company thought I was just going to treat a few of the managers. I brought in ten pizzas, salad and coke for the entire staff.
"When the lunch arrived, they called me in to eat with them. Now, when I go there, everyone calls me by my first name. It cost one hundred dollars. It was a minimal initial investment.
"I believe in giveaways, also," he continued. "You need to keep your business name before your customers or prospective customers. Presently, I am distributing MARS top quality caps and writing pens with my logo, address and telephone number." (MARS Supply has many such items at very affordable prices.)
INVEST BACK INTO YOUR BUSINESS
"I also believe in continuing to reinvest back into my business," Mesnick stated. "I think you have to attend trade-shows and conventions.
"I know that MARS goes to all the major trade shows and similar venues each year and brings many ideas back to us for our annual MARS Conventions. It's good to know that MARS always goes, and that when I can't go, I'll get good ideas from venues that MARS regularly attends.
"The point is, I believe in going to these venues myself, when I can. For example, I'm going to the SEMA Show this year. If I find one idea to use there, and make as little as one hundred dollars a month on that idea during the year, the convention has paid for itself and helped me make money.
At the SEMA Show, I'll see products, I'll network, and I'll grow in knowledge and ideas. I'm aware what's hot in the business and that it may change by next year-I want to be in there first. What's hot today may change tomorrow!"
KNOW YOUR LIMITS
When asked for a word of advice to other new Operators, Ross stated, "Know your own limits. You have to grow into your skill set. Don't be afraid, but be ready to go in 'flexible'. Bend, bob and weave around your customer's needs!
"That's why having all the MARS multiple Systems is valuable. If your customer already has a vendor for one of your Systems, you have many more to offer.
I've been doing this since the start of my business. So far, I've used all of the
Systems except Brite Lites and I'm working on that!"
RELATIONSHIPS, RELIABILITY AND QUALITY
Does Ross Mesnick think the two week of training with a Mentor in the field is valuable?
Absolutely!" he says. "I think I'll continue to see my business grow if I keep practicing this concept: IT'S ALL ABOUT RELATIONSHIPS, RELIABILITY AND QUALITY, NOT PRICES."
THE MARTIAN MESSENGER
Editor: Rhonda Myles
rhondamyles@marsinternational.com
(800)909-6277 ext.233
Fax: (800)230-4098
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