NSM Coronado CA Leader 2016

eLeader Mighty Distributing System of America Summer 2016 NATIONAL SALES MEETING AND SUPPLIER TRADE SHOW Coronado, California

In times SOUND BITES of rapid change, experience can be your worst enemy. “This meeting is about change. Embracing change in a positive manner…” — J. Paul Getty “David Bowie’s big hit in 1971 was Changes and what’s always stuck with me is the lyric, ‘turn and face the strain.’ Change is hard. Change is work. Change is indeed a strain, but change is also necessary for Change… before you us to lead as successful business professionals…” have to. “I was once told, ‘If you don’t like change, you will definitely hate extinction.’” — Jack Welch “Don’t get me wrong, change does not have to be revolutionary. I would suggest that change should be When evolutionary. A step at a time. A process…” you’re finished changing… you’re finished. “It comes down to this: While Mighty is on a roll with three successive record sales years, we want to make sure that we maintain our amazing momentum! GO MIGHTY!” — Benjamin Franklin — KEN VOELKER THE VENUE THE PEOPLE MAKE THE PARTY! We ew in from everywhere—from Salt Lake to Shreveport, Mount Vernon The reception on that rst night was what we have come to expect: an to Monterrey, Mexico. Our sales force, families and franchisees, home outdoor party that compelled outside observers to wonder if all these of ce personnel, and devoted suppliers drove, taxied and Ubered to the folks were somehow related. Prosperous old buddies hugged like old famous fairy tale resort of the western world—the Hotel del Coronado bears; ancient acquaintances renewed conversations of a year ago, in San Diego. What a perfect balance of superior learning and leisure, seemingly with no sense of the months or even years that had passed. studying and exchanging priceless ideas. Intense discussions of selling Several new faces there for the rst time were welcomed and assimilated batteries, detailing products, oil, lubricants and VS7® chemicals were as if they had always been part of the Mighty Team. never more fun, especially when folded in with great eating, drinking, lounging, splashing, playing, and catching rays on the very real estate Paci c breezes buffeted our window blinds that night as we anticipated where Clark Gable, Bette Davis, Humphrey Bogart, and Judy Garland what was in store. Under the proverbial big top, the crowds streamed sipped cocktails and the papparazzi captured their faces and physiques into Mighty’s legendary Supplier Trade Show as well as the highly- that still move us to this day. There we were: where Marilyn Monroe, Tony anticipated Breakout Sessions that traditionally pay off in thousands of Curtis and Jack Lemmon lmed the 1958 American comedy classic, dollars in increased business. A big hit was Saturday’s guest speaker, “Some Like it Hot” on that endless, pristine and storied beach where stars Michelle Gielan, author of Broadcasting Happiness, and specialist in the and starlets adorned the view. science of igniting and sustaining positive change. The Red Zone Playoffs promised robust competition—and delivered it—as did our classy Awards GO MIGHTY! Gala and slightly wacky Entertainment Night. The grand nale was our Farewell Family Beach Party with fun and games, no end …an appropriate theme, seeing that the Mighty System is on a roll with to some fantastic picnic munchies, crackling res against three consecutive record sales years with every incentive to stay fresh a backdrop of the night surf, and Beach Boys- and ahead of the pack with the best of practices. If any were still a little style music that touched every generation— burned-out from the long day of travel—that changed fast! Streaming including our kids—and provided the into the ballroom on Wednesday afternoon, we were greeted with a emotional wrapping that locked sports stadium music track and a dazzling stage in striking vermilion-red this meeting of friends and graphics, plus pulsating lights and provocative, booming messages. The families into another sound waves vibrated your face and quickened your pulse. Brilliantly lasting memory. creative staging gave a sense of personal and fraternal strength. This was going to be a blast! An imposing ESPN-style dais marked “SALES CENTER” reminded us of the underlying purpose of these four fabulous days: to provide world- class service to our customers and their customers. Ken Voelker and Gary Vann were the ringmasters to start the show that featured the unveiling of Mighty’s newly streamlined logo with a strong contemporary character. Ken and Gary’s engaging food for thought was followed by a banquet of the other kind of food—delicious, abundant and served amid hovering royal palms and exquisite pastels of an evening sky. —2—

Logo Evolution A HIGHLIGHT from Wednesday evening was Gary Vann’s Brand Gary showed the evolutionary history Review and unveiling of our newly-streamlined Mighty logo. Gary of other national brand logos such as shared the key ndings of a six month long review led by a high- Stanley, Starbucks and Wendy’s, all of pro le brand consultant. The Mighty logo is strong, but needed which demonstrated the rationale for some re nement and updating to be contemporary in terms of design. bringing our Mighty logo up to date as Findings: well. 1 Color: Mighty is RED. Our ads and materials must show our Scan this QR code to watch the entire brand review presentation. speci c red so that the color says “Mighty.” 2 Fonts: Consistent typographical guidelines in all promotional materials are needed to keep the brand strong and readily identi able. 3 An updated logo was developed. The goal was to produce a simpler, stronger brand mark without sacri cing brand equity. Welcome Reception The Home Office team with Tim Swanson Prime rib on fresh-baked rolls draws a crowd Mexican delights for hearty appetites Annie and Jesse Moore with Ken, Eladio and Gary Mike Hudgins McGraw, Hudgins, Bowlick, Rich, Aaron, Grace and Jessica Soto and Ruiz Burnett The Southerland Brothers and Jim May Sunset from the Sundeck Ryan Murphy, Sharman Lemons, and The Helm family Dena Stacks, Ronnie and Holly Barassi, Ken and JoAnn April Michelle and Destry Charpentier —3—

SALESCENTER Stephen Borden, Ted Neilson and Bobby Deardorff Corey Akins and Sandy Grandstaff share their Don Rich explains how to “Get Rich on Hector Ruiz, Dustin Sona and Shannon Lemons talk about the discuss battery sales with Kevin Smith successes with the detailing program VS7” and shares his convincing demo great potential in sales of oil and lubricants Salesperson of the Year Nominee Tom Carney shared Tony Berry gave his experiences on the Obadiah Lucio and Joe Reck were interviewed about their Customer Randy Rada of Honest-1 Auto Care shared experience selling filters to the MAX his positive experiences with Mighty his successes in an interview with Gary and Mike advantages of using ProfitWatch® Scott Accardi and Jeff Bare have had Rob Gilbreath, Matt Krouse and Corey Akins on teamwork Salesperson of the Year Richard Ashley TRIM Tips from Michael Harrington and Hector Ruiz fantastic results with the VISA® Rapid between franchises: sharing ideas, buying power, and enthusiastically shared his sales secrets servicing common customers Rewards Program NEW FRANCHISE PARTNERS Mighty is growing in many ways. We have new Graham Tire Company, Inc. partners, existing franchisees expanding into Mighty Auto Parts of Sioux Falls, Sioux Falls, SD additional locations, and even international growth. Our current franchise partners in Sioux Falls, South Dakota, Allen Distributing, Inc. expanded into additional territory. David Mickelson and Dustin Mighty Auto Parts of East Texas, Tyler, TX Sona picked up the rest of the state of South Dakota and are opening a new warehouse in Omaha to service the entire For the past several years, Brian Feiden has owned and state of Nebraska. We all heard Dustin’s proclamation in San operated four quick lube facilities in east Texas and worked Diego (something about $25M)! This expansion is a major step alongside an oil and lubricants company, which also owned a towards achieving that goal. Mighty franchise. Brian was able to acquire Allen Distributing, Inc. earlier this year and immediately jumped right into his DUSTIN SONA Mighty franchise. Speaking of “jumping,” during his free time in San Diego, Brian and his Mighty Salesperson, Jonathan Tier 1 Auto Parts, Ltd. Stanley, jumped out of a perfectly good airplane! Yep, they Halifax, Nova Scotia skydived for the rst time! What a thrill! And we’re thrilled to BRIAN FEIDEN have Brian as our new franchise partner in Tyler, Texas. Andrew Pye is the president of Andy’s Tire Shop, a multi- location tire retailer in Nova Scotia, Canada. Last year, he and JTM: Mighty of Orlando, Orlando, FL ANDREW PYE his partners acquired another tire chain and now operate a total of eleven stores. The integration of a Mighty franchise After much success in Indianapolis and Dothan, the franchise team of Steve was next on Andrew’s list. Mighty continues to look for Sanner, Jay Green eld, Joe Ritter and Jeff Bare at JTM (Jiffy/Tuffy/Mighty) added international expansion opportunities and is excited about a third franchise by acquiring the Mighty company-owned operation in Orlando, partnering with such a prominent player in the Maritime Florida. JTM is the reigning Jiffy Lube and Tuffy Tire & Auto Service Franchisee of the Year and came close to the “trifecta” this year as a Mighty Franchise of Provinces of Canada. the Year nominee. Good things are on the horizon for Mighty in central Florida! PartsCo, Idaho, L.C. Mighty Distributing System of Idaho, Boise, ID One just isn’t enough, so Kirk Umphrey and Ted Neilson, Mighty’s top selling franchise operators based in Salt Lake City, decided to license a second franchise, which will be based in Boise, Idaho. Kirk operates 51 Jiffy Lube locations in Utah and Oregon, but none in Idaho. He and Ted will be targeting installer customers of all types in this new venture in previously unlicensed territory. Add another state to the list! JEFF BARE STEVE SANNER JOE RITTER JAY GREENFIELD KIRK UMPHREY TED NEILSON —4—

BATTERIES DETAILING “Test, Tell and Sell” The Go Mighty Detailing Breakout was the charge given was hosted by Chris Pieroni, by John Blackburn Terry McGuire and Dan Pieroni and Curt Stork during from ECP, Incorporated. ECP the Batteries Breakout (Entire Car Protection), Mighty’s presentation at preferred supplier for car wash Mighty’s National Sales and detail products, has been Meeting and Supplier supplying the automotive Trade Show. aftermarket since 1969. John and Curt, Chris and Terry’s presentation Mighty’s East Penn provided an overview of the representatives, began VS7® Detail Program and what their presentation with CURT STORK AND JOHN BLACKBURN OF EAST PENN is needed to begin marketing a closer look at Mighty this exciting new program. batteries. This included features and bene ts, along with construction advantages This included information on CHRIS PIERONI OF ECP warehouse space, sales people that differentiate the Mighty battery in the highly competitive automotive traits, delivery method, sales aftermarket. Their presentation also featured an explanation of AGM batteries, plan, how and where to purchase product, hazmat certi cation and training. industry trends, enhancing your business and consumer insights. In closing, John and Curt reminded everyone that batteries are a preventive The car wash and detailing industry represents nearly $6 billion in revenue maintenance opportunity and to “Test, Tell and Sell.” annually and there are more than 2.2MM car wash listings on Google. VS7 ® CHEMICALS The focus of this breakout, presented by Tim Bowlick, was how to re-energize or improve VS7® sales in 2016 and beyond. BREAKOUTS We looked at the type of chemicals to focus on, and what separates us from the competition. Our complete program, warranty, guarantee, and equipment were reviewed, and then we focused on TRAINING. Real MIKE life examples within the Mighty System from small, medium and large franchises highlighted their First, Mighty Mike discussed the “storm” that is brewing nationally with accounts success selling the “Complete joining buying groups, national af liated dealer groups with low pricing, dealer MIGHTY’S TIM BOWLICK Program.” The silver bullet from rebates and special perks, not available this breakout: TRAINING. We can to the individual owner. Therefore, franchisees need to make sure that they compete, we are competitive, we have the program to grow VS7® are competitive by considering offering rebates to their best customers and making sales. All it takes is a little effort. sure that the customer knows the value of Mighty on a weekly basis! OIL & LUBRICANTS The most requested breakout by the The second topic dealt with family pricing, Mighty System for the 2016 National Sales Meeting and Supplier Trade which is more convenient for the customer, Show, Oil and Lubricants, was led by Art Kendrick with Calumet/Royal and usually generates solid GP for the MIGHTY MIKE HUDGINS Purple. This 45-minute presentation franchisee. Shop owners can quote jobs focused on the basics of motor oil. faster to consumers, and sell more parts. The franchisee bene ts because it usually eliminates cherry picking on part numbers, as all air lters or cabin lters are offered at one price to the dealer! Art’s presentation began with a Section three dealt with a little known tax bene t to dealers utilizing the Mighty training program of in-store/classroom and online training. One review of the licensing groups (i.e. dealer was able to receive a $25K tax credit from his state, by providing documentation showing that the employees of his three tire stores received API, ILSAC, ACEA) used in the this training! USA and globally. It also included an explanation of the Dexos® ART KENDRICK OF CALUMET/ROYAL PURPLE speci cation. This was followed Finally, Mike showed the value of the Mighty salesperson mystery shopping Tire Dealer or Quick Lube locations (with the owner’s permission). In all by the Function of Lubricants, which addressed base stock types, cases, the dealer thought they were offering better service to the consumer, and as a result the Mighty rep was able to provide the needed training… additives and viscosity. Art concluded his presentation by providing along with the sale of Mighty products! insight into new speci cations established to meet the CAFE standards of 2025. —5—

RPELDAYZOOFNFES This year we created a sales incentive for you to earn money towards your trip to San Diego. Eleven teams were created, and each one chose a team name, a logo, and a coach. Nearly 300 players from 50 states participated. The teams earned points for sales activities, new business sales, and new battery setups. In six months players reported: 311 New Tech Central Logins 232 New VISA® Cards 714 New Sales Calls 86 CVIF 86 VS7® Certifications 174 Performance Watches 33 Profit Watches 253 Training Sessions: 102 VS7® 4 Brakes 104 TPMS 28 Preventive Maintenance 30 Vehicle Inspection New Business (includes non- attendees) 699 New Business Sales totaling $1,545,667 $49,940 in cash/points New Business (those attending) 647 New Business Sales totaling $1,469,465 $47,240 in cash/points New Battery Setups 56 Setups; 639 batteries installed $1,120 in cash/points More than100 players attended the meeting to compete in the Mighty Red Zone Playoffs in the Strong Man, Launch and Catch, and Obstacle Course events. The nale was a great Tug of War with all teams joining in the fun! The top four placing teams went on to the Red Zone Finals, a Family Feud-style game, where NORTHERN FIRE emerged as the mightiest team of all! —6—

REFDINZAOLNSE RED ZONE PLAYOFF TEAMS BEING INTRODUCED ON WEDNESDAY NIGHT Dustin Sona and Joe Ritter face off Due North in a battle of wits with Northern Fire Beast of the Northeast Green Machine Origins Redneck Renegades Rednecks Who Flex Their Pecs Sales R’ Us Snappin’ Necks & Cashin’ Checks The Untouchables Tommy Boys Northern Fire triumphs! Guest Speaker: …and Speaking of MICHELLE GIELAN Broadcasting Happiness What a special event! Forget about Michelle Gielan, former CBS beautiful Coronado Island or the news anchor and author of the fabulous Hotel Del. I’m talking best-selling book, Broadcasting about the camaraderie, the relationships, Happiness, riveted our attention the happiness, and the success of our with practical ways to ignite franchise partners. and sustain positive changes in our work and in our lives. During my career, I’ve interacted with She addressed such things as dealing with negative people in a independent owners from NAPA, CarQuest, way that lessens their power and promotes our own happiness. Pronto, Federated, Parts Plus, Bumper-to- Annie and Josh D’Agostino Bumper, Uni-Select/Auto Plus, and more. Certainly, many have strong relationships with their owners, but none, in my experience, have the broad level of satisfaction and success of Mighty franchisees. How do I know? I’ve heard it in their voices, and I’ve seen it in their nancial performance. My wife Annie and I were welcomed into the Mighty family with open arms. Typically, the “new guy” gets an earful of what’s wrong, and not once did I experience a conversation that wasn’t constructive and positive. It was an extremely telling event for me: our franchise partners are happy, they have strong relationships with the Mighty Home Of ce and each other, they are making money, and they are excited to grow. Clearly, Mighty is a special company with a long history of performance. Most exciting to me are the tremendous opportunities ahead. I’m thrilled to be on the team, and hope that I can play a part in your ongoing, continued, and increased success. Josh D’Agostino Tanya Ashley receives a signed copy VP, Business Development of Michelle’s book —7—

RICHARD ASHLEY — Salesperson of the Year Training Is His Ace of Spades He walks into a Meineke store. The wife of the owner greets him with the customer concerns and present their criticisms. I tell warmth and wicked smile of Cruella de Vil: “Sir, there’s nothing you have them I don’t make this stuff up. I assure them that theirs that we need. Thank you.” Ashley res back with a big smile and the wit is a decent lter—no doubt about it. But here’s why of a stand-up comedian at Caesar’s Palace. “How about a big sack of Mighty lters are superior. ‘This is OE quality, guys. money?!!!” Disarmed, she can’t help defrosting. Like an entertainer, Richard Ashley is Original equipment quality. It all depends on what you sure of his stuff and able to handle the expected and unexpected, from fans, friends want to offer your customers.’ Do your homework, do or foes, and still end up with a hearty round of applause. That’s our Salesperson of your job, not just on what you can sell but how you can the Year. best serve the customer’s interests.” He will drop questions and comments like time-release capsules. He responds CHANCE REMARK PAYS OFF to objections with facts that must be addressed sooner or later. “‘Tell me…I’m curious…are you folks aware of the latest requirement to be legally compliant in tire Ask our Salesperson of the Year how he ended up repair?’… There’s something about legally compliant,” says Ashley, “that doesn’t go supplying brakes and lters for four new car dealerships away.” He will lead with something like: “Have you guys had a tire training session on a chance remark. The owner of DDA (Diversi ed lately?” He expects a YES and is ready to play his next card. “Then I guess you Dealers Association) was visiting his new car dealership saw what came out a couple weeks ago—it’s pretty big.” (…and guess who did not in New Iberia, Louisiana. He had just ended a long-term see it!) “I have an idea…let’s get together for a free tire training session to bring you partnership with a company who provided him with right up to date. I’ll provide the pizzas and drinks and we’ll compare what you’ve parts he did not offer, such as lters, brakes, etc. As learned with what needs to be done to be legally compliant. Hey, if you already know the owner of DDA was sitting waiting to talk to the parts everything there is to know, at least you had all the pizza you could eat and some manager, Richard overhears them discussing trying free hardware!” to locate an oil lter for a Jaguar that had pulled in to be serviced. This dealership advertises “servicing all DOES IT WORK? makes, all models.” Here’s the buzz from his franchise and peers in Louisiana: The dealership begins to call all the local part stores to nd the oil lter for this Jaguar—O’Reilly’s, AutoZone, “His MO is to train at a prospect’s location, before ever selling parts…but they always become a customer!” CarQuest, Advanced, NAPA—and they were told it could be “Special Ordered,” and would cost about “His commitment to the customer is second to none. He runs circles around his $17.00. The oil had already been drained and the lter competitors and his customers know that his interest in their business is absolutely removed. sincere.” The parts manager called Richard and asked how “All around Olla and well beyond, Richard’s known as the ‘Mighty Trainer.’ In one long it would take him to get a lter for the Jaguar, instance he trained on location at 11 different prospects of NCD first before selling Richard informed him he already had one in his anything…however, all 11 stores purchased parts.” inventory, and the cost was under $7.00. Overhearing this conversation, the owner of DDA approached the “He continues to develop and sell new business and go for new customers. Once, parts manager to inquire about this “Mighty Auto Parts” his setup and training so impressed an onlooker that it resulted in Mighty securing business. Ashley’s grasp of the state of the inventory a national account with over 220 locations, as that onlooker was the director of the in that shop impressed the owner and it paid…shall we entire buying group, and wanted Mighty as one of their key suppliers!” say “in spades!” Mighty’s advanced sales training is Richard Ashley’s Ace of Spades. He will Richard Ashley has been supremely generous with his approach anyone, anywhere, with con dence. And why not, considering he is a time, talents and endless energies, even when there TIA certi ed instructor with 35 years of smarts under that funky hat he wears. His was no immediate payback. When pressed during appetite for more and more training is voracious and it shows, because he’s always this interview, he paused thoughtfully, and said, “Any up to date with the industry—he knows what issue-buttons to press. He reads. He ‘generosity’—as you call it—whatever I’ve given in a strategizes. “But, truthfully, I couldn’t do what I do without the incredible support material way or otherwise, I can say with all honesty that of our Lemons franchise and the training offered by whatever I’ve given away, whatever I’ve sacri ced, I’ve our Home Of ce. No one does training like the Mighty never, ever gone into the hole.” System!” Training current and prospective customers is Ashley’s entrée into more and more business in brakes and lters. “When I hold a seminar on air and cabin lters, I compare what they are installing along with what hundreds of customers say in surveys about those lters. A lot of survey data is there on the Internet. I’ll accumulate key —8—

“FAR AND AWAY THE BEST JOB” GARY SCHULER, DAVE BLAIR, REUBEN WAGNER AND COREY AKINS Breakout Session at the meeting on Amelia Island. The product line made it into our Buying Guide and one of Mighty Pacific: FRANCHISE OF THE YEAR the rst to jump in with both feet was Sandy Grandstaff of Mighty of Maryland, with his car wash clients. Sandy The streak was over! It had become an old joke until the night of Friday, June ended up selling twice as much product as the entire 17 when Gary Schuler, Corey Akins and their guys made a con dent walk to Hannah Group! On that point, Corey remarked, “If we the stage in rhythmic step to victorious music and a roaring standing ovation. miss being in the Top Ten by one place and that place The joke, in case you weren’t in on it, was Gary’s obsession with the Curse of belongs to someone we helped…it would be an honor.” Susan Lucci. You may remember that it took 19 successive Daytime Emmy nominations Gary’s philosophy is, “We franchises ‘compete’ but we’re for Lucci to nally be awarded for her role in All My Children. Schuler was jubilant! For not really competitors. I want to win but only when fellow Corey, it was a tremendous relief as well because, as Manager of the Mighty division of franchisees are at their best. I don’t want you to lose to the Dick Hannah dealerships in Vancouver and Portland, reaching record sales was one let us win.” Generously sharing ideas gives Schuler per- of the monkeys on his back, with Gary wanting so badly to see Mighty Paci c’s name sonal satisfaction and sweetens Mighty’s intramural-style burning brightly in the shimmering constellation of the Top Ten. Then, after being disap- competition among top performers. “We love helping pointed at barely missing out on making the Top Ten for 2015, Corey’s other monkey fellow franchises in any way we can; it raises the bar and was removed with Ken Voelker’s announcement that Mighty Paci c was the winner of makes competition more challenging and more fun!” the highest award given, and it was awarded to the “franchise that has done far and away the best job of integrating a Mighty operation into a car dealership organization.” MY JOB IS TO HELP OTHERS LOOK GOOD WHAT’S MIGHTY? “What’s wrong with sharing our ideas with our Mighty Gary: “It was our very dear departed friend, Dave Raphael, who introduced us to Mighty brothers and sisters,” as Gary puts it, revealing his sense and to the advantages of running our own parts business. We asked, ‘What’s Mighty? of fraternity that he brings to Mighty from the Hannah What’s a Mighty franchise?’ His explanation of buying parts from ourselves was fantas- Group. “Why shouldn’t we share what contributes to our tic. I mean, it ts the Hannah philosophy, that if we can do something ourselves, why successes? I’ve always seen my job as helping others not? Before long, we were also told that the Portland franchise was closing down, so look good.” Corey adds, “It’s just the right thing to do.” we took a shot at it when Barry and Ken came out to visit. We arranged a buy-out three years before Portland’s exit date; paid the royalties and started fresh. That was six years “After we bought the Portland franchise, we were given ago and today Corey has helped us achieve a 28% sales growth (2015 vs. 2014).” the opportunity to purchase another Mighty franchise just south of us, and while we really wanted the entire Gary is Director of Fixed Ops with authority over the Dick Hannah automotive empire area, we knew that it was just too far south to service,” of eight dealerships, motorcycle, collision and hot rod shops. Corey Akins, who Gary explains Gary. “It went miles beyond Eugene, Oregon. credits as the engine behind Mighty’s success, complements the dealership’s business We worked with Barry Teagle, who suggested we could with a captive franchise that supplies the dealerships with parts at a competitive price— split the area with the smaller franchise, which we did. competitive being the operative word. “It’s true,” says Gary, “if it’s a Hannah operation, So now we’ll order our parts together and split the you buy from Mighty. However, Corey has to be at the top of his game. As long as discount. This teamwork thing works. We have come to the Mighty franchise end of our business provides competitive pricing, it gets the their aid when they needed parts and, they’ve done the business of each of the dealerships. On the other hand, we will not hold our dealerships same for us…as big as we are!” hostage.” Corey responds: “If a price is not competitive and we can’t match it, or a tool or item is not available from Mighty, then we go elsewhere.” Gary nods and adds, “But Then there’s heavy-hitter Michael Harrington (third in I’ll tell you, Corey delivers 85% to 90% of everything we need. A buying service came the Top Ten) who wanted to step into the ring with the in ‘to save us money on parts’ and analyze our purchasing, etc. Their conclusion was, big dealerships. “After meeting Gary at a national sales ‘You can’t do better than Mighty!’” meeting,” says Harrington, “I felt inspired and thought I could bounce some ideas off Gary for an intro to a huge WHERE ARE THE DETAILING PRODUCTS!? Ford dealer out here. He graciously accepted all my calls and emails.” With 12 vehicle brands, hot rod, motorcycle and collision shops, guess who was already into detailing products two years before Mighty took on this pro table line? Schuler and Gary: “We worked back and forth for quite a while Akins were repeatedly asking, “Where are Mighty’s detailing products and supplies? on Michael’s letter of introduction.” Michael: “Gary You guys have to look at these supplies!” Their urgings moved the needle with Brad responded quickly after reviewing the documents, gave Bradshaw who set up an ECP detailing booth, introduced ECP to them, and arranged a me a few great pointers, but mainly, he said, ‘Michael, you nailed it!’” Together they drafted a two-phase program that concluded with six bullet points. “That Ford dealer,” according to Michael, “has become a $10,000 per year customer. Yes, we have bigger customers, but this dealership is a solid account with good GP. Gary and Corey are a tremendous asset to the Mighty system…the kind of friends you just want to sit and talk with and have a couple beers.” Three cheers for the “franchise that has done far and away the best job of integrating a Mighty operation into a car dealership organization,” for lifting “the curse,” for in- spiring us, and for even producing a nominee for Rookie of the Year, Dave Blair. Well done, Mighty Paci c! —9—

Awards Gala John Blackburn accepts award Rodrigo González, CEO of Grupo Gonher “In Appreciation of East Penn’s Support of Mighty’s 2016 National Meeting” Leadership Award winner Scott Accardi Disciple of Dr. Seuss and one of his fans Rookie of the Year Tony Ybarra A night to remember at the world famous Hotel del Coronado of NYC and wife Erika strike a pose of Albuquerque Matt and Cheryl Krouse, Deanna and Dave Blair with Ron Chitwood offers a poignant tribute to his father, Tracy Buttera, Diana Sehenuk, Josh D’Agostino, Crystal Kudika, and Rachel Overby Barbara and Corey Akins renowned motivational speaker, Roy Chitwood Joseph Torres of Texas Enterprises: The Hatfield Franchise receives a 35 Year Award Gail and Ted Meyer Service Rep of the Year Winner Ben Nydam of Washington State Aaron Burnett captures New Business Award for 25 Years as a franchisee with $138,251 in new business Larry and Stacey Barnes Barry and Donia Teagle Steve Sanner and Jay Greenfield 10 Year Franchise award accept 10 Year Franchise Award accepted by Joe Gyarmati David Jordan, Dena Stacks Courtney and Anthony Troncelliti of Pennsylvania Jackson Tennessee’s Debbie Accardi family group hug and Allyson and Joe Matlock and Brad Bradshaw and Robert Vaughn —10—

Farewell Beach Party —11—

TRSAUDPEPSLIHEORW T he historic Crown and Coronet rooms at the Hotel del Coronado provided a unique setting for Mighty’s 2016 Supplier Trade Show. With 56 of Mighty’s preferred suppliers exhibiting, the Mighty System had their rst opportunity to be face to face with supplier representatives since Mighty’s 50th anniversary celebration in Amelia Island, Florida. This year’s trade show offered many new product and program enhancements. Highlights included the following: • Mighty Product Resource Center referred suppliers, CCP Industries, DHC Battery Testers and Elite Extra • Adam Phillips demonstrating the ShowMeTheParts electronic catalog prototype for MICPlus® • DataDrive information for belts from Continental ContiTech • The Disco Automotive trailer displaying Mighty automotive hardware and fastener kits • New Mighty suppliers East Penn, HG Group and IMI • ECP demonstrations on products from the VS7® detail offering Gail Meyer, Mighty’s Meeting Planner, once again worked her magic and gave everyone in attendance a memorable breakfast and brunch. In closing, a very special thank you to our sponsors AMC, CAP, CEC, Continental, East Penn, EPPCO, Gonher, Purolator, Phillips 66, Qualis Automotive, R/T Performance Marketing, Royal Purple, Technical Chemical (TCC), and Wegmann Automotive for their support. —12—