Industry Newsline - April 2002

Industry Newsline

Performance Resources Inc.
of Medford, NJ has appointed Bill Lynch as its director of marketing. Lynch, a 16-year marketing and advertising veteran, provides PRI with solid strategic and creative management experience. A graduate of Glassboro State College, Lynch has marketing and management experience in various industries including retail, advertising, B-to-B, corporate events, and incentives.

Tim Stitt has been promoted to vice president of the private brands group for Chicago, IL-based Gold Eagle(r) Co. Stitt replaces Manny Grijalva, who was recently promoted to vice president of sales and marketing. Stitt joined Gold Eagle in 1998 as the national account manager of the private brands group. Stitt has spent 25 years in the OEM market, which included sales and marketing positions with Bell Chemical and Ralph Shrader Inc.

Douglas E. Zalla has been promoted to vice president of brand marketing for the Valvoline Company. He will assume responsibility for the company's lubricant brand group, its chemical brand group, and the newest product, the 3D Spirit Foam brand for use on cars, glass and other nonporous surfaces. Zalla, a graduate of Thomas More College in Crestview Hills, KY, holds a master's degree in business administration from the Harvard Graduate School of Business Administration. Prior to joining Valvoline in 1997, he worked for the Procter & Gamble Co. as brand manager.

Hamilton Manufacturing Corp. of Holland, OH has announced the formation of its new management team consisting of Bonnie Osborne, executive vice president; Brad Quay, general manager; Dave Norway, plant manager; Steve Alt, director of engineering; and Laura Harris, accounts manager.

De Pere, WI-based PDQ Manufacturing Inc. has appointed Keith Sholos as vice president, sales and marketing.

He will oversee and direct sales, marketing, and technical services activities within the company. Sholos holds a master's degree in general administration from the University of Maryland, is an active member of the Strategic Account Management Association (SAMA) and a past member of the American
Center of International Leadership (ACIL). He was most recently employed with State Industrial Products (SIP) Corporation, a manufacturer and distributor of specialty chemical products.

Splash Car Wash, headquartered in Riverside, CT, has announced the appointment of Jack Arsenault as its corporate sales representative. Prior to his last position as sales manager for a national car wash chemical company, Arsenault managed multiple car wash sites for a major car wash chain. As corporate sales representative, Arsenault's responsibilities will include the direct oversight of
all new corporate business and the management of all current accounts at each of Splash's 10 car wash facilities. He will also oversee the development of all cross-marketing opportunities that exist within the region.

The company also announced the appointment of Allan Stoddard as its human resource/sales manager. Stoddard has more than 10 years experience in the car wash industry. Prior to joining Splash, he was manager of multiple car wash sites in Virginia and was responsible for the successful implementation of the customer service advisors training model. As human resource/sales manager, Stoddard's responsibilities will include the hiring and placement of all management personnel with an emphasis on the hiring and training of all customer service advisors.

Unitec Electronics of Jessup, MD has announced additions and changes to its marketing and sales department. Gerry Grossman, the national accounts manager, is based in Atlanta, GA and works with the company's petroleum partners to ensure that petroleum/c-store programs meet the specific needs of this market. Denise Wight is the business development manager. Her main focus is to identify and pursue new opportunities. Denise works out of the Chicago office. Bobby Willis, the national sales manager, distributor network, is responsible for the management and support of the company's national distributor program. He also currently handles all sales and support in the Eastern US region from his Smithfield, VA office. Regional sales managers include New Orleans, LA-based Kristy LeJeune Smith who manages sales and distributor support in the Central US region and Post Fall, ID-based Lenny Cavalier who manages sales and distributor support in the Western US region. Jennifer Ward, previously marketing coordinator, is now the marketing projects coordinator. Kelly Taylor, a recent addition to the marketing and sales department, has taken over as the marketing and sales coordinator.

In a separate statement, the company announced the appointment of Jan Scott as its new vice president of engineering and manufacturing. Formerly with Dresser Wayne and Suntronics, Scott has over 20 years of industry experience in the retail petroleum market and will be responsible for engineering, purchasing and shipping.

Turtle Wax has announced a three-year agreement to become an associate sponsor of Penske Racing's #12 Alltel Ford NASCAR Winston Cup entry driven by Ryan Newman.

If Newman's racing campaign last season is any indication of what will be seen from the 24-year-old in his 2002 Winston Cup Rookie-of-the-Year bid, fellow NASCAR competitors will be taking note. Newman scored two wins, eight poles, five top-fives, and 11 top-tens in 24 combined 2001 ARCA RE/MAX, Busch Series, and Winston Cup races.

"Turtle Wax is a household name with a lasting reputation and I am proud they have chosen to be a part of our Alltel and Penske Racing South team," Newman said. "This should be a very exciting season for us as we enter the Winston Cup season on a fulltime basis and battle for Rookie of the Year honors, and the backing of great sponsors will only make us stronger as a team."

"A lot of eyes are going to be on Ryan this year," said Tom Healy, Turtle Wax's industrial division vice president. "This sponsorship is a wonderful opportunity for Turtle Wax to visibly demonstrate our commitment and support to the thousands of car wash owners across America who use Turtle Wax professional car wash products every day - and to promote our brand with their customers via a car and driver who are going to be up front early and often in the season to come."

ON-LINE DETAILING REFERRAL is an on-line vehicle detailing referral and marketing service that helps its customers by taking the guesswork out of finding a qualified auto detailer and helps the industry by promoting its growth. It is perfect for Internet-savvy, time-restrained individuals who are in the need for a high-quality detailing job on their vehicle. Soon to launch in Los Angeles, offers residents in a specific geographic location a free search for qualified detailing or tinting specialists able to handle every possible service need regarding vehicle care.

Customers visit the web site ( and complete a simple service request form, specifying what they are looking for.

The database does a search for all available pre-screened vehicle detailers and tinting specialist in the geographic region. The matches are all pre-screened, available detailers who are ready to be hired. Customers can also see past ratings of those detailers who come up as matches, and link directly to their web sites (if available).

Currently, the web site/database is still under construction and the plan is to service the greater Southern California area first. Thereafter, expansion is planned for other regions with high population/high car-per-person ratios.

For information, contact the Referral Group, (818) 438-2686, fax: (818) 878-5749, e-mail:

Unitec Electronics of Jessup, MD has released its Guide to Successful Carwash Marketing, a comprehensive package for marketing a car wash.

In the guide, the company provides useful information and tips on how to
market a car wash by leveraging the advantages of a car wash entry system. The guide includes a series of creative, attention-getting ad campaigns and companion merchandising tools to promote a car wash, which are provided on a CD in the needed print shop format.

Mount Laurel, NJ-based Mace Security International Inc. (Mace) has announced financial results for the fourth quarter and the fiscal year ending December 31, 2001.

Reported revenues for fiscal year 2001 were $48.2 million compared to $48.0 million for fiscal year 2000. Net income for 2001 was $908,000 or $.04 per share compared to $318,000 or $.01 per share in 2000. EBITDA increased 35.4 percent to $7.1 million in 2001 from $5.3 million in 2000.

According to the company's chairman and chief executive officer, Louis D. Paolino, Jr., Mace's team of regional and site managers continued to aggressively focus on day-to-day operations and customer service during 2001. "They successfully reduced labor costs as a percentage of wash and detail revenues by approximately two percent from 49 percent in 2000 to 47 percent in 2001," he said, "while increasing detailing revenues by 25 percent or $1.8 million and average wash and detail revenue per car by over 8 percent. This combination of increased revenue per car and lower labor costs, coupled with our ongoing cost containment program, produced EBITDA and net income levels surpassing any previously achieved at Mace."

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