2009 Vetrepreneur of The Year
Sponsored by Microsoft
by Matthew Pavelek
Five years in the Marine Corps, including service during
Operation Desert Storm in 1990-91, taught Mark Llano about preparation,
tenacity and perseverance. Llano later used those characteristics to build a
thriving business in Florida that supplies safety and tactical gear to law
enforcement, private industry and the federal government. Llano’s success
through perseverance is one of the reasons he was selected as the Vetrepreneur®
of the Year for 2009 sponsored by Microsoft.
“I’m definitely humbled and honored by this,” he said. “I
just want other business owners to see the opportunities that are out there and
any obstacle can be overcome with teamwork, dedication and hard work.”
The selection of the Vetrepreneur® of the Year is a
careful process in which judges examine candidates based on a rigorous
assortment of criteria, including the candidate’s ability to overcome
adversity. Llano, CEO of Wellington, Fla.-based Source One Distributors Inc.,
demonstrated that ability even in the face of three hurricanes.
“Being in Florida,
you get used to the occasional storm and frequent rain,” Llano said. “However,
nothing could compare to three hurricanes in two years.”
In 2005, Hurricane Wilma struck just as Source One was to
begin delivery on its largest prime contract yet – new ballistic protection for
Marines in Iraq. Even though nearly all shipping had ground to a halt in South
Florida, Llano was still able to deliver. He developed and implemented a
contingency plan that included acquiring a satellite phone to keep the lines of
communication open and securing multiple generators to power the facility.
“That was huge,” Llano said about Source One’s success in
the face of a natural disaster. “That was a major contract for the U.S. Marine
Corps. If Source One were to be late on the deliveries, our credibility would
have been seriously damaged. Your reputation is key. Don’t short-sell yourself,
your abilities, your team and always put yourself in the mind of the customer.
I can’t stress how important your reputation is to a successful business.”
Llano joined the Marine Corps Reserve in 1988 and served
seven months during Operation Desert Storm as an instructor for the Linear Infighting
Neurological Overriding Engagement (LINE) System and as an 1833 Assault
Amphibious Vehicle crew chief. He was quickly promoted to corporal E-4 by
meritorious promotion and during this time he formed a lifelong commitment to
his fellow Marines.
He was approached about re-enlisting in 2001, but was
faced with a difficult decision. He was married and had two children by this
time and was enjoying a successful career as an investment banker. But he felt
a deep connection to his fellow Marines and wanted to serve. This connection
inspired Llano to establish Source One as a way of serving the needs of his
brothers and sisters in arms without rejoining the military.
“I saw this as a way that I could give even more back,”
Llano said.
Source One began humbly enough on Feb. 13, 2003, in
Llano’s daughter’s bedroom. Armed only with a cell phone and a computer, Llano
began researching the vast network of opportunities available in supplying
various government agencies.
“I started looking at the Department of Defense (DoD) and
the Department of Homeland Security and there are 23 agencies in Homeland
Security alone,” Llano said. “I literally took a big board and made a sort of
tree chart that illustrated the opportunities.”
He spent more than 100 hours a week researching during
those first three months. His hard work paid off as Source One saw more than
$1.6 million in sales after its first six months in operation.
Source One expanded its focus and began servicing
corporate clients, including Wackenhut, L-3, BAE Systems, SAIC, LC Industries,
Blackwater, Office Depot and General Dynamics. The company closed 2007 with
revenues of $42.6 million.
“Owning a business requires a daily gut-check,” Llano
said. “You’ve got to ask yourself every morning if you’re willing to do what it
takes.”
Llano said his philosophy is guided by some simple, yet
profound advice from his grandfather.
“I remember he once told me ‘If you believe in who you
are, you will become what you believe,’” Llano said. “That always stuck with me
and I’m reminded of it every day. If you believe that you’re a winner, you will
be.”