drivers on deliveries. She joined Vesco's
industrial sales group, received technical
training from ExxonMobil and even went
on the road with a sales team and obtained
her own territory.
"I feel I won over my predominantly
male customers by having more product
knowledge than the average salesperson,
being better organized and using better
follow-up," she said.

The Vesco Imprint
The elder Epsteins have a "rare and
unique confidence" in their daughters,
who are "absolutely committed" to the
business. The four of them form a Vesco
Board of Directors that includes one out-
side director now in the process of being
selected.
Vesco's challenges are not unlike that of
any distributor in the automotive-related
business. Vesco actually plays the role of
"middleman," buying oil and lubricant-
related products, which are delivered to
their warehouses, then transported in
company tanker trucks (100 vehicles) to
customers in Michigan and parts of Ohio
and Indiana.
Included are original equipment manu-

facturers, car dealerships, quick oil and
lube chains, manufacturing facilities,
machine shops and others. Besides lubri-
cants, Vesco sells hundreds of products,
such as sealants, windshield wiper solvent,
anti-freeze, hydraulic fluid, cleaning solu-
tion, oil filters, hoses, storage tanks and
other equipment.
Vesco also offers customers a used-oil
management program, collecting their
oil and other product wastes, testing for
contamination, then recycling the residue
while meeting stringent environmental
standards.
Vesco has more than doubled its size
since 1995, acquiring Kelly Distributing
Co., which was then one of Mobil's top
10 distributors. Vesco is now one of
ExxonMobil's top 10 distributors in North
America.
The company also distributes Valvoline
oil products and Motorcraft brand prod-
ucts, "and we're always seeking new acqui-
sitions," said Donald Epstein.
The company has 212 employees,
including an environmental depart-
ment, and a large sales force seeking new
customers — mainly through personal
contact.

Michigan Vigor
Despite Michigan's sagging economy, the
Epsteins are strong boosters of the state,
calling it and the Detroit area "wonderful
places to do business." Donald Epstein
explained, "I think Michigan's problems
are just temporary and transitional, and
business will make a comeback in the
state. One of our challenges is to get more
diversified and innovative, like adding
more product lines, in order to obtain new
business. Rising oil prices are eroding
profits, and we must adapt to meet that
challenge!'
One of the reasons for Vesco's success is
the fact that the Epsteins consider all sales,
financial and operating information about
the private company to be proprietary, and
they keep the data guarded from competi-
tors. This includes details of the warehouse
operations, total number of customers and
salespeople.
"Vesco is a closely held, private struc-
ture with a forward-thinking blueprint
for growth; a real player among its tough
competition on the state business scene
said Fred Marx, partner in Marx Layne,
a Farmington Hills-based marketing and
public relations firm. "The company is

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flexing its muscles in this business, using
cost-effective methods and careful long-
range planning to maintain its reputation
as a premier distributor. There's no such
thing as the status quo for the Epsteins.
They're four strong individuals, with Lilly
and Lena now rounding out a powerful
team!'
Donald and Marjory Epstein are
Bloomfield Township residents who have
been married for 37 years. They devote
a lot of time to charitable endeavors,
making contributions through a family
foundation. Lilly and Lena are active in the
Temple Beth El Next Generation group in
Bloomfield Township.
The Epsteins find themselves in the
unique position of even giving their
daughters performance reviews, "and we've
had some challenging conversations:' said
Marjory,"but we work hard to keep all
lines of communications open.
"We also use the services of a family
business consultant, who always tells us
to make sure we know which 'hats' we're
wearing when we talk to each other during
the day — as business executives talking
to subordinates or mom and dad talking to
daughters." ❑

kiNiG
krHEIVIENT,,,-

r

RAYMOND JAMES

& ASSOCIATES, INC_

Member New York Stock ExchangelSlPC

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March 13 • 2008

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