2009 Vetrepreneur of the Year
Former Marine leverages his military and corporate experience to build multi-million dollar company.
By Matthew Pavelek

It’s no wonder corporate America loves to hire veterans. Qualities like dedication, loyalty, leadership and determination are ingrained in the character of those who’ve served. But those same elements that make veterans such prized employees are the same traits that shape the character of successful business owners.

America’s military has produced some of the nation’s most triumphant capitalists, including Phil Knight, founder and former CEO of Nike, Fred Smith, founder and CEO of FedEx, Mike Ilitch, founder of Little Caesars Pizza, Truett Cathy, founder and CEO of Chik-fil-A, and Ross Perot, founder of EDS and Perot Systems.

Mark Llano, CEO of Source One Distributors Inc., a company that supplies safety and tactical gear to law enforcement, private industry and the federal government, is no exception. The 40-year-old Llano, who was recently named Vetrepreneur magazine’s 2009 Vetrepreneur® of the Year, is a prime example of a veteran who thrived in corporate America, then leveraged that experience to become a successful veteran business owner.

Llano joined the Marine Corps Reserve in 1988 and was activated during Operation Desert Storm to serve 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 E-4 corporal by meritorious promotion.

“The Marines taught me about dedication, loyalty, diligence and sacrifice,” Llano said. “These are the very ethics that I have brought from the Marines into my organization, and I strongly believe they have been essential to Source One’s continued success over the past five years.”

Llano was working in corporate America while he served. When he returned from active duty, he finished working on his bachelor’s degree while employed by the Sherwin Williams Company. He advanced quickly to flagship Commercial Branch Manager, where he reversed the performance of a failed branch. He then joined Barber and Bronson Inc., an investment banking company, and was quickly promoted to partner.

In 1997, he was recruited by Charles Garcia, CEO of Sterling Financial Investment Group. Under Llano’s leadership, the company grew from three employees to 640 employees, 50 domestic offices and seven international offices.

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. 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.

“When starting the company, I realized that I could apply a lot of the lessons I learned in the Corps to my business practices,” Llano said. “As a Marine veteran, I was used to getting things done in a ‘no frills’ environment.”

He said he spent in excess of 100 hours per 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.

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.

“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. I can’t stress how important your reputation is to a successful business.”

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 in excess of $42 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 everyday. If you believe that you’re a winner, you will be.”