Robin was making wooden pens and pencils, which had unique engravings, as a hobby until
Smith recognized Robin’s talent. Smith immediately ordered 1000 pens and pencils of various
styles to be displayed in his shop’s showcase. Within three months, the wooden pencils were a hit
with all students! Robin had never thought of marketing his talent, but Smith ‘s enthusiasm and the
recent sales were enough to change his mind.
With limited resources, Robin contacted three additional specialty shops within 100 miles
that were situated near schools. He explained his manufacturing processes and engraving options
to each. All three shop owners placed a trial order. Within two months, just prior to the holiday
season, each shop owner placed an additional order. Robin was ecstatic! “I figured business
would slow down after that,” Robin stated, “but in February I was contacted by Staple Distributors.
At that point, I had to make a huge decision about how far I wanted to go with this business.”
Staple Distributors provides products for school fundraisers in a seven-state area. Robin was
offered a two-year contract and immediate inclusion in Staple’s promotional flyer. Robin accepted
the offer and, along with it, the responsibility to produce thousands of wooden pens and pencils.
“I had to get a grip on the magnitude of this project,” Robin added. He decided to place his
major focus on the large contract with Staple. However, to avoid placing his total emphasis with
one customer, Robin continued nurturing his four previously established accounts without
targeting any additional customers.
“At this point, I had set up an assembly line in a rented building,” Robin explained. “I had to
hire three full-time employees to work the line while I managed the customer orders and
purchased materials.” Robin paused. “But I can’t take the Staple project for granted. It might not
always be there. I’ll have to have a good alternate plan if that day comes.”