State Line Tack: Plaistow, New Hampshire

State Line Tack

"I think the most important decision I made was to recognize what I didn't know. I didn't know anything about the tack business other than being a customer and using tack. So the first thing I did was build a management team and got out of their way." - Steve Day

Plaistow, New Hampshire. State Line Tack is the largest retailer of equestrian equipment in the world, yet in 1994 it was still a small business. Located just across the Massachusetts border, this company is a mail-order business and will ship $40 million in merchandise this year. Steve Day, an avid equestrian (some say, horseman) bought the company with venture capital in 1991 when the sales were $8 million. He has expanded the product line, beefed up the technology, and added some key people to his staff. Since we were there, Steve sold the company and is on to his next venture.

Key Ideas.

Hire people with a wide range of skills.
Take advantage of technology.
Keep dreaming.
Don't sell--create value.

Other segments in this show:

Integrity Selling. Ron Willingham, author of Integrity Selling and several other books -- When Good isn't Good Enough, The Best Seller, and Hey, I'm the customer talks about the heart of business.

Do the right thing. Professor Dr. Laura Nash of Harvard University and Boston University is the author of Good Intentions Aside and talks here about business ethics.

StreetFighter Marketing. Jeff Slutsky takes us into the creative mind and the enterprising, rather bold, spirit . . . great market tips for the viewing!

Law Talk. John Dolan talks about the home office deduction and cautions viewers to be sure it is your principal place of business

Another interview with a fast-growing business:

In 1981, Max Carey started his first venture with a bank. Within six months he was broke. Undaunted, he rebuilt that business. By 1987, by focusing on brand identification and its effect on a successful marketing campaign, his market development company was ranked number 392 in a list of the 500 fastest-growing companies in America by Inc. Magazine. He has subsequently won numerous small business awards, including the SBA's National Veteran Advocate of the Year. He is a frequent speaker about marketing.

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