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1. Books
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2. Lands' End UK
A gaunt Peter Harken came in one day with a cigar box full of plastic parts and assembled the prototype Harken ball-bearing block before my very eyes. Buddy Melges told me about Star Marine, an East Coast startup whose president, Henry Wallace was so tight he used package headers as business cards. There was Bob Keefe, who was just beginning to put Barient winches on the map, and the fatherly Norman Wright, importing fittings from Australia, which were late arriving one spring, the ship carrying them struck by a whale!

We'll always owe a huge debt of gratitude to Tom Filline. After years running the entire Sears mail order operation, he kindly consented to advise us, back when we were just a very small and unknown company. He taught us how to merchandise product, how to structure lines, when to take chances. He was the priceless ingredient that just happened to be in the right place, at the right time, when we needed him the most.

There were many more, startups like ourselves, determined to break into a market that had been the monopoly of two big companies for years.

I persuaded them I could produce a catalog, showing their equipment, in such a way that we could excerpt the pages, create a cover and index, and produce a catalog for their own use, at a very low cost. In exchange, they had to pay us per page and sell us hardware at the lowest discount rate.

The first years, which now seem like the dark ages, were everyday life and death days. Somehow we made it through that period when most businesses fail. Even though a great deal more took place in succeeding years, the early years provided the most thrills. There was so much at stake.

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