From: Subject: Knowledge@Wharton - Date: Wed, 27 Feb 2002 12:23:58 -0800 MIME-Version: 1.0 Content-Type: multipart/related; boundary="----=_NextPart_000_0000_01C1BF89.A1FB24A0"; type="text/html" X-MimeOLE: Produced By Microsoft MimeOLE V5.50.4807.1700 This is a multi-part message in MIME format. ------=_NextPart_000_0000_01C1BF89.A1FB24A0 Content-Type: text/html; charset="Windows-1252" Content-Transfer-Encoding: quoted-printable Content-Location: http://knowledge.wharton.upenn.edu/articles.cfm?catid=12&articleid=517&homepage=yes Knowledge@Wharton -
3D"Innovation
  =20 =20

3D"Article Of Mice and Men: How An=20 Entrepreneurial Tale Became a Book=20

Kyle Harrison came up with the concept of a = computer mouse=20 in the shape of a golf driver while sitting in a = Dallas bar=20 one day in 1995. While the idea didn=92t quite lay = dormant =96=20 Harrison modeled it in class while he was an MBA = student at=20 Wharton a few years later =96 the oddball mouse = didn=92t occupy=20 much of Harrison=92s time either. At least not until = his Wharton=20 roommate, John Lusk, got to thinking they should go = into=20 business together.

Lusk and Harrison were Wharton students during the = peak of=20 the dot-com boom. Almost everyone in their class = wanted to=20 follow the seemingly inevitable road to riches =96 or = at least=20 six-figure starting salaries =96 that working for = dot-coms or=20 their consulting companies assured. But Lusk and = Harrison=20 wanted something different, something more=20 entrepreneurial.

Help came from Wharton marketing professor Len = Lodish, who=20 lent them $20,000 in seed money to launch the = MouseDriver=20 after the two entrepreneurs had introduced the item as = part of=20 a class project. Now, three years later, Lusk and = Harrison=20 have sold tens of thousands of MouseDrivers, and they = recently=20 came back to Wharton to promote the book that tells = about=20 their travails, The MouseDriver Chronicles.

As they were starting their company, Lusk and = Harrison sent=20 out an on-line newsletter to friends and classmates = and kept=20 their own daily diary of what was unfolding. "We = [wanted] to=20 have something our grandchildren could read [that = told] about=20 what we did," said Lusk, who admitted also that = keeping=20 friends and family apprised of their progress could = lead to=20 sales of MouseDrivers in the future.

"The newsletter became the mentor and advisor we = never=20 had," said Lusk. "It got us our first warehouse. It = gave us=20 product ideas. We found sales reps through it. It = [provided]=20 consulting opportunities."

What it didn=92t do was get them the $10 million in = first-year sales they had projected. The two = entrepreneurs=20 admitted they were wowed by dot-com dreams and = somewhat=20 specious dot-com projections, and they pointed to = E-Toys as an=20 example of the times. E-Toys said it only wanted = 5%-10% of the=20 $55 billion U.S. children=92s products market each = year. But, of=20 course, that $3 billion to $5 billion never came the = defunct=20 company=92s way. "It is all a lot harder than that," = said=20 Harrison.

The two persevered, however, and eventually got the = upscale=20 retailer Brookstone to bite on their product. Through=20 virtually giving away prototypes of MouseDriver to = stores in=20 San Francisco, where the two ended up moving after = Wharton,=20 they discovered that the product sold best when placed = by the=20 cash register and priced at about $30. "The buyers = were going=20 to be high-end impulse gift buyers," Harrison said. = "Microsoft=20 Mouse may have more features, but this was the mouse = people=20 would give as a gift."

Brookstone bought that sales pitch and sold enough = of them=20 around Father=92s Day in 2000 to bring Harrison and = Lusk their=20 first big check - $26,000. "It lifted our spirits," = said=20 Harrison. "We knew we could make it."

In January 2000, about the time they had sold the = first=20 MouseDrivers to Brookstone, Lusk and Harrison had also = gone to=20 the Professional Golf Association trade show in = Orlando. Back=20 then it was still Internet boom time. "We didn=92t = spend much=20 for our booth. We didn=92t have much of a budget," = said Lusk.=20 "But next to us was Greens.com, which spent about = $500,000 for=20 a booth with two wet bars. We got good overflow from=20 that."

Lusk said they also resorted to "grass roots = tactics," like=20 waiting until everyone went home after the first day = of the=20 show and replacing all the mice on computers at the = booths=20 with MouseDrivers. "We made some people mad, but = others liked=20 them and it generated some sales," he said. "We ended = up=20 spending $10,000 there and got $20,000 in direct = sales."

That was no Microsoft, to be sure, but it was worth = the=20 time. The show also gave the entrepreneurs a little=20 comeuppance. They thought they were hot stuff, getting = MBAs=20 from Wharton, said Lusk. "But in this industry, there = was no=20 premium on an MBA. Some people never heard of Wharton; = they=20 just wanted to know if you had a cool product. So we = had to=20 suppress that part of our ego and move along."

Yet it was clear that some people indeed thought = the=20 MouseDriver was cool. The show and the newsletter = generated a=20 little bit of media attention from places like CNN/SI = and=20 Golf Digest. That resulted in some placement in = high-end catalogues and golf course pro shops. By = year=92s end,=20 Lusk and Harrison had sold 46,000 MouseDrivers. Their = revenue=20 was $538,000 and their gross margin was a whopping = 64%. Most=20 of the money went right back into production and=20 marketing.

"We always had a story, which was that we were two = guys who=20 decided not to go into a dot-com and instead tried to = do a fun=20 product," said Lusk. "But the whole idea was to = generate=20 sales, not just publicity."

Still, the publicity didn=92t hurt. Inc. = Magazine=20 loved the idea and put Lusk and Harrison on their = cover in=20 January 2001, just as the dot-com bust was happening.=20 Suddenly, the Wharton guys who eschewed that trail = looked=20 pretty hot. Local San Francisco media and some = business=20 publications picked up on the story. Then a literary = agent=20 called them and said there was a book =96 and maybe = even a movie=20 or TV show in their story.

Despite their skepticism when the literary agent = chatted=20 them up in San Francisco =96 "We ate our lobster = bisque and=20 laughed at the idea. We liked the idea of a free = lunch," said=20 Lusk =96 several publishing houses seemed interested.=20 Fortunately, the two had kept their diary and = newsletter all=20 along. Those became the basis for The = MouseDriver=20 Chronicles. Lusk and Harrison said the movie = rights=20 have not been bought, but they have been told there is = a=20 possibility for a TV sitcom based around their = story.

The latest triumph, such as it is, for the two is = that=20 there is now a knockoff of the MouseDriver. A company = called E=20 & B Giftwares is selling a less expensive "Golf = Club=20 Mouse." Lusk and Harrison have had contact with E = & B and=20 even sent company officials signed copies of their = book as a=20 sort of nudge that the two know the knockoff is out = there.

But, in fact, E & B might be part of the = entrepreneurs=92=20 exit strategy. "It may be that the best buyer for the = company=20 would be E & B, if we decide to sell," said = Harrison.

In any case, the two are looking for other = products, but=20 there probably won=92t be a MouseDriver II. "We=92re = not going to=20 be people forever marketing the oddball mouse. No = hockey puck=20 mouse. Not every tchotchke (trinket) mouse," = said Lusk.=20 "The key is that you have to be passionate about the = product.=20 I couldn=92t be passionate about being the Sports = Mouse=20 Guy.

"It was fun to do this and to do the book," he = added. "But=20 not again. We want to stay in business together, = though. After=20 all, that is the story everyone would want to write = about when=20 we do our next thing."


Web=20 Links

The MouseDriver=20 Chronicles
Sol C. Snider Entrepreneurial = Research=20 Center
Inc. magazine: An American=20 Startup


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