Tell me a little bit about it” so I can understand what their issues were and then I could bring out my product.
It’s full of great stories, it’s not just how to, it’s stories like that, that illustrate what you’ve learned along the way. Brian: Yes. So you’re giving them shoes, you’re showing them how to display it and giving them the displays and so on and still, when it comes time for them to pay you, they think well, “We need the surfboards for next season, let’s pay the guy who sent us surfboards. Brian recently wrote a book about his experiences in business called The Birth of a Brand. Andrew: Fair to say that wasn’t something you’re especially strong at because Doug Otto, founder of Decker who you sold your business to, he was able to raise money. How do you build a billion dollar brand if you have no marketing experience? The following year everybody still loved UGGS, they still wanted to come back and buy….
Brian: Nobody knows, everybody’s got a different version of where that name came from. I stayed home for three days and finally the guilt got to me that Doug’s on the road and I’m not and that forced me to go and make my very first cold-call.
His inspirational talks and media appearances on his breakthrough business strategies are widely attended by business people of all ages from a diverse array of market sectors. What is the motivation?” Did you have something like that, a big why? It’s unlike anything else. The name is such, it might even be a bigger part of, here if I look at the shoe, it’s a boot. attention, paddle out, catch waves, Brian: Yeah.
Good, I’ve got to go.”. Do you do anything else to make the intention more real and to keep it top of mind? It all started with a vision of providing comfortable, casual footwear to active people who have a passion for doing the things they love. Now, I know, I can’t believe you had that kind of power to sell. Unhappy with the brand, Smith trademarked UGG. Brian: Well, I had been in California three months and still had not found the really big thing and one day, my buddy was coming over and he came over and we were going to surf Malibu and he brought Surfer Magazine with him and I was just flicking through it and I suddenly stopped at one photo. One of the things Napoleon Hill says is, “Be aware of your goals,” in fact he says, “Write them down so that the universe can start to bring the resources that you need in order to get them.” But the other thing he says is, “Be aware of why you want it, what is it about the goal?
Andrew: How much of the business did you own at the time of the sale? So it was really well known in the surf market.
Andrew: All right. Brian: Quality control was horrible. And it’s in the book so you don’t have to write them down right now. It was an image of two pairs of legs up in front of a fire place and they were wearing sheep skin boots and I just went, “Oh my God!” I had goose bumps again and I’ve come to think that’s my spirit telling me, “You’re on the right track” but I just went, “Oh my God, Doug, there’s no sheep skin boots in America,” and he said, “Well, of course, it’s so warm here.” I said, “No, you don’t get it.” One in two Australians are in some sort of sheep skin foot wear. At one point, I almost considered calling it, am I pronouncing it right? If you need to take out a small … Feast upon uncertainty, fatten upon disappointment, enthuse over apparent defeat and invigorate in the presence of difficulties. You also had all those shoes at home and so you had to find a way to make it work. And he says, “That’s your commission for the month. No it has to be a aware of what it is.
Andrew: That’s one thing that I have learned from your brand.
Australian-born Brian Smith was confident he had an idea worth a fortune when he decided to bring sheepskin boots to America in 1978. Andrew: I see. In fact, you were listening to a Pink Floyd album when your life was changed. I loved him, I went to watch him do his television shows. It’s so helpful to have you here share those stories and what you’ve done. Well, I was in this infancy period with the UGG boots and I just knew it was a long time process, just like having a baby. Andrew: Here’s another one that I see, that, one of the reasons why you got into it was actions sports retailer, volume number one. They wanted to be hardcore and they wanted to be in those ads. The first time I ever saw a celebrity wearing them was in Rolling Stones magazine. Andrew: I see, all right.
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