B2B Breakthrough Podcast: From Prototype to Prime Time – Marshall and Kevin Land a Big Box Deal with Raiko

Released on January 7, 2025 | Host: Sierra Christo | Produced by Alibaba.com

Introduction

In this engaging episode of the B2B Breakthrough Podcast, hosted by Sierra Christo, the spotlight shines on Marshall Day and Kevin Saguspi, the masterminds behind the Better Tool Company and their innovative product, the Raiko. This episode chronicles their entrepreneurial journey from conceptualizing a unique gardening tool to securing a significant distribution deal with Tractor Supply, a major big-box retailer. The discussion delves into the challenges of launching a new product, the importance of strategic partnerships, and the role of platforms like Alibaba.com in facilitating business growth.

Winning the Pitch the Pros Competition

Experience at Co Create

Marshall and Kevin share their exhilarating experience at the Co Create event, where they triumphed in the Pitch the Pros competition. Their success was marked not only by winning a substantial check but also by the invaluable networking opportunities it presented.

• Marshall Day [00:35]: "It was quite an exciting event. We were absolutely blessed and couldn't have had a better experience and got to meet a whole group of wonderful people... it was an honor to be a part of it and even more exciting to win."

Networking Benefits

The event proved to be a catalyst for their business, allowing them to connect with key industry players who would later aid in their product's success.

• Kevin Saguspi [02:34]: "The networking that we developed while we were there was huge."

Product Overview: Raiko

Description of the Raiko Tool

The Raiko is an all-in-one gardening tool designed to simplify yard work by combining multiple functionalities into a single, retractable device.

• Marshall Day [03:11]: "The Raiko is an 8 to 22 inch retractable rake on the back of a stirrup hoe. Each unit has a bottle opener on it, comes with 10 custom ducky bags that allow you to pick up animal waste. And when you're done, this tool stands on its own."

Inspiration and Need for the Product

The inception of Raiko stemmed from Marshall's frustration with managing multiple garden tools, leading to constant loss and inefficiency.

• Marshall Day [03:18]: "Everyone will probably come and say, like, I got so tired of losing the Hula Hoe... So one day I said, you know, I'm just gonna go to the store and buy this tool that I had in mind. And when I showed up, it never existed. And for years and years, it continued to never exist. So fast forward, and now it does."

Prototype Development and Product Features

The team emphasizes the importance of building a functional prototype before refining its design, leveraging readily available materials to establish a proof of concept.

• Marshall Day [09:10]: "I had enough made to make a plastic 3D slider... utilizing the big box stores for the pieces. It's tough, but know your product, know what you want to make... prototypes were instrumental in making this happen for us."

• Kevin Saguspi [04:25]: "The tines are made out of high tensile material, so they're not going to bend very easily... it's a very, very quality built product."

Partnership Formation

How Marshall and Kevin Met

Their partnership was serendipitous, orchestrated by a mutual friend who recognized the synergy between Marshall's inventive prowess and Kevin's manufacturing expertise.

• Marshall Day [06:18]: "A friend of mine came by... he goes, I actually think you guys get along real well."

• Kevin Saguspi [07:32]: "Marshall and I have been dating ever since."

Division of Labor and Collaboration

Marshall focuses on product innovation and marketing, while Kevin handles manufacturing and business development, creating a complementary dynamic that drives their business forward.

• Marshall Day [07:33]: "I wanted a partner that could walk this journey with me... stand next to me when we're doing our pitch and be a part of the company."

Manufacturing and Sourcing

Prototype to Production

Kevin discusses the transition from prototype to mass production, highlighting the critical role of quality control and scalable manufacturing processes.

• Kevin Saguspi [19:00]: "I'm on the factory floor and it really, really helps in making sure things are going the way they're supposed to go."

Role of Alibaba.com

Alibaba.com serves as a pivotal platform for sourcing manufacturers, facilitating connections with reliable suppliers, and enabling efficient production scaling.

• Kevin Saguspi [09:10]: "There's a lot of good manufacturers overseas and even here in the States... So you go to Alibaba, right?"

Challenges in Manufacturing

Both partners emphasize the importance of trust, due diligence, and protective measures like NDAs and patents to safeguard their intellectual property during the manufacturing process.

• Kevin Saguspi [21:08]: "You've got to find somebody that you trust... get to a patent attorney and say, hey, is this patentable?"

• Marshall Day [22:33]: "Try to figure out... the path with least resistance."

Sales and Distribution

Partnership with Tractor Supply

Securing a deal with Tractor Supply was a significant milestone, achieved through strategic participation in trade shows and effective pitching.

• Marshall Day [13:50]: "Shout out to Tractor Supply for taking any chance on us wonderful people."

Timeline from Meeting to Contract

From initial contact at a trade show in March to signing the vendor contract in June, the process was swift and marked by continuous progress, leading to nationwide distribution.

• Kevin Saguspi [18:26]: "We signed in June, we met them... delivery dates of tools that are being made as we speak."

Retail Strategy and Trade Shows

Attending local and national trade shows was instrumental in gauging market interest and connecting with key buyers, facilitating their rapid entry into major retail channels.

• Marshall Day [14:24]: "Hit the Trade shows. Let's go do our due diligence and follow the blueprints of how you introduce something to the market."

Charitable Initiatives

After-School Sports Program

Marshall and Kevin are committed to giving back by supporting after-school sports programs, empowering youth to earn commissions for their contributions.

• Marshall Day [24:57]: "Creating an after-school sports program that allows kids to sell these tools on their social media platform for a scaling commission."

Oxygen Masks for Pets in Fire Departments

Inspired by a personal tragedy, the duo is spearheading a mission to provide oxygen masks for pets to fire departments across the U.S., aiming to prevent unnecessary animal fatalities during fires.

• Marshall Day [25:58]: "My house burned down in 2019 and I had two pets in the house... let's find out what we can do to donate masks in every area that these tools are sold."

• Kevin Saguspi [27:21]: "It's an admirable and important mission to embark upon."

Future Plans

New Product Development

Looking ahead, Marshall and Kevin are expanding their product line with innovative tools designed for versatility and durability, including handheld devices and multi-purpose outdoor units.

• Marshall Day [30:55]: "We have a couple of products in the works... Three piece outdoor unit that is going to encompass all of that with pruning shears, with a pole saw."

Vision for Continued Growth

Their ongoing collaboration with Alibaba.com and strategic planning positions them for sustained growth and market expansion, ensuring that Raiko and future products reach a broad consumer base.

• Marshall Day [32:22]: "We look forward to everything that comes with Alibaba... stay tuned for all the latest and greatest coming up in the next few months."

Conclusion

Marshall Day and Kevin Saguspi exemplify the essence of entrepreneurial spirit, resilience, and innovation. Their journey from ideation to securing a big-box retail deal with Tractor Supply underscores the importance of strategic partnerships, effective use of platforms like Alibaba.com, and a steadfast commitment to quality and community. Beyond business success, their dedication to charitable causes reflects a profound sense of responsibility and empathy, setting a commendable example for other entrepreneurs.

Where to Follow Raiko:

• Website: www.raiko.com | www.rak-o.com
• Social Media: @RaikoGartenTool across all platforms

Join us in celebrating their achievements and stay tuned for their upcoming innovations that promise to further revolutionize the gardening tools market.

This detailed summary encapsulates the key discussions, insights, and personal stories shared by Marshall and Kevin, providing valuable lessons for aspiring entrepreneurs and business owners looking to achieve their next big breakthrough.