This ones going to be a long one, so sit back, have a beer, and let me tell you a story.
Definition Industries was created by my wife Aubrianne and I, in our garage in Keithville LA, back in 2011. Starting super simple in our garage with just a minimal volume of equipment, we've grown to a pretty impressive setup, if you don't mind me saying so. I wanted to take this week to look back at that growth, and smile on some old photos. Hope you don't mind my trip down memory lane.
I learned the screenprinting trade back in 2001, from a fellow martial artist named Danny Gilliland. I pretty much learned on a Monday and was printing on a Tuesday. Not very well, but you get the idea. I got better quickly, but eventually sold my first shop when I was moving from my hometown to my current Parish of residence, Caddo, in North Louisiana. I continued to service some clients that were great customers, but it wasn't until after firmly settling into Shreveport that I'd decided to get back into printing.
The year was 2011, and my fiancé Aubrianne and I were both Registered Nurses, working week-on-week-off at the local hospitals. We were picking up overtime shifts, and wondering what would be the long term goal for us financially. Do we - A: work more nursing shifts and potentially get burned out, B: ride bikes and drink beer, or C: Open up a business. So one day, after working some overtime, we were riding bikes and drinking beer, and decided to open up a business. (See what I did there?)
It wasn't long until our garage was overtaken with equipment and supplies. We paired with Ryonet for our purchase, and I had no clue I'd be setting myself up for a business partnership and downright friendship that has lasted now a half a decade.
Here's a panoramic of our little half-garage setup. Some flimsy hand made racks, nuts-and-bolts shelves, a SilverPress 6-color two station and flash, a BBC little buddy, and tables and random stuff everywhere. But hey, the industry is wild, and its nuts how much money you can make with just a $5k investment in equipment.
Late nights a plenty, and yes, we did keep enjoying some beer and bikes. And overtime. Nobody says we don't work. Aubrianne was super supportive of getting rolling, and, heres the kicker, super supportive of the work of keeping it rolling. Life is a marathon, and she is my running partner no doubt.
Exciting times for sure. Our kids thought it was so weird, that we "cooked tshirts" in the garage. We even marked the garage with blue tape around the shop's boundary lines, so they would know the off limits areas. Garage shops are tough, and my hat goes out to those still working in theirs. Winters, were bone chilling, and summers, were dangerous. Hey, 120 degrees F is pretty insane, especially standing next to a dryer that is bellowing out heat at over 800 degrees.
The momentum was exhausting at times, and there was certainly a few breakdowns at time. Emotional that is, since equipment is made pretty solid these days.
Not an uncommon site in our home at the time, was 8' tall stacks of Gildan boxes. Timing is everything, and finally, we added in our first employee, about late 2012, around the time Aubrianne became my wife. A friend and martial arts training partner of mine came on board to help us, and give us some much needed off time. Off time that, honestly, we didn't use wisely, picking up more hospital shifts.
Back in the day, we had so many semi-custom and smaller orders, it was easy to be super cute with our presentation on delivery, even custom writing the end-users name on printed stickers, that went on stacks, that were wrapped in jute twine. Yeah, we went hard. We were Pinterest and Etsy quality before those platforms ever even thought about becoming a thing.
The hospitals were huge clients for us at the time, and the more we were there, the more we got the word out about our little business and shop. Play chess not checkers right? We knew we could produce, but nobody could sell the product we could make as well as us, but you can't sell it stuck behind the press. So we essentially were of course our first outside sales people.
Friends were, and still are super supportive. It was nothing to take an 8 piece order back then. Profit margin wasn't a consideration, exposure and brand building was.
Only a few months in, our business relationship with my friend saw its struggles, and we had to part ways. It was hard too, knowing that running an employee staffed business out of our home just wasn't possible. It wasn't that we didn't trust people, but sometimes homes have to be homes, not shops. The idea was there to move into a retail or warehouse location, and the search was on.
As we grew, we took on new accounts, and new accounts meant more funds, and more funds meant upgrading wimpy equipment. It wasn't too long before I headed up to a Ryonet open house in Harrison Arkansas, and got to meet the super talented and hardworking staff up there, as well as the owner Ryan Moor himself. Cool hair, but lots of other good stuff too. He's a hard worker and has put in a ton of time building his business. You can see it, how all those guys carried themselves. I told him I'd love to work with them if the chance ever presented itself, and honestly, I didn't think anything would come of it. I kept in touch with him, and after asking for some advice on growth and people strategy, he sent me an audio book called the E-Myth Revisited, by Micheal Gerber. 2016 now guys, and to date, I've listened to it, in its entirety, no less than 6 times. That is a fabulous book. You should download it immediately, after reading all of this and then sharing this on social. (Thats my right hook for today)
I didn't mention this, but we started out as "Ink In A Blink", and we were an LLC. We started that way, because nobody gave us the advice to begin with the end in mind. We always knew we would get employees and grow, but had no clue what we were doing when it came to some of the basic business terms and structure. Thats another thing that is so great about the book I was talking about, the E-Myth Revisited. We are an S-Corp now, and thats better for reasons I'll let your CPA go into with you.
Between printing, cold calls, and road shows to local festivals, we stayed as busy as you can imagine. Those days of our humble beginnings, we will never forget. Ink In A Blink had to go though, everyone kept calling thinking we were a rapid Tattoo parlor. I mean...really? You would want body ink done fast?? Seems like a take your time kinda thing. Anyway.
Oh yeah, almost forgot, May of 2012 hits and we get a call; Ryan and Ryonet want to hire me to drive up to Harrison AR every month to teach class. They offer me a great package, and I confirm with a "Hell Yeah". They had me at "Would you like to teach for us". That's SO my thing. I love training people on how to do things, and it helps when you love what you do. To this day, when I teach a class, I always welcome people to "My favorite thing to do to 20 people I don't know". Teach them screenprinting that is.
Ryonet's classroom was secretly the inspiration of how I would eventually build out and make my shop one day. I was fortunate enough to work in the environment I wanted to create. A company with hard workers and great values, and cool stuff everywhere. Cool stuff costs though, so back to work.
I was on the road a bunch, and that was always tough. With the family 6 hours away, advancing my garage shop to a full on brick and mortar became priority number one. We had a huge opportunity with Ryonet, but driving and all that travel just wasn't going to be sustainable. Mario Marquez, the warehouse manager at the time, kept me in the mix so well, it became no big deal. He and Ryan were so good to my family and I, I'll never forget it. All of the staff there really.
Finally, after months of searching, we found a location. Some people like a good story, and how we arrived at our Hawn Ave location is a great one, but, probably better over beers, so I'll spare you. Just know this, there is a real estate agent in this town who will probably never work with me again. It was...special. And, theres another who probably can't wait to work with us again. So, balance, right?
We found this sweet 3200 sq ft warehouse right outside of downtown Shreveport. It was pretty basic, four walls and a roof. Big door. Small door. Lots of parking. No temperature control. So, we snatched it up.
We signed a lease in January of 2014, and first things first, we threw a print party to help some friends launch a t-shirt brand.
We had something like 140 people in the building that night. It was absolute chaos. So cool.
A bit goes by, and after the novelty of watching the steam come out of your mouth in a 20 degree warehouse while you print wears off, we made the decision to close that thing in.
That didn't happen right away, and business was still moving forward. We found new revenue streams, and were able to start doing a lot of charitable donations, mostly towards veterans based causes. That kind of stuff that warms the heart, thats whats up. We were able to do good work, get paid, then able to donate profits in to a place that helped others. Can't hate on that too much. And, we got business because of that model. Not too shabby. Pictured is Cameron Van Gossen, one of our hospital friends we stole from them to a full time postion with us. He refers to himself as Employee-MF'ing-Number-One. He was there in the old garage days a bit too. Shipping was a major part of what we did. A 100 piece order is great, shipping it to 100 different people...well, that takes time.
Ryonet got word that I was hanging drywall, and they gave us the green light to move classes into our building. No pro am I at dry wall, and, I'll tell you, we got done what we got done because of Aubrianne's dad Curtis. Grandma and Grandpa were so supportive of what we were doing. March became May, and the hammers and saws were a buzzing. Springtime became summer, and thank heavens we got the AC's installed when we did. Keep in mind, we are still printing too, and working at the hospital. We moved the presses daily to accommodate our construction needs. CamVanG was a wreck the whole summer.
July hits, and hey, its my two year anniversary with Ryonet, and look at that, they gave me my two year ann'y in my shop. Sweet.
We were able to pick up even more equipment for that first class launch, because hey, I told you earlier, the Ryonet classroom was my inspiration for my shop buildout. And, having 5 presses in shop just meant we could produce even more, even faster, and keep more jobs up at once.
And to date, I'm something like 43 classes deep, and at 15-25 heads per class, plus seminars and open houses, thats a LOT of students I am responsible for teaching out there.
Its pretty magical, teaching these classes. Once a month, we bust ass to finish our production week even faster than normal, somehow clean the place top to bottom, turn it into a classroom, and then teach 15-20 people how to print over two days. It is a HUGE undertaking, one that we don't take lightly. We are as successful as we are today heavily in part due to the classes. The connections we make there are lifetime friends now, and that responsibility we have to them is tremendous. People come from all walks of life to us, every single month, over and over. Mom and Dad teams, friend teams, solo stars, and people trying to start a new life where they are their own boss. 'Merica. Its truly amazing. I am humbled every month when evaluations come back in, and people praise us for the job we do. I can't believe that we are so lucky, to be a part of helping so many people achieve their dreams and goals.
Cool things happen when you're doing cool things. And October of that same year, we got the chance to be a part of a huge marketing deal Ryonet was wanting to put on. Mario planted the seed of wanting to have the company do a world record print, but after the ball got rolling, another opportunity saw him leave the company, leaving the Guinness Book Of World Records up in the air. Ryan jumped on board, and got us involved with the Arkansas team to help make this huge undertaking happen. We left the shop for a few days and headed back to Harrison, for somewhat of a farewell event for the facility as a teaching site. Around 100 people showed up, and the hustle and bustle was insane. That morning, we prepped an almost 80 foot long screen and canvas, and printed the world record for the
"Longest Screen Print". It was an honor to be a part of that, and to be considered smart enough to help make it all go down. You can't replace experiences like that. Can't wait to see our mugs in the book!
Flash back to the shop, and all those fun events are just a break from the regular work of running a business and teaching classes. We continue to make cool tees, awesome ones as well, and teach a few dozen folks here and there. Don't forget to mirror your selfie tee photo lol.
Caffeine and late nights, as we continue to grow this thing. 2014 moved into 2015, and we had to finally add on some staff. Growing a business is weird. You get to a point where you are making money the way you are doing things, hit a wall or imaginary line, then you get ambition. Ambition means more hustle, and to grow through the glass ceiling, you'll need help. So, in 2015, we went from being a 4 person team, to being an 11 person team. Hiring in friends and family and strangers alike, all in an attempt to get past the place we had worked so hard to get to in 2014. Growing pains are real adding on 7 people in one year. I can't believe nobody fired me.
We never really mentioned Blue, our Catahoula Curr, but technically, if CamVanG was employee number one, Blue is number 0. Pizza crust is a form of payment, but late nights get us the ol' red eye pretty fast from him. Sleeping is a pastime of his, and he lets us know when we interrupt that. Added bonus, we are safe from UPS delivery men when Blue is around. He never has liked the color brown.
As the class expands, and our clientele grows, we ended up taking on more equipment and more responsibility. More clients too, and 2015 saw us help quite a few clients AKA new friends grow their tshirt brands to new heights. Infinity and beyond!
One of these guys even made it on TV, so thats kind of cool, right? But I'm getting ahead of myself a touch.
Despite the growth we were seeing, we just were not making the jump we needed. Yes, we were making more money, but we weren't increasing our profitability. The missing piece was pretty simple, we needed to automate. Production is one of those things, if you don't hit your time hacks, you probably arn't going to just rake in any profits. You may make money, but big, growth is what we wanted.
I'm the kind of person who likes new and nice and cool, and now in my mid-30's, I don't want to settle for just whatever any more. We reached out to Ryan and his Brother in Law Brandon, who is head of sales, and set into motion the move to automate our shop. They sell this amazing press called the Roq. Made in Portugal, its a thing of beauty.
It was late November 2015 when the green giant landed. I can't believe that monster made it off the truck safely. Props to Land & Sea next door to us, for the impromptu use of their fork lift. We almost had an exciting situation, but the operator was surgical, getting it all into our building safely.
Unpacking it took two days and half of a Crossfit gym's membership to move into place. In early December she was installed, and training went hard.
Ok not too hard, and not too hard all the time. But we finally got our big boy pants on, figuratively speaking, with this new automated press. When you can go from printing 80-100 pieces an hour on a good day, to 300-400 an hour with just one operator barely breaking a sweat, you can see the light at the end of the tunnel.
Speaking of tunnel, Printing multiple jobs at a time, on nicer and bigger equipment, is totally a thing that's regular now. Its crazy looking back at our little shop and how its grown, and crazy to me to think of how I waited so long to automate what we do. We started out on a small little 5' dryer, and now we have this beast. Three rows wide of drying power? Hell yea!
We are still going to do all the weird stuff that got us here. Shows, like the Comic Convention shown above, and the Makers fair we participate in yearly that teaches little kiddos how to print a tee shirt, are just one of the things we continue to do, unscalable as they are, from the old days. We recently even launched an entire web platform based around selling 100 tees to 100 people. Its called http://www.fundershirt.com and hey go check it out. Glutton for punishment? Maybe. Keeping it OG? Definitely.
The auto has truly stepped our game up. We are running tees now faster than ever, and seeing happier staff from it as well. Funny thing about pushing a squeegee since 2001 manually, is it makes you tough. But running a business makes you tougher. So, lifting my first ever 5 gallon bucket of ink was no big deal. Waterbased ink as well, as we saw 2015 become the year where we established ourselves as THE eco-friendly printer in the region. Another cool title we scored in 2015 was "Top-20 Purchasers of Next Level Apparel Blanks in the US" (#17 to be exact). Branding is huge with us, and thats our go-to blank, thanks to the relationship we built with the company and our outside sales rep Jeremy.
Relationships are huge for us. And if you misread this article, reread, because this whole thing isn't about us, cool equipment, or even really tshirts. Its about relationships, and how you can't succeed without surrounding yourself with great people. We named some names, but we omitted a bunch too. Even the UPS guy deserves props for his duty all these years.
We are who we are because at every single step of the way, there was a face. And we will never forget those faces. More in depth with those people I'll likely get, but for now, let me close with one more pic.
I couldn't have pursued this as aggressively as I did, without my wife by my side. The hard times come and go, the easy ones as well, but any entrepreneur will tell you, its hard, and the hustle, or the struggle, is real. And every day, we take it in stride, continue to build, and grow this amazing company, with a team around us, and support from the community at large. I love my wife, and my family, and am fortunate to be able to serve and work with so many amazing people, in such an amazing town.
-Charlie Veuleman
orders@definitionindustries.com