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Launch Pad
by Suki Casanave '87G
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Ever heard of the woman who sells clothes made from corn? How about the guy who invented a way to re-salt a margarita glass? Someone else has a knack for dealing with difficult brides. Another fellow fits families on vacation with ski equipment in record time. And then there's the expert on sword fighting and the designer who has a chocolate bunny for a client—well, sort of. Who are these people?

Entrepreneurs, one and all, they're inventors and innovators, dream-followers and leap-takers. They're graduates of UNH, too, a university that's been named one of the nation's 10 most entrepreneurial colleges by the Princeton Review and Forbes.com.

It wasn't always this way. For many years, entrepreneurship at UNH—and throughout academia—wasn't even considered a field, notes Mike Merenda, professor of strategic management and entrepreneurship in the Whittemore School of Business and Economics. But during the past 20 years there's been a dramatic change. "The country's seen an explosion of majors and centers, journal articles, conferences and professional associations," he says. And UNH has been a leader in this evolution.

"We were there before the bandwagon," says Jeffrey Sohl, director of UNH's internationally recognized Center for Venture Research and a WSBE professor. Sohl's mentor and predecessor, William Wetzel, helped establish the center in 1984 and taught a small-business development class way back in the 1960s. And for more than two decades, the school's Holloway Prize has encouraged students to develop business plans for bringing innovative products and services to market. The competition helps students gain firsthand experience in commercialization, provides them with access to faculty advisors and industry experts, and gives them a chance to win up to $10,000 in seed money.

Introduced about a decade ago, WSBE's entrepreneurial studies option is for business administration majors who want to tackle the challenge of building a company from scratch. Students take courses in management, marketing and private equity and venture capital, as well as an internship course that matches students with new companies in various stages of development. In the past few years, the college has doubled the number of sections of the demanding but popular internship class, where students put in 8-10 hours a week typically in a high-growth, high-tech setting. "Our strength is this integrated approach," says Merenda, "this mix of academics with this real-life, hands-on experience."

Even non-business majors are catching the entrepreneurial wave these days in an honors course that explores innovation and the meaning of entrepreneurship. The Holloway competition, too, recently expanded to include all disciplines. And next year, a new two-semester course will mix business majors and students from the College of Engineering and Physical Sciences and the College of Life Sciences and Agriculture. Not only will students create business plans and a company, they will attempt to bring in revenue. The goal, according to Merenda, is to expose students to just about every challenge that comes with launching a brand-new idea.

All of the alums featured here, along with others on the magazine's website, know a thing or two about launching a brand-new idea. Some emerged straight from UNH's entrepreneurial studies program. Others have never taken a business course. But all of them are recent graduates who share a spirit of adventure, a vision and an impressive work ethic. In the next issue, readers will meet alums who have spent years growing their startups into successful companies. These seasoned entrepreneurs began, like those profiled here, with nothing more than an idea. They all had dreams—and they followed them.



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D.J. Haskins '99, '05G and Sam Giberson '00
Company: Lightfin Studios
Website: www.lightfin.com


What: Banks, beer and bunnies—Lightfin Studios in Portsmouth, N.H., started by D.J. Haskins '99, '05G (pictured, left) and Sam Giberson '00 (pictured, right) in 2006, develops websites and online marketing strategies for a host of companies, including one for a world-famous chocolate rabbit, the Lindt Gold Bunny.

In the Beginning: Haskins, Giberson and Sean Reusch were co-workers at a successful company, but they realized that between them they had the skills to start their own, smaller firm. And so they jumped.

Smart Move: "We didn't want to open our doors in debt," says Giberson, "so we never looked for outside funding." They spent a year freelancing nights and weekends to save up money. They also trained themselves to ignore the possibility of failure. "It's like golf," says Giberson. "You are not going to hit well if you think about the bad things that might happen."

Philosophy: "Our job is to create concepts, to orchestrate experiences, to engage users," says Haskins. Take the Lindt Gold Bunny, for example. In 2009, when Lightfin introduced the idea of an e-card, 1,000 people clicked "send" and raised money for Autism Speaks. The following year, the number was 5,000. And traffic to the bunny's Facebook page increased 3,238 percent, according to Haskins. "You want to create action. That's the goal, no matter what the project."

The Pitch: Lightfin takes a WYSIWYG approach: What you see is what you get. "Lots of bigger companies show potential clients their award-winning work—and then switch you to their junior team," says Haskins. "We have the talent of a large agency, but we offer a different level of service and involvement."

Back Story: "I took a couple of entrepreneurship classes at UNH," says Haskins. "In one, we built a business plan. Looking back, 80 percent of what we learned has been really helpful. But 20 percent—sales projections, how fast you'll grow—you can't learn that until you start a business and see how hard it is."

Favorite Quote: "Leap and the net will appear."



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Tim McCaffery '00, '02G
Company: Lime Tree Cove
Website: www.limetreecove.com

Why It's Cool: "With just the push of a button, anybody can be a cocktail hero," notes Tim McCaffery '00, '02G, who started the Boston company, a division of Lime Design, in 2006.

In the Beginning: The idea was sparked by a not-quite-perfect gift for his wife, Holli Bessant McCaffery '01. "I bought margarita glasses," says McCaffery. "But they were too small—she'd run out of salt before she finished the drink." A problem was born: How do you re-salt a half-filled margarita glass? The solution was the Barmaid.

Turning Point: When it was time for testing, McCaffery enlisted the help of members of the local Jimmy Buffet Parrot Head Club, margarita enthusiasts all. "We gathered customer feedback and refined our design," says McCaffery, who brought on UNH friend and fellow engineer Zach Zguris '98, '00G, '08G as his chief technology officer. Holli, who stars in Lime Tree Cove's promotional videos, is the company's chief financial officer.

Snags: In June 2009, McCaffery placed his first order for 1,000 Barmaids. He got 50—and they didn't work that well. McCaffery and his team spent months working out production problems, gradually increasing inventory so they were ready for the 2009 holiday season, which was a big success. "Then, suddenly, we didn't sell a single thing for months," says McCaffery. "It was nerve-wracking. We had to learn that our product was seasonal." Things picked up in the summer and again during the 2010 holidays. By the end of the first year, the company had more than quadrupled in size.

Back Story: Before the Barmaid, McCaffery worked for the U.S. Army, designing protective suits and gas masks for soldiers. It's a job that called on both his UNH degrees—a B.S. in chemical engineering and a master's in material science. He spent several years consulting and got a second master's from MIT. It's all been useful, he says. Whether you're working on military equipment or a cocktail spice dispenser, the basic question is still the same: How do you design and build a successful product? "Our ultimate goal is to bring out many products," he says.

Photo: Heather Brundage; Zach Zurgis '98, '00G, chief technology officer; Tim McCaffery '00, '02G, founder; Holli Bessant McCaffery '01; Rishi Dean



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Bryn Carey '04
Company: Ski Butlers
Website: www.skibutlers.com

The Idea: "Never stand in line again." Who could resist such an offer—especially when you're headed to the ski slopes? Ski Butlers, founded by Bryn Carey '04 in 2004, delivers ski equipment to your hotel room or condo and even puts the boots on your feet to make sure they fit. When you're ready to head home, they'll pick up everything.

Back Story: Carey, who grew up skiing, was in seventh grade when he received a root beer brewing kit. "The first batch was awful," says Carey. "But people were very polite." Eventually he perfected his technique and started making money. In high school, he sold sweatshirts, and during his UNH years ran a seal-coating company. Carey credits his parents and extended family (including dad Chip Carey '69 and grandfather Mike Carey '40) for their support as he got his entrepreneurial feet wet.

Philosophy: "We want to wow them," says Carey. "It's a completely hassle-free experience for the customer. "People love the fact that they can sit by the fire sipping wine, the kids play in another room—and we do all the work."

High Point No. 1: Carey, who has built his business on customer service, says feedback has been consistently positive. His favorite comment is from John Corrigan, director of national sales for Groupon: "I work with a lot of businesses around the world, and I have to say you guys take customer service to a whole other level," Corrigan wrote. "I am definitely going to recommend Ski Butlers to my friends and colleagues. Thanks for a great experience. I absolutely love your ... business model."

High Point No. 2: Ski Butlers has been featured in The Wall Street Journal and Ski and Outside magazines. The business has grown from its original Park City, Utah, outlet to 10 different locations serving more than 30 North American resorts. The owner of Ski Butler's Aspen and Telluride franchise, Riley Tippet '03, won the Emerging Business of the Year award for 2010 from the Aspen Chamber and Resort Association.

Favorite Quote: "The greatest risk in life is to risk nothing."



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Kristin Condon O'Neil '06
Company: Ideas in Bloom
Website: www.ideas-in-bloom.com

What: Ideas in Bloom is a floral, garden and event design company in New Boston, N.H., with a focus on being, well, as green as possible. They use local growers in season and create designs with re-usable containers and potted plants—not just cut flowers.

Back Story: Kristin Condon O'Neil '06 was still at UNH heading for a degree in communications when she started cooking up a business idea with her mom, Pam Condon, a master gardener who had taken courses at the Thompson School. In the early years, O'Neil worked part time. Today, she's an equal partner and a co-owner.

Qualifications: "I'm stubborn and like to have my finger on things," says O'Neil. "My husband thinks I'm well suited to be an entrepreneur." Plus, she grew up in an entrepreneurial family—her dad runs his own contracting business—so she knew there would be hard work involved.

Challenges: "We've definitely seen a dip" due to the economy, says O'Neil. To adapt they are focusing on events—and O'Neil has become something of an expert at wedding-day planning. "Brides can be a bit high maintenance," she says. "As a communications major with a focus on interpersonal communication, I use my degree on a daily basis."

On Planning: "We started without a business plan," says O'Neil, who occasionally bounces questions around with her brother John Condon '08, who was a business major. "But eventually we roughed one out. If I started over again, I'd start with something clearer. Having a plan—and revisiting it is a great way to keep your business on track."

Job Hazards: There's one problem O'Neil can't solve: "I never have nice nails," she says.



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Michael Grosse '06
Company: 2:17 Studios

What: 2:17 Studios does multimedia creations for TV, web, print and more—including a series on the real-life sport of sword fighting. "We can do everything from 15-second graphic ads to television shows and documentaries," says Michael Grosse '06, who founded the Newmarket, N.H., studio in 2010. "But my goal is to focus on web video, which is going to be a huge part of the future."

Passion: "Bladework" is a half-hour weekly TV show that recently aired on NBC Universal Sports Boston. "I really love fencing, and the ultimate goal is to make fencing accessible to wider audiences in America," says Grosse. "The sport is very popular elsewhere, and it has an enormous appeal here, if it is done right. Everyone knows the sword fighting of Captain Jack Sparrow and Darth Vader, but I am working to bring the real sport to TV."

Fun Fact: Slow motion is critical when filming fencing. "Think of a sword as a steel stick—but it will bend in three different directions at once. It's like an extension of yourself. I learned that the way to explain this to people is to use slow motion."

Back Story: Grosse has sold CDs, DVDs and video games. He managed a projection booth in a 15-screen movie theater. He was a journalist and director of how-to videos. Now, finally, he's wearing his three favorite hats at once: writer, producer and director.

The Name: In school, Grosse was a runner—a very slow runner. "But I wanted to get better and I trained hard," he says. One day, he ran against one of the track team's superstars—and beat him. The time he ran was 2 minutes, 17 seconds. "That one moment changed my life as an athlete," says Grosse, "And today, my studio—2:17—is devoted to life-changing moments."

Fallacy: "I think a big misconception is that you need a degree in business to run a business," says Grosse. "Creativity, innovation and knowing when to compromise are greater assets."

Insights: "If I had to pick one class at UNH that had an impact on me, I would have to say it was film theory with Delia Konzett," says Grosse. "It really opened my eyes to the cerebral side of film. There is far more going on in our brains when we watch movies—or TV, or an Internet video for that matter—than there ever is on screen. There is great power in the visual medium, and, as our society becomes increasingly dependent on it as a source of information, there is a great responsibility, as Spiderman would say, to try and do it right."

Favorite Quote: "In whatever you're doing, failure is an option, but fear is not."



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Melissa Dion '08G
Company: Ecolissa
Website: www.ecolissa.com

Why It's Cool: Fabric made from corn? "It's fabulously soft and light," according to Melissa Dion '08G, who began selling eco-friendly, vegan clothing and accessories made from organic cotton, hemp, bamboo, soy and corn online at Ecolissa.com last year. No polyester, it goes without saying.

The Spark: "I knew I wanted an MBA, but I wasn't considering my own business," says Dion, who started taking classes in entrepreneurship and business planning at UNH Manchester. "I just decided to be open-minded and try them. Those classes are what sparked my passion. And the business plan I wrote turned out to be pretty similar to the plan I have now."

Back Story: "I've always worked in retail, ever since I was 16. I've done every job you can think of, from mom-and-pop stores to big companies. It feels different when you're doing it for yourself. You have a lot more on the line. You're making all the decisions. It's a lot scarier."

Bootstraps: Dion set up an extra room in her home in Westborough, Mass., and organized it like a store. For now, she does it all: buying, accounting, marketing, customer service. She fills orders, deals with exchanges and returns and answers every single email. "Customers must think I'm nuts, writing back at 2 a.m., but I'm working pretty much round the clock," she says. She is building her line, which includes 23 designers and about 100 styles. "The vegan diet has become much more popular," says Dion. "I think vegan fashion is going to come next."

Philosophy: "The biggest thing about this business is that I'm truly living my morals, instead of what I think will sell," says Dion. "I'm staying true to myself and that feels amazing. I can make my company be truly what I believe."



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Joshua Chamberlain '03
Company: Chamberlain Antiques
Founded: 2003
Location: Amherst, N.H.

With a $1,500 loan from his father, Joshua Chamberlain '03 started an eBay business shortly after graduating. After making a profit on some Chinese porcelain he found at a local auction, he began studying Chinese antiques and has since established a niche selling on eBay. Today he operates Chamberlain Antiques from an office in Amherst, N.H., buying and selling primarily porcelain, bronze, jade and ivory items made in China during the 18th and 19th century.



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James "Skip" Burns '04 and Tim McMahon '03
Company: GapSmart!
Location: Merrimack, N.H.
Website: www.gapsmart.com
Email: jskipburns@gapsmart.com and tmcmahon12@gmail.com

— "I've never let school interfere with my education." So said Mark Twain—who would have been a great candidate for a gap year program. People typically embark on gap year programs after high school and before college, but finding the right program can be a challenge. Former AmeriCorps volunteers Burns and McMahon started GapSmart! to provide consulting and counseling to high school students and their families interested in applying for a gap year program. "People take gap years for a variety of reasons," says Burns, who calls himself "a proud gapper." "Most want to recharge and refocus before attending college or graduate school. But many also use it to find direction in life and in their academic path." Whatever their reasons, nearly every gap year participant gains a broader world perspective.



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Dan Cartier '04
Company: Cartier Consulting, LLC
Location: Farmington, NH
Website: cartierconsulting.com
Email: dan.cartier@cartierconsulting.com

About: "Cartier Consulting, an independently-owned business serving the greater Rochester, NH area, strives to deliver exceptional products and services at an affordable price," says Dan Cartier, who started his own computer, networking and web design company. "It is our philosophy that satisfied customers help us grow through returning business and word-of-mouth referrals. Large retailers and even 'authorized' computer manufacturer service centers typically charge what they do for repairs because of their overhead costs," he explains. "Cartier Consulting doesn't have the overhead costs that the large companies do, so we are able to pass these savings on to our customers."

Favorite entrepreneurial quote: "Success is a journey, not a destination."



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Zachary Navarro '04
Company: Essex Horticulture
Location: Beverly, MA
Website: www.essexhorticulture.com
Email: zachary@essexhorticulture.com

About: Zachary Navarro studied horticulture and english at the University of New Hampshire while working at Clark Farm in Danvers during college. His academic studies, as well as their practical application, sparked his love for sustainable and natural horticultural practices. After graduation, Zachary worked as the Horticultural Designer for an urban realty company in Boston. His endeavors later lead him to the position of Grounds Restoration Manager in his hometown of Danvers at the historical Glen Magna Farms estate. After many inquiries by friends, families and visitors of the estate as to private caretaking and horticultural work, Zachary decided to form Essex Horticulture, and carry out his vision of creating vibrant outdoor living spaces that reflect its owner and welcome its guests.


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David Rudolf '05, '06G
Company: Tactical Republic
Founded: 2010
Location: San Francisco
Website: tacticalrepublic.com
Email: davidmrudolf@gmail.com

About: Attention, outdoors enthusiasts! Tactical Republic is an internet advertising company for the outdoors, hunting and shooting sports industry. An ad network selling internet advertising to large brands and e-commerce businesses, Tactical Republic reaches 5 million consumers and serves close to 100 million ads each month. "We now have over 30 recurring advertising clients," says Rudolf, "including well-known brands like Nikon and Sturm Ruger, and we work with more than 85 internet publishers." The company expects over 1 billion online ad impressions this year. "Thanks to our growth we've been able to fund the acquisition of several large internet communities," says Rudolph, "and we expect to acquire several more this year." In addition to advertising, the company also plans to launch a daily deal site (similar to groupon & livingsocial) for the outdoors industry.



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Brian Davidson '06
Company: Rockland IT Solutions
Location: Pembroke, Mass.
Website: www.rocklandits.com
Email: bdavidson@rocklandits.com

About: Rockland IT Solutions started exactly where many other successful businesses begin—in the basement. Eventually, Davidson and his uncle, who founded the company with him, moved out of their basement location and into a small office. Today, they have a 40,000-square foot facility, employ about a dozen people and have become an industry leader in the refurbished data storage market. "The vision of Rockland IT Solutions came about when we recognized that the strong demand for refurbished second hand storage solutions was not being met," says Davidson.



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Jon Arnold '07
Company: Integrated Fitness of Dover
Founded: 2010
Location: Dover, N.H.
Website: ifitnessnh.com
Email: jon.arnold@ifitnessnh.com

About: A former paratrooper in the 82nd Airborne Division, Arnold was in top physical condition during his years on active duty. Once he left the service, though, he hit a low point. " I let go of the high fitness standards I set for myself," he says. Inspired by his wife, he eventually got back into shape and today he's a certified personal trainer helping others to reach their fitness goals. "My business partner Lyndi Sargent and I offer one-on-one personal training, nutrition consulting, massage therapy, small group training and specialized classes like boot camp, biggest loser, etc. We work with more than 40 people each week." Arnold also runs corporate wellness programs, recently completing a "Biggest Loser" wellness program with Turbocam International in Barrington. "Due to our growth," he says, "we are currently looking for other certified personal trainers interested in expanding their training business."

Helpful UNH courses: Nutrition 401 is a great one!



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Jon Merwin '07
Company: Portsmouth Atlantic Insurance Co.
Founded: 2005
Location: Portsmouth, N.H., and Durham, N.H.
Website: www.portsmouthatlantic.com
Email: jmerwin@portsmouthatlanticins.com

About: Merwin passed his property and casualty insurance licensing exam in the summer of 2005, when he was still an undergrad. And then, without wasting a moment, he opened a franchise office for an agency called Insurance Express. "After securing funding through my mother's bank, I rented office space in Laconia, hired one full time employee and paid for business expenses for about two years while I grew the business," says Merwin, who attended classes at UNH in Durham while operating the business full time. After graduating, Merwin formed his own, independent agency, Portsmouth Atlantic Insurance. "Since our beginning in 2005, we have expanded into one of the fastest growing insurance agencies in the state," says Merwin. "We have seven employees, offer all lines of insurance (auto and home, life, health, commercial, and financial service), and serve about 1,500 clients." The company, a paperless agency since the beginning, is the first insurance agency in the state to join the Green Alliance (www.greenalliance.biz) and the first to use soy-based ink. "Our goal is to continue to be the "greenest" insurance agency in NH," says Merwin.

Helpful UNH courses: "Although I graduated with a Bachelors of Liberal Arts in Communication, with a minor in Philosophy, I learned many lessons while at UNH that have carried over into the way we do business," says Merwin. "It's extremely important to me to support local businesses, give back to the community and to have as little impact on the environment as possible. These principles are the foundation of Portsmouth Atlantic Insurance. All of the business decisions I've made since I opened for business in 2005 were done with consideration to these principles."

Favorite entrepreneurial quote: "The golden rule for every business man is this: Put yourself in your customer's place."

Photo: Merwin (seated) and associates: Louis Dineen (standing), personal lines sales representative, and Audrey Fischbein, personal lines sales producer.



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Naithan Couse '08
Company: Make a Difference Landscaping
Founded: 2004
Location: Lee, N.H.
Website: makeadifferencelandscaping.com
Email: naithancouse@yahoo.com

About: Couse started his landscaping company when he was still in high school—then headed to UNH's Thompson School. Today he runs a company that offers residential and commercial landscaping maintenance, landscaping lighting and design, hard scaping, irrigation Installation and repair and snow plowing. "With the decline in the economy, we still had growth in the business," says Couse, who continues to expand his staff. And this year, the business is moving to a larger location and opening a retail store.



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Alexandra Covucci '08 and Evan Shuman '08
Company: Peoples Paradigm
Website: www.peoplesparadigm.com
Founded: 2010

About: Change. Independence. Love. Awareness. Freedom. Alexandra Covucci '08 and Evan Shuman '08 want you to choose your paradigm—and wear it on your shirt for all to see. "We feel that wearing your shirt can encourage dialogue, and every time you look in the mirror, you'll be thinking about your paradigm," say the co-creators of Peoples Paradigm, a clothing company powered by the idea that self-expression can help people to shape the lives they want to lead. The company specializes in t-shirts with a message. "Peoples Paradigm expression clothing is all about living your life with intention," says Covucci. "We hope to offer a sense of ownership to our customers so that the can embody their paradigm and the beliefs they have for their own life."



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Zach Rachins '09
Company: CeliAct
Location: Arlington, VA Founded: 2010
Website: www.celiact.com
Email: zrachins@gmail.com
LinkedIn: www.linkedin.com/in/ZachRachins
Twitter: twitter.com/ZachRachins

About: It started with a shared passion for mac 'n' cheese. Rachins and his friend Max Libach (CeliAct co-founder) grew up eating "glutenous, gluttonous macaroni and cheese"—until one day when Max could no longer eat it. "I didn't know why, nor did he," says Rachins. "As the years went by, I learned why he couldn't eat any food that contained gluten. At the time, though, his was a rare case of celiac disease—the only one I knew." Now the world is more celiac-savvy with gluten-free sections in grocery stores and menu options in restaurants. But a gluten-free diet is not enough, according to a number of recent studies. "People with celiac disease have double the risk of osteoporosis, 20 times higher rates of anemia, and 40 times greater risk of intestinal cancer than the general public," according to Rachins, who started CeliAct with Libach after working with a team of medical professionals. The supplement is designed to complement a gluten free diet with vitamins, minerals, and other nutrients that could help deal with the challenges of celiac disease.



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Andrew Gould '10
Company: My Outdoor Activity
Founded: 2010
Website: myoutdooractivity.com
Email: andyggg@yahoo.com

About: Think of My Outdoor Activity as a conversation starter—a bumper sticker company that could help you make new friends. "The idea behind the bumper stickers is for people to advertise the outdoor activities they participate in," says Gould. "The stickers serve as a good way for people with similar interests to meet each other if they see another car with the same sticker(s)." The idea is catching on quickly around New England, according to Gould. "We sold several thousand stickers in the first six months," he says. "I see my stickers on cars driving down the road quite often." The stickers are sold at convenience stores, bike shops, skateboard shops, ski shops, outdoors stores and snowboard stores all over New Hampshire, as well as in Boston, Vermont and North Carolina. "I plan to keep spreading across the country," says Gould. Stickers can also be purchased on the company's website.



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Hannah Johnson '13 Don Turner '13
Company: Gnarley'Nola
Founded: 2010
Facebook: www.facebook.com

Hannah Johnson '13 and Don Turner '13 started a company called Gnarley'Nola after receiving packages containing "really good granola" from Turner's mother while on a hiking trip. Gnarley'Nola can be found on campus at Wildcatessen, MUB Union Court, Philbrook Cafe, Durham Marketplace, Newmarket Farmer's Market. Their newest creation is called Mountainous Munchies.




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