The Accidental Entrepreneur: How We Turned €3,749 into a €100 Million Business in Three Years

8/11/2019 The Accidental Entrepreneur: How We Turned €3,749 into a €100 Million Business in Three Years

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‑]ls ls ob omvnbturn jcci! Obm mcb“t jnalnvn @nrry“s kaolg thot lt wosoaa ob okklmnbt. Lt“s o toan c nfflcrt, nbthuslosg obm nbtnrprlsn. Nbfcy lt.‗

[nbotcr Enor`oa _ulbb, ecubmnr ce [upnrqulbb

‑@nrry Gurphy“s jcci shcws vlvlmay o rnstanss nbtrnprnbnurloa splrltlb oktlcb, rcg thn rn`nbnrotlcb lbltlotlvns lb hls botlvn Khurkhtcwb

vlaao`n lb bcrth Kcri tc thn oumoklcus nstojalshgnbt c thn @rnot@ossnrvlkn stotlcbs.‗

[nbotcr Gory Phltn, kc-ecubmnr ce Alr Khckcaotns

‑@nrry ls o obtostlk juslbnsspnrscb. ]ls jcci ls jcth lbtnrnstlb` obm

lbsl`htua, o gust-rnom cr oby juslbnss cwbnr. @nrry“s posslcb, krno-tlvlty obm mntnrglbotlcb orn lbsplrlb`.‗Jcjjy Inrr, kholrgob ce Lbscgblo, ecubmlb` pobnalst cb

Mro`cb“s Mnb obm romlc jrcomkostnr

‑Tosslcb obm lbtn`rlty orn twc c @nrry“s `rnotnst quoaltlns, quoaltlns vnry nvlmnbt thrcu`hcut hls aln obm thls jcci. L ycu osplrn tc cwblb`ycur cwb juslbnss, ]n Okklmnbtoa Nbtrnprnbnur wlaa lbsplrn obm snt

ycu cb kcursn.‗ Fchb Acwn, thn Gcbny Mcktcr



]hn Okklmnbtoa Nbtrnprnbnur

Hcw wn turbnm ₡;,0=< lbtc o ₡?44 glaalcbjuslbnss lb thrnn ynors

@nrry Gurphy



Mnmlkotlcb

]n Okklmnbtoa Nbtrnprnbnur ls mnmlkotnm tc gy wln, Mcrcthy9 gymou`htnrs, Blogh obm Mnlrmrn9 obm gy aotn pornbts, Foki (?<:4‛:444)obm Bcro Gurphy (?<:;‛:4?;).

L oasc mnmlkotn thls jcci tc Olajhn C“Znlaay, kcgglsslcblb` nmltcrot Crpnb Trnss9 Nlannb C“Jrlnb, gy nmltcr ot Crpnb Trnss9 obm gcstnspnkloaay Fcbothob [na, o rlnbm cr :8 ynors slbkn wn rst gnt ot thn

Lbtnrbotlcboa Mlrnkt Gorintlb` Kcbnrnbkn lb Gcbtrnoux, [wltznraobmlb Oprla ?<85. Plthcut Olajhn obm Nlannb“s lbtnrnst obm suppcrt obmFcbothob“s lbput, hnap, omvlkn, rnsnorkh su``nstlcbs obm nbkcuro`n-gnbt, ycu slgpay wcuam bct jn rnomlb` thls jcci.

@G



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Ojcut thn Outhcr

@nrry Gurphy hcams o Jokhnacr lb Elbobkloa [nrvlkns mn`rnn rcg^blvnrslty Kcaan`n Mujalb obm o Gostnrs lb Juslbnss Omglblstrotlcbrcg Ecrmhog ^blvnrslty, Bnw \cri, cr whlkh hn stumlnm ot thn LrlshGobo`ngnbt Lbstltutn. Hn oasc hcams ob Omvobknm Mlpacgo lb TujalkZnaotlcbs rcg thn Lbstltutn c Tujalk Znaotlcbs lb Lrnaobm. Oaa hlsstumlns wnrn kcgpantnm os o goturn stumnbt.

@nrry ls o Enaacw c thn Lbstltutn c Jobinrs lb Lrnaobm, hovlb` wcrinm

lb jobilb` cr :> ynors wlth Jobi c Lrnaobm obm Elrst Botlcboa Julamlb`[cklnty jncrn snttlb` up thn bct-cr-prct Khurkhtcwb Ulaao`nZnbnwoa rust lb ?<<0. Lb :44? hn wos bognm Kcri Tnrscb c thn \norcr hls ‘vlslcbory ruroa rnbnwoa lbltlotlvn“. Lb :44> hn cubmnm @rnot@osTntrcanug (Lrnaobm) pak. Hn hcams goby cthnr bcb-nxnkutlvn mlrnktcr-shlps obm wcris os ob lbtnrbotlcboa gobo`ngnbt snrvlkns prcvlmnr.

@nrry ls o crgnr mlrnktcr obm kholrgob c thn bct-cr-prctcr`oblsotlcb @uorobtnnm Lrlsh (o botlcboa jcmy prcgctlb` thn soan cLrlsh-gobuokturnm `ccms obm snrvlkns) obm crgnr kholrgob c thnNurcpnob ̂ blcb“s HNZGLN prcfnkt cr Lrnaobm. Hn wos oasc thn nxnk-utlvn prcmuknr c Jaccg, o noturn ag rnanosnm lb :44= josnm cb thnbcvna ^ayssns jy Fogns Fcykn.

]n outhcr“s rcyoatlns ercg thn soan ce thls jcci wlaa jn mcbotnm tcKhurkhtcwb Hlstcrlkoa & Hnrlto`n [cklnty.

www.okklmnbtoanbtrnprnbnur.gn



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Kcbtnbts

Mnmlkotlcb ........................................................................................... v Ojcut thn Outhcr ............................................................................... vlEcrnwcrm .............................................................................................. lxLbtrcmuktlcb ........................................................................................ xl

Tort L6 ]n @rnot@os [tcry ........................................................ ?? Hcw L Jnkogn ob Okklmnbtoa Nbtrnprnbnur ........................... ;

: Kcrbnrlb` thn Joaayjublcb Anttukn Gorint ............................ <; Kcbnsslcbs c o [nkrnt [l`bpcst Elttnr .................................... ?== ]n Eubmognbtoa Lbtnrkcbbnktnmbnss c Oaa ]lb`s ............. ?8> [trlilb` Cla .................................................................................. :;5 Acvn ot Elrst ]cu`ht ................................................................. :80 Pn Kcuam Fust Jn lb Juslbnss ................................................... ;>8 Lb whlkh Nvnrycbn Ls [urprlsnm ................................................ =?< Jntwnnb thn Krlspy Muki obm thn Iub` Toc Khlkinb .......... =0?4 :4456 ]lb`s Jnkcgn o Alttan Gcrn Kcgpalkotnm .................. >:?? Mnklslcbs, Mnklslcbs ([cgn @ccm, [cgn Jom) ...................... >8?: ^bmnr Ottoki ............................................................................... 5=?; :4486 ]n \nor c Alvlb` Mob`nrcusay ..................................... 04?= ]n Bl`ht c thn Clagob“s Joaa .................................................. 0>?> Phnrn Nxoktay Orn thn Kovoary3 ............................................... 8??5 Phnb \cu Mcb“t Ibcw Phot tc Mc, Mc Bcthlb` ................. 85

?0 Nplac`un ....................................................................................... 8<



Kcbtnbts

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Tort LL6 Hcw tc [tort o [ukknsseua Juslbnss wlth Hormay obyGcbny (Nvnb lb o Znknsslcb) ..................................................... <?

?8 Phy \cu [hcuam Znom Cb ........................................................ <;?< ]n Poy c thn Okklmnbtoa Nbtrnprnbnur ................................ <0:4 ]n Fcy c Juslbnss ..................................................................... ?4;:? Phot“s thn Jl` Lmno3 ................................................................... ?40:: Phy o Znknsslcb Ls thn Okklmnbtoa Nbtrnprnbnur“s Erlnbm ... ??5:; Hcw tc [tort o Juslbnss cb o [hcnstrlb` ................................. ?:::= ]n Nthlkoa Omvobto`n ............................................................... ?:0

:> Hcbny, L [hrubi thn Juslbnss Taob .......................................... ?;=:5 Krnotlvn Poys c Zolslb` Gcbny .............................................. ?=?:0 ]n Tortbnrshlp Mlanggo ......................................................... ?=8:8 ]n Nxtrocrmlbory Jnbnts Osscklotnm wlth Eolaurn ............. ?>::< ]n @nbtan Ort c Bn`ctlotlcb (obm Phy Lt Ls sc

Lgpcrtobt) ................................................................................... ?>>;4 Hcw tc Julam o [trcb` Juslbnss................................................ ?><;? ]n Tnrnkt Gorintlb` Taob ....................................................... ?50

;: Hcw tc [ukknnm Plthcut [naalb` .............................................. ?0<;; Gcbny, Gcbny, Gcbny .............................................................. ?85

Okibcwanm`ngnbts ............................................................................ ?<4Lbmnx .................................................................................................... ?<;



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Ecrnwcrm

]n Okklmnbtoa Nbtrnprnbnur ls os gukh ojcut thn outhcr“s ottnbtlcbtc mntola os lt ls ojcut jnkcglb` sukknssua lb juslbnss jy okklmnbt.Nquoaay, lt mngcbstrotns thn nssnbtloa khoroktnrlstlk bnnmnm tc jnsukknssua lb juslbnss, whnthnr jy okklmnbt cr mnsl`b, whlkh ls thnubrnglttlb` snbsn c posslcb cr thnlr juslbnss oktlvlty thot oaa sna-gomn sukknssua nbtrnprnbnurs hovn lb ojubmobkn.

@nrry Gurphy, tlgn obm oòlb, ubmnrnstlgotns hlgsna. Bct cbay

mcns hls jcci laaustrotn hls ottnbtlcb tc mntola, hn ls oasc nxtrngnay wnaacròblsnm wlth nxtnbslvn ibcwanm`n obm gobo`ngnbt silaas.

@nrry kcbkaumns thot julamlb` o juslbnss ls o krnotlvn oktlvlty obmsoys lt ls cbn c thn gcst nxkltlb`, lbtnrnstlb` obm oaa-kcbsuglbòktlvltlns thot cbn kob jn lbvcavnm lb. Lt ls o alntlgn kcggltgnbt,obm, oathcu`h goilb` o prct ls nssnbtloa, obm o gnthcm jy whlkh obnbtrnprnbnur kob gnosurn thnlr sukknss, L o`rnn thot lt lsb“t fust ojcutgcbny. Gcbny ltsna ls cbay o sgoaa port c thn panosurn mnrlvnm rcgjnlb` o sukknssua nbtrnprnbnur. @nrry sugs lt up whnb hn soys, ‘Pnorn lb juslbnss jnkousn wn acvn lt.“

Jut thot ls bct tc soy thot thnrn lsb“t o tlmn lb thn offlolrs c us oaa, lbthn wcrms c [hoinspnorn, thot, toinb ot thn ccm, anoms cbtc crtubnnvnb jy okklmnbt. Cut c nvnbts obm klrkugstobkns whlkh bc cbn kcuamprnmlkt cr lbmnnm kcbtrca, orlsn cppcrtubltlns thot o pctnbtloa okklmnb-toa nbtrnprnbnur wlaa jn thn rst tc rnkc`blsn obm toin omvobto`n c.

[lr Movlm Jorkaoy I[@



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Lbtrcmuktlcb

Ot >.;4 p.g. cb Erlmoy :: Oprla :44>, whlan L wos aalb` gy kor wlthpntrca, L jugpnm lbtc o juslbnss kcbtokt koaanm [nïb Anwls. Murlb` curjrln kcbvnrsotlcb, L gnbtlcbnm ob lssun thot hoppnbnm tc jn lrrltotlb`gn. [nïb“s rnspcbsn wos o kosuoa kcggnbt, thn scrt c rnpay cbn goinswhnb cbn ls lb thn glmman c mclb` scgnthlb` nasn, jut whot hn solm`ovn gn thn `nrg c ob lmno cr o bnw juslbnss.

Oathcu`h thn lmno lggnmlotnay rnscbotnm, lt snngnm ob okt c caay tc

toin lt oby urthnr. L hom bc rnoa nxpnrlnbkn c thn lbmustry kcbknrbnm,L wos wcrilb` oagcst uaa tlgn cb o bct-cr-prct prcfnkt thot wos vnrylgpcrtobt tc gn obm, obywoy, L mlmb“t hovn oby sporn kopltoa.

Obm ynt, hovlb` hom thn lmno, L slgpay kcuamb“t put lt cut c gyglbm. L thcu`ht ojcut lt cb thn mrlvn hcgn, os L aoy lb jnm thot bl`htobm whnb L owcin thn caacwlb` gcrblb`. Lb okt, L spnbt thot [oturmoywrltlb` up o vnry rcu`h juslbnss paob obm wcrinm cut o woy whnrnjy,cr o rnaotlvnay sgoaa cutaoy, L kcuam qulkiay mlskcvnr whnthnr thn lmnohom an`s.

L thlbi lt ls olr tc soy thot lt mlm hovn an`s. ]rnn ynors oenr lt wosaoubkhnm thn juslbnss wos turblb` cvnr ₡?44 glaalcb obm wos prcto-jan. Bct o jom rnsuat, kcbslmnrlb` thot gy lbltloa lbvnstgnbt wos ₡;,0=<obm L cbay nvnr wcrinm cr thn kcgpoby cb o port-tlgn josls.

]n purpcsn c thls jcci ls bct, hcwnvnr, tc shcw cffl gy nbtrnprn-bnurloa silaas. Eor rcg lt. Os ycu wlaa sccb bm cut, thn vnbturn wos o

kcgpantn okklmnbt, lt kogn kacsn tc kcaaopslb` cb snvnroa ckkoslcbs obmlts nvnbtuoa sukknss wos mnpnbmnbt anss cb gn thob cb thn kcgpoby“suaa-tlgn gobo`ngnbt. Gcrncvnr, gy juslbnss kornnr hos jnnb alttnrnmwlth nbcu`h olaurns tc lbstla lb gn o prcpnr snbsn c gcmnsty.



Lbtrcmuktlcb

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Bc, L og wrltlb` thls jcci lb thn hcpn thot lt wlaa nbkcuro`n cthnrstc toin thn paub`n obm caacw thnlr nbtrnprnbnurloa mrnogs. L lt lbsplrns

fust cbn pnrscb tc stort hls cr hnr cwb juslbnss, L wlaa jn sotlsnm. Ltgl`ht oasc jn usnua tc poss cb scgn c thn proktlkoa thlb`s L hovnanorbnm (cenb ot kcbslmnrojan ngctlcboa obm bobkloa nxpnbsn) slbkn Lòvn up o snkurn, wnaa-polm fcj obm pursunm gy cwb lbtnrnsts.

L usn thn wcrm ‘lbtnrnsts“ jnkousn oathcu`h L hovn nbfcynm aoubkhlbòbm gobo`lb` o bugjnr c whot orn rnnrrnm tc os ‘sgoaa tc gnmlug-slznm nbtnrprlsns“, L hovn jy bc gnobs kcbbnm gysna tc kcggnrkn.

Lbmnnm, oby juslbnss sukknssns L hovn hom kob oaa, wlthcut nxknptlcb,jn troknm joki tc whcaay bcb-kcggnrkloa oktlvltlns. ]n golb juslbnssmnskrljnm lb thls jcci, cr nxogpan, kogn rcg gy mnslrn tc rn`nbnrotnthn vlaao`n whnrn L wos jcrb.

L mcb“t wobt tc `lvn thn lgprnsslcb thot L og whcaay ublbtnrnstnm lbgcbny. L nbfcy thn snkurlty obm prlvlan`ns thot lt jrlb`s. Lt ls, hcwnvnr,lbklmnbtoa rothnr thob ob nbm lb ltsna. Phot nxkltns gn ls krnot-lb` scgnthlb` rcg bcthlb`, scavlb` prcjangs obm lgprcvlb` cthnr

pncpan“s alvns.L hovn bctlknm thot juslbnsspncpan whc orn prlgorlay mrlvnb jy

prct rnqunbtay kcgn ubstuki, cenb sccbnr rothnr thob aotnr. L mcb“tpaokn gukh lgpcrtobkn cb hovlb` o `ccm lmno, nlthnr. ]ls goy strlinycu os cmm, `lvnb thot L og goilb` sukh o uss ojcut thn kcbknpt thotoaacwnm gn tc julam up o ₡?44 glaalcb kcgpoby lb thrnn ynors, jutgcst juslbnss lmnos orn jcth slgpan obm ubcrl`lboa. [ukknss lb jusl-

bnss ls aor`nay ojcut nxnkutlcb. Nxnkutlcb ls o silaa thot kob jn okqulrnmobm, cr thls rnoscb, L og rgay c thn jnaln thot obycbn whc wobts tckob jnkcgn ob nbtrnprnbnur.

L stortnm wcrilb` cr gysna rnaotlvnay aotn lb aln. ^btla L wos =;, Lhom cbay hom twc ngpacynrs6 o jobi obm o julamlb` scklnty. Bnlthnrc thnsn cròblsotlcbs rnoaay nbkcuro`nm krnotlvlty, nxpnrlgnbtotlcbcr (lrcblkoaay, whnb cbn accis ot whot hos hoppnbnm lb thn bobkloasnrvlkns snktcr) rlsi-toilb`. L wos snt up cr o qulnt, kcbsnrvotlvn aln

wcrilb` cr ‘thn gob“ ubtla L rntlrnm obm thnb o qulnt, kcbsnrvotlvn alnubtla L mlnm. Jut o snrlns c ubkcbbnktnm, robmcg nvnbts khob`nm thnwoy L thcu`ht ojcut thlb`s obm ‛ wnaa ‛ thn woy L jnhovnm. L nbmnm



Lbtrcmuktlcb

xlll

up jrnoilb` rnn rcg kcrpcrotn aln obm `clb` lbtc juslbnss. Bc cbnkcuam hovn jnnb gcrn surprlsnm thob gn. L og, lb shcrt, ob nbtlrnay

okklmnbtoa nbtrnprnbnur.L rst stortnm ‘wrltlb` o jcci“ lb Ou`ust ?<<0 cb o oglay hcalmoy lb

Goato. Ot thn swlgglb` pcca L gobo`nm tc wrltn oagcst :4,444 wcrmscb o alttan Tslcb Cr`oblsnr obm thls tnxt wos nvnbtuoaay pujalshnm lb]n Obboas ce Khurkhtcwb lb :44>. ]ot pujalkotlcb obm thn stcrlns cthn noray lbunbkns cb gy aln lbsplrnm ]n Okklmnbtoa Nbtrnprnbnur . Lhcpn ycu nbfcy gy stcry.

@G

Kalki hnrn tc crmnr o Topnrjoki

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The Accidental Entrepreneur: How We Turned €3,749 into a €100 Million Business in Three Years

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