Full Bio

Rob has earned his reputation as a Growth Catalyst by pioneering new markets throughout his career. His education and early experience as an engineer stoked his enthusiasm for innovation. As he began his sales career, Rob decided that he needed to find new applications for his products in order to be truly remarkable in a crowded field and thus create opportunity where none existed before. While this strategy helped to make Rob a top performer in the field of specialty chemical sales, he aspired for more. So, in 2002 he began to transform himself from a salesman into an entrepreneur. This process culminated with the formation of On The Spot Games® in 2003.
Rob envisioned On The Spot Games as the first name in family-friendly entertainment for over-scheduled families on the go. With no prior experience in consumer products, Rob conceived and produced the company’s first product in 2003. DidYa Know® was an award-winning card game designed to promote family fun through storytelling, The game was produced and packaged for retail sale through specialty retailers in the US. However, Rob felt that adding one more game to the jam-packed game aisles in retail stores would not accomplish his goal of entertaining busy families.
In 2005 Rob began work on a distribution system that would deliver games directly to families in the social settings where they were likely to play and enjoy them. He identified casual restaurant chains as an ideal place to reach his target audience and so he set out to adapt On The Spot Games’ products to the challenging environment of a busy restaurant. Rob adapted DidYa Know and several other games for play in casual restaurants by working with development partners such as Pizza Hut and Red Robin Gourmet Burgers. In 2006, he debuted a full line of Fun On The Spot™ restaurant games at the National Restaurant Association trade show in Chicago, IL.

Before endeavoring on his entrepreneurial journey, Rob was a top-performing salesman. In 1992, Rob accepted a sales position with KR Anderson Company, a distributor of engineered chemicals. Rob was promoted to Branch Manager in 1994, managing sales and operations for the Pacific Northwest region. He focused on increasing sales by creating new value-added services, expanding market share and developing new applications for the company’s products. Under Rob’s leadership, the region experienced 5 years of double-digit sales growth, resulting in $7 million in sales in 1999 contributing to total company sales of $55 million. Also, his region led all others by generating a record-setting gross profit margin of 29%.
Rob strived to round out his business skills while still achieving his goals at KR Anderson. So he enrolled in Seattle University’s Albers School of business to pursue his MBA in 1994. He graduated from the program in 1997 with a GPA of 3.5.
Rob continued to prospect new business opportunities for KR Anderson during the recessionary economy during the early 2000’s. His efforts spawned new business in many new markets, including a partnership with Eldorado Stone, Inc. of Carnation, WA to develop a new molding technology for faux stone facades for the building industry. Eldorado Stone quickly became one of KR Anderson’s largest customers, generating over $5 million in revenue in 2005.

Rob was working as a manufacturing engineer in 1989 when Robert McKeown Co, a chemical distributor, recruited him into his first position in sales. As the Area Manager for New York State he developed his skills for planning and executing sales strategies. During the next four years he learned to use his technical skills to develop new applications for his OEM customer base. Rob quickly became the company’s top salesperson, as he lead the company in sales and gross profit margin in 1990. He continued to perform for Robert McKeown until 1992, when he and his new bride decided to improve their quality of life by relocating to Seattle, WA.

Rob’s past life experiences include selling ice, cookware and used cars. He’s played drums for a new wave cover band and ridden his bicycle up the Tour de France’s legendary Alpe D’ Huez. He and his wife Barbara live an active, playful life with their twin boys Jason and TJ (age 9) in a grand old house in Seattle’s Ballard neighborhood. He planted his first organic garden this year.
Among his many passions, Rob thoroughly enjoys a challenging climb on his bicycle, belly laughs with the kids, tasty wine and food pairings and grabbing a beer with the guys.

First Interview in the Books

I had a first in-person interview with the recruiter for Caffe' Vita yesterday. Overall, I was pleased with the results of my preparation and my performance during our conversation. My interviewer didn't spend too much time with canned interview questions and got right into the meat and potatoes of the position, which was right in my wheelhouse.

A few observations worth noting for the future:

• Matt Youngquist suggested that I prepare a spreadsheet to address each of the requirements listed in the original job posting and it was quite useful. In fact, after my interviewer asked about it, we read through the entire document together. I will definitely be using that again in the future.
• There was a gap of a week or so in between my phone interview and the callback for the interview, which was scheduled for the next day. I was caught a little short on research for the interview because I had decided to wait for the callback before investing the time. I think I'll do some partial research ahead of time for the next one, especially if I'm as interested for the position as I am for this one.
  
• I opted for a post-interview Thank You note by e-mail instead of snail mail because the decision was going to be made only 2 days afterwards. Not my preference, but I couldn't risk the note sitting unopened while they made the callback decision for the next interview. Sending an e-mail did allow me to include a copy of the job requirements spreadsheet, though.
• I caught my interviewer off guard by asking her what she could tell me about my competition. There was an uneasy moment, but she went on to describe the number of applicants, their range of experience and how many she expected to recommend for the callback. It was good information and I don't think asking the question hurt my chances any. Though, I could see posing the question creating a problem with a different interviewer. Will proceed with caution with that question in the future.
  

Rob Mathewson Resume

Objective To join a solid team that has remarkable products and a story that needs to be told.

A Catalyst for Growth
Rob is a 20-year sales and marketing veteran with a talent for blazing trails to new market opportunities. His diverse background includes experience with consumer and industrial products. Rob has a proven talent for creating new, profitable applications where none have existed before. He has an infectious enthusiasm for his causes, whether acting as an internal champion or as an evangelist in a new market.

Career Skills/Knowledge
o Business Development
o Consumer / Industrial/ Engineered Products
o Brand Development – Package Design
o Sales Leadership
o Product Evangelizing – Spokesperson
o Entrepreneurship – Business Planning
o Guerrilla/ Internet Marketing
o Game Design – Market Testing
o Silicone/Epoxy/Urethane Applications Expert
o Tech Liaison

Career Experience

On The Spot Games, Seattle, WA 3/02 – Present
Founded game startup company to promote family communication through fun and play. Explored and executed a variety of new opportunities for delivering games to families and friends in social situations.

Big Picture Guy
o Designed company’s first award winning card game, DidYa Know®, released in 2003.
o Developed new distribution channel for games in casual restaurants, securing development partnerships with Red Robin and Pizza Hut.
o Commercialized over a dozen toys and games.
o Managed full product development cycle of original game designs and third party designed games.
o Designed and executed marketing plans for games and toys at industry trade shows.
o Promoted On The Spot Games through email newsletters, blogs, PR and Google AdWords.
o Designed and maintained FunOnTheSpot.com including e-commerce pages.

KR Anderson, Inc. Kent, WA 2/93 – 12/04

Branch Manager 4/94 – 12/04
Responsible for managing sales and operations teams in support of $7 million region. Responsibilities included new business development with Key Accounts and liaising with KR Anderson suppliers.

Technical Sales 2/92 – 4/94
Sold specialty chemicals to OEMs in the state of Washington. Identified and closed new opportunities. Grew territory sales through increased market share and the promotion of value-added services.

Achievements/Knowledge
o Grew Sales from $1 million to $7 million during 7-year period ending in 2000. Generated second highest sales dollar growth during that period with highest gross profit of any territory. Became first salesman ever to achieve greater than 29% gross profit for a sales year.
o Developed new silicone mold making business for making faux stone facades for the building industry. Resulting annual revenue climbed from zero to $5 million in three years. Coordinated efforts of silicone rubber supplier’s global marketing and operations teams in order to ensure availability of raw material for this new business to flourish.
o Negotiated supply agreements for key accounts including Boeing, Hewlett Packard, Fluke and Solectron, each generating annual sales of $200K - $500K.
o Developed a new fabricated parts business that generated over $200,000 in sales in the program’s first year. This lead to the formation of a new fabrication division at KR Anderson, which average 40% in gross profit margin vs. 27% for the rest of the corporation.
o Secured regional exclusivity for Alpha Metals in the Pacific Northwest in 1997. Recognized by Alpha Metals for excellence in customer service and technical proficiency.
o Initiated e-commerce restructuring in 1999. Led cross-functional team for planning and implementation of new B2B services. New web-based capabilities led to a 20% improvement in customer service productivity as measured by increased order count per CSR.
o Started auto-replenishment service for major electronics manufacturers in the Puget Sound area contributing $700K in high-margin revenue to the region. This program became the model for similar services offered company-wide.
o Developed expertise in the selection and application of adhesives, coatings and potting compounds, as well as gaskets and compounds for EMI shielding and thermal management for use in electronics and aerospace applications. Recognized by customers as a key resource for new designs and troubleshooting production problems.
o Selected as member of KR Anderson President’s Advisory Council to consult on policy decisions regarding corporate strategy, bonus programs, e-commerce, operations and supplier relations.

Chemgrate, Woodinville, WA 10/92 – 2/93
Regional Manager
Managed distributor network for manufacturer of fiberglass floor grating.

Robert McKeown Co., Branchburg, NJ 4/89 – 10/92
Area Manager
Sold specialty chemicals and engineered material to OEM’s in New York State territory. Provided technical applications support. Lead all sales territories in sales revenue from 1990 to departure in 1992.

Fairchild Weston, Inc., Syosset, NY 9/86 – 4/89
Manufacturing Engineer
Provided engineering support for manufacture of military countermeasures and reconnaissance cameras.

Education

M.B.A. Management, Entrepreneurship Dean’s List Seattle University 1997
B.S. Manufacturing Engineering Dean’s List Boston University 1986

Software

Super-proficient with MS Office. Handy with Adobe Design Suite including Illustrator, Go Live!, InDesign and Photoshop. Intuit QuickBooks.

Blogs

Career Blog: http://robsnewchapter.blogspot.com/
Fun and Family Issues: http://robonthespot.blogspot.com/

Community

Woodland Soccer Club Head Coach, Boys U-10 2007
Woodland Soccer Club Referee 2005, 2006
Salmon Bay School Auction Committee 2005, 2006

The First Application is on its Way!

Sent in my first resume/bio package to Cranium today for a marketing head position.
The chase begins!

Now that my marketing materials are complete (still awaiting a logo design from Design Outpost) I will begin the cyclical process of filling the sales funnel with opportunities through research and networking and then taking the steps necessary to nurture those opportunities along until one of them blossoms into a new career.

The Objective

I've never been a proponent of an "Objective" statement at the start of a resume'. My thinking has always gone somewhere along the lines of "Why should I limit myself" or "Isn't it obvious? I'm a sales guy!"

Well, that philosophy has expired. I know what I want to do and I am not going to risk any misinterpretation by those who take the time to read my resume'. I want to clearly communicate my intentions, my objective, in order to immediately set the tone for the reader.

Objective: To join a solid team that has remarkable products and a story that needs to be told.

Now let me tell you why I'm worthy of being on your team...

The 800 lb Gorilla

Even though I haven't had my first interview yet, I can anticipate that the question that will weigh on any prospective employer's mind when they see that the company that I founded closed its doors will be "Why?"
As any entrepreneur can attest, answering this question is gut wrenching. But, nonetheless, as difficult as it is for me to answer it's absolutely vital for a would-be employer to receive a satisfactory answer. After all, for all they know I blew my investors' money on a new boat and took off to Cabo.
After plenty of soul searching, I can honestly say that On The Spot Games failed because its products were not remarkable. For all of my best efforts to change the world and give families and friends a truly unique and rewarding game experience, the products fell short. If done properly, my games would have captured imaginations and delivered "Aha!" moments immediately after opening the box. But, no. That didn't happen. At the end of the day, even though I was able to get my games into the hands of senior executives from major restaurant chains and key retail buyers from the best stores, the cards in the box didn't live up to expectations.

If I were to do it again, On The Spot Games would not start as a one-man show. I wouldn't go much past the concept stage without a starting team that included a shining-star creative person and rock-solid ops/finance person. Before, I thought I could work with quasi-commitments from contractors working for equity. Wrong. If people aren't sold enough on the concept to get on board, then either they are the wrong people or the company isn't worthy. Either way, the concept's a non-starter.

The Coach

Yesterday, I had a 2-hour kickoff meeting with my new career coach Matt Youngquist of Career Horizons. I chose to work with Matt based on a referral from a close friend and my observations of the work they did together during the previous year. As someone who has had a successful sales career, I knew that I had the skills necessary to promote myself to prospective employers. I'm looking to Matt to provide the industry expertise and experience that will allow me to hit the ground running and make the most of this opportunity to start a new career.

A few takeaways from our meeting:

• This career blog is somewhat unique as a job search tool. Making it a good example of my ability to find new applications for existing technologies.
• My current bio establishes me as a "game guy" more than a "growth catalyst". I'll need to restructure the content so that the emphasis is placed on the latter.
• The language of my resume is a bit "edgy" and might put some people off. - i.e. it will stand out in a crowd causing some to dismiss it and others to be intrigued because of it. That's OK by me. If you're going to be remarkable, you can't expect everyone to love you. Thanks to Seth Godin's Purple Cow for driving this point home for me.
• I am branding myself as a Growth Catalyst and will focus and these specific abilities to drive home my point:

1. I can visualize new market opportunities where none existed previously
   
2. I can adapt existing products to succeed in those markets or envision new products when adaptation falls short.
3. I have an infectious enthusiasm to suits me well when evangelizing the resulting products from item 2.
4. I can lead the troops in the cause, motivating seasoned sales vets or training and directing rookies.
5. Finally, I can look the CEO of my next company in the eye and tell him/her that I know from first hand experience what it's like to weather the scrutiny of investors. My new CEO boss can count on me to bring that sense of responsibility to the office with me every day. My decisions and actions will be scrutinized for the value that they add to the company and thus improving the return to the shareholders.
   

A Refinement

Continued refinement of On The Spot Games story. I've added a brief account of an early course correction that I made in order to achieve my original goal of entertaining busy American families :
"Rob felt that adding one more game to already-crowded game aisles in retail stores would not accomplish his goal of entertaining active families...(h)e identified casual restaurant chains as the perfect place to reach "families on-the-go" and set out to adapt On The Spot Games’ products to the challenging environment of a busy restaurant. "

Enter the Field Marshall

A recent discussion of the Myers-Briggs assessment with a friend piqued my curiosity, as it's been over 10 years since I last took the test. Thanks to the wonders of the Web, one no longer need pay a career consultant to administer the test I was the case the last time around. Within a few moments I had Googled, taken and gotten the results of the test. I'm a ENTJ, which was a change from the ENTP that described my in the 90's.

What's it mean? According to the profile that accompanied the results, my personality type is known as a "Field Marshall." Among the traits included in the profile that I found most relevant were the Field Marshall's are "bound to lead others" and that they are better suited to improving existing organizations than establishing new ones.

I wish I knew that last one three years ago before embarking on my odyssey into the game world.

Crafting the Message

One of the lessons I learned while founding On The Spot Games was the best way to craft a message is by telling it over and over while making corrections along the way. I began crafting my new career message today at the monthly breakfast meeting of the Northwest Entrepreneur Network. What I learned today:

• I need to work on my response to questions about my on-line marketing experience.
• There's a new book called The 4-Hour Work Week that might be useful in helping me formulate my objectives for my next career.
• One of my biggest challenges will be explaining my experience in founding and running OTSG without breaking into an analysis of what went wrong.
  

Opening Salvo

What to do next? That's the question I'm asking these days and I plan to use this space for thinking out loud to come up with a solution. I've been reviewing my journals of the past 5 years in order to create a list of lessons I've learned along the way (in no particular order):

• A good startup can operate from a cogent executive summary. Biz plans should be re-written and broadened as traction increases. Jumping too far ahead wastes resources if your not fully prepared to answer the necessary questions.
• Actions speak louder than words. If courting a new employee or investor, gauge their enthusiasm by the promptness and thoroughness of their work. If they're not excited, they're not worth your time.
• Consultants, attorneys and other service providers are very good at telling you what you want to hear. As an entrepreneur, you should selectively extract the information you need from these sources and discard the superfluous accolades. They don't help you get to where you want to be.
  
• Strive to be remarkable and prune that which is not.
• Don't squander the good will of a new prospect by using him/her as a sounding board for half-baked ideas.