Less pivot, more mountaintop

Erik Viafore, the CEO of Mountains Plus Outdoor Gear is Mr. Focus. His small Seattle-based start-up has seen 237 percent three-year sales growth by focusing on core competencies: delivering excellent gear, emphasizing customer service, and tending to vendor/supplier relationships. Since founding the company in 2003, Viafore has clearly kept his eye on the mountaintop. So much so that the 2012 INC Magazine 500/5000 rankings listed Mountains Plus at  #64 in retail, #24 in Seattle, and #1,301 overall.

Though there have been temptations along the way to “pivot so much we’d end up going in a circle,” as Viafore puts it, he chose to step back from an extremely successful product line in the economic downturn of 2008 to stay true to the “outdoor gear” of Mountains Plus’s core mission. Car rooftop rack boxes had been selling like crazy, but Viafore recognized that shipping them all over the country was not a smart business decision.

Viafore’s experience in the 1998 Business Plan Competition with “Personal Jukebox” won his team second place. The process, he said, did two things: it “helped round out the rougher edges that younger entrepreneurs have,” and it drilled into his brain that an entrepreneur should “never undercapitalize his business.” What Viafore has loved about the growth of Mountains Plus, which has doubled its number of employees this past year, is the experience of “growing up” alongside a few now-great outdoor gear brands that were also very small and just starting out. “It’s fun to look back and see how much we’ve all contributed to one another’s success along the way,” he says.

Being named to the INC Magazine list (for the second year) certainly is a marketing boon, making Mountains Plus Outdoor Gear more credible in the eyes of its customers, vendors, and competitors. But, as Viafore wryly notes, “It also means my phone rings more often, with very cold calls.” Good thing he has his choice of gear and so many happy customers to keep him warm.

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