Interview

Kevin Harrington is renowned as the inventor of the infomercial, original Shark on Shark Tank, and a pioneering force in the As Seen on TV industry. With a storied career spanning over five decades, Harrington has accumulated a wealth of experience as a serial entrepreneur, boasting an impressive track record of generating over $6 billion in sales. From Fortune 100 behemoths to fledgling startups, Harrington has played a pivotal role in guiding companies of all sizes toward growth and success.

But Harrington’s journey began humbly, starting his entrepreneurial odyssey at the tender age of 11 by working in his father’s restaurant business. Today, Harrington’s commitment to family extends to his son Brian, whom he actively involves in business dealings, leveraging Brian to filter inquiries and opportunities.

Networking, a cornerstone of Harrington’s success, has been instrumental in his rise. He founded organizations like Entrepreneur’s Organization (EO) and Electronic Retailers Association (ERA) to foster networking opportunities, recognizing the transformative power of connecting with others. His experience shows the indispensable role networking plays in forging connections, fostering opportunities, and driving entrepreneurial endeavors forward.

Q: When did you first realize that you had a strong drive and interest in entrepreneurship?

When I was 10 years old I was exposed to the restaurant business through my father, who owned bars and restaurants. At the age of 11, I began working in his establishments, performing tasks such as bar packing, cleaning tables, and dishwashing. Over the following years, I found myself enjoying the work and the interactions with customers.

One particular moment stands out to me. I remember coming home from school one day, probably around 11 years old, in the fifth grade, and spending my weekends at the restaurant. It was a steakhouse with a catering hall and live lobster tanks, where I had the opportunity to meet various people from different walks of life. Despite my young age, I felt a sense of excitement and fascination with the business. I approached my father and expressed my desire to own my own business one day, to be the person running the show. He responded positively, expressing his willingness to mentor me and support my entrepreneurial aspirations.

While my father was supportive, my mother had different aspirations for me. She encouraged me to pursue a career as a doctor or lawyer, believing that these professions offered greater financial stability. However, I was determined to follow my passion for entrepreneurship, despite the contrasting opinions within my family.

Fortunately, I come from a family with diverse career paths. Both of my older sisters married professionals, one a doctor and the other a lawyer, fulfilling my mother’s wishes in that regard. With their paths already chosen, I felt empowered to pursue my own dreams of becoming an entrepreneur.

From a young age, I immersed myself in various business ventures. I started by sealing driveways and later ventured into the heating and air conditioning industry. As a college freshman at 18, I ran a contracting business that specialized in installing furnaces and air conditioning systems in homes and commercial buildings. I found great satisfaction in providing excellent service to our customers, offering free furnace cleanings and consultations to homeowners. This experience allowed me to hone my entrepreneurial skills and lay the foundation for my future ventures.

Q: It’s interesting how many times, new businesses are service-based businesses. It’s very entrepreneurial, easy, fast, and there’s no hard cost. Now that things you work on are more complex, what is it that excites you now?

I am a devoted family man. My wife and I have been happily married for 17 years. Additionally, I have two sons from a previous relationship, aged 35 and 26, who I see as the future of our family. My son Brian manages all the inquiries and communications that come my way. Whether it’s pitching for products, requests for assistance, or seeking investment or advice, Brian and his team handle these interactions on my behalf.

The volume of inquiries I receive is overwhelming, and I simply can’t engage with everyone personally. This arrangement allows me to support my son while ensuring that entrepreneurs still receive the assistance they need to build their businesses.

“ Networking has built my business. Without it, I’d be at a dead start almost because it’s something you can plan for right.”

Q: Is there something that came through recently that you’re excited about?

Yes, a gentleman came in, he was a captain on the TV show “Wicked Tuna,” which is owned by Disney, it stands as one of their most significant media assets. It has held the top spot as the number one TV show on National Geographic for 14 years. We’ve secured worldwide exclusive rights to all “Wicked Tuna” merchandise, ranging from food to t-shirts, fishing rods, and reels.

We’ve already launched in hundreds of military bases, offering a variety of food products. Additionally, we’re now expanding our reach by launching in Walmart, Sam’s Club, and QVC. With “Wicked Tuna,” we anticipate generating hundreds of millions of dollars in sales from our merchandise over the next several years. We’re incredibly excited about this.

Q: That’s a great asset there, and it enlightens you and our relationship. Speaking of relationships, how do you extract value from networking to establish great relationships in your business?

Networking has built my business. Without it, I’d be at a dead start almost because it’s something you can plan for, right? In 1987, a young entrepreneur, I ran into a few other young entrepreneurs and we said that we were networking. But how do we create more networking? Through an organization.

When I formed the Young Entrepreneurs Organization, now known as EO, Entrepreneurs Organization, we started with networking events every month, then transitioned to weekly events. We expanded from the US to Japan and Europe, and now operate in 55 countries and 160 cities, making us the largest entrepreneurial organization globally. Networking has been integral to our success.

I also founded ERA, the Electronic Retailing Association, with members in 100 countries, spanning from Iran to businesses worldwide in television production, infomercials, and media. We had notable members like Amazon and HSN, with hundreds and then thousands of members globally. I have a passion for networking and enjoy connecting with others in various settings. So, as we talk about networking, consider the Board of Advisors, you’ve built one of the most influential networking organizations in business history. Presenting for 20 minutes to hundreds of potential network members at Board of Advisors can yield valuable insights and advice.

I was reading up on sharks. I think it’s a sixth sense that sharks actually have: they can feel a movement miles away underwater. I walk into a room and I want to get to know the movers and the shakers because these are the people that you need to engage with. There’s a certain sequence you’ve got to follow.

Q: I know that about you! You love coming into a room, and you can sense like a radar where you need to be in the room and who you need to talk to. I watch you every quarter at our BA events. Speaking of BA, how did you get introduced to BA?

I think it was Anthony Amos. He was part of my network, Anthony was an incredible individual who always prioritized others. While he faced challenges in managing things efficiently, he was undeniably a connector. I remember once running into him at the Tampa airport late at night, where he greeted me with a warm smile. Incidentally, I found myself at the same airport last night at 1 AM, returning from Cincinnati after exploring an exciting business opportunity.

Q: You’ve been a part of BA for eight years now. If you had to pinpoint one thing that you absolutely love about the community, what would it be? What’s the driving force that keeps you coming back?

BA immediately appealed to me because I enjoy walking into a room filled with people. What’s even better is that many of the faces in BA are familiar to me from before joining the organization. This gives me the advantage of stepping into a room full of friendly acquaintances, which we can leverage effectively. It’s incredible to attend a meeting, make connections, and then witness the growth of a company from a few million to tens of millions in revenue within a short span of time. That is what I love doing. Not anyone can be a member of BA; you have to qualify.

Q: What would you say are some of the dos and don’ts when doing partnerships?

Well, first and foremost, a major “do” is to ensure that I don’t engage in deals anymore where I’m just paid for my advice without any equity opportunity. For instance, I recently received a proposal where someone wanted my advice but offered no equity stake. When you’re partnering with the right individuals, don’t hesitate to negotiate for a fair share. I’m not looking for a large percentage; even a small equity stake, like half a percent or a quarter of a percent, shows respect for my expertise and involvement. Ultimately, I don’t operate on an hourly wage. I bring over 50 years of entrepreneurship experience to the table, and I become an integral part of the team I’m partnering with. If you can get the right folks on your team, don’t be afraid.