You see that business idea taking shape in your mind. You’ve sketched out plans, run the numbers, even imagined what your logo might look like. But something holds you back—perhaps it’s the comfort of your current job, the fear of failure, or wondering if you have enough experience to succeed.
Tony Clark sat in that same spot, watching a business seminar on his computer screen while working as a sales representative. The difference? He chose to act. Today, his company, National Industrial & Safety Supply (NIS Supply), serves Fortune 500 companies and government agencies across the United States. His journey from sales representative to CEO reveals a straightforward path anyone can follow—no special connections or million-dollar investments required.
The Path to Independence
Clark’s journey in the industry began at age 16 as a sales representative for a small safety supply company in Washington. Over the next 15 years, he built a foundation that proved invaluable. Already experienced in managing a sales team and running an office, he found the transition to operating his own business relatively seamless. His prior role had equipped him with essential skills in communication, management, and negotiation. Even tasks like handling payroll and paying bills were familiar territory, making the administrative aspects of running NIS Supply more manageable.
The decision to start NIS Supply came during an ordinary afternoon. While watching a business seminar and writing goals for his sales position at Northwest Contractors Supply, Clark noticed something important. His ideas about fair prices and quality products didn’t match his employer’s business model. “I spoke with the owners of the company I was working for and expressed my feelings and vision to them, and they told me that they were not interested in changing how they did business,” Clark recalls. “So I started my own.”
Building the Business
The path to the first sale started with a phone. “My first $1,000 in sales came through telemarketing,” Clark shares. “Using a well-crafted script, we would engage customers, build rapport, and introduce them to our safety products.” This early experience revealed an unexpected insight: “I was always surprised by how many people preferred speaking directly with a sales representative and placing their orders over the phone. It was a great reminder of the value of personal connection in building trust and driving sales.”
Starting a business brought its own set of worries. His solution came from looking toward his future: “To overcome that fear, I focused on the bigger picture: envisioning my future if I didn’t take the leap. The thought of not pursuing my dreams and potential was far more frightening than the risk of change.”
Managing cash flow proved to be one of the biggest challenges. Clark lived on a tight budget as the business slowly grew, reinvesting every penny into the company. “There were weeks when I was certain we wouldn’t have enough to cover payroll and I would need to reach out for some awful high-interest loan, but then a payment would come through—just enough to keep everything running,” he reveals. This constant balancing act taught him resilience and resourcefulness.
Startup Stories
Lessons Learned and Looking Forward
Through experience, Clark developed a distinctive philosophy about running a business and managing people. “I would much rather have an unskilled employee who is dependable and teachable than one that comes with prior experience but is unwilling to change their methods or take direction,” he explains. His hiring criteria are straightforward: candidates who show up for the interview, demonstrate trainability, and can work well with the existing team.
He also challenges common beliefs about business ownership. “One of the biggest myths is that you must control everything at all times and work an excessive number of hours each week to run a successful business,” he says. Instead, he advocates for creating simple, efficient processes that can be taught to employees, allowing owners to focus on strategic growth.
For those looking to start a business in their field of experience, Clark emphasizes the importance of vision and preparation: “Start by creating a crystal-clear vision of what you want your business to look like and how it will operate. How will it be different from where you got your experience? Write it down in detail—every aspect of how it will function, its goals, its values.” He also stresses the value of continuous learning: “If I could go back in time, I would tell myself to prioritize reading more books and actively seeking wisdom through every available resource—whether it’s the internet, audiobooks, or other learning platforms. Knowledge truly is power, and the more you pursue it, the more it can transform your life.”
Today, NIS Supply operates from Olympia, Washington, providing safety supplies, tools, and industrial supplies nationwide. Clark maintains ambitious goals, including purchasing a warehouse and importing products directly. He’s particularly excited about his newest initiative: “We are excited to begin selling our products online and using the internet as a tool to grow our sales volume,” he says. His journey shows what’s possible when vision meets perseverance, proving that with the right mindset and dedication, the path from employee to entrepreneur is achievable.
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