The Duck Commander Family (17 page)

Working at Camp Ch-Yo-Ca was a lot of fun, but it was a nonprofit, so there wasn’t much room for financial growth. And with four kids to feed, I realized I probably needed to find another job where I could eventually bring home a little more bacon. I never really thought about making a lot of money—didn’t
really care, to be honest. I guess I always thought we should do it in reverse. Rather than go out and try to kill myself on a career while I was young and my kids were little, I wanted to be home with them more during that critical time. Then later, when they got older, I’d go out and try to do a little better for us. Korie and I didn’t have a ton of money, but we were happy, and we never let the balance of our bank account dictate our happiness. I learned a lot running Camp Ch-Yo-Ca and felt like I made a sizable contribution, but I came to a point in my life when I knew it was time to make a change. Duck Commander was starting to get bigger, so I went to Phil and asked him about working there.

“Oh yeah, come on board,” Phil told me.

“What am I going to do?” I asked him.

“We’ll figure something out,” Phil said.

He never even asked how much I made or needed to make. You gotta love Phil.

I ended up cleaning the yard at Phil and Kay’s house for about six months. I was just trying to learn as much as I could about the business, and Phil and Kay would give me little projects like constructing outbuildings and things like that. I poured concrete pathways between the buildings and tried to improve the work environment in the little ways I could. Kay was stoked to have someone do her “pet”
projects that she had been wanting since we were kids. And the fact that she had one of her sons doing it was even better. But I had a college degree, so I wanted to put it to use and be more involved in the business side of Duck Commander. At the time, we were making hunting DVDs, selling about ten thousand of them a year. More and more people were catching on to Duck Commander, and I thought we should start trying to take advantage of the exposure and popularity.

“Dad, I need to talk to people,” I told Phil. “I need to talk to our customers. I need to know what they’re thinking, what they’re buying, why they’re buying this, and why they’re buying that.” We didn’t have much money, so there was no marketing budget to speak of, which meant I needed to do it cheaply. We only talked to our customers when we went to shows around the country.

About that time, websites were getting more and more commonplace. I remember watching TV and every advertisement seemed to include a website address, where customers could go to learn more about the company and its products. I went to Phil and told him we needed a website, even though I really didn’t know how to get to one. By that time, Duck Commander was using the Internet for some of its business dealings, but down at Phil and Kay’s house, where the business was being run, the Internet access was spotty at best. It was, and still is, only accessible through satellite, and if it rained hard, you could forget it.

“If a man wants a duck call, he can pick up the phone and call me,” Phil told me.

Korie:
Phil told Willie he needed to go talk to my dad, Johnny, because he owned the website URL for Duck Commander,
DuckCommander.com
. Daddy had a background in publishing and realized pretty early that the Internet was eventually going to become the way in which companies sold their products to consumers. So he asked Phil if he ever intended to build a website, and Phil, of course, told him no. Over the years, Dad had helped Phil and Kay with the legal aspects of Duck Commander, like helping them file for patents and trademarks and borrowing money from the bank. Because Duck Commander was so seasonal—the company did really well during hunting season but sold very little during the summer—Phil and Kay sometimes borrowed money from my dad to get them through the slow times. Daddy always believed in Phil’s company and his products and felt they had a good thing going.

So Dad worked out a deal with Phil and Kay. They agreed to let him launch
DuckCommander.com
and would give him products like duck calls and DVDs to sell on the site as payment for the money they owed. Daddy sold them until he’d made enough money for Phil and Kay to pay him back, and then he started buying the products directly from them to sell on the website. Dad rented mailing lists, printed catalogs, and mailed them all over the country. He even launched the first
Duck Commander TV commercial in an area of California that was really big into duck hunting. The first commercial showed Phil, Jase, and Si shooting ducks in slow motion at pretty close range, and Dad received a bunch of angry e-mails from animal rights activists. It didn’t take them long to get over it, though. And he sold even more DVDs.

When Willie decided he wanted to get more involved with Duck Commander, he went to Dad to ask him to sell Duck Commander’s website and mail-order business to us. We paid Daddy a down payment on it and then paid him a percentage of the sales until we paid him back what it was worth when we bought it. Willie and I ran the website out of our house. At the time, I’d been working as the children’s minister at our church, so I left that job and ran the website from home while raising our children. Every night, I would wake up to feed Will or Bella a bottle and sit at the computer answering e-mails and filling orders. Every customer received a personalized e-mail from Willie or me.

I was taking full advantage of being Phil Robertson’s son. People would always e-mail me back and ask, “Are you really his son?” Phil had started this club called Duckaholics Anonymous, and it was like a twelve-step program for serious duck hunters. It was a great idea, but Phil kind of let it fizzle out.
We relaunched Duckaholics Anonymous and sold memberships to the club through the website. We’d send them newsletters, giveaways, and things to get them even more involved in Duck Commander. I would always answer the Duckaholics Anonymous members’ e-mails first, and we’d talk to them through the website. We tried to make the membership super exclusive. This was before Facebook, but we decided we really needed to be more interactive, so we’d publish a quote of the day or something fun like that, kind of like we do on Facebook now. This was also the time when Phil began doing a lot of speaking. He had spoken at a few church men’s events and the word was spreading. He got invited to speak all over the country. So we began posting those dates on our website so people could go hear him.

Korie:
We paid a company about $25,000 to completely overhaul the website. The new site included message boards, forums, and a complete online retail store. People would call the phone number on the site and thought they were calling a warehouse, but they were actually calling our house! We’d get phone calls at two o’clock in the morning from someone in California who wanted a duck call or T-shirt. We’d just wake up and take their orders. Daddy had put together an extensive mailing list of customers who had bought from him in the past, so Willie and I made up some postcards and sent them to about thirty thousand people around the country telling them to come visit our new site. Willie and I had some money
that we’d saved, but we were going into quite a bit of debt to make all of this happen. It was a risk, but one we knew we had to take.

I got a phone call from the post office one day, telling me I needed to come and pick up several thousand postcards that had been returned because of bad addresses. I didn’t even know how that worked. I found out that you have to pay for the ones coming back to you, but it was the only way at the time to clean up your list and know which ones were good and which ones weren’t. I went to the post office to pick them up and there were boxes and boxes of them. I loaded up my old Chevy Suburban and headed back to the house. Wouldn’t you know it? I pulled out in front of a car and it T-boned me just as I left the post office. I had a sick cut on my head, and the postcards went flying everywhere. There were pictures of Phil with the web address
DuckCommander.com
all over Highway 34 in Ouachita Parish. Some of them were even stuck to my head! Fortunately, I wasn’t seriously hurt, and the other people in the car were fine. We did end up getting sued by four people—which was odd, because there were only three passengers in the car that hit me! I could have easily died that day. I let the accident inspire me and realized the Lord let me live for a purpose. It was a reminder of sorts—“Life is short, son; make it count.” The wreck was my fault, no
doubt, but I survived, and not everyone walks out of a vehicle after getting hit by another car at seventy miles per hour.

Korie:
When the hunting DVDs came out every June, it was always a busy time. We would take preorders for the DVDs, and Willie and I would go to Office Depot and buy bubble envelopes and write every address by hand. While we were waiting for the DVDs to be finished, the envelopes would be scattered around our house, and we were trying to keep the kids out of them the entire time. Alan’s oldest daughter, Anna, had graduated from high school by this time and started working for us, helping package orders. She would get to our house in the morning and I would hand her a stack of orders I had printed out late the night before. I don’t know what I would have done without her. About this same time, Willie had started making a lot of trips with Phil to his speaking engagements. Willie would set up a booth wherever Phil was speaking, selling DVDs, hats, T-shirts, and other Duck Commander memorabilia. This further confirmed to Willie just how popular Duck Commander was becoming, and he began to realize that the company was capable of doing so much more.

At the bigger hunting shows I attended with Phil, I started talking to other companies about sponsoring our hunting DVDs. We already had some corporate sponsors, like Browning and Mossy Oak, but they weren’t paying us a lot of money. Realtree, which produces the world’s most popular camouflage,
decided it wanted to get more involved in the waterfowl industry. In one of their planning meetings, Michael Waddell (who worked for them at the time) suggested they do that by partnering with Duck Commander. Most of the folks in the meeting seemed to shrug it off and thought there was no way to get the Duck Commander guys. We had been with Mossy Oak for a long time, and they thought even trying to get us would be fruitless. But one of the guys there that day thought he would give it a shot and contact Duck Commander. He went to—what else!—the website to get the phone number to call us. That was Brad Schorr. Brad had just started working for Realtree and had been a fan of Duck Commander for a long time. To him, it seemed like a natural fit and was certainly worth a try. Brad was trying to make a name in the company and knew this could be just the thing to do that.