Carlton Calvin: Razor. The wild rise, collapse, and reinvention of a mobile toy empire.
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Podcast Summary
In this captivating episode, Guy Raz takes us inside the mind of Carlton Calvin, the entrepreneur who transformed a random scorpion discovery into a toy empire. From manufacturing 200,000 scorpion slammers in his garage (24:00) to selling millions of Razor scooters monthly (49:53), Carlton's journey reveals the volatile nature of toy crazes and the instincts needed to spot them early. He shares how reading an LA Times article about Japanese adults riding scooters (40:12) led to partnering with the inventors and building Razor USA, only to watch sales completely collapse overnight (55:00) before rebuilding into something far more lasting—a lesson in how crazes can evolve into enduring brands through persistence and brand evolution.
Speakers
Carlton Calvin
Entrepreneur and co-founder of Razor USA, builder of a multi-product wheeled mobility empire spanning scooters, hoverboards, and electric ride-ons. Former law school graduate who pivoted to the toy industry, where he successfully navigated multiple crazes from pogs to fingerboards before striking gold with the Razor scooter phenomenon in 2000.
Guy Raz (Host)
Host and creator of "How I Built This" podcast, featuring in-depth interviews with entrepreneurs and innovators. Former NPR correspondent who has built the show into one of the most popular business podcasts, exploring the stories behind major companies and movements.
Key Takeaways
Master the Art of Spotting Cultural Shifts Early
Carlton's superpower wasn't manufacturing or marketing—it was sensing cultural movements before they exploded. He spotted yo-yos selling in random shops and knew a craze was brewing. (25:54) His approach: keep your eyes open, talk to everyone, and stay plugged into what's happening organically. This intuitive radar for emerging trends became the foundation of his multi-million dollar empire.
Embrace the "10-Year-Old Boy" Mindset
Calvin's secret weapon was never straying too far from his inner child. (17:24) He understood what captivated young minds because he retained that sensibility himself—sneaking into his judge's chambers to use the computer for video games. This authentic connection to his target market enabled him to spot winners like scorpion slammers and razor scooters that other executives missed.
Crazes Follow Predictable Patterns—Plan Accordingly
Every craze Carlton touched followed the same arc: explosive growth, market saturation, then sudden collapse. (55:21) The Razor scooter went from selling a million units per month to zero overnight when every kid in America had one. Smart entrepreneurs prepare for this inevitable end by diversifying products, managing cash flow conservatively, and never assuming "this time is different."
Convert Relationships into Competitive Advantages
Carlton's breakthrough came through sales representatives who provided instant nationwide distribution networks. (29:08) His relationships with major retailers like Toys R Us enabled him to transform small crazes into cultural phenomena by securing prime shelf space. Building deep, trust-based partnerships with distributors, retailers, and inventors became more valuable than any patent or manufacturing capability.
When Success Stops, Don't Fire Everyone—Evolve
After the Razor craze collapsed, Carlton's instinct was to fire his 50 employees and return to a skeleton crew. His partner Robert convinced him to keep the team and have faith in future innovations. (61:54) This decision proved transformative—the team developed electric scooters, hoverboards, and other products that turned Razor from a one-hit wonder into an enduring brand. Sometimes the best move is doubling down when everything looks hopeless.
Statistics & Facts
No specific statistics were provided in this episode.
