HOW UNDERDOGS WIN
How Underdogs Win is the phrase Leon Trammell chose to title his book back in 2010, when he sat to tell his story and the stories of other seven entrepreneurs. Leon himself and the protagonists of the other success business stories, could have fit under the above definition of Underdog.
During his business journey and interaction with business people around the world, Leon observed that many of the successful ones, had not been born rich, or had graduated from the best colleges or universities, as a matter of fact many had not attended college, none had been voted “most likely to succeed” in their high school graduating classes and had not great connections. Also, none were an “overnight” success, no luck or “being at the right place at the right time”, they didn’t had great business connections either.
At first Leon took all these subconsciously, but over the years and as he became successful and profitable things like problem solving, hard work, smart work, diligence and customer service, became clear characteristics of Underdogs who had won. Last but not least, his travels for business as a BOARD OF DIRECTORS member of the U.S. Chamber of Commerce in many international missions. He has also brought to his attention the importance of the importance of a supportive business environment to entrepreneurial ventures, and he realized that indeed the United States of America was and continues to be the Land of Opportunity.
HOW UNDERDOGS WIN ALUMNI
The journey doesn't end when the final page of How Underdogs Win is turned; for our HUW Alumni, that’s exactly where the momentum begins. By internalizing Leon Trammell’s blueprint for grit and unconventional strategy, our graduates have transformed from resilient contenders into industry leaders.
Whether they are scaling startups into market disruptors or navigating the corporate ladder with a distinct competitive edge, these alumni prove that the "underdog" label isn't a limitation—it’s a launchpad. They continue to cultivate growth by applying Trammell’s core principles of relentless discipline and visionary thinking, turning every obstacle into a calculated milestone for their companies and careers.
Paula Marshall
Chairman/CEO
Bama Companies
As a trailblazing leader in the heart of the Sooner State, Paula Marshall has redefined what it means to lead a family legacy into the modern era. Serving as the CEO of Bama Companies (formerly Bama Pies), she transformed a regional Tulsa-based pie shop into an international powerhouse that produces millions of biscuits, pies, and snacks daily for some of the world’s largest restaurant chains. Marshall’s leadership is defined by a commitment to the "Bama Way," a philosophy that balances aggressive business growth with a deep focus on employee wellness and continuous quality improvement—a feat that earned the company the prestigious Malcolm Baldrige National Quality Award.
Beyond the boardroom, Marshall is a quintessential Oklahoman whose influence extends into philanthropy, education, and community development. Her journey as a woman at the helm of a global manufacturing giant has made her a sought-after mentor and a powerful voice for female entrepreneurship. Whether she is advocating for environmental sustainability in manufacturing or investing in the future of Tulsa’s workforce, Paula remains grounded in the values of hard work and integrity. Through her leadership, Bama Companies stands not just as a commercial success, but as a testament to the enduring spirit and industrial ingenuity of Oklahoma.
Markwayne Mulling
US Senator
for Oklahoma
Markwayne Mullin is the junior United States Senator from Oklahoma, having assumed office in January 2023 following a ten-year tenure in the U.S. House of Representatives. A lifelong Oklahoman and an enrolled member of the Cherokee Nation, he is the first Tribal citizen to serve in the Senate in nearly two decades. Before entering public service, Mullin built a diverse career as a businessman and athlete. At age 20, he took over his family’s struggling plumbing business after his father fell ill, eventually expanding Mullin Plumbing into one of the largest service companies in the region. His background also includes a professional career as an undefeated Mixed Martial Arts (MMA) fighter, a passion that led to his induction into the Oklahoma Wrestling Hall of Fame in 2016.
In the Senate, Mullin leverages his experience as a business owner and rancher to advocate for small business interests, energy independence, and rural development. He serves on several high-profile committees, including Armed Services, Appropriations, Health, Education, Labor, and Pensions (HELP), and Indian Affairs. His legislative focus often centers on reducing government regulations, enhancing national security, and addressing issues impacting Native American communities.
COURSE OVERVIEW
Chapter 1: Leon Trammell - Always Moving Ahead
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Introduction to Leon Trammell and his early life in Arkansas.
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Transition from farm life to working in manufacturing during the Korean War.
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Steps to becoming a successful entrepreneur in Wichita, establishing Tramco Inc.
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Discussion on the value of persistence and hands-on management style.
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Key lessons from early failures and successes.
Chapter 2: Horst Hiller - Crafting a Quality Life
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Horst Hiller's migration from Germany and initial work in the U.S.
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From cabinetmaking to building a business in aircraft furniture and interiors.
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The challenge of adapting craftsmanship to industrial production.
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The role of relationships and reputation in business growth.
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Reflection on career transitions and maintaining quality in business.
Chapter 3: E.B. Greenway - Taking Control
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E.B. Greenway’s journey from manual labor to owning a successful electric business.
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Overcoming challenges through self-education and adapting skills.
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Strategies for building a customer-centered business in a competitive field.
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Insights into the importance of resilience and adaptability in career advancement.
Chapter 4: Cobalt Boats - Building the Very Best
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Founding and evolution of Cobalt Boats, focusing on high-quality family boats.
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Strategic decisions that shaped the company's growth and market position.
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Handling economic downturns and maintaining a lean operational model.
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Emphasis on employee relations and community involvement.
Chapter 5: Jim Mullin - A Dirty Job and He Did It
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Jim Mullin’s entrepreneurial journey in plumbing and sewer services.
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Strategies for thriving in a market deemed undesirable by many.
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Expansion of business from Kansas City to Tulsa, overcoming personal and professional challenges.
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Lessons in resilience, workforce management, and customer service.
Chapter 6: Solomon Corp. - Transforming Futures
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The origins of Solomon Corp. and the transition from family farm to industrial success.
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The challenges of maintaining a business through generational changes.
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Strategy for handling technological shifts and market adaptations.
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Role of company culture in sustaining long-term business growth.
Chapter 7: High Touch Inc. - A Program for Success
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Early challenges and the founding of High Touch Inc. focusing on customized software.
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Evolution into a leading tech service provider in the rent-to-own market.
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Strategies for staying relevant in a rapidly changing tech landscape.
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The importance of customer service and continuous innovation in tech businesses.
Chapter 8: Paula Marshall at Bama Cos. - Innovation, a Tradition
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Paula Marshall's leadership and transformation of Bama Cos. focusing on innovation and quality.
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Transitioning the company's focus from traditional retail to supplying major food-service corporations.
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Emphasis on employee education, empowerment, and corporate social responsibility.
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The role of strategic planning and quality management in maintaining competitive advantage in the food industry.
Each chapter in the course breaks down the key entrepreneurial principles and industry-specific strategies employed by each business leader discussed in the book. This outline serves as a roadmap for exploring various aspects of entrepreneurship, business resilience, strategic thinking, and innovation.
THE LEON TRAMMELL SCHOOL OF SMALL BUSINESS
Leon Trammell, realized that the stories, although entertaining and certainly inspirational, were not able to educate the reader (even with the Blue Print for Success diagram), on basic but proven principles of how to start and run a successful small business. So, Leon asked a friend and business educator Frank Choriego to help him tie the actions and lessons from the stories in How Underdogs Win with the Blue Print for Success steps to make his book even more relevant to Small Business Owners in their business management activities. Then together they crafted a companion study guide for How Underdogs Win in Business book.
Leon Trammell – Advocacy, Public Roles and Achievements
Past Chairman of the Board of Kansas World Trade Center
Board Member of the World Trade Center – Wichita State University
Vice Chair of United States Chamber of Commerce, International Policy Committee
Member of the Transatlantic Business Dialogue
Member of President’s Advisory Committee
Board Member of the National Association of Manufacturing
Twice Winner of the World Trade Council Export Achievement Award
Twice Winner of SBA Export of the Year Award
Kansas Governor’s Export of the Year Award
U.S. Chamber of Commerce TradeRoots International Leadership Award
Member of President Bus's Export Advisory Committee
Member of TA Business Dialogue (by invitation and the only Small Business on the committee.
Regional VIce Chairman on the Wichita Chamber for 12 years.
Meet your Instructor
Frank holds a Bachelor in Business Administration from WSU and a Master of Science in Business Management from Friends University.
Frank has over 15 years of experience in various aspects of entrepreneurial activities; either as an Entrepreneur himself or a Consultant working with other Entrepreneurs. Frank has ample experience in but not limited to:
Business Plan Development
Marketing Plan Development
Financial Analysis and Projections
Operation and Process Analysis
Business Turn Around
Business Transitions (Exit Strategy, Succession Planning, Exit Execution)
Frank has also enjoyed corporate experience with Cargill Meat Solutions, TRAMCO and other for profit organizations including his own entrepreneurial ventures. Frank has been active in public economic development serving as the Associate Director of the Wichita State University SBDC and working with businesses in SC Kansas as Business Advisor and Consultant.