Be the Boss

Be the Boss is a compilation of lessons learned throughout my professional life. AlthoughIve started many businesses, my greatest success was founding Medicine ShoppeInternational, Inc., a franchisor of more than a thousand retail pharmacies, with 2004collective revenues in excess of $2 billion. In 1995, Cardinal Health (NYSE: CAH) acquiredMedicine Shoppe in a transaction valued at approximately $360 million. Every business I started was exactly that, a startupand all startups are small businesses. Some grow big. Some start off with a vision to become big but never achieve it. Otherssimply continue to grow because they are operated correctly, have a great mission, andtake on a life all their own. Ive been fortunate enough to have been involved in several public offerings, all of which started as small businesses. I have created this guide for those who want to start a new business, purchase an existingbusiness, or buy a franchise. Each of these endeavors requires unique skillsand presentsunique challenges. By following my practical recommendations, you should be able tomaximize each business opportunity and reduce risk. If Id had a book like this beforestarting my fi rst business, I could have saved lots of money not to mention manysleepless nights!Because most businesses involve some type of sales, I have included a section on theselling process. My sales philosophy has served me well throughout my business career. These proven principles and practical techniques can help you dramatically increase yoursales.