Foreword by Howard H. Stevenson
Introduction
1. Attributes and Skills for LRHR Entrepreneurship

Passion * Curiosity * Work Ethic * Energy * Flexibility * Balance * Mental Toughness * Egotism * Greed * Building Trust * Integrity * Creativity * Communications Skills * Salesmanship * Decision Making
2. Numeracy
Company Snapshot * Cash Flow * Product Cost Analysis * Break-even Analysis * Other Analyses
3. Managing Risk
Thinking About Risk * Mitigating Risk * Staging Risk * Converting Fixed to Variable Costs * Getting Outside Advice: Mentors, SCORE, Incubators
4. The Idea
Three Kinds of Ideas * Testing Ideas
. Getting Started
Starting Your Own Company Versus Buying an Existing One * Franchising * Direct Selling * Best Company Structure * The Business Plan * The Mission Statement * Getting the Money: Savings, Friends, Family, Banks, Leasing, Credit Cards, Factors, Venture Capitalists, Angels, SBA, Barter, Suppliers, Strategic Alliances * Getting the Right People * Locating Your Business * Insurance * Minorities
6. Building the Company
Planning * Culture * Managing Suppliers * Managing Professionals * Gaining Credibility: Publicity, Trade on Someone Else's Good Name * Licensing
7. Building Your Products
Profits * Product Ideas * Product Construction * Packaging * Pricing * Product Extensions * Product Knock-offs * Barriers to Entry * Product Testing * Product Timing * Products Introduction * Close-outs
8. Getting the Order
Who Should Sell * Preparing for the Sale * Defining a Sale * Effective Selling Techniques * Why the Buyer Buys * Using Sales Representatives * Selling Without a Field-Based Sales Force: Direct Response, Advertising Internet, Trade Shows
9. The Reorder
Getting Sell-Through * Word of Mouth * Advertising: Co-op Ads, Multiple Retail Listing Ads, Statement Inserts, Per Inquiry Ads, PR, Demos * Sales Training * Packaging * Events and Promotion * The Offer * Keeping the Customer Satisfied: Quality, Instructions, Service * Managing Your Inventory * Controlling Knock-offs
10. The Reassessment -- "What's Next?"
Defining Success * Five Options: Keeping Company As Is or Shrinking It, Growing the Company, Going Public, Selling the Company, Closing the Company * The Checklist
Appendix 1: Creating a Cash Flow Statement
Appendix 2: Attorney Letter re Knockoffs
Appendix 3: The R&R Case
Appendix 4: Interviewees
Acknowledgments
Index
About the Authors
 Meet Bob Reiss
 Read the Introduction
 Table of Contents
 Foreword
 Editorial Reviews
 Customer Reviews
 Endorsements
 Articles / Interviews
To Order
 Home

Low Risk, High Reward
PRACTICAL PRESCRIPTIONS
  FOR STARTING AND GROWING
YOUR BUSINESS

Bob Reiss
WITH Jeffrey L. Cruikshank
Foreword by Howard H. Stevenson

Paperback, ISBN: 0-9713848-0-0

List Price: $19.95

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


About the Authors | Introduction | Table of Contents | Foreword  
Editorial Reviews
| Customer Reviews | Endorsements
| Articles / Interviews | To Order | Home

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