Be the Boss

is a compilation of lessons learned throughout my professional life. Although I’ve started many businesses, my greatest success was founding Medicine Shoppe International, Inc., a franchisor of more than a thousand retail pharmacies, with 2004 collective revenues in excess of $2 billion. In 1995, Cardinal Health (NYSE: CAH) acquired Medicine Shoppe in a transaction valued at approximately $360 million.

Every business I started was exactly that, a startup and all startups are small businesses. Some grow big. Some start off with a vision to become big but never achieve it. Others simply continue to grow because they are operated correctly, have a great mission, and take on a life all their own. I’ve 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 existing business, or buy a franchise. Each of these endeavors requires unique skills and presents unique challenges. By following my practical recommendations, you should be able to maximize each business opportunity and reduce risk. If I’d had a book like this before starting my first business, I could have saved lots of money not to mention many sleepless nights!

Because most businesses involve some type of sales, I have included a section on the selling process. My sales philosophy has served me well throughout my business career. These proven principles and practical techniques can help you dramatically increase your sales.