Low Risk High Rewards: Practical Prescriptions for Starting and Growing Your Business / Edition 1

Low Risk High Rewards: Practical Prescriptions for Starting and Growing Your Business / Edition 1

by Bob Reiss
     
 

ISBN-10: 0971384800

ISBN-13: 9780971384804

Pub. Date: 12/28/2000

Publisher: R&R

Through every step in his process, Reiss emphasizes how risk can be anticipated, managed, and significantly reduced.

Overview

Through every step in his process, Reiss emphasizes how risk can be anticipated, managed, and significantly reduced.

Product Details

ISBN-13:
9780971384804
Publisher:
R&R
Publication date:
12/28/2000
Edition description:
New Edition
Pages:
340
Product dimensions:
6.00(w) x 9.00(h) x 0.76(d)

Table of Contents

Forewordvi
Introduction1
1.Attributes and Skills for LRHR Entrepreneurship11
Passion
Curiosity
Work Ethic
Energy
Flexibility
Balance
Mental Toughness
Egotism
Greed
Building Trust
Integrity
Creativity
Communications Skills
Salesmanship
Decision Making
2.Numeracy45
Company Snapshot
Cash Flow
Product Cost Analysis
Break-even Analysis
Other Analyses
3.Managing Risk64
Thinking About Risk
Mitigating Risk
Staging Risk
Converting Fixed to Variable Costs
Getting Outside Advice: Mentors, SCORE, Incubators
4.The Idea80
Three Kinds of Ideas
Testing Ideas
5.Getting Started86
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 Company124
Planning
Culture
Managing Suppliers
Managing Professionals
Gaining Credibility: Publicity, Trade on Someone Else's Good Name
Licensing
7.Building Your Products151
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 Order174
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 Reorder212
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?"252
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 1Creating a Cash Flow Statement270
Appendix 2Attorney Letter re Knockoffs277
Appendix 3The R&R Case281
Appendix 4Interviewees316
Acknowledgments319
Index321
About the Authors328

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