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Spread the Entrepreneurial Spirit

For special discounts on

ten or more copies of
The Business Start-Up Kit,
call Dearborn Trade Special Sales
at 800-621-9621, ext. 4410,
or e-mail [email protected].
You’ll receive great service and
top discounts.

For added visibility,

consider private labeling
of books with your
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We will also help you
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huge success.
This publication is designed to provide accurate and authoritative information in re-
gard to the subject matter covered. It is sold with the understanding that the pub-
lisher is not engaged in rendering legal, accounting, or other professional service. If
legal advice or other expert assistance is required, the services of a competent pro-
fessional should be sought.

Vice President and Publisher: Cynthia A. Zigmund

Editorial Director: Donald J. Hull
Senior Acquisitions Editor: Jean Iversen
Senior Project Editor: Trey Thoelcke
Interior Design: Lucy Jenkins
Cover Design: KTK Design Associates
Typesetting: the dotted i

© 2003 by Steven D. Strauss

Published by Dearborn Trade Publishing, a Kaplan Professional Company

All rights reserved. The text of this publication, or any part thereof, may not be re-
produced in any manner whatsoever without written permission from the publisher.

Printed in the United States of America

03 04 05 10 9 8 7 6 5 4 3 2 1

Library of Congress Cataloging-in-Publication Data

Strauss, Steven D., 1958–
The business start-up kit / Steven D. Strauss.
p. cm.
Includes index.
ISBN 0-7931-6027-8
1. New business enterprises—Management. 2. New business enterprises—
United States—Management. 3. Entrepreneurship. 4. Success in business.
I. Title.
HD62.5 .S79 2003
658.1′1—dc21
2002014170

Dearborn Trade books are available at special quantity discounts to use for sales pro-
motions, employee premiums, or educational purposes. Please call our special sales
department, to order or for more information, at 800-621-9621, ext. 4410, or write
to Dearborn Financial Publishing, 30 South Wacker Drive, Suite 2500, Chicago, IL
60606-7481.
Dedication
For M, with love
This Page Intentionally Left Blank
 Contents
Preface ix

PART I. Business Overview: A broad overview of business in general and

some ideas about what type of business might be best for you.

1. Business Overview 3
The pros and cons of starting a business
Understanding if you are an entrepreneur
Picking the best business

2. The Home-Based Business Advantage 19

The home-based business revolution
Risks and rewards
Setting up shop at home

3. Buying Franchises and Other Businesses 31

Would you make a good franchisee?
Finding the right franchise
Analyzing the franchisor and the opportunity
How to intelligently buy an existing business

4. Preparation, Production, and Distribution 51

Preparing your product for market
Test marketing your product or service
Producing a winning product

v
vi Contents

PART II. Getting Started: Begin to put the first pieces of the successful
business puzzle together.

5. Planning Your Business 63

Analyzing your idea
Understanding your potential market
Creating a winning business plan

6. Choosing Great Names and Locations 79

Picking a great name
Location, location, location

7. Licenses, Permits, and Business Formation 93

Understanding which form of business is best
Sole proprietorships and partnerships
Incorporation pros and cons
Licenses and permit requirement

8. Outfitting the Office 103

Automating your office
Choosing the right hardware and software
Phone, fax, and mail solutions

9. Show Me the Money 111

Figuring out how much money you need
Business loans made easy
Successfully attracting angels and venture capital
Even more strategies for finding the money

PART III. Opening Up Shop: Everything you need to know to get started—
in plain English.

10. Creating a Great Image 125

The elements of your winning image
Brochures and signs
Business Web sites made easy

11. Let the Numbers Do the Talking 135

Making a profit is the name of the game
Picking the right price point should not be difficult
Taking the risk out of accepting checks and credit cards
 Contents vii

12. Law, Taxes, and Insurance 145

How to find a good lawyer or accountant
How to hire great employees
Law and taxes made easy

PART IV. Business on a Shoestring: How to start and run a business without
spending a lot of money.

13. Bootstrap Financing 161

The bootstrap rules
Tapping other people’s money
Five more options for financing the dream

14. Setting Up Shop at Bargain Prices 173

Preserving your precious capital
Getting fixtures and equipment for almost nothing
Stocking the shelves for next to nothing

15. Growing Your Business without Big Bucks 183

Inexpensive advertising and marketing secrets
Web sites for less
Motivating without money

PART V. Growing Your Business: Proven advertising and marketing

strategies.

16. Successful Advertising Strategies 197

The importance of advertising
Understanding the options available
Creating a winning ad

17. Successful Marketing Strategies 207

Your successful marketing plan
Marketing tools you can use
How to easily generate publicity for your business

18. Caring for Customers and Employees 219

Customer service made easy
Training your employees the right way
Create a compelling mission
viii Contents

PART VI. Success Strategies: Secrets of Success.

19. Business Jujitsu 235

Understanding business jujitsu
Turning problems into opportunities
Mistakes you can avoid
Getting great advice

20. Business Success Secrets 247

Create a winning business recipe
Create multiple profit centers
Seven secrets of the great entrepreneurs

References 259
Index 265
About the Author 00
 Preface

Your own successful business can be many things. It can be your meal
ticket, ensuring the economic health of you and your family. It can be your
source of creativity, giving you an outlet for all of those ideas you have. It can
be your security, the comfort that comes from knowing that there is no boss
who can fire you. It can even be your pride and joy, an accomplishment that
you point to with satisfaction, knowing that you alone created it out of whole
cloth.
But more than anything else, I think that owning your own business and
being an entrepreneur is about freedom. Yes, the money that comes from a
successful business is great. And yes, being energized and enthused about
your day is special. Being free is priceless. If you do it right, you are free to
start whatever sort of business you want. You are free to start it where you
want, and free to work the hours you choose. You are free to make as much
money as you are capable of, without yearly limits or performance reviews.
But you will notice that all this only comes about if you do it right. When
you choose to become an entrepreneur, there are no guarantees. In large
part, whether you succeed or fail is up to you. So, how do you do it right?
Read this book. It is dedicated to helping you succeed. And unlike other start-
your-own-business books on the market, what sets this book apart is that it
offers a model of business success, a simple model that is easily duplicated.
It might help to think of your business as having two parts. The first part
is found in Chapters 1, 2, and 3 of this book—choosing and doing something

ix
x Preface

that you love to do. That is the “technical” aspect of the business. The den-
tist fills the cavities, the photographer takes the pictures. Practically every
business is set up to allow the owner to make money doing some sort of
technical work that he or she loves.
The second part of your business is everything else—the actual running
of the business itself. That is found in the rest of this book, Chapters 4
through 20. The dentist must network and bring in new clients, and the pho-
tographer must get referrals, bill customers, and generate leads. There are
myriad things that go into running the actual business, aside from doing the
“thing” that you love to do. When I talk about a model of business success, it
is all of these other things to which I am referring.
The vast majority of this book is dedicated to teaching you this second
part of business. If the dentist and photographer follow the model laid out in
this book, they will be free to spend more time doing what it is they love,
rather than worrying about the business. Do it right and the business will
take care of itself, and you, in turn, will be free. You can plug almost any
“technical” job into this business model and it would work.
The model is neither complicated nor complex. It is simple, easy, and
fun. Learn it and free yourself up to grow, make more money, and do what it
is you love. When you learn how to run your business properly, you get to a
point where the world will be paying you to do what you love most. And that,
as Alan Ginsberg once observed, is the real trick of life.

Acknowledgments
I would like to thank Jean Iversen for her patience and understanding. I
would also like to thank Maria, Jillian, Sydney, and Mara.
 P A R T

I
Business Overview
This section gives you a broad overview of business in
general and explores some ideas about what sort of business
might be best for you. It’s all here—home-based businesses,
franchises, starting your own business from scratch, buying
an existing business.
This Page Intentionally Left Blank
 C H A P T E R

1
Business Overview

Congratulations! The decision to start your own business can be one of the
best you will ever make in your life. Owning your own business should be an ex-
hilarating, inspiring, grand adventure; one full of new sights and experiences,
delicious highs and occasional lows, tricky paths and, hopefully, big open skys.
But to ensure that your business journey will be a fruitful one, it is im-
portant to understand all that becoming an entrepreneur entails. Therefore,
in Part I, especially in this chapter, you will get a broad overview of business
and its many forms and possibilities.

Pros and Cons

Many people start their business adventure dreaming of riches and free-
dom. And while both are certainly possible, the first thing to understand is
that there are tradeoffs when you decide to start a business. Difficult bosses,
annoying coworkers, peculiar policies, demands upon your time, and limits
on how much money you can make are traded for independence, creativity,
opportunity, and power. But by the same token, you also swap a regular pay-
check and benefits for no paycheck and no benefits. A life of security, com-
fort, and regularity is traded for one of uncertainty.
There are definitely pros and cons to starting your own business. To be
more precise, the benefits of starting a business include:

3
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