Essentials_of_Entrepreneurship_and_Small_Business_Management,_Global

CASE 6 • JAMES CONFECTIONERS—PART 1 699

To see how the company’s financial position changes over industry. The table below shows the value of each of the
time, Ivey calculates 12 ratios. She also compares James 12 ratios from last year and the industry median:
Confectioners’s ratios to those of the typical firm in the

Ratio Comparison James Confectionery
Confectioners Industry Median* 
Ratio
Liquidity Ratios Current Year Last Year 1.7
Current ratio 0.8
Quick ratio 1.86
1.07 0.7
1.0
Leverage Ratios 0.64 2.3
Debt ratio 1.71
Debt-to-Net-Worth ratio 2.49 4.9
Times-Interest-Earned ratio 23.0 days
33.5 days
Operating Ratios 4.75 2.1
Average Inventory Turnover Ratio 34.6
Average Collection Period Ratio 31.1 7.1%
Average Payable Period Ratio 2.17 5.6%
Net-Sales-to-Total-Assets Ratio 16.5%

Profitability Ratios 7.40%
Net-Profit-on-Sales Ratio 9.20%
Net-Profit-to-Assets Ratio 29.21%
Net-Profit-to-Equity Ratio

*from Risk Management Associates Annual Statement Studies.

“How does the financial analysis look for this year, last year? What factors are most likely to account for
Hon?” Telford asks. those changes?
3. How do the ratios you calculated for this year compare
“I’m about to crunch the numbers now,” says Ivey. “I’m to those of the typical company in the industry? Do
sure that rising chocolate prices have cut into our profit mar- you spot any areas that could cause the company prob-
gins. The question is ‘How much?’’ lems in the future? Explain.
4. Develop a set of specific recommendations for improv-
“I think we’re going to have to consider raising prices, ing the financial performance of James Confectioners
but I’m not sure how our customers will respond if we do,” using the analysis you conducted in questions 1 to 3.
says Telford. “What other options do we have?” 5. What pricing recommendations can you make to
Telford and Ivey James?
Questions

1. Calculate the 12 ratios for James Confectioners for
this year.

2. How do the ratios that you calculated for this year
compare to those that Ivey calculated for the company

Case 7

James Confectioners—Part 2

Forecasting Cash Flow for a Small forecast before. They expect sales to increase 6.2 percent
Confectioner next year to $4,139,213. Credit sales account for 96 percent
of total sales, and the company’s collection pattern for credit
Telford James and his wife, Ivey, the second-generation sales is 8 percent in the same month in which the sale is
generated, 54 percent in the first month after the sale is gen-
owners of James Confectioners, a family-owned manufac- erated, and 34 percent in the second month after the sale is
turer of premium chocolates that was started by Telford’s generated. The Jameses have gathered estimates from their
father, Frank, in 1964 in Eau Claire, Wisconsin, have be- budget for the upcoming year.
come increasingly concerned that turmoil in the banking and
financial industries could have a negative impact on their Actual sales for the last two months, November and
business. They have read the headlines about bank closures, December, were $459,913 and $553,454, respectively. The
heightened government scrutiny of the banking industry, company’s cash balance as of January 1 is $22,565. The in-
and tight credit conditions, especially for small businesses. terest rate on James Confectioners’s current line of credit is
The company has a $150,000 line of credit with Maple Leaf 8.25 percent, and the Jameses have established a minimum
Bank, but the Jameses want to increase it to $250,000 as cash balance of $10,000.
a precautionary move. Last week, they contacted Claudia
Fernandes, their personal banker at Maple Leaf, about in- Questions
creasing the line of credit. In addition to reviewing James
Confectioners’s most recent balance sheet and income state- 1. Develop a monthly cash budget for James
ment, Fernandes said she would need a cash flow forecast Confectioners for the upcoming year.
for the upcoming year.
2. What recommendations can you offer Telford and
Although Telford and Ivey have prepared budgets for Ivey James to improve their company’s cash flow?
James Confectioners and have analyzed their financial state-
ments using ratio analysis, they have not created a cash flow 3. If you were Claudia Fernandes, the Jameses’ banker,
would you be willing to increase the company’s line
of credit? Explain.

700

Sales Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Other cash $264,910 $447,035 $289,745 $293,884 $190,404 $318,719 $281,466 $231,796 $335,276 $409,782 $488,427 $587,768
receipts
Purchases 105 55 60 75 85 55 65 60 65 85 95 110
Utilities
Advertising 365,280 174,400 294,300 190,750 193,745 125,350 209,825 185,300 152,600 220,725 269,774 321,549
Insurance 13,600 14,100 13,700 13,200 13,200 13,600 14,800 15,900 14,900 14,100 13,800 14,000
Salaries and 18,000 11,000 10,000 7,000 9,000 10,000 12,000 12,000 15,000 20,000 22,000 24,000
benefits 19,650 19,650 19,650 19,650
E-commerce 0 0 33,583 0 0 33,583 0 0 33,583 0 0 33,583
Repairs and 33,583 33,583 33,583 33,583 33,583 33,583 33,583 33,583
maintenance
Travel 2,700 4,500 2,900 3,000 1,900 2,400 3,200 3,300 3,400 3,900 5,000 6,000
Supplies 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
Interest
Other cash 4,100 2,700 2,700 2,000 3,000 2,600 2,200 3,100 3,800 4,500 5,500 6,500
disbursements 1,088 1,836 1,190 1,207 782 1,309 1,156 952 1,377 1,683 2,006 2,414
10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
10,000 10,000
125 125 125 125 125 125 125 125 125 125 125 125

701

Case 8

SocialToaster

Where Should the Founder of a Social to constantly upgrade and improve the product and enhance
Media Marketing Company Turn for its features.
Financing to Fuel His Fast-Growing
Business? Razzaque has called on several wealthy individuals in
New York City, Boston, and Silicon Valley. None were will-
As a Web developer, Brian Razzaque recognized the power ing to invest in SocialToaster, but they did offer Razzaque
helpful feedback that enabled him to improve his pitch. He
and efficiency of social media marketing and wanted to make also discovered the differences in how potential investors
social media marketing easier for companies but wasn’t sure in Silicon Valley and on the East Coast view start-up com-
exactly how to achieve his goal. Then an employee asked to panies. Razzaque says investors in Silicon Valley were not
be notified every time Razzaque made a post to the company impressed by SocialToaster’s existing (but modest) revenue
blog so that he could then share the post with his social net- stream. Instead, they were looking at the company’s growth
work. Razzaque realized that every company has “super fans,” rate as an indicator of market potential. Does the company
customers with a strong affinity for a company and its brand, have the potential to become a billion-dollar business? East
who will readily share content about the company if it is easy Coast investors, however, were more interested in the com-
and convenient to do so. That realization was the beginning pany’s fundamentals, its revenue stream as proof that the
of Razzaque’s company, Baltimore-based SocialToaster, a product is viable, its “burn rate” (how quickly the company’s
platform that sends simple e-mails notifying super fans of monthly expenditures were burning through its capital), the
new content, such as blog posts, articles, events, promotions, soundness of its business model, and its staying power.
and awards, that fans can, in turn, share with members of
their own social networks with just one click. SocialToaster Questions
magnifies a company’s social media efforts many times over,
drives traffic to its Web site, enhances customer engagement, 1. What tips can you offer Brian Razzaque for creating a
and improves brand recognition and loyalty at minimal cost. business plan that will attract the capital SocialToaster
In essence, SocialToaster allows a company’s super fans to needs to fuel its growth?
increase exponentially the visibility of the content that the
company creates through the fans’ social networks. Razzaque 2. What advice can you offer Razzaque about presenting
says promoting a business through a company’s super fans his plan to potential lenders and investors?
using SocialToaster is as easy as making toast.
3. Write a brief memo to Razzaque describing the
Razzaque began promoting SocialToaster’s power and advantages and disadvantages of using debt capital
began landing clients around Baltimore. As success stories and equity capital.
began to spread, SocialToaster landed bigger clients, includ-
ing the Baltimore Ravens, the Baltimore Symphony Orches- 4. Which sources of debt capital offer the greatest poten-
tra, the Detroit Lions, Lifetime Network, A&E, VH1, Sony tial for SocialToaster’s financing needs? In what order
Pictures, Universal Music, Johns Hopkins University, and would you prioritize the sources you have listed (from
many others. Clients report that their fans share 60 to 74 per- greatest potential to least potential).
cent of the content they promote, providing exposure that
is almost impossible for companies to achieve through their 5. Which sources of equity capital offer the greatest
own social media accounts alone. In its first year of opera- potential for SocialToaster’s financing needs? In what
tions, SocialToaster generated $300,000 in sales, an amount order would you prioritize the sources you have listed
that more than doubled to $800,000 in its second year. (from greatest potential to least potential)?

Razzaque is at an important crossroads in the life of his 6. What advice can you offer Razzaque about avoid-
company. He needs financing to fuel its rapid growth, but he ing potential dangers and pitfalls in accepting outside
wants to ensure that he selects the right sources of financing. financing for a business?
He estimates that he will need $500,000 as bridge financ-
ing to fuel the company’s short-term growth. That financing Sources: Based on Kara Ohngren, “SocialToaster Lands Some Bread,”
will give him time to raise the $2 million he will need to Entrepreneur, January 2013, p. 65; “SocialToaster Closes Series A
increase the size of SocialToaster’s sales force, hire account Funding in the Amount of $1.975M,” City Biz List: Baltimore, June 28,
managers, increase the company’s marketing efforts across 2012, http://baltimore.citybizlist.com/article/socialtoaster-closes-series-
the globe to land more clients, and hire more technical staff funding-amount-1975m; Sarah Gantz, “SocialToaster Nears Another
$1M in Funding, Targets Up to $8M More,” Baltimore Business Journal,
August 29, 2013, http://www.bizjournals.com/boston/how-to/funding/
2013/06/social-toaster-raises-1m-targets-up.html?page=all; Scott Dance,
“‘How I Got Started’ with Brian Razzaque, Baltimore Business Journal,
April 15, 2011, http://www.bizjournals.com/baltimore/print-edition/
2011/04/15/how-i-got-started-with-brian-razzaque.html?page=all.

702

Case 9

The Evolution of
CoolPeopleCare’s Business Model

How Should the Founder of a Social volunteer and job opportunities, and a nonprofit directory
Enterprise Increase the Visibility specific to each city.
of His Company?
After Davidson committed to working on CoolPeople-
The original idea for CoolPeopleCare came to Sam Davidson Care full-time, it became apparent that he would have to
change his business model to make the business viable. Over
after he had taken a trip to Washington, D.C., for a Save Darfur time, he had added several new revenue streams to the busi-
Rally in April 2006. While at the rally he saw a man holding a ness. Davidson began to offer speaking engagements and
cardboard sign declaring “Cool People Care” and was struck soon added training sessions for nonprofits to help them
by the power of the phrase. It had a really persuasive ring to it. create revenue streams that would alleviate the need for tra-
Returning home to Nashville, Tennessee, Davidson couldn’t ditional fund-raising. Moseley also rolled his nonprofit con-
stop thinking about the phrase, “Cool People Care.” Initially sulting practice into CoolPeopleCare. Next, Moseley and
he thought it would be appealing to build a Web site as a plat- Davidson wrote a book, New Day Revolution: How to Save
form to sell “Cool People Care” T-shirts and ask people what the World in 24 Hours, and began to sell it through the Web
they care about. site. They have sold thousands of copies of their book.

Davidson approached Stephen Moseley, whom he had They realized they could also offer more value to the non-
met while working at a nonprofit in Nashville, for help to profit community. They added “Partner Pages,” where non-
build a Web site to promote his CoolPeopleCare idea. A profits could highlight their organizations, consolidated event
15-minute conversation turned into a 3-hour planning ses- and volunteer listings, contact information, links to their own
sion in which Davidson and Moseley mapped out what the Web sites, donation buttons, national e-mail announcements,
first version of the Web site would look like. and job listings. Nonprofits pay $1 a day to list on this page.
Dozens of nonprofits soon took advantage of this new feature.
Davidson had observed by working in nonprofits that Davidson and Moseley also added “Cool Pages” to allow cor-
people tended to give two main excuses for not volunteer- porate sponsors to highlight their support of social causes.
ing or actively supporting a worthy cause: (1) “I don’t have
enough time,” and (2) “I have no idea how to get started.” The most significant change to the business model
He believed that the CoolPeopleCare Web site could poten- was the addition of merchandise to the Web site, although
tially eliminate the excuses. Through the Web site, Davidson at the time they did not realize its eventual impact. In addi-
wanted to enlighten and connect his audience. He envisioned tion to the book, the CoolPeopleCare store sells merchandise
that CoolPeopleCare would pair people who want to make with the CoolPeopleCare logo, including T-shirts, coffee
a difference with organizations and opportunities that need mugs, and reusable shopping bags. The site also sells fair
their help. He recognized a need in the nonprofit sector for trade coffee.
young, passionate people to connect with these organizations
with the aim of making a positive difference in the world. He In May 2010, Nashville was hit by a devastating flood.
believed the Web site would be a good way to connect young The Thursday after the flood, CoolPeopleCare began selling
people with causes they could help and support. “We Are Nashville” T-shirts to help raise money for flood
relief. Davidson and Moseley had hoped to sell 1,000 shirts;
In May 2007, Davidson decided it was time to leave they reached that goal the first day. Eventually, CoolPeople-
his full-time job and dedicate himself to building and grow- Care made more than $100,000 in profits from T-shirt sales,
ing CoolPeopleCare. He set up the business as a social for- which Davidson and Moseley donated to the Nashville
profit venture. Davidson chose this form of business entity Community Foundation for flood relief. The site also sold
to ensure that his company did not compete for funds with “We Are Nashville” prints and bumper stickers that raised
the organizations it sought to help. He wanted the company more money for this cause. In addition to the good that the
to be self-sustaining from its own revenue streams. He also new product line delivered for the people of Nashville, it
wanted to prove that a for-profit business could be successful helped put CoolPeopleCare on the map on a national and
with a social mission. even global scale as orders came in from around the world
for “We Are Nashville” products. This visibility helped take
The Web site initially had two main features. The first CoolPeopleCare to another level and reach a much broader
was 5 Minutes of Caring, which highlights a single action a audience.
person could take in less than five minutes to make the world
a better place. The second feature is customized content for From this experience with the flood relief effort,
more than 40 cities, which includes a community calendar, Davidson recognized the need to pay more attention to

703

704 CASE 9 • THE EVOLUTION OF COOLPEOPLECARE’S BUSINESS MODEL

promoting CoolPeopleCare to build awareness for the brand. 4. Why did the business model of CoolPeopleCare
By doing so, the company could help more nonprofits and change over time? Explain why each of the changes
reach more volunteers. He also saw the need for new prod- in the business model was successful.
ucts that reinforced the company’s social mission. However,
with a bootstrapped business, he also had to find creative 5. Develop a business model canvas for the current
ways to market CoolPeopleCare without the benefits of a operations of CoolPeopleCare.
large advertising budget.
6. What specific recommendations would you make
Questions to change the business model of CoolPeopleCare
going forward? What is your rationale for each
1. Identify several bootstrapping marketing techniques of these recommendations?
that would help CoolPeopleCare build brand aware-
ness and help the company grow. Explain how each Sources: Based on Cornwall, J., Gonzalez, J., and Brown, S. “Cool-
approach to bootstrap marketing would work for this PeopleCare: A Social Venture,” United States Association for Small
business. Business and Entrepreneurship, Proceedings, 2009; “CoolPeopleCare,
Inc. Business Plan,” 2008; “Cool People Care Does Way More Than
2. Develop a detailed bootstrap marketing plan for Sell T-shirts”, November 19, 2010, http://www.wkrn.com/Global/
CoolPeopleCare that offers specific ideas on how to story.asp?S=13539331; Ray Chung, “Young People Spotlight,” Ray
promote the business. Why do you think the elements Chung’s Online Journal, February 13, 2008, http://raychung22.com/
of your plan will be successful? blog/2008/02/11/young-people-spotlight-sam-davidson/.

3. Generate ideas for new products that would be
consistent with CoolPeopleCare’s business model
and mission. Explain each idea in detail.

Case 10

InQuicker

How Can a Fast-Growing Small Company to specialists, InQuicker enables patients to make appoint-
Maintain Its Unique, Employee-Friendly ments from iPads while sitting in their doctors’ offices.
Culture?
Employment grew from 21 employees to 35 during
InQuicker provides an online waiting room service for this two-year period. The growth in the number of employ-
ees has created challenges for a company so focused on its
emergency rooms and urgent care centers. Its software employee-friendly culture. InQuicker has continued to focus
enables patients to check-in and wait at home based on just as much on the cultural fit of job candidates as it does on
projected treatment times. InQuicker also offers online ap- their skills and experience.
pointment scheduling services for medical clinics.
Brody-Waite has always been cautious about raising
Michael Brody-Waite, cofounder and CEO, wants to money from venture capitalists or other outside investors,
make InQuicker a cool and fun place to work. The first thing preferring to grow through bootstrapping. He knows inves-
visitors see when they walk into the InQuicker office is a tors want to see significant returns on their investments that
ping-pong table. The workspace is open, with no cubicles, to most often require an exit plan. Brody-Waite’s primary focus
facilitate collaboration and teamwork. always has been on building a strong culture. His concern
with equity investors is that they might pressure him to focus
InQuicker has a “culture club” that is responsible for on growth, even if it jeopardizes his commitment to inten-
leading activities to facilitate building a strong culture. Team tionally developing InQuicker’s culture. However, the pace
members of InQuicker have weekly lunch meetings at a lo- and demands of its rapid growth may mean that InQuicker
cal restaurant. Once a month an employee hosts the rest of may have to look seriously at seeking equity investment.
the staff for a cookout at his or her home. Employees dress
up and eat sweets for each person’s birthday and for various Questions
holidays, and every year, the team spends a week together
away from the office on a retreat. 1. Many entrepreneurs believe that corporate culture can
be a strong competitive advantage. Do you agree?
The company offers employees flextime and flexspace, Explain.
which employees to separate family time and work time.
When employees are with family and friends, they are ex- 2. Why do company cultures, like the culture at InQuicker,
pected not to answer e-mails and phone calls from work. appeal to employees, particularly members of
Generation X and Generation Y? Explain.
In its early stages of InQuicker’s growth, Brody-Waite
often rejected the opportunity to grow the business more 3. What steps can Brody-Waite take to maintain
quickly and to take on outside investments to preserve the InQuicker’s unique culture as the company grows?
culture of the business.
Source: Based on E. J. Boyer, “What I Learned about InQuicker in
However, the company did soon experience significant 10 Minutes,” Nashville Business Journal, February 15, 2013, http://
growth. Revenues grew from about $2 million in 2011 to www.bizjournals.com/nashville/blog/2013/02/what-i-learned-about-
more than $5 million in 2013. Part of its growth came from inquicker-in-10.html; Annie Johnson, “Case Study: For InQuicker,
market expansion into new applications for its software Success Means Taking It Slow,” Nashville Business Journal, July 13,
beyond just emergency rooms into other segments of the 2012, http://www.bizjournals.com/nashville/print-edition/2012/07/13/
healthcare industry. InQuicker offers software that facili- for-inquicker-nashville.html?page=all; Zina Moukheiber, “Health Tech
tates referrals to specialists. When physicians refer patients Startup InQuicker Shuns Venture Money and Hype,” Forbes, August 20,
2012, http://www.forbes.com/sites/zinamoukheiber/2012/08/20/
health-tech-start-up-inquicker-shuns-venture-money-and-hype/.

705

Name Index

A Aon Hewitt, 649 Beesley, Caron, 503 BMW, 513, 571
Apax Partners, 435, 510 Bell, Alexander Graham, 506 BNP Paribas Bank, 322
AAMCO Transmissions, 270, 273, 275 Apple, 36, 61, 98, 116, 118, 152, 233, 328, Bell, Gavin, 295 Boatbound, 105
Aaron’s, 269, 286 Bell, Lisa Nicole, 324 Bodine, Kerry, 317
Abbruzzese, Mia, 614 401, 408, 506, 509, 530, 551, 582 Bell Labs, 112 Body Shop, 506
Abdullah, Muhammad, 529 Apple Inc., 390–391 Bell Telephone, 506 Bogart, Humphrey, 402
Abrams, Rhonda, 151, 204, 261 Apple Pay, 375 Ben and Jerry’s, 75 Bolsta, Phil, 594
Abt, David, 193 Apple Stores, 317 Benham, David, 243 Bombardier Inc., 546
Abt, Jewel, 193 Arabian Tent Company, 468 Benham, Jason, 243 Bongo World, 200
Abt, Jon, 194 Aragon, Britta, 43 Benham Companies, 243 Bonnaroo Music and Arts Festival,
Abt Electronics, 193–194 Arby’s, 270, 292, 317 Ben & Jerry’s, 270
Academy of Art University, 559 Archambault, Roy, 596 Bennett, Julie, 294 159, 618
Accenture, 40 Archilochus, 629, 630 Bennis, Warren, 98 Bonney, Tom, 633, 634
AccessoryGeeks, 347 ARCiPLEX, 501, 609 Ben Sherman, 99 Bonobos, 99, 640, 645
Accion, 504 Aristotle, 63 Bensonwood Homes, 585 Boomer Pizza LLC, 274
AcuPOLL Research, 518 Arkansas Department of Public Health, 91 Beresford, Lynn, 314 Boost Business Support, 481
Adafruit Industries, 40 Arntzenius, Linda, 436 Bergland, Mark, 395 Border7 Studios, 240
Adamowski, Craig, 356 Aron, Carey, 601 Bergman, Ingrid, 402 Bosker, Bianca, 89
Adamowski, Tiffany, 356 Aron, John, 601 Berkshire Hathaway, 63 Boulder Center for Sports Medicine, 594
Adeyoola, Tom, 119 Arora, Rohit, 471 Berlin, Isaiah, 629, 630 Boulevard Tire Center, 478
Adkins, Jason, 67, 68 Artsy, 507 Berliner, Uri, 294 Bounds, Gwendolyn, 471
Adobe, 97, 118, 552 Ashoka, 76 Berman, Kallinis, 31 Bowen, Susan, 473
Advani, Aman, 49 Aspect Development, 24 Berns, Gregory, 107 Bowerman, Bill, 111
A&E, 702 Aspire Beverages, 157 Berry, Halle, 138 Bowie, David, 577
Affordable Homes of South Texas, 75 Association of Certified Fraud Examiners, Bessemer Venture Partners, 512 Bowles, Mark, 119
Affordablekiosks.com, 52 Best Buy, 172, 303, 392 Box, Ron, 471
After Feel Golf, 550 492, 493, 494 Best Western Southwest, 126 Box, Thomas M., 204
Agar, John, 87 Astor Place Theater, 455 Better Business Bureau, 359 Boxed, 512
Aguilera, Christina, 138 AT&T, 417 BetterWeb, 378 Box.net, 647
Aguinaldo, Lydia, 535 AT&T Small Business Lending, 528 Beyoncé, 138 Boyer, E. J., 705
Aikens, Judson, 171 Auburn Leather Company, 606 Beyond Right Now Technologies, 506 Brady, Tom, 36
Albertsons, 403 Au Grande Richelieu Boulangerie, 558 Bezos, Jackie, 502 Branches Atelier, 535
Aldi, 576 August Capital, 510 Bezos, Jeff, 36, 97, 126, 129, 399, 502, 506 Brandau, Mark, 324
Alison, Richard, 599 August Kitchen, 214 Bezos, Mike, 502 BrandCity LLC, 297–298
Aloompa, 159, 618 Auto City, 519 Bhidé, Amar, 26 Brandon, Andrea P., 87
AlphaLab, 53 Automobile Film Club of America, 523 Bi, Fan, 352 Brands, Robert F., 106
Alphey, Luke, 691 AutoTrader Group, 342 Bianchi, Allessandra, 615 Branson, Holly, 659
Al’s Famous Filled Bagels, 672 Avenue Bank, 204 Bibber and Bell Wine and Spirits, 555 Branson, Richard, 49, 628, 659
Alstin, Terese, 102 Avery-Smothers, Ella, 292 Bigelow, Robert, 118 Bravo, Tony, 559
Altshuller, Genrich, 132 Avery-Smothers, Ronald, 292 Bigelow Aerospace, 118 Bray, Chad, 138
Amabile, Teresa, 105, 106 Axelton, Karen, 646 Bigelow Expandable Activity Module Bregman, Peter, 640
Amarasiriwardena, Gihan, 49 Bregman Partners, 640
Amazon.com, 36, 97, 116, 126, 135, 217, B (BEAM), 118 Brenckle, Lara, 317
Bigler, Ollie, 380 Brenda Marrero & Associates, 527
305, 330, 352, 399, 441, 502, 506, B. W. Burdette and Sons, 257 Big O Tire, 269 Brendan’s Irish Pub, 316
512, 513 Babesta, 438 Big Spaceship, 580 Brennan, Tony, 124
AMD, 393 Babson College, 255, 281, 293 Big Train, 672 Briggs, John, 348
Amenta, Tom, 355 Badger, Scott, 36 Bilanich, Bud, 641 Brigham Young University (BYU), 546
American Association of Franchisees and Badger Mining Corporation, 200, 653 Binding Legacies, 234 BrightHouse Luxury Green Home
Dealers, 286 Bad Newz BBQ, 18 Bing, 366
American Bankers Association, 521 Baheerathan, Sunith, 89 Birdhouse on the Greenway, 560 Cleaning, 67, 68
American Collectors Association, 478, 479 Bain Capital, 512 Birg, Ziver, 52 BrightLocal, 337
American Express, 35 Baker, Calli, 29 BizBuySell, 254, 258 BrightStar, 289
American Express OPEN Small Business Baker, Sherry, 68 Bizbuysell.com, 257 Bright-Star Franchising LLC, 273
Monitor, 459 Bakers Square, 437 BizFilings, 140, 249 Brill, Wilson, 126
American Lawn, 595 Balboa Capital, 273 BizMiner, 428, 447, 450, 469 Brin, Sergey, 98, 500
American Management Association, 66 Baltimore Ravens, 702 Bizquest, 257 British Council for Offices, 576
American Red Cross, 92 Baltimore Sun, 435 Bizstats, 447 Broadcast.com, 27
American Safety Razor Company, 107 Baltimore Symphony Orchestra, 702 Biz2Credit, 535 Brock, Terry, 211
Americare Pharmacy, 501 Banana Republic, 620 Blackboard, Inc., 639 Brodsky, Norm, 204, 218, 393, 396, 426,
Amish Backyard Structures, 405 Band-aid, 97 Black Entertainment Television, 36
AmoeBAND, 97 Banker, Joseph, 578 BlackRapid, 306 445, 462, 472
Amoruso, Sophia, 42 Bankers Association for Foreign Trade- Blackwell, Pamela, 651 Brody-Waite, Michael, 705
Amundsen, Roald, 629 Blackwell Consulting Service, 651 Brooks, Chad, 204
Anderson, Amy Rees, 634, 635 International Finance Services, 605 Blado, Alan, 29 Brown, Andrew, 363
Anderson, Chris, 217 Bank of America, 24, 643, 658 Blain, Bert, 395 Brown, Mark, 403
Anderson, Erin, 504 Barber, Jerry, 126 Blain, Claude, 395 Brown, Mike, 50
Anderson, Rebecca, 569 Barbour, 99 Blain Supply, 395 Brown, S., 704
Andikian, John, 296 Barefoot Cellars, 316 BLAK, 569 Browning, Donna, 121
Andre, Eric, 295 Barlyn, Suzanne, 106, 234 BLAKCHAOS, 569 Browning, Tom, 348
Andruss, Paula, 637 Barnes & Noble, 305, 317, 330, 576 Blanchard, Ken, 198, 201 Bruland, Laura, 559
Andy’s Market, 296 Barr, Ryan, 27 Blandino, Stephen, 630 Bruton, Alex, 149
Angel Capital Association, 508 Barrett, Amy, 50, 471 Blank Label, 352 Bryant, Sandi, 501
Angel Investor Group, 499 Barrett, Andrea, 109 Blazing Onion Burger Company, 207 Bryden, Rich, 554
Angel Investors, 499 Barrett, Deirdre, 127 Blendtec, 316 Buchanan, Leigh, 667
AngelList, 504, 508 Barton, Kimberly, 650 Blogger, 325 Buckingham, Marcus, 629
Animal Refuge League of Greater Batteries Plus Bulbs, 218 Bloomsbury, 122 Buffalo Wild Wings Grill and Bar,
Portland, 650 Battle Los Angeles, 121 Blowin’ in the Wind, 564
Anjolie Ayurveda, 526 Bauer, Marty, 47 Blue, Gabrielle M., 657 293, 395
Ankeny, Jason, 324 Bay, Sami, 38 Blue Chair Bay Rum, 513 Buffet, Warren, 63
Annett, Cec, 657 BBBOnline, 348, 357, 378 Blue Men, 455 Buie-Jackson, Carol, 560
Ann Taylor, 582 BBQ Guys, 324 Bluestein, Adam, 50 Build-A-Bear Workshop, 530
Ansel, Dominique, 125 Beachbody, 324 Blumenthal, Neil, 389 Bujkovsky, Brina, 638
Anything Coral, 33 Beatles, 577 Bluming, Jill, 574 Bukhara Grill, 517
Beatty, Richard, 219 Bukhov, George, 167
706 Becker, Brian, 219 Buoniconti, Nick, 198
Burchfield, Drew, 159

NAME INDEX 707

Bureau of Labor Statistics, 34, 52, 546, Century Personnel, 492 Common Ground, 75 Davis, Holly, 398
635, 651 Cerejo, Lyndon, 376 Community Advantage Loans, 526 Davis, Kathleen, 211
Challenger, Gray, and Christmas, 47 Community Development Block Grants Davis, Paul, 106
Burger King, 270, 271, 281, 292, 396, 558 Champion Awards, 473 Davison, George, 115
Burger & Lobster, 167 Change.org, 691 (CDBGs), 531 Davison Design and Development, 115
Burke, John, 604 Chaos & Harmony, 569 Computer Security Institute, 381 Dawson, Anita, 455
Burlingham, Bo, 630 Chaplin, Heather, 503 comScore, 358 Day in the Life, Inc., 27
Burns, Amy Clarke, 32 Chapul, 162 Comstock, Sherri, 637 Dean, James, 239
Burns, Crosby, 650 Character Eyes, 233 Conley, Mike, 364 DeBolt, Don, 266, 298
Burnstein von Seelen, 635 Chatalog, 337, 355 Consign Werks, 22 Deb Shops, 361
Burson-Marsteller and Landor, 77 Chauhan, Bhavesh, 116 Constant Contact, 379 DeCastro, Olivia, 47
Burton, Jake, 55 Chautin, Jerry, 287 Constantine, Mark, 350 Decorating Dens Interiors, 534
Burton Snowboards, 55 Chavel, George, 80 Constantine, Mo, 350 Decorus Academy, 479
Burt’s Bees, 316 Chegg, 170 Consumers Energy, 86 DeGennaro, Steven F., 509
Bush, Alan, 253 Chenault, Ken, 178 Cooke, Raymond, 387 Delight, Co., 79
Bush, Chuck, 253, 254 Cheng, Maria, 691 CoolPeopleCare, 703–704 Dell, Inc., 49, 551, 557, 653
Business Model Fiddle, 168 Cheng-Yu, Tsai, 97 Coombes, Andrea, 503 Dell, Michael, 49
Business Resources Software, 181 The Cheshire Cat, 637 Cooper, Matt, 184, 185 Delligatti, Jim, 280
Business Software Alliance, 142 Chevrolet, 267 Cooper, Robert, 99 Deloitte, 386, 412, 413, 636
Butterfield, Sewart, 46 Chew, Tony, 600 Copernicus, 590 Delphion’s Research Intellectual Property
Buzan, Tony, 131 Chicago Bulls, 239 Corcoran, Barbara, 648, 655
Byron, Ellen, 204 Chicago Children’s Choir, 75 The Corcoran Group, 648, 655 Network, 135
Byun, David, 347 Chicago Tribune, 435 Corea, Reynolds, 289 Del Taco, 270
Byus, Kent, 204 Chick-fil-A, 661 Corkery, Michael, 484 DeLuca, Bryan, 348
Chieng, Chieh, 282 Cornell, Andrew, 659 de Mestral, Georges, 109
C Child, Julia, 53 Cornell Iron Works, 659 Dempsey, Thomas, 141
Chili’s, 206 Cornell University, 400 Denny’s, 292
C. C. Filson, 584 Chilon, 62 Cornwall, Jeff, 123, 165, 173, 704 DePinto, Joe, 627
C. Wonder, 353 Chipotle Mexican Grill, 53, 55 Coronado Surfing Academy, 470 Depp, Johnny, 118
Cabela’s, 558, 560, 576 Chitika Insights, 365 Costco, 403, 512, 530 DesMarais, Christina, 155
Cachon, Jean-Charles, 204 Chobani, 546 Cost Xpert Group, 24 Dess, Gregory, 214
Cacio e Vino, 404 Chock Full ‘o Nuts, 675 Cotton, Barry, 204 Detamore-Rodman, Crystal, 521
Caffey, Andrew A., 282 Choice Translating, 314 Coupon Chief, 371 Detroit Lions, 702
Caggiano, Christopher, 111 Christensen, Dave, 645 Couri, Chris, 265 DevDigital, 608
Cain, Markys, 128 Christian, Mario, 309 Covey, Stephen, 626 Development Dimensions International, 633
Calamunci, John, 541 Christian Louboutin (CL), 138 Covington, Katie, 211 DHL, 352
Calamunci, Tony, 541 Christopher, Doris, 398 CQuotient, 369 Diageo Beverages, 598
California Tortilla, 323 Christopher Newport University, 193 Cracker Barrel, 206 Diana Classic Children, 47
Callaway Golf, 522, 530 Chu, Jennifer, 246 Craigslist, 33, 170, 218, 488 Dickey, Cindy, 404
Calle, Juan Diego, 308 Chu, Kathy, 142 Crawford, Jon, 559 Dickson, Earl, 97
Callum-Penso, Lillia, 32 Chun, Janean, 314 Crawford, Kit, 654 Dickson, Tom, 316
Calvillo, Bobby, 75 Chung, Ray, 704 Creative Dental Care, 578 Di Lullo, Ken, 115
Calvin Klein Inc. (CKI), 138 Chu Shu, 246 Creative Type, 574 Di Lullo, Roni, 115, 116
Campbell, Anita, 615 Ciccone, Alicia, 690 Credit Union National Association, 530 Dinosaur Ridge, 126, 127
Campbell, Danny, 276 CiCi’s Pizza, 274 Cree, Inc., 107 Discovery Channel, 552
Campbell, Glen, 103 Cigar City Brewing, 163 Creed, Greg, 114 Disney, 49, 390, 552
Camp Twin Lake, 315 Cinco Vidas SkinLabs, 43 Crème Brûlée Man, 322 Disney, Roy, 541
Canaan Partners, 510 Cinnabon, 291, 297, 298, 558, 578 Cronut, 125 Disney, Walt, 49, 52, 541, 542, 626
Canabou, Christine, 111 Cisco Systems, 89, 241, 434, 513 Crowdvance, 193 Disneyland, 541
Canada Goose, 136, 137 Citigroup Global Markets, 515 Crowley, Patrick, 162 Disney World, 170, 541, 542
Canadian Franchise Association, 286 CitiStorage, 393, 426 Crowther, Janet, 211 Divurgent Healthcare Advisors, 313
Caneum, 477 Citrus Lane, 211 Crutchfield, Bill, 331 Dixer, Hillary, 89
Canoe and Kayak Rental, 184 CKE Restaurants, 554 CryptPro, 239, 240 Do, 334
Cantinflas Mexican, 44 Claeys, Charles F., 256 Cuban, Mark, 27, 40, 247, 248 Doblin Group, 117
Capital Access Programs (CAPs), 533 Claremont McKenna College, 550 Cubby’s Child Care Center, 525 Doggles, 115, 116
CAPLine Program, 526 Clark, Craig, 403 Culinary Institute of America, 53 Dolce and Gabbana, 21
Carafello, Greg, 560 Clark Construction Group, 643 Culver’s, 277, 278 Dolgoff, Ben, 171
CareerBuilder, 635, 644, 645, 646 Classic Graphics, 521 Cummings, John, 463 Dollar General, 215
Cargill, 655 Cleaning for a Reason Foundation, 68 Curdes, Tom, 274 Dollar Shave Club, 211
CarGurus, 336, 634 ClearRisk, 313 Curl Up & Dye, 233 Dollar Tree, 215
Carhartt, 655 Cleary, Chip, 541 Curtis, Dean, 128 Domino’s Pizza, 271, 272, 273, 276, 295,
Carhartt, Hamilton, 655 Cleese, John, 114 Curves, 280
Caribou Coffee, 675 Clem, Dennis, 522 CustomInk, 645 337, 569, 599
CarInsurance.com, 155 Clementi, Dominica, 556 Custora, 364 Donahue, Mike, 276
Carlisle Development Group, 237 Clemson University International Center Cutter and Buck, 530 Don Bugito, 162
Carl’s Jr., 554 CVM Companies, 665 Don’t Call me Ma’am, 505
Carlyle Group, 65, 66 for Automotive Research, 571 Cyclehoop, 44 Door Number 3, 114
Carnegie Mellon University, 24 Clem’s Service Station, 522 Doral Bank, 76, 77
Carolina Honey Bee Company, 30 Cleveland, Carter, 507 D Doral Financial Corporation, 76
Carroll, Archie B., 64 ClifBar, 654 Dorian Drake International, 595
Carter, Casey, 239 Clifford, Stephanie, 399 Dachtler, Kelly, 657 Dorsey, Tommy, 103
Carter, N., 165 Cloud Store, 402 Daguerre, Louis, 119 Dos Caminos, 446
Cartier, 554 The Clymb, 200, 657 Dahl, Darren, 234, 251 Dotcom-Monitor, 352
Cartoon Network, 108 CMF Associates, 633 Dahlberg, Nancy, 106, 308, 690 Dougherty, Sarah, 503
Cartridge World, 560 CNN, 97 The Daily Perc (TDP), 668–689 Douglas, Terry, 545
Carvel, 291, 298 Coach, 567, 576 Daily Press, 435 Dover, Tim, 30
Casablanca, 402 CoatChex, 40 Dairy Queen Corporation, 63 Dow Chemical, 513
Casaburi, Eric, 215 Coca-Cola, 29, 267, 672 Dale Rogers Training Center, 75 Dowell, Ted, 294
Case Western Reserve University, 554 Coffee, Peter, 403 Daley, Jason, 41, 294 Downs, Daisy, 109
Cask and Larder, 563 Cohen, Heidi, 324 Dallas BBQ, 392 Doyle, Mark, 494
Cassiday, George, 368 CO Internet, 308 Dallas Mavericks, 27, 248 Drake, Jordan, 519
Castro, Fidel, 616 Coldwater Creek, 620 Dance, Scott, 702 Drayton, Bill, 76
Catapult Systems, 478, 489 Colera, Johnny, 541 Daniel, Russell, 92 Dream Dinners, 565
Cathy, Dan, 661 Colera, Minnie, 541 Daniel Ellsworth & The Great Lakes, 504 Drenkard, Scott, 549
Cathy, Truett, 661 Colicchio, Tom, 237 Daniel Enterprises, Inc., 92 Drexel Building Supply, 332
Cattail Ridge Family Market, 35 College Hunks Hauling Junk, 242 Danziger, Pamela, 317 Driscoll, Mike, 645
Cattaui, Jennifer, 438 Collegiate Entrepreneurs Organization, Darrow, Tom, 265 Dropbox, 170
Causey, Kimberly, 305 Dartmouth College, 49 Drucker, Peter, 97
CCH, 447 40, 53 Dashfire LLC, 488 DryCorp, 596
CellAntenna Corporation, 614, 615 Collins, Jim, 212, 629, 630 Dassow, Diane, 234 Dubin, Michael, 211
Cengage Learning, 435 Combs, Sean “Diddy,” 582 Davenport, Carrie, 492 Duck Dynasty, 108
Center for Entrepreneurship, University of Comcast, 513 Davidson, Sam, 703 Ductz, 276
Comfe Designs, 102 da Vinci, Leonardo, 120 Dun & Bradstreet, 210, 428, 435,
California, Davis, 123 Commercial Law League of America, 471 Davis, Betty, 42
Centers for Disease Control and Commercial News USA, 597, 603 Davis, Grant, 403 447, 478
Commission of Architecture and the Built Davis, Hil, 398 Duncan, Katherine, 123
Prevention, 91 Dunford, Naomi, 318
Central Market, 508 Environment, 576 Dunis, Nancy, 482

708 NAME INDEX

Dunis & Associates, 482 Fairbrothers, Gregg, 49 FRANdata, 272, 273, 280 Goltz, Jay, 463
Dunkelberg, William, 391 Fairlie, Robert W., 24, 43, 48 Frangos, Alex, 484 Gomez, Alexander, 24
Dunkin’ Donuts, 569, 675 Fair Oaks Farms, 336 Frankel, Stuart, 280 Gonzalez, Alex, 337, 355
Dunn, Andy, 640, 645 Faith, Mike, 398 Fraser, Jill Andresky, 440 Gonzalez, J., 704
Dunnhumby, 330 Fake, Caterina, 46 Fraunhofer Institute for Integrated Good Housekeeping Seal of Approval,
Dupray, Charlene, 558 Falkowski, Brendan, 362
Dwolla, 417 Falle, Martin, 365 Circuits, 107 357, 378
Dyer, J. Nicole, 111 Families and Work Institute, 652 Fred’s, 215 Good Intents, 470
Dyson, James, 52, 103 Family Dollar, 215 Freeman, Crista, 508 Goodner, Sam, 478, 489
Fandeavor, 128 Freemon, Stan, 555 Google, 61, 98, 114, 135, 155, 233, 271,
E Fanminder, 323 Free2Be, 321
Fard, Sam, 470 FremantleMedia Ltd., 113 311, 318, 346, 351, 364, 365, 366,
Earth Fare, 508 Farnham, Alan, 201 French Open Tennis Tournament, 322 367, 371, 378, 500, 506, 509, 513,
Eastern Airlines, 506 Farsi, Mehdi, 346 Fresh Direct, 508 548, 550, 643, 653
Eastern Industries, 83 Farsi, Reza, 346 Frey, Chuck, 111 Google AdWords, 366, 367, 376
Eatwhatever, 523 Father and Son Pizzeria, 694 Fried, Jason, 117 Google Analytics, 376
eBay, 25, 42, 44, 217 Fat Wallet, 637 Fried, Limor, 40 Google Checkout, 375
Eclipse Aerospace, 547 Federal Express, 352, 500, 530 Friedman, Eric, 185 Google Fiber, 548, 550
EcoATM, 119, 120 Federal Reserve, 183 Friedman, Nick, 242 Google+Local, 361
Economic Development Administration Federal Trade Commission (FTC), 90, Fry, Matt, 348 Google Ventures, 513
Fulbright, Robert, 563 Google Wallet, 417
(EDA), 530–531 281, 447 Fulton, Robert, 135 Gordon, Zach, 690
Edelman, 65 Federation of International Trade Fundable.com, 505 Goslin, Roy, 594
Eden, Joe, 444, 450 Fundation, 535 Gould, David, 362
Eden, Kaitlin, 444, 445, 450 Associations (FITA), 597, 609 Fuzzy’s Taco Shop, 253 Goulson, George, 541
Eden’s Garden, 444–445, 450 FedEx, 509 Gourmet Garage, 508
Edison, Shelley, 444, 445, 450 FedEx Office, 170 G Governors State University, 605
Edison, Thomas, 52, 107, 123, 135, 331 FeedVisor, 403 Grabow, Robert, 70, 71
E! Entertainment, 552 Feld, Brad, 508 Gabeler, Cary, 526 Graf, Damien, 555
Effland, Janet, 510 Felder, Larry, 127 Gabeler, Meryl, 526 Granite Rock Company, 90
EGG-energy, 76 Feldman, Amy, 484 Gafni, Izhar, 118, 119 Grassia, John, 269, 270, 274
Eggs Up Grill, 555 Fenn, Donna, 123, 243, 403 Gage, David, 238 Great Harvest Bread Company, 560
Ehlert, Christine, 404 Ferdowsi, Arash, 170 Gallagher, Carolyn, 611 Greene, Jim, 609
Eileen Fisher, 647 Ferguson, Eric, 346 Gallup, 33, 35 Greenleaf, Clint, 548
Einstein, Albert, 111, 436 Ferguson, Sara, 636 Gannon, Drew, 657 Greenleaf, Robert, 630
Einstein Bros. Bagels, 323 Ferguson-Riffe, Tina, 533 Ganong Brothers, 606 Greenleaf Book Group, 548
Elgin, Jeff, 287 Fernandes, Claudia, 700 Gant, 99 GreenPrint Technologies, 607
Ellingson, Tom, 128 Ferrandi, Dianne, 594 Gantz, Sarah, 702 Greenspan, Jason, 153
Ellis, Kim, 287 Fields, Debbi, 49 Gap store, 317 Greer, Matthew, 237
Ells, Steve, 53, 55 Field Trip Factory Inc., 200 Garage, 116 Gregersen, Hal, 114
Ellsworth, Dan, 504 Findell, Elizabeth, 75 Garcia, Lorena, 117 Grensing-Pophal, Lin, 333
Elting, Elizabeth, 32 Finley Mauria, 211 Gardein, 276 Greycroft Ventures, 512
EMC, 595 Firehouse Bar & Grill, 29 Gardella, Adriana, 696 Greylock Partners, 512
Emerson Process Management, 556 Firehouse Subs, 29 Gardner, Susan, 30 Griffin, Cynthia E., 314
Eminem, 233 Firer, Oleg, 26 Garland, John, 594 Griff Paper and Film, 220
Emma, 234 Firestein, Aaron, 488 Gartner Group, 352 Griggs-Steele Empowerment Zone, 532
Emmett, Barb, 317 First Round Capital, 512 Gashkevich, Alex, 286 Gross, Bob, 662
Endocyte, 125 Fischer-Baum, Reuben, 549 Gates, Bill, 36, 49 Gross, Daniel, 211
Engelmeier, Shirley, 80 FIS Group, 74 Gates, Dirk I., 509 Grossman, John, 523, 693, 694
ENGEO, 630, 654, 655 Fisher, Anne, 294 Gatto, Tim, 265 Group One Safety and Security, 632
English, David, 611, 612 Fisher, Eileen, 647 Gazzola, John, 244 Growler Station, 31
ENK International, 690 Fisher, Greg, 638 GE Capital, 489 Gruen, Victor, 565
Enright, Allison, 380 Fisher, Jerry, 333 GE Capital Small Business Finance, 528 Grunhagen, Marko, 280
Enron, 69, 515 Fisher, Roger, 260 Geller, Paul, 354 gSchool, 334
Entertainment Tonight, 33 Fish Flops, 32, 33 Gemcor II, LLC, 530 GSI Commerce, 627
Entrepreneur, 47, 286 Fitbit, 185–186 Gemvara, 342, 367 Guardian Life Small Business Research
Entrepreneur Week, 34 Fitzgerald, Chris, 170 Genentech, 509 Institute, 42
Envirosell, 577 Five Guys Burgers and Fries, 207, 279, General Electric, 121, 122, 194, 513 Gulri, Gurpreet, 599
EPC Cigar, 204 General Motors, 155 Gulri, Manpreet, 599
Equal Employment Opportunity 398, 688 General Services Administration, 581 Gulvik, Jen, 323
Flagg, Steve, 554 Gensler, 572, 573 Gurley, Bill, 402, 403
Commission (EEOC), 81, 83, Fleishman, Joel, 332 Georgetown Cupcake, 31 Gutierrez, Stephanie, 321
86, 643 Fleiss, Jenny, 21 Georgetown University, 517 Gymboree, 530
Equifax, 478 Fleming, Alexander, 97 George Washington University, 181, 193
Erickson, Gary, 654 Flickr, 46 Gerler, Dan, 349 H
Ernst & Young, 30, 32 Florida Keys Environmental Coalition, 691 Gersh, Lewis, 507
Esnault, Claude, 558 Florist Gump, 233 Gerson, Keith, 286 H. J. Heinz Company, 460
ESPN, 40, 552 FLO (thinkery), 513 GEWOS Chair, 107, 108 Häagen-Dazs, 297
Esposito, Mario, 26 Fock, Henry K. Y., 426 Giant supermarket, 335 Haarlander, Tom, 501, 609
Etheridge, Melissa, 103 Focus Brands, 291, 298 Gilboa, David, 389 Habitat for Humanity, 65
Etsy, 316, 655, 656, 657 Fogg, B. J., 359 Gillette, 107, 406 Hackett, Greg, 205
European Center of Innovative Textiles, 97 Fogliasso, Chris, 204 Gillette, King, 107, 406 Hagerty, James R., 581
Evans, Michael, 611 Foiled Cupcakes, 323 Gillman, Steve, 111 Haines, Angela, 696
Everitt, Lisa, 641 Food and Drug Administration (FDA), 97, Gilmour, David, 25 Hale, Logan, 488
The Everyday Gourmet, 418 Gioia, Nello, 564, 565 Hall, Aaron, 105
Ex-Im Bank, 605, 606, 614, 615 99, 162 Giovanetti, Tom, 142 Hall, Doug, 111
Experian, 478 Food Network, 494 Gish, Jake, 506 Haller, Matt, 294
Export Express Program, 524, 526, 605 Foot Cardigan, 348, 349 Gladwell, Malcolm, 27 Hamburg-Coplan, Jill, 484
Export.gov, 597 Forbes, 31, 32, 476 Glass, Lewis & Co., 89 Hamburger University, 270
Export-U.com, 597 Ford, Henry, 122 Glazer’s Camera, 405 Hamel, Gary, 194, 647
Export Working Capital (EWC) Program, Ford Motor Company, 122, 267, 655 Global Connections, 276 Hamilton, Alexander, 615
524, 526, 527, 605, 614 Forever 21, 118 GlobalEDGE, 605 Hamilton, Brian, 483
Express Oil Change, 269, 270, 274 Forrester Research, 349 Global Entrepreneurship Monitor (GEM), Hamilton, Hayden, 607
ExxonMobil, 267 Forster, Paul, 547 Hamilton, Jodi, 565
Eyink, Cheri, 413 Forsythe, AJ, 25 19, 76, 499, 500, 502, 510 Hamilton, Ned, 353
Eyler, David R., 87 For the Makers, 211 Global Student Entrepreneur Awards, 50 Hamm, Jamey, 258
EZConserve, 498 Fortune, 249, 636, 654 Gloria Jeans, 673, 675 Hammond, Larkin, 31
Fortune 500 companies, 24, 37, 44, 45 Go Big Network, 24 Hammond, Mark, 31
F Foster, Tom, 399 Go Daddy, 234, 370 Hand, Ann, 119
Foundry Group, 508 Goddard School, 269 Handyman Matters, 277
Facebook, 36, 40, 49, 61, 88, 89, 109, 190, Four Amigos Travel, Inc., 84 Godfrey’s Welcome to Dogdom, 317 Hanfree, 505
271, 309, 311, 313, 316, 319, 321, Four Seasons Hotels and Resorts, 328 Gold, Michael, 625 Hanger, Windsor, 40
322, 323, 324, 325, 326, 346, 353, FourSquare, 361 Golden Corral, 272 Hangers Cleaners, 203
354, 355, 356, 360, 361, 363, 373, Fox, Dylan, 193 Golden Spiral Creative, 445 Hanks, Douglas, 693
379, 405, 499, 505, 514, 573, 610, Francese, Peter, 306 Goldsmith, Samantha, 265 Hao-Ming, Hsu, 97
635, 636, 644, 646, 663, 677, 678 Franchise Direct, 278 Goldstein, Jeff, 518 Harari, Oren, 211
Franchise Registry, 273 Goleman, Daniel, 630 Hardee’s, 554
Fagan, Lawrence, 277 FranChoice, 285
FranConnect, 286

NAME INDEX 709

Hardig, Kali, 91 Huffington Post, 110 Jack Spade, 99 Kemp, Hill, 153
Harding, Lawrence, 593 Hughes, Michael, 50 Jack’s Soap, 65 Kennedy, John F., 88
Hargadon, Andrew, 123 Hull, Patrick, 199 Jacobus Energy, 477 Kent State University, 554
Harpo Productions, 36 Human Capital Institute, 551 Jaffe, Larry, 662 Kentucky Derby, 156, 206
Harrington, Mike, 194 Hunt, Andrew, 389 Jaffe and Gross, 662 Kerby, Sophia, 650
Harris, Dean, 418 Hunt, Taylor, 239 James, Ivey, 697, 699, 700 Kerr, Graham, 53
Harris, Marcia, 418 Huntington Learning Center, 290 James, LeBron, 36 Kerr, Millie, 50
Harris Interactive, 322, 326 Huselid, Mark, 219 James, Telford, 697 Kesling, Ben, 581
Harry, Colleen, 556 Hutchen, Wesley, 425 James, William, 567 Kettering, Charles F., 110
Harry Potter and the Philosopher’s Hyman, Jennifer, 21 James Confectioners, 697–701 KFC, 279, 292, 294, 295, 598
The Jam, 577 KFC Vietnam (KFCV), 600
Stone, 122 I Jantsch, John, 615 Khan, Ansar, 249
Harten, David, 91 Jarboe, Kathleen Johnston, 494 Khazan, Olga, 690
Hartford Courant, 435 IBM, 172, 241, 551, 633 Jaridly, Sid, 489 Kia, 571
Hartsfield-Jackson International iCracked, 25 Jay H. Baker Retailing Initiative, 326 Kibitz Room, 570
Ideal Printers, 656 Jazzercise, 277 Kickstarter, 504, 505, 559
Airport, 562 The Idea Village, 179 Jazz Impact, 625 Kim, Kyung Hee, 104
Harvard Business Review, 631 Ideo Inc., 130, 133 Jeffery, Chris, 208 Kim, Larry, 236
Harvard Business School, 155 Idols, 113 Jeffries, Courtney, 324 Kim, Ryan, 211
Harvard University, 74 IHOP, 562 Jelly Belly Candy Company, 352 Kim, Sun-Min, 47
Harvey, Bonnie, 316 Immedion, 54 Jenkins, Holman W., Jr., 155 Kim, Wan, 297
Haupt, Anna, 102 Impact Engine, 65 Jennings, Lisa, 277 Kimball, Curtis, 322
Hawkins, Quinn, 116 Impact Investors, 499 Jessup, John, 243 Kindle Fire, 399
Hay, Ron, 50 Inc., 22, 23, 24, 28, 31, 40, 112, 116, Jimenez, Daniel, 50 King, Martin Luther, Jr., 198
Hayes, Jack L., 494 Jimmy Beans Wool, 486, 695 Kingsley-Hughes, Adrian, 408
Hayes, Richard, 386 286, 500 Jimmy Choo, 554 Kinko’s, 170, 506
Haynes, William, 603 InclusionINC, 80 Joas, Jen, 570 Kiser-Block, Lori, 269, 285
Headsets, 398 Incyte Group, 345 Jobs, Steve, 36, 98, 233, 331 KissMetrics, 351
Heapsylon, 26 Indian Institute of Technology, 24 Jobvite, 635, 638 Kiva, 504
Heartwood Studios, 117 Indian River Investments of Joe Design Inc., 129 Klein, Gary, 127
Hecht, Olivier, 277 Joe Money Machinery, 471 Klein, Karen E., 505
Helmer, Jodi, 41 Miami, Inc., 237 Johanson, Mark, 91 Kleinworth, Gina, 490
Helmer, Lalia, 77 IndieGoGo, 504 Johansson, Scarlett, 138 Klien, Phillip, 345
Henchman, Joseph, 549 iNecklace, 40 Johnny Rockets, 295 Knitowski, Alan, 433, 434, 483, 552
Henderson, Joshua, 394 Infusionsoft, 193 Johnny’s Lunch, 541, 542 KnowX, 478
Hendrick, Doug, 416 Ingles, 403 Johns Hopkins University, 702 Ko, Vincent, 690
Henricks, Mark, 282 In-N-Out, 207 Johnson, Andrew, 465 Kohl’s, 407
Henry, Ron, 306 InnovationLabs, 100 Johnson, Annie, 705 Kohn, Daniel, 344
Henrybuilt, 105 Innowattech, 128 Johnson, Dylan, 654 Koji, David, 380
HerCampus, 40 InPhonic, 22, 23 Johnson, Robert, 36 Kolodziej, Mark, 489
Herrington, Aaron, 581 InQuicker, 705 Johnson & Johnson, 513 Komen, Greg, 297
Heschong Mahone Group, 578 Inspa Corporation, 491 Jones, Ashby, 138 Komen, Rich, 297
Hettinger, Bill, 422 Instagram, 40, 326, 354, 360, 363 Jones, Blake, 60 KonaRed, 120
Hewlett-Packard, 116 Institute for the Future, 218 Jones, Bohnne, 534 Kopelman, Steve, 470
Hickey, Kit, 49 Institute for the Study of Labor, 32 Jones, Caleb, 618 Kopp, E. C., 436
High Street Partners, 593 Integrated Project Management, 653–654 Jones, David, 207 Kopp’s Cycle, 436
High Tech Connect, 241 Intel Corporation, 393, 500, 509, 513, Jones, Jeanne Lang, 559 Kouri, Dick, 25
Hillfresh Laundry, 37 Jones, Kent, 19 KPI Direct, 36
Hills, Gerry, 40 522, 530 Jones, Scott, 121, 133 KPMG, 155, 463
Hilton, Bridget, 65 Internal Revenue Service (IRS), 235, 447, Jordan, Michael, 51 KPMG Integrity Survey, 69
Hines, William, 508 Jorgovan, Jake, 173 Kraus, Cheryl, 531
Hinshaw, Drew, 295 503, 661 Joseph Nogucci, 309 Kraus, Stephen, 531
HireBetter, 490 International Association of Amusement Josephson, Michael, 72 Krauss Craft, Inc., 533
Hirons, Tom, 665 Joyner, April, 106 Krispy Kreme, 276
Hirons & Company, 665 Parks and Attractions, 541 Jubilant FoodWorks Limited, 599 Kroc, Ray, 198, 542
Hirschmann, David, 142 International Business Brokers Julig, Louise, 321 Kroger, 195, 403
Hirshberg, Gary, 35 Juma Ventures, 75 Kuhn, Charlie, 436
Hirshberg, Meg, 35 Association, 257 JumpStart Foundry, 506 Kuhnau, Steve, 297
Hixon, Todd, 505 International Chamber of Commerce, 134 Jumptap, 358 Kulikowski, Laurie, 277
Hodges, Jane, 581 International Cocoa Organization, 697 Junior Achievement, 92 Kumzelman, April, 637
Hodges, Teresa, 569 International Council of Shopping Kunkel, John, 579
Hoffman, Reid, 512 K Kurtzig, Andy, 39
Hofman, Mike, 667 Centers, 566 Kuyper, Scott, 608
Hogan, Kevin, 289 International Finance Corporation, 605 Kahan, Rony, 547 Kvinta, Paul, 503
Holewa, Paula, 317 International Franchise Association, 265, Kahn, Barry, 402 Kwik Fit, 371
Holian, Janet, 342 Kaman, Charles, 103
Holland, Joel, 41 266, 267, 268, 272, 273, 280, 286, Kaman Aircraft Company, 103 L
Holloway, James, 505 291–292, 294, 297, 298 Kao, John, 112, 115
Holly, Krisztina, 97 International Health, Racquet, and Kaplan, Corey, 407 L. L. Bean, 375
Holmes, Bryan, 363 Sportsclub Association, 276 Kaplan, Rebecca, 405 Lackman, Ari, 405
Holtz, Diane, 580 International Space Station (ISS), 118 Kaplan, Rob, 74 Laddering Works, 120
Holtzclaw, Eric, 120 International Trade Administration, 597, Kaplan, Stephanie, 40 Lady Circus, 248
Home Décor Press, 305 600, 605 Kappos, David, 37 LaFontaine, Francine, 293
Home Depot, 303, 509 International Trade Commission, 604, Karmaloop, 634 Lagera, Luke, 690
Hoodz, 276 612, 613 Karp, Eric, 281, 293 Laja, Peep, 363
Hoosier Coat Check, 40 International Trade Program, 527, 605 Kassar, Ami, 182, 183 Lakhani, Karim, 113
HootSuite Media, 363 Internet Corporation for Assigned Names Katz, Mark, 645 Lam, Michelle, 37
Hope Development Corporation, 532 and Numbers, 370 Katzman, Denise, 403 Lambert, Leslee, 25
Horvath, David, 47 InterSchola, 93 Kauffman Foundation, 18, 41, 43, 48, 500, LaMontagne, Sophie, 31
Houlihan, Michael, 316 InterWest, 510 Landers, Luke, 503
Houlihan’s Restaurants, 323 Intrepid Sportswear, 70 509, 535, 536 Land of Nod, 355
Houshi Ryokan, 658 Intuit, 218, 651 Kaufman, Ben, 41, 122, 123 Landor, 234
Houston, Drew, 170 Inventionland, 115 Kaufman, David, 281 Largent, Kelly, 348
Hövding, 102 Invodo, 372 Kavilanz, Parija, 162 La Rinascente Pasta, 532
Howard, Cory, 138 iPad, 25, 157, 233, 317, 347, 399, Kawasaki, Guy, 185, 191, 459 Latin American Youth Center, 75
Howell, Allison, 380 401, 408 Keating, Raymond J., 548 Lau, Anthony, 44
Howlett, Lisa, 606 iPhone, 25, 233, 636 KeepTruckin, 513 The Launch Pad, 49
Hoyt Hanvey Jewelers, 335 iPod, 25, 38, 347 KEF, 387 Lauzon, Matt, 367
Hsieh, Tony, 33, 108, 128, 641 It’Sugar, 304 Kehrer, Dan, 471 LaVida Massage, 271
HTC, 390 IttyBiz, 318 Keimach, AmyLynn, 240 Lavorato, Luca Daniel, 309
Huang, Chieh, 512 iTunes, 118, 152, 217 Keith, Kent, 630 Laya, Patricia, 243
Huawei, 391 Itzy Bitzy Ritzy Shop, 418 Kelley, Christopher, 18 Leamon, Christopher, 125
HubSport, 324 Iversen, Scott, 405 Kelly, Mervin, 112 Leamon, Erik, 359
Hudson, Katherine, 468 Kelly, Scott, 78 Lee, Anna, 559
Hudson, Scott, 105 J Kelly-Green, Edith, 292 Lee, Jessica, 44
Hudson Bread, 489 Kelvin Natural Slush, 416
Huffington, Arianna, 110 J. Crew, 369, 620
J. Hilburn, 398
J. M. Smucker Company, 135, 660
Jackass, 133
Jack from Brooklyn, 27
Jack in the Box, 296
Jackson, Jay, 560
Jackson, Ron, 308

710 NAME INDEX

Leegin, 406 Mandelbaum, Robb, 436 Michalowicz, Mike, 640 National Coffee Association, 674
Lefebure, Jake, 368 Mangalindan, J. P., 408 Michels, Spencer, 162 National Commission for Employment
Lefebure, Pum, 368 ManpowerGroup, 632 Michener, James, 99
LeFever, Steve, 461 Manta, 48 Microloan Program, 525 Policy, 632
Leffler, Ido, 399 Marc Jacobs, 118 Microsoft Corporation, 36, 37, 49, 61, 116, National Customs Brokers and Freight
Legacy Business Group, 529 Marco’s Pizza, 274, 293
LegalZoom, 249, 500 Marcum, Peter, 608 365, 408, 500, 509, 643, 653 Forwarders Association of
Leigh Rothschild Entrepreneurship Mares, Justin, 53, 54 Microsoft Excel, 465 America, 606
Maritime Parc, 442 MicroSolutions, 27 National Cyber Security Alliance, 381
Competition, 242 Markels, Alex, 503 Middleby Marshall, 120 National Federation of Independent
LeMond, Greg, 436 Markoff, Katrina, 400 The Milk Truck, 89, 334 Businesses (NFIB), 422, 441, 461,
Lending Club, 535 Markowitz, Eric, 505 Miller, Aaron, 293 477, 498
Lennon, John, 103 Marks, Gene, 106 Miller, Lee, 550 National Football League (NFL), 24, 105,
Lenny’s Sub Shop, 292 Marn, Michael V., 413 Miller, Warren D., 204 106, 483
Lenovo, 391 Marotz, 24 Mills, Kathy, 28 National Hockey League (NHL), 62
Lerner, Scott, 642 Marrero, Brenda, 527 Mills, Mike, 690 National Institutes of Health (NIH), 695
Leslie, Mark, 625 Marrero, Victor, 138 Ministry of Supply (MoS), 49 National Labor Relations Board
Lester’s, 404 Marrone, Jason, 352 Minnesota Investment Fund, 556 (NLRB), 89
Level 4 Ventures, 24 Mars, 655 Minnesota Timberwolves, 239 National Science Foundation (NSF), 532
Levere, Jane, 204 Marshall, Frank, 101 MinorityFran, 291 National Security Administration
Levie, Aaron, 647 Martin, Anthony, 25 MintyBoost, 40 (NSA), 61
Levin, Brian, 98 Martin, Claire, 50 Mintzer, Rich, 471 National Small Business Association, 344,
Levinson, Jay Conrad, 303, 304, 305, 314 Martin, Greg, 187 Mish, Patrick, 23 378, 517
Levinson, Jeannie, 304 Martin, Kip, 349 Miyazaki, Kumiko, 459 National Specialty Coffee Association, 674
Levitt, Ted, 97 Martin, Rick, 559 Mobley, Frank, 54 National Venture Capital Association, 511
Lev-Ram, Michael, 581 Martinez, Douglas, 475, 476 Mochari, Ilan, 111 National Zoo, 65
Lewison, Dale M., 583 Martinez, Monica, 162 ModBargains.com, 50 Navia, Hamel, 124, 125, 126, 128, 129
Lexis/Nexis, 447 Mashable, 325, 326 Moe’s Southwest Grill, 291 NBC, 29
Lexus, 155, 267, 333 Mask, Clate, 193 Mohajer, Keyvan, 122, 123 Needleman, Sarah E., 106
LG, 390 Massachusetts Institute of Technology, Mohammed, Rafi, 389 Neeley Entrepreneurship Center, 192
Liberty Coaster Company, 46 Mohinani, Ashok, 295 Nelson, Kurt, 159
Library of Congress, 142 49, 107 Molvig, Dianne, 294 Nelton, Sharon, 201
Lidsky, David, 111 Matheson, Martti, 293 Monster, 635 Nemani, Raaj, 488
Lifetime Network, 702 Mathews, Merrill, Jr., 142 Montague, John, 157 Neoteric Hovercraft Golf Cart, 170
Lime Fresh Mexican Grill, 579 Matt, Jeff, 321 Montalvo, Rosalinda, 44 The Nerdery, 634
Lin, Lee, 22 Matthews, Jessica, 29 Montalvo, Ruben, 44 Ness Computing, 636
Lindblad Expeditions, 641 Maxim Super Bowl, 40 Montgomery, Mark, 513 Nestlé Toll House Café, 298
LinkedIn, 190, 319, 320, 323, 324, 346, May, John, 499 Mood Media, 577 Netflix, 328
Maze, Jonathan, 277 Mooney, Lisa, 77 NetMarket, 344
354, 361, 363, 499, 512, 514, 635, McAfee, 241, 348, 357, 380 Mophie, 41 Netscape, 509
636, 644 McCabe, Caitlin, 329, 556 Moran, Gwen, 123, 314, 426 Network Solutions, 370
Liquid Crystal Institute, 554 McCann, Chris, 633 Morgan & Milo, 614 Neurowear, 110
Liquid Descent, 29 McClard, Matt, 348 Moritani, 609 New Columbia Distillers, 368
Lister, Kate, 521 McClinton, Gregory Lee, 85 Moritz, Michael, 500 Newell, Gabe, 194
Little, Tony, 33 McCraw, Alan, 257 Morlando, Jo-Ann, 556 Newmark Grubb Knight Frank, 274
Little White Chapel, 334 McCraw, Art, 257 Morning Call, 435 New Pig, 369
Litvan, Laura M., 333 McCrea, Bridget, 399 Morris, Kelly, 493, 494 New Wave Surgical, 24
Ljung, Alexander, 401 McDonald’s, 90, 198, 270, 271, 274, 279, Morris, Langdon, 100 New York University, 32
L&N Products, 672 Morris, Tia, 342 NextDigest, 633
Loan Finder, 535 280, 281, 292, 295, 296, 393, 395, Morrison, Taylor, 158 Nickelodeon Universe, 568
Logosz, Jeff, 614 396, 542, 569, 688 Morrison Museum of Natural History, Nickerson, William, 107
Logosz, Tony, 614 McGrath, Jim, 535 Nicole Miller, 21
Lollicup USA, 545 McGrath, Patricia, 535 126, 127 Niecpe, Joseph, 119
Long John Silver, 295 McIntosh, Frank, 387 Morton Williams, 508 Nielsen Marketplace, 544
Lopez, Jennifer, 307 McIntosh Labs, 387 Moseley, Stephen, 703 Nike, 111
Los Angeles Times, 435 McKay, Harvey, 33 Moss, Cliff, 603 99 Bottles, 356
Los Angeles Unified School District, 477 McKee, Steve, 397 Moss, Stephen C., 413 99 Cents Only, 215, 216
Loten, Angus, 106 McKee Wallwork Cleveland Mothers Against Drunk Drivers, 321 Nisolo Shoes, 65, 200
Louisiana Caviar Company, 604 Advertising, 397 Moukheiber, Zina, 705 Nissan, 155
Louisville International Airport, 562 McKinsey and Company, 208, 397, 412, Mount, Ian, 615 Nissan of Manhattan, 342
Louis Vuitton, 554 636, 650 Mr. Lube, 89 Noble, Pamela, 648
Lowe, Michael, 368 McLain, Hillary, 75 Mrs. Fields Cookies, 49 Noble-Davis Consulting, 648, 650
Lowell, Bret, 297 McManus, Teevan, 470 mShopper, 362 Nokia, 390
Lowe’s, 576 McMenamin, Ian, 33 Muller, M. P., 114 Nolan, John Patrick, 260
Luangrath, Mari, 323 McNaughton, Patrick, 120 Multifunding, 182–183, 535 Nolen, Ken, 603
Lubarsky, Max, 65, 66 McPhee, Chris, 127 Mulvaney, Kevin, 255 Nona’s Sweets, 556
Lubin, Fran, 269 McPhee, Kella, 127 Murdock, Steve H., 650 Noodles & Company, 196–197
Lucash, Jason, 106, 195 McPhee, Lynn, 503 Murphy, Kent, 128 Nordstrom, 33, 576
Lucci, Ralph, 523 McQuigge, Michelle, 89 Murrell, Jerry, 207, 279 Nornberg, Vanessa Merit, 330
Lulumon Athletica, 138 McWilliams, Gary, 204 Musick, Janine Latus, 480 Norris, Joanna, 465
Lundstrom, Julia, 519 Mead, Nick, 471 Muthomi, Eric, 20 Northeast Council of Governments
Lundstrom, Russell, 519 Meatball Obsession, 569 MyCorporation, 249 Development Corporation, 531
Lush Fresh Handmade Cosmetics, 350, 351 M-Edge Accessories, 23 Mycoskie, Blake, 690 The North Face, 594
Lusk, John, 309 MediConnect Global, 634, 635 Myers, John, 568 Northwest Energy Efficiency Alliance, 498
LYFE Kitchen, 276, 277 Medoff, Don, 124 Mystery Jets, 577 Northwest Tennessee Entrepreneur
Lynch, Jonni, 572 Meece, Mickey, 314 Center, 506
Lynn, Jacquelyn, 201 Mehrotra, Ajay K., 403 N Norton, 357
Lyons, Tom, 276 Melamed, Howard, 614 Nottingham, John, 130
Mell, Matthew, 195 Nahman, Chris, 295 Nottingham Spirk, 130
M Melloan, Jim, 521 Namasté Solar, 60 NSI Communications, 672
Mendez, Jesus, 77 Nando’s, 295 Nugget Market, 656
Maaco Auto Painting and Bodyworks, 266 Menlo Innovations, 640 Napoletano, Erika, 481 Null, Christopher, 484
Macagno, Maurizio, 26 Mental Health Foundation, 121 NASA, 532 Nuvar Incorporated, 608
Machin, Alex, 78 Mercedes Benz, 571 NASCAR, 483, 552 NYC Bagel Deli, 407
MacKenzie, Angus, 111 Merle Norman Cosmetics, 404 Nashville Predators, 62
Macy, R. H., 52 Merrick, Amy, 204 Nasty Gal, 42 O
Macy’s, 33 Merrill Lynch, 515 National Advisory Council for Innovation
Madden, Kevin, 632 META Group, 349 Oak Environmental, 425
Magnificent Baby, 39 Metail, 119 and Entrepreneurship, 97 Oak Ridge National Research Laboratory
Maier, Matthew, 204, 403 Metal Mafia, 330 National Association of Colleges and
MailChimp, 357 MetLife, 653 (ORNL), 506, 545
Makani, Shoaib, 513 Metro Community Investment Employers, 635 O’Connor, Brendan, 89
Malarney, Jim, 479 (Minneapolis), 75 National Association of Credit O’Dell, Nancy, 33
Malik, Hamad, 621 Meyer, Nick, 65 Office Depot Small Business, 380
Mall of America, 568 MGM, 29 Management, 478 Office of International Trade, 597
Maltby, Emily, 106, 234, 294, 521 Miami Heat, 239 National Association of Retail Grocers, 447 Ohikuare, Judith, 204
Mancini, Daniel, 569 Miami Project to Cure Paralysis, 198 National Association of Trade Ohngren, Kara, 123, 702
OK! Magazine, 40
Exchanges, 488
National Basketball Association (NBA),

27, 239

O’Leary, James, 249 Perales, Guillermo, 270, 272 Putney, Inc., 200, 650, 653 NAME INDEX 711
Olson, Troy, 324 Perch, Jerry, 269 Puzder, Andy, 554
Omholt, David, 292 Perez-Carrillo, Ernesto, Jr., 204 Ristorante Bergamo, 564
O’Neill, Danny, 394 Perkins, Lynn, 109 Q Rita’s Frozen Ice, 298
OnlineShoes.com, 349 Perky Jerky, 98 Ritter, Jay R., 514
Openshaw, Jennifer, 287 Per Se, 405 Qcue, 402 Ritz-Carlton, 333
OpenTable, 581 Petco, 116 Qmonos, 127 Rivet & Sway, 309
Opperman, Joshua, 218 Peter and Morton’s Steakhouse, 363 Quaker State & Lube, 577 Roark, Bill, 657
Oracle, 351 Peter Glenn Ski and Sport, 353 Qualcomm, 513 The Roasterie, 394
Orb Audio, 154 Peters, Stefan, 204 Quality Bicycle Products, 554 Roberts, Mike, 276
Orchid Boutique, 535 Petra Group, 449 Qualters, Sheri, 615 Roberts, Shaun, 120
OrderUp, 208 Petrakis, James, 563 Qualtrics, 547 Robins, Gary, 293
Oregon Business Development Fund Petrakis, Julie, 563 Quest, Seth, 505 Robins, Stephen, 551
Petrecca, Laura, 243 QuestMark Partners, 510 Robinson, Madison, 32, 33
(OBDF), 533 Pet Supermarket, 580 QuickBooks, 422 Rockefeller, Laurance, 506
Orfalea, Paul, 170 Pew Internet and American Life Project, Quigley, Rachel, 89 Rocket Chemical Company, 97
Organization for Economic Development Quikava, 675 Rockne, Knute, 98
358, 361 Quinton, Brian, 324 Rock the Post, 504
and Cooperation, 545 Pfeffer, Jeffrey, 581 Quirky, 122, 123 Roegner, Eric V., 413
Orgill, Stuart, 547 Pfeifer, Colleen, 531 Quiznos, 279, 289 Roelofson, Cameron, 120
OrigAudio, 106, 195 Pfeifer, John, 531 QVC, 311 Roetzheim, William, 24
Original Mr. Cabinet Care, 489 Phelps, Michael, 36 Rogers, Stephen, 270, 275
Orlando Sentinel, 435 Phelps, Ron, 478 R Roma Costume, 470
Orma, Stephanie, 581 Philadelphia Eagles, 105 Ronick, Mel, 372
Orseno, Joseph, 665 Phillips, Debra, 314 Radical Football LLC, 248 Ronnen, Tal, 276
Orseno, Michael, 665 Phillips, Hunter, 305 Radio Flyer, 46, 114 RoommateFit, 53, 54
Ortuzar, Sisha, 237 Phillips, Neil, 630 Ragged Mountain, 402 RoomPlace, 344
Orwell, George, 88 Philly Pretzel Factory, 298 Raheja, Raj, 117 Roots Café, 258
Osawa, Yoshitaka, 459 Phinn, Alex, 220 Raia, Joe, 129 Rosebrook, Ashley, 204
Osburn, Denise, 314 Phin & Phebes Ice Cream, 508 Raider, Jeffrey, 389 Rosen, Michael, 72
Osterwalder, A., 166 Phumbhra, Aayush, 170 Ramakrishnan, Rama, 369 Roshania, Neema P., 277
OtterBox, 657 Phunware, 433–434, 483, 552 Ramamurthy, Aarthi, 37 Rosoff, Matt, 641
Outback Steakhouse, 522 Picken, Joseph, 214 Rand Capital SBIC, 530 Rosshandler, Jacqui, 523
Outdoor Group LLC, 548 Pie Bird Sweet and Savory, 572 Range Resources Corporation, 636 Rotary Club, 612
Ovation Instruments, 103 Piedmont Technical College, 635 Ranger Up, 355 Rotche, John, 276
Overseas Private Investment Corporation, 605 Pierce, Fenner & Smith, 515 Ransom, Diana, 615 Rotella, Joseph, 247
Overturf, Mike, 368 Pierce, Sarah, 471 Raskin, Max, 41 Rowe, Craig, 313
Owens-Corning, 29, 138 Pigneur, Y., 166 Rassweiler, Andrew, 408 Rowling, J. K., 122
OWN, 36 Pig Punisher, 506 Ratio Law Firm, 465 Royal Distribution, 672
Oxitec, 691 Pines Home Health Care Services, 535 Ratliff, David, 91 RSA Design, 78
Oyarzun, Terri, 483 Pinhole Press, 204 Ratliff, Lou Ann, 91 Rubin, Jeff, 304
Pinterest, 346, 354, 363, 372, 373 Raymond, Doris, 118 Rubin, Michael, 627
P Piombino, Kristin, 380, 638 Raz, Tahl, 111 Ruby Receptionists, 335, 654
Pita Pan, 233 Razzaque, Brian, 702 Ruby Tuesday, 579
P. F. Chang, 567 Pitney-Bowes, 541 R&D Magazine, 97 Ruebens, Lindsay, 556
Pacific Bioscience Laboratories, 316 Pittman, Kristen Valle, 521 Reade, Duane, 388 Runyan, Joe, 203
Pacific Place, 559 Pitts, David, 521 Real Bullets Branding, 329 Rural Development Rural Business
Pacqué, Derek, 40 Pizza Fusion, 288 Recruit Co. Ltd., 547
Pactrans Air & Sea, Inc., 605 Pizza Hut, 292, 294, 598 Reddy, Kevin, 196, 197 Services (RBS), 531
Page, Heather, 314 Pizza Ranch, 204 Redhage, Christopher, 72 Rustagi, Kevin, 49
Page, Jimmy, 103 PJ’s Coffee, 207, 672 Red Hat Inc., 635 Ruth, Babe, 51
Page, Larry, 98, 500 Planet of the Grapes, 233 Red Mango, 265 Ruvinsky, Ilene, 505
Paley, Eric, 25 Plank, Kevin, 36 Redner, Joey, 163 Ryckman, Pamela, 204
Palmisciano, Nick, 355 PlayWorks, 108 Redpoint Ventures, 187 Rynes, Sara, 77
Palo Alto Software, 181 Pledge Music, 504 Reebok, 90
Paltrow, Gwyneth, 138 Plummer, Daryl, 352 Reese, Corey, 636 S
Pampered Chef, 398 Pofeldt, Elaine, 479 Reese-Cassal, Kyle, 79
Panda Sunglasses, 690 Poland, Albert, 455 Reeves, Scott, 50 Saadi, Sommer, 41
Pandora, 152 Popcorn, Faith, 309 Refulgent Software, 249 Sabai Technology, 603
Panera Bread, 309, 333, 576, 577, 578, Popeyes Louisiana Kitchen, 293 Reilly, Mary-Bridget, 494 Saban, Nick, 626
Popkin, Helen A. S., 89 Reilly, William J., 561 Sablik, Tim, 138
672, 674, 675 Population Reference Bureau, 543, 544 Rein, Alex, 416 Sackville Cab, 489
Panosyn, Stepan, 297 Porras, Jerry, 212 Reis Inc., 563 Saddleback Leather, 318
Papa John’s Pizza, 271, 273, 274, 286 Porter, Michael A., 154, 156, 215 Reisinger, Brian, 601 Sadler’s Wells, 116
Papa Murphy’s Pizza, 75 Postgraduate Center for Mental Health REL Consultancy, 461 Safari, 234
Parago, 386 Rella, Daniel, 265 Safeway, 403
Parish, Neil, 570 (NYC), 75 RendezWoof, 171 Sage North America, 422
Paris Opera, 119 Post-It note, 98 RentHop, 22 Sage Software, 24
Park, James, 185 Powell’s Books, 330 RentTheChicken.com, 216 Sageworks, 442, 483
Park, Missy, 648 Power Solutions for Business, 181 Rent the Runway, 21 Sahlman, William A., 188, 189
Parker, Eric, 295 Powwownow, 465–466 Resnick, Nathan, 505 Saifi, Ali, 288
Parker, Jesse, 157 Pretty Ugly, 47 Resnick, Rosalind, 503 Sam’s Club, 403, 512
Parker, Patrick, 509 Price, Buzz, 541 Restaurant Stakeout, 494 Samsung, 390, 391, 551
Parrott, Mark, 350 Price, Kenny, 635 Retro Fitness, 215 Samuels, Ron, 204
Parry, Mark, 446 PriceWaterhouseCoopers, 45, 341, 509, Reuben on Rye, 570 Samuelyan, Sam, 297
Parsons, Larry, 489 Reuters, 447 Santa Barbara City College, 569
Parsons, Rob, 293 511, 659 Re:Vision Architecture, 78 Santos, Jason, 214
Party Palace, 568 Prince, Russ Alan, 32 Rex, Tyler, 316 Santos, Zina, 214
Pasanen, Melissa, 294 PR Newswire, 210 Rezeli, Jenn, 78 Sapozhnikova, Anya, 248
Pasin, Antonio, 46 Procellera, 97 RHW Media, 481 Sarasvathy, Saras, 26
Pasin, Mario, 46 Process Barron, 603 Rice, Mark, 125 Sargeant, Winslow, 18
Pasin, Robert, 46, 114 Procter and Gamble, 107, 203, 477 Rich, Melissa, 93 Sarowitz, Steve, 543
Pasta Shoppe, 601 Proferes, Bill, 208 Richardson, Steve, 392 Sataline, Suzanne, 523
Patterson, Kermit, 294 Project Frog, 119 Richland, LLC, 609 Savacool, Julia, 32
Pattison, Kermit, 324 Pro Line Sports, 550 Rickenbacker, Eddie, 506 Sawyer’s Walk/Crosswinds, 237
Pauling, Linus, 130 ProNova Solutions, 545 RidePost, 47 SBAExpress Program, 524, 526
Pavegen Systems, 129 Prosper, 535 Rifkin, Glenn, 41 Scarborough, Norman M., 104
Pavlish, Craig, 31 Protean Drive Motor, 111 RightNow, 322 ScentAir, 578
Paylocity, 543 Protean Electric, 111 Riili, Pablo Giménez, 611 Schadle, Don, 283
PayPal, 172, 233, 375 Providencia USA, 555 Riley, Connor, 89 Schatz, Brandon, 550
PBS Digital, 114 ProviderTrust, 72 Riley, Elizabeth, 65 Schenk, Aiken, 243
Pearl.com, 39 PRSM Healthcare, 305 Rincon, Ivan, 535 Schier, David, 477
Pelindaba Lavender, 551 Pruitt, Andy, 594 Rincon, Mayra, 535 Schiff, Jennifer Lonoff, 380
Pendlebury, Laura, 479 Prusak, Joey, 63 Rishe, Patrick, 403 Schiff, Judah, 488
Pennington, April Y., 282 Psycho Donuts, 323 Risk Management Association (RMA), Schiff, Lewis, 32
Penn Schoen Berland, 77 Public Affair PR, A, 47 Schilling, Curt, 55
Pepperdine University, 437 Public Affairs Council, 33 427, 428, 446, 447, 469, 489 Schlachter, Anita, 266
Pepsi Cola, 267 Purcell, Bob, 111 Schlosser, Julie, 581

712 NAME INDEX Siversen, Chris, 442 Spider Web, 127 Sweaty Bands, 121
Siwicki, Bill, 363 Spiegelman, Paul, 425 Sweeney, Chris, 691
Schlotsky’s, 291, 298 Skiba, Jeff, 97 Spitzer, Alison, 342 Sweet, Robert W., 403
Schnatter, John, 271 Skillet Street Food, 394 Spitzer Auto Group, 342 Sweetwater Brewery, 315
Schofield, Bruce, 470 Skinny Ties, 362 Splash Mobile Car Wash, 120 Swoboda, Chuck, 107
Schofield, Lucy, 470 Sky Box, 248 Spors, Kelly K., 106, 657 Syinc.tv, 34
Schonfeld & Associates, 447 Slice, 112 SportsPhotos.com, 550 SylvanSport, 141
Schorr, Perry, 404 Slingshot Sports, 614 Sportyourself, 34 Symyx, 336
Schrock, Troy, 630 Sloan, Paul, 308 Spotify, 152, 577 Szymczak, Mike, 106, 195
Schroter, Will, 24 Sloan Management Review, 112 The Spotted Crocodile, 637
Schultz, Peter, 336 Small Business Administration (SBA), Spriggs, Mark, 266 T
Schumpeter, Joseph, 21, 26, 27, 109 Spring-Green Lawn Care, 288
Schwab, Katharine, 162 18, 50, 97, 178, 180, 245, 253, SquareSpace, 325 Tabaka, Marla, 521
Scimone, T. J., 112 273, 518, 520, 522, 523, 524, Square Wallet, 417, 418 Taco Bell, 114, 117, 292, 295, 297, 396, 598
Scott, Rick, 691 525, 526, 545, 569, 597, 600, SRC Holdings, 653 Talarico, Mark, 569
Scott, Robert, 536 605, 614 St. John, Susan, 261 Talbot’s, 567, 620
Scurfield, Heath, 29 Small Business Development Centers Stack, Jack, 653 Tallulah on the Thames, 577
SDL, 386 (SBDC), 180, 475, 545 Stacked: Food Well Built, 334 Tally, Greg, 126
Sea Life Minnesota Aquarium, 568 Small Business Innovation Research Stacks and Stacks, 372 Tally, Meredith, 126, 127
Seattle’s Best Coffee, 569 Program (SBIR), 532 Stakes, Christian, 317 Target, 116, 276, 303, 392
Sebastian’s Café, 364 Small Business Investment Companies Stansberry, Glen, 317 Tasti D-Lite, 291
Second Chance (San Diego), 75 (SBICs), 530 Staples, 210, 392, 530 Tate, John, 494
Securian Financial Group, 251 Small Business Network Monitor, 483 Starbucks, 276, 395, 506, 509, 560, 576, Tavary, Diana, 280
Securities and Exchange Commission Small Business Payments Survey, 415 Taylor, Bill, 333
Small Business Technology Transfer 672, 673, 674, 675, 688 Taylor, Colleen, 50
(SEC), 210, 447, 515, 516 Program (STTR), 532 Starner, Ron, 552 Taylor, Howard, 298
Segal, Miki, 488 Small Loan Advantage program, 526 Startup America, 547 Taylor, William C., 204
Seiken, Jason, 114 SmartPak, 656 Star Wars, 121 TCM, 552
Seinfeld, 108 Smashing magazine, 375 State Bicycle, 346 Teach, Edward, 205
Sekiyama, Kazuhide, 127 Smith, Art, 276 State Farm Insurance, 519 Technical Assistance Research
Select Comfort, 578 Smith, Catherine, 89 Stathakis, George, 553
Selkoe, Greg, 634 Smith, Dave, 657 Stauffer, Dennis, 123 Programs, 333
Semien, Robyn, 555 Smith, David, 269, 274, 564 Stave Puzzles, 392 TechStars, 506
Senor Wraps, 44 Smith, Dylan, 647 Staver, Mike, 261 Telehealth PT, 173
Sense of Smell Institute, 578 Smith, Greg, 449 Stawi Foods and Fruits, 20 Telework Research Network, 652
Sensoria, 26 Smith, Joe, 273 Stax Omega, 553 Telford, Frank, 697, 698, 700
SEO Research, 365 Smith, Margaret, 564 Steak ‘n Shake, 279 Ten Thousand Villages, 559
Sequoia Capital, 500, 512 Smith, Peter, 445 Steamer’s Café, 416 Tequila Mockingbird, 233
Service Corps of Retired Executives Smith, Ray A., 138 Stein, Joshua David, 559 Tesco’s Corporate Steering Wheel, 222
Smith, Roland, 292 Stein, Tom, 314 Tesla, 155
(SCORE), 180, 466 Smith, Ryan, 547 Steinberg, Andrew, 442 Tessler, Remi, 293
7-Eleven, 296, 627 Smith, Scott, 261, 547 Steinberg, David, 22, 23 Texaco, 267
Severinghaus, Erik, 273 Smith, Spencer, 269 Steinert, Langley, 336 Texas Roadhouse, 553
Sex and the City, 38 Smoke Berkeley, 533 Stephenson, Allen, 31 Thankster, 354
Seymour, Tyler, 159 Smolan, Rick, 27 Stericycle, 425 Thawte, 348
Shaich, Ron, 309, 333 Smooth Fitness, 311 Sternberg, Tom, 210 TheRealReal, 349
Shackleton, Ernest, 641 Smoothie King, 297 Stetson, Lynn, 350 The Ride, 359
Shankman, Peter, 363 Smucker, Irwin, 660 Stevenson, Howard, 18 Thermo-Pur Technologies, 571
Shari’s Berries, 311 Smucker, James Monroe, 660 Stevenson, John C., 564 1366 Technologies, 202
Sharklet Technologies, 124 Smucker, Mark, 660 Stewart, Brandi, 333 37signals, 117
Shark Tank, 40, 242 Smucker, Paul, 660 Stewart, Mike, 387 38 Studios, 55
Sharpless, Jake, 367 Smucker, Richard, 660 Stewart, Thomas, 198 Thomas, Brian, 657
Shaw, Tanya, 620 Smucker, Timothy, 660 Stickels, Terry, 100 Thomas, Dave, 270
Shawe, Phil, 32 Snyder, Stu, 108 Stille, Mack, 656 Thomas, Paulette, 503
Shee, Jody, 277 Soccket ball, 29 Stille, William, 656 Thomas Pink, 577
Sheer, Lawrence, 39 Social Media Marketing University, 326 Sting, 344 Thorn, Bret, 399
Sheetz, 657 SocialToaster, 702 Stock, Saskia, 594 Tide Dry Cleaning, 203, 204
Sheetz, Stan, 657 Society for Human Resource Stolt, Kent, 494 Tiffany & Company, 138, 379, 554, 576
Sheridan, John H., 333 Management, 653 Stone, Colleen, 491 Timberland, 66
Sheridan, Richard, 640 Society of Competitive Intelligence, 209 Stonyfield Farm, 35 Timeless Message, 387
Sherlock Homes, 233 Society of Human Resource Managers, 643 Stop & Shop, 335 Tiny Farms, 162
Sherman, Robert, 50 Sodexo, 80 Storefront Inc., 559 TITLE Boxing Club, 276
Shields, Brooke, 436 Sohl, Jeffrey, 511 Storenvy Inc., 559 Title Nine, 648
Shields, Julien, 559 SolarWorld Industries America, 615, 616 Strategic Communications, 28 Title Nine Olympics, 648
ShipWire, 352 Soliman, Omar, 242 Strauss, Steve, 322 T-Mobile, 270, 417
Shops of Saddle Creek, Tennessee, 567 Solixr, 642 Stringer, Kortney, 204 Toastmasters, 315
Shorin, Arthur T., 523 Something Store, 38 Stringham, Bambi, 285 Today Show, 305
Shula, Don, 48 Sommet Group, 62 Stringham, Todd, 285 Todd, Edwin, 62
Shula Burger, 48 Somnio, 594 Strong, Lyn, 30 Toffler, Alvin, 194
Shula’s Bar, 48 Sony Pictures, 702 Sublette, Guen, 314 Tompkins, Jenn, 216
Shula’s On the Beach, 48 Sopranos, The, 38 Suburban Camping, 127 Tompkins, Phillip, 216
Shula’s Steak House, 48 Sorensen, Orlin, 307 Subway, 271, 277, 278, 280, 288, 294, 296, Toms, 318
Shula’s 347 Grills, 48 SoundCloud, 401, 577 Toolfetch, 362, 363
Shula’s 2 Steak and Sports, 48 SoundHound, 122 569, 599 Toossi, Mitra, 80
Shutterfly, 556 Sound of Music, 172 SuccessFactors, 213 Top Dog Travel, Inc., 84
Shvartsman, Gerald, 692 SoundSense, 193 Sulaiman, Tosin, 295 Toppers Pizza, 405
Sidwell, Stephen, 276 Source Outdoor, 692 Sullenberger, C. B. “Sully,” 640 Torch Technologies, 657
Siegel, Ethan, 154 South by Southwest Interactive Sullivan, Deborah, 22 Torres, Ashley D., 693
Siegel, René, 241 Festival, 552 Sullivan, Sean, 594 Torres, Nichole L., 142
Siegler, Pascal, 558 Southdale Mall, 565, 568 SumAll, 633 Toyopolis, 244
Sieron, Mark, 120 Southern Illinois University, 280 Summers, Bob, 288 Toyota, 155, 585
Siewert-Olson, Joan, 656 Southern Institute for Business and Summers, Jackie, 27 Toys for Tots, 321
Siewert-Olson, Lana, 656 Professional Ethics, 71 Summers, Kathy, 288 Trade Information Center, 597
Signature Capital, 512 Southern Tide, 31 Sun, Shelly, 273 Trade Opportunity Program (TOP), 597
Signia Venture Partners, 512 South’n France, 558 Sun Holdings LLC, 272 Trader Joe’s, 560, 643
Signs by Tomorrow, 285–286 Spaly, Brian, 99 Sun Microsystems, 500, 530 Tran, Kenneth, 240
Silverman, Julia, 29 Spangenberg, Eric, 578 Sunoco, 267 TransPerfect Translations, 32
Silverman, Zack, 416 Sparrow, Jack, 118 Sun Sentinel, 435 TransUnion, 478
Silver Stars Fitness, 153 Spatafore, Joe, 525 Suns River, 153 Traveler’s Rest, 30
Simmons, Michael, 50 Spatafore, Joyce, 525 Super Bowl, 468 Tribal Medical Outreach Association
Simms Fishing Products, 551 Spear, Jeff, 295 Super Nasty magazine, 42
Simon, Carly, 103 Specialized Bicycle Components, 594 SurePayroll, 76 (TOMA), 690
Simple Smart Science, 519 Speller, Tom, 530 Surh, Carolyn, 142 Tribune Company, 435, 437
Singer, Isaac, 267 Spencer, Susan, 461 Survey Monkey, 309 Trimble, Scott, 234
Singer, Susan, 200 Spencer Organ Company, 247 Sutton, Laurel, 234 TRIZ, 132, 133
Singer, Thea, 111 Spider, Inc., 127 Swallow, Erica, 211 Trott, Jeff, 387
Singer Sewing Machine Company, 267 Swartz, Jeffrey, 66 Truck Yard, 654
Singh, Ranjit, 386
SiteApps, 345

NAME INDEX 713

True & Co., 37 U.S. Supreme Court, 85, 243, 406 Warby Parker, 389 World Trade Organization (WTO), 134,
True Religion, 407 U.S. Venture Partners, 99, 510 Ward, Lisa, 581 615, 616, 619–620
True Value Hardware, 267 Uselton, John, 368 Warren, Adam, 34
Trunk Club, 99 Washington, George, 135 World Wrestling Entertainment
TRUSTe, 347, 348, 357, 359, 378 V Washington Floral Service, 395 (WWE), 203
Trustwave, 356 The Way We Wore, 118
TSKE Tsukishima Kankyo Engineering Vaksman, Irena, 325 Webgistix, 352 Wozniak, Paul, 657
Valade, Gretchen, 655 WebPageTest, 352 Wuorio, Jeff, 234
Ltd., 609 Valade, Mark, 655 Web Site Garage, 373 Wuyi Tiandi Motion Apparatus, 141
Tsonga, Jo-Wilfried, 322 Valdesolo, Fiorella, 211 WebTrust, 359 Wycoff, Joyce, 101
TSS Photography, 294 Vallet, Mark, 155 We Do Lines, 265 Wysocki, Chris, 563
Tumblr, 325 Valve Corporation, 194 Weebly, 325
Turk, Trina, 546 Vanegas, Cindy, 471 Weed Man, 274 X
Turner, Bill, 512 Van Grove, Jennifer, 211 Weetabix, 322
Turner, Ted, 97 Vanguard Services, 479, 481 WeFullfillIt, 352 Xero, 422
Twain, Mark, 654 Vassallo, Steve, 133 Wehrum, Kasey, 331, 333 Xerox Corporation, 481
23andMe, 628, 648, 652 Vega, Carlos, 694 Weingartner, Nancy, 295 X Factor, 113
Twining, Jim, 31 Vegetarian Gourmet Cuisine, 44 Weinstein, Bob, 480 Xirrus, 509–510
Twitter, 40, 88, 89, 190, 233, 311, 319, Velcro, 109 Weiss, Robert M., 403 XL Marketing, 22, 23
Vemuri, Geeta, 511 Weitzel, Ted, 237 Xuny, 503
320, 322, 323, 324, 325, 326, 346, Venture Ride Manufacturing, 126 Welch, Jack, 194
353, 354, 356, 360, 361, 363, 373, Vera Wang, 21 Weldon, Frances, 35 Y
499, 505, 635, 636, 644, 677, 678 Veridian Credit Union, 529 Weldon, Michael, 35
Tyco, 69 VeriSign, 359 Well Read Books, 499 Yahoo!, 27, 61, 366, 500
TypePad, 325 Veritas Software, 625 Wells Fargo, 32, 35 Yahoo Network, 348
Verizon Communications, 61, 307, Wells Fargo Small Business Index, 460 Yang, Jamie, 76
U Wendy’s, 270, 271, 292, 396, 688 Yang, Stanley, 121
368, 380 West, Kanye, 559 Yarnhouse, 563
Uber, 402 Verizon Wireless, 417 West Edmonton Mall, 567 Y Combinator, 506
Uglydolls, 47 Vermont Country Deli, 577 Western Auto, 267 Yelp, 326, 331, 361
Uncharted Play, 29 Vermont Country Store, 634 West Paw Design, 121 Yerkes, Leslie, 648
Under Armour, 36, 156, 233 Versace, 21, 554 Wetanson, Stuart, 392 Yes Man Watches, 505
Undercover Boss, 627 Vertex Pharmaceuticals, 124, 125, 128, 129 WGN America, 435 Yes to Carrots, 399
Underhill, Paco, 574, 575, 577, 579 VerticalResponse, 311 Whalen, Michael, 290 Yes & Yes Designs, 559
Underwood, Ryan, 594 Vescovi, Robyn, 291 Wharton School, 388, 394 Yohn, Denise Lee, 234
Underwriter Laboratories, 357 VetFran program, 273 Whattaburger, 289 Yorston, Yva, 481
Unequal Technologies, 105, 106 VH1, 702 WhippingPost.com, 27 Young, Jeremy, 37
Unified Payments, 26 Vicorp Restaurants Inc., 437 White, William, 277 Young, Rudolph, 660
Unilever, 513 Victoria’s Secret, 304, 403 WhiteHat, 348 Young, Thomas, 660
Unique Solutions, 620 Victory Auto Service and Glass, 321 Whitehill, Gary, 34 Young, Tommy, 660
United Aircraft Corporation, 103 Vigano, Davide, 26 Whitfield, Brian, 62 Young Office, 660
United Parcel Service, 138 Vij, Vicky, 517 Whitfield, Marsha, 62 Younique Boutique, 638
United States Ski and Snowboard Villa Enterprises, 442 Whitford, David, 41, 50 Youth Job Center (Evanston, Illinois), 75
Village Inn, 437 Whittaker, Teresa, 584 YouTube, 323, 324, 325, 326, 346, 354,
Association, 695 Vimeo, 372 Whole Foods Market, 162, 195, 508, 509,
United Way, 92 Vines of Mendoza, 611 361, 366, 372, 677, 695
Unity Marketing, 317 Viola Park Corporation, 105 577, 645 Yu, Alan, 545
Universal Music, 702 Virgin Group, 49, 628, 659 Wienzweig, Ari, 199 Yulong, 391
University of Akron, 554 Visa Small Business, 477 Wikipedia, 37 Yum! Brands, 292, 295, 598
University of California, Santa Barbara, 569 Vito, Robert, 105, 106 Wildrose Kennels, 387 Yves Saint Laurent (YSL), 138
University of California, Santa Cruz, 24 Viva McDonald’s, 575 Wilkerson, Kevin, 274
University of Miami, 49 Viva Móvil, 307 Wilkerson, Laurel, 274 Z
University of New Hampshire, 506, 507, 651 Vomaris Innovations, 97 Williams, David, 102
University of Pittsburgh, 53 Von Oech, Roger, 104, 106 Williams, Neil, 494 Zadeh, Shayan, 515
University of Virginia, 26 Vora, Shivani, 484 Williams, Spencer, 121 Zaleski, Andrew, 208
Upcountry Provisions Bakery & Bistro, 531 Vosges Haut-Chocolat, 400 Williams, Tina Byles, 74 Zamichieli, Jim, 437
UPS, 352, 513 VoViDa, 483 Williamson, Tim, 179 Zamolution, 437
UPS Worldport, 562 VoWac Publishing, 531 Willow Springs Water Park, 91 Zander, Doug, 695
UrbanHalo, 570 V3 Media Marketing, 488 Wilson, Joanne, 508 Zander, Laura, 486, 695, 696
Urban Outfitters, 577 Wilson, Sara, 287, 290 Zappos, 33, 108, 128, 333, 562, 641, 654
UrbanSitter, 109 W Wilson Creek Outfitters, 329 Zara, 486
Ury, William, 260 Windy Knoll Golf Club, 170 Zaritski, Joseph, 603
U.S. Air Force, 170 Wade, Holly, 391, 473 Winfrey, Oprah, 36, 138 Zawada, Craig C., 413
U.S. Census Bureau, 50, 307, 447, 543, Wadhawan, Neil, 117 Winkler, Claire, 559 Zaxby’s, 273
Wadhwani, Romesh, 24 Winn-Dixie, 581, 655 Zee Wines USA, 594
544, 551, 552 Wagstaff, Paul Smucker, 660 Wissotzky, Hadar, 109 Zendesk, 329
U.S. Chamber of Commerce, 493 Wahlforss, Eric, 401 ‘witchcraft, 237 ZeroAccess, 367
U.S. Commercial Service, 597, 600, 603, Wainwright, Julie, 349 Wojcicki, Anne, 628, 648, 652 Zetlin, Minda, 208
Waldo, Theresa, 86, 87 Women’s Enterprise Development Zielinski, Dave, 333
605, 609 Wales, Jimbo, 37 Zimmerer, Thomas W., 104
U.S. Copyright Office, 142 Walker, Brian, 349 Center, 526 Zimmerman, Eilene, 399
U.S. Department of Agriculture (USDA), Walker, David, 517 Wong, Danny, 352 Zingerman’s Community of
Walker, J., 359 Wong, Kristine A., 162
30, 447, 531, 532 Walker, Rob, 261 Woodinville Whiskey Company, 307 Businesses, 199
U.S. Department of Commerce, 447, 592, Wal-Mart, 157, 195, 203, 204, 215, 216, Wood Stone Ovens, 604 Zipskinny, 543
Woodyard, Patrick, 65, 200 Zivelo, 52
595, 597, 599, 603, 604–605, 607, 303, 331, 390, 392, 512, 513, 542, Woollaston, Victoria, 162 Zoo Doo, 406
613, 614, 616 569, 576, 579, 655 WordPress, 325 Zoomerang, 309
U.S. Department of Defense, 532 Walsh, K. C., 551 WordStream, 236 Zoosk, 515
U.S. Department of Housing and Urban Walters, Mariana, 418 Wordtracker, 366 Zoots, 195
Development (HUD), 531 Walton, Sam, 542 WorldCom, 69, 515 Zuckerberg, Mark, 36, 49, 573, 663
U.S. Department of Justice, 575 Wang, Annie, 40 World Retail Congress, 592 Zurofsky, Jeffrey, 237
U.S. Export Assistance Centers, 597, Wang, Jennifer, 41 Zweigoron, Jordan, 323
600, 603 Zygna, 514
U.S. Patent and Trademark Office (PTO), Zytec, 328
37, 107, 134, 135, 136, 140, 234,
283, 370

Subject Index

A Best Practices of Private Sector Business model innovation, 117–118 Cash budgets
Employers, 81 Business owners cash disbursements forecasting for,
Absorption costing, 409 472–473
A/B tests, 380 Beta tests, 160 exit strategies for, 188, 499, 512, cash receipts forecasting for, 469,
Accelerator programs, 504–506 BHAGs, 212, 630 663–665 471–472
Accounts payable, 473, 474, 482, 484 Blogs, 324–325 determining adequate cash balance for,
Accounts receivables, 473 Bond’s Franchise Guide, 286 negotiation of sale with, 258–259, 260 467, 468
Bootstrap financing, 499, 500 Business ownership forms end-of-month cash balances for, 473–474
avoiding losses from, 483–484 Bootstrap marketing strategies, 303–305 examples of, 466–467
collecting probability, 471 business plan and, 187 explanation of, 464–465
discounting, 527–528 branding, 318–319 C corporation, 245 formats for, 466
management of, 439–440, 469, 471–472, building community with customers, 316 characteristics of, 250 “net 30” trade credit terms, 485
connecting with customers on emotional corporations, 243–247 sales forecast for, 467, 468–469
474, 476–477 issues to consider when evaluating, 231
techniques for accelerating, 479, level, 316–318 limited liability company, 247–248 Cash conversion cycle, 476
convenience, 334–335 overview of, 231, 233 Cash cushion, building, 492
481–482 customer satisfaction, 326–329 partnership, 237–243 Cash disbursements, 472–473
Accredited investors, 502 entertain, 316 S corporation, 245–247 Cash discounts, 487, 488
Acquisition process, for existing filling a niche, 313 sole proprietorship, 235–237 Cash flow. See also Statement of
innovation, 335–336 statistics related to, 232
businesses, 255–256 publicity, 313 Business plan features cash flows
Action plans, 219 retain existing customers, 330, 332 business and industry profile, 183, 224 challenges related to, 459
Adaptability, leadership and, 625 social marketing, 319–326 competitor analysis, 183–184, 224 company ratings, 460
Advance rate, 527 speed, 336–337 entrepreneurs’ and managers’ résumés, explanation of, 459–460, 464
Advertising, 185, 271, 346. See also tactics, 313–315 forecast, 475–476
total quality management, 332–334 186–187 management of, 460
Promotion uniqueness, 316 executive summary, 181–182, 223 for new businesses, 189–190
Affordable Care Act, 153–154 Bootstrapping, 27, 50, 163 loan or investment proposal, 188–189 planning for, 474
Africa, franchising in, 295 Botnets, 367 market entry strategy, 184 seasonal businesses and, 470–471
African American entrepreneurs, 42 Bounce rate, 377 marketing strategy, 184–186, 224 signs of impending crisis, 461
Almanac of Business and Financial Brain function, creativity and, 101–104 mission and vision statement, 182, 223 Cash flow cycle, 461–463
Brainstorming, 129–130 plan of operation, 187, 225 Cash forecast, 462
Ratios, 447 Branding, 318–319 product or service description, 182 Cash management
Ambiguity, 109 Brand-name appeal, for franchisees, 270 pro forma financial statements, 187 accounts payable and, 482, 484
American Community Survey (Census Break-even analysis, 187, 450–456 title page and table of contents, 181 accounts receivable and, 476–482, 483
adding profit, 452–453 Business plans. See also The Daily Perc avoiding nonessential outlays, 490
Bureau), 543 break-even point in units, 453 bartering and, 488–489
American Marketplace, The: Demographics explanation of, 450–451 business plan “big three” of, 474, 476–479, 481–482,
using, 455–456 benefits of creating, 178–180
and Spending Patterns, 544 Break-even chart, constructing, 454–455 competitive test, 179–180 484–487
Americans with Disabilities Break-even point elements of, 180–189 cash cushion and, 492
calculating, 451–452 explanation for, 178 check fraud and, 491
Act (ADA), 575 explanation of, 450–451 functions of, 179 e-mail and, 491
Amoral management, 64 in units, 453 funnel, 510 expense audits and, 489
Angels, 506–509 Break-even selling price, 411–412 keeping current, 494 explanation of, 459–460
Annual Statement Studies, 427, 446, Break from the Pack (Harari), 211 presentation, 190–192 function of, 487–488
Building interiors, 576 reality test, 179 gift cards and, 491
447, 469 Bundling, 405 sample, outline of, 223–226 inventory and, 484–487
Apps, 364 Business climate, 547 software for, 181 leasing and, 489
Area development franchising, 297 Business directories, 161, 311–312 solid, 54 outsourcing and, 490–491
Articles of organization, for limited Businesses. See also Existing businesses; value test, 180 overhead costs and, 489
Business prototyping, 169–170 security and control system and, 491
liability companies, 248 specific types of businesses Business ratios, interpreting, 443–450 shipping terms and, 491
Art of Pricing, The (Mohammed), 389 failure of, 34, 51–52 Buyers, bargaining power of, 156–157 shoplifting and employee theft detection
Art of the Start, The (Kawasaki), 185 family-owned, 45–46 Buying power, of franchises, 274
Asian entrepreneurs, 42 financial soundness of, 258 Buy-sell agreement, 662 and, 493–494
Asset-based lenders, 527 home-based, 45, 569–570 By-product pricing, 406 zero-based budgeting and, 492
Assets minority-owned, 42–43 Cash receipts, 469, 471–472
mobile, 570 C Cause marketing, 303, 315
current, 423 responsibility to community, 92–93 C corporations, 245, 250
fixed, 423 responsibility to customers, 88, 89–92 Cafeteria benefit plans, 654 Census data, 161, 312
on projected balance sheet, 430–431 responsibility to employees, 78–88 Campus recruitment, 635 Central business district (CBD), 564–565
Audits responsibility to environment, 78 CAN-SPAM Act, 356 Certificate for Conducting Business as
ethical, 74 responsibility to investors, 92 Capacity, 189–190
expense, 489 trade and, 616–617 Capital Partners, 238
Authenticity, leaders and, 627 women-owned, 41–42 Certificate of Limited Partnership, 239, 243
Automatic Clearing House, 471 Business ethics debt, 500 Certified development company
Autonomy, 651 approaches to, 64 equity, 424, 500
Average age of inventory, 438 defined, 62 explanation of, 498–499 (CDC), 525
Average-collection-period ratio, 439 factors driving, 66 intellectual, 194 Change, leaders and, 628
Average-inventory-turnover ratio, 438 Business format franchising, 267, 268 for new businesses, 189 Channels, 166, 168
Average number of page views per Business incubators, 572 for partnerships, 239, 240 Character, 190
Business model, 148, 191 for sole proprietorships, 236 Charge-backs, 381, 382
visit, 377 building and testing, 53, 54 working, 427 Check fraud, 491
Average-payable-period ratio, 440–441 developing and testing, 166–170, 172 Capital Access Programs (CAPs), 533 Checkout process, 582
Business Model Canvas, 166 Capital lease, 490 Cities. See also Location
B channels, 166, 168 Capital requirements
cost structure, 166, 168 business ownership forms and, 231 clustering in, 554
Baby boomers, 48, 534, 632, 635, customer relationships, 166, 167 planning for, 163 compatibility with community, 554
658, 659 customer segments, 166–167 CAPLine Program, 526 competition within, 553–554
key activities, 166, 168 Captive-product pricing, 406 incentives in, 555–557
Background checks, employee, 643–645 key partners, 166, 168 Cart abandonment rate, 377 infrastructure in, 555
Balanced scorecards, 220, 222, 223 key resources, 166, 168 Cash laws and regulations in, 554–555
Balance sheets revenue streams, 166, 168 balance, 430 population trends in, 551–553
value proposition, 166, 167 importance of, 55 quality of life in, 557
examples of, 423, 444 Business modeling process, phases in, investing surplus, 492, 494 utilities in, 555
explanation of, 422–423 profits vs., 463–464 Clawback provisions, 557
fundamental accounting equation 168–170, 172 requirements for, 253, 459, 462 Click fraud, 367
running out of, 163 Click-through rate, 356
for, 423 Closely held corporation, 244
projected, 430–431
Bank drafts, 606
Banner ads, 346
Bartering, 488, 600
Beige Book, 183
Benefits, 182
alternative, 637
employee, 653–654
Best alternative to a negotiated agreement

(BATNA), 261

714

SUBJECT INDEX 715

Cloud computing, 38 Cost leadership strategy, 215–216 right to know, 90 Decision making, in sole
Clusters, 554 Cost of goods sold, 425, 430 right to safety, 88, 90 proprietorships, 235
Cobranding franchising, 298 Cost per acquisition, 377 Customers
Cocreation, 363 Cost-plus pricing, 408–409 business’s responsibility to, 88, 90–92 Delivered pricing, 404
Code of ethics Counterfeit products community-building with, 316 Demographic data
connecting with, on emotional level,
developing, 73 infringement suits, 136–137 market research and, 161
enforcing through policies, 73–74 seizure of, 134 316–318 region selection and, 312
Coleman Report, The, 275 Countertrade, 600 discounts and, 404–405 sources of, 544
Collaboration, 121–122 County Business Patterns, 553 e-commerce success and, 344 Demographics, explanation of, 307
Collateral, 190, 521 Coupons establishing interest of, 184 Department of Housing and Urban
Collection blunders, avoiding, 480 eliminating, 395 for exports, 604–605
Collection policy, establishing, 477–479 online, 371 interacting with, 116–117 Development (HUD), 531
Colleges/universities Covenants, 521 listening to, 120 Depreciation, 427
entrepreneurship classes in, 36, 40 Coworking, 569 loyal, developing and retaining, 333 Design. See also Layout/design
student entrepreneurs in, 40–41, 49 Creative ideas market research and, 307–313
Combination franchising, 298 brainstorming to generate, 129–130 online, 346–347 environmentally friendly, 578
Commerce metrics, 376 force-field analysis to generate, 131 perspective of, 220–221 external, 574
Commercial banks, 518 mind mapping to generate, 130–131 potential, 32 interior, 576
Commercial finance companies, 528–529 rapid prototyping to generate, 133–134 response to pricing, 386, 393, 394 for physically challenged customers and
Commercial loans, 519 TRIZ to generate, 132–133 retaining existing, 330
Commitment, entrepreneurs and, 26 Creative process screening, 477–478 employees, 575
Communication skills, leaders and, 627 failure as part of, 103 service and personal attention for, 204 production layouts, 584–585
Communities illumination step in, 127–128 social media and feedback from, 355 web site, 367–376
business compatibility within, 554 implementation step in, 128–129 social media tools and retaining of, 361, Design patents, 143
business’s responsibility to, 92–93 improving, techniques for, 129–134 Determination, entrepreneurs and, 23–24
e-commerce and building, 354–355 incubation step in, 126–127 363–364 Dictionary of Occupational Titles, 638, 639
entrepreneurs and involvement in, 204 investigation step in, 125 strategies to retain, 345 Differentiation, 396
Community Advantage program, 526 preparation step in, 124 target, 369 Differentiation strategy, 216–217
Community Development Block Grants transformation step in, 125–126 well-defined portraits of, 306 Digital franchises, 208
verification step in, 128 Customer service Direct competitors, 208–209
(CDBGs), 531 Creativity. See also Innovation competitive advantage in, 195 Direct-cost income statement, 410, 414
Community development financial barriers to, 104, 106–111 customer satisfaction based on, Direct costing, 409–411
brain function and, 101–104 Direct mail lists, 312
institutions (CDFIs), 533 entrepreneurs and, 26 326–330 Disaster loans, 527
Community shopping centers, 565–566 expectation of, 113 e-commerce and, 349–350 Discounts, 404–405
Compact fluorescent lights (CFLs), 578 explanation of, 97 as investment, not as expense, 329 asking for, 489
Company credo, creating, 73 failure and, 51 Customer traffic, 562 cash, 487
Compensation, types of employee, methods to enhance individual, Customized Market Analyses, 605 earned, 404
Customized pricing, 401 eliminating, 395
652–655 118–122 Cyberattacks, 378 limited-time-only, 393
Competition methods to enhance organizational, Cybercrime, 378 quantity, 487
Cycle billing, 479 steadily decreasing, 405
analysis of, 183–184, 207–211 111–118 Discouragement, 35–36
in cities, 553–554 modeling, 117 D Distribution, marketing strategy, 186
differentiation from, 55 as necessity, 100–101 Divergent thinking, 125
ethical lapses and, 70 overview of, 97–99 The Daily Perc business plan Diversity. See Cultural diversity
nearby competitors, 568–569 rewards for, 117 break-even analysis, 684 Diversity Index, by county, 2030, 2014, 79
nonprice, 391 teaching, 101 company summary, 670–671 Doha Development Agenda, 619
pricing and, 390–393 Creativity training, 116 executive summary, 669 Domain names, 369–370
for retail and service businesses, 560 Credibility, 357–358, 359, 627 exit strategy, 688 Domestic joint venture, 596
site location and, 541–542 Credit financial plan, 683–687 Domestic trade barriers, 610, 613, 615
Competitive advantage five C’s of, 189–190 management summary, 681–682 Dominican Republic-Central America Free
building sustainable, 195–197 franchisees, 273 market analysis summary, 672–675
explanation of, 195 impact on pricing, 414–418 milestones, 681 Trade Agreement (CAFTA-DR), 620
location and, 560 installment, 418 personnel plan, 683 Doodling, 122
speed as, 336–337 trade, 418, 485 products, 671–672 Dormant partners, 239
Competitive intelligence, collecting, 209 Credit card fraud, 417 pro forma balance sheet, 688 Double taxation, 240, 245
Competitive profile matrix, 210, 211 Credit cards pro forma cash flow, 689 Downsizing, trend toward, 18, 47
Competitive Strategy (Porter), 215 e-commerce and, 375, 416–417 pro forma profit and loss, 684–685 Dreams, creativity and, 127
Competitive test, 179–180 as financing methods, 535–536 projected balance sheet, 687 Driverless car, 155
Conditions, 190 online transactions using, 381–382, sales forecast, 679–680 Drive-through windows, 576–577
Confidence, entrepreneurs and, 23 strategy and implementation summary, Drop shipping, 352
Conflict, in partnerships, 241 416, 417 676–678, 680 Drug testing, 82–83
Conformity, 109 processing fees for, 381, 416 table of contents, 668 Due diligence
Construction, layout and, 574 for small purchases, 491
Content reports, 377 statistics related to, 415 Daily transactions, 311 asset valuation and, 255
Continuity, sole proprietorships and lack theft of, 417 Data mining, 61, 310, 312–313 buyer’s evaluation and, 256
transaction process for, 416 Daydreaming, 127 for existing business buyers, 249, 255
of, 236 Credit policy, establishing, 477–479 Days’ inventory, 438 market potential and, 258
Contracts, for franchisees, 280 Credit terms, negotiating, 484 Days payables outstanding (DPO), 440, Dumping, 616
Contribution margin, 410 Credit unions, 529 Dun & Bradstreet, 428
Control, business ownership forms and, 231 Critical numbers, 445, 446 441, 461 Dynamic pricing, 401–403
Convenience, 334–335, 369 Crowdfunding, 502, 504, 505 Days sales outstanding (DSO), 439, 441
Conventional thinking, suspending, 101 Cultural diversity Debit cards, 417 E
Convergent thinking, 125 creativity and, 113 Debt, challenges of, 436
Conversion (browse-to-buy) rate, 377 entrepreneurs and, 27, 41–48 Debt capital, 500 Earned discounts, 404
Conversion franchising, 296 global business and, 609, 617–619 Debt financing sources Earnings, estimated, 163
Conversion rates, 356, 379–380 leaders and, 628 Earnings before interest and taxes
Copreneurs, 46 in workforce, 79–82, 649, 650 asset-based lenders as, 527–528
“Copycat Economy,” 211 Culture commercial banks as, 518 (EBIT), 437
Copyrights, 142. See also Intellectual as barrier to trade, 617–619 commercial finance companies as, 528 E-commerce. See also Internet; Web sites
organizational, 645, 647–648 commercial loans as, 519
property Curiosity, encouraging, 114–115 credit unions as, 529 competition and, 207
characteristics of, 143 Current assets, 423 equipment suppliers and, 528 credit cards and, 375, 381–382, 416–417
legal system and, 143 Current liabilities, 423 explanation of, 517 developing community of customers and,
Core competencies, 149, 150, 196, 197 Current ratio, 433 floor planning and, 519
Corporate castoffs, 47 Customer capital, 194 home equity loans as, 519 354–355
Corporate citizenship, 222–223 Customer-driven marketing strategy, 306 intermediate and long-term loans as, e-mail use and, 356–357
Corporate dropouts, 47 Customer experience management, 330 issues to consider prior to launching into,
Corporate refugees, 251 Customer pivot, 172 519–520
Corporate venture capital, 513 Customer profitability map, 426 lines of credit as, 519 344–345
Corporations Customer questionnaires, 160, 311 private placements as, 530 myths about, 345–353
advantages of, 244 Customer ratings, 371–372 savings-and-loan associations as, 529 privacy issues related to, 347–348,
C, 245 Customer reviews, 357 short-term loans as, 518–519
closely held, 244 Customer rights small business investment companies 357, 378
definition, 243 right to be heard, 88, 90 purchase funnel, 376
explanation of, 243–244 right to choice, 91–92 and, 530 sales in U.S., 342
legal issues in, 244, 245 right to education, 90–91 stockbrokers as, 529 security issues related to, 347–348, 375,
publicly held, 244 term loans as, 521
S, 245–247 vendor financing and, 528 378, 380–382
tax issues for, 245–247 Debt ratio, 434–435 success in, 354–361, 363–367
Debt-to-net-worth ratio, 435, 437 trends in, 341–343
trucking routes and, 562
E-commerce strategies
attracting visitors as, 355–356
development of community as, 354–355
e-mail use as, 356–357

716 SUBJECT INDEX

establishing credibility as, 357–358 Entrepreneurship-friendly nations, 20 Export Express Program, 526 leasing as technique for, 534
global reach as, 358 Environment Exporting loan brokers and, 535
going mobile as, 358–361 merchant cash advance and, 535
listening to your customers as, 355 business’s responsibility to, 78 assessing potential for, 602 peer-to-peer lending and, 535
search engine optimization strategy as, ethical behavior and concern for, 61 establishing locations for, 607 purchase order, 528
Environmentally friendly design, 578–579 overview of, 600–601 ROBS for, 534–535
364–367 Equipment sources of information on, 600 vendor, 528
selling “experience” as, 356 for existing businesses, 252, 254 statistics related to, 604 Firewalls, 380, 381
social media tools as, 361, 363–364 used or reconditioned, 490 strategies for, 603–606 Firms. See Businesses
Web site promotion as, 361 Equipment vendor financing, 528 Export management companies (EMCs), Five C’s of credit, 189–190
Economic Bulletin Board (EBB), 597 Equity capital, 500 Five forces model
Economic Census, 553, 554 Equity financing sources 593, 595 elements in, 154–159
Economic Development Administration accelerator programs as, 504–506 Export merchants, 595 explanation of, 154–155
angels as, 506–509 Export Programs Guide, 600 Fixed assets, 423
(EDA), 531 crowdfunding as, 502, 504, 505 Export trading companies (ETCs), 595 Fixed expenses, 451
Editor and Publisher Market Guide, 544 friends and family members as, 501–504 Export Trading Company Act, 595–596 Fixed position layout, 584
Education, 36. See also Colleges/ personal savings as, 500–501 Export Working Capital Program, 526 Flexibility, entrepreneurs and, 26
venture capital companies as, 509–513 Flexplace, 652
universities; Training programs Ergonomics, 576 F Flextime, 636, 651–652
Efficiency, 395 Estate freeze, 663 Float, 441
Electronic (Automated Clearing House) Estate taxes, 661 Factor, explanation of, 533 Floor planning, 519
Ethical audits, 74 Factoring accounts receivable, 533–534 F.O.B. factory, 404
collections, 471 Ethical behaviors, entrepreneurs and, 60 Failure Focus groups, 160, 311
Elephants, 51 Ethical commitment, 74 Focus strategies, 217–219
E-mail, 491 Ethical competency, 74 expecting, 114 Follow-the-leader pricing, 406
Ethical consciousness, 74 fear of, 110 Force-field analysis, 131–132
creative use of, 356–357 Ethical cultures, features of, 71 of franchises, 282 Forecasts, 161, 312
privacy and, 88 Ethical dilemmas, stakeholders and, 60–61 putting into perspective, 51–52 Foreign Corrupt Practice Act (1977), 607
Web sites providing access to, 373 Ethical employees, recruiting and small business rate of, 34 Foreign distributors, 595–596
Embargoes, 616 tolerance for, 103 Foreign joint venture, 596
Embezzlement, 493–494 promoting, 74 Fair Debt Collection Practices Act, 479 Foreign licensing, 598
Employee assistance program (EAP), 83 Ethical framework, establishing, 66–69 Families, as equity financing source, Foreign markets, 39
Employees. See also Workforce Ethical lapses, 69 Foreign trade zones, 571
business’s responsibility to, 78–88 501–504 Form 1065, 240
engaged, 648–649 causes of, 69–71 Family limited partnership (FLP), 663–664 Franchise Disclosure Document (FDD),
ethical standards and, 73 competitive pressures, 70 Family-owned businesses, 45–46
in existing businesses, 252, 254 globalization of business, 70–71 Family test, ethical standards and, 71 281, 283, 288, 289, 290
hiring the right, 328, 631–645 moral blindness, 70 Fast-food industry, franchising and, 291 Franchisees
job design to motivate, 650–655 opportunity pressures, 70 Faulty assumptions, 123
layout of existing space and, 580 unethical employees, 69 Fear, embracing, 122 advertising programs for, 271–272
leaders and, 626–627 unethical organizational culture, 69 Feasibility analysis benefits for, 268–269
physically challenged, 575 Ethical leaders, social responsibility brand name appeal for, 270
redesigning work space and, 581 calling it quits on new business, 173 business system access for, 269
satisfaction among, 329 and, 61 elements of, 151 buying power of, 274
superior service and, 328–329 Ethical life, universal and timeless explanation of, 148, 151 changing face of, 291–292
theft by, 493–494 financial, 163–164 characteristics of, 287
unethical, 69 values in, 72 industry and market, 151–154 contract terms and renewal for, 280
Employee stock ownership plans Ethical standards in-home trials, 160 fees and royalty payments for, 277–278
product or service, 159–161 financing for, 272–273, 278
(ESOPs), 665 establishing, 71 prototypes and, 160 functions of, 266, 267
Employee value proposition, 636 levels of, 62–63 role of, 172 guidelines for decisions by, 288–289
Enclosed malls, 566 maintaining, 73–74 Features, product or service, 182 legal issues for, 281, 283–284
Encryption software, 416 profits and, 65, 66 Federal government, lending programs, management training and support for,
End-of-month cash balance, estimating, Ethics. See also Social responsibility
cultural diversity in workplace, 79–82 530–532 269–270
473–474 customer rights, 88–92 Feedback, 651 market research and, 286
Energy level, of entrepreneurs, 24 drug testing, 82–83 Females, as entrepreneurs, 19 market saturation and, 280–281
Engagement, workplace, 648–649 of dynamic pricing, 402–403 Festival shopping centers, 567 obtaining information from existing,
Entertaining, 316 explanation of, 61 Fighter brand, 393
Entrances, 575 identifying ethical dimensions, 68 Finance without Fear (Hettinger), 422 289–290
Entrepreneur feasibility, 164–166 leaders and, 626 Financial benchmarking, 446 product line for, 274, 279–280
Entrepreneurial readiness, 164 moral management and, 64–66 Financial buyers, 251 purchasing restrictions for, 279
Entrepreneurial self-assessment, 165 privacy and, 88 Financial feasibility analysis, elements in, self-evaluation by, 285–286
Entrepreneurs sexual harassment and, 83–87 site selection and territorial protection
training in, 70, 74 163–164
characteristics of, 22–27, 28 Ethnic markets, 306, 307 Financial forecasts, realistic, 187 for, 274–275
college students as, 40–41, 49 Evolutionary products, 397 Financial management, explanation of, 422 standardized goods and services for,
copreneurs, 46 Existing business buyers Financial perspective, 221
corporate castoff, 18, 47 acquisition steps for, 255, 256 Financial plans 270–271
decoding DNA of, 30–32 due diligence process for, 249, 255, 258 standardized operations for, 278–279
demographic and economic factors self-audit and, 256 break-even analysis and, 450–456 success rate of, 275, 277
skills and abilities for, 256–257 interpreting business ratios and, 443–450 training and support for, 280
related to, 37 types of, 251 projected financial statements and, turnover rate for, 289
expat, 610 Existing businesses Franchise Investment Law, 281
explanation of, 20–21 acquisition process for, 255–259 427–431 Franchise Registry, 273
family members as, 45–46 advantages of buying, 251–252 ratio analysis and, 431–435, 437–443 Franchises, digital, 208
as heroes, 36 criteria, 257 Financial resources Franchising
home-based, 45 disadvantages of buying, 253–255 managing, 54–55 area development, 297
immigrant, 43–44 ensuring smooth transition with, 259 online, 447 benefits of, 268–275, 277
international opportunities, 39 financing options, 258 Financial standards, balanced scorecard business format, 267, 268
minority, 42–43 negotiations for purchase of, cobranding and, 298
opportunity, 32 and, 220 conversion, 296
parallel, 25 258–259, 260 Financial statements. See also specific definition of, 266
part-time, 44–45 potential candidates, 257 drawbacks of, 277–281
retiring baby boomers, 48 Exit strategies, 188 types of statements economic impact of, 265
serial, 25 employee stock ownership plans, 665 balance sheets, 422–424 explanation of, 265–267
social, 29, 74 family limited partnership, 663–664 income statements, 424–426 global economy and, 265–266
women, 41–42 for investors, 499 pro forma, 187 intercept marketing and, 296
young, 41 leveraged buyouts, 665 ratio analysis and, 431–435, 437–443 international, 292, 294–296, 598–600
Entrepreneurship. See also Global overview of, 664 for small business, 427–431 legal issues related to, 281, 283–284
for selling to insiders, 665 statement of cash flows, 426–427 lending gap, 272
entrepreneurship; Small businesses for selling to outsiders, 664 understanding, 54 master, 297–298
activity across the globe, 19 for venture capitalists, 512 Financing multi-unit, 297
activity by age group, 48 Expat entrepreneurs, 610 credit cards and, 535–536 myths related to, 282
avoiding pitfalls in, 53–55 Expat Entrepreneurs in Argentina debt, 500. See also Debt financing number of outlets in United States, 265
benefits of, 28–29, 32–33 options, 286–288
college classes in, 36, 40 (English), 610 sources outlets by industry, 266
creativity and, 97–99. See also Creative Expense audits, 489 equipment vendor, 528 production distribution, 267
Expenses equity, 500. See also Equity financing purchase steps for, 284–291
process; Creativity pure, 267
cultural diversity and, 41–48 fixed, 451 sources refranchising, 296
drawbacks of, 34–36 operating, 425, 430 for existing businesses, 252, 258
forces driving trends in, 36–39 variable, 451– 454 for exporting, 605
overview of, 18–20 Expertise, 105 factoring accounts receivable and,
social, 74–76
statistics related to, 18 533–534
franchising and, 272–274
inventory, 528
layered, 499

SUBJECT INDEX 717

Franchising (Continued) Great Recession, 153 Industry Sector Analyses, 605 Investors
relationships, 267 Gross domestic product (GDP), 37, 51 Industry Spotlight, 447 business plan and, 189–190
selecting ideal, 293–294 Gross profit margin, 425 Information Security Magazine, 381 business’s responsibility to, 92
site selection and, 274–275 Guerrilla marketing plans In-home trials, 160
social ventures funded through, 75 Initial public offering (IPO) Irrevocable asset trust, 663
trade-name, 267 explanation of, 303 Irrevocable life insurance trust (ILIT),
trends in, 291–292, 294, 296–298 identifying target market for, 305–307 explanation of, 513–515
types of, 267–268 market research for, 307–313 nonpublic registrations and 662–663
objectives of, 303 Irrevocable trust, 662
Franchisors principles of, 313 exemptions, 516 Isolation, sole proprietorships and, 236
financing by, 272–273 Guerrilla marketing strategies registration process and, 515–516
fraudulent, 281 blogging as, 324–325 Innovation. See also Creativity J
functions of, 266, 267, 268–269 branding as, 318–319 concentrating on, 335–336
questioning, 290–291 customer connections as, 316–318 definition of, 97 Job analysis, 637
site selection process, 275 list of, 314 failed attempts at, 99 Job descriptions
social media presence, 271 niche focus as, 313 invention vs., 122–123
online videos as, 316, 324, 325 keys to, 105 explanation of, 637
Fraud publicity as, 313, 315 leadership and, 625 honesty in, 641
check, 491 quality focus as, 332–334 learning perspective and, 221 traits or characteristics and, 639
credit card, 417 service dedication and customer serendipity and, 119 Job design, 650–655
digital ad, 367 successful, 122–123 Job enlargement (horizontal job
franchising, 281 satisfaction as, 326–332 supporting, 116
online, 357, 381 seven-sentence strategy, 304 Innovative Workplace Strategies, 581 loading), 651
social media as, 319–326 Inside the Revolution (Hamel), 194 Job enrichment (vertical job loading), 651
Freebies, 355–356, 395, 489 special events as, 325–326 Installment credit, 418 Job insecurity, 47
Freelance specialists, hiring, 490 time compression management as, Installment loans, 520 Job interviews
Freemium pricing, 401 Integrity, 66, 650
Frequently asked questions (FAQ), 374 336–337 Intellectual capital, 194 guidelines for, 639–640, 642
Friends, as equity financing source, uniqueness as, 316 Intellectual property phases of, 642–643
copyrights as, 142 situational, 640
501–504 H global ventures and, 610 strange occurrences during, 646
Full-absorption income statement, 410 patents as, 134–137 Job rotation, 651
Fun, 114, 648 Harmonized Tariff Schedule, 615 protection of, 141–143 JOBS Act, 504
Future orientation, 24–25 Harvard Business Review, 189 theft and piracy of, 134 Job sharing, 652
Hidden market, 257 trademarks as, 137, 139–140 Job simplification, 650
G Hiring. See Recruitment/hiring Intercept marketing, 296 Job specification, 639
Hispanic entrepreneurs, 42 Interchange fees, 415 Joint ventures, 596, 598
Gazelles, 51 Hobbies, 118–119 Interiors, building, 576 Journal articles, 161
Gender, business start-ups and, 19 Home-based businesses, 45, 569–570 Intermediate loans, 519 Journaling, creativity and, 120
General Agreement of Tariffs and Trade Home equity loans, 519 Internal business perspective, 221 Journal of Commerce Port Import
Human capital, 194 Internal security and control system, 491
(GATT), 619 Hyperlinks, 372–373 International franchising, 598–600 Export Reporting Service (PIERS)
General partners, 239, 240 International Market Insights, 605 database, 209
General partnership, characteristics of, 250 I International trade agreements, 39, Jugglers, 25
Generation Y, opportunities for
Icebreakers, 642 619–620 K
entrepreneurs and, 153 Idea assessment, 148–151 International trade barriers. See also Global
Generation Z, opportunities for Idea sketch pad, 149, 150 Kant’s categorical imperative, ethical
Identity theft, 417 entrepreneurship standards and, 71
entrepreneurs and, 153 Illumination, as step in creative process, business, 616–617
Geographic pricing, 403–404 cultural, 617–619 Key performance indicators (KPIs), 445, 446
“Ghost shift,” 610 127–128 domestic, 610, 613, 615 Key success factors (KSFs), 206–207,
Gift cards, 491 Image, price and, 388–390 dumping, 616
Gift idea center, 371 Imagination, spurring, 111. See also embargoes, 616 210, 214
Gift taxes, 661 frequently encountered, 612 “Knockoffs,” 610
Global entrepreneurship Creativity nontariff, 615 Knowledge Revolution, 194
Immigrants, as entrepreneurs, 43–44 overview of, 610
assumptions related to, 613 Immoral management, 64 political, 616 L
countertrading and bartering and, 600 Implementation, as step in creative process, quotas, 615
e-commerce and, 358 tariff, 615 Labor force participation rate, 152
expat entrepreneurs, 610 128–129 International Trade Program (Small Labor supply, within states, 546–547
exporting and, 600–601, 603–606 Importing, 608–610 Landing pages, 370, 371
franchising and, 265–266, 598–600 Incentives, states, counties, and cities, Business Administration), 527 Law of agency, 241–242
importing and outsourcing and, 608–610 Internet, 38, 39, 44. See also E-commerce; Laws
joint ventures and, 596 555–557
licensing and, 598 Income statements Social media; Web sites in cities, 554–555
locations and, 607 angel networks on, 508 ethical standards and, 62
overview of, 590 examples of, 424, 444 blogs and, 324–325 zoning, 555
reasons for, 590–592 explanation of, 424 competition and, 207 Layaway, 418
strategies for, 592–593, 595–596, projected, 428–430 cost advantage and use of, 204 Layered financing, 499
Income uncertainty, 34 counterfeit sales and, 137 Layout/design. See also Location
598–610 Incubation, as step in creative process, crowdfunding and, 502 construction and appearance and, 574
trade intermediaries and, 593, 595–596 customer service and, 349–350 drive-through windows and, 576
trends in, 19–20 126–127 financial resources on, 498, 499 elements of ideal, 580–581
Web sites and, 592–593 Independent lifestyle, 38 global reach of, 592–593 entrances and, 575
Global entrepreneurship barriers Index of retail saturation, 560–561 high-speed access to, 548–550 explanation of, 572–573
cultural, 617–619 Indirect competitors, 209 information consumption and, 153 interior and, 576
domestic, 610, 613, 615 Individualized marketing, 310 market research information on, 161 lighting and, 578
dumping, 616 Industrial Revolution, 194 market research via, 312 for manufacturers, 583–585
embargoes, 616 Industries new business models and, 341–343 for retailers, 579–582
international, 615–616 niche markets and, 217 scent and, 578
nature of, 610 assessing attractiveness of, 202 penetration rate by region, 343 signs and, 575–576
nontariff, 615 profile of, 183, 224 prototyping and, 170 size and adaptability and, 574
political, 616 rivalry within, 205 security concerns for, 347–348, 375 sound and, 577
quotas, 615 threats of new entrants into, 203 statistics on use of, 343 visual appeal and, 578
tariff, 615 Industry and market feasibility analysis time compression management and, 337 Leader pricing, 403
Global Entrepreneurship Monitor (GEM), 19 bargaining power of buyers and, Internet protocol (IP) address, 417 Leadership in Energy and Environmental
Globalization of business, ethical lapses Interviews. See Job interviews
156–157 Intrapreneurs, 116 Design (LEED) principles, 578
and, 70–71 bargaining power of suppliers and, 156 Intrusion detection software, 380 Leaders/leadership
Global trends, 154 demographics, 153 Intuit Future of Small Business Report,
Globus and National Trade Data Bank economics, 153 behaviors of, 626–629
five forces model and, 154–159 The, 218 characteristics of, 625
(NTDB), 597 global trends, 154 Invention, innovation vs., 122–123 explanation of, 625–626
Goals legislation, 153–154 Inventory management vs., 625–626
macro forces, 151–154 questions for, 629–630
business ownership forms and, 231 market niches and, 158–159 for existing businesses, 252, 254 servant, 630, 631
creating, 212 rivalry, 155–156 management of, 474, 484–487 tasks of, 631
leadership and, 627 sociocultural changes, 152 surplus, 486 Lean Start-up process, 170
Golden Rule, ethical standards and, 71 technological breakthroughs, 152–153 Inventory financing, 528 Leapfroggers, 25
Good to Great (Collins), 629 threat of new entrants and, 157 Investigation, as step in creative Learning environments, 650
Good to Great (Collins and Porras), 212 threat of substitute products or services Leases/leasing
Government agencies, financial operating process, 125 as cash management strategy, 489–490
and, 157–158 Investment bankers, 515 as financing method, 534
data, 447. See also Federal Industry associations, 447 types of, 490
government Industry databases, 161 Leegin Creative Leather Products vs.
Grantor retained annuity trust (GRAT), 663 Industry Norms and Key Business
Great by Choice (Collins), 629 PSKS, Inc., 279
Ratios, 447

718 SUBJECT INDEX

Left-brain function, 102–104 lifetime gifting and, 662 Net-profit-to-equity ratio, 443 characteristics of, 143
Legal business entity, creating, 248–249 overview of, 655, 658 Net-sales-to-total-assets ratio, 441 explanation of, 134
Legal issues trusts and, 662–663 Networking, 346 legal system and, 143
Managing underwriter, 515 New business planning process, 149 process to obtain, 135–136
for corporations, 245 Manufacturers New entrant threat, 157 statistics related to, 135
for existing businesses, 249 for global ventures, 610 Niches Pay-for-performance compensation
for franchising, 281, 283–284 layout for, 583–585
related to interview questions, 644 location decision for, 570–572 cautions regarding, 159 systems, 154, 653
Lenders, business plan and, 189–190 Manufacturer’s export agents (MEAs), 595 franchising and, 291 Payment, for exports, 606–607
Letter of credit, 606 Margin loans, 529 identifying, 158 Peer-to-peer loans, 535
Letter of intent, 515 Margin (maintenance) call, 529 subscription business model and, 211 Perceptual biases, overcoming, 107
Leveraged buyout (LBO), 665 Markdowns, 404–405, 409 Nonessential expenditures, avoiding, 490 Persistence, creativity and, 122
Leverage ratios, 434 Market claims, documenting, 185 Nonprice competition, 391 Personal savings, 500–501
Liability Marketing Nonprofits, social ventures and, 75 Phishing, 382
business ownership forms and, 231 explanation of, 303 Nontariff barriers, 615 Physical barriers, 562
in corporations, 244 individualized, 310 Nontraditional locations, 569 Piggyback franchising, 298
current, 423, 433 mobile, 358, 360–361, 362–363, 379 North American Free Trade Agreement Pivots, types of, 170, 172
in limited liability company, 247 Marketing strategies. See also Guerrilla Plant patents, 135
long-term, 423–424 (NAFTA), 620 Play, 108, 127
for partnerships, 240 marketing strategies; Strategies Pocket price band, 412–413
on projected balance sheet, 431 in business plan, 184–186, 224 O Pogo effect, 373
in sole proprietorships, 236 customer-driven, 306 Politics, trade and, 616
Licensing, foreign, 598 intercept, 296 ObamaCare. See Affordable Care Act Pop-up stores, 559
Life-cycle pricing, 400 Market research Objectives Positive attitude, maintaining, 55
Lifestyle centers, 567 conducting, 310–313 Potential, entrepreneurs and, 32
Lifestyle Market Analyst, 544 directories, 312 creating, 212–213 Power centers, 566–567
Lifetime gifting, 662 explanation of, 308 market research, 310 Praise, 654–655
Light-emitting-diode (LED) lights, 578 for exporting, 603 Odd pricing, 400 Preparation, as step in creative process, 124
Lighting, 578 for franchising decisions, 286 1/3, 17/3, 17/3 rule of thumb, 247 Price lining, 401
Likejacking, 382 objective of, 315 One-correct-answer syndrome, 106 Prices/pricing
Limited liability company (LLC) sources of, 311–312 Online retail sales, U.S., 38
articles of organization for, 248 value of, 308–310 Online videos, 316, 324, 325, 372 break-even, 411–412
characteristics of, 250 Market saturation, 280–281 Open-air shopping centers, 566 by-product, 406
explanation of, 247–248 Markup (markon), 406–408, 409 Open-book management, 653 captive-product, 406
Limited liability partnerships (LLPs), 243 Mashups, 361 Open rate, 356 competition and, 390–393
Limited partners, 239 Master franchising, 297–298 Operating agreement, for limited liability cost-plus, 408–409
Limited partnerships Materials costs, 395–396 cost structure and, 394
characteristics of, 250 Mentors, 50 companies, 248 delivered, 404
explanation of, 239 Merchant cash advance, 535 Operating costs, within states, 550–551 determining, 396
family, 663–664 Metatags, 365 Operating expenses, 425, 430 direct costing and, 409–411
Limited private stock offering, 516 Me-too products, 397 Operating lease, 490 dynamic, 401–402
Limited time offers (LTOs), 405 Metropolitan Statistical Areas (MSAs), 544 Operating leverage, 442 finding right price, 398–399
Limited-time-only discounts, 393 Mice, 51 Operating ratios, 438 F.O.B. factory, 404
Line of credit, 519 Micro-Business-Friendly Banks in the follow-the-leader, 406
Liquidity ratios, 432–433 explanation of, 438 freemium, 401
Listening, 120, 124, 327 United States, 520 types of, 438–441 geographic, 403–404
Loan brokers, 535 Microloans, 525 Opportunities image and, 388–390
Loan or investment proposal, 188 Micromultinationals, 39 entrepreneurs and, 32 impact of credit on, 415–418
Loans Micropolitan areas, 552 explanation of, 202 leader, 403
applications for bank, 520–521 Mind mapping, 130–131 scanning environment for, 202–203 life cycle, 400
commercial, 519 Minimal viable product, 170, 171 Opportunity pressures, ethical lapses multiple unit, 405
disaster, 527 Minorities odd, 400
federal programs offering, 530–532 and, 70 optional-product, 405
home equity, 519 business ownership and, 42–43 Optional-product pricing, 405 overview of, 386–387
installment, 520 franchise ownership and, 291, 292 Organizational creativity, enhancing, pocket price band, 412–413
intermediate and long-term, 519 Mission Critical: The 7 Strategic Traps premium, 401
margin, 529 111–118 price lining, 401
peer-to-peer, 535 That Derail Even the Smartest Organizational culture, 69, 645, 647–648 psychology of, 387
short-term, 518–519 Companies (Picken and Dess), 214 Organizational policies and procedures, reality of setting, 391
Small Business Administration, 522–527 Mission statements suggested retail, 406
term, 521 elements of, 200–201 ethical standards and, 62 value and, 389, 393–396
Local data, 161, 312 explanation of, 199–200 Organizational structure, 112–113 Price wars, 392, 393
Location. See also Layout/design guidelines for writing, 201 Organizations. See Businesses Pricing strategies, 186
city choice and, 551–557 Mistakes Outlet centers, 567 competitive advantage in, 195
establishing international, 607 creative power of, 119 Outsourcing for established goods and services,
of existing businesses, 252, 254 fear of, 110
for franchising, 274–275 Mobile businesses, 570 function of, 490, 608 400–406
for manufacturers, 570–572 Mobile devices, 358, 360–361, 362, guidelines for, 609–610 for manufacturers, 408–412
marketing strategy, 186 379, 390 Overhead costs, 489 for new products or services, 397,
moving to new, 556 Mobile marketing, 38–39, 271–272 Overpriced businesses, 254–255
region choice and, 542–545 Mobile wallets, 417–418 Owner’s equity, 423, 424 399–400
for retail and service businesses, 558, Money market accounts, 494 Ownership forms. See Business penetration, 397, 399
Moral blindness, ethical lapses and, 70 for retailers, 406–408
560–570 Moral management ownership forms for service firms, 412–414
site choice and, 557–558 benefits of, 65–66 skimming, 399–400
state choice and, 545–551 characteristics of, 64–65 P Primary research, 160, 311
Long Tail, The (Anderson), 217 Moral stance, ethical standards and, 63 Prime rate, 517
Long-term liabilities, 423–424 Moral values, business ethics and, 62 Paid (sponsored) listings, 366 Principle-Centered Leadership
Long-term loans, 519 Motivation Pain points, observing, 121, 123
Loyalty, 372 business innovation and, 105 Parallel entrepreneurs, 25 (Covey), 626
rewards and compensation for, 652–655 Parking, 562–563 Prism (NSA), 61
M Movies, creativity and, 121 Participative management, 650 Privacy
Multiple-unit franchising, 297 Partners
Magazines, 161 Multiple unit pricing, 405 online, 347–348, 378
Main Street buyers, 251 Multi-Unit Franchisee magazine, 265 dormant, 239 workplace, 88
Males, business start-ups and, 19 Music, 577 general, 239, 240 Privacy policy, 357, 378
Malware, 380, 382 Myopic thinking, 108–109 law of agency and, 241–242 Private investors. See Angels
Management limited, 239 Private placements, 530
N silent, 239 Problems, viewing as opportunities,
effective, 55 Partnership agreements
leadership vs., 625–626 Naming your business, 233–234 disposal of interests in, 240–241 115–116
participative, 650 Natural (organic) listings, 364 explanation of, 237, 238 Processing banks, 415
Management succession plans Negotiation, of existing business sales, Partnerships Process layout, 584
business ownership forms and, 231 advantages of, 238–240 Process measurements, 377
buy-sell agreements and, 662 258–259, 260 disadvantages of, 240–242 Product distribution franchising, 267
development of, 658–662 Negotiators, successful, 260–261 explanation of, 237 Productive workplace, hallmarks of, 581
estate freeze and, 663 Neighborhood locations, 565 limited, 239 Product liability cases, 90
family limited partnership and, 663–664 Neighborhood shopping centers, 565 limited liability, 243 Product (line) layouts, 584
Net-profit-on-sales ratio, 441–443 recommendations for, 242–243 Product lines, 274, 279–280
Net-profit-to-assets ratio, 443 Revised Uniform Partnership Act and, Product listing ads (PLAs), 367
Product or service feasibility analysis,
237–238
Part-time employees, hiring, 490 159–161
Part-time entrepreneurs, 44–45
Passion, 33, 55, 625
Patents. See also Intellectual property

applications and issuances, 136

SUBJECT INDEX 719

Product pivot, 170, 172 job descriptions and job specifications Rural Development Rural Business as great place to work, 656–657
Products and, 637–639, 641 Services (Department of identifying key success factors for, 196
Agriculture), 531 power of, 50–51
competitive advantage in, 195 organizational culture and, 645, projected financial statements for, 187,
evolutionary, 397 647–650 S
for exporting, 603 427–431
introducing, 397 overview of, 631–632 Salaries, 32 research and development in, 97
me-too, 397 part-time employees, 490 Sales forecasts social responsibility and, 76–77
modifying to lower cost, 396 references and background checks, Small Business Innovation Research
penetration pricing strategy, 397, 399 example of, 469
revolutionary, 397 643–645 function of, 468 (SBIR) program, 532
in smaller sizes or quantities, 395 References, employee, 643–645 Sarbanes-Oxley Act, 514 Small Business Investment Companies
threat of substitute, 157–158 Refranchising, 296 Satisfaction, 35–36
Professional ethic, ethical standards and, 71 Regional shopping malls, 567 Savings-and-loan associations (S&Ls), 529 (SBICs), 530
Profitability, impact of pricing and cost Region selection, 542–545. See also SBAExpress Program, 526 Small Business Lending in the United
Scanned checks, 472
improvements on, 386 Location Scent, 577–578 States, 520
Profitability ratios Registration statement, 515 Schedule K-1, 240, 246 Small Loan Advantage program, 526
Regulation D (SEC), 516 S corporations Social entrepreneurs, 29, 74
explanation of, 441 Regulations, in cities, 554–555 advantages of, 245 Social entrepreneurship, 74–76
types of, 441–443 Reilly’s Law of Retail Gravitation, characteristics of, 250 Social-local-mobile (SoLoMo)
Profit and loss statements. See Income criteria for, 246
561–562 disadvantages of, 246–247 strategies, 360
statements Relaxation, creativity and, 122, 127 explanation of, 245–246 Social marketing
Profits Remote deposit, 471 Searchandising techniques, 371
Repayment schedule, 188 Search engine optimization (SEO), benefits of, 320
break-even analysis and, 452–453 Reputation, as location decision embracing, 319–320
cash vs., 463–464 364–365 percentage of entrepreneurs using, 320
entrepreneurs and, 32 criteria, 563 Search engine ranking, 377 Social media, 303, 346
ethical standards and, 65, 66 Research Search engines, 345 as guerrilla marketing tool, 319–326
in franchises, 288 Search Engine Watch, 367 legal issues related to, 644
partnerships and, 239 on international markets, 605 Seasonal businesses, cash flow to locate investors, 499
social responsibility and, 77 market, 161. See also Market research as primary research source, 311
in sole proprietorships, 235 primary, 160, 311 management in, 470–471 recruiting job candidates and, 635, 636
Profit-sharing plans, 653 secondary, 160, 311 Secondary research retaining customers and, 361, 363–364
Pro forma financial statements, 187 sources, 161 security issues related to, 382
Progressive Grocer, 447 windshield, 160–161 explanation for, 160 Web sites and, 373
Promotion, 185, 361. See also Advertising Research and development (R&D), 97 sources for, 161 Social networking, 363
ProQuest Statistical Abstract of the United Resident buying office, 595 techniques for, 311 Social responsibility, 76–77
Responsibility, entrepreneurs and, 22 Section 504 program (Small Business community and, 92–93
States, 543 Responsive Web sites, 360 customers and, 88, 90–92
Prototypes, 160, 169–170 Résumés, 186–187 Administration), 523, 525 employees and, 78–88
Psychological barriers, 562 Retail compatibility, 560 Secure Sockets Layer (SSL) environment and, 78
Publicity, 313, 315 Retailers ethical leaders and, 61
Publicly held corporations, 244 layout for, 579–582 technology, 381 explanation of, 61
Public stock sale pop-up, 559 Security, online, 347–348, 375, 378, investors and, 92
pricing strategies for, 406–408 Software
explanation of, 513–515 Retail location 380–382 encryption, 416
registration process and, 515–516 competition and, 560 Security agreement, 482 intrusion detection, 380
Purchase order financing, 528 customer traffic and, 562 Self-employment tax, sole proprietorships mobile wallet, 417
Pure franchising, 267 parking and, 562–563 Web analytics, 345, 367, 376–377
Puzzle interviews, 643 physical and psychological barriers and, 235 Sole proprietorships
Self-reliance, entrepreneurs and, 23 advantages of, 235
Q and, 562 Serial entrepreneurs, 25, 251 characteristics of, 250
reputation and, 563 Servant leadership, 630, 631 disadvantages of, 235–237
Quality of life retail compatibility and, 560 Service economy, shift to, 37 explanation of, 235
city selection and, 557 retail gravitation and, 561–562 Service feasibility analysis. See Product or S-1 filing, 516
entrepreneurship and, 35 saturation and, 560–561 Sound, 577
trade area size and, 558, 560 service feasibility analysis Space values, 582, 583
Quantity discounts, 487 transportation and, 562 Service firms, pricing strategies for, Spaghetti-style organization, 112–113
Questions visibility and, 563 Spam, 356
Retail location options 413–414 Special events, 325–326
interview, 640, 642 central business district as, 564–565 Service marks, 143 SPLENDID approach to diversity, 81
to spur imagination, 111 home-based, 569–570 Services Stakeholders
Quick ratio, 433 inside retail stores, 569 ethical dilemmas and, 60–61
Quick-response (QR) codes, 346 near competitors, 568–569 for exporting, 602, 603 ethics and conflicting interests of, 67
Quotas, 615 neighborhood factors and, 565 threat of substitute, 157–158 Standard Industrial Classification (SIC)
nontraditional, 569 Service sector, franchising and, 291
R on the road, 570 7(a) loan guaranty program, 522 Code, 427
shared spaces and, 569 Sexual harassment, 83–87 Start-up companies, percentage of, in
Racial markets, 306, 307 shopping centers and malls as, 565–568 avoiding charges of, 86
Rapid prototyping, 133–134 “Retired” workers, recruiting, 635 complaint handling, 86 United States, 22
Ratio analysis Retirement, foregoing, 36 explanation of, 84 Startup Profit and Loss Profile, 428, 429
Return-on-assets ratio, 443 hostile environment and, 84 Statement of cash flows, 426–427
example of, 448–449 Return on investment, 163–164 by nonemployees, 84–85 State Oil Company vs. Khan, 279
explanation of, 432 Revenue model pivot, 172 policy, 85 States. See also Location
methods for, 432–435, 437–443 Revised Uniform Partnership Act (RUPA), preventing, 85
Ratios procedure, 85 best and worst for doing business, 551
average-collection-period, 439–440 237–239, 241 quid pro quo harassment, 84 business climate in, 547–548
average-inventory-turnover, 438 Revocable trust, 662 Shipping, exporting and, 606 evaluation matrix, 550
average-payable-period, 440–441 Revolutionary products, 397 Shipping terms, 375, 491 high-speed Internet access, 548–550
current, 433 Revolving loan funds, 533 Shopping carts, abandoning online, labor and economic development
debt, 434–435 Rewards
debt-to-net-worth, 435 350–351 programs in, 546–547
interpreting, 443–450 of new venture, 188 Shopping centers, 565–568 labor force, 546–547
leverage, 434 for superior service, 329 Shopping malls, 565–568 micropolitan areas within, 552
liquidity, 432–433 types of employee, 652–655 Short-term loans, 518–519 most and least small-business-
net-profit-on-sales, 441–443 Right-brain function, 102–104 Significant competitors, 209
net-profit-to-assets, 443 Risk Signs, 575 friendly, 548
net-profit-to-equity, 443 of differentiation strategy, 217 Silent partners, 239 operating costs in, 550–551
net-sales-to-total assets, 441 entrepreneurs and, 22–23, 30 Site selection, 557–558. See also Location proximity to markets, 545
operating, 438–441 leadership and, 625 Site Selection magazine, 544 proximity to raw materials, 546
profitability, 441–443 of new venture, 188 Situational interviews, 640 tax rates in, 548, 549
quick, 433 Risk capital. See Equity capital Skill variety, 651 wage rates in, 546
times-interest-earned, 437 Risk Management Association (RMA), Skimming pricing strategy, 399–400 Steadily decreasing discounts (SDD), 405
trend analysis, 450 Sleep, creativity and, 121 Stockbrokers, 529
Raw materials 427, 428 Slow payers, high cost of, 472 Stock options, 653
cost of, 395 Risk-return trade-off, 164 Small Business Administration (SBA) loan Storefront, 574
proximity to, 546 RMA Annual Statement Studies, 163 Strategic management, 197
Reality test, 179 Road show, 516 programs, 522–527 Strategic management process
Really simple syndication (RSS), 363 Rollovers as Business Startups (ROBS), Small businesses analyzing competition in, 207–211
Recruitment/hiring assessing strengths and weaknesses
avoiding mistakes in, 538 534–535 analyzing competition for, 183–184,
for creativity, 112 Royalty fees, for franchising, 277–278 207–211 in, 202
guidelines for, 633–637 Rule 504 offering (SEC), 516 creating goals and objectives in, 212–213
interviews and, 639–640, 642–643 Rule 505 offering (SEC), 516 avoiding pitfalls of, 53–55 creating mission statement and vision
Rule 506 offering (SEC), 516 cash flow concerns for, 473, 474
competitive advantage in, 195–197 in, 198–201
at core of economy, 18
failure of, 51–52

720 SUBJECT INDEX

establishing controls in, 219–223 Territorial protection, franchises and, 275 Triple bottom line (3BL), 67 Visitor segmentation measurements,
formulating strategic opinions and Testimonials, 357 TRIZ, 132–133 376–377
Test markets, 311 Troubled companies, failure rate, 253
selecting strategies in, 213–219 Theft Trust Visual aids, 191
identifying opportunities and threats in, Visual appeal, 577
employee, 493–494 building, 357
202, 203, 205 of international property, 134 gap in, 47 W
identifying success factors in, 206–207 Theme shopping centers, 567 leaders and, 627
steps in, 197–198 Theory of Economic Development, Trusts, 662–663 Wage rates, within states, 546
translating strategic plans into action Turnover, employee, 632–633 Weaknesses, 202
The (Schumpeter), 21 Tweeting, thinking before, 89 Web analytics, software, 345, 367, 376–377
plans in, 219 Thinking Web sites. See also E-commerce; Internet
Strategic plans U
convergent, 125 checkout process on, 374–375
building, 193–194 creative, 101–104, 105, 122 Underwriting agreement, 516 conversion rates of, 379–380
leaders and, 626 divergent, 125 Undiscussables, eliminating, 73 credibility of, 359
Strategies. See also Guerrilla marketing myopic, 108–109 Uniform Commercial Code (UCC), 482 design of, 351–353, 367–376, 373–374, 376
strategic, 197 Uniform Franchise Offering Circular global reach of, 358, 592–593
strategies; Marketing strategies Threats, 203, 205 navigation of, 370–371, 373
cost leadership, 215–216 Three Rs, socially responsible business (UFOC), 281 page abandonment rate vs. page load
differentiation, 216–217 Uniform Resource Locators (URLs), 346
e-business, 348 owners and, 78 Uniqueness, 316 time, 351
for e-success, 354–361, 363–367 Time compression management (TCM), Unique selling proposition (USP), performance measures, 377
explanation of, 213–214 privacy and security of, 347–348, 378,
focus, 217–219 336–337 318, 362
Strengths, 202 Time management, 50 United States, population by race, 2000, 380–382
Stress, 35 Times-interest-earned ratio, 437 promotion of, 346, 361
Strip shopping centers, 565 Topographically Integrated Geographic 2010, 2020, and 2050, 306 responsive, 360
Structural capital, 194 Universities. See Colleges/universities search engines and, 345
Substance abuse, 82–83 Encoding Referencing (TIGER) Unlimited personal liability, 236 social networking and, 363
Substitute products or services, 157–158 file, 544 Unprofitable businesses, problems related statistics on, 38–39
Succession plans. See Management Torrance Test of Creative Thinking, 104 testing, 375
Total-asset-turnover ratio, 441 to, 253 tracking results of, 364–366
succession plans Total debt, 434 U.S. Industrial Outlook Handbook, 183 updated, 375
Suggested retail prices, 406 Total quality management (TQM), 332 U.S. Statistical Abstract, 543 Whack on the Side of the Head, A
Summary of Commentary on Current Trade. See Global entrepreneurship; Utilitarian principle, ethical standards
International trade barriers (von Oech), 104
Economic Conditions, 183 Trade associations, 161 and, 71 Widgets, 363–364
Superregional shopping malls, 567 Trade credit, 252, 418, 485 Utility patents, 143 Wikipedia, 363
Suppliers Trade dress, 139–140 Wikis, 363
Trade intermediaries V Windshield research, 160–161
bargaining power of, 156 explanation of, 593 Wish lists, 371
for existing businesses, 252 resources to locate, 597 Valley of death, 459 Women entrepreneurs, 41–42
Surcharges, 394–395 types of, 593, 595–596 Value Work and life balance, 648
Surveys, customer, 160, 311 value of using, 596 Workforce. See also Employees
Sustainability, 578 Trademarks. See also Intellectual property company credo and, 73
Sweep account, 494 applications, 140 competitive advantage in, 195–196 cultural diversity in, 79–82, 649, 650
Symbolics, 577 characteristics of, 143 ethics and, 66 growth rate for, 632
Synectics, 126 explanation of, 137, 139 of existing businesses, 252 Working capital ratio, 433
fashion industry, 138 leaders and, 626 Working hours, 34–35
T franchise, 288 managing by, 198 Workplace, privacy in, 88
infringement lawsuits, 139 pricing and perceived, 387, 388, Work space
Talent, hiring best, 633 legal system and, 143 creativity and, 115
Target market registering, 140 389–390, 393 redesigning, 581
right to, 140 Value menus, 279 World’s Most Competitive Cities, The, 545
explanation of, 305 statistics related to, 140 Value proposition, 166, 167 World Trade Organization (WTO), 616,
identifying, 185, 305–307 symbols, 140 Value test, 180
price setting and, 390 Trade-name franchising, 267 Variable (direct) costing, 409–410 619–620
Tariffs, 615 Trade Regulation Rule, 281 Variable expenses, 451, 452 World Wide Web. See E-commerce;
Task identity, 651 Trading area, 558 Variance, 555
Task significance, 651 Training programs. See also Education Vendor financing, 528 Internet; Web sites
Taxation creativity, 116 Venture capital companies/venture
business ownership forms and, 231 ethics, 70, 74 Y
corporations and, 245–247 franchisee, 269–270, 280, 288 capitalists
estate, 661, 663 sexual harassment programs, 85 corporate, 513 Young entrepreneurs, 41
partnerships and, 240 Transformation, as step in creative process, explanation of, 509–510
sole proprietorships and, 235 125–126 features of interest to, 511–513 Z
state variation in, 548, 549 Transitions, for existing businesses, 259 policies and strategies of, 510–511
Technology advances. See also Translation services, 358 Verification, as step in creative process, 128 Zero-balance account (ZBA), 494
Transportation, 562 Veterans, franchising opportunities for, 273 Zero-based budgeting (ZBB), 492
E-commerce Travel, creativity and, 119 Videos, online, 316, 324, 325, 372 Zip code areas, 543
e-commerce and, 349 Trends Virtual assistants, 351 ZIP Code Business Patterns, 553
emphasis on speed and, 336–337 demographic, 307 Virtual order fulfillment, 352 Zip Code Tabulation Areas (ZCTA), 544
entrepreneurship trends and, 37 monitoring, 117 Virus detection software, 380, 381 Zipskinny, 543
to improve customer service, 349–351 Visibility, 563 Zone pricing, 403
Telecommuting, 636, 652 Vision Zoning laws, 555
Television test, ethical standards and, 71 development of, 198–199 ZoomProspector, 543
Term loans, 521 leaders and, 626