Be the Boss is a compilation of lessons learned throughout my professional life. Although I’ve started many businesses, my greatest success was founding Medicine Shoppe International, Inc., a franchisor of more than a thousand retail pharmacies, with 2004 collective revenues in excess of $2 billion. In 1995, Cardinal Health (NYSE: CAH) acquired Medicine Shoppe in a transaction valued at approximately $360 million. Every business I started was exactly that, a startup–and all startups are small businesses. Some grow big. Some start off with a vision to become big but never achieve it. Others simply continue to grow because they are operated correctly, have a great mission, and take on a life all their own. I’ve been fortunate enough to have been involved in several public offerings, all of which started as small businesses. I have created this guide for those who want to start a new business, purchase an existing business, or buy a franchise. Each of these endeavors requires unique skills–and presents unique challenges. By following my practical recommendations, you should be able to maximize each business opportunity and reduce risk. If I’d had a book like this before starting my fi rst business, I could have saved lots of money … not to mention many sleepless nights! Because most businesses involve some type of sales, I have included a section on the selling process. My sales philosophy has served me well throughout my business career. These proven principles and practical techniques can help you dramatically increase your sales.