Last Update: Tuesday June 19, 2018

Cash Flow

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	Find The Right Investors 3:04 \| Register or Log in \| Become a Member Brian Kissel says that when you look for investors go first to people who already understand your idea and how it might impact existing business. More...
	Learn How Investors Think 2:50 \| Register or Log in \| Become a Member Fred Hoar was a founding member of Silicon Valley's Band of Angels. You also meet Hans Severiens, founder of the band, on his right (our left). They told us that angels find the stock market boring.
	Find Venture Capital 2:27 \| Register or Log in \| Become a Member Vince Occhipinti explains how his firm makes investment decisions. More...
	Think Big 3:39 \| Register or Log in \| Become a Member Bill Wiedemann raised $18 million with two rounds of venture capital.
	Recruit Friends 1:01 \| Register or Log in \| Become a Member Don Wilkes started this business with help from friends who worked for free.
	Finance Without A Bank 2:41 \| Register or Log in \| Become a Member There are no business startup bank loans. Every founder who wins money from a banker to get going had personal assets to use as collateral. Or, they might have been lucky to convince a friend or family member to co-sign on a loan. Laurie Synder, founder of Flap Happy, had to look beyond banks to make her darling hats. More...
	Recruit Your Family 1:10 \| Register or Log in \| Become a Member Wally Snyder, Laurie's husband, loves being with their children so he took over the moment-by-moment parenting duties yet he is also responsible for the physical plant of the company. More...
	Set Profit Margin Goals 3:23 \| Register or Log in \| Become a Member Host Hattie Bryant says that increasing sales won't necessarily increase profits.
	Develop Multiple Sales Channels 3:12 \| Register or Log in \| Become a Member Donna was patient and used her own market to test and validate her products before she expanded. She also discovered that sales can come from surprising places.
	Pre-Sell A New Product 2:46 \| Register or Log in \| Become a Member When your idea is simple, people can buy it.
	Keep Overhead Low And People Productive 2:33 \| Register or Log in \| Become a Member Jimmy did not start off in business as profitable as he is today. He learned the hard way that every person on the payroll must be productive.
	Leave Profits In The Business 3:23 \| Register or Log in \| Become a Member Most small business owners have to bootstrap their startup and that discipline tends to carry forward so the company can grow with its own cash.
	Start Small 2:39 \| Register or Log in \| Become a Member You can start a business on a wing and a prayer and if you start small enough you can shield yourself from major disappointment or financial loss.
	Have A Banker When You Don't Need One 3:13 \| Register or Log in \| Become a Member Founder of Texas Nameplate, Roy Crownover, talks about how to get banks to work for you.
	Prepare For Hard Times 1:33 \| Register or Log in \| Become a Member The good business owners make running a business look easy but don't be fooled. It's harder than it looks. There are always struggles that require cash and determination.
	Don't Compete On Price 3:05 \| Register or Log in \| Become a Member Calise & Sons Bakery demonstrates that small businesses win by charging more. Doing things right is more important than cutting a price-based deal.
	Work, Work, Work 2:37 \| Register or Log in \| Become a Member Starting a business from scratch is almost impossible. You need the right idea at the right time, the right people and the physical energy of a nuclear power plant. More...
	Get A Small Loan 1:06 \| Register or Log in \| Become a Member When Eddie borrowed $200 there was no such thing as a credit card or an ATM.
	Keep Cash In The Business 2:00 \| Register or Log in \| Become a Member Eddie and Darlene didn't take a salary from their baby business until it was strong enough to stand on its own two feet.
	Put Your House On The Line 2:09 \| Register or Log in \| Become a Member Eddie and Darlene took a risk and used their house as collateral for a loan they needed to purchase new trucks.
	Collect Early 2:01 \| Register or Log in \| Become a Member Customers will bankroll your manufacturing costs. Glenn proves this as he collects 40-45% of the cost of a machine before he begins to build it.
	Do Cost Accounting 3:04 \| Register or Log in \| Become a Member Glenn has a sharp pencil and he says that if you don't know your costs you're going broke.
	Grow Carefully 2:03 \| Register or Log in \| Become a Member Growing too fast can cause systems and cash flow problems.
	Tighten Your Belt 2:23 \| Register or Log in \| Become a Member Bill Sugars and Pat Elmquest convinced their wives that getting the $2 million dollar loan would result in an improvement in their net worth long term.
	Say No To Some Opportunities 3:43 \| Register or Log in \| Become a Member You may be tempted to take work just for the money. Owner Ashley Postlewaite and her partner Darrell Van Citters would advise against that practice. They've built a solid business by saying no to projects that don't fit their mission.
	A tribute to Fess Parker: Buy Real estate! 4:28 \| Register or Log in \| Become a Member Fess Parker shares an important lesson about leveraging investments to purchase real estate.
	Find An Angel 2:25 \| Register or Log in \| Become a Member Anne Beiler believes if you give, you will receive. She found an angel investor when bankers refused to make her a loan for expansion. More...
	Treat Service Business As Asset Management 1:07 \| Register or Log in \| Become a Member Being at Theatrical Lighting was fun. We saw the equipment stacked and repairs being made. We saw David's crew set up for a big show and we attended the show. We were thinking, "Wow. There's no business like show business." More...
	Face The Facts 2:08 \| Register or Log in \| Become a Member Janet Milly, CFO at Theatrical Lighting, is responsible for the banking relationships and cash flow. Key indicators reports also known as flash reports, are required by everyone. More...
	Prepare For A Long-Term Ramp Up 3:05 \| Register or Log in \| Become a Member NoUVIR is the second company launched by the Millers so they knew it would be difficult. More...
	Date Before You Marry 3:02 \| Register or Log in \| Become a Member Making a cool product in a lovely place has made it easy for NoUVIR to recruit talent.
	Attract A Courageous Team 2:06 \| Register or Log in \| Become a Member Bob Simpson and his partner were thrown out of a company they had worked to grow. They took what they had learned and today they are worth millions. More...
	Use Other People's Money To Launch And Grow 5:17 \| Register or Log in \| Become a Member CFO Louis Baldwin said they went to Wall Street to find early-stage capital to get them off the ground, then they went public so those equity partners could harvest.
	Find Cash On Capitol Hill 1:25 \| Register or Log in \| Become a Member Albert Lee qualified for a loan to expand his dry cleaning business. Homepage
	Invest, Don't Spend 2:49 \| Register or Log in \| Become a Member Cathie and Frank Jao had no material possessions when they arrived in Southern California in 1975. Education, hard work and saving to invest in their own company has made them wealthy. After watching this video and reading the Q&A (case study guide), you can go to the homepage for this episode or click on the Key Question for other insightful answers and best business practices.
	Learn The Language Of Banking 4:38 \| Register or Log in \| Become a Member Just like Frank learned to speak English, he learned the language of banking.
	Change When Margins Are Low 4:04 \| Register or Log in \| Become a Member You must have courage to change. Reed Pigman grew up in the family business which was a flight school and an airplane charter service. For forty years his parents worked the business. After graduating from college Reed starting running the flight school however he did not enjoy it and there was very little cash flow.
	Ignore The Word No 2:02 \| Register or Log in \| Become a Member Refuse to take "NO" for an answer. This has been Reed's mantra. Most people who don't own their own business would look at him and say, "Why didn't you just go get a job?"
	Price It High 2:46 \| Register or Log in \| Become a Member Excellence Pays. Reed charges more for fuel than his competitors and at the same time he sells two thirds of all the fuel purchased in his market.
	Raise Money The Old Way 2:54 \| Register or Log in \| Become a Member At the beginning stages of Biosite, the need for rapid testing was laughed at by the big boys in the diagnostic industry. This fact would have made getting a bank loan impossible.
	Be Willing to Start Small 3:04 \| Register or Log in \| Become a Member Founder Shiv Krishnan started his company knowing that he was selling brain power. More...
	Seize Opportunity 1:41 \| Register or Log in \| Become a Member Chaker Aoun owns a beverage distribution company and he is one of Ahmad's clients. The two men started their businesses from scratch and today Chaker has over 3,000 accounts his team calls on every week.
	Open the Books 4:22 \| Register or Log in \| Become a Member Lorraine has monthly finance meetings where employees learn about how the business is doing.
	Prepare To Invest Personally 2:19 \| Register or Log in \| Become a Member Sohrab Voussoughi, founder of Ziba Design, started his company with $400, a wife who agreed they could cut their personal expenses and a good idea where he would get his first job. More...
	Get Out Of The Office And Sell 1:17 \| Register or Log in \| Become a Member Ken Duncan, founder of his own gallery and Australia's most famous photographer, started selling pictures door-to-door before he could invest time and production costs to create more. More videos about money...
	Make A Little Go A Long Way 1:14 \| Register or Log in \| Become a Member Jose Navarro of Navarro Discount Pharmacies in Miami started his near-billion dollar operation on a shoe string. More...
	Widen The Net With Friends And Family 3:46 \| Register or Log in \| Become a Member Lupe Fraga bought his business, Tejas Office, with a loan co-signed by the previous owner and an additional loan from his wife, a former hairdresser.
	Use OPM To Build Beyond Yourself 2:14 \| Register or Log in \| Become a Member Andy Wilson, founder of Boston Duck Tours, spent all of his own money and covers a million-plus dollar shortfall through a creative offering memorandum.
	Take Dozens Of Investors 3:30 \| Register or Log in \| Become a Member Chef Thomas Keller sought safety in numbers--many investors investing small amounts of money--to launch what has been called one of the best restaurants in the world.
	Learn Bank-Speak 4:31 \| Register or Log in \| Become a Member Tim Hennessy, founder of Ekkwill Waterlife Resources, had to learn how to launch his business while barely keeping his family afloat. More...
	Find An Angel 2:08 \| Register or Log in \| Become a Member Debra St. Claire, founder of EcoNatural, found an angel investor with a special appreciation for her business idea.
	Seek Operational Advice 4:25 \| Register or Log in \| Become a Member Monica seeks advice from customers like Michael Jones and she went to her local Small Business Development center to receive some free consulting.
	Find An Angel 4:10 \| Register or Log in \| Become a Member Nigel found an angel investor through his accountant. More...
	Anticipate Poor Cashflow 1:20 \| Register or Log in \| Become a Member Running a business requires good planning, realistic expectations and preparing for the worst.
	Expect to Fail 1:36 \| Register or Log in \| Become a Member Experience teaches that you will fail along the path to growing your business.
	Be Willing To Start Small 4:30 \| Register or Log in \| Become a Member Albert Black had no money but he was willing to work long hours. More...
	Go After Big Customers 1:12 \| Register or Log in \| Become a Member On Target has as its customers the biggest and most prestigious companies in Dallas.
	Deliver On Time and On Budget 1:32 \| Register or Log in \| Become a Member At Ziba, every project has two managers. One manages the work that has to be done and the other manages the customer relationship.
	Find Suppliers Who Help 2:15 \| Register or Log in \| Become a Member Founder Tom Gegax tell us that TiresPlus financed its growth by plowing the earnings of the business back into expansion and by borrowing from suppliers.
	Understand Investors and Risks 1:52 \| Register or Log in \| Become a Member The founders of Tires Plus decided that going public would be too distracting.
	Collect Up Front 1:36 \| Register or Log in \| Become a Member Ping clubs are sold through golf professionals who measure their customers, generate the order and collect the full amount at the time the order is placed.
	Ask Vendors To Be Your Bank 2:04 \| Register or Log in \| Become a Member Country Supply customers brag on the company's catalog and its personal service. More...
	Price To Turn 2:31 \| Register or Log in \| Become a Member The Country Supply catalog offers unique products priced to please. More...
	Hire a CFO Sooner Than Later 1:20 \| Register or Log in \| Become a Member Bringing in finance expertise will add, not take away, from your bottom line.
	Grow With Retained Earnings 1:44 \| Register or Log in \| Become a Member Country Supply was forced to grow on retained earnings which kept it efficient. More...
	Spend Pennies Not Dollars to Win Customers 1:54 \| Register or Log in \| Become a Member Barbara Granneman is such a soft-spoken gentle soul it is surprising to learn that the piano teaching business she started went from zero to 45 employees in just two years. She had the right idea at the right time and in the right place.
	Develop Multiple Revenue Streams 4:14 \| Register or Log in \| Become a Member Joe Wasserman and his partner Richard Stanley are working to turn their theater into a multi-use gathering place for the community.
	Take Calculated Risks 2:51 \| Register or Log in \| Become a Member For Karen and Michael Good, saying "yes" to customers is inseparable from the design and quality built into each piece of signature jewelry.
	Develop New Products to Develop New Leaders 3:24 \| Register or Log in \| Become a Member David LanCarte developed the salsa business so the Joe T. Garcia brand is now on grocery shelves. Now that is near perfect timing! Today the US consumes more salsa than ketchup!.
	Test New Ideas 3:27 \| Register or Log in \| Become a Member The third generation of leadership has created their own work by launching new divisions.
	Keep it Simple 1:21 \| Register or Log in \| Become a Member Keeping the menu simple was key to early profits. Now Jesse LanCarte grows the business with a bakery division that sells from a retail outlet across the street from the restaurant and by selling wholesale to other Mexican restaurants and grocery stores.
	Charge for Insight 1:20 \| Register or Log in \| Become a Member All small businesses charge top dollar for artful and unique products and services.
	Get a Banker Before You Need One 0:54 \| Register or Log in \| Become a Member Lupe Fraga knew he might need a bank someday, so he established relationships long before he actually needed them. When he wanted to get a line of credit for his inventory, or an equipment loan to improve his technology, he had already had an established working relationship with a banker who understood his business. More...
	Access Free Help 3:31 \| Register or Log in \| Become a Member Monica Morgan went to her Small Business Development Center in Detroit and discovered that she needed to raise her prices.
	Pay Attention to the Numbers 2:54 \| Register or Log in \| Become a Member Vicky continues her discussion about analyzing one's financials and the need to be constantly trimming costs. In another episode, Nancy Goshow, an architect managing multi-million dollar projects, understands that the numbers don't lie.
	Do A Lot With A Little 2:23 \| Register or Log in \| Become a Member In 1940, operating out of a single pharmacy in Havana, Cuba, Jose Navarro, Sr. taught his sons the true meaning of customer service. People don't get sick just during banker's hours, and Navarro worked long into the night to ensure that his customers' prescriptions were filled promptly. *More*...
	Pour Your Earnings Into The Future 1:52 \| Register or Log in \| Become a Member Marcel Navarro told us that Navarro Pharmacy moved from a 38,000 square foot warehouse to a 97,000 square foot warehouse in 1997. This allows them to offer more competitive prices as they can stock larger quantities of their private label products.
	Invest In Real Estate 1:40 \| Register or Log in \| Become a Member Marc Katz put all of his eggs in one basket when new to town, he bought a building in an area that has become a focal point for dining and nightlife in Austin.
	Develop Multiple Revenue Streams 0:59 \| Register or Log in \| Become a Member Marc Katz started his business with a focus on food that's evolved into a series of complementary operations that define the total Katz's experience for customers.
	Exploit Your Assets 1:22 \| Register or Log in \| Become a Member From business strategy to marketing philosophy, when Marc Katz decided to stay open 24 hours a day, he came up with the slogan everybody in Austin knows, "Katz's Never Kloses."
	Go After a Variety of Markets 3:36 \| Register or Log in \| Become a Member Goshow has a portfolio that includes the fanciful like this children's museum.
	Ask and Listen 4:17 \| Register or Log in \| Become a Member The sales cycle for big projects is long and Nancy Goshow says the only way to get a large piece of work is to ask customers what they want and then listen carefully to what they say.
	Keep Overhead Low 1:17 \| Register or Log in \| Become a Member Don Dzekciorius kept his overhead low by using a gas station phone booth as his office. More...
	Recruit Family 3:37 \| Register or Log in \| Become a Member If you can't afford to pay big salaries at the startup, hire family members who can be paid in IOUs. Paula is the founder's twin sister who is also an extreme athlete who speaks and writes Mandarin.
	Keep Cash in the Business 1:25 \| Register or Log in \| Become a Member Host Hattie Bryant says that in the early years the owner usually doesn't take home much cash.
	Borrow from Family 2:04 \| Register or Log in \| Become a Member Before she succeeded, Leonor Ferrer overcame lack of money, a bad partner and being the first Hispanic woman broker at the San Diego border.
	Make the Cash Flow 5:58 \| Register or Log in \| Become a Member In 1948 Angelo DeLucia started selling an old family recipe.
	Be Obsessed with Numbers 2:25 \| Register or Log in \| Become a Member Like any veteran merchant, George can't sleep until he knows the day's gross sales.
	Convince Your Family to Invest 1:27 \| Register or Log in \| Become a Member Starting can be shocking. In the beginning you will need both financial and psychological support from your family. The founder and his wife invented a safe way to put wine glasses through the dishwasher.
	Use Numbers to Make Decisions 2:59 \| Register or Log in \| Become a Member Bob Orenstein loves wine and the products he sells but as a CPA he knows that he also has to love the numbers and make decisions based upon his financials and key ratios. More...
	Keep Lowering Your Costs 4:12 \| Register or Log in \| Become a Member The white box on the cover of his catalog gives Bob Orenstein the opportunity to overprint for pennies rather than spend big bucks on a brand new cover.
	Invest Sweat and All Your Cash 2:54 \| Register or Log in \| Become a Member Gary Walls invested all of his own cash and all of his time to get his company off the ground.
	Live on a Shoestring 2:41 \| Register or Log in \| Become a Member Keeping overhead low during the startup is often the only way a founder can build a strong foundation.
	Give Interns a Chance 3:11 \| Register or Log in \| Become a Member Aspiring film makers can learn the ropes and clean out the refrigerator when their turns comes around.
	Create Your Own Sales Channel 6:31 \| Register or Log in \| Become a Member T-Bone was early to the web and used it to market its films both to the extreme athletes directly and to the shops where they go to buy their gear.
	Ask Vendors and Customers to Finance You 1:24 \| Register or Log in \| Become a Member When Jim Morris had no cash and orders to fill, he asked his t-shirt supplier to send the shirts on his promise to pay.
	Live, Breathe, Eat, Sleep Your Work 3:04 \| Register or Log in \| Become a Member Ken Done wakes up in the night with ideas he can't wait to try. He even paints on his dining room table. More...
	Make It Easy For Your Customer To Pay 0:39 \| Register or Log in \| Become a Member Hattie says that it should be easy for customers to pay you and pay you fast.

Cash Flow

Search by…

Find The Right Investors

Learn How Investors Think

Find Venture Capital

Think Big

Recruit Friends

Finance Without A Bank

Recruit Your Family

Set Profit Margin Goals

Develop Multiple Sales Channels

Pre-Sell A New Product

Keep Overhead Low And People Productive

Leave Profits In The Business

Start Small

Have A Banker When You Don't Need One

Prepare For Hard Times

Don't Compete On Price

Work, Work, Work

Get A Small Loan

Keep Cash In The Business

Put Your House On The Line

Collect Early

Do Cost Accounting

Grow Carefully

Tighten Your Belt

Say No To Some Opportunities

A tribute to Fess Parker: Buy Real estate!

Find An Angel

Treat Service Business As Asset Management

Face The Facts

Prepare For A Long-Term Ramp Up

Date Before You Marry

Attract A Courageous Team

Use Other People's Money To Launch And Grow

Find Cash On Capitol Hill

Invest, Don't Spend

Learn The Language Of Banking

Change When Margins Are Low

Ignore The Word No

Price It High

Raise Money The Old Way

Be Willing to Start Small

Seize Opportunity

Open the Books

Prepare To Invest Personally

Get Out Of The Office And Sell

Make A Little Go A Long Way

Widen The Net With Friends And Family

Use OPM To Build Beyond Yourself

Take Dozens Of Investors

Learn Bank-Speak

Find An Angel

Seek Operational Advice

Find An Angel

Anticipate Poor Cashflow

Expect to Fail

Be Willing To Start Small

Go After Big Customers

Deliver On Time and On Budget

Find Suppliers Who Help

Understand Investors and Risks

Collect Up Front

Ask Vendors To Be Your Bank

Price To Turn

Hire a CFO Sooner Than Later

Grow With Retained Earnings

Spend Pennies Not Dollars to Win Customers

Develop Multiple Revenue Streams

Take Calculated Risks

Develop New Products to Develop New Leaders

Test New Ideas

Keep it Simple

Charge for Insight

Get a Banker Before You Need One

Access Free Help

Pay Attention to the Numbers

Do A Lot With A Little

Pour Your Earnings Into The Future

Invest In Real Estate