What could we give these aspiring entrepreneurs that would help them the most in their journey? How about a “Count Down to Success”? This is our best list of understandings necessary for a successful launch and happy landing:

FIVE! The Top Five Guiding Principles for Success (GPS)

1. Make Mistakes W-R-I-T-E. (Not just Right) Write down all your mistakes, and more importantly, identify all the documents that need to be created, changed, or improved so there will be no repeats.
2. Put Yourself in The Other Guy’s Shoes. In every relationship with your people, your vendors, or your customers, ask what is important to them. Then give them what they want first to get what you want.
3. Forge Strategic Alliances. Ask, “Who benefits if I benefit?” Those are your potential allies. Vendors can be bankers by extending credit and terms. Customers can be bankers by paying in cash. Threat them like partners and share your plans.
4. Sales Is King. Achieve a positive cash flow as soon as you can. Don’t expand too quickly. Start small and learn how to get your act together before you take your show on the road. Without sales, all else is moot.
5. Service What You Sell. You are not judged so much by how well you do when everything goes right, but by how well you do when there is a problem.

FOUR! The 4 stages of Business Development

1. Startup. Goal is proving the viability of the concept. Danger is chewing up investment money on overhead and production without sales.
2. Buildup. Goal is securing a few big customers that can sustain the business without more investment. Danger is having all your eggs in one basket and being discontinued.
3. Buildout. Goal is diversifying your customer base so you can sustain a significant hit. Danger is spreading yourself too thin, not servicing what you sell, and significantly underestimating the cost of sales.
4. Enterprise. Goal is continuing to deliver high quality and service until you get noticed and become an acquisition target. Danger is losing the entrepreneurial spirit and taking sales for granted.

THREE! The 3 Core Competencies of Any Business

1. Cash Flow Management. Goal is reducing your need for capital by identifying and working with strategic allies, growing slowly, and relying on cost accounting. Danger is too much debt, not enough income, too much focus on production, and inadequate sales.
2. Personnel Management. Goal is hiring good people, building great people, reducing turnover, and engaging your people in finding solutions. Danger is high turnover, and loss of communication, knowledge, and customers.
3. Distribution Management. Goal is discovering and satisfying everyone who touches your product. Danger is your product gets stopped in the system on its way to the eventual customer.

TWO! The Two Division Company. All businesses have only two divisions.

1.  Sales. The customer can only give you payment and feedback. Feedback goes to your Sales and Customer Service people. Danger is that this feedback never gets to your production and marketing people who can keep your products relevant.
2. Sales Support. Everyone who is not in Sales is in Sales Support – everyone! Everyone’s check comes from sales. Everyone’s job should support sales at some level. Danger is that non-sales people think they are more important than Sales and won’t listen to their feedback.

ONE! Have Fun!  

Don’t take yourself too seriously, lighten up and have a little fun!            Your employees, vendors, and customers will love you for it!

ZERO …IGNITION!

We wish all the Nanyang students happy launches and landings in their new businesses!

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post The Countdown to Success appeared first on The Barefoot Spirit.

We see too many entrepreneurs falling in love with their products and kidding themselves into believing that their idea itself is all they need to make them a screaming success.

Warehouses are filled with great commercial products that never got to store shelves. Founders of promising start-ups wind up working for their investors, or worse, close their doors. All hopes are dashed and they are back living with mom. Why? Because they failed to master the three core competencies of any successful business.

1. Cash flow management

You’ve got to pay your bills. And when you can’t? You have two obvious choices. Go out of business, or raise more capital.

But that comes with a price; diluted stock or loss of control. So many companies try to get financing to pay for staff without sales. They may be financed and even refinanced before they make enough sales to support their overhead. In other words, they are top-heavy and reliant on multiple rounds of new investment to stay afloat.

One different solution is to make sales a priority, sell in a small territory, service the heck out of it, and use the proceeds to finance growth. Another solution is to identify and forge strategic alliances with your vendors and your buyers. Vendors who trust you will extend your credit and terms to help you make ends meet, especially when they believe their business will grow if you succeed. Buyers will pay in cash for volume discounts, which also help you pay the bills.

To read the complete article, please visit The Business Journals 

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post ​The 3 Core Competencies Entrepreneurs Must Master to Succeed appeared first on The Barefoot Spirit.

This would be their first impression of America and American entrepreneurship, so we had to set the tone for their visit and lay the foundation to interpret the keys to successful entrepreneurship.

We decided to start with the basics by asking key questions and giving them the three core competencies necessary for success. We examine these critical issues in depth with plenty of examples and stories in our new full length course (The Entrepreneur’s GPS) designed for aspiring, startup, and growth-phase entrepreneurs.

Here’s a brief summary of some of the questions we posed in the live, in person seminar we put on for the Nanyang students:

1. Why are you starting a business anyway? Are you looking for a lifestyle, a legacy, or are you building a brand that you will one day sell? If it’s the later, that goal will have a great bearing on how you organize, strategize, and grow your business. It will greatly influence your decision-making process.

2. How will you pay your bills? Cash flow management is absolutely crucial to the survival of any successful business. You simply must make more than it costs to stay in business. Not only that, but you must find ways to reduce your need for cash through resourcefulness, strategic alliances, and fostering critical relationships that build trust.

3. How do you engage your people? The hiring process is the most important part of this process. We shared what to look for in selecting new hires and how to orient them to understand exactly how their job makes a difference in sales, the overall security of the company, and ultimately the security of their own job. We discussed how to pay them, acknowledge them, and get their insight to solve problems.

4. How do you get your product to market – and keep it there? In reality, this is the biggest single challenge a new entrepreneur will face. A popular misconception is that price, quality, and value alone will do the trick. It’s just not so! What does each person who touches your product really want? It may not be what you think. And are you ready to do their job if necessary? Who are the real owners of your brand?

All these questions and more must be answered correctly by every successful entrepreneur. When you see a big, successful company, remember, they weren’t always this way.

We tasked the Nanyang students to look for how each of the successful companies they would visit actually answered these questions. We did not give them all the answers, but we did give them most of the important questions. We hope they enjoy and learn from their exposure to successful American Entrepreneurship.

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Ask the Right Questions to Get the Right Answers appeared first on The Barefoot Spirit.

We recently spoke as part of  their executive speakers series about the three core competencies of entrepreneurship: Cash Flow Management, Personnel Management and Distribution Management. We shared with the WPI students and faculty lessons we learned from our experience building the Barefoot Wine brand that we believe all businesses must master in order to survive and thrive.

Many wanna-be entrepreneurs fear failure or loss of control of their companies due to lack of funds. They know many startups fail because they have made too many financial commitments before achieving positive cash flow.

Actually, what they really need is sales! Sales earn investments in real estate, equipment, and personnel, and not the other way around.

In our talk about Cash Flow Management, we offered these tips designed to avoid unnecessary expenses and lengthen the runway until sales take off:

Use Your Hidden Assets. Maybe you have a garage or an unused room you can use as an office to get started. We used our laundry room for the first two years. Maybe you have family members who can do some of the work. Bonnie’s mother and nephew came to live and work with us. What can you repurpose for your workspace? We used an old door on two sawhorses for our desk. This allowed us more funds for the surprising cost of sales required to get our business off the ground, as you too will soon discover

Outsource to Local Producers and Service Providers. Right in your own region are companies that can provide you with many of the goods and services you need. You can pay as you use them, eliminating the need to tie up capital in manufacturing, hardware, or office space. In fact, if you write your contracts properly, you don’t have to take delivery of any products not up to you strict quality control guidelines. We succeeded without ever owning an office, a vineyard, or a winery.

Hold Minimum Inventory. Strive for just-in-time production. Although it’s tempting to go for the quantity purchases to reduce your cost per unit, sitting on unsold inventory can be costly and get your business in trouble. Sales volume must justify quantity purchases. Instead, find suppliers who will warehouse goods for you until you need them. And offer buyers quantity discounts for cash to help your cash flow. We found when buyers buy big, they sell big – and reorder quickly!

Extend Your Credit and Terms. Treat your vendors as strategic allies. Grow together, each benefiting from the growth of the other. Gain you supplies trust by monthly or quarterly meetings where you share your goals, opportunities, and challenges. Show them empathy when you can’t pay your bill on time by giving your vendors advance notice and payment plans. Give them a long-term contract so they see your loyalty.  Be patient. Your positive performance over time will win you the higher credit limits and terms you need to save your cash flow.

There’s more than one way to achieve a positive cash flow in the early days. These are some that worked very well for us. And, if you are lucky enough to have investors, they will be more comfortable working with you when you demonstrate resourcefulness by reducing your need for cash.

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post 4 Tips to Avoid Drowning in Startup Expenses appeared first on The Barefoot Spirit.

The idea might be for a great product that makes life easier. But to actually have a monetization event where you get paid for your idea, you must create a business that sells it. Now you have to demonstrate that there is a substantial and increasing market for your idea. You do this with sales.

If you intend to eventually attract an investor, acquirer, or cash infusion partner, your business must show the level of earnings they are looking for. Most businesses are valued on a multiple of annual earnings, so, in most cases, it is the earnings they are investing in, not the “idea.”

For us, it took 19 years to finally achieve the earnings and the sales necessary to attract an acquirer. For every category of consumer product and price point, there is a corresponding number of earnings and sales that your business must achieve before any acquirer will even look at you. And those numbers can change with the times and the economy. But once you know what those numbers for your particular type of business, you must grow to at least that size.

Now you are involved with growing a business and all the critical make-it-or-break-it decisions that are required daily. How will you make more right decisions? What principles and standards will you employ to hold up as a guide in every aspect of your business?

If we had known then what we know now, it might have taken us half the time to monetize our business. We learned most lessons the hard way, but now we have 20-20 hindsight. Like a Monday morning quarterback, we look at our history and realize what we did right and what we could have done better.

Many folks with great ideas who want to get paid for them are starting out just like we did: not realizing all that is involved to reach that monetization event, not realizing the long term effects of daily decisions, and not really employing a set of time-proven standards. We can help!

Our New York Times bestselling book, The Barefoot Spirit, is our story of hardship, hustle, and heart. We wrote it as a business adventure story to entertain and enlighten. It’s about the real world, not academic form and function. But now we have distilled out of it The Guiding Principles for Success that ultimately guided us, resulting in our success. We put them into a 30- day, four-part video-webinar series. Each week for 4 weeks we present a one-hour content video and 4 days later, a one-hour live Q&A. We wish someone would have sat us down and had this chat with us!

Part 1 is “Starters for Startups.” It breaks business down to the things you should know before you get started and the mindset required to overcome the challenges ahead.

Part 2 is “Being Resourceful – Cash Flow Management.” It examines the ways you can reduce your need for capital, increase your credit, and extend your terms.

Part 3 is “Engaging and Empowering Your People – Personnel Management.” It explores ways to reduce turnover (the #1 hidden cost of business) and how to motivate your people.

Part 4 is “Sales Is King – Distribution Management.” It focuses on the most important part of your business – sales. It tells how to get your product to market and how to keep it there.

We employ 20 Guiding Principles for Success to these core competencies. Stop wasting your time and money in your quest to monetize your great idea! Go to www.BarefootSpiritGPS.com for a free sample.

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Save Time and Money Monetizing Your Idea appeared first on The Barefoot Spirit.

Announcing The Barefoot Startup’s Guiding Principles for Success (GPS)TM.

This video series is designed for aspiring, startup, and growth-phase entrepreneurs in all industries who want to benefit from our considerable experience building and selling Barefoot Wine, an iconic international consumer products brand.

This is a wide-ranging collection of hard-learned lessons that are easy to understand and will be of great benefit to beginners and experienced business people alike. The lessons are designed to show you how to save time, money and precious resources.

We discuss the three core competencies that every business has to master… no matter what the business. These competencies are: cash flow management, personnel management, and distribution management. Proficiency in all three is a must for success! We provide the primary objectives of each core competency, and share with you the key guiding principles that apply to each one. We also provide the standards to guide you to better decisions in these crucial areas, these are game changers!

The videos are dynamically organized and presented in 4 modules, each one under an hour, presented each week over 30 days: (1) Starters for Startups (Start off on the Right Foot), (2) Be Resourceful (Cash Flow Management), (3) Engage and Empower Your People (Personnel Management) and (4) Sales Is King (Distribution Management). After each module, we offer a live Q&A session for another 45 minutes to answer your burning questions!

(1) Starters for Startups (Start off on the Right Foot): Thinking about our own experiences, we realized that if we knew more about where we were headed, we would have done things differently from the start. So, the first module begins by asking a lot of questions we wish, in retrospect, we had asked. For instance, why are you in business? How big do you want to become? How do you discover the key metrics that help set your goals for a capitalization event (public stock offering, an investment partner or acquisition)? How do you organize your documents – and why? And the list goes on. The answers to these questions will lay a solid foundation that you will thank yourself for later.

(2) Be Resourceful (Cash Flow Management): The cash flow report replaces the business plan on day one. Just how do you make ends meet? How can you increase your cash and reduce and extend your payments right away? The answers we have may surprise you.

(3) Engage and Empower Your People (Personnel Management): You are going to be working with people. How you treat, compensate and engage your personnel will build your business, forge and grow critical relationships with outside vendors, buyers, and lenders – AND will reduce the #1 hidden cost of business, turnover.

(4) Sales Is King (Distribution Management): Ultimately you’ve got to sell your products. That means you will have to depend on others to get your products to the ultimate end users. How you manage your distribution channel will have a bigger impact on your success than the price, quality, or demand for your products. Sales can be easily stopped anywhere in the distribution channel at any level. We will tell you what skills, attitudes and specific relationships are required to keep the pipeline full and moving.

For those first to sign up for the series, we will give free bonuses including info-graphics, Due-Diligence Checklist for Acquisition, Top 10 Questions to Ask an Investment Broker, Case Study of the Barefoot Brand, exclusive membership in the GPS Community Forum, and detailed worksheets for each module to keep businesses on course.

We will offer a free one-hour introductory webinar so folks can test drive the “The Barefoot Startup’s GPS” If you (or any one you know) would like to discover the secrets of what we’ve learned in 20 years of building a top global brand, now is your chance! This is the first time we are offering this exclusive, boots-on-the-ground information designed specifically to help others gain an edge in their industry.

Sign up now and we will notify you when our free introductory webinar will be available. You’ll receive a few of our expert business resources right away to help boost your bottom line.

We offer you the solutions that proved successful for us- against overwhelming odds! And we learned to have fun along the way! We are thrilled to now have the opportunity to share these lessons with you, to make a difference in your business and future.

To your success!

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post The Barefoot Startup’s GPS Will Help You Succeed in Business appeared first on The Barefoot Spirit.

By SCOTT STEEPLETON NEWS-PRESS CITY EDITOR

March 7, 2013 5:59 AM

When he returns to Santa Barbara for a speaking engagement this week, Barefoot Cellars co-founder Michael Houlihan will be treading familiar territory.

He attended City College 1965-67 and it was here, in the early stages of Barefoot, that Mr. Houlihan, who founded the brand with partner Bonnie Harvey, pounded the pavement making the sales.

Mr. Houlihan and Ms. Harvey will speak at the Scheinfeld Center for Entrepreneurship and Innovation at City College at 4:30 p.m. Friday, the first of 10 stops on a nationwide tour to get people fired up about starting a business and to promote their upcoming book, “Barefoot Spirt: How Hardship, Hustle and Heart Built a Bestselling Wine,” which comes out in May.

Admission is free, but seats are limited. Attendees will get access to the eBook version of “The Barefoot Spirit.”

The wine’s roots date to 1965, when San Francisco writer and reporter Davis Bynum created Barefoot Bynum Burgundy at his home in the Bay Area. In 1986, Mr. Houlihan and Ms. Harvey came aboard and Barefoot Cellars was born – in their home.

From 1987 to 1995, Mr. Houlihan personally serviced every account in Santa Barbara.

In 2005, the brand was sold to E. & J. Gallo Winery, the world’s largest family-owned winery and the largest exporter of California wine.

In 2007, Barefoot and Surfrider teamed up to create the Barefoot Wine Beach Rescue Project, a nationwide initiative to keep our beaches “barefoot-friendly.” Each summer, the Project goes coast-to-coast, calling on community volunteers and local Surfrider members to come out and clean their shores.

Not bad for a couple who knew nothing about the business when they started out.

“It wasn’t easy, man,” Mr. Houlihan said in a phone interview Wednesday.

But it was clear from the beginning who would do what.

“Bonnie is very good with what I call minutiae,” Mr. Houlihan said with a chuckle. “But that covers things like money and legal and contracts. She also ran the bottling lines and was in charge of all promotion at the beginning. I am the swashbuckling sword-wielder. I do things like sales and marketing, long-term planning.”

“We respect each other for our different skill sets,” he added.

While the company has gone through lots of change, Ms. Harvey’s footprint is still the label iconography for Barefoot Cellars, which includes still and sparkling wines.

In the talks, as well as in their new book, the couple speaks to an audience much broader than people who want to get into the wine business.

“The three things you gotta know in any business is personnel management, distribution management and cash flow management,” said Mr. Houlihan, whose varied background includes productivity and process improvement.

“You have to know how to treat people so you can maintain and grow relationships. Also you have to know strategic allies. ‘Who’s going to make out if we make out?’ ”

He puts a premium on distribution management. After all, you could have the best idea for a product in the world, but if you can’t get it to customers, what good is it?

“Warehouses are full of good ideas that are sitting unsold. I’m sorry, but it’s more about distribution than the product or how good it is for the price.”

These days, Mr. Houlihan is a principal in the wine consulting business Houlihan and Jones, and he and Ms. Harvey produce free business blogs on two sites every week, www.barefootwinefounders.com andwww.thebrandauthority.net .

Their book is available for download at both sites.

While his work in the wine business these days is more focused on helping others make their brands successful, Mr. Houlihan says one thing about the industry that hasn’t changed – the regulation. Each state has its own rules when it comes to what you can sell, where you can sell it and how much you can sell it for.

“We’re the United States of America, but from an alcohol beverage standpoint, when you’re trying to sell wine interstate, it’s a loose confederation of independent countries held together by Oprah Winfrey and Ricky Lake,” he said.

“We’re selling ideas now, not wine.”

email: ssteepleton@newspress.com

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Santa Barbara News-Press Article on Michael Houlihan appeared first on The Barefoot Spirit.