Industry | The Barefoot Spirit

Kirkus Reviews – The Barefoot Spirit

Michael Houlihan & Bonnie Harvey — Thu, 18 Jun 2020 17:10:59 +0000

“An irreverent, eye-opening business memoir. Novice winemakers upend the industry’s pretensions while taking on the jungle of the retail beverage sector in this rollicking business saga.”

“Novice winemakers upend the industry’s pretensions while taking on the jungle of the retail beverage sector in this rollicking business saga.”

“An irreverent, eye-opening business memoir.”

To read the full book review, please visit Kirkus Reviews

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 Kirkus Reviews – The Barefoot Spirit appeared first on The Barefoot Spirit.

Problem Solving, Barefoot Style: 5 Steps to Approach Any Problem

Michael Houlihan & Bonnie Harvey — Thu, 08 Nov 2018 02:10:13 +0000

The success of the Barefoot Wine brand is living testimony to the problem-solving methods Bonnie Harvey and I employed in our early days. You can use these same methods to help overcome the problems your business faces on its journey from start-up to build-up and from build out to enterprise.

Barefoot Wine is now the world’s largest wine brand, but it had very humble beginnings. Bonnie and I started out in a laundry room in a rented farmhouse. We had no money and no knowledge of our industry. But these two apparent handicaps turned out to be the keys to our success.

Because we were underfinanced, we were forced to become resourceful. Because we were unfamiliar with our industry, we were forced to ask lots of questions.

To read the complete article, please visit Strive Magazine

Who We Are

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

The post Problem Solving, Barefoot Style: 5 Steps to Approach Any Problem appeared first on The Barefoot Spirit.

3 Ways to Get Your Vendors to Reduce Your Need for Cash

Michael Houlihan & Bonnie Harvey — Wed, 05 Sep 2018 23:05:22 +0000

When we talk to young startups these days, we repeatedly hear them asking for the same thing — cash.

It’s true that a certain amount of cash is necessary for any startup. But when we press them and ask if they have taken full advantage of their hidden resources, they look back with vacant stares. Most have never thought about using their hidden resources. Or worse, many don’t even know what their hidden resources might be or where to look for them.

Sure, we refer to them as “hidden” resources because they are not necessarily taught in school nor are they heralded by the entrepreneurial press. On the contrary, young people today are inundated with the idea that they can’t start a business unless they raise tons of cash. They are being told that they must borrow huge sums, take in large investors, or trade their equity for VC money. In fact, there’s an entire industry based on this premise.

To read the complete article, please visit The Business Journals

Who We Are

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

The post 3 Ways to Get Your Vendors to Reduce Your Need for Cash appeared first on The Barefoot Spirit.

7 Steps to Engage Your People (And Get the Results You are Looking For)

Michael Houlihan & Bonnie Harvey — Thu, 14 Jun 2018 17:00:53 +0000

When we sold Barefoot Wine, we received the Wine Industry’s coveted Top Brand award for multiple years, sold 600,000 cases per year in 25,000 stores, were growing in all 50 states and 28 foreign countries, had no turnover for 10 years, and did it all with just 40 employees. We got tons of awards for quality, growth, and innovation.

But it wasn’t because we were so clever, in fact we made most of the big mistakes! It was because our people were engaged and empowered to make a big difference. They came up with most of the clever solutions that got us through the tough times and over the seemingly insurmountable obstacles. They did more with less, improved our policies and procedures, and used innovation to disrupt a rather stuffy industry.

At the closing talk for the C-Suite conference in San Francisco this month, Michael shared 7 of the tools we used to build an outstanding team that was engaged, empowered, and committed to the success of our business. Here is a brief summery from the top:

1. Hire Good People, Build Great People.

Hire for hustle, integrity, and enthusiasm. Look for extrapolation learners. Test their comprehension. Be prepared to redesign the job to fit the talents of each employee. On the last interview, you do all the talking. Explain the business process and why their job is essential. Then ask for a summary by 5 pm the next day.

2. Overkill on Orientation.

When the cement is wet, you can move it with a trowel. But when it gets hard, you’ll need a jackhammer! Don’t let them develop and harbor early misconceptions about how the business works, where the money comes from, and how the customer must be serviced to get the funds that go in their paychecks.

3. The Money Map

Show them a “Money Map”. Start with the community from which the initial customers emulate. Show the transactions that starts the money moving as those customers purchase goods and services that effect your business. Show all the twists and turns that the money goes through on the way to their paychecks.

4. The Two-Division Company

Give them a second graphic that shows how your company is organized with the customer on top! Then, right under that, the only people they talk to daily, your sales and customer service people (The Sales Division). Then right under that, everybody else in the company, regardless of specialty (The Sales Support Division).

5. Know the Need

Contrary to the popular Need-to-Know basis that most companies use to keep their people in the dark, practice Know-the-Need to demonstrate respect for their intelligence and commitment to your company’s success. Share your sales and marketing challenges and ask them for help. You’ll be surprised at the results!

6. Public Acknowledgement

Communicate their accomplishment in writing. Copy the entire staff. Get more of what you are praising for. Get them the respect of other staff. Send a “message” that everyone can get the same kind of top-level acknowledgment when they perform as well as the one being singled out for admiration.

7. Staff Wide Quarterly Bonus

Reward on a quarterly basis. A year is too long (They’ll forget, sand bag, or give up). A month is too impractical (Months are more subject to anomaly and it’s difficult to get the numbers together that fast). Reward everyone to build team spirit. Make it based on sales, growth, and profitability. We used a variable 401K quarterly match.

Want more details or additional suggestions? Check out our short book on the subject, aptly named, The Entrepreneurial Culture, 23 ways to Engage and Empower Your People. It worked for us. it can work for you. You may just hear them say, “I love working here!”

Who We Are

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

The post 7 Steps to Engage Your People (And Get the Results You are Looking For) appeared first on The Barefoot Spirit.

10 Questions Our Clients Ask

Michael Houlihan & Bonnie Harvey — Thu, 17 May 2018 17:49:57 +0000

Our clients come to us because of our credentials as the founders of the largest wine brand in the world. They want to know how we began (in our laundry room), how we were financed (we assumed a debt which we traded for wine and bottling services), and how we overcame the challenges of personnel management (we paid for performance).

All that and more is covered in our New York Times’ Best Seller, The Barefoot Spirit, How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. It contains the lessons we learned told in a humorous business adventure story. It answers the top 10 questions start-ups and business owners need to know on their way to success.

And we are really excited to announce that we are currently recording it in an audio book! Like the paperback, it will be fun. Instead of having someone read it to you, we have engaged a live troupe of actors who will dramatically act it out for you. You will enjoy the unique format and learn from their interactions. We will be releasing it in the fall!

So, here’s the short list of a few of our favorite answers to the question – “How do I…”:

1. Start a business without financing?

Trade for goods and services
Use your buyers as banker by offering quantity discounts for cash
Use your supplies as bankers by earning extended credit and terms
Pay for performance rather than for attendance
Use the assets you already have, such as a spare room, family members, or contracted services

2. Start a business with no experience in the industry?

Ask a lot of questions
Work for someone who is already doing what you want to do
Talk to everyone who will be working with your product or service
Use your suppliers and vendors as teachers

3. Find, hire, train, and keep good people?

Look for hustle and integrity
Overkill on orientation
Give them appreciation and time off
Pay for performance

4. Get my product to the market?

Start in a small area to learn your lessons
Offer samples, tastings, etc.
Ask the buyers what they need
Get the reputation, even in a small area, of being a “Hot Mover!”

5. Give my brand a soul?

Identify what your brand offers its users that they love
Identify what your brand and your company stand for beside the mercantile product you are selling
Work with your community on your shared goals
Be inclusive and earth-friendly
Treat your people right

6. Build a brand without advertising?

Donate your products or services to community fundraisers
Build brand advocates who will sing your praises to all they know
Attend farmers’ markets or other social events where your customers can be found
Do many in-store demos

7. Think outside the box?

Put yourself in the other guy’s shoes in every position of responsibility
Meet regularly with everyone on your staff, with your suppliers and your buyers and ask them what their challenges and goals are
Be open to new ideas, especially those that seem to be contrary to your own
Practice “Know-the-Need” instead of “Need-to-Know”

8. Get the most out of my people?

Use performance-based compensation and share the wealth
Share information freely; share your goals, challenges, and opportunities
Give employees your respect by asking for their feedback and advice
Acknowledge their successes in writing and copy the entire staff

9. Use outsourced services?

Communicate your needs clearly and in writing
Pay only if your project has been completed to your specs
Oversee their work on your project to assure quality control
Look for long term relationships

10. Sell my business?

Talk with a business broker who recently was involved in a sale or purchase of a business like yours
Put your peanut in front of the elephant
Work towards the metrics required to become an acquisition target and ultimately monetize the brand equity you are building
Organize your filing system according to your future acquirer’s due diligence

As advisors, we help our clients identify and move toward their goals. We learn about their business, their challenges, and their opportunities. Then we meet with them regularly to help them stay on track. They get the many benefits of our 20 years growing the Barefoot Wine brand. We learned a lot of lessons – most of them the hard way!

You too can benefit from the knowledge we gained without having to go through the time, mental anguish, and money that it took us. Think of it as saving $300,000 or more on mistakes and 3 years or more in wasted efforts. Here is to your success!

Who We Are

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

The post 10 Questions Our Clients Ask appeared first on The Barefoot Spirit.

Are We Ignoring the True Cost of Oil?

Michael Houlihan & Bonnie Harvey — Thu, 07 Dec 2017 18:00:01 +0000

What does China, India and the rest of the world know that the US is trying to ignore? The true cost to us and to the atmosphere of burning petroleum, that’s what! Even now, as China and India suffocate on toxic exhaust, the US is doubling down on its commitment to a long-term oil-fueled economy.

Last month China, one of the world’s top vehicle markets, announced that they were outlawing gas burning vehicles in the near future. A week later this prompted the international automotive industry to declare, “The future of the automotive industry is electric”.

But in the US, we are scrambling to produce more oil, a proven health hazard for the planet and its inhabitants. We are reducing subsidies on electric vehicles. And we are opening protected lands for more oil exploration. Just in case anyone complains, we are dismantling the EPA safeguards and packing top government positions with oil men. Oh, and if you think you can take it to the courts, we’re appointing justices who view these moves favorably.

What we are witnessing in our country today is nothing less than a takeover by an industry that is racing down a one-way dead-end street! Global climate change will not be altered because the US does nothing to slow it down for a few years, and it cares not if the words “climate change” are outlawed, debated, or denied. It continually moves forward.

This interest group wants to prevent us from accessing clean energy alternatives, prevent us and our children from a healthy future, and stab us, the tax payers, with the true costs of man-made climate change. These include but are not limited to dramatic increases in our taxes, our insurance premiums, and our medical bills.

The rest of the world has already figured out these true costs and are now taking steps to protect their citizens. What’s up with us? The cost of recovery from record floods, winds, fires and hurricanes can totally bankrupt us and destroy our economy. How many more years can we afford to foot the bill for rebuilding after these now annual, major catastrophes?

We are business people. We have dedicated our lives to helping others be successful. We have to speak out on this obvious “elephant in the room.” It would be irresponsible for us to not take a stand with the rest of the world, the health of our planet, and the next generation who will be stuck picking up the tab in so many ways. Simply stated, the destruction of the environment is not good for business. Just ask the business owners who lost everything in Houston, Florida, Puerto Rico, and Santa Rosa – just in the last year.

We support fiscal conservancy and reduced government burdens on small businesses. But we strongly oppose a lopsided economy where one mega-industry is unfairly favored at the ultimate expense of small and medium-size business, and all done by a government that couldn’t get a majority vote.

We have a friend in Silicon Valley who has a very successful business that converts any vehicle to the best use of alternative power. He recently reported that they were looking to India for their next big order because the US market was becoming more limited. Is this a sign that we are starting a brain drain where our best ideas are leaving the country? How will that bode for the future of our economy?

There are many reasons why our government must stop trying to prop up an ultimately short-term “buggy whip” industry at our collective expense. But probably the best reason is coming from our own kids, “So mom, dad, what were you thinking?”

Who We Are

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

The post Are We Ignoring the True Cost of Oil? appeared first on The Barefoot Spirit.

7 Aspects of the Gig Economy

Michael Houlihan & Bonnie Harvey — Thu, 23 Nov 2017 18:00:45 +0000

Most startups fail because they have too much overhead and not enough sales – period! In fact, in The Barefoot Startup, we advise our clients to outsource everything but sales, accounting, and quality control. Overhead expenses are earned by sales, not the other way around!

We recently had the pleasure of attending the Conference on The Gig Economy hosted by the San Francisco Chapter of the Global Chamber of Commerce. The Chamber is keen on keeping their members abreast of the latest developments in the international trade space.

When you think of gig work, names like Lyft and Uber naturally come to mind with all their legal issues that continue to unfold. The conference did a great job of exploring those issues and the ramifications to its members and attendees.

What we enjoyed the most was the first panel discussion that included leaders from government and industry, large and small, who focused on their experience with contingency, or “gig” workers. It was an eyeopener and has special significance for startups looking to reduce their need for capital to cover overhead by outsourcing certain kinds of work. The panel thoughtfully examined several aspects of gig work and the implications businesses should be aware of.

Batch Work. Because these folks are working on a temporary basis, it’s best to give them work that has a beginning, a middle, and an end. Be clear about the parameters, deadlines, and formats.
Free Agents. Since they work for many clients, they have to shuffle priorities. Make sure your work is on their priority list. Also, be aware that you can lose them after you have invested training time.
Timing. They may work in different time zones making real time communication difficult. They may choose to work when they want. You may have to accommodate their existing schedules to get your job done.
Legalities. There appears to be a fine line between independent contractors and full-time employees. It’s still being adjudicated all over the world. Different countries have different laws one must be aware of. Generally, the more restraints you put on gig workers, the more likely they are to be considered employees. For those who are employees, the governing bodies want insurance, and taxes and employer contributions – and the battle goes on in each jurisdiction.
Up-To-Date. Gig workers tend to be more current on their job skills and stay on top of the latest unfolding technology, even more so than your own employees who, over time, may become lax in updating their education.
Cultural Impact. Contingency workers tend to work harder and faster than many of your own people. This tends to influence your folks to work harder. But on the other hand, gig workers can lack an understanding and appreciation for your company culture, policies, and procedures. They can be out of step with your people. Especially if they are working directly with your employees, this can be a problem.
Proving Ground. Many companies use a gig worker for a trial period to see if they will fit into their company as a full-time employee. It’s also a way of securing trained folks and their knowledge of your company without having to first make them an employee. This way, you get a sample of their work without a commitment.

What we like about the gig economy is that, especially for cash strapped startups, it can be an excellent way of paying for work as needed and not having to support a “payroll” that is due every two weeks whether or not you have made sales!

We advise our clients to look for the types of work that “fit” the Global Gig Economy. Be aware of the shortcomings as well as the advantages. It just may be the outsource resource you’ve been looking for!

Who We Are

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

The post 7 Aspects of the Gig Economy appeared first on The Barefoot Spirit.

The Trouble with Disruption

Michael Houlihan & Bonnie Harvey — Mon, 30 Oct 2017 16:44:15 +0000

Today, the business tabloids will tell you how glorious it is to disrupt your industry.

Every week there’s a new story about another successful entrepreneur who has disrupted their industry and made a billion. But that’s not even half the story. The tabloids are quick to pander to your desire to see all things new and reward the game changers. It sells magazines!

The fact is that behind every one of those disrupting game-changers is a story of pushback from the buyers, tons of missionary work, and years of not being taken seriously.

And, why should they take you seriously?

Your ideas have never been tested in the marketplace. No one wants to be the first retailer to take a chance on an unproven idea. Besides, they have their tried and true products that have been regularly producing profits for them. Why should they risk losing their go-to brands, the ones they know, the ones that are already in demand?

To read the complete article, please visit The Business Journals

Who We Are

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

The post The Trouble with Disruption appeared first on The Barefoot Spirit.

The 7 Tenets of The Barefoot Startup

Michael Houlihan & Bonnie Harvey — Thu, 31 Aug 2017 17:00:24 +0000

According to Forbes, 90% of all new businesses fail. Why is the rate so high with so many great ideas? Is something missing? Something basic? According to the Small Business Administration, businesses that survive over 5 years tend to survive over 10 years. Do they finally learn something that saved them? What if they knew those things right from the beginning?

We are often accused of being Monday morning quarterbacks with 20-20 vision. Well, guilty as charged! And lucky for you! Having been through it from ideation to monetization, we are in a unique position to offer help. After years of wrong assumptions, and actions based on those wrong assumptions, it ultimately became clear to us what we were doing right and what we were doing wrong. Our experience and success in the real world can save you a ton of time, money, and anxiety.

Like the man says, “If you had it to do all over again, what would you do differently?” Well, some things we would do just the same, but others, we would have started doing a whole lot sooner. Starting with no money and no knowledge of our industry, you can bet we had a lot to learn. You can bet we made plenty of mistakes.

These are the same challenges startups face today, like being undercapitalized, finding and keeping the right people, providing effective leadership, and getting the word out, just to name a few. But the biggest mistakes startups make may be in their own heads! They tend to accept popular assumptions about business that are just, well, wrong! We want to change all that.

There’s a new movement afoot. We call it “The Barefoot Startup.” Why “Barefoot”? Because it’s a great analogy for a feet-on-the-ground, step-by-step approach to starting and growing your business. It’s beyond “bootstrap” because it’s sensitive to the terrain, its well-grounded in principle, and clears the path for success.

The Barefoot Startup incorporates the proven strategies we used successfully and the lessons we learned over 20 years building the Barefoot Wine brand. These key tenets made the biggest difference in our success. They can work well for any business. The tenets of The Barefoot Startup (#BarefootStartup) will give you a big head start, mitigate your risk, and reduce your need for capital.

It’s not another set of tactics. It’s not another cut-and-paste process for 6 figures in 6 months. But it is a fundamental understand, and application, of the basic principles of long-term business success. Think of it as an insurance policy for your start-up.

The 7 tenets of The Barefoot Startup spell S-U-C-C-E-S-S:

Strategic Alliances. Who wins if you win? How can you help them win? How can you work with your community to get the word out?
Understandings. How does your distribution system work? What are the challenges you face gaining acceptance in your market?
Customer. Who are your customers? What does each of them really want? How should your company be structured to gain their loyalty? How do you turn your customers into advocates?
Compassion. What does everyone who touches your product want? How can you show empathy for their needs? How do you gain their respect and cooperation?
Empowerment. How can you get the most out of your people, your suppliers, and your buyers? What do they need from you to do their job better for you?
Sales. What is the fastest way to create a positive cash flow? Where is your low-hanging fruit? What is the quickest way to gain a “Hot Mover” reputation?
Slow Down! How can you reduce your need for capital by being more resourceful? How can starting small show you the true cost of sales? How can you get your act together before you take your show on the road?

The Barefoot Startup offers detailed answers with real world examples. How do you spell success? Join the movement at www.thebarefootstartup.com!

Who We Are

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

The post The 7 Tenets of The Barefoot Startup appeared first on The Barefoot Spirit.

7 Steps to Infuse Entrepreneurial Thinking Into Company Culture

Michael Houlihan & Bonnie Harvey — Tue, 13 Jun 2017 19:12:14 +0000

Every company wants to stay relevant and be in the forefront of their industry. This requires an imaginative staff creating new solutions and thinking outside the box. But first you need to change your company culture. This is easier said than done.

A positive company culture is what we relied upon when building the Barefoot Wine brand into a national best-seller. Here’s how we did it:

1. The money map

When we hired people, they were give an infographic showing the circuitous route the money took to get to them from the consumers, moving through the retailers and distributors and eventually into their paychecks, bonuses and benefits. This was not just a great educational tool from an orientation perspective, but it was a great way to set the stage for a company culture of sales.

2. The two-division company

Unlike the typical pyramid structure with the CEO on the top followed by the C-suite and then the myriad of divisions and departments, our organization had just two divisions: Sales and sales support. Everybody who was not in sales was in sales support, including the CEO, receptionist and accounting, marketing, product development, and production.

Why? Because without sales there would be no income. If you really believe the customer should be on top, put sales on top and have everyone else support sales.

To read the complete article, please visit The Business Journals

Who We Are

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

The post 7 Steps to Infuse Entrepreneurial Thinking Into Company Culture appeared first on The Barefoot Spirit.

Industry | The Barefoot Spirit

Kirkus Reviews – The Barefoot Spirit

To read the full book review, please visit Kirkus Reviews

Who We Are

Problem Solving, Barefoot Style: 5 Steps to Approach Any Problem

To read the complete article, please visit Strive Magazine

Who We Are

3 Ways to Get Your Vendors to Reduce Your Need for Cash

To read the complete article, please visit The Business Journals

Who We Are

7 Steps to Engage Your People (And Get the Results You are Looking For)

1. Hire Good People, Build Great People.

2. Overkill on Orientation.

3. The Money Map

4. The Two-Division Company

5. Know the Need

6. Public Acknowledgement

7. Staff Wide Quarterly Bonus

Who We Are

10 Questions Our Clients Ask

1. Start a business without financing?

2. Start a business with no experience in the industry?

3. Find, hire, train, and keep good people?

4. Get my product to the market?

5. Give my brand a soul?

6. Build a brand without advertising?

7. Think outside the box?

8. Get the most out of my people?

9. Use outsourced services?

10. Sell my business?

Who We Are

Are We Ignoring the True Cost of Oil?

Who We Are

7 Aspects of the Gig Economy

Who We Are

The Trouble with Disruption

To read the complete article, please visit The Business Journals

Who We Are

The 7 Tenets of The Barefoot Startup

Who We Are

​7 Steps to Infuse Entrepreneurial Thinking Into Company Culture

1. The money map

2. The two-division company

To read the complete article, please visit The Business Journals

Who We Are

7 Steps to Infuse Entrepreneurial Thinking Into Company Culture