Small Business Revolution. Barry C. McCarthy

Equity Industries, Chairman and CEO of the Blackhall Group, founder of Blackhall Studios

      “This book is full of insights and stories from the head of a company that's been in business for over a century. Barry's book will nourish you with the resources and resilience to make it big in the small business world.”

      —Michael J. Coles, cofounder of the Great American Cookie Company, former CEO of Caribou Coffee, and author of Time to Get Tough: How Cookies, Coffee, and a Crash Led to Success in Business and Life

      “These are challenging times for small business owners and this book helps those owners navigate these uncharted waters. With his commonsense approach, Barry charts a course for success, helping entrepreneurs understand how to better position their business, reach new customers, and understand when it is time to ask for help.”

      —Charlie Weaver, Executive Director, Minnesota Business Partnership

      “As a founder of several small businesses and a current small business co-owner, I know first-hand the value that these business owners bring to every community and the country. This book captures the challenges and triumphs of being a small business owner with specific examples and insights from a company that has been helping small businesses for more than 100 years.”

      —Cheryl Mayberry McKissack, President and co-owner of Black Opal LLC, founder and CEO of Nia Enterprises, LLC; Chair, Deluxe Corporation

      “Small businesses are the lifeblood of communities. They employ our friends and neighbors. The tips and tools that Barry and Deluxe have amassed over the past 106 years can help entrepreneurs learn how to grow their businesses and reach new audiences.”

      —Keith Ferrazzi, American entrepreneur, recognized global thought leader and New York Times bestselling author of Who's Got Your Back and Never Eat Alone

       BARRY C. MCCARTHY

      CEO, DELUXE

      HOW OWNERS AND ENTREPRENEURS CAN SUCCEED

Copyright © 2022 by Deluxe Corporation. All rights reserved.

      Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

      Published simultaneously in Canada.

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       Library of Congress Cataloging-in-Publication Data is Available:

      ISBN 9781119802648 (Hardback)

      ISBN 9781119802655 (ePDF)

      ISBN 9781119802662 (ePub)

      Cover Design: Wiley

      Cover Image: © MicrovOne/Getty Images

      To my fellow Deluxers, for always having the grit and perseverance to put customers first, helping small businesses succeed, for more than 100 years.

      To my beautiful wife, Jean Ann. You have always been my rock and my inspiration, my partner, my best friend, and you have always encouraged me to strive-to help others succeed. Thank you.

      To my amazing children, Will, Matt, and Katie, who put up with a dedicated businessman and committed community leader as a father.

      To my parents and in-laws, Tom & Lori McCarthy and Ron & Mary Ann Hood, teachers and small businesspeople, who taught me about faith, integrity, the dignity of labor, the importance of hard work, and perseverance—to always believe in yourself, and to never, ever give up.

Introduction

      IN TAKING ON this endeavor, I thought a lot about W.R. Hotchkiss, who himself was an entrepreneur and small-business owner. Today I have the privilege to be the president and CEO of Deluxe, the company he founded in 1915. Mr. Hotchkiss created many new products and tried to start numerous businesses until he landed on a product that worked—the checkbook.

      He took a $300 small-business loan and went door-to-door with his invention, selling the checkbook to businesses, banks—anyone who needed this new payment system—the same thing other small-business owners have done over the years with their inventions and ideas.

      Mr. Hotchkiss took his product to the masses and, in doing so, found an audience and created the original payments company. From there, he improved the check and the checkbook, created other business forms, and built a company that was innovative and responsive. He did what any small-business owner would do: he learned and developed and grew his skills and his business.

      Now to be clear, this book isn't about becoming the next Elon Musk or the next W.R. Hotchkiss. This book is about being a better small-businessperson, about taking what we have learned at Deluxe after more than 100 years serving small businesses and putting it together into tools, techniques, and tips to help businesses grow and thrive. It is about helping you learn and develop and grow your businesses, too.

Believe me, I know being a small-business owner is no small task. It takes a Herculean effort just to keep the doors open each day. And I mean it when I use that word: small-business owners are heroes. You employ millions of people. You keep commerce moving in your small town, community, or large city. You innovate and create. You inspire. Being a small-business owner is heroic, and our communities—locally