Stephen J. Hunt - Find. Build. Sell.

1 Cover

2 Title Page FIND BUILD SELL HOW I TURNED A $100 BACKYARD BAR INTO A $100 MILLION PUB EMPIRE STEPHEN J. HUNT

3 Copyright First published in 2022 by John Wiley & Sons Australia, Ltd 42 McDougall St, Milton Qld 4064 Office also in Melbourne © John Wiley & Sons Australia, Ltd 2022 The moral rights of the author have been asserted ISBN: 978-0-730-39986-5 All rights reserved. Except as permitted under the Australian Copyright Act 1968 (for example, a fair dealing for the purposes of study, research, criticism or review), no part of this book may be reproduced, stored in a retrieval system, communicated or transmitted in any form or by any means without prior written permission. All inquiries should be made to the publisher at the address above. Cover image: © MilenaKatzer/Getty Images Cover design by Wiley Disclaimer The material in this publication is of the nature of general comment only, and does not represent professional advice. It is not intended to provide specific guidance for particular circumstances and it should not be relied on as the basis for any decision to take action or not take action on any matter which it covers. Readers should obtain professional advice where appropriate, before making any such decision. To the maximum extent permitted by law, the author and publisher disclaim all responsibility and liability to any person, arising directly or indirectly from any person taking or not taking action based on the information in this publication. Some events, people and timeframes have been condensed, merged or truncated to keep the story rolling along.

4 Dedication This book is dedicated to my wife Fidelma and my children Holly, Suzie, Dermot, Aidan and Rory.

5 Acknowledgements

6 Introduction Hunt by name, hunt by nature How I got started The scent of a deal The $100 backyard bar What's this book about? Who is this book for? What problem does this book solve?

7 Part I: FIND CHAPTER 1: Find your passion How not to buy a pub How to find your passion CHAPTER 2: Find your feet Don't let them in 'Don't let them in' extends to corporate customers too Don't just know the rules, set the rules How a faulty constitution nearly cost me my business Not everyone has your best interests at heart Choose your investors carefully Trust, but check What's your blind spot? How to find your blind spot Act in haste, repent at leisure Find the time to learn Play and learn Keep learning CHAPTER 3: Find your values Do the right thing Karma comes back What goes around comes around Want free marketing? Find your community Match your purpose to the concept Put yourself in the right room Give to get How to network What not to do when networking Get on the stage CHAPTER 4: Find your focus Do the little things right Success has its origin in decades past A lightbulb moment Why do I care about lightbulbs? What we pay attention to How we make our pubs so profitable Everyone's welcome Treat everyone with respect — except rock stars Mind over matter The benefits of meditation The 20/30 rule Mechanics of the mind Help staff help themselves

8 Part II: BUILD CHAPTER 5: Build your confidence If you don't ask, you don't get When it rains, it pours (beers) Like numbers? Here's a few Structuring the deal and sourcing the funds Taking time out How we grew the pub fund from $400 000 to $100 million When you're on a good thing, stick to it Finding investors was no longer a problem Our secret weapon: the multi-factor model (MFM) CHAPTER 6: Build your team How to build a loyal team Hire slow, fire fast Don't hire rock stars Check references How to keep staff Sharing the success Developing an intrapreneurial culture When ability doesn't match ambition Be slow to criticise and quick to praise Reinvesting in your team CHAPTER 7: Build your resilience How to manage bad days No mud, no lotus Don't annoy the authorities Supporting your team in a crisis How any small-business owner can fight for what's right CHAPTER 8: Build your knowledge You never know who you're dealing with What it says 'on the box' is not necessarily what's 'in the box' What does 'doing due diligence' actually mean? What you need before buying any bricks and mortar business Look ahead Waste not, want not

9 Part III: SELL CHAPTER 9: Sell your vision How to get a better valuation Profit versus potential You must reinvest in your business Pre-mortems can help prevent failure The value of real-time reports and why they matter Making cents of the profit and loss Build a relationship with your banker How credit departments work (and why it takes forever to get a loan approved) Dashboards rule CHAPTER 10: Sell your story How to create an IM that impresses investors Go big or go home Additional documents your investors may want to see CHAPTER 11: Sell your value How to choose the right bank How to choose a good accountant Crowdfunding: Leveraging your community to raise money CHAPTER 12: Sell your brand What is a rebrand? How do you do a rebrand? The 4-step plan for rebranding your business How do you measure the success of a rebrand? When should you do a rebrand? What will a rebrand cost? How long should a rebrand take? Promotions that have worked for us Rebranding involves meetings — lots of meetings

10 Conclusion

11 Let's talk!

12 Index

13 End User License Agreement

1 Cover

2 Table of Contents

3 Title Page FIND BUILD SELL HOW I TURNED A $100 BACKYARD BAR INTO A $100 MILLION PUB EMPIRE STEPHEN J. HUNT

4 Copyright First published in 2022 by John Wiley & Sons Australia, Ltd 42 McDougall St, Milton Qld 4064 Office also in Melbourne © John Wiley & Sons Australia, Ltd 2022 The moral rights of the author have been asserted ISBN: 978-0-730-39986-5 All rights reserved. Except as permitted under the Australian Copyright Act 1968 (for example, a fair dealing for the purposes of study, research, criticism or review), no part of this book may be reproduced, stored in a retrieval system, communicated or transmitted in any form or by any means without prior written permission. All inquiries should be made to the publisher at the address above. Cover image: © MilenaKatzer/Getty Images Cover design by Wiley Disclaimer The material in this publication is of the nature of general comment only, and does not represent professional advice. It is not intended to provide specific guidance for particular circumstances and it should not be relied on as the basis for any decision to take action or not take action on any matter which it covers. Readers should obtain professional advice where appropriate, before making any such decision. To the maximum extent permitted by law, the author and publisher disclaim all responsibility and liability to any person, arising directly or indirectly from any person taking or not taking action based on the information in this publication. Some events, people and timeframes have been condensed, merged or truncated to keep the story rolling along.

5 Dedication This book is dedicated to my wife Fidelma and my children Holly, Suzie, Dermot, Aidan and Rory.

6 Acknowledgements

7 Introduction

8 Begin Reading

9 Conclusion

10 Let's talk!

11 Index

12 End User License Agreement

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