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“Reading this little book reminded me of About In this witty and wise story, bestselling business author
how much I learned as a paperboy.” Jeffrey J. Fox reveals why the lessons paperboys learn so
T HE AUT H O R —HERB HENKEL, CEO, Ingersoll-Rand Business often establish them on the early road to success. The
story follows a young New England paperboy named
Rain, as he navigates the business of being in business
JEFFREY J. FOX is the founder and and quickly becomes the best paperboy in town.
president of Fox & Company, Inc., a marketing “Jeffrey Fox’s first foray into business fiction is
consulting firm that specializes in marketing strategy fantastic and very apropos in today’s world. It Through a series of humorous and often poignant
reminds us to have integrity, be tough, and vignettes, Fox illustrates “rainmaker” business lessons
development, innovation, enhancement, and selling that can be applied not only to paperboys, but to anyone
stand up for ourselves in the face of a challenge.”
skills training. In addition, Fox is a popular speaker in business and sales facing obstacles and challenges.
—CHRIS WIDENER, author of The Art of While working his paper route, Rain gradually discovers
and the acclaimed author of a series of hard-hitting
Influence and The Angel Inside the value of planning for an interview, the ten customer
J. FOX
JEFFREY
international business best-sellers, How to Become CEO,
commandments, his ability to negotiate, why it’s
How to Become a Rainmaker, and Secrets of LEADERSHIP necessary to innovate, how to create an exit strategy, and
Great Rainmakers among others. much more. Ultimately, Rain’s time as a paperboy proves
JEFFREY J. FOX
U.S. $18.95 | Canada $22.95
to be a valuable foundation for business success.
www.josseybass.com
Rain includes “The Rain Reader,” a series of actionable
business takeaways and practical advice to make anyone
a rainmaker.
Bestselling Author of HOW TO BECOME CEO
PHOTO BY JOHN LESTER, AVON, CT. and HOW TO BECOME A RAINMAKER
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RAIN
What a Paperboy Learned
About Business
Jeffrey J. Fox
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Published by Jossey-Bass
A Wiley Imprint
989 Market Street, San Francisco, CA 94103-1741—www.josseybass.com
Readers should be aware that Internet Web sites offered as citations and/or sources for fur-
ther information may have changed or disappeared between the time this was written and
when it is read.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their
best efforts in preparing this book, they make no representations or warranties with respect
to the accuracy or completeness of the contents of this book and specifically disclaim any
implied warranties of merchantability or fitness for a particular purpose. No warranty may
be created or extended by sales representatives or written sales materials. The advice and
strategies contained herein may not be suitable for your situation. You should consult with
a professional where appropriate. Neither the publisher nor author shall be liable for any
loss of profit or any other commercial damages, including but not limited to special, inci-
dental, consequential, or other damages.
Jossey-Bass books and products are available through most bookstores. To contact Jossey-Bass
directly call our Customer Care Department within the U.S. at 800-956-7739, outside the
U.S. at 317-572-3986, or fax 317-572-4002.
Jossey-Bass also publishes its books in a variety of electronic formats. Some content that
appears in print may not be available in electronic books.
CONTENTS
preface viii
acknowledgments xiv
1 Opportunity 3
2 Interview Planning 8
3 Interview 11
4 Money 17
6 Day One 25
7 Mean Dogs 30
9 The Sundays 36
10 Referrals 40
11 The Contest 45
12 Luck 50
13 Bonus 53
v
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Contents
15 Green Lightning 61
16 Innovation 64
17 Coffee 67
18 Rookie 71
19 Photo 75
21 Collections 85
22 Ice 90
23 Exit Strategy 94
24 Valuation 96
25 Negotiation 105
28 Vern 116
epilogue 193
vi
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EPIGRAPH
vii
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PREFACE
viii
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P r e fa c e
ix
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P r e fa c e
x
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P r e fa c e
xi
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P r e fa c e
xii
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P r e fa c e
Jeffrey J. Fox
Chester, Connecticut
January 2009
xiii