Le Deal

In Le Deal, Murphy presents an in-depth case study of how he and his partners at McArthurGlen built a billion-dollar business in less than eight years. The story begins in 1992, when Murphy landed in Paris with wife and baby in tow, and risked everything to launch a revolutionary concept in Europe – upscale, designer outlet centers. In his mind, this was a win-win situation for all. In addition to helping up-market brands such as Polo, Armani, and Versace sell leftover, end-of-season stock, the outlet centers would be located outside of major cities, so as not to compete with the traditional downtown retailers. The centers would then attract several million shopping visits per year to small towns, and provide thousands of jobs in the process.

What Murphy did not count on were the incredible obstacles he needed to overcome in his quest for success, including facing down the budding anti-globalization forces (read: “anti-American”). Days after moving to France, the newly installed prime minister declared a moratorium on all new retail development. Murphy’s venture seemed to be snuffed out before he even started, but he refused to quit.

He and his partners chose the historic town of Troyes for the first outlet center. When the town fathers there blessed a certain site for his project, he discovered it meant buying strips of land from thirty-six different owners, each with a separate agenda and often-conflicting demands. He then spent a harrowing year circumventing political subterfuge and blackmail attempts in his efforts to secure the local approvals required.

Two years into the project, with an investment of tens of millions of dollars at stake and with his personal assets on the line, the permit was finally granted. Relieved and delighted, Murphy was ready to break ground when French politics on a national level interceded. For reasons having to do with Jacques Chirac’s desire to win the impending presidential election, the prime minister’s office decided to appeal the regional zoning approval. Murphy fought the challenge, and the office of the prime minister, all the way to the French Supreme Court – and won. But other surprises were in store.

In Germany, Murphy’s company was the victim of a ruthless political ambush by the soon-to-be Chancellor of Germany, Gerhard Schroeder. In Italy, Murphy was the target of menacing overtures of a wanna-be partner. Conversely, in the United Kingdom, he and his partners were eventually welcomed, personally, by nearly the entire Royal Family. When Her Majesty, Queen Elizabeth II visited a McArthurGlen center it nearly ended in a royal embarrassment of epic proportions.

Despite challenges, threats, and attempted blackmail, he and his partners launched eleven successful outlet centers, with 1,500 stores, across Europe. Murphy learned to appreciate the history, people, and customs of a dozen countries, while figuring out how to grapple with the zoning laws, governments, and restrictions imposed by each. More importantly, his company created nearly 8,000 jobs and attracted 30 million shopping visits per year.

In the end, Murphy and his colleagues launched more than a new company, they created an entirely new industry. With incisive details about business as well as everyday life in Europe, Murphy’s Le Deal is a spirited story of vision, guts, and determination.

Praise for Le Deal

“‘…Le Deal is Mr. Murphy’s picaresque memoir of a decade of deal making in Europe, most memorably in France, as he tries to scout out commercial sites, partner with local developers, meet the demands of politicians and bureaucrats, and generally bring a fresh idea to a place not exactly ready for it. It is a tale fraught with frustration and filled with insight…”

Matthew Kaminski, Wall Street Journal Europe

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“Le Deal is a business book that reads like a novel. It is not your normal business memoir.Yes, Byrne Murphy is a businessman, but he is also a wonderful story-teller. From start to finish, Byrne reveals the drama inherent in high stakes deal-making. Le Deal is filled with ups and downs, joy and anguish, all driving toward remarkable business successes. I think you are going to enjoy this book very much.”

Bill Conway, Co-Founder of The Carlyle Group

“Witty and a joy to read, this is a beautifully written book that combines the charm of A Year In Provence with the moxie of GE’s Jack Welch.”

Chris Matthews, host of MSNBC’s Hardball and The Chris Matthews Show

“Among a legion of business memoirs on the market, it stands out for its humor, humility, and solid insight… fast-paced, well-written, and loaded with wisdom… He captures the enthusiasms and immense challenges of the entrepreneur.”

Dean Bob Bruner of The Darden School of Business, University of Virginia

“Beautifully crafted and wonderfully told, Le Deal is a rare and highly enjoyable combination: a story of entrepreneurship full of insightful cultural observations, which also happens to be a truly gripping adventure story.”

Carlton Cuse, Writer and Showrunner of Tom Clancy’s Jack Ryan, Lost, Bates Motel and Locke & Key

“Very highly recommended reading, ‘Le Deal’ is a real life case study that combines a fascinating personal story with entrepreneurial and corporate insights that will well serve any who aspire to engage in commerce abroad…”

Reviewed on Midwest Book Review

“This is one of the best memoir books written by a businessperson. It’s smart, exciting, and is full of amazing life lessons. A must-read for anyone that identifies themselves as a competitor, whether that be in business or life.”

The Bookish Elf

“This book is a gold mine. … it teaches you about persistence, about confronting petty egos, not falling in the paralysis of analysis and doing something, and about having guts to do what might be unpopular now but right in the long term.”

Readers Love Book

“I think books like these are a good reminder that achieving your dreams and goals takes a lot of heart and hard work, and is often filled with many ups and downs, and in this case, a lot of downs. If you are looking for your next nonfiction read, be sure to pick this one up!”

Reading Mama Reviews

“Murphy has a great writing style. It’s very approachable and this memoir often reads like a novel.”

Musings of a Literary Wanderer

“From the differences in business culture in Europe to the criteria for site selection to the machinations of the politicians, it was all so interesting, and at times it feels like a thriller.”

Book Chickdi

“I found the business aspect of it to be very fascinating and how he took a business model of the discount malls to Europe and ran into obstacles from a political standpoint but also learned how to navigate different cultural standards.”

Grace Reads

Cultures Clash

Le DealBook Excerpt

“I will never, ever pay one French franc to you or to anyone else that you send to me,” I started. My voice was firm but not harsh. My French was clear, simple, restrained.

“This is my project; this is my company, and I will do it my way.” The tone in my voice was tough as it began rising. “And you will NOT chase me down by phone, harass me with your messages, demand meetings, come to MY OFFICE, and threaten me with extortion.” I was now leaning forward and pointing my finger at his chest, glaring into his eyes, voice louder but still clear.

“You think that you can blackmail me? Is that what you think?” Now I was shouting, red faced, eyes-bulging shouting. By then I had launched and was going off into space, into free-form ascendancy. There was some intellect in my delivery but mostly emotion. I spat out my French in a broken American accent, but it was forceful French, meaningful French.

I could vaguely sense François at my side. He was offering soothing words of counsel, telling me in whispers to calm down, to sit down, to tone down, anything… But I was not to be stopped.

“Do you understand me? Do you hear me?” … I spat my words at the man across from me.

Excerpted from Le Deal by Murphy, J. Byrne
Copyright © 2008 by Murphy, J. Byrne.
Excerpted by permission.
All rights reserved.
No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.