Business Franchise AUS & NZ - Feature - Building & Landscaping

building & la ndscaping feature

building & landscaping Featured Jim Penman

52

Diverse Shopfitters

54

Bill Vis

56

Spray Pave Australia

58

Narellan Pools

62

V.I.P. Australia

64

Coral Homes

65

Unscratch The Surface

66

THE Shed Company

68

Katherine Grace

70

Business Franchise Australia and New Zealand 51

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JIM’S SECRETS TO

I’ve made countless mistakes in my business career, and my character flaws are legion. Yet when I look over a business that began with a $24 start-up to becoming Australia’s largest service franchise network, there is one principle that was correct from the beginning. I was always passionate about customers.

I can still remember the horror I felt, decades ago, when through a bookkeeping mistake, I failed to service and thus lost two

of my regular clients. It was not the loss of income that mattered, because I had as much work as I could handle, but the sense of guilt for letting my clients down.

In mowing a lawn, I was always looking to do that little bit more. For example, in the early days when edging was done with a wheel, I used to edge first and then run the left side of the mower down the mower strip to create a really clean edge. It always bugged me that where grass met a retaining wall or tree, there was always that annoying fringe with no possible option (doing it with shears was just too much work for the benefit). One day, and this was in the 1970’s, I walked into my local mower shop and saw a strange looking gadget on the floor. It was a long pole, with a handle in the middle, a small engine on one end, and a strange looking fixture with a piece of nylon cord sticking out at the other. It was a brush-cutter, one of the first ever imported into Australia, and I had never seen anything like it.

52 Business Franchise Australia and New Zealand

I asked the owner what it was for, and he demonstrated. At last, I saw the solution to my annoying furry edges. Although I didn’t have much money and it cost more than a lawnmower, I bought it on the spot. Thus, I became one of the first contractors in Australia to own a brushcutter. Edging was such a fetish with me that my contractors said they could go into a street and tell which lawns I had mown, simply from the quality of the edges. To me, a single blade of grass over a cut edge is like a giant red boil on a beautiful face – ugly, and impossible to ignore. If this seems exaggerated and unreasonable, well it is! It’s an entirely emotional reaction far beyond any immediate financial benefit and yet, it is exactly this passion that has reduced our complaint rate by 98 per cent since pre-franchise days.

Being successful as a franchisee starts a long time before you begin working in your franchise. It starts when you begin thinking about whether to go into business

Jim Penman, Founder, Jim’s Group.

at all. Because while a good franchise system can improve your chances of success, the only real guarantee is your own hard work and business sense. In general, the more successful you have been in previous employment or in business, the more likely you will be to succeed as a franchisee. We find that managers and sales people tend to be especially successful, but any job that requires self-discipline and the ability to work independently is a good background.

Then it’s a matter of choosing the right type of business. People often ask me which Jim’s division they should go into, and I always ask them: “What do you like doing?” I became a mowing contractor because I love the outdoors: trees, grass, sunshine and rain, the lot. Others prefer the indoors, or like driving, or want the robust physical challenges of working with trees or building fences. Potential income should always be secondary. You’ll do best at what you most enjoy.

Thirdly, (and this really counts) is to choose the right system and here there is one key principle: do your homework! I’m astonished at people who make decisions involving tens of thousands of dollars and years of their life without spending a few dozen hours on research. Don’t be afraid to ask hard questions. Check out all the companies in your chosen industry, and ask: “What makes them the best?”

Most importantly, get a list of all their current franchisees, with direct contact numbers, and speak to as many as possible.

This should be handed over without even the need for a deposit. Failure to do so is a breach of the law, and highly suspicious.

A good franchisor will welcome you phoning their people. A poor one will try not to hand over the list, or restrict it to a few chosen favourites. We have found the

best franchisees tend to do intensive and careful research, involving competitors and extensive contact with our own people.

I often say, when talking to franchisees at induction training, that I wish I could have a time machine and attend our course when first starting out in business more than three decades ago. In the beginning I made so many and serious mistakes, including (for example) being immensely proud of having all my quotes accepted in my first month of full time business. I was even more proud that clients commonly gave me extra money for a job well done. Looking back now I realise I was quoting far too low, and could have earned several hundred dollars more per week. This would have made an immense difference to my quite desperate financial situation at the time.

Other hard earned lessons included the techniques for picking up wet grass clean, tricks for getting round trees fast, efficient use of grass bags, brush-cutter technique, systems of navigation, mower maintenance principles, and much more.

I spent fifteen years in the field and was a hugely successful contractor, giving it up only just before launching our franchising system in 1989. But then I started having regular meetings with franchisees, and immediately found a huge urge to get back out again. It wasn’t that I had too much time on my hands, it was finding out how much better my business could have been run using all the new ideas that were being shared around.

Even today I am learning lessons which would make me a better and more successful contractor. For example, one of the keys to success in a service business is offering clients extra services. It makes for happier customers, more income, and a better hourly rate, and yet often we refrain from asking for fear clients may find us too

‘pushy’. So here’s a simple idea: simply mention to the client something you have done or intend to do. For example, you apologise to a client for being grubby because you’ve just cleared someone’s gutters (the client you are speaking to has leaves poking over the edge of theirs). This is something I didn’t think of during fifteen years in the field, or for fifteen years after that, and yet it’s one technique among many we now teach all new franchisees. Once in business there is one key principle that counts more than everything else: look after your customers. This should be a matter of emotion and deep-seated principle, rather than simply of logic. The second principle of our Jim’s Group values states that we are ‘passionate’ about customer service (our first principle is service to franchisees).

This means that we look after customers well because this is a matter of our pride and integrity and sense of identity Nothing in the world can totally guarantee success, but if someone has the right level of ability, chooses a good franchise with a style of work that suits them, offers great customer service and is willing to follow the system, their chances are pretty good!

Jim’s Group is Australia’s largest service franchise network. It was founded as Jim’s Mowing in 1989 by Jim Penman, and now involves more than 3200 franchisees across 30 divisions including Jim’s Cleaning, Jim’s Antenna’s, Jim’s Test & Tag, Jim’s Car Wash, Jim’s Dog Wash and Jim’s Bookkeeping.

Jim’s Group operates nationally and internationally in New Zealand, the UK and Canada.

Phone: 131 546 Web: www.jims.net

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building & la ndscaping feature

“Being successful as a franchisee starts a long time before you begin working in your franchise. It starts when you begin thinking about whether to go into business at all.”

building & la ndscaping featu re feature

DIVERSE SH OPFITTERS

The Diverse Difference Diverse Shopfitters have built a reputation for a commitment to excellence in shopfitting. From initial enquiries, through estimating, production and on site construction and installation, this commitment delivers outstanding results.

With multiple finalists across a range of categories in the 2012/13 ASOFIA National Fitout Awards, we are ready to make your next store a winner.

Our commitment begins with a promise that the customer comes first, always. We know that many retailers, particularly those involved in or with franchise operations are not getting the levels of service they should reasonably expect from their shopfitters.

We hear about project over runs, a lack of

communication, a failure to understand the brief and an overall lack of responsibility.

We do things differently at Diverse Shopfitters. We offer friendly, professional service, open communication and innovative problem solving. We make sure we completely understand your objectives and draw on our experience across all types of retail fitout to deliver solutions tailored to your exact requirements, all the while taking the stress out of the process for you. Industry best practice from concept to completion. It’s what our clients have come to expect and it’s one of the things that sets us apart from our competitors.

Our commitment to excellence has enabled us to expand our operations over the last 10 years. We have established trade networks and project managers in every state and can confidently claim that we are among the best shopfitters in Australia.

We know that delays and poor planning can and do affect the bottom line for our clients.

Our detailed planning system enables us to provide accurate quotes and working schedules. We don’t like surprises and neither should our clients.

Our production technologies and processes ensure that every project is completed as efficiently and cost effectively as possible.

Our proprietary Replik8 system eliminates trade bottlenecks, guarantees repeatability and typically delivers production efficiencies of up to 30 per cent over conventional systems with no compromise on quality.

Designed specifically for franchise or multi-site operations, Replik8 has been proven in fit out projects for some of the biggest fashion, food and pharmacy retail brands in the country. If you need your customers to have a consistent brand experience in each and every store in your network, you should speak to us.

Recognised for outstanding results across Australia, Diverse Shopfitters are ready to take the stress out of shopfitting and help you open for business sooner.

For more information contact Diverse Shopfitters: Phone: 1300 969 449 Email: info@diverseshopfitters.com.au Web: www.diverseshopfitters.com.au

54 Business 54 Business Franchise Franchise AustraliaAustralia and Newand Zealand New Zealand

DS_B

DAILY BAGEL CITY SQUARE

ASOFIA NATIONAL FITOUT AWARDS FINALIST

BASIL’S FINE FOODS

ASOFIA NATIONAL FITOUT AWARDS FINALIST

JUST CUTS

KARRINYUP SHOPPING CENTRE

DOME COFFEES

ELLENBROOK

Want to open for business sooner?

Every day you wait for your store to be finished is a day’s trade lost. At Diverse Shopfitters, we work hard to help you open for business sooner. Our Replik8 technology and advanced project management systems eliminate trade bottlenecks to deliver retail fitouts up to 30% quicker than conventional shopfitting systems with no compromise on quality. Replik8 also guarantees absolute brand consistency across multiple sites making it perfect for franchises and national retail chains.

From a single store to a national store rollout, Diverse Shopfitters deliver quality retail fit outs on time and on budget.

Contact us today and open sooner.

From our WA head office, we deliver fit outs on time and on budget Australia wide. A commitment to excellence in service throughout the entire fitout process has seen our customer list grow to include many of Australia’s most popular brands in food, fashion and retail.

For more information about how Diverse Shopfitters can help you open for business sooner, visit our website.

www.diverseshopfitters.com.au

CONSTRUCTION | MANUFACTURE | PROJECT MANAGEMENT | MAINTENANCE HEAD OFFICE: 68 McDowell St, Welshpool Western Australia 6106 Ph:1300 969 449 Fax: (08) 9258 8566 Business Franchise Australia and New Zealand 55 DS_BusinessFranchise_A4.indd 1

10/11/2013 10:22:45 AM

building & la ndscaping featu re

The long and short of

V.I.P. Home Services If we look back throughout the last few decades in the building and home franchising industry, there are few placed like Bill Vis, from V.I.P. Home Services, to provide insight into the changes, trends, challenges, and successes in the industry.

Recently I spoke with Bill and here he shares his franchising story.

How did you begin V.I.P. Home Services?

My parents were Dutch immigrants who were poultry farmers. They didn’t want me to go into the family business and I wanted to be a car salesman. I could only get a job selling Electrolux vacuum cleaners on a commission only basis. I saw a local bloke mowing lawns and thought I’d give that a go. I started out on Saturday’s and ended up making more money this way, so I started full time.

What made you decide to begin franchising?

Basically, I bought everyone off the market.

After a while I took a $50 deposit for other lawn-mowing rounds, which I eventually changed to a membership fee. This was in 1979 and I’d never heard of the term ‘franchising’. I didn’t even realise at the time that I was indeed franchising my lawnmowing business.

What do you feel is your biggest achievement with V.I.P.?

That’s easy, changing people’s lives. One of our early franchisees called just to talk six months after joining V.I.P. He thanked me for changing his life. He had financial security, increased fitness, he was happy, so I began to wonder how many other people like him were out there.

What do you think sets V.I.P. apart from its competitors?

Our franchisees can enter our system at a level that suits them. In a way we view

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ourselves as life and business coaches.

Although we’re in the lawn mowing and cleaning business, if you don’t provide good customer service you can’t retain clients.

We encourage our franchisees to look after clients and follow our best practices. If our franchisees aren’t achieving the things they want to achieve, we have a strong commitment to work with them. This might mean being able to send their kids to private school, own their own home or take regular holidays. This might even mean helping them to set up their own self-managed super funds by connecting franchisees to professionals in the industry.

What changes have you seen occur in the franchising industry over the years?

Over the last 33 years, even before the whipper snipper and blowers, we’ve seen changes in technology. I mean, my phone was like a brick. Before our marketing efforts were predominantly utilising yellow pages, local and national TV. Now everything is digital, SEO (Search Engine Optimisation). Customers want an instant response nowadays so we have to meet their expectations.

What do you feel have been some of the biggest challenges that have occurred in the franchising industry?

In some cases we had more customers and more calls than we could handle.

Recruitment in franchising is always a challenge, so it’s tough to get the balance

building & la ndscaping feature right. In 1979 there was a recession, so we were able to take advantage of this as unemployment rates were so high. It was easy then to sell a franchise. Also, the average lifespan of a franchise agreement is five years, so you need to invest in your franchisees by helping them stay longer, increasing retention rates.

I guess there was also the point where everyone started to franchise. They had no substance and no training systems. We now have regulation through the Franchise Code of Conduct which now protects franchisees from unscrupulous operators and fly by night franchisors. I have learnt a lot since we began all those years ago.

The first 10 years in business I learnt from my mistakes and continue to work toward reaching constant milestones. Today we have 1100 franchisees and are working hard to continue to grow the V.I.P. family.

What do you feel are the positive aspects of mobile services franchises in comparisons to other options that are available in the market?

Firstly, there are no overheads or reliance on ‘position, position, position’. You can take your service to your clients. You’re advertising your business while you go about your daily business driving around.

You have a constant billboard on the street with consistent exposure. We’ve estimated that from our 1100 strong franchise network that we generate over $5.5 million in free advertising. This is a powerful mechanism and we’re constantly encouraging our franchisees to upgrade their trailers and take pride in their work materials.

What do you think is the future of landscaping franchises such as V.I.P.?

With the recent drought, we saw a surge in the installation of fake lawns and turf.

Instead of feeling threatened by this, we saw it as an opportunity. Our clients were demanding total garden and lawn maintenance, so we learnt to adapt. For us to achieve only a 4 per cent stake in the home maintenance market, we would need 14,000 franchisees, so there is huge growth potential. I also see technology playing a big part in the future of our industry as the energy and labour markets change.

What advice would you give to someone looking at investing in a services or landscaping franchise?

Look at whether you like the people you will be dealing with. Have they got the brand name, and take a look at the advertising they’ve done. Will you be inheriting an existing client base or will

you have to find your own customers.

Speak to clients of the franchise and ask “who is going to support me on a day to day basis?” Be sure to meet the support manager as they’re the person you will have a relationship with. Also, find out if the franchisor offers group buying discounts for your car, equipment, etc. Talk to existing franchisees. Are they comfortable to recommend the system? Finally, do your research on the system’s reputation and gather as much information as you can online.

When looking at investing in a franchise, what do you consider to be the top three things people should be looking for?

Firstly, return on investment. You should achieve a 12 month return for what you pay in fees. Work out what your net return will be. Secondly, consider if you are buying regular clients or a territory. Finally, make sure you like the people you’ll be working with, especially the franchisor, as this relationship is much the same as a marriage.

Business Franchise Australia and New Zealand 57

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Spray Pave Australia

Three guarantees and a boat trip Offering three guarantees and a boat trip might sound unusual for a new business opportunity.

However after almost 25 years in business, the owners of Spray Pave Australia Pty Ltd know that it takes something unusual yet simple to succeed in business.

Owner Mr Chris Bylhouwer, started Spray Pave Australia in the late 1980’s, and has always improved his offerings in many ways. The current complete package includes a pay as you go option, plus three guarantees and a boat trip!

The business is working with existing concrete. As Mr Bylhouwer explains, “We can do anything with existing concrete from basic repairs to complete decorations with non-slip patterns using new toppings, epoxies, stains, polishing, seamless flooring, waterproofing even transforming it into imitation slate or timber floorboards.

“The transformations are unbelievable and the demand for this service is everywhere, from homes to shopping centres, retail shops to factories, warehouses, schools, churches and airports.”

The business opportunity is more than just application training, it also includes many systems for receiving jobs, quoting high prices, managing and growing the business including legal issues.

“In essence we provide a complete turnkey business package for one price then we back it all up with the ultimate security – pay as you go plus three guarantees and a boat trip,” The new Licensee system includes some unique ideas; three days at the Adelaide training centre plus two days back with the operator on their own customer job, local marketing campaign, insurance package, own web site page, customers interest free finance etc. A complete list is in the information pack.

Designed to remove all risk is the three guarantees.

1

A minimum of 20 customer leads sent via SMS and email. More leads are forwarded free for life.

2 3

Guaranteed work option, available any time after training.

If new operators don’t earn over $100,000 gross in their first year by following the systems, they can claim the 100 per cent Money Back Guarantee.

This he says offers complete security when starting a new business. “All they have to do is buy the business, do the work and start loving life.”

Mr Bylhouwer sums up the three guarantees, the pay as you go system and boat trip.

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“Operators want: 1. Customer leads? Yes, we advertise and forward them free.

2. Guaranteed work? Yes, they can pay an extra fee and we forward them signed customer contracts.

3. Money back guarantee if it doesn’t work?

Yes, we trust our training, support and systems so if they don’t gross over 100k in the first year, they can have all their money back.

“I like to stand out from the rest and put my money where my mouth is! Even to include that they can pay for their new business as they go. We only charge a small deposit (sometimes negotiable with conditions), the rest they can pay over time.

“As for the boat trip, because new operators spend most of their time in Adelaide at training, if they can stay an extra half day or more, we can take them out on our impressive power cruiser or even a luxury cruising sailing catamaran for bigger groups or families. Business before pleasure makes a possible tax deductable mini holiday. It’s all about enjoying the social and business relationship with new friends; fishing, relaxing or just enjoying the start of a fantastic new, long term journey together.”

Contact Spray Pave on: Phone: 1800 688 888 Email: chris@spraypave.com Web: www.spraypave.com

Get the App

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Don’t miss an issue

www.businessfranchiseaustralia.com.au

Business Franchise Australia and New Zealand 59

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Inspect M y H ome™

inspectmyhome Don Jury is acutely aware of the significant investment his customer’s take on when purchasing property.

“We take great pride in our reputation knowing statistically that over 70 per cent of all Building, Pest and Pre-purchase property inspections we carry out have been recommended to us, or are for previous clients.

“We are committed to providing every client with professional services and totally independent Building and Pest Inspections,” he said.

As one of Australia’s largest and longest established building and pest inspection companies, Inspectmyhome™ aims to provide a professional and friendly service to their clients. Being the first dedicated building and pest inspection company in Queensland has provided them with the experience, knowledge and the people to undertake any job, and they’re expanding to

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provide their service throughout Australia.

Don Jury purchased the business in 2004 and has traded as Queensland Building and Pest Reports. During this time the business has grown and become fully systemised.

Don has invested a substantial amount of time, effort and financial resources into the latest technology, creating a fully integrated system incorporating an electronic booking system and database.

They currently operate a reporting system on smart phones/tablets allowing their inspectors to complete their reports onsite and immediately send the reports back to the office. They strive to provide their customers with a seamless experience from the time of booking through to the delivery of the reports.

In 2012, Don’s team made the decision to re-brand the business as ‘Inspectmyhome™’ in order to grow and expand the business nationally, and Don says this change has been extremely well received.

“We believe this is a strong marketing statement and as a result we are constantly

building & la ndscaping feature being asked to carry out inspections in areas that we currently do not service. This demand has been increasing due to our reputation in the marketplace, our strong online presence and the ever changing way clients source our services,” he said.

Inspectmyhome™ carries out in excess of 15,000 inspections each year and is a fully licenced and insured company, and a proud member of the Queensland Master Builders Association and the Institute of Building Consultants. They work in accordance with the current Australian Standards and, because they are independent of any third parties, their clients can be confident that the property report has been written for them.

All property inspections are carried out by highly trained industry professionals, to provide clients with a comprehensive and independent property report at the most competitive price.

Inspectmyhome™ provides franchisees with the latest PDA technology which allow reports to be completed onsite (with photographs) which can be sent electronically to their office the moment the report is completed. A state of the art computerised booking system and database provides future reference to customers/ agents and other referral sources as well as the daily scheduling of jobs.

Inspectmyhome™is gearing up for significant growth as they expand throughout Australia, and offer potential franchisees the opportunity to work

together to help build a solid future for the new business owner and their family.

Don says new franchisees are likely to have similar backgrounds.

“This business will appeal to a licensed builder as we can provide them with hands on training and assistance to obtain their Timber Pest License.

“Our business model also appeals to current building and timber pest inspectors looking to increase their brand presence.

“We also offer franchisees an option whereby all admin & telephone enquiries are undertaken by head office allowing the franchisee to focus on carrying out inspections and growing their business.

“If you have aspirations to be one of the best in the industry and have an entrepreneurial spirit with good social skills then this may be the opportunity for you,” he added.

With generous area territories, Inspectmyhome™believe they offer a fantastic opportunity at an incredibly low entry price, starting from just $25,000 plus GST.

For more infomation contact: Phone: 1300 337 447 Email: info@inspectmyhome.com.au Web: www.inspectmyhome.com.au

The benefits of an Inspect My Home franchise system includes: • Initial 6 weeks of onsite training • Computerised booking system and database (Referral, debtors, sales reports) • Electronic reporting system (Building, Pest, Condition and Pool Reports)

• IT support • Telephone support • Marketing assistance • Personalised webpages linked to www.inspectmyhome.com.au • National 1300 number

“If you are already running your own inspection business and want to be part of a growing and trusted brand why not consider joining us today,” said Don.

• Start-up stationery business cards, letterhead and templates etc.

Franchisees will also receive the benefits of the existing business model which is backed by a strong and reputable brand. The franchisor assists franchisees with support and training covering all areas of the business including the electronic booking system and data base software.

• Operations manual

• Windows based smart phone • Exclusive area territory • 5 Year term plus two further 5 year options

Business Franchise Australia and New Zealand 61

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N A R EL L A N POO LS

Jump in

Bring your dreams to life working with Narellan Pools Narellan Pools have been bringing clients dreams to life for over 40 years.

They turn backyards into a family oasis that creates lifelong memories for families across Australia.

been part of the Australian community for over 40 years.

This is your opportunity to bring your dreams to life and create a great future as part of the Narellan Franchise community.

• Strategic business planning and reviews

With a Vision to be the world’s best and most loved pool builder, becoming a Narellan Pools franchisee puts you in the best company. Now the largest single pool brand in Australia, over the past 40 years they have grown from a small family-run business in the suburb of Narellan to a successful global company, underpinned by a world-class franchise system.

Narellan Pools are dedicated to their franchisees success. They have spent more than a decade developing a successful and sustainable business model where franchisees have the opportunity to build personal wealth and a saleable asset. Their systems, tools, training and support are the best in the swimming pool industry and they are constantly seeking ways to be even better. You will be joining a brand that has

Narellan Pools have invested heavily in analysing the market and mapping the country, using empirical data to determine the propensity for pool purchasing in locations nationally. They provide a suite of resources to ensure your success including; • 40 year brand heritage

• Initial and ongoing training delivered via various methodologies

• Systems and tools all located on an easily accessible intranet • National and local territory marketing strategy and support • Public Relations support

• Leading edge technology

• Inspiring, educational and relevant events including their annual international conference.

One of the things truly setting Narellan Pools apart as a franchisor is their absolute passion and commitment to franchisee profitability and success. This means their financial analysis, reporting and support is superior and includes; • A keen focus on helping build wealth • Helping to build a salable asset

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• Succession planning.

Another key element making Narellan Pools unique is the culture. It encompasses a truly collaborative and supportive focus enabling you to connect with like-minded passionate franchisees who share their success and support their peers. All being led by a franchisor committed to your success.

A testament to the quality of their pools, brand and system, interest from around the world has opened export markets for Narellan Pools in Asia, Canada, Europe, Iran, New Zealand, Norway, Oman, Reunion Island, South Pacific, Sweden, United Arab Emirates (UAE) If you have passion, determination, a willingness to learn, business acumen and experience, then this is the perfect opportunity for you. Being a licensed builder is preferable, but not essential; Narellan Pools offer the most comprehensive training and support in the industry. Territories are now available in regional and metro areas in NSW, QLD, VIC and SA. For the opportunity to bring your dreams to life, contact Lauren Smith: Phone: 02 9684 8000 Email: careers@narellanpools.com.au Web: www.narellanpools.com.au

Join Australia’s Best and Most Loved Pool Builders The opportunity to bring your dreams to life is a reality.

Become part of our award-winning brand. Backed by over 40 years experience and rapid international growth, you will receive full training and support, access to advanced pool technology while working with a brand at the forefront of the swimming pool industry. It’s a dream come true.

We have Franchise opportunities across Australia in both metro and regional areas.

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V.I.P. Australia

“I wish I had done this years ago– My health has never been better!”

Having come from the corporate world as an Asset Manager working in an office every day, Trevor Harding is now in the outdoors, enjoying the sunshine with his V.I.P. Lawns and Gardens franchise.

“I wish I had done this years ago.

I joined V.I.P. as I was made redundant.

I have never felt this good. My health and wellbeing are better than ever and I lost over five kilos during the four weeks of training,” said Trevor.

“While I thought I was happy in my last role as an Asset Manager, I am now starting my next exciting chapter, plus I’m now in charge of my future. I decide the hours I want to work and I’m earning money for my back pocket, not someone else’s – life is pretty good right now,” commented Trevor.

Trevor loves that he is now working in the outdoors and meeting new people every day.

“I can now enjoy lunch in the park and am not stuck in the office all day every day.

I’m so glad my wife saw the commercial on TV and encouraged me to make the call –

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it’s the best phone call I have ever made,” said Trevor.

“Of course, going into business for myself wasn’t an easy decision, but I made sure I did my research. I needed to make sure I was making the right choice for me and my family.

“While the leap into being my own boss was one the biggest decisions I have ever made, it’s already paying off and I couldn’t be happier.

“What I love about having my V.I.P. Lawns and Gardens franchise is that I’m also getting to know the other franchisees in the area. It’s great to know that there is a network of other franchisees out there. I’m not alone and that certainly makes going into business for yourself less scary.

“We had looked at purchasing a coffee franchise, but with the big investment required and no guarantees, it was a gamble we weren’t willing to take. There are so many options available now that it can be quite hard to work out what is the best option.

“I know I had to really assess what would suit me and the lifestyle I was looking for while also knowing that help and support were available when I needed it. V.I.P. has delivered on its promises and has certainly given me a new lease on life,” said Trevor.

Contact the V.I.P. team: Phone: 13 26 13 Web: www.vipfranchisesales.com.au

Australia’s housing shortage is forecast to be over 500,000 houses* by 2020.

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With Australia’s housing shortage set to continue to grow well into the future, now is a great time to apply your knowledge and skills gained from the housing industry to home building, and what better way to do it than with the winning business model a Coral Homes franchise can provide.

And the good news is you don’t have to have a builder’s licence of your own; you just have to have someone in your business who does.

Own a slice of an iconic Australian brand Expert assistance with franchise startup Leading systems, processes and training Extensive marketing support and product range Real bulk buying power from a major builder 131002-FRA-BFM

Take your first step to achieving success in the home building industry with Coral Homes - one of the most successful and trusted home builders in Australia.

Coral Homes – unlock your potential in the home building industry.

P (07) 5585 2555 W coralhomes.com.au/franchises

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Unscratch T he Sur face

A glaring need for Glass Restoration a window of opportunity Unscratch The Surface are Glass Restoration and Protection Experts. They repair and restore glass to like new.

This is considerably faster than replacement glass turnaround, and offers comparable savings of up to 80 per cent of the replacement cost.

Parent company, The Maulex Group, established Unscratch The Surface in 2010, after recognising a glaring need for aftermarket repair to windows in the construction industry. This quickly expanded to a demand across all industries including commercial and residential.

This demand has been driven by the increase in windowpane sizes, their expense, and replacement turnaround times, coupled with the penchant want for it to be fixed immediately and for as little cost as possible.

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A lot of glass today is imported from overseas and this can involve extended delays. Unscratch The Surface can fix their problems with a much faster turnaround.

Unscratch The Surface unveiled their franchise system at the Franchising Expo in Melbourne this year. According to Stephen Williams, their Sales and Marketing Manager, the launch went well. “We had a great response from potential franchisees and customers alike, with many early interviews for territories and two official applications for Melbourne territories received last week,� he said.

Unscratch The Surface offers clients a way to repair their scratched glass as an alternative to replacing it. They proudly restore all types of scratches, water scale, acid etching, paint overspray and other imperfections from glass, including tempered, annealed, laminated and even mirrors.

The cost of replacing glass can be extremely expensive and prohibitive for a client. Unscratch The Surface aim to

Scratches Water Scale Acid Etching Paint Overspray This damaged can be caused by assorts of things including: Vandals Mishandling Production Issues Shipping Cleaners Pets Bore Water Everyday use and abuse provide quality service at affordable prices.

They also offer a great environmental benefit as replaced glass is often smashed and put into landfill. Research shows that glass takes up to 500 years to decompose in landfill.

Unscratch The Surface have full crews of glass technicians to cater from the smallest up to the largest jobs. Their restoration technique whilst not proprietary has developed over time to be more efficient and deliver a higher quality than their competitors.

For the potential franchisee considering a career with Unscratch The Surface, things to consider when approaching their suitability to the system are: • Good level of personal fitness as franchisees can be on the tools for extended periods of time.

• A trade background – some trade or experience working with your hands would be advantageous.

• Someone who can sell themselves and the services they provide.

Stephen says he expects every franchise owner will come from differing backgrounds and experience.

“Our franchise owners will probably have held a trade job prior to purchasing a franchise. They will be well spoken, outgoing, in good health, and really looking for the challenge of building a loyal client base to service.

“Sales skills will be a massive asset to an Unscratch The Surface franchise owner.

Head office will provide each franchise owner with some work but they will also need to create their own leads and opportunities,” he said.

While there are a number of territories in advanced discussions, Unscratch The Surface is a brand new system with unlimited opportunities. Territories will be established in both Metropolitan and Regional locations Australia wide.

To find out more about joining Unscratch The Surface: Phone: 1300 500 408 Web: www.unscratchthesurface.com.au

If it’s glass than they can fix it: Windows Mirrors Kitchen Splash Backs Shower Screens Aquariums Glass Tables Balustrades & Glass Fencing Glass Cabinets Industries include: Construction • Commercial • Residential Pool Fencing • Real Estate • Museum Cabinets • Jewellery Cabinets Commercial • Public Transport • Accommodation • Hospitality • Insurance • Retail • Shopping Centres Residential • Homes • Classic Cars Government • Public Toilets • Council Displays

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Unscratch The Surface can restore all types of Damage including: -

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T H E Shed Compa ny

Discover THE Shed Company difference!

Franchise group, THE Shed Company, has been rapidly expanding over the past eight years as the branches of its family tree have flourished. The group has doubled its network in the past 12 months, unheard of in this economic climate.

Looking to grow your business? Log your interest now to secure your region, www. theshedcompany.com.au.

THE Shed Company has grown from two people to 40 franchisees across Australia, with a reseller network of over 35 other businesses that purchase THE Shed Company products. This fast growing and industry recognised Australian owned and operated franchise group was established

by Managing Director Janet Hamilton and her husband Robert Hamilton in 2005.

Janet says one of THE Shed Company’s greatest achievements has been its astonishing growth.

THE Shed Company has seen significant change in recent years as its network has steadily expanded. While the Australian economy and franchise groups suffer

economic uncertainty, Janet claims her focus has always been on investing and retaining staff and bolstering the company by enabling the stability and support of the group.

We were names as one of the top eight franchising companies in Australia in 2007, 2008, and 2010 by the Australian Financial Review’s Smart Investor Magazine. We’re the fastest growing franchise group selling sheds and garages in Australia, and we have been for several years.

With a franchise group that is often referred to as ‘THE Shed Company Family’, Janet states that both their franchisees and employees feel a real sense of belonging. “We believe that the key to a successful relationship is the result of the establishment of long term commitment.

“Our success has been built on the back of ensuring we offer a solid product base with wide consumer appeal. Just as we tell our network to listen to customers, we listen to them. While our network is independent businesses, they know they can call on us at any time for any assistance they might need.”

Another important facet of THE Shed Company family is its suppliers. “Our suppliers are major partners in our business,” stresses Janet. “Without their continued support we wouldn’t be here. In the eight years that we’ve operated, we’ve kept all but one of our suppliers. We’re pretty proud of that, a lot of companies tend to jump from supplier to supplier, whereas we’re very loyal and we appreciate the support our suppliers give us.”

With a comprehensive understanding of the industry and its future, Janet is well equipped to achieve her vision.

“I want our company to be Australia’s number one preferred supplier of sheds, garages and steel framed buildings,” concludes Janet.

“We want to continue to provide quality service and Australian product to Australian consumers” As THE Shed Company explores new opportunities and possibilities, its supportive suppliers and network will ensure this group continues to flourish.

If your looking for an opportunity and wish to find out more about THE Shed Company, call Janet on: Phone: 07 5574 3666 Web: www.theshedcompany.com.au

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Increasing Your Retail Sales Top 10 Success Tips for Builders and Trades Since 1997, I have been working with people fortunate enough to combine the good business sense of franchising with the health and lifestyle benefits of ‘hands-on’ services like construction, trades and home services.

I even spent an eye-opening year as a Dog Wash operator, running a business and selling franchises, as well as days here and there with antenna technicians, fencers, glaziers, painters and builders – so it would be fair to say that I have an ingrained respect for any franchisee who spends their time in weather-braving, customer-juggling, bladder-busting days ‘on the road’.

Present day and I have donated my time to speak to over 1,200 builders and tradies in the last five years with the Housing Industry Association (HIA). These businesses are close to my heart as they are almost always family businesses, affecting and involving every member of the family.

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Over the years I have come to recognise some key things about a successful trades or building business. Some are the same for all businesses, and some are exclusive to the trades. They all fall into that category of ‘simple, probably not easy, and definitely easy to put off if a customer is breathing down your neck’.

Just remember that the more of these pointers you can follow, especially from the start, the more personally and financially rewarding your new lifestyle business will be.

1. Join a Franchise

Joining a franchise gives you an

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“Just remember that the more of these pointers you can follow, especially from the start, the more personally and financial rewarding your new lifestyle business will be.”

Katherine Grace, Director, Graceful Solutions Marketing.

enormous head-start in business and I cannot recommend it highly enough.

This is especially true in trades and home services where the backing of a household name can make a massive difference to the amount of work you receive and how well you are paid for it. There are lots of ‘cowboys’ out there and belonging to a known brand immediately separates you from these in the customer’s eyes. You will also have the support of a team of peers as well as plenty of time-saving cheats to learn from the ones that have gone before (if you make use of them!).

2. Perfect Quiet Confidence

Think about the best tradesman you ever used. Were they a flashy sales type or did they tell you about the job by swamping you with technical jargon? No? Most likely they were a down to earth person who for some reason you just knew would do a great job and do right by you. The best salespeople by far in service industries are those that show their knowledge by asking clever questions (not talking the client’s ear off), who seem genuinely interested in the customer and in achieving what they want, and who project an air of ‘fairness’ so the client knows they will be treated well and for a fair price. This manner comes with experience, definitely, but try approaching every job with the thought ‘let’s find out exactly what they need and how I can help’, as opposed to trying to be a salesman, and you will be almost there.

to ensure they have $300 per day after materials, or a builder might need to clear at least $15,000 per month from projects to cover profit and expenses.

3. Aim for Consistently Great, not Perfect All tradies, but builders especially, are prone to chronic perfectionism. I have met so many tradespeople who know that they are amongst the top in their industry workmanship-wise but who aren’t running a successful business (come to think of it I haven’t met many who wouldn’t say they are one of the best workmanship-wise!). Remember this one piece of perhaps hard-to-hear but nonetheless true advice: It is more important that the client believes that you are a perfect craftsperson than that you are, in fact, a perfect craftsperson.

Perfectionism means you will have trouble delegating, taking holidays and having anyone fully appreciate your work. Instead aim for consistently great workmanship, and perfection in customer service.

5. Start a Tax Account

4. Understand Your Margins

A franchise business model is not a free ticket to financial success and not understanding the costs ‘to keep the doors open’ is where most ‘tradies’ trip up. You did not buy a job - but without planning you may end up simply earning a wage. You are entitled to get a return on your investment (profit).

The simplest way to fix this is to work out your ‘cost per day/week’ (tradies) or ‘cost per month’ (builders) which is all of your expenses, taxes, desired wages and a fair profit added together.

The profit from all of your jobs for that period then needs to at least cover this.

For example, a landscaper might need

Start a tax account and several other accounts. As a minimum, have separate bank accounts (actual online accounts, you can get ones with zero fees) for all the GST you collect and for any PAYG and superannuation.

That way, when these bills come in you will have more than enough to pay them – and likely some left over to take the edge of your income tax bill. My business partner holds a total of nine different bank accounts for our business and it has never been better financially. They include a maintenance account for premises fixes, staff incentives account, a profit account where we syphon off ‘business savings’ and a marketing fund account, amongst others.

6. Manage and Value Your Time

Time management is always the single biggest topic that builders and tradespeople ask me to tell them about.

To sum everything up in one paragraph would be impossible (it’s an article all on its own) but what you need to know the most is: • Set up a default diary with times each week for quoting and paperwork already set aside, so they don’t end up in the graveyard shift.

• Have a minimum of 3 - 4 hours per week which is your sacred ‘on the

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business’ time – if someone wants to book an appointment for that time, simply tell them “Sorry I am with my #1 client.”

• Focus on the high dollar-per-hour tasks and lose the ones you hate or aren’t worth doing. Hire a bookkeeper and spend more time selling.

7. Always be Marketing

In an upturn, there is plenty of money to be made in service industries and it is easy to get complacent.

Unfortunately, by the time the pendulum swings into a downturn it is practically too late to get marketing to ensure you don’t run out of work.

Always have a local area marketing plan in place and simply turn the ‘tap’ on and off as you need to – that way you are always in control. You should always strive to have more enquiries than you need, because this allows you to be picky and therefore enjoy your business with well-paying, easy to deal with customers.

franchise system that I have worked with is a great example, with one guy booked up for more than 8 weeks just after starting. While others will tell you this is a ‘great problem to have’, the truth is that if you don’t learn to say no, this situation can end with you under great amounts of stress, the wheels falling off, service levels dropping, and in the end a dent in your reputation. It is far better to choose the best work and service it well, than to say yes to everything. Choose the income you want to achieve in balance with the lifestyle, and if you find yourself overwhelmed, consciously choose to say ‘no’ to some of the work, or put your prices up.

8. Become a Specialist

An easy way to ensure you always get the best referrals is to become a specialist in one area of your industry.

While you may not be able, or willing to give away the other services you offer, it is a good idea to become known as the ‘go-to-person’ for a particular service or customer type, (Tip: pick a high value one!). For example, a builder might become known as being the best at heritage renovations, or contemporary projects, or working with empty-nesters. Be guided by what you enjoy as this will be what you are good at too. Once you establish a reputation for being a specialist, people will know how to refer to you and the word-of-mouth work will start rolling in.

9. Learn to Say No

People outside of franchising are amazed to hear how many operators I have spoken to who have far more work than they can handle. One

10. Never Forget Why You Started

Before you hit the road on day one, write down your top five reasons for starting the business and put it somewhere prominent in your office or work area. Two of the first ones will likely be more time with the family, and a better lifestyle. It is very easy to achieve this (with some planning) but it is also very easy to forget it and create a monster than runs you instead

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of the other way around. Plan often (at least quarterly) and always include at least one strategy to reach your goals in each area – health, lifestyle, family, financial growth, or an increase in the business value. Time spent on the business instead of in it will actually take you forward faster, and will ensure you enjoy that fantastic outdoors lifestyle along the way.

Katherine is a former General Manager for the Jim’s Group, with over 17 years’ experience in franchising and trades. She has also been a successful ActionCOACH (#14 in the world) and runner-up Franchise Woman of the Year in 2010.

Graceful Solutions is a marketing company specialising in no-cost, lowcost and local area marketing. Their team of eight consultants offer services including websites, database marketing and low-cost strategies to engage existing customers and find new ones.

For further information contact Katherine at: Phone: 0400 865 277 Email: Katherine@gracefulsolutions.

com.au Web: www.gracefulsolutions.com.au