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THE BUSINESS START-UP MAGAZINE
Making Money
EXPERT ADVICE
* Brand profiles * UK-based start-ups * Industry news * Business plans
* JANUARY 18
www.startupbusinessuk.net
T H E B U S I N E S S S TA R T- U P M AG A Z I N E
5 COMMON START-UP PITFALLS And how to avoid them
BE YOUR OWN BOSS
FROM START-UP TO SCALE UP
8 reasons why you should start your own business in 2018
How to grow an artisan business
THE BRITISH BUSINESS BANK
SUCCESSFUL START-UPS
Accessible credit for small businesses
Dragon Sarah Willingham’s formula for success
SOLAN FITNESS Raising the bar in gym franchising
JANUARY 2018
PAG E
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NEW YEAR NEW STRATEGIES
The year ahead is in your hands – make it a great one
PAG E
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FRESH PROSPECTS
How to find the next generation of customers
PAG E
TEST BEFORE
70 YOU INVEST
Why cash is always king in new businesses
MAKING MONEY JAN 2018_MAKING MONEY 08/12/2017 14:52 Page 2
MAKING MONEY JAN 2018_MAKING MONEY 08/12/2017 14:52 Page 3
Making Money
Welcome... What’s your New Year’s resolution? If it’s to start your own business, we’ve eight reasons why 2018 is the perfect year to do so in this issue. The good news is a unique idea isn’t essential for success, according to Sarah Willingham, who’s interviewed this month. A former Dragons’ Den judge, Sarah’s built several companies, fronts a consumer finance website and supports a campaign to tackle business failure because of poor cash flow management. With that kind of pedigree, her tips for the top are well worth a read. Whatever goals you set yourself in 2018, make sure they’re SMART. That’s Specific, Measurable, Achievable, Relevant and Time bound. It’s been proven that setting SMART goals increases your chances of achieving what you want in life. The team at Making Money wishes you all the best for the year ahead.
[ CONTENTS ] COVER STORIES 10 SUCCESSFUL START-UPS Dragon Sarah Willingham’s formula for success 12 BE YOUR OWN BOSS 8 reasons why you should start your own business in 2018
FRANCHISE OPPORTUNITIES
16 NEW YEAR NEW STRATEGIES The year ahead is in your hands make it a great one
46 10 INTERNATIONAL FRANCHISORS SEEKING UK FRANCHISEES Global businesses offering proven opportunities
28 START-UP TO SCALE UP How to grow an artisan business 30 5 COMMON START-UP PITFALLS And how to avoid them
Jeff James Editor
32 THE BRITISH BUSINESS BANK Accessible credit for small businesses 34 FRESH PROSPECTS How to find the next generation of customers
Making Money www.startupbusinessuk.net twitter: @businessden
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DESIGNERS Steve Streeting, Lee Francis, Hayley Underwood, Ben Kemp & Sarah Hilder
EDITOR Jeff James
ASSISTANT EDITORS Catherine Eade, Louise Ramsay
ADVERTISING
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42 SOLAN FITNESS Raising the bar in gym franchising
ART DIRECTOR Lee Whiteford lwhiteford@btconnect.com
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Published by Aceville Publications Ltd The Boatshed, Sovereign Harbour, Eastbourne, East Sussex, BN23 6JH. Printed in England © Aceville Publications Ltd SUPPLIER FORUM
4 MAKING MONEY
70 TEST BEFORE YOU INVEST Why cash is always king in new businesses
BUSINESS OPPORTUNITIES
PRINTED IN ENGLAND
58 ARMED WITH THE FACTS The Prospect Franchisee Certificate is a must for anyone considering franchising as an investment option
14 INNOVATIVE LEADER Chris McDermott of Cambridge Weight Plan is one of the UK’s 2017 Faces of a Vibrant Economy 21 ELEARNING FOR THE IGEN Learning Enterprises Organisation offers training in entrepreneurship and the chance to use it to start a business
ADVICE AND INSIGHT 38 LOST YOUR JOB? The truth about non-compete agreements 54 SPECIAL RELATIONSHIP How to judge whether you can work well with a franchisor
50 MIXING BUSINESS WITH PLEASURE Richard Hebden found the OSCAR pet food and accessories opportunity very appealing 52 ENJOY A PROSPEROUS NEW YEAR Invest in an Ovenu franchise 56 FORCES TO FRANCHISEE Andrew Davies has made a successful career transition with the help of Right at Home 60 CARING CONCERN Carol Godding and Cath Arnold’s Extra Help franchise takes on virtually any job that will make life easier for anyone in the community 64 PROVEN MODEL Invest in the growing grey market by becoming an Ableworld franchisee 68 SECOND TO NONE A ChipsAway franchise was a clear winner for Lee Janisch 72 YEAR-ON-YEAR GROWTH Shuttercraft offers highly profitable opportunities in selected parts of the UK
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What Franchise 9
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* Brand profiles * Interviews * Industry trends * Franchise directory
Valuable INSIGHT
Franchise exhibitions are a critical part of research says bfa
The red flag signals that mean you should walk away
* Brand Profiles Connecting you with your master franchisee
Profiling some of the industry’s most influential and inspirational females
High ACHIEVERS
What it takes to become an outstanding franchisee
Cleaning up Expand with Jani-King across Europe FIT FOR PURPOSE
How a fitness franchise could be a healthy start-up
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LEADING THE WAY
EXPOSED:
THE SECRETS OF MASTER FRANCHISING
FLIP OUT
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WOMEN in Franchising
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* Going Global Essential advice * Where is Safe? Expert information
M A S T E R , R E G I O N A L A N D I N T E R N AT I O N A L F R A N C H I S I N G
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A white collar franchise can offer a low cost start-up opportunity
21 MONEY MATTERS
PAG E
When can you expect your new franchise to be in profit?
VALENCIA ISTANBUL SINGAPORE Military Veterans: FRANCHISES NEED YOU! 82 DINA DWYERPAG E
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Exclusive column
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34 MIKE MISETIC PAG E
Inside the public relations machine - a P.R’s take
TRENDS OF DIGITAL MARKETING WAYS TO SUCCESSFUL PARTNER TRAINING QUESTIONS FOR EXPANDING BRAND
23 MARK SIEBERT PAG E
How I helped over 500 start-ups to succeed
MEET OUR EXPERTS BRIAN DUCKETT
is chairman of The Franchising Centre, part of the world’s largest network of specialist franchise consultants.
JOHN PRATT
is senior partner at specialist franchise firm Hamilton Pratt and has advised franchisors for over 25 years.
LOUISE HARRIS
is franchise director of Wilkins Chimney Sweep. She sits on the British Franchise Association board and chairs the membership committee.
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SHELLEY NADLER
is a legal director in Bird & Bird’s international franchising team and has many years’ experience of advising on all aspects of franchising.
CHRIS DAY
is the creative director of The Reel Thing Ltd, a supplier member of the Direct Selling Association.
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News
ALL THE LATEST FROM THE WORLD OF SMALL BUSINESS...
TIM HORTONS OPENS FIRST STORE IN WALES The store in Cardiff is part of the Canadian coffee franchise’s nationwide roll-out plan. Founded in 1964 by professional ice hockey player Tim Horton, nearly eight out of 10 cups of coffee sold in Canada are served at the company’s outlets and more than 5.3 million Canadians - approximately 15 per cent of the population - visit the café daily. Kevin Hydes, chief finance and commercial officer of the Tim Hortons franchise in Great Britain, says: “We knew Great Britain loved its great coffee and delicious, freshly made food, but the excitement we’ve seen for Tim Hortons has beaten all our expectations.” Tim Hortons opened its first GB store in Glasgow last June.
Value of average small firm falls A UK small business was worth £90,000 in 2017 - down £4,000 on 2016 - according to Bizdaq. Using data from nearly 7,500 small business valuations performed over the last three years, the online business transfer agent has charted the average value of small businesses across the UK to find out how much return owners could expect on their investment if they sold their companies. It found that although small businesses are worth more than they were in 2015 (£89,000), values have dropped compared to 2016. As values are directly linked to turnover and net profit, this signals that falling levels of consumer spending, and/or increasing costs are adversely affecting the values of small firms across the country - leaving owners unable to realise the true value of their business. While small business values in the north have remained almost the same, dropping from an average value of £80,000 to £79,000, values in the south fell from £97,000 to £91,000 between 2016 and 2017.
DIARY DATES THE INTERNATIONAL FRANCHISE SHOW ExCeL, London February 16-17
THE BIFE Olympia, London March 9-10
THE BUSINESS SHOW ExCeL, London May 16-17
THE NATIONAL FRANCHISE EXHIBITION NEC, Birmingham February 16-17
THE NORTHERN BUSINESS EXHIBITION Manchester Central April 18-19
THE BRITISH FRANCHISE EXHIBITION EventCity, Manchester June 22-23
6 MAKING MONEY
British Franchise Association announces TV project Partnering with ITN Productions, the news and current affairs style programme will explore what a franchise is and how it benefits business and business leaders of today. The Future is Franchising, scheduled to launch at a bfa event in Birmingham on June 28, will also dispel the misconceptions around franchising. With many people showing little understanding of how franchising works, the programme will aim to explain the industry to those who believe franchising is unaffordable, only for entrepreneurs or impossible to fail at. Research has revealed small business survival rates are as high as 91 per cent after one year of trading, but after five years just 40 per cent will still be operational. In comparison, franchised businesses maintain a failure rate of less than five per Nick Neill
cent after five years. The programme will explore the support, systems and training provided by a franchisor to enable this. To be anchored by national newsreader Natasha Kaplinsky, The Future is Franchising will combine interviews and reports with sponsored editorial profiles. It will form part of an extensive communications campaign featuring bfa members, industry and government partners, as well as journalists, writers and bloggers. Pip Wilkins, chief executive of the bfa, says: “This programme will enable the bfa to showcase the success and growth of franchising in the UK, while highlighting best practice within the sector. “We’re excited to be working with ITN Productions and our members to present the diversity and opportunity franchising has to offer to the wider business community.”
Pip Wilkins, chief executive of the bfa
COMMISSIONS SOAR FOR EWEMOVE FRANCHISEES While an increasing number of UK estate agents have reported a decline in earnings during recent months, EweMove Sales and Lettings has revealed a continued growth in commission figures across its franchise network. Nick Neill, managing director of EweMove, says: “Our franchisees are achieving phenomenal successes, with 83 per
cent of those who have been trading in full for the last year earning over £40,000 in commission and the highest commission achieved by an agent within the past 12 months soaring past the £500,000 mark. “Our ready-made business model means franchisees can see results from day one, with one of our latest franchisees to join
us already seeing commission figures of £281,000 in just a matter of months.” Based on a hybrid model with over 110 on-the-ground agents delivering a personal service on a local level, EweMove operates a national operations centre that provides cutting edge technology and comprehensive support to its franchise partners.
Quote of the month: THE FRANCHISE SHOW IRELAND RDS, Dublin September 7-8
“ALWAYS DELIVER MORE THAN EXPECTED.” Larry Page, co-founder of Google.
THE NATIONAL FRANCHISE EXHIBITION NEC, Birmingham October 5-6
MAKING MONEY 7
WEB NEWS EMAIL MISTAKES Research by independent job board CV-Library has revealed the things British workers think you should never do with email. Sending inappropriate content, adding kisses and not addressing people correctly took the lead in the study, which explored the views of 1,100 employees. 17 per cent admitted receiving up to 80 emails each working day and 65 per cent read and reply to emails outside of work hours, with 39 per cent spending one-two hours of their spare time doing so.
FLEXIBLE WORKING Flexible and remote working are more likely to motivate staff and increase productivity than financial incentives, according to a new study. Research into UK businesses by HSBC found 89 per cent of employees consider flexible working to be the biggest motivator to their productivity levels within the workplace - a view shared equally among male and female employees - more so than financial incentives.
TRADING ONLINE When it comes to trading online, research from the Centre for Economics & Business Research uncovered that 13 per cent of UK small and mediumsized enterprises -700,000 nationally - cite mistrust of financial institutions as a major obstacle. SMEs often receive unfair treatment
8 MAKING MONEY
in comparison to bigger companies, ie poorer levels of customer support or expensive hidden charges for wanting to trade online.
DIGITAL ATTRACTION A recent study of global tech hubs has revealed the cities set to attract the next generation of digital and tech talent. Digital marketing company Distinctly analysed 18 of the world’s cities and ranked them based on five key indicators. Sydney was ranked first, followed by Amsterdam, Montreal, Berlin and Toronto. London ranked poorly, with an overall ranking of 16 out of the tech hubs analysed. It scored highest on the average number of holidays for employees, but was low for annual income for starter careers, cost of living and disposable income.
Blackpool has highest business survival rate in England With a population of 240,000, the Lancashire seaside resort has a high unemployment rate compared to the national average, but is the most improved for business survival rates. Belfast tops the list across the whole of the UK, showing a 44 per cent decrease in rate of closures between 2010 and 2015. Mansfield, Sunderland and Worthing make up the remaining top five improved locations across the UK. The research was carried out by London insolvency practitioner Hudson Weir. It compared 64 UK towns and cities, highlighting the number of businesses to close per 10,000 population. Surprisingly, some of the UK’s biggest business hubs, such as London and Edinburgh, showed a significant drop in business survival rates. These cities were both in the top 10 for increased business closures - Edinburgh showed an 11 per cent increase,
slightly higher than London’s nine per cent. London’s start-up businesses in particular have been found to struggle with steep business rates and rocketing commercial rent prices. Hasib Howlader, Director at Hudson Weir, says: “It’s encouraging to see that despite worries over Brexit having a restricting effect on UK businesses, many areas are seeing a significant improvement in business survival rates, particularly in the north of England.” The top 10 cities showing the greatest decrease in business closure rates between 2010 and 2015 are: 1. Belfast. 2. Blackpool. 3. Mansfield. 4. Sunderland. 5. Worthing. 6. Bournemouth. 7. Burnley. 8. Portsmouth. 9. Coventry. 10. Barnsley.
ESSENTIAL ADVICE ONLINE
FAKE NEWS? The latest report on internet freedom by Freedom House reveals that governments in 30 countries (including Russia) are “mass producing their own content to distort the digital landscape in their favour.” Facebook, WhatsApp and other social media is allegedly being used to spread country leaders’ messages, says the watchdog, which believes information manipulated online by government or other forces may have affected 18 countries’ elections.
From the publisher of Making Money magazine, whatfranchise.com and startupbusinessuk.net provide would-be franchisees and aspiring entrepreneurs with expert advice on a range of essential subjects. Editor’s picks this month include: 8 common start-up mistakes - and how to avoid them. What it takes to become an outstanding franchisee. 6 things you need to know before becoming an entrepreneur. 4 ways to escape your corporate role and become your own boss. The pros and cons of multi-unit franchising. Follow @businessden and @whatfranchise on Twitter for details of all the latest updates, plus free download alerts.
MAKING MONEY JAN 2018_MAKING MONEY 08/12/2017 14:52 Page 9
INTERVIEW
EVERY BUSINESS HAS ITS OWN MAGIC Sarah Willingham talks to Linda Whitney about successful start-ups, the myth of the original idea, avoiding cash flow catastrophes and how mumpreneurs can grow their ventures
A
unique business idea is not essential for success, says former Dragons’ Den dragon Sarah Willingham. Sarah turned her first business into the UK’s largest and most successful Indian restaurant chain, then cofounded and floated Neutrahealth. Co-founder of the London Cocktail Club and Craft Cocktail Company, she also fronts consumer finance site letssavemoney.com. We talked to her just after she returned from a year-long world trip with her husband and four children about what makes a successful startup, the myth of the original idea, how to boost your chances of raising funds, ways to avoid cash flow catastrophes and how mumpreneurs can grow their businesses. MAKING MONEY: IS AN ORIGINAL IDEA ESSENTIAL TO BUSINESS SUCCESS? Sarah Willingham: Not at all. For my first business venture, the Bombay Bicycle Club Indian restaurant chain, I took something that everyone loved - a good Indian restaurant - and put my own stamp on it. It’s far harder to build a successful business with an entirely original idea, because you have to convince people they need you. It’s much easier to offer something everyone already loves, but in a new and better way. MM: HOW DID YOU FIND RAISING START-UP FUNDS? IT’S SAID TO BE HARDER FOR WOMEN. WHAT ADVICE CAN YOU GIVE ABOUT THIS? SW: Raising the funds to buy Bombay Bicycle Club was not hard for me
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because I had been in hospitality for a decade with Planet Hollywood and Pizza Express and had a track record of success. However, it’s always a slog to raise funds and for women who are starting a business after time out of the workplace it can be harder still especially if they lack confidence. This comes across to potential investors. On Dragons’ Den you can see people’s insecurities very clearly, however hard
IT’S FAR HARDER TO BUILD A SUCCESSFUL BUSINESS WITH AN ENTIRELY ORIGINAL IDEA”
they try to cover them up. It reduces your chances of raising funds, whether you’re a man or a woman. If something is undermining your confidence, work out what it is and address the issue. MM: YOUR EXPERIENCE AS A DRAGON MUST HAVE HONED YOUR SKILL FOR SPOTTING EXCITING NEW BUSINESS CONCEPTS. WHAT DO THEY LOOK LIKE? SW: Great new business ideas need not be unique, but they must provide something everyone loves in a new and better way. For instance, the Craft Gin Club, a Dragons’ Den project I have invested in, has several success factors. It’s timely in that it reflects the trend for gin connoisseurship, so there is ready demand, and it involves sending the world’s best gins to club members - a proven subscription model. But the most important key to success is the entrepreneur. If the person launching the business is brilliant, but the business idea is not quite right, the model can be tweaked. MM: YOU’RE SUPPORTING A CAMPAIGN TO TACKLE BUSINESS FAILURE BECAUSE OF POOR CASH FLOW MANAGEMENT. HOW SHOULD SMALL AND MEDIUM-SIZED ENTERPRISES TACKLE THE PROBLEM? SW: I’ve spent years trying to encourage better cash flow management. It’s a huge problem, yet it’s relatively simple to explain. The campaign has been created and led by fintech company Xero, who worked with children to create a video
Great new business ideas need not be unique
that explains how easy it can be to manage finances. Put simply, cash flow management is about managing your income, spending and savings. It’s just a question of thinking ahead, so don’t be afraid of it, and online software such as Xero makes it even simpler.
For very early start-ups, even this can be very tough to achieve, so work out what is the barest minimum you need to survive and devote all your time to earning that. Only when you have got that covered, can you think about using some of your time to develop and grow the business.
MM: YOU’RE ALSO A CONSUMER CHAMPION AND RUN A MONEY SAVING WEBSITE. MOST OF THE BUDGETING TIPS ON THESE TYPES OF SITES ASSUME EVERYONE HAS A FIXED MONTHLY INCOME, WHICH SMALL BUSINESS OWNERS OFTEN DON’T. HOW CAN YOU MANAGE AN INCOME THAT VEERS BETWEEN FEAST AND FAMINE? SW: If you don’t have a fixed income, start by looking at your outgoings. How much do you need to pay your monthly bills over 12 months? If your monthly outgoings are £XXX, save any income over that amount and use it when your income falls short.
MM: YOU’VE SAID IT’S POSSIBLE TO HAVE A BUSINESS AND A FAMILY. MANY MUMPRENEURS RUN LIFESTYLE BUSINESSES THAT FIT AROUND THEIR CHILDREN. HOW DO YOU ADVISE THEY GROW THEIR BUSINESSES WHEN THE CHILDREN GET OLDER? SW: First, ask yourself if you want to grow your business. If it’s delivering a good lifestyle, think carefully. If you decide to go ahead, think about times when you could have grown it before - when, for instance, you were approached by a potential stockist, but you didn’t have the resources or time to supply them - and try to recreate the situation that led to that approach.
Also, find out how larger businesses in your sector grew then replicate their actions, adding your own personal magic. Every business has its own magic - identify yours and use it.
SARAH’S RECIPE FOR BUSINESS SUCCESS Sarah Willingham’s website says: “I know what it takes to turn a great business concept into a thriving enterprise.” So what is that? Lots of hard work - and a bit of luck. If you don’t think there’s some degree of chance and luck involved, you’re delusional. Offer something your target consumers want or need and do it better than the competition - or educate customers to want it in the first place. Ensure you have a true passion for your business. You must enjoy what you’re doing, because you are the key ingredient in making your business a success. Surround yourself with brilliant people. We all have our weaknesses, so choose people whose strengths are in your areas of weakness and who are willing to challenge your decisions.
MAKING MONEY 11
ADVICE
BE THE BOSS Louise Ramsay offers eight reasons why you should start your own business in 2018
W
hether it’s ditching the booze, hitting the gym or upping your fruit and veg intake, it isn’t many who don’t have a New Year’s resolution. No surprise then that UK entrepreneurs are up to 10 per cent more likely to set up a new business in January than any other month of the year. That promise you’ve made to work for yourself is just so much more likely to be put into action when you’re energised with New Year zeal.
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CLEAN SLATE, NEW START Once New Year’s day is done, it can seem as if the whole of the year is spread out before you. If you’re stuck in a dull, dead end job, this may fill you with dread rather than joy - so it’s an ideal time to spur yourself on to make a change. On the other hand, you may simply have a brilliant business idea that you haven’t had the courage to get to work on just yet. Either way, New Year can work as a catalyst to get your business dreams on the move - not least because often
UK ENTREPRENEURS ARE UP TO 10 PER CENT MORE LIKELY TO SET UP A NEW BUSINESS IN JANUARY”
the biggest barrier to doing business is taking the plunge and getting started in the first place. Given that New Year is traditionally a time for change, what better time to get on with it? IN YOUR BEST INTEREST The Bank of England base rate may have gone up at the end of 2017, but interest rates are still incredibly low, so borrowing money to get your business up and running is likewise cheap. Don’t let the threat of future interest rate rises put you off either. If you’ve
got a good business idea, it will weather the storm. Also, it’s predicted there will be only two interest rate rises over the next three years anyway. ACCESS ALL AREAS Gone are the days when the only way to raise money was through your local bank. Now there are a number of different places to go for funding, making 2018 an ideal time to take advantage of what’s on offer. Until the UK actually leaves the EU, funding is still available for UK businesses through initiatives such as Horizon 2020, while there are a range of ways to raise money through the likes of development finance, venture capital investment and UK government schemes. The rise of alternative funding opportunities such as crowdfunding means that sites like Kickstarter and GoFundMe offer ways for start-ups to raise money from the general public. LOW POUND GOOD FOR EXPORTS Sterling has yet to recover from its slump following the Brexit vote, meaning businesses that export are quids in. Indeed, output for exporters in the third quarter of 2017 soared by 34 per cent, up from an increase of 26 per cent in the previous period.
The low value of the pound makes 2018 an ideal time to set up in business targeting overseas sales. Make yourself even more attractive to lucrative nonUK customers by allowing customers to browse goods or services online in their own language and pay in their own currency. LOW COST TALENT A strong network of reliable talent is always an advantage, but as a start-up in 2018 you can afford to take a few more risks. It used to be that finding good workers at the right price was a barrier to doing business, but with the gig economy and a global market it’s easy to find the right people to work for you from around the world at a lower cost. Try looking at websites such as Upwork and Freelancer to find the talent you need. SO SOCIAL Social media has meant businesses can micro target audiences with very little financial outlay in a way that has never been possible before. The trend shows no sign of slowing down in 2018, offering great marketing opportunities for start-ups. It’s a powerful way for start-ups to reach prospective customers who are already interacting with brands through platforms such as Facebook,
Twitter and Instagram, helping to create devoted brand ambassadors and even drive leads and sales. WHEN LIFE GIVES YOU LEMONS Life is complex and the world is in a constant stage of flux - the UK in particular is in a time of change as it prepare to leave the EU. Transition brings challenges in delivering constant needs such as access to education, energy and health care, but rather than see these issues as a threat, work out ways that these problems can be solved. Doing so is where big business opportunities lie.
FONT OF ALL KNOWLEDGE The amount of knowledge needed to create and run a new company can seem overwhelming, but never before has there been such easy access to information. In the past, start-ups had to work hard to find out everything they needed to know, but now almost anything can be tracked down online. Whether it be advice on how to create a logo, build a website or manage payroll, there will be someone out there somewhere who’s written about it in a blog, which you can read for free. There are also a huge range of hubs, clubs and co-work spaces around the UK where you can find support.
MAKING MONEY 13
BRAND PROFILE
[ CAMBRIDGE WEIGHT PLAN ]
INNOVATIVE LEADER Chris McDermott of direct sales company Cambridge Weight Plan has been named as one of the UK’s 2017 Faces of a Vibrant Economy
T
he entrepreneurial managing director of a top Corby food manufacturing company has been named as one of the UK’s 2017 Faces of a Vibrant Economy. Chris McDermott of Cambridge Weight Plan has been awarded the accolade, created by accounting and consulting specialist Grant Thornton UK, alongside other forward thinking and inspirational people.
IT MAKES ME PROUD THAT A BUSINESS SUCH AS OURS CAN STAND SHOULDER TO SHOULDER WITH SO MANY OTHER DYNAMIC AND SUCCESSFUL ORGANISATIONS”
ANNUAL LIST Faces of a Vibrant Economy celebrates leaders from across the public, private and third sectors who exemplify what it takes to develop a vibrant economy. This year Grant Thornton has curated its second annual list of 100 faces. Chris says: “I’m very pleased to have been chosen as one of the Faces of a Vibrant Economy 2017 and it makes me proud that a business such as ours can stand shoulder to shoulder with so many other dynamic and successful organisations.
COMPANY PROFILE C ambridge Weight Plan was founded in 1984 as The Cambridge Diet. Its products have been manufactured in Corby since 1986. In 2009, following extensive consumer research, Cambridge Diet was rebranded Cambridge Weight Plan. In 2014, Cambridge Weight Plan became a company fully owned by its employees. In the UK, the company sells and markets the Cambridge Weight Plan brand through independent consultants. A round the world, Cambridge Weight Plan is sold through an extensive distributor network and products are exported to 40 countries.
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“At Cambridge Weight Plan, we believe that together we really can make a difference and I think that is also true of the other 99 faces chosen by Grant Thornton this year. “Together our diversity, our experience and our dynamism can help to craft and create an even more vibrant UK economy.” FORCE FOR GOOD Mike Hughes, a director at Grant Thornton’s Milton Keynes office, says: “Our faces are all exceptional leaders, showing how business can be a force for good in society, how creative approaches to public services and commitment to investing in people can drive superior results and how passion, coupled with purpose and a great idea, can change the world for the better. “Chris is a great example of an innovative leader whose passion and determination has been instrumental
in growing Cambridge Weight Plan, providing new and exciting opportunities for more than 3,500 consultants in the UK. “His continued focus on investing in both employees and the wider community through charitable donations acts as a real inspiration for other business leaders. “We are committed to continually building and connecting our community of faces and their businesses so they can learn, share ideas, teach others and ultimately continue to grow for the benefit of our economy and society, inspiring others along the way to follow their example.”
INFORMATION Visit www.cambridgeweightplan.com.
MAKING MONEY JAN 2018_MAKING MONEY 08/12/2017 14:52 Page 15
ADVICE
NEW BEGINNINGS Make the year ahead a great one by following Chris Day’s expert advice
S
peaking from experience, one of the most frightening phrases for a person to hear when they get home is for their partner to ask: “Well? Haven’t you noticed?” This challenge could refer to a new haircut, the painting of the outside of the house while you went to the shops, the fact the dog is now pink or indeed any one of a thousand things that might have changed, but escaped your attention. On the basis that I don’t have a clue what she is talking about and a quick glance around reveals nothing, I know that whatever I say from this point on will doom me for the rest of the day. It’s just the way it is. CONSTANT CHANGE But it’s not just at home that we don’t see change. In the world of work and
IT’S NOT TRUE THAT IF YOU KEEP ON DOING WHAT YOU’RE DOING, YOU’LL KEEP ON GETTING WHAT YOU’RE GETTING”
business, change is slowly happening all around us, all the time. It’s just that we don’t necessarily notice it. It’s like staring at the minute hand of a clock, which moves so slowly it’s difficult to notice any movement. But get busy with something else and when you look back at the clock it’s always a surprise to see how much time has moved on. 2017 has seen some changes that have been so dramatic and impactful even a man could not fail to notice them. Coming home to find the dog is pink would have been the least of our worries. Many people are breathing a sigh of relief that this challenging year is over and a new one is opening up before them. A new year and a new start. But is it as simple as that? What is to say that 2018 will be any different than 2017. The year itself has nothing to do with
what happens next. That’s down to us and how well we adapt to the reality of continuous change. A wise person once said that the first sign of madness is to do the same thing again and expect different results. And yet, if we’ve found a business formula that’s worked in the past, why wouldn’t we go on repeating it, even if it may not currently be producing the same results? But a formula only works if all the components remain the same. If some have changed, the results will be different. And the one thing that’s changed is the marketplace. All of a sudden, people’s buying habits have changed. Instead of going to their usual supermarket, they’re shopping round more. On the internet, it’s the same. No matter what product or service you require, a Google search will instantly provide you with a list of thousands of businesses that can supply it. Many companies might view this competition for business as an insurmountable obstacle and feel helpless to compete, while others will view it as a wonderful opportunity. Both will be right, because the way you think is what will shape your reality. PROVEN STRATEGIES So it’s not true that if you keep on doing what you’re doing, you’ll keep on getting what you’re getting, because if your customers have changed what they’re doing, it’s not going to happen in the same way. So, as we enter this New Year with trepidation, here are some strategies to help: Firstly, communicate better. When customers can be fickle and shop around, maintain regular contact
16 MAKING MONEY
Invest in your personal development and cultivate a positive outlook on life
with them and demonstrate you care. Whether you use an ezine, a newsletter or even telephone them from time to time, stay in touch. In challenging times, it’s all about relationships. If you don’t regularly stay in touch with your customers, what message does that give them? Secondly, every month look closely at everything you do or offer and ask yourself: “What is working and what is not working?” Focus on doing more of what works and less of what doesn’t. It’s simplistic, but this simple formula has turned around some of the largest household names in the market. Thirdly, split test everything you do. Test the result of one advert or campaign against another and see which works the best. Track the source of all your customers, so you know which is the most productive. Then do more of it. Fourth, if you haven’t changed your website in living memory, it’s become a ‘cob web’ site. Things are changing on the web faster than anywhere else.
If you’re to quickly fine-tune your message, your site needs to have a content management system to enable you to edit and update it regularly. Fifth, if you offer a range of services or products, it might be better to create a group of satellite mini websites about each on them if you want customers to find them easily on search engines. Your mini sites would then link to your main site to make the transaction. Sixth, do you want to make a sale or create a customer? There is a difference. A sale is a one-off transaction and a customer for life could be worth thousands of pounds to you. One of the main purposes of your website is to build a list of people who are interested in what you offer. It’s then up to you to develop a relationship with them through regular contact. People buy from those they know, like and trust. They don’t necessarily buy from you just because you have what they need. Right now, building long-term relationships with your
customers is what will give you the edge over the majority of business that don’t. Finally, you are the most valuable asset in your business. Invest in your personal development and cultivate a positive outlook on life. The year ahead is in your hands. Make it a great one.
ABOUT THE AUTHOR Chris Day has spent a lifetime as a communicator. Originally an actor and theatre director, he has appeared on television, in films, on radio and on stage. He is currently the CEO of Filament Publishing, a boutique publishing house specialising in training, self-help and personal development titles. He is the author of the book Turning Your Knowledge Into Income. Tel: 020 8688 2598. Email: Chris@FilamentPublishing.com.
MAKING MONEY 17
ADVICE
HOW TO… START YOUR BUSINESS
HOW TO START UP A WEDDING PLANNER BUSINESS
Start up costs will be low – this is a business you can run from home
T
he decadent cake, the beautiful dress, the no-holdsbarred hen night. Just a few of the essential elements in the wedding day mix, it’s no wonder that getting hitched is big business.
18 MAKING MONEY
Indeed, the average big-day spend now racks up at a heady £27,000 in a market which in the UK is worth £10 billion a year. A wedding planner makes between 10 and 20 percent of a wedding budget, so if you have the
right skill set, setting up as one can be a great way to hook into this lucrative industry. QUALIFICATIONS You don’t need any qualifications to become a wedding planner, although training in event management or hospitality may help you get started. You will however need experience of events organisation or working in the wedding industry, perhaps as a photographer or florist. If this doesn’t sound like you, you can get the experience you need by getting yourself a job as a wedding planning assistant or in events management. Core attributes you’ll need include being well-organised, highly personable and having great attention to detail. You also need to be able to think on your feet and remain calm in stressful situations. Think mediating between future man and wife about the colour and cost of the bridesmaids’ dresses, and you’ll get an idea of what you’re going to be up against.
HOW TO SET UP AN IRONING SERVICE BUSINESS Word of mouth will be crucial in bringing in regular work
GETTING STARTED Start up costs will be low – this is a business you can run from home. You do however need to consider investing in legal work to draw up contracts to use with your clients, as well as marketing and office supplies. Your first job will be the hardest to land, but offering your services to friends and relatives at a massive discount is a great way to get things going. MARKETING A beautiful website showcasing your portfolio is crucial to drumming up business. No one is going to pay you to organise their wedding without knowing whether or not you can deliver – and your website is the perfect place to show off your portfolio. This will include photos of weddings you’ve worked on and testimonials. It’s also a good idea to organise a photo shoot of a mock wedding which you have created including the decorations, the cake and the reception table. This is a chance to show that you’re up to speed with the latest trends and also to help build relationships with local businesses. It’s unlikely they’ll provide services for free, but they might give you a discount if you promise to refers clients to them in the future. Use social media to share wedding news and style tips, as well as photos from weddings you’ve helped to plan. Make sure too that you visit all the local wedding fairs where you can connect with hundreds of couples who are planning on getting married.
I
f you’re handy with an iron and can work quickly, an ironing services business can be a great way to earn money working from home. You also need to be organised – you don’t want to muddle one clients’ ironing up with another’s – hardworking, and personable. STARTING OUT Start up costs are low. At the most basic level, all you need is an ironing board and an iron. There will however be a few other handy bits and pieces to potentially invest in, such as a rail to hang ironed clothes on, and plastic covers to protect completed items. You’ll also need to factor in marketing costs, though these needn’t be expensive, as well as insurance to cover you for any accidents, such as burning garments with the iron. If you intend to pick up and deliver, you’ll also need a form of transport – ideally, this will be a car or a van. Clients may however also be happy for you to iron items in their homes, which can mean a faster turnaround for them and less work for you. MARKETING A basic website might be useful, but not essential. See if you can come up with a catchy brand name too. Your website can set out your prices and the services that you offer, for instance, how long it takes you to turn around
an ironing job and whether you can pick up and deliver. You can also promote any benefits you offer, such as a pet and smoke free home – essential for clients who have pet allergies, and no one will appreciate clean, ironed items being returned smelling of smoke. Local community magazines and noticeboards are also a brilliant way to let people in your area know that you’re in business. If this doesn’t drum up enough work, you can try leafleting. Word of mouth will however be crucial in bringing in regular work. Ensure you are reliable and always punctual. A lot of the ironing you do will be work clothes, which your clients will depend on having back in time for their working week. WHAT TO CHARGE This depends on where in the country you live, but your hourly rate could be anything up to £12.50. You can charge by the item, or by the hour – obviously, the quicker you are, the more you can make. You can also charge extra to pick up and deliver – giving clients the option to drop and pick up from your home. Within this, you could charge a minimum rate, say £10 – so the work is worth your while. This ensures clients build up a decent sized load rather than get you out to pick up and iron just a shirt for 75p.
MAKING MONEY 19
ADVICE
HOW TO START UP A CHILDREN’S COOKING SCHOOL BUSINESS Make sure that there is enough space for children to play while foods are being cooked
R
eady, steady, cook! If you’re been inspired by The Great British Bake Off or Jamie Oliver to get busy in the kitchen with the children in your family, chances are you’d make a success of running a kids’ cooking school. HOW TO GET STARTED Start up costs are low. The bulk of the business can be run from home, though you might have to include rental costs if you choose to run classes from premises, cooking implements such as bowls, spoons and whisks, as well as ingredients according to whatever you plan to cook. You will also need to pay for public liability insurance and a DBS check to ensure you’re safe to work with children. You will also need to pay for marketing, though this needn’t cost a lot, and office supplies. If you run your classes out of multiple venues, you’ll also need a car to transport yourself and
all your cooking paraphernalia around and about. While you don’t need any qualifications to set up a children’s cooking school, you’ll be much better prepared to do it if you train up in how to do it best – find out more from The Children’s Food Trust. YOUR VENUE If you have a big enough kitchen, there’s no reason why you can’t run your cooking classes from home. However, as potentially a lot of your business will work as an after-school club, working in schools makes a lot of sense. They will also have all the relevant policies and procedures already in place – and normally you’ll be able to access a kitchen. You can also opt to run classes, parties and workshops from any venue that has kitchen facilities. This could be a cafe, though village and church halls can also be suitable. Make sure too that there is enough space for children to play while foods are being cooked. You
can also offer to run birthday parties in other people’s homes. YOU CAN ALSO OFFER TO RUN BIRTHDAY PARTIES IN OTHER PEOPLE’S HOMES”
RESEARCH Check out the competition. Who else is doing cooking clubs in your area? What can you offer that’s different? Healthy eating is currently high on the agenda, so classes in how to make simple, tasty, nutritious dishes could be a winner, while teaching children how to bake cakes and biscuits is great for a birthday party. Tap too into eating trends. Most kids love sushi – and easy to make, it doesn’t even need to be cooked. Check out potential venues in terms of costs and availability and factor this into your business plan. Ensure you’re up to date too on all the legalities working with children entails. There are lots of restrictions in terms of working with children, such as how many children are allowed per adult and what to do if children hurt themselves. Again, the Children’s Food Trust is a mine of information. MARKETING This is key to your success. A good website is a must, alongside a cracking mission statement. Whether it’s to instil a lifelong love of cooking, help children become healthy eaters, or nurture the talents of the next generation of British Bake Off bakers, it will help define your brand and hook clients in. You also need to clearly publicise what you offer, including the structure of your classes and what the price includes, such as ingredients and carry home tins. Social media will be an essential marketing tool and will help you to build relationships with parents and schools in your area, which is crucial to your business success.
20 MAKING MONEY
BRAND PROFILE
[ LEARNING ENTERPRISES ORGANISATION ]
eLEARNING FOR THE iGEN Learning Enterprises Organisation offers cost effective training in entrepreneurship and the chance to use it to start a business
L
earning Enterprises Organisation has been providing high quality eLearning courses for over
five years. The company is pleased to see that a recent study has now highlighted just how valuable its products - and the opportunity to set up a business marketing them - could be to a whole new generation.
THE WAY OF THE FUTURE Although LEO’s wide range of eLearning courses in entrepreneurial and life skills has proved popular among customers, it now seems its products and the direct selling business opportunity the company offers are right on the money for the upcoming generation. A 2017 research study undertaken in the US by The Center for Generational Kinetics on the hopes and aspirations of the iGen (or Generation Z) had some interesting findings, which support LEO’s experience of trends across the world. It was found that this generation, born between 1996 and 2012, named communication as the most important skill for succeeding in the workforce, with 57 per cent of those surveyed endorsing this. In fact, the two skills they said they wished were stronger were public speaking (50 per cent) and communication (45 per cent). Interestingly, this ties in with LEO’s experience, as two of its top 10 rated courses are Excellent Presentation and Presentation Skills. Perhaps unsurprisingly, the research also supported LEO’s belief that
eLearning is the way of the future, with 85 per cent of those polled having watched at least one online video to learn a new skill in the week before the survey. BIRTH OF THE IGENPRENEUR It was also found that this generation has a particularly strong aptitude for entrepreneurship, with a large proportion (77 per cent) of 14-21-yearolds already earning their own spending money and 44 per cent naming job flexibility as high on their list of must haves when they look for work in the future. So with the coming of age of the eldest members of this cohort, we could be witnessing the birth of a new generation of entrepreneurs - the iGenpreneurs. This supports the growing global trend towards entrepreneurship that we’re seeing, which lies at the heart of the LEO ethos and is reflected in the popularity of another of its eLearning courses - Think Like an Entrepreneur -
PART OF LEO’S PROPOSITION IS TO PROVIDE A MEANS TO MARKET ITS PRODUCTS TO OTHERS VIA THEIR OWN DIRECT SELLING BUSINESS”
coming in at 10th on the company’s top rated courses list. In fact, part of LEO’s proposition is to provide a means, for those who want it, to market its products to others via their own direct selling business - the ultimate flexible work model. For a generation that has come of age in the era of Facebook and Twitter, this offers an unmissable chance to capitalise on their innate social selling abilities. So for the iGen, who may prove to be the savviest entrepreneurs yet, LEO is proud to be able to offer both cost effective training in entrepreneurship and the chance to use it to start a business, which could help this new generation have a more successful future.
INFORMATION Call 01491 839 559 or email info@WelcometoLEO.com.
MAKING MONEY 21
OppsFinder
COMPANY
Making Money’s OppsFinder provides a user-friendly, what you need to know guide to getting started in business. Designed to help you find the perfect opportunity for you as an individual, it covers a multitude of ways to kick-start your own business at low cost.
For more information on any of the 6340 - 34K PART TIME 1.4_Layout 1 02/09/2016 1 opportunities listed12:44 in thisPage section visit www.startupbusinessuk.net to search the directory by industry sector, or access information on start-up funding, marketing and professional advice
INVESTMENT LEVEL
BUSINESS & PROFESSIONAL SERVICES
Bob Welfare Ltd from £2,500 Brimardon £2,950 BrokerPlan £4,495 CLR Consultancy £5,000 + Copy this idea Financial Advisor School Information Empires iPas2 The Energy Link LEO Magnum IQ $199 Nationwide Coins Open Genius Passport2Wealth4U Free to join Polaris Pollixa Secure Health None Spotlight Marketing AOR The Vending Revolution Ltd From £2,900 The Work Smart Club ThinkBuzan Wade World Trade AOR The Warranty People Vistage YourProfitableOnlineBusiness
CHILDREN
Ambassador - Origin Unite AOR Barefoot Books Captain Tortue Jumicar AOR The Keepsake Co From £395 Truly Madly Baby Usborne Books st Home £38
CLEANING
Enjo Ltd Hallmark Cleaning £397 Ionic Systems Ovenmaster £2,395 The Kirby Company VK Direct Ltd AOR
COMMERCIAL AND INDUSTRIAL Electrolux Professional Laundry Systems £15,000 Gold Solutions
COMMUNICATIONS
ACN Europe comF5 $100 Utility Warehouse £100 Unite Empower
DROPSHIPPING
ATS Distribution dropshipper.co.uk From £99.99 esources
FOOD & CATERING
Best in Glass Pampered Chef - UK Ltd (The) £90
22 MAKING MONEY
WEB ADDRESS
bob-direct.com brimardon.co.uk brokerplan.co.uk clrconsultancy.com copy-this-idea.com thefaschool.co.uk InformationEmpires.com
theenergylink.co.uk learnearnown.com magnumiq.net
donnapearson008.discover-self-reliance.com
spotlightmarketing.co.uk vendingrevolution.com
wadetrade.com
vistage.co.uk
originunite.com barefootbooks.co.uk captaintortuegroup.com jumicar.co.uk thekeepsakeco.co.uk trulymadlybaby.co.uk usborne.com
Small Investment Big Return If you need additional income but have limited capital to invest, MAKING MONEY’S Opportunity Finder will point you in the right direction
M
any would-be entrepreneurs are deterred from starting their own businesses by a lack of capital but the Direct Sales industry offers an attractive package of low start-up costs and ongoing training designed to kick-start your new business and generate additional income at an early stage of development. Making Money’s Opportunity Finder is a user-friendly guide to the diverse range of opportunities in the Direct Sales industry and provides up-to-date contact information as well as sound advice from the Direct Selling Association. Through these pages you will be able to find a product range you feel comfortable with and a company that offers you the opportunity you are looking for. It could change your life for ever.
HOW TO USE OPPORTUNITY FINDER Details of companies operating in the UK are listed by product group – Health, Beauty, Household, Communications and enjo.net Miscellaneous. Some companies will appear more than once in the listings as they offer ionicsystems.com clean-my-oven.co.uk opportunities across several products ranges. kirby.com You can obtain further tion on any of these vkdirect.co.uk companies by either: z Visiting the company’s listed website. z Visiting www.startupbusiness.net and electrolux.co.uk searching the directory by industry sector. gold-plating-kits.co.uk
acneuro.com comf5.com Rightessentials.co.uk empowernetwork.com
esources.co.uk
best-in-glass.com pamperedchef.co.uk
NETWORK MARKETING Network Marketing adheres to Paul Getty’s famous philosophy that it is better to earn a small amount of money from a large number of people than to earn a lot of money from a small number of people. Network Marketing has grown in the UK by over 40 per cent in the last 5 years. Offering low investment and ongoing training, network marketing is a people business where networkers build teams of like-minded entrepreneurs – who in turn
build their own teams. Income is earned from every member of each individual’s team and that income usually remains in place while the team is active. As most of the products and services are consumable by nature, there is a an opportunity to build a strong and loyal customer base, thereby creating rapidly increasing earnings and, as most opportunities can be started part time – in tandem with a full time job – it offers a realistic and low-risk entry into the world of business. DIRECT SELLING Whilst many companies use both network marketing and direct sales to promote their goods and services, some rely solely on the direct sales approach. Organisations such as Avon Cosmetics and Eastern Energy prefer the direct sales approach where their products are uniquely sold on a person-to-person basis. A further element of direct sales – referral marketing – relies on individuals recommending products to their friends as a means of sales promotion. PARTY PLAN With its UK origins somewhere back in the early 1960s, party plan continues to provide an effective sales platform for many companies. Party plan succeeds through a ‘hostess’ inviting a group of friends and acquaintances into her home for an informal evening where a party plan representative presents a range of products that can be purchased or ordered during the evening. The incentive for the ‘hostess’ is usually a free gift from the product range and the party plan representative will use the occasion to motivate guests to host further parties themselves, thereby maintaining the party plan momentum. Party plan selling is ideal for products where a lot of information needs to be communicated to potential customers.
For more information on any of the companies listed in this section visit www.startupbusinessuk. net and click on ‘Looking for a business opportunity’. Then select the category(ies) you are interested in and find the companies you wish to know more about.
MAKING MONEY 23
6138 - AYCE SYSTEMS 1.4_Layout 1 02/09/2016 12:37 Page 1
COMPANY
INVESTMENT LEVEL
Evolution £0 - £20,000 OTE £100,000 PA + Healthy Coffee
HEALTH & BEAUTY
BOB WELFARE 1.4_Layout 1 03/11/2017 12:16 Page 1
Amway Europe Ltd From £26.50 Aquasource Arbonne Arriba Health £85 Avon Cosmetics Ltd Free to join Bulk SMS Services Cambridge Weight Plan Ellapure Energetix £30 FM Cosmetics & Fragrances Free to join Forever Living Products UK Ltd free to register GNLD International Helen E Cosmetics Herbalife Europe Ltd From £62 Innerlight £162 IsXperia Free Jo Magdelena Life Plus Europe Ltd Free to join Lifestyles UK & Eire MAGNETIX Mannatech Ltd From £20 Mary Kay Cosmetics (UK) Ltd £85 Merlin Health free to join Miglio Company From £95 Mona Vie Morinda Natures Sunshine Neways International (UK) Ltd free or £15 Nikken UK Ltd £43 NHT Global NSA Ltd NSP Distribution Ltd AOR NU SKIN UK LTD aor Nutri-Metics International (UK) Ltd From £45 NYR Organic Oriflame UK Ltd £15 Partylite UK Ltd £250 Peggy and Minnie Pro-Ma Systems (UK) Free to join Proto-col in business ltd £50 inc Vat Reliv UK Ltd £34 SheerSense Silpada Soft Paris Stemtech Sunrider Europe Inc AOR Tahitian Noni Tiens TuttoLuxo £30 Usana Health Sciences Virgin Vie at Home £120 ViSalus Xocai Young Living
HIGH STREET RETAIL Inside Out
24 MAKING MONEY
WEB ADDRESS [ BOB DIRECT ]
saladmaster.com
PA + getpaidfordrinkingcoffee.info
amway.co.uk aquasource.net arbonneinternational.co.uk arribaclubs.co.uk avon.uk.com bulksms.co.uk cambridgeweightplan.com shop.ellapure.org uk.fmworld.com foreverliving.com/marketing gnld.com helen-e.com businessopportunity.herbalife.co.uk innerlightinc.com IsXperia product focused people driven stelladot.co.uk lifeplus.com
Cash cow Earn £100,000-plus per year in a business everyone wants
magnetix-wellness.com mannatech.com marykay.co.uk Earn additional income with Merlin Living miglio.co.uk uk.monavie.com o you know about the morinda.eu.com transaction duplication naturessunshine.co.uk business? There are no anewlife.co.uk customers, so there’s no nikken.co.uk selling or marketing required, while working hours are short and flexible. If not, you need to call Bob for a free copy of his latest DVD, called The dirty nuskin.com little secret of a cash cow business. nutrimetics.co.uk uk.nyrorganic.com GREAT WAY OF LIFE oriflame.co.uk Not only can you earn a great income partylite.co.uk but, vitally important, it’s a great way peggyandminnie.co.uk of life too. For any business to work, pro-ma.co.uk you have to love it so much you keep coming back for more. Not just for the reliv.com outstanding income - but the quality silpada.com of life it gives you. www.softparis.com Too many people overlook this vital stemtechbiz.co.uk detail when looking for a new business sunrider.com start-up. Yes, the money is great. But ultimately it’s the freedom and financial gb.tiens.com security this kind of business gives you tuttoluxobeauty.co.uk that counts. usana.com What is the transaction duplication vieathome.com business? Frankly, it’s been quietly ViUKLaunchTeam.co.uk going on for ages and Bob has been ilovehealthychocolate.com exploiting this cash cow business for youngliving.com
D
insideoutcanvas.com
years, making a great income and living a low stress, enjoyable lifestyle into the bargain. More importantly, Bob has not been keeping this to himself.
BOB IS GIVING AWAY A COMPLETE TWIN MONITOR COMPUTER SET-UP TO THE NEXT SIX PEOPLE WHO SIGN UP TO HIS TRAINING COURSE”
This is where Bob excels. It’s all down to his ‘Job Killer’ methodology, taking ordinary people from JOB (just over broke) status or who are already running a business they’re unhappy with to making a great income and enjoying a relaxed way of life in the transaction duplication business. Bob says: “You’ll see Paul on the free DVD - the first person I trained who made over £100,000 in a year. I’m very proud of that and it goes to show what personal one-to-one training and ongoing support can do for you. “It’s the secret to my outstanding success rate when training people and why I offer a money back guarantee.” Many of the people Bob has trained over the last seven years are just ordinary people with the dream of working for themselves from home who have come to realise the key to guaranteeing success is one-to-one training and personal ongoing back-up. SPECIAL LIMITED OFFER However, you need the right tools for the job. In this business that means the correct computer set-up. To ‘sweeten the pot’ Bob is giving away a complete twin monitor computer set-up to the next six people who sign up to his training course. Full details are contained on the free DVD. Bob says: “I know websites are popular these days, but they don’t produce the kind of results I get for my trainees using one-to-one methods. It’s the only way I can guarantee results.”
INFORMATION Call 07904 030309 or visit www.bob-direct.com.
MAKING MONEY 25
6360 - BOOK PEOPLE 1.4_Layout 1 02/09/2016 12:47 Page 1
COMPANY
INVESTMENT LEVEL
HOMECARE & PROPERTY MAINTENANCE
Betterware plc Free to join Kleeneze Limited From £0 to £185 Kwik Kerb £48,356 Lawnrite £5,000 Momentis Vorwerk (UK) Free to join Warranty People
LETTINGS & PROPERTY Buy As You View Holdings Longshore
AOR
MOTORING SERVICES Ayce Systems
from £1,095
PETCARE
Dalespet
PRINT & PROMOTIONAL SERVICES 6361 - JUICE PLUS 1.4_Layout 1 02/09/2016 12:49 Page 1
Able Labels The Book People Creative Memories Cut Out Your Coupons £3,500+vat GoldGenie Index Books
SERVICES
1virtual.com From £8,500 ASC Financial minimum £25000 HM Marketing The Internet Business School Logicworks AOR MLM Messaging Mr Site National Business Register n/a Xpress n/a
TRAVEL & LEISURE Happi Group Free to join Pinnacle Global Investments £395 ProTravel Plus Traidcraft plc £38 World Ventures
26 MAKING MONEY
WEB ADDRESS [ DIRECT SELLING ASSOCIATION ]
Lighting up the industry
betterware.co.uk 5 kleeneze.co.uk lawnrite.co.uk momentistop1.com vorwerk.com
bayvcareers.co.uk
aycesystems.com
dalespet.com
able-labels.co.uk thebookpeople.co.uk creativememories.org.uk cutoutyourcoupon.com goldgenie.com indexbooksgroup.com
00
1virtual.com asc.co.uk
internetbusinessschool.com mrsite.com
happi6.com
traidcraft.co.uk worldventures.com
Linda Mills, director general of the Direct Selling Association, reveals the winners of the Stars of Direct Selling Awards 2017
E
ach year the direct selling industry gathers to celebrate the best talent in the industry - the men and women who have demonstrated particular skill and success in developing their direct selling businesses. Judges include myself and Tricia Phillips, the Daily Mirror’s award winning small business editor. STAR OF THE YEAR We were delighted to award the most prestigious of all the categories to one of the industry’s growing number of men. Paul Bond, 50, impressed judges with the growth of his Avon business, while also juggling being a father and studying for a masters degree in audio production. PARTNERSHIP AWARD Essex couple Danielle and Ross Kumrou first established their Juice Plus direct selling businesses to fit around their careers. MENTOR AWARD Jackie Venables, 66, has a 40-plus year career in direct selling, having established her Oriflame business in the 1970s. Judges noted her success in adapting her approach over the years as the industry has evolved, using online technology to recruit, train and mentor her team. MUMPRENEUR AWARD Lenka Lilkova, originally from Slovakia, worked in human resources before she turned to direct selling, after realising she needed greater flexibility in her work/life balance.
WE WERE DELIGHTED TO AWARD THE MOST PRESTIGIOUS OF ALL THE CATEGORIES TO ONE OF THE INDUSTRY’S GROWING NUMBER OF MEN”
50+ AWARD This year there were two winners in this category - Fran Soleilhac and Bridget Long, both 54, and representatives for Cambridge Weight Plan and Nu Skin respectively. Special mention was made of their drive, determination and success in building their businesses, proving age is no barrier to success. YOUNG AWARD Grace Mecklenburgh used her experience of losing over 12 stone with Cambridge Weight Plan to help motivate others and created a successful direct selling business in the process, all by the age of just 24. PART-TIME AWARD Jackie Hind developed her direct selling business with Juice Plus, while juggling a full-time career in retail and bringing up her two children. She decided to put an end to watching TV in the evenings, instead working to develop her direct selling once she had finished work and put her children to bed. RISING STAR AWARD Coco Chong, 32, established her Amway direct selling business in July 2016. Just over a year later she achieved retail sales of over £20,000 and was able to leave her job as a teaching assistant to focus fully on developing her business.
INFORMATION Visit www.dsa.org.uk.
MAKING MONEY 27
ADVICE
S TA R T- U P T O S C A L E U P Linda Whitney explains how to grow an artisan business and still retain the product’s handmade status
A
rtisan businesses are proliferating like preserved, wild mushrooms. Starting a business making your own products on the kitchen table or in your garden shed is flexible, convenient and gives you ultimate quality control. But what if demand really takes off? By their nature, successful artisan products are original and of higher quality than mass produced items. They are handmade and unique to you, the sole manufacturer - that’s the secret of their success. So when it comes to scaling up a business like this, how do you do it without compromising the individuality and quality of your product, working 24/7 or cloning yourself?
HOW I DID IT Liz Wilson, a former teacher, is now an artisan bread maker trading as Ma Baker from her home in Fulham, London. She says: “I did a bread making course, fell in love with it and started baking for friends. “At first I baked four to six loaves in my domestic oven one day a week, delivering to customers by bicycle. Business grew, so I invested in a professional bakery oven and mixer, installed in my kitchen, so I can now produce 100 loaves on one day a week and teach bread making in my home on the other four days. “Issues in scaling up include increased admin, longer time spent on deliveries and using my home kitchen for a bakery as well as for the family. I investigated the idea of taking on premises, but the outgoings would be so high that I would no longer make a profit. “Everyone expects you to grow your business, but you don’t have to. I’m making enough money to keep me happy, my customers are happy and my family is happy.”
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There are several possible answers, some of which may suit your particular circumstances: MAXIMISE MANUFACTURING TIME. “If you only have three hours a day to work on your business, ensure those hours are devoted to the most profitable part of your business - making your product,” says Craig De Souza, executive director of the Association For Creative Industries, a non-profit trade association for the craft and hobby industry. Emma Jones, founder of small business support group Enterprise Nation, also recommends maximising production time by reducing time spent on admin and other business tasks. She says: “Collaborate with other artisan makers to share running costs such as accounting and marketing. It may be you can also share delivery contracts to achieve economies of scale.” CONSIDER OUTSOURCING PRODUCTION Emma suggests: “While it can be hard to justify initially taking on staff, outsourcing some production to a trusted contractor can help to build momentum and help you hit targets on time, while bringing in more orders.” OUTSOURCE PRODUCTION TO CUSTOMERS Craig says: “Rather than trying to make your product more quickly, which is likely to compromise quality, you may be able to sell the materials as a kit and make a video of yourself available online that gives step by step instructions for how to create it.
“You can then sell the kit plus access to the video and still sell the original product, handmade by yourself, at a premium that pays you properly for your time.” CONSIDER TAKING ON STAFF If you select the right people and train them well, the quality of your product need not suffer. INVEST IN PROFESSIONAL TECHNOLOGY This will enable you to produce more, once you’re sure demand will justify the investment. POP-UP SHOPS Emma says: “It can be hard to fill a shop alone, so collaborating with like-minded individuals can give you an immediate outlet for your products,
HOW I DID IT bring in buyers and create a buzz around your product that could bring in more business.” DON’T JUST SELL A PRODUCT - SELL YOUR STORY You can engage with customers direct - and tell them your story - by using social media. “Friends and family buy your handcrafted products because they know you and understand your struggles to start a business and your dedication to quality,” Craig says. “Other customers are just as keen to hear about this and you can tell them about yourself and your business journey through social media.” However, Craig warns: “Don’t just set up a website to sell your products without selling your story.
“Customers for artisan products want a relationship with the producer. They want to know what you’re creating and be inspired by you.” FRANCHISE YOUR BUSINESS If business really takes off, consider expansion through franchising. “Other artisans can use the demand, brand design and creative collateral you’ve built up to replicate what you do, while paying you a fee to do so,” Emma says. GET ADVICE ABOUT HOW TO GROW “You may be wasting time on things you’re not good at or that could be easily handled by technology, so advice could help you simplify things,” Emma says.
Jo Macfarlane started her eponymous candle making company from her kitchen table in Anstruther, Scotland. She says: “I started off making candles in batches of six and the brand has just grown organically. “I have just moved into new premises and have an assistant working with me. I received funding for a large wax boiler, which means I can get on with preparing the glasses for the candles while the wax melts. I have gone from making 50 candles in a day to over 200. “The increase in production came from having the boiler. I still pour in batches of six, but my boiler holds enough wax for over 200 candles. All the candles are prepared and wrapped by hand and personal cards are written for the website orders. Having an assistant to share the workload and bounce ideas off is vital. “You can grow an artisan business, but stay true to yourself, your brand and your journey. Don’t be tempted to compare yourself with someone else and don’t water down your brand by jumping at opportunities not aligned with what you believe in.”
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ADVICE
BETTER BUSINESS Carl Reader looks at five key problems for small companies and how to overcome them
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e’re all familiar with the horror statistics about entrepreneurship in the news - four in 10 small businesses don’t make it past five years. As a Start Up Coach and business expert, I’ve worked with thousands of businesses and there are five key problems I see over and over again. I’m not going to claim there’s a magic solution, but there’s certainly a common theme to every single one and awareness of it puts you in a far stronger position for success. There’s a difference between good debt and bad debt
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your employees and your business. Without that self-motivation, you won’t get far.
Here’s my guide to avoiding the most common business pitfalls: LACK OF ACTION The key to this is to remember you’re a business owner and you need to be motivated by yourself, not by a boss or leader. Sounds easy, doesn’t it? But for many the reality of that hits hard and it isn’t as easy as it sounds. The idea has to work in practice, too, and making it work is entirely down to you. Motivation comes from within and it’s essential you’re accountable to yourself, your family,
YOU’LL NEED TO LEARN NEW SKILLS TO BE ABLE TO WEAR THE WIDE VARIETY OF DIFFERENT HATS YOUR BUSINESS WILL NEED”
THE FOCUS OF JUST BEING GOOD AT WHAT THEY DO, NOT AT RUNNING A BUSINESS There’s a big difference between being a ‘technician’ and being a business owner. It’s a hard lesson to learn, but just because you’re good at your technical skills that doesn’t make you good at running a business. You can find a great introduction to the concept of the difference between entrepreneurs, managers and technicians in Michael E Gerber’s book, The E-Myth Revisited. You need to do your research into how to run a business successfully and don’t assume your technical knowledge alone will make it a success. You’ll need to learn new skills to be able to wear the wide variety of different hats your business will need - sales, marketing, HR and accounts are just a few to start with. You also need to understand the mindset shift of going from being employed or indeed self-employed to being a business owner. Being employed or self-employed is being reliant on one person yourself - whereas being a business owner or an investor makes you reliant on multiple streams of income. Most people, therefore, perceive being a business owner or an investor as riskier than being employed or self-employed. That’s a big shift in mindset to get your
head around and make sure you’re comfortable with. RELIANCE ON PROMISES FROM FRIENDS AND FAMILY Put your Richard Branson or Alan Sugar hat on and think about how they would approach a situation. If Richard Branson was about to launch a new product, do you think he’d be reliant on a relative buying it? Of course not. Come at the situation as a business owner with a strategic perspective, not being swayed by the opinions of friends and family, because at the end of the day they very rarely put their hands in their pocket. Even if they do, you can’t rely on that being your sole source of customers. THE SEARCH FOR PERFECTION RATHER THAN A MINIMUM VIABLE PRODUCT Quite simply, don’t look at it on a personal level. As a business owner, you should focus on a concept called the minimum viable product.
MVP is releasing something that’s fit for purpose and with your unique selling point, rather than trying to fulfil your entire road map from day one. To find out what your MVP should include, you need to nail down: What it is you do. The customers you serve. Your USP over everyone else. These are what you need to tick the boxes of to create your MVP. Everything else is superfluous at this stage. You can want to offer more - it can and should be on your road map to come later. But to get things going and keep them moving, first do what you say you’re going to do and do it properly for the people you want to serve in the way you want to do it. Then you can polish and tweak based on genuine feedback and situational understanding. FEAR OF FUNDING This is the one that holds back so many business owners, because they think
debt is bad and equity is bad. Quite frankly, you need to put your business owner’s hat on again and get over this misconception. Understand there’s a difference between good debt and bad debt. There’s a world of difference between a debt racked up on a credit card on a few nights out and a debt that’s accumulated to enhance an asset. Have you spotted the theme of the answers to all these problems? The key message is to approach your business as a business owner, not as an individual. Treat your business as a business and adopt a business owner’s mindset in everything you do and you’re already on a higher path.
INFORMATION Visit www.carlreader.com. To hear more from Carl, follow him on Twitter @carlreader or join The Startup Coach group on Facebook.
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ADVICE
FUNDING THEIR FUTURE Entrepreneurs are tapping into the British Business Bank, whose aim is to make finance markets work better for start-ups and smaller businesses. Trevor Johnson reports
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ork Truck Borders Instruction of Berwick-uponTweed urgently needed a new forklift for the company’s burgeoning training programme, but was turned down for an overdraft by its bank, even though its account had been in the black for seven years. In Birmingham, chef Rosie Ginday wanted to expand her successful high end Miss Macaroon patisserie, which employed young people with social problems, but couldn’t get finance to open another branch of the business. Today Fork Truck Borders has its new equipment, bought with a loan negotiated in 24 hours, and Rosie has opened another store and created new jobs. She’s now planning yet another shop in Leeds. ONE-STOP SHOP So what was the key that finally opened their banks’ coffers? A guarantee from a bank you never see on the high street
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called the British Business Bank, the state owned economic development bank set up by former chancellor George Osborne in 2012 to create a one-stop shop to increase the supply of credit to small and medium-sized businesses. Fork Truck Borders Instruction got its money through the bank’s Referrals to Designated Platforms funding options scheme, while Miss Macaroon’s funding was arranged with a lender by the bank’s Enterprise Finance Guarantee programme. “Without that loan, I wouldn’t have been able to progress with our plans to open brand new stores,” Rosie says. Fork Truck boss Douglas Younger adds: “Getting the funding quickly helped in a time of need after our bank turned us down. The Business Bank was a lifesaver.” The original motive behind the Business Bank was that SMEs needed new ways of borrowing and too much
business lending was concentrated on the big banks, rather than peerto-peer lenders and other alternative providers and platforms. The idea was to make small business owners more aware of available financial options through two main channels: Managed investment. The money is invested with lenders and then directly distributed to small businesses. Direct capital investment. The government provides equity or debt investments to lenders. They in turn would use the money to provide a lending service to small businesses. You won’t actually get money direct from the Business Bank. Its aim is to increase the supply of credit to small businesses by working with other financial institutions to increase funding by providing guarantees for loans. CRITICS AND SUPPORTERS Not everyone thinks the Business Bank is the answer to all small business prayers. Critics have claimed it’s little more than a rebadging of existing schemes, is failing to meet the scale of the challenge and should be supported by a network of regional banks to allow it to work faster and more efficiently. Bank supporters reply that it was needed because research has shown that over 70 per cent of small businesses looking for finance only ask one lender and, if turned down, many simply give up rather than look for alternative options. Last year 25 per cent of the 220,000 small businesses looking for loans or overdrafts were refused by their banks and only seven per cent of
these were referred to other possible sources of money. The Business Bank says it has been trying to remedy this situation since 2012, when the scheme kicked off with a £300 million fund to be match funded with private investment, which would pump £600 million into cash strapped SMEs. Keith Morgan, the bank’s CEO since 2013, says: “Our key aims are to increase the supply of finance in the marketplace, to create a more diverse finance market and to achieve this by managing the taxpayers’ money more efficiently.” Now bank programmes support more than £3.4 billion of finance to over 59,000 small businesses and participate in a further £5.8 billion finance to middle-sized enterprises. Its Enterprise Finance Guarantee programme enables lenders to make loans of from £1,000 to £1.2 million to small businesses that have been turned down by other forms of debt finance because they couldn’t guarantee the loan. Recently, British Bank Investments, the bank’s commercial arm, completed a commitment that will put €140 million of investment into fast growing technology focused SMEs. The investment programme has already committed over £615
THE ORIGINAL MOTIVE BEHIND THE BUSINESS BANK WAS THAT SMES NEEDED NEW WAYS OF BORROWING”
million to providers of finance to other small businesses. In addition, a start-up loans scheme operated by another bank subsidiary has now delivered over 50,000 loans, which have put a total of £350 million into new and early stage businesses across the UK. An independent study found that a third of the start-ups admitted they probably wouldn’t have survived without the support of the programme. MATCHMAKING SERVICE One of the latest Business Bank schemes is a matchmaking service, which has already led to over 250 small firms receiving a total of £3.8 million from alternative lenders. This referral scheme requires nine of the UK’s biggest banks to pass on the details of SMEs they have turned down for loans to four finance platforms - Funding Xchange, Business Finance Compared, Funding Options and Alternative Business Funding. These platforms then share the information with alternative finance providers and broker possible deals. Loans resulting from the scheme already range from £200 to £500,000, with an average of £16,000. Clients range from
construction businesses to retail, technology and science. The bank has also made available another £40 million of investment to support lending to small businesses through the Funding Circle, a platform that connects small investors with SMEs in search of funding. To date, 73,000 personal investors, local councils and financial institutions have lent over £1.7 billion to more than 18,000 UK small businesses, providing a £2.7 billion boost to the economy. A typical recipient was Hayley Katsis, a London medical professional working with surgeons specialising in foot disorders. To expand her business, she needed a bank loan to obtain more specialist medical insurance, but her bank turned her down. Hayley remembers: “They couldn’t offer me funding because my situation was outside their criteria. But they referred me to the Business Bank’s Funding Options, which quickly and smoothly got me the right loan. “Building the business wouldn’t have been possible without this funding. Funding Options was a hidden gem.”
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ADVICE
FRESH PROSPECTS Paul Clapham details some low cost ways to find the next generation of customers for your business
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any business owners are too busy focusing on the current generation of customers to spend time and money on the next generation. “When they’ve got money to spend in my premises, I’ll find them or they will find me.” That’s an understandable reaction, but it’s short sighted because by the time the have that money it’s most likely that lots of their purchasing habits are already formed.
ONLINE GENERATION Remember, we’re talking about the online generation who have been looking for products and services via computers and, more recently, smartphones for several years before they visit your store. They’ve grown up or are growing up with social media telling them what to covet, indeed what to think. If you’re a parent, you’ll recognise that the speed of technological change is at its
FOUR OUT OF FIVE SCHOOLS SOURCE SUPPLIERS VIA THE WEB TO START WITH, SO A PROFESSIONAL SITE IS PARAMOUNT”
fastest among the young. It’s a somewhat scary reality that, as fast as you master one piece of technology, along comes another and those young customers you’re hunting have moved on. But relax, it’s not necessarily so bad. First of all, everybody is in the same boat - and that includes your competitors. What’s more, you have access to expertise, some of which will be free. TALK TO YOUR CHILDREN Start by talking to your own children if they’re in the right age group, failing that your friends’ and extended family’s children. They might even enjoy being involved in helping you develop your business. You want to know where they would find out information about your business sector. You may feel you already know this from how existing young customers come to you, but I would strongly suggest discussing it widely. If you have young staff, this is a key resource - people who are in the right demographic or close to it and who know what you do in detail. Plug into that expertise. SPEAK TO TEACHERS Talk to any teachers you may know. They are experts in the youth market and get a classroom full of candidates five days a week. There are some well established routes to reaching teachers by direct mail and, done properly, it’s highly effective. ONLINE PRESENCE Have a significant web presence. Four out of five schools source suppliers via
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the web to start with, so a professional site is paramount. That site should be mobile responsive because teachers use both phones and tablets in and out of school for sourcing. But that site is little good unless those prospective customers find it. You may already invest in search engine optimisation, but if not this is clearly a case for it. Alternatively, you could spend money on Google Adwords. Pay per click is regarded as an excellent advertising route, because you only pay for results. Get listed on the National Register of Education Suppliers. It’s a well recognised platform and three quarters of schools use it to compare potential suppliers. A presence there is essential for selling to this sector. Equally, get accredited by the National Association of School Business Management as an approved partner. You will be well aware that the youth market is in love with social media. Indeed, you may feel the young spend far too much time on Facebook, Twitter and Instagram. But if you’re determined to crack the youth audience, you simply cannot afford to avoid them.
The idea of spending your valuable time on posting to these sites may fill you with unhappiness - and I can’t blame you. So get someone else to do it. That someone will probably be working for you as a junior staff member and will likely be one of the above teens fixated by social media. That person will be delighted to get paid for doing what they do in their spare time for fun. STUDENT MARKET It’s almost certain that there is a university in your locality, quite possibly two or three. There will also be colleges of further and higher education. As with teachers, there are established routes to reaching the student market that no longer mean turning up at the student union with a roll of posters to put up In addition to being far more sophisticated than it used to be, selling to students has many more strands some operated nationally, others locally. The best advice is visit the university of your choice and meet the marketing manager. You’ll find out what routes to their student audience are on offer and they vary from campus to campus.
WIDEN YOUR SEARCH ‘The next generation’ would normally be interpreted as the youth market. But when we’re talking about customers, that could well be too narrow a definition. As a case in point, if you sell anything related to gardening you’re probably aware that the age of 40 is regarded as puberty in that trade. I have also heard it said by marketing people in kitchen businesses that serious interest in cooking doesn’t kick in until people are in their mid-thirties in many cases. In the same way, seniors are a next generation of customers. Do a Google search putting ‘senior’ before any sport or social activity and I predict you will be amazed at the number of relevant clubs and associations you turn up. They will include people returning to an activity or, in many cases, taking it up for the first time. While those senior sportsmen and women may be playing their sport of choice at a slower pace than they used to, they’re certainly not at the back of the field when it comes to spending on their enthusiasm. The over-50s typically have more disposable income than the younger generation and they’re happy to dispose of it on all manner of personal pleasures. Take a look at the Saga website for some impressive statistics regarding this age group.
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ADVICE
H OW TO F R E E U P S PAC E O N YO U R I P H O N E O R I PA D Do you own an Apple iPhone, iPad or iPod touch? Desperate for memory space? Paul Rigby offers a few hints
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ow much space is left on your iOS device? Do you have issues whenever you try to update your OS or download new apps? What’s the best way to move files you want to keep in order to free up space? These tips will help you on your way to a less overloaded, more organised iPhone or iPad. CHECK YOUR TOTAL USAGE Go to Settings > General > Storage & iCloud Usage. At the top, you’ll see sections for Used and Available space, which refer to the space on your iOS device. Below them you’ll see your iCloud storage. For the purpose of this article, we’ll just focus on local storage. You don’t need to understand these numbers deeply and there are no hard
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and fast rules about how much space you need to leave free on your device. If you simply want to have enough free space so that you can take new photos and install new apps without worrying about hitting an obstacle, give yourself at least 1GB of free space. Note that when you add your available space and the used space, they won’t add up to the total size of your phone (e.g. a 16GB iPhone may appear to have only about 12.3GB total space) because it doesn’t include the space being used by the operating system. FIND APPS TAKING UP THE MOST SPACE On the Storage & iCloud Usage Screen, tap Manage Storage. Here you’ll see a list of all your apps, in order of how much space they consume.
Select any app, and a new page shows the usage into two parts: the amount of space the app itself uses (in light grey at the top) and the space used by the app’s data and documents. Sometimes, this information helps you see that it’s not the app that takes up so much space but rather what you store in it. CHECK YOUR PHOTO AND VIDEO USE A lot of people find that the Photos & Camera app takes up a lot more space than they realised, so let’s deal with that app directly. Tap on it and you’ll see Photo Library and My Photo Stream. Right now, just focus on Photo Library, as that’s the space being used locally on your iPhone or iPad. If you have more than 1GB here, you should consider copying photos and videos to another storage space so you can delete them from your iPhone and free up a lot of space. If you have a Google account an easy option here is Google Photos. Download the app, sign in and navigate to Settings > Back up & sync > and toggle Back up & sync to on. Make sure Google Photos has access to Photos (Settings > Google Photos > Photos) and then, every photo you take with your iPhone will be automatically backed up to Google Photos and accessible across your devices and on the web. You can also offload your iPhone photos via Dropbox or any cloudbased syncing and storage service you like, such as Box and SugarSync. Ideally you want the service to have a mobile upload feature in its iPhone app, as Dropbox does.
Once iPhone photos have uploaded to your cloud service of choice– double- and triple-check that they’re there– delete them from the Photos app. Then navigate to Albums > Recently Deleted. Tap Select, and then at the bottom tap Delete All. If you skip that last step, you won’t free up any space for a month, as your iOS device hangs onto deleted photos for 30 days, just in case you change your mind about deleting them. WADE OUT OF THE STREAM Photo Stream is meant to be a seamless way to share photos across iOS devices. Activate it on your iPhones and iPads and, any time the devices are on the same Wi-Fi network, photos taken from one device like your iPhone will appear on the others like your iPad. It’s a handy feature but the feature syncs the most recent 1,000 photos so it can eat up space. If storing your photos on one device is enough for you, turn Photo Stream off. You can do this by going to Settings > Photos & Camera > Upload to My Photo Stream and toggle it off. TARGET APPS YOU DON’T USE Go back to Settings > General > Storage & iCloud Usage > Storage > Manage Storage. Scroll through the list of apps and look for apps you don’t use it’s much easier to do this here than on your home screens where apps are likely to be scattered across several pages and bunched into folders. If you find apps you don’t need or only use in specific contexts – like travel apps– consider deleting them. Any app you’ve purchased in the past is always available for you to download again at no extra charge. To delete apps, go to your iPhone or iPad’s home screen. Place your finger on an app you want to delete and hold (don’t press down on iPhone 6s and 7 or 3D Touch will activate). Apps will start to wiggle and a small X appears on each icon. Press the X, and confirm to delete. Press the home button to stop the wiggling. REMOVE UNWANTED MUSIC Multimedia, such as audio tracks and videos, takes up a lot of space. There are two ways to delete audio files and videos.
From Settings Go to Settings > General > Storage & iCloud Usage > Manage Storage > Music. The next screen summaries all the songs and albums you have stored on your phone. Delete tracks you don’t listen to by swiping left. You can also use the Edit button to delete multiple tracks and albums in one shot. Both actions delete all the files associated with the entry or album. From Within the App Open the Music app. Go to Library > Downloaded Music, where you’ll see music that’s stored locally and taking up space. If you want to delete an entire album, press on it and a pop-up menu will include a Remove option. You can do the same for specific songs within an album. CONSIDER STREAMING If you want to have thousands of tracks at your disposal, use a music-streaming service like Spotify. If you’re a Premium subscriber keep an eye on how much you download for offline use. Storing all those playlists on your device can quickly eat up space.
IF YOU LIKE TO LIVE DANGEROUSLY, SET TEXTS TO AUTOMATICALLY DELETE.”
GET (RID OF) THE MESSAGE Unless you like to hang onto conversations for sentimental (or legal) reasons, delete all “running late” or “what do you want for dinner?” texts to free up some space. If you like to live dangerously, set texts to automatically delete. Go to Settings > Messages and choose to keep messages for 30 days or one year. EMPTY YOUR BROWSER’S CACHE One final piece of junk to wipe off your iPhone or iPad is the cache for the Safari web browser or other mobile web browsers you use. For Safari, go to Settings > Safari. Tap Clear History and Website Data. For Chrome on iOS, open the app, tap the three dots on the top-right corner and select History. Then tap Clear Browsing Data to wipe everything out or Edit to erase specific sites. You can also navigate to Settings > Privacy > Clear Browsing Data, which will let you delete: browsing history; cookies and site data; cached images and files; saved passwords and autofill data– or everything at once.
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ADVICE
LOST YOUR JOB? Trevor Johnson reveals the truth about non-compete agreements
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hen Tim Hawksworth was made redundant last year by a major tax consultancy chain, he wasn’t all that bothered. He had long dreamed of setting up his own business as a tax expert in the same area and this was his chance. But his dream faded when his bosses announced that if he went on his own he would be breaking his noncompete agreement, as well as their employee code of conduct, and would almost certainly be sued. SIMPLE TERMS So just what is this agreement that can stop redundancy victims getting a new job? In its simplest terms, a noncompete agreement or clause is a legal document that restricts an employee from becoming a competitor for a set period in a specific area for anything from six months to five years. The thinking behind it is to ensure employers don’t spend time and money training an employee, only for them to have them transfer their skills and experience to a direct competitor. Depending on how they’re written, these agreements can also provide protection against employees sharing trade secrets - ideas, software, processes, client lists, etc - learned on the job. They can also guard against employees taking away customers or clients or starting their own businesses. Tim claimed he had never been shown the code of conduct and had not signed anything that included a reference to a non-compete clause when he first took the job.
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Lawyers say non-compete agreements are often difficult to enforce
TAKE PROFESSIONAL ADVICE BEFORE MAKING ANY GRAND GESTURES”
INCREASINGLY POPULAR Lawyers point out that although restrictive covenants like non-compete agreements are increasingly used by employers, they are often notoriously difficult to enforce. Last year the UK government went so far as to issue a call for evidence on whether such covenants should actually be banned. Tim’s solicitor argued that his client’s employers had not produced a signed covenant. Nor was there any specific evidence of their business being seriously threatened by any new competition. In this case, the employers were advised that if they took the case to court, their success could not be guaranteed. In an out of court settlement, Tim was given a written release from any covenants in return for an assurance that he would not poach any of the firm’s clients. Manchester commercial lawyer Neil Stuart says: “An increasing number of cases are not succeeding because
judges are not always convinced employers are not competing against an employee for the sake of it, rather than trying to protect their businesses.” He says that before restrictive covenants are challenged by either side, these questions should be asked: Is the agreement reasonable? In the eyes of the law, the covenant should only be as restrictive as is necessary to protect the employer’s business. For instance, a clause seeking to restrict dealings with ‘all clients’ will often be regarded by the courts as unrealistic and unenforceable, according to Neil. Would the covenant protect legitimate business interests? Is there any evidence that the leaving employee has been in contact with possible competitors and potential customers and will have a detrimental effect on the business? What is the status of the redundancy victim? Recent cases have shown that courts are more likely to enforce
a covenant if it involves senior employees - managers and above - who are regularly in contact with important clients and more likely to have had access to important confidential information. Is breaking a restrictive covenant worth the risk? Think hard before ignoring a covenant and taking your clients and contacts to your new job. There’s the possibility your previous employer will not only sue you for breach of contract, but apply for a restraining injunction. As Neil says: “Non-compete restrictive covenants are under the government microscope at the moment and breaching them could prove very costly for you and any new employer. Take professional advice before making any grand gestures.” OTHER MEASURES In fact, non-compete clauses are only one way in which an employer can try to stop you giving a competitor the benefit of your skills and experience after you’ve been made redundant. For instance: A non-solicitation clause is designed to keep your little black book of contacts firmly closed - at least for a while.
This clause can block you from approaching your ex-employer’s clients. But when the restriction expires, there’s not much your previous boss can do, unless you have deliberately removed confidential information or databases containing client details. A non-dealing clause takes things up a notch and will prevent you from actually dealing with previous clients. If successful, it also prevents them from following you to your new job. However, lawyers say it’s often one of the hardest types of restrictive covenant to successfully enforce in court. A non-poaching clause aims to prevent a company’s staff following a departing employee. So check whether this is in the small print of your contract. Gardening leave is a covenant that can prevent you coming to the office after you have been made redundant. You may have to work from a different location until your notice runs out. This drastic step is usually only taken if a boss is convinced a disgruntled redundancy victim will do all he or she can to get their own back after being given their marching orders.
IF YOU’VE SIGNED A NON-COMPETE AGREEMENT AND HAVE BEEN MADE REDUNDANT Do: Make sure you have an up to date copy of the agreement. The company is obliged to provide one. Check the expiry date. Clauses set for longer than six months are more difficult to enforce. Get advice from a lawyer experienced in employment legislation. There are grey areas around the scope and geographic limits of agreements that need specialist guidance. Tell any prospective employers that you are tied to a non-compete agreement. Don’t let them find out by accident. Don’t: Assume the agreement is unenforceable. A London School of Economics survey found over half the companies that included restrictive covenants in their contracts would seriously consider taking steps to enforce them. Download any company emails or documents relating to contacts and customers. Many companies now monitor employees’ online activities, particularly when they’re about to leave. Be afraid to negotiate. Studies have shown that, in many cases, a candid discussion with your boss can result in a compromise arrangement over the terms of the agreement.
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MAKING MONEY JAN 2018_MAKING MONEY 08/12/2017 14:52 Page 40
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ASK THE EXPERTS Your franchise questions answered by our panel of industry specialists
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A franchise I’m considering investing in hasn’t pilot tested its concept. What should I do? JOHN PRATT WRITES: Franchising is not about licensing an idea. What it is about is licensing a proven business system. While many businesses operate profitably, that doesn’t mean they are able to franchise because there could be any number of reasons for the profitable operation. They could include the fact the management team is brilliant or that they operate in a particular locality where there is an unusually high demand for their products or services. In pilot testing, the profitable business is able to prove that the success it has experienced can be replicated when others are involved in different areas, enabling a franchisor to say to a prospective franchisee: “I cannot tell you how successful you will be because that depends on you, but I can tell you that if you follow the system we have created you will be successful.” The only way a new franchisor can prove its system can be replicated successfully is through pilot operations, where one or more franchisees have taken the system and been successful. Once a franchisor has a number of franchisees up and running who are operating successfully, prospective franchisees do not need to be concerned about pilot operations. How do I get the most out of a franchise exhibition?
Q
BRIAN DUCKETT WRITES: Franchise exhibitions and their place in the franchisee recruitment process have changed greatly over the years, but they still have an important part to play for both franchisors and potential franchisees. The advent of the internet and social media mean that people interested in taking on a franchise can find out a lot more about it before they ever appear
on the radar of any of their shortlist of potential franchisors. In the old days, the first move would have been to send for a brochure or collect one at an exhibition. Prospects would believe everything in that brochure before making an appointment to see the franchisor, who may then at some stage have introduced them to other, primed, franchisees. You can now find out everything you need to know about a franchisor - and have contact with their franchisees before you even let a franchisor know you’re interested. So the way to get the best out of an exhibition is to shortlist the ones you’re interested in long beforehand, research them before you attend the exhibition and have all your questions ready for their staff on the stand. How you and your questions are welcomed and dealt with will tell you a lot about whether these are the kind of people you want to do business with.
Q
What are the advantages of a franchisor being a British Franchise Association member? LOUISE HARRIS WRITES: There’s huge value in getting behind the association, whose role in my working life is to inform best practice in our industry. As a quirky, niche businesses, we value credibility and the bfa ‘kitemark’ delivers hands down. Our franchisees all identified this was a key factor in their decision to buy a franchise with us. We chose a bfa affiliate consultant to franchise our business. Along with our franchise lawyer - also a bfa affiliate their work formed the foundation of our business and gave us a significant head start. A majority of our suppliers are bfa affiliates and around 25 per cent of referred traffic on our franchise website comes from the bfa site. Studying for the Qualified Franchise Professional qualification helped me to understand some of the critical success
BRIAN DUCKETT
is chairman of The Franchising Centre, part of the world’s largest network of specialist franchise consultants.
ADVICE
factors for our business through examining and implementing best practice. The quarterly forums are an opportunity to get under the skin of your industry - I want to be involved with the ‘go to’ association for franchising. I have a voice to help shape the association to support my needs as a franchisor. I have attended the best practice seminars, AGM, annual conference and specialist round table discussions. All provide an informative view of different aspects of franchising.
Q
What does a franchisor spend the initial franchise fee on?
JOHN PRATT
is senior partner at specialist franchise firm Hamilton Pratt and has advised franchisors for over 25 years.
LOUISE HARRIS
is franchise director of Wilkins Chimney Sweep. She sits on the British Franchise Association board and chairs the membership committee.
SHELLEY NADLER
is a legal director in Bird & Bird’s international franchising team and has many years’ experience of advising on all aspects of franchising.
SHELLEY NADLER WRITES: Usually, the initial fee covers a range of services provided by the franchisor to help the franchisee establish its business. This will include training in the franchise system for the franchisee and possibly some of their employees (if relevant) for a specified period of time and advice and assistance on the various elements necessary to start the business. It will also include the provision of the franchise operational manuals. For a premises-based franchise, initial assistance provided by the franchisor may include the selection of premises and advice on the design, fitting out and equipping of the business. If the franchise is a mobile operation involving a liveried vehicle, the franchisor should provide assistance with the leasing of a suitable vehicle and the application of the livery. In some franchise networks, the initial fee includes a package of equipment and/or products comprising all the initial requirements of the franchisee’s business. In some cases it may include the cost of a ‘turnkey’ fitting out of premises, the cost of launch marketing activity or the setting up of a website for the franchisee, plus a supply of marketing materials or templates. The initial fee also contains an element that’s attributable to the value of joining the franchised network and the strength of the name and goodwill associated with it.
MAKING MONEY 41
COVER STORY
[ SOLAN FITNESS ]
RAISING THE BAR After establishing multi award winning gyms, the founders of Solan Fitness are launching their franchise concept in the UK
D
ue to the success of its clubs in the South of England, Solan Fitness has recently launched its franchise model in the UK. Owning multi award winning gyms, as well as having an extremely profitable business model, the founders of the brand decided to scale the business and franchise the Solan Fitness concept, as they’re committed to helping entrepreneurs become financially free. WEALTH AND SUCCESS Husband and wife team Rachelle and Josh are dedicated to spreading their knowledge, experience and mentoring their franchisees to help create wealth and success.
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Rachelle says: “We believe entrepreneurs can turn their passion into profit and we can show them how. “We have got first-hand experience in every aspect of running your own club from a business owner’s perspective and we understand the frustrations and problems. However, if you have the solutions and systems in place, business is profitable, rewarding and fun.” Solan Fitness is a true ‘rags to riches’ story within the fitness industry. The duo embarked on their journey with just £400 back in 2008 with no financial funding and support, no formal education and no industry experience. However, throughout the years they worked hard and studied their industry, competitors and thriving
businesses. Their passion, resilience and relentless work ethic was the drive behind the success of their first club, based in Orpington, Kent, which funded their second club. Rachelle and Josh have built Solan Fitness from a start-up that was organically grown, developing it into a turnkey business that’s producing healthy, profitable results. Because of this, they’ve won multiple titles for having one of the UK’s best gyms. Now their focus is on scaling the company nationally and internationally. BACK STORY Rachelle and Josh are not from privileged backgrounds. Rachelle was originally born in a deprived part of the Philippines and up until the age of four was raised in severe poverty. Her single mother was a qualified nurse. However, the opportunities for work were not great in the Philippines, so her mother left Rachelle in her grandparents’ care and came to the UK to work as a nurse for a few months. Rachelle arrived in the UK when she was four to begin a new life and appreciated the opportunities the UK offered. Josh grew up on a council estate in South East London and came from a working class background - his mother was a cleaner and his father had various manual labour jobs. Suffering from dyslexia, Josh left school at 14 and was labelled a school dropout. He put all his focus and energy into becoming a great martial artist. Sharing a passion for fitness and business, when they met the couple aimed to create clubs that are results focused and where everyone meets to train as a squad.
Josh explains: “We build gyms around the members’ needs, focusing on achieving results and only believe in delivering the best equipment with the best service. “Being priced within the middle market and adding value to the members’ experience, our first club grew from strength to strength, which allowed us to open our second club. “We saw the opportunity to provide strength training gyms aimed at the mainstream. Our ambition is to provide something new in the middle market, as well as to get men into classes and educate women in strength training.” After spending four years developing the concept, the duo launched a second club in East Grinstead in February 2017. With strength and combat at the core of Solan Fitness, the gym offers a mix of Cybex resistance equipment; a Jordan rig, with monkey bars, squatting stations and battle rope; a functional zone with a 20 metre sprint track; and a HIIT circuit. There are also three studios, one of which is a combat zone, as well as boutique classes and The Fuel Hub, which sells protein shakes and supplements. AWARD WINNING Solan Fitness’ flagship club recently won the UK’s Best New Comer Gym of the Year 2017 award, while its Orpington club won multiple awards in
WE BELIEVE ENTREPRENEURS CAN TURN THEIR PASSION INTO PROFIT AND WE CAN SHOW THEM HOW” 2015, 2016 and 2017 for having the Best Strength Training Gym, Best Combat Zone Gym (two years in a row) and the Best Gym Team of the Year. “Many people underestimate the fitness industry,” Rachelle says. “As people love training, many think it’s easy to operate and run a gym - that’s far from the truth. “There are many gyms closing daily. Even if you are a business person in other industries, fitness is very different as trends are changing and you must constantly be upgrading and studying your industry closely.” FRANCHISE MODEL Solan Fitness launched its franchise model in October 2017. The company has already had several hundred enquires and recruited four franchisees, who will be opening their businesses in 2018. Solan Fitness is the only fitness franchise to offer a Millionaire Mentorship programme.
“Just like training, business is all about mindset,” Josh says. “If the mindset is strong and capable, you can achieve anything - nothing is limitless.” Rachelle adds: “We’re on target to open over 200 clubs in the UK and have had interest from Europe and the Middle East to open more clubs. We aim to dominate the UK market, spread to the EU, Middle East, Asia and then go global. “We know there are many fitness franchises out there, but all are lacking and missing key ingredients to ensure their clubs are profitable, which we have with the Solan success formula.”
INFORMATION Contact Solan Fitness for a free information pack: Website: www.solanfitness.com/ franchise. Email: franchise@solanfitness.com. Head Office: 01928 583 069.
MAKING MONEY 43
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Ableworld is the country’s largest mobility retailer selling products to the elderly and disabled which change people’s lives for the better. There are currently 15 million people aged over 60 in the UK today and the Government predicts that in just over 10 years’ time nearly 25% of the population will be over 65. As the population ages the demand for products such as mobility scooters, stairlifts, adjustable beds, wheelchairs and home aids will see a dramatic increase. Ableworld are looking to expand further over the next 12 months and have franchises available across the UK mainland. You do not need to have previous experience as full training will be given on all aspects of the franchise. Franchises will get: ✓ ✓ ✓ ✓
A generous exclusive territory Good earnings potential A first class training programme The chance to make a leworld difference in your community atAb the Heart of the Community, ✓ Up to 70% finance is helping others available* lead more active and comfortable lives
For more information please email: franchise@ableworld.co.uk or telephone: 01270 613599 for a free information pack or visit our website: www.ableworldfranchise.co.uk *subject to status
BRAND PROFILE
[ ACTIONCOACH ]
FINDING LIFE’S PURPOSE ActionCOACH’s flexible franchise model has proved perfect for Angus Lyon
A
ngus Lyon started his new franchise with a view to big growth; a flexible business model wasn’t on his checklist. Then a surprise package made him rethink his plans. “I enjoyed corporate life but, even whilst celebrating the wins, I realised I had stopped growing as a person,” Angus explains. “My wife, Suzanne, received a call from ActionCOACH about her resume and I was also attracted by the franchise opportunity. “We both went to a discovery day at the head office and I was hooked. Ian Christelow, ActionCOACH’s UK co-founder, took a copy of ‘The E-myth’ off the shelf in the boardroom. I’d listened to this book so many times whilst commuting, but it now took on a new meaning for me. I was 45 years old and, even though I was leaving my corporate career behind, I still wanted to set the world on fire, not retire. “Three things came together that helped make up my mind - the proven system meant there was no invention needed, plenty of people were being successful in the network and everyone I had met at ActionCOACH were genuine and likeable.” FROM CONSULTANT TO COACH Angus chose to centre his business in Woking, with a goal to build his name as the go-to person for business coaching. In January 2012, he and Suzanne travelled to Las Vegas for initial training. “The training itself is immersive, it pulls and pushes you beyond your comfort zone with a massive volume of work over the 10 days,” Angus says.
“Being an expert isn’t important, it’s about having the tools, knowing the questions to focus your clients and make things clear for them in their business.” THE GIFT OF CHANGE The business began to flourish for Angus and, with two years under his belt, he got an unexpected gift. “My goal was to get into the top 100 global coaches and then into the top 30,” he says. “Five years in and, at last count, I’ve reached number 86 in the rankings out of circa 1,000 coaches worldwide. “Every year my income has increased and it’s now well over double my last corporate salary. But, most importantly, I’m working half the hours compared to back then and that was about to become very important.
IF YOU KNOW WHAT YOU WANT, ACTIONCOACH DELIVERS YOU THE FRAMEWORK, SUPPORT AND COMMUNITY TO BUILD YOUR DREAMS”
Angus Lyon spending quality time with his daughter Eliana
“We’d resigned ourselves to the fact we weren’t going to be blessed with children and then, miraculously, Suzanne fell pregnant with our daughter. I’d never considered needing a flexible business model, but I was now re-evaluating my life and the time I wanted to spend with my family. “The flexibility of the franchise model is ideal, I could never have freed up that much time if I had still been in my corporate job. I could choose how many clients I worked with, when I scheduled their one-to-one coaching and fit business development in times that worked for us as a family. “Now our daughter is at nursery school, we can rethink how to structure our business again. “ActionCOACH allows me to live my life the way I want to. If you know what you want, ActionCOACH delivers you the framework, support and community to build your dreams. And if your dreams change, they can support you for those too!”
INFORMATION If you would like the flexibility and opportunities ActionCOACH has to offer and you: A. Get a buzz from helping others succeed; B. Love learning and developing yourself; and C. Have enjoyed success in your career or sport… Then find out more by watching the 6-minute overview video at actioncoach.co.uk
making money 45
BRAND PROFILES
10 INTERNATIONAL FRANCHISORS SEEKING UK FRANCHISEES For further information on any of the businesses featured, visit www.what-franchise.com and search the online directory by industry sector
ONE BODYSTREET Following unparalleled expansion across mainland Europe, electro muscle stimulation franchise Bodystreet is replicating its success in the UK with the opening of three sites in quick succession. With over 240 franchises operating profitably throughout Germany and Austria, Bodystreet is the global market leader in EMS training. The company’s micro-studio model has helped give it the edge over competitors, attracting franchisees internationally. By taking advantage of small, cost-effective retail spaces, Bodystreet has alleviated the problem of finding large sites - often an issue cited by other fitness franchises. Combined with relatively low start-up costs and comprehensive training and support, this means the time it takes to establish and open a new studio is extremely fast. The low membership requirements and site set-up costs result in a projected return on investment within 12-18 months - another reason why take-up has been so positive to date. Mark Holland, managing director of Bodystreet UK, says: “People are so drawn to EMS training because it promises visible results with just one weekly 20-minute session. The UK population will not get less busy or overweight and we offer a solution for these people.”
WHAT YOU NEED TO KNOW INVESTMENT LEVEL: £60,000.
TWO COYOTE UGLY The Coyote Ugly legend began with a girl, a dream and a little bit of Wild Turkey. In 1992, Liliana ‘Lil’ Lovell, a 24-year-old Wall Street apprentice turned bartender, was doing a job she loved, making money and gaining notoriety for her moves on the bar as well as behind it. Tired of working for other people, she was ready to make some changes. Determined not to let anyone or anything get in her way, she drew up a business plan: beautiful girls plus booze equals money. Today, after 25 years Coyote Ugly is coming to the UK, as well as other key locations worldwide. A perfect fit for the European market, Coyote Ugly is both a bar and entertainment venue - visitors can grab drinks while watching the Coyotes (bartenders) dazzle the crowd with dancing and singing.
WHAT YOU NEED TO KNOW IINVESTMENT LEVEL: ranges from £700,000-£1,500,000.
WHAT YOU GET: tried and tested structure for finding, fitting out and launching your studio; help in finding personal trainers; marketing support; national PR.
WHAT YOU GET: robust training and operations system, which includes training of owners, managers and staff; assistance with site selection and procurement; store design; brand and marketing guidance; ongoing support.
INFORMATION: www.bodystreetuk.co.uk.
INFORMATION: www.coyoteuglyfranchise.com.
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THREE
FIVE
F45 TRAINING Short for Functional 45, F45 Training is the Australian fitness franchise concept that currently has sites in London’s Tottenham Court Road, Farringdon, Paddington, Kingston and Wandsworth. An additional 15 new sites are set to open in the UK in the first quarter of 2018. Founded by former equities trader Rob Deutsch a little over three years ago, F45 has become the fastest growing franchise in Australian history, surpassing Subways and McDonald’s. To date, it spans 26 countries and has over 100,000 members. F45 is a global fitness training community specialising in innovative, high intensity group workouts that are fast, fun and proven to get rapid results. Its commitment to innovation goes beyond the gym floor, with an ever growing suite of proprietary fitness and business technology, giving an unprecedented level of insight and control for both clients and franchisees. Rob says: “F45 offers an opportunity that’s driven by quality, reputation and convenience and it sets itself apart from competitors with pioneering training systems and a success proven model for franchisees.”
MR ELECTRIC A management franchise, Mr Electric was launched in America in 1994 and is part of franchising powerhouse The Dwyer Group.
WHAT YOU NEED TO KNOW INVESTMENT LEVEL: £200,000-£250,000. Minimum capital required: £125,000. WHAT YOU GET: full training; access to premium quality indoor fitness equipment at competitive rates; global support network of coaching professionals; national PR; access to accounting, management and payment systems; proven membership model. INFORMATION: www.f45training.com.
The electrical services market is predicted to increase by just over £2 billion to £20.6 billion by 2020. Mr Electric franchisees are perfectly positioned to take advantage of this forecasted growth, with its energy saving products guaranteed to secure new business and long-term contracts. Many franchisees join Mr Electric having already worked either as an electrician or in a management position. Others want to convert their existing business to an established brand. Using The Dwyer Group’s experience, franchisees receive outstanding training to support both management and electrical operations, ensuring the best possible start to being your own boss.
FOUR MAIL BOXES ETC Mail Boxes Etc is the one-stop brand to satisfy the creative, business, sales and communityfocused entrepreneur. It offers international parcel delivery, courier and postal services, business card and leaflet printing, fast digital copy services and mailbox rental or a virtual office package among many other business solutions. Founded in 1980 in California, Mail Boxes Etc grew quickly to 5,000 stores across America. Its success continued worldwide, where there are currently over 1,600 Mail Boxes Etc stores, including a network close to 160 outlets across the UK and Ireland. The strength of the business model is what keeps Mail Boxes Etc ahead of the retail sector, while its multi-faceted revenue stream, coupled with a willingness to innovate, means this high street franchise is a perfect fit for someone prepared to offer practical solutions alongside quality customer care.
WHAT YOU NEED TO KNOW
WHAT YOU NEED TO KNOW
INVESTMENT LEVEL: £60,000-£70,000 (plus VAT).
INVESTMENT LEVEL: minimum personal investment is £15,000. Typical start-up cost is around £50,000 (plus VAT).
WHAT YOU GET: pre-launch and ongoing training; help with site location and lease negotiation; financial and business planning support; national marketing activity.
WHAT YOU GET: comprehensive training; exclusive licence; start-up coaching and consultancy; technical training and support; marketing assistance.
INFORMATION: www.mbe.co.uk.
INFORMATION: www.mr-electric.co.uk.
MAKING MONEY 47
BRAND PROFILES
SIX
EIGHT
MOBALPA French kitchen manufacturer Mobalpa opened for business in the French Alps in 1907 and now reaches more than one million customers internationally. Before investing, prospective franchisees undertake a testing process that all Mobalpa directors, designers and managers have completed. Training days take place at the company’s concept showroom, followed by a seven-week programme in France, where prospects are briefed on running a kitchen showroom, the products and the selling process. The UK team then continue to support all franchisees with business and retail skills, utilising their combined retail experience in the country. With plans to expand the franchise network across the country, Mobalpa is looking for franchisees who can multitask, are forward facing in a customer environment and are motivated to succeed. Country manager Kyle Whittle says: “We’re excited about continuing our growth and look forward to meeting new people with the drive to run their own business as part of a leading kitchen brand.”
SUBWAY The Subway brand is the largest quick service food outlet in the world, with over 2,500 stores in the UK and Ireland and more than 44,000 stores in over 110 countries. The company has an ambitious target of 3,000 stores by 2020 in the UK and Ireland. The investment required to open a Subway franchise is comparatively low for a brand of its size and stature and with relatively simple operations the business has a flexible approach to the physical layout of outlets. All new franchisees undertake a two-week training course at the company’s Cambridge headquarters before opening their store. The University of Subway offers over 400 online courses for franchisees and store employees, while experienced regional development agents are on hand to provide advice and guidance on everything from site selection and design, to advertising and purchasing. A Subway franchise is hugely rewarding, which is why over 70 per cent of new stores are opened by existing franchisees. As well as extensive training and support, franchisees benefit from being part of a brand that has built a loyal customer base and is committed to reducing its carbon footprint and positively impacting the communities in which it operates.
WHAT YOU NEED TO KNOW
INVESTMENT LEVEL: personal investment required is between £100,000-£150,000. WHAT YOU GET: seven-week training programme in France; training days in the UK; recruitment assistance; marketing and PR support; financial support; showroom design and development support. INFORMATION: www.mobalpa.co.uk.
SEVEN SIGNARAMA Founded in 1986, Signarama is the largest signs and graphics franchise in the world. Franchisees enjoy all the benefits that go with it, including world class training and support, enviable collective buying power, instant brand recognition and an R&D department focused on bringing the latest technology and software innovations to market. With the launch of its Light model in 2017, Signarama created a concept that offers a more affordable entry point to the industry. A low fuss, low overhead opportunity, the Light showrooms are fitted out like other Signarama centres, but without the production equipment. The smaller footprint means lower rent and business rates and because production is outsourced, franchisees concentrate on driving sales and delivering service. Managing director Aliyyah Nasser explains: “We wanted to open the opportunity up to a much wider audience. “The Light model is the ideal way for ambitious professionals to dip a toe into the lucrative sign market, with the option to upgrade to a full production franchise as their business grows.” With over 900 franchisees in 60 countries, the brand enjoys an excellent reputation for delivering quality products and outstanding customer service. A testament to this is that over 70 per cent of franchisee turnover comes from repeat business.
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WHAT YOU NEED TO KNOW INVESTMENT LEVEL: from £25,000 minimum personal investment. WHAT YOU GET: five-week initial training; dedicated development manager; quarterly regional meetings; access to the franchisee marketing committee; ongoing support in all aspects of the business. INFORMATION: www.franchise.signarama.co.uk.
TEN
WHAT YOU NEED TO KNOW
VISITING ANGELS Visiting Angels is already one of the largest home care providers in the United States, with almost 600 franchised offices. The business has been built over 20 years with strong ethical and community values at its core. The lessons learned from two decades in the private care sector are now being brought to the UK, as the Visiting Angels franchise is offered in this country for the first time. Managing director Dan Archer explains: “One thing we learned in the US is the importance of structuring the business as a carer centric organisation. “In the US, as in the UK, the availability of care staff is a challenge that comes from a competitive market. We believe it’s not possible to deliver a truly person centred service to our clients unless we also focus on the needs of our carers.” The Visiting Angels franchise is currently seeking five candidates to join the business as founding franchisees. Dan continues: “Our model is already well proven in the US and we have made the necessary legislative adjustments before starting the piloting of the business in the UK. We are now looking for five franchisees to work with us as development franchisees.” The development franchisees will benefit from being first into the business and, as a result, will be part of defining the future success of the franchise and work closely with the team at head office. A reduced franchise fee is being offered to the development franchisees.
INVESTMENT LEVEL: From £100,000. WHAT YOU GET: two-week training course; over 400 online courses at the University of Subway; access to experienced regional development agents; regular franchisee conventions; participation in the franchisee advertising fund, which provides regional and national marketing and PR; purchase and supply chain activity managed by IPC Europe, a franchisee owned company. INFORMATION: www.subway.com.
NINE TREND TRANSFORMATIONS Started in Australia in 1996, TREND Transformations is the franchise that brings affordable luxury to life and whose showrooms can now be found on four continents. Whether it’s a kitchen, bathroom or commercial space, the business has everything you need to design your ultimate dream space. A full service renovation franchise, it offers an impressive selection of stylish, luxurious and elegant surfaces - all at reasonable prices. The franchise offers luxury products including Orsoni mosaic tiles, along with a wide range of top quality quartz, granite, recycled glass and cabinet replacement materials. TREND Transformations’ installation service eliminates the stress of managing multiple contractors and clients and avoids the problems and setbacks typical of home improvement projects. It uses recycled materials in most of its production, making TREND Transformations the eco-friendly option too. Franchise owners come from different backgrounds and possess a range of skills, so renovation experience is not required - you will be taught everything you need to know. What matters is that you’re passionate, selfmotivated, enjoy working with people and are ready for a positive change.
WHAT YOU NEED TO KNOW INVESTMENT LEVEL: £150,000. WHAT YOU GET: comprehensive ongoing training programme; at least two weeks’ field training following launch; assistance with business planning, financial management and operations management; marketing support. INFORMATION: www.trendtransformationsfranchise. co.uk.
WHAT YOU NEED TO KNOW INVESTMENT LEVEL: £25,000 (£10,000 to the first five franchisees), WHAT YOU GET: full training, including one week in the US and one in the UK; ongoing support. INFORMATION: www.visitingangelsfranchise.co.uk.
MAKING MONEY 49
BRAND PROFILE
[ OSCAR ]
MIXING BUSINESS WITH PLEASURE As an animal lover and with a passion for the outdoors, Richard Hebden found the OSCAR pet food and accessories opportunity very appealing
W
hile considering his career options, Richard Hebden found security in the OSCAR pet food and accessories franchise. He explains: “Working in the drinks industry, I was always close to the risk of redundancy. 15 years, with 10 of those years in retail, and under the pressure of constant targets was very stressful. There’s always something to learn and working in that environment certainly gave me the strength of mind to transfer my energy into the idea of working for myself.” GOOD FOOD Richard found OSCAR via the British Franchise Association and his Springer Spaniel - called Oscar - who was in need of some good quality food. “As an animal lover and with a passion for the outdoors, the opportunity was very appealing,” he says. “I could not be complacent when choosing my next career, as this was to be long lasting for the sake of my young family. And although my wife is a primary school teacher, I had to be totally confident before making a final decision.” Richard says OSCAR provided comprehensive initial support to get him started. Now trading for two years, the support continues. “Despite doing lots of research, planning and speaking to financial and legal contacts as well as franchisees, constant reassurance is what I need as my business continues to grow,” he adds.
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“I have given myself tough targets in terms of turnover and profitability and my business is everything I want it to be - flexible, with less stress. It’s a pleasure to go to work. “Results are forthcoming and I was delighted when a customer asked me back to see the difference in the condition of two Collies after only three days of changing their diet.” RAPID GROWTH Richard’s enthusiasm for his business has enabled it to grow rapidly. “The products are easy to talk about and by supporting a local pet rescue charity, I have found yet another avenue that produces follow ups,” he says.
MY BUSINESS IS EVERYTHING I WANT IT TO BE - FLEXIBLE, WITH LESS STRESS”
“Besides being a local District Scout Commissioner in Flintshire, as a family we can all enjoy the outdoor lifestyle while I continue to network and build my business.”
INFORMATION Call 0800 068 1106 for full details and a free information pack. Email: discover@oscars.co.uk. Web: www.oscar.co.uk.
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BRAND PROFILE
[ OVENU ]
ENJOY A PROSPEROUS NEW YEAR Invest in an Ovenu franchise, says company founder and managing director Rik Hellewell
H
ere’s wishing you a happy, healthy and prosperous 2018 from the team at Ovenu. Our franchisees have survived the seasonal onslaught of enquiries and the inevitable requests for our service, giving ridiculously small amounts of notice. LAST MINUTE Still, nobody this year got close to a request we had on Christmas Eve a couple of years ago from a guy asking for his oven to be professionally spruced up first thing the following morning before his mother-in-law arrived for dinner. We’ll always try to help whenever we can, but our franchisee in question figured this was a step too far! You’d think being bombarded with enquiries and orders is always a good position to be in, wouldn’t you? In the main, you would be correct, but there are some serious considerations to be made before a definitive answer can be given. These considerations aren’t always obvious, so here’s a couple for you to ponder in a selection of carefully worded questions: Exactly how much did it cost to get the masses of enquiries through in the first place and which were the most cost effective? In addition to that and significantly more to the point, what is the cost of the overflow when you try to squeeze a quart into a pint pot? What damage is the overflowing liquid going to cause? Could it cause a slip hazard? Could somebody actually get hurt as a result?
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Who could benefit off the back of your marketing efforts other than you? Are you inadvertently making a competitor wealthy? These might seem to be pretty odd questions for an oven cleaning franchise to be asking, but there’s a small amount of method in our madness. The purpose of asking questions like those above is to help you look at things from more of a business perspective, rather than how an oven cleaning operator might see things. This is because cleaning ovens to the highest possible standard is just one of the components that make up our franchise package. There are two extra parts and these actually have nothing to do with cleaning at all - marketing and client retention. As you can imagine, all three are inextricably linked and somewhat hopeless in isolation.
CLEANING OVENS TO THE HIGHEST POSSIBLE STANDARD IS JUST ONE OF THE COMPONENTS THAT MAKE UP OUR FRANCHISE PACKAGE”
VALUABLE KNOWLEDGE Working with us as an Ovenu franchisee gives you the opportunity to learn and benefit from nearly 25 years of valuable knowledge and experience not just how to clean ovens. Our cloud-based operation manual contains an unrivalled amount of leading questions, plus all the hints and tips we’ve collected over the years. And as you’ve probably figured out, a huge amount of information about ‘all things business’ as well - all geared up and ready to provide the most comprehensive offering in the oven cleaning and valeting sector ever.
INFORMATION Call 01189 743911 or visit ovenufranchise.co.uk.
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ADVICE
S P E C I A L R E L AT I O N S H I P Linda Whitney explains how to judge whether you can work well with a franchisor
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ranchise relationships matter. Not just the ones set out in the franchise contract, but the personal ones that influence how well a franchisee works with the franchisor. However, when you’re at the early stage of considering a franchise, you don’t know the franchise management team well. How can you be sure you will get on with them long term? Paul Stafford from Chantry Marketing and Franchisee Recruitment says: “Assessing a franchise is a mixture of research and gut feeling.” RESEARCH THE FRANCHISE TEAM Ideally, do this before meeting any of the franchise executives in person. Include the business owners and the whole franchisee support team. Research their backgrounds online, looking at LinkedIn profiles, blogs and news about them. Paul says: “Try to judge whether you can gel with these people and that you can envision a strong working relationship with them. You must feel that they truly care about your success.” Don’t forget that even if you have no background in the franchisor’s industry, it doesn’t mean you cannot work well with them. Most franchisors don’t look for people with experience in their sector - rather, they prioritise the right attitude. Andy Knights, director of the Stagecoach UK performing arts franchise, says: “Prospective franchisees don’t necessarily need a background in performing arts. “We look for people who are passionate about making a positive
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Tara Dixon owns a Stagecoach franchise with husband David Hunter
impact on children’s lives. If a prospective franchisee shares this outlook, they’ll work well with us and with the rest of the network.” MEET THEM IN PERSON Meeting franchise executives in person is vital in deciding whether you can work with them - but beware first impressions. Don’t base your decision on the welcome you get the first time you meet them, be it at the head office or a franchise exhibition. If you feel they are being anything less than honest or trying to rush you into a decision, back off and rethink. Paul says: “You should feel they are being open and honest with you in your research. Franchisors worth joining will have integrity and patience, as they understand the commitment you’re making.” MEET EXISTING FRANCHISEES This is the best way to research the overall culture and day to day working
Frank Milner, president of education franchise Tutor Doctor
ASSESSING A FRANCHISE IS A MIXTURE OF RESEARCH AND GUT FEELING”
of the franchise, including the working styles of the management. Good franchisors will encourage you to meet any franchisee you choose. Ask them what the management is like. Don’t limit yourself to the star performers - you can learn a lot from those who have needed more support. Try to get a range of views. WEIGH UP WHAT YOU KNOW Don’t jump to quick conclusions. Paul says: “Give yourself time to think about who you’ve met and what you’ve learned. “Factual research and your instincts on the people in the business should build a good picture of whether can see yourself being happy there.” Roger Kennedy, a franchisee with education franchise Tutor Doctor, says: “I found Tutor Doctor at a franchise exhibition and then continued to research other options until I settled on Tutor Doctor.
“The recruitment process wasn’t easy, which reassured me that they took pride in the brand and exercised quality control over who was coming in. “I spoke to other franchisees and the family feel and supportive nature of the network was clear. The openness and enthusiasm from the team sold it to me in a genuine, non-salesy way.” NURTURE THE RELATIONSHIP Once you’ve signed up, nurture your relationship with the franchisor with honesty, open communication and involvement. David Glover, franchise director at care franchise Caremark, says: “Communication is key. Honesty and openness on everything from finances to personal motivation help develop a relationship that’s rewarding and commercially advantageous. “I particularly appreciate when a franchisee is willing to ask for help when it’s needed and to accept advice when it’s given. “Then it’s about being involved. Interact with your network, participate in meetings and events - show you value the business you’ve become a part of and are passionate about the brand.
“At Caremark, we appreciate franchisees getting involved, as this builds relationships and a level of mutual respect between franchisor and franchisee.” Tara Dixon, who owns a Stagecoach franchise with husband David Hunter, says: “The head office team answers any questions, but at no point does it feel like we’re being talked down to - we feel like business owners.” David adds: “We’ve built a relationship with our franchisor based on mutual respect.” AVOIDING RELATIONSHIP BREAKDOWN “As in most human relationships, the crux of most problems is poor communication between franchisee and franchisor,” Paul says. “It’s when the talking stops that problems build.” Good franchises have open channels to discuss things, such as franchisee representation groups and regular franchisee meetings. Let your franchise team know about how you are getting on - and not just about problems you’re having. Be honest and open and expect the same from them.
WHAT CAN GO WRONG Common problems include long established franchisees getting upset when innovations change the way things are done. Paul Stafford from Chantry Marketing and Franchisee Recruitment says: “Good franchisors communicate the reasons for the changes, show their positive impact and discuss and address concerns. “But we’ve seen franchisors impose changes with little or no discussion that exacerbated a particular franchisee’s worries and their relationship never recovered.” Another common problem is a franchisee thinking they can revolutionise the business model overnight. Paul says: “Suggesting new ideas and innovations is welcome, but ignoring brand guidelines or altering the model by yourself will cause friction.” Don’t forget, franchising involves following a business model and system, with a legal agreement in place that governs the rights and obligations of both parties. Breaking the terms of that contract can turn things sour quickly. Frank Milner, president of education franchise Tutor Doctor, says: “One of the biggest mistakes we made as a franchisor was ‘forgiving’ franchisees who weren’t following the model. “We quickly learnt this wasn’t good for the franchisee in question or for the rest of the network.”
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BRAND PROFILE
[ RIGHT AT HOME ]
FORCES TO FRANCHISEE Andrew Davies has made a successful career transition with the help of care franchise Right at Home
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I received from Right at Home was invaluable - I can’t speak highly enough about it.”
hen Andrew Davies transitioned to civilian life after a career with the armed forces, he wanted something to suit his skills and principles. Right at Home matched him to a ‘T’. During his 17-year career in the British Army, Andrew rose to become a commissioned officer, helping other officers prepare for successful operational command. He served in active duty in both the Balkans and Iraq for a number of years, before taking on this mentoring role. CIVILIAN LIFE In 2012, as he began his transition back to civilian life, Andrew saw franchising as the ideal way to start his own business. He says: “I chose franchising because being the master of my own destiny was important. I chose Right at Home because they offered a lot of support, allowing me to be my own boss and follow my passion as I shifted from the structure of army life.” Right at Home offers exceptional home-based care, with the aim of making a difference every day. At its heart is the desire to protect clients’ independence, so they can continue to live in their own homes. It was his work with the Alzheimer’s Society, coupled with a respect for the hands-on home care of Right at Home UK, which convinced Andrew the company was the right ethical and business fit. “I wanted to offer something back to my local community,” he says, “By offering local jobs, community
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I CHOSE FRANCHISING BECAUSE BEING THE MASTER OF MY OWN DESTINY WAS IMPORTANT”
engagement and the best in quality care of Right at Home, I know we’re making a real difference. “This has been evidenced by us building a great care team and a client review score of 9.8 on the leading independent homecare website, homecare.co.uk.” Andrew was attracted to the care industry by the potential for growth: “I could clearly see the benefit of controlling my own growth and income.” With around 1.58 million people currently employed in social care and 6.5 million seniors requiring assistance with daily activities, Right at Home owners are well positioned to build a profitable future. Not having a background in care didn’t deter Andrew from the Right at Home business model. He explains: “It can all seem a bit overwhelming before you get started, but the training
MANAGEMENT FRANCHISE The management franchise model was established in 2011 by managing director Ken Deary, using the experience he gained as a McDonald’s franchisee and having opened and managed a privately run care home. “Ken has 25 years’ experience and is devoted to the notion of achieving excellence across the board,” Andrew adds. “And I’m fully on board with his vision.” The Right at Home network agrees, as it’s consistently scored the company over 90 per cent in independent franchisee satisfaction surveys. Andrew has built his Right at Home business - and his reputation - to become an award winning example for others. In November he won the esteemed BSi Resettlement Franchisee of the Year award as an acknowledgement of the challenges many deal with when leaving the armed forces. “I’m proud of the business I have built over the last five years,” Andrew says. “There’s no way I would be where I am today without Right at Home’s support. Winning the Service Leaver Franchisee of the Year award is a nice icing on the cake.”
INFORMATION Visit www.rightathomefranchising. co.uk or email enquiries@rightathomeuk.com.
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The British Franchise Association’s advice to picking the right franchise is as follows: ✔ ✔ ✔ ✔ ✔
should be able to recover your initial franchise fee in the first year; A reliable residual income from regular clients; can build an asset that can be sold at a profit; free access to 100% of existing franchisees network; well proven systems and procedures and continual training and support.
We have all of the above and much more besides. Don’t settle for less.
www.time4youfranchise.com
ADVICE
A R M E D W I T H T H E FAC T S The Prospect Franchisee Certificate is a must for anyone considering franchising as a business investment option, Richard Holden, head of franchising at Lloyds Banking Group, says
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n addition to this publication, there are numerous ways to review the franchise market and research the most suitable opportunities to meet your own wish list. Whether you visit a franchise exhibition, read magazines, attend a training event or look online, the amount of advice available can be bewildering. So how do you know you’re being steered in the right direction? DON’T SLIP UP Thorough research is the key to avoiding common pitfalls that may slip up the bold new business owner from achieving their goals. The first step, however, is to establish whether you’re personally suited to running a franchise. It’s essential that any prospective franchisee, prior to making a commitment to a franchise brand, has a good idea about what they’re getting into. To be a successful franchisee, you would have to be the type of person who can stick to an established business model without wanting to change it. Someone with a strong entrepreneurial spirit or who wants to reinvent the wheel is unlikely to make a good franchisee. You will be running your business using someone else’s know-how and expertise gained over years, replicating their success by using their ongoing training and support. TRAINING PROGRAMME The British Franchise Association is a trusted impartial adviser overseeing the sector and supporting the growth of ethical franchising in the UK.
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The bfa, in association with Lloyds Bank, has developed a training programme for all wouldbe franchisees called the Prospect Franchisee Certificate. The aim of this training course is to educate potential investors about franchising, from researching the opportunities and selecting the right franchise brand to the legal and financial aspects, as well as the candidate’s suitability to franchising. The PFC offers an impartial franchising education on how to find, research and run the right business for you. Taking less than a day to complete (there’s no time limit if you prefer bite size snippets), a series of 13 video modules cover everything from identifying and evaluating franchise opportunities through to business planning, essential legal information and the final interviews with a franchisor. Videos are delivered by renowned experts in their field and include sections from experienced franchisors, as well as professional advisers. Each module includes a short online assessment to ensure an understanding of the topic covered. After completing all the assessments, you’ll be the proud holder of a PFC and armed with the facts you need to make an educated decision on your future business. Best of all, this programme is available free of charge because it’s sponsored by Lloyds Bank. It can be accessed by visiting bfa.trainme.tv. SELECTION PROCESS Any franchise brand worth joining will be selective about who it recruits into its network, so prospective franchisees
THE PFC OFFERS AN IMPARTIAL FRANCHISING EDUCATION ON HOW TO FIND, RESEARCH AND RUN THE RIGHT BUSINESS FOR YOU”
who are well informed and researched will rise to the top of their list of applicants. By joining a franchise, you have the reassurance that you’re investing in a proven business model, as well as being supported by a team with the expertise to help you make your business a success. Investing in a franchise is a big decision, so give yourself the best possible opportunity of selecting the right franchise brand and building a successful business by undertaking this free educational programme, which is a must for anyone considering franchising as a business investment option.
INFORMATION Visit www.lloydsbank.com/ franchising.
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INTERVIEW
CARING CONCERN Carol Godding and Cath Arnold’s Extra Help franchise takes on virtually any job that will make life easier for anyone in the community. Trevor Johnson reports
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ust imagine there was someone you could ring up and ask: “How are you fixed for walking the dog, tidying the garden, doing a bit of shopping and giving us a hand with clearing out the spare room?” Carol Godding and Cath Arnold are delighted to get calls like that. Their award winning Extra Help franchise on the Wirral does exactly what it says on the tin - it takes on virtually any job that will make life easier for anyone in the community, regardless of age or circumstances. INDEPENDENT LIFE Cath says: “About 80 per cent of our clients are elderly and in many cases the help we give allows them to stay in their own homes and enjoy a relatively independent life.” This mirrors the national trend: the UK care market is currently worth £6 billion, with two thirds being spent on the over-65s. This blend of work and caring concern was just what Carol and Cath were looking for when they decided to go into business together 18 months ago. Cath, a teacher for 25 years, was language director at a girls’ grammar school and Carol was an administrator for a local preschool. While they both loved their jobs, they wondered whether it was time to try something new. As Cath puts it: “As a language teacher, I always encouraged my pupils to step out of their comfort zone, so I thought it was time for my mid-life self to practice what I preached. With a long time to go before retirement, I felt in need of a change.”
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As it happened, Carol felt the same. The two met at their children’s school and later at a yoga class. They started meeting for coffee and after a while wondered if they could run a business together. RIGHT VALUES Carol had previously run a franchise and suggested this might be the way forward. The friends attended a franchise exhibition in Birmingham and considered several franchises, before deciding that Extra Help ticked all the boxes. “Its values felt right,” Cath says. “And we liked the fact we could build a business around having five children between us and so needed to be flexible.” With her previous franchise experience, Carol also liked that Extra Help provided varied services, rather than being restricted to the usual one. “It meant we could respond to the target market more effectively,”
she says. “It was also a management franchise and staff were self-employed, so there was no PAYE, National Insurance or pensions to take into consideration. Carol adds: “It was really important that we found something we both enjoyed. We weren’t looking to make millions, but just wanted to find a business that was relatively easy to run and would provide us both with an income that would take us up to retirement.”
WE LIKED THE FACT WE COULD BUILD A BUSINESS AROUND HAVING FIVE CHILDREN BETWEEN US AND SO NEEDED TO BE FLEXIBLE”
The franchise covers 150,000 households on the Wirral peninsula and after little more than a year has nearly 90 regular clients serviced by 18 staff. Recently, Cath and Carol’s hard work was rewarded when they became Extra Help’s new franchisee of the year. “I was nervous about taking the initial step,” Cath admits. “But we have found that running the business together does work well for us. We can cover for each other and look after each other’s children if needed - and we both
share the Extra Help values, which make the service stand out. “It’s been a steep learning curve for me and it’s not always been easy. We’ve had some challenging cases and it was hard work getting everything going, but this award shows we must be doing something right.” SUCCESSFUL FRANCHISES They are. Claire Robinson, Extra Help’s managing director, says: “It’s been wonderful welcoming Cath and Carol as Extra Help Wirral franchisees.” Claire started the business with a friend in 2010 and has seen it expand to 13 successful franchises. “I get enormous satisfaction from bringing new franchisees on board and helping them grow their own businesses,” she says. A former nursery nurse, Claire had previously run a busy publishing business, but decided to move into a completely new market. She remembers: “Assisting the elderly remains our passion, but as the business expanded we recognised that a huge gap in the market existed for the provision of domestic and home help services to many different types of people.” Since launching, Extra Help has expanded its range to include domestic and mothers’ help, assistance to new and working parents “and just about anyone else who needs us.” SEA CHANGE Claire also detected something of a sea change in the market: “People
are living longer and want to remain independent. The older generation are not good at asking for help, so it’s the younger generation who are now paying for these services for their parents or grandparents. “All our lives are becoming busier and we want to spend quality time with our relatives, not just doing the shopping for them or the cleaning.” Carol goes along with that: “It’s been enriching to meet so many different clients and hopefully make a difference to their lives. When you spend time with older people and listen to their experiences, it’s a real eye opener. They have so many stories to tell.” Cath adds: “Many of our elderly clients are highly intelligent people who just love a chat over a cup of tea someone to talk to in a life that is often very lonely. One client, a 91-year-old man, goes for days without speaking to anyone apart from us. “When you’re on your own, just a trip to the shops or a coffee out with someone are great events. It’s so rewarding to be able to help people like that.” INVESTMENT LEVEL An Extra Help franchise costs from £8,000 (plus VAT). For this, franchisees get initial residential training followed by regular face to face sessions, plus management support for as long as it’s needed. The start-up package includes an exclusive territory, social media set up and advice, a customised database management system, advertising and market research. “It’s hard work, but it really does get easier,” Cath and Carol assure us. “We’re still excited about the future and are looking forward to building on our success - there’s so much potential out there we’ve hardly scratched the surface.”
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SHOWS AND EVENTS
[ INTERNATIONAL FRANCHISE SHOW ]
MAKE YOUR MOVE The International Franchise Show offers access to the latest information and opportunities
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tarting a business can be daunting and while some people have the natural abilities and expertise to run a start-up alone, franchising offers more structure for launching, operating and growing a business - all backed up by a sound model. Franchising in the UK contributes more than £15.1 billion annually to the economy and has seen a 70 per cent increase in its workforce over the past decade. With over 900 brands operating and 97 per cent of franchisee owned businesses profitable, the UK franchise industry is booming.
IN 2018 THE EVENT TAKES PLACE AT EXCEL, LONDON ON FEBRUARY 16-17”
READY-MADE MODEL Investing in a franchise can provide a ready-made business model with a loyal customer base, along with relationships with suppliers and extensive training. Over the last seven years the International Franchise Show has helped thousands of people to make their move into new business, offering access to the latest information and opportunities within this fast moving industry. In 2018 the event takes place at ExCeL, London on February 16-
WHY ATTEND? Find out how you can be your own boss and discover a diverse range of franchise opportunities all under one roof. Get free expert advice and learn everything you need to know about starting your own franchise. Understand how to pick the right franchise for you. Find and talk to more international opportunities than anywhere else in the UK. It’s free to attend.
17. Every year the show features a comprehensive conference programme, hosted by experts and covering all aspects of the franchising industry. Seminar topics include the logistics and legalities of buying a franchise and finding out how you can franchise your existing business. The exhibition puts visitors in front of over 180-plus proven brands, including well known international companies such as McDonald’s, ActionCOACH, Sbarro and F45 Training. The show will allow you to scope out prospective opportunities and get more information on ones that are right for you. FRANCHISE YOUR BUSINESS Expanding your business through franchising could be one method that saves you time and money on development. If you think you’re ready to franchise your business, the next step is to hear from those who have done it and understand the steps you will need to
take to find your first franchisee. At the International Franchise Show, you will find an entire seminar hall dedicated to helping business owners franchise and grow. FINDING INSPIRATION Every year hundreds of visitors choose to join the great brands exhibiting at the show. Keith McGregor was made redundant from his job as a financial director and was recommended to attend The Franchise Show by a friend to get some inspiration for a new business venture. He spoke to many interesting exhibitors and found the Expense Reduction Analysts stand, which he felt ticked all the right boxes for him.
INFORMATION Register for your free ticket at www.ifshow.london or call 0800 1577950.
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BRAND PROFILE
[ ABLEWORLD ]
PROVEN MODEL Invest in the growing grey market by becoming an Ableworld franchisee
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oth Napoleon and Adam Smith are credited with calling Britain ‘a nation of shopkeepers’ and despite the relatively recent trend of purchasing goods online it’s still largely true. The vast majority (84 per cent) of retail sales still take place in traditional bricks and mortar retail outlets. When it comes to selling products and services to the growing ‘grey market’ this is particularly true, as many of these customers have the time and preference for touching and trying out products before they purchase them. EXPANDING DRAMATICALLY The so called grey market, defined as people over the age of 60, is expanding dramatically as members of the baby boomer generation reach retirement age and beyond. By 2030 it’s estimated there will be 20 million people aged 60 and over and by 2035 29 per cent of the population will be over the age of 60, while nearly one in five people alive today will see their 100th birthday. These statistics bring with them enormous potential for those seeking to meet the needs of an aging population.
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VALUED AT AROUND £1.5 BILLION ANNUALLY, THE MOBILITY RETAIL SECTOR IS SET TO EXPAND DRAMATICALLY OVER THE NEXT FEW YEARS”
As we get older, we often find that extra help is needed in terms of mobility. And that is where specialist retailers like Ableworld, the brand leader, have carved out a valuable niche in this fast growing sector. Valued at around £1.5 billion annually, the mobility retail sector is set to expand dramatically over the next few years and while some in society will undoubtedly feel the pinch if the economy slows down, many older people have significant savings and receive generous pensions. This means that if they need products like mobility scooters, specialist furniture and stairlifts, they have the resources to pay for them. As the largest retail mobility chain in the UK, Ableworld and its franchisees are well placed to meet this growing demand. From one store in 2001, Ableworld now has 34 stores across the UK and in 2008 started to offer its proven model as a franchise. Currently half the stores are operated under the franchise umbrella. Ableworld is looking to add more franchises in 2018 as it expands throughout mainland UK. You can establish your own retail mobility super store via a franchise
with Ableworld for as little as £75,000, which includes stock, leased premises, shop fitting, all fees and a generous marketing package to launch the store. Finance of up to 70 per cent is available via Ableworld’s banking connections (subject to status). TOP TRAINING Ableworld has a best-in-class training programme, which lasts six weeks and includes training for two people on all sides of the business and head office functions like accounts, buying, marketing, engineering and systems. Regular support and training from experienced Ableworld support managers complements the original training and Ableworld has a fully staffed head office with dedicated personnel covering all the retail functions. The unstoppable demographic forces driving the grey market are here to stay. The demand for mobility equipment is strong and increasing.
INFORMATION Email franchise@ableworld.co.uk or visit www.ableworldfranchise.co.uk.
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BRAND PROFILE [ CHIPSAWAY ]
SECOND TO NONE A ChipsAway franchise was a clear winner for Lee Janisch
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orking as a painter for 22 years, Lee Janisch lived in the US for nearly 20 years and moved back to the UK to be with his family. He wanted a career that would offer him a great work-life balance. Nearly five years after investing in a ChipsAway franchise, Lee has no regrets.
“My biggest concern was not knowing what to expect once I was out there on my own, but I attended a five-week intensive training course at head office, which was faultless,” Lee says. “The franchise support team, technical team, marketing team and all the other staff provide a second-to-none back-up service whenever needed.”
APPEAL He explains: “A ChipsAway franchise instantly appealed to me because I had previously been a spray painter by trade - it seemed like the practical choice.” However, the strength of the ChipsAway brand helped Lee make his final decision. After attending an open day at the company’s head office in the West Midlands, he was sold on the idea of a ChipsAway franchise.
Due to the training and support, including extensive national TV campaigns, Lee’s business has gone from strength to strength since he first launched in June 2013. “Becoming a franchisee has changed my life, because knowing the business is constantly expanding means a more financially secure future,” he says. “My goals for the future are to hopefully purchase more territories and continue growing the brand.”
INFORMATION Visit www.chipsaway.co.uk/franchise or call 0800 1455118 to book your place at an informal open day.
[ A&O IT ]
REBOOT YOUR CAREER Deliver IT support services to your local market as an A&O IT franchisee
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re you IT knowledgeable or an IT support professional? If you are, A&O IT needs people like you to help the company expand its services to the 5.5 million small and medium-sized enterprises in the UK. A&O IT is a new technology franchise providing outsourced managed IT services to SMEs.
Chairman and CEO, Rod Moore, says: “From our offices in the UK, we already have a proven track record of delivering services to over 90 countries across the world, sourcing the right skills and developing cost efficient services for large multinational clients. “We are now seeking talented individuals in the UK to develop our domestic market.” DEMAND The UK demand for managed IT services generates some £24 billion annually in revenue - and it’s increasing at an annual rate of over 10 per cent. A&O IT brings SMEs the benefit of a budgeted managed IT service plan that will protect them from unexpected maintenance costs.
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Rod adds: “In addition, as an A&O franchisee you can include help with vendor management and remote data backup and recovery. The managed IT service plan you offer can be extended to include networking, IP telephony, cyber security, cloud services and even managed print services.” A&O IT has experience in providing IT services worldwide, so it’s well placed to give you the support required to turn this low cost, low overhead opportunity into a significant local business.
INFORMATION Call 01753 768717, email opportunity@ aoitgroup.com or visit aoitgroup.co.uk.
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ADVICE
T E S T B E F O R E YO U I N V E S T Rob Orme, marketing manager at Franchise Finance, shows you how to assess a venture’s viability and make sure you have enough cash at the start of your business journey
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tarting a new business is an exciting time and the temptation can be strong to jump in with both feet, so as to hit the ground running. To an extent, this is a healthy attitude. However, assessing the viability of a new venture is vital from a risk perspective. There may be some challenging hurdles to jump in order to ensure the business has the best chance of success. Rushing into a new venture could lead to an oversight on capitalisation
The number one reason for business failure is running out of cash
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(making sure you have enough cash to sustain the establishment and growth of your business), misjudgement of demand and a failure to notice the launch of a competitor. How do you avoid this happening? Read on for my top tips: SUPPORT CHECK Depending on your personal circumstances, it’s probable these life changing decisions will affect your husband or wife, daughter or son,
your free time, holidays and a multitude of other areas of your life. Ensuring you have the support network you’ll need as your venture starts and grows is critical. If differences of opinion exist, it’s better to have a conversation at this point, so as to avoid conflict at a later date where the opportunity to change things may have been taken out of your hands. ALWAYS REMEMBER CASH IS KING You’ve probably heard it before, but it’s vital to not only know but actually understand why cash is king. The number one reason for business failure, franchise or otherwise, is running out of cash. It may seem surprising to some, but profitable businesses can and do close their doors if cash management is not up to scratch. Imagine a situation where a business sells £100,000 of goods on a Friday afternoon, credit terms of 30 days have been negotiated and the company packages and ships the goods to complete the order. On Friday evening management take staff out to celebrate the sale. On Monday morning the VAT bill falls due, along with a number of other bills the company had not adequately planned for. Technically, the company has made a legitimate profit, as the raw materials and associated manufacturing and delivery costs totalled £50,000. However, not having the cash when it’s needed has caused serious problems. Not being able to pay your bills in a timely manner will at best lead to late payment fees and in a worst case scenario could lead to debt collectors
it will prove worthwhile as it minimises the likelihood of business failure or other inefficiencies.
knocking at your door and even closure of the business. Having enough cash from the outset is of paramount importance. COMPILE A COMPREHENSIVE BUSINESS PLAN If only there was a tool available to help you assess the viability of a venture and then calculate the likely requirement of working capital at the outset of your business journey. Hang on, there is. A business plan serves both of these purposes. Business plans can be written for a variety of purposes, including crystallising business objectives, as an application for finance, assessing venture viability and calculating working capital requirements. It’s important to be realistic when putting together your plan. Being too optimistic and, similarly, being too conservative will not reflect accurately the likely performance of the business, which means the usefulness of the document comes into question. You might borrow too much capital and incur higher than necessary
borrowing costs or alternatively you borrow too little and run out of cash. RESEARCH AND INVESTIGATE YOUR MARKET INSIDE OUT TO CONSTRUCT SALES AND COST ASSUMPTIONS AS ACCURATELY AS YOU POSSIBLY CAN”
BE A SCIENTIST What do I mean by this? Don’t worry, I’m not suggesting you don a lab coat and some goggles. I am, however, strongly recommending you research and investigate your market inside out to construct sales and cost assumptions as accurately as you possibly can. While this may be a time consuming process,
BECOME A HUMAN CALCULATOR You’ll need to make lots of calculations to arrive at your working capital figure. How do you arrive at this all important number? By compiling comprehensive financial forecasts. I would suggest your forecasts span a period of say three years. Include a projected profit and loss account (to measure income, cost of sales and business overheads, arriving at your profit/loss amount), a cash flow forecast (showing the level of cash in your business account at any given time - this statement may show the requirement for an overdraft facility) and end of year projected balance sheets (showing what the business owns, owes and is owed at a snapshot in time).
LOOK FOR HELP IN AREAS YOU’RE NOT CONFIDENT You may or may not be an experienced business person, you may or may not be a fan of numbers or you may or may not have experience in producing comprehensive business plans. It’s a simple fact that some people are better equipped than others to assess the viability of a venture. If this process does not play to your own personal strengths, it’s sensible to seek some help and guidance. There is a range of support available in the franchise industry to help you, so seek it. Is it not better to invest some time and money in doing things the right way, rather than trying to do everything yourself, getting it wrong and ending up with a venture that never truly reaches its potential?
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BRAND PROFILE [ SHUTTERCRAFT ]
YEAR-ON-YEAR GROWTH Shuttercraft, a leading window shutters franchise company, offers highly profitable opportunities in selected parts of the UK
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huttercraft relaunched the franchise as a management opportunity in 2016 due to the extraordinary growth of the UK shutter market. Nigel Luke
As a Shuttercraft franchisee, you will not be fitting shutters - your role is to effectively manage the business on a day to day basis, managing one to two fitters while you focus on developing relationships in your local area. COMMUNICATORS Successful franchisees will be fantastic communicators, be prepared to work hard, follow the Shuttercraft system and be fully committed to getting the business off the ground in their assigned exclusive territory. Recent franchisee recruit, Nigel Luke (Winchester), tells us: “My job is to make people aware, so they can come to their own decision, but be inspired by what is available for every room in the house. “A site survey is key to understanding what options would work best for frames, fixings
and configurations. We offer a friendly, effective service in a non-pressurised sales environment – it’s a good business model.” You will benefit by having the ongoing support of an industry leading brand and a highly effective head office support team, which includes: Specialist multi-level franchise support. Outstanding marketing and sales training. A dynamic logistics and customer support team.
INFORMATION Book a call with Shuttercraft Franchise Manager Sean Goldsmith via www.shuttercraft-franchise.co.uk or email him at franchise@shuttercraft.co.uk.
[ WHAT’S ON IN ]
WEB PLATFORM You can become a What’s On In franchisee for under £1,000
O
f the What’s On In franchise, managing director Stephen Smith (pictured) says: “It was simple, we know the UK online advertising market is worth £89 billion and we saw the market was wide open. “We also wanted to make our franchise available to anyone and that’s why we priced it at £789. The return on investment is amazing. We also offer an interest free finance package.” USER FRIENDLY Dani Smith, joint managing director, says: “I needed to make sure our web platform was user friendly for the
72 MAKING MONEY
advertisers and that we could offer any business a free sales web page. “82 per cent of UK businesses have no website, so we needed to address this with a free web page for every advertiser.” A typical What’s On In website not only offers a franchisee an excellent income from advertisers, but also allows them to place affiliates on their website, which pay franchisees up to 70 per cent affiliate commission. A franchisee needs no technical knowledge, as all loading of adverts is carried out by the What’s On In support team.
Bookings are made online via the website and payment is made within three minutes direct to the franchisee’s PayPal account, which means excellent cash flow. Potential monthly incomes are £5,000£8,000, depending on commitment. Franchisees receive a fully exclusive postcode area. Stephen and Dani Smith believe What’s On In offers the perfect low cost entry into the profitable franchise arena.
INFORMATION Visit www.woifranchise.com or call 07860 833822.
FranFinder Making Money’s Franfinder provides everything you need to know about the franchising industry in a user-friendly 9-page reference guide designed to help you find the perfect franchising opportunity
For more information on any of the companies listed in this section visit www.what-franchise.com and click on ‘Looking for a franchise’. Then select the category(ies) you are interested in and find the companies you wish to know more about.
The World of
Franchising
F
ranchising is one of the most successful routes to owning your own business. Statistics confirm that the failure rate in franchising is 2.1 per cent against over 80 per cent for standalone start-ups. However, franchisors are highly selective when appointing franchisees who, as owner operators, will be responsible for maintaining the franchisor’s image and standards of service. Franchisors will always appoint applicants with the drive, discipline and ambition to succeed through a formal but tried-and-tested business plan. FUNDING Around 60 per cent of all new franchisees borrow to start their businesses. Typically, if you have £30,000 capital to invest, a bank specialising in franchising will lend you a further £70,000 – raising your start-up capital available to £100,000. USING FRANFINDER For more information on any of the companies listed in this section visit www.what-franchise.com and click on ‘Franchises For Sale’. Then select the category(ies) you are interested in and find the companies you wish to know more about. FRANCHISE BUSINESS CATEGORIES Franchising opportunities fall into well-defined business sectors and the Making Money FranFinder is divided into these categories for your easy reference:
FRANCHISE FACTS Franchising contributed £15.1 billion to the economy in 2015 and employs 621,000 people, of which 321,000 are in full-time employment. Both figures are up more than 10 per cent since 2013. The number of franchisee-owned businesses totalled 44,200 in 2015, over one third of which are run from home. 97 per cent of franchisee-owned businesses are profitable and over half turn over in excess of £250,000. Less than one per cent of franchisees closed their businesses because of commercial failure in the last 12 months. 29 per cent of franchisees run multiple units. More younger people are entering the franchise sector, with one in five franchisees who
n Bar n Business & Professional Services n Business Franchises n Care & Elderly Services n Childcare n Children n Cleaning n Coffee n Commercial & Industrial n Communications n Delivery & Haulage n Education n Entertainment n Fast Food n Financial Services n Fitness n Food & Beverage n Gym n Health & Beauty n Homebased n Homecare & Property Maintenance n IT & Computers n International n Lettings & Property n Motoring Services n Online Franchises n Pest Control n Petcare n Pizza n Plumbing n Print & Promotional Services n Recruitment n Restaurant n Retail n Services n Sport n Travel n Leisure n Vending
started their business in the past two years being under 30. Franchisee-franchisor relationships are at their strongest level, with nine in 10 franchisees declaring satisfaction. Home-grown success is converting into export success. Four out of every five brands in the UK are domestically owned, with 38 per cent expanding their business model overseas and a further 11 per cent considering doing so in the future.
Source: British Franchise Association/NatWest Franchise Survey 2015.
WEBSITES TO VISIT
Making Money www.what-franchise.com
British Franchise Association www.thebfa.org
Business Startups www.startupbusinessuk.net
MAKING MONEY 73
FRANCHISOR BAR
Bar Sport Coyote Ugly
BUSINESS & PROFESSIONAL SERVICES
INVESTMENT LEVEL
WEB ADDRESS
£60,000 barsportfranchise.co.uk £500000 - £1500000 coyoteuglysaloon.com
Auditel (UK) Ltd £37,950 Crane Business Solutions £20,000 Expense Reduction Analyst £39,900 Franchise Resales N/A Pitman Training £22,500 Rosemary Bookkeeping
auditelfranchise.co.uk/ cranefranchise.co.uk erafranchise.net/ franchiseresales.co.uk pitman-franchising.com/ rosemaryfranchise.com/
BUSINESS FRANCHISES
ActionCOACH £21,000 actioncoach-franchise.co.uk Aspray Limited £37,500 aspray.com/business-opportunities.html Bartercard £60,000 - £90,000 bartercard.co.uk Business Doctors £4,000 businessdoctors.co.uk Business for Breakfast bforb.com CNA International £30,000 cna-international.com/franchise.php CPA £14,750 cpa.co.uk/ £70,000 interfacefinancial.co.uk/page/opportunity Interface Financial Group Leadership Management International (UK) Ltd £15,500 lmi-ukfranchise.com/ Mail Boxes Etc £60,000 mbe.co.uk/franchise_opportunities/ Personal Career Management £25,000 personalcareermanagement.com/franchise.php X-Press Legal Services £12,000 xpresslegal.co.uk/view/Franchise/
CARE & ELDERLY SERVICES
Abacus Care Ableworld Bluebird Care Brightstar Care Caremark Clarriots Care Eirsen Health Care Heritage Healthcare Home Instead KarePlus Motivation & Co Promedica Right at Home Surecare
£22,000 abacuscare.com/franchise/abacus-care-franchises.htm £29,950 ableworldfranchise.co.uk/ £25,000 bluebirdcare.co.uk/key_information/franchising_with_us £1,000,000 franchise.brightstarcare.com/ £32,950 caremarkfranchises.com/ £32,500 clarriotscarefranchise.co.uk £69,500 eirsen.co.uk £27,995 heritagehealthcarefranchising.co.uk £39,500 homeinstead.co.uk/franchise/ £40,000 kare-plus.co.uk £13,000 motivation-and-co.com/motivationandcofranchiseops.aspx £18,000 promedica24.co.uk £100,000 rightathomeuk.com/ £32,000 surecarefranchise.co.uk
CHILDCARE
Pyjama Drama £2,350 pyjamadrama.com/franchise Sherpa Kids £15,500 sherpakids.co.uk/franchise/ Tigerlilly Childcare tigerlilychildcare.co.uk YogaBugs £15,000 yogabugs.com
CHILDREN
Apex Dance & Performing Arts apex360.co.uk/apex-360/dance-franchise/ Baby Sensory £6,000 babysensory.com/en/Run_A_Class.aspx Babyprints £15,000 babyprints.co.uk/franchise-opportunities Creation Station £5,500 thecreationstation.co.uk/Become-A-Franchisee/ Dancing Tots £7,000 dancingtots.co.uk/Franchise.html Diddi Dance £6,400 http://www.diddidance.com/ Footiebugs £15,000 thebugsgroup.com Helen O’Grady Drama Schools £15,000 helenogrady.co.uk/franchise-corner.aspx Kids Bee Happy £2,495 kidsbeehappy.com Leaps and Bounds £11,500 leaps-and-bounds.co.uk/opportunities.php Little Angels £6,750 becomeanangel.co.uk Little Impressions £7,500 little-impressions.com/little_impression_business_about.html Monkey Music Ltd £12,975 monkeymusicfranchise.co.uk/ Monkey Puzzle £30,000 monkeypuzzlenurseryfranchise.com Moo Music £1,499 letsmakemoomusic.co.uk Photography for Little People £15,000 photographyforlittlepeoplefranchise.com/ Progressive Sports £9,950 progressive-sports.co.uk/franchise.htm Razzamataz Theatre Schools Ltd £15,000 razzamataz.co.uk/franchises Rockabubz £3,997 rockabubz.com Rockin Jump rockinjump.com/trampoline-park-franchise/
74 MAKING MONEY
[ BRITISH FRANCHISE ASSOCIATION ]
Start your own business 2018 is the perfect year for a fresh outlook, according to Pip Wilkins, chief executive of the British Franchise Association
I
t’s that time of year again, when people think about how they can change their lives for the better. Are you considering taking the leap into self-employment through business ownership? If so, the British Franchise Association is here to help you decide whether franchising might be the right route for you. Many prospective entrepreneurs look to franchising as a way to take charge of their own schedule and reap the rewards of their own hard work. Whatever your reasons for researching franchising, there are opportunities of all shapes and sizes available for you to consider. WHERE DO I START? Firstly, it’s important to understand the business format franchising model. When a franchisor decides to expand its brand nationally or internationally through franchising, it grants a licence to each franchisee to trade under its brand and systems within an agreed premises or geographical territory for a certain period of time. To enable a previously untrained person to build and grow a business using its systems, the franchisor will provide in-depth initial training and continued support to franchisees. This means franchisees are often not required to have first hand experience within the sector they are considering, as long as they have the ambition and skills to make a great business owner. To help explain the model in more detail, the bfa has created a free online course called the Prospect Franchisee Certificate, in association with Lloyds Bank. This course is modular and features experts from the industry discussing topics from the basics of a franchise operation to points to consider about the franchise agreement. Accessing the course is easy, simply visit the bfa website.
CAN I MEET PEOPLE FROM THE INDUSTRY? A great place to network and commence your research is a bfa supported franchise exhibition. The next one in the calendar is The National Franchise Exhibition, which takes place on February 16-17 at the NEC, Birmingham. All brands exhibiting have been accredited by the bfa to prove they’re a viable business format franchise. Even if you’re unsure whether franchising is the right route for you, there are educational talks throughout the two-day event and bfa accredited professional advisers on hand to answer your questions and offer expert business advice. WHAT DO I NEED TO CONSIDER BEFORE I INVEST? There are a host of resources available on the bfa website to help prospective
THERE ARE OPPORTUNITIES OF ALL SHAPES AND SIZES AVAILABLE FOR YOU TO CONSIDER”
franchisees carry out their due diligence before paying any money or signing on the dotted line, including 50 questions to ask a franchisor and a directory of professional advisers to provide advice and their services. A good franchisor will understand this is a significant investment of time and money for you, so should be open and honest to valid enquiries. Just be sure to check it has evidence to prove its financial projections have been met in the past. Don’t forget to seek the advice of a solicitor who specialises in franchising before you sign the legally binding franchise agreement.
INFORMATION Visit www.thebfa.org.
MAKING MONEY 75
FRANCHISOR Seriously Fun Swimming Schools Spanish Amigos TetraBrazil Soccer Schools Tinies Childcare Tumble Tots (UK) Ltd Tutor Doctor
INVESTMENT LEVEL £12,500 £2,950 £5,995 £25,000 £14,000 £29,700
WEB ADDRESS seriouslyfun.net spanishamigos.co.uk tetrabrazil.co.uk tinies.com tumbletots.com/franchise-opps.php http://www.tutordoctor.co.uk/
CLEANING
Betterclean £19,995 bettercleanservices.co.uk/franchiseopportunities.php Bright and Beautiful £15,995 brightandbeautifulhome.com Chem-Dry chemdry.co.uk/franchising-opportunities Chemex £19,995 chemexfranchises.co.uk/ Clear Brew Ltd, Beer Line Cleaning Professionals clearbrew.co.uk/franchise-opportunities Club-Clean £14,995 club-clean.co.uk/franchise.html Countrywide Floorcare £10,000 countrywidefloorcare.co.uk/franchisees.asp Daily Poppins £16,995 dailypoppins.co.uk/franchise/franchise.php Diamond Home Support £1,295 diamondhomesupport.com/cleaningfranchise Dolly Char (UK) Ltd £7,995 dollychar.com/franchise.htm Domestique £10,000 thebusinessforyou.co.uk/ Dyno Rod £20,000 https://www.dyno.com/ Ecocleen eslsolutions.co.uk Envirogroup £23,950 envirogroupfranchising.com/ Furniture Clinic £19,995 furnitureclinic.co.uk/Leather_Repair_Franchise.php Maid2Clean £9,999 maid2clean-franchise.co.uk Merry Maids £16,560 servicemaster.co.uk/merry-maids/ Metro Rod £100,000 metrorod.co.uk/franchiseopportunities Minster Cleaning Services £28,225 minsterfranchise.co.uk/ Molly Maid UK £16,975 mollymaid.co.uk/franchise-opportunities My Home £29,995 myhome.com/franchise/ NATIONWIDE CLEANERS £7,999 nationwidecleaners.co.uk NIC Services Group Ltd £20,000 nicfranchise.co.uk/ Ovenclean ovenclean.com/franchise Ovenu ovenu.co.uk/franchise-opportunity/ Rainbow International £80,000 rainbow-int-franchise.co.uk Renue Systems renuesystems.com/franchisee-opportunities/ Safeclean £17,350 safeclean.co.uk/franchise.html ServiceMaster £23,650 servicemaster.co.uk/service-master-clean/ Time For You £4,750 time4youfranchise.com/ Total Clean £26,995 totalclean.co.uk VIP Bin Cleaning Ltd £10,000 vipbincleaning.com/2013/franchising.php Well Polished £9,995 well-polished.com/franchise/
COFFEE
Cafe2U Coffee Bike Esquires Coffee Houses Gloria Jean’s Coffees Mrs Fields Franchise Ringtons
£23,600 cafe2u.com/global/index.htm £10,550 https://coffee-bike.com/en/franchise/ £60,000 esquirescoffee.co.uk/franchising/ £18,000 gloriajeanscoffees.com.au/ £140,000 mrsfieldsfranchise.com £28,950 ringtons.co.uk/franchise
COMMERCIAL & INDUSTRIAL
Autosmart Ltd £12,000 startautosmart.co.uk/ Bio-rite £20,000 bio-rite.com/ FiltaFry £14,950 filtafryplus.co.uk/home.html IRT Surveys £30,000 irtsurveys.co.uk/franchises/ Jani-King (GB) Ltd janiking.co.uk/franchise/franchise.html Pirtek (UK) Ltd £70,000 pirtek.co.uk/franchise-opportunities.aspx Signal 88 signal88.com Skidproof £5,000 skidproof.co.uk/franchise/
COMMUNICATIONS
Business Development Partnership bdp-ltd.co.uk Telcoinabox telcoinabox.co.uk
DELIVERY HAULAGE
CargoCall Diamond Logistics Driver Hire
76 MAKING MONEY
£26,000 cargocallfranchising.co.uk/ £19,998 diamondlogistics.co.uk/franchise-opportunities-form/ £35,000 goo.gl/MAontV
FRANCHISOR
INVESTMENT LEVEL
InXpress UK Pack and Send c£100K TWO MEN AND A TRUCK® £50,000
WEB ADDRESS inxpress.com packsend.co.uk/packandsend_franchise.php twomenandatruck.co.uk/pages/franchise-opportunities.php
EDUCATION
ComputerXplorers £29,500 computerxplorers.co.uk/become_a_franchisee.php Helen Doron Educational Group helendoron.com/business-opportunities.php Jo Jingles Ltd £6,200 busop.jojingles.com/ Kumon Educational UK £3,000 kumon.co.uk/franchise-opportunities/index.htm MagiKats Maths and English £10,000 magikats.co.uk/ Wall Street English wallstreetenglish.com/franchising/become-franchise/
ENTERTAINMENT
Fitkid Go-Kart party Gymboree Play UK
£7,500 fitkid.co.uk/ £10,000 go-kartparty.co.uk £25,000 gymboree-uk.com/gymboree-working-with-children-franchise/
FAST FOOD
Auntie Annes £50,000 auntieannes.co.uk/Franchising/Franchising.html Baguette Express £30,000 baguette-express.co.uk/franchising/ Baskin Robbins £100,000 http//:baskinrobbins.co.uk Burger King Corporation £800,000 burgerking.co.uk/franchise-operations Donut King donutking.com.au/ Dunkin Donuts £1,500,000 http://www.dunkindonuts.co.uk/franchising/ Favorite Fried Chicken Limited £120,000 favorite.uk/franchises-new Little Caesars £330,000 franchise.littlecaesarsinternational.com/ McDonald’s £125,000 mcdonalds.co.uk/ukhome/Aboutus/Franchising.html Southern Fried Chicken £80,000 southernfriedchicken.com/franchise Subway £100,000 subwayfranchising.com The Country’s Best Yoghurt franchise.tcby.com Wimpy International Ltd £270,000 wimpy.uk.com/franchise.asp
FINANCIAL SERVICES
Certax Accounting £30,000 Cloud Bookkeeping £9,900 Dennis & Turnbull DNS Accountants £25,000 Franchise Finance Moneysave Solutions £24,995 TaxAssist Accountants £36,950
certaxaccounting.co.uk/franchising.htm cloudbookkeeping.co.uk/bookkeeping-franchise dennisandturnbull.com dnsaccountantsfranchise.co.uk franchisefinance.co.uk moneysavesolutions.com/franchising/ taxassistaccountants.info/themodel.php
FITNESS
Kung Fu Schools Pro-Fit Franchise The Fitness Space
£10,995 £5,000 £24,950
kungfuschoolsfranchise.co.uk pro-fitfranchise.co.uk/ thefitnessspace.com/own-a-fitness-space/
FOOD & BEVERAGE
bake & TAKE £75,000 bakeandtake.co.uk Bennigans bennigans.com/franchises.cfm brumbys.com.au/ Brumby’s Bakery Delifrance delifrance.com.sg/story Greene King Meet & Eat £85,000 greenekingpubsfranchise.co.uk/ Heavenly Deserts £100,000 http://heavenlydesserts.co/ Hooters £800,000 hooters.com/franchising Jaspers Corporate Catering £100,000 jaspers-franchise.co.uk/index.asp konagrill.com/more/franchising/brand Kona Grill Riverford Organic Vegetables £25,000 riverford.co.uk/about_riverford/franchise_with_riverford/ Sub Zero Ice Cream & Yohurt subzeroicecream.com/franchising/ Veeno Company, The £75,000 theveenocompany.com/franchising-with-veeno/ Vom Fass £19,500 vomfassuk.com VQ Juice Ltd £15,000 vqjuiceworld.com Wiltshire Farm Foods £100,000 wiltshirefarmfoods.com/opportunities
GYM
Fit4Less Snap Fitness The Little Gym
£95,000 energiefranchise.com/fit4less.html £325,000 snapfitness.com/fitness-franchise-opportunities £150,000 thelittlegym-eu.com/franchise/
MAKING MONEY 77
FRANCHISOR
INVESTMENT LEVEL
WEB ADDRESS
HEALTH & BEAUTY
Biothecare Estetika £21,500 biothecareestetika.com/en/franchising/ GlamnGlow Franchise.GlamNGlow.ca Guinot guinot.com Massage Heights £750,000 massageheightsfranchise.com Mirage miragebeauty.co.uk Rush £15,000 rush.co.uk/franchise/ Saks Hair and Beauty £15,000 saks.co.uk/careers/franchising/ Silverdaze £11,500 silverdazeuk.com/jewellery_franchise.php Supercuts supercutsfranchise.co.uk/ Taylor & Colt Franchise.TaylorandColt.ca Toni & Guy £60,000 toniandguy.com/careers/job/73 xtreme lashes xtremelashes.com/
HOMEBASED
No Letting Go
£20,000
nolettinggo-franchise.co.uk
HOMECARE & PROPERTY MAINTENANCE
Agency Express £18,500 agencyexpress.co.uk/franchise.cfm Apollo Blinds £20,000 apolloblindsfranchise.co.uk/ £9,500 briary.co.uk/franchising.html Briary Garden Services Colourfence £25,000 colourfence.co.uk £26,250 completeweedcontrol.co.uk Complete Weed Control Concept Building Solutions £27,995 concept-solutions.co.uk/opportunities Countrywide Grounds Maintenance Ltd £45,000 countrywidegrounds.com/franchise/ Countrywide Lawn Doctor £45,995 countrywidelawndoctor.com/franchising.asp Drain Doctor £35,000 draindoctor.co.uk Dream Doors £70,000 dreamdoorsfranchise.co.uk/ Dream Doors International Ltd dreamdoors.co.nz Ed’s Garden Maintenance £11,000 edsgardenbusinessfranchise.co.uk Envirocare Grounds Maintenance £43,000 franchise.envirocarems.co.uk/ £19,950 homeventilation.co.uk/franchise/index.php Envirovent the50plus.co.uk Fifty Plus Flat Roof Company (The) £25,000 flatroof.co.uk/ Furniture Medic £22,075 servicemaster.co.uk/furniture-medic/ gas-elec Safety Systems £16,500 gas-elec.co.uk/g-fixfranchise.html Granite Transformations gtfranchise.co.uk/ GreenThumb Ltd £31,700 greenthumb.co.uk/franchising Hire a Hubby £25,000 hireahubbygroup.com/sign-up/ In-toto £15,000 intotofranchise.co.uk/ £15,000 jimsmowing.co.uk/franchise-information.html Jim`s Mowing Lawnkeeper £15,000 lawnkeeperfranchise.co.uk/ £9,995 lawnscience.co.uk/franchise/ Lawnscience £19,500 magicman.co.uk/ Magic Man Mould Doctor moulddoctor.co.uk Reeds Rains £25,000 the-property-franchise.co.uk/ TruGreen £27,000 trugreen.co.uk/opportunities/ Urban Planters £55,000 urbanplanters.co.uk/franchise-opportunities/ Wilkins Chimney Sweep £15,000 franchisechimneysweep.co.uk/
I.T & COMPUTERS
Computer Troubleshooters
computertroubleshooters.co.uk/franchise-opportunity/
INTERNATIONAL
Desita desita.it Sky Zone skyzone.com
LETTINGS & PROPERTY
Belvoir Property Management CENTURY 21 UK Countrywide Signs Limited Enfields Go Direct Lettings Goodchilds HomeXperts Martin & Co Medics On The Move Northwood
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£22,500 belvoirfranchise.com/Franchise-Opportunity £23,500 century21uk.com/franchise £21,500 countrywidesigns.com/Franchise/ £100,000 enfields.co.uk/franchise £6,000 godirectlettings.net/be-your-own-boss/29 £22,500 franchise.goodchilds-uk.com/ £19,995 home-xperts.co.uk/ £25,500 propertyfranchise.co.uk/ £25,995 medicsonthemove.co.uk/franchise-introduction.aspx £25,000 northwoodfranchises.co.uk/
FRANCHISOR PHP Lettings Platinum Property Partners Property Inventories Redstones
INVESTMENT LEVEL
WEB ADDRESS
£10,000 phplettings.com £32,970 platinumpropertypartners.net/ £18,000 propertyinventories-franchise.com/ £11,995 redstones.co.uk/pid_563_Franchise.html
MOTORING SERVICES
ChipsAway International £29,995 chipsaway.co.uk/franchise-info-request-mmwf/ Dent Devils £8,500 dentdevils.co.uk/recruitment.htm Dent Wizard £20,000 dentwizardventures.co.uk/what-we-do/ Green Motion https://greenmotion.com/car-rental-franchise Mac Tools £50,000 mactools.co.uk/becomefranchisee Mobile Car Valeting £11,995 mobilecarvaleting.com/franchise.htm Red Driving School reddrivingschool.com Revive! £23,500 revive-uk.com/franchise Snap-on Tools Ltd £20,000 www1.snapon.com/franchise/uk The AA theaa.com/driving-school/driving-instructor Vanarama £24,995 vanarama.co.uk Wheel Specialist (The) £100,000 thewheelspecialist-franchise.co.uk/
ONLINE FRANCHISES
bestof.co.uk (the) Platinum Business Partners Project M
PEST CONTROL
Prokill Pest Prevention Whelan Pest Prevention
£25,000 £16,995
getthebestof.co.uk/ platinumbusinesspartners.co.uk projectmglobal.com prokill.co.uk/be-your-local-hero.asp whelanpestpreventionfranchise.co.uk/
PETCARE
Bark Busters Dog Training £18,000 barkbusters.co.uk/dog-training-franchise-business-opportunity Barking Mad £11,950 barkingmad.uk.com/franchising/become-a-franchisee Dial a Dogwash £14,500 dialadogwash.com/Franchise/ Dog Groom £15,000 doggroomuk.com Husse £9,900 husse.com/uk Living Portraits Livingportraits.co.uk Oscar Pet Foods £14,995 oscars.co.uk Pals4Pets £11,950 pals4pets.co.uk/franchise.html Trophy Pet Foods £15,000 trophypetfoods.co.uk/franchise.asp Wagging Tails £12,995 waggingtailsfranchise.co.uk
PIZZA
0800 Pizza Crust Gourmet Pizza Dominos Pizza £280,000 Papa John’s £175,000 Perfect Pizza Limited £30,000 Pizza Capers Gourmet Kitchen Pizza Hut £130,000
800pizza.com https://crust.com.au/ dominos.uk.com/franchising/ papajohns.co.uk/franchise/ corporate.perfectpizza.co.uk/ pizzacapers.com.au/ pizzahutfranchise.co.uk/
PLUMBING
Your Plumber
yourplumber-uk.com
PRINT & PROMOTIONAL SERVICES
Barrett & Coe £5,500 barrettandcoefranchise.co.uk Business2Business £13,250 businessmk.co.uk/images/ads/B2B-franchise-prospectus-2011.pdf Card Connection £20,000 card-connection.co.uk/franchise.php Cardgroup £14,995 cardgroup.com/franchising.html County Signposts £4,995 magazinepublishing.org.uk/ Dor 2 Dor £6,000 dor2dor.com Fastsigns £40,000 fastsigns.co.uk/FranchiseOpportunities.aspx Fastsigns International fsfastsigns.com/ Kall Kwik £50,000 kallkwik.co.uk Minuteman Press International £52,000 printfranchise.minutemanpress.com/ MyNews mynewsmag.co.uk Raring2go! £9,995 getraring2go.co.uk Recognition Express Ltd £35,000 franchisoroftheyear.com/ Sign-A-Rama £25,000 signarama.co.uk/franchise_information Signs Express Ltd £35,000 franchise.signsexpress.co.uk/ The Original Poster Company £33,000 originalposter.com/franchises/how-does-it-work
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FRANCHISOR Venture Photography Voucher Packs
INVESTMENT LEVEL £20,000 £10,000
WEB ADDRESS venturephotography.com/uk/franchising/ voucherpacks.com
RECRUITMENT
Antal International Network Drivers Direct Recruitment Agency MRI Worldwide Ltd Novi Global Prima Ardelle Associates Travail Employment Group
£50,000 £20,000 £95,000 £9,750 £15,000 £12,000
antalfranchising.com/ driversdirect.co.uk/Franchises.aspx mrinetwork.com/franchise-info/the-opportunity/ noviglobal.com recruitmentfranchise.co.uk travail.co.uk/franchise.asp
RESTAURANT
Beatons Tearooms £40,000 Pan Chai £35,000 Steak n Shake Wok and Go £130,000
beatonstearooms.co.uk panchai.com/franchise/ steaknshake.mc wokandgo.co.uk/
RETAIL
Bang & Olufsen £200,000 beoretailer.co.uk Bargain Booze £25,000 bargainbooze.co.uk/corporate/own-your-own-store/ index.html Blazes £7,500 blazes.co.uk/franchising-with-blazes/ Bo Concept £100,000 /franchise.aspx?ID=78030 Boots Opticians £200,000 bootsopticiansfranchise.com/franchising.php Cartridge World cartridgeworld.co.uk/franchise-opportunities Cash Converters UK Ltd £250,000 cashconverters.co.uk/franchise Cash Generator £70,000 franchise.cashgenerator.co.uk/become-a-franchisee/ Foot Solutions £160,000 footsolutionsfranchise.com/ Noa Noa £25,000 noanoa.dk/about-us/franchise.aspx One Stop £4,784 openaonestop.co.uk Snappy Snaps Franchises Ltd £30,000 snappysnaps.co.uk/info/franchise.php United Carpets £30,000 unitedcarpetsandbeds.com/p/franchise-opportunities/ Zipyard £40,000 thezipyard.com/franchise/our_brand
SERVICES
Franchising Centre (The) n/a thefranchisingcentre.com/ FT10 n/a FT10.co.uk Sandler Training £42,000 sandlerfranchising.co.uk/ WSI wsifranchise.co.uk
SPORT
Allstar Football Leisure Leagues Premier Sport your-business
£4,900 £4,995 £14,950
allstarfootballacademy.co.uk football-business.co.uk/default.aspx premiersport.org/career-opportunities-/make-sport-
TRAVEL
Go Cruise £11,995 Travel Counsellors £295 Your Perfect Travel
TRAVEL & LEISURE
Detective Project (The) Sports Xtra £149
cruisefranchise.co.uk/ tctravelacademy.co.uk/the-travel-franchise/ yourperfecttravel.co.uk thedtectiveproject.co.uk recruitment.sports-xtra.com/
VENDING
Snack-In-The-Box Ltd
THE DEADLINE FOR AMENDMENTS TO THIS SECTION FOR THE FEBRUARY 2018 ISSUE IS 29TH DECEMBER 2017
80 MAKING MONEY
£19,750
sitb.co.uk/
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FRANCHISE FORUM
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New year, new career How do you go about finding a franchise that’s right for you? Mark Scott, Nat West’s head of franchising, has some useful advice for first-time franchisees
been sponsored by the bank for a number of years.
J
anuary is usually the time when new resolutions are made for the year ahead. One of these resolutions may well be to begin a new career or start your own business. If it’s the latter, why not consider a franchise? The first place to start looking for options is the internet, specifically the British Franchise Association’s website. ACCREDITATION PROCESS The site has a full list of members who have been able to pass an accreditation process with three levels of membership: provisional, associate and full. The first level is the provisional list, which in the main comprises of companies relatively new to franchising. In many cases, there may not be any existing franchisees and it’s just the core business to provide a basis for launching the concept and attaining accreditation. The next level up is the associate list. Franchisors at this level will have provided the bfa with proof that
a franchisee can operate the model successfully over a 12-month period and will have provided the bfa with a copy of the franchisee’s accounts. The franchisor will usually be well into its second year of franchising before attaining this level. The third level is full membership and is where the most established brands reside, such as McDonald’s, Subway and Domino’s. These businesses no longer need to recruit new franchisees to sustain their businesses and will have been trading at least five years as a franchise. VISIT AN EXHIBITION You may also want to visit an exhibition, in which case earmark February and March 2018 and head to ExCeL and Olympia, respectively. These events are useful for meeting the senior management of the franchise and gaining invaluable information about a number of different concepts in one location. To find out more information, you can attend franchise seminars run by the bfa or NatWest, the latter having
RESEARCH HOW WELL KNOWN THE FRANCHISE AND ITS SERVICES/ PRODUCT ARE”
TOP TIPS You should also: Take a critical look at your strengths and weakness. Do you have the capacity, temperament and skills to run your own business? Do you have the support of your family? Ensure you have sufficient capital. You’ll need at least a third of the startup costs - half for a less established franchise. NatWest can help with the rest, subject to the usual credit assessments. Obtain a full list of existing franchisees. Where possible, visit franchisees to ask how their businesses are performing and find out about the level of training and support. Research how well known the franchise and its services/product are. A good reputation is a head start in business. Look at the market as a whole. Find out who your competitors are on a national and local level and how strong their position is.
INFORMATION Call the NatWest franchise team on 020 7747 1977 email franchise@natwest.com.
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