Experience goes a long way (Daily Mail franchise story)

Experience goes a long way

By: Linda Whitney

YOUR business experience could help you start a business to business (B2B) franchise. Existing business contacts could give you access to clients, and your experience will give you credibility.

Franchisors usually provide you with the necessary sales training. Far from being a problem, the credit crunch is, in fact, creating new opportunities for many franchisees.

'In tough times, businesses often look for suppliers prepared to offer a keener deal,' says Chris Gillam of the MailBoxes Etc (MBE) franchise.

Its franchisees offer copying, printing and courier services. 'In a slow economy, companies might introduce new activities to promote their brand,' says Mr Gillam. MBE is looking for franchisees with business experience and £60,000 to invest.

Check the quality of sales and marketing training you get from any B2B franchise you are considering. Garth Allison, of business signs franchise Fastsigns, says: 'The key to success for B2B franchises in this economic climate is to focus on sales and marketing.'

The £40,000 franchise package includes a customised marketing plan for your business centre.

You must be able to make and maintain strong relationships with clients, says Nigel Toplis of Recognition Express, whose franchisees sell branded promotional items to businesses. Investment is £30,000.

IT fans might fancy the Spoton.net franchise, which involves selling editable websites to small and medium-sized enterprises (SMEs).

'Only half of SMEs have a web presence, according to the Federation of Small Businesses,' says franchisor Matt Baines, 'so we offer to build new and effective sites.' The £9,880 set-up cost includes training and technology.

MBE 0800 694 2026;

Fastsigns 0808 168 0145;

Recognition Express 01530 513300;

Spoton.net 01803 401 060;

Netstationers 07740 024 007;

FRANCHISING HOLDS UP WELL

NINE out of ten franchises are still trading profitably, says the annual NatWest/British Franchise Association franchising survey. The total number of franchises was 838 in 2008, when the statistics were collected, an increase of 3 per cent over 2007, and franchisors said they planned to open an average of nine new units over the next 12 months.

Brian Smart of the British Franchise Association said: 'It seems franchise businesses are in a much stronger position [than non-franchised companies] because they have the added protection of a proven business model and brand.

PHIL MARSHALL's previous experience

By: LINDA WHITNEY

PHIL MARSHALL's previous experience in business helped when he started a Netstationers franchise in January 2007, selling stationery and office supplies online.

'I had been in travel insurance for 26 years, so I started by selling to existing business contacts,' says Phil, 46, who works from home in Holsworthy, Devon. Phil had no previous experience of the stationery business or direct sales, but Netstationers trained him in a structured sales process.

'Selling to businesses is more complex than selling to individuals because each part of a company might be doing different things. You need to know about all of its operations and challenges to be able to offer a harmonious solution,' says Phil.

'It was difficult at times, especially at the beginning, but business has grown enough for my wife Sally to join me, and I am on track to achieve my ambition of £1 million turnover within three years of starting.'

Netstationers looks for new franchisees with business backgrounds. Sales experience is helpful but not essential, although people with a solid network of business contacts will have a head start.