Find out who calls the shots (Daily Mail franchise | franchise opportunities)

Find out who calls the shots

By: Linda Whitney

YOU CAN run your own business by selling to other companies.

Many franchises involve selling business to business, but make sure that any you are considering offer training in the necessary sales skills.

'Selling to corporate clients is very different from selling to individuals,' says Kellie Perry of NBC Bird and Pest Solutions, whose franchisees use trained birds of prey to keep feral birds off buildings as well as using natural pest control methods for other kinds of infestation.

'You need to take a consultative approach, not the hard sell, and you must get to the decision-maker in a company, which is not always the boss.' NBC franchise includes business-tobusiness sales training in its £15,000 franchise fee, as well as courses from the British Pest Control Association.

Setting up with a franchise means you benefit from a known name, which helps businesses feel more confident about your services.

Mike Cressey of Pitman Training, which runs the Pitman Computer Support (PCS) franchise, a sister company of Pitman Training, says: 'Our franchisees sell to private individuals and small companies looking to cut costs on their IT support, because we offer our service without a call-out fee.' Franchisees get full training in computer support and repair as part of the £20,000 investment, but you must be IT-friendly.

Pitman Training is also looking for franchisees to run its training centres offering business and IT skills courses, including office skills, web design and accounts. You need to be business-aware. Investment fees available on application..

'The credit crunch is creating new opportunities as businesses look for new suppliers prepared to offer a keener deal,' says Chris Gillam of Mail Boxes Etc (MBE), the £60,000 High Street business service centre franchise.

MBE franchisees offer copying, printing and courier services, mainly aimed at small businesses. 'Experience in dealing with small business owners helps, but is not essential, as long as you are prepared to negotiate individual arrangements with customers,' says Mr Gillam.

Also offering to cut business costs is Auditel, whose franchisees aim to cut client companies' costs for energy, consumables and communications.

Clients have included Pizza Express, Calvin Klein and the YMCA.

The £29,900 investment includes training in analysing clients' costs and finding new providers. Franchisees get 50per cent of the sum the company saves. Training includes help from a business development manager.

Cost reduction franchise

Atlantic Business Resources also offers to reduce expenditure for companies on items such as fuel insurance and stationery. Investment costs £19,950.

Other business-focused companies include Netstationers, whose franchisees sell a net-based office supplies ordering service..

You need a good business head, plus an investment of £20,000 to £29,000.

New franchise Marla Custom Blinds is looking for its first franchisees, to sell blinds. About half the company's existing business comes from other companies, so franchisees will get training in selling to corpo- rate customers as part of the £14,500 investment.

NBC Bird and Pest Solutions franchise information; MBE; 0800 694 2026, Pitman Computer Support 01937 548 608; Pitman Training 01937 548 562; Auditel 0800 583 3355; Atlantic Business Resources 01580 200 100; Netstationers 01737 852 300; Marla Custom Blinds 0800 975 7373..

IAN CAIN (above), 44, runs Scotland's NBC Bird and Pest Solutions franchise, with clients such as oil companies Shell and BP, the National Grid and Miller Construction.

He provides pest control, including using birds of prey to scare feral pigeons off buildings.

His Harris Hawk, Archie, keeps birds from roosting under the roof of the national stadium, Hampden Park in Glasgow, and another hawk, Keerah, keeps seagulls off the St Fergus oil terminal.

'Selling to big businesses means you have to be passionate about your product and be patient, because the sales process can take a long time,' says Ian, from Edinburgh. 'Eight out of ten sales have a long gestation period, as you follow up a lead with a survey, draw up a range of options and wait for a decision.' His former job in consultancy helped, as he had experience of drawing up proposals and tenders.

'Sometimes when clients have a problem that needs dealing with immediately, you can make a quick sale, but not often, so when you start a business-to-business franchise, make sure you have enough capital to keep you going for at least the first year.'