Why it pays to be direct (Daily Mail franchise | franchise opportunities)

Why it pays to be direct

By: Linda Whitney

A DIRECT sales business could suit you if you like meeting people, as any franchises revolve around selling goods direct to customers.

Don't let the image of foot-inthe-door salesmen put you off.

Most direct sales franchises and business opportunities don't want you to work that way, and they provide training in effective and friendly sales methods.

'New franchisees often worry that they don't know how to sell, but we train you in a soft approach; a hard sell puts customers off,' says Suzanne Ivory of Ivory Tower Cards.

She is looking for people to visit retailers, offering to install racks of greeting cards, and returning to restock and collect money.

'We send head office experts out with you for the first four to six weeks, so you learn how to sell.

There is no script. You go in for a chat but ensure it covers the essential issues such as price and service,' says Mrs Ivory..

Investment varies, but a standard package, including training, stands, stock and help finding initial customers, is £13,500.

Selling may involve more than presenting a product. Chemex franchisees sell hygiene products to caterers, hotels, hospitals and holiday centres, but it takes more than a simple sales call.

'They may do a survey to establish hygiene protocols,' says Ron Hutton of Chemex. 'A sale is identifying a problem and solving it for the customer.' The £23,500 investment includes 12 weeks' training.

In some cases, the way you sell is regulated. Franchisees with not-for-profit private medical insurer WPA sell medical insurance to businesses and individuals and are regulated by the Financial Services Authority.

The investment of £7,500 (plus the essential £2,500 fidelity bond) includes training in products and sales in a regulated environment, plus presentation and maintaining customers.

Many business opportunities involve direct selling. Representatives with Usborne Books At Home And School sell children's books at playgroups, schools and family homes.

'We provide regular training courses and ongoing support,' says Bryony Bishop of Usborne.

There is no pressure to sell and you can work flexible hours.

Joining normally costs £38 including stock and stationery, but this month it is free.

The rising cost of living has led to a surge in the number of Avon representatives. Anna Segatti of Avon UK says: 'A direct-selling job enables people to supplement their income by increasing the hours they work.' Most start by selling cosmetics to friends, earning £1 for every £4 worth sold. As with many direct sales franchises, you can earn more by recruiting representatives — some earn up to £50,000 a year.

Chemex franchise information | Ivory Tower Cards 01628 626 866 | Usborne 01865 883 731 | WPA 01823 625 120 | Avon 0845 601 4040..