3.

25

771366 229039

1 1

1366-2295
ISSN

THE BUSINESS START-UP MAGAZINE

Making
Money

EXPERT
ADVICE

* Brand profiles
* UK-based start-ups
* Industry news
* Business plans

* NOV 16

Business

[Link]

TRENDS

T H E B U S I N E S S S TA R T- U P M AG A Z I N E

Why women
should be flocking
to franchising

MARKETING

MAVERICK

Opportunity

Shoestring start-up to
1 million brand
in 2 years

KNOCKS
Start your business
from just 49.99

Make Money
Online at Home
NOVEMBER 2016

with Simon Coulson of The Internet Business School

46
PAG E

THE START-UP
SURVIVAL GUIDE

The skills you will need

the warnings to heed

90
PAG E

THE BREXIT
EFFECT

Business as usual say the

franchise experts

OF
26 LAWS
SUCCESS
PAG E

How to be different and

stand out from the crowd

MM Master NOV 16 Covers_Layout 1 06/10/2016 16:36 Page 2

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 3

Making
Money

Welcome...
What affect will Britains momentous decision to
leave the EU have on the franchise industry?
What are the potential consequences for small
businesses that want to employ migrant workers
following the Brexit vote?
These are two of the questions weve attempted to
answer in the latest Making Money, as well as giving
you the inside track on the skills you need and the
warning signs to heed if youre about to start your
own business.
Someone whos successfully navigated the start-up
stage is 25-year-old Tom Cridland, the subject of our
entrepreneur interview this month.
Toms fashion company was on the brink of closure
before an inspired piece of marketing transformed it
into a million pound brand that today counts the likes
of Leonardo DiCaprio, Ben Stiller, Stephen Fry and
Daniel Craig among its customers.
If you want to find out more about his
unconventional business philosophy, read his story in
this issue.

[Link]
twitter: @businessden
EDITORIAL

EDITOR
Jeff James

ASSISTANT EDITORS
Catherine Eade, Louise Ramsay

ADVERTISING

ADVERTISEMENT DIRECTOR
Mark Forsyth
GROUP ADVERTISEMENT
MANAGER
Richard Davies Tel: 01323 471291
E-mail: richard@[Link]
ASSISTANT ADVERTISEMENT
MANAGER
Neil Phillips Tel: 01323 471291
E-mail: neil@[Link]
ACCOUNT EXECUTIVE
Sam Cradduck
sam@[Link]
CIRCULATION MANAGER
Mick Orrin
Tel: 01206 505912
SUBSCRIPTIONS
Tel: 01795 414667
PUBLISHER
Matthew Tudor
GROUP EDITOR
Ted Rowe

12 MAKE MONEY ONLINE AT HOME

With Simon Coulson of The Internet
Business School
16 OPPORTUNITIES EXPLAINED
Your definitive guide to the business
opportunities available in the UK
18 UNLOCK YOUR POTENTIAL
Why a Forever business could work
for you
22 DIGITAL PLATFORM
My Avon Store aims to support and
empower would-be entrepreneurs

10 SHAPE YOUR FUTURE

Want your business to prosper? Take
an interest in government legislation
and local education

CREDIT CONTROL
Sue Carr Tel: 01206 505903

DESIGN

ART DIRECTOR
Lee Whiteford
lwhiteford@[Link]
DESIGNERS
Steve Streeting, Lee Francis,
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& REPROGRAPHIC
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Every effort is made to ensure the
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SUPPLIER FORUM

4 MAKING MONEY

BUSINESS
OPPORTUNITIES

ADVICE
AND INSIGHT

Jeff James
Editor

Making
Money

[ CONTENTS ]
54 MAKING THE GRADE
The four qualities you should expect
from a franchisor
59 LEADING LADIES
EWIF shines the spotlight on award
winning females in the franchise
industry
60 FEMALES IN FRANCHISING
Does more need to be done to
encourage women to become
franchisees?
68 UNDER SCRUTINY
Its crucial prospective franchisees
investigate the opportunities theyre
considering
90 HOW WILL BREXIT AFFECT
FRANCHISING?
The issues facing the industry
following the referendum result

FRANCHISE
OPPORTUNITIES

24 BREAKING THE RULES

Tom Cridland turned a start-up into
a million pound fashion company in
two years

56 WORK-LIFE BALANCE
Dublcheck gives franchisees a
guaranteed income and the flexibility
to have a life as well

26 COLD COMFORT
As winter approaches, dont let the
clocks go back on your profits

62 MOVING ON UP
In X-Press Legal Services, over half
the network are women

38 MEETING OF MINDS
The Business Show is back for its
36th edition on November 17-18

72 YOUTH AND AMBITION

Its proved a winning combination
for TaxAssist Accountants franchisee
James Darville

40 NEGOTIATING WITH SUPPLIERS

Paul Clapham has six top tips for
success
42 MIGRANT MATTERS
The potential consequences for
businesses wanting to employ
migrant workers following Brexit
44 JOINT VENTURE
Starting a family business after losing
your job could mean redundancy has
a happy ending
46 START-UP SURVIVAL GUIDE
The skills you will need - the
warnings to heed

76 GAS-ELEC CLOCKS UP 20 YEARS

Carol Otway provides an insight into
the brands two decades of success
80 HUNGRY FOR MORE
How Papa Johns franchisees are
cutting themselves an increasingly
bigger slice of the pizza market
85 FAN-TASTIC
ActionCOACH makes a positive
difference to both its clients and
franchise owners lives

MEET OUR EXPERTS

BRIAN DUCKETT

is chairman of The Franchising

Centre, part of the worlds 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.

VICKY WILKES

is a senior associate at law firm

Squire Patton Boggs (UK) LLP,
specialising in both domestic and
international franchising.

12

SHELLEY NADLER

65

is a legal director in Bird &

Birds international franchising
team and has many years
experience of advising on all
aspects of franchising.

MIKE CLEARY

assists clients to improve sales

performance through effective
marketing initiatives.

CHRIS DAY

is the creative director of The

Reel Thing Ltd, a supplier
member of the Direct Selling
Association.

CAROL STEWART-GILL

is founder and owner of

Dublcheck, a leading franchise
commercial cleaning company
that was established in 1993.

44

60

68
MAKING MONEY 5

News

SIGNARAMA SEEKS UK
PARTNERS

ALL THE LATEST FROM THE WORLD

OF SMALL BUSINESS...

New UK master licence holders Aliyyah-Begum Nasser

and Salim Giga say Signarama is the first sign franchise
to offer added value to sign centre owners considering
joining the companys network or people employed in the
sign industry wanting to set up their own business.
Aliyyah-Begum Nasser says: Its natural for existing
sign centre owners to ask: Why should I want to pay to
co-brand, as I already know how to run a sign centre?.
But when it comes to partnering with Signarama,
theres a lot more on offer than just our world leading
brand name and economies of scale. Our knowledge and
expertise is entirely relevant to the signage industry - we
are not generalists.
My experience as a change management consultant
enables me to help businesses turn around and expand,
while my father Salim has over 35 years experience
in print and imaging, making him well qualified to
advise on emerging industry trends and technological
developments.
Signarama has 900 centres in over 50 countries.
Its franchise package includes a proven business
model backed up with support and mentoring from the
companys support team.

REVIVE! TRIO CELEBRATE TOP

FRANCHISEE AWARD
Adam Holmes, Nathan Holmes
and Andrew Blackhurst of Revive!
Auto Innovations, Cambridge
won the British Franchise
Association HSBC Franchisee of
the Year Award at Birmingham
Town Hall on September 29.
Since 2007 they have grown
their SMART repair franchise
into a business that employs
14 people and operates from a
fleet of eight vans and a static
workshop.
The trio, who also won the
Customer Service Franchisee of
the Year Award, received 10,000
from HSBC as part of their prize.
Other category winners, who

each received 1,000, were:

Young Franchisee of the Year:
Ben Witcomb, Metro Rod.
Female Franchisee of the
Year: Tricia Craig, Metro Rod.
B2B Franchisee of the Year:
Kevin Lawley, Minster Cleaning
Services.
Olderpreneur Franchisee of
the Year: Steve Brown, Rosemary
Bookkeeping.
Microbusiness Franchisee of
the Year: Richard Bryan, Wilkins
Chimney Sweep.
Judges special award: Zak
Patel, O2, for his campaign to
provide access to technology for
visually impaired people.

DIARY DATES
NEW START SCOTLAND EXHIBITION
SECC, Glasgow
November 10-11

THE BRITISH & INTERNATIONAL

FRANCHISE EXHIBITION
Olympia, London, January 20-21

THE NATIONAL FRANCHISE EXHIBITION

NEC, BIRMINGHAM
February 17-18

BUSINESS STARTUP
Olympia, London
November 17-18

THE FRANCHISE SHOW

ExCeL, London
February 17-18

THE NORTHERN BUSINESS EXHIBITION

EventCity, Manchester
April 6-7

6 MAKING MONEY

TAXASSIST
CLIMBS
ACCOUNTANCY
RANKINGS
Its risen three places to 21st in the
2016 Top 50 survey published by
AccountancyAge.
The growth of the companys
franchise network contributed to a 13
per cent increase in revenue, which
saw TaxAssist generate 33.65
million in income - 3.65 million more
than in 2015.
Sarah Robertson, group operations
director at TaxAssist, says: Were
delighted to have risen three places
in the survey and that our business
model has helped our network to
provide accountancy services to
increasing numbers of small business
clients.
We have been following the
governments Making Tax Digital
plans with great interest to ensure
TaxAssist remains at the forefront of
the industry. This has included the
launch of strategic partnerships with
the latest cloud technology, so that
keeping their accounts organised has
never been easier for our networks
63,000 clients.

Start-up success
calculator
Available online at [Link], the survival calculator has been devised by software
company Ormsby Street and uses Office for National Statistics data to reveal the best and worst
survival rates over one to five years for a variety of business types.
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 in existence, Ormsby Street claims.
Information and communication-based businesses and retailers have the highest new business
survival rates after one year, but for longer-term survival businesses in the health and education
sectors fare the best.
They were the only two sectors in which more than half of businesses launched were still trading
after five years.
Property-based businesses were one of the most likely to fail after one year of trading, but proved
a much better long-term option when looking at survival rates over five years.
Accommodation and food services and business administration were the two industries most
likely to fail in the long-term, with both types of business filling the bottom two places after three,
four and five years.

Quote of the month:

THE BRITISH FRANCHISE EXHIBITION
EventCity, Manchester
June 16-17
FRANCHISE SHOW IRELAND
RDS, Dublin
September 8-9

CH ASE T H E VISIO N, NOT T H E

MONE Y. T H E MO NE Y WIL L E ND
UP F O L LOWING YO U.
Tony Hsieh, Zappos CEO, American internet
entrepreneur and venture capitalist.

MAKING MONEY 7

NEW INITIATIVE FOR

WOULD-BE FRANCHISEES

WEB NEWS
SACRIFICE
A FINGER
Proof, if any were needed,
that the internet has
become an indispensable
feature of modern life
- a third of the 2,000
Americans questioned
by telecoms giant AT&T
would sacrifice a finger to
stay connected. Another
third said theyd ditch
their sense of taste,
more than 15 per cent
said theyd forgo human
interaction and nearly
20 per cent said theyd
give up love. Over half
said they would allow a
stranger to die if it meant
remaining online. Only
35 per cent said they
would give up the internet
if doing so would allow
them to cure cancer.

SOCIAL MEDIA
Facebook is expanding
its services to small
businesses that want to
sell to customers in other
countries. Companies
will be able to choose
which countries they
want to target. 60
million businesses have
Facebook pages and more
than one billion people
using the social media site
are connected to at least
one business in another
country.

CYBER ATTACKS
A survey of 350 European
companies by Lloyds of
London has found nine
out of 10 big businesses
had been the subject of a
significant cyber attack in
the last five years. Despite
this, research discovered
less than half of senior
management said they

8 MAKING MONEY

worried about security

breaches.

FIREWALL
PROTECTION
GCHQ is planning to
create a British firewall
offering protection
against malicious hackers.
The proposal was made
by Ciaran Martin, director
general of cyber security
at the UK government
communications
headquarters. Its aim is
to protect government
sites and industries
regarded as central to
national security, but its
offering to widen the
scope to include private
companies.

CLOUD
COMPUTING
The uptake of cloud
computing among small
and medium-sized
enterprises has not
been as widespread as
some experts originally
expected. According to
research from managed
services provider
Claranet, more mediumsized companies are
using cloud services (60
per cent) than smaller
businesses (44 per
cent). Computer Weekly
reported that Tanya
Shirlow, head of SMB at
Microsoft, says there is
still scepticism among
small companies about
the cloud, but believes
this is starting to change.
Pundits say one key
advantage for SMEs
moving to the cloud is
that it allows them to
effectively reproduce their
business model in each
new site they take on.

The route to self-employment has

been made easier, thanks to a new
joint e-learning initiative between
the British Franchise Association
and Lloyds Bank.
The Prospect Franchisee
Certificate is the first course
of its kind created to deliver
a comprehensive overview of
what it takes to succeed in the
UKs 15 billion franchise sector,
where individuals run their own
businesses under an established
brand.
The modular, video-based
course provides insights into
everything from evaluating
franchise opportunities and
business management, to
financial understanding and legal
considerations.
Best of all, its free and can be
taken on any device, anywhere
with an internet connection, either
in a single day or in bite-sized
chunks.
Each module includes an
assessment that must be passed.
Upon completion, those in
possession of the PFC will have
demonstrated to franchisors they
have the skills, knowledge and
appreciation of the franchise
model required to successfully
own and operate a business.
Pip Wilkins, CEO of the bfa,
believes the course will transform
the recruitment process for both

parties in a franchise relationship.

Anyone who is considering
starting a franchise should be taking
this course as an integral part of
their research, she says.
Every good franchisor is
extremely selective about
franchisee recruitment, with
the most common reasons for
turning down prospects cited
as lack of capital, insufficient
business acumen or poor meeting
performance. The PFC will support
people in these areas and many
others.
Its simply good business
sense too. The more someone
understands the sector, the better
prepared they are for success as a
franchisee. I invite all franchisors to
make this course a key component
of their franchisee recruitment
process if theyre looking for the
highest calibre of franchisees.
The PFC can be taken by visiting
[Link].

SECOND CAREER FRANCHISE TREND

29 per cent of senior decision makers are likely to consider a career
change in the next five years, with 43 per cent of managing directors
thinking about a second career, research from McDonalds UK has
revealed.
The study, celebrating 30 years since McDonalds franchised its first
restaurant in the UK, found 17 per cent of respondents would consider
becoming a franchisee.
Benefits cited by senior decision makers include having a proven
business model (58 per cent), it being lower risk than setting up a new
business (49 per cent), getting to own your own business (38 per cent)
and having access to training and support (41 per cent).
Jason Clark, McDonalds VP for franchising, says: Unsurprisingly,
at a time when certain macroeconomic trends are causing uncertainty
in business, many senior executives are finding themselves wanting a
change in direction.
Many of our franchisees were already operating successful businesses
before they came to us, while others have come from prominent careers in
the private and public sectors.
Our franchisees come from all walks of life, but the main thing they
have in common is a passion for success. They were drawn to McDonalds
by the challenge and opportunity - giving people with broad senior
management experience and entrepreneurial ambitions the chance to
build their own business.
With much of our future growth based on increased franchising, the
opportunities are potentially life changing, opening up new ways of
working for experienced corporate leaders.

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 9

ADVICE

SHAPE YOUR FUTURE

Want your business to prosper? Take an interest
in government legislation and local education,
Mike Cleary advises

arrying on from last

months article, the
following employment
topics and views might
be of relevance to your business.
They were raised during various
discussions I had with micro and
small business owners, who were
concerned about future employment
legislation and human resources.
With the bureaucrats of Brussels
relinquishing their hold on British

affairs, we are set for an opportunity

to better manage employment
legislation to suit British people and
UK business needs.
INCREASED CONCERNS
Interestingly, Brexit has increased
concerns among other key members
of the EU, whose populations have
a similar view about excessive
interference with their internal
affairs. This may assist future
Consider sponsoring
the college or
university course
debts of
some students

10 MAKING MONEY

European trade negotiations and

allow specific freedom of movement
for some markets and industries.
Hopefully, our new government
will better manage those within
the UK who are intent on crippling
British businesses by trying to
force personal agendas and social
welfare programmes to a point close
to anarchy, as evidenced by recent
strikes, sit-ins and civil disobedience.
These agendas are also reflected in
tedious and complicated employment
laws and guidelines requiring
expensive HR resources that directly
affect your bottom line. However,
as we have recognised before,
unless commercial and industry
representatives directly involve
themselves in getting what they need
to streamline employment, nothing
will change and a fundamental reason
for Brexit will be ignored.
Dont be fooled by diversity and
equality issues, continually referred
to by story hungry journalists in
the daily media. The reality is, if
youre managing your own business,
productivity is what matters more
than anything else.
Whoever you employ must fit your
working standards and business
culture. Forced diversity and quotas
of proportional representation are not
relevant to your bottom line. Natural
selection is what matters, which
means hiring the best person for the
job, no matter their sex or origin.
Social mobility, another
overworked phrase, can also be
ignored if you are objectively
selecting the right person for the job
with the appropriate qualifications,
experience, cultural fit and
communication skills.

debts are proven and all in addition

to a competitive salary. To be of most
benefit to the commercial environment,
only courses related to relevant
commercially viable industries and
science would be eligible.

INADEQUATE STAFF
Of common interest to many is where
they might get high quality staff from
in the future. This subject raised more
concern about British-born individuals
already in the UK, than those who
might be available from abroad.
Concern over poor quality basic
British education was the main issue.
Also mentioned was a lack of personal
discipline and ability to communicate
with peers, as well as more senior
colleagues. Career counselling was
referred to as being fragmented
and sparse, resulting in unrealistic
expectations or worse, such as lowering
of self-esteem.
Some of this can be blamed on the
dumbing down of higher standards over
two or three decades and a more recent
misplaced view that everyone should be
equal. Some of these issues, including
that of low esteem and character
building, might be addressed by the
reinstatement of grammar schools and
curriculum revisions, should they go
ahead.
Specific examples given related to
low standards of English language and
maths, together with the high number
of commercially irrelevant degrees
offered by some universities.
However, many were supportive
of various opportunities and

apprenticeships available from

technical colleges, but concerns were
raised about availability, geography and
variety of courses.
Local businesses could help this
potential lack of quality resource by
directly contributing to the education
and training of new employees. At
the lowest level, this could be by
supporting or even instigating career
counselling, if only by highlighting
your own successful experiences in the
commercial sector, together with your
expectations of making available future
jobs.
On this topic, all businesses needing
to fill specific roles in the mid and
longer term would be advised to let
local and regional education authorities
know what is required, together with
the minimum standards. That way the
establishment have the opportunity to
provide appropriate education for the
future.
At a more direct level, sponsoring
college or university course debts of
some students, if they complete their
courses and successfully qualify at the
end of them, could provide a pragmatic
and welcome offer.
To ensure fairness and affordability,
it might be appropriate to spread
payments over three or four years of
initial employment and ensure such

IF YOURE MANAGING
YOUR OWN BUSINESS,
PRODUCTIVITY IS
WHAT MATTERS MORE
THAN ANYTHING ELSE

PR BENEFITS
Such involvement does cost time and
money, but has PR benefits, more so
than just giving funds to a charity,
where you have to additionally pay for
advertising to tell everyone what you
have done.
With regard to the short term, dont
give up on existing reliable and good
quality European staff. Regulations
on European worker movement, as a
result of Brexit, will still take a couple
of years to be clarified and by that time
negotiations are likely to be by market.
Finally, dont forget to make every
effort to keep the good staff youve
already got. Make sure you know what
your competition is offering and give
more recognition and money to those
you need. This is particularly relevant
in lower paid positions, where an extra
50p an hour can encourage someone
good to move elsewhere.

ABOUT THE AUTHOR

Mike Cleary assists clients to
improve sales performance
through effective marketing
initiatives. MDC works with
domestic and international
organisations across a broad
spectrum of industries.
Marketing audits and mentoring
have been core specialities
since 1993.
Tel: (44) 01425 610960.
Email: info@[Link]

MAKING MONEY 11

COVER STORY

[ THE INTERNET BUSINESS SCHOOL ]

COULD YOU BE AN
INTERPRENEUR?
Simon Coulson, one of the UKs leading internet marketers,
can show you how to build a profitable online business

fter collapsing with

exhaustion and landing at
the bottom of an escalator
at Kings Cross tube
station, Simon Coulson decided his life
needed to change.
Hed followed the traditional model
of working his way up the corporate
ladder and was burnt out. Simon was
in his early thirties and decided it
was time to take a different path and
reinvent himself.
WAKE-UP CALL
In 2003 he took redundancy from
his job with BT plc, a company
he had served for 14 years since
leaving school. Simon had enjoyed

a successful career, becoming a

manager in customer relations, but
the fun had gradually disappeared
from his job. He also hated the
commute and long hours, and his
collapse at Kings Cross gave him the
wake-up call he needed to reassess
his life.
Simon had no plan when he quit
the rat race, but within months of
leaving BT he had started up his first
internet business, selling information
products he created from scratch and
sold through a website he designed
himself. It was an overnight success
and Simon could hardly believe it
when the ebook he had compiled using
Google as a research tool started to sell

so well that he was earning an average

of 400 a day from it.
At that point Simon started to think
of the internet as a cash machine. In his
words, all you needed was to put some
ideas and time and effort into it and the
internet would start earning money for
you, literally while you slept.
Simons first business success was
no fluke. He repeated his winning
formula and went on to create a string
of other ebooks and information
products.
To date he has built five seven-figure
online businesses that between them
have generated more than 20 million
in sales. The first 2 million of those
were from the spare room of his house.

Simon Coulsons online businesses have

generated more than 20 million in sales

12 MAKING MONEY

As well as selling information

products on everything from bonsai
trees to electrical regulations, Simon
has branched into a range of other
internet businesses, including
membership sites, online retail and
transaction services. One of his
companies signed up Premiership
football clubs as clients within months
of its launch.
CAREER HIGHLIGHTS
Simon has also become an established
public speaker on internet marketing,
which was an opportunity that came
to him accidentally. In typical style,
he didnt shy away when opportunity
came knocking and he has turned this
into another highly successful business.
Over the past decade Simon has
spoken around the world to audiences
of up to 8,000 people, including at
Londons O2 arena, and shared the
stage with world renowned experts,
including former USA President Bill
Clinton, Sir Richard Branson and Lord
Alan Sugar.
Running parallel to this success,
Simon has turned his hobby of playing
in a local pub band into another
profitable business venture. He did this
by cleverly rebranding the band into a
professional touring tribute act, which
has since performed to audiences of up
to 40,000 people.

Some of the other highlights of

Simons inspirational journey to
becoming an internet millionaire and
turning his life around include:
Getting to buy his dream car, a
brand new Ferrari, though he learnt
how the experience wasnt all he had
hoped for.
Travelling by helicopter to the
British Grand Prix and to an exclusive
Sting gig in Monaco.
Starting to write his own
music, giving his first original song
performance at the O2 and creating
a successful passion business
called The Songwriting Academy
([Link]).
Holidaying on Richard Bransons
private Necker Island and being
mentored by Sir Richard himself.
Buying his dream property, the
35-acre estate and set of his favourite
TV show, The Darling Buds of May,
which he has developed into a fivestar holiday destination and wedding
venue ([Link]).
POWER OF THE INTERNET
Simon says his firm belief in the
power of the internet is the key to
his substantial long-term success.
The view formed in the months after
he quit BT - that the internet is a
cash generating machine - has never
waivered.

THE INTERNET
BUSINESS SCHOOL
HAS TRAINED
THOUSANDS OF
ENTREPRENEURS
AND CREATED MANY
SUCCESSFUL ONLINE
BUSINESSES

The internet has become the

number one source for clients of
businesses, Simon says. It outstrips
all other channels such as television,
newspapers, directories, referrals and
radio. Its essential for any business
owner to understand how to leverage
the power of the billions of online
customers around the world.
Simon launched The Internet
Business School in [Link]
organisation has trained thousands
of entrepreneurs and created many
successful online businesses. The
Internet Business School has been
accredited by NCFE as a diploma
awarding body in internet marketing
and has also been accredited by CPD.
Simons idea to create the school
came about after he mentored some
friends to start their own successful
internet businesses.
He explains: I started by teaching
one of the guys in the band to start
his own business online. It was just
a favour for a friend and his business
was very successful. It won The HSBC
Start Up Stars award and went on to
generate 5 million online.
Other people were also asking
me for help and I could see there
was a demand for a whole range of
packages to help people set up their
own internet businesses. Thats how I
came to set up The Internet Business
School. The purpose of it is to train
other entrepreneurs and business
owners how to leverage the massive
power of the internet to grow their
businesses online.
The Internet Business School does
this through classroom-based training
courses and online digital home study
programmes. It attracts people across
all levels in business around the world,
from beginners who are just starting
an online or offline business, through
to existing business owners, who
either dont have a presence online or
want to improve what they currently
have.
Since its foundation, The Internet
Business School has trained thousands
of people through its online courses,

MAKING MONEY 13

COVER STORY
distance learning programme and one
to three-day workshops.
The most popular programme is the
intensive three-day Internet Marketing
Diploma Course. The course starts by
covering all the important concepts of
internet marketing and the essentials
for creating a website. At each step
course attendees are shown how to
outsource work, so that if they dont
want to do it themselves, they can get
someone else to.
Day one of the course includes:
Getting a website.
Domain names.
Used names.
Simple website design.
Easy website creation tools.
Finding the money niches.
List building strategies.
Video creation and promotion.
Video sales letters.
Easy landing pages.
Social media integration.
Software tools.
The second day covers multiple ways
to drive traffic to your website, many of
which are free to implement, including:
Google.
YouTube.
LinkedIn.
Search engine optimisation.
Facebook.
Twitter.
Forum sites.
Banner advertising.
Pay Per Click advertising.
Video syndication.
Mobile apps.
Viral products.
Day three teaches students how to
convert traffic into profit. It covers how

you can sell to website visitors, how to

build a recurring income, how to keep
your customers coming back time after
time, how to provide content, how to
sell other peoples products, how to
build a relationship so your customers
trust you and how to make sure a
customer becomes a lifetime customer,
not just a one off.
All these strategies make your
business and profits grow each day.
Other topics covered include:
Building relationships.
Running webinars.
Funnels.
Creating your own products.
Upsells/downsells.
Continuity products.
Membership sites.
Affiliate schemes.
Autoresponders.
Reviews/testimonials.

I ALWAYS TEACH MY
STUDENTS THE LATEST
TECHNIQUES TO HELP
THEM SUCCEED

Mobile marketing.
 ecoming a marketing consultant.
B
Growing your business profits.
There is also a one-day course
available on internet marketing,
plus one-to-one personal coaching, a
mentoring programme and a variety of
one-day workshops to help people stay
ahead in these changing times. Simon
believes this is key to business success.
KEY TO SUCCESS
When I first started out, the two main
ways of driving traffic to a website were
Google AdWords - paid - and search
engine optimisation, which is free, he
says. But now there are so many more
ways, including Facebook, Instagram,
Twitter, LinkedIn and YouTube, to
name just a few.
I have invested over 200,000 in my
own personal training to ensure I stay
ahead of what everyone else is doing
and I always teach my students the
latest techniques to help them succeed.
More importantly, I know what
doesnt work and I also share my
experiences, tips and tricks, so that
people learn from my mistakes.
The proof is in the pudding, as they
say. Simons students have gone on to
generate hundreds of thousands and
in some cases millions of pounds from
businesses he has helped them create
and develop through The Internet
Business School.

INFORMATION
Visit [Link].
comor call 01233 226222.
Read Simons inspirational book
Interpreneur, the insider secrets of
becoming an internet millionaire,
available at [Link].

14 MAKING MONEY

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 15

ADVICE

OPPORTUNITY KNOCKS
Louise Ramsays definitive guide to business
opportunities in the UK and how to start your
business from just 49.99

this will only supplement any income

you make elsewhere. Nevertheless, it
can be a realistic and low risk way to
start out in business.

DIRECT SELLING
Direct sales does what it says on the
tin - businesses approach customers
and sell or market their goods directly,
rather than, for instance, setting up a
shop. Most often, direct sales take place
in customers homes, though in reality
they can happen anywhere that offers a
good sales location.
Goods sold include those bought
from a catalogue and delivered by a
direct seller; products bought in a partystyle environment (more commonly
called party plan); demonstration
events, where items are sold to
customers; or products sold directly to
customers from a stall - for instance, at
a farmers market or fitness club.
On the whole, goods sold are
consumable, so there are plenty of
opportunities for repeat custom.
Direct selling differs to direct
marketing or mail order in that its

16 MAKING MONEY

based principally on personal contact

with customers. Perhaps the most well
known company that uses direct selling
as a sales method is beauty and fashion
brand Avon, which has been in business
since 1886.
While direct selling is facing
competition from the internet,
according to the Direct Selling
Association, its still a hugely successful
way of doing business. Around 400,000
people in the UK earn an income
through direct sales and its accepted
as a recognised method of retail
distribution worldwide.
Direct selling is an appealing way to
make money because it offers flexibility.
How much time you spend selling
goods is up to you and is based on
personal goals and other commitments
in your life.
It doesnt take long to start earning
money, but in the early days its likely

MULTI-LEVEL MARKETING/
NETWORK MARKETING
Multi-level marketing - or network
marketing - is a method of organising a
direct sales business. It works by using
the philosophy coined by American
industrialist Jean Paul Getty that it
makes better business sense to earn
small amounts of money from a large
number of people than to earn lots of
money from a few people.
Increasingly popular in the UK, it
offers an opportunity for an individual
to earn money not just through their
own sales to customers, but also
through a percentage of the sales other
direct sellers they have recruited
and trained make. Many direct sales
businesses are now arranged around
multi-level marketing principles.
Network marketing offers
opportunities to grow and develop a
business with a low initial investment.

THE DIRECT SELLING ASSOCIATION

The trade body for direct selling in the UK was
founded in 1965 to promote the highest standards
of consumer protection in direct sales.
Its strict code of conduct ensures member
companies comply with the law to protect those
selling their products and also consumers.
The high profile brands it boasts as members
include Avon, Neals Yard and The Body Shop at
Home. In all, it has more than 130 members in the
UK.
A point of contact for anyone who is interested
in moving into direct sales, one of its aims is to
raise the profile of the direct selling industry, while
protecting the interests of consumers and DSA
members.

Its a people trade, where ongoing

training enables an entrepreneur to
build teams of like-minded individuals,
who in turn build their own teams.
REFERRAL MARKETING
Referral marketing is a way of
reaching new customers through
a referral - often from a previous
or existing customer - and can be
extremely effective. Think how much
more seriously you take a friend or
colleagues recommendation for a TV
show, new product or service, than you
do an advert.
These sorts of referrals are usually
spontaneous, but businesses can
influence them through targeted
strategies. Social media, in particular,
is an effective way to get customers
sharing product experiences and is
helpful as a part of a direct selling
business model.
There are lots of other ways to gain
referrals. Business cards, for example,
are a low cost way of marketing yourself
to potential customers, as are offering
rewards, such as a free gift, to anyone
who refers a new customer to you.
PARTY PLAN
This is a form of direct selling where
products are marketed to invited
potential customers at a social
gathering, usually in someones house.
Think Tupperware party and youre on
the right track.
Generally a popular way to sell
products to women, typically goods on
sale include jewellery, cosmetics and
perfume - though wine and lingerie
have also sold well using the party plan
method.
In most cases, the direct seller offers
to host the party in a house other than
their own, with the householder offered
a reward to do so, such as a free gift or
a portion of the sales proceeds. The
householder invites their friends, who
are usually given a small gift as an
incentive to attend. The direct seller
shows off their wares, takes orders
from guests and earns a commission
on sales.
DROPSHIPPING
This is a way of selling goods a business
doesnt own. Instead, it markets
products to customers and when one
sells, buys it from a third party - usually
a wholesaler or manufacturer - who
sends it to the buyer.
The benefits at first seem obvious.
Theres no need to tie up money in
stock, so you can set up in business for
very little capital outlay. Overheads are
also low because you dont have to store

NETWORK
MARKETING OFFERS
OPPORTUNITIES TO
GROW AND DEVELOP A
BUSINESS WITH A LOW
INITIAL INVESTMENT

stock, your location can be flexible (all

you need is an internet connection),
you can supply a wide range of goods
and once theyre purchased, its the
supplier that does most of the work.
On the downside, low margins
are common, as dropshipping is a
competitive market. In addition, if you
own your own stock, you know what
youve got in, but if youre buying from
another supplier, how do you know
if theyll have what you need? There
are potential solutions to inventory
problems like these, but theyre by no
means foolproof.
Shipping can also be problematic.
A customer might buy three things
from you, but they may all be delivered

by different suppliers. So you have to

pay for three lots of shipping, but only
charge the customer for one.
If things go wrong, youre also going
to have to take the blame, even if its
your supplier thats messed things
up. But if you take time to consider
the potential problems and plan well,
theres no reason why dropshipping
cant work as a business model.

HOW TO START A BUSINESS FROM 49.99

BODY SHOP AT HOME

Direct sales, network marketing, referral marketing and party plan

Set up in 1994 by Dame Anita Roddick to complement the existing Body Shop, this much
loved and trusted brand offers good quality skincare, make-up and haircare products.
One way to start out is by hosting a party, which costs 20 for the host to join and
includes free gifts and discounts not available in-store or online.
All hosts with a party value of 150 or more can then opt to become a consultant for just
20 - it usually costs 45 - which buys a beauty kit worth 200, including business tools.
Consultants earn 25-30 per cent on direct sales and through their sales teams.

USBORNE BOOKS AT HOME

Direct sales, network marketing, referral marketing and party plan

An offshoot of the highly successful Usborne Books, this year Usborne Books at Home
celebrate 35 years in the direct selling business.
Books can be sold not just from home, but at toddler groups, school fetes and through
social media. A 60 joining fee (including delivery) provides you with a starter kit of books
worth over 150 at retail. The only contractual obligation is to put in an order of at least 100
worth of books within your first 12 weeks.
Incentives to reach your business goals include trips to exotic destinations and invitations
to exclusive meetings to learn more about how to grow your business.

TAYLORS FOOTBALL SOUVENIRS

Dropshipping
If footballs your thing and you want to get into the dropshipping business, Taylors could be
for you.
A specialist in good quality football souvenirs, gifts and accessories, it also deals in
products such as footballs, scarves and bags.
In business for over 20 years, it costs 49.99 to open a dropship account with the
company, which gives you access to products at discounted prices, as well as downloadable
images and easy to populate CSV files.

MAKING MONEY 17

BRAND PROFILE

[ FOREVER ]

UNLOCK YOUR
POTENTIAL
Why a Forever business could work for you

any of us harbour
dreams about running
our own business, being
in control of our destiny,
building something, having more time
and flexibility, and doing something we
feel passionate about.
Often the leap that is required
involves leaving a salaried role, which
is difficult when we have bills to
pay. The start-up costs and time it
takes to generate a profit can seem so
overwhelming that we stay where we
are, in our perceived comfort zone,
which really isnt all that comfortable.
Its precisely for these reasons that
starting a business with Forever is
such an attractive option. It can be
worked around existing commitments

YOU START YOUR

BUSINESS BY
INVESTING LESS
THAN 200

without making drastic changes or

large financial investment; in fact, you
start your business by investing less
than 200.
For almost 40 years now, Forever has
been providing this flexible opportunity
under the umbrella of a global brand
for ordinary people to start their own
businesses. Its an opportunity where
you are in business for yourself, but
not by yourself because you are backed
with training and support, all provided
by an established and global company.
Forever is the worlds largest grower,
manufacturer and distributor of aloe
vera. Over its 38-year history Forever
has seen continued growth in all its
market sectors, including health and
wellbeing (to include nutritional
Julie Woodward:
I now have the
financial peace of
mind I craved

supplements), weight management,

beauty and skincare, and home and
animal products.
Today the company operates in 159
countries and UK sales increased by 70
per cent last year, making the UK the
top performing Forever country for the
second consecutive year.
As a member of the Direct Selling
Association, the company is so
confident about the quality of its
products that it provides a 60-day
money-back guarantee, protecting
consumers and business owners alike.
Forever is still privately owned, run by
the same management team based on
family values, debt-free and asset rich.
In short, you are in safe hands.
Forever is probably the most level
playing field you will ever find and
possibly one of the few companies that
does not need a diversity policy; people
of all ages, backgrounds, education
and ethnicities become successful.
As in all endeavours, its not a get rich
quick scheme, as it requires work and
commitment. But then youre already
doing that, right?
People start their businesses for a
variety of reasons - to have more time
and flexibility, to be able to travel more,
to be able to work from home and spend
more time with their families, to have
financial security.
Here are just three business owners
who started their businesses for
their own individual reasons and
circumstances.
LIFE CHANGING
Jason Yates owned four coffee shops
in and around Derby and worked long
[Link] started his Forever business
in July 2015 following his divorce. With

18 MAKING MONEY

Jason Yates: I
am so passionate
about what Im
doing now

his change in family circumstances, he

didnt want to be an evening/weekend
dad to his two sons aged four and one.
Jason says: Within two months I
could see the potential for me and my
family.
Jason has since sold three of his
coffee shops and plans to sell the
remaining one when a suitable offer is
made.
He explains: Ive managed to reduce
my hours considerably, so that Im
now only working three days a week in
the shop and spending about 15 hours
on developing my Forever business;
retailing products and building my
team.
I love this company, the products
and the ethos. It almost doesnt feel
like work; I am so passionate about
what Im doing now.I cant wait until
a suitable buyer comes along for the
remaining shop, so that I can focus
completely on working my Forever
business.
Im very excited about the future
and all that it holds. Ive already
achieved many of my goals - the next
one is to be able to retire my partner,
Sarah, from her teaching [Link]
future looks very bright for us all.

pension until they are 66 years old.

Despite drawing down two pensions
and having a part-time job, she was
looking at financial challenges, as she
still has a mortgage and all the usual
living expenses to meet.
Having divorced a number of years
ago, Julie was acutely aware that
she was too reliant on an unstable
job market, and having had health
challenges wanted to avoid working

[Link] was determined to find

a plan B that would shield her from
future financial uncertainty.
It was important for her to be able
to spend time with her elderly parents
and new grandson, so when Julie came
across Forever eight years ago she
quickly saw potential for the business
to offer a solution to her problems - it
could provide her with a secure and
growing income.

FINANCIAL HELP IN RETIREMENT

Julie Woodward, now 61, is in the
age group that will not receive their

MAKING MONEY 19

BRAND PROFILE

Today, Julie is financially secure,

having developed her own business,
which she works part-time.
I found I could put a few hours
a week into a business that I knew
would then generate a good retirement
income, she says. I am also able to
control my own diary and this has
given me the flexibility I sought.
Of course, my pensions will die
with me, but I have now created
a business my children and
grandchildren will inherit when Im
gone, and thats why, right now, I
couldnt be more excited about life.
While anyone of any age and
background can start their own
Forever business, I think for anyone
on their own, including those recently
bereaved, this offers not just an
income, but a new lease of life.
There is so much support, it
extends your social circle and Ive
made so many friends along the way. I
now have the financial peace of mind
I craved, combined with the flexibility
to travel - it really is the best of both
worlds.
There comes a time in your
life when lifestyle becomes so
[Link] my business, Ive
been able to have both.
MUM WANTING TO
WORK FROM HOME
Although mum of three Yvette Laister
was freelancing in marketing, she still
found juggling projects and working
on-site quite demanding and at times
stressful.
Having been unwell with
pneumonia, leaving her with a heart
condition, she was keen to get more of
a work-life balance.
Yvette says: My children were
eight, six and four at the time and Jack,
my youngest, was starting school.I
was considering investing in my own
business, as I knew I wanted to have
more control and not be an employee
or even freelance.
At the time, I was considering
investing in a bridal shop, but to be
honest I found the level of investment
and amount of time it was going to take
simply too daunting.
As part of her wellbeing regime,
Yvette had started using Forevers aloe
vera products and over time found she
was quite naturally recommending the
products to her friends and family.
Initially, I hadnt thought about
starting my own Forever business, but
when I explored that aspect I suddenly
saw how it could work for me and my

20 MAKING MONEY

family, and what it potentially could

bring in terms of the flexibility and
freedom to work from home that I so
desired, Yvette says.
Having considered an investment
of over 30,000 in a wedding business,
it was a no-brainer to invest in a
Business Owners Box for under 200.
That was almost two years ago.
Ive now been able to stop
freelancing altogether and I have a
business with a growing team.
Ive even qualified for some of the
travel incentives, which included a
five-star trip to Costa Navarino in
Greece last month.
To me, it has seemed the most
natural progression; from loving
the products to recommending and
retailing them. Its wonderful to have
the chance to start an affordable
business without risk and the
flexibility to work from home.

INFORMATION
To find out more about the Forever
business opportunity, visit www.
[Link] and select
learn more.

Work from home mum Yvette

Laister with her family

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 21

BRAND PROFILE

[ AVON ]

DIGITAL PLATFORM
My Avon Store aims to inspire, support
and empower would-be entrepreneurs

ccording to recent
research by Avon, the top
five reasons women
dont start their own
businesses are:
Not having a business idea.
No start-up finance.
Not good enough.
Wouldnt be able to do it alone with
no support.
No qualifications or experience.
READY-MADE
As a result of these findings, Avon set
out to support and empower would-be
entrepreneurs in 2016 with the launch
of its new digital platform, My Avon
Store.
Avon aims to provide a ready-made
business for all by offering all the
tools, support and guidance to inspire
confidence in men and women looking
to start their own online businesses.
With just a device and internet
connection, My Avon Store now
enables representatives and sales
leaders to work from wherever they
are at whatever time of day. One sales
leader whos taken advantage of this
opportunity is Ellina Sohal.
Aged 18 and a business management
student from Durham, she says: When
I started university, I needed something
that would work for me around my
studies. Avon was the perfect choice.
Id never run a business before, but
my Avon business enables me to learn
real-life, on-the-job business skills,
which Im able to apply to my business
management degree.
To further my skills and earning
potential, I chose to take the next step
by becoming a sales leader and manage
a team. Im now able to inspire and
guide others to start their businesses by
ensuring they have the tools they need
to get started.

22 MAKING MONEY

Zoe Davies
with her
everywoman in
Retail award

MY AVON
STORE ENABLES
REPRESENTATIVES
AND SALES LEADERS
TO WORK FROM
WHEREVER THEY ARE
AT WHATEVER TIME
OF DAY

Im able to work the hours I want

and grow my business at my own rate. I
plan to continue building and growing
my business during university and
beyond and look forward to everything
that comes my way.
FAMILY BREADWINNER
The sales leadership opportunity
allows people to grow their businesses
to a size that suits them - either a parttime venture for additional income like
Ellina or a full-time business, such as
the one run by sales leader Zoe Davies.
Her Avon business has made Zoe
the main family breadwinner - and
her hard work and determination is
encouraging others. Zoe recently won
the Inspiring Success In Others prize at
the prestigious everywoman in Retail
awards for her continued business
success.
She says: When I started my
business, I was looking for a job I could
work around my children. Around
four years ago my husband and I were
faced with a difficult time financially,
as a valeting business we ran together
nearly shut down overnight. I saw this
as an opportunity to grow my Avon
business, which was already working
well.

I now head up a team of 500

working around 50 hours a week. Id
never run a business before, but used
the skills I already had from everyday
life and applied them to the business.
Being a mum gave me the skills to care
for my team, prioritise and multitask,
while previous jobs had taught me to be
organised.
I can now give my children
everything they want and Ive massively
gained in confidence. I run a successful,
flexible business around my family, a
ferret society and a boxing club and feel
completely empowered in myself and
the ability to make others feel the same.
My plan is to continue building my
business and Ive just moved online
with My Avon Store.
Aside from the earning opportunity
while working flexibly, running an
online Avon business and becoming a
sales leader enables anyone to build a
business in their own way, working in a
way that suits them.

INFORMATION
Visit [Link]/
become-a-representative.

BRAND PROFILE

[ TRENDSIGNAL ]

AN ALTERNATIVE
INCOME FROM HOME
Adrian Buthee, operations director at Trendsignal,
shares his insights into the world of home trading and the
opportunities for a primary or secondary income stream

hen people look

for a new business
opportunity, its
easy to go for a safe
option. When I say safe, I mean an
industry you already understand.
Everyone knows what a pizza is,
what a tyre is, etc and can instantly
identify with the market and running
such a business. But what about the
opportunities you dont know about?
Trading the Forex and stock market
from home, for example?

ensure your performance is able to be

just as good as ours.
WE TEACH YOU ALL
THATS NEEDED
TO FOLLOW THESE
STRATEGIES WITH
CONFIDENCE

LIMITLESS POTENTIAL
The fact is, financial trading offers
opportunities like no other. The
overheads are low and potential can
be limitless. Anything can be easy if
you know how to do it and trading is no
different. The good news is, all this can
be achieved from home with a modest
time commitment.
Trendsignal is an award winning
trading education provider, established
in 2003. We teach people how to
generate an income/capital growth
from trading the Forex and stock
markets.
With an abundance of complex and
confusing options available online, we
launched in order to give individual
traders an affordable, turnkey solution
to some of the best trading strategies
available.
Our training courses and mentoring
programmes are designed to give new

clarity, confidence and consistent results

Adrian Buthee: Financial trading offers

opportunities like no other

traders the ability to generate results,

teaching proven and simple to use
trading strategies.
We have trained tens of thousands
of people around the world with one
philosophy in mind: The simpler the
trading strategy, the easier it is to
follow.
According to Trendsignal graduate
Michael Bullen: The strategies are
simple to follow and very profitable.
We give our clients a comprehensive
trading plan, including rules-based
trading techniques that are simple to
understand and replicate. Theres no
need for previous trading experience,
because we teach you all thats
needed to follow these strategies with
confidence.
The key information is emphasised
with colour coded markers and step-bystep strategies detailing what you need
to do and when you need to do it. These
tools are backed up by full training, plus
one-to-one mentoring and support, to

SIMPLE RULES
Trendsignal graduate Andrew Hannah
says: In September I made 11,013
from trading just 30 minutes per day.
I did this following the simple rules
taught in Trendsignals comprehensive
training programme.
With Trendsignals assistance, I
have amassed a considerable financial
stake, which generates far more than
I need.
Andrews words are a testament to
the support and training we provide
and goes to show the potential of our
home trading solution, even with a time
commitment of as little as 30 minutes
per day.
With different courses available to
meet our graduates differing needs,
time limitations and budgets, we are
confident we have all the bases covered
for the modern day trader/business
person looking for significant income
potential.

INFORMATION
If you would like to know
more about enrolling on one
of Trendsignals mentoring
programmes, call
+44 (0)1234 757553 or visit
[Link].
Alternatively, visit the company
at The Business Startup Show
(stand 906).

MAKING MONEY 23

INTERVIEW

BREAKING THE RULES

Tom Cridland turned a start-up into a
million pound fashion company with a
string of celebrity clients in two years.
Linda Whitney reports

s Tom Cridland a naive fashion

business newcomer, whose star
will fall as fast as its risen? Or
is the man an entrepreneurial
genius, who can break business
conventions and still achieve success?
At present, many might bet on
the latter. But whatever the future
brings, the story of how Tom turned
a shoestring start-up into a million
pound fashion company in just two
years, encouraged by Elton Johns
drummer Nigel Olsson and a host of
celebrity clients, speaks of a fearless
and unconventional business vision.
RIDICULOUS EXPERIENCE
Toms fashion story started when he
was 18, in his last year at school and
keen to raise money for charity. He
says: I had 300 t-shirts made with an

awful SWINE 09 slogan, sold them for

a tenner each and donated the resulting
3,000 to Medecins Sans Frontieres.
The entrepreneurial aspect of that
ridiculous experience stuck with me.
The fashion industry held two
attractions for Tom, now 25: As I was
entrepreneurial, I wanted to create
my own brand and fashion offered the
opportunity to invoke a bygone era
when clothing was made with exquisite
care and brands were interesting.
It was a creative and unusual
approach that still underlies the entire
Tom Cridland business philosophy.
He set up the Tom Cridland brand
aged 23 with business partner and
girlfriend Debs Marx using a 6,000
government start-up loan. It was
particularly challenging in the early
days, as 6,000 wasnt much to start up

a fashion brand with, especially with

no contacts or experience, Tom says.
But what put the Tom Cridland
brand on the fashion map was his
audacious idea to offer his designs to
his musical heroes.
I was almost hopeless and had
run out of money trying to start
up the brand, when I sent an offer
of a complimentary pair of our
trousers to Nigel Olsson through his
representative. Nigel had been Elton
Johns drummer since 1969 and was
one of my favourite musicians.
The result was fast and unexpected.
Much to my surprise, Nigel emailed
me the next day saying he loved my
designs, Tom says. Nigels reply gave
me the faith I needed to keep trying to
establish Tom Cridland in the fashion
industry.
Tom and Debs also contacted
Rod Stewart, Nile Rodgers, Frankie
Valli, Brandon Flowers and Robbie
Williams - and got encouraging
replies. They liked the look of the
designs and said they were interested
in some chinos, even offering to pay,
he says.
Toms designs caught on and
Tom Cridland became a cult brand
among musicians, actors and other
celebrities. He went on to supply
clothes to high profile clients
including Leonardo DiCaprio, Ben
Stiller, Hugh Grant, Stephen Fry,
Michael Portillo, Daniel Craig, Neil
Young, Clint Eastwood and many
more.
NARROW FOCUS
Initially Tom focused solely on
trousers. Conventional business
wisdom suggests concentrating
on only one product can be more

24 MAKING MONEY

dangerous than spreading your risk by

offering a range of product lines. Was
Tom concerned that relying on sales of
trousers could be putting all his eggs in
one basket?
He counters: We like to focus on one
thing at a time and do it to the best of
our abilities. Tom Cridland trousers are
what I see as the perfect pair for men
- elegant cut, Italian sourced fabrics,
both classic and flamboyant colours
and unique graphic design logos.
His next idea flouted fashion
business convention outrageously. He
launched what he dubbed the 30 Year
Sweatshirt, which as its name suggests
is guaranteed to last for 30 years. If a
customers shirt gets damaged within
the next 30 years, the brand will repair
or replace it for free.
In fashion, where profit commonly
comes from persuading customers to
buy new clothes every season, surely
the 30 Year Sweatshirt risks losing
potential future sales? Some more
cynical observers might even see such a
product as a business suicide note.
Tom will have none of it. He argues
that far from being a threat to future
sales, sustainable products that will last

for decades will benefit both customers

and the business.
I say that [consumers of cheap,
disposable fashion] are contributing to
a needless cycle of consumption and
waste, while also spending more money
than they need to on tatty fast fashion,
he declares.
Tom Cridland as a business will be
fine. We can release new designs and
colours and try to innovate, rather than
churning out plain white t-shirts that
fall apart after a year to force repeat
business by deliberately conning
customers.
LATEST PROJECT
The latest project is The
Entrepreneurs Shirt, Tom Cridlands
first ever buttoned shirt design,
handmade in Portugal and also carrying
the signature Tom Cridland 30-year
guarantee.
Tom and Debs will donate 10 per
cent of sales to the charities Young
Enterprise and DEKI, which aim to
support young entrepreneurs in Britain
and the developing world.
They will also be lobbying
governments for a greater focus on

IF YOUVE GOT AN IDEA,

YOU ONLY HAVE ONE
LIFE IN WHICH TO SEE
IF ITS A GREAT ONE

entrepreneurship and business

training in education systems
worldwide. In addition, theyve written
to Secretary of State for Education,
Justine Greening, to encourage her to
place a stronger emphasis on teaching
entrepreneurial skills in schools from
an early age.
BUSINESS PHILOSOPHY
As someone who is clearly a natural
entrepreneur, unafraid of taking risks
and breaking the business mould,
Tom says: My business philosophy is
to question assumptions or business
advice from so called experts and,
most importantly, to enjoy every day
the fact that we get to do what we love
for a living, without taking ourselves
seriously.
He advises others thinking about
setting up a business to go ahead and
do it: Dont think twice and dont settle
for a job you know you wont enjoy.
Dont let people who dont understand
your business vision put you off.
If youve got an idea, you only have
one life in which to see if its a great
one. Why would you not take such a
wonderful opportunity?

MAKING MONEY 25

ADVICE

COLD COMFORT
As winter approaches, dont let the clocks go
back on your profits, Chris Day warns

ow hard are you

working? I dont know
about you, but I reckon I
work harder than most.
You probably do as well. But the reality
is there are times of the year when we
are less productive than others.
For example, the month of August
is usually a write off. Some countries
across the Channel close completely
during that month. While the UK may
not close, many of us will go on holiday
and those left minding the shop take
the opportunity to do as little as they
can get away with in the meantime.
SHOCK TO THE SYSTEM
Then you have the shock to the system
of the clocks going back. Dont let that
extra hour of sleep fool you. From
enjoying bright early mornings and
late evenings, all of a sudden theyre
cancelled.
The weather changes, the mood
changes and a national gloom
descends. Long gone are the feel
good days of the summer, the medal
achievements of the Olympics and the
positive mood of celebration we all
enjoyed. The practical result of this is
that the days are shorter and its only
too easy to adjust to this by getting up
later and stopping work earlier.
December is another month when
productivity plummets like a stone.
Theres shopping to do, Christmas
cards to write and the house to
decorate - dont expect me to work
as well. You have no idea how long
it takes to tie a plastic Santa to the
chimney and set up all those nodding
reindeer.
Of course, not only do we grind to
a halt over the festive season, but we
now see the Christmas into New Year

26 MAKING MONEY

JANUARY IS NOW
ONE OF THE LEAST
PRODUCTIVE MONTHS
OF THE YEAR

break extending from a few days to

a full three weeks. Thats practically
another month gone.
Then getting everyone back in the
office and refocused on the work in
hand is a nightmare. Realistically,
January is now one of the least
productive months of the year.
So for anyone running a business,
you are in effect trying to create a full

years worth of turnover and profits in

only eight or nine months. No wonder
things are tight. But is this a problem
or an opportunity?
LAWS OF SUCCESS
One of the laws of success is to look
at what everyone else is doing and do
something different. After all, its a sign
of insanity to keep on doing the same

things and expecting to get different

results.
So if you see everyone else following
this pattern, rub your hands with
glee. While theyre busy taking their
eyes off their business, there are still
customers out there looking for what
you provide.
There was once a training company
that was in a very competitive
marketplace. Its biggest rival was
going head to head with it to attract
customers to its courses. Perceived
wisdom in the training marketplace
was that nobody goes on training
courses over the Christmas period, so
everyone closed down for the holidays.
Except one.
In the dead week between
Christmas and New Year, this
enlightened business did the opposite
of everyone else and advertised a big
training programme. It sold out, as it
was filled with people who didnt have
time to take the course during the
normal working week. The company
cleaned up and demoralised the
competition.
What could you do differently? As
the mornings get darker and the nights
draw in, will you be using that as an
excuse to do less or a stimulus to do
more? For me, my golden time is 6am9am. The phones dont ring and theres
nobody to disturb me, so I get far more
done in that time than in any other
time during the day. I keep up this
routine, no matter what time of year or
when the sun rises.

GOOD WORK ROUTINE

What about you? If youre waiting for
the roosters call to get you out of bed,
it might be a while. If you have staff,
how many of them, at this time of year,
get in late and to make up for it leave
early?
Theres no doubt that if you take
the decision to get into a good work
routine through the winter months, it
could make all the difference. Not only
that, but it will generate an energy with
your team and customers. There is a
lot of lethargy around in the winter and
its only too easy to lose momentum.
The last thing you can afford is to drift
and wait for things to happen.
So dont let the darker morning and
shorter days make any difference to
you. Keep up the good habits of early
rising you had during the summer
and ignore what the sun is doing. Your
customers can sense an active and
driven business for which nothing is
too much trouble and the focus is on
them and their needs.
In any organisation, its the qualities
of the person at the top that cascade
down to everyone else. It youre an
energised and positive leader, you will
inspire everyone else. They will take
their cue from you. Conversely, if you
lack energy and direction and have
taken your eyes of the ball, dont be
surprised if everyone else follows suit.

There are far too many distractions

at this time of year and it will get worse
through November and December.
Dont say youve not been warned.

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.
020 8688 2598
Chris@[Link]

MAKING MONEY 27

ADVICE

HOW TO
START YOUR
BUSINESS

HOW TO
START A PEST
CONTROL
BUSINESS
You can opt to set up a franchise from an
established brand such as Rentokill or Prokill,
or go it alone

leas, rats, cockroaches and

mice - uninvited into your
home or workplace are guests
that no one likes to have
around. Its even more important for
businesses which sell food that pests
like these are controlled.
As our population increases, so do
the pests that live alongside us. Why?
Because we provide them with the
food and shelter they need and the
more of that there is, the more there
are of them.
As a pest controller, youll advise
customers on how to prevent and

28 MAKING MONEY

control pests. Youll need to inspect

customers premises and identify
pests before organising and carrying
out a programme of treatments to
control and eradicate them. Youll
also need to provide reports on what
your inspection and treatments
entailed to maintain health and
safety.
According to the The British
Pest Control Association (BPCA),
if youre going to use pesticides, you
need to be able to demonstrate that
both you and your employees are
qualified to buy and use professional

standard products and equipment.

In the industry, the recognised
entry level qualification is the
RSPH/BPCA Level 2 Award in Pest
Management, which trains you in the
theory of pest control. In addition,
its recommended that you attend
practical courses for trapping and
working with insecticides. The
BPCA offers a wide range of training
courses to help you get started, as
well as further certificates in pest
management.
OPTIONS
You can opt to set up a franchise
from an established brand such as
Rentokill or Prokill, or go it alone. A
franchise means that you can build on
the reputation of a brand that people
already know and trust, but will mean
you make less of any profit. If you go
it alone, youll have to do all your own
marketing on top of doing the pest
control work though youll most likely
have to do some of your own marketing
with a franchise as well. Its worth
bearing in mind though that whichever

HOW TO START
A CHILDCARE
BUSINESS
The most important skill youll need
is an ability to work with children

I
option floats your boat, word of mouth
will still bring in the bulk of your work
so setting up your first few customers
and always doing an excellent job is
crucial.
Youll also need to target
customers. Commercial clients
are likely to be more plentiful than
residential and long term contracts
with businesses can help to regulate
your income.
Its important too to do your
research into local pricing and set
your prices accordingly. Too high,
and no one will use you, too low and
people might not think youre up to
the job.
While theres no mandatory
requirement to belong to industry
bodies, being a member of the likes
of the BPCA and the NPTA (National
Pest Technicians Association)
makes your brand look more
professional and helps you keep
up to date with any changes in the
relevant laws. Theyre also good
places to go for advice on how to run
your business.

f you enjoy being with children, your own

childcare business might be right up your
street. Families with two working parents
are becoming increasingly common,
boosting the childcare market. Additionally, all 3
to 4-year-olds, as well as some two-year-olds, in
England can get 570 hours of free early education
or childcare per year. A system of tax credits and
childcare vouchers also helps parents to pay for
their children to be looked after.
There are different kinds of childcare
businesses. A day nursery has its own premises,
though this could be your home, and can care for
children aged from birth to five years and usually
offers care from 8am to 6pm, for most of the year.
A nursery can also be run close to a popular
location, such as a shopping centre, so children
can be dropped off while parents shop, or at a
place of work, though this is more generally
known as a creche.
There are laws about how many children
can attend a nursery or creche at any one time
depending on the number of adults that are
available to care for the children and the size of
the rooms.
A childminder looks after children from
their own or someone elses, but is expected
to pick children up and drop them off at
things like school and nursery as part of their
responsibilities. Again, there are restrictions on
how many children can be in your care.
The most important skill youll need is
an ability to work with children - and lots of

patience. Youre going to be working with a range

of kids with very different needs.
STAFF
If youre running a nursery or creche, judge of
character is also essential. You need to be able
to hire the right staff one slip-up and your
reputation is down the pan. Time management
is also key. Youll be juggling the likes of pick ups,
drop offs, feeds and nappy changes and if youre
a childminder, being at the school gates or at
home on time to meet parents is essential.
You dont need formal qualifications such as
GCSEs to set up a childcare business, but you
will need to complete different training and
development courses depending on which route
you choose to go down. You will also be inspected
by Ofsted (Office for Standards in Education,
Childrens Services and Skills) and will need to
deliver the early years foundation stage (EYFS)
to children under the age of five in your care.
You also need to demonstrate that you can keep
children in your care safe and well. You will also
have to complete an introductory training and
first aid course.
Starting a childcare business isnt a decision to
be taken lightly. There are a myriad of regulations
and laws you have to comply with because youre
working with children and youre unlikely to get
rich because often high overheads or low fees
result in poor profit margins. However, it can be
a highly rewarding job if you have the right skills
and aptitude.

MAKING MONEY 29

ADVICE

HOW TO SET UP A
VENDING MACHINE
BUSINESS
You can buy vending machines new, but youll save
yourself a fortune by buying them second hand

f you dont mind working hard to

turn a profit, a vending machine
business could be the thing for
you. There are lots of franchising
opportunities available, but its just as
feasible to do it alone. Brand awareness
is less of an issue in the industry
because customers are more interested
in whats inside the vending machine
than who supplies it and its up to you
what kind of machine you buy and what
you sell from it.
Before you buy a vending machine,
you need to find a place to put it. The
best place for machines to be located
is in factories, then office buildings particularly if there arent any shops
nearby. But anywhere where there is
high people traffic is an option, such
as hairdressers, car showrooms and
hospitals.
It makes sense to target an
industrial area where you can
site a lot of machines because you
wont have to drive so far to refill
and maintain them. Dont ring
businesses to get an in, just turn up.
Make sure you get to speak to the
owner or manager and offer a small
commission on sales if they seem
hesitant - which you can add to the
price of your goods.
SUPPLIERS
Youll also need to find a food and drink
wholesaler and look for a per-unit
price on snacks and drinks that will
deliver a 200 to 300 per cent mark-up
- you may need to sign up to an annual
membership with the wholesaler. Price
your goods to the nearest 5p the more
change that goes through the machine,
the less likely it is to quickly run out.
You can buy vending machines
new, but youll save yourself a fortune
by buying them second hand there

30 MAKING MONEY

are plenty on Gumtree and eBay. Once

your machine is on site, keeping it full
is 90 per cent of the job. Youll soon
get a feel for how often this needs to
be. Youll also have to allow time to
mend broken or vandalised machines.
Rotate your products so the oldest
ones are are at the front and clean
your machine each time you visit.
A dirty machine will put people off
buying from it.
Its important to make every site
visit an opportunity to make friends
with the staff. Vending machine
operators are seen asdispensable,
but if people can put a face to the
machine, theyre less likely to give
someone else your job. It also gives
you an opportunity to find out what
people want the machines to sell -

THE BEST PLACE

FOR MACHINES TO
BE LOCATED IS IN
FACTORIES, THEN
OFFICE BUILDINGS

fulfilling requests boosts sales and

make you and your machine feel more
essential.
The new clean eating trend
means theres currently a lot of health
conscious food in vending machines.
Its worthwhile including a couple of
bags of protein packed nuts or dried
fruits, but your classic salty snacks
and sugary bars are still going to sell
best.
Once your business is up and
running, you might need to employ
staff to help you fill and maintain
machines. Take into account that
because youre dealing in cash, you
need people you can trust. Its also
important to have easy access to a
bank, so you easily bank your loose
change.

BRAND PROFILE
[ FREDDIE RAYNER ]

BUY A HOUSE FOR 1

Freddie Rayner can show you how

The great thing about doing this is that you

get to help people move on with their lives,
plus a bonus is that the tenant buyers of these
properties are delighted to be able to get on
the property ladder now by renting first, then
building up equity and a better credit rating
that enables them to buy the house in a few
years time. And you get paid for doing it.

reddie Rayner from Northampton

tried out an idea for buying houses
for just 1 - and it worked.
So he went on to buy some
more, then rented them out to people who
wanted to rent now and buy later, as they
didnt qualify for a mortgage under the
stringent rules that the banks now have for
home buyers.
POPULAR
Theres nothing new in this, as this was the
way that deals were concluded years before
estate agents came along. Its also very popular
in the USA and Australia.
Lease options sound difficult, but theyre
not, says Freddie, an ex-cleaner with no
formal education, who at the age of 64 needed
a way to make extra money part-time.

After educating himself on lease options,

he made his first deal. After only one year, his
property dealings earned him 34,000 per
year - not bad for part-time.
BOOK
Freddie then went on to write his book, called
How I Bought A House For 1. He now works
at helping others achieve the same and more.

INFORMATION
Freddie recommends you buy his book.
Visit [Link] to find out
exactly how he achieved his goals and
then you too could also achieve your
goals.

[ LEOCROWD ]

START-UP HUB
LEOcrowd is passionate about helping
entrepreneurs overcome start-up challenges

hy do so many start-ups fail

within their first two years?
The figure is usually around
90 per cent, but rarely do
we stop to analyse why.
Endeavouring to redress this trend a new,
innovative online crowdfunding platform,
LEOcrowd, was launched in April of this year.
EDUCATION
LEOcrowd is passionate about helping
entrepreneurs overcome start-up challenges
through education and a community hub
where ideas, resources and experiences can be
exchanged.
The main reason for start-up failure is lack
of funds, which is what LEOcrowd is all about.
LEOcrowd is built on a reward-based model,
enabling start-ups and small to medium-sized

enterprises to raise funds without having to

give away equity.
In 2015, $34 billion was raised using
crowdfunding and many SMEs and start-ups
used the funds raised to grow. This method
of alternative finance brings together those
who have a project, product or creative idea,
with people willing to financially back such
projects.

A further reason for businesses failing in the

early years is lack of skills, particularly among
key decision makers.
The LEOcrowd platform was born out of
Learning Enterprises Organisation (LEO), a
global, online direct sales training business.
LEO empowers entrepreneurs through
resources and education.
By providing an opportunity to raise
funds and access to online entrepreneurship
education, LEOcrowd aims to be a business
incubator, rather than just another
crowdfunding site.

INFORMATION
Visit [Link] and sign up to
receive free introduction training.

MAKING MONEY 31

OppsFinder

COMPANY

Making Moneys
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

6138 - AYCE SYSTEMS 1.4_Layout 1 02/09/2016 12:37 Page 1
opportunities listed in this section
visit [Link] 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
[Link]
From 99.99
esources

FOOD & CATERING

Best in Glass
Pampered Chef - UK Ltd (The)
90

32 MAKING MONEY

WEB ADDRESS

[Link]
[Link]
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[Link]

[Link]
[Link]
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[Link]
[Link]
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[Link]

[Link]

[Link]
[Link]
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Small Investment
Big Return
If you need additional income but have limited
capital to invest, MAKINGMONEYS Opportunity
Finder will point you in the right direction

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 Moneys 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
Miscellaneous. Some companies will appear
more than once in the listings as they offer
opportunities across several products ranges.
You can obtain further tion on any of these
[Link]
companies by either:

z Visiting the companys listed website.
[Link]
[Link] z Visiting [Link] and
[Link]
searching the directory by industry sector.
[Link]

[Link]
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[Link]
[Link]
[Link]
[Link]

NETWORK MARKETING
Network Marketing adheres to Paul Gettys
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 individuals 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.

[Link]
[Link]
[Link]

For more information on any of the companies listed in this section visit [Link].
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 33

6340 - 34K PART TIME 1.4_Layout 1 02/09/2016 12:44 Page 1

COMPANY

INVESTMENT
LEVEL

Evolution
0 - 20,000

OTE 100,000 PA +
Healthy Coffee

HEALTH & BEAUTY

6360 - BOOK PEOPLE 1.4_Layout 1 02/09/2016 12:47 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

34 MAKING MONEY

PA +

WEB ADDRESS
[ BOB WELFARE ]

[Link]
[Link]

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

[Link]
[Link]/marketing
[Link]
[Link]
[Link]
[Link]
IsXperia product
focused people driven
[Link]
[Link]

Realise your
ambitions

This is the business youve been looking

for, but didnt know existed, Bob says

[Link]
[Link]
[Link]
Earn additional income
with Merlin Living
[Link]
[Link]
ou can join an elite
[Link]
group of specialist
[Link]
people, making a
[Link]
remarkable income
[Link]
working from home part or full-time.


WHAT IS A

FORENSIC ANALYST?
[Link]
Being a forensic analyst is a highly
[Link]
lucrative occupation that few people
[Link]
know about. He or she works directly
[Link]
from a computer, forensically
[Link]
analysing the largest business on
[Link]
Earth, making quick transactions and
[Link]
great profits in the process.

If youre happy working short
[Link]
hours from home with a computer,

[Link] becoming a forensic analyst is a great
[Link]
way to make an outstanding income.
[Link]
It pays to be a specialist in this day
[Link]
and age.

[Link] FROM WAGE SLAVE
[Link]
TO SUCCESSFUL
[Link]
BUSINESS OWNER
[Link]
This is what Bob does the best. Its
[Link]
all down to Bobs unique job killer
[Link]
methodology - taking ordinary people
[Link]

[Link]

from JOB (just over broke) status

or people who are already running
a business, but not happy with it, to
making a great living as a forensic
analyst.

THIS IS WHERE BOBS

UNIQUE XRTCS
METHODOLOGY COMES IN
Bobs skill in taking a novice in
business to successfully making
money is outstanding and the reason
he enjoys such a high success rate
with his trainees. Bob has developed
a unique methodology called Xrtcs,
which enables him to give a moneyback guarantee with his business.

BEING A FORENSIC
ANALYST ONLY
REQUIRES A FEW
HOURS A DAY

ANYTHING FROM 60K

TO 100K-PLUS PER YEAR
Just a few hours per day, then switch
your computer off and have a life.
Being happy with your business is not
just about making a great income, its
about how you feel on a day-to-day
basis. And not spending long hours
exhausting yourself.
Plenty of time to yourself, as well
as an excellent income - thats what
a business should give you. Being a
forensic analyst only requires a few
hours a day.
FREE DVD SHOWS THE
WHOLE THING IN ACTION
Bob has produced a free DVD called
60K to 100K-plus per year in the
ultimate cash flow business.
The free DVD provides details
of this business in action and some
of Bobs trainees, who have gone on
to enjoy their own highly profitable
forensic analyst business.

INFORMATION
Because of Bobs insistence on only
working with a handful of people
per year so he can give the kind of
close one-to-one support he insists
on giving, the availability of his
training course is limited. So call
today to avoid disappointment. Call
07904 030309 for your free DVD

MAKING MONEY 35

6162 - BOB WELFARE 1.4_Layout 1 02/09/2016 12:40 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

MOTORING SERVICES

Ayce Systems

AOR

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

[Link]
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

36 MAKING MONEY

WEB ADDRESS
[ DIRECT SELLING ASSOCIATION ]

Perfect
combination

[Link]
5
[Link]

[Link]
[Link]
[Link]

[Link]

248,000 Brits are building composite

careers via direct selling, Lynda Mills, director
general of the Direct Selling Association, says

[Link]

[Link]

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

00

[Link]
[Link]

[Link]

[Link]

[Link]
[Link]
[Link]

ere at the Direct

Selling Association we
recently decided for
the first time to collect
survey data directly from our direct
sellers in order to understand how the
face of direct selling is changing.
The study revealed 248,000 people
are now building a composite career
with direct selling, with 62 per cent of
the UKs 400,000 direct sellers having
another job.
WORK FOR YOURSELF
Direct selling allows anyone to work
for themselves by selling products
directly to consumers through
parties, face to face or online.
We found that direct sellers are
now shunning the corporate ladder
in favour of a composite career path,
taking on jobs in different areas to
broaden their skills and experience.
A composite career involves
combining a variety of part-time
jobs to create a full-time career that
suits your lifestyle and [Link]

62 PER CENT OF THE

UKS 400,000 DIRECT
SELLERS HAVE
ANOTHER JOB

survey found that direct sellers have

a huge variety of other jobs, including
golf professionals, accountants, yoga
teachers and therapists.
FLEXIBLE OPTION
Many people decide to become
direct sellers because of this flexible
option and our survey results is a
reflection of this, with 56 per cent of
respondents being attracted to direct
selling due to its flexibility and the
ability to design their own career.
This new kind of work can provide
the security of more than one source
of income.
Direct selling offers individuals a
unique opportunity to work flexibly
around other commitments and run
their own businesses, which are just
two of the reasons it has become so
popular in the UK.

INFORMATION
For more information visit
[Link].

MAKING MONEY 37

SHOWS AND EVENTS

[ THE BUSINESS SHOW ]

MEETING OF MINDS
The Business Show is back for its 36th edition, providing the
biggest and most complete business exhibition in Europe

n November 17-18 the

greatest business brains
from across the globe will
descend upon Olympia
London to play their part in one of the
most exciting dates in the business
calendar
Over 25,000 visitors are expected to
attend the free event to take advantage
of the exclusive schedule of seminars,
interactive features, networking
opportunities and exhibitors.
SPEAKER LINE-UP
As ever, The Business Show will feature
some of the most successful and
influential business figures in its lineup of speakers. They will pass on their
knowledge and experience to inspire
and guide you on your own business
adventure.
Among the experts, leaders and
innovators are:

38 MAKING MONEY

Hilary Devey, who has grown

Pall-Ex, the award winning provider
of palletised freight distribution
services, into an internationally
renowned network with a combined
turnover of over 100 million,
inspiring millions of people along
the way with her achievements,
both inside and outside the world of
business.
Hilary will describe how she battled
against all the odds from childhood
onwards to found the multi-million
poundlogistics company.
Touker Suleyman, the fashion
retail entrepreneur and investor,
is owner of fashion brands Hawes
& Curtis, Ghost and Low Profile
Holdings and star of Dragons Den.
Touker will be taking part in
an exclusive question and answer
session, where he will provide details
on his fascinating rise to become

one of the UKs most recognisable and

admired business magnets.
Serial entrepreneur and investor
Steve Parish is the former owner
of leading advertising production
company TAG Worldwide and current
chairman of Premier League football
club Crystal Palace.
As well as running the south London
club for the past six years, Steve
has also been growing his property
portfolio, along with investing in and
advising companies and mentoring
young businessmen and women.
He will be taking part in an exclusive
question and answer session on
his career, providing essential tips,
guidance and insight for fellow
entrepreneurs.
Raja Saggi is head of marketing
at Google and leading customer
acquisitions and B2B marketing for
Google in the UK and Ireland. Hes
responsible for sales, marketing and
customer on-boarding teams, as well as
the Google SMB brand.
Raja will provide an expert look
into how you can optimise your digital
marketing in five steps.
Brad Burton is set to return to
mesmerise audiences with his unique
take on business. Hes the UKs number
one motivational speaker, founder of
4Networking - the UKs largest joined
up business network - the highest
rated and reviewed business author on
Amazon and a perennial favourite at
The Business Show.
Brad will share the ups, downs and
key decisions in his life and business,
which will help you in yours.
Joseph Valente, 2015 winner of The
Apprentice and managing director of
ImpraGas.
Joseph will share his journey to
becoming Lord Sugars business
partner, using examples of where his
three-stage philosophy has helped him

get where he is today, comparing this

against life and the business lessons
hes learnt.
As well as these speakers, theres
a further 100 experts across myriad
business sectors for you to enjoy,
including Steve Bartlett, founder
of marketing agency Social Chain;
Edward Relf, founder of Laundrapp and
a renowned digital disruptor; and Sarah
Wood, co-founder of social video tech
company Unruly and one of the most
inspirational women in business.
GOOGLE DIGITAL GARAGE
Googles Digital Garage is back, a
specially crafted zone focusing on
teaching essential digital skills.
The Garages digital experts will
provide free training to small and
medium-sized enterprises and
individuals looking to grow their
business, careers or confidence online.
This will be a great opportunity to
gain confidence, learn how to make
your website stand out and improve
yourdigitalpresence through social
media, online video andGoogleMy
Business.
As well as Google, for two days
The Business Show will be home
to a multitude of other blue chip

THERE ARE NUMEROUS

LIVE AND INTERACTIVE
FEATURES TO
ENGROSS, ENTERTAIN
AND EDUCATE
VISITORS

companies, including KPMG, [Link],

Yell Business, Sage, Exact, Aetna, SAP,
Microsoft, Dell, BUPA, Xero, Virgin
Trains,Guardian and Real Business.
The line-up of masterclasses will
enlighten visitors on the hottest topics
all SME owners and entrepreneurs
need to know about. Each one is
presented by an expert delivering an
abundance of advice that will assist
businesses to achieve a greater level
of success.
There are numerous live and
interactive features to engross,
entertain and educate visitors,
including the popular Angels Den,
Speed Networking and Business
Connections.

Theres also The Migrant Business

Show, Londons leading business event
supporting migrant entrepreneurs,
and YBC Street (Your Business
Community), the fastest growing
business community in the UK.
Once again, The Business Show will
run alongside Going Global, the event
specifically designed for companies
looking towards overseas expansion;
and the Foreign Direct Investment
Expo, a new event that connects the
worlds most dynamic and prosperous
investment opportunities with the
most ambitious and innovative
investors and business owners.

NETWORKING OPPORTUNITIES
The events networking opportunities
are second to none. When you
consider thousands of budding
entrepreneurs and business leaders
are meeting under one roof, the
chances of meeting a new contact are
sky high.
Features such as Speed Networking
and 4Networking are among the
interactive workshops designed
to give you the best opportunity to
bolster your contact list.

The Business Show and all its

sister events takes place on
November 17-18 at Olympia
London. Tickets are free and allow
visitors to gain access to each
of the aforementioned shows.
For more information visit www.
[Link].
If youre interested in exhibiting at
Europes premier business event,
call event director Nick Woore
on 0117 929 6083 or email nick.
woore@[Link].

INFORMATION

MAKING MONEY 39

ADVICE

N E G OT I AT I N G
WITH SUPPLIERS
Paul Clapham has six top tips for success

x number of y product in format z

is potentially missing a lot of tricks,
especially if thats their sole negotiating
tactic.
I want the above xyz combination,
so give me a price and the reasons why I
should buy from you, is a lot nearer the
mark. It forces the supplier to justify its
operation and prices. It also provides
the opportunity to sell the add-on
benefits it may have available, which
you dont know about, but which you or
a client you are selling to might value.
If your supplier still focuses
exclusively on price, thats an invitation
to nail it to the wall on price forever
more.

If you have a growth plan,

recruit your suppliers for
advice and practical input

oing the best possible

deal with your suppliers
is one of the strands
of profitability, just as
negotiating the best price from your
clients. In many ways, the process for
achieving both is similar - youre just
sitting on the other side of the table.
The best definition of a successful
negotiation Ive ever read is one where
both parties are slightly unhappy with
the outcome. Although that sounds
negative - and it was intended to be
mildly humorous - it still resonates
with me.
It resonates because negotiation
is a two-way street. Both parties

40 MAKING MONEY

should be able to see where they have

gained and where they have lost. A
lot of businesses on both sides of the
equation try their hardest to avoid
negotiation because they consider it
one of their weaknesses.
Here are some hints and tips I have
hunted up. Theyre not in order of
priority, because everybodys priorities
differ.
NOT ALL ABOUT PRICE
It isnt just about price per unit.
Certainly, thats an essential element
of negotiation a business owner will
have top of mind, but the person who
says: Just give me your best price for

BUILD GOOD RELATIONS

Treat your suppliers well, unless or
until they prove they dont deserve it.
Your clients are far more important, but
your suppliers are an integral part of
the business, too.
Aim to build good relations with
them and establish a rapport between
the two businesses. Achieve that,
rather than adopting the tone: Theyre
just suppliers and there are lots more
available and they will be supportive
when you need their input.
Especially to new suppliers and
double especially when they are
significantly bigger organisations, sell
yourself. Why should you get anything
but the standard price list deal? You
need to justify it.
If you have a growth plan, one that
takes you into different business
sectors or products, recruit your
suppliers for advice and practical
input. Share your plans with the right
suppliers.
Demonstrate, in the process, that you
plan to be a serious player and so make

them see pound signs when they talk

to you. If they believe in your business
as a long-term growth prospect,
their support and prices will tend to
improve.
Whos the new kid on the block? Any
new supplier is as keen as mustard
to build a profile within its sector
and recruit as many new customers
as possible. In the process it will be
offering some excellent deals. Climb
on board, because it will be buying
business to some extent and theres a
lot of value to you in that.
SHOP AROUND
Always get competitive quotes and
tell everyone you ask youre doing so.
Three quotes are standard across all
industries, Id say. They therefore know
its a competitive deal, as it should be.
Ideally, give them time to come
up with their response. Especially
when its a valuable order, businesses
tend to reduce prices when they have
more time to think about them. The
salesman with a target and wanting
his commission is inclined to push for
this, too.
Stay on top of prices being offered
by regular suppliers. Staying on top of
how prices are worked out is equally
important. Which, if any, suppliers
have hedged their prices by buying
dollars forward? How far forward?
Do you have a target price every
time you ask for a quote? If you do and
the prospective suppliers know it, that
applies gentle downward pressure on
prices quoted. That doesnt necessarily
mean you want bargain basement
pricing every time. Instead, it means
they know theyre negotiating with
someone professional who knows what
they want.
If youre dealing with a new
supplier, ask for a referral of an

existing customer in your area. Should

your supplier take a snotty attitude
to that request because theyre big
and established over decades and
youre perhaps not, point out that,
for instance, the quality of service
they trumpet on their website is only
relevant to you if it applies in your
locality.
BE TRANSPARENT
Be open and honest about how you
will make your decision. That may be
purely on price, but it may well not.
If youve traded successfully with
a particular supplier, especially for
a specific type of product, you may
well be cautious about switching
to someone else, unless the price
differential is significant.
To make me switch, youll have to
have a compelling argument, but Im
ready to listen, is a valid position to
adopt and youre giving them a chance.
PAY ON TIME
To keep your suppliers happy, aim to
pay on time. Assuming youre working
to a 30-day invoice, inviting them
to collect a cheque on day 31 is good
business practice.
This is not idealism. Rather, its the
best way to get suppliers onside for
when you need their support. Its a quid
pro quo. I consistently pay on time, I
know this ones going to be slow. Lets
agree an extension beyond 30 days is
both professional and reasonable.

TREAT YOUR
SUPPLIERS WELL,
UNLESS OR UNTIL THEY
PROVE THEY DONT
DESERVE IT

ADDITIONAL SUPPORT
What do your suppliers give you in
addition to good products, good service
and the right price?
If a supplier wants more and bigger
orders from you, they should offer
ways to help you win more business.
That type of support - essentially free
marketing input - is commonplace
elsewhere.
Nor does this have to be expensive,
as lots of it can be free to the supplier
as well as you. As a case, plenty of
businesses are poor at writing sales
letters and emails. Suppliers should be
ready to give this as a service and their
customers should be asking for it.
Some would argue this has little to
do with negotiating with suppliers. I
disagree. Looked at squarely, its the
overall package a supplier brings to
the table that makes it good. If your
marketing skills are of a quality that
you need no such input, good luck to
you, but many would benefit.
So you and your suppliers can
benefit by you asking for help to
improve perceived weaknesses and
the latter offering that help. If the
commercial relationship is stuck at
how much per unit, it will always
underperform how can I help you sell
more.

MAKING MONEY 41

ADVICE

M I G R A N T M AT T E R S
Dave Howell reports on the potential
consequences for small businesses who employ
migrant workers following the Brexit vote

FOR NOW EMPLOYERS

CAN CONTINUE TO
RECRUIT AND EMPLOY
THOSE WORKING
ON THE BASIS OF
THEIR FREEDOM OF
MOVEMENT RIGHTS

here can be few issues that

have generated more debate
than migrant workers. For
decades they have been a
mainstay of the UKs employment
landscape, but in the wake of the Brexit
vote the status and future of these
workers has been called into question.
If your business employs migrant
workers or will do so in the future, what
potential changes could take place and
how could the impact of any radical
overhaul in how migrant workers are
employed be mitigated?
VARIED NEED
Employers will, of course, continue
to have a varied need for employees,
which in some sectors are met
overwhelmingly by migrant workers.
The impact Brexit could have on the
availability of these workers remains
to be seen, as policymakers will need
to balance the exit from the EU and
continued trade links with the promise
to curb immigration.

42 MAKING MONEY

Marta Krupinska, general manager

and co-founder of financial technology
start-up Azimo, says: We pride
ourselves on having a multicultural
workforce, with 77 per cent of our
London office being migrants.
We believe healthy migration is the
key to innovation in vital industries like
the FinTech sector. You only have to
look at the start-up scene to see many
founders are migrants, myself included.
Success ultimately boils down to being
able to attract the most talented people,
no matter where theyre from.
Rune Sovndahl, co-founder and CEO
of domestic services provider Fantastic
Services, is a non-British national.
I moved to the UK over 20 years ago
and started my business here, he says.
We pride ourselves on the quality of
our skilled migrant professionals and
have found over the years that different
nationalities tend to be especially
talented in certain areas.
For instance, we have a great deal
of talented Italian and Portuguese

tilers and gardeners. Although we

always advertise widely, we do find
we have more migrants apply than
British nationals. We always hire
based on skill, as its all about ensuring
our customers have the best possible
service.
IMPACT OF REDUCING
IMMIGRATION
Joanne Hennessy is a corporate
immigration specialist. With the
debate about reducing immigration
into the UK continuing, I asked
her how this is impacting on small
business owners who need migrant
workers.
At the moment, nothing has
changed, Joanne says. While there
is uncertainty as to the rights and
status of European Economic Area
nationals in the UK post-Brexit, for
now employers can continue to recruit
and employ those working on the basis
of their freedom of movement rights.
Post Brexit, will small and mediumsized enterprises still be able to recruit
the workers they need?
Post Brexit, the rules applicable to
the employment of non-EEA nationals
should remain unchanged, Joanne
says. So, as is currently the case,
SMEs looking to recruit from this
pool of workers will still usually need
to sponsor them for a visa under the
points-based immigration system and
will need to be appropriately licensed
to do so. This is an increasingly costly
and complex process.
There is uncertainty as to what
the immigration rights of EEA
nationals and their non-EEA national
family members already working in
the UK will be post-Brexit. Current
political will suggests its unlikely
their permission to be in the UK will

be revoked, particularly where they

have permanent residence, but that is
a politically charged issue and will be a
matter for the Brexit negotiations.
On the assumption that those
already in the UK will be permitted to
remain, employers will continue to be
able to recruit them without needing to
obtain a specific visa.
For prospective recruits not yet in
the UK, the picture is more uncertain.
It remains to be seen what, if any,
immigration requirements they will
need to meet and this will be a key issue
for the Brexit negotiations.
Its possible that, post-Brexit,
this pool of workers will no longer be
readily available to SMEs. In order
to recruit them, employers may find
themselves having to do so through
the points-based immigration system
and be restricted to skilled or highly
skilled work, as is the case for nonEEA nationals or in line with any new
requirements introduced.
Will SMEs look further afield for the
workers they need?
If we get to a stage where EEA
nationals require immigration
permission, such as employer
sponsorship, to come and work in the
UK, they will not necessarily be any
easier to recruit than other overseas
migrants, Joanne says.

In such a scenario, employers who

are willing to deal with the red tape
and associated costs of employing nonEEA nationals may well broaden their
search and focus on where the best
skills can be found. For some roles there
could be less of an incentive to look first
to the European market where skills
cant be found in the UK.
PROTECTION FROM
POSSIBLE CHANGES
Can SMEs protect themselves from
what could be huge changes in the
available workforce?
At this stage, SMEs would be wise
to audit their workforce, reviewing how
many of their workers depend upon
freedom of movement rights to work
for them in the UK, Joanne says.
Thereafter, they may wish to speak
to those workers and review their
current status in the UK and what
their options may be for securing their
status in the UK as far as possible. It
is possible that it will become more
difficult to employ EEA nationals.
Employers should consider how
dependant they are upon this pool
of workers - whether for skilled or
unskilled work. It would be wise to
consider contingency plans, whether
its focusing on upskilling the UK
workforce, succession planning or

applying for a sponsorship licence to be

ready and able to recruit people under
the points-based immigration system.
For business owners, its the level of
uncertainty thats the most damaging.
Without a clear roadmap, other than
to reduce immigration to the tens of
thousands, planning future expansion
with an uncertain supply of workers
is something all business leaders are
concerned about, most notably in the
small business sector.

WORKING IN THE UK
Anna Mazurek is a translation manager at money
transfer business Azimo and originally comes from
Zamosc in south east Poland.
She migrated to the UK two years ago with her
Italian fianc. Anna has a background in translation
and speaks four languages, including German,
English and Italian.
She loves the multicultural environment in London,
although it took some time for her to get used to
the fast pace of life in the city. She enjoys being
part of the large Polish community in the capital
and likes the range of Polish shops and churches,
which help her feel at home.
Anna does have some concerns about her future
following the vote for Brexit. Although she has
always had good experiences in London, she
has noticed a greater stigma about the Polish
community here than when she lived in Germany,
although not from people who know Polish
migrants personally.
Following the referendum vote, she had several
messages from friends concerned about her future.
Shes now waiting to see what happens, including,
for example, how difficult it might be for her
relatives to visit her. Ultimately, she hopes it will
remain a: Great and uncomplicated place to live.

MAKING MONEY 43

ADVICE

JOINT VENTURE
Starting a family business after losing your job
could mean the trauma of redundancy has a
happy ending, Trevor Johnson says

nn Bonner was made

redundant from a packaging
company at the same time
her son Paul was looking for
a new career. Ann had been a marketing
manager and Paul had finally given up
his dream of being a professional golfer.
Ann had a redundancy payout and
Paul had a business idea. She had
experience - he had youthful ambition
and drive. Going into business together
seemed a no brainer, so thats what they
did.
Four years later PFB Recruitment is
a thriving consultancy serving clients
in rail, construction and engineering.
Its worked out really well, Ann says.
Were a good team.
MAINSTAY OF THE ECONOMY
Theyre not the only redundancy
victims who have found they have a
better chance of starting a successful

44 MAKING MONEY

business if its a joint venture with a

family partner. In fact, some 75 per cent
of post-redundancy family businesses
survive the first two years, as against 65
per cent of other start-ups.
Its worth remembering that family
companies are now the mainstay of
the economy. Nearly 80 per cent of UK
businesses are family owned and run
and account for nearly 50 per cent of
national output.
I wish we had teamed up sooner,
says Paul Morton, who with his wife
Gaye has run a successful south
London specialist travel agency for five
years after being made redundant from
a national travel chain.
We have more freedom to work the
way we want to. The only problem is
that we are together virtually 24 hours
a day and at the beginning tempers
tended to fray. Now we make sure we
give each other plenty of space.

KEY QUESTIONS
Could you work with your family in
a post-redundancy business? Before
making any decision, its worth
checking you can answer yes to these
key questions:
Will you be comfortable with your
work roles?
Do you respect each other?
Could you work to each others
strengths and weaknesses?
Can you be flexible? You wont
always get your own way.
Could you balance your work and
home lives?
Have you thought through what
working in a family business will mean?
Get things right and it can mean
the trauma of redundancy has a happy
ending. For instance, after losing his
job Jonathan Andrews brought his wife
and son into a specialist haulage startup four years ago. This years turnover
was 2 million.
75 PER CENT OF POSTREDUNDANCY FAMILY
BUSINESSES SURVIVE
THE FIRST TWO YEARS,
AS AGAINST 65 PER
CENT OF OTHER STARTUPS

LOT TO THINK ABOUT

However, experts warn theres a lot
to think about when starting a family
business. Peter Fraser agrees with that.
Made redundant from an international
yacht building company three years
ago, he started a yacht repairing
business on the River Fal in Cornwall
with his two sons and a cousin.
He explains: I found things more
complicated than I had imagined. I
needed not only a master plan, but also
a plan to operate the master plan. You
have to protect the firms resources to
ensure adequate support for spouses,
children, grandchildren and other
family members who are dependent on
the business.
You must think about who is going
to run the company when youre dead

and gone and how you will train these

people and give them the benefit of your
experience. Passing on a healthy, viable
company seems all the more important
when the business is family owned.
Professor Jonathan Levie of the
University of Strathclyde says midlife redundancies and high youth
unemployment are major reasons for
the rise in family start-ups.
Typically, parents bring in the
capital their children are unable to
borrow, while the children have the
technology and social media skills vital
in contemporary business.
For instance, when Sheffield
graduate Naomi Parker was made
redundant and wanted to start a
business making unusual greeting
cards, her parents invested 10,000 in
the project.
They admitted they didnt
understand the technology, but had
been in business all their lives and
supported me when the bank turned
me down, Naomi says.
Luckily its turned out okay and
were making a profit. I can never thank
my parents enough for having faith in
me.
BRIDGING THE AGE GAP
Kaye Booth and her daughter Holly
started their social media consultancy,
SocialMyna, when Kaye wanted a new
challenge and Holly had left university.
The business is now healthy and
growing fast.
Looking back, Kaye says: At the
start, Holly found it awkward that I
was her mum, but despite the age gap
we have a lot of respect for each other
and I have complete confidence in her
abilities.
Joseph Sopher feels the same way.
When his electrical business went
into liquidation in 2008 he spent
months wondering what to do, before
approaching his son Adam to help him
start Joe & Sephs Gourmet Popcorn
business.
Joseph had enjoyed flavoured
popcorn on trips to America. He
wanted to bring the idea to the UK.
Adam, who was in banking, says: In the
end, it was too good an opportunity to
miss. Our skills fitted together and we
learned a lot from each other.
Now five years on, the business is
turning over more than 3 million
a year and its exotic popcorn, in 40

flavours from caramel to curry, sells

in 20 countries, as well as on major
airlines.
We had major rows along the way,
as we learned to work with each other,
Adam says. It took about six months,
but we are all totally committed to the
business.
PITFALLS TO AVOID
Consultants warn starting a family firm
after redundancy isnt always plain
sailing.
Relationships in and out of the
workplace are inevitably more
complicated, organisational
psychologist Gina Connolly says.
Relatives may have spent their lives
together, but not as partners or as boss
and workers.
She says many family businesses
combine two opposing and potentially
explosive systems. A family is emotion
based, inward looking and aimed at
minimising change. A business is
outward looking, task based and aimed
at exploiting change.
So if youre planning a family
business after redundancy, these, Gina
says, are the pitfalls to avoid:
Lack of communication. Gina
cites the case of a family business
employing three sons: The parents
never discussed the firms future. When

they died within two months of each

other, the company was entirely in their
names and had to be liquidated to pay
death duties.
Money management. This is
the root of 80 per cent of family
business disputes, as in the case of an
agricultural engineering company run
by a father and son. The son wanted
to borrow heavily to keep up with the
competition. The father disagreed and
threatened to sack his son.
The situation was saved when the
son scaled back the scheme and his
father agreed to most of the changes.
The sons mistake was to expect
an immediate positive reaction, Gina
says. The older generation often needs
time to mull things over.
Inadequate business structure.
A casual arrangement depending on
goodwill can be disastrous the moment
things start to go wrong. Consultants
often recommend a family partnership,
rather than a more complicated limited
company, but say this should only be
done after a great deal of thought.
Joyce Jewell, a solicitor specialising
in family start-ups, says: Get a good
contract drawn up by an accountant
and a specialist solicitor, just in case
things go wrong. You can walk away
from an ordinary business partner, but
not from your mum and dad.

MAKING MONEY 45

ADVICE

S TA R T- U P
S U R V I VA L G U I D E
Dave Howell details the skills required and
warning signs to heed for your business to
celebrate its second birthday

ecoming a business owner

and then steering your
enterprise to long-term
profitability means
acquiring a number of skills and
understanding the market youre
trading in. Its a sad fact that many
businesses - over half, according to
research from insurer RSA - dont
survive past five years.
Last year saw an unprecedented
600,000 new businesses created,
according to the Office for National
Statistics, proving the UK continues to
be a hotbed of innovation.
MANAGEMENT SKILLS
To succeed, all new businesses have
to be set up on firm foundations. Here,
management skills are an important
factor, as Patrick Woodman, head of
research and communications at the
Chartered Management Institute,
explains: According to CMIs 2015
Growing Your Small Business report,
poor management is the leading cause
of small business failure, blamed for 56
per cent of insolvencies.
Despite this, small and mediumsized enterprises are less than half as
likely as large businesses to provide
management training - 41 per cent
compared to 89 per cent. Failure is
clearly linked to a lack of investment
in developing leadership and
management skills.
MARKETING EXPERTISE
Sammy Blindell of How To Build A
Brand, a resourcefor entrepreneurs
of fast growth businesses, says the
number one reason businesses
fail early on is a lack of marketing
expertise.

46 MAKING MONEY

They simply dont know how

to market themselves effectively,
Sammy says. Every start-up needs
to begin with their core value system
and build a focused marketing
strategy based on their unique selling
proposition, their ideal clients profile
and the market in which theyre
planning to operate.
Its simple - without marketing,
you have no customers. Without
customers, you have no business.
NOT KNOWING
YOUR NUMBERS
New entrepreneurs often lament
the fact they have little time to work
on their businesses, as theyre so
immersed in day to day operations.
Gary Turner, co-founder and
managing director of accounting
software company Xero UK, says: Not
knowing your numbers is a universal
warning sign. Too many business
owners get sucked into working
almost exclusively in the business and
not on the business and therefore miss
symptoms theyd otherwise address
before they harm the vitality of the
business.
If there was one simple piece of
advice, its make sure you know your
numbers daily, weekly and monthly.
If youre struggling to know what to
do, get an accountant, who will almost
always be able to advise you.
Martin Campbell, managing
director of software company Ormsby
Street, says you need to keep an eye on
the health of your enterprise every day.
The first place to look for warning
signs is in the company accounts,
he adds. Falling income is rarely
a good sign, but if spotted early

FAILURE IS CLEARLY
LINKED TO A LACK
OF INVESTMENT
IN DEVELOPING
LEADERSHIP AND
MANAGEMENT SKILLS

enough doesnt necessarily have to be

terminal.
High staff turnover is another one
to watch. There are always exceptions,
but generally speaking people dont
leave successful businesses that are on
the up in significant numbers.
Also, a small business should
monitor its credit rating. This can
be done via tools such as CreditHQ,
which gives an understanding of a
business credit rating and insight into
how it can be improved.
NOT HITTING TARGETS
Jonathan Pfahl, founder of
entrepreneurial mentoring
organisation Rockstar International,
says: Targets not being hit for any

TOP SURVIVAL TIPS

good reason is a warning sign. Im

amazed how many businesses dont
set sales targets or growth targets in
set periods of time and just hope a
salewill come in.
Another indicator is the number of
referrals youre getting from existing
clients and partners. If they arent
consistent, its telling you perhaps the
brand or what youre offering isnt as
great as you may believe. Its at that
point you have the opportunity to turn
it around.
With so many skills to master,
starting then running a new business
over the long term isnt easy. Building
a successful company from scratch is
always tough, Jonathan says. There
will always besetbacks, challenges and

tough times. Its during these periods

when the business owner is tested
in ways they never imagined when
setting out.
The other key point that tends to be
neglected is that the bigger and more
successful a business becomes, the
larger and more complex the problems
are. So a successful and profitable
business today may not be the case
tomorrow.
It is incumbent on the business
owner to have confidence in
themselves to navigate this and instill
a belief in their teams and staff to
maintain long-term success.
New businesses fail for a range of
reasons. Its difficult to point to any one
aspect that if paid more attention to
would prevent start-ups going under.
What can be said, however, is that
business owners are not powerless.
They can put in place systems to
alert them to any pressures that are
mounting.
Detailed planning with
stated contingencies are highly
recommended to identify issues.
Keeping a close eye on sales levels,
cash flow and trends within your
market will ultimately enable you
to ensure your business not simply
survives, but thrives long into the
future.

Is there a market? Many failed businesses were

based on a false assumption. Is there a need for
the service or product your start-up will sell? Doing
detailed market research and completing a SWOT
analysis (highlighting strengths, weaknesses,
opportunities and threats) will reveal if your
business idea is sound.
Cash is king. Businesses often fail because
they ran out of cash at a critical moment. Closely
watching your cash flow is a key way to stay in
business over the long term.
Careful spending. Its true that you need to
spend money to make a profit, but you need to
ensure you spend your cash on the right services
and products. Ask yourself before every purchase
how it will improve your business.
Watch your competition. Its easy to believe
your product or service is the best. However, if
they can be easily copied, could your competitors
deliver them faster and cheaper? Keep a close eye
on your competition to ensure your business stays
ahead.
Planned expansion. How fast your business
grows can in some circumstances prove too
fast to be sustainable. Overtrading, where your
business cant deliver the products or services to
its customers, is a common reason for failure. Plan
your start-ups expansion in stages, ensuring you
can cope with the new influx of customers.
Ask for help. Business mentors can be a great
source of practical help and advice. If you have
a question or think your business is heading for
trouble, a mentor can be a great asset.
Plan to succeed. Many businesses fail as they
dont have a business plan, which enables you
to clarify your product and its market, but also
what you would do if your business did suffer
a downturn. Having already thought about this
aspect of running your business helps you prevent
failure.

MAKING MONEY 47

ADVICE

ASSET MANAGEMENT
Trevor Johnson explains how to attract and
retain key employees

ouve finally got your dream

team. The right people are
in the right jobs and youre
all set to go places. But how
will you keep these dynamic go-getters?
In the past five years a new human
resources strategy has sprung up
to keep high flyers happy. Its called
retention planning and it starts the
moment a promising new recruit steps
through the door.
SHIFT IN POWER
Business analyst Chad Brooks says:
With the job market so strong, gone
are the days when bosses had the upper
hand in the hiring process. As a result
of this shift in power, the people you
employ are calling the shots.
Nowadays, the key to bringing in
quality people and holding on to the
ones youve got is understanding what
theyre looking for. And strange to say,
its not necessarily a massive salary.
Indeed, a recent London Business
School study has confirmed what
retention planners have long known money alone wont tempt todays whizz

48 MAKING MONEY

kids into an executive team and keep

them there.
Business psychologist Dr David
Hurst says: We have seen countless
cases where money doesnt buy
happiness and job satisfaction and
really promising people cant wait to
move on.
Bosses have got to realise that
bonuses, company perks and long
holidays simply arent enough to keep
ambitious employees in a dream team.
Opportunities for professional
development are invariably top of their
wish list, followed by a clear indication
from the company that it appreciates,
respects and values them on a personal
level.
On the other hand, employers
invariably rank career opportunities
pretty low and believe employees rate
salary and benefits above everything
else.
IMPORTANCE OF TEAMWORK
Its good sense to listen to what dream
teams want. Never have they been such
a key to business success.

IF ANYONE IN YOUR
TOP TEAM WANTS TO
LEAVE, THROWING
MONEY AT THEM IS
NOT NECESSARILY THE
ANSWER

Dr Hurst says: Nowadays, building

top teams is crucial. Teamwork is
where innovation happens. A genius
working alone in a back room is just a
fairy tale today.
Companies like Microsoft,
Apple, Google and Nokia all swear
by teamwork. Theres no question
that when it comes to making vital
decisions, several heads are better
than one.
How can teamwork help?
According to the conciliation service
Acas, it can increase competitiveness
in four ways:
Improving productivity.
Encouraging innovation.
Taking advantage of new
technology.
Employee motivation.
Working in a top team can have
a remarkable effect on motivation,
according to the Chartered Institute
of Personnel and Development.
Teamwork rests on involving
everyone in decisions. There also
needs to be an effective appraisal
system, so that those who do well
know they have a chance of moving on
to even more responsible jobs.
How do you know if youve picked
the right team members? Team spirit
doesnt come naturally to everyone,
warns Dr Mark de Rond, a professor
at Cambridge Universitys Judge
Business School.
Sometimes you have to take
someone out of a team who might
be very skilled, but is a negative
influence on others. If they are
intimidated, it could be bad for
creative brainstorming within the
team.
And achieving team spirit is also
about getting the right environment,
the right skills and considering
peoples personalities.

Gone are the days

when bosses had
the upper hand in
the hiring process

CAREER GROWTH
To hold on to that dream team once
theyve got it, bosses need to start
their retention planning as early
as a candidates first job interview,
according to a study by management
solutions specialist Execu/Search
Group.
Execu/Search Group CEO Edward
Fleischman says: Now is the time to
talk about career growth and future
prospects, rather than just salaries and
financial perks.
Other retention planning ploys that
have proved effective in luring top
recruits include offering coaching and
mentoring programmes, additional
academic training, opportunities to
join key projects and spending time in
different areas of the company.
Employers also need to explain to
potential dream team members how
they will fit into the companys overall
goals. In one study, 30 per cent of those
interviewed for a plum job said no one
was able to tell them exactly what their
role would be in future strategy.
With more focus on retention
strategies, employers can prevent top
talent from leaving their teams and
ensure they have proper steps in place
for succession planning, Edward says.
According to Dr David Hurst,
the moment an employee feels
undervalued its likely, in todays
market, they will think about taking
their talent elsewhere.
He says the most likely reasons for
looking for another job are:
Lack of advancement opportunities.
Poor work/life balance.
Disappointing salary increases.
Lack of an ambitious company
strategy.
Uninspired leadership.

Pundits agree that if anyone in your

top team wants to leave, throwing
money at them is not necessarily the
answer.
Research by staffing expert The
Creative Group found that offers of a
salary increase were turned down by
over 30 per cent of dissatisfied middle
managers.
Diane Domeyer, The Creative
Group executive director, says: Many
companies are willing to pull out the
stops to retain their best people, but pay
rises can often be counterproductive.
It can be like putting a bandage on the
problem, rather than finding a cure.
The employee may feel valued and
stay on in the short term, but the issues
that initially prompted the person to
consider leaving usually crop up again.
So before making a pay rise offer you
hope cant be refused, ask yourself:
Will it address the real issue, which
could be the employees long-term job
dissatisfaction?
Is it a knee-jerk reaction because
youre afraid your team will be left in
the lurch?
Will it set an undesirable precedent,
which could mean other employees
will expect similar treatment in the
future?

Will your pay scale remain intact

or will giving employees a rise in order
to keep them upset the balance of your
compensation programme?
What impact will it have on the
team? What you gain by attempting
to please one employee can cause
resentment and low morale among the
rest.

TAKING OWNERSHIP
Professor Leonard Glick, a motivation
and management guru, says: To get a
dream team working to full capacity
youve got to get the members to feel
that they own the place and not just
work there.
One of the principles of selfmanaged teams is to organise around
a whole service or project and make
personnel feel responsible for what the
customer is buying. Encourage team
members to become familiar with what
others are doing, so allowing them to
have an input into the whole process.
Dont be afraid to give high flyers
new responsibilities. That will allow
them to grow and become more
confident, while making them feel more
valuable to the organisation. Managers
might think its a risk allowing their
people to try new things, but to me the
bigger risk is having people getting
burned out or bored.
Of course, money matters, but to
ambitious people anxious to get on
the challenge and purpose of the work
and the opportunity to contribute to a
winning team are, in my experience,
more likely to keep them on your
payroll.

HOW TO HOLD ON TO YOUR DREAM TEAM

Have regular meetings, so that
team members can express their
views.
Find out what motivates your
team as individuals.
Introduce training
programmes.

Create a blame-free
environment, so that staff can
learn from their mistakes.
Make your team involved in
company operations.
Never miss a chance to praise
a job well done.

MAKING MONEY 49

ADVICE

D O N T T H R OW I T AWAY
Ancient laptops and desktops might seem ready
for the scrap heap but, says Paul Rigby, theres
life in them yet

o you have an over-the-hill

personal computer? Maybe
you want to junk it, because
its slow and frustrating and
has made you want to throw it out of a
window for months, maybe years. Dont
do that. If that laptop or desktop is from
the last 10 years, youd be surprised by
how much life you can get out of it. Not
just limping along like you were in the
last few years of its pathetic attempts
to run Windows 7, 8 or even 10were
talking about ways to bring an old PC
back to useful life. You may need to do
some light upgrades here and there:
more RAM and a big new hard drive
may benefit some of these projects. But
all you need in most cases is separate
access to the Web and the ability to get
software written to a USB flash drive to
install on that old clunker.
TRY A NEW, LIGHTER OS
You like to try new things? Nothing will
seem newer than a freshly installed
operating system on your old PCeven
a downright elderly computer will feel
brand new. Most alternative operating
systems (translation: not Windows
or MacOS) are based on Linux,
which comes in a variety of options
called distros. Popular examples
include Ubuntu ([Link]),
elementary OS ([Link]) and
PinguyOS ([Link]). Youll find
interfaces similar to Windows and they
come with a ton of included software
packages. They work pretty great on
PCs with 4GB of RAM or more. When
you get home from the office, if you
want to hand the laptop off to the kids,
there are distros designed for toddlers,
like Qimo ([Link],
recently retired, but still available),
DouDou ([Link]), Sugar

50 MAKING MONEY

([Link]/go/Downloads/
Landing_page) and Edubuntu (www.
[Link]).
MAKE A NAS/HOME SERVER
Network-attached storagea server
for your small business network, used
for storing files that you share with all
the PCs on the networkare big. There
are lots of them with prices from a
pittance to the hundreds. If youve got
an old PC with lots of storage drive
space, you dont need to buy a NAS:
make one.
FreeNAS ([Link]/forhome/) is a software program for doing
just that. Its accessible by any OS on
your networkWindows, MacOS,
Linux you name it. Thats a perfect
way to make a shared backup of your
computers. FreeNAS will also stream
media to mobile OSes like iOS and
Android phones. You control which
users get access. You need at least 8GB
RAM to run it properly.
Tonido ([Link]) is a
different kind of storageit turns
your PC into a NAS thats more about
remote access. In other words, make
your own private cloud. Your PC
becomes a website for accessing files
from anywhere, on any device. Do it at
home over DLNA to stream media or
remotely from a smartphone browser
(there are Tonido apps for iPhone,
iPad, Android, Windows Phone and
even BlackBerry). Tonido also offers
file syncing across computers (up to
2GB of data). They say to put it on your
primary use computer but, if you put
it on an old secondary computer, its
instantly part of your backup routine.
Note that its not an operating system
in and of itselfyoull still need
Windows, Mac or a version of Linux
running on the PC to use Tonido.
MAKE AN ANONYMOUS PC
Everyones worried about privacy
in apost-Snowden world. There are
many tools for making your working
computer into a more anonymous tool
for surfing the Web but if youve got a
long-in-the-tooth PC that needs new
life, turn it into a dedicated privacy
PC with The Amnesic Incognito Live
System or TAILS ([Link]).
Its based on a Linux offshoot called
Debian. TAILS can run off a USB flash
drive, SD card or DVD to take it with
you. While running, it routes all your
Internet traffic and requests though
the TOR Project. All the integrated
applications with TAILS come preconfigured for security, including the
office suite, IM client, email software
and of course the Web browser.

CREATE A STARTER
PC FOR TECHNOPHOBES
This one is for a machine thats not
too old and for those who might know
someone who just does not get on
with computers but they really need to
have one in their life. Worse, they cant
handle it and ask for your help. All the
time. You may not even live in the same
area. Troubleshooting over the phone is
for the birds, so what do you do?
Take that old laptop, clear the drive
and reinstall Windows. Then lock it
down so they cant install any software
without your permissionto do so,
youll need to get Windows 7 Pro or
better and create a user account with
very limited privileges. Before you send
it off, install a remote-control program
like TeamViewer ([Link].
com) or Splashtop ([Link].
com) so you can occasionally take over
the PC and do updates and, better yet,
show them on their own screen how to
perform functions they cant fathom.
When you do use their computer
remotely, make sure to create restore
points for future restoration of the PC
when it inevitably gets screwed up.
FIRE UP A HOTSPOT
Nothing is worse than limited wireless
network access. So turn that PC into
a hotspot for sharing an Internet
connection via Wi-Fi. Naturally, youll
need a PC with Wi-Fi capability and to
be honest this is probably a job better
left to a router. But the option exists
via Connectify ([Link].
me/hotspot/). If youve already got
a router with Wi-Fi, run Ethernet to

WHILE RUNNING, IT
ROUTES ALL YOUR
INTERNET TRAFFIC
AND REQUESTS
THOUGH THE TOR
PROJECT

the laptop and with Connectify, create

a secondary network using the same
Internet backhaul connection. (Its
a must even on your main, working
laptop, especially if you travel a lot and
dont want to pay extra for Wi-Fi for
your tablet or phone, for example.)
With Windows 10, as with previous
versions of Windows, it is possible to
change some settings to turn the PC
into a hotspot thats still connected
to your home Internet without extra
software. Do a search on YouTube and
youll turn up plenty of videos spelling
out the process.
CONTRIBUTE CPU CYCLES
Even the oldest PC has plenty of
computing power going unused in its
idle moments. Distributed computing
projectswhere software ties together
a huge number of PCs to work on
computationally massive problems
can put those cycles to good use. For
example, youve probably heard of
SETI@home ([Link].
edu; the Search for ExtraTerrestrial
Intelligence), a distributed computing
project that goes back to the 1990s.
It was spawned at Berkeley and uses
volunteer PCs to analyse signals from
space. The software, which allows
anyone to contribute to the SETI
computation, is called BOINC (boinc.
[Link]/[Link]). It is also
the backbone for projects to cure
disease, predict the climate, even to
model the universe. Find one you want
to back, set up BOINC on that old PC
and let it run in the background, helping
others while it doesnt help you.

MAKING MONEY 51

SHOWS AND EVENTS

[ GOING GLOBAL LIVE ]

INTERNATIONAL
EXPANSION
Going Global Live is Europes leading event for anyone looking to grow
their business abroad, export products or set-up overseas operations

oin 80 leading suppliers

at Olympia London on
November 17-18 for an
insight into the world class
resources, inspiration, information and
advice your business needs to succeed
overseas.
Going Global, now celebrating its
fifth edition, attracts 3,500 delegates
and runs alongside The Business Show,
Business Startup and the Foreign
Direct Investment Expo, creating the
biggest and best business event in
Europe and the perfect environment
for budding entrepreneurs and
ambitious business owners looking to
trade internationally.
EXPERT SPEAKERS
At Going Global all the suppliers and
services companies you need to meet
to achieve international expansion
are under one roof. This years show
comes with the most complete line-up
of speakers, from global experts on
international business development to
inspirational entrepreneurs giving their
top tips on the challenges and pitfalls
to avoid. There are 60 expert speakers
for you to enjoy, all there to help you
achieve international expansion.
Lesley Batchelor is director general
of the Institute of Export, an education
foundation providing qualifications
and support for business. She is a
champion of UK exporters, with a track
record of enhancing the performance
of hundreds of businesses, having
been awarded an OBE in the 2015
honours list. She will be advising on
modern protectionism post-Brexit and
extending trade with new markets.

52 MAKING MONEY

IF YOURE SERIOUS
ABOUT TAKING YOUR
BUSINESS TO THE
NEXT LEVEL, THE EVENT
IS A MUST ATTEND

Neal Carley, director of business

development for Proven SA, has over 17
years of expertise overseeing the daily
direction of the leading Saudi Arabiabased business services provider,
focusing on corporate immigration,
outsourcing and recruitment in the
kingdom. Learn from one of the best in
the business on all aspects of revenue
growth, business partnerships and
global reach in Saudi Arabia.
Since graduating from the Institute
of Export, Alan Rides has been the front
line export salesman across Africa, Asia

and the Middle East for 25 years for

trading companies with manufacturing
arms that set up local offices and
dealerships for UK companies,
including the likes of JCB, Rolls-Royce,
Terex, Land Rover and Hyster.
Alan will provide an expert view on
Iranian growth opportunities and will
be able to answer questions on how to
take your first business steps into the
Middle East.
Anne-Marie Martin is the
chief executive of COBCOE, the
international body that represents

British chambers of commerce

and business associations across
Europe. She will be joined for
an unmissable panel discussion
by senior representatives from
COBCOEto discuss European market
opportunities.
There are numerous live and
interactive features to entertain and
educate visitors, learn the importance
of the online world and find out how to
utilise the power of digital technology
in your business with the number
one ranked business coaching firm
ActionCOACH.
Or visit the emerging markets
theatre on November 17 to get Up Close
& Personal with Saudi Arabia with the
Proven SA team to learn everything you
need to know about expansion into the
Middle East.
INTERNATIONAL
BUSINESS ZONE
This year Going Global is partnering
with the Department for International
Trade to bring you the International
Business Zone. Its a specially crafted
area where business owners and
entrepreneurs can receive expert
advice on overseas expansion during
15-minute sessions with a DIT
international trader adviser.
At the last show in May 2016, 59
per cent of attendees were not yet

exporting their products or services,

but were actively seeking opportunities
to do so, while 41 per cent were
already exporting and seeking new
opportunities overseas.
Trying to meet, learn and connect
with all these people from your office
would take years to arrange. At Going
Global you can do it in two days - the
show provides you with the platform
to build your business into a global
powerhouse. If youre serious about
taking your business to the next level,
the event is a must attend.
GAIN ADVICE
Once again, The Business Show, now
in its 36th edition, will run alongside
Going Global, bringing together 25,000
small and medium-sized enterprises,
business owners and entrepreneurs to
learn, connect, gain advice and share
ideas.
There are 350 exhibitors, 170
interactive masterclasses and 250

seminars across the two days, including

some of the worlds biggest brands.
Gain free digital training by the
worlds most influential brand at
Googles Digital Garage or drop in and
be inspired by expert keynote speakers
such as former and current TV dragons
Hilary Devey and Touker Suleyman,
Crystal Palace chairman Steve Parish
and Googles head of marketing, Raja
Saggi.

INFORMATION
Going Global and all its sister events
takes place on November 17-18 at
Olympia London. Tickets are free
and allow visitors to gain access to
each of the aforementioned shows.
For more information visit
[Link].
If youre interested in exhibiting at
Going Global, call event director
Simon Chicken on 0117 929 6091 or
email [Link]@prysmgroup.
[Link].

MAKING MONEY 53

ADVICE

MAKING THE GRADE

These are the four qualities you should expect
from a franchisor, Pip Wilkins, chief executive of
the British Franchise Association, says

f youre going into business

under someone elses brand
and systems as a franchisee, its
good to know the standards you
should insist upon. If you dont see the
following, think twice before investing
your money.
EVIDENCE
Franchisors should have a track record
in business, backed up by proof of their
success.
Youll be given financial projections
when youre researching, what you can
expect to turnover and profit as your
business develops.
A key tenet of the British Franchise
Associations accreditation process
for franchisors is proof of what these
forecasts are based on. Accounts must
verify that they have been achieved,
either by other franchisees or a
company owned outlet at the same
stage of its development.
Youre looking to replicate proven
success. Ask for the evidence that
forecasts are accurate and feasible. Any
franchisor worth your time and money
will show you.

SELECTIVITY
As a franchisee, youll be operating
under a common brand together with
other business owners in the network.
Thats one of the biggest strengths of
franchising - a collaborative group of
people sharing ideas and experiences
for communal benefit. Its also a
collective responsibility.
Therefore, you need confidence that
franchisees, as well as the franchisor,
are conscientious about the quality
control of that brand, which begins
with the latter having rigorous
selection procedures for who can join
the network in the first place.
It should be a two-way due diligence
process. Expect, and welcome, indepth questions about who you are, the
skills you have and whats motivating
you to become self-employed.
If all a franchisor wants from
franchisees is a pulse and a cheque, its
time to look elsewhere.
TRANSPARENCY
Openness from both parties should
be the norm from the outset. You
should be asking plenty of questions

IF ALL A FRANCHISOR
WANTS FROM
FRANCHISEES IS A
PULSE AND A CHEQUE,
ITS TIME TO LOOK
ELSEWHERE

during the process of researching the

opportunity and expect transparency
on the answers, not the feeling things
are being hidden from you.
That includes open disclosure
of information on everything from
business and culture, fees and support
to financial potential, daily operations
and the communications channels
used in the network. Good franchisors
want to see you explore all aspects of
their franchise.
Remember, speaking with existing
franchisees is a great way to verify
what life in the network is like and
check you have the full picture before
investing. When they mirror what
youve been told by the franchisor, you
can have confidence in the way the
network is run.
INTEGRITY
The people youre dealing with are a
vital part of a prospective franchisees
research process. Not only will they
be the ones supporting you in your
franchise, but they also drive the
culture of the brand youll be operating
under. A franchise network is a
reflection of the people leading it.
Consequently, their background
and approach - to the business and
their franchisees alike - are hugely
important. If you feel your relationship
is built on trust and honesty from the
beginning, thats a good sign of things
to come.

INFORMATION
Visit [Link].

54 MAKING MONEY

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 55

INTERVIEW

[ DUBLCHECK ]

WORK-LIFE BALANCE
WITH DUBLCHECK
Dublcheck gives franchisees a guaranteed income and the
flexibility to have a life as well. John and Jan Power tell us why theyre
so happy with the Dublcheck commercial cleaning franchise

hen John and

Jan Power decide
they want to do
something, you can
be pretty sure its going to happen.
The husband and wife team, who
have been married for 48 years, decided
to quit their jobs as an insurance broker
and a librarian 17 years ago.
WORKING TOGETHER
As Jan explains: We had an insane
idea to do something together,
something to do with food and
drink, something we were
interested in and knew
we were good at.
The result of
their insane idea
was owning and
managing a 15-room

Carol Stewart-Gill:
Dublcheck
founder
and
chairman

WE HAVE GUARANTEED
INCOME, YET WE ALSO
HAVE TIME TO DO THE
THINGS WE WANT
TO DO

boutique hotel just outside Swansea,

which they proudly admit was a
huge success and had a clientele that
included superstars and politicians.
After many years in the hospitality
business, in 2006 they decided to sell
up and retire. However, the dynamic
couple realised after a few years that
they missed working and needed a new
project.
John takes up the story: After seven
years of retirement, we decided we
wanted to do something again. We
missed the excitement of running our
own business, but after the intensity
of running a hotel we felt going into
franchising, with the obvious advantage
of less risk, was the best plan.
When youve been running a
business thats really busy and then
suddenly youre not really doing
anything, lets say you can only play so
much golf.
We knew we needed more money to
maintain our lifestyle and had elderly
parents and an aunt who needed our
support, so we decided to look for a
franchise.
ATTRACTIVE OPPORTUNITY
The couple read about Dublcheck in
Making Money magazine and were
attracted to the company, but at first
werent 100 per cent sure a cleaning
franchise was right for them. It didnt
take too long for them to change their
minds.
We looked the length and
breadth of the country, but none of
the franchises we looked at floated
our boat, John says. Then Dublcheck
came to the fore again.

56 MAKING MONEY

The couple attended a franchise

exhibition in Swansea in 2013 and were
immediately drawn to the Dublcheck
stand.
We talked to the Dublcheck team
on the stand and were very impressed,
John says. We liked the companys
guaranteed turnover scheme. We
decided we had to follow it up this
time.
That was the turning point for John
and Jan.
PREMIER SERVICES
Founded in 1993 by Carol StewartGill, Dublcheck has been providing
premier cleaning services for offices,
showrooms and health facilities
throughout the UK for over 23 years.
The company operates a guaranteed
turnover scheme and support to enable
franchisees to concentrate on customer
service and develop their business
further.
We went to Chester to meet
Dublcheck and found out they were
such nice people - that was the
clincher, John explains. At our time
of life, we want to enjoy what we do and
like the people we work with.
The couple invested in a Dublcheck
franchise and were guaranteed 3,000
worth of business per month.
John adds: At our age [John is 69
and Jan is 68], we put parameters on
things such as travel distance, as we
wanted to work in the local area. We
now have 10 staff working for us and
the next plan for development is to
get more business and make one staff
member a supervisor, so they can be
responsible for providing cover.

Dublcheck franchisees
spending time together at a
Macmillan coffee morning

Franchising

We are both good at talking to

people and have managed to get more
business ourselves - our turnover is
now 4,000 per month. That may not
sound much to some people, but I dont
think there are many people our age
in this business and it works for us.
Were not empire building, we like the
flexibility.
EXPERT ADVICE
What advice would John give to
potential franchisees?
Dublcheck does all our invoicing
and paperwork and for them to take
such a time consuming part of the
business away from us is so valuable.
We like the support the company
offers too. There is always someone at
the end of the phone who can find an
answer to anything you need to know.
The key to franchising is positivity.
Just the same as with other ventures,
you have to make sure you choose
wisely.
We have guaranteed income, yet
we also have time to do the things
we want to do. We have two elderly
relatives who need our support and I
still like to play golf a couple of times
a week. We dont let the business run
us - we run it.
Jan adds: Its opened up a whole
new world. Meeting new people all the
time keeps your brain active.
Whats next for the couple?
We still want to get bigger - were
doing okay, but we could do with more
business, John says. The Dublcheck
model is based on the turnover
guarantee and there are various ways
of getting more business.

Our preferred route is to buy

appointments from them and see
customers right from the start. We are
slowly building up business in a way
that works for us.
You get the feeling speaking to
John and Jan that their drive and
determination will take them a long
way.
Carol Stewart-Gill says: If you put
the effort in, the rewards are there

INFORMATION
Call 0800 317236,
email franchise@[Link] or
visit [Link].

Mark Howarth
and Graham Hey
attending a sales
training course

THREE ACTUAL AUDITED DUBLCHECK FRANCHISE ACCOUNTS

Case A (this business is managed with 95 per cent of the cleaning done by employed
cleaners)

Turnover
Net Profit
% Profit

Year 1
63,000
17,000
27%

Year 2
104,000
33,000
31%

Year 3
128,000
54,000
42%
Case B (this business is 50 per cent managed and 50 per cent hands-on cleaning)

Turnover
Net Profit
% Profit

Year 1
25,000
6,000
24%

Year 2
38,000
20,000
52%

Year 3
45,000
25,000
55%
Case C (this business is 100 per cent hands-on at the start, moving to 95 per cent in year
three)

Turnover
Net Profit
% Profit

Year 1
17,000
8,600
50%

Year 2
18,200
9,500
52%

Year 3
25,000
10,300
41%

MAKING MONEY 57

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:39 Page 58

BRAND PROFILE

[ ENCOURAGING WOMEN INTO FRANCHISING ]

LEADING LADIES
EWIF shines the spotlight on award
winning females in the franchise industry

n the last issue, Encouraging

Women into Franchising told
you about some of its 2016
award winners. This month,
the spotlight falls on the rest of its
leading ladies.
NEW WOMAN
FRANCHISOR OF THE YEAR
Jenni Dunman from Daisy First
Aid stood out from the rest of the
nominees in the New Woman
Franchisor of the Year Award category,
sponsored by Darwin Gray Solicitors.
In just under two years, she has helped
almost 25 women to run their own
businesses.
Jenni says: When you run a
business, you rarely have time to sit
back and look at what youve achieved
because youre too busy moving
forwards.
Im absolutely delighted our
hard work has been recognised and
extremely proud of the success of
every Daisy First Aid franchisee.
FRANCHISE EMPLOYEE
OF THE YEAR
Kellie Blake from Rosemary
Bookkeeping won the Franchise
Employee of the Year Award,
sponsored by What Franchise.
Kellie was nominated by her
employer, Lisa Curteis, who wanted
her to be recognised for the hard work
she puts into her role on a daily basis.
Kellie says: I was surprised and
delighted to win my award. I believe
working within a small team for a
franchisor means you need to show
strength and commitment and I think
my award entry showed this.
The tasks within my role are
extremely varied and I have never
turned down an opportunity to learn
new skills and develop myself in
order to support the franchise and our
franchise partners.

Sara Harrison:
New Woman
Franchisee of
the Year

NEW WOMAN
FRANCHISEE OF THE YEAR
Sara Harrison from Angelas Swim
School picked up the award for New
Woman Franchisee of the Year,
sponsored by NatWest. Her franchise
has enjoyed a 100 per cent renewal rate,
just one of the reasons why she made a
deserving winner.
Sara says: I have no doubt the other
finalists in this category are just as
passionate, work just as hard and are
just as dedicated to their chosen career
as I am.
I think my story and success is
a classic example of the benefits a
franchise can offer someone embarking
on a new career. Following a proven
model with franchise business support
meant I could focus on the day-to-day
tasks and my customers needs.
WOMAN FRANCHISOR
OF THE YEAR
Sussanne Chambers of HomeXperts
won the Woman Franchisor of the
Year Award, sponsored by Franchise
Finance.

MY STORY IS A
CLASSIC EXAMPLE
OF THE BENEFITS A
FRANCHISE CAN OFFER
SOMEONE EMBARKING
ON A NEW CAREER

She launched her HomeXperts

business model in 2010 and has
experienced controlled and measured
growth over the last five years. After
signing up 13 new franchisees in 2015,
Sussanne saw turnover increase by 347
per cent.
She says: We know only 23 per
cent of franchisees across all franchise
sectors are women. I am hoping our
award will encourage more women
to join HomeXperts, where they
can have a successful and profitable
business working for themselves, while
being supported by the HomeXperts
franchise model.
EWIF is gearing up for its 2017
awards and looking forward to seeing
what next year will bring.

FOR DETAILS OF 2017 EVENTS

Facebook: [Link]/EWIF1.
Twitter: [Link]/EWIF1.
Email: info@[Link].

MAKING MONEY 59

ADVICE

FRANCHISE TRENDS
Does more need to be done to encourage
women to become franchisees?
Linda Whitney investigates

omen should
be flocking to
franchising. Selfemployment is an
obvious answer to the need for flexible
work that can be fitted around caring
responsibilities. Women are also said
to be more risk averse than men, so
a franchise, with a proven business
model, should be an obvious choice.
However, the long-term steady rise
in women franchisees seems to have
suddenly stalled.
UNEXPECTED DIP
The latest NatWest/British Franchise
Association franchise survey, released

60 MAKING MONEY

earlier this year, showed an unexpected

dip in the numbers of women
franchisees. Comparative figures show
that in 2005 20 per cent of overall
franchisees were female. By 2011 the
figure had increased to 28 per cent and
there were high hopes of increasing
it still further. However, in 2015 the
proportion of female franchises had
gone down to 23 per cent.
Meanwhile, the number of new
franchisee recruits who are female also
fell. In 2005 just 16 per cent of newly
recruited franchisees were women.
By 2011 the figure had soared to 38 per
cent, perhaps partly boosted by women
setting up in business as a way to

generate extra income to counteract

the effect of the recession on family
incomes. Or, more positively, because
the promotion of franchising to
women was at last hitting home
However, in 2015 the proportion of
new franchisees who were female fell
back again to just 17 per cent - only a
tiny increase on the 2005 figure.
So whats going on? Why are the
numbers of women in franchising
falling?
Pip Wilkins, the first ever female
chief executive of the British
Franchise Association, says: We
were surprised at the figures and are
trying to find out why the number of
women franchisees and new recruits
shows a decline.
It may simply be a glitch caused by
the way the data is gathered. Pip says
the methods used to count women are
being re-examined: It could be that
there is a hidden increase in women
in franchising because more women
are joining their male partners and
husbands in franchised businesses,
where the man has already been
counted as the franchisee.
It would be surprising if the
number of women franchisees were
dropping, she adds, pointing out:
We know the numbers of women
franchisees are increasing in the USA
and UK franchise trends often follow
the USAs lead.
Pip also suggests that the number
of women employed in franchises
is likely to be growing, given the
overall growth in care services
franchises, where the majority of
carers employed are women. This
resulting increase in awareness about

franchising among these women may

lead some to become franchisees.
A MANS WORLD
Decades ago, franchising was seen as a
mans world, which may have deterred
women recruits, but in recent years
franchising has made it clear that
women are welcome and there are
many high flying female role models.
The bfa has had a sustained
campaign to encourage more women
into franchising and has held regular
women in franchising events for the
last two years. There are presentations
by successful women franchisees
and female business leaders, plus
networking opportunities. The bfa also
celebrates women franchisees in its
annual awards.
Commenting on the latest bfa figures,
Sarah Carlile of franchise recruitment
marketing specialist Coconut
Creatives, who is also co-chair of
Encouraging Women into Franchising,
says: EWIF was originally formed to
help increase the numbers of women
in franchising and give women a forum
and a support network to become
franchisees, franchise their own
businesses or attract more women to
their franchise networks.
EWIF has not seen any drop-off in
interest. Sarah says: Our network has
grown and we have so many members
who are willing to share their guidance
and advice on a regular basis, often free
of charge.
It seems sometimes women dont
fully recognise their own success. Sarah
says: We hold an annual Women in
Franchising awards ceremony because
we found so many women dont even
realise how great their achievements
are, because for them its just part of
what they do every day.
The awards also make a good
marketing opportunity - valuable
for women who might otherwise be
somewhat reluctant to blow their own
trumpet.

Sarah says: They give added

credibility to the work our members
do and make sure their efforts dont go
unnoticed by their clients, customers,
employers and the rest of the industry.
EWIFs annual national conference
allows women to network and discuss
their ideas. We believe networking
and gaining advice is a great way to help
even more women get into franchising
or push their businesses to the next
level, Sarah says.
WARM WELCOME
Meanwhile, individual franchisors
make it clear they welcome approaches
from women seeking to become
franchisees.
Lynne Lister, director at X-Press
Legal Services, says: Almost 60 per
cent of our network is female and
half our X-Press award winners are
women. Women seem especially
suited to franchising - they work hard
and can lead and be team players
simultaneously. We welcome interest
from ambitious, hardworking women
and men. Gender is irrelevant to
success.

THE NUMBERS OF
WOMEN FRANCHISEES
ARE INCREASING
IN THE USA AND UK
FRANCHISE TRENDS
OFTEN FOLLOW THE
USAS LEAD

So given the warm welcome women

can expect in the franchise world, why
have numbers of female franchisees
and new recruits declined?
At present its not clear. There are
underlying issues, such as the fact
women are less likely than men to start
up a business, franchise or otherwise.
National labour force survey figures
show that in 2008 women accounted
for 17 per cent of business owners/
managers/employers. However,
between 2008 and 2011 women
accounted for an unprecedented 80
per cent of the new self-employed,
according to the 2015 labour force
survey.
Given women now account for 17
per cent of new recruits to franchising,
which mirrors the figures for overall
female start-ups in 2008, could it be the
great increase in female franchisees
was the glitch, rather than the most
recent decrease? It could be that we
have now returned to the norm.
Whatever the reason for the
figures, its clear women are still
underrepresented in franchising. More
work needs to be done.

MAKING MONEY 61

BRAND PROFILE

[ X- P R E S S L E G A L S E RV I C E S ]

MOVING ON UP

In X-Press Legal Services, over half the network are women, of whom
two thirds have received awards in recognition of their achievements

omen are continuing

to make their mark
in franchising.
According to the
latest available research, almost a
quarter of franchised businesses are led
by women.
In X-Press Legal Services, over half
the network are women, of whom
two thirds have received awards in
recognition of their achievements. In
addition, two of X-Press three most
successful franchisees are women.
DYNAMIC BUSINESS OWNERS
Interestingly, one of the things that
stops many people, especially women,
from starting their own businesses,
however much they want to, is lack
of confidence. But comprehensive
training and ongoing support from
a franchise can transform cautious
people from a wide variety of different
backgrounds into confident, dynamic
business owners.
New franchisees are encouraged by
the rapid progress they make during

training and confidence grows as their

competence levels rise. Its generally
held that anyone can be successful,
so long as they are hardworking,
determined to succeed and follow the
franchisors system.
People like franchising for many
different reasons. For some, its simply
to have a successful business - but with
a little help. Or to make a fresh start,
perhaps moving house at the same
time.
For others, its the chance to work
with a spouse or other family member.
Then there are people who want
the flexibility franchising offers; for
example, those with young families or
other domestic commitments.

When Karen Underwood joined

X-Press 10 years ago, she had two small
boys and was used to juggling her time,
so working from home was ideal.
She says: I appreciate being able
to choose when I work in the office,
thanks to reliable staff. Being a
franchisee allows me to balance the two
important priorities of being a business
woman and a mum.
Karens business has grown
enormously and she received X-Press
Social Media award last year.
Im pleased to say winning the
award greatly impressed my teenage
sons, who found it hard to believe their
mum could be so competent, Karen
says.

HOME BASED
Another big attraction for many is
the opportunity to work from home
because of the flexibility it offers - work
can be fitted around family activities or
at unusual times that suit any domestic
situation. Over a third of all franchises 44,000 last year - are run from home.

NEED FOR FLEXIBILITY

Sandy Hennessey has a different type
of family commitment, but her need for
flexibility is just as great as a working
mum. She helps take care of her elderly
mother, so values the ability to vary her
hours and fit in with her three staff.
She says: I enjoy what I do and
would never want to go back to being
employed again. I also value the
flexibility being a franchisee gives me,
so that I can take care of my family
commitments.
WORKING TOGETHER
Current franchisees of the year, Liz
Ferguson and husband James, wanted
to work together and left the crowded
south east for Looe in Cornwall.
Liz says: We were pleased to
have found a franchise with so much
potential and one in which we could
work together, with plenty of promise
for the future.
It was Lizs brainwave last year to
start a networking group that enabled
their business to soar. Investment in
time, effort and money has been well
rewarded by their impressive growth.

62 MAKING MONEY

Now X-Press is looking for new

franchisees. The franchise welcomes
interest from ambitious, hardworking,
energetic and determined people, both
female and male. Attitude, ability and
aptitude are far more important than
previous experience or qualifications.
Womens skills and talents make
them especially suited to franchising.
They work hard and can be both
captain and crew, leaders and team
players, frequently combining a range
of domestic and familial duties with
their business responsibilities. They
have an innate ability to ensure all the
plates keep spinning, so that everything
runs smoothly and everyone is kept
happy.
PLATE SPINNERS
Linda Mannion is an experienced plate
spinner, having overcome extreme
difficulties and still managed to double
the size of her business. She has twice
received the Franchisee of the Year
award and been nominated for all
categories of the franchisors awards in
the 10 years since she joined X-Press.
She never expected to run her
own business, nor that it would grow
so quickly, but says she is naturally
delighted it has.
Linda adds: X-Press has always
provided tremendous support and I feel
secure knowing the safety net is there
if I need it.
Franchisee Jo French always wanted
her own business. She was hesitant
about leaving a well paid job, but after
much deliberation decided to resign.
She likes being her own boss and values
being able to manage her work so she
has time for activities outside work.
She loves to sing and every day walks
her dogs, cycles and goes to the gym.
People joke about women being
able to multitask, but many believe
its hard-wired into the female brain.

Womens can-do attitude enables

them to be focused and to overcome
obstacles and difficulties in order to
achieve goals, without neglecting other
responsibilities.
All franchises must be regarded
as serious businesses, whether run
from home or dedicated premises.
They must always create a good
impression, look professional, operate
to high standards and offer exemplary
customer care at all times.
SKILFUL NETWORKING
Setting high standards, working hard,
perseverance and skilful networking
have created an exceptional business
for Helena Bedford and husband Neil,
earning them the networks Business
Development award.
They were keen to work together and
were delighted to discover the X-Press
area they wanted was available, so they
didnt have to move. Now they rent an
office not far from home and employ
two people as well.
I enjoy the work very much and
the longer and more complicated the
search, the better I like it, Helena says.
TOP PERFORMER
Penny Brierley is one of X-Press top
performing franchisees and has won 10
awards over the last 11 years. Ironically,
before she joined the franchise she only

WOMENS SKILLS AND

TALENTS MAKE THEM
ESPECIALLY SUITED TO
FRANCHISING

wanted a little part-time job to fit in

with the family. Now she employs 15
people, including her husband.
Her recipe for success is to follow
the system. She says: You need an
excellent relationship with your
franchisor and X-Press has always
provided first class support.
We enjoy what we do and have
no regrets - this is the best thing we
ever did. We would recommend it to
anyone, but with the proviso that, like
everything else worthwhile in life, its
all down to you and the effort you put in.
We believe we could not have grown
so fast if we had tried to start this
ourselves. It would have taken many
more years to achieve so much on our
own.

INFORMATION
Call Julie Edge or 01925 393333 or
email juliee.7377@[Link].
An X-Press franchise costs 29,750
plus VAT and working capital.

MAKING MONEY 63

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 64

BRAND PROFILE

[ MOO MUSIC ]

IN WITH THE MOO

Moo Music provides fun and educational
music sessions for the under-fives

s a Moo Music farmer,

youre part of something
thats a little bit different.
Moo Music was
developed from the ground up, with
you, the prospective farmer, in mind.
This is part of the reason why Moo
Music has had over 150 UK farmers
join the company since launching just
over two years ago.
The fun and educational sessions
are aimed at children in the zero to five
age group. All the music is original and
pre-recorded, so you dont need to be a
musician yourself. Plus the business is
profitable, flexible and easy to run.
Moo Music also offers Baby Moo,
Messy Moo and Moo Doos (childrens
parties).
TAILORED PACKAGE
With Moo Music, you can:
Pick the size of area you want - from
a village to a whole county.
Do one session a month or five
sessions a day.
Run the sessions yourself or manage
a team of people to run the sessions for
you.
Fit it in around the school run or
other businesses you run or jobs you
have.
Get to be a vital and much respected
part of your local community.

ALL BUT THREE OF MOO

MUSICS 150-PLUS
FARMERS ARE WOMEN
AND HAVE COME FROM
A WIDE VARIETY OF
BACKGROUNDS

See children develop and delight in

the things around them.
Earn as much as you can without
Moo headquarters taking a percentage
of your profits.
The average price of an exclusive
area is between 1,499 and 2,499
(including VAT). You also get a free
starter pack worth over 1,000 in sales.
You pay an annual fee of around 400
to 600, depending on the size of your
area.
All but three of Moo Musics 150plus farmers are women and have come
from a wide variety of backgrounds and
careers, including ex-head teachers,
forensic scientists, policewomen,
teachers, teaching assistants, nannies,
youth workers, musicians and singers.
Many farmers run their Moo
Music businesses alongside another
businesses.
HOW IT ALL STARTED
Ant Parker came up with the idea for
Moo Music almost by mistake.
He explains: As a musician with two
young girls, I was getting tired of the

usual nursery rhymes going round and

round my head.
At the same time my sister, who
loves to sing and has worked as a nanny,
was looking for a flexible and affordable
business that allowed her more time
with her own family. This got me
thinking.
One of my best friends is a
songwriter and has a special ability
of writing fantastic childrens songs,
songs that adults like too. Yet another
close associate is an illustrator, who
has worked on many classic childrens
TV hits.
I thought: Why not get the
songwriter to write me some songs,
the illustrator to design me some
characters and my sister to use
the combination to start her own
business?.
The rest, as they say, is history.

INFORMATION
Visit [Link].

MAKING MONEY 65

BRAND PROFILE

[ C O Y O T E U G LY ]

THE BEST BAR IN THE

WORLD, BAR NONE!
A winning concept and smart business planning are seeing the
Coyote Ugly saloon expand across the world. Heres how you
could become part of that success

hen owner and

founder Liliana
Lovell started a
small bar in New
York City, she knew she was onto
something that would be a huge
success. Now, after 20-plus years
in the business, Coyote Ugly is

expanding to all parts of the globe

and the momentum is building. In
recent months, the world-famous
franchise has signed development
deals in Wales, Kyrgyzstan, and
Japan. Opening in the next few
months are bars in Ft. Worth,
Bishkek, (Kyrgyzstan), Cardiff and

the famous Roppongi area of Tokyo.

The company is also in development
conversations with potential
franchisees in China, Thailand,
Singapore, Hong Kong, Malaysia,
Germany, Canada, and Mexico, and
shows no signs of slowing down. With
major cities like London, Sydney,
Shanghai, Bangkok, Montreal,
Cancun, Rio, and many more
available, there are opportunities for
Coyote Ugly franchisees all around
the world, although early involvement
is strongly advised.
The world famous Coyote Ugly
Saloon brand which features
crowd-pleasingentertainment from
the Coyotes appeals to tourists and
locals alike. As both a bar and place
to be entertained, visitors can enjoy
their drinks while the Coyotes dazzle
with dancing, singing, games and
more. Its a unique experience which
keeps patrons coming back for more.
This powerhouse brand is
seeking partners who have the
experience and passion to enter
(or expand) into the bar/nightclub
industry at the top. The saloons
thrive in major cities with high

YOUR INVESTMENT
The total investment in a Coyote Ugly
Saloon franchise is between $500,000USD
and $1,500,000USD dependent on
location, market and size, and condition
of the unit. Single and multi-unit franchise
partnerships are available. Single sites
carry a franchisee fee of $60,000USD,
while multi-store investors pay a franchise
fee of $120,000USD for the rights to open
up to three units. Coyote Ugly is looking

66 MAKING MONEY

to expand the brand with franchisees who

embrace the culture of Coyote Ugly Saloon
and share their vision of promoting the
Coyote experience. Owners will benefit
from the history of a world-wide legend in
the industry and a tested business model.
Think you may have what it takes to
own the most famous bar on the planet?
Do you want access to the knowledge,
systems and leadership of the world leader

in the bar-nightclub industry? Do you want

to be a part of the upcoming aggressive
expansion of the Coyote Ugly saloon
brand? If youd like to talk about the
details and see if we are a good match for
each other, you should visit the website at
[Link] and request
information to Justin Livingston, vice
president of global development at justin@
[Link].

THE BACKSTORY

tourism and high numbers of local

patrons. A Coyote Ugly can be
regarded as a neighbourhood bar
which, thanks to enormous brand
recognition, also attracts tourists
who want to have the Coyote Ugly
experience. This is an opportunity
to open a new business that
immediately benefits from brand
recognition and has people lining
up to check it out, says Justin
Livingston, vice president of
global development.
Coyote Ugly has 20 years of
experience and more than 20 saloons
world-wide but uniquely, the brand
also benefits from a blockbuster
movie of the same name and three
seasons of a reality show on Country
Music Television. Backed by such
solid experience and extraordinary
brand presence, this exciting
company now has its sights set on
expanding saloons all over the globe.
Coyote Ugly offers an international
franchise programme for selected
franchise candidates with strong
support, high profits, and the
recognition of one of the worlds
best known brands. (Its also said to

ITS A UNIQUE
EXPERIENCE WHICH
KEEPS PATRONS
COMING BACK
FOR MORE

be a lot of fun.) Its really a unique

opportunity for a brand this size
to have such wide availability in
major international markets says
Livingston. Were taking the most
famous bar brand in the world and
offering not only the power and
history of the brand, but one of
the strongest support and training
systems in franchising.
Over 20 years after its conception
in New York City, the Coyote Ugly
brand has never been stronger. The
concept has a unique offering, able
to provide systems and methods
of running a world-famous brand
that is adaptable to local cultures
and traditions. The robust training
and operations system includes full
training of owners, managers, and
staff, assistance with site selection
and procurement, store design,
brand and marketing guidance,
and unrivalled ongoing support.
Franchisees who have a deep
understanding of their local market
and commit to follow Coyote Uglys
franchise system are those who are
most likely to become key players in
the bar and nightclub retail sector.

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-turnedbartender, was living a good life.
She was doing a job she loved,
making money, and gaining
notoriety for her antics on the
bar, as well as behind it. Tired
of working for other people, she
was ready to make her move.
The plan was simple: open her
own bar, make money, and have
fun doing it. Determined not to
let anyone or anything get in
her way, she drew up a business
plan: beautiful girls + booze =
money. It was a simple concept
that challenged the way the bar
industry had worked for years
and launched a culture that soon
became world-famous.
It never hit me how far this
thing had gone until we started
opening saloons abroad, Liliana
says. As Coyote Uglys fame
continues to grow, we look
forward to taking the world by
storm, one boot-stomping bar
at a time.

MAKING MONEY 67

ADVICE

UNDER SCRUTINY
Before entering into a franchise relationship,
its crucial prospective franchisees thoroughly
investigate the opportunities theyre
considering, Len Rainford says

n the UK, theres no legal

requirement for a disclosure
document, but its considered
good practice to voluntarily
disclose relevant information about a
franchise and the people involved in it.
The first questions most
prospective franchisees ask when
considering a particular franchise
relate to their financial investment and
how much money they can reasonably
expect to take home as the business
grows over time.
This is understandable. Its a
business after all and all businesses
have an element of risk. As any
franchise is an investment,
prospective franchisees are right to
focus on the monetary side of the
venture.
QUALITATIVE ASPECTS
However, since its a business that
involves a long and close relationship
with a franchisor, its critical for
prospective franchisees to undertake
an in-depth review of the qualitative
aspects of the franchise offering as
well.
Its crucial to have confidence in
the value of being affiliated with their
chosen franchisor, as the franchisor/
franchisee relationship is a major
key to success. This is because what
youre investing in when buying a

68 MAKING MONEY

franchise is the right to benefit from

the franchisors brand, experience,
systems and reputation in the
marketplace.
A prospective franchisee should
focus on such things as the strength
of the brand and its success in its
sector. Has it a proven track record?
How long has it been operating?
How big is the network? Is there a
training programme and ongoing
support? How experienced is the
franchisor and its staff and what
makes the franchise stand out from
the competition?
By obtaining such information,
prospective franchisees can evaluate
the various opportunities and make
better judgements.
FINANCIAL DUE DILIGENCE
Prospective franchisees need to
analyse the franchisors initial
investment estimates and ongoing
royalty and marketing fees in relation
to the levels of revenue they can
reasonably expect to generate as their
business grows.
They should receive financial
projections, including profit and loss
and cash flow forecasts.
When can you reasonably expect
to break even? Can you afford to
pay employees and still take home
a reasonable income? If not, do you

A FRANCHISOR
SHOULD BE ABLE TO
ANSWER ALL THE
BASIC QUESTIONS
ABOUT ITS SYSTEMS
AND FINANCES

Existing franchisees can give

you candid assessments of all
aspects of the business

have the reserves to weather the startup phase of your new business?
As a word of caution, bear in mind its
estimated that in a third of all cases the
financial projections can be overstated.
The length of the initial term,
renewal terms, transfer rights and

termination rights need also to be

considered. Is there a renewal fee or
any other ongoing or extraordinary
fees imposed under the franchise
agreement?
An assessment of the franchisors
financial stability should be
undertaken to ensure it has the funding
to support the franchise network. You
can do this by asking your accountant
to review the franchisors accounts or
by obtaining a status enquiry through
your bank or Companies House.
The financial information,
particularly the forecasts, will help
you assess the performance of
the franchise and make informed
decisions.

ABOUT THE AUTHOR

Len Rainford runs The Franchise
Specialist and is a special
adviser to the Business for
Breakfast franchise. He works
with the owners of Business
for Breakfast to enhance the
already strong franchisee/
franchisor relationship and
ensure both existing and new
franchise relationships grow
and develop across the UK and
internationally.

As the majority of franchisees will

need to raise working capital, a good
franchisor will be able to give you
financial summaries that present the
figures in a way thats clear and concise
to smooth the process of accessing
finance.
SOURCES OF INFORMATION
A franchisor should be able to answer
all the basic questions about its systems
and finances. If it cant or seems
reluctant to do so, steer clear.
One of the best ways to carry out
due diligence on a franchise is to talk
to existing or former franchisees.
Its important to speak to several, as
they will be able to give you candid
assessments and opinions on all
aspects of the business.
This is not as easy with a new
franchise, particularly if you are the
first franchisee. However, you must
be satisfied the franchise has run a
successful pilot operation and has used
people with a proven track record in the
industry.
Finally, its advisable to seek
appropriate professional assistance.
Additional information can be found
through third party resources such
as the British Franchise Association,
franchise forums, franchise
consultants and experienced solicitors
affiliated to the bfa.

MAKING MONEY 69

ADVICE

Send your questions to Ask The Experts, Making Money, Aceville Publications,
3rd Floor, Queensberry House, 106 Queens Road, Brighton, East Sussex BN1 3XF.

ASK THE EXPERTS

Your franchise questions answered by
our panel of industry specialists

If a franchise agreement is
non-negotiable, why do I need
a lawyer to review the document
before I sign on the dotted line?
JOHN PRATT WRITES:
Franchisors generally say their
franchise agreement is nonnegotiable. There are a number of
reasons for that.
First, they have spent a great deal of
money having the agreement prepared
and do not want to spend more money
negotiating its terms with each
franchisee.
Further, it would be an
administrative nightmare if every
franchisee was on different terms,
which would cause consternation
within the network when franchisees
found out others had negotiated better
terms than them.
Having said that, certainly in the
early stage of a franchise network, it
may be that franchisors are flexible
and if your lawyer points out clauses
that do not work, your prospective
franchisor is likely to want to amend
its franchise agreement.
The real reason why you need
a report from an expert franchise
lawyer is that you need to know if
the agreement you are being asked to
sign is unusual, unfair or unworkable.
Franchise reports can be obtained
for as little as 400 and in view of the
size of most franchisees financial
commitment and commitment in time
and energy, is a small price to pay for
peace of mind.

Is a franchise whose service is

seasonal a good investment?

BRIAN DUCKETT WRITES:

What you should first be looking for
is a business you can see yourself
operating and which provides you with
your desired income and an acceptable
return on your investment.
You will discover the latter two by
investigating the franchise in question,

70 MAKING MONEY

including asking for actual financial

results from the franchisor and their
existing franchisees operating outlets.
Then prepare a business plan,
paying attention to the cash flow
forecasts, as a few months income
may have to last you all year. It may
well then be possible that a seasonal
business provides you with what
youre looking for.
Outside of franchising, lets consider
businesses such as amusement
arcades and funfairs that operate in
seaside towns. Often, the people who
operate these businesses work hard
and for long hours for, say, six months
of the year. They may then have
earned enough to take the other six
months off, or at least not be open to
the public while they prepare for next
season by repairing and renewing their
equipment. They could even operate
a different seasonal business for the
other half of the year.
So if operating a seasonal franchise,
or even two separate seasonal
franchises, gives you the lifestyle
and income you want and such an
arrangement is acceptable to both
franchisors, it could indeed be a good
investment.

Can I buy a franchise with a

business partner?

VICKY WILKES WRITES:

Theres no reason why you cant,
however there are a number of issues
that should be addressed at the outset.
The most important of these is
whether you can get the approval of the
franchisor. A franchisor may want to
interview all the potential franchisees
and carry out background checks to
ascertain financial history and business
experience before agreeing to grant the
franchise.
You and your franchise partner will
also need to think carefully about how
decisions are made. This is a similar
issue in any partnership, but with a
franchise agreement, having the consent

BRIAN
DUCKETT

is chairman of
The Franchising
Centre, part
of the worlds
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.

VICKY WILKES

is a senior
associate at
law firm Squire
Patton Boggs
(UK) LLP,
specialising in
both domestic
and international
franchising.

SHELLEY
NADLER

is a legal
director in
Bird & Birds
international
franchising
team and has
many years
experience of
advising on
all aspects of
franchising.

and understanding of the franchisor is

also crucial, because the franchisor will
want assurances the business will not
be held back by a falling out between the
partners.
It may be the case that some of
the franchisees intend to be silent
partners, who contribute financially
and leave the day to day management
to another partner. Recording all this
in a partnership agreement is crucial to
the success of your franchise, as well as
deciding who is entitled to what assets
when the franchise is sold.

What information should a

franchisors operations manual
contain?
SHELLEY NADLER WRITES:
It will contain in a written or electronic
form the complete systems and method
for conducting the franchise, including
the franchisors ideas, know-how and
trade secrets, as well as the day to day
instructions for the operation of the
business.
The manual should contain an
introduction explaining the nature
of the operation and the business
philosophy of the franchisor. It should
set out what the franchisee should
expect from the franchisor and what
the franchisor will expect from the
franchisee.
There should be a detailed
description of the operational system,
which explains how the operation is
set up. There should also be a section
dealing with the equipment thats
required for the operation of the
business. It should give an explanation
of what the equipment is, what it
does and how to operate it. Details of
suppliers and maintenance companies
may also be included.
There will follow the operating
procedures, which may deal with staff
and training, purchasing policies,
product and service standards,
accounting and reporting, advertising
and marketing, insurance and stock
control.
Its usual to include a section on the
franchisors social media policy for
franchisees and their employees. There
may also be a section setting out the
standard forms used in the business,
such as customer contract forms and
contracts of employment.
The exact contents of the manual
will depend on the type of business
operated.

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 71

INTERVIEW

[ TAXASSIST ACCOUNTANTS ]

YOUTH AND
AMBITION
Its proved a winning combination for TaxAssist
Accountants franchisee James Darville

ames Darville is a man who

knows what he wants out
of life. After working in
the accountancy industry
and becoming an AAT qualified
accountant, he decided it was time to
use his experience and ambition to
start his own business and provide tax
and accountancy services to the small
businesses community in and around
his home town of Havant, Hampshire.
James knew franchising would
offer him a brand name, plus the
technical and marketing back-up and
support he wanted, to make a success
of his business. After doing much
research, he decided to join TaxAssist
Accountants.

72 MAKING MONEY

BEST AVAILABLE
I felt TaxAssist was by far the best
franchise available, James explains.
The support system alone was enough
to convince me that this was the right
move. I was keen to make use of the big
brand presence to gain clients quicker
and be part of a network I could see was
working together as a whole to achieve
incredible results.
TaxAssist is the UKs largest network
of accountants specifically servicing
the needs of small businesses and the
self-employed. An innovative, award
winning franchise, which has been
operating successfully for more than
20 years, the company offers services
including year-end accounts, tax

returns, bookkeeping, VAT returns,

payroll and cash flow projections.
A consistent winner of awards in
both the franchising and accountancy
sectors, TaxAssist now has over 200
franchises trading from over 285
branches and looks after the needs
of 63,000 clients with combined fee
banks of 41 million.
For James, owning his own
practice was always something he
wanted to do: Starting my own
accountancy practice was a no brainer,
as all my qualifications and previous
employment have been in the finance
and accountancy arenas, so it made
sense to establish a business I could be
passionate about.
I had worked in practice for five
years before I started my TaxAssist
business and, as well as passing exams
along the way, I had dealt with every
aspect of working with clients and
meeting them face to face initially
to explain their tax position after
completing their accounts. I like
dealing with people and dont have
a problem with selling my services
confidently to clients.
When I first considered setting up
on my own, I discussed my plans with
my father Alan, who had himself run
his own business. We both attended
a discovery day and were very
impressed with the people running
the franchise and the help and support
being offered.
Thankfully, my business is
progressing very well and everything
TaxAssist said it would do and more
has been done. Six months into
running my franchise, Ive already
exceeded my business plan.

BROKEN WITH TRADITION

With an established brand,
TaxAssist stands out from the crowd.
Traditionally, accountancy practices
lack visibility, commonly positioned
behind a door with a brass plaque.
TaxAssist has broken with tradition,
providing a breath of fresh air in the
accountancy world with its retail
shopfront concept.
The majority of franchisees
operate from highly visible, accessible
and welcoming shopfront premises,
which have been designed specifically
to appeal to the small business target
market, encouraging walk in trade.
The shop concept has proven to
be extremely successful, with over
three quarters of the network now
operating from these impressive
premises.
James opened his shop in August
2016 and its proving to be a hit with
his clients. Im really ambitious and
excited about growing my business
through the Havant shop and plan to
eventually open additional offices in
neighbouring towns, so our services
are always convenient for our clients,
he says.
Well be having an official opening
party later this year to showcase what
we can offer to other small businesses
in and around Havant.

James currently employs two staff

members and is looking to double his
business size by the end of the year.
Im proud to have opened my own
TaxAssist practice in an area I know
really well, he says. I pride myself
on offering fantastic, jargon-free tax
and accountancy services, specifically
tailored to the small business
community, which allow my clients to
get on with doing what they do best running their business.
PROFITABLE PRACTICE
Sarah Robertson, group operations
director of the TaxAssist Group,
says: We are delighted a franchisee
of James calibre has joined the
TaxAssist network. We look forward
to supporting him to grow a large and
profitable practice.
By following the TaxAssist business
model and taking advantage of
everything our franchise has to offer, I
have every confidence James will set
himself up for life.
I would encourage anyone who has
experience in the accountancy, finance
or banking world to consider taking
on a TaxAssist franchise. Our target
small business market is booming and,
with the benefit of our experience and
proven business model, we know how
successful you could be.

James Darville: My business is

progressing very well

SIX MONTHS INTO

RUNNING MY
Each franchisee operates in an
FRANCHISE, IVE
ALREADY EXCEEDED MY exclusive area and we still have a
number of prime territories available in
BUSINESS PLAN
the UK, as well as resale opportunities
for those wishing to buy an established
business. We also operate in the
Republic of Ireland and Australia for
those thinking of relocating.

INFORMATION
To find out more call the TaxAssist recruitment
department for an informal chat on 0800 0188297
or visit [Link], where you
will find information on the companys business
model, success to date, case studies and earning
potential.
The next step would be to attend a discovery day
at TaxAssists support centre in Norwich, where you
will be provided with more details and get to meet
with one or more of the directors of the franchise.
You will also be provided with a full list of
franchisees for you to speak with as part of
the research process, as well as business plan
templates and guides.

MAKING MONEY 73

BRAND PROFILE

[ BELLE CASA ]

THE BELLE CASA WAY

The domestic cleaning specialist has a comprehensive franchise
offering for the right candidates
cleaning company that offers this
unique service.
We as a company have conducted
32 interviews in the last nine months
and decided to take on just four
franchisees. We will continue only to
have the best available people to slot
into territories that we have.
It has always been and will remain
the fact Belle Casa will only have 85
franchisees in the UK.

Belle Casa books

all franchisee
appointments
from its call centre

enny Wilson, managing

director of Belle Casa (UK),
believes the domestic
cleaning company has a
bright future.
She explains: We wanted to be
different from other domestic cleaning
franchise companies. Its not our policy
to have hundreds of franchisees in the
country covering a small territory, as
this will limit franchisee earnings.
If you look at the whole of the UK, in
our opinion there are only 85 postcode
areas from which you can earn. What
makes us different is that when a new
franchisee joins us, they have that
entire postcode area. Therefore, the
earnings they can achieve are much
greater due to the size of the territory.

74 MAKING MONEY

WE OFFER TO RUN
YOUR DIARY SYSTEM,
SO THAT IT ENABLES
YOU TO DO THE
IMPORTANT THINGS,
LIKE RUNNING YOUR
BUSINESS

HIGH INCOME
Peter Dalton, founder of Belle Casa,
says: If you take the Sheffield territory,
they have 56 postcodes to go at. Of
course, there will be bad areas, but we
believe the size of the area gives our
franchisees an excellent chance to earn
a very high income.
Combined with a large area, Belle
Casa also has a system that books all
franchisees appointments for them.
Peter continues: This is such a great
service for all our franchisees, as it
allows them to be getting on with the
day-to-day running of their business
and not have to answer phones.
It saves them so much time and
makes us look more professional.
We dont know of another domestic

RIGHT DECISION
Franchisee Chris Bevan of Belle Casa
High Wycombe joined 12 years ago.
She says: For me, it was simply the
right decision.
I had a long meeting with Peter and,
in fairness to him, he told me the good
and the weak side with regard to the
franchise. I looked at other cleaning
franchises, but nothing came anywhere
close to what Belle Casa had to offer.
Andrew and Tracey Holding of Belle
Casa (Herts) confirm the above. They
say: We too had a long meeting with
Peter and he was forthright in what he
said. Above all, he left us alone to carry
out our own due diligence.
It was the right choice for us to
join and we are delighted with our
franchise.

Andrew adds: Before joining a

cleaning franchise, you should check
out the size of the territory. Can you
earn enough? Does the company spend
a long time trying to convince you that
100,000 households will be enough for
you to earn a living?
Check out if they have penalty
clauses in the contract, which will keep
you paying until the end of the term.
Also, check out franchise money
back offers. This simply means that
if you dont conform exactly to the
contract, the company will not be
obliged to pay you.
Barry Turpin, who owns and runs
Belle Casa Cambridge, has been with
the company for 13 years. He says: Its
such a great system. It allows me to
spend a lot of my time with my family
and has enabled me to earn a great
income. On average, I will add 25 to 30
new clients each month.
Im delighted I took the decision to
join Belle Casa. It took me out of the
rat race and I have a very comfortable
lifestyle.
Jenny continues: Franchisees
Josephine and Hugh McLaughlin have
taken Glasgow by storm. Having joined
us five years ago, they have made big
inroads into Glasgow.
Hugh had the idea to have three
Glasgow taxis wrapped in the Belle
Casa colours. The response has
been overwhelming. They had over
200 clients in the first 12 months of
trading.
STAR IN THE MAKING
Lisa Carr, who owns Belle Casa
Medway, is a star in the making. Not

only did Lisa hold down a full-time

job, but she also managed to have 450
clients on her books. Lisa now earns
over 17,000 a month.
Jenny says: I am amazed at what
Lisa has achieved. When Lisa joined us,
she was working over 40 hours a week
and still running a Belle Casa franchise
on a part-time basis.
Its an amazing story and we are
filled with admiration for Lisa.
Peter continues: What makes
us different from other cleaning
franchise companies? We book all your
appointments from our call centre and
we know of no other cleaning company
that offers this.
We offer to run your diary system,
so that it enables you to do the
important things, like running your
business. We know of no other cleaning
company that offers you this.
We offer the full postcode territory
- not just part of it. We know of no other
cleaning company that offers you this.
What we dont do is limit your
earnings. We dont limit the amount of
households you have in that postcode
area, we do not intend to have hundreds
of franchisees in the country and we
will not sell you a franchise that has
other franchisees in the same postcode
area.

INFORMATION
For a free prospectus call Peter
Dalton on 01933 667538 or visit
[Link].

MAKING MONEY 75

INTERVIEW

[ GAS-ELEC ]

GAS-ELEC CLOCKS
UP 20 YEARS
Franchise director Carol Otway provides an insight
into the brands two decades of success
gas-elec was established in 1996.
How has it developed since then?
The gas-elec franchise has grown from
strength to strength. We are one of the
more established franchise networks
in the UK, with 100 franchisees. Our
first franchisee has been with us for 20
years and we have provided services to
more than a million customers.
We are also full members of the
British Franchise Association, Gas Safe
registered, members of the electrical
safety register and ISO quality assured.
Plus we have a very strong head office
support team and bureau facility.
Why did the company
choose franchising?
In the words of our founder, John
Davidson: Getting people to directly
invest in their own futures is a great
way to grow a business.
What makes your brand unique?
We operate a two-tier franchise
system. The first tier being regional
management franchisees, whose
responsibility is sales and marketing.
They each run one of our 15 regional
offices and provide the inspection
engineers in their regions with work on
a daily basis.

GETTING PEOPLE TO
DIRECTLY INVEST IN
THEIR OWN FUTURES
IS A GREAT WAY TO
GROW A BUSINESS

The second tier, the safety

inspection engineers, carries out the
safety inspections and repairs and
other services. It is a legal requirement
to have safety inspections carried out
in rented properties, giving us repeat
business that is almost recession proof.
What do you look for in
the ideal franchisee?
They need to be hungry for success and
want to run and promote their own
business. Equally, they need to have a
can-do attitude, take advice from the
experts in our field and believe in our
ethical brand and this tried and tested,
successful business.
They also need to have good IT skills
and be helpful and respectful while in
our clients properties.
How does gas-elec decide
where engineers work?
All engineers are given a postcode area
of prime responsibility that is as close
as possible to where they live.
But the postcodes are not exclusive
to them, the reason being that if they
are ill or on holiday, another engineer
can step in to cover work, so that we
meet our clients needs and, more
importantly, safety inspection reports
do not expire.
What qualifications do
franchisees need and what
training do you provide?
Gas engineers need to be already
qualified with CCN1 and appliance
qualifications. Electrical only
engineers need City and Guilds
17th Edition, inspection and testing
2394/5 and, ideally, be time served
electricians. Experience is what is
important.

76 MAKING MONEY

We provide training on basic

electrics, our IT system, appliance
training where appropriate, accounts,
customer service, business support,
VAT and onsite training with other
engineers.
What support do you
offer your franchisees?
The bedrock of our success is our
franchise support structure. We have
14 people in our team, with expertise
in delivering all the above training
requirements.
In addition, we have a bureau facility
that collects in monies from clients,
performs credit control functions on
behalf of franchisees, pays them twice
a month and even works out the VAT
for them.
The franchise support team are there
to offer help and advice during the
first few weeks following their launch
and throughout the duration of their
franchise. Our engineers are all fully
insured, audited in the field by our gas
and electrical technical team and all the
gas engineers are Gas Safe registered.
The investment fee is 16,500 (plus
VAT) and equipment and training costs
from 1,500 (plus VAT) each.
The equipment covers a laptop
computer, gas and/or electrical testers,
a full kit of tools, uniform and signage
for a franchisees van. Engineers are
responsible for providing their own van
and mobile phone.

INFORMATION
gas-elec has vacancies throughout the UK for
safety inspection franchisees. Contact one of the
team for more information: 01895 420777. sales@
[Link]. [Link]/franchise.

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 77

BRAND PROFILE

[ WORLD OPTIONS ]

EVERYONES
A WINNER
World Options courier service gives businesses access to the
worlds premium carriers in one place at competitive prices

inding a secure, repeat

custom business with low
overheads on the web that
delivers on service, ease and
compensation isnt that easy.
In addition to these key essentials,
finding a business that pays when
youre on holiday is close to impossible.
If you find yourself at lifes crossroads,
trying to determine which business
route to take, read a little further.
WEB-BASED
World Options is an online courier
booking service for businesses. Its
service gives small to medium-sized
businesses access to the worlds
premium carriers in one place at
competitive prices.
The companys franchise business
model has been in operation for close
to 25 years and it works because
everyones a winner - carriers win by
getting business they wouldnt be able
to normally service, franchisees win by
being able to make mark-up on every
shipment sent and customers win
because they get a premium service
without the premium price tag.

78 MAKING MONEY

WORLD OPTIONS
ISNT POSTCODE
RESTRICTED, MEANING
YOU CAN PICK AND
CHOOSE WHERE YOU
WISH TO WORK

Once a customer is on board,

they book and send their parcels
independently, making franchisees a
little richer every time a parcel is sent.
There is no previous experience
needed to become a World Options
franchisee. During the first year each
franchisee receives in-depth training
before and after they start, providing
them with a strong foundation for
years to come.
Unlike most franchise systems,
World Options isnt postcode
restricted, meaning you can pick and
choose where you wish to work, no
matter if youre at home or abroad.
Along with its industry leading
software, World Options has
created the UKs first multi-carrier
integration tools for website shopping
carts, enabling franchisees to benefit
from a global, 24/7, 365-days-a-year
income.
TOP TIPS
We spoke to World Options franchise
director, Warren Ferguson, about his
advice on building a successful online
franchise with World Options. Here
are his top tips:
Work effectively. The World
Options franchise model is designed
for those who wish to fit their
franchise around their lives.
Rather than working all hours of
the day and night, the key is to work
effectively, follow the proven model
and make what you do count. With a
fantastic admin support team taking
care of all the work behind the scenes,
you should be spending your time
building your customer base and
growing your online franchise.

Ongoing training and development.

Unlike other franchise models, where
you make your investment and get
two weeks training, before being sent
off into the big wide world, the World
Options training and development
support is continuous and ongoing
to allow you to keep updating your
knowledge and confidence.
Be prepared to learn new things. A
willingness to learn new and exciting
concepts is key to the success of your
online franchise model. Use the World
Options support centre as a resource to
support the growth and development of
your business.
Take ownership of your business.
It may be a franchise, but it is your
business. You should treat it as
your business and approach it with
discipline and self-motivation, with a
willingness to learn.
Get involved with the World
Options family. We respect the fact
you have lots of experience prior to
taking on a World Options franchise
and we know you will have ideas and
suggestions as to where improvements
can be made or things can be done
differently.
We welcome you to bring these ideas
to the table and share them with the
team. Network, talk to each other, share
ideas and work together to help each
other.

INFORMATION
Visit [Link], email
Warren@[Link] or call
0330 3305 8100.

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 79

INTERVIEW

[ PA PA J O H N S ]

HUNGRY FOR MORE

Papa Johns franchisees John OBrien and Clifton
and Dale Roberson are cutting themselves an increasingly
bigger slice of the pizza market. Trevor Johnson reports

e really must keep in

touch. Weve all said
it to our close pals
when schooldays
finally come to an end. Sadly, we rarely
do.
But when John OBrien and brothers
Clifton and Dale Roberson parted on
the last day of their time at Cyfarthfa
High School in Merthyr Tydfil, Wales,
it wasnt the end of a story of schoolboy
friendship, only the beginning.
Today the three are business
partners in a fast growing chain of
Papa Johns pizza stores scheduled to
nearly double in size over the next year,
bringing jobs to over 100 people.
TICKED ALL THE BOXES
We kept in touch and were having a
beer when I mentioned I was thinking
of taking on a Papa Johns franchise,
John remembers.
The other two, who had some
experience in the food industry, also
thought it was a franchise that ticked
all the boxes, so we agreed to go into
business together. That was 18 months
ago and weve never looked back.
The stores, in Cwmbran, Merthyr
Tydfil, Pontypridd and Caerphilly, are
run independently, but are part of an
overall holding company.
We will be opening three more
stores this year and have plans for more
in 2017, John says. The growth has
been far better than we expected. There
is a great potential for Papa Johns in
Wales and hopefully this is just the
start.
The UK pizza industry is now
worth over 3 billion and there are
over 320 Papa Johns franchises - well

80 MAKING MONEY

on the way to the companys target

of 600 - and 4,900 in more than 40
international markets.
The brand, which arrived in the UK
in 1999, claims to be the only one to use
100 per cent fresh dough and tomato
sauce picked from the vine and canned
in just six hours.
Papa Johns believes its better
ingredients, better pizza concept,
plus excellent customer service and
rapid delivery times, has contributed
to it recently being named as the UK
national pizza delivery chain for the
sixth year.
HOW IT STARTED
It all started in 1984 when John
Schnatter left college in Jeffersonville,
Indiana and persuaded his father
to let him convert the back of his
Jeffersonville tavern into a pizza
restaurant.

SCHOOLMATES
TURNED BUSINESS
PARTNERS - YOU DONT
OFTEN HEAR OF IT
HAPPENING, BUT ITS
CERTAINLY WORKED
FOR US

John had to sell his prized 1972

Camaro sports car to buy cooking
equipment, but it was worth the
sacrifice. Today Papa Johns is the
worlds third largest pizza company
and John is a multi-millionaire and the
youngest person to be inducted into the
US Business Hall of Fame.
Recently, John felt he could justify
buying his Camaro back and the
bemused current owner was offered and accepted - $250,000.
It costs from 175,000 to 220,000
to set up a Papa Johns store, plus
a personal investment of around
100,000. The companys turnkey
package includes everything needed to
get a store up and running.
Its also running an incentive scheme
to help franchisees in the early stages
of growing their businesses, which
includes discounted royalty fees,
contributions towards marketing

spend and free equipment for new

stores.
New franchisees get five weeks
training - three classroom based and
the rest in a working store - to learn the
practical side of the operation.
According to Papa Johns:
Prospects for the right franchisees
are outstanding, bearing in mind home
delivery is the fastest growing sector of
the market. Pizza is universally popular
and unaffected by seasons or fashions.
Independent research shows UK
pizza consumption is expanding to
similar levels as those in the United
States, where people eat three times as
much pizza.
To become a successful Papa Johns
franchisee, you need to be motivated,
enthusiastic, hardworking and want to
be part of a growing team. Exceptional
people skills are also essential, as you
will be dealing with customers as well
as leading your team on a daily basis.
You also have to be someone who gets
things done.
GO GETTERS
Theres no shortage of go getters in the
Papa Johns franchise network. For
instance:
In Hertfordshire, Abdul Sattar
currently has seven stores, but his
ambition is to own 40.
In South Wales, Umar Malik was a
pizza delivery driver before he invested
in his own Swansea franchise. Now
he has seven stores, opening four in 12
months.
In Scotland, award winning Zulfigar
Haidar runs four stores employing 150
people and is planning to open a lot
more.

Now, after only a short time in

business, John, Dale and Clif are also
cutting themselves an increasingly
bigger slice of the burgeoning pizza
market.
It certainly wasnt something wed
planned, John says. After leaving
school, we went our separate ways.
I became a maths teacher, Dale a
computer analyst and Clif went into
engineering.
I decided on a break from teaching
and had wanted to run my own
business for some time. The Papa
Johns franchise seemed ideal. There
was a store in Swansea and I sent my
son Liam to train there for a year. I also
worked there at weekends.
My intention was to buy just one
franchise for Liam and I to run, but
when I mentioned it to Dale and Clif
one evening over a drink we decided
to go into business together. Our plan
was to keep out of cities like Swansea
and Cardiff and concentrate on smaller
towns - and its worked out well.
Liam is now manager of our
Merthyr Tydfil store and weve trained
a number of staff so they can take over
our new outlets. Most of my job is
management nowadays, but I still love
making pizzas and being where the
action is.
We plan to open three more
stores shortly and hope to follow
with a further four as part of our
long-term strategy. We are very much
looking forward to teaching the local
community a thing or two about
delivering fabulous pizzas.
We were looking for an exciting
business opportunity and have
certainly found it in the new store in

Pontypridd, which follows successful

openings in Merthyr Tydfil and
Cwmbran.
TREMENDOUS SUPPORT
Clif says: Our company is growing
rapidly and the support is tremendous.
We have all been surprised and
delighted by the popularity of our
stores, which have doubled the original
forecasts and strong repeat business.
Pontypridd has proved a superb
location for us. Just 10 miles north
of Cardiff, the town has a sizeable
student population and as we are near
a busy main road we anticipate lots of
passing trade. We only use the freshest
ingredients for a better natural flavour
and our customers keep coming back.
They really are hungry for more.
Before we came on the scene, there
were only two Papa Johns stores in
Wales and there was a wonderful
opportunity to grow. The market of our
main rival is pretty well saturated, but
for us its still growing rapidly and we
havent reached anything like our full
potential.
Schoolmates turned business
partners - you dont often hear of it
happening, but its certainly worked
for us.

MAKING MONEY 81

BRAND PROFILE

[ REVIVE! AUTO INNOVATIONS ]

STANDING STILL
ISNT AN OPTION
Revive! Auto Innovations is looking for business
oriented people to join its team of franchisees running
profitable multi-van operations in the minor vehicle repair sector

s a Revive! franchise
owner, youll provide
services on a mobile
basis, which allows you
to keep overheads low while offering a
convenient service to your customers,
who will include car dealerships,
fleet and lease companies, insurance
companies and the general public.
Revive! is a full member of the
British Franchise Association and leads
the way in SMART repair with the UKs
largest network of accredited repairers.
Franchise territories are designed
to allow for growth to an operation
size of at least three vans. Customers
include a core base of car dealerships
and a residential population of around
250,000 people.
This means that right from the start
you have a customer base with enough
potential to plan for growth. You dont
have to buy more territory as you
grow - your initial investment in your
franchise allows for this.
FRANCHISEE OF THE YEAR
Owners of Revive! East Anglia, Nathan
Holmes, Adam Holmes and Andrew

Blackhurst beat off stiff competition

from over 20 other finalists to win the
Customer Service Franchisee of the
Year Award and went on to be named
Franchisee of the Year at this years
prestigious bfa HSBC Franchisee of the
Year Awards.
Nathan started Revive! Cambridge
in 2007. Hed been working as a utility
meter reader and was ready for a
change. It was time for him to be his
own boss and, as a car enthusiast, the
Revive! opportunity seemed to be the
perfect choice.
After training at head office, he took
to the road and picked up dealership
business in his first week of trading.
Looking to expand Revive!
Cambridge further in 2012, Nathan
offered Andy and Adam the
opportunity to buy into the business.
Unlike many other mobile
automotive franchises, the Revive!
model is designed to help franchisees
build a multi-van business by working
on the business, not in it.
With their sights set on expansion,
the trio went on to buy a further four
neighbouring Revive! territories to
create Revive! East Anglia and opened a
static workshop within the EMG Group
dealerships Cambridge site in 2013.
AMBITIOUS PLANS
Today the business managing director
Nathan set up as one man and a van
employs 16 people and operates eight
mobile vans. Standing still isnt an
option - they have ambitious plans to
double the size of the business by 2020.
Nathan says: When I first set up the
franchise, I had ambitions to build a

82 MAKING MONEY

REVIVE! IS A
FANTASTIC BRAND
AND WERE PROUD TO
BE PART OF IT

bigger business and now, all those years

later, I am very proud of the successful,
award winning business we have
become.
We have built a great team here and
the fact we won the bfa HSBC customer
service award is down to teamwork.
We all share a commitment to striving
for excellence and, as a result, our
customer retention rate is 95 per cent.
The support we have received from
Revive! head office and the quality of
training we have been able to access as
part of the network have played a big
part in helping us get to where we are
now. Revive! is a fantastic brand and
were proud to be part of it.

INFORMATION
Email franchising@[Link].

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 83

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 84

IN ASSOCIATION WITH

FRANCHISING

Making
Money

BLOCKBUSTER

DO YOU WANT A FRANCHISE WITH RAVING FANS?

F R A N C H I S I N G B LO C K B U S T E R

[ ACTIONCOACH ]

FAN-TASTIC
ActionCOACH makes a positive difference to
both its clients and franchise owners lives

esearch consultancy,
Smith & Henderson,
has recently completed
a survey of 250 clients
being coached by ActionCOACH
franchise owners.
Taking a cross section of clients from
across industry sectors in the UK, the
results reveal a staggering 94 per cent
of business owners say their Action
Coach makes a positive difference to
their business.
According to a recent study by
insurance provider Simply Business,
almost half the 2,000 small business
owners surveyed cancel social plans at
least once a week, a quarter take less
than 10 days annual leave and 25 per
cent have fallen ill due to stress and
overwork.
So its amazing to see 70 per cent of
ActionCOACH clients agreed they had
achieved a better work-life balance

THE UK TEAM WAS

NAMED THE MOST
SUCCESSFUL OUT OF
OVER 60 ACTIONCOACH
COUNTRIES ACROSS
THE WORLD

within less than 12 months of working

with their Action Coach.
Steven Frost, CEO of Smith
& Henderson, recognises
ActionCOACHs service and support
to its clients: While nothing
guarantees an individual business
growth specialist will be right for
you, ActionCOACH is a great place to
start and is the only business service
I know of that guarantees a return on
investment inside six months.
WRITTEN GUARANTEE FOR YOU
Joining a franchise with raving fans
means you have immediate access to a
group of advocates for the services you
offer. ActionCOACH is so confident
in the strength of the system and
the support it provides to get your
business up and running that the
company will offer you a guarantee,
in writing.

ActionCOACH clients
celebrating their success

86 MAKING MONEY

If it awards you an ActionCOACH

licence and you invest in enough
marketing to get yourself in front of six
qualified prospects a month and you
use the companys UK sales process,
you will achieve a 10,000 monthly
gross income within your first seven
months of training.

Jeff Shrimpton exceeded the

guaranteed level of income by 60 per
centjust one year into his business.
One of my clients left school at 14
and now has a 2 million turnover
business, he says. We set him some
goals in January and he met them in
45 days.
We are now on track to grow his
business to 10 million in the next five
years. That feels great - not for me, but
for my client - and that is what its all
about as a business growth specialist.
Once youre making enough to pay the
family bills, it stops becoming about me
and instead its all about the clients.
When I first met one of my clients,
he was working 80-90 hours a week
and had lost his marriage. In his latest
session he told me hed taken time
out of his business to see friends and
was happy to report that his business
hadnt fallen apart without him - real
progress.

Lucas Vigilante helping new

franchise owners free of charge

WORTH THE INVESTMENT

ActionCOACHs UK co-founder,
Ian Christelow, is delighted with the
results of the survey and the power
the results give to the networks
franchise owners.
He says: When we can say 92 per
cent of clients consider their Action
Coach worth the investment, we
know we are doing something right.
Independent surveys like this can
help us to highlight areas for
improvement too.
At our recent global conference in
South Africa, the UK ActionCOACH
team was named the most successful
out of over 60 ActionCOACH countries
across the world and thats due to
the calibre of people we award the
franchise to and ongoing development
opportunities we offer our franchise
owners and, in turn, their clients.

entering allows them to reflect on the

significant progress their business has
already made.
With the awards and citations my
clients have amassed,their stock, and
mine, is at an all-time high.

RECOGNITION FOR FRANCHISE

OWNERS AND CLIENTS
Lucas Vigilante has been an
ActionCOACH franchise owner for
five years. His 19 clients have won 109
business and professional awards and
accolades during this time.
With great results, clients are
happy to put their story down on paper,
allowing them to enter prestigious
awards, Lucas says. When they win,
oh boy, the floodgates can really open.
Attracting more grade A clients
becomes easier for them and its easier
for me as their Action Coach too. Its
proved to be a wonderful winning
formula - even if my clients dont win,

RECORD LEVELS OF FRANCHISE

OWNER SATISFACTION
Its not just ActionCOACHs clients
who are satisfied. The franchise
network is one of the most satisfied in
the UK.
In fact, from an independent survey
of franchise owners conducted by
Smith & Henderson, ActionCOACH
was awarded the UKs Best Franchise
(25-75k investment) at RBS Best
Franchise Awards for the last two
years and became one of only six
franchises to achieve 5 Star Franchisee
Satisfaction Status three times.
To join this rapidly growing team
of over 150 Action Coaches in the

ACTIONCOACH IS
THE ONLY BUSINESS
SERVICE I KNOW OF
THAT GUARANTEES
A RETURN ON
INVESTMENT INSIDE
SIX MONTHS - STEVEN
FROST, CEO OF SMITH
& HENDERSON
Franchise owners and their clients expanding their
knowledge at ActionCOACHs Business Excellence Forum

UK, youll need to raise a personal

contribution to your investment of at
least 10,000 (banks can lend up to
30,000 unsecured) and impress the
ActionCOACH directors with your past
successes, desire to help others and
appetite for learning and growth.
The basic entry level investment for
anActionCOACH franchise is 21,000
and some of the UK coaches have
already achieved revenues in excess of
half a million pounds a year.

INFORMATION
You can find out more about
the life changing work franchise
owners like Jeff and Lucas do and
how, as a by-product, they can go
on to multiply their previous career
earnings by watching the overview
video at [Link]

MAKING MONEY 87

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 88

MM Master NOV 16 003-114_Layout 1 07/10/2016 16:11 Page 89

We offer a management franchise for which

no cleaning is carried out by yourself you
will need no stock no invoices need to be
raised and you are paid in advance for your
effort!!
The cleaning industry has a projection of
1.3 billion pounds over the next five years

What makes us different from other cleaning franchise

companies?
We book all your appointments from our call centre we know of no
other cleaning company that offers you this.
We offer to run your own dairy system so that it enables you to do the
important thing like running your business we know of no other
cleaning company that offers you this.
We offer the full post code territory (Not just part of it) we know of no
other cleaning company that offers you this.
We offer to deliver on your territory 5,000 leaflets by our own leaflet
distribution team we know of no other cleaning company that offers
you this

What we do not offer

We do not limit your earnings
We do not limit the amount of households you have in that post code
area (limiting your earnings)
We do not intend to have 100s of franchisees in the country (limiting
your earnings)
We will not sell you a franchise that has other franchisees in the same
post code area. (Limiting your earnings)
So if you are fed up of working for someone else and don't know how
to escape this franchise is your opportunity to escape the rat race.
We will show full proof of some of our franchisees earning in excess of
100,000 pounds per annum. (This is after the housekeeper has been
paid)
With our franchise License at 10950 plus vat you can earn a
substantial income
For a prospectus please contact Peter Dalton on 01933 667538
or go to [Link] The Gloucesters Strixton Manor
Strixton Northants NN29 7PA

ADVICE

HOW WILL BREXIT

AFFECT FRANCHISING?
Linda Whitney addresses the issues facing the
industry following the referendum result

t present, the UKs divorce

from the EU seems a long
way off, so its tempting to
just forget about it. Nothing
may happen for a couple of years, but
its nevertheless important to look at
some possible implications.
Brexit could affect franchising in
several ways, including possible effects
on contracts, trademarks, employment,
consumer laws and finance - all of
which affect both franchisors and
franchisees. It will also have an impact
on and potential for UK franchises to
expand into Europe and vice versa.
BRITISH FRANCHISE
ASSOCIATION STATEMENT
The referendum result announcement
coincided with the British Franchise

Association annual conference and

the bfa wasted little time in issuing a
statement.
The main message from bfa chief
executive Pip Wilkins was that there
would be no immediate contractual
consequences for franchisors,
which would of course also affect
franchisees.
Pip says: Most domestic
franchise agreements are governed
by either the laws of England and
Wales, or of Scotland. There will
be no immediate changes to the
relevant laws and so no need to
make changes to contracts.
It is also inconceivable that any
changes to our contract laws that
govern franchise agreements will
be made in the exit negotiation

THE LEADING
FRANCHISING BANKS
HAVE ALREADY
ANNOUNCED THEY
WILL MAINTAIN A
BUSINESS AS USUAL
APPROACH

Dont hesitate to
ask franchisors
about how Brexit
will affect the
business

process, nor by the UK government

unilaterally as part of the process.
So in principle there is no
legal reason to change anything in
franchising agreements that are
governed by the laws of England and
Wales, and Scotland.
In fact, she points out: Our
common law regime in the UK, which
is very favourable to franchising, will
be insulated from laws that may in
future years be developed in the EU
as part of its grand project to create
pan-European laws.
Things may be different in
Scotland, if it gains independence and
joins the EU on its own account.
However, in the immediate term,
Pip says: We will continue to work
closely with the European Franchise
Federation and reap the opportunities
that it affords to guide and inform on
franchising across Europe.
CONSUMER RIGHTS,
DATA PRIVACY AND MORE
Iain Bowler and Michael G Brennan
from global law firm DLA Piper, pose
a question: All EU member states
have agreed to certain common
laws, which include data privacy
and consumer protection laws. Will
these fall away when the UK leaves
the EU?
RECRUITMENT
AND EMPLOYMENT
Changes in the rights of EU nationals
to work in the UK could affect the
ability of franchisees to take on staff
and ultimately affect pay rates. For
franchises that rely on EU labour,
such as those in the care and catering
sectors, this could be a future
concern.

90 MAKING MONEY

RAISING MONEY TO
INVEST IN A FRANCHISE
On the franchise finance front, the
leading franchising banks have already
announced that they will maintain a
business as usual approach and that
there would be no change to lending
within the franchising sector; each case
will still be taken on its own merits.
EFFECTS ON
INDIVIDUAL FRANCHISES
This will vary according to the
franchise. Those with links to the EU
will clearly have more issues to face
than those operating solely in the UK
or those headquartered in non-EU
countries. Franchises that source goods
from the EU may need to re-evaluate
sources.
WHAT CAN
FRANCHISORS DO NOW?
Shaun Thomson, chief executive and
UK master franchisee of business
training and advice franchise Sandler
Training, says: Everyone has two
choices - to sit on their hands and see
what happens or take decisive action
and take charge of their own future.
Franchises that reassure existing
and potential franchisees and
customers that they are already looking
at the issue are likely to command more
confidence than those that say nothing.
Some are already using Brexit concerns
as a marketing opportunity.
Shutter franchise Just Shutters, for
instance, posted on its website: While
the economy may face a small amount
of uncertainty, we at Just Shutters
trade within the UK and our products
are supplied from the largest and best
factory in the world, based in China,
and shutters are purchased by us in
dollars.
We believe ourselves to be well
protected against any EU turmoil or
disruption in trade agreements. Our
franchise remains the same great

opportunity. In fact, as the economy

bends and large companies reshuffle,
now could be a better time than any
to start taking your future into your
own hands.
The company even invites
potential franchisees to get in touch
to discuss the effect Brexit could
have on the franchise.
Sean Thomson also believes Brexit
represents a business opportunity.
He says: After Brexit, our
priority was advising our existing
franchisees on what Brexit meant
for them. Then we immediately took
steps to use Brexit to our advantage
by developing a white paper and
management day for business
leaders about how to lead their
companies through Brexit.
We are also dedicating part of
an all-franchise meeting to Brexit,
outlining to the network the available
[training] materials.
He advises that flexibility will be
key to managing any changes Brexit
brings: Ultimately, having a range
of products that can be flexible in a
changing economy is key.

WHAT CAN FRANCHISEES AND

POTENTIAL FRANCHISEES DO?
First, dont hesitate to ask franchisors
about how Brexit will affect the
business. Potential franchisees
in particular should be seeking
information about this as a priority
when reviewing franchises, particularly
those headquartered in the EU.
Ask to what extent the franchise
is likely to be exposed to potential
changes resulting from Brexit. If its
in a sector that commonly employs
overseas workers, for instance, ask
what will happen if these people are no
longer available.
If the products are sourced within
the EU, what is the franchise doing to
identify alternative sources in the event
new trade tariffs make them more
expensive?
Check that franchise management
has started thinking about the issue.
If not, and they cannot provide
convincing reasons why not, think
twice about investing. Burying their
heads in the sand about Brexit may
be symptomatic of an overall lack of
forward thinking.

MAKING MONEY 91

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 92

BRAND PROFILE

[ METRO ROD ]

WHERE THERES
MUCK
Metro Rod is a viable investment for people who are
dedicated to working hard in a competitive industry

s the saying goes: Where

theres muck, theres
brass. Therefore, a
drainage franchise can
be a very attractive proposition to
individuals seeking profitable and long
lasting business opportunities.
Competition in the industry is tough
and customers are increasingly looking
for companies that can demonstrate
professionalism, the highest standards
of work, innovative solutions to
problems, a commitment to health and
safety - and competitive pricing too.
MARKET LEADER
Metro Rod is the market leader in
drain care and repair. With over 30
years experience across a network
of 40 franchised businesses, the
company offers committed individuals
the chance to grow a commercially
successful business with the back-up
and expertise of a 24-hour, 365-daysa-year UK-based call centre and head
office team of more than 100 people.

FRANCHISEES CAN
EXPECT TO RECEIVE
ADVICE AND SUPPORT
ACROSS ALL BUSINESS
FUNCTIONS

Franchisees can expect to receive

advice and support across all business
functions. Metro Rod has a dedicated
field and office-based key accounts
team who are dedicated to winning
new business and managing large,
multi-site customers, a finance team
to manage a franchisees debtors, a
technical support team with extensive
industry knowledge to support those
more complex jobs, plus business
development and marketing support
to help your business grow and
prosper.
Wouldnt it be great to start your
business with an established customer
base and trained and experienced
staff? Because Metro Rods franchise
has been running for 30 years, from
time to time some of its franchisees
are looking to sell their businesses
to retire or move onto new projects.
You can bring your new energy to the
business and take it to another level.
As a Metro Rod franchisee, your
business would also continue to
benefit from the vast number of
national key account contracts the
company has developed over the years,
dealing with top brands such as ASDA,
Carillion, Mitie, Bupa, Next Stores,
Four Seasons Health Care and JD
Wetherspoon, offering the full range of
drainage services at their local offices
and outlets.
Metro Rod provides all the expert
support you will need, so you can be
sure of your abilities to cater to their
individual needs and requirements.
Metro Rod believes the single most
important asset within the business is
the people who work in it. Therefore,
its committed to finding the right
individuals to join as franchisees.

It values three things - hard work,

dedication and innovation. So if you
have a drainage business and think you
have these attributes, Metro Rod will
welcome you into the fold.
MONEY WELL SPENT
One of the most telling factors in
any franchise business is how its
franchisees feel about their investment.
Was it worth spending money to join an
established brand?
Speaking on behalf of Metro Rod
(Brighton and Gatwick) is Tony
Jeeves, who said: You know you have
guaranteed work, as well as the support
from head office.
I started with the Brighton territory
in 2013, but its going so well I have also
invested in two other territories along
the south coast. Were now building our
own new offices to support the larger
business, with 14 engineers and related
support staff.
Its clear Metro Rod is a viable
investment for people who are
dedicated to working hard in a
competitive industry.

INFORMATION
Visit [Link].

MAKING MONEY 93

BRAND PROFILE
[ FLUID NETWORK SOLUTIONS ]

FAST PACED
Fluid Network Solutions can help you set up your own telecoms
business

fcom states that the key indicator

for the UK telecoms industry
in 2013 - service revenues topped29 billion, the highest
in Europe, and is growing year on year. Its
estimated that by 2018 the UK telecoms
market alone will be worth40 billion.
Businesses all over the world need to
use telephony of some description and the
ability to communicate quickly, accurately,
consistently and cost effectively is key
to maintaining an advantage over their
competitors. But they face a bewildering
choice of services, providers and new
technologies.
FUTURE PROOFING
Its important that when businesses choose
the right telecoms solutions and work with

the right company, owners are not only

future proofing by staying in line with new
technologies, but also protecting themselves
against economic change. Fluid Network
Solutions is at the forefront of delivering these
types of services.
The company provides fully hosted
VoIP solutions, telephone systems, BT
telephone lines and calls, data networks,
mobile telephony and superfast broadband
for businesses - from new start-ups to
government bodies.
You can use the Fluid brand for an initial
investment of16,000 (plus VAT).
For this you receive training tailored to
suit your requirements, refresher courses,
ongoing courses on new and existing services,
field support, in-territory support on how
to develop leads and work appointments,

brand and marketing materials, full back

office support, 24/7 customer service for your
clients, a branded page on the Fluid website
and PR and marketing support.

INFORMATION
Visit [Link],
email info@[Link] or call 0333 222
6650. Facebook: fluidnetworksolutions.
Twitter: @Fluidnetworksol.

[ JO JINGLES ]

MUSIC TO YOUR EARS

Jo Jingles offers flexible career opportunities for
a greater work-life balance - and youre the boss

o Jingles is a nationwide franchise

offering music, movement and
singing classes to pre-school
children.
The companys franchisees enjoy music,
are committed to making a difference to early
years development in young children and
want to be in control of their own destiny.
YOURE IN CHARGE
Owning your own franchise is a great way to
balance work and family life with a rewarding
career, but with the support and backing of an
established brand. And best of all, you call the
shots.
Since 1995, Jo Jingles has been bringing the
power of music and song to preschool children
from birth to five years. With a UK network of
over 90 franchisees, this is an established and

94 MAKING MONEY

well supported brand with a network of likeminded people, who benefit from the backing
and success of a proven business model.
If youre outgoing and enthusiastic, enjoy
working with children, have a keen interest
in music and like the idea of building your
own business at your own pace and with the
reduced risk of a typical start-up business, Jo

Jingles might be just the break youre looking

for.
The franchise offers:
Low start-up costs and a good return on
investment.
Ongoing training, plus nationwide
advertising, marketing and PR support.
Equipment and class programmes.
Backing and support of a reputable
franchise brand.
The cost of owning your own Jo Jingles
business starts from 6,500 (plus VAT).

INFORMATION
Call 01494 778989 or
email headoffice@[Link].

MM Master NOV 16 003-114_Layout 1 07/10/2016 14:14 Page 95

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Cleaning

GETTING PAID ON TIME

49 field staff and 150+ strong head office team

THE FRANCHISE
WHERE WE GET
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The UKs
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The UKs number 1 professional tool franchise!

1993 - 2016

Visit [Link] or call 01235 831 053 to find out how!

MIKE CLEARY

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FranFinder

FRANCHISOR

INVESTMENT
LEVEL

BAR

Bar Sport
Bavarian Beerhouse
Coyote Ugly

MakingMoneys
Franfinder provides
everything you need
to know about the
franchising industry
in a user-friendly
16-page reference
guide designed to help
you find the perfect
franchising opportunity

For more information on any of the

listed
this section10:13
visit www.
4342 (4) - ACTIONCOACH FF companies
Simon_Layout
1 in
07/10/2016
Page 1
[Link] 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.

BUSINESS &
PROFESSIONAL SERVICES

Assist With Solutions

22,950
Auditel (UK) Ltd
37,950
Expense Reduction Analyst
39,900
N/A
Franchise Resales
Pitman Training
22,500
Rosemary Bookkeeping
Unite Empower

BUSINESS FRANCHISES

ActionCOACH
21,000
Aspray Limited
Bartercard
60,000 - 90,000
Billscutter
Business Doctors
Business for Breakfast
Business Partnership (The)
Clark James
5
CNA International
30,000
CPA
14,750
Interface Financial Group
70,000
Leadership Management International (UK) Ltd 15,500
Mail Boxes Etc
60,000
26,500
Mr Electric UK
Networks 3R
Personal Career Management
25,000
Quintadena
10,000
[Link]
3,000
X-Press Legal Services
12,000

CARE & ELDERLY SERVICES

Best UK Business Opportunity according to CompareTheFinancialMarkets.

Winner 2014 & 2015 Best UK Franchise Award, sponsored by RBS.
Ranked No.1 Business Services Global Franchise by Franchise Direct in 2016.
Guaranteed 8,333 per month by month 7 for the best applicants. (Ask us about Ts & Cs)

Abacus Care
Ableworld
29,950
Availl
20,000
Bluebird Care
25,000
Brightstar
Caremark
Carewatch Care Services Ltd
Clarriots Care
32,500
Eirsen Health Care
69,500
Heritage Healthcare
27,995
Home Instead
KarePlus [Link]
Motivation & Co
Promedica
Right at Home
100,000
Senior Shop
75,000
Surecare
32,000

CHILDCARE

Activity Mix
20,000
Pyjama Drama
Sherpa Kids
Tigerlilly Childcare
YogaBugs

Call 01284 701648

Watch the opportunity overview video at:

[Link]

98 MAKING MONEY

CHILDREN

Apex Dance & Performing Arts

Baby Sensory
6,000

WEB ADDRESS
[Link]
[Link]
[Link]

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

[Link]
[Link]
000
[Link]
[Link]
[Link]

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

[Link]
[Link]
[Link]
[Link]
[Link]

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

The World of

Franchising

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 franchisors 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 [Link] 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.
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

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

29 per cent of franchisees run multiple units.

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.

More younger people are entering the

franchise sector, with one in five franchisees who
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
[Link]
[Link]

Making Money
[Link]

British Franchise Association

[Link]

Business Startups
[Link]

MAKING MONEY 99

BELLE CASA 1.4_Layout 1 07/10/2016 10:18 Page 1

We offer a management franchise for which

no cleaning is carried out by yourself you will
need no stock no invoices need to be raised
and you are paid in advance for your effort!!
The cleaning industry has a projection of
1.3 billion pounds over the next five years
What makes us different from other cleaning franchise companies?
We book all your appointments from our call centre we know of no other
cleaning company that offers you this.
We offer to run your own dairy system so that it enables you to do the
important thing like running your business we know of no other cleaning
company that offers you this.
We offer the full post code territory (Not just part of it) we know of no other
cleaning company that offers you this.
We offer to deliver on your territory 5,000 leaflets by our own leaflet
distribution team we know of no other cleaning company that offers you this
What we do not offer
We do not limit your earnings
We do not limit the amount of households you have in that post code area
(limiting your earnings)
We do not intend to have 100s of franchisees in the country (limiting your
earnings)
We will not sell you a franchise that has other franchisees in the same post
code area. (Limiting your earnings)
So if you are fed up of working for someone else and don't know how to
escape this franchise is your opportunity to escape the rat race.
We will show full proof of some of our franchisees earning in excess of
100,000 pounds per annum. (This is after the housekeeper has been paid)
With our franchise License at 10950 plus vat you can earn a substantial
income 1 02/09/2016 14:35 Page 1
BIO-RITE 1.4_Layout
For a prospectus please contact Peter Dalton on 01933 667538 or go
to [Link] The Gloucesters Strixton Manor Strixton
Northants NN29 7PA

100 MAKING MONEY

FRANCHISOR

INVESTMENT
LEVEL

Babyprints
Creation Station
Dancing Tots
7,000
Diddi Dance
6,400
Footybugs
Helen OGrady Drama Schools
Kids Bee Happy
2,495
Leaps and Bounds
Leonis Childrens Chocolate Party
Little Angels
6,750
Little Impressions
7,500
MAD Academy
7,000
Monkey Music Ltd
12,975
Monkey Puzzle
30,000
Moo Music
1,499
Photography for Little People
15,000
Progressive Sports
9,950
Razzamataz Theatre Schools Ltd
10,000
Rockabubz
3,997
Rockin Jump
Seriously Fun Swimming Schools
Spanish Amigos
TetraBrazil Soccer Schools
5,995
Tinies Childcare [Link]
Tumble Tots (UK) Ltd
Window To The Womb

CLEANING

Belle Casa
Betterclean
Bone Dry
Bright and Beautiful
15,995
Chem-Dry
Chemex
19,995
Clear Brew Ltd, Beer Line Cleaning Professionals
14,995
Club-Clean
Countrywide Floorcare
10,000
Daily Poppins
Diamond Home Support
1,295
Dolly Char (UK) Ltd
7,995
Domestique
Dublcheck
9,950
Dyno Rod
Ecocleen
Envirogroup
23,950
Furniture Clinic
Jani-King (GB) Ltd
Maid In Your Place
Maid2Clean
9,999
Merry Maids
16,560
Metro Rod
Minster Cleaning Services
28,225
Molly Maid UK
16,975
My Home
NATIONWIDE CLEANERS
7,999
Nielsen [Link]
NIC Services Group Ltd
20,000
Ovenclean [Link]/franchise
Rainbow International
80,000
Renue Systems
Safeclean
17,350
ServiceMaster
23,650
Time For You
Total Clean
UK Domestic Cleaning
6,995

WEB ADDRESS
[ NATWEST FRANCHISE SEMINARS ]

[Link]
[Link]
[Link]

Free advice

[Link]
[Link]
[Link]
[Link]
http//[Link]
[Link]
[Link]
[Link]
[Link]
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[Link]
[Link]/franchise
[Link]
[Link]
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[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

NatWest sponsored franchise

seminars give would-be franchisees
expert insight into the industry

ast year franchise

businesses contributed
over15.1 billion to the
UK economy, an increase
of 46 per cent over the past 10 years
and up 10 per cent since the last
British Franchise Association/
NatWest survey in 2013.
Did you know that last year the
total number of people employed in
franchising in the UK was 621,000?
This is an increase of 70 per cent
over the past 10 years. In addition,
the number of franchisee owned
businesses has increased by 14 per
cent in two years to 44,200.
TURNOVER
As the sector matures, businesses are
starting to grow in size. The average
turnover of franchise businesses
continues to rise - 50 per cent of
them now claim an annual turnover
of over250,000, with one third now
employing 10 or more staff.
A record 97 per cent of franchisee
owned businesses report profitability,
while franchise failure rates - down
from 4.2 per cent to 2.6 per cent - are
much lower than for other small and
medium-sized enterprises.
If you want to be your own boss,
choosing which franchise business to
invest in could be one of the biggest
decisions you will make.
IMPARTIAL
The NatWest sponsored franchise
seminars provide impartial guidance

IF YOURE NEW
TO FRANCHISING,
THESE INFORMATIVE
AND EDUCATIONAL
EVENTS WILL HELP
YOU STRUCTURE
YOUR RESEARCH

and advice to help you make the right

decision. If youre new to franchising,
these informative and educational
events will help you structure your
research.
They provide an overview of the
franchise industry, give financial
advice, information on banking and
offer an insight into the operational
and legal considerations of investing
in a franchise.
Revealing how to evaluate a
franchise, the seminars are run
regularly across the UK. The
programme covers all the steps you
need to consider when choosing
which franchise to invest in. You
will be guided through the steps
to success, which will help you to
consider how to choose the right
franchise for you from the hundreds
in the UK.
On the day you will have the
chance to meet industry experts,
along with seven British Franchise
Association accredited brands. This
will give you a flavour of the different
types of franchise businesses
available.

VENUES AND DATES

Venues:
z London seminars
- RBS Building, 280
Bishopsgate, London.
zManchester - Hilton
Hotel, Manchester
Airport.
zBirmingham - Hyatt
Regency, Birmingham.

Dates:
2016
November 8 - London.
November 22 Manchester.

2017
January 17- London.
February 21 - London.
March 7 - Manchester.
March 21 - London.
April 11 - Birmingham.
April 25 - London.

To book your place

visit [Link].

MAKING MONEY 101

CHRISTMAS DECORATORS 1.4_Layout 1 07/10/2016 10:20 Page 1

FRANCHISOR

INVESTMENT
LEVEL

VIP Bin Cleaning Ltd

10,000
Well Polished

COFFEE

Would you like the opportunity to join an expanding

business providing a bespoke design and installation
service of festive lighting and decorations to both
commercial and residential clients?
We are looking for passionate, enthusiastic and dedicated individuals
You must be hardworking, organised and with some business acumen
You need to be a good communicator and able to manage your own
installation team
You need the ability to market the services and products whilst having some
artistic flair enabling you to install decorations.
In return you get:
Excellent earnings potential Exclusive territory Full training and support
Access to exclusively made products Repeat business/95% customer retention
Amazing job satisfaction The ability to create a great work/life balance

5021 - CLARRIOTS 1.4_Layout 1 07/10/2016

10:17 Page 1
For further information
Contact Gill OBrien
Tel: 07487 897 315
Email: gill@[Link]
[Link]

Artigiano Espresso & Wine Bars

Cafe2U
23,600
Coffee Bike
Esquires Coffee Houses
60,000
Gloria Jeans Coffees
Mrs Fields Franchise [Link]
Ringtons 28,950 [Link]/franchise

COMMERCIAL & INDUSTRIAL

Aire Serv
16,500
Autosmart Ltd
12,000
Bio-rite
BMI Hose
Castle and Pryor
17,500
FiltaFry
IRT Surveys
30,000
JaniKing
MACC UK Ltd
30,000
Mixamate Holdings Ltd
Pirtek (UK) Ltd
Signal 88
Skidproof

COMMUNICATIONS

Business Development Partnership

Telcoinabox

DELIVERY HAULAGE

CargoCall
Diamond Logistics
Driver Hire
35,000
InXpress UK
Pack and Send
TWO MEN AND A TRUCK
50,000

EDUCATION

ComputerXplorers
29,500
Helen Doron Educational Group
Jo Jingles Ltd
Kumon Educational UK
10,000
MagiKats Maths and English
Wall Street English

ENTERTAINMENT

Art 4 Fun
50,000
Fitkid
Go-Kart party
10,000
Gymboree Play UK

FAST FOOD

Auntie Annes
50,000
Baguette Express
Baskin Robbins
Burger King Corporation
800,000
Donut King [Link]/
Dunkin Donuts
Favorite Fried Chicken Limited
100,000
Little Caesars
McDonalds
Southern Fried Chicken
80,000
Subway

102 MAKING MONEY

WEB ADDRESS
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

[ OSCAR ]

From scaffolding
to dog food
Craig Smith had a drastic change
of career when he invested in an
OSCAR pet product delivery franchise

Knowing this was a very big step,

the OSCAR team were on hand to lead
me into an intensive training session,
opening my eyes to all the elements
of running a business and a product
range that gave me the confidence to
sell it.
I was given some great
introductions to ease myself into my
area of distribution, where OSCAR
was already well connected. The
chance to meet people face to face
suited my understanding of working
with the public.

[Link]
[Link]
[Link]
[Link]
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[Link]/MAontV
[Link]
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fter 26 years in the

construction industry,
Craig Smith was fed up
with his job.
Without any business
background, I had no idea where my
future was going until a member of
my family explained to me about his
dog walking company and the benefits
of working for yourself, he says.
BUSINESS FOR SALE
The outdoor and sociable nature of
the business appealed to Craig, who
adds: I didnt hesitate to go online
and, having already seen an OSCAR
van locally, I investigated franchising
further and found a business that was
for sale in my area.
Since joining OSCAR, Ive never
enjoyed life so much. A walk in the
park to establish potential customers
has made me realise pet people
are very approachable and fun noticeably different to working on a
building site.
Becoming self-employed meant I
had a lot to learn. However, the initial
OSCAR discovery meeting and the
chance to speak to other franchisees
encouraged me to take the next step.

THE CHANCE TO
SPEAK TO OTHER
FRANCHISEES
ENCOURAGED ME TO
TAKE THE NEXT STEP

BACK-UP SUPPORT
The OSCAR business model, back-up
support and marketing materials
keep Craig focused on building his
business, plus with the chance to gain
a qualification in nutrition he can
expand into new areas of business
development.
OSCAR also helped me to tick
all the boxes, research my area, plan
my schedules and keep in touch with
the network, Craig says. Ive found
regional meetings a great place to
pick up news, ideas and share points
of view.
Plus with Skype meetings
reaching a wider area of networking,
I can appreciate how OSCAR is
working for franchisees in different
parts of the country.
I have no regrets. My own
business is of great value to me and I
aim to earn a good living for my family
and, of course, make time for my
hobbies of ice hockey and cycling.

INFORMATION
Call today on 0800 068 1106 for full
details and a free information pack.
Email: discover@[Link]. Web:
[Link].

MAKING MONEY 103

5039 - FLUID NETWORK SOLUTIONS_Layout 1 07/10/2016 10:17 Page 1

FRANCHISOR

INVESTMENT
LEVEL

The Countrys Best Yoghurt

Wimpy International Ltd

FINANCIAL SERVICES

Brilliant at Bookkeeping
Cash Express
Certax Accounting
30,000
Cloud Bookkeeping
9,900
Dennis & Turnbull
DNS Accountants
Financial Advisor School
Franchise Finance
Moneysave Solutions
24,995
TaxAssist Accountants
36,950

FITNESS

Kung Fu Schools
10,995
Naturhouse
60,000
Pro-Fit Franchise
5,000
Quit Smoking Pal
The Fitness Space

FOOD & BEVERAGE

LOCAL APPLIANCE 1.4_Layout 1 07/10/2016 10:15 Page 1

bbake & TAKE

Bennigans
Boost Juice bars
Booster Juice
Brumbys Bakery
Delifrance
Greene King Meet & Eat
85,000
Heavenly Deserts
Hooters
Jaspers Corporate Catering
100,000
Kona Grill
Melting Pot [Link]
Michels Patisserie [Link]/
Punch Taverns
Riverford Organic Vegetables
Sub Zero Ice Cream & Yohurt
Thorntons
Veeno Company, The
Vom Fass
VQ Juice Ltd
15,000
Wiltshire Farm Foods

GYM

Fit4Less
95,000
Snap Fitness
The Little Gym

HEALTH & BEAUTY

Biothecare Estetika
21,500
Depicool
7,500
GlamnGlow
Guinot [Link]
Jacks of London
Massage Heights
750,000
Mirage [Link]
Rush
15,000
Saks Hair and Beauty
Silverdaze
11,500
Spice Isles
25,000
Supercuts
Taylor & Colt
The Tanning Shop

104 MAKING MONEY

WEB ADDRESS
[ FRANCHISE FORUM ]

[Link]
[Link]

Financial focus

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

Andrew Brattesani, UK head of franchising

at HSBC Bank, explains how franchisees
can get the most from their bank

[Link]
[Link]
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[Link]
[Link]
[Link]
[Link]
[Link]

ve been asked numerous

times about the importance
of a banking relationship in
business - and this is no less
relevant to franchising.
The most common questions Im
asked relate to how much will we
lend, over what period, what security
will we take and generally other
lending/borrowing-type questions.
RECIPE FOR SUCCESS
When thinking about getting the best
out of your banking relationship, you
almost need to look at it as a recipe
with a number of ingredients for a
dinner party. Get the balance of the
ingredients right and the food tastes
great. Get it wrong and you end up
starting again an hour before your
guests turn up.
Banking is more than about
lending. Yes, lending is an important
part, but having the correct structure
and banking processes in place are
just as important.
For example, say we give a master
franchisee a250,000 five-year loan
to cover the net cost of buying into the

LENDING IS AN
IMPORTANT PART,
BUT HAVING THE
CORRECT STRUCTURE
AND BANKING
PROCESSES IN
PLACE ARE JUST AS
IMPORTANT

franchise, refitting a site and paying

associated fees.
It sounds great, but no one may
have mentioned that during the
start-up phase there will be a need to
pay VAT quarterly, salaries monthly
and monthly payments to an
American-based franchisor.
So in this case a250,000 five-year
loan is unfit for purpose and the
business will be overdrawn in no
time, unless the franchisee has put
significant personal wealth in to
cover this.
To get the recipe right in this case,
as well as the loan, you would need:
A cash flow statement for your
bank manager to show where the
peaks and troughs of cash are.
In the early days of a business,
this is key to your success. This
statement would pinpoint its shortterm cash heartbeat and ensure, as
best you can, there are no unpleasant
surprises.
A working capital facility.
This reflects the short-term cash
heartbeat of the business, as opposed
to the loan, which is a long-term
facility. Often in franchising, this
would take the form of an overdraft,
but could include debtor finance or
trade finance to help pay for goods
being imported before they are sold.
The ability to take credit card
payments using a card processor.
The ability to make dollar
payments electronically.
FORWARD PLANNING
Your potential bank manager needs
this information, before they escalate
to a credit function, to ensure the
recipe of facilities are in place.
Get this right and your future
meetings with your bank should
revolve around looking forward and
how you can best be served by your
banking partner.

MAKING MONEY 105

METRO ROD 1.4_Layout 1 07/10/2016 10:21 Page 1

FRANCHISOR

INVESTMENT
LEVEL

Toni & Guy

xtreme lashes

HOMEBASED

No Letting Go

20,000

HOMECARE & PROPERTY

MAINTENANCE

4211 - OSCAR_Layout 1 07/10/2016 10:12 Page 1

Agency Express
18,500
Apollo Blinds
20,000
Arrow Homecare Ltd
7,000
Briary Garden Services
9,500
Building and Handyman
21,000
Colourfence
25,000
Complete Weed Control
Concept Building Solutions
27,995
Countrywide Grounds Maintenance Ltd
45,000
Countrywide Lawn Doctor
Drain Doctor
35,000
Dream Doors
70,000
Dream Doors International Ltd
Dyno Locks
Eds Garden Maintenance
11,000
Envirocare Grounds Maintenance
Envirovent
19,950
Fifty Plus
Flat Roof Company (The)
Furniture Medic
22,075
gas-elec Safety Systems
16,500
Granite Transformations
GreenThumb Ltd
31,700
Handywoman Franchising
Hemsley Gardening
Hillarys Blinds
Hire a Hubby
In-toto
15,000
Jim`s Mowing
15,000
Just Fitted Kitchens
Just Shutters
7 500,00
Lawnkeeper
15,000
Lawnscience
11,995 + VAT
Magic Man
19,500
Matts Mowing
Mould Doctor
Reeds Rains
Sliderobes Ltd
Sliding Sash Solutions
TruGreen
27,000
Urban Planters
Wilkins Chimney Sweep
15,000

I.T & COMPUTERS

Computer Troubleshooters

INTERNATIONAL

Desita
Sky Zone

LETTINGS & PROPERTY

Bairstow Eves
Belvoir Property Management
22,500
CENTURY 21 UK
23,500
Countrywide Signs Limited
County Homesearch
35,000
Elite Property Franchise
5,000

106 MAKING MONEY

WEB ADDRESS
[Link]
[Link]
[Link]

[ HEAVENS ABOVE ]

One-stop boutique
Heavens Aboves diverse services
give it a competitive edge in the
wedding boutique business

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
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[Link]
[Link]

[Link]
[Link]
[Link]
[Link]

ver wanted to runyour

own wedding boutique
business? With Heavens
Above, you can.
This company can assist you
with planning your business, store
stock, destination weddings and
honeymoon reservations.

TAILOR MADE
Training and set-up is included in the
package, regardless of the starting
option you choose, which are tailor
made to suit your requirements.
Each package includes an admin
portal that allows you to accept
bookings for appointments online as
well as payments, a comprehensive
operating/training manual and an
ecommerce website for your area.
Entry options include:
Basic planning and consulting.
Investment level: 2,977.
Basic boutique. Investment level:
5,977.
Midi boutique. Investment level:
8,977.

TRAINING AND
SET-UP IS INCLUDED
IN THE PACKAGE,
REGARDLESS OF THE
STARTING OPTION
YOU CHOOSE

Premium boutique. Investment

level: 14,777.
Youre not required to achieve any
sales targets, nor are you required to
pay any monthly royalties to Heavens
Above.
The only monthly payment is
an admin fee of 77, which covers
website hosting, maintenance and
training updates.
Heavens Above was born out
of a need to provide spiritual,
material and emotional services to
couples seeking to establish a solid
foundation based on love and loyalty.
The companys diverse services set
it apart. From bridal attire to dress
sales to planning a wedding, Heavens
Above ensures customers receive an
efficient, client centred consulting
experience.

INFORMATION
Visit [Link].

MAKING MONEY 107

4062 - OVENU 1.4_Layout 1 02/09/2016 12:56 Page 1

FRANCHISOR

INVESTMENT
LEVEL

Enfields
Engel & Volkers
[Link]
[Link] ltd
5,000
Go Direct Lettings
6,000
Goodchilds
HomeXperts
19,995
Living Room Letting Agency (The)
22,500
Martin & Co
25,500
Medics On The Move
25,995
Northwood
25,000
Optimhome
PHP Lettings
10,000
Platinum Property Partners
32,970
Property Inventories
18,000
Redstones
11,995

MOTORING SERVICES

WORLD OPTIONS_Layout 1 07/10/2016 11:34 Page 1

Autovaletdirect
14,950
ChipsAway International
29,995
Dent Devils
Dent Wizard
20,000
Fibrenew International
50,000
Fleet Mobile Tyres
35,000
Green Motion
29,950
Hometyre
iAutoUK
120,000
Mac Tools
50,000
Mobile Car Valeting
Motorkwik
Red Driving School
Revive!
23,500
Snap-on Tools Ltd
20,000
The AA
Vanarama
Wheel Specialist (The)
100,000
Wicked Coatings

ONLINE FRANCHISES

[Link] (the)
Traderpost
Project M

PEST CONTROL

Prokill Pest Prevention

25,000
Whelan Pest Prevention

PETCARE

Bark Busters Dog Training

18,000
Barking Mad
Dial a Dogwash
Dog Groom
Horsatack
Husse
Oscar Pet Foods
14,995
Pals4Pets
11,950
Trophy Pet Foods
15,000
Wagging Tails
12,995

PIZZA

0800 Pizza
Crust Gourmet Pizza
Dominos Pizza
280,000
Papa Johns
175,000
Perfect Pizza Limited
30,000

108 MAKING MONEY

WEB ADDRESS
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

[ CLARRIOTS ]

Part of the family

Veronica Mabau and Jag Chumber, two of
Clarriots newest franchise owners, have just
completed their initial training course

[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
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[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]
[Link]

eronica Mabau has

a background in the
health sector, a masters
degree in health
and social care management and
experience as a care coordinator.
Of her Clarriots experience so far,
she says: Franchising gives me the
increased skills and knowledge I need
to get my business to where I want it
to be.
The process has been very easy
and communication has been brilliant
right from the start. Without the two
weeks training, I dont think I could
succeed in this business. Its been
intense, but Ive gained so much and
the support from the Clarriots team is
encouraging and positive.
GIVING BACK
Jag Chumber wants to do more for
his local community, as he explains:
I like businesses giving back to the
community. Franchising makes sense
because of the important finer details
and support with specific industry
knowledge.
The two weeks training has
been invaluable. Clarriots has been

THE PROCESS HAS

BEEN VERY EASY AND
COMMUNICATION HAS
BEEN BRILLIANT RIGHT
FROM THE START

brilliant in helping bring me up

to speed. I looked at other care
providers beforehand, but Clarriots
stood out above the rest because they
listened to my situation and came up
with solutions.
I agree with the Clarriots ethos
and brand identity and I want to
build the brand in my area.
GREAT NETWORK
John Pearce, business development
manager at Clarriots, says: We have
built a great network of passionate
franchise owners across the UK.
Our commitment towards
franchise owners has always been
something I have been proud of
and its incredible to see them all
flourishing at the various stages of
their business.

INFORMATION
Call Clarriots franchise
recruitmentteam on
0333 200 5820.

MAKING MONEY 109

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FRANCHISOR

INVESTMENT
LEVEL

Pizza Capers Gourmet Kitchen

Pizza Hut
130,000

PLUMBING

Your Plumber

PRINT & PROMOTIONAL SERVICES

WPA 1.4_Layout 1 02/09/2016 16:17 Page 1

Barrett & Coe

5,500
BH Publications
Big Fish
Business2Business
13,250
Card Connection
20,000
Cardgroup
14,995
Colneis Marketing c
County Signposts
Dor 2 Dor
6,000
Embroid Me
Embroidme
Fastsigns
40,000
Fastsigns International
Kall Kwik
50,000
Local Life
Minuteman Press International
Mobile Affiche
Monk Marketing
Mudfish Trading
5,999
MyNews
Raring2go!
9,995
Real Color
17,000
Recognition Express Ltd
35,000
Sign-A-Rama
25,000
Signs Express Ltd
75,000
The Original Poster Company
Venture Photography
Voucher Packs

RECRUITMENT

Antal International Network

50,000
Drivers Direct Recruitment Agency
MRI Worldwide Ltd
Nuvi Global
4,576
Prima Ardelle Associates
15,000
Travail Employment Group
12,000

RESTAURANT

Beatons Tearooms
40,000
Canas y Tapas
Pan Chai
35,000
Steak n Shake
Tiger Bills
Wok and Go
130,000
Zaks Diner

RETAIL

Attirance
Bang & Olufsen
200,000
Bargain Booze
Bathstore
Beautiful Bling Company
Blazes
7,500
Bo Concept /[Link]?ID=78030
Boots Opticians
Cartridge World
Cash Converters UK Ltd
250,000
Cash Generator
70,000

110 MAKING MONEY

WEB ADDRESS
[Link]
[Link]
[Link]
[Link]
[Link]

[ LOCAL APPLIANCE RENTALS ]

Passive income

Local Appliance Rentals is the first choice

when it comes to consumer hire

[Link]
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hy wait when you

can rent it today?
LAR is the first
choice expert
in consumer hire, renting anything
from TVs, electronics and furniture
to white goods and smartphones,
typically over 24 months. Small,
weekly, affordable payments mean
everyone wins - and that makes a
great business.
LAR has recruited 25 franchisees
in the UK in under two years. There
are some high growth stories in the
UK already, with one franchisee on
track for a 500,000 gross profit in
their first 12 months on an accrual
basis. A number of others are not far
behind.
SEAMLESS
Stores are not required. The system
is proven in the UK and some early
adopter franchisees have already
introduced new franchisees or
expanded their territories. Significant
infrastructure is in place, which
provides a seamless and highly
productive model, with support staff
exceeding 15.
At its annual conference in 2015,
LAR CEO Ken French announced
that the company will even provide
funding to approved franchisees
once they get to 50 contracts to help
support growth.

THE FRANCHISE
PROVIDES
SIGNIFICANT
PASSIVE INCOME
THROUGH WEEKLY
RENTALS

Ken says: Our numbers have

exploded, thanks to the optional
funding on offer, as demand is not
the problem in this business. The
challenge for franchisees is always
the funding side.
INDEPENDENCE
Enquiries are all inbound and
franchisees have total independence.
There are multiple ways to become
a franchisee, be it as an owner
operator, a couple working from
home or as a joint venture with
assistance from LAR head office in
terms of match making.
Money comes in from day one.
However, it does take one-two
years to build the business to
its true potential. The franchise
provides significant passive income
through weekly rentals and a
valuable underlying asset or book
value, which can provide an exit
proposition from as early as two
years.

INFORMATION
Call 07773 339444, email
franchising@localappliancerentals.
[Link] or visit www.
[Link].

MAKING MONEY 111

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FRANCHISOR

INVESTMENT
LEVEL

Clarks Shoes
First Choice Cards Ltd
Foot Solutions
Howards Storage World
200,000
Noa Noa
25,000
One Stop
Raleigh Cycles
70,000
Sevenoaks Sound & Vision
Snappy Snaps Franchises Ltd
30,000
The T-Shirt Store
United Carpets
30,000
Zipyard
40,000

SERVICES

Franchise Source Brands International

Franchising Centre (The)
FT10
MatchPoint
15,000

SERVICES

PlanAhead Events
Sandler Training
WSI [Link]
4936 - YOUR PLUMBER 1.4_Layout 1 02/09/2016 15:18 Page 1

SPORT

Leisure Leagues
4,995
Premier Sport

TRAVEL

Global Travel Group plc

Go Cruise
[Link]
15,000
Travel Counsellors
Treasure Trails
Your Perfect Travel

LEISURE

Camping and Caravanning Club (The)

35,000
Detective Project (The)
Sports Xtra

VENDING

Snack-In-The-Box Ltd

THE DEADLINE FOR AMENDMENTS

TO THIS SECTION FOR THE
DECEMBER 2016 ISSUE IS
28TH OCTOBER 2016

112 MAKING MONEY

19,750

WEB ADDRESS
[Link]
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[Link]/Franchise
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[ BRITISH FRANCHISE ASSOCIATION ]

Promoting good
practice

What the British Franchise Association

can do for you

tarting a franchise
business is not a decision
to be taken lightly - its
something you should take
your time with and research carefully.
Part of that research should
involve a brands British Franchise
Association membership status.
The bfa is the body that protects and
promotes good franchising practice
in the UK and is recognised by
government and internationally for
its values and credibility. It accredits
franchisors against a strict set of
criteria before offering membership.
Here are some of the ways in which
the bfa helps prospective franchisees
and why you should consider
membership to be a powerful
indicator - and one you should
actively seek.

DUE DILIGENCE
bfa member franchisors adhere to the
guidelines in the franchising code of
ethics and the rules of membership,
which enshrine the principles of best
practice in franchising.
For example, projections on
turnover and profit should be based
on historically attained numbers either by an existing franchisee or a
company owned outlet - with proof
available.
FRANCHISEES CAN JOIN
Franchisees of bfa members can
join the association, accessing
business and personal benefits
galore. Legal, human resources and
business support combines with
deals on everything from car hire and
shopping to holidays.
Theres also the opportunity of
representation, as three franchisees
sit on the bfas board of directors
and many more on its governance
committees.

NOT ALL FRANCHISES ARE

EQUAL
The bfas work is entirely standards
based and has been since its
formation in 1977. If a franchisor
cant meet the required standards, it
cannot join - each year applications
are refused.
The process involves an indepth examination of the franchise
model and the business proven
performance.
bfa membership is not a guarantee
of success, as becoming a successful
franchisee depends on many factors,
not least your own passion, the right
match and your work ethic.
FAVOURABLE FUNDING
The banks involved in franchising all
respect the standards represented
by the bfa. They understand bfa
accreditation and the quality needed
to gain and retain it, so therefore
look more favourably on funding
applications from franchisees of
member brands.

ANNUAL EVENTS
The bfa runs a host of events
throughout the year to help
prospective business owners enter
the 15 billion franchise sector.
There are four bfa supported
franchise exhibitions annually, where
only accredited brands can attend
and a wealth of advice is on offer;
a women in business conference
in November; the Great Northern
Breakfast in June; Scottish Franchise
Week in spring; and prospective
franchisee seminars, which move
around the country on a monthly
basis.
THE BFA SPEAKS FOR
ALL STAKEHOLDERS
IN FRANCHISING AND
LISTENS TO WHAT
THEY HAVE TO SAY

INFORMATION
Visit [Link].

MAKING MONEY 113

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