Franchise Opportunities - A Case Study

Brian Masters – Starbrite Franchisee - Kent

Brian was 56 when he was made redundant for the very last time.

Brian explained, "After three months of job hunting I felt that at my age, it would be increasingly difficult to find a job that would see me through to retirement, so I decided to look at franchise opportunities and after looking at various franchise options I decided to use my customer services skills and put them to good use.

I looked at repeat order business to business sales where I could use these skills. I had never sold anything before, but after meeting the team at Starbrite I realised that this type of sales requires more customer service skills than sales skills, With the training package on offer I felt that Starbrite was going to be for me.

I looked at lots of different franchise concepts, but none came close to Starbrite - I think there was something about it that appealed to me. And the fact that they were prepared to assist with the funding made me realise how confident they were in their product. The figures all stacked up and I thought, yes, this is achievable.

I spoke with my local bank manager and with their support to get funding in place I was all ready to start."

Brian joined the Starbrite network in October 2009 and hasn't looked back since. He bought a business that was at break-even point and has more than doubled the sales since he started – and he sees no reason why he can't grow by the same amount again.

"I have never been this focused – this is an incredibly exciting time for me. I get home at the end of the day feeling that I have really achieved something. Financially I am in control of my earning potential and with my hard work and the support I get from Starbrite I know my financial future will be secure."

Brian claims that the recession has had a positive impact on his business.

"Potential customers are far more inclined to take you seriously when you can save them money. The support I have received from Matt (Director) and his team has been fantastic - he has knowledge of this business like no one else I know."

A day in the life of Brian Masters - A Starbrite Chemicals Franchisee…

"It's 7.30am; I am checking the stock on my van against my customer record cards to ensure I am carrying everything I may need for my day. I'm off to St Leonards & Hastings today which is about 45 minutes drive from my house. I always ensure I am at my first customer by 9 am because today I have 16 customers to visit.

My first customer is a Vauxhall dealer and I supply all the products used in the car preparation centre. This includes the Alloy wheel cleaners, Polishes and Dressings. A great call today, approx £140 sales, time to move on to the next call. A coach company that buys Paper Rolls, Traffic Film Remover and other valeting products - £75 sale here. Next a Car Body Repairer - they buy car cleaning products that must be silicone free. So, 3 customers done 13 to go and already £250 sales and not even 10am.

I try to ensure I visit 3 new calls per day to ensure that I am always increasing my business. It is quite hard to keep motivated at this time; it's just easier to carry on to the next call without thinking about new customers. When I first started it was all about cold calling which was daunting at first but once I realised the potential of my product range I found it getting easier. With 16 calls done and 3 cold calls achieved my sales today hit £800.

I aim to be at my last call for about 4pm as after that I have realised that everyone is busy trying to get everything done before close of play so I get back and get all my paperwork completed and pull out my customer record cards for the next day. This business is not all about selling; it is creating relationships with people. Actually I think I am rather good at it now. Some of my customers include Car Dealers, Car valeters, Haulage companies, Garage Workshops, Public Houses, Small Hotels and Restaurants."

Brian Masters - Starbrite Franchisee Kent and East Sussex"