Aug 8, 2011 | Industry Events
Coconut Creatives’ client news: Driver Hire franchisees are excelling despite the economic downturn
According to the Recruitment & Employment Confederation, despite the effects of recession, total turnover in the UK recruitment industry is almost £20bn a year, which means Driver Hire’s potential market place is enormous.
Even measured against its own 25-year plus track record, 2010/11 was a good year for Driver Hire. “Our business grew by nearly 23% last year,” says Chris Chidley, Driver Hire’s CEO. “From the perspective of many individual franchisees, the picture looks even better. At our Summer Conference in July 2011, we presented 25 offices with ‘best-ever’ annual sales awards, a remarkable performance.”
Market potential
Driver Hire is one of the UK’s most established franchise networks. This specialist provider of recruitment services has almost 100 offices around the UK and every day of the year supplies over 3,000 personnel, mainly drivers and other logistics staff, to organisations in the public and private sector.
Franchisees like Roy McLellan at Driver Hire Dundee are still seeing strong growth, even in the face of an uncertain UK economy. Turnover in mid-2011 is already 25% up on last year, when the business turned over £1.3m. As Roy explains, the economy actually works in favour of the Driver Hire business model: “It’s all about listening to your customers and delivering a service that responds to their specific needs. Right now, with unpredictable order books and rising fuel costs, they need to find ways of reducing their fixed costs and coping with varying demand. We can talk to them about the flexibility and cost benefits of using temps and our systems and selection processes mean they can be confident of getting the very best staff.”
Driver CPC
Another development in the past year has delivered a new, complementary revenue stream for Driver Hire franchisees. The Driver CPC is a new, compulsory qualification that all HGV drivers must now gain and then maintain with ongoing training. Spotting an opportunity, Driver Hire gained formal accreditation and developed an extensive suite of Driver CPC training modules.
Franchisees attended training courses and most now actively sell training services alongside their traditional recruitment services. The new initiative has been so successful that Driver Hire is now one of the UK’s largest providers of the training, with its franchisees and other trainers having delivered over 55,000 hours of training.
Investment Opportunity
All of this makes Driver Hire an attractive investment opportunity for anyone considering setting up their own business. In the first half of 2011, nine new franchisees have joined the network, in locations as far apart as Inverness and Plymouth.
Could a Driver Hire franchise be right for you? Well, Rowan Pritchard achieved the remarkable feat of becoming Driver Hire Franchisee of the Year in 2010, within just a couple of years of buying his franchise, in Romford. Here’s what he says about his experience:
“Recruitment is a unique business. I hadn’t been involved in it before I came into Driver Hire but the training I received from Head Office helped me enormously. I don’t consider myself to be a natural sales person, but I firmly believe in the Driver Hire brand and so I’m confident going out and promoting it. I then back that up with a personal commitment to deliver what I promise.
“I can honestly say that I love being in this business. If you’re looking for variety and constant challenge this is the place to be. No two days are ever the same. I still get real personal satisfaction from knowing that I’ve helped a customer and at the same time found work for one of my candidates. I’d recommend it to anyone.”
You can find out more about the Driver Hire franchise opportunity by calling 0844 846 0031. Alternatively, visit www.driverhire.co.uk/franchise or email franchise@driverhire.co.uk.
Aug 8, 2011 | Clients in the Media
Coconut Creatives’ client Rosemary Bookkeeping franchise partners are working well as a family team:
TJ Sutherland and Steve Brown have run their Rosemary Bookkeeping franchise since September 2010. Their unusual business partnership has gone from strength to strength showing that family really can work together very successfully.
Last month, TJ and Steve generated £4,800 and they are still in their first year of trading AND both working part-time! They are working closely with Rosemary’s Marketing Director Sarah Cook who writes a specialised marketing plan for every new Franchise Partner that comes on-board.
“People looking for a franchise are mainly concerned about 2 things: how to earn money and win business. We follow the monthly marketing programme that has been written for us which, combined with our weekly marketing calls with Sarah, keeps us on track to earn more money and win more business,” explains Steve.
Established in 2002, this is a proven, solid and reliable bookkeeping business which has been further strengthened due to new Government initiatives. Franchise Partners work in the SME sector, where the Government is making plans to investigate up to 50,000 small businesses with potential £3K fines if they find their books in disorder. This means that small businesses have never been keener to work with a professional bookkeeping service like Rosemary.
- 50% average net profit margins being achieved
- Run by yourself or build into a management style business (projected earnings over £200K)
- 2.16 Million Customers NEED this Service! According to Federation of Small Businesses
- Tailored training allows delivery within 6 weeks
- No office premises required – work from home
- Benefit from 60 years collective industry experience
- Week-by-week business development support even AFTER 5 days initial trainingNo former bookkeeping qualifications or experience necessary
“A low cost, high profit margin, service business, operated from home. You simply need to follow a system, backed up by Rosemary support,” Lisa Curteis, Rosemary Director.
Come and meet TJ and Steve at a monthly Rosemary Bookkeeping Discovery Day and see if this is a business you could do. The discovery day includes informal seminars in the morning, networking lunch and 1 to 1 workshops in the afternoon led by the Rosemary team: Claire Watson-Bardot, Joanna Dennis, Sarah Cook and Lisa Curteis.
It is a ‘no stone left unturned’ day for you to ask whatever questions you like in an open and informal environment where you’ll get a real taste of the Rosemary Culture and how their unrivalled support in the areas of Bookkeeping, Operations and IT, Training and Marketing will ensure your business success.
For more information email: franchise@rosemarybooks.co.uk or call 01442 800147.
Aug 8, 2011 | Clients in the Media
Coconut Creatives’ client activitymix explains why their management franchise is contributing to a new era of employee engagement:
Organisations are asking their staff to do more and more to ride the wave of economic uncertainty and HR managers are looking for ways to motivate staff without offering substantial financial incentives. Recently Peter Wilde, Global Head of Engagement at Unilever and an expert in the field of employee engagement, completed research which confirmed that businesses who use employee engagement programmes see increased profits but that they need to change their emphasis from traditional staid programmes in order to achieve the same engagement impact!
One company that has a proven impact on staff productivity and a record of keeping track of changing trends is activitymix, a management franchise business currently operating in Aberdeen, Edinburgh and London.
activitymix, is an employee engagement business that uses sport and physical activity to help companies increase productivity and reduce absenteeism, and can boast a consistent client retention rate of 80% year on year with global brands such as Shell, BP, BarclaysCapital, and Bank of America Merrill Lynch. Over 20,000 people have participated since 2003, and participation rates within individual companies are increasing with the original activitymix territory reaching a turnover of £350k.
Founders Jules Lancastle and Richard Johnston see this enviable retention rate as an indication of good market analysis and excellence in service delivery. They have worked hard to protect their business model which now offers an exciting business option for future franchise partners with a desire to combine sport with business objectives.
Could your company benefit from some activitymix treatment? Or could you be the next activitymix franchise partner? It’s a great business because they invest in keeping up with the latest techniques to keep staff motivated:
- 7 years of experience & systems development
- Produce proposals that work for board directors and company executives
- Initial 5 day tailored training course for franchise partners
- One-day additional training course EVERY month for the duration of the 5 year franchise agreement
- Only choose the most budding enthusiastic entrepreneurs as franchise partners!
You can find out more about activitymix as a franchise opportunity at one of their discovery days.
- An open, honest and transparent opportunity for you to ask all your questions about any aspect of the business
- Join in a group activity to see first-hand what the client experience is like!
Call activitymix for more information or to register for a discovery day on 0845 2700160.
Jul 25, 2011 | Coconut in the Media
Franchisor Advice Article written by Coconut Creatives Head of Media, Sally Butters:
Media coverage can be a blessing for franchisors if it is managed well; as your profile goes up, so will your recruitment figures. Whilst an integrated marketing campaign will always yield the best results, not all of its activities have to incur a direct cost. Here are 10 things to consider within your franchise marketing plan that do not have to break the bank!
1. Focus your PR efforts. Choose carefully exactly what message you want to convey, your target audience and your target media. Whether it’s the launch of a new franchise opportunity, a significant anniversary or a competition win, make sure it is relevant to the readership of your targeted media — be it print, broadcast or online.
2. Use social media for free PR. You can set up a Facebook page or a Twitter account at no cost. Social media is an excellent way to build relationships with your prospects and create word–of–mouth publicity. This can get addictive so make sure that you only devote an appropriate amount of time to tweeting as if your target audience doesn’t use social media that much then you could spend your time more effectively elsewhere!
3. Viral marketing. Whether it’s a YouTube video with thousands of views, or a photo that is tweeted and retweeted, if your promotional material goes ‘viral’ it can give your public profile a huge boost. There is no magic formula to viral marketing — but something quirky, interesting and funny is more likely to capture people’s imaginations.
4. Write a great press release. Press releases have more uses than just being sent to journalists, they can also go on your website, be linked to your social media profiles and added to any recruitment website listings you may have. Ensure you have a catchy headline and a strong, summarising opening paragraph and an image to capture the imagination before getting into the details.
5. Get back to basics. Don’t waste your time sending out endless empty press releases. Journalists want to write about something that is newsworthy, particularly if it will appeal to their readership. If it’s linked with famous people or events, controversial, amusing, or relevant to a current national news item then you are much more likely to get the coverage you want.
6. Advertising promotions. Many advertisers also offer editorial space with the space you have paid for. If you take up this free editorial space, make sure you fill it with something appealing to the readers of that publication and give them something to act on – visiting you at an exhibition or joining one of your discovery days.
7. Go for gold. Winning an award is a fantastic way to get publicity — not only does it recognise your talent and increase your prestige, award ceremonies are a good place to network and are usually covered by the press. Some awards are free to enter so look out for ones that are well respected in your industry as well as the franchise sector.
8. Get philanthropic. Giving your time for free can be a scary thought when you are a busy franchisor but it can pay dividends! Getting your team involved in a charity event or offering to speak at a networking event can all have the secondary benefit of raising the profile of your franchise opportunity.
9. Deal with bad publicity promptly. Swift, effective action can turn a negative comment into piece of good publicity. If a customer complains, contact them directly with a full apology and suggested solution. If you see negative and anonymous comments online, respond honestly in the same forum, explaining the situation from your perspective. Do not ignore negative feedback — it may be the first thing a prospective customer sees if they decide to search for you online.
10. Keep it in perspective. Publicity is a great way to increase footfall but don’t neglect other aspects of your business in a bid to boost your profile. Don’t forget that a multi-channel marketing approach is always the most successful route to recruit franchisees.
Ask an expert!
If you don’t have time to manage your own PR, then it is worth outsourcing it. While some companies will work for a reasonable retainer, always ensure you know what you are paying for. If you are not sure if you’ve been given a good deal and want some advice, email me sally@coconutcreatives.co.uk and I’ll give you my opinion. We offer a limited number of PR Pay by Results services to franchisors each month, so if you want to do the writing part yourself but want to leave the dealing with journalists, editors and freelancers to someone else, get in touch to subscribe.
Jul 22, 2011 | Coconut in the Media
Sarah Carlile is a regular contributor to Franchisor News on the subject of franchise recruitment. She is the Founding Partner of Coconut Creatives, the BFA’s only accredited marketing company that offers 1 to 1 franchise recruitment projects and group franchise marketing workshops for franchisors.
In this feature, Sarah discusses the use of social media and its impact on franchise recruitment, how it should be combined with offline activities and how franchisors can use it to train their franchisees to be more successful.
There is a great synergy that now exists between on and offline networking. If you learn how to harness this for your franchise, you’ll recruit more franchisees and you will be better equipped to train your franchisees to become more successful.
How should online social media be used?
The most obvious use of social media for businesses is to create and build a number of ‘raving fan’ networks across various platforms such as FaceBook, Twitter, YouTube and Linked In. These end up being networks of people who know you, have met you or know someone who recommends you and so they will listen to what you have to say, as long as you keep it brief, interesting and non-salesy.
Many people become so focused on utilising the different social networks online that they attack it in a rather hap hazard way: posting updates and tweeting messages that haven’t been thoroughly thought through. We say integrate it into your marketing. This way, you will know what you are going to say and when and you’ll also have a better handle on whether it is working for you.
By making social media an official part of your marketing plan, you can measure its effectiveness, just like having a listing on a franchise recruitment website and measuring how many leads it delivers. The first step to doing this is to assign a ‘Social Media Keeper’. This can be any person within your company that has 30 minutes a day or more to devote to updating your social network mediums. You pick the message and they send it out via the various channels you want to use. You can even hand over business cards you acquire through offline networking and exhibitions and get them growing your networks online for you by adding the details. By doing this you bring offline, online in a better structure. But where do you start to make it effective?
The perfect intro
When people find you or look you up for the first time, is it clear what you do? Is it clear how you do it and who your customers are? Your profile and key information should be planned and thought through carefully. We always work with franchisors in the morning session of our marketing workshop on their ‘perfect intro’ which is initially to support franchise recruitment through introducing new prospects to the franchise in under 1 minute. It seems ideal though that this perfect intro, once created, is used in many other places. This keeps your messaging consistent (one of the fundamentals of good marketing). When writing your perfect intro, you want to aim for about 200 words, broken down into 4 key areas (feel free to email me for a template example):
1. Clearly state who you are, followed by:
2. What you do and for who, followed by:
3. Why you are credible, different and trustworthy, followed by
4. An example of how it has worked for a customer – this gives credibility and believability.
It is definitely a good idea to spend quality time creating this and getting feedback on how it comes across and then edit it accordingly.
Once perfected, this introduction can be used again and again. It is my favourite phrase – “create once and use many times”! Integrate it into magazine features and show guide listings, use it on your website, on leaflets and literature, as long as you follow the 4 stage format and tweak the length, it will work every time.
Smart franchisors also choose to utilise their perfect intro as a training tool for the people they take along to help them on their exhibition stand at shows and events. By doing this, you suddenly increase the consistency of the way prospects are dealt with. You increase your success rate as people grasp quicker what it is you do and why you are different.
Regional use of Social Media by Franchisees
Just like you, your franchisees will be keen to use social media. Some will have a better idea than others how this can be done. The important thing to emphasis, is how to use it to aid sales. It is vital that you provide a good steer on which media to use and how to create their pages on platforms like FaceBook. We have seen cases where a franchisee has successfully (and unintentionally) taken over the franchisor’s network size and voice on a social media platform which then creates confusion for customers trying to locate their local branch and also for potential franchisees trying to locate the franchisor.
Linked In, FaceBook, Twitter or any other online tool should be used in conjunction with three other key areas when operated on a regional/ area specific basis. These are:
1. The franchisees community network
2. The franchisees professional network
3. The franchisees immediate network (family and friends)
When networking is explained in this way, franchisees start to clearly see the role that their chosen online medium can play for them to support sales. It also identity’s the other, sometimes offline areas that also need attention and integrating in with online. For example, if a lead source for a franchisee is to attend business breakfast networking events to build relationships for future sales, these people should also be networked with on Linked In.
It is also highly likely that a franchisee will have a number of potential customers within their own community network (such as fellow golfers, children’s parents and so on). By using online channels to softly inform them of their service, they keep business online and pleasure offline which, when integrated in this way, often results in additional sales as awareness increases.
As tools on and offline expand, we need to utilise many more of them to maintain business growth. Franchisors need to consider the impact of these tools on their franchise network and customers and how they can control and monitor their growth to support sales all round.
To find out other ways to improve your franchise recruitment, attend a Franchise Marketing Workshop with Sarah Cook, Sally Butters and the rest of the Coconut team. Email info@coconutcreatives.co.uk or call 01725 511673.
