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Valuable currency

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A wise man once said: “It’s what you say when you’re not saying anything that people listen to the most.” Although it sounds weird, the fact is we are communicating all the time, whether we are speaking or not. According to Albert Mehrabian, professor emeritus of psychology at University of California, Los Angeles, the words we say only convey seven per cent of what we are communicating to others. Our tone of voice makes up the next 38 per cent, but it is our body language that says the most – the remaining 55 per cent.

STAGE

When you’re in business, you are ‘on stage’ all the time. Our customers, staff and stakeholders are making decisions about what they will do next based on what they believe we are saying – whether we know it or not. There is no room for ambiguity or mixed messages. We all have a personal brand. People are either attracted to us or will cross to the other side of the street when they see us coming. We are all Marmite. Have you ever thought about what your personal brand is? Valuable currency (1)

Do you know what you stand for and what values you represent in the eyes of others? One lady who knows more about this than most is the personal branding specialist MonaLisa Chukwuma. Her new book, called Define Yourself, is probably the most comprehensive on the subject I have ever read. Our personal brand is our choice. We can invent the person we want to be and then become them, but this doesn’t mean putting on an act like a performer in the West End. You have to be congruent and live your brand in everything you say and do. You have to be predictable and consistent in the way you approach any set of circumstances. People love positive predictability. We can all light up a room – some of us do it when we walk in, others do so when they leave. Valuable currency (2)

Which are you? It’s also true that we only get one chance to make a first impression. The opinion we form about somebody within the first minute of meeting them often sticks with us for life and rarely changes. So what can we do to make the most of that first precious moment?

PITCH

Have you ever been to a networking evening and watched people get it wrong? Their objective seems to be to give out as many business cards as they can and make their pitch to anyone standing within three feet of them. In their rush to achieve this, they hardly listen to anyone. In fact, it is almost impossible to get a word in edgeways. Will this endear them to others and generate a rush of business?

Probably not. In 1936 Dale Carnegie, in his book How to Win Friends and Influence People, was promoting the concept of being a good listener and encouraging others to talk about themselves. Certainly, this is the fastest way of finding out if someone is in your marketplace – it beats wasting five minutes by talking at them without knowing anything about them. Dale also believed that to win friends you have to become genuinely interested in other people. Funnily enough, if you let others do all the talking, they will believe you are a great conversationalist.Valuable currency (3)

Of course, no one will ever win business by remaining silent, which is why you have to hone what you do say to make it count. The best way of talking about your business is in terms of outcomes rather than services. Put yourself in the mindset of the person you are talking to and ask yourself: what’s in it for them? For example, you might build websites and be able to talk techy till the cows come home. However, few people will get excited if you launch into an explanation of search engine optimisation and the clever things you can do with HTML. Instead, what you might say is: “I help businesses turn casual visitors to their websites into customers by using a tried and tested technique.” The question that immediately invites is: “What is that?” They you’re into a conversation. Or you can talk about if you see they are taking care of their newborn babies.

The person wants to know what’s in it for them. Picture yourself going between floors in a lift with another person. You only have a few seconds to answer their question of: “What do you do?” What can you say to get their attention and generate a desire to learn more? As a publisher, I wouldn’t talk in terms of creating and selling books, but instead talk about helping people to raise their profile in their marketplace, positioning them as an expert and opening up a new income stream by becoming a published author. Putting the benefits first rather than the features.

CHECKLIST

Just because you might sell a service or product the person you are talking to might want doesn’t meant they will automatically become your customer. People have a mental checklist they are measuring you against. They want to do business with people they like – why wouldn’t they? So how can you make yourself more approachable? Valuable currency (4)

Take another leaf out of Dale Carnegie’s book and always talk in terms of the other person’s interests. You may be a passionate football supporter, but if that is all you talk about, you’ll soon find yourself on your own. By learning about your customers, what their problems are and what they are trying to achieve, you can give them the gift of your specialist knowledge. Knowledge is a currency. Share it generously and customers will reward you by coming back time and time again.

Small Investment Big Return

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Many 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 Money’s 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 FINDERSmall Investment Big Return (3)

    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 information on any of these companies by either:
    ■ Visiting the company’s listed website.
    ■ Completing the pre-paid reader enquiry card

    NETWORK MARKETINGSmall Investment Big Return (2)

    Network Marketing adheres to Paul Getty’s 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 individual’s 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 SELLINGSmall Investment Big Return (4)

    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 PLANSmall Investment Big Return (5)

    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.

How to start a business

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The first step on the startup path – even before you have your breakthrough business idea – is making the decision to start your own enterprise. You might not know what kind of business you’ll start yet or how you will operate – you just know you want to be your own boss.How to start a business (4)

If that describes the stage you are at, congratulations – you are right at the beginning of an exciting journey. The future might be uncertain but there are plenty of decisions you can make that have a direct effect on the fate of your business. And as you are just starting out, here are some basic tips and points to consider.

  1. STARTING SMALL

    How to start a business (2)

    You don’t have to quit your job and take the risk of starting up a business without regular income to fall back on – you can start small, keeping your day job, working in your spare time and building up your business gradually. Although it won’t feel like a clean break and will require hard work and sacrifices, it’s a much less risky way to start your own business. Also, if you decide running a business is not for you after all, you won’t have the hassle of getting another job.

  2. THE ONLINE OPTION

    Starting your own business has never been easier. In many cases, you can save on costs by starting up online rather than opening a shop or renting premises. Even if your line of business means you need a physical presence, a website and strategic use of social media can be effective for promoting your business – and it’s relatively cheap, too.

  3. RESEARCHING YOUR IDEAHow to start a business (3)

    Once you have your business idea, you should do your research and find out if it’s really viable. Build up a picture of your target customer and find out how you can serve their needs better than the competition. You could even perform your own market research by setting up a focus group – advertise for participants or recruit them via social media and get their thoughts and feedback on your potential offering.

  4. BUSINESS STRUCTURE

    It’s important to decide on the most appropriate structure for your business because it will affect the way you draw capital from it and pay tax. Options include forming a limited company, a partnership or working as a sole trader. An accountant will be able to advise you and help you decide.

  5. FUNDING

    Depending on how ambitious your plans are you might need to secure funding for your business. If so, look into all the options at your disposal. It’s worth investigating whether you’re eligible for any government funding schemes such as small business grants. You could also approach your bank for a business loan. Friends and family might be interested in making an investment in your business, or you could try pitching your idea to angel investors or using a crowdfunding website such as www.crowdfunder.co.uk.

  6. KNOW YOUR LEGAL REQUIREMENTSHow to start a business (6)

    As a business owner, you need to make sure you’re up to speed on things like tax law, intellectual property and health and safety. Get professional advice if you need it. And Keep HM Revenue & Customs informed of any changes to your circumstances.

  7. SHOP AROUND

    Research suppliers, manufacturers, wholesalers, logistics firms and accountants to make sure you’ll get quality service for the lowest possible cost. You need to think about the bottom line and maximise your profit as much as possible. Without cutting corners, you need to get the best deals you can – so do your homework and be prepared to negotiate.

Ten children’s sector franchises (part 2)

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RAZZAMATAZ THEATRE SCHOOLS

This franchise gives individuals the opportunity to run their own part-time performing arts schools, even if they have very limited business knowledge. This makes it ideal for a range of people who want to balance a financially rewarding career with their love of dance, drama and singing. Shelley Fitzgibbon of Razzamataz Wokingham and Woodley, explains: “I was a professional performer for 10 years and when considering my next options, I wanted something that would earn me a substantial salary, so I didn’t have to scrimp and save. “Also, flexibility was key because I was desperate to be a mother.Ten children’s sector franchises (part 2) (2)

I decided on Razzamataz because the set-up fee was far less than other franchises. I could get a loan, so didn’t need a big deposit, and I liked the fact you could put on big shows. “I’ve been open in Wokingham for five years and have 153 students at that branch. In Woodley, I’ve been open for four years and have 70 students. Both these schools have allowed me to make a good living – I never thought I would be able to afford the nice lifestyle I now have.”

WATER BABIES

The fact this business has never had a franchise failure, combined with winning numerous awards, speaks
volumes about Water Babies’ approach to franchising, Paul Thompson, the company’s CEO and co-founder, says. He adds: “Each franchisee receives a five-year license with the option to renew at no additional cost and within this we provide a fully comprehensive start-up kit, including pool equipment, leaflets, teachers’ tops and an unrivalled level of support. “We have a head office staff of 26 to support a network of 55 franchisees, who we train in all aspects of running their own businesses and our internal systems.Ten children’s sector franchises (part 2) (3)

Our finance relationship team offers a bookkeeping service to all new franchisees for their first 12 months of trading, which includes a dedicated member of the team to contact for all finance queries, business plan set up and reviews, invoice processing, bill payments, account reconciliation and cash management.” Water Babies also provides ongoing strategic advice and financial planning for existing franchisees, as well as bespoke financial templates that assist the network with their business decisions, allowing franchisees to be as successful as they can be. “All Water Babies franchisees must train as swimming teachers before taking the Water Babies in-house training course and our swimming teachers are the only ones who can obtain a nationally recognised diploma,” Paul says. “We want franchisees who have a passion for the activity and empathy for parents and children. Business systems and training can be built around you.”

MUSICAL MINIS

Established over 25 years ago, Musical Minis was one of the first children’s franchises in the UK. Founded by child psychologist and Great Ormond Street Hospital play specialist Karen Sherr, the company offers music classes to children from 0-5 years old that have an emphasis on child development. Franchisees are generally mothers who want to fit a profitable, sustainable business around their family commitments.Ten children’s sector franchises (part 2) (1)

Whether running a small amount of sessions themselves, or training leaders to expand their business, franchisees are allowed to operate at whatever pace feels right for them. Lessons are fully planned, while instruments and exclusive licensed music come as part of the franchise package. The company also recently launched an interactive children’s app. Whether you are looking for a small business to build slowly or an opportunity to become the largest children’s music group in your territory, if you are friendly, hardworking and enthusiastic, Musical Minis could be the franchise opportunity for you.

SHERPA KIDS

Vicki Prout, co-director of Sherpa Kids International, a global franchising company that runs before and after-school clubs and holiday activities for primary school-aged children, believes there is a gap in the market for its services in the UK. Her opinion is based on evidence such as the government’s More Affordable Childcare Report, published in July 2013, which shows that many families across Britain often find it difficult to arrange the right sort of care at the right price.Ten children’s sector franchises (part 2) (1)

The study says only half of parents can find suitable term-time childcare to fit with their working hours, yet nearly two-thirds of parents of school-age children need before or after-school or holiday care in order to combine family and work. These findings are backed up by a 2014 report from the Family and Childcare Trust called Out of School, Out of Mind. It claims there are ‘virtual childcare deserts’ in significant parts of the country and large variations in price. Sherpa Kids, which has recently launched clubs in London, is offering franchising opportunities for entrepreneurs across the UK who have the vision, business acumen and interpersonal skills needed to succeed in this demanding yet highly rewarding sector.

PREMIER SPORT

Premier Sport, the UK’s largest children’s sport and physical activity franchising company, is looking for passionate business people to join its network. The company operates established support systems based on more than 15 years’ experience, expertise and, crucially, investment into franchise owner processes. It specialises in children’s coaching, providing sports teaching and instruction in curriculum time, as well as after school. Premier Sport operates over 100 franchised areas throughout the UK and is a full member of the British Franchise Association.

The combined turnover of the top 10 Premier Sport franchise owners is higher than the overall network turnover of the company’s closest rival. This demonstrates the maturity and scale of its franchise model, providing you with a market leading return on your investment. The financial results speak for themselves – 67 per cent of Premier Sports’ established businesses will generate a six-figure turnover this year. Daniel Bloomfield, Premier Sports’ Ipswich and Maidstone franchise owner, says: “My business has grown year on year and I now employ over 40 qualified activity professionals, who deliver inspirational opportunities to young people. Working in this thriving and growing marketplace, I’m on course to turnover £1,100,000 this financial year.”

Living the good life

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The Coyote Ugly legend began with a girl, a dream and a little bit of Wild Turkey in New York. In 1992 Liliana ‘Lil’ Lovell, a 24-year-old Wall Street apprentice-turned-bartender 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.

BUSINESS PLAN

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. In 1993 the first Coyote Ugly Saloon opened in New York’s East Village. It was at this first bar that the culture that is Coyote Ugly was born; Lil created a venue with beautiful, larger-than-life personalities behind the bar who she affectionately named Coyotes. From the beginning, the patrons came pouring in to be a part of Coyote Ugly. The male patrons fell in love with the Coyotes and the females patrons wanted to be Coyotes. The Coyotes not only poured drinks, they danced on the bar, sang into the mic, told jokes, drank shots with the customers and created an experience not found in any other establishment.Living the good life (1)

The success of Lil’s New York bar attracted a lot of attention. In 1997 one of her Coyotes, Elizabeth Gilbert – she went on to be the bestselling author of Eat, Pray, Love – wrote an article that featured in GQ magazine and was headlined The muse of the Coyote Ugly Saloon. The exposure caught the attention of Disney/Touchstone and the movie Coyote Ugly was released in 2000. It grossed over $113 million and launched the brand to a worldwide audience. Today Coyote Ugly has 20 saloons open around the globe, with corporate owned locations in the USA and franchised locations in Russia, Ukraine and Germany. The company has plans to double that number in the next several years, with more USA corporate locations and expansion into more non-US markets with franchise partners in key countries.

With a support and training system created from over 20 years of experience and managing over 20 saloons worldwide, Coyote Ugly is now offering this franchise programme to partners around the world. Fuelled by recent location openings, the recognition of a blockbuster movie, three seasons of a reality show on MTV’s Country Music Television and many features in magazines such as Inc, Playboy, Maxim and GQ, Coyote Ugly is sure to attract the right partners to take advantage of the brand’s strength.

WELL OILED

Led by owner, founder and original Coyote Lil Lovell, Coyote Ugly has a well-oiled machine for a system. 22 years after its conception in New York, the Coyote Ugly brand has never been stronger. The company is able to provide systems and methods for running the business, as well as the flexibility to adapt 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 ongoing support.

Living the good life (2)Franchisees who are hands-on, have an understanding of their local market and commit to follow Coyote Ugly’s franchise system are most likely to become key players in the bar and nightclub retail sector. The total investment in a Coyote Ugly Saloon franchise is between £315,000-£790,000, dependent on location and size. Single and multi-unit franchise partnerships are available throughout the UK, Ireland and globally. Single sites have a franchisee fee of £39,500, while multi-store investors can expect to pay a fee of £79,000 for the rights to open up to three units.

With the assistance of the brand and support of the system to get you started effectively and efficiently, you can begin making money more quickly in comparison to most concepts and enjoy the benefits of a strong opening. Coyote Ugly has successfully executed the process of starting a new saloon time and time again. As a franchisee, you get the system and process to duplicate that success by following the franchise’s opening systems and Lil’s recipe for success, which includes, but is not limited to, a pre-opening marketing campaign to generate interest leading up to the grand opening. The training and support programmes begin as soon as you become a franchisee.Living the good life (3)

Coyote Ugly starts by helping you develop the plan for your saloon, building your marketing plan and assisting you to find the best location. Coyote Ugly Saloons are typically found in large cities that combine heavy tourism and local patronage, as well as small tourist destinations, to make sure your travel is most comfortable, just carry your best rated mattress by checking reviews . Markets must have a large local and/or transient tourist population with disposable income, a drinking culture and entertainment districts with other draws, such as bars, restaurants and sports venues.

EXCITING ADVENTURE

Owning a bar/nightclub is an exciting adventure. Being surrounded by and building success by offering an opportunity for the community to have fun, meeting celebrities and being the talk of the town offers an experience not found in other industries. Pair those qualities with ownership of a brand like Coyote Ugly and you have a recipe to start living the good life. Day-to-day operations of a saloon are first and foremost, so as to be sure you’re operating with the Coyote Ugly culture and as per system requirements. As an owner, you will likely have a team that includes a general manager, an assistant manager, Coyotes (bartenders), bar backs and security. Your main responsibilities include managing your team to make sure all the behind-the-scenes tasks are taken care of, as well as developing and executing marketing plans in order to attract new customers.

Ten children’s sector franchises (part 1)

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PUDDLE DUCKS

Puddle Ducks is an award winning baby and toddler swimming franchise business. Built on over 12 years
of research and experience, the business provides industry leading classes for children to enable them to enjoy learning to swim. Franchisees teach over 14,000 babies and children across the UK every week and also offer aquanatal classes for mothers to be. Teaching important life skills is magical and combined with building a successful, flexible and rewarding company, a good work-life balance is achievable with this franchise. A Puddle Ducks franchisee has a wide variety of tasks to complete every day – from teaching classes and admin, to marketing, customer service and business planning.Ten children’s sector franchises (part 1) (1)

Franchisees also work with pool owners and operators to set up new classes within their territory. Puddle Ducks won the national Smith & Henderson Best Franchise Award in 2014 and 2011 and was a finalist in 2012 and 2013. It was awarded 5 Star Franchisee Satisfaction in 2014 and 2013 and won the Best Business of the Year in the Macclesfield and Wilmslow Business Awards 2012. The company is a full member of the British Franchise Association and aims to do everything possible to support franchisees in the successful launch and development of their businesses.

TATTY BUMPKIN

This business was started in 2004 to provide a creative children’s programme inspired by yoga. Its motto is ‘Bendy, giggly, clever and strong’, which is what Tatty Bumpkin would like all its children to become. It also sums up the business’ franchise – bendy, because the business is flexible, with opportunities for parties, classes, holiday clubs, nursery classes and festivals, so you can structure your business to give you the work-life balance you need; giggly, because franchisees say they love their work; clever, because even if you’ve never run a business before, you are given all the tools you need to make it a success; and strong, because the network of Tatty Bumpkin franchisees is strong and nurturing.Ten children’s sector franchises (part 1) (2)

As one franchisee puts it: “The professionalism, support and care that has been provided made the decision to leave the corporate world and move into franchising easy. It’s a pleasure to be part of an enthusiastic and motivated team that is truly making a difference in children’s lives.”

PROGRESSIVE SPORTS

Ten children’s sector franchises (part 1) (3)Progressive Sports has been providing specialist physical education for almost 10 years. The company is dedicated to giving every child the right to be physically active by working with schools and communities throughout the UK – helping them to access high quality PE and sport. Its aim is to increase participation, raise aspirations, boost self-confidence and help children to enjoy being physically active.

Everybody involved with Progressive Sports is passionate about the benefits of sport and their own professional development. All the company’s programmes are delivered to the highest professional standard, helping to inspire, engage and empower children. The initial franchise training takes place at head office and explains everything franchisees need to know about running a successful sports franchise. The Progressive Sports franchise package helps franchisees establish a business and begin trading immediately.

PYJAMA DRAMA

Pyjama Drama franchisees offer a drama and creative play programme for children up to seven years of age that’s designed to develop key skills such as confidence, communication and concentration, while igniting the imagination. Franchisees teach in public classes such as nurseries, schools and at children’s parties using their drama skills to whisk children away to a range of real and imaginary worlds. Children are encouraged to lead the direction of the drama themselves, meaning anything can happen and no two weeks are the same. In fact, a child can start the Pyjama Drama programme when they’re six months old, finish aged seven and never repeat the same session twice.Ten children’s sector franchises (part 1) (4)

Many franchisees choose to take on a team of session leaders to build and grow their businesses, such is the popularity of the programme with parents, nursery managers and headteachers alike. The range of activities available – from holiday workshops and classes for babies to performance parties – means a team is often required to ensure children have access to every aspect of the programme, leaving franchisees more time to build their customer database and secure new contracts.

KUMON

This company is the largest educational franchise in the UK and Ireland, with over 690 study centres. Established in Japan over 60 years ago, there are currently over four million Kumon students worldwide.
Sharon Carlin, an instructor at the Kumon Urmston Study Centre, says: “Kumon is a professional company with high standards and expectations for its franchisees and offers the support and training to achieve those standards. “It is so rewarding seeing children progressing and achieving, their joy at their success and belief in themselves, and seeing their confidence grow.Ten children’s sector franchises (part 1) (5)

I love being part of nurturing each child to become a confident, well-rounded, successful individual. “The initial training was excellent and structured, plus we had training throughout our first six months of being an instructor. Kumon also holds monthly training meetings on relevant topics, which I find very useful, and you learn all the time. “My area manager is always at the end of the phone. She gave me advice about marketing, carrying out enrolments, running the class and setting work for students to ensure they are studying at the right level.” Sharon has no regrets about becoming a Kumon franchisee: “I love that my job is varied and I am meeting new families all the time. Being a franchisee is so rewarding, as you are responsible for the growth of the centre. Of course, there are highs and lows, but that is part of learning.”