1. Guidance in what to look out for in a good customer and how to collect this data. We ask new franchisees to put together a list of 300-350 prospective customers for the team to work through to help launch the new Chemex business quickly. This will consist of businesses in market sectors as diverse as healthcare, leisure, hospitality and education. We want the new franchisee to chose businesses that they would really like to work with and will guide them through this process.
2. During the first week of training, we will ask the new franchisee for their list and get it checked through by a specialist telemarketing agency. Accompanying the classroom training where franchisees will learn about our offering, the products and the sectors which we operate in, the new franchisee will also visit two – three existing Chemex customers and see how the products and services are received.
3. During the second week of training, we accompany the new franchisee on their territory to walk them through the process of identifying good prospects and cold calling. Cold calling is an area that many people have difficulty with but our team members will show the new franchisee how to do it successfully. We also supply the new franchise with free samples of product to demonstrate so that their customer can really see the benefit of part of the Chemex offering.
4. During the third week of training, the franchisee is back in the classroom learning about accounts, ordering product, marketing and health and safety. We will also address any areas which need revisiting from the first week. Throughout this week, introductory letters will have been sent out to their newly checked prospects and appointment generation calls will be made to secure a visit to a customer’s premises for a presentation, demonstration and/or site survey of the businesses cleaning and hygiene requirements.
5. On average we attain a ten percent success rate for customer leads to appointments, this means that we can obtain around about 30 – 35 appointments for new franchisees for their first few months.
6. These appointments are set on days where members of the Chemex sales team would be supporting them, allowing further hands-on training and additional support if required.
7. A PR campaign is also organised to create business awareness on territory. This consists of a press release, a case study and a photoshoot to provide information to local newspapers, business pages, networking groups and websites about the new Chemex business.
8. This process has been tried, tested and tweaked over the years to provide new Chemex businesses with the best start possible, it also helps to solidify the relationship between franchisee and franchisor, setting the scene for the subsequent years.
There may be a time in our more long-standing franchisee’s future where they may want a boost to help build sustainable sales.
Support at Chemex isn’t just a buzzword used at initial training.
Franchisees who have been with us for 15 years plus are still benefitting from guidance in areas as diverse as CRM software training, presentation skills and territory planning.