Franchising goes forth

Rob McKinlay speaks to three ex-servicemen to find out why the battleground is an ideal training ground for running a franchise

The recent British Army TV recruitment campaign won’t have passed many people by, and neither will the army motto: ‘Be the best’.
Perhaps it’s this drive for success installed into the country’s armed forces that makes ex-army men and women, along with other ex-service people, such successful franchisees.

So successful, in fact, that many franchise companies actively seek them out as part of their recruitment drive. According to Chris Moore, CEO at Domino’s Pizza, it seems the key to finding the right franchisee is coupling appropriate experience gleaned from previous jobs with the willingness to retrain in a new industry.

“Although we train all of our new franchisees for the specifics to operate a Domino’s Pizza store, many of them already have expertise and skills from their previous jobs that can be applied to Domino’s,” 
he says.
Chris clearly feels ex-service personnel can be ideal recruits, as “franchisees who have joined us from the forces have a great sense of determination and teamwork, which is essential to the operation of every store.

“These attributes are particularly vital on Friday and Saturday nights, when 30 per cent of the week’s sales will come in just eight hours; coping under pressure while maintaining the brand’s high standards requires extraordinary teamwork and leadership, week in, week out.”

But why would someone coming out of the forces want to go into franchising? Well, the practical side of it seems straightforward – a long career in the army, or police, for example, generates a pension, part of which is often paid to the recipient as a lump sum. Such a payout, as in the case of a redundancy package, is often the catalyst needed to start a business, and a franchise is a less risky way to start your own business, especially for someone with little business experience.

Colin Lewis, a franchisee based in Merseyside and Warrington for buildings insurance franchise Spettro, is a former Merchant Navy Officer and Police Inspector. The 51-year-old explains: “I served my time in the police, adding pensionable service from the Merchant Navy to give me a full pension, part of which commutes giving me a lump sum.

“The lump sum, if you plan right, helps you buy in. I found myself with a large amount of cash, which I had not earmarked and that paid for my franchise.”

Secondly, it can be difficult for ex-service men or women to adjust to civilian life, especially if they find themselves immediately thrust into a regular office job, with little day-to-day contrast. Most franchises offer variation within the work and, more importantly, a certain level of autonomy, effectively allowing the owner to be his or her ‘own boss’. Many also require irregular working hours, something that may be familiar to those from the forces or police service.

Colin continues: “I was looking to do something new and wanted to be independent. Rather than being tied to a ‘nine-to-five’ and controlled by someone else – [franchising] gives me my independence and flexibility in working hours.”

Fellow Spettro franchisee and former RAF Squadron Leader, Kevin Edwards, is convinced there are genuine similarities between the two careers, an obvious reason why many ex-military personnel find the transition seamless. He points out: “As far as I can tell, all franchisors produce an operations manual, which tells you how to reproduce the business model. The same is true in the armed forces. All recruits go through basic training, which is linked to a manual of some kind that details how you are to do the work. In theory, wherever you are posted in the services, you are able to do the job because you are replicating the operational method.

“The big difference is that in franchising you are your own boss, whereas in the forces there is always someone more senior than you.”
Whatever their reasons, the move from the forces to franchising appears to work and it’s clear these men and women strive to ‘be the best’, whatever they do.

Tim Burt

Former RAF Squadron Leader Tim Burt is now the Signs Express franchisee for Farnborough, Hampshire. The 41-year-old saw franchising as the ideal vehicle to apply the skills he learned in the forces…
 
How did you get into franchising?
I was aware of franchising as a business model prior to joining the forces. After a great deal of research, my wife and I first approached Signs Express at the 2007 National Franchise Exhibition in Birmingham. My resettlement grant from the RAF helped towards the start-up costs.
     
Why did you decide to take on a Signs Express franchise?
I was looking for a fresh challenge where I could apply my leadership and managerial skills to my own business. Franchising provided the right mixture of opportunity, guidance, support and freedom within a proven business model, and Signs Express best fitted my aspirations and circumstances. 
 
What did you learn from being in the forces? What transferable skills are there?
Self-discipline and determination are key. Confidence to meet and talk to anybody in any situation is essential too. I set up my centre from scratch – a ‘greenfield’ site – rather than taking over an existing centre with an established client-base, so I have had to work hard at networking. Leading and developing staff were skills I refined in the forces and continue to use. Whilst the forces aren’t known for their business skills, the experiences of life they provide are core to all business. 

Would you advise franchising to other ex-servicemen/women as a sensible career move?
I would definitely recommend franchising, but only with the total support of your partner and family and a clear understanding of why you want to do it.
Be prepared for financial sacrifice, uncertainty and as much time spent at work (probably more) than you did in the forces, but at least you should get home every night and your efforts are for you!Do not ever believe franchising is an assured route to business success – there are failures like any other business.

Is the move to ‘self-employment’ difficult after being on a salary? 
It requires a change in understanding that if you are not working you are not earning. During the early years, a week of paid leave is just a memory!  
 
Does the nature of a franchise help in the transition to civilian life? 
Yes, but many principles remain. In the forces I always had a network of friends and colleagues who had been through the same as me and I could call on for advice, support and guidance and this is the same with fellow Signs Express franchisees.

Colin Tomlin

Colin Tomlin, 45, was in the Navy for 25 years having joined straight from school, but had always wanted to be his own boss. Today, he owns a Domino’s Pizza store in Chesterfield…

How did you get into franchising?
My brother was in the forces and opened a McDonald’s franchise when he left. I’d always wanted to be my own boss so leaving the Navy was a great opportunity for me to do this. I attended the National Franchise Exhibition and drew up a shortlist, then began to narrow it down based on each franchise’s figures and feasibility. Within a year I was down to two possible food franchises – one of which was Domino’s. I received a payout when I left the Navy and used this to help set up.

Why did you decide to take on a Domino’s franchise?
To help make up my mind, I worked at Domino’s and the other franchise I was considering. Both were food businesses and I loved the environment in each of them, but when it came down to it, I felt Domino’s offered the greatest potential financial rewards and future opportunities, particularly as the company was actively growing in the UK.

What did you learn from being in the forces? Were there any skills that also apply in franchising?
I built up a vast range of skills during my time in the Navy, which are easily transferable to my business. The management and leadership training I received was second to none 
and has been very useful in running my Domino’s store.

The Navy taught me the importance of fun, humour and camaraderie, which I try to maintain among my team. Team-building activities I learned have also been extremely useful and have helped me achieve excellent staff retention rates.

Would you advise franchising to other 
ex-servicemen/women as a sensible career move?
Yes, I would highly recommend it. In fact, I already know of a couple of other people who are leaving the forces and considering franchising as a new career. It is ideal for people like me who are leaving the Navy to spend more time with their families. My Domino’s franchise gives me the flexibility to work around family commitments.

Is the move to ‘self-employment’ difficult after being on a salary?
It can take a bit of adjustment. Being in the Navy doesn’t require you to make commercial decisions, but it does develop a real sense of self-discipline, which is essential to making any franchise work.

Does the nature of a franchise help in the transition to civilian life?
Franchising is ideal for people leaving the forces as it enables you to run your own business, but it uses a tried-and-tested business model, and  support of a head-office team that provides help and advice.

Mick Thomas

snap-on tools franchisee for South Lincolnshire and North Cambridgeshire, Mick Thomas, 44, was an Engine Technician in the RAF. After 22 years of service, he knew he wanted more control over his own future…

How did you get into franchising?
Straight out of the forces I worked as a production manager – the pay was great but the hours were pretty much 24/7. They wanted blood! Then one day my wife saw an ad in the local newspaper for franchising that got my interest, and the natural progression was to go along to a franchise exhibition. I narrowed it down to two and decided to go with Snap-on.

Why did you decide to take on a franchise?
In my first job I could immediately see faults in the system and the way things were done, so I knew I had to be my own boss. Franchising offers that. It’s nice having control of what you do and when you do it.

What did you learn from being in the forces? Were there any skills that also apply in franchising?
There are definitely skills that you pick up in the military that apply well to franchising – it’s very well organised and structured. You also learn self-discipline, but I’d say the most important things I learned were interpersonal skills.

Would you advise franchising to other ex-servicemen/women as a sensible career move?
I would definitely advise it, especially in this day and age, and with the current financial situation. I know another ex-military man who is a Snap-on dealer – he’s taken to it like a duck to water.

Is the move to ‘self-employment’ difficult after being on a salary?
No, not for me. I was profitable from the very beginning. You manage your accounts and pay yourself weekly, as well as taking dividends.
From the start I got a lot of help from Snap-on so there was never a worry.

Does the nature of a franchise help in the transition to civilian life?
This is the ideal job for anyone leaving the forces – it offers you a good income, a good way of life and good job prospects. You can pick and choose your working hours and the flexibility is there as long as you are providing the customers with what they want. However, having been working extremely irregular hours in the military, including living under canvas in places like the Falklands and the Middle East, the transition to civilian life and working conditions was difficult. When you leave the forces it’s hard to cope with a ‘nine to five’, but with franchising you are your own boss. Plus, it looks good having ‘company director’ next to your name!