1. Franchising Workshop

2. Barry - Ortus Franchising Workshop Franchising Workshop Part I

3. Franchising A growing opportunity for Northern Ireland

4. Barry A Kelly Franchise Services Manager @

5. What is Franchising? A business method that involves the licensing of Trademarks and Ways of doing business TERMS Franchisor = owner Franchisee = purchaser

6. The origins of franchising 1850 … Singer Sewing Machines Isaac Singer  Sold Licenses to Distribute/Service/Train 1955 … Ray Kroc  Milk Shake Machine Salesman  Joined 2 Brothers Cafes Business…  Now the Biggest Franchised Food Business in the world… Who are they now????

7. Franchise Industry Stats UK Annual Turnover: £13.4 Billion Franchisors: 929 Outlets: 40,100 Employed: 594,000 ROI Annual Turnover: 2.4 Billion Franchisors: 300+ Outlets: 4,086 Employed: 42,927 91% of franchise outlets are profitable 49 average age of franchisees

8. Global: Brand Developer/Franchisor Country: Master Franchisee Local Franchisee Structure of Franchise Network

9. Structure of the franchise Network MASTER FRANCHISES Duplicates all the original functions of a Franchisor Buys/Develops the Franchise right for a wide territory/country/region and manages the franchise system for the franchisor Appoints, trains and receives a fee from the franchisee for specific territories within their country

10. Business growth through Franchising Trading locally Growing nationally (Or internationally) A realisation of full potential

11. Franchising Sectors  Property Services  Personal Services  Business & Commercial Services  Hotel & Catering  Store Retailing  Transport & Vehicle Services

12. How do I develop my franchise model?  Franchise Feasibility Study  Development of Financial Tools  Development of Operations Manual  Development of Franchise License Agreement  Franchisee Recruitment Specification  Development of the Franchise prospectus  Intellectual Property Protection

13. Self employment through Franchising In Business for yourself BUT Not by yourself

14. What does a Franchise Cost?  Start at as little as £3,000 and go up to hundreds of thousands  Average franchise fee costs £10,000 - £22,000  Average total investment is £44,000  Average cost of a Personal Services Franchise is £24,000  Average cost of Hotel & Catering Franchise £140,000

15. Recognise any of these? £280,000 £100,000 £125,000 - £325,000 £3,000 - £5,000 £8,000 £9,999

16. Advantages of Franchising Your business is based on a proven idea. You can check how successful other franchises are before committing yourself. You can use a recognised brand name and trade marks. You benefit from any advertising or promotion by the owner of the franchise - the "franchisor". The franchisor gives you support - usually including training, help setting up the business, a manual telling you how to run the business and ongoing advice. Financing the business may be easier. Banks are sometimes more likely to lend money to buy a franchise with a good reputation. Risk is reduced and is shared by the franchisor. If you have an existing customer base you will not have to invest time looking to set one up. Relationships with suppliers have already been established. No need for experience in the sector you choose! Training is provided

17. Disadvantages of Franchising Costs may be higher than you expect. As well as the initial costs of buying the franchise, you pay continuing royalties and you may have to agree to buy products from the franchisor Contract / Agreement may be set for a period – may not allow for trial periods. The franchise agreement usually includes restrictions on how you run the business. You might not be able to make changes to suit your local market The franchisor might go out of business, or change the way they do things. Other franchisees could give the brand a bad reputation. You may find it more difficult to sell your franchise - you can only sell it to someone approved by the franchisor You may not like to continually pay Management Service Fees/Royalty Fees and Advertising & Promotional levy’s

18. Northern Ireland Franchise Show The FranchisingNI Brand has initiated and facilitated Northern Irelands only franchise exhibition in both 2011 & 2012 with the support of

19. FranchisingNI delivering franchise programmes

20. In summary……. Chances of Survival 60% Independent Businesses Fail within 3 Years 80% of franchises Survive more than 3 Years Less than 4% of franchises fail each year for commercial Reasons

21. When franchising is viewed historically, it reveals itself to be a valuable competitive strategy for enterprises both large and small, and a potential incubator for entrepreneurial initiative. It facilitates achieving scale economies, risk and resource sharing, symbiosis, and rapid geo-expansion. In its public form, it creates utility while simultaneously eliminating learning-curves, and community expense and risk. In its private form, it provides shelter and support for the nascent entrepreneur. In summary.............

22. Any Questions?

23. Mark Johnston Ulsterbank Franchising Workshop Overview of Financing – what are banks looking for

24. Mark Johnston Business Development Manager Ulster Bank and Franchising 4 th March 2013

25. AIMS u Explain franchising within RBS Group u Provide a list of steps to consider before approaching a lender u Provide an overview of how a bank looks at a franchisee proposal

26. Ulster Bank and Franchising u Part of the RBS Group Specialised Franchise Section established in 1981 Market leaders in the UK Strong relationships with franchisors and franchisees Local presence in the Northern Ireland market via Ulster Bank All Ireland/ UK uniform approach to Franchising working within the RBS Group Competitive terms A real person and direct telephone line An understanding of franchising and the specific franchise you want to talk about

27. What do we mean by Franchising?

28. Franchising u The owner of an existing business (the franchisor) gives investors (franchisees), the right to operate a business under their brand in return for a portion of revenues generated. u The Franchisor provides a ready-made, established and proven business format including trade name, know-how, training and support. u The Franchisee buys rights to clone the whole business package from the franchisor (normally) in a specific territory for a specified period

29. Why do banks like franchises?

30. Why do banks like franchising? u Proven, tried and tested business system mean Reduced risk but Not risk-free Good way of starting a business for yourself but not by yourself u Proven business format and track record u Training and on-going support Better track record of success

31. Franchisee Considerations before approaching a lender

32. Steps before meeting the bank... u Personal Assessment u Choosing the right type of business u Choosing the right franchise u Advisers

33. Bank View of Franchising

34. What a bank looks at….. u Business Plan Personal Assessment Market/Competitive Assessment u Market Place u Sector u Location u Marketing Place Financial Projections u Set up costs u Borrowing Requirements u Assets and liabilities u Cashflow forecast, profit & loss, balance sheet u Franchisor & Track Record

35. Lending Criteria u For proven, established franchise systems the bank will lend up to 70% of the total start up costs including working capital. u Security will generally be required u Funding for Lending Scheme u May be eligible for assistance under the Enterprise Finance Guarantee Scheme u Term of any loan will not be longer than that of the franchise agreement

36. Borrowing Facilities Available u Term Loans – truly flexible Capital Holidays Low Start Repayments Staged Drawdowns u Committed Overdrafts u Business Charge Cards u Other services Credit/Debit card processing (Streamline) Leasing/Hire Purchase (Lombard) Factoring/ Invoice Discounting (Commercial Services)

37. Key things to consider u Take care not to over/ under borrow u Undertake thorough market and financial research before signing any agreements u Talk to other franchisees u Assess the business experience and financial position of the franchisor u Take Independent Legal Advice from a franchise lawyer

38. RBS Group does not warrant, recommend or endorse specific franchise systems

39. u Helpful Websites u Starting your own business? u When starting your own business the more information you have the better. We have listed some helpful websites with information to help you on your way to making your business idea a reality. u www.ulsterbank.co.uk www.smallbusinesscan.com www.intertradeireland.com www.investni.com/index/start www.enterpriseni.com www.fsb.org.uk/ni www.nibusinessinfo.co.uk www.ulsterbank.co.uk www.smallbusinesscan.com www.intertradeireland.com www.investni.com/index/start www.enterpriseni.com www.fsb.org.uk/ni www.nibusinessinfo.co.uk u Joining a franchise? u By joining a franchise you have the opportunity to enjoy being your own boss while benefiting from the security and support that comes with being part of a franchise family. We have listed some informative websites to guide you through the process of becoming part of a franchise. u www.franchise.co.uk www.thebfa.org www.irishfranchiseassociation.com www.franchiseoptions.ie www.whichfranchise.com www.franchise.co.uk www.thebfa.org www.irishfranchiseassociation.com www.franchiseoptions.ie www.whichfranchise.com u Any further queries please call Mark Johnston 07766133466

40. Thank You Franchising Workshop