‘Ready-to-go’ package
In January 2005 Expense Reduction Analysts (ERA) launched a fiveweek induction training programme, replacing the previous five-day course provided. Now, 18 months on, the success of the training improvements can really be seen. What Franchise spoke to a number of ERA franchised associates to get their views on the training and support programme, and how it has helped them build their own business.

COMPREHENSIVE
One of the early beneficiaries of the training was Hampshire-based Sue Cooke, who joined ERA in January 2005. She comments: “My induction training course certainly provided me with all the tools needed to get my business up and running as quickly as possible, right down to the smallest details.

“Advice is always freely given and it’s great to know that there is always a support team member or a fellow consultant at the end of the phone if I need them.”

Prior to joining ERA, Sue was a project manager and has put her analytical skills to good use within ERA. “Over time I have developed to focus on project management and regularly team up with other franchisees who want to focus more on client acquisition and management activities themselves,” she says.

“It has taken me a while to get settled into identifying the areas of ERA work I enjoy most and am best suited to, so my first year was a real learning curve, but I have never been busier than I am now and I am really pleased with how my business is building.”

COMPLIMENTARY
Paul Davidson from Kent joined ERA in July 2005 and was extremely complimentary about the training programme he went through. He explains: “Coming in from a large corporate, and having myself run training courses in the past, I was not sure what to expect.

“However, the whole experience was so thorough and professional, it is simply the best course I have been on. What really helped me most was the way that ERA Training Manager Neil Cullen and the whole team were always willing to use their experience and judgement to guide us through, yet always leaving me clear that it is my business and my decision.”

One year on, Paul is keeping himself very busy as he looks to build on his existing client base of 10 organisations while delivering additional cost-savings and ongoing services to his client base.
By joining ERA you are not only joining a network of like-minded individuals (130 franchisees across the UK) and benefiting from operating under an established brand, you are also empowered with the training, technology, marketing, support and strategies that will maximise the opportunity to build your own successful and profitable business.

ERA’s training course encompasses all aspects of the entire business system, including marketing - introducing the various elements of ERA’s marketing mix; sales - explaining the ERA sales process, tools and techniques; information technology - introducing ERA’s bespoke knowledge management system; and analysis - explaining and working through the entire project process.

ALL-OUT APPROACH
Leicestershire’s Glenn Chapman commenced his training in September 2005 and recalls: “Within three weeks of my five-week training, and as a result of the excellent ERA direct mailing campaign, I signed my first client. The support I received on both first and second meetings was excellent and an allout approach from ERA group office was adopted to win me my first client.”

Previously Glenn worked as a procurement manager and is also a fully qualified chartered management accountant. By March 2006 over 40 separate cost categories had been signed for review across six different clients, averaging over seven different categories per client.

“I joint-venture around 75 per cent of my project work to other ERA franchisees who are often specialists in specific cost sectors, such as freight, insurance, travel or communications, so we share the workload and the fees,” adds Glenn. “What is so pleasing about the results I have experienced is that I am simply following the methodologies I was trained in - there is not a magic secret, the ERA system really does work.”

Gloucestershire franchisee Steve Rundle had been in the franchised motor trade all his professional career, his last role was as Operations Director for a major prestige motor group. After redundancy he wanted to become selfemployed but was unsure as to which direction to follow.

He explains: “I took a few months off and explored the ‘buying a business’ scene but, to be honest, I didn’t have a clue what I was looking for - having no experience in anything other than cars.

“I bought the ERA franchise after having carried out extensive market research. I was invited, with my wife, to attend the dinner/dance part of the annuac onference to give me the opportunity to talk openly with the franchise network.

“The people I met there who were all enjoying their annual get-together and ensuring the bar had a roaring trade only had good things to say about the franchise. I couldn’t find anyone who had anything to moan about. They were all very friendly and made my wife and I very welcome. That did it for me and I started in October 2005. The training course was fabulous and very enjoyable.

“I have now been trading for about six months - from the end of the training course - and I can see a really good income ahead. I have worked really hard to get there and put in a lot of hours on marketing, but I feel that this is starting to work for me as I build towards my goal of achieving a six-figure income.

“I love the business-to-business side and I really enjoy visiting different companies - engineering today, chemicals tomorrow and so on. I find it really fascinating. The lifestyle is also great. I can play a game of golf this afternoon if I want and then make the time up in the evening or at weekends. You do need to be disciplined with this though, as you do get out what you put in.”

START-UP PHASE
As with any business, an ERA franchise takes time to build up and, although there have been several very positive exceptions, it is important to plan for a conservative start to your ERA business financially.

Steve adds: “You must be prepared for a slow start and everybody is rightly advised to not expect to earn anything for six months from the start of training. If you do it’s a bonus, your wages will build as there is an element of residual income that compounds as time goes on.

“In my initial business plan I put in an income of £20,000 for the first year. I have already earned that, but the point is do not underestimate how hard it is to get going and do not be under-funded to get through the start-up period.”

This is the phase of the business currently being experienced by Londonbased Dominic Hollywood, who attended the January 2006 training programme. Dominic has already secured himself five clients and has taken to the client acquisition process very well, despite having no previous track record in sales. He has also been involved in project work for other ERA consultants.

ERA appealed to Dominic because of the wide variety of cost categories to work with and the earnings potential. He comments: “The training provided was excellent. The course covered a range of areas, enabling me to win my first client within a week of completing my training. I felt confident and focused even without a sales background.”

Learn more about how you can follow in the footsteps of these ERA franchised consultants today by calling Nick Tubb, ERA Franchise Manager, on 01962 849 444.

TOTAL: £29,900