finanse
or do they just take orders rather than sell
or drive value?
3. Slashing prices is not the answer--helping
customers spend money more easily, is.
Discounting is a zero-sum game, and even-
tually, if you condition your customers to de-
pend on sales and coupons, your business
will be slower to rebound when things turn
around. I recommend spending time where
people are spending money. For instance,
I was recently picking up something for
Mother’s Day at a store. There were about
eight or nine of us waiting in line, with only
one register open. Well, needless to say, I
had three items and waited my turn, but the
two people behind me just muttered and
walked out the door. A scenario like this is a
sure-fire way to decrease sales.
Nobody wants that to happen in their own
business. The two or three people re-sto-
cking the store could have easily jumped
on the registers to help. Another example of
something easy to fix--how often do we see
someone telling a customer why they can’t
the solution. For example, if one of my pho- we already have. Therefore, we could offer
do something? Make it easy for customers
tographers (or me) makes a mistake, we try it to our franchisees for pennies on the dol-
who actually want to spend money right
not to refund money or give products away; lar. A win-win situation for all.
now. If you only take Visa or MasterCard,
rather, we offer a discount on a future sale.
consider AMEX and Discover. These are not
Two months ago, our team devised a “sti- As you consider your entrepreneurial career,
earth-shattering concepts, right?
mulus package” for our franchisees, identi- look at your opportunities to increase sales,
fying two to three aspects of their business not just stop the bleeding. Franchising is a
4. Find new ways to deliver value to your
that occur in various months. Then, we deli- terrific model to lean on during tough times,
customers. Educating a customer helps
vered incentives for our franchisees to use and helps grow sales and profits during the
them want to do business with you, and
them. Most were geared toward increasing better times. Think about it as if you were
keeps value in your position as the supplier
sales of a product or package. Others inclu- the customer. In doing so, you’ll be surpri-
of something they want. As a franchisor
ded new products for fundraisers or non- sed at some of the things you’d focus on to
for nearly 16 years, and having operated
profit organizations we’re affiliated with. get yourself to spend more money.
a franchise location myself, I’ve seen too
This helped add value for our customers,
many people focus on the problem and not
and was simply an extension of a product Author: Business and Finance Group
Top 10 Homebased Franchises for 2009 Top 10 New Franchises for 2009
1. Jani-King 1. Instant Tax Service
2. Jan-Pro Franchising Int’l. Inc. 2. Snap Fitness Inc.
3. Servpro 3. Stratus Building Solutions
4. ServiceMaster Clean 4. Chester’s Int’l.
5. Snap-on Tools 5. HealthSourceChiropractic and Progressive Rehab
6. Stratus Building Solutions 6. Goin’ Postal
7. Matco Tools 7. Senior Helpers
8. Jazzercise Inc. 8. Oreck Clean Home Center
9. Vanguard Cleaning Systems 9. Fast-teks On-site Computer Services
10. Bonus Building Care 10. Murphy Business & Financial Corp.
METROPOLIA 2009 Sierpień
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