FRANCHISEFOCUS IN V ESTMENT: FROM £39,900 Leader of the pack
Working together to achieve excellence with Expense Reduction Analysts
is breaking records and building international connections, and he now has his sights set on a million-pound future. Keith’s ERA journey began in 2015 after
A
an unexpected redundancy. Vowing never to be in a similar position again, he became a part of the UK’s leading procurement franchise. As of July 2018, Keith has signed more clients than any other ERA franchisee this year. He aims to continue signing one new client a month in a move that will triple his income: “Since day one, I set myself simple targets and stuck to them. That’s my key to success. I’ve worked out now, that if I sign one new client every month, consistently, for three years, I’ll be earning over £350,000. It’s hard work but I’m hungry for it.” Paul Lewis, ERA operations director
confirms Keith's success: “As a conservative projection, we advise that with five new client sign-ups each year, you can achieve a six-figure income. Keith’s results are impressive to say the least!” Despite his success, Keith is the first to
admit he had no prior sales training or experience. He puts his achievement down to his own determination and the training he’s received. “Until joining ERA, I had no direct sales experience at all – I was working as a finance director. It’s not like I’d worked in sales all my life and used that skillset to get clients – my clients are a result of the training I’ve had from ERA, plus my own hard work.” Building on his impressive start while
working on a particularly complex client project in 2016, Keith stumbled upon a solution that would catapult his business dramatically forward. “I had a client with eight projects running
concurrently and I was struggling with the complexity of it so I reached out to fellow franchisee, David Keating, who operates as a client relationship manager (CRM).
fter three years in business, Expense Reduction Analysts (ERA) franchisee Keith McGregor
p Keith McGregor
Between us, we delivered impressive solutions and the client was delighted. I realised that combining my strength in sales with someone else’s strength in CRM was a fantastic way to grow both our businesses.” Working together is not a new concept
for ERA franchisees. The collaborative nature of the network continues to set the brand apart from its competitors. Franchisees are encouraged to leverage each other’s skillsets for mutual gain. “I work with a few CRMs but my main
relationship is with David. It’s win-win: I feed them new clients and I can access their contacts and reinvigorate relationships, either with people who weren’t in a position to move forwards at the time or who have moved on to new companies.” “In Germany, there’s an ERA business
working much the same as David and I do – and it’s turning over more than a million euros. Reaching a million-pound turnover is now something that we’re actively working towards over the next three years. For me, it’s about creating a serious going concern that becomes a saleable asset in the future
or a legacy business for my children.” Following ERA UK’s recent buyout by
the brand’s European division, the newly aligned business offers greater scope for international collaboration for franchisees – something Keith says he’s already begining to experience: “The new structure enables us to work across Europe. In fact, I’ve just been speaking to our Italian director about a client there. There’s already a lot of transparency and exchange of information – it’s very exciting. "I often talk to people considering joining
ERA and they all ask me what the support from head office is like. I always say it’s great, but the value you get from the other franchisees is exceptional!” l
CONTACT
Expense Reduction Analysts Management consulting 01732 525 8527
www.erafranchise.net
moneil@expensereduction.com
BUSINESSFRANCHISE.COM 127
Investment level: £20k-£50k
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