What Franchise - Issue 21.2

was linked to high performance. I wanted to understand my own skill set, and how it might fit, as well as whether this was an industry where I could grow a business long-term.” The more he stress-tested the model, the stronger Matt’s conviction became that he could make a success of an InXpress franchise.With his two decades of business experience, not to mention a business degree, his first action after making the decision to go ahead was putting together a business plan. “I remember the interview, and being told that they’d never seen such a detailed plan,” he laughs. “I definitely recommend it – and if you don’t know how, have someone who can help and teach you. Having the confidence of clear milestones means that you aren’t just walking into something, unprepared.” Next, after completing the induction training, Matt picked up the phone. “I called everyone,” he says, simply. “I’d worked for this huge company for 21 years, and I had a lot of contacts. I approached everyone I knew who shipped, and let them know what I was doing and that I’d be happy to talk about it – I used my LinkedIn profile, too. I had a phone, I had a laptop and I was in the kids’ lounge, to keep costs down. And I knew that this early stage was about making as many calls as I physically could.” It might sound straightforward – but, as Matt confirms, getting going wasn’t exactly a breeze. “Some days, I’d get to lunchtime, and I’d be in tears,” he admits. “I’d say to my wife, ‘I can’t do it; this is too hard’. And then I’d get back on the phone in the afternoon. That was the grind – some days would go well and others really wouldn’t. But I had that motivation. For some franchisees, it will be a ‘dream board’, a visual representation of what they want to achieve and when. For me, I was actually living in my dream board, and I was determined not to lose it. Whatever your ‘why’ is, you’re not going to succeed without it.” Alongside dogged determination, a key factor that fed into Matt’s early success was the networking support that being an InXpress franchisee made possible; and, crucially, his proactive approach to what was on offer. The initial training was useful, and his coach was excellent – but what really made the difference was how he sought out what he needed above and beyond what was set out for him. “I’d already spoken to six people before I even signed on the dotted line,” he points out. “The mentor I was given by InXpress was great – but within those first 100 days, I’d already sought out two others, who had different skills and expertise that I needed. I would absolutely advise any new franchisee to reach out for the specific support you need, especially in those early days.” Like every successful franchisee, Matt is clear about the importance of trusting the franchisor. “You’ve got to listen, and learn,” he insists. “If you follow the instructions, and show passion and energy, you’ll get the most out of what you put in. You have to be humble – and you have to be likeable, too. I’ve always taken the view that I’ll make as many friends, and as high up, as early as possible, because you don’t know when you’ll need them.” It took Matt just under seven months to start making a profit – a rate of progress that saw him awarded ‘Rookie of theYear’, as the fastest InXpress franchisee with no sector experience to reach that point in their first year – and within 15 months, he’d reached the target he and his wife had set for sustainability, three months before their agreed deadline. In 2023, thanks to a huge growth rate and exceptional customer retention, he was named InXpress Franchisee of theYear. “That original, fear-driven motivation has changed from a ‘need’ to a ‘want’,” he says. “The process is still the same, though. It can be tough – very tough, at times. But if you find a model and a sales strategy that work for you, use your coaches and build strong connections with other network owners, put in the time and energy and above all, make sure you remember your ‘why’, there’s no reason why your first 100 days shouldn’t be the start of a long- term story of success.” “I would advise any new franchisee to reach out for the specific support you need, especially in those early days” 61 WHAT-FRANCHISE.COM Interv iew | FEATURE