Franchises, Sub-distributors, etc.

We’ve been running an authorised sub –distributor program in the United Kingdom for the last year or so.

It is "cheap and cheerful" and costs just £150 to get started (which includes a free membership for the sub-distributor and cd’s of marketing material templates etc.). With the membership alone retailing at £119, it's a very good deal.

The success of our sub-distributors has been variable:

• Those who sell other products and sell this as an additional product have been successful and have generated an excellent incremental income stream with little extra work or sales cost.
• Those who were involved in sales, particularly those with existing contact lists have been successful.
• Those who get involved without sales experience have found the going very tough.
  

I came across an American author Frank J. Rumbauskas. Frank is a sales guru. I know - me too - yet another sales guru and an American one with American ideas that will never work in the UK. But I was attracted to the title of his book “Cold Calling is a Waste of Time – sales success in the information age”.

He also has a site http://www.nevercoldcall.com/

Effectively it puts into short easily read and followed form what so many successful sales people already know:

• you need to have lots of sales channels
• pure cold calling is extremely frustrating, difficult and astoundingly unsuccessful
• calling “qualified” leads – preferably ones who contact you is much more successful.

As an experiment, I had one of our staff put his advice into practice on a “start from scratch basis”, with no help or assistance and guess what it works.

So all our sub-distributors will now receive my strong recommendation that they purchase Franks book and put some, or preferably all of his systems in place.

The establishment of their own low cost mini-marketing systems in place will drive “qualified leads” to contact them looking to purchase.

We are looking forward to a lot of successful new starters in 2008!

If you would like to see more of what we do at Hotel Express please log on to http://www.hotelexpress.ie/.

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Hotel Express is aimed at small and medium sized businesses, who want to reduce time wasted booking hotel rooms and ensure that they get vastly better rates than they can get themselves (either on the internet or through other channels). If this sounds like you then the Hotel Express will save you time and money. The card can also be used for personal travel.