Express Employment Professionals Proves Successful
By Chris Ashcraft
Prior to opening our Express Employment Professionals franchise in Mobile, Ala., my wife, Angela, and I spent several years in hotel management and industrial sales, respectively. For seven years, we also owned a wine distribution company that we started with a few partners. It was during that time that we made nearly every business mistake in the book. In 2004, we sold off a good portion of the business and ultimately closed it so that we could move on to the next chapter of our lives.
We loved being business owners, but after going through the many trials and tribulations of a small business owner and making those rookie mistakes – some very costly – we felt the best fit for us was a franchise business because of its proven systems.
I began taking various personality and skills tests and to find different sales-oriented concepts to begin researching. Although at first I was unsure about Express, I kept circling back to it. Once I decided to pursue a franchise opportunity with the company, it was time for Express to decide if I, in turn, was a good for them. There was a vetting and screening process and that’s when I realized that it wasn’t only about me picking the right franchise, the franchisor had to choose me, too.
It’s important to identify a system that takes franchisee selection very seriously. In some systems, if you can write a check, you’re in. The goal is to find a franchisor that builds a strong system based on carefully selected franchisee candidates who fit well into the company’s culture and share similar values and beliefs.
It’s also important to look for a franchisor that offers extensive training for its franchisees and ongoing support. In addition to two weeks of training at Express Headquarters in Oklahoma City, new franchisees also spend one week training with an existing franchise owner. This was a great opportunity for me to ask questions about how the business is supposed to operate, what kinds of decisions I would have to make, and other tricks of the trade. During my training, the other owner drove me to my territory and we went on sales calls together to really get my feet wet. I highly suggest taking advantage of the resources your franchisor offers, including ongoing training, marketing and the area developer. If there are no resources available, I’d be highly skeptical.
Franchising is a great career option for someone who wants to run his or her own business, but doesn’t want to be completely on their own. A franchisor that hands over a key and says, “Good luck!” is not the system you want to be in. One reason I chose Express is because of the huge support network they offer. Not only do I have access to the corporate office when I need them, but I also have access to fellow franchise owners. Before I signed my agreement, I called every single franchisee in the state of Alabama and within a 100 mile radius of my territory to inquire about the company.
Express further encourages its franchise owners to succeed with an in-field support team of area developers. Through special sales programs, franchise owners are coached and motivated to achieve certain sales goals within a pre-set timeframe. This helps teach new owners the business and keeps veteran owners engaged. A few months ago, Angela and I won a trip to Costa Rica because we met one of our goals. With the help of these programs and our dedicated staff, our office has doubled in sales nearly every year since opening in July 2006 and we were just recognized as one of the top 10 offices in the system for hours billed. We’re on track to reach the Gold Level of with Express’ Circle of Excellence this year, which would be a huge accomplishment for us, but it also gives us something to work toward and keeps us focused. Because of these company-wide initiatives, Express generated more than $1.9 billion in sales in 2010.
About the author:
Chris Ashcraft is the owner of Express Employment Professionals in Mobile, Ala. He and his wife, Angela, opened the office in July 2006 and have since grown an internal staff to more than 10 employees and one of the top 10 Express offices in the country.
