The problem is: too many people think starting a business will take years to achieve any kind of big success. But, when you join a franchise, and work hard for what you want, this isn’t the case, as InXpress North Surrey franchisee, Dan Brendish can attest to.

Although he’s been a part of InXpress since 2011, he only became a franchisee in 2018, and it wasn’t long before his sales skills worked to his advantage. As a result, InXpress North Surrey are an award-winning franchise, and consistently achieve Top Gun Status.

Having found his forte within sales, Dan previously worked for a small, independent courier, and then for UK Mail. It was in this role he came across InXpress, supporting franchisees to onboard a customer using UK Mail carriers. “I was with UK Mail for a couple of years. Whenever an InXpress franchisee needed help with a thermal printer setup, collection, or anything operational, I’d help. On one occasion, this took me to InXpress North Surrey, where I met Richard Johnson. Although we’d booked three hours to onboard a customer, it took much less time, so, Richard and I went for a cup of tea; about two weeks later he offered me a job!”

Initially, turning him down, Dan eventually joined InXpress North Surrey as a sales rep which he for about five years, before Head Office invited him to become a business coach, and support new franchisees, or franchisees struggling to grow. After a while, Richard retired, and Dan took on part-ownership of the franchise. This is where he really started to excel, thriving in his new role.

Building to a team of ten and dealing with up to a hundred customers in any given day, Dan understands what’s happening within the business and can see opportunities for growth. “If you're not growing, you're onto a highway to nowhere,” he says. “At InXpress North Surrey, we're quite proactive and a very diverse franchise; but we're constantly looking for the next big account. This means we’ll work with carriers and customers other franchises maybe wouldn't. We’ll say ‘yes’ to a prospect and then figure out the solution! This could include moving a dangerous goods palette to India or bringing a vehicle from Estonia back to the UK within a day or two.”

So, what makes a great salesperson?

Two things: First, you don't need to be good at sales. As Dan explains, “You just need to do the numbers and make the calls. The most successful salespeople within InXpress don't let their head drop; they keep going, working through rejection and victories. They've established a consistent cycle of managing their time between bringing in new business, progressing warm leads, and onboarding new customers. If you can juggle those three balls constantly, you’re onto a winner!”

And the second thing? It’s being strong enough to keep your effort levels high, whilst dealing with rejection, “You could have spent months romancing a client, only for something to go wrong, and you’re back to square one!” Dan explains. “At North Surrey, we have two excellent salespeople; one of whom reminds me of me! He's very salesy; great in conversation with people, building rapport, seeing an opportunity, and then seeing the opportunity through to onboarding! This is the sales process in a nutshell!”

Sales is only half the success story, though

As Dan says, “There's no point in having a sales team, if you can't keep your customers!”

Customer retention, within InXpress, sits hand-in-hand with sales. It’s about building a strong relationship with the customers, speaking with their Account Manager regularly. “Even if they don't need a call, it’s important to check in with them; check their profile is correct: That what they're shipping and what they're spending is what we'd expect it to be. And if it's quiet, let's reach out and figure out why.”

The benefit of being an InXpress Top Gun?

The InXpress network is supportive of each other, with a drive to reach the coveted top spots within the network: One of 5 fastest growing franchises, or 5 highest earning franchises. As you can imagine, this leads to some healthy competition, as well as franchisee inspiration. You don’t even need to have been in the network for long, as Matt Strutt achieved Top Gun status just three years after opening his franchise.

“I enjoy sitting at the table with others who, like me, have a drive for growth,” Dan says about being a Top Gun. “You can sit and discuss strategy with others on your level, and this can spark a new concept you might not have tried, yet, in your own franchise.”

As a Top Gun, you are also awarded – alongside the trophies and certificates to display in your office – an all-expenses trip. This year, a bucket list destination trip to Iceland. “Iceland was fantastic from start to finish!” Dan says. “From the people who were there, to the experiences InXpress provided for us, like a midnight boat trip to see the Northern Lights and drinking in the middle of the Blue Lagoon – all for hitting Top Gun status. It’s a great opportunity to see friends I’ve connected with during my InXpress journey, and to be in a room with other Top Gun franchisees. They’re the best of the best for this year, so it's rewarding to know we’re collectively helping to drive InXpress forward.”

Fancy a shot at reaching the top?

The InXpress network is about inspiring each other and pushing each other forward. We’re only as successful as our weakest franchisee. If you think you have what it takes to build a successful business with our brand, let’s talk!

InXpress  5 Blueberry Business Park, Wallhead Road, Rochdale, OL16 5AF
T:  0800 195 2125    E:  info@inxpress.com

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