how do i know that my sales process is - international franchise … · 2019. 12. 16. · malta,...
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How Do I Know That My Sales Process is Successful or If I Need to Make Changes?
• Darin Hicks, COO
City Wide
• Dustin Hansen, CEO
InXpress Americas
• Mark Jameson, EVP
FASTSIGNS International
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Darin Hicks, COO• 57 Locations (United States)
• $250M Annual System Wide Revenue
• 20 Years Franchise Experience
– City Wide
– AlphaGraphics
– Basecamp Franchising
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Mark Jameson, CFEExecutive Vice President, Franchise
Support and Development
▪ Founded in 1985, Carrollton, TX.
▪ Manages all Franchise Development process from leads to lights on and Franchise Support
▪ Franchisor of FASTSIGNS centers which provide custom sign and graphics solutions products for B2B customers
▪ More than 700 FASTSIGNS locations worldwide and more than 600 in the United States & Canada. Global, the U.K., the Cayman Islands, Mexico, Saudi Arabia ,UAE, Chile and Australia and under development in Malta, Italy and Greece and North Africa.
FASTSIGNS International, Inc.
FASTSIGNS
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700+Locations in 10
Countries
• A B O U T F A S T S I G N S ®
• Low Staffing Requirements
• Business-to-Business Hours
• Professional Business Clientele
• Attractive Margins
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FASTSIGNS Models• International
– Master or Area Developer
• Traditional new center
– Primarily single units
– Owner Operator model
– 1300-1500 square feet
• Co-Brand or Conversion models
– Co-brand with industries in decline print, photo, pack and ship, etc.
– Convert independent sign shop to all the benefits of FASTSIGNS brand
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FASTSIGNS Models
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A B O U T F A S T S I G N S ® | D I S C O V E R Y P R O C E S S
• Final interview call with
Mark Jameson
• Execute Franchise
Agreement
• Review FDD with
Development Director
• Center Tour
• Validation with
Franchisees
• Review Virtual Brochure
• Introduction call with
Development Director
• Complete Confidential Profile
Form
Discovery
Process
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Darin Hicks
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The Model• Sales & Management
• Business to Business
• Commercial Building Maintenance
• 57 Locations
• $250M Annual System Wide Revenue
• Average Unit Revenue $3,953,034
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Ideal Candidate• Experienced Sales Executive
• Net Worth ($500,000 plus)
• Predictive Index Fit
• Wonderlic Pass (solve problems)
• Culture Fit
• Command a Room
• Inspire and Lead a Professional Team
• Committed to Grow $10M in 10 years
• Handle the 2 to 3 Year Launch
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Pip
eli
ne (
Cit
y W
ide)
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Pipeline (City Wide)
• Suspects
• Prospects
• Step 1 Call
• Step 3 RFC
• Discovery Day
• Awards
2019
Goal
1,000
120
100
40
20
12
YTD
Goal
310
37
31
12
6
4
YTD
Actual
236
54
49
15
4
0
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How Do I Know That My Sales
Process is Successful or If I
Need to Make Changes?
Darin Hicks
Dustin Hansen
Mark Jameson