Welcome to BCR Associates Discovery Day

1. Welcome to BCR Associates Discovery Day

2. Both parties can gain a greater insight into the dynamics of the possible business relationship • Both parties intentions, short and long term objectives and desired outcomes • The BCR Associates franchise model and marketplace • The performance of our existing franchise network • A day in the life.... • Exploration of the skills and competences which are required for the role Discovery day - overview

3. You will have a greater understanding of the BCR Associates business opportunity to be able to make an informed decision whether you wish to proceed to the next stage – is it right for you? • We will understand your motivations, aspirations and competencies to allow us to decide whether we are keen to continue with your application. Discovery day - outcomes

4. A day in the life…

5. The British Franchise Association defines franchising as:- “Business format franchising is the granting of a license by one person (the franchisor) to another (the franchisee), which entitles the franchisee to trade under the trade mark/trade name of the franchisor and to make use of an entire package, comprising all the elements necessary to establish a previously untrained person in the business and to run it with continual assistance on a predetermined basis.” What is franchising?

6. You don’t have to come up with a new idea – someone else has had it and tested it too! • Franchise operations will have access to unique products and services which are not available independently. • Good franchisors will offer comprehensive training programmes in product, sales and indeed all business skills. • Good franchisors can also help secure funding for your investment. • You run your “own show”, you are part of a much larger organisation. Why franchising?

7. Our franchisees are part of our distribution strategy so we can grow effectively across the UK while managing the brand effectively • We don’t sell a franchise • Our success is driven by your success • We are transparent • We ask you to believe in our values and vision – you are part of the brand. How we approach franchising?

8. Adhere to BFA code of ethics Elected Regional Chairman for South West Accreditation and membership Awarded carbon neutral status Corporate Supporter and Board Director of DEBI (Devon Environmental Business Initiative)

9. Can demonstrate ability to close at manager/director level • Experience in management – middle, senior or director level • Can communicate effectively to owner-directors and FD’s MD’s at corporate level • Can operate under a model but thrive on change and innovation • Has the ability to think long term but focus on delivering today • Mexican attitude! Ideal franchisee

10. The BCR Associates success story • 2010 • Telecoms division formed • Full franchise launched • Fifth franchise launched • BFA accreditation • New franchise recruitment website • Discovery days • 2015 • 100 franchises target • 2006 • Queen Street, Exeter office opened • 2008 • Three energy negotiators recruited         • 2007 • Administration support • 2009 • Moved to Brittany House, Exeter • Marketing and Customer Services recruited • Foundational franchise launched • First two pilot franchises • 2011 • Move to Darwin House • Expansion of telecoms and support teams • 12 additional franchises targeted • National franchise exhibitions • Franchise Manager recruited • 2005 • Company incorporated

11. £1 million commissions received • Achieved Exclusive membership of Gamma Elite Club • Launched our 24th franchise • Awarded fifth member of 100 club • Awarded second member of 250 club • First member of the 500 club • £1.7 million in savings for our clients last year Recent developments

12. Award winners The service offered by BCR Associates was deemed the outright winner with Andrew Areoff, Chairman of the Judges, saying: “BCR stands for business cost reduction and this is a must-have service for any company. I liked the product concept because it’s crystal clear. Companies get a free audit of their business overheads – utilities, insurance, vehicles, finance and phones etc – and if BCR can find a cheaper supplier, the client gets 100% of all the savings.”

13. About BCR Associates Established in 2005 Independent Exclusive rates/tariffs Zero cost reviews (excluding water, business rates) No obligation reviews 100% savings passed onto customer Fully managed services Specialists in all areas Brokerage Consultancy

14. Energy - gas and electricity, data management and advice • Telecommunications - mobile, landline, data • Insurance - general, tailored, specialist, credit • Water - rebates, audits, leak detection, bill reduction • Finance - FX, banking, asset • Vehicle - leasing and finance services • Staff - absentee management, HR legislation compliance/obligations • Business rates - reassessments, appeals, rebates, mitigation programme • Green services - advice, carbon emissions/footprints, CRC compliance Our services

15. Supplier Brokerage/buying group Supply chain comparison Broker/individual Client Client Client

16. Chris Battin – Founding Director • Richard Dormer – Founding Director • Richard Thomas – Sales Director • Steve Bolt – Business Development Manager • Martin Robins – Telecoms Account Executive • Alastair Jack – Telecoms Account Executive • Michael Lock – Energy Services Training Manager • Clare Garner – Energy Account Manager • David Bradbury – Energy Account Manager • Claire Tarr – Operations Manager • Debbie Tyler – Financial Controller • Lesley Wormleighton – Marketing Manager • Sarah Revell – Online Marketing Executive • Tara Austin – Implementation Coordinator • Jade Cooper - Receptionist The BCR Associates team

17. 20 months 13 years Phil Gaffer 50 19 17 5000m

18. ALL businesses spend on at least four services and most many more: • Electricity • Telecoms • Insurance • Business rates • Owners/directors often too busy to look at contracts/bills • Contracts complex or difficult to understand/compare • Economy - not getting any better. Why do companies use BCR Associates?

19. Company directors • Purchasing managers • Company owners • Professional services - e.g. accountants, banks, IFAs, law firms • Associations - e.g. trade, leisure, tourism • Business groups - e.g. Councils, memberships Who uses our services?

20. Example savings • Devon based printing company • Energy and telecoms expenditure review • £129,000 savings realised over 15 months (£120k energy and £9k telecoms) with 100% savings passed onto client • Overall saving of 42% across both services • Income generated £14,520.86

21. Example savings cont... • 17 sites of internationally known convenience stores • Telecoms expenditure review • £14,202 savings realised over 12 months for the business • UK local calls cut by 72%, national calls down 31%, mobiles down 50% and 18% on line rental • Income generated £3,888.80

22. Example savings cont... • National retail client, one SW shop • Energy expenditure review • £10,803 savings realised over 12 months passed on in full to the client • Overall savings of 57% • Income generated £573.21 (multiply by the rest of the chain!) • Should have gone to Specsavers...

23. Example savings cont... • Scottish distillery, burners on 24/7 • Gas expenditure review - new 2-year contract • £159,521 savings realised per year(!) passed on in full to the client • Overall saving of 30% over two years • Income generated - £85,972.95 over two years

24. Cashflow Written sales Available income (68%) Cash income (-18%) 3 months £ Residual income 50% Time

25. Our Franchise network

26. Franchise owner profile • Nigel and Pip Collins • Business performance for the last 39 months - circa £532,000 • Circa 90+% energy • Telecoms progress in the last four months • Foundational franchise owner - reached 100 club in 10 month trading period, now in 300 club! • £65,000 in April • Very little insurance or other services • Great door opener • Works groups and associations very well

27. Franchise owner profile • Kim Harris • Business performance in 32 months • - £310,000 • Circa 90+% energy (again) • Telecoms progress in the last four months • Second foundational franchise owner - reached 100 club in 14 month trading period • Very little insurance or other services • Well connected business person through the retail world

28. Franchise owner profile • Lee Davison and Neil Rice • Started August/September 2010 • From the IFA community • Energy focused with a good cross sell of telecoms and HR • £182,000 of business to date • HR commission highlight - £7,500 commission, one deal! • Huge pipeline of business via multipliers, e.g. their bank and accountants

29. Franchise owner profile • James and Suzanne Isaacs • Started September 2010 • Corporate insurance background • Energy focused with a good cross sell of all other services • Business highlight to date - £150,000+ realised from one multi-site account! • Huge pipeline of business via multipliers, e.g. banks, IFAs, insurance brokers and accountants • The best corporate schmoozer in town!

30. Franchise owner profile • JML Review • Started October 2010 • A four-strong franchise set up (one front man, two sales, one admin resource) • Corporate insurance and care home background • Energy focused with a good cross sell of all other services • Business highlight to date - £10,400 from one small care home group • Great telecoms focus - circa 50 bills in two months

31. Franchise owner profile • David Thompson • Started June 2011 • Lives in Brighton • Sold successful care home franchise • Senior manager in NHS • Four clients signed up before launch! • Brighton & Hove Albion FC

32. Franchise owner profile • Ben Leighton • Started September 2011 • Lives near Bath • Was based in Dubai • Sales Director at exhibition company • £1300 commission before launch! • Looking to introduce wife to business

33. Franchise owner profile • Mark Brown • Started September 2011 • Lives in Newark • Director at Hallmark Cards • Keen to establish vertical markets • People person

34. Franchise owner profile • Guy Hancock • Started October 2011 • Lives in Cardiff • Senior Manager at Sony • ABC overload! • £1million energy spend client signed

35. Franchise owner profile • Salim Sajid • Started February 2012 • Lives near Oxford • Director of Garden Centre chain • Complementary with consultancy

36. Franchise owner profile • Sally Cattle • Started July 2012 • Lives near Silverstone • Ran consultancy • In depth due diligence • Three clients signed up before launch

37. Client acquisition and the proposition

38. Our panel of suppliers

39. ABC of client gathering A - Accountant B - Bank C - Client

40. This is what you could achieve • This is what David Thompson has built in one day! Th

41. Strategic business planning How we work with Accountants and Banks TAX PARTNER End of year profits Strategic business plan BCR Associates Profit Improvement Plan The importance of the ‘PIP’...

43. The “A” word A

44. Reality Check • This an activity based business model • Your success is completely dependent on you • You will be stepping outside of your comfort zone • You need to excel at networking & account management • Be prepared to kiss a lot of frogs!

45. Telecoms Smile and dial! Staff HR policy Insurance PI and general Gas Heating Rates Empty Warehouse Electricity Lights and office equipment Lifetime value of a client

46. 1 2 3 4 5 Gas Electricity Lifetime value of a client Telecoms and mobiles Insurance HR Water Rates

47. Some of our clients Covent Garden Russian Embassy

48. What do you want? Start with the end in mind…

49. The franchise packages

50. Franchise fee is a one off investment, this grants you the right to operate as a franchisee for 5 years. • Management service fee • Months 1-23 - £195 or 18% • Months 24+ - £335 or 18% of income whichever is greater • This royalty is paid on all gross commissions received in month as a result of operating as a franchisee Fees and costs