Welcome to BCR Associates Discovery Day BCR Associates

Welcome to BCR Associates Discovery Day © BCR Associates 2013

Discovery day - overview 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 © BCR Associates 2013

Discovery day - outcomes 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. © BCR Associates 2013

A day in the life… Building a profitable business What is my exit strategy? Winning business Compiling a proposal How do I get paid and how much? How do I crunch the numbers? The proposition What is my story? Client acquisition How do I get my clients? © BCR Associates 2013

What is franchising? 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. ” © BCR Associates 2013

Why franchising? 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. © BCR Associates 2013

How we approach franchising? 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. © BCR Associates 2013

Accreditation and membership Adhere to BFA code of ethics Elected Regional Chairman for South West Awarded carbon neutral status Corporate Supporter and Board Director of DEBI (Devon Environmental Business Initiative) © BCR Associates 2013

Ideal franchisee 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! © BCR Associates 2013

The BCR Associates success story 2010 2006 2008 • Queen Street, Exeter office opened 2005 • Company incorporated • Telecoms division formed • Full franchise launched • Fifth franchise launched • BFA accreditation • New franchise recruitment website • Discovery days • Three energy negotiators recruited 2007 • Administration support 2015 • 100 franchise target 2009 2011 • Moved to Brittany House, Exeter • Marketing and Customer Services recruited • Foundational franchise launched • First two pilot franchises • Move to Darwin House • Expansion of telecoms and support teams • 12 additional franchises targeted • National franchise exhibitions • Franchise Manager recruited © BCR Associates 2013

Recent developments £ 1 million commissions received Achieved Exclusive membership of Gamma Elite Club Launched our 24 th 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 © BCR Associates 2013

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. ” © BCR Associates 2013

About BCR Associates Established in 2005 Independent Exclusive rates/tariffs Zero cost reviews No obligation reviews 100% savings passed onto customer Fully managed services Specialists in all areas Brokerage Consultancy (excluding water, business rates) © BCR Associates 2013

Our services Energy - gas and electricity, data management and advice Telecommunications Insurance Water - general, tailored, specialist, credit rebates, audits, leak detection, bill reduction Finance Vehicle Staff - mobile, landline, data FX, banking, asset leasing and finance services absentee management, HR legislation compliance/obligations Business rates - reassessments, appeals, rebates, mitigation programme Green services - advice, carbon emissions/footprints, CRC compliance © BCR Associates 2013

Supply chain comparison Supplier Brokerage/buying group Broker/individual Client © BCR Associates 2013

The BCR Associates team 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 © BCR Associates 2013

Phil Gaffer 13 years 50 19 20 months 17 © BCR Associates 2013

Why do companies use BCR Associates? 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. © BCR Associates 2013

Who uses our services? 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 © BCR Associates 2013

Example savings Devon based printing company Energy and telecoms expenditure review £ 129, 000 savings realised over 15 months (£ 120 k energy and £ 9 k telecoms) with 100% savings passed onto client Overall saving of 42% across both services Income generated £ 14, 520. 86 © BCR Associates 2013

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 © BCR Associates 2013

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. . . © BCR Associates 2013

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 © BCR Associates 2013

Cashflow Written sales Available income (68%) Cash income (-18%) £ 3 months Residual income 50% Time © BCR Associates 2013

Our Franchise network © BCR Associates 2013

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 © BCR Associates 2013

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 © BCR Associates 2013

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 © BCR Associates 2013

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! © BCR Associates 2013

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 © BCR Associates 2013

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 © BCR Associates 2013

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 © BCR Associates 2013

Franchise owner profile Mark Brown Started September 2011 Lives in Newark Director at Hallmark Cards Keen to establish vertical markets People person © BCR Associates 2013

Franchise owner profile Guy Hancock Started October 2011 Lives in Cardiff Senior Manager at Sony ABC overload! £ 1 million energy spend client signed © BCR Associates 2013

Franchise owner profile Salim Sajid Started February 2012 Lives near Oxford Director of Garden Centre chain Complementary with consultancy © BCR Associates 2013

Franchise owner profile Sally Cattle Started July 2012 Lives near Silverstone Ran consultancy In depth due diligence Three clients signed up before launch © BCR Associates 2013

Client acquisition and the proposition © BCR Associates 2013

Our panel of suppliers © BCR Associates 2013

ABC of client gathering A - Accountant B - Bank C - Client ©

This is what you could achieve This is what David Thompson has built in

Strategic business planning How we work with Accountants and Banks Strategic business plan BCR Associates Profit Improvement Plan TAX PARTNER End of year profits The importance of the ‘PIP’. . . © BCR Associates 2013

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! © BCR Associates 2013

Lifetime value of a client Electricity Lights and office equipment Staff HR policy Telecoms Smile and dial! Gas Heating Insurance PI and general Rates Empty Warehouse © BCR Associates 2013

Lifetime value of a client 1 2 3 4 5 Gas Electricity Telecoms and

Some of our clients Covent Garden Russian Embassy © BCR Associates 2013

What do you want? Start with the end in mind… © BCR Associates 2013

The franchise packages © BCR Associates 2013

Fees and costs Franchise fee is a one off investment, this grants you the right to operate as a franchisee for 5 years. Management service fee o Months 1 -23 - £ 195 or 18% o 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 © BCR Associates 2013

Top six reasons to invest in a BCR Associates franchise 1 2 3 4 5 Six figure earning potential 6 Unique comprehensive 120 -day integrated training with 50 : 50 head office support Work/life balance Booming, recession proof UK sector Proven business model Quick month-on-month growth including residual income which builds into significant revenue streams © BCR Associates 2013

And some more reasons. . . Extensive customised printed, electronic and online marketing materials Access to our exclusive supply chain network for all our cost saving services 9 out of 10 customers save money High customer referral rate (no need to rely solely on cold calling) Average 80+% customer renewal rate Comprehensive business, process and marketing training manuals Full IT support and bespoke CRM system Head office supported ‘cost reduction for businesses’ customer acquisition seminars in your area. © BCR Associates 2013

The next steps. . . Commence Due Diligence, receive template business plan, financial forecasts and franchise agreement. Speak with existing franchisees Visit our Head Office in Exeter Complete business plan and agree funding if required Sign franchise agreement, pay franchise fee Complete training week, launch business and. . . © BCR Associates 2013