1. i
One company has tapped into
the need for an easy customer
solution to multiple freight
services and is reporting strong
growth and a global footprint.
HOW FREIGHT
CAN DELIVER
r./
GREAT
RESULTS
LINDSAY
BIRLEY
Managing direc-
tor of InXpress
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2. I
nXpress has had a terrific year, according to Australian
managing director Lindsay Birley; it has seen substantial
growth in franchisee numbers and services just four years
after the 12year old business which began in the UK and
US launched in the Australian marketplace.
THE COMPANY VIEWPOINT
Birley says "The InXpress industry ison the right side of the shift
supporting global trade and e-com purchasing, while leveraging
partners such as DHL,recognised as a global super brand in the
transportation industry. InXpress has an experienced management
team with an outstanding track record, and potential franchisees
can leverage this expertise to build equity in their ownbusiness."
There is at least one new franchisee a month joining the
network, says Birley.
The franchise model leverages the volume spend with world
class carriers, such as DHL,TNT and Toll to provide competitive
shipping rates and value added services to customers, which are
normally only extended to large multi-national clients.
InXpress focuses its core services around international and
domestic air express and domestic road express. "Alot of freight
companies charge account keeping fees and a minimum spend.
So customers have several accounts and they are not paying the
best rates," says franchisee Jason Hand.
In contrast, the InXpress standard solution provides one
customer invoice featuring multiple services from multiple
carriers. "Franchisees spend the vast amount of time delivering
exceptional customer service to existing and potential custom-
ers, building up a solid and very profitable book of business.
The carriers do the rest," Birley explains.
Franchisees bring to the network a variety of business back-
grounds. "Many InXpress' franchisees are high energy individ-
uals who enjoy a face to face business environment," says Birley.
"Recently we launched into New Zealand, expanding our global
portfolio to include another international location. This gives us
a bigger global footprint and the ability to leverage even more»
savings for our customers and profit for our franchise partners."
INXPRESS 2013
Over the last 12months the Australian InXpress has doubled
in franchise size,with 15new franchisees on board. The
customer base has grown from 600 to 1450,with shipments
up from 6500 to 9100 in 12months, resulting in a 66 percent
increase in spend and buying power.
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3. Inspire | Franchise story
InXpress has developed a user friendly web based
software program automating shipment processing,
delivering savings on time and money.
"The automated manner in which InXpress trans-
act with their customers allows more time for the
franchisee to further develop their business or spend
time doing other equally important activities such as
with family and friends," Lindsay added.
Toensure franchisees are provided with the
best possible start to their business, InXpress offers
a turn-key operation with a three staged training
program. The centralised support centre provides
dedicated resources for the franchise system, also
handling customer billing and collections.
THE FRANCHISEE VIEWPOINT
Jason Hand has been a franchisee with his wife and
a business partner since2009.
They were looking to run a boutique freight
business when they came across the InXpress
model, which already did everything the trio had
talked about setting up. "We had been working
in the freight and logistics industry for a number
of years and we liked the concept of InXpress.We
felt our past experience and skills would dovetail
in perfectly as a freight consultant. The idea of low
overheads and residual income also made the idea
really compelling.
"It was the perfect business. They do all the invoic-
ing and debt collection, things I didn't have skills in."
Thebusiness grew very quickly, and before long four
people in the garage had grown to six in an office suite.
Ve can grow the revenue quite
>roportionally to the overheads
"With InXpress we can grow the revenue quite
proportionally to the overheads. It's not a bricks and
mortar business, it's a web-based solution, so we can
grow easily."
The business has been built by following the
model of 30 customer contacts a day and investing
in sales people and sales and marketing strategies to
attract more customers, says Hand.
The model is non-territorial, and the Brisbane
franchise now has a business manager in Melbourne.
Because Hand and his partners were the first
franchisees in the Australian system after the master
franchisee, the initial two years were spent fine
tuning the model to suit the local market. "We were
working to Australianise it. The pricing, carriers,
even the buying habits are different here to the US
and we were constantly refining procedures."
From doing everything the business required in
start-up mode, now Hand is able to focus his atten-
tion on customer advice and supporting the sales
team. He is also president of the internal franchise
advice council, a mentor to new franchisees, and on
the company's global technology taskforce. F
Copyright Agency licensed copy
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Franchising, National
01 Apr 2014
General News, page 30 - 1,213.00 cm²
Magazines Business - circulation 7,150 (Bi monthly)
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