Franchising the Mattress Doctor

Bryan Walters and Bruce King wanted to set up a business. After some research they discovered that there was no-one in the UK who cleaned mattresses.

As the number of asthmatics grows, dust mites which live in mattresses come under suspicion. Mattress Doctor sorts them out.

Bryan and Bruce developed special equipment that loosens the mites and sucks them out. A hygienic spray then delays their return.

After a while, when the business was going well, they decided they wanted to expand - but there was a limit to the number of mattresses that could be cleaned in one part of the country.

They needed to spread geographically - but this would make the business very complicated. Instead, they decided to sell franchises.

Just think...

Why was Mattress doctor a bright idea?

Why do you think it would be complicated to run a business across the country?

Selling a franchise

Bryan and Bruce want their business to expand but they want to make sure that anyone running a Mattress Doctor business keeps up the standards so customers know that they can expect a good quality service.

People who are thinking of buying a franchise from them must therefore be well trained in all sorts of aspects of the business.

Each person who takes a franchise receives

training in mattress cleaning

training in running the business

the equipment they need to clean mattresses

strategies for finding customers

backup from Bryan and Bruce

In return they buy the franchise. It costs £8,000 plus £250 a month.

This covers the services and the use of the name and the service charge is for looking after the equipment.

Many people buy franchises in famous name businesses because the name gives them instant recognition.

They usually cost a lot more than the Mattress Doctor franchise.

Bryan and Bruce can run a much bigger business as franchisors than they could if they'd kept direct control over everything themselves.

They also earn a steady income from selling the franchise.

The price has to be set carefully. It must reward them for their work and risk but not be too high to deter potential franchisees.

It's all a question of demand and supply!

Just think...

What sort of paper work would Bryan and Bruce have to do?

What sort of problems might crop up if they tried to run a national mattress cleaning business themselves?

What sort of factors would determine the price set for the franchise?

Attracting franchisees

For the business to succeed, Bryan and Bruce need to attract people to run a local Mattress Doctor.

This spreads the service across the country. There are currently 24 people running the franchises.

The company's website gives you al the information you need about the business and buying a franchise.

Just think...

What do you think Bryan and Bruce would want to know about people before they sold them a franchise?

How would you set about finding out about them?

What sort of characteristics would you be looking for?

What is a franchisee looking for?

Many people think it's a good idea to run a business but haven't quite got the courage to set up on their own.

A franchise is a good solution as it provides access to a business idea that is already working and the backup and experience of people who have already made it work.

People are also looking for a reasonable income from their work so they will want to see the likely return on the business.

Paul Bolland bought the Mattress Doctor franchise for St Albans and had nearly covered his initial investment in the first six months as well as covering the costs of running the business.

Just think...

What sort of costs will a franchisee have to pay?

Where does their revenue come from?

What costs should be deducted from gross profits to find out what net profit will be?

Developing the business

Bruce and Bryan want the business to grow.

They aim to have 100 franchises up and running over the next three years.

They aim to be successful because the business isn't complicated, doesn't need great skills and is relatively cheap to buy so people aren't taking too much risk.

It is also a unique idea.

Just think...

Why do you think the franchise might appeal to people?