Claudio Zanobini runs the Mac Tools franchise in Exeter after working in the motor trade for many years. His specialism in retail sales means that he is fully equipped to deal with the professional customers he sees every day. Here, Claudio gives an insight into his franchise journey, and why Mac Tools was the business opportunity for him:
“I have worked in the automotive industry for a number of years. I did 25 years with Kwik-Fit after starting as a YTS trainee and then progressing to divisional director with the responsibility of running 127 branches and managing 750 personnel. I became fed up with the day-to-day hassle of senior management, so I sought an intermediary position as a regional sales manager with Nationwide Autocentre (now known as Halfords) until I found another option that suited my changing priorities.
“I decided to stay within the motor trade because that is what I am used to and I enjoy dealing with the public because I’m good with people. Likewise, I felt that I had reached a stage in my life where the quality of life was more important than financial needs. I didn’t want to work for anyone, but I also knew that I wasn’t bothered about the hassle of setting up on my own. A franchise option therefore became a good solution because it offered the security of a big name behind me and had the benefits of advertising and marketing support.
“I’d had a number of interviews with a competitor of Mac Tools and had even been accepted as a franchisee. Then I found out that they didn’t have any suitable territories available. They seemed very complacent as though I was willing to wait forever, so I spoke to Paul Clegg (Mac Tools UK recruitment manager) and arranged a meeting with him… in less than a week, I’d handed in my notice.
“The initial training took place over 5 days at the head office and European Headquarters in Sheffield, and was followed by 10 days at the Mac Tool School in Ohio, USA. There was training given about products, sales, computer software, and health and safety. When I launched my Exeter-based territory in June 2010, I felt well-prepared for the journey ahead.
“Ongoing support has been equally fantastic. Mac Tools hold annual Toolfairs where the entire tool categories are displayed with specialists on hand to help. At these franchisee events I have attended additional training seminars about sales and diagnostic equipment to ensure my knowledge is up-to-date with the latest innovations. Help and advice is always available on the phone if required too.”
Claudio has dual nationality because of his Italian heritage. He lives with his wife and has two grown-up daughters, enjoys watching football and is a member of Manchester United FC, but keeps an eye on motorsports too. “I’m not a dedicated fan of motorsports but I will occasionally watch Moto GP and Formula 1 so I have something to discuss with customers,” he said. “You often find keen enthusiasts on your route, so it’s important to have common ground on which to build a conversation. Anyone who naturally shares that interest will find it to be a great advantage for their customer relationships.
“My recommendation for anyone looking to buying a franchise for the first time is not to dilly dally. Don’t be too cautious unless there’s something particularly important stopping you, such as finances. If you are an overly-cautious person, you won’t be successful in this role. You have to be full-on, just go for it and get stuck in – it’s worth it and the Mac Tools franchise opportunity really is a good one.
“It’s great to find that there is life after the mundane day-to-day work that many people get involved in. I’m already planning to put another van on my territory in order to maximise the business potential, and then hopefully retire when I’m 60!”
