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8-Point Plan Leads To A Leap In Turnover For Cardiff Centre

Jason Smith took over the MBE centre in Cardiff in October 2016. After 30 years in technical roles within digital print, he wanted to build his own business, leveraging his customer service and relationship-building skills and his knowledge of the print industry.

“The MBE franchise appealed because of its broad range of services, including packing and shipping, print, mailbox rental and virtual office services, which offered multiple revenue streams,” says Jason. “I saw strong potential to serve local businesses, students and residents in Cardiff and the surrounding areas and I liked the idea of creating a vital service hub for the local community.”

When researching franchise opportunities, he says,

“MBE’s brand reputation stood out. Its established and professional image, coupled with reliable business partnerships, was a significant draw.”

Starting a new business can be daunting, but once he had taken the step of becoming a franchise partner, Jason received training and support to build his business. He developed a solid reputation and a growing customer base, managing to navigate the challenges of the pandemic and emerge without too much damage to his turnover.

However, earlier this year Jason knew he wanted to give the business a boost that would take it into the second half of the 2020s, so he spoke to Naz Sen, Network Sales and Operations Manager at MBE and Mike Gratton, Managing Director, who worked with Jason to create an 8-point plan for accelerated growth.

Driving success

The plan aimed to drive success through collaboration, innovation and excellence. “The initial process with Naz and Mike was hands-on and collaborative. They helped me analyse my current sales processes, customer base and local market. We then developed a specific action plan for my centre, identifying prime target business areas.”

Jason then underwent practical training which helped boost his skills in specific areas, including making sales calls, running client meetings, refining his pitch and optimising his use of all the available software.

“They introduced me and my staff to the right tools for identifying B2B leads in Cardiff, shared best practices for outreach and helped me leverage the internal customer relationship and business management system.

“This training was pivotal, helping us log prospects, track interactions and plan follow-up, manage the sales pipeline and find the right marketing materials and price guides so our prospects had all the information they needed.

“Another incredibly useful tool was the ability to pull reports that would let me analyse sales activities and conversion rates, so I could spot trends and capitalise on the best opportunities.”

Significant shift

Jason believes this upgrade to his sales process represents a significant shift from a reactive to a proactive sales approach, fundamentally changing how he operates his centre.

“By using targeting businesses in Cardiff’s commercial districts and industrial estates, we were no longer reliant on walk-ins. My outreach became strategic, with tailored pitches for different business types – for example, secure shredding for legal firms, packing and shipping for e-commerce, bespoke deliveries for auction houses and galleries.”

Getting out into the field was another important move.

“I transitioned from being primarily an in-store manager to becoming a proactive sales manager, dedicating specific time each week to external sales activities.” Central to this new approach was developing the ability to delegate more in-store responsibilities to his trained staff, enabling Jason to focus on external outreach and business development.

Direct impact

Jason now feels incredibly positive and energised:

“While it was a substantial change to restructure my business approach, the outcome has been transformative. I feel much more in control of my growth trajectory with a clear, repeatable process for generating new business. My confidence in approaching new clients and articulating MBE’s value proposition has soared.”

He is excited about the future: “Seeing the direct impact of these efforts makes me genuinely optimistic about the future of my Cardiff centre. Replacing our previous haphazard approach with systematic, measurable growth has reduced uncertainty and boosted team morale.”

Jason’s implementation of the 8-point plan has directly translated into major year-on-year sales growth of 50% for Q1 2025. “A combination of my new, targeted approach and refined pitching led to securing several new business accounts and substantial recurring revenue.

“This growth was a noticeable leap from our previous turnover, establishing a new, higher baseline for my centre’s performance and demonstrating the direct return on the proactive efforts invested.”

Open a new MBE Center

Mail Boxes Etc./MBE Centers are operated by independent operators as franchisees, who operate under a franchise agreement under the brand name of MBE. Through its franchise network Mail Boxes Etc. provides support services for businesses and individuals. Logistics and shipping services represent the main services of MBE – enabled by MBE through contractual agreements concluded for the benefit of its franchisees with the main domestic and international express couriers - and other graphics and printing services - provided either directly or on the basis of agreements with large printing centers. The promotion of services for business and private customers is carried out in the framework of the business activity of each MBE franchise partner within and outside of the MBE Centers ("farming"). Each franchise partner is contractually obligated to perform such activities. Mail Boxes Etc. and MBE are registered trademarks used with permission of Fortidia - a registered trademark of MBE Worldwide S.p.A - (All Rights Reserved). The services offered by the individual MBE Centers can vary depending upon the location. The material available on this Internet site, the information contained herein and any other relevant related data may not in any manner be copied, distributed, changed, republished, reproduced, downloaded or forwarded to third parties, without the expressed prior written authorization of Sistema Italia 93 S.r.l. We accept no responsibility with regard to the unauthorized use of the material available on this Internet site, the information and/or the data contained herein.