Paul Lai is one of MBE UK & Ireland’s longest-serving franchise partners. He started his career in distribution, managing warehouses and inventory, and had been running a sub-Post Office and office supplies business before he opened his Letchworth centre in September 1999.
Paul, who has a master’s degree in distribution and graduated as an industrial engineer, explains that he had been developing a plan of something very similar to the MBE business model, which is why he was initially attracted to the franchise opportunity. Then, as now, the mix of print and copy, mailbox rental, shipping and courier services provided a broad appeal for businesses and consumers alike. “That’s why I decided that instead of doing it on my own, I would go with MBE,” says Paul.
He enjoyed the challenge of running his Letchworth store. “Back then, my intention was never to open other stores. I just wanted to make sure I stayed connected with how the business was run.”
Talking about the changes he has seen since 1999, Paul says. “It has changed over time, of course. But when I first started, MBE was going down the route of automation. Now, of course, automation is coming back, so in some ways it feels as though we have gone full circle.
“In economic terms, I think things are similar now to the way they were in the late 90s. But one of the challenges we face today is that there are a lot of copycats in the marketplace.” Key differentiators for MBE are its 140+ high-street centres offering the biggest choice of leading carriers, together with specialist services such as the design of both digital and physical marketing resources, plus its white-glove Auction Logistics offering for buyers and sellers of fine art, antiques and collectables.
Spotting an opportunity
Paul’s knowledge and expertise as a franchise partner led to his becoming an area developer for MBE’s northern home counties group of stores.
“I support all new franchise partners during the period leading up to the opening of their stores and give them ongoing support. We do get a lot of interest, and it’s a case of ensuring applicants understand what’s involved, the work they need to put in, and how they can build their business into something that will bring them the income they’re looking for.
“There are a lot of opportunities right now, as some of the longer-established franchise partners are coming up to retirement.”
As an entrepreneur, Paul keeps his eye on the property market, which is how he spotted that a shop in Northampton was coming up for sale. “It was in the right location at a reasonable price, so I grabbed it,” he explains.
“The location means it has a lot of potential to become a high-performing store. The community in Northampton is very loyal to local businesses and they do prefer to buy locally if possible. People there are very friendly and they value the businesses that are prepared to build lasting relationships with them. Gold Street, where the new store is located, used to be the high street in Northampton. It’s still a great location with lots of thriving stores, which means it has plenty of footfall. With a university about three miles down the road and lots of local businesses, this location has plenty of potential.”
Paul’s advice to new MBE franchise partners looking to create a successful centre is that strong relationships are key success. “Build relationships not only with your customers, but across the whole business,” he says.
“Whether you are looking to open a new centre or acquire an existing one, the energy you put into sales prospecting, coupled with support from your area developer and MBE head office teams, will help your business grow more quickly.
“Tap into all the seminars and training that are offered by the head office team and make the most of all their marketing activity. And finally, remember to watch your cashflow. That’s vital.”
MBE Northampton opens on 9th October. To find out more about the store, including the full address, telephone number and opening times, click here.