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20. Conference CEFEC
Linz, 10.-13.10.2007
Working Group Facility Management
Anton Senner – Petra Müller
AGENDA
I. Social Firms in Germany - Overview and Key Data
II. Support of the Formation of New Social Firms
• Step 1: Choice of Business Concept
• Step 2: Choice of Business Line
• Step 3: Achieved Results
III: Questions for Discussion
10100
230
340
600
0
100
200
300
400
500
600
700
An
zah
l
1980 1990 2000 2002 2005Jahr
Steady increase of social firms since 1980
Reduplication up to 700 social enterprises only during the last 3 years
I. Social Firms in Germany – Overview an Key Data1. Annual Increment
Workplaces in 2006
for handicaped people 10.550 ~ 51 %
for non-handicaped people + 9.640 ~ 49 %
in total 20.190
Trainingplaces in 2006
for handicaped people 1.220 ~ 67 %
for non-handicaped people + _610 ~ 33 %
in total 1.830
Social firms create and ensure work- and trainingplaces.
•22.000 work- and trainingplaces offered in 2005
•53% of them for handicaped people
I. Social Firms in Germany – Overview an Key Data2. Work- and Trainingplaces
The majority of social firms show a growth of turnover and profit
In 2005 about 75% achieved positiv or neutral turnover and profit results in comparison to 2004
35,6%
23,7%
16,9%
8,5%
15,3%
0,0%
5,0%
10,0%
15,0%
20,0%
25,0%
30,0%
35,0%
40,0%
Ante
il von a
llen Inte
gra
tionspro
jekte
> 10% 0 - 10% +/- 0% -10% - 0% < -10%
turnover 2005
45,3%
28,1% 29,2%
0,0%
10,0%
20,0%
30,0%
40,0%
50,0%
% v
on a
llen
I-Firm
en
Positiv Neutral Negativ
profit 2005
I. Social Firms in Germany – Overview an Key Data3. Turnover and Profit
206; 24%
111; 13%
111; 12%109; 12%
108; 12%
92; 10%
90; 10%66; 7%
industrial services hotel- and catering services
craft retail trade
house services office- and it-services
garden- / landscape gardening personal services
Social Firms are active in numerous business lines
I. Social Firms in Germany – Overview an Key Data4. Business Lines
The expectations are very different in the various business lines
Business lines and their development trends (I)
Industrial Services
metal processing, assemblies, packaging, print processing, recycling Industrial Services
Electrical engineering, electric assemblies
Hotel and Catering ServicesHotel, Restaurant, Canteen, Catering, Bistros, Snack, Tourism
Craft Construction, painting,, repair workshops, bicycle workshop, weaving mills
Retail Trade furniture, dispatch, second-hand goods, filling station, bicycles(bikes)
I. Social Firms in Germany – Overview an Key Data5. Expectations of Business Lines
Business lines and their development trends (II)
House Services Cleaning, Facility Management
Office- and IT-Services Accountancy, character shop, dispatch, data banks, graphic arts, design, layout, publishing companies, Call centre
Garden / Landscape Gardening Horticulture, scenery construction, Forestry, nature conservation
Personal Services Service, seniors help, textile cleaning, needlework
Retail Trade Food Supermarkets
I. Social Firms in Germany – Overview an Key Data5. Expectations of Business Lines
Today following grants are available in Germany
by the state
unique up to 5,000 € for economic consultation / certificate production
unique 20,000 € per workplace for investments
monthly 210 € per employee for care
monthly 30% of the labour costs (Employer-gross) per employee as a balance for reduced outputs / labour costs grant
by foundations
unique up to 250,000 € for building and workplace equipment
during the first 5 years up to 250,000 € for management and material costs
I. Social Firms in Germany – Overview an Key Data6. Available Grants
II. Support of the Formation of New Social
Firms
Step 1: Choice of Business Concept
Hypothesis:
Formations can become faster, easier and safer by using standard concepts
Overview about promising standard concepts (I)
Replication
analysis and documentation of successful business concepts knowhow-transfer to entrepreneurs, support during formation phase individual, unsupported business after formation phase
Acquisition- and Working Unions
Order related union of enterprises bound for acquisition and fulfillment no contractual obligations, no uniform standards individual fulfillment of part-orders
II. Support of the Formation of New Social Firms Step 1: Selection of Business Concept - Overview
Overview about promising standard concepts (II) Licencing
durable, uniform market appearance of legally independent enterprises contractual obligation to defined standards regarding e.g. culture,
market appearance, assortment politics and quality standards individual, unsupported business after formation phase central development, transfer and quality control of the licence package unique licence fee
Franchising Durable arrangement of legally independant enterprises
contractual obligations to e.g. culture, market appearance, assortment politics and uniform quality standards
Durable services by the franchisor in e.g. central order acquisition, marketing, quality control and ongoing system development
durable franchise fee
II. Support of the Formation of New Social Firms Step 1: Selection of Business Concept - Overview
Acquisition- and Working
UnionsReplication Licencing Franchising
Order-acquisition
joint joint individual central a./o individual
Orderfulfillment individual individual standardisedstandardised with central
assistance
Contractual Obligation
little, temporary none medium, durable close, durable
Independance high high medium eingeschränkt
Dependance little little medium high
Chances individual individual medium high
Risks high high medium little
II. Support of the Formation of New Social Firms Step 1: Selection of Business Concept - Overview
Franchising meets the needs of social firms particulary well
Franchising supports the strenghts of social firms by decentral staff management, staff motivation personal responsibility for the business
Franchising minimizes lacks of strength of social firms by central definition of
service and quality standards sales support controlling structures
Experts expect franchising as promising and safe concept Franchising is expected to be the most frequent business concept in
2020 According to a USA study 85% of individual entrepreneurs fail before the
5. year after formation, while 92% of the franchisees are durably successful
II. Support of the Formation of New Social Firms Step 1: Selected Concept: Franchising – Why?
Business lines have to fulfill several criteria to match with franchising
• Availability of a special system characteristic, like e.g.
• Specific product, patents, registered trade mark• Specific service system• Specific sales or marketing concept
• System concept must be ready to be standardized as basis for transmission
• Expansion potential as basis for the setting up of new franchisees
Simple know-how transfer to the Franchisee
II. Support of the Formation of New Social Firms Step 2: Selection of Business Line - Definition of Criteria
Business lines have also to fulfill specific criteria to match with social firms
small capital requirement, low investments in the founding phase
high personnel intensity of the work
working processes on various requirement levels, thereby a lot of simple working processes
possibility for expansion into additional business lines
good chances at the market to ensure the long-term entrepreneurial success and thus the working places
II. Support of the Formation of New Social Firms Step 2: Selection of Business Line - Definition of Criteria
Following business lines have been identified as potentially interesting:
Hotel and catering services
Industrial Services
House Services
Garden and landscape gardening
Facility Management
For the final selection the most successful social firms of the named business lines have been visited and analysed
II. Support of the Formation of New Social Firms Step 2: Selection of Business Line – Matching with Criteria
Existing social firms have been analysed regarding: (I):
business lines / business field structure
Mix of business lines Yes / No
Activities in only one / several business fields
economical characteristic numbers
• Turnover / profit of the recent years
• Tendences of turnover / profit – future expectations
• relevant factors for
• business success
• business failure
II. Support of the Formation of New Social Firms Step 2: Selection of Business Line – Matching with Criteria
Existing social firms have been analysed regarding: (II):
• Customer Structure
• public administration
• non-profit range
• business customers
• private customers
• Structure of Employees
• total number of employees
• number of employees with handicap
• number of employees in relation to turnover and profit
II. Support of the Formation of New Social Firms Step 2: Selection of Business Line – Matching with Criteria
Facility management was selected by following reasons
business line with high confirmity to the relevant criteria
business line with meaning increase for social firms
business line with several successful social firms
business line with one successful operating private- economical franchise system
business line with competent partners for the setting up of a concrete franchise system
II. Support of the Formation of New Social Firms Step 2: Selected Business Line: Facility Management - Why?
A concrete franchise system was aimed to be implemented up to the end of 2007.
Following results have been achieved: Cooperation of two social firms which will act as franchisor
Franchise Contracts as legal basis for business partnerships
System Concept documented in a franchise manual, incl.:
Aims, Structure and Philosophy of the System
Informations, Examples and Checklists, regarding:
Formation of Social Firms (financial/ and legal aspects)
Offers, Orders, Service Contracts
Qualitiy Management
Customer Relationships
Staff Development
Controlling Structures
Working Instructions Building Cleaning and Gardening
II. Support of the Formation of New Social Firms Step 3: Achieved Results
A concrete franchise system was aimed to be implemented up to
the end of 2007.
Steps to be done:
Finding Franchise Partners
Systemtest with two Pilots
Certification by the German Franchise Association
Acquisition of over-regional orders for the network
Ongoing Development of concept and system
II. Support of the Formation of New Social Firms Step 4: Steps to be done
Experiances in the business line facility management?
Experiances in the replication of business concepts especially, franchising?
Experiances with external support(e.g. consultation, cooperation )?
Interest in transnational exchange(e.g. exchange of employees, trainings)?
III. Questions for Discussion