showed them selling Say Cheez businesses to other people, offering training manuals and teaching other people how to run the businesses. “We were like: ‘What? That could never happen,’” Nikki said. “But the more we thought about it, the more we could see the potential that was out there.” People were asking to buy booths before the couple had even figured out a construct. Nikki says the first sale was a complete fiasco. A woman in Nebraska contacted them about buying a booth. They didn’t know what they were doing, how much to ask for the booth or what an agreement should look like, but they didn’t want to lose the opportunity, so they got in the car and drove to Omaha. Once there, Scott and Nikki made the mistake of leaving her the binder with the marketing plans, booth design and vendors. “She basically went through all of our information and found out our raw costs,” Nikki said. “It didn’t matter that it was our idea, or the time we put in to build the booth, she basically offered us our cost for the booth." They weren’t happy, but Scott and Nikki were between a rock and a hard place because they had bills to pay. So they took the deal.
Learning from Mistakes That experience taught them what they shouldn’t do. Each subsequent sale has taught them even more. Now they have solid contracts in place that outline expectations, complete with non-compete agreements. Pricing has also evolved over time. But Nikki says she doesn’t regret those early sales. “We were doing the best that we could. The opportunity lost by not doing what the market is asking of you outweighs the unknown.” It’s one thing if you are pushing against the market. It is another if you aren’t doing what the market demands. People who purchase Say Cheez Photo Booths call it a franchise, but it really isn’t one. It is simply a business in a box—a one-time investment with no percentage of sales required. Most Say Cheez Photo Booth owners have no previous business experience. In fact, Nikki says she often has to specify to purchasers that they need to have a computer and an Internet connection before they purchase the booth. “We are bestowing a very entrepreneurial idea on people who were never meant to be business owners,” Nikki said.
Healthy activity promotes wellness for the mind, body and spirit.
Business in a Box Selling Say Cheez franchises is the next logical step, but that is a long, expensive process. “I have taken this ship as far as my competency can take us,” Nikki said. “We are at the point where we need to grow again, but that will require bringing in the lawyers.”
continued on pg. 18
bcbsks.com M.1205
An Independent Licensee of the Blue Cross and Blue Shield Association ® Registered mark of the Blue Cross and Blue Shield Association
TK...Topeka's Business Magazine
Winter 2012
17