Smart50 rank: 4
Revenue: $3,534,640
Growth: 240.54%
Founders: Garry Fryer, 47
Head Office: Queensland
Employees: 5
Industry: Transport
Website: www.inxpress.com.au
Twenty-five years in the courier and freight industry had taught Garry Fryer a thing or two about what SMEs wanted out of the sector – a single point of contact for all their freight needs.
So in 2009 Fryer established InXpress Australia, a freight company allows SMEs to access cheaper freight rates by consolidating the spending of hundreds of companies and using its bargaining power to strike better deals with freight giants such as Toll and Australia Post.
“There was definitely a niche that wasn’t being looked after,” he says.
“Most SMEs actually required the services of a few different companies for import, re-export, to assist in local distribution and national distribution. What we do is take away that pain by being a one-stop-shop.”
“It’s almost like a membership. The customers sign up to our service and they get access to heavily discounted rates.”
The model has struck a chord with customers. In the past three years average annual growth has been 240.5%, with revenue in 2010-11 hitting $3.5 million.
Fryer bought the InXpress model to Australia from the United States, where a company called Express Worldwide had established the system.
Inxpress Australia has since expanded to have 10 franchisees, most of which are on the Eastern Seaboard.
It was one of these franchisees that created Fryer’s biggest challenge. Five months after starting he had the opportunity to bring on a franchisee who could bring huge volumes of work into the business.
But at that early stage, Fryer’s resources were stretched and he did not have the staff to accommodate the new franchisee. His innovative solution involved working with the new franchisee and the franchisee’s team of staff to get through the resources squeeze.
Fryer, who has worked as a franchisee in other freight and courier organisations in the past, says adapting to the role of franchisor has been challenging – particularly for someone who loves sales.
“It’s a big learning curve and entirely different role. I am no longer supplying retail services, I am providing support to my franchise.”
One of his next aims is to expand more into the online area, where some freight companies are already specialising in providing services to eBay merchants.
But Fryer is aware he must stay true to his core advantage.
“We are very much about the face-to-face relationship. That’s what secures the deal and that’s what secures the right customer.”
