The boss of a national sports discount company has revealed the two things that have helped him create a £12m company.
 
David Hoskins, owner of Sportsmania, said the location of his stores, on industrial estates, are the closest thing he can get to a factory outlet. Mr Hoskins said shopping on industrial estates makes people expect to be shopping for less. And he said franchising 12 of his 18 outlets has enabled the five-year-old business to expand quickly.
 
Each year the company spends around £20,000 a year on advertising to attract new franchisees. But those applying to take on a Sportsmania store are in for a tough test. Candidates have to work with Mr Hoskins for a week so he can see how they work before he signs them up.

Mr Hoskins said franchising also allows him to focus on purchasing and buying the right clothing at the right price.