Alan Tobin runs Ashbourne Auto Clinic, but every Friday morning he takes on the additional role of being visitor host in BNI Tara. We sat down with Alan to discuss why he makes such a commitment and how it pays off for his business.
ET: Tell me, what is BNI?
BNI: BNI is a business referral group in the Asbourne area - BNI Tara. We have 30 members at present. We try to keep business with the 30 people that are within the BNI Tara networking group. You have the feeling that if somebody gives you business, then you must try to give them business in return. You’re not under any pressure to do it, but it is just that when you’re given that business, you feel that because you have benefited from that person, you should do the same for them. It has worked for me; I own a small garage, there are 30 people in the group, they all have cars, they all try to give me business and in return I try to give back as much as I have gotten out of it.
ET: You play a special role in BNI yourself: What is your current job, and what different roles have you played over the past few years?
BNI: At the moment I’m visitor host, so when we get visitors coming to the meeting I make them feel welcome. I make sure they’re seen to by other people, and that they can network and expose their business for that morning and hopefully enjoy the whole BNI experience, and we will try and enhance that. If the whole BNI experience is something they like, hopefully they will become members.
ET: You have mentioned a little bit about how BNI has helped your business, would you like to expand? Since you came into BNI, how has it helped your business? Can you compare before and after?
BNI: I joined BNI over 3½ years ago - I was there from the very start (a founder member). Before, I was sceptical of the whole BNI ethic, there were jokes about it. When I came to the meeting and saw what was happening at the meeting, I saw the potential. For us in particular, 30 members meant at least 30 cars; all business people who all need vehicles. I basically had to build up trust with those people. I had to get to know them and show that I can do work for them at the right price and that they could trust me and come back to me again and again. Over the 3½ years I feel that it has really benefited our business, it is essential for us, I couldn’t do without it.
ET: You’re also in the Chamber of Commerce. What is the difference between the two? If someone is in the Chamber of Commerce, can the BNI still add value for them?
BNI: I am the PR Officer in the Chamber of Commerce in Ashbourne. The Chamber of Commerce is different in that we are trying to fight with the likes of councillors and politicians for improved facilities to do business in. You do make a lot of contacts; there is a networking end to the Chamber of Commerce. The real difference between the Chamber of Commerce and the BNI is that with the BNI you have the opportunity to lock out the competition. In the Chamber of Commerce you could have six garages: with the BNI there is one garage, that’s me and I am the only garage that is going to be available. No other person offering my product can join it.
ET: Some people would be afraid of standing up in front of a group of people to present their business - does BNI offer support to get over that?
BNI: When you join BNI initially there are training courses that you do with other people who have just joined. They are all in the same boat, you’re going into a hotel in Dublin, and you get together with people who have just joined. You go through the different procedures of how to do what is called the 60 second presentation, which is what we do every day. As you get up and do the 60 seconds every week, it does get easier; you get used to speaking in front of a crowd and the BNI are always there to help you along the way and it becomes second nature.
ET: In this group BNI Tara, the meetings are in Ashbourne but where is the area that people do business, where exactly is the group from and where do they do business?
BNI: The area here is mainly Ashbourne, Ratoath, Dun Shaughlin and Dunboyne. We have people coming from as far away as Drogheda and people who have businesses in Navan and Blanchardstown, and that would be our main focus.
ET: What’s the profile of businesses in BNI Tara? What type of businesses are they?
BNI: We have a wide range of businesses here, a varied range. Anyone from an architect, solicitor, web designer, garage-man like myself to vehicle graphics, interior designer, photographer, plumber. The trades-people in particular do well within the BNI structure. People in finance - we are currently looking for people offering financial services, mortgages; but also tilers and general trades. They are people that would do well out of it. It suits some businesses and not others, but I would say to people to come down and have a look at how it works, and they can make up their own mind.
ET: You are hosting a visitors’ morning on Friday, September 17th, can you tell me a little bit about what people can expect? Can they just turn up?
BNI: Yes, they can just turn up at 6.45 am. They arrive at the hotel here and they will be directed to where we meet. For the first 15 minutes we will have breakfast and there will be a little bit of networking. Then we will have the normal meeting with a few changes to it. We will have a representative from the Ashbourne Chamber of Commerce. Everybody will get to do a presentation of their business, either 60 seconds or 30 seconds depending on the numbers. We will keep to the structure of the BNI meeting, with a referral section. It will basically show everyone what exactly we do every single Friday, with the exception of the break around Christmas time.
ET: Just to confirm - visitors can come any morning and phone you personally if they want to visit?
BNI: It’s not especially that morning. If you can’t make it that morning, there’s no problem - you can check out the website on www.bnitara.ie to find out what times we meet up and to find out what members are in BNI. You can come up and see how the meeting goes.
ET: How much business has BNI Tara generated over the last couple of years?
BNI: In the last five months alone, over 300,000 euro passed between 30 members. We passed the million euro mark after just under two years of BNI Tara being together. There is potential for more. There is a recession at the moment and for all the businesses within BNI it is essential, it is a great way to network and to get to know other businesses.
ET: Is there a social aspect to BNI?
BNI: Definitely, everybody has to have time to relax. On the evening of the Opening Day we are meeting up to have a social evening. We have had other gatherings before - there has to be a social aspect. The BNI is focussed on doing business but there has to be a fun element too.
ET: Thanks for you time Alan. Have a great day on Friday.
