Photo-Me

Photo-Me International (now ME Group) is the UK's leading operator of self-service vending estate — best known for its photo booths but with a broader portfolio of coin-operated and revenue-share machines deployed across retail, transport and forecourt sites. In 2015 the business launched Revolution Laundry in the UK, a self-service automated outdoor laundry kiosk targeting supermarkets, forecourts and convenience retailers as host sites. Photo-Me operates a dual commercial model — direct capital equipment sale, or a zero-investment revenue-share agreement under which the operator hosts the unit and shares the income.

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With the launch of the Revolution Laundry system in the UK, Photo-Me needed a Scottish Business Development Manager to accelerate uptake of the concept north of the border. The role was a foundational appointment — Scotland had no existing Revolution footprint, and the BDM would be responsible for identifying suitable host sites, structuring agreements with site owners and building Scotland's installed base from a standing start.

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This was a proper new business hunter brief. The role required someone capable of structuring deals around revenue-share commercial models — which meant a higher level of consultative selling than a straightforward capex sale, because every conversation needed to convince a business owner that giving up car park space for a Revolution unit would generate meaningful incremental income from their existing footfall. It required a high level of sales activity to build pipeline from scratch, the credibility to sit across the desk from independent retailers, forecourt owners and small chain operators, and the commercial confidence to talk through ROI projections grounded in footfall data and demographic analysis.

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We focused the search on hunters with track record in capex equipment sales or revenue-share commercial models — typically vending, forecourt equipment, or similar self-service deployment categories where the salesperson is responsible for site identification, owner persuasion and deal structuring rather than fielding inbound enquiries. The SRUK Fit Score process assessed candidates against the brief’s specific demands: evidenced new business activity levels rather than account management background, experience structuring revenue-share or commission-based agreements with site partners, comfort presenting ROI cases to business owners, geographic credibility across Scotland’s central belt and beyond, and the resilience to build a territory from a zero installed base.

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