Unishippers Franchise Spotlight: Ted Arnoldus

Ted Arnoldus is a seasoned entrepreneur and successful logistics franchise owner with six Unishippers franchises (yep, six!) in his career mix. In this Q&A, he talks about his journey from hands-on sales to his current role as a mentor and investor, focusing on supporting his partners and driving growth.

With a unique approach to sharing equity and fostering success, Ted dives into the challenges and rewards of owning multiple franchises, the strategic decisions behind his business model, and his insights into the Unishippers Franchise Program. Learn more about Ted and what he would say to anyone who might be on the fence about starting a Unishippers logistics franchise!

Can you briefly tell us about your logistics franchise and what your setup currently looks like?

I currently have six Unishippers franchises that are run by my franchise partners. So, at this point, my role is that of an investor, and I'm also primarily focused on recruiting, providing sales support for our franchises and mentoring. While I don't handle the day-to-day sales grind anymore, I'm still deeply involved in major deals and closely monitor the sales activity. I also do weekly reviews with all my franchise partners, just making sure everyone's pipelines are healthy, and I'm supporting them however I can.

You've stepped away from day-to-day sales, but how important is selling for a new owner?

I still keep my finger on the pulse of sales within my franchise. My role is more like that of a sales manager — coaching and reviewing performance.

But at the end of the day, the key to any Unishippers franchise is sales — everything else comes second. You've got to be out there selling, and I've told people it boils down to three things, and I talk about this constantly:

1. Find SMBs who need shipping.
2. Consistently follow up with them.
3. Get a copy of one of their recent shipping invoices.

If you're consistent with these three steps, you're set up for franchise success. The biggest mistake I see people make is failing to focus on one of those steps, particularly the first one. If you're not out there prospecting and making connections, it doesn't matter how good you are at getting invoices. You won't have a pool of clients to get invoices from. It's all about casting a wide net and having consistent follow-ups.

What was it about Unishippers that made you decide to start a logistics franchise?

For me, it was all about betting on myself. I've always wanted to be an entrepreneur and build something of value. But I'm not an engineer, I didn't invent a new product or technology — I'm a sales guy. I'm good at connecting with people, building trust and explaining things. But it's tough to start a franchise on just those skills. Unishippers gave me a way in. They offered a product to sell, along with carrier and technology support. I get to be a small business owner while benefiting from the resources of a larger organization.

How has the franchise model, in particular, helped you?

What really resonated with me was the ability to go out and connect with other businesses. I could walk into a business and say, "I'm just like you. I'm a small business owner trying to make things happen. And I want to offer you the kind of service you would provide your best clients." I'd ask them, "Would you take a call on the weekend for your top clients? Would you go above and beyond to help them out?" They're usually like, "Well, yeah, absolutely."

And then I tell them, "That's the difference between me and a Fortune 100 company — you get the personal service, and I can offer you a world-class carrier network and service options. I'm here as a small business. Just doing the best I can to grow something for my family. And I want to help you do the same. I think we'd be a great fit." And that works like absolute magic. Because it's true.

You sold the assets related to your first franchise to Unishippers in 2023 and then started a new one. Can you tell us about that experience?

I had always been underfunded when trying to grow my company. Despite winning awards and having top-tier sales reps, expansion can be expensive. To really grow and move the needle, I needed a liquidity event. But I was concerned about what would happen to my team.

But then I realized that selling my franchise and going through the potential "roll-up" process would allow me to create more equity opportunities for my people. After the sale, I could go to my top performers and say, "Here's your own franchise. No money down — just go out there and sell."

Recognizing that although a buyback* isn't guaranteed for franchisees, when Unishippers elected to exercise its purchase option for the assets, it sounds like it was huge for you. That doesn't happen everywhere, right?

That's right. I spend a lot of time working with other business owners, walking through their operations, taking a look at their inventory and warehouse — just understanding their businesses. One of the biggest struggles I hear from people who have been in business for a long time is figuring out how to exit.

It's one thing to have a business on paper, but how do you actually realize liquidity? That's what a Unishippers buy back can offer to some franchisees — a liquidity event.

It's also a way to share equity with my partners at much lower risk. If a buyback occurs, some of my partners might want to take their share of the buyback and diversify into things like rental properties or stocks — or pour everything right back in, just like I did. But at least they would have options, which gives them flexibility.

What is it like working with other franchisees? Do you get support from the franchise community?

We have peer-to-peer groups, where newer franchisees can ask questions and get advice from more experienced people. It's really valuable to tap into the collective wisdom of that group. Back when I started, we didn't have that resource, so it's something I really appreciate now. New franchisees can learn a lot of new things and these groups are an excellent resource to grow their franchise.

What kind of work-life balance has Unishippers provided you?

For me, one of the best things about this business is the flexibility and work-life balance it offers. I've coached my kids' Little League teams and been involved in my daughter's volleyball activities. You don't always get that kind of flexibility in every job. It's about making sacrifices up front. If you're willing to work really hard for the first 18 months, you may be able to replace your income and have a comfortable living. And if you want to build generational wealth, keep your foot on the gas.

If someone was on the fence about starting a Unishippers franchise, what would you say to them?

A lot of people get scared off by the idea that they don't know shipping jargon or that they don't come from a logistics background. Honestly, that's vastly overstated. With the training and support you receive, you'll pick up the jargon in a couple of months. Among the skills you really need is grit and tenacity to keep getting up every day and talking to people about shipping. Whether you do it over the phone or in person, it doesn't matter.

Many people think, "Maybe I shouldn't go into sales because I'm not an extrovert." I'm an extrovert, but I'm in the minority in my sales organization. About 70% of my team are introverts. The key is being authentic, working hard and showing up consistently. What matters is your willingness to put in the work.

How would you sum up your experience with Unishippers in a word or two?

The first word that comes to mind is "opportunity." This business has given me exactly what I wanted when I started — an opportunity to bet on myself. The second word would be "discipline." If you stay disciplined in your actions — whether it's who you offer credit to, your daily expectations for yourself, or how you handle your lifestyle in the critical first 18 months — you'll come out on the other side with resources and opportunities you never imagined. It's truly unbelievable what Unishippers can offer if you put in the work and maintain the right mindset.

And I'm always happy to help others. If another franchisee does well, we all win. There's so much opportunity here, and I really believe in the system. The real value for me is in making sure Unishippers is the fastest-growing channel within WWEX Group (parent brand of Unishippers). Quite frankly, I want to be part of something really cool, not just mostly cool. To get there, we need enough passionate, driven people to help us grow.

Interested in logistics franchise ownership? Contact Unishippers today!

Unishippers offers industry-leading support and solutions for SMB customers across the country through the care and passion of our franchisees. With uncapped growth and earning potential, low startup costs, improved work/life balance, reputable carrier network and more, a Unishippers franchise investment will allow you to take your sales career into your own hands. Connect with us to get started on your franchise ownership journey today!

*Unishippers is not required to purchase a franchise or any of its assets. The decision regarding whether to purchase is at the sole discretion of Unishippers. If Unishippers decides to purchase franchise assets, the terms are governed by the Franchise Agreement, including a requirement that the franchise sell the assets to Unishippers.