April – June 2022

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Note from the Editor F M

世

is naturally a preferred model for overseas expansion.

Social, Technological, Environmental, and Legal

any companies, franchise companies around thea solid world ranchise once they have built

are lamenting the shortage of staff. One way to ameliorate the situation is to make the start to staff lookmore at overseas Because many current efficient. markets.

And one form of efficiency entry barriers can be overcome via franchising, this is being focused. network of outlets in their own country, will often

Here’s an Eastern fable: a monk became enlightened. One of his disciples, a little monk, However, in my 33 years in franchise consulting, I asked him, “Master, what were you doing before you have seen enlightenment?“ many franchisors rush overseas in the most attained Cooking, carrying water, and chopping wood.” The little when monk asked, “ Aren’t unprepared conditions – e.g., their financial you still doing same tasks? difference position is stillthe relatively weak;What’s whenthe their team between then and now?” The master said, “In the members are still inexperienced and psychologically past, when I was cooking, I thought about carrying unprepared to travel overseas; and when water, and when I wasfrequently carrying water, I thought about their intellectual protection is not in place… chopping wood,property and when I was chopping wood, I thought about cooking. Now, when it’s cooking time, I just cook; when carrying water, I just carry water; and Interestingly, I recently read an article about chopping wood time, I just go on chopping wood.” international expansion

by Wharton management This simple story is profound.

Many of us are always professor doing oneExequiel thing but(Zeke) thinkingHernandez of another who thing,studied or even a few things at banking one go but our minds on adoing phenomenon in the industry in his are paper, other things…

We doCommunities not really focus.

So, Foreign how can “When Do Ethnic Affect we learn to be more focused? Maybe these tips might Location Choice? Dual Entry Strategies of Korean help: Firstly, admit that our concentration is limited.

Banks in China. .” Professor Hernandez mentioned We need to wisely make use of our attention span.

For example most people, the result multitasking often the of a Korean bankof which, amongisother that none of tasks can be done well. in Secondly, strategies it the deploys, open branches China we need to discern and have a good judgement of populated by people of its own ethnic group. the importance (or priority) of different issues. This oft-repeated illustration might help: The class teacher The might seem unusual, but phenomenon tooktopic out an empty glassware, first the filled it with large stones, then asked students if they[to could put of firms and expanding intothe foreign markets follow other things in it. The students’ unanimous (100%) immigrants] is actually quite common. I am inclined to answer was “No”. The teacher then took out small see Philippines’ fast-food Jollibee as ainreal gravel and put them into some gaps the example. glassware Their outlets in California therecould are and first asked thewere students if thebecause glassware accommodate more Now, only about 50% of many Filipinos who livethings. there… the students answered “No”. The teacher then took out fine sand and poured them into the glassware, But not all companies will find it desirable to locate and asked the students if more things could go where immigrants theirsmall homenumber countryof live.

There in. This time, onlyfrom a very students answered Thecompanies teacher looked at the students, are cases in“no”. which deliberately avoided smiled slyly, and poured water into the glassware... locating where immigrants live because they didn’t The moral of this story: There are many things to do want to be associated with catering to a ‘niche-y’ in life, but the most important things must be done ethnic of poured customers or workers.

Instead, they first. If group water is in right at the beginning, then actually wanted to serve theas broader the “bigger things” such sand,market. gravel Professor and large stones would have difficulties Things that Hernandez’s ‘dual entry strategy’getting is quitein.interesting. areI am important usI’m should and must take up the most “If a firm to and considering expansion into a of our attention first. Lastly, constantly optimize the location that has an ethnic population, I’m going to do environment you are in and try to create a relatively ituncomplicated if that location has a weakenvironment institutional environment external for yourself.

When there are weak many laws, people around, thererights is already — weak courts, weak property — a lotI will of chatter making hard to but not or Iand will movements, be at least much less itswayed stay focused. Coupled with the fact that various by the ethnic population in places where institutional communication tools will interrupt you with calls environments are strong. and text messages from” time to time, it’s easy to get distracted. Reduce interruptions so that you can be more focused.

7B Aliwa Street, Level 3 Room 2 Chen Leonn Building Singapore 199900

Compassage Design Pte Ltd

before venturing overseas, doing tons I opine that界各地的许多特许经营公司都在感叹 of pre-entry员工短缺。改善这种情况的一种方法 homework, and evaluating the external

是of 高现有员工的效率。提高员工效率 environment a business by breaking down the 的一种简单方法是帮助他们变得更加专注。 opportunities and risks into Political, Economic,

我们可能在很多地方听过这样一个故事：一 位僧人得道了.有个小和尚问他“师父,你得 道之前在做什么？”师父说:“做饭,挑水,砍 May 2022 be a year when great breakthroughs 柴.”小和尚又问:“那得道之后呢？”师父 happen for the good of all humanity. 说: “做饭,挑水,砍柴.”小和尚说:“两者差 别在哪里？”师父说:“以前我是做饭的时候 想着挑水,挑水的时候想着砍柴,砍柴的时候 想着做饭.现在就是做饭的时候做饭,挑水的 时候挑水,砍柴的时候砍柴.” 这个故事读着 很简单，却非常深刻。我们中的大多数人， 好像都处于僧人得道前的那个状态。我们总 是手头做着这件事而心里想着另一件事，甚 至手头做着几件事而心里却想着其他各种 事，我们并没有做到真正的专注。那么， 到底怎样可以让自己变得更专注呢？我认为 可以从三个方面着眼：第一，要承认自己的 专注力有限，合理地使用注意力资源。对大 部分人来说，多任务处理的结果往往是没有 一个任务能做好。第二，对不同的事情的重 要性有正确判断。有这样一个小故事，课堂 上老师拿出一个空的玻璃器皿，先是往里面 装上了大块的石头，然后问学生们还能不能 再装其他东西，学生们看都“装满”了，统 一回答“不能”，老师又拿出小碎石放到玻 璃器皿里的一些空隙地方，进一步问学生还 能不能装，有一大半的学生回答“不能”， 老师又拿出了细沙往里装，又一次“装满” 后问同学们还能不能装，这次只有极少数的 学生回答“不能”，老师看看了同学们，狡 黠的一笑，又往玻璃器皿里倒水……最后老 师给出的结论是：人生有很多事情要做，但 是一定要先做最重要的事，如果一开始就把 水倒进去，那么沙子、碎石及大石块这些“ 更大的东西”就装不进去了，那些对我们来 说，意义重要的事情，应该也必须要占用我 们最多的注意力。第三，不断优化自己所处 的环境，为自己创造一个相对简单的外部环 境。要是有许多名员工在同一层办公，交谈 声、铃声、走动声此起彼伏，闹哄哄得像鸭 塘，这给保持专注带来了很大挑战。再加上 各种通信工具会时不时发来消息打断你，要 是你收到消息后还总是第一时间回复，那你 的工作时间肯定被切割得支离破碎。所以， 提升专注力的第三个方法便是，创造或选择 一个相对简单的外部环境，尽可能地减少源 自外界的干扰和打断。 factors (PESTEL) is totally essential.

Albert Kong Editor 编辑

Apr-Jun 2022

Asia Franchise & Business Opportunities (Digtial)

（电子版）

Join the electric revolution to save the environment. OYIKA

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让我们加速电动交通的转化和环境保护。奥谊卡

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Should Entrepreneurs Wait Out the Pandemic or Forge Ahead?

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新冠疫情下的创业前景和企业决策：有挑战，就有机会 Real on-the-ground experience sharing by a restaurant franchisee based in China

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分享餐饮特许经营之旅的实战经验

Franchise Expo Paris 2022

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巴黎特许经营博览会2022

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Webinar with students at France’s Graduate School of Management (IGR-IAE Rennes) - University of Rennes 1, and Full Professor

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Rozenn Perrigot

Taipei International Chain and Franchise Exhibition -

Online and Physical; New Trend of Digital Transformation and

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Entrepreneurship

台北连锁加盟大展线上、实体同步开展 数位转型创业新风潮 The Countdown is on for Thaifex-Anuga Asia 2022!

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The 17th Thailand Franchise & Business Opportunities (TFBO) Expo

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The F&B Gathering at Singapore this June

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Annual General Meeting of Franchising & Licensing Association,

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泰国曼谷亚洲食品饮料展览会THAIFEX-Anuga Asia 2022即将开幕

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第17届泰国特许经营和商业机会 (TFBO) 博览会

Singapore

新加坡特许经营兼许可协会 FLA,SINGAPORE 年会 Restaurant Asia | Café Asia | International Coffee & Tea Asia | Sweets

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Note from the Editor 编辑的话

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Content Page 目录

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Calendar of Events 世界特许经营活动表

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& Bakes Asia 2022

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Apr-Jun 2022

Join the electric revolution to save the environment!

Oyika offers affordable power subscription plans bundling battery swaps with electric motorbikes - similar in concept to telco subscription plans bundling data and calls with mobile phones – making electric motorbike mass-market adoption an economically compelling proposition.

The following are the different packages for battery swap and electric motorbike bundling: Per minute ride-share to the public

Weekly subscription to delivery riders

Monthly subscription on contract that leads to bike ownership Franchisees will be provided support and guidance, from training, setting up and to the launch of the business. More information at www.oyika.com.

Interested parties may email info@oyika.com – making electric motorbike mass-market adoption an economically compelling proposition.

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Apr-Jun 2022

让我们加速电动交通的转化和环境保护！ 奥谊卡是一家位于新加坡的科技公司，以通过电池共享，实现经济实用的电动摩托车捆绑换电配 套，致力于降低发展中国家转换选用电动交通工具的障碍。奥谊卡已在柬埔寨和印度尼西亚成功 推出了有换电功能的智能电动摩托车，并将在马来西亚、泰国和越南扩展市场。 奥谊卡在柬埔寨和印度尼西亚成功的运营了捆绑电动摩托车的灵活电池换电配套服务。其中包括 了即骑即付电摩共享、每周预付或按月付费配套。无论选择哪种服务，骑手可在奥谊卡换电站， 一分钟内将余量低的电池更换为满充电池。这个过程比充电时间可长达 8 小时的常规家庭电源插 座电摩充电要快得多。 奥谊卡的捆绑电摩换电服务，类似于电信公司提供流量、通话服务即送手机的配套。 奥谊卡能与不同电摩品牌合作，并将普通电摩升级其车型为智能电动摩托车，与奥谊卡的共享电 池、充换电站网络无缝整合。 根据美国环境保护局的数据，公路上每辆被电摩取代的燃油摩托车，每年可减少约1吨CO2e （二氧 化碳相等排放量），等量于16.5棵树在10年内所吸取的二氧化碳。 奥谊卡的创新商业模式和换电配套，让即使在有汽油补贴的印度尼西亚和马来西亚也具有价格竞 争力。 奥谊卡电池具备 IoT（物联网）功能，可以远程监控，确保电池性 能处于最佳状态，同时能保证其安全性。被偷盗的电摩也可以被 追踪及远程关闭，能有效地遏制盗窃。通过奥谊卡的移动应用程 序，乘客能够查询并导航到最近的充换电站，把电摩内将耗尽的 电池迅速更换另一颗满充电池。 从初始培训,商店装潢到业务启动, 奥谊卡将为加盟商提供广泛的 支持。有意者可发邮件至 info@oyika.com

Lowering the barriers to EV adoption

Oyika ride-share App with ride-share bike and swap station in front of Circle K convenience store, Phnom Penh, Cambodia.

Boosting Indonesia’s Food Industry with Technology Organized by:

BOOK YOUR SPACE NOW!

PT WAHANA KEMALANIAGA MAKMUR Perkantoran Graha Kencana Blok CH-CI Jl. Raya Pejuangan No. 88 Kebon Jeruk • Jakarta 11530 • Indonesia Tel: (62) 21 5366 0804 • Fax: (62) 21 5325 890 • Email: info@foodbeverageindonesia.com

Apr-Jun 2022

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Franchise Expo Paris 2022

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ranchise Expo Paris 2022, the French Franchise Federation show, organized by RX France, was a roaring success. For the first time in 40 years, there were 2 shows in 6 months: End of September 2021 : 510 exhibitors – 25 0086 attendees; March 2022 : 470 exhibitors – 21 487 attendees. Both shows tool place at the excellent Porte de Versailles. During the March show, about 100 conferences and workshops were organized to give visitors more value.

50% of show attendees came because they desired to set up their franchise business, and 19% planned to become a franchisor.

RX France: “It’s the opportunity to connect with investors from 95 countries with the most renowned franchisors looking to expand their concept worldwide. Franchise Expo Paris is recognized as the world’s leading and most diversified franchise exhibition. The next edition is on 1922 March 2023.”

由

RX France 承办以及法国特许经营联盟主办 的2022年巴黎特许经营博览会取得了巨大成 功。主办方说，这40年来，他们首次在6个 月内举办了2场特许展会：2021年9月底有510家参展 商，25 0086名拜访者； 2022年3月有470家参展商。21 487名与会者。两者都在优美的凡尔赛门举办。三月 展会期间，他们组织了约 100 场会议和研讨会，为参 观者提供更多价值。50%的展会参加者是因为他们想 加盟，19%的人计划成为特许人.

RXFrance：“这是与来自95个国家/地区的投资者 与希望在全球范围内扩展其概念的最著名特许经 营商建立联系的机会。巴黎特许经营博览会被公 认为世界领先和最多元化的特许经营展览 会。下一版将于2023年3月19日 至22日举行。”

Apr-Jun 2022

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Webinar with students at France’s Graduate School of Management (IGR-IAE Rennes) – University of Rennes 1, and Full Professor Rozenn Perrigot Dr. Rozenn PERRIGOT, Full Professor, Director of the Center (and the MSc.) in Franchising, Retail & Service Chains, Graduate School of Management (IGRIAE Rennes) - University of Rennes 1, invited Albert Kong, CEO of Asiawide Franchise Consultants , for the second consecutive year, to share his knowledge on franchising, via “Franchising in ASEAN countries” with her part-time Master students in Franchising, Retail & Service Chains on March 1st, 2022.

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he French Franchise Market; France has the highest number of franchise brands in Europe. The latest figures from the French Franchise Federation (FFF) state that there were 2,049 franchise brands and 78,218 franchisees (franchise units) in France in 2019.

The total revenue was €67,80 billion. Legally speaking, it’s interesting to note that there is no definition for franchising in French law. The French Franchise Federation uses the definition of the European Franchise Code of Ethics, which French courts use as a guide. Franchise agreements aren’t codified in French law and there is no government organization specially dedicated to regulations regarding the buying and selling of franchises.

However, the General Directorate for Competition Policy, Consumer Affairs and Fraud Control (DGCCRF), an administrative body within the Ministry of Economy and Finance on the one hand and the Competition Council, an independent authority on the other hand, are in charge of the aspects of the competition law concerning distribution and selling and this includes franchising.

The most famous law regarding franchising in France is the Doubin Law, which compels the franchisor “to provide to the other party a disclosure document giving truthful information allowing the buyer/franchisee to commit to the contract with full knowledge of the facts.”

This information will be listed on the Document d’Informations Précontractuelles (DIP - Precontractual Information Document) that the future franchisee will receive at least twenty days before signing the contract.

2022年3月1：法国日雷恩大学管理学院(IGR-IAE Rennes)正教授兼特许经营、零售和服务链中心主 任 Rozenn PERRIGOT 博士邀请了爱思威特许经 营顾问管理公司首席执行官江进兴Albert Kong先生 连续第二年通过“东盟国家特许经营”与她在特许 经营、零售和服务链的兼职硕士生分享他的特许经 营知识

法

国特许经营市场；法国拥有欧洲最多的特 许经营品牌。法国特许经营联盟（FFF）的 最新数据显示，2019年法国有2049个特许经 营品牌和78218个特许经营商（特许经营单位)，总收 入为678亿欧元。 从法律上讲，有趣的是，法国法律中没有特许经营的 定义。法国特许经营联盟使用欧洲特许经营道德规范 的定义，法国法院将其用作指南。特许经营协议未编 入法国法律，也没有专门针对特许经营权买卖法规 的政府组织。然而，竞争政策、消费者事务和欺诈 控制总局（DGCCRF）一方面是经济和财政部内的 一个行政机构，另一方面是竞争委员会（一个独立 的机构）负责竞争法有关分销和销售方面的事务，其 中包括特许经营。法国最著名的特许经营法是《豆宾 法》，该法强制特许人“向另一方提供披露文件，提 供真实信息，使买方/被特许经营人能够在充分了解 事实的情况下承诺履行合同”。此信息将列在合同前 信息文件 Document d’Informations Précontractuelles (DIP-)中，准加盟商将在签订合同前至少20天收到该 文件。

Apr-Jun 2022

Apr-Jun 2022

13

Taipei International Chain and Franchise Exhibition –

Online and Physical; New Trend of Digital Transformation and Entrepreneurship

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he biggest “2022 Taipei International Franchise Exhibition - Spring Exhibition” was held in Taipei World Trade Center Hall 1 from March 11th to 14th.

The exhibition brought together more than 100 major brands, more than 300 booths, and attracted nearly 15,000 visitors. In conjunction with the physical exhibition, the online franchise exhibition was held simultaneously.

Through the International Trade Bureau ( Ministry of Economic Affairs)’s online exhibition, local and overseas industry players could easily set up virtual exhibition booths to promote their brands. More than 50 chain brands participated. Opportunities offered at the exhibition area included bubble-tea drinks, desserts, baking, equipment, retail products, etc. There were also industry players who, after seeing the rise of public health awareness, launched healthy and fat-free lunch boxes with less oil and less salt.

Another genre was the retro snacks and drinks, strawberry soufflé, etc. that are popular with the new generation consumers. In addition to food & beverage, others like massage osteopathy, enrichment education, solar power plants, online e-commerce, unmanned stores, etc., were also present. http://www.franchise.org.tw/

台北连锁加盟大展线上、实体同 步开展数位转型创业新风潮

年

後开春最大『2022台北国际连锁加盟大展春季展』已于3/11-3/14在台北世贸一馆盛 大展出。该展汇集超越100大品牌、300余 格展位，并吸引了接近15，000访客。搭配实体展， 同步举办线上加盟展，透过经济部国际贸易局的线上 展公版摊位，台湾及海外业者能很轻松地上架布展推 广品牌。线上参与厂商超过50家连锁品牌，展区种类 包含手摇饮、甜品、中式餐饮、烘焙、设备、零售商 品、早午餐、原物料等等，网站内容将同时以中、英 文双语呈现，让各国有意的买家可以透过线上即时展 览资讯及完整的品牌介绍，更深入了解连锁加盟总部 企业文化，提升媒合的成功机率。 此次展览线上实体形式双管齐下内容相当丰富，有市 面上人气连锁厂商之外，还有业者看準民众健康意识 抬头，推出少油少盐的健康舒肥餐盒，还有搭上华灯 初上热潮的复古小吃与饮 品，还有搭配季节激发少女 心的微醺草莓欧蕾、樱花酿 青梅、草莓芝芝、草莓舒 芙蕾...等；除了餐饮类型厂 商，还有非餐饮厂商参展， 像是推拿整骨、美语补教、 太阳能电厂、网路电商、无 人商店...等。

TWO POWER BRANDS, ONE GREAT EXPERIENCE WE HYBRID+ YOUR BUSINESS OPPORTUNITIES

MUANG THONG THANI BANGKOK, THAILAND

www.thaifex-anuga.com

CONTACT Lynn How (Ms) lynn.how@koelnmesse.com.sg Tel: +65 6500 6712

JOINTL Y ORGANISED BY

Apr-Jun 2022

15

The Countdown Is On For Thaifex – Anuga Asia 2022!

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HAIFEX – Anuga Asia 2022 in-person event is confirmed to take place at IMPACT Muang Thong Thani, Bangkok, Thailand from 2428 May 2022. With Thailand's reopening and the relaxation of entry schemes by the Centre for COVID-19 Situation Administration (CCSA), local and international participants are looking to THAIFEX – Anuga Asia 2022 as Asia's F&B business networking platform and a driving force for new products, market segments, and trends in the post-pandemic era.

Launching a brand-new market segment, 'THAIFEX – Anuga Future Food Market' is set to connect F&B players who are boldly reimagining how future food is made.

Radical products and services will be featured to address ground-breaking innovations that will influence the fastpaced industry.

The prospects for this year's event are very promising.

With an estimated 1,200 exhibitors, 12 country pavilions, 2,500 high-profiled hosted buyers, and some 40,000 visitors reconnecting under one roof, it underlines that physical contact and networking remain to be essential business tools.

Treading on the path of hybrid theme, the physical trade fair will be further enhanced by the digital element, including pre, during, and post-show online networking site, pre-show webinars, and live streaming sessions. To make the show a safe and successful business platform for all physical participants, the team has also implemented comprehensive safety measures in response to COVID-19.

With preparation in full swing, now is the time to register for this must-attend event! For more details, please visit https://thaifex-anuga.com/en/.

泰国曼谷亚洲食品饮料展览会 THAIFEX-Anuga Asia 2022 即将开幕

该

展现场活动已确认将于2022年5月24日 至28日在泰国曼谷的 IMPACT Muang Thong Thani 举行.随着泰国的重新开放和 COVID-19情况管理中心 (CCSA) 放宽入境计划，本地 和国际参与者都将它视为亚洲的餐饮业务网络平台， 以及疫情后时代新产品、细分市场和趋势的推动力， 推出全新的细分市场 “THAIFEX-Anuga未来食品市场”将连接大胆重新构想 未来食品制作方式的餐饮业者。它将推出激进的产品 和服务,以解决将影响快节奏行业的突破性创新。今年 的活动前景非常看好.估计有1,200家参展商,12个国家 展团,2,500名备受瞩目的主办买家和约 40,000名参观者 在一个屋檐下重新联系.很显然，实体展比线上展更受 人青睐.

THAIFEX-Anuga的实体交易会将通过数字元素进一 步增强,包括展前,展中和展后在线网站,展前网络研讨 会和直播会议.为了使展会成为所有实体参与者安全且 成功的商业平台,主办方还针对COVID-19 实施了全面 的安全措施.准备工作已如火如荼,现在是时候报名参 加这个必须参加的活动了！

www.iism-expo.com

Globalizing Indonesia’s Food Cold Chain Markets

BOOK YOUR SPACE NOW!

@iismexpo indonesiacoldchainexpo

Organized by:

PT Wahana Kemalaniaga Makmur Perkantoran Graha Kencana Blok CH-CI Jl. Raya Pejuangan No. 88 Kebon Jeruk • Jakarta 11530 • Indonesia Tel: (62) 21 5366 0804 • Fax: (62) 21 5325 890/887 • Email: info@iism-expo.com

Apr-Jun 2022

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The 17th Thailand Franchise & Business Opportunities (TFBO) Expo 2022 The event was a huge success, with more than 5,500 visitors during the 4-day-show at the Bangkok International Trade & Exhibition Centre between March 10 -13 2022.

O

rganized by Kavin Intertrade Co., TFBO, the only international franchise show in Thailand, was joined by more than 100 franchise brands, both Thais and international, showcased all most ten business franchise categories, i.e.

• Vending Machine • Laundry Business • Food & Beverage • Coffee and Tea • Bakery, Ice Cream & Dessert • IT, Digital & Printing • Services business matching sessions that attracted investors’ interest. Visitors and investors were also encouraged to vote for their favourite franchise brands inside the show.

The TFBO 17th Franchise Popular Vote Winners are: • Franchise Food and Drink - LookChinGiant franchise; • Franchise Service and Retail – Officemate • Franchise Laundromat - Otteri Wash & Dry; • Franchise Rising Star - Nescafe Street Café

该活动于2022年3月10日至13日期间在曼 谷国际贸易展览中心举行；期间，有超过 5,500名参观者到访，取得了巨大的成功。 Mr. Kavin Kittiboonya, MD of Kavin Intertrade, said, “Despite the rising number of Omicron new cases, The event was a real success. We had received good responses from visitors. Also, we had some fabulous feedbacks from the exhibitors and those who attended the business matching sessions.”

The 17th TFBO was co-located with another two big shows; The 15th Thailand Retail, Food and Hospitality Services (TRAFS) and the 6th ASEAN Retail Show, under the concept “One-Stop-Shop Food Service, Restaurant, Hotel and Retail Solutions.” under one roof, inside two halls, covered 10,000 sq m, with almost 250 companies, 400 booths and more than 10,000 products at the tradeshow, with the combined 13,135 visitors over the four days.

The 18th edition will be held on October 20 – 23, 2022, in Bangkok BITC 下一届会展将于10月20日至23日举办 Email: varintorn.kavin@gmail.com | Website: http://thailandfranchising.com

YOUR GATEWAY TO SOUTHEAST ASIA Southeast Asia’s leading 5-in-1 tradeshow featuring food delivery & innovation, artisan, gourmet and fine food & drink FEATURING Fine Food Live National Coffee Competition PITCH! Investor Pitching Series

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Innovation Stage The Tap Room Butchery Demonstrations

CONTACT US TODAY Doreen SOH Event Manager E: doreen.soh@montgomeryasia.com T: +65 9339 6687 Organised by

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Apr-Jun 2022

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The F&B Gathering at Singapore this June

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sister-show of Speciality & Fine Food Fair (SFFF) - London’s renowned artisan food & drink event, Speciality & Fine Food Asia (SFFA) is Southeast Asia’s Leading trade show for food delivery and innovation, artisan, gourmet and fine food & drink.

The show’s thriving popularity over the past three years has established it as the prominent business platform in the food & drink industry. The 4th edition of SFFA will be co-located with Restaurant, Pub & Bar (RPB) Asia, Speciality Coffee & Tea Asia (SCTA) Meat & Poultry Asia (MPA) and the newly launched Food2Go, presenting a wider showcase of speciality products from all over the world.

SFFA and co-located events welcome the following participating countries showcasing F&B products and brands: • Australia • Belgium • China • Germany • Hong Kong SAR • India • Malaysia • Myanmar • Poland • Romania • Switzerland • USA • United Arab Emirates • United Kingdom This year, the 5-in-1 event is expecting to receive: • 5000+ connections with industry buyers, food & drink professional • 50 programme sessions / demonstrations • 8 national pavilions • 30+ visiting countries • 90% of registered visitors attending physically • 150 producers & suppliers of artisan food & drink Whether it’s unearthing innovative and inspiring products from new-to-market companies or gaining the latest trends from industry experts, SFFA and its co-located shows will allow you to experience the finest products in food & drink in a refreshing and exceptional way.

Contact doreen@montgomeryasia.com or visit https:// speciality-asia.com/ to find out more!

S

pecialty & Fine Food Fair(SFFF) - 伦敦著名的 工匠食品和饮料盛会的姊妹展,新加坡国际优质 食品展Specialty & Fine Food Asia (SFFA)是 东南亚领先的食品配送和创新,工匠,美食和精致食品 和饮料贸易展. 该展会在过去三年的蓬勃发展使其成为食品和饮料行 业的重要商业平台.第4届SFFA将与亚洲餐厅,酒吧/酒 馆(RPB),亚洲特色咖啡和茶(SCTA),肉类和家禽(MPA) 以及新推出的Food2Go共同举办,展示来自世界更广泛 的特色产品。

SFFA欢迎以下参展国家展示餐饮产品和品牌：• 澳大 利亚 • 比利时 • 中国 • 德国 • 香港特别行政区 • 印 度 • 马来西亚 • 缅甸 • 波兰 • 罗马尼亚 • 瑞士 • 美国 • 阿拉伯联合酋长国 • 英国 今年,5合1活动预计将收到：• 5000 多个与行业买 家、食品和饮料专业人士的联系 • 50个节目会议/演 示 • 8个国家馆 • 30多个访问国家 • 90%的注册访客 亲自参加 • 150家手工食品和饮料的生产商和供应商 无论是发掘新上市或者和鼓舞人心的产品，还是从行 业专家那里获得最新趋势，SFFA及其同期举办的相关 展会都将让您以一种令人耳目一新的独特方式体验食 品和饮料中最好的产品。

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The 2nd

JOIN US ON THE BIGGEST INTERNATIONAL HYBRID BUSINESS EVENT

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Expand Networking Level Meet Business Partners Get Market Update Increase Your Branch IFRA as a Trusted Platform The 1st Virtual & Hybrid Business Expo in Indonesia That Has Been Held For 2 Decades

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Apr-Jun 2022

Should Entrepreneurs Wait Out the Pandemic or Forge Ahead?

T

he coronavirus pandemic is causing heavy financial losses across industries — but that doesn’t mean entrepreneurs need to hold back until the economy recovers.

reinvented themselves to survive, such as a tech business he knew of that managed the supply chain to restaurants.

“Restaurants go to zero, the business goes to zero,” he said.

“Don’t assume there’s not any money out there,” said Kathryn Stewart, founder and managing director of earlystage venture capital investment firm Cranbrook Capital.

“It kind of depends, but [the situation is] not all dire.”

But the company quickly switched to a direct-to-consumer model involving the delivery supply chain for groceries.

“In 60 days, they pivoted the business and raised a new round of $36 million in funding on the new business model,” he said. “They just decided, ‘You know what, I can’t wait this out.’”

She said some of the companies in her portfolio, primarily tech and software firms, “have had the best weeks and months they’ve ever had.”

According to Stewart, about $314 billion in early-stage VC funding is currently available, an amount she described as “great coffers.” While the number of deals has been declining, the amount of money per deal is not. This is a time when “you can get good resources at decent value,” she noted.

Stewart spoke during a recent Wharton panel discussion, “COVID-19 and Beyond: Entrepreneurship and Innovation in a Recession,” which was moderated by Wharton management professor Mauro Guillen. His book, 2030: How Today’s Biggest Trends Will Collide and Reshape the Future of Everything, is forthcoming in August.

Guillen asked panelist Michael Vaughan, former Venmo chief operating officer and now executive in residence at VC firm Oak HC/FT, about entrepreneurs who may be seeing a number of business opportunities right now. In such an uncertain and constantly changing environment, how should they evaluate and prioritize them?

Vaughan acknowledged that it’s tough to assess how much of the current environment is temporary, and that some companies will experience a permanent shift in how they do business. He shared how some firms have

Vaughan cautioned that this type of shift isn’t the best course for every startup. In his view, much depends upon a firm’s growth stage.

For the tech company he referenced, which he described as being at a later stage of funding, he said that waiting until they “got to the other side” could have been a death sentence if the economic crisis lasts too long, so their actions made sense. However, for a pre-launch company that has just raised a round of financing, for instance, Vaughan’s advice was, “Put your head down, build your product…. You see where the world is in 12 months when you launch, and then you go. It’s dangerous to start to react at that early stage.”

22 A Survival Technique: Business Partnerships Davis Smith is a serial entrepreneur who is founder and CEO of outdoor apparel and gear brand Cotopaxi.

He previously started Baby.com.br, an award-winning baby care online retailer in Brazil. Smith told how his company has adapted during the pandemic by forming partnerships. A relatively young company founded six years ago, Utah-based Cotopaxi has faced challenges this year as Americans cut back drastically on travel and on purchasing travelrelated items.

Smith described how he reached out to a local company that makes emergency kits and survival gear because its orders had been going through the roof. (“We just did our last year’s revenue in the past few weeks,” Smith quoted the other CEO as saying.) He initiated a deal that benefited both firms: The emergency-kit business would rent some of Cotopaxi’s unused warehouse space and employ some of Cotopaxi’s workers to pack and ship its flood of orders. Smith noted that a product collaboration between the two firms was also in the works.

A second collaboration involves the state government of Utah, Smith explained. In a public-private partnership, Cotopaxi is converting one of its factories that makes jackets into one that makes face masks in order to generate half a million masks for vulnerable populations. The company also sells masks directly to consumers.

Guillen asked Smith if he thought mask production would be a permanent diversification for the company. He answered, “I think [masks] are going to be part of our normal lives, for at least the rest of this year. So, this is likely going to become a product line that we’ll be doing at least for the foreseeable future.”

Smith agreed with Stewart that there are more funding opportunities out there than one might assume. “It’s a stressful time and businesses have been deeply impacted.

It’s also a time where, if you’re looking to be creative, you can oftentimes find ways to do something that maybe you never would have thought of.”

Guillen asked Smith if entrepreneurs who are seeing the demand for their consumer products falling because of the crisis should consider substantial price cuts. Smith said that the decision to slash prices is difficult to recover from and damages the brand. A better idea is to change the product mix. He gave the example of a popular Cotopaxi travel bag: “It’s been our hero product, but no one’s traveling anymore,” he said. Instead, the company is focusing on its hiking gear and day packs as people hit trails and take other brief expeditions closer to home.

Apr-Jun 2022

Guillen noted that in speaking with entrepreneurs and business owners in the past few months, he has noticed significant concern about receiving payment from other businesses along the supply chain. “[Business owners] are saying, ‘Yes, I can sell more, I can deliver more now during this crisis… but the challenge is going to be getting paid later.’”

Vaughan agreed. “I think in this unusual period of time, you’re going to have a lot of people having to make decisions of, ‘Do I do the right thing and support my clients not knowing if I’m going to get paid?’” He believes the pandemic will result in wider adoption of digital payments, digital invoicing and what he calls more creative financial solutions for business payments.

“It’s astonishing to see how much there is in delays and unpaid invoices just in normal times, not even now,” he said. “And if you think about ways to improve how people get paid, I think that’s one of the hopes for blockchain: building financial contracts where services get delivered or goods are provided and payment is automatically made when [they’re] delivered.”

Lucrative Sectors for Entrepreneurs The pandemic is presenting new or increased opportunities for entrepreneurs in certain sectors, according to Stewart. She discussed areas she said look promising now and speculated that they will remain viable beyond the pandemic. For example, there is a renewed spotlight on telemedicine. Stewart said one company in her portfolio, whose business was to improve medication adherence, was approached by Johns Hopkins University to help remotely monitor whether the institution’s front-line physicians and nurses were showing signs of COVID-19.

With the widespread necessity of remote work, other burgeoning areas include business intelligence software and cybersecurity, she said. Companies are boosting efforts to track and analyze employee productivity, and they also require increased firewall protection from hackers and viruses because employees are spread out over many locations. Stewart said that, based on the companies she comes in contact with, working remotely from home will “probably pretty much stay.”

An audience member asked the panel whether joining a startup was a smart idea for new business school graduates at this time. Smith and Vaughan said yes. “[Look at] the startups that came out of the last few crises,” Vaughan said. “Some of the biggest companies in the world happened in 2001 and 2002, and then in 2008 and 2009. It’s never a bad time to join startups.”

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Apr-Jun 2022

新冠疫情下的创业前景和企业决策：有挑战，就有机会

新

型冠状病毒的疫情正在给 各行各业造成严重的财务损 失，但这并不意味着企业家 们在经济完全复苏之前只能无所作 为。 风险投资公司克兰布鲁克资本 (Cranbrook capital)创始人兼董事总经 理史都华(Kathryn Stewart)说：“不 要以为外面没有钱……这要看情况而 定，但形势真的没有非常糟糕。” 她说，她投资组合中的一些公司，其中主要是科技和软件公司，“ 经历了有史以来最好的几周和几个月。” 据史都华称，目前有大约3140亿美元的早期阶段风投资金可用， 她称之为“大金库”。虽然投资交易的数量下降了，但每笔交易 的金额却没有变少。她认为这是一个“你可以以合理的估值获得 良好资源”的时期。 史都华是沃顿商学院最近举办的一次讨论会邀请的小组成员之 一。本次会议主题为：新冠疫情及之后：经济衰退中的创业和创 新”(COVID-19 and Beyond: Entrepreneurship and Innovation in a Recession)，由沃顿商学院管理学教授吉伦（Mauro Guillen） 主持。他的新作《2030：如今的大趋势将如何碰撞和重塑未来》 (2030: How Today’s Biggest Trends Will Collide and Reshape the Future of Everything)，将于8月出版。 吉伦向小组成员沃恩 (Michael Vaughan) 提问道，有很多企业家 在这波疫情中也看到许多商机。在这样一个不确定和变化的环境 中，他们应该如何评估和优先考虑这些机会？沃恩是Venmo公司的 前CEO，现在是风投公司oakhc/FT的高管。

沃恩承认，很难评估目前的环境有多大程度是暂时的，而一些公 司的经营方式将发生永久性的转变。他分享了一些企业是如何改 造自己以继续生存，比如他所知的一家管理餐厅供应链的科技企 业。目前的状况是，餐馆归零，生意归零。但该公司很快就转向 了直接面向消费者的模式，涉及食品杂货的配送供应链。他说：“ 在60天内，他们建立起了新的商业模式，并就此新模式获得了新 一轮3600万美元的融资。他们做出了非常迅速的决策和转变，‘你 知道吗，我们等不及了。’” 沃恩警告说，这种转变并不是每一家初创企业的最佳选择。在他 看来，很大程度上这将取决于公司的成长阶段。 他提到的这家科技公司，正处于融资的后期，如果经济危机持续 太久，等到他们“到达另一边”可能会被判死刑，因此他们的行动 是有道理的。然而，对于一家刚刚筹集到一轮融资的上市前公司 来说，沃恩的建议是，“埋下头，专心打造你的产品……12个月后 以你的新产品迎接这个新世界。在早期阶段就开始做出反应是很 危险的。”

寻找新的商业伙伴 戴维斯·史密斯(Davis Smith)是一位连续创业者，他在六年前在犹 他州创立了户外服装和装备品牌公司科托帕西(Cotopaxi)。他之 前就曾经在巴西创立了Baby.com.br，一家在巴西国内颇具声望 的婴儿护理产品在线零售商。史密斯讲述了他的公司是如何通过 建立合作伙伴关系来适应疫情发展的。由于美国人最近大幅削减 旅行和旅游相关物品采购，今年科托帕西公司的业务面临巨大挑 战。 史密斯描述了他是如何联系到当地一家生产急救箱和救生装备的 公司并展开了合作。该公司的订单一直在飞涨。他发起了一项对 两家公司都有利的交易：应急包业务公司将租用科托帕西一些闲 置的仓库空间，并雇用科托帕西的一些工人来打包和运送大量订 单。他援引另一位CEO的话说：“过去几周，我们已经实现了去

年整年的收入。”同时，两家公司的 产品合作目前也在紧密进行中。 史密斯表示，公司的第二项合作涉及 犹他州政府。科托帕希通过公私合 作，将旗下一家生产夹克的工厂改造 成生产面罩的工厂，以便为易感人群 生产50万个口罩。该公司还直接向消 费者销售口罩。 吉伦问史密斯，他是否认为面罩生产 将是公司永久性的多元化经营？他回 答说：“我认为面罩将成为我们正常生活的一部分，至少在今年 剩下的时间里是这样。因此，这很可能会成为我们至少在可预见 的未来都会继续采用的产品线。” 史密斯同意史都华的观点，认为目前这个时期有比人们想象的更 多的融资机会。“这是一个压力很大的时期，企业受到了深刻的 影响。但是同时，如果你想成为一个有创造力的人，你常常可以 找到一些方法去做一些你从未想过的事情。” 吉伦问史密斯，那些看到消费品需求因危机而下降的企业是否应 该考虑大幅降价？史密斯说，大幅降价的决定很难挽回，也会损 害品牌价值。更好的办法是改变产品结构。他举了一个曾经很受 欢迎的科托帕西旅行包的例子：“这是我们的爆款产品，但现在 没有人再旅行了。”取而代之的是，公司正专注于它的徒步旅行 装备和短途旅行包，因为人们会在离家较近的地方进行短途旅 行。 吉伦指出，在过去几个月与企业家的谈话中，他注意到人们对从 供货商那里获得回款有很大的担忧。“他们都在说，‘是的，我可 以卖出更多，在这场危机中我现在可以交付更多……但挑战将是 以后我要能得到回款。’” 沃恩同意这个忧虑：“我认为，在这个不寻常的时期，有很多人 不得不做出这样的决定：‘我是否做了正确的事情，支持我的客户 而不知道我是否会得到报酬？’他相信，这次疫情将导致数字支 付、数字发票以及更具创造性的商业支付金融解决方案得到更广 泛的采用。 他说：“即使在正常情况下，拖延货款和未付账单的数额之高都 会令人惊讶，更何况是目前这个情况。如果你希望改善人们的支 付效率，这就是区块链可以应用的希望场景之一：建立金融合 同，在那里交付服务或提供商品，并在交付后自动支付。”

充满机会的领域 史都华称，疫情的发生正在为某些行业的创业者带来新的或更多 的机会。她提到了一些在疫情之后仍旧可以继续发展的行业。例 如，远程医疗重新受到关注。她投资组合中的一家公司的业务是 提高药物依从性，约翰霍普金斯大学(Johns Hopkins University) 正在与该公司接洽，帮助他们远程监控该机构一线医生和护士是 否出现感染病毒的迹象。 她认为，随着远程工作的广泛需要，其他新兴领域包括商业智能 软件和网络安全也将受到关注。公司正在努力跟踪和分析员工的 工作效率，而且他们还需要加强防火墙保护，以防黑客和病毒入 侵，因为现在员工分布在许多地方。她表示，根据她所了解的公 司，在家远程工作的方式很可能会被长期保留。 一位听众问小组嘉宾，在这个时候加入一家新的创业公司对商学 院的新毕业生来说是否是一个明智的主意。史密斯和沃恩都回答 说是的。 沃恩说：“看看从最近几次大危机中走出的初创企业。“一些世 界上最大的公司创立于2001年和2002年，然后是2008年和2009 年。现在就是加入创业公司的大好时机。”

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Apr-Jun 2022

Annual General Meeting of Franchising & Licensing Association, Singapore

F

LA (Singapore) presented its 26th Executive Committee (EXCO) at the 28th Annual General Meeting, on the morning of 24th March 2022, at the very scenic Vineyard@HortPark. President Andrew Khoo will continue to lead FLA in this coming year, 2022, together with Office Bearers & EXCOs that represents key vertical industries.

FLA plans to organise country deep-dive workshops and overseas business matching trips to drive business leads in selected regional markets (markets are identified based on members’ interest and in alignment with Enterprise Singapore-ESG’s internationalisation plans). These are some of the differentiated activities and focus of FLA this coming year.

“It is apt to resume internationalisation events as most companies have stabilized and are ready for regional expansion; events are coming back to in-person format & international travels are resuming. We are looking at a busy year ahead. We have a full line-up of activities for FLA members this year. In addition to our regular franchise outreach webinars and training courses, we’ll be organising our 1st in- person country deep-dive workshop (featuring the China market – breaking barriers) at the end of April,” said Khoo.

To view full list of 26th Executive Committee Members: http://www.flasingapore.org/committee

新加坡特许经营兼许可协会 FLA, SINGAPORE 年会

F

LA于 2 0 2 2 年 3 月 2 4 日 上 午 在 环 境 优 美 的 Vineyard@HortPark举行的第28届年度会员大 会上介绍了其第 26届执行委员会(EXCO).在接 下来的 2022 年，理事长Andrew Khoo 将继续领导 FLA，与代表来自关键行业的委员一起并肩作战。FLA 计划组织国家深度研讨会和海外商业配对考察团，以 在选定的区域市场站稳脚跟，抓住商机.“随着大多 数公司已经从疫情阴影恢复过来，并准备进行区域扩 张，而且许多活动将恢复面对面的形式，国际旅行也 正在恢复，我们正在展望未来忙碌的一年.今年我们 为FLA会员准备了一系列活动.除了我们定期的特许经 营网线上络研讨会和培训课程外,我们还将在 4月底组 织我们的第一次面对面的国家深度研讨会（以中国市 场为特色）,”Khoo 说. 请查看第26届执行委员会成员的完整名单： http://www.flasingapore.org/committee

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Apr-Jun 2022

Real on-the-ground experience sharing by a restaurant franchisee based in China

I

didn’t have any work experience in the food and beverage industry before, but after I had some savings (spare money), I wanted to join a food franchise. I looked at more than 20 franchise brands back and forth, and among them, I investigated deeply into a dozen of them. Currently, I have joined two franchise brands. I must admit that I am not an expert in this area, but I would like to share my sentiments.

1. Franchising is a reliable business model.

Although there are black sheep (just like in other nations) franchisors in China, franchising is actually a very mature business model, and many well-known brands have embarked on franchising. One of the most well-known companies in the f&b world with a franchise model is Subway. It has the largest number of restaurants in the world, with more than 40,000 restaurants, more than McDonald’s in terms of the number of restaurants! Among the more than 40,000 stores, only 1 is a directly operated store, and the rest are franchise stores. And since 2013, McDonald’s has also officially opened up for franchising , starting in Shanghai.

I give these two examples to illustrate that joining a franchise is actually very safe and reliable. But in China, as in almost every country in the world that has franchising, some franchises are very unreliable. There are some companies that deceive people and cheat them of their money.

In reality, franchising requires a very high degree of standardization of the brand, such as having a unified visual image, unified design and construction, unified products, unified raw material supply chain, etc. There is also strict assessment on selection and an effective control mechanism of franchisees.

The franchise model itself is very reliable, but to me, this does not mean that all franchise brands are reliable.

Presently, in my own estimation, about more than 90% of the franchise brands in the market have not reached such a level, and a considerable number of brands have only opened two stores (the law in China stipulates that when a brand wants to begin to recruit franchisees, at least two directly operated stores must be opened beforehand).

They will publicize this, put advertisements on various franchise websites, do Baidu promotion...; and quickly collect franchise fees, sell a bunch of equipment and raw materials...; but they do not really care about the life and death of their franchisees. Subsequently, they will close shop, and then change to a new brand in a year or two to start to fool people again.

2. Suggestions for selecting a franchise brand.

Logically, the first item to address is how to choose a good brand. Speaking strictly from my own perspective, three conditions must be fulfilled: First, the franchise has to be established for more than 3

Apr-Jun 2022

years, and the brand has been recognized in the market (at least there are visible storefronts in various places); Second, the product mix has to be relatively rich, and there are efforts to introduce new products on a regular basis; Third, it has to suit me – my likes, my background, etc... Why is choosing a brand that has been around for at least three years important? Because this kind of brand would have generally accumulated experience and track record to a certain extent, therefore, the possibility of it going belly-up in the short term is relatively small. Brands with a richer product mix and faster new product changes will also have a relatively longer life cycle. A typical negative example is “Uncle Tetsu Cheesecake”. At that time, “Uncle Tetsu Cheesecake” was very popular when it first entered Shanghai (in 2013, the first store opened in Shanghai, Jiu-Guang Department Store, and in just one year, it has already opened in Shanghai, Chengdu, Ningbo, Beijing, Suzhou, Chongqing, Wuxi, Xi’an, Nanjing and other cities. The sales of the stores were hot, and long queues could be seen everywhere, even at 10:30 in the evening, there was still an endless stream. This playful “uncle” conquers consumers with his unique taste). The long, windy queues only lasted for half a year, and then it began to decline. The key reason is that it is a singleproduct concept, and only two or three types of cakes are available. Competitors quickly imitated, and eventually “Uncle Tetsu Cheesecake” abandoned by the market. On the positive side of things, it should be noted here that well-known franchise brands often meet the above two conditions of mine. The advantages of joining such brands are that they have a high degree of standardization, and their headquarters is able to provide reliable, strong support for franchisees. The disadvantages are relatively high material costs and a relatively longer return on investment cycle. Emerging brands, in comparison, are not so strong but may have relatively high gross profit. But then, the possibility of a rapid decline of this brand in the short term is also relatively high. So, to be on the safe side, I recommend choosing a well-known brand. Although the payback period for a strong brand may be relatively long, it will be recovered; verses a new brand which with bad luck, go on a quick decline, there will be no chance to recover the investment.

3. The importance of market research and profitability measurement.

After choosing a good brand, from the perspective of investment, the most important thing is to do a thorough market research and profit measurement (financial modelling based on different scenarios). Properly carried out, the probability of investment failure can be greatly reduced. It is prudent to also study the business situation of competitors (industry peers’ costs, gross profits, etc.),

27

which can help you have a better grasp of the actual business process. One tip is to ask them about the franchise fee and royalty they paid or are paying....This is mainly to analyze the composition of the investment amount and the gross profit of the product; another tip is to visit the different store sites, chat up the store manager and staff. This is mainly to understand the main customer group of the brand and the performance of stores in various locations. By understanding the revenue/turnover, staff strength, wages, rental and other operational situations, a lot of blind spots are avoided, and a reliable return-on-investment can be assessed.

4. Site selection is a core factor to success.

Let me put it this way, the location selection of a wellknown f&b brand will probably contribute about 70% to the performance, while for an emerging brand, it may be 80% or more. In other words, whether we can choose a store with a relatively reasonable rent and a high degree of match between the location and the brand’s core customer base is the key to determining whether the investment is successful. As for how to choose the location, my personal experience is experienced friends in the same industry have great insights, but a novice would not see the nuances.

5. The importance of operations.

If all the above steps are completed, the next most important thing is the actual operation of the store. Although the brand headquarters will provide initial training, followed by certain on-going support for the franchisee’s store, the rest of the day-by-day business operations really depends on its how the franchisee runs the operation. Franchisees are naturally best if they can do it themselves. But if they can’t roll up their sleeves to do it themselves, they should select a good store manager who is loyal to the franchisee and has sufficient f&b management experience. A very important experience is this: it is necessary to design a reasonable compensation incentive mechanism to firmly bind the good and effective store manager to me.

28

Apr-Jun 2022

分享餐饮特许经营之旅的实战经验

我

原先也没有餐饮行业的工作经历，后来有了 点闲钱之后就想做点餐饮加盟。有了这个想 法后，前前后后看了大概二十多个加盟品 牌，其中深入考察了十来个，目前加盟了两个。算不 上专家，只是稍微有一点感触。

要开设两家直营店），就开始开放加盟，在各种加盟 网站上投放广告、做百度推广，收了加盟费、卖了一 堆设备、原物料后就不管加盟商的死活，然后过一两 年再换新品牌重新忽悠人，这样的公司市场上比比皆 是。

1.特许经营是一种靠谱的商业模式。 虽然在国内却鱼龙混杂，但是加盟（特许经营）其实 是一种非常成熟的经营模式，许多有名的品牌也都开 放了特许经营。餐饮界采用特许经营模式最出名的公 司之一有赛百味。赛百味是全球餐厅数量最多的餐饮 连锁企业，共有4万多家，从餐厅数量上来看，比麦 当劳还要多！这4万多家店中，仅有1家是直营店，其 余都是加盟店。从2013年开始，麦当劳在上海地区也 正式开放了加盟。

2. 对于挑选加盟品牌的建议。

我举这两个例子是想说明，加盟本身其实是一件非 常靠谱的事。但在国内，就像世界上几乎所有拥有 特许经营品牌公司的国家一样，餐饮加盟有一部分 非常不靠谱。特许经营这个行业里混杂了一些以圈 钱为目的、忽悠人的品牌和企业。其实开放特许经 营对一个餐饮品牌的自身要求非常高，要求这个品 牌标准化程度非常高，如要有统一的视觉形象、 统一的设计和施工、统一v的产品、统一的原材料 供应链等等，以及要对加盟商有考核制约机制。 加盟本身是很靠谱的，但是这不能代表所有品牌都是 靠谱的，在挑选加盟品牌的时候，一定要擦亮双眼。 但以我自己的估计，目前市场上90%以上的加盟品牌 都没有修炼到这样的程度，相当一部分品牌仅仅在开 了两家店之后（法律规定，一个品牌开放加盟，至少

所以，加盟首要的是挑选一个好的品牌。从我个人的 喜好而言，我找加盟品牌要具备几个条件： 1. 成立已经有3年以上、品牌在市场上已经被认可的 (起码在各地有可见的店面); 2. 产品线比较丰富，新品更迭速度较快的； 3. 我自己比较喜欢的。 为什么要选成立三年以上的？因为这种品牌一般已经 积累到一定程度（即有业绩），短期内倒掉的可能性 相对较小。而产品线比较丰富、新品更迭速度较快的 品牌，生命周期会相对较长。 有个反面的典型就是“彻思叔叔”。当时“彻思叔 叔”刚进上海时火爆得一塌糊涂(2013年，第一家店 选择开在上海的久光百货，短短一年时间里，已经在 上海、成都、宁波、北京、苏州、重庆、无锡、西 安、南京等城市开出很多门店。门店销售火爆，处 处可见排队长龙，甚至到了晚上十点半，依然络绎 不绝。这位俏皮的“叔叔”以其独特的口感，一举征 服消费者们挑剔的味蕾)，天天排队爆满，但仅仅维 持了半年就开始大滑坡，关键原因就是产品太单一， 只靠两三款烘培蛋糕，结果很容易被竞争对手模仿， 到最后被市场抛弃。至于第三个条件，则纯粹是我的 个人喜好了。但这里要说明的是，满足以上条件的往

29

Apr-Jun 2022

往是知名品牌，这种品牌的优势在于标准化程度高、 总部对加盟商支持力度大，缺点则是物料成本较高、 投资回报周期相对较长。而新兴品牌则由于没那么强 势，毛利相对较高，如果选中了一个比较靠谱的公 司，投资回报周期会相对较快；但同样，这个品牌短 期内迅速衰落的可能性也比较大。所以保险起见，我 推荐选择知名品牌加盟，虽然投资回收期可能会相对 较长，但是肯定能收回来；如果运气不好选的新品牌 很快就衰落了，就连收回本的机会都没有了！

3．市场调研和盈利测算的重要性。 在选择好品牌之后，从投资的角度，最重要的是要做 市场调研和盈利测算(对不同场景进行财务建模)。如 果市场调研比较扎实、盈利测算做得比较准确的话， 可以极大降低投资失败的概率。根据同行经营状况预 估出成本、营业额，可以帮助你在实际经营过程中， 更好地把握经营方法。一个是问清楚加盟费(以及管 理费)，这个主要是问清楚投资金额的组成以及产品 的毛利；另外就是到店铺现场考察，找店经理和店员 聊天，这个主要是了解这个品牌的主要顾客群、各个 地段店铺的营业额、员工人数、工资、房租等运营的 情况，各地的店面都能互相交流的话，可以省太多事 儿了！这两步工作做完之后，基本上就可以自己做一 张投资测算表，通过这张表格就可以知道预估营业额 所对应的投资回报。

4.选址是核心中的核心。

5.运营的重要性。

正式加盟某个品牌之后，接下去最核心的就是选址。 这么说吧，一个知名品牌餐厅的选址对业绩的贡献 度大概会在70%左右，而对一个新兴品牌而言，选址 对业绩的贡献度则可能会达到80%甚至以上。也就是 说，我们能否选到一个租金相对较合理、位置和品牌 的顾客群匹配度较高的商铺，是决定投资是否成功的 关键。至于选址怎么选，我的体会是，主要靠有经验 的朋友帮忙，这里面的门道太复杂了，新手真拿不下 来。

如果以上步骤都已经完成了，那么接下去最重要的就 是店铺的运营。虽然品牌总部会为加盟店提供初步的 培训，然后对加盟商进行一定的长期持续支持，但这 个店铺营业额能做到什么程度，剩下的还是得靠自己 的运营。加盟商能够亲力亲为自然最好，如果做不到 亲力亲为，那就要精心得挑一个好的店经理，既对加 盟商忠心耿耿，又有比较丰富的餐饮管理经验。我的 体会是，要设计一套合理的薪酬激励机制，把高素质 店经理和自己牢牢绑定在一起。

Organiser

Co-Organisers

International Coffee & Tea Asia Cafe Asia • Sweets & Bakes Asia

Restaurant Asia

Gold Sponsor

Official Knowledge Partner

Official Drinks Sponsor

Strategic Partners

COA Lounge Sponsor

Sponsor

Strategic Media Partner

Apr-Jun 2022

F

ollowing the successful trailblazer editions of Restaurant Asia and International Coffee & Tea Asia, incorporating Café Asia and Sweets & Bakes Asia in the midst of the pandemic in 2021, the exhibitions will return from 19 - 21 May 2022 at the Sands Expo & Convention Centre, Hall E. You will find synergy brewing in every corner of the exhibitions – discover the latest in F&B ingredients, wine and spirits, coffee and tea, raw materials, finished products and more!

31

鉴

于2021亚洲餐厅和亚洲国际咖啡与茶大展的 成功开拓(哪怕当时疫情管控还比较严厉),该 展将于2022年5月19日至21日在金沙会展中 心E厅重复其成功的壮举.这次会另加Sweets & Bakes Asia展览.大家会发现展览的每个角落都在酝酿着协 同效应——最新的餐饮配料,葡萄酒和烈酒,咖啡和 茶,原材料,成品等等!2022年的展会将探讨餐饮概念 之间强大的新兴合作趋势,以及这种乘数效应如何对 餐饮行业产生积极影响. 通过这些展览,大家可以探 索全球舞台上正在发生的事情,并从世界各地餐厅,咖 啡馆和甜点领域的发展中吸取新知识与教训.

The 2022 shows will explore the powerful emerging trend of collaborations between dining concepts and how this multiplier effect has positively impacted the F&B industry.

Through these exhibitions, you can explore what is happening on the global stage and take lessons from developments around the world in the restaurant, café and desserts scene.

For sales enquiries, please contact: judy@cems.com.sg; florence@cems.com.sg; roberta@cems.com.sg For media enquiries: nalininaidu.therainmaker@gmail.com

We are connected internationally...

Our Strategic Partners: Australia George Georgiou

Greece (1)Sotiris Yanakakis

Britain Iain Martin

Greece (2)Kostas Sarris-Tzamtzis

Brazil Paulo Mauro

Hungary (Budapest) Tamas Milla

Cambodia Sim Hoy Chhoung Sim

India Srinivas Kona

Canada & Africa J Perry Maisonneuve

Indonesia (1)Feca Hanafi

Canada Steve Chui

Indonesia (2)Nancy Widjaja

Canada Andrae Marrocco

Italy Federico Fiorentini

China (North) Alex Xu

Japan (1)Jun Harada

China (Western) Eileen Lou

Japan (2)Joseph H. Shima

China (Shanghai) Joy Gou

Japan (3) Kotaro Kohata

China (Chengdu) Li Weishi

Korea (1) David Kwon

China (HK/Guangzhou/ Macau) Norman Cheung

Korea (2) Simon Yoo

China (Hong Kong) Karen Kwan

Lebanon Yasser Kouatly

Croatia Dr. Ljiljana Kukec

Lithuania Severin Zhilinskis

France Louis Malta-Bey

Finland Veli-Pekka Pihlainen

Germany Rolf G Kirst

Malaysia (1)Sest Nee Lim

Portugal (1)Jose Antonio Cavaco

Malaysia (2)Doris Wong

Portugal (2)Ana Martins Correia

Malaysia (3)Yau Sir Leng

Romania Constantin Anton

Mexico Ferenz Feher

Russia (1)Ekaterina Soyak

Middle East (1)Sary Hamway

Russia (2)Vasil Gazizulin

Middle East (2)Mukesh Viroomal

South Africa Vera Valasis

Mongolia Luvsantseren Davaadelger

Taiwan (1) Lin Ku Yeh

Myanmar (1)Ko Myo Niang

Taiwan (2)Yeoh Ewe Chean

Myanmar (2)Hannie Hay

Thailand Sethaphong Phadungpisuth

New Zealand David McCulloch

USA (1)William LeSante

Nigeria Oluseyi Adebayo-Olubi

USA (2)Mark Shieh

Pakistan M Naeem Younas

Vietnam (1)Adrian Leong

Philippines (1)Marvin Q. Da Silva

Vietnam (2)Dau Van Huan

Philippines (2)Henry Ong

More strategic partners, all with high integrity in other countries, will be recruited on an ongoing basis so as to serve our customers even better.

18 Latin American partners since May 2019

Asiawide Franchise Consultants’ Franchising Calendar of Events Note: All event dates and formats (physical or virtual) are subject to change due to the ongoing COVID19 situation

2 n d QUARTER 2022

3 r d Q U A RT E R 2022

APRIL

JULY

8-9 27-29 27-29

International Franchise Show London 2022

6-8

MIFB Hybrid Trade Fair 2022

Hong Kong International Licensing Show

14-16

Malaysia International Retail, Franchising & Licensing Fair (MIRF 2022)

London, United Kingdom - https://bit.ly/3dooPSa

Wan Chai, China, www.hktdc.com/hklicensingshow

19-21 24-28 28-30 18-21 18-21

AUGUST 5-7

MAY 6-8

Kuala Lumpur, Malaysia - mrca.org.my

Asian Licensing Show

Hong Kong, https://portal.hktdc.com/alc

MIFB Hybrid Trade Fair 2022

Kuala Lumpur, Malaysia - https://mifb.com.my

International Café & Beverage Show (ICBS) 2022

Kuala Lumpur, Malaysia - intl-cbs.com

Thaifex-Anuga Asia “The Hybrid Edition” 2022 CCFA China Franchise Expo

5-7

CCFA China Franchise Expo

25-28

Thailand Franchise & Business Opportunities 2022 (TFBO)

19-21

SEPTEMBER

Food + Beverage Indonesia 2022

5-8

FHA Food & Beverage 2022

International Indonesia Seafood and Meat Expo 2022

8-10

Franchise International Malaysia 2022 (FIM)

International Coffee & Tea Asia 2022

23-26

Taipei International Chain & Franchise Expo (TICFE) Autumn 2022

Jakarta, Indonesia, www.foodbeverageindonesia.com

Sands Expo & Convention Centre, Singapore www.intlcoffeetea-asia.com

Kuala Lumpur Malaysia https://myfim.my

Taipei, Taiwan - franchise.org.tw

4 t h Q U A RT E R 2022 OCTOBER

3-5

Franchise & Licensing Expo Indonesia 2022 (FLEI)

22-24

Speciality & Fine Food Asia 2022 (SFFA)

22-24

Restaurant | Pub | Bar Asia 2022 (RPB)

22-24

Singapore Expo, Singapore foodnhotelasia.com

Restaurant Asia 2022 / Sweets & Bakes

Sands Expo & Convention Centre, Singapore www.restaurantasia.com.sg

JUNE

22-24

Shanghai, China - chinafranchiseexpo.com

Bangkok, Thailand, thailandfranchising.com

Jakarta, Indonesia, https://iism-expo.com

19-21

The 20th International Franchise, License, and Business Concept Expo & Conference (IFRA) 2022 Jakarta, Indonesia, https://ifra-indonesia.com

Bangkok, Thailand - thailandfranchising.com Beijing, China - chinafranchiseexpo.com

Kuala Lumpur, Malaysia - https://mifb.com.my

Jakarta, Indonesia, www.franchise-expo.co.id Suntec, Singapore - speciality-asia.com

14-16

Franchise Asia Philippines 2022 (FAPHL)

20-22

International Franchise Show Korea 2022 (IFS)

27-29

Franchising & Licensing Asia 2022

Suntec, Singapore, www.rpb-asia.com

Speciality Coffee & Tea Asia 2022 (SCTA)

Suntec, Singapore - speciality-asia.com/scta/

Meat & Poultry Asia 2022 (MPA)

Maila, Philippines, https://www.franchiseasiaph.com Seoul, South Korea, www.ifskorea.co.kr Singapore, franchiselicenseasia.com

NOVEMBER 3-5

Vietnam International Retail & Franchise Show (VIETRF) 2022 HCMC, Vietnam, https://www.facebook.com/vietrfshow

Suntec, Singapore - speciality-asia.com/scta/

7-9

Saudi International Halal Expo 2022

9-12

SIAL InterFOOD 2022

Riyadh, Saudi Arabia - saudihalalexpo.com Jakarta, Indonesia - sialinterfood.com

Clarence Nah clarence@asiawidefranchise.com.sg M: 65-96227369

Benjamin Wong ben.wong@paloe.com.sg M: 98237403

At Island Fin Poke Company, it all begins with ohana – where family is our focus. We offer fresh food, sustainably sourced fish, house made sauces and over twenty five toppings. We are a fast-casual restaurant but we have service you can only compare to a five star sit down. These pillars; incredible food, remarkable service, and ohana, are the core values of Island Fin Poke Company.

• Recession and COVID-19 resilience • Low investment • Simple, scalable business model • High margins • No cooking, no chef • Limited labor needed • Small footprint • Healthy food op on • Mul -Unit and Area Representa ve opportuni es available

FOR MORE INFORMATION CONTACT

MARTIN HANCOCK

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ISL ANDFINP OKE.C OM/FRANCHISE