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Franchising usa The magazine for franchisees

VOL 06, ISSUE 9, july 2018

$5.95 www.franchisingusamagazine.com

special

mobile franchising feature

HealthSource is on a Healthy Growth Path

5 Secrets to

Crazy Franchise Success LATEST NEWS

Choosing the Right Franchise: What (and Who) to Ask

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Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 6, ISSUE 9, 2018 president: Colin Bradbury. colin@cgbpublishing.com

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f r o m t he p u bl i s he r & e d i t or

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

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COVER IMAGE: healthsource

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Welcome to the July issue of Franchising USA. Shopping around for the right franchise opportunity can be overwhelming, but attending a franchise expo can be a great place to start your search. We recently attended the International Franchise Expo held in New York and were pleased to see a great variety of franchise options. With over 400 hundred franchise opportunities mingling under one roof, we were able to make some great connections, learn more about some of the top proven opportunities, and welcome some new subscribers to our magazine. As the largest franchise expo in the country, we urge you to attend the IFE for the next round in 2019. But in the meantime, have a look at some of the other expos coming up in or near your city and take the time to explore what they have to offer because it might just get you one step closer to finding the right opportunity. On the Cover this month is HealthSource, America’s largest group of clinics specializing in holistic healthcare. As more and more Americans are increasingly moving toward natural and holistic ways of healing their bodies, HealthSource is well positioned to serve this growing demand. Turn to page 10 to learn more about the new holistic

direction in healthcare and find out why HealthSource is on a Healthy Growth Path. Our Special Feature this month is Mobile Franchising, with PIRTEK USA on the Feature Cover. Started in 2015, the industrial hose-replacement franchisor has since put 26 new locations on its map, with more to come in the near future. The brand is steadily climbing up Entrepreneur magazine’s Franchise 500® list, so be sure to read more about this quickly growing franchise and its strategies for continued success. Our Special Feature this issue also includes a Focus article on LEAKPRO, yet another mobile franchise opportunity that’s Poised for Unprecedented Growth Throughout the U.S. Find out more about this franchise that specializes in automotive water leaks, air leaks and wind noise repair, with Individual, Master and Regional Franchises currently available throughout the U.S. As always, we’ve included a variety of helpful Expert Advice from our Industry Experts, including 5 Secrets to Crazy Franchise Success from our long-time regular contributor George Knauf, and 4 Ways to Channel Your Entrepreneurial Spirit and Build a Thriving Franchise by Alejandra Font. There’s plenty more practical advice from other top industry experts that you don’t want to miss, so be sure to check them all out in this issue. Happy reading!

“Stop worrying about missed opportunities and start looking for new ones.” - I.M. Pei

The information and contents in this publication are believed by the publisher to be true, correct and accurate but no independent investigation has been undertaken. Accordingly the publisher does not represent or warrant that the information and contents are true, correct or accurate and recommends that each reader seek appropriate professional advice, guidance and direction before acting or relying on all information contained herein. Opinions expressed in the articles contained in this publication are not necessarily those of the publisher. The publication is sold subject to the terms and conditions that it shall not be copied in whole or part, resold, hired out, without the express permission of the publisher.

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contents

july 2018

On the Cover

10 Cover Story: HealthSource is on a Healthy Growth Path 12 Choosing the Right Franchise: What (and Who) to Ask

10

14 5 Secrets to Crazy Franchise Success 21 Special Mobile Franchising Feature

In Every Issue 6

What’s New! Announcements from the industry

21 Mobile Franchising Feature

12

49 Veterans Supplement - News and Information

for Veterans in Franchising

65 A-Z Franchise and Services Directory

Focus 46 The Interface Financial Group

14

Expert Advice 12 Choosing the Right Franchise: What (and Who) to Ask

Gwyn O’Kane, Vice President of Franchise Development, Miracle Method Surface Refinishing

14 5 Secrets to Crazy Franchise Success

George Knauf, Senior Franchise Business Advisor, FranChoice

18 4 Ways to Channel Your Entrepreneurial Spirit and

26 Franchising USA

Build a Thriving Franchise

Alejandra Font, Co-Founder, The Camp Transformation Center

62 Strategies for International Growth

Xinyu Zhang, CEO, Yang’s Braised Chicken Rice USA Group


Ask the Expert

32

44 How Do I Know When to Outsource Work?

Evan Hackel, CEO of Tortal Training and Founder of Ingage Consulting

Mobile Franchising Feature On the Cover 26 PIRTEK Establishes Itself as Major Force in U.S.

34

Franchising Market

32 Digital Marketing Tactics for Service-Area Businesses

& Mobile Franchises

34 Mobile Franchising: Bringing Value to Your Door 40 Successful Mobile Business Practices for Pet Lovers In Every Issue 22 Feature News

36

28 Feature Article Feature Focus 36 LEAKPRO Expert Advice 32 Digital Marketing Tactics for Service-Area Businesses

& Mobile Franchises

38

Josh Allen, Director of Marketing, Location3

34 Mobile Franchising: Bringing Value to Your Door

Christopher Conner, President, Franchise Marketing Systems

38 Stuck at a Crossroad? Three Pathways to a New

Target Market Tony Lamb, Founder, President and CEO; Kona Ice

40 Successful Mobile Business Practices for Pet Lovers

Leslie Barron and Amy Reed, Owners, Woofie’s LLC

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what’s new!

Rise Biscuits Donuts Signs Multi-Unit Franchise Deal to Bring Five Stores to Kansas City Described as a mixture of ‘old school, new school and our school,’ the Rise menu boasts unique biscuit creations and rotating

donut flavors, like Créme Brulee, Pineapple Basil, and Maple

Bacon. Since its conception in 2012, Rise has quickly grown to

include eighteen locations in eight states and has over 150 units in development across the U.S. Their innovative concept and

expansive growth earned the brand the #27 spot on Fast Casual’s ‘Top 100 Movers & Shakers’ list in 2016, and was also ranked as

one of ‘The Best Biscuits In The U.S.’ by Food & Wine Magazine. Rise Biscuits Donuts is partnered with Fransmart, the industryleading franchise development company behind household

brands like Five Guys Burgers & Fries and The Halal Guys, as The fast-growing Rise Biscuits Donuts has signed a multiunit franchise deal to bring five stores to the greater Kansas City area over the next five years. Franchisee Ryan Cook is actively scouting real estate options in Jackson, Platte, and Clay Counties in Missouri, and Johnson and Douglas Counties in Kansas.

its exclusive franchising partner to grow the brand. The concept is currently looking for experienced franchisees and qualified

investors to introduce the concept to major media markets across the country.

To learn more about franchising with Rise Biscuits Donuts, visit www.risebiscuitsdonuts.com.

HFC Continues Expansion with New Officers and Headquarters Office Home Franchise Concepts (HFC), the top-selling family of direct-to-consumer brands in the home improvement space, continues its expansion with the promotion of Faisal Khan, VP of technology, to the new position of chief information officer (CIO). The 22-year informational technology veteran will be instrumental to the next season of growth for the company’s Budget Blinds®, Tailored Living® and Concrete Craft® brands, all ranked at the top in their respective categories. A member of the HFC team since 2016, Khan will continue to manage all aspects of the company’s technology operations to help synergize investments across all brands and develop new business applications to support operations and continuous improvement. Earlier this year, HFC elevated Jonathan Thiessen from VP of franchise licensing to chief development officer (COO) to accelerate growth of the company’s portfolio of brands through brand development and acquisition. Under the leadership of CEO Shirin Behzadi, HFC supports more than 1,400 franchise territories in the U.S., Canada and

Franchising USA

Mexico. The company recently moved to a new, 38,094 squarefoot HFC Home Office and Franchise Support Center in Irvine, Calif., featuring expanded management offices, interactive product displays, and state-of-the-art training, education and support facilities. For 2018, HFC unveiled “Heart & Home,” a long-term commitment to transforming lives through ongoing national partnerships and local, community efforts. This included extensive employee volunteer programs and renewed partnerships with Working Wardrobes, Home for our Troops and Wounded Warriors Canada. For more information, visit www.homefranchiseconcepts.com.


FRANSMART Hires Michael D’Arezzo, Former VP of Franchise Development at CKE Restaurant The Global Franchise Development Professional Will Focus on Growing the World’s Next Great Chains Fransmart, the leading global franchise developer behind the explosive growth of The Halal Guys and Five Guys Burgers & Fries, has brought on industry veteran Michael D’Arezzo. As part of the Fransmart team, D’Arezzo will assist Fransmart’s Founder and President, Dan Rowe, in developing and growing the company’s existing portfolio of emerging restaurant brands. D’Arezzo brings with him more than 30 years of experience growing successful franchised brands like Carl’s Jr/ Hardee’s, Burger King, Mrs. Field’s, and Baskin Robbins to markets across the globe. “It is refreshing to represent a portfolio of

brands that are so greatly differentiated from the market’s current offerings and status quo,” says D’Arezzo. “I feel privileged to join Fransmart and its founders, and to play a part in growing the world’s next great chains. It’s the strongest portfolio of emerging concepts I’ve seen, all of which have strong ROIs and are highly desirable to any franchisee, developer, and investor looking for their next opportunity.” “To work with some of the best franchise restaurant brands, we need the top franchise development professionals, like Michael, on our team,” said Dan Rowe. “His global franchise development experience working with some of the

largest franchise restaurant brands in the world, and personal track record for aiding to their growth, is a gift to our portfolio and we are expecting great things from this addition.” For more information, visit www.fransmart.com.

Marco’s Pizza’s People Prove to Be an Unstoppable Force

and continue the development of others – including the 900th milestone, which opened April 6, aiding in the rebuilding of San Juan.

A Story of Resiliency, Collaboration, and Community Engagement Fuels Marco’s Pizza

“Marco’s Pizza is only as successful as the people behind the brand. What Edgardo and his team were able to accomplish is a true testament to the stellar group of individuals working to accelerate our success in becoming a premier community-oriented company,” said Tony Libardi, president of Marco’s Pizza. “Our leadership team has built a culture of accountability vital to our growth. As we move forward, we plan to enhance this culture and encourage collaboration, unity, and trust among our franchisees, employees, and guests. When everyone grows together, we become an unstoppable force.”

Marco’s Pizza has announced the opening of its 900th location in Bayamón Puerto Rico. Due to the tenacity, faith, and sheer determination to come together after the devastation of Hurricane Maria last year, the brand is persevering and bringing new business to the community as it rebuilds. As the island of Puerto Rico was left in a state of disaster, families and business owners like Marco’s Pizza franchisee, Edgardo Beniquez Santiago, created safe havens for the community offering food, shelter, and phones to contact loved ones, and even a place for families to keep cool. In time, Marco’s Pizza and the Puerto Rico team were able to reopen all six locations

Marco’s Pizza’s commitment to its people and authenticity will drive its long-term growth as the brand aims to have 1,500 locations open by 2020. For more information on Marco’s Pizza franchising opportunities, visit www.marcosfranchising.com.

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what’s new!

The Juice Shop Kitchen & Juicery Joins Forces with Fransmart to Franchise Nationwide

The Juice Shop Kitchen & Juicery recently signed with Fransmart, the industry’s leading developer of emerging restaurants, as its exclusive franchising partner to expand the brand nationwide. The Juice Shop currently operates six corporate-owned locations in New York City, Brooklyn, and Short Hills, NJ, with sights set on major media markets across the country. “We’re excited to join forces with The Juice Shop and help them expand nationwide. At a time when healthy fast casuals are exploding, The Juice Shop hits on all of the moment’s most sought-after items: salads, smoothies, acai bowls, and fresh juices. It’s truly the ‘best of’ healthy fast casual,” says Dan Rowe, President and CEO of Fransmart. “In addition to being attractive to consumers, The Juice Shop is ideal for franchisees looking for a concept that has over $1 million in average unit sales, average store size approximately 550-600 square feet, an inexpensive build out, lower cost conversions and higher franchisee returns on investment.” The Juice Shop was established in 2014 to provide customers with juices, smoothies and dishes that are equally as delicious as they are healthy. The energizing brand stands out from other healthfocused concepts with its expansive menu of vegan, vegetarian, gluten-free, and paleo options, including cold-pressed juices and cleanses, fresh smoothies, hearty salads, sweet and savory toasts, and breakfast, acai, kale, and poké bowls. Every item on The Juice Shop’s menu is creative, affordable, and most of all, healthy. Visit www.thejuiceshopny.com for more information.

ARTICHOKE BASILLE’S PIZZA IS BRINGING ITS SIGNATURE PIES & SLICES TO CONNECTICUT

Artichoke Basille’s Pizza, the nation’s largest and fastest growing authentic New York pizza concept, has signed a multi-unit franchise deal to bring its larger than life slices and whole pies to the Connecticut, namely the greater Hartford and New Haven areas. Franchisee Matthew Rusconi is looking to open the first location by year’s end and is actively scouting real estate opportunities in Hartford County, New Haven, Middletown, and Cromwell.

Franchising USA

The Connecticut stores join five units in development in New Jersey and Artichoke’s twelve current locations in New York City, Miami, and Berkeley, CA. Artichoke Basille’s Pizza, founded in 2008 by cousins and best friends Francis Garcia and Sal Basille, specializes in serving authentic New York slices in a fast casual setting, but without the conveyor belt oven. The brand’s iconic pies have been featured in The New York Post, CBS New York, The Tonight Show with Jay Leno, The

Rachael Ray Show, Late Night with Seth Meyers, and The Chew. Founders Garcia and Basille also had their own shows on The Cooking Channel - Pizza Cuz and Pizza Masters - which drew national attention for the brand and have helped poise Artichoke for continued national expansion. Artichoke Basille’s Pizza is exclusively partnered with industry-leading franchise development company, Fransmart, and is actively looking for experienced multiunit foodservice operators to develop franchises in major markets across the country. To learn more about Artichoke Basille’s Pizza, visit www.artichokepizza.com.


FirstLight Home Care Named to Forbes’ Best Franchise List

Valpak Announces Partnership with Susan G. Komen to Raise Donations for Breast Cancer Awareness Month

National non-medical home care provider recognized as one of the best franchises to buy FirstLight Home Care, an award-winning provider of nonmedical home care, has been named by Forbes as one of the best franchises to own in the United States. Forbes examined more than 3,200 different franchise brands to compile its list of America’s Best and Worst Franchises to Buy 2018. They used information gathered by the franchise industry research firm, FRANdata, which evaluates brands on criteria like support and stability for franchisees, demand, sustainability and value for investment. FirstLight Home Care ranked among the top 10 franchises to buy with an investment under $150,000, which they classify as a lowinvestment category. The company’s 29.9 percent five-year growth rate, far above any other home care franchise recognized, was a key reason for landing on the coveted list. “It’s an honor to receive this recognition from Forbes,” said Bill McPherson, executive director of franchise development for FirstLight Home Care. “We’ve spent a lot of time ensuring our business model is profitable and offers tremendous support for franchise owners. This recognition is a testament to the success of our franchises and demonstrates why we get high marks on franchisee satisfaction.” With more than 160 locations in 34 states, and another 60 in development, FirstLight Home Care is an emerging market leader in the burgeoning home care industry. With a midpoint initial investment level at just under $120,000, a FirstLight franchise makes a great business opportunity for those who are passionate about becoming entrepreneurs while contributing to their community. For more information, visit www.firstlighthomecare.com.

Valpak, North America’s trusted leading direct marketing company, announced its partnership with Susan G. Komen (Komen) throughout this year’s National Breast Cancer Awareness Month in October. The iconic Valpak Blue Envelope plans to go pink in support of the 1 in 8 women who will develop breast cancer at some point in her life, and the countless loved ones affected by the disease. With a mailing scheduled to arrive in their customers’ homes between October 1 and 29, Valpak is planning a two-tier level of partner inserts within the envelope. National businesses are encouraged to participate with co-branded Komen inserts with related offers, and local advertisers choosing to participate will be recognized in the envelope with a pink frame and the insignia pink Breast Cancer Awareness ribbon. Jennifer Glen, SVP of Sales and Partnerships for Valpak says, “ Valpak is excited to develop this powerful campaign alongside Susan G. Komen that will bring this important cause to nearly 36 million households and encourage donations from its over 40,000 loyal customers, all backed by a trusted brand.” The collaboration marks the first time Valpak has created a “Cause Month” envelope as “Valpak Goes Pink” and joins Komen in taking action and being “More Than Pink”. Valpak will donate at least $50,000 to Komen this year in addition to activating its local salesforce of over 600 reps to encourage donations and participation from its network of over 40,000 advertisers. For more information on the partnership, visit www.valpak.com/komen.

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cov er sto ry

H e a l t hS o u rc e

HealthSource is on a Healthy Growth Path Americans are increasingly moving toward natural and holistic ways of healing their bodies and away from prescription medications and invasive surgery. This was the finding of a 2017 study conducted by Grand View Research. HealthSource, America’s largest group of clinics specializing in holistic healthcare, has benefited from this change in

Franchising USA

consumer thinking. The organization finished 2017 strong, gaining 16,000 new patients in the fourth quarter alone, up 11%. Revenue was also up 16%. And now HealthSource is opening clinics faster than any point in time since its founding in 2006, with 50 projected in 2018. It also has forecasted strong growth for both new and existing clinics for the next five years. The research conducted reviewed consumer preferences and adoption rates for a variety of alternative treatments to address chronic pain. The consumer insight was combined with sales data of the Alternative & Complementary Medicine Market. Using this two-tiered approach, the researchers determined that more and more consumers are switching to

natural treatments. Overall, sales for these types of treatments are growing at a rate of 17.61% and will exceed $60.9 billion by 2025 according to the study. Complementary and Alternative Medicines (CAM) include treatments such as chiropractic, massage, progressive rehabilitation, acupuncture, yoga, magnetic intervention and nutritional supplements. These alternative health treatments are tracked by the National Center for Complementary and Integrative Health (NCCIH), which follows scientific research and consumer adoption on the diverse medical and health care systems, practices, and products that are not generally considered part of conventional medicine. Why are Americans choosing these treatment options more often? Part of the answer is greater consumer awareness. Poor outcomes with traditional medical treatment has prompted those experiencing chronic pain to research different


treatment options. Social media has become a leading source for information gathering, with feedback gained from not only those in the United States, but people from around the world who discovered better treatment solutions. Another reason for the growth is a change in government support. State medical boards in the U.S. are engaged in assuring that licensees implement CAM therapies as a safe and responsible medicine. Recently, the Federation of State Medical Boards formed a special committee to increase awareness of CAM therapies and devise greater regulation for practitioners who offer these treatments. One of the biggest reasons for the shift in the United States to holistic treatment options is a change in consumer sentiment around conventional medicine. Millennials as a group are less likely to go to a medical doctor to address back or neck pain. Their focus is on life balance – ensuring that they eat right, exercise right, and reserve the right amount of time in the day to decompress. Instead of surgery or taking pain medicine, they are opting for stretching, massage, yoga and chiropractic adjustments. This matches up with a National Public Radio survey that found 64% of millennials chose to address back pain through natural or alternative treatments. The opioid crisis has also fueled the movement to natural and holistic treatments for pain. Not only are consumers concerned about the over prescription of addictive pain medications, health organizations and political leaders are as well. States are modifying their workers’ compensation rules, prohibiting

surgery as the first option. Ohio just enacted the new regulation, along with restrictions on opioid prescriptions. Colorado, Minnesota and Washington already have restrictions on surgery as a first course of treatment, and other states are considering changing their workers’ compensation regulation as well. Dr. Chris Tomshack, CEO and founder of HealthSource, expects the changing consumer trends for non-invasive pain treatment to continue. “The opioid crisis has opened the eyes of many Americans that pills and surgery are not necessarily the best way to address pain,” said Tomshack. “Millennials in particular are leery of taking prescriptions, and prefer holistic and homeopathic treatments versus surgery and medications.” Entrepreneurs and businesses trying to meet the consumers demand for holistic health solutions are realizing success in the service sector. Health clinics are the fastest growing businesses in this segment, and include such services as massage, medical spa treatment, rehabilitation, chiropractic, acupuncture, orthotics, yoga and wellness programs, including weight and fitness centers. These types of businesses are expanding in all regions of the country. While much of this business segment is fragmented and defined by many small players, national brands and franchises are achieving strong market share growth. HealthSource is a leader in the holistic category with nearly 300 clinics in the United States. The concept requires a low initial investment and generates high margins. Tomshack’s goal is to grow HealthSource to 1,000 clinics over the next five years.

By increasing its nationwide foot-print, he believes HealthSource clinics can deliver better outcomes and savings for people suffering from all sorts of pain. The company’s system-wide revenue reached $125 million last year. HealthSource traditionally appealed to chiropractors, which make up about 90 percent of the owner base. This has changed as a result of the growth in holistic health services. The majority of new franchisees are business owners. And Healthsource has made it easy for these new type of owners to enter the industry. HealthSource’s support team handles much of the startup process, from site selection and clinic layout to marketing plans and employee training. The process is so automated that it’s gotten to the point where a truck filled with everything the franchisee needs can simply back up to a vanilla storefront and empty out a crew that will install everything, from light bulbs and electrical sockets to sinks. “We created a concept that automates the health treatment business, but maintains personalized patient care,” said Tomshack. “Every patient and every pain point is different. Nutritional supplements, massage, chiropractic, progressive rehabilitation, orthotics and other treatments complete the life-balance package today’s consumers expect, and deserve. This is the standard clinics must meet to succeed.” Learn more about the forecasted growth of holistic healthcare and HealthSource at hsfranchising.com.

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ex per t advice

Gwyn O’Kane, Vice President of Franchise Development, Miracle Method Surface Refinishing

Choosing the Right Franchise: What (and Who) to Ask

The franchise industry offers excellent opportunities for entrepreneurs seeking to go into business for themselves, but, with so many franchisors to choose from, how do you find the right one? It is important to know the right questions to ask. What kind of business do you want? Before signing on the dotted line, potential franchise owners need to ask themselves

Franchising USA

some very important questions. What kind of business do they want? Many potential franchisees do not want to buy a “job,” and they do not want a business that makes it difficult for them to take time off. They want a business they can work on instead of being stuck operating alone as a man/woman-in-a-van type of franchise or in a work-from-home franchise. In this case, it’s important to find a franchisor that can give them a business that can provide the lifestyle, freedom and financial reward they want. The best franchise entrepreneurs are those who want to be in business for themselves — but not by themselves. Franchise entrepreneurs embrace the support,

systems, processes and framework that come with joining a proven successful franchise business format. What market do you want to serve? Does the franchise offer a unique service? Sure, there is always a new way to present a pizza, but you must ask yourself if that market already saturated. What value proposition does the franchise offer?

How much does the franchise cost? What is the cost of entry for the franchise business model? Is it relatively low compared to other franchise opportunities and can it produce the revenue you want from your business? Do they offer veteran


“The best people to learn from about a franchise opportunity are those who own the franchises. Talking to someone who already bought into a franchise network can be highly educational.” business owners, current business owners and independent operators can benefit greatly from joining a franchise with a powerful marketing program. Instead of having to knock on doors to generate sales, the right franchise opportunity can start the phone ringing immediately.

What is your end game? All too often, new franchise owners are so focused on getting started in their new business that they do not consider their end game. At some point you may want to reap the rewards of a business whether you want to sell it for as much money as possible, have it managed for you and continue to produce income, or to leave a legacy for a family member. Does the franchise system help when you are ready to sell?

What does the internet say about them?

discounts on the franchise fee? Do you fully understand what it will cost to grow a successful business so you can plan for your financial goals? Ask the franchisor how they plan to support you in raising the capital to start and grow your new business. Partnering with the right franchisor can allow you to build businesses just as large and successful as those that cost much more.

How much marketing does the franchisor do? Ask yourself, do you want a business where you have to aggressively sell or would you prefer a business where marketing can make the phone ring. New

These days, due diligence about a franchise network begins on the internet. Research. Research. Research. Is the corporate website for the franchisor well-designed? Does it provide useful information? Check out social media platforms such as Facebook and LinkedIn to educate yourself about the public perceptions of the franchise. Investigate how the franchise is leveraging social media to help support their franchise owners.

a business relationship can be much like deciding to get married. It is one of the most important decisions of your life. Spend as much time together beforehand as you can to determine if you can really work together for the long term.

Who else should you talk to? The best people to learn from about a franchise opportunity are those who own the franchises. Talking to someone who already bought into a franchise network can be highly educational. Be sure to respect the time and willingness of a franchise owner to speak to you. They’re trying to make a living and are giving you time out of their own good will.

Last thoughts Check if the franchise system has been recognized for any industry awards that may speak to the quality of the brand or its success. Partnering with a successful franchise can provide the opportunity for financial success, but not all franchisors are created equally. The best franchises enable owners to enjoy an excellent lifestyle of financial security and an appropriate home/work balance. Gwyn O’Kane is Vice President of Franchise Development for Miracle Method Surface Refinishing, the nation’s largest bathroom and kitchen surface refinishing franchise with opportunities available nationwide. www.miraclemethod.com

Do they have a Discovery Day? To find out about a franchise network, it is important to meet with the leadership directly. A Discovery Day is the best opportunity for potential franchisees to directly learn about the people who will be supporting them. It’s important to meet in person, shake hands, and look a person in the eyes to learn about them. Entering

Gwyn O’Kane

Franchising USA

ex per t advice

Page 13


ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

5 Secrets to Crazy Franchise Success Every day I work with people that have had wild success in franchising as well as those that are totally new to business ownership. From my experiences and theirs I give you these 5 tips to keep in mind as you pursue success in franchising. Franchising USA

First: Know yourself The franchise you look at will be a very public offering, you will have many pages of paperwork to go over, people to talk to at the corporate office as well as franchisees that have gone before you. Verifying what the franchise offers is largely a checklist project. Interestingly for most people looking at franchises the part of the equation that gets overlooked is internal. You bring inherent ways of working and learned skills that combine and should inform you of what franchise you would fit into best. Before you contact your first franchise take out a pad of paper and write down everything

you know about yourself, what makes you tick and what the skills that you bring to the equation are. We call our version of this your “model�. As you look at franchises keep that model in mind. Do your work habits and skills fit the role of a franchisee in that system?

Second: Think like an owner, not a customer It is very common to approach a franchise search based on those consumer experiences we have had at restaurants, retail stores and with service businesses. Inevitably, the sum of the consumer experiences we have had only touched a small fraction of the franchise industry


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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

George Knauf

“Before you contact your first franchise take out a pad of paper and write down everything you know about yourself, what makes you tick and what the skills that you bring to the equation are.” and where we love to get dinner may not be where we would love to work. The role of the owner is very different from the role of the customer. Owners manage the team, work behind the scenes at both the highest levels and sometimes picking up the most menial duties in the operation. In some businesses the owner is on the front lines and on others they are semiabsentee or even absentee. Understand the role of the owner, their daily activities and lifestyle.

Third: Recognize strategic advantages Right now I know of one franchise that will fund roughly 75% of every unit you want to open and you won’t have to sign a personal guarantee for the funding! That is unheard of, but some people get stuck on whether or not they would be a customer. That doesn’t matter! They may not be the target market but there are plenty of people who would be! I also know of a major franchise company that is partnering with anyone that qualifies on a 50/50 basis and the cost to do that is essentially $Zero for business expenses; they just have to cover their household costs during start-up. Zero investment to own half a business and partner with a global company! How awesome is that?

Franchising USA

Few of the competitors for those brands offer these kinds of benefits. The companies with the deals are both proven and have great systems. Why to people go to the other companies? Hard to know, maybe great marketing campaigns, luck of the draw or nobody searched the deals out. There are brands out there that offer some sort of strategic advantage that could be a huge difference maker for you. Look for them, I know I do for my candidates.

Fourth: Follow the system you bought Simple, right? Must be the most obvious and straight forward success strategy that some people decide not to follow! Why would you investigate a proven concept and buy it only to decide you know better than they do? If you want to invent a system, go invent one. Franchising is built around the idea of not reinventing the wheel, using a proven system, growing faster and better than experimenting in an independent start up can offer. A proper full investigation should tell you up front if you agree with how they built the system, how they operate and if you should feel comfortable doing the work that the successful franchisees in that system do. If you go through that process and determine that you don’t like what they do or want to change it then that is

your sign to go another direction. Does that mean franchisees won’t have input? NO! Franchise input is important but learn their system first.

Fifth: GROW! “Crazy” success does not come from a single unit, territory or brand. I have the good fortune to work with a lot of truly crazy successful franchise owners and they are continuously looking for ways to grow. I get weekly calls from these high performers to talk strategy in their current brand and what to be looking for next. We watch the radar screen and let them know what is coming and where the top franchise operations executives are moving to. Crazy success is hard work, but the path to it is clear. What is your success story? Let’s go find it! George Knauf is a highly sought after, trusted advisor to many companies; Public, Independent and Franchised, of all sizes and in many markets. His 20 plus years of experience in both startup and mature business operations makes him uniquely qualified to advise individuals that have dreamed of going into business for themselves in order to gain more control, independence, time flexibility and to be able to earn in proportion to their real contribution. Contact the Franchising USA Expert George’s Hotline 703-424-2980. www.myperfectfranchise.com


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GRAB A PIECE OF THE PIE WITH THE FASTEST GROWING PIZZA CHAIN IN AMERICA! *

Visit LittleCaesars.com or Call (800) 553-5776 to learn more about exciting franchise opportunities. *Based on 2015 U.S. store growth. © 2017 LCE, Inc. 62622


ex per t advice

Alejandra Font, Co-Founder, The Camp Transformation Center

4 Ways to Channel Your Entrepreneurial Spirit

and Build a Thriving Franchise If you consider yourself an entrepreneur, you’re familiar with the overwhelming drive that it takes to succeed. But how do you harness this energy and ambition to turn this motivation into a legitimate, thriving business? Franchising USA

The reality of being an entrepreneur is that success may not happen on the first attempt (or even second or third). Taking your ideas from concept to reality can be a challenging process that requires much introspection and planning, and it can be very overwhelming to think about launching a business from the ground up. Here are four tips on channeling your entrepreneurial spirit to build a thriving franchise:

1

Choose the right partner

Choosing a business partner is a huge decision that can have disastrous

consequences if taken lightly. It’s important to select the right person that understands your business goals and complements your management style – and don’t underestimate the importance of a partner who supports your professional areas of expertise, and adds value to your business. Your partner should also have the same goals and work ethic that you do. At The Camp Transformation Center, when we first approached our now-business partner Sam, we weren’t worried about the intricacies of running a business because my husband and I have a business background, since we previously ran a sales company. Instead, we wanted


“Ultimately, to start a business that has the possibility of becoming a franchise, you need to believe in the business you are building.” is gradual perseverance. The saying “when one door opens another door closes” is a cliché, but true. When you’re an entrepreneur, you have to accept that things may not work out on the first try, and that’s okay. In fact, according to the Small Business Administration, only about half of new businesses survive five years or longer. What will make you succeed is continuing to harness that drive to keep going, even if the first time doesn’t work.

3

Create an inspiring mission

someone who had experience in the fitness industry who could then share their knowledge with us. By combining my husband Luis and my business expertise with Sam’s industry insight, we felt much more comfortable launching the concept. Although we did take a chance on Sam, we trusted our gut that our same entrepreneurial spirit was reflected in him. When he said he was going to do something, he acted on it, which is the same go-getter attitude that we have as entrepreneurs. Make sure that you get a sense of if your work ethic aligns with whomever you go into business with before making the partnership final.

2

Don’t get discouraged

My husband and I were directly affected by the 2009 recession - we had a sales business that really struggled during that time. An event like this can be devastating and discouraging. The thing to remember is that this event – an economic recession – was out of our control. A great characteristic to have as an entrepreneur

You can’t start a business without first establishing a clear vision and mission. Once this happens, the next step is to make sure to select franchisees, employees and staff that align with the vision of the company. When your employees and franchisees believe in the business concept, this helps the business to thrive long-term. Being in a fitness industry like ours where we focus on transforming both bodies and minds is fulfilling for everyone involved at all levels of the organization – from the corporate team to staff. When clients tell us how joining The Camp changed their life and health, it feels like a no-brainer that you want to be involved in something so special.

was unique and our clients felt such a connection to how we were different that they wanted to do this for themselves and started approaching us about opening their own locations. In fact, all of our non corporate-owned locations so far are owned by past clients that wanted to play a part in transforming other’s lives. Ultimately, to start a business that has the possibility of becoming a franchise, you need to believe in the business you are building. Starting a business takes an immense amount of time, work and most importantly, drive. If you eventually want to franchise the business, then you’ll have to convert your ideas into something that people can envision themselves getting involved in. That idea needs to become a concept that is replicable and relevant in other markets. Alejandra Font is the Co-Founder of Southern California-based The Camp Transformation Center, a fitness center franchise that aims at transforming the lives of its members through its six-week Challenge. thecampfranchise.com

4

Make your business stand out from the competition

Anyone can have a great idea. The challenging part is turning the idea into a franchise that can survive the test of time. To build a solid franchise system, you’ll need to have a concept that is different from what’s already available. For example, anyone can start a fitness concept. However, we created a unique business concept that people can grasp onto and adapt for themselves. When we first started The Camp, our original plan did not include franchising, but our idea

Alejandra Font

Franchising USA

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H e a l t hS o u rc e

treatment options. Social media has become a leading source for information gathering, with feedback gained from not only those in the United States, but people from around the world who discovered better treatment solutions. Another reason for the growth is a change in government support. State medical boards in the U.S. are engaged in assuring that licensees implement CAM therapies as a safe and responsible medicine. Recently, the Federation of State Medical Boards formed a special committee to increase awareness of CAM therapies and devise greater regulation for practitioners who offer these treatments.

HealthSource IS ON A HEALTHY GROWTH PATH Americans are increasingly moving toward natural and holistic ways of healing their bodies and away from prescription medications and invasive surgery. This was the finding of a 2017 study conducted by Grand View Research. HealthSource, America’s largest group of clinics specializing in holistic healthcare, has benefited from this change in

consumer thinking. The organization finished 2017 strong, gaining 16,000 new patients in the fourth quarter alone, up 11%. Revenue was also up 16%. And now HealthSource is opening clinics faster than any point in time since its founding in 2006, with 50 projected in 2018. It also has forecasted strong growth for both new and existing clinics for the next five years. The research conducted reviewed consumer preferences and adoption rates for a variety of alternative treatments to address chronic pain. The consumer insight was combined with sales data of the Alternative & Complementary Medicine Market. Using this two-tiered approach, the researchers determined that more and more consumers are switching to

natural treatments. Overall, sales for these types of treatments are growing at a rate of 17.61% and will exceed $60.9 billion by 2025 according to the study. Complementary and Alternative Medicines (CAM) include treatments such as chiropractic, massage, progressive rehabilitation, acupuncture, yoga, magnetic intervention and nutritional supplements. These alternative health treatments are tracked by the National Center for Complementary and Integrative Health (NCCIH), which follows scientific research and consumer adoption on the diverse medical and health care systems, practices, and products that are not generally considered part of conventional medicine. Why are Americans choosing these treatment options more often? Part of the answer is greater consumer awareness. Poor outcomes with traditional medical treatment has prompted those experiencing chronic pain to research different

One of the biggest reasons for the shift in the United States to holistic treatment options is a change in consumer sentiment around conventional medicine. Millennials as a group are less likely to go to a medical doctor to address back or neck pain. Their focus is on life balance – ensuring that they eat right, exercise right, and reserve the right amount of time in the day to decompress. Instead of surgery or taking pain medicine, they are opting for stretching, massage, yoga and chiropractic adjustments. This matches up with a National Public Radio survey that found 64% of millennials chose to address back pain through natural or alternative treatments. The opioid crisis has also fueled the movement to natural and holistic treatments for pain. Not only are consumers concerned about the over prescription of addictive pain medications, health organizations and political leaders are as well. States are modifying their workers’ compensation rules, prohibiting

surgery as the first option. Ohio just enacted the new regulation, along with restrictions on opioid prescriptions. Colorado, Minnesota and Washington already have restrictions on surgery as a first course of treatment, and other states are considering changing their workers’ compensation regulation as well.

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By increasing its nationwide foot-print, he believes HealthSource clinics can deliver better outcomes and savings for people suffering from all sorts of pain. The company’s system-wide revenue reached $125 million last year.

Franchising USA

Dr. Chris Tomshack, CEO and founder of HealthSource, expects the changing consumer trends for non-invasive pain treatment to continue. “The opioid crisis has opened the eyes of many Americans that pills and surgery are not necessarily the best way to address pain,” said Tomshack. “Millennials in particular are T H prescriptions, E M A G and A Zprefer INE leery of taking holistic and homeopathic treatments versus surgery and medications.”

HealthSource traditionally appealed to chiropractors, which make up about 90 percent of the owner base. This has changed as a result of the growth in holistic health services. The majority of new franchisees are business owners. And Healthsource has made it easy for these new type of owners to enter the industry. HealthSource’s support team handles VOL 06, ISSUE 9, JULY 2018 F much O Rof F A N process, CHIS EE theRstartup from siteS selection and clinic layout to marketing $5.95 www.franchisingusamagazine.com plans and employee training.

Entrepreneurs and businesses trying to meet the consumers demand for holistic SPECIAL health solutions are realizing success in the service sector. Health clinics are the fastest growing businesses in this segment, and include such services as massage, medical spa treatment, rehabilitation, FEATURE chiropractic, acupuncture, orthotics, yoga and wellness programs, including weight and fitness centers.

The process is so automated that it’s gotten to the point where a truck filled with everything the franchisee needs can simply back up to a vanilla storefront and empty out a crew that will install everything, from light bulbs and electrical sockets to sinks.

MOBILE FRANCHISING

These types of businesses are expanding in all regions of the country. While much of this business segment is fragmented and defined by many small players, national brands and franchises are achieving strong market share growth. HealthSource is a leader in the holistic category with nearly 300 clinics in the United States. The concept requires a low initial investment and generates high margins.

“We created a concept that automates the health treatment business, but maintains personalized patient care,” said Tomshack. “Every patient and every pain point is different. Nutritional supplements, massage, chiropractic, progressive rehabilitation, orthotics and other treatments complete the life-balance package today’s consumers expect, and deserve. This is the standard clinics must meet to succeed.”

HealthSource IS ON A HEALTHY GROWTH PATH

Tomshack’s goal is to grow HealthSource to 1,000 clinics over the next five years.

Franchising USA

Learn more about the forecasted growth of holistic healthcare and HealthSource at hsfranchising.com.

Franchising USA

5 SECRETS TO

CRAZY FRANCHISE SUCCESS LATEST NEWS

CHOOSING THE RIGHT FRANCHISE: WHAT (AND WHO) TO ASK

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE Business Franchise Australia and New Zealand 1

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FranchisingFeature mobile

Digital Marketing Tactics for Service-Area Businesses & Mobile Franchises

Mobile Franchising:

Bringing Value to Your Door

j u ly 2 0 1 8

pirtek

Establishes Itself as Major Force in U.S. Franchising Market

Successful Mobile Business Practices for Pet Lovers


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what’s new!

1-800 PLUMBER Currently Looking for Franchisees Throughout the United States

1-800 PLUMBER is proud to announce that they are currently offering franchise opportunities to qualified candidates throughout the United States. Qualified applicants who are awarded the opportunity to own and operate a franchise will be provided with an exceptional business model, extensive training, and consistent, ongoing support from senior management. 1-800-PLUMBER provides plumbing service and repair for residential and commercial customers. Although each 1-800-PLUMBER location may very slightly, the overall services will be similar. Each location will focus to provide all plumbing services the customer may require. This may include sewer and drain cleaning/replacements, faucet and fixture repair/replacements, water heater repair/ replacements, and water piping repair/

replacements. 1-800-PLUMBER also provides 24 hour emergency service for its customer at no additional charge. Plumbing is not something someone is willing to go without. As our population continues to increase so does the demand for plumbing. The plumbing industry is now generating almost $120 billion a year. Another interesting fact, is that no one company has more than 1% of the market. The demand is obvious, however, the question is how are companies differentiating themselves among its competitors. In addition to providing Plumbing service, many locations may also offer HVAC services. HVAC services is to include all service and replacement of HVAC systems. The HVAC services are offered within the 1-800-PLUMBER system with the same quality and integrity as the plumbing services. There is a huge advantage of

new TruBlue Total House Care Franchise Opens in Allen When Daniel Lecuona was looking for a new business opportunity, he knew it had to be something that spoke to him personally and that provided a needed a service to the community. Now he’s excited to announce the launch of his new, local franchise, TruBlue Total House Care of Allen. TruBlue offers handyman services, house cleaning services, emergency repairs, seasonal projects, yard/lawn care, a home watch program, a senior accessibility program and more. TruBlue is a great option for busy families and seniors who want the comforts of their own home without worrying about property maintenance. TruBlue also works with homeowners, realtors and rental property

Franchising USA

coupling Plumbing with HVAC services as these industries are extremely complimentary towards each other. For more information, please visit www.1800plumberfranchising.com. owners who need to get homes move-in ready and keep them maintained and has a commercial services for business clients. TruBlue Total House Care of Allen serves McKinney, Princeton, Anna, Blue Bridge and the surrounding areas. “TruBlue is a small franchise, but they’ve had consistent growth over the years, they have a series of tools and systems to help me build the business, and they have a corporate team that is truly committed to the success of their franchisees. I’m excited to be the newest member of the TruBlue team,” Lecuona said. “TruBlue can be a game changer for families and seniors who want to enjoy their homes without the maintenance hassles.” All TruBlue franchises are fully insured and bonded and all employees are background checked. To learn more about TruBlue Total House Care of Allen, visit TruBlueAllen.com.


Mosquito Squad Expands Services to Southeast Asia

First Master Licensee to Launch Operations in Indonesia Mosquito Squad, the largest and most trusted mosquito and tick control franchise in North America, announced it has signed a master license agreement for Indonesia. After the first international launch of Mosquito Squad in East Africa, the pest

control franchise recognized a larger need for global expansion with efforts focused on combating dangerous mosquito-borne illnesses. The master licensee, Pt. Multi Niaga Harvest, led by Cecilia Wirawan with support and assistance from her husband, Louis Mahadi, will spearhead

initial operations in the region, starting with the island of Java near the capital Jakarta. With a dense, tropical climate and forested land inhabiting the country, Indonesia suffers a great deal of insect-borne illnesses and is in urgent need of resultsdriven efforts that can eliminate the spread of mosquitoes throughout the country. Cecilia Wirawan and Louis Mahadi know firsthand the life-threatening impact of mosquito-borne diseases. Cecilia suffered dengue fever three times, Louis twice, and they have watched one of their sons suffer from dengue as well. With more than 15 years of entrepreneurial experience, the couple looks forward to bringing change to communities across Indonesia and growing Mosquito Squad’s presence in Southeast Asia. Mosquito Squad currently has more than 240 franchise locations in the United States and specializes in eliminating mosquitoes and ticks from outdoor living spaces, allowing Americans to enjoy their yards, outdoor living spaces, special events and green spaces. www.mosquitosquad.com

Tint World® Announces New Partnership with Windshield Protection Manufacturer Alchemy Tint World® Automotive Styling Centers™, a leading auto accessory and window tinting franchise, has teamed up with Alchemy, manufacturers of a breakthrough windshield-protection application based on cutting-edge nanotechnology, to provide even more options for protecting automotive windshields from debris. “Alchemy’s ExoShield is at a whole new level for windshield film,” said Charles Bonfiglio, CEO of Tint World®. “The company’s state-of-the-art technology makes ExoShield easy to apply and

durable, and it protects your windshield better than any other product that’s out there. This is a really important addition to Tint World®’s offerings that will keep our customers safe and save them money in the long run.” As vehicles become more technologically advanced, windshield replacements are becoming more costly, sometimes costing more than $1,500. Alchemy’s windshield protection both blocks UV rays and protects a windshield from damage caused by debris. Tint World® continues to expand its

products and services, which include both on-site and mobile services. This provides customers more options, allowing them to go onsite for installation or have a Tint World® representative come to them. For more information about Tint World® and to find out about franchise opportunities in your area, please visit www.tintworldfranchise.com.

Franchising USA

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what’s new!

Frozen Yogurt Robots Invade the International Franchise Expo in NYC

PROSE Designed With Needs of Franchisees, Rapid Growth In Mind

PROSE, the healthy and enriching hand and foot care brand, is partnering with Zenoti to power its innovative, mobile-first guest experience. Combining the demand for froyo and ice cream with high technology and robotics, Reis and Irvy’s frozen yogurt robots are proving to be a huge hit! The brand recently attended the International Franchise Expo held in New York, where attendees had the opportunity to see the all-new frozen yogurt robot in action and sample some frozen treats. Launched in 2016, Reis & Irvy’s have sold 250 franchises to date and pre-sold over 1,100 robots hitting the market in June.A turnkey opportunity- Reis and Irvy’s provides locations for the robots in high-traffic areas such as amusement parks, movie theatres & hospitals, malls and tourist attractions. Because the robots are self-contained, no bricks, no employees, no significant rents and practically labor free, the Reis and Irvy’s frozen yogurt robots are well poised to disrupt brick and mortar frozen yogurt concepts. With its small footprint and big theatrics, the Reis & Irvy’s Froyo Robot captures and captivates consumers with its on-site convenience and playful, robotic delivery of delicious frozen confections. Reis & Irvy’s units are capable of delivering frozen yogurt, ice cream, gelato, acai, frozen ice and custard with toppings within 60 seconds or less. Franchisees can own their own Froyo Robot delivering frozen creations to customers everywhere to build their own froyo enterprise. The streamlined economy of the Reis & Irvy’s franchise model is equally matched by the compact selfsufficiency of the machine itself, making it a practical business choice for any enterprising operator For more information, visit www.reisandirvys.com.

Franchising USA

Founded in late 2017 by former Massage Envy President and CEO David Crisalli, PROSE now operates two boutiques in Arizona. A wellness industry leader, Crisalli plans to replicate his past success by thoughtfully growing the business through franchising. PROSE was designed with franchisees at the center of the leadership model, so the company’s technology platform required rapid scaling and franchise growth support while simultaneously creating a mobile-first, elevated guest experience. “We set out to reinvent the hand and foot experience, and a big part of that focused on technology to simplify the process. Zenoti was the clear choice as the technology partner PROSE needed to bring the brand to life,” said Crisalli. When guests arrive at PROSE, their experience is mobile from check-in to checkout. PROSE curators move freely through the boutique using iPads to check guests in, create guest invoices and process their payments during checkout. Guests have ondemand access to the brand with a mobile app and online booking capabilities. PROSE also offers a membership program to its guests. Zenoti creates personalized experiences for members that touch every aspect of their visit, including check-ins, checkouts, payments and more. “We’re thrilled to partner with PROSE to provide the technology foundation they need to make their mobile-first, elevated customer experience a reality,” said Sudheer Koneru, CEO at Zenoti. To learn more about PROSE, visit www.myprose.com. To learn more about Zenoti, visit www.zenoti.com.


Andy’s Sprinkler, sprinklerdrainage.com, is pleased to announce franchising opportunities for aspiring entrepreneurs and water/landscaping/lighting enthusiasts. With more than 20 years of experience in the sprinkler repair industry, Andy’s Sprinkler is proud to be one of Texas’ leading sprinkler repair contractors, helping homeowners and commercial property owners solve their sprinkler problems in many areas of Texas – now they are looking to expand nationwide. Andy’s Sprinkler’s franchisee will obtain knowledge in sprinklers and sprinkler system repair. In addition to their sprinkler repair services, they also specialize in sprinkler system tune ups, sprinkler system maintenance, sprinkler system reroutes, rain/freeze climate sensor additions, and much more Other services include: fixing/replacing leaking or broken sprinkler heads, repairing broken sprinkler valves, cleaning and repairing clogged nozzles, replacing and repairing spliced or damaged wires, repairing or replacing broken pipes, capping off sprinkler heads, adjusting poor spray patterns and wasted water, stopping running water that won’t stop running and wire/valve location.

As part of Andy’s Sprinkler services, their irrigation specialists implement drip irrigation systems to ensure plants, trees, flowers, and foliage get proper watering directly to the roots. Drip irrigation systems are a smart investment for homeowners. These systems are more efficient than traditional sprinkler systems. Total Franchise Costs start at $106,900. For more information, please visit www.andysfranchise.com.

New PIRTEK Norfolk Owner to Grow Presence and Seek Additional Business From Military, Seaports, Airports PIRTEK Norfolk is under new ownership. Jeff Ohstrom, who has a distinguished career working in corporate America for many years, made the decision recently to step out and become a business owner.

hose fails on a piece of equipment – idling manufacturing or construction operations – a PIRTEK technician arrives on site to make the repair and get things running again.

“I found PIRTEK to be very appealing because it’s business-to-business, and I was impressed with the 24/7/365 service that PIRTEK provides its clients,” Ohstrom said. “In addition, there’s a good market in Norfolk – it’s a prime location, a good opportunity for growth.”

After serving in the U.S. Army for eight years, Ohstrom worked for some multinational companies, the last one for 27 years. He considered starting up a new PIRTEK franchise but found out that the Norfolk Service & Supply Center was available. “I liked the fact that it was already up and running,” he said.

PIRTEK Norfolk serves a broad base of clients that includes military, seaport and airports. Ohstrom will seek growth by providing excellent service to customers in the Norfolk area. When a hydraulic

The PIRTEK franchise has been at 5760 Northampton Blvd, #104, Virginia Beach, VA, for about 10 years. The new owner said he is excited about expanding the

business. “I’m really looking forward to getting involved in the community and meeting our customers. We have a great team in place, and we want to be the ones our clients trust most.” There are 75 PIRTEK franchises and a fleet of Mobile Service Vehicles throughout the United States. For additional information about PIRTEK USA, visit www.pirtekusa.com.

Franchising USA

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Andy’s Sprinkler, Drainage & Lighting Now Offering Franchising Opportunities


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Cover Story: PIRTEK

pirtek

Establishes Itself as Major Force in U.S. Franchising Market Franchising can be a great way to own and operate a business. Owners bypass many of the difficulties they’d normally entail starting a new enterprise from the ground up. And for many, the price is right. As a major franchiser, PIRTEK USA has enjoyed explosive growth across the country in recent years. Since the beginning of 2015, the industrial hosereplacement franchiser has put 26 new

locations on its map, with more to come in the near future. “It’s been an exciting time for PIRTEK in the United States,” said Glenn Duncan, PIRTEK CEO. “We offer a service that many industries need and we’re tapping into that need, aggressively. Our business strategies are paying off and we’re seeing widespread success as a result.” Case in point: The company’s climb in Entrepreneur magazine’s Franchise 500® list has been meteoric over the past few years. In 2015, PIRTEK’s rank was a modest No. 422. But by January 2018, the company had broken into the prestigious top 100 at No. 78 and is showing no signs of slowing its pace. PIRTEK is the only company of its kind.

When a piece of hydraulic or pneumatic equipment blows a hose, technicians are available day or night to replace it onsite from a Mobile Services Vehicle. There are 75 franchises throughout the United States. Globally, PIRTEK has more than 400 locations and 2,000 Mobile Service Vehicles in 23 countries.

The Tier 2 model The company’s success has been multifaceted, the result of several innovative programs and initiatives launched in recent years. One factor in the recent growth of PIRTEK has been the eminently successful Tier 2 program, which allows ownership at a lower point of entry. Under the Tier 2 “mobile only” model of franchise ownership, a person can start a PIRTEK franchise quickly. A Tier 2 franchisee can keep all the inventory in a storage facility or warehouse and lease

“When a piece of hydraulic or pneumatic equipment blows a hose, technicians are available day or night to replace it onsite from a Mobile Services Vehicle.” Franchising USA


Todd Miceli, who launched PIRTEK Salt Lake City a year ago, is one of the newer PIRTEK owners enjoying strong success.

two Mobile Service Vehicles. The Tier 2 locations are then expected to upgrade to Tier 1 within three years with a complete Service & Supply Center. So far, the response has been dramatic. And while the program has attracted new franchise owners into the fold, these newcomers aren’t the only ones drawn to the Tier 2 model. Existing PIRTEK owners have also availed themselves of the program, setting up Tier 2 locations as a means of expanding their territories. “Tier 2 makes franchise ownership more accessible to a larger group,” said Dan Ferretti, owner of PIRTEK Space Coast in Rockledge, FL, (a Tier 1) who opened a Tier 2 in Daytona last year. “It also enables existing owners to own multiple franchises – we wanted to take advantage of that benefit.”

Moving to Tier 1 status In some cases, the growth of Tier 2 franchises has been so robust that owners are able to put their businesses on a fast track to becoming full Tier 1 locations: for example, Oliver Romano, owner of PIRTEK Grand Rapids in Grand Rapids, MI. Romano set up his Tier 2 after working for years as an employee at several Detroit-area PIRTEK locations. The success of the PIRTEK centers in Detroit prompted Romano to start his Grand Rapids “mobile only” franchise in March 2017. Business took off for him, promptly: In just a year, he upgraded to a Tier 1 location with a Service & Supply Center – a full two years ahead of schedule. “My customers wanted a physical location, so I set it up,” Romano

John and Alison Abercrombie moved from Australia to start up PIRTEK Gulfgate, a thriving Service & Supply Center.

said. “Having a store, a physical location helps develop the brand.”

Newer PIRTEK owners enjoy success Many of PIRTEK’s successes have come from newer franchises in the network. An example of this is PIRTEK Salt Lake City, which opened in July 2017 and has surpassed many older franchises in yearto-date sales during 2018. Owner Todd Miceli credits the national brand and the practice of following through on sound company principles. “Being part of a national franchise gives us an extra-long customer reach, especially with national contractors and rental companies,” said Todd Miceli, owner of PIRTEK Salt Lake City. “On top of that, we’re also careful to perform all the dayto-day activities that are foundational to a successful business. Thankfully, it’s been working for us.” Another newer location posting record months among the PIRTEK centers is PIRTEK Gulfgate in Houston. John and Alison Abercrombie, who moved to Houston from Australia, opened their Service & Supply Center in December 2015. The Abercrombies had studied the market carefully before deciding on a PIRTEK in Houston, which they considered a strong location. That research has paid off for them, along with their emphasis on building customer relationships. “Our success has largely been a result of a focus on customer service: We go above and beyond for our customers and this has built long-term, mutually beneficial

relationships,” John Abercrombie said. “We also look after our staff; we recognize that without them we don’t have a business.” The Abercrombies’ success has led to the opening of a second Houston location – a Tier 2 “mobile only” – to expand their existing reach.

National accounts PIRTEK’s plan for continued success hinges in part on a national sales strategy. With the prolific growth of locations around the United States, the PIRTEK sales team has been working with companies that have a nationwide scope. “They have a need for a hose provider that can reach their respective locations,” said Mike Kopatich, PIRTEK national sales manager. “Now that our footprint has grown, we’re able to pursue those customers.” Many of those companies have locations scattered around the country, often in the same areas as PIRTEK centers – a major plus for the hose-replacement service. “We’re in most metro areas now and have multiple locations in many areas,” Kopatich said. “We’ve done a good job of putting people in the right places.” In addition to generating revenue, national accounts also have the benefit of attracting new franchise owners. “Having these national accounts is beneficial to our selling franchises,” Kopatich said. “People have more interest when they see that we already have established work in an area. It’s a big motivator to join our team.” www.pirtekusa.com

Franchising USA

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Featu re

b y G i n a G i l l Fr a n c h i s i n g U S A

Mobile

FRANCHISING FEATURE Mobile franchising may seem like a low scale business idea, but it’s currently on the rise. With the ability to easily work from home, people are opting for a mobile franchise that can be conducive to the home office lifestyle. A mobile franchise is exactly what it sounds like; a business on wheels that usually goes to homes or offices to provide a service. Instead of renting an entire building for a service that is better suited

Franchising USA

“Before investing in a mobile business, a hard look at costs and expectations of the franchisee, which may be in fine print, is definitely a necessity.� to movement, the office is mobile and goes to the customer. The demand for this type of business has increased over the last decade. People no longer want to leave the comforts of their own home to access their basic retailing needs. Similar to a repair man or a plumber, people are now demanding hands on service for a variety of products; offices have their products and supplies delivered, their water filtration system delivered, even coffee is now refilled on site.

People have less time to run errands and when they are at home, they want to make the best of their free time to enjoy their family. In fact, more and more people are hiring services to help them save time and paying for convenience over material objects. The downfall to a mobile franchise is being dependent to the schedule of your customers. Of course, most franchisees will have an opportunity to strengthen their business and hire staff that would run the mobile centres. In the case of


“One of the growing global industries is technology services. This type of service is now a necessity for a lot of households and businesses.” business, while families are dependent on technology for everyday life. Whether it’s entertainment, a phone book, or a means to connect to others, computers and technology have so much more meaning in the day to day lives of most Americans. emergency or staff turn-over, a franchisor would have to step in. During hours of operation, a franchisee would have to be on call and readily available.

It’s best to have a set list of personal business expectations and narrow down exactly what you would like from a mobile franchise.

Before investing in a mobile business, a hard look at costs and expectations of the franchisee, which may be in fine print, is definitely a necessity. Are you responsible for the maintenance, gas and upkeep of the vehicle? How does insurance work? What is the start up fees and what do they cover? Are you responsible for supplies and how are employees paid?

The big bonus to a mobile franchise is the start up fees. Since there is no location to consider, the start up fees are really small in comparison to most franchises. That could be the make or break point for a lot of investors to consider since profits are usually in the same realm as other franchises, depending on the service and product.

Consider hours of operations as well. A mobile business that works 24/7 may not give you the work life balance you are looking for or allow for much freedom at the end of the day. Even if you hire someone to run the business, the hours might be impeding.

Computer Services One of the growing global industries is technology services. This type of service is now a necessity for a lot of households and businesses. Companies depend on functioning technology to run their

That being said, it’s extremely inconvenient to leave the comforts of one’s home to seek IT support and it’s not a common skill for the everyday person. A franchisee in this field does not require a background in technology, however it would helpful. Franchisors would provide the proper training, which would also allow a lot of different people to pick up some great IT skills. A competitor for this type of mobile franchise would be the bigger industries that provide cell phone and internet services. For the most part, customers will contact their service provider for assistance, and it would be useful to see how an IT mobile franchise competes with service providers. A lot of mobile services would also provide computer repair, IT repair and a plethora of different options in comparison to a cell phone provider.

Franchising USA

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Featu re

b y G i n a G i l l Fr a n c h i s i n g U S A

Gardening and Maid Services Though the majority of Americans would like to keep up with the Jones, it’s not as easy when there are two income providers for each household. People are busy and it’s hard to keep that white picket fence at its whitest; there just is not enough time in one day.

“Gardening and cleaning franchises are easy mobile services to run, without any experience necessary whatsoever.”

People also want to stop wasting their time at home with errands and chores. Bills are now paid with the click of a mouse and clothes, glasses, even prescriptions are ordered online. A time suck for a lot of people are the household chores that are never ending. More and more people are opting to use their extra cash to access more time and freedom. Gardening and cleaning franchises are easy mobile services to run, without any experience necessary whatsoever. A staff can easily be hired to be in control of most of the services, while a franchisee would remain at home running the business. The business hours are usually in the day time, when clients are out of their households, making it less likely to be a 24 hour service. However, a cleaning and gardening service for a business may have bigger and more demanding expectations, with a higher buy in. Big machines and high end cleaners are used overnight in large buildings when staff is not there to hinder the process. Those interested in running a mobile cleaning service should consider the pros and cons of business maintenance versus household services, and they would be dependent on what a franchisee is looking for in a business on a personal level. The competition for cleaning and gardening services would not be as obvious nowadays. People are offering services on social media under the table at a lower cost. An environmental scan of your preferred location would help give you an understanding of the competition. Even community chat rooms and Facebook pages would publish a decent amount of information about those offering local services.

Franchising USA


Handywork, Plumbing and Household Needs Of course you always call in a professional when it comes to the big projects in your house, but nowadays more and more customers are availing of everyday household services. The upkeep of a home is not an easy task and fewer people are learning the everyday skills necessary for emergency services. Even simple tasks can be provided by someone for a decent price. A franchisee interested in such a service has a lot of options to consider. Some of these franchises offer multiple services that could bring in a lot of profit, while others specialize in a specific field. If you have a background in a certain trade, that type of franchise may interest you and allow you to pursue your passion on your own time, while also giving you a leg up on the competition. This type of business is again in competition with local services, both

small business venues and individuals offering talent from social media sites is a competitive venue that may not be advertised. It’s best to review your location on the ground and get an understand of prices and services from local consumers. Clients do tend to be loyal to a service once they are satisfied with the business they received. While at the same time, the franchise chosen may come with a list of current guaranteed business clients and a brand name that knocks out any competition. Mobile franchising used to be secluded to a certain type of service, but it now reaches above and beyond the typical scope. There are a lot of opportunities to choose from and it usually allows the franchisee to work from home, while depending on a staff to roll out the business. Due to the variety of choices and the unique setting of mobile franchises, it is suggested to have a full understanding of

“If you have a background in a certain trade, that type of franchise may interest you and allow you to pursue your passion on your own time, while also giving you a leg up on the competition.” expectations of the franchisee, along with a well researched view on the ground of competition. Whatever your passion, it’s likely easily accessd through mobile franchising, plus it costs a lot less to get your business off the ground. ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism

Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter and in

communications, focusing on social media. She currently works as a community information

officer with Epilepsy Society, while pursuing her writing career at the same time.

Franchising USA

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Expert Advice: Josh Allen, Director of Marketing, Location3

Digital Marketing Tactics for Service-Area Businesses & Mobile Franchises Franchising USA

While having a brick-andmortar presence is often the backbone of many franchise systems and brands, there still exists a multitude of franchises that either don’t require a physical storefront as part of their business model or instead feature an extension of each location in the form of a service area.


When it comes to online marketing, traditional digital strategies and best practices that are perfectly applicable to physical storefronts don’t always bear fruit for these types of unique franchises because of their mobile nature. To remain visible to online consumers, there are some key tactics and marketing opportunities that service-area businesses should at least explore in an effort to maximize customer volume from digital channels.

Google My Business Profile Setup for Service-area Businesses Google My Business remains a key driver of customer foot traffic to franchise locations worldwide, but many servicearea businesses are predicated on taking their business offering to their actual customer’s location instead (i.e. corporate office cleaning franchise). While an office location may exist for administrative purposes, there is virtually no value in having potential customers visit that location to purchase a product or service. As such, Google made some changes to how businesses can populate location info within Google My Business in early 2017 to address this issue. GMB guidelines state that service-area businesses should designate one page within GMB for each central office location and then set a defined service area from that central point. These areas can be determined by your choice of zip codes or cities that your franchise serves customers or can also be set as a geographical area around your designated central location. As a result, your GMB listing will now appear to local consumers searching for related services within your area, increasing your chances to convert them into customers. If you may still serve customers for any reason at your central office (i.e. billing processing, equipment returns), you can select that feature within your Google My Business page, thus displaying your physical address on Google.

Search Engine Optimization Tactics for Increased Local Visibility As we’ve covered previously in

Franchising USA Magazine, arguably the most important SEO strategy a franchise can implement is the creation of an optimized store locator and individual location pages for every single business within the system. For franchises that are mobile in nature, one key extension of this includes the addition of metro pages or city pages that help organize individual locations into defined service areas. Not only does this offer an opportunity to capture more real estate in search engine results with additional, relevant pages, it also provides an opportunity to improve the user experience in helping a customer choose which particular franchise can best be of service based on their own location. In addition to incorporating important on-page content like address, phone number, service area details and informational content, each location page should incorporate customer reviews. Not only do reviews help qualify a business for a customer, they also have SEO value and can serve to help your franchise location pages rank ahead of your competitors for key searches in your local area.

Hyper-Local Paid Advertising for Increased Customer Acquisition As a mobile franchise or service-area business, it’s no secret that organic search can sometimes feature a few more potential road blocks to success than for a franchise relying primarily on in-store customer visits to drive revenue. The good news is that hyper-local online advertising on channels like Google and Facebook can overcome the “proximity” hurdle that often exists with regard to SEO. When you create local paid campaigns on Google and Facebook, you can simply predetermine the geographical area you want to target no matter where your office is located (or if you operate as a homebased business) and reach customers in your service area without ever needing to feature a physical address. In addition to geographic targeting, you can also leverage key demographic targeting parameters, customize ad copy and creative elements and select a unique location landing page for each ad that increases your ability to reach and convert more customers. SEO often requires a lot

Josh Allen

of long term planning and extensive work to achieve success, but setting up online ad campaigns with very detailed, specific targeting can create a positive ROI quickly - sometimes with only a small investment per location, if managed properly.

In Summary When it comes to online marketing, mobile franchises and service-area businesses require a bit of a different approach than those with a prominent brick-and-mortar presence because they serve customers at their own locations. While a long-term plan for local online presence management is critical to success for each franchisee, hyper-targeted online advertising can drive increased customers in a much shorter window. Striking the right balance between organic search marketing and paid media can ensure your franchisees reach more customers within the local areas they service. As Director of Marketing, Josh Allen is responsible for planning, developing and managing Location3 and LOCALACT brand strategies, with a focus on establishing new business partnerships among franchise systems and multilocation brands. He also works with Location3 client partners to establish key initiatives for increased franchise engagement and growth. He is an active member of the International Franchise Association and has previously been featured by the American Marketing Association, Franchise Update Media, MediaPost and more discussing franchise digital marketing strategy. www.location3.com/franchise-digitalmarketing

Franchising USA

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Expert Advice: Christopher Conner, President of Franchise Marketing Systems

Fra

Br Va Your In today’s world of Amazon, Delivery Everything, fast paced life and over-crowded schedules the world of mobile franchises has grown and seems to be continuing to expand every month. Mobile businesses have made a significant impact in virtually every industry and have essentially established an entire market segment defined by their ability

Franchising USA

to be on the move. Our firm, Franchise Marketing Systems works with a wide variety of mobile franchises and has seen first hand the impact of the transition to mobile service and product offerings. One of the most direct and obvious benefits of the mobile franchise market segment is the investment and potential return on the initial investment. With a low up front expense to open a mobile business, the opportunity to realize a ROI is stronger as a franchisee. In addition, mobile franchises typically operate with a lower overhead and no fixed expenses making every dollar in revenue much higher margin adding to the financial attractiveness of mobile franchises. What Franchise Marketing Systems likes in

particular about mobile franchises is the ability to go get the business and avoiding the age old scenario where the wrong location is chosen by a franchisee opening a fixed location business and the business never has a chance to be successful. A mobile services franchise puts the franchise owner in the driver’s seat and lets them go get business whenever and wherever they choose to. The beauty of mobile businesses is that they fit today’s consumer. Today’s consumer is just busy. Virtually everyone who has the means to pay for services that are brought to their doorstep in today’s market is happy to pay a premium for convenience if it saves them time. Simply Done is a new franchise brand


Mobile anchising:

ringing alue to r Door

which makes healthy, quick and easy meals for people and delivers them right to their door. The model’s convenience has proven to be extremely well received by consumers and Simply Done in only a short time frame has become a leader in this market segment. Wheels for the Wise is another new brand that provides non-emergency transportation services for seniors based out of the Toronto market. The convenience of service and necessity to be mobile for these customers makes the model not only value-oriented, but also critical for the customers they serve to be able to live their lives. One Call Junk Haul is another new franchise system which as the name says, handles junk and trash, comes to the

customer’s home or business and takes care of everything professionally and easily while the customer doesn’t have to go anywhere to get great service. The food truck business can be an excellent example of this scenario, brands such as SMOOSH Ice Cream Sandwiches are bringing the treats to the customer in mobile operations and making the food service accessible and easy to access anywhere they can get the SMOOSH truck to. One aspect of mobile franchises that buyers need to be aware of is that you lose the traditional retail concept of pick a good location, open the doors and take care of customers as they walk in the door. Now, you need to be more marketing, sales and business development oriented and go out to get the business. It can be a blessing and curse in that the franchisee has no limit to how much business or how far they might go to get new business, but if they aren’t comfortable with marketing and sales, it could create a dilemma. Generally, mobile franchises can be operated from a home office location and require a bit more discipline from the franchise owner to create consistent results and drive business. The schedule is your own in a mobile franchise marketing system, but you need to be driven to fill it. At Franchise Marketing Systems, we’ve also found that mobile franchises tend to be a better fit for owner-operated businesses where the franchisee is also the primary operator of the day to day business.

“A mobile services franchise puts the franchise owner in the driver’s seat and lets them go get business whenever and wherever they choose to.” Regardless of your interest in industry or business segment, there are most likely some excellent mobile franchise systems which could be a perfect fit. My advice: put mobile franchises at the top of your list for consideration; there are too many good ones not to give this category a hard look. Christopher Conner is the President of Franchise Marketing Systems and has spent the last decade in the franchise industry working with several hundred different franchise systems in management, franchise sales and franchise development work. www.franchisemarketingsystems.com

Chris Conner

Franchising USA

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Focus: LEAKPRO

LEAKPRO

Poised for Unprecedented Growth Throughout the U.S. When LEAKPRO was founded in 1996, the Automotive Aftermarket Segment of the Mobile Automotive Repair Market was virtually untapped. Today, LEAKPRO is the #1 company in the World that specializes in Automotive Water Leaks, Air leaks and Wind Noise Repair. The founder of LEAKPRO, John R. Allen, began his automotive career as a Manager with Ford Canada at the Oakville Assembly Plant and then with General Motors at the Scarborough Van Plant. John realized early on, while working at Ford and GM, that Water Leaks, Air Leaks and Wind Noises were a big concern, not only

Franchising USA

for car manufacturers but car dealerships that are ill equipped and untrained to handle such issues. John had a light bulb moment and focused his attention on learning everything he could about repair processes and products. When the Scarborough Van Plant closed, John knew it was now or never to take what he had learned and start LEAKPRO. LEAKPRO is a unique mobile, home based business where the Franchisee services dealerships within a geographic territory. LEAKPRO focuses on repairing Water Leaks, Air Leaks, Wind noises, Sunroof and Convertible problems. LEAKPRO services new and used car and truck dealerships, fleets, RV’s, Boats and Body Shops. The business model itself, other than the propriety tools, products and procedures, has a unique trademark, décor and logo. LEAKPRO offers intensive training, OEM warranty-approved products, factory–trained technicians and provide warranties up to the lifetime of the vehicle. With NO effective competition and the high-demand service, this makes

for a winning combination. The business is a low overhead, profitable opportunity. You don’t need automotive experience to succeed. If you are customer service driven, conscientious, honest and hard working, our intensive 3 week training program provides in depth, hands-on, real world experience with an additional one week of focused marketing in the franchisee’s area, actually door knocking and introducing LEAKPRO to their specific Dealer Network. “One key component that really helps is LEAKPRO’s proprietary Technology package,” says Steve Kicksee, owner of 3 LEAKPRO franchises. Each Franchisee uses an iPad that syncs to the Company’s Customer Relationship Management (“CRM”) system to optimize routes, schedule appointments and process invoices in real time. eTools such as online scheduling and confirmation of appointments that sync to mobile devices, paperless invoicing, and mobile payments assist in making the administrative side


“The Mobile aspect and the low overhead, combined with this highly needed service is what sold me on LEAKPRO!” to communicate with each other on those problem jobs! Dealers make more money using LEAKPRO services and have a higher Customer Satisfaction Rating compared with Dealers who are not using LEAKPRO.” The global automotive aftermarket industry is expected to reach $722.8 billion by 2020* while in the US alone it will reach $316.4 billion by 2020**. Today’s consumers keep their vehicles longer and are more aware of the importance of both preventive maintenance and scheduled servicing in order to maximize the lifetime value of their vehicles.

of the business a breeze. What once took up to 7 hours at month end to process monthly paperwork, now takes less than an hour. This process alleviates misplaced paperwork by dealerships and provides easy access for dealers to locate and process payment. At the click of a button the invoice is emailed to the dealership. This streamlined process is fast, efficient and lets the Franchisee concentrate on providing the best customer service to grow their business. Mobile businesses tend to have a lower start-up cost than traditional brick and mortar businesses. Mobile businesses, such as LEAKPRO, have a better return on investment – LEAKPRO offers a turn-key business solution with no lease negotiations required and no wait times for a location build-out. Mark Lake, Franchisee in Durham says, “The Mobile aspect and the low overhead, combined with this highly needed service

is what sold me on LEAKPRO!” No buildings or high overhead, just “a man (or woman) in a van.” Since LEAKPRO is Approved and Recommended by all Original Equipment Manufacturers (“OEMs”), “it has built-in brand recognition” says Mike Tedesco, owner of 3 LEAKPRO Franchises. “I also knew I would not have to sell LEAKPRO to dealerships, because service professionals know the issues and realize the value of LEAKPRO’s services.” Mike also appreciates that while LEAKPRO franchisees are “in business for ourselves, we are not alone. We have a strong franchise network to call upon. We have access to a company intra-net site that provides us with updated OEM Technical Service Bulletins (“TSB’s”) and any updated procedures. LEAKPRO has also recently instituted an inter-company WhatsApp for communication between franchisees. It is a fast and efficient way

This rising demand for aftermarket services spurs growth and revenue opportunities for a wide range of businesses operating in the automotive aftermarket industry. Michael MurphyBrown of LEAKPRO Vancouver says, ”My business is up 42% year over year and I need to hire another employee in order to manage that growth. I am also in the process of buying my third LEAKPRO Franchise for Vancouver Island.” With 15 franchises operating in Canada and two in Alabama, LEAKPRO, as an Automotive Aftermarket Segment in the Mobile Automotive Repair Market is poised for unprecedented growth over the next five years throughout the U.S. and is forecasting 30 new franchises over the next 3 years. Don’t hesitate, the opportunity is NOW – join the LEAKPRO team and experience the excitement of financial freedom while controlling your professional destiny. Individual, Master and Regional Franchises are available throughout the U.S.! For more information visit: www.leakpro.com. * Source V-12 Data ** Source AASA-Automotive Aftermarket Suppliers Association

Franchising USA

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Expert Advice: Tony Lamb, Founder, President and CEO of Kona Ice

Stuck at a Crossroad

Three Pathways to a New Target Market

Tony Lamb

As consumer trends are constantly evolving, it’s important (now more than ever) for franchisors to ensure their business is evolving too. If you want your company to stay afloat, creative innovation and authenticity are key to connecting with your core audience and reaching new fans. Franchising USA

be adjusted. If you want to attract a new

At Kona Ice, we recently debuted the Kona Krafted line, which is a unique twist on the classic shaved ice. The gourmet line features more than 20 mocktail, coffee and sour-flavored concoctions such as Blackberry Mojito, Caramel Macchiato and Mango Jalapeño. By honing in on our shaved-ice product and adapting our flavoring, our family-friendly brand now better attracts an adult demographic. Plus, our franchise partners can use the product to bring Kona Ice into new adult-centered events, including more concerts and festivals.

the product lines so it’s more suitable for

Unveil something new

If you’re looking to attract a new target market, consider these three simple strategies to start:

Adapt your product Remember, you’re not reinventing

the wheel here—you’re modifying it.

Therefore, if you want to stay true to your brand, don’t stray too far away from who you are and what you provide. Instead, take a deep dive into your principle

products and services to see if they can

group of consumers, try adapting one of the demographic you’re trying to reach.

This seems obvious, but it’s a strategy that


a d?

a t

down into The Mini. With The Mini, our franchisees are able to offer the same entertaining and colorful experience in more venues and offer their services to an audience indoors. The alternative model not only allows Kona Ice to operate yearround in every market, its also allows us to reach a new group of consumers, including meeting planners and trade show coordinators.

Make community connections

is often overlooked or over-complicated. To further emphasize adaptation, rolling out a new product or service can be a simple brand initiative that piggybacks off of a staple item. Consider which products or service can be creatively transitioned into something that will open a door to a new group of consumers or allow the brand to expand into a fresh territory. One iconic feature at Kona Ice is the Kona Entertainment Vehicle (a.k.a. KEV), a Hawaiian-themed truck and our primary source of transportation. While these shaved-ice trucks scream fun and excitement, we know the size isn’t ideal for every outdoor event or meeting. Thus, we took the truck and shrunk it down—way

Since adapting products or unveiling new services requires significant time and resources, you can also focus efforts on your connections with the community. Seek out local events that align with your brand’s personality and participate in seminars, festivals, conferences and conventions that will help showcase your company. It’s imperative to establish meaningful relationships with nearby businesses, schools and nonprofit groups, as these community groups can facilitate word of mouth referrals and potential partnerships. At Kona Ice, community is at the core of everything we do. Across the board, our franchisees partner with schools, youth sports leagues, and other various local organizations in their neighborhoods to donate a portion of sales from events. Community giveback is such an important aspect of Kona Corporate, and the overwhelming majority of our franchise owners join the brand wanting to make a difference. They see the value in forming

“Taking an introspective approach when you want to reach a new target market can spark creative product ideas, and a strong community connection can carry you a long way.” community partnerships, and have grown their businesses and created opportunities because of these efforts. Breaking through to any consumer, whether it’s a loyal fan or newcomer, requires consistent effort. In the end, if you have a clear understanding of your brand, the marketing strategies don’t have to be over-complicated. Remember, taking an introspective approach when you want to reach a new target market can spark creative product ideas, and a strong community connection can carry you a long way. Tony Lamb is the founder, president and CEO of Kona Ice. A true community ally renowned for facilitating endless fundraising options, Kona Ice has given more than $50 million back to neighborhood schools, organizations and teams since its inception in 2007. The brand’s iconic truck offers customers a one-of-a-kind experience, featuring the opportunity to create their own shaved ice on the self-serve Flavorwave™. Currently, there are more than 1,000 franchise units and over 500 ancillary units in 48 states. www.kona-ice.com

Franchising USA

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Expert Advice: Leslie Barron and Amy Reed, Owners, Woofie’s LLC

Successful Mobile Business Practices for Pet Lovers

Leslie Barron and Amy Reed

According to the American Pet Products Association, the pet services industry has seen incredible growth in the last few years with pet parents spending over $6 billion on pet related services. The APPA 2017-2018 Industry Report states that “spending on pet services continues to be an exciting and promising segment of the industry.� Today people are pampering their pets more than ever, yet they are also

Franchising USA

outsourcing many services to mobile businesses that offer to walk, care for, and groom their pets for them. Low investment, low overhead, and high profit margins have caused a proliferation of mobile services in the U. S. by people who are looking for a change in careers, who want to spend more time at home with their families and pets, and who would like to see their ROI fairly quickly. They are also realizing how profitable and rewarding working with pets can be. To build a successful mobile pet business, they need to pay strict attention to the personalized customer experience; to always do the required due diligence when hiring staff; and to use current technology to hold their mobile staff accountable, build client trust, and ensure brand loyalty.

Personalize the Customer Experience Making the commitment early on to deliver extraordinary customer service to pet parents and their pets will market your business favorably from the start. Going above and beyond to ensure our customers are always taken care of adds the personal touch that differentiates our brand from other mobile services that are not customized or have a proven system to follow. Personalizing the customer experience with the dog walking and pet sitting services entails having staff meet with prospective clients at their home to

ensure they are a good fit with the pet. A large, high-energy dog, for instance, would not work well with a walker who is only comfortable with smaller breeds. Similarly, a consultation prior to the service allows the sitter to assess the personality of the pet and to discover if they need to pay special attention to a dog who may be a flight risk when opening the door to the home, or to be careful with a pet who is elderly. For the mobile grooming service, matching the skill level and personality of the groomer with a new client is important. We require that the client be home for the first service, so that the groomer can learn exactly what the client will expect from them. We believe that taking the time to meet our clients and assess their pets in their own surroundings guarantees the parent convenience, peace of mind and a personalized experience.

Careful Selection of Staff Our mobile staff is the first impression the clients will have about our brand. Therefore, we are selective about who we hire. In order to make a superb impression, it is important to hire energetic, compassionate and motivated pet walkers and sitters who share our passion for animals. The mobile grooming staff always needs to be independent, professionally trained, and able to share


keep your finger on the pulse with

Franchising USA With 30 years experience in providing high quality business information, with a particularly strong focus on franchising, our global presence allows opportunity for international franchise marketing solutions.

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Expert Advice: Leslie Barron and Amy Reed, Owners, Woofie’s LLC

“Today people are pampering their pets more than ever, yet they are also outsourcing many services to mobile businesses that offer to walk, care for, and groom their pets for them.” be alerted immediately to any situations that may arise while they are absent. The use of a digital platform to write and send journal entries to the parents, along with a cute photo, helps to build trust and assures them that both their pet and home are secure. Since consistent monitoring and reporting is expected in today’s market, using this technology promotes active communication with clients about their pet’s care, keeping the business competitive and customers coming back again and again. When pet parents and their pets receive superior, customized service, they look forward to the expert care given by staff to their cherished pets. Additionally, by keeping them informed in a timely manner about the services provided, they will remain loyal to your mobile business brand, and become your greatest advocates. their knowledge about pets in a relatable way that will gain the trust and confidence of our clients. The groomers, walkers, and sitters should share many of the same personality traits. However, a professional groomer will need additional skills to fit the unique needs of a mobile environment. The staff should always be respectful, focus on the safety of the pet, the security of the home, and the convenience of the client. They should truly love working with pets and exercise good judgment and safe handling at all times. We check several job references, perform background checks, and we properly insure our staff. The pet parents trust the mobile staff to come into

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their home while they are away to take care of their priceless pets. Our technology enables immediate client feedback as it is paramount to always know what is happening in the field.

Technology to Ensure Trust and Brand Loyalty Mobile business technology has advanced significantly over the years. Nanny cams, video doorbells, text alerts, and GPS tracking allow you to communicate with your clients in real time and track the activity of your mobile staff. Parents enjoy checking in on their pets and like to see how happy they are. They also want to

Amy Reed and Leslie Barron started Woofie’s in 2004 in order to fill a gap in the pet services industry in Ashburn, VA. Fourteen years later, they have demonstrated a proven system for integrating the pet sitting and dog walking services with mobile grooming. Woofie’s is a member of Pet Sitters International and the National Dog Groomers Association of America. They were recently featured on CNBC, the Washington Business Journal, and have been named one of the Top 100 Small Businesses by the U.S. Chamber of Commerce. woofies.com/franchise


Next issue we feature

If you would like to showcase your franchise in this popular feature, contact Vikki Bradbury at: Phone: 778 426 2446 Email: vikki@cgbpublishing.com

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Ask th e E x pert

Evan Hackel

Ask the Expert: “How do I know when to Outsource Work?”

Dear Evan, “I have been getting solicitations from vendors who can take over all kinds of activities that my staff and I are already handling - everything from handling direct mail campaigns to keeping our books. How do I know when it makes sense to use some of their services instead of doing everything myself?” Henry, New Mexico There are definitely times when outsourcing is preferable to trying to do work in-house. If an outside company has more size and scale than you do internally and can do a much better job, then it is usually a good idea. If you look at costs like payroll hours and supplies, you might determine that outside vendors can deliver services for less money than it costs you to handle them yourself. Direct mail, which you mention, is a good example. Chances are that you lack the ability to do it as well in-house as an outside vendor can. That vendor offers design services, printing, Zip Code sorting, mailing, and many other strengths that you lack, because you are not in the direct marketing business. Social media is another good example. Hiring a social media expert to join your staff would cost a lot of money. In most cases, it is more effective, and more cost-

effective, to use an outside social media marketing company. Plus, there is the fact that social media is best handled by a team, not just one person. Replicating their skill set in-house would be far too costly. The other benefit of outsourcing is that you have a lot of companies to choose from. You can do the research to find the right company and they can hit the ground running and do a great job for you much more quickly than would happen if you recruited and hired in-house staff. You can also review the work that those vendors have done for their other clients and have a good idea of what they can do for you. However, a time may come when it will make sense for you to do more of that work in-house. You get big enough, you have enough scale, and you arrive at the point where you can do the work for less money internally than if you were paying outside companies. HR is an example at

Evan Hackel

some companies. For a time, it makes sense to for them to hire an outside firm to manage various HR functions like payroll. But the company grows, and the day comes when it is less costly to hire a company HR person. I hope that you find these suggestions helpful. A Note from Evan . . . Have a question about your franchise? Email your franchising question to ehackel@ingage.net. I look forward to hearing from you! Please note that your questions may be edited for length prior to publication.

About Evan Evan Hackel is CEO of Tortal Training, a leading training development company in Charlotte, North Carolina, and Principal and Founder of Ingage Consulting, a consulting firm in Woburn, Massachusetts. To learn more about Ingage Consulting and Evan’s book Ingaging Leadership, visit Ingage.net. Follow @ehackel. Franchising USA


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FOCUS

The Interface Financial Group

The Interface Financial Group:

It’s Tried and Tested and It’s Ready to Go! With roots reaching back to 1972, The Interface Financial Group (IFG) has carved out a special place for itself in the commercial finance market. Serving the needs of small and medium-sized businesses, IFG has grown from the ‘one office/one location’ environment into a multi-national organization now covering eight countries on four continents.

integrated technology, the service timeframe has been drastically reduced.

The founder of the company, Mr. John Sheehy, had a simple approach to business when he started in 1972 – that approach being, to provide a service that his clients needed and to provide it in as timely a fashion as possible.

IFG provides a cash flow acceleration service for their clients. In today’s environment clients invariably find that they are at the mercy of their customer when it comes to their cash flow, as it is their customer who controls the payment cycle and hence their business. The Interface approach allows for invoices to be turned into immediate cash once the goods have been delivered or the services performed.

Over 45 years later IFG continues to focus on that mentality and approach – servicing clients in a timeframe that was not possible in 1972 but now, with the advent of extensive

Giving clients the option to place a portion of their business on a ‘cash-on-delivery’

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“For individuals who see themselves as ‘people’ people with a strong business background, then the Interface opportunity may be a ‘must review’ opportunity.” Banks have traditionally been the provider of capital for business growth throughout the country, something that has existed for many decades. However, there is now a noticeable shift in that role, with banks being less favorably disposed to a lending relationship with their SME customer base.

David Banfield

basis enables exponential growth for their clients. This form of financing is categorized as invoice discounting and while it may fall under the umbrella of the factoring financial service family, it is a unique and distinctive stand-alone service.

Obviously, this is not a satisfactory situation for those businesses, however the fact that there are alternatives creates not only an opportunity for Interface but a viable growth pipeline for emerging businesses. Where a company’s needs cannot be met by their conventional funder, then an immediate opportunity is created for the Interface service. Not only is the Interface service distinct in terms of performance time, it is also

distinct in terms of delivery methods.

Interface is organized on a franchise basis. This approach enables the organization to have an extensive geographical reach into

the marketplace through their franchisees. Working with franchisees also provides a high level of local due diligence in

assessing funding opportunities and again

reducing the overall time from ‘application to funding’.

For individuals looking to own their own business and an opportunity to enter the

entrepreneurial marketplace, a white collar professional franchise such as IFG offers a very realistic and viable opportunity. IFG, having been in business for over 45 years, brings extensive expertise and history to

the table for all franchisees. The extensive

“For individuals looking to own their own business and an opportunity to enter the entrepreneurial marketplace, a white collar professional franchise such as IFG offers a very realistic and viable opportunity.”

technology component in the franchise

also provides an unparalleled opportunity for both franchisees and clients to grow their respective businesses.

The advent of technology in the Interface organization has enabled them to craft a

franchise that is now basically paperless. Franchisees are no longer in the form

filling business, and their efforts are very

much concentrated on the ‘people’ aspects of running and building their business. For individuals who see themselves as ‘people’ people with a strong business

background, then the Interface opportunity may be a ‘must review’ opportunity.

Working only in the business-to-business

marketplace and only core business hours without extensive travel, and in a homebased environment with no inventory

and employees to invest in, the Interface

franchise is very much a work smart and not work hard opportunity.

www.interfacefinancial.com/franchise

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FOCUS

Page 47


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Page 49

Veterans in Franchising july 2018

www.franchisingusamagazine.com

veteran found entrepreneurial inspiration

in unlikely ways

employee rewards that lead to

franchise success how pjâ&#x20AC;&#x2122;s coffee is

empowering & supporting

veteran entrepreneurs Franchising USA


SAME DRIVE. DIFFERENT BATTLEFIELD. TAKE THE NEXT STEP > VETFRAN.COM OFFERING FINANCIAL SUPPORT, TRAINING & MENTORSHIP Veterans interested in franchising can take their skills learned in the military to successfully own and develop small businesses. Learn more and support veterans in franchising at www.vetfran.com.

• 650 franchise companies participating • 151,000 veterans and their spouses found careers in the franchise industry • 5,100 veteran franchise owners


V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t j u ly 2 0 1 8 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover 54 Veteran Found Entrepreneurial Inspiration in Unlikely Ways 56 Employee Rewards That Lead to Franchise Success 58 How PJ’s Coffee is Empowering and Supporting Veteran Entrepreneurs

Veteran Franchisor In Depth 58 PJ’s Coffee

Expert Advice

Veteran Profile

52 A Veteran Franchisor’s Advice to Veterans Looking to Own a Franchise Peter Hans, President, Discovery Map International

54 Fred Mastropasqua, U.S. Air Force Veteran, Co-Founder and Senior Managing Partner of Synuma

56 Employee Rewards That Lead to Franchise Success Roger McCoy, U.S. Army Veteran and Certified Franchise Executive (CFE)

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V e t erans in Franchising

Expert Advice: Peter Hans, President, Discovery Map International

A Veteran Franchisor’s Advice to

Veterans Looking to Own a Franchise “The beauty of the franchise model is that you have a road map to follow while having the flexibility to run your organization in a way that emphasizes your strengths. It really is a nice combination.” hands-on you want to be. If you do have a staff, develop a system of delegation so the bulk of your time is working on the business rather than in the business.

Peter Hans

Let’s not kid ourselves. There really is no comparison between daily military life and that of a franchise owner. Yet for veterans who buy a franchise, many things that served you well as a soldier will also help you to be successful with your franchise. Obviously, what kind of franchise you buy dictates much of that. There are several franchise opportunities that you can run as a “solopreneur”. Others require staff. Either way, you will want to establish a chain of command and determine how

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As in the military, training is key. Seek out and absorb all the training your franchisor offers and then some. If you have staff, make sure they receive the proper training as well. Consider your franchisor as HQ. Keep an open line of communication with your franchisor. Ask questions and seek help when you need it. Similarly, seek out counsel of your fellow franchisee foot soldiers—other franchise owners who have been through it before and can offer their insights. A big part of military life is structure and that is typically based on a schedule. Similarly, you can employ structure into your franchise operations. The schedule you create will depend on the type of franchise. For example, our franchise publishes tourist maps. So, part of our franchisees’ time is spent selling, another part working with advertisers on their ads, yet another coordinating with our graphic designers on publishing the map, etc. So, there are a few tasks in play, including administrative tasks associated with any business— invoicing, paying bills, etc.

What most of our franchise owners do is tailor their schedule to fit their lives. That’s on a daily and seasonal basis. There’s a selling season, where owners are looking to attract new business and re-sign current advertisers for an upcoming edition. Then there’s a production season which might not be as demanding. During the selling season, a franchise owner might set up sales calls around their children’s school schedule—9 am to 3pm. Or somebody with different lifestyle demands might schedule two or three mornings a week for sales calls. Mornings the rest of the week would be spent on follow up and administrative tasks. While everybody’s schedule might be different, the important thing is to have one and maintain the discipline to stick to that schedule. Of course, setting and sticking to a schedule becomes even more important in a brick-and-mortar operation where you have staff coming in at certain times followed by customers or clients. Then it becomes a matter of establishing a schedule of activities for staff and adhering to that schedule. This is in addition to setting a schedule for what you need to do during the course of the day. For veterans, adhering to schedules and duties is not new territory—just different details and circumstances.


As we mentioned earlier, if you have staff, it’s imperative to train them accordingly so you can delegate effectively. As the franchise owner, if you are a hands-on presence, you will find there are not enough hours in the day, days in the week, etc. The military practice of delegation will serve you well in running a franchise as long as you provide your staff with the appropriate training, mentoring and empowerment. If you are a solopreneur franchise owner, the workload can mount if you’re not careful as well. Many solo franchise owners will hire a virtual assistant or outsource their bookkeeping and accounting work to help them focus on the activities that are key to business growth. Delegation will be key for this next piece of advice—scheduling R&R or time off. Being a franchise owner can be all-consuming. Your initial energy and

“Seek out counsel of your fellow franchisee foot soldiers— other franchise owners who have been through it before and can offer their insights.” enthusiasm will carry you for a while, but you will need to budget some time off and set up your organization so you are not working seven days a week. Similarly, keep an eye on your staff for signs of overload. Your staff is an integral part of your success and they, too, will need some time off. As a veteran, you bring a distinct set of skills to a franchise opportunity. The beauty of the franchise model is that you have a road map to follow while having the flexibility to run your organization in a way that emphasizes your strengths. It really is a nice combination.

of Discovery Map International since 2005. In addition, he is a member of and has had an interest in Flagship Associates, LLC, which is a Vermont limited liability company and real estate holding company in Waitsfield, Vermont, from July 2003 to the present as well as being a managing member of Berkeley Holdings, LLC, a Waitsfield, Vermont limited liability company and real estate holding company, from June 2007 to the present. In 2017, Hans became a partner in Discovery Map POI, a franchisor of map locations across Slovenia and into neighboring countries across Europe.

Peter Hans has served as the President

www.discoverymapfranchise.com

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V e t erans in Franchising

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V e t erans in Franchising

Profile: Fred Mastropasqua, Co-Founder & Senior Managing Partner of Synuma

Veteran Entrepren Inspirat Unlikely I wish that I could say I joined the U.S. Air Force, because it had been a lifelong dream or even that I was looking for a leadership opportunity. In all honesty, I joined after watching Pauly Shore in the movie, “In the Army Now.” He and his buddy joined to raise enough money to start their own electronics store. It inspired me to call an Air Force recruiter from whom I learned that you could get in-depth, specialized training while THEY pay YOU. A brilliant plan, I must say. As a kid, I had always been interested in computers and began tinkering with them at age 7. By 12 years old, I had built my first computer and started learning how to repair them. So, I wanted to do something similar and joined the Air Force in 1996, specializing in Ground

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Radio Communications. As an airman, I received over a year of specialized training troubleshooting and repairing radio and communications devices, air traffic control systems, encrypted radios, etc. It was a great foundation, but it left me wanting more. I served for over three years and learned quite a bit during that time. But, in my spare time, I sought training on my own to become a Microsoft Certified Systems Engineer and a Database Administrator. This gave me the credentials to apply for government contractor positions, as many servicemen and women do when they transition out of the military. When I left the Air Force, I leveraged my military experience and the computer training I obtained to serve in a civilian position as a Network Administrator for the Navy. I worked my way up into a LAN (local area network) Manager role, working for the Navy until 2001. It gave me solid experience and propelled me from making $30K to $65K.

After leaving this position, I worked as a Network Engineer and then made the transition to software development where I worked with Wolters Kluwer as a Senior Manager in IT Applications, managing and overseeing WK’s Tampa offices. During my time at WK, I managed the software team that built ComplyTrack GRC (Governance, Risk, and Compliance) workflow software.

Leveraging Military Lessons I am grateful for everything I learned in the military. In particular, it helped me determine a path forward and gave me clarity on what I wanted to do with my life. What I appreciated most about the experience was: • Operational Productivity – In many ways, I prefer the way the military operates. Someone gives an order and that order is carried out and not questioned. It’s a very direct way of communicating and extremely conducive to productive workflow.


Found neurial ation in y Ways • Provides Leadership Skills – Regardless of rank, the military is always putting you in a leadership role. It teaches you how to accomplish a task and keep your team focused on that task’s successful completion. I tend to have a “suck-it-up” mentality, which does rub people the wrong way sometimes, but it also makes me a very focused leader. • Prepares You for Crisis Management – The military teaches you how to deal with crises in a very practical, reasonable way. You learn to identify the problem, determine what needs to be done and rally the team to fix it. Then, you take time to reflect and learn from the experience. I leveraged these lessons, built on the foundation established and worked my way gradually up the ladder until July 2014, when I founded my own company, Clearly Agile. My colleague, Ed Gorski, and I worked together at Wolters Kluwer and decided to take a leap of faith to

“As an airman, I received over a year of specialized training troubleshooting and repairing radio and communications devices, air traffic control systems, encrypted radios, etc. It was a great foundation, but it left me wanting more.” become business owners. We launched the company in 2015 and began developing software for businesses. Our second company, Synuma, was founded roughly two years later and was designed to provide an advanced project management solution to franchisors, franchisees and other multi-unit developers. Synuma was actually an idea conceived by identifying a problem (recalling my military experience) and seeking a solution. I lived across the hall from a beautiful woman named Tiffany. She worked late every night and all weekend updating spreadsheets for a franchise concept. She didn’t even have time to go to the movies she was so busy. As a software developer, I set out to build a prototype for her that would streamline her reporting and track her projects more efficiently – freeing her up for dates with me, of course. It took some time to refine the prototype into what it is today. Tiffany’s company validated it and then we formed a team to bring it to the marketplace. We really did our homework and we were convinced that we really had something the industry

was missing. We were right and continue today to add new clients and grow our company, providing others like Tiffany with a solution that makes their multi-unit development jobs easier. Tiffany and I were married and we recently welcomed twins into our family. It’s been quite a journey for the kid who got his start repairing his computer so his dad wouldn’t be upset that he broke it in the first place. The kid who joined the Air Force because he saw a Pauly Shore movie. The kid who always dreamed of being a successful business owner. Fred Mastropasqua, CST, MCSE, is Co-Founder and Senior Managing Partner of Synuma, an advanced project management solution that effectively synchronizes and efficiently manages the entire development process -- from sales, real estate, and ground-breaking to construction, unit opening and operations. Fred also is a Certified Scrum Master and Trainer, as well as President and Co-Founder of Clearly Agile, Inc. synuma.com

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V e t erans in Franchising

EXPERT ADVICE: Roger McCoy, US Army Veteran and Certified Franchise Executive (CFE)

Employee Rewards

That Lead to Franchise Success Is It the Money? A franchise employee reward system must include the components of compensation, benefits, recognition, and appreciation. Unfortunately, the current focus is often not on the latter two. Recognition and appreciation are more likely to facilitate the generation of intrinsic rewards, which will lead to greater employee engagement. Intrinsic rewards are internal in nature and are focused on things that bring feelings of personal satisfaction, esteem, autonomy, self-actualization, personal

Franchising USA

growth, a sense of accomplishment, or a feeling of confidence. They’re not like paychecks or bonuses, they can’t be simply “given” to employees to increase engagement. They’re at the heart of the job performed. It’s the nature of the work and how the employee perceives their role within the organization and its value to the organization’s success. Franchise leaders must structure jobs to provide an outlet for intrinsic needs to promote job satisfaction and increased productivity. Keeping employees involved and focused is the goal.

Engagement Party One poll shows only 33 percent of employees are ‘engaged” in their job, at a great cost to the economy in lost productivity. Leadership must make employee engagement a high priority. And more money isn’t necessarily the solution. Leaders must help team members understand their own value and how it impacts the organization. They should reduce obstacles to their team members’ productive success. Management should create a work environment with greater flexibility as a key to generating intrinsic


“Recognition and appreciation are more likely to facilitate the generation of intrinsic rewards, which will lead to greater employee engagement.” rewards. The sense that an employee has some control of their own activities and their work environment can generate substantial intrinsic rewards. Show them the value of their contribution and what “success” looks like.

important. Another is offering training to improve their work or life skills. The team must believe the employer is concerned about their well-being and success by encouraging feedback and taking time to listen.

Despite the nearly universal acceptance of employee recognition as a highly motivating factor, only 25% of leaders have a recognition strategy. Regular demonstrations of appreciation for valuable work and related group recognition are other ways to generate intrinsic rewards.

Another very common problem in franchising is the difficulty of finding and keeping quality people and the related cost of replacement. A cooperative and rewarding work environment can significantly reduce turnover and extrinsic rewards can be given for less than the extraordinary cost of employee replacement. Identify and provide rewards that have unique value to the receiver. A customized reward system can save money and have a much greater satisfaction impact then “standard” rewards.

If employers can structure jobs and the treatment of employees to facilitate the generation of intrinsic rewards, all parties benefit. The employee has greater job satisfaction and may be less insistent on higher pay. The employer may see greater productivity from the employee, and benefit from the increased involvement of the team members in generating ideas and problem solving.

What Do Franchisee Employees Want? One factor common in franchising is the preponderance of hourly workers; many completing tasks that would appear to offer little opportunity for intrinsic rewards. Nonetheless, a franchise organization that facilitates the creation of an environment where the employees share the franchise vision and buy into the value of what is being accomplished, will have the most dedicated team members, and the resulting productivity. Naturally, money is always an important consideration. But there are many factors that can enhance employee satisfaction and engagement. Flexible time off is always a key benefit. Many franchise jobs are filled by employees who are students or have other tasks to perform. The ability to generate income while they can continue other life goals can be very

Help the System Work Almost by definition, the franchisor is more sophisticated than the franchisee. As such, the franchisor must take the lead in developing systems to effectively motivate and reward the system employees. Points the franchisor can train to help the franchisee motivate their employees through an effective reward system are: • Employee engagement is a leadership responsibility. • Help their franchisees develop an effective and flexible extrinsic reward system for their employees, while providing valued intrinsic rewards.

Roger McCoy

team member input and feedback, and to show appreciation of team member ideas. • Help the franchisee provide each of their employees a clear career path looking beyond the tasks of today. • Help them understand that employee engagement is a 24/7 activity, not just end-of-year. • Openly recognize the value of employees and their contribution to the franchisee’s goals. • Show employees how their activities lead to franchisee success. There is a clear and compelling relationship between employee reward systems and the level of employee engagement. And the greater motivation is derived when these rewards can be provided in a way that generates intrinsic rewards within the employee. Motivated and engaged employees lead to dedicated customers as well as franchisee and franchisor success.

• Provide continual guidance and expertise on the best methods of rewarding and motivating team members.

Roger McCoy is a Certified Franchise Executive (CFE) and a Senior Franchise Business Consultant for Direct Energy. He has been involved in franchising since 2004 and is a US Army Veteran. He is pursuing his PhD in Franchise Management. He has had articles published recently in franchising and trade publications and spoken on related PhD topics at a variety of conferences. This article is an abridged version of a PhD paper.

• Help the franchisee understand the value and importance of receiving

For further information please see rogermccoy.academia.edu.

• In concert with an extrinsic reward program, help the franchisees understand and develop intrinsic reward programs geared toward the needs of each employee role.

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V e t erans in Franchising

FRANCHISOR IN DEPTH: PJ’s Coffee

How PJ’s Coffee is

Empowering and Supporting Veteran Entrepreneurs PJ’s Coffee of New Orleans, a New Orleans-based coffeehouse that demonstrates better beans, superior roasting techniques, and pure passion for the art of coffee-making matter, has found its recipe for success is composed of much more than just better beans and roasting methods. Franchising USA

The company is reaching its 40th year as an established brand and has found

that veteran franchisees are an essential ingredient to success in growing the business and developing the brand.

PJ’s Coffee understands the benefits

having veteran franchisees and how it

impacts business and the entire franchise


“There is so much potential for veteran entrepreneurs, and a huge opportunity for companies to ensure they are empowering them and giving them the support they need to succeed. I’m so proud to be a part of a brand that does just that.” - Peter Boylan VetFran member, PJ’s Coffee offers a 20 percent discount on the initial franchise fee for veterans and has also created a franchise license giveaway to give veterans the opportunity to enter the franchise system. system. Veterans know the value of hard work and possess the strong leadership skills it takes to run an effective team and business. As the ultimate team player - they are able to keep their composure under high-pressure situations and are dynamic in all settings. With the current veteran unemployment rate at 3.7 percent, PJ’s Coffee is working toward making a true impact by focusing on giving support to veteran entrepreneurs. PJ’s Coffee has many initiatives throughout the company which help support and empower veterans who are looking to own their own franchise. As an International Franchise Association

Each year, PJ’s Coffee will award one United States military veteran with a free franchise license. Eligible applicants are asked to fill out a form and submit a short one-minute video explaining why they would make a great PJ’s Coffee franchisee. Applications are open now through October 20, 2018. The winner will be announced on Veteran’s Day (Sunday, November 11, 2018). This year’s PJ’s Coffee Veteran Franchise License Giveaway was awarded to Marine Corps veteran, Jeff Hateley. Hateley discovered the giveaway on Veteran’s Day in 2017 and applied right away knowing the opportunity was a perfect fit for him.

Hateley served in the Marine Corps from 2001 to 2006 and specialized in Tactical Data Networks. During his time, he was deployed in Iraq and Japan and took on the role of a Primary Marksmanship Instructor. After serving, Hateley went on to receive his Bachelor’s from California State University Fullerton and MBA from Pepperdine University. He has worked several accounting jobs throughout California and Florida and is currently a Corporate Controller. Hateley’s PJ’s Coffee location will open in Rock Hill, South Carolina later this year. “This year we awarded Jeff with the giveaway franchise license and he is a direct reflection of what the PJ’s Coffee brand values in veteran franchisees,” said Ryan Stansbury, PJ’s Coffee Franchise Development Director. “We are thrilled to continue this giveaway as an annual contest and to have a true impact on the

Franchising USA

V e t erans in Franchising

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V e t erans in Franchising

FRANCHISOR IN DEPTH: PJ’s Coffee

veteran entrepreneur community.” Hateley went through the same comprehensive interview process any other potential franchisee would before becoming a PJ’s Coffee franchisee. He then got to experience the PJ’s Coffee brand and profound training process before signing the official agreement to welcome him in as a PJ’s Coffee franchisee. “Winning the Franchise License Giveaway has been such an incredible opportunity,” said Hateley. “PJ’s Coffee has welcomed me into their family and has already provided me with incredible support and the valuable resources I need to succeed. I cannot think of a better franchise to be a part of and to help grow my career, and I look forward to providing a superior coffee-house experience to my community.” In the initial signing phase, all new franchisees are connected with an existing franchisee to aid in their discovery of the franchise organization and to ask any questions that will help set them up for success. After the complete evaluation process is over, the new franchisee will travel to New Orleans where they will visit multiple PJ’s locations, tour the roasting facility, and meet the PJ’s Coffee corporate support team in person. The support starts with a multi-level training program delivered by way of online training, classroom training, as well as on-site, hands-on training at the franchisee’s location. PJ’s Coffee also provides franchisees with year-round operational consulting on an individual unit basis to ensure franchisees have all of the resources and support they need to succeed. The president of PJ’s Coffee and the parent brand, Ballard Brands, Peter Boylan, is a United States Army veteran who was a member of the 101st Airborne and 82nd Airborne, and served two combat tours. Having military experience, Boylan knows firsthand that veterans contribute positively to the business. “There are so many lessons I learned in the military that have applied directly

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“Winning the Franchise License Giveaway has been such an incredible opportunity. PJ’s Coffee has welcomed me into their family and has already provided me with incredible support and the valuable resources I need to succeed.” - Jeff Hateley to business and running PJ’s Coffee and the other Ballard Brand companies,” said Boylan. “The military taught me how to be decisive and strategic, and it has shown me that hard work, perseverance and commitment has a true payoff. I see these qualities in other veterans and know how valuable they are to our brand. When people ask me what principles I’ve learned that guide me through life and running the company, each one was learned during my time in the Army. There is so much potential for veteran entrepreneurs, and a huge opportunity for companies to ensure

they are empowering them and giving them the support they need to succeed. I’m so proud to be a part of a brand that does just that.” PJ’s Coffee is committed to building up veterans and helping them live out their dreams of owning their own business. If you, or someone you know is interested in learning more about franchising with PJ’s Coffee, please visit www.pjsfranchise.com. To apply for the Veteran Franchise License Giveaway visit www.pjsfranchise.com/vets.


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ex per t advice

Xinyu Zhang, CEO of Yangâ&#x20AC;&#x2122;s Braised Chicken Rice USA Group

Strategies for International Growth Xinyu Zhang

A brand that is successful internationally is the result of a comprehensive, multifaceted strategy with keen attention paid to both planning and execution. Never underestimate the complexity of

expanding a brand on a global level. The

Franchising USA

initial obstacle in deciding if a brand can grow internationally is the brandâ&#x20AC;&#x2122;s ability to recognize and leverage its strengths and create safeguards against potential weaknesses to make a brand fluid enough to adapt in multiple markets.

Transforming a concept from a local favorite and introducing it to international audiences requires the right entrepreneurs to help make global expansion a reality. Beginning with being an established brand in your local market and being strategic in market selection, finding the right franchisees for a new global market and adapting the concept to fit the new location are all key components of international growth.

Establish Brand Culture in Local Market Franchising gives individual entrepreneurs the opportunity to introduce a common product or service across multiple markets while maintaining brand standards and values. Having a strong established brand culture in your home market is the key to success when expanding internationally. Regardless of location, the brand should provide customers with the same experience. This can be attributed to a thorough initial training, the consistency of a proven business model and supporting your franchisees. Take pride in the fact that your company is able to grow


internationally because of your franchise partners. In order to truly tap into the local culture and values of a new global market, a brand needs to find the right franchisee. He or she should be an in-market expert, and should have the knowledge necessary to convert a new consumer base into fans of the brand through strategic, targeted execution and marketing. Even in competitive markets, a stable franchise concepts allows franchisees to utilize a flexible strategy to push a concept into a new country or continent, while maintaining brand value in existing markets.

Immerse Your Brand Into The Culture Understanding the customer base in a foreign market is a top priority to beginning any international growth efforts. Your brand has the chance to make a first impression that sticks in a new market, and takes advantage of any niche demands that haven’t yet been filled. An international concept has the opportunity to build trust and loyalty quickly by coming in with a deep understanding of local tastes and preferences. This also applies to appealing to qualified potential franchisees, and making sure the franchise investment fits potential candidates looking for a strong business model for their local market. Finding success within a new market begins with research, and is the key to finding hidden gems within a region or country that a brand can shape its product or services to in order to thrive. Conducting market research through physically taking a trip to your target market to explore the culture and learn the business etiquette will immediately set you apart within the industry. Take every opportunity to connect with industry professionals in the area to learn what it takes to run a business there from the experts themselves. Introducing a new international concept is a chance to encourage local customers to break into something different just as the brand itself is taking a risk at trying something new. With the excitement of introducing something new and

fresh comes the potential for building meaningful partnerships with local businesses, communities and economic organizations in your new market.

Don’t Underestimate the Complexity Expanding a brand takes time and more resources than one immediately thinks. Beyond the research of the new market, one must consider the process for finding the right franchisee that is driven to bring the story of a business into a new international market. They must also demonstrate a sales-driven attitude to remain successful in a new market, the ability to fight for and retain the attention of consumers and a commitment to the brand and the business model that will turn a franchise into a valued new member of the community. The community, and ultimately the customers, may expect certain standards in regards to culture, dress, cooking and atmosphere. When making the leap into a new international market, having the mindset of the customers-to-be can be one of the most difficult barriers to overcome. Learning how to approach potential customers and how to expand the in-store experience can play a huge role in creating an environment that may be foreign to the new market, but intriguing to outgoing individuals looking for a new concept amongst familiar offerings. As we’ve grown internationally, we’ve had

“Transforming a concept from a local favorite and introducing it to international audiences requires the right entrepreneurs to help make global expansion a reality.” the good fortune of building a fan base quickly in the United States. As more fans have developed a taste for our product, we have been able to tap into an American consumer base that had never heard of us before last year. Many U.S. consumers would never expect to see a single item menu, but we’ve used the novelty as a tool to entice new customers to try our product for themselves. International brands have the power to separate themselves and stand out as an innovative member of the local market by virtue of being new and different. In the end, a strong global growth strategy underpinning expansion has the power to make a global concept a local favorite. Xinyu Zhang, CEO of Yang’s Braised Chicken Rice USA Group, has helped to grow the brand for 3 years with international expansion. He successfully brought the first United States location to Tustin, California in September of 2017 and plans to continue to grow the concept across the country. Yang’s Braised Chicken Rice serves just their one item menu with three spice levels and has 6,000 locations globally. ymyusa.com/franchising

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Own your own sandwich shop.

Franchise opportunities are now available locally and worldwide with new and existing shops. If you enjoy working with people, leading your own team, learning new skills and are ready for an exciting new challenge, contact us today! The Subway® franchise fee is $15,000 which is included in the total investment. The total investment can range from $147,050 to $320,700+ (See Franchise Disclosure Document for further details.)  Restaurant owners should have half of the total investment in cash and finance the other half. Please visit subway.com or call Ralph Piselli, Franchise Sales Manager: 800.888.4848 x 1312 .

SUBWAY® is a Registered Trademark of Subway IP Inc. ©2018 Subway IP Inc.


7-Eleven Franchising with the world’s #1 convenience store is easier than you think.

Been looking for. Your earning potential is as big as you want to make it. We offer a gross profit split, which means your success is as important to us as it is to you.

It also might be the smartest business move you’ve ever made.

It’s turnkey – we provide the store, land and equipment. Start-up is fast (3-6 months). You get extensive training and support from 7-Eleven pros.

As a 7-Eleven Franchisee, you’ll be partnering with a brand known and loved around the world. We’re consistently ranked as a top-five franchisor with more than 54,200 stores worldwide.

Our field consultants and operations teams offer a wealth of support and information. Leveraged vendor relationships mean national buying power.

World-famous brand. World-class opportunity. Take a second and learn why franchising with 7-Eleven could be the career changer you’ve

brumby’s bakery Brumby’s is one of Australia’s most iconic bakeries. With a history of baking fresh bread every day since 1975, it has fostered a loyal legion of customers who buy more than 10.5 million loaves each year, featuring more than 200 stores across Australia, New Zealand and Papua New Guinea. Brumby’s Bakery is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Brumby’s Bakery. Area Developers or Country Master Franchise

Business Finance Depot

Phone: 1-800-782-0711 Fax: 972-828-5017 Website: Franchise.7-Eleven.com Email: Franchise.Inquiries@7-11.com

Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Brumby’s Bakery is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

Business Finance Depot specializes in packaging equipment leases and SBA Express Working Capital loans for start-up and existing businesses.

Our company also works with SBA 7(a) lenders, alternate financing sources, crowd funding financing sources and companies that specialize in using retirement funds to capitalize a new business. Please visit our website for more information.

Our main clients are franchisors seeking financing for their new franchisees and manufacturers seeking financing for their equipment purchases.

Website: www.businessfinancedepot.com Email: paul@businessfinancedepot.com Phone: (800) 788-3884 Contact: Paul Bosley

CAFÉ2U

Master Franchise Partners receive the benefits of being

Cafe2U is a van based franchise, delivering the highest quality espresso based beverages to non-traditional locations; being anywhere that a consumer would not expect to access a high-quality espresso based coffee. Since the first van launched in Sydney, Australia in 2000, the brand now boasts more than 250 franchises worldwide, including over 100 across the UK, New Zealand and South Africa. Cafe2U is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Cafe2U. Area Developers or Country

Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for more than sixty franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance. With a customized online store as the organizing principle, our websites give franchisees the ability to purchase their advertising and marketing tools in one easy-to use program. We provide marketing collateral, signage, POP

supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Cafe2U is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and user-friendly. Customer service is our forte’. Contact: Dan Broudy, Chief Executive Officer Phone: 412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

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Crust Gourmet Pizza Since its inception in 2001, Crust Gourmet Pizza Bar has grown to over 160 stores in Australia and has expanded into Singapore and is soon opening in the United Kingdom. Crust Gourmet Pizza is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Crust Gourmet Pizza.

• Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Area Developers or Country Master Franchise Partners receive the benefits of being supported by an established Franchisor:

Crust Gourmet Pizza is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

donut king

receive the benefits of being supported by an established Franchisor:

The first Donut King store opened in Sydney Australia in 1981 and has since evolved into a network of close to 300 stores throughout Australia, New Zealand, Papua New Guinea, and will be opening in Sweden and the United Kingdom in 2018. Donut King lives by a ‘Make it Fun’ brand mantra, with seriously delicious treats available at vibrant stores served by energetic and engaging staff.

• Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts

Donut King is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Donut King.

Donut King is seeking Area Developers or Country Master Franchise Partners for the USA.

Area Developers or Country Master Franchise Partners

Email: rfginternational@rfg.com.au

G-FORCE™ Franchise Group LLC

trucks and service trailers, state-of-the-art equipment and military-influenced logo and uniforms, G-FORCE™ has built its brand around today’s Veteran and stands as one of only two Veteran-focused franchise brands and the only one of its kind awarding franchises exclusively to Veterans.

Founded in 2017 and franchising since 2018, G-FORCE™ prides itself as the go-to resource for all things line striping and pavement marking – New Layout, Re-Stripe, ADA Compliance, Stencil Markings, Warehouse Flooring, Parking Structure Markings, Outdoor Basketball Courts, Athletic Field Markings and more. With attention-grabbing, distinctive camouflage

gloria jeans Since first entering the Australian market in 1996, Gloria Jean’s Coffees is now a global success story, serving guests in close to 900 coffee houses in over 50 territories worldwide.

• Supply chain and procurement support.

Contact: Jack Child Phone: 844-464-3672 Email: info@GoGForce.com Website: www.GoGForce.com

Coffees. Area Developers or Country Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system

The flexibility of our coffee house design means that all formats can be adapted to a broad range of locations and localised to suit individual markets. General store format options include:

• Ongoing support via a Market Development Manager

• Kiosk • Small coffee house • Large coffee house • Drive thru

• Product innovation via our dedicated team of food experts

Gloria Jean’s Coffees is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Gloria Jean’s

Gloria Jean’s Coffee is seeking Area Developers or Country Master Franchise Partners for the USA.

Grease Monkey Franchising, LLC Grease Monkey® and SpeeDee Oil Change and Auto Service® centers provide preventive maintenance and repair services that help customers meet vehicle manufacturers’ recommendations and warranty requirements. With over 500 locations, Our Less Hassle, More Hustle customer service approach is designed to help customers make educated, informed decisions about maintaining their vehicles in a comfortable, nopressure setting.

Franchising USA

• Full training of the brand system

• Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Supply chain and procurement support.

Email: rfginternational@rfg.com.au

With over 60 years of combined automotive experience, Grease Monkey ® and SpeeDee® franchise owners enjoy a proven system and business model. Each process offers a flexible approach, so franchisees can customize their facility and menu of services for a specific market and investment profile. Contacts: Jeff King, Director Franchise Development; Jon Piper, Manager of Franchise Development Email:

jking@greasemonkeyintl.com; jpiper@greasemonkeyintl.com

Phone:

303-308-1660

Website: www.greasemonkeyfranchise.com


HealthSource With over 250 franchises across the country, HealthSource is the nation’s largest chiropractic and holistic care provider. Our unique business model, which combines four multibillion dollar industries: chiropractic, physical therapy, massage, diet & nutrition, is poised for explosive growth as more and more Americans seek out natural solutions for pain, sports performance, and overall wellness. To keep up with the customer demand, HealthSource now offers multi-unit franchise options in key markets across the country. Our goal is to have 3-400 multi-unit owners within five years. In addition, in 2018 we started accepting International Master License applications, for select countries,

honkamp krueger Honkamp Krueger & Co., P.C. (HK) is a Top 100 CPA and business consulting firm in the U.S. and the 3rd fastest-growing Midwest-based firm (Accounting Today, 2017). Specializing in franchise services, HK offers 40-plus forward-thinking, innovative solutions to franchise organizations in all 50 states. In addition to our tax, accounting and consulting services, HK offers total hire-to-retire solutions through our human capital management affiliate, HKP. Through our HK Financial Services affiliate, HK offers world-class wealth management solutions.

International Franchise Professionals Group

as most high-growth US franchises are quickly embraced abroad. In addition to the growth in new franchise units, HealthSource is very proud of the earnings its owners enjoy. After paying payroll, franchise support fees, and rent & utilities, the average HealthSource owner has a growth profit of $206,000. HealthSource owners enjoy a recession-resistant, growing business, terrific profit figures, and knowing they are helping their communities lead happy, healthy lives. Contact: Wes Sattler (Director of Franchise Development) Phone: 440-934-5858 Email: wsattler@healthsourcechiro.com Website: www.hsfranchising.com

Our depth and level of franchising expertise along with our track record for providing independent and objective franchise advisory/consulting services clearly differentiates HK from all other franchise advisors across the country. When you partner with HK for your franchising needs, you will always have easy access to one of our owners who will walk in your shoes with you and who has a unique perspective on being an entrepreneur and business grower. Phone: 888.556.0123 www.honkamp.com

IFPG to power their business. All of these individuals understand the value of being associated with IFPG.

The International Franchise Professionals Group (also known as IFPG) is a membership based organization that has over 700 members. Our members consist of Franchisors, Franchisor Brokers, Lenders, and other Franchise Professionals that help potential candidates in the process of buying a franchise.

The IFPG is a strictly membership based organization that does not participate in any referral fees from our franchisor members or our brokers, thereby allowing all of our members to work freely together. Our long-term success is predicated on retaining our members and providing all the tools needed to help you sell more franchises, and close more deals.

Hundreds of nationally recognized franchise companies have chosen the IFPG and its members to represent their brand; hundreds of experienced franchise consultants and brokers have chosen the

If you’re a franchisor, franchisor broker, or another profession that serves the franchising industry call us today at (888) 977-IFPG to learn about membership opportunities.

LEAKPRO INTERNATIONAL Incorporated

A commitment to Service Excellence and a willingness to learn are required. The ability to deal with people in a friendly, professional and courteous manner combined with the determination to succeed could put you on the road to financial freedom.

LEAKPRO is a unique Mobile business serving new and used car and truck dealerships, body shops, fleets and RV Dealers detecting and repairing Automotive Water Leaks, Air Leaks, Wind-Noises, sunroof and convertible issues. The system itself, besides using ultrasound technology combined with the latest proprietary tools and products has a unique trademark, decor and logo. LEAKPRO offers intensive hand on training, OEM warranty approved products, factory trained technicians and up to a Lifetime warranty. Our training not only teaches leak repair, but day-today business management and sales techniques. Prior Automotive experience is not required but helpful.

It’s a grind Founded in 1994 in Long Beach, California, It’s A Grind’s mission is to provide high-quality signature coffee, espresso beverages and delicious food offerings in a comfortable and locally-focused atmosphere. It’s A Grind has stores in the USA, Middle East and Asia. Sourcing its coffee from around the globe, It’s A Grind then roasts each batch in Southern California, ensuring consistently fresh, smooth and flavorful coffee. It’s A Grind is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including It’s A Grind. Area Developers or Country

With NO effective competition and the high demand for this service - it’s a Winning combination. This Mobile business is a low-overhead, profitable opportunity. To join this MultiAward winning TEAM call 888.532.5349 or visit www.leakpro. com today! Individual, Master and Regional Opportunities exist all throughout the USA. Contact: John R. Allen Founder & President Phone: 905.829.LEAK{5325) 1.888.532.5349 Email :john@leakpro.com Website: www.leakpro.com

Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. It’s A Grind is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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Little Caesars As the largest carryout-only pizza chain in the world, Little Caesars is doing something right. Little Caesars is an international brand and household name. It’s come a long way since starting as a single store in metro Detroit in 1959. The Little Caesars brand and distinction of being named “Best Value in America”* for the last ten years is proof of its commitment to satisfying customers by providing one of America’s favorite meals at an affordable cost. Today, Little Caesars is looking for franchisees to bring HOT-N-READY® pizza to a wide range of communities

Michel’s Patisserie Michel’s Patisserie has French inspired cafés across Australia. With a history spanning over 30-years, Michel’s Patisserie is renowned for its delicious specialty cakes, pastries, treats, savouries and exclusive award-winning coffee. Michel’s Patisserie also includes an added cafe menu, including breakfast and light meals. Michel’s Patisserie is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Michel’s Patisserie.

*“Highest Rated Chain-Value for the Money” based on a nationwide survey of quick service restaurant consumers conducted by Sandelman & Associates, 2007-2015. Phone: 800-553-5776 Email: USdevelopment@LCEcorp.com Website: www.LittleCaesars.com

Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Michel’s Patisserie is seeking Area Developers or Country Master Franchise Partners for the USA.

Area Developers or Country Master Franchise

Email rfginternational@rfg.com.au

Our Town America

Our Town America program, while dozens of locally-owned franchises validate the Our Town America concept as a viable business opportunity. Franchisees are neighborhood marketing consultants, showing local business owners how to target their best prospects with enticing offers via direct mail.

For 45+ years, Our Town America has been providing new movers with traditional hospitality by mailing warm housewarming gifts from local businesses in a premium welcome package. It is Our Town America’s mission to welcome new movers into their community, to help local businesses gain new loyal and long-term customers, and to provide franchisees with an excellent business opportunity. In the New Mover Marketing industry, we mix proven & perfected methods of direct mail with new technologies.

Since beginning to franchise in 2005, Our Town America has been consistently ranked a Top 50 Franchise by the Franchise Business Review, making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowned the Franchise Business Review’s All-time Top Company. They are the 2018 #1 Advertising & Sales franchise.

Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the

Website: https://www.ourtownamerica.com/ Email: franchising@ourtownamerica.com

PIRTEK USA

only franchise of its kind in the United States. With more than 30 years of experience, PIRTEK is a service-based business focused on reducing downtime by repairing and maintaining hydraulic- and pneumatic-powered machines. PIRTEK offers unmatched service and logistics, an industry-leading sales approach, and a corporate center passionate about its franchisees and customers. As a franchisee, you’ll receive top-notch support every step of the way.

Proven Business Model for Prosperity PIRTEK began in Australia in 1980 and expanded into the United States in 1996. With locations in more than 23 countries and 400+ locations globally—and growing, we are the leading edge in hydraulic hose service. We’re powered by an innovative approach to sales and service with more than 30 years of experience, backed by a corporate team that is passionate about its franchisees and customers. PIRTEK offers unmatched service and logistics and is consistently recognized as a premier franchise.

Our Franchise Ownership process is quick too! There is a 6-step process, and this can usually be completed within 6-12 weeks. For more information, call Lu-Ann Senia to walk you through the steps to owning your own PIRTEK franchise.

PIRTEK is a unique business-to-business franchise that services, maintains, installs and replaces hydraulic hoses and fittings. PIRTEK is the leader in fluid transfer solutions, the

Phone: 321-504-4422 Email: lsenia@pirtekusa.com Contact: Lu-Ann Senia

Pizza capers

established Franchisor:

Pizza Capers was launched in 1996 and has outlets across Australia and have recently launched in India. Pizza Capers has successfully created a new segment in the take-away / dine-in pizza category for high quality, everyday gourmet pizza. Pizza Capers is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Pizza Capers. Area Developers or Country Master Franchise Partners receive the benefits of being supported by an

Franchising USA

nationwide. The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans.

• Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Pizza Capers is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au


Pollo Campero Pollo Campero has served flavorful chicken made with our original family recipe since 1971. Our menu includes fried, grilled, and boneless chicken for wholesome, customizable, easy-toshare meals. In 2017, we were named #6 in Business Insider’s “25 best fast-food chains in America right now.” With 350 system-wide locations, including company-owned and franchised stores, we have established a support network for franchisees who want to join our growing family.

Restoration1® Restoration1® is the fastest growing restoration franchise in the emergency restoration industry for mold, water, fire and smoke damage, handling jobs of all sizes across the nation for residential and commercial property’s. Our business is based on local and regional relationships with insurance adjusters, building inspectors, subcontractors and policy holders. It is always in high demand and not affected by economic trends because it is based on necessity, not discretionary spending. Our model is a powerful opportunity for the right

scooter’s coffee

With 6 straight years of Compounded Annual Sales Growth, we are now positioned to rapidly expand throughout the US. Franchising with Pollo Campero means serving up fresh, unique flavors with broad appeal and taking part in a franchise opportunity with strong earnings potential. Join our family! Phone: (972) 770-2800 Website: us.campero.com/franchising Email: franchising@campero.com Contact: Gustavo Duran, Executive Vice President

candidates, as it involves no inventory, no brickand-mortar location and high-volume growth that continues through almost any economic climate. Our ethics, professionalism, quality and availability are carried out at each of our franchise locations. Our team is committed to giving franchisees the support system they need to succeed in these same areas. Restoration 1 Franchisees can reach full potential with our superior training, technical support and in-territory support. Contact: Gina Roberson Phone: 800-993-0803 Email: gina@restoration1.com Website: www.restoration1.com

Founded in 1998, Scooter’s Coffee roasts the finest coffee beans in the world at its headquarters in Omaha, Nebraska. In two decades of business, Scooter’s Coffee’s success is simple: stay committed to the original business principles and company core values.

employees is: “Amazing People, Amazing Drinks... Amazingly Fast!”™ It reflects a commitment to providing an unforgettable experience to loyal and new customers. Scooter’s Coffee is quickly approaching 200 locations in 16 states and has 135 franchise commitments to build new stores. Franchise opportunities are available.

A partnership with the Arbor Day Foundation to source shade-grown coffee to protect the rainforests reaffirms its commitment to contribute to a “chain of good”. The company’s Brand Promise, recited to franchisees, customers and

Phone: (402) 934-7284 Website: https://franchising.scooterscoffee.com Email: Kelly.crummer@scooterscoffee.com Contact: Kelly Crummer- Franchise Development Manager

SUBWAY®

freshly baked breads, select sauces and a variety of delicious toppings. When you join the Subway® family, you’ll get world-class support before you even make your first sandwich and well beyond.

When you own a Subway® sandwich shop, you’re part of the world’s largest Quick Serve Restaurant chain and one of its most recognized brands, and you’ll get the support and experience that comes with it. Be part of a winning brand that keeps customers coming back for delicious meals made just the way they want. Subway® is the undisputed leader in fast, wholesome food. Our sandwiches are made to order right in front of the customer, precisely the way they want - using

the inspection boys The home Inspection business is one of the most In-Demand trades in the country and The Inspection Boys is the lowest Start-Up franchise inspection business opportunity in the nation. The Inspection Boys has a unique marketing structure to get you up and running quickly, has an amazing training and support system to ensure that you’re ready to go out and conquer your territory and most of all it offers a corporate team that will be with every step of the way. Besides for being the lowest start-up inspection

Our franchise support system features: training, product development, advertising, purchasing cooperative, field support and much more. Contact: Ralph Piselli, North American Franchise Sales Manager Phone: 203 877 4281 Email: Franchise@subway.com Website: www.subway.com

franchise business in the nation, The Inspection Boys also offers you the lowest royalty program, the lowest overhead cost and the largest territory sizes in the trade. When you join the Inspection Boys, you will join more than just a franchise business, you will join a family oriented team that cares and looks out for your success and accomplishments. Reach out to us today at 800 819-4403 or at info@theinspectionboys.com and find out for yourself. You may also check us out at TheInspectionBoys.com

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franchise & services dir ecto ry

The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth. All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’. Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

TopFire Media TopFire Media is an integrated digital marketing and public relations agency, specializing in the franchise industry. Our clients benefit from our years of experience in franchise SEO service, public relations, media relations, content writing and management, social media marketing, and web design. We work to bring all of these elements together to achieve a common goal – our clients’ success.

The UPS Store

www.interfacefinancial.com

Our integrated approach combines our public relations and franchise SEO service prowess and is designed to generate brand awareness, drive consumer engagement, and build credibility for your company. Phone: (708) 249-1090 Fax: (708) 957-2395 Website: www.topfiremedia.com Email: info@topfiremedia.com Contact: Matthew Jonas

The UPS Store, Inc. is the world’s largest franchisor of retail shipping, postal, printing and business service centers. The UPS Store comprises more than 5,000 independently owned locations across North America providing convenient and valueadded business services to small business owners, entrepreneurs and consumers.

minorities, women, veterans, and retirees. Best of all, we have numerous franchise opportunities available throughout the country, from traditional stand-alone locations to smaller footprint centers inside of other locations including hotels, convention centers, pharmacies and more. Take a look at the currently available franchise opportunities and contact us for more details.

With nearly 40 years of franchising experience, we’ve been able to offer thousands of people the opportunity to become their own boss, everyone from entrepreneurs to corporate executives, including

Phone: (877) 623-7253, Monday - Friday 7 a.m. to 5 p.m. PST Website: www.theupsstorefranchise.com Contact: www.theupsstorefranchise.com/contact

verlo mattress

Verlo offers a one-of-a-kind Comfort Adjustment service, in which guests are able to have the firmness or softness of their mattress altered for free within a period of time. This gives the consumer peace of mind that they will not be stuck with a mattress that no longer addresses their sleep comfort needs.

Verlo has a mattress shopping experience unlike any other – an elevated customer experience that was designed to make shopping as comfortable as the mattresses – with the goal of having guests feel a sense of “ahhh” when in a Verlo store. As a vertically integrated company, our mattresses are built on-site, sold at consumer-direct prices and serviced locally with a Lifetime Comfort Guarantee. This model uniquely positions Verlo to benefit from several key retail trends, such as Shop Local, Made in America, and Handmade Products.

Veterans Business Services Veterans Business Services provides the most advantageous franchise acquisition terms for Veterans and provides innovative entrepreneurial training for qualified Veterans seeking grants under the VA Vocational Rehabilitation Program. Veterans Business Services (“VBS”) specializes in entrepreneurial opportunities for Veterans and has an extensive reach into the Veterans community and can generate significant interest from qualified Veterans who wish to start a franchise or small business. VBS offers multiple marketing methods that have proven effective with helping franchise organizations with their expansion plans. Utilizing custom email marketing

Franchising USA

• No storefront to own, lease, or maintain • No Inventory or stock to purchase • No extensive travel because IFG franchisees do business locally • Business-to-Business, professional environment with regular business hours of operation • Flexibility to relocate for part of the year or permanently and continue doing business Our franchisees are excellent communicators, relationship builders with decision-making and problem-solving skills, and much more sales & marketing oriented. IFG has been in the ‘invoice discounting’ business since 1972, and employs its franchise network in the US, Canada, New Zealand, Singapore, the UK, Ireland, Australia, Mexico and South Africa.

Company Name: FWR, LLC d/b/a Verlo Mattress Phone: 414/585-8900 Website: www.verlo.com/franchise Email: franchisedevelopment@verlo.com Contact: Kathy Thornton-Bias

campaigns, news press releases, and online franchising e-magazine articles, VBS gets the message to qualified Veterans who are invested in starting a franchise. VBS supports service disabled Veterans who are enrolled in the self-employment track within the Veterans Administration and provides outreach efforts to transitioning military through TAP and ACAP programs. As a graduate business of the Entrepreneurial Bootcamp for Veterans (“EBV”), we also assist other graduates of EBV and provide coaching support through mentoring programs. VBS is where Veterans turn to make their franchise dreams a reality. Contact: James Mingey Phone: 202-349-0860 Email: info@veteransbusinessservices.us Website: www.veteransbusinessservices.us


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The public and policymakers need to understand franchising. Our purpose

@OurFranchise is an industry-wide campaign created to spread the word about the value of franchising and share the stories of men and women just like you, who are leading the way as franchisors, franchisees, and franchise employees. The franchise business model has been proven time and time again to work, but it’s threatened when the public and politicians don’t understand how it operates to benefit local, independent franchise establishment owners and their communities. Putting a spotlight on real leaders succeeding with the franchise model is how we’ll ensure franchising is stronger than ever before.

Follow us

Share the tools and resources offered on AtOurFranchise.org/resources

Help us keep the momentum going

Since our launch in June 2016, we’ve reached 1.7 million people through outreach efforts, including events in key cities and states, where we spoke directly with business owners, employees, policymakers, and the media. Additionally, we’ve reached people across America through our website and social media channels, digital advertisements, and the promotion of We the Franchisees on Politico – but there is much more work to do. As a franchisor, franchisee, or franchise vendor, you are a leader in your community – and we need your support, now more than ever.

You benefit by joining

By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers. Visit AtOurFranchise.org Contact Erica Farage, Senior Director of Political Affairs and Grassroots Advocacy and Multi-Unit Franchisee Engagement International Franchise Association efarage@franchise.org (202) 662-0760

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Our Franchise

@OurFranchise

@OurFranchise

This is just the beginning

Make sure you stay up to date with the campaign’s latest efforts through email updates and social media. Visit our website to read and share the latest stories of franchisors and franchisees making an impact in their communities. Become a franchise advocate to help ensure Americans, now and in the future, have the opportunity to start franchise businesses. Take the lead today!


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ENTREPRENEURS BUSINESS OWNERS ADVENTURERS AND YOU!

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Get your big break at Franchise Expo Midwest, where thousands of entrepreneurs and future business owners can meet face-to-face with over 100 proven franchise opportunities. Find your leading role, whether it’s full-time or part-time, in every industry, at every investment level. Even further your professional development with over 30 free seminars from the franchising industry’s top talent.

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Profile for CGB Publishing

2174 franchising usa 6#9 (1)  

Franchising USA is a monthly consumer publication bringing you all the latest news, expert advice, and information from the world of franchi...

2174 franchising usa 6#9 (1)  

Franchising USA is a monthly consumer publication bringing you all the latest news, expert advice, and information from the world of franchi...