August 2016 franchising usa 4#10

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Franchising usa T he ma g a z ine for franchisees

VOL 04, ISSUE 10, aug 2016



children’s products & services feature LATEST NEWS

aims to help franchisees grow their businesses

what are

social brand advocates?





Better searchability responsive design easier to navigate franchise comparison tool

Franchising usa T he ma g a z ine for franchisees

FRANCHISING USA VOLUME 4, ISSUE 10, 2016 president: Colin Bradbury.



from the p u blisher & editor

Vikki Bradbury.

advertising: Vikki Bradbury.

Editorial Department: managing editor: Diana Cikes

Editorial team: Gina Gill Rob Swystun


DESIGN: Jejak Graphics.

COVER IMAGE: Sprout Financial: Tiffany Scheitlin (Lead Processor) Brandon Pfannenstiel (Sr. Account Manager) Melissa Abella (Relationship Manager)

CGB PUBLISHING Canadian Office: 676 Wain Road, Sidney B.C Canada V8L 5M5 U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Sales: 847 607 8407 Editorial: 778 426 2446 Proud member of the IFA:

SUPPLIER FORUM International Franchise Association 1501 K Street, N.W., Suite 350 Washington, D.C. 20005 Phone: (202) 628-8000 Fax: (202) 628-0812

Welcome to the August issue of Franchising USA which continues to offer great advice, News and Featured Franchises. Usually I comment on the contents for the magazine but for this issue it gives me great Pleasure to introduce you to Diana Cikes, the newly promoted Editor of our successful Magazine. Diana has been working for CGB Publishing in the background with our Production department so some of you may already know her and will have worked with Diana previously. She takes on her new promotion for the October issue and I am sure we are going to continue to see some great informative articles in the upcoming issues. Over to you Diana, Good luck. Thank you for the lovely introduction, Vikki. Change is inevitable in business just as it is in life, and it’s no different for us here at Franchising USA. I’m excited to move into my new role as the managing Editor and as a professional writer myself, I look forward to tackling the other end of publishing as I connect and work with our valued (and wonderful!) contributors. If you’re preparing to grow and make some changes in your own business, our

Cover Story on Sprout Financial this month could help provide the answer. Turn to page 10 to learn how this new financing firm is helping franchisees grow their business and get through the vital startup stage. Our Special Feature this month is on Children’s Products and Services. On the Cover is Goddard School, a well established and successful pre-school franchise that is looking for the right people to accelerate its growth in the United States. Learn how this brand is providing the opportunity to Help Shape Future Generations by franchising with Goddard. Every professional sometimes needs the advice of an expert, so as always we’ve included plenty Expert Advice from our seasoned industry experts, including Fast Track Planning for Self-Employment by Jim Mingey. What are Social Brand Advocates and Why Does My Franchise Need Them? Jeff Ernst uncovers the answer while Brian Scudamore offers advice on how to get Ready, Aim and Fire your employees (the right way). I look forward to helping shape future issues and I hope you stick with me and continue to enjoy reading our magazine. I would love to hear what topics or issues you would like to see covered so be sure to keep those comments coming. Happy reading!

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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august 2016

On the Cover

10 Cover Story: Sprout Financial Aims to

44 What are Social Brand Advocates?

In Every Issue 06 Franchising News Announcements from the Industry 26 Feature Article Children’s Products & Services Feature Article 47 Veterans Supplement News and Information for Veterans in Franchising 66 A-Z Franchise and Services Directoy



Help Franchisees Grow their Businesses


19 Special Children’s Products & Services Feature

Focus 58 Moran Brands

Have Your Say 14 David Bosley, OpenWorks 40 Randy Wright, Cottman Transmission Systems 62 Mark Bollman, Creative Colors International



Expert Advice 12 12 Ready, Aim, Fire (The Right Way) Brian Scudamore, Founder and CEO, O2E Brands 16 5 Skills That Create a Front Line Dream Team Pamela Herrmann & Patty Dominguez, Co-Founders, CREATE Buzz 42 Are Area Developer Opportunities the Brass Ring of Franchising? George Knauf, Senior Franchise Business Advisor, FranChoice 44 What are Social Brand Advocates and Why Does My Franchise Need Them? Jeff Ernst, CEO and President, Smync

64 Appreciative Inquiry – Is It Necessary? Paul and Pat Ruggeri, Co-Founders, Appreciative Insights

Children’s Products & Services Feature


60 Implementing and Enforcing Covenants Against Competition in The Franchise Context: Part 2 Erik W. Weibust, John R. Skelton, and Anne V. Dunne

On the Cover: 24 Goddard School 32 Q&A with Julie Burleson 26 Feature Article

30 Kid to Kid 34 Cookie Cutters QUESTION TIME 32 Julie Burleson, Young Chefs Academy FRANCHISOR IN DEPTH 36 Primrose Schools



f ra nchising usa

what’s new!

PIRTEK Opens Service & Supply Center in Metro New Orleans PIRTEK Elmwood is located in southeast Louisiana’s largest industrial park, about 10 minutes from the New Orleans city limits. The only franchise of its kind in the United States, PIRTEK provides hydraulic and industrial hose replacement sales and services. There are 58 PIRTEK Service & Supply Centers and a fleet of Mobile Service Vehicles throughout the United States. Globally, PIRTEK has more than 400 locations and 2,000 Mobile Service Vehicles in 23 countries around the world.

PIRTEK now has a Service & Supply Center in the greater

During his long career at Grainger Industrial Supply in New Orleans, owner Carl Prince worked with many local companies to help them manage their inventories, even during such crises as the BP oil spill and the Hurricane Katrina aftermath.

replacement and maintenance needs of the area’s marine and

“I know the industry, where the services can be used,” Prince said. “I worked in the New Orleans market for well over 20 years. In some cases, I know the players. The idea of owning a PIRTEK here just clicked.”

industrial sectors.

New Orleans area. The new location at 5229 River Road, in Harahan, LA, is prepared to address the hydraulic hose

The Junkluggers Takes ‘Green’ Approach to Cleaning Out Nation’s Clutter American homes are overflowing with junk and many people don’t have a truck and don’t have the time to haul it away. The service has become so popular that some national companies like The Junkluggers are making it big in the junk removal business. With 11 locations operating nearly 50 territories in seven states, The Junkluggers is looking for franchise partners to help bring the company’s eco-friendly junk removal services to even more markets across the country. Company plans call for opening eight new locations by the end of 2016 and adding as many as 10-15 new locations annually starting in 2017. ”Almost everyone has to tackle junk removal at some point in their lives, but few have the time or energy to tackle larger projects on their own,” said founder Josh Cohen. “That’s where we come in.” Founded in 2004 and franchising since 2013, The Junkluggers provides an environmentally-friendly alternative to traditional junk removal, donating, recycling and repurposing on average 70% of the items they remove to local charities and recycling

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centers and keeping tons of junk from landfills each year. Aside from select hazardous materials, Junkluggers can lug away just about anything, from furniture and appliances to electronics and concrete, among other items.

The Halal Guys Announce Location for First Restaurant Serving Non-Stop Crowds of Las Vegas The Halal Guys franchisee, FOMO THG LLC, has announced the location for the famed restaurant chain’s first site in the state of Nevada. Expected to open in mid-August, the celebrated offerings of The Halal Guys will be available at 3755 Spring Mountain Rd., just off the busy Las Vegas Strip, home to some of the world’s top hospitality and entertainment venues. The legendary Manhattan food cart operator has grown from humble beginnings as a New York City hot dog cart to a world-renowned international restaurant chain defining a new, thriving segment for the industry with its distinctive fare of gyros, chicken and falafel over rice. As in New York, another world-class city that never sleeps, The Halal Guys will cater to the teeming crowds in the town that bills itself as the Entertainment Capital of the World.

The Halal Guys is the pioneer of American halal food, with a taste profile that cannot be replicated in any other cuisine format featuring flawlessly cooked, premium quality halal meats that are seasoned to perfection and a melting pot of Middle Eastern and Mediterranean flavors. “We are thrilled to share this concept, that has generated incredible loyalty

everywhere it has opened, with the thousands of people who live in and visit Las Vegas,” said Rene Hjorth, Director of Operations for FOMO THG. “It’s a perfect match for the non-stop, international environment that has made New York such a successful environment for The Halal Guys as well.”

ShelfGenie® Franchisor, Noble Brands, Among 40 Fastest-Growing Companies in Georgia Noble Brands, an Atlanta-based franchisor of multiple concepts including, ShelfGenie and Outback Gutter-Vac, was recognized by the Atlanta Chapter of the Association for Corporate Growth (ACG) in the professional organization’s 2016 Georgia’s Fast 40, recognizing the top 40 fastest-growing middle-market companies in the state. “This is a great honor and serves as a testament to all the hard work we’ve been doing to create a company that is unique in the way it operates and supports its franchise brands,” said Allan Young, founder and CEO of Noble Brands. “What began as a rapidly growing Glide-Out™ shelving company evolved into the need to

become a franchisor that was equally as progressive and growth-oriented.” Driving the growth of Noble Brands is its flagship franchise concept ShelfGenie, which has been a leading provider of custom-designed Glide-Out shelving since 2000. The company has grown to 50 franchisees that serve 160 territories in the U.S. and Canada and earned such accolades at the Inc. 5000 and Entrepreneur Magazine’s Franchise 500. The brand reported annual revenue in 2015 of $27 million, up 20 percent from the previous year and is ramping up its U.S. expansion behind the unveiling of a new content-driven website.

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what’s new!

Sales Industry Veteran Acquires Valpak of Lafayette Territory In June of 2016, Valpak, a leader in local print and digital coupons, announced Karen Grizzaffi acquired the existing Valpak of Lafayette territory in Louisiana. Under new ownership as of May 1, 2016, Valpak’s signature Blue Envelope now mails to over 60,000 households in Lafayette and its surrounding areas, including Broussard, Youngsville, Scott and New Iberia. After reviewing the many benefits of owning a Valpak franchise, Grizzaffi decided to jump at the opportunity to purchase the Lafayette territory and become her own boss. “We are ecstatic to welcome Karen to the Valpak franchise family,” said Shak Turner, director of franchise sales for

Valpak. “As a sales expert with impressive experience, we know she will provide customers in Lafayette and its surrounding neighborhoods with the consumer savings they have come to rely upon.” A leader in cooperative direct mail, Valpak mails coupons to nearly 39 million demographically targeted households per month in 45 states and four Canadian provinces. Today, in addition to its flagship Blue Envelope, Valpak offers its advertisers an impressive portfolio of digital advertising products including, Smartphone apps, Google partnerships, website development, mobile web optimization and reputation management.

Rita’s Italian Ice Celebrates National Frozen Custard Day National Frozen Custard Day is August 8, and Rita’s Italian Ice is celebrating. To observe this unofficial holiday, Rita’s is urging customers to come in to try their frozen custard flavors, and inviting guests to try them all thanks to a high-capacity Fuzionate machine. Rita’s knows people will want to try more than one flavor in a day, and the Fuzionate machine makes this possible! It allows stores to offer nine flavors of frozen custard with just one machine. This is a huge increase in comparison to the typical two- or three-flavor machines. “We pride ourselves on making happiness happen for our guests,” said Eric

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Taylor, Senior Vice President and Chief Development Officer at Rita’s. “We are always striving to innovate, whether it’s coming up with new flavors or improving our stores. We think customers will really enjoy what we’ve come up with.” The best way to combat the summer heat is through cold treats, so Rita’s came up with nine flavors to thrill their customers: black raspberry, butter pecan, cheesecake, coffee, cotton candy, mint, orange cream, pistachio and strawberry. These bold flavors are packed with delicious, fresh ingredients, which automatically brings smiles to faces.

Epcon Expansion plans Epcon Plans for Expansion in 2017 Through Mix of Corporate and Franchise Builder Communities Epcon, the 40th-largest home builder in the U.S. and the 22nd-largest privately owned homebuilding company in the country (Builder, May 2016), is expanding briskly both through home sales in newly developed communities and plans to break ground on new communities across eight states.

Growth is expected through a mix of corporate ventures as well as the efforts of Franchise Builders who utilize Epcon’s system for developing communities. For 2017, Epcon is working with an expanded suite of copyrighted floor plans including the recently announced

American Porch Collection as well as new duplex and triplex floor plans. Epcon’s ranch style homes attract a wide segment of buyers including those in the lucrative 55+ age demographic who, according to a Metrostudy report, will drive a majority of new home purchases for the foreseeable future. Epcon has 30 years of experience in the residential building business and 20 years of franchising and has constantly stayed ahead of demographic buying trends.

Robert Rodgers Joins Unishippers Global Logistics as Chief Financial Officer Unishippers Global Logistics, LLC announced that Robert Rodgers will join the executive team as the new CFO. Rodgers brings an extensive background as a finance leader in acquisitions integration, pricing strategies and as a process improvement facilitator with several Fortune 500 companies. “We admire Robert’s commitment to excellence and work ethic and are excited to welcome him to our team,” said Kevin Lathrop, president of Unishippers Global Logistics, which reached $451 million in system-wide sales in 2015. “We look forward to implementing new initiatives that will allow our franchisees to continue providing cutting-edge technologies and

services to their customers at a competitive price.” Rodgers will be stepping into a company that continues to excel. The thriving franchise model consistently receives accolades within in the franchise industry as a Top 200 franchise by Entrepreneur magazine and the distinction of being a top concept in franchisee satisfaction by Franchise Business Review. “My first steps as CFO will be familiarizing myself with franchise operations to identify where we can accelerate financial progress and continue to make sound strategic investments that bolster the strength of the franchise system,” said Rodgers.

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cov er sto ry

Sprou t Fina ncial

New Alternative Financing Company Aims to Help Franchisees Grow their Businesses

“I think a big difference between Sprout Financial and other lending companies is that Sprout Financial does everything internally and manages the entire process and doesn’t bring in anyone else to do fulfillment.” - Jordan Washington

From the Arizona desert, a relatively new financing firm is helping franchisees get through the vital startup stage in their new businesses. Franchising USA

Sprout Financial, headquartered in Phoenix, is an alternative lending company that helps individuals procure financing in the form of unsecured lines of credit for a variety of business opportunities. Essentially, the firm helps franchisees bridge any gaps they may have between the time their Small Business Administration (SBA) loan is used up and when their business starts making returns for them. “Specifically in the franchise space, we’re really a gap financing firm that is able

to provide people with capital if they’ve used their SBA loan but they still need additional capital for equipment financing or leasing or if they need working capital once they open their franchise,” Jordan Washington, Sprout’s Director of Operations, said during a recent interview from the firm’s Phoenix headquarters. Although Sprout has only been in business for about 16 months, its parent company, Micamp Solutions LLC, a payment technology firm, has been in business since 2007.

“We come in and provide the opportunity for [franchisees] to get unsecured lines of credit in an alternative financing way so they can get that working capital for their business.” - Jordan Washington The Sprout difference What makes Sprout different from other financing companies is the level of service the firm is able to provide, the director of operations said.

“While we haven’t been in business for long, we have all the resources in place and we’re a full-service, in-house shop,” Washington noted.

Picking up where the banks leave off Many banks will refuse to lend to people who are new in business or who don’t have access to the necessary collateral to get a loan, the director of operations said. This reluctance from the banks creates a need for services like Sprout. If someone is opening a franchise, that person might have good personal financial standing, but if the franchise is their first real business venture, their bank won’t loan to them because they haven’t been operating the business for long, she explained. But Sprout Financial uses a franchisee’s personal credit history to establish financing for them to use for their new business venture, Washington said, which allows them to use their good personal credit to establish the working capital they need.

They can use this gap financing to get the equipment they need and have the working capital they require to start their business. As an example, Washington said, if a franchisee purchases a franchise for $100,000, the franchisor will likely help them establish an equipment lease and help them get an SBA loan. However, even with all this help from the franchisor, franchisees will often not have the necessary capital to get the business up and running for that crucial first year as the business finds its legs. “A lot of times, the franchisee won’t have the working capital they need to run the business for six months or eight months or whatever time they need to get started,” Washington said. “And that’s where we come in and provide the opportunity for them to get unsecured lines of credit in an alternative financing way so they can get that working capital for their business.” Washington said Sprout works with at least 20 or 30 different franchises directly, but also receives a lot of referrals from franchise brokers.

“We have a full team of employees and operational staff that services the client from the very beginning to the very end, providing consultation throughout the process,” she explained. “Not only that, but after we provide them with the financing they require, we continue to provide them with consultation as needed. If they call us with questions, if they call us needing advice, we are always open to that.” When a franchise broker sends over a client, they initially talk to an account manager at Sprout. The account manager explains the process and gets the process started simply by pulling up a client’s personal credit report. Then, the client goes to the processing team, which manages all the financing options that are available to the franchisee. The processing team helps the client to get established in Sprout’s system. “I think a big difference between Sprout Financial and other lending companies is that Sprout Financial does everything internally and manages the entire process and doesn’t bring in anyone else to do fulfillment,” Washington said. Sprout values its partners as an extension of its own business and services them accordingly, she added. For franchisees who need to fill in any gaps in their financing, Sprout Financial offers a viable alternative to reluctant banks.

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ex per t advice

Brian Scudamore, Founder & CEO, O2E (Ordinary to Exceptional) Brands

Re Aim,

The righ A business can feel like a family. For years, I had a COO who was much more than just a colleague. We were close friends who spent countless hours together. I was even best man at his wedding. Franchising USA

But in 2007, I had an incredibly hard decision to make: I had to let him go. In the end, we were just too similar: we shared the same vision and goals, but neither of us were the detail-oriented executive who would take 1-800-GOTJUNK? to a global level. No one ever wants to talk about firing someone - it’s not a comfortable subject. But it’s an essential skill for entrepreneurs. While it’s never something to look forward to, I’ve found there are a few methods that help lessen the pain of the experience,

and set up everyone involved for future success.

Explore the Mutual Benefits Firing - when done right - can be mutually beneficial. A single bad hire can easily add up to $50,000 in direct costs, negatively impact team engagement, and decrease productivity. So it’s critical to get the wrong people out the door quickly. Ending a job can be painful but it’s also a chance to find a better fit somewhere else. My friend and former COO now works

“Remember: no one should be surprised to get fired. Employees should be made aware of problems and given a chance to correct them.”

eady, , Fire

ht way

as a speaker and consultant and enjoys better hours, higher pay, and can take on different projects that he loves. We were also able to hire the right leader for his job, which ensured that O2E Brands was set up for success as it entered a new stage of growth.

Rip Off the Band-Aid - Quickly There is merit to the “hire slow, fire fast” philosophy. Taking time to ensure there is strong cultural fit with potential employees is integral to our onboarding

process. However, when it comes to letting someone go, I employ the opposite strategy: I try to make it a quick and painless for everyone involved. It’s also important to ensure the employee leaves with their dignity intact. I know that even if someone didn’t end up being the right fit, this doesn’t mean that they didn’t try their hardest. I like to personally call people after they’ve been let go to see if I can help as they transition into new opportunities. Remember: no one should be surprised to get fired. Employees should be made aware of problems and given a chance to correct them.

Check in with the Team Losing a colleague can disrupt an office ecosystem: some people may feel vulnerable at having lost a teammate and friend. In a recent survey, one quarter of HR managers cite poor communication as the leading cause of low office morale. To combat that problem, make a point of walking everyone through any future transition plans and check in regularly after big changes.

“In the end, you get what you give. When you take the time to properly let someone go, everyone benefits.” What Goes Around... In the end, you get what you give. When you take the time to properly let someone go, everyone benefits. Even though I had to fire my best friend, he introduced me to my current COO years later. And, believe it or not, we’re still great friends - we continue to support each other’s visions and businesses. Brian Scudamore is the founder and CEO of O2E (Ordinary to Exceptional) Brands, which includes companies like 1-800-GOT-JUNK?, WOW 1 DAY PAINTING,You Move Me and Shack Shine. Brian is passionate about helping others grow small to medium businesses and corporate culture. Tweet Brian at @brianscudamore

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David Bosley, Executive Vice President, OpenWorks

New Market + Proven Brand = A Great Franchise Opportunity Why Buying in to a Proven Franchise Brand Entering a New Market is a Smart Investment Decision There are a lot of decisions to make when looking into buying a franchise and there’s quite a bit of uncertainty involved with each one. Franchising gives owners a large amount of autonomy and flexibility over their business, yet it also creates major questions in how to develop the best path to success. From paying the initial franchise fee to hiring employees to marketing your product, there are many important choices to be made. One of those considerations should not be whether the franchise you are purchasing will be a viable and successful one, particularly if it is new to your market. Presumably, you are investing a significant amount of money and time into this venture, so you want to make sure you are aligning with a proven brand with a track record of success. OpenWorks, one of the nation’s leading integrated facility services franchises, is a perfect example of an established brand making rapid inroads into new markets around the country. The company has quickly added franchisees and clients in each new city, as both parties recognize

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“Choosing an established brand has many advantages that will greatly reduce your risk when buying a franchise and give you the best opportunity for long-term success.” the advantages of selecting a company with a stable foundation.

foundation built over many years and multiple locations.

Why are they attracted to OpenWorks? There are several reasons.

I am very proud to say that OpenWorks has recently experienced unprecedented growth, adding a record 69 new franchise locations and expanding into the Northern California and Denver markets in 2015. We have added new markets in Tampa Bay, Atlanta, Austin and San Diego this year with eight more planned for 2017. I believe our long history and established presence across the country have created opportunities for us in these new markets.

Founded in 1983, the company has provided customized cleaning solutions for a wide range of facilities and offices for more than 30 years. It has grown to 330 franchise locations in eight states from Florida to California, servicing nearly 2,000 facilities each year. In addition to our environmentally “clean green” program to give businesses a clean, safe work environment, last year we added additional services such as landscaping, electrical and plumbing to help meet the extensive needs of each facility we serve. When franchise prospects look to companies like OpenWorks, they know they are signing on with an organization that has an established history and presence in other areas throughout the country. That is important insurance for them to know their financial investment, and chances of future success, have a solid

When successful franchises expand into new markets, they do so knowing their concept will do well in that area. After achieving long-term success with a proven business model, OpenWorks strategically targets new areas to expand in which we feel will give franchisees and the company the best opportunity to prosper. Some of the factors we consider are the economic strength and growth of the area, the number of facilities (private schools, walk-in medical facilities and mid-sized businesses) that OpenWorks specializes

in serving, and a strong pool of potential franchise candidates in the market. OpenWorks has been recognized by Entrepreneur Magazine and several industry publications across several categories, including America’s Top Business Opportunities, America’s Fastest Growing Franchises, Best Low Cost Franchises, Top Home Based Franchises. It is also a certified member of multiple national organizations such as the BSCAI (Building Service Contractors Association International), CMI (Cleaning Management Institute), BOMA (Building Owners and Managers Association) and IFA (International Franchise Association). Just as franchisors do their research to determine if their business will be successful in a new market, prospects should also decide whether they will be able to be profitable when selecting a franchise. We can say that when you buy into an OpenWorks franchise, you are purchasing a nationally acclaimed brand with more than 30 years of experience and success. A record of stability offered by proven brands not only positions new franchisees to benefit in the long run but also provides peace of mind along the way. Many established franchises have some built-in advantages such as staffing and training to help business owners starting off in a new market. OpenWorks has regional directors in each city who are familiar with the market and prepare franchisees with everything they need to be successful. We have also recently implemented OpenWorks Academy, an online training program to provide ongoing instruction and development for all employees throughout the system. Some franchises also have a network of clients across the country with offices in multiple markets. These established relationships can help attract additional business opportunities with existing local companies when starting in a new region. OpenWorks partners with large corporations such as Pepsi, UPS, The Gap and FedEx in some of our established markets such as Phoenix, Los Angeles, Houston and Chicago. These relationships can help open the doors for business in

“Just as franchisors do their research to determine if their business will be successful in a new market, prospects should also decide whether they will be able to be profitable when selecting a franchise.” new markets with these companies and others who have worked with us.

There are a lot of unknowns when

starting a franchise in a new market and unfortunately, there are no guarantees a

business will flourish. However, choosing

an established brand has many advantages that will greatly reduce your risk when

buying a franchise and give you the best opportunity for long-term success.

David Bosley is Executive Vice President of OpenWorks, a leading national commercial cleaning and integrated facility services franchise. He is responsible for business development sales, operations and franchise maturity projects for OpenWorks. His expertise includes corporate strategy and leadership, business development, strategic selling and operations.

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ex per t advice

Pamela Herrmann & Patty Dominguez, Co-Founders, CREATE Buzz

Skills T Front L Front line employees are the lynch pin to sales growth for any organization. It’s most typically the first person your customer sees when they arrive, and the last they see when they leave. They are your most powerful employees because they can influence a customer’s decision to come back, buy more and tell others. The only difference between you and your competition is the experience your team delivers. Fortunately, the customer experience is one of the most difficult things for your competitors to copy. Why? Because experiences are wholly dependent on the individuals delivering them. The conundrum is that most often these individuals are your lowest paid employees who are only with you for a short amount of time.

Pamela Herrmann

Patty Dominguez

“Investment in your employees’ toolbox creates happier customers, higher profits and employees who are highly engaged, loyal and demonstrate attributes of true brand ambassadorship.” Franchising USA

If you want your customers to have an exceptional experience every time, that is consistently delivered upon by 100% of your staff, then it begins with a powerful question your front line employees may be thinking, and you must be prepared to answer: “What’s in it for me?” WIIFM -- You may be familiar with this commonly used marketing acronym to determine what would compel someone to take a desired action. When you understand the answer to WIIFM as it relates to your employee, you’ll unlock the

That Create a Line Dream Team secret to their motivations and help drive their actions to perform for your business at their highest. What all employees want is to earn more money. How they earn more income throughout their career is by developing skill, knowledge and experience that adds greater value to an organization.

The Life Skills Toolbox Concept If you want your employees, regardless of their pay scale, to be exceptional, then The Life Skills Toolbox Concept is one that you will want to share with them during the hiring process. It is a mutually agreed upon set of expectations that 1) You will teach them skills that will increase their value and can be added to their toolbox to be used throughout their career, and 2) In exchange, they agree to perform their duties as your brand ambassador using these skills consistently. The following are 5 critical skills that belong in every toolbox for success that will ensure your employees are taking exceptional care of your customers:


Honor the hospitality zone

This is all about making the customer feel welcome and acknowledged. Smile at 10 ft. and greet at 5 ft. Speak first and speak last. Acknowledge those customers standing in line even when assisting others.


Personalize and enhance the experience

Individualize the experience by using the customer’s last name whenever possible, add friendly comments, offer products and services based on need. Anticipate their needs and offer upsells.

“The key to increasing profits is to get your existing customers to come more often, buy more and tell others.”


Communicate professionally

Take a cue from the hospitality industry and replace, “No problem” with “My pleasure”. Body language says a lot, train your employees to make theirs positive and open. Keep side conversations out of customer earshot.


Take ownership

If you want customers to feel like they are a priority to you then offer assistance, don’t wait to be asked. Find a way to offer options without saying “no”. The customer’s problem is your problem until you can find a resolution.


Protect the brand

Your employees are a direct reflection of your company’s brand. While individuality should be encouraged, set guidelines for your employees to follow so that they are proudly representing the brand. Your employees should demonstrate pride of ownership, and your store should be an environment that proudly hosts customers as your guest. The quality of your customer experience will never exceed the quality of the people delivering it. The Life Skills Toolbox is a value exchange that every employee should get behind, and if they can’t or worse, won’t, then they’ve just self sorted out. You don’t want that person on your team. The enormous benefit of this agreement to

you is that it affords you a system to train against, a way to measure and monitor their performance along the way and your customers will immediately recognize the difference between you and your competitor. The best way to improve the economy of your business and the economy of our country is to move low wage workers up the income ladder. Regardless of whether they are a part time employee over the summer or with you for the long haul, what employees require is skill development so that as they advance through their career, they have collected skill, knowledge and experience that gives them opportunities to add increasing value to their employers. Investment in your employees’ toolbox creates happier customers, higher profits and employees who are highly engaged, loyal and demonstrate attributes of true brand ambassadorship. Pamela Herrmann & Patty Dominguez are the Co-Founders of CREATE Buzz, committed to helping small businesses get customers and keep customers by taking the overwhelm out of technology, thus creating sustainable thriving businesses that are relevant. They co-host The Morning Would Show, bringing the latest in marketing tips and strategies.

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the goddard school feature article

children’s products & services Franchising USA


what’s new!

College Nannies, Sitters + Tutors Helping Build Stronger Families Building Stronger Families…that’s who we are. You could even call it our professional DNA. We build stronger families by providing much needed help from cradle to college. Whether it’s a full-time nanny, a professional babysitter or a qualified tutor, College Nannies, Sitters + Tutors is there every step of the way. While being a “manny” for children in the summer of 2000, our founder, Joe Keeley realized he was more than a babysitter. He was really a role model for the children in his care. He made daily life easier. And better… with a lasting impact that mattered. Thus began a dream to build stronger families. Keeley founded College Nannies and Tutors in 2001 and has grown the business to become the nation’s largest and most

complete full-service nanny, sitter and tutor resource, with employees and franchisees who share his dream of a better way of life—for families and for themselves. Building stronger families isn’t exclusive to our customers. It’s also our commitment to franchise owners. Our professional is personal. That’s why we take great care to help you reach your goals: professional, financial and personal. College Nannies and Tutors offers the best of both worlds: You get to build a financially profitable business while doing something that really matters. Even better? You get a company that truly cares about building stronger families: yours and those we serve. And it’s a promise we deliver on every day.

i9 Sports Accelerates its Momentum from a Record-Breaking 2015 i9 Sports®, the nation’s first and largest youth sports league franchise, announced today it has accelerated its momentum from a record-breaking 2015 and reported exceptional growth in the first quarter of 2016, positioning the brand for tremendous success this year and beyond. This announcement comes on the heels of the strongest year in i9 Sports history, during which the company reported a 12 percent increase in network-wide revenue. Because of this, i9 Sports has propelled participation at leagues nationwide, with the Spring 2016 season producing the company’s highest registration numbers to date. i9 Sports has set itself apart as an industry pace-setter by creating a youth sports experience unlike any other, which has enabled the brand to operate more than 4,100 youth sports programs in 780 communities across the United States. The company has also established itself as a leader in concussion awareness in youth sports, offering programs in flag football as opposed to tackle, and reported a 12 percent increase in flag football participation in 2015.

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As a result of the company’s continual record-breaking numbers, its franchise network has continued expanding as well, with five new franchise agreements signed in Q1.

A Painting Fiesta Offers Fun and Creativity A Painting Fiesta is a fun and creative space for all ages. We host art classes for children as young as 3 years old to adults. We are very proud to have an all-family friendly art studio where anyone at any age can pick up a brush and get creative. Our branding has allowed us to grow so much more across the board from hosting birthday parties to after-school art classes, fundraising events to help our local community and just about anything creative for any age group and gender! If you’re a passionate innovator and art lover with an entrepreneurial spirit, then A Painting Fiesta is the perfect blend in the art studio franchise industry!

One River School Announces Strategic Franchise Initiative One River School of Art + Design, pioneering the most successful new art school business concept in America, today announced a strategic franchise initiative which aims to add 100 new locations in major markets across America over the next five years. The brand is targeting franchise partners with a passion for visual arts and a desire to bring cool cultural programs to their community. The program has been built from the ground up with proprietary tools that drive great educational, operational and financial results. The One River School franchising program is conceived and piloted by Matt Ross, a proven innovator in the creative education space. As the founding CEO of School of Rock, Ross expanded a fledgling startup with a handful of schools into the largest network of music schools in the world. He is now poised to build the first national network of contemporary art schools in America with a groundbreaking new direction in art education for all ages.

“My mission is to create the next

generation of great artists and to flatten the misunderstanding of contemporary

art,” says Ross, an avid art collector and

supporter of emerging artists worldwide.

“We’re serving a variety of needs in our local community and really thriving. Now is the time to spread that success to communities across the country.”

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what’s new!

Children’s Lighthouse Continues to Accelerate its Franchise System Building upon the momentum the brand has achieved over the past two decades, Children’s Lighthouse continues to

accelerate its franchise system. With an

expanded team of franchise consultants on board, Children’s Lighthouse has

signed several new franchises in the past

quarter. On the horizon, there are centers opening this summer in Overland Park,

KS, Lewisville, Texas and Birmingham, Alabama.

Children’s Lighthouse Learning Centers’

mission is to promote positive development of young children in all areas of growth Established in Ft. Worth, Texas in 1995, Children’s Lighthouse Learning Centers are among the leaders in providing value-based educational childcare. Currently, Children’s Lighthouse has 40 centers in operation and 25 additional

franchise locations in the development

pipeline. Children’s Lighthouse has been

including social, emotional, intellectual, physical and creative development. The

centers use and follow an award winning

named one of the “Best Places to Work”

and respected curriculum, which is built

received the “Franchise 500” designation

and character values training.

by the Dallas Business Journal, and has

on a foundation of academic excellence

by Entrepreneur magazine due to its

To learn more, please visit

stability, financial strength, and growth.

Cookie Cutters Grows to Extraordinary Heights After being a franchisee for a decade, Neal Courtney acquired the Cookie Cutters brand. In October 2015, Cookie Cutters signed a 50-unit development deal across the Mid-Atlantic whilst opening other units across the United States. Today, Neal Courtney has taken the brand to extraordinary heights, with 11 signed multi-unit deals—totaling an additional 33 stores in various stages of development. Cookie Cutters is present in 10 states and Canada, with over 30 stores currently open and operating (not including the current in development). With that being said, there

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are currently over 100 units in various stages of development. Neal Courtney was also previously the CEO of Famous Brands International, the parent company of Mrs. Fields Cookies and TCBY. As one of the first childrenonly hair salons in the United States, Cookie Cutters offers an interactive haircut experience that both children and parents won’t soon forget. Upon entering the salons, neon lights lead children to the in-store playground where they can climb and slide. The salons are also outfitted with unique fantasy chairs at every station – from race cars to motorcycles, firetrucks

to airplanes – as well as televisions, so the children can watch movies or play video games while getting their haircut.

Launch Franchising, LLC Announces Tenth Opening of Indoor Trampoline Parks Launch Franchising, LLC. is pleased to announce the opening of its tenth indoor trampoline park. The new and tenth park is located in Milford, Connecticut. Over the past four years Launch Franchising, LLC has rapidly expanded over the East Coast and plans to continue to expand nationwide with ten more openings scheduled by the end of the year. Launch Franchising, LLC. (Launch) was founded in 2012 in Warwick, Rhode Island. After taking a family vacation in Florida, Robert Arnold, co-owner and president of Launch, had a vision of bringing a fun alternative way for both kids and family to stay active to the east coast. Soon after, Robert Arnold paired up with co-owner and three- time Super Bowl champion, Ty Law to make his vision a reality. In just four years, Launch has brought family fun, and health and wellness to various locations spread across the east coast from Massachusetts, Rhode Island, Connecticut, North Carolina, Georgia and more. With Launch’s tenth opening right around the corner, the trampoline park co-owners have no plans on slowing down Launch’s expansion. “The past four years have been such a rewarding adventure and we are ecstatic to see the continued interest and growth in Launch franchises,” said Robert Arnold, president and co-owner of

Launch Franchising, LLC. “Though we are thrilled that Milford’s opening marks the monumental tenth opening for Launch, we are eager to continue building on our great success with Launch.” Pictured in the photo from left to right is Launch co-owner and three-time Super Bowl Champion Ty Law, co-owners of Launch Milford, Mike Carriero, Kristi Carriero, Bob Gebler, Chereyl Gebler, Stacey Maxwell and Brandon Maxwell, with Launch mascot “Joey” at Launch Milford’s grand opening.

Kids ‘R’ Kids Announces Opening of Second Center in Shanghai Chinese education system. Approximately 80 percent of the curriculum is taught in English and the remaining 20 percent is communicated in Mandarin. The school currently has nearly 50 staff members, including 10 foreign instructors from the U.S. and around the world. Kids ‘R’ Kids International, Inc., an international early childhood education franchisor with three decades of experience, has announced its second center in China has opened in Shanghai.

nine classrooms, full library, dedicated

The Shanghai academy is nearly 70,000 square feet – more than four times the size of its average center – with a total of

Mandarin program that further supports

STEAM classroom, art and music rooms, full indoor playground, an American

football field and more. The new center also offers Kids ‘R’ Kids’ standard

curriculum, including a supplemental

the concept’s longstanding philosophies while meeting the requirements of the

The news comes on the heels of the success of the brand’s first international franchise location, which opened in Beijing last year. The company is on track to open an additional 10 schools across China by the end of next year, including the opening of two schools in Nanjing and Tianjin this fall.

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Godda rd School

Help Shape Future Generations

by Franchising with The Goddard School® Business-savvy entrepreneurs interested in improving the lives of children through education can find a new career thanks to Goddard Systems, Inc. (GSI), the franchisor of The Goddard School preschools. GSI is looking for the right people to help its growth in the United States. Goddard Schools provide year-round education programs for children aged six months old to six years and before- and after-school care for school-age children. Headquartered in King of Prussia, PA, the education-based franchise has been

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in operation since 1986; franchising began in 1988. Currently, there are 450 Goddard School locations. Due to strong demand for quality early education and the success of existing Schools, the company is planning further expansion across the country.

Education Director to lead implementation of the curriculum and to manage a faculty trained in early childhood education and/ or childhood development. Further, GSI provides comprehensive support for both the education and business sides of each franchise.

In a recent interview with Franchising USA magazine, CEO Joe Schumacher stated that Goddard’s overarching strategic goal is to be the best franchisor in the United States. To reach this goal, the franchisor has established a robust support system for each Goddard School Franchise.

CEO Joe Schumacher noted that, “Rarely do our franchisees have an education background.” He went on to say that “It’s really the business background we’re looking for, and we’re always looking for folks who want to be successful, who are willing to follow our system and always keep the integrity of the brand in mind. We also provide the support, training and expertise to empower the School director and faculty to execute the curriculum.”

The success of each franchise is based on two key pillars: providing an outstanding learning experience for children and enabling strong business performance at each School. To ensure the success of these interrelated pillars, Goddard Schools use a dual-management system led by an on-site franchisee and an expert

Franchisees don’t run their School alone. GSI supplies comprehensive education, marketing, sales, communications, and operational support. “We have one group of folks who work with the franchisee

on the business side and one group who work with the franchisee and the education director on the education side,” Schumacher explained. Support is provided by headquarters staff as well as employees based in the markets in which the Schools are located.

Strong Support to Enable an Excellent Early Childhood Educational Experience Schumacher stated that a key differentiator for GSI is its strong support to franchisees to develop each School’s educational excellence. GSI provides a comprehensive, state-of-the-art educational program termed F.L.EX.® Learning Program, which stands for Fun Learning Experience. A play-based approach to learning, the F.L.EX. Learning Program is grounded in research that shows children learn better when they’re having fun. Each School is required to have an Education Director who has been approved by GSI and by the licensing authorities of the state in which the School operates. The Education Director leads the implementation of The Goddard School curriculum and manages the faculty. GSI also provides Education Support Specialists who work with the franchisee and the Education Director to address specific questions regarding the curriculum. The Goddard School has its own Educational Advisory Board comprising childhood education experts who provide valuable guidance and help to shape the curriculum. The Goddard School also enlists the help of a third-party assessment firm, Children’s Progress Academic Assessment (CPAA), to see how well its students perform. CPAA data demonstrates that children enrolled in Goddard Schools become better learners. Goddard has conducted its own studies of its students and found they continue to perform better through grades three and four than compared to non-Goddard School students. “If you look at what competitors say about their programs, it’s all very similar, but we actually have proof that we deliver,” Schumacher declared.

Comprehensive Business Support Enables Franchisee Success Schumacher stated that GSI’s support of the business side of the School is equally robust. GSI also offers comprehensive marketing, sales and public relations for franchisees, while its operations department has Franchise Business Consultants, each of whom typically reside in or near the market where they work so they completely understand that market and can pass their local expertise on to the franchisee. Each franchisee undergoes a twostage training program. Phase one is conducted approximately six months before a franchisee receives a certificate of occupancy for the School. It includes training in The Goddard School’s education philosophy and marketing to the business community. Phase two occurs approximately three months after phase one. This phase is a two-week program that focuses on operations, customer service, hiring, training and quality assurance. GSI also provides a week-long training program for education directors that all directors must successfully complete. Every spring and summer the franchisor holds regional market meetings to provide global insights and best practices, as well as to understand the unique features of each market. An annual four-day franchisee convention is held every fall,

“If you look at what competitors say about their programs, it’s all very similar, but we actually have proof that we deliver.” – Joe Schumacher

which Schumacher described as a highlevel business event.

Targeted Growth Goddard Schools are present in thirtysix states. Given demographic trends, the current location of franchises, and the success of The Goddard School franchises, Schumacher estimates that there are an additional 550 available locations throughout the United States that are ideal for growth opportunities. Areas of particular interest include Boston, Florida, California, Texas (especially San Antonio) and Illinois. The CEO also pointed to Manhattan and Long Island in New York as places where GSI aims to put more Schools. The Goddard School has spread across the country, preparing tens of thousands of students for success in school and in life. Now the franchise needs more enthusiastic entrepreneurs to step up to carry on the mission of educating the next generation.

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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


e r u t a Fe

There is a certain group of people who have a strong buying power in the American market. This specific portion of consumers has immediate and ever changing needs, they make up for a large percentage of the population and they are constantly in want. Their only downfall as an integral part of the economy is their lack of income. In fact for the most part, they do not have any money whatsoever, but they want and need a lot of stuff. Who are these powerful moneyless customers who have a strong influence on the products and services offered in America? They are children.

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Children are heavily influenced by the many marketing tactics facing them on a daily basis. Their needs are sporadic and constant; therefore the advertising market adheres to their wants. It’s an easy target, especially with so many screens facing them on a daily basis. Kids are surrounded by a variety of marketing and they are falling for it all. The children’s market used to be a small niche of necessity, consisting mainly of clothing and toys. Nowadays the baby market is a completely self-sufficient industry full of a variety of products and services made just for toddlers and infants. It’s a giant niche that is bringing in a large profit. The toy market alone was estimated to be at $20 billion in 2011 and that is only one portion of the giant industry that is child services and products.

Baby products and services From infant to toddler, babies have their own area of the market nowadays. There is a lot of stuff to come with a baby. They need car seats, strollers, carriers, cribs, onesies- the list is continuous. Parents want the best for their kids and they do not want to go without. The clothes are being grown out of every month and there are constantly new products that swear to make parent’s lives a little easier and children to learn faster.

Though the birth rates have declined,

parents have exercised more buying power

when it comes to their wee ones. Even with fewer babies being born, the global baby

care market is expected to increase its total sales to 66.8 billion US dollars by 2017. This type of franchise is great for those starting a business and who would like a decent work life balance. A lot of

the products sell themselves and have

high ticket prices. Marketing is usually provided and brand names create an

established consumer base. After proper

training and recruitment, it’s a franchise that can run itself in most facilities.

It offers a variety of products, including clothing, toys and personal care items, which are all profitable venues in themselves.

Day Care and After School Programs A lot of US households have both parents working fulltime, which means that a great portion of income is being dulled out to a form of childcare. This has become an established business throughout the States and with that comes franchising opportunity. Though the training may come easy and the industry may be well-recognized and established, a passion to work with kids should be a priority for those interested in this industry. Franchisees might find themselves involved in the daily processes, especially near the beginning. Recruitment would be specific and a well trained staff would need to be implemented for the business to run

“Though there are usually small businesses competing with toy franchises, it’s a stable industry that offers the top name brands and has created a well established reputation.”

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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

“With the many technological advances surrounding children today, they are constantly stimulated by numerous gadgets.”

Child care can be specific with soccer camps or tutoring sessions, a focus on something can really appeal to the passionate side for those interested in franchising a childcare business.

Toy Industry Though this may seem to be an area specific to children, a lot of toys are trickling into the hands of adults. Many parents become nostalgic when they are purchasing certain products for their kids and invest in the high quality collectables they could not afford when they were growing up. Of course working in the toy industry can be fun, and it turns a great profit. The global toy market was estimated at 84 billion US dollars in 2012 and it’s always increasing with new inventions and addictions. From video games to Shopkins, the classic Lego and Barbie, toys cover a giant market of products.

properly. Though there will competition

Demand in this industry would never

businesses, a franchise would cover a lot

parents make childcare their top priority.

with personal daycares and at home

of the red tape for government regulations. Plus, a well-established name with a

franchise would guarantee more customers because it carries more credibility.

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falter, there is never a shortage of kids and It varies as well from Summer Programs,

to Day Camps and After School Programs, allowing franchisees to consider different areas of interest.

This is another field that comes with a lot of name brands that are providing their own marketing, and sending people to your company’s selves, without any of the work. Though there are usually small businesses competing with toy franchises, it’s a stable industry that offers the top name brands and has created a well established reputation.

Recreational Facilities Kid have to be reminded to get outdoors, be social and get away from the screens. With the many technological advances surrounding children today, they are constantly stimulated by numerous gadgets. Recreational facilities offer sports, activities, classes or simply child minding. This can be a fitness facility that can offers options for adults as well, while covering a lot of activities for kids. It could be an arcade with door cover costs, as well as coin operated machines and play stations that bring in a lot of profit. There can be laser tag, glow bowling and a lot of popular fad activities that draws in groups of people or is great for parties. An investment in this franchise is great for a family oriented person who is young at heart and enjoys having fun. It can also appeal to the investor who is mindful of living a healthy lifestyle. A franchise in this field could be beneficial on a personal level to those who enjoy a lot of the services offered. Children’s services and products go well beyond toys and reach a lot of different venues. Most franchise options in this field are well recognized and carry a lot of brands, meaning most franchisees would not have to be concerned about marketing

“Children’s services and products go well beyond toys and reach a lot of different venues.” or worry about gaining a profit. It’s appealing for those young at heart, who are seeking a lot of support and training and about love to be a part of the community. It’s also an easy transition for those looking to start a franchise for the first time. 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.

Look out for our next special feature:



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K id to K id

Children’s Resale Model Just Makes Sense:

Kid to Kid Thrives in Any Economy A great business opportunity combines ample supply, strong consumer demand and ideal economic conditions with timetested systems and excellent execution. In this economy, a franchise that resells outgrown children’s clothing and toys, Kid to Kid, harnesses these key factors to create an opportunity that just makes sense.

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According to Fashonbi’s 2016 Kidswear Market Report, “the children’s wear market is one of the most lucrative segments in the global apparel industry. Estimated to hit a value of 173.6 billion dollars by 2017, the kids wear market was not even affected by the meltdown on the global economy. The market for infants and toddlers wear is the perfect text book case for a market pattern as well. Affected by neither economic dynamics nor new fashion trends, this fast growing market is expected to have a stable Compound Annual Growth Rate (CAGR) of 4.2 percentage through to 2017.” The Cascade Alliance found that “the retail thrift industry was a rare bright

“An expanding customer base, shifts in the culture and changes within the industry all paint a very positive picture for thrift store operators.” spot during the Great Recession, actually adding stores and jobs. But now that the economy is growing and unemployment is down, will the outlook for thrift stores maintain its upward trend? There is more than just anecdotal evidence suggesting that the retail thrift industry will continue to grow in the United States in coming years. An expanding customer base, shifts in the culture and changes within the industry all paint a very positive picture for thrift store operators.” The resale model is unique in that those who are the suppliers of great clothing items and outgrown toys and kids gear also feed the demand for more product. Many customers who come in to the store to sell their gently used items to Kid to Kid will actually buy other items with the cash or store credit they receive. This cycle continues for years as their children grow up. Kid to Kid Franchisees love the friendships they develop with their customers and the satisfaction they get from being part of the community. Kori Forney of the Kid to Kid in Medford, Oregon said: “Our store has exploded, but I’ll be honest, I rarely look at the numbers. I look at the excitement of new moms when they find just what they need, the appreciation of parents that can come in to sell their items and support their families. I feel how our community is coming together to put family first and serve others. That’s how I know my store is doing well. That’s how I know I’m on the right track.” The Kid to Kid story begins more than 24 years ago. An avid bargain hunter, founder Shauna Sloan loved the idea of selling the clothes her children had outgrown and purchasing other gently used clothes at discount prices. She researched the industry extensively and found that no one provided the advanced management systems and training necessary to

maximize profits. So she and her husband Brent decided to start their own upscale children’s resale store – applying business school principals and technology to a mom and pop industry. One of the first employees they hired was a computer programmer to develop a top-notch inventory management and pricing system - which became the basis for the system used throughout the Kid to Kid network today. The stunning response of local customers prompted the Sloans to begin franchising the concept just one year later. Their attention to detail, tireless energy and entrepreneurial vision have resulted in the finest systems and practices in the industry. New Kid to Kid franchisees benefit from processes developed and perfected over the last 24 years. The moment a new franchisee joins the Kid to Kid family they are swept up in a wave of support. Every detail of building a beautiful store is addressed – from site selection and build-out to racks and

hangers. Online training is followed by two weeks of classroom instruction and in store experience. The new franchisee then spends another week in a top store as an intern to hone their newfound skills. Support continues in the form of inventory buying and hands-on help at the grand opening. Field support reps provide ongoing operational support and visit stores regularly. Webinars, peer store visits and annual meetings provide continuous training and motivation. Over the years, Kid to Kid and their sister company Uptown Cheapskate, an upscale resale franchise focusing on the young adult demographic, have been growing steadily with nearly 170 locations in four countries. However, it’s never been their goal to be the largest or fastest growing company in the industry – but to have successful stores and satisfied franchisees. This year they will issue a limited number of licenses in order to ensure the levels of support they are committed to delivering.

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Q & A w ith Julie B u r leson

with Julie B Our team at Franchising USA had a chance to sit down with Julie Burleson, founder and CEO of Young Chefs Academy, a national children’s cooking school franchise. As a fellow woman in franchising, we were excited to learn more about Julie’s journey to Young Chefs Academy and her advice to women looking to open their own franchises.

What is your professional background? Before Young Chefs Academy, I was running a small catering business. Before that, I was a scholarship program officer at Baylor University. My background is in business and personnel administration. I think every job you have can prepare you for running a business, as long as that job

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helps you develop the skills needed to build strong, healthy relationships through effective communication.

How did you start Young Chefs Academy? I’ve loved cooking since I was a little girl cooking with my mom. One day, in 2003, it all came around full-circle. I was in the kitchen preparing a meal when my son asked me if he could help. That’s when I had my “light bulb” moment. I’m an entrepreneur at heart, so I’m constantly on the lookout for new ideas, and decided at that moment that I could launch a children’s cooking school.

Did you have a partner/cofounder when you started? Why? How important was that in building your company? In the beginning, I brought on a close friend to be my partner and co-founder. It was nice to have somebody to take this big leap with. She has since moved on to

other things, but she played a key role in the beginning stages and we went through a lot together, a lot of challenges and good times.

How does Young Chefs Academy differentiate itself from other children’s cooking schools? We describe Young Chefs Academy as one part culinary adventure, one part culinary education. We strive to help children learn the invaluable life lessons that often occur through a cooking curriculum, kitchen safety lesson or fun cooking competition. We nourish personal discovery and creativity by empowering students through culinary education.

Where do you see Young Chefs Academy in the next five years? Today, Young Chefs Academy is spread across 35 locations internationally, including 20 in the United States, and we only see that number growing. I

“The best advice I ever got came from my dad, which is “If something sounds too good to be true, it probably is.” You have to trust your gut when it comes to important decisions.”

Burleson would also like to see 100 percent of our franchisees meet their profitability goals.

How would you describe your leadership style? I try to make myself easily approachable. I like to be available to my staff and franchisees. I also know when to delegate tasks that are not the best fit for me. This way, I can let my team have a chance to shine and do what they’re good at. We’re a team, and nothing makes me happier than when my franchisees are succeeding and happy. My franchisees are savvy business owners – they understand the “power in numbers” mentality and their own accountability when it comes to keeping the YCA team solid. I grew up as a middle child in a family of five kids and supported all of my siblings. I decided one of my sisters should be on the gymnastics team, so I taught her how to do back handsprings. I didn’t know how to do them, but I made sure she did. Then I decided another sister needed to be student

council president and I was her campaign manager. Like my siblings, I’m here to make sure my franchisees (who I also look at as family) are successful.

What’s the best and worst advice you got when starting out? The best advice I ever got came from my dad, which is “If something sounds too good to be true, it probably is.” You have to trust your gut when it comes to important decisions. Sometimes it’s easy to get caught up in all of the excitement and we are more prone to push that gut feeling aside.

Do you have any advice for our readers who are exploring franchise opportunities?

Surround yourself with as many mentors as you can. I can’t emphasize how important it is to get in front of people in the industry who will give you their time and share their experiences.

Where can we keep up with Young Chefs Academy on social media? Website: Facebook: youngchefscorp/ Twitter: @YoungChefsIntl LinkedIn: young-chefs-academy

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C ook ie Cu t ter s

Franchise Takes Trauma Out of Haircuts for Kids With a simple to run model that relies on repeat customers, a Salt Lake City franchise is creating success by taking the fear out of an experience many children find difficult. Cookie Cutters Haircuts for Kids is a

niche hair salon focused on children under the age of 12 that provides an interactive experience that is stress free for parents and fun for kids.

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“We really try to take the fear out of the haircut experience for children and make it a lot of fun,” Cookie Cutters CEO Neal Courtney said during a recent interview. “Kids get to sit in a thematic chair. They get their hair cut by a stylist that really understands the dynamics of children and what it takes to entertain them and also provide a great haircut.” Those thematic chairs can be in the shape of a car, a plane or even a child’s favorite super hero. Cookie Cutters also has televisions for kids to watch or play video games on, plus an indoor playground for them. In business for over 24 years, Cookie Cutters started in Indianapolis, IN before

being purchased by Courtney and his wife Alexis in 2014. The company is now headquartered in Utah. It started franchising in 1995 and has expanded steadily throughout the midwest. This year is set to be a great one for the company, as Cookie Cutters has signed on 17 new franchisees, who will account for another 50 salons opening over the next three years. Currently, the company has 30 franchise locations in operation and will open another 15 locations by year’s end in 14 new states. “We’re a model that really caters to the multi-unit operator,” Courtney stated. “Just with the low cost of investment and

the ongoing profitability, it makes a lot of business sense to own more than one.” With the simplicity of the model and how easy it is to operate a Cookie Cutters, franchisees really only have to worry about managing people, the CEO noted. With minimal inventory to keep track of. Franchise owners mainly concentrate on getting people through the door and making sure their employees are doing a good job. The franchise has several salons in the mid-west and Utah and has recently signed agreements in Oregon, California, Idaho, Nevada, Texas, Arizona, North Carolina, Maryland and Pennsylvania. There is significant opportunity across the country to continue to expand the brand, Courtney noted.

Seeking Relationship Builders Courtney said he is looking for people who like children and who have good business savvy. Potential franchisees should be passionate about the brand, have strong personalities and enjoy getting out into the community and making connections. “We want franchisees who have the ability to get out from behind their four walls and build relationships with schools, pediatricians, , and other children focused businesses as well as joining the local chamber of commerce to build relationships within their small business community,” Courtney explained.

Always a Need One of the best things about the Cookie Cutters model, the CEO said, is there will always be a need for the service it provides and it’s not something that can be automated or made irrelevant by the internet. With the growing number of disabilities our children face we continually find Cookie Cutters is the only option for both parents and children with special needs.

“The great thing about Cookie Cutters is we know how to create an environment that is stress free for parents and a lot of fun for children.” – Neal Courtney we know how to create an environment that is stress free for parents and a lot of fun for children. Each child is unique and we work hard to provide an experience that fits their needs” he said.

Training Most of Cookie Cutter’s training is done in the top producing location in Salt Lake City, Utah. Courtney said it has been his observation that new franchisees learn best by being on site and dealing with customers directly. The company has a robust training system that focuses on the technical aspects of running a Cookie Cutters franchise, plus training that covers hiring, customer retention and operations.

trainer to any franchisee’s salon to provide extra training on an as-needed basis.

There are millions of kids in the United States, Courtney pointed out, and they all need haircuts and Cookie Cutters gives them a place where they can get a haircut in an environment built specifically for them.

They also train their franchisees to train their own employees, utilizing YouTube and other online tools for the task. All Cookie Cutters stylists are certified hairdressers, so the training they receive from the company is mainly on how to give a haircut the Cookie Cutters way and how to deal with customers, Courtney said, as well as keeping them up to date on the latest hairstyles for children.

In addition to making sure franchisees and their employees are trained well, the company also takes an active role in helping franchisees select a site and get started.

“The great thing about Cookie Cutters is

If necessary, the company can send a

For savvy business people who like working with children and who like being a multi-unit owner, Cookie Cutters offers a superb opportunity catered specifically for them.

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Pr im rose Schools

Primrose School of Brookhaven Franchise Owner Olivia Vaughn

Early Childhood Education Franchise Eyes Expansion with the Right Place and the Right People One educational franchise is looking to expand in just the right places, but wants to do so with people who are motivated by more than just profit. Primrose Schools, which has been serving infants to kindergarten aged children since 1982, has been continually seeing its work pay off and is seeing demand for its brand of learning grow exponentially. Primrose School of Burlington

Franchising USA

“Our approach to early education is timetested. While we continue to innovate,

“Owning a Primrose school is incredibly rewarding, so we look for individuals who are passionate about making a true difference for children and families.” - Chris Goethe the foundational values that the Primrose approach was built on remain the same today as they were 30 years ago, and we know it works,” Chris Goethe, Vice President of Franchising for Primrose said during a recent interview at the International Franchising Expo in New York. “As a result, demand is climbing and currently today we have more than 320 schools with several more planned to open this year. There is so much work to be done to fill this need for high-quality early education and care, and finding the right people and location is key for us.”

“The little fish can pack a major punch against their competition when solid systems are in place and executed properly.”

The Right Place Primrose is particular about where it places schools, the company requires unique locations and real estate needs to deliver the nurturing child care environment it’s known for. When deciding where to place a school, the vice-president of franchising said, Primrose will look at the demographics within a seven mile radius of a potential site. The demographics must meet the criteria of having at least 2,000 children under the age of four and with middle to upper household income. The educational franchise prefers relatively out-of-the-way or unique places to maintain privacy and security for its students and families Parents appreciate that Primrose Schools aren’t in high traffic areas with big storefronts that just anyone can stumble upon. Being in more hidden areas doesn’t impact enrollment he added, because while the schools may not be in obvious areas, parents typically hear about Primrose through word-of-mouth thanks to the strong Primrose network of parents, teachers, staff and Franchise Owners. Typically, a suburban Primrose School will need one to two acres for a 12,000 to 14,000 square ft. building.

Primrose School of Burlington Franchise Owner Curt Van Emon and his wife Rachel

The Right People To find Franchise Owners who will own schools in these sometimes inconspicuous locations, Primrose seeks the right people who are motivated by a higher calling that’s more than just making money. “We know owning a franchise is a big investment and profitability is essential, but we offer more than that at Primrose,” he said. “Owning a Primrose school is incredibly rewarding, so we look for individuals who are passionate about making a true difference for children and families. When I talk to prospects, I ask ‘Why are you here? What are you on the planet for?’ and try to see if their values align with ours at Primrose.”

Because Primrose is in the business of children’s education, there has to be a certain trust factor with franchisees. The process of becoming a Primrose franchisee lasts for about eight months and involves a lot of interviews and background checks to ensure potential franchisees are not only in it for the right reasons, but also don’t raise any red flags for the company. “Parents are entrusting us with the responsibility of educating and caring for their children and we take that very seriously,” he said. “We only recruit reputable people who share our commitment to delivering the best and most trusted early education and care to children and families across America.”

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Pr im rose Schools

Primrose School of Center City Philadelphia

“Our approach to early education is time-tested. While we continue to innovate, the foundational values that the Primrose approach was built on remain the same today as they were 30 years ago, and we know it works.” - Chris Goethe

Primrose Schools VP of Franchising Chris Goethe

Primrose has about 60,000 children in its system today and its total occupancy is around 80 percent for mature schools that have been open for more than two years around the country.

The Right Lessons Goethe describes Primrose’s Balanced Learning® curriculum as a nice balance between child-initiated and teacherdirected theme-based learning.

Franchising USA

“For example, the theme one week might be living things. When the children go outside to play they will observe the grass, trees, insects and birds. Then they may explore the different stages of a plant’s life cycle at the Science Center, read a book about living things, or write a story or paint a picture based on living things,” Goethe explained. “There is this comprehensive and connected delivery of our approach that makes learning fun and natural for children and it’s pretty awesome to see.” “The Primrose Balanced Learning approach is created from the best early education wisdom. Primrose has an Education Team that consults with the Primrose Early Learning Council, a panel made up of nationally-recognized early childhood experts, to regularly assess

and continuously innovate its approach. This ensures Primrose is continuously improving to provide the best early learning experience possible for children.” “At Primrose schools, children learn and practice concepts in language and literacy; science, technology, engineering, creative arts and math (STEAM); social studies; music; physical development; health; and compassion, kindness and life skills continuously throughout each day.” In addition to the satisfaction of helping children get a great start on their education, Primrose Franchisees enjoy the benefit of stellar support from the early childhood education center. It’s a great opportunity for anyone who has a calling for working with children.

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The Ultimate Professional Franchise Opportunity An IFG Franchise


you with an

opportunity to earn and aboveaverage return on your working capital, plus: • No Long Hours or Extensive Travel • No Employees • No Inventory or Equipment Get the full story today. Contact us at: 1-800-387-0860 or Franchising USA


Randy Wright, President, Cottman Transmission Systems, LLC

4 Ways to Find G Franchise Partn A franchise can have the best product or service, outstanding training, marketing and public relations support, but without dedicated franchisees in the network, the brand can’t grow. And when things get stagnant, sometimes it’s helpful to go back to the basics and look for franchise partners who are excellent fits for the concept. Here are four ways we’ve found to attract

great franchisees who are passionate about the brand and perform well, ensuring a

mutually successful relationship for years to come.

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Use existing relationships to make new connections

As a franchisor, chances are good that you’ve had the opportunity to meet some of the franchise community that makes the industry what it is – colorful, innovative, diverse and growth-focused. Take advantage of these professional relationships and look for new connections. In some cases, a broker might come in handy. Find a broker that you trust to communicate to prospective franchisees the heart and soul of your business – they can be excellent tools for reaching a wider audience. Also be sure to equip the broker with the facts – hard statistics that speak volumes about your trajectory as a company.


Look at online networking tools

Many people nowadays use LinkedIn for more than networking. The businessfocused social media platform also has active job postings that make it very easy for people to apply for jobs using the information they already have on LinkedIn, somewhat of a living resume.

This draws in individuals who might be tiring of their careers and looking for something more fulfilling, such as business ownership. Make sure that your company’s franchise development page is up to date, truthful, accurate and engaging. Ensure that all links work and that your keywords are effective. Supplement text with photos when appropriate to engage people visually. Take a look at the pages of your competition and see what you can do better – and make that your focus.


Go to the source

Digital franchise lead portals, while they can be costly, are extremely targeted and, when used appropriately, can certainly be effective. Most of these sites are pay-per-lead and are cross-utilized through social media as well. We have worked with digital portals many times and have attained some quality leads through this medium. Make certain that your pages are all free of spelling and grammatical errors, consistently branded and formatted in an aesthetically pleasing way. This can go a long way to separate you from the competition.

Great ners

“Digital franchise lead portals, while they can be costly, are extremely targeted and, when used appropriately, can certainly be effective.”


Talk to your customers Who better to get on board with

your brand than existing loyal fans that are already familiar with your concept, services and products? Make sure your

in-store and online messaging provides

adequate opportunities to learn more about franchising. Engage your customers in

person and create lasting relationships. Not only will this translate to better customer

service and loyalty, but you just might find your next best team member.

Randy Wright is the President of Cottman Transmission Systems, LLC, franchisor of the “Cottman Transmission and Total Auto Care” brand that provides transmission and auto repair services for almost any make or model vehicle, foreign or domestic. Cottman Transmission and Total Auto Care centers specialize in complete transmission service, brakes, suspension, air conditioning service and much more. Cottman’s headquarters is based in Horsham, Pennsylvania.

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

Are Area Developer Opportunities

the Brass Ring of Franchising?

George Knauf

Franchising USA

At some point before or after buying their first franchise candidates sometimes stumble across the terms Area Developer (AD), Regional Developer (RD) or Master Franchisee. Most will initially dismiss the discovery and focus on what they are working on, but some ask us the question: “Who are these people and what do they do?�

Franchising as an industry shares revenue and profits and leverages untapped talent to, as quickly as possible, consolidate fragmented inefficient markets. In the typical franchisee role we see franchisees as the front line purveyors of services, products and customer service. Instead of expanding their brand footprint through opening company stores or territories the franchisor is leveraging the more advanced expertise and capabilities of a pool of franchise owners who will keep the lion share of the profits in exchange for growing faster as well as developing more sales and raving fans. While the franchisor gives up profits that corporate stores would generate they also save money on the countless layers of middle management that a corporate store structure would require since their franchisees often operate at a more

advanced level than an employee operator. Area Developers, and those who operate under the other associated titles for this role, are a further leveraging of talent by the franchisor but instead of this being a front line role this is the franchisor using skilled operators to cover some combination of support, training, site selection and construction management. This enables the franchisor to make use of talent it might not be able to hire as employees to provide franchisees with an added layer of support at the local or regional level. Much like in franchise operations the goal of the franchisor is to find someone for this role that will have a vested interest to go with their advanced skills that will operate in that role better than an employee would. This advanced support layer tends to be used in particular businesses that can benefit from local support layered on top of the direct support provided by the franchisor’s corporate office alone. With technology enabling better direct franchisor support than was possible 20-30 years ago we tend to see these Area Developer opportunities most often in brick and mortar concepts, though they are not universally utilized even there, to assist with tasks that are uniquely local. Prior to the training and operations support tasks, Area Developers often lead the development process with potential franchisees in their market, they oversee site selection as they are able to go visit real estate easily and they act as Project Manager on the unit construction process. Being involved in these front line unit development tasks tends to keep most AD’s busy in the minutiae of opening franchise units so that they can get the franchisees operational and move on to the training and support functions that most AD’s were excited to do when they first signed on. The one challenge in being a brick and mortar AD comes with the financial game plan. These roles are attractive since the AD tends to share in a portion of both the

“The fact an AD, RD or Master franchisee role is offered does not make it worth buying. There is a lot to consider in making sure the particular opportunity is a good one.” franchise fee and the royalty stream. The franchisor is counting on the benefit the AD brings to the franchisees will be far beyond the cash flow they share in on the franchisor side of the equation. But for the AD the development schedule in brick and mortar concepts can result in a cash flow that is out on the horizon instead of in the near term. In cases where the AD has to cover the costs of finding new franchisees the share of the resulting franchise fees may simply be recouping money spent on the development process. AD candidates need to spend time to look into the role they will be asked to fill, the costs they will incur after being approved into the role and the timeline for developing their territory. If we look at AD opportunities across the board we see a few lightning fast growing concepts that make the role very attractive, but they tend to be in the minority. Most are good steady builds where the AD has to have a long view for their personal financial plan. It is not uncommon for us to talk to a current AD who is past their first contract and has renewed, often over 10 years, and has yet to complete opening all the potential units in their region. Then there are the unicorns. One of the most interesting of the rarely seen applications of the Area Developer model is when they pop up in very strong territory (non-brick and mortar) concepts. The benefit in this application of the AD role is that the development process can be very different than in the brick and mortar brands. A large owner with brick and mortar locations typically opens one every 6 months, or so. A franchisee that buys ten, twenty or more locations could take years to get them all open. But, in

a territory based service concepts the development process is very different. From the day a franchisee gets approved their entire territory tends to be open and active. Since they are not restricted by site selection and construction they have the opportunity to move faster towards their goals. We have assisted candidates looking for both brick and mortar and territory based AD opportunities. There is a bit of skill and understanding required to apply for them and in some cases they are not made public knowledge as the franchisor wants to take extra care to find just the right partner in that role. A final word of caution: The fact an AD, RD or Master franchisee role is offered does not make it worth buying. There is a lot to consider in making sure the particular opportunity is a good one. Having a consultant, coach or adviser that is very experienced in this part of the franchsie world would play well in your favor. What will your success story be? 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.

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ex per t advice

Jeff Ernst, CEO & President, Smync

What are Social Brand Advocates and Why Does My Franchise Need Them?

If you’re a franchise owner, you’ve got a marketing challenge - being part of a bigger brand and staying connected with their message, but showing yourself as a local business leader, connection to the community and most importantly, connecting to more of your customers to help them bring in more new customers. Franchising USA

If you’ve heard a lot of buzz about Social Brand Advocates lately, you maybe have wondered what is the big deal? It’s pretty straightforward – having a quality advocate program can help you amplify the great customer experience you’re providing from your customers and getting it shared to the people in their social media circles that trust them and will act (consider, buy) on the experience they see others having.

“Big brands have already jumped on this trend, but an advocate is no longer a luxury for big brands, but something that any business using social media marketing will need to succeed.”

s While this isn’t a complete marketing strategy, it is rapidly becoming a core component of any successful strategy. Otherwise, it is simply too difficult to reach people without wasting money on ineffective, untrusted paid advertising. Big brands have already jumped on this trend, but an advocate is no longer a luxury for big brands, but something that any business using social media marketing will need to succeed.

Why? Well, frankly…consumers don’t trust you. It’s not you, but a byproduct of the huge volume of noise that is the social/ mobile/digital world. When it comes to ads on the web or mobile people only trust ads around 33% of the time. They act on those ads a fraction of 1%...and the overwhelming majority, especially on mobile, is by accident. People only trust emails they opted in for 50% of the time…whereas people trust a person who they view as a genuine advocate 92% of the time, and an advocate influences a buying decision 77% of the time. (For the record, almost all these numbers are from various Nielsen studies, values fluctuate… but needless to say, advocates are trusted resources.) The other important reason is that good advocates that are nurtured and developed can provide a bigger, broader set of eyes on your content that you’re trying oh-sohard to drive reach for, especially if you get these advocates involved. Advocates provide a trusted opinion that can get genuine engagement because they’re seen as helping people and the content they share generates significant organic and viral reach with a higher potential for

business results than even advertising can provide at less expense. (Caveat…content still has to be good, and advocates can make it better.)

Sounds great, let’s get me some advocates While it sounds simple, it isn’t. And unlike social media advertising, you can’t just flip a switch and make impressions fall from the digital heavens (that you’re paying more for every day). Building advocates takes understanding somebody’s passion for your brand. While “influencers” may have an audience that can create impressions, that audience may or may not be paying attention or trust them. In addition, influencers may or may not care about your brand, and usually require getting paid (think celebrities, YouTube stars, etc.).

OK, it will take some work What exactly is that work? It is a process. It does take some time…hence the reason you hear phrases like “fostering” or “developing” advocates. There isn’t a switch to turn on or off. It takes a number of steps, starting with identifying your most engaged and influential fans, seeing their history of interactions with your brand and gauging their sentiment and passion for your brand. From there, it takes engaging and inviting them to be a part of something special, something exclusive and then starting a relationship. While advocates have a deeper relationship with your brand, many ‘advocate’ solutions consist of inviting the influential to share content or finding a way to push direct sales; but advocacy, in our opinion, requires a 2-way street. Build content that

Jeff Ernst

involves them, drive the conversation, not just offers. An advocate is more than willing to sing your virtues, but surprise and delight them, get them actually involved and you’ll see results.

Sounds like work, but sounds exciting Where do I start? The first step is to understand your social media audience and identify your most engaged and influential followers to begin the journey towards advocacy. If you want to learn more about it from an outside perspective, a guy named Spike Jones has written the book on it. Seriously, wrote the book. Developing advocates isn’t easy, but the rewards in all aspects of your business are there if done right. The social media environment provides a tremendous opportunity to make that connection and make good things happen. Go. Jeff Ernst, CEO and President at Smync, has built, grown and managed sales and marketing organizations in businesses of all sizes with over 20 years of marketing and management experience. A lifelong entrepreneur, Jeff has worked over 10 years in tech including B2B startups in webcasting and web conferencing.

Franchising USA

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Veterans in Franchising august 2016

fast track planning for self employment

3 reasons military veterans make topnotch employees why military veterans should become


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

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

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V eterans in F ranchisin g S u pplement a u g u st 2 0 1 6 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:

Contents News and Expert Advice

50 3 Reasons Military Veterans Make Topnotch Employees Nick Baucom, Founder and Owner, Two Marines Moving 52 Double Your Sales - The Power of Communicating Value Through a Call to Action (CTA) Joshua Frank, Managing Partner, RSM Federal 54 Why Military Veterans Should Become Entrepreneurs Mark L. Rockefeller, CEO, StreetShares 56 Fast Track Planning for Self-Employment Jim Mingey, Founder and Managing Director, Veterans Business Services

Franchising USA

V e t er ans in Fr anchising

Nick Baucom, Founder Owner, Two Marines Moving Jim Mingey, Founder && Managing Director, VBS’

3 Reasons Milita Veterans Make Topnotch Employ “Veterans know what perseverance is all about, if for no other reason than they survived boot camp, an arduous challenge that puts a person’s fortitude to the test.”

2015, according to the Bureau of Labor Statistics. Nick Baucom

Politicians call them heroes and strangers thank them for their service. But when their enlistment comes to an end, veterans need more than a pat on the back as they return to civilian life. They need jobs. And increasingly, they seem to be getting them because the unemployment rate among veterans has been on the decline in recent years. In May, the veteran unemployment rate was 3.4 percent, down from 5 percent for the same month in

Franchising USA

That compares to a 4.7 percent overall unemployment rate. “I think in the last several years there has been a focus on the importance of hiring veterans and many businesses have taken that to heart,” says Nick Baucom, a U.S. Marine veteran who makes hiring veterans a priority for his company, Two Marines Moving. “But probably the biggest reason that the unemployment rate for veterans has trended downward is that, as a group, veterans bring with them experience and attitudes that make them great employees.” Baucom’s moving company employs more than 100 veterans between its two locations – the Washington, D.C., area and Miami. He’s wants to hire more because his company is booked three to four weeks in advance and he could use the extra help. “But with the unemployment rate for

veterans dropping, it’s becoming more challenging to hire them,” says Baucom, who also is author of “On the Move: A Marine’s Guide to Entrepreneurial Success.” “I can’t complain too much, though, because I’m glad so many other employers are seeing the benefits of having veterans in their workforce.” Baucom says there are several reasons veterans make topnotch employees, including:

Their tenacity Veterans know what perseverance is all about, if for no other reason than they survived boot camp, an arduous challenge that puts a person’s fortitude to the test. Marines, for example, must prove they can hike 20 miles carrying a fully loaded pack.

Their decisiveness People in the military don’t always have the luxury of taking all day to analyze a



“I know that Marines go through quite an ordeal in their training and in carrying out their missions. When we ask them to move a piano, it probably doesn’t seem all that difficult in comparison.” – Nick Baucom

situation before making a decision. Yes, they must gather data and understand it thoroughly – but they understand the need to do it expediently. “A 90 percent solution now is better than a 100 percent solution later,” Baucom says. “Both in the Marines and in the business world, I’ve found that waiting for that 100 percent solution just leads to paralysis.”

Their initiative Anyone in the military learns to follow orders. But they also understand that there are situations when they need to take action in the absence of orders. If something needs to be done, they don’t have to wait to be told. “I know that Marines go through quite an ordeal in their training and in carrying out their missions,” Baucom says. “When we ask them to move a piano, it probably doesn’t seem all that difficult in comparison.” Nick Baucom is the founder and owner of Two Marines Moving, a moving company that has operations in the Washington, D.C., area and Miami. Baucom, who also is author of “On the Move: A Marine’s Guide to Entrepreneurial Success,” served in the U.S. Marines from 2002 to 2008, and was in Iraq in 2003.

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V e t er ans in Fr anchising

Joshua Frank, Managing Partner for RSM Federal

Double Your Sales The Power of Communicating Value Through a Call to Action (CTA) You’ve heard it before, “It’s not about what you sell. It’s about the value that your products or services provide.” But what does that mean? Whether your franchise is commodity or Joshua Frank

Franchising USA

service based, sell sandwiches, cut hair,

or perform disaster restoration, you want

to think in terms of how you qualify and quantify your value. We’re going to discuss how to communicate value and integrate with what marketers call a Call to Action (CTA). We’re going to discuss this, step by step. There are two parts to this strategy. The first is understanding how to communicate the value of what you provide. The second is providing part of this value, for free, as your primary CTA. This is then followed

“Whether your franchise is commodity or service based, sell sandwiches, cut hair, or perform disaster restoration, you want to think in terms of how you qualify and quantify your value.” with what we call a “trip-wire” for a second CTA. You never provide more than one CTA at a time. It’s not overly complicated. We’ll use an example so you can tailor it to your franchise. Like anything else in business, it will take some of your time but it’s well worth it.

Inspection Checks Every Home Inspector Should Do For You.” The first paragraph of the document is a part of your sales pitch: “ABC Home Inspection has been

helping new home buyers avoid costly

Let’s consider a Home Inspection franchise. Remember that these techniques and strategies are industry agnostic. No matter what you sell, product or service, you can tailor these strategies to your business.

repairs for more than 20 years. Buying

One target market for home inspection companies is real estate. Home buyers (if they’re smart), will hire someone to inspect their future home. What do most inspection companies do for marketing? They have a simple website that outlines their services, perhaps how many years they’ve been doing this, and their contact information. Maybe their website is the first you find in a Google search. They may have a dollar or percentage discount for their services. They might say that the discount is only good through the end of the month to create a sense of urgency. How likely are they to accelerate their sales? Not likely. Their competitors have the same or similar offerings.

after you’ve moved in. 84% of home

Instead, think about the value provided. I want you to think about your industry and the value you provide every day that you may take for granted. There are probably a dozen issues that you’ll consistently find during a home inspection. Three of these are so common, that 90% of the houses have these problems. Now imagine that a prospect visits your website and finds the following:

a new home is an exciting experience and your focus will be on signing the contract and planning your move.

But an inspection that fails to find

all the issues can cost you thousands buyers are surprised with an average

of $3,100 in repairs within 30 days of move-in. So before you hire a home

inspector, quickly look at these 12 most common issues and the 4 checks you can do yourself before you even hire an inspector. We don’t just inspect

your home, we protect against future costs. Since 1996, we’ve saved new

home buyers more than $1 Million

in avoidable repair costs that should

have been identified during the initial inspection and paid for by the seller. (Author’s note: the numbers and

percentages in this paragraph are not real. Just an example of the type of metrics you want to use.)

Free Download

The title of the free download and the opening paragraph of the article are packed full of numbers, percentages, and ROI. When you list the inspection issues and the 4 checks, continue to describe via value and metrics. It’s not what you sell. It’s not the cost. It’s not the features. It’s the value you provide.

“12 Most Common Inspection Issues That New Home Buyers Fail to Identify and 4

Now, the second part of the strategy is to provide the document as a CTA. What

good is providing something of value if you have no mechanism to identify which prospects are interested? Before they download, they should be required to enter their first name and email address. That’s it. If your CTA is strong enough, you’ll get people to download. And now you have prospects you can immediately engage. When the prospect clicks the button for ‘Free Download’ they are taken to a second page where they can download the document. But in addition to the download is a second CTA! It’s proven that if someone is willing to enter their information, they are more likely to do it again. For the home inspection company, perhaps CTA2 is a 20% coupon for services. Rethink your value. Design a strategy that collects your prospects information. It’s industry agnostic. How can you differentiate from your competition and accelerate your sales? Joshua Frank is an author, trainer, and consultant with 25 years in corporate, government, and military organizations. He is a leading authority on marketing and sales and speaks nationally on business acceleration. He specializes in the development and implementation of techniques and strategies required to position, differentiate, build, and accelerate competitive advantage to wining new business. Josh’s clients have won more than $1.6 Billion in new business since 2011. He is currently Managing Partner for RSM Federal, a business coaching and advisory firm that helps companies accelerate their revenue in the federal and commercial markets. Josh also serves on the board of directors for the St. Louis Veterans Business Resource Center. Featured in hundreds of online and print publications, he holds a Masters in Management of Information Systems and an MBA from the Walker School of Business.

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Mark L. Rockefeller, CEO, StreetShares

Why Militar Should Become

Franchising USA

ry Veterans Entrepreneurs I’m one of the 2.5 million veterans who served in Iraq or A fghanistan. I’m also an entrepreneur. And I’m not alone. The men and women of today’s armed services are uniquely positioned to become successful entrepreneurs. To my fellow veterans: You have what it takes. By nature of your military service, you possess the skills that are required to run your own business. As a Soldier, Sailor, Airman, or Marine, you learned the importance of communication, focus, and drive to accomplish the mission at hand. You’ve encountered problems that need to be solved on the fly and you’ve done so instinctively. Recall one of the earliest reports from Operation Enduring Freedom: U.S. special operations forces in Afghanistan coordinated precision airstrikes from laptops on horseback—21st Century technology met old-fashioned creativity to get the job done. That’s called entrepreneurship.

“You have what it takes. By nature of your military service, you possess the skills that are required to run your own business.” they can trust your judgment. Use this to confidently build a team and lead them to success. You have support. Programs like Techstar’s Patriot Bootcamp, The Institute for Veterans and Military Families’ Entrepreneurship Bootcamp for Veterans with Disabilities, VETtoCEO, and VetsinTech provide valuable training. Incubators and accelerators like Bunker Labs provide a nurturing environment. Traditional, stalwart veterans groups, like the American Legion, deploy their substantial resources to support young veteran entrepreneurs. Congress has helped with the Veterans Entrepreneurship Act of 2015. We veterans now have our own networks of angel investors and venture capitalists for sources of funding. These resources exist because they believe in your ability to succeed as an entrepreneur. This isn’t a new concept. There is a rich history of military veterans finding

success in business. A Syracuse University study found that nearly 49.7% of WWII veterans went on to own or run a business. Now it’s time for our generation to do the same. We have the opportunity to define our legacy through a collective act of “second service” to our country. By starting and running successful businesses, we become a catalyst for the real, sustained economic growth that our country desperately needs. In closing, realize that your potential as a leader in the business world is unbounded. I hope you accept the challenge of entrepreneurship head on. I know you’ll win. Mark Rockefeller is an entrepreneur, recovering attorney, and military veteran. He is the Co-Founder & CEO of Streetshares. His mission is to fund the next great generation of American business owners. Follow him @MarkRockefeller.

You are a leader. You’ve already acted with more poise under pressure than most people do in a lifetime. You’ve shown bravery in the most daunting situations one can face. These experiences will naturally yield positive results in a position of leadership; people around you will seek your guidance and direction, knowing

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V e t er ans in Fr anchising

Jim Mingey, Founder Founder& &Managing ManagingDirector, Director,VBS’ VBS

Fast Track Plannin for Self-Employme So what if you’re a Veteran who knows that he/she wants to go into business for themselves but maybe is not unsure which industry to select or which franchise in that sector to evaluate?

having at least a 20% Disability Rating.

If you’re qualified for VA benefits one answer may be requesting the “Fast Track” method under the Chapter 31 Vocational Rehabilitation & Employment Program to help you decide your direction. Of course you must qualify for benefits including

of a particular business concept. Veterans

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But if you are, a Veteran may opt to use a Fast Track plan for self-employment

and pursue examining feasibility for their franchise ideas.

Fast Track planning allows for the

identification of a specific vocational

small business goal to be deferred. In

other words one can explore the viability and suitability of a franchise while

simultaneously developing the feasibility could also develop their own plan for a

franchise concept. But Fast Track planning may only be used by Veterans when

self-employment is the primary focus of further rehabilitation planning.

Services provided under Fast Track can include: Eligible payments include general education courses to support training requirements in the vocational goal for operating a franchise. Or other courses designed to provide insight into aspects of running a successful business, such as accounting, business management and/or economics. The advantage of Fast Track is that you can move forward on several entrepreneurial directions simultaneously. Every Fast Track Individual Work & Rehabilitation Plan (IWRP) for a Veteran considering self-employment must include a referral to an advisor without conflicts, capable of providing sound business advice. In franchising that would

“Fast Track planning allows for the identification of a specific vocational small business goal to be deferred…one can explore the viability and suitability of a franchise while simultaneously developing the feasibility of a particular business concept.” The federal government supports veterans’ efforts to own their own businesses. VA has a special mission to act as an advocate in commercial and federal markets and ensure the Department meets certain goals in purchasing from veteran-owned small businesses. VA uses outreach and offers one-on-one coaching to carry out this mission. An estimated 3 million American veterans own their own businesses. Most could benefit from VA’s enterprising veteran support services.

ng ent

include Franchise Consultants seeking a Franchise Fee from specific transaction(s). And any Franchise Fee by itself would be an ineligible cost. But referral to a professional business consultant with no conflict, either on a voluntary or contractual basis, to determine feasibility is necessary to complete an IWRP.

VA OSDBU When it comes to supporting Veteran small business aspirations the VA Office of Small & Disadvantaged Business Utilization (OSDBU) has made great strides in supporting Veterans. Self-employment presents opportunities and challenges to all potential entrepreneurs. Veterans are no exception.

Services VA offers: • A toll-free call center (1-866-584-2344), where veterans, military personnel or their family members can talk one-onone with a business coach about how to start or expand business; • Information on business management, financing and marketing, as well as small-business conferences and business training opportunities; • Information about legislation affecting veteran-owned business, including existing laws that require federal agencies to increase business opportunities for veterans by setting aside a certain portion of their purchasing dollars for veterans and service-disabled veterans; • Inclusion in a Veteran business database for exposure to both commercial and government business, plus recognition as a verified veteran-owned of servicedisabled veteran-owned small business.

James Mingey

more than 35 years, Jim can relate on a personal level to the needs of the veteran small businessperson, and possesses the practical knowledge to implement his experience in today’s market. Jim participated in the EBV Program at Purdue University, is a mentor at American Corporate Partners, developed the first approved franchise training program for the Vocational Rehabilitation and Employment (VR&E) Program at Veterans Administration, and was instrumental in forming the first equity fund in the United States exclusively for veteran owned small businesses and franchises: The Veterans Opportunity Fund. Jim intends to keep on ‘advocating’ for veterans in franchising.

This way to the VA Entrepreneurial Portal and Franchising Opportunties >>>>> VBS Founder and Managing Director, Jim Mingey, is a decorated Vietnam veteran raised from a proud military background. An entrepreneur for

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V e t er ans in Fr anchising

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Alta Mere Helps Custo

Beat the Hea

With the summer now upon us, many people enjoy the warmer weather and fun in the sun with outdoor activities and family vacations that are so popular this time of year. However, there are also some negatives to the dog days of summer, namely the intense heat and exposure to the sun’s ultraviolet (UV) rays.

cars, homes and offices from the harmful

The summer is a great time to take steps to beat the heat and protect the interior of

color, year, make and model and view how

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UV rays. What is a good way to do that? Window tinting.

Alta Mere The Automotive Outfitters is

a national franchise that offers high tech

automotive accessories and driver safety products. One of their most popular

services is customized window tinting

installation. They offer different tinting

options and state-of-the-art computerized

film cutting to fit the size and shape of any vehicle window.

The Alta Mere stores have a visual display in their showrooms that simulate how the

degrees of tint would look from the inside of a car. They also have monitors which customers can view their car’s specific it would appear on the outside.

Here are some of the ways in which custom window tinting protects cars and their passengers:

• Reduce the heat inside a vehicle – A car parked outside on a hot summer day can turn into a greenhouse on wheels, absorbing the sun’s rays and trapping the heat inside. Studies have shown interior temperatures of a car can quickly rise and be at least 50 degrees higher than outside temps over several hours. Getting into a car that hot makes for a very uncomfortable ride. Window tint has been proven to block up to 99 percent of the sun’s rays and greatly reduce interior surface temperatures to keep you cool and comfortable. • Preserves interior components – Window tint reduces the sun’s UV rays that can fade and crack leather seats and dashboards. This protection keeps the

“While the summer is the best time to try to keep cars, homes and offices cool, the benefits of window tinting can be felt year round.”



interior of a car looking fresh for longer, reducing the costs to maintain it.

• Protect passengers from harmful UV rays – While it is rare to get sunburned through car windows, cumulative exposure to those same UV rays can lead to premature wrinkles and even skin cancer. Window tint blocks these damaging rays and is recommended by The Skin Cancer Foundation as part of a comprehensive skin care program. • Privacy and security - A professionally applied window tint deters thieves from targeting a vehicle for break-in. Belongings left inside the car are less visible and most thieves know that a vehicle with properly installed window tint makes it more difficult to break through the glass, preventing a quick getaway. SmartView Window Solutions is the

residential and commercial window tinting division of Alta Mere. They offer several categories and grades of window film that range in varying levels of tint and clarity based on the customer’s needs. SmartView professionals provide a free in-home design consultation and professional installation. Residential and commercial buildings that directly face the sun and do not have trees or buildings that block light are particularly susceptible to the effects of the sun. There are several ways in which window film can be a great benefit to a home or office: • Reduce air conditioning costs – Direct sunlight into a home or office raises the temperature in the building, which in turn increases the air conditioning costs to counteract those uncomfortably warm temperatures. Window tinting can provide up to 83 percent heat rejection, keeping the environment cooler while slashing utility bills and saving money in the long run. • Prevents fading on furniture due to UV exposure - Similar to how window tinting guards against damage to a car’s interior, window film can block up to 99 percent of harmful UV rays reaching the inside of a building. This prevents significant fading to carpet, furniture, walls and hardwood floors.

• Prevents shattered glass - Window film also acts as a shatter guard which prevents shards of glass from shooting everywhere while making a broken window virtually impenetrable. This option is used in heavy hurricane areas in which tree limbs hit windows as well as by businesses such as pawn shops to help prevent break-ins. • Reduces glare – Window film can reduce the amount of sunlight coming into family rooms and offices of a home, enabling residents to properly see their computers, tablets, smartphones and televisions during daytime hours. It also cuts down on the glare reflected by the sun on mirrors and countertops. While the summer is the best time to try to keep cars, homes and offices cool, the benefits of window tinting can be felt year round. In addition to protection from UV rays, window film also reduces the glare of sunlight on drivers, giving them another feeling of safety on the road. Tinting can also enhance the appearance of a vehicle, giving it a stylish look. For these many reasons, franchise owners with Alta Mere and SmartView are meeting their customers’ needs for the safety and protection of their cars, homes and offices with professional winding tinting installation services.

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ex per t advice

Erik W. Weibust, John R. Skelton, and Anne V. Dunne

Implementing and Enforcing Covenants Against Competition in

in The Franchise Context: part 2 Click here to read Part 1 from our July 2016 issue. IV. What is a Reasonable Covenant in the Franchise Context? Even where there is a protectable interest, a covenant against competition must be narrowly tailored to protect that interest to be enforceable. In other words, it must be reasonable in time, geographic reach, and scope of proscribed activities. As noted above, the reasonableness of a covenant against competition is an incredibly fact-intensive inquiry that depends on numerous factors, including the nature of the industry, which state’s law governs the covenant, the economy, the effectiveness of the lawyers representing the parties, or even the mood of the judge. There are some general rules that can be drawn from prior precedents within each state, however, which can provide helpful guideposts for a franchisor seeking to include a covenant against competition in its franchise agreement. Again, the industry, the number of franchisees, the nature of the protectable interest, and the like can play a determinative role in this inquiry.

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For example, an international fast food franchise with outlets in most major geographic areas may have a difficult time enforcing a covenant that prohibits former franchisees from operating a competing restaurant within 100 miles of any of its restaurants, even within a single state (which, in some places, could be virtually impossible), whereas a covenant that prohibits competition within 5-10 miles of any outlet(s) that the franchisee itself operated or had an ownership interest in is more likely to be enforceable. Distinctions can also be drawn between “in-term” and “post-term” covenants against competition. Indeed, most states permit covenants that restrict what a franchisee can do during the term of the franchise agreement to be more restrictive than covenants that restrict what a franchisee can do after the franchise relationship ends. This is because franchisors have a greater interest in demanding loyalty from a franchisee that is representing its brand in the marketplace, and because the franchisee, during the term of the franchise agreement, has an ability to

earn a living, whereas after the agreement is terminated the franchisee may have limited marketable skills or opportunities other than to open a competing business. Because of the fact-intensive nature of the inquiry, and varying state laws, a covenant may be deemed reasonable in one state or context, and unreasonable in another. As discussed immediately below, some states will reform overbroad covenants to make them enforceable (e.g., reducing a two year covenant to one year), whereas others will strike the entire covenant if it is overbroad. Regardless of the state, there are ways to draft covenants against competition to be enforceable nationwide, or regionally, such that a franchisor can avoid implementing separate covenants for each state, which can be very costly and burdensome. Experienced counsel can assist with this as well.

V. State- and Industry-Specific Nuances and Particularities There are numerous state- and industryspecific nuances and particularities about which franchisors should consult with

experienced counsel before implementing covenants against competition. For instance, some states, such as California, do not permit covenants against competition under any circumstances, as they view such covenants as unreasonable restraints on trade. Other types of covenants, such as confidentiality agreements, are permissible, however. Similarly, in the automotive industry, for example, most states have laws and regulations on the books that prohibit a manufacturer from restricting dealers from selling on behalf of other brands, which is why you will often see automobile dealers selling multiple brands, sometimes right next door to each other. Most states and industries, however, allow covenants against competition that are reasonable and protect a legitimate business interest. Moreover, certain states will enforce covenants against competition only where there is evidence of trade secret misappropriation—goodwill or other business interests are insufficient. Other states will even enforce covenants against non-signatories thereto, such as family members of the franchisee, newly formed corporations, and the like. This becomes important with family-owned franchises and/or where the franchisee sets up special purpose entities for each of its franchises, such that different companies technically own each franchise even though they are all controlled by the same individual(s). Another important state-specific nuance has to do with whether courts will strike portions or all of an overly-broad covenant (sometimes called “blue penciling” or “red penciling”), or “reform” the covenant to make it enforceable. 30 states are “reformation” states, meaning that courts are empowered to reform overbroad covenants to make them reasonable; 17 states are “blue pencil” states, meaning that any overbroad restrictions will be stricken (although the remainder of the covenant itself may be enforceable if what is left after the overbroad restrictions are stricken is reasonable); and three states are “red pencil” states, meaning that if any portion of a covenant is overbroad

“Covenants against competition can be an invaluable tool for franchisors seeking to protect themselves against misappropriation and misuse of trade secrets and confidential information, and to protect the company’s goodwill.”

Erik W. Weibust

John R. Skelton

the entire covenant will be stricken. Moreover, 22 states have specific franchise relationship laws, and nine have noncompete statutes specifically relating to or that have been applied in the franchise context. Again, as noted above, experienced counsel can help franchisors draft covenants against competition that will be enforceable in the largest number of states and broadest array of circumstances so as to avoid the necessity of implementing multiple covenants, which can become unwieldy when it comes time to implement and/or enforce them. Experienced counsel can also provide advice about how to add a new non-compete provision to a mature franchise system with existing franchisees who are not currently subject to such restrictions, a process that is more complicated than it may initially appear.

VI. Conclusion Covenants against competition can be an invaluable tool for franchisors seeking to protect themselves against misappropriation and misuse of trade secrets and confidential information, and to protect the company’s goodwill. However, they should be narrowly

Anne V. Dunne

tailored to satisfy those goals and not overreach. As noted above, nobody can provide absolute assurances about the enforceability of covenants against competition because there are so many factors to be considered, which is why it is imperative that franchisors hire counsel experienced with implementing and enforcing such covenants, who are familiar with the state- and industry- specific nuances and particularities—which is certainly not every attorney, even those who are highly skilled and experienced in other facets of the law. A covenant against competition is only useful to the extent it is enforceable, and when drafted and implemented properly and with due care, they can be a very worthwhile protective measure for a limited upfront investment. Mr. Weibust is a partner in Seyfarth Shaw LLP’s Boston office, and a member of the firm’s Trade Secrets, Computer Fraud & Non-Competes and Distribution & Franchise Litigation and Counseling practice groups. Mr. Skelton is a partner in Seyfarth’s Boston office and co-chair of the firm’s Distribution & Franchise Litigation and Counseling practice group. Ms. Dunne is an associate in Seyfarth’s Boston office.

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Mark Bollman, President & Co-Owner, Creative Colors International

Conquer Online Networking with a Strategic Brand Ambassador Program A Step-by-Step Guide Showing How Service-Based Franchisees Can Work with Their Franchisor to Create and Execute Powerful and Consistent LinkedIn Programs As a new franchisee, one of your primary tasks will be customer acquisition. To support your efforts, many franchisors have marketing systems in place, such as grand openings, paid advertising, and the development of promotional materials. In today’s world, however, it is equally critical that they provide support for social networking efforts. After all, sites like Facebook and LinkedIn present an exciting opportunity for franchisees to find potential leads within a few keystrokes! Reaching these leads requires a commitment though. In order to conquer online networking, franchisors must invest time and effort into social media training, as well as into establishing online content and networking goals. One way to accomplish this is by initiating an Ambassador program. An Ambassador program identifies the people

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within a company who are interested in representing the brand online and offers them the tools and training to be successful in their online networking efforts.

Kick-Starting an Ambassador Program An example of this type of program in action is the Creative Colors International Ambassador program. The program focuses on building relationships through LinkedIn, which is a prime social platform for business-to-business communication. To kick-start the program, the Creative Colors International corporate office hired a franchise-focused content marketing agency, 919 Marketing, to optimize their LinkedIn pages and their Ambassador’s LinkedIn profiles. Then, content development efforts began through the Creative Colors International company page and related showcase pages, offering up compelling industry-specific information to readers. There are times when the page mentions the Creative Colors International brand, but the focus is on providing content that is interesting to people who work in the industries that Creative Colors’ repair and restoration professionals serve.

Leads Through Conversation The content found on the Creative Colors International page then becomes a catalyst for conversation, helping ambassadors build relationships by sharing and discussing the posts with others. Look at my LinkedIn profile as an example. As the President and co-owner of Creative Colors International, I have been an ambassador in the program since its inception. With guidance from our account representatives at 919 Marketing, I regularly comment on and share the content that is provided by our company page and online properties. At the same time, I have been undergoing training on how to use LinkedIn and the ways in which it can help me reach my networking goals. I’m learning how to interact with online groups and to seek out people who could be potential leads – very powerful stuff! Other Creative Colors’ Ambassadors, Jon Kleck, Terri Sniegolski, Rebecca Preston, all entered the program with various levels of expertise in using LinkedIn. They have been attending monthly webinars that help build a greater understanding of the platform and how to use it. Additionally, they receive weekly email coaching that reminds them that it is important to engage online, provides them with a weekly

networking goal and offers additional training suggestions. As the program evolves, participants are increasing the number of contacts with whom they have connected via LinkedIn. In time, these relationships translate into a lead or a referral source for participants. Or in other words – this brand ambassador program is helping us create “relationships that convert” on the national and local level.

“An Ambassador program identifies the people within a company who are interested in representing the brand online and offers them the tools and training to be successful in their online networking efforts.”

What Franchisors Should Be Considering As franchisors become increasingly interested in helping franchisees use social media tools to reach local customers, they should be considering the following: • Who will participate? Great ambassadors are generally good communicators who understand how to speak on behalf of the brand. They are interested in taking time to build relationships online and are willing to try new ways of connecting with people. • What tools need to be put in place at the onset? Do the participants need profiles or headshots? Will they need training? Who will be responsible for providing content on an on-going basis? Plans to tackle each component of the program should be established before getting started. • How will participant effort be measured? Establishing metrics is an important component in building an effective program because it helps encourage participation. Options may include the number of times logging in, the number of posts made, or the number of new leads garnered. • How will participants share their experiences? Another important component of the program is enabling the participants to share both what is working and what is not working so that they broaden their expertise and become more successful networkers over time. Whether this is through a webinar or meeting in person, franchisors should establish a forum and be clear about participation expectations. With a solid program in place, like the

Creative Colors International Ambassador program, franchisors are able to guide franchisees in becoming more effective in their use of social networks. Franchisees move beyond simply sharing branded information to a more fruitful effort of building relationships. As these relationships are nurtured over time, they drive new business opportunities. Are you considering franchise opportunities? Be sure to ask the corporate team for information about the programs that they have in place to help you maximize the impact of your online marketing efforts and more easily grow your business. And if the brand you choose to join doesn’t have a brand ambassador program in place, be the catalyst that gets the ball rolling!

As President and Co-Owner of Creative Colors International, Mark Bollman proudly leads the nation’s premier repair and restoration alongside many of his family members. Creative Colors International is a family business through and through, getting their start in the Chicago suburbs as a small company named J&J’s Creative Colors, and that’s one of the top reasons why dozens of franchisees love being part of the franchise system. Just like their franchisees, Bollman and his fellow executives are fully invested in Creative Colors International and they stop at nothing to provide their franchisees, and ultimately, their customers, with the best corporate support in franchising.

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Paul & Pat Ruggeri, Co-Founders, Appreciative Insights

appreciative inquiry - is it necessary? discovering a wealth of viewpoints, to elevate culture, retention, performance and profits A methodology known as Appreciative Inquiry (AI), developed in the early 1980’s may be relevant and impactful to reduce the number of franchisees that cease operations and reduce non-renewals. AP may also have the ability to reduce the number of franchisees terminated or reacquired by the franchisors. Let’s explore the viability of AI as an investment not only for franchisors and franchisees, but as a sound model for all levels of business relationships, because the AI model is a scientifically proven strength based approach to interpersonal communications. AI has increased the bottom line in a variety of industries; a well-known case study is Green Mountain Coffee. When four major business processes were focused on, they raised employee productivity, and achieved a 7% reduction in their gross cost of coffee

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production. This AI method raised the bar for establishing quality relationships that many of us overlook, minimize, or rationalize away as a lower priority.

to stakeholders. In a typical AI activity, customers and staff share highpoint stories of what most connects them to the service or product a franchise may offer.

Today, more than ever, good business communications is a vital part of achieving a successful business. In a recent speech on 6/16, Warren Buffet told aspiring entrepreneurs and small business owners that the best piece of advice he could give them, was to engage in “delighting their customers”. But in order to delight our business associates we have to know them well. AI is the best solution to this end, because at its core, relationships are enhanced and deepened via a connection of mission, purpose and meaning through dialogue and sharing about what is most important

Further significant evidence of the quality of business relationships to customers comes from Mark Bonchek, Founder and ceo of Shift Thinking, a Business Consultant, who wrote in the Harvard Business Review 4/16, advising businesses to “Focus on Keeping Up with Your Customers, Not Your Competitors”. Mark outlines the importance of this method and mindset as a company’s greatest challenge, but also a source of its greatest profit in this digital age of profound disruption and accelerated change. AI guides organizations to weave a

business strategy with personal meaning, connection, and people’s values; and in the process, eliminates an environment of finger pointing and defensiveness. Many times a franchisor may not appreciate and recognize the challenges of a franchisee. For this reason, it is advantageous for an independent third party to conduct short story inquiries to capture the true feelings of people. This process increases innovative ideas, new products and services, references, testimonials, and referrals. When the four-stage process below is followed with the commitment of senior level management, bottom line revenues and profits of the franchisors and franchisees are enhanced. The AI model includes the following four stages: Discovery; Dream; Design; and Destiny built around a positive core, which is the organization at its best, and includes people’s collective wisdom about the organization’s strengths, capabilities, and potential. The 4-D process unleashes the energy and ideas of the positive core for transformation and sustainable success. Discovery: Discover and appreciate expectations that have been met or exceeded in your organization. Dream: Envision what might be with the people who are performing their jobs and know first-hand what is desirable. Design: The ideal enhancements that can increase revenue and satisfaction with customers, Partners and employees. Destiny: Organize to innovate, improvise, and get results -by delivering what is needed and wanted by all parties. Harvard Business Review 8/15 featured “Build Your Capacity for Empathizing with Others”. The article states, “Understanding people’s wants and needs is essential to winning them over. … Listen carefully to the stakeholders and make sure you understand what’s being said. When people feel listened to, they become more receptive to your message. Best of all, empathizing with other people can help them empathize with you in return, laying the groundwork for a lasting relationship.” AI focuses on what comes naturally to

appreciative inquiry 4-D model discovery “What goves life?” (The best of what is) Appreciating destiny “What will be?” (How to empower, learn and adjust/improvise) Sustaining

positive core

dream “What might be?” (Imagine what the world is calling for) Envisioning

design “How can it be?” (Determining the ideal) Co-constructing

organizations, where they are most alive and vibrant, and what they already do well. When short story inquiries are used in the Discovery and Dream stages, they are customized to your needs with the questions being meticulously crafted in a positive way to bring out the best in people, who will feel appreciated for what they do well. A very high rate of completed interviews is obtained, providing a wealth of valuable information when the remaining stages are applied. Although our focus is on the positive, any challenges or problems that arise are dealt with, but not dwelled on. It is human nature for people to want to talk about their experiences. The customer base can be expected to grow when franchisors listen to their franchisees, understand their needs, wants, and new ideas (and vice versa); as well as when franchisees listen to their own customers. Organizations change most readily when they focus on, study, and engage in dialogue about strengths, patterns of success, and who they are at their best. Peter Drucker, management thought leader, has espoused, “focus on your strengths so that your weaknesses become irrelevant”. A process for positive change and the study of what gives life to people, teams and organizations when they are at their best, results in competitive advantage and increases revenue and profits.

Appreciative Inquiry –is it necessary? It is! When we can see the impact of positive dialogue; strengths-spotting and innovative ideas emerge between franchisors and franchisees during this activity. Something we now realize is necessary in this digital age, where connection can foster collaboration and customer engagement. Paul and Pat Ruggeri are Co-Founders of Appreciative Insights. Pat, is an Operations Manager, with a background in psychology and HR experience. Paul, is Founder and President of icelighter, with a teaching degree, and over 40 years of experience, primarily in sales, marketing and management roles in the IT industry, with IBM, Wang Labs and others.

Paul and Pat Ruggeri

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fr anchise & serv ices di r ecto ry

franchising usa A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website. Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Big O Tires® BIG O Is Your BIG Opportunity. With more than 50 years in the tire and automotive maintenance industry, Big O Tires® is proud to be a worldclass leader. As we continue to thrive in an ever-expanding market, we invite you to be a part of the exciting opportunities as a member of the Big O Tires® family. Big O Tires® is proud to be one of the most progressive tire and automotive service franchises in the nation. When you join our family, we supply you with a powerful set of tools to help bring your business to the front of the pack: This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

Clayton Kendall Clayton Kendall provides a simple, easy to use e-store platform that connects your franchisees to Clayton Kendall’s integrated front-to-back inventory management system allowing for the creation, production, fulfillment, distribution and shipping of all your marketing and sales materials (uniforms, signage, branded merchandise) to be controlled with a

Cookie Cutters Haircuts for Kids For more than 20 years, Cookie Cutters has offered an interactive haircut experience that both children and parents won’t soon forget. Upon entering the salons, neon lights lead children to an in-store playground where they can climb and slide. Come time for the haircut, each station on the cutting floor is outfitted with unique fantasy chairs

Coverall® Coverall is a leading franchised brand in the commercial cleaning industry and one of the most respected franchisors of professional office cleaning companies focused on killing germs, removing soil and helping to create cleaner, healthier work environments. We help people start their own franchised businesses using the Coverall® brand, and processes, so they may deliver commercial cleaning services to their customers. Coverall began in 1985 as a three-person company headquartered in San Diego, California and now supports more than 8,000 Franchised Businesses in 90 markets across the United States and Internationally. Those independently owned and operated franchised

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Excellent for branding and recognition. Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: or 778-426-2446

• Leading name-brand recognition. • Experienced franchise system. • Competitive marketing strategies. • Dynamic and perpetuating consumer engagement • Comprehensive start-up training. • Sales guidance from a network of retail experts. • Multiple warehouses stocked to meet inventory demands. • National and regional meetings/conventions. • Access to exclusive marketing resources. • On-site visits and strong support from Franchise Business Consultants. Contact us today!

simple click of a mouse. Clayton Kendall is the single source marketing solution for national franchises such as Massage Envy, Orange Theory Fitness, European Wax Center, and Blaze Pizza. Contact: Dan Broudy, CEO Email: Phone: 412-798-7120 (1-888-799-4757) Website:

– from race cars to motorcycles, firetrucks to airplanes – as well as televisions for the kids to watch shows or play video games. With a balloon, sucker and a smile at the end of each haircut, the Cookie Cutters experience is designed to keep children coming back again and again. Contact: Neal Courtney Phone: (801) 232-5697 Email: Website:

businesses and their employees professionally clean over two million square feet of commercial office space every day. With Coverall, becoming your own boss is easier than you might think, no experience necessary, and financing is available! Our Initial Training Program emphasizes franchised business operations and professional commercial cleaning tools and techniques, helping prepare you to run your business. The Coverall® Program sets the bar higher for healthy cleaning and differentiates Coverall franchised businesses from traditional janitorial service providers in the market. Start your franchised business with the leader in healthier office cleaning! Website:

Dunkin’ Brands Named the top ice cream and frozen dessert franchise in the United States by Entrepreneur magazine’s 31st annual Franchise 500® ranking, Baskin-Robbins is the world’s largest chain of ice cream specialty shops. Baskin-Robbins creates and markets innovative, premium ice cream, specialty frozen desserts and beverages, providing quality and value to consumers at more than

6,000 retail shops in 33 countries. BaskinRobbins was founded by two ice cream enthusiasts whose passion led to the creation of more than 1,200 ice cream flavors and a wide variety of delicious treats. Contact: Laurel White Phone: 781-737-5286 Email: Website:

Fastest labs

progress. Ongoing coaching and technical advice help support your new venture.

Fastest Labs® offers drug, alcohol, DNA paternity and background screening. We focus on providing clean, fast testing services and a phenomenal customer experience. We serve clients within 5 minutes rather than a typical 1 hour wait at a medical facility, rapid test results are sent immediately, instead of 1 to 3 days and our tests are more affordable.

Qualifications: Fastest Labs® looks for individuals with outgoing personalities, great customer service and sales/marketing skills. No medical background or drug testing experience is necessary because all certifications are provided.

Training: Fastest Labs provides 1 week of training in San Antonio, TX. All certifications, sales instruction, internet marketing strategies and business operations training are included. Prior to arrival, we provide online training modules, videos and tutorials to track your ®

Fastsigns® Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015 • Franchise Research Institute World Class Franchise 2011-2015

Low start-up costs, high margins and 9-5 banker’s hours, Call Fastest Labs® today! Website: Email: Phone: 210-641-2058 Contact: Dave Claflin

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide. For more information: Phone: 1-214-346-5679 Email: Or visit our Website:


• Fast return on investment

Finernails2Go have built the nail art kiosk that is going to revolutionise the cosmetic world.

If you want a single kiosk for your business premises or to distribute multiple kiosks in an agreed area, we are open for business.

• The only Nail Art Kiosk with bespoke HP printing • The only Nail Art Kiosk with Tritron Speciality Ink – compliant with all major health regulatory bodies. The Fingernails2Go Kiosk delivers:

Fingernails2Go Kiosks will not only create excitement they will increase the time people spend at the location. You or your customers will be able to sell both nail art, and other products as more people come in to discover Fingernails2Go

• Unlimited design opportunities – • High res HP printing • On screen advertising opportunities

Go to to get started with this fantastic new business opportunity.

Foot Solutions

• Satisfaction of Helping Others

What Are You Looking For In A Business?

• Opportunities from $85,000 - $240,000 Single and Multi-unit

• The only Nail Art Kiosk built by Tensator.

• Reasonable Hours • High Margins • Low Labor Requirements • High Consumer Retention • Not Impacted by Economy • Not Seasonal • Fastest-growing Market Age 40+

Foot Solutions is the world’s largest specialty wellness franchise focused exclusively on helping people feel good from the feet up. For more information, visit, email, or call 770-916-5997.

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FRANFUND FranFund provides a comprehensive set of funding solutions for your new or expanding business including our exclusive FranFundSelect® program which provides working capital loans for up to $150,000. This program enables lightning fast approvals and funding in 5 to 7 business days or less with no personal assets, no SBA guaranty fee, no training certificate required, and minimal paperwork.

Fresh Coat With Fresh Coat, you bring scaling and professionalism to a fragmented industry. The quality, expertise, technology, and customer service that you offer as a Fresh Coat owner will set you apart and bring in recurring revenue through loyal customers and referral programs. You Don’t Paint! As a Fresh Coat owner you work on your business, not in your business. Our operations system helps you hire and retain quality painters who fulfill the jobs that you sell. Multiple Profit Centers • Residential (interior, exterior). • Commercial (businesses, office buildings).

honkamp krueger Honkamp Krueger & Co., P.C. is a Top 100 CPA and business consulting firm and the eight-fastestgrowing CPA firm in the U.S. (Accounting Today, 2015) 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.

HuHot Mongolian Grills


Franchising USA

Hot is a national create-your-own stir fry concept offering a wide variety of meats, seafood, noodles, fresh veggies, and signature sauces to suit your tastes. Select your favorite ingredients then be entertained as your meal is cooked to perfection by our grill warriors on a 6-foot, scorching hot grill. It’s always all-you-can-eat, so you can create a different meal every time.

Our team of funding experts are here to work with you to create a customized capitalization solution for your specific situation, whether you’re launching a new business or expanding a current one. After all, it’s our mission to get your business up and funded in a fraction of the time! Phone:817-730-4500 Fax:817-546-1291 Website: Email:

• National Accounts. • Government Contracts. • Real Estate-Based Programs. Be in business for yourself, not by yourself. We provide up front and ongoing training and support to help you succeed. We also leverage the size of Fresh Coat as a whole to develop relationships with well-known brands like Sherwin-Williams®, getting you the best price on the quality materials that meet customer expectations. Contact: Beth Boecker Phone: 855-832-8284 Email: Website:

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

locations in 16 states and that focus has remained unchanged. In 2015 HuHot was ranked for the fourth consecutive year in Franchise 500 by Entrepreneur and on Technomic’s Top 500 Chain Restaurant Report. HuHot has been ranked as one of Franchise Times Next 300 Franchise Chains 3 years in a row, and named as one of Nation Restaurant News’ Next 20 Chains of 2014.

HuHot Mongolian Grills, LLC opened its first restaurant in Missoula, Montana in 1999 focusing on fresh food, signature sauces and great service. Over the past 15 years, the concept has grown to 58

Contact: Laura Sporrer Phone: (303) 297-1200 Email: Website:

International Franchise Professionals Group

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.

Kid to Kid For more than 20 years, Kid to Kid franchisees have been a fixture in their local communities, serving parents and families with growing kids. This recession-thriving store concept allows parents to sell their outgrown kids clothes and buy gently-worn toys, clothes, and baby gear at affordable prices. Kid to Kid stores provide a bright, clean, and upscale experience for customers that result in nearly 70% gross margins to the franchisee. With more than 117 stores in operation and a track record of solid franchisee earnings, it’s easy to see

why Franchise Grade ranked Kid to Kid as the #12 Best Franchise for 2015. Kid to Kid is seeking energetic individuals with great management skills who want to make a difference in their community while earning a living. Our owners enjoy operational, technical, marketing, and financial support from our corporate headquarters and a great community of successful store owners who work together to continually improve. For more information call our business development team: 801 359 0071 ext 100, or email

Little Caesars

continue to receive support, expert analysis and consultation from corporate as their business grows.

Little Caesars offers strong franchisee candidates opportunities in select locations across the country. As America’s fastest growing pizza chain, Little Caesars provides candidates an opportunity for independence with a proven system, a simple operating model and strong national brand recognition.

Little Caesars’ requires candidates desiring to open one store to have a net worth of $150,000 with a minimum of $50,000 in liquid, unencumbered assets (such as cash). Franchisees must also be able to obtain financing to cover the total costs of opening a franchised location. For the sixth year in a row, Little Caesars was named “Best Value in America”* of all quick-serve restaurant chains.

Franchisees benefit from a comprehensive training program that focuses on all aspects of the business, including training, architectural and construction services to help with design, preferred lenders to assist with financing, the ongoing research and development of new products, and effective marketing programs. Franchisees

Phone: 800-553-5776 Email: Website:

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Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website. Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Massage Green Spa International Massage Green Spa is positioned to outpace the competition with our membership-based business model, easy cost of entry, value positioned concept, easy real estate, low overhead, beautiful distinctive retreat design and multiple revenue streams. Owning a Massage Green Spa franchise has an amazing opportunity for professional and personal growth. It most importantly focuses on the ever changing wellness revolution. By combining massage therapy with an ecofriendly environment, we have addressed the need for improving both our internal and external health.

Midas Midas, a recognized brand throughout the world and highly renowned name in complete car care, is proud to be one of North America’s original franchise opportunities – and one of its best. With Midas, you experience the best of both worlds - the support of an experienced franchise organization and the satisfaction of operating your very own auto service enterprise. As a Midas franchisee, you become a trusted name the day you open your doors for business. Building consumer trust is at the heart of our brand. We work every day to earn that trust by providing expertise, responsiveness, and the best value to every customer every time. Benefit from nearly 60 years of “The Midas Touch”

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: or 778-426-2446

We make you eligible to take advantage of all corporate services: site selection, design and construction, marketing, financing, training and grand opening program. We continue to offer support with the following (not limited to): training, national and regional advertising, operations procedures and assistance, ongoing supervision and management support, increased spending power, access to bulk purchasing and a community of like-minded individuals that are as passionate about your success as you! Contact: Jim Belanger Phone: 248-849-9600 Email: Website:

Midas has built a stellar reputation in the automotive service and repair industry nearly six decades. We want to help you succeed. Before you open a location and as you continue to operate your shop, Midas will help you with the following: • Business management system for your shop • New franchisee orientation • Ongoing training and training resources • Operational support. • Development support • Optimizing and marketing your business: Join Midas today by calling 1-800-365-0007 or visiting! This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

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Our Town America For over 40 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 communities, to help local businesses gain new loyal and long-term customers, and to provide franchisees with an excellent business opportunity. Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the Our Town America program

Pet Wants Pet Wants creates fresh and all-natural pet food and delivers it to our customers on a monthly, subscription basis...that ensures the food is fresh for the pets and that you generate consistent and on-going revenue streams. As a franchise owner, you will need to share this love of pets and their well-being. But no experience is needed. No matter if you start in your home, a small office or store, we teach you everything you need to know about

pinot’s palette Pinot’s Palette is a pioneer of the paint and sip experience – a revolutionary way to enjoy art and wine, meet new people and bond with friends. #1 paint and sip for franchisee satisfaction – Pinot’s Palette is a unique, art-inspired entertainment concept catering to adults, corporations and kids. By combining art and wine into a single concept, Pinot’s Palette now offers an inclusive, social activity for guests to enjoy with friends, family or work team members.

PIRTEK USA PIRTEK is the fluid transfer solutions leader in sales and service and the only franchise of its kind in the United States. With more than 30 years of experience in this field, PIRTEK boasts more than 400 Service & Supply Centers and a fleet of Mobile Service Vehicles in 23 countries. Powered by an industry-leading approach to sales and service and backed by a corporate center passionate about its franchisees and customers, PIRTEK offers unmatched service and logistics. This is a sales-driven, service-based business that

PrimoHoagies PrimoHoagies specializes in gourmet, Italian Specialty Sandwiches. Their entire menu is built around quality. PrimoHoagies uses only the finest Thumanns meats and cheeses on the market to its signature Italian bread baked in the stores throughout the day. Quality will never be compromised in a PrimoHoagies restaurant. This one of the reason we have become ranked in the Franchise 500 by Entrepreneur magazine. Because we have built our reputation on the

Franchising USA

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. Since beginning to franchise in 2005, Our Town America has been consistently ranked a Franchise Business Review Top 50 Franchise making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowed Franchise Business Review’s Top Company. Website: Email:

operating and growing a successful pet food business. You just need a passion for pets, the drive for success and the ability to follow our proven operating system. In return, you will be rewarded with the great benefits of being a business owner. Bottom line, this is a fulfilling, financially rewarding and enjoyable “people and pets” business. Contact: Beth Boecker Phone: 513-331-3647 Email: Website:

Pinot’s Palette’s entertaining environment, expert guidance from trained local artists and exceptional customer experience creates strong word of mouth, community recognition and a loyal customer base. Pinot’s Palette looks for franchisee partners who love to entertain and values that fit comfortably within the Team Pinot culture. Not art experience required! Franchising since 2010 with more than 130 locations in 33 states, Pinot’s Palette is an established, awardwinning concept leading the paint and sip industry. Website: or Email:

focuses on repairing and maintaining hydraulic- and pneumatic-powered machines. Although the brand might sound like an opportunity better suited for someone who can work a wrench, it’s a business well-matched for entrepreneurs who understand the value of building relationships and are prepared to capitalize on the opportunity to thrive wherever industrial equipment is used—and it is used virtually everywhere. For more information contact: Gwyn T. O’Kane, CFE, Vice President of Franchise Development, PIRTEK USA Phone: 321.504.4422 Email: Website:

quality of our products, our brand has become iconic in all of its markets. We experience a level of brand loyalty that in rarely seen in the sandwich franchise marketplace. Our neighborhood Deli feel has made us welcome in communities up and down the East Coast. This is why our products have won hundreds of awards. Visit our website at or Contact Mike Aruanno at mike@primohoagies. com to learn how this brand has created such a stir in the sandwich marketplace.

RNR Tire Express & Custom Wheels No other franchise business offers you a better opportunity to reach your financial goals and to enjoy the lifestyle benefits you so richly deserve. Our franchise owners are happy, they’re making money and they’d do it all over again. Founded in 2000, the first franchise opened in 2003. Today, RNR has 15 multi-unit franchisees with nearly 100 stores across 23 states. RNR is Entrepreneur® magazine’s category leader and the go-to place for quality tires and custom wheels with unique payment

Signal 88 Security Signal 88 Security was founded to revolutionize and establish a higher standard of professionalism in the security industry. Signal 88 Security was founded in 2003, in Omaha, Nebraska, by law enforcement professionals. In Nebraska police code, Signal 88 means “situation secure.” We offer law enforcement* and community-based security personnel, incorporating state-of-the-art technology to provide customized security services to the business community. From its Omaha roots, Signal 88 Security has quickly grown to providing services in over 37 states with more than 160 Franchises serving nearly 300 territories across the country – with more offices opening every month. We are equipped to handle any size property, event or business with a customized security solution.

Sports Clips Established in 1993 and franchised in 1995, Sport Clips is one of the nation’s leading franchises with more than 1,500 stores nationwide. Founder and CEO Gordon Logan is a pioneer of the unique sports-themed haircutting franchise, including the development of the Sport Clips All-Star haircutting systems, operating procedures, and marketing programs. It’s a great recession-resistant business that’s all cash, no receivables, and no haircare industry experience is necessary.

options including our Pay-As-You-Go! program. If you love making money, filling a recession-resistant and underserved need in the marketplace, and working with people who are passionate about living life to its fullest, owning an RNR Tire Express & Custom Wheels franchise is for you. © 2016 RNR Tire Express & Custom Wheels. All rights reserved.

Website: Phone: (877) 960-3242 Email: Contact: John Armatas

Our security programs are successful because we fully understand the nature of the businesses we secure, the properties and personnel we protect, and the deterrent effect we promote. We have developed a business model designed with our Franchise Partners’ success in mind. Our model tackles all phases of business from start-up to maturity, admin to operations, and marketing to sales to offer our Franchise Partners’ the best opportunity to successfully run a Signal 88 Security franchise, creating peace of mind to pursue passion in life. Phone: 254-870-2767 Website: Email: Contact: Jessica Hinnen

FORBES as a “Top Ten Best Franchise” to buy for its investment category. Qualified veterans who are interested in owning a Sport Clips are eligible for a 20 percent discount off of Sport Clips’ franchise fee of $59,500 through participation in the Veterans Transition Franchise Initiative, also known as VetFran, which was created in 1991 during the Gulf War. At Sport Clips, it’s good to be a guy but it’s great to be an owner! Visit to learn more. For more information, contact Karen Young:

Sport Clips is ranked by Entrepreneur Magazine as one of the top 20 “Fastest-Growing Franchises” and in the top 20 in the “Franchise 500.” It is also ranked by

Email: Phone: (800) 872-4247 x. 1 Website:

Sprout Financial

as we work from STATED information and your good personal credit history.

Sprout specifically created this financial program to help new & existing Franchise owners. We strive to ensure you have the working capital needed to promote a thriving business.

Contact: Russell Hibbert Phone: 800.358.1052 Email:

NO collateral required, NO financials submitted


Texas Laundry Service Company

Our clients range from investors seeking maximum return on investment in the coin laundry business to laundry managers at hotels, schools, prisons, restaurants, hospitals and long term health facilities in search of greater efficiency.

From our corporate facility in Pasadena, Texas, as well as our satellite offices in San Antonio, Corpus Christi and LaFeria we sell, service and install Speed Queen washers Extractors, commercial dryers, flatwork ironers and small commercial home-style laundry equipment for vended and on-premises laundries.

Contact: Diane Klingman Phone: 713-472-4083 Email: Website:

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The Growth Coach You Can Create the Life – and Business – You’ve Always Wanted Growth Coach, a low-overhead, home-based business, can be that vehicle you seek to give you MORE LIFE, freedom, fulfillment and financial success. If you are ready to invest in yourself and your own business, and take control of your own destiny and schedule, here’s a way for you to feel good about both making a substantial difference AND making substantial money. Becoming a franchisee with The Growth Coach allows you to build a coaching business with the

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.

uBreakiFix Founded in 2009, uBreakiFix specializes in the repair of small electronics, ranging from smartphones, game consoles, tablets, computers and everything in between. Cracked screens, water damage, software issues, camera issues, and most any

The UPS Store The UPS Store, Inc. is the world’s largest franchisor of retail shipping, postal, printing and business service centers. The UPS Store comprises nearly 4,500 independently owned locations in the U.S., providing convenient and value-added business services to the smalloffice/home-office (SOHO) market, corporate “road warriors,” and consumers. With more than 30 years of franchising experience, The UPS Store has provided thousands of people with franchise opportunities

Franchising USA

potential to give you the wealth, freedom, and fun you have always wanted. By combining your previous business experience with our proven systems and world class training services, you’ll be able to serve your local area businesses with expert advisory services. No travel is required, and the business structure is flexible. Because of that flexibility, coaching franchise investment requirements are low and profit margins are robust. Contact: Beth Boecker Phone: 855-832-8284 Email: Website:

• 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.

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: Email: Contact: Matthew Jonas

other problem can be repaired by visiting a uBreakiFix store across the U.S. and in Canada. For more information, visit Contact: Brynson Smith Phone: (877) 320-2237 Email: Website:

that enable them to become their own boss. In our network, you’ll find franchise owners from all walks of life, everyone from entrepreneurs to white collar professionals to corporate leaders have chosen The UPS Store Franchise to advance their financial and personal success. Take a look at the currently available franchise opportunities and contact us for more details. Contact: contact-ups-franchise Phone: (877) 623-7253


Uptown Cheapskate At Uptown Cheapskate, we buy and sell stylish clothing for teens and twenty-somethings in a fastpaced, upscale retail environment that enjoys nearly 70% gross margins. Our inventory changes every day as our stores hand-select current fashions and price them using Uptown Cheapskate’s proprietary software. Our ideal candidates pair their love of fashion with management experience, and are energetic leaders to their store teams. Our franchise owners are trained in person at corporate headquarters and in internship stores, and are given access to a robust training portal for franchisees and store employees. This tool is best-

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

WELLBIZ BRANDS, INC WellBiz Brands, Inc. is headquartered in Highlands Ranch, Colo. and is one of the largest health and wellness companies in the United States. The company owns three separate franchise entities: Elements Therapeutic Massage, Inc., which franchises massage studios, providing custom therapeutic massage to meet clients’ individual needs, Fitness Together Franchise Corporation, which franchises one-on-one and semi-private personal training studios, and Fit 36, Inc., which franchises high intensity interval training studios, with workouts done as a group.

ZIPS Dry Cleaners Founded in 1996 and franchising since 2006, ZIPS Dry Cleaners is an aggressively expanding dry cleaning franchise known for its same-day, one-price business model. A customer can have any item of clothing dry cleaned for $2.29. It doesn’t matter if the item is a necktie, a wedding dress or a pair of pants, the price is $2.29, almost half the industry average. Garments are cleaned on-site, allowing for same-day service.

in-class and allows new employees and franchisees to rapidly learn the ins and outs of the business. You’ll also receive personalized operational support, professional marketing design, and assistance with everything from site selection to financing to operational tools. Explore our award-winning franchise that has rapidly grown to more than 50 locations across the United States, and learn why our franchisees find financial and personal fulfillment as Uptown Cheapskate store owners. For more information call our business development team: 801 359 0071, ext 100, or email:

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: Website:

Elements Therapeutic Massage, Inc. began franchising in 2006 and has approximately 210 Elements Massage™ locations. Fitness Together Franchise Corporation began franchising in 1996 and has approximately 175 Fitness Together® locations across the United States. Fit 36, Inc. began franchising in 2014 and has a single FIT36™ location in downtown Denver. For more information Websites:,,,

sentiments in regards to eco-friendliness, ZIPS uses a filter system to avoid the need to cook solvents, and uses approximately 75 percent less solvent than other dry cleaning companies, creating 90 percent less waste than most operations in the process. Headquartered in Greenbelt, MD, ZIPS currently operates more than 40 stores throughout the MidAtlantic region of the United States.

Also, in an industry that often coincides with negative

Contact: Aaron Goldberg Phone: (240) 437-4747 Email: Website:

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Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website. Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: or 778-426-2446

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Nearly every industry represented!

Hundreds of concepts at all investment levels!


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