CHILDRENS PRODUCT AND SERVICES FRANCHISING FEATURE

FranchisingFeature children’s products & services

a u g u s t 2019

children’s products & services feature

child-centric brands that don’t play around

swim lessons: they’re not so seasonal

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what’s new!

Destination Athlete® Gives Back to Communities With Annual Complete Athlete® Showcase Awards

Destination Athlete®, a leader in youth sports for more than ten years, has been on a mission to help youth and high school athletes get to their personal destination by providing a onestop resource for all of their team needs.

The organization helps build better communities through athletes by providing them with the finest proper apparel and the safest equipment available. They also help teams with fundraising and events in their communities by creating awareness, raising money and bolstering team spirit.

However, the story doesn’t end there. In order to tackle a deficit in the youth sports industry, Destination Athlete® created the Complete Athlete®360 platform. This approach takes youth athletic development further by addressing each child on a holistic level in four main areas: leadership, mental, wellness and educational.

Programs can be customized to meet individual needs.

In addition, athletes can take advantage of the free 360 app, an essential sports science resource library filled with useful articles, videos and insights from industry experts. Destination Athlete®

Winners of the Complete Athlete® Showcase Awards.

also gives back to communities with it’s annual Complete Athlete® Showcase, an awards ceremony that gives scholarships to wellrounded student athletes who display excellence not only in athletics but also academics, leadership and character. www.destinationathlete.com

Children’s Lighthouse Taps Shelly Pair as Director of Operations Fast-Growing Fort Worth-Based Early Learning School Franchise Expands Corporate Team and growing profitability for franchise and childcare brands,” said Michael Brown, president of Children’s Lighthouse Learning CentersSM. “Shelly’s demonstrated expertise in management and operations is exactly what we need as we continue to grow.”

Lighthouse Learning CentersSM, widely recognized as the leading values-based, early learning schools in the United States, announced today the appointment of Shelly Pair as Director of Operations.

Pair’s appointment comes on the heels of monumental growth for the early learning school franchise, which opened its 50th location in Richmond, Texas in February and has 30 schools in development. Notably, the brand recently announced Chrissy Barrow as Curriculum and Training Specialist, a new role at the Children’s Lighthouse corporate office.

Pair brings 26 years of operations, early education and franchise industry leadership experience to the fast-growing early learning school franchise.

“I’m thrilled to be a part of the growing Children’s Lighthouse team. Values-based early education is more in-demand than ever before, and I’m excited to join the industry leader,” said Pair. “I look forward to making an important impact for our franchisees and working with the team to drive continued success in the months and years ahead.”

“Shelly will play a key role for our brand and our franchisees through her proven track record of driving operational efficiencies

For more information on franchising opportunities, visit childrenslighthousefranchise.com

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Abrakadoodle Art Helps Kids Travel the Globe and Reach for the Stars

Left to right: Richard Huffman, Katie and Michael Young

Celebree School Signs First Franchise Agreement With Longtime Early Childhood Educator Celebree School, a leader in early childhood education with 26 company-owned locations in Maryland and Delaware, recently announced the signing of its first franchise agreement.

Actual student artwork courtesy of Abrakadoodle North Texas, 2019

Kids in Abrakadoodle art programs travel on creative journeys that help them see the world in a way that fosters connection.

Franchisees Katie and Michael Young of Joppa, Maryland will own and operate the Celebree School, which is expected to open in the summer of 2020.

This summer Abrakadoodle launched its World Travel 3D Art

Becoming franchisees was a natural next step in the existing relationship the Youngs have with Celebree. Since 2013, Katie Young worked for Celebree School, most recently as director of the Fallston location.

learning about Chinese ceramics, Croatian licitar hearts, and Maori

“As an educator and a mom of two boys, I know firsthand how important it is to set a solid foundation for young children,” said Katie Young, who will serve as director of her new school.

“Michael and I are excited to invest in a business with a longstanding and successful track record in early childhood education and I can’t wait to make an impact on lives of the families we will serve in the coming years.”

Announced in early 2019, opportunities to open Celebree Schools are available in Maryland, Delaware, New York, New Jersey, Pennsylvania and Virginia.

“An integral member of our team and valued resource for our families, Katie has a unique vantage point when it comes to our franchising opportunity,” said Richard Huffman, founder and CEO of Celebree. “I am honored she is continuing her path with Celebree School as our first franchisee and look forward to helping the Young family build a successful business.”

For more information on franchise opportunities, visit www.celebree.com/franchising

Camp to the delight of kids and parents alike.

Kids create 3D masterpieces inspired by world cultures, entailing

design carvings from New Zealand. They learn how Haitian artists turn found materials into artwork. While making peacock art,

children discover the symbolism in Indian culture. Kids connect to their world through creativity.

Connections through art stretch to space, bringing kids together

with stellar discovery. Abrakadoodle’s latest Space Art Adventure STEAM Camp engages kids in learning about the solar system,

meteors, constellations and more. Kids create art that focuses on science, technology, engineering and math concepts, which are

brought together with hands-on art projects. Abrakadoodle helps kids build new skills, confidence and connection with the world around them.

“By introducing multicultural art experiences to children,” remarked Rosemarie Hartnett, Co-found and President of

Abrakadoodle, “we open their minds to appreciate the differences in other cultures while also seeing the similarities. This serves to connect them to the global community in a most positive way.” www.abrakadoodle.com

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what’s new!

Code Wiz Afterschool Learning Center Launches Franchising Opportunity

Code Wiz, the award-winning afterschool learning center designed to inspire the next generation of coding wizards, today announced that it is offering franchising opportunities to entrepreneurs throughout the U.S. “We are thrilled about the prospect of creating family-friendly franchising opportunities,” said Ruth Agbaji, founder and CEO of Code Wiz. “Our proven systems, processes, and curriculum will empower entrepreneurs – whether or not they have programming backgrounds – to launch Code Wiz centers that ignite the imaginations of children and teens.”

The company will soon begin offering insightful and entertaining coding classes for adults who want to get in touch with their inner geeks. “Code Wiz enabled me to achieve a work-life balance conducive to raising my young kids,” Agbaji said. “I want to financially empower other people to do the same.”

Code Wiz sites are strategically located in suburban areas near retail stores and service providers. “Our locations particularly appeal to parents and caregivers who have to juggle work, errands, and childcare,” said Agbaji, who was named one of ten winners in the global 2019 NextGen in Franchising competition.

Code Wiz kids build video games, design websites, dive into robotics, and master 3D printing in bright, tech-themed learning centers that offer a range of achievements and feature small student-to-staff ratios. “Kids love Code Wiz for a million different reasons,” said Agbaji. “I know that our franchisees will love it, too.”

For more information about Code Wiz franchising opportunities, visit https://thecodewiz.com/franchising

KIDS EMPIRE LOOKING FOR FRANCHISEES WHO ENJOY WORKING WITH FAMILIES AND CHILDREN great location at the mall, Kids Empire is the perfect place for parents and children alike. Kids can join in the wall to wall fun of jumping, playing, climbing, or jumping into the ball pit.

The Kids Empire concept was developed in Southern California.

The idea was to develop a model that was unique, fun and affordable so that families from all neighborhoods and all income levels could come have an amazing time with friends and family.

The Kids Empire model offers theme parks for kids and offers great solutions for after-school, weekend, and vacation fun in a safe and colorful environment. The company opened its first location in the United States in Southern California in 2016 and is positioned as the prototype to be used as the basis for the children’s franchise growth.

Kids Empire is an indoor park that is an ideal option for parents looking for a secure place where their child can get needed physical activity any day of the year.

The best Kids Empire franchisees will be communicators and enjoy working with families and children. Franchisees should be prepared to follow an execute on a defined franchise model that has been proven and documented to replicate success.

Inclement weather, such as rain or high temperatures, can make it challenging for kids to receive this on a regular basis. With a

For more information on franchising, please visit www.kidsempire.us

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Don’t miss an issue

Expert Advice: Scott Walker | President and CEO | Screenmobile

Get the App FOR GODDARD SYSTEMS, INC.,

THE FRANCHISE’S SUCCESS IS ALL ABOUT RELATIONSHIPS For more than 30 years, Goddard Systems, Inc. (GSI), the franchisor of The Goddard School, has been synonymous with high-quality early childhood education.

In 2019, Goddard reached a milestone in the brand’s history when the 500th Goddard School opened. Goddard Schools now serve more than 65,000 children across 36 states. By remaining nimble and adapting the business to market and demographic changes to meet the needs of parents and franchisees, GSI is poised to open another 200 Schools over the next five years.

As the leading early childhood education franchise system, The Goddard School maintains strong growth year-over-year.

In the past five years, the average mature school EBITDA has grown more than 36 percent to $373,321. Mature Schools, which have been in operation for more than 18 months, have grown in monthly revenue year-over-year consecutively for the past 109 months, which is more than nine years of sustained prosperity.

GSI believes the secret to the brand’s success lies in the strength of its relationships.

“The location-first development model is the result of decadeslong relationships GSI built with top developers and real estate professionals across the U.S. These key relationships enable GSI and prospective franchisees to select prime real estate opportunities in affluent suburbs.”

COV ER STO RY

COV ER STO RY

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G O D DA R D SYST E M S, I N C.

Franchising USA $5.95 www.franchisingusamagazine.com

THE MAGAZINE FOR FRANCHISEES

Developer Relationships The Goddard School brand has experienced consistent growth in predominately suburban areas, but as GSI plans for the next 200 Schools, it will also create opportunities in underserved markets by using several new strategies, including a location-first location model that helps GSI identify high-potential real estate sites before it awards a license to a franchisee. Additionally, GSI is helping franchisees source locations in cities, mixed-use retail spaces and corporate campuses, where millennial parents are increasingly opting to live, work and raise their children. Goddard Schools have recently opened at the District Wharf in Washington, D.C., and in Nationwide’s corporate headquarters at Grandview Yard in Columbus, OH. The location-first development model is the result of decades-long relationships GSI built with top developers and real estate professionals across the U.S. These key relationships enable GSI and prospective franchisees to select prime real estate opportunities in affluent suburbs and

VOL 07, ISSUE 10, AUG 2019

“At the end of the day, The Goddard School has been in the business for a very long time and has developed over the years a recipe for success.” - Don O’Brian

FOR GODDARD SYSTEMS, INC.,

Lender Relationships

with some of the leading SBA lenders, who are already familiar with the franchise’s unique model and lending needs. By building these relationships, The Goddard THE SUCCESS School system hasFRANCHISE’S become an approved franchise many national and IS concept ALL for ABOUT RELATIONSHIPS local lenders, which may lead to more competitive terms and a more streamlined process for franchisees. FRANdata, a franchise market research and consulting firm specializing in performance analysis and benchmarking, determined that Goddard School franchisees’ SBA loans, that were analyzed over a 15-year period, have an extremely low failure rate of only 2.79%.

Most individuals do not have experience with commercial lending or with government-backed loans from the Small Business Administration (SBA).

Fortunately for new and current franchisees, GSI has deep relationships

The strongest and most important relationships in the system are the relationships between GSI and its SPECIAL passionate network of franchisees.

The

highly trafficked metro centers to meet the lifestyle demands of modern families.

The strength of GSI’s developer relationships helped Jodi & Bill Straub, the franchisees of the 500th Goddard School in Bala Cynwyd, PA, to locate, secure and renovate a former schoolhouse in a population dense community with a high demand for childcare. The Straubs relied on GSI’s relationships with developers to help them capitalize on this secondgeneration property and gain access to a previously unserved market with a high demand.

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MOTIVATION TO BUILD YOUR EMPIRE

Franchisee Relationships

FEATURE

CHILDREN’S PRODUCTS AND SERVICES Franchising USA

LATEST NEWS

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

CHILDREN’S PRODUCTS and SERVICES feature The best part about franchising is the wide variety of options. Whatever your passion, interest, strength or experience, there are so many opportunities for success.

One of the most rewarding franchises is focused on children’s products and services. Having the main client be kids and working towards making their lives better, as well as bringing a smile to their face can be extremely rewarding.

Though it’s an enjoyable experience, it’s also successful and profitable, especially

when franchised. The global toy industry in itself is a billion dollar market and the estimated market revenue for baby care product is estimated to be over $11 billion by 2025. (source).

communicate on a larger spectrum has shared numerous ideas for kids, as well as the many needs parents and children have.

Services and products targeting children have multiplied in the last decade or so.

Social media platforms and the ability to

Before even having a child, the franchising market has dominated the pregnancy niche.

Women need clothing, care products, health products and more while carrying their child. Many supports are necessary for mothers-to-be and this has become a business opportunity.

Pregnancy

A new competitor of the maternity products is the home business. A lot of women are choosing to buy used products for the short term months of their pregnancy. Social media has allowed women to share their experiences and needs with one another, and help access the products and services they need.

An environmentally safe franchise that specializes in consignment could help get a leg up on the competition but realistically the home business is a small niche to consider when running a large franchise. A franchisee is backed by marketing, support

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“The global toy industry in itself is a billion dollar market and the estimated market revenue for baby care product is estimated to be over $11 billion by 2025.”

and big name brands. Though a few items are trading and handmade for pregnant moms, parents still want a safe and secure product in their time of need.

Baby Products and Services There are so many products needed to raise a baby nowadays - more than the standard crib, stroller and carseat, safety products make it mandatory for parents to invest and supply the proper products to their babies.

Baby product focused stores can also serve as a multiple use business, including kids toys and products as well as maternity products. A great source of profit is the registry and the high end products in which parents invest. There are strollers, cribs and rockers that are extremely expensive and it’s their price tag that makes them more desirable.

A baby sometimes gives parents more spending power, gaining money from supportive friends and family to get their homes ready for the precious bundle of joy. The list is never ending: bottles, bottle cleaners, soothers, chairs, bibs, bowls, spoons, thermometer - the shelves will be filled with endless options and always have a new clientele.

The franchising option may have a higher investment cost, but it guarantees business because it’s a name that parents can trust and they want what is best for their babies.

They need security that all products are safe and they need expertise and guidance on how to chose the products best suited for their baby. It also ensures that your

“Before even having a child, the franchising market has dominated the pregnancy niche. Women need clothing, care products, health products and more while carrying their child.” business carries the latest trends and name brands familiar to shoppers.

A business with a lot of products would be a great success, covering more demands and customer needs allows for more money to be brought in. That being said, a franchisee may be interested in running a small more personable business.

Researching and reviewing expectations - including types of products and services offered, as well as employees needed to run the business, would help determine how large of a responsibility would be expected.

Recreational Fun spots for kids used to be reserved to giant theme parks scattered throughout America but franchises have responded in a smaller more accessible way.

Recognizing that kids need fun and active interaction, there are plenty of recreational

franchises built just for children. From arcade spots, to sports specific venues, trampoline parks and high tech bowling alleys and laser tag, parents have plenty of options for a day of entertainment, food, games and fun.

The recreational franchise can also appeal to one’s personal passion. Those interested in sports, could easily find a franchise that specializes in teaching kids, or invites children from the community to participate in a specific sport. Those more interested in high pace entertainment could invest in an arcade with a variety of games.

There is no experience required, but an understanding that the recreational facility could run at different hours than most businesses and have high traffic rates dependent on the time of year. A franchisor will be of support to help guide investors in the expectations and requirements, an

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“From arcade spots, to sports specific venues, trampoline parks and high tech bowling alleys and laser tag, parents have plenty of options for a day of entertainment, food, games and fun.”

understanding of the franchisee’s role in a bigger operation would be vital before moving forward.

The children’s franchise opportunity doesn’t end there, it only hits the cusp of all things kids. There are numerous educational facilities and caregiving options, arts and community centres, technology and gaming mobile franchises as well as retail and clothing options. A lot of venues profit off birthday parties and group get togethers as well as Spring Breaks and vacation times. Considering a vast difference within the quiet and busy breaks is important to address before

making an investment and inquire from the franchisor how they cope with the different time periods and if there is a plan of action. Taking a look at how the business addresses those ebbs and flows will help give you confidence in the franchisor and the future of your success.

Those interested in working with a children’s franchise do not necessarily need any experience, but should truly enjoy working with kids and have a passion for child-friendly products and services.

Take the time to survey the needs of the community as well as the many choices in franchises before making the step forward.

“There are numerous educational facilities and caregiving options, arts and community centres, technology and gaming mobile franchises as well as retail and clothing options.”

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Narrow down top picks and connect with the franchisors directly, as well as local business owners about expectations.

Though a franchisee may not work directly with the kids, it’s important that they could offer professional and caring services with the customer if needed.

In 2018, over 22% of Americans were under the age of 18, which is a huge source of clientele and they have buying power through their parents who have to provide for them. Besides necessities, including childcare, parents are willing to invest in their kids and provide them the best life that they can. As a franchisee you can be a part of that investment and watch your profits grow.

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.

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Expert Advice: Greg Longe | CEO | British Swim School

Swim Lessons:

They’re Not So Seasonal It’s a common misconception that swim lessons are just a seasonal business, rising in the summer, and falling in the winter. Many simply believe that when the days are hot and best spent by the water, swim lessons are in their prime.

But why would swim lessons, a valuable life skill, have a right or wrong season?

Here’s why swim lessons are actually a year-round means for survival, and why the myth must be put to rest.

The Deceit of Seasonality To be fair, swim schools with pools that function strictly outdoors are more affected by seasonality. In Florida, summer is said to be the low season for outdoor pool lessons. It’s hot and humid, plus it’s rainy season, so the threat of thunderstorms are constant. Alternatively, as the weather

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cools down to a nice temperature in Florida, it’s already becoming impossible for outdoor pool activities up North - where temperatures can be close to or below freezing.

From a business perspective, an outdoor pool-dependent swim school is a challenge.

It’s hard to see skills progress because weather may cause kids to drop out, and revenue is inconsistent. For that reason, most swim schools have chosen to build their businesses around indoor, heated pools. Not being affected by weather, swim schools have the ability to conduct year-round lessons. Revenue does spike in May and June, as children are getting out of school, consistent with many other businesses that leverage their free time, but things don’t go dark when the school bell draws them back.

Not Just the Parents Parents aren’t the only ones with this misconceived notion - franchisees can be impacted, too. It can be dangerous for franchisees to fall into the trap that swim lessons are strictly a summertime activity.

Because of this, it’s important that any

diminishing results that they may be seeing aren’t unknowingly blamed on seasonality.

Franchisors initiate better results by helping their franchisees properly promote the right message at the right time. This is furthered as franchisees leverage opportunities not just during summer but throughout the school year, educating students on water safety through classroom visits, events, and sponsorships.

Breaking Beliefs Although indoor pools should cover all seasons, the biggest challenge is changing long time beliefs.

Many parents believe that swimming during the winter is dangerous, or that moving from warm water to cold weather can make a child sick. Others believe the opposite: that temperature changes may help improve blood flow, speed up muscle recovery damage, and strengthen the immune system.

The fact remains that children are not more likely to catch a cold from swimming during the winter. Viruses cause colds - not exposure to sudden changes in temperature.

Greg Longe

“The best way to combat the misconception of swim lessons being seasonal is to educate everyone on the importance of year-round swimming safety.” goals they want their children to achieve.

Water safety is one goal, and parents are constantly reminded of that by all involved in handling their children.

We focus on understanding how close or far the children are from being safe, by tracking the child’s progress directly and marking their caps. This also clarifies what skills the children have already attained, and those that need to be developed.

Season has no part in the safety formula.

Additionally, many forget that people often travel to warmer places in the winter time.

It’s during these beach vacations that water safety is crucial to having a safe time spent away. With that in mind, the best way to combat the misconception of swim lessons being seasonal is to educate everyone on the importance of year-round swimming safety.

Drowning is the leading cause of death for children under 5 and it’s 100% preventable In a country with approximately 10.4 million residential pools, 7.3 million hot tubs, 125 thousand lakes, and 3,500,00 miles of rivers, there is no season for

drowning. Every body of water presents a potential threat.

Although children are the most vulnerable for drowning, the Red Cross states that more than half of all Americans (54%) either can’t swim or don’t have the basic water survival skills.

The fallacy that swimming skills are merely a fun activity must be corrected.

People must recognize that these skills are critical for survival.

At British Swim School, we’ve chosen to interrupt the seasonality discussion, with our own approach. We believe in educating parents and helping them set the expected goals for their children before Day 1.

When enrolling, parents are asked what

Overall, the more that swimming is understood as a life skill, the less that seasonality is even considered. It comes down to cultivating the right mindset for both customers and franchise owners, and ensuring that every person, regardless of age, ability, or season has the opportunity to be water-safe.

Greg Longe is the Chief Executive Officer (CEO) of British Swim School, a franchise company with almost 40 years of experience teaching water survival skills to children and adults in over 20 states across the county plus Canada. A long-time franchise professional, Longe joined British Swim School in April 2019, excited to support the brand mission of “survival of the littlest.” britishswimschool.com

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Expert Advice: Christopher Conner | President of Franchise Marketing Systems

Child-Centric Brands That Do Play Around Investing in a business is no laughing matter and could many times be the single biggest decision of any one person’s life.

When an entrepreneur or franchise investor choose to pursue a particular brand, we must think futuristically within that segment to determine whether or not the concept will have stable market applicability. Franchising is already a wonderful opportunity to start a business venture, but the determination process on whether or not that path is the correct fit takes a lot of thought. Child-centric brands within the franchising realm have proven fruitful time and time again. This may be why we are seeing new ones make their way onto the playing field.

Franchise Marketing Systems has supported brands like Nexplore USA, Kids Kab, Young Engineers, and Wiz Kid Coding that cover a gamut of child-focused business ideas that have flourished in a short time due to the demand; after all, the child consumer is in a constant state of replenishment. FMS has supported such businesses through development of operating documentation, organization of the franchise offering, and development of a franchise system.

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Society has grown wise enough to see the value in investing in tomorrow’s generation and we are seeing the franchise trends to prove it. The kids’ industry is stable for a multitude of reasons and in a variety of ways. According to Census.gov there is one birth every eight seconds. The Federal Interagency Forum on Child and Family Statisticstells us that in 2017 there were 73.7 million U.S. children, and that number is projected to rise to 76.3 million by 2030. Educational, extracurricular, and practical concepts for serving this massive market are giving parents and caregivers everywhere a way to navigate their child’s necessities within a parental journey that has no roadmap. Kids Kab is one of these brands that has served a very practical need for caregivers by lifting the weight of transportation from a parent’s ever-growing list of things to do. A child’s safety and well-being is each parents’ number one concern. With this priority in mind, Kids Kab has carved space in the transportation segment of this industry as a unique answer to this daily issue.

The educational market is growing.

Reports released by the U.S. Census Bureau show that children who are involved in lessons, sports, and extracurricular activities are more likely to be highly engaged in their academic experience. Reports such as this are driving a demand for more educational programs. Nexplore USA offers such

enrichment programs that expertly enhance a child’s academic career through tailored and carefully crafted programs that nurture the child as a whole. This brand covers finances and robocoding.

Coding is the way of the future and several businesses are jumping on board to prepare next generations accordingly, equipping them with the skills needed for such a technology-driven trajectory. We are seeing a plethora of coding events, coding classes within the public school systems, and businesses that offer coding after school hours.

More studies are being done that show that learning styles vary from child to child, and, no matter that style, children learn best while having fun. One brand that seems to have grasped this concept with resounding efficiency is Wiz Kid Coding. They have developed a curriculum that is flexible and adaptive to a child’s individual needs, producing an effective and efficient learning session while a child learns to code.

This adaptability has proven attractive to parents, educators, and organizations who value inclusiveness for their students.

Another brand, Young Engineers, also focuses on the technology side of things, with an innovative concept that utilizes bricks and teaches children engineering techniques, even before they are able to read.

on’t Child-centric concepts provide a stable venture within kid-focused industries.

We are seeing a trend that is here to stay within the franchise marketplace.

Franchise Marketing Systems works with a wide range of children’s oriented franchise models and has experience with some great franchise brands in the market. For more information on children’s franchises, please feel free to connect with the Franchise Marketing Systems team.

Christopher Conner is the President of Franchise Marketing Systems and has spent the last decade in the franchise industry working with several hundred different franchise systems in management, franchise sales and franchise development work. His experience ranges across all fields of franchise expertise with a focus in franchise marketing and franchise sales but includes work in franchise strategic planning, franchise research and franchise operations consulting. For more information on how to choose the right food service franchise, contact Chris Conner at Chris.Conner@ FMSFranchise.com. www.fmsfranchise.com

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FOCUS: SCHOOL OF ROCK

BACKSTAGE

WITH SCHOOL OF ROCK CEO Rob Price

Two years ago I became CEO of School of Rock.

This was a dream position for me—as an avid musician myself, it was a calling to further the brand’s important mission to build a growing, passionate community dedicated to enriching lives through music education.

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“Across the board, I witnessed how School of Rock has the power to enrich lives in so many ways with students, instructors and franchisees all getting to experience the joy of music.”

In my first year on the job I made it my

charge to visit as many franchise locations

as possible to see the business up close and in person. Across the board, I witnessed how School of Rock has the power to

enrich lives in so many ways with students, instructors and franchisees all getting to experience the joy of music. Here’s what makes School of Rock “rock.”

We are more than musicians First and most importantly we are educators. Not only are we the largest music education franchise in the world, but our concept is more effective than traditional music programs. We combine private lessons powered by proprietary curriculum with weekly ensemble practices. Students learn theory, practice, and life skills through intense, but fun

preparation for big shows in real venues.

The group learning teaches both technical and soft skills, and in return, this approach increases retention and results.

If you walk into a School of Rock, you’ll see children of all ages — from preschoolers to teenagers and even adults — practicing music like Pink Floyd’s “Another Brick In The Wall”, AC/DC’s “Back in Black” or KISS’ “Rock and Roll All Nite”. These are part of a number of songs that make up the curricula, and provide a shared language that is ideal for music education. And when you think about the relatively straightforward rhythms and melodies, you can see how it makes sense to introduce kids to music education through classic rock.

Our students get real experience Our performance-based approach is truly what sets us apart. The Performance Music Program gives students the opportunity to perform in real shows at local rock

“While our students initially come to School of Rock to learn how to play music, they stay at School of Rock because they find a home.” venues. While jamming on stage with their classmates, your child or teen will learn important life skills focused on responsibility and teamwork. Our 35,000 students play over 4,000 shows around the world, at fundraisers, clubs, restaurants and concert venues, which allows others to share in this joy. Students have played on the stages of some of the biggest music festivals around the world including Summerfest, Bonaroo Music & Arts Festival, Lollapalooza and more.

School of Rock feels like home And while our students initially come to School of Rock to learn how to play music, they stay at School of Rock because they find a home. School of Rock offers kids a safe place to learn, build confidence,

develop friendships with other kids who are into music and carve out a niche for

themselves in a world where they might

never have felt a sense of belonging before.

Today School of Rock is “jamming” more than ever. Our growing franchise network currently consists of 280 locations open or in development across nine countries

worldwide. And, since 2009 our student

count has grown from 4,000 to over 35,000 and we are just getting started with several exciting developments in the pipeline.

Interested in becoming a “band leader” for School of Rock in your community?

Contact Anthony Padulo at 844.614.1150 for more on our franchise opportunities. franchising.schoolofrock.com

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Expert Advice: Anne Huntington | Vice President of Business Development | Huntington Learning Center

How Franchisors Can Keep Franchise Partners Engaged and On Track

Franchising can be a highly effective way to scale your business, though like any major operational decision, it’s a strategy that must be executed thoughtfully and intentionally.

There are several key ingredients that must be there in order to position yourself to be a successful franchisor - a solid business model and strong unit economics, clearly defined systems and procedures, and, perhaps most important, a motivated and engaged team. Being purposeful in expansion and developing and maintaining a strong franchisee-franchisor relationship is absolutely critical to successful longterm growth.

Here are some best practices for keeping franchisees on track - whether your business has one hundred locations or one thousand.

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“Being purposeful in expansion and developing and maintaining a strong franchisee-franchisor relationship is absolutely critical to successful long-term growth.”

Make Face-to-Face Conversations a Priority This may seem like an impossible task (especially as your franchise numbers begin to scale), but building one-to-one relationships with your franchisees is absolutely critical to creating a system that works. I make it a point to travel to our different regions throughout the year and meet with our franchisees in person.

Together, we talk through their progress and roadblocks, suggestions that we have for them and vice versa, and outline our system goals and strategies so that we are aligned in terms of the overall strategic initiatives we are working towards. While traveling may not be an option for you, building time into your calendar for video conferences or phone calls with your franchisees will be time well-spent. Some of the best ideas we roll out nationwide, come from these types of conversations!

Work with Franchisees to Develop Goals and a Plan of Action for Achieving Them Although many franchisees do come to the table with business experience, it can often be difficult for a business owner to set benchmarks and goals for their operation without context or clear expectations.

There’s the franchise slogan that “you’re in business for yourself, not by yourself”, which is why entrepreneurs are interested in franchising - they can become a small business owner with the backing of a system. It’s the years of experience and processes that the franchisor can leverage to help the individual owner set themselves up for success. As a franchisor, we have a strong system with specific departments and teams that focus on particular goals to help the individual franchisees achieve their goals. Each team member focuses on their key areas of expertise to help the franchisee success. At the franchisor

“Ask your franchisees to share what they’re most proud of on a regular basis and share those insights with the rest of the system. It’ll go a long way!” level, the corporate level, our goal is to protect and grow the system. Therefore, the franchisor team is a collaborative team where we work together to continue our mission and expand our system.

The franchisor team needs to help their franchisees follow the system through operational, marketing, and all the areas of support that help the franchisee achieve his or her goals.

Create a Communication Loop For a franchisee, the corporate structure can sometimes feel distant and siloed - but it shouldn’t. Franchisees represent the brand at their local levels. The franchisees are fulfilling the mission across the country and working directly with the customers.

Therefore, it is critical that the franchisees know who to go to at the franchisor level for support. Make sure that your franchisees understand the communication structure at all levels and that the franchisee is in contact on a regular basis with a dedicated team member to answer questions and address obstacles.

There are different platforms and internal communication plans that can help; help desk system can work, feedback can be beneficial and dedicated email addresses can be positively adopted to streamline communication. Communication and collaboration are key.

Share Individual Franchise Successes with the Broader Franchise System Bringing positive attention to successes at the franchisee level is beneficial in so many ways. Not only is it a great morale booster and a way to show your franchisees that you’re paying attention, but it’s also a great way to share best practices that can be applied to other franchise locations. Ask your franchisees to share what they’re most proud of on a regular basis and share those insights with the rest of the system. It’ll go a long way! We have a monthly internal newsletter that shares good news in

addition to system and department updates, we share positive stories via email through dedicated channels regularly.

Anne Huntington is Vice President of Business Development for Huntington Learning Center, as well as a member of Huntington’s Board of Directors and Advertising Fund Board. In these capacities, Anne develops and executes programs, partnerships and initiatives that help the company achieve its longstanding goal of giving every student the best education possible. Prior to this position, Anne served as Head of PublicPrivate Partnerships and Director within the family business. www.huntingtonfranchise.com

Anne Huntington

Franchising USA

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Expert Advice: Neal Courtney | CEO and franchisor | Cookie Cutters Haircuts for Kids

Setting Up a

Multi-Unit Opportunity While signing any development deal is an exciting step in launching your franchise opportunity, a key to rapid growth is signing multiunit deals.

It is valuable to have a variety of deal sizes, ranging from one to 10 or more locations, but having a majority of multi-unit deals fall into the 3-10 location range can help propel your brand to new heights faster than you imagined.

For Cookie Cutters, our secret ingredient to success has been the amount of multiunit development deals we sign. Typically, we do not sign deals that are less than three units. Due to this business practice, we’re now the largest children’s hair salon in the competitive space.

When deciding to offer a multi-unit franchise opportunity there are a few

“Multi-unit franchise deals and area developers are key to a franchise’s success and rapid growth.”

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things to consider. While it can be the key to success and rapid growth, it can also be part of your failure if you do not prepare accordingly.

Finding the Right Partners As with anything in franchising, finding the right franchise partners is crucial. For multi-unit deals especially, you have to ensure that the franchisees will uphold their entire agreement and truly become brand advocates utilizing their large foot print. I advise you to find franchise partners who are financially ready and perhaps have business experience, whether in franchising or otherwise. These will be your best partners for those large multiunit deals.

As a caveat, it is important to source franchise partners who are passionate about the brand, especially for smaller multi-unit deals. We sign many 3-unit deals with new entrepreneurs, families and couples just looking for a new opportunity.

They become our best multi-unit franchisees because they are eager, handson and truly depend on their own success.

Multi-Unit vs. Area Developer My wife and I started out as multi-unit franchisees with Cookie Cutters, before becoming area developers and eventually

purchasing the franchise from the founders and becoming the CEO and COO. The distinction between multi-unit franchisees and area developers is often murky and that’s because it depends on the specific contract.

Multi-unit franchisees have signed on to open several units, but may not have a specific territory. Area developers have signed on for a territory but may not open units directly. Multi-unit franchisees are hands-on, building the business on the ground. Area developers can serve as an extension of your development team.

They are looking for franchisees in their territory to develop it and open units. With area developers you essentially pass on the franchise development responsibilities to them, trusting that they will open the expected units either personally or through franchise sourcing.

To determine if you will offer both development deals or one or the other, look at your expansion targets and progress.

Could you benefit from an area developer joining the team? Area developers are often local to that particular territory and can help if you are entering a new market.

Do you already have a strong presence in a market but want to add a few more stores?

A multi-unit franchisee who is looking for a new opportunity can be the perfect

“Often a local, experienced and financially-able franchisee will make a strong area developer candidate, while a newer entrepreneur is best suited for multi-unit franchising at the beginning.” partner to complete a market.

This is also where the right franchise partner fits in. Often a local, experienced and financially-able franchisee will make a strong area developer candidate, while a newer entrepreneur is best suited for multiunit franchising at the beginning.

Incentives Investing in a franchise is a large commitment on its own, but investing in three, five or 10 stores is daunting, and often, unmanageable. If you are set on offering multi-unit or area developer deals, you should offer a few incentives to better position the opportunity to a prospect.

There are several ways to offer incentives, which should be determined based on the development deal you are offering.

For starters, it is common for franchisors to lower franchise fees based on the number of units a prospect is signing for. For example, 10 percent off three-unit deals, 25 percent off five-unit deals, etc. You may

also consider slashing ad funds or royalties for some time if a franchisee opens five units within a certain time frame, for example.

For area developers, profit sharing or commissions often serve as an incentive.

Remember, an area developer is essentially an extension of your development and sales team. You want to incentivize them to go out and develop their territory, signing more deals in the process.

While it is difficult to stomach a few concessions, especially as a start-up, offering incentives for multi-unit territories is beneficial in the long run.

Progress Checks Once you have everything set, it is important to check in on your multiunit franchisees and area developers to ensure they are hitting their targets in a timely fashion. You may need to adjust development agreements as time goes on or push a little in certain areas. The follow

Neal Courtney

through and progress updates after a deal is signed cannot be overlooked.

Multi-unit franchise deals and area developers are key to a franchise’s success and rapid growth. Yet, with great upside, comes risk. Proceed cautiously and strategically and you will be on your way to becoming the next big thing.

Neal Courtney is the CEO and franchisor of Cookie Cutters Haircuts for Kids, along with his partner Alexis Courtney, COO. The duo acquired the brand in 2014 after serving as multi-unit franchisees for 10 years. www.kidscuts.com

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