Business Franchise magazine feature: building, cleaning & landscaping

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building, cleaning & landscaping

Business Franchise Australia and New Zealand 45

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AUSTRALIA’S LOVE OF BEAUTIFUL HOMES AND GARDENS MEANS BIG BUSINESS

The cleaning services industry expects an increase of 2.2 per cent for the year with expected projections of $4.3 billion, according to IBISWorld 46 Business Franchise Australia and New Zealand

FE ATURE Owning your own home is one of the biggest Australian dreams. We aspire to it, plan for it and save for it. Then, once we have our own home, we take a great amount of pride, and spend a significant amount of money, on cleaning, maintaining and improving our most prized possession.

Whether it is putting in the new pool, trimming the lawn, fixing the cracks in the garden path or adding the much sought after tool shed or cubby – our homes are in constant need of attention. Luckily, for the home owner and the vast number of franchises that service these homes and gardens, we often turn to professionals to help us maintain our properties.

The domestic and commercial building, maintenance, cleaning and landscape industry has adapted to consumer demand.

People are busier today than ever before.

They have less time for maintenance and small projects around the home. It is easier for people to contract out the jobs to capable businesses than spend the time and money trying to do it themselves. This has resulted in a growth market for small business owners, including franchisees, to step in and complete these tasks once done by homeowners themselves.

A brand you can trust As the building, cleaning and landscape jobs required usually take place on our property and in our home, we want someone we know and can trust. A franchisee who lives locally and works for a well-respected brand appeals to us. We know the name of the franchise, it has most likely been recommended by a neighbour or friend, and once we take the first step and call the local franchisee to install our kerbs or repair our roof, chances are we put their business card on our fridge and call them every time we have a similar project or repair. This is assuming they deliver a

high quality product with the best customer service.

antenna installation, mowing, fencing, roofing and landscape maintenance.

With so much money being spent in home renovation and maintenance, as well as cleaning, gardening and landscaping, the franchises that offer these services are thriving. If working with your hands appeals to you and you have background in building, construction, gardening or other trade related skills, or you have just decided it is time for a change, the opportunities available in this sector of franchising are nearly limitless.

Add to this the professional services of mortgage brokers, real estate agents and property inspectors and there is certainly a wide market appeal.

There is a franchise system to cover nearly every area of the building, cleaning and landscape industry. Specific franchise systems include, but are certainly not limited to, kerb installation, building maintenance, home waterproofing, shed construction, pavement crack repair,

Growth sectors The $3.5 billion building industry is one that is leading the way. A steady rise in home-building approvals, has led to increased building activity, and outstanding opportunities for construction and design companies to take on franchise partners.

The market for home improvements in Australia is also big business. Many of us are feeling the pinch of rising costs of living coupled with uncertainty within the real estate market, and are choosing to renovate rather than move.

Business Franchise Australia and New Zealand 47

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Owning your own home is one of the biggest Australian dreams. We aspire to it, plan for it and save for it.

Australians have always been passionate about home renovation and improvements, but even the do-it-yourself renovators often require the assistance of professional experts. Recent Australian Bureau of Statistic figures show the trend in home renovations is increasing and that the sector is currently valued at around $550 million.

The cleaning services industry expects an increase of 2.2 per cent for the year with expected projections of $4.3 billion, according to IBISWorld

Building towards a brighter future One of the biggest appeals toward this type of franchise for many new and potential franchisees is the fact that you get to enjoy the flexibility of making your own hours and you spend a great deal of your time outdoors.

Although there is the administration side of things, bills to be paid, marketing strategies to implement and business plans to be reviewed, the majority of your time will be spent on location, helping people to enhance and maintain their homes and their property.

In buying a franchise, the difficult side of establishing the business and developing operational procedures has already been done for you.

This allows you to get straight to work finding your customers and then delivering top quality products and excellent customer service.

This allows you to choose the particular franchise system that most aligns with your passions, knowing that the demand for your product exists and the tools necessary to find, generate and keep your customers are already in place.

So in considering a career in the building, cleaning and landscape sector of franchising... remember it is just as important to build relationships, build trust with your customers and build your business with the assistance of the franchisor.

48 Business Franchise Australia and New Zealand

DON’T MISS OUR NEXT ISSUE!

Want to learn more about trends and growth industries in franchising?

Need help making the big decisions?

Every edition we feature advice from the experts to help you on your franchising journey.

Find out more about health, beauty and fitness franchises in the november / december edition of Business Franchise Australia and New Zealand.

On sale 7th November 2014.

Business Franchise Australia and New Zealand 49

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E x per t Advice

FRANCHISING IS A SERVICE INDUSTRY Any business can be franchised. All that is required is a system.

When everything in the business procedure is systemised it can be duplicated and become the perfect vehicle for a franchise. All a franchisee then needs to do is follow the manual that describes and explains the system.

That of course is the easy part. It is the unwritten things like personality, how to communicate with customers and how often the book work needs to be updated that are not always written in a manual as part of a business system.

If you have aspirations of enlarging your business into a franchise, you will find when choosing your franchisees, consideration should be given towards their personality and communication abilities.

All businesses provide a service to a

“As a franchisor your customer is the franchisee. It is your duty to see they make a success of the business.�

50 Business Franchise Australia and New Zealand

fe feature at u r e “Taking on your first franchisee is the hardest part.

Anyone who is interested looks promising, and if they are keen and have the money, checking whether or not they would be a worthwhile franchisee gets forgotten.”

Julie Finch-Scally | Founder The Duster Dollies

customer. Whether it is a retail business that sells products through the internet, or a service industry where customers are visited in their home, office or served over the counter, every business requires the operator to communicate with a customer.

We’ve all been into cafés where the person bringing over the coffee is bubbling with personality, and notices straight away that the teaspoon is missing. And seen the opposite where the coffee is practically thrown down in front of you and you have to ask for the napkins but wish you hadn’t because of the look you receive.

If you considered the latter person not suitable to the service industry you would probably be right, and you would be hesitant to take them on as one of your franchisees. The former assistant would not only make you want to return to that café another day but would be considered an asset to any business.

When starting up a franchise this is a large problem facing all franchisors. Taking on your first franchisee is the hardest part.

Anyone who is interested looks promising, and if they are keen and have the money, checking whether or not they would be a worthwhile franchisee gets forgotten.

Most franchise application forms request information about financial details and work backgrounds, they will also ask details of schooling and names of people who can be contacted for a reference, but rarely do forms try and find out whether the prospective franchisee would be the right person to work with.

Emails, phone calls and face to face contact require an ability to communicate.

An ability to ask the right questions to ascertain what a customer really wants, the ability to hold one’s temper when things go wrong and the customer becomes

angry or even abusive. No the customer is not always right, but being able to discuss matters calmly no matter what the customer’s mood is an art and not everyone possesses this.

Can these abilities be taught? You can write in a manual what a person should do when this or that happens, and over time they will become adept at handling these problems, but people who have the right personality to start with will find it a lot easier.

Because many people granted a franchise don’t have that initial friendly and cooperative personality they quite often have to be nurtured until they can handle all types of customer’s problems and successfully operate their business. It is this nurturing that makes franchising a service industry. As a franchisor your customer is the franchisee. It is your duty to see they make a success of the business.

According to the Oxford dictionary the word ‘Service’ doesn’t only mean servitude.

The definition given for service of a customer is ‘Expert assistance or advice given by manufacturers or vendors’. As a franchisor has developed a system and sold the concept onto a franchisee this type of service is the requirement of a franchisor.

Many franchisors will tell you that it is up to the franchisee to make their franchise a success. And if the franchisee does not follow the system and expects the business to make money without any effort, then this would be correct. But what about those new franchisees that are keen but have never run a business before, never worked in the industry they have just chosen and do not have a great deal of confidence in their own ability?

Every time you read an advert for franchisees you will see the same kind

of person required. Every franchisor is looking for people with ‘drive’; ‘passion’; ‘never believe in compromising on quality’; ‘become part of a team’; ‘like a challenge’; all great qualities. But not everyone can be like that, and if they are they have probably already started their own franchise.

Unfortunately, because Australia has the highest number of franchised organisations in the world for its population, every franchisor has to be content with people who might only have one of two of those required qualities. And because of this, the new franchisee has to be taken care of and nurtured until they can stand on their own two feet and run their business with confidence.

Ongoing training of new franchisees is a must. Too many franchisors think once a person is shown what to do they can be left to their own devices. This can lead to some very unhappy franchisees, and franchisors have been taken to court because their franchisee isn’t earning what they expected and blame the franchisor for the problem.

Each franchisor has the responsibility to see their franchisees are successful. Yes this can be expensive and time consuming, but if you want your franchise to be run well and your brand to become well known, all your franchisees will need to be supportive and enjoy running their business.

How can you achieve this? Firstly ensure when granting a franchise you know the person, their family and their personality.

You might find it useful prior to presenting the prospective franchisee the Franchise Agreement to invite yourself to a meal in their home. Spending a couple of hours in that person’s own surroundings will give you an insight into their personality.

Oh yes, everyone will be on their best behaviour when you first arrive but by the

Business Franchise Australia and New Zealand 51

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E x per t Advice

time you have eaten and are ready to leave everyone will have relaxed and be their regular selves.

It is also wise to get the prospective owner to join in on a normal days work.

Sometimes people’s concepts of what they are required to do as a franchisee is less than the job demands. This process not only helps you get an insight as to whether they will fit in, it lets them discover if it is the kind of work they want to do.

Make the day when they signup as a new franchisee a celebration. Invite your employees, franchisees and their and your families to the signing and induction.

People will feel part of a team straight away if they meet everyone and are made welcome right from the beginning. They will become part of your extended family; part of the company and feel more at home.

Spread the training amongst other franchisees. This way the new member will not feel isolated, but part of the team. It will also make it easier for your franchisees to get on with each other. Franchisees need to be able to talk and support each other.

Having that depth of friendship between

On a weekly or monthly basis hold franchisee meetings to discuss your plans and any problems that may have occurred.

Remember meetings can be linked by phone or video instead of everyone having to travel. These kinds of meetings make everyone feel not only part of the team but a member of your large family.

you have support from the other franchisees that will quell any objections or help the unhappy franchisee sort out their problems, you could see all your hard work disappear overnight. By being available at all times and supporting your franchisees so they know if they have a problem they can call upon you, is part of the service of providing and selling a franchise. In other words being a franchisor.

Also hold an annual conference where all your franchisees can meet and catch up.

Make it a weekend affair. The franchisees pay their own way, all you do is organise the accommodation, the conference and the meals. Have a section in the Franchise Agreement about everyone attending.

Hold your awards night during the conference and make all your franchisees feel important. Hand over some of the conference tasks to some of the franchisees.

If they can work as a group with other franchisees everyone will feel they are important and needed.

Julie Finch-Scally spent twenty years in the cleaning industry by establishing and becoming the Managing Director and Franchisor of The Duster Dollies until her retirement in 2012. Julie is now well known as The Guru of CleaningÂŽ and currently provides advice on all aspects of cleaning through her books and the media.

your franchisees will keep your franchise family together.

As a franchisor you need your franchisees on side. One unhappy franchisee can cause more damage by spreading their discontent amongst the others very quickly. Unless

52 Business Franchise Australia and New Zealand

Provide service to your franchisees and they will provide a service to their customers, help your company to grow and become well known thereby becoming a great success.

For more information visit: Web: www.juliefinchscally.com.au

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www.businessfranchiseaustralia.com.au Business Franchise Australia and New Zealand 53

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Spray Pave Australia

Three guarantees and a boat trip Offering three guarantees and a boat trip might sound unusual for a new business opportunity.

However after almost 25 years in business, the owners of Spray Pave Australia Pty Ltd know that it takes something unusual yet simple to succeed in business.

Owner Mr Chris Bylhouwer, started Spray Pave Australia in the late 1980’s, and has always improved his offerings in many ways. The current complete package includes a pay as you go option, plus three guarantees and a boat trip!

The business is working with existing concrete. As Mr Bylhouwer explains, “We can do anything with existing concrete from basic repairs to complete decorations with non-slip patterns using new toppings, epoxies, stains, polishing, seamless flooring, waterproofing even transforming it into imitation slate or timber floorboards.

“The transformations are unbelievable and the demand for this service is everywhere, from homes to shopping centres, retail shops to factories, warehouses, schools, churches and airports.”

The business opportunity is more than just application training, it also includes many systems for receiving jobs, quoting high prices, managing and growing the business including legal issues.

“In essence we provide a complete turnkey business package for one price then we back it all up with the ultimate security – pay as you go plus three guarantees and a boat trip,” The new Licensee system includes some unique ideas; three days at the Adelaide training centre plus two days back with the operator on their own customer job, local marketing campaign, insurance package, own web site page, customers interest free finance etc. A complete list is in the information pack.

Designed to remove all risk is the three guarantees.

1

A minimum of 20 customer leads sent via SMS and email. More leads are forwarded free for life.

2 3

Guaranteed work option, available any time after training.

If new operators don’t earn over $100,000 gross in their first year by following the systems, they can claim the 100 per cent Money Back Guarantee.

This he says offers complete security when starting a new business. “All they have to do is buy the business, do the work and start loving life.”

Mr Bylhouwer sums up the three guarantees, the pay as you go system and boat trip.

“Operators want: 1. Customer leads? Yes, we advertise and forward them free.

2. Guaranteed work? Yes, they can pay an extra fee and we forward them signed customer contracts.

3. Money back guarantee if it doesn’t work?

Yes, we trust our training, support and systems so if they don’t gross over 100k in the first year, they can have all their money back.

“I like to stand out from the rest and put my money where my mouth is! Even to include that they can pay for their new business as they go. We only charge a small deposit (sometimes negotiable with conditions), the rest they can pay over time.

“As for the boat trip, because new operators spend most of their time in Adelaide at training, if they can stay an extra half day or more, we can take them out on our impressive power cruiser or even a luxury cruising sailing catamaran for bigger groups or families. Business before pleasure makes a possible tax deductable mini holiday. It’s all about enjoying the social and business relationship with new friends; fishing, relaxing or just enjoying the start of a fantastic new, long term journey together.”

Contact Spray Pave on: Phone: 1800 688 888 Email: chris@spraypave.com Web: www.spraypave.com

54 Business Franchise Australia and New Zealand AU

Business Franchise Australia and New Zealand 55 AU franchise mag V3a 24March 3778.indd 1

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E x per t Advice

“An employee works in your business and is part of the business.

A contractor runs their own business.”

Steve Vesperman | Deputy Commissioner, Small Business/Individual Taxpayers Australian Tax Office

ATO warns against treating employees as contractors It’s one of the contentious issues facing business owners and operators… are workers employees or contractors?

Just because they have an Australian business number (ABN), work infrequently or only do short jobs, specific tasks or projects, doesn’t mean they are contractors.

The ATO’s Steve Vesperman says that an employee works in your business and is part of the business. A contractor runs their own business.

ATO – CASE STUDY Landscaping and gardening

“We’ve got an online employee/contractor decision tool which can help you make the right decision.”

it doesn’t matter what they are called or

Steve says there are a number of myths that have influenced businesses to get it wrong, possibly exposing them to penalties and charges.

withhold tax.

“Just because someone has an ABN, has a business name, submits an invoice for payment or asks to be engaged as a contractor, doesn’t make them a contractor.

“And someone who has been engaged as a contractor for one job doesn’t make them one for all jobs.

“If someone is legally an employee then

Ray owns a home gardening and maintenance franchise and has taken on a job which includes concreting a driveway.

He engages Bob’s concreting franchise to do the concreting work and also hires two labourers to do the groundwork and planting. The labourers are provided with tools and their work is supervised by Ray. Bob submits an invoice to Ray for the cost of materials and the labour done by him and his employees.

Ray tells his two labourers they are contractors and must invoice him at the agreed hourly rate. He tells them since they are contractors he’s not responsible for their tax or super.

Has Ray got it right?

56 Business Franchise Australia and New Zealand

whether they have a contract……they are

an employee and you have an obligation to “And, if they are eligible employees, you have to pay superannuation guarantee contributions on their behalf into a

complying super fund or retirement savings account at least four times a year.”

For more information go to: W: ato.gov.au/Business/Employee-or

contractor.

Employee or contractor Only partly. Bob’s concreting franchise is a contractor. He has his own business and hires his own workers. Bob’s responsible for his own tax and super obligations.

However, when it comes to Ray’s two labourers, the ATO’s Employee/contractor decision tool would have indicated they are employees, since they don’t run their own business but work for Ray even if it is only on an occasional basis.

Ray is responsible for withholding tax from the labourers’ pay, and possibly making super contributions for both of them.

By not doing this, Ray risks significant penalties and charges.

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JA N-PRO

a world class franchise With over 12,000 franchisees worldwide, JAN-PRO is a world class commercial cleaning franchise.

Starting in the US in 1991, and expanding internationally in 1999, JAN-PRO’s first Australian office opened in September 2011.

Consolidating their growth since 2011 in Brisbane, Melbourne and Sydney, offices will shortly be opening in Perth and Adelaide, proving that JAN-PRO as one of the fastest growing cleaning groups in the world and on track to become the best franchise system in Australia.

Further proof of the phenomenal annual growth of JAN-PRO is shown from their many accolades received, including, in 2014, Number One Commercial Cleaning Franchise Overall plus Number One Fastest Growing Commercial Cleaning Franchise Globally by Entrepreneur Franchise 500 ranking.

The JAN-PRO guarantee JAN-PRO service any commercial facilities including offices, health clubs, medical centres, banks, churches, restaurants and day-care centres and prides itself on providing all clients a written quality satisfaction guarantee on its services.

Riaz Rafiq, Managing Director of JANPRO Cleaning Systems for Australia and New Zealand says, “The world famous JAN-PRO Guarantee provides a satisfaction safety net for every one of our clients. This is imperative in an industry where substandard service is unfortunately prominent – we’re doing everything we can to stamp this out.”

Anton Martin, Director of JAN-PRO Cleaning Systems Melbourne says “Our customer service, inspection methods and regular customer contact differentiates us from our competitors; we are part of a service-based industry, so we like to put an emphasis on customer service,” he said.

With a cleaning schedule customised to fit around the client, JAN-PRO creates

corporate cleaning packages and anything other than a fully satisfied client just isn’t an option.

depends on the type of franchise plan they buy, and of course, how hard they are willing to work to build their business.”

Nationwide opportunities

Training and support

With the two additional offices to be opened shortly in Perth and Adelaide, JANPRO are seeking franchisees from across Australia, to join the 12,000 franchisees across the globe, who generate nearly $300 million in sales per year between them.

JAN-PRO provides all initial training through its five-week training program so previous cleaning experience is not necessary. JAN-PRO thoroughly trains franchisees in all processes, and then continues to support its franchisees going forward as they build their business. Full administrative support is also provided to franchisees, with all billing, collections and operational work completed by Head Office.

Master Franchisors for JAN-PRO NSW Andrew Barker and Sam Clifford have recently joined the JAN-PRO business and bring with them a wealth of knowledge.

Bringing his experience as a CEO of another global franchisor and with an extensive background in commercial cleaning franchising, Andrew says, “JANPRO sets itself apart from other franchisors due to the quality of its training, pricing of client contracts and ongoing operational support.

“Our focus is Western Sydney as this has been identified as the fastest growing region in Australia today with massive plans for business and commercial growth in Parramatta and all outlying suburbs.”

Anton continues, “We look for growth potential when we seek our franchisees and we want people with long-term outlooks, not just those seeking short-term gain.

How much money a franchisee can make

58 Business Franchise Australia and New Zealand

Riaz adds, “We are different because we empower our franchisees to grow their business. We provide a thorough training program for new franchisees and continually invest in training to make sure our business owners are well equipped to run their business.”

With most economists and analysts agreeing that commercial cleaning is a recession-resistant business, and with franchises from as little as $16,500 plus GST, there’s never been a better time to join this global award winning franchise.

For further information contact: P: 1300 JAN PRO or 03 9077 0075 W: www.jan-pro.com.au

VOMPDL UIF LFZ UP ZPVS 46$$&44 "XBSEFE UIF GBTUFTU HSPXJOH GSBODIJTF ZFBST SVOOJOH +"/ 130 PGGFST DPNNFSDJBM DMFBOJOH GSBODIJTFT TUBSUJOH BT MJUUMF (45 With all of these accolades it is NO wonder that our JAN-PRO franchisee ranks have more than doubled over the past six years to well over 10,000.

To find out more about how you too could join our fast growing ranks please visit www.jan-pro.com.au or call us at 1300 JAN PRO.

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E x per t Advice

What to ask and what to say

How to find out what you need to know about your ne w business Going into business on your own is a big decision. Taking the leap from employee to business owner can feel daunting and exciting and having access to the right information will make your decision an easier one.

It’s important to take your time, don’t feel rushed into making your decision. You need to make sure you are equipped with the information you need to make the right decision.

You can find out a great deal of information online, but nothing beats having the chance to sit face to face with a Franchise Development Manager to find out more detailed information so that you can dig deeper and find out more about your potential new business. According to Forbes, non verbal cues, our body language, can have over four times more impact than the spoken word. You will get a lot more

out of a face to face meeting than you will out of a phone call. It’s your chance to speak first hand with someone from the business that you could be joining.

Working in the cleaning, landscaping and lawns and gardens industries can be incredibly rewarding, but it’s also physical work and it’s important to consider how you will deal with the physical element of the work.

When looking at franchise options, make sure the franchisor provides you with the opportunity to go out with a franchisee to see what a day in the business looks like.

It’s also a great chance to see what the earning potential can be in the franchise.

It’s a great chance to experience the business but also speak with the franchisee about how they find running the business.

The valuable feedback you receive will help you to determine if it’s the right choice.

The great thing about working in these industries is that every day your work speaks for itself. You see the results of your work and that will only leave the customer thrilled with the results. Seeing the physical transformation that can take place from a job well done is extremely satisfying.

While having the chance to spend some

“Word of mouth is one of the biggest ways you will be able to generate customers to build your business.”

60 Business Franchise Australia and New Zealand

fe feature at u r e “Your customers are your greatest asset – learning how to work with them is a skill that can only help your business.”

Bill Vis | Founder & Chairman V.I.P. Home Services

time with a franchisee is great, having the opportunity to speak with a range of franchisees adds to the experience. The franchisor you are speaking with should be able to give you this option. Make sure you can speak with franchisees that are new and those that have been with the brand for many years. These different perspectives will help you to see what it’s like running the business at the beginning and over time.

Having the chance to meet your Support Manager is an important part in the process of choosing a franchise brand.

Your Support Manager is your link to the franchisor and your business. They are there to guide, help and support you. It’s important you get to meet them, have a chat, and see what the rapport is like between you both. After all, you will be working closely with your Support Manager and you want to make sure that you feel there is the potential to build a positive relationship with them.

Working in the cleaning, landscaping and lawns and gardens industries is all about working with customers. You need to enjoy working with people and take pride in providing customer service. Word of mouth is one of the biggest ways you will be able to generate customers to build your business. Providing exceptional service to your customers will help to make this happen. Make sure that when you spend time with a franchisee you also have the chance to meet the customers if it is possible. Seeing how the franchisee and the customers interact will give you a great insight into what it’s like working with customers on a day-to-day basis. Your customers are your greatest asset – learning how to work with them is a skill that can only help your business.

Often, working in the cleaning, landscaping and lawns and gardens industry means you are a mobile business. Your day-today office is your vehicle. Finding out advice on what type of vehicle works best is important information for your potential

business. If you will need a trailer for your business, find out the specifications of the trailer and if the franchisor will arrange this for you or if you will need to do this on your own.

Purchasing a franchise isn’t just about joining a big brand, it’s about the initial and ongoing training that you can access.

Going into business on your own is hard enough – without support and training, it makes it almost impossible.

Training and support make the journey of owning your own business less daunting as you know you aren’t on your own and help, if you need it, is only a phone call away.

Be sure to find out what type of training is available. The training needs to be about how to do the work, but also how to run the business. As a business owner you need to work both in and on the business.

The training opportunities should also be available on an ongoing basis. This will help you to continue to build your skills for your business.

Marketing is an essential part of any business. When joining a franchise you are essentially purchasing the right to rent the brand for your business. It’s important to find out what the franchisor does to increase brand awareness, but also what assistance and help they provide to you, as the franchisee, to build the brand in your area. Finding out the broader marketing activity and how this can combine with local marketing initiatives is an integral part of running your business.

As cleaning, landscaping and lawns and gardens are service industries the products and equipment you use in your business are vital.

With cleaning, the products need to be able to deliver outstanding results. There should be training provided on how to use the products while also explaining why they work so well and why you should use them in your business.

When it comes to your equipment, it’s important to ask who the supplier is and how you can purchase the equipment you will need for your business. Will you need to purchase the equipment? Will the franchisor arrange this for you?

Being part of a franchise brand also brings with it many benefits such as group discounts. Due to the buying power of franchisors, it means franchisees receive savings across areas such as products, equipment and possibly printing and media buying. As an independent operator, it would be difficult to generate the savings and discounts that franchisors can achieve. It’s another benefit of being part of a franchise brand, but be sure to ask what discounts are available to you as a franchisee if you were to join.

Most importantly, enjoy the process.

Making the decision to become your own boss and be in charge of your financial future is exciting. We, as franchisors, want to work with you to help you achieve your personal and business goals. We’re here to give you the information you need to help you reach your decision. By reading this column, you’re already on your way to being prepared and finding out the information you need to make a sound business decision.

We wish you all the best with your exciting next chapter as a business owner.

Bill Vis, Founder & Chairman, V.I.P. Home Services.

V.I.P. is a national franchise network that offers Home Cleaning, Commercial Cleaning and Lawns and Gardens franchises.

Over the last 35 years V.I.P. has helped over 4,000 people become successful business owners.

Contact: P: 13 26 13 W: www.viphomeservices.com

Business Franchise Australia and New Zealand 61

FE ATURE

H ave your say

UNLOCK YOUR

POTENTIAL For over twenty years the Hotondo Homes network has been offering local builders the opportunity to unlock their potential to build a business.

With over 80 franchisees, numerous sales offices and display homes across the country, the Hotondo Homes brand has become synonymous with quality workmanship and excellent customer service.

The key to the network’s success has been built by the membership of driven and ambitious local builders who are looking for the education and support they need to grow. Having only been a part of the network for two years, Ballarat franchisees, Adrian and Amira Willingham and Brenton and Lisa Simpson, were drawn to the network to pursue their dream to work for themselves and create the best life possible for their children. The Ballarat builders share their story.

The Hotondo Homes appeal When Ballarat natives and long term friends, Adrian Willingham and Brenton Simpson, received a leaflet about the benefits of joining Hotondo Homes, they were prompted to make a decision that would change their lives.

“We saw it as an opportunity to work for ourselves and invest in our family’s future,” says Adrian.

“We each have over 20 years’ building experience and had both run our own businesses in the past, so we knew what was involved.”

Whilst naturally the pair had their reservations initially, they were mostly confident because of the strong connections they had already established in Ballarat.

Left to right: Brenton Simpson, Amira Willingham, Adrian Willingham, Lisa Simpson, Adam Stainer, Alannah Simmons, Brett Simpson.

“We knew a lot of people in the local area and we had built a strong reputation,” says Adrian.

“We also did our research,” adds Brenton.

“Whilst there was a saturation of volume builders in Ballarat, we knew from experience that people were sick of the lack of communication, non-personalised service and inflexibility of volume builders.

So there was definitely a niche for a builder that would keep customers informed and look after their needs.”

Team work and shared goals Adrian and Brenton understood that in order for their business to thrive, that they needed to work together as a team, put aside their egos and remember they have a shared goal.

“We each have our own area of expertise and we respect each other’s skill set, so we don’t step on each other’s toes,” continues Adrian. “We also forget quickly. If we have an argument, we just resolve it and move on. At the end of the day, we both want the same thing.”

“We trust each other,” adds Brenton. “It’s

62 Business Franchise Australia and New Zealand

comforting to know that if I take a day off, that I can leave Adrian in charge and know that things are being taken care of, and vice versa.”

Supported growth and hard work Upon joining, the franchisees were assigned an experienced Sales and Operations Manager. Even though the boys have a good idea of what works well in their local area, they have been immensely appreciative of the expertise and advice the support staff have given them along the way.

“We recently moved shop fronts to a more popular location and opened a display home. Tamika (Sales and Operations Manager), and Chris (National Sales Manager) gave us a lot of good advice when we were choosing the ideal location for both our display and shop front. Obviously they’ve had a lot of experience in knowing where’s the best site in order to get the most traffic, so it’s always good to get their input.”

Striving for more “We’re both really driven guys, so if it’s not right, it’s not right, and if it’s not good enough, it’s not good enough,” says Adrian.

“We’re always striving to challenge ourselves all the time. We talk as a team about ways we can improve the business and how we can motivate our staff. We have a shared passion and that definitely keeps us on the front foot.

“We don’t stop thinking about how to better the business,” adds Brenton. “And if we come up with a more efficient way to do something, we implement it.”

Work and life harmoniously linked Because family is important to the Ballarat builders, the fact that Hotondo Homes is a family business, made up of family franchisees, the company appealed to them.

The team joined the network because their values were in sync and because they understood the need to secure their families’ financial position.

or dreading the thought. Brenton and I certainly spend a lot of time talking about building homes – so it’s definitely a passion.

It has to be.”

“We had to put in hard work and it’s finally paying off,” adds Adrian. “We no longer have to work weekends. We have hired a fantastic team that we feel confident about leaving in charge, so this has allowed us to spend some quality time with our kids.”

Systems for success The network’s tried and tested procedures laid out the necessary steps Adrian and Brenton needed to run their franchise.

“The Hotondo Homes business model makes it easy,” says Brenton. “It’s all set out for you, so instead of winging it, which is what we had a habit of in the past, there is a process that we follow.”

The boys also consider having access to a national marketing campaign that encompasses radio, press and television advertising to be a huge weight off their shoulders.

“We joined Hotondo Homes to give our children the best possible life we can,” says Lisa. “In terms of juggling work and family life, it has been tough, but things have definitely improved.

“We continue to be impressed by what the Marketing team present, and not having to worry about it is an added bonus.”

“We work hard at managing the demands of the business and family life, but work isn’t a chore,” continues Lisa. “We definitely don’t wake up not wanting to go to work

The builders’ believe that being recognised at Hotondo Homes’ National Conference last year as one of their proudest moments since joining the network.

Greatest achievements

“We weren’t expecting to receive any awards and walked away with the Most Improved – New Franchisee Award and Local Area Marketing Campaign of the Year for our shopfront launch. It was nice to be recognised among our peers, so we’re obviously doing something right!”

There’s a bright future ahead When asked where the team see their business in the next five years, they’re optimistic.

“Last year and this year has been awesome,” reflects Adrian. “Last financial year we reported 30 jobs, we have moved to a new shop front and opened a new display home. Two years ago if we were told that we would be running these kind of numbers, we wouldn’t have believed it. Now we have set the eventual goal to comfortably build 50-60 homes a year.

Ultimately we would also like to have more free time, but we’re confident we can make it happen.”

Hotondo Homes has been building affordable homes for individuals and families since 1979. The family business is dedicated to quality, service and the local communities we work in. With over 80 franchisees Hotondo Homes is one of Australia’s largest building networks.

Contact: W: www.hotondo.com.au/builder- franchise/

Business Franchise Australia and New Zealand 63

fe feature at u r e

“The key to the network’s success has been built by the membership of driven and ambitious local builders who are looking for the education and support they need to grow.”

FE ATURE

T he C oncrete Cu t ter

The Concrete Cutter an established Franchise on the market

The Concrete Cutter was established by Bruce Miskin, who has almost twenty five year’s experience in the concrete cutting industry.

Bruce is responsible for the training schedule of all franchise business owners thus ensuring you have a competent concrete cutter servicing your job. Regular franchise meetings are conducted where the latest techniques are communicated.

At these meetings emphasis is placed on the importance of upholding The Concrete Cutter brand name to ensure the continuance of high standards.

With owner operators living throughout 13 Melbourne territories, The Concrete Cutter is uniquely positioned to deliver top customer service.

Considerable cost savings result from group purchasing power and combined advertising. Further to this the defined franchise territories result in maximum fuel savings and vastly reduced travel times.

Brad Moore, who owns the Doncaster franchise servicing Melbourne’s east, has been with The Concrete Cutter for ten years. “It’s a great concept. It’s been good for me. I came in not long after it started,” Brad said.

Establishing his business took hard work and he admitted there were tough times. “I used to stress a little when I was busy and had trouble passing jobs on to the others.

Often they were busy as well. One or two run their businesses at a leisurely pace and can be choosey about taking on extra work.

I’ve just learned to accept it and do what I can do.

“When I think about it, there are probably many businesses that would love to have a problem like that.” he said.

There are many reasons why customers get their concrete cut and The Concrete Cutter offers a variety of applications to their customer base. “We cut a lot of joints in new concrete to control cracking; everything from back patios to factory floors. We cut up unwanted concrete slabs and driveways for removal or replacement.

We cut kerbing for vehicle cross-overs and cut up damaged cross-overs and paths. We do trenches and openings for builders, plumbers and electricians and a hundred different jobs for home owners,” he explained.

After ten years with The Concrete Cutter, Brad Moore has decided to sell his business. He is quick to point out what an enjoyable experience he found being a franchisee with The Concrete Cutter.

“Doing a good job for the customers has been satisfying,” he said.

“Also, the sense of achievement in prospering in my own business and providing for my family has been very rewarding. My wife is now expecting our fifth child. Even after ten years, some mornings I set off and I’m singing. It’s like an inner sense of wellbeing comes over me,” he continued.

Brad says it has been a hard decision to sell the business that he worked so hard to build over ten years, and one that he has not taken lightly.

“An opportunity has come up in a parallel field. I just hope I’m doing the right thing,” he said.

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Brad is asking $295,000 for his established franchise. This includes the vehicle and additional equipment.

“The turnover last year was $175,000. That was down a bit because we’ve been building a new home and it’s been a distraction,” he said.

In response to the opportunity arising from Brad’s decision to sell his business, franchisor Bruce Miskin had this to say: “Brad has been fantastic. I’d love it if the next dozen franchisees came from the same mould. He’s got a great work ethic and great people skills. He’s also a planner and an analyser. I remember in the early years he would keep performance records on every diamond blade we tried,” Bruce said.

For the new owner of the Doncaster territory, Bruce continued, “My advice would be to negotiate to have Brad stay on for a while. Normally a new franchisee in a new territory gets a gradual start. In this case, it will be full-on from day one. Four weeks training will never produce a ten year veteran.

“Whatever happens, we’ll ensure the new franchisee doesn’t get over run,” said Bruce.

The Concrete Cutter seeks to expand in all states and invites enquiry. “Ready to go” Victorian territories are available in Geelong, Werribee, Sunshine, Lilydale, and Pakenham. Others may be available as a going concern (eg. Dandenong).

For further information contact: Bruce Miskin, Franchisor P: 0499 399 355 E: bruce@theconcretecutter.com.au W: www.theconcretecutter.com.au

Only leaves one box to tick It’s Simple

No costly fitouts, no staffing problems, no real-estate leases.

It’s Fair

Franchise royalties are $150 p.w + gst.

You keep the profits from extra effort.

It’s Effective

Advertising royalities are $60 p.w + gst.

They are pooled for maximum buying power.

It’s Affordable

Your investment of $45,000 + gst includes equipment, sign writing, uniforms, stationary & training. You supply a suitable white vehicle, it need not be new.

It’s Proven

Eight of our nine franchisees have been operating for between six and eleven years.

It’s Profitable

Most of these established franchisees frequently take above $2,500 p.w (conservative)

It’s Your Move

If you’d like to learn more phone Bruce Miskin on 0499 399 355

Dollar for dollar The Concrete Cutter offers great value among the ‘man & van’ franchises

Bruce Miskin 0499 399 355 Email: bruce@theconcretecutter.com.au

www.theconcretecutter.com.au Business Franchise Australia and New Zealand 65