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Franchising usa $5.95

The magazine for franchisees

VOL 08, ISSUE 6, MAY 2020

business finance depot


franchise disclosure documents

and covid-19 inpact

human connection:

The underlying key to franchise growth special feature

health & fitness franchising LATEST NEWS





( ( $ ' (% %( % ' + & % $ $ (% + %&! ' $ '( '( '( $ #%'( '( ') " ') " ) ' $ + Fresh Angus Burgers + Premium Heroes

+ 103 years of global brand power & consumer loyalty + High profits, low cost

+ Hand-Breaded Chicken & Onion Rings

+ Best-in-class training & ongoing support

+ The World’s Best Hot Dogs & Fresh Crinkle Cut French Fries

$ % ) ( # % & ( % ,

+ Flexible, adaptable restaurant designs

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This information is not intended as an offer to sell, or the solicitation of an offer to buy, a franchise. It is for information purposes only. Currently, the following states regulate the offer and sale of franchises: California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, New York, North Dakota, Oregon, Rhode Island, South Dakota, Virginia, Washington, and Wisconsin. Within the U.S.A., we offer franchises solely by means of our Franchise Disclosure Document. There are also countries outside the U.S.A. that have laws governing the offer and sale of franchises. If you are a resident of one of these states or countries, we will not offer you a franchise until we have complied with pre-sale registration and disclosure requirements that apply in your jurisdiction.

Franchising USA

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 8, ISSUE 6, 2020 president: Colin Bradbury.


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

Publisher: Vikki Bradbury.

managing editor: Diana Cikes.

Welcome to the May issue of Franchising USA.


Our industry is facing an unprecedented and evolving situation amid the COVID-19

Leslye Fisher. National Advertising Manager

pandemic but we are adapting to the changing environment and we will get through


Editorial team:

In this issue we bring you the latest in industry news and stories on how the

Hayley Drew Gina Gill


franchising community is reacting and acclimatizing to the global COVID-9 crisis.

Readers can turn to page 18 to read George Knauf’s expert advice article on how you can use this time to your advantage and how to redirect your focus for you and your



Business Finance Depot graces the cover of our May issue of Franchising USA.

Jejak Graphics.


Business Finance Depot is dedicated to assisting start-up franchise systems and

established franchise networks and their new franchisees to secure financing. They

Business finance depot

offer a ‘one-stop-shop’ service, read our interesting cover story on page 10.


This issue includes our special feature Health and Fitness Franchises turn to page

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

28 to read our special feature article all about Health & Wellness. While it’s evident

that the health and wellness industry is booming financially, it’s also one of the most fulfilling industries to invest in. We have also brought you expert advice on how

different health and fitness franchises are adapting to during COVID-19 pandemic. As always, there is plenty of franchising news, expert advice articles from our

professional contributors, useful information for franchisors and franchisees alike and our A-Z franchise listing directory with all of the latest franchise opportunities.

Franchising USA will continue to provide COVID-19 updates with our readers on our website in our news section and across our social media channels.

Remember, we’re all in this together. Take care of yourselves and your families, and

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

please enjoy the read.

“Although the world is full of suffering, it is also full of the overcoming of it.” ~ Helen Keller

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

Franchising USA

a nchsing usa usa f ra nchising

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MAY 2020

On the Cover 10 Cover Story: Business Finance Depot The Franchise Finance Experts

43 Franchise Disclosure Documents and COVID-19 Impact


12 Human Connection: The Underlying Key to Franchise Growth

23 Special Feature: Health & Fitness Franchising

In Every Issue 6 Franchising News Announcements from the Industry


23 Special Feature: Health & Fitness Franchising 51 A-Z Franchise and Services Directory

Expert Advice 12 Human Connection: The Underlying Key to Franchise Growth

Ken Osness | Vice President of Franchise Development BELFOR Franchise Group


14 Weathering the Storm: How Cross-Border Strategies can Help Overcome the Unexpected

Victor Hinojosa | Vice President | AscendantFX Capital Inc.

18 How an Aikido Master Would use this Time to His Advantage

George Knauf | Senior Franchise Business Advisor | FranChoice

20 What You Need to Know About Private Equity in Franchise Bill McPherson | Vice President of Franchise Development | AlphaGraphics

42 Franchise Disclosure Documents and COVID-19 Impact Joel r. Buckberg and Greta Messer | Baker Donelson

20 Franchising USA

48 Quality over Quantity: What it Means to Franchisors Donnie Carr | President | Christian Brothers Automotive



16 International Franchise Professionals Group – How Do I Become a Franchise Broker? 46 Clayton Kendall – 5 Steps to make Your Marketing Supply Chain More Efficient

Health & Fitness FEATURE


On the Cover 28 Feature Article: Health & Wellness 38 How Fitness Center Franchisees can Adapt During COVID-19 36 Rowing Into Action: The Total Row Fitness Approach to Covid-19 In Every Issue


24 Feature News 28 Feature Article: Health & Wellness Gina Gill | Franchising USA

Have Your Say 36 Total Row – Rowing Into Action Expert Advice 32 How Fitness Studios Can Sustain Operations


During COVID-19 Kevin Maccauley |CEO and Founder | Upper Hand

34 65 Percent of Franchisors Continue Proactive Franchise Sales Efforts Amid COVID-19 Crisis Keith Gerson, CFE | President of Franchise Operations | Franconnect

38 How Fitness Center Franchisees can Adapt During COVID-19 Rick Bisio | Franchise Coach | Franchoice

42 Franchising USA

f ra nchising usa

what’s new!

Slim Chickens to Break into Alabama Market in 2020 and multi-unit franchisee bringing the restaurants to Birmingham. “We’re excited to introduce members of the community to the brand. They will be ‘Slimthusiasts’ before you know it!” Jeff and Andrea Goldt are the franchisees bringing Slim Chickens to the state and are multi-unit owners in the greater Atlanta area. The couple owns mutiple fast-food restaurant franchises and has more than 25 years of restaurant ownership experience.

Slim Chickens, a leading fast casual franchise which features dine-in and drive-through in the “better chicken” segment, announced today that its first location in Alabama will open in the fourth quarter of 2020. The forthcoming restaurant comes out of the brand’s recent multi-unit franchise agreement in the Birmingham market.

“The Goldts are exactly the kind of franchisees we’re seeking as we expand into new markets,” said Jackie Lobdell, executive director of franchise development at Slim Chickens. “Their professional background in the restaurant industry coupled with their business expertise are what we look for as we sign franchisees across the country.” The better-chicken brand has opened 100 locations across the United States, the United Kingdom and Kuwait, and is known for its passionate group of followers. With more than 350 units in development, the fast-growing brand is well on its way to reaching its goal of 600 restaurants.

“When I was first introduced to the Slim Chickens brand, I was

To learn more about Slim Chickens, visit

to be part of,” said Jeff Goldt, the University of Alabama alumnus

For more information on the Slim Chickens franchise opportunity, visit

immediately sold on the concept – this brand is definitely special

Yogurtland Launches FroYo Fun to Offer Family Activities Yogurtland, the beloved self-serve frozen yogurt franchise, is bringing FREE Froyo Fun by offering printable coloring and activity sheets for the whole family to enjoy while staying at home ranging from word searches to springtime coloring sheets to creating your own FroYo work of art. In addition, Yogurtland has created

complimentary, fun Zoom conference call

backdrops to add some color and sweetness

for a sweet piece of art for kids to enjoy,

The brand has also created social media

or to make a flavorful statement on your

to your calls with family and friends.

challenges ranging from Bingo to word

searches to add some fun to your hours of scrolling.

Froyo is not only fun to eat, but it makes

deliciously themed activities for the family next conference call.

Check out our Froyo Fun items available for download at:

Lapels Dry Cleaning of Littleton makes an Impact with clothing and mask donation While many people are impacted by the current crisis, one group you do not hear as much about is the homeless; unless you are Dave Wood, owner of Lapels Dry Cleaning of Littleton.

The dry cleaner made the half-hour trek to Denver recently to donate a van full of clothing to Impact Locally (www., a Denver based nonprofit serving 5,000-plus homeless men, women and children in need every month.

In addition to the clothes and masks, Wood

“We make one or two donations to Impact Locally each year. These are items that have not been picked up by customers for more than a year and items donated by our customers. This year, given the current situation, the donation is a bit more meaningful,” said Wood.

that he stepped up at a time like this to

Part of this donation included 50 masks created by Anna’s Tailoring (http:// of Denver. Run by John and Anna Piotrowski, Anna’s Tailoring has focused its attention to making masks during the COVID-19 crisis.

donated $25 to Impact. That money from the proceeds of Lapels Dry Cleaning of Littleton’s hangar recycling program. “Dave has been a generous donor to

our organization over the years. We are

particularly grateful—and not surprised— bring much needed masks and clothing items for our volunteer center and our

Humanity Clothing Store,” said Travis Singhaus, CEO of Impact Locally.

Lapels Dry Cleaning of Littleton’s hours of operation during the COVID-19 crisis are on the store’s website at https:// For more information on Impact Locally, visit

InXpress Develops New In-House Global Shipping Platform InXpress, a global business-to-business shipping and logistics franchise has developed an in-house software platform, Webship+, to better serve its 30,000 customers worldwide. With a shipment every seven seconds, the company created its own intuitive global shipping software for user-friendly flexibility and in-house control to make future modifications. When redesigning and creating its own easy-to-use online portal, the franchise factored in customer feedback and franchisee insight from the Brand Development Council. InXpress built Webship+ off of key existing features from its previous software, like the bulk upload tool, world-class AWS hosting, traffic light tracking system and easy integration with e-commerce platforms to save SMEs time,

money and hassle. “The enhanced system provides customers with greater flexibility in speed, a cleaner interface and additional features that make it easier for customers to do business with us,” said Paul Knott, chief operating officer of InXpress.” Some of the customer-centric features Knott mentions include mobile access, accurate quote comparison based on realtime data, simple invoices and increased service availability. “InXpress franchisees focus on providing a true partnership with their customers, especially in times like this,” said Dustin Hansen, chief executive officer of InXpress Americas. “With our advanced proprietary platform our franchisees and customers have visibility into what’s available, fast quotes and the ability to

quickly communicate with each other and eliminate the frustration of an overwhelmed 1-800 number.” As an essential business, SMEs have real needs right now and its in-house technology positions InXpress to adapt with the customer needs. InXpress is committed to constant innovation to better serve and assist customers.

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what’s new!


Mike’s signature pizzas to the Eureka community in the safest way possible,” said Sonu Chandi, Mountain Mike’s franchise owner and President of Chandi Hospitality. “We’re not new to delivery and carry-out, this is what we’ve been doing for over 40 years, but we have added additional levels of safety and convenience like tamperproof packaging, contactless delivery and curbside pickup to give our new guests the peace of mind they deserve.” Guests may also place orders through any of Mountain Mike’s third-party delivery partners, DoorDash, Grubhub, Uber Eats and Postmates.

Mountain Mike’s Pizza, a leading family-style pizza chain known for its legendary crispy, curly pepperoni, Mountain-sized pizzas and dough made fresh daily for over 40 years, is excited to announce the opening of its first Eureka location. With the dining room closed during

shelter-in-place, Mountain Mike’s is offering its full menu of mouth-watering pizzas, bone-in wings available in four delicious flavors, garlic sticks and a variety of local beers and wines via contactless delivery, curbside pickup and carry-out. “Despite our unusual circumstances, we are proud to begin serving Mountain

Chandi continued, “We are looking forward to the day we can welcome the community into our restaurant to fully experience what Mountain Mike’s is all about, but in the meantime we are happy that Eureka residents can still enjoy our legendary pizza in the comfort of their own homes.”

AlphaGraphics Appoints Brad Swimmer to Support Strategic Franchise Growth AlphaGraphics, a leading franchisor of printing and marketing solutions, has named long-time franchise expert Brad Swimmer to lead the company’s efforts to grow through franchise conversions and acquisitions. Swimmer, a former Fortune 500 financial manager, owned and operated the AlphaGraphics location in Cleveland with his wife, Judy, from 1991 until 2019. The Cleveland franchise location was twice named to the AlphaGraphics Gold Circle Centers and earned multiple Silver Circle recognitions during the Swimmers’ tenure as franchisees. “Brad and Judy’s decision to sell their franchise last year turned out to be an opportunity to give Brad an even more

Franchising USA

important role in the AlphaGraphics family,” said Bill McPherson, vice president of franchise development for AlphaGraphics. “With nearly 30 years of experience as a successful franchise owner, and more than 45 years of highlevel business experience overall, Brad’s extensive insight and critical skill sets will support our efforts to grow both franchise conversions and acquisitions. No one is better equipped for this position than Brad.” As the company’s new conversion and acquisition specialist, Swimmer will work with existing independent printshops throughout the U.S. that are interested in being acquired by new AlphaGraphics franchisees or interested in converting their businesses to an AlphaGraphics franchise.

PIRTEK Knoxville Rounds Out Service Coverage of Tennessee Roschli & Kyle Roschli to seek out business opportunities in the area. While the two brothers grew up in Knoxville, they had each spent their professional careers elsewhere. “We were looking for a business to bring us back home to Tennessee,” said Kyle Roschli. “Drew found PIRTEK on the Entrepreneur Top Franchises list and liked the business. He presented it to me, knowing I’d had positive experiences working with PIRTEK in the past.”

Knoxville is a rapidly growing area with lots of new construction. It is also home to world class research facilities at Oak Ridge National Laboratory, which draw in a lot of manufacturers - particularly those working with advanced materials and robotics. In addition, the surrounding areas are home to large auto parts manufacturing plants. These thriving industries have encouraged the opening of a new PIRTEK location: PIRTEK Knoxville. This industrial diversity encouraged new Franchise Owners Drew

The only franchise brand of its kind in the United States, PIRTEK USA specializes in hydraulic and industrial hose services through its locations throughout the country. PIRTEK team members are available 24/7 to provide onsite repairs to hydraulic and industrial hoses, thanks to the company’s specially equipped Mobile Service Vehicles. “One of the most attractive parts of the PIRTEK franchise structure is the two-tier system, which allows franchisees like ourselves to get into the system more easily,” said Drew. “The Tier 2 franchise, which is mobile only, drastically lowers the barriers to entry.” PIRTEK’s Tier 2 mobile-only option enables entrepreneurs to start a franchise at a lower point of entry.

CELEBREE SCHOOL WELCOMES NEW MULTI-UNIT FRANCHISEE Celebree School, a leader in early childhood education with 39 open or under development school locations in Maryland, Delaware, Virginia, Pennsylvania, and New Jersey, today announced the signing of a franchise agreement with Jason Skidmore. He is committed to owning and operating several Celebree Schools in Maryland. Skidmore is the owner/operator of Hart to Heart Transportation, a licensed medical

transport service. After helping his local communities through health care, he is now looking forward to branching into early childhood education. “It is an honor to impact how children learn and develop,” said Skidmore. “Making a difference in the lives of families is an important role, and I value this opportunity with Celebree School to continue to expand my stewardship within the community.”

“Jason has dedicated his career to helping those in need, and we’re thrilled to have him join the Celebree School family,” said Richard Huffman, founder and CEO of Celebree. “He brings a wealth of business experience and dedication to success that will help him thrive as a multi-unit franchisee. Celebree School franchises come with the resources an owner needs to start and run a successful business. Opportunities to open Celebree Schools are available in Maryland, Delaware, New York, New Jersey, Pennsylvania and Virginia. Celebree School Grows People Big and Small™ – starting with students who range from six weeks to school age and extending to parents, teachers and directors. For more information on franchise opportunities, visit the Celebree School website or contact Jim DiRugeris, chief development officer, at jdirugeris@ or 443-391-6533.

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cov er sto ry

B us i n ess f i n a n c e d ep ot

business finance depot


Box + which require trucks or vans and equipment. We designed leasing programs for 3 of United Franchise Group’s storied franchises, Signarama , Experimax and Fully Promoted. We have served as a main source of equipment leasing for fitness franchises including F45 Training , Blink , Athletic Republic, The Camp Transformation Center & HOTWORX and for fitness equipment manufacturers including Keiser, Promaxima & Woodway.

SBA 7(a) Loans

It is appropriate, our company, Health Club dba Business Finance Depot, is being featured in this month’s Health & Fitness issue! Paul Bosley, the founder, has worked within the fitness industry for 46 years and has been a source of financing for decades. Most fitness equipment is leased so we are very experienced in equipment leasing. Several years ago. Paul volunteered for SCORE, a division of the Small Business Administration and learned the SBA loan process so we have a unique understanding

Franchising USA

how to finance new and existing franchisees in all industries by utilizing equipment leasing and SBA loans!

Equipment Leasing The main benefits of equipment leasing are that the transactions are completed quickly and the collateral for the transaction is the equipment package being financed. The typical terms require a down payment or a security deposit ranging from 1 lease payment up to 20% of the $ amount being financed. The repayment term ranges from 3 to 6 years. Once the lease is paid, the ownership of the equipment is transferred to the company leasing the equipment. Our company has developed leasing programs for many non-fitness franchisees Garage Living, Smash My Trash and Red

This national loan program can be used to finance nearly any legitimate business purpose. The SBA offers loan guarantee reduces the lender’s risk which, in turn, makes securing an approval more likely. These loans offer the lowest APR available amortized over the longest repayment term available. The following information lists possible uses of the loans and our franchisor clients currently using each aspect of the program. 1. Finance a Start -up Business Massage Envy, F45 Training , Venture X, Jon Smith Subs, The Great Greek, iCryo, Pembrooke Chocolatier, Fitness 1440 • The SBA 7(a) Loan will finance up to 85% of the total project costs including equipment, organization costs, buildout, deposits, inventory, working capital and franchise fees. • The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires






Meet the Team: 6



1. Paul Bosley - Owner 2. Marisol Cruz - Chief Operating Officer 3. Christy Bosley - Customer Service 4. Ken Countess - Marketing Director 5. Gary Raffensberger - Director of Operations 6. Iveta Reichel - Comptroller 7. Stephen Indicator - Business Development Director 8. Patricia Maldonado - Business Development Director

only business collateral! – Neighborly, Garage Living , Patrice & Associates, Filta, Fibrenew, Naturals 2 Go & Ace Handyman Services • The owners’ equity injection ranges from 15% - 30% of the total costs and cannot be borrowed money such as a home equity loan. • A resume with industry experience, transferable skills and/or related education is important! 2. Capital to Expand an Existing Businesses – All of the Above Franchisors • Same as above except the emphasis is on the profitability of the business based upon business tax returns and interim financial statements. • The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral! 3. Debt Consolidation for an Existing Business – Checkers • The funds are used to refinance business debt including mortgages, equipment leases and loans. Credit card debt is typically NOT included. • The resulting monthly payment must reduce the total monthly payments of all debt being consolidated by at least 10%.

Common Criteria, Terms and Conditions for the Three (3) Uses Listed Above • The collateral is all business assets. For loans over $350,000, additional collateral is required which is typically real estate up to the loan $ amount. • Good personal credit. • 10-year loan repayment term • No prepayment penalties are most common • The interest rate is prime rate as published in the Wall Street Journal (currently 3.25%) plus a risk premium typically 2.75% = 6%. • Closing Costs are typically 3.5% of loan amount and are added to the amount financed. • Timing to close - 90 days which varies with the bank workload & responsiveness of the borrower. 4. Real Estate – Commercial Mortgages – Yogi Bear’s Jellystone Parks • The loan will finance up to 90% of the purchase & development cost. • The equity injection is no less than 10% of the total cost and cannot be borrowed money such as a home equity loan. • The business must occupy at least 51%

of the useable space. This provides an opportunity to sub lease the remaining 49% of the useable space. • Terms and Conditions - Same as above with the following exceptions: o Loan Repayment Term up to 25 years o Fully amortized loan repayment with no balloon payment o Prepayment penalties – range from 1-4% over the initial 3-4 years o Interest Rate – Prime (3.25%) + a risk premium typically 1.75% = 5 Unsecured Business Credit Card & Lines of Credit – 7 Eleven & Curves Our company works closely with an aggregator specializing in unsecured business and personal credit cards and lines of credit for financing in addition to an equipment lease or for clients not eligible for SBA loans for any reason. Our team is proud & honored to serve our franchise clients. If you are a franchisor or franchisee and want to learn more about how we can serve your financing needs, please contact Paul Bosley (800) 788-3884 or For more information, please visit

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ex per t advice

Ken Osness | Vice President of Franchise Development | BELFOR Franchise Group

Human Connection: The Underlying Key to Franchise Growth When competing for employment in today’s technology- and automation-driven era, human workers are up against artificial intelligence and robotic technologies for certain jobs. Franchising USA

While a variety of industries are creating work environments where humans and robots can co-exist, service-based franchises are filling their offices with only those qualified for the job—real people. That’s because the work provided by service-based franchises requires technical skills, expertise, and above all, the ability to empathize and build relationships with customers—a competency robots are incapable of mastering. While recruiting candidates who perfectly fit this mold is easier said than done, BELFOR Franchise

Group (BFG) has found that businesses with a well-established reputation, quality training programs, industry-leading resources, and organized employee volunteer programs find the most success attracting top talent. No matter the industry, brand reputation determines a company’s growth and success. Building a team of experts who positively represent brand identity will enable a company to become wellestablished, fast-growing and a leading name in their industry. For more than

a decade, the BFG family of brands – which specialize in commercial and residential property restoration services – have remained dedicated to fulfilling our company’s founding principles: commitment to helping others, passion for building relationships and dedication to providing unmatched services. Weeding out candidates who do not align with company culture can be simplified by incorporating value-based questions into the interview process. However, in terms of retaining employees, reputation alone does not seal the deal. Because a company’s most important asset is its people, it is vital for industry leaders to create a culture that encourages employees to utilize career-strengthening resources. Implementing comprehensive and ongoing training programs for employees, at all levels, ensures that the work is consistent and up to date. Our franchising network has found success stationing state-of-the-art training facilities across the country, where franchisees just starting out, or those more established can conveniently access workshops designed to enhance basic and advanced specialized franchising skills. Offering employees the tools needed to grow within the business boosts company culture and ultimately instills a sense of value, which in turn reduces employee turnover. When it’s time to put extensive training to work, it’s crucial for franchise owners to provide employees with the resources needed to outperform competitors. In any industry, investing in high-quality equipment enables workers to create, deliver and execute services efficiently. Being that all five of our service-based franchises are connected to our parent company BELFOR Property Restoration (BELFOR)—the world’s largest property restoration company—we have access to their world-class resources and equipment. This relationship gives our franchisees the opportunity to work on restoration projects big and small—keeping businesses busy and customers satisfied. Though purchasing equipment can come with a price tag, investing in these tools can maximize value and allow franchisees to succeed.

“When competing for employment in today’s technology- and automation-driven era, human workers are up against artificial intelligence and robotic technologies for certain jobs.”

However, like anything, before making a big purchase, it is important for franchisees to do their research by exploring a variety of brand name products and purchasing those that are reputable as well as have the capacity to efficiently deliver the quality services that clients are guaranteed. Over the years, corporations and franchises alike have recognized the value of implementing volunteer opportunities into their company culture. In addition to increasing employee engagement and morale, offering opportunities to help those in need reassures employees that their work benefits both the company and community. When it comes to incorporating these programs, service-based franchises are at unique advantage because they can offer opportunities to participate in both national and local charitable initiatives. To ensure success, it is important to inform new franchisees about these opportunities and how to become involved during initial onboarding. For example, our team provides details on our parent company’s nonprofit organization and charities local to individual franchises to new hires. Ronald McDonald House Charities, Habitat for Humanity and Kots for Kids are just a few of the many wonderful organizations that we support in communities across the country. As companies continue to transform the nature of work and conform to the progressing technology-driven era, service-

based franchises are at a unique advantage by prioritizing human value. Recruiting and retaining those capable of forming relationships, building trust amongst customers and positively impacting the communities that they serve is key to franchise success, making it vital for leaders to invest in those they hire. Ken Osness is Vice President of Franchise Development for BELFOR Franchise Group, where he develops and identifies franchise growth opportunities among 1-800 WATER DAMAGE, DUCTZ, HOODZ, PACKOUTZ and PLUMBERZ. For more information on BELFOR Franchise Group, visit

Ken Osness

Franchising USA

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ex per t advice

Victor Hinojosa | Vice President | AscendantFX Capital Inc.

Weathering the Storm:

How Cross-Border Strategies Can Help Overcome the Unexpected I have frequently warned my franchise industry clients of unexpected risks, otherwise known as “black swan” events. They have historically been trade tariffs and global supply chain disruptions, not global pandemics which grind life and commerce to a halt. At the dawn of a new decade, nobody anticipated that our day-to-day reality would be so quickly upended. The COVID19 pandemic has exposed the vulnerability of our local and international supply chains. To weather this storm, international franchises will have to look at the bigger picture of their efficiencies, deficiencies, and opportunities as a business. I have decades of experience working in finance and foreign exchange, and currently work with franchise businesses at AscendantFX Capital. At times like this, squeezing every bit of capital and efficiency out of your business could mean the difference between survival and demise. This is especially true in the QSR industry, given that it is literally a “penny business”. Let’s look at some of the areas where cross-border payments can cost you and your franchisees money, and potential strategies for improving these processes to save in unexpected ways.

Franchising USA

Paper vs. Digital Many businesses still rely on issuing and receiving checks for things like equipment purchases, royalties, and franchise fees. Even without a global pandemic overloading mail services, continuing to work with checks alone for cross-border payments is extremely inefficient and costly. In this current environment, many companies are facing the challenge of managing checks remotely. Companies are having to move to remote check printers or have specific workers go to their offices to physically send check payments. I know of a major a global logistics and supply chain company that is trying to navigate this process right now, and it is extremely difficult to do. They’ve reduced their accounts payable staff by half during the pandemic while simultaneously moving them to work remotely. Needless to say, there have been implementation pains and client friction due delayed and lost payments. This crisis is making organizations aware of the need to move away from paper checks. FinTech companies can provide you with the opportunity to digitize your entire accounts payable payments process, which is helpful even in normal times. Payments have more transparency, and can be executed and tracked in real time. Digital payments are also easier to build reports upon, with data points on who is entering, approving, and executing them.

Victor Hinojosa

This increased efficiency will lead to better service and transparency for clients and franchisees.

Global Supply Chain & Foreign Royalty Collection The wild currency movements due to the pandemic have been as dramatic as five percent to 10 percent in as little as 24 hours, and this currency volatility has not abated. If you’re an importer/ exporter, this will have a significant impact on your supplies and costs. If you are a franchise organization that has a risk management program in place already, you may be able to weather these fluctuations while simultaneously taking advantage of favourable price movements for the foreseeable future. Ensuring that you have a risk management program in place is

“This event will cause many industries to more look closely at establishing robust risk strategies and the franchise community should do the same. In my decade of working with franchises, only a handful have implemented risk management strategies to reduce costs.” especially important if part of your supply chain is global: a franchise community can realize tremendous savings by having a robust risk mitigation strategy in place. It does not matter how big your franchise community is. Savings can be bilateral, benefitting both franchisee and franchisor. If you’re a franchisor that has expanded internationally, you will be heavily impacted by currency volatility if you receive foreign royalty payments. Royalty payments are the lifeline of a franchisor and so they understandably want to ensure predictability of foreign cash flows to US dollars. As sales have been reduced drastically, some franchisors have in turn reduced royalty payments by as much as half to assist their franchise community during this time. Again, having a risk strategy that can save you more money and

make your cash flows more predictable is paramount. This event will cause many industries to more look closely at establishing robust risk strategies and the franchise community should do the same. In my decade of working with franchises, only a handful have implemented risk management strategies to reduce costs.

Summing It Up Many in the franchise community think foreign exchange expenses and losses are just cost of doing business. I recommend that you do a critical analysis on the cost of doing business internationally, and take a fresh look at how you may be able to turn those costs into savings for your organization. It’s never too early to start, especially given that we may be in for a

long recovery. Every penny and business decision will count more than ever, and this global pandemic has reduced the margin for error even further. This crisis is unprecedented, and many of us feel ill-equipped to handle it. Remember that however you are feeling is how your franchisees are feeling, and the rest of the world as well. Now is the time for creative thinking and capitalizing on every possible opportunity. But this is also the time for belt-tightening. Things like fees, margins, exchange rates, and inefficient processes may not have been a source of pain before, but are perfect places to begin finding savings now. Victor Hinojosa is a foreign exchange expert with over 20 years of experience in finance and foreign exchange. Beginning his career as an analyst with JP Morgan, Victor spent over a decade working in foreign exchange with Western Union Business Solutions until eventually bringing his expertise to AscendantFX Capital in 2017. He specializes in partnerships and cross-border solutions for franchise businesses, working with some of the largest franchises in North America.

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Page 15


International Franchise Professionals Group (IFPG)

How Do I Become

a Franchise Broker? be a game changer. The savvy Broker makes sure his client explores all of his options and doesn’t miss important steps in the process.

Rewarding work

The franchise industry has become a haven for people who want change. From corporate refugees to moms who took time off to raise children, people have found a renewed sense of purpose in franchising. Now, more than ever, opportunity seekers will be flocking to gain more control over their careers and lifestyles. And they’re not just considering franchise ownership, but are looking at careers as Franchise Brokers, too. Life as a Franchise Broker (also known as Franchise Consultant) can be extremely rewarding, flexible and lucrative. The demand for Brokers is increasing as the industry keeps expanding. In 2019, there were 773,603 franchise establishments

Franchising USA

in the United States and that number is expected to grow. Industry insiders suspect that the Coronavirus crisis will draw even more people to franchising and some brands have already started to see an uptick in interest.

The role of a Broker Pivotal in the sales process, Franchise Brokers serve as matchmakers for aspiring business owners and franchisors. Franchisors rely on Brokers to deliver qualified, suitable candidates. They happily pay generous commissions for the service because it saves time in the search for quality franchise partners. For aspiring business owners, a good Broker can truly

A career as a broker can be extremely rewarding for folks who like to help people and make a difference. Many are drawn to it for flexibility, diversity, and its earning potential. Franchise Brokers make it their business to find out what drives their clients and then present opportunities that are suitable. The role of a Broker is multifaceted. They serve as counselors, business experts and matchmakers. Good Brokers understand the industry and everything that affects it such as funding, legal issues and trends. They are also skilled listeners who are patient and can work with many different personalities.

Training You may be surprised to learn that a career as a Franchise Broker doesn’t require a specific background. Folks from all walks of life have become top Brokers. The key to success is motivation, proper training and affiliation with a supportive and active Broker Network. After going through formal training, these professionals keep learning through workshops, webinars and industry events. It truly is a career where you reap the rewards of the effort you put in, which for many, is a very welcomed change! Click here to learn more about becoming a Franchise Broker.

Jill Abrahamsen is Editorial Director at the International Franchise Professionals Group (IFPG), a franchise broker network that helps hopeful entrepreneurs identify and invest in franchise businesses. As Editor of Franchise Consultant Magazine and FranchiseWire, Jill Abrahamsen writes and edits articles about success through franchise ownership.

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Franchise Opportunities Available. Partner With A PROVEN Brand.

OWN YOUR TUFFY TODAY! Helping our franchisees to operate successfully and meet the challenges of today’s marketplace is the top priority for the Tuffy Tire & Auto Service Centers Franchise and Operations Team. We provide our franchisees with a proven operating system, and as a result, our franchisees have played a key role in the ongoing success of Tuffy. Our value proposition includes (but is not limited to) the following: • Over 45 Years in Business. • State of the Art Management, Sales & Technical Training. • Comprehensive Marketing & Advertising Programs. • National Vendor Partnerships. • National & Local Support. • Powerful Brand Proposition. • Strong Business Model. • On-going Research & Development.

AUTOMOTIVE EXPERIENCE NOT REQUIRED! Tuffy is looking for customer focused, ethical business owners. Our franchisees come from many different walks of life. A background in auto repair is not needed to run a successful Tuffy Tire & Auto Service Center, but can be helpful.



Franchising USA

ex per t advice

George Knauf | Senior Franchise Business Advisor | FranChoice

How an Aikido Master would Use This Time to His Advantage So, the choice is yours, hide and hope or take sensible steps forward. We are currently hearing about the hard times in the restaurant, retail, fitness and entertainment spaces. Our hearts go out to them and I assist many friends and clients in those spaces daily. My hope is that the government support will help bridge the gap enough that they can fire up their entrepreneurial juices and develop revenue streams that they might not have otherwise considered before. George Knauf

It is always, one hundred percent of the time, true that some businesses are growing faster than others. It is also always true that there is opportunity you can take advantage of right now. Franchising USA

Most of all I believe this is a moment in time and like everything else, will pass. This is a period of time built for those less sexy businesses that we always need no matter what the economy or social trends are doing. Also happening right now, I am working with both business owners and corporate executives that want to grow their empires. They are not waiting for things to be perfect because things are never perfect if you are fearful. What we are doing is taking a sober look at the market, where the opportunities are going forward and how they can best develop a new cash flow. You know those big brands you see in your local lifestyle malls‌ food, fitness, etc.?

Many of the owners of those businesses are looking at non retail based service options for their portfolios today. They stabilized their current business, whatever that required of them, and now that they have the time, they have identified what their portfolio was lacking Those were namely businesses that performed well in times just like this. They want to take advantage of cash flows that can spin up during this time and help them by adding new revenue in the near term, and be a solid long-term business. My cousin is a master practitioner in the martial art of Aikido and I remember a story he told me decades ago about how his craft is different than other martial arts in that he doesn’t train to fight someone. If they throw a punch or kick he does not try to block it or punch back, rather he uses the momentum they have created to his advantage to disarm them, do no harm and end the encounter so he can move on safely. If you look at this time in business as he would, how can you take all of the things going on in the market and use them to your advantage, while doing no harm and moving on to your next adventure? The punch is the virus and the changes we are all having to make. If you were

“Most of all I believe this is a moment in time and like everything else, will pass. This is a period of time built for those less sexy businesses that we always need no matter what the economy or social trends are doing.”

to capture its momentum you could be focusing on the needs your community has in the home or commercial cleaning businesses or repairs in HVAC, electrical or plumbing possibly even the needs of home healthcare so seniors don’t have to go to a group home. Those are just a few, there are many out there. While those options are always in solid demand the momentum of the time has increased the need for certain services to deal directly with the virus or provide peace of mind for clients or their families. By capturing that momentum for your advantage, you can work to stabilize your portfolio now and for the future. Then, when the timing is advantageous for restaurants, gyms and other business in the not too distant future you can refocus on growing that part of your portfolio again. In Aikido if you do nothing when someone throws a punch or kick you will experience the most pain when it lands. You have to

act, there are particular moves you have to make to avoid taking the punch full on then to redirect the momentum where it benefits you most. How do you want to redirect this time into a stronger future for you and your family? How can you use this time of uncertainty to create certainty in the future? Lending is pretty inexpensive and readily available. The government looks to be paying the first six months of your new SBA loan, this is not a deferment those months are paid for you. I have never seen that kind of benefit before. Countless franchise companies are healthy, active and offering huge support to franchisees. Many are very busy with incoming inquiries from people looking to grow right now. There is solid demand in the market for a wide range of services.

Franchisors are offering the option of virtual Discovery Days so you can go through the entire investigation and most, if not all, training safe at home with no need to get on a plane. There are real advantages available to you right now! What is your success story? Let’s go find it! George Knauf is a highly sought after, trusted advisor to many of the top franchise ownership groups in the world. With over 25 years of experience in both start-up and mature business franchise operations he is uniquely qualified to advise individuals that have dreamed of Building their own empires. Whether you have an existing portfolio or searching for your first franchise, he can help you to pursue your dreams. Contact the Franchising USA Expert, George’s Hotline: 703-424-2980.

Franchising USA

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Bill McPherson | Vice President of Franchise Development | AlphaGraphics

What You Need to Know About

Private Equity in Franchise

Franchising USA

Choosing a franchise brand is one of the most important decisions of your life. It’s a longterm commitment that can either bring you amazing rewards or much frustration. The franchise space is full of diverse opportunities, each company with its own DNA, benefits and drawbacks. Due diligence is key when choosing the right one for you, but there are certain factors that, while they aren’t complete dealbreakers, require additional research and fact-finding. Across the franchise space, private equity firms are picking up steam, buying controlling interests in franchise organizations, infusing them with a quick burst of capital and fresh leadership, then turning them around for a profitable sale. The benefits can be extremely tempting for franchisors, especially for brands with troubled histories, like bankruptcy or chronic lack of growth. Done right, partnering with private equity to access additional capital and leadership can benefit a franchise brand. But done wrong, it can hurt a brand and its franchise owners. Regardless of the industry, when private equity enters a franchise, company culture can change almost overnight. That’s because some private equity firms aren’t in it for the long haul. Private equity’s goal is often to improve the bottom line both on financial statements and the Franchise Disclosure Document (FDD) — sometimes at the expense of staff, programs and franchisee support. Before you join a franchise, it’s vital to make sure you know who owns the brand, the organization’s financial health, and everyone’s level of long-term commitment. Here’s a quick guide to private equity that can help you make an informed decision.

Understanding Private Equity (PE) Many private equity deals represent a short-term strategy. A franchisor often partners with a private equity firm for a quick infusion of capital in the hopes of righting a troubled brand, quickly scale a burgeoning brand, or launching new initiatives. But in return, the PE firm gains partial or complete control over the brand, and typically has mis-aligned medium- to long-term goals of the franchisor and their franchisees. A franchisor in the wrong private equity relationship could see drastic reductions in home office or franchisee support staff, cuts to national marketing programs or products, a freeze on opening new locations, etc. Franchisees often absorb a double hit. Often, they are impacted by reduction in operational support services, innovations and new products or services, and they’re locked into a contract with a franchisor that isn’t seeing growth in the market space. In this scenario, the damage to the franchise brand could last much longer than the capital it gains. But it doesn’t have to be that way.

What to Look For Before you commit to joining a franchise family, I recommend looking for one that is unlikely to partner with private equity in the foreseeable future. Scrutinize the FDD for red flags like bankruptcy or litigation. Look at the executive team and get to know them personally. How long have they been in franchising? What is their professional background? Talk with a robust selection of franchise location owners. Are they happy with the choice they made? Are the support and services they signed on for still available? Are they thriving? Look for stability in the franchise ownership. Brands that are owned by larger corporations with long-term history

Bill McPherson

in the market space are likely to offer more stability. Their vision and strategy for their brands extend far beyond three to four years, so the level of support and stability they provide location owners will reflect that. If there is private equity involved in the franchise, it’s not necessarily a bad choice, though. The right PE partnership can benefit a franchise, giving it the capital to launch new products, services or marketing campaigns or adding management with high-level experience in the market space. Having a longer-term PE relationship in place, makes it less likely that the strategy will be to gut programs for a fast, profitable sale.

Weigh Your Options There is risk involved in any business venture. You are the best judge of your own risk tolerance, but if you are looking for a business/brand where you can thrive, grow and build wealth in the long term, additional scrutiny may be needed when a PE firm is involved. Bill McPherson is vice president of franchise development at AlphaGraphics, one of the largest U.S.based networks of locally-owned and operated Business Centers, offering a complete range of print, visual communications and marketing products and solutions. For more information about AlphaGraphics services, visit

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The public and policymakers need to understand franchising. Our purpose

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

Follow us

Share the tools and resources offered on

Help us keep the momentum going

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

You benefit by joining

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




Our Franchise



This is just the beginning

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





fe at ure : H E A LT H & FITNESS Fr a nch isi ng

what’s new! skinBe Med Spa Launches skinBassador Program skinBe Med Spa, an emerging medical spa brand based in St. Louis known for their unique spin in the industry focusing on beauty is more than skin deep and encourages all to ‘Be you.’ is launching their skinBassador program. They will be seeking passionate individuals who align with their core values and have a strong desire to empower others to live their best lives. “We are launching the skinBassador program in an effort to touch the lives of more people through this unique program of influential leaders, mentors and role models; who inspire others to become the

best versions of themselves,” states skinBe Med Spa Founder + CEO, Beth Donaldson. “We have thoughtfully and intentionally hand selected our Founding skinBassador Leader, Elizabeth Tucker. Mrs. Tucker embodies the skinBe vision, mission, and core values with her unique and expressive style, compassion, and genuine fun-loving heart.” “When Beth Donaldson asked me to be a part of skinBe Med Spa’s skinBassador program, I was elated. I have a burning passion to help others in all areas of life; fitness, health, and skincare particularly. I have experienced skinBe firsthand and not

only has it completely changed the health

and skincare game for me personally, but it

made me realize how much I was missing,” said Elizabeth Tucker.

The requirements to apply for the

skinBassador program will be announced soon and the application process will

begin shortly thereafter. Individuals will be able to apply and submit assignments throughout the multi-step process.

Contact skinBe Med Spa to learn more about how you can apply to become a skinBassador at 636.778.7200 or

Doing the ‘Right Thing’ by Your Customers Has Never Been More Important Coronavirus will change the world as we know it – but “how” it changes the future of business, is up to us. Today, businesses must stand for something to create consumer loyalty, trust, and be successful. The future of business – postCOVID-19 when the need for brand trust will be at an all-time high – lies with consumers. However, brands often overlook the importance of ‘doing the right thing’ to cut costs. The flaw in profit-only thinking is that customers come second, and in turn, trust is lost.

Andrew Alfano, CEO of Retro Fitness

Franchising USA

At Retro Fitness our brand position revolves around our customer, both in and out of the gym. In each market we serve, Retro Fitness is franchised by small business owners; an owner who is proud of the community they serve.

COVID-19 provides businesses the opportunity to create a culture rooted in care and trust. Putting people before profits is a practice I introduced my first day at Retro Fitness, and one we maintain today. Retro Fitness froze memberships due to mandated club closures, acknowledging that for our members every dollar matters. To meet the needs of our franchisees, we waived club royalty fees. These weren’t easy financial decisions, but undoubtedly the right decisions for our customers. Despite these trying times, I invite CEOs to “do the right thing” – because while people should always come before profits, what businesses do/don’t do, will define brands for years to come.

SOLA SALON STUDIOS SIGNS MULTI-UNIT FRANCHISE AGREEMENT WITH SEASONED FOODSERVICE OPERATOR MITCH COHEN Planet Fitness and iFit Bring New Streaming Workouts to Your Home Planet Fitness, Inc., one of the largest and fastest-growing global franchisors and operators of fitness centers with more members than any other fitness brand, has announced a partnership with iFit, the leader in streaming home workouts, and the pioneer in interactive connected fitness technology with more than 275 patents. As leaders in both the in-club and at-home connected fitness industries, Planet Fitness and iFit have united to create new inhome workouts for people of all fitness levels and interests that are fun, motivating and judgement free. The collaboration launches with a series of new streaming workouts to help keep everyone moving while they’re at home, available exclusively on the Planet Fitness app, to be used with minimal or no equipment. The workouts are available for free – to both Planet Fitness members and non-members – and span a broad range of fitness and wellness categories, including at home cardio, at home strength-training, stretching and more. “Times are uncertain and people’s daily routines have changed, but prioritizing your health is more important now than ever before,” said Chris Rondeau, Chief Executive Officer at Planet Fitness. “We want everyone to know that we’re here for them, as their long-term partner in wellness, and we’re bringing our Judgement Free Zone to them..” “As the leader in streaming fitness technology, iFit is thrilled to partner with Planet Fitness, the industry leader in the in club fitness space. We commend them for championing health and wellness, and introducing so many people across the country to fitness for the first time by making it affordable and accessible for all,” said Scott Watterson, iFit’s Chairman and CEO. Download the free Planet Fitness app for iOS or Android at

Sola Salon Studios, the world’s largest and fastest growing salon studios franchise, announced the signing of a multi-unit franchise agreement with distinguished foodservice operator and franchising industry veteran, Mitch Cohen. As part of the agreement, Cohen, along with business partners Marvin Goldfarb, Al Goldstein and Seth Goldstein of SAMM Property MGMT, will develop six units over the next five years across Nassau and Queens counties in New York, with the first projected to open before the end of this year. Mitch Cohen is the newest foodservice franchisee to diversify with Sola, joining 15 other franchisee groups that also currently operate leading restaurant brands such as Panera Bread, Tim Hortons, McDonald’s, Taco Bell, Pizza Hut and more. As a longstanding pillar in the franchising community, Mitch Cohen has more than 37 years of experience operating foodservice concepts. “The trend of restaurant operators investing in Sola is a relatively recent development within our brand and has been completely organic. We’ve found that restaurant operators are attracted to the simplicity of Sola’s model when compared to the complexities of today’s foodservice landscape,” said Christina Russell, CEO of Sola Salon Studios. “When you consider factors like the ease of Sola’s day-to-day operations, turnkey real estate model and low labor cost, it’s a no-brainer.” Sola Salon Studios currently has more than 500 locations open in the US, Canada and Brazil. To learn more about franchise opportunities, please visit

Franchising USA

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what’s new!

McDonald’s is rolling out wellness checks

Kona Poké DeliveryOnly Miami Location Coming Soon Kona Poké, Central Florida’s popular, fast-casual, fresh food concept is coming to South Florida. Opening soon at 155 SW 3rd Street, Miami, FL 32130 in the Brickell neighborhood of Downtown Miami, Kona Poké Brickell is the brand’s first delivery-only store. Famed chef and recent James Beard Foundation Award nominee for Rising Star Chef of the Year Henry Moso created Kona Poké’s delicious signature bowls and sauces, which will be available for delivery, in addition to Build Your Own Bowls, Soup, Salads and more. Kona Poké’s customers will enjoy their healthy and delicious Hawaiian-style poké bowls made with fresh sushi-grade fish, house sauces and over 40 fresh toppings to choose from, plus vegan, gluten-free and cooked options are also available. Delivery is provided directly by Kona Poké and third-party delivery services. Kona Poké has a 100% no-contact food prep guarantee. “Even in these difficult times, we are opening new locations, focused on delivery-only,” says Kona Poké Owners Matthew Ting and Ernie Falco III. “It’s our way to continue excelling. We opened our first two locations in Central Florida in just one year, and we are excited to keep the momentum going while also adapting to the changing circumstances bringing our first deliveryonly store to Brickell. We can’t wait to feed the Miami community our insanely delicious bowls and continue making many more fans statewide.” For more information on Kona Poké and to place an order for delivery or pickup, visit

Franchising USA

McDonald’s is rolling out new safety policies for workers as the fast-food giant attempts to rapidly adjust its response to the coronavirus outbreak. McDonald’s has announced plans to roll out wellness checks at company- and franchisee-owned locations, requiring more than 800,000 workers to answer a series of questions regarding possible COVID-19 symptoms and exposure after they clock in to start each shift. If they answer “yes” to any question, workers will be sent home and will not return to work until authorised by a medical professional. McDonald’s has also added new social distancing measures in locations and is working to roll out temperature checks in stores. “We have secured thermometers and we’re in the process now of quickly making them available to all of our restaurants,” said David Tovar, the vice president of US communications at McDonald’s, told Business Insider. Tovar explained that workers at company-owned stores who are sent home or need to take sick leave for reasons related to COVID19 will be able to access 14 days of paid sick leave, as part of the chain’s new policy.

Leading Fitness Studio Agency Pivots Business Model to Keep Fitness Franchises Open During COVID-19 The 94 billion dollar fitness industry was completely flipped upside down and headed for the worst when the COVID-19 pandemic hit. Mike Arce, CEO of Loud Rumor, a leading fitness studio agency, recognized this and quickly pivoted his business model to help fitness franchises across the country go completely virtual. Within 24 hours, Mike and his team had developed and launched an online course that walked fitness studios step-by-step through how to deal with the crisis and how to continue adding value to their customers to ensure the monthly recurring revenue still came in. Loud Rumor’s course gave specific instruction on converting physical fitness to virtual fitness so members could live-stream and participate in their usual fitness classes in their own homes. Fitness studio owners and

franchisees were taught which tools to purchase and subscribe to, how to set up the tools and integrate them, email scripts, marketing templates and more. The company also created more than 50 different digital ad campaigns selling these new virtual fitness classes. In addition to the course, Arce launched a COVID-19 specific podcast for fitness studio owners and franchisees. In three weeks he produced 80 episodes of pure educational content on not only surviving but thriving. During this unprecedented time, Arce has also made himself available at all hours to help fitness studios who need it. Arce has helped over 800 fitness studios, including the likes of mega fitness franchises Orangetheory Fitness, Spenga, Soldierfit, and Jabz go completely virtual during the COVID19 pandemic.

FirstLight Home Care announces expansion to Canada FirstLight® Home Care, an awardwinning provider of non-medical home care, is pleased to announce it is expanding its caregiving services to Canada. Sam Riad, CEO of Comfort of Senior Living, has signed on as a master franchise and will operate as FirstLight Home Care of Canada.

“We are thrilled to bring our FirstLight

Riad currently operates 10 Comfort of Senior Living retirement communities across the Province of Ontario. The master franchise agreement will allow Riad to introduce the FirstLight Home Care brand and deliver the company’s non-medical home care services to a brand-new market.

established relationships in the market and

brand to Canada,” said Jeff Bevis, CEO

and Co-Founder of FirstLight Home Care. “International expansion has always been part of our strategy, and we believe we

have found a solid master franchise partner in Sam Riad. He has extensive experience and a deep understanding of the industry,

the infrastructure for rapid growth. And we share a similar mission, culture and calling

to care for aging seniors and other adults in need of extra support.”

Franchising USA

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Featu re

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

health & wellness Health and wellness is a unique category of economic industry, while it continues to change with fads and demands; some things remain consistent.

Exercise and a balanced diet have been the underlying part of health and wellness, but

there are also diet trends, aerobic workouts and self-care crazes that have come and

gone. While portions of the industry have

come in with a blaze and disappeared, one thing remains consistent – Americans are interested and willing to invest in their health and wellness.

While some industries may focus on a fleeting moment of health opportunities, franchises remain dedicated to all aspects of a field to keep consumers interested and franchisees profiting. The benefit of a franchise in any field, especially one that can be fickle, is the ability to track trends and market according to current demands. While also providing staple products and services that keep costumers coming through the door. Franchises have the knowledge, expertise and experience to incorporate short term fads into the business, along with side guaranteed services that will never fade. Health and wellness have a variety of options to choose from, and it also has a substantial fiscal impact across the world.

“While portions of the industry have come in with a blaze and disappeared, one thing remains consistent – Americans are interested and willing to invest in their health and wellness.”

Franchising USA

The global industry is currently worth $4.2 trillion and is expected to continue rising. No matter what your interest or passion in the field, there are diverse opportunities with excellent profit potential. This is the best time to consider a health and wellness franchise because more people are interested in self-care. People are using their spare change to reenergize and take time for themselves, and care for themselves and willing to invest in such treatments. The global industry grew by 6.4 per cent between 2015-2017 as consumers started investing in their personal wellness. A new trend that is supporting the industry is wellness tourism. Owning approximately 14.6 percent of tourism expenditures at $494 billion in the US, wellness tourism is travel to promote a tourist’s health and quality of life in numerous different ways. This includes physical exercise retreats, relaxation and spiritual journey, including meditation and yoga, and beauty treatment, to name a few. With an increase in such specified tourism, franchises are now responding to international customers, as well as domestic ones.

Spa What used to be considered a rare luxury is now a part of a lot of American’s lives. People are taking advantage of their free time to treat themselves and really indulge in time spent relaxing and resting. Spas were once connected to hair salons and mainly offered a few services – while that is still a franchising option, there are many choices within this industry alone. Some

“What used to be considered a rare luxury is now a part of a lot of American’s lives. People are taking advantage of their free time to treat themselves and really indulge in time spent relaxing and resting. ”

spas are connected to hotels, provided an even higher profit margin. While other spas are huge retreats with pools, baths, hot tubs, saunas and food services, it depends on the breadth of services a franchisee would like to take on or the size of the franchise they would like to run. There are also small spa options with a few services. Either way, there is potential in all opportunities to run a great profit: the global spa economy is worth nearly $119 billion. A spa would have to follow specific health codes and provide employees trained professionally in some areas. A franchisor can help support a franchisee with all the criteria and ensure all the proper boxes are checked. On a personal level, a spa business would be an excellent investment for someone who would like to take advantage of all the services offered. It is an investment that guarantees to mix business with pleasure.

Traditional and Complementary Medicine Aside from spas, there are treatments people seek for relaxation, as well as a means of medical treatment. Massages, physiotherapy and acupuncture are a few of the complementary therapies used for rehabilitation, as well as a way to simply relax. While there would be some competition with small businesses, franchises have excellent reputations and marketing that gives investors a leg up.

Franchising USA

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“Seventy-six percent of people using meditation are doing so with the purpose of general wellness as it helps with anxiety, as well as physical ailments.” While these forms of treatment have been around for a while, they have gained more popularity over the years. Clients are interested in a natural and drug-free way to heal in a low-risk approach. The demand for acupuncturist has increased over the last few years (up 50 percent in the previous five years in 2007)and expected to continue to rise because it is low impact, safe and low cost – as well as relaxing and beneficial. The risk with a franchise focused on complementary medical treatments is relied somewhat on health trends to keep the profits rising. While it has been an interest of Americans over the last decade, clients could find other forms of treatment or prefer invasive medicine with quick results in the future. If that is the case, a franchise can roll with the punches and response to the client’s demands. If you have a background in the field, a franchise might be worth the investment. Instead of working for someone else, you could work for yourself and create a healthy work-life balance, and enjoy a healthy profit.

Fitness of the Mind and Body While gyms are an obvious franchising industry, there has been increasing interest in mindfulness, yoga and meditation. As the understanding around mental health is being expanded, people are increasingly aware of the need to take care of themselves on many different levels. Seventy-six percent of people using meditation are doing so with the purpose of general wellness as it helps with anxiety, as well as physical ailments. There are many other health benefits to meditation, and the practice has been increasing over the last few years. Franchises have tapped into this market, offering yoga and wellness studios for

Franchising USA

“If spirituality and mental health are a passion of yours, the industry is a great way to help others gain calmness and take care of themselves safely and healthily.”

people of all ages, and levels of ability. If spirituality and mental health are a passion of yours, the industry is a great way to help others gain calmness and take care of themselves safely and healthily. Again, it risks being a short term fad, but its an ever-evolving industry with many different approaches. Do some research in competing businesses, as well as services and products being offered by franchises that increase the profit. Also, ask franchisees the long term plan of the business and trending figures for the future of the industry. The Health and wellness industry is one of the most profitable franchise options available, but it’s hard to keep up with what is in and what can easily die out. Since there is such a huge variety, it’s best to do a lot of research before jumping into such a significant investment. While a huge spa resort might turn a considerable profit, it might not be easily accessible to a lot of Americans. Will people be willing to pay for spiritual services once they are more comfortable with their wellness? Will the continued open discussion about mental health help these businesses boom or die out?

Well, self-care should remain a continuous form of treatment, and an option for great business opportunities, it would be beneficial to look into long term numbers or even request that a franchisor provide plans future trends or change in demand. While it’s evident that the health and wellness industry is booming financially, it’s also one of the most fulfilling industries to invest in. It allows you to provide a service that offers treatment, healing and relaxation to the hard workers in the country and a calm escape to those who are visiting.

Look out for our next special feature: on the road 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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For ]RMaZh 30 years, thousands of qualified

Our extensive marketing campaign will reach

prospects visit the IFE from 50 states and over 100 For ]RMaZh 30 years, thousands of qualified countries during the 3 days each year. prospects visit the IFE from 50 states and over 100

thousands of prospective franchisees throughout Our extensive marketing campaign will reach the US and around the world, at a time they will thousands of prospective franchisees throughout need it more than ever. the US and around the world, at a time they will

countries during the 3 days each year. The online event, which will run over the original IFE dates May 28-30, will be no different. The online event, which will run over the original IFE dates May 28-30, will be no different.

need it more Franchisors than ever. will be able to: Participating Participating Franchisors will educational be able to: materials • Upload videos, brochures, to showcase your brand • Upload videos, brochures, educational materials showcase brand • to Include a linkyour to live presentations on the platform of your choice • Include a link to live presentations on the of your choiceopportunity globally to • platform Market your franchise qualified investors • Market your franchise opportunity globally to qualified investors

IFE EXHIBITORS: •IFEFREE Basic Booth Listing with No Interaction EXHIBITORS: •• Full Interaction andNoLead Generation $500 FREEBooth Basicwith Booth Listing with Interaction •• Full Presentations, and Digital Full Booth Booth with with Zoom Interaction and Lead Social Generation $500 Promotion $750

Media Partner

Supported By

Media Partner

Supported By

• Full Booth with Zoom Presentations, Social and Digital Promotion $750 NON EXHIBITORS: • Full Booth with Interaction and Lead Generation $1000 NON EXHIBITORS: • Full Booth with Zoom Presentations, Social and Digital Promotion $1500 • Full Booth with Interaction and Lead Generation $1000 • Full Booth with Zoom Presentations, Social and Digital Promotion $1500


Franchising USA

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Expert Advice: Kevin MacCauley | CEO and Founder | Upper Hand

How Fitnes Opera

Franchising USA

ss Studios Can Sustain ations during COVID-19 With the stay-at-home mandate extending to the month of May, franchise studios everywhere are finding themselves navigating unknown territory caused by the current pandemic. While COVID-19 has forced nearly all fitness studios and gyms across the U.S. to close their doors in an effort to “flatten the curve,” it doesn’t mean the businesses have to close - it just means you have to adapt. Therefore, in the midst of this crisis, franchise studios have a tremendous opportunity to work together with the greater health club industry to help the public—and other businesses—cope with this unprecedented disruption. While members cannot physically go into the studio, it is still important to support them on a physical level, as sedentary behavior and low levels of physical activity can have negative effects on the health, well-being and quality of life of individuals. Thankfully, in a world increasingly influenced by technology, franchise studios can leverage alternative roads to support the community while building revenue outside their traditional memberships and classes.

Maximize your social presence First and foremost, franchises can look into strengthening their online community and building consumable social media content like healthy lifestyle tips, recipes, techniques and much more. Leverage the LIVE segments to speak directly to the

community, potentially hosting Q&As with members, or representatives who can share additional insight into a specific topic. With so many quarantined at home, now is an excellent time to present fun, engaging at-home challenges. These help keep clients motivated when they need it most. Perhaps there are other small businesses, or local media outlets, willing to partner with the studio and share ideas that may benefit the entire community, while promoting the studios’ social channels.

Offer virtual classes Hundreds of businesses have scheduled streaming workouts, on-demand classes, and free online memberships that will not only keep customers in their workout routine, but also serve as a great opportunity to attract new customers. Additionally, there are various platforms readily available for franchise businesses that make establishing a virtual presence easy. Within a few weeks a fitness studio could be running Peloton-quality virtual classes with the technology, even with a limited budget.

Kevin MacCauley

close their doors for the time being. It’s essential for franchise owners to take this time to explore ways they can prepare for cancellations and closures in the future, while exploring new revenue streams and ways to virtually connect with members and their local community.

While your doors may be closed, your expenses have not stopped. Instead of letting equipment collect dust, now is the perfect opportunity to rent out equipment to members who may not have access to it at home. Rent out weights, kettlebells, yoga straps, or other transportable equipment for a fee, or position it as an exclusive perk for maintaining a membership. This will serve as an excellent incentive to members, and will allow them to effectively workout in the safety of their own home.

Kevin MacCauley is the CEO and founder of Upper Hand, an innovative sports and fitness software that helps businesses escape the administrative vortex and focus more on helping clients achieve their goals. As a former Little League coach, Kevin’s leadership stems from his undeniable love for sports and fitness, coaching, and technology, which he has leveraged to transform Upper Hand into an industry trailblazer. Its award-winning software has undergone tremendous growth as it continues to reinvent the sports and fitness industry and drive world class customer experiences.

The coronavirus has put an unexpected strain on fitness facilities, many having to

For more information, please visit

Rent out equipment

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Expert Advice: Keith Gerson, CFE | President of Franchise Operations | FranConnect

65 percent of Franchisors Continue Proactive Franchise Sales Efforts Amid COVID-19 Crisis When COVID-19 forced thousands of franchise businesses nationwide to close in mid-March, sales plummeted within days — and widespread layoffs and furloughs began. But many franchisors kept the franchise sales engine running in anticipation of an influx of potential buyers looking for business opportunities as unemployment soared. In a March 2020 survey of 233 executives of franchise brands, FranConnect, the leading provider of franchise management platform solutions, found that 65 percent

Franchising USA

of franchisors were actively moving forward with franchise sales efforts despite the paralyzing impact of the COVID-19 crisis. The survey showed how franchise businesses of different sizes and industry sectors were reacting through changes to their strategy and operations. Among the key findings: • FranConnect found nearly all brands surveyed in business services (86%) and commercial and residential services (89%) were continuing their sales efforts; • However, 75% of full-service restaurants — one of the hardest-hit segments over the last month — reported halting franchise sales. • Over half of micro-emerging brands (under 25 locations) stated they’d

stopped their franchise sales efforts, compared to only 16% of those with between 100 and 500 units. It wasn’t surprising to see franchisors scaling back or ceasing their franchise sales programs. At the time of the survey, 67 percent of franchisors expected system sales to return to pre-pandemic levels within six months, so a conservative approach to new growth made sense. However, other segments that hadn’t seen nearly the same degree of revenue declines were continuing their recruitment efforts. Many franchisors have seen increased interest in their franchise opportunity as millions of unemployed Americans seek the security of being in business for themselves, but not by themselves. The good news is that franchise

600 franchise brands from FranConnect’s Franchise Sales Application. The data is segmented by franchise industry and the number of franchise locations, while other reports are derived from survey data and mystery shops, which can be less reliable. Key findings included: • Out of 7,390 sales that were accomplished in the FranConnect CRM in 2019, 85.2% of the deals that were achieved were those that were contacted within four hours or less. • Though most franchisors would agree that a 30-minute response time is ideal, only 12.5% were able to achieve that result, and in total only 16.5% were able to respond to leads in four hours or less. • 74.2% of leads in franchisor databases never received a call and 56.9% didn’t receive any communication at all. • Referrals have the greatest conversion rate (6.6%). Franchisors should be setting themselves up to handle what could very well be significant demand in their franchise opportunity. Any lack of or delay in communication could cause a lead to drop out and go to another brand or competitor.

development is still open for business — even if physical locations aren’t. Brands that can keep franchise sales going should, keeping in mind the typical lead-to-deal timeline may take longer given the current state of getting loans approved and the general climate of uncertainty. However, as franchisors prepare for the increased number of leads, now is the time to rectify any issues in the sales process. FranConnect’s Franchise Sales Index Report, released in April, puts a spotlight on some of the biggest challenges’ brands face in closing deals. The sixth annual report is highly differentiated from other franchise development reports, as it’s the only comprehensive study of actual data (anonymized and aggregated) from nearly

During a webinar FranConnect hosted in early April titled “Franchise Sales in the Age of COVID-19,” franchise experts shared best practices for marketing franchise opportunities. One important topic covered was how brands should communicate their franchise opportunity during this very sensitive time. “Franchisors should review their recruitment messaging to make sure it doesn’t appear tone deaf. You can talk about your franchise opportunity, but it shouldn’t be as overt as you’ve done in the past,” said Lorne Fisher, CFE, CEO and Managing Partner at Fish Consulting, a PR agency specializing in the franchise industry. “Prospects want to see how you’ve supported franchisees to help them weather the storm, including how you modified operations to help them continue to generate revenue. They also will look positively upon those brands that stepped up to help their communities in their time of need.”

Keith Gerson, CFE

Catherine Monson, Chair of the International Franchise Association and CEO of FASTSIGNS International, Inc., is hopeful the franchise industry will rebound quickly. “Through recessions, natural disasters, and other widespread crises, we’ve continued to see the resiliency of the franchise business model and the benefits of being in business for yourself, but not by yourself. Franchisors and franchisees have benefitted greatly from sharing best practices with each other, enabling them to endure the crisis,” said Monson “Although our community has never seen anything like COVID-19, I have no doubt we will come out stronger having been through this together.” To download FranConnect’s latest 2020 COVID-19 report, visit A Certified Franchise Executive, Keith has more than 40 years of executive level expertise creating and building leading franchise systems. A highly respected thought leader, Keith works closely with many of FranConnect’s Customers Executive Teams. His books, webinars, and keynote addresses have created a large following. His latest book, “The Franchise Book of Mentors” was released in September, 2019 and his all new 2020 Franchise Sales Index Report will be released early this month.

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Rowing into Action The Total Row Fitness Franchise Approach to COVID-19

We built Total Row from the ground up when rowing-centric workouts were relatively unknown. Today, we still maintain direct ownership of the flagship location in Buckhead (Atlanta, GA) and are intimately involved with our franchisees and their expansion locations. As owners, we pride ourselves on staying current on everything related to both fitness and larger scale franchise aspects of our business. This helps us stay ahead of the curve when the tide shifts. And boy, did the tides shift…or were rather turned upside down. The COVID-19 outbreak put our core business and franchise principles to the test. Spoiler Alert – Total Row is Passing the Test! When the COVID-19 outbreak closed businesses starting in March 2020, Total Row, along with every other business, was thrown into a whole new world overnight. The change came fast and the immediate question was: how can we maintain our high-quality fitness offering and continue to reach our local community without a physical studio? This concern was coupled with the overriding concern for maintaining the long-term value of the franchise and brand we worked so hard to build.

Franchising USA

We knew we needed to act fast, but without sacrificing the quality we had established as a cornerstone of the brand. The answer ultimately came in waves and we literally built the first operational platform overnight. We started at about 5pm when we heard the order that our city was shutting down all fitness studios. We were ready to roll for morning classes the next day, so we capitalized on that opportunity to create something new. The initial platform was aimed at replicating live, instudio classes as much as possible, without being burdened by excessive technology requirements and planning. We used what we had on-hand. This consisted of our standard classes, a decent camera, our studio mic, Zoom, our scheduling software, and our fantastic coaches. We were shooting a full schedule of live classes on that first day of quarantine.

Once this initial, live distribution model was established, we began building on that momentum. We learned that our members cared more about class availability and quality, rather than being live, especially in this time of uncertainty for everyone when “normal” schedules became a thing of the past. This is when we started offering on-demand classes. We upgraded our ondemand platform with less cumbersome software requirements for the end-user, which provided a more polished product. Members and guests alike can log on any time they want, take classes that consist of yoga, rowing, bodyweight, TRX, recovery, and more. Between 1-3 classes are currently being added each day. As for our franchise model, we’ve learned some lessons but were impressed with how our model reacted. Our Buckhead location is approximately one month into this

crisis, and while it is certainly feeling the financial stressors that all small businesses are facing, the unique and intentional structure of Total Row has allowed it to weather the storm much better than some competitors. Our community of members have overwhelmingly been supportive and continued to maintain their memberships, or where they couldn’t, have donated to our coach’s fund. Additionally, Total Row is designed to run on a lean operating model from staffing to overhead. The emphasis has always been on quality over “flash,” so flexing down to a lower revenue model is more doable than it is for some other competitors who rely more on significantly larger, more expensive spaces with large staffs. Today, we are offering a comprehensive virtual platform on the Total Row website that includes daily live classes, on-demand classes, and virtual personal training. The programs are very high quality, but affordable and accessible for anyone. It’s everything that’s great about Total Row. The programs can be easily accessed from

“While Total Row is eager to get back into the studio to workout with members again, our new virtual capabilities will be beneficial to both members and franchisees in the long term. We are excited about this new value-add for future franchisees.” Total Row’s website at virtual. Looking to the future, we expect some of the recent changes to become permanent and are adjusting to that. However, what we’ve experienced is that our franchise model will not be ultimately affected in the long-term financials. At Total Row, community and small classes have always been the foundation of our business model. When working out, people love to push their physical limits in the presence of others. They want to hear the person next to them breathing heavy and watch the coach sweat. Technology just can’t replicate that intimate feeling you get. While Total Row is eager to get back into the studio to workout with members again, our new virtual capabilities will be

beneficial to both members and franchisees in the long term. We are excited about this new value-add for future franchisees. These new tools allow franchisees to introduce their territories to the Total Row brand weeks before they have a studio space ready to host classes, and at zero cost to them. We are choosing to embrace the change, rather than run from it. Stay Strong and Stay Safe! Total Row Fitness is a new, rowingcentric fitness franchise with 7 locations currently open or in development. Owned by husband and wife team Elliott and Lauren Smith, Total Row prides itself on dynamically staying at the forefront of fitness trends, while keeping true to its founding principles of quality, community, and affordability.

Franchising USA

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Expert Advice: Rick Bisio | Franchise Coach | FranChoice

How Fitness Center Franchisees Can Adapt During COVID-19 As the COVID-19 virus spread across the country in the last few months, nearly every state and local government issued social distancing guidelines and stay-at-home orders. This resulted in closures of all nonessential businesses, including health and fitness centers.

All of us are trying to navigate through this uncertain time, from our personal schedules and interactions to our financial stability. While owners and employees in any industry deal with the harsh reality of having their business closed, they also face the troubling unknown of how long this period will continue. This is a time that requires strong leadership from franchise owners of health and fitness centers. Employees, customers and vendors are all looking to them for answers. There is no manual for how to deal with a business closure due to a worldwide pandemic. Owners need to make difficult decisions very quickly during an unknown time. Here are some key factors they should consider in guiding their business during this challenging period.

Communication The very first thing a franchise owner should do is develop a plan and communicate it with everyone. This needs to be done early and with clarity. Uncertainty leads people to be fearful of the worst-case scenarios. It is important to quickly establish a plan, communicate with

Franchising USA

others how it will take place and let them know how you will be there for them. Employees will want to know if and how they will be financially supported. If they are not able to continue working, they will need to know about some of the current programs that can provide them with an opportunity to make nearly as much money through unemployment benefits. Customers need to know the plan for the fitness center and how it effects their membership. Franchisees need to communicate with the franchisor that the business is closed and what their plan will be in the interim. A good franchisor will stay in constant contact with their franchisees and help support them during this time. The best thing a franchisor can do is to work closely with their franchisees, share experiences and help with the government initiatives such as the Paycheck Protection Program and the Economic Injury Disaster Loan program. They can also set up conference

“Although social distancing guidelines require gyms to close their doors, it doesn’t mean the business needs to stop. There have been some innovative ideas in the fitness industry that continue to engage customers.”

calls and virtual meetings to provide guidance on how to retain employees and customers.

Stop the Bleeding It is obviously a jarring experience to go from normal operations to being shut down and making no money in a matter of days. Some of the first steps require contacting legal counsel, banks, insurance providers and landlords about business interruption claims and rent payments. Money will surely be lost during this time, but they should take the necessary steps to minimize the damage as much as possible. The number one goal in the fitness industry is to retain customers and that rule still applies. Stay connected with the most loyal customers and give them the option to continue to pay their monthly fee if they

would like. I am a member of two clubs and will continue my membership because I know it is going to help them. Some people will feel the same way while others will want to stop. Fitness center owners may want to consider other temporary options such as discounted membership costs, incentive plans or deferred rent payments. Even if it is for a short period of time, whatever can be done to reduce carrying cost for the business to the smallest amount possible will give franchise owners the best chance to come out on the other end with some financial strength and stability.

Be Creative Although social distancing guidelines require gyms to close their doors, it doesn’t mean the business needs to stop. There

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Expert Advice: Rick Bisio | Franchise Coach | FranChoice

“Some fitness concepts have instructors conduct training sessions outside or in a public park by spacing people apart. It gives customers a continued routine and ability to connect with others (at a safe distance).� Another popular trend recently offered by fitness centers are virtual group workouts and personal training through video calls via Zoom, Skype or Facetime. Some franchises are doing this for free or reduced prices or are offering proprietary access to their website or app free of charge. Technology is one thing we have on our side during this current crisis and it is in the best interest of fitness center owners to take advantage of it. This can be a great opportunity, albeit in an unconventional circumstance, to further engage current members and reach a new audience.

Looking Ahead Rick Bisio

have been some innovative ideas in the

fitness industry that continue to engage

customers. Some fitness concepts have instructors conduct training sessions

outside or in a public park by spacing people apart. It gives customers a

continued routine and ability to connect with others (at a safe distance).

Franchising USA

The re-opening of fitness centers may be slow even as the curve flattens, precautions are lifted a sense of normalcy returns. Although many facilities take proper safety measures for hygiene and cleanliness by disinfecting equipment, people may still initially resist going back to the gym. There is no escaping the fact these centers have many high-touch surfaces shared by others in an environment with sweat, germs and moisture.

Once this period passes, however, I believe there will be a desire among many people to return to their routine of exercising at a facility with the best resources. Whether it be to access premium equipment or the ability to work out with others, people will prefer to go to a fitness center over exercising in their living room. This current period gives fitness center franchisees the opportunity to be creative and try new innovations to expand their customer base. They should also use this time to develop a strong marketing game plan for when their business opens again. It will give them an advantage over their competitors and be able to attract customers as soon as possible. Rick Bisio is a leading franchise coach with FranChoice, the creator of the FDD Exchange and the Franchise Glossary and the co-host of Rick Bisio’s Franchise Focus. Since becoming a franchise coach in 2002, Bisio has assisted thousands of aspiring entrepreneurs nationwide explore the dream of business ownership.

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Joel R. Buckberg and Greta Messer | Baker Donelson

Franchise Disclosure Documents and COVID-19 Impact

Franchisors renewing their Franchise Disclosure Documents (FDD) for 2020 with the intent of actively resuming franchise sales activity may be wrestling with how best to disclose the impact of the COVID19 Pandemic on their business. Since essentially all jurisdictions have shelter in place or safe at home quarantine orders in effect, and there is no official guidance on when these orders will be lifted, the FDD is virtually an educated guess at what evolution will take place in its franchise business model during the continuance and aftermath of the public health emergency.

Joel R. Buckberg

stay at home orders issued federally1and by various state2 and local3 government authorities affecting essential and nonessential activities.

Franchisors should consider organizing disclosure changes around what are possibly the three main phases of impact on the franchised business as a result of COVID-19:

Phase 2: Immediately after the lifting of the Phase 1 orders/guidance, allowing for the restart of business activities outside of essential services, before a COVID-19 vaccine becomes widely available and while social distancing, facial masking and hand washing hygiene measures remain in effect.

Phase 1: During the public health emergency, under the shelter in place/

Phase 3: After a COVID-19 vaccine becomes available and its implementation

Franchising USA

Greta Messer

begins on a large scale, as a community health preventive measure. The Phase can be broken down into an initial part when the vaccine first becomes widely available but before its efficacy on a large scale is proven, and thereafter, a second part when the combination of the vaccine and effective remedial modalities for those for whom the vaccine is not effective make COVID-19 the equivalent of a nasty variant of flu, affecting populations at the same rate and mortality but with minimal impact on behavior. Disclosure under these circumstances

“Franchisors should consider organizing disclosure changes around what are possibly the three main phases of impact on the franchised business as a result of COVID-19.”

will be nuanced and subject to updating when short term and long term regulatory and business restrictions are enacted or promulgated. State regulators have indicated the intention of exercising more vigilance against inappropriate claims that would prey upon vulnerable prospective franchisees who are seeking refuge from the economic ravages of the COVID19 emergency in franchise ownership. As franchise systems experience the ravages themselves, the obligation to update disclosures for material changes, particularly in Item 19 financial performance representations and Item 20 outlet census information becomes paramount. Franchisors need to be focused on changing business models and related disclosure at two levels – how to deliver services to franchisees, particularly new franchisees, and how to deliver goods and services to retail customers, particularly when in-home services are the core business.

Key Questions for Franchisors to Ask that Impact Disclosure Documents • Is your franchised business an essential business or non-essential business under relevant federal4 and state declarations5? • If your franchised business is designated by the Department of Homeland Security or state emergency declarations as essential, and your franchisees can continue to operate, what precautions and procedural changes have you mandated in your operations to assure that franchisees observe applicable CDC rules and guidelines for social distancing, personal protective equipment (PPE) and personal hygiene? • If your franchised business is not designated as essential, what changes in your franchise business model will you need to implement when non-essential businesses are given the go-ahead to reopen? If your business needs PPE to meet CDC guidelines, what is the source

of the supply and when will you get the supplies into the hands of franchisees?

Specific Questions by Item Number in the Franchise Disclosure Documents: Item 1: How would you describe the regulations affecting your business at both the franchise services and the retail level? You will need to disclose if your business is affected differently than other businesses, either on a temporary or permanent basis. Items 5 & 6: Are you reducing, waiving, deferring or otherwise changing your initial or on-going fees? Item 7: Will your estimated initial investment in Item 7 increase to cover PPE or higher service costs in the first three months from observing CDC guidelines? Item 8: Does your supply chain disclosure in Item 8 need to include sourcing or standards for PPE? Item 11: How will you change your

Franchising USA

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Joel R. Buckberg and Greta Messer | Baker Donelson

“Franchisors need to be focused on changing business models and related disclosure at two levels – how to deliver services to franchisees, particularly new franchisees, and how to deliver goods and services to retail customers, particularly when in-home services are the core business.”

and enhanced protection methods of protecting employees of franchisees and home or business customers? approach to pre-opening activities such as site inspection, site selection and training? Does the current emergency cause you to advance your time table to switch to more remote service delivery to franchisees or retail customers via electronic means? If you pursue that approach, how would you communicate the firm’s culture and values? Experiencing the culture and values in person likely inculcates them more effectively and deeply than watching a video or participating in a video conference. Will you require upgrades to the technology capability of franchisees to implement business model changes for remote communication, for remote ordering of goods and services, or upgrades to mobile applications and websites? Item 12: Will you need to enhance your restrictions on territorial activity given social distancing and no-contact delivery? Do differing governmental orders impact the ability to deliver services in different jurisdictions of a territory? Item 16: Do you need to describe changes and limitations in retail business operations to account for newly implemented no-contact delivery models

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Item 19: Do these regulatory and business model changes impact a financial performance representation that is based on 2019 financial performance? Do you have a reasonable basis for the 2020 Item 19 given the observed changes in the financial performance of your franchised and company outlets after the emergency affected the retail environment? Regulators caution against excessive use of disclaimers and non-reliance language beyond what the NASAA guidance permits. Item 20: Have your system outlet counts changed materially from permanent outlet closures? Maryland lists in its regulations a yardstick for terminations of 10 percent in state and 5 percent overall as a material change. That regulation is a useful benchmark for material change generally.6 Item 21: Have the finances of the franchisor had a material turn for the worse since December 31, 2019 that makes disclosure of unaudited, year-to-date financial statements appropriate? At a minimum, consideration should be given to disclosure of a Paycheck Protection Program loan, an Economic Injury Disaster Loan or a Main Street Business Lending Program loan.

Joel Buckberg, a shareholder in the Nashville office of Baker Donelson, is chair of the Firm’s Commercial Transactions and Business Counseling Group and counsels clients on business transactions and operations, particularly in hospitality, franchising and distribution. He can be reached at Greta Messer is an associate in Baker Donelson’s Nashville office and focuses her practice on commercial transactions. She can be reached at gmesser@ For more information and general guidance on how to address legal issues related to COVID-19, please visit the Coronavirus (COVID-19): What you Need to Know information page on our website. uploads/2020/03/03.16.20_coronavirusguidance_8.5x11_315PM.pdf



3 CISA_Guidance_on_the_Essential_Critical_ Infrastructure_Workforce_Version_2.0_Updated.pdf






Generations in business Families succeed together. Since its founding, the Subway® brand has valued family. The past 54 years would not have been possible without help from our world-class Franchise Owners, Business Development teams and their families from around the world. See how far the Subway® family can lead you. Your new opportunity is available now.

Thank you to all the families within the Subway® team, including the Daltons, the Grewals and the Hammonds.

800.888.4848 Subway® is a registered trademark of Subway IP LLC ©2019 Subway IP LLC



Clayton Kendall


to Make Your Marketing Supply Chain More Efficient

Most large companies have entire departments focused on optimizing their Supply Chain. Firms recognize that high product costs, poor stock availability, and uncompetitive speed to market are major threats to their success.

Yet, in smaller organizations the Marketing Supply Chain gets much less attention. An efficient Marketing Supply Chain can contribute significantly to a firm’s financial success as well as ensure its brand consistency. It has been estimated that 60 percent of Marketing Supply Chain costs can be consumed by less valuable ancillary areas such as distribution, freight, storage and obsolescence. It makes sense for companies to focus on improving this spend.

Here are 5 recommendations:


Focus on fewer vendors

It’s tempting to add more vendors as new products are introduced. Your team is likely to encourage you to add more options. But paring down your supplier list often pays dividends.

Franchising USA

• As you reduce your supplier base, your purchasing power increases while the transactional costs of processing fewer vendors falls

promotional products, print, signage

• Relations often strengthen as more time can be devoted to select providers

costly, logistics challenge.

• Risk typically decreases as the firm can focus more time on ensuring compliance with fewer vendors Challenge your team to whittle down its active vendor list by 20 percent in 2020.


Drive users to a single online store

Physical assets such as apparel,

and POP kits are often widely located

across an organization, making inventory management and efficient distribution a

Posting all marketing assets on a single, personalized storefront that can be

accessed by authorized users makes ordering much more efficient and consistent.

Many suppliers will build and host such

a site for little or no investment. Ask your Marketing Supply Chain provider what they offer.


Improve brand compliance with a single location for all digital assets Multiple versions of flyers, collateral, and other materials--whether digital or printed-can vex many marketing departments. Your team may need to scramble across various distributed servers to find the latest version. Locating all of these assets, especially the digital ones, on a single online portal simplifies ordering and ensures the latest, approved versions are being used by your community.


Streamline workflow/ approval processes

Many marketing departments devote considerable time reviewing, editing, and approving ad-hoc marketing requests. It is estimated that an improved Marketing Supply Chain can save up to 25 percent of a marketing department’s time which can be devoted to other revenue-generating tasks.

“Many marketing departments devote considerable time reviewing, editing, and approving ad-hoc marketing requests. It is estimated that an improved Marketing Supply Chain can save up to 25 percent of a marketing department’s time which can be devoted to other revenuegenerating tasks.” An integrated portal through which submissions flow to the right team members for approval and editing is a big time-saver. Seek such a solution for your company.

with fewer vendors and more consistent


Chain. As you head into the next quarter,

Implement better reporting, tracking and allocating of costs Do you know where your materials are and what they cost you? A system that can track inventory and availability is critical, particularly for rush projects. A key part of improving the Marketing Supply Chain is tracking and measuring your spending, including ensuring that specific budgets track the right items and costs. A single integrated platform

workflows makes this task considerably simpler.

We’ve laid out 5 steps to improve the efficiency of your Marketing Supply

implement the steps that you believe

will pay the biggest dividends for your

company. Clayton Kendall can help. Our branded merchandise programs help

franchise communities scale rapidly, save money and better manage their

promotional items, signage, apparel and marketing pieces.

Visit us at or contact Clayton Kendall’s CEO Dan Broudy at 412-798-7120 Ext. 130.

Franchising USA


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Donnie Carr | President | Christian Brothers Automotive

Quality Over Quantity:

What It Means to Franchisors Although commonly used, the meaning behind the phrase “quality over quantity” is not always deeply considered. Specifically, in the franchising world, it is the franchisors who solely focus on quantity that do not succeed. Of course, steady growth is important – it’s the backbone of the franchise model. However, in order to achieve sustainable, long-term franchise growth, franchisors must consider the quality of each individual franchise candidate – that is, their expertise, values and benefit to the franchise – as well as the markets they are selecting for business.

It’s okay to be selective The successful expansion of your franchise will come as the result of a long-term investment in your franchise system to support sustained growth. To secure that foundation, you have to grow with the right people. The first step? Determine who those right people are. What are you looking for when pushing candidates through the sales funnel – business experience? Passion for entrepreneurship? Personal and professional values that align with your concept? These are all important aspects to consider when determining if a candidate will fit in with your franchise system for the long run. If you become discouraged with the time it takes to find your ideal franchise owner, that is the time to remind yourself that you are prioritizing quality over quantity for a reason. For example, at Christian Brothers Automotive, we have a low franchise candidate

One way to determine optimal locations for your franchise is to utilize available data. Then, conduct a bit of research on your own.

Franchising USA

acceptance rate because we want to make sure the people we choose to join our franchise family meet our standards. We specifically search for qualified prospects who have extensive team leadership experience at a management level as well sales experience, with a record of continued career advancement and upward mobility. Our selective process has led us to successfully expand the company to more than 215 locations in 30 states. Of course, your “ideal franchise owner” should be tailored to fit your business, but highly-driven individuals who embrace the support and resources of a franchise system to push their bottom line present a great place to start.

Set your “site” on success The need for meticulous franchise owner selection is not the only aspect in creating a solid franchise growth strategy. For franchise concepts with brick-and-mortar locations, there also needs to be an investment into a franchise’s site selection process in order to sustain long-term growth. So, what makes a good location for your franchise? Well, that depends on what you need from a location in order to benefit your concept. For example, Christian Brothers Automotive looks for sites with excellent access from the roadway, great visibility, local traffic and the right demographics. One way to determine optimal locations for your franchise is to utilize available data. Then, conduct a bit of research on your own. When Christian Brothers Automotive studies new locations in a market, our real estate department studies demographic and psychographic data to identify areas that have large clusters of our core customers. Once potential neighborhoods have been identified, a member of Christian Brothers Automotive’s real estate team drives every major thoroughfare in target areas in order to understand traffic patterns. Once our real estate department has narrowed down the potential sites to a dozen or fewer choices, they return and charter a helicopter to study potential sites from up high. By combining hightech databases with boots-on-the-ground

intelligence, the real estate department is able to recommend sites that are primed for success to franchisees. Finding a great location creates the market potential, and our outstanding business model actualizes that potential.

Bottom Line as a top driver When setting growth goals, it’s easy to get lost in the idea of expanding as quickly as possible. However, you can still gain the quantity, when you focus on the quality first. Determine your ideal franchisee and your prime franchise locations, and use that information while speaking to franchise candidates. Prioritizing this quality over the achievement of quick quantity will promote long-term sustainable growth for your franchise system for years to come. Donnie has served Christian Brothers Automotive as President since 2018, successfully expanding the company to more than 215 locations in 30 states. Dedicated to the mission “To glorify

Donnie Carr

God, by loving your neighbor as yourself,” Christian Brothers Automotive has firmly planted its roots in faith, honesty and trust, which have proven to be clear differentiators in the competitive auto services and repair industry, a $380 billion sector in the U.S. economy. Led by Donnie and its guiding principles, the Houston-based company delivers a variety of professional auto-care services including upkeep, maintenance and repair in prime markets across the United States.

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Leadership. Teamwork. Executing SOPs. Connecting veterans with education, resources and opportunities at

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Assisted Living Locators Assisted Living Locators provides the vital function to seniors and their families of identifying their ideal alternative living solutions and other related services – all at no cost to them. Our proprietary evaluation system results in free residential referrals that enable our clients to make the best possible decisions for their loved ones. Our elder care advisors are trained to find solutions that meet our clients’ needs and to personally accompany them on guided tours of facilities that match their individual preferences. Ours is a truly turn-key program that puts our owners on the path to success through a proven executive business model with high profit margins, low overhead, minimum employees,

Business Finance Depot

repeat referrals, and residual income. Even more importantly, many of the industry’s most desired areas of the country remain available for new development. If you’re aware of the unsurpassed value of the assisted living market, if you’ve always dreamed about the freedom and independence that business ownership could bring you, and if you’ve been waiting for the perfect, local, affordable opportunity to carve out your piece of the industry, Assisted Living Locators may be just the match you’ve been seeking. For more information please contact Mary Ann Russo or Tom Ingle at: Phone: 800-267-7816 Email: Website:

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

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

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

Website: Email: Phone: (800) 788-3884 Contact: Paul Bosley

caring transitions

with the hassles or laws that involve elderly medical care, though you might want to invest in knowing the companies that do supply such services in your area. Many times our services are needed in order to fulfill the lifestyle changes recommended by healthcare professionals, so putting your leads into contact with upstanding medical professionals can create a favorable impression that causes them to return to you for help with non-medical side of their changing circumstances.

Caring Transitions is a solution-oriented company, and we accomplish this by bringing three services under one roof that are normally all accomplished by separate companies. The three services we combine to provide unique solutions for our customers are: • Senior Relocation • Estate Sales • Downsizing & Decluttering One final thing – we are NOT a medical service company. As a franchisee, you will not be dealing

Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance.

Phone: 1-800-647-0766 Email: Website:

We provide marketing collateral, signage, POP displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and can be customized to the unique needs of your community. Customer service is our forte.

With a customized online store as the organizing principle, our websites give users the ability to purchase their advertising and marketing tools in one easy to use program.

Contact: Dan Broudy CFE, Chief Executive Officer Phone:412-798-7120 Email: Website:

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Excellent for branding and recognition.

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

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

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

FirstLight Home Care FirstLight Home Care offers comprehensive, inhome, non-medical and personal care services to seniors, new mothers, disabled adults and others needing assistance. FirstLight’s team brings more than 170 years of collaborative experience in health care, franchising and senior services, creating FirstLight’s Culture of Care foundation. The last 10 years, we’ve received numerous awards, most recently including ranking among Entrepreneur Top 500 Franchises, Forbes’ Best Franchises to Buy,

FranFund, Inc. A top IFA supplier and recognized as a top franchise funding supplier by Entrepreneur, FranFund, Inc. designs smart all-inone funding plans that grow with your franchise business. Whether you are considering leaving your current job to start a new venture or if you are looking to expand your existing operation – we are here to help. Based on your specific financial picture, we will work with you to design a funding plan that will set your business up for long-term success. We provide a free funding consultation and make sure you understand all of our program and service costs before you commit to anything. Our most popular funding programs are SBA loans and 401(k) business financing, which allows you to use qualified retirement savings tax-free and penalty-free. We also offer

Fresh Coat The average Fresh Coat on average earns 41.22% gross profit and $507,883.18 in revenue!* (*See Item 19 of our April 1, 2018 Franchise Disclosure Document for details. Based on data reported by franchisees that were open and operating full-time for at least 1 year for the period ending December 31, 2017 and that reported Gross Revenues and income statements. A new franchise owner’s results may differ. Our owners continually testify about the amazing amount of help they receive from our company. From coaching and onboarding, to marketing and operational support, we guide you every step of the way. Marketing Support & Operation Support – At Fresh Coat, our franchisees are constantly surrounded by support from both

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

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

& Franchise Business Review’s Top 200 Franchises for franchisee satisfaction. In the $80 billion home care, demand for our services already exceeds market supply in many areas. In 2015, the babyboomers turning age 65 in the U.S. reached 10,000 per day! By 2025, it will grow to nearly 72 million. We’re looking for people who are passionate and strive to provide exceptional service. If you want to make a difference in people’s lives while building a powerful business, THIS is this franchise for you. Phone: 866-985-4031 Email: Website:

conventional loans and other non-traditional solutions including unsecured loans, securities-backed loans, equipment leasing, and refinancing programs. By utilizing our franchise-specific pre-approval tool and cultivating an extensive network of lenders who are comfortable with the franchise model, FranFund’s loan approval rate is 99%. We believe delivering an exceptional customer experience is just as important as providing high-quality products and services and are proud of our high level of customer satisfaction. Contact: Tim Seiber, CFE Phone: 817-730-4500 Email: Website:

our Marketing Department and our Operations Team. We have national and local marketing initiatives and resources to drive customers to your place of business, and experts to guide and coach you for as long as you own your Fresh Coat franchise. Fresh Coat is committed to leading the painting industry by driving platinum level customer service delivered by a team of professionals and painting experts. To do this, our franchisees only hire the most skilled and experienced painters, allowing their franchise businesses to offer 6 unique services. Your painters provide positive experiences from the initial quote to final touch-ups. Phone: (513) 605-4877 Email: Website:

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

Home Technology Handyman As you know by now, the Home Automation industry is growing at record rates. All around the world, people are beginning view Connected Home products as an essential component of their lifestyle. They’re looking to integrate technology into their homes to make their lives easier, safer and more convenient. There’s no doubt that this industry will continue to grow. In effect, the need for connected home professionals to install and integrate this technology will grow right along with it. If owning your own Smart Home Franchise through Home Technology Handyman has piqued your interest, there’s never been a better time to see what we’re all about! What exactly does a Home Technology Handyman do?

International Franchise Professionals Group

We’re a home service provider, just like a plumber or electrician. Our technicians are the trusted resource for sales, service and installation of home technology products to customers of all income brackets. From basic service calls to turn-key projects, Home Technology Handyman can handle it all. Our most popular services include: • Connected Home Devices & Systems • Home Networking • Audio/Video Systems • Home Theater • Surveillance Cameras • TV Mounting • Remote Control Systems • Basic Lighting Control • Security Systems We want you to Take Control of Your Future! Contact Jack Beeckman at: Ph: 888-303-4191 Email: Website:

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

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

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

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

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


Lifted’s inventory exemplifies the brand’s serious commitment to quality products; but not without playful elements such as, the Lifted Candy Bar, where customers can choose from an array of CBD-infused sweets, treats and edibles. Lifted has an educational shopping experience where the sales team does not follow like a shadow, they lead as a guide. The aesthetics of the brand further lend themselves to the name with a sleek, modern FFE package and colors that are fresh and crisp. In every way, Lifted is truly an elevated experience.

Lifted, An Elevated Experience is a Hemp/CBD shopping experience. Stepping into the retail environment at Lifted, it only takes a few seconds to realize why the consumer’s needs are so readily met, as this is not the typical Hemp/CBD shopping experience. The space is laid out in such a way that the flow lends itself to making the most of the square footage - which is modest, by some retail standards and yet, is comfortable and inviting; creating ease and efficiency for hemp/CBD consumers of every experience level. This design also reinforces Lifted’s respect for the consumer’s time, as well as their own.

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

MONKEE’S FRANCHISING Monkee’s Franchising, LLC is a franchisor of upscale ladies’ boutiques specializing in shoes, clothing and accessories. Headquartered in Winston-Salem, NC, Monkee’s was founded in 1995 and has become one of the most successful organizations of independently owned boutiques in the Southeast. Our boutiques can now be found in Alabama, Florida, Kentucky,

Contact: Gary Gale Norris Phone: 336-477-3693 Email: Website:

nationwide. The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans. *“Highest Rated Chain-Value for the Money” based on a nationwide survey of quick service restaurant consumers conducted by Sandelman & Associates, 2007-2015. Phone: 800-553-5776 Email: Website:

North Carolina, Ohio, South Carolina, Tennessee, Texas and Virginia and we are excited as our growth continues nationally. Monkee’s is recognized throughout this region as a leader in providing the finest fashions from the world’s top designers. Contact: Troy Taylor Phone: 336-529-5200 Email: Website:

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Moran Family of Brands Moran Family of Brands is one of the nation’s leading franchisors of general automotive repair, transmission repair and automotive accessory centers. Based in Midlothian, Illinois, Moran Family of Brands provides specialty products and services in virtually every aspect of the automotive aftermarket through four individual brands and a total of more than 120 franchise locations nationwide including:

Nathan’s Famous, Inc. NEW YORK IS ALWAYS A GOOD IDEA, which is why - after over 100 years as one of New York’s most famous restaurant brands - anyone can walk into a Nathan’s Famous Restaurant anywhere in the world and experience the best of the New York Casual Food scene. Universally regarded as the “Flavor of New York”, Nathan’s Famous’ menu focuses on four food pillars: World-Famous Hot Dogs & Fries; Premium Subs, including Angus Ribeye New York Cheesesteaks by Pat LaFrieda; Best-in-class, cooked-to-order burger with our proprietary Best Burger Pledge™, and Hand-Breaded Chicken and Onion Rings. Our restaurant system includes over 250 restaurants

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

Office Pride Commercial Cleaning Services Office Pride Commercial Cleaning Services is one of the most respected full-service commercial cleaning franchise companies in the nation. Office Pride’s business was built on a strong set of core values that ensures business is conducted with integrity and that every customer receives the highest level of commercial cleaning and janitorial services. Our Values Make Us Different.® Office Pride was founded in 1992 by Todd Hopkins, who created the concept as an independent research project while working on his MBA at Butler University. He asked leaders of large cleaning companies what they would

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

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Mr. Transmission, “The Professionals”; Alta Mere “The Automotive Outfitters”; Milex Complete Auto Care centers and SmartView Window Solutions. For more information on Moran Family of Brands visit Contact: Ben Reist Phone: 800-377-9247 Fax: 708-389-9882 Email: Website:

worldwide, with adaptable, locally sourced menus and prototypes. Nathan’s Famous branded products are currently distributed globally, including packaged hot dogs, hamburgers, french fries, onion rings and more. Our world-famous hot dogs are served in a multitude of outlets, including movie theatres, bowling centers, cruise ships, and casinos. And with more than 28 billion views worldwide of our cult-favorite Hot Dog Eating contest last Fourth of July, Nathan’s Famous’ claim to the cuisine and culture of New York isn’t just authentic, it’s proprietary. Contact: James Walker Phone: 516-338-8500 Email: Website:

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

do differently, and he repeatedly heard how they would deliver “total customer satisfaction.” Using his research, started Office Pride, an industry leader whose spotless reputation earns rave reviews from franchisees, clients and competitors. Today, Office Pride has 137 franchises around the nation and is listed in Franchise Business Review’s Hall of Fame for its exceptional franchisee satisfaction ratings and is ranked among Entrepreneur’s Franchise 500. Office Pride provides a wide range of commercial cleaning services, including carpet cleaning, floor stripping and waxing, to offices and commercial facilities. Contact: Rich Helm, Director of Franchise Development Phone: 727.754.5990 Website:;

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

pool scouts

• Recurring revenue business

Backed by multi brand franchisor, Buzz Franchise Brands – winner of Inc. 500, Pool Scouts helps franchisees hit the ground running.

A Pool Scouts franchise is a business opportunity that can be run from virtually any home or office. We are talking to motivated people to operate Pool Scouts businesses across the United States. Individual territories or area development opportunities are available. Pool Scouts…Perfect Pools, Scouts Honor!

Pool Scouts is the franchise opportunity poised to make a splash in the industry. Here are some compelling attributes: • Fragmented market in a $3 Billion industry • Fast growing franchise opportunity • Low franchise fee and fast start up INC. has created a marketing system that is transparent and includes a community of real estate professionals who are empowered through technology – providing the customer with a true endto-end experience. We have reconstructed how real estate is bought and sold. We’re NOT real estate agents or brokers, we’re something very different, something we believe is much better. We provide sellers with all the tools required to successfully and confidently sell their property on

Re-Bath In an industry of independent home remodeling contractors, Re-Bath stands out as a unified, trusted national brand. Re-Bath is known for providing expert, affordable and effortless bathroom remodeling solutions that transform homeowners’ bathrooms in days, not weeks. We offer a spirit of innovation and an alternative to cover-up or overpriced remodeling. We handle both the design and the installation – it’s a branded, one-stop customer experience that the industry sorely needs. We are the go-to resource for bathroom remodeling in the markets our franchisees currently serve, and our national reputation strengthens as we continue to connect the dots across the country.

scooter’s coffee

Phone: 1-844-407-2688 Email: Website:

their own at a fixed rate, not a percentage of the value of the home. Ultimately, we help buyers and sellers avoid the high cost of commission by connecting directly. We have experience two decades of franchise success and along the way, have been honored with many awards and acclamations. Franchisees benefit from the knowledge and skill of our award-winning franchise system. Contact: Franchising Team Phone: 844-333-7017 Email: Website:

Of course, it helps to have the trust of renowned companies like Home Depot. Re-Bath is the nation’s largest complete bathroom remodeling franchise with presence in more than 150 cities and 43 states. The ideal candidate for Re-Bath should have sales, marketing, and/or management experience and be extremely results oriented. Construction knowledge is not required. You must have a minimum of $100,000 in liquid capital, and be ready to make a full-time commitment. Contact: Samantha Wilson Phone: 866-721-7761 Email: Website:

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

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

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

Phone: (402) 934-7284 Website: Email: Contact: Kelly Crummer- Franchise Development Manager


In times of crisis and changing business dynamics, SOCi empowers businesses to reach customers locally with urgent messaging that is relevant to current operations, offers, and opportunities.

SOCi is an all-in-one localized marketing platform built for multilocation businesses that allows them to post to social media networks, manage reviews, update online listings and deploy social media ads at scale, down to each location. Franchising USA

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StretchLab Founded in 2015, StretchLab is the first boutique health and wellness franchise that offers one-on-one assisted stretching services in a fun, energetic and communal environment. It is designed to increase mobility and flexibility, helping to reduce pain, decrease muscle aches, improve posture, reduce recovery time and enhance quality of life. Guided by highly-trained Flexologists™ in a one-on-one or group atmosphere, StretchLab is

Tuffy Tire and Auto In 1970, the first Tuffy Muffler shop opened in Detroit, Michigan. To keep up with changing times, we’ve changed and evolved too, from just a Muffler shop to an auto service center. Our service line up currently includes brakes, shocks, struts, springs, alignment, front-end, oil change, mufflers, tires, air conditioning, batteries, starting and charging, flush and fill, and C.V. joints. We take care of all your auto repair needs.

Contact: Martin Balcaitis Phone: (949) 326-9765 Email: Website:

our franchisees have played a key role in the success of Tuffy. Tuffy, is looking for customer focused, ethical business owners. With over 45 years in business, franchisees are provided a value proposition that includes a state-of-the-art management, sales and Technical Training, comprehensive marketing and advertising programs, national vendor partnerships, national and local support, a powerful brand proposition, a strong business model and on-going research and development.

Helping our franchisees to operate successfully and meet the challenges of today’s marketplace is the top priority for the Tuffy® Tire & Auto Service Centers. We provide our franchisees with a proven operating system, and as a result,

Contact: Travis Mulligan Phone: 800-228-8339 Email: Website:

Veterans Business Services

campaigns, news press releases, and online franchising e-magazine articles, VBS gets the message to qualified Veterans who are invested in starting a franchise.

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

Window World Window World®, headquartered in North Wilkesboro, N.C., is America’s largest replacement window and exterior remodeling company, with more than 200 locally owned offices nationwide. Founded in 1995, the company sells and installs windows, siding, doors and other exterior products, with over 16 million windows sold to date. Window World is an ENERGY STAR® partner and its windows, vinyl siding and Therma-Tru doors have all earned the Good Housekeeping Seal.

VBS supports service disabled Veterans who are enrolled in the self-employment track within the Veterans Administration and provides outreach efforts to transitioning military through TAP and ACAP programs. As a graduate business of the Entrepreneurial Bootcamp for Veterans (“EBV”), we also assist other graduates of EBV and provide coaching support through mentoring programs. VBS is where Veterans turn to make their franchise dreams a reality. Contact: James Mingey Phone: 202-349-0860 Email: Website:

Research Hospital®, which honored the foundation with its Organizational Support Award in 2017. Since its inception in 2008, the foundation has raised over $9 million for St. Jude. Window World also supports the Veterans Airlift Command, a nonprofit organization that facilitates free air transportation to wounded veterans and their families. Window World has flown over 100 missions and surpassed $1 million in flights and in-kind donations since it began its partnership with the VAC in 2008. For more information, visit or call 1-800 NEXTWINDOW.

In 2018, it was ranked “Highest in Customer Satisfaction with Window and Patio Door Retailers” by J.D. Power. Through its charitable foundation, Window World Cares®, the Window World family provides funding for St. Jude Children’s

Contact: Zach Luffman, Director of Franchising Phone: (336) 667-2100 Email: Website:

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Excellent for branding and recognition.

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

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revolutionizing the stretching industry through its approach to help clients of all ages, fitness levels, genders and sizes achieve deeper stretches that allow them to reach individual wellness goals. Headquartered in Irvine, CA, StretchLab is backed by Xponential Fitness, a curator of popular boutique fitness brands.

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

NOBODY GETS TO THE TOP BY ACCIDENT! We advise many of the top franchise owners in the world. You can get acces to the very same resources that build their empires at no cost!

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