Franchising USA October 2020

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Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 08, ISSUE 11, OCT 2020

WIN Home Inspection:

how this Innovative and Rapidly Growing Franchisor is Leading the Home Services Industry

right now is a great time to grow LATEST NEWS

special feature

trending franchises

FINANCIAL ADVICE FROM THE BANKS

three factors to consider before buying a franchise TOP LAWYERS’ ADVICE


Y�ur Nex� P�wer M�ve

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Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 8, ISSUE 11, 2020 president: Colin Bradbury. colin@cgbpublishing.com

Comments

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

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

managing editor: Diana Cikes. editor@cgbpublishing.com

advertising: vikki@cgbpublishing.com

Editorial team: Hayley Drew Sinead Horan-Webb Gina Gill Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: win Home Inspection

CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102

Welcome to our October issue of Franchising USA. With the weight of COVID-19 continuing to bear down on us all, sometimes it can feel like we’re just not moving forward and nothing ever changes. So in this issue, we are shaking things up and taking a look at what’s new in the franchising world. Check out our Trending Franchises feature on page 27 where our franchising experts explore everything from restaurant and fitness trends to service-based franchise trends, and we showcase businesses who are embracing innovations and new customer experiences. We want to celebrate those franchises taking a risk and embracing the new. But tried and true franchise models are also getting the spotlight this issue. And what could be a more intrinsic business model than one that focuses on home safety and property inspections? On our cover, we are pleased to feature WIN Home Inspection. Turn to page 10 to read about this innovative, fast-growing franchisor and read CEO Praful Mittal’s insights into entrepreneurship and building a successful home inspection business. In our Veterans feature we meet retired Army Veteran Darrin Lawrence, who, along with his wife May, owns and operates a FASTSIGNS franchise in Richardson, Texas. Darrin says he loved that this veteran-friendly signage company had a proven track record of helping veterans go into business for themselves, not by themselves.

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As always, readers will find plenty of franchising news, expert advice articles from our professional contributors, profiles pieces, and our A-Z franchise listing directory with all of the best franchise opportunities available right now.

Proud member of the IFA:

Enjoy the read!

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Vikki Bradbury & Diana Cikes Franchising USA

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

“Be prepared to ride the cycles and trends of life; success is never permanent, and failure is never final.” ~ Brian Tracy

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

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contents

october 2020

On the Cover 10 Cover Story: WIN Home Inspection: How this Innovative and Rapidly Growing Franchisor is Leading the Home Services Industry

10

27 Special Feature: Trending Franchises 16 Have Your Say: Three Factors to Consider Before Buying a Franchise 22 Expert Advice: Right Now is a Great Time to Grow

In Every Issue

14

6 Franchising News

Announcements from the Industry

32 Special Feature article: Four Unstoppable Franchise Trends Defying the Pandemic 45 Veterans in Franchising Supplement 57 A-Z Franchise and Services Directory

Expert Advice

18

14 Thinking of Adding Plant-Based Menu Options? PR Makes Your Brand Shine Heather Ripley, CEO, Ripley PR 18 Tips for Restaurants to Survive and Thrive During COVID Matt Vannini, President and CEO, Restaurant Solutions Inc. 22 Right Now is a Great Time to Grow George Knauf, Senior Franchise Business Advisor, FranChoice

22 Franchising USA

24 Election 2020: A Small Business Primer for the Presidential Race (and More) Sean Manning, CPA, CFE, Partner and CEO, Payroll Vault Brands


Have Your Say

24

16 Three Factors to Consider Before Buying a Franchise Mark Hemmeter, Office Evolution

Feature: Trending Franchises on the cover 32 Four Unstoppable Franchise Trends Defying the Pandemic

32

40 Pandemic Shifts Interest to Service-Based Franchises 36 Five Trends Rocking the Franchising World in every issue 28 Franchising News Announcements from the Industry 32 Feature Article: Four Unstoppable Franchise Trends Defying the Pandemic

36

Expert Advice 36 Five Trends Rocking the Franchising World Sarah Kulbatski, COO, JT Franchising 40 Pandemic Shifts Interest to Service-Based Franchises Rick Bisio, Franchise Coach, FranChoice 42 Four Restaurant Franchising Trends that are Winning Gary Norris, CEO and Founder, Norris Ventures

38

have your say 38 Fitness Franchising in the COVID-19 Era Roger Martin, Co-founder and CCO, RockBox Fitness

42 Franchising USA


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what’s new!

DRIVING SCHOOLS GENERATE SPIKE IN SYSTEM-WIDE STUDENT ENROLLMENTS to the citizens of Washington in a safe and socially responsible manner. “I’m proud of the fact that we were able to help so many small businesses stay open during the pandemic,” said Joe Giammona, CEO of The Driver Training Group, and a national leader in advocacy for driver education. Through its work alongside Washington state officials, The Driver Training Group was able to replicate its success in other markets. Its brands operate in, including South Carolina, Ohio and Colorado.

Not even the pandemic can slow down The Driver Training Group. The group, which is the parent company for 911 Driving School and SWERVE Driving School, recently announced an uptick in student enrollments.

A pioneer in the driving school sector,

at the onset of the pandemic, The Driver

Training Group partnered with Washington state officials to gain approval for webbased learning for not only all of its 911 and Swerve Driving Schools in the state of Washington, but for all driving schools in Washington. Its efforts allowed for driver education businesses to continue operating and sustain revenues while providing necessary training and services

“In addition to helping the driver education sector stand strong, we were able to share our internal processes, resources and technologies with small business owners in other industries to ensure the safety and security of everyone’s staff, students and our citizens.” www.franchising.com/ thedrivertraininggroup/

FROZEN YOGURT A SWEET RELIEF DURING PANDEMIC Yogurtland, the nation’s beloved self-service frozen yogurt franchise, has been on a mission to bring a smile to their community even during the toughest times. Through their Yogurtland Cares program, the brand has been coordinating frozen yogurt drop offs to Southern California hospitals, fire stations, at-risk youth and more, bringing a sweet treat to those that have been affected most by the trauma of COVID-19. What began as a small act of kindness has now manifested into a milestone for the brand. To date, they have donated over 73,000 ounces of frozen yogurt – and don’t plan on stopping there. “Our mission at Yogurtland is to spread joy throughout the community and that’s why we are honored to have partnered with California Love Drop to continue bringing smiles to those who need them most right now. Being able to deliver our frozen treats to the true heroes in our community has helped bring joy during these critical moments. We

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hope that our heroes who are tirelessly working were able to enjoy a sweet treat and that it brightened their day,” said Field Marketing Manager Melissa Luna. Yogurtland recently launched a donation page where fans can donate money to the cause of their choosing: www.yogurt-land.com/ylcares/


LONG TIME PATRON OF PJ’S COFFEE OPENS FIRST STORE First-time business owner Brittany Willis is diving into the world of franchising amid a global pandemic. In early March, while many were panicking about what would happen next, Willis was signing the deal to open her very own PJ’s Coffee of New Orleans.

thinking about how I really wish we had something like PJ’s back in the North Dallas area,” said Willis. “It was me looking at it as an unmet need and the fact that this is such a great brand. It was a no brainer once I used my experience as a coffee patron to assess all the potential opportunities.”

Willis is a long-time patron of iconic New Orleans coffee brand, PJ’s Coffee, having been raised in New Orleans. When she was deciding what her very first business endeavor would be, the choice was simple. Being a coffee aficionado and aware of the brands southern roots, hospitality, and overall success, she knew PJ’s Coffee was perfect for her.

However, not only is Willis facing the tasks of a first-time franchisee during a global pandemic, she is also introducing the brand into a newer market. This will be one of the very first PJ’s Coffee in the Dallas–Fort Worth community.

“Whenever I go home to New Orleans, PJ’s is one of my first stops, and I got to

“I consider myself to be a straight shooter, and I found the transparency from the PJ’s team so refreshing,” said Brittany. “They aren’t just looking to boost their numbers; they’re looking to find candidates that want

to join their family – they care about the culture and the success of their individual franchisees.” www.pjsfranchise.com

PATH OF A CEO’S HUMBLE BEGINNINGS LEADS TO FRANCHISE SUCCESS Daniel Stanton is the founder and CEO of Now Optics, a national fullservice retail optical company that operates the brands My Eyelab and Stanton Optical. From humble beginnings in the Midwest, Stanton learned the definition of hard work through various odd jobs like landscaping and roofing. During his sophomore year of college, he started to work nights at a local optical store and this is where he began to learn about the retail optical industry from the ground up. Stanton was a natural in his new role, jumping in by developing a successful sales process, which later was broadly applied to the company. At just 19 years old, with his business acumen and charisma, he was able to turn a failing store around within nine months. By the next year, he was running 60 stores in the market.

When that company was later sold, Stanton made a giant leap— he took everything he knew about the industry and vowed to make it better from a business perspective and for consumers to get eye care. Stanton Optical was born out of his basement in 2006. He quickly scaled the brand nationally and later created a franchise under the name My Eyelab. Today, Stanton’s brands operate over 185+ locations across 25 states and continues to experience rapid growth. This year alone, despite the pandemic, it’s expected to exceed $230 million in sales, deliver more than one million of its proprietary telehealth eye exams, and is on track to open 25 new stores in the next three months. Daniel’s franchise executive journey certainly exemplifies one that’s earned, not given. www.stantonoptical.com

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what’s new!

PET BOSS NATION LAUNCHES NEW MENTOR PROGRAM

Pet Boss Nation, a coaching business for pet professionals and pet business owners around the world, announced the launch of its new mentor program. The Pet Boss Mentors are a hand-picked group of business experts that are available for one-on-one live coaching sessions to provide advice and help pet industry professionals work through problems and unlock opportunities inside their businesses. This never before seen initiative in the pet industry will provide vital consulting aimed to help small businesses thrive during the challenging time they face today. “I spent the first five years in my pet retail shop chasing my tail. There was so much I didn’t know about running a business and being a leader. When I found the right mentor, everything changed,” said Candace D’Agnolo, CEO and founder of Pet Boss Nation. “Since then with the help of experts who’ve been there before me, I’ve successfully sold three businesses. You are your business’ #1 asset. When you invest in yourself, you always come out stronger. Whether you need help with inventory management, leadership coaching, content strategy, social media, licensing,

sales or more, Pet Boss Nation has the right Mentors to help your business and personal life thrive.” Candace D’Agnolo, offers a 90-minute video consultation to address businesses’ needs in the areas of: Retail + Pet Business Strategy, Developing Team, Live Social Selling, Identifying Gaps and Opportunities for Scaling. www.petbossnation.com/mentors

CHUCK E. CHEESE BRINGS FREE RESOURCES TO STUDENTS WITH KINDERGARTEN KICKOFF Chuck E. Cheese, the leader in family dining and entertainment, marked the start of school for kindergarteners across the country with a new Kindergarten Kickoff program, providing free video resources and All You Can Play cards to more than 70 thousand students in 14 school districts. “Starting kindergarten is one of the most exciting milestones in a child’s life, but this year, with remote learning, thousands of new students are missing out on all the fun and celebration this special time usually brings,” said CEC Entertainment Chief Marketing Officer Sherri Landry. “At Chuck E. Cheese, we want to help kids continue to be kids and celebrate America’s littlest learners with our Kindergarten Kickoff program.” Participating school districts—including Florida’s Orange County Public Schools, Atlanta Public Schools and St. Louis Public Schools—received a collection of entertaining and enriching videos featuring Chuck E. and friends, with topics ranging from art tutorials and music exploration to silly songs and age-appropriate Spanish lessons. Each kindergartener in the partner school districts also received a complimentary 30-minute All You Can Play card,

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encouraging safe and distanced in-person play at their nearest Chuck E. Cheese location.

More information about Chuck E. Cheese and links to additional video resources are available at www.chuckecheese.com/family-fun


REMOTE WORK BRINGING SURVEILLANCE SECURE PROVIDING VITAL CYBERCRIMINALS BACK SOLUTIONS AMID TO BRUTE FORCE COVID-19 Verizon’s 2020 Data Breach Investigations Report has found that over 80 percent of breaches caused by hacking involved brute force or the use of lost or stolen credentials. A bruteforce attack is a method hackers use of trying every possible password until the right one is found, ‘forcing’ their way into private accounts. This attack method is old, but still effective. ‘Brute-force attacks rely on users having weak or guessable credentials. The simplicity and number of potential targets make brute-force attacks very popular,’’ said Chief Technology Officer at NordVPN Teams Juta Gurinaviciute. Brute-force attacks are often used to target devices on remote networks to obtain personal information such as passwords, passphrases, usernames, personal identification numbers (PINs), and emails. Hackers will then attempt to profit from the access by spamming, distributing malware, or phishing unsuspecting victims. With the rise of remote work due to COVID-19, many brute-force attacks have been attempting to exploit the Windows remote desktop protocol used by network administrators to remotely manage Windows systems. The number of attacks in the US amounted to around 200,000 before the pandemic and surpassed 800,000 in mid-March. In April, it reached 1.4 million. “It comes as no surprise that bad actors now direct brute-force attacks towards individuals. Users working from home don’t have the extra layers of protection provided by their offices or enterprise systems, making them much easier targets. Many users also choose weak passwords, which are relatively easy to compromise using simple brute-force techniques,” added Gurinaviciute. Signs of a brute-force attack can include: the same IP address unsuccessfully trying to log in multiple times, many different IP addresses unsuccessfully trying to log in to a single account, and multiple unsuccessful login attempts from various IP addresses in a short time period. Avoid brute-force attacks by using stronger passwords and not reusing them, updating easy-to-guess URLs, enforcing user locking after a several unsuccessful password attempts, setting up two-factor or multiple-factor authentication, putting the website behind a web application firewall (WAF), installing a virtual private network (VPN) gateway, and encrypting data on devices used for work. Above all, companies should take the time to train employees on the basics of digital security.

As the COVID-19 pandemic continues to alter the way businesses operate, Surveillance Secure—a security integrator that consults, designs, installs and supports a full range of enterprise-grade technology for commercial clients— is helping businesses maximize their current technology systems to keep employees and customers safe. “COVID-19 has posed a lot of problems to nearly all of our clients,” said CEO and founder Kim Hartman. “Many people don’t understand the power of the security technology they have in their businesses, so our primary goal has been helping them understand that their surveillance system can do more than just prevent shoplifters, it can help you monitor customers to ensure social distancing, or in the case of thermal cameras, identify customers who may be at risk of having COVID-19.” Since the beginning of the pandemic, Surveillance Secure has been helping businesses across a variety of industries—including offices, retail stores, cannabis dispensaries, hospitals and even churches— use technology to safely bring back customers and employees. The brand is utilizing technology like thermal cameras, video analytics, and no-touch access control to remove touchpoints in businesses and decrease the likelihood of spreading COVID-19. One of the many industries Surveillance Secure has helped over the past several months has been the legalized cannabis industry. “Dispensaries were declared an essential business at the start of the pandemic,” said Hartman. “It has been our responsibility to help dispensaries throughout our region transform their business model and work to become drive-thrus that are safe for both the business and the customer. This is just one example of how our concept has been working to provide business solutions to a variety of industries throughout the pandemic.” With two locations already operating, the Maryland-based franchise is poised for growth and plans to open up to 10 new locations per year, starting in 2021, with an initial focus on the east coast. www.surveillancesecurefranchise.com

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W I N H O M E I N S PECT I O N

WIN Home Inspection:

how this innovative and Rapidly Growing Franchisor is Leading the Home Services Industry “I’ve heard from many WIN franchise owners that the right opportunity for an entrepreneur can transform life,” says Praful Mittal, CEO of WIN Home Inspection, the fastest growing franchise in the multibillion-dollar home inspection industry. “Virtually all WIN franchise owners had no prior experience in home inspection. However, our rigorous training, continuing education, technology and marketing support provide entrepreneurs a launchpad for a quick start to build a thriving business.” “WIN grew rapidly even during the pandemic,” added Will Rosler, Director of Operations. “We train and certify our franchise owners in a number of services in addition to home inspection, which makes them a rare one-stop solution in their community while increasing earnings from each inspection.”

Franchising USA

The following is an excerpt from an interview with Praful Mittal in which he shares his insights about entrepreneurship and building a successful home inspection business. Franchising USA: Why should someone choose the home inspection industry to start their own business? Praful Mittal: Home inspection is an essential industry that is critical to our economy. A home inspection is an examination of the visible components of a home including structure, foundation, roof, HVAC, electrical and plumbing. Most home inspections are performed for buyers and sellers of homes, making this an ideal career choice for entrepreneurs looking to serve their communities while building a thriving business.


There are over 125 million households in the US, and nearly 7 million existing and newly constructed homes are bought and sold every year. The necessity and sheer size of the home inspection industry makes it recession resistant. Moreover, there is no financial stress of inventory, office space or storefront. Conducting a home inspection is not as physically demanding as many other trades. Lastly, home inspection is fantastic for entrepreneurs who want growth, freedom and flexibility while helping others.

with a relentless focus on ongoing personal and professional development of our franchise owners. And when it comes to launching a new WIN business, our detail-oriented approach provides a strong foundation for lasting success. “The WIN Way has backed it up in the way they’ve trained us and implemented their business plan in the local areas. I’ve found it’s really the best way to serve our local community.” - Tripp Graziano, WIN Franchise Owner

“Home Inspection industry combines two things I am passionate about, homes and customer service. There is very little overhead, so I can focus on working with clients instead of inventory.” - Mat Cyr, WIN Franchise Owner

Franchising USA: You mentioned that WIN Home Inspection has been experiencing significant growth. What are the factors behind WIN’s success? PM: There are several reasons behind WIN’s explosive growth. It starts with a culture of selfless service, integrity and transparency. Our exceptional support attracts savvy entrepreneurs who are interested in the independence that comes with owning your business without the headaches of having to build everything. We have an outstanding training program

Franchising USA: What is the typical profile of those who join WIN as franchise owners? PM: Our franchise owners come from all walks of life. They are veterans and first responders. Others have backgrounds in sales, corporate roles, real estate, construction, engineering, skilled trades, and a variety of other industries. However, they all share several attributes. They are looking for freedom and flexibility that comes with owning a business. They are interested in personal and professional fulfillment in an industry that requires very little capital to get started. They have no prior experience in conducting home inspections. They want to partner with a credible brand like WIN because of our exceptional support for training, marketing, operations and technology. Another trait our franchise

owners share is that they enjoy meeting and helping others, while building a thriving business and legacy, often with the involvement of family members. “After researching, I loved the integrity of the company and what WIN stands for. My husband and I had been looking to buy a franchise, and this opportunity was perfect for us.” - Erica Miller, WIN Franchise Owner

Franchising USA: Does WIN have any special program for veterans and first responders? PM: Nearly one-third of all WIN franchise owners are veterans and first responders. They represent the Army, Marine Corps, Navy, Air Force, and Coast Guard, as well as Law Enforcement, Fire, and EMT. Their discipline, leadership skills and teamwork help them build rewarding businesses with WIN. Through our WIN for America program, we offer significant support to our veterans and first responders, including a 25% discount off the initial franchise fee. This is our way of thanking those who serve and protect. “The WIN for America program is a fantastic opportunity for veterans. WIN has a process and a system in place that people can really just run with.” - Jessica Price, WIN Franchise Owner

Franchising USA

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W I N H O M E I N S PECT I O N We have been leading the way with digital marketing well before the pandemic, and our expertise helped our franchise owners grow even during the pandemic. Franchising USA: Do you have any advice for entrepreneurs looking at WIN or franchising in general? PM: Start with an industry you can see yourself in for the next 10-20 years. Is the industry stable and growing? Know the estimated cost of starting your business and make sure you can afford the investment.

Franchising USA: What support do you provide to your franchise owners? PM: We offer comprehensive support to help our franchise owners in their goals for growth, flexibility and independence with business ownership. Our rigorous and ongoing training helps our franchise owners develop deep expertise in home inspection and ancillary services.

Second, our franchise owners get access to highly customizable digital and print marketing to stand out and grow their local brand. From custom videos and email campaigns, to social media, to original and authentic print materials, WIN Home Inspection is leading the way in the home inspection industry. Third, our compliance program is adapted to account for various state laws and regulations. Lastly, we offer virtually an end-to-end technology infrastructure to support daily operations. Franchising USA: How has the pandemic affected WIN Home Inspection?

“At WIN, we continue to invest heavily to help our franchise owners learn new skills, gain certifications and provide exceptional service.” -Shubha Gangal, VP Training and Development

PM: At WIN, we are not only a part of the evergreen and essential home inspection industry, we are also one of the largest and the fastest growing in the industry. While many franchisors have been at a crossroads due to the pandemic, WIN grew significantly. According to research, there is an expectation for increased activity in home buying as people are realizing the importance of dwellings compared to office space.

Speak with franchisors, do your research, and follow your instincts. Make sure you understand how saturated the franchise is and whether they have an attractive territory for you. Is the franchisor taking a real interest in patiently and authentically answering your questions? “We looked at several home inspection franchises and had a good feeling that WIN was better than any other. After we got a peek behind the curtain, our feelings were confirmed.” - Jeff Starr, WIN Franchise Owner

It’s also important to understand the support for training, marketing and operations. Be wary of joining a franchise that offers little to no specifics on how they will help you succeed. If something does not add up, it probably won’t. You should find the right fit for you and your objectives. WIN Home Inspection is the fastest growing and one of the largest franchisors in the multibillion-dollar and essential home inspection industry. We help our franchise owners build thriving businesses with exceptional support for training, marketing, and operations. We have a national presence, and territories available in all 50 states. Please visit WINFranchising.com or click here to learn more. The information herein does not constitute an offer to sell a franchise. The offer of a franchise can only be made through the delivery of a franchise disclosure document. Moreover, we will not offer or sell franchises until we have delivered a valid franchise disclosure document to the prospective franchisee in compliance with applicable law. © WIN Home Inspection is a registered trademark of World Inspection Network International LLC and franchisor of home inspector services. All rights reserved.

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Get the App WIN Home Inspection:

HOW THIS INNOVATIVE AND RAPIDLY GROWING FRANCHISOR IS LEADING THE HOME SERVICES INDUSTRY “I’ve heard from many WIN franchise owners that the right opportunity for an entrepreneur can transform life,” says Praful Mittal, CEO of WIN Home Inspection, the fastest growing franchise in the multibillion-dollar home inspection industry. “Virtually all WIN franchise owners had no prior experience in home inspection. However, our rigorous training, continuing education, technology and marketing support provide entrepreneurs a launchpad for a quick start to build a thriving business.”

The following is an excerpt from an interview with Praful Mittal in which he shares his insights about entrepreneurship and building a successful home inspection business. Franchising USA: Why should someone choose the home inspection industry to start their own business? Praful Mittal: Home inspection is an essential industry that is critical to our economy. A home inspection is an examination of the visible components of a home including structure, foundation, roof, HVAC, electrical and plumbing. Most home inspections are performed for buyers and sellers of homes, making this an ideal career choice for entrepreneurs looking to serve their communities while building a thriving business.

There are over 125 million households in the US, and nearly 7 million existing and newly constructed homes are bought and sold every year. The necessity and sheer size of the home inspection industry makes it recession resistant. Moreover, there is no financial stress of inventory, office space or storefront. Conducting a home inspection is not as physically demanding as many other trades. Lastly, home inspection is fantastic for entrepreneurs who want growth, freedom and flexibility while helping others.

with a relentless focus on ongoing personal and professional development of our franchise owners. And when it comes to launching a new WIN business, our detail-oriented approach provides a strong foundation for lasting success. “The WIN Way has backed it up in the way they’ve trained us and implemented their business plan in the local areas. I’ve found it’s really the best way to serve our local community.” - Tripp Graziano, WIN Franchise Owner

“Home Inspection industry combines two things I am passionate about, homes and customer service. There is very little overhead, so I can focus on working with clients instead of inventory.” - Mat Cyr, WIN Franchise Owner

Franchising USA: You mentioned that WIN Home Inspection has been experiencing significant growth. What are the factors behind WIN’s success? PM: There are several reasons behind WIN’s explosive growth. It starts with a culture of selfless service, integrity and transparency. Our exceptional support attracts savvy entrepreneurs who are interested in the independence that comes with owning your business without the headaches of having to build everything. We have an outstanding training program

Franchising USA: What is the typical profile of those who join WIN as franchise owners?

“After researching, I loved the integrity of the company and what WIN stands for. My husband and I had been looking to buy a franchise, and this opportunity was perfect for us.” - Erica Miller, WIN Franchise Owner

Franchising USA: Does WIN have any special program for veterans and first responders? PM: Nearly one-third of all WIN franchise owners are veterans and first responders. They represent the Army, Marine Corps, Navy, Air Force, and Coast Guard, as well$5.95 www.franchisingusamagazine.com as Law Enforcement, Fire, and EMT. Their discipline, leadership skills and teamwork help them build rewarding businesses with WIN. Through our WIN for America program, we offer significant support to our veterans and first responders, including a 25% discount off the initial franchise fee. This is our way of thanking those who VOL 08, ISSUE 11, OCT 2020 R FRANCHISEES serve and protect.

Franchising USA

PM: Our franchise owners come from all walks of life. They are veterans and first responders. Others have backgrounds in sales, corporate roles, real estate, construction, engineering, skilled trades, and a variety of other industries.

However, they all share several attributes. They are looking for freedom and flexibility that comes with owning a THE MAGAZINE FO business. They are interested in personal and professional fulfillment in an industry that requires very little capital to get started. They have no prior experience in conducting home inspections. They want to partner with a credible brand like WIN because of our exceptional support for training, marketing, operations and technology. Another trait our franchise

“WIN grew rapidly even during the pandemic,” added Will Rosler, Director of Operations. “We train and certify our franchise owners in a number of services in addition to home inspection, which makes them a rare one-stop solution in their community while increasing earnings from each inspection.”

Franchising USA

owners share is that they enjoy meeting and helping others, while building a thriving business and legacy, often with the involvement of family members.

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W I N H O M E I N S PECT I O N

“The WIN for America program is a fantastic opportunity for veterans. WIN has a process and a system in place that people can really just run with.” - Jessica Price, WIN Franchise Owner

WIN Home Inspection:

Franchising USA HOW THIS INNOVATIVE AND RAPIDLY GROWING FRANCHISOR IS LEADING THE HOME SERVICES INDUSTRY

RIGHT NOW IS A GREAT TIME TO GROW LATEST NEWS

SPECIAL FEATURE

TRENDING FRANCHISES

FINANCIAL ADVICE FROM THE BANKS

THREE FACTORS TO CONSIDER BEFORE BUYING A FRANCHISE TOP LAWYERS’ ADVICE

www.franchisingusamagazine.com


ex per t advice

Heather Ripley | CEO | Ripley PR

Thinking of adding plant-based menu options? PR makes your brand shine

Rather than look at plantbased food as a trend, think of it as a health and lifestyle movement that’s not going anywhere but up. All you have to do is look at the list of fast food and fast-casual franchise brands that are adding plant-based food options to their menus. It’s a growing list containing some of the most successful franchise brands like Blaze Pizza, Burger King, Hooters, Melting Pot and Taco Bell.

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Heather Ripley

Americans are embracing, and loving, plant-based food options. Numbers don’t lie, and according to the Plant Based Foods Association, sales of plant-based meats continue to increase while animal-based meat sales continue to decline. The most recent figures show that even during the COVID-19 pandemic, plant-based meat numbers were up 149 percent over last year’s sales. More importantly, the consumers buying meat-free products aren’t only vegan or vegetarian. The vast majority still eat meat, but they also want to eat better. And in light of recent meat shortages and illnesses linked to animal meat, more Americans are looking for plant-based alternatives for safety reasons. A survey by Rethink Priorities and the Humane Society of the United States in May revealed that 52 percent of the respondents thought the food industry should focus more on meat-free foods. If your franchise restaurant or fast food brand isn’t already investigating how to add vegan options to its menu, it’s time to start. If your franchise does offer vegan or meatfree items, now is the time to let consumers know that your brand gives them choices. There are many ways to promote your vegan and plant-based menu items to the public, but in the competitive world of restaurants and fast food franchises, you’ll need to be more strategic and more persistent than everyone else. Some restaurants have been hit hard by COVID-19, but franchise restaurants that were able to change quickly and adapt to shifts in the marketplace and in consumer food preferences were able to do OK— some even prospered. The key is presenting

“If your franchise restaurant or fast food brand isn’t already investigating how to add vegan options to its menu, it’s time to start.” your plant-based menu news to the right audience, at the right time, and on the right platform. The best way to get noticed is by working with a respected franchise public relations firm that specializes in vegan and plant-based businesses. Public Relations draws attention to your plant-based menu items by: • helping your brand obtain earned news coverage in high-profile publications and online platforms (news is trusted far more than paid advertisements) • mapping out your strategic campaigns so that all platforms are in sync and work together to create a cohesive PR plan of action that delivers a successful return on investment • positioning you and your franchise as industry experts, helping your brand gain industry trust and admiration through speaking engagements and interviews in established industry channels • directing your franchise brand’s social media image and perfecting your reputation with your target audience. Expertise in the franchise world and in vegan businesses is important for your communications team because they already know your business, have deep industry relationships, and can get your story before the people who are interested in hearing it.

There are a lot of PR experts who work with businesses to raise awareness and increase the potential for boosting your top line, but be sure the PR firm you hire has credentials to back up what they say. Not all are created equal, and in an increasingly competitive marketplace like vegan and plant-based foods, some firms may be hoping to increase their vegan client base without having real-world experience in this growing industry. Before you make the final decision about your PR partner (and I recommend you treat your PR firm as a true business partner) check with the agency’s clients, read testimonials, and review the work they have done with franchise businesses you are familiar with. Vegan and plant-based PR is a very specialized discipline, but the right PR partner can differentiate your business from the competition and make your brand stand out. Heather Ripley is CEO of Ripley PR, a global public relations agency specializing in B2B and franchising. Orange Orchard, a division of Ripley PR, champions franchisors that cater to environmentally-conscious consumers. For additional information, visit www.ripleypr.com or www.orangeorchardpr.com

Franchising USA

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H AVE YOU R SAY

Mark Hemmeter | Office Evolution

Three Factors to Consider Before Buying a Franchise

Mark’s granddaughter is the youngest member of Office Evolution’s Ohana (Hawaiian for family). She’s the youngest “Dreamer, Risk Taker and Doer.”


lifestyle under your new franchise? Will you be stepping away or leaving your current job to run your new franchise? Do you like taking a hands-on approach and want to be involved in the day-to-day operations of your concept? Or do you want to continue working at your current job and have something that can provide you with some semi-passive income? Having clear expectations can help lead you to the right opportunity.

Being a franchise owner is an incredibly rewarding experience, and there are plenty of things to consider prior to becoming your own boss and running your own business. Here are three key factors we discuss with our prospects prior to them joining Office Evolution.

1

Culture is Key

When I meet candidates at our Join the Ohana Day (Discovery Day for other brands), I read our core values speech. At the end of the speech I will say, “If you couldn’t wait for that to be over or if my message did not resonate with you, then you are in the wrong place.” Culture is that important to us. It is core to the success of our brand. I’m proud to say nearly all of our candidates sit forward on their chairs, smile, engage, and want to learn more about us. A franchise system and a franchisor’s culture are completely intertwined and inseparable. Many candidates focus only on the franchise system, only to find out later that the culture is just as important, if not more important. When you buy into a franchise system, you are buying into that brand’s mission and values, which is why it is paramount that you take time to speak with the franchisor and other franchisees about the brand’s culture. These conversations will help you see how

you connect with others in the system and will provide perspective about what the brand views as important. Our brand is about so much more than providing a flexible office space close-tohome for our members. It is about being there to support one another—from the corporate office to our business center managers, all the way through to our members. The idea of collaboration, compassion and support is in our DNA and a big reason why we were able to stay open and even expand during COVID-19. Make sure the franchise you are partnering with doesn’t just say they have a culture, make sure their culture plays a role in everything they do, whether that is the onboarding process or how they handle customer service; ensuring you are a good fit with the franchise system is vital to starting off a business relationship successfully.

2

Choose a Franchise that Fits your Lifestyle

We built our model to fit in the lifestyle of our target candidates. Ours is a semiabsentee, single professional-employee, B-to-B, Monday-Friday, 8am to 5pm model. Our franchise owners are typically parents who are connected with their children and their community. They are seeking an investment that allows them to make money while taking care of what matters to them personally. There are thousands of different franchise concepts and models to research prior to buying a franchise and your lifestyle is a major deciding factor for which franchise best fits you. How do you envision your

3

Choose an Opportunity that Supports your Financial Objectives Let me be clear, our franchisees are not going to get rich overnight with our model. If you want fast cash, with a bit of risk, there are a lot of opportunities to consider. Depending on your financial situation and goals, there are a plethora of factors to consider when looking at the financial aspect of owning a franchise. What are the initial investment costs? How will I finance my business? What are the inventory costs? How are royalty payments structured? All of these questions are important to answer by working with your financial planner and your bank, but it is also important to take into account how your money will be spent. At Office Evolution, our concept offers franchisees a 93 percent recurring revenue model. Since it is membership-based, there is a steady stream of income from the members at Office Evolution locations. Additionally, there are no major inventory costs since you aren’t having to stock food or keep specific products on hand. This cuts down on costs and allows your investment to work directly for you, rather than having to keep spending a certain amount each month for inventory. Franchising helps thousands of people make their dream of business ownership a reality. Consider these three factors to help ensure you are a good fit for the business culturally, financially, and for your lifestyle. By making sure the concept aligns with who you are as a person, you are taking the first step towards being a successful business owner. To learn more about Office Evolution, visit: www.officeevolution.com

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Matt Vannini | President and CEO | Restaurant Solutions Inc.

Tips for restaurants to and thrive during COV

Throughout the pandemic, operators have been forced to make the heartbreaking decision to lay off team members, many of whom were like family. They’ve lost tens of thousands of dollars and their restaurants look like a shell of their former selves, all while wondering how long their PPP money will last.

Franchising USA

Owners and operators are bruised and beaten up, but by no means counted out. Creativity and tenacity got many operators into this business and that’s what it’s taking to get them through this crisis. They also need to determine facts versus fiction. Fiction: “National chains are filing for bankruptcy; if they can’t make it there’s no way an independent can either.” This statement is ridiculous. When it’s known that a group is filing for bankruptcy, operators need to ask themselves what strategy was being executed.

Most bankruptcies made by corporate restaurants are done by design in order to renegotiate leases and corporate contracts. The clause for renegotiation of contracts is usually buried somewhere deep in the terms and conditions and it’s a very effective way of getting all parties to the table at one time. Fiction:“Ghost kitchens and delivery services are going to be the only way to order food in the future.” Seriously?! That’s also ridiculous. RSI’s data from the last financial crisis clearly demonstrated that independent restaurants


survive COVID

“Creativity and tenacity got many operators into this business and that’s what it’s taking to get them through this crisis.”

industry have prepared them to overcome what the pandemic has and will throw at them. Fact: “Many restaurant owners had limited cash or were severely undercapitalized when they first opened.” It wasn’t magic that they became successful operators, they were forced into their success by their fear of failure. All operators should accept their fear, fully embrace it, and plough forward.

thrived during periods of crises. Guests are far more sparing with their money, and they feel more connected to their communities when they spend it at local neighborhood restaurants. This speaks directly to the pandemic. Fact: “The only experience that any restaurants have similar to a pandemic is when they were opening for the first time.” It’s the last time where the operator had no sales and cost history, no brand awareness, and no consumer base. Restaurant operators need to believe that their past experiences and obstacles within the

Fact: “Operators don’t take percentages to the bank, they take dollars, and if they don’t have a handle on their dollars, they’ll have 0% chance of success.”

Matt Vannini

Now that it’s apparent what’s fact versus fiction, restaurateurs can capitalize on success by focusing on the facts, and a few strategies that clearly position a business for survival as well as a successful comeback (don’t call it a comeback).

seating or 50 guest restriction, it’s important to understand the top line revenue potential using these limitations. The minimum achievable costs (breakeven) can be determined by an accurate revenue model.

Circling back to the million-dollar question “how long can an operator’s PPP money last?” There’s only one way of making PPP money last and that’s strategy #1: Understanding revenue generated per seat, not by square foot, as it’s traditionally done.

This brings us to our strategy #2: Unleash the Creativity. Understanding potential revenue and related costs will allow operators to just that.

Because restaurants have a 50 percent

Hint (and strategy #3): Every HGTV remodel show starts with five minutes of determining the budget. If it’s good for them, it’s essential for a restaurant owner.

Franchising USA

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Matt Vannini | President and CEO | Restaurant Solutions Inc.

“Guests are far more sparing with their money, and they feel more connected to their communities when they spend it at local neighborhood restaurants. This speaks directly to the pandemic.” temporarily or permanently reduce costs and fees. Vendors know better than the operator what’s available. Leave it to them to do the work and ultimately use their knowledge of what others have done. This is the time where it’s essential that operators are honest with themselves and their abilities. If an operator isn’t a numbers person or if they don’t like to negotiate, remember the business, team members and community who depend on it. If an operator doesn’t know how to, or can’t do it; find someone who can. Hint: Many hospitality-focused companies have the resources available that enable them to provide restaurateurs with specific guidance dedicated to survival and success. Examples include: 1. PPP loan management: There are constant changes in the forgiveness rules, the reporting and the payback. Also, they will have banking and lending relationships that can prioritize small businesses in the event that a second wave of relief is available. 2. Tax and Social Security deferral strategies.

Here’s why: 1. Operators will have the freedom to determine whether closing their dining room and moving to an online model will be successful. They’ll know if the costs associated with modifying their business is worth the expense.

down in order to achieve costs that ensure profitability. 4. Operators will know how many and

at what cost they can bring back their

team members. Many operations have increased wages for team members they’ve been able to bring back.

2. Operators will know exactly how much revenue they’ll need from a delivery service in the event they attempt a blended approach.

5. Operators will know which expenses

3. Operators will know whether their business needs to have its menu paired

giant savings by calling their vendor

Franchising USA

need to be negotiated. Hint: It’s not

always the big, non-recurring ticket

items. Many times, operators can find partners and asking them for ways to

3. Lease negotiation strategies: It takes more than calling a landlord and asking for free rent. Working with someone who knows restaurants can make all the difference in a landlord’s belief in a restaurant’s success. A fourth-generation restaurateur who has operated and sold three restaurants, Matt Vannini is president and CEO of Restaurant Solutions Inc., one of North America’s most respected restaurant consulting and accounting firms. RSI is more than just back-of-house software and management tools; the company embraces the belief that training and education must be incorporated into the system for effective integration to occur. www.restaurantaccountingservices.com


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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!

Contact George Knauf to Start Building Your Empire TODAY! www.MyPerfectFranchise.com Franchising USA


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George Knauf | Senior Franchise Business Advisor | FranChoice

Right Now is a Great Time to Grow Historically, tumultuous times offer the greatest waves of opportunities for entrepreneurs. The needs of businesses and consumers change in ways that are not always served in the prior months or years. It is a common inclination among many people to hunker down, hide and get very conservative when markets are undergoing challenges or change. Doing that may ensure you miss the greatest opportunities in years. Yes, there are some challenges in the market today, but there are challenges in every market. If challenges stop you from growing, you will never take the steps to realize your goals. When you run into something that causes

Franchising USA

you to pause, what you are often missing is information that will help you choose a path that may get you through or around that issue. By simply seeking out that information, you will be outperforming many potential competitors in a market. This is why opportunity is limited when the market is good. The path is clear and easy, so everyone is willing to jump in and play. The field ends up being crowded, the costs are higher, employees are hard to find, real estate is scarce and expensive, and more businesses are dividing up the rewards.

George Knauf

When times are more challenging the competition thins out, cost of doing business often goes down, and customers are very appreciative that you were there to serve them.

Both have wants, things that they would pay for out of disposable income, but we may want to hold off on those and focus on needs for now.

While we don’t know what will happen with the employment scene or the stock market over the coming year or two, we do know that we can identify specific needs that consumers and businesses have, no matter how challenging the market gets.

Keeping in mind that businesses are not like jobs, in the sense that you can have more than one at a time, we should also focus on portfolio building over time. This is far better than looking at just one brand. With this diversified approach we


“Yes, there are some challenges in the market today, but there are challenges in every market. If challenges stop you from growing, you will never take the steps to realize your goals.”

can build an empire that fills the needs of customers in both strong markets and more challenging ones. As you look at franchise options, imagine the customer for that business. Are they buying in both strong and challenging markets? What motivates them to buy? Is it need-based categories like food, shelter, health or safety? We all have to live, eat and work. All of the core services we have always relied on—like plumbing, heating and air conditioning, locksmiths, windows, garage doors, roofing and cleaning services—are still core services today. Some are even more in demand.

It isn’t just the franchise owners growing in their local communities. National franchise brands are growing fast as people are looking for ways to advance their careers in ways they can control. Employees simply don’t feel very secure in their jobs anymore. When they are confident they have the skill sets they need to succeed, they want to put them to use building their own empires, not someone else’s.

I have talked to franchisors and franchisees as well as our past candidates about this. I can tell you that there are very identifiable pockets of activity, even growth, in our current economy. They cross into every category, even food and retail businesses.

We are moving into a period with potential for a massive shift from corporate employment to self employment or franchise ownership. This shift may be compounded by current market conditions. Franchisors, lenders and other industry support professionals are all ready to keep up.

The focus, however, has narrowed. You want certain brands. Not all brands have stepped up to the challenge. Doing your homework can help you narrow the field. Reading this is a start. So can calling someone like me that has been in the arena for decades.

Look for the underserved gaps in your market, do your homework, seek advice,

If you have good experience in management, sales or other operational skills, then you may be an outstanding candidate to be the CEO of your own franchise empire!

don’t worry what your neighbors think of the business and most of all, be sure the role of the owner is a great fit for you. The current market will improve on the horizon, opportunities for great team members, fair priced real estate, and much more will abound. It is always a good time to be looking at core services. What will your success story be? 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. www.MyPerfectFranchise.com

“The current market will improve on the horizon, opportunities for great team members, fair priced real estate, and much more will abound. It is always a good time to be looking at core services.”

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Sean Manning, CPA, CFE | Partner and CEO | Payroll Vault Brands

Election 2020:

A Small Business Primer for the Presidential Race (and More)

Small businesses have rolled with the punches in 2020 and want to know which candidate is best to have in their corner. To say that the current business climate is experiencing uncertainty and chaos would be an understatement. That’s why 90 percent of small-business owners are paying very close attention to the 2020 presidential campaign.

Sean Manning

Franchising USA

This year has been a wild ride, and the only certain factor is change. The platforms of Donald Trump and Joe Biden could both see further tweaking between now and November; if 2020 throws more curveballs at life and business in the United States.

But at the moment, here are a few thoughts for small business owners to chew on as they get ready for the election.

Possible Effects of a Biden Win Political magazine and website, The Hill, forecasts six ways a Biden presidency

would impact small businesses. These

include health care costs remaining stable, more possible tax obligations for small

businesses, continued rise in employment

costs, potential benefit for small businesses from more spending on defense and

infrastructure, and a general love for entrepreneurs.

The predictions note that health care costs have risen nationally under Trump by six

percent to eight 8 percent. Biden supports

a modified version of the Affordable Care


say they benefited from the 2017 tax law, and 60 percent approve of the job Trump has done so far as president. Fifty-two percent have confidence that their business will benefit from his reelection.

Coronavirus Credits Outlook Aside from the presidential race, smallbusiness owners are watching pandemicrelated legal developments closely. In mid-2020, the IRS introduced three new tax credits designed to aid businesses suffering from economic impacts of the COVID-19 pandemic. However, since it’s safe to say all operators hope this coronavirus climate will come to an end sooner than later, they want to know when these credits end — so they can prepare. Biden has stated that he supports relaxing regulations on certain small business occupations and wants to fund local and regional organizations that support entrepreneurs. However, some believe that the above changes overall in a Biden presidency could be bad for small business.

Continuing Under a Trump Reelection

Act. The net effect is expected to have no significant fluctuation for health care costs for small businesses. The tax burden for small businesses could rise, in the event that Biden implements infrastructure and environmental initiatives that need funding. Biden’s stance on raising the national minimum wage, mandating paid time off, redefining the classification of independent contractors, and giving unions more negotiating power could result in higher employment costs for small business owners. However, increased spending under a Biden presidency on the military and transportation and utility systems could benefit small businesses, if those businesses are involved in those segments.

President Trump is pushing for cuts in the payroll tax, which would reduce the amount taken from employee paychecks to fund federal programs, such as Medicare and Social Security. This would net workers more take-home pay. The employer-paid portion would also, thus, be reduced, but it won’t be of immediate benefit to businesses that have laid employees off or are still closed due to the pandemic. In fact, many small business are wary of the plan. Though the election is not until November, recent executive orders like these to provide coronavirus relief are not an encouraging precedent for small businesses, with economists and experts indicating these economic attempts may have only a muted impact. That is not to indicate small operators are averse to a Trump victory. Gallup reports that 69 percent of small-business owners

The employee retention credit helps owners keep employees on payroll by allowing a refundable tax credit that is 50 percent of up to $10,000 in wages paid by an eligible employer; under certain conditions. The paid sick leave credit and family leave credit gives a business a credit for an employee who is not able to work due to a quarantine. Employees may also seek paid family and medical leave equal to twothirds of the employee’s regular pay, up to $200 a day, and $10,000 in total. For now, credits apply for the period from April 1 through December 30, 2020, but bear in mind that laws and measures instituted this year to help businesses and individuals weather the pandemic change frequently and may be subject to extension as circumstances warrant. For now, plan for the credits to end at the close of the year. For much more detail about available credits, read here. Sean Manning, CPA, CFE is partner and CEO of Payroll Vault brands: divisions include Payroll Vault Franchising LLC, the payroll service franchise business system, and Payroll Vault – Littleton, the corporate location and independent payroll service company. He is the former owner of Insperience Business Services, an accounting, tax, and business advisory firm located in Littleton, Colorado, which he sold in August of 2018, subsequent to 3 firm acquisitions from 1998 through 2004. www.payrollvault.com

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The public and policymakers need to understand franchising. Our purpose

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

Follow us

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

Help us keep the momentum going

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

You benefit by joining

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

b

a

x

Our Franchise

@OurFranchise

@OurFranchise

This is just the beginning

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


FranchisingFeature Trending franchises

o ct o b e r 202 0

FOUR UNSTOPPABLE FRANCHISE TRENDS DEFYING THE PANDEMIC

Pandemic Shifts Interest to Service-Based Franchises

5 Trends

Rocking the Franchising World


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what’s new!

HUEY MAGOO’S CHICKEN TENDERS OPEN NEW FRANCHISES ACROSS SOUTHEAST restaurant locations, Huey Magoo’s has implemented numerous health, safety and sanitization protocols. “In these challenging times, we feel incredibly fortunate that Huey Magoo’s is in fact thriving with positive comp store sales, 120 franchises sold, more leases signed and restaurant openings set,” said President and CEO Andy Howard.

Huey Magoo’s restaurant brand announced it will proudly be serving even more families and neighborhoods across the Southeast with new franchises coming to Tennessee, South Carolina, Georgia, Florida and Mississippi. Huey Magoo’s expansion comes on the heels of the brand safely reopening doors for dine-in service at select restaurants in accordance with local and state guidelines. To ensure all guests’ comfort and confidence in enjoying a tasty meal in each of the

“This is a true testament to the phenomenal brand, our amazing high-quality product, ease of operations and excellent team of operators. As we further grow our footprint across the Southeast, our promise to everyone is that we will do everything we can to keep your family and ours safe and healthy while enjoying America’s best chicken tenders. We look ahead with much anticipation and excitement for Huey Magoo’s continued expansion.” Huey Magoo’s offers dine-in/out, take out, delivery through third-party delivery services, drive-thru and curbside pickup at participating restaurants. www.hueymagoos.com

THE DRIPBAR GAINS INTEREST AS WELLNESS MORE IMPORTANT THAN EVER Staying healthy is more important than ever, so it is no surprise that the small but growing IV therapy category is becoming increasingly appealing to prospective franchisees. Founded in 2016 and franchising since September last year, THE DRIPBaR is focused on helping people obtain their best health using advances in intravenous therapies. The Rhode Island-based franchise has seen interest in its franchise opportunity grow exponentially. With one location currently open and operating in Warwick, Rhode Island, THE DRIPBaR already has nearly 200 additional locations in various stages of development across eight states. According to Chief Development Officer Ben Crosbie, THE DRIPBaR is slated to open as many as 10 new locations by the

Franchising USA

end of the year, with an additional 40-50 in 2021. “Intravenous treatments are a durable change in the healthcare landscape that will only grow in the future,” said Crosbie. “THE DRIPBaR will be the leading brand in that space to capture this demand.” IV Therapy is the administration of nutrients and hydration directly into the bloodstream, the fastest way to deliver nutrients throughout the body. THE DRIPBaR leverages this benefit and provides IV therapies that are designed to do everything from slowing the signs of aging to energizing and refreshing. “COVID-19 has created a new understanding in people that they need to be as healthy as they can be. Healthcare is no longer a passive activity, where people wait for an illness to strike and then react

to it. More than ever people want to be in control of their own health, they want to be proactive,” said Crosbie. www.thedripbar.com/own-a-dripbar


TITLE BOXING CLUB TOUTS TOUCHLESS WORKOUTS

ALPHAGRAPHICS CELEBRATED TOP FRANCHISES DURING 50TH ANNIVERSARY EVENT

Alphagraphics, a leading franchisor of printing and marketing solutions, honored its top franchise owners and rising stars at the company’s recent annual conference. The boutique fitness industry needed to adapt to survive and support its members during the COVID-19 pandemic. TITLE Boxing Club has been meeting its members where they feel most comfortable by offering virtual or social media streamed fitness classes or in-person classes with a focus on a no-touch experience. TITLE On Demand is for members who are still only comfortable working out at home. In markets where state or local governance has prohibited opening, franchisees have a full slate of classes on Zoom or can attend rooftop, park or parking lot classes. Members that are comfortable attending the fitness clubs in person are welcomed with open doors in a clean, socially distanced environment. Some of the steps TITLE Boxing Club and its franchisees have taken to ensure a touchless experience include: • doors staying open or held open by a staff member to greet the guest • a touchless check-in process • sanitized pens for states that require members to fill out a questionnaire • boxing bags stationed six feet apart • advising members to bring their own mats for core workouts • advising members to wrap their own hands and use their own hand wraps and gloves

Due to the ongoing COVID-19 pandemic, the five-day event was held virtually, with center owners connecting safely from around the globe while celebrating AlphaGraphics’ 50th anniversary. “This has been a difficult year on many levels, but the AlphaGraphics brand has persevered and grown stronger,” said Bill McPherson, vice president of franchise development. “Shifting to a virtual conference is just one of the many ways we’ve offered innovative solutions to our center owners and staff members in 2020. We were grateful to have the opportunity to celebrate the dedication and hard work of those in the AlphaGraphics network.” Award-winning franchisees included:

• Rising Star: Jeff Bailey (Las Vegas, Nevada) A 20-year veteran of the print industry, Bailey was chosen for his consultative approach, high-tech investments and strategic partnerships with local leaders and vendors.

• Project of the Year: Gregg McDonough (Salt Lake City, Utah McDonough was recognized for a successful $75,000 contract with Tour of Utah, producing everything from large advertising banners to coloring books. He also landed a repeat contract for the next race.

• Best Customer Marketing Campaign: Bill and Clare Meehan and Sarah Meehan Parker (Pittsburgh, Pennsylvania) The trio was recognized for creating thoughtful and impactful marketing materials for Shenango on the Green, a family of senior living and service options.

• nightly or weekly disinfections for some clubs.

AlphaGraphics has more than 285 locations in six countries. The brand recognizes standout franchise owners each year at its international conference where business owners gather as peers.

www.titleboxing.com

www.alphagraphics.com

• 30-minute enhanced cleaning time in between classes

Franchising USA

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what’s new!

FLEET FEET USES INNOVATIVE TECHNOLOGY TO PERSONALIZE FOOTWEAR The brand’s in-store outfitting experience, fit id®, uses pressure mapping software to offer individualized footwear solutions for customers that are personalized from biometric data captured in store and account for differences between the left and right foot.

Fleet Feet, a national franchisor of locally owned and operated running stores with 181 locations across 37 states, is embracing new technologies to improve and personalize their customer experience.

The launch marks a significant milestone of a collaborative initiative between Fleet Feet and Volumental, the footwear technology company behind Fleet Feet’s in-store 3D foot scanner; Superfeet®, the premium insole brand; and Superfeet’s partnership with HP, which provides an end-to-end solution for data scanning and personalized insole production. “Our partnerships with both Superfeet and Volumental have allowed us to provide the best customer-centric experiences, products and footwear solutions, and today marks

another huge step forward in continuing to do so,” said Joey Pointer, CEO and president of Fleet Feet. The dynamic pressure mapping platform measures unique foot path and weight distribution of each foot as an individual walks across a three-and-a-half-foot long force plate. Within seconds, Fleet Feet outfitters can capture and share that data with the customer. Dynamic pressure mapping launches in phases at Fleet Feet locations across the country beginning this month. In addition to insoles, Fleet Feet will offer Superfeet ME3D custom Aftersport recovery slides utilizing the same data and process as the insoles. Customers will have the ability to order slides through Fleet Feet later this year. www.fleetfeet.com

KONA POKÉ EXPRESS COMING TO ORLANDO WINERY Central Florida is about to get fresher as the popular, fastcasual, healthy food concept Kona Poké announces its first Express location coming soon to Orlando. Opening in late 2020, the Kona Poké Express location will operate at Quantum Leap Winery, where customers can enjoy a wide array of wine selection while eating their Kona Poké, with indoor and outdoor seating to choose from. The menu will contain all top-selling items from Kona Poké’s brick and mortar locations, like Kona Poké’s delicious Signature Bowls and Build Your Own Bowls made with fresh sushi-grade fish, house sauces and over 40 fresh toppings to choose from, plus vegan, vegetarian, keto, gluten-free, cooked options and more.

our first Kona Poké Express location in Orlando and teaming up with Quantum Leap Winery is the perfect pairing,” said Kona Poké Owners Matthew Ting and Ernie Falco III.

Kona Poké Express consists of a shared location, food trailer or food hall configuration of the traditional Kona Poké brick and mortar location, and has a 100 percent no-contact food prep guarantee.

“Our Kona Poké Express concept allows us to feed even more customers our phenomenal, fresh and delicious food fast and with ease, which is essential in today’s complex climate. We look forward to continuing to secure many more Express locations throughout Florida in the future.”

“We are very excited and grateful to continue expanding and open

www.konapokebowls.com

Franchising USA


P.POLE PIZZA UNVEILS PLANS TO FRANCHISE ACROSS THE U.S. While many restaurants have struggled to adapt to the changing business landscape due to COVID-19, P.Pole Pizza is flourishing. With a brand geared toward millennials and Generation Z, the brand has announced the launch of a national expansion initiative, with the first franchise location to open in South Florida by January 2021. Plantation businessman Anthony DiCarlo purchased the exclusive rights to franchise P.Pole (pronounced people) in Broward County, where he expects to open 10 locations, the first in Hallandale Beach. “This concept is virus proof. P.Pole offers good food, fast service, low prices and efficient management,” DiCarlo said. ”Even during the darkest hours of the community lockdown, P.Pole thrived.” While the ribbon has yet to be cut on the Hallandale location, DiCarlo has entered

into an agreement to purchase the exclusive rights to Palm Beach County, projecting to open between five to eight P.Pole Pizzas. Lower real estate costs and growing retail vacancies make for a winning combination for an entrepreneur looking for a good business opportunity. “I’m finding great locations with landlords willing to make good deals. The time is now!” said DiCarlo, an experienced restaurateur. P.Pole Pizza opened in 2018 focusing on feeding the millennial outlook on life. The pizzeria is known for its skateboardshaped, 13-inch, thin-crust artisanal pies and low prices. The open kitchen gives customers a clear view into the process of making pizzas from scratch. Carniato says P.Pole Pizza’s appeal prompted him to plan for additional corporate locations, Miami Beach and

Brickell. Both locations are in the planning process and opening dates have yet to be set. www.ppolepizza.com/franchise

INXPRESS FRANCHISEE EARNS ROCK STAR RECOGNITION FROM FRANCHISE BUSINESS REVIEW Tom Morris of InXpress, the global business-to-business shipping and logistics franchise, was recognized by Franchise Business Review as a “2020 Franchisee Rock Star” from 28,000 franchisees across 300 brands in the “Top Performer” category. Morris joined InXpress more than 10 years ago and has since proven to be a top performing franchisee throughout the global franchise network. The award is a great addition to all the other achievements Morris has collected over the years, including the 2013 Franchisee of the Year Award from the International Franchise Association and InXpress’ 2019 Top Gun Award. His results-driven mindset, exceptional customer service and “all-in approach” allowed his franchise to reach $1 million revenue in 2018.

“Tom serves as a prime example of what it means to be a top performer. He goes above and beyond with his franchise, always offering top-tier service and

one-on-one support to his customers,”

said Dustin Hansen, CEO of InXpress

Americas. “He is also an inspiring mentor to many of the franchisees at InXpress.

He embodies our core values and has been instrumental in creating a collaborative

company culture where every franchisee, new or established, feels supported.” Morris was also recognized for his dedication to community. Recent

philanthropical works include raising

$31,000 for a charity golf tournament,

food bank donations and hosting annual

fundraisers for local hospital staff workers. www.inxpressfranchise.com

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Featu re

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

FOUR UNSTOPPABLE FRANCHISE TRENDS DEFYING THE PANDEMIC Franchising USA

The pandemic has changed a lot of the familiar things that we have all known and loved for so long. While the world has adjusted and everyone is finding space in the “new normal,� franchises have also accommodated to the new needs of the economy.


“Successful franchises will seek opportunities for their business to rise from whatever circumstances they are being handed and find ways to flourish.” commitment to a bricks-and-mortar location.

During the pandemic, investments are being held for businesses that can survive a potential lock down. We find ourselves asking: How have these franchises dealt with the sudden stop of income? What did they do to adjust to changing regulations and new government protocols? It’s important to review and consider all the adjustments these successful franchises made during lockdown to learn how a business can thrive even when the world is silent. For example, many businesses have found that having robust telecommunications systems in place has helped them stay connected with their team and their customers. Businesses are adjusting to more virtual interactions, and a franchise that has this technological support in place can benefit.

As the American economy needs to constantly adapt to new trends and outside factors, franchises also need to be ready to adapt to changing times and trends. And successful franchises will seek opportunities for their business to rise from whatever circumstances they are being handed and find ways to flourish. Trending amongst investors, even amidst the pandemic, are the following franchise businesses:

Food trucks Comfort food has never been more in demand and fast-food franchises continue to be successful and widely popular amongst franchisees. But food franchises used to be massive investments, with a large upfront cost and a locked-in

But as people’s needs and tastes have changed—for example, people now want fast-food providers to offer more variety and healthier food options—smaller food businesses are starting to thrive. A popular choice of franchise now is the food truck. With a small location and a much smaller start-up cost, this mobile franchise can be set up (almost) anywhere, the location fees are low, and the service is extremely popular right now.

Green businesses With climate change an increasingly important issue for many Americans, any franchise invested in green processes or products that help reduce our carbon footprint continue to rise in popularity. Interest in climate-friendly consumer options has been on an upwards trajectory lately and many millennials (who have great buying power) are dedicated to the movement. There are franchises specializing in the zero-waste, with products that recycle and reduce waste like long-term, repeat-use toiletries and cleaning products. While other franchises create large-scale climatefriendly products like solar panels and windmills. The benefit of a green franchise is that it can generate great profit with lower investment. People are willing to pay a higher ticket price tag to help save the environment, but it doesn’t cost a lot to produce. Meanwhile, businesses dedicated to green processes save money in the long term. Look into how franchises are profiting from the movement and how their products stand up to the test of time. If climate change is an important and personal issue for you, it’s worth researching how exactly the franchise is protecting the environment.

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Featu re

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

“The economy’s needs are ever developing and adjusting to consumer’s needs, so take a look at franchises that have been thriving during lockdown and how they created innovative ways to respond.”

and the importance of fitness than ever before and are ready and willing to invest.

Senior care There are currently over 80 million Americans over the age of 65—which means senior care needs are on the rise. There are numerous options when it comes to senior care franchises depending on the level of responsibility one wants to take on or the size of the location. A large retirement home can house many aged care residents, while there are many smaller medical facilities with clients not on site. The large variety of choices and protocols of senior care demands a lot of research prior to investment. Working with a franchise can help ensure all regulations are covered while the investor remains protected. If you’re interested in working in the aged care sector, there are many different

avenues to contribute with a franchise. A popular franchise that relates to senior care is at-home medical care. With multiple appointments and needs to be addressed, leaving the comforts of one’s home can be a huge inconvenience. In 2009, the National Association for Home Care and Hospice reported the annual spending on home health care was $72 billion, meaning there is a lot of room for profit. A mobile senior care business has a lower start-up fee and allows greater flexibility in worklife balance.

Fitness The health and fitness franchising industry is continuously trending upwards. It’s a $3.7 trillion global industry with expectations to grow 20 percent this year. Americans are more aware of their health

Though they come with a larger price tag, gyms are the easiest franchise to set up and gain profit. Take a moment to chat with other gym franchisees to see which set up best suits your needs. Some smaller gyms provide specialized training services and focus on customer service, while others are giant locations that focus on increased membership. Both come with a set of pros and cons, depending on your personal goals. When it comes to trending franchises, it’s important to consider whether or not a trend is just that: a short-term fad. Consider if the profit is worth the risk and if the trend has upward potential to grow in the positive. The pandemic has opened new doors for franchises and exposed how quickly a wellestablished business can respond rapidly to unexpected change. The economy’s needs are ever developing and adjusting to consumer’s needs, so take a look at franchises that have been thriving during lockdown and how they created innovative ways to respond. ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter and in communications, focusing on social media. She currently works as a community information officer with Epilepsy Society, while pursuing her writing career at the same time.

Look out for our next special feature:

women in franchising

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5

Expert Advice: Sarah Kulbatski | COO | JT Franchising

trends

Rocking the Franchising World

In its earlier years, franchising was a place for single unit owners who were happy to be their “own boss”, “buy a job” and provide a modest income for themselves and their families.

corporate leadership role, ensuring their company delivered on its promise to its customers, behaved in a responsible way and earned profits. They also played the franchisor role, which required them to coordinate the ambitions of their franchisees.

Franchisors faced significant and unique challenges. They fulfilled the traditional

We are three months away from the end of an unprecedented 2020, and so far it has

Franchising USA

These days, social and economic changes mean the best franchise systems must be adaptable in the way they do business. As franchise systems grow and develop, changes are needed to maintain support to franchisees.

been a turbulent year for everyone—and the franchising industry is no different. We have seen many businesses lose traction, but we have also seen new innovation, with many franchises facing pandemic challenges with innovation. So, what are the latest trends rocking the world of franchising?

1

multi-unit operators

More than half of all franchise units in the United States are run by multi-unit operators, some with hundreds of units and revenues in the tens of millions. These operators don’t work in their stores


“Mobile pay and apps are the strongest customer-facing technology being deployed, with increasing uptake by consumers. Incorporating Apple or Android pay is also an emerging trend.�

Sarah Kulbatski

are not for a struggling brand to become relevant; they are for brands that have a product that was in high demand who are now looking to expand that product availability. The future, however, is definitely moving towards the preference of ghost kitchens. or travel from home to home to provide services. Rather, they manage their company, employing a professional staff of field and unit managers, while they focus on strategy and growth.

2

Multi-brand franchisees

Those with two or more brands are also a rising trend. These franchisees have often maxed out their territory with their first brand and must now take on a second or third brand to continue to grow their organization. Others are seeking additional brands to provide cash flow for different day parts, or to diversify their risk, by creating a hedge against market cycles, changing consumer tastes, and shifts in the economy.

3

Delivery Platforms

More and more franchises are eyeing various delivery platforms, as a means for expansion and increasing sales at store level. Franchises, in order to gain a competitive edge, are embracing new technology as a means of operating responsively and quickly to their customers. Mobile pay and apps are

the strongest customer-facing technology being deployed, with increasing uptake by consumers. Incorporating Apple or Android pay is also an emerging trend. Franchises are investing in their online profiles, with the ability to access resources and materials 24/7. As a result, this investment enhances the experience of their customers and increases brand awareness.

4

Ghost kitchens

Many restaurants are starting to see the benefits of ghost kitchens (a coworking, professional food preparation and cooking facility, set up for the preparation of delivery-only meals), especially during the pandemic, as they are an easier and cost-effective way to reopen and/ or cut costs in these uncertain times. This growing trend contains the kitchen equipment and facilities needed for the preparation of restaurant meals, but has no dining area for walk-in customers. These kitchens pump out orders amid an increasing demand for delivery due to the COVID-19 outbreak, with many restaurants still closed or operating at reduced capacity and consumers cautious of lingering near others. The ghost kitchens

5

automation

The key to sustained economic growth is not just finding workers, but also transforming how they work through automation. The pandemic is accelerating a shift toward digitalization to reduce the spread of the virus, while enabling more people and processes to move online. That task has become a more urgent priority as the COVID-19 pandemic has forced an unprecedented drop in economic activity. The pandemic is propelling a new wave of automation, with endless possibilities of food offerings being served by automated technology. Retail automation allows you to reduce labor costs—more automation means fewer tasks done by hand and a lesser need for the human capital to perform those tasks. By virtue of having spent most of her professional career in the franchising sector, Sarah Kulbatski, COO, has a passion for business, is driven to achieve short- and long-term results, and is committed to quality and sustainability. She believes that a climate of positive franchise relations lies at the heart of a successful and thriving organization. Email sarah@jtfranchising.com Visit www.jtfranchising.com

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Have Your Say: Roger Martin | Co-founder and CCO | RockBox Fitness

Fitness Franchising in the COVID-19 Era

Franchising USA


COVID-19 has changed the fitness industry forever. When the pandemic first set in, there were a lot of unknowns. How were we going to keep our members, employees, and franchisees safe? How were we going to keep moving the needle for our franchisees and members? What process would we have to develop for discovery days? Leaders of fitness franchises had to be flexible, think quickly, and adapt to the circumstances, or their concepts wouldn’t survive. COVID-19 pushed fitness franchises to transform the way we communicate the importance of health and fitness to our members. We had to develop ways to keep members motivated without them being physically in our studios or locations. Though most fitness concepts have had to limit capacity and structure, this doesn’t mean fitness concepts aren’t able to provide their members and the greater community with access to high-energy and motivational workout classes. At RockBox Fitness, we pivoted quickly and developed RockBox Remote—an online portal that provided our members with access to diet plans, body weight workouts, as well as the opportunity to view live workouts put on by our trainers. The portal also allowed our members to meet one-on-one with our trainers so they could discuss their goals and progress on their fitness plans. The switch to virtual fitness is key not only right now as many gym concepts across the country remain closed or operating with limited capacity, but also for the future. COVID-19 has changed the consumer mindset, and even once gyms are given the “all clear” to fully reopen, there will be members who are tentative to return to a gym full of people. The virtual fitness offerings are here to stay, and this should

absolutely be something that brands continue to innovate and adapt to better suit the needs of their members.

promotion many concepts offer to new

The ability for fitness franchises to pivot to the virtual fitness space will be an integral part of a brand’s success as they move forward. The industry landscape continues to change very rapidly, and those that are willing and motivated to further develop their concept to keep up with the changing times will find success.

programs and live social media

One way to optimize your franchise’s performance during these times is to make sure that all departments, from operations, to marketing, to franchise development, are all working towards the same goals. Providing your team with these goals and giving them the necessary resources, whether that be new technology or new services, will help your brand be better equipped to work towards those goals as one cohesive unit.

members.

In addition to providing more virtual workouts, brands should also focus

on adapting their private training and semi-private training sessions. This will provide an option to those who

aren’t comfortable returning to a packed gym, but still want an option for an

in-person workout experience. This will also continue to show your concept’s

ability to adapt and innovate to potential franchisees and will exhibit your ability to grasp the current landscape and deliver solutions for members.

Health and wellness will always be a

necessary resource for our communities, and given the current circumstances, not only is there demand for fitness concepts, there is a need for them.

Franchisors and franchisees alike must

“Though most fitness concepts have had to limit capacity and structure, this doesn’t mean fitness concepts aren’t able to provide their members and the greater community with access to high-energy and motivational workout classes.”

be willing to put in the work and invest their time and resources into helping

others. Franchisors must constantly be

looking for ways to adapt and innovate

their concepts to better serve franchisees and their members. Provide your teams with goals to strive for and give them

the means to achieve those goals while offering guidance and advice.

The future of the fitness franchise industry remains unclear due to the constantly changing guidelines and mandates, but it is hard to imagine any operations moving forward without brands further developing and expanding their offerings. In addition to virtual workout programs and portals, brands should also focus on making live workouts available through social media channels. This is a great way to not only continue to deliver value to your members, but also to market your brand and increase your following with hundreds, if not thousands of new potential members. After all, what better way for someone to experience your brand than to actually do a workout and see how your concept operates? Think of the live social media workout as the new “free workout”

These last several months have no doubt proven to be challenging for the fitness industry, but if your brand is able to

keep pushing harder than ever before,

your members will see that and will be grateful for your services.

Roger is the co-founder and Chief Commercial Officer of the industryleading group fitness studio, RockBox Fitness. This concept changes lives, and he believes that changing lives is the best feeling in the world. Prior to co-founding RockBox Fitness, Roger worked in the pharmaceutical industry and most recently served as President for a leading contract manufacturer organization. www.rockboxfitness.com

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Expert Advice: Rick Bisio | Franchise Coach | FranChoice

Pandemic Shifts Interest to ServiceBased Franchises

“According to Franchise Insights, home services surpassed food and restaurant franchises to rank as the most popular category for aspiring franchisees in Q2 of 2020.�

Rick Bisio

In the past when I have written about trending franchises, I have focused on popular industries that had seen growth in consumer interest and owned a sustainable business model. As with nearly everything in 2020, the COVID-19 pandemic has changed the conversation and created an entirely new perspective on this topic. Over the last several years, there had

Franchising USA

been a high demand for franchises that operated from a storefront location. When the coronavirus hit earlier this year and drastically impacted the economy, the effects were also felt throughout the business landscape from franchise candidates. The biggest trend that I have seen in franchising this year has been the shift towards service-based businesses. Examples include plumbing or air conditioning repair, window washing or maid services. These are franchises that work out of homes or small offices and may eventually evolve into larger offices or warehouse spaces.

Home Services According to Franchise Insights, home services surpassed food and restaurant

franchises to rank as the most popular category for aspiring franchisees in Q2 of 2020. These types of franchises, which include categories such as home improvement, painting and pest control services, claimed the top spot with 21.1 percent of franchise inquiries in Q2 and a 31.2 percent increase in share from Q1. In the same set of rankings, cleaning and maintenance franchises saw the second most inquires (13.3 percent). It increased 32.5 percent from Q1 to Q2, as many people likely saw the growing demand for those services due to the pandemic. This trend is very similar to what we saw a little more than a decade ago. In the years prior to the Great Recession, there was a tremendous interest in investing in multiunit storefront type businesses. Everyone took a step back when the Recession hit in


“The biggest trend that I have seen in franchising this year has been the shift towards service-based businesses. Examples include plumbing or air conditioning repair, window washing or maid services. These are franchises that work out of homes or small offices.”

SBA Loans

2008 and started moving toward servicebased businesses that did not require a lease. For those businesses with a lease, it was often for an office and not a retail establishment. This sentiment was primarily driven by fear and uncertainty. People decided to get into a business in which they had less exposure to an expensive lease and required a smaller investment. That trend continued for about three or four years before the economy slowly improved and people started getting back to owning storefront businesses. Ironically, that period of time presented a great opportunity to acquire a storefront location because leases were cheaper, landlords were looking for people to rent their space and there was less demand for real estate. That is something that I have seen again this year as some people are receiving lower costs for spaces for storefront businesses. They have been able to lock in a preferential rate right now and keep that for the next 5-10 years. Although the present situation and the past Recession made it a buyer’s market with some good opportunities for storefront locations, fear of the unknown pushed people to home or service-based businesses.

Service-based franchise systems One benefit to this current trend is

that over the last decade, I have seen a tremendous improvement in the quality and sophistication of service-based franchise systems. This includes features such as call centers, customer feedback loops, job efficiency ratios and web optimization, pay-per-click, scheduling, employee tracking, and CRM systems. It serves as a cradle-to-grave infrastructural backbone system and provides a tremendous advantage for the franchisee. These systems are very impressive but are incredibly expensive, complicated and difficult to create. However, once they have been built, they are highly replicable and beneficial for the entire franchise system. Franchisors have a business operating system that delivers a competitive advantage over others in the marketplace. These systems give franchisees such a systemic edge that, quite frankly, ‘momand-pop’ stores have a very hard time competing. A lot of service-based franchises today are part of larger systems where there may be a system with several different brands. One example is Home Franchise Concepts, which has individual franchises specializing in blind installation, indoor air quality, home storage solutions, and concrete furnishing all under its umbrella. These sophisticated operating systems allow the franchisee to predictably build a business and do it for a relatively modest cost in comparison to a storefront location.

One additional change I have seen relating to franchising this year is stricter credit requirements for SBA loans. SBA financing was relatively easy last year, but the criteria and evaluation process that banks now go through before they issue an SBA loan is tighter in 2020. They now require more working capital than had been necessary in the past. The good news is that SBA loans are still available and the process of getting one has not changed. People go through a pre-screening process with the bank and with the organization to determine if they qualify for an SBA loan. The majority of cases can get approved and move forward. Those who do not qualify will find that out early in the process, so there won’t be any surprises at the end. Like many other trends, it is difficult to predict a timeframe for how long these changes in franchising will last. Some people are interested in servicebased franchises based on the current pandemic while others are drawn to the lower overhead costs and benefits of their comprehensive operating systems. Regardless, there are many attractive franchise opportunities in 2020 despite the current economic climate. Rick Bisio is one of the countries most respected franchise coaches and author of the Amazon best seller, The Educated Franchise - 3rd Edition. Since becoming a franchise coach in 2002, Bisio has assisted thousands of aspiring entrepreneurs nationwide explore the dream of business ownership. www.afranchisecoach.com/the-coach

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Expert Advice: Gary Norris | CEO and Founder | Norris Ventures

4 Restaurant Franchising Trends That Are Winning

“Please stand 6 feet apart.” “We are seating every other booth and table.” “We will help you with beverages and condiments.” “No more 20 persons allowed to dine in at a time.” “A mask is required for entry.” Sound familiar? Most of us have seen this when resuming going out to eat with our families, friends, and co-workers. In the last few months, I have written about how your restaurant can survive during this time, about how to secure market share, how to grow during a downturn, and even trends that are emerging for franchised restaurants. I have been coast to coast speaking with entrepreneurs and franchisors about what they are doing (or not doing) to survive in this current climate.

Franchising USA

Now I will share a few restaurant trends that are emerging that I believe are super compatible with franchise opportunities. I want to highlight some of these trends to help you in your search for your next restaurant franchise opportunity.

Trend #1: Full service - Fast Casual Recently while dining with my family at a well-known chain, we noticed how the service had changed from self-service to full-service. Our drinks were prepared for us at a station in front of the soda fountain machine where we would normally have made our own beverages. A table was purposefully placed in front and a friendly staff member, masked and gloved, politely asked us what we would like to drink. It didn’t feel forced or temporary. It felt relevant and proactive. The trend we are seeing is this: environments that are seamlessly

transitioning from self-service to fullservice are the franchises that are winning right now. When seeking your next franchise opportunity, seek the ones who are seamlessly transitioning into full-service from self-service in a way that feels evolutionary and not revolutionary. In other words, transitioning in a way that is next-level, not just fighting against the pandemic. This provides a safe and secure experience for guests and lets them know the restaurant is on top of their game.

Trend #2: Socially Distanced Dining Rooms and Patios Another trend is the swift preparing of dining room environments to accommodate social distancing indoors and outdoors. Some of the restaurants I have visited felt awkward and out of place. Caution


Gary Norris

tape draped across every other booth and computer paper marked, “DO NOT USE THIS TABLE” Sharpie-signs. This is what I would label as revolutionary, as I mentioned above; just reacting to the pandemic in a make-shift sort of way. On the other hand, during this season of precautionary measures and distance, some have truly evolved, making diners feel just as at home with these new arrangements as before they existed. Every other booth has become a serving station and tables have been removed to make the dining experience more welcoming. And patios. Remember those? Now restaurants with ample outdoor seating are booking reservations and seating guests at every service. Seek restaurant franchise opportunities where dining experiences have been adapted to accommodate social distancing and that have included a healthy dose of outdoor dining into their location plans.

Trend #3: Online Table/Booth Reservations I have said this before and I will keep saying it (even for those who have limited seating already): online reservations for a table or booth is critical. It doesn’t need to be mandatory, but it goes a long way to helping guests recognize that the location is making every effort. Restaurants that give us the opportunity to reserve a table outside for our family at

supper time will prevent us from getting there only to find out the patio is full and the inside has reached capacity. The restaurant franchises that are winning offer this. If you are wanting to become a restaurant franchisee, seek franchisors that are cultivating this type of environment within their model.

Trend #4: Readiness Begins with the Training Where do staff learn the ropes? Who is teaching this generation of team members how to overcome and win during this season? Training is by far the most important of all the trends. I have seen franchise systems that have addressed this new normal from the ground up, making it evolutionary. Their training programs, both in store and at HQ have equipped their people to make guests feel welcome and safe. Like I said, I have seen many restaurants act as if this season will end tomorrow. So they throw a temporary fix on things and it feels forced to the guests. Others have frustratedly adapted to the changes and downsized to a place where our favorite spots feel like a ghost town from an old western movie. Conversely, there are those franchisors who have said, “This is where we are at. We are going to make certain that our guest’s

overall experience doesn’t change. We will change but our services will not. We will adapt in a way that builds customer confidence, not damages it. We will evolve and train our franchisees and their employees on how to thrive now.” These are the ones who are winning. At the end of the day, “adapt and overcome” is really the trend, isn’t it? Seek out the franchise opportunities that are most determined to adapt and overcome—to be evolutionary instead of revolutionary—because those are the franchises that will best teach you. And you will win. Gary Norris is the CEO and founder of Norris Ventures, a firm that helps turn successful restaurant and retail concepts into sustainable, scalable systems; market-ready for either franchising or corporate replication. With over 30 years entrepreneurial experience, Gary and his team at Norris Ventures lock arms with their clients to ensure success and sustainable growth, every step of the journey. Whether you are considering franchising for your business or you need to kick start franchise growth, Gary and the Norris Ventures Team are the true turn-key solution. You can reach Gary at 828-578-3718 or email him at GaryGale@NorrisVentures.com Learn more about Norris Ventures at www.NorrisVentures.com

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Veterans in Franchising october 2020

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FASTSIGNS OFFERS ARMY VETERAN A FAST WAY TO SUCCESS

Self-serve Wellness Growing Strong Leadership Amid the Pandemic

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V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t october 2020 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover

Veterans Profile

50 Cover Story: FASTSIGNS Offers Army Veteran a Fast Way to Success

56 Kori McClurg on Ori’Zaba’s Discount Franchise Deal for Fellow Veterans

52 Leadership Amid the Pandemic: What Every Franchisor Should be Doing to Support Franchisees

Expert Advice

54 Self-Serve Wellness Growing Strong

Veterans News

52 Leadership Amid the Pandemic: What Every Franchisor Should be Doing to Support Franchisees Scott Walker, CEO and President, Screenmobile

48 The UPS Store,

VetFran

49 PuroClean, No Sculls Coffee Franchising USA


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veteran news

THE UPS STORE UNVEILS NEW STORE DESIGN AND VETERANS INCENTIVE

The UPS Store shipping, postal, print and business services chain, has unveiled a contemporary design of its retail stores, now available for its large network of franchise owners. The first set of fully redesigned stores, which include the first major change to the stores’ layout in two decades, have opened in several markets around the country. “We’re elevating the retail experience to cater to today’s small business owner and consumer, while helping drive growth and profitability for our network of franchise owners,” said Tim Davis, president of The UPS Store, Inc. The transformed look and layout creates a more seamless in-store customer experience while reflecting the new demands of a world driven by tech and e-commerce. The new stores have a more open layout to highlight the breadth of services, are brighter in both color and lighting, and feature more digital elements. In addition to The UPS Store’s current network of franchisees, the new design will be standard for new franchise owners, and the retailer offers a veteran incentive program for new franchisee candidates looking to enter the network. To thank and honor veterans for their service, the veteran incentive program provides $10,000 off the initial franchise fee. Veteran franchisees who take part in these programs will develop their location under the new store design. Deemed essential during the pandemic, most The UPS Store centers have remained open to provide a wide array of services including shipping, mail and package receiving, printing, scanning, faxing and notary. General consumers and small business owners alike rely on easy and safe access to these services now more than

ever, and the store redesign improves the way these needs are met. For information on franchise opportunities for opening a The UPS Store location, visit www.theupsstorefranchise.com

VETFRAN LAUNCHES INTERVIEW SERIES The VetFran Interview Series is VetFran’s newest way to help educate veterans on the franchise business industry. Join VetFran Coordinator Matt Wiggins as he talks with some of the franchise industry’s biggest CEOs, executives and experts to help bring you insider information on how to be best prepared for your franchise search. With a focus on helping you find the best franchises for veterans, you won’t want to miss a single interview. View VetFran’s interview series here: www.vetfran.org/vetfran-interview-series

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PUROCLEAN NAMED A “TOP GROWTH FRANCHISE” BY ENTREPRENEUR MAGAZINE today,” said Mark W. Davis, Chairman and CEO of PuroClean.

One of the fastest-growing restoration franchises in the country, PuroClean today announced that it has been named a top franchise by Entrepreneur Magazine’s first-ever Top Growth Franchises list. Recognizing the top 150 companies with the greatest positive franchise unit growth in North America over a three-year period, PuroClean was ranked on the debut list at number 130. “When Frank Torre and I first joined the PuroClean family in 2015, we knew the company held untapped potential for the exponential growth we are experiencing

“It is an honor to be recognized among franchises across the country, as we continue to deliver industry-leading support, cutting-edge training, and innovative continuing education.” To determine the 2020 Top Growth Franchises ranking, Entrepreneur reviewed each company’s U.S. and Canadian franchise numbers over a three-year period (from July 2016 to July 2019, removing COVID-19 impacts). Each franchise was ranked based on a formula that considers their total positive U.S. and Canadian franchise growth over the three years as well as factors that negatively affect growth, such as terminations, nonrenewals, and other closures.

With 31 new franchise agreements signed since May and 21 new franchise location openings across the country, PuroClean has proved to be as a recession-proof company in 2020. Since the beginning of 2020, Entrepreneur Magazine has awarded PuroClean recognition in its annual franchise 500, fastest-growing franchises, top franchises under $100K, top global franchises and top franchises for veterans. PuroClean offers the PuroVet program, providing veterans of the U.S. Armed Forces with a discounted franchise fee and dedicated year-round support. To view the full list of Entrepreneur Magazine’s 2020 Top Growth Franchises, visit www.Entrepreneur.com www.PuroCleanFranchise.com

NO SCULLS COFFEE OFFERS SUPPORT TO MILITARY AND FIRST RESPONDER HEROES That morning cup of coffee never felt so good thanks to No Sculls Coffee. The MA-based coffee company, which launched earlier this year, is supporting members of the military and first responders by sending them a free bag of their delicious coffee for every 10 bags of coffee ordered by customers. No Sculls Coffee offers premium coffee from around the world including blends from Ethiopia, Guatemala, Mexico, Nicaragua, Peru and Tanzania, to name just a few. “We’re humbled with those that serve our country in the military and the work that is done by our country’s first responders. If we can help these great people ease into their morning with a great cup of coffee, we’re honored to do it,” said Mike Radzicki, one of the founders of No Sculls Coffee. To select who gets coffee, the company is asking for nominations. Those that are

selected are sent a free bag of No Sculls Coffee and added to the company’s Wall of Honor. To date, most of the shipments have been within the US, but Radzicki notes the company is set up to send coffee to hero’s around the globe. Located in Central Massachusetts, No Sculls Coffee Company was inspired by the sacrifices being made by the people who serve in the military or are first responders. The company explains the No Sculls ethos: “No Sculls Coffee will get you ready to “Embrace the Suck” – that is, to consciously accept or even embrace something that is hard, unpleasant, even painful, but unavoidable. For some of us this may be simply going to work! For our service members and first responders, however, the “suck” can involve great personal sacrifice, require enormous courage and mental toughness, and even result in life altering consequences. As

a proud supporter of our military and first responders, we made it our mission to donate one bag of coffee to a service member or first responder for every ten bags we sell.” View the No Sculls Wall of Honor: www.noscullscoffee.com/pages/about-us Nominate a member of the military or first responder: https://bit.ly/3n5xpZK

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cover story: FASTSIGNS

FASTSIGNS OFFERS ARMY VETERAN A FAST WAY TO SUCCESS Leading Sign, Graphics and Visual Communications Franchise FASTSIGNS Offers Retired Army Veteran Darrin Lawrence a FAST Way To Success

As veterans return to civilian life, many turn to entrepreneurship as a career. Army veteran Darrin Lawrence sought to tap into the experiences and skill sets he acquired while serving in the military and apply them to creating a prosperous business venture. Through his research, he learned more about the franchise business model and eventually found FASTSIGNS International, Inc. While he didn’t have experience in signage, he loved that the FASTSIGNS franchise opportunity has a proven track record of helping veterans go into business for themselves, but not by themselves, to create a fulfilling life and career. Today, Lawrence owns and operates a FASTSIGNS center in Richardson, Texas, alongside his wife, Mary.

Building a Career Foundation In 1987, Lawrence joined the Army as a tanker. He later transitioned to the Army National Guard and then spent the remainder of his service in Army Reserve. Since the Army Reserve only required his service on weekends, Lawrence returned to work full-time as a general contractor. After 22 years in the Army, Lawrence retired from the military in 2009 and continued his work as a general contractor. Eventually, with 35 years of experience in general contracting under his belt, he decided to forge a new career path as an entrepreneur. Throughout his service in the military, Lawrence was equipped

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with invaluable skills that could be applied to a business endeavor of his own. Considering what he enjoyed the most in both career paths he had taken, Lawrence was in search of a franchise that was within his price point and provided a service he could connect to. While past experience in the sign and visual communications industry isn’t a requirement to open a FASTSIGNS center, Lawrence saw the franchise as a natural opportunity that tied back to his experience as a general contractor. The Army instilled within him leadership experience, a mission-focused work ethic and the strong ability to follow detailed instructions, which all prepared him to be the perfect candidate not only for the franchise model, but also for FASTSIGNS.

Military-Friendly Track Record Lawrence signed a franchise agreement to purchase a FASTSIGNS center in April 2019. From the start, he recognized how veteran-friendly the brand is and instantly knew this company was the perfect fit for him. As part of the process, FASTSIGNS encourages every candidate to reach out to existing franchisees who are military veterans to learn more about what their experience with FASTSIGNS has been. Currently, over 12 percent of FASTSIGNS’ franchisees are military veterans—and that number grows every year. The increasing number of veteran franchisees within the company’s network is a true testament not only to the brand’s recruitment efforts and commitment to the veteran community, but also the unlimited potential for success that partnering with an established industry leader can bring. The franchise opportunity stood out to Lawrence more once he realized that Catherine Monson, CEO of FASTSIGNS International, Inc., and the rest of the team were incredible leaders that constantly work to keep franchisee success and satisfaction as top priorities. The FASTSIGNS team provides a business model that sets franchisees up to succeed and, after his time spent in the Army, Lawrence appreciated that he would have a new career that shares all the tools needed for success. In addition to the

inspiring leadership and resources offered by FASTSIGNS, Lawrence was drawn to the brand’s impressive financial incentive for military veterans. FASTSIGNS participates in the International Franchise Association’s (IFA) VetFran program that provides military veterans with special incentives and assistance to open a franchise. Veterans can take advantage of specific incentives, including a franchise fee of $24,875—a saving of 50 percent. FASTSIGNS is the only franchise in its industry to offer a 50 percent discount to any veteran, without stipulations.

Unparalleled Support Lawrence was also blown away by the amount of support FASTSIGNS’ franchisees receive. He was confident that as he grew his business, FASTSIGNS would always be by his side. FASTSIGNS is known in the industry for equipping its franchisees with training and tools vital to securing the ongoing success of each location. FASTSIGNS has more than 120 support staff, boasting a support ratio of 1:6 worldwide, the largest of any sign franchise. FASTSIGNS’ training and support resources include its online FASTSIGNS University, sales training, a mentor program, a new center business

consultant, sales leadership academy, and more. FASTSIGNS also partners with 1HUDDLE, a workforce-training platform that converts unique training content into science-backed, quick-burst training games that are proven to accelerate workforce productivity. The ongoing support has helped lay a foundation for success as franchisees, including Lawrence, work to open their locations. Amid the pandemic, the FASTSIGNS leadership team fought for the centers across the United States to be deemed as an essential business and succeeded in doing so. Their support allowed Lawrence to open his doors seamlessly in July 2020 despite businesses across the country temporarily shutting their doors. FASTSIGNS’ support and leadership helped lay the foundation for him to transition smoothly into his new role as owner and operator. The skills learned from his previous careers coupled with FASTSIGNS’ unlimited resources became the perfect match to build a successful sign and graphics franchise center. For information about the FASTSIGNS franchise opportunity and specific incentives for veterans, visit www.fastsigns.com.

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expert advice: Scott Walker | CEO and President | Screenmobile

“Even in situations that are tough like the pandemic, it’s your responsibility to find the glimmer of hope in a dark time.”

Leadership Amid the Pandemic:

What Every Franchisor Should be Doing to Support Franchisees

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Nothing could have prepared any franchise for a crisis like the current pandemic. We have never seen an event like this in our lifetime, so this experience has been truly new for everyone. As the franchisor, even though this is unchartered territory, we’ve had to learn and adapt as we go and lead by example while guiding the franchisees through this challenge. Although there are no exact formulas for how to navigate through this, there are actions that all franchisors should be doing to help set their franchisees up for success.

Communicate early and often Time is of the essence during a crisis, whether it is an economic crisis that franchisees will have to power through or a health-turned-economic crisis like the current landscape. From a franchisor perspective, we made sure to communicate with franchisees early and often, for example through system-wide Zoom calls. We made sure our franchisees thoughts and concerns were heard. We had the chat function on during our Zooms in case franchisees had questions – but still kept the mute function on to avoid talking over each other and deviating too far from the topic. In times of crisis like this, it’s easy to get sucked into a rabbit hole and have a conversation get away without accomplishing what is needed. This is why we had a presentation prepared so that we had enough time to discuss important items as well. It is also crucial to let the franchise system know you are there to support them. After all, franchisees join a franchise to get the support in both good and difficult times. This should be sincere, and you should

make sure to follow through helping out franchisees that ask for it. During the pandemic, we reiterated to our franchisees that their health and safety is our number one priority and the financial aspect of the business would not change this fact.

Be encouraging, but don’t sugar-coat As a leader, it’s your job to be the voice to elevate others to be the best they can be. Even in situations that are tough like the pandemic, it’s your responsibility to find the glimmer of hope in a dark time. However, it’s also important to be realistic and not sugar-coat reality. Franchisees should know that if they are struggling, other people are in the same boat. Even though it may be a challenging road ahead, the corporate team will be there along the way. Being honest allows the franchisee to feel comfortable to reach out if they need help.

Offer advice and a plan of action As the franchisor there is a reason franchisees joined the brand, so this is the time to share your business knowledge with the franchise system. Take the time on a Zoom call to go through options available for locations. For example, we made sure to let people know they did have options to file for the PPP loan and offered advice on how to do so. If you’re offering advice, it’s important to let franchisees know their options so they can choose what’s right for them. Unless it’s a system-wide policy, one option may not fit all. It is better to guide the franchisees on how to enact the plan and customize it for themselves. This way, you are still providing support while letting them run the show.

Create a sense of urgency when necessary With the PPP loans, our team had a call to action at the end of our system-wide

Scott Walker

Zoom where they needed to look at their options and decide fast. If they were going to file for a loan, there was a time crunch to file and we wanted our franchisees to know of this tight deadline. Additionally, during the pandemic many of the brands that have survived have done so by adapting and adapting quickly. Our team also urged our franchisees to get creative on how they could still be able to help clients. For example, we suggested offering virtual estimates at the beginning of the pandemic. By doing this, gave all the tools the franchisees needed to be set up for the best scenario possible. Of course, 2020 has been an unpredictable year to say the least, but that’s not to say we can’t learn from this time and how we can better adapt to it. As a franchise system, our franchisees are like a family to us, so it’s more important now than ever to continue our support along the way. Scott Walker is the CEO and president of Screenmobile – a nationwide leader in screen doors, windows, porches and screen repair. Walker and his family founded Screenmobile in their garage in 1980 in Glendora, CA. After 40 years in business, Screenmobile has grown to more than 120 licenses across the U.S. www.screenmobile.com

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have your say: fit20

Self-serve Wellness Growing Strong an adjustment, FYZICAL when they need physical therapy, AFC Urgent Care for immediate medical attention and AnyLabTest Now as the name suggests. These options offer an increasing array of participation opportunities including pay per service, memberships, subscriptions and discount programs. Many are putting together combinations of providers to create a very personal medical plan tailored to their needs and interests. Given the size of our aging population, these options will persist well into the next decade.

Wellness Breaking Down Barriers Raymond Kusch, fit20 shareholder & member, Board of Directors; Dr. Benjamin Litalien, fit20 USA Chief Development Officer

One of the most intriguing focuses of franchise ingenuity and development is in the health and wellness sector, with segments being dissected into smaller slices and appealing to more specific populations of potential customers. The traditional “gym” concept has been around for decades with few innovations and, except for the current COVID-19 impact, continues to meet the needs for many. Yet, consumers are increasingly seeking more personalized ways to take care of themselves. They want to take control of their health by choosing the when, where and how; not waiting for a

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prescription, or life event, to force them into action. This is spawning new and exciting opportunities in franchising.

Gray Boom Fueling Demand The statistics surrounding the U.S. aging population clearly indicate more active seniors that are living longer. Life expectancy is increasing and statistics clearly reveal the need for better options for seniors when it comes to fitness and health. By the year 2030, it is estimated that six out of every 10 Baby Boomers will be managing some type of chronic condition, like diabetes, arthritis or osteoporosis. These trends are driving the rapid expansion of two segments: boutique medical concepts and active-life wellness businesses.

Personal Service Medical The aging population is taking direct control of meeting their medical needs by going to The Joint when they need

The traditional fitness trajectory for the 45 and older crowd can be best described as decreasing physical activity, diminishing energy levels and increasing injuries or ailments from past injuries. This population is increasingly seeking fitness activities that better match their abilities in environments that are more conducive to their physical and mental wellbeing. Walter Vendel, an entrepreneur in the Netherlands, understood this ten years ago when he and a physical therapist decided to create a concept that provided an effective, no-nonsense approach to strength training based on strong science. They launched fit20 “fit in 20 minutes”, with a deliberate and intense focus on improving the quality of members’ lives. The concept works for any age but has been most attractive to the aging population, providing them with a personal trainer to guide them through the slow motion, high-intensity workout. This boutique concept spread rapidly in Holland and is expanding internationally with master franchises in nine countries, including the U.S.


needed to bring these concepts to market and many investment analysts recommend shifting portfolios toward the aging economy. This may be the best time to invest in yourself by bringing a health and wellness franchise to your local market. ### Dr. Litalien is the founder and principal of Franchise Well, a specialized consulting practice supporting franchise companies, prospective franchisees and nonprofit organizations interested in the franchise sector. He also serves as the Chief Development Officer for fit20 USA. Ben teaches the Franchise Management Certification Program at Georgetown University in Washington, D.C. For more information visit www.franchisewell.com

Raymond Kusch fit20 USA Certified Trainer, Tony Plath; Raymond Kusch

Serving Underserved Populations According to the CDC, in the U.S. there are over 60 million people living with a disability, that is one out of every four Americans. The continuum of disability is vast, from hearing/vision loss to amputees, yet opportunities in franchising are minimal. The fit20 concept in the U.S. is seeing an attraction by this segment given that the training is personal and can accommodate most physical needs and specialty requirements. The fact that fit20 can

effectively support the aging population, wounded warriors, and persons with a wide variety of disabilities is heartwarming and gratifying.

Entrepreneurs and Investors Needed Franchising is a powerful economic model and now is a great time for expanding new and exciting health and wellness concepts to meet demands. Inspired entrepreneurs are needed to develop and expand new segments of medical and wellness solutions that tailor to specific needs. Investors are

Raymond Kusch is a servicedisabled veteran that attended the Franchise Management Certificate program at Georgetown University, sponsored by the USO, and recently became an investor in the fit20 U.S. master franchise. He is completing graduate work at the University of Notre Dame, sits on fit20 USA’s Board of Directors, and as serves as their Growth Strategy Advisor to emphasize fit20’s benefits to veteran and disabled communities. For more information visit www.fit20usa.com Franchising USA

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profile: Kori McClurg | Ori’Zaba

Kori McClurg on Ori’Zaba’s Discount Franchise Deal for Fellow Veterans Kori McClurg, CEO of Ori’Zaba’s parent company Astute Brands, knows firsthand why veterans make great franchise owners. A veteran of the US Air Force herself, McClurg served as a flight test engineer before departing the service at the rank of captain. That’s why popular Mexican restaurant chain Ori’Zaba’s is proud to be able to now offer qualified veterans $10,000 off the initial franchise fee. Veterans transitioning to the civilian world carry forward many of the traits crucial in their military careers, like integrity, respect, dependability and teamwork, that are also crucial to good leadership. These are exactly the characteristics Ori’Zaba’s is looking for in franchise owners to uphold the brand’s mission and make the entire franchise stronger. Recognizing that Ori’Zaba’s and veterans are a perfect match, Ori’Zaba’s hopes its discounted franchise fee will encourage veterans to invest in the company. “With their background and skills that easily translate to the franchising world, veterans are uniquely qualified to own and operate their own business,” said McClurg. “By offering a discounted franchise fee, we’re hoping to attract the kind of owners who reflect Ori’Zaba’s mission and values to further our growth.” Understanding veterans’ dependence on operational systems and processes, Ori’Zaba’s offers comprehensive training to guide veterans and help them reach their franchise goals, including:

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• Shoulder-to-shoulder and online training supporting all aspects of the business • Ori’Zaba’s University, a role-based online training system • In-depth training resulting in fullyversed and customer-ready staff • Optimized systems for mastering the made-from-scratch model with precision To learn more about franchising opportunities with the company, including the newly discounted fees for veterans, call 952.388.4136 email adam@zabas.com visit www.zabas.com/franchising


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: franchise@assistedlivinglocators.com Website: www.assistedlivinglocators.com

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

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

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

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

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: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com

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: dan@claytonkendall.com Website: www.claytonkendall.com

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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: advertising@cgbpublishing.com or 778-426-2446

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fr anchise & serv ices di r ecto ry

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. An IFA supplier forum member and recognized as the #1 franchise funding supplier by Entrepreneur, FranFund, designs smart all-in-one funding plans that grow with franchise businesses. No matter where you are in your journey of business ownership – 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. Through a personal and painless process, FranFund helps solidify your dreams of franchise ownership while positioning you for long-term success. We offer ongoing support and make sure you know all of your options for funding single units through multi-unit expansions

Franchise Payments Network Franchise Payments Network (a.k.a. FPN) is the only merchant services company focused exclusively on franchising. Since 2006, we have served over 190 franchise brands and we’ve grown a reputation as a premier vendor in the franchise industry. Our goal is to help both franchisors and franchisees save money on every transaction. We offer competitive payment processing rates and excellent customer service. More importantly, we assist franchise organizations with payment security and compliance

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

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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: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com

& 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: jdavis@firstlighthomecare.com Website: Firstlightfranchise.com

including SBA loans, conventional lending, and retirement plan funding with a risk-free SafetyNet® option. By utilizing our franchise-specific pre-qualification tool and cultivating an extensive network of lenders who are franchise and small business-friendly, clients pre-approved by FranFund have a loan approval rate of 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: info@franfund.com Website: www.franfund.com

to minimize the risk of breaches that could place brand equity in jeopardy. Our team of franchising experts can enhance the consumer experience through secure payment acceptance on any device. Whether it’s online, through a smartphone or tablet, or our many POS integrations, we tailor our services to each individual brand for efficient operations. Contact: Tom Epstein Phone: (866) 420-4613 Email: tomepstein@franchisepayments.net Website: www.franchisepayments.net

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: freshcoatpaintersfranchise@gmail.com Website: www.freshcoatfranchise.com


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: franchise@hometechnologyone.com Website: hometechnologyhandyman.com/franchise

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

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.

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

Office Evolution Founded in 2003 and franchising since 2012, the Colorado-based company is the largest and fastest growing coworking franchisor in the United States. Office Evolution currently has 70 locations open with a projected 80 open by year end. The brand has nearly 140 units sold in markets across the country and is poised for further growth as the demand for suburban workspace continues to rise. The brand’s model fills a niche for suburban-based workers looking for a professional environment to get their work done.

Contact: Gary Gale Norris Phone: 336-477-3693 Email: admin1@liftedclt.com Website: www.Liftedclt.com

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: jwalker@nathansfamous.com Website: www.nathansfamous.com

Office Evolution is helping thousands of business owners be dreamers, risk-takers, and doers by providing them with access to professional services that will help them drive their business forward. Office Evolution continues to lead the workplace transformation that is projected to see nearly 30 percent of all office space become shared office space by 2030, according to a JLL report. Office Evolution is currently operating in more than 24 states across the nation. For more information about Office Evolution, please visit www.OfficeEvolution.com and www.OfficeEvolutionFranchise.com

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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.

PropertyGuys.com INC. PropertyGuys.com 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.

SOCi 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.

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

Franchising USA

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: bbboecker@strategicfranchising.com Website: www.petwantsfranchise.com

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: opportunities@propertyguys.com Website: www.propertyguys.com

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: swilson@sfdpros.com Website: www.rebathfranchise.com

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. www.meetsoci.com

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. Contact: Martin Balcaitis Phone: (949) 326-9765 Email: martin@stretchlab.com Website: https://stretchlab.com


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

Window World Window World is the largest window replacement and exterior home remodeling franchise in the United States, with over 18 million windows sold to date. Window World’s commitment to industry-backed, energy-efficient products and services is a determining factor when consumers choose Window World to improve their homes.

Win home inspection

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

Operating from the corporate headquarters in North Wilkesboro, North Carolina, and in markets across the country at over 200 franchise locations, Window World is poised to provide next-level window installation and home remodeling services to Americans nationwide. For more information contact Zach Luffman, Director of Franchising at: Phone: 1-866-740-2100 Email: ZLuffman@WindowWorld.com Website: www.windowworldfranchise.com

WIN Home Inspection is the fastest growing franchise in the essential, multibillion-dollar home inspection industry. We are rated in the Top-100 Franchises nationally.

Our franchise owners have backgrounds in sales, corporate roles, real estate, construction, and a variety of other industries. Also, one-third are veterans and first responders, to whom we offer a 25% discount off the initial franchise fee to thank them for their service.

The home inspection industry is recession resistant. There is no financial stress of inventory, office space or storefront.

Regardless of their different backgrounds, they share common goals. They are looking for:

There are many reasons why entrepreneurs choose WIN:

• Freedom and flexibility that comes with owning a business

• Rigorous training and certifications to instill confidence and help you provide exceptional service.

• Fulfillment in an industry that requires very little capital

• Innovative marketing to help you differentiate and grow your business.

• Opportunity to build a thriving business and legacy

• Ongoing mentorship in a community built on mutual respect, integrity and caring.

ziebart Founded in 1959, Ziebart is the worldwide leader in detailing, films and structural protection services providing complete car care solutions. Backed by over 60 years of experience, the brand has evolved from its roots as the pioneer in rust protection services to become the most respected global company offering aftermarket total vehicle protection products and services. Today, Ziebart International Corporation operates more than 400 locations, with 1,200 service centers, in 37 countries. The brand is committed to helping its customers customize and protect their vehicles by offering services that range from detailing and film installation to structural protection. Ziebart’s mission is to support customers’ pride in vehicle

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.

• Comprehensive training, marketing and operations support Please click here to get your free brochure and learn how you could be on your way to building a thriving business in the essential home inspection industry.

ownership and to protect their investment with the highest quality products, services, exceptional workmanship, and a knowledgeable staff that provides solutions for extending the life of all vehicles. The brand is continuing to grow through franchising and offers a best-in-class investment for qualified prospects. Ziebart franchisees gain a built-in team with decades of experience to help launch their business every step of the way. As an established automotive enthusiast brand, Ziebart has been recognized by Entrepreneur Magazine as a Top 500 Franchisor as well as a Top 200 Global Franchise. For more information contact Amanda House at: Phone: 248-837-3944 Email: ahouse@ziebart.com Website: www.ownaziebart.com

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: advertising@cgbpublishing.com or 778-426-2446

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