Franchising USA February 2021

Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 09, ISSUE 3, feb 2021

business finance depot

THE FRANCHISE FINANCE EXPERTs

The Natural Order of Success for 2021-

Growth and Expansion

special feature

Business services LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

There’s never been a better time to own a Window World franchise than now!

Join America’s Exterior Remodeler

Martin & Debbie Bomba

Window World Franchisees

Open your own business with Window World – a proven franchise system with strong corporate support. As the industry leader in custom exterior home improvement products, customers appreciate our outstanding service and fantastic prices. Window World franchisees value our family culture and the ability to earn a living helping people in their communities.

Locally owned and nationally known, with more than 220 locations from coast to coast. Find out how a Window World franchise opportunity can help you achieve more than you ever thought possible.

Your window of opportunity starts now!

In 2019,

Window World reached

Visit WindowWorldFranchise.com or call 866-740-2100 today!

$738

MILLION in total system sales.

See Window World Franchise Disclosure Document for more details.

Window World, Inc., 118 Shaver Street, North Wilkesboro, NC 28659 This advertisement is not an offering. An offering can only be made by prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. These franchises have been registered under the franchise investment law of the state of California. Such registration does not constitute approval, recommendation, or endorsement by the commissioner of the department of business oversight nor a finding by the commissioner that the information provided is true, complete, and not misleading. Minnesota license number F-6754.

Franchising USA

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 9, ISSUE 3, 2021 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

Welcome to our February issue of Franchising USA.

advertising: vikki@cgbpublishing.com jason@cgbpublishing.com

Editorial team: Hayley Drew Sinead Horan-Webb Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: business finance depot

CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Editorial: 778 426 2446 www.franchisingusamagazine.com Proud member of the IFA:

In this issue we are delighted to welcome Business Finance Depot to the cover! As many potential franchisors and franchisees look to financing options, Paul Bosley of Business Finance Depot is here to outline the various programs they provide and how their franchising clients can make the best use of the financing products they offer.

Turn to page 10 to read more.

Financing is one element that franchisors rely on to build and grow their business. In our special feature supplement on Business Services, we take a look at some other services that help keep the wheels of franchising turning. Read our special feature article ‘Taking Care of Business’ on page 28 to read about business services that are in demand – despite the changing business landscape the pandemic has provided.

We also hear from many industry experts on a range of subjects in this issue. George Knauf explores an exciting new way of communicating with your clients through the Clubhouse App. Gary Norris is inspired by nature as he explores the natural order of success, and Brian Bond examines how to position a business for sale. We also have some special advice from career development expert and author Helen Horyza who offers her tips on bolstering your career.

Plus, we take a closer look at franchises making their mark while surviving and thriving through the pandemic – from a beauty salon and a fitness franchise to restaurants who are throwing open their doors to new franchisees – there are many businesses who are going from strength to strength despite difficult times.

As always you will also find the latest franchising news, even more expert advice articles and profile pieces, and our A-Z franchise listing directory with all of the best franchise opportunities available right now.

Enjoy the read!

Vikki Bradbury & Diana Cikes

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

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“Paying attention to a few little things most men neglect makes a few men rich.” ~ Henry Ford

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

february 2021

On the Cover 10 Cover Story: Business Finance Depot:

The Franchise Finance Experts

12 The Natural Order for Success in 2021 – Growth and Expansion

12

25 Special Feature – Business Services

In Every Issue 6 Franchising News

Announcements from the Industry

55 A-Z Franchise and Services Directory

Expert Advice

18

12 The Natural Order for Success in 2021 – Growth and Expansion

Gary Norris, CEO Norris Ventures

18 Set Your Restaurant Apart with Plant-based Offerings

Heather Ripley, CEO, Ripley PR

46 How to Use the Clubhouse App to Grow Your Business

George Knauf, Senior Franchise Business Advisor, FranChoice

50 Six Ways to Bolster Your Career During Economic Upheaval

20

Helen Horyza, Career Development Expert & Author

Have Your Say 20 Creating a Community Within Your Franchise

Isaac Vaisberg, CEO, Sasquatch Strength

52 Innovation is Top of the Menu

Daniel Lee, Head of Brand and Technology, Flame Broiler

Focus Feature

28 Franchising USA

16 Mosquito Mike – Safety and Success Top Priorities for New Mosquito Control Franchise

1 Snapshot

32

44 Gina Rivera, Phenix Salon Suites

Franchisee in Action 22 Green Home Solutions Partners with Habitat for Humanity on Multi-family Building Project

Franchisor in Depth

40

48 From Radio Personality to Celebrity Chef:

Dr. Fredrick Jacobs, Celebrity’s Soul Food

Feature: Business Services in every issue 26 Franchising News Announcements from the Industry

42

28 Taking Care of Business – Business Services Franchises

That Are in Demand Expert Advice 32 Becoming Your Own Boss in 2021 Andy Cagnetta, CEO, Transworld Business Advisors

36 Seven Ways to Position Your Franchise for Sale

Brian Bond, Principal of Strategic, Strategic Business Brokers Group

46

40 Five Things to Know about Franchise Broker Training

Jill Abrahamsen, Editorial Director, International Franchise Professionals Group (IFPG) 42 Many Opportunities with Business Service Franchises

Rick Bisio, Franchise Coach, FranChoice\ profile 38 Operating a Successful Business Services Franchise Sean Manning, CEO & Owner, Payroll Vault

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what’s new!

ZOOM ROOM EXPERIENCES MASSIVE GROWTH WITH FRANCHISE SIGNINGS IN RECORD YEAR Zoom Room, the venture-backed, revolutionary indoor dog training gym, announced record growth with 15 franchise signings and the opening of three new locations in 2020, accentuating the company’s ability to prosper despite the global pandemic. Nearly tripling Zoom Room’s national presence, the expansion is led by a five-unit deal in Dallas, TX and a three-unit deal in Austin, TX, delivering the company’s first multi-unit agreements.

The news was jointly announced by CEO Mark Van Wye and President & CEO of AP Franchised Concepts Anthony Polazzi, who also report overall success of existing stores as they each experience a double-digit increase in sales in spite of 2020’s impact on most industries.

Following three highly successful openings in Arizona, California and Florida in 2020, Zoom Room sold 14 additional franchise units across Texas, Washington, California, Colorado and Nevada.

“The pandemic has caused many industries to not only fight to sustain themselves, but to survive,” said Van Wye. “The pet industry, on the other hand, is thriving as dog adoption rates have seen a 700 percent increase, allowing Zoom Room to continue providing exceptional and much needed dog training and

socialization. In doing so, franchises have continued to experience double digit year-over-year growth in revenue with sociallydistanced classes, especially for puppy training, which are in higher demand than ever before.” https://zoomroom.com/franchise/

TINT WORLD NAMED A 2021 TOP FRANCHISE BY FRANCHISE BUSINESS REVIEW the challenges we’ve all faced in 2020. Being included on the Franchise Business Review 200 Best Franchises to Buy list demonstrates that Tint World is on track to continue meeting and exceeding our goals for growth and expansion, and that the training, marketing solutions and other tools we’re providing are working.”

Tint World Automotive Styling Centers, the leading international auto accessory and window tinting franchise, was recently named a Top Franchise for 2021 by Franchise Business Review.

“This ranking has special meaning for us here at Tint World, because it comes from the people who are on the front lines of our business,” said president and CEO Charles Bonfiglio.

“We make the success of our franchisees a top priority here, and it’s especially gratifying that we’ve earned this recognition after

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Tint World Automotive Styling Centers offer sales and installation of auto and marine accessories, mobile electronics, audio video equipment, security systems, custom wheels and tire packages, window tinting, vehicle wraps, paint protection films, detailing services, nano ceramic coatings, maintenance and repair services, and more. Tint World is also the leading provider of residential, commercial and marine computerized window tinting and security film services with locations throughout the U.S. and abroad, with franchise opportunities available worldwide.

Tint World was among over 300 franchise brands, representing more than 28,000 franchise owners, that participated in Franchise Business Review’s research. www.tintworldfranchise.com/

PERSPIRE SAUNA STUDIO SET TO EXCEED FRANCHISE GROWTH GOALS IN 2021

NFL QUARTERBACK DREW BREES PARTNERS WITH STRETCH ZONE Stretch Zone – the company that brought practitionerassisted stretching to the public – has named NFL quarterback Drew Brees to its board of directors. Brees will also serve as a Stretch Zone brand ambassador and franchise partner, working to build out multiple Stretch Zone locations in the Midwest, Louisiana, and Southern California.

“Drew’s passion for health and fitness, coupled with his vast experience as a franchise owner across multiple industries, reinforces the value Stretch Zone brings to members and investors,” said Stretch Zone President and CEO Tony Zaccario.

Brees has incorporated practitioner assisted stretching as part of his training and recovery regimen for many years to maximize fitness gains and prevent injury. “Stretch Zone improves lives through its intentional methods and authentic approach,” said Brees.

Stretch Zone uses a proprietary strapping system that positions, stabilizes and isolates muscles for effective stretching. Stretch Zone practitioners lead clients like Brees through a series of dynamic stretches that increase mobility and muscle function.

Assisted stretching allows the practitioner to control timing and intensity of the stretch-reflex in order to increase range of motion without causing discomfort.

“At Stretch Zone, we seek to make the outstanding health benefits of guided stretching available to everyone,” said Stretch Zone founder Jorden Gold. “Whether you are a recreational athlete, deconditioned aging baby boomer or an elite athlete like Drew, the Stretch Zone method is a lifestyle to help you live a better life.” www.stretchzone.com

Perspire Sauna Studio continues its growth trajectory in 2021 and is forecasted to award 20-30 new franchises over the next 12 months.

As of December 2020, Perspire has awarded franchises in Arizona, California, Florida, Georgia, Idaho, Iowa, Nebraska, North Carolina, Tennessee, Texas, and Wisconsin. Heading into 2021, Perspire already has interest from potential franchisees in Illinois, Indiana, New York, Virginia, Oregon, and Washington, to name a few.

“It seems like just yesterday we were opening our first Perspire location - little did we know it would take off like it has,” said CEO Lee Braun. “Despite recent events, we’ve been fortunate enough to stay on the same trajectory in terms of expansion and growth solely because of our naturally socially distant and personalized approach at each studio. Along with following CDC and local guidelines, every studio has remained open throughout the pandemic. It’s been remarkable.”

Perspire Sauna Studio was the first to develop and offer infrared sauna studio franchises in the USA. The holistic treatment combines sauna therapy with modern-day technology to provide guests with a comprehensive health and wellness alternative.

Unlike traditional saunas, infrared saunas provide a gentle, soothing therapeutic heat that promotes relaxation and stress relief, detoxification, improved sleep, and the added benefit of boosting the immune system.

“Along with infrared therapy being a growing trend for consumers; we’ve seen an increase in prospective single-unit franchisees and multi-unit franchisees from across the country,” said Shery Christopher, Director of Franchise Development of Perspire Sauna Studio. https://franchise.perspiresaunastudio.com

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what’s new!

X-GOLF AMERICA PROJECTS 50TH LOCATION LAUNCH ACROSS NORTH AMERICA IN 2021

Poised for continued rapid development, X-Golf America, an entertainment golf simulator concept, has grown its presence to more than 25 locations by the end of 2020 and has signed franchisee contracts in more than 10 states and provinces this calendar year.

The new locations will feature X-Golf America’s proprietary technology with state-of-the-art simulators and software, as well as a full bars and restaurants. Offering tee times, private lessons, tournaments and events, X-Golf has the ability to cater to all skill levels.

In addition, X-Golf America will be launching a new connected platform in late 2020, integrating its technology and capabilities to all existing venues, personalizing the experience for X-Golf players and allowing them to track their data, develop their game and compete to win once-in-a-lifetime experiences and prizes.

The state-of-the-art indoor golf simulators give players unparalleled realism through a combination of camera systems, infrared lasers, impact sensors and advanced gaming software. Their dedicated kiosks offer visitors the ultimate golfing entertainment experience with virtual reality gaming, food and beverages, competitions, leagues, golf lessons, memberships and more. The short game and putting capabilities allows players to fully experience a round from tees to greens with acute accuracy.

CALIFORNIA CLOSETS OF NASHVILLE NAMED THE BRAND’S FRANCHISE OF THE YEAR California Closets of Nashville, a leader in custom closets and personalized home organizational systems for more than two decades, has been named the top Franchise of the Year among the company’s nearly 150 showrooms throughout North and South America.

Owned and operated by Brentwood. TN. resident Kurt Schusterman, the team received the award virtually during the company’s annual awards gala.

“I am so grateful for our amazing team of people here in Nashville – our incredible designers, installers, administration, and production. Every member of our team is extremely passionate about delivering a customer experience that consistently exceeds the customers expectation which we call “Designing Better Lives.”

It’s humbling to see how Middle Tennessee supports and raves about their experience with us with more 5-star Google Reviews than all the Nashville competitors combined,” said Schusterman.

California Closets of Nashville has been serving customers in Middle Tennessee, West Tennessee, East Tennessee, South Central Kentucky and Northern Alabama for 22 years.

X-Golf began developing simulators in Korea in 2005, first launching its American franchise operations in 2016. Since then, the company has successfully opened and maintained 25 franchisees across the country, with year-over-year doubled growth planned for 2021 and beyond.

The local California Closets operation is a consistent innovation leader with the global franchise. The Nashville area showroom was the first in the nation to showcase California Closets Essentials accessories line, among the first to launch the historic collaboration with Martha Stewart on the new Everyday System modular line, and the local design team was one of the first to pivot to virtual design consultations in 2020.

www.xgolffranchise.com

www.californiaclosets.com/nashville

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CARD MY YARD’S EXPONENTIAL SUCCESS “Card My Yard was founded with a mission to spread joy on a daily basis and this past year, that message and vision for our brand became more powerful than ever before,” said Jessica Stanley, cofounder and CMO of Card My Yard.

Card My Yard, America’s original yard greetings franchise, reported 2020 as an incredibly successful year, wrapping up the year with 193 new openings and 200 signed franchise agreements – more than 94 percent of those agreements stemming from female entrepreneurs. With a 600 percent increase in sales, the brand is poised for continued success and on pace to reach 450 franchise locations in 2021.

“Americans faced a pandemic unlike one we’ve ever seen in our lifetime and being the go-to brand that could help families and loved ones celebrate – from a distance – milestones, birthdays and special occasions was extremely rewarding for all of us involved.

We also saw people who had lost their jobs launch Card My Yard in their own town – many finally realizing their dreams of becoming small business owners and entrepreneurs. As we turn our attention to 2021, we’re excited to continue to make a positive impact in communities across the country and look forward to a bright future ahead for the brand.”

The brand also announced its strategic investment by Princeton Equity Group, a private equity firm with extensive experience in the industry and a plethora of resources that, together with Card My Yard, they will use to serve the brand’s growing list of franchise partners. www.cardmyyard.com

IMAGE ONE CELEBRATES 10TH FRANCHISE ANNIVERSARY BY ROLLING BACK FRANCHISE FEE To celebrate Image One’s tenth anniversary the commercial cleaning franchise is rolling back its franchise fee to reflect the year it all began.

Image One will offer a reduced franchise fee of $29,750 - what it was in ten years ago - to the first 10 franchisees who sign on in 2021. Additionally, for each of those 10 franchisees’ 10 months in business, Image One will match their marketing contribution at 50 percent of their spend.

“We’ve had a strong first decade in franchising, and in a year when hardworking, determined Americans have been hit with adversity unseen in year’s past, Image One recognized there would be no better way to celebrate than by giving back with a deeply reduced franchise fee,” said founder and CEO Tim Conn.

Image One offers commercial services including: daily janitorial, carpet cleaning, hard surface floor care, window washing, vacancy services, move in/out cleaning,

post-construction cleaning and disinfectant cleaning services. In 2020 Image One introduced electrostatic disinfection to keep office settings healthy.

“One of the most meaningful moments

Over the past 10 years, Conn says Image One has developed industryleading advancements in technology and recognition, but he is most proud of the lives that have been changed within the franchise system.

in 2019,” he said. “Seeing him reach that

of the last ten years was when one of

our longtime franchisees, Jason Avila,

surpassed $1 Million in annual revenue

level of success proves that we’ve created a fruitful franchise system that can truly change lives.”

https://imageonefranchise.com

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Bus i n ess f i n a n c e d ep ot

business finance depot THE FRANCHISE FINANCE EXPERTS

Paul Bosley launched Business Finance Depot in June 2006 as an equipment leasing company focused on lease equipment to the Fitness industry.

1. Finance a Start-up Business - Massage Envy, F45 Training, Venture X, Jon Smith Subs, The Great Greek, iCryo, Pembrooke Chocolatier, Fitness 1440 & Athletic Republic

In May 2013, Paul volunteered for SCORE, a division of the Small Business Administration and learned how SBA loans are used to provide financing to new and existing business in all industries.

Over time, the company has grown to include a talented group of professionals and has expanded into the Franchise and the RV Park and Campground industries.

This article outlines the various financing programs the company offers and how our franchisor and manufacturing clients use the products to provide financing to their clients.

• The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral! – Neighborly, Garage Living, Patrice & Associates, Fibrenew, Naturals 2 Go & Ace Handyman Services

SBA 7(a) Loans This national loan program can be used to finance nearly any legitimate business purpose. The SBA offers loan guarantee reduces the lender’s risk which, in turn, makes securing an approval more likely.

These loans offer the lowest APR available amortized over the longest repayment term available. The following information lists possible uses of the loans and our franchisor clients currently using each aspect of the program.

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• The SBA 7(a) Loan will finance up to 85% of the total project costs including equipment, organization costs, buildout, deposits, inventory, working capital and franchise fees.

Business – Checkers & Kampgrounds of America (KOA) • The funds are used to refinance business debt including mortgages, equipment leases and loans. Credit card debt is typically NOT included.

• The resulting monthly payment must reduce the total monthly payments of all debt being consolidated by at least 10%.

Common Criteria, Terms and Conditions for the Three (3) Uses Listed Above • The collateral is all business assets. For loans over $350,000, additional collateral is required which is typically real estate up to the loan $ amount.

• The owners’ equity injection ranges from 15% - 30% of the total costs and cannot be borrowed money such as a home equity loan.

• Good personal credit.

• A resume with industry experience, transferable skills and/or related education is important!

• The interest rate is prime rate as published in the Wall Street Journal (currently 3.25%) plus a risk premium typically 2.75% = 6% APR.

2. Capital to Expand an Existing Businesses – All of the Above Franchisors • Same as above except the emphasis is on the profitability of the business based upon business tax returns and interim financial statements.

• The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral!

3. Debt Consolidation for an Existing

• 10-year loan repayment term.

• No prepayment penalties are most common.

• Closing Costs are typically 3% of loan amount and are added to the amount financed. Please note – new legislation indicates the SBA is waiving its loan guarantee fee until until 9/30/21!

• Timing to close - 90 days which varies with the bank workload & responsiveness of the borrower.

4. Real Estate – Commercial Mortgages – Yogi Bear’s Jellystone Parks & Kampgrounds of America (KOA)

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Meet the Team : 1. Paul Bosley - Owner 2. Marisol Cruz - Chief Operating Officer 3. Christy Bosley - Customer Service 4. Ken Countess - Marketing Director 5. Gary Raffensberger - Director of Operations 6. Iveta Rietschel - Chief Financial Officer 7. Stephen Indicator - Business Development Director 8. Patricia Maldonado - Public Relations Director 9. Frank Young – Director of Finance 10. Louann Driver – SBA Loan & Franchise Consultant 11. Balaji Elumalai – DocuSign Expert • The loan will finance up to 90% of the purchase & development cost.

• The equity injection is no less than 10% of the total cost and cannot be borrowed money such as a home equity loan.

• The business must occupy at least 51% of the useable space. This provides an opportunity to sub lease the remaining 49% of the useable space.

• Terms and Conditions - Same as above with the following exceptions: o loan repayment term up to 25 years o fully amortized loan repayment with no balloon payment o prepayment penalties – range from 1-4% over the initial 3-4 years o interest Rate – Prime (3.25%) + a risk premium estimate 2% = 5.25% APR.

Equipment Leasing The main benefits of equipment leasing are that the transactions are completed quickly and the collateral for the transaction is the equipment package being financed. The typical terms require a down payment or

a security deposit ranging from 1 lease payment up to 20% of the $ amount being financed. The repayment term ranges from 3 to 6 years. Once the lease is paid, the ownership of the equipment is transferred to the company leasing the equipment.

Our company has developed leasing programs for many non-fitness franchisees: Garage Living, Smash My Trash and Red Box + which require trucks or vans and equipment.

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

Unsecured Business Credit Card & Lines of Credit – 7 Eleven & Curves Our company works closely with an aggregator specializing in unsecured business and personal credit cards and

lines of credit for financing in addition to an equipment lease or for clients not eligible for SBA loans for any reason.

Our team is proud & honored to serve our diverse client base and we are poised to expand, so if you are a franchisor or franchisee and want to learn more about how we can serve your financing needs, please contact Paul Bosley by calling (800) 788-3884 or emailing paul@ businessfinancedepot.com.

For more information, please visit www.businessfinancedepot.com.

LEARN MORE Please feel free to contact me with any questions at your earliest convenience. In the meantime, we invite you to click on this link to view our 2 video series to prepare financing your business and the financing options available in today’s marketplace and to click on this link to watch our SCORE webinar “Best Financing Options for Your Small Business”. Also, please visit our website & my LinkedIn profile to learn more about our company.

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The Natural Order of Success for 2021 -

Growth and Expansion

ex per t advice

Gary Norris | CEO | Norris Ventures

Franchising USA

Growth must come before expansion It’s a simple rule - but one that many get wrong and more often than not,

it’s because entrepreneurs don’t realize there is a vast difference between the two. I know they sound very similar but they’re quite different by my

definition and so I want to unpack this a bit more in hopes that it will help

you set a course for success this year. As I usually tend to do, I’ll pull from the vast lessons taught to me by nature during my childhood in the Blue

Ridge Mountains of North Carolina - and this lesson is best taught by the trees.

Trees. I love them. I look after the trees on my property. The ones that are living are respected. The ones that have passed on are honored in that they provide lumber and heat for us. In this article, I want you to remember the most majestic tree in your memory. It could be from a trip to the redwood forests of California. It could be a stately maple from which you enjoyed the best pancakes in the world by their sweet syrup. It could be a tall strong oak that stood just outside your grandparent’s house. It could be a sprawling apple tree that provided sweet fruit in early fall, or a cherry tree that kept you puckering with its sweet and tart bounty. Whatever it is, recall it now. It will help me make an unforgettable point regarding growth and expansion.

With these trees, there is a universal law relating to its future health - success, if you will. Growth must come before expansion.

Growth (up) must come before expansion (out). If you put expansion before growth, the tree will become top heavy and will uproot because there isn’t a foundation deep enough or broad enough to hold the weight. When a tree grows in the right soil and the right environment with the right amount of sunlight, something amazing happens - three things, in fact. Let’s start at the bottom with the roots.

The Roots Roots begin to tunnel their way into the soil looking for water. Their role is twofold.

Not only do they bring moisture to the rest of the tree, but they also provide a foundation. The wider and deeper the roots go, the more moisture is delivered to the trunk and branches. While delivering life giving water, they are also strengthening their grip on the earth. The stronger the grip, the harder it is for the winds of change to push them over. The tree presses into the earth to increase its stability and its health. The roots are what’s under the hood. We can’t see the roots - but they are

there. The general public doesn’t see the roots that are underneath - but make no mistake, there is strength and health in the depth of the foundation. How deep is the foundation of your business? Have you spent time driving down the roots of core competency? Of tenured staff? Of purpose driven engagement? The simple things. In a COVID 2021, without these roots, your tree is in danger of being blown over by the winds of work from home mandates, social distancing and a new type of engagement.

How long has it been since you revisited the roots of your business? Can you define what type of soil your business needs to thrive? Can you determine the mineral content of where you are planted? Is your business planted near a source of flowing water? How wide and deep are the roots?

Take a minute to answer these questions then we will move to the next vital part of the tree.

The Trunk When I was a kid, we would measure a tree by whether or not we could wrap our arms around it. If it took more than one of us kids to wrap our arms around it, we knew it was a good strong tree. I can hear my pappaw describing trees on his mountain farm by saying, “It would take three men to go around it.” That meant it was a very big tree. The trunk is at the center of all that. When we would cut a tree, we kids would race to count the rings. This would tell us how old the tree was. I would get so excited when the number would get to 25, then 35, then 50, sometimes even 100! If that tree could talk, what would it tell us! The counting always starts at the heart of the tree. In the trunk. The broader the trunk, the deeper the roots.

We don’t need X-ray glasses to see into the dirt to know the roots were there. The trunk proves it. The trunk is what stretches the leaves towards the sun for food. The roots are stretching out for strength and water. The trunk is pushing two ways: down into the soil and up into the sky.

“When a tree grows in the right soil and the right environment with the right amount of sunlight, something amazing happens.”

Gary Norris

“If a tree finds an obstruction to light, it will grow around it or over it to reach the light. Grow around the things that are trying to stifle the light for your business.”

Ever wonder why there is bark? Well, for starters, bark tells us what kind of tree it is. It’s the fingerprint of the tree. All bark is unique. But most importantly, the bark protects the heart of the tree. How broad is the heart or core of your business? Are there places where the bark is missing?

How straight is the core of your business?

Does it bend this way or that way? The straightest trunk is the tallest tree. Make sure your core is doing two things: First, your core should be driving down roots to ensure strength. If the roots are shallow, the tree will come down in a windstorm.

Second, your core should be pushing upwards for light - for food. If your core doesn’t drive your business upwards to capture every opportunity for food, then your business will starve. Period. Your core must be pushing down for stability and nourishment AND pushing upwards for sustenance. Now let’s look at the highest parts of the tree.

The Branches and Leaves I like to think of the branches and leaves as roots that are above ground. They reach for sunlight to feed the rest of the tree.

They are receptors of life for the tree. Each one, no matter how small, plays a part in the health of the whole tree. In the right season, with the right conditions, these

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ex per t advice

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ex per t advice

Gary Norris | CEO | Norris Ventures

“Your business can begin planting healthy replications of itself when your concept is mature. Grow first, then plant seeds that are ready. This is the natural order of growth and expansion.”

receptors will begin to produce buds. Buds are the flowers and for every flower there is a fruit. Fruit is your product or service to be enjoyed by those in need. How many branches are in your favorite tree? Ever tried to count them? Good luck. It’s nearly impossible to count all the thousands of receptors it takes to produce fruit. Are you getting it? An apple tree can only produce apples. A cherry tree can only produce cherries. A hickory tree can only produce hickory nuts. If the roots are deep, the trunk is broad and protected by bark, the branches are numerous and the leaves are reaching toward the heavens for life and light, then the harvest will be abundant.

Is your business aggressive to reach for its core competency? Are you seizing every opportunity to capture light for your business? If a tree finds an obstruction to light, it will grow around it or over it to reach the light. Grow around the things that are trying to stifle the light for your business. Shift. Pivot. COVID may be that obstruction. Pivot and grow around it. If you grow your trunk straight, then your

Franchising USA

branches will be above the obstruction of COVID.

Growth must happen before expansion Why? It takes years for a tree to mature and by this, I mean producing seeds that are able to germinate a healthy, strong replication of itself. If you try to plant an immature seed, it does nothing. If you watch the landscape, you will see seedlings coming up under mature trees. When the mature tree is ready, it will drop a new seed into the ground that is ready to replicate the DNA found in its heart. Your business can begin planting healthy replications of itself when your concept is mature.

Grow first, then plant seeds that are ready.

This is the natural order of growth and expansion. Do you see it? I hope so. I hope you start checking out how deep your roots go - making sure they are near a constant water source. I hope you begin measuring the width of the heart of your business making sure you are intentionally pressing downwards and reaching upwards. I hope you push up as many branches for sunlight as you possibly can and that you determine, right now, to grow around the obstructions.

If you do, you will surely have an abundant harvest and you will be able to look at expansion, naturally, in its own time and in the most healthy way… even in the midst of COVID. At the very least, I hope you see those stately old trees in a light you had never thought of. The lessons they can teach us are valuable.

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 GaryGale@NorrisVentures.com Learn more about Norris Ventures at www.NorrisVentures.com

A brand you can grow with.

A brand you can grow with.

Join Join the the exploding exploding industry industry of of Mosquito Mosquito Control Control with with Mosquito Mosquito Mike, Mike, aa brand brand you you can can grow grow with. with. Prime Prime territories territories are are available available now! now! Don’t Don’t miss miss this this remarkable remarkable opportunity: opportunity: Join the exploding industry of Mosquito Control with Mosquito Mike, a brand you can grow with. Prime•territories available with now!explosive Don’t missgrowth this remarkable potential opportunity: investment Low costare • Low cost investment with explosive growth potential fantastic support curve with learning •• Short growth potential with explosive investment Low cost fantastic support curve with learning • Short revenue work with •• Seasonal support with fantastic curverecurring Short learning revenue recurring work with • Seasonal •• Operate recurring revenue withhome workyour Seasonalfrom • Operate from your home • Operate from your home

This information is not intended as an o er to sell, of an o er buy,toabuy, franchise.

It is for purposes only.

Currently, theo er o erand andsale saleofoffranchises: franchises: California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, NewNorth York,Dakota, North Dakota, Oregon,Island, Rhode Island, South Dakota, This information is not intended as an o erorto the sell,solicitation or the solicitation of anto o er a franchise.

It isinformation for information purposes only.

Currently,the thefollowing followingstates states regulate regulate the California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, New York, Oregon, Rhode South Dakota, Virginia, Washington, Wisconsin. you are a resident of or want atofranchise in one states, we we will notnot o er youyou a franchise until we havethe complied with applicable pre-sale registration disclosure requirements instate. your state.

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Virginia, isWashington, andasWisconsin. you arethe a resident of oroftowant to locate a franchise in of one states, will o er a franchise unlessand and untilregulate we have complied with applicable pre-sale registration andand disclosure requirements in your Franchise o erings are Franchise Disclosure Document only. Dakota, This information notand intended anIfo er toIfsell, or solicitation anlocate o er buy, a franchise.

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Currently, theunless following states o er and sale of franchises: California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, New York,made North Dakota, Rhode Island,Document South Virginia, Washington, and Wisconsin. If you are a resident of or want to locate a franchise in one of these states, we will not o er you a franchise unless and until we have complied with applicable pre-sale registration and disclosure requirements in your state. Franchise o erings are made by Franchise Disclosure Document only.

Visit Visitus ustoday todayat: at: Visit us today at: www.MosquitoMikeFranchise.com www.MosquitoMikeFranchise.com www.MosquitoMikeFranchise.com Or Or call calltoll tollfree: free:844-750-6453 844-750-6453

Or call toll free: 844-750-6453

focus fe at u r e

Mosquito Mike

Safety and Success Top Priorities for

New Mosquito

Control Franchise

A brand-new mosquito control franchise wants to improve the entire industry through better technology, better marketing, and improved safety.

frequency and spread of Lyme disease, Zika, West Nile Virus, and Eastern Equine Encephalitis (EEE) is also driving growth.

Mosquito Mike provides mosquito, tick and flea control for homeowners looking to enjoy their backyards without annoying bites or worry of contracting dangerous tick/mosquito borne diseases.

“Mosquito Mike began as nothing more than a side hustle,” noted Mosquito Mike founder and CEO Michael Reynolds.

Having built a successful independent seasonal tax service, Reynolds found himself with eight months with little to no business coming in. With little interest in bookkeeping, payroll or other desk related occupations, Reynolds applied as a pesticide applicator for a successful mosquito abatement franchise business.

The mosquito/tick control industry is seeing tremendous growth as a category. In addition to mosquito control becoming the new status symbol for homeowners who want to spend time outside, the increasing

“That was a true eye opener,” Reynolds said of that experience. The lack of technology and complete disregard for employee safety made him realize that his business experience and marketing

Franchising USA

background placed him in an ideal position to come up with a better business model.

Reynolds spent the fall/winter doing research and planning. The following summer, Mosquito Mike commenced operations and offered an alternative to the existing mosquito spray businesses.

Having felt the early effects of pesticide poisoning while being discouraged from wearing masks or other protective equipment, Reynolds knew that employee safety would be the first priority. Mosquito Mike provides its applicators with moisture wicking long sleeved shirts, light weight caps, gloves, eye protection, and protective masks to ensure their well-being. In addition, Mosquito Mike uses pickup trucks rather than the trendy open cab vans that permit pesticide applicators to breath in the chemicals all day.

franchise system, you will be able to take advantage of these rates. In addition, the company will handle most of the marketing for franchisees allowing franchisees more time to serve customers rather than obtaining them.

“I feel that we have a better product to offer than what’s out there currently,” he stated.

Built to Prosper

“Providing workers with a safe working environment is paramount to having a happy, successful, and motivated workforce and is the right thing to do,” Reynolds stated.

Next, Reynolds continued to investigate new technology and consistently discussed with his staff ways to improve on the quality and delivery of Mosquito Mike’s services. By adding an “Instant Pricing Engine” to the website Mosquito Mike became the only franchise to offer prospective customers the ability to get immediate, automated property measurements, price quotes and even purchase services online.

With an emphasis on video to answer customers most frequently asked questions, Mosquito Mike is looking to improve closing ratios while reducing time spent on the phone. This allows franchisees and their team to use time more efficiently.

In addition to the website, Mosquito Mike offers a series of tools that assist the office personnel to work seamlessly with the technicians out in the field. Automated scheduling and routing tools streamline operations and reduce fuel costs while the in-truck GPS and phone app allow for up to the minute field status updates when needed.

Looking for the right people Reynolds said the franchise is going to take on a limited number of franchisees this year to make sure they are giving all of them the attention they deserve.

His ideal franchisee is someone who has management, sales, customer service, military or small business ownership background. Mosquito Mike offers a 15 percent discount off of the franchising fee to veterans.

Franchisees can expect 38 hours of combined training split between a classroom and field work in a truck. The training takes place at the corporate office in Fall River, MA. Although this is a home-based business, a franchisee will want to have at least one other person helping them because work can pick up fast.

Once franchisees have opened their businesses, Mosquito Mike can provide a designated supplier for call center services and will provide initial and ongoing support to help franchisees grow their Mosquito Mike business “One of the great things about this business is that it’s relatively easy to learn,” Reynolds said. “So, when they walk out of training, they’re going to feel confident they can do this, but we’re going to be available when they need a little bit of help.”

Another big advantage that Mosquito Mike has over its competitors is that franchisees’ marketing spending will go much further with the company.

Reynolds has a background in marketing and has developed effective strategies to gain customers. Over the years, he has negotiated favorable rates with vendors and as a member of the Mosquito Mike

Above all else, Reynolds wants his franchisees to be successful. The CEO said he sees a lot of people who have worked as mosquito sprayers open their own business and they’re gone after a season because they don’t realize that there is more to the business than just spraying. You need processes and systems in place for it to run smoothly.

“What I want is for each franchisee to make a really good living and to build equity for their future,” he said. “What I want is their success story.”

Seasonal attraction One last draw for franchisees, Reynolds noted, is that Mosquito Mike is a seasonal business when operated in northern states (generally running from April to October) with high growth potential and recurring revenue that gives people plenty of time to pursue other interests.

“This franchise offers a tremendous amount of flexibility,” he noted. “This opportunity has the ability to offer franchisees time to spend with family or however they wish.”

In fact, he has one potential franchisee who he is speaking with that is excited at the prospect of getting the entire hunting season off.

With an emphasis on safety, technology and success, Mosquito Mike offers an essential service business opportunity for entrepreneurs who want a highgrowth, recurring revenue business doing something everyone loves — getting rid of mosquitoes.

Mosquito Mike, based in Fall River, MA, opened in 2017 and just started franchising this year. The company is currently set up for franchising in 28 states throughout the US. www.mosquitomikefranchise.com

Franchising USA

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ex per t advice

Heather Ripley | CEO | Ripley PR

Set Your Restaurant Apart with PlantBased Offerings Increase your profits by diversifying your brand increase your franchise brand’s profit margin this year by adding even one or two plant-based options to your offerings.

When you do, make sure to promote your new offerings through effective public relations or social media campaigns to get the most return on your investment.

Getting attention from the right media takes time and effort, but the value of media attention is priceless.

If you’re still on the fence, here are five reasons why you might want to think about adding plant-based and vegan items to your franchise menu - even a little at a time:

Many consumers are eating less meat these days, but this does not mean that a majority of Americans are planning to become full-blown vegans or vegetarians.

However, there are many reasons people

want to consume less meat in their diets.

Living a healthier lifestyle and eating

food that is environmentally-conscious

Franchising USA

and animal-friendly are some of the most popular reasons.

Millennials are helping fuel that trend.

According to a recent report from Statista, 60% of millennials expressed their desire to try a flexitarian diet in 2018, meaning they would prefer a mostly plant-based diet with the occasional dairy or meatbased meal. It’s not just a millennial thing though, food preferences are changing and food franchisors that offer vegan or plantbased items on the menu can capitalize on the growing demand.

You still have time to make a change and

• Show consumers your franchise brand is making an effort to offer healthier options for clients who prefer meatless meals and for those just wanting to reduce meat consumption. Physicians report that people who greatly reduce or eliminate red meat have a lower risk of heart disease and death.

• More people are eating plant-based foods and want to see a variety of vegan options when they order out or visit their favorite fast food or dine-in franchise.

Don’t miss out on offering menu options that appeal to vegans and vegetarian consumers, a group that has seen a recent 600% growth.

• Increase your franchise brand’s revenue by appealing to consumers from all walks of life and especially the growing

“Increase your franchise brand’s revenue by appealing to consumers from all walks of life and especially the growing vegan, vegetarian and flexitarian market. By increasing your customer base, your bottom line is unlimited.”

vegan, vegetarian and flexitarian market.

By increasing your customer base, your bottom line is unlimited. You can still appeal to your loyal customers but attract new customers at the same time.

• Your franchise’s brand image is important to its success, so being seen as inclusive by consumers and the industry helps with image building and being seen as current and keeping up with consumer demand. Consumers are savvy, and they pay attention, so publicizing and promoting your brand’s vegan items will increase your positive brand image.

• Millennials are helping to boost the earth-friendly movement and 25% of them classify themselves as vegan or vegetarian. By reducing reliance on factory farming and the emissions and pollution it produces, plant-based meats are the new big thing. It’s gaining momentum with other consumers as well, as an option to eat healthier and reduce greenhouse gases at the same time.

Even if you feel your franchise brand is doing just fine, why pass up the opportunity to be even more popular with consumers and increase your profit margins? Let your customers know you not only offer good food, but you also offer healthy meat- or animal-free foods as an effort to meet demand and also as a way to help people make healthier choices or ethical choices — all while still enjoying their favorite fast food or fast-casual franchise brand.

Adding vegan options to your franchise menu is just a start. Marketing your menu to grab attention and boost your profit margin is key to your success. Getting the messaging to the right audiences at the right time and on the right platforms isn’t easy, so having a plan of action can assure

your plant-based menu options get the buzz they deserve. It’s a crowded marketplace, so engaging a franchise PR professional to step up your game could make a big difference.

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

Heather Ripley

Franchising USA

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hav e you r say

Isaac Vaisberg | CEO | Sasquatch Strength

Crea with

“Fitness is the avenue through which I was able to tackle all of my life’s challenges. In the gym I learned patience, dedication and perseverance. I learned that little progress is still progress! I reshaped my whole outlook on life by relating it to how I tackled my workouts.

Now, my mission in life is to pass it on to anyone who cares to listen.�

of what Sasquatch Strength has been able to accomplish during this crisis.

or worse: the dreams they have built over

industry is positioned to be one of the fastest rebounding services in the United States this year. The culmination of a large number of concepts closing their doors permanently, coupled with a pent-up demand for our services because of the last twelve months of sporadic availability, mean there will be a staggering demand for what we do in 2021. We are at a crossroads in the industry. The concepts that are brave enough to move forward with development will stand to reap the benefits, all the while helping to create jobs, support their local communities, and build a legacy.

But the good news is that the fitness

While I am saddened by the state of the industry as a whole, I am immensely proud

At the onset of COVID, my team and I had more questions than answers. Will we have

How have fitness communities been tested through the pandemic and what do you think the future holds for fitness franchises?

Over 15% of all fitness facilities across the US have closed their doors permanently.

Thousands of people have lost their jobs, years of hard work and struggle.

Franchising USA

Over the last year, we have had zero COVID-related layoffs, retained 95% of our membership across two rounds of closures, opened a new franchisee-owned location in Bellevue, Washington, and are positioned to open up at least two more franchise locations this year.

How did you maintain a strong franchise business through such difficult times?

ating a Community hin Your Franchise virtual happy hours, and keeping the community alive.

“We are at a crossroads in the industry. The concepts that are brave enough to move forward with development will stand to reap the benefits, all the while helping to create jobs, support their local communities, and build a legacy.”

to shut down? For how long? How will we keep our members safe upon reopening?

Given the onslaught of questions and fears, we pledged to make all decisions based on our core values. We sent a company-wide memo making three promises:

1) We will bring value to customers by

any means necessary. All staff will be

transitioned to remote positions, offering remote classes to members, running

were happy that they were able to stay connected to their community.

2) We will support our staff by any means necessary. No one will be furloughed, laid off or have their hours or pay reduced.

Internally, we focused on tightening

3) We will be standing and stronger when COVID is a distant memory. When we outlined our course of action to our members, we were flooded with messages of support and admiration.

They saw that we put them first, so they were willing to fight to keep us standing strong. Throughout closures we maintained 95% of our members across our franchise systems, grew our membership explosively once we were allowed to reopen, and our company and unit level culture has never been stronger. In times of struggle, never underestimate what taking care of your people can do.

level platform for Sasquatch Strength. We

What has Sasquatch Strength done to ensure that members still felt like they were a part of the community, even when they couldn’t visit the franchise inperson?

For our members, we made a commitment to scaling our online services so they would feel like they had just as many options as when we were open. We quickly launched upwards of 80 digital classes per week, zoom happy hours and specialty classes and assigned each of our coaches a group of members to check in on regularly.

Our members missed the gym, but they

up our systems and introducing new

technology. We struck a partnership with

MindBody Online to create an enterprise

finalized our partnership with FranMetrics to bring a whole new level of unit level analytics to our systems, and even

implemented a new piece of personality assessment technology to help our

franchisees better assess their new hires and manage their employees.

What should someone know before buying a fitness franchise?

People need fitness now more than ever.

More specifically, they need passionate education on health and wellness.

Companies like ours are fighting every day to make sure we stay healthy and we stay

human. It is an uphill battle, but for those wanting more than just a paycheck at the end of the week, getting into the fitness

industry is the most rewarding experience I can suggest.

Isaac Vaisberg founded Sasquatch Strength, a fitness concept focusing on educating members for life. Sasquatch Strength prides itself on unique fitness programs that are personalized to help members reach their goals.

For more information, visit www.franchise.sasquatchstrength.com

Franchising USA

hav e you r say

Page 21

FR A NCH ISEE IN ACTION

Green Home Solutions

Green Home Solutions partners with

Habitat for Humanity

on Multi-Family Building Project Located in the Bronx, NY and opening in 2021, Sydney House is one of Habitat For Humanity’s largest multi-family building projects ever taken on by a local Habitat organization anywhere in the world.

The building provides 56 hardworking families the chance to become homeowners. With the current pandemic and ongoing issues with Legionnaires disease in the Bronx, it was more important than ever for Habitat For Humanity to ensure that New Yorkers have access to secure housing and clean, healthy indoor environments.

As such, Habitat For Humanity rightfully needed to take extra precautions before letting any families move in. Enter Green Home Solutions, a proud national partner of Habitat For Humanity International since 2018, who partnered with Betterair to ensure that the Sydney House helps New York City families build healthier lives by reducing the risk of spreading pollutants or hazardous chemicals from outside or within the multifamily building.

“We’ve had a disinfection wing of the company for many, many years but when we saw the pandemic coming we ramped

Franchising USA

“Our mission at Green Home Solutions is to improve the air quality and better the lives for the people we work with, and we could not be more thrilled that Habitat For Humanity gave us the opportunity to do just that for residents of Sydney House.”

with their contribution in benefitting the residents of Sydney House. We look forward to making Sydney House the cleanest, healthiest place to live not just in the Bronx, but all of New York City.”

“Green Home Solutions, a national leader in indoor air quality services, has worked to disinfect each of the 56 living spaces and multiple common areas prior to the tenants’ arrivals.” up that service as fast as we could to help as many people as we could,” said Green Home Solutions’ CEO Jeff Panella.

“We believe based on our protocols, based on everything we use, that we’re the best in the industry in disinfection. This is why we were immediately drawn to the Sydney House project and helping to ensure that the incoming families would have the cleanest air possible. Betterair shared those beliefs, resulting in their generous donation that will allow the air to stay clean and filtered long after the 56 families move in. Green Home Solutions places a large emphasis on giving back – it’s who we are as a brand and it’s in our culture. So when the opportunity to partner with Habitat For Humanity on this special project presented itself, there was no question about it – we were in.”

Green Home Solutions, a national leader in indoor air quality services, has worked to disinfect each of the 56 living spaces and multiple common areas prior to the tenants’ arrivals. The top-tier, full room disinfection that Green Home Solutions provides uses an EPA registered, proprietary plant-based enzyme solution

that is known to kill more than 99.999% of all viruses and bacteria, including coronavirus. Altogether, Green Home Solutions has donated an extensive disinfecting service to the Sydney House project worth upwards of $35,000.

Betterair is also providing its unique solution to each housing unit. Each apartment will be equipped with a Betterair Probiotic Air Purifier – an ecological balancing system that disperses propriety strain probiotics which coat and shield the room with a healthy protective microbiome. Betterair’s probiotics proactively work to reset and rebalance the indoor ecology, eliminating inanimate allergens such as pollen, pet dander and mold spores before they even become problems, and prevents their return.

“Our mission at Green Home Solutions is to improve the air quality and better the lives for the people we work with, and we could not be more thrilled that Habitat For Humanity gave us the opportunity to do just that for residents of Sydney House,” said Panella. “We are grateful for Betterair’s participation and strategic alignment on this project and are honored

On August 12, 2020, five franchisees and the CEO of Green Home Solutions gathered in the Bronx to perform a Level 1 disinfection service for the Sydney House and all of its incoming families. “I love working with Habitat For Humanity. We can come in, we can disinfect the entire units for them prior to them moving in, which for their families and children makes the home a lot safer,” explained franchisee John Frinzi of Green Home Solutions, Washington, NJ. “We appreciate Green Home Solutions and Betterair’s partnership in promoting safe and sanitary living environments,” says Julie Laird Davis, Vice President of Corporate and Cause Marketing at Habitat For Humanity International. “At a time when staying inside is crucial to public health, their efforts make a significant difference in keeping families safe within their homes.”

In addition to being one of the largest projects handled by a Habitat affiliate, Sydney House received the Green Communities Certification from Enterprise Green Communities and the NYC Green Property Certification from the NYC Mayor’s Office of Environmental Remediation.

“We’re so excited that we’re out there trying to help people through the pandemic and we believe we’re doing that one home at a time,” Panella concluded. www.greenhomesolutions.com/

Franchising USA

FR A NCH ISEE IN ACTION

Page 23

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

Franchising USA

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!

Page 25

FranchisingFeature business services

f e b ru a ry 202 1

taking care of business

business services that are in demand

seven ways to position your

franchise for sale many opportunities with

business service franchises becoming your own boss in 2021 Franchising USA

fe at ure : busi T r en wo mnen diess ng i n serv fr fraanch nch ices ises isi ng

what’s new!

CAREERPLUG ANNOUNCES NEW PRESIDENT AND NEW CEO ROLE CareerPlug announced that Jenny Leman will become the company’s second President. CareerPlug’s first President and its Founder, Clint Smith, will be taking on a new role as the company’s first CEO. The change in roles comes as CareerPlug implements a new approach to leadership within the organization based on the Entrepreneurial Operating System (EOS) method. This new framework has allowed CareerPlug to identify opportunities to evolve its top leadership roles and solidify the core responsibilities and focus of each role.

Jenny Leman, CareerPlug President

Clint Smith, CareerPlug founder and CEO)

unique blend of franchise and software

small business owners to make the right

to CareerPlug in helping to build a people

plates. I understand the concerns of our

hires because they have so much on their

Smith founded CareerPlug in 2007. The company has partnered with more than 12,000 clients to help them make the right hires for their business.

expertise brought a valuable perspective

Before joining CareerPlug in 2017, Leman led operations for a multi-unit franchisee and later for a software company. Her

problem CareerPlug solves because

the right people with the right jobs,” said

franchisees. I know how important it is for

www.careerplug.com/

operating software for franchises.

clients, and I feel proud to contribute to

“I find myself deeply connected to the

CareerPlug’s mission of helping connect

I’ve worked for small businesses and

Leman.

NETBLAZE LAUNCHES AGENCY PARTNERSHIP and search engine optimization (SEO). NetBlaze’s agency partnerships offer businesses custom branding, website URLs and more, allowing them to upsell the platform to their clients to increase service offerings and create new revenue streams.

“We know that running an agency can be overwhelming with SEO, social media algorithms and Google rankings constantly changing, making managing client accounts very time consuming and can quickly eat away at profits,” said Steven Clayton, CEO and Founder of NetBlaze.

NetBlaze, a leading digital marketing solution for small businesses nationwide, launched an agency partnership to help businesses streamline digital marketing efforts, manage and grow their client base, and create new revenue streams by offering digital marketing services.

NetBlaze provides an SaaS solution for agencies to manage a variety of marketing efforts, including social media management, customer relations management (CRM), reputation management

Franchising USA

“By partnering with NetBlaze, agencies can give their customers the tools they need to conquer digital marketing and boost their revenue by outsourcing the solution to its paying customers. By following the recipe of the 80/20 rule—focusing on the most important tasks that get the best results in the least amount of time—digital marketing strategies can guarantee results and scale an agency all at once.” www.NetBlaze.com

THE UPS STORE RANKED #3 AMONG TOP FRANCHISE BRANDS The UPS Store, Inc., the world’s largest franchisor of retail shipping, postal, print and business service centers, has ranked #3 on Entrepreneur Magazine’s annual Franchise 500 list of the top franchise brands in the United States and Canada. The UPS Store brand has been in the top five since 2017 and this year’s ranking comes amid a momentous time for the brand as it experiences surging shipping volumes.

“Despite a challenging year that affected us all, I am proud that The UPS Store network continuously operated in its communities when they needed us most, created safe environments for customers, expertly handled incredible shipping volume, and was even able to unveil a new store design that was four years in the making,” said Tim Davis, president at The UPS Store, Inc. “Our franchise owners and their employees are members of the communities they serve, and I am always in awe of their dedication to those communities.”

Deemed an essential business under guidance issued by the White House and as defined within the Critical Infrastructure Sectors by the Department of Homeland Security, The UPS Store locations remained open throughout the COVID-19 pandemic. When small businesses were forced to quickly adapt and consumers shifted more to e-commerce, many turned to The UPS Store to handle the greatly increased mailing, packing, shipping, printing and returns.

A franchisor since 1980, all The UPS Store locations are independently owned and operated, helping each franchise owner understand the needs of their customers. During the pandemic, The UPS Store helped print curbside menus for local restaurants and large signs for drive-by birthday celebrations, as well as ship more online purchases and gifts as travel decreased. www.theupsstore.com/

LYNX FRANCHISING ACQUIRED

BY MIDOCEAN PARTNERS JAN-PRO Systems International – one of the nation’s largest franchisors of commercial cleaning and disinfecting franchises – announced the brand was part of a major acquisition, as MidOcean Partners acquired LYNX Franchising – a multi-brand platform with a collection of B2B essential services, including Intelligent Office, FRSTeam, and JAN-PRO Systems International.

“We are excited about the acquisition and are eager to partner with a firm that is so dedicated to helping us take our brand even further,” said JAN-PRO Systems International President Gary Bauer. “Our industry leading model and experience, coupled with MidOcean Partners’ resources is an incredible combination, and

we are eager to see where this partnership takes our brand, especially as we continue our mission to help protect businesses, their customers and their employees from COVID-19.”

The acquisition comes at a time when JAN-PRO Systems International has set its sights on several new markets for franchise development, including Hawaii, Wisconsin, and Iowa, among others. The resources provided by MidOcean Partners will aid JAN-PRO Systems International in these expansion efforts.

Since the start of the COVID-19 pandemic, businesses of all kinds have turned to JANPRO CLEANING & DISINFECTING as the commercial cleaning experts to keep their employees, customers, and tenants

safe during this unprecedented time. JANPRO CLEANING & DISINFECTING saw a 500% increase in upgraded special cleaning/disinfecting services since the start of the pandemic as businesses relied on their services to help employees and customers be safe from COVID-19. https://jan-pro.com/franchising/

Franchising USA

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Featu re

S i n e a d H o r a n -We b b | Fr a n c h i s i n g U S A

Taking Care of Business Business Services That Are in Demand There is no doubt that 2020 changed how many of us do business.

While working from home and Zoom meetings have become the new work-day normal, franchises that specialize in business-to-business services have had to adapt and pivot to stay in business.

Franchising USA

The good news is business services franchises have been up to the challenge, introducing new products and services to help support their clients. “Necessity,” as the saying goes, “is the mother of invention.” And for B2B franchise operators that has certainly been the case— think heightened Covid-safe cleaning practices, innovative mobile apps for food catering, and teleconferences and webinars for franchising events and expos.

Digital Marketing

Businesses have always relied on other businesses to do business—and the urgency of the pandemic has only intensified that relationship. These are a few of the industries that provide essential business services that will always be in demand.

Some may have purchased build-yourown website software believing online marketing is a “set it and forget it” proposition. But the reality is, an online presence needs regular attention. Web design, search marketing and social media

As many of our regular franchising expert advice writers will tell you, an online presence is no longer a ‘nice to have’ – it’s a necessity. A mobile responsive website, an SEO plan and at least two or three social media accounts should be standard business practice in this day and age.

However, many small business owners struggle to build and maintain their digital real estate.

“If you are contemplating becoming a business service franchise owner, now is a great time to consider your options.”

management are no longer side jobs that can be taken care of in-house by the office admin—they require detailed knowledge and a dedicated person (or team of people) to manage.

Business services franchises that include digital marketing, social media and website design offer a much-needed service and allow business operators to get on with the day-to-day of running and growing their business.

TopFire Media is an integrated digital marketing and public relations agency specializing in the franchise industry. Their clients benefit from years of experience in franchise SEO service, public relations, media relations, content writing and management, social media marketing, and web design.

Directory listing: https:// franchisingusamagazine.com/franchisedirectory/top-fire-media

Primero Systems leverage the power of the internet to improve efficiencies and help your prospects successfully navigate their journey. Their Webtreepro franchise marketing platform offers a simple-to-use solution for franchise marketers seeking to manage their digital assets, create responsive sites and automate promotions.

Directory listing: https:// franchisingusamagazine.com/franchisedirectory/primero-systems Nexus Online Media provides a Software as a Service (SaaS) online marketing platform that integrates website, social media, and email marketing into one platform. Clients can track specific topics about their products and services on social media.

Directory listing: https:// franchisingusamagazine.com/franchisedirectory/nexus-online-media

Cleaning Services Businesses of all sizes have long relied on cleaning services to keep their physical spaces spick-and-span—whether they be customer-facing outlets like shops or restaurants or employee work spaces and offices. From vacuuming and window cleaning to disinfecting and polishing services, cleaning is a physically demanding and time-consuming task. So, outsourcing this responsibility is a nobrainer for most business owners.

In 2020 the need for cleaning services grew even stronger as we faced the most stringent hygiene controls we have ever experienced. In addition to regular maintenance cleaning, businesses now also require regular deep clean services using approved Covid-safe practices.

Franchises that develop a trusted relationship with business owners, ensuring their hygiene needs are up to standard and

“Business services franchises that include digital marketing, social media and website design offer a much-needed service and allow business operators to get on with the day-to-day of running and growing their business.”

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Featu re

S i n e a d H o r a n -We b b | Fr a n c h i s i n g U S A

“While the future is unpredictable, the beauty of franchise models is that they have well-oiled systems, protocols and tools in place to support their franchisees.”

Xpresso Delight is a simple business concept that simply transplants a cafe experience into the workplace.

The franchisee owns a number of fully automated gourmet espresso coffee systems and simply charges their clients a per-cup rate in a “pay for what you use” policy.

the work environment is both clean and comfortable, can reliably predict a longlasting relationship.

Office Pride Commercial Cleaning Services is a full-service commercial cleaning franchise company with 137 franchises around the country. A member of Franchise Business Review’s Hall of Fame, Office Pride’s services include carpet cleaning, floor stripping and waxing, and routine janitorial services.

Directory listing: https:// franchisingusamagazine.com/findfranchise/office-pride-commercialcleaning-services Oxi Fresh Carpet Cleaning offers an environmentally-friendly carpet cleaning system that uses safe, green cleaning solutions and provides fast drying times. Oxi Fresh also provides services for rugs, upholstery, hardwood floors, and tile and grout. The company was recognized as one of “America’s Best Franchises,” according to Forbes magazine.

Directory listing: https:// franchisingusamagazine.com/franchisedirectory/oxi-fresh

Coffee delivery and catering Coffee and catering franchises are a staple of the business world. From staff celebrations and team meetings to networking events and conferences, no gathering is complete without a

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smorgasbord of tasty treats and hot beverages.

It’s true that Covid-19 has impacted businesses in terms of the ability to gather in large numbers. Many office employees are conducting business from home and large-scale conferences and networking events are now either being held online or on-hold completely. But while food and drink service companies have taken a hit, resourceful franchises have found ways to survive. Successful catering companies have developed online ordering apps and introduced contactless delivery, allowing clients to continue a somewhat businessas-usual approach to their day-to-day operations.

When the dangers of the pandemic lift, businesses will be keen to meet with clients face-to-face once again and catering franchises who have maintained their clients through these difficult times will be well placed to keep them happily caterered to for years to come.

Fresh To Order pioneered the innovative “fast-fine” restaurant niche, combining the quality fine casual dining with the operating platform and price point of fast casual. Fresh To Order’s industry recognitions include Top 100 Movers & Shakers, Hot Concept!, Top 50 Breakout Brand and Best Franchise Deals.

Directory listing: https:// franchisingusamagazine.com/franchisedirectory/fresh-order-f2o

Directory listing: https:// franchisingusamagazine.com/franchisedirectory/xpresso-delight If you are contemplating becoming a business service franchise owner, now is a great time to consider your options, learn about how the industry has changed and adapted to Covid-19, and what franchises are doing to navigate their franchisees through turbulent times.

While the future is unpredictable, the beauty of franchise models is that they have well-oiled systems, protocols and tools in place to support their franchisees.

Rather than going it on your own as an independent small business owner, joining an established franchise network will give you the foundation from which to grow your business.

Want to learn more?

In addition to supplying a directory listing of available franchises, the Franchising USA website also offers a range of resources and expert advice that we invite you to explore. From tips on getting started in franchising to a collection of expert franchising advice articles to informative franchising videos—we are here to guide you on your journey into franchising.

Look out for our next special feature:

Franchises in Your Price Range

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Expert Advice: Andy Cagnetta | CEO | Transworld Business Advisors

Becoming your Own Boss in 2021 According to Andy Cagnetta, CEO of Transworld Business Advisors, 2021 will be the year of entrepreneurship.

Andy Cagnetta

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After an unprecedented 2020, Andy believes people are taking their future by the reins and determining the most secure and stable way to move forward. For many, they are exploring the option of becoming their own boss. This might require stepping outside of your comfort zone. In this Q&A with Andy we explore the two options

when considering this new career path: buying a business or buying a franchise.

Buying a Business Q: Andy, for those that are interested in buying a business and being their own boss, can you share some insight on whether now is an appropriate time to do so?

A: Last year may have taught you that you are ready to control your financial future by purchasing a business. Owning a business is the greatest way to build wealth and take charge of your own destiny. The biggest question I’m getting now is whether

“For us, the focus has been on technology, which is evolving faster and faster each year. Staying on top of technology and getting ahead of it helps make our franchisees and our brand more successful.” rental, event planning, and the list goes on and on.

it’s an appropriate time to make this investment. To be honest, there are plenty of reasons to be an entrepreneur, especially during a pandemic. Look at how many billionaires were made in 2009 and 2010!

Right now, we’re seeing a surge of businesses enter the marketplace that we wouldn’t normally see. This includes industries and business opportunities that are usually hard to come by. On any given day, businesses are popping up across various industries including accounting, agriculture, automotive, aviation, bookstores, catering, childcare, cleaning, construction, consulting, convenience stores, dental, dry cleaning, equipment

Business brokerages such as ours offer tools to potential buyers as they seek business opportunities. Transworld offers a free, buyer matching tool that notifies you when a new listing meets your personal business preferences. Your business profile includes key preferences such as geographic preference, business/industry preference, maximum price, down payment price, and minimum earnings. The biggest thing we encourage buyers to do is to educate themselves. Visit Tworld.com and sign up for the program to get matched with a business that fits your needs.

Buying a Franchise Q: You mentioned that there are two options for those looking to become an entrepreneur – buying a business or buying a franchise. Can you expand on that and why one might explore the franchise route?

A: Some may feel that buying into a franchise will limit their growth, but it is the complete opposite. When you buy into a franchise system, you can grow bigger and better through the established franchise system than you would be able to do on your own.

Transworld Business Advisors began its franchising journey during the 2010 recession and now we’re navigating our way, stronger than ever, through COVID19. We have found the franchising industry to be a popular avenue for people to explore as they navigate their future career path.

Like any franchise system, it is the franchise network that helps grow the company. Over the years, we have had better brokers and trusted advisors join our team. For us, the focus has been on technology, which is evolving faster and faster each year. Staying on top of technology and getting ahead of it helps make our franchisees and our brand more successful.

2020 Top Takeaways Q: Looking back at 2020, what would you say were some key takeaways that will help you, your company and your franchisees grow and prosper?

A: 2020 was a wild ride but we learned so much that will help us in the future.

Reflecting on 2020, we have compiled some key takeaways that I’d like to share with you. Each of these helped position our business better and will continue to do so as we move ahead. I encourage you to follow these too.

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Expert Advice: Andy Cagnetta | CEO | Transworld Business Advisors

A: I honestly believe that 2021 is going to be the best year to buy and sell a business.

The business sale environment today is like no other and I believe that for several reasons, but here are a few: • Cheap money. Interest rates continue to be at historic lows. Obviously on the buy side this will cost the acquirer less money in interest over time. On the sell side, the low interest rates allow borrowers to borrow more money on deals, thereby driving up prices.

• Buyers plentiful. In the 25 plus years I have been in this business I have never seen this level of buyer activity.

Unemployment has driven many to consider buying a business or franchise as an alternative to getting another job.

• People are important. The human connection is crucial in business and relationship building. Do what you can while being virtual and stay connected.

• Cash is king. Take the cash when you don’t need it because when you need it, it won’t be there. Run your business lean.

• Change happens fast. Sometimes you don’t know when and what will happen and for how long it will last.

• Sometimes surviving is winning.

Unfortunately, there were some that suffered because of COVID shutdowns but they will come back. The restaurant industry is just one example. We also saw big winners during the pandemic that were able to pivot and survive.

• Small business is the backbone of the economy. Small Businesses generate 44% of economic activity. They are the driving force behind communities across the nation.

• It pays to be nice. Be generous whether you’re an employer, employee, vendor, etc. Understand the times and how it is impacting people.

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• Use technology to our advantage & be more efficient. We’ve had technology at our fingertips but haven’t used it as best we can. While it doesn’t replace the human interaction, if used right, it can help businesses be more efficient.

Balance is key.

• We have a much better idea of what the truth is. As a nation, we will get better at seeking the truth and understanding the truth. Try to understand what you need to know as a leader.

• Be more charitable and help your community. As leaders, it’s our role to focus on community development and be more charitable. If you’re winning and surviving, help those that are losing currently.

• Be grateful and live life to the fullest!

The Future of Buying & Selling Q: Andy, you have mentioned that you think 2021 will be the year of entrepreneurship. What does the future of buying and selling look like? What should our readers expect?

• Solid valuations. Businesses values have mostly maintained or increased.

This is due to all the above reasons and a lack of perceived safe investment choices. Buying a business for yourself is still a great way to make a return on investment.

• Landlords flexible. As commercial real estate vacancies rise, the rents have been lowered in some instances and landlords are more amenable to helping lease their empty space or making sure they lock in the businesses that remain. Buyers may have the ability to obtain favorable lease terms and perhaps lower rates long into the future.

Bottom line? 2021’s business sale marketplace will be unlike any other.

Take advantage of the once in a lifetime opportunity!

Andy Cagnetta owns and operates Transworld Business Advisors, the world’s largest business brokerage and mergers and acquisitions firm with over 600 brokers in nearly 250 offices worldwide. The Transworld team handles thousands of business sales every year.

To learn more about the buying and selling process, to find a qualified advisor near you, or to learn about franchising opportunities, visit Tworld.com

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Expert Advice: Brian Bond | Strategic Business Brokers Group

Seven Ways to Position Your

Franchise for Sale ensure that potential buyers are valuing your business properly. Here are a few tips to perfectly position your franchise for sale.

Let your Franchisor Know and Understand your Franchise Agreement

Brian Bond

Creating a successful franchise operation is not an easy task. You spend years as a franchisee building up your operation to the point that it has become a profitable venture.

Now you are ready to step back from your franchise and move on to other things.

However, you don’t want to leave your franchise without selling it for the best price. Selling your franchise can be a complex process and things can go wrong if you are not prepared. There are steps you can take to make the process easier and

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Before you try to sell your franchise it is important to reach out to your franchisor and let them know you are interested in selling. Your franchisor has a vested interest in who you sell your business to and they will have basic requirements for who you can sell the franchise to. It is vitally important that you understand your franchise agreement front to back. This agreement will lay out any types of transfer fees you owe, what type of buyer is eligible to purchase your business and can even outline remodels you may need to make before you sell your business.

More importantly, your franchise agreement might give your franchisor the right of first refusal, meaning they have the right to buy the franchise back from you first before you can put it on the market for outside buyers.

Overlooking the franchise agreement is a common mistake we see many franchisees make. Understand every inch of your franchise agreement before you sell because the finer details of that agreement could dictate if you want to sell or not.

“Maintaining a high-quality franchise while you position a sale is key to getting the most for your franchise.�

Financials in Order A franchise owner serious about selling should make every effort to keep their books in order. Your records should contain accurate profit and loss statements, balance sheets and corresponding tax returns. Being up to date on basic financials is essential and will make things easier for you, the buyer and the franchisor.

Additionally, a franchise owner whose books are in order will receive an accurate valuation of the operations value and ultimately lead to a more accurate valuation of your franchise.

Maintain your Equipment Maintaining a high-quality franchise while you position a sale is key to getting the most for your franchise.

Make sure the the equipment required to operate the business are well maintained and in good working condition. Similar to books and records, keep your service receipts to show your assets have been maintained to increase your chances with potential buyers.

If something is broken, then make sure it

is fixed before you show your franchise. A buyer is not going to purchase a business that requires thousands of dollars in repairs. Remember to check your franchise agreement to see what types of repairs, maintenance or remodels are required by your franchisor.

Keep Your Customers Happy A franchise with happy customers will be sold more quickly than a franchise with unhappy customers. While you are positioning your franchise for a sale, make sure sales continue to trend positively and your customers still enjoy being a customer. Managing reviews on online platforms, Google and Yelp; while also procuring new, 5-star reviews, is important and goes a long way in solidifying the goodwill associated with your franchise.

A potential buyer can easily gauge the perception of your franchise and negative reviews are not going to be appealing.

If your franchise has negative online reviews, respond to those customers and try and remedy their concerns. This shows you take an interest in the customer experience. Improve on your customer service and encourage happy customers to leave a review online.

Find a Broker with Franchise Experience Selling a franchise is a unique experience from selling an independent business and you should keep that in mind when

“Overlooking the franchise agreement is a common mistake we see many franchisees make. Understand every inch of your franchise agreement before you sell because the finer details of that agreement could dictate if you want to sell or not.”

looking for a business broker to help you sell your franchise. Hire a business broker that specifically has experience working with franchises. A business broker with franchise experience knows the process and regulations involved in selling a franchise. They also better understand the franchisor and franchisee relationship and are better equipped to navigate that relationship in a way that keeps both parties happy.

Many brokerages will have a designated franchise division showing that helping people buy and sell franchises are a big part of their business.

Hire a business broker with franchise experience and don’t be afraid to ask for records of their sales so you can see how many deals they have successfully navigated.

Manage Expectations In my experience, many franchise owners overvalue their business which leads to some pretty hard lessons about the realities of selling. Manage your

“Many brokerages will have a designated franchise division showing that helping people buy and sell franchises are a big part of their business.”

expectations during the selling process by understanding that no valuation is the same. If you know another franchisee who sold their franchise for a certain amount, it does not automatically mean you will get the same value.

A great way to manage expectations is to speak with your business broker and review your business in detail, look at market comparisons, trends and overall profits of the business to determine an honest valuation of your business.

Working with your broker and understanding what the market is truly bearing will make it easier for you to navigate through the difficult process of selling your franchise.

Know the Next Step What is the plan after you sell? Do you need another source of income or are you planning on retiring from the proceeds?

What is the future value of the money from the sale and is that enough to get you to where you want to be? These questions are something you should know before you sell a piece of your livelihood, especially if this is your source of income.

What is your exit strategy? Are you going to take the money and start a new venture or set off into the sunset and retire?

I would recommend speaking with your financial advisor and creating a plan that maps out what you plan to do after you sell your franchise.

Selling your franchise can be a difficult process but following these steps will allow you to move forward with a better understanding of what to expect.

Brian Bond is the Principal of Strategic Business Brokers Group a brokerage firm in Scottsdale Arizona. They are experts in all franchise-related transactions.

Collectively, they have helped franchisees sell their franchises across Arizona. www.businessbrokerphoenixaz.com/

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PROFILE: Payroll Vault

Sean Manning, CEO & Owner of Payroll Vault

on Operating a Successful Business Services Franchise “Our goal at Payroll Vault is to be a partner to our customers, not just a provider. We take a very consultative approach, meeting with the client, identifying their needs, and solving problems.”

able to help others at any given moment, to support and work through whatever challenge they may be facing, or thought they may have to learn, in order to start that individual success journey and be successful with the business.

What was the driving force behind starting the company?

I owned a CPA firm, and we were doing payroll services as part of our more traditional offerings. We realized that if we wanted to grow the payroll part of what we were doing and to be a better service to our customers we had to segment it away from our current business model of the CPA firm. So, in 2008, we launched Payroll Vault as its own brand.

We saw some really great results very quickly. We had been doing payroll for 20 years with the CPA firm, but once establishing Payroll Vault as a dedicated payroll entity, we saw our client base double over two years, and we’ve been growing ever since.

What services do you provide franchisees?

Business ownership is a very interesting concept. Only about 10 percent of people in this country own a business. So when you award a franchise, you have an obligation to give them that foundation and the systems they need to operate. It’s important to us to hand off the foundations of a good business model, the business systems that also support the model, but more importantly the inspiration and leadership that they can trust. You have to be

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In 2011, the success we were getting for Payroll Vault started to get recognized, and we started getting a lot of people asking us to help them start their own payroll company and looking for tips and ideas about how to be successful, too. I realized that the best way for us to help these people would be to give them everything – the name, the brand, the systems, everything. And that’s what led us to consider franchising.

We started franchising in 2012 and now have over 60 locations and continue to grow. Just last year our brand grew by over 25%, so we’re looking forward to that continued pattern of growth and helping people be successful with the Payroll Vault model.

“Payroll is a service that demands attention, and by making our service specific to payroll, it gave us the opportunity to expand on the offerings that complement the payroll side of the industry: timeclock tools, HR tools, background checks, and more.”

What is your background?

From a young age, I was driven towards entrepreneurship. I knew in college that was my interest, and I focused on restaurant entrepreneurship in my studies.

But after graduating, it was my father, who at the time was running his own CPA firm, that suggested that I consider the accounting and CPA route. And I did.

I wanted to learn from everyone around me – from other CPAs, from my father who owned and ran the business, and from business owners in general. I spent several years with my father’s business, eventually managing three different acquisitions and then buying the firm from my father. And then, in 2008, we started Payroll Vault as its own entity, and the rest is history.

Why is there a need for your service and how are you different to your competition?

Our goal is to be the number one payroll service provider with the highest level of customer satisfaction. We’re in an industry, unfortunately, that has presented a couple

of challenges for businesses. The first is that you have big box payroll service brands that have inconsistent or difficult customer service systems and it’s hard to get a personal approach from these types of providers. And then you have an accounting industry that tries to support businesses, but payroll isn’t their core function.

we are available to support the client.

Historically, if a business had a question or a need to address, we found that they weren’t able to find someone to talk to who could answer their specific needs. So we filled that void.

Payroll is a service that demands attention, and by making our service specific to payroll, it gave us the opportunity to expand on the offerings that complement the payroll side of the industry: timeclock tools, HR tools, background checks, and more. By paying more attention to the client and consulting them on payroll, we’re able to increase our own customer service and provide a more focused service. If there is a challenge or the payroll process needs special attention,

Our goal at Payroll Vault is to be a partner to our customers, not just a provider. We take a very consultative approach, meeting with the client, identifying their needs, and solving problems that they knew were bothering them but may not have been able to recognize or where the issue was stemming from. Our whole goal is to really be a partner to the clients we serve – from our initial meeting to helping them build their business around any changes that may be related to payroll and the management of employees.

How do you look after your customers?

What is the cost involved?

Our intention is to make Payroll Vault an affordable option for anyone interested in running their own Payroll Vault business.

Our initial franchise fee is $40k, and that includes everything necessary for training, setup, and getting started. We have a good breakdown of it here: https:// www.payrollvault.com/franchise/payrollfranchise-business-cost.html To learn more call (303)-763-1829 or visit www.payrollvault.com/franchise/ starting-a-payroll-company.html

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Jill Abrahamsen | Editorial Director | International Franchise Professionals Group (IFPG)

Five Things to Know about Franchise Broker Training Franchising USA

path to successful franchise ownership.

It’s a fulfilling business with lots of perks, including a flexible schedule and the opportunity for significant income.

For people seeking career change, franchising offers a world of options. Besides finding opportunities as a franchise owner, you can also find lucrative and fulfilling work as a Franchise Broker (a.k.a.

Franchise Consultant).

Franchise Brokers are in demand and receive generous commissions from franchisors for their services. In fact, Franchise Brokers have been found as the leading source for closing deals. It makes sense. They save franchisors time and money by identifying suitable and qualified candidates.

Franchise Brokers help aspiring franchise owners determine if franchising is a good choice. They guide candidates through the process of identifying appropriate franchise brands that match the franchise seeker’s background, interests and investment level. A Franchise Broker can be pivotal in helping a candidate prevent a costly mistake. Say, for example, a candidate who is a stay-at-home mom is set on a food franchise. While food franchises may be great for some, it does have its drawbacks: long hours, brick and mortar, large staffs, high overhead. A good Franchise Broker will present the cons upfront and propose suitable alternatives.

Investing in a franchise is one of the biggest decisions a person can make.

By getting to know the candidate—and her desired lifestyle—the Franchise Consultant can guide her candidate on a

You don’t have to go back to school or rework your resume to become a Franchise Broker, but you do need the right skill set and affiliation. Folks who are good listeners, communicators and have business acumen are well suited for the role. The gold standard in the industry is to complete a training program and align with a reputable broker network.

For example, the International Franchise Professionals Group (IFPG) offers a specific CFC designation, which is attained by going through a training program. Upon completion, you are set up with a turnkey business and a playbook for success, which includes continuing education and the distinction of being a Certified Franchise Consultant. Here’s what you should know:

1

It’s immersive:

Similar to a language immersion program, a good Franchise Broker training program will help you learn quickly by letting you dive in head first. A good program will include hands-on experiences such as opportunities to network at industry events and participate in franchisor webinars. With better programs, you will learn from a number of franchise professionals, each who share different perspectives and areas of expertise.

2

You’ll have mentors:

There’s no better way to learn the tricks of the trade than from someone who has seen it all. Any good Franchise Broker training program will include mentorship from a seasoned Franchise Consultant who will take you under her wing. The beauty of franchising, and work as a Franchise Consultant, is that it’s collaborative. The industry is booming, and Consultants are happy to share their knowledge and best practices with each other.

3

It’s turnkey:

A good Franchise Broker training program will give you everything you need to start your business, including items like a customizable website, a source for leads, and a CRM system so you can hit

Jill Abrahamsen

the ground running. Most importantly, you will want to work with a large portfolio of reputable franchise brands to ensure the success of your candidates. Franchise Consultants who have good reputations constantly get referrals.

4

There’s continuing education:

The ever-changing world of franchising is constantly evolving and growing. Even after training is complete, you will want to keep learning. Align with a broker network that hosts multiple educational networking events (both in-person and virtual), and uses different forms of media for continuing education, like webinars, podcasts and email updates.

5

There’s ongoing support:

Good broker networks continue supporting their Consultants long after training ends. Look for a broker network with a dedicated support staff that is affiliated with seasoned Franchise Consultants and industry experts.

By aligning with a highly-regarded, ethical Franchise Broker network from the start, aspiring Franchise Brokers position themselves for a lucrative, rewarding career in the booming franchise industry.

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

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Expert Advice: Rick Bisio | Franchise Coach | FranChoice

Many Opportunities with Business Service Franchises

Business services franchises are among the largest and most diverse categories within the franchise community.

They provide a wide array of services for both businesses and consumers that can range anywhere from painting to staffing to IT support or printing services.

According to the most recent Franchise Business Economic Outlook report, there were 106,936 business service franchises in 2019, which generated $106 billion.

Business services was the third largest

Franchising USA

sector, accounting for 13.4 percent of all franchise establishments, trailing only retail food, products and services (20.1 percent) and personal services (15.8 percent).

Some business service franchises operate exclusively in the business-to-business space. They provide a set of services that can only be used by businesses. Express employment services, which is a billiondollar industry, is an example of that.

So are sign-making franchises, market research companies and data-processing services.

Each of these businesses help other small, medium or large businesses keep

their operations running smoothly and successfully. Some of these service franchises, such as a sign-making or printing business, work from a retail location and involve some production manufacturing. Others, like accounting, HR or sales support, may operate from a small office or home.

While many of these franchises perform services that are essential to business entities, it is important to know that a large number also serves individual customers as well. One example is a painting business.

In this case, they cater to both groups as homes and businesses need to be painted.

For franchises like Certa-Pro, much of their business is split evenly between

“As a franchise coach, I work with many people who are exploring business franchises and don’t realize that B2B can be a large component of their business as well.”

“One advantage in owning a business service franchise is being able to provide a product or service that remains in demand.”

B2B and B2C customers. Electricians and plumbers are examples of other servicebased companies that do business with both groups.

As a franchise coach, I work with many people who are exploring business franchises and they don’t realize that B2B can be a large component of their business as well. They only think of the retail storefront or person behind the counter serving customers. That may come from their own perspective of being a customer of those services. Once they understand this additional, large business segment exists, the franchise opportunity becomes even more attractive.

Like many other franchisees, owners of business service franchises do not need to have prior industry experience. A good franchisor will provide the franchisee with the proper knowledge and experience in the field they will need to be able to run the business. The franchise owner will hire and oversee employees to do the day-today work while they run and grow the business.

Business-to-business franchises work across multiple sectors. They operate in retail locations, offices, warehouses and home-based locations that are exclusively business to business. Whether someone owns a B2B or B2C franchise, one of the most important skill sets they must possess

is being comfortable in interacting with others. To grow the business, they will need to get out and build relationships with their customers.

One difference between B2B and B2C formats is that most business-to-business franchises require greater comfort with proactive relationship development.

Although there are exceptions, pure marketing-based businesses are more likely to be found on the business-to-consumer side. For B2B franchises, one needs to be comfortable building strong B2B relationships.

Some of the work that is required involves building an identity and reputation to let potential customers know about the business. It is also being willing to call people and tell them about your services, take them out to lunch and start to build relationships. When I work with future business owners, it is important to discover if the individual feels more comfortable building B2B relationships or are more at ease in a B2C environment.

As you would expect from a segment of its size and diversity, the outlook for business service franchises is very good. There is a constant need for their services among a wide range of customers and the number of franchises in the area continues to grow.

One advantage in owning a business service franchise is being able to provide a product or service that remains in demand. As a result, sales are impacted less by current economic conditions.

The need for a plumber, exterminator or office IT support does not change if

Rick Bisio

there is a pandemic or recession. These businesses are much more stable than those in industries like restaurants, health and fitness and personal care, which suffered the most over the past year.

I recently spoken with a number of business service franchises and they all had very successful years in 2020. Like everyone else, they experienced several months in which business slowed and they were unsure of what was to come. After the situation stabilized, the second half of 2020 was very strong year for a lot of these franchises. In some cases, they were able to increase their business over the previous year.

There are many types of business service franchises that provide a wide range of products and services. If a prospective franchisee has the proper skill set, determination and comfort level of growing their business, there are many outstanding opportunities to create a successful career in this franchise space.

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

Franchising USA

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Phenix Salon Suites

Meet Gina Rivera

of Phenix Salon Suites

Hairstyling and the salon industry have always been in my life and in my DNA for as long as I can remember.

Since 1929, 27 members of my family have worked as hairdressers, so when I announced at eight years old that I was joining the club, no one was surprised.

I moved to Arizona as a teenager, attended beauty school and began to get a new understanding of the salon industry. By 22, I graduated beauty school eager and ready to start my career. After working in salons for a number of years and coming into contact with more than a few people who tried to deflate my dreams, I decided

Franchising USA

to make a change. With my husband Jason

at my side, I decided to start my own salon suite business.

I saw that the salon suite model was a trend taking the industry by storm as stylists

look to own their own businesses and start their entrepreneurial journey.

This model provides the salon professional with the safety and security of their own space and gives them the freedom to

operate on their own schedule. The salon professionals have total control over

their environment and the freedom to

sell whatever products they want to their

customers. For stylists, our model provides a way for them to enter the world of small business and become truly independent operators.

The Rise of Phenix Salon Suites I founded the company in 2007 and went through a few years of trial and error, working to solidify a design and look that worked best for our salon professionals. By 2012, we began franchising and have never looked back.

Currently, we have 297 Phenix Salon Suites open and serving their communities.

Our suites are located in 33 states spanning from California to New York.

Even during the pandemic, Phenix continued to grow and prove the resiliency of our business model. In 2020 alone, we opened 30 salons and signed agreements for 57 additional locations as well. I believe this momentum will help us reach our goals for 2021 as we continue expanding both domestically and internationally.

“I saw that the salon suite model was a trend taking the industry by storm as stylists look to own their own businesses and start their entrepreneurial journey.”

We anticipate that by the end of this year we will have signed agreements for 80100 new locations with new and existing franchise partners.

A Cut Above – the Phenix Salon Difference I think that our main differentiator is that our salon suites design and business model has been built by a stylist who understands the industry backwards and forwards.

When working with a franchisee or salon professional, every step of their journey is laid out in a manner that is comprehensive and informed by industry experience.

Our company culture and emphasis on mentorship at all levels is something that sets us apart. We also recently launched the most comprehensive mobile app in the market designed to address all the functions needed for both salon professionals and our franchisees to operate their business.

Phenix Franchisees Our existing franchisees come from all walks of life including C-suite professionals, multi-unit restaurant operators, CPAs, hi-tech professionals, and real estate and finance professionals. Salon experience isn’t necessary to be successful under our salon suite model.

Our more successful franchisees are typically well-capitalized and have a working knowledge of commercial real estate. Many of our franchisees are ready to begin a new chapter in their careers and are looking for a way to diversify their investment portfolios without the burden of a day-to-day commitment.

We actively support our franchisees, providing everything from in-person training to site selection, lease negotiations, construction oversight, operations and marketing. We host regularly scheduled conference calls to discuss trends, updates

“We view our franchisees as family and bring them into a culture in which they can thrive and feel mentored throughout the process.” and new developments for the business and the industry with our franchisees.

We also provide training opportunities to the underlying salon professionals to help with retention. We view our franchisees as family and bring them into a culture in which they can thrive and feel mentored throughout the process.

Join the Phenix Family

health, wellness, and beauty industries without the need for industry-level expertise. For the past 10 years, we have built a franchise model that provides stepby-step guidance on how to find the best locations, how to optimize rental space within their salon, and how to attract and retain salon professionals to minimize the day-to-day burden for this semi-absentee investment.

Through Phenix Salon Suites, we provide an opportunity for entrepreneurs to participate in the multi-billion-dollar

Learn more about franchising opportunities at https:// phenixsalonsuitesfranchising.com/

Franchising USA

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ex per t advice

George Knauf | Senior Franchise Business Advisor | FranChoice

How to Use the Clubhouse App to Grow Your Business You may have heard a lot of buzz around a new social app called Clubhouse in the Apple store. Clubhouse is a voice-only social platform where there are “rooms” with stages and an audience.

A person starts and moderates a room on whatever topic they choose, they can add more moderators to the stage as well as speakers that do not have moderating admin control. There are multiple rooms with a variety of topics as diverse as the people that created them.

Only moderators and speakers can talk, audience has to raise their hands and be invited to the stage by a moderator, so it tends to sound more like a podcast or radio show.

“For franchise companies this can be a good place for founders and executives to come into a national and global audience and demonstrate expertise and values. You can give back and earn respect as you build your brand.”

Franchising USA

There are surprisingly few of the Pavlovian mind games used by most social media to keep your eyes glued to the screen. No ‘likes’ or anonymous text comments and no ads. You can move from room to room listening to topics you choose.

The lack of the ad-driven psychological tools can make it a much more rewarding and enjoyable experience.

But the big question most businesspeople have is, “how do I grow my business on Clubhouse?”

The quick answer is that you don’t make money on Clubhouse (at this point), so much as you make money after providing the value of your expertise to people that are on Clubhouse, when they come find you.

“I was skeptical going in. Voice only? We are all pictures and video now.

We are short attention span. Well, that was a misperception.”

George Knauf

clients to join in. In those conversations they can see you not as trying to sell them something. Instead, you can position as an expert in your space and as a valuable asset who they will pursue for service.

Let me take a step back.

So, how might you use it in business?

I learned of Clubhouse late December from a friend that is a top digital marketer. He had downloaded it two weeks before and had become very focused on the potential of that platform. He kept telling me to download the app, then when we figured out that it was for Apple devices only, he made this Android user go buy an iPad just to be able to get into Clubhouse.

The opportunity is to participate in or to open relevant conversations, much like having coffee and conversation with business contacts. In those interactions you can solve problems and build trust. The other users that hear what you have to say and find that it applies to them will look at your bio and use a direct message or any other method you provide to reach out to you.

I was skeptical going in. Voice only?

We are all pictures and video now. We are short attention span. Well, that was a misperception.

The conversations in these rooms can be very genuine and valuable. They can be topic focused and the moderators are getting better as they get used to running their rooms. The speakers tend to focus on providing value, not making sales pitches that would drive off listeners. And Clubhouse users tune in to a conversation for extended periods of time, often an hour or more.

Most of the conversations I drop in on are business oriented. Part of the reason I see those conversations is because my contacts are there. The assumption apparently being that we spend time with people that are a bit like us.

That’s right, you don’t have to make sales pitches in Clubhouse, just be genuine and solve problems.

I offer people that visit my bio a free document that was created some time back if they send me their email address.

Some request that document and others direct message me to open a conversation immediately. I am also receiving a number of referrals from folks that hear me provide value in a room and know someone I should be talking to.

For franchise companies this can be a good place for founders and executives to come into a national and global audience and demonstrate expertise and values. You can give back and earn respect as you build your brand.

For local franchisees these conversations can be more geographically focused, you can invite your current and potential

Franchise development professionals can network with entrepreneurs and franchise owners. Just to be clear, the community is very sensitive to sales pitches and users will block people those that try to sell in these rooms. So, this is not a platform to do a franchise sales presentation. It is a great place to show your expertise in the field and help people that will value your guidance. I promise that people you impress will chase you down and pursue what you do further.

Find and follow me when you get on Clubhouse. I have also set up a club within clubhouse for anyone interested in franchising: “Empire Building Franchising”. I am happy to help you in any way I can!

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

Franchising USA

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FR A NCH ISOR IN DEP T H

Dr. Fredrick Jacobs | Celebrity’s Soul Food

From radio personality to

celebrity chef HOW DR. FREDRICK JACOBS MADE HIS PASSION HAPPEN To borrow from Irene Cara’s 1980s hit “What a Feeling,” Dr. Fredrick Jacobs is someone who embodies the phrase “take your passion and make it happen.”

Fueled by a lifetime of culinary influences ranging from moments as a young boy in the kitchen with his mother and grandmother to traveling the world to learn from the best chefs, Dr. Jacobs (or Dr. J as he is fondly known) founded and spearheaded the nation’s “first soul food restaurant chain”, Celebrity’s Soul Food. The quality casual concept serves up innovative soul food paired with exceptional customer service to make each guest feel like a star.

Dr. J’s guiding star is his spiritual beliefs, family, and lifelong commitment to helping others. As a man of faith, he instills in his corporate team the mantra: “To be good, we must do good.”

Team members are strongly encouraged to give back to the communities they serve, whether through time, products, or services. They support local charities and organizations, particularly in families, homelessness, and food insecurity.

“Celebrity’s recipe is simple but impactful: serve up high-quality food, and treat every guest like a VIP.” Franchising USA

Dr. J also lends his support and wisdom to others through his national TV and radio show, “Dr. J The Counselor” on KJLH 102.3 and KJLH TV. Through his

“We wanted to translate what we did in catering to a quality casual restaurant so that we could share what we love with a broader audience.”

entertainment business experience as an on-air and tv personality, Dr. J has found a way to meld a beloved cuisine with Celebrity’s.

Food for the Soul Before developing his franchise business, Celebrity’s Soul Food, Dr. J leveraged his passion for food toward an executive catering service. His client list included notable celebrities in the TV, film and music industries like Steve Harvey, Kirk Franklin, Fantasia, SWV, Stoney Jackson, Monica, Warren G, Flex Alexander, Shanice Wilson, Ashanti, and more. From this success, Celebrity’s Soul Food, the restaurant concept was born.

Celebrity’s recipe is simple but impactful: serve up high-quality food, and treat every guest like a VIP. Dr. J launched this venture with his wife and business partner, Taja Jacobs.

Throughout their marriage, they have teamed up on several business opportunities ranging from entertainment to restaurant concepts.

“We wanted to translate what we did in catering to a quality casual restaurant so that we could share what we love with a broader audience. We took soul food, which has previously been considered a

“Our belief is that soul food transcends cultures, that it can bring people together from various walks of life and tastes. We cater to meat lovers, vegetarians, vegans, and even flexitarians.” special occasion food, and made it more accessible,” he said.

“We invite guests to be adventurous with us. We feature legendary recipes that honor soul food’s essence, but we also want to challenge guests to explore non-traditional combinations. Our belief is that soul food transcends cultures, that it can bring people together from various walks of life and tastes. We cater to meat lovers, vegetarians, vegans, and even flexitarians,” he added.

Creating Opportunities 2020 was a challenging year for many around the world due to the Coronavirus, however, Dr. J found that there were still opportunities to pursue and encouraged others to do the same.

“During the pandemic, I’ve never been more busy growing my business. Some people may have turned inward during these uncertain times, but I chose to let it drive my passions even further,” he said.

He sought out global leaders in the franchise and entrepreneurial development, United Franchise Group, to help take

Celebrity’s to the next level. With the support of United Franchise Group, the brand set a rollout goal of 200 new restaurants. Celebrity’s has more than 40 franchisees signed on to join their expansion efforts across North America and more than 30 units under development.

The organization also recently opened up a second corporate office in Florida.

The original headquarters is based in California. The company now has coast-tocoast reach and resources for their teams.

“These have been exciting times for my company. By opening up our concept for others to join in our growth, we’re enabling others to take that leap to become their bosses or to pursue additional endeavors that will allow them to grow themselves and their businesses. Plus, we’re making history as the first national soul food chain in the United States,” he added.

Dr. J prides himself on a strong work ethic.

His outlook on life has been a driving force throughout his career and passions and has enabled him to help others along the way. www.celebrityssouldfood.com

Franchising USA

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Helen Horyza | Author

Six Ways to Bolster Your Career During Economic Upheaval

Instability and unpredictability have been consistent by-products of the global pandemic. The disruption to the economy has likely put you on a roller coaster of twists and turns—causing you to pour over your balance sheets and lose sleep, wondering if you are positioning yourself wisely.

Franchising USA

If you are anxious and a bit exhausted, you are not alone. You, along with millions of others from all walks of life, are navigating unchartered territory. As a franchise owner and leader, you are challenged to make the right decisions and stay strong. But, how do you do that under pressure? Here are six keys to bolstering your career (and your business), especially during challenging times:

Career quakes like the one we are experiencing now are predictable and, yet, unnerving. The ground is shifting under your feet.

Number One: Understand that Careers Naturally Cycle

Logically you know you are going to hit rough patches. But, when they happen, you can experience a range of uncomfortable emotions like fear and anger. The first step is to recognize that you are at a crossroad, off your familiar path and challenged to find the way forward. Shake hands with your anxiety and step into a period of introspection.

No matter has much time and effort you put into deciding to become a franchise owner, you can never get complacent, assured that things will go smoothly.

A long walk or a day off can offer much needed perspective. It also helps settle the intense emotions that accompany an externally driven crossroad. Let’s face it,

“Share your values with your team and challenge them to notice if your actions do not align with your values.”

you did not choose this disruption. It is happening to you. You need to re-gain a sense of control and think clearly about your options. Embrace the fact that careers cycle from periods of satisfaction to dissatisfaction as a natural result of life’s unpredictable events.

Number Two: Take an Accountable Perspective Taking an accountable perspective is difficult to do when you have, in fact, been the victim of circumstances. Your first instinct might be to blame others or make excuses, not wanting to accept your reality.

This “victim trap” stifles your creativity, limits your resourcefulness and eventually poisons everyone around you.

Strength and resilience are spurred by accountability. End all blaming, either by yourself or by anyone on your team.

Replace negativity with responsibility.

Take action to lead your franchise toward solutions. Your forward-focused leadership will allow you to capitalize on opportunities and make solid business decisions.

Number Three: Operate from Your Career-Related Values Your values are your super-power but you may not be paying enough attention to them. Under pressure, your values may be ignored as you are busy putting out fires.

Again, this is perfectly natural but it saps your strength and undermines your ability to lead your organization.

Identify your career-related values--the things that drive you and matter the most.

Perhaps it’s integrity, family and lifebalance. Once you have identified your values, make them front and center every day. Think about your values as you get ready for work in the morning. Have them posted on the mirror or refrigerator door.

Share your values with your team and challenge them to notice if your actions do not align with your values.

Number Four: Utilize Your Enjoyable Skills If your day is virtually filled with demands that bring you little or no joy, you are on the road to burnout. Your level of energy is key to your ability to deliver excellence.

So, step back and notice the aspects of your business that light you up, that you look forward to. Finds ways to expand your involvement in enjoyable skills activity.

Delegate or minimize skills you do not enjoy.

As you read this you may the thinking you don’t have the luxury of delegating work that drains your energy. That may be true, and yet, it may also be a story you have told yourself so many times that you no longer look at your options objectively. If you are wearing yourself out trying to do everything yourself, you are depleting the resource at the center of your stability and security, you.

Number Five: Find Your Voice Your ability to be successful in your franchise, and in your career, hinges on your authentic expression of who you are. Your voice (meaning your confident, congruent self) informs what you say, how you say it and the impact it has on others.

Under stress, you might lose access to your voice, delivering faltering or even misleading messages.

Take stock of your communication and notice how you are expressing yourself— even the words you are choosing. If you have a hard time being self-aware, ask others you trust. Find out if your voice is strong, positive and consistent. Decide how you want to be seen and heard. Be a true leader, inspiring your team to step up and deliver their best.

Number Six: Curb Your Impatience The stress that comes along with economic upheaval and unpredictability can cause you to make impulsive choices. You might

Helen Horyza

be tempted to take short cuts or ignore offers of help because you are panicking.

Slow yourself down long enough to notice you are not thinking straight. Do a selfcheck and determine if anxiety is driving your decisions. If so, it’s time to get a new perspective.

While all of these tips are especially important in time of tumultuous change, they also apply to your career development throughout the course of your life. Your career and your franchise business pay for everything else in your life. Taking time to make sure you are operating from a well-balanced, aligned perspective is not only wise, it’s literally required for your survival.

Imagine you are looking back at your personal and professional performance five years from now. Consider rating yourself on how well you managed your career and functioned as a business leader. There is learning and growth to be garnered in difficult times. Embrace the days and months ahead as an opportunity to emerge into a level of leadership that, otherwise, would not have been possible.

Helen Horyza, career development expert, recently released, Elevate Your Career: Live a Life You’re Truly Proud Of. This timely resource brilliantly demonstrates how you can design a career in alignment with your interests and talents by discovering what makes you truly happy.

Reach out to Helen at her website: https://www.helenhoryza.com/

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Daniel Lee | Head of Brand and Technology | Flame Broiler

Innovation

is Top of the Menu The pandemic has brought changes to the restaurant industry that no one could have foreseen.

Franchise systems have many moving parts and communication is key to get franchisees and the franchisor on the same page.

Flame Broiler, a healthy Korean-inspired rice bowl restaurant focused on honest, simple ingredients, has over 170 locations across the United States. During the pandemic, they ideated and implemented many different innovations and promos to see what their customers responded to best.

QR Codes and Online Ordering To address the contactless ordering obstacle, the company initially created a unique QR code kiosk where customers could scan a poster from a parking spot in front of the restaurant and safely order their meal without employee interactions.

Considering this was the first time the brand executed a “remote” form of technology to place and fulfill orders, they first chose to test the platform at corporateowned locations to ensure the process went smoothly from scan to completion.

This technology then evolved into online ordering, which is currently available at over 70 locations.

Daniel Lee, Head of Brand and Technology, Flame Broiler

Franchising USA

“We just launched online ordering at the beginning of January,” said Daniel Lee, Head of Brand and Technology. “The

“Flame Broiler implemented many different innovations and promos to see what their customers responded to best.”

pandemic has motivated us, as a brand, to embrace these innovations and shifts much sooner than we originally planned.

While we enjoy serving our customers in the restaurant, it is important to protect our guests and employees. Online ordering was the next logical step in getting our healthy bowls in the hands of as many people as possible.”

Reimagining Restaurant Design Lee believes that it is important for franchises to keep looking forward and search for ways to improve either their menu, packaging or dining space. With restrictions still in effect around the nation, Flame Broiler has repurposed its dining space to create a larger pickup area.

Dedicating more space has allowed the restaurant to make it more convenient and efficient for guests to swiftly get in and out with their orders.

“The look of restaurants is changing.

While some adjustments are temporary, others will be permanent,” said Lee. “Major brands that have the resources have begun to design completely new restaurants with extra drive-thru lanes or expanded their kitchen into what was dining space.

For smaller brands, it is necessary to look at how a restaurant’s indoor real estate can be adapted to create a more profitable layout without breaking the bank.”

In addition to expanding its order pickup area, the brand has also reimagined how they place posters and information surrounding deals on the walls and windows. Factoring in that people aren’t spending time sitting at tables to eat and are just popping in and out to grab their food, cards that were previously put on tables to announce new menu items or promos are now ineffective. The placement of marketing materials needs to be put in new areas to make the most out of the short amount of time customers are in the restaurant.

Menu Makeovers Lee also suggests that franchisors closely review trends and what people are eating.

For example, spicy chicken and chicken sandwiches continue to be extremely popular. Flame Broiler recognized the in-demand food and put their own special twist by adding a Korean-inspired spicy chicken as a limited-time offer (LTO).

Testing out a new menu item for a limited amount of time at select stores gives the franchise the opportunity to get feedback and make adjustments. It allows for flexibility in deciding if a certain offering should be a seasonal offering, a one-timeonly item, or added to the menu full time before extending it to all locations. LTOs also have the added benefits of producing some buzz in the community and creating an opportunity to bring in new and returning customers to try the latest dish.

“It’s always nerve-racking to release a new menu item, but with the entire nation severely impacted by the pandemic, it is even more so,” said Lee. “Before releasing an LTO, it is important to research and test out the item internally. Our spicy chicken went through numerous taste tests before

“Before releasing an LTO, it is important to research and test out the item internally, You only have one chance to release it, and you want it to be successful.”

we put it on the menu at select locations.

You only have one chance to release an LTO, and you want it to be successful.”

Lee says this same advice applies to permanent menu items. Along with the spicy chicken, Flame Broiler announced the launch of Kimchi at the beginning of January. The Kimchi is sourced from South Korea and was also extensively researched and tested before offering it to franchisees.

“We want to ensure we are only offering the best products to our franchisees,” said Lee. “Whether it is online ordering or new menu items, as the corporate side of a franchise, we have to ensure that our franchisees are given only the best options for their restaurants.” https://flamebroilerusa.com/franchise

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Leadership.

Teamwork.

Executing SOPs. Connecting veterans with education, resources and opportunities at vetfran.org

Franchising USA

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

BODY20

and their life through time condensed technology training. In just 20 minutes per week, our goal is to materially impact the other 10,060 minutes in the week.

There are very few significant technological breakthroughs in fitness, especially ones as fundamental as how the human body builds strength and muscle. BODY20 is disrupting the $25 billion dollar fitness industry and is going to change the way people workout letting every. body.unleash their full potential.

Our mission is to change the way that people workout by helping EVERY.BODY.UNLEASH their super human potential to strengthen their body

BooXkeeping BooXkeeping is a business solution that redefines the bookkeeping industry with focus on small to medium-sized businesses.

BooXkeeping simplifies the process of recording financial transactions saving businesses time to focus on their passion and achieve their financial goals.

BooXkeeping franchisees are dedicating

caring transitions 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

Considering opening a Body20 Studio and want to know if it’s right for you? Are you obsessed with fitness? Are you driven, motivated and a self-starter who wants to jump on board with the future of technology? Are you a leader or entrepreneur looking for something more? Well, you’ve come to the right place. https://body-20.com/franchise/

themselves to ensuring their clients have full accessibility and understanding of their financial records so no extra time or effort is necessary.

For more information Ph: 855-935-2669 Email: Max@booxkeeping.com or swilson@sfdpros.net Web: https://booxkeepingfranchise.com

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.

Phone: 1-800-647-0766 Email: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com

Franchising USA

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fr a nch ise & 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

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

G.I. TAX The franchise offered is for a unique and distinctive system relating to the operation of tax return preparation businesses, specializing in providing tax preparation and related products and services through a vehicle that would honor and support those who have served in the military.

The G.I. TAX® System is fully branded

International Franchise Professionals Group

• 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

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

in support of the military, presenting an inviting atmosphere for both active duty and retired veterans, their families and community.

For more information contact: Samantha Wilson Ph: 360-878-8488 Email: swilson@sfdpros.net Web: www.gitax.com/franchise-careeropportunities

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.

Infinity Martial Arts

Our programs focus on a self-defence style of martial arts and combat sport, which is predominantly based on grappling and submission holds. Our curriculum focuses on the skill of taking an opponent to the ground, controlling one’s opponent, gaining a dominant position and using a number of techniques to either force or defend a submission.

Infinity Martial Arts was established in 2005 on the Sunshine Coast, Queensland. We began as a single club focusing predominantly on Brazilian Jiu-Jitsu, with only a handful of members under the guidance of our head coach and black belt Neil Owen.

Over the years, many of those initial members became black belts themselves and helped to grow our business into what it is today. With 13 academies now in QLD and two other affiliate clubs in NSW & QLD we are one of the largest franchised martial arts academy names throughout Australia, leading the way in Brazilian JiuJitsu.

Franchising USA

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015

With classes ranging from expert to beginner and suitable for both adults and children starting as young as 2 years old, our academies are warm & friendly environments. We have a strong focus on creating a fun culture where our members become part of the family.

For more information visit: www.infinitymartialarts.com.au

Mosquito Mike

• Strong branding that resonates with families and children alike in every market we enter.

Come be a part of the Mosquito Mike experience! You will be part of a new movement in the mosquito control industry as constantly improving efficiencies, technology and marketing know-how come to take over and dominate this exciting sector! As an emerging franchise, you will benefit from a greater opportunity to secure your preferred protected territory while enjoying the exponential growth mosquito/tick control has to offer.

• Results Producing Marketing: Not just templates but strategies and a philosophy to grow your business quickly.

Top 10 Reasons Why Mosquito Mike Is the right business investment for you: • High growth business that focuses on keeping families safe while allowing them to be outdoors.

• Recurring Revenue business that allows for faster growth as most of your customers renew year after year.

• Cutting Edge Technologies will simplify your experience while allowing you to be more efficient.

• Extensive Live Training and you will have access to most skills on video for staff training.

• Low Cost and High Margins mean you become profitable faster.

Veterans Business Services

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

Veterans Business Services provides the most advantageous franchise acquisition terms for Veterans and provides innovative entrepreneurial training for qualified Veterans seeking grants under the VA Vocational Rehabilitation Program.

Veterans Business Services (“VBS”) specializes in entrepreneurial opportunities for Veterans and has an extensive reach into the Veterans community and can generate significant interest from qualified Veterans who wish to start a franchise or small business.

VBS offers multiple marketing methods that have proven effective with helping franchise organizations with their expansion plans. Utilizing custom email marketing

Win home inspection

• 15% Veterans Discount • Home Based Business that reduces costs while providing personal flexibility • Lifestyle Design: Reclaim your life with a business that gives you more time for family People want to enjoy their backyards and you will be in position to make that dream happen. By eliminating mosquitoes and ticks, you will become a necessary, successful and beloved business in the community.

For more information visit: mosquitomikefranchising.com

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

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.

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.

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

• 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.

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

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

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Franchising USA