FRANCHISING USA JUNE 2018 6#8

Franchising usa The magazine for franchisees

VOL 06, ISSUE 8, june 2018

$5.95 www.franchisingusamagazine.com

Are You Spending Enough on Marketing? special

sports & fitness franchising feature

LATEST NEWS

Adapting in Business to Attract and Retain Customers

Navigating Financial Performance Representation

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

Own your own sandwich shop.

Franchise opportunities are now available locally and worldwide with new and existing shops.

If you enjoy working with people, leading your own team, learning new skills and are ready for an exciting new challenge, contact us today! The Subway® franchise fee is $15,000 which is included in the total investment. The total investment can range from $147,050 to $320,700+ (See Franchise Disclosure Document for further details.)

Restaurant owners should have half of the total investment in cash and finance the other half. Please visit subway.com or call Ralph Piselli, Franchise Sales Manager: 800.888.4848 x 1312 .

SUBWAY® is a Registered Trademark of Subway IP Inc. ©2018 Subway IP Inc.

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 6, ISSUE 8, 2018 president: Colin Bradbury. colin@cgbpublishing.com

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

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

advertising: advertising@cgbpublishing.com

Editorial Department: managing editor: Diana Cikes editor@cgbpublishing.com

Editorial team: Gina Gill Rob Swystun

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DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: the ups store

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

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Welcome to the June issue of Franchising USA. T’is the season of the largest franchise expo, and we’re excited to be participating in this year’s International Franchise Expo taking place May 31 – June 2. Each year we look forward to attending the IFE because it’s a great opportunity to meet face-to-face with over 400 proven franchise opportunities and dig deeper into the nuances of franchising by attending the in-depth educational workshops and seminars offered. If you weren’t able to attend the Expo this year, be sure to mark your calendar for next year because it’s an opportunity that can give you a leg up in climbing the ladder of entrepreneurial success.

On the Cover this issue is UPS, a multinational package delivery franchise that recently launched a new store-in-store model where a smaller footprint center exists inside another retail location. Turn to page 10 to learn more about the brand and how it is Adapting in Business to Attract and Retain Customers.

Our Special Feature this month is Sports & Fitness Franchising, an industry that

crosses a wide range of opportunities, from gyms, boot camps, classes, equipment, to recreation centers or sports team ownership. Sports and fitness are now business opportunities that can be easily pursued with the right guidance, so be sure to flip to the advice of our industry experts and learn What You Need to Know About Operating a Fitness Franchise on page 38, and get Digital Marketing Tips for Generating New Fitness Customers & Gym Memberships on page 32.

On the Cover of our Veterans in Franchising supplement this month is Restoration 1, where we feature one Texas restoration franchisee who calls on his military training to help him get through long, difficult restoration jobs.

Turn to page 46 to learn how Restoration 1 is an ideal opportunity for veterans and read how Military Training Comes in Handy for Pushing Through Tough Restoration Jobs.

Be sure to catch up on the latest in Industry News on page 6 and if you’re looking for a new investment opportunity, our A-Z listings featured at the back of the magazine can help you find the right opportunity to give you a boost up that ladder of success.

Happy reading!

“The ladder of success is best climbed by stepping on the rungs of opportunity.” - Ayn Rand

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

june 2018

On the Cover 10 Cover Story: UPS: Adapting in Business to Attract

and Retain Customers

21 Special Sports & Fitness Feature

10

14 Are You Spending Enough on Marketing?

58 Navigating Financial Performance Representation

In Every Issue 6

12

What’s New! Announcements from the industry

21 Sports & Fitness Franchising Feature 41 Veterans Supplement - News and Information

for Veterans in Franchising

61 A-Z Franchise and Services Directory

14

Expert Advice 12 Shrink the Pond

Tom McMakin, CEO, Profitable Ideas Exchange (PIE)

14 Are You Spending Enough on Marketing?

Evan Hackel, CEO of Tortal Training and Founder of Ingage Consulting

56 What is Discovery Day?

George Knauf, Senior Franchise Business Advisor, FranChoice

58 Navigating Financial Performance Representation

18 Franchising USA

(FDD Item 19)

Jim DiRugeris, Vice President of Franchise Development, Goddard Systems, Inc.

Focus

26

18 Little Caesars Pizza

Sport & Fitness Franchising Feature On the Cover

30

30 The Boutique Gym Boom 38 What to Know About Operating a Fitness Franchise 32 Digital Marketing Tips for Generating New Fitness Customers & Gym Memberships

In Every Issue 22 Feature News 26 Feature Article

32

Expert Advice 30 The Boutique Gym Boom

Adam Sedlack, President, UFC GYM

32 Digital Marketing Tips for Generating New Fitness Customers

& Gym Memberships Josh Allen, Director of Marketing, Location3

34 Three Ways Franchisees Can Better Target and Engage

34

Customers at the Local Level Kristen Pechacek, Senior Manager, Digital Strategy at Anytime Fitness

36 Ditch Brand Standards: 5 Tips in Creating Powerful Customer Journeys

Trever Ackerman, Chief Marketing Officer, WellBiz Brands, Inc.

38 What to Know About Operating a Fitness Franchise

Rick Bisio, Franchise Coach, FranChoice

58 Franchising USA

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what’s new!

The Hummus & Pita Co. Announces Aggressive Bicoastal Expansion into Southern California

The Hummus & Pita Co., the fastest growing Mediterranean concept in the U.S., has announced a bicoastal expansion into Los Angeles. Franchisee Dan Markel has an aggressive development timeline for the five locations, planning to open three before the end of 2018, with the additional two slated for 2019.

Markel is an experienced multi-concept operator and franchisee whose portfolio boasts one of the nation’s top revenue-producing Jersey Mike’s locations.

“As someone who has a extensive experience opening franchised restaurants, I can confidently say that The Hummus & Pita Co.’s operational and franchisee support is some of the best I’ve ever seen in my career,” said Markel.

The fresh and healthy Mediterranean concept has been delivering guilt-free, homemade cuisine to the masses since 2011. All menu items are made-from-scratch on the premises at each location, using only the freshest ingredients available to ensure highquality, flavor-focused eats for every guest. The Hummus & Pita Co. stands out from other Mediterranean concepts with its freshlybaked pita and laffa breads, wide variety of vegetarian dishes, meats cooked in a traditional taboon oven, and signature dessert hummus.

The Hummus & Pita Co.’s current stores average an impressive $1,200 in sales per square foot. The concept’s high sales volume, coupled with high consumer demand, proves the brand is wellpoised for its coast-to-coast expansion. The brand is partnered with Fransmart, the industry-leading franchise development company, as their exclusive franchise development partner to grow the brand.

For information about franchising with The Hummus & Pita Co., visit www.hummusandpitas.com.

TROPICAL SMOOTHIE CAFE SUPPORTS THE REBUILDING EFFORTS OF TEXAS IN THE WAKE OF HURRICANE HARVEY

Tropical Smoothie Cafe, one of the fastest growing franchise concepts in the country, has announced the reopening of its Rockport, TX cafe owned by franchisee Pam Farley. The location was destroyed by Hurricane Harvey in 2017, but Farley and her team are grateful for the overwhelming support of the community during the rebuilding process.

In addition to reopening the Rockport

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location, Tropical Smoothie Cafe is also privileged to continue its growth in Texas by signing the brand’s 100th agreement in the state. First-time Tropical Smoothie Cafe franchisee, Shahrukh Noormohammed, is a Houston native.

Noormohammed began his career in engineering before transitioning into the sales industry. His unique experience will bring a different perspective to the brand as he develops three new cafes throughout the Houston market.

“It’s inspiring to see the progress this community has made since Hurricane Harvey and we are proud to continue expanding in a market that has such compassion for local businesses and the

residents they serve,” said Mike Rotondo, CEO of Tropical Smoothie Cafe, LLC. “The ongoing success of our existing cafes and resiliency of the business community keep Texas a prime market for development. With 30 franchised cafes open across the state and an additional 15 slated to open this year, we’re eager to continue our expansion efforts and make our better-for-you food and smoothie offerings accessible to more residents throughout Texas.”

For information on about opening your own Tropical Smoothie Cafe franchise, please visit www.tropicalsmoothiefranchise.com.

DUNKIN’ DONUTS ANNOUNCES PLANS FOR SEVEN NEW RESTAURANTS IN MONTGOMERY, ALABAMA WITH EXISTING FRANCHISEES restaurants located throughout Alabama, and the brand is continuing to recruit franchisees in surrounding areas including Birmingham, Tuscaloosa and Huntsville.

To help fuel additional growth in the market, special development incentives are available.

Dunkin’ Donuts, America’s all-day, everyday stop for coffee and baked goods, has announced the signing of a multi-unit store development agreement with existing franchisees Lagunita Franchise Operations, LLC (LFO).

Over the next several years the franchisee group is planning to open seven new

Dunkin’ Donuts restaurants throughout Montgomery, Alabama. The first two

locations are scheduled to open in 2019,

with additional restaurants scheduled to open over the next several years.

The franchisee group is led by Damon Dunn. LFO has been franchising with Dunkin’ Donuts since October 2016 and currently operates seven restaurants in the Mobile, Alabama and Mississippi Gulf Coast regions. This new development agreement will allow them to further penetrate neighboring markets.

There are currently 37 Dunkin’ Donuts

LOCAL ENTREPRENEUR OPENS Always Best Care OF NORFOLK Leading Senior Care Franchise Offers Award-Winning Senior Care Services to the Tidewater Communities Always Best Care Senior Services, one of the leading senior care franchise systems in the United States, has opened its newest franchise in Norfolk, Virginia.

Tidewater communities, including Norfolk, Portsmouth, Suffolk and surrounding areas. The new agency is owned and operated by first-time franchisee Sonya Meade Settles.

Always Best Care of Norfolk marks the company’s eighth location in the state and will provide senior care services to the

“Given my family’s experience, there are very few agencies that offer such a high standard of care and compassion to a

In an effort to keep the brand fresh and competitive, Dunkin’ Donuts offers flexible concepts for any real estate format including free-standing restaurants, end caps, in-line sites, gas and convenience, travel plazas, and universities, as well as other retail environments. Additionally, multi-brand restaurants that combine Dunkin’ Donuts with Baskin-Robbins under one roof offer even more opportunity to drive traffic during various day parts — from early morning breakfast and coffee all the way to after-dinner ice cream treats.

To learn more about Dunkin’ Donuts, visit www.DunkinDonuts.com. person’s loved one like Always Best Care,” said Settles. “I feel selecting caregivers who have a servant’s heart that we can employ, mentor, educate and train is the key to service excellence. My goal is to ensure the same level of service we experienced is offered in this region.”

Always Best Care is one of the nation’s leading providers of non-medical inhome care, assisted living placement services and skilled home health care, and is the only senior services franchise system that combines the three to create three potential revenue streams for its franchisees. The company delivers its services through an international network of more than 200 independently owned and operated franchise territories throughout the United States and Canada.

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

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what’s new!

CURRY UP NOW CONFIRMS FRANCHISE DEALS IN TWO NEW MARKETS, ATLANTA AND SACRAMENTO restaurant in the nation. The concept was featured in QSR’s ‘40 Under 40,’ Fast Casual’s ‘Top 100’ list of movers & shakers, and named a ‘2018 Breakout Brand’ by Nation’s Restaurant News for its rapid growth and innovative approach to Indian cuisine.

Curry Up Now, the Bay Area-based fast casual known for its innovative approach to Indian cuisine, has finalized three franchise deals that will bring the budding concept to four new markets, including Atlanta, GA; Sacramento, CA; Orange County, CA; and San Diego, CA.

The brand hopes to open at least one store in each market before year’s end.

Experts in the hospitality industry project that Indian food will continue to be the fastest growing ethnic food segment in the U.S., making room for Curry Up Now to solidify its position as the largest and fastest growing Indian fast casual

Founded in 2009 by husband and wife duo, Akash and Rana Kapoor, and Senior VP of Operations and Co-Founder Amir Hosseini, Curry Up Now takes traditional Indian flavors and presents them in a friendly, recognizable format. Their menu fan-favorites include their signature Tikka Masala Burrito, Sexy Fries, Naughty Naan, and Deconstructed Samosa, as well as traditional items like Kathi Rolls, Biryani, and Thali Platters.

Curry Up Now is partnered with Fransmart, the industry-leading franchise development company, as its exclusive franchising partner to bring the brand to top 40 major media markets across the U.S. For information about franchising with Curry Up Now, visit www.curryupnow.com.

Anago Cleaning Systems Expands Master Franchise Footprint into Greater Philadelphia As Anago Cleaning Systems continues to expand its Master Franchise footprint this year, the Anago brand is now serving the greater Philadelphia area. Sales and customer relations duo, Jenn and Andrew Navarro are the new Master Franchise Owners of Anago of Greater Philadelphia.

Jenn will hold majority ownership and will lead Anago’s sales team while Andrew will spearhead the operations and customer relations divisions. Andrew

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and Jenn’s sales, marketing, and retail

expertise will play a critical role in helping to expand Anago’s brand in Philadelphia.

Anago Cleaning Systems is quickly

becoming one of the largest commercial

cleaning companies in the world, with over 35 Master Franchise locations and over

1,500 Unit Franchises throughout the U.S. and internationally.

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

CAULDRON ICE CREAM FINALIZES SECOND FRANCHISE DEAL TO EXPAND INTO SAN DIEGO, CA The Handcrafted Nitrogen Ice Cream Concept Plans To Develop Three Units In Northern San Diego County One of the most innovative ice cream concepts in the nation, Cauldron Ice Cream, is officially bringing its madeto-order nitrogen ice cream and viral OG Puffle Cone to Northern San Diego County.

concept does it better than Cauldron,” said Tyler Kunz. “We fully expect Cauldron’s innovative offerings, like its unique flavors and signature OG Puffle Cone, to resonate with North County residents and make Cauldron the hot spot for a cool treat.”

The Instagram-famous concept, based in Orange County, CA and specializing in handcrafted ice cream, has recently finalized a multi-unit deal to open three franchised stores in San Diego County over the next three years. Franchisees Tyler and Sammi Kunz are actively scouting real estate options in Carlsbad, San Marcos, and the Del Mar/Encinitas area.

Cauldron Ice Cream is partnered with Fransmart, the industry-leading franchise development company behind the explosive growth of brands like Five Guys Burgers and Fries, The Halal Guys, and Qdoba Mexican Grill, as their exclusive franchise development partner to grow the brand. The concept is currently looking for experienced multi-unit foodservice operators to develop franchise territories in major markets.

“San Diego’s foodie culture has grown and developed greatly in recent years.

We’ve seen an uptick in the demand for small batch, handcrafted ice cream, and no

To learn more about franchising opportunities with Cauldron Ice Cream visit go.fransmart.com/cauldronpr.

Handyman Matters of Portland Recognized as Top Franchise Location helped thousands of home owners, donated time and talent to rebuilding the community, and achieved their goal of being the top revenue generating Owner in the entire Franchise system.

“This is a team effort, and I have hands down the best team,” said, Arntson, “through their hard work, excellent customer service, and dedication to our local community, we have truly set ourselves apart from the competition and are where we are today because of them.” Learn more about Kory’s business and his services by visiting www.handymanmatters.com/portland.

Local Handyman Franchise Attributes Success to Dedication to Community & Customers.

Kory Arntson, owner of Handyman Matters of Portland, was recognized at the Handyman Matters National Convention for

“The location in Portland is simply a high performing TEAM,” stated Andy Bell, Owner of Handyman Matters Franchise Corporation. “Year over Year, Kory consistently provides his community with outstanding service, he runs a great office and it shows with his performance. I couldn’t be more proud of Kory and his TEAM.”

system.

Founded in 1998, Handyman Matters is a national franchise offering residential and commercial maintenance, improvement and remodeling services.

Being in business only 8 years, he and his team have already

For more information visit www.HandymanMatters.com.

their continued dedication and success within the franchise

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T h e U PS S to re

Adapting in Business to Attract and Retain Customers The retail landscape has changed dramatically in the last decade. With an increasingly competitive marketplace, brands have to work harder than ever to attract customers.

This is especially true for brick and mortar stores that are competing with online shopping and instant delivery services.

How do you break through and get customers in the door?

Convenience is King First and foremost, customers are looking

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for convenience. The saying “time is money� is true, but helping customers save time helps you make money. In fact, 73 percent of people say that valuing their time is the most important thing a company can do to provide them with good customer service according to a Forrester survey.

At The UPS Store, we recently launched a new store-in-store model where a smaller footprint center exists inside another retail location, such as a pharmacy, hardware store or grocery store. The intention is to be a one-stop-shop for customers for added convenience. Rather than making multiple stops while running errands, customers can make the most of their time by visiting one location. The store-in-store model

“The UPS Store name brings even more clout to our business and allows us to bring new products to our customers while remaining true to our customer service roots.” - Ben Hertz allows for all the services you would find at a traditional The UPS Store, but with a reduced cost of entry for the owner. With a retail business that’s already established and an owner that knows the fundamentals of running a business, adding The UPS Store retail model can be almost seamless.

“Our focus has always been on customer service, which is why The UPS Store is such a natural fit,” said Ben Hertz, The UPS Store franchisee and owner of Elmora Healthcare & Pharmacy in New Jersey. “The UPS Store name brings even more clout to our business and allows us to bring new products to our customers while remaining true to our customer service roots.”

With the new store-in-store model, franchisees are seeing an increase in business and happy customers. Michael Collins owns a True Value and recently opened The UPS Store within his hardware store. “Convenience is number one. You have to separate yourself from the competition,” said Collins. Franchisees are enjoying the added business and customers are able to maximize their shopping trips.

Set Yourself Apart Setting yourself apart from the competition can be as simple as clearly communicating how the products and services you offer really benefit your customers. Do you provide a product nobody else does? Are you an expert in your industry and able to share that with your customers? Customers today do their research before making purchases and they want to know why they should choose you. According to the National Retail Federation, 74 percent of consumers say they typically visit the store to buy something specific rather than to browse.

For example, The UPS Store has nontraditional locations at universities and hotels among others that cater to specific types of customers to provide the exact services they need. Hotel stores tend to specialize in printing and shipping to serve business travelers while university stores may focus on packing and shipping, as well as printing, which is what students and faculty primarily need. Be sure to clearly communicate to your customers why they should choose your business.

Customer Service Still Rings True Another tried and true way to set yourself apart: customer service. In an increasingly automated world, more and more retailers are removing people and replacing them with AI/machines. But many customers still want face-to-face interaction – in fact, a recent survey from Accenture found that 83 percent of consumers surveyed reported that they prefer to interact with another human over utilizing a digital channel. Start by talking to your customers to understand their shopping experience. What did they enjoy about it? Were they looking for something but couldn’t find it? Your customers are a wealth of information and knowing that

you value their time and opinion is a sure way to foster loyalty. One good customer experience can lead to many more through word of mouth as they relay their experience to friends and family.

At the same time, make sure to train employees on the best way to interact with customers. Your employees are often the face of the business so they need to understand expectations and business priorities. It can be helpful to create a set of values or guiding principles to help employees put their best foot forward.

Always On In our digital age, customers have constant access to information. With this “always on” mentality, your business may not be open 24/7, but access to critical information should always be available.

This is especially true as customers do research about your store before visiting in person. When you’re talking to your customers, ask them if they looked up your business online. Did they find all the information they need? Your website and social media should be helpful and easy to navigate.

Also, consider integrating e-commerce if it makes sense for your business. While the ultimate goal is to get customers in the store, offering online purchasing can help establish a relationship and provide an opportunity to follow up.

For more information about The UPS Store franchise opportunities, visit www.theupsstorefranchise.com.

With this in mind, consider tailoring your business to specific audiences.

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ex per t advice

Tom McMakin, CEO, Profitable Ideas Exchange (PIE)

Shri the Po Ask someone to name a take-and-bake pizza store, they will name Papa Murphy’s. Ask them to recommend a hardware store, they will tell you, “Ace is the place.”

Each of these concepts is known because they are strongly niched and therefore have a permanent spot in our mind.

Successful business owners know this and do two things consistently. They niche what they do, and they are able to articulate what they do, who they serve,

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and how they’re unique in a short, pithy sentence—a so-called elevator pitch. Do these two things well, and people will not only understand what you do, but they will remember you later when they need what you offer or when someone asks them for a recommendation.

The foundation on which niches are built are a handful of meta-categories we carry around with us all the time like an organizer into which we file the hundreds of businesses we run across every day.

These meta-categories are “first,” “best,” and “biggest.”

Who is the biggest cola company? CocaCola.

We know Coca-Cola’s name because it lives in a room, a room called, “the largest.” Recall the room and Coca-Cola’s name floats to the surface of our mind’s vast pond.

To successfully niche our businesses, we need to decide what we are good at and then define it—by geography, company size, or another quantifier—and then practice a succinct pitch in which we can truthfully say: We were the first firm to protect North Carolina law firms from cyber-attack.

We are the largest cybersecurity firm in Charlotte.

Who is the fifth-biggest cola company?

Don’t know.

Gartner rates us as the most effective cybersecurity firm in the Southeast.

Who was the first president? George Washington.

Want to be remembered? Find a category where you can be number one in some way.

Who was the twenty-first president? Don’t know.

Jackie Kruger runs marketing for the

ink ond Minneapolis-based accounting and financial services consulting firm, CliftonLarsonAllen. She says, “I always tell my practice leads to shrink the pond.”

Better to be a big fish in a small pond than a small fish in an endless ocean of near competitors. When it comes to business, being undifferentiated is death. “Our company is the largest cloud-based HR software integrator for midsized accounting and law firms in the Southwest” is far better than, “We are a one-stop IT shop that helps clients design and build technology solutions.” You can try and be all things to all people, but you will pay a cost: No will remember what

“The rule is that if you can’t say you are the largest or best in a category, make your market definition smaller. Shrink the pond.” you do, a lone voice lost in the hubbub of commerce.

Better: We are the largest oil and gas lease consultant in Texas.

I recently spoke with a top-25 accounting firm about business development.

Good: We specialize in business law.

“Where are you looking to grow?”

“We are focused on $500 million revenue companies.”

“What are some projects you have done recently where you did a really good job for the clients?”

“We have worked with two mining companies to help them install state-of-the art enterprise risk-management systems.”

“That is a niche you could own. You could be the largest accounting firm focused on serving the mining industry. Try that as a focus for your business development— calling on mining company CFOs, sharing with them case studies on how you have helped similar firms. You have a right to dominate that niche which will be more effective than just saying you work with big companies.”

The firm narrowed its focus, and their reputation for expertise in that niche grew.

Soon, they were being invited to speak at mining industry panels, had convened a best practices roundtable for mining CFOs that meets quarterly, had hired a retired mining executive as an advisor, and in general had positioned themselves as the go-to accounting firm for global mining companies.

Better: Voted the best franchise attorneys by the International Franchise Association for the last five years.

This is because specificity attracts. If you say you are San Diego’s best taco, you will develop a name for yourself in that market.

More importantly, when your potential customers get a craving for asada, they will punch your name into their phone and beat a path to your door.

Tom McMakin is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for consulting and professional services firms. Previously, he held leadership positions in private equity and served as the chief operating officer of Great Harvest Bread Co, a multi-unit operator of bread stores. Tom is the author of How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services (Wiley, 2018). www.profitableideas.com

The rule is that if you can’t say you are the largest or best in a category, make your market definition smaller. Shrink the pond.

Good: We are the third-largest oil and gas lease consultant in North America.

“Better to be a big fish in a small pond than a small fish in an endless ocean of near competitors.”

Tom McMakin

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ex per t advice

Evan Hackel, CEO Tortal Training

Are You Spending Enough on Marketing?

When you write up a list of business expenses, you probably include utilities, maintenance, landscaping, payroll, benefits, the cost of new equipment, and marketing.

If your list looks something like that, I would like to suggest that you are making a mistake in the way you are thinking

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about your costs of doing business, because marketing is an investment that pays you back, not an expense. Unlike the money you spend to keep your lights on and get your floors waxed, it delivers a very big return. In fact, it pays a much bigger return than you probably realize.

The Value of Contribution Margin Why can marketing have the potential to pay you an oversize ROI? Contribution margin is one reason. Contribution margin is the margin your company makes

after paying variable costs. It’s a really important concept to understand. Let me explain.

Let’s say, for example, that your business is generating $1 million a year. Let’s also say that because you have a contribution margin of 50%, you have contribution dollars (dollars that do not go to cover variable expenses) of $500,000. Let’s also assume that you are covering all your fixed expenses from that $500,000. If that is the case, each additional new dollar you bring in contributes $0.50 in profitability, because your contribution margin is 50%.

The public and policymakers need to understand franchising.

Our purpose

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

Follow us

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

Help us keep the momentum going

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

You benefit by joining

By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers.

Visit AtOurFranchise.org Contact Erica Farage, Senior Director of Political Affairs and Grassroots Advocacy and Multi-Unit Franchisee Engagement International Franchise Association efarage@franchise.org (202) 662-0760

b

a

x

Our Franchise

@OurFranchise

@OurFranchise

This is just the beginning

Make sure you stay up to date with the campaign’s latest efforts through email updates and social media.

Visit our website to read and share the latest stories of franchisors and franchisees making an impact in their communities. Become a franchise advocate to help ensure Americans, now and in the future, have the opportunity to start franchise businesses. Take the lead today!

ex per t advice

restaurant a restaurant b

5% spend on 8% spend on advertising advertising Sales

1,000,000

1,250,000

Food Labor Royalty/NADV Credit

240,000 170,000 80,000 10,000

300,000 212,500 100,000 12,500

Total Variable

500,000

625,000

Occupancy Expense Management Wages Administrative Costs Marketing

150,000 150,000 100,000 50,000

150,000 150,000 100,000 50,000

Total Fixed Costs

450,000

450,000

Profit

50,000

175,000

Variable Costs

Fix Costs

“When you market effectively and increase your sales, you also are bringing more customers through your doors...As a result, you are going to increase your repeat and referral business, and your entire enterprise will grow.”

That helps explain why the dollars you spend on advertising pay you an oversize ROI. Once you’ve reached the magical spot where your contribution dollars from your contribution margin have covered all your fixed costs, your contribution margin becomes your profitability margin on all future business.

A Case Study A $1 million-a-year restaurant (but it could be any business) spent an extra $50,000 on marketing, which produced $250,000 in incremental sales. So, the cost of the extra marketing that yielded those sales was 20%, which was much higher than the 5% increase the restaurant received on its first $1 million in business. But that’s okay, because all the fixed costs of the restaurant were covered in the initial million dollars of business.

Because the restaurant’s fixed costs

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were already covered, the incremental profitability of the restaurant improved by $75,000. (The contribution margin produces an additional $125,000 in profit, less the additional 50,000 you spent in marketing; that equals $75,000 in additional profit.)

Although this example is a restaurant, its lessons apply to virtually every business.

I invite you to look at your financial statements and model the impact of increasing your advertising spend in the table above. I believe you will see the opportunity for a substantial increase in profitability, because once you have covered your fixed costs, you can justify spending more in incremental marketing spend, because the contribution dollars will cover that expense.

It’s very important to understand contribution margin, which is your margin after covering all variable expenses and

Evan Hackel

your breakeven point, which is the point where your sales and expenses match.

Increasing your marketing dollars after that point even, at a much lower return of marketing dollars to revenue, can significantly improve your bottom line.

This is a different way to look at your business. I believe you will see an opportunity to realize a substantial increase in your profitability.

Furthermore, when you market effectively and increase your sales, you also are bringing more customers through your doors - in effect, exposing your business to more people. As a result, you are going to increase your repeat and referral business, and your entire enterprise will grow. That is another reason why marketing is not a cost, but an investment that pays you a return. It is a catalyst for growing your enterprise.

Evan Hackel is 35-year franchising veteran as both a franchisor and franchisee. He is CEO of Tortal Training, a leading training development company in Charlotte, North Carolina, and Principal and Founder of Ingage Consulting in Woburn, Massachusetts. Evan is the host of Training Unleashed and author of Ingaging Leadership. To hire Evan as a speaker, visit evanspeaksfranchising. com. Follow @ehackel.

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GRAB A PIECE OF THE PIE WITH THE FASTEST GROWING PIZZA CHAIN IN AMERICA! *

Visit LittleCaesars.com or Call (800) 553-5776 to learn more about exciting franchise opportunities. *Based on 2015 U.S. store growth. © 2017 LCE, Inc. 62622

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focus

LIT TLE CAESARS

Convenience, Quality, and Value Little Caesars Pizza Has the Recipe for Growth

As the largest carryoutonly pizza chain in the world*, there’s no denying that Little Caesars is doing something right.

The company is an international brand and household name – it’s come a long way since its start as a single store in metro Detroit in 1959 and the opening of its first franchise in 1962. Today, Little Caesars is seeking additional growth opportunities, and is looking for franchisees to help bring HOT-N-READY® pizza to traditional markets in a wide range of communities nationwide.

“Little Caesars brand, history and simple business model are great benefits to franchise developers. We have a

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simple operating system that works, and franchisees appreciate the strong foundation we provide which allows them to focus on what is important to them – growing their business,” said Ed Ader, Director of Franchise Development for Little Caesars.

A BRAND YOU CAN BELIEVE IN The brand equity built throughout the past nearly six decades has grown Little Caesars fan base and is a driver of the company’s development. Little Caesars distinction of being named “Best Value in America”** for the past eleven consecutive years is proof of its commitment to satisfying those customers by providing one of America’s favorite meals at an affordable cost.

“Little Caesars takes pride in its ability to appeal to consumers who don’t want to sacrifice quality for convenience or price,” added Ader. “Our operating model – to provide affordable pizzas made using quality ingredients that are ready when you are – means customers never have to choose. They can have it all. It’s a win across the board.”

“Little Caesars brand, history and simple business model are great benefits to franchise developers. We have a simple operating system that works, and franchisees appreciate the strong foundation we provide which allows them to focus on what is important to them – growing their business.” - Ed Ader

SUPPORT YOU CAN RELY ON Little Caesars has a dedicated franchise development team that supports qualified franchisees in implementing the processes and systems that have helped so many other franchisees excel.

Franchisees are equipped with the tools they need to follow the brand’s proven system, including ongoing training, architectural services to help with design and construction, preferred lenders to assist with financing, sustained research and development of new products, and continued, effective marketing promotions

JOIN OUR FRANCHISE FAMILY As part of an aggressive growth strategy, Little Caesars is looking for franchisees to expand traditional stores in a wide range of communities nationwide. For more information about Little Caesars and to view available markets, visit www.

LittleCaesars.com or call 1-800-553-5776.

The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. In such cases, Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans.

*Largest carry-out only pizza chain in the US – based on net number of stores in 2017

**Highest-Rated Chain, “Value for the Money” based on a nationwide survey of quick-service restaurant consumers conducted by Sandelman & Associates 2007 – 2017.

www.littlecaesars.com

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Don’t miss an issue COV ER STO RY

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T h e U P S S to re

“The UPS Store name brings even more clout to our business and allows us to bring new products to our customers while remaining true to our customer service roots.” - Ben Hertz allows for all the services you would find at a traditional The UPS Store, but with a reduced cost of entry for the owner. With a retail business that’s already established and an owner that knows the fundamentals of running a business, adding The UPS Store retail model can be almost seamless.

ADAPTING IN BUSINESS TO ATTRACT AND RETAIN CUSTOMERS The retail landscape has changed dramatically in the last decade. With an increasingly competitive marketplace, brands have to work harder than ever to attract customers.

This is especially true for brick and mortar stores that are competing with online shopping and instant delivery services.

How do you break through and get customers in the door?

Convenience is King First and foremost, customers are looking

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for convenience. The saying “time is money” is true, but helping customers save time helps you make money. In fact, 73 percent of people say that valuing their time is the most important thing a company can do to provide them with good customer service according to a Forrester survey.

At The UPS Store, we recently launched a new store-in-store model where a smaller footprint center exists inside another retail location, such as a pharmacy, hardware store or grocery store. The intention is to be a one-stop-shop for customers for added convenience. Rather than making multiple stops while running errands, customers can make the most of their time by visiting one location. The store-in-store model

“Our focus has always been on customer service, which is why The UPS Store is such a natural fit,” said Ben Hertz, The UPS Store franchisee and owner of Elmora Healthcare & Pharmacy in New Jersey. “The UPS Store name brings even more clout to our business and allows us to bring new products to our customers while remaining true to our customer service roots.”

With the new store-in-store model, franchisees are seeing an increase in business and happy customers. Michael Collins owns a True Value and recently opened The UPS Store within his hardware store. “Convenience is number one. You have to separate yourself from the competition,” said Collins. Franchisees are enjoying the added business and customers are able to maximize their shopping trips.

Set Yourself Apart Setting yourself apart from the competition can be as simple as clearly communicating how the products and services you offer really benefit your customers. Do you provide a product nobody else does? Are you an expert in your industry and able to share that with your customers? Customers today do their research before making purchases and they want to know why they should choose you. According to the National Retail Federation, 74 percent of consumers say they typically visit the store to buy something specific rather than to browse.

With this in mind, consider tailoring your business to specific audiences.

For example, The UPS Store has nontraditional locations at universities and hotels among others that cater to specific types of customers to provide the exact services they need. Hotel stores tend to specialize in printing and shipping to serve business travelers while university stores may focus on packing and shipping, as well as printing, which is what students and faculty primarily need. Be sure to clearly communicate to your customers why they should choose your business.

you value their time and opinion is a sure way to foster loyalty. One good customer experience can lead to many more through word of mouth as they relay their experience to friends and family.

At the same time, make sure to train employees on the best way to interact with customers. Your employees are often the face of the business so they need to understand expectations and business priorities. It can be helpful to create a set of values or guiding principles to help employees put their best foot forward.

COV ER STO RY

Get the App

Always On In our digital age, customers have constant access to information. With this “always on” mentality, your business may not be open 24/7, but access to critical information should always be available.

This is especially true as customers do research about your store before visiting in person. When you’re talking to your customers, ask them if they looked up your business online. Did they find all the information they need? Your website and social media should be helpful and easy to navigate.

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Customer Service Still Rings True

Another tried and true way to set yourself apart: customer service. In an increasingly automated world, more and more retailers are removing people and replacing them with AI/machines. But many customers still want face-to-face interaction – in fact, THE A G Afound ZINE FOR FRANCHISEES a recent survey fromM Accenture Also, consider integrating e-commerce if that 83 percent of consumers surveyed it makes sense for your business. While $5.95 reported that theywww.franchisingusamagazine.com prefer to interact the ultimate goal is to get customers in the with another human over utilizing a store, offering online purchasing can help digital channel. Start by talking to your establish a relationship and provide an customers to understand their shopping opportunity to follow up. experience. What did they enjoy about For more information about The UPS it? Were they looking for something but Store franchise opportunities, visit couldn’t find it? Your customers are a wealth of information and knowing that www.theupsstorefranchise.com.

ARE YOU SPENDING ENOUGH ON MARKETING? SPECIAL

SPORTS & FITNESS FRANCHISING FEATURE

LATEST NEWS

VOL 06, ISSUE 8, JUNE 2018

ADAPTING IN BUSINESS TO ATTRACT AND RETAIN CUSTOMERS

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NAVIGATING FINANCIAL PERFORMANCE REPRESENTATION

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE Business Franchise Australia and New Zealand 1

www.franchisingusamagazine.com

FranchisingFeature spo r ts & fitn e ss

The Boutique Gym Boom What to Know

about Operating a Fitness Franchise Digital Marketing Tips for Generating

New Fitness Customers & Gym Memberships

june 2018

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what’s new!

Sky Zone Presents Awards To Top Franchisees At 2018 National Convention Partners from across the Globe Join to Celebrate Worldwide Growth Stunt Zone (the first of its kind in the US) and a six-lane, serpentine Warrior Course.

Sky Zone honored Franchise Partners and key team members for their contributions to the brand’s continued growth and success worldwide.

Sky Zone, the original home of wallto-wall aerial action, celebrated milestones, commemorated achievements and welcomed new franchise partners at the 2018 National Franchise Convention.

This year’s conference, themed “SZGX,”

was held in Chicago, IL at the Hyatt Regency McCormick Place from May 1-4. The conference featured content-rich workshops, presentations, and a tour of Sky Zone’s new park in Vernon Hills, IL which features many of Sky Zone’s latest attractions, including Augmented Climbing, Fusion Dodgeball courts, a new

“We are extremely proud of all the recipients of Sky Zone’s annual Franchise Partner awards. Their commitment to the brand, company values and the communities we serve is remarkable, and we are honored to recognize their accomplishments,” said Jeff Platt, CEO of Sky Zone. “Each and every franchise partner plays a tremendous part in shaping and growing Sky Zone, and we congratulate and thank each of them for their hard work and dedication.”

For more Sky Zone information, franchising or to find a trampoline park near you, please visit www.skyzone.com.

Oggi’s Sports Bar Continues Southern California Expansion Bajwa has an extensive franchise portfolio, which is comprised of fast food, fast

casuals, fine dining, gas stations, and

convenience stores. “Oggi’s is a perfect

fit for a family-friendly area like Fontana because it is inviting to every age group and provides an exceptional experience

for guests,” said Bajwa. “The Oggi’s brand Oggi’s Sports | Brewhouse | Pizza, the award-winning restaurant that has defined pizza and brewing in Southern California for over 26 years, will continue its expansion throughout Southern California with new franchisee Jerry Bajwa.

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Oggi’s and Bajwa signed a multi-unit

franchise deal, with the first location to

open in Fontana, CA (located in Southern California’s Inland Empire) in early 2019.

Following the Fontana location opening, Bajwa will expand with two additional locations.

has made a name for itself throughout Southern California and I have full

confidence that Oggi’s high-quality food, award-winning craft beer, and family atmosphere will be welcomed by the community of the Inland Empire.” www.oggis.com

“Spreading Love and Health Throughout Africa”

The youngest (and the only female) Anytime Fitness master franchisee has big plans for Morocco.

Zakieia Rouah’s fascination with other people began when she was a young child. She wanted to know what they thought, what interested them, their life stories. Her parents encouraged Zakieia to be independent and ambitious, to advocate for justice and to “love those who need it most.”

Now, after earning a master’s degree in marketing psychology, working for multi-national companies in Europe and operating three franchised businesses, the 36-year-old mother of four is determined

to “spread love and health throughout Africa,” as the youngest and only female master franchisee for Anytime Fitness.

positive for others and provide them with the tools to do something good for hundreds of other people.”

“Anytime Fitness is about the people, about who you are, what your story is, where you come from, but most of all about feeling accepted no matter your shape, age, gender or fitness goals,” said Zakieia. “This is a fantastic franchise concept with the right elements, class and style, and it is accessible to everyone, as it approaches people with respect and kindness. My dream is to do something

Zakieia hopes to open her first Anytime Fitness gym in July and a second gym in September, both of which will be situated in Casablanca and corporately owned. Over the next several years, she anticipates opening as many as 50 gyms throughout Morocco, most of which will be franchises. www.anytimefitness.com

Beeline Bikes Expands to New Territories Beeline Bikes, the country’s largest mobile bike shop franchise has expanded to several new territories around the U.S. including San Diego, Los Angeles, Sacramento, Detroit and Chicago.

Beeline Bikes offers expert bike service and repairs to bicyclists of all ages and levels of cycling experience with a fully stocked mobile bike repair van that travels to the customer at the location, day and time of their choosing. Through an exclusive partnership with Raleigh and Diamondback Bikes, Beeline also offers bike sales, assembly, and delivery, as well as parts, service, and accessories.

Recently acquired by Accell North America, Beeline Bikes has serviced thousands of customers at their home, office or other

convenient location. Beeline has developed a technology platform to streamline customer interaction, enhance operator efficiency and automate the supply chain, enabling owners and operators to profitably and efficiently run their own Beeline business. Beeline Bikes is currently expanding its network of mobile bike shops and offering franchise opportunities throughout the U.S. to qualified entrepreneurs to help grow the brand.

For more information, visit beelinebikes.com.

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what’s new!

New President Named, 25th Anniversary Celebrated at Sport Clips Haircuts National Huddle

Coach of the Year award winner, Stacia Kelley, Kansas City, MO

“Championship Experiences” headlined Sport Clips Haircuts National Huddle, an annual event that drew more than 3,200 team members this week to celebrate the leading haircare franchise dedicated to men and boys in its 25th anniversary year.

Founder and CEO Gordon Logan announced the franchise’s board of directors has elected Edward Logan, his son, as Sport Clips’ new president.

“Edward has grown up in the business and is playing a key role in the company’s growth, setting new standards for excellence in store operations. It’s been rewarding during the meeting to share this news while looking back at Sport Clips’ humble beginnings to where we are today as one of the top haircare providers in the U.S. and Canada,” says Gordon Logan.

Top award winners recognized at the Sport Clips National Huddle include: Area Developers of the Year – Phil & Laurie Brown, Bellevue, W Area Manager of the Year – Barbara Montes, Lake Forest, CA Team Leader of the Year – Arif Taj, Los Angeles, CA Coach of the Year – Stacia Kelley, Kansas City, MO Logan Trophy –Kyle, TX Sport Clips, a company-owned and operated location

Blink Fitness Promotes Two Key Players; Names Todd Magazine CEO Blink Fitness has announced the promotion of former president Todd Magazine to Chief Executive Officer and former Vice President of Operations David Collignon to Senior Vice President of Operations.

“Todd’s vision and tenacity have propelled Blink Fitness into a thriving bi-coastal, multi-state brand,” said Harvey Spevak, executive chairman and managing partner of Equinox Holdings, Inc., Blink’s parent company. “He has simultaneously established the brand as a highly differentiated player and transformed Blink into an autonomous, profitable business. Under his leadership, we look forward to a future of sustained, strong performance and continued growth.”

“The last six years have been the most fun and rewarding of my career. And the best part is that we are only getting warmed up.

The runway for this business is as far as the eyes can see,” said Magazine. “We have an awesome brand, an incredible business model, and the most dedicated and passionate people I have ever worked with.”

Sport Clips Haircuts, the sports-themed haircutting franchise that specializes in haircuts for men and boys, is ranked by Entrepreneur Magazine as one of the “Fastest-Growing Franchises” and in the top 10 in its “Franchise 500.”

Since joining Blink in 2016 as Vice President of Operations, Collignon has transformed the Operations team, enabling the business to continue to grow at a rapid pace and to seamlessly expand geographically. With this promotion, David’s responsibilities will be expanded to include Franchise Operations.

To learn more about Sport Clips, visit sportclips.com.

For more information, please visit blinkfranchising.com.

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Recently, Shoney’s held their 10th Annual Shoney’s 5K Family Fun Run! The Shoney’s® 5K Family Fun Run & Festival was a fun, family-friendly outdoor summer event featuring a 5K run /walk, kids’ activities, familyfriendly food and beverages, and a Free Kids’ Zone play area.

The event took place on Saturday, May 5, 2018 and began at Nissan Stadium in Downtown Nashville. The run provided a unique opportunity for the community to take a break from their busy schedule, exercise as a family, meet new friends, renew health and fitness goals, and have fun!

For the ten nine years, Shoney’s has supported the men and women in blue by donating 100% of the proceeds raised to the Metropolitan Nashville Police Support Fund of the Community Foundation of Middle Tennessee. To date, Shoney’s had donated over $200,000.

The route was challenging yet rewarding.

This 5K loop started and finished on the Shelby Street Pedestrian Bridge with

stunning views of downtown Nashville, Nissan Stadium and the Cumberland

River. On the way, participants passed by the all-new Nashville Convention Center, Bridgestone Arena, the Gulch, and the Musica statues on Music Row. www.shoneys.com

Interest for Basketball-Focused Gym Franchise Spikes Early Results From PickUp USA’s Franchise Program Shows Strong Demand PickUp USA Fitness, based in Irwindale, CA, launched its longawaited franchise program about six weeks ago, and the initial indications are that this gym concept could really take off.

“We have always been confident with our business model, and definitely believed there would be solid interest in our franchise program,” says PickUp USA President & Founder, Jordan Meinster. “The initial results have really exceeded our projections though. We have had countless inquiries for franchise opportunities throughout California,

and all across the country – New York, Pennsylvania, Texas, Nevada. It’s really exciting!”

games and training, and also outfit our gyms with traditional amenities, like weight rooms and cardio equipment.”

The gym industry is a continuously growing portion of the US economy. Data from IHRSA shows that over 55 million people nationwide belong to a fitness club.

Basketball is also a tremendously popular sport, with over 23 million participants nationwide each year, according to Statista. PickUp USA has found a strong niche catering to the large market of gym users that play basketball. “We’re really a one-stop shop,” says Meinster, “We provide a great environment for basketball

PickUp USA has territories available for franchise development throughout the country, and is looking to award their first franchises this Summer. “We’ve received a ton of inquiries, and are in the process of selecting our first group of franchisees to help us grow our brand,” says Meinster, “We’re very excited to see our clubs popping up across the country in the months ahead.”

For more information, please visit www.pickupusafitness.com/franchise.

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Shoney’s Restaurant Hosts 10th Annual Shoney’s 5K Family Fun Run

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Sports & Fitness

FRANCHISING FEATURE

One would say that sports is the ultimate American pastime.

The business savvy person might ask themselves, how can I take my passion for sports and turn it into a business plan?

Franchising: it provides people with the opportunity to turn their interests into profit.

Sports and fitness are now business opportunities that can be easily pursued and the guidance of a franchisor can guarantee a successful outcome while being a part of something you love.

Fitness crosses a wide range of opportunity.

There are gyms, boot camps, classes, equipment, medical exercise; the list is ongoing. Every form of fitness has the ability to be turned into a business.

Dependent on your interest, experience and expectations, a franchisee can choose the most suitable option from a variety of successful and safe franchises.

Gym Ownership A common business that can be seen on every street corner is a gym. In 2016, there were 36,450 fitness clubs across the U.S. In 2015, the fitness and club industry brought in over 25 billion U.S. dollars into this country alone.

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“Engaging in sports costs money, therefore Americans are spending money on equipment, start up fees, registration and the list goes on. It’s something consumers are willing to invest in and it’s a great opportunity to generate profit.”

It can be big or small, high end or basic. It can have a retail section, a pool, classes, a restaurant. The fitness center is no longer used for the typical gym rat, but rather everyone. It caters to the everyday person, with child-minding places, trainers, easy access, lots of equipment and much more.

A franchisee who enjoys working out and engages in fitness would truly enjoy owning a gym, but it could be run by anyone. Franchisor’s provide training and ongoing support that makes it easy, while a management team can cover the day to day expectations of the business.

Research into the gyms within a location would be helpful to determine what best suits your needs. Most places offer a pass that could give a potential franchisee an on the ground experience and help them determine, from a personal level, whether or not the aspects of a certain club would be of interest.

Sports According franchise gator website, nearly 20% of Americans took part in sports, exercise or recreational activities every day in 2015 and Americans spend an average of 5.2 hours on sports and leisure activities everyday.

So what does that mean from a franchising perspective?

Profit: Engaging in sports costs money, therefore Americans are spending money on equipment, start up fees, registration and the list goes on. It’s something consumers are willing to invest in and it’s a great opportunity to generate profit.

Of course Sports franchising is usually considered a big team investment and that is one of the means of franchising.

However, a big sports team is a very limited option with a huge price tag. For those with a lot of start up investments, a great interest in sports ownership and some experience regarding high end management, it would be worth the consideration.

For now we will remain focused on the more reasonable franchise sporting options.

Sporting goods stores A lot of sporting goods stores used to be smaller business owners with a usual inventory of selection but it now reaches well beyond those means.

These retail businesses offer a huge variety of products that covers all aspects of fitness and sports. Equipment for a lot of sports is extremely expensive.

Contacting the franchisors and managers of local gyms to get an understanding of a franchisee’s expectations and work life balance before an investment would be recommended.

A survey of the area for competition, including small businesses and other franchises, would help determine location.

For example, a huge campus gym that is free to students may be a hindrance for success in that area.

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Hockey comes with a never ending list of

necessary equipment that one player must purchase and re-purchase for every year they are dedicated to the sport.

The franchise opportunities are pushing the boundaries beyond sports and fitness and looking at hiking, camping and outdoor living goods.

These stores not only focus on sporting

All these options mean one great outcome: profit.

fitness equipment- including machines,

Sporting Good industry generates 45 billion US dollars annually and that

goods, but also has a great inventory of technology and clothing.

“The franchise opportunities are pushing the boundaries beyond sports and fitness and looking at hiking, camping and outdoor living goods.”

does not even include outdoor recreation vehicles.

There is no experience needed to be a sports retail franchisee – a staff and management team would run the place from the floor and an investor would receive the proper training from the franchisor. A review of certain stores would be helpful and a chat with other local franchisors would give insight to the work life balance and expectation.

Choosing a franchise with more would result in a higher profit and more likely success. People enjoy shopping at a one stop shop and usually spend more money than they intended. Review the service options of each location. Sometimes there are classes, skate sharpening, yoga lessons, fitness training; some services make take up more time but generate more customers.

Recreation Centres Though recreation centres have been around for sometime, there has been a new brand of services that has taken flight: recreation centres with high entertainment for children.

This type of business is essentially an indoor playground, with much more to offer then a swing set and slide. There are trampolines, video games, wall climbing, food and catering – it’s like a downsized

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theme park held within a building.

Some options focus on one service, including a whole franchise with wall to wall trampolines, while others keep the place open to a plethora of options. It’s like an arcade for millennials.

These places usually offer birthday parties and retail options, generating even more money.

Over the last couple of years, these places have become more and

more popular. Parents are willing to invest in an experiences with their kids and they don’t want to travel to Florida to get it once a year. With two working parents, family time is limited and people want to make the most out of it and an overpriced, high end, constant entertainment centre is the place to do it on a rainy day.

Experience is unnecessary, but being a family oriented person or someone who enjoys working with kids would be useful.

Though it’s a high paced industry, it would usually be run by staff and management, allowing decent work life balance.

The Sports and Fitness franchising industry is a great consideration for the business orientated person who loves the field. It can take your passion to the next step and generate a reasonable profit. Though a lot of the franchises have a high end start up investment, it’s an ongoing interest for most Americans that will continuously remain successful.

“This type of business is essentially an indoor playground, with much more to offer then a swing set and slide.

There are trampolines, video games, wall climbing, food and catering – it’s like a downsized theme park held within a building.”

ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism

Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter and in

communications, focusing on social media. She currently works as a community information

officer with Epilepsy Society, while pursuing her writing career at the same time.

Look out for our next special feature:

MOBILe FRANCHISING Franchising USA

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Expert Advice: Adam Sedlack, President, UFC GYM

The Boutique Gym Bo Boutique gym concepts represent a growing segment of the club fitness industry. They’ve exploded in popularity over the last few years, demonstrating more than 80 percent growth between 2012 and 2016, with no signs of slowing down.

The specialized group fitness classes offered by boutique facilities draw

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members who are willing to pay a premium price for the experience created by a community of people working toward their goals together. This drives increasing demand for boutique facilities, and the industry — including many franchised fitness brands — is stepping in to take advantage of the opportunity.

Today’s consumers, including a large millennial audience, prioritize health and fitness when setting their budget.

This same audience looks for more than treadmills and dumbbells when deciding where they want to get their workout. They want to be part of a community that fosters a sense of connectivity among its members and drives participation. In addition to getting a killer workout, these classes help

gym members create friends and build a shared sense of accountability that keeps them motivated to come back consistently and work toward their fitness goals. The simplified concepts offered by boutique gyms give them a unique, dedicated purpose, which is less intimidating and lowers a major barrier for entry among new members. And with a broad variety of options to choose from, this boom in boutique fitness concepts offers something for just about everyone who wants to get in shape and stay that way.

The benefits of boutique fitness concepts extend far beyond the consumer. For entrepreneurs looking to buy into a franchised fitness concept, building out a 3,000 square-foot facility presents

“The specialized group fitness classes offered by boutique facilities draw members who are willing to pay a premium price for the experience created by a community of people working toward their goals together.” equipment to maintain and replace from daily wear and tear.

On top of those financial incentives for invsting the boutique fitness spaces, these simplified concepts are easier to market to consumers. People come into the facility looking for a specific kind of exercise, making the brand positioning very direct and clear and its audience easier to identify and target. Investing in a business always comes with risks, but the lower risks involved in opening a boutiquesized facility are attractive to the savvy franchisee looking to make a smart bet with their hard-earned money.

oom a significantly lower financial barrier for entry than the one offered by the 40,000 square-foot behemoths that have dominated the club fitness landscape in years past. The focus on a handful of specialized classes pares down the amount of equipment a gym needs, drastically reducing overhead in comparison to larger, all-purpose gyms. Beyond the initial investment, a boutique facility also comes with lower operating costs.

A big gym might have as many as 70 employees who are needed to maintain and operate the business. At a boutique gym, an owner only needs to someone to check members in, someone teaching each class and a small handful of employees to maintain the facility throughout the day.

The smaller overhead also means less

The lower financial requirements and the reduced risks that accompany them make innovation in the space easier. Franchisors are more willing to experiment with new types of classes and incorporate new technologies to create a unique experience that sets their brand apart. A gym in Los Angeles can incorporate wearable technology that tracks fitness results in real time and allows a class to compete simultaneously against another class on the other side of the country or even the other side of the world. Franchisors can refine their concept and try new things that best fit the needs of their members, all while keeping costs under control.

Another factor that plays into the massive growth in the boutique fitness space is the quantity and variety of real estate options made available by the receding brick and mortar retail industry. These spaces previously occupied by retail businesses come in many different sizes, meaning the variety of concepts flourishing during the boutique fitness boom have plenty of options to fit their unique needs. It’s not just smaller, 3,000 square-foot spaces that fitness brands can take advantage of; as 100,000-square-foot department store-style retailers reduce their number

Adam Sedlack

of locations, the massive spaces they leave behind are being remodeled and divided up to fit the needs of a wide array of boutique concepts, ranging from gyms to salons and smaller, highly specialized retail concepts.

Combined, these factors not only explain the surge in boutique fitness facilities, but also demonstrate why these concepts are here to stay and why growth in this sector of the club fitness industry is expected to persist. Rising demand from an increasing number of fitness consumers will continue to drive this growth. The reduced risks available in smaller, specialized fitness concepts create an attractive opportunity for new, fitness-minded investors looking to get into the industry or experienced entrepreneur looking to grow their portfolio of franchises, even if they’ve never considered the fitness industry before.

In 10 years as the president of UFC GYM, Adam Sedlack has helped to grow the brand from a startup to the 12th-largest club fitness business in the U.S. The company was recently named one of Club Industry’s Top 100 Health Clubs of 2017. He currently oversees the company’s U.S.-based franchise operations and its international division, which recently announced a major international expansions, including the addition of 100 locations each in India and the U.K. over the next 10 years and 35 locations in Mexico over the next nine years. ufcgymfranchise.com

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Expert Advice: Josh Allen, Director of Marketing, Location3

Digital Marketing Tips for Generating New Fitness Customers & Gym Memberships

In September of 2017, data pulled from a research study on the Health & Fitness category highlighted that usage of health and fitness apps among consumers had increased by 330% over the past three years.

These findings indicate that ensuring a high level of physical fitness and overall good health is still a daily goal of millions of people worldwide. As fitness enthusiasts manage their own personal routines, workout schedules and dietary considerations, digital technology continues to be incredibly

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important in helping people both track their performance and discover new ways to improve their overall health and wellbeing. For franchise brands in the Health & Fitness category with a brick-andmortar presence, effectively connecting online consumers with your gym or fitness club locations can have a significant, positive impact on your overall revenue.

Understand How Your Audience Researches Online Digital marketing and advertising programs offer an incredible amount of data that can be mined for key insights and trends as they relate to your target audience. For example, with more and more consumers increasingly on the go, industry data continues to show that capturing the attention of consumers when they’re active on mobile can provide a lift in awareness for both your brand

and fitness club locations. Recent data released by Google indicates an 85% increase in mobile searches that include the term “where to buy” since 2015. The rise of digital assistants is also impacting how users find businesses, services and products online. Per comScore, 50% of all online searches will be voice searches by 2020. Voice searches tend to be more conversational and longer than traditional, typed searches. So how are you planning to connect with a customer that asks their digital assistant “where can I buy a gym membership for spin classes near me”?

No matter what your overall marketing strategy looks like, it’s important to ensure that strategy is supported by data from both the Health & Fitness vertical as well as larger data sets from your core digital marketing channels.

Ensure Your Gyms & Fitness Clubs Can Be Found Online As we’ve covered previously here in Franchising USA Magazine, arguably the most critical element of your digital marketing strategy involves management of your local online footprint for every one of your gyms and fitness clubs. Many single-owner gyms and multi-location fitness clubs suffer from having inaccurate location data published in places like Google, Facebook, Yelp, Bing and other online directories. The ramifications of bad location data can range from a potential customer calling a gym that has an incorrect phone number or even potentially arriving at a center on time for a favorite fitness class only to find that the business has moved, closed or simply had an incorrect address published online.

“Before you begin marketing your gym or fitness franchise online, it’s important to leverage local online data for your market to better inform your overall strategy.”

To make sure this doesn’t happen to your business, it’s important to manage your online listings and routinely audit them for data inaccuracies related to things like business name, address, phone number, hours of operation and key contextual information such as varying fitness classes offered at each location. Having a location page for each franchise business location with similar information can also create a better user experience for consumers.

Combining both into a cohesive digital strategy only improves your chances of ranking well for those key user searches like “gym near me” and “best yoga class in Charlotte”.

peak times. By aligning budgets to spend more during seasonal peaks when users are most active, and either scaling them back or shifting tactics during lowervolume periods, you can reach more of your target audience and convert more customers for your gym. Channels like Google and Facebook allow you to set specific campaign parameters so that your ads only show during certain days of the week, or during certain time periods each day, to help maximize your budget when users are most likely to engage. From there, you can further optimize campaigns for increased conversions using actual data and insights from your own campaigns.

Capitalize on Seasonality

In Summary

We’ve all done it before – we’ve all made that big resolution to get healthy at the start of the New Year, after the birth of a child or following our most recent visit to the nutritionist. Health & Fitness franchises often see significant, seasonal shifts when it comes to customer acquisition and growth because of these key life decisions. Yet, digital marketing campaigns often remain static throughout the year causing budget to run out during

Before you begin marketing your gym or fitness franchise online, it’s important to leverage local online data for your market to better inform your overall strategy.

Making sure your franchise is also discoverable by online consumers through accurate, optimized location data will help set the foundation. From there, you can begin developing advertising campaigns that are more highly targeted and less general in nature, and ultimately send

Josh Allen

more customers through your gym’s front doors every day of the week.

As Director of Marketing, Josh Allen is responsible for planning, developing and managing Location3 and LOCALACT brand strategies, with a focus on establishing new business partnerships among franchise systems and multilocation brands. He also works with Location3 client partners to establish key initiatives for increased franchise engagement and growth. He is an active member of the International Franchise Association and has previously been featured by the American Marketing Association, Franchise Update Media, MediaPost and more discussing franchise digital marketing strategy. www.location3.com/franchise-digitalmarketing

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Expert Advice: Kristen Pechacek, Senior Manager of Digital Strategy, Anytime Fitness

Three Ways Franchise Better Target and En Customers at the Loca It’s one of the biggest challenges franchisees face every day – how do you balance marketing efforts from corporate, with the nuances of the local market for each individual franchisee?

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What may work well at the corporate or at the brand level doesn’t necessarily translate to an effective strategy at the local level. Not only that, but how do you empower franchisees to tailor their marketing and social media efforts while staying true – and consistent – to the master brand?

Like any other franchise, Anytime Fitness has faced these challenges and solved for them by finding the right systems and

partners to work with to be successful on both levels. It doesn’t have to be a tug-

of-war, it’s an opportunity – franchisees

have the local insights into what works for customers in their city or town and they

can marry this with the direction from the franchise itself. It’s a win-win.

But how? Where do you start? Here are three things I recommend you keep in mind when beginning your journey:

“Each franchise location needs to be able to engage with customers directly while still being true to the corporate brand and ensuring a consistent voice as well as overall positioning.” one corporate post per day, it’s up to the owners and managers to tailor their social accounts to their local audiences (with a few guidelines to keep things consistent).

2

Provide the Needed Tools for Localized Engagement

ees Can ngage al Level 1

Leverage a Model that Blends Oversight and Ownership Each franchise location needs to be

able to engage with customers directly while still being true to the corporate

brand and ensuring a consistent voice

as well as overall positioning. Anytime Fitness is unique in the latitude it gives its franchisees. With the exception of

There’s only so much time in the day with all that franchisees have on their plate, so corporate brands need to quickly and easily provide each franchise with content, oversight/management of reviews on social media (e.g. Facebook, Yelp, etc.), and the ability to create tailored, relevant ads. We partnered with MomentFeed – a leader in mobile customer experience management for multi-location brands – to empower our franchisees with an easy to use platform to engage with their community and make mobile marketing simple. We offer a curated content library of pre-vetted images and text that can be used on any social media platform so each social feed has content to make it unique. We also allow managers to oversee reviews on social media and respond to each one in real-time.

3

Analyze your Data to Demonstrate Successful Strategies and ROI It’s one thing to think you’re doing a great job at managing your franchise’s marketing and social media, but it’s another to quantify it and see the actual increase in traffic to social media platforms, website traffic and positive reviews. Through MomentFeed’s reporting and insights, we found that in just nine months our social organic reach increased by 210% due to franchisees being more active and posting more engaging,

Kristen Pechacek

community-driven content. We’ve also seen a 297% increase in traffic to the website originating from Facebook.

At the end of the day, this model of franchise independence empowers each of our fitness center owners to deliver standout-marketing results while saving time and reallocating resources to other projects and initiatives. And from a corporate point of view, we’re able to maintain a consistent, unified brand voice while allowing each franchisee to cater their outreach and marketing to their unique, local community. The MomentFeed platform provides Anytime Fitness with all that our franchisees need to be successful marketers—and have more time to run a profitable fitness center (and maybe, just maybe, get in a longer workout).

Kristen Pechacek is the Senior Digital Marketing Manager at Self Esteem Brands, home of Entrepreneur’s Top Global Franchise, Anytime Fitness, and promising newcomer Waxing the City. By day, she focuses on customer acquisition through digital mediums and by night she raises a vivacious threeyear-old on a beef cattle hobby farm in rural Wisconsin. She has worked with over 90 clients on their social and digital presence and prior to her time at SEB, worked with the Minnesota Vikings.

She is dedicated to digital marketing tools and technologies and serves as an adjunct professor at the University of Wisconsin, River Falls. www.anytimefitness.com

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Expert Advice: Trever Ackerman, Chief Marketing Officer of WellBiz Brands, Inc. (FIT36 ®, Fitness Together ®, and E

Ditch Brand Standards:

5 Tips in Creating Powerful Customer Journeys Creating long-term loyalty and customer engagement is vitally important in today’s market and there is no better way to do this than to provide relevant customer experiences. I sat down with two successful franchisees -- Stacy Adams of Fitness Together and Simon Foster of Elements Massage to get their perspective on this topic. Here’s what I uncovered…

1

Lay the foundation, listen and learn

Trever Ackerman

While company style guides and brand standards are essential for creating a consistent brand identity, they can sometimes lead to tonedeaf marketing when it relates to customer experience.

This is because many brands make the mistake of mapping the customer journey from their internal perspective based on business processes, profitability or other internal initiatives. When it comes to cultivating a meaningful connection, marketers should ditch this point of view and shift their perspective to the eyes of the consumer.

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Just like the beginning of any relationship, when laying the foundation for an effective customer journey, it is important to do your research and get to know the other person. Do your homework on your customers and provide outlets for them to easily provide feedback on their experiences.

Sometimes, the simplest tip is to take a step back, quiet your brand voice and listen when customers are talking.

“Elements Massage is a membershipbased business. Our foundation is built on building long-term loyalty,” said Elements Massage owner, Simon Foster. “The more you can listen to customers and create an impactful brand relationship, the more likely they will repeat their business and refer their friends.”

2

Take the time to understand customer behavior

This is so important – not only with your business or product, but overall. What are the competing or substitute products

and services that your best consumer or client prefers? How does their customer experience with those brands compare to yours?

Furthermore, it’s easy to feel overwhelmed because every customer doesn’t follow the same “path” or demonstrate the same behaviors. Don’t let this distract you – focus on the most typical or common customer journey and work on getting that right. Then you can shift your focus to a different path later.

“Baby steps are key for adapting the customer journey, but it is also important to stay focused on what you do and why you do it; this means your business might not be a good fit for every person who walks in the door, and that’s okay!” said Stacy Adams, Fitness Together owner.

3

Measure customer engagement

Develop a foundation that allows you to measure customer interactions across touch points – both online and offline.

This will provide you with the necessary inputs to create data-driven insights to improve your future customer journey.

Digital touch points are often the easiest to measure, but remember to focus on nondigital touch points too. These are more challenging to quantify, but will give you a more complete picture of your customer engagement.

4

Continually seek feedback Seek out feedback from both implicit

“Time and time again, we hear how much clients appreciate the steps we take that guide them along their path to achieving results.”

“Don’t underestimate the value of a smile and friendly welcome. The little things can go a long way to driving loyalty. Plus, smiles are free.”

and explicit sources. Explicit feedback – or what your customer tells you – is what you most commonly think of – survey results, customer comment cards, online reviews, etc. Implicit feedback is what can be learned through their behavior – this might include things like the number of referrals they generated, the frequency of their visits or re-purchase, the monetary/ transaction value trend over time, etc.

“There is true value that comes from customer feedback, both negative and positive,” said Adams. “Time and time again, we hear how much clients appreciate the steps we take that guide them along their path to achieving results.”

5

Give customers what they want

Through my experience implementing strategic customer journey programs for national brands including 24 Hour Fitness, Les Mills, FIT36, Elements Massage and Fitness Together, I have learned there are five aspects of loyalty that customers seek out from brands: • Value – Save customers money and provide added benefits as they spend more.

• Time – Reduce the friction or effort required to interact with the brand.

Make it easy to do business with you.

• Access – Make customers feel like they are ‘in the know,’ give them first and/or exclusive access.

• Learning – Give customers relevant content that enhances their life and reenforces their connection to your brand.

• Know Them – Get to know customers and remember what they like so you can anticipate their wants/needs.

“From my experience, customers care about the quality of the product, the relationship they feel with the brand and the value of the service,” added Foster.

The Takeaway: The customer journey you establish doesn’t have to be perfect before you implement it. In fact, it won’t be, so don’t set that as a goal. Make changes early and often to improve the customer journey.

Learn from your mistakes – you’ll surely make them – and iterate often. Your customers will recognize this effort and reward it with higher brand engagement.

And don’t underestimate the value of a smile and friendly welcome. The little things can go a long way to driving loyalty.

Plus, smiles are free. Working with a savvy consultant or franchise to help provide a high-quality turnkey customer experience is always an option too!

Ackerman is the CMO of WellBizBrands Inc., including Elements Massage®, Fitness Together® and FIT36®.

Previously, Ackerman served as head of marketing for Les Mills U.S., overseeing marketing and communications for over 3,300 fitness facilities in 50 states. He held leadership positions in business development, HR and marketing at 24Hour Fitness. www.wellbizbrands.com

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lements Massage ® )

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Expert Advice: Rick Bisio, Franchise Coach, FranChoice

What to Know Abou Operating a Fitness Fra If you are someone who is currently in the process of evaluating franchise ownership options and are considering a fitness center concept, this is a good time to be in the market.

There are several basic factors about this field that are working in your favor as you weigh your franchise opportunities.

According to the most recent report by the International Health, Racquet & Sportsclub Association (IHRSA), the trade association for health clubs, 57.3 million

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people were members of a health club in 2016. The study also found there are more than 36,000 health clubs around the country and the industry generated $27.6 billion in revenue in 2016.

Fitness centers have traditionally been a fairly popular segment. As the numbers indicate, the market is there for people who want to go to a place and exercise.

Although there has been some growth in that area in recent years, the demand for such a service has been very consistent for decades. Regardless of what the economy is at that time, people will continue to seek establishments to improve their health and fitness. That is great news for business owners in this market.

Furthermore, there has been a recent trend of private-equity firms purchasing

franchises, and that has certainly been the case with fitness concepts. Last year, the private-equity firm TPG Growth purchased Club Pilates, one of the largest chains of Pilates studios in the country, while Bain Capital Double Impact made an investment in Planet Fitness. TPG already owns a stake in Life Time Fitness, which it took private with Leonard Green & Partners in an estimated deal of more than $4 million in 2015. In recent years, several other private-equity companies have targeted various fitness franchises as attractive investment opportunities.

In general, private-equity firms view franchises and their proven operating systems quite favorably. Franchises have a fairly high level of consistency and predictability with their revenue streams,

fitness centers specializing in one type of a workout may start at $100,000. On the high-end, “big-box gyms” such as Planet Fitness or Youfit may cost over $1 million due to the space, infrastructure and expense of running the business. The range of investments in the fitness space still remains considerably less than other franchise options, and because of that, they seem to be in high demand.

When run properly, a quality fitness franchise has a good chance to be profitable. There has always been quite a bit of consumer interest in fitness facilities, and people today are more comfortable in storefront-type franchises. There is a good operating system and it draws from a market in which there is a strong demand for the service.

ut a anchise which is an important feature for these companies. Many private-equity firms also operate other franchise brands. As a result, they are able to take the success they have achieved with one brand and apply it to another. This is generally a positive for franchise owners, as there is often little change in structure that takes place after an acquisition, while the private-equity firm can provide the capital to grow and add value to the system.

Regardless if a fitness center is owned by a private-equity company or a traditional franchisor, it can be a popular and attractive option for entrepreneur. To start with, most health and fitness brands are less expensive than some other franchises concepts such as a restaurant or hotel. Investment in small, boutique

As a franchise coach, I have worked with many people who want to become owners of fitness centers and I have given them the same advice I have shared with people in other fields. Don’t fall in love with the product. In this case, don’t become a business owner because there is a cool new way of working out. That’s not why you should purchase a fitness franchise.

Instead, you get into a fitness concept because it has good operational systems, good marketing systems, and that it has the predictably get you from Point A to Point B in regard to running a business.

Instead of being captivated by the product, you need to understand what it takes to be successful in the fitness concept and the type of work required to make it successful.

To that end, one does not need to be experienced in health and fitness to run a successful business in that field. Fitness center owners will need to understand marketing systems and be able to drive sales. They will have to be detailoriented when it comes to things such as overseeing payroll and managing monthly membership dues. The ironic part about owning a fitness center is that if you like to exercise, you will most likely not do so at that facility. An owner’s time there will be spent answering phones, interacting with the customers and managing the business operations.

Another aspect about ownership of a

Rick Bisio

fitness center concept is that many are run with a semi-absentee business model.

In this setup, the owner is not required to put in the typical 40-hour work week, but instead dedicate 10 to 15 hours per week in running the business. This model is particularly appealing to people who already have existing jobs and are looking to add to their professional responsibilities and income streams.

The key to this structure, which is in place in many other service industries, is being able to oversee others and place a great deal of trust and confidence in them managing the business. Although the semi-absentee model requires fewer hours spent on-site than other professions, it does require an owner to be very meticulous in monitoring the business and be very skilled in managing others.

Health and fitness clubs exist in a popular and crowded space, with more than 36,000 currently operating throughout the United States. If you believe you have the necessary skills to run the business and market the product to a given customer base, owning a fitness franchise can be a very appealing opportunity.

Rick Bisio is a leading franchise coach with FranChoice, the creator of the FDD Exchange and the Franchise Glossary and the co-host of Rick Bisio’s Franchise Focus. www.afranchisecoach.com

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Veterans in Franchising june 2018

www.franchisingusamagazine.com

Restoration 1: Military Training Comes in Handy for Pushing Through Tough Restoration Jobs

Discovery Map Charts a Course to Franchise Success for Veterans What the Marine Corps Taught Me About Running My Franchise Franchising USA

SAME DRIVE. DIFFERENT BATTLEFIELD. TAKE THE NEXT STEP > VETFRAN.COM OFFERING FINANCIAL SUPPORT, TRAINING & MENTORSHIP Veterans interested in franchising can take their skills learned in the military to successfully own and develop small businesses. Learn more and support veterans in franchising at www.vetfran.com.

• 650 franchise companies participating • 151,000 veterans and their spouses found careers in the franchise industry • 5,100 veteran franchise owners

V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t june 2018 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover

Have Your Say

46 Restoration 1: Military Training Comes

in Handy for Pushing Through Tough Restoration Jobs

52 Social Franchising and Its Impact on Africa Roger McCoy, US Army Veteran and Certified

44 Discovery Map Charts a Course to Franchise Success for Veterans 48 What the Marine Corps Taught Me About Running My Franchise

Veteran News 44 Discovery Map Charts a Course to Franchise Success for Veterans

Franchise Executive (CFE)

Expert Advice 48 What the Marine Corps Taught Me About Running My Franchise Jeff Hateley, Owner/Franchisee, PJ’s Coffee

52 What Nearly 3 Decades in the Armed Forces

Taught Me About Business Ownership Mark Ward, Owner, Hungry Howie’s Pizza

45 Miracle Method® Surface Refinishing Opens in Augusta Franchising USA

V e t erans in Franchising

what’s new!

Discovery Map Charts a Course to Franchise Success for Veterans

Discovery Map International, Inc., the leading provider of curated guides to top tourist attractions, cities and towns throughout North America, recently announced a veteran’s discount program for new franchise owners.

Under Discovery Map’s new program, U.S. military veterans would receive a 20 percent discount off the $25,000 franchise fee to start a new Discovery Map or buy an existing location. That discount represents a $5,000 value ($20,000 for a veteran to own a franchise).

“Our veterans have done a great service for our country. At Discovery Map, we

believe our debt of gratitude goes beyond thank you to providing an opportunity for returning vets,” said Peter Hans, president of Discovery Map International, Inc. “Our franchise opportunity is something that could be of interest to many vets who are looking for pretty much a turnkey business where you can create your own schedule, even work seasonally, if you choose.”

Discovery Map has more than 130 maps across the U.S. and Canada. It is the charge of franchise owner to sell advertising space on the map and the online version of the map, available at discoverymap.com. The typical franchise

owner will publish a printed map once or twice per year, depending on the initial print run and the popularity of the map.

Discovery Map franchise owners come from many walks of life. Some are corporate refugees or semi-retired individuals looking to build a business and fund their full retirement. Others include recent college grads, as well as mothers (and fathers) looking to build a business with hours around the kids’ school schedules. With the advent of the veteran’s program, Discovery Maps are hoping to attract veterans as well.

“Discovery Map is truly a unique and appealing franchise opportunity. It’s not a 9-to-5 gig and you don’t necessarily have to work 12 months a year to run a successful franchise. You just have to be willing to work hard when you work,” said Hans.

Forbes Magazine recently named Discovery Map® one of the top 10 franchises to buy with an initial investment under $150,000. In 2018, it won the Top 50 Franchisee Satisfaction Award based on a survey conducted by FranchiseBusinessReview.

Discovery Map International, headquartered in Waitsfield, VT, in the heart of the Green Mountains, is the country’s leading provider of curated guides to top tourist destinations, cities and towns throughout North America. The distinctively colorful, hand-drawn maps are a favorite of travelers for navigating local dining, attractions, businesses, cultural experiences, ski destinations – and even the best locations to take selfies. Discovery Maps can be found in local hotels, restaurants, shops, visitor information centers and other participating venues, and at discoverymap.com.

Peter Hans, President of Discovery Map International Inc

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For more information on the Discovery Map franchise opportunity, visit discoverymapfranchise.com.

Miracle Method® Surface Refinishing Opens in Augusta Leading professional bathroom and kitchen refinishing franchise has opened the doors to its newest franchise in Augusta, Georgia Miracle Method Surface Refinishing, the nation’s largest professional bathroom and kitchen refinishing franchise, has opened a new location in Augusta under ownership of entrepreneurs Chris and Lana Tomblin. The business is servicing the entire Central Savannah River Area, including the communities of Evans and Grovetown in Georgia and Aiken and North Augusta in South Carolina.

Miracle Method offers a variety of bathroom and kitchen refinishing services and specializes in ceramic tile, countertops, vanities, bathtubs and surrounds, showers and sinks. The franchise also offers bathing safety modifications such as non-slip surfaces, grab bars and bath-to-walk-in shower conversions for both residential and commercial properties.

Chris Tomblin, a 26-year member of the U.S. Army Reserve and real estate investor, purchased the Miracle Method franchise after searching for refinishing options for a house in Augusta he considered purchasing. The house had two retro bathrooms, one pink and one blue, and Tomblin could not find a cost-effective solution for changing their colors within servicing distance to the house.

“This experience legitimized for me the growing demand for refinishing solutions,” Chris Tomblin said. “Even though I couldn’t find a service provider in Augusta to refinish that house at the time, Miracle Method always came up in my online search results. The need for a Miracle Method franchise in the area was clear, so we bought the business instead of the house with blue and pink bathrooms. We’re looking forward to fulfilling the demand for quality, low-cost refinishing solutions for the residents of the Central Savannah River Area.”

With 38 years of experience, Miracle Method is the fastest growing kitchen and bathroom surface refinishing company in the industry and has shown a 73 percent sales increase over the last six years.

“The Tomblins experienced firsthand the growing need for low-cost bathroom and kitchen refinishing options,” said Gwyn O’Kane, VP of franchise development. “By transforming their home-renovation experience into a business opportunity with Miracle Method, they now own a business that will provide their family with a fantastic quality of life while offering much-needed services to people looking for a less expensive option for remodeling their kitchens and bathrooms.”

Chris and Lana Tomblin

Earlier this year, Entrepreneur magazine ranked Miracle Method No. 1 in its category on the Entrepreneur Franchise 500® list. The company has also been named to Franchise Business Review’s Top 100 Franchise list for Veterans & Franchising in 2017.

Miracle Method is the nation’s largest bathroom and kitchen surface refinishing franchise, with 140+ locations throughout the U.S. Founded in 1979, Miracle Method specializes in tub, ceramic tile, and countertop refinishing and strives to constantly improve their areas of expertise. The award-winning franchisor was listed on Entrepreneur Magazine’s Franchise 500® list in 2018 and is also an actively participating member of Vet Fran. Miracle Method’s franchise owners all live in the markets they serve and pride themselves on being independent, local small business owners building outstanding reputations in their communities.

To learn more about franchise opportunities, please visit fss.miraclemethod.com.

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V e t erans in Franchising

cover story: restoration 1

Military Training Comes in Handy for Pushing Through Tough Restoration Jobs for Franchisee One Texas restoration franchisee calls on his military training to help him get through long, difficult restoration jobs.

Shain Mann owns the Restoration 1 franchise that serves the northern Houston suburb of Conroe. A six-year Combat Engineer veteran — three years of active duty and three years in the reserves — Mann knows from his military career that when a job goes longer than is expected, you just have to grit your teeth and get it done.

When a house has a backed-up sewer or a burst pipe, it can be a complete mess and it can be hell for the homeowners. Therefore, when Mann and his crew are tasked with cleaning things up, there is no going home just because they are tired.

“It’s a grueling thing sometimes,” the franchise owner said during a recent interview.

However, while serving in the army overseas, Mann saw much worse than backed-up sewers and burst pipes. While serving, it was not uncommon for a scheduled 10-hour mission to end up going for 24 hours with no sleep and no breaks.

Considering that, the occasional big restoration job doesn’t seem so bad.

“I know I’ll get to bed eventually,” Mann noted. “Just because it’s midnight, doesn’t mean you can stop.”

In addition to helping him push through the big restoration jobs, Mann said his military training also helps him from a leadership standpoint.

“I use a lot of the leadership skills that we used in the army, the team building,” he said. “Dealing with people from different backgrounds all the time.”

Mann praised the Restoration 1 team for what they do for military veterans, noting that the company has a lot of respect for veterans.

“They truly honor the military,” he noted.

“They’re always one call away.

You’re not alone out there.”

- Shain Mann

Franchising USA

A family affair Calling his decision to join the Restoration 1 franchise one of the best he’s ever made, Mann said he appreciates how the company is a true family business. Many of CEO Gary Findley’s family

members and close associates are involved in the business, Mann noted.

1 in the summer of 2016 and officially opened in November of that year.

Similarly, Mann has also made his franchise into a family business, employing five family members. His wife Shanan, who has been a valued partner in all his businesses, manages the office and has been on many a jobsite with him (Shanan pictured here). Shanan’s mother does bookkeeping work for the business as well as a plethora of behind-the-scenes work to keep the franchise running smoothly. Other family members take up other positions, like a cousin who is a lead tech supervisor, a sister who is a head salesperson (closing in on over 120 jobs in her first year on the job), and Shain and Shanan’s son, Hunter, who works with the business in the summer with the intention of starting his own someday. This makes Mann’s Restoration 1 franchise not only lucrative for him and Shanan, but for their extended family as well.

One of the good things about the training with Restoration 1 is that franchisees receive both Institute of Inspection Cleaning and Restoration Certification (IICRC) training and business training.

Mann said he also has a close relationship with his coaches in Restoration 1, who act more as personal development coaches than merely franchise coaches.

And the entire franchise system is like a big family. If any franchisee has a question about a job they’re doing, they are free to call on their trainers and coaches at the company or a fellow franchisee.

He and Shanan did their training in Florida with one of the biggest Restoration 1 franchise locations.

The couple required more training on the business side of things rather than the actual physical work, whereas other franchisees they trained with had a better handle on the business side of things and required more focus on the physical work.

Regardless of what franchisees require most, Restoration 1 will accommodate them with training focused on where they need it, he noted.

Mann was used to the physical aspect of the labor involved. At 18, he started and ran his own tree felling business for three years. After his stint in the military, he went back to tree felling, dabbled in some other businesses and then settled into running a heavy construction business.

Getting trained

However, Mann didn’t feel like his business was set up to grow and so he sought something else, which brought him to Restoration 1. The franchisee chose to go with Restoration 1 because other restoration franchises did not have a territory available in Conroe and they were also too rigid in their corporate structure for Mann.

Mann started his training for Restoration

“I just felt like I was buying myself a

“They’re always one call away,” he pointed out. “You’re not alone out there.”

regional manager position in a company,” Mann recalled. “The Restoration 1 guys are a lot more flexible.”

They’ll allow franchisees to experiment a little and try new things, Mann noted.

Now that Mann’s Restoration 1 franchise is established, his work/life balanced has steadied.

When he first started, Mann had to keep his construction business going and the franchise was a major extra workload, but after six months, the restoration business started doing better than the construction business and he was able to wind that down to focus completely on his franchise.

Now, with nine employees, things are going so well that he and his wife are planning to step away for a much-needed vacation soon.

To other prospective Restoration 1 franchisees, Mann said he would tell them to try and hire an office manager as soon as possible because if you can hire an office manager right away, your workload will be manageable. If you try to run the whole company by yourself, it would be a daunting challenge.

“This business is set up for at least four to five people to run it,” he said.

For military veterans who know what it takes to have to push through and finish a tough job, Restoration 1 can be an ideal opportunity to put that military training to good use in the business world. www.restoration1.com

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V e t erans in Franchising

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V e t erans in Franchising

Expert Advice: Jeff Hateley, Owner/Franchisee of PJ’s Coffee of New Orleans in Rock Hill, South Carolina

What the Mar Corps Taught

about Running My Franc It wasn’t long after the attack on the Twin Towers in 2001 when I decided to enlist in the military. I wanted to do my part in serving and protecting our great nation and knew the Marine Corps would be the best fit for me.

From the beginning they instill three core values into every recruit: Honor, Courage, and Commitment. These values have played a significant role in my every day life and continue to help guide me through business ownership.

After the military, I was able to return to

school and graduate with an MBA. The focus, discipline, and dedication that I was taught in the Marine Corp is what got me through school and pushed me to pursue a higher education. Once I graduated, I knew my experiences in the military and my education would be best utilized as a business owner, but I never knew to what extent.

My mom came across the PJ’s Coffee annual franchise license giveaway on Veteran’s Day last year and encouraged me to go through the application process.

We both knew franchising was perfect fit since it allows you to go into business for yourself but not by yourself. After going through a rigorous application and interview process, I was successful and became a part of the PJ’s Coffee family.

My life experiences and the core values instilled in me from Marine Corp has taught me viable lessons and life skills on how to run my business successfully.

Give Respect In the Marine Corps in order to get respect, you have to give respect. From leaders and sergeants to recruits and privates. Respect has played a vital role in my military and professional success.

Respect and honor go hand-in-hand—both deriving from the way you treat people.

This is the bedrock of our character and

Jeff Hateley

Franchising USA

the foundation of my business. While serving, I was held to the ultimate standard of honor and I exemplified ethical and moral behavior to have respect and concern for others. By possessing this high level of personal integrity, it affected the way I treated others. Now as an entrepreneur, I take this high level of honor and develop personal relationships with people in my community to give and gain respect. With these attributes, your employees and customers will continue to respect you and help your business thrive.

Lead by Example Throughout my military career, I was lucky to have two mentors, Sgt. Gary Saldivar and Sgt. Terance Gant, who helped guide me through every obstacle I had to overcome. Sgt. Gary Saldivar and Sgt. Terrance Gant were vital resources who had a positive influence on me and helped shape me into the man I am today.

They taught me courage is the willingness to always do what is right and to most importantly lead by example. The amazing experiences I had in the Marine Corps has now allowed me to positively guide my employees and those in my community. I lead by example and I strive to be able to instill core values into my employees and provide them with the opportunity to learn the ins and outs of running a business in

“The Marine Corp taught me it’s important to give back to the community and to always be an example to others.”

rine Me

chise

“Not everything is going to run according to plan and you need to be able to adapt with the changes and roadblocks you cross... Adaptability is an essential skill for entrepreneurs when running a business.”

hopes they are able to become successful entrepreneurs. The Marine Corp taught me it’s important to give back to the community and to always be an example to others.

Be Adaptable When I was deployed in Iraq and Japan, I learned how important it is to be adaptable. Not everything is going to run according to plan and you need to be able to adapt with the changes and roadblocks you cross. I was committed to every task and order I was given and I know the ultimate goal would lead to success. To

reach that goal successfully, I often had to adapt. Adaptability is an essential skill for entrepreneurs when running a business.

My commitment is now to my employees, customers, and community. I will always seek constant improvement to reach a higher success and adapt to any changes or obstacles.

Regardless if you’ve been in business for years or if you’re just opening your doors, it’s important to have respect for others, set a positive example for those who see you as a leader, and keep an open mind when things don’t go according to plan.

The lessons and skills you’ve learned

throughout your life’s experiences will help you to build a successful business.

Jeff Hateley is a Marine Corps veteran who specialized in Tactical Data Networks and was a Primary Marksmanship Instructor while serving.

He is now the owner and operator of PJ’s Coffee franchise, a New Orleansbased coffeehouse that demonstrates a welcoming “southern hospitality” style coffee-house experience, the freshest products, and better beans with superior roasting techniques. www.pjsfranchise.com

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V e t erans in Franchising

HAVE YOUR SAY: Roger McCoy, US Army Veteran and Certified Franchise Executive (CFE)

SOCIAL FRANCHISING AND ITS IMPACT ON AFRICA

“Nearly every problem has been solved by someone, somewhere.

The frustration is that we can’t seem to replicate these solutions anywhere else,” says Bill Clinton.

Social franchising is the application of commercial franchising methods to achieve socially beneficial results. And one of their core values is the sharing and replication of successful methods.

Even after years of aid through a variety of avenues, much of Africa is still in desperate need of improved access to health care and other infrastructure services. As a group of countries, Africa performs well below the rest of the world

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in Gross Domestic Product per capita.

Sub-Saharan Africa levels are 3% of United States levels and 14% of overall World levels. GDP per capita decreased from 2015 to 2016. Africa can’t feed itself.

Africa has received substantial aid since 1960, increasing on a per-capita basis by a multiple of 20 by 2006. Yet poverty in East Africa doubled from 1981 to 2005.

A key reason and a compelling limitation on improvement is African government instability, uncertainty and corruption.

Africa is plagued by government theft of aid funds. The current message of the 2015 Addis Ababa Action Agenda is not to give Africa more money, but ensure their money is spent correctly to generate effective change.

David Cameron, a UK Prime Minister, suggested we stop focusing on the quantity of aid. Instead, long-term development only occurs if there is a “golden thread” of stable government, lack of corruption, human rights, the rule of law and transparent information.

Economic incentives must be geared to allow the improvement of the state of the

impoverished. And most importantly, it must allow the poor to “work” their way out of poverty, such has occurred in many parts of Asia which have experienced substantial economic improvement without significant aid.

In the end, the solution must be greater democracy. Publishing national budgets and holding governments accountable for how revenue is spent, are essential elements of democracy. There is a “democracy deficit.”

In 2007, the founder of Travel Smith started a social franchise offering lifesaving products to the poor. Living Goods uses a model like the “Avon Lady” to deliver required items door-to-door in local communities. Although not yet selfsustaining, that is the creator’s goal. And the longer he’s involved in the process, the fewer distinctions he sees between social and commercial franchising.

Another social franchise, Vision Spring, provides needed eyewear to the poorest of communities through health workers entrepreneurs. “We recover $7 from the marketplace for every $10 we spend,”

“Coordinated investment into social franchising, backed by specialized expertise, has facilitated the delivery of social and financial returns and scalable social impact.” says the founder. Another organization, Health Store foundation, aims to control the quality of medicine provided. They’ve found that 50% of sub-Saharan Africa drugs are made of chalk. They save lives through their quality efforts.

DKT, started in 1994 by Phil Harvey as a non-profit to promote family planning, uses all the techniques and infrastructure of commercial franchising, but doesn’t charge an upfront fee or royalties. Donors provide monies to update or build quality clinics and midwives are the most common franchisees. Each location must follow the basic franchise model, but has some flexibility to deal with the needs of their community. The franchisor drives business to the clinics through marketing and unique product offerings.

In 2006 Ron Bruder started his enterprise, Education for Employment, as a social franchise. “One hundred million. That’s the number of young people across the Middle East and North Africa who will need employment opportunities in the coming decades.” Despite early resistance from donors and partners, he has proven the model works. Job creation in local communities has been a key in the franchising process.

Marie Stopes International (MSI) program of family planning social franchising in Africa and Asia lists four key outputs: equity, quality, efficiency and access.

They organize small, independent health care businesses into quality-assured networks, providing an opportunity to engage the private sector in improving access to family planning and other health services. In total, the services provided through this social franchise system resulted in an estimated 5 million fewer unintended pregnancies and 7,000 fewer maternal deaths.

There are stories of great successes and

some failures in social franchising. Is it a model that can be used effectively to provide needed services and infrastructure to Africa? Absolutely. The franchise model provides a structure to allow consistent operations over a wide area.

And it provides needed support to unsophisticated franchisees. The “local” ownership might be in a better position to deal with incompetent or corrupt governmental agencies.

Social franchising through the existing private sector model can rapidly scale-up access to high-quality services. Too much time and money are wasted reinventing the wheel. Coordinated investment into social franchising, backed by specialized expertise, has facilitated the delivery of social and financial returns and scalable social impact.

“Social franchising is the application of commercial franchising methods to achieve socially beneficial results.” been involved in franchising since 2004 and is pursuing his PhD in Franchise Management. He has had articles published recently in franchising and trade publications and spoken on related PhD topics at a variety of conferences.

This article is an abridged version of a PhD paper. He will be presenting his related findings at an international conference on “Africa at Development Crossroads” in Nairobi at the end of June, 2018.

For further information please see: rogermccoy.academia.edu.

Social Franchising can’t overcome government disinterest and greed. As harsh as this may sound, aid organizations can’t waste funds that will be stolen or not used for the intended benefit. They must channel the funds to those areas best able and willing to use them effectively by following David Cameron’s “golden thread”.

Roger McCoy is a US Army Veteran, Certified Franchise Executive (CFE) and a Senior Franchise Business Consultant for Direct Energy. He has

Roger McCoy

Franchising USA

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V e t erans in Franchising

Expert Advice: Mark Ward, Owner of Hungry Howie’s Pizza on Bandera Road in San Antonio

What Nearly three Decades in the Armed Forces Taught me About Business Ownership

As a young boy, I grew up immersed in the field of aviation; we lived in the departure path of San Francisco International Airport and I remember watching planes come and go each day.

Beyond that, my uncle served as a Senior Pilot for United Airlines and I listened in awe as he told me thrilling stories noting his experiences in aviation. As I grew older, I set my sights on joining the Air Force which would allow me to pursue my love of flight while serving my country. I began my military career in 1985 as a copilot flying helicopters I’d only dreamed

Franchising USA

about—like the ageless Huey and the special operations MH-53—all over the world. During my 26 year career with the Air Force, I worked through the ranks and was eventually promoted to Colonel.

Though the opportunity to fly was a dream come true, getting to command multiple units as a Colonel taught me indispensable tools that I continue to utilize as the franchise owner of Hungry Howie’s Pizza.

The importance of strategic leadership When I returned from service to life as a civilian, I was faced with two options—to work at a cubicle for the next 20 years of my life, or to pursue a new career path that would allow me to be my own boss. The decision to open a franchise meant that I would be leading a team of employees who would look to me for support and

guidance, much like when I served as Colonel. Command taught me how to better manage and lead large numbers of people while getting the job done right, on time, every time. I attempt to do the same as a franchise owner. I make sure when hiring new staff that each team member is sufficiently trained and prepared to tend to our customers with care. When I get positive feedback from my customers on our customer service and efficiency, I am reassured that I am utilizing lessons learned from the Air Force to train my employees effectively.

Prepare for the unexpected Those serving in the military know that one must constantly prepare for the unexpected. Veterans are often skilled at setting goals, creating plans to reach those goals, and executing accordingly.

“Command taught me how to better manage and lead large numbers of people while getting the job done right, on time, every time. I attempt to do the same as a franchise owner.” myself up for failure. Rather than allowing the self-doubt of my peers dissuade me from my business endeavors, I began educating myself on precisely what it would take to become a successful franchise owner. I was fortunate to have the support of my family and a company like Hungry Howie’s that provides incentives to veteran franchisees, but by and large doing my own studying is what prepared me for this role.

All military services instill core values in veterans that serve as a great road map for future business endeavors. Above all, the most overarching value I’ve identified among those pursuing the military or the business world is integrity. Running a business with integrity, putting the customer’s needs first, and delivering an excellent product are things I learned in the military that translate perfectly into the franchise world.

Mark Ward is a 26-year Air Force veteran and owner of Hungry Howie’s Pizza on Bandera Road in San Antonio.

Of course, no plan stays fully intact as you go forward and that is where the skill of being able to adapt and overcome is priceless. Serving in the military taught me the importance of adaptability to new circumstances, and that skill has helped me immeasurably as a franchise owner.

When operating a restaurant, there may be days when your store will be understaffed with a line of hungry customers out the door—as a veteran who has experienced a multitude of situations that went nowhere near according to plan, I’m able to maintain my calmness in these situations and mitigate accordingly.

franchising.hungryhowies.com

Identify areas of weakness and educate yourself The idea of being your own boss sounds appealing for many veterans until they learn the many risks—both financial and otherwise—involved with launching a business. The military teaches you many things, but when it came to financial literacy and business acumen, I acquired that on my own through extensive research. As a veteran, I consider myself to be a self-starter and I knew that entering a new field would be a huge undertaking.

Many fellow veterans questioned my business model and thought I was signing

“Serving in the military taught me the importance of adaptability to new circumstances, and that skill has helped me immeasurably as a franchise owner.”

Mark Ward

Franchising USA

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

Looking at any franchise requires following a process, partly as it is the most efficient way for you to learn about the franchise offering but it also gives the franchisor the opportunity to get to know how you onboard information and if you can follow an established system. The last step in that process before you know if you have been approved is often what is known in the industry as “Discovery Day�.

Modern technology has changed the investigation process franchise companies

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used in the past where franchise expos and face to face meetings have largely been replaced by pre-recorded videos, webinars and conference calls.

While Discovery Days (DDays) have long been an important part of the process they are ultra-critical for both parties now. For the candidate it is the opportunity to get those final questions answered, meet the team and see any technology or behind the scenes experiences that would make a decision to accept an offer if one is to be made.

For the franchisor it is the face to face opportunity to try to measure the potential success of a candidate. Remember, their ultimate goal is to get their franchise licenses into the hands of people that can be long term successes with the brand, not just buy the franchise.

In preparation for discovery day you should do a full personal inventory of the questions you have gotten answered to that point in the process, how complete those answers are in your mind and any clarifications you need to be made. Then put together a list of any unanswered

questions that you want to get clarity on. That list should be sent to your development contact before DDay in case there is any unique info, opportunities or team members they can have lined up for your visit.

If you are working with someone like me then you can work with them to prepare for an informative and successful visit.

We are seeing a growing trend of group discovery days, especially on popular and high selling brands. While I understand why these are needed I always prefer sending candidates to one on one DDay where they are available. The largest of these group DDays can approach 100 candidate groups, but most will run 10 to 30 candidate groups and they may only do one DDay per month.

You will want to try to work your schedule to try to make the first available DDay you can get to, the territory you want is for sale to the first qualified and approved buyer.

It has happened more than once that one of our candidates put off their DDay visit until one the following month then a candidate that went earlier purchased

What is Discovery Day? their territory. It would be very rare for a franchisor to hold territory for a candidate that had not been to DDay yet.

What is DDay? DDay is not vacation. You should not plan on seeing the sights, friends or family during the scheduled DDay events.

This includes any meals or other social outings the franchisor schedules, those are important opportunities for the franchisor to get to know you as well.

DDay is not a party. At any planned social events remember that you are on stage and this is your approval process. Yes, the perfect candidate can lose the opportunity to buy a franchise by being the “life of the party”.

DDay is not the place to turn off your “edit button”. Look at DDay somewhat like you would a job interview. Of course, the outcome is much better than just landing a job, but think of the conversation you have in that job interview. You need to convey the real you but not get so comfortable that you make comments that might paint the wrong picture of you or how you would

run your business and manage your team.

DDay is not all about you. While they want to get you the rest of the information you will need, the franchisor has to get their questions about you answered before they can offer you the opportunity to become a franchisee. Make sure that you are spending time with the key executives, letting them get to know you and learn what you bring to the business.

DDay starts when you meet the first team member, that could be the person picking you up at the airport and ends when you say goodbye to the last person at the end of the visit. If you have a rough flight in just remember when you meet the first team member that they are already in evaluation mode so put on a smile and put the flight behind you.

You can get your list completed and help the franchisor get theirs filled in to. The goal is to first position yourself to be approved then you get to decide if you want to accept.

What is your success story? Let’s go find it!

George Knauf

George Knauf is a highly sought after, trusted advisor to many companies; Public, Independent and Franchised, of all sizes and in many markets. His 20 plus years of experience in both startup and mature business operations makes him uniquely qualified to advise individuals that have dreamed of going into business for themselves in order to gain more control, independence, time flexibility and to be able to earn in proportion to their real contribution.

Contact the Franchising USA Expert George’s Hotline 703-424-2980. www.myperfectfranchise.com

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ex per t advice

Jim DiRugeris, Vice President of Franchise Development, Goddard Systems, Inc.,

Navigating Financial Performance Representation (FDD Item 19)

How to decode the financial data listed in a Franchise Disclosure Document Financial Performance Representation (FPR) or financial projections for franchise units in Item 19, but not all Item 19s are the same.

Depending on the brand, Item 19 may contain industry-specific terms or financial terms that are unfamiliar to prospective franchisees. The type of information provided can range from specific and clear to vague and confusing.

What Is Item 19?

Jim DiRugeris

Many entrepreneurs have one burning financial question when they consider buying into a franchise: “How much money can I make?”

While several factors affect the success of any business, prospective franchisees can find useful information to answer this question in Item 19 of a franchisor’s Franchise Disclosure Document (FDD).

Franchisors may include information about

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In Item 19, franchisors can provide information about past or projected sales, income, expenses or profits for franchised units. In franchising, these terms are commonly referred to as FPRs or earnings claims.

The FPRs a franchisor creates act as a snapshot of the potential path to profitability and may include average gross sales, adjusted gross sales, breakdowns of unit sales. It may also breakdown costs such as goods, labor, leases and more.

Regardless of the type of information included, the FPR must have a reasonable basis that allows potential franchisees to gauge how much money they could earn if they decide to join a franchise system.

FPRs are industry specific, and brands

will include information relevant to their specific industries in Item 19. For example, a preschool franchise such as The Goddard School may list occupancy rates, or the number of students enrolled, while fast food brands may include the costs of labor and ingredients.

What If Item 19 Has No FPR? While FPRs are crucial to a prospective franchisee’s understanding of a business’ financial performance, having FPRs in Item 19 is not required under franchise law. Franchisors may choose not to provide this information because they don’t have enough data to provide a reasonable basis for financial performance representations or because the information they have reflects poor or uneven performance.

Before selecting a brand, prospective franchisees should contact current franchisees and the company’s vice president of franchise development to learn more about the brand, its growth, its success rate and the franchisor’s FPRs or its decision not to provide any FPRs. Not providing FPRs in an Item 19 makes it nearly impossible for a prospective franchisee to assess potential profitability.

The very best Items 19s include

In Item 19, franchisors can provide information about past or projected sales, income, expenses or profits for franchised units.

EBITDA, or earnings before interest, taxes, depreciation and amortization, for every unit. This information equips potential franchisees with the most useful information for analyzing the system’s performance.

Why Is Transparency Key? Franchise Grade, a franchise research company, found a direct correlation between the success of a franchise system and its financial transparency, according to a six-year study released in 2016.

The specificity of information disclosed by franchise systems varies, but the study found systems that included more information experienced an increase in the total number of locations. Franchise Grade also found that companies with FPRs included a range of information, such as system-wide gross sales, quarterly breakdowns and data from locations that were open for more than one year.

About 45 percent of the 1,905 franchise systems surveyed for the study didn’t provide an FPR in an Item 19 and saw a slight decline in the total number of franchises, from 135,154 in 2010 to 134,348 in 2016 – a loss of 806 locations.

Systems that included expense data, such as gross margin, earnings before interest and tax (EBIT), earnings before interest, taxes, depreciation and amortization (EBITDA) or earnings before interest, taxes, depreciation, amortization and rent (EBITDAR), had the highest growth rates of all surveyed systems – up to 18.4 percent growth.

More tellingly, the 54 percent of those Franchise Grade surveyed that included FPRs in Item 19 reported growth. Of the franchise systems that included FPRs, 652 collectively added 17,927 locations since 2010 – a 13.1 percent increase.

Regardless of Franchise Grade’s findings, each franchisor should give prospective franchisees a clear picture of potential costs and earnings. The overall sentiment of the market, real estate values and franchisee support within a franchise

system, among other factors, also affect a franchise’s success rate. The information in an Item 19 allows potential investors to understand and evaluate their potential cash flow.

As a prospective franchisee, it’s important to seek expert advice to evaluate what a franchise company’s financial performance representations are and what those representations could mean for the future of your business.

Jim DiRugeris is Vice President of Franchise Development at Goddard Systems, Inc. and is responsible for overseeing the continued growth of the brand while strategizing innovative ways to reach new markets and potential franchisees. With nearly a decade of franchise industry experience and having worked in both the franchise development and real estate side of the business, Jim is in a prime position to scale Goddard System Inc.’s growth to new heights. www.goddardschoolfranchise.com

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Brumby’s Bakery is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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

CAFÉ2U Cafe2U is a van based franchise, delivering the highest quality espresso based beverages to non-traditional locations; being anywhere that a consumer would not expect to access a high-quality espresso based coffee.

Since the first van launched in Sydney, Australia in 2000, the brand now boasts more than 250 franchises worldwide, including over 100 across the UK, New Zealand and South Africa.

Cafe2U is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Cafe2U. Area Developers or Country

Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Cafe2U is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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Chronic Tacos Chronic Tacos is a California-inspired Mexican grill that celebrates authenticity and the individuality of its guests through fresh, made-to-order Mexican food. The Chronic Tacos experience consists of walking down the prep line and personally choosing everything that goes on your meal. Founded in 2002, the Southern California-based company has over 40 locations operating across the United States and Canada, as well as a Japan expansion on the way. Chronic Tacos is committed to serving only the highest quality ingredients and all-natural meats.

They offer a wide variety of traditional Mexican items including: tacos, burritos, bowl-ritos and more! The

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

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

We provide marketing collateral, signage, POP

Crust Gourmet Pizza Since its inception in 2001, Crust Gourmet Pizza Bar has grown to over 160 stores in Australia and has expanded into Singapore and is soon opening in the United Kingdom.

Crust Gourmet Pizza is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Crust Gourmet Pizza.

For more information or to find the nearest Chronic Tacos, visit www.chronictacos.com.

Phone: (949) 680-4602 Email: info@eatchronictacos.com Contact: Randy Wyner / randy@eatchronictacos.com Website: www.chronictacos.com

displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and user-friendly. Customer service is our forte’.

Contact: Dan Broudy, Chief Executive Officer Phone: 412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

• Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Area Developers or Country Master Franchise Partners receive the benefits of being supported by an established Franchisor:

Crust Gourmet Pizza is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

donut king

receive the benefits of being supported by an established Franchisor:

The first Donut King store opened in Sydney Australia in 1981 and has since evolved into a network of close to 300 stores throughout Australia, New Zealand, Papua New Guinea, and will be opening in Sweden and the United Kingdom in 2018. Donut King lives by a ‘Make it Fun’ brand mantra, with seriously delicious treats available at vibrant stores served by energetic and engaging staff.

• Full training of the brand system

Donut King is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Donut King.

• Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Donut King is seeking Area Developers or Country Master Franchise Partners for the USA.

Area Developers or Country Master Franchise Partners

Email: rfginternational@rfg.com.au

Foot Solutions

and alignment conditions including diabetes, arthritis and more, Foot Solutions might be the perfect fit for you:

Are You Passionate About Helping People Look Good and Feel Great?

Foot Solutions is the world’s largest specialty wellness franchise focused exclusively on helping people feel good from the feet up. We offer an individualized Holistic Foot Analysis, top-quality customized orthotics and expertly-fitted stylish shoes that are comfortable and supportive.

If you want a business that gives back to your community and improves the lives of people with foot

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menu also features kid’s meals and a breakfast menu available all day. Customers can choose from vegetarian and gluten-free options, as well as choices of: Carne Asada, Carnitas, Al Pastor, Pollo Asado and variations of fish or shrimp. There is something for everyone. Each restaurant incorporates original artistic designs inspired by traditional “Day of The Dead” art, creating a unique ‘Taco Life’ experience at each location.

Reasonable Hours | High Margins | Low Labor Requirements | High Consumer Retention | Not Impacted by Economy | Not Seasonal | Fastestgrowing Market Age 40+ | Opportunities from $85,000 - $240,000 Single and Multi-unit For more information: Call 770.955.0099 Email fscorp@footsolutions.com Visit www.footsolutionsfranchise.com.

G-FORCE™ Franchise Group LLC Founded in 2017 and franchising since 2018, G-FORCE™ prides itself as the go-to resource for all things line striping and pavement marking – New Layout, Re-Stripe, ADA Compliance, Stencil Markings, Warehouse Flooring, Parking Structure Markings, Outdoor Basketball Courts, Athletic Field Markings and more.

With attention-grabbing, distinctive camouflage

gloria jeans Since first entering the Australian market in 1996, Gloria Jean’s Coffees is now a global success story, serving guests in close to 900 coffee houses in over 50 territories worldwide.

trucks and service trailers, state-of-the-art equipment and military-influenced logo and uniforms, G-FORCE™ has built its brand around today’s Veteran and stands as one of only two Veteran-focused franchise brands and the only one of its kind awarding franchises exclusively to Veterans.

Contact: Jack Child Phone: 844-464-3672 Email: info@GoGForce.com Website: www.GoGForce.com

Coffees. Area Developers or Country Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system

The flexibility of our coffee house design means that all formats can be adapted to a broad range of locations and localised to suit individual markets. General store format options include:

• Ongoing support via a Market Development Manager

• Kiosk • Small coffee house • Large coffee house • Drive thru

• Product innovation via our dedicated team of food experts

Gloria Jean’s Coffees is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Gloria Jean’s

Gloria Jean’s Coffee is seeking Area Developers or Country Master Franchise Partners for the USA.

Grease Monkey Franchising, LLC Grease Monkey® and SpeeDee Oil Change and Auto Service® centers provide preventive maintenance and repair services that help customers meet vehicle manufacturers’ recommendations and warranty requirements. With over 500 locations, Our Less Hassle, More Hustle customer service approach is designed to help customers make educated, informed decisions about maintaining their vehicles in a comfortable, nopressure setting.

HealthSource With over 250 franchises across the country, HealthSource is the nation’s largest chiropractic and holistic care provider.

Our unique business model, which combines four multibillion dollar industries: chiropractic, physical therapy, massage, diet & nutrition, is poised for explosive growth as more and more Americans seek out natural solutions for pain, sports performance, and overall wellness.

To keep up with the customer demand, HealthSource now offers multi-unit franchise options in key markets across the country. Our goal is to have 3-400 multi-unit owners within five years. In addition, in 2018 we started accepting International Master License applications, for select countries,

honkamp krueger Honkamp Krueger & Co., P.C. (HK) is a Top 100 CPA and business consulting firm in the U.S. and the 3rd fastest-growing Midwest-based firm (Accounting Today, 2017). Specializing in franchise services, HK offers 40-plus forward-thinking, innovative solutions to franchise organizations in all 50 states.

In addition to our tax, accounting and consulting services, HK offers total hire-to-retire solutions through our human capital management affiliate, HKP. Through our HK Financial Services affiliate, HK offers world-class wealth management solutions.

• Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Supply chain and procurement support.

Email: rfginternational@rfg.com.au

With over 60 years of combined automotive experience, Grease Monkey® and SpeeDee® franchise owners enjoy a proven system and business model. Each process offers a flexible approach, so franchisees can customize their facility and menu of services for a specific market and investment profile.

Contacts: Jeff King, Director Franchise Development;

Jon Piper, Manager of Franchise Development Email:

jking@greasemonkeyintl.com; jpiper@greasemonkeyintl.com

Phone:

303-308-1660

Website: www.greasemonkeyfranchise.com

as most high-growth US franchises are quickly embraced abroad.

In addition to the growth in new franchise units, HealthSource is very proud of the earnings its owners enjoy. After paying payroll, franchise support fees, and rent & utilities, the average HealthSource owner has a growth profit of $206,000. HealthSource owners enjoy a recession-resistant, growing business, terrific profit figures, and knowing they are helping their communities lead happy, healthy lives.

Contact: Wes Sattler (Director of Franchise Development) Phone: 440-934-5858 Email: wsattler@healthsourcechiro.com Website: www.hsfranchising.com

Our depth and level of franchising expertise along with our track record for providing independent and objective franchise advisory/consulting services clearly differentiates HK from all other franchise advisors across the country.

When you partner with HK for your franchising needs, you will always have easy access to one of our owners who will walk in your shoes with you and who has a unique perspective on being an entrepreneur and business grower.

Phone: 888.556.0123 www.honkamp.com

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International Franchise Professionals Group 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.

Image One Facility Solutions

Image One franchisees work for themselves in a unique relationship with the franchise company.

Image One provides them with customer support for their business, ongoing training, along with assistance with billing, equipment, and sales training.

Franchise territories are available nationwide.

Image One is a national commercial cleaning services business with over 100 franchise owners.

The Image One franchising model was formed on the principles of transparency, training, and top-notch financial and customer service support.

It is regularly recognized as a top franchise by third-party franchise and business publications, having been featured as a top low-cost franchise opportunity on CNBC.com, Entrepreneur.com and in Franchise Business Review.

It’s a grind Founded in 1994 in Long Beach, California, It’s A Grind’s mission is to provide high-quality signature coffee, espresso beverages and delicious food offerings in a comfortable and locally-focused atmosphere.

It’s A Grind has stores in the USA, Middle East and Asia.

Sourcing its coffee from around the globe, It’s A Grind then roasts each batch in Southern California, ensuring consistently fresh, smooth and flavorful coffee.

It’s A Grind is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including It’s A Grind. Area Developers or Country

Little Caesars As the largest carryout-only pizza chain in the world, Little Caesars is doing something right. Little Caesars is an international brand and household name. It’s come a long way since starting as a single store in metro Detroit in 1959.

The Little Caesars brand and distinction of being named “Best Value in America”* for the last ten years is proof of its commitment to satisfying customers by providing one of America’s favorite meals at an affordable cost.

For information on the franchise, visit ImageOneUSA. com.

Contact: Scott Kochanski Phone: 800-223-1985 Email: scott@imageoneusa.com Website: http://imageoneusa.com

Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

It’s A Grind is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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

Today, Little Caesars is looking for franchisees to bring HOT-N-READY® pizza to a wide range of communities

Phone: 800-553-5776 Email: USdevelopment@LCEcorp.com Website: www.LittleCaesars.com

franchising usa

Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Franchising USA

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

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

Mathnasium Learning Centers Mathnasium is an international franchiser of more than 900 math-only learning centers world-wide, where students K-12 attend to boost their math skills.

Headquartered in Los Angeles, CA, Mathnasium specializes in teaching kids math the way it makes sense to them through customized learning plans and our patented Mathnasium method.

Mathnasium has been ranked as one of the fastest growing educational franchises in the world by

Michel’s Patisserie Michel’s Patisserie has French inspired cafés across Australia. With a history spanning over 30-years, Michel’s Patisserie is renowned for its delicious specialty cakes, pastries, treats, savouries and exclusive award-winning coffee. Michel’s Patisserie also includes an added cafe menu, including breakfast and light meals.

Michel’s Patisserie is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Michel’s Patisserie.

Entrepreneur magazine, a top franchise to buy by Forbes magazine, and has remained in the top 50 franchises for franchisee satisfaction by Franchise Business Review.

With Mathnasium you can be a part of a community of franchisees who do well by doing good. If you are ready to take the next step, contact us today!

Phone: 855-351-MATH (6284) Website: Mathnasium.com/Franchise Email: FranchiseAd@mathnasium.com Contact: Franchise Development Team

Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Michel’s Patisserie is seeking Area Developers or Country Master Franchise Partners for the USA.

Area Developers or Country Master Franchise

Email rfginternational@rfg.com.au

Our Town America

Our Town America program, while dozens of locally-owned franchises validate the Our Town America concept as a viable business opportunity. Franchisees are neighborhood marketing consultants, showing local business owners how to target their best prospects with enticing offers via direct mail.

For 45+ years, Our Town America has been providing new movers with traditional hospitality by mailing warm housewarming gifts from local businesses in a premium welcome package.

It is Our Town America’s mission to welcome new movers into their community, to help local businesses gain new loyal and long-term customers, and to provide franchisees with an excellent business opportunity. In the New Mover Marketing industry, we mix proven & perfected methods of direct mail with new technologies.

Since beginning to franchise in 2005, Our Town America has been consistently ranked a Top 50 Franchise by the Franchise Business Review, making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowned the Franchise Business Review’s All-time Top Company. They are the 2018 #1 Advertising & Sales franchise.

Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the

Website: https://www.ourtownamerica.com/ Email: franchising@ourtownamerica.com

pinot’s palette

Pinot’s Palette’s entertaining environment, expert guidance from trained local artists and exceptional customer experience creates strong word of mouth, community recognition and a loyal customer base.

Pinot’s Palette is a pioneer of the paint and sip experience – a revolutionary way to enjoy art and wine, meet new people and bond with friends. #1 paint and sip for franchisee satisfaction – Pinot’s Palette is a unique, art-inspired entertainment concept catering to adults, corporations and kids.

By combining art and wine into a single concept, Pinot’s Palette now offers an inclusive, social activity for guests to enjoy with friends, family or work team members.

Pizza capers Pizza Capers was launched in 1996 and has outlets across Australia and have recently launched in India.

Pizza Capers has successfully created a new segment in the take-away / dine-in pizza category for high quality, everyday gourmet pizza. Pizza Capers is owned

by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Pizza Capers.

Area Developers or Country Master Franchise Partners receive the benefits of being supported by an

Pinot’s Palette looks for franchisee partners who love to entertain and values that fit comfortably within the Team Pinot culture. Not art experience required!

Franchising since 2010 with more than 130 locations in 33 states, Pinot’s Palette is an established, awardwinning concept leading the paint and sip industry.

Website: www.PinotsPalette.com/Franchise or Email: Franchise@pinotspalette.com

established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Pizza Capers is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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Pollo Campero Pollo Campero has served flavorful chicken made with our original family recipe since 1971.

Our menu includes fried, grilled, and boneless chicken for wholesome, customizable, easy-toshare meals.

In 2017, we were named #6 in Business Insider’s “25 best fast-food chains in America right now.”

With 350 system-wide locations, including company-owned and franchised stores, we have established a support network for franchisees who want to join our growing family.

Remedy Intelligent Staffing Remedy Intelligent Staffing is a nationwide staffing organization with over 50 years of recruiting and selection expertise to match qualified candidates with employment opportunities where they will succeed.

Our franchise brands, Remedy Intelligent Staffing and Westaff, place candidates in a variety of positions, primarily light industrial with a secondary niche of administrative/clerical. Our three core offerings include temporary, direct hire and temporary-to-hire staffing services.

Restoration1® Restoration1® is the fastest growing restoration franchise in the emergency restoration industry for mold, water, fire and smoke damage, handling jobs of all sizes across the nation for residential and commercial property’s.

Our business is based on local and regional relationships with insurance adjusters, building inspectors, subcontractors and policy holders.

It is always in high demand and not affected by economic trends because it is based on necessity, not discretionary spending.

Our model is a powerful opportunity for the right

scooter’s coffee

Franchising with Pollo Campero means serving up fresh, unique flavors with broad appeal and taking part in a franchise opportunity with strong earnings potential. Join our family!

Phone: (972) 770-2800 Website: us.campero.com/franchising Email: franchising@campero.com Contact: Gustavo Duran, Executive Vice President

The parent company, EmployBridge, with corporate headquarters in Atlanta, GA, operates more than 490 offices nationwide and is the 10th largest provider of staffing and workforce solutions in the world. With annual sales over $3.2 Billion, we employed over 460,000 associates on assignment at more than 19,900 companies throughout the USA. Contact: Chad Wright, Franchise Development Director Phone: 877-478-4033 Email: franchise@employbridge.com Website: www.remedyfranchise.com

candidates, as it involves no inventory, no brickand-mortar location and high-volume growth that continues through almost any economic climate.

Our ethics, professionalism, quality and availability are carried out at each of our franchise locations.

Our team is committed to giving franchisees the support system they need to succeed in these same areas. Restoration 1 Franchisees can reach full potential with our superior training, technical support and in-territory support.

Contact: Gina Roberson Phone: 800-993-0803 Email: gina@restoration1.com Website: www.restoration1.com

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

employees is: “Amazing People, Amazing Drinks...

Amazingly Fast!”™ It reflects a commitment to providing an unforgettable experience to loyal and new customers. Scooter’s Coffee is quickly approaching 200 locations in 16 states and has 135 franchise commitments to build new stores.

Franchise opportunities are available.

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

Phone: (402) 934-7284 Website: https://franchising.scooterscoffee.com Email: Kelly.crummer@scooterscoffee.com Contact: Kelly Crummer- Franchise Development Manager

Service Team of Professionals (STOP) As an owner of a Service Team Of Professionals (STOP) franchise, your day will primarily be filled with marketing and management tasks. Operating a STOP franchise will consist of marketing your company at least half of the day. This will take you into your community to meet business professionals, primarily from the insurance industry. To start, you will primarily market simple water and mold jobs for residential and commercial property. Other services like fire, smoke, bio and reconstruction are available to you if you choose.

As job referrals begin to come in, you will refine your skills at estimating the scope and price of jobs with customers and insurance professionals. Initially, hiring quality part-time labor and technicians will assist in you completing the work. As your

Franchising USA

With 6 straight years of Compounded Annual Sales Growth, we are now positioned to rapidly expand throughout the US.

franchise gains more of the market share, the responsibilities related to Administration, Production and Marketing will also increase. Some of these tasks will be filled with part-time or fulltime employees, which will allow you to continue to market your company to anybody that could benefit from the services STOP offers.

From day one, STOP consultants will continue to guide, coach and train you in the skills and requirements needed to operate a successful franchise. We want to be with you every step of the way. Our on-going training and insistence that you call us A LOT, ensures that we are working together. Your work ethic and application to the STOP systems will ultimately dictate your success.

Contact: Daren Clark Phone: 800-452-8326 X1 Email: daren@stoprestoration.com Website: www.stoprestoration.com

SUBWAY® When you own a Subway sandwich shop, you’re part of the world’s largest Quick Serve Restaurant chain and one of its most recognized brands, and you’ll get the support and experience that comes with it. ®

Be part of a winning brand that keeps customers coming back for delicious meals made just the way they want. Subway® is the undisputed leader in fast, wholesome food.

Our sandwiches are made to order right in front of the customer, precisely the way they want - using

the inspection boys The home Inspection business is one of the most In-Demand trades in the country and The Inspection Boys is the lowest Start-Up franchise inspection business opportunity in the nation.

The Inspection Boys has a unique marketing structure to get you up and running quickly, has an amazing training and support system to ensure that you’re ready to go out and conquer your territory and most of all it offers a corporate team that will be with every step of the way.

freshly baked breads, select sauces and a variety of delicious toppings. When you join the Subway® family, you’ll get world-class support before you even make your first sandwich and well beyond.

Our franchise support system features: training, product development, advertising, purchasing cooperative, field support and much more.

Contact: Ralph Piselli, North American Franchise Sales Manager Phone: 203 877 4281 Email: Franchise@subway.com Website: www.subway.com

franchise business in the nation, The Inspection Boys also offers you the lowest royalty program, the lowest overhead cost and the largest territory sizes in the trade.

When you join the Inspection Boys, you will join more than just a franchise business, you will join a family oriented team that cares and looks out for your success and accomplishments.

Besides for being the lowest start-up inspection

Reach out to us today at 800 819-4403 or at info@theinspectionboys.com and find out for yourself. You may also check us out at TheInspectionBoys.com

franchising usa

Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth.

All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’.

Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

The pizza press Founded in 2012, The Pizza Press is a unique concept dedicated to elevating the ‘build your own pizza’ model to an experiential level, by creating an immersive 1920s Americana newspaper theme in which great food, craft beer, ambiance, and service are combined.

The theme, inspired by the special dough press, harkens back to an era of simpler times of neighborhood newsboys. Guests are encouraged to created their own custom pizza or select one of the signature pizzas named after

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

• No storefront to own, lease, or maintain • No Inventory or stock to purchase • No extensive travel because IFG franchisees do business locally • Business-to-Business, professional environment with regular business hours of operation • Flexibility to relocate for part of the year or permanently and continue doing business Our franchisees are excellent communicators, relationship builders with decision-making and problem-solving skills, and much more sales & marketing oriented. IFG has been in the ‘invoice discounting’ business since 1972, and employs its franchise network in the US, Canada, New Zealand, Singapore, the UK, Ireland, Australia, Mexico and South Africa. www.interfacefinancial.com

major newspapers such as “The Times,” “The Tribune,” “The Chronicle” and others. The pizzas are published in under four minutes. Pair your pizza with over 18 different craft beers, which change regularly and regionally. Seasonal offers, featuring local and fresh ingredients, keep things topical. Order in person or online, from our new loyalty app, or from our catering menu.

Contact: Cassandra Bremer Phone: 417-612-9217 Email: cbremer@franchisedynamics.net Website: www.thepizzapress.com

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TopFire Media TopFire Media is an integrated digital marketing and public relations agency, specializing in the franchise industry.

Our clients benefit from our years of experience in franchise SEO service, public relations, media relations, content writing and management, social media marketing, and web design. We work to bring all of these elements together to achieve a common goal – our clients’ success.

The UPS Store

Phone: (708) 249-1090 Fax: (708) 957-2395 Website: www.topfiremedia.com Email: info@topfiremedia.com Contact: Matthew Jonas

The UPS Store, Inc. is the world’s largest franchisor of retail shipping, postal, printing and business service centers. The UPS Store comprises more than 5,000 independently owned locations across North America providing convenient and valueadded business services to small business owners, entrepreneurs and consumers.

minorities, women, veterans, and retirees. Best of all, we have numerous franchise opportunities available throughout the country, from traditional stand-alone locations to smaller footprint centers inside of other locations including hotels, convention centers, pharmacies and more. Take a look at the currently available franchise opportunities and contact us for more details.

With nearly 40 years of franchising experience, we’ve been able to offer thousands of people the opportunity to become their own boss, everyone from entrepreneurs to corporate executives, including

Phone: (877) 623-7253, Monday - Friday 7 a.m. to 5 p.m. PST Website: www.theupsstorefranchise.com Contact: www.theupsstorefranchise.com/contact

verlo mattress

Verlo offers a one-of-a-kind Comfort Adjustment service, in which guests are able to have the firmness or softness of their mattress altered for free within a period of time. This gives the consumer peace of mind that they will not be stuck with a mattress that no longer addresses their sleep comfort needs.

Verlo has a mattress shopping experience unlike any other – an elevated customer experience that was designed to make shopping as comfortable as the mattresses – with the goal of having guests feel a sense of “ahhh” when in a Verlo store.

As a vertically integrated company, our mattresses are built on-site, sold at consumer-direct prices and serviced locally with a Lifetime Comfort Guarantee.

This model uniquely positions Verlo to benefit from several key retail trends, such as Shop Local, Made in America, and Handmade Products.

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

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

Company Name: FWR, LLC d/b/a Verlo Mattress Phone: 414/585-8900 Website: www.verlo.com/franchise Email: franchisedevelopment@verlo.com Contact: Kathy Thornton-Bias

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

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

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

Contact: James Mingey Phone: 202-349-0860 Email: info@veteransbusinessservices.us Website: www.veteransbusinessservices.us

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