Page 1

Franchising usa T he ma g a z ine for franchisees

VOL 04, ISSUE 1, nov 2015



MAACO special

Food and Franchising

supplement - part 2

merging ‘old’ & ‘New’ media for

marketing success




Franchising usa T he ma g a z ine for franchisees

FRANCHISING USA VOLUME 4, ISSUE 1, 2015 president: Colin Bradbury.

Publisher: Vikki Bradbury.

Advertising Sales: Kimberly Kutnick

Editorial Department:

Assistant editor: Diana Cikes

Editorial team: Diana Cikes Gina Gill Rob Swystun


DESIGN: Jejak Graphics.


CGB PUBLISHING Canadian Office: 676 Wain Road, Sidney B.C Canada V8L 5M5 U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Sales: 847 607 8407 Editorial: 778 426 2446 Proud member of the IFA:

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

from the

Publisher Welcome to the November issue of Franchising USA. While much can be learned from our mistakes, in this issue we hope to prepare you with enough solid advice and insider tips to avoid those bumps on the road to success.

On the cover of our main Veterans in

On the cover we feature the Golden Age of Maaco, where you can turn to pages 10-11 to learn how this automotive business is focusing its way to even bigger success.

for New Franchisors. Eliot Burdett gives

Our Special Feature this month wraps up a 2-part series on Food Franchising, with our Cover Story featuring HoneyBaked Hams and its mission to “Celebrate life, one meal at a time.” Here you will also find some sound Advice from a Franchise & Foodservice PR Expert, with tips on how to promote your business and make it stand out from the crowd.

Franchising supplement is a family-run business that is working hard to fulfill

its mission to Link Veterans to Success.

Here we also also look into issues faced

by Combat Veterans with PTSD and have a Conversation with a Veteran Business

Owner to learn how this vet has overcome obstacles to find success.

We also include our popular tips and Expert Advice for our industry pros,

where Kyle Zagrodsky discusses How to Introduce a Revolutionary Product, and

Chris Conner gives tips on Site Selection you 6 Reasons You Should Hire That

Lazy Millennial, and learn the 4 R’s from Lynn Shelton, who looks at what happens after the Lights, Camera and Action. Don’t forget to check out the latest

Industry News on pages 6-9. And last but not least is our A-Z directory listings at the back of the magazine. Happy reading! Vikki Bradbury Publisher

“There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” - Colin Powell

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

Franchising USA

a nchsing usa f ra nchising usa

Page 3

Contents On the Cover

42 Merging Old and New Media Thomas Sikora, VP Omni-Channel Sales for Quad/Graphics Specialty Print Group

The Golden Age of Maaco

74 Lights, Camera, Action: Now What? Lynne Shelton Shelton & Power; Co-authored by Raeneice Taltoan & Jonathan Barber


47 Special Food Franchising Supplement


10 Cover Story:


november 2015

In Every Issue

Have Your Say

06 Franchising News

16 Leadership Hacks to Take Your Business to the Next Level, Brian Scudamore

Announcements from the Industry

25 Veterans Supplement News and Information for Veterans in Franchising

56 Feature Article

Food Franchising Part 1


84 A-Z Franchise and Services Directoy

Franchising USA

Focus 80 Interface Financial

Franchisee In Action 44 9Round

12 How to Introduce a Revolutionary Product


Expert Advice Kyle Zagrodsky, President, OsteoStrong

14 Site Selection Demographic Mapping for New Franchisors Chris Conner, President, Franchise Marketing Systems

18 Politics Aside George Knauf, Senior Franchise Business Advisor, FranChoice

20 6 Reasons to Hire that ‘Lazy’ Millennial Today Eliot Burdett, Co-Founder & CEO, Peak Sales Recruiting

22 American Family Care Provides Unique Business Opportunity 919 Marketing

40 Are You Negotiating a Franchise Agreement? Scott M. Ratchick, Attorney, Chamberlain Hrdlicka

42 Merging ‘Old’ and ‘New’ Media for Marketing Success Thomas Sikora, Vice President, Omni-Channel Sales for Quad/Graphics Specialty Print Group

74 Lights, Camera Action: Now What? Lynne Shelton, Shelton & Power; Co-authored by Raeneice Taltoan & Jonathan Barber

82 5 Ways Franchisees Can Distinguish Themselves Online

Food Franchising Supplement (Part 2)


Matthew Jonas, President, TopFire Media

50 Food Franchising News 54 Cover Story, HoneyBaked Hams 56 Food Franchising Feature 60 Advice from a Franchise & Foodservice PR Expert Melinda Morgan Kartsonis, Founder, Morgan Marketing & Public Relations

64 Focus – Subway

68 How Franchisees Can Maximize Community Support Programs Carol DeNembo, VP Business Development & Marketing, Juice it Up!

70 Franchisor in Depth – Ufood Grill


66 Profile – Little Caesars

f ra nchising usa

what’s new! Pei Wei® to Open 200th Location in Richardson, Texas Malawi’s Pizza Celebrates over 600,000 Donated Meals Milestone Restaurants to thank customers with $6.00 pizza day Malawi’s Pizza Enterprises, announced the donation of over 600,000 meals to children in Malawi, Africa through their Meal-for-Meal Exchange program. “We are excited to have donated 632,730 meals to children in need,” said Kent Andersen, Founder & CEO of Malawi’s Pizza. “This number reflects a meal for meal exchange with each of our customers; for every entrée sold, we provide a meal to a child. It’s a one to one ratio. We couldn’t do it without our customers.” Malawi’s Pizza has restaurants in Lehi, Provo, and Spanish Fork, Utah, with an additional location scheduled to open in South Jordan, Utah by the end of the year. Utah Franchise Developer, Kelly Keel

Franchising USA

said; “Pizza with a Purpose is more than a marketing strategy, it is part of who we are as a company. We are excited to be part of an organization that is really making a difference.” Malawi’s Pizza is a dynamic fast-casual pizza concept with headquarters in Provo, Utah. Malawi’s offers gourmet pizzas, pasta, salads, and desserts. The company started franchising in 2013 and currently has 30 restaurant units under development. The Company will open its next restaurants in Frisco and in Plano, Texas later this year, with 18 additional units scheduled to open in the Dallas – Fort Worth metro area. Learn more about Malawi’s Pizza at

Good fortune and delicious food are coming to Richardson, Texas, as Pei Wei, the fast-casual restaurant known for its bold flavors and affordable Asian-inspired menu, celebrated the grand opening of its 200th location on Oct. 26th. The newest restaurant, located at 1401 West Campbell Road, Suite 200, opened its doors to the public at 11 a.m. with special festivities that lasted throughout the day. Pei Wei CEO Ralph Bower and Regional Vice President Pete Botonis was joined by City of Richardson officials and other dignitaries for a special ribbon-cutting at 10:30 a.m. to kick off the event. “This is a wonderful milestone for Pei Wei and an opportunity to invite the community to a very special celebration,” said Bower. “Thanks to our incredible guests and our goal to offer them a unique dining experience at every turn, we look at this 200th location as a gateway for many more great things to come.” The 200th celebration is the latest in a record year of expansion for the chain with five more locations expected to open by the end of the year.

Native Grill & Wings Signs Private Investment Deal Native Grill & Wings, an award winning Arizona-based restaurant chain known for its 20 wing flavors that guests can order by the individual wing, has announced its new majority ownership after a private investment deal was signed, leading the way for increased national expansion. The deal was led by current Native Grill & Wings CEO Dan Chaon, together with Brad Williams, one of the largest Freddy’s Frozen Custards and Steakburgers franchisees in the nation and a small group of various real estate and franchise experts. The group will operate under the name Wingtime LLC. “This is a major step for Native Grill & Wings becoming the next national powerhouse when it comes to full-service restaurants and chicken wings,” said Chaon. Williams, who formerly practiced law, secured the rights to 60 Freddy’s Frozen Custards and Steakburgers four years ago and has been involved in numerous other business and real estate transactions. “As soon as I had my first experience at Native Grill & Wings, I knew the family-oriented business was something I was interested in,” said Williams. The original family members will remain owners of a small legacy percentage in the company.

ASCENTIUM CAPITAL CHOSEN AS A PREFERRED FINANCE PARTNER FOR HUDDLE HOUSE, INC. Huddle House, Inc., the iconic Southern-inspired family restaurant franchise, named Ascentium Capital as a finance partner to provide flexible finance structures to their franchisees.

equipment upgrades. The finance program will be available to the entire franchise network throughout the United States.

“Our goal is to ensure our franchisees are successful and we want to assist every step of the way in building a great restaurant. We are leveraging Ascentium Capital’s expertise in franchise financing to drive this initiative,” said Christina Chambers, Vice President of Franchise Development at Huddle House.

“The franchise team at Ascentium is focused on providing solutions that enhance the profitability for our clients. It is rewarding to see our organizations come together and develop a comprehensive finance program dedicated to the success of Huddle House and their franchisee community,” comments Len Baccaro, Senior Vice President of Sales at Ascentium Capital.

Ascentium Capital’s finance solutions will help Huddle House franchisees drive revenue and growth through acquisitions, remodels, leasehold improvements and

With over 50 years of proven restaurant expertise, Huddle House provides in-depth support to their franchisees. The new finance program launch by Ascentium

Ascentium Capital: Fast. Flexible. Financing.

Capital will include financial education, dedicated finance manager support and online resources to streamline the finance process for the franchisees.

Franchising USA

f ra nchising usa

Page 7

f ra nchising usa

what’s new!

Big O Tires Announces Opening of New Store in Colorado bays and state-of-the-art equipment. It is equipped to offer customers a full array of tires and automotive services, and,

along with the Lautzenheiser’s other two locations, will serve the Fort Collins community as The Team You Trust.

“We are pleased to expand the Big O Tires brand in the Fort Collins market, and to continue serving the community with

the kind of premier tire and automotive

services and excellent customer service that they have come to expect from the

Lautzenheisers,” said Kevin Kormondy, Big O Tires, one of North America’s largest retail tire franchisors with 387 franchisee-owned and 2 companyoperated locations in 19 states, is pleased to announce the opening of a new store in Fort Collins, Colorado.

Marking the third Big O location in Fort

Collins, this store is owned and operated by Jim and Rich Lautzenheiser. Jim also owns the other two locations in town.

The store is designed with eight service

Executive Vice President and Chief Operating Officer for Big O Tires.

The Colorado store is located at 2007

South Timberline Road, Fort Collins, CO 80525.

Simple Simon’s Pizza Goes Paperless With over 200 franchises across nine Midwest states, Simple Simon’s Pizza is Simply the best place to be, as its ads and its millions of customers all seem to agree. If you worked in the company’s Tulsa OK, headquarters, there was nothing simple about Simon’s. Back office operations were buried under paperwork filed by individual franchise operators. In those piles of paperwork was vital information that management needed to measure each location’s success. Sifting through it all was proving too difficult, so VP of finance, Ashley Jones, authorized the purchase and installation of an enterprise content management system from Laserfiche and Simple Simon’s entered the world of digital and automation.

“We can look at historical data now and compare previous year’s sales to help improve each location,” Jones says.

By scanning all the incoming and archived documentation into the Laserfiche ECM system, Simple Simon’s back office staff can now instantly access any and all records related any one store’s operations, according to Jones. With all the data now in a central location it was easy to show the sales team how easy it is to work with Laserfiche.

Franchising USA

The Laserfiche deployment is still in its infancy, Jones says, and there are many other features to explore, like automating business process management with the system’s Workflow software. But it is clear that for the foreseeable future, Simple Simon’s will continue be a great place to be and work.

Latest Release of NCR Silver® Offers Advanced Operational Functionality Increased inventory capacity and BOGO capabilities now available NCR Small Business recently announced a significant software upgrade for NCR Silver, its tablet point-of-sale (POS) system. Version 3.8 of NCR Silver offers small businesses and franchises the opportunity to initiate buy-one-get-one (BOGO) promotions, communicate across locations in real-time and support 50,000 items on the NCR Silver RegisterTM platform. Additionally, version 3.8 of NCR Silver includes activity snapshot comparisons with more granular data analysis and auto display modifiers that prompt cashiers to ask customers for information related to order preferences. Product upgrades further NCR Small Business’ strategy to empower small businesses and franchises to improve efficiency in order to keep up with customer demand and compete at the same level as their larger competitors. “Customer feedback helped our development team better understand the capabilities that would have the most impact among the small business and franchise community,” said Chris Poelma, NCR Small Business president and general manager.

“Moving forward, we will plan to continually advance NCR Silver in a way that helps small businesses use technology to improve the customer experience and grow operations.” To learn more about NCR Silver’s features, visit

DWYER GROUP STEPS UP EFFORTS TO HELP VETERANS FIND BUSINESS SUCCESS Every year, Dwyer Group makes it a top priority to reach out through VetFran to

help veterans successfully integrate into the workforce by giving them different

opportunities across all of their franchise brands.

“This program is leading the efforts to educate military veterans about future

career opportunities and help assimilate them back into civilian life after they Since 2001, Dwyer Group has helped more than 350 U.S. military veterans find business opportunities in the franchising industry. Today, Dwyer Group is proud to have more than 130 veteran franchise owners. As the Dwyer Group continues to expand its family of service brands, the company

is also stepping up efforts to help veterans find success in life and in business. “We have grown substantially during the course of this year and it is our goal to boost our VetFran efforts across all 11 of our service brands,” said Mike Bidwell, who served in the Marines and now serves as CEO and president of Dwyer Group.

leave the military,” said Mary Kennedy

Thompson, military veteran and COO of Dwyer Group.

To date, the VetFran program has helped

more than 203,890 veterans start a career

in franchising and 5,608 veterans become franchise owners.

For more, visit

Franchising USA

f ra nchising usa

Page 9

cov er sto ry

M a aco

The Golden Age of

Maaco As the leader in the $43 billion paint and collision industry, Maaco is a force to be reckoned with and is only getting stronger. Last month, Driven Brands announced its purchase of the second largest chain in

the automotive industry, CARSTAR Auto

Body Repair Experts. With the addition of CARSTAR to Driven Brands’ portfolio, a new Paint & Collision division was created within the company. Comprised of Maaco, CARSTAR and Drive N Style, the new division is led by former Maaco President, Jose Costa, with Maaco’s Chief Operating Officer, Jason Ryan, stepping into the role of Maaco President. “The beauty of the Maaco system is that there are many different business mixes

$6 Million Center Award Winner

Jason Ryan (Maaco President), Brian Greenley (Colorado Franchisee) and Jose Costa (Driven Brands Paint & Collision President)

Franchising USA

and ways to create a profitable business,” said Jason Ryan. “And Maaco is at an incredible turning point right now.” With a combined 700+ shops across the United States, opportunities are endless for the Paint & Collision division of Driven Brands. “This type of deal allows us to increase the profitability of each of our franchisees, greater negotiating power with vendors and partners, and ultimately leads to growth across the board,” Jose Costa said. Throughout the past 43 years, Maaco has built a niche for itself in the automotive industry, becoming the face of paint and collision. Today, the average certified Maaco shop exceeds $1.2 million in gross sales. “Maaco is focused on harnessing the power of what we like to call the ‘threelegged stool’: retail paint, fleet and insurance work,” said Costa. “We’re very happy about the results this focus has brought – record-breaking months, increased car count, and expansion into new markets.”

• 700+ shop buying power • Average certified center exceeds $1.2 million in gross sales • Open territory available • Fleet goal of $80 million by the end of 2015 • National brand awareness • World class training a lifetime, and many have realized this and reinvest in the business. We’re in our Golden Age.”


Development Maaco has been growing with new and existing franchisees and thinking outside of the box with innovative concepts. Last year, the company launched the Maaco Retail Store, a hub-and-spoke model that allows franchisees to enter new markets and expand their reach by operating out of locations that couldn’t normally house a regular Maaco center due to cost and size restrictions. In addition, they are building on this with Maaco Express, a new, flexible concept that will offer same-day microrepairs, and Maaco Pep Boys Satellite, a store-within-a-store concept. Both locations allow franchisees to tap into a new, more affluent customer base, and operate efficiently as an extension of current Maaco production centers with few major fixed costs. There is a world of opportunity for people seeking a new franchise. With a lot of available territory, Maaco is actively seeking new franchisees. “We’re excited by the enthusiastic response our newest concepts have gotten,” said Rob Cambruzzi, Maaco’s VP of Franchise Sales and Development. “I think franchisees are facing the opportunity of

One of the biggest parts of Maaco’s recent growth is undoubtedly the rise of Maaco Fleet Solutions, which caters to business fleets from car rental companies, to government agencies, to food and beverage companies. Franchisees with the “we paint anything” mentality benefit most from Maaco’s fleet business, which has grown 35% year over year and is aiming for $80 million by the end of 2015. “We’ve set some very aggressive goals for Maaco Fleet Solutions, and we’re on track to meet them,” said Frank Petrane, VP of Maaco Fleet Solutions. “Our job is to make sure that we’re bringing fleet business to franchisees all over the country, and we have the right team on board to achieve this.” In order to properly support the growing insurance and DRP work, the Maaco Fleet team plans to grow their team of 11 industry professionals over the coming years. With an unparalleled value proposition, customizable programs for diverse fleet needs, billing options, and national warranty, this fleet division is addressing and capitalizing on an overlooked – and highly profitable – area of the market.

Operations Maaco is a big believer in providing the right preparation for franchisees to get

the most out of their business. The Maaco Operations team has concentrated their efforts on making sure franchisees and their employees are well-equipped to retain leads. This led to the introduction of tools such as the Maaco Playbook, Maaco University online, and Peer Group financial meetings. Franchisees are seeing a positive trend in car count and same store sales year over year thanks, in part, to these operational initiatives.

Marketing With more than 43 years of brand equity, the power of the Maaco brand is undeniable. With the relaunch of a new modern take on Uh-Oh, Better Get Maaco, Maaco delivers unmatched national brand awareness and market level support. From the Maaco App to state-of-the-art Maaco. com, the brand leverages innovative and comprehensive television and digital strategies to drive traffic straight to the centers. Driven Brands is focused on building a strong portfolio that will bolster companies within their family and cement its place as the leading automotive franchise company in the world. Through Maaco’s innovative development concepts, impressive fleet goals and operational improvements, the growth opportunities are endless for the brand. Welcome to the Golden Age of Maaco.

Franchising USA

cov er sto ry

Page 11

ex per t advice

Kyle Zagrodzky, President, OsteoStrong

How to Introduce a

Revolutionary Prod Turning a revolutionary idea into a tangible product is no small feat, but once you finally have the product or service ready for people to use, the real work starts. The biggest challenge in making a gamechanging product successful is marketing a new idea to an audience who has never heard of what your product can do for them. We experienced this with our wellness brand OsteoStrong, which offers a simple way for people to significantly increase in bone density in less than 10 minutes a week. The OsteoStrong offering is both simple and complex, which made it hard to explain at first. The simple side is that in about 10 sweat-free minutes a week, our osteogenic loading device will immediately trigger their body’s natural rebuilding responses, which can increase strength, improve balance, and add bone density. The complex part of our service is overcoming the initial disbelief many have due to years of the “no pain, no gain� stigma of the fitness industry. Our service is built on osteogenic loading, a scientifically proven concept that shows when someone resists four or more times their own body weight, the body automatically responds by rebuilding new bone and muscles. For people struggling with osteoporosis, or porous bones that

Franchising USA


therefore break easily, osteogenic loading can be life changing. The supervised process is safe for people of any age, and the user is in complete control, so there is virtually no risk of injury. People are often hesitant to take a pill to slow osteoporosis, but our offering is completely natural and works quickly. Still, we had to address people’s natural skepticism and prove to them that it would work.

Find a succinct way to describe your product An osteogenic loading session at OsteoStrong isn’t “exercise” or a gym experience. We had a hard time figuring out how to explain that our brand wasn’t a gym or pill, yet it can deliver several benefits that even a daily routine of hard exercise may not. Our franchisees can go into great detail about the science of osteogenic loading and why it works to increase strength and build stronger bones, but we found it was better to find a simple way to describe the process and benefits to newcomers so they weren’t overwhelmed.

Prepare good answers to the obvious questions Before introducing a new product or idea, you have to be prepared for the questions everyone will ask. Some of the most frequent questions we answer about OsteoStrong are “Why is this different from exercise?” and “My mother is frail and afraid of falls, is this safe for her?” Osteoporosis is a catch-22 illness because people with poor bone health are told to exercise, yet exercise intense enough to

“When you show people a revolutionary product or service, be ready to answer the inevitable questions about why it’s better, why it’s unique, and why it’s worth a try.” actually build bone is likely to cause injury and still won’t build bone fast enough to make much of a difference. OsteoStrong’s solution delivers bone-building benefits to just about anyone without risk of injury. When you show people a revolutionary product or service, be ready to answer the inevitable questions about why it’s better, why it’s unique, and why it’s worth a try.

Expect the evolution to take some time When you have a great product that can change people’s lives beyond anything else that is available, you have to be prepared to give it time for market acceptance. People are often interested in new ideas that might help them live better, but they can get nervous when it comes down to actually trying something new. Deliver information in digestible packages that include both topline and detailed descriptions of what makes your product special and worthwhile. Be available for questions and ready with answers, and let your brand develop at a natural pace.

Offer freebies to prove your point Taking risks on a new product or service category can be intimidating. What if you end up investing in a dud? You can’t please everyone and there’s no way to ensure a happy client every single time, but if you know you have a winning product or service, it’s worth offering a free trial or guarantee to prove you genuinely believe in what you sell. A free trial or guarantee makes it easier to try something new. If you have a truly revolutionary, lifechanging concept, giving away free trials for new clients is one of the best ways to initiate growth and inspire more-wordof-mouth from your soon-to-be happy customers.

Kyle Zagrodzky

Introducing a new product or service to the market is a tall order, but when your product revolutionizes or redefines what people thought was possible, sometimes the challenge to educating the public is equal to the gargantuan size of the brand you plan to build. Leaders are so close to the brand that sometimes it’s easy to forget what it’s like to encounter it for the first time, so continue returning to the newcomer’s perspective to keep messaging clear and strong. Maintain consistency, stay positive, and be patient. If you really have a revolutionary product, you just need time and dedication to make it the next household name. Kyle Zagrodzky is president of OsteoStrong, the health and wellness system that boosts bone and muscle strength in less than 10 minutes a week using scientifically proven osteogenic loading concepts. OsteoStrong introduced a new era in modern fitness and aging prevention two years ago and has since helped thousands of clients between ages eight and 92 improve strength, balance, endurance, and bone density. In 2014, the brand signed commitments with nine regional developers to launch 500 new locations across America.

Franchising USA

ex per t advice

Page 13

ex per t advice

Chris Conner, President, Franchise Marketing Systems

Site Selection Demographic Mapping for New Franchisors

Demographic mapping is a useful tool for understanding the marketplace. You can plan on efficiently and effectively taking your market share or “share of the pie�, when you know your specific marketplace. Demographic mapping for site selection helps you understand the market by

collecting data from various sources, to

Franchising USA

present the business intelligence needed for sound decisions based on geography.

The first step in understanding the marketplace is to grasp the terminology: Market: A place where products are bought and sold, the area of economic activity in which buyers and sellers come together and the forces of supply and demand affect prices. Market Share: The percentage that a company has of the total sales for a particular product or service. Market Size: Can be given in terms of the number of buyers and sellers in

a particular market or in terms of the total exchange of money in the market, generally annually. When given in terms of money, market size is often termed market value, but in a sense distinct from market value of individual products. Market Value: When given in terms of money, market size is often termed market value. Market analysis: Studies the attractiveness and the dynamics of a special market within a special industry. Consumer behavior: The study of individuals, groups, or organizations and the processes they use to select, secure, and dispose of products, services,

“Demographic mapping for site selection helps you understand the market by collecting data from various sources, to present the business intelligence needed for sound decisions based on geography.” experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. It blends elements from psychology, sociology, social anthropology and economics. Trade area: A geographic area within which a business enterprise or center of retail or wholesale distribution draws most of its business. Competitive market analysis: Understanding where your competitors are located and their market share. Why use business mapping: Knowledge is power, business mapping gives you the knowledge to gather market information for different sources like the census, market research and demographic profiling (psychographics). Business data collected from mapping software can be combined with non-geographic data and information (Chamber of Commerce reports, industry reports as example). How to use business mapping for finding your first locations: Finding your first location will be easy. All you have to do is spread out the location in a similarly profiled area. Ideally your second location will be far enough away not to take customers from your first location. (cannibalization). The second location should be close enough to commute on a daily basis, even on an hourly back and forth basis). All of your locations should look like your first location- If it looks similar, then there is a good chance it will be successful: If it looks like a duck, walks like a duck- then it is a duck.

Validation: It’s good to note here that business mapping cannot find a perfect location; it can only validate an available location for rent, lease or sale. It only makes sense to find the perfect location, if you can acquire the location and move in. Commercial realtors are very persuasive, they will use tools to convince you to invest and locate. It’s your job to understand the data presented and if not presented properly, to ask for the correct analysis. For example- a realtor will present a huge trade area to collect demographics- 80% of the numbers are outside of the trade area. What business cannot replace: Mapping cannot replace feet on the street- good site selection techniques- visual inspection, traffic counting, table availability studies, competition analysis; local economy health check (did the local factory employing ½ the city just shut down). What demographic mapping cannot do: Initial mapping cannot find locations. Market sizing software or techniques can determine sizing and suggest numbers of locations and locales. This is highly specialized and very expensive. Demographic mapping “Proves a negative” that is, it proves a place is not worthy of an investment. Demographic mapping relieves the need to put feet on the street to look at an unworthy property. Site selection is very time consuming and expensive. NO is a good answer when it comes to determining if a site is worth “feet on the street”; see validation in the paragraph above. Realtors will present a duck when it is really a platypus- looks

Christopher Conner

like a duck, walks like a duck, but is not a duck. Locate correctly: A failed location can drag down a profitable business. It’s better to measure twice and cut once. Don’t be in a rush to buy or locate a property. Take your time, do your research, talk to the neighborhood, the Chamber of Commerce, the local community development department and the local building inspectors. Expanding locations is easy, just do it properly. Chris Conner is the President of Franchise Marketing Systems. Mr. Conner has spent the last decade in the franchise industry working with several hundred different franchise systems in management, franchise sales and franchise development work. His experience ranges across all fields of franchise expertise with a focus in franchise marketing and franchise sales but includes work in franchise strategic planning, franchise research and franchise operations consulting. Christopher has worked with multiple International franchise and licensed organizations throughout the United States, Middle East, India and Europe. He has an MBA in Finance and Marketing from DePaul University in Chicago and a Bachelors Degree from Miami of Ohio.

Franchising USA

ex per t advice

Page 15

h av e you r say

B r ia n Scu da more


As seen in The Globe and Mail Careers’ Leadership Lab series, where executives and experts share their views and advice about leadership and management. It would have been easy to spend my life as a Rubbish Boy. At 19, I started a junk-removal business called The Rubbish Boys to pay my university tuition. In only a few years, we had 11 employees and were pulling in half a million dollars in revenue a year. The Rubbish Boys were predictable and

Franchising USA

profitable. And it would have been easy to stay the course – but I couldn’t. For many entrepreneurs, the thrill of early success is quickly replaced by the frustration of hitting a ceiling. You’ve cornered a market, or at least part of one, and you’re good at what you do. But you’ve reached a limit in terms of revenue, size and profitability. You know you want to grow, but what’s the next step? Fast-forward 25 years and I’ve got a passionate staff of more than 300, with thousands of people working for franchise partners around the world. In addition to 1-800-GOT-JUNK? (formerly The Rubbish Boys), I’m at the helm of two other brands and ready to launch a fourth. Along the way, I’ve learned important lessons about taking your business to the next level. For entrepreneurs hoping to

scale up, I’d like to share a few tips from the frontlines.

Paint a picture Among the biggest mistakes I made early in my career was thinking too small. I was so reactive to the day-to-day of building a business that I never stopped to look at the horizon. And, like lots of solo entrepreneurs, I was afraid to dream big. That ended one day on the dock of my parent’s home on Bowen Island, outside Vancouver, British Columbia. I’d taken my business as far as it could go and I felt defeated. So I closed my eyes and dreamed what a future could look like. It was an exercise in pure possibility – no nagging voices saying you can’t do this or that won’t work. When I opened my eyes, I had a plan, a ridiculously ambitious one: In five

“For entrepreneurs, dreaming big, hiring the right people and putting systems in place has an added benefit: It creates a positive feedback loop. Each achievement becomes the launching pad for the next.”

Katie Diane Photography

little matter of making it come true. The first step was one of the hardest: I had to fire all 11 of my original employees. Why? I hadn’t surrounded myself with the best people from the start. Some were okay; others were just bad apples. But they weren’t going to cut it.

years, my company would be in the top 30 cities across North America. Some of today’s most recognized and successful entrepreneurs took a similar approach: from a young Mark Zuckerberg (who insisted social media could be a billion-dollar industry) to Steve Jobs who, in 1976, came up with a plan “to put a computer in the hands of everyday people.” I call my visioning process the Painted Picture and use it to this day. It can encompass everything from a brand’s look and feel to crazy, audacious goals that seem impossible. At heart, it’s about dreaming big and not selling yourself short.

Fire fast. Hire slow So now I had a dream. There was just the

LinkedIn CEO Jeff Weiner said it best when he pointed out that the best hires do three things: “dream big,” “get shit done,” and “know how to have fun.” For me to get where I wanted to go, I needed people just as ambitious and inspired as I was. They also had to be individuals I trusted and could connect with – the kind of people I’d invite to a backyard barbecue. For a few lonely months, the business was just me – answering phones, cleaning trucks, hauling the junk. It was exhausting, but worth it. Slowly, I was able to put together the team I needed and 1-800GOT-JUNK? took shape. To this day, even with hundreds of employees, we exercise the same care when hiring to ensure cultural fit. It may require more outlay upfront, but in the long run it’s worth it. And there’s no shortage of data and observations to back that up. The U.S. Department of Labour, for example, estimates that the average cost of a bad hiring decision can equal 30 per cent of the individual’s first-year potential earnings. Meanwhile, Zappos CEO Tony Hsieh insists that bad hires have cost his company $100 million and now pays employees a $2,000 quitting bonus to get duds out the door. Nail the formula, rinse and repeat I’ll be the first to admit it: junk isn’t rocket science. Immaculate trucks, uniformed drivers, catchy branding and serious attention to customer service distinguished us from the pack. We took what was considered a dirty, disreputable business run out of people’s garages and turned it

into a modern, professional operation. For many entrepreneurs, this would be the end of the story: mission accomplished. For us, it was just the beginning. Having found something that worked in one context, we immediately set out to deploy that same formula elsewhere. This mental shift is critical for ambitious business people looking to scale. Franchising – with partners operating in major cities – seemed far and away the best strategy. There was just one problem. Everyone I spoke with said junk removal couldn’t be franchised. There was too much competition. The barrier to entry was too low. Anyone could do it. But we had a secret weapon: systems and processes, for everything from how we ran our call centre to the uniforms that our truck team members wore. These were actually written down, each process compressed to a single side of a page. It sounds boring, I know. It made all the difference. Because we had systems in place, we were able to replicate our success in cities across Canada and the United States. Franchise partners had both a solid foundation to build a business on and plenty of freedom to adapt to local conditions. With time, we expanded to hundreds of locations. For entrepreneurs, dreaming big, hiring the right people and putting systems in place has an added benefit: It creates a positive feedback loop. Each achievement becomes the launching pad for the next. After two decades with 1-800-GOTJUNK?, I realized the structures we’d created could apply to other fields, so we leveraged the infrastructure to launch a moving and painting company. Each new venture brings its own risks and headaches. But, when I look back to my days as a Rubbish Boy, I’d take the joys of scaling, growing and dreaming any day. Follow @Globe_Careers Find all Leadership Lab stories Find Brian Scudamore on Twitter @brianscudamore

Franchising USA

h av e you r say

Page 17

ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

Politics Aside

You are about to enter my favorite year as a business owner, somewhat like an eclipse they only come along about twice a decade. I make huge strides forward in presidential election years as folks are spending big chunks of formerly productive time on watching politicians ramble on. I call these years “Golden Years”. Over the coming months we will be treated to speeches and debate grandstands

Franchising USA

“Focusing on your own dreams and greater goals will have a far bigger impact on your future than will watching soundbites from politicians, their surrogates or the talking heads on TV.” by candidates across the political spectrum running for various offices. The theme will be consistent, common and across party lines. We will be told over and over again how everything around us is dysfunctional and how they will be fixing it. Have you noticed how politicians are like

the evening news, just the bad sounding stuff and delivered with as much drama as they can. It is how television stations sell advertising and it is how politicians get financial contributions and votes. They scare you into needing them. The benefit in not being so young any more is that I can tell you that the sky

hasn’t fallen yet and is not likely to fall here in the coming months. Do we have issues to address in all parts of our economy and society? Yes. But the interesting part is that we always have. We live in an ongoing group project. As most of us go through our daily lives we can only hope that those we elect go on to do what we elected them to do. In the meantime, how does all of this impact the business world and, on the subject I spend a lot of time with, how does it impact the world of franchising?

“For franchise owners that go into a state of worry during an election year the answer many find is to tune out the politicians and focus on their customers.” 2. Map out your goals, determine what you need to accomplish them, assemble those skills or relationships then GO!

• Nearly all franchise owner’s lives go on like any other year.

3. I humbly suggest limiting the minutes of your life sacrificed to election news to 20-30 days before your primary (if you plan to vote in it) and 20-30 days before the election. We live in a high tech society, anything they say now will still be on Youtube or news sites a year from now, it is not going away even if every politician wishes they could take some of what they said back. You can do your homework after they have put their ideas out and said what they have to say.

• For franchise owners that go into a state of worry during an election year the answer many find is to tune out the politicians and focus on their customers.

I promise, you will still be able to pick your favorite politician and vote. Really, it will be fine. So, why do I call it “The Golden Year”?

What this means to anyone looking at franchises right now and for the coming year is that you may have a little less competition for territory. You may have a little easier time getting into a Discovery Day. But there is no suggestion that putting off building towards your dreams will result in a better outcome. It will just be lost time.

The year that some people put off pursuing their dreams is HUGE in terms of long term benefit. Think of it this way, if we look at a 65 year old person and calculate the number of Golden Years they failed to take big steps forward during their working years the total number of lost years is 11. That is 11 years of lost dream pursuit because of an election process!

Franchise companies will still be growing, adding franchisees and taking care of customers. They are geared up with training and support programs ready to take anyone to market at any time. We have not spoken to a single franchise company that expects the opening process of their franchisees to be altered in any way due to the election season.

We could further dive into that opportunity cost by compounding the benefit established in those early years. Actually, don’t do that. It might scare you unless you have found election years to be great personal growth years for you too.

We historically see some interesting trends: • In a Presidential election year franchise candidates sometimes slow their process as they are listening to the politicians argue back and forth and waiting to see how it will all work out.

So, what should your election season game plan be? 1. Focusing on your own dreams and greater goals will have a far bigger impact on your future than will watching soundbites from politicians, their surrogates or the talking heads on TV.

So if we just take the 11 years with no compounding and assume that if you matched what would normally be a good year of growth towards your goals, where would you be today? Now, what if you looked at those years as times of massive change where you took advantage of the public’s distraction and took big leaps forward towards your goals. Where might that maybe get you? For anyone looking at a franchise, this next

George Knauf

year is one of those 11 years where you could make the personal choice to pursue massive change and go after your greater goals. You still have more of those 11 years yet to go so let’s build a foundation and compound benefits created in the Golden years until you retire. Keep in mind that as a franchise owner you own the benefit that you build and you can sell it down the road, so hitting big goals can really pay off. In the coming months you will have two opportunities the first is to sit in front of the TV or computer screen watching the politicians sort out who will be elected. The second is to push that distraction aside and focus on you, your goals and your family’s future. What will your story be? Mr. 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

Franchising USA

ex per t advice

Page 19

ex per t advice

Eliot Burdett, Co-Founder & CEO, Peak Sales Recruiting


to Hire That ‘Lazy’ Millennial Today Here’s why those Millennials you’re overlooking are critical to long-term business growth. If given the choice, many companies shy away from hiring Millennials because

they are believed to be “lazy” and don’t

understand the value of hard work. This stigma is especially troubling for experienced business leaders of today who apparently all got their start sweeping floors before they moved up to the corner office through blood, sweat and tears. To make their case against hiring Millennials stronger, according to Bloomberg, the “selfie” generation is set to inherit $30 trillion from their parents. Did someone say spoiled?

“The belief is these guys are lazy. However, they helped develop Apps that allow people to deposit a bank check from their mobile device.”

Franchising USA

However, avoiding hiring Millennials is actually misguided and will lead to stale business ideas and ultimately failure. With 83 million members, Generation Y now makes up the largest sector of the U.S. population and by 2025 will make up 75% of the workforce. Translation: these techsavvy, narcissistic, social media brats are here to stay and will soon be running the global economy. That is precisely why the business leaders

“Millennials have only ever known how to think global, mobile and social. Hire them and they will infuse your business with energy and mind boggling ideas that would never have occurred to you.” of today that learn to hire and properly manage Millennials will be poised for big things in the future. Those that don’t will lose out to their more forward thinking competitors. CEO of Peak Sales Recruiting Eliot Burdett has seen world-class companies increasingly hire Millennials and offers six reasons to hire that “lazy” Millennial by EOD.


Their Friends Have $1.3 Trillion per Year to Spend

According to the New York Times, Millennials have $1.3 trillion in annual buying power. What better way to infiltrate this market than by hiring one of their own who “gets them.” Reap the benefits of hiring candidates that can speak their language.


Don’t Believe the Negative Hype

The belief is these guys are lazy. However, they helped develop Apps that allow people to deposit a bank check from their mobile device in seconds without driving to the bank, waiting in lines or laboriously filling out forms. If laziness caused this innovation, may they never develop ambition.


They Are Inherently Global, Mobile and Social

The reason Tiger Woods at one point was devouring his competition was because he had innate abilities. His father taught him to hit balls as soon as he could walk, and before that he was even photographed sitting inside a big bucket of balls. Similarly, Millennials have only ever

known how to think global, mobile and social. Hire them and they will infuse your business with energy and mind boggling ideas that would never have occurred to you.


Get Past the Generational Differences

Our grandparents could not understand rock and roll. Our parents could not understand rap music. We don’t understand why kids today don’t play outside. But these young candidates can code, develop apps and algorithms that will change the world. It is time to get over their shortcomings, and get down to 21st century business.


Their Traits Can Absolutely Be Managed

Are they perfect? Far from it. However, the key is to identify their flaws and learn to mitigate them. For example, they are known as the trophy generation because they received positive recognition even when they didn’t win. If they need to improve they will respond better to mentoring than disciplinarian tactics. They are also used to constant stimulation including 24-hour news cycle, food delivery on-demand and the endless possibilities that the Internet and social media afford, so keep them busy with different types of projects. By understanding Millennials weaknesses and tweaking your approach you can maximize their productivity.


The World Is Following Their Lead

We all remember the strange feeling in

Eliot Burdett

the pit of our stomach when mom popped up on Facebook. As little as five years ago older generations scoffed at social media. The rapidly changing way we do business and communicate is led by Millennials and the entire world is following their lead. Get them onboard and they can introduce your business to people from all walks of life. Eliot Burdett is the Co-Founder and CEO of Peak Sales Recruiting, a leading B2B sales recruiting company launched in 2006. Under his direction, the company leads the industry with a success rate 50% higher than the industry average, working with a wide-range of clients including boutique, mid-size and world-class companies including P&G, Gartner, Deloitte, Merck, Western Union and others. Prior to Peak, Eliot spent more than 20 years building and leading companies by recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software) and served as Vice President of Sales for PointShot Wireless. Eliot received his Bachelor’s Degree in Commerce from Carleton University and has been honored as a Top 40 Under 40 Award winner. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast.

Franchising USA

ex per t advice

Page 21

ex per t advice

American Family Care

Provides Unique Business Opportunity Darius and Shideh Kerman had a big scare when their son fell on a frozen lake and hit his head. They rushed him to the ER and it took four hours before he was seen by a doctor. Franchising USA

“Investors and business people want to get into health care because it’s an industry that keeps growing.” - Scott Hoots, Vice President of Franchise Operations for American Family Care.” As parents, they walked away with relief knowing their son would be okay. As business people, they recognized the desperate need for accessible, efficient

and affordable health care. They did their homework and bought an urgent care franchise with American Family Care (AFC), a national urgent care franchise

and the nation’s leading provider of urgent and primary care. “We researched many businesses and when we discovered American Family Care we knew it was the perfect fit for us and the right solution for the healthcare market place in America,” says Darius. American Family Care (AFC) has more than 150 clinics nationwide, of which 60% are franchised. It’s a unique opportunity for business people like the Kermans without a medical background to own an urgent care center. “Investors and business people want to get into health care because it’s an industry that keeps growing,” says Scott Hoots, Vice President of Franchise Operations for American Family Care. “Despite the economy and looming health care changes, people will continue to need quality, affordable care. We are the only franchise that allows a person with no medical background to own an urgent care center.” Plus, Hoots adds American Family Care’s founder and CEO, Doctor Bruce Irwin, is considered ‘the Henry Ford of health care,’ because he pioneered the urgent care concept. “Dr. Irwin’s vision is the future of health care. When you hear him speak and see the vision and passion he has for making quality health care accessible, you can’t help but to be inspired.” The idea for AFC first came to Dr. Irwin while working in the ER as a young doctor. He noticed people with a cough, cold or a broken bone could be treated better and cheaper elsewhere with walk-in medical clinics, no appointment necessary. Dr. Irwin’s idea for walk-in clinics, now called urgent cares, caught on. The Urgent Care Association of America reports 9,000 urgent care facilities operate in the U.S. and they’re growing at a rate of 300 a year. Each clinic sees an average of 359 patients each week and that number will continue to grow with the shortage of primary care doctors, a growing senior population who needs care and the 17. 6 million people who now have insurance under the Affordable Care Act.

“Despite the economy and looming health care changes, people will continue to need quality, affordable care. We are the only franchise that allows a person with no medical background to own an urgent care center.” - Scott Hoots, Vice President of Franchise Operations for American Family Care

The Kermans currently own two franchises in Denver, Colorado with hopes to build more. “We chose Denver because it’s a growing market, very health oriented, and one of the healthiest states in the nation,” says Darius. “We saw a need to help the people of Denver maintain quality health and AFC gives us the blueprint to do just that.” The American Family Care model provides franchisees like the Kermans with the necessary tools to provide a high quality of care, focus on customer retention, without getting overwhelmed by the regulatory aspect of medicine. “The health care industry can be intimidating and opening an urgent care independently can be a daunting task,” says Hoots. “You must hire a medical director, find a location, hire a contractor, research the best medical equipment.” Hoots says the best thing about franchising with American Family Care is that all of this is already worked out for you. “We have established vendors to help you find a site, we have a construction management firm which takes the worry out of design and construction process. And we have negotiated great equipment pricing” says Hoots. American Family Care medical facilities stand out from other urgent care centers by offering a consistent, state of the art treatment across a broad range of services. Doctors diagnose and treat illnesses, traumas and sports injuries, including

minor surgical procedures. Physicians also dispense medication, plus the facility is equipped to x-ray and set broken bones. Pre-employment physicals, drug screening and treatment of work related injuries are also available. Franchisees also get a ton of support. Recruiting physicians can be challenging for franchisees in certain parts of the country. Hoots says AFC provides a simple solution. The company uses recruiting services at a fraction of the market cost. Plus, the company doubled the number of Franchise Business Consultants. Each FBC supports less than 20 franchise owners. “We listen to our franchisees and adjust our support where it is necessary,” says Hoots. Every executive operates an open door policy and encourages franchisees for feedback. Hoots also says it is their job to make sure every franchisee is prepared. “Like every successful franchise system, we have truly worked out a business model that is plug in and play, no matter where you are in the United States.” For the Kermans the plug in and play model is already a proven success. They are nearly half way to reaching their goal of opening 5 AFC urgent care clinics in Denver. “We know this urgent care model is the future. We are invested in providing quality of care and with the support of the AFC team we can make this happen” says Shideh Kerman.

Franchising USA

ex per t advice

Page 23

Don’t miss an issue

Get the App

Page 25

november 2015

Veterans in Franchising


veterans to success

combat veterans stigma or enigma

TheInterfaceFinancialGroup TheInterfaceFinancialGroup TheInterfaceFinancialGroup

The interface financial group

An‘inͲdemand’FinancialService  ‘inͲdemand’FinancialService 


LowCapitalStartͲup wCapitalStartͲup


40+yearͲoldOrganization yearͲoldOrganization


Weworkwithyouoneverytransaction workwithyouoneverytransaction



HomeͲbased meͲbased


Yousetthetimetable(thinkBankers’hours)  usetthetimetable(thinkBankers’hours) 



Nocoldcalling/telemarketing/advertising coldcalling/telemarketing/advertising





R.O.I. TrainingSupport Support ExperienceR.O.I. Training Experience





1-800-387-0860, 1-800-387-0860, ext. 2ext. 2 1-800-387-0860, ext 2 1-800-387-0860, ext. 2  ifg@interfACEFINANCIAL.COM WWW.INTERFACEFINANCIAL.COM

V eterans in F ranchisin g S upplement N ovember 2 0 1 5 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:

Contents Cover Story

News & Expert Advice

28 Link Staffing Systems

30 Veteran & Community Opportunities: Combat Veterans with PTSD

Profile 32 Edible Arrangements 36 Mr. Electric

38 A Conversation with a Veteran Business Owner Darcella K. Craven, Executive Director, Veterans Business Resource Center

Franchisor in Depth 34 Budget Blinds

Franchising USA

V e t er ans in Fr anch ising

C over S tor y - L in k Staffing Syst ems

Family-Owned Staffing Business

Gives Veterans the Link to Success internal staff, our clients and the field staff (workers) we place.”

Franchisee Profile Working closely with franchisees, Bearden and the company’s Franchise Development Manager, Louie Picazo, have seen what it takes to succeed as a business owner in the Link Staffing franchise system. Above all, diplomacy and a desire to take on challenges seem to be the keys to success.

When Bill and Karen Pitts opened a staffing business, little did they know they would inspire a mission for the next generation to help others find success.

Keeping it in the family

The Pitts co-founded Link Staffing Services in 1980 with a single location in Houston, TX. A full service staffing company with a strong focus on the industrial sector, the business has since expanded into 35 franchised locations and 8 company owned across 11 states to help match skilled workers with the right employment opportunities through temporary, temp to hire and direct hire services.

Bearden said she was motivated to join the family business because she saw the opportunities in the staffing industry to help others find their way, whether that’s finding the right employment or becoming a franchise owner.

Franchising USA

The Pitts’ business leadership has since been passed down to their two daughters, Michelle Bearden and Kathryn Mujezinovic, who now manage the day-to-day operations of the business – Bearden as the Vice President of Franchise Operations and Relations, and Mujezinovic as the Vice President of Business Development.

“I joined because of my passion for this industry…Being a leader in the organization affords me the opportunity to make a difference in many lives, ranging from our franchisees and their staff, to our

“We’re in the people business,” explained Picazo. “You can’t shy away from conflict and you need to see challenges as opportunities then take action…We look for people with a resourceful mentality and somebody who enjoys taking the lead in meeting and exceeding our clients expectations.” In addition to strong problem solving and business management acumen, the franchise management team also identified the following characteristics as success markers: • Passionate and driven with a high sense of urgency to succeed/achieve • Resilience/Persistence • Systems driven with discipline and commitment • Customer-centric, people-oriented, and confident • Values driven, respectful and of good moral character • Accountability and responsibility to self and others • A resourceful, quality-minded problem solver

• Cooperative, collaborative and teamoriented

Natural fit for veterans Since most military veterans fit this profile, Link is highly supportive of recruiting veterans. “Veterans make a really good fit for franchisors,” said Bearden. “They have great leadership and structure. We provide a proven system they can easily execute,” To help veterans transition into business ownership, Link Staffing offers veterans a discount on the franchise fee, as well as a comprehensive training and support program.

Franchisee Training and Support After a very thorough discovery process, new franchisees are met with a welcome celebration that marks the beginning of a structured 10-week pre-opening process with an assigned Franchise Support Manager. “Our process is very personal,” explained franchise development manager Louie Picazo. “There is some classroom training, but they don’t just go through a computer and work through modules. It’s all very personal and hands-on.” “Link continues supporting our franchisees from onboarding and on through the opening of their Link franchise and beyond. From our support center, we can assist our franchisees with accounting, credit & collection, HR, risk

“Veterans are an integral part of our business success. They provide the discipline and structure needed to support our objective of quality service.” - Louie Picazo, Franchise Development Manager management, marketing, and systems & networking support. We also assist them with all of our major accounts.”

Protected markets and direct accessibility Link franchisees benefit from protected designated market areas that are large enough to run more than one office, as well as direct accessibility to top levels of leadership within the organization. “We’re there during the Discovery Process, so they’re connected with the top level of the organization from the get-go.” said Bearden.

Locations and territories Link currently runs operations in Washington, California, Colorado, Oklahoma, Indiana, Texas, Louisiana, Virginia, North and South Carolina, and Florida. The company is also actively looking to open new franchise locations in Denver, CO, Phoenix, AZ, Savanah, GA, and Richmond, VA. The company is also open to franchising in any available territory with the right candidate.

On a mission Link already has several veterans seeing success in the franchise system, but the company is actively looking to recruit more qualified vets into business. “Our mission in franchising is to diversify our franchisee profile, and we are focused on bringing in more veterans,” said Picazo. “Veterans are an integral part of our business success. They provide the discipline and structure needed to support our objective of quality service.” Veterans who might not be the right fit for the staffing industry can still turn to Link for support through the company’s veteran recruitment program, LinkCorps, which helps veterans transitioning from active duty find the right employment. “As a company, we’re really committed to making a difference for veterans…Ideally, we would like to bring them on board as franchisees. But even if Link isn’t the right fit, we’d like to help them in any way we can through our staffing resources and support.” To learn more about becoming a Link Staffing Services franchise owner, visit Article by Diana Cikes, Franchising USA

Franchising USA

V e t er ans in Fr anch ising

Page 29

V e t er ans in Fr anch ising

Jim Mingey, Founder & Managing Director, VBS’

Combat Veterans with PTSD: Stigma or a Everyone seems to want to help Combat Veterans who through necessity and sometimes via a stigma are drawn to selfemployment via franchising and small business entrepreneurship. A problem however is there are so many educational efforts, government initiatives with a plethora of different small business service providers and multiple nonprofit mentoring platforms that just to develop a personal strategy to use these resources is a mystery. Some of the national business resource acronyms for Veterans are as follows: ACP, CVE, EBV, SDBC, SBA, CDFI, B2B, PBC, SVA, SCORE, PTAC, WBC, VRE, VIP, VBOC, B2BR, DBED, VSO, CDC, MyVA and TAP. Clearly there’s enough of them to make are anyone’s head spin out of control when looking for solutions. However, where there is need there are usually opportunities for someone too. Is a community development “franchise” driven by Combat Veterans such an opportunity?

Franchising USA

And why Combat Veterans? One can make a case that there’s an opportunity for any community to enhance their economic development plans by partnering with Combat Veterans who can also leverage and accelerate the above mentioned acronyms. Combat Veterans could make the process more consistent by maniacally focusing on “customizing” Veteran small business cases. . So why not encourage Combat Veterans themselves to develop new community methods and share their small business resource strategies with their communities, real time while they progress? Combat Veterans with PTSD may just be the right people to unravel many community enigmas. The problem isn’t that the individual resources aren’t there or that their too complex in and of themselves. The problem is that there is no mechanism for coordination and synchronization, a true system! A number of Combat Veteran Entrepreneurs with PTSD now believe that by helping each other they can solve their own problems and use their own process experience with the available resources to help unravel similar problems in multiple communities. These Veterans have real time experience in how to customize all the acronyms above for a fair

American Corporate US Chamber E-mentor Program EBV Foundation Grant Program VetFran

Boot2Business Network VA VRE Program SBA (7A & VBOC) SBA/DoD Boots to Business State Veteran Loan/ Grant Programs

EBV Universities VBS/VETToCEO Franchise Course SBDC University Systems State Community College System Major State University

and balanced economic development strategy.

EBV Graduates –a new band of combat brothers! Combat veterans are uniquely suited to gain rapport and respect of community leaders who also desperately need fresh efforts to create more prosperity and economic equality. A group of these forward thinking brothers in arms are graduates of the Entrepreneurial Bootcamp for Veterans with Disabilities

(EBV) at Purdue University. EBV is an elite entrepreneurial program which teaches its graduates to use resources effectively. They form unique relationships with serious on-call mentors and leverage resources in a way not typically available to the general veteran population or local communities. To date 1500 EVB graduates have received special training on the “process” of using the acronyms mentioned above. Now fortunately some these combat veterans are intent on

a solution to an Enigma?

e Partners Program SCORE Mentoring National Veteran Business Development Council Patriot Boot Camp SGT. De’Andre B. Wells OEF/OIF Combat Veteran Maryland, USA

TechStars/Local Angels US Veteran Chamber of Commerce EBV Small Business Network Veterans Business Services (SDVOSB) American Group Fitness, LLC

Community Development Corporations CDFI Local VSO Relationships

sharing their knowledge and improving the process for other Veterans. Using a multitier mentoring approach they can move faster in a holistic fashion. An example of a EBV graduate business with community synergy for all of Baltimore is described by it founder, De’Andre Wells below: American Group FitnessAGX, L.L.C. is a new entrance business that lets its customers pursue a fun and efficient cardiovascular workout. We live in a society where we

all are time-poor; we want to get in, get out, know that we’ve worked as hard as we can and that we’re done for the day. Our obstacle course and adaptive training facility’s mission is to provide an alternative to negative addictions by introducing positive physical, mental, and emotional healthy addictions. In a team driven setting, our aim is to create fitness models that will challenge the physical, mental and emotional agility of each client. Obsession, camaraderie,

music, movement, and extreme motivation drive these fitness models. Our team driven model towards “positive addictions” is a legitimate reality in that physical and mental wellness can be attained if we trade our negative addictions (smoking, drinking, food, spending, and drugs) for positive addictions such as running, swimming, obstacle course training, spin classes, etc. Our clients can become creative and uninhibited towards living with boldness. AGX’s goal is to stamp out a new community model that seeks to produce positive addictions through group reliance, group resiliency and group stability. AGX and other EBV graduates like March on Veterans and A Few Good Leaders offer concepts that have common goals such as fighting the stigma of PTSD. Their missions overlap, are sustainable and connect with communities as well. When partnered with communities these elite EBV graduates can get unique support from major corporations, many of which have worthy

community development and diversity goals. These same corporations are yearning for practical and self-supporting solutions that connect with and improve communities. The unique things that Combat Veterans and Community players have in common to solve are diversity issues and sustainability. Most major institutions, especially corporations, are searching for solutions to these same issues. An EBV Service Disabled Veteran Owned Small Businesses (SDVOSB) also offers advantages for communities because the goods and services they deliver provide procurement advantages that can leverage economic development strategies. So maybe these EBV graduates can help others eliminate stigmas like PTSD for Veterans and solve enigmas for themselves and communities as well. We certainly hope they do. For more information contact: James F. Mingey at 202-349-0860

Franchising USA

V e t er ans in Fr anch ising

Page 31

V e t er ans in Fr anch ising

Edible A r ra ng ements ®

First Edible Arrangements Store Opened on Military Base

New Fort Bragg location to serve more than 250,000 soldiers and family members Edible Arrangements today announced the opening of its first franchised store on a United States military base at Fort Bragg in North Carolina. Franchisees Laverna and Martinez Alexander will operate the location, which will serve more than 250,000 soldiers, retirees, family members and civilians. Laverna also owns an Edible Arrangements® store in nearby Spring Lake. The largest Army installation in the world, Fort Bragg is home to almost 10 percent of the Army’s active component forces, including the 82nd Airborne Division. “This is a tremendous opportunity for Edible Arrangements to help the men and women of our military and their families celebrate what is good in life with our fresh, healthy and delicious solutions,” said Edible Arrangements President Robert Price, who was joined by Garrison Command Sergeant Major Yolanda M. Tate and other military officials for a ribbon cutting ceremony to celebrate the opening. “Edible Arrangements has a long history of supporting the members of the military, and we hope this is just the first of many locations to come on military bases around the world.” Edible Arrangements is an active supporter and participant in the International Franchise Association’s VetFran program, which helps veterans

Franchising USA

become business owners after leaving military service. In 2013, the company also launched its Hero’s Welcome™ initiative with the goal of providing job opportunities and career paths for veterans at Edible Arrangements locations nationwide. Edible Arrangements was selected by the Army Air Force Exchange Services (AAFES) as part of its BE FIT health initiative designed to provide healthy food options on military bases.

About Edible Arrangements With more than 1,200 franchise locations open or under development worldwide, Edible Arrangements International, LLC is the world’s largest franchisor of shops offering creatively designed fresh cut fruit arrangements and chocolate Dipped Fruit™ boxes. Edible Arrangements locations also carry the company’s rapidly expanding Edible To Go® line

featuring individual fresh and Dipped Fruit™ pieces, Fruit Truffles®, fruit kabobs, Dipped Fruit™ cones, dipped half bananas, Edible Pops®, fresh fruit salads and parfaits. Selected stores also offer all-natural fresh fruit smoothies and juices and Froyo Fruit Blends™. Since its founding in 1999 in East Haven, Conn., the company has been recognized as an industry leader, ranking first in its category in Entrepreneur magazine’s annual “Franchise 500,” Entrepreneur’s Top 40 of “Fastest Growing Franchises” and “America’s Top Global Franchises” as well as being included for eight consecutive years among the “Inc. 5000” list of the fastest growing privately-held companies. Edible Arrangements fresh fruit arrangements, chocolate Dipped Fruit™, and Edible To Go® treats can be enjoyed at franchise locations worldwide. Gifts can be ordered online at and by phone at 1-877-DO-FRUIT®.

Page 33


V e t er ans in Fr anch ising

B u dg et B linds

budget blinds

helping vetera become entrpren A custom windowcovering franchise, Home Franchise Concepts brand, announced the launch of its “Troops in Transition” program, which provides veterans who have left active duty within the past two years an opportunity to own a franchise with no initial entry fee. Brad Hallock, left, ceo and Co-founder of Budget Blinds, with Walt Byars, franchise owner of Budget Blinds, Byars is the first Veteran to sign up for the Troops in Transition program, which waives the initial $75,000 franchise start-up fee.

June 2015 Class: Tharon & Lear Cook served together US Army

Franchising USA

Veterans selected to participate in the program begin a six-month trial period as a franchisee, where they are required to meet milestones set by the Budget Blinds corporate team. Upon meeting these goals, veterans will be signed as Budget Blinds franchise owner, a news release said. “We launched the Troops in Transition program as a way to further support our country’s heroes in achieving the American dream of independent business ownership,” said Chad Hallock, CEO and co-founder of Budget Blinds. “Post 9/11 veterans have the highest unemployment rate among all veterans, and this program is our way of giving a little something back to them as

ans neurs May 2015 Training: (L-R) Oscar Sassarini US Marine, Melissa & Walt Byars US Navy, Matt Boris US Army & wife Maria, Reynaldo Pinlac US Navy

they’ve selflessly given so much to us.” Walt Byars, 40, originally from the Carolinas, enlisted in the Navy more than 23 years ago and has served aboard the USS Philippine Sea, which completed multiple deployments as part of Operation Enduring Freedom, the USS Halyburton and USS Taylor. While in the Navy, Byars earned his undergraduate degree in computer science and a master’s degree in business administration from Southeastern Louisiana University. His wife, Melissa, and her family, are from Livingston Parish. “It’s always been a dream of mine to own my own business,” said Byars. “We looked and looked, trying to find the right fit for us, the right franchise business. I actually sent a request for information to them, and that’s when they contacted me, telling me about Troops in Transition.” Byars was the first veteran accepted into the program, and since completing his training, three other veterans have signed on. By alleviating the Byars of the $75,000 start-up fee, they launched the in-home consultation and blinds installment business. “We’ve got something like 29 zip codes in our service area, including Baker, Clinton, Jackson, Pride, Slaughter, St. Francisville,

“We launched the Troops in Transition program as a way to further support our country’s heroes in achieving the American dream of independent business ownership.” Zachary, the Pointe Coupee area and beyond,” said Byars. “For now, we’re just trying to get the word out that we’re here and open for business.” To reach their goal of becoming franchise owners, the Byars will work with a mentor, another veteran who is also a franchise owner, to achieve several financial milestones. If all goals are achieved, they’ll become official business owners. One of the milestones is $100,000 in gross sales, but Byars said his personal goal is $125,000 in sales, “just because.” “Honestly, I’m a little nervous. I mean, it seems too good to be true. They’re giving me a business and the money to operate it,” said Byars. “I want to succeed and be the first veteran to do so in this program. It’s such a great opportunity, and we’re very grateful.” Since Zachary is in the heart of their service area, the Byars are looking to relocate from Denham Springs. “We love it here. We have a 12-year-old daughter and have fallen in love with

Zachary, so I think we’re going to move. It seems like such a close-knit community, and that’s what we want,” said Byars. Knowing meeting the financial milestones will be a lot of work, Byars says he’s ready for the challenge. “This business is a lot of referrals and repeat customers, and for now, that’s we’re focusing on. Then we’ll get involved in the community and find ways to give back,” he said. “We’ve worked closely with numerous veteran organizations to refine the details and logistics of this program prior to its launch, and we look forward to its success and the success of our veteran business owners,” said Todd Jackson, COO of Home Franchise Concepts, parent company of Budget Blinds. For more information about this opportunity, please visit http://www. and complete the online form to have a representative contact you about the program.

Franchising USA

V e t er ans in Fr anch ising

Page 35

V e t er ans in Fr anch ising

M r. Electr ic

Navy Veteran

Finds Perfect Fit with Mr.Electric Franchise Mr. Electric franchisee and U.S. Navy veteran Mark Farmer was pleasantly surprised to find a franchise model that perfectly matched his previous skill sets. Farmer joined the U.S. Navy out of high school, following in his father’s footsteps. He spent four years in active duty as an Aviation Electronics Technician, where he spent the majority of his time overseas in Spain. His decision to leave the Navy was heavily based on the fact that he did not want to raise a family in the active duty lifestyle. Having electrical experience from his time in the Navy and the Navy Reserves, Farmer decided to work with his father as an electrical contractor following his layoff in the 90s. In 2008, Farmer started to explore franchise opportunities in the electrical industry, hoping to find a business model that could provide him with the backend support and systems he needed to start a business. Contracting work had proven to be difficult and unsteady. His father-in-law had been a Radio Shack franchisee and the concept of franchising had always intrigued Farmer. He saw it

Franchising USA

as the perfect fit for a military veteran, allowing veterans to follow a set of proven systems and protocols that would guide them to success, much like they were expected to do while in the service. This ability to execute orders from a trusted higher authority was a skill that Farmer felt could be seamlessly translated into the franchising world. His confidence in the franchise system combined with his background in electrical work led him to the Mr. Electric franchise opportunity. While other franchise systems seemed to fall short on the franchisee support side of the business, Mr. Electric offered a full menu and clear-cut systems. Not only was Farmer impressed by the overall business model, but the franchise offered full accounting, public relations, and marketing support along with an excellent training program. The international aspect of the company also validated the quality of its work and success of its franchisees. “It was important to me to belong to a franchise that shared a similar code of values,” said Farmer. “Mr. Electric places

a huge emphasis on customer service, which a crucial component to being

successful and trusted in this industry.” Mr. Electric is a subsidiary of the Dwyer Group, who founded the Veterans

Transition Franchise Initiative, or VetFran

program. As a part of this heavily veteransupportive company, Mr. Electric offers

a Veteran Discount to promote franchise ownership to honorably discharged veterans.

“As a part of this heavily veteran-supportive company, Mr. Electric offers a Veteran Discount to promote franchise ownership to honorably discharged veterans.”


Page 37

You Should Exhibit at Franchise Expo South

United Franchise Group was able to add over 20 franchise owners based solely on our participation in Franchise Expo South 2015. – Ray Titus, CEO, United Franchise Group


You Should Attend Franchise Expo South


Franchising is an established business model that reduces ownership risk.


Only at FES will you meet face-to-face with over 200 possible new business ventures AND over 60 free seminars to show you how to succeed - FROM THE START!


The US franchise business generates over $1 trillion annually - GET YOUR PIECE OF THIS PIE TODAY!



Call Today - 201.881.1666


Or Email -



Sponsored by:

Franchising USA

V e t er ans in Fr anch ising

Darcella K. Craven, Director, Veterans Jim Mingey, FounderExecutive & Managing Director, VBS’Business Resource Center

A Conversation with a Veteran Business Owner:

Making It Through Tough Times Starts At The Beginning When clients seek out advice from the Center about starting a small business oftentimes they do not like the advice we share. The entrepreneurship road is not all sunshine, smiles and puppies. There will be tough times and what you do now in the planning stage can prepare you for the challenges you will face. We wanted to bring you that message from a business owner directly. VBRC Intern Ted Murphy sat down with Veteran Denny Leary of Peak Promotional Products, Inc. to find out how his company made it through the economic downturn.

Franchising USA

“Dream – there’s nothing wrong with it. It’s amazing how many people get criticized for being dreamers. Without the dream, there is nothing. Without a dream you are not going anywhere.” - Veteran Denny Leary of Peak Promotional Products, Inc. Denny Leary, founded Peak Promotional Group in January 2001. Before starting Peak, Leary was a photographer for the St. Louis Blues for over six years, worked for Delta Air Lines for 15 years, and ran his own travel company for 11 years. He is also president of not-for-profit Gateway Warrior Foundation, which has raised thousands of dollars to support wounded servicemen. Leary was drafted into the Vietnam War at age 23, his son served in the Marine Corps, and his father was a

fighter pilot in the Navy. Leary’s Peak Promotional Group offers a wide array of services for clients looking to promote a new product, strengthen their brand, or who just need customized items for a project—whether that be specialized watches, rings, pens, or bronze statues. “When people say what do you do, I say ‘what do you need?’” said Leary. One of Leary’s largest customers is the U.S. military for whom he has made

“The entrepreneurship road is not all sunshine, smiles and puppies. There will be tough times and what you do now in the planning stage can prepare you for the challenges you will face.” millions of brochures, a couple hundred thousand backpacks, and other items such as challenge coins and lapel pins. Other large customers include Scottrade, Lexus, and Honda. In addition to local clients, Leary does business around the country, as far out as California from his small office in Maryland Heights, Missouri. In the more than 14 years that Peak has been in operation, Leary has had to adapt his business strategy to keep the company strong. “We got hammered pretty good in 2008,” said Leary. The Recession hit businesses like Leary’s especially hard. “It’s been a struggle because of the economy. What we sell are the first things that companies cut from their budget— promotional items.” Leary did not want to simply sit and wait for the economy to improve. To fight through the tough economic times, he decided to take advantage of this country’s demographics and develop new services to cater to the growing elderly population. Leary established the Long Term Care Division within Peak to offer products such as pill cards and custom labels for pharmacies. Another challenge for Leary has been competing with larger companies. “We have to be pretty good at what we do or we don’t get the business,” said Leary. In both customer service and quality of the product, Leary seeks to outperform the competition. “We try to exceed the customer’s expectations.” Proximity has helped Leary attract some major local clients, such as Scottrade. Leary recalled one afternoon when Scottrade called Peak to request 300,000 envelopes. Peak had delivered them to Scottrade’s offices by the following morning. “We react incredibly fast,” said Leary. He believes that this expediency is another factor that helps Peak steal business away from out-of-town competition.

Leary has also taken business away from competitors through his bold, sometimes risky, business tactics. For instance, when Cadillac was looking to create promotional collector pins for the company’s centennial celebration, Leary created twenty samples and sent them to Cadillac. His competitors, on the other hand, simply sent Cadillac virtual renderings of their designs. Leary knew that his was a risky strategy. “If we didn’t get the order, I had twenty very expensive samples.” Cadillac liked what they saw and commissioned Peak for the job. “People were shocked that we got the order because we were so small.” It has been this determinism that has guided Leary to success as a business owner. “When people say you can’t do it, I tune them out,” said Leary. “I say to myself, I’ll figure out a way to do it.” Leary believes that positive attitudes such as this are essential to a productive business operation. He stresses the importance of filling the office with employees who will bring positive energy. “You can’t change a bad attitude. Bad attitudes are contagious and you really have to weed them out. I don’t care how smart a person is, I don’t care how much experience they got—a bad attitude will destroy any small company.” Another piece of advice Leary offers aspiring business owners is to conduct an honest and realistic review of your business plan. “You can have all the degrees in the world, but if you do not do your homework, you are not honest with yourself, you are not honest with your banker and have a realistic plan you are going to fail.” Leary credits having this positive, transparent and honest approach to his business from the beginning as the most important thing they had in the company to make it through their challenges. Leary also says continue to dream. “Dream—there’s nothing wrong with

Darcella K. Craven

it,” said Leary. “It’s amazing how many people get criticized for being dreamers. Without the dream, there is nothing. Without a dream you are not going anywhere.” The VBRC and the fourteen other centers like ours across the country are here to assist you dreamers. Reach out to us or visit our site for a center closest to you to help you solidify your dream into a plan so that you can make it a reality. We look forward to being a part of your team. Darcella K Craven has over 20 years of experience in corporate, government, non-profit and military organizations. She is currently the Executive Director of the Veterans Business Resource Center, a non-profit organization dedicated to assisting Honorably Discharged Veterans, National Guard and Reservist and Active Duty personnel and their families with transitioning back into civilian life with starting and expanding businesses. An Army Veteran, she holds a Masters of Arts in Management from Webster University and is currently pursuing her Doctors of Management focusing on impact of military experience on small business decision making. Darcella has been featured in numerous articles for her transition from the military and the welfare system to an accomplished business woman and is actively involved in many civic organizations.

Franchising USA

V e t er ans in Fr anch ising

Page 39

ex per t advice

Scott M. Ratchick, Attorney, Chamberlain Hrdlicka

Are You Negotiating a Franchise Agreement?

Do it in Writing

If you are in the process of negotiating with a franchisor for a new franchise, you will almost certainly encounter the franchisor’s “standard agreement.” Your soonto-be business partner may tell you there is no room for negotiation, but that may also just be a “standard” comment. Franchising USA

Don’t be dissuaded from trying to negotiate for modified terms that are most critical to your business, whether it’s for a new franchise or a renewal. You may be pleasantly surprised. While there are several items on which you should focus, we recommend paying particular attention to the following:

• The defined terms related to royalties and other fees charged by the franchisor; • Personal guarantees from the franchisee’s principals; • Integration or merger provisions that provide only the written terms of the agreement will be binding (so watch out

for any, “Oh, don’t worry about that…” from the franchisor);

• Rights of first refusal and other conditions for sale or assignment of your franchise; and • Franchisor’s right to repurchase your franchise. Most critically, it is important that your negotiations are documented in writing. We represented a group of franchisees in the moving and storage business who joined the franchise system fairly early in the history of the company. As is typical in many businesses, this franchise system evolved and changed over time. The

“Don’t be dissuaded from trying to negotiate for modified terms that are most critical to your business, whether it’s for a new franchise or a renewal. You may be pleasantly surprised.” The franchisees filed a lawsuit seeking to recover the substantial royalties and fees that had been improperly charged. The key to victory was being able to present to the court copies of the written communications (emails, letters, red-lined drafts, etc.) between the parties during the negotiation process that spelled out exactly what the parties had negotiated and what was meant by the revised terms of the franchise agreements. We did not have to rely on the troublesome “he said/ she said” conflict or argue about who was telling the truth. The facts were in writing, written contemporaneously and exchanged by the parties during the negotiations. It became impossible for the franchisor to walk back from the written understandings and agreements. company introduced new programs and emphasized its focus on certain segments of the business that were not priorities at the outset, most notably in this case, the “cross-country moves” segment. Our clients did their due diligence to learn about the business, spoke with existing franchisees to determine what was most important to the operations and what were potentially negotiable terms and spent the time on the front-end negotiating certain terms with the franchisor, such as the definition of “net sales,” to make sure that it was properly protected as the business grew and was not charged royalties on certain revenues. As the business grew, the cross-country moves segment turned out to be very lucrative. But, despite its agreement, the franchisor charged royalties and fees on that revenue. When our clients confronted the chief executive of the franchisor about the charges and the terms on which they had agreed, the senior executive simply told them that the contract both had signed “…doesn’t work for me.”

It also helped that the in-house legal liaison who handled the negotiations and drafted the agreements for the franchisor ultimately testified in support of the franchisees’ understanding of the contract terms. However, if the negotiations and agreed upon terms had not been reflected in writing, the company might have been successful in discrediting its employee, as the defendant in our case tried to do by arguing that she both lacked authority and committed scrivener’s error in drafting the agreement.

their rights because they don’t want to get into a fight against a much bigger franchising company that has greater resources. However, this case shows that you can win these disputes when you have the facts and law on your side. Further, this is a textbook case in how important it is to conduct negotiations in writing. We were able to show exchanges of correspondence between the parties that clearly supported the franchisees’ understanding of what both parties believed and understood they were signing. Finally, there is real value to including a clause in the franchise agreement allowing the prevailing party in litigation to recover fees. Including the prevailing party clause in a contract makes it much easier for a smaller business to stand its ground when it is right. Scott M. Ratchick is an Atlanta-based attorney with Chamberlain, Hrdlicka, White, Williams & Aughtry focusing his practice on complex commercial, franchise and securities litigation and shareholder and business disputes. He may be reached at (404) 588-3434 or by email at

On the question of the parties’ intent, the court determined that the “extrinsic evidence is overwhelming.” The record establishes beyond any dispute that the representatives on both sides who negotiated these franchise agreements and attempted to commit their agreements to writing intended to exclude cross-country revenues from the definition of “net sales.” There are lessons learned and takeaways from the victory. First, sometimes franchisees don’t assert

Scott M. Ratchick

Franchising USA

ex per t advice

Page 41

ex per t advice

Thomas Sikora, Vice President, Omni-Channel Sales for Quad/Graphics Specialty Print Group


‘for Old’Marketing & ‘New’media Success Thomas Sikora

Franchising USA

You know the old adage, “out with the old, in with the new.” What about the phrase, “print is dead”? In today’s ultra-connected, instant gratifying world, marketers are zoned in on digital channels to reach their audience, whether in connection to marketing materials, collateral or instore.

It is hard to deny that just about every consumer activity – from reading books, to purchasing apparel, to grocery shopping – has in many ways moved to digital. But consumers’ true behavior is both online and offline. In order to maximize advertising and marketing investments to effectively reach customers and ultimately meet key performance criteria, it’s time for franchises to rethink the old adage and bridge traditional and emerging channels for marketing success.

Start with a Captivating Canvas An individual’s first impression is made in 100 milliseconds. A printed piece may have better odds, but likely not by much. To really capture consumers’ attention and entice engagement with your brand,

“Support the power of your personalized, variable printed communications with meaningful digital experiences that enhance your customer relationships and drive results.”

start with distinctive printed materials. A captivating canvas is the basis of reaching the eyes and hearts of your audience with a digitally linked message, offer, or call to action. If internal creative capabilities are limited, look for a partner that offers a mix of conceptual design and strategic visioning, and also has the knowledge and experience to manufacture impactful, personalized packages of variable materials on time and on budget.

Create a Gateway to Digital Content The driving force behind some of the most successful multichannel campaigns is the proliferation of mobile. Consider that in 2014, the United States passed the “mobile tipping point.” In other words, the majority of digital media is now consumed on mobile devices as opposed to computers, according to ComScore. While consumers’ lives are playing out on mobile devices more and more every day, the link between digital and print marketing has become easier with the emergence of technologies such as watermarks, Augmented Reality, image recognition and QR codes. Whether in-store on a menu, sign or brochure, or at home on a piece of direct mail or an advertising insert, these tactics give customers a quick, easy way to connect print with a franchisee’s digital content.

Mobile activated media in printed materials easily connects print campaigns to mobile-friendly content and lets consumers instantly access that content through a smartphone camera. You can feature immediate calls to action, prompt a purchase directly from an ad or launch an educational video – all from the printed page. Mobile activated media is essentially the virtual highway between your print and digital message. Whether it is online coupons, surveys, social sharing sites or Web offers, existing or prospective customers will be directed to your franchise’s online material in a snap. When compelling print captures consumers’ attention and then links those shoppers to more detailed information, they are empowered to make smarter buying decisions. One-click buying also simplifies purchasing and subscriber experiences, in turn, increasing response rates.

Achieve Brand Consistency across the Board Whether you are a franchisee operating one location or a dozen, your marketing goals are unique to your business, but they must ultimately satisfy the franchisor’s own marketing and financial goals. Retaining strong brand equity – what it is your customers think, feel or tell others – is critical to success. Reaching your target audience with the right message at the right time in an engaging way is a very important component, but consistent, strategic alignment with your franchisor’s voice and positioning will truly enable you to resonate with your customers and capitalize on the brand and your own efforts now and into the future. One of the keys to success for maintaining strong brand equity is to centralize all branded digital assets. Consolidating multimedia, Internet, print and direct marketing content helps streamline print

production, offline and online distribution, and marketing campaigns. Not only does this help maintain brand consistency, but with the proper technology, it also allows for faster repurposing, reduced cycle times and safer sharing. A system such as QConnect, a secure web-based portal from Quad/Graphics, offers franchises inmarket customization of print campaigns, all available 24/7 for one or multiple users. The franchisor or franchisee can easily upload and store marketing materials or in-store graphics on a company-branded site, also considered a digital storefront. The print materials can be easily customized, ordered, paid for and shipped. Static print combined with a print-ondemand tool generates meaningful, multichannel campaigns that strengthen customer relationships and build brand equity. Taking it one step further, Quad’s distinct distributive print model enables consistent, high-quality production across multiple locations and faster deployment, speed to market, and overall reduced costs. Overall, marketing objectives are achieved, franchisees experience ease of doing business, and franchisors’ expectations of brand alignment are met. Franchisees are responsible for multiple business goals and meeting key performance indicators. In order to increase response rates from your marketing efforts, support the power of your personalized, variable printed communications with meaningful digital experiences that enhance your customer relationships and drive results. Transforming print content into engaging online experiences will generate greater ROI, improve efficiencies, and build a stronger brand. Thomas Sikora is Vice President of Omni-Channel Sales for Quad/Graphics Specialty Print Group. He can be reached at:

Franchising USA

ex per t advice

Page 43

fr anch isee in action

9 Round

It’s been said that whenever a door closes in life, a window opens. And for Mark and Suzi Balk, that window opened up into an unexpected opportunity for business ownership. The couple’s entrepreneurial journey started in 2009, when Mark got laid off from his job in the construction industry. Unsure of his next steps, Mark – a second degree black belt in karate – took on a job as a trainer at a new gym in Greenville, South Carolina. The gym had recently been opened by his karate instructor, Shannon Hudson, who is now the founder and CEO of what has today become the rapidly expanding 9Round franchise.

The 9Round concept Working closely with Hudson and seeing the rapid growth of his business, Mark and his wife, Suzi (also a second degree black belt) soon became interested in the 9Round business concept: a gym specialized in boxing and kickboxing, designed as a ‘9 round’, circuit training workout that changes every day and provides an effective, whole body workout in only 30 minutes.

Finding Success and changing lives in

9Round Style Franchising USA

“The uniqueness of 9Round is that there is no class time,” explained Suzi. “You can start the workout at any time and get a high intensity interval workout in 30 minutes. And there’s always a trainer to teach you, coach you and motivate you… so it’s fast, fun and effective.” Although the Balk’s had never even thought about owning a business before, the 9Round franchise felt like the right fit and the couple was soon empowered by the idea of opening their own location. “As the head of the household, it was tough when Mark lost his job,” said Suzi. “We saw how somebody else had the power to take away his job, and he couldn’t do anything about it. And that’s scary. So we said that if we started our own 9Round

gym, we would finally be in control of our own destiny.” Nine months after Mark started working as a trainer at the gym, the couple opened their own 9Round franchise in Charlotte, North Carolina.

A little encouragement (and competition) goes a long way With no prior experience running a business, the couple’s transition into business ownership was relatively painless due to the training and support they received from Hudson, who mentored and guided them through every stage of the process. “At times it was a little overwhelming because we never were business owners before,” explained Mark. “But it was a pretty smooth running deal because of Shannon’s support. He saw us through everything, from negotiating the lease to decorating the gym. He even drove around with us during those early days, so he was literally with us every step of the way.”

“We’re in the business of helping people. So if you’re looking to help people, be your own boss and make a pretty good living, you’re in the right business.” – Mark Balk Suzi also recalled a moment that set-up some healthy competition amongst the 9Round founder and new business owners. “Shannon was always so encouraging and confident that we would succeed. He once told us, ‘You’re gonna kill it,’ and Mark joked back, ‘We’re coming after you.’” The couple went on to beat Hudson’s sales records in their first year of operation.

Record-breaking sales and fast growth The Balk’s continued to break 9Round sales records for four consecutive years and earned the Franchise of the Year award in 2012 and 2013. After successfully growing the Charlotte market – now the strongest market in the franchise – the couple has recently opened their second gym in Mark and Suzi‘s native town of Buffalo, NY.

The Balk’s are excited to be players in the quickly expanding 9Round franchise, which has grown into a total of 274 gyms in operation across six countries, and over 100 new locations currently in development. “This growth and expansion shows you that people are really excited about this concept,” suggested Mark.

Training and Support Although the couple had a close working relationship with Hudson and were lucky enough to receive hands-on, personal support from the founder and CEO of the franchise, 9Round has since developed a structured, comprehensive franchisee training program. Training is designed as an intensive 4-day training camp held in Greenville, South Carolina, where new owners are flown out for classroom training on running

Franchising USA

fr anch isee in action

Page 45

fr anch isee in action

9 Round

“The networking among owners is such a huge support. 9Round is really like one big family; people are so willing to share and help each other.” – Suzi Balk. the software and managing the franchise system, as well as on-the-mat training in the workout techniques. New franchisees are then put to work in the gym, where they learn about all aspects of operating the facility, from working the front office to staff management. “The training is comprehensive,” said Mark. “You learn how to run the software and manage the franchise system, and then you go into the gym and implement what you’ve learned in the classroom. So you’re in the trenches, immersed in all things 9Round for 4 full days.”

Ongoing support Franchisees also have access to an online training system – referred to as “The Locker Room” – which includes videos, webinars, and other resources designed to provide continued support. An annual 3-day convention is also held in Greenville at no cost to franchisees. The yearly event includes training, guest speakers, and provides opportunities for franchisees to speak to and hear from the franchisor, as well as mingle with other franchisees. “The networking among owners is such a huge support,” stated Suzi. “9Round is really like one big family; people are so willing to share and help each other.”

Bringing home success With two daughters, aged 12 and 15, owning a successful business has allowed the couple to provide a comfortable life for their family and start a college fund for their daughters. The ability to handle some business matters from home also allows for more quality time with family. “I’m able to see my kids off to school every morning, and I’m there when they get home,” explained Suzi. “So running

Franchising USA

the business still lets me be a good mom.”

Driven by passion The couple’s passion for fitness and for helping others take control of their health has also motivated their business success. “Mark and I love what we do. We truly change people’s lives,” explained Suzi. “We have people getting healthy again… they’re getting off of blood pressure medicine, and they’re coming back to us so grateful for the help. It’s very rewarding.” According to the Balk’s, it’s this kind of passion for helping people will go further than any fitness experience in the 9Round franchise system. “You don’t need a fitness background,”

said Suzi. “Almost everyone who walks in the gym has no prior kickboxing experience. It’s our job to teach them. And 9Round will teach you everything you need to know to succeed in this business… As long as you truly love what you do, that’s going to come across and success will follow.” “We’re in the business of helping people,” Mark added. “So if you’re looking to help people, be your own boss and make a pretty good living, you’re in the right business.” For more information on the 9Round franchise, visit fitness-franchises By Diana Cikes, Franchising USA

Page 47

FranchisingFeature spo FOOrts D - PA & fitnesss RT 2

november june 2200 1 5


serving up a new generation of family tradition


Food Industry And Franchising


A Pr EXPERT Franchising USA

Share � slic� of �ur pie. Join the Jo�n�y’s Piz�a House family to�ay!

Find more information at: john�ysph.c�m/franchise-o�p�rtuni��es • (318) �07-1358 • Share with us

Franchising opportunities now available in the following regions: Louisiana, Arkansas, Southeast Texas, and Mississippi.







Franchising U S A THE MAGAZ INE





VOL 04, ISSUE 1,

NOV 2015

$5.95 www.franchisi















(NZ) inc. GST.






Business Franchis

e Australia and New

Zealand 1

Canadian Franchise Magazine

ISSUE 2#3 - 2015

w w w. c a n a d i a n f r a n










food fr anch ising - pa rt 2

what’s new!

HARD ROCK CAFE LAUNCHES NEW VEGETARIAN MENU International Locations Roll Out Limited-Time Meatless Menu Offerings

Hard Rock Cafe has added items in various menu categories to give guests a variety of options. The new selections include innovative menu items, such as the Quinoa Burger; Southwest Spiced Tofu and Black Bean Wrap; and Roasted Root Vegetables and Kale Salad. The new menu items add to Hard Rock Cafe’s robust menu of authentic American cuisine and beverage innovations. The new menu also features nutritious drink options, such as Beetroot, Orange and Ginger; Spinach, Pineapple and Flax Seed; and Pear, Cucumber and Kale.

Hard Rock Cafe is celebrating Vegetarian Awareness Month by introducing brand new limited-time meatless options. On World Vegetarian Day, select Hard Rock Cafe franchise locations worldwide began serving

new vegetarian offerings. More than 25 meatless options were developed, and each location’s menu features a selection of the new items, including vegetarian burgers, wraps, salads and juices.

Hard Rock Cafe’s new vegetarian menu features Hard Rock’s hand-crafted American fare, with a commitment to fresh ingredients and the signature flair that guests can only get at Hard Rock. Contact your local franchise Hard Rock location to find menu information and availability.

GOLDEN CHICK LANDS IN TOP TIER OF GROWTH FOR QSR CHAINS Golden Chick, the Texas-based chicken legend that has prided itself on treating guests like family for the past 48 years, today announced ongoing expansion and momentum numbers that landed the brand in the top tier of growth among all U.S. quick service restaurant chains in 2015. The brand grew more than 10 percent annually in 2013 and 2014. More than 20 new locations in 2015 will lead to 17 percent growth over 2014. “Golden Chick is an established brand with a loyal following, and over the past several years we’ve been working on a careful development strategy to renew our image and introduce new fans to our signature taste. Expansion this significant is rare for any mature quick service restaurant brand, especially in the chicken category, and we’re focused on providing the power, expertise and resources to keep supporting our large-scale expansion initiatives,” said Mark Parmerlee, CEO of Golden Chick. There are more than 30 Golden Chicks in the development pipeline for 2016, and three sizable development agreements should generate 110 new restaurants within the next 10 years.

Franchising USA

DUNKIN’ DONUTS EXPANDS UNIVERSITY PRESENCE BY OPENING NEW LOCATIONS ON-CAMPUS AND IN COLLEGE STADIUMS which previously had a small restaurant on-campus, upgraded to a newer, larger on-campus location that is now a combination unit with Dunkin’ Donuts’ sister brand, Baskin-Robbins. Additionally, a new campus bookstore location opened at the University of Kentucky. Additional universities that opened new Dunkin’ Donuts locations in 2015 include: • Regis College • Montclair State University (second campus location) • Monmouth College • Valencia Community College

With the new school year in full swing, more students will be running on Dunkin’ Donuts, America’s all-day, everyday stop for coffee and baked goods, with the opening of new locations on-campus, in bookstores and in college stadiums. Three Dunkin’ Donuts locations opened at The University of Tennessee’s Neyland Stadium in Knoxville, one of the largest college football stadiums in the country. Liberty University,

“With these openings we now have over 75 restaurants at colleges and universities throughout the country, providing a valuable amenity to millions of students as they embark on a new adventure this fall season,” said Chris Burr, director of non-traditional development, Dunkin’ Brands. “When schools choose to open a second or third location it truly shows the power of our brand, and how it resonates with students, faculty and visitors who can conveniently rely on and enjoy our affordable food and beverages all throughout the day.” To learn more about Dunkin’ Donuts, visit

JUICE IT UP! REPORTS STRONG third QUARTER SALES space,” said Carol DeNembo, Juice It Juice It Up!, a premier raw juice bar Up! vice president. “Our commitment to and hand-crafted smoothie franchise, nutrition and innovation has fueled our announced same-store sales were up success, and we’re looking forward to a seven percent over the previous year’s solid fourth quarter with the introduction third quarter. The company saw an of a special-edition fall smoothie that we uptick in average unit volume and the know our guests will love.” number of stores opened on average was up five percent over last year. These On target to open its 86th location in store model inside a Walmart in suburban Atlanta, GA. financials follow on the heels of Juice It Storebefore the end of the year, Juice It Up! is Up!’s summer brand campaign, one of continuing its pursuit of steady expansion the most successful campaigns in the across the nation, attracting highlybrand’s 20 year history. qualified franchise operators to grow with “As the raw juice and smoothie category continues its rapid growth, our continuous sales increases are a testament to Juice It Up!’s strong position in the competitive

the brand.

To learn more about the benefits of owning a Juice It Up! visit

Franchising USA

food fr anch ising - pa rt 2

Page 51

food fr anch ising - pa rt 2

what’s new!

Pieology Pizzeria Turns Up the Heat in Arizona Pieology Pizzeria, where pizza lovers go to create custom pizzas in endless flavor combinations, has opened in Chandler, Arizona. This is the second Arizona location operated by Pieology franchise partner, Arizona Front Star, and Pieology’s third location in the state. The fastest growing concept in its segment as reported by Technomic, Pieology provides a completely personalized dining experience, allowing guests to create pizzas using unlimited toppings, always for $8 or less. “Our Avondale location has performed well above expectations, and we’re confident our new Chandler guests will love the Pieology experience as well,” said franchise partner, Kris Olson. “The popular customization model combined with our signature crusts and sauces and unbeatable customer service has made Pieology a fast favorite among pizza fans.” A favorite with pizza fans, Pieology has 73 locations across the U.S., with plans to open 110 restaurants by the end of 2015. The Pieology experience starts with fresh house-made dough pressed into 11.5-inch thin pizza crusts. Guests select from eight signature sauces and more than 40 fresh ingredients, pizzas are then stone oven fired in less than three minutes and finished with an optional after-bake “Flavor Blast,” including fiery buffalo, pesto and BBQ.

Tropical Smoothie Café Signs 83 Franchise Agreements in Third Quarter Tropical Smoothie Café, the leading fast casual café concept known for its better-for-you food and smoothies with a tropical twist, announced the signing of 83 franchise agreements during the third quarter of 2015 as the brand continues its aggressive, nationwide expansion. To date, Tropical Smoothie Café has signed more than 160 development agreements, including deals to open its first cafes in California — 10 in Orange County and another 10 in the Greater San Diego area. The first California location will open in early 2016. Tropical Smoothie Café’s year-to-date same-store sales continue to eclipse 11 percent, well above the industry norm, and the company is currently celebrating 15 consecutive months of double-digit comp sale growth.

Franchising USA

This year, the food and smoothie franchise plans to exceed 475 stores nationwide. The brand currently has franchise opportunities across the U.S. in markets such as Houston, Dallas and San Antonio, Texas, as well as Los Angeles and San Francisco, Calif., among others. By 2018, Tropical Smoothie Café plans to have 800 stores open across the U.S.


Teriyaki Madness has launched two new catering services to offer customers of the fast-growing franchise

food continues to grow, the franchise is making it easier for customers to enjoy

Teriyaki Madness wherever they are – at

nationwide a deliciously fresh change of

work, at home or on the run.

pace for office meetings and parties.

Teriyaki Madness offers a signature

As the demand for fresh, fast casual Asian

Teriyaki Bar that includes party trays


with a fresh, delicious spread that’s sure to please everyone – from vegetarians to protein lovers. The bar is fully stocked with everything you need to feed 15-20+ people without a lot of advance planning, individual ordering and hassle. The TMad Teriyaki Bar includes fresh, authentic Pan-Asian flavors and balanced meal choices including its made-fromscratch Teriyaki sauce, your choice of two proteins (6-8 oz. per serving), two bases (grains, noodles), stir-fry veggies and a starter such as edemame, eggrolls, pot stickers or Crab Rangoon. And it comes with everything you need -- chaffing dishes, fuel and serving utensils. Teriyaki Madness also is offering catering services geared to parties and events, with a la carte party trays available for pick up with a selection from its full menu.

open for business,” said Ted Milburn, Director of Franchise Development for Wienerschnitzel. “Nobody should have to live without Wienerschnitzel’s worldfamous chili cheese dogs, so you’re going to be seeing a lot more of us popping up all over the map.” The Visalia location is operated by Tahir Salim, who has multiple locations across southern and central California, and has been a Wienerschnitzel franchisee for more than 16 years. “I’m beyond excited to open our newest location and continue what’s been a very rewarding journey as a Wienerschnitzel franchisee,” said Salim. “With the ongoing support of the leadership team paired with the best corn dogs and chili dogs in town, I’m confident that we’ll be serving the Visalia community for a long time to come!”

Visalia location is officially open for

with Tastee Freez soft serve treats.


“The Visalia community has been

Wienerschnitzel Visalia is located at 1400 E. Noble Ave. and is open Sunday through Thursday from 10 a.m. – 11 p.m. and Friday and Saturday from 10 a.m. – 12 a.m. The restaurant can be reached at (559) 747-2523.

to open, so it’s a real thrill to officially

To view a full menu, visit

Wienerschnitzel, the world’s largest hot dog chain, is proud to announce its

The location serves Wienerschnitzel fan

favorites including the original Chili Dog,

the classic Corn Dog and the brand’s

newest Chili Cheese Fries creations, along

abuzz for a while waiting for our doors

Franchising USA

food fr anch ising - pa rt 2

Page 53

food fr anch ising - pa rt 2

C over S tor y - h o n e y bak ed

B y D i a n a C i ke s, Fr a n c h i s i n g U S A

American Classic Grows Up

serving up a New Generation of Family Tradition When Harry J. Hoenselaar first invented and patented a special spiral-slicing machine nearly six decades ago, he had no idea it would become part of family tradition in homes across the country.

and became known for the spiral-sliced Honey Baked Ham and Turkey Breasts that have become holiday staples at family gatherings.

The HoneyBaked Ham founder was initially focused on selling his machine to local meat suppliers in Detroit, Michigan, but eventually went on to open the first HoneyBaked Ham store in 1957.

Unsurpassed quality across the product line

That single-store family-run business in Detroit has since spread into 400 stores and 200 franchised locations nationwide.

Signature family-oriented products The business developed its mission of “Celebrating life, one meal at a time”

Franchising USA

“I’ve never had anybody say to me ‘What’s HoneyBaked?’” said Mark Demis, national director of development and real estate. “People across the U.S. have fond memories of sitting down with their family during the holidays to enjoy the moist and tender ham and turkey that have come to define our brand.”

It is the high quality standards and homestyle preparation of the core products that made them become traditional, classic foods in American homes. Each ham and turkey is hand-selected for quality, then cured in the founder’s secret proprietary marinade and slow-smoked for several hours over a special mix of hardwood chips. The products are then fire-glazed and sold fresh and ready to serve. The product line has since expanded to

include a variety of other popular options. “The spiral-sliced HoneyBaked Ham is still our hero product,” explained Demis. “But we have a whole line of other high quality products, like our ribs, signature sandwiches, sides and desserts; all of which meet the same high levels of quality as our original core products.”

The evolution of a brand In 1998, HoneyBaked developed its franchising model and expanded into a sit-down café concept, with a full menu of lunch, meal replacement and catering options. This expansion captured new markets that go beyond family tradition, with the business now also serving the every-day needs of people looking to grab some lunch. And the rest, as the saying goes, is history – from a one-shop, family-run business to a full-menu café and restaurant franchise, HoneyBaked has evolved to become part of the American landscape with 200 franchised locations in operation today across the U.S.

“We have a unique product line, offering several streams of revenue that makes us unique and attractive to business owners.” - Mark Demis, National Director of Development and Real Estate

Primed for further expansion HoneyBaked Ham recently consolidated its three regionalized operating divisions – previously based out of Georgia, Michigan and Ohio – with headquarters now centralized in Alpharetta, Ga. As a result of the consolidation, the company has centralized its management, sourcing and operations and is now poised for additional growth. “With consolidation we’ve been able to open markets that weren’t available in the past and are positioned to better support our franchisees with improved marketing and operational support,” explained Demis.

Franchisee profile The company is looking for franchisees with a positive “can-do” attitude that are willing to grow alongside the brand’s expansion. While no restaurant background is required, a willingness to build relationships and interact with the community is needed in order to succeed in the franchising system. Peak months for the business center around the holidays, but franchisees can find success year-round if they are peopleoriented and willing to put in the effort to generate additional revenue streams during non-peak months. “Our top performing franchisees are the ones who are involved in the business day-to-day, are outgoing and willing to promote their business outside of the four walls by getting out and interacting with the community,” said Demis.

Multiple income streams To support franchisees, the business offers multiple channels to generate revenue, including over-the-counter retail sales of food products, a sit-down café, catering services, gift card sales, and alternative channels like Kiosks and holiday market or express stores. “We have a unique product line, offering several streams of revenue that makes us unique and attractive to business owners,” said the national director of franchising and real estate. “I don’t think anybody can compete with what we have; our concept and offerings are unique and the investment range is reasonable in light of what we offer a prospective franchisee.”

Franchisee training and support The company offers comprehensive, two-week training for new franchise owners, both in-store and in a classroom setting, with ongoing training and support also provided through webinars and conferences. Owners also have access to an experienced franchise business consultant in the field and are provided with marketing and communications support, as well as IT support that includes a POS system, inventory control and labor scheduling.

“Our goal is to see continued growth with very few closings, so we provide our franchisees with the support they need to succeed in their business,” said Demis.

The HoneyBaked advantage HoneyBaked locations operate more like a retail store than a restaurant; since food is smoked off-site, there is no grill or fryer to operate. This requires fewer staff than the typical restaurant franchise and leaves owners with more time to focus on their customers and interact with the community, as well as spend more time with their own families. Franchise owners also inherit a strong line of premier quality food products and loyal customers who have grown up with HoneyBaked as a family holiday tradition. The company’s support structure and focus on growth also makes it attractive for people looking to get involved in a business that is positioned for continued expansion and evolution. “We’re now in a growth mode and will be expanding over the next few years,” said Demis. “Our target is to open 20 – 25 new stores next year, so it’s a great time to get on-board.” For more information on becoming a HoneyBaked franchise owner, visit or call 866.968.7424.

Franchising USA

food fr anch ising - pa rt 2

Page 55

food fr anch ising - pa rt 2

Featu re

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



e r u t a Fe

“Bringing in approximately $191 billion in 2013, the fast food industry is evidently profitable…We live a fast paced lifestyle and the take out system is the answer to our immediate needs.”

Franchising USA

When it comes to franchising the obvious heavy weight champions is the fast food industry. Reputably the best known business format, as well as possibly the first recognizable franchise ever created. The big golden arches of the wellknown MacDonald’s embrace landmarks worldwide and is also an international symbol of fast food, as well as a successful business model. McD’s is only one of the very many fast food restaurants that have established a popular branding and successful franchise reputation. Though these well-known eateries are the big guns when it comes to food franchises, it is certainly not limited to fries and burgers, but the most notable.

Fast Food Industry Bringing in approximately $191 billion in 2013, the fast food industry is evidently profitable. With name brands and a taste that is well-established throughout the country, it’s an everyday part of the American culture. We live a fast paced lifestyle and the take out system is the answer to our immediate needs. Everyone is running errands, late for a meeting and have to pick up the kids, fast food helps our society function easily. There are approximately 232, 611 fast food establishments in the United States alone, while a lot of brands have expanded across boarder, created a worldwide presence. Though there is a high start up cost, great things come at a price. Most restaurants come with a set of marketing tools created by professionals with proven results, a brand that is already an everyday part of the American home and experienced professionals available for constant support. A fast food investment almost guarantees success, easily making it money well spent.

77 per cent of the market involves onsite restaurants with drive-thrus, while the rest involve take outs and buffet styled restaurants. Both types are equally as successful as the other, especially if associated with an experienced brand.

Beverage and Drink Industry Every meal is served with a drink and the beverage industry must be mentioned when discussing food. In fact, the beverage industry stretches to many different categories, including retail and restaurant sales and dividing into alcoholic and non-alcoholic drinks. Total annual sales in the beer industry alone was $91.6 billion in 2014, proving the exponential sales of only one type of beverage. Americans consumed 3.2 billion gallons of bottled water last year and soft drinks poured in $60 million dollars worth of annual sales. Needless to say, consumers are parched and it’s paying off. Food and drink are necessities and are therefore available in a variety of different venues, allowing for a constant market and accessibility. For the most part, franchise establishments serving beverages and retail stores selling drinks are not only well-recognized in

Franchising USA

food fr anch ising - pa rt 2

Page 57

food fr anch ising - pa rt 2

Featu re

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

“Living the dream of owning a pub could be easily obtained through a franchise option, with more support and training that opening a small business.”

their own right, but certain beverages alone are branded staples of the American diet. Beverage franchises come in a variety of forms, including restaurants and bars, retail, wholesale. Living the dream of owning a pub for example, could be easily obtained through a franchise option, with more support and training that opening a small business.

Retail When considering the food market, grocery stores and retail venues are vital portions of the franchise industry. Grocery stores in the U.S brought in $594 billion sales last year, which is no surprise since it’s the one industry that is in demand by every American. It’s a vital necessity and grocery stores dominate the food retail industry. There are grocers that specialize in specific foods, health focused selection or wholesale products in large quantities. There are benefits to seeking a retail franchise opportunity in a specific retail. One could invest in a passion or possibly have more creative input in a small business model. A grocery store on the other hand is a part of a chain and can provide more than food, turning over a large profit. As a franchisee, the retail food industry is usually a very safe investment, again with an established and trusted presence and strong customer base, while offering highend brands. It’s a high-paced industry which may allow for a lot of involvement and support from the franchisee.

Wholesale and Distribution Food is shipped and received from all over the world. This industry includes those suppliers, as well as companies that ship, store and prepare food. It’s a very intrinsic process that allows different foods to be accessible to many parts of the world. All other food industries are dependent on the whole sale and distribution of their product in order to remain in business. There is only so much that can be prepared on site, and this type of franchise

Franchising USA

offers many different venues and likely guaranteed success. Any industry that has a highly anticipated dependency insures a customer base, allowing a franchisee comfort and the food industry creates a sense of security in most markets. Wholesale and distribution is a general term that covers a lot of different bases, which allows franchises a huge choice in this field. Though there are a lot of regulations to keep in mind, the franchises are well-experiences and can ensure you follow all necessary protocols, without having to do the leg work yourself. This would provide a constant support system and a lot of help establishing consumers, or an already recognized list of customers. Though attracting and upholding customers would be established from the beginning, this field may take a lot of hard work, dedication and hours as a franchisee. Trade can run into scheduling issues, there may be long business hours and problems with weather. However, the solution is usually put in place before an

issue arises and hiccups in the process runs smoothly for the most part, however a franchisee may find themselves on call a lot of the time. Food is the root of all money when it comes to business. Everyone has to eat and it has to be provided in so many venues because no one ever knows when a craving will occur. The fast food industry dominates the world of franchises, but it’s not the only option for those interested in finding business that appeals to their specific palate. An investment in food is a guaranteed success, no matter what your taste. About the author: After receiving an English Degree, followed by a Journalism Diploma, Gina 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:


food fr anch ising - pa rt 2

Page 59

food fr anch ising - pa rt 2

Melinda Morgan Kartsonis, Founder, Morgan Marketing & Public Relations

How to Promote Your Business:

Advice from a Franchise & Foodservice PR Expert In today’s competitive and crowded business climate, it’s important to stand out from the masses. If you’re willing to go the extra mile, think creatively and make meaningful connections, there are a number of ways to market your franchise and ultimately boost your bottom-line.

“One of the most important elements to generating buzz is creativity. Devote time to brainstorming tactics to reach new audiences and plan to execute a different avenue each month.”


Think outside the store.

One of the most important elements to generating buzz is creativity. Devote time to brainstorming tactics to reach new audiences and plan to execute a different avenue each month. Test out free sampling at a street festival or host a monthly incentive for select professionals (i.e. halfoff service cost for nurses in May). Then track which tactics drive traffic and weave the most successful practices into your store level plan on a regular basis.


Utilize your resources

Most corporate companies work with a public relations team, either internally or through an outside PR firm, but very few franchisees are aware of this and even fewer take advantage of this fantastic resource. Work with your corporate contacts to determine the specific PR assets available to you to optimize the brand’s awareness in your specific market.


Support a cause

Melinda Morgan Kartsonis

Franchising USA

Whenever a business is tied to a charity or local organizations, there are benefits well beyond the philanthropic impact. Find an organization that aligns

with your concept or perhaps one you’re personally passionate about. Whether your franchise partners with a local school program, a sports team or a non-profit organization, there are opportunities to cross-promote your business and there’s a story there as well.


Embrace your community

Providing a sampling of your product or service to surrounding businesses and neighborhoods is not only a friendly gesture but also a great way to drive business. Building a network of brand loyalists starts right where you are and branches out from there. Showing them a sign of good will, such as inviting your neighbors in for a free menu item at your restaurant, will stick with them when it comes time to make a referral. Think about your target demographic and your community’s best communicators such as concierges, hair stylists, teachers, bartenders and others who spend valued face time with your potential customers daily.


Get your social on

If you don’t have an outside or corporate firm already managing your

Page 61



FAST FACTS It was 1965, and Dr. Peter Buck and 17 year old Fred Deluca decided to open their first sub shop. They set their goal for opening 32 in 10 years. Today, the SUBWAY® chain is the number one franchise with more locations in the world than any other quick serve restaurant. The company has set the goal of 100,000 restaurants by 2030.

Establishing your personal goals helps you identify and establish your priorities. Investing in yourself can be rewarding. Investing in yourself makes sense. If you are a capable business person, you will probably do better financially by investing in your own business rather than investing your money with others. And you know the reasons why . . . You will take care of your customers and your employees, so that you can more effectively compete in your local markets. You will watch your own business carefully, set realistic expectations and remember life is a balance. Your motivation will allow you to become an expert by gaining new skills as you watch your business grow.

“Subway's mission to promote a nutritious lifestyle attracted me to own my own Subway restaurant for six wonderful years. Subway is an exceptional franchise that provides an opportunity to any person to become a small business owner. As a Subway franchisee, I love seeing the smiles on every customer's face when they step into my store. I think this is the most rewarding part of owning the store. I am very grateful to Subway for allowing me to be a part of the greatest team in franchising history.” Chirag Patel, Franchisee “I first considered a franchise in Subway about 13 years ago. My dad and I had never owned a business nor had restaurant experience, but decided that we would like to go into business together. Upon researching several different business ideas, we came across the Subway franchise. Subway seemed like a very solid, likeable franchise to get into. We took some time talking to Subway franchisees and our findings were unanimous; they were very pleased with the franchise and the name. We bought our first Subway store 12 years ago and have since added 3 more locations. We have found the whole Subway experience as very positive! We have an extremely supportive development office that helps with store operations, training and marketing. As a hands-on owner/operator, I have found my experiences within the Subway franchise to be very rewarding.” Michelle Sitoski, Franchisee

Michelle and Chirag discovered their strengths with the things they are best at and they built their working lives around those strengths. They invested in themselves. They had purpose. Purpose is a powerful thing. Anyone who accomplishes anything great is driven by a strong belief. When you believe in yourself, you have found strength. Owning your own SUBWAY® store involves getting approved to be a franchisee. The initial franchise fee is $15,000. The total investment can range from $116,600 to $263,150+ (See Franchise Disclosure Document for further details). Store owners should have half of the total investment in cash and finance the other half. Franchisees should not carry a large debt service.

For more information: If you would like to find out more about how the SUBWAY® chain can help you with your investment in yourself, contact  Ralph Piselli, Franchise Sales Manager, N America Email: or call 203.877.4281 x 1312

This is not an offer to sell or solicitation of an offer to buy. Offers are only made in states where we have complied with applicable law and an offer to sell or a solicitation of any offer to buy a franchise shall be made solely by a Franchise disclosure document. All financial information is as shown in Section 19 of the FDD to be disclosed to potential franchisees during the awarding process. *The SUBWAY® franchise has more world-wide locations than any other restaurant in the world. SUBWAY® is a registered trademark of Doctor’s Associates Inc. © 2015 Doctor’s Associates Inc.

Franchising USA

food fr anch ising - pa rt 2

Melinda Morgan Kartsonis, Founder, Morgan Marketing & Public Relations

social media, it is an essential brick in building a brand’s presence in today’s hyper social environment. I recommend selecting at least one social channel that makes sense for your business and carving out time weekly, if not daily, to grow an audience and engage your followers. It offers you a means to connect directly with your customers on a real-time basis, address their concerns, share their praise and more. Social media engagement is yet another platform to tell your business’ story.


Give and you shall receive

A willingness to share gift cards or exclusive offers for local bloggers’ social media giveaways or to deliver goods and services to local radio and TV stations or other media that could potentially cover your business, is another means of promotion. Offering a sample of your product or service familiarizes the local media with your business and gives them something to talk about on their platforms, whether that be a review on their blog or even a live on-air mention. In addition, you can often leverage a local advertising budget for added value editorial and promotional support.

Franchising USA


Champion your employees

It’s important to know your employees and motivate them. Everyone has a story. When you connect with your employees, learn what is important to them and harness this knowledge to rally their excitement. When people work for a brand they believe in, they talk about it. And don’t forget to talk about them! Recognition of your staff creates additional exposure for your brand, but more importantly it encourages and helps retain great employees. Melinda Morgan Kartsonis, APR, Fellow PRSA founded Morgan Marketing & Public Relations in 1991 and has established the award-winning agency as a top industry leader in franchise public relations. Under her leadership, the agency has developed a competitive position with a client roster of nationally-recognized brands including Del Taco, Wienerschnitzel, Pieology Pizzeria, Juice It Up! and Philly’s Best Cheesesteaks. In addition to fostering longstanding client relationships, some more than 20 years, Melinda’s most notable achievements include her induction into the prestigious PRSA

College of Fellows, joining the ranks of only a few hundred PR professionals in the world.

About Morgan Marketing & Public Relations For 25 years, Morgan Marketing & Public Relations has been providing marketing, public relations and event-planning services to a variety of industries including retail, restaurants and hospitality, real estate, food and beverage, and legal. The firm’s dynamic office space in Irvine, Calif., features a state-of-the-art test kitchen, and conference room with multimedia and focus group capabilities. Morgan Marketing & Public Relations is the recipient of the Distinguished Service Award from the Public Relations Society of America, Orange County Chapter which recognizes an organization that best exemplifies the highest standard of public relations practices. For further information please visit the agency’s website at, call (949) 261-2216, or follow on Facebook, Instagram or Twitter.

Page 63

Franchising USA

food fr anch ising - pa rt 2


Long-running franchise still has plenty of opportunities available When it comes to franchises, few have become as famous or as widespread as quick serve sub sandwich restaurant Subway. But even though the restaurant has been around for five decades and seems to be just about everywhere — from the biggest of cities to the smallest of towns — it still holds plenty of potential for the right entrepreneurs.

Those entrepreneurs would be people who have prior business experience, but not necessarily in the restaurant industry, Franchise Sales Manager Ralph Piselli said during a recent interview from the franchise’s headquarters in Milford, CT. “We are seeking franchisees that have business, leadership management and operations experience,” Piselli said. “Food related experience is not required, however, it would be a great asset. We also want franchisees who would be a great strategic partner.” Starting in Bridgeport, CT in 1965 as Pete’s Submarine, the restaurant started franchising in 1974 and now boasts a global reach with more than 44,000 restaurants in 111 countries, including over 30,000 in North America. However, even with that sort of ubiquity, Subway still has room for growth. We have franchise opportunities for both new and existing locations worldwide,” the Franchise Sales manager noted. Subway has more locations than any other quick serve restaurant in the world. This is due, in part, because it offers customers what Piselli described as wholesome and nutritious options along with indulgent options for a great value. And while it offers that to customers, what it offers to franchisees is a comprehensive training program that is split 50/50 between in-store and classroom training, site selection assistance, store design

“We have opportunities for both new and existing locations worldwide.” - Franchise Sales Manager Ralph Piselli. Franchising USA

Regardless of the industry potential franchisees are looking to get into, Subway’s Franchise Sales Manager Ralph Piselli encourages entrepreneurs to ask the following questions while researching franchise opportunities: 1. Is there a demand for the products and services? 2. How is the franchisor organization structured? 3. What is the structure and the history of the relationship between the franchisor and franchisees?

“We are seeking franchisees that have business, leadership management and operations experience. Food related experience is not required, however, it would be a great asset.” - Franchise Sales Manager Ralph Piselli. guidance, consistent help from corporate headquarters that includes a field representative onsite during opening and periodic evaluations. Specifically for veterans, Subway will waive the franchise fee if a veteran opens a shop on a military/government location or reduce the franchise fee by 50 percent if they open one on a non-government location but are receiving government financing for veterans. It’s such a lucrative offer for veterans than Entrepreneur magazine recently recognized the Subway chain as the second most beneficial franchise for veterans of any of the quick service restaurant franchises. As for motivating franchisees, Piselli said, Subway does that through its continued commitment of developing great franchise owners and company employees. Piselli holds a Bachelor’s degree in Business management from the University of new Haven. He’s been with the company for more than 30 years and said he sees

the sandwich franchise continuing to be a leader in the quick serve restaurant industry.

Trailblazing Although the future looks bright for the restaurant franchise, it did receive some bad news recently due to the death of founder Fred DeLuca. Both Piselli and Sydney Griffin were quick to point to DeLuca’s guidance for expanding Subway into the global phenomenon it is today and influencing the way franchising itself is done. “He was a trailblazer in the whole concept of franchises and it was because of his successful experience with franchising that so many franchises followed over the years. DeLuca set goals for expansion and was such a great leader that he inspired the entire Subway team to reach those goals, Piselli recalled. “He knew how to keep us focused and he had a great relationship with the franchisees and the employees throughout the world,” Piselli said.

4. Does the franchisor have the ability to adapt to changes in the market place? 5. Do you think you would have the passion for the business? 6. Will you be 100% committed? He also recommends talking to current franchisees within the organization to get a better overall picture of it. Fred Deluca SUBWAY’s Co- Founder passed away on September 14, 2015. Suzanne Greco, Fred’s sister is currently President of the company. Suzanne has been part of Team Subway since the 1st store opened 50 years ago, and brings a lifetime of Subway experience to this role. For 24 years, she has led the Research and Development Team, directed new product development, product quality and product improvement efforts and spearheaded many important initiatives. The restaurant franchise aims to carry on what he started and use its 50 years of experience in franchising to further expand the brand both within the US and worldwide. Deluca often had to adapt … Now, it is up to employees and Subway franchisees to carry on what the founder started 50 years ago. With rapid expansion and plenty of opportunities still left for entrepreneurs, it seems they will easily be able to continue what DeLuca started.

Franchising USA

food fr anch ising - pa rt 2

Page 65

food fr anch ising - pa rt 2

L it tle Caesa r s

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 – and 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 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 five decades has grown Little Caesars fan base and is a driver of the company’s growth. Little Caesars distinction of being named “Best Value in America”* for the last eight years is proof of its commitment to satisfying those customers by providing

Franchising USA

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 and that are ready when you are – means customers never have to choose. They can have all three. It’s a win across the board.”

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. 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. * “Highest-Rated Chain – Value for the Money” based on a nationwide survey of quick-service restaurant consumers conducted by Sandelman & Associates, 2007- 2014.





Visit or call 800-553-5776 *Based on 2013 U.S. store growth. ©2014 LCE, Inc. 50232

Franchising USA

food fr anch ising - pa rt 1

Page 67

food fr anch ising - pa rt 2

Carol DeNembo, Vice President, Business Development & Marketing, Juice It Up!

How Franchisees can Maximize Community Support Programs

Become a Valued Member of Your Local Community In today’s very noisy marketing landscape, it’s more important than ever for businesses to find ways to interact organically and build meaningful relationships with the public. This doesn’t mean spending the big bucks to plaster your logo everywhere. Today’s consumer is looking for a personal connection with the companies they support. And, the most organic place to start is with your local community.

Franchising USA

Over the past 20 years, as one of the leading raw juice bar and smoothie franchises, we’ve learned how to identify and meet the needs of health-conscious consumers within every community we enter. And, we’ve seen that franchisees who are the most active in their communities, tend to see the highest return. Coincidence? I think not. It’s important to align with organizations that make sense for your brand and be where your guests are. For example, health is important to Juice It Up! customers. Our guests tend to lead healthy lifestyles and seek out wholesome food and drinks to get them through their busy days. Naturally, we lean towards supporting causes and businesses that lend to our mission to help support the active lifestyles of our guests. From sponsoring youth sports teams to creating loyalty programs for local gyms, it’s vital to make sure your local marketing efforts are always on brand. We encourage our franchisees to take advantage of resources in their communities while creating their own opportunities. It’s been proven time and time again that no amount of advertising on its own will build, nor sustain, a business. Local marketing must be done in partnership with exceptional customer service and targeted community programs. More often than not, when you’re a business owner, your livelihood depends on your local community. By doing so, you are guaranteed to become known and supported by community members. Becoming a valued member in your community doesn’t require grandiose gestures or a significant budget. A few of the simplest ways to get involved include: • Join the Chamber of Commerce • Sponsor a local sports team or youth organization • Join a local networking organization • Advertise in the sports’ programs • Support a charitable event • Attend local parades and events • Be part of the community that supports you By becoming involved in the community and being visible at community events,

you create the opportunity to take your product or service to the people; to meet them where they are at. Throughout the year communities play host to numerous events organized by city departments, the chamber of commerce, local schools, sports teams, charities and other associations. Participating in these events not only draws attention to your store or products but also underlines your support and involvement in local community events (something that your competitors may not be doing). It’s also important to have visibility amongst local businesses. Some businesses will host events for their employees such as health fairs and social gatherings. Offering your service (such as a caterer) will not only present an opportunity to generate sales, but will also allow you to network and potentially introduce your brand to individuals who may not be familiar. Some of our franchisees offer gift card discounts to local business that they can then use as employee incentive and rewards. Establishing your business as fundraisingfriendly can allow you to gain new customer accounts, retain customer loyalty and help increase your community engagement. People love to support businesses that give back to their community and help raise funds to support causes that are important to them. We have found that these communityfocused tactics detailed above have created success for each of our franchisees in generating local awareness and brand loyalty. When executed properly, and with enthusiasm, these tactics have proven to significantly contribute to developing and sustaining a customer base in both new and existing markets. Again… coincidence? Definitely not. Guest editorial shared by Carol DeNembo, Vice President, Business Development & Marketing at Juice It Up! Since joining the company in 2006, DeNembo has spearheaded the company’s marketing efforts and leads new business development. Her work has helped to position Juice It Up! as a leader in the booming raw juice bar and smoothie segment while continuing nationwide expansion.

About Juice It Up! Juice It Up!, a leading raw juice bar and hand-crafted smoothie franchise, specializes in delicious and functional fresh-squeezed juices, blended-to-order real fruit smoothies and nutrient-rich options such as Açaí and Pitaya Bowls. Founded in 1995, the Irvine, Californiabased lifestyle brand is focused on providing its guests with a variety of great-tasting, better-for-you food and drink choices designed with personal wellness in mind. With more than 80 locations across California, Arizona, New Mexico, Oregon, and Texas, the company is showcasing newly revamped restaurant designs, a heavier focus on the growing demand for raw juice options and a menu refresh that reflects the brand’s active personality and motto to “Live Life Juiced!.” An established lifestyle brand with unparalleled experience in the raw juice bar industry, Juice It Up! is poised for aggressive expansion throughout the U.S. With an franchise-focused culture, Juice It Up! continues to attract highly-qualified new and existing franchise operators to grow with the brand. Ideal franchisees possess an entrepreneurial spirit, are passionate about living a healthy lifestyle, and have a creative local store marketing mindset. To learn more about the benefits of owning a Juice It Up! straight from current franchisees, watch and visit for additional franchising details.

Carol DeNembo

Franchising USA

food fr anch ising - pa rt 2

Page 69

food fr anch ising - pa rt 2

U Food G r ill

UFood Grill:

Un-fast Food Meets Super Fast Growth 10 restaurants in record time. And the flexibility of those opportunities points to the adaptability of UFood Grill to go where guests want it most. “We’ve experienced an incredible reception for our new restaurant design and menu enhancements,” said Salvatore Rincione, CEO of UFood Grill. “Our Discovery Days with interested investors have resulted in franchise agreements of the highest caliber. And we continue to evaluate franchise prospects who want to join UFood Grill as demand from consumers continues to grow for the delicious and nutritious dining options that are our specialty.”

UFood Grill, the awardwinning fast-casual franchise where “delicious meets nutritious” is embracing a championship pace of growth.

met with healthy interest from investors as demand for UFood Grill hits a stride towards adding 100 restaurant locations over the next four years.

And the attractive franchise incentives being offered by the company have been

With 14 restaurants open, UFood Grill has awarded agreements for another

Franchising USA

Since debuting a new restaurant prototype and an updated menu this summer, UFood Grill has signed a variety of new development agreements that will take the concept to new locations across the U.S. at traditional and non-traditional sites.

That recipe for growth has also earned the company new accolades. Recently named by Franchise Business Review to the Top Up And Coming Food Franchises of 2015, UFood Grill was credited for having ‘what it takes to be a successful brand.’

Launching into Business That success is also attracting quality franchisees, beginning with a 3-unit deal to introduce new locations in the greater Boston market where UFood Grill is headquartered. “Growing right here at home is a huge statement for the UFood Grill network,” said Rincione, who expects the first location to open in early 2016. “We couldn’t have scripted a better expansion

“We’ve experienced an incredible reception for our new restaurant design and menu enhancements.” - Salvatore Rincione, CEO of UFood Grill. plan for our local market. It will help us serve more guests who know and love

UFood Grill, and it will provide touring

opportunities for franchise prospects when visiting our headquarters.”

Adding to that East Coast growth,

UFood Grill is also entering Maryland,

announcing a franchise agreement with

Dr. Stephen Goldberg and his wife Lana to

introduce the restaurant in Howard County in late spring of 2016.

After eating at a UFood Grill location in

The new UFood Grill res

taurant prototype high lights key themes for the brand: SIMPLE, TRENDY, TRU E, RAW, GOOD, NOW and ME

Texas, Goldberg knew he had found the

Back to School

to invest.

with the college scene as well. A new

perfect prescription for a physician’s desire

UFood Grill is embracing smart growth

“I’ve always been interested in franchising

restaurant is already under construction at

the stock market,” Goldberg said. “UFood

of a new dining facility scheduled to open

chance to serve something healthy in my

feature the new look and updated branding

as a way to invest versus guessing with

Liberty University, in Lynchburg, Va. Part

Grill offers an attractive investment and a

in 2016, the UFood Grill location will

community at the same time. I can’t wait to open our doors.”

of the chain, not to mention a menu that fits the active schedules of campus life.

“Adding another university to our roster is a huge achievement for our brand, and validation that more college students, faculty and staff deserve the kind of healthful dining options the UFood Grill menu offers,” said Rincione. “It is all part of our greater national mission to introduce better food, healthier ingredients and total transparency to a growing customer base across the country.”

Franchising USA

food fr anch ising - pa rt 2

Page 71

food fr anch ising - pa rt 2

U Food G r ill

Soaring Across the Country Not to be outdone by that list of big announcements, UFood Grill is expanding its reach with the U.S. Military too. The franchisor will welcome five new locations opening at Air Force bases across the country before the end of the year. The company announced new locations for Dover AFB, in Delaware; Randolph AFB, in San Antonio, Texas; Good Fellow AFB, in San Angelo, Texas; Cannon AFB, in New Mexico; and Minot AFB, in North Dakota. “I take incredible pride in expanding our locations to serve more men and women in the military,” said Rincione. “I know firsthand that they deserve the very best from those they serve and protect.” Rincione was a counter intelligence officer in the U.S. Army and served with the 101st Infantry Division and the 2nd Infantry Division before entering the private sector. Now, as a successful franchise executive,

Franchising USA

“It is all part of our greater national mission to introduce better food, healthier ingredients and total transparency to a growing customer base across the country.” - Salvatore Rincione, CEO of UFood Grill. he looks at his role at UFood Grill as an opportunity to serve in a whole new way. UFood Grill is also a member of VetFran, a program helping U.S. Military veterans locate franchise opportunities and providing veterans a path towards business ownership with training, mentoring and financial assistance. As a member of VetFran, UFood Grill offers a 50 percent discount on its current franchise fee to help veterans own and operate a UFood Grill restaurant.

The Menu Behind it All From traditional locations, to universities and military might, the UFood Grill growth plan is making headlines. However, it is the menu at the heart of the business that is the foundation to this success story.

“While old QSR chains are trying to save their consumer base, shed unfavorable brand identities and catch up, UFood Grill is already in a leadership position to expand what we already do so well,” Rincione said. The UFood Grill menu includes chicken, beef, turkey and veggie burgers, unfries, steak tips, wraps, bowls, salads and paninis prepared fresh using natural and organic ingredients, whole grains, light cheeses, and freshly-made dressings. Meals are low in calories, fat and sodium and are made to order. Nothing is ever fried. Beverages include real fruit smoothies and specialty teas. Created in a better-for-you way, UFood Grill is transforming the industry one healthy meal at a time. For more information visit

Want to stay on top of the latest news and whats happening at the forefront of franchising?


Subscribe to Franchising USA’s newsletter and receive all the latest franchising news delivered straight to your inbox, every week!

To subscribe visit:

ex per t advice

Lynne Shelton Shelton & Power; Co-authored by Raeneice Taltoan & Jonathan Barber, (Shelton & Power associate attorneys)

Lights, Camera, ACTION– What Now?

The 4 R’s, that’s what!

The conference is over and you feel empowered to invest in that franchise that has the potential to change your life. Perhaps you already own a franchise and you want a refresher on what to do. Or maybe you are new to this, see the financial benefits and want to take the right steps. Either way you want to be sure that the momentum does not escape you. Franchising for the first time can be a thrilling experience, especially when you initially decide to take that leap of faith and go for it. At Shelton & Power, we love seeing our clients’ excitement as we guide them through the process of opening up a

Franchising USA

franchise – it’s contagious! However, in the midst of all that anticipation, it can be easy for a new franchisee to overlook some highly important considerations. We will help you walk through a 3-part series to Reflect, Research and then Reach out, to get to your ultimate Reward – business ownership.

REFLECT First, REFLECT on yourself. Are you “ready” to franchise? Are you ready to make the necessary changes in your lifestyle in order to see this franchise succeed? What goals do you have, and how does opening a franchise meet those goals? And do I have the financial wherewithal to do this? Most people are under the false impression

that they have to be a millionaire with extensive formal education and sharp business acumen to open a franchise. They create this idea of what a franchisee looks like. Then, they compare themselves to this imaginary, young, savvy, wealthy entrepreneur, and suddenly they’re not so sure they’re qualified to take franchising on. The truth is that just about anyone can open a franchise. Everyone sees these new start-ups, run by the young college kids, and how wildly successful they seem to be. However, according to the U.S. Small Business Administration, as of 2012, 50.9% of all business owners were age 50 and over. In the same year, only 15.9% of business owners were under age 35. While 78.2% of small business owners were homeowners, only 39% of them had a bachelor’s degree. The bottom line is

“Owning a franchise is not a race. Take the time to reflect, research and reach out to others to ensure that you protect your investment and move towards your dreams.” The following are some steps you can take to organize your thoughts and put them into action. Now that you have reflecting on yourself, and asked yourself the tough questions, next REFLECT on the Expo and on what you have learned from the connections made. Were there a few franchises that caught your eye or did you find the one that you just have to be part of? Take some time to consider what is beyond the potential profit that is attractive. Does the franchise fit your brand? Is the franchise’s brand industry in line with your personal brand? I know, you just want to make money, but buying a franchise is takes tons of time and energy, take time to vision your quality of life and how the franchise fits into it.

that there is no “franchisee” profile. Of course, a successful franchisee will be a driven, hardworking person with a certain mindset. However, there is no precise demographic you have to fit into before opening a franchise. Whether you are financially ready to franchise depends largely on your financial needs and goals. Whether you have enough business savvy to run a franchise depends on whether you have experience or a clear idea of what will be required of you in this venture. And whether you are willing to take the steps necessary to achieve your success. All of these questions should be answered well before you find yourself panicking on opening day. In fact, all of these questions can be easily answered with the help of some key people.

Be sure to consider what is appealing about the franchise. Does the franchise have a similar value system? Ask your selfwhy is that franchise appealing. How does that franchise fit into your life? Will the franchise agreement fit in line with your life plans? When will you retire? When reflecting, take time to be thoughtful and realistic to ensure the franchise industry is a good fit for you.

RESEARCH The second step is to RESEARCH. You will want to first RESEARCH yourself. Opening a franchise is a huge commitment. There’s no skirting around that fact. Nevertheless, some franchises are bigger commitments than others. A franchisee who opens a popular restaurant in the busiest part of town may have a greater time commitment than another who opens an auto shop in the suburbs. The owner of a franchised vitamin shop will have different requirements than the owner of a large hotel. Regardless, there is always a level of commitment required of

Lynne Shelton

the franchisee, and they must be aware of that before they open up for business. That restaurant owner may open his business and hire an experienced restaurant manager to run it for him. The auto shop owner may be the only mechanic in the shop during business hours. The level of commitment in each scenario is directly tied to how much time and effort the owner wants to put into their business venture. This is something you need to establish well before setting up shop. Luckily, most franchisors help determine this fit for you. Some businesses just require more effort on behalf of the owner, and their success may be directly tied to that commitment. Other businesses are structured to essentially operate on their own with minimal oversight, or even ran as an absentee owner. A prospective franchisee needs to consult several individuals to determine whether they’re ready to make this commitment. First off, you should talk to other franchisees and business owners to find out how much time and effort they put into their respective operations. Then, you should talk to your family and consider whether the time is right for such a commitment. What is your business plan? This may seem counterintuitive, as the point of buying a franchise is to use another business owner’s concept and product. However, think about you and your family’s personal business plan. As a franchise owner where do you see yourself in 90 days after you buy the franchise, 1

Franchising USA

ex per t advice

Page 75

ex per t advice

Lynne Shelton Shelton & Power; Co-authored by Raeneice Taltoan & Jonathan Barber, (Shelton & Power associate attorneys)

year after you launch your franchise, or after 5 years of doing business. Which family members will be working in the business? How much money do you have to net each month to make that happen? Planning allows you to set goals and organize your business future. Next, RESEARCH the industry. Take time to RESEARCH and get to know the franchise you are considering. Are there books written about the company or even by the company’s founder? Check out what everyone is saying on social media about the franchise. Take time to seek articles about the consumers and the competition, be informed. Who is your competition? Research the competition in depth. Maybe they are a better option for you to join based upon your goals. Remember, if you know what your competition has on the horizon, you have a better perspective of what you will be up against. Will they launch a new product, do they have plans to grow in your area or are they considering a new media blitz campaign? Prepare yourself to successfully overcome your competition. This does not require you to break out spy gear or to sneak into any offices; this can be done at the comfort of your desk. Explore your competitors website, check

Franchising USA

“Most people are under the false impression that they have to be a millionaire with extensive formal education and sharp business acumen to open a franchise…The truth is that just about anyone can open a franchise.” out social media outlets for the competitor too. The more you know the better off you will be. Be informed! When researching, take time to look at all sides of the franchise business, including the research of who is involved in supporting you within the franchise, to ensure that the business move is right for you. Personality conflicts can kill a business relationship just as quickly as low profits or lacking support. Know the individuals behind the brand and logo.

REACH OUT The last step is to REACH OUT to your experts.First, REACH OUT to your personal experts, your family and friends. Start with your family. Sit down and have a heart to heart on what each family’s member’s goals are that are going to be involved within the franchise. Is it to be home every night? Be a manager? Or have the authority to hire lots of employees? Everyone sees being an owner differently, and that will play into what type of franchises you should be looking at. Also

remember that each spouse can only take the job of one position, there cannot be two final decision-makers. If a husband and wife are both going to be involved in the business, you must decide what lane each of you want to be in, prior to choosing the franchise. If you both like marketing, then choose a franchise industry that will allow for outbound marketing and walk-in marketing type abilities, for an example. REACH OUT to others for their expertise. Feel free to touch base with other franchisees. Learn from those in the business area you are considering. Even take notes from other business owners in other industries. Find out what made them successful and learn from their mistakes. Ask them specifically, a couple of questions: 1) If you could go back to your pre-franchise self, what advice would you give yourself to make being a franchisee a smoother transition? 2) Secondly, and most importantly, ask them If you had it to do over again, would you? But don’t forget the natural follow-up to that question, why or why not? Then listen!


BE BE ONE ONE OF OF THE THE FIRST FIRST TO TO BECOME BECOME A A FRANCHISEE FRANCHISEE & & RECEIVE: RECEIVE: ••• Low Low initial investment an investment for anfor businessbusiness Lowinitial initial investment foraffordable an affordable affordable business ••• Your Your choice of & of locations & a protected territoryterritory with highwith Yourchoice choice of locations locations & aa protected protected territory with high to your potential to grow your business high potential potential to grow grow your business business ••• Proprietary Proprietary sports curriculum and sports curriculum and teaching aids for aids Proprietary sports curriculum and teaching teaching aids for for children aged 12 12 children aged 12 months to 12 to years children aged 12 months months to 12 years years ••• Site Site selection build-out assistance make andand build-out assistance to maketo Siteselection selection and build-out assistance toit easy maketo itit easy to get started. easy to get get started. started.

Call Call us us Today! Today! 212-744-4900 212-744-4900

ex per t advice

Lynne Shelton Shelton & Power; Co-authored by Raeneice Taltoan & Jonathan Barber, (Shelton & Power associate attorneys)

Even if they say, no, listen to the “why” for that no, why they would not do it again. Listening to the reasoning will help you decide if this franchise is for you. For example, if they say, I didn’t know I was going to have to do so much marketing for this franchise. Then you will know to put marketing through your personal filter and if you are not good at marketing then this franchise is not for you as well. Do not necessarily write off the entire industry, just his franchise system. Many franchises within each industry include marketing assistance, and some handle all aspects of marketing for you. However, if you are good at marketing then you can check mark off another item that makes this the right franchise for you. Then reach out to professionals that can assist in your individual franchise’s success. Owning a franchise involves capital, paperwork and time. Be sure to reach out to others who can help increase your bottom line but also assist with protecting you from the risks involved. It is often said that one cannot buy house insurance once the house burns down. Proactively take the time to create the team of experts to help you. There may be some costs involved but you want to protect your house from catching fire. Talk to a business advisor, whether that’s your lawyer, financial planner, or CPA. These advisors can help you evaluate where you’re currently at and the level of impact opening a franchise would have on your finances. While meeting with each of our experts, the lawyer, financial planner, or CPA, you should develop a list of their personal goals as they apply to each of your experts. Do you want to retire by a certain age? Do you want to sell your franchise for a certain amount in a couple of years? Do you want to establish a strong business and leave it to your children? Goals are as unique as business owners. Consider reaching out to a bookkeeper, financial planner or CPA. If you require a certain rate of return on your investment, a financial planner or CPA can run the numbers and see if the prospective business works. Once you open the business you will most likely want a

Franchising USA

bookkeeper so it is great to develop that relationship ahead of time and to ask their advice on accounting systems that they are familiar with, etc. Many franchise systems require that you use a particular program, for example QuickBooks, so you want to ensure that they have that skill set. Next reach out to your franchise attorney, and either a trust or tax attorney. If you want to incorporate a franchise into your estate planning, a lawyer can help you see the big picture with taxes, income, and how your family can be taken care of by the business in case anything were to happen to you. Also reach out to consultants. There are franchise consultants, big groups such as FranNet and independent consultants alike, all across the country that can assist you in selecting the right franchise system. Or possibly you could you use a consultant to help with a successful launch or even to ensure that your franchise is up and operating in business on time? Consider your production team by taking time to think about what you need now. Interview some professionals to ensure that they will be a good fit for your brand. The bottom line is that professionals are necessary at this point. When reaching out to professionals take the time to understand how their business works and if their objectives support your business goals. Not all professionals are a perfect fit for you either. These can be complex issues that most business owners are not familiar with, and it is worth it to reach out to professionals for answers.

Raeneice Taltoan

Jonathan Barber

REWARD Then REWARD yourself. Take the leap, and join the franchise system of your dreams. When you put in the due diligence, time and effort to find the right one; business ownership can be the most successful vehicle used for dream catching.

All of these key factors play a role in deciding whether to open a franchise. This decision is not one to be made lightly, and certainly not one to be made alone. Remember, there’s no “cookie cutter franchisee” that you have to be to open a franchise. If someone is interested in franchising, they should seek out advice from their family, other franchisees, lawyers, and financial planners well before they find themselves at opening day.

Lynne Shelton in a previous life was a franchisor of a large franchise system, and is currently a Senior Partner at Shelton & Power franchise law firm. Shelton & Power Attorneys have 25+ years’ of business consulting, franchise and trademark experience. Our knowledge facilitates an understanding of a large variety of businesses, services and technologies. We help businesses protect their brands through Trademark, Copyright, and Business contractual transactions. These services allow us to “Expand their Brand” through Franchising. For existing Franchisors, we provide full outsourced in house counsel.

Owning a franchise is not a race. Take the time to reflect, research and reach out to others to ensure that you protect your investment and move towards your dreams.

For more information or to schedule a customized consultation for your business you can write to or call (866) 99-FRANCHISE.

Page 79


a lasting impression

creative design solutions

leaving a lasting impression Jejak Graphics is a freelance graphic design business based in Melbourne, Australia working with clients worldwide. With over 18 years experience in the design and print industry specialising in magazine layout and advert design as well as offering a number of other graphic design services and print solutions including: • Advert Design • Corporate stationery • Brochures and flyers • Poster and banner design • Educational manuals • Sports programs • Monthly Newsletters • Product labels and packaging Artwork is tailored to your brand and focused on your message and target audience. No job is too big or small. Contact me today to discuss how Jejak Graphics can make your company or organisation leave ‘a lasting impression’.

P: 03 5977 8804 M: 04222 676 39 E: Franchising USA


T he I nter face Fina ncial G roup

Going Global-Made Eas Everyone knows the world is shrinking and shrinking fast, metaphorically that is. An airline flight of 16 or 18 hours is not unheard of in today’s travel environment. We can literally circumnavigate the globe in a matter of hours. The opportunities for import and export operations have never been greater. We can move vast amounts of goods from one hemisphere to another in container vessels that get larger by the year. Imports and exports have taken on a new level of importance where some countries base their entire economy on the ability to

Franchising USA

export natural resources or manufactured goods, while others rely on importing tourists to boost their economy.

companies that have a product or service

It takes a vast amount of ‘paper’ to move goods and services from one country to another. It usually takes very sophisticated finance procedures to make it all happen in a smooth and timely manner. Importing and exporting are rarely as simple as they may seem and, as such, many companies and would-be international traders are dissuaded from entering the market due to its complexity.

the market?

Naturally if your company is a multinational conglomerate, you have no problems in importing or exporting products as you probably do that every day. But what of the smaller medium-sized

that could easily find market acceptance in another country - how do they break into In many cases they don’t - opting to stay home and operate only on a domestic basis, believing that the complexity of selling aboard is beyond their

reach. Governments often encourage

businesses to export more and enter the

international marketplace. However when those companies take that route, they

often find if fraught with red-tape and insurmountable rules and regulations.

It should be noted that there are, in many

countries, government agencies dedicated to promoting exports and also offering

“Interface brings to the business world not only an opportunity to speed up cash flow on a domestic basis, but also on an international level.” The Interface Financial Group has been in business for over 43 years, providing a very specific service to growing companies that need to accelerate their cash flow. Interface acts as an invoice discounter. Their clients make and sell products or services to their customers, and invoice those sales in the normal manner. Then the waiting game starts. When will they get paid? It used be that invoices tendered on Net 30-day terms were usually paid within the 30-day grace period. Unfortunately for suppliers, those days seem to have gone forever. Suppliers of goods and services may wait from 30 to 90+ days to receive payment from their customers. If you have a business that is growing rapidly, that can be a crippling wait, and many a business has suffered considerable damage due to slow receivables.

sy constructive help and often finance to open up new foreign markets. But what if you just don’t qualify for a government assistance program? Importing and exporting definitely require reasonable resources of a financial nature to allow any exporter or importer to break into the market. The opportunity to access conventional funding for Letters of Credit has also been reduced with banks - the main suppliers of such funding - all tending to err on the side of caution and withdraw from the SME funding marketplace. Entrepreneurs are, therefore, left with a limited number of specialists in the foreign area that have the experience and expertise in this market.

Interface effectively and quickly takes the waiting out of the sales equation. They buy selected current invoices at a small discount, and this creates an immediate cash flow for their clients - no more waiting. As the transaction is a buy/ sell approach rather than a loan, there is nothing for the client to have to repay, and it is off-balance sheet funding.

is the fact that their delivery method is also unique. They operate through a franchise network - so when there is a need to carry out due diligence to get a transaction moving, they immediately have a local presence to speed the process on a personal hands-on basis. This all translates into a superior service approach and financing opportunity for their business clients. It also translates into a superior franchise opportunity for individuals that want to explore self-employment and entrepreneurship in the ‘white-collar’ business–to-business marketplace. As the world shrinks, The Interface Financial Group expands. David T. Banfield

How does this all fit with the import/ export scene? The Interface Financial Group offers their service in 9 different countries and, as such, they are able to take invoices created by one of their clients in one country that are due from customers of their client in a separate country where Interface operates, and effectively treat that as a domestic discounted sale - no extensive paperwork needed, and a very speedy cash flows from one country to another. Interface brings to the business world not only an opportunity to speed up cash flow on a domestic basis, but also on an international level. One of the great advantages of the Interface approach

David T. Banfield

Franchising USA


Page 81

ex per t advice

Matthew Jonas, President, TopFire Media

Ways Franchisees Distinguish Thems Online

There are many franchisees that rely heavily on their franchisors to bolster their local marketing efforts. In those cases, the online presence of the franchisee’s location can often be hidden behind the franchisor’s own corporate marketing efforts.

Whether for an established franchisee with years in business, or a start-up franchisee just getting operations underway, it doesn’t matter; without a robust online presence, franchise owners could potentially be missing out on numerous opportunities in attracting new clientele, retaining old

Franchising USA

customers, and creating better brand awareness.

You know your customers and you know your market, so look for opportunities to bring a local voice to the brand. To assist you, here is something that you, as a franchisee, should keep in mind: it doesn’t pay to leave your local marketing just up to the franchisor. In fact, you may be legally required to conduct a minimum amount of local marketing to grow your business. Don’t rest on the laurels of your franchisor: get ready to put your gloves on and make your local business shine online.

Here are 5 ways to boost online presence for your franchise business.


Build a lead generating website

Franchisees need to be able to compete in the digital space among larger players.

One way of doing that is by developing an effective website, built to convert online and mobile visitors into legitimate leads. Questions to ask yourself when building this website are: Does it match the look and feel of the franchise brand? Does it accurately represent the company? (Your franchisor should be able to provide guidance on these first two questions). Is it easy to navigate? Does it appeal to the consumer? And, are there any specific calls to action on the website? Are the website’s forms long and cumbersome, or short and sweet?


Drive people to the website

Before you have visitors fill out a form, you need a strategy to get the audience to your website. There are several ways to do this, but perhaps the most obvious way is SEO (search engine optimization). Your SEO has to be done properly, following best practices and avoiding trickery, so that Google, for

“Don’t rest on the laurels of your franchisor: get ready to put your gloves on and make your local business shine online.”


Build and Maintain a Good Reputation

s Can selves example, doesn’t penalize you. Creating new content, adding keywords on your website, and having guest bloggers and reporters add links back to your website are some of the many things that can be done to improve your SEO.


Social Media

Social media is said to be the new face of marketing. It is where more and more people are leaning to obtain information about brands and technologies and engage in discussions about what is happening in their lives. Social media platforms like Google+, Facebook, Twitter, Pinterest and Instagram are great vehicles that allow franchisees to stay connected with customers. Sharing special deals, releasing exclusive news about a product or service, and engaging in conversations with customers are sure-fire ways to keep people interested. And, to take things a step further, you can use social media to run contests, place ads, and more.

Online review sites such as Google+ Local, Angie’s List and Yelp are great places to find out what customers think of your business. Pay very careful attention to what consumers are saying. A stellar rating is great, of course, but you have to be equally prepared for negative reviews, and be able to do effective damage control should the situation arise. Not only can online reviews determine the future of your business, they can even influence the purchase decision of a prospective franchisee – meaning broader ramifications for the franchise system as a whole, well beyond the walls of your local business.


Publicize the brand

Whether you hire an agency or do it yourself, be sure to spread the word about your business. Who you are, what you do and, most importantly, what makes you stand out from your competitors is important information to convey to the public about your company. Press releases distributed on frequent bases and secured media coverage can live both in print and online, and can greatly benefit a franchisee’s brand presence. Press coverage not only attracts the notice of search engines, helping improve your SEO ranking, but it also builds brand credibility. Plus, it can open doors to help your franchise business bring in new customers and, again, on a broader scale for the franchise system as a whole, can create brand “buzz. Don’t think that just because you are a local franchisee you can’t have your own presence online; there are, of course, certain parameters that must be met, based on the terms of your franchise agreement, as to how much flexibility and freedom you have to do your own local marketing efforts, how much you should

Matthew Jonas

be spending on local marketing, and what kinds of prior approvals you need from the franchisor for your efforts. But, following these five tips can be a good way to build your business’ brand power and increase brand awareness for your local company. And, it can have a ripple effect that can ultimately help the entire franchise network in the long run. Matthew Jonas is the President of TopFire Media, an award winning integrated public relations and digital marketing agency specializing in franchise marketing and consumer branding. Together with the leaders of iFranchise Group and Franchise Dynamics, Matthew established TopFire Media to provide a strategic and synchronized method for digital marketing in the franchise industry. As a digital marketing strategist with over a decade of in-depth experience in SEO & PPC, social media publishing, conversion based marketing, inbound marketing, sales management, and online lead generation, Matthew has built a career dedicated to delivering an integrated marketing approach that achieves client success and long-term relationships.

Franchising USA

ex per t advice

Page 83

fr anch ise & services di r ecto ry

franchising usa

Choose a 12 or 6 month package or simply

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

add the A-Z directory onto your Focus, Profile

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

7-Eleven Franchising with the world’s #1 convenience store is easier than you think.

To learn about the A-Z directory or any other products please contact Kimberly Kutnick: or 847-607-8407.

Been looking for. Your earning potential is as big as you want to make it. We offer a gross profit split, which means your success is as important to us as it is to you.

It also might be the smartest business move you’ve ever made.

It’s turnkey – we provide the store, land and equipment. Start-up is fast (3-6 months). You get extensive training and support from 7-Eleven pros.

As a 7-Eleven Franchisee, you’ll be partnering with a brand known and loved around the world. We’re consistently ranked as a top-five franchisor with more than 54,200 stores worldwide.

Our field consultants and operations teams offer a wealth of support and information. Leveraged vendor relationships mean national buying power.

World-famous brand. World-class opportunity. Take a second and learn why franchising with 7-Eleven could be the career changer you’ve

9Round 9Round is a 30 minute circuit training workout that incorporates boxing, kickboxing, dumb bells, kettle bells, jump ropes, and a whole lot more.

Phone: 1-800-782-0711 Fax: 972-828-5017 Website: Email:

chance of getting bored. The best part is there is a trainer included each and every time to motivate and encourage. With over 200 locations open in 38 states and five countries, 9Round will be coming to your community soon.

This program solves the four problems in the fitness industry. There are no scheduled class times - a client can work out at any time; each session is only 30 minutes and is full body.

Franchise opportunities are available worldwide.

The workouts change daily so there is no


Apex Fun Run

The concept is simple, Apex Fun Run collaborates with school PTO/As and faculty, and produces a meaningful and “hassle-free” school fun run that is financially successful and builds leadership and fitness values in the students who participate.

This unique franchise is experiencing at a nearly rocket-propelled growth since their inception in 2011—with over 56 franchisees in 16 states this company is reshaping the school fundraiser model. Gone are the days of hawking cookie dough and wrapping paper—Apex Fun Run earns on average $23,000 per school per Fun Run event held.

Phone: 864-962-4601 or email: jeff.

For more information, contact Jeremy Barnhart: Email: Phone: 480-347-0243 Website:

Beef Jerky Outlet

• Freedom from major contracts

With 1000% growth over the past 20 months The Beef Jerky Outlet franchise system is simple in comparison to other popular retail franchise concepts. We offer an easyto-follow business model with little or no competition in the specialized market of beef jerky sales.

• Personalized interaction with the hands-on owners of the overall outlet franchise

The Beef Jerky Outlet franchisees enjoy: • High quality product with extended shelf life • Low outlet franchise operating costs • Inventory that sells quickly, offering no need for warehouse storage • A business with only a small amount of payroll and other general retail paperwork

Franchising USA

or Ad!

• Contact with one centralized, knowledgeable product team

• Continuous, ongoing support • Higher than average sales per transaction Many of our best retail franchise opportunities are now available and we are searching for qualified individuals to become part of our growing, dynamic jerky franchise team. Please visit and fill out the request for more information form.

Big O Tires® BIG O Is Your BIG Opportunity. With more than 50 years in the tire and automotive maintenance industry, Big O Tires® is proud to be a worldclass leader. As we continue to thrive in an ever-expanding market, we invite you to be a part of the exciting opportunities as a member of the Big O Tires® family. Big O Tires® is proud to be one of the most progressive tire and automotive service franchises in the nation. When you join our family, we supply you with a powerful set of tools to help bring your business to the front of the pack: This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

Bin There Dump That Bin There Dump That is a mini disposal container system and we’re FRANCHISING IN YOUR AREA! This is a franchise business that can be up and running quickly. We invite you to imagine yourself operating your own successful mini disposal business, providing cost effective solutions to customers who appreciate your service. The time is right for Bin There Dump That. We are a low-tech business whose systems are recognizable and repeatable. We offer services that are systematic. The process is easy to teach and easy to learn. In no time you will be answering customer’s requests for bins and building a strong, robust client base. Come and get your piece of this SIMPLE TO OPERATE business that has a reasonable entry cost, offers exclusive

Boulder designs If you are looking to own your own business, or add a new product line to your existing business; then Border Magic® may be what you’re looking for. Border Magic® provides durable continuous concrete landscape edging, walkways, and decorative stepping stones that have the look and feel of real brick or stone. If you are looking for a rewarding career, Border Magic® may be what you’re looking for. Boulder Designs is a simple system with low entry cost and minimal inventory requirements. Our signage can turn any business, park, memorial, or

Cardinale Enterprises Cardinale Enterprises is a leading real estate investment and development company that has built a solid reputation in the New York and New Jersey commercial real estate marketplace. For more than 25 years, our company has

Clayton Kendall Clayton Kendall provides a simple, easy to use e-store platform that connects your franchisees to Clayton Kendall’s integrated front-to-back inventory management system allowing for the creation, production, fulfillment, distribution and shipping of all your marketing and sales materials (uniforms, signage, branded merchandise) to be controlled with a

• Leading name-brand recognition. • Experienced franchise system. • Competitive marketing strategies. • Dynamic and perpetuating consumer engagement • Comprehensive start-up training. • Sales guidance from a network of retail experts. • Multiple warehouses stocked to meet inventory demands. • National and regional meetings/conventions. • Access to exclusive marketing resources. • On-site visits and strong support from Franchise Business Consultants. Contact us today!

territories, full training, marketing materials, lead programs and offers you over 100 years of experienced franchisor support! Enjoy the benefits of non-competitive relationships with other Bin There Dump That dealer/owners across North America. Share in a pool of knowledge that will assist you in maintaining competitive market advantages. Learn key success factors from the pioneers of the mini roll off container systems. Create an organization designed to maximize productivity while controlling costs. Contact: John Ferracuti Phone: 905-823-8550 Email: Website:

subdivision into a landmark. In addition, the flexibility of Boulder Designs allows you to transition from your job into business ownership gradually as you do not need employees or a store front to start off like other opportunities. If you are looking for a rewarding business, or developing a niche market, Boulder Designs® may be what you’re looking for. Contact: Butch Mogavero Phone: 844-247-2632 or Email: Website:

established a track record of excellence by developing, marketing, managing and investing in retail properties and mixed-use developments throughout the Northeast. Phone: 732-747-7846 or Email: You can also visit our website:

simple click of a mouse. Clayton Kendall is the single source marketing solution for national franchises such as Massage Envy, Orange Theory Fitness, European Wax Center, and Blaze Pizza. Contact: Dan Broudy, CEO Email: Phone: 412-798-7120 (1-888-799-4757) Website:

Franchising USA

fr anch ise & services di r ecto ry

Page 85

fr anch ise & services di r ecto ry

Coverall® Founded in 1985, Coverall offers motivated entrepreneurs the right to independently own and operate commercial cleaning franchised businesses using the Coverall® brand and system. In 2008, the company launched its Coverall HealthBased Cleaning System® Program with an emphasis on helping to improve the cleanliness, health and wellness of facilities. This unique Program combines environmentally friendly and innovative cleaning technologies and tools, hospital-grade disinfectants, professional training programs, customer support and

Discovery Point With almost 50 locations throughout the Southeast, Discovery Point Child Development Centers® provides safe, educational and nurturing environments for growing children. Discovery Point embraces a three A’s approach – Attention, Affection and Approval – and partners with Teaching Strategies in using the nationally recognized early childhood education program, Creative Curriculum System® for Preschool. Since opening its first location in an Atlanta suburb in 1988, Discovery Point has been a leader in

Dr. smart phones Dr. Smart Phones is a recognized leader in the electronics repair industry. With over 60 new licenses sold in the past 6 months, Dr. Smart Phones is poised as in industry disrupter offer a lifetime parts warranty to all customers. We are nationally known to many phone

FRANFUND FranFund provides a comprehensive set of funding solutions for your new or expanding business including business loans, securities backed financing and our proven capitalization solution, the FranPlan™. The FranPlan™ allows you to use an existing retirement account to fund your new business debt, tax and penalty free.

Fresh To Order (f2o) Founded in 2006, Fresh To Order (f2o) combines the quality of food found in finer casual dining with the operating platform and price point of fast casual. With a mission to serve “Incredible Food in under 10 minutes for around $10”, we offer a menu of recognizable favorites with a flavorful twist, such as chef-inspired entrees, Panini sandwiches, soups and Perfect Bite Salads©.

Franchising USA

communication, and a passion for healthy cleaning to do one thing – remove the maximum amount of dirt and germs as efficiently as possible. Today, the Coverall® Program, implemented by independently owned and operated Franchised Businesses, is the first choice of offices, medical offices and healthcare facilities, ambulatory surgery centers, schools, daycares, retail businesses, restaurants, manufacturing plants, auto dealerships, religious centers, fitness centers and other businesses This offering is made by prospectus only. See Franchise Disclosure Document for details. Website:

childhood enrichment and care, expanding beyond its Georgia roots into Florida, North Carolina and Tennessee with plans under way to reach new markets nationwide. Discovery Point Child Development Centers® was recognized by Entrepreneur Magazine in its “Franchise 500” and ranked #22 on its “Red-Hot Franchise” list for 2013. More information about Discovery Point and Discovery Point franchise opportunities is available by calling (800) 418-3990 or visiting or

insurance agencies and have quickly become an authorize retail repair center which is now offered to all our franchisees. Contact: Ken Rich Email: Phone: 972.548.7905 Website:

Our team of funding experts are here to work with you to create a customized capitalization solution for your specific situation, including obtain a pre-qualification so that you can conduct your franchise investigation with confidence. Phone: 817-730-4500 Fax: 817-546-1291 Website: Email: Contact:

Combine Fresh to Order’s focus on healthier, flavorful menu choices with its open-kitchen set-up and commitment to great guest service, and you have an experience like nothing else in the category. Contact: Franchise Development Phone: (888) 877-6188 Website: Email: Please complete Inquiry form on website

GameTruck Founded in 2006, GameTruck is the first and most recognized mobile gaming and entertainment franchise in the United States. GameTruck today has 70+ franchise locations throughout United States, servicing 35 states. Taking advantage of the massive video game industry, GameTruck brings a one of a kind experience right to

service to customers and franchise owners alike. During that time GameTruck has been recognized in’s Franchise 500 list and also their top home based and new franchise lists. GameTruck’s mission is to Deliver Excitement to its customers and franchisees. Reach out today to learn more about franchising with GameTruck! Contact: Ryan, Sr. Franchise Development Manager

customers’ doorsteps. Due to this demand, GameTruck has experience 6 consecutive years of growth and continues to offer best in class

Phone: 480-303-7212 Email: Website:

The HoneyBaked Ham Company & Cafe

concept, supplementing its core products with a full menu of lunch, meal replacement and catering options created with the same high standards that the company was built on. HoneyBaked has become a tradition for families nationwide, who can now shop at more than 400 locations across the U.S.

At HoneyBaked our mission is “Celebrating life, one meal at a time.” Founded in Detroit in 1957, we are a premium food retailer and family-oriented concept known for serving the most flavorful, moist and tender Honey Baked Ham® and Turkey Breasts you’ll find anywhere, as well as a host of other fully cooked entrees, side items and desserts. Starting in 1998, HoneyBaked expanded to a café

honkamp krueger Honkamp Krueger & Co., P.C. is a Top 100 CPA and business consulting firm and the eight-fastestgrowing CPA firm in the U.S. (Accounting Today, 2015) 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.

Huntington Learning Center Huntington Learning Center is the #1 revenue producing tutoring franchise, with an average earning of 61% more revenue than our closest competitor. Huntington was founded in 1977, began franchising in 1985 and has grown to be one of the most established and well-respected brands in education. Today, Huntington operates nearly 300 centers in 38 states from coast to coast as a recognized pioneer and leader in the tutoring industry, providing quality instruction to tens of thousands of students through our national network of franchised and company-

International Franchise Professionals Group

Contact: Mark Demis, Director of Development and Real Estate Phone: (866) 968-7424 Email: Website:

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

owned tutoring centers. For over 37 years, Huntington Learning Center has been the leader in the tutoring and test prep industry with an established reputation of providing highquality, individualized programs for students of all ages and in all subjects. As a Huntington franchisee, you will inherit our reputation for excellence and be recognized in your community as an industry leader and premier brand of tutoring services. For more information, contact Gina Elliott at: Email: Phone: 800.653.8400 Website:

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

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

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

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

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

Franchising USA

fr anch ise & services di r ecto ry

Page 87

fr anch ise & services di r ecto ry

Johnny’s Pizza House Johnny’s Pizza House: Shakin’ & Bakin’ Since 1967! Founder Johnny Huntsman opened our first store in 1967 in Monroe, billing it as “the only link in the world’s smallest pizza chain.” We offer a great menu of delicious pizzas, appetizers and sandwiches – and fresh is the word. Fresh dough made daily. The freshest of vegetables. The highest quality meats – and every pizza topped with Johnny’s Pizza House’s

Kid to Kid For over 20 years, Kid to Kid stores across the country have given parents an affordable (and enjoyable!) shopping experience with huge selections of new and gently used children’s apparel, toys, shoes, baby gear and maternity wear. Our inventory changes every day, as trained buyers hand select and pay CASH to customers for their great-quality kid stuff, and sell those items at 70% off regular mall prices. Our customers love the savings they receive on their favorite labels and brands from Kid to Kid’s trusted inventories.

kz companies KZ Companies is a full service commercial & residential real estate development and investment company. Our Franchise Services Division specializes in directly integrating with franchise operators to lead in all aspects of new store development and new store roll out programs. We provide an unparalleled access to capital and manage our client’s development process from start to finish. Our in-house resources and well capitalized company provide turn-key capabilities that deliver stores quickly and economically.

As our partners, our franchise owners receive industrybest support and a leading support-to-store ratio. Kid to Kid’s proprietary buying software and inventory management systems, robust employee training, branded marketing, on-call computer support, and cloud-based reporting tools help owners manage their stores at optimal levels of sales and profitability. At Kid to Kid, our success is YOUR success, and we’ve proven that through 20 years and 110+ stores of uninterrupted growth. For more information, contact Dave Martell: Email: Phone: 801.359.0071 x101 Website:

Since the inception of our company in 1994, we have successfully built over 200+ projects for national and regional retailers across the country and developed an extensive foundation of relationships with tenants, homeowners, landlords and municipalities. Through our relationships we pride ourselves on a proven track record of delivering all our projects on time and on budget. Our long history of successful projects can be attributed to a grounded belief that our success depends on our clients’ and partners’ success. For more information: Phone: (949) 476-2700, Email: Or go to Website:

Launch trampoline

birthday parties, fundraisers and corporate events.

Launch Trampoline Park is an indoor family entertainment center that focuses on family, friends, fitness, and fun.

Safety is the #1 priority, and we are continually working to ensure a safe environment through superior structure, staff training, research, education and planning.

Founded by Rhode Island entrepreneur Robert Arnold and retired New England Patriot cornerback and threetime Super Bowl Champion Ty Law in 2012, there are currently three corporate-owned parks and eight owned and operated by franchisees from New Hampshire to Delaware with more opening soon.

Launch generates revenue through several departments; trampoline use, arcade, and concessions. Launch is very community oriented, hosting regular fundraisers for local organizations, and Joey, the 7’ tall green kangaroo mascot, can always be spotted at local events.

Our parks range from 19k to 42k square feet with over 50% of the square footage covered in jumping surfaces, making Launch the perfect place for social gatherings,

Liberty tax service Founded in 1997 by CEO John T. Hewitt, Liberty Tax Service is the fastest-growing tax preparation franchise in the industry and has prepared almost 18 million income tax returns in more than 4,400 offices and online. Liberty balances strong growth, best business practices, social responsibility, and a fulfilling life experience for our franchisees. We’re committed to creating a business system and environment that will be held up as the model for all other tax preparation franchises to emulate.

Franchising USA

incomparable signature sauce and 100% real creamy mozzarella cheese. All made the Johnny’s Pizza House way for that unique taste that has made us the market leader in all of our markets. Year after year, we’ve been voted the “people’s choice” for favorite pizza in every reader poll conducted by independent media outlets! Contact: Dennis Wills Email: Phone: 318-807-1358 Website:

Ph: 401-738-1259 or Email:, Web:

Liberty Tax is a company to watch, not just in tax preparation franchise terms, but in the business world as a whole. Our corporate team, Area Developers, and franchisees are accessible and down-to-earth. We provide a supportive network and a culture that is progressive and fun. You can join one of the top franchise opportunities in the world. Just fill out our request franchise information form to find out more about Liberty Tax.

Link Staffing Services Founded in 1980, Link Staffing Services provides staffing and productivity solutions to businesses and industry. The personnel Link supplies include skilled crafts and trades, light industrial, semiskilled, general labor, office professional, and administrative support. As a leader in the staffing industry, Link

Staffing Services has set themselves apart by providing cutting-edge technology and comprehensive screening processes, and by providing the type of workers clients like to hire. Based in Houston, Texas, Link Staffing has 44 locations nationwide and growing. Contact: Louie Picazo Phone: 713-358-1094 Email: Website:

Little Caesars

continue to receive support, expert analysis and consultation from corporate as their business grows.

Little Caesars offers strong franchisee candidates opportunities in select locations across the country. As America’s fastest growing pizza chain, Little Caesars provides candidates an opportunity for independence with a proven system, a simple operating model and strong national brand recognition.

Little Caesars’ requires candidates desiring to open one store to have a net worth of $150,000 with a minimum of $50,000 in liquid, unencumbered assets (such as cash). Franchisees must also be able to obtain financing to cover the total costs of opening a franchised location.

Franchisees benefit from a comprehensive training program that focuses on all aspects of the business, including training, architectural and construction services to help with design, preferred lenders to assist with financing, the ongoing research and development of new products, and effective marketing programs. Franchisees

The Little Gym International With more than 300 locations in 30 countries, The Little Gym is the world’s premier enrichment and physical development franchise for kids four months through 12 years. Our owners are backed by more than 35 years of experience nurturing happy, confident kids through programs including parent/child, gymnastics, dance and sports skills, plus enjoyable extras like camps, Parents’ Survival Nights and Awesome Birthday Bashes. Each week, structured classes and a positive learning environment create opportunities for children to try new

For the sixth year in a row, Little Caesars was named “Best Value in America”* of all quick-serve restaurant chains. Phone: 800-553-5776 Email: Website:

things and build self-confidence, all with a grin that stretches from ear to ear. To make it even easier to become a franchisee, we’re offering special reduced pricing! For a limited time, we have reduced the initial franchise fee by up to $40,000 (locations and savings may vary) and are honoring veterans by offering 50% off the franchise fee to Veterans and Active Duty Military, Reserves, National Guard and Coast Guard. Contact: Leo Smart, Director of Franchise Development Email: Phone: 480-948-2878 Website: and


franchisors with the ability to run a successful and very profitable business, with ZERO upfront cost.

Technology is changing the way we shop. Social Media, targeted advertising and repeat customers can make the difference between a successful business and failure. If you are still using outdated, dinosaur like point of sale system, you are leaving money on the table.

Real-Time sales and inventory reports, employee time and attendance, commissions, payroll, promotions and over 1,000 other features makes LivePOS the market leader in this space. The LivePOS FMS Dashboard provides direct access to store sales, royalty remittance, franchise wide SKU control and many other tools to ensure consistency throughout the brand, regardless of state or location

Enters LivePOS, a Cloud Point of Sale Solution designing exclusively for multi-location, chains and franchises owners. With over 20,000 customers worldwide, LivePOS provides both franchisees and

Maaco As a new franchisee, you’ll not only be a Maaco owner but you’ll also be part of the Maaco family. You’ll align yourself with a 43+ year proven business model and share numerous advantages: unmatched buying power, outstanding earning potential, ongoing operating support and assistance, territory protection, and more! With over 450 franchised locations throughout

Website: Email:

the United States and Canada, Maaco dominates the market and is the leader in the $43 billion automotive paint and collision industry. Maaco has virtually no nationally branded competition and provides franchisees with fantastic opportunity for continued growth. Contact: Betsy McDonald Phone: 877-625-8499 Website:

Franchising USA

fr anch ise & services di r ecto ry

Page 89

fr anch ise & services di r ecto ry

Midas Midas, a recognized brand throughout the world and highly renowned name in complete car care, is proud to be one of North America’s original franchise opportunities – and one of its best. With Midas, you experience the best of both worlds - the support of an experienced franchise organization and the satisfaction of operating your very own auto service enterprise. As a Midas franchisee, you become a trusted name the day you open your doors for business. Building consumer trust is at the heart of our brand. We work every day to earn that trust by providing expertise, responsiveness, and the best value to every customer every time. Benefit from nearly 60 years of “The Midas Touch”

Mint Advertising Founded in 2002, NJ-based Mint Advertising is an award-winning ad agency with a strong history of helping franchise organizations like Domino’s, CENTURY 21, Wendy’s, and Lawn Doctor accelerate growth and engagement on a number of different fronts.

Minuteman press Serving the business community for over 40 years, Minuteman Press’ customer service driven business model provides digital print, design and promotional services to businesses. Today we are much more than just print, we can provide anything you can put a name, image or logo on! Minuteman Press is a number one rated

murphy business Murphy Business Northwest gives you the best of two worlds: our office is a small, local business closely connected to the community here in Puget Sound, specializing in personal service to our clients; yet, we are affiliated with one of the largest business brokers with offices throughout North America. Our experienced professionals can offer an unsurpassed range of brokerage services: • When Selling a Business or Buying a business, • Business Valuation Services • Commercial Real Estate Brokers

Naturalawn of america NaturaLawn of America offers organic-based lawn care services to customers across the United States seeking safer alternatives to traditional chemical lawn care. They pioneered the breakthrough into environmentally responsible lawn care back in 1987 (before “going green” was the norm). While chemicalbased companies continued to randomly spray unnecessary pesticides, NaturaLawn of America developed an Integrated Pest Management System (IPM), which was unprecedented in lawn care.

Franchising USA

Midas has built a stellar reputation in the automotive service and repair industry nearly six decades. We want to help you succeed. Before you open a location and as you continue to operate your shop, Midas will help you with the following: • Business management system for your shop • New franchisee orientation • Ongoing training and training resources • Operational support. • Development support • Optimizing and marketing your business: Join Midas today by calling 1-800-365-0007 or visiting! This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

From online to offline advertising for franchisors as well as franchisees, to sales materials, conference marketing, media and direct mail — you name it and we’ve probably done it. Contact: Scott Robinson, VP Client Service Email: Phone: 908-238-1500 Website:

business service franchise that offers world class training and unparalleled ongoing local support. Prior experience is not necessary to own and operate a successful Minuteman Press franchise. For more information Contact: Al Sanders Phone: 800-645-3006 Email: Website:

• Best Franchise Opportunities for buyer • Equipment Appraisals Our professional business brokers all have past experience as business owners and managers. We apply that business sense to help match buyers to an appropriate business. Visit the website For more information contact Curt Maier Office 425 679 6627 or Cell 425 505 3649 you and also email

By creating natural lawn care programs specific to the needs of each individual lawn and through its use of organic-based lawn care products, NaturaLawn of America continues to give customers nationwide, the healthier, greener lawns they desire while protecting people, pets and the environment. Headquartered in Frederick, Maryland, NaturaLawn of America provides business opportunities to individuals wishing to own their own franchise. For more information Phone: (800) 989-5444, Email: Or go to Website:

Nutrition Zone Nutrition Zone is in the business of changing lives. That includes the Franchisees who join us on this incredible and noble journey. At Nutrition Zone, we do not only take great pride in creating stronger, smarter and healthier clients through the best stores and business model in the industry, we take great pride in identifying and developing successful, determined entrepreneurs providing them the tools and opportunities to reach their financial goals along the way.

clients’ lives. From inception, Nutrition Zone’s customer service and sincerity has been at the forefront of our growth. This is realized through highly educated team members who share our goal of making a positive, meaningful impact in our communities. Nutrition Zone provides premium service and premium products at extremely competitive prices. SERVICE - QUALITY -COMPETITIVENESS - EXCELLENCE NUTRITION ZONE – A FORCE BEHIND A BETTER YOU!!

Nutrition Zone was founded to serve, educate and empower the community by improving the quality of our


be a perfect fit.

Nutty Scientists® is a leading global provider of scientific activities for children of all ages, and we’re an ideal franchise opportunity for all types of people. If you want to make a difference in the way children perceive and learn science and you have the ability to market the service and programs we offer to the schools and families in your community – a Nutty Scientists franchise could

One Stop Tax One Stop Tax is a professional tax preparation services provider offering personal and business income tax returns catered to the low and middle income brackets. As a franchisor we offer state-of the art tools that help make the entire business run efficiently and intelligently because of our proven business system.

Oxi Fresh Carpet Cleaning

Nutty Scientists has franchised locations in more than 40 countries across the globe and our reach continues to expand every day. Each franchisee plays a special role in their community, but their main responsibility is to enhance children’s lives by making science fun. For more information, visit or contact

Our services are sought year after year despite economic condition and regardless of demographics and income levels. Contact: Charles Kinuthia Phone: 855.408.2937 or Email: You can also check out our website:

fastest dry times possible: one hour on average.

The home-based concept’s innovative carpet cleaning system uses environmentally friendly cleaning solutions, leaves no sticky residue and is safe for children and pets.

Recognized as one of “America’s Best Franchises,” according to Forbes magazine, Oxi Fresh has more than 280 carpet cleaning locations in 45 states and Canada, with many more in development. Company plans call for awarding 50-75 additional franchise opportunities to qualified candidates over the next 12-18 months.

In addition, Oxi Fresh’s innovative cleaning method only requires two gallons of water per home – as opposed to the 40-50 gallons that many other carpet cleaners use – and consequently offers one of the

Contact: Kris Antolak Phone: (720) 963-6193 Email: Website:

Persona Wood Fired Pizzeria

You can choose from one of our chef inspired specialty pizzas or create your own with over 30 toppings to choose from. Our expert pizza makers will create your pizza just the way you like it. Your imagination and creativity is the only limit!

Founded in 2006, Oxi Fresh Carpet Cleaning has established itself as one of the nation’s fastestgrowing carpet cleaning companies.

Persona Wood Fired Pizzeria is the only “Create Your Own” concept of its kind that was developed by two Chefs— one classically trained and the other an Italian Pizzaiolo and World Pizza Champion. Persona’s exceptional quality starts with our fresh and extremely high quality ingredients. We craft an authentic Neapolitan pizza from imported “00” flour imported from Naples, Italy. The vine ripe plum tomatoes grown for our tomato sauce are sourced from the San Joaquin Valley. Our hand-made meatballs, sausage and sauces have all won gold medal acclaim worldwide, and we think your taste buds will agree.

Once your pizza assembly is complete, we bake it in one of our imported Italian Marra Forni wood fired ovens. At 800 degrees, 90 seconds is all it takes to produce a pizza that is crispy and chewy in the Neapolitan tradition. Craving something from the garden? Our freshly tossed salads are a great complement to your wood fired pizza. Our award- winning dressings are all made from scratch. Complete your experience with our rich gelato handmade locally by an Austrian-trained gelato chef.  For more information visit or Email:

Franchising USA

fr anch ise & services di r ecto ry

Page 91

fr anch ise & services di r ecto ry

pillar to post Pillar To Post is North America’s leading home inspection franchise. We have been named a Top 50 Franchise for franchisee satisfaction in 2013, 2014 and 2015 by Franchise Business Review. #1 Home Inspection franchise for 2013, 2014 and

pinot’s palette 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.

PrimoHoagies PrimoHoagies specializes in gourmet, Italian Specialty Sandwiches. Their entire menu is built around quality. PrimoHoagies uses only the finest Thumanns meats and cheeses on the market to its signature Italian bread baked in the stores throughout the day. Quality will never be compromised in a PrimoHoagies restaurant. This one of the reason we have become ranked in the Franchise 500 by Entrepreneur magazine. Because we have built our reputation on the

Franchising USA


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 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: or Email:

quality of our products, our brand has become iconic in all of its markets. We experience a level of brand loyalty that in rarely seen in the sandwich franchise marketplace. Our neighborhood Deli feel has made us welcome in communities up and down the East Coast. This is why our products have won hundreds of awards. Visit our website at or Contact Mike Aruanno at mike@primohoagies. com to learn how this brand has created such a stir in the sandwich marketplace.

weak the economy is, thereby providing a recession-resistant

Renew Crew is proud to be North America’s most trusted

Every day we continue to refine our products and systems

leading national brand with a proprietary 3-step process that

Business Partner At ScerIS, information is alive!

Contact: Brian Wieters Phone: 1-877-9633129 or Email:

Renew Crew choice for exterior surfacecleaning and protecting. We are the


2015 by Entrepreneur Magazine, as well as a Top Low Cost Franchise, Top Home Based Franchise and among the Best of the Best listings with Entrepreneur magazine in 2013 and 2014.

revenue stream. to maximize your expertise and optimize your chances of exceeding your goals for your business. Our corporate team

works wonders. We call it Renew Crew Clean™. You’ll call it

is committed to supporting you as you start and build your

the path to achieving your personal and business goals!

enterprise locally. From sales and operations, to marketing

Renew Crew is undoubtedly the leader in exterior surface

and accounting, you’ll have access to support staff for all

cleaning and protecting. Cleaning and protecting outdoor

aspects of your business

surfaces is an important part of home ownership and a

Contact: Shemar Pucel

segment of an estimated $476 billion home maintenance

Phone: 804-214-3021

market. Even better for our franchisees, these homeowner


maintenance obligations remain regardless of how strong or



majority of your time generating more revenue. Your success is our combined success.

We offer an exciting opportunity for entrepreneurs and sales professionals to use their business skills and/or proven sales experience to build their own sales organizations. Perfect for those with a general understanding of business processes and the application of technology to improve those processes such as automation, workflows, content management and more. We provide comprehensive training and support, marketing and advertising support, back office support and an on-line support website. We are here to do the majority of the back office work, so you can spend the

Established in 1993, ScerIS is a Microsoft Gold Application Development Partner, consulting services and business process outsourcing company and a resource to clients across healthcare, financial, business and government markets. Contact us to learn more about this exciting opportunity. Contact: Kevin Grooms Email: Phone: (978) 218-5023 Website:

service brands international One Company. Multiple Brands. We’ve created life-changing opportunities as a privately-owned company with a distinctive culture of community service and hundreds of successful business owners nationwide. With over 30 years of franchising experience, SBI provides the leadership, business systems and franchisee support that allow our

smokes poutinerie Smokes Poutinerie is the Worlds Largest & Original Poutinerie; inventing and leading the quick-serve Poutine industry, offering over 30 types of Gourmet Poutine.

franchisees to experience ease of operation and success. We are: Molly Maid, Mr. Handyman and ProTect Painters. Our mission is to help owners quickly reach their profit goals and realize their dreams. For more information contact: Steve Lajiness, V.P. of Franchise Development for SBI Tel: 734-822-6110 or Email: Website:

There is no slowing down the Gravy Train, with Smoke’s Poutinerie expanding exponentially since its debut on the Franchise scene in 2009. Boasting a whopping 100 locations Coast to Coast in Canada and kicking it into high gear with its expansion into the U.S., Sports & Entertainment and International Markets.

The exclusive Poutine menu plays a very significant role with its Signature Gravy, Fresh Hand-Cut Fries, Squeaky Cheese Curds and an unlimited combination of toppings like double-smoked bacon, flat iron steak, grilled chicken, caramelized onions, sautéed peppers and many more mouthwatering options.

The first official U.S. location recently opened in Berkeley, California where customers were lined up around the block anxiously awaiting their first bite! Next up, Smoke’s Poutinerie Las Vegas, Hollywood, New York City and numerous other states and cities.

The Smoke’s Poutinerie goal is to bring this authentic, quality Canadian dish to the rest of the World in their own original and unique way.

Phone: 905 427 4444 Website: Email:


on personal service, member connections and teamwork, members are made to feel like they belong to something bigger than themselves.

SOLDIERFIT is a military inspired fitness franchise with centers and gyms specializing in large group boot camp training, personal training and kids’ fitness programs. It offers a functional fitness gym set in a family environment for all fitness levels. SOLDIERFIT is different from other fitness companies in that character building is the number one priority, not aesthetics. By focusing

Spark mobile video Spark manufactures promotional trucks with integrated digital video screens. Trucks range in size from pickup-truck based models with 4’ x 6’ digital screens up to large box-style models with 8’ x 14’ video displays. The trucks are used as mobile billboards for any business and also as ordinary delivery

Spherion Staffing Services Join the ranks of an established recruiting and staffing leader! As a Spherion franchise owner, you will be well-positioned to create a successful future for yourself and you’ll have a stake in helping others make a better life for themselves through rewarding employment opportunities. This is the passion that drives our business every day and the financial rewards are just as exciting. One of the fastest growing industries, staffing is projected to grow six percent annually and reach $115 billion this year. Spherion owners produced more than $500 million in annual sales last year alone. It’s an ideal opportunity for an entrepreneur to step into and begin building a thriving business. Since 1946, Spherion® has been supplying flexible, tempto-hire and direct-hire talent to companies of all sizes and

The business is founded on community, patriotism, and the American dream. Since launching in 2007, SOLDIERFIT has expanded across Maryland with locations in Gaithersburg, Frederick and Columbia and will be opening a franchise location in Virginia in fall 2015. Website:

vehicles. Financing is available with payments averaging $2000 per month. Often payments can be reimbursed through franchise co-op marketing programs. Contact: Robert Tarabella Phone: 844-SPARK-44 or Website:

industries. Specializing in administrative, light industrial, contact center, non-clinical healthcare and professional placements, we offer a comprehensive range of workforce solutions to fit the unique needs of our clients. Operating through a network of 175 franchise locations, Spherion has distinguished itself as a local staffing partner providing personalized service, backed by the resources and breadth of a $2 billion workforce leader. Last year, we connected more than 170,000 job seekers to 3,000 companies nationwide, and the numbers continue to grow. We are a strong community of owners that genuinely love what we do and it has earned us a reputation of excellence in our industry. To learn more, please contact Bill Tasillo on our Market Expansion Team at 404/964-5508 or go to

Franchising USA

fr anch ise & services di r ecto ry

Page 93

fr anch ise & services di r ecto ry

Sports Clips Established in 1993 and franchised in 1995, Sport Clips is one of the nation’s leading franchises with close to 1,400 stores nationwide. Founder and CEO Gordon Logan is a pioneer of the unique sports-themed haircutting franchise, including the development of the Sport Clips All-Star haircutting systems, operating procedures, and marketing programs. It’s a great recession-resistant business that’s all cash, no receivables, and no haircare industry experience is necessary.

Qualified veterans who are interested in owning a Sport Clips are eligible for a 20 percent discount off of Sport Clips’ franchise fee of $59,500 through participation in the Veterans Transition Franchise Initiative, also known as VetFran, which was created in 1991 during the Gulf War. At Sport Clips, it’s good to be a guy but it’s great to be an owner! Visit to learn more. For more information, contact Karen Young:

Sport Clips is ranked by Entrepreneur Magazine as one of the top 20 “Fastest-Growing Franchises” and in the top 40 in the “Franchise 500.” It is also ranked by

Email: Phone: (800) 872-4247 x. 1 Website:

Franchise World Headquarters, LLC

of breads, cheeses, vegetables, seasonings, and condiments to make their custom-made sandwich.

Under the Franchise Agreement, qualified purchasers are offered the right to establish and operate, from a single location, a retail establishment preparing and selling foot-long, flat bread, and specialty sandwiches, salads, and other food items.

The company offers a breakfast menu in the United States and its territories that features egg sandwiches, bacon, sausage, muffins, juice, coffee and other breakfast items. Contact: Ralph Piselli

The sandwich categories include cold cuts, seafood food, steak, pulled pork, chicken and meatballs. Customers may choose from a variety

Telephone: 203.877.4281 x 1312 or Email:

The Interface Financial Group – IFG 50/50

• 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.

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 Joint Chiropractic The Joint Chiropractic is reinventing chiropractic care by making quality alternative healthcare affordable for patients seeking pain relief and ongoing wellness. Our membership plans and packages eliminate the need for insurance, and our no-appointment policy, convenient hours and locations make care more accessible. The Joint performs more than two million spinal adjustments a year across 250+ clinics nationwide. With a proven franchise model in a $12 billion dollar

the patch boys The Patch Boys fills a gap in the construction field that is gravely needed and its unique niche will provide you leads from many directions, craftsman, sub-contractors and home owners alike. When joining The patch Boys team, you will automatically receive instant credibility and be exposed to an entire array of people that need our service and trust our approach, thus leading you quickly to a fast start right out of the gate and a bright future to get your name out there in lighting speed. At The Patch Boys we have implemented our own

Franchising USA

FORBES as a “Top Ten Best Franchise” to buy for its investment category.

industry, The Joint is making quality healthcare affordable, approachable and convenient for patients—while simplifying business operations for chiropractors and franchise owners. Our plans and packages eliminate the need for insurance, and our no appointments policy and convenient locations make care more accessible. The Joint performs more than two million spinal adjustments a year across 250+ clinics nationwide. For more information, visit or Email:

exclusive professional system that guarantees you success in every aspect of the business. We foster an atmosphere of passionate customer service pooled with an environment of professional and skilled people that have a history of decades in this field and have pin-pointed specific features that will benefit you as an owner and broaden your approval among potential clients and your reputation will be sky-high. Contact Leo via Phone: 844-997-2824 Email:


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.

UFood Grill UFood Grill is an award-winning franchisor of fast-casual food service restaurants, offering consumers a better-for-you menu to meet the growing demand for healthy options made with fresh ingredients that taste great. Known as the place where “delicious meets nutritious,” UFood Grill offers traditional

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

WELLBIZ BRANDS, INC WellBiz Brands, Inc. is headquartered in Highlands Ranch, Colo. and is one of the largest health and wellness companies in the United States. The company owns three separate franchise entities: Elements Therapeutic Massage, Inc., which franchises massage studios, providing custom therapeutic massage to meet clients’ individual needs, Fitness Together Franchise Corporation, which franchises one-on-one and semi-private personal training studios, and Fit 36, Inc., which franchises high intensity interval training studios, with workouts done as a group.

Our integrated approach combines our public relations and franchise SEO service prowess and is designed to generate brand awareness, drive consumer engagement, and build credibility for your company. Phone: (708) 249-1090 Fax: (708) 957-2395 Website: Email: Contact: Matthew Jonas

and non-traditional restaurant designs to franchisees for expansion across the U.S. For more information, please contact: Bob DiBartolomeo, VP of Franchise Development Email: Phone: 617-787-6000 Website:

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

Elements Therapeutic Massage, Inc. began franchising in 2006 and has approximately 210 Elements Massage™ locations. Fitness Together Franchise Corporation began franchising in 1996 and has approximately 175 Fitness Together® locations across the United States. Fit 36, Inc. began franchising in 2014 and has a single FIT36™ location in downtown Denver. For more information Websites:,,,

franchising usa

Choose a 12 or 6 month package or simply

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

add the A-Z directory onto your Focus, Profile

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

or Ad! To learn about the A-Z directory or any other products please contact Kimberly Kutnick: or 847-607-8407.

Franchising USA

fr anch ise & services di r ecto ry

Page 95



Better searchability responsive design easier to navigate franchise comparison tool

Franchising USA

Profile for CGB Publishing

November 2015 franchising usa 4#1  

Franchising USA the Magazine that brings you all the latest News and Views on Franchising.

November 2015 franchising usa 4#1  

Franchising USA the Magazine that brings you all the latest News and Views on Franchising.

Recommendations could not be loaded

Recommendations could not be loaded

Recommendations could not be loaded

Recommendations could not be loaded