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Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

Nestlé

VOL 06, ISSUE 12, oct 2018

®

toll house

®

café BY CHIP ®

franchise

fomo

fear of missing out

special

food franchising feature - part 1 LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE


®


Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 6, ISSUE 12, 2018 president: Colin Bradbury. colin@cgbpublishing.com

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

advertising: advertising@cgbpublishing.com

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

Editorial team: Gina Gill Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: Nestlé ® Toll House ® Café by Chip ®

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

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Comments

f r o m t he p u bl i s he r & e d i t or Welcome to the October issue of Franchising USA. With Halloween around the corner, you might be gearing up with some spooky creepy crawly themes for your holiday season marketing efforts. But while Halloween only comes around once a year, savvy entrepreneurs know that it’s important to keep the spookiness alive all year long by regularly venturing out to try something new (and maybe scary) for their business. So I invite you to think about how you might be able to extend the spookiness of the Halloween season by making a commitment to be courageous and test out some new ideas and strategies for your business beyond the season and all throughout the year. On the Cover this issue is Nestlé® Toll House® Café by Chip®, a franchise opportunity backed by a billion-dollar brand. The successful, premium bakery franchise has combined the iconic Nestlé® brand with a passionate franchise owner, which is a combination that has been proven to create a franchise model that is the perfect recipe for success. Turn to page 10 to read more about how the brand has perfected its business model and is able to offer its franchisees the very best in training and support. Our Special Feature this month is Food Franchising Part 1, where we start to

take a look at a thriving industry that is ripe with a variety of franchising opportunities, from full scale restaurants to coffee shops, to take-out and delivery. Browse through our feature to learn more about opportunities in the industry, as well as learn more about Restaurants and QSRs and How to Capitalize on ‘Near Me’ Searches and Increase Revenue from our industry expert Josh Allen, as well as How to Choose a Food Franchise That Will Stand Out From the Competition from Ed Yancy. Our Veterans in Franchising Supplement continues to explore financing issues with our Q & A from Paul Bosley, who looks at How Much Equity Will I Need to Invest in My New Franchise Business? Here you will also find a Veterans Profile on how U.S. Army Veteran Larry Neal Finds Perfect Fit for His Military Legacy as Our Town America Franchisee, as well as a profile on how another U.S. Army Veteran Utilizes Army-Built Skill Set to Tackle Small Business Ownership. Last but not least, we also have military veteran Cordell Riley who looks at the importance training aids and how they are an often overlooked but effective way to get more out of your training. Have a question about your franchise? Remember to email your franchising questions to editor@cgbpublishing.com and it could get featured in a future Ask the Expert with our industry expert and regular contributor Evan Hackel. Happy reading!

“Courage is doing what you are afraid to do. There can be no courage unless you are scared.” - Eddie Rickenbacker

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

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contents

october 2018

On the Cover 10 Cover Story: Nestlé® Toll House® Café by Chip® 14 Franchise FOMO: Fear of Missing Out

10

21 Special Food Franchising Feature Part 1

In Every Issue 6

What’s New! Announcements from the industry

21 Food Franchising Feature Part 1 39 Veterans Supplement - News and Information

14

for Veterans in Franchising

53 A-Z Franchise and Services Directory

Focus 16 Goddard School

Expert Advice

16

14 Franchise FOMO

George Knauf, Senior Franchise Business Advisor, FranChoice

18 How Do I Bring the C-Suite into the Training Process?

Evan Hackel, CEO, Tortal Training

50 The Nordics and Unicorns and Franchises, Oh My!

18 Franchising USA

5 Things Franchises Can Learn From Hot Tech Startup Bob Spoerl, President, Bear Icebox Communications


FOOD FRANCHISING FEATURE PART 1

26

On the Cover 30 Restaurants and QSRs: How to Capitalize on ‘Near Me’ Searches and Increase Revenue

32 Food Franchises: Everyone’s Gotta Eat 34 Be Bold: Why Taking a Stand Can Strengthen Your Brand

30

In Every Issue 22 Feature News 26 Feature Article Expert Advice 30 Restaurants and QSRs – How to Capitalize on ‘Near Me’

32

Searches and Increase Revenue Josh Allen, Director of Marketing, Location3

32 Food Franchises: Everyone’s Gotta Eat

Christopher Conner, President, Franchise Marketing Systems

34 Be Bold: Why Taking a Stand Can Strengthen Your Brand

Mary Jane Riva, CEO, Pizza Factory

36 How to Choose a Franchise That Will Stand Out

from Competition Ed Yancey, Director of Franchising, PizzaRev

34

50 Franchising USA


f ra nchising usa

what’s new!

Hearthside Home Care Converts to FirstLight Home Care Franchise Owners and business partners Tina Glenn and Roget de Percin Berendes have been operating Hearthside Home Care in the Greensboro, N.C., area for nearly 20 years, but realized the market is evolving and partnering with FirstLight’s national franchise network offers the best opportunity to thrive. FirstLight Home Care of Guilford will serve the Greensboro, N.C., area with non-medical home care, helping individuals with many needs – from personal hygiene and household duties such as cooking, cleaning and running errands to mobility assistance and dementia care. It will remain a local company and no caregivers will be displaced. The transition is already underway and is expected to be complete within a few months.

FirstLight Home Care, a leading national provider of nonmedical home care, announces that Hearthside Home Care is joining the FirstLight family, becoming the first independent home care provider to convert to a FirstLight franchise – and the first true independent conversion to occur across the home care industry to date.

FirstLight Home Care is a top rated non-medical home care provider with a network of offices that provides more than 100,000 hours per week in care for more than 4,800 clients in over 34 states. The company has created a new standard of client satisfaction and service quality in home care by combining best practices with innovative approaches to make them an emerging market leader in a rapidly-growing industry. For more information, visit www.firstlighthomecare.com.

The Future of Dry Cleaning Comes to Nashville…Again: Lapels Dry Cleaning Opens 4th Nashville location Lapels Dry Cleaning, an innovative, environmentally friendly dry-cleaning franchise headquartered in Hanover, Massachusetts, recently opened a fullservice satellite store at 330 Franklin Road in Brentwood, TN. “The reception of Lapels Dry Cleaning in our other three Nashville area locations— Franklin, Bellevue and Nashville itself—has been so positive opening this fourth location just made too much sense,” said Chris Cooley, the owner of all four Lapels Dry Cleaning locations in greater Nashville. “I’m extremely excited to be opening another satellite location to ensure that even more people in greater Nashville have access to a Lapels and are able to enjoy the results and benefits of our sustainable, non-toxic method for dry

Franchising USA

cleaning clothes.” Lapels has pioneered an eco-friendly dry-cleaning experience over the past 18 years. Part of that effort includes a partnership agreement with GreenEarth®, the dry-cleaning industry’s only non-toxic cleaning alternative. Using these kinds of solutions and the latest technology in equipment, Lapels is also one of the few dry cleaners able to boast that there is no hazardous waste in their process. Customers at the satellite location will be able to enjoy the signature Lapels Dry Cleaning customer service, which includes FREE Home Delivery, a 24 Hour Drop Off Service, VIP and other Loyalty Programs, Electronic Notifications and a Smartphone App offering a modern twist to the old school dry cleaning experience.

For more nformation on Lapels Dry Cleaning, please visit www.mylapels.com.


Mutts Canine Cantina™ Announces New Franchising Opportunities Popular Dual-Concept, Social Dog Park, Restaurant and Bar Now Franchising In Major Markets Across The U.S. MUTTS Canine Cantina, a new innovative franchise concept that provides a unique urban oasis for dogs and their owners, is expanding to major markets located across the Sunbelt states. Since MUTTS opened its gates, the company has received over 60 inquiries from potential franchisees. The dual-concept is the first of its kind, earning a reputation in Texas and beyond for its social dog parks and amenities. Throughout the small and large dog parks, MUTTS members can enjoy a walk-up bar offering local craft beer, Barkarita’s, HD TVs and Adirondack lounge chairs. A separate on-leash patio features signature food options such as the MUTTS Original Chicken Sandwich, milkshakes, and a “Doggie Menu” including pupsicles and doggie dogs for the four-legged patrons. Franchisees will benefit from numerous

features including a turn key concept that offers pre-designed and pre-manufactured building modules by Frey-Moss that can be erected in less than 24 hours (once built in the factory and shipped), a membership and recurring revenue model, and a welldeveloped food and beverage program. Additionally, the franchise is ideal for developers with mixed usage projects and a solution for odd shaped or undevelopable tracts within a development. Other notable turn key aspects include negotiated contracts with national vendors including

CBRE, TriMark, Sysco, Starpower AV, Fastsigns, Ima/Waldman Insurance, and various IT vendors for POS, surveillance, labor and accounting. The initial franchise fee is $40,000, and the total estimated initial investment ranges from $906,124 - $1,487,989. Prospective franchisees must meet the minimum requirements to be considered for a MUTTS Canine Cantina franchisee. For more information, please visit muttscantina.com/franchise.

Fleet Feet Launches Cutting-Edge Programs To Elevate its In-Store Experience Fleet Feet, the retail leader in inspiring and empowering the runner in everyone, launched two new proprietary programs to further enhance and personalize the customer experience—Fit Engine and User Profiles. The programs work in conjunction with fit id™ 3D foot scanning technology that Fleet Feet launched nationwide in 2017. Fit id outputs measurements that store outfitters use to better personalize solutions for customers based on their individual needs. Using the data collected from fit id, Fit

Engine reflects the most commonly selected shoe size and width based on the purchase decisions of other customers with similar foot shapes and measurements. The purchase decisions display on a bell curve, so the store outfitter can showcase and display the full range of outcomes from most to least common for customers based on their foot size and shape. Fleet Feet has plans to take customization to the next level by working with vendor partners to offer 3D-printed products, such as insoles and footwear. The brand is also preparing for customized product lines based on fit id data and feedback from the

company’s franchisees and customers. Fleet Feet currently stands at 177 locations in 37 states, and has an e-commerce platform that fulfills customer orders from the local inventory of its franchises. For more information, visit www.fleetfeet.com.

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what’s new!

Oxi Fresh Carpet Cleaning Continues Domination of the Consumer Cleaning Industry

Oxi Fresh Carpet Cleaning, the leading environmentallyfriendly carpet cleaning franchise, has been named as one of the top three companies in the consumer business industry by Colorado Biz Magazine. In its 32nd annual Top Company awards, Colorado Biz Magazine recognizes Colorado companies of all sizes, from small independents to multi-billion dollar corporations, for their continuous commitment to excellence. Companies are judged and ranked based on financial performance, community involvement, and outstanding achievement. “We are extremely honored to be recognized as one of the top consumer business companies in Colorado,” said Jonathan Barnett, founder and CEO of Oxi Fresh. “This recognition is due to the hard work of our employees, franchisees, partners, and the faith of our customers in us. This award highlights the growth, commitment, and passion of our brand as it propels to new heights.” Founded in and franchising since 2006, Oxi Fresh has grown to more than 360 locations throughout the United States and Canada. In addition, using its innovative and environmentally friendly carpet cleaning method that only requires two gallons of water per

home – as opposed to the 40-60 gallons that other carpet cleaners use – Oxi Fresh has saved more than 35 million gallons of water. To augment the company’s growth, Oxi Fresh continues to seek single- and multi-unit franchisees. With a current franchise fee of $37,900, the initial investment to own and operate an Oxi Fresh franchise is $41,025 - $69,190. For more information about Oxi Fresh’s franchise opportunity, please visit www.oxifreshfranchise.com.

Tint World® Opens New Store in Missouri City, Texas Tint World® Automotive Styling Centers™, a leading auto accessory and window tinting franchise, announced today the opening of its new store in Missouri City, Texas. Under the ownership of local entrepreneurs Sam Jowkari and Dhaval Patel, the store will serve the southwest Houston area. Jowkari and Patel have extensive experience in electronics and audiovisual technology. Jowkari owned an electronics shop in Iran before moving to the United States in 2011. Patel is an electrical engineer from India; he came to the U.S. in 2006. Tint World® of Missouri City will provide a full range of automotive styling and safety services including automotive tint,

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automotive paint protection film, mobile electronics, advanced driver-assistance systems and car stereo upgrades, and residential and commercial window film. The all-new Tint World® of Missouri City store is located at 2015 Highway 90 A. For more information, call (832) 726-0600. Tint World® Automotive Styling Centers™ offer sales and installation of auto accessories, mobile electronics, audio video equipment, security systems, custom wheels and tire packages, window tinting, vehicle wraps, paint protection films, detailing services, nano ceramic coatings, maintenance and repair services, and more. Tint World® is also the leading provider of residential, commercial and marine computerized window tinting and security film services with

locations throughout the U.S. and abroad, with franchise opportunities available worldwide. For more information, visit www.tintworldfranchise.com.


Scenthound Offers Franchises for Entrepreneurs Sniffing Next Big Opportunity

It’s the sweet smell of success for Scenthound owners Tim and Jessica Vogel, who are now offering franchises for entrepreneurs sniffing for the next big opportunity. Scenthound’s wellness-focused/membership-based/recurringincome model of pet care will fetch strong earnings for grooming “scenter” owners, according to the Vogels. Their concept differs from most groomers that focus on timeconsuming, expensive haircuts. Most breeds don’t need their coats trimmed, but all require regular bathing, ear cleaning, teeth brushing and nail trimming to stay healthy. These SCENT (skin, coat, ears, nails, teeth) services allow owners to schedule quick, convenient, affordable visits to keep their pups clean and happy. Scenthound currently has four rapidly-growing locations in Florida, and projects 65 franchise locations nationally in the next three years. An average 1,200-square-foot scenter will have 10 employees, serving 100 dogs on busy days. The basic member service costs $25 per dog. “I know how valuable mentoring can be when starting a company,” said Tim, an officer of Entrepreneurs’ Organization South Florida. “In this case, I’ve created the business, so I can teach new franchisees all the tricks I’ve learned over the years.” Vogel credits EOSOFLO with much of Scenthound’s success.

Rafiq Punjani Wins IFA’s Franchisee of the Year Award

International entrepreneur and business advisor wins big in Washington Anago Cleaning Systems (Anago), an industry-leading commercial cleaning franchise with over 40 Master Franchise locations and over 1,500 Unit Franchises throughout the U.S. and internationally, is proud to announce that Rafiq Punjani, Master Franchise Owner of Anago of Manitoba has been named Franchisee of the Year by the International Franchise Association (IFA) and Anago Cleaning Systems as part of IFA’s annual Franchise Action Network Annual Meeting in Washington D.C. “Rafiq is truly an entrepreneur in business and life,” says Adam Povlitz, President of Anago Cleaning Systems. “We are honored to be able to nominate him for this award and have him as part of our dynamic group of Master Franchisees.” Rafiq has been recognized for his efforts in community service, business mentorship, and franchise development as he is on the Board of Directors for the Winnipeg Chamber of Commerce and is involved in Futurpreneur Canada, and the Aga Khan Foundation Canada. Rafiq became a Master Franchise Owner of Anago of Manitoba in 2016 and has helped it grow to over 24 franchises and 100 plus team members. Originally from Pakistan via Dubai and Abu Dhabi, Rafiq recently became a Canadian citizen.

“Tim has a keen nose for operations and efficiency,” said Jerry Katz, EOSOFLO president. “Scenthound franchisees will be in great hands to make their businesses a success.”

“I am thankful for my family, friends, franchisees, and Anago Cleaning Systems for supporting me through this journey,” says Rafiq Punjani. “We will continue to grow and serve our community as business leaders.”

Visit www.scenthoundfranchise.com for details.

For more information, visit: www.AnagoMasters.com.

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cov er sto ry

N e stl é ® To ll H o u s e ® Café by C h ip ®

Nestlé

®

café BY CHIP

®

toll house

Franchising USA

®

Nestlé® Toll House® Café by Chip® is a franchise opportunity associated with an iconic brand.

base for success. The premium bakeries rely on the

The successful, premium bakery franchise combines the iconic Nestlé® brand with a passionate franchise owner, which is a combination proven to create a franchise model that is a recipe for success. Nestlé® Toll House® Café by Chip® offers house-hold name recognition for all their franchisees, creating a solid

the United States, three in Canada and 44 in the

core of the very best Nestle® products to make their decadent creations truly come to life.

With 151 locations around the world – 104 in

Middle East - Nestlé® Toll House® Café by Chip® has perfected its franchise business model and is

able to offer its franchisees the very best in training and support. Nestlé® Toll House® Café by Chip®

franchisees are provided consistent support from


“Nestlé® Toll House® Café by Chip® is a premiere dessert and bakery café offering customers an unrivalled experience through the use of fine ingredients, indulgent creations, distinct flavor profiles, and the rich tradition of the very best Nestlé® brands. the very beginning, from the real estate process all the way through the grand opening, as well as on-going support in the form of operations training and guidance, marketing, and more. The executive team at Nestlé® Toll House® Café by Chip® considers its franchise partners the most valuable assets of all, and there is a dedicated corporate team of experts to support every aspect of its franchised businesses. Nestlé® Toll House® Café by Chip® is a premiere dessert and bakery café offering customers an unrivalled experience through the use of fine ingredients, indulgent creations, distinct flavor profiles, and the rich tradition of the very best Nestlé® brands. Crest Foods, Inc. franchisor of Nestlé® Toll House® Café by Chip®, based in Richardson, Texas - is a premiere restaurant franchisor company. The company currently franchises bakery cafés in the United States, Canada and the Middle East, and is always looking for enthusiastic, passionate franchisees to join the team as franchise partners. The Nestlé® Toll House® Café by Chip® concept has kiosk, in-line mall and street café options, making it a versatile choice to suit any location. The first café opened in 2000 and Nestlé® Toll House® Café by Chip® has since been recognized multiple times by Entrepreneur magazine’s “Franchise 500”, further demonstrating the franchise network’s superior business model and success rate. Nestlé® Toll House® Café by Chip® is a quick service bakery and café, serving

freshly baked cookies, customized cookie cakes, a wide assortment of freshly baked confections, specialty coffees, ice cream, smoothies and savory items including paninis, wraps and flatbreads, sandwiches, salads and soups in select locations. The exciting and exclusive alliance that the premium bakery and café franchise has with Nestle® allows it to position the company as the best in the business. Nestlé® Toll House® Café by Chip® has the unique strength of a billion-dollar brand, a genuine passion to serve its customers, and the vision to make every venture a success.

Crest Foods, Inc. is always innovating and continuously working on new products to keep up with flavor trends and ensuring they stay fresh with customers. The Research and Development Department continually searches for new technology and systems to support the franchisees, placing the franchise partners in the best possible position within the marketplace. Nestlé® Toll House® Café by Chip® understands that its franchisees are making a difference in the lives of all their team members, their customers and their communities, making this push for

Franchising USA

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cov er sto ry

N e stl é ® To ll H o u s e ® Café by C h ip ®

Nestlé® Toll House® Café by Chip® is more than just a cookie company, having full service cafes in some regions that offer an array of food and beverage products. innovation and drive to stay ahead of the competition paramount in the operation of the franchise system. Nestlé® Toll House® Café by Chip® is more than just a cookie company, having full service cafes in some regions that offer an array of food and beverage products. At any Nestlé® Toll House® Café by Chip® establishment, it is all about creating a positive experience for every customer, so they come back again and again. Through training, marketing campaigns program like Corporate Gifting and Catering, and local marketing advice, Nestlé® Toll House® Café by Chip® assists its franchisees in becoming a trusted presence in their local area, creating return customers and invaluable word of mouth advertising. With the support of the best quality and best tasting products, combined with a knowledgeable, experienced and passionate franchisor, Nestlé® Toll House® Café by Chip® franchisees are able to hit the ground running and build a business they can truly be proud of. Nestlé® Toll House® Café by Chip® advises all existing and potential franchisees to approach owning and running a Nestlé®

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Toll House® Café by Chip® franchise with the idea that you are purchasing and operating a business, not just making a passive investment. A Nestlé® Toll House® Café by Chip® franchisee must be ready to work hard and willing to strive to know everything about their product offering and the brand. Each franchisee can work hard with the benefit of knowing that they have ongoing support. As a franchisee, you are in business for yourself but not by yourself, which is a recipe for success.

Nestlé® Toll House® Café by Chip® is always looking for energetic, fun, engaged and hardworking people that share the same passion for the brand to join the Franchise Family as a Franchise Partner. With territories available in the United States (including Puerto Rico), Canada and the Middle East, Nestlé® Toll House® Café by Chip® really is a superior franchise opportunity. For more information visit: www.nestlecafe.com


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TOLL HOUSE® CAFÉ BY CHIP ®

Franchising USA $5.95 www.franchisingusamagazine.com

THE MAGAZINE FOR FRANCHISEES

Nestlé

Franchising USA

Nestlé® Toll House® Café by Chip® is a franchise opportunity associated with an iconic brand.

base for success. The premium bakeries rely on the

The successful, premium bakery franchise combines the iconic Nestlé® brand with a passionate franchise owner, which is a combination proven to create a franchise model that is a recipe for success. Nestlé® Toll House® Café by Chip® offers house-hold name recognition for all their franchisees, creating a solid

the United States, three in Canada and 44 in the

core of the very best Nestle products to make their ®

decadent creations truly come to life.

With 151 locations around the world – 104 in

VOL 06, ISSUE 12, OCT 2018

®

TOLL HOUSE® CAFÉ BY CHIP ®

Middle East - Nestlé® Toll House® Café by Chip® has perfected its franchise business model and is

able to offer its franchisees the very best in training and support. Nestlé® Toll House® Café by Chip®

franchisees are provided consistent support from

FRANCHISE

FOMO

FEAR OF MISSING OUT

SPECIAL

FOOD FRANCHISING FEATURE - PART 1 LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE Business Franchise Australia and New Zealand 1

www.franchisingusamagazine.com Franchising USA


ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

Franchise

FOMO

“How dangerous is FOMO to your success? It’s hard to measure, but it can be a real factor.” When I started in franchising over a quarter of a century ago (ouch!), there were three primary ways people found franchises: 1. Newspaper print ads 2. Franchise shows George Knauf

I know it’s hard to believe, but some people only look at 2 to 4 franchises to find their perfect match; every now and then they look at just one home run hitting option! Does that sound crazy? It’s not. They are using what video gamers call a “cheat code”; a hacked success strategy that can be provided to less experienced gamers that want to accelerate their path to the highest levels of the game. I will give you that franchise “cheat code”, for free, at the end of this column (but, don’t skip to the end, the stuff between here and there explains why the “cheat code” is important to your success).

Franchising USA

3. Being a customer of a franchise, or a friend telling you about their experience in one On the most robust days, newspaper columns had far fewer ads than any franchise broker or consultant has candidates working with brands today. Franchise shows were great ways to see brands, and before the Internet the big brands were largely all there. But today, there are by some counts over 4,000 brands and shows are anywhere from 30 to 250 booths at a franchise show. You only see a small snapshot at any show and it is far less common that the big brands even show up. Being a customer or hearing others talk about a franchise is still how some candidates find their way to franchising, but it may not be the best. It may be that the customer experience you enjoy is very different than the owner experience that you may not. How the Internet may have created your

biggest risk… FOMO. *Insert Phone App Notification chime* All those social media sites, apps, mailing lists and other phone notifications have trained us, much like Pavlov’s dog (Google it). When the bell rings, we pick up the phone and see what we might be missing. When we see the notification pop up, we click to see what they think we need to be reacting to. Today when someone decides to look into franchising they often go to Google, type a range of keywords, visit a lot of websites, fill out a bunch of information requests. Quick Insider Tip: some of those online forms, even those with a single brand on them, go to lead seller databases and from that one form you could get countless calls from brands you have never heard of, that you never requested information from. Some of those candidates will discover people in my line of work, Franchise Consultants. They may go through an initial consultation, build a game plan and begin looking at franchises selected for them. Then using their best FOMO they look for other consultants to get more options under the premise that they need to see everything to make a good decision. So, why didn’t the first consultant provide


a list of the 4,000 brands and say “Go for it!”? Because the candidate would be overwhelmed trying to learn enough about every company to decide which fit them and which didn’t, proper investigations would be impossible. So, the consultant, or their company, went out and sorted that list to a manageable size then they (hopefully) checked them out and have some level confidence in them. From that list they can match candidates to those select opportunities that the candidate and their desired territory are a good fit for. How dangerous is FOMO to your success? It’s hard to measure, but it can be a real factor. While we can get an idea of the success of franchisees in a particular system, we don’t have any measure of those that get inextricably tangled up in the web of FOMO and never get to the point of

owning a franchise in the first place. My gut feeling is that more people that have that spark of entrepreneurship get lost and never get to the point of moving forward. They counterbalance to that which makes measurement even harder is that, more than ever, the best and brightest in Corporate America are seeking ways to control their destiny. So overall the numbers have held consistently, but in my estimation the industry is losing countless potential new business owners that we have no way to measure, they are just among the countless files closed in franchise company databases. So, what is the “cheat code”? Call an (1) expert, decide if you like them and then evaluate as you work with them if they are delivering in your best interest! If not, then move on. But having a pool of experts, or want-to-be experts, overloading

your bandwidth rarely leads to a proper investigation or a fruitful outcome.

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

George Knauf is a highly sought after, trusted advisor to many companies; Public, Independent and Franchised, of all sizes and in many markets. His 20 plus years of experience in both startup and mature business operations makes him uniquely qualified to advise individuals that have dreamed of going into business for themselves in order to gain more control, independence, time flexibility and to be able to earn in proportion to their real contribution. Contact the Franchising USA Expert George’s Hotline 703-424-2980. www.myperfectfranchise.com

Franchising USA

ex per t advice

Page 15


focus

Goddard School

What It Means to Be a Goddard School Franchisee Yesterday, Today and Tomorrow –

Three Vignettes of 30 Years in Franchising

Goddard School franchisees and their unique stories and backgrounds have always strengthened the preschool franchise system The reasons they franchise with The Goddard School make it even stronger. While the financial benefits of opening The Goddard School can be enticing,

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most franchisees who open a School are motivated by more than financial stability or the chance to run their own business. Opening a School lets franchisees give back to their communities, establish a legacy for their families and join a successful business that they can grow with for years. “As we celebrate our 30th anniversary, we reflect on what it means to be a part of the Goddard system,” said Joe Schumacher, CEO of Goddard Systems, Inc. (GSI), franchisor of The Goddard School. “We’ve seen Goddard School parents become franchisees who have, in turn, brought

their grown children into the business. We’ve also seen franchisees grow with us from almost the beginning, some who’ve been with us for more than 20 years. It’s exciting to experience this kind of progress and to know that these trends will continue as our system grows.” Many prospective Goddard franchisees are weary of corporate life, too young to retire and eager to run their own businesses. When a Goddard School opens its doors, franchisees provide young children with a chance to learn and grow in a nurturing and safe environment. They’re also establishing a legacy for themselves and


“I feel very strongly that all children should have access to school as early as possible,” Allison added. “I now know the power of developing cognitive, language, motor and social skills at an early age. We’re wiring their brains now for a lifetime of social and academic success.”

Establishing a Family Legacy When Anne Pope tried to find highquality childcare for her youngest son, she struggled to find a place that offered the right mix of learning and fun in a safe, nurturing environment. Having little luck in finding the right place, she approached her father, Don O’Brien, who was recently retired, to help her brainstorm a solution.

“We’ve seen Goddard School parents become franchisees who have, in turn, brought their grown children into the business. . . . It’s exciting to experience this kind of progress and to know that these trends will continue as our system grows.” - Joe Schumacher their families as they start a long-term business.

Work-Life Balance for 25 Years Sushama Patil moved to the U.S. from India in 1985. She and her husband, Ravi, were looking for a business venture flexible enough that they could make a good living but still enjoy time with their family. As she researched Goddard, Sushama thought it sounded like the perfect opportunity. She wanted the chance to have a Monday-to-Friday schedule, take a hands-on approach to the daily operations and provide a valuable service to the community. This enthusiasm for The Goddard School model led Sushama and Ravi to open their first location in Dayton, NJ in 1993. A few years later, they opened their second location in Parsippany. The Dayton location opened when The Goddard School franchise, established in 1988, was in its infancy. Now, as Sushama celebrates 25 years of running a successful School in Dayton, she admits she never imagined achieving that milestone.

“It’s been an interesting 25 years,” she said. “My children literally grew up in The Goddard School. When the parents pick their kids up, they’re happy. It’s a good feeling. I can sleep well.”

A Search for Childcare Led to Franchising A few years ago, Allison and David McMurtry began searching for the right preschool for their young son, Colin. Their search merged with their long-term goals of wanting to make a comfortable living while giving back to the community. As the Denver-area couple witnessed Colin’s social, motor and cognitive development progress, they realized they could provide the same educational opportunities to other families in the area. They decided to open a Goddard School in the Highlands community of Denver, Colorado. The School has been open since 2017. “We want to help young families stay in Denver when they have children and not feel like they need to move to the suburbs for school options,” said David McMurtry.

“We came up with the idea of starting our own [childcare],” Anne said. They did research and spoke with a licensor in their state to gather additional information on the requirements for opening a preschool in Virginia. Then, they discovered The Goddard School and fell in love with the business model and learning philosophy. “It quickly became clear that it was a lucrative investment,” Don said. “I warmed up to the business very quickly when I saw what Goddard put together.” When the father-daughter team opened The Goddard School located in Chesapeake, Virginia, they didn’t imagine they would later open a second location in Lynnhaven. Nor did they imagine that their family would eventually include three generations of Goddard School franchisees. Taylor Pope, Anne’s son and Don’s grandson, decided to join the family business in 2017. He is in the process of opening The Goddard School located in Washington, D.C. “The D.C. area is booming, and providing a convenience for parents is key,” Taylor said. “This is a great opportunity because the location is amazing. It’s a great spot for Goddard, and the School brings a whole new aspect to the community.” For more information on The Goddard School, visit GoddardSchool.com or GoddardSchoolFranchise.com.

Franchising USA

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ex per t advice

Evan Hackel, CEO of Tortal Training

How Do I Bring the C-Suite into the Training Process?

Are your company leaders invested in your company training? How much do they even know about it? Unfortunately, the answer to both those questions is often, “Very little.” Let me

share two stories from different companies ...

• A recently hired CFO for a franchising

Franchising USA

company asked his team, “How much are we spending on training?” And when he heard that the percentage of spend on training seemed about right, he never asked about training again. • The president of a large franchising company was concerned that his company had gotten some negative online reviews. He asked his COO to investigate whether new or better training could help. But the COO quit before doing anything about training, the next COO took six months to do

anything about it . . . and nothing got done for nearly a year. The biggest problem is that in many franchising organizations, management doesn’t fully understand the day-today experience of company employees. This problem can arise in corporate headquarters, in individual franchises, and in groups of franchise locations that are owned by one person or group. Yet there are ways to get the C-Suite integrated into training, and into what is really happening in the lives of employees.


“Unless company leaders take the same training that workers do and leave their offices to work alongside them, they will never understand how to maximize the return they are getting on their training.” systems? When company leaders take the training, they get a fuller picture. And when company leaders take training, they are better able to pinpoint critical skills that training is not covering. The products customers order are not getting delivered for three days, for example, and the company is losing business. Is that issue even being addressed in training? Unless company leaders roll up their sleeves and take training, they might never know. Another reason company leaders should take the training is that it offers them a chance to lead by example. The CEO, CFO or COO appears in training sessions alongside workers? He or she can talk in an informed way about the specific lessons that were taught in training? That leads employees at all levels to think, “Training must be important . . . our top executives are taking it too.”

New franchise owners should take all training too Make it a requirement for people who have bought your franchises. They should take all the training that you have developed for their employees. Set up a Learning Management System to track their participation.

Company leaders should take the training too Many corporate leaders say, “I can’t take the training. I am too busy!” But there is really no substitute for doing so. If company leaders do not know what training is covering, how can they understand, reinforce, measure or support the skills and behaviors that are being taught? How can they understand what people are doing on their jobs? Are employees inputting data, using barcodes to take inventory, using sophisticated POS

Executives should work alongside workers as they do their jobs It is a shame that in many companies, executives have very little idea what their workers do every day. An executive who has purchased training for his company’s call center staff has never visited a call center to listen in on calls, for example. Or a CEO who has hired a company to provide sales training has never hit the road with salespeople to see what really happens on a typical sales call. If that pattern has taken hold, how can company leaders help to improve training?

Evan Hackel

“When company leaders take training, they are better able to pinpoint critical skills that training is not covering.” How can they identify critical skills that are not being taught? How can they discover whether employees are not using skills they were taught in training?

In Summary . . . Unless company leaders take the same training that workers do and leave their offices to work alongside them, they will never understand how to maximize the return they are getting on their training. The gap between the C-Suite and your training can be eliminated, but the next steps are up to you. Evan Hackel is a 35-year franchising veteran as both a franchisor and franchisee. He is CEO of Tortal Training, a leading training development company in Charlotte, North Carolina, and Principal and Founder of Ingage Consulting in Woburn, Massachusetts. Evan is the host of Training Unleashed and author of Ingaging Leadership. Evan speaks on Seeking Excellence, Better Together, Ingaging Leadership and Attitude is Everything. To hire Evan as a speaker, visit www.evanspeaksfranchising.com. Follow @ehackel.

Franchising USA

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FranchisingFeature food - part 1

Food Franchises:

Everyone’s Gotta Eat be bold:

Why Taking a Stand Can Strengthen Your Brand

Restaurants and QSRs: How to Capitalize on ‘Near Me’ Searches and Increase Revenue

oct ob e r 2 0 18


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what’s new! Artichoke Basille’s Pizza Opens First Connecticut Location as Part of Multi-Unit Agreement Artichoke Basille’s Pizza, the famed New York pizza concept with locations from coast to coast, will open its first Connecticut store at 2391 Berlin Turnpike in Newington this Fall. This location is part of a multi-unit agreement inked earlier this year with franchisee and Connecticut local, Matthew Rusconi. The upcoming Newington location will be the first freestanding store in the Artichoke empire, thus creating a new footprint for larger standalone Artichoke franchises in the future. The Newington outpost will span just over 1600 square feet, and will include seating for 35 people and space for a full-service bar. The freestanding location will also feature many of the same design elements, like exposed brick and antiqued tin, that characterize the existing Artichoke Pizza locations, bringing the heart and soul of the New York stores to the Connecticut community. Artichoke Basille’s Pizza, which specializes in serving a unique style of “authentic” New York pizza, was founded in 2008 by cousins Francis Garcia and Sal Basille. After successfully testing slivers of their signature Artichoke Pie in the breadbaskets of their family’s Staten Island restaurant, Garcia and Basille opened the first Artichoke Pizza location in Manhattan’s East Village. Since then, the Artichoke empire has grown to include 12 locations in New York, Miami, and Berkeley, CA, with more than 10 stores in development in New Jersey, Northern California, and Connecticut. To learn more about Artichoke Basille’s Pizza, visit www.artichokepizza.com.

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Baskin-Robbins, announces its continued expansion Baskin-Robbins, the world’s largest chain of ice cream specialty shops, announced its continued expansion in Ontario, specifically in the Greater Toronto Area with the signing of 18 new store development agreements with six new and existing franchise groups. The first Baskin-Robbins shop under these new agreements opened this summer. Currently, there are nearly 100 Baskin-Robbins locations throughout the Greater Toronto Area. The franchisee groups and their development plans include: • New franchisee, Sulman Muhammad, plans to develop 11 Baskin-Robbins shops throughout the Greater Toronto Area. • Existing franchisees Sunita Patel and Jayant (Jay) Patel have teamed up with new franchisees Vivek Patel, Rahulkumar Patel and Nimal Patel to open three shops in Burlington. • Existing franchisee Imtisal Kiran signed a new development agreement to bring one Baskin-Robbins to the southwest area of Toronto. • Qais Hakeemi signed a single unit agreement to bring one Baskin-Robbins shop to the town of Ajax. • New franchisee Lori and Frank Malavolta, will be opening a new shop in LimeRidge Mall Hamilton, along with their Kernels Popcorn franchise in the mall. • Lu Tian, along with her husband Mike Pomerleau, recently opened a combo Baskin-Robbins and Kernels Popcorn location within the Rideau Centre shopping mall in Ottawa. Franchise opportunities remain available in select communities throughout Canada. Baskin-Robbins Franchising Managers are available to speak with qualified candidates interested in developing the brand in Canada. For additional information, visit the Baskin-Robbins franchising website or contact the Baskin-Robbins Franchising Team at franchiseinfo@baskinrobbins.com or 781-737-5530.


It’s A Grind Identifies Phoenix As Prime Growth Market

After conducting an in-depth market analysis that identified the greater Phoenix area as a prime growth market, It’s A Grind Coffee House is focusing its expansion efforts in the region. Poised to own a larger share of the nearly

$10 billion roast coffee segment, the brand is seeking passionate franchise candidates

looking to expand their business portfolios with an established coffee concept, as

well as to present those who are new to

franchising with an opportunity to succeed in the booming specialty coffee industry.

“With nearly 25 years of experience in the specialty coffee segment, we’ve developed a formula for success enabling our franchise partners to thrive. We’re targeting markets where customer demand for exceptional specialty coffee is high, and we’re confident the unique experience that It’s A Grind offers will do very well in the greater Phoenix area,” said Laina Sullivan, RFG’s Director of Franchise Development. It’s A Grind is a neighborhood destination serving high quality signature coffee in a comfortable, relaxed atmosphere, and features an innovative mix of menu

items, including flavorful hot beverages, refreshing Ice Blended drinks and more. The brand sources 100% of its coffees from exotic locations across the globe, with every bean roasted in its Southern California headquarters, which includes a test kitchen for ongoing R&D, and a complete roasting and processing facility managed by the company’s fulltime master roaster. To learn more about It’s A Grind’s franchise opportunities and what makes it a standout concept in the competitive specialty coffee segment, visit www.itsagrind.com/franchise.

I Love Juice Bar Debuts New Fall LTO: “Save the Pumpkins” I Love Juice Bar is launching an initiative this Autumn to save the pumpkins. The premium fresh juice franchise, already known for delicious, healthconscious juices, smoothies, smoothie bowls, juice shots and food, will be adding two all-new fall-inspired drinks to its menu beginning September 24th. Available for a limited time, its Autumn Spice Smoothie and Ginger Spice Juice deliver all the fall flavor consumers love, but without the stuff they don’t. And as a twist, the spiced creamy smoothie and bold spice juice are handcrafted without pumpkin. Thousands of pumpkins will be spared this fall as I Love Juice Bar encourages consumers to “Save the

Pumpkins. Drink A Smoothie or Juice.” I Love Juice Bar uses only 100% whole fruits and vegetables, with no added sweeteners, syrups or artificial ingredients of any kind, freshly made to order. In addition to the two new drinks, I Love Juice Bar will feature its incredible lineup of full flavored soups, including the popular vegan Black Bean Soup. These menu offerings will be sure to warm up guests through the cold months and offer just another reason to visit I Love Juice Bar. About I Love Juice Bar -- Founders John and Vui Hunt started the first I Love Juice Bar as a gathering place for healthminded customers: people who appreciate fresh-made juices and smoothies

made with local ingredients, as well as gourmet vegetarian fare, in a convenient environment. The business boomed from the start, and the franchise will soon have more than 50 locations in 15 states. For more information contact info@ilovejuicebar.com.

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what’s new! Plant Power Fast Food Opens Third Location in Redlands Plant-Based Restaurant Continues its Aggressive Growth Plans in the Trendy Redlands Packing House District Plant Power Fast Food, a plant-based fast food chain founded by Mitch Wallis, Zach Vouga and Jeffrey Harris, expanded to the Inland Empire with its first franchised location in Redlands, California. The location is in the Redlands Packing House District complex, which is located just off Highway 10 and at the gateway to Historic Downtown Redlands. The Sprouts-anchored, 88,000 sq. ft. Packing House District complex is being billed as the Inland Empire’s “culinary marketplace” in that tenants are curated based on the quality of products and services as well as if they meet a health and wellness purpose. The first Plant Power Fast Food restaurant opened in 2016 in San Diego, California and quickly become a favorite with the local community. A second location opened in Northern San Diego in 2017 and the chain is set for rapid expansion with two more openings slated for fall of 2018 along with aggressive growth plans in 2019. Plant Power Fast Food offers a 100% plant-based menu, joining the flourishing business of plant-based chain restaurants. The marked determination to change the fast food space is evident. Co-Founder and CMO, Jeffrey Harris, states “Everyone loves the taste and convenience of fast-food, but the present fast-food model based on animal agriculture is wrecking our health and our beautiful planet.” He further laments, “We’re committed to offering better choices for those who desire quick, tasty and convenient food.” For locations, menus and other details, visit plantpowerfastfood.com.

Franchising USA

Sandra Lee and KitchenAid Go Pink with Valpak in Support of Susan G Komen Valpak, one of North America’s leading direct marketing companies, announces the launch of a powerful collaboration that turns the spotlight on the fight to eradicate breast cancer. In partnership with Susan G. Komen® (Komen), KitchenAid® and renowned television chef and breast cancer survivor Sandra Lee, Valpak has turned its iconic blue envelope pink in support of the 1 in 8 women who will develop breast cancer at some point in her life and the countless loved ones affected by the disease. Highlighting Sandra Lee as a breast cancer survivor, advocate for women’s health and a Komen More Than Pink Hero, the campaign launched on September 25th and also presented a related sweepstakes campaign that recognizes and celebrates the heroes who’ve taken action in the fight against breast cancer. The sweepstakes campaign invites consumers throughout the month of October to nominate a hero and share how they are making an impact in the fight against breast cancer. Twenty-five lucky winners will receive the KitchenAid Cook for the Cure collection of pink appliances which includes a stand mixer, blender, immersion blender and hand mixer. The Valpak October delivery will also feature a special surprise for 500 consumers, who could instantly win a KitchenAid immersion blender just by looking through their specially marked Valpak envelope. For more information, please visit www.valpak.com/komen.


Curry Up Now Finalizes Multi-Unit Franchise Deal to Expand into New Jersey next six months. The New Jersey outposts will be the first for the brand in the Northeast, joining more than 50 franchised units in development around the country.

“The creativity and unique essence of the brand is what impressed me the most when I first discovered Curry Up Now. They not only pay attention to the taste of the food, but also how it is presented, and that is something that isn’t available on the East Coast yet,”

said Benjamin. “I am thrilled to start this venture with Curry Up Now and am proud to be bringing the brand’s creativity, passion, and food to future fans across New Jersey.”

Curry Up Now was founded in 2009 by husband and wife duo, Curry Up Now, the largest and fastest growing Indian fast casual concept in the United States, has finalized a multi-unit franchise deal to bring its innovative Indian eats throughout New Jersey. Franchisees Pritesh Benjamin and Tejavsi Patel plan to open Curry Up Now locations in the Central and Northern parts of the state, with sights set on opening their first location in the

Akash and Rana Kapoor, and ably supported by co-founder and Senior VP of Operations Amir Hosseini. In the last year alone,

Curry Up Now has been featured in QSR’s 40 Under 40, Nation’s

Restaurant News’ 2018 Breakout Brands, and was listed as #38 in Fast Casual’s Top 100 Movers & Shakers. For more information, visit www.curryupnow.com/franchise.

Chicken Salad Chick to Open 1st Restaurant in Oklahoma and 17th in Florida Chicken Salad Chick, the nation’s only southern inspired, fast casual chicken salad restaurant concept, recently announced the openings of its newest franchised locations in Pensacola, Florida and Broken Arrow, Oklahoma. Located at 5050 Bayou Boulevard, the Pensacola restaurant opened on September 19th and marked the brand’s third location along the Florida Gulf Coast and 17th location in the state. Owned by veteran franchisees Tommy and Stephanie Lauderdale, the new restaurant features a variety of dining options including a drivethru, takeout and catering. “We’ve been eager to open a Chicken Salad Chick in Pensacola and are excited to welcome more residents into our Chick family,” said Stephanie. Additionally, Chicken Salad Chick celebrated the opening of its first restaurant in Oklahoma. Located in the Tulsa area at 1320 East Hillside Drive in Broken Arrow, the new restaurant opened on September 20th and is owned and operated by first-time Chicken Salad Chick franchisee Molly Robinson. Previously a multi-unit operator of McDonalds, Robinson is an industry veteran with more than 18 years of experience in restaurant management. “Expanding into a new state is a testament to our aggressive

development efforts and widespread brand appeal,” said Scott Deviney, CEO of Chicken Salad Chick. “Oklahoma’s thriving business community continues to evolve to not only meet the needs for local businesses, but the needs and desires of the surrounding consumers as well. We are thrilled to be opening in Broken Arrow and are excited to welcome new franchise owner Molly Robinson to our team.” For more information on franchising opportunities, visit www.chickensaladchick.com/franchising.

Franchising USA

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Featu re

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

food feature part 1

of Americans easier and even more delicious. According to Franchise Direct, “69% of adults said purchasing meals from take-out and delivery restaurants makes it easier for families with children to manage their day-to-day lives.”

In the last decade food has taken on a whole other dimension. Between Millenials seizing the moment and enjoying dinner out more often than their parents did and social media accounts competing for the best presented dish, food is a whole new business market. Franchising USA

Food delivery used to be limited to pizza joints, but business models like uber eats has redefined the industry. People want choice and they want immediacy and the food business has responded tenfold. The advancements in communications and technology has made the market more vulnerable and more competitive, while also offering a free marketing platform. Hidden gems have gained a lot of momentum through hashtags and shares without paying a cent. This has not only been a benefit to the small niche of local restaurants, but it also has created new franchises opportunities. Consumers’ needs changed the food franchise for the better to make the lives

People are now willing to pay for convenience, and a service that saves time, plus they are looking for a lot more choices. We all like to have some added flavour in our lives and when it comes to food, the choices are endless. They want it all and they want it brought to them, in a timely manner.

Takeout and Delivery First up on the franchising list is a service providing exclusive takeout and delivery services rather than a full scale restaurant. A benefit to this type of franchise for the investor is definitely the low startup fee. Compared to other food franchises, this one comes at a relatively low cost. There isn’t much serving staff nor location feesm but


“When it comes to comes to business opportunities in the food industry, the world is your oyster.” mainly food preparation. For those who are interested in a business opportunity rather than a customer experience, this would be the better option. A franchise is a great choice for this type of business because it would be well branded and well known. With a menu that is already familiar and enjoyed by the public, franchising is an easier sell than a unique start up. It’s a easy work life balance with a business plan that runs itself. A franchisee wouldn’t have to participate in the function of the business, unless under emergency circumstances. For an easy new business in the food industry, this would be a safe and successful choice.

Restaurants A restaurant is also worth consideration when looking at food franchises. However, nowadays there is a lot of competition with small businesses in this area. More unique and local restaurants are popping up more often and well-received by the public. People enjoy a variety of services and atmospheres and appreciate a different experience, instead of a bulk product. That being said, franchise restaurants have responded to the new consumer demands and chave created new atmospheres with a different aesthetic that feels like a completely unique and upscale experience. For those interested in a restaurant, it’s best to research many different layouts and designs when considering an investment, as well as a review of the menu to get a feel for the place. Even though local restaurants are a competitor, franchises are well known to many consumers and the brand and menu is familiar and appreciated, making for an easy profit.

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“When it comes to franchising, the food industry is endless. Like the many tastes of Americans, so too are the choices in business opportunities.”

Franchises restaurants have a template that is tried and true, with great training and

support that is a recipe for success. A long standing restaurant franchise can pretty much run itself. The marketing is well

done and taken care of and advertisements are placed without any worry for the franchisee, giving a leg up on the competition.

Ask the marketing team what the social media and advertising plan is for the upcoming years; it’s important that

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the restaurant reaches all ages and demographics. It’s important to look at the many services offered by the restaurant. Does it have a delivery service? If som are you responsible for such a service or can it be taken care of by an outside vendor? Are there any extra curricular activities within the restaurant, such as children’s parties or meeting rooms? What’s on the menu? People have recognized a lot more dietary needs

nowadays. There are a lot more palates to please than ever before. Are there gluten options? Are allergies considered? And what about vegan and vegetarian plates? The more preferences you cover, the more mouths that can be fed! Is there alcohol on tap? Having wine and beer options increases profit and a different type of audience. People appreciate a drink menu, and the restaurant could become more of a bar venue in the evenings. However, it depends on what a franchisee is looking for long term. A restaurant franchise can’t be narrowed done to one simple choice; it’s truly dependable on the franchisee, their goals and interests.


Desserts and Coffee A smaller scale food option is the coffee house. A great opportunity for those interested in the food industry but find the restaurant life too busy and take out only service a bit too impersonal. Coffee houses are the place to be and have been for awhile now. You can lounge and work from your laptop while surrounded by desserts and coffee, making for a great experience or meet friends for a gathering or even a work meeting. Some franchises are competing with local houses, which have gained some momentum in the last few years. There also seems to be a coffee franchise on every street corner, which makes nailing down a location difficult. A land survey of interested areas would be a good idea as a first step. Sweep the land and then ask yourself what you would like to bring to the table as a franchisee of a coffee house. While the marketing and support would be well established with most franchises, what’s the atmosphere like? Are small meals served ? Do you cater to the many dietary needs of everyone? Is it high end or family friendly? Similar to a restaurant franchise, it’s wise to take time and really look at what the pros and cons of each option are for you as an investor. Start with your own goals and move on from there. When it comes to franchising, the food industry is endless. Like the many tastes

of Americans, so too are the choices in business opportunities. Food will always create a profit, because everyone needs it. However, now more than ever the industry has been completely redefined by the public: more choices, with more considerations for sensitivities, as well as a unique atmosphere. Although aesthetics is important, the American family is also privy to

convenience. At the end of the day, everyone is hungry, tired and cooking a big meal or heading to a restaurant can be exhausting. People want the luxury of restaurant meals, but don’t always want the experience. In 2009, an NDP Group study stated that the number of restaurant meals eaten at home would grow 20% in the next decade. More restaurants offer a lot of options, whether it be delivered, picked up or even an outside vendor bringing an experience to consumers right to their home. Franchisees simply need to survey the area and really consider what type of food franchise suits them and their lifestyle, then speak to other franchisees and narrow down their options. When it comes to comes to business opportunities in the food industry, the world is your oyster.

ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter and in communications, focusing on social media. She currently works as a community information officer with Epilepsy Society, while pursuing her writing career at the same time.

Franchising USA

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Josh Allen, Director of Marketing, Location3

Restaurants & QSRs

How to Capitalize on ‘Near Me’ Searches and Increase Revenue According to Deloitte, roughly $3.7 trillion dollars are spent annually on consumer purchases in the United States. However, only 8% of that is spent on e-commerce, indicating that the clear majority of consumer purchases still happen inside brick-and-mortar businesses. In many cases, when consumers are

Franchising USA

looking for products and services that they intend to purchase either immediately or at least within 24 hours they often conduct research on mobile devices and search for a specific product or service – while not necessarily searching a particular brand name or business. For restaurants and QSRs, an opportunity exists to drive incremental revenue from brand-agnostic consumers searching for things like “best burger near me” or “family restaurant in Denver”, if their websites and local business profiles on places like Google My

Business are optimized for visibility. Let’s look at a few key tactics that franchise locations can focus on right now to increase their chances of appearing for “near me”-related searches and send more customers through their front doors.

Being Mobile-First Google data indicates that of people who search for something nearby on their smartphone visit a related business within a day, and 28% of those searches result in a purchase. When it comes to “near


me”-related searches, Google has also seen growth in this area of more than 150% on mobile searches in the last two years alone. For restaurants and QSRs, ranking well in mobile search results and being visible to potential customers searching on mobile can be the difference between a sale or lost opportunity. Optimizing your website or franchise microsite to rank well in mobile results is even more critical today than ever before, as your mobile site performance has a direct impact on how you rank for even desktop searches. Your site should be built using responsive design elements, allowing the content to adjust properly to any screen size, and should also include key technical markup like “local schema” that indicates your site represents a physical business location to search engine crawlers. From a user experience perspective, it’s also important to consider the action you want a potential customer to take when they find your site; do you want them to call your business to make a reservation? Do you want them to find dining and menu options easily? Is there an offer that should be featured prominently on the homepage, enticing customers to visit your location? Ranking well in mobile searches is certainly critical to performance but ensuring consumers can find the information they seek with ease using your site has the potential to convert more customers in-store. Because Google dominates the search engine market, optimizing for performance in Google (and for mobile Google searches) should be your website’s top priority.

Google My Business as the “New Website” To capture more customers searching for “near me” terms related to your QSR location or products, it’s also important to consider Google My Business as an extension of your website. When mobile users search for local business information on Google Search or Maps, the results are often displayed in what is called the Google Knowledge Graph. This information can contain key business details such as address, phone number, hours of operation, business photos and much, much more. As Knowledge Graph features continue to evolve and

expand, there becomes less of a need for consumers to visit your own brand or franchise website because customers can find all of the information they need to make a purchasing decision without ever leaving the Google interface. One key local search ranking factor is a user’s proximity to your business, which is determined by a combination of their physical location and your business profile in Google. Ensuring your Google My Business profile is accurate in detail and complete with robust Knowledge Graph information about your restaurant can dramatically increase your chances of being found by a customer using a search like “____ near me”. Take advantage of options like Google Menus and GMB Posts, and always be sure to engage with your customers on Google Reviews. As more and more users turn to Google My Business as a source of truth for information about franchise restaurant locations, it’s imperative each and every one of your franchise profiles on GMB is routinely optimized and updated under comprehensive management by real people.

In Summary Ranking well for “near me” searches related to your business can have a significant impact on your bottom line revenue as a franchise owner – especially when it comes to connecting with customers on mobile devices. By having a mobile-friendly website for each of your franchise QSR locations

Josh Allen

and managing your Google My Business franchise profiles with consistent content updates, you can give your business more opportunities to capture a customer looking for a product or service in their immediate vicinity when their purchase intent is at its highest. As Director of Marketing, Josh Allen is responsible for planning, developing and managing Location3 and LOCALACT brand strategies, with a focus on establishing new business partnerships among franchise systems and multilocation brands. He also works with Location3 client partners to establish key initiatives for increased franchise engagement and growth. He is an active member of the International Franchise Association and has previously been featured by the American Marketing Association, Franchise Update Media, MediaPost and more discussing franchise digital marketing strategy. www.location3.com/franchise-digitalmarketing

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Expert Advice: Christopher Conner, President of Franchise Marketing Systems

Food Franchises: Everyone’s Gotta Eat As one walked up the isles of the franchise gathering, the majority of the exhibitors in attendance were in the food service business. So many franchise systems focus on the food service category and it seems that the franchise buyer can’t get enough of the tasty franchises available not only in Toronto, but around the world.

Chris Conner

At the Toronto franchise exposition this past weekend, the franchise expo could have as easily of been a restaurant exposition showcasing restaurant products and brands. Franchising USA

My role with Franchise Marketing Systems is to sometimes help people find the right franchise and choose an investment that might fit their particular interests and goals for a franchise investment. So often, the interaction starts like this: “Mr. Conner, what’s the best franchise to invest in?” My responses vary, but follow the same track: “You need to evaluate what you would like to accomplish and what you like to do day to day before you can answer that question.” Food service franchises are notorious for investors jumping too quickly because they enjoy the product, love the taste of the sandwich and then get into a business only to find they don’t enjoy working in food service.

The reality is that food service businesses and franchise systems can many times be some of the toughest businesses to operate in the world and require intense, rigorous commitment to the business model. So what food service franchises do make sense? Someone’s making money in food service franchising, we see new brands pop up all the time and locations grow out of the ground in what seems like an instant. For one, the good food service franchises are generally very simple. If you need to be a seasoned food service professional to run the franchise, probably won’t work when you transition from your 9-5 office job. Good franchises have trimmed down menus, simple operating procedures and a business model that can be taught to anyone who is capable and willing to listen. Think Dunkin Donuts, Subway, Jersey Mike’s or some new brands like Gourmet Romano’s Pizza, Hummus Republic or Green District Salads. These are brands that were designed for scale and allow a food service franchisee to


“Great food service franchises have compelling brands that stand for something different and make an impact.” get into business as efficiently, easily and smoothly as possible. That doesn’t mean there isn’t hard work associated with a successful ramp up, but it does mean that the franchisee has a good shot to duplicate the business model. Great food service franchises have compelling brands that stand for something different and make an impact. Franchises that just state the obvious, “We Sell Hotdogs” just don’t cut it any more. Today’s consumer wants something cool, cutting edge and visually appealing. The brand needs to be sharp, the store design crisp and the overall feel should be cool. If you are like me, you probably don’t know what is cool, but it will feel right, like something that young people would be attracted to. Green District, Hummus Republic and Gourmet Romano all have looks, atmosphere’s and character that is appealing to today’s growing younger consumer base. They each boast themes that are relevant to today’s consumer as well, healthy, quick, high-quality and FUN. Make sure that the food you are selling is profitable. There is a term in food service franchising that we use at Franchise Marketing Systems often when developing operations manuals and evaluating concepts – Menu Costing. You should know what every item on the menu costs you as the food service franchise owner and make sure that the price you sell it for is more than the cost; generally a good principle in business! Hopefully, the franchisor has done this work for you and can show you how the numbers add up so that you aren’t digging yourself a hole with every transaction you make. In addition, by knowing what the most profitable

“Today’s consumer wants something cool, cutting edge and visually appealing. The brand needs to be sharp, the store design crisp and the overall feel should be cool.”

items on the menu are, you can adjust your interaction with the customer and suggest things that are more profitable to the customer. At it’s core, a food service franchise is still comprised of numbers; if you know the financials, it’s easier to make money in the business. The reality to it all is that food service can be a great business; it just takes approaching the industry segment logically and without being driven by emotional decision making. “I like the sandwich, so I bought the franchise” doesn’t work well when looking for reasoning to invest in a food service franchise. Christopher Conner is the President of Franchise Marketing Systems

and 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. For more information on how to choose the right food service franchise, contact Chris Conner at Chris.Conner@ FMSFranchise.co.m www.fmsfranchise.com

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Expert Advice: Mary Jane Riva, CEO, Pizza Factory

Be Bold: Why Taking a Stand Can

Strengthen Your Brand “As leaders, we have an undeniable, powerful opportunity to make a difference through our words and actions—so make sure you’re standing for something.” stand and how, here are three reasons why being bold can end up strengthening your company:

Support Your Mission Mary Jane Riva

Risky. Bold. Purposeful— three words that describe the most successful brands today. If you’ve thumbed through Instagram posts or watched television ads lately, you’ve likely noticed that the content is more authentic. To bolster the public’s trust and appear more human, companies are finding unique ways to be socially conscious and support initiatives that aim to make the world a better place. Nowadays brands have the opportunity to use their power and influence to stand for something or stand for nothing. If you’re wondering why your brand should take a

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Whether you’re hosting a company-wide donation drive for a national charity or publically commenting on a hot button issue, these authentic actions will help position your company as socially responsible and supportive of community endeavors. Plus, when you align your actions with a cause that’s reflective of your company values, it’ll further support your brand mission. If you’re wondering where to start, reflect inward on your founding principles for inspiration and creative opportunities to make a difference. At Pizza Factory, we pride ourselves on being the go-to neighborhood spot for families and friends. As a brand, we dubbed our family-friendly restaurants No Bully Zones, meaning we don’t tolerate bullying on our property— and this is

message is printed everywhere. We even print tips on how to deal with bullies and uncomfortable situations on our napkins and uniforms. When you acknowledge bullying head-on by not allowing it to happen, everything changes and that’s why we’ve made it a standard across all of our locations. We do our best to make sure our managers, hourly staff and the rest of our teams are on the same page when it comes to treating others with respect, and the best way to do this is through new employee orientation and training. Beyond the anti-bullying aspect, our larger message is strongly tied to a better treatment of other through kindness and acceptance. It’s our hope that by setting an example with our positive teams and our No Bully Zone policy, that we can always be the go-to for families and communities looking to relax and grab a bite to eat.

Engage With Community Besides reinforcing your company’s


“Being bold and voicing your opinion on important matters can be an effective way to strengthen your brand and open the door for a deeper, emotional connection with your customers.” core values, taking a stand on societal issues (when appropriate) can be a great opportunity to interact with your fans and potential customers. In fact, nowadays, people want brands to speak out—a 2018 study by Cone/Porter Novelli found that 71% of Americans expect companies to connect with them emotionally on issues that matter to them personally. For Pizza Factory, the signage, napkins and other messaging about the No Bully Zone prompt a lot of questions from our guests, which is great because we’re able to open up a conversation with them about the issue. And, it’s our hope that the conversation continues around the table when we walk away. After implementing the No Bully Zone, we’ve heard guests say they feel more comfortable dropping kids off with their friends knowing they’re in a welcoming and positive environment. But the No Bully Zone is not only awesome for guests, it’s also great for employees. Mentorship is a huge part of career development at Pizza Factory. So,

when we hire younger adults and students, we view it as an opportunity to positively shape and influence a person. It’s our hope that all of our employees are inspired by our No Bully Zone and that they take those values with them wherever they are.

Make a Difference Considering the amount of public influence a brand has, it’s most important to consider the effect our actions can have on the world. I’ve had several employees come forward and express that seeking employment with Pizza Factory was partially due to the antibully atmosphere, which is awesome. We even had one staff member make a video about the No Bully Zone covering their volunteer work. For our most recent initiative, we’ve been donating “Friends are Awesome” benches as a way to extend our antibullying message into the schools. We personally travel to different Pizza Factory markets, visiting elementary schools to

present them with a symbolic bench and to speak to the importance of friendship and inclusion when the kids are at an impressionable age. In the end, being bold and voicing your opinion on important matters can be an effective way to strengthen your brand and open the door for a deeper, emotional connection with your customers. As leaders, we have an undeniable, powerful opportunity to make a difference through our words and actions—so make sure you’re standing for something. Mary Jane Riva is the CEO of Pizza Factory. Founded 30 years ago, the brand has become well known for serving fresh, high-quality pizza, sandwiches, salads and more. Pizza Factory brand is also widely recognized for its close community connection, which includes its iconic “No Bully Zone” program and impactful fundraising partnerships. pizzafactory.com

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Expert Advice: Ed Yancey, Director of Franchising, PizzaRev

How to Choose a Franchise That Will

Stand Out from Competition “A brand’s customer service reputation is integral to establishing long-lasting customers, so you want to be certain the brand you’re investing in is committed to choosing the right franchisees to build and maintain that reputation.” While these are essential to running a business in today’s environment, they are not especially unique and won’t make the consistent impact on your bottom line that you’re after.

Ed Yancey

There are many tactics successful fast-casual restaurants use to distinguish their locations from competitors, including state-of-the-art technology designed to save time, strategic marketing to reach customers across touchpoints, and menu innovation to keep guests interested in your product. Franchising USA

To truly move the needle, do what many fast-casual restaurants have overlooked in today’s fast-paced environment: the customer experience. In an era of on-thego lifestyles and quick in-and-out service, putting extra effort towards guests takes a back seat to racing toward the next task. Sometimes going back to the basics is just what a business needs to stand out in a crowded field. Marketing and technology will surely build brand awareness and bring convenience to customers, but creating an unmatched customer experience is what will keep those customers coming back and sharing every welcoming interaction with other potential customers.

What to Look for in Franchisors Identify the Right Brands Early On When you begin exploring potential franchisors to partner with, you’ll want

to make sure you’re aligned with their brand’s approach to customer service. Remember, a brand’s customer service reputation is integral to establishing long-lasting customers, so you want to be certain the brand you’re investing in is committed to choosing the right franchisees to build and maintain that reputation. One way to do this early on is by analyzing the questions they ask you. Do they dig deep into your values and your approach to customer service? Are you being asked about your commitment to the community, and how you plan to engrain your business locally? Are They Committed to Your Success? As you get further into your selection process, make sure that any potential franchisors you are considering will be dedicated to empowering you to run the most profitable business possible. Do they provide ample customer service training sessions? Are continued education courses on customer experience best practices available? Do they provide you with resources dedicated to online reputation management? Do they provide


“To truly move the needle, do what many fast-casual restaurants have overlooked in today’s fast-paced environment: the customer experience.” a Franchise Business Consultant and/or an internal customer relations representative? Providing you with the right resources to build a business that is committed to customer service should be a top priority for potential partners, so make sure you ascertain that commitment ahead of making your investment.

Implementing Best Practices After Opening Educate Your Employees Teaching employees the importance of customer service and how to approach it early on will get them off to a strong start. Customer service is much more than smiling and greeting guests. It is making each person’s experience a positive and memorable one, whether that means kindly answering questions, addressing concerns, educating customers on products or services, and getting to know your customers on a personal level. Things as simple as positive speaking, gestures and body language make staff members appear approachable. If a customer walks in and sees an employee sulking or complaining to another coworker, they are not as likely to approach said worker – and ultimately could ruin the entire experience for the customer. It may sound elementary, but it is absolutely crucial to treat each guest with respect and as a priority, which is why one of the most important skills a franchisee can teach their staff is patience. Customers will appreciate an employee that helps them with any inquiry, no matter how large or small, and will be more likely to give repeat business if interactions with staff are positive.

Implement Daily Continuous Training

struggling to maintain your customer service standards, let them know.

It has been proven time and time again that good habits fade over time, so continuous training on effective customer service practices is essential. Refreshing the staff on these tactics on a regular basis can keep the previously stated tips top of mind.

Of course, hospitality and customer service are the bedrocks of any business, and they are paramount in the dining segment. Implementing customer service excellence into the everyday practices of your franchise will not only make employees stronger assets, it will improve the reputation of your business locally and drive new and repeat business – setting you apart from your competition.

For example, if you run a fast-casual restaurant, keep some kind of signage behind the counter in employees’ line of sight reminding them to smile. The sign could also include a few greeting phrases. You can also keep posters around the workspace showcasing the company’s values and reminding employees why they are there: to serve a purpose and provide exceptional hospitality. It can also be effective to warm-up each employee at the start of a shift. Not only can management get them up to speed on daily promotions and other information, they can also give them a new customer service tip each day. Finally, address issues with your staff head-on. If an employee has been

Ed Yancey, director of franchising for Cleveland Avenue, parent company of PizzaRev, brings more than 20 years of franchising experience to PizzaRev. PizzaRev is a “build-yourown” fast-casual pizza concept that has revolutionized the way America eats its favorite food. They accomplish this by allowing guests to watch their personalsized pizza being crafted right before their eyes, then firing it in their custombuilt 900 degree, stone-bed oven. pizzarev.com/franchise

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Veterans in Franchising october 2018

www.franchisingusamagazine.com

U.S. Army Veteran Finds

Perfect Fit for His Military Legacy

Q & A with Paul Bosley:

How Much Equity Will I Need to Invest in My New Franchise Business? Franchising USA


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

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


Veterans in Franchising Supplement october 2018 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover 46 U.S. Army Veteran Finds Perfect Fit for His Military Legacy 48 Q & A with Paul Bosley: How Much Equity Will I Need to Invest in My New Franchise Business?

Veterans Expert Advice 44 Training Aids: Often Overlooked, Effective Way to Get Much More From Your Training Cordell Riley, Military Veteran, Partner and President

of Tortal Training

Veterans Q & A Veteran Profile 42 Fish Window Cleaning

48 How Much Equity Will I Need to Invest in My New Franchise Business? Paul Bosley, Managing Member, Business Finance Depot

46 Our Town America

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V e t er ans in Fr anchising

Veteran Profile: Fish Window Cleaning

U.S. Army Veteran Ron Brumbalow

Utilizes Army-Built Skill Set to Tackle Small Business Ownership

concept. On top of that, it did not involve a brick and mortar investment, it dealt with business to business relations while still allowing me to interact with independent consumers and is a service industry. It ticked all the boxes for me.”

Ron Brumbalow is a retired army helicopter pilot turned entrepreneur. After serving as a commander of an attack helicopter unit and spending more than ten years in Europe and Asia, Ron is now tackling a different kind of challenge – franchise ownership. Second to the Army, business has always been Ron’s passion, so he decided to invest in Fish Window Cleaning. After a successful career in the U.S. Army, Ron now utilizes his army-built skill set to tackle small-business ownership. Ron became a Fish Window Cleaning franchisee in 2013, and he hasn’t looked back. Fish Window Cleaning is the world’s largest window cleaning service, with locations across 44 states. Ron is confident that his decision to invest in FISH was a good one. “Franchising was the perfect next step for my career. It was a way for me to stay active in my community but not have to shoulder the weight of small-business ownership alone,” says Ron. “Fish Window Cleaning was the ideal franchise for me. Everyone is familiar with window cleaning, so it wasn’t a completely foreign

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Military training serves as an ideal preparation for franchise ownership. Veterans understand the importance of building relationships, properly preparing for a day’s work and maintaining a hardworking and devoted staff. Veterans are typically ambitious, driven individuals who are prime candidates for self-employment. Franchising is a viable alternative to independent business ownership for many such military men and women. Franchising provides an opportunity for a veteran’s success to be self-driven, while still allowing them access to a qualified support system. Fish Window Cleaning strongly encourages franchise owners to tackle challenges head-on, while still providing the necessary support, tools and resources they need to succeed. Ron himself is a passionate advocate for veterans investing in franchising, specifically in Fish Window Cleaning. “In the military, you learn to work hard, do the job right and take care of your people. In order to succeed, you need to have a good work ethic and take pride in your work. Those skills transfer remarkably well to franchise ownership. We aren’t in the business of window cleaning; we’re in the business of taking care of our customers,” continues Ron. “I regularly talk to my friends who are retiring from the military and urge them to consider Fish Window Cleaning as a second-act career. It’s truly been an amazing opportunity for me, and I can’t recommend it enough.” Ron is thriving as a Fish Window Cleaning franchisee. He has the flexibility he craves while maintaining a purposeful life that keeps him active in his small-town community. When he isn’t working with Fish Window Cleaning, he enjoys traveling with his wife, going on road trips in his RV and spending time on the water; kayaking, boating, jet skiing – he loves it all! www.fwcfranchise.com


The public and policymakers need to understand franchising. Our purpose

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

Follow us

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

Help us keep the momentum going

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

You benefit by joining

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

b

a

x

Our Franchise

@OurFranchise

@OurFranchise

This is just the beginning

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


V e t er ans in Fr anchising

expert advice: Cordell Riley, Military Veteran and Partner & President of Tortal Training

Training Aids:

Often Overlooked, Effective Way to Get Much More From Your Training You are investing a lot of time and money in training. But do your trainees actually use what you taught them?

professionals and other experts have tried

That is a troubling question that training

50% of what they learned the day before.

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to answer over the years. As long ago

as 1885, a German Psychologist named

Hermann Ebbinghaus studied how long

people remember information they have learned. He plotted his findings on a

“forgetting curve” that showed that after only one day, people forget as much as

A week later, they have forgotten 90%. If that retention rate is accurate, it means that much of the money we invest on training is not well spent. Today, training professionals wrestle with this question too. Most of us know too well that if trainees decide that a training concept is not useful, they stop using it or don’t even try it once. And then there


that deliver messages to cashiers like, “Remember to ask customers if they would like French fries.” A similar one could be a sign, posted on phones, that says, “Remember to smile before you answer the phone.” Another could be a recipe for a customer’s favorite drink that is posted where your beverage servers can see it; when that customer arrives, those servers know exactly what he or she likes most and how to prepare it. Those training aids are not expensive to create and deliver, but they can have an outsize impact on performance and the bottom line.

Some Effective Ways to Use Training Aids . . .

Cordell Riley

is the fact that a lot of training programs present more information than learners can possibly retain. They need help to use what they learned.

Enter Training Aids Training aids offer one of the most costeffective, simple-to-use ways to get people to both remember and use what you taught them. Do you know what training aids are? They are simple reminders, often signs or laminated cards, that remind people to use specific skills, concepts or techniques that they learned. Perhaps the most common training aids are signs in restaurant washrooms that say, “All Employees Must Wash their Hands Before Returning to Work.” Other common examples are signs that are posted behind fast food cash registers

Point of sale procedures and shortcuts - A small sign that explains them, posted on your registers or wherever sales documentation is completed, can reinforce steps that you taught during training and improve both employee performance and customer satisfaction. Ongoing reminders of “must to know” safety and other concepts - One example. Even though you have already trained your restaurant personnel to use correct protocols to clean food-preparation areas, it is wise to post instructions that remind your employees of the correct procedures to follow. Recipes and instructions for preparing beverages and foods - Posted instructions can go a long way toward improving the quality and consistency of your products and the speed of delivery. Daily close-out procedures - What steps should your personnel follow at the close of business every day? A well-placed training aid makes required procedures easier for your employees to follow and reduces errors.

“Training aids offer one of the most cost-effective, simple-to-use ways to get people to both remember and use what you taught them.” Motivational messages - You probably got your trainees fired up and energized during training. But do they stay that way during the weeks and months after training has ended? Posting some motivational messages - or texting them to employees’ smartphones - can keep them enthusiastic and engaged.

So, How Effective Are Training Aids? After reading this article, I hope you will think about them in new ways and agree that they are powerful, like David in the famous Bible story of David and Goliath. They are little, but they pack the power to slay giants. Cordell Riley is military veteran and Partner and President of Tortal Training, a leading training development company in Charlotte, North Carolina. After his time in college and the military, Cordell launched his career at Driven Brands, the owner of Meineke and Maaco. During his 20 years there, he rose through the ranks with increasing levels of responsibility for Operations and Training. He then founded Tortal Training, in 2000. A recognized training expert with extensive experience in the franchising sectors, Cordell has spent more than 20 years helping thousands of companies achieve outstanding success through training. He is a sought-after keynote speaker who addresses conferences and company seminars nationwide. Follow @ TortalTraining. www.tortal.net

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Veteran Profile: Our Town America

U.S. Army Veteran Larry Neal

Finds Perfect Fit for His Military Legacy

as Our Town America Franchisee Our Town America franchises and have become regional developers, as well. Neal has found a particular fit for his military experience with the management philosophy and approach to business taken by Our Town America, which now counts three veteran-owned franchise units among 65 overall franchise locations. “In the U.S. Army, I learned about the value and effectiveness of sacrificing your individual desires in the service of large and important collective goals,” Neal explains. “I also saw how important it is for a group to have a proven road map to achieve its goals.

As a three-year veteran of the U.S. Army who served during the Vietnam War, Larry Neal demonstrated discipline and commitment. As a corporate manager for 25 years, he learned and honed sales skills. As a selfemployed home builder during the Great Recession, Neal experienced the value of persistence. All of those chapters of his life culminated in the decision by Neal and his wife, Paulette Neal, to purchase their first Our Town America franchise in Detroit in 2006. And by applying lessons from each of them, Neal has succeeded handsomely: The couple now own and operate three

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So when it comes to Our Town America, Neal says, “The business model itself is a perfect fit for veterans because each owner can follow a blueprint of proven processes and procedures toward personal success.” In the early 1960s, Neal decided to leave his home town of Ironton, Ohio, to enlist in the Army. “High-school graduation meant either working at the local steel mill or a life in the military,” he recalls. “I chose the Army.” Neal’s Army service came just as the Vietnam War was escalating. “My experience in the Army was eye-opening,” he says. “It showed me there was more to the world than just a little town in southern Ohio. I enjoyed the experience of the Army.” After discharge, Neal went to work for a multinational chemical corporation and excelled in sales roles for two and a half

decades. He had begun building homes as a part-time job, and after “retirement,” Neal slid into building homes on a fulltime basis. But the brutal recession beginning in 2008 shook his world because the national housing bubble burst. So, Larry and Paulette decided to investigate the possibilities for owning a franchise. Our Town America proved to be a perfect match, and not only because Neal could apply leadership lessons he’d learned in the military. “It hit my sales niche; it didn’t require a physical building or any employees,” he says. “I was able to run my business the way I see fit. Our Town America is a phenomenal organization.” And Our Town America does more than its part to help veterans like Neal find that fit. For U.S. military veterans, the company offers a $10,000 discount on the franchise fee. “It’s already an affordable, home-based franchise opportunity,” Neal says. “It truly is a win-win, because you can make a huge difference in your community while successfully realizing your own entrepreneurial dreams.” “All veteran business owners want to be able to make a powerful impact in their community, but that desire is meaningless unless the business model fits their skill set and bank account,” says Neal. www.ourtownamerica.com/franchise-us


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V e t er ans in Fr anchising

Q& A: Paul Bosley, Managing Member, Business Finance Depot

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Paul Bosley

How Much Equity Will I Need to Invest in My New Franchise Business? A new franchisee can be funded by any combination of 3 methods: Self-Funding, Equity Financing and/or Debt Financing. In all cases, a new business owner will have to invest some of their own money in the new franchise venture because 100% financing is not available. The first step in creating your financing plan for your new business is to quantify how much money you will need from inception when you pay your franchise fee until when the business is open and cash flowing so that it is profitable and able

Franchising USA

to pay the owners a salary. The typical breakdown of funds needed includes the franchise fee, the organizational costs to establish the corporation, the landlord deposit, location buildout expense, construction overrun contingency funds, equipment costs and working capital until the business is profitable. Once you have quantified the total $ amount of the money needed, the maximum a typical new business owner will be required to have in liquid assets to invest is thirty percent (30%), Liquid assets include money in your checking and savings accounts, marketable securities, retirement savings in an IRA or a 401K from a previous employer and any money already invested to launch the business which is typically the franchise fee. Please be aware that money borrowed

â&#x20AC;&#x153;A common method of self-funding is to use your retirement funds invested an IRA or a 401K from a previous employer.â&#x20AC;? from a home equity loan and a 401K from a current employer is NOT considered equity because the loan needs to be repaid with one exception. If the new business owners are a married couple and one person in the family is planning to keep their job so they can repay the loan from this income, the loan may be considered equity in the project. Self-financing 100% of a business is also a possibility by investing your savings and/ or liquidating or borrowing against your marketable securities. A common method of self-funding is to use your retirement funds invested an IRA or a 401K from a previous employer. This is referred to as a R.O.B.S. (Rollover our Business Start-ups). There will be a future article explaining the ROBS program which was launched by the Internal Revenue Service as an alternative for self-funding a new business. Another common method for self-financing is to secure a home equity line of credit which involves borrowing against the equity in real estate owned by the partners. For more information, please email Paul Bosley at: paul@businessfinancedepot.com. or visit us online at: www.businessfinancedepot.com.


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ex per t advice

Bob Spoerl, President of Bear Icebox Communications

The Nordics and Unicorns and Franchises, Oh My! Over the past few years, I’ve had the pleasure of working with a number of startups from the Nordics, particularly Finland. It’s a part of the world that gets really, really cold. It’s the part of the world where Vikings come from. And it’s a part of the world that, you may not know, has a disproportionately high number of “unicorns” compared to its population size. I’m not talking about that fantastical horse with a cone on its head. I’m talking about tech companies valued at over $1 billion. The Nordics has plenty of them. And they’re huge. Out of the five European unicorns considered most likely to reach $50 billion, four are from the Nordics. The franchise industry could learn a thing or two from these Nordic startups. Here are five that come to mind.

1

Always be selling

This is something that definitely resonates within the franchise space. But, I want to highlight how I’ve seen the tech companies I’ve worked with sell. They are extremely formulaic about who they target, how often they reach out and when they reach out. In short, they have a system that’s on auto-pilot, watched ever-

Franchising USA


so-closely by a team of diligent, hungry sales managers. Many larger franchises have a system in place for attracting leads and then getting them through their sales funnel. But some emerging franchises may have work to do. Perhaps they grew too quickly or perhaps they are waiting until they scale to really put in place a thorough sales process. It is never too soon to think about how “always be selling” will become a calculated, refined process for your franchise. Whether it is investing in CRMs, bringing on sales teams or finding marketing people who understand the intimate relationship between marketing and sales, create a team that is always selling.

2

Look for the right kinds of collaborations

The Nordic tech startups I’ve met have a way of working together. They all know each other and all seem to get along. In many ways, it is not unlike the vibe at a franchise trade show. People are networking and sharing ideas about how they reach the right franchise prospects. But perhaps franchises could take it a step further. Maybe non-competing franchise brands could figure out ways to further work together to promote the franchise model. Whether it is cross-posting on each other’s blogs or social networks, or co-promoting seminars or webinars on the value of the franchise model, brands might want to consider collaborating to build more momentum and excitement for franchising.

this person, respond now, send this update report — that we can easily get in our own way and become our own bottleneck. Be firm in your vision and ideals and just make your decisions. And then move to the next item to work on.

4

Be serious about your business, but not too serious about yourself The biggest and brightest tech startups have a way of talking about their businesses. They are super confident with their offering and how it is going to change the world. And it helps them grow. Take, for example, a client that I have worked with from the Nordics. They position themselves as a company “on a mission to collect, read and understand all the information ever written about every company in the world.” What I find profound about their positioning is how confident and industry-changing it is. And yet, when you talk to this client in person, their team is extremely down to earth. They joke with one another; they are laid back. Their co-founder wears roughed up New Balance sneakers in the office. He tells jokes a few minutes before walking into a meeting with a ginormous prospect. It is how they operate. It keeps things light. It seems to keep them humble in some ways too as the focus is on their product or service offering and how it is going to help the client.

5

Never settle for where you are

Don’t think about things too much. One thing I have learned from my Nordic clients is that they keep meetings very brief. They don’t waste time discussing unnecessary things. They are laserfocused. What I have found is that they don’t work longer. Instead, they tend to work smarter.

Public speaker Brian Tracy once said “complacency is the greatest enemy of success.” He’s actually not from the Nordics (he is a Canadian-American), but the quote rings true. And it is something I’ve witnessed through my Nordic clients. They don’t settle for where they are. It is why they decided to expand from their home country into other parts of Europe and, ultimately, grow their model into the United States.

Part of working smarter is making more efficient decisions. So many decisions are made during the day — should I email

The key is that they made incremental changes, ones that advanced their business into the next logical market. On a similar

3

Be decisive

Bob Spoerl

note, never settle when you’re a franchisor. Getting to 10 units might be great, but the question once you get there is: “How are we getting to 25?” Perhaps you’re not settling on number of franchises — perhaps you want more. But, when it comes to settling for where you are, perhaps that means you keep the same marketing materials that brought you success off the bat. You don’t evaluate your training or sales systems as much as you should. It worked before, so it will continue to work, right? Remember, things change. It’s the only constant in life. Don’t become complacent. Remember, it’s the enemy of someone craving success. Nordic tech companies may not share a lot in common structurally with U.S. franchise systems. But one thing I know — having worked with both types of companies — is that they both share something: They are passionate about their businesses and desire to grow them. Taking cues from fast-growing Nordic companies may inspire you to try new things and advance your franchise. It’s a never-ending journey, one that can constantly be refined. Good luck. Bob Spoerl is the president of Bear Icebox Communications, a public relations and content marketing agency working with a variety of B2B, franchise and international clients. bearicebox.com

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

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

brumby’s bakery Brumby’s is one of Australia’s most iconic bakeries. With a history of baking fresh bread every day since 1975, it has fostered a loyal legion of customers who buy more than 10.5 million loaves each year, featuring more than 200 stores across Australia, New Zealand and Papua New Guinea. Brumby’s Bakery is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Brumby’s Bakery. Area Developers or Country Master Franchise

Business Finance Depot

Phone: 1-800-782-0711 Fax: 972-828-5017 Website: Franchise.7-Eleven.com Email: Franchise.Inquiries@7-11.com

Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Brumby’s Bakery is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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

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

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

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

CAFÉ2U

Master Franchise Partners receive the benefits of being

Cafe2U is a van based franchise, delivering the highest quality espresso based beverages to non-traditional locations; being anywhere that a consumer would not expect to access a high-quality espresso based coffee. Since the first van launched in Sydney, Australia in 2000, the brand now boasts more than 250 franchises worldwide, including over 100 across the UK, New Zealand and South Africa.

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

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

Master Franchise Partners for the USA.

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Excellent for branding and recognition.

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

Cafe2U is seeking Area Developers or Country Email rfginternational@rfg.com.au

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

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

Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for more than sixty franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance. With a customized online store as the organizing principle, our websites give franchisees the ability to purchase their advertising and marketing tools in one easy-to use program. We provide marketing collateral, signage, POP

Crust Gourmet Pizza Since its inception in 2001, Crust Gourmet Pizza Bar has grown to over 160 stores in Australia and has expanded into Singapore and is soon opening in the United Kingdom. Crust Gourmet Pizza is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Crust Gourmet Pizza.

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

displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and user-friendly. Customer service is our forte’. Contact: Dan Broudy, Chief Executive Officer Phone: 412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

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

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

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

donut king

receive the benefits of being supported by an established Franchisor:

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

• Full training of the brand system

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

• Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Donut King is seeking Area Developers or Country Master Franchise Partners for the USA.

Area Developers or Country Master Franchise Partners

Email: rfginternational@rfg.com.au

Fresh Coat

our Marketing Department and our Operations Team. We have national and local marketing initiatives and resources to drive customers to your place of business, and experts to guide and coach you for as long as you own your Fresh Coat franchise.

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

Franchising USA

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

Fresh Coat is committed to leading the painting industry by driving platinum level customer service delivered by a team of professionals and painting experts. To do this, our franchisees only hire the most skilled and experienced painters, allowing their franchise businesses to offer 6 unique services. Your painters provide positive experiences from the initial quote to final touch-ups. Phone: (513) 605-4877 Email: freshcoatpaintersfranchise@gmail.com Website: www.freshcoatfranchise.com


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

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

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

• Ongoing support via a Market Development Manager

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

• Product innovation via our dedicated team of food experts

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

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

The Growth Coach The Growth Coach® is an industry-leading business coaching franchise, established in over 150 markets in the United States and abroad. Since our founding in 1992, our coaches have helped thousands of small business owners achieve their personal

honkamp krueger Honkamp Krueger & Co., P.C. (HK) is a Top 100 CPA and business consulting firm in the U.S. and the 3rd fastest-growing Midwest-based firm (Accounting Today, 2017). Specializing in franchise services, HK offers 40-plus forward-thinking, innovative solutions to franchise organizations in all 50 states. In addition to our tax, accounting and consulting services, HK offers total hire-to-retire solutions through our human capital management affiliate, HKP. Through our HK Financial Services affiliate, HK offers world-class wealth management solutions.

International Franchise Professionals Group

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

Email: rfginternational@rfg.com.au

and professional goals. With 28 million businesses in the United States, the demand for business coaching has grown to a tremendous $11 billion industry. P: (877) 498-3626 E: GrowthCoachFranchiseOpps@gmail.com

Our depth and level of franchising expertise along with our track record for providing independent and objective franchise advisory/consulting services clearly differentiates HK from all other franchise advisors across the country. When you partner with HK for your franchising needs, you will always have easy access to one of our owners who will walk in your shoes with you and who has a unique perspective on being an entrepreneur and business grower. Phone: 888.556.0123 www.honkamp.com

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

Excellent for branding and recognition.

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

R

W: https://growthcoachfranchise.com

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

Franchising USA

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LEAKPRO INTERNATIONAL Incorporated LEAKPRO is a unique Mobile business serving new and used car and truck dealerships, body shops, fleets and RV Dealers detecting and repairing Automotive Water Leaks, Air Leaks, Wind-Noises, sunroof and convertible issues. The system itself, besides using ultrasound technology combined with the latest proprietary tools and products has a unique trademark, decor and logo. LEAKPRO offers intensive hand on training, OEM warranty approved products, factory trained technicians and up to a Lifetime warranty. Our training not only teaches leak repair, but day-today business management and sales techniques. Prior Automotive experience is not required but helpful.

It’s a grind Founded in 1994 in Long Beach, California, It’s A Grind’s mission is to provide high-quality signature coffee, espresso beverages and delicious food offerings in a comfortable and locally-focused atmosphere. It’s A Grind has stores in the USA, Middle East and Asia. Sourcing its coffee from around the globe, It’s A Grind then roasts each batch in Southern California, ensuring consistently fresh, smooth and flavorful coffee. It’s A Grind is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including It’s A Grind. Area Developers or Country

Michel’s Patisserie Michel’s Patisserie has French inspired cafés across Australia. With a history spanning over 30-years, Michel’s Patisserie is renowned for its delicious specialty cakes, pastries, treats, savouries and exclusive award-winning coffee. Michel’s Patisserie also includes an added cafe menu, including breakfast and light meals. Michel’s Patisserie is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Michel’s Patisserie.

With NO effective competition and the high demand for this service - it’s a Winning combination. This Mobile business is a low-overhead, profitable opportunity. To join this MultiAward winning TEAM call 888.532.5349 or visit www.leakpro. com today! Individual, Master and Regional Opportunities exist all throughout the USA. Contact: John R. Allen Founder & President Phone: 905.829.LEAK{5325) 1.888.532.5349 Email :john@leakpro.com Website: www.leakpro.com

Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. It’s A Grind is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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

Area Developers or Country Master Franchise

Email rfginternational@rfg.com.au

NaturaLawn of America, Inc.

under the separate brands Mosquito Ranger and Tick Ranger. Each franchise is given an exclusive protected territory of between 50,000 to 70,000 single-family homes, as well as the company’s patented and exclusive fertilizers.

Called “too far ahead of its time” in 1987, NaturaLawn of America—an organic-based lawn care company—today has 90 franchise locations in 25 states serving over 93,000 customers and generates annual revenues in excess of $64 million. Their natural lawn care system consists of a proprietary line of organic lawn care products, and provides business opportunities to individuals wishing to secure their own franchise. With an average gross revenue of over $1.5 million per location and the highest reoccurring revenues in the industry, NaturaLawn of America is the premier choice when seeking a franchise service business. Franchise owners have the additional benefit of offering mosquito and flea and tick control

Nestlé® Toll House® Café by Chip® Nestlé® Toll House® Café by Chip® is a premiere dessert and bakery café offering customers an unrivaled experience through the use of fine ingredients, indulgent creations, distinct flavor profiles, and the rich tradition of the very best Nestlé® brands. Cafes offer freshly baked cookies, customized cookie cakes, a wide assortment of freshly baked confections, specialty coffee, ice cream, smoothies and savory items including paninis, wraps and flatbreads, sandwiches, salads and soups (in select locations).

Franchising USA

A commitment to Service Excellence and a willingness to learn are required. The ability to deal with people in a friendly, professional and courteous manner combined with the determination to succeed could put you on the road to financial freedom.

Franchise owners also benefit from advertising, marketing, accounting, purchasing, business management and other support provided from NaturaLawn of America’s home office. A franchise support team visits new franchise locations an average of eight times a year for their first two years in business. NaturaLawn of America has grown its revenue by 26 percent since 2014. Contact: Blaine Young Phone: 301-694-5440 Email: Franchise@naturalawnfranchise.com Website: https://naturalawnfranchise.com

Crest Foods Inc., franchisor of Nestlé® Toll House® Café by Chip®, based in Richardson, Texas, is a premiere restaurant franchisor company. The company currently franchises more than 150 bakery cafés in the United States, Canada and the Middle East. The concept has kiosk, in-line mall, lifestyle, and street café locations. The first café opened in 2000. Nestlé® Toll House® Café by Chip® has been recognized by Entrepreneur magazine’s “Franchise 500.” For more information please visit nestlecafe.com. Contact: Benjamin Padilla Phone: (214) 495-9533 Email: franchising@nestlecafe.com Website: www.nestlecafe.com


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

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

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

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

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

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

Pet Wants

key trends. Our delivery program brings Pet Wants food to the customer’s door, something new in most markets. It’s a great time to join Pet Wants.”

Pet Wants pet food franchise is one of the fastest-growing pet food franchises in America, with 80 locations across the United States — proving just how powerful the demand is for premium, fresh pet food free of animal by-products and non-nutritious fillers. We offer two attractive franchise models — a mobile, event-based franchise that focuses on acquiring subscription delivery customers, and a retail pet store model that sells Pet Wants food, custom treats and high-end pet accessories. “Pet Wants is the kind of franchise opportunity that comes once or twice in a career,” says Scott Hoots, President of Pet Wants. “We’re a new franchise brand that is experiencing explosive growth in a huge market that’s tapping into some

PIRTEK USA Proven Business Model for Prosperity PIRTEK began in Australia in 1980 and expanded into the United States in 1996. With locations in more than 23 countries and 400+ locations globally—and growing, we are the leading edge in hydraulic hose service. We’re powered by an innovative approach to sales and service with more than 30 years of experience, backed by a corporate team that is passionate about its franchisees and customers. PIRTEK offers unmatched service and logistics and is consistently recognized as a premier franchise.

Tap into the huge demand for fresh, custom-made pet food. Pet Wants is riding a huge wave of pet owners spending lavishly on their beloved pets. In fact, in the $74 billion pet products industry, Americans spend over $22 billion a year on pet food and treats alone. Meanwhile, pet lovers nationwide are beginning to hold pet food to the same standards as food they put on their own tables, and they are looking for fresh, highly nutritious foods. Phone: 866-407-8390 Website: www.petwantsfranchise.com Email: petwantsfranchising@gmail.com

only franchise of its kind in the United States. With more than 30 years of experience, PIRTEK is a service-based business focused on reducing downtime by repairing and maintaining hydraulic- and pneumatic-powered machines. PIRTEK offers unmatched service and logistics, an industry-leading sales approach, and a corporate center passionate about its franchisees and customers. As a franchisee, you’ll receive top-notch support every step of the way. Our Franchise Ownership process is quick too! There is a 6-step process, and this can usually be completed within 6-12 weeks. For more information, call Lu-Ann Senia to walk you through the steps to owning your own PIRTEK franchise.

PIRTEK is a unique business-to-business franchise that services, maintains, installs and replaces hydraulic hoses and fittings. PIRTEK is the leader in fluid transfer solutions, the

Phone: 321-504-4422 Email: lsenia@pirtekusa.com Contact: Lu-Ann Senia

Pizza capers

established Franchisor:

Pizza Capers was launched in 1996 and has outlets across Australia and have recently launched in India. Pizza Capers has successfully created a new segment in the take-away / dine-in pizza category for high quality, everyday gourmet pizza. Pizza Capers is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Pizza Capers. Area Developers or Country Master Franchise Partners receive the benefits of being supported by an

Pollo Campero Pollo Campero has served flavorful chicken made with our original family recipe since 1971. Our menu includes fried, grilled, and boneless chicken for wholesome, customizable, easy-toshare meals. In 2017, we were named #6 in Business Insider’s “25 best fast-food chains in America right now.” With 350 system-wide locations, including company-owned and franchised stores, we have established a support network for franchisees who want to join our growing family.

®

• Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Pizza Capers is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

With 6 straight years of Compounded Annual Sales Growth, we are now positioned to rapidly expand throughout the US. Franchising with Pollo Campero means serving up fresh, unique flavors with broad appeal and taking part in a franchise opportunity with strong earnings potential. Join our family! Phone: (972) 770-2800 Website: us.campero.com/franchising Email: franchising@campero.com Contact: Gustavo Duran, Executive Vice President

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pool scouts

• Recurring revenue business

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

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

Pool Scouts is the franchise opportunity poised to make a splash in the industry. Here are some compelling attributes: • Fragmented market in a $3 Billion industry • Fast growing franchise opportunity • Low franchise fee and fast start up

Restoration1® Restoration1® is the fastest growing restoration franchise in the emergency restoration industry for mold, water, fire and smoke damage, handling jobs of all sizes across the nation for residential and commercial property’s. Our business is based on local and regional relationships with insurance adjusters, building inspectors, subcontractors and policy holders. It is always in high demand and not affected by economic trends because it is based on necessity, not discretionary spending. Our model is a powerful opportunity for the right

scooter’s coffee

candidates, as it involves no inventory, no brickand-mortar location and high-volume growth that continues through almost any economic climate. Our ethics, professionalism, quality and availability are carried out at each of our franchise locations. Our team is committed to giving franchisees the support system they need to succeed in these same areas. Restoration 1 Franchisees can reach full potential with our superior training, technical support and in-territory support. Contact: Gina Roberson Phone: 800-993-0803 Email: gina@restoration1.com Website: www.restoration1.com

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

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

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

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

SUBWAY®

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

When you own a Subway® sandwich shop, you’re part of the world’s largest Quick Serve Restaurant chain and one of its most recognized brands, and you’ll get the support and experience that comes with it. Be part of a winning brand that keeps customers coming back for delicious meals made just the way they want. Subway® is the undisputed leader in fast, wholesome food. Our sandwiches are made to order right in front of the customer, precisely the way they want - using

The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth. All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’. Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

Franchising USA

Phone: 1-844-407-2688 Email: franchising@poolscouts.com Website: poolscoutsfranchise.com

Our franchise support system features: training, product development, advertising, purchasing cooperative, field support and much more. Contact: Ralph Piselli, North American Franchise Sales Manager Phone: 203 877 4281 Email: Franchise@subway.com Website: www.subway.com

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


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.

TruBlue Total House Care There are thousands of Senior Care companies taking care of the person, but NO ONE is taking care of their homes. Sadly, Seniors are forced to leave their beloved home and memories too soon because the home becomes too hard to maintain. Regrettably, they end up in nursing homes and retirement facilities. All of that has changed and created a business opportunity of a lifetime. TruBlue is the ONLY national provider that specializes in Total House Care for Seniors, so they can stay in their homes longer… “age in place” with confidence, comfort, safety and independence. We provide complete and on-going house care, both inside and outside the home: • Repairs • Cleaning

The UPS Store

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: www.topfiremedia.com Email: info@topfiremedia.com Contact: Matthew Jonas

• Yard work • Special projects (such as wheelchair access, safety audits, and fall prevention, to name a few) • Home Watch TruBlue Total House Care services busy families, as well. They’re constantly running from school activity to sporting event most evenings and weekends. While they have disposable income, they have little free time or desire to handle the endless chores around the house. They gladly turn to TruBlue for complete and affordable house care, inside and out, where we act as their Total House Care Manager and provide them with a convenient and hassle-free lifestyle. Phone: 866-498-3218 Website: www.trubluefranchise.com

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

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

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

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

verlo mattress

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

Verlo has a mattress shopping experience unlike any other – an elevated customer experience that was designed to make shopping as comfortable as the mattresses – with the goal of having guests feel a sense of “ahhh” when in a Verlo store. As a vertically integrated company, our mattresses are built on-site, sold at consumer-direct prices and serviced locally with a Lifetime Comfort Guarantee. This model uniquely positions Verlo to benefit from several key retail trends, such as Shop Local, Made in America, and Handmade Products.

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

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

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

Franchising USA

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