Franchising USA September 2018 by CGB Publishing

Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

The Fall Franchise Chase! LATEST NEWS

naturalawn grow organically FINANCIAL ADVICE FROM THE BANKS

VOL 06, ISSUE 11, sep 2018

I was a Franchisee, Now I’m a Better Franchisor TOP LAWYERS’ ADVICE

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

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 6, ISSUE 11, 2018 president: Colin Bradbury. colin@cgbpublishing.com

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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: NaturaLawn of America

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

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Welcome to the September issue of Franchising USA. With summer now over, it’s time to get back to business! If you were lucky enough to take some time off during the summer season, slipping back into work mode can be challenging; trust me, I feel your pain. So if an overflowing inbox and hectic meeting schedule has you suffering the back-to-business blues, I suggest you consider taking a few more days off from the office to attend the upcoming Franchise Expo Midwest from September 14-15 in Rosemont, IL. Register for free and join as our guest to take advantage of the opportunity to meet face-to-face with over 100 of the top franchise brands and get educated on how to be successful from the start through the over 30 free seminars offered. Our Cover Story this month features NaturaLawn, a lawn care franchise that has grown every year in gross revenue and customer count since its inception in 1987. Although there was little interest in the brand’s environmentally friendly approach to lawn care when it first started, the company has experienced substantial growth and is positioned to continue its expansion across the country. Turn to page 10 to learn how NaturaLawn evolved to become the nation’s leading organic-based lawn care franchise and the third-largest lawn care company in the industry. Our Special Feature this month is on Home-Based / Home Services

Franchising, with Pool Scouts on our Feature Cover. As a swimming pool service franchise, Pool Scouts has successfully expanded in 39 territories within nine states since it began franchising in 2016 and they plan on continuing this expansion in locations around the country. We sat down with Michael Wagner, President of Pool Scouts, to discuss what makes the company stand out from the competition so be sure to read the interview to find out. This month our Veterans in Franchising Supplement features Strategic Franchising on the Veterans Cover to discuss Life After Active Duty and Why Service-Based Franchises Are a Great Fit for Veterans. Honored to work with U.S. Veterans since its inception in 1994 within all 5 of its franchising brands – Fresh Coat, Caring Transitions, The Growth Coach, Pet Wants and TruBlue – Strategic Franchising is eager to continue working with potential new franchisees who are transitioning out of or have recently left the military. We’re happy to bring on another round of Ask the Expert this month, where industry expert Evan Hackel explores and answers readers’ questions about franchising. Have a question about your franchise? Email your franchising question to editor@cgbpublishing.com and it could get featured in a future issue. Don’t forget to register now for Franchise Expo Midwest. The countdown clock is ticking so you better act fast! We hope to see you there. Happy reading!

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

september 2018

On the Cover 10 Cover Story: NaturaLawn: Grow Organically 14 I Was a Franchisee, Now I’m a Better Franchisor

58 The Fall Franchise Chase!

In Every Issue 6

What’s New!

Announcements from the industry

Home-Based & Home Services Franchising Feature

43 Veterans Supplement - News and Information

for Veterans in Franchising

63 A-Z Franchise and Services Directory

Focus 16 HealthSource

Expert Advice

12 How Franchisee Experience Adds Important

Perspective to Franchisor Role Charles Bonfiglio, Founder and Chief Executive Officer, Tint World® LLC

18 3 Ways the Philosophy of Servant Leadership

Can Positively Impact Your Franchise Jeff Oddo, President, City Wide Maintenance

40 Five Things You Need to Know About Franchise

18 Franchising USA

Management Style David Banfield, President, The Interface Financial Group

58 The Fall Franchise Chase!

George Knauf, Senior Franchise Business Advisor, FranChoice

8 Ask The Expert

38 How Can I Keep My Employees Without Spending

Too Much on Payroll?

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

Home-Based / Home Services Franchising Feature

On the Cover 26 Pool Scouts Continues Expansion From Coast to Coast 32 Low Investment, High Margin Businesses 34 Mastering the Home-Based Franchise In Every Issue

22 Feature News 28 Feature Article Expert Advice 32 Low Investment, High Margin Businesses Make

Great Franchises Christopher Conner, President, Franchise Marketing Systems

34 Mastering the Home-Based Franchise

Peter Hans, President, Discovery Map International

36 Home-Based Business Are Cheap, But No Sure Thing:

Skills You Must Possess to Be a Successful Home-Based Owner Rick Bisio, Franchise Coach, FranChoice

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what’s new! Ripley PR Launches Orange Orchard Division, Focused on Environment and Animal Welfare

Ripley PR, a Tennessee-based global B2B and franchise public relations agency, has launched a new PR division, Orange Orchard, dedicated to helping environmentally conscious and animal-friendly organizations effect change by taking their word out to the world. “Our philosophy at Ripley PR is that we want to live in a healthier, cleaner and kinder world,” said Heather Ripley, CEO of Ripley PR. “Working with businesses that are trying to make a difference in those areas fits with our own culture, and we can use our experience and knowledge to help organizations that share the same philosophy through our new Orange Orchard division.” The division will focus on eco-friendly, environmentally conscious, vegan businesses or animal-welfare organizations. Orange Orchard will also work with businesses working toward these goals culturally, or with a corporate social responsibility plan. “Globally, we are seeing a shift toward being better stewards of our planet: Restaurants and major franchise brands are adding

plant-based options to their menus, international companies are eliminating plastic waste in their packaging, and we’re seeing cruelty-free movements in clothing and fashion,” Ripley said. “Consumers are taking notice. We believe this is just the beginning, and we’re committed to not only our involvement in this world as a company, but in partnering with companies who share the same vision for our future.” For more information about Orange Orchard, visit www.orangeorchardpr.com or call 865-977-1973.

Minuteman Press International Goes Solar with SUNation Solar Systems Minuteman Press International, the top-rated business marketing and printing franchise headquartered in Farmingdale, Long Island, NY, has launched a significant initiative to move business operations in a more environmentally sustainable direction. As of March 16th, of this year, the company has converted to solar energy, enlisting SUNation Solar Systems of Ronkonkoma for the project. Minuteman Press is optimistic at the impact this decision will have on their business and their community. “Partnering with SUNation for our conversion to solar energy was easy and efficient,” says Bob

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Titus, Minuteman Press International President & CEO. He adds, “Minuteman Press has strong roots in Long Island. We have been here since we established our family business in 1973 and since then we have expanded to nearly 1,000 franchises across five countries. Our world headquarters in Farmingdale continues to be our home base and we are thrilled that we were able to utilize SUNation, another industry-leading Long Island-based company, for our energy conversion.” Equipping their headquarters with solar energy sends a powerful message to Minuteman Press’ customers and worldwide franchise locations,

demonstrating a clear commitment to clean and responsible operating practices. This is further evident by the fact that they are also in the process of switching over all lighting in their 46,000 sq. ft. building to energy efficient LED technology. www.minutemanpressfranchise.com

Fork & Salad Brings on Important Leader to Support Company and Franchise Growth Lauren Mann will Oversee Operations at Existing Locations and Assist New Franchisees with Development

Fork & Salad, the Maui-based fast casual eatery specializing in healthy options and local Hawaiian flavors, has promoted longtime employee Lauren Mann as the brand’s inaugural Director of Operations and Director of Franchisee Management. In this position, Mann will oversee the daily operations of all Fork & Salad locations and provide new franchisees with the tools they need to develop, open, and operate their Fork & Salad franchised stores. Mann has spent the last four years working alongside Fork & Salad owners Jaron Blosser, Travis Morrin, and Cody Christopher at their full-service restaurant concept, Three’s Bar and Grill. She was first hired as a restaurant manager, quickly working her way up to the corporate management level. Founded in 2016, Fork & Salad was built with the purpose of helping to make farm-

to-table cuisine as healthy, convenient, and affordable as possible. The menu features a wide variety of healthy offerings such as sandwiches, salads, build-yourown options, and healthy beverages like housemade teas and organic kombucha. The Maui-based concept is committed to serving and supporting the island’s local residents and businesses, which it does by employing over 40 locals and sourcing ingredients from more than 25 Maui-based farmers and suppliers whenever possible. Fork & Salad is partnered with Fransmart, the industry-leading franchise development company behind the success of household concepts like The Halal Guys and Five Guys Burgers & Fries, as its exclusive franchising partner to grow the brand. For more information, visit www.forkandsaladmaui.com.

Fazoli’s Continues 2018 Development Momentum With New Openings and Successful Market Relaunches Fazoli’s, America’s largest elevated QSR Italian chain, announced a number of momentous achievements to close out the first half of the year. By mid-year, the company successfully opened over seven new restaurants, with plans to open up to an additional five locations by the end of the year - setting the brand up to achieve its highest number of openings in nearly 10 years. This continued surge in development has also helped the brand successfully reenter three markets where it previously operated, since the beginning of the year, including Columbus, GA, Plant City, FL and Poplar Bluff, MO. Fazoli’s was able to successfully return to these three markets after several years, by offering freshly prepared Italian fare at a reasonable cost and reestablishing itself as a leader in the elevated quick service Italian space. Strong brand loyalty and customer appeal have resulted in exceptional and sustained sales performance in each of these newly reopened markets. In addition to reestablishing a presence in these key cities, Fazoli’s achieved its two highest grand opening weeks in company history with its openings in Hazard, KY and

Columbus, GA, surpassing $100,000 and $95,000 in grand opening sales, respectively. Furthermore, Fazoli’s has continued its remodel initiative after successfully revamping nine of its locations in 2017 and observing sustained success in each of those restaurants. Fazoli’s is currently seeking single- and multi-unit operators to join its growing, franchise network. Incentives are also available for new franchisees looking to grow their portfolios with the brand. For more information, www.ownafazolis.com.

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what’s new! Jimboy’s Tacos Opens New Location in Nevada Jimboy’s Tacos, home of the parmesandusted Original American Taco, has opened its newest location in Lemmon Valley, Nevada at 310 Lemmon Drive. Franchisee Peter Francis first became involved with the Jimboy’s Tacos brand

when he was hired for a back-of-house position after high school, and has since worked his way up through the franchise and currently owns three additional Jimboy’s Tacos stores in Reno and Sparks, NV.

The 65 year old concept originally started as a simple food trailer on the shores of Kings Beach in Lake Tahoe, CA. With sights set on serving the best tasting taco on the market, founder Jim “Jimboy” Knudson created the Original Ground Beef Taco, which has remained the brand’s best-selling menu item since its conception in 1954. The iconic taco, which Food Network Star Guy Fieri has called a ‘guilty pleasure’ taco, is made fresh at each Jimboy’s Tacos location with seasoned ground beef, freshly shredded cheese, and lettuce in a crispy, stone-ground corn shell dusted with parmesan cheese - a Jimboy’s Tacos signature. Jimboy’s Tacos currently operates more than 40 locations in California and Nevada. The growing brand is actively seeking franchise partners to continue its West Coast growth and begin bringing Jimboy’s Tacos to the Sun Belt states. For more information about the brand and franchising opportunities, visit www.jimboystacos.com.

The Future of Dry Cleaning Comes to Concord, MA Lapels Dry Cleaning of Concord Opens at Former Zoots Location Lapels Dry Cleaning, an innovative, environmentally friendly dry-cleaning company headquartered in Hanover, Massachusetts, recently opened a full-service, environmentally friendly dry-cleaning store at 91 Thoreau Street in Concord, MA. The location had previously been a Zoots Dry Cleaning store. “We’re extremely excited to bring a sustainable, non-toxic way of dry cleaning clothes to even more people in the great community of Concord,” said Lan Nguyen, who also owns Lapels Dry Cleaning of North Andover and Lapels Dry Cleaning of Wilmington. “When we open our doors on July 26th, we will be one of the

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only dry cleaners in the area utilizing a 100 percent environmentally non-toxic cleaning solution.” Lapels has pioneered its eco-friendly dry-cleaning experience over the past two decades. Part of that effort includes a partnership agreement with GreenEarth®, the dry-cleaning industry’s only non-toxic cleaning alternative, for its newer locations like Lapels Dry Cleaning of Concord. Using these kinds of solutions and the latest technology in equipment, Lapels is one of the few dry cleaners able to boast that there is no hazardous waste in their process. Lapels offers its customers Automatic

Lan Nguyen, owner of Lapels Dry Cleaning of Concord

Rewards earning them credit towards free dry cleaning for every dollar they spend, Loyalty Programs, a VIP Program which eliminates the need to wait in line, the use of a 24 Hour Drop Off Service and FREE Home Delivery to all its customers. For complete information on Lapels Dry Cleaning, please visit www.mylapels.com.

Pearle Vision Features Tennis Legend and Cultural Icon Billie Jean King in Latest Campaign Locali Expands Footprint To The East Coast With New Franchise Deal Florida-Based Viable Foods, LLC Plans to Bring ‘Healthy Convenience’ To The Greater South Beach/ Miami Area

Pearle Vision is capturing the hearts and minds of Americans with an emotionally-driven advertising campaign. “Olivia” casts an indelible light on the brand’s commitment to quality of care. The film tells the story of Olivia, a young girl exploring a myriad of interests ranging from sports to space. As her story unfolds it becomes clear to her mom and to the viewer that passionate Olivia isn’t seeing clearly. In the film, we see Olivia and her mom in the exam room at Pearle Vision. As it becomes clear that Olivia needs glasses, the Pearle Vision optometrist knows just how to help. She presents Olivia with a photo that elicits an immediate reaction of joy because the optometrist did more than diagnose Olivia’s visual acuity issue during the exam, she took the time to learn about Olivia’s unique interests (tennis, archery and space travel), all of which the young girl celebrates at home in her room with an inspiration board titled “Women Who Made History.” And that photo, we learn, is an iconic glasses-wearing heroine to add to her board — Billie Jean King, wearing a near identical pair of frames that Olivia now wears. Thanks to the genuine, personalized care from the optometrists at her neighborhood Pearle Vision, she proudly heads home wearing her “perfect pair” that we come to learn creates an even deeper connection to what and who inspires Olivia. For more information, visit www.PearleVision.com.

Locali, the wildly popular Los Angeles-based ‘healthy convenience’ concept, has recently signed a multi-unit franchise agreement with Viable Foods, LLC to expand the rapidly-growing brand into the greater South Beach/ Miami, Florida area. This deals marks the first expansion outside of California for Locali. Franchisee Roy Casiano, who operates Viable Foods, LLC with his wife Deanna Snyder, has been working in the food industry for over 13 years holding positions in operations and management. Most recently, Casiano acted as General Manager for Estiatorio Milos, a chain of high-end Mediterranean restaurants with locations in Miami and Las Vegas, among others. Since 2009, Locali has established itself as the largest and fastest growing health-conscious convenience concept in the market, and the only franchised natural food store with a healthy and organicbased deli menu. Offerings include made-to-order sandwiches, like the completely vegan “Badass Breakfast Sandwich,” which was named one of “LA’s 10 Best New Sandwiches” by Zagat, organic produce salads, chia bowls, probiotic smoothies, and other healthy options, many of which are vegan, vegetarian, and glutenfree. The ‘healthy convenience’ store also offers grab-and-go options and a wide array of curated food items available for retail purchase. Locali, in partnership with Fransmart, is looking for experienced, qualified franchise partners in the United States who are looking for an opportunity to become involved with the Locali brand, which yields great unit economics, small store footprint, low start up and food costs, and impressive margins. For information on franchising with Locali, visit www.localiyours.com

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NaturaLawn

Grow Organically When Phil Catron founded NaturaLawn in 1987, there was little interest in the company’s environmentally friendly approach to lawn care within the industry. Since then, perceptions towards natural, organic methods are much more favorable, and the company has experienced substantial growth. Since its inception, NaturaLawn of America has grown every year in gross

Franchising USA

revenue and customer count. Even during challenging economic years, the company has seen continued growth - a testimony to their customer service and results, and a key reason that NaturaLawn is a superior franchise opportunity. “Lawns treated by chemicals and pesticides may look pretty on the outside, but are sick on the inside, because nothing is living in the soil,” Catron explains, “Our entire concept is built on building the foundation of the soil profile, where the plant roots support the top.” Instead of using harsh pesticides and chemical treatments on lawn surfaces, NaturaLawn’s patented approach focuses on preserving the lawn’s soil and using

natural pest prevention techniques. Catron goes on to explain, “When we first launched, the industry took a very negative approach toward us because we were against the norm.” NaturaLawn of America treats lawns using proprietary granular, organic-based fertilizers that are safer for children, pets, its employees and the environment. The company’s Integrated Pest Management (IPM) system involves preventing, monitoring and controlling pest activity. Before starting the company, Catron worked in training, product development and program development for two national lawn care companies. While at the first company, he began developing an organic

“Our customers are loyal to us not only because of the great results we deliver, but also because of the safer level of service we provide while focusing on building up the health of the soil.” - Blaine Young approach to lawn care that would have used biorational microbial materials to treat lawns. After Catron’s methods and ideas about reducing their unnecessary chemical impact were ignored by his first employer, he left the company to work for another lawn care provider and continued to research biologically beneficial materials. Unfortunately, this lawn care provider also did not embrace the concept of biologically beneficial materials. After gaining valuable industry insight from these companies, he subsequently left the second company in 1986 and started NaturaLawn of America the following year. “I decided that if this was something I was going to do, I would have to do it myself,” he says. “There were a lot of concerns from the general public about issues with chemical sensitivity,” he says. There were reports of clients’ pets and the employees of lawn care companies falling ill as a result of the chemicals being used to treat lawns. “I felt that we weren’t providing a service; we were just providing chemicals, whether they were needed or not.” Although NaturaLawn of America faced initial resistance within the industry, many of their peers have now come to embrace this more organic way of thinking. “The industry has truly tried to make that turn, but I compare it to an aircraft carrier trying to make a turn – it takes a very long time! NaturaLawn of America’s franchise system is more like a fleet of PT boats and is able to manoeuvre very quickly.” Catron continues, “No one likes to admit what

“Lawns treated by chemicals and pesticides may look pretty on the outside, but are sick on the inside, because nothing is living in the soil. Our entire concept is built on building the foundation of the soil profile, where the plant roots support the top.” - Phil Catron they were doing for 25 years is inherently wrong, but if you’re not willing to change and do what customers want, you will surely go out of business.”

A Turnkey System Today, NaturaLawn of America has 90 licensed franchises in 25 states, making it the nation’s leading organic-based lawn care franchise and the third-largest lawn care company in the industry. NaturaLawn’s 90 franchisees enjoy very high customer retention. “Our average customer stays with us for more than six years, and 85 percent of our customers continue with us every year,” says Franchise Development Manager Blaine Young. “When someone engages with you to purchase lawn care services, they want to see a healthy, green lawn that is as weed-free as possible. Our customers are loyal to us not only because of the great results we deliver, but also because of the safer level of service we provide while focusing on building up the health of the soil.”

The average NaturaLawn of America franchise reports more than $1.5 million in annual sales, and several of its locations range between $3 million and $8 million in sales. 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. Franchise owners also benefit from advertising, marketing, accounting, purchasing, business management and other support services provided from NaturaLawn of America’s central office. A franchise support team visits new franchise locations an average of eight times a year for their first two years in business. Other franchisees also offer guidance and assistance during regular franchise meetings. “Our franchisees are given a turnkey business with processes, systems, and uniquely blended proprietary fertilizers which cannot be purchased anywhere else,” Young says. A NaturaLawn of America franchise

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N at u ra L aw n of A m e r i c a

Pictured left to right: Phil Catron, Founder; Theresa Smith, Vice-President Marketing; and Jesse Catron, Vice-President.

“Joining us is like being part of a family; we want to make sure our prospects are a good fit for our family and we are a good fit for their family.” - Blaine Young is like getting three opportunities for the price of one. While lawn care is the primary focus and service provided, additional opportunities to expand into mosquito services with Mosquito Ranger ® and flea and tick services with Tick Ranger® , are available in areas where needed. These three service lines allow NaturaLawn of America franchisees to receive lawn care, mosquito, and tick abatement equipment and solutions for using the federally trademarked services of NaturaLawn®, Mosquito Ranger®, and Tick Ranger®. “Once franchisees get lawn care up and running, they can offer the two additional services to existing customers or provide these services to new customers who may not be receiving lawn care from us,” Young says. “This gives NaturaLawn an exceptional point of differentiation for both customers and franchisees.

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Smart Growth NaturaLawn of America’s revenues have increased 26 percent since 2014 and the company is targeting new franchisees on the East Coast as well as in the Midwest and the South. By design, three to four new franchises are added annually, enabling for steady and sustainable growth. “Although my position is focused on expanding the franchise system, we are not in business to simply award a franchise to just anyone who wants to write us a check,” Young says. “Joining us is like being part of a family; we want to make sure our prospects are a good fit for our family and we are a good fit for their family.” NaturaLawn of America is particularly interested in growing from within through its ownership incentive program, offered to all full-time franchise and home office

employees. Employees can receive a $5,000 discount toward the company’s $29,500 franchise fee for each year they remain with the company, up to four years of employment or a total $20,000 discount. Employees interested in the incentive go through NaturaLawn’s Internal Management Training Program which prepares them for owning their own franchise. “The incentive helps franchisees attract career-minded people and assists the Home Office in growing the franchise system from within,” Catron says. One potential future franchisee is Blaine Young himself, who joined NaturaLawn of America three-and-a-half years ago. “Being a person that has owned several different businesses, I saw an amazing opportunity,” he says. “I believe and am passionate in what NaturaLawn of America has to offer.” NaturaLawn of America not only provides superior products and services to its customers, it also offers a trusted, successful and supportive opportunity for franchisees. naturalawnfranchise.com

Own your own sandwich shop.

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Franchise opportunities are now available locally and worldwide with new and existing shops. If you enjoy working with people, leading your own team, learning new skills and are ready for an exciting new challenge, contact us today! The Subway® franchise fee is $15,000 which is included in the total investment. The total investment can range from $147,050 to $320,700+ (See Franchise Disclosure Document for further details.) Restaurant owners should have half of the total investment in cash and finance the other half. Please visit subway.com or call Ralph Piselli, Franchise Sales Manager: 800.888.4848 x 1312 .

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Charles Bonfiglio, Founder and Chief Executive Officer, Tint World ® LLC

I was a Franchisee, Now I’m a Better Franchisor: How Franchisee Experience Adds Important Perspective to Franchisor Role

“As a former franchisee, I shy away from a sink-or-swim mentality. To ensure franchise growth, a company has to stay ahead of trends and offer the latest in-demand products and services.”

Charles Bonfiglio

To understand the challenges franchisees face, you have to walk a mile in their moccasins. Or better yet, walk many miles over many years. I entered the automotive franchise arena in the 1980s when I was in my early 20s. I eventually operated eight stores and became the company’s top franchisee. I was grateful for the opportunity and earned a good living and then some, but I wanted to strike out on my own. I knew I could do things better.

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During my time as a franchisee, I served on numerous franchisor-level ad, marketing, and vendor committees. I learned about both sides of the process. It helped me gain perspective on what is expected of franchisors. That includes vendor contracts, leveraging buying power, training and marketing. Here’s a sampling of what I learned as a franchisee and how I apply those lessons as a franchisor.

Marketing support and transparency People don’t go into the franchise business to learn marketing. Long gone are the days of putting an ad in the Yellow Pages and a couple of magazines and calling it a day. Now there are social media platforms to consider, as well as digital marketing concepts like search-engine optimization and organic growth. It’s the responsibility of a franchisor to have an adequate marketing fund at the brand level and execute it expertly. You want your franchisees to focus on their customers

instead of chasing marketing techniques and tactics. It’s important, however, to allow some leeway and accept feedback from the local level. A franchise advisory council can help franchisors understand marketing and product needs at the local level. Former franchisees understand the importance of this. A company can’t just do a blanket national campaign. Feedback from the local level is crucial because franchisees understand their community. Digital marketing allows for localized campaigns. This is integral to growing a brand. Individual stores should see leads and conversions, of course, but the marketing goal is to drive traffic into local stores. Transparency is important, too, so franchisees should have access to ROI numbers and analytics in real time as opposed to an annual summary.

Buying power and buy-in As a franchisor, I build on my experience

to fill gaps and add value in areas that are appreciated by franchisees. This includes support with compliance issues and disclosure documents, but most importantly, buying power. As a franchise starts to scale up, it attains significantly more buying power. When I was a franchisee, I felt the buying power fell short. I had to use local store value to negotiate better prices, rather than across the brand. My franchise is intensely focused on national and international buying power, leveraging value of the entire company rather than individual franchises. And the good prices and local marketing efforts keeps our franchisees loyal with our vendors. This perpetuates buy-in, not because we are telling our franchisees to do so but because they see the value.

Five stars and trends We maintain a strict focus on samestore sales growth. We want them to get profitable as quickly as possible. Toward this end, we’ve a launched new five-star program that allows us to grade store performance on a variety of factors,

“My experience as a franchisee gives me a special perspective on building success, and that includes the use of great systems, trust, communication and teamwork.” including customer service, products, services, operations and financials. We then benchmark the results against the rest of the team. This proactive approach means the operations team can step in and provide support in certain areas before a store enters a spiral that can be difficult to reverse. On its face, franchisor to franchisee support is a simplistic thought process: What do we need to achieve for each location to grow and be as successful as they can? We point out negatives, of course, and identify areas where franchisees might need additional training. But we cross-pollinate the positives by directing franchisees to stores that are excelling in areas where they may be deficient. As a former franchisee, I shy away from a sink-or-swim mentality. To ensure franchise growth, a company has to stay ahead of trends and offer the latest in-demand products and services. A franchisee cannot be expected to put too much time into this, he or she is trying

to run a profitable business. We are incorporating a robust online purchasing feature across the company, for instance, and are stocking and planning for inventory related to the growth in the semi-autonomous vehicle space. We are also promoting energy efficiencies as carbon-neutral products grow in demand. As mentioned above, our goal is simple: To help our franchisees succeed. My experience as a franchisee gives me a special perspective on building success, and that includes the use of great systems, trust, communication and teamwork. Remember: If franchisees are successful, the entire company will be successful. Charles J. Bonfiglio is the founder and chief executive officer of Tint World® LLC, a privately owned franchise chain of independent retail window tinting, mobile electronics, auto accessories and appearance centers. He can be reached at charles.bonfiglio@tintworld.com. www.tintworld.com

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focus

HealthSource

Capitalizes on Changing Consumer Trends Americans are looking for ways to manage pain so they can stay active. This was the takeaway from a series of consumer focus groups and a market research study conducted by Grand View Research. HealthSource, America’s leading franchise group of holistic health clinics offering massage, orthotics, progressive rehab, nutritional supplements and spinal manipulation, used the insight to form a new brand strategy and launch a national brand campaign. The message to consumers: Do What You Love. This message is a major departure from typical

Franchising USA

rehabilitation service providers that focus on the consumer’s pain instead of passions. Based on the number of new visits to HealthSource clinics after the launch of the campaign, the message is on point. In July, the network of clinics experienced a 39 percent increase in new customers, the largest jump since HealthSource was founded in 2006. Revenue was up 8 percent, and the quarter is tracking for double-digit growth. The integrated brand campaign developed by HealthSource features cyclists, tennis players, runners, walkers and others in their daily exercise routines. Advertising elements include radio and television spots, digital pre-roll, digital display ads, out-of-home billboards, direct mail, print and exterior window graphics. Co-op funding is covering the cost of broadcast advertising, while all other elements are being paid by a national media buy.

Kieran McCauley, vice president of marketing at HealthSource, believes the campaign message strikes an emotional connection with consumers. “We’ve essentially flipped the focus to active living from pain management,” said McCauley. “People don’t need to be reminded that they have pain, they need to remember what makes them happy, and this campaign shows them how to get into a routine to address and prevent pain – using stretching, massage, progressive rehab, nutritional supplements and spinal manipulation.” Plans are in place to evolve the campaign to highlight different passions every quarter throughout 2018 and 2019. HealthSource is also refreshing clinic exteriors with graphics of gymnasts, golfers, runners and other athletes doing what they love. Another aspect of the campaign is

showcasing natural and holistic ways of treating pain. This is important to many Americans who are increasingly more skeptical of traditional medical approaches as a result of the opioid crisis. Millennials in particular are leery of taking prescriptions, and prefer holistic and homeopathic treatments versus surgery and medications to address chronic pain. In 2017, Grand View Research, a U.S. based market research and consulting company, conducted a study on consumer preferences and adoption rates for a variety of alternative treatments to address chronic pain. The consumer insight was combined with sales data of the Alternative & Complementary Medicine Market. Using this two-tiered approach, the researchers determined that more and more consumers are switching to natural treatments. The study found that Complementary and Alternative Medicines (CAM), which include chiropractic, massage, progressive rehabilitation, acupuncture, yoga, magnetic intervention and nutritional supplements are collectively growing 17 percent annually. And by 2025, they are expected to reach $60.9 billion. These alternative health treatments are tracked by the National Center for Complementary and Integrative Health (NCCIH), which follows scientific research and consumer adoption on the diverse medical and health care systems, practices, and products that are not generally considered part of conventional medicine. “Millennials as a group are less likely to go to a medical doctor to address back or neck pain,” said McCauley. “Their focus is on life balance – ensuring that they eat right, exercise right, and reserve the right amount of time in the day to decompress. Instead of surgery or taking pain medicine, they are opting for stretching, massage, yoga and chiropractic adjustments.” This matches up with a National Public Radio survey that found 64% of millennials chose to address back pain through natural or alternative treatments. Entrepreneurs and businesses trying to meet the consumers demand for holistic health solutions are realizing success in the service sector. Health clinics are the fastest growing businesses in this segment,

“Today, consumers want a clinic that can provide a wide range of services with a health professional who can serve as a trusted and reliable wellness coach. Having multiple wellness options and services all in one location just fits with their busy lifestyles.” - Jason Pride and include such services as massage, medical spa treatment, rehabilitation, chiropractic, acupuncture, orthotics, yoga and wellness programs, as well as weight and fitness centers. These types of businesses are expanding in all regions of the country. While much of this business segment is fragmented and defined by many small players, national brands and franchises are achieving strong market share growth. HealthSource is a leader in the holistic category with nearly 300 clinics in the United States. The concept requires a low initial investment and generates high margins. Jason Pride, one of HealthSource’s newest franchisees, is opening his clinic this

month just outside of St. Louis in Ballwin, MO. As a CPA, he studied the numbers and decided to invest in the holistic health trend. “Being able to help people reach their health goals and do what they love is extremely rewarding, and the growth potential is very solid,” said Pride. “Holistic healthcare, like every industry, continues to evolve. Today, consumers want a clinic that can provide a wide range of services with a health professional who can serve as a trusted and reliable wellness coach. Having multiple wellness options and services all in one location just fits with their busy lifestyles.” Learn more about the forecasted growth of holistic healthcare and HealthSource at hsfranchising.com.

Franchising USA

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ex per t advice

Jeff Oddo, President, City Wide Maintenance

3 Ways the Philosophy of Servant Leadership Can Positively Impact Your Franchise The concept of servant leadership is founded on the simple notion of helping and serving others to meet their personal needs. This focus on internal and external relationships garners trust and employee loyalty, as well as positive consumer sentiment. Franchising USA

Our company values guide every employee, franchisee, and customer interaction, and servant leadership is one of our values and is essential to maintaining these relationships. Here are three reasons you should live by the servant leadership philosophy to lead your franchisees and employees toward greater goals.

1 Franchisee and Employee Satisfaction Employees at all levels should be treated with respect and made to feel significant and impactful, starting from the top down. Servant leadership begins with creating empowerment from within each

role in your business, acknowledging the employees as people and learning their individual culture and life outside of work. Studies have shown that 27 percent of employees at companies that don’t have a significant work-life balance will resign from their position within two years. Without recognizing the need for worklife balance, you may see higher turnover rates. Helping franchisees balance their personal lives and their work lives is one way to increase overall productivity and loyalty. This notion of balance, which seems simple in practice, is one of the most difficult to master as a business owner and leader. Though it’s rare to achieve it, it’s

“When we empower employees at all levels to take on leadership roles, we demonstrate the importance of treating team members with the respect they deserve.” important to never stop trying. This elusive balance is all about focusing on what is most important to yourself and those around you. As a leader, it is incumbent to identify priorities of your employees, then schedule those priorities on a calendar to accommodate to their personal needs. Allow a little leeway for their personal life — if they want to take a week off to travel to Spain, don’t make them feel guilty. Instead, help them adjust their schedules and wish them a fun and safe trip. It’s the small gestures like these that are noticed.

2 Better Corporate Culture As the leader of a business, the importance of creating a cohesive and positive corporate culture can’t be overstated. Leading by example is the way to achieve this, and also fosters a climate of influence that develops future leaders. When we empower employees at all levels to take on leadership roles, we demonstrate the importance of treating team members with the respect they deserve. Franchisors can enhance corporate culture by scheduling time to spend with employees as a group doing non-work-related activities. Plan team philanthropy events, luncheons, and get-togethers to get to know them as individuals and find common ground on a personal level. To demonstrate my commitment to these ideals, I asked every member of my leadership team to read the book “Everybody Matters: The Extraordinary Power of Caring for your People Like Family” by Bob Chapman and Raj Sisodia. The book acknowledges that 99 percent of organizations say their people matter, but questions whether or not most of those companies actually make decisions that consider their employees’ needs. This is a guiding principal that sets us apart.

3 Open Communication Critical to the implementation of servant leadership is holding ourselves accountable and expressing concerns as they arise. Have certain expectations of your employees, as they should have certain expectations of you. You should encourage your team to speak up if they notice your core values falling by the wayside. At City Wide, we encourage a culture of openness when it comes to voicing concerns. Feedback is welcomed, and the collection of everyone’s ideas, opinions, and concerns creates an overall positive environment. To make sure their value to the team is noted, reward your franchisees with recognition of their hard work. While running a franchise, it is easy for franchisors to lose track and sight of open communication amongst franchisees and employees. Having open communication systems in place in an organization is key. To ensure everyone feels invested and heard, encourage employees to come to you with ideas and concerns by scheduling weekly or monthly meetings and peer groups to give them a safe and positive forum to do so. At the end of the day, it is our duty as leaders and people to treat our teams with respect. Phrases such as “What goes around comes around” and “Do unto

Jeff Oddo

others as you would have them do unto you” are true in that they directly apply to your success as a company or business. Positivity is a ripple effect, and as I mentioned previously, starts from the top down. You help yourself by helping others. In the words of motivational speaker Zig Ziglar, “You will get all you want in life if you help enough other people get what they want.” Jeff Oddo is the president of City Wide Maintenance, a sales and management company in the building maintenance industry with more than 50 franchise locations across the United States. www.citywidefranchise.com

Franchising USA

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Donâ&#x20AC;&#x2122;t miss an issue #/6 %2 34/ 29

0AGE

. AT U R A , AW N OF ! M E R I C A

h/UR CUSTOMERS ARE LOYAL TO US NOT ONLY BECAUSE OF THE GREAT RESULTS WE DELIVER BUT ALSO BECAUSE OF THE SAFER LEVEL OF SERVICE WE PROVIDE WHILE FOCUSING ON BUILDING UP THE HEALTH OF THE SOIL v "LAINE 9OUNG

NaturaLawn

GROW ORGANICALLY 7HEN 0HIL #ATRON FOUNDED .ATURA,AWN IN THERE WAS LITTLE INTEREST IN THE COMPANY S ENVIRONMENTALLY FRIENDLY APPROACH TO LAWN CARE WITHIN THE INDUSTRY Since then, perceptions towards natural, organic methods are much more favorable, and the company has experienced substantial growth. Since its inception, NaturaLawn of America has grown every year in gross

revenue and customer count. Even during challenging economic years, the company has seen continued growth - a testimony to their customer service and results, and a key reason that NaturaLawn is a superior franchise opportunity. â&#x20AC;&#x153;Lawns treated by chemicals and pesticides may look pretty on the outside, but are sick on the inside, because nothing is living in the soil,â&#x20AC;? Catron explains, â&#x20AC;&#x153;Our entire concept is built on building the foundation of the soil proďŹ le, where the plant roots support the top.â&#x20AC;? Instead of using harsh pesticides and chemical treatments on lawn surfaces, NaturaLawnâ&#x20AC;&#x2122;s patented approach focuses on preserving the lawnâ&#x20AC;&#x2122;s soil and using

natural pest prevention techniques. Catron goes on to explain, â&#x20AC;&#x153;When we ďŹ rst launched, the industry took a very negative approach toward us because we were against the norm.â&#x20AC;? NaturaLawn of America treats lawns using proprietary granular, organic-based fertilizers that are safer for children, pets, its employees and the environment. The companyâ&#x20AC;&#x2122;s Integrated Pest Management (IPM) system involves preventing, monitoring and controlling pest activity. Before starting the company, Catron worked in training, product development and program development for two national lawn care companies. While at the ďŹ rst company, he began developing an organic

#/6 %2 34/ 29

Get the App approach to lawn care that would have used biorational microbial materials to treat lawns. After Catronâ&#x20AC;&#x2122;s methods and ideas about reducing their unnecessary chemical impact were ignored by his ďŹ rst employer, he left the company to work for another lawn care provider and continued to research biologically beneďŹ cial materials. Unfortunately, this lawn care provider also did not embrace the concept of biologically beneďŹ cial materials. After gaining valuable industry insight from these companies, he subsequently left the second company in 1986 and started NaturaLawn of America the following year. â&#x20AC;&#x153;I decided that if this was something I was going to do, I would have to do it myself,â&#x20AC;? he says. â&#x20AC;&#x153;There were a lot of concerns from the general public about issues with chemical sensitivity,â&#x20AC;? he says. There were reports of clientsâ&#x20AC;&#x2122; pets and the employees of lawn care companies falling ill as a result of the chemicals being used to treat lawns. â&#x20AC;&#x153;I felt that we werenâ&#x20AC;&#x2122;t providing a service; we were just providing chemicals, whether they were needed or not.â&#x20AC;? Although NaturaLawn of America faced initial resistance within the industry, many of their peers have now come to embrace this more organic way of thinking. â&#x20AC;&#x153;The industry has truly tried to make that turn, but I compare it to an aircraft carrier trying to make a turn â&#x20AC;&#x201C; it takes a very long time! NaturaLawn of Americaâ&#x20AC;&#x2122;s franchise system is more like a ďŹ&#x201A;eet of PT boats and is able to manoeuvre very quickly.â&#x20AC;? Catron continues, â&#x20AC;&#x153;No one likes to admit what

Franchising USA $5.95 www.franchisingusamagazine.com

h,AWNS TREATED BY CHEMICALS AND PESTICIDES MAY LOOK PRETTY ON THE OUTSIDE BUT ARE SICK ON THE INSIDE BECAUSE NOTHING IS LIVING IN THE SOIL /UR ENTIRE CONCEPT IS BUILT ON BUILDING THE FOUNDATION OF THE SOIL PROlLE WHERE THE PLANT ROOTS SUPPORT THE TOP v 0HIL #ATRON they were doing for 25 years is inherently (if%youâ&#x20AC;&#x2122;re - not !' ! : to) . % & wrong,4but willing change and do what customers want, you will surely go out of business.â&#x20AC;?

! 4URNKEY 3YSTEM Today, NaturaLawn of America has 90 licensed franchises in 25 states, making it the nationâ&#x20AC;&#x2122;s leading organic-based lawn care franchise and the third-largest lawn care company in the industry. NaturaLawnâ&#x20AC;&#x2122;s 90 franchisees enjoy very high customer retention. â&#x20AC;&#x153;Our average customer stays with us for more than six years, and 85 percent of our customers continue with us every year,â&#x20AC;? says Franchise Development Manager Blaine Young. â&#x20AC;&#x153;When someone engages with you to purchase lawn care services, they want to see a healthy, green lawn that is as weed-free as possible. Our customers are loyal to us not only because of the great results we deliver, but also because of the safer level of service we provide while focusing on building up the health of the soil.â&#x20AC;?

&RANCHISING 53!

The average NaturaLawn of America

more $1.5 / franchise 2 & 2reports !.# ( than )3% % million 3

VOL 06, ISSUE 11, SEP 2018

in annual sales, and several of its locations range between $3 million and $8 million in sales. Each franchise is given an exclusive, protected territory of between 50,000 to 70,000 single-family homes, as well as the companyâ&#x20AC;&#x2122;s patented and exclusive fertilizers. Franchise owners also beneďŹ t from advertising, marketing, accounting, purchasing, business management and other support services provided from NaturaLawn of Americaâ&#x20AC;&#x2122;s central ofďŹ ce. A franchise support team visits new franchise locations an average of eight times a year for their ďŹ rst two years in business. Other franchisees also offer guidance and assistance during regular franchise meetings. â&#x20AC;&#x153;Our franchisees are given a turnkey business with processes, systems, and uniquely blended proprietary fertilizers which cannot be purchased anywhere else,â&#x20AC;? Young says. A NaturaLawn of America franchise

&RANCHISING 53!

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FranchisingFeature HOME-BASED/HOME SERVICES

Pool Scouts Continues Expansion From Coast to Coast

Mastering the Home-Based Franchise Low Investment, High Margin Businesses

SEPTEMBER 2018

H OME-BASED / HOME SERV ICES FR A NCHSI NG FE AT U RE

what’s new! No-H2O Looking to Bring Business Model and Franchising Opportunities to the United States After finding tremendous success in Europe, No-H2O, which is a waterless solution to car washing that services residential areas, business offices, car dealerships and anywhere where a car can be cleaned, is looking to bring its franchise model to the United States. They are currently looking for aspiring entrepreneurs to come onboard as franchisees. No-H2O uses no water in comparison to a drive through car wash which will waste an incredible of 132 liters of water. The company was founded by former professional race car driver, Emmet O’Brien. Deemed the “Uber of car washing,” No-H2O is the first company to build a bespoke On-Demand in house app for carwashing and detailing and has also proven its innovation in markets in Europe where it has been operating the On-Demand model since 2016. No-H2O has a significant advantage in this market as it has developed this on the back of an already successful business operating in both the carwash & detailing markets but also manufacturing and suppling its range of waterless products globally. No-H2O offers a number of operating franchise models: Mobile franchises using a branded No-H2O special vehicle which franchisees use to provide car cleaning services. The mobile franchisee is granted an exclusive territory to operate their business. For more information, please visit www.noh2o.ie.

Franchising USA

Conserva Irrigation Hits Expansion Milestone After One Year of Franchising Outdoor National Irrigation Company Now Servicing Over 50 Territories Across the Country Conserva Irrigation, the only national outdoor irrigation company founded on the concept of water conservation, celebrated the one-year mark since franchising with the signing of five new franchise agreements and three expansion contracts, tallying up to 52 territories nationwide. Joining the existing list of markets is Northwest Louisiana, Chattanooga, TN, Central New Jersey, Ann Arbor, MI, North Dallas, TX, Chicago, IL, Tampa and St. Petersburg, FL and South Oklahoma City. Conserva Irrigation was founded in 2010 by Russ Jundt, who became disturbed by the tremendous amount of water wasted by the typical irrigation system. As a solution to this problem, Jundt developed a proprietary process to audit irrigation systems called the “System Efficiency Score” to rate the water efficiency of a system based on a numerical scale and conserve water. This systemized approach allows homeowners to understand how much water their sprinkler systems are wasting as well as what improvements to make in order to reduce water consumption and lower water bills. The company’s commitment to reducing water waste and creating impactful results in the industry was recently recognized by The Irrigation Association. Conserva was awarded the prestigious 2018 Vanguard Award for its sustainability project with Target Corporation across more than 320 stores, which saved the retailer over 36 million gallons of water. For more information about franchise opportunities with Conserva Irrigation, visit www.conservairrigation.com/ franchising.

One Way Property Restoration Announces National Franchise Opportunities Within the Specialty-Cleaning and Restoration Services Industry One Way Property Restoration is proud to announce franchise opportunities for aspiring entrepreneurs and restoration experts – allowing you to grow your share of a $4.7 billion industry. One Way offers full service carpet cleaning and restoration services - your one-stop shop for all your carpet solutions. They are more than just a carpet cleaner. When you order a One Way truck to service your community, it comes loaded with all the skills, proprietary products and tons of our specialized services. Their people are always striving to provide a wonderful experience, all with a smile. They get your homes clean fresh and rentready quickly.

One Way franchise business owners are backed by their 25 plus years of experience in the specialty-cleaning and restoration services industry and with a powerful franchise system that includes a highly recognizable brand image, compelling marketing style, unique patented multiple revenue sources, plus an outstanding support system that helps our franchise partners become highly successful. One Way is an attractive investment

opportunity – as franchisees earn in excess of $600k in revenue per location. Their services include: carpet cleaning, proprietary station removal, water damage extraction, color restore, total odor control, urine decontamination, carpet repairs, air duct/dryer vent cleaning, hard surface cleaning, pressure cleaning and common area carpet maintenance program. For more information, visit onewayclean.com/franchise.

Parent Company of HouseMaster Launches PatchMaster, a New Drywall Repair Franchise With nearly four decades of success in home services as HouseMaster Home Inspections, Master Home Services now looks to conquer a niche in the small drywall repair market with its new brand PatchMaster. PatchMaster offers customers a fast, professional solution for drywall repairs. Most busy handymen, large drywall companies or contractors don’t want to perform small drywall repairs. Service professionals like plumbers and electricians often don’t have the resources to fix holes they leave behind. Currently, PatchMaster has more than 19 franchises signed in 46 territories with 10 franchises opened and operating. The franchise has growth opportunities across Canada and the United States, targeting states like California, Arizona, Florida and North Carolina. PatchMaster is set to open its first location in Hawaii later this summer. The initial franchise fee for a PatchMaster franchise territory, which consists of a population up to 250,000, is $19,500. Ongoing fees include a technology fee and a downward sliding scale for royalties starting at 9 percent. Franchisees attend a week-long training program at the company’s headquarters in New Jersey.

The opportunity is a great fit for executives and professionals

seeking to invest in the home services industry, as PatchMaster is easy to ramp up and still a very low investment. No drywall experience is required for owners – PatchMaster provides all

the training, tools and resources to learn the model and run the business.

For more information, visit PatchMaster.com.

Franchising USA

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H OME-BASED / HOME SERV ICES FR A NCHSI NG FE AT U RE

what’s new!

Inc. Magazine Recognizes Mosquito Squad as One of America’s Fastest Growing Private Companies for the Eighth Year in a Row

Mosquito Squad, the largest and most trusted mosquito and tick control franchise in North America, landed on Inc. magazine’s list of the fastest growing companies in America for the eighth consecutive year. Mosquito Squad is among two percent of Inc. 5000 companies having earned eight appearances on the list, further establishing its position as the clear leader in the industry, as the company continues to experience ongoing growth and success. Throughout the year, Mosquito Squad launched services in international markets, including Kenya and Indonesia, giving its team first-hand access to communities that

have been seriously impacted by insectborne illnesses. This expansion is one of many company efforts to strengthen the brand’s commitment to not only provide protection, but also help consumers stay informed about how to protect themselves and their families from the dangers of insect-borne diseases. By providing practical information about how to reduce local mosquito breeding grounds and consistently delivering exceptional services to clients, Mosquito Squad has earned the trust of consumers and continues to experience rapid growth as a result.

and ticks from outdoor living spaces so homeowners can enjoy their yards, and outdoor living and dining spaces.

Founded in 2005, Mosquito Squad specializes in eliminating mosquitoes

For more information, visit MosquitoSquadFranchise.com.

DreamMaker Bath & Kitchen Named by REMODELING Magazine to its 2018 REMODELING 550 List of America’s Biggest Remodelers DreamMaker Bath & Kitchen ranked 6th on the 2018 REMODELING 550 list of the nation’s biggest full-service remodelers by revenue, the company announced today. The REMODELING 550 brings together the nation’s 550 biggest full-service remodelers, replacement contractor / home improvement firms, insurance restoration firms, and franchisors. Because the full-

service and replacement firms operate so differently, the REMODELING 550 lists and ranks them separately. “We are honored to receive this distinction,” said DreamMaker President and CSO Doug Dwyer. “There are roughly 100,000 remodeling firms in this country with payrolls, so it’s great to know that we’re among the top 0.5% in the nation.” REMODELING editor-in-chief Craig

Webb noted there’s a high turnover rate in remodeling, with roughly one-sixth of the firms going out of business annually. “In contrast, the bigger firms have a failure rate of less than 2%,” he said. “Thus, to become a REMODELING 550 company indicates that you have quality and staying power—two traits that customers value most.” REMODELING, published by Hanley Wood, is a leading publication in the home improvement industry. REMODELING has and continues to be ta resource that remodelers depend on for industry insights—delivering the business knowhow, product and technical information that home improvement pros need to help make smart decisions that will shape their success. For more information, please visit dreammakerfranchise.com.

Franchising USA

HFC’s Shirin Behzadi Wins Entrepreneur of the Year® Orange County Award Shirin Behzadi, CEO of Home Franchise Concepts (HFC), the largest family of direct-to-consumer brands in the home improvement space, has received the Entrepreneur Of The Year® 2018 Award in the Direct to Consumer category in Orange County. Considered the world’s most prestigious business honor for entrepreneurs, the Entrepreneur Of The Year Award recognizes inspirational business leaders excelling in innovation, financial performance and personal commitment to their businesses and communities. Behzadi was selected after completing a series of in-person interviews evaluated by an independent panel of judges. HFC is the franchisor of the Budget Blinds, Tailored Living and Concrete Craft brands, supported by more than 1,400 franchise territories operating in 10,000 cities in the U.S., Canada and Mexico

The award comes during a season of professional recognition for Behzadi including nomination to the Orange County Business Journal “OCBJ 500,” selection as a presenter at the Franchise Times Finance and Growth Conference and the subject of a May 2018 cover profile in Franchise Times magazine. Under Behzadi’s direction, HFC is on track to reach $700 million in sales in 2018, up from $600 million last year and a 71-percent increase in systemwide sales since 2015. Behzadi relocated the company in May to new offices in Irvine, Calif., with double the space for interactive product displays and training, education and support facilities for the company’s growing base of franchisees and employees. For more information, visit homefranchiseconcepts.com.

Assisted Living Locators Partners with Paragon Home Resources to Provide Senior Clients with Home Transition Services Assisted Living Locators, a nationwide senior care referral and placement agency, announced today it is partnering with Paragon Home Resources to provide families with valuable home transition services, including relocating loved ones, real estate sales, moving assistance, and sorting and pairing down belongings, if appropriate.

throughout the U.S. that help seniors and their families locate assisted living facilities that meet their unique geographic, financial, emotional, and care needs. The company has been matching seniors with caring providers for more than a decade. www.assistedlivinglocators.com

According to Angela Olea RN CEO, Assisted Living Locators is the first U.S. senior care referral and placement agency to add this comprehensive senior care transition solution to its services. “The challenge families with aging parents face today is finding a single source for reliable assistance with this life decision, ranging from navigating care options to the logistical details of the loved one’s move,” she explained. “Our partnership with real estate industry leader Paragon Home Resources, allows our counselors to give greater care to the senior and their family. Our broad portfolio of coordinated services will set a new standard for senior care transition in the industry.” A top performing franchise organization, Assisted Living Locators offers eldercare placement and referral franchises

Franchising USA

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H OME-BASED / HOME SERV ICES FR A NCHSI NG FE AT U RE

COVER STORY: Pool Scouts

Pool Scouts Continues Coast to Coast Expansion Pool Scouts is a franchise that works to ensure all their customers spend more time enjoying their pool, not worrying about cleaning it. Franchising USA

Since Pool Scouts began franchising in 2016, they have successfully expanded in 39 territories within nine states, and they plan on continuing this expansion in locations around the country. Franchising USA sat down with Michael Wagner, President of Pool Scouts, to discuss what makes the company stand out from the competition.

What makes Pool Scouts an attractive franchise opportunity? “Great question, the franchise is designed to be operated from home, so there are no massive site costs or rent to consider,” Michael Wagner explains. “It is an extremely manageable business model from the outset, initially only requiring two key roles to operate successfully. The first role is what we call the office manager, who is responsible for taking calls, scheduling jobs, ordering supplies, managing local marketing and other such administrative duties. The second role is that of the technician, they work out the in field at people’s homes.” Pool Scouts consider their vehicles as their real estate, making them a great franchise choice if you’re looking for flexibility or a business that can work around your life and family. “Pool Scouts is the second brand launched for Buzz Franchise Brands,” Michael Wagner says, “meaning Pool Scouts is part of an organisation with a strong leadership team with a tremendous amount of franchising experience.” This

support and expertise is supported by Pool Scouts’ marketing approach, which works to build the Pool Scouts brand to assist local franchisees in presenting a known and trusted brand to their customers. “We work on behalf of our franchisees to build a targeted marketing approach to branding, develop all of the digital side of things, direct mail, websites and reputation management,” Michael Wagner explains, “so we do a lot of things that really help them on the marketing side to acquire customers but build their brand locally in order to set them up in their communities.”

What sort of training and support do you offer Pool Scouts franchisees? “The training program is nine days of face-to-face training at the corporate office in Virginia Beach. This is a great opportunity to meet and get to know the Pool Scouts leadership team. Prior to coming to head office, we provide two to three days of online training. Then, based on the tenor of the franchisee, there are different certification levels that we offer. These levels depend on how long the franchisee has been with the company and state regulations associated with repair work.” Pool Scouts train their franchisees to develop and maintain regular customers on a recurring basis, giving their franchisees a steady, reliable income and the ability to build relationships with customers in their community. “We have a field support coach who spends a lot of time out with our franchisees and is also available by phone or Facetime.” This ongoing support is available to every Pool Scouts franchisee. “Additional to ongoing training benefits, this is also a great way for us to look at what is going on with our franchisees and customers and pass on suggestions so they can improve and develop accordingly.” Pool Scouts offers business training and technical training, teaching their franchisees how to run the business operations as well as about pool maintenance and equipment. This means that as a Pool Scouts franchisee, you will

have a thorough understanding of every aspect of the business and the skills to manage it successfully.

What sort of person is your perfect franchisee fit? “At Pool Scouts, we have coined the term ‘PHD’s’ to describe what we are looking for in a potential franchisee – Passionate, Hungry and Driven.” Michael Wagner goes on to explain that of all the franchisees they currently have working in their system, only one has a background working in the pool industry. “Just like the franchisor, we are looking for people who are hard working, motivated and can work within an established system.” So far, all of Pool Scouts’ franchisees are owneroperators, with many working as the office manager and hiring in technicians to go and tend to the jobs. The benefit of a Pool Scouts franchise is this flexibility, and the ability to rely in a tired and tested system with support mechanisms in place. “We teach that at the core, our franchisees need to have that passion, hunger and drive in order to effectively work with the Pool Scouts leadership team to see their franchise succeed,” said Michael Wagner.

Where are your current territories, and where are you hoping to expand? “We are in New York, New Jersey, North Carolina, South Carolina, Memphis, Tennessee, Florida and Texas, with our corporate office in Virginia Beach.” Michael Wagner goes on to explain that Pool Scouts successfully operates in both seasonal and non-seasonal markets. “We find that the best locations for successful Pool Scouts franchises are areas which have a high concentration of residential pool owners in a tight area,” Michael Wagner explains, “so that would incorporate metropolitan cities, certainly in the North East. Right now, we have a particular focus on Charlotte and Atlanta. We know these are excellent territories for our business. The whole states of Texas, Florida, California, Arizona and New York are ideal. They are what we call the ‘Big Five,’ which are the five biggest

“We’re truly building a nationwide service brand... We really want to focus on the service side of the pool industry and will continue to build relationships and long-standing customer commitment.” - Michael Wagner pool states. The fact that we are not yet in California and Arizona make them very attractive states for us in terms of explosion opportunities.”

What success do you see for Pool Scouts in 2019 and the coming years? “Pool Scouts is the primary brand of Buzz Franchise Brands, putting the company and our franchisees in a great position,” Michael Wagner explains. “We have a big focus on Pool Scouts and our expansion capabilities, and we are hoping to double the number of franchisees in the next year.” Pool Scouts has an impressive pipeline, and Michael and the leadership team are motivated and determined at see the franchise system go from coast to coast. “We’re truly building a nationwide service brand. One of the great things about Pool Scouts is that we know what we want to do, we don’t want to try and do everything - we really want to focus on the service side of the pool industry and will continue to build relationships and long-standing customer commitment. I can see 500 very strong territories for our business, and I definably see us capturing good market share.” Michael Wagner advises any aspiring franchisees to focus on their passion and drive. There are many great benefits to working within an established system such as Pool Scouts, and their ever-growing brand awareness will continue to help Pool Scouts franchisees build a bright future. poolscoutsfranchise.com

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Featu re

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

HOME-BASED & HOME SERVICES FEATURE

Franchising USA

Running your own business from home might sound like a dream that’s too good to be true, but it’s becoming a tangible reality for a growing number of homebased business owners. Home-based businesses have been very successful in franchising and have opened up the opportunity for business ownership to a wider variety of investors because without the need for outside real estate, homebased franchises tend to have low start up costs – few cost more than $50,000 to start and many cost as little as $20,000.

The alarm clock goes off, signalling the start of your day. You jump in the shower, get dressed and help the kids get ready for school. Brewing up a fresh pot of coffee, you forgo the travel cup for your favorite ceramic mug and make the trek over to the office – which happens to be less than a minute away and conveniently located in the next room.

In addition to low start-up and overhead costs, as a home-based business owner you also have more control over your schedule which can help maintain a better work/life balance. And aside from times you might need to travel to meetings or events, the only commute you’ll be doing is through the house to your home office. The Small Business Administration reports that around 50 percent of small businesses in the U.S. are currently homebased firms and that number is expected to keep growing. So if a home-based business is part of your vision, you’re not alone and there are many positive statistics and trends showing home-based business as a category set up for big successes.

The evolving concept of “workplace” The concept of “workplace” has evolved and continues to open up new opportunities for home-based businesses. In fact, workplace surveys have shown that we’re at a point where only 32 percent of employees spend all of their time at work in a traditional office, and 43 per cent of workers say the option to work remotely is a “must-have” for today’s workers.

“The world is connected globally through technology and it’s now possible to run a successful business while snuggled warmly on the couch.”

This growing trend means that having a traditional “office” or storefront is less important than ever before, and you can now successfully run a business right out of your own home as long as you have a strong website, a solid social media presence and other key online assets in place.

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“Some of the fastest growing segments of home services include mosquito spraying, home inspection, home restoration, painting services and deck building.”

The rise of AI technologies and e-commerce With the help of technology, there are more ways than ever to get the word out about your business and stay in touch with customers. Home-based businesses can also be more productive than ever before thanks to the rise of artificial intelligence (AI)-based marketing tools and many experts predict that AI-driven CRM (customer relationship management) platforms, social media tools and other software operations will become available to more and more small business owners. These new technologies will make it possible for home-based businesses to offer the same kinds of efficient, personalized customer service experiences that until now only larger companies have been able to deliver. The rise in e-commerce platforms and decline of brick-and-mortar retail stores has also created more opportunities that ever for home-based business owners to create an online marketplace and sell products from home. The rise of e-commerce means you no longer need to invest in renting commercial real estate, and you don’t have to rely on your own local community to find a market for your products — you can now sell to customers all over the world. According to the U.S. Census, home-based work is most likely to be management, business or financial. However, the homebased home services industry is rapidly growing and with the explosion in online and mobile booking services, it’s now an estimated $400 billion market.

Growth trends While no business is free of risks, having an understanding of current and forecasted trends can help you gain a big step in the direction of long-term franchise success. The home services industry has been steadily growing and this growth is expected to continue beyond 2018. The home services industry is generally made up of businesses whose main purpose is working on residential homes although some of them will also provide services to commercial businesses. Examples include plumbing, flooring, landscaping, HVAC, moving and storage services, and more.

Franchising USA

to avoid disturbing you during your office hours and whenever you’re in your office space. As mentioned earlier, emerging AI technologies carry a lot of potential for helping home-based business owners minimize the challenges of working from home. Once AI robots become commercially available on a wider scale, it’s expected that business owners will be able to delegate certain business functions to robotic “assistants”, including managing business social media accounts, updating websites, marketing and advertising, screening calls and emails, data entry and even generating invoices.

“There is a huge amount of variety in the types of services that can be provided and businesses that provide cleaning services, senior care, tutoring, and computer repair are also showing very promising growth trends in franchising.”

But until “employing” robots becomes the norm for the average business owner, you can still look for ways to accomplish the above tasks more efficiently through automation, delegation or outsourcing.

Living the laptop lifestyle More and more people are transitioning out of the office to a home-based business that can be run from a laptop. The world is connected globally through technology and it’s now possible to run a successful business while snuggled warmly on the couch. But the rise in popularity of home-based businesses also means the level of competition is high, and getting a new business off and running can be a challenging task when faced with it alone.

Some of the fastest growing segments of home services include mosquito spraying, home inspection, home restoration, painting services and deck building. There is a huge amount of variety in the types of services that can be provided and businesses that provide cleaning services, senior care, tutoring, and computer repair are also showing very promising growth trends in franchising.

Minimizing home-based challenges While most business owner struggle with time management and work-life balance

regardless of whether they work from their kitchen table or a corner office, this can be a key challenge for home-based business owners. Being closer to children and family is one of the most common reasons that small business owners choose to start a home-based business, but it also happens to be one of the biggest distractions. If you’re looking to run a successful homebased business, you’ll need to get serious and set yourself up with a professional, functional office space and establish set office hours that are dedicated to running your business. You can then educate your family or anyone who you might live with

With a home-based franchise, you benefit from an already proven concept and a clear system that you can follow. You also gain the benefit of an established brand name and reputation, and most well established franchises will provide you with full training and support. But regardless of the level of support you might receive, to succeed as a homebased business owner, you’ll need to be self-motivated, passionate, and become familiar with the many digital tools that are now available to make life a bit easier for the home-based business owner. ABOUT THE AUTHOR: Diana Cikes is the

Managing Editor at CGB Publishing. She is also

a professional writer/editor and brand storyteller and is happily living the laptop lifestyle as the

owner of a home-based business, DC Creative.

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Expert Advice: Christopher Conner, President of Franchise Marketing Systems

Low Investment, High Margin Businesses Make Great Franchises In interviewing a potential franchise buyer for a home staging franchise we work with, the question arose from the buyer, how can you tell me that buying “air” for a $40,000 franchise fee makes sense? The home staging franchise had great validation with a strong corporate location, years in business and the first franchise location would be literally next to the corporate operation. In my years in franchising, these attributes all lend themselves to what would typically be considered a very strong franchise opportunity. The question wasn’t much of a surprise as I’ve heard it before, even from the business owners themselves when considering whether to franchise their business, will people really buy this franchise even though we don’t have a fixed location with signage? The answer is a resounding yes if you look at the market at large and what franchise brands are selling consistently: Mosquito Spraying, Home Inspection, Home Restoration, Painting Services, Shoe Shining, Deck Building and Process Serving are just some samples of markets that have franchised with incredible efficiency and shown how powerful a home-based business can be for both the franchisor and the franchisee.

Franchising USA

Chris Conner

Buying “Air” Yes, it is true that there may not be as much of a tangible building or set of equipment that you could touch with a traditional fixed location franchise such as a restaurant or a retail business, but that feel good sensation of being able to touch your business comes with a heavy cost and significant risk. My response to this particular franchise candidate when questioning the value of the air being purchased was to first explain how franchising typically worked in most transactions. There is always “air” being purchased, even when there is a fixed location being opened. A McDonald’s restaurant comes with a $45k franchise fee which pays for intellectual property, training, support, guidance and branding, the equipment, restaurant, build out and tangible items are a $1mil to $2mil investment outside of that franchise fee. So in this example, the value of the air really has nothing to do with how tangible the business assets are, the value of the franchise needs to be evaluated based on franchise value itself, not the assets that are required to operate.

TrueServe, a process serving franchise allows franchisees the opportunity to get into the lucrative and repeatable process serving market from a home office and presents some of the best, high margin business in franchising I’ve seen. Enviromerica offers compliance training for OSHA and other workplace needs and has created a system which offers franchisees a fully functioning, cloud based platform and the potential to build an incredible business from your guest bedroom. MasterPiece Decks delivers similar financial capacity from a home office scenario. These home-based franchises do not require the heavy debt load and capital burden of restaurants, retail or other highcapital franchises and therefore are some of the most attractive franchises on the market.

Business without the Ball and Chain

Franchise Marketing Systems That Drive Business

Home-based businesses have been remarkably successful in franchising in large part because it has opened up the opportunity for business ownership to a large pool of potential investors who until recently didn’t have many options. Today, there are countless franchise opportunities one can invest in with less than $150,000 and have money left over for working capital.

The critical component to what I have seen makes these home-based franchises not only viable, but also scalable on a large degree is the ability to drive business throughout the entire system. The good home-based franchises have incredible marketing systems that can be leveraged, implemented and executed in different markets and by people of different skill sets.

“Today, there are countless franchise opportunities one can invest in with less than $150,000 and have money left over for working capital.” A strong franchise marketing system integrates local marketing, regional, cooperative and national advertising funds to create a symbiotic relationship between franchisor and franchisee and show measurable top line results for the franchise owners. I am a big proponent for home-based franchises, but first you need to identify which brands have their marketing system defined. 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. www.fmsfranchise.com

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Expert Advice: Peter Hans, President, Discovery Map International

Mastering the Home-Based Franchise

Many potential franchise owners want to leave the corporate world to be their own boss and control their own destiny. If that destiny is a desire to spend more time with family you should consider a home-based franchise opportunity that allows you to fit your career to your lifestyle. Franchising USA

Why? Running a franchise is hard work, particularly if your business requires you to be at a brick-and-mortar location. You may have the best of intentions in getting your franchise off the ground and eventually hiring a manager, however, that might not happen right away—it might not happen at all. And that could mean a lot of time away from home; maybe even more than when you were in the corporate world. On the other hand, with a home-based franchise you will spend more time at home close to the ones that mean the most. That’s the good news, however, keep in mind you must make the proper adjustments to successfully work from home and stay productive.

First, you must recognize being at home can present distractions and challenges to getting your work done. The first step in addressing this hurdle is to devote a room—not an area of a communal room—to your business. Preferably, this room will have a door you can close. Even with a door, a little chat with your family or house-mates may be required to establish boundaries regarding your office and your time during business hours. It doesn’t need to involve “DO NOT ENTER” signs. Just simple guidelines like: “If the door is open, knock first before entering. If it’s closed, do not disturb.” Time management lies as the biggest challenge for a home-based franchise owner. Much of that schedule depends on

“Many solo franchise owners hire virtual assistants or outsource their bookkeeping, accounting or social media marketing work. As you grow your business, you will want to continue to look for ways to outsource tasks that are taking time away from growing even further.” the nature of the franchise. For example, our franchise publishes tourist maps. So, our franchisees spend time selling, working with advertisers on their ads, and coordinating with our graphic designers on publishing the map. Additionally, there are administrative tasks associated with any business—invoicing, paying bills, etc. Most of our franchise owners tailor their schedule to their lives both on a daily and seasonal basis. There’s a selling season, where owners are looking to attract new business and re-sign current advertisers for an upcoming edition. Then there’s a production season, which might not be as demanding, and finally, map distribution. During the selling season, a franchise owner might set up sales calls around their children’s school schedule—9 am to 3pm. Somebody with different lifestyle demands might schedule two or three mornings a week for sales calls. Mornings the rest of the week could be spent on follow up and administrative tasks. While everybody’s schedule might be different, the important thing is to have one and maintain the discipline to stick to it. There are several franchise opportunities for “solopreneurs”. Eventually, you might want to outsource administrative duties to better focus on building your business. Many solo franchise owners hire virtual assistants or outsource their bookkeeping, accounting or social media marketing work. As you grow your business, you will want to continue to look for ways to outsource tasks that are taking time away from growing even further.

Supervising your outsourced help will also involve additional time management. You will want to work with people who don’t require much oversight so that outsourcing becomes much less work than doing it yourself. One of the great things about a franchise opportunity is that you have a system to follow and you can learn from fellow franchise owners. Most franchisors offer training, which often provides the opportunity to meet and learn from fellow franchise owners. For a home-based entrepreneur, this type of interaction is priceless and can help you glean time management skills and secrets to running your business from people who have more experience. Another key is keeping an open line of communication with your franchisor. Ask questions and seek help when you need it; they should know the business better than anyone and after all, they should want, and be organized for your success.

for home to become totally associated with work. There’s an old expression that if you do what you love, you will never work a day in your life. With a successful home-based business, you can create a new saying: Do what you love in a place that you love, and you have found the key to happiness. Peter Hans has served as the president of Discovery Map International since 2005. In 2017, Hans became a partner in Discovery POI, a franchisor of map locations across Slovenia and into neighboring countries across Europe. His background is in finance having worked as an investment banker in New York, London and Zurich for 20 years. Mr. Hans holds an MBA from Babson College and an undergraduate degree from St. Michael’s College (VT). www.discoverymapfranchise.com

Being a franchise owner can be all consuming. Your initial energy and enthusiasm carries you for a while, but you will need to budget some time off. This might be easier said than done but burnout is a real thing if you don’t periodically take time off. Fortunately, with the franchise model, you have a roadmap. Ask your fellow franchise owners how they balance work and time off. You never want to lose sight of why you wanted a home-based franchise in the first place. The very last thing you want is

Peter Hans

Franchising USA

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Expert Advice: Rick Bisio, Franchise Coach, FranChoice

Home-Based Business Are Cheap, But No Sure Thing:

Skills You Must Possess to Be a Successful Home-Based Owner But before you have visions of going downstairs to start your workday at 10:00 a.m. and wearing sweats each day, there are several things you must know about operating a home-based business and what you will need to be successful. According to the SBA, about half of the small businesses in the United States operate primarily from oneâ&#x20AC;&#x2122;s home. There are many different franchises that are home-based as well, in industries such as commercial cleaning, painting, landscaping and extermination services. For these businesses, owners operate from home because there is no need for a physical office building. They bring their products or services to the customer. Rick Bisio

There are a lot of things to like about owning a home-based business. You can be your own boss, and as the name suggests, you operate from home without having to make a daily commute into an office like so many other working Americans must do each day. Franchising USA

When exploring franchise opportunities and conducting their due diligence, one of the first things people notice about a home-based business is they are considerably less expensive than other options. For obvious reasons, brick-andmortar franchises are typically the most expensive type of franchises and will often cost at least $200,000. The primary reason for this is the cost of building out a location and making it appealing to the customer in its design, appearance and atmosphere. That takes significant time and expense. Most home-based businesses cost less than $150,000, with many of them being under $100,000. That is due to a lack of expenses to establish and run the business.

Owners will need to create an office at home, equip themselves with a computer and phone, and purchase supplies, storage and shelves. Depending on their field, they may need a vehicle. Other than that, there are not many more costs involved, and it can be far less expensive than a brick-andmortar franchise. In addition to the low startup costs, there are fewer operating expenses for a home business. You donâ&#x20AC;&#x2122;t need to pay rent on a building and there may be very few, if any, employees. As a result, it is also possible to open a home-based business in a relatively short amount of time. With less fixed costs and the ability to quickly establish the operation, there is often an earlier opportunity for cash flow and a break-even point for the business. For these reasons, it is easy to see why starting a home-based business is an appealing option for people who do not have much capital to invest in a franchise or are very conservative about how they want to spend their money. With all the built-in advantages to operating a home-based business, some may wonder why people continue to purchase more expensive brick-and-mortar franchises. However, there are some unique challenges that come with owning and operating a home-based business that other franchise owners do not face. Many people find it difficult to work from home because of the distractions that

are constantly present. It is not easy to separate home and work while under one roof, whether it be the physical layout of having your kitchen or family room steps away from your office or knowing you can take a quick break to tend to household chores in the middle of the workday. Distractions can multiply if you have children in the house. You need to have the support of your family because if others are constantly coming into your office at home and making requests of you, you will not be able to fully dedicate yourself to the business. To effectively operate a business from home, one must have the discipline to eliminate these distractions and focus on the job. While the intentions of sneaking into the office at 10:00 each night to get some work done may be good, its consequences could be counterproductive. Many people recommend separating our business and personal lives to create the proper work/life balance. Having strong time management skills are essential when mixing one’s personal and professional responsibilities under one location.

Home-based business encounter certain limitations that brick-and-mortar businesses do not face. Sometimes customers may not take your business seriously if you do not have an office. You may want to consider renting space in a shared office setting to solve this issue and eliminate the problem of distractions at home. Generally speaking, homebased businesses have a hard time with re-salability. They can be re-sold, but buyers are far more comfortable and will pay more money for a business with a physical infrastructure in place than for even a successfully-run business run out of a home. Perhaps the biggest challenge facing a home-based business comes in scalability. Simply put, it is hard to grow a business while operating it from a house. I am aware of several well-known franchises in which some franchisees work from home, and they have fewer sales than others in the system who operate out of physical locations. There are many successful home-based operations, but in order to increase the customer base and grow the

“Owning a business from home represents a lower floor for entry, but also signals a lower ceiling in terms of future growth for the business.” business, you will need to take it outside the home. There are many attractive qualities to owning a home-based business, from lower costs and expenses to being able to quickly start the operation and make money. Owning a business from home represents a lower floor for entry, but also signals a lower ceiling in terms of future growth for the business. Rick Bisio is a leading franchise coach with FranChoice, the creator of the FDD Exchange and the Franchise Glossary and the co-host of Rick Bisio’s Franchise Focus. www.afranchisecoach.com

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Ask t h e E x pert

Evan Hackel

Ask the Expert:

How Can I Keep my Employees without Spending Too Much on Payroll? Dear Evan, I am having trouble keeping staff, yet I can’t afford to pay more. Any advice on how I can keep my franchise staffed with good workers without spending more money on payroll? - Paul S., Oregon Your question is very timely. Right now, is one of the most difficult times for franchises to keep good workers. The success of any franchise is based on keeping wages relatively low. Yet in the current strong economy, fewer people are willing to work for lower wages. No matter how good a working environment you create, some employees are going to leave because they need more money and health insurance. It’s just a fact of life. Yet to remain profitable, your franchise needs good workers. If your turnover rate increases and more of your employees are new and untrained, the quality of your customer service declines. That can have a negative impact on your Net Promoter Scores and customer satisfaction levels. And if your company gets a reputation for poor customer service, people are going to take their business elsewhere.

The simple thought that you can just raise prices and pay people more is flawed. If you could raise prices, you should have done that already. If raising prices reduces business, it could cause more harm than good. But despite those potential problems, there are opportunities to create an environment in your franchise that keeps it competitive in the marketplace. The first question you have to ask yourself is whether you can keep your ratio of salaries paid at a level that keeps your business profitable. If you are in the restaurant business, for example, you for instance would want payroll to be about 25% of profits. What if you increased that percentage? Hold that thought. If you have a retail store, better employees can upsell or make bigger sales. In a fast food franchise, employees can upsell by encouraging patrons to add desserts or fries. Or satisfaction rates also increase repeat and referral business. If paying good employees a little more can accomplish that, the expenditure could be worth it. Additionally, if you have strong employees, you will probably need to employ fewer people working at one time, which provides efficiencies to justify higher compensation. But you have to remember that investing more in payroll to retain higher-quality staff produces more business or better

utilization, and you can create some projections based on that; better employees can raise your sales by 10%. For instance, if you’re a restaurant and your variable costs are 30%, by increasing your payroll from 25% to 29% of your sales, additional sales will result in 7% more profit dollars; if you subtract the 4% you added in increased employee, you will still improve overall profits by 3%. Bear in mind that spending more on wages should pay you a return in increased profits. It is not like spending more for utilities, rent or product. Paying more for those items will not result in any incremental improvement in business. So, if you can increase the percentage that you spend on wages, that would result in business growth; other percentages like rent and marketing would go down. Your net overall expenses could be the same or even lower. You can do the math and determine how much sales would need to increase if you increase your compensation as a percentage of sales. Then determine if higher quality staff and lower turnover would likely result in that increase in sales. Important considerations: • Focus additional comp only on employees that you value and want to keep, not on employees that are not providing you the value that you need.

About Evan Evan Hackel is CEO of Tortal Training, a leading training development company in Charlotte, North Carolina, and Principal and Founder of Ingage Consulting, a consulting firm in Woburn, Massachusetts. To learn more about Ingage Consulting and Evan’s book Ingaging Leadership, visit Ingage.net. Follow @ehackel.

Franchising USA

Evan Hackel

• Constantly look to upgrade your staff, so you’re a real team of superstars. Quality people like to work in an environment where there are other quality people. Your underperformers don’t just hurt you with their lack of performance. Your best performers will leave because they don’t want to work with underperformers. • Factor a retention bonus into your compensation plan. If an employee knows that they’re going to get a dollar an hour bonus on their anniversary date, it will help you retain people more powerfully than simply paying them a dollar more an hour. • Benefits are very important, employees will leave you if you do not provide them. You should factor this in any increase in compensation, but make sure your employees understand the value of the benefits. I hope that you find these suggestions helpful.

“If you have strong employees, you will probably need to employ fewer people working at one time, which provides efficiencies to justify higher compensation.”

Have a question about your franchise? Email your franchising question to editor@cgbpublishing.com. We look forward to hearing from you! Please note that your questions may be edited for length prior to publication.

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ex per t advice

David Banfield, President, The Interface Financial Group

Five Things You Need to Know About Franchise Management Style Leadership coaches agree, there are six predominant management styles: Directive, Authoritative, Affiliative, Participative, Pace-setting and Coaching. Every leader has a preference – a bias – for one style over another. The best combine two or three and adapt their style depending on the circumstance. In a crisis for example, a Directive or Authoritative style is most effective. A Coaching style helps to develop employees, and a Pace-setting style is best for managing competent teams. If you are considering buying a franchise, are these management styles relevant to you? Acquiring a franchise is something that many people do because it comes with history, success, an experienced management team and a solid business plan, therefore your success is ‘guaranteed’, so why would you be concerned about the franchisor’s management style? We think that it is imperative that you look at management style as it will almost certainly have a direct impact on your franchise. Before you invest in a franchise, gather as much information as possible about the management style of its leaders. Understanding this will help you assess

Franchising USA

“Investigate the management style of your prospective franchisor to establish a clear picture of the reality of the opportunity. Often overlooked, it’s these details that can make or break your success in the ﬁeld.” But there’s always a balance. You didn’t become a franchisee to work all day on reports. Understand early on what’s required of you by the franchisor and if this ﬁts with your vision of your future as a franchisee.

David Banfield

which is best suited to you, personally and professionally. While, in the main, you will work autonomously as a franchisee, your franchise is an integral and important part of a larger network. There are FIve key questions to ask:

1 Is it top-down? Top-down management styles assume a pyramid of hierarchy. Direction comes from above and actions are delegated down the chain. This is a Directive or Authoritative style and while great in a crisis for capable, driven and independent teams, a top-down management style can feel restrictive and controlling. As a franchisee, you’ll no doubt have a streak of independence - it’s pushing you to seek an alternative lifestyle. Will this style of management suit your approach and outlook to business and life?

2 Is there a plethora of reporting required? And are you willing and able to provide it? As a franchisee, it’s important you love what you do. Motivation is propelled by clear and gripping whys. Knowing how reporting helps your business, and the franchisor, can drive you to deliver.

3 As a franchisee, how do you ﬁt into the management picture? How many tiers of management sit above you? If you own multiple franchises, does this equate to a promotion? How does the tenure and success of your investment impact your place and role in the management structure? Getting to grips with this information enables you to understand how you ﬁt into the management picture and importantly how you manage expectations.

4 Is the franchisor open to input from the franchisee? This is about respecting and valuing a workforce. A franchisor who not only listens but also responds to your insight and advice, builds morale and trust within the franchise. For many, the absence of such a relationship is a deal breaker. Establishing the reality of this situation is best done through the honest anecdotes of existing franchisees. Suppliers may also be a valuable source of information. Try to build an accurate picture as you assess your franchise options.

5 Is there a franchisee association? Independent associations for franchisees provide vital support to the industry. Sharing best practice information on a myriad of topics such as legislation,

growth, marketing and management, a franchisee association offers expert knowledge and community. Does the franchisor advocate and support your membership? Are they involved in the association? Do they participate in discussion and events and follow guidelines? Such activity is a good indicator of a franchisor’s investment in the team. A franchisee association may also provide support where your franchisor does not. For many individuals seeking a franchise opportunity, they are transitioning from the corporate world to an entrepreneurial world. Many will therefore have experience of the management styles that we have discussed and perhaps are even moving away from the corporate world because of the constraints that were imposed on them in their corporate life. It is therefore, as we say, important to investigate before you move from one situation to another that might turn out to be a mirror image of the one you’re leaving. Investigate the management style of your prospective franchisor to establish a clear picture of the reality of the opportunity. Often overlooked, it’s these details that can make or break your success in the ﬁeld. David Banfield is the President of The Interface Financial Group, a position that he has held for over 20 years. He has been instrumental in starting Interface as a franchise opportunity and building it to its current international status. Prior to his involvement with Interface, he worked extensively in the banking, credit and factoring financial service areas. www.interfacefinancial.com/franchise

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ex per t advice

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Veterans in Franchising september 2018

www.franchisingusamagazine.com

Strategic Franchising:

Life After Active Duty Why Service-Based Franchises Are a Great Fit

q&a with paul bosley

What are my Financing Options?

special feature

american franchising supporting american veterans 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 september 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

Veterans Q & A

46 Strategic Franchising - Life After Active Duty: Why Service-Based Franchises are a Great Fit

Paul Bosley, Managing Member, Business Finance Depot

50 Special Feature: American Franchising Supporting American Veterans 56 Q & A with Paul Bosley: What Are My Financing Options?

56 What Are My Financing Options?

Veteran Profile 54 Captain Eric Friedrich II, Owner, FirstLight Home Care of Southeast Georgia

Veterans Feature 50 American Franchising Supporting American Veterans

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V e t er ans in Fr anchising

cover story: Strategic Franchising

Veterans Have Proven Success in Service-Based Franchising

If you ask Steve Kwon, (who has worked in franchising for over 20 years and is the Sr. VP of Franchising with Strategic Franchising), who he looks for in an ideal franchisee, military veterans are the first to come to mind.

In fact, Strategic Franchising has had the honor of working with U.S. Veterans since its inception in 1994, nearly 25 years ago within all 5 of the franchising brands. Although Strategic Franchising is headquartered in Cincinnati, the 5 brands are located all throughout the United States.

business owners have sales of $100,000 or more a year, and roughly 40% of veteran-owned businesses have sales of $500,000 (https://www.entrepreneur.com/ article/229886).

“Veterans have the skills and mindset after returning from service that have proven to be transferrable to franchising, especially in service-based industries like ours,” says Kwon, “it’s a big reason why our brands attract veterans.”

“The ideal franchisee is someone who is dedicated and passionate, but is also disciplined enough to follow the framework provided that is proven for success.”

The statistics support Kwon’s comments. Military veterans are more likely to be self-employed than non-veterans and they aim to be the “best” in their industry. Almost 80% of veteran-owned small

Veteran success as franchisees can be attributed to many things, but it is easy to see how their passion for helping others makes them successful in service industries specifically. Veterans are taught values and want to hold true to these values throughout their civilian career.

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Veterans Continue their Dedication to Serving Others

Serving your country is different than serving the community, but there are still similarities. Many veterans are drawn to the service industry to assist and be a part

Discipline & Commitment R

of their community. For example, they

are able to continue to serve by helping

specific groups in their community, such as the senior population. Caring Transitions of San Antonio North franchise owner

From day one, military personnel are taught discipline. When owning a franchise, military veterans launch their business, disciplined to follow a proven business model. By following a “tested and approved” framework, a veteran is able to successfully own and grow a business the way they so desire. Adam Intihar, owner of Pet Wants Nashville South, formerly a U.S. Army Medic, shares, “I was trained to have, honor, respect, integrity and compassion for both people and animals. I also learned how to lead and how to follow. As a business owner, I need to be a leader in many situations and environments. My motto in life is ‘Improvise. Adapt. Overcome.’ Also, before buying a Pet Wants franchise I was a customer of Pet Wants, and I went to college for medicine, so I understand the immense benefits of holistic pet food.” Intihar was able to turn

his passion for medicine, discipline and commitment from the army into a career as an owner of Pet Wants. He has been in business for over a year and started to build a very successful portfolio of repeat clients that have made the switch to Pet Wants’ nutrition-rich pet food.

Leadership Leading in the military means gaining experiences in guiding and mentoring trainees. Strong leaders coach new recruits to become future leaders. With the Growth Coach franchise, as a professional business coach, our owners continue to develop leaders and help them through professional growth. Tony Colombo, owner of The Growth Coach of Middle Tennessee, is a former Special Operations Engineer Sergeant of the U.S. Army Special Forces. During his military and professional career he gained “experience in advising others formally and informally. The Growth Coach model,

Scott Bleichwhel, former Army Public

Affairs Director says, “I wanted to become part of an organization that is trustworthy,

has values associated with it, and is helpful to others so that I can continue to serve to the best of my ability in my community.” Scott was able to take those core values

and utilize them in his business ownership. Scott’s team at Caring Transitions of

San Antonio North has been recognized twice now as a National top 10 Caring

Transitions Franchise Owner out of over 230 Caring Transitions locations.

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V e t er ans in Fr anchising

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cover story: Strategic Franchising company. Tim feels in charge of his own destiny and feels as if he has more job security owning a franchise than he did while employed in corporate America.

structure, materials and their support staff, along with my experience leading others have allowed me to be a successful Growth Coach business owner.” Being a “coach” in the military provides great skills that can be transferred into helping grow others in their businesses.

Valuing Freedom Freedom is at the core of any veterans’ values. In many ways, this translates to personal freedom when returning to civilian life. All franchises offer the ability to be your own boss, but servicebased franchises like those at Strategic Franchising reduce the barrier for entry with lower upfront costs, and an easier path to translate existing skillsets. With lower upfront costs, our owners are able to take control and live their life on their terms. Tim Diemont, owner of TruBlue Total House Care of Yorktown, former Vietnam Era Veteran says investing in a TruBlue franchise was “the best

decision I’ve ever made. The business is so positive. We help seniors, veterans, schools, army bases, business professions, which makes it not only rewarding for us, but it allows to have a lifestyle where we can take a trip to Europe every year and take as much time off as we want.” Don’t let your job take away your freedoms. Tim was drained from working in retail corporate America after his military service and decided to take charge of his life and become an entrepreneur. He wanted a career where he could utilize his knowledge and experience from the retail industry and the military, while becoming more involved within the community. TruBlue Total House Care provided him with an opportunity that met his goals along with being able to continue to work with both active duty military and veterans. Tim loves working with TruBlue because he has complete control over how the company is managed and the size of the franchise. Franchise owners decide how big or small they wish to scale their

What makes or breaks a job is the people you work with. Locating the best franchise is about finding the right business culture for you. For example, it’s more than just painting with a Fresh Coat franchise, it’s about managing great teams and programs and helping the community. Rich Whitaker, owner of Fresh Coat Painters of Clarksville states that “Fresh Coat offers veterans an opportunity to reach their full potential after military service. The low start-up cost and return on investment are what attracted me to Fresh Coat and the proven systems and operations support provided a structure that facilitated a rapid launch.” Rich and his wife Cheryl, were recently recognized with a Guildmaster Service Award from GuildQuality for demonstrating exceptional customer service within the residential construction industry.

Room to Grow For decades veterans have proven themselves in the service-based industry, and that trend doesn’t look to be slowing down anytime soon. Strategic Franchising is constantly launching new veteran franchisees in markets all over the U.S. Since 2011, about 5,600 U.S. military veterans have become franchise owners (https://www.cnbc.com/2015/05/08/ american-veterans-are-cleaning-up-inthe-franchise-market.html) and they continue to succeed. “We are eager to continue working with potential new franchisees who are transitioning out of or have recently left the military,” says Steve Kwon, “we always look forward to hearing the stories and visions of veterans looking for a way to forge their own path in civilian life. We love turning those ambitions into a reality.” Dedication to service, discipline, leadership, and an entrepreneurial spirit are why military veterans are some of Strategic Franchising’s most successful franchisees. We have the framework; now we need your vision. Service based business are a good fit for veterans. www.Franchisingforveterans.com

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The public and policymakers need to understand franchising. Our purpose

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

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.

Our Franchise

@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!

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

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V e t er ans in Fr anchising

FEATURE

American Franchising Supporting American Veterans U.S. service members are often among the most skilled and capable leaders in America. Transitioning service men and woman have a wealth of training, expertise and experience to draw on when entering into a post-military career, and many industry leaders in franchising recognise this. Veterans with entrepreneurial aspirations and drive are the perfect fit to become a franchise owner, and organisations like VetFran and leading franchise businesses

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are creating fantastic opportunities for U.S. Veterans to enter into a franchise system.

and processes of a successful franchise network, making Veterans and franchising a match made in heaven!

Owning a successful business is a goal for many U.S. Veterans, and the skills and training that transitioning service members can offer a franchise system are invaluable. Many Veterans recognise that they have valuable, transferrable skills that were developed during their time serving their country, so business ownership is a logical next-step. The leadership skills and ability to show initiative that is gained during military service perfectly complements the existing structure

The great thing about owning a franchise is the increased support, access to tried and tested products and the ability to rely on the franchisor for much of the marketing, branding and process implementation within the network. As a franchisee, you donâ&#x20AC;&#x2122;t need to worry about testing new products or creating brand awareness, because all that hard work is done for you by experienced experts at the franchisor level. When a potential business owner or entrepreneur goes into

“This is our way to honor the brave men and women who have served our country over the years by providing a viable option for their post-military careers,” says Don Fertman, Chief Development Officer for the SUBWAY® restaurant chain. “Veterans have put themselves in harm’s way while defending our nation. We cannot thank them enough. This small gesture will make it easier for veterans to adjust to civilian life or help them follow their dream of owning and operating their own business.” Subway believes that their Veterans program assists a group of people who have proven to have a strong work ethic, developed leadership skills and the dedication to get the job done.

sweetFrog sweetFrog Frozen Yoghurt was ranked as one of the top U.S. franchises for Veterans by Entrepreneur Magazine in 2017 after an analysis of how well Veteran-owned franchises are supported, the number of Veteran-owned franchises and the effectiveness of their Veteran incentive programs. sweetFrog offers programs and incentives to assist Veterans to become franchise owners, including 25 per cent off the franchise fee, and 50 per cent off in May and November. This means Veterans pay substantially less than their civilian counterparts when entering the sweetFrogs franchise system. business alone, there is no structure or support in place – you’re really going it alone. Many Veterans are experienced in working within existing frameworks and structures, so working as a franchisee has some similarities. You have the freedom of generating your own income and owning your own business, with the added support and hard work from the franchisor. Somewhat like receiving an Operations Order (OPORD), as a franchisee you have the tools and plans in front of you to hit the ground running and create a successful business for you and your family. Several industry leading franchise businesses offer great benefits to Veterans wanting to own a franchise, having witnessed the numerous increased skills

and training that many Veterans possess. Having capable leaders working within a franchise network is a great benefit for a franchisor, making entering the franchising industry mutually beneficial for Veterans and franchisors.

SUBWAY Since 2010, Subway has offered a program for military Veterans designed to substantially reduce the costs usually associated with purchasing a new Subway franchise. Usually a franchisee fee is charged when purchasing into the franchise network, but Subway has waved the fee for any honorably discharged Veterans hoping to own their own Subway as a franchisee.

“We’re thankful and grateful for the men and women who made the brave decision to wear the uniform of the armed forces to serve and protect this great country of ours,” says Patrick Galleher, sweetFrog’s CEO. “sweetFrog has the utmost respect for our nation’s active duty and veterans. We recognize our token of appreciation can in no way repay them for their daily sacrifice. We at sweetFrog are committed to honoring our veterans through service and programs designed to help veterans make a smooth transition into a postmilitary career with us as successful business owners.” sweetFrog also runs a Military Appreciation Month discount, with active duty and retired military service members receiving a 20 per cent discount every Monday in May.

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FEATURE

“When we talk about Scout’s Honor, we’re not kidding,” explains the Pool Scouts team. “We want to be sure that you and Pool Scouts are the right fit, and our mutual evaluation process is how we learn more about each other. Honest dialog gives you a chance to ask questions and experience the level of professional commitment we offer.” Pool Scouts’ commitment to recruiting and developing the best franchisees is further complemented by their work with VetFran, having recognised the many valuable skills and experience that Veterans possess.

JDog Junk JDog Junk Removals & Hauling pride themselves on being American owned and Veteran operated. The team at JDog Junk have created a community of Veterans working to continue serving their community. With the success and wellbeing of Veterans constantly at the forefront of JDog Junk’s operations, JDog Junk helps transitioning service members achieve their goal of owning a business and remain active in the community. “When you become a JDog franchise owner, you become part of an extended military family.” The JDog team explain. “We empower you with the ability to become an entrepreneur and extend your desire to serve with a proven business model and the support you need to be successful,”

“JDog Junk Removal was created by a Veteran for Veterans and military family members. This gives our Veteran owners an opportunity to collectively play a role in reducing Veteran unemployment to under 1 per cent.”

“We are a VetFran member and we are proud to have Veterans on our leadership team,” says Michael Wagner, President of Pool Scouts says. “We are very interested in Veterans and offer discounts. It is something we are passionate about.”

JDog Junk allows Veterans to work within a team of like-minded individuals and offers programs and support to ensure the continued success of all their Veteran franchisees.

Pool Scouts Pool Scouts is another successful franchise that is part of the VetFran program, dedicated to offering incentives and programs for honorably discharged service members. Pool Scouts ensure that their franchisees are the right fit and continue to work to support U.S. Veterans via their partnership with VetFran.

Strategic Franchising Strategic Franchising offers a number of franchise systems to suit your lifestyle. All are home-based, keeping operating costs low, require no previous experience, include personalized business coaching and have financing available. Strategic Franchising also offer a discount for Veterans, making their franchised brands great options for transitioning service members. Their franchise systems include: - Fresh Coat, a painting and decorating franchise. - Caring Transitions, a service designed to help seniors with home relocation and house sales. - The Growth Coach, business and sales coaching - Pet Wants, a natural and fresh pet food and delivery franchise

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- Tru Blue, a professional home care service “We have tremendous respect for those that have served proudly in our military,” says the team at Strategic Franchising. “Your military background has taught you to be disciplined, dedicated, professional, assertive and confident; traits we actively seek in our franchise owners. We also know committing to owning your own business can be filled with what can seem like daunting obstacles, so we offer franchises that make it easier for you to take that leap.”

Restoration 1 Like many other franchisors, the team at Restoration 1 see the multiple benefits of encouraging Veterans to join their team as franchise partners. Restoration 1 provides fire, water, and mold damage restoration services, as well provides emergency services and storm damage services, making it a great choice for Veterans. Many ex-service members will have numerous desirable, transferable skills that would assist them greatly as a Restoration 1 franchisee, which is why Restoration 1 offers honorably discharged Veterans a 20 per cent discount off their franchise fee. “Veterans are uniquely qualified to franchise with Restoration 1, as they have a proven ability to follow systems, procedures and processes necessary to make any venture successful. Because our business model is easy to run and easy to scale, Restoration 1 is a perfect fit for honorably discharged veterans who aspire to turn their dreams of entrepreneurship into reality,” the Restoration 1 team explains.

Business Review and as a ‘Top Military Friendly Franchise.’

“For many Veterans, transitioning out of service to daily civilian life can be

difficult. FastSigns is dedicated to helping

Veterans find success and purpose through our sign franchise opportunities, which is

validated by the fact that 10 percent of our franchisees are Veterans.”

“FastSigns makes it a point to welcome our Veterans into the company and

give them the tools they need to build a

successful business after their time in the

armed forces,” says the team at FastSigns. Additional incentives FastSigns offers to Veterans include:

- reduced royalties for the first 12 months - SBA approved franchise financing - flexible location options The franchising industry acknowledges the sacrifice that Veterans have made for their country and recognises the wealth of skills, training and experience that Veterans have to offer to their community. Purchasing a franchise is a fantastic option for Veterans wanting to own their own business. Becoming a franchisee is a great way to mitigate the risk of owning a small business, and the franchise businesses listed above, as well as many others, provide valuable incentives and programs to help Veterans hit the ground running in a franchise business.

FASTSIGNS FastSigns is another successful franchise business that offers programs and incentives to Veterans wanting to join their franchise network as a franchisee. FastSigns offers 50 per cent off their franchise fee to all Veterans and First Responders, making it a great option for transitioning service members whose goal is to own their own business. FastSigns have been recognised as one of the ‘Top Franchises for Veterans’ by the Franchise

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Veteran Profile: U.S. Air Force Reserve Capt. Eric Friedrich II

Business After Service: Why Veterans Choose Franchise Ownership

After serving their country in the military, it can be daunting for veterans to determine the next step in their lives. Franchise ownership can be a great opportunity for veterans to apply what they’ve learned in the military while working for themselves. U.S. Air Force Reserve Capt. Eric Friedrich II knows how military service can help prepare someone for business ownership. After separating from active duty, he became the owner of FirstLight Home Care of Southeast Georgia. “If you can survive and be successful in the military, you can succeed in running a business on the civilian side,” he said.

“If you love the military, you don’t have to get rid of it completely. I still get to throw on the uniform 8 weeks a year. I have the freedom to go do my reserve days. That’s one of my best decisions.” - Eric Friedrich II

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Service Career Friedrich started out training as a pilot in the U.S. Air Force but became an intelligence officer. While stationed in Germany, he served as a collection manager for the intelligence, surveillance, and reconnaissance division (ISRD) for the United States African Command. He later served as an ISR liaison officer at Fort Campbell, Kentucky, before separating from active duty after a leg injury prevented him from further deployments.

Setting Up Success Running a business is challenging, but veterans are taught the skills to be successful. “The franchise gives you the tools, but it’s still overwhelming,” Friedrich said. “That’s where the military really does set you up for success. It provides structure, teaches you leadership skills and gives you the confidence to tackle tasks that seem too big to handle on your own. This experience can be very easily translated into business ownership.” For Friedrich, franchise ownership was appealing because, like the military, the franchisor provides the structure and a system to follow for success; however, you still get to be your own boss, “If you can survive in the military and deploy and come out on top, the challenges of owning your own business seem like nothing,” he said.

Finding the Right Franchise Joining a franchise requires a significant investment of time and money. It’s important to find the right fit before signing on the dotted line. That’s why good corporate culture and relationships matter. “During my initial conversations, most of the homecare companies blew me off a little bit due to the fact that I was still active duty,” Friedrich said. “When I

“The franchise gives you the tools, but it’s still overwhelming. That’s where the military really does set you up for success. It provides structure, teaches you leadership skills and gives you the confidence to tackle tasks that seem too big to handle on your own.” - Eric Friedrich II called FirstLight, it was the total opposite. They are super military friendly there. From the get-go, I got the feeling it was the right move. They couldn’t have been more helpful.” It pays to look for a franchise network that supports veterans by offering them franchise fee discounts. Another aspect to consider is whether the franchise offers corporate donations to nonprofit organizations that serve veterans.

Serving Other Veterans Owning the franchise gives Friedrich a chance to help other veterans, from those suffering with traumatic brain injuries to others dealing with post-traumatic stress disorder. “We have several veterans that we serve,” he said. “I work a lot with the VA out of Lake City, Florida. They have case managers out there who work with veterans. If they see a need for home care for them, they’ll contact us and we’ll set up care in that veteran’s home. The greatest part is when I go to do a sign-up with them and they realize I was in the military, too. “Veterans love sharing their stories. When they do find that out, they get almost a sense of comfort, knowing they have another veteran looking out for them. At the end of the day, it’s that camaraderie and that brotherhood and sisterhood that no matter what branch we were in, we all share a common bond.”

Keeping a Foot in the Door Franchise ownership can offer another advantage to veterans: flexibility. Owning

his own business gives Friedrich the opportunity to serve in the U.S. Air Force Reserves. “That’s another piece of advice I would give them,” he said. “If you love the military, you don’t have to get rid of it completely. I still get to throw on the uniform 8 weeks a year. I have the freedom to go do my reserve days. That’s one of my best decisions.”

Trusting the System Franchises have been described as suiting the kind of entrepreneur who wants to work for themselves but not by themselves. Franchise owners have access to proven business systems and procedures developed by the franchisor. In order to succeed, franchise owners have to be able to embrace the guidelines set by the franchisor, Friedrich said. “A lot of people find the franchises and then try to do things their own way, but I bought into the franchise because I needed a path to success. “When I opened my FirstLight, I did everything exactly like the franchise corporate office laid it out. They have a model for a reason. If you stick to that model and work hard, you’re going to succeed. It’s worked out well.” Eric Friedrich II is owner of FirstLight Home Care of Southeast Georgia. FirstLight Home Care is a top-rated non-medical home care provider with a network of offices that provides more than 93,000 hours per week in care for more than 4,300 clients in over 33 states. www.firstlighthomecare.com

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

with

Paul Bosley

What are my Financing Options? A new business is 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. Self-financing can be investing your liquid assets such as your savings and/or liquidating your marketable securities such as selling your stock in Apple. A common method of self-funding is to use your retirement funds in a IRA or a 401K from a previous employer to invest in your own business which is referred to as a ROBS (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

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real estate owned by the partners. Equity financing involves valuing your company in some acceptable manner and securing business partner(s) to invest their time and money in your new franchise business. The most common method is 2 or more family members or friends to invest and to share proportionately in the stock of the company. This method becomes necessary when more investment is needed than any partner can invest and when the skill sets of the partners is complementary. Debt financing is necessary when the total amount of investment required is more than the amount of money invested in self-financing and equity financing. The most common products used to provide financing to a new start-up business are SBA loans and equipment leases. • The SBA 7(a) loan program is the most common loan used by new business owners. This loan program allows for loans ranging from $25,000 up to $5,000,000. The repayment term is 10 years. The interest rate is a variable rate based upon the prime rate which

“The most common products used to provide financing to a new startup business are SBA loans and equipment leases.” changes over time plus a risk premium assigned by the lender. This loan can be used to finance all business uses including franchise fees, organizational costs, equipment purchases, build out construction costs, purchase commercial real estate and working capital. The borrower’s equity injection can range from 10% up to 30% of the total project cost. A future article will be written to explain the various types of SBA loans. • Equipment leases are used to finance the vehicles and the equipment needed to open and operate the new business. The terms of repayment vary based upon the financial strength of borrower(s). A typical lease for a startup business required a 20% deposit and a repayment term of 3 years. At the end of the lease, the purchase options can range from $1.00, 10% of the invoice amount financed or a fair market value of the equipment at that time. A future article will be written to explain equipment leases in more detail. For more information, please email Paul Bosley at: paul@businessfinancedepot.com. or visit us online at: www.businessfinancedepot.com.

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George Knauf, Senior Franchise Business Advisor, FranChoice

The Fall Franchise Chase!

“Spring may be a little more active, but Fall is my favorite time of the year for empire building. With a little work you can be on your way to a great next year building your own empire.”

George Knauf

There are a number of reasons that the period between mid-August and mid-September begins one of the busiest franchise development seasons of the year. This is what you need to know right now. We see a number of franchise brands begin, or revive, their franchise development programs mid-August to Mid September. Their goal is to be ready for

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the busy Spring season, but for the very savvy franchise opportunity seeker you can find great emerging opportunities with a lot of available territory while the field of play is a little less crowded! Better yet, lenders seem to be more aggressive getting money out on the street. How to find those opportunities: You often need to be, or know, an industry insider to see who is beginning to ramp up a development program. If you aren’t find one; you are looking for franchise professionals, consultants and the like. Contact them, ask what is new and interesting. Ask what new brands also have new but proven executives. We find that before a successful growth push, new brands will often go find proven pros to support that effort. The same rules stand. Make sure any concept is a good fit for you, know yourself. Do a full investigation. Crunch

the numbers. Talk to any owners they have. If you can’t build comfort then don’t move forward. Have you had a great year? Looking for a business expense? I am not a tax advisor, but if you had the opportunity to invest in business growth and lower your tax obligation then, well, that is not a tough decision for most. If your tax advisor agreed that a franchise fee and start up costs were a good write off to lower your taxes… get moving! It tends to take 2 to 6 weeks to evaluate a franchise, and 2 is very short. So let’s say 4 to be safe… You need to find something to look at, say that takes another 2 weeks. You are maybe looking at Mid to late October to be a franchisee and have paid your franchise fee. That is workable, but if you wait much longer you start closing in on the holidays. At that point you may be

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F R A N C H I S E E S VOL 12 ISSUE 06

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BUSINESS SERVICES BUYING A FRANCHISE

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

travelling, they may be travelling, timing becomes more of a challenge (but not impossible). If you want to pursue a franchise opportunity and business expense at this time of the year it is best to circle your advisors. Maybe that accountant, maybe a franchise consultant and other specialties as they are needed. For franchises where you will have a brick and mortar presence those lease, build out and opening expenses may fall into next year at this point. That is not bad as they will offset some of your revenue next year. This could give you a split benefit that can also be pretty desirable. Franchise fees alone provide a pretty desirable expense if that is part of your game plan. That opening date is also a big factor. If you begin your process next Spring as opposed to now, you will be looking at a different start up period on the calendar. For a brick and mortar business that might push you into next Fall or Winter, over a year away and some feel the slower end of the calendar. Most of our candidates want to target early Spring to open, especially if

Franchising USA

“How exciting would it be to be able to go through the holidays talking to friends and family about the move you have made to control your destiny and build a franchise empire?” they are opening a fitness concept. Getting fitness clients going into the holidays is often more of a challenge. Best reason: Making a fresh start. How exciting would it be to be able to go through the holidays talking to friends and family about the move you have made to control your destiny and build a franchise empire? That is one of the biggest motivators of people searching for franchises in the Fall. They want to take the leap into business ownership and the holidays offer a great time to take a break from work, spend time with your family and prepare for the next phase of your career. This way you can hit the ground running and be ready for an active Spring season in your new business. End of year is a natural break and start point, companies have used it for one of their busiest downsizing seasons for years. Now many franchise candidates turn the tables and use it as a time to begin their break away from corporate America.

Spring may be a little more active, but Fall is my favorite time of the year for empire building. With a little work you can be on your way to a great next year building your own empire. Use the very same skills building your own empire as you have building someone else’s! 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

Click here to find out more...

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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. 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

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

supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Cafe2U is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

with the hassles or laws that involve elderly medical care, though you might want to invest in knowing the companies that do supply such services in your area. Many times our services are needed in order to fulfill the lifestyle changes recommended by healthcare professionals, so putting your leads into contact with upstanding medical professionals can create a favorable impression that causes them to return to you for help with non-medical side of their changing circumstances. Phone: 1-800-647-0766 Email: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com

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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.

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

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

Franchising USA

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’.

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

trucks and service trailers, state-of-the-art equipment and military-influenced logo and uniforms, G-FORCE™ has built its brand around today’s Veteran and stands as one of only two Veteran-focused franchise brands and the only one of its kind awarding franchises exclusively to Veterans. Contact: Jack Child Phone: 844-464-3672 Email: info@GoGForce.com Website: www.GoGForce.com

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.

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

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

HealthSource With over 250 franchises across the country, HealthSource is the nation’s largest chiropractic and holistic care provider. Our unique business model, which combines four multibillion dollar industries: chiropractic, physical therapy, massage, diet & nutrition, is poised for explosive growth as more and more Americans seek out natural solutions for pain, sports performance, and overall wellness. To keep up with the customer demand, HealthSource now offers multi-unit franchise options in key markets across the country. Our goal is to have 3-400 multi-unit owners within five years. In addition, in 2018 we started accepting International Master License applications, for select countries,

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

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

Email: rfginternational@rfg.com.au

With over 60 years of combined automotive experience, Grease Monkey® and SpeeDee® franchise owners enjoy a proven system and business model. Each process offers a flexible approach, so franchisees can customize their facility and menu of services for a specific market and investment profile. Contacts: Jeff King, Director Franchise Development; Jon Piper, Manager of Franchise Development Email:

jking@greasemonkeyintl.com; jpiper@greasemonkeyintl.com

Phone:

303-308-1660

Website: www.greasemonkeyfranchise.com

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

W: https://growthcoachfranchise.com E: GrowthCoachFranchiseOpps@gmail.com

as most high-growth US franchises are quickly embraced abroad. In addition to the growth in new franchise units, HealthSource is very proud of the earnings its owners enjoy. After paying payroll, franchise support fees, and rent & utilities, the average HealthSource owner has a growth profit of $206,000. HealthSource owners enjoy a recession-resistant, growing business, terrific profit figures, and knowing they are helping their communities lead happy, healthy lives. Contact: Wes Sattler (Director of Franchise Development) Phone: 440-934-5858 Email: wsattler@healthsourcechiro.com Website: www.hsfranchising.com

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

Franchising USA

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

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

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

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

LEAKPRO INTERNATIONAL Incorporated

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.

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

Little Caesars As the largest carryout-only pizza chain in the world, Little Caesars is doing something right. Little Caesars is an international brand and household name. It’s come a long way since starting as a single store in metro Detroit in 1959. The Little Caesars brand and distinction of being named “Best Value in America”* for the last ten years is proof of its commitment to satisfying customers by providing one of America’s favorite meals at an affordable cost. Today, Little Caesars is looking for franchisees to bring HOT-N-READY® pizza to a wide range of communities

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. Area Developers or Country Master Franchise

Franchising USA

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

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

nationwide. The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans. *“Highest Rated Chain-Value for the Money” based on a nationwide survey of quick service restaurant consumers conducted by Sandelman & Associates, 2007-2015. Phone: 800-553-5776 Email: USdevelopment@LCEcorp.com Website: www.LittleCaesars.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. Michel’s Patisserie is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

NaturaLawn of America, Inc. 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

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.

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. 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

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

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.

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.

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.

• Ongoing support via a Market Development Manager

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

• Full training of the brand system • 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

Franchising USA

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

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

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

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

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

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

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

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

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

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

Franchising USA

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

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

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

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

• 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

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.

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

Franchising USA

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Coming Soon to The Los Angeles Convention Center

NOVEMBER 1-3, 2018 Accounting • Advertising • Arts & Crafts • Audio Visual • Automotive Beauty • Beverages • Business • Campground • Chemicals • Children’s Products

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Cosmetics

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Dating

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Home

Inspection

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Aids

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Photography

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• Real Estate • Recreation Equipment

• Remodeling • Retail

Security Systems • Senior Services • Sign Products • Spas: Day & Medical Telecommunication • Tools & Hardware • Transportation • Travel • Uniforms Water Conditioning • Weight Conditioning • Weight Control • Weight Loss

Meet face-to-face with top franchise brands looking for their next franchisee. Take the next step toward business ownership with support from free seminars and in-depth workshops.

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