Franchising USA - Veterans Supplement - October 2013

October 2013

Veterans in Franchising www.franchisingusamagazine.com

A Chance to

Live the Dream

they Defended

6 Tips

for Veterans Looking to Franchise VetFran’s Free Panel for Veterans

From the Military

to the Work Force Franchising USA

feature

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MAKE YOUR NEXT CAREER MOVE . . .

A BUSINESS OF YOUR OWN!

Maybe it's time to take control of your future.

One way to accomplish that goal is to own a franchise.

Let us help you – we provide a “Free” franchise matching service for Veterans.

No Cost – No Obliga�on

To get started, visit our website: VeteranFranchiseCenters.com

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V e t e r a n s i n F r a n c h i s i n g Suppl e m e n t october 2013 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the November issue, please contact Jenn Dean, Business Development Manager Phone: 250-590-7116 Email: jenn@cgbpublishing.com

Contents 58 Top Six Tips for Veterans Interested in Franchising Bart Puett, Maid Brigade and Maid Simple

66 VetFran to Host Free Panel for Veterans at the

West Coast Franchise Expo International Franchise Association (IFA)

House Cleaning

61 Profile: Louis Vaughn Jr. J-Dog Junk Removal

68 Franchising: The True Nature of a

Work-Life Balance Greg Tanner, Aaron’s, Inc.

62 A Chance to Live the Dream They Defended Michael Haynie, Institute for Veterans and Military Families

70 Transitioning from Military to the Work Force Jerrod Sessler, HomeTask

64 What Aspiring Veteran Franchisees Really Need: Advocates Jim Mingey, Veterans Business Services

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V e t er a ns i n Fr a nchising

Bart Puett, President of Maid Brigade and Maid Simple House Cleaning

Top Six Tips for Veterans Interested in Franchising “As thousands of men and women return home from war, it is important to acknowledge the skills these veterans have acquired during their military careers – and that make them invaluable additions to the workforce as franchise business owners.”

Bart Puett

Veterans own one out of every seven franchises in the United States, according to a study conducted by the International Franchise Association (IFA).

With more than 66,000 veteran-owned franchise businesses in the United States generating more than $41 billion in GDP, the IFA and many national franchisors continue to focus on helping veterans become successful small business owners.

Why? “Military veterans make ideal franchisees,” says Joel Lazarovitz, Vice President of recruitment for Maid Simple

Franchising USA

House Cleaning – the new residential cleaning franchise model from Maid Brigade.

“They are among some of our standout team members because they have the skill set to successfully run a business – strong leadership qualities, commitment to their team and the tasks at hand, and the ability to properly follow systems and procedures.”

As thousands of men and women return home from war, it is important to acknowledge the skills these veterans have acquired during their military careers – and that make them invaluable additions to the workforce as franchise business owners.

“After my career in the military ended, I looked at franchising because it was a perfect fit for me,” Tai Jeffries, owner of Maid Simple of Fort Wayne, IN says. “As a former airman/soldier, I am skilled at following instructions and completing tasks. By following my franchise procedures, I know I will be successful.”

If you’re a veteran interested in

franchising, how do you know if franchise ownership is right for you?

Below are a few tips from the experts and franchisees at Maid Simple to help you select the right franchise opportunity and to make it a success.

1

Pick a Franchise Model that Fits Your Lifestyle

Whether you want to work from home, at an office, manage a large team, or work alone, there are plenty of franchise opportunities that will meet your lifestyles needs and desires. Before purchasing a franchise, identify how many hours you want to work per day, what times of the week you want to work (days, nights, weekends), what type of schedule you want to keep (flexible or appointment heavy), and any other lifestyle requirements that top your list of must-haves. This will help you select a new business venture that avoids lifestyle challenges down the road.

“One of my priorities for selecting a franchise model was that it allowed for a flexible lifestyle,” Jeffries comments. “I

wanted to set my own schedule, have the ability to run my business from home, and have the necessary business tools to get started quickly.”

2

Create a Support Network

Get involved with your local chamber of commerce, industry association, professional organizations, and small business owner and entrepreneur groups where you can meet other like-minded individuals to share ideas and discuss success strategies. Also reach out to your franchisor and fellow franchisees for guidance, direction, and mentoring. These business relationships are invaluable.

3

Use All of the Tools Provided

by Your Franchisor

This includes things such as financing, training, sales, marketing, technology, and web support. Take advantage of both on-site and ongoing training and ask questions along the way. Most franchisors have a variety of programs that can be enormous benefits to building your business.

4

Make Customer Service and Satisfaction a Priority

Value customers for what they are – the lifeblood of your business. Allow them to offer feedback at any and all times. Listen to their wants, needs, and concerns, and use these comments to improve the overall customer experience. Give them the respect and appreciation they deserve.

“One of the biggest reasons we are successful is because we take a hands-on business approach,” comments Rachelle Elias, a retired military spouse and the owner of Maid Simple of North Metro Orlando. “Our customers are pleasantly surprised when I, the owner of the company, show up to clean their homes – not just some employee.”

5

Get Involved in Your Community

Donate your time, talent, and services to support local charities, hospitals, libraries, schools, or groups that have causes you believe in. By giving back to your community, you will also become more familiar with current and potential customers, along with their interests, concerns, wishes, and needs so you can better serve them.

6

Do Your Homework Before Buying

As a new Maid Simple franchisee, former airman/solider Jeffries says her decision to purchase a franchise was an easy one. She didn’t want to work for anyone else and was determined to set a positive example for her daughters and to show them that a woman can successfully run her own business.

Her biggest piece of advice to veterans considering franchising: “Don’t just talk to the franchisor, talk to other franchisees.

Make sure the franchise you choose matches your lifestyle and business goals, not every franchise business is right for everyone.”

Jeffries talked to other Maid Simple franchisees to hear firsthand about the successes and challenges you face while running your own business. It also gave her confidence and the skills needed to be an accomplished franchise owner.

More About the Maid Simple Franchise Opportunity Many franchisors, like Maid Simple, offer special incentive programs for veterans and their families to get them into the franchise business at an affordable price.

“As a company, we offer qualified veterans a 15 percent discount on the initial Maid Simple franchise fee,” Lazarovitz says.

“We are dedicated to helping veterans enter back into the workforce as small business owners. We’re also a proud sponsor of the IFA VetFran program, which helps returning service members access franchise opportunities through training, financial assistance, and industry support.”

Based on research with franchise owners and customers about what was important to them in a cleaning franchise, Maid Brigade developed a new low cost, home-

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V e t er a ns i n Fr a nchising

Bart Puett, President of Maid Brigade and Maid Simple House Cleaning

“After my career in the military ended, I began looking at franchising because the structure provided was a great fit for me.” based franchise model called Maid Simple House Cleaning.

Maid Simple is committed to assisting military veterans, active duty military, and military spouses pursue franchise ownership. The company provides all of the training, support, and financial assistance needed to launch a rewarding business quickly and easily.

Available for $29,500 including the $10,000 franchise fee, Maid Simple provides qualified veterans with a complete franchise package that includes a customer acquisition program, national sales center that handles customer scheduling, billing and payment processing, and ongoing training and marketing support. USA Today ranks Maid Brigade a Top 50 Franchise Opportunity for Veterans.

Profile of a Maid Simple Veteran Franchisee—Tai Jeffries With a career spanning more than 15 years, Tai Jeffries medically retired from the military in 2011. Now a service disabled veteran, she began looking for the next challenge in her life. The business structure and flexible lifestyle led her to pursue buying a franchise.

During her military career, Jeffries spent four years of active duty in the Air Force as a Computer Operator. After taking a break from service in 2006, she enlisted in the Army as a Mental Health Tech where she counseled soldiers and their family members.

“After my career in the military ended, I began looking at franchising because the structure provided was a great fit for me,”

Franchising USA

says Jeffries, owner of Maid Simple of Fort Wayne, IN. She thoroughly researched businesses that were in high demand by today’s consumers and due to the vast business potential, decided upon a maid service franchise.

She contacted Maid Simple and the rest is history.

“Out of every franchise I researched, Maid Simple was the most attractive to me because of its low investment, flexible model, and extensive training and support,” Jeffries comments. “The marketing and advertising program to get me initial customers was also a HUGE selling point for me.”

Jeffries set a goal to provide excellent

customer service and outstanding treatment of her employees and hasn’t looked back. Her business continues to grow each month since opening back in March 2013.

Bart Puett is president of Maid Brigade – the only Green Clean Certified® residential cleaning franchise. The company’s new franchise model – Maid Simple House Cleaning – offers franchise incentives for veterans and financing for qualified prospects.

For more information: Web: www.maidbrigade.com/franchise Email: Bob King bking@maidbrigade.com Phone: 1.800.722.6243.

Louis Vaughn Jr

Profile

“Believe in yourself, because there’s nothing like owning your own business.”

Born and raised in Waukegan, Illinois, Louis Vaughn Jr. graduated from high school in search of a challenge, but lacked direction. This is when he found his new home in the United States Navy.

Stationed first in San Diego, Vaughn was posted to various cities and states during his twenty years of service. In 2007 Vaughn retired from the Navy an E6 Petty Officer First Class.

Transitioning back into the civilian world, Vaughn became a manager at a Home Depot in Houston, TX. Working with the company for seven years, during that time he completed a degree in Occupational Safety and Health Administration (OSHA Law), and also received a certification in Project Management from Columbia Southern University. Leaving Home Depot in 2012, Vaughn spent the next six months unemployed before deciding he wanted to start his own business.

Connecting with the Veterans Association, Vaughn was put in touch with Richard Ashe, President of Veteran Franchise Centers. Ashe, who works to recruit veterans and pair them with franchises, organized a webinar for Vaughn to connect with Jerry Flanagan, President of J Dog Junk Removal; an honorable veteran

owned and operated franchise.

“I was instantly drawn to J Dog Junk Removal because my entire life I’ve always been a hands on kind of guy,” Vaughn says. “The idea of owning my own business, getting out there, meeting with customers, and seeing their smiles while supplying the service, all while getting paid, is tremendous. It worked well with me and my personality.”

Expressing his interest in the company Vaughn was sent a FDD to review.

Decided this was the career he wanted to pursue, he was sent a franchise agreement.

Signing the agreement, he then headed to Pennsylvania for the Discovery process.

Driving around in a J Dog Junk Removal truck for three days with Flanagan, here Vaughn got a first hand look at the daily operations of the franchise while learning about its business model. On July 22, 2013, Vaughn became the first official J Dog Junk Removal franchisee Currently a one-man team, the Veterans Association recruits temporary workers for Vaughn, when necessary. This concept acts as an outreach to get veterans acclimated

and back into society upon returning from war. “It’s a great set up, it allows us to hire veterans in the community, and since we’ve been there, we can council on how to adjust to the civilian lifestyle, while working,” Vaughn explains.

The biggest challenge Vaughn faced when reverting back to the civilian life was the difference in jargon and relaxed working pace. “In the military we just get it done, we’re goal oriented. It was hard adjusting the way I communicated with people to get them motivated,” Vaughn says. “However, since veterans operate J Dog, the mission oriented mentality is intact, and has helped me transition into the civilian world while holding onto my military perspective and core values.”

Recommending franchising to veterans looking to start their own business, Vaughn says the initial low cost, and shared marketing plans are bonuses.

His final thoughts: “Believe in yourself, because there’s nothing like owning your own business.”

For more information: http://jdogjunkremoval.com/

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V e t er a ns i n Fr a nchising

J. Michael Haynie. PhD, Founder and Executive Director of the Institute for Veterans and Military Families

A Ch a n c e t o Li v e t h e D r e a m Th e y D e f e n d e d

As a professor of entrepreneurship, I’ve watched the vocation of business ownership change lives and communities.

I’ve watched entrepreneurship give freedom and a voice to countless numbers of people – to the young mother who maybe is denied opportunities by her employee because of her gender; to the retiree who is assumed to have nothing left to offer simply because of their age; to the young soldier who I met at Walter Reed hospital, who lost both his legs in Afghanistan, and who said to me that he sees being an entrepreneur as a way to take his life back from the government and

Franchising USA

the doctors, all those people who appear to have written him off – those who think that the productive part of his life is over.

If entrepreneurship is “the most democratic, most freedom creating phenomenon in the history of the human race,” as some have said, who better than to pursue entrepreneurship than those of us who know what it means to fight for freedom and democracy?

Veterans make exceptional entrepreneurs.

In fact, there are about four million veteran-owned businesses in the U.S. today. The U.S. Small Business Administration released a study which indicated that prior military service is one of the strongest predictors of who in this country is likely to start a business – not education or wealth, but prior military service. The five-year success rate of veteran-owned businesses is almost twice

as high as non-vet-owned businesses.

These are facts that hint at a story – but don’t explain why. Why are military veterans drawn in such large numbers to entrepreneurship, and why do they find such success?

One important fact is that successful entrepreneurs often have very diverse life experiences. The entrepreneurial process begins with recognizing an opportunity, and those individuals who have had diverse life experiences are more likely to draw from those experiences to see possibilities that others don’t see. This ability is the essence of entrepreneurship.

The very nature of military service confers to our veterans this critical resource because the military forces them out of their comfort zone – it forces them into life situations that they otherwise would not experience.

“The five-year success rate of veteran-owned businesses is almost twice as high as non-vetowned businesses.”

And oh, there is no money to fund this either.” But we always got it done. That’s entrepreneurship.

Successful entrepreneurs are also resourceful goal setters, and demonstrate a single-minded focus on achieving those goals. By its very nature, entrepreneurship – especially in the beginning – is about doing more with less. Entrepreneurs have to bootstrap, scratch and claw without losing sight of their goal – or to put it in military speak, their mission. Veterans have this quality in spades. How often in a military career have our veterans been given a new project or responsibility, and their commander said, “We’ll make sure you have any and all of the resources you need to make this happen – more people, more money, whatever you need.” Never in my 14 years of service did that happen.

Instead it was the opposite: “We need to you to take on this new project, it needs to get done in three months, and I’m sorry, but we can’t give you any more people.

Successful entrepreneurs also need to be able to recruit and build a team that will weather the inevitable storms their venture will encounter. As leaders of their own small businesses, veterans are adept at cultivating these high-performing teams.

Several studies have compared military service-members and veterans to nonveterans with regard to team-building skills and efficacy. Findings from that research illustrate that (as compared to those that have not served in the military) veterans are more adept with regard to 1) organizing and defining team goals and mission, 2) defining team member roles and responsibilities, and 3) developing a plan for action. Research also suggests that those with prior military service have a high level of efficacy for team-related activities; that is, veterans exhibit an inherent and enduring belief that they can efficiently and effectively integrate and contribute to a new or existing team. As it relates to franchising, either as franchisor or franchisee, this quality means that a veteran will easily incorporate into the broader corporate team, as well as build a strong team of their own.

Franchising presents its own set of opportunities for veterans, as compared to other forms of entrepreneurship.

Veterans are used to being resourceful and entrepreneurial within the context of a large, system-driven organization, and many franchises mirror this system closely. Veterans are also used to progressing through training provided by the military to both advance their existing skills and create new ones – and they are adept at rapidly making use of their training to move forward in a new direction. As in the scenario described above, veterans are rarely provided with the resources they need to accomplish the mission, but they often find themselves

Mike Haynie

executing missions outside of the realm of their initial set of expertise as well. With just a small amount of training on their new set of tasks, veterans will immediately leverage these skills with the confidence of someone who has years of expertise. Put together, the training and systems provided by a franchisor allow a veteran to leverage their skillset, navigate the hierarchy of the broader corporation, and yet be entrepreneurial throughout the process.

The momentum in this country today around veteran’s entrepreneurship excites me. It sounds audacious – almost arrogant – to say, but I believe that in the past few years, there have been many positive and powerful steps to building what will one day be a historic and exceedingly powerful network of veteran entrepreneurs across this country. Where I teach at Syracuse University, our motto when we talk about entrepreneurship is “Dream, Believe, Pursue.” Today’s veterans have an opportunity to live that motto through entrepreneurship, and to live the American Dream, which they fought so hard to defend.

Dr. Mike Haynie is a 14-year veteran of the United States Air Force. He is the Founder and Executive Director of the Institute for Veterans and Military Families at Syracuse University and the Barnes Professor of Entrepreneurship at the Whitman School of Management.

For more information: http://vets.syr.edu/

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V e t er a ns i n Fr a nchising

Jim Mingey, Founder and Managing Director, Veterans Business Services

W h at A s p i r i n g V e t e r a n F r a n c h i s e e s R e a lly N e e d :

Advocates

Before anyone, including a veteran, makes a life changing decision, he or she should seek the most unbiased recommendations for all aspects of that decision.

This is particularly true in franchising where even good opportunities and their requirements can collide with hard realities of an individual’s circumstances.

This creates a need for a true veteran advocate who is a champion but also a trusted spokesperson and a tireless reality checker for each deal.

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Who’s Really Got the Best Deal?

Today, with well over 500 franchisors in United States offering discounts and/or special financing packages for veterans, examining an information load can get a little overwhelming. A franchise acquisition decision should not be about lower franchise fees or discounts; it should be about matching capabilities, support and passion with the right opportunity for the veteran. Veteran Business Services (VBS) has developed a due diligence strategy to help a veteran sort through what’s important to them and from that veteran’s perspective. VBS as an advocate decided it must support an iterative process until the veteran gets the franchise decision right –go or no-go! That may not

provide a big discount for the veteran but it might lead to the only deal that really works.

How Can Veterans Expand Their Franchise Opportunity Search?

When VBS started developing its due diligence acceleration system for veterans it was only supported by local Mayor Willie in Easton, Maryland, his objective being to help veterans in the community.

The goal was to develop a system where the veteran could perform more efficient due diligence on multiple opportunities.

The idea was to provide veterans with a system to explore opportunities that were offered, or not offered, by a franchise consultant. The project has now grown

“The goal is keep all decisions in the hands of the veteran while helping source the best terms for them without conflicts of interest.” into a national business plan that has been supported by the Accenture, DLA Piper, the Entrepreneurial Bootcamp for Veterans with Disabilites (EBV) Program at Purdue University, the EBV Foundation and the Veterans Administration.

Are You a Veteran Who Wants to Help Veterans Find Their Dream Franchise?

The Veterans Administration offers a Vocational Rehabilitation and Employment Program (VRE), which can fund entrepreneurial benefits, including franchise broker due diligence training.

The program operates under guidelines of the Chapter 31 Self-Employment Track at VA. An advocate’s main task at the VA is the ‘feasibility’ of the Self-Employment Plan and the VBS system to help veterans prove that out requirement.

An advocate must be prepared to support the best franchise financing solution for a veteran franchise acquisition as well. VBS also now serves as an exclusive special partner for veteran franchise investments at the Veterans Opportunity Fund (VOF), a $30 million dollar venture capital fund exclusively for veteran small businesses including franchise deals. VOF was sponsored by Maryland’s TEDCO which has attracted retired Major General Gino Dellarocco as a Partner and leader in its management team. VBS will not make investment decisions, it only ‘advocates’ for quality veteran deals. Initially most of the VOF franchise transactions will be multiple unit franchise transactions.

VBS is a significant partner of Veteranscorp.org, a clearinghouse for veteran small business information and advocating for Service Disabled Veteran Owned Small Business (SDVOSB) opportunities. As Veteranscorp’s exclusive

partner in the franchise industry, VBS will seeks out the most advantageous acquisition terms for veterans and provide innovative entrepreneurial and due diligence training for all veterans seeking franchises. Veteranscorp has been a leader in creating veteran-focused public private partnerships that deliver unique sources of debt and equity for veteran small businesses. As Veteranscorp’s exclusive partner, VBS will be required and continually challenged to be both an advocate and an “honest broker.” The goal is keep all decisions in the hands of the veteran while helping source the best terms for them without conflicts of interest.

To accomplish its mission VBS requires a steady hand who relates well to veterans. VBS’ Founder and Managing Director, Jim Mingey, is a decorated Vietnam veteran raised from a proud military background. An entrepreneur for more than 35 years, Jim can relate on a personal level to the needs of the veteran small businessperson, and possesses the practical knowledge to implement his experience in today’s market. Jim participated in the EBV Program at Purdue University, is a

mentor at American Corporate Partners, developed the first approved franchise training program for the Vocational Rehabilitation and Employment (VR&E) Program at Veterans Administration, and was instrumental in forming the first equity fund in the United States exclusively for veteran owned small businesses and franchises: The Veterans Opportunity Fund. Jim intends to keep on ‘advocating’ for veterans in franchising.

For more information: Email: jmingey@ VeteransBusinessServices.us Phone: 202.349.0860

Jim Mingey

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V e t er a ns i n Fr a nchising

I FA

VetFran to Host Free Panel for Veterans at the West Coast Franchise Expo VetFran is mounting free panel for veterans, active duty service members and their spouses interested in franchise ownership during the West Coast Franchise Expo in Anaheim, CA. The seminar is “Opportunities for Veterans in Franchising” and will take place Saturday, October 26th from 11:00a.m. to 12:00p.m. in room 201C of the Anaheim Convention Center. You can register for free here by entering the promo code VETGP. A PDF with details on the panel can be found here.

Veterans who attend the seminar are welcome to attend the West Coast Franchise Expo for free. At the Expo, veterans will be able to visit booths presenting hundreds of franchise brands and talk face-to-face with franchisors.

Veterans have a proven track record of success in franchising.

Franchises run on systems and offer training and support, just like the military. In franchising, you’re in business “for” yourself, but not “by” yourself. That’s why there are over 70,000 veteranowned franchise establishments in the United States. Learn from veterans and business leaders in franchising how to get started in this exciting industry.

Sponsored by :

Franchising USA

Specialty Seminar:

Opportunities for Veterans in Franchising 11:00 A.M. – 12:00 P.M. Room: 201C Moderated by: Tim Courtney, CFE, Director Franchise Development, CruiseOne Panelists: Greg Delks, CFE, Vice President, Franchise Development, Firehouse Subs Greg Tanner, National Director – Franchising, Aaron’s Sales & Leasing Michael Little, Vice President, Marketing, Ice House America Martha O’Gorman, Chief Marketing Officer, Liberty Tax Service

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V e t er a ns i n Fr a nchising

Greg Tanner, National Director-Franchising, Aaron’s, Inc

Franchising:

T h e T r u e N a tu r e o f a Work-Life Balance When I first meet with franchise candidates, I ask them why they want to go into business for themselves.

Their answers range from being their own boss and taking control of their future, to pocketing the proceeds from their hard work and keeping their own schedule— restoring a work-life balance. These are all tangible benefits of business ownership, but they miss the point, and sadly, how to be successful as a franchise owner.

of a board of directors and anonymous shareholders. You work at the behest of others. The sum total of your career’s work can be summed up as survivor. You want to escape that dead-end world and you can, but individuals who are successful franchisees aren’t just getting away from a bad situation, they’re seizing an opportunity to give back. Their focus is on serving others. It’s not about you.

installing ceiling fans, making sandwiches or teaching preschoolers, you are making someone’s life easier, happier, pleasurable, safer, and much else. Your service and hard work has a direct effect on their lives. Can you say that about your last job?

That’s the work-life balance I’m talking about, and would-be franchise owners need to reflect on that before they consider franchising.

A Work-Life Balance is About Changing Lives

Franchising May Not Be For You

Advocates

It’s Not About YOU

In corporate America, you work for a supervisor, under a department head, remotely guided by a CEO, at the direction

The work-life balance successful franchisees seek isn’t solely the newfound freedom they have, but the newfound platform they have to change the lives of the customers they serve. And no matter what franchise business you choose to pursue, whether you are leasing furniture, dusting counter tops, painting houses,

When you open for business, despite what you’ve heard or been told during your investigation process, customers are not going to beat a path to your door. Sorry, that’s a reality. Here’s another reality: If you don’t get out from behind your desk and into your community to demonstrate your willingness to serve others and show you care for your customers, franchising is NOT FOR YOU. Franchising is not for you unless you ask yourself: What business can I own that will give me an opportunity to make a difference in the lives of my customers?

The Payoff in Serving Others I could write a thousand and one words on the personal rewards of serving others.

I’ll spare you 990 of them and leave you with these gems: fulfillment, self-esteem, pride, praise, loyalty, referrals, sales, profits, security, and freedom. You see; if your focus is on the customer, everything else will take care of itself. If, however, you’re in this venture first for what it can afford you, your customers will sense it, your competitors will exploit it, and your community will abandon you.

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Put Your Face on Your Business As a franchise owner, you are your competitive advantage. Consumers trust a brand name and more so when they can associate a face with it. For corporate America, more than likely, it’s a spokesperson that is paid to hawk the company’s product or service. Is the spokesperson going to come to your aid if the product or service doesn’t live up to the hype? Good luck with that. But when potential customers know your brand, see your face and have a way to contact you, they are going to try your product or service before any other. IT’S A FACT. And, they are going to give you the benefit of the doubt should something go wrong. Why? Because you are creating a relationship with your customers, they want to like you. They want you to solve a problem and continue to solve the problem so they don’t have to worry and can move on to the next problem. That’s how you operate your household. Treat your customers the way you’d want to be treated: A simple principle that’s oh so difficult to employ.

How to Give Back Okay, you should be on board with the serving others principle. I’ll say one last time—Franchise owners who are successful put their customers first.

That’s step one. Step two, and probably more important, is the giving back. Your customers are supporting you as a valued and trusted small business owner in the community. Well, you need to burnish that image by reciprocating the support your customers provide you. You do that by volunteering your time and donating money to worthy local charities.

When a Franchisor Leads, You Commit and Follow One criteria that should be high on your consideration list when evaluating franchise systems is what charity are they supporting and how do they partner with their franchise owners to collectively enhance the image of the brand? This should be one of the first selling points a

Greg with Stephen J. Caldiera, President and CEO of the International Franchise Association

“When potential customers know your brand, see your face and have a way to contact you, they are going to try your product or service before any other. IT’S A FACT.” franchise uses to encourage you to join their system. And, franchisors that are category leaders are supporting causes with local chapters and events including The Wounded Warrior Project, Habit for Humanity, Save the Children Fund and many, many others. Here again, you’re working to put a face on your business and to support your community. You’re giving back; working to change lives. That’s the work-life balance you should pursue. If you do, everything else will take care of itself. You’ll be successful, however you measure it!

Greg Tanner is a Vietnam-era veteran having served in the military police.

He remains close to his military roots and over the last several years has directed nearly one hundred thousand dollars in Aaron’s advertising spending in support of the Wounded Warrior Project. He is also a member of the VetFran Committee, a veterans’ transition franchise initiative of the International Franchise Association.

He taught himself about franchising in his early twenties and has been both a franchisee and a franchisor. “I was

born to be in this business, and there isn’t a mistake I haven’t made,” he says.

Greg started in the franchise publishing business and was successful in both the automotive repair and car and truck rental franchise industries. A former regional Vice President for Quiznos and now National Director of franchising for Aaron’s, Greg has awarded 750 franchises for Aaron’s.

He has coached and helped hundreds of individuals realize their American dream. “I get a great deal of fulfillment putting people in business for themselves,” he adds. Greg recently shared his wisdom in a booklet titled, Tannerisms. “It was an opportunity to give back to the franchise community that’s given me so much.”

He and his wife, Fran, a successful realtor, have three grown children.

When he’s not sail fishing or enjoying a good book at the beach, you’ll find Greg sharing his wit and experiences with his four grandchildren.

For more information: http://franchise.aarons.com/

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V e t er a ns i n Fr a nchising

Jerrod Sessler, CEO, HomeTask

Transitioning from Military to the Work Force “I do not want to see our military veterans coming home to simple, low pay positions, doing menial tasks when they are trained and able to do so much more.” about helping other veterans walk through the post-military season of their life and I hope that my story can offer some lessons for veterans who are thinking through their own transition.

Jerrod Sessler

One of the greatest challenges facing military men and women is the battle that occurs after their service ends and they transition to a civilian life.

As a veteran of the Navy I am deeply aware of the challenges involved in that transition. I currently serve as the CEO of HomeTask, a multi-brand franchisor system, but it took many tough lessons to get to this place in my life. In light of the challenges I’ve faced, I’m passionate

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I proudly served in the U.S. Navy, as a Petty Officer, working aboard the aircraft USS Constellation. I was assigned to the “Cat Shop,” which is short for the Catapult Steam Shop and I was a “Snipe” (Boiler Technician / Engineering). My team provided the steam power to make the ship go and the airmen operated the functions of the catapults and communicated with the aircraft pilots. After I was released from full-time service in the U.S. Navy, I transitioned to full time school and part time work. The reason I chose this path is because I really enjoyed learning and felt that it gave me additional advantage towards future success.

In addition to education I also enjoyed automotive work so I started working on cars. After a few years I transitioned to a position in engineering and later worked for a couple of great companies, the most notable being the time that I spent as an engineer at Intel Corporation.

My time in these various roles helped me to understand the business world and learn efficiency through technology,

but ultimately these attributes built on the foundation of growth and discipline that I garnered during my time in the military. Military veterans have a great set of marketable skills and a great option for them is becoming a franchise owner, which is part of my story.

I eventually left corporate America in pursuit of my entrepreneurial dreams. It was a much bigger leap than I realized but I leaned on the self-discipline, dedication, and leadership that I learned in the Navy.

I ended up starting a business in the home-service industry, called HomeTask, which franchises various brands—the first of which was Yellow Van Handyman.

The discipline required to stay alive in the military translates into an ability to stick with the productive action steps required to build a good company. The dedication pressed into members of the military is useful in all of life’s situations.

The intensity that I experienced in the Navy has translated into an ability to calmly approach even the most difficult circumstances in life, including business.

Success in work and business is more than just being good at what you do. It requires having a stable, balanced life, which includes a healthy home, work, and spiritual life. The integrity that I saw

in many people whom I worked with in the U.S. Navy has challenged me year after year to honor the authorities and structures over me, and to work hard within the bounds of the established rules and standards expected in business. These characteristics make veterans a great fit for the franchising world.

One of the most interesting parts of succeeding in business has been the ability to turn around and care for veterans, in much the same way that the military took care of me. HomeTask currently offers a huge discount ($5,000) off of the initial franchise fee. I pushed for this internally for multiple reasons. First, I wanted to honor veterans for who they are and what they have done. In addition, and equally as important, I wanted to be part of the solution for many of our veterans that are working through their transition from their time in service to a successful position where they can serve and support their families and lives. I do not want to see our military veterans coming home to simple, low pay positions, doing menial tasks when they are trained and able to do so much more. Franchising offers this meaningful opportunity for veterans.

If you are a veteran considering which franchise you would really like to own then first think about what it is that you enjoy doing. Do you like to do service work at peoples’ homes or do you like to sell things in a store? Do you like food and the daily rhythm of a restaurant?

After finding your passions you then need to consider which one of those you most enjoy and are willing to continue throughout your life. For example, if you own a restaurant, you are probably not going to be the chef. You are likely not even going to work in the restaurant after a while. You will probably end up wanting to own multiple locations and building a team of managers, which means you will be doing a lot of human resources and people work. If that doesn’t appeal to you then you need to look at owner-operator type businesses where you can operate

what you own and hire people only as needed.

At HomeTask, we have a mix of these because we offer services. Some of our owners start out operating the business but then they grow to larger operations once they get the hang of the business and see how they can make it grow and increase profits through delegating some of the work. You want to be in a system that allows you a lot of flexibility so you can learn, change and grow as you increase in age, income, and experience. I hope that you will find a similar passion and joy in franchising that I found through my journey. I want to leave you with a compelling top ten list of why veterans are a great fit for the franchising world.

Jerrod’s Top Ten Reasons Why Franchising Fits for Veterans

10

Veterans have a strong ability to know when it is time to work hard but also the ability to cut loose and have a little fun. Having a grasp on both of these areas will keep the mundane from taking over.

9

Veterans are smart people. We figure stuff out without all of the tools we need. We have ingenuity from the experiences we have faced in life.

8

Service personnel are not easily shaken. We are able to endure in difficult times and are able to respond calmly to difficult situations.

7

The military teaches a certain structure that exists elsewhere but is not quite as prominent. It is important to understand a hierarchy because we need to understand where we fit in and what our responsibilities are which helps us to see a clear path to how we can contribute and improve our situation.

6

Veterans do not give up. My mental toughness was stretched well beyond what I thought was possible during my time in the military. This dedication causes creativity where others may crumble in fear.

5

Bootstrapping frugality is the life of many who actively serve in the military. I know I didn’t make enough to even support myself when I was on active duty. When starting a business, we need to be very disciplined to not punch a bunch of holes in our boat (or wheel barrel) that will carry us to the next phase of growth and profit. We do this by bootstrapping our way into that next phase, spending as little as possible, while delivering the highest possible results.

4

The military is a unique environment with lots of structure and many times you are required to do certain tasks in a certain way in order to achieve a certain outcome. This is not always the case with franchising but in general, in order to learn the system, you need to be willing to listen to and take instruction.

3

Veterans know how to work in a team.

We know how to get along and we work hard to make each day an enjoyable experience even though some of the work we have to get done isn’t particularly fun.

And, that work can often be dangerous.

2

People who volunteer for the military are servers. Franchising is nearly always a serving environment. We’re either serving the customer or an internal team member. Veterans are great in an atmosphere where they need to serve people.

1

The military yields a foundation into people that successfully navigate through a term of service, which results in an uncommon level of self-discipline. This will be extremely helpful to those who find themselves in the franchising world.

Jerrod Sessler is the CEO of HomeTask, a multi-brand home-service franchise system. Sessler is a U.S. Navy veteran, engineer, NASCAR Driver, terminal cancer survivor, and author. He enjoys time with his wife, Nikki, and their three kids as well as serving in their community.

For more information: http://www.hometask.com/Brands/

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