Franchise Buyer Print Magazine Edition #1 2017 by franchise buyer

CONTENTS

Vol.3 No. 4

Highlights

8 Cover Story

Living the Dream. Goodbye Cubicle, Hello Franchise. Before you sack your boss and wave goodbye to your colleagues in the new year, have you considered what it takes to quit your job and buy yourself a franchise?

elcome to another edition of Franchise Buyer magazine.

05 Market Happenings An update on ‘happenings’ around the traps in franchising and beyond 12 Serious Offers, Urgent Sales & Other Terms 14 Business Growth Jason Cunningham takes a closer look at how to live the business owner’s dream. 16 Marketing John Dwyer shares why you should stop wasting your marketing money online. 20 Feature – Being Bold - The Kitchens We speak to Curator Daniel West and Chef-in-Residence Sam Gowing about Robina Town Centre’s new sprawling urban marketplace. 24 Peak Performance Siimon Reynolds helps you get on top of workplace stress with strategies for staying calm. 26 Retail Insights Brian Walker reveals his guide to building a replicable successful retail strategy. 28 Digital Strategy Robb Snell helps you come to grips with the ever-expanding world of digital strategy.

31 Business Coaching Brad Sugars explains why the franchise business model is especially ideal for novice entrepreneurs. 33 Sales Sales expert Trent Leyshan, fills us in on protecting your reputation in today’s highly connected world. 34 Success Factors With the benefit of years of franchise experience, Glenn Walford shares some of the key factors to success. 36 Site Selection Peter Buckingham interviews Salts of the Earth Recruitment Manager, Sal Vance on finding the best location for franchise businesses. 39 Store Design Retail design expert Mark Muller discusses how to create window displays that sell products.

In this special edition, our stories are focused on living the dream and understanding how to take that leap from wishing, to actually being your own boss. Thank you to our loyal readers for subscribing to our monthly digital magazine (www.FranchiseBuyer. com.au) and picking up copies of our quarterly magazine. We are excited to announce Franchise Buyer magazine is now officially the number #1 in franchising for distribution in Australia. Each month we deliver the latest trends, news and opportunities to keep you up-to-date on franchising in Australia and we’re excited to see what 2017 brings. If you are searching for a franchise business, you’ll find numerous opportunities, including listings of current existing franchise businesses for sale and brand feature articles to help you learn more. All the best for the festive season and we wish you prosperity and success in the New Year. Make it the year to say ‘goodbye cubicle, hello franchise’! All the best, Leona Devaz Editor, Franchise Buyer www.FranchiseBuyer.com.au

Franchise Buyer Magazine on the go!

42 Broker Director of Finn Franchise Brokers, Len Ferguson explains how to go from thinking about buying a business, to seriously researching and then taking action to do it.

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Use your phone or tablet to scan this QR Code to take you straight to the Franchise Buyer website. Grab a QR code scanner free off the App store and enjoy!

CONTENTS

Vol.3 No. 4

Publisher GLENN WALFORD glenn@franchisebuyer.com.au Editor LEONA DEVAZ Leona@franchisebuyer.com.au Features Writer RACHEL KURZYP Rachel@franchisebuyer.com.au Marketing & Production Coordinator LUKE VOGELAAR Luke@franchisebuyer.com.au Art Director KATHERINE BERCASIO design@franchisebuyer.com.au

45 Leasing Phil Chapman discusses the information gap retail lease holders face when negotiating to get the best possible lease deal. 49 Finance Two separate topics are covered by James Scurr in this edition with, understanding the finance accreditation process, as well as balancing equity and debt in your business. 51 Women in Franchising In a new series, Leona Devaz profiles women across the franchise sector to provide you with tips on turning entrepreneurial dreams into a reality.

59 Franchise Education Griffith University’s Asia-Pacific Centre for Franchising Excellence new e-course is designed to help you live your dream and not your nightmare when it comes to purchasing a franchise. 61 Insights In a new feature on Insights from the business and franchise sector, Glenn Walford highlights some thinking and observations from the new movie ‘The Founder’ focused on the start of McDonald’s© 65 Brands In Action We look at numerous franchise brands in the market highlighting varying features and aspects of owning and operating a business.

55 Franchising Expo Get an inside tour on the Sydney Franchising & Business Opportunities Expo and its stunning new venue for March 2017.

96 Body Language World-renowned experts Allan and Barbara Pease look at why you may not have accomplished what you want in life and how to start changing that.

56 Industry Data Darryn McAuliffe shows how to use key franchise data to compare brands in your decision making process.

100 101 102 103 105

Inspired Reading Technology - App Chat Websites We Love Price Alerts & Latest Listings Franchise Classifieds

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Contributors Peter Buckingham Phil Chapman Jason Cunningham John Dwyer Len Ferguson Trent Leyshan Darryn McAuliffe Mark Muller Allan & Barbara Pease Siimon Reynolds James Scurr Robb Snell Brad Sugars Glenn Walford Brian Walker

Published by Franchise Media Group Pty Ltd Opinions expressed in Franchise Buyer are not necessarily those of Franchise Buyer or the Publisher. Persons entering into a franchise agreement are strongly urged to seek their own independent advice. All material is copyright and reproduction in whole or in part is not allowable unless specific permission from the Editor is provided.

9,800

Avg Net Distribution per Issue

This publication has been independently audited under the AMAA's CAB Total Distribution Audit. Audit Period: 1/04/2016 – 30/09/2016

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News

Market Happenings Find out what the movers and shakers in the Australian franchise sector have been up to.

Maggie Moo Music Australia

aggie Moo Music launched in Australia last month after running successfully as Moo Music UK throughout the UK for the past two years. This popular ‘moosical’ program was developed with a songwriter and early learning professionals. Franchisee Kirsty Imrie, a previous client of Moo Music in the UK, missed her regular ’moosical’ sessions so much that she became the first Australian franchisee. Kirsty has successfully piloted the program in Ormeau, in front of a room full of excited children aged 0-5 years participating in a fun, interactive music and movement session FRANCHISE BUYER • Vol.3 #4 | 5 |

with their parents, carers or grandparents. In a similar vein, franchising professional Carolyn Dufton was so impressed with the brand she decided to become the Australian franchisor, or head farmer. Maggie Moo Music has 125 original songs and these ‘moosical’ sessions help young children gain confidence and develop memory, language and coordination skills. For more information about Maggie Moo Music visit www. maggiemoomusic.com.au www.FranchiseBuyer.com.au

News

National CAREGiver of the Year awarded to top performer from Home Instead Senior Care

ome Instead Senior Care has named Sydney’s Rebecca Parsons the 2016 Australian CAREGiver of the Year. The award recognises her outstanding commitment to providing quality, compassionate care that enhances the lives of seniors and their families. Rebecca understands the importance of caregiving, having grown up as the family carer for both her mother and grandmother from a young age. This gave her invaluable insight into what it is like to care for a loved one, how to manage ongoing, high-level needs and how to deal with the difficulties of palliative care. Starting work as a CAREGiver in June 2014, she has completed over 2,350 hours of service and is honoured to be named CAREGiver of the Year. She says, “I am so humbled and honestly I’m blown away at being named National CAREGiver of the Year. It’s so wonderful to know that what I’m doing is making a difference in people’s lives. I couldn’t imagine doing anything other than what I’m doing and being a caregiver comes so naturally to me that, in a way, it feels strange to be rewarded for it. Working with the people I get to work with and giving them independence as they grow older is really all the reward I need.”

FRANCHISE BUYER • Vol.3 #4

About Home Instead Senior Care: Home Instead Senior Care is a specialist, national provider of high quality in-home care for older Australians and are a global network of locally owned and independently operated franchises. There are currently over 1,000 offices in 16 countries around the globe. In Australia alone, there are 24 franchises and this number is growing.

About the National CAREGiver of the Year Award. Each year, each Home Instead office awards four CAREGivers of the Quarter and from them, awards their local CAREGiver of the Year. Each office then nominates their CAREGiver of the Year for the National CAREGiver of the Year. A panel of industry professionals review all National CAREGiver of the Year nominations to ultimately select the most exceptional CAREGiver to receive the honour.

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Cover Story

Goodbye Cubicle,

Hello Franchise

Before you sack your boss and wave goodbye to your colleagues in the new year, have you considered what it takes to quit your day job and enter a franchise? If you’re curious to see how other people are ‘living the dream’, let’s step into their worlds and find out how to get started. By LEONA DEVAZ

ntering into a business can be risky, whereas a franchise network is a supportive system, with training, expert advice and tried and tested business models. If you’re tired of asking yourself, ‘What am I doing with my life?’, you’re not alone. Griffith University’s Asia-Pacific Centre for Franchising Excellence recently announced a new eclass to help franchise entrants make informed decisions. This is a positive step and Centre Director Professor Lorelle Frazer, said the new ‘How to choose FRANCHISE BUYER • Vol.3 #4

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a franchise that is right for you’ class adds another important layer of learning to pre-entry franchising education. “This is a ground-breaking new product for those who have made the decision to buy a franchise, but have yet to decide which one,” she said. With endless franchises out there to choose from and plenty of traps for unsuspecting newcomers to franchising, we spoke to franchisees and a supplier to the franchise sector to help you make the transition. www.FranchiseBuyer.com.au

Cover Story ActionCOACH Brod Ivory ‘The Good Oil Days.’

Griffiths ecourse Modules

As a heavy-hitter in the oil industry, former Mobil Oil Australia national merchandise manager, Brod Ivory’s days were filled with buying and selling, opening new stores and advising oil companies on how to make money out of their retail stores. Working with large teams of people, he also opened a chain of 105 stores during his time with Strasburger Enterprises Inc. – whose claim to fame is consulting to oil industries around the world. After the demanding task of opening a chain of 105 stores and commuting between Melbourne and Sydney, “I loved it, it was fantastic; I really enjoyed the travel, the responsibility and accountability, but my family were more important and I wanted to expose my children to the extended family,” he accepted a package and worked for other companies in Sydney. With the good oil days behind him, “I proceeded to look for something else to do with my time.” Prior to leaving full-time employment, Brod chanced upon ActionCOACH. Now, with a new-found clean slate, he felt it was a good opportunity to use previous business skills “to assist SME’s with the things I’ve learnt in larger business.” This proved to be a fantastic asset and after ten years as a business coach, he says getting to the heart of the matter quickly is where his expertise lies. “I’m pretty good at being able to judge whether people can be successful in business, just from their ability to understand and know the importance of numbers.” He stresses knowing the financial parameters of business, P&L

Get ready.

Analyse the franchise.

Ask questions.

Go through the paperwork.

Analyse the business offer.

Become a franchisee!

responsibilities and putting productive teams together are crucial elements of his success with business owners. “I very much enjoy assisting business owners to be more successful. It’s very gratifying when someone who is struggling starts to do well in their business”. He recalls one case study who went from almost being bankrupt to resurrecting a successful business journey. On this point Brod explains it is crucial people go into business with “eyes wide open.” After working with companies including 7-Eleven and Mobil, he reveals when you are buying into a franchise, “it’s not a license to be successful, it is only a starting point. To be successful you have to work at it.” He’s seen people get involved “who think the franchisor is going to do everything for them” and confirms while they will provide “a level of support and brand, you do have to do everything yourself.” For him personally, it is important to treat ActionCOACH “as my business, if you treat it like that, you have half the chance of being successful.” BROD’S TIP: You can have multiple interests. “Flexibility gives me the time to do things I like to do, keep fit and enjoy my family. I have a rigorous schedule. I am the CEO of another business – a family-operated company – who were a client of mine. So I have the best of both worlds, a leadership role in a reasonable sized business where I have to get results, and 10 clients where I consult.” Griffith University Tip: Choosing a franchise is a big decision that will have a huge impact on a new franchisee’s finances, work-life balance and future. It therefore makes sense for this decision to be afforded the same level of scrutiny, comparison and analysis as more routine and less-influential purchases.

permanent, part-time and casual employees employed

in business format franchising in Australia

461,000 2014

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472,000 2016

Cover Story Tanda, Tasmin Trezise ‘Now is the Time.’ Running retail and hospitality outlets under big franchise arrangements made Tasmin Trezise realise the “workforce was their biggest asset.” Armed with this nous, Tanda was born with a view to using software “to invest in our workforce, to invest in technology and improve the return on the asset.” Working as a software supplier alongside franchisees and franchisors each day, he says, “from when I’ve been chatting to people they don’t a buy a franchise to manage timesheets and rosters. They’ve bought it for freedom, and hopefully have it as an asset.” Without implementation of “structures and processes” however, a franchise too can become “a job.” A lot of people fall into that, he reveals pragmatically, “the franchise industry is not an easy industry. That is why I like the industry. We employ a lot of people who’ve had jobs in the franchise sector, it builds the culture and good discipline.” His perspective is that people learn from the instructions and systems franchises have, “they understand process.” When making the leap into a franchise Tasmin advises you can still feel secure, “as there is people to catch you as well.” For him, the great thing about the franchise network, “is support of best practice, of community and the collegiate attitude.” He encourages people to look at owning their own business, “leap, risk and do it with confidence, as there is people on the other side. You are not going in completely blind.” It’s still the same adventure, you’re still on your own, “and you put your own flavour on it.”

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TASMIN’S TIP: Building a brand and building a team is exciting. Every business is about its people first and foremost. It’s the most rewarding journey, more than providing opportunities. We are a team of forty and we are an attitude focused team, we run internships and hackathons and connect a lot with universities. You are a business, something people recognise, with a positive reputation. It’s an awesome feeling to build something bigger than you. Griffith University TIP: The overriding goal of ‘How to choose a franchise that is right for you’ is to empower those seeking to buy a franchise to take full responsibility for what is a lifealtering decision. To probe, question, compare and analyse.

Annual sales revenue for the Australia’s

franchise sector $144 billion 2014

www.FranchiseBuyer.com.au

$146 billion 2016

Cover Story

Tile Rescue Sean Kreskay ‘The Importance of Reviews.’ After 20 years of being a sales representative of construction products, Sean Kreskay knew he’d “just had enough of that.” Options regarding income and career progression were stalled and he admits feeling “maxed out.” For Sean, “not earning any more no matter how much harder you work, working with the same customers, no diversity” became mundane and the “stable employment” made him cease persisting. On reflection he says, “I think you just fall into a job and try to make something of it, and that is all you know really.” A franchise was never on the horizon, particularly “working with tiles on my hands and knees” but when a friend started doing Tile Rescue, “with a very similar background, but much happier and more in control, with a better work life balance” he knew the desire to work with his hands in some capacity had to happen. “But, I didn’t know how to go about it.” He remembers mowing his own lawn gave him more satisfaction at

SEAN’S TIP: You need to do your sums. “It may sound impressive to turn over x each month, but how much do you need to survive? When you first start up, finance is tight, but that is any business. Look at the franchise fee set up, that ties into everything. Tile Rescue don’t index their franchise fee according to turnover; it is a flat fee. The harder you work; you are not getting penalised. A standard, simple flat fee is affordable. My advice is, check the finance, check the reviews, check all the tips and get advice. Once you jump into one of these things, you sign up for a minimum term and that is it, you gotta do it.

Major Parts of Australian Franchising Sector

retail and 26% The (non-food) 15% administration support services other 19% accommodation and food services 10% services FRANCHISE BUYER • Vol.3 #4

the time than working, “the results were there!” However, when Sean witnessed his friend working, he knew “it was in my capability to do it and do it well.” Making the transition from sales to franchisee wasn’t “scary for me.” Sean admits knowing “I was gonna do something radical anyways. I was just lucky to find a good one.” He explains if you want to do something and make a difference, “a small business franchise is the way to go. It can be a difference to yourself, not just the customer.” For him personally, this is the most important thing, alongside drive and motivation to get up every day. Now, working in a different place, meeting different people and doing different jobs means no lack of variety. “No two jobs are the same. With Tile Rescue there are between 8-12 different services you can offer to one person. Times that by the market and opportunities, there is always something to do.” When making a decision to purchase Tile Rescue, Sean spent a lot of time researching. “You can’t do enough research. There are plenty of websites, including government sites. Just keep reading and reading.” This helps you narrow down the franchisors. “When I typed ‘Tile Rescue’ there were no bad reviews; there still isn’t. When I typed in the opposition they were terrible, so it was an easy choice.” He says people check reviews before they make any purchase, and yes, “a percentage of reviews are always just rubbish, but if they do a great job, it just makes it so much easier.” Sean says in the wake of 7-Eleven and Pie Face, “if you are buying into a franchise and buying into their brand – it better be a good one.”

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Griffith University TIP: There are consumer signposts everywhere today for people looking to make purchases of all shapes and sizes. Consumers have a myriad of ratings, comparison mechanisms and checklists at their fingertips at all times. But where do you find similar buyer-focussed information when you are looking to buy a franchise? Knowledge is power in any decision-making process and buying a franchise is arguably the biggest and most important decision that someone will make in their lifetime. www.FranchiseBuyer.com.au

SeriouS offerS & other SaleS termS

ers f f O s u io r e S • s e l • Urgent Sa ns • Offers Invited • Price Reductio QUEENSLAND

Open to all offers! TOSCANI’S

$149k plus SAV GLORIA JEANS

Ipswich Riverlink Mick Craig 0417 778 587 mick@franchisebrokers.com. au

Jindalee Mick Craig 0417 778 587 mick@franchisebrokers.com. au

$178,000+SAV CARPET COURT

$239,000 HOMBRE’S

Innisfail Dione Mauric 0415 543 469

$150k plus SAV

All serious offers considered

(Option to De-brand Store!)

Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

Carindale Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

$99,950 BRUMBY’S

$319,000 + SAV ZAMBRERO

QLD LIFESTYLE PATIOS

Mackay Dione Mauric 0415 543 469

Port Douglas Dione Mauric 0415 543 469

NIGHTOWL

Strathpine $289,000 Jetts Fitness

GRANGE $199,000 PIZZA CAPERS

$349,000 THE COFFEE CLUB

Kelvin Grove Russ Webb 0467051735 russ@franchisebrokers. com.au FRANCHISE BUYER • Vol.3 #4

Everton Park Russ Webb 0467051735 russ@franchisebrokers. com.au

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SeriouS offerS & other SaleS termS NEW SOUTH WALES

$799,000 GLORIA JEANS

Strathfield John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

$269,000 PIZZA HUT

Bondi John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

$119,000 PIZZA HUT

$75,000 ZAMBRERO

Kotara James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

Wyong James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

VICTORIA

Open to all offers! RED ROOSTER

Regional Victoria Jeff Kilpatrick 0418 109 923 jeff.kilpatrick@franchisebrokers. com.au

$99,000 ABS

Hoppers Crossing Rod Justin 0409 686 292 rod@franchisebrokers.com.au

$249,000 WENDY’S

Geelong Rod Justin 0409 686 292 rod@franchisebrokers.com.au

WESTERN AUSTRALIA

$569,000 + SAV RED ROOSTER

Rockingham Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

$449,000 + SAV SNAP FITNESS

South of the River Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

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$349,000 + SAV BERRYME FROZEN YOGHURT

Karawara Rajiv Rajan enquirieswa@franchisebrokers. com.au 08 9468 5131 www.FranchiseBuyer.com.au

$99,000 OPPOSITE LOCK

Kalgoorlie Ryan WillSher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

Business Growth

Living the dream, and the point most business owners keep missing. “By building a business that others want to buy, you’ll by default build an awesome business you’ll want to hang onto.” By Jason Cunningham

friend and client of mine (let’s call him Macca) lives one of the greatest lives of anone I know: skiing in France, running with the bulls, festivals, you name it. He owns a hospitality business, makes extremely good money, and works just six hours a week. The rest of the time

he’s getting massages, going to the movies, or planning his next overseas trip. This guy is literally living the business owner dream. I meet Macca and a few other friends for breakfast every Friday. As I get up to leave, Macca always asks the same questions: ‘Why do you need to go to work? Aren’t you the boss? Just take the day off !’ I tell him that I have to go. They need me. The business couldn’t possibly function as well without me. This is the trap that many owners can fall into. If we think that we’re indispensable to our business – because we’re the most knowledgeable, the most skilful, and care the most – then we’ll probably end up a slave to it. Too many franchisees I see end up buying themselves a job, rather than a true business, because they don’t fully leverage other people’s time. To me, Macca has the perfect business. He’s not pulling beers or watching the till. His business works (extremely well) without him. People are clamouring to buy it from him, but he’s happy with his return, and his lifestyle. It’s a true business: 1) profitable, and 2) sellable because it doesn’t rely on him. Macca’s situation defines what I believe is ‘business success’: a wildly profitable entity that can operate just fine without the owner, and that others are clamouring to buy.

What’s your business dream? Most owners go into business for similar reasons: To be the boss and not answer to anyone; make more money; do what I’m great at; choose my hours. Basically, a more flexible and rewarding lifestyle, and the freedom to live life on our terms. So... how’s that working out for you? The reality for most business owners I meet is polar opposite to Macca. Most don’t get the full financial and lifestyle FRANCHISE BUYER • Vol.3 #4

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Business Growth

are also the attributes of a business that you won’t be in a hurry to sell (until you get an offer that’s too good to refuse). I say you can have it all: enjoy a dream business that’s a delight to own, and build a highly valuable business asset you can one day sell for top dollar. This is what it means to have your cake and sell it too. “But I don’t want to sell my business!” I hear you cry. “I bought it to escape the rat race, not go back to it!” Building a valuable business is not actually about the sell. It’s about a sell mindset; taking action now to build a business that others will want to buy in the distant future (and will pay top dollar for). This will give you the choice to one day sell the business for a truckload of money… or keep doing what you’re doing, but with more profits, less stress, and lifestyle freedom. Those choices sound pretty good to me.

“Get sacked!” – Why your business is better off with you not there

rewards they deserve from their business. They’re working longer hours, often for less reward (and definitely for a lot more risk and stress), than when they had a nice cushy job. Some make perfectly healthy profits, but are slaves to their business. Others have great lifestyles, but no cash to enjoy it. And the hidden killer: most businesses have their potential sale price reduced simply because the business relies too heavily on them, so it’s less attractive to a buyer.

The key to business success If there’s one thing I’ve learned over my 20–year career of helping business owners build awesome businesses (and growing my own), it’s that the key to success is building a business that others want to buy - even if you don’t plan on selling any time soon. Picture a business that others want to buy: it has strong cash flow, outstanding profitability, loyal customers who are fantastic to work with, and a team of inspired, energised and well-trained people who follow clearly defined processes, and a well-oiled ship that doesn’t rely on the owner(s) to operate effectively. These FRANCHISE BUYER • Vol.3 #4

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As the owner, you’re the single biggest critical success factor for your business. But you’re also holding it back from giving you the financial and lifestyle rewards you went into business for in the first place. Too often our business relies on us. There’s only one reason for that: us. We think the business needs us to survive; that things couldn’t possibly run better without us there. It’s this thinking that traps you in the business. But if we heed Stephen Covey’s advice in The 7 Habits of Highly Effective People, and start with the end in mind – the day we sell our business for a truckload of money – we start thinking a lot more strategically about our business. A business which doesn’t rely on the owner is a lot more attractive – and valuable – to a potential buyer. So you should aim to remove yourself from the day-to-day operations of the business; to ‘sack yourself ’. This will create room for others to step up and handle most of the ‘stuff ’ that takes up so much of your time. It will also free you up to focus on what you’re best at (and what is most valuable to the business). It was only when I let go, and gave my team members the tools, training and support to drive the business, that I truly became a business owner. So who would you rather be? Macca, working 6 hours a week, or ‘Mr Indispensable’ who is trapped in the business? Jason Cunningham’s latest book, ‘Have your cake and sell it too: the 7 key ingredients of business success’ is a must for any business owner looking to get full reward for all your hard work. Get it at www.jasoncunningham.com.au

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Marketing

Stop Wasting Your Marketing Money Online!

I hope I’ve got your attention with this headline – because I want to make a very important point. By John Dwyer

estimate that over 80% of businesses are leaving money on the table because they are wasting so much of their marketing investment inefficiently online and totally ignoring “offline marketing opportunities.” I’m the owner of a marketing advisory company called The Institute of Wow and we provide “direct response marketing concepts” to businesses of all shapes and sizes. In other words, we provide businesses with proven “client attraction” marketing concepts. My website at www.theinstituteofwow.com has lots of direct response ideas you can swipe and use - which I encourage of course, because such an invitation means I get more traffic to my website! The reason for my provocative headline for this article is because time after time, I see business owners and managers committing big dollars to online marketing initiatives – the likes of Google Adwords, Facebook, Instagram and so forth – without any “measurability” built into the exercise. Their advertising advisors or social media consultants will probably tell them “Oh don’t worry, there’s very little metrics as far as direct sales to you attached to this but you should feel good about getting your name out there and increasing your ‘likes’ and views!” Don’t fall into this trap! Everything you do should be measurable – even “building your brand!” I see so many businesses solely concentrating on investing FRANCHISE BUYER • Vol.3 #4

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marketing dollars into “online programs” – when in fact they should be giving equal attention to the good old “offline marketing formulas” as well. For example, as long as we have letterboxes, there will be justification for letterbox brochures and direct mail campaigns. I was recently speaking at a Clubs Seminar where a member of the Club Managers Association explained to me that they have cut back on the number of Bulletins which were being mailed to members – in order to save costs.

I couldn’t believe what I was hearing! I explained to these managers that in the direct response world, it’s all about communicating “regularly with your tribe” giving them great value and then making them an offer. I explained that if they were going to minimise their communications with their tribe, how on earth would they expect to maximise the return from this list? It was simply the good old case of “the accounts department” deciding that reducing such mail communications would save money and that’s a good thing! When in fact doing something stupid like this meant the club was simply reducing the chance of making regular money out of patrons. If I were running the clubs, I’d be doing the exact opposite. And whilst you might be thinking that such a decision was possibly justified because they are now communicating via email, www.FranchiseBuyer.com.au

Marketing that’s not the case, because the club’s “open rate” on emails to members was an average of 12%! The club has an older clientele and therefore email marketing is not very powerful. Maybe you should ask yourself if you’ve suffered an attack of “false economy” in recent years? Do you have a bricks and mortar business with a target audience within 10 kms or 15 kms – which should be communicated to regularly? Do you perhaps neglect building such a valuable relationship with your tribe?

Are you collecting data and building a ‘tribe’? One of the cardinal sins I see with around 80% of businesses is the lack of acknowledgement of building a list / database. I challenge you to go into just about any offline business today and find that it collects your data. Over the last month I have visited Woolworths, Coles, McDonald’s, Bunnings, Bakers Delight, 7-Eleven and Michel’s Patisserie – and not one has ever asked me for my contact details. Crazy stuff – but you can go into any of the Gold Coast theme parks and they won’t ask who you are –and I bet the NRL and AFL don’t have any contact details of the tens of thousands of fans who came to their Grand Finals! The amount of money that is being left on the table by these businesses would be astounding! Do yourself a favour and from tomorrow onwards, implement a “data collection program” and start building your tribe and segmenting it into annual “value portions!” You can go to any restaurant in Australia tonight and spend $100, $200 or $300 – and I bet you’ll never get asked for your contact details. On the other hand, I have a Melbourne restaurant client who diligently collects every patron’s contact details and uses “SMS marketing” to enjoy a 100% occupancy rate every night of the year! The owner of this restaurant checks his “evening dinner bookings” mid afternoon and if he needs to fill 50 more seats, he simply sends out a certain quantity of a particular text message, (which I have drafted for him) giving these prospects a “special offer” - and he achieves a full house in 15 minutes! Yes, you read that correctly – the only restaurant in the world that has 100% occupancy EVERY NIGHT!

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Pushing The “Wow Factor” Envelope! I hold monthly full day events in Sydney and the Gold Coast and details are at www.explodeyoursales.com.au – these seminars attract business owners and franchisors, all looking for marketing concepts that can attract more clients and result in more sales. My view is that too many businesses have gone “almost all online”, and totally ignore the opportunities which are still very potent in the marketplace. They haven’t gone away, these strategies are still there, but are seldom used, which makes them even more powerful!

Letterbox Brochures Are Alive and Well! One of my clients owns a number of funky Hamburger Cafes and aside from the obvious advice regarding using social media, I suggested that he letterbox distribute “offers” on a fortnightly basis to the 5km-10km radius around his burger stores.

The reason? Very simple – this is the geographic region where he draws more than 80% of his customers, so it just makes sense to enjoy the “low hanging fruit.” I’ve even suggested the possibility of testing “door-hanger” versions of DL brochures – hanging the flyer on a person’s front door-knob rather than placing it in their letterbox. Compare this laser-targeted letterbox campaign to any social media alternative and I’ll back the letterbox or door-hanger campaign anytime. And will the letterbox campaign invite prospects to visit the burger website? Of course it does, so people can learn more about the menu and offerings.

A Simple 5 Step Marketing System to Attract More Customers Having tested thousands of marketing offers and campaigns over the years, I’ve learnt a lot from the wins and losses. Having disciplined myself to a “test and measure mentality,” I now believe I know what works and what doesn’t, when it comes to attracting new customers and keeping them. I’ve developed a 5 part system to attract new clients and get them to come back over and over again.

“The Wheel Of Wow” formula: 1. Identify your most profitable customer, and then look for more people who look like him/her, 2. Create a “wow factor” to take their eyes off the price (you don’t want to be dealing on price unless you’re Kmart or Big W – and even they’re struggling), 3. Use a problem/solution scenario – the likes of ‘Jenny Craig’ or ‘Panadol’ campaigns, 4. Create a “direct-response website” – consisting of a Welcome Video, Free Report to capture data and video testimonials from your best advocates, 5. Build repetitive trade – by creating some form of loyalty or reward program. Some of you may be thinking, do I believe in the value of “building one’s brand?” www.FranchiseBuyer.com.au

Marketing

THE GREATER BUILDING SOCIETY IS

NOW IN TAMWORTH!

JUST SWAP YOUR HOME LOAN TO THE GREATER BUILDING SOCIETY AND GET A FREE HOLIDAY!*

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Sounds hard to believe, but it’s true!

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WHEN YOU GET A HOME LOAN FROM THE GREATER, YOU'LL ALSO ENJOY “NO FEES” THIS MEANS NO TRANSACTION FEES AND NO ACCOUNT KEEPING FEES ON YOUR SAVINGS ACCOUNT!2 So if you're currently with a financial institution that charges you fees, swap to the Greater Building Society today and enjoy all the benefits! Visit our new branch in Peel Street, Tamworth - opposite the old Myer Building.

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If you have a Home Loan, simply swap it to the Greater - AND WE’LL GIVE YOU A FREE HOLIDAY! (The Free Holiday also comes with new Home Loans as well). We’re happy to provide you with a Free Holiday as a reward for getting your Home Loan from us, because once you’re with the Greater, we believe you’ll enjoy our service and other benefits so much, you’ll never want to leave. The Greater is also one of Australia’s Top 500 private companies1, with it's 60th branch now open in Tamworth!

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*The Greater Getaways product does not apply to Constant Credit Loans, Fixed Rate Loans less than 2 years or Commercial Loans. Fees, charges, terms and conditions apply to all loans. For add-on loans, the Reward points are only calculated on the “extra” money that has been advanced, not on the full loan amount. If you refinance an existing Greater Building Society Loan you will not receive “Triangle Reward Points” for the amount which is refinanced. Terms and Conditions apply to Greater Getaways Triangle Reward Points. 1. The Greater Building Society was rated number 224 in the Top 500 Private Companies in Australia, according to BRW magazine in 2003. 2. Excluding Constant Credit and Mortgage Express.

Now that’s the power of a “value-add bonus”.

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And of course the most famous such bonus of all is the free toy in McDonald’s Happy Meal boxes. Many years ago my wife and I had 6 children under 12 and I think we must have spent $5 Billion on Macca’s Happy Meals – and I couldn’t tell you what they cost! Why? Because McDonald’s were clever enough to take our eyes off the price! So do yourself a favour - stop marketing your products or services “on price”, and start implementing measurable “directresponse strategies” where you provide added-value reasons for consumers to buy from you rather than your competitors. Oh…and…start combining good old fashioned offline marketing tactics with all the online strategies. When combined well and in synch, the combination is immensely powerful.

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The building society decided to give me some rope - and therefore we marketed the now famous “Get A Home Loan and Get A Free Holiday” promotional offer – which resulted in the society doubling its home loans within 3 months and tripling them within 18 months. Over the 11 years the promotion ran, not once did the building society ever advertise an interest rate – demonstrating how one doesn’t have to rely on “price discounting” in order to build market share. I’ve also had a Gold Coast turf farm sell-out of turf because he offered local landscapers a carton of Crown Lager premium beer for every 500sq metres worth of grass purchased. I recall the owner phoning me about a week after he launched the promotion to landscapers, laughing about the incredible result, as he was sourcing turf from competitor turf farms in order to keep up with the demand from landscapers! He had successfully taken their eyes off the price and on to the free bonus. He told me he had one landscaper who historically screwed him on price – who rang and ordered a dozen homes worth of grass and wasn’t worried about when the turf turned up, but needed the beer for a Friday night party he was holding!

If you know “how” to implement this powerful “combo,” you’ll enjoy new customers (who stay) whenever you want!

Absolutely! We buy Kellogg’s, Coca Cola, BMW and Hilton for example, because of the fine brands that have been built. However, my belief is that “branding and selling stuff ” shouldn’t be mutually exclusive, I believe you can build one with the other, and this is where I so-often differ from many “brand building” mantra marketers.

My Client Never Advertised a Price for 11 Years! Some years back, I created an insanely successful home loan stimulant for the Greater Building Society. I suggested they stop marketing on price and give away a Free Holiday with every home loan. FRANCHISE BUYER • Vol.3 #4

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John Dwyer is the founder and owner of The Institute of Wow – a marketing advisory company providing assistance to all types of businesses from countless industries. www.theinstituteofwow.com Contact John for speaking engagements at: www.thebusinesswhisperer.com. au Phone: 07 55 919 566 Email: info@theinstituteofwow.com www.FranchiseBuyer.com.au

Feature

Being Bold– The Kitchens For folks living in the Gold Coast suburb of Robina, life has become a whole lot more culinary. The Kitchens, a majestic marketplace nestled in The Robina Town Centre, is doing what Pine and Gilmore wrote about all those years ago, creating an “experience economy.” Not sure what that means? Make sure you pick up the book, take an empty stomach and immerse yourself in the concept of “work is theatre and every business is a stage.” By LEONA DEVAZ

panning two floors and featuring industrial indoor and outdoor spaces along with a spectacular skyroof, the bustling urban eatery is set to become a world-class food destination that will entice the senses, inspire passion and creativity, and immerse customers in the theatre of food. According to Centre Manager of Robina Town Centre, Mr Glen McAnulty, “The launch of The Kitchens marks another significant milestone in the evolution of Robina Town Centre as we continue to deliver our customers with an outstanding shopping, dining and entertainment experience.” “We have shared a rich 20-year history with the Gold Coast and have grown to understand that, for our customers, food is synonymous with celebration and social interaction between family and friends. This enduring passion for great fare and authentic dining experiences was our inspiration behind The Kitchens’ concept and we are thrilled that the community will be at the heart of it, while fresh food will be at its soul.” With culture foregrounding The Kitchens offering, live, local music, film, theatre and art through an ongoing events program will serve as a spotlight for the Gold Coast’s incredible wealth of talent in a space that the community can call their own. Gone are the days of buying goods and services; the new way to achieve differentiation is giving consumers sensory experiences through entertainment and a compelling, enriching atmosphere. Two people who are helping to bring this vision to life, Curator Daniel West and Chef-in-Residence Sam Gowing, know

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Feature

that will transform the local food scene and deliver a new way for the community to eat, drink, meet, sip, cook and play.”

you can successfully mix business with pleasure and shared with us exactly how it’s done.

Tell us about your involvement and locating it in Robina – is it designed to activate this community and surrounds? Daniel West: “The Kitchens is the culmination of a long-term vision that recognised the pivotal role fresh food plays in our modern lives and, particularly, in our local community – inspired by a concept to create an urban food mecca here on the Gold Coast – a food playground that not only supports and showcases local producers, suppliers, chefs and restaurateurs, but also appeals to both local and visiting food lovers.” “We wanted to design a space that is educational, inspiring and always activated, ultimately creating a bustling urban marketplace FRANCHISE BUYER • Vol.3 #4

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Sam Gowing: “Jemma Gawned (Naked Treaties) planted the seed, and I thought, “Wow, that is an interesting spot.” I acted on my entrepreneurial twitch and rang QIC. It was one of those opportunities where if you don’t act, you don’t know. I’d been to the Robina shopping centre as my partner lives in Helensvale, and that part of the precinct had not been developed. As it was accessible for me, I got excited – it’s only an hour from Byron Bay (where Sam is based). I’m a Melbourne girl and it takes an hour to get from Fitzroy to St Kilda; so, that is a no brainer up here!” “My work is quite specialised – not many people can hold the stage, cook and tell jokes, if I say so! And, it all happened within 48 hours. Daniel said, ‘it was as if you were here in the meeting yesterday when we said we needed someone’. It was as complicated and as simple as that. You gotta reach out and find that opportunity, if it is meant to happen, it will happen quickly and that is what happened with The Kitchens.

Are people wanting experiential-style shopping, and if so, how is this delivering it? Daniel West: “We understand the importance of delivering our customers with an outstanding shopping, dining and entertainment experience, and the launch of The Kitchens – the first development of its kind in Australia – reinforces our commitment to doing so.” “In addition to the incredible fresh food offer, the food playground will also feature a myriad of activation stations that www.FranchiseBuyer.com.au

Feature

Tell us more about the Australian love affair with food, coffee and drink? Daniel West: “People have forever connected over food, whether it’s at the family dinner table, in the vegetable garden or at the local markets. We are harnessing this shared love of food at The Kitchens and inviting locals to connect with the chefs and tenants, but also connect with each other and celebrate the seasonality of fresh, local produce in a community style setting.”

customers can interact with during their visit.” “From cooking demonstrations and workshops in the purpose built open kitchens, to live musical performances, art installations and outdoor cinema experiences, visitors will be immersed in an outstanding line up of entertainment suited to all ages.” Sam Gowing: “Yes, it’s called ‘gastronomic tourism’, I talk and write about this prolifically. Australian cuisine as an entity, as a life, is finally coming into its own. We’re no longer borrowing from the French, not just reinventing Italian dishes, South-East Asian and the Pacific Rim – and I’ve been teaching and working with Southeast Asian cuisine for 20 years. We are starting to really build a gourmet flavour that is becoming uniquely Australian, using native ingredients – as we should – and showing a duty of care to move away from highly imported superfoods.” FRANCHISE BUYER • Vol.3 #4

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Sam Gowing: “My partner’s been in the entertainment industry for a long time and he says, “Food is the new rock ‘n’ roll and chefs are the new rockstars!” Cooking shows like Masterchef have heavily influenced younger people to cook. We’re moving from a place of voyeurism, into actioning. That is what I see as my role at The Kitchens. People are literally coming to a demo accidentally; they are just writing down what I say. Then they go and look around – maybe go into Woollies – and they buy all the ingredients. There’s no shopping lists, the intention is for them to write it down.” “I love that three people (locals) have done that in such a short space of time and sent me photos. They said, ‘I never thought to put that and that together. I never had shaved beetroot!’ That is how we know we are doing our job; we are being actioned by the consumer.” “A lot of locals living in Robina are in the surrounding 10km and they are like, “we are just so happy we’ve got somewhere to www.FranchiseBuyer.com.au

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go – aren’t we lucky? And, it’s free parking. Pacific Fair is not free parking’.”

What has the feedback from suppliers and customers been like so far?

Background Info:

Daniel West: “We have already received incredible feedback from our local customers who have watched The Kitchens come to life over the past 18 months. We understand that food is synonymous with celebration and social interaction between family and friends, so we anticipate that this world-class fresh food and dining destination will become the ultimate community epicentre.” FRANCHISE BUYER • Vol.3 #4

Sam Gowing: “That the food that is amazing! The other feedback is with the tastings. People like this, it’s a free part of the activation process. They are resonating with the ‘theatre of food’ and drawn in by the cooking stage set-up. It’s part of my role to bring them in, and stop them in their tracks when they are walking past. High-end cooking knowledge has been elitist and glamorised. Now, we are making food accessible to the consumer and at price points they can afford.” “There is a variety, range of flavours and unique offerings. People can chat to anyone of the seven butchers about what he is doing for example. Being able to connect to the producer means they don’t have to go to a farmer’s market. We are finally providing them with a sense of community; people are encouraged to go and sit on communal tables, and chat to the person nextdoor in a contemporary beautiful marketplace.” “It’s all about conversations, as people are looking for connection. Shared plates are really important, we need to look at that and come back to sense of extended family, instead of a nuclear family.”

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The Kitchens Robina Town Centre n $160 million-dollar development dubbed ‘multisensory culinary concept’ ‘urban marketplace’ n 55 retailers’ n Officially opened Thursday 3 November

www.FranchiseBuyer.com.au

Peak Performance

3 Ways to Stay Calm at Work

Workplace stress has never been higher. Blame it on ever-shorter deadlines, the pace of a digitally enabled world, or the growing complexity of most industries. Whatever the reason, it’s never been tougher to stay calm at work and still excel. Yet as the stress levels of executives continue to increase, so does the research on how to combat stress. By Siimon Reynolds

’ve been studying workplace high performance for over 25 years, and as a business coach I mentor numerous executives and entrepreneurs in this area. I’ve found there are 3 very effective techniques you can use to remain calm at work, no matter how agitating your environment is. FRANCHISE BUYER • Vol.3 #4

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1. Develop a clear vision of your ideal version of you Write down the type of person you wish to be. Not your career goals, just the kind of human being you aspire to become. Few people have ever done this, yet it can be incredibly inspiring and clarifying www.FranchiseBuyer.com.au

Peak Performance

person, the more you will develop that quality. It should appear in your Ideal You vision and be addressed daily. Now, once you have developed a clear vision of your ideal version of you (performing at a high level no matter how stressful your work becomes) then add to that a dedication to remaining solution focused at all times, you will find that your stress levels plummet. A strong sense of calmness and confidence will pervade your day . But there’s one further strategy that used in unison with these will radically lift your well-being at work to an even higher level.

3.Systematically eliminate stressful thoughts

to do so. Be sure to include a sentence or two about remaining calm under pressure, being unattached, or perhaps staying optimistic in all circumstances. Becoming this person should become your primary aim. Read the summary of the Ideal You every morning, think about it throughout the day, make it a constant part of you. The more you do this, the more you will begin to exhibit the same excellent character traits of this person. As the great Hollywood icon, Cary Grant once wrote, “I acted like Cary Grant for so long I became him.”

I’ve noticed a curious aspect of stress: Generally we lose our feeling of calm not because of one single event or situation that upsets us, but rather lots of little ones that over time build and develop into an overall feeling of overwhelm. If that is the case with you, then there’s a very simple yet powerful solution. Eliminate the stressful thoughts before they have a chance to build up. The best technique I know for doing this is what I call The Breath Release.Whenever you experience a stressful event – an irritating phone call, rude email or a meeting that doesn’t go your way, try doing the following exercise. Think about that stressful situation. Take a slow, deep breath in and hold it. Then expel the air as you envision all that stress leaving you. Do this three times in a row and you’ll be stunned at how much your stress has been reduced. You can (and should) do this technique several times during your work-day, Whenever you feel like you’ve lost your calm. It’s extraordinarily effective. Each of those three techniques is a potent method of helping you stay calm at the office. But used together they will create in you a mental state that will remain serene, positive and productive no matter how many people around you are pulling their hair out in frustration. You will be an island of calm in a sea of corporate angst. And you will also be the most effective person in the room.

2.Develop an unbreakable solution focus Discipline yourself to remain totally solution oriented, no matter how tough your circumstances may be. In my experience training many top business performers, one of the most important characteristics truly exemplary executives share is their intent on finding a solution, no matter what. When you examine workplace stress closely, you see that someone’s stress often rises the moment they switch from a solution focus to a problem focus. To remain solution focused is hard work. To do so you need to make it a central part of your core self image. Once again, the more you choose to see yourself as a totally solution focused FRANCHISE BUYER • Vol.3 #4

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Siimon Reynolds is one of the world’s leading high performance coaches for CEO’s and entrepreneurs. He coaches business leaders from all over the world. Siimon also speaks globally on the subjects of high performance, leadership, productivity and ultra achievement. www.SiimonReynolds.com

www.FranchiseBuyer.com.au

Retail insights

A guide to building a replicable successful retail strategy In a fast-changing retail environment, strategy is everything. Retail Doctor Group founder, and leading media commentator on retail issues, Brian Walker, shares his insights on what you can take away and use from existing retail success stories.

‘C

lever’ is defined as quick to understand, learn, and devise or apply ideas; whilst innovation can be seen as that ‘light bulb moment’ - the application of information, imagination and initiative. It is arguable whether these businesses we mention, had ‘light bulb moments per se. But they are certainly clever - and not just in the beginning; they continue to refresh and rejuvenate ideas over their retail lifetime. These businesses have been smart and tactical, assessing the market – whilst bringing in other clever people as they’ve grown – resulting in a resilient and relentless business. A good idea poorly delivered, versus a good idea cleverly delivered, will beat a good innovation poorly delivered every time. When we look at the history and deployment of these great retail brands we do see some very simple and similar characteristics to their success: VISION: An original owners or influencers vision with regard for, but not paralysed by, risk. This was never a strategy about build a shop and see how it goes. Every single decision is taken against channel outcomes. [They are] ultimately built to sell, with no great reliance on any one individual or individuals per se, but, building the clock as distinct from telling the time. MARKETING: Unwavering resilience in bringing the offer to market. They don’t build and invest on a fad as such, rather they see the trend and therefore opportunity. PRODUCTS: that arrive have to fit within the DNA and earn their place, and in doing so, invariably replace rather than add to another product. FRANCHISE BUYER • Vol.3 #4

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Retail insights THE KEY: Simplicity rather than complexity; this is key to building a network as distinct from a shop.

employment processes to compliance, rewards. ATTENTION TO FASTIDIOUS DETAIL: the product placement is never by accident.

TARGETED OFFER: they know their target market with alacrity, and they don’t stray even when times get tough. They don’t try to be all things to all people. [They are] as much about the customer that they exclude as the one they do include.

SHOPS: don’t open as such, rather that the network channel expands and replicates. THE REAL VALUE: in these businesses is their ability to segment into other offerings using their skill sets, and knowledge. For example: the brand Cotton On segmenting into Typo.

BRANDING: They are consistently strong believers in brand attributes, and build brands that are clever, powerful and meaningful (relevant).

TIMING: simply the moons were aligned for their arrival (consider the role of social media as an accelerant to their growth as an example of timing).

PRODUCTS AND POPS: Product range, its width and depth, using colour blocking, planograms. Each store expresses a well-orchestrated and planned campaign that replicates across the network. GREAT SYSTEMS AND PROCESSES: systemising the business model in every single instance from supply channel, product characteristics to shop fitting,

Whilst innovation will always remain a buzz word that many retailers strive for, never underestimate the power of a clever and replicable retail strategy, that no matter what your size or category, will result in a sustainable ‘fit’ business model.

Brian Walker is the Founder & CEO of Retail Doctor Group. www. retaildoctor. com.au

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www.FranchiseBuyer.com.au

Digital Strategy

Trying to come to grips with the ever expanding world of

digital strategy

to grow your business?

The best way to look at it is to break it down into these four very simple steps…

By Robb Snell

n the modern world of business it’s become a pre-requisite that switched-on operators are nailing their “digital strategy”. For businesses that are just coming to grips with the idea it can be a daunting prospect, mostly because the digital landscape is expanding so rapidly and everyone has a different take on the best strategy. There are always going to be sales people pushing the latest technologies and marketing channels, and their job is to convince FRANCHISE BUYER • Vol.3 #4

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you that their solution is the perfect fit, even if they’ve only just met you. After ten of those conversations it’s easy to feel overwhelmed with the number of things you MUST be doing to run your business the right way. That feeling of insurmountable complexity is completely unnecessary and most of the time it’s only there because you’ve either consulted ‘Doctor Google’, or you’re probably dealing with a dodgy service provider. www.FranchiseBuyer.com.au

Digital Strategy Hopefully this article will help you see why your digital strategy should be simple to develop and why you shouldn’t be worried and influenced by salespeople telling you that you’re missing the boat. The first thing to understand is that your digital strategy isn’t just about digital marketing or eCommerce, it’s about how you use technology in its entirety to support your business. The hierarchy of business planning typically looks like this:

Step 1: Business Strategy This outlines the path you’re going to take to reach the goals you’ve set for yourself.

Step 2: Product Strategy This gives consumers a way to get involved and benefit from your expertise.

Step 3: Marketing Strategy This nurtures consumers right through their journey with your business, from first touch-point to repeat customer and ideally, advocate.

Step 4: Sales Strategy This makes sure that consumers take the step to actually purchase your product. These strategies don’t need to be long drawn-out things, but they need to be based on clear thinking and you need a way of measuring the success of each initiative. It’s definitely true to say that a clear business strategy leads to a clear product strategy, which leads to a clear marketing strategy and so forth. There are of course many other strategies that you’ll develop at various points in your business, such as your content strategy

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and communications strategy, but the key thing to understand is that your digital strategy is developed solely to support all of these plans.

The ‘Old” Way Fifteen years ago a typical digital strategy meant that you had a “sales” email address, a “customer support” email address and a brochure-style website telling people what you do for a crust. These days there are literally hundreds of different things you could do all the way through your business, but you should only really be looking to do the handful of things that best support your plans. In the case of digital marketing, you’re unlikely to be able to run more than a couple of initiatives to their full potential until you’ve really systemized them, and a half-hearted attempt always delivers poor results. Let’s explore that simple premise by taking a look at one of the most common digital marketing strategies that businesses struggle with, Social Media. The social media phenomenon has been around long enough for people to understand how it really works and how to get the most out of it, and that goes for consumers, businesses and the social media companies themselves. No matter who you are there is only one thing that really works on social media and that’s good content, so if you don’t have a content plan in place then this is really your first step, well before you sign-up and start tweeting. According to eBizMBA.com the most popular social networking sites with over 100 million monthly unique users in Nov 2016 were: Facebook YouTube Twitter LinkedIn Pinterest Google Plus Tumblr Instagram

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Digital Strategy

For these or other reasons you might be better suited looking at alternative image-based networks such as Instagram or Pinterest, or a business focused network such as LinkedIn, but they all have their nuances and all of them need to be maintained. There are a number of social marketing tools such as HootSuite that enable you to manage more than one account at a time and they streamline the publishing of content at specific times, but just be mindful that consumers aren’t just after content, they’re looking for a response to their action. If you get a comment on one of your posts then you really need to respond otherwise there’s barely any point in posting at all.

Does Your Social Media Effort Lead to Sales?

Now it’s true that all of these might represent a sizeable channel to market but every account you have needs consistent attention and sometimes it’s not what you might be expecting. As an example, when getting a Facebook profile for your business was the most exciting thing you could do to boost your visibility, it truly was a good source of organic traffic. Many businesses diverted a good chunk of their marketing budget towards building a solid Facebook following, which meant that any post from the business would find it’s way onto each follower’s feed. Since then Facebook has created a booming business out of selling ad placements in users’ feeds and at the same time they’ve seamlessly removed posts by businesses, so now it doesn’t matter how many likes your Facebook page has, the only way you’re really going to get your content out there in a meaningful way is by buying Facebook Ads. Another hard-learned reality of using a Facebook page is that you rarely get to control the conversation, in fact what you’re really doing is opening your business up to be more responsive to your customers’ needs. Any business would immediately agree that being excellent at customer service is a key business principle but when you’re on Facebook you really need to be ready to step up because the vast majority of consumer engagement you will attract is customer service not marketing. If you get it wrong there, it’s already on the most ‘viral’ platform the world has ever seen. FRANCHISE BUYER • Vol.3 #4

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Now for the really big question, how does your social media activity convert into sales? It’s great to be able to get someone’s attention but where do you go from there? If you’ve created a marketing strategy that uses social media as a primary source of customer acquisition then your next job is to map out their journey from the content you shared through to their point of purchase. Along the way you’ll need to decide upon a call to action whether that’s simply to capture some details in a CRM, or to book a meeting, or to make the sale then and there. If you only get a nibble then what do you do then? You’ll need to find some way to follow up and kick-start the process. Whatever you choose, this end-to-end user journey will be 100% specific to your business, the type of product you’re offering, the consumers you market to and the sales cycle you need to manage. Every step of that user journey needs to be designed to achieve a specific outcome and all of those steps put together are the execution of your digital strategy. The best digital strategy is the one that lets you run your business the way you need it to run. Hopefully now you can see that your digital strategy isn’t another thing that you need to invent and it’s not something that anyone else can predetermine for you, it’s simply an execution of your existing strategies with some cool technology. If you’ve created your products, you’ve learnt how to explain them and you’ve found ways to sell them, then your digital strategy is already well on its way. From the start of the online revolution Robb Snell has crafted technology solutions to get the best out of any business. From the biggest corporates to “Day One” startups, Robb’s work has launched companies, won international acclaim and revitalised P&Ls time and time again.

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Business CoaChing

Budding Entrepreneur? Why Franchising is the Best Choice for You In my career as the world’s No. 1 business coach, executives wanting to transition from employee to entrepreneur constantly ask me what business I recommend they get into. My answer is unquestionably the same each and every time. Franchise, franchise, and franchise.

By Bradley J. Sugars, Founder and Chair of ActionCOACH Global

ranchising is an excellent choice for the first, second, or even third-time entrepreneur. Further, business leaders, namely executives who are passionate and have a heart for business and seeing businesses succeed at their local level, often become successful entrepreneurs in the business services realm of franchising. For high-level executives especially, becoming a successful franchisee is usually a painless—and very profitable—step toward entrepreneurship. The reason franchising works so well for high-level executives is that usually, these executives are not FRANCHISE BUYER • Vol.3 #4

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ready to retire, but don’t want to reinvent the wheel either. Or perhaps they were laid off or asked to relocate and decided to take a severance package instead. One of our very own business coaching franchisees decided to do the latter, rather than moving her children from the school they loved to follow her job as a pharmaceutical executive. Ten years later, this former executive-turned-business-owner is not only thriving as a franchisee, but she has been able to create the life, and lifestyle, she always wanted. Many of our 1,000-plus franchisees come from a leadership www.FranchiseBuyer.com.au

Business CoaChing

franchises have success rates averaging 90 percent over approximately 80 different industries The main thing I do caution people about, when investing in a franchise, is to remember, you are not in the business of haircutting (or dog grooming, or cake-baking, etc.) You are in the business of franchising. This is why I really advise people to not choose a franchise in an industry that is near and dear to your heart. role in the corporate world, with just the right amount of liquid Just because you like animals, doesn’t mean you would be a capital to invest in a business services franchise. Even better good owner of a dog-grooming business. And just because you news about this type of franchise is that, unlike the fast food are good at styling hair, doesn’t mean you would make a great industry or other types of franchises, in the business services owner of a hair salon. As long as you keep in mind that you are sector of franchising, there is no required build-out costs. in the business of business when investing in a franchise, you Franchisees can simply leverage their experience and are likely to be very successful as an entrepreneur. knowledge with a single monetary investment in a It is when people forget to work on the tried and proven system. The reason business and try to work in the business that According to the National Venture franchising works they run into a problem zone. Someone who Capital Association, an estimated 25 to so well for highworks on the business is networking, trying 30 percent of venture-backed businesses level executives is to bring in new business, completing reports (startups) fail. Some estimates tend to that usually, these essential to the franchise. Someone working be much higher, with up to a 90 percent executives are not ready in the business is doing all of the above, failure rate, depending on which statistics to retire, but don’t want plus cutting the hair, or bathing the dogs, you use. According to U.S. Census data, fewer than half of the “startups” established to reinvent the wheel or baking the cakes. They have just gone and bought themselves a job, rather than their between 1977 stayed in business for more either. freedom. than five years. Business ownership should do just that…buy you To the contrary, reports from entrepreneur. your freedom, which is exactly why the franchising model com and about.com, among others show that franchises is the right model for the budding entrepreneur. have success rates averaging 90 percent over approximately 80 different industries. The idea of business ownership is not only attractive to most people, but it also can feel a little scary to new entrepreneurs wanting to take the leap from the safety net of full time employment to going into their own business. This is why I say that franchising is an excellent way to venture into entrepreneurship. With its tried and proven system, and a continual support team, franchising is a way to go into business for yourself, but not by yourself. The fact, too, that there are so many different industries to choose from in the world of franchises, at equally diverse price ranges, makes franchising far less risky than trying to build a new business from scratch while still being able to choose something affordable as well as interesting to you, as a business owner. FRANCHISE BUYER • Vol.3 #4

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Brad Sugars started the ActionCOACH brand (formerly known as Action International) when he was in his early twenties. Today the company is internationally recognized as the leading global business coaching firm and one of the leading and most awarded franchises in the world today. www. ActionCoach.com

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SaleS

How Valuable is Your Reputation? We’ve no-doubt all heard that well-worn quote ‘reputation is everything’. In sales, it is that critical credibility ingredient that gets deals done that otherwise might not have been. In today’s highly-connected world, understanding how and by whom it can come under attack, can mean the difference between repelling it or being overwhelmed by it – read on! By Trent Leyshan

e all know a key ingredient to anyone’s success is their credibility. Your credibility and reputation form the image you portray in your market. It communicates your values and what you stand for. It also helps people quickly identify with you and begin to trust you. Your reputation can take a lifetime to establish and often comprises of a vast body of work that’s punctuated with decades of toil and hard lessons learnt. So, when someone or something threatens to attack your well-earned reputation, it’s worth fighting for! In fact, this is one of the very few occasions when I strongly recommend going on the attack and eliminating the guilty parties without hesitation. In business, we can be exposed to an array of deceptive and misleading conduct from others. In BOOM! language we call this Black Phone™ behaviour. The two key reasons people resort to these unethical tactics are largely due to low moral standards or utter desperation.

Internal Attacks: This is observed when your own people don’t get what they want or fail to understand how to get others to like, agree with and trust them, so they manufacture unethical tactics to compensate. We see salespeople bend the truth and invent fictional content to create leverage. As a result, they misrepresent and throw their company and their customer into harms way. FRANCHISE BUYER • Vol.3 #4

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External Attacks: This is when salespeople try to discredit the competition. They attempt to plant seeds of doubt or blatantly lie to deter people from engaging other players in their market. We witnessed this disgusting display in the recent US Election, it’s gutter level and is invariably born from a place or ignorance and fear. Both Attacks must be dealt with uncompromising force and total commitment. Internal Attacks can be overcome by applying a strong moral code of conduct, clear and tangible values, capability and compliance frameworks and ongoing coaching and support. External Attacks can be treated swiftly with a legal hand and strong action. It is of course challenging to control what unethical people say about you externally. What can be governed is how your own people represent your brand and treat your customers. If exposed to any internal or external attacks ready the flag and lead the charge! Trent Leyshan is the founder of sales training company BOOM! Sales and author of Outlaw and The Naked Salesman

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SucceSS FactorS

10 Key Factors to Make a Success of your Franchise Business Sometimes it can take just one statement or observation about our selves or our business to make all the difference. It maybe something said that for some reason just really resonates with you by fitting right into your thinking at that particular time. By Glenn Walford, Founder of Franchise Buyer

saying I like and have heard often is “It takes the right message, from the right person at the right time for you”. If all these factors come together, then a significant change for the better can occur for you in your business or in your approach to buying one if you don’t have one yet. I hope that at least one of the thought provokers below can do that for you.

Built By You To Replace You Choose the right people to run the system of your business, and build their skills and abilities to exactly match yours in the business so they can replace you. Don’t hold skills back, as they will either lack what you need them from them to run your business system, or they’ll go elsewhere for that opportunity.

Thrive Not Survive Forget about all the talk of survival…

become a victim of circumstance. Some things you can’t control but you can control how you react. Confront them head on by maneuvering your business and strategies any way you can to minimize impact and gain advantage.

settling for anything less than thriving is not worth the risk of going into business for.

Invented & Intended To Get Keep focused on attracting

When You Can’t Control – Confront Don’t ever

more of the customers that your franchise system and business was specifically invented & intended (I&I) to get – your niche target market. Wishing and chasing for more outside of this is an advanced strategy only for once you have all available I & I.

Your ‘What If’ Sights Find and start training another person in your team in the event a ‘what if ’ situation occurs. Create back ups for your back ups so it doesn’t ever all fall back on you.

Prosper Not Perspire You bought into a franchise

Franchise Drift Comfortable is dangerous and being

system…now use every bit of it to help you prosper in it – don’t perspire in it instead by making it all revolve around you, so implement and let the systems run the show.

Perspire Equals Expire With you carrying your business everyday by doing most of the work, you have a limited life span in it before resentment and frustration pushes you to want to rid yourself of it. A resentful, frustrated seller is destined to lose one way or another.

Franchise Fence To the franchisor, success = the franchisee taking hold of and driving their business. To the franchisee, success often = the franchisor providing exceptional support and activities that drive customers to their business. It just depends on which side of the fence you are on. Who is right and who is wrong – it doesn’t matter, just make sure you are exhausting every opportunity to drive business growth. FRANCHISE BUYER • Vol.3 #4

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within a franchise system often makes people comfortable. A false sense of security is felt when you are comfortable, and before you know it your comfort becomes chaos as things like escalating costs that you didn’t notice will erode that cushion of comfort.

Pride Prevents Profit Pride is the great danger in

franchising, and it is driven by emotion. Eliminate emotion out of the equation and do only what is right for your business. You must clearly distinguish between what is good for your business against the pride of your ego. Identified by statements and thoughts that end with “It’s the principle of it” - so if you here yourself muttering those words be prepared to cost your business in some way. If you give some thought to how some of the above may apply to you or in your business, then I’m sure you’ll both be better for it! www.FranchiseBuyer.com.au

Site Selection

Looking for the best location for your new business interview with Sal Vance of Salts of the Earth.

As you move into your franchise journey, many systems expect you to contribute to the site selection decision, as it will become one of the most important decisions determining the future of your business. By Peter Buckingham CFE CMC

hilst it is probably accepted you are not an expert in the field, this does serve a few very good purposes, both for yourself and the Franchisor. I am fortunate today to interview Sal Vance, the Franchise Recruitment and Development Manager for 2016 FCA Next Gen award winning

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business, Salts of the Earth. Sal has much experience with different major franchise systems over the years. Salts of the Earth is all about helping people with skin or breathing issues; using non-invasory techniques to improve your well-being. Salt therapy is a natural therapy that has

www.FranchiseBuyer.com.au

Site Selection been practiced since the 18th century. It involves inhaling dry salt, which cleanses both the airways and the skin to relieve congestion, inflammation and skin irritations. Sal has a specific type of site she looks for and is a great believer that everything needs to be right to proceed, and not to take a “nearly good enough site”, as you will pay for it in the long run. 1. What do you look for in the demographics of an area? Our initial position is we want a franchise partner who is community based, and part of the local area they are wishing to open a franchise in. We believe we appeal to a wide community, and look to a middle sociodemographic profile. We look for local generators that will bring people near to us, however we are definitely a destination business, not an impulse business. 2. Can you describe the perfect site for Salts of the Earth? We seek a retail shell of between 110 and 160sq m. We will do the internal design; so prefer minimum internal walls that we have to work around. We look for very good parking convenience, as we often have elderly and disabled customers. We also look for good street presence (or visibility), and seek the quieter sections of a shopping strip as we do not need to pay the

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top rents in the impulse section of most shopping strips, where the fast foods, newsagents and supermarkets are. 3. Why do you ask potential franchisee to assist in the site decisions? Our policy is to have the franchise partner have some ownership of the site decision. We have written site selection criteria, and want to engage all franchise partners in the process. We ask them to locate options in their designated area, and work with them to select the best. We retain the right of final approval, and if nothing meets our strict criteria, then we await a better option. 4. What do you ask the potential franchisee to do in assisting with the site decisions? Our process starts with finding options, and then the franchise partner doing much of the leg work or due diligence about the opportunities. I ask them to sit in a local coffee shop and look at issues (and measure) passing pedestrian traffic, look at the carpark and see how long cars are there – whether they are local visits, or left for the day whilst going to work. We also look for the ant trails, where the people walk from the main generators (supermarkets etc) to carparks and other popular points in the strip.

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Site Selection

I always will spend time with the franchise partner and visit the best options that they have come up with, and discuss the pros and cons, making sure they understand our views and priorities. We see this as part of an education process into franchising, and even show them how to find opportunities with www. realcommercial.com.au, and to contact and have initial meetings with local real estate agents. Many franchise partners have no experience with commercial leasing, so we need to educate them on what can be expected in terms of rent free periods, contributions to fit out and many other things. By being part of the negotiation, we have also knocked back a site recently purely on the basis that the Lessor is too uncooperative, and if too painful in the negotiations, then they will be difficult to work with in the future. 5. What are the benefits of having the Franchisee so involved in your process? This really comes down to ownership of the decision, and I document all stages of this, so there can be no dispute that they undertook reasonable due diligence if any dispute over site selection arises in the future. 6. Once you have agreed on the site, who arranges the fitout, and what is the approximate cost? Salts of the Earth arrange the design, and arrange quotes for the job to some nominated fitout contractors, who we know will do a quick and efficient job (both in time and cost). We are not interested in the franchise partner doing the job themselves or using an unknown fit out company. We insist on all the correct permits being issued, and explain that this gives both them and us coverage that the fitout meets all the required regulations. 7. Do you have a plan on how your network should look say 5 years out? We are looking at a piece of work with a 3rd party company to prioritise our Strategic Network Planning. This will assist us especially as we grow into other States where we are not as FRANCHISE BUYER â&#x20AC;˘ Vol.3 #4

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familiar with the demographics and growth of these major cities. It will also give us and future franchise partners more confidence in making the right decisions as to where to locate future stores. 8. You mentioned you look at the Franchisees involvement at this early stage as part of the approval process to be granted a franchise. Can you expand on this? We start off by granting a franchise before we move to the site selection stage. We find that if a potential franchise partner struggles to perform all the early tasks in setting up the business in a timely manner, then they will probably become a liability rather than an asset in the future. If deadlines are not met, and commitments to provide information and undertake agreed tasks missed, then that goes very poorly in the final decision as to whether we want to grant them a franchise and become a business partner with them. Franchising is all about the system! If they cannot meet 100% our expectations in following the system when applying to join us, then they are probably not suited to our opportunity. Summary Great to hear from a stalwart in the network development area for a brand that is really on the go. The detail Sal goes into analysing a new site â&#x20AC;&#x201C; and the idea that if it is not 100% then she will probably walk away â&#x20AC;&#x201C; shows you the responsibility Franchisors like Salts of the Earth place in making these very critical decisions. Peter Buckingham is the Managing Director of Spectrum Analysis Australia Pty Ltd, a Geodemographic and statistical consultancy. Peter is both a Certified Management Consultant (CMC) and a Certified Franchise Executive (CFE). To contact Peter email peterb@spectrumanalysis.com.au or visit www.spectrumanalysis.com.au www.FranchiseBuyer.com.au

Store DeSign

Creating Displays That Sell Product One of the most powerful devices in the store-front landscape is the window display. Shop-front windows have a long history of creating retail excitement in western culture. Some department stores even become embedded in local folklore for their magical Christmas and Easter creations. Let’s look at four key objectives of effective merchandising for product sales success. By Mark Muller

alk along any high street shopping strip or retail mall and you will experience a wide variety of shop fronts competing for visual exposure. Brand names, window displays, sale signs and special offers are abundant: all carefully placed in the hope they will catch your eye and reel you in to explore a store’s range and buy its products. Quality window displays can be the difference between a customer walking by or deciding to enter your store. A carefully crafted display can have the greatest impact in a shop-front window. Its objective is to ‘sell’ the product, and the principles of a successful display should not be applied only to shop fronts, but in fact any display area within a store environment. All retailers recognise the value of a great display to attract customers and sell product. But not all have the knowledge, experience or resources to ‘wow’ the customer every time. For independent retailers, displays can be perceived as a burden rather than an opportunity. They may not be able to FRANCHISE BUYER • Vol.3 #4

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afford a specialist merchandiser, and creating displays requires special skills and is a time-consuming task that is best left for another day – or another staff member. Yet with a little knowledge of the principles of retail merchandising, the process of creating an effective product display can be made a lot simpler for even the most pragmatic retailer. Whether the display you are creating is for a window, a wall area, a gondola end or an open floor area, the first task is to identify the key message your display will make. This message differentiates the product from its surroundings. Most messages differentiate in one of these ways:

• Product brand (recognised names attract attention). • Product design, or style (unique colours and designs). • Promotion (free gift or special offer). • Specialisation (offering a unique solution to a specific problem). • Event (such as Mother’s Day or a stocktake sale). • Price (lowest common denominator). www.FranchiseBuyer.com.au

Store DeSign

The message could be the latest fashion or technology, a special promotion, or low price, but it must be the primary reason that makes this offer irresistible and separates it from other products in your store. But having the message is just the beginning. A successful merchandising display should satisfy these four key objectives:

• Stand out from the surroundings to grab the attention of the customer. • Inspire the imagination of the customer to see the product as a solution. • Organise the hierarchy of product options available. • Close the sale by explaining how to buy.

Standing out is about grabbing attention. Your display can do this by making something about it different to the surroundings, such as:

• Location (front of store, end of aisle, or a unique fixture such as an antique table or pedestal). • Brightness (displays should receive 50-100 per cent stronger illumination than surroundings). • Colour (use a backdrop of a bright colour or pattern). • Shape (arrange products in a different alignment to surroundings – curved, angled, vertical, horizontal – use props). • Size (make it bigger, higher, or use a bulk-stack). It is all about making the display visually striking to catch the customers’ eye and encourage them to look closer.

Merchandising inspiration is about engaging the customer to imagine the product as a solution to a problem. This is where your key message should shine. Most often this is done with an accompanying poster or graphic image, but it can be just an attractive display of the product fully assembled in simulated use, or a demonstration device such as a video screen showing how to use it. The important word here is imagination – the FRANCHISE BUYER • Vol.3 #4

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customer should be able to understand the key message and clearly imagine how the product can benefit them.

Organisation of the product sizes, colours, variations, and options available is the next step in the selling process of an effective display. Being presented with a hierarchy of choice within the product range, customers who are sold on the idea of a solution can now begin to customise the solution to their specific needs. For example, the product may come in different sizes, colours, or types. Your display should clearly show any differences between product options and how they relate to each other. This will help customers understand exactly what they are buying and what else goes with it. Closing the sale is about overcoming the customer’s final barriers to purchase. For example, “What does the product feel like?” and “Can I pick it up and try it?” are questions that can be answered with easily accessible demonstration samples on display. “How much is it?” and “Is there a special offer?” are questions that clear pricing and promotional signage will answer. The issue of “Where do I find my size/colour/style?” will be avoided with a clearly organised and well stocked display. All the good work of grabbing attention, inspiring the mind and explaining the options can be quickly lost if the right size cannot be found or the price is not clear. An effective display must be kept tidy and organised to make it easy for customers to buy. Mark Muller is the director of retail design consultancy Mark Retail and author of The Greatest Tips and Tricks for Retail Success and The Power of Retail Design. To find out more or to order these books, please visit www. markretail.com.au, or www. gurushopdesign. com.au www.FranchiseBuyer.com.au

Steve Finn Co-founder and CEO

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As franchise business owners ourselves we understand the unique nature of the franchise business model. We assist buyers and sellers with valuations, business profiling, due diligence, marketing and communications, negotiations, franchisor approval, contracts, settlement and handover.

The Finn Buying and Selling Process is Unique - We generate over

1,000 buyer enquiries per month

#1 in franchise sales in Australia - Finn Franchise Brokers have Offices in all states - We achieve a 99.4% franchisor approval rating of franchisees we put forward - We subscribe to 50+ business for sale websites - We are

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Broker

Is the business lifestyle compatible with your future? With so many businesses out there claiming to be ‘lifestyle friendly’, what does that mean, and how do you find the one that best fits your own idea of ‘lifestyle’? By Len Ferguson

n my experience – after working closely with hundreds of business owners over the years in exiting their businesses – it is not uncommon for a business and its owner to drift apart after several years. By ‘drift apart’, I mean the business can start to feel further and further away from where the owner would ideally like their role in it to be and, the role the business plays in their life. It essentially becomes incompatible with their lifestyle. It is interfering with family events, lifestyle goals and the owner’s overall happiness with the business become strained. Aspects like: the opening hours are not family friendly for what their family now needs; the profit level is not suitable for their lifestyle requirements; and they just don’t like what they are doing any more. The sad part is most of these problems can be avoided with a little more focus on what goals the owner – when they were a buyer of that business – wanted to achieve from the very start. Managing your own expectation in anything, let alone the purchase of a business, is so crucial.

think about, it is a decent chunk of time and allows you to set a proper plan going forward. It also gives you a chance to work and grow, and then exit your business as appropriate. By conducting this process and visualizing future life scenarios, you’ll be well equipped to consider businesses you not only want to buy (as believe it or not, just because you want it does not make it ‘right’ for you), but are better suited to your current and future lifestyle goals and expectations.

What do you want? As a potential business buyer, it is important to sit back and think about what you want to achieve from buying a business. When doing this, you need to consider your lifestyle requirements in the immediate future, but also a little further out as well. I find that a 5-8-year period is the best timeframe to FRANCHISE BUYER • Vol.3 #4

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Broker

I’d like to give you some examples to illustrate this point. Childless Couple

A childless couple is currently looking to purchase a business and like the idea of a café. The café opens long hours, late nights and weekends. They plan to start a family over the next few years and, settle into the community with the kids going to a good school close by. So, their considerations should be about the businesses suitability at that stage of their life. What will their lifestyle be like when they have a newborn or toddlers? Will the business still be suitable, or, will it be detrimental to their lifestyle goals? In this case, the couple should think about their family goals and find a business that is suitable for what their life will look like in 3-4 years’ time, as opposed to focusing on the ‘right now’ scenario. In this case, they could still buy the café business, so long as they have a plan for when the time comes to extend their family. This may be along the line of having well-trained management and other staff in place to ensure they achieve their lifestyle goals.

Family with teenage children A family with teenage children is looking at a business that will require the owners to travel extensively – meaning many nights away from home. Generally, their family and children will need a lot of time and attention as they progress though school, sport commitments etc. Owning a business that will see you away from home a lot, could have other ramifications on your family that, may not be clear when in the moment of looking at a business to buy.

Emotion Emotion is one of the main challenges we see and deal with in transacting businesses. Buyers often don’t take enough time FRANCHISE BUYER • Vol.3 #4

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considering the business and all that it entails, and I’m referring to how the business will affect their lifestyle in the future. They like the business and think they’ll miss out if they don’t ‘make the move’ now, and a sense of urgency (or rushing) kicks in. In some cases, this may be true for some businesses, but this is not the norm. It is important to remember that there are literally thousands of businesses for sale within Australia at any time, so there will always be others to consider. It is good to be emotional about buying a business, after all, you want to be passionate about it if you are going to be operating it every day for the next 10 or so years. Just make sure you are emotional about the right business that will suit you and your needs for the entire time that you own it. My strong suggestion would be to take some time and think about what your lifestyle and commitments will be in the next 5-8 years. Sit down with your family or partner and discuss your plan to buy a business and how this may affect everyone if you did proceed. Some good questions to ask are: Where do you see yourselves as a family in 5 years? What is important to each other, and what would like to see happen and not happen if a business is purchased What kind of money does the business need to make, and What kind of physical (time) commitment will everyone be happy with? Taking time to discuss and plan for a business purchase and how this will affect your lifestyle going forward, is time well spent. This way you will be far better off and more likely to purchase a business best suited to your needs now and, in the future.

Len Ferguson is the co-founder of The Finn Group. Having originally established itself as the leading and by far the largest franchise brokerage firm in the country, The Finn Group is continuing to expand rapidly across the marketplace. www.joinfinn.com.au

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Leasing

New Rules of Leasing for Your Business

Even with the availability and easier access to data via the internet, the retail lease holder is still well behind where they need to be in order to put themselves in the best position to get the best possible lease deal for one of the most crucial cost factors in their business.By Phillip A. Chapman

s I enter my 20th year in business, supporting retailers in all facets of retail leasing and the challenges inherit in the Lessee/Lessor relationship, it is time to reflect where the industry is at and how it has evolved. Although the internet was up and running, retailers may have had an email address but were still ordering stock via fax, and deals were done face to face or over the phone, and documents were exchanged by facsimile or express post. (document couriers were still in existence). Smart phones weren’t heard of and social media consisted of the Society Pages in the Saturday Newspaper, but Australia’s first shopping centre was about to turn 40 and the Shopping Centre FRANCHISE BUYER • Vol.3 #4

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Management industry was hitting its prime. Centre Managers were more highly regarded than leasing executives (certainly by salary) and relationships between retailers and landlords was far more personal, today we constantly hear clients who have barely met their Centre Manager but know the mobile number of the Leasing agent.

Information Gap Still As Prevalent Today What hasn’t changed in 20 years, is the information gap regarding data surrounding retail leases and real estate performance between retailers and landlords, in fact this void has significantly widened as technology has expediently exploded. www.FranchiseBuyer.com.au

Leasing get the winning result. When it comes to retail leases these halfbacks usually dust themselves off as experts every five or so years and believe their last deal was always the best available (time usually brings them unstuck – but are too proud to admit it) or are employed to maintain (and grow) a group or brands number of sites, at someone else’s expense – yours! (How else has retail property continued to remain the investment poster child for funds managers?) It’s not enough that we have made significant changes to Retail (Shop) Lease legislation in every State & Territory to improve the rights of Lessees, but we still have retailers making the same fundamental and hugely costly mistakes. The profession of managing, and strategically leveraging the numerous commercial terms to deliver the right outcome to a retail investment that adds value (to the retailer - you know, the person who pays the bills) must change from just delivering a deal to taking the responsibility of future proofing the Retailer/ Lessee (the Client) to the next Lease event/renewal (and even the one after that). It is not hard to scan the news headlines for the past 12 months and see the number of retail failures to realize that we don’t have another 20 years to deliver this transformation. Unquestionably, along side your franchise agreement, your most important contract – The Lease, and the way it is often negotiated and managed, these attitudes are stuck in the past. (while change is happening right before our eyes)

A New Approach to Managing Your Lease

And landlords have applied their superior resources to leverage their position manifestly. Although retailers have certainly lifted their game when it comes to collating lease data and intelligence, the practices of how they apply this information and their strategic planning has not. When I leapt over from the ‘dark side’ 20 years ago there was at best a handful of retailer lease advocates, and wanted to ensure we remained relevant and transparent through aligning ourselves with Retailer/Industry Associations. Now there are probably upwards of a hundred, most of whom have evolved into the role within their group or brand without any real depth of experience, which has invariably lead to the old ways of doing business (negotiating a retail lease) being passed down the line and reflects the outcomes we see across the market currently.

A Poor Lease Deal Can Have a Decade+ Impact Everyday my team comes to me with yet another lease benchmark review which is the result of a poor lease deal done 5-10 years ago, and the compounding effects has overtime fractured the sensitive retail equation. The world is full of Monday morning half-backs, who tell everyone who will listen how they would have made the play to FRANCHISE BUYER • Vol.3 #4

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I am unashamedly open about my desire to get retailers involved in what we do. I am passionate in my belief that our ‘New Rules of Leasing’ is long overdue, the time has come to invest in not only delivering the right outcomes but to change the mind set of Retailers/Lessees and industry stakeholders to level the playing field not just for the deal done today but for the future. MiLease-New Rules of Leasing is a program to not only deliver outcomes but to provide the tools and mentoring to bring about a mindset change in how Leases are treated as assets, how relationships can be developed and how to successfully negotiate for the future. As Albert Einstein is quoted…”Insanity is doing the same thing over and over again while expecting a different result” let’s stop the insanity?

Phillip A. Chapman (Director MiLeaseNew Rules of Leasing) (endorsed Lease and Management providers to the Australian Retailers Association & Pharmacy Guild of Australia, Member of Franchise Council of Australia.) www.milease.com.au www.FranchiseBuyer.com.au

Finance

The benefits of accreditation Not sure what accreditation is and why it’s important? Cashflow It© Managing Director James Scurr takes a behind-the-scenes look at the accreditation process and how franchisors can benefit. By Rachel Kurzyp

ut simply, accreditation is forming a package or an offer that then becomes available to the whole franchise network. “We first work with the franchisor and get to know their business”, explains James. “We then formalise an offer based on our assessment. From here, we are able to lend money to other franchisees within that funding group based on the assessments we have done with the original franchise”. This means franchisees don’t have to go through the normal full assessment process to access funding. All franchisees need to do is complete an application and they are given a preapproved level of funding. “All the hard work - collecting all the supporting information that you would normally be expected to provide - has been done up front by the franchisor”, says James. The accreditation process is very similar to the franchise system in that the information used when a franchisor adopts a franchisee is exactly the same. Funding experts consider four areas in their decision-making process: recruitment processes, disclosure documents, business financials and store assets. Under the Franchise Code of Conduct, every franchise system in Australia must have an up-to-date Disclosure Document. The legal information contained in the document is FRANCHISE BUYER • Vol.3 #4

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important for funding experts. “The Disclosure Document helps us determine the network’s performance and profitability such as how many stores have been sold or how many franchises have been shut down and terminated”, says James. “We also ask to see the franchisor’s history, experience and financial position as well as their recruitment process to ensure we’re comfortable with the information being gathered from potential franchisees”. Funding assets in a franchise is easy for funding experts like Cashflow It because every unit in a franchise store is potentially going to be the same. “Sometimes there are unique assets in a franchise chain so we need to do a little homework around the value of the asset and the remarking value”, says James. “But other than that, we do a general asset assessment based on a typical store”. There are currently 40 franchise systems accredited with Cashflow It in Australia. Accreditation helps franchisors rapidly grow their network by reducing the two main challenges: recruiting quality franchisees and access to finance. “By having an accreditation model in place, it means franchisors can be assured that their current and prospective franchisees have a guaranteed avenue for accessing cash flow”, says James. www.FranchiseBuyer.com.au

Finance

How to best balance equity and debt in your business Lead Franchise funding expert Cashflow It takes the stress out of finding the right finance solution. By Rachel Kurzyp

ere are two common forms of finance: equity and debt. Equity finance often involves family or friends contributing capital into the business, therefore, owning a percentage. Debt finance usually entails borrowing funds from one or a combination of lending institutions including banks, loans from family members or investors and specialist asset finance. “As a general rule you don’t want a business 100 percent funded by debt”, says Cashflow It Managing Director, James Scurr. “Structuring your capital this way puts too much pressure on cash flow and the business’ profitability.” “It’s important to have a good mix between debt and equity. And how much debt compared to how much equity is all dependent on the business owner and what they feel comfortable with”. However, your business model can also be an influencing factor. “There are some very high volume, high margin franchises that can sustain a high level of debt compared to a small servicebased franchise where I’d advise a higher equity ratio”, says James. For franchises looking to source equity from investors, friends and family, certain things should be taken into consideration before signing on the dotted line. Business owners should always ask themselves “what if things go bad”, says James. “Personal FRANCHISE BUYER • Vol.3 #4

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relationships need to be considered, and there needs to be a clear understanding of what role or contribution investors play and if the business could benefit from their skills and knowledge”. Realistically, most businesses can’t raise all the equity needed to start their business. While there are plenty of options to choose from, many franchises’ benefit from asset finance, James explains. “Unlike banks, we don’t take security over assets like property to secure a loan, we only take security over the assets we’re funding. Another area we differ is the length and difficulty of the assessment process. Specialist asset funders are very quick and flexible”. The type of asset finance you choose should be based on your specific business circumstances, as well as tax implications and other benefits. Most asset funders offer three options: rental finance, leasing and chattel mortgages (business loans). But we always encourage franchisees to discuss what solution is best for them with their accountant”, shares James. The ideal scenario is someone who is contributing an amount of capital to the business in the form of their own equity, and accessing both a portion of bank funding and asset funding. “It’s important to see the franchisee is contributing their own capital”, says James.. www.FranchiseBuyer.com.au

Feature

Women in Franchising Women in franchising are no longer in the minority, it’s the norm. Over the next few editions, we are finding out what drives women to be in the franchise industry and what changes they are seeing. By Leona Devaz

Shift8 General Manager,

Amy Renae

How are women paving the way for other women in franchising? We definitely have strong leaders, and not just in franchising. It is a very open and sharing industry, even though they (franchisors) may be from a competitive brand, they are open to sharing stories. To a degree that is what is driving or paying the way for up-andcoming, or other women to cut their own career path. When you reflect on your journey so far, what highlight stands out? On a personal level, the support from people – everybody really – anyone we cross paths with. In the past when I was a junior consultant, the people I worked with have now moved up in the ranks and hold senior positions in franchising. It’s good to see everyone’s journey from where they start to where they finish up. On a professional level, going back and finishing education – it’s something I didn’t do. I didn’t place much value on it as I probably should have. It’s not about the piece of paper, it is the hard work and effort that goes into attaining it and the quality things you learn along the way. It’s really assisted me to getting Shift8 to where it is now. I went back full-time over four years (Bachelor of Commerce, Majoring in Accounting) and it’s a very solid foundation to be able to understand the numbers. I encourage everybody to do the same thing. I only graduated a couple of years ago, and it’s not easy being a full-time student with people 10-15 years your junior! FRANCHISE BUYER • Vol.3 #4

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Does Shift8 breed openness and mentorship for women (if, so how)? We are always very focused on gender balance in team recruitment, we hire the best person for the team and this creates a good energy. Mentorship is a ‘watch this space’. I’m quite passionate about this and working on some things to get an official program launched for women in mentoring. What benefits does being involved in franchising like Shift8 is, compared to say operating in a ‘conventional’ corporate job / environment? I guess there is a lot more responsibility, that is the reality. You are responsible for other people’s livelihoods. I go over and above; I always did in any role. It is an evolutionary process at work and you never want to rest on your laurels. Keep working on it, going to education seminars and learning from other people’s journey– it’s never ending, you have to keep striving for greatness. What additions would you like to see to the franchise industry to support women progressing into senior roles? The biggest thing is the mentorship. Through some of our partnerships in the industry I come across a lot of young up-andcoming ladies. I can see they have the same passion, drive and enthusiasm as I did of a similar age. When I think back to when I first started my journey into franchising many years ago, I didn’t know the options available. With the Women in Franchising committee we try to create those relationships between others. And, as the chair, I want to take it to the next level. www.FranchiseBuyer.com.au

Feature Cooking the Books, Sales Business Development Manager,

Kiri Hawes

How are women paving the way for other women in franchising? Franchising has more women than most other businesses. There are a lot of women behind the scenes and support staff that people maybe don’t look at – whose names are also on paper. Often the wife is just as heavily involved in business, she does most of the work anyway! In practice they seem to be everywhere. When you reflect on your journey so far, what highlight stands out? The highlight for me was before I got into this role – I was an apprentice chef. The first competition I did was at state level, as opposed to regional, and I was surrounded by men. While we might be a minority, we are actually better! We take our job very seriously and we can surpass most of our male colleagues. Does Cooking the Books breed openness and mentorship for women (if, so how)? We’ve had a number of women in the business, especially in our development team. This is unusual for software companies. Instead of hiring a female developer, they have a female developer program. I’ve always worked on the mentality of, ‘the right person for the job’ and I always looked at capability. We have made it clear regardless of their background or upbringing

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we live in a multicultural society and value women. I come from a male dominated industry, both me and the CEO are ex-chefs and our sales staff are ex-chefs – no-one put us down for being female. In your role within Cooking the Books, particularly in liaising with female franchisees\franchisors, what are some positive industry changes you are seeing?’ Women have been really getting the confidence to turn around and say, “I won’t stand for it (i.e. Kiri examples one story of a female advised to co-sign with a man, “to make you look more legitimate”) – it’s a massive positive change. I know I’ve personally gone into places extremely paranoid, especially C-level meetings full of major franchisors, thinking, “As a female will I be taken seriously? Will it be a whole bunch of men?” Now, the retail zone it is predominantly women in those high-level meetings – it is changing now. What additions would you like to see to the franchise industry to support women progressing into senior roles? I think the management of the actual franchise. There needs to be some sort of transition, learning skills to operate your own business, a step out of being employee to employer. If any women are unhappy in their current workplace, franchising is something they should consider. Especially if they’ve been thinking of starting their own business. You have the support, there is not as much risk, and you have more backing behind you.

www.FranchiseBuyer.com.au

Feature

Australian Skin Clinics Franchisee,

Zoe Gilliand

How are women paving the way for other women in franchising? Women have more pressure on them in terms of family and things like that; potentially stopping them from pursuing dreams they may have. I have a very supportive husband and if he wasn’t helping me, I definitely wouldn’t be able to do it. What a franchise should offer is a work-life balance, that is a reason for a franchisee to get into it.

(Zoe has a 4yo.and 2yo.). It certainly is a lot more work than you imagine it would be; but it also gives me job satisfaction and that does not compare. Does Australian Skin Clinics breed mentorship for women (if, so how)? There are a lot of women in this business. I was involved in the Optus franchise, and there was a lot more men in there. Australian Skin Clinics are very supportive of women and very supportive of me trying to attain some balance with my family.

The whole reason I did this was, I worked in the corporate world for 19 years and, my little son got sick in intensive care. I was sitting in hospital thinking, “I don’t want to do this anymore.” At that point I sat next to his hospital bed looking at businesses for sale. I always thought franchising was a good model and this particular franchise popped up. I knew nothing, sent them a message, and they got back in an hour. That was in April, and I opened up in September!

What benefits does being part of a franchise like Australian Skin Clinics offer, compared to say a ‘conventional’ corporate job? The job satisfaction is a big one, the fact you are doing something for yourself. In a big company I always thought, “What am I doing this for? What is the actual point of this?” Here we are really making a difference to people’s lives. I had a client with a melanoma scar on his head, he’s been getting treatment and seeing the results.

When you reflect on your journey so far, what highlight stands out? For me, I actually feel like I am pursuing what I want to do and I am making a difference in people’s lives, I never felt like that in a corporate job. People walk out happier than when they walk in. Even though it is a franchise, I wanted to treat staff the way I always wanted to be treated. I really love that I get to do that. It also gives me flexibility, even though it is hugely busy

What additions would you like to see to the franchise industry to support women progressing into senior roles? In terms of owning, the really hard thing – and the main reason people don’t all rush out – is the access to finance. So helping people secure finance with banks. There are a lot of talented people out there, who would do a fantastic job, but don’t have the cash to do it.

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www.FranchiseBuyer.com.au

New York Slice, the home of authentic New York style pizza is Australia’s fastest growing new Pizza Franchise system!

Why New York Slice over other franchises ? • Low Rent • 80% less labour cost than other Pizza franchises • 5 minutes to do a stocktake • Automated store management systems with remote access • Day 1 cashflow positive

• $295k + gst for a full turnkey store – ready to trade! • ANZ accredited for 50% total store cost + bank guarantee / rental bond* • Silverchef pre-approval of $95k which reduces store investment to $200k + gst *to approved applicants

Now recruiting both Territory & Store Franchisees in every State and Territory across Australia

franchising@newyorkslice.com.au • www.newyorkslice.com.au

Stunning new venue for Sydney Franchising Expo

egistrations are now open for the Sydney Franchising & Business Opportunities Expo, being held 25-26 March at the brand new ICC Sydney at Darling Harbour. “In 2017 we are celebrating 30 years of the Franchising & Business Opportunities Expo, and our milestone coincides with the opening of this fantastic new venue in Sydney,” says Exhibition Manager Fiona Stacey. Featuring a striking contemporary design, leading technology and multipurpose spaces, ICC Sydney is located in the heart of Sydney in the active precinct of Darling Harbour on Cockle Bay. And the venue won’t be the only new aspect of the show, she reveals. “This year we are also re-launching the Franchise Advice Centre to give visitors quality time with financial and legal specialists, and the seminar stage will be found right at the beating heart of the show.” Stacey adds that the free seminar program is always a popular aspect of the Expos. “It’s an incredible opportunity to hear from people at the top of their game, to learn from them and to see what drives them,” she explains. “I’m very excited about the program we are planning for the shows next year, it’s all part of adding value and that ‘wow’ factor for our visitors.” The Sydney show will once again host a wide range of business ideas, from established brands such as EmbroidMe, Poolwerx and Donut King to up and coming business concepts like Mobile App City, H2O Innovate, The Graffiti Eaters and Wheel Change U. FRANCHISE BUYER • Vol.3 #4

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Visitors interested in food or beverage franchises will have plenty to see, with Australia’s largest franchise company Retail Food Group, international brands like Papa Johns, new players like Juiced Life, Ogalo Portuguese Chicken and Fogo Brazilian Churrasco Grill, and Aussie success stories such as Xpresso Mobile Café and New York Slice. “Whether visitors are looking to make a bit of extra income, or to undertake a complete change of career, there will be a wealth of ideas and information available,” says Fiona Stacey. “Nothing can replace that face to face interaction – meeting the people behind the brands is the best way to find a business that fits best with your skills, your budget and your dream lifestyle. “Best of all, Franchise Buyer readers can get their ticket for free using code FBM. There’s no excuse, it’s time to turn your ambition into action!”

Franchising & Business Opportunities Expo 2017: Sydney: 25-26 March at International Convention Centre, Darling Harbour Perth: 7 May at Crown Perth Brisbane: 22-23 July at Brisbane Convention & Exhibition Centre, South Bank Melbourne: 26-27 August at Melbourne Exhibition Centre, South Wharf For more information go to www.franchisingexpo.com.au www.FranchiseBuyer.com.au

Industry data

How to use key franchise data to compare the brand business offers available to you ‘Fact-based’ data and its availability is an advantage you have when considering a franchise business. However, having the data is one thing, but interpreting it into something meaningful to help your decision process is the key. By Darryn McAuliffe

he decision to get into your own business has long been regarded as one of life’s “big decisions”. The rewards (and risks) can be high and we are constantly reminded how critical it is to both obtain good advice and to undertake effective research. Fact based data remains some of the most useful research of all and can be an excellent back up to the questions you need to ask. FRANCHISE BUYER • Vol.3 #4

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At FRANdata, we have been collecting and analysing data on the franchise sector for almost thirty years and in our first few years in the Australian market have now accumulated fact based information covering nearly 13,000 franchised businesses; or close to 20% of the reported market. One of our key sources of information is Disclosure Documents which have been provided voluntarily to the www.FranchiseBuyer.com.au

Industry data Australian Franchise Registry™ by more than 100 leading Australian franchise brands keen to promote their commitment to transparency and compliance. With strict regulatory obligations around the content and updating requirements of these documents they remain a highly valuable source of fact based data. One of the more useful applications of data comes from looking past the numbers and trying to learn and question further what the underlying information may be telling us. In the context of franchising it can be very helpful when trying to compare and contrast the offerings of different franchise brands. We are pleased to share some of the data from our most recent report Australian Franchise Facts Vol. 2 and some of the questions that data may pose for readers of Franchise Buyer.

Initial Franchise Fees The overall average Initial Franchise Fee from the documents of registered brands is $44,049, ranging from $3,500 to $92,000. At $45,448, the non-food brands’ average is slightly higher. Franchisors should pay close to attention to how much in expenses they need to offset through their initial franchise fees and justify from a value perspective rather than just set them at their sector’s or competitors’ average. For a new franchisee the key question with an initial franchise fee (and most other fees for that matter) is what do I get for that fee? Some goodwill and attached branding is reasonable but it really needs to be read in conjunction with what other costs (e.g. initial training and other establishment costs) need to be provide for to ensure early success is achieved?

Royalties On average, registered systems charge 6.9% in royalties on every dollar of franchisee sales, ranging from 0.6% to 17%. The concepts with a fixed dollar payment charge an average $17,474 annually, ranging from S2,800 to $60,000. Similar to the initial franchise fee there can be significant variances in the amount of royalties imposed by franchise brands. A key issue for franchisees to understand here is what ongoing benefits come from the ongoing royalty payment. Apart from the ability to use the proven format of the business model it will also typically fund the operations of the head office and the ongoing field support programs in place. Given how vital these support programs are to maximising business performance, and the ultimate return on your investment, they need to be well understood. For example, what is the ratio of field support staff to franchisees? What is the nature and frequency of support provided? How does that support vary from the initial opening to the middle and later years of the agreement?

Marketing On average, registered franchise brands in Australia require a minimum national ad fund contribution of 2.7% up to an average of 3.2%, ranging from 1% to 8%. The average for franchisors charging a fixed dollar amount is $10,965 a year, ranging from $1,300 to $20,800. FRANCHISE BUYER • Vol.3 #4

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It is important to keep in mind the collective purchasing power and increased reach that can be achieved from effective central marketing efforts. The key here is to understand where those funds are spent and how as a franchisee you will be supported to leverage the opportunity they can provide for your business.

Unit Turnover In this case we are not talking about sales revenue but the actual opening, closing and movement of units in the franchise system. Turnover is not to be confused with failures. In fact, many of the occurrences recorded in the relevant documents if further studied, can be positive. Based on the most recent data, a total of 763, or 16% of all franchised units in the sample “turned over” annually, driven mainly by transfers and “ceased other”. Food concepts were slightly more likely to turnover compared to their non-food franchise cousins. Average longer trading hours, retail tenancy challenges, penalty labour rates and general compliance measures could all be relevant in the higher turnover or shorter tenure for these types of businesses.

Multi-unit ownership With about 70% of registered franchise brands having signed up multi-unit franchisees, the popularity of owning more than one unit is well demonstrated. Based on our data, multi-unit ownership is more popular in the non-food industries. 21% of food units are controlled by multi-unit franchisees whereas the share for non-food units is only 16%. The trend towards multi-unit franchising continues to grow with benefits evident for both the franchisor and the franchisee. Many franchisors have embraced multi-unit ownership as an effective strategy in growing their business, preferring to offer new sites to proven performers. Multi-unit ownership can be attractive to franchisees who are looking for signs that there may be: n Sufficient financial return from the business model to support expansion n A willingness to allow operators to build their own multi-unit business n an ability to achieve economies of scale in adjacent and large geographic territories Discounted access to the full report and other fact based information on the global franchise sector for Franchise Buyer readers can be requested through info@thefranchiseregistry.com.au Darryn McAuliffe, FRANdata Australia CEO has over 30 years experience in the banking and finance sector. FRANdata has been supplying independent and credible information to the franchise sector for over 25 years and operates the Australian Franchise Registry. www.frandata.com.au

www.FranchiseBuyer.com.au

Franchise education

The Answer to the Big Question for New Franchisees

How do you choose the best franchise for you?

If you are thinking of leaving your job and starting your own business, chances are you’ve read a wealth of material on the advantages of buying a franchise. But, how do you know if franchising is right for you? By Griffith University and Leona Devaz

revolutionary new educational offering from Griffith University’s Asia-Pacific Centre for Franchising Excellence has been launched to address the most important of decisions facing those embarking on a journey to become a new franchisee. FRANCHISE BUYER • Vol.3 #4

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‘How to choose a franchise that is right for you’ is a unique new educational tool, not available anywhere else in the franchise sector, which provides the valuable framework and signposts for prospective franchisees to navigate what is a life-altering business decision. It is 100% impartial and www.FranchiseBuyer.com.au

Franchise education

independent, with no vested interests or selling of franchise systems. The eClass content has been specifically developed in response to demands for more practical guidance, knowledge and education on the key question of how to choose a franchise that is right for your personal, professional, financial and lifestyle goals. Just as ever-increasing consumer demands have lifted the standards of product and service offerings across all aspects of modern society – from buying a coffee, a car, a house or holiday – it is envisaged that this new learning tool will help to boost standards throughout the franchise sector on the back of better educated and more discerning franchisees. There are many advantages to joining an established franchise system and for numerous people, franchising is an ideal solution. Established franchisors provide a strong brand name that

consumers recognise which often means a healthy customer base. Best-practice training programs teach you how to run the business and support programs deliver assistance. However, pertinent questions like site selection, developing locations, what types of equipment you will need, where to get the equipment, and other initial start-up concerns will no doubt arise. Important financial considerations also include knowing the invest fee and working capital. Becoming a franchisee in a well-established franchise system has many advantages over starting a business, but becoming a franchisee is still a big decision. The ‘How to choose a franchise that is right for you’ eClass is a sector-leading product that aims to fill the gap for an easy-tofollow roadmap that will guide the way for those making their first steps into franchising as a new franchisee. It is the essential guide to choosing, buying and becoming a franchisee and provides the proven know-how to expertly navigate this process, covering everything from understanding franchise terms, the questions to ask, the paperwork and costs involved, due diligence and the professional advisers you need on board. This class will help to avoid the pitfalls, save money in the long run by making the right decision up front, and set the foundations for a successful and sustainable franchise journey.

How to choose a franchise that is right for you’ is presented in six easy-to follow modules that provide the framework to guide you in this most critical of business decisions: Module 1 – Getting ready Module 2 – Analysing a franchise Module 3 – Asking the questions Module 4 – Going through the paperwork Module 5 – Analyse the business offer Module 6 – Become a franchisee Key learning outcomes include an understanding of: why you want to buy a franchise, the different franchise types and their pros and cons, how to assess the franchise business model and if it is suited to you; the processes to go through to know what you are buying, and how to go about deciding on which franchise to buy.

Professor Lorelle Frazer, Griffith University

For more information, visit www.franchise.edu.au or contact Kerry Miles on (07) 3382 1125.

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InsIghts

Do you have any doubts about being too old, too young, not smart enough, or not ready to run your own business? Glenn Walford, Founder of Franchise Buyer, walked away inspired after seeing the McDonald’s© movie ‘The Founder’ – an affirmation of why you should journey into business for yourself.

deliberately went on my own to see the movie ‘The Founder’, having been genuinely drawn to the story of the McDonald’s business – from its early beginnings through to its rapid development. I’d been looking forward to the movie for a while, as like many, I’ve been involved in the franchise industry for some time, and read the books and heard the stories of the legend of Ray Kroc. It is the legend of how he took a small burger business to a massive scale globally and, effectively created the version of franchising that we know today. The movie both reminded and zeroed me back in on a few things that matter a lot as we go forward making our way in business and the world.

when he died at the age of 82 in 1984, saw him take the company from zero to around $9billion in sales. And, if you think you might be too young to get into your own business, well, in the current trend of tech start-ups, and innovative companies started and run by young geniuses, I’m not even going to bother trying to prove to you that a younger age is in any way a barrier either – as I don’t think I need to! In the case of getting into business in a franchise, primarily franchisors mostly want someone who can follow a system they’ve tested and proven already. Also, a person who essentially gets off their arse to be the face of their business locally, and ‘own it’ to drive and grow it. I guess that’s it in a nutshell.

Age is entirely irrelevant

Background can be entirely irrelevant

If you think you may be getting too old to get into a business of your own – or take the leap into that ‘thing’ or idea you always wanted to do – Ray Kroc did not even come across the concept of McDonald’s until he was 52 years old. His next 30 years till

Ray Kroc had quite an advantage that helped identify the potential of McDonald’s straight away, and helped him grow it. In his previous career, he travelled to and visited hundreds, if not thousands of food service establishments across the USA,

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InsIghts selling paper cups and milk shake mixers. Consequently, he knew what worked and knew intimately what customers wanted, what trends were hot, and generally where things were going because of these experiences. In fact, his broad travels made it abundantly clear to him that the market was ripe for every town across the USA to have a consistent, family focused food service offer destination. Yes, he had little to no franchise or direct food service operation experience himself, BUT the background he did have, meant that it more than made up for that aspect he was missing in spotting the potential. It’s one thing to have these ideas and manifesto, it’s an entirely other thing to execute a response and solution to take advantage of it. But, in your situation, and probably why you are reading this magazine – you are likely looking for a business of your own, probably a franchise. Well, the good news is, that in so many franchises, the very essence of the franchise model means that your background is ENTIRELY irrelevant. Most franchisors you will see maintain and attest to the fact that they will train you in absolutely everything you need to know and do, and then support you as you implement the system. This is a great way to get into business for franchisee and franchisor, and Ray Kroc sure as hell knew it.

Persist Persistence is the most underrated trait in business. Far more reliable than brilliance or genius, and more useful than creativity, persistence is the patch and glue needed to keep it all together

Lessons in Quotes from Ray Kroc “There is almost nothing you can’t accomplish if you set your mind to it” “If you’ve got time to lean, you’ve got time to clean.” “You’re only as good as the people you hire.” “Look after the customers and the business will take care of itself.” “If you’re not a risk taker, you should get the hell out of business.” “The quality of a leader is reflected in the standards they set for themselves.” “If you work just for money, you’ll never make it, but if you love what you’re doing and you always put the customer first, success will be yours.” FRANCHISE BUYER • Vol.3 #4

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while all other aspects are marshalled effectively into place. Ray Kroc had spades of persistence. In my family life, I’ve got a simple saying I’ve said and drummed into my 3 young boys all their lives when something isn’t quite working out how they want, ‘Just think it through.’ Almost any challenge is met and mostly solved by simply ‘thinking through’ the approach. It has become of a bit of a calming mantra for my boys to fall back on in challenging moments anywhere they are. I’ve always liked the simplicity of it and use it myself as well. Ultimately it is about focusing on being calm and persistent in finding a solution to any problem. Ray Kroc constantly referred to it as ‘grinding it out’. In fact, his book on The Making of McDonald’s is called ‘Grinding It Out’. It occurred to me that all of us who are either in business for ourselves, or in any way considering getting into business – we all have a bit of Ray Kroc inside of us. We all have that surge of adrenalin, and subsequent enthusiasm, excitement and drive as we get ideas pin balling around our heads. To many, on the surface, Ray Kroc was nothing special before the McDonald’s juggernaut. He probably passed as just another sales person peddling their wares. Yes, he was ambitious, and with strong corporate sales performances but, a global eradefining food service chain, that established the ‘ground rules’ for the franchising business model for the world?

Wow, that is some effort! How many Ray Kroc types are out there right now, just busting to get growing in business to prove themselves and all their naysayers wrong? They might not have a 36,000+ global store foot print in them, but in my view, enormous successes are relative. I hope that’s you… Here’s to all entrepreneurs chasing a dream. www.FranchiseBuyer.com.au

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Want to make a clean break? Build your future with Chem-Dry Chem-Dry is the world’s largest carpet cleaning franchise, and has been helping Australian’s realise their dream of business ownership since 1986.

Franchises available in all capital cities & regional centres

Our unique, hot-carbonated water extraction method, combined with best inclass products and services, and unparalleled training and support, make it impossible to find a better cleaning franchise opportunity. No experience is necessary, as Chem-Dry provide comprehensive training on all aspects of the business. Our on-going marketing and operational support will ensure that you are able to enjoy the flexibility and lifestyle benefits that owning your own successful business can provide.

1800 243 637 chemdry.com.au

If you’re ready to make a clean break with your own Chem-Dry franchise, simply fill out the information form on our website, or call our franchise business info line on 1800 243 637.

Mobile Upholstery Repairs brings loved items back to life There is nothing better than coming home to an immaculately designed interior and a fantastic variety of designer furniture. That’s why Mobile Upholstery Repairs comes to your space and fixes your furniture fast. By Rachel Kurzyp

obile Upholstery Repairs began in 2009 when CEO Mark Watkins saw an opportunity in the market to bring furniture upholstery repair and restorations - from repairing recliners to removing stains on a coffee table - to the client. Currently servicing Queensland and New South Wales, the franchise is looking to expand into other states and territories. “Our market is very wide”, shares Mark. “Our clients range from a hospital to working in an individual’s mansion. We’ve even repaired a model ten-foot-tall dinosaur that was made of latex for a lady that works with toys”. Everything a franchisee needs to start work – all the tools, equipment, and product – is provided. “We also provide two-weeks training in our Gold Coast head office. During this training

franchisees will also learn how to use our CRM system, do basic bookkeeping, generate sales and build their own personal clientele”, says Mark. A successful key ingredient is the Mobile Upholstery Repairs’ diary which acts as a support system, providing direct links between the franchisee and head office. “Most of our franchisees complete four to six jobs a day”, says Mark. “Franchisee’s use the diary to see their daily schedule, access customer mobile numbers and let them know they’re on their way, and upload job information like photos and notes”. Head office also helps manage franchisee diaries, removing the pressure of personally dealing with large, national corporate clients. “We get a lot of enquiries from large corporations and we find they prefer to deal with one person

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at head office”, explains Mark. “This corporate work is then automatically added to a franchisee’s diary on our online CRM system which can be accessed 24/7”. Flexibility, ongoing support, and access to national clients, are just some of the benefits of running a Mobile Upholstery Repairs business. “We’re looking for people who are self-motivated and have experience in and enjoy hands-on roles. As long as you can drill a nail into a piece of wood, you can be very successful”. The job isn’t physically demanding either. “Some aspects of the job are physical but not any more so than mowing your lawn. A lot of our work is repairing leather which is not physically demanding and in fact, a lot of people say ‘you’re like an artist’ because it’s more about precision than stamina”.

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What’s your marketing strategy? Thanks to Xpresso Mobile Café’s new mobile app and food menu you can have your coffee and favourite snack when you’re on-the-go. By Rachel Kurzyp

presso Mobile Café is at the forefront of connecting with their customers using innovative and interactive technologies. “We recognise that communication is one of the key features of how we connect with our customers. We know business is all about people and our customers and we want to be able to talk to each other and build those micro-relationships”, shares Xpresso Mobile Cafés Managing Director, Jonathan Payne. The smartest and quickest way to create long-lasting relationships with customers has been through Xpresso’s smartphone app, which now has social media and loyalty program features, all the essentials to running a successful Xpresso business. “What this new app can do which previous incarnations couldn’t, is support pre-ordering and pre-paid coffee”, says Jonathan. “This app allows our customers to connect

and have a two-way conversation with the franchisee. The most successful franchisees are the ones that harness this technology to build their database but also increase the average spend per customer by promoting their specials of the day or week”. Xpresso Mobile Café is also leading the way with its new niche food products, a perfect to addition to that 3pm caffeine pick-me-up. “Traditionally our franchisee’s would access food such as fresh sandwiches and muffins from a local supplier”, explains Jonathan. “This is because we encourage our franchisees to become heavily involved in their community”. Head office is also providing franchisees individually wrapped highquality items with a longer shelf life like cookies and protein balls. “Foremost, this decision was made because we want to help our franchisees build a successful business”, says Jonathan. But

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it also provides some consistency across the brand and allows us to differentiate ourselves from other coffee providers”. This coffee franchise’s growth is attributed to the brands focus on marketing strategies and technology. “Social media always ties into everything we do, at a local and head office level”, explains Jonathan. “Our franchisees control their own Facebook accounts and they are able to leverage and benefit from our national account which markets them as a whole”. However, Xpresso Mobile café proudly remains a face-toface business. “It’s about buying into the personality of the operator”, explains Jonathan. “This is why we are careful about who we bring into our business and once we do we help them introduce themselves to their community, local schools and businesses”.

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Tips on How to Build a Profitable Business Based Around Your Skillsets Vintage Letters & Co husband and wife team, Chris and Mel Ward, turned their bright idea into a successful business overnight. Today, Chris explains how knowing and understanding their skill sets has allowed them to build an innovative lifestyle business in a billion-dollar industry. By Rachel Kurzyp Focus on what you do best

figure out the delivery range and how much to charge”, explains Chris. “It will also show us what we haven’t booked out for the month or what isn’t popular so we can do a promotion or get rid of that product completely. Using our data helps ensures we make better business decisions”.

The day-to-day management of the business is done by Chris, while Mel handles the customer orders, enquiries and bookkeeping. “Clearly separating our roles ensures everything runs smoothly”, says Chris. “We have become really effective because we know what we have to do and are able to bounce off each other. Our business is now easy to run because we have procedures in place and we just follow them”.

Talking to the right people When Chris and Mel attend expos there is a line of people out the door waiting to speak to them. “We do three different types of promotion: print ads in bridal magazines, social media advertising and exhibitions”, shares Chris. “Thanks to our marketing efforts, we have customers booking a year and a half in advance”.

Design your products around your strengths Experience in the construction industry gave Chris an advantage. “We wanted to produce something unique so we decided to create our own vintage style letters made from steel”, explains Chris. “Due to my trade background, I knew what shapes you could make and how to use the materials costeffectively. We then worked with our manufacturer to produce a product we were happy with”.

Go slow so you get it right While the franchise is growing steadily and currently looking for a franchisee for each state and territory, Vintage Letters & Co doesn’t want to expand too quickly. “We want to really test the market in each area first. We want to ensure we can replicate the success in Perth. Everything is indicating that we can, and this is something that is getting us and potential franchisees very excited”.

Don’t be afraid to rely on tools Vintage Letters & Co uses MYOB, WordPress and Woo Commerce to ensure their finances and bookings are seamless. “All the information we collect from Woo Commerce helps us FRANCHISE BUYER • Vol.3 #4

www.FranchiseBuyer.com.au

ADVERTORIAL

Summa Campbell-Greene

Leading mortgage broker attracts more women to profession Australia’s leading mortgage broker, Aussie Home Loans, is searching for savvy businesswomen to join its successful and fast growing mobile and franchise broker networks.

ue to its focus in this area, the brokerage has recently lifted the percentage of its female recruits. In the 2016 financial year, new female mobile brokers increased to 29 per cent nationally, the highest percentage across the past three years. While this is great progress, Aussie is determined to close the gap even further. Over the next four years, Aussie aims to achieve gender balance across its new recruits and is investing in recruitment, training and mentoring in order to achieve this. Summa Campbell-Greene is an Aussie Mobile Business Leader in Brisbane and leads 46 brokers, including 13 women. FRANCHISE BUYER • Vol.3 #4

Her role is to provide mentoring and support to her team and help them grow their business. Summa finds that women are attracted to the industry for multiple reasons. She said “Many women have a natural tendency to be able to establish and nurture relationships throughout major life events, such as buying a home. They also have the ability to organise themselves and manage multiple priorities – a really important trait of a successful broker.” “Essentially, mortgage broking provides an excellent |

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ADVERTORIAL

opportunity for people who like to help others and who are looking for variety and flexibility in their work day.” Aussie prides itself on the support it provides its brokers. As well as training and mentoring programs, the brokerage runs regular ‘Women of Aussie’ events, which bring the female brokers from each state together every quarter to support each other and create ongoing relationships. Summa said “It’s important to identify female mentors at the top of the broking profession and recognise and showcase their expertise. It’s great for women to see other women enjoying success to inspire them and show them what they can achieve.” The Aussie Group is growing quickly, settling close to $22 billion worth of loans over the last financial year, and has been the recipient of many industry awards including claiming Australia’s Top Brokerage spot for the fourth consecutive year. +

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Summa said “When recruiting brokers of either gender, Aussie is open to meeting with people from all types of career backgrounds. Specifically, we look for people who are able to demonstrate great customer service and the drive and ability to run their own business.” For information on how you can become an Aussie Broker, visit aussie.com.au/careers or call the Recruitment Team on 1300 36 13 97.

+Top Mortgage Broker Winner 2013-2016, The Advisor. Aussie is a trade mark of AHL Investments Pty Ltd. Aussie is a partly-owned subsidiary of the Commonwealth Bank of Australia ABN 48 123 123 124 AFSL and Australian Credit Licence 234945. © 2016 AHL Investments Pty Ltd ABN 27 105 265 861 Australian Credit Licence 246786.

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Tile Rescue: The Clean Approach Effective franchise models provide systems to franchise partners. While issues, problems and “something not going their way” are bugbears industry-wide, Tile Rescue resolve this through online technical support, phone support, admin and marketing teams. With a “well put together structure”, Tile Rescue CEO, Mr Bill Hyde says, “we’re now attracting good quality franchisees.” By Leona Devaz. VIP System

Here’s how it works:

For franchisees seeking an “extra revenue opportunity”, the VIP system provides customers access to an online retail shop. Cleaning and maintenance products are purchased at 25% discount and Head office does the shipping. Franchisees receive 25% of each item sold. Traditionally bathroom and floor products were purchased at supermarkets, “but now, Head Office put the pack together and it is a bit of a wow factor”. It helps “set up rapport” and the VIP customer number can be used to sign up the customer’s family and friends.

1. Lead comes into Head Office who enter it into the franchisees Rescue Hub. 2. It’s picked up as a lead into the bookings calendar. 3. Franchisees turn up on site and do the quote (set out online generically). 4. Quote is converted to a job and client booking. 5. Franchisees completes required work. 6. Quote becomes an invoice (picked up by Xero). 7. Reconciled in the accounting system.

Tile Rescue innovation Whether it’s materials or tools for doing the job, Tile Rescue prides itself on innovation of products and designing methods to save time. Mr Hyde says, “products are sourced and tested locally”, many bespoke to the company. For a business “that does everything to do with tile and grout maintenance,” an efficient working environment is crucial. Thanks to the invention of specific tools, franchisees no longer need to engage in work on their knees (a big plus!). “We’re also just ready to start testing a tool that will let you stand up, walk along and roll into the grout joints. The innovation of ways to do showers and floors just got better and better.”

The Rescue Hub The Rescue Hub is an online quoting and reporting system “which cuts down hours for franchisees”. As Tile Rescue “do a lot of work for property managers, we can now do a report on the spot and email it. They can send it to the owner and it’s a more polished and professional approach.” Buying supplies online, tracking “simple KPI’s like conversion rates and average sales” are helping franchisees “do more on the move and less when they get home”. FRANCHISE BUYER • Vol.3 #4

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Tips on How to Jump into a Franchise in your 20’s Domino’s franchisee, 24-year-old Louise Di Pauli is set to become one of the youngest multi-unit franchisees in the network. After securing her first store in Mawson, Canberra (at 23-years-old), a chance to purchase her second store in Kambah, Canberra has seen this entrepreneur jump at the chance. By Leona Devaz.

ouise knows recognising accomplishments is important, “I really enjoy being able to celebrate my own wins”. The hard work I put into my own store will benefit myself in the long run. I love the flexibility because I am able to work when I want to work. As I am quite young, the goal for me is to get ahead as I want to retire in 15 or 20 years,” said Louise. Working at Domino’s for nine-years has provided valuable insight into running a franchise. She tells Franchise Buyer her success tips, career highlights and advice for prospective franchise owners.

I moved to Melbourne at age 22 to become a Franchise Trainer which was actually the best role for me. It gave me a chance to look at how well businesses can be run. So I was able to use that knowledge to my advantage and put that into place when purchasing my own business. Early on in my career with Domino’s, I was in the National Pizza Making Competition at Domino’s National Rally which was another huge achievement for me.

Any practical tips for our franchise community. ‘Be prepared to work hard’ –because I have noticed a lot of people buy into a franchise thinking that they won’t have to do a lot of hard work. ‘Follow the system 100%’ - the guidelines are there for a reason. It works for other people in the franchise so it’s best to use it to your advantage. ‘People and staff are your most important asset’ – you cannot underestimate the importance of having a fantastic team behind you. ‘Look at the whole franchise’ – Ask yourself if the outlay is worth the investment? Is the brand big enough for what you have to pay for it?

What’s helped give you an advantage over the competition? Domino’s has always placed a huge importance on the products we sell and the service we provide to our customers. The online technology is really helpful as a franchisee, and the company is building a lot of momentum right now. E-Bikes have really taken us to the next level in terms of the areas we can deliver to. We currently have four E-Bikes in my Mawson store in Canberra.

Tell us your career highlights. I was a Domino’s Store Manager at age 18 and a Regional Manager at age 20. FRANCHISE BUYER • Vol.3 #4

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Three questions to ask yourself before becoming a franchisee Ever wondered what you should be asking yourself before buying a franchise? ActionCOACH Australian and New Zealand CEO, Paul Henshall shares his three go-to questions and explains why his business coaching service might be the franchise you’ve been waiting for. By Rachel Kurzyp

hy do you want to do it? Do you want to do it on your own? And what are your knowledge and skill gaps so you can choose the right franchise for you? These are the most important questions you should ask yourself, according to Paul. Most people know what they have to do but they don’t know where to start. That’s why Paul spends his days helping small business owners make better business decisions and become more efficient and effective. He helps you ask the hard questions and understand yourself. “You have to be keen to do what the franchise does”, shares Paul. “For ActionCOACH, that’s working with small and big business owners to help them grow their business on a 1-to-1 basis. Most franchisees are attracted to a business because it allows them to do more of what they love, what they’re good at, and it makes them happy”. The second question to ask is, “Do I want to do it on my own or as a part of a franchise? And, what are the advantages and FRANCHISE BUYER • Vol.3 #4

disadvantages for both?”, explains Paul. The decision often comes down to whether you have enough experience or not. “You’re either a person who likes to create systems or a person who prefers to follow them”, says Paul. Franchises already have systems in place. “At ActionCOACH we encourage franchisees to use the systems, learn from them and then suggest how we improve them. Our franchisees don’t have experience in all the aspects needed to run a successful business so they need to choose a system that fills in the gaps”, says Paul. Franchises are a great middle ground for those who don’t want to be completely independent or work for someone else. “You spend a bit of money but you save a lot of time because you’re buying someone else’s experience”, shares Paul. Franchisees initially work with ActionCOACH for its brand and Intellectual Property (IP) but it’s the company’s global network and extensive training for the lifetime of the franchise that they find most valuable. “What we do differently is help people grow, if you stumble and fall we pick you up”, says Paul. |

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Here’s the Top 7 reasons why our Franchise Partners joined us… 1. To help others. 2. To enjoy work and life. 3. To develop as an individual. 4. Return on investment. 5. To utilize their skills better. 6. To improve their work-life balance. 7. The positive team culture. Is your ideal lifestyle to operate a professional white collar business, spend more time with your family, have more leisure time, and generate a great return on your investment? Imagine being part of the world’s leading white collar franchise in a high growth industry with no perishable inventory. With a business model that allows you to use your years of professional business skills to help other companies grow. Now imagine you can do that from home. As you consider your options, take some time to consider ActionCOACH .

“I had a tough 2 years building this business and learning my new profession, but now I’m eclipsing my corporate earnings, on my own terms, in a 2 1/2 day week, so I get all the time I want with my wife and kids. I admire the calibre of people I get to work with and learn from and I’ve got the satisfaction of knowing that my clients are the biggest winners - they’ve already scooped 42 business and professional awards.” Lucas Vigilante - ActionCOACH Franchise Partner “The additional business knowledge I’ve gained through the ActionCOACH training has had a massive positive impact on my own business as well as those of my clients. I feel like I have found my vocation at last. After 30 plus years of running my own business, I finally have found the most rewarding work I have ever done.” Pam Featherstone - ActionCOACH Franchise Partner

1800 508 364 WANTS YOU! To join the World’s Number 1 Business Coaching Team

www.actioncoach.com/australia e: paulhenshall@actioncoach.com

Engage and Grow is putting the heart back into business Deloitte recently stated that engagement is the one key element every successful business needs but most businesses have terrible engagement levels. Thankfully, Engage and Grow knows how to bring the colour back into the minds of employees and organisations. By Rachel Kurzyp

“W

e’re pioneering a new way to create, to advance your systems, behaviour and culture. It’s not coaching and it’s not training; it’s a facilitation of change”, says Engage and Grow CEO and Founder, Richard Maloney. In just a year, the global coaching company has expanded from four coaches to 94, illustrating how valuable their Group Activation System is. The company is based in 15 countries, working across government, health and banking sectors as well as with tradesmen and entrepreneurs.

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Unlike traditional employee and leadership training, “no pens and paper are required”, says Richard. “Traditional training is over. Peoples’ brains are full. They go to a one-day workshop and retain that information for a couple of days afterwards, then it’s gone”. That’s why Engage and Grow coaches attend a client’s site for one hour each week for 12 weeks to “build leaders in their own fish pond”. This approach has resulted in a 300 percent increase in engagement compared to the usual 10-15 percent. “We take them on a journey and we get them to own their whole work environment in a way that’s empowering and creative. It’s a great model for millennials and older generations to connect and to expand”, explains Richard. According to Richard, every business has a heart and brain. “Your brain is your systems, programs and procceses. And your heart is your relationships, communications, culture and leadership. At its core we open up the hearts of a business by helping people to understand themselves and each other better”. The franchise is expanding quickly and is looking for experienced coaches who have a genuine desire for humankind. The online training only takes three hours to complete and from here coaches are able to participate in online webinars, gain ongoing program support, and even have the opportunity to receive a passive income from business referrals. “Everyone at the moment is either a coach or HR manager”, says Richard. “Our coaches are separating themselves from the rest of the pack because they are setting themselves up as an Engagement Employee Advisor. Our franchisees are raising the productivity and getting everyone activated and engaged”. If you’re interested in becoming an Engage and Grow coach join the waiting list and prepare for a life-changing career change in 2017.

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GroutPro gets it done, one tile at a time. Thinking about not returning to your job after Christmas? Well, you’re not alone. GroutPro’s National Franchise Manager, Delena Farmer, understands that when people get the post-holiday blues, they might wonder, “…what type of work am I going to do next?” If you’re one of those people, by attending GroutPro’s training course in February 2017, you’ll gain first-hand skills and knowledge from real-life fellow GroutPro franchisees. By Leona Devaz A Specialised training course If you’re a new franchisee, this is the course for you. Fellow franchisees help deliver practical training and answer your questions so you can ramp up your business skills, gain practical training, and learn effective marketing strategies. Also, as newcomer, you’ll acquire invaluable access to support within the network. According to Delena, “One of the comments on the most recent course was, ‘I can’t believe how comprehensive it is!’” Complementing the course is an online forum, in which GroutPro franchisees get to, “share information and post jobs,” says Delena. “The new people will get on there and say, ‘I have this job.’ And the more experienced franchisees will offer helpful advice, by saying, ‘Okay, you should be doing this,’ or and ‘I’ would do this,’ or ‘I did this job last week, and this is what I came up against’.’” Highly personalised interactions and sophisticated software are the basis of the allow for 24–7 coaching. “People say, ‘We’ re running our own business, but we have someone we can go to straight away and ask questions of.”

really proud of. What I’m seeing lately is a whole heap of guys – they did a trade; did mines, but there was no job satisfaction.” A double-sided drawcard of the GroutPro franchise system is that these guys are prompted to remembering how happy they were “on the tools” and “making a difference in somebody’s life”.

Demand for the service Franchise territories are available in Australia’s capital cities, and the business is “getting bombarded with customers saying, ‘Can you do my tiles?’” Lead generation isn’t slowing down, and next year, GroutPro will be adding 20 capital-city franchises to its stable in capital cities. “With GroutPro operators they can virtually choose where they want to work,” Delena says.

Types of franchisees People from a wide variety of backgrounds are attracted to implementing the GroutPro system, Delena explains, “from people who’ve renovated a house, to people who’ve come from a management background. [They] want to do something they feel FRANCHISE BUYER • Vol.3 #4

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For the love of marketing Have you ever considered owning your own business? And have a passion for marketing? Then Luv4 Marketing may be the franchise for you. By Rachel Kurzyp

uv4 Marketing is a global marketing company servicing businesses with marketing and training needs. Having partnered with ActionCOACH, a top 50 Franchise organisation in 2014 with more than 1000 franchisees, Luv4 Marketing is using the power of their network and love for building communities to position themselves as the number one digital franchise in the world. “As a new franchise we are in a very special position”, says Managing Director and CEO, Chris Cooke. “We are taking a 22-year-old franchise IP – their training, systems and lead generation - and putting it into a marketing business. Already a global brand, Luv 4 Marketing has a presence in over 62 countries ranging from UK, USA, Canada, South Africa, Australia, and even Namibia. This widespread network has allowed Luv4 Marketing to become one of the only scalable marketing companies. The franchise provides a range of services for its clients from first class training to paid search expertise and lead generation. “We wanted to build a marketing training business like no other. And we have accomplished that”, says Chris. Offering both online and faceto-face training, allows franchisees to benefit from a passive income and form strategic partnerships. “We’ve developed training products that our franchisees deliver so they don’t have to invest their time in developing it, in managing it, and maintaining it; they simply sell it”, explains Chris. Luv4 Marketing is a business designed specifically to fit around and support people who have a busy work and home life, including parents. “We know having children is a life-changing moment”, says Chris. “That’s why we are offering a part-time FRANCHISE BUYER • Vol.3 #4

role with a full-time income.” Luv4 Marketing Operators don’t need to have any previous business experience, although a background and passion for marketing will help. “We put all of our franchisees through the marketing training, but we are looking for an aptitude in sales”, explains Chris “You have to be happy talking to people and be able to knock on a door and pick up the phone”. The entrance fee is $25,000 USD (Luv4 Marketing will convert to AUD), and Chris recognises that this investment is suited to people who are financially able to put in the work initially. “Anybody who is coming into this, will see the materials, the presentations, and the quality of what they can sell”, says Chris. “If they have any passion for this, then we know they are going to be a very high converter”. |

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Working together to achieve continuous growth Business finance brand Fifo Capital has been supporting business success for over 10 years. Now this renowned and respected brand is looking inwards to see how working together can ensure they continue to provide purpose-fit funding when businesses need it. By Rachel Kurzyp

y the year 2020, Fifo Capital aims to have positively impacted the lives of more than 5000 small to medium enterprise owners by providing effective cash flow solutions. That’s no easy feat, but, Fifo Capital Franchise Expansion Manager, Andrew Roberts thinks it’s “important to have a big vision”. The organisation has a three-tiered approach to ensure they reach this vision: expand their annual calendar of training events; create a business partner forum to manage issues, ideas and products; and drive the growth of their referral system. “Our business is built on referrals, so building and developing relationships with trusted business advisers is a must”, explains Andrew. “It’s important our partners stay motivated throughout the whole process”. The addition of quarterly face-to-face training in each state and fortnightly webinars to their training suite are designed to “help business partners be more effective in their day-to-day operations so they aren’t wasting time on ineffective strategies”, says Andrew. Business partner forums will include a representative from each state and meet four times a year with the task of enhancing the overall growth of the business. “The forum will be a direct FRANCHISE BUYER • Vol.3 #4

communication channel between the partners on the ground and the head office”, explains Andrew. “We’ve realised we’ve got an incredible group of business partners with a wide variety of backgrounds, knowledge and skills. We want to harness this and we feel our forum will be the best vehicle for that”. While Fifo Capital’s network is currently 50-partners strong, the franchise is planning on building their networking particularly in Melbourne and Sydney and the major regional hubs. “In the areas where we have higher representation like Brisbane and Perth, we also have greater brand recognition”, says Andrew. “We want to increase our reach because the more people we have out there advocating for our brand the more business there is for everyone. We’re working together as a team to fill in those gaps”. Like all franchises, Fifo Capital has had its share of growing pains and challenges. “We are now at a point where we are through the majority of those challenges”, shares Andrew. “Our company is at the mature stage and that’s why we are putting strategies in place that are going to take Fifo Capital to the next level.”

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Stellarossa supports franchisees every step of the way Stellarossa’s growth in the last year is no small feat. Especially when you learn the well-known espresso bar franchise isn’t a massive organisation with hundreds of franchisees like other hospitality businesses. So, how do they do it? By Rachel Kurzyp

tellarossa has already opened three stores this year and another six will open before Christmas. This is made possible due to the company’s external focus on helping franchisees overcome their four biggest challenges when starting and growing their own business: securing finance, paying annual fees, maintaining high standards and attracting customers. “One of the biggest challenges for franchisees is securing finance”, says Darren. “We’ve established good relationships with franchise lenders and we assist franchisees as much as we can. We find franchisees who can show they have some equity such as property behind them, are more likely to gain finance”. Unlike some other franchises, Stellarossa has packaged up their fees to make them more accessible to franchisees who are just starting out. “We keep our entry price realistic and our ongoing fees low”, explains Darren. “Only 4.75 % of their gross turnover is our total fees, ($350 a week for first $10,000, and then 6% of anything thereafter) which is very attractive for incoming franchisees as our competitors’ have fees of around 9 to 11%”. The quickly growing franchise continues to support every FRANCHISE BUYER • Vol.3 #4

individual franchisee. “We visit each store every two to three weeks”, says Darren. “We conduct regular store audits every quarter and we give the franchise partner a score out of 100 points. Franchisees are audited on everything from cleanliness to uniforms to turnover”. Stellarossa also continues to provide marketing support but doesn’t charge their franchisees a marketing fee. “We don’t have a marketing levy but we do expect our franchisees to spend 2% of their total gross on local area marketing. Especially in the first few years to increase brand awareness and sales”, says Darren. “It’s very attractive for franchisees not to have to spend 2-3 % of their earnings to head office and to be able to spend it how they want to.” With Stellarossa now ready to expand to all states and territories, Darren says he’s looking for “someone who doesn’t have any preconceived ideas about franchising. They are open minded and don’t need extensive hospitality experience. But they do need to be willing to learn and willing to listen”.

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CXpresso On a Roll with Their New Brand. Croissant Express celebrates its 30th birthday in Western Australia next year and is already welcoming to the market CXpresso – the sister brand of Croissant Express – a vibrant addition to one of Australia’s favourite bakery café chains. By Leona Devaz

n imminent need to modernise Croissant Express from its beginnings as a takeaway sandwich shop, has seen the business move from humble croissant brand to a unique grab-and-go offer to a contemporary bistro menu created in consultation with franchisees. National Operations Manager, Steve Andrews says, “we are happy for them (franchisees) to assist in creating the menu and develop the brand. We have quarterly meetings with all our franchisees.” In these group sessions franchisees assist in “developing the next round of menu changes, product changes, and development in the future of the brand. While we are a franchise system, the actual end product is a collaborative venture between the franchisees and franchisor.” Highly motivated and passionate foodies who love coffee, love customers and love providing great customer service are attracted to the changing menu style. According to Steven, “the brand suits people who want to ditch their day job and venture out doing their own thing. What they love to do is run their own business and do their own food with a low-set up cost”. The low-cost set up fee starts at $300K minimum (depending FRANCHISE BUYER • Vol.3 #4

on the site) and is a one-off, “no hidden fees or charges and our model is less labour intensive when it comes to our menu and operations.” Steve explains that efficient “operating systems mean less labour cost and equipment; two pieces of equipment produces 90% of the products.” New CXpresso franchisees undergo four weeks of training to learn the background of the brand and operations. For Steve, franchisee involvement, “in the future of the brand is critical, their voice is more important than our voice. They are on the ground and know what the customer is saying. Franchisees need to have a successful business in this market; they need to be involved.” Expansion planned outside of CBD markets in WA and QLD. Resale stores and new sites available. Refurbishment plan underway in WA. Master Franchise opportunities are available in F.N.Q, SA and NT Interest in Tasmania is welcome

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InXpress is positively impacting businesses

Global freight company InXpress is supporting businesses and franchisees to save time, make money and run a business without the hassle. By Rachel Kurzyp

hat began as a family business in the UK in 1999, InXpress now operates 368 franchises in 13 countries and has steadily grown its presence in Australia since it opened its doors in 2009. The 38 franchises operating across the nation provide complete shipping solutions, tailored to the specific needs of small and medium-sized businesses. The company does this through reselling the services of the major logistic companies like DHL, TNT, Toll and Star Track. Recognising a significant gap in the freight market, InXpress targets businesses that traditionally global logistic companies wouldn’t dedicate personalised time to or consult for. Account managers of companies like DHL prefer to work with businesses who are spending more than $5,000 a month. However, small e-commerce companies typically spend $1,500 to $5,000 a month so they receive limited support. InXpress wanted to change this. “We are their logistic specialists and their consultants”, says InXpress General Manager Australia, Glen McKay. “We can sell multiple services, on one invoice, with one point of contact”. Being in business for 17-years has allowed InXpress to build upon its unique franchise model. It offers residual and passive income that compounds monthly while providing franchisees with the support and flexibility they need to build a successful business. “We don’t charge franchise fees on gross revenue”, FRANCHISE BUYER • Vol.3 #4

explains Glen. “Instead, we charge franchise fees on the gross margin generated from the shipments”. InXpress has limited opportunities for franchisees with only 30 or so remaining positions available nationally. And with the initial franchise fee increasing from $64,950 to $74, 950 as of the 1st of January 2017, it’s the perfect time to reach out to InXpress whose proven model will support you to make a 100% return on your investment within 18 months. “It’s one of the only franchises where you build residual recurring revenue”, says Glen. “Once you sign a customer up they just keep shipping and you keep making a margin on every shipment they send out”. InXpress franchisees come from “all walks of life” says Glen. “We’re looking for self-motivated and self-driven people, and sales experience isn’t essential. Once our franchisees go through our training, they come out with all the knowledge they need to be an international freight consultant”. World class training and support systems are available for all InXpress franchisees. After the Initial seven-day boot camp training, franchisees receive quarterly reviews with business coaches and can attend national and global conferences. But what sets them apart is they “offer support and training based on the individual franchisee needs”. “Franchisees have regular contact with business coaches who help out in the field, plus the support centre is available for any questions or queries”, explains Glen.. |

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Eye-opening business performance sets Sleepy’s apart from the rest With industry leading low upfront capital requirements, a proven sales track record combined with delivering +15% current year growth in real Gross Profit $, this retail mattress franchise group is shaking up the bedding market. By Rachel Kurzyp

leepy’s success is evident in their growth rate. Since 2012 they have continued to grow an average of 7% per annum and today, franchisees average GST inclusive annual turnover is $1.3 million, up from $1.1 million four years ago. “These growth rates prove the model works and we’ll keep working hard to achieve the best for our franchisee partners and corporate stores.” says Sleepy’s National Franchise Manager, Guy Elliott. With a number of corporate stores Sleepy’s commitment to the success of their network is paramount when considering product and range changes, marketing and operational policies. An ever growing trend is the awareness of how beneficial a good night’s sleep really is to good health. A significant advantage in the Sleepy’s sales process is customers are properly fitted to the right bed for them and not just sold a bed, shares Guy. Sleepy’s is expanding and is very interested in talking to people who are looking for a business opportunity for themselves – one which includes a high level of support and commitment from the franchisor. “It’s not a transactional business, it’s a sales business, so a franchisee needs to be interested and passionate about selling and solving a customer’s needs”, explains Guy. Each new franchisee is given two-weeks training to begin with: a mixture of classroom sales skills and floor skills in the shop and a full understanding of the point of sale and reporting system. “We spend a lot of time getting the franchisee comfortable with the process and having as much product

knowledge and marketing appreciation as they can as early as possible”, shares Guy. Franchisees also work closely with their Business Development Manager who is allocated to them for their support and mentoring. They attend company-wide meetings as well as learning and development training four times a year giving them a great opportunity to talk to other franchisees and corporate store managers. The Sleepy’s business model is simple from an operational perspective because it doesn’t have the complexities some franchises have. “Your stock arrives, it’s displayed on the floor, and then you focus on driving as much traffic in to your store and executing as many sales as you possibly can”, says Guy. Unlike other franchises equipment maintenance is low, the floor and beds are easy to keep clean so that more effort and attention on the things that really count is available to you and this means more face to face interaction with customers. The number of staff required is also minimal, with one franchisee plus two staff able to run a 300-350 square metre showroom holding around 40-50 beds. Guy further explains why the model appeals to many who look closer at it because, “the entry cost is low, with the average new store costing between $180,000 to $220,000 including stock and the franchise fee.”

The Sleepy’s Difference

Smaller shop floor sizes = lower fit out costs and lower stock holding requirements for Sleepy’s franchisees who also have access to world exclusive designer prints displayed on a range of their mattresses with another exclusive range tested and endorsed by the Chiropractors Association of Australia (CAA) giving our franchise partners a strong competitive advantage in the market. We pride ourselves on customer satisfaction with our 60 night comfort exchange guarantee and free old mattress removal available 365 days a year. Guy Elliott, Sleepy’s

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average Franchisee current annual sales + $1.3M

average current year gp$ growth + 15%

average like For like sales growth + 7%

national network 23 locations

c r e at i n g yo u r ow n o p p o r t u n i t i e s

It would be safe to say that most Sleepy’s franchisees started out with an idea of a business for themselves and decided to further investigate franchising. Apart from your time it costs nothing to begin the journey with an initial phone call or email to get the ball rolling. The Sleepy’s team is there to help you decide and will be happy to discuss all of the aspects of a Sleepy’s opportunity. Sleepy’s is the only mattress retailer with a range tested and endorsed by the Chiropractors’ Association of Australia. We believe in our service and range so much, we support our mattress sales with a 60 night Comfort Exchange Guarantee. Sleepy’s currently operates 23 locations in Australia and is seeking interest from people who are passionate about their personal success. if you are interested in talking over a sleepy’s franchise opportunity further, please contact guy elliott, national Franchise Manager on (07) 3895 4100 or 0434 254 154 or email franchising@sleepys.com.au

Body Language

How to decide what you

start by writing a list!

want in life (& business)

The reason most people don’t accomplish much or have much in their lives is because they haven’t decided what they want. Here is a proven way to do just that… By Allan & Barbara Pease

ost people struggle with questions such as ‘How do you define success?’; ‘Who do I want to become?’; ‘What do I want to experience?’; ‘What assets do I want to accumulate?’ Everyone knows the feeling of having an inner urge to do something that excites you whenever you think of it. But generally, people rarely make that thing happen.

The Importance of the RAS – Your Brain’s Command and Control Centre The RAS (‘Reticular Activating System’ in your brain) filters the incoming information and affects what you notice, your level of arousal, and decides which information is not going to get access to your brain.

Why most people never do much When you were born you were absolutely clear on what you wanted in life and you refused to let anyone or anything stand in your way of getting to it. If you were hungry you cried loudly until someone fed you. By the time you could talk you were hammering your parents over and over with your wants until they either gave in to you or they ran away from home. Overall, you laughed at most things that happened in life and didn’t take yourself too seriously. So what happened between childhood and adulthood? Well, when most kids are young, their brains are being continually programmed with phrases such as: n Act your age – grow up n You should be ashamed FRANCHISE BUYER • Vol.3 #4

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n You are selfish n Accept what you’ve been given n Who do you think you are? n No, you don’t feel like that n Eat everything on your plate n I wish you were more like … You are a bad child! As a result of this RAS conditioning, most people arrive at puberty being compliant to the demands of others. The spontaneity and dreams they had as children have been suppressed or completely lost. By their late teens they are doing things that adults want them to do and, whether they realise it or not, have been conditioned into making choices such as marrying the ‘right’ person rather than someone they want to marry, they take university courses that their parents want them to take, or they choose a ‘secure’ job instead pursuing an exciting life. They take the safe, ‘sensible’ path in life and many then tiptoe silently through life to retirement and early death.

What’s the point of climbing the ladder of success to discover you’ve leaned it against the wrong wall? Living up to others’ expectations is futile and will only bring you anxiety and unhappiness. We respect people who are passionate about what they want and who beat their own drum, even when we don’t necessarily agree with what they might want in life. Make a decision now that you will take control and do what you want in life, not what others may demand of you. www.FranchiseBuyer.com.au

Body Language list is a silly idea or can’t be done. This list is all about you. Do not show it to dream-stealers and never allow yourself to be defined by someone else’s opinion.

Don’t let people who gave up on their dreams talk you out of yours. Decide what -- not how

How to decide what you want The starting point is to write down anything you think you may want to do or achieve, regardless of how trivial it may seem to anyone else. Include on your list any dreams you have had as a child that still hold some significance to you. Also, record any idea you may see or hear about that strikes a chord with you. Try to have at least ten to twenty items on this list and include anything that has ever seemed appealing to you. And we mean anything. Writing something on a list doesn’t mean you are committed to it; it’s just an idea that appeals to you right now or has interested you at some point in the past. When you start your list, keep it to yourself or share it only with someone you completely trust. Do not discuss the list with anyone who may want to manipulate you or may tell you that something on your FRANCHISE BUYER • Vol.3 #4

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Most people don’t get the things they want in life because they focus on how they might achieve something. They look at what others have achieved and think, I wouldn’t know how to do that. So they do nothing. Instead they should decide what they want to achieve. The first and most important principle in achieving any goal is to decide what you think you might want, and not focusing your thoughts at this time on how you will actually achieve it. If you concentrate on how something could be done, you can become discouraged because, right now, you either don’t know a way of doing it or you don’t have the skills or circumstances that are required to achieve it. And so nothing happens -- you never get started. The most important lesson right now is to think about what you want and don’t, under any circumstances, think about how you will do it – not yet. We’ll get to this later. First decide what you want. Your RAS will then search for the answers to how to achieve it and the ways will begin to appear.

Create a goals book Collect pictures, images and text that describe or illustrate your goals. Put them in a book, and read it everyday. Our personal lists are wide and varied and include things that often just seemed like an interesting idea at the time. But, either individually or together, we have started and mostly achieved over 90 percent of the items we wrote on these lists.

Why writing a list works Have you ever noticed that when you read a newspaper or magazine, you see some articles but not others? You may feel that you’ve read everything in that paper until someone asks if you read a particular article and you can’t recall seeing it. You then www.FranchiseBuyer.com.au

Body Language

re-read the paper and discover that the article fills an entire page! But you didn’t see it. This is because your RAS is a target-seeking mechanism that only lets you see things related to the thoughts and ideas you’ve put into it. Your RAS only seeks out things relative to what has been programmed into it and ignores the rest. If, for example, you decide to think only about tigers, everywhere you look you’ll see stories, movies and information about tigers. You’ll see tigers on the television, on the Internet, in magazines, on cereal packets and on advertising billboards, and you’ll hear people talking about tigers. Yet prior to deciding to think about tigers, you probably never saw anything about them.

Why handwriting your list is so important Studies show that you are 42 percent more likely to achieve your goals just by handwriting them. When you use a keyboard to type, it only involves eight different movements of your fingers and this uses only a small number neural connections in your brain. Handwriting can involve a range of up to 10,000 movements and creates thousands of neural paths in your brain. Writing your goals activates your RAS and instructs your subconscious to work on them, whether you are thinking about them or not. When you decide exactly what you want to do, have, or become, your RAS will begin to seek out the ways to do it. Once you put the thought into your mind, you’ll begin to see, read and hear things about it. It’s that simple. And this is what very few people ever do. Constantly re-reading your written list of goals will soon clarify how important or unimportant each item really is to you. Keep adding to your list, modifying it, and subtracting from it. After a while, some of the items will keep re-appearing on it because these are the ones that will have the most meaning for you. Put a copy in any location where you can always see it. As you think of new things, add them to the list. The longer your list, the better.

The difference between millionaires and billionaires A study of wealthy people in the 1970s was conducted to determine the main differences between millionaires and billionaires. While both groups were wealthy, the researchers wanted to know why one group was so dramatically wealthier than the other. After three years of research, the one point that was the most similar between the two was that both groups knew exactly what they wanted. But the billionaires had clearly written lists of their ideas, goals and objectives. While the millionaires were equally passionate about their goals and knew exactly what they wanted, they had a significantly lower incidence of written plans than did the billionaires. The message here is clear. Make a list of your goals – in handwriting.

How to discover your true business, career path or life mission How you spend your working life is usually one of the top priorities on most people’s lists, yet studies show that more than eight out of ten people don’t like what they do for a living. FRANCHISE BUYER • Vol.3 #4

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Body Language

Here is the answer to finding your life’s mission – what is it in your past that you enjoyed doing more than anything, and that you loved so much that you’d do it for free if given the opportunity? Think back to the things in your life that gave you the most joy and happiness, and made you feel the best. These are the areas in which you will find your life’s mission, business or true career.

Find something you love to do and you will never work another day in your life. Maybe you enjoy eating out at nice restaurants, reading books and magazines, going to parties and dance clubs, watching movies, listening to or playing music, meeting new people, surfing the net, playing sports and shopping. Well, thousands of people get paid to do those things. By producing things for other people to enjoy or use in their lives you convert a passion into a sustainable income.

The things you are passionate about are not random. They are your calling. You can make a great living out of doing anything that really turns you on. But you first need to decide exactly what you love and then write it down. FRANCHISE BUYER • Vol.3 #4

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The definition of a ‘job’ – Just Over Broke Millions of people are making successful careers right now from the things that turn them on. They wake up every day full of excitement about going to do more of it. This is what you need to do too, if you want to live a fulfilling life. Starting in a venture or career purely to make money does not stand the test of time, and it can make you cynical and unhappy. Do what your heart says you were meant to do and the money will eventually follow. Don’t be pushed by your problems. Be led by your dreams.

The Answer is out now at harlequinbooks.com.au and all good book stores. With four decades of combined study and experience, founders Barbara and Allan Pease have become two of the world’s foremost Body Language experts. Their combined 18 book titles span subjects from business communication and negotiation to relationships. As international communication authors, they present both private and public workshops and seminars to the world’s leading (and up-and-coming) professionals. www.peaseinternational.com

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Reading

Inspired Reading With the New Year comes a New You, but … how do you start making change? Creating new capabilities is about acting now. These books are designed to make it exponentially easier to kick-start a more productive life.

Work the System: The Simple Mechanics of Making More and Working Less (Revised third edition);

Transitions: Making Sense of Life’s Changes, Revised 25th Anniversary

23 Anti-Procrastination Habits: How to Stop Being Lazy and Overcome Your Procrastination

Sam Carpenter; September 1 2014; Greenleaf Book Group Work the System will show business leaders and professionals how to achieve a positive macro result by looking at their business and work on a micro level - by analysing and refining each of the systems that are already in place. Readers will learn how to tweak this network of systems to maximize profits, create client loyalty, and develop autonomous employees. The strategies will also help individuals improve their performance and decrease the stress of being overtaxed or disorganized.

Edition Paperback; William Bridges; August 10, 2004; Da Capo Press Change brings both opportunities and turmoil. Since first published 25 years ago, Transitions has helped hundreds of thousands of readers cope with these issues by providing profoundly insightful roadmap of the transition process. William Bridges takes readers step by step through the three stages of any transition: The Ending, The Neutral Zone, and, in time, The New Beginning. With a new chapter devoted to change in the workplace, Transitions will remain the essential guide for coping with the one constant in life: change.

(Productive Habits Book 1); S.J. Scott; May 1 2014; Oldtown Publishing LLC It’s not that hard to stop procrastinating. Just form the same habits used by countless successful people and make them part of your routine. While these people often have the same fears and limitations as you, they’re able to take consistent action by training themselves to do so. Discover a catalogue of ideas to help you overcome procrastination daily. Learn the definition of procrastination, why a specific strategy works, what limiting belief it eliminates and how it can be immediately applied to your life.

The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change; Stephen R Covey;

Power of Habit: Why We Do What We Do, and How to Change Paperback; Charles Duhigg; April 1,

Who Moved My Cheese? An A-Mazing Way to Deal with Change in Your Work and in Your Life

April 1 2012; Franklin Covey on Brilliance Audio Recognized as one of the most influential audiobooks ever recorded. With penetrating insights and pointed anecdotes, Stephen R. Covey reveals a step-by-step pathway for living with fairness, integrity, honesty and human dignity―principles that give us the security to adapt to change, and the wisdom and power to take advantage of the opportunities that change creates. From Habit 1: Be Proactive and Habit 2: Begin with the End in Mind, millions of people have worked their way through the 7 and found in them a key to transforming their lives.

2012; Heinemann Educational Books In “The Power of Habit”, award-winning “New York Times” business reporter Charles Duhigg takes us to the thrilling edge of scientific discoveries that explain why habits exist and how they can be changed. With penetrating intelligence and an ability to distil vast amounts of information into engrossing narratives, Duhigg brings to life a whole new understanding of human nature and its potential for transformation. Along the way we learn why some people and companies struggle to change, despite years of trying, while others seem to remake themselves overnight.

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Hardcover; Spencer Johnson; November 13, 2000; G.P. Putnam’s Sons Most people are fearful of change because they don’t believe they have any control over how or when it happens to them. Spencer Johnson shows us that what matters most is the attitude we have about change. When the Y2K panic gripped the corporate realm before the new millennium, most work environments finally recognized the urgent need to get their computers and other business systems up to speed and able to deal with unprecedented change. And businesses realized that this was not enough: they needed to help people get ready, too.

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Technology

App Chat Want life to be more streamlined in 2017? If productivity and making time to do the things you love is one of your New Year’s resolutions, then sit back and relax. We’ve curated a list of apps to take you from sleep, to getting fit and sorting out your day-to-day tasks.

Calm: Meditation to Relax, Focus & Sleep Better

SwiftKey Keyboard

mycloudtag

Headspace: Guided Meditation and Mindfulness

Moves

Todoist: Todo List for Organizing Work and Errands

http://apple.co/2fSQPgZ Calm is the #1 app for mindfulness and meditation to bring more clarity, joy and peace to your daily life. Start your journey to a calmer mind with the app that’s trusted by millions and featured in the New York Times.

http://apple.co/2cKsDhO Meditation made simple. Guided meditations suitable for all levels from Headspace. Meditation can help improve your focus, exercise mindful awareness, relieve anxiety and reduce stress. - “It’s kind of genius” Emma Watson - “Andy Puddicombe is doing for meditation what Jamie Oliver has done for food” The New York Times - “Headspace for me is a life changer. I love it! Amazing. It’s my 10-15 minutes a day just for me. I didn’t realize how important or life changing that could be. Andy has such a kind voice and seems to understand. It’s like he is talking just to me. I wouldn’t be without it now.” Headspace user

http://apple.co/1DlmxuK TYPE LESS SwiftKey learns your writing style to predict your next word with uncanny accuracy. Autocomplete a whole word with a single tap, instead of typing letter by letter. TYPE MORE ACCURATELY Say goodbye to typos with autocorrect based on your personal writing style. SwiftKey even inserts missed spaces for you.

http://apple.co/1hvPBRR Moves automatically tracks your everyday life and exercise. Just carry your phone in your pocket or bag. • Automatic Tracking: Records daily walking, cycling and running. • Places: Recognizes places in your daily life. • Storyline: Visualizes your day in an easyto-read timeline. • Routes on map: See the paths you took. • Pedometer: Counts your steps, so you can set simple goals. • Connected Apps catalog: Use your Moves data with other apps.

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http://apple.co/2gPR7XI MyCloudtag has fun and effective workouts designed to meet your fitness goals. Brought to you by top international fitness experts and the developers of XboxKinect. Choose guided workouts and programs from four categories: Weight Loss• General Fitness • High Intensity • Well-being

http://apple.co/2gHM5w0 Keeping life in order shouldn’t be this hard. Todoist helps you organize and prioritize your tasks and projects so you can stress less and achieve more. Need to assign tasks to your collaborators? Or remind your better half to buy milk? Create to-do lists for each one of your life’s projects and stay on top of everything you need to get done. “If your goal is to spend as little time as possible organizing and more time doing, Todoist offers the simplicity you’re looking for.” - iMore

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Online

Websites We Love Declutter. Destress. Denial – it’s at the top of most peoples to do lists. Make this summer the time to get organised, get automated and get in control of how you run your business. Cleaning the slate for 2017 means you can catapult into the new year with confidence and momentum.

http://simpleyear.co/

A Simple Year was designed to help you simplify your life gently and with purpose. You’ll learn something new each month and focus on what matters most with a simplicity advocate that specializes in topics like clutter, food, money, relationships, and busyness. Each month you’ll receive written articles, plus an audio or video recording. There will also be a live monthly webinar where you can connect with the contributor, ask questions, and meet other people on a similar path. The live webinar will be recorded and provided so you can watch it anytime. You can even submit questions in advance.

https://bitly.com/

Since 2008, Bitly have been committed to optimizing the link so marketers can own the customer experience. Bitly Enterprise - branded links, mobile deep linking, omnichannel campaign tracking, audience intelligence - gives the world’s leading brands a holistic, unbiased view into an increasingly complex digital landscape, and a powerful way to see, control and own their customer experience across the internet. Headquartered in New York City, with offices in San Francisco and Denver, Bitly is trusted by leading brands like IBM, eBay, Nike, GE, Buzzfeed and thousands more.

http://www.storyboardthat.com/

Storyboard That’s award-winning, browser based Storyboard Creator is the perfect tool to create storyboards, graphic organizers, and powerful visual assets for use in an education, business, or personal setting. The application includes 7 layouts, and hundreds of characters, scenes, and search items. Once a storyboard is created, the user can present via PowerPoint, Google Slides, or Apple Keynote, or they can email the storyboard, post to social media, or embed on a blog. Storyboards are stored in the users’ account for access anywhere, from any device, no download needed. Storyboard That helps anyone be creative and add a visual component to any and every idea. What will you create today?

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$229,000 + SAV + WIP SPANLINE

Coolum Dione Mauric 0415 543 469

$429k plus SAV CARPET ONE

Logan City Mick Craig 0417 778 587 mick@franchisebrokers.com.au

$149k plus SAV PLUS FITNESS

Bundaberg Dione Mauric 0415 543 469

Southside Mick Craig 0417 778 587 mick@franchisebrokers.com.au

$449.000 JETTS FITNESS

$229,000 + SAV BRUMBY’S BAKERY

Ashgrove Russ Webb 0467051735 russ@franchisebrokers.com.au

Carseldine Russ Webb 0467051735 russ@franchisebrokers.com.au

NEW SOUTH WALES

$155,000 JIMS POOL CARE MASTER FRANCHISE Sydney South East John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

$199,000 JIMS POOL CARE

Woollahra John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

$1,950,000 HOG’S BREATH

Tuggerah James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

$29,000 WHEEL CHANGE U Newcastle James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

Accuracy Statement: Whilst all care is taken to reproduce this information, please contact the listing owner for the most current information on listings. A selection of listings from www.FranchiseBuyer.com.au FRANCHISE BUYER • Vol.3 #4

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Latest Listings VICTORIA

$412,000 + SAV ENDOTA SPA

Mordialloc Jeff Kilpatrick 0418 109 923 jeff.kilpatrick@ franchisebrokers.com.au

$690,000 inc SAV CLARK RUBBER

Moorabbin Jeff Kilpatrick 0418 109 923 jeff.kilpatrick@ franchisebrokers.com.au

$240,000 MUFFIN BREAK

$450,000 CALVINO COFFEE

Corio Rod Justin 0409 686 292 rod@franchisebrokers. com.au

Calder Rod Justin 0409 686 292 rod@franchisebrokers.com. au

WESTERN AUSTRALIA

$1,499,000 + SAV TOTALLY WORKWEAR

Perth (South of the River) Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

$399,000 + SAV RED ROOSTER

South Perth Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

$99,000 CAFE2U

$199,000 CHOICES FLOORING

Midland Ryan WillSher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

Morley Ryan WillSher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

AUSTRALIAN CAPITAL TERRITORY $695,000+SAV AINSLIE POST OFFICE Canberra Michael Newham 0419 263 014 michael.newham@ franchisebrokers.com.au

$120,000 + SAV DONUT KING

Jamison Michael Newham 0419 263 014 michael.newham@ franchisebrokers.com.au

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CLASSIFIEDS

CLASSIFIEDS A selection of listings from www.FranchiseBuyer.com.au

Queensland SUBMARINE SANDWICH

A selection of listings from www.FranchiseBuyer.com.au Accuracy Statement: Whilst all care is taken to reproduce this information, please contact the listing owner for the most current information on listings. Search By Listing Name

Tingalpa

$399k plus SAV Mick Craig 0417 778 587 mick@franchisebrokers.com.au

AUSTRALIAN SPORTS NUTRITION

SUBMARINE SANDWICH

Toowoomba

$399k plus SAV

Gumdale

$249k plus SAV

Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

Mick Craig 0417 778 587 mick@franchisebrokers. com.au

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CLASSIFIEDS

Queensland (continued)

TINT-A-CAR

THE COFFEE CLUB

Slacks Creek

Redbank Plaza

$189k plus SAV

$375k plus SAV

Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

Mick Craig 0417 778 587 mick@franchisebrokers.com.au

GLORIA JEANS

PIZZA CAPERS

Jindalee DFO

$149k plus SAV

Jindalee

$369k plus SAV

Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

Mick Craig 0417 778 587 mick@franchisebrokers.com.au

BRUMBY’S

CARPET ONE

Manly West

Toowoomba

$219k plus SAV

$549k plus SAV

Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

Mick Craig 0417 778 587 mick@franchisebrokers.com.au

PIZZA CAPERS Annerley

PALEO CAFÉ

Dave Paddington 0411 398 048 dave.paddington@ franchisebrokers.com.au

$399,000 + SAV

$100k plus SAV

FRANCHISE BUYER • Vol.3 #4

Mackay

Dione Mauric 0415 543 469

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CLASSIFIEDS ZARRRAFFAS COFFEE

CARTRIDGE WORLD

Caseldine

$759,000

Cairns

$365,000

Russ Webb 0467051735 russ@franchisebrokers.com. au

Dione Mauric 0415 543 469

BEAUMONT TILES

BATTERY WORLD

Caboolture

$449,000

Bundaberg

$249,000

Russ Webb 0467051735 russ@franchisebrokers.com. au

Dione Mauric 0415 543 469

HIP POCKET WORKWEAR & SAFETY

PRICE ATTACK

Lawnton Brisbane North

Cairns Central

$420, 000 + SAV

$199,000

Russ Webb 0467051735 russ@franchisebrokers.com. au

Dione Mauric 0415 543 469

SALSAS

ULTRA TUNE

Indooroopilly

Gladstone

$495,000 + SAV

$249,000

Russ Webb 0467051735 russ@franchisebrokers.com. au

Dione Mauric 0415 543 469

WORLDWIDE PRINTING SOLUTIONS

BOQ

Brisbane North

$799,500

$549,000 + SAV

Russ Webb 0467051735 russ@franchisebrokers.com. au

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CLASSIFIEDS

New South Wales

RIDGEY DIDGE PIES

NUTRITION STATION

Park Beach Plaza Coffs Harbour

Cronulla

$99k plus SAV

$225,000

NARELLAN POOLS

PIZZA HUT

$50k plus GST

$269,000

John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

Mick Craig 0417 778 587 mick@franchisebrokers.com. au

Port Macquarie

Bondi

Mick Craig 0417 778 587 mick@franchisebrokers.com. au

John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

BEAUMONT TILES

ELLA BACHE

$215k plus SAV

$75,000

Coffs Harbour

Cronulla

Mick Craig 0417 778 587 mick@franchisebrokers.com. au

John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

AUSTRALIAN SPORTS NUTRITION

PORTERMARK Port Macquaire

Miranda

$65k plus GST

$495,000

Mick Craig 0417 778 587 mick@franchisebrokers. com.au

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John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

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CLASSIFIEDS GLORIA JEANS

MUFFIN BREAK

$890,000

$499,000

Strathfield

Erina Fair

John McSweyn 0400 440 440 john.mcsweyn@ franchisebrokers.com.au

James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

DONUT KING

ANYTIME FITNESS

$395,000

$629,000

Lake Haven

Rutherford

James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

PIZZA HUT

AUSTRALIA POST

$239,000

$495,000

Rutherford

Budgewoi

James Taylor 0447 273 287 james.taylor@ franchisebrokers.com.au

Brands and businesses need love and attention too! Don’t trust yours with anybody not prepared to give it the proper attention it deserves. Best practice, professional imagery that literally cuddles your brand, that’s the Franchise Buyer way...

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CLASSIFIEDS

Western Australia CHIPMUNKS PLAYLAND & CAFÉ

TOTALLY WORKWEAR

Perth (South of the River)

(WA Master Franchise)

$1,499,000 + SAV

$549,000 + SAV

Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

AMAZING CLEAN BLINDS

SALON EXPRESS

$549,000 + SAV

$299,000 + SAV

Garden City

Armadale

Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

RED ROOSTER

THE COFFEE CLUB

South Perth

Perth Northern Suburbs

$475,000

$399,000 + SAV

Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

Ryan Willsher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

AROMA CAFÉS

IAN DIFFEN

$649,000 + SAV

$525,000

Curtin Uni, Bentley

Osborne Park

Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

Ryan Willsher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

JETTS FITNESS

FRONTLINE HEALTH RECRUITMENT

Mandurah

Perth North

$399,000 + SAV

$125,000

Rajiv Rajan enquirieswa@ franchisebrokers.com.au 08 9468 5131

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CLASSIFIEDS THE COFFEE CLUB

ESSENTIAL BEAUTY

$999,000 + SAV

$99,000

Perth Northern Suburbs

Geraldton

Ryan Willsher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

SWAN TAXI TRUCKS

ESSENTIAL BEAUTY

Perth North

Bunbury

$95,000

$175,000

Ryan Willsher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

ZARRAFFA’S

BARBECUES GALORE

$465,000

$675,000

Kalgoorlie

Geraldton

Ryan Willsher 08 9468 5130 enquirieswa@ franchisebrokers.com.au

Start-Up and Established Franchise Brands Choose Franchise Buyer to set a direction toward finding those perfect match potential business owners, that are as excited about their brand and opportunities in the market as they are. Taking a keen interest in finding perfect matches, it’s the Franchise Buyer way...

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CLASSIFIEDS

Victoria BRIDGESTONE SELECT

MAD MEX

(2 Melbourne Franchises available)

(South Melbourne)

$120,000 - $220,000 + stock

$490,000 + SAV

Jeff Kilpatrick 0418 109 923 jeff.kilpatrick@ franchisebrokers.com.au

ENDOTA SPA

ROLL’D

(Cheltenham)

(Melbourne CBD)

Price - POA

$390,000 + SAV

Jeff Kilpatrick 0418 109 923 jeff.kilpatrick@ franchisebrokers.com.au

LENARDS CHICKEN

BRUMBYS

(Mornington)

Geelong

$320,000

Price - POA

Rod Justin 0409 686 292 rod@franchisebrokers.com. au

Jeff Kilpatrick 0418 109 923 jeff.kilpatrick@ franchisebrokers.com.au

SUMO SALAD

GLORIA JEANS

$280,000

$225,000

Geelong

Watergardens

Rod Justin 0409 686 292 rod@franchisebrokers.com. au

Rod Justin 0409 686 292 rod@franchisebrokers.com.au

LA PORCHETTA

THE COFFEE CLUB

Melton

Bendigo

$1,050,000

$750,000

Rod Justin 0409 686 292 rod@franchisebrokers.com. au

Rod Justin 0409 686 292 rod@franchisebrokers.com.au

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CLASSIFIEDS

Australian Capital Territory

LOUIS FRIENDLY GROCER Lake Cargellico

$490,000+SAV

Michael Newham 0419 263 014 michael.newham@ franchisebrokers.com.au

COOLEMAN COURT NEWSAGENCY

SLEEPY’S

Fyshwick ACT

Canberra

$102,000 + SAV

$450,000 + SAV

Michael Newham 0419 263 014 michael.newham@ franchisebrokers.com.au

Northern Territory AUSTRALIAN SPORTS NUTRITION

BRIDGESTONE SELECT

$250,000

$450,000

Darwin

Coolalinga

Andrew Hahn 08 8941 3000 Andrew.hahn@ finnbusinesssales.com.au

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CLASSIFIEDS

South Australia

MIDAS

Flinders Park

$120,000

James Grigg 0401 237 717 james@franchisebrokers. com.au

VEGETARIAN RESTAURANT

BURGER CLUB Mawson Lakes

Mawson Lakes

$345,000

$395,000

James Grigg 0401 237 717 james@franchisebrokers. com.au

CAFFE PRIMO

RED ROOSTER

$369,000

$700,000

Golden Grove

Mount Gambier

James Grigg 0401 237 717 james@franchisebrokers. com.au

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