Franchise Canada July/August 2021 (UNLISTED) by Franchise Canada

CHILDREN’S PRODUCTS & HOW TO STAY HEALTHY SERVICES ACROSS CANADA AS A BUSINESS OWNER

SPECIAL FOCUS ON 2021 CFA AWARD WINNERS JULY | AUGUST 2021

A HOLISTIC APPROACH TO HEALTH Franchises are “ready, with open arms, to help Canadians rebuild their physical, mental, and social health”

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REAL FOOD FOR REAL LIFE. A REAL OPPORTUNITY.

the future is frozen As more people turn to meals prepared at home, M&M Food Market has become the franchise to own. Times are changing and our stores are changing right along with them. Never standing still, innovating, and adapting to the challenges of today while

preparing for tomorrow has been a key to success in our 40 year history.

Learn more about a franchise opportunity built for today and tomorrow at mmfoodmarket.com.

HELPING YOU DO MORE BUSINESS IS OUR BUSINESS Create a consistent payment experience across your franchise locations. Welcome our Consumer, Small Business and Corporate Cardmembers at your franchise locations. When franchisees accept American Express Cards, they get access to complimentary marketing programs such as American Express Maps®¹ so Cardmembers know you welcome their business.

To learn more about the benefits of accepting American Express, and how we can support your marketing efforts, visit www.americanexpress.com/canada/becomeamerchant

1. American Express Maps features eligible American Express Card accepting small merchants and is intended for general reference purposes only. It does not represent a comprehensive list of all Card accepting merchants. Data is updated from time to time and may not be 100% accurate. For a list of eligibility criteria or to access Frequently Asked Questions please visit https://icm.aexp-static.com/content/dam/one-amex/merchant/en-ca/footer/default/CAFAQs.pdf.

CONTENTS FRANCHISE

JULY/AUGUST 2021

CANADA

Looking for a franchise? Discover

the best franchise business opportunities available now

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17 COVER STORY

A Holistic Approach to Health Franchises are “ready, with open arms, to help Canadians rebuild their physical, mental, and social health”

FEATURES

Bigger and Stronger The fitness industry is poised to maximize gains post-pandemic, and these five fitness franchises are primed to get Canadians back in shape

Support & Services for Growing Children A spotlight on children’s products and services franchises that support communities from coast to coast

How to Stay Healthy as a Business Owner Canadian franchisors and franchisees share how they focus on their well-being during difficult times

SPECIAL FRANCHISE FOCUS

An Eye for Franchising How five franchises that provide beauty services to Canadians have remained strong in a recession-resistant industry

Discover Three Tastes of Health Three food service franchises that help Canadians stay healthy by eating well

4 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

2021 CFA Award Winners Franchise Canada recognizes franchising success through the 2021 CFA awards program

Franchise Canada is published by the Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

DEPARTMENTS

HOME-GROWN & LOCALLY-OWNED 100% Canadian Franchise Systems

NEXT GENERATION IN FRANCHISING Tried and True Real Estate How CENTURY 21 franchisee Arshad Rashed turned his passion for real estate into a thriving franchise business

LEADERSHIP PROFILE From Diner to Executive CEO Susan Senecal expresses her pride and passion for A&W as she details her journey up the corporate ladder

A DAY IN THE LIFE No Cashiers? No Problem! Aisle 24 franchisee David Thomas finds success with the new contactless market concept

THE FIRST YEAR Crunching the Numbers MrTaxes.ca franchisee Marion La Rocque reveals her firstyear experience operating a virtual tax preparation and financial services company

ICONIC BRAND A Sweet Franchise Venture How Dairy Queen has swirled ice cream cones and provided rewarding franchise opportunities for decades

SHOW ME THE MONEY 4 Franchises for $150K-$250K

FRANCHISE FUN Making the Canadian Franchising Leap Big Frog’s director of operations Zachary Smith reveals how the custom decorated apparel franchise made a splash in the Canadian market

FRANCHISE TUTORIAL Tutorials 1 & 2 This issue: • What is a Franchise? • Introduction to Franchise Fee Fundamentals

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 94 ASK THE EXPERTS 100 MARKETPLACE 109 ADVERTISERS’ INDEX 110 GIVING BACK

CATCH UP ON SEASONS 1 TO 4, AND LOOK OUT FOR BONUS SEASON 4.5 COMING THIS SUMMER!

LISTEN & LEARN

Tune in to the Franchise Canada Chats Podcast! Available on Google Play, iTunes, SoundCloud, Spotify, and Stitcher Radio

FranchiseCanadaChats.ca

Visit www.LookforaFranchise.ca to find more information about the franchises featured in this July/August issue.

Franchise Canada

July | August 2021 5

PUBLISHER’S MESSAGE

HOLISTIC HELP FOR CANADIANS IN CHALLENGING TIMES

s we approach the summer of 2021, Canadians have now been living in the throes of a global pandemic for more than a year. While this has taken a major toll on Canadian businesses, the closures and stay-at-home orders have also had a significant impact on the physical, mental, and social health of all Canadians as we respond to unprecedented stressors and situations. Prioritizing our health has perhaps never been more important than it is now, and there are many Canadian franchises that have stepped up throughout the pandemic to ensure Canadians have access to the services they need to maintain their holistic health. This Health & Wellness Issue highlights the important role that these franchises play in helping Canadians to prioritize self care so they can lead balanced and healthy lives. As vaccination rates increase and we emerge from the third wave of the pandemic, these brands will remain an asset from coast to coast. This makes these franchises an attractive option for those not only looking to open their own business through franchising, but also make a positive impact on those in their community. Our cover story on page 17 showcases health and wellness franchisees that are providing a wide range of services that have helped Canadians over the past year and a half, whether it’s helping clients unwind through services like massage, reflexology, acupuncture, and chiropractic care, or providing nutrition or supervised exercise/healthy lifestyle coaching. Fitness is another integral part of holistic health. While many Canadians have continued to access fitness services from home, we can also expect an increased demand for these services once they can safely continue in facilities across the country. On page 22, we feature five fitness franchises that have adapted to maintain operations over the past months, and look forward to reopening their facilities. Nutrition goes hand-in-hand with living an active lifestyle and on page 36, we introduce you to three food franchises that are serving Canadians healthy breakfast, brunch, lunch, and snack options, including smoothies and juices, sandwiches, salads, and more. As we prepare to re-enter social environments, there will be a renewed focus on beauty services that can provide that extra confidence boost. On page 29, we introduce you to franchises

6 Canadian Franchise Association

that are helping Canadians look and feel beautiful, from lash extensions, laser and skincare technologies, and hair removal to salon services, beauty products, and more. Throughout the challenging circumstances of the pandemic, Canadian business owners have been putting their businesses at the forefront, but it’s also critical to focus on your own health. On page 46, we offer tips from franchisors to help you take a holistic approach to prioritizing your health, along with insights from franchisees about how to stay motivated during these difficult times As you consider franchising as the path to a healthy business career, it can help to hear from thriving franchisees who started out just like you. On page 85, MrTaxes. ca franchisee Marion La Rocque outlines her successful first year in franchising with the online tax services franchise, while on page 82, Aisle 24 franchisee David Thomas takes you through a day in the life with this fresh franchise concept, which provides contactless grocery services. We also introduce you to young CENTURY 21 franchisee Arshad Rashad, who has risen to the challenges of starting a franchise at the onset of the pandemic (page 76). Beyond the health and wellness service franchises featured in this issue, there are many other franchise opportunities available for those looking to contribute to their community through franchising. Visit LookforaFranchise.ca, our online franchise directory, to find opportunities across a wide range of categories. You can also find a collection of franchising resources at FranchiseCanada.Online and can learn more about the latest in franchising by following the Canadian Franchise Association (CFA) on Instagram, Facebook, Twitter, LinkedIn, and TikTok. If you want to launch a healthy career in franchising, then this Health & Wellness Issue is a great place to start. We encourage you to focus on your own well-being as we start to emerge from the pandemic, and to access our Franchise Canada resources as you look to make your franchise dreams become a reality.

Sherry McNeil President & CEO, Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

CFA BOARD OF DIRECTORS BOARD CHAIR Gerry Docherty*, Good Earth Coffeehouse PRESIDENT & CEO Sherry McNeil*, Canadian Franchise Association 1ST VICE CHAIR David Druker*, The UPS Store TREASURER Lyn Little, BDO Canada LLP

PUBLISHER

Canadian Franchise Association (CFA)

SECRETARY & GENERAL COUNSEL

Larry Weinberg*, Cassels Brock & Blackwell LLP

VP, CONTENT & MARKETING Kenny Chan

PAST CHAIR John DeHart*, Hartify Franchise Consulting

EDITOR Lauren Huneault

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

GRAPHIC DESIGNER Andrea Lee

Darrell Jarvis*, Fasken

CHAIR, FRANCHISE SUPPORT SERVICES

Kirk Allen, Reshift Media

EDITORIAL ASSISTANT Stefanie Ucci ADVERTISING SALES Nav Matharu AD COORDINATOR Andrea Lee

DIRECTORS

Steve Collette, 3rd Degree Training Chuck Farrell, Pizza Pizza John Gilson, COBS Bread Andrew Hrywnak, Print Three Franchising Corporation Rimma S. Jaciw, CFE, WSI Digital Joel Levesque, McDonald's Restaurants of Canada Ken Otto, Redberry Restaurants Ryan Picklyk, A&W Food Services of Canada Inc. Gary Prenevost, FranNet John Prittie, TWO MEN AND A TRUCK Stephen Schober, Metal Supermarkets Family of Companies Frank Stanschus, Little Kickers Thomas Wong, Chatime Todd Wylie, Master Mechanic

CONTRIBUTING WRITERS

*Executive Committee member

We invite your comments, questions and suggestions. Please contact us at editor@cfa.ca or https://cfa.ca/ franchisecanada/franchise-canadamagazine/.

NATIONAL SPONSORS

Georgie Binks, Jessica Burgess, Lauren Huneault, Roma Ihnatowycz, Gina Makkar, David Chilton Saggers, Karen Stevens, Stefanie Ucci, Jordan Whitehouse, Kym Wolfe FRANCHISE FUN ILLUSTRATION Sam Gorrie FOR ADVERTISING INFORMATION:

Nav Matharu nmatharu@cfa.ca

TO SUBSCRIBE TO Franchise Canada

visit www.FranchiseCanada.Online or call 1-800-665-4232 ext. 238.

The CFA wishes to acknowledge and thank these National Sponsors for their support throughout the year. Find out more about these companies at www.cfa.ca/sponsorship

© 2021, Canadian Franchise Association. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher. Publications Mail Agreement No. 41043018 Legal Disclaimer The opinions or viewpoints expressed herein do not necessarily reflect those of the Canadian Franchise Association (CFA). Where materials and content were prepared by persons and/or entities other than the CFA, the said other persons and/or entities are solely responsible for their content. The information provided herein is intended only as general information that may or may not reflect the most current developments. The mention of particular companies or individuals does not represent an endorsement by the CFA. Information on legal matters should not be construed as legal advice. Although professionals may prepare these materials or be quoted in them, this information should not be used as a substitute for professional services. If legal or other professional advice is required, the services of a professional should be sought.

8 Canadian Franchise Association

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Are you passionate about changing lives? A Core Education & Fine Arts (CEFA) Early Learning Franchise might be right for you if, in addition to being passionate about changing lives, you’re looking to: • make a difference in your community; • influence the most important early developmental time in a child’s life; • work with an amazing group of dedicated teachers; and • take control of your financial future. CEFA offers something no one else can … an award-winning curriculum and an impressive track record as one of the largest and most established Canadian education franchises. Our proprietary curriculum was developed by many years of studying best practices in Early Childhood Education (ECE) from around the world. Most importantly, it’s designed

to educate children during their most formative years — ages 1 to 5.

riential daycare and preschool programs in Canada.

A CEFA franchise provides the best content, delivered in a precise format that helps shape learning as a key foundation to future development. It’s a passionate cause intended to help impact future generations of leaders, professionals, and humanitarians. With the curriculum already developed, your role becomes focussing on bringing it to life in your school.

Established in 1998, CEFA is Canada’s first full-day Pre-Kindergarten school and has grown to become one of the leading institutions in ECE in Canada — and now we’re aggressively expanding across Alberta and Ontario. The rewards associated with owning a CEFA Early Learning Franchise are both diverse and substantial, the most important being your ability to have a profound impact on children for the rest of their lives!

CEFA has earned a reputation for developing intellect, intelligence, and awareness in preschool aged children with an unparalleled foundation in education, arts, and the humanities. Our full-day ECE and junior kindergarten programs offer the finest and most sophisticated expe-

If you’re motivated by developing children academically, socially, and physically and enriching their families, talk to us today about opening a CEFA Early Learning Franchise in one of the exciting available markets.

Established Brand Unparalleled Curriculum Predictable Revenue Desirable Work-Life Balance Franchisor Support

franchising@cefa.ca

franchise.cefa.ca

CODE OF ETHICS

he Canadian Franchise Association (CFA) is dedicated to encouraging and promoting excellence in franchising in Canada. Each member of the Association agrees to abide by the CFA Code of Ethics and to further the Association’s goals of encouraging and promoting ethical franchising in Canada. Each member of the Association agrees to comply with the spirit of this Code of Ethics in its general course of conduct and in carrying out its general policies, standards and practices. The following are considered by the Association to be important elements of ethical franchising practices: 1. Franchise system and franchise support services members should fully comply with Federal and Provincial laws, and with the policies of the Canadian Franchise Association. 2. A franchisor should provide prospective franchisees with full and accurate written disclosure of all material facts and information pertaining to the matters required to be disclosed in advance to prospective franchisees about the franchise system a reasonable time [at least fourteen (14) days] prior to the franchisee executing any binding agreement relating to the award of the franchise. 3. A ll matters material to the franchise relationship should be contained in one or more written agreements, which should clearly set forth the terms of the relationship and the respective rights and obligations of the parties. 4. A franchisor should select and accept only those franchisees who, upon reasonable investigation, appear to possess the basic skills, education, personal qualities and financial resources adequate to perform and fulfil the needs and requirements of the franchise. Franchise systems and franchise support services members of the Association should not discriminate based on race, colour, religion, national origin, disability, age, gender or any other factors prohibited by law. 5. A franchisor should provide reasonable guidance, training, support and supervision over the business activities of franchisees for the purposes of safeguarding the public interest and the ethical image of franchising, and of maintaining the integrity of the franchise system for the benefit of all parties having an interest in it. 6. Fairness should characterize all dealings between a franchisor and its franchisees. Where reasonably appropriate under the circumstances, a franchisor should give notice to its franchisees of any contractual

10 Canadian Franchise Association

default and grant the franchisee reasonable opportunity to remedy the default. 7. A franchisor and its franchisees should make reasonable efforts to resolve complaints, grievances and disputes with each other through fair and reasonable direct communication, and where reasonably appropriate under the circumstances, mediation or other alternative dispute resolution mechanisms. 8. A franchisor and a franchise support services member should encourage prospective franchisees to seek legal, financial and business advice prior to signing the franchise agreement. 9. A franchisor should encourage prospective franchisees to contact existing franchisees to gain a better understanding of the requirements and benefits of the franchise. 10. A franchisor should encourage open dialogue with franchisees through franchise advisory councils and other communication mechanisms. A franchisor should not prohibit a franchisee from forming, joining or participating in any franchisee association, or penalize a franchisee who does so. 11. A franchise support services member in providing products or services to a franchisor or franchisee should encourage the franchises to comply with the spirit of this Code of Ethics. A franchise support services member should not offer or provide products or services if legislative or professional qualification is required to do so unless the franchise support services member has such qualification.

LOOK FOR EXCELLENCE As you investigate the many franchise opportunities available to you, you will see a special logo featured in franchise literature, on franchising websites and in franchise tradeshow booths. This logo identifies franchise systems and franchise support services/suppliers as members of the Canadian Franchise Association (CFA). You should be on the lookout for this symbol when researching franchise systems or assembling a team of franchise support professionals to assist in your search. CFA encourages and promotes excellence in franchising in Canada and members of the Association voluntarily agree to follow the CFA’s Code of Ethics in pursuit of these goals. Start your search for your franchise dream with a CFA member. Visit FranchiseCanada.Online today.

www.cfa.ca | www.FranchiseCanada.Online

Little Kids Daycare Center is

Now Franchising! For nearly 20 years, Little Kids Daycare Center has been instrumental in the early child development of thousands of children. With multiple locations, the Center is now taking its award-winning business model to the next level with franchising. Opening a childcare center, is an incredibly complex process. Let the experts help you navigate the licensing requirements & more. What you will get:

Comprehensive training from an experienced team

Complete support from initial training to continuing operational assistance

Assistance with location selection

We are available all over Ontario. 1-888-992-0595

franchising@littlekidsdaycare.com

Opportunity to work with an award-winning team

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Recipe Unlimited Announces $500,000 Support Package for Frontline Hourly Workers Recipe Unlimited Corporation, Canada’s largest full-service restaurant group, announced in April a support package for its Ontario corporate frontline restaurant workers to help them through the latest extended closures that were mandated by the Ford government. “The anxiety created by the roller-coaster actions of government-mandated openings and closings is having a significant financial and mental health impact on many of our frontline teammates,” says Frank Hennessey, CEO of Recipe Unlimited Corporation. “And while politicians and health officials debate the best course of action, it is evident that their decisions are impacting people beyond COVID-19. We want to ensure that no member of our team is left unable to pay their rent or feed their families. Unfortunately, we are seeing too many instances where this support is needed.” Recipe’s support program consists of direct payments to teammates who would have otherwise been laid off by the latest lockdown. Recipe also continues to focus on mental health through enhanced benefits coverage for mental health practitioners and employee assistance programs. Minuteman Press Printing Franchise in Chilliwack, B.C. Grows to Record Sales by Helping Local Businesses Recover from COVID-19 Pandemic For Gord and Alisa Gelderman, no year was more challenging for their family-owned Minuteman Press franchise in Chilliwack than 2020. At the same time, because printing was

12 Canadian Franchise Association

Gord and Alisa Gelderman

classified as an essential business, Gord and Alisa were able to remain open and operating throughout the COVID-19 pandemic. As a result, Minuteman Press in Chilliwack was able to simply reach out and be there for their clients. By supporting other local businesses at such a critical time, Gord and Alisa were able to rebound from the initial onslaught of the pandemic and grow their sales significantly by the end of 2020. Today, Gord and Alisa are proud members of the Minuteman Press International President’s MillionDollar Circle for achieving yearly gross sales of at least $1 million. This is especially impressive since they achieved record sales for their 23-year business despite the initial challenges of the lockdowns last year. Gord reflects, “It means a lot to us that we have been able to grow our business to this level. We had a significant dip in sales for a while in 2020 when the pandemic first hit, but were able to recoup and exceed those losses by the end of the year. Two things were key in this: our great staff and the excellent position the franchise support from Minuteman Press International has put us in to help us adapt and grow.” Gord also credits the renewed support and solidarity among the small business community for being able to grow during the pandemic.

www.cfa.ca | www.FranchiseCanada.Online

He says, “There is just this sense of all of us helping each other out. At the beginning of the pandemic, we kept promoting ourselves as essential, reminding clients that we are still open and here to help. We made sure to let them know of our delivery and curbside pickup options, and we established a strong rapport by promoting and shopping local with other small businesses.” Pro Fleet Care Celebrates Five Years Serving Southwest Wisconsin Pro Fleet Care announced in April the fifth anniversary of Kyle Fitzsimmons and Paul Yanna owning and operating the Southwest Wisconsin service region. In 2015, Kyle contacted the founders of Pro Fleet Care to learn more about their mobile rust control business. He had read an article about the business in the Farm Show magazine. Over the next year, he explored the possibilities of joining, while that same year, Paul came across the same article. In 2016, they met for the first time, formed a business partnership, and started Pro Fleet Care’s third location in the state of Wisconsin. Kyle and Paul have since been developing a successful partnership, serving their clients on site at clients’ locations. “Our clients love our product and service,” says Kyle. “Because this is a new concept, it often takes a while for clients to understand what we can do for them. But once they see the results, they are quick to tell their friends and family about us. Last year was a breakthrough year and this year is looking even better.” Pro Fleet Care has developed a successful business by servicing local and state agencies, fire departments, and school bus operators, as

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INDUSTRY NEWS well as farmers, business and fleet owners, and individuals who want to protect their vehicles and equipment from corrosion. Rabba Fine Foods Reasserts its Commitment to Supporting Intensive Care Units Rabba Fine Foods, the Greater Toronto Area’s local neighbourhood market, issued in May a cheque for $20,000 to Trillium Health Partners Foundation in an effort to support the region’s great need for intensive care services and facilities. Part of Rabba Roots, Rabba’s community giving program, the donation builds on a longstanding relationship between Rabba and Trillium Health Partners that dates back to 1995. “We’re extremely grateful for the tireless and heroic work of our intensive care unit doctors, nurses, and staff,” says Jack Rabba, CEO of Rabba Fine Foods. “Today, perhaps more so than ever, we see the importance of supporting our health system in whatever ways we can. On behalf of our associates, customers, and partners, thank you for your truly life-saving work.” In September 2018, Rabba dedicated its annual summer golf event in honour of Trillium Health Partners Foundation. Considering COVID-19 and current difficulties in holding similar fundraisers and community events, the

company made the decision to hasten its donation to Trillium Health Partners, given the situation ICU units are facing throughout the region. In the third wave, two out of five admitted COVID-19 patients required intensive care, many on ventilators, placing enormous strain on the hospital system. “There are a lot of people and industry partners who are eager to do more, given the severity of the need,” says Rima Rabba who, along with Rick, leads the Rabba Roots Community Program. “We invite them to continue their contributions wherever they can, even if our means of giving are different yet again this year.” RAPiZZA Supports Frontline Staff Through the COVID-19 Pandemic The RAPiZZA franchise announced in May its efforts to support frontline workers throughout the COVID-19 pandemic. Through its Spread Joy campaign, Canadians can gift select RAPiZZA meals to our first line of defence: frontline workers. Five per cent of all revenue generated will be donated to the SickKids Foundation. “Food brings us together even when we’re apart,” says the brand. “We define, credit, and honour our frontline staff as the toughest of the tough! We feel that this kind gesture will spread a smile and is the least we can do to show our respect and appreciation!” The 100 per cent Canadian-owned and -operated franchise was founded in Ontario, and launched seven locations within seven months, creating 30 jobs during the pandemic. The Wendy’s Company Announces Transition of 13 Restaurants in Quebec The Wendy’s Company announced in May the transition of 13 franchised restaurants in the province of Quebec to Compass Restaurant Group’s Kathryn and John Chayka. The restaurants were previously owned by DP Murphy (Quebec) Inc. The agreement also includes a commitment from the owners to build additional new restaurants by the end of 2025, which is expected to double Wendy’s footprint in the province. “At Wendy’s, we see tremendous opportunity in Quebec, with more than a quarter of the population living there and only three per cent of our Wendy’s Canadian restaurants. This new agreement demonstrates the strength of the brand and the faith our franchise partners have in our bright future,” says Abigail Pringle, president, international and chief development officer at The Wendy’s Company. “Wendy’s franchise owners, like Kathryn and John Chayka, continue to play an integral role in bringing our restaurants to communities across Canada and we are thrilled with their continued commitment to Wendy’s.”

14 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

2 GREAT BRANDS, 2 GREAT OPTIONS!

• Multiple lines of business — massage, facials, hair removal, retail & gift cards • Luxurious environment • Recurring revenue with membership program

• Massage focused • Clinical environment • Recurring revenue with membership program

Join FRANCHISES AVAILABLE ACROSS CANADA For additional information contact Clayton Hamilton

the fast growing personal care industry!

Call: 1-877-385-6419

Email: chamilton@handandstone.ca

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chamilton@massageexperts.ca www.m ass age e xp e r t s .ca / f ranch i se

INDUSTRY NEWS Kathryn and John became Wendy’s franchise owners in 2015 and continue to be active members of the community. In 2020, they donated and delivered more than 1,000 meals to frontline workers in the Niagara region who were fighting the spread of COVID-19. They also offered 50 per cent off meals for employees on leave of absence and provided active employees the same discount to provide meals for their families after their shift was over. “Community has always been an important part of our lives and our Wendy’s restaurants have been a great way for us to connect with those in the Niagara region. This expansion is an exciting opportunity for us to grow our business, bring jobs to Quebec, and to provide more Wendy’s experiences to more consumers across Canada,” said Kathryn Chayka, operating partner, Compass Restaurants Group. Wild Birds Unlimited Commits to Further Growth in Canada Wild Birds Unlimited, the original and leading bird feeding and nature specialty franchise in the United States, is building on recent successes in its efforts to spread its wings in Canada.

With more than 20 locations across the border, the Indiana-based franchise celebrates its international expansion as Canadian franchisees continue to succeed. “Our mission is to bring people and nature together, and to bring joy into our customers’ lives. That mission extends beyond the United States,” says Paul Picket, chief development officer of Wild Birds Unlimited. “We have been thrilled to see the success so many of our Canadian franchisees are experiencing and look forward to further committing to our mission with more expansion in the future.” To do just that, Wild Birds Unlimited recently joined the Canadian Franchise Association at the start of 2021, with plans of strengthening its foundation in the country. In May, the franchise also announced a two-year sponsorship agreement with Birds Canada to support the Gardening for Birds conservation initiative that started on May 5. Both of those efforts add to multiple Canadian franchisee success stories despite challenges all business owners faced throughout the past year. Wild Birds Unlimited has a wide range of Canada franchise opportunities, with availability in Ontario, Manitoba, Saskatchewan, Alberta, and British Columbia.

Franchise with DAIRY QUEEN

THERE’S NEVER BEEN A BETTER TIME TO FRANCHISE WITH US! 16 Canadian Franchise Association

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COVER STORY

A HOLISTIC APPROACH TO HEALTH

Franchises are “ready, with open arms, to help Canadians rebuild their physical, mental, and social health” BY JORDAN WHITEHOUSE

It’s no secret that the health and wellness industry was booming before the COVID-19 pandemic began. In 2019, Statistics Canada released a report that suggested the national health and wellness market size would grow from $14.9 billion in 2013 to $20.6 billion in 2022. And although COVID-19 may have temporarily slowed that growth, market analysts expect the industry to quickly regain its foothold as the country's older demographic continues to increase. It’s clear that Canadian health and wellness franchises expect the same. While the pandemic has impacted operations for the four franchises profiled in these pages, all are hopeful about the future and preparing for expansion. As one franchisee put it, “COVID-19 has made a lot of people look at the quality of their life and their health, so it could actually be a great time to be part of this industry.”

Franchise Canada July | August 2021 17

COVER STORY Hand & Stone Massage and Facial Spa It wasn’t that long ago when the only places to get a good massage in Canada were luxury spas and chiropractic or physiotherapy clinics. But around 2009, that began to change. That’s when Hand & Stone Massage and Facial Spa came to Canada from the U.S. and introduced affordable and high-end massage, facial, and hair removal services. Since then, the company has expanded to more than 500 locations, including 32 in Canada, all but one of which are in Ontario. Now the company wants to grow throughout Canada. Canadian general manager Anita Wells says they’re looking for franchisees with good people skills, leadership ability, and business management experience. “They need to build a dedicated in-house sales-focused team around them so that everyone is contributing to the success of the business,” she says. Two years ago, Hand & Stone found an excellent opportunity in registered massage therapist Elaine McSevney and certified esthetician Stephanie Santi, who are now franchisees of the Oakville, Ontario location. When the Hand & Stone opportunity came about, both McSevney and Santi wanted to transition away from hands-on work. Both saw the upsides of what Hand & Stone was offering. “I loved the business model

18 Canadian Franchise Association

of bringing skincare esthetics and massage therapy together under one umbrella,” says McSevney. The brand awareness is one of the biggest benefits the two have found at Hand & Stone. The support from corporate has also been huge, especially during the pandemic, they say. Like many other businesses, theirs has been continually impacted by provincial restrictions, particularly the esthetics segment. Government funding has certainly helped, they say, but the continuous support and communication from corporate about that funding as well as changing health and safety mandates and creating reopening protocols for the franchises has been important to being able to reopen safely for their clients and employees. In fact, the support from the entire company, including franchisees, has been great throughout their journey. “We are a close-knit group,” says Santi. “We support and help each other. We know the people in our corporate office, and we can rely on them for help when needed; they're not just names to us.”

Learn more at LookforaFranchise.ca

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COVER STORY LIVE WELL Exercise Clinic About 10 years ago, Sara Hodson was working in a hospital setting as an exercise kinesiologist. Every day, she saw the huge gap between what traditional fitness offers and what people with medical concerns need: a place where they feel safe, supported, and part of a community without intimidation or judgement. So, in 2011, she launched LIVE WELL Exercise Clinic in White Rock, British Columbia. The medical fitness clinic now has 15 clubs, with five more opening soon, each specializing in supervised exercise and healthy lifestyle coaching for people with health conditions such as diabetes, heart disease, and obesity or those wanting to prevent them. “The members are one of the biggest rewards of owning LIVE WELL,” says Hodson. “Seeing people with diabetes get off their three-times-a-day insulin or be able to get down on the floor to play with their grandkids for the first time — the only word I can use to describe that feeling is magic.” The other big reward is working with her team, says Hodson, including fellow franchisee Michelle Dunbar in Bowmanville, Ontario. Although Dunbar didn’t come from a fitness background, she was desperately looking to open a business that would be community-oriented and that she could be proud of. “And what better concept than improving health?” she says. “Through the offerings at LIVE WELL — health and behaviour change, strong member relationships, and building a sense of community — it more than met all my must-haves in a business concept.” However, as with the entire fitness industry, the pandemic has been a big challenge to overcome. LIVE WELL

Sara Hodson, President & CEO

pivoted quickly, offering a live virtual program and ondemand workouts. It also dropped the initial franchisee investment fee by 60 per cent and is allowing franchisees to open in smaller spaces. Hodson says this revised model will allow the brand to service smaller communities. The goal is to have a LIVE WELL in every Canadian city within three years. The other COVID-19 silver lining is that Canadians are thinking more about their health than ever before. This creates a “massive opportunity” for LIVE WELL, says Hodson. “We are ready, with open arms, to help Canadians rebuild their physical, mental, and social health.”

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Franchise Canada July | August 2021 19

COVER STORY Massage Addict When Fraser Clarke acquired Massage Addict in 2014, the company had just 20 locations across the country. Now, they have 100. Plus, instead of just massages, the brand also offers reflexology, acupuncture, and chiropractic care. That kind of dynamism, coupled with its Canadian roots, are two big advantages of being part of Massage Addict, says Clarke. “Being Canadian-owned and -operated means that we have a firsthand understanding of regulated health care; it's an important distinction versus other brands in the marketplace.” Milton, Ontario franchisee and registered massage therapist Corey Henderson had never owned a business with employees when he joined Massage Addict in 2018. In fact, he found the whole idea a little intimidating. But having the backing of an entire company has certainly helped alleviate those fears, he says. “Having others — corporate and other owners — to talk to that have knowledge and experience is a very big benefit and has made my transition to business owner much more seamless.” This has been especially true during the pandemic, says Henderson. Although the business has been deemed essential in Ontario, it’s been challenging to navigate changing government announcements and to deal with client uncertainty. But Massage Addict has been there for franchisees, he says, doing everything from implementing rigorous safety protocols to communicating with the public to let them know clinics are open and safe.

Fraser Clarke, CEO

Post-pandemic, Clarke says Massage Addict will continue to expand its footprint — including 10 new clinics scheduled to open in 2021 — and strategically evolve the business model. “This may include additional therapeutic services, complementary products, [and] other ideas. The Massage Addict brand will continue to evolve and grow to meet the needs of the Canadian marketplace. It’s an exciting brand to be part of."

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Kadaija B., guest service associate (left) and Corey Henderson, franchise owner

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COVER STORY

Simply For Life It’s been over 20 years since Claudine and Bruce Sweeney decided to leave their jobs in the airline industry and launch a nutrition company in Saint John, New Brunswick. Now, with 41 Simply For Life locations, they have zero regrets. “We just love to work together and love doing something that transforms people’s lives,” says Bruce. Those transformations come from two streams: nutrition coaching and natural food market stores. The dual services make the brand unique, says Claudine, but so does the atmosphere. Stores are open, bright, and modern, often with lively music in the background. “It’s a fun and energetic place to be for both clients and franchisees.” Thus, the Sweeneys are looking for franchisees who have energy and a passion for improving the quality of life for people in their communities. Sussex, New Brunswick franchisees Rob and Kim Driscoll showed they had both when they joined Simply For Life in 2020. They also own a fitness centre in Sussex, so the two businesses complement each other. The brand awareness in eastern Canada, where most Simply For Life locations are currently found, was another plus. Rob also likes the personalized approach to the business. “I like going through the store and talking

to clients, finding out which products they like, telling them what we like. If you’re a people person, this business is great because you get to meet and spend time with your customers.” The business also seems to be somewhat pandemicproof, says Rob, because people appear more likely to spend money on their health. Indeed, the Sweeneys say that in general, the company has seen “tremendous growth” over the past year and a half. Offering virtual coaching and e-commerce were crucial to that growth, but so was a change in messaging that focused on the importance of mental and physical health during the pandemic. More growth across the country appears to be on the horizon. The goal is to expand to 150 locations, mainly outside of the east because Atlantic Canada is quite saturated. “We can’t wait to give our maritime flavour to the rest of Canada!” says Claudine.

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Franchise Canada July | August 2021 21

AND

STRONGER The fitness industry is poised to maximize gains post-pandemic, and these five fitness franchises are primed to get Canadians back in shape BY GINA MAKKAR

At the onset of the pandemic, fitness franchises facing lockdown restrictions jumped at the chance to create fun, fresh opportunities for customers to exercise at home. As one franchisee notes, the past year and a half has made clear that “physical activity is essential to maintaining a healthy immune system and it plays a huge role in our mental health.” Fitness franchises have excelled in creating flexible options for pandemic workouts. And thanks to their innovative adaptations, as restrictions ease, many concepts are positioned to come back stronger than ever.

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BIGGER AND STRONGER 9Round Fitness World champion kickboxer, founder, and CEO Shannon Hudson launched 9Round Fitness to create a 30-minute, circuitstyle kickboxing workout for the boutique studio fitness environment. With a new round starting every three minutes, it quickly became known as a place to get a fun, high-intensity workout on your schedule. The first location opened in South Carolina in 2008 and the brand grew to 100 locations by 2012. “In the competitive global fitness industry, 9Round brings a lot to the table with its simple, yet effective workout model that encourages both physical and mental strength,” says Hudson. Since fitness was already a fast-paced industry prior to the pandemic, when the crisis hit, the home office team worked quickly to create safety measures and roll out virtual workouts to ensure franchisees continued to operate during the lockdown. “It was a difficult time for everyone, especially in the fitness industry, but together we are coming out of it stronger,” says Hudson. The brand expanded to offer robust workouts at home and in studios to suit all comfort levels. “The feedback for our

on-demand workouts was tremendous. We realized that this should be something that should become a part of our business model permanently.” Despite challenges, 9Round continues to grow worldwide and is on track to open 33 international locations this year. Hudson says the five-year goal is to be open in 30 countries. The brand looks for franchisees with a fighting spirit and a “never-give-up” mentality. “We want people who are always striving to win and be the absolute best. These qualities paired with a business background make for an ideal 9Round franchisee.” Hudson’s advice for success is to focus on the micro to enjoy the macro. “For instance, narrow your focus on helping one single customer get the best experience possible with your brand, then move on to helping the next, and the next. And before you know it, you have hundreds of happy customers.” Learn more at LookforaFranchise.ca

“In the competitive global fitness industry, 9Round brings a lot to the table with its simple, yet effective workout model that encourages both physical and mental strength.” - Shannon Hudson

Franchise Canada July | August 2021 23

BIGGER AND STRONGER

“We provide a top-notch turnkey system and I think our franchisees would say they felt really supported through this.” - Jackson Loychuk

30 Minute Hit As pioneers in the fitness industry, founders Deanna and Jackson Loychuk had already begun creating an online hitat-home program before the pandemic reached North America. When lockdowns started, they were prepared. “It was amazing for our members; they were so grateful,” says Deanna. The workout concept was already COVID-friendly, with bags spaced apart and members facing away from each other. During COVID-19, the team enhanced safety measures by spreading out the start of each circuit to maintain 10 to 12 feet between stations. They also developed a proprietary app that allows members to view an online cue for a seamless, hassle-free check-in process. As classes resume in some provinces, online is here to stay for members who love the flexibility of exercising at home or catching a workout while travelling. “That would be our silver lining,” says Deanna. Post-COVID-19, the duo says fitness is coming back bigger and better. “Franchisees had the upper hand. They had the support of the franchisors,” notes Deanna. “Timing wise, there’s reduced competition because a lot of mom-and-pop businesses unfortunately couldn’t survive. They didn’t have the resources to develop an online program or a mobile check in,” says Jackson. “We provide a top-notch turnkey system and I think our franchisees would say they felt really supported through this.”

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Jackson adds that it’s easy to operate when things are good, but the true test is how a company responds when things turn. “People get into franchising for the systems and the support. I think that we’ve proven that we can weather the storm. If we can get through this, it’s a brand and a system that people should feel comfortable investing in,” says Jackson. As they continue to grow, they seek franchisees who want to live an inspired lifestyle. “It’s about doing something positive in the community, making a difference, and creating relationships with the members,” says Deanna. The couple’s advice for franchisees? Embody the core values of HIT: hustle, inspire, and trust. Have the hustle to make things happen, the ability to inspire their team and community, and trust in the systems. “They also need to be trustworthy because their members are trusting them with their health. If they can hit those three core values consistently, they’ll always see success.” Learn more at LookforaFranchise.ca

BIGGER AND STRONGER Planet Fitness Planet Fitness — one of the largest and fastest-growing franchisors and operators in the United States — launched in Canada in 2015, and the concept of high value at a low price in a Judgement Free Zone® quickly caught on. “Every time I’m in one of our gyms, I see everyone from seniors getting their walk on to firefighters and athletes. The CEO often says the competition is not the other gyms, it’s the couch,” says Jessica Sisk Roehle, with a Planet Fitness franchise group that operates 26 clubs in Ontario and the Maritimes. To overcome the pandemic closures, the Planet Fitness brand launched the “United We Move” campaign just days after the lockdown restrictions came into effect, providing free virtual workouts on social media. “After the yearand-a-half we’ve had and given what we know about who is susceptible to COVID19, physical activity is essential to maintaining a healthy immune system and it plays a huge role in our mental health,” says Sisk Roehle. “The franchise really puts the time in and stays on top of implementing new policies and is sensitive to ensuring teams are adequately trained.” The Planet Fit-

ness App was redesigned to offer touchless check-in and a crowd meter that allows members to check club capacity. Additional features like special workouts and live screenings created more at-home offerings. “It’s the way of the future and the pandemic really moved us along. It’s a positive.” Though Planet Fitness is newer to Canada, Sisk Roehle says it’s a strong brand that understands its principle and values, and it’s a tremendous opportunity poised for growth. “They tapped into something great with the high-value, low-price model and its Judgment Free Zone®. They are easy gyms to be in, and very friendly, and they have standards that are adhered to.” Sisk Roehle’s top advice is to believe in the brand. “Does the brand make sense to you? Do your values align with the brand values? Can you sell this and grow this? The more you believe and think you have an opportunity to grow, the more you will.”

"It’s the way of the future and the pandemic really moved us along ... They tapped into something great with the highvalue, low-price model and its Judgment Free Zone®." - Jessica Sisk Roehle

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Franchise Canada July | August 2021 25

BIGGER AND STRONGER

“We helped franchisees adapt the business model to ensure their survival. We reinvested in the business on different fronts to ensure franchisees make it through." - Blake MacDonald

Orangetheory Fitness Orangetheory Fitness (OTF) offers group personal training with a oneof-a-kind science-backed, technology-tracked, coach-inspired workout. It’s scientifically designed to maximize results for each participant. Blake MacDonald, president of OTF Canada, says the concept works at every level. “Members get an amazing workout, staff can do what they love and advance their fitness career, and for franchisees, it’s one of best returns on investment in the industry. When a concept works for all stakeholders, you have a real winner on your hands.” During COVID-19, the brand created new, exciting programs to keep members engaged. In addition to launching an online platform, Orangetheory Live, they incorporated a bootcamp-style outdoor workout

called Outdoor 45. At home, the corporate team implemented operational safety protocols and provided financial consultants to ensure franchisees took advantage of government assistance. “We helped franchisees adapt the business model to ensure their survival. We reinvested in the business on different fronts to ensure franchisees make it through. I truly believe we’ll be big winners when all is said and done.” MacDonald says the support they provide, from cutting-edge technology to unparalleled sales and marketing systems, is a big advantage. The fitness department dreams up cutting-edge workouts for every day, which are then delivered by the more than 1,500 locations. So, no matter where you are in the world, you’ll always get the same great workout. The corporate team supports its franchisees through negoti-

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BIGGER AND STRONGER ations, construction, and operations geared for revenue growth. With a robust business model, Orangetheory requires franchisees who can maintain a strong workforce and remain knowledgeable and engaged, which isn’t always easy. “It becomes transparent to the customers if the franchisee has that care factor. If they don’t have that care factor, staff won’t have that care factor, and that’s what builds our culture.” MacDonald advises franchisees to follow the system and use its resources and guidance. “When you look at all top performers across Canada and globally, it’s the studios that follow the system and follow what’s being laid out for them that are most successful.”

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Franchise Canada July | August 2021 27

BIGGER AND STRONGER

“Our team and franchisees have never been more collaborative and united than during this past year.” - Jennifer Hamilton

Oxygen Yoga and Fitness Inc. For founder Jennifer Hamilton, it’s humbling to reflect on how Oxygen Yoga and Fitness weathered the storm for the last 15 months. “Our team and franchisees have never been more collaborative and united than during this past year.” With the goal to remain connected, they created an "Oxygen Everywhere" Facebook page, which garnered an immense following. When studios reopened, an ondemand platform provided members with a virtual alternative. The online presence helps leverage franchisee onboarding by building awareness before they touch down in a new market. It’s also helped cast a wider net internationally. Not a typical yoga studio, Oxygen offers a range of yoga and fitness classes, and FAR infrared technology provides plenty of physical and mental health benefits. “It’s about building community with clients, and diversity allows members to come in and try something different.” Hamilton says in the past year, people have stepped back, revisited, and reevaluated the importance of health and fitness. “I think the virtual programs allowed people to gain confidence in their living room, front yards, and backyards. It’s our job as professionals to create a safe place for people to come and feel welcome.” Training prepares new franchisees to understand the fundamentals of the business and once open, adjust for better success, as each market has its own unique

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draw. For Hamilton, three checkpoints determine the success of classes. “It’s the time, the instructor, and the class itself. It’s obvious when you do an inventory if a time works, or a class is well-received. It allows franchisees to understand the demographic they’re working with.” As Oxygen continues to grow, Hamilton is thankful for her forethought in partnering with David Patchell-Evans to broaden her network to take the brand to the next level. Patchell-Evans was recently named one of four Canadian business leaders inducted into Junior Achievement Canada’s Canadian Business Hall of Fame. “I couldn’t be more grateful to be aligned with a man who is such a visionary, but humble and down to earth.” Hamilton’s advice is to bring passion to the table. “Allow passion to be fluid within the business model and follow the plan. Be there with a smile, say hello. It creates positivity, and it’s contagious. As an owner, when someone comes up to you and says ‘thank you,’ that piece of knowing you’re providing a place for people to come in and take care of themselves physically and mentally, it’s an incredible thing.”

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AN EYE FOR FRANCHISING

How five franchises that provide beauty services to Canadians have remained strong in a recession-resistant industry BY STEFANIE UCCI

Over the past year, women and men across Canada and around the world have likely put their beauty and grooming habits on pause. Staying at home and away from others means some may have halted their daily makeup and hair curling routines, and with temporary closures, others haven’t had access to their coveted hair, laser, or waxing salons. However, as we anticipate a return to normal, many individuals await getting that first set of nails or lashes once salons reopen. Fortunately, these brands have weathered a rough and rainy storm throughout the COVID-19 pandemic, proving that the beauty industry will always stick around. As Deka Lash senior franchise director Ricki Wilkins puts it, “This beauty industry has and always will be recession resistant; it’s here to stay. And women will always find money to make themselves feel beautiful.” Read on to learn more about these five beauty franchises that provide unique and valuable services to Canadians! Franchise Canada July | August 2021 29

AN EYE FOR FRANCHISING Deka Lash For decades, women have relied on a handy tube of their favourite mascara to add that finishing touch to their look. Volumized and lengthened eyelashes make the eyes pop and thanks to Deka Lash, makeup wearers now have alternative methods to hop out of bed ready to go, without the extra step of mascara. Founded in 2011, Deka Lash provides lash extensions and brow laminations, and operates with the tag line, “changing lives, one lash at a time.” “I know that sounds pretty bold, but we actually believe it because our very elegant business model positively impacts so many lives,” explains Ricki Wilkins, senior franchise director at Look Good Brands, LLC. Wilkins says the franchise looks for owners with strong leadership skills who are comfortable interacting with different age groups, since many lash artists are millennials, and many clients are from generation X or are baby boomers. Fortunately for Deka Lash, the COVID-19 pandemic arrived a year after the company decided to put an emergency plan in place. Wilkins says they had 95 per cent of the plan completed and were able to jump into their strategies, which included turning dollars into

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points, offering clients the ability to freeze their memberships, and halting fees for and introducing daily communication with franchise owners regarding government messaging and recommendations. Deka Lash also introduced a mobile app which uses online booking and artificial intelligence for a touchless check-in once clients get within 15 feet of the studio door. Wilkins notes that in many respects, Deka Lash is a technology company that does lashes. “A lot of my owners tell me that they never would have believed that they would be in a lash extension business,” says Wilkins. “But somebody came along and said to them, ‘look, this might sound a little crazy, but I’d like you to keep an open mind and take a look at a concept that has everything you’re looking for … can you be open to that?’ And just that little push has brought us recognition from the franchise industry as one of its fastest-growing franchises.”

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AN EYE FOR FRANCHISING DermaEnvy Skincare Founded in 2016 in Dieppe, New Brunswick, DermaEnvy Skincare is a micro medical aesthetics clinic that specializes in laser and skincare technologies. The brand has eight clinics that offer treatments such as laser hair removal, body contouring, micro needling, teeth whitening, chemical peels, and more. Cohen MacInnis, president of Wellness Brands Canada Inc., says DermaEnvy looks for franchisees who have a willingness to learn and the ability to work independently. “We’ve had very good luck and are very fortunate to have success stories from both within the industry and outside of the industry. Our franchise system has appealed to those without industry experience as well.” With five years in the business as both a franchisor and franchisee, MacInnis says that the largest challenge in his career so far is definitely the COVID-19 pandemic that temporarily closed many clinics in the Atlantic provinces. “We’ve dealt with each franchisee on an individual basis as some were more prepared than others,” he explains. “Being a younger franchise system, we had a lot of newer franchisees as well.”

The brand launched a franchise assistance program for all DermaEnvy franchisees to ensure that nobody missed a payment on their car, mortgage, or rent. MacInnis says the program is still in place and they plan to continue it indefinitely. As for training, franchisees have access to a company cloud computer system called DermaEnvy Connect, which allows head office to communicate and store all documents, policies, procedures, and more online, while offering a support ticket system for team members. Franchisees can also train on the online learning platform called DermaEnvy Academy, which provides more than 80 training courses. “I think a willingness to learn is a real key factor to success, regardless of industry or system,” says MacInnis when offering advice to prospective franchisees. “If you have a willingness to learn, it’s very possible to achieve success in any industry.”

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AN EYE FOR FRANCHISING Foxy Box Laser & Wax Bar visit at the new store for two weeks. After Back when Kyla Dufresne, founder of Foxy that, the company has a monthly call with Box Laser & Wax Bar, had her first Brazilall team members, provides weekly KPI ian wax done, she went to a technician who reports, and Dufresne routinely takes indicompleted the service out of their home. vidual calls with franchisees. Otherwise, her only other options were Foxy Box was closed for three months high-end spas or the back of nail salons, at the height of the COVID-19 pandemic but both of which were undesirable. has since reopened. Dufresne says they’ve Dufresne says she realized there was a even sold two franchises and opened three missing niche market for wax services, givlocations over the past year. ing birth to the Foxy Box brand that special“We really didn’t take a pause. I kept on izes in the art of the Brazilian wax. my whole team from headquarters full time, “We are hair removal, but we really and we made sure that our online presence Kyla Dufresne, founder of are much more than that,” says Dufresne. was huge,” explains Dufresne. Foxy Box Laser & Wax Bar “We’re a brand and a culture and we’re a big As for advice Dufresne has for franchise part of giving back to our communities and prospects, she says it’s all about “ensuring really affecting women’s lives in a positive way.” that whichever business that you choose to go with, that “We’re looking for [franchisees who are] excited about it sings to you and you’re both in alignment. As a commaking a positive impact in their community because pany, make sure their core values and brand really resothat’s really what we do,” says Dufresne. “‘Energy is nate with you.” everything’ is one of our core values and we believe that’s how we impact our clients.” The membership model also provides a recurring revenue for franchisees and brand loyalty for clients. Learn more at Training for new franchisees includes a week at headLookforaFranchise.ca quarters in Victoria, British Columbia, as well as a team

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AN EYE FOR FRANCHISING GS Beauty Group The GS Beauty Group system has a strong presence in malls across the country. Within the system is Trade Secrets, a retail beauty superstore with an attached salon, and Glamour Secrets, which offers services including a lash bar and nail salon. Doug Warren, director of franchising, joined GS Beauty Group in 2002 when the brand had five stores, and grew it to about 100 locations, making it the largest professional beauty retail chain in Canada. Warren says the system is preferably a hands-on business for investors, who ideally have a passion for the beauty business. “New franchisees get a month of training in a store,” explains Warren. “We train in all aspects from A-Z: front of store, back of store, customers, and product knowledge.” Franchisees are expected to be knowledgeable about all the items their store stocks, which Warren notes is nearly 10,000 products. During COVID-19, those products are what helped keep business afloat, as many mall locations experienced multiple shutdowns. Warren says the brand’s warehouse

in Toronto allowed them to increase their online presence and keep the brand in the forefront. The ideal franchisee is someone who’s “able to follow a formula and not question the stuff we do,” says Warren. “I think the main thing is no matter what their background is, they’re willing to be part of a team and be teachable in our system.” Prospective franchisees are encouraged to follow the system and formulas, and not to try to reinvent the wheel. “The key is customer interaction and service on a daily basis,” says Warren. “It’s not easy, it takes a lot of energy. So that’s a challenge to get people that buy the franchise to be there, engage, and consistently have the type of customer service that is required [with GS Beauty Group].”

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Franchise Canada July | August 2021 33

AN EYE FOR FRANCHISING Jade Clinics More than three decades ago, Jade Clinics CEO Jennifer Desloges began developing a system that’s different than any other in the world. As a professional electrologist, she found a variety of challenges with the existing system including client discomfort, inadequate results, and uncomfortable ergonomics. “I was about 20 years into my practice, and I worked a lot,” explains Desloges. “It dawned on me: I need a plan so that my electrolysis method will continue beyond me, and franchising just popped into my head.” Today, Jade Clinics operates in British Columbia and Ontario, offering treatments including electrolysis hair removal, body sculpting, and skin rejuvenation. “There’s a huge need for this service,” says Desloges. “People want hair removal. A lot of times they choose laser because they think it’s permanent, but it’s not. Electrolysis is the only permanent method of hair removal, but only if it’s done correctly.” Desloges says the brand accepts franchisees with no experience in electrolysis because they get trained completely on how to do client consultations, perform the Jade method of electrolysis and other services, as well as operate the clinic. Training is updated once a year and quarterly staff meetings occur with all practitioners to make sure goals are being reached and the system is operating effectively and efficiently. Desloges’ daughter, Janine Jost, is also a franchisee, and is the liaison between the franchisees and head office.

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AN EYE FOR FRANCHISING

“One of the main things we’re looking for [in a franchisee] is someone who has that heart for caring because some people would find this job mundane without a purpose behind it. Going to work each day knowing you’re changing lives is very thrilling.” Desloges calls COVID-19 a “two-sided coin” and notes that “it was an opportunity for us to say to our franchisees, we’re here for you and going to help you through this. We’ve had every one of our clinics reopen and they’re still doing business, so that’s a really big positive.”

Overall, Desloges has put in decades of work and research to help her franchisees succeed. “When you buy into a system, use that system! Don’t think that you’re going to come in and do it your own way — it doesn’t work,” she advises. “You have to believe in it.”

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YOUR BUSINESS. YOUR SUCCESS.

YOUR PIZZA PIZZA. FRANCHISES AVAILABLE www.pizzapizza.ca/franchising franchisinginfo@pizzapizza.ca

Franchise Canada July | August 2021 35

Discover Three Tastes of Health

Three food service franchises that help Canadians stay healthy by eating well BY GEORGIE BINKS

Throughout the past year, Canadians have been taking extra precautions to keep themselves and their families safe from COVID-19. Wearing a mask, washing your hands frequently, and avoiding close contact with others is one way to protect yourself. But at the heart of a healthy body is being conscious about the foods that nourish you. Fortunately, healthy foods can be both nutritious and delicious (there’s a reason why they rhyme!) and these unique food franchises have positioned themselves in a market where people take great care about what they eat. Here, Franchise Canada explores three healthy food franchises that provide freshly prepared breakfast, lunch, juices, snacks, and more to Canadians across the country.

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DISCOVER THREE TASTES OF HEALTH

Booster Juice When Dale Wishewan, president and CEO, started Booster Juice in 1999 in Sherwood Park, Alberta, he never could have known what a wildly successful company he was creating. Booster Juice was one of the first companies to specialize in premium smoothies, juices, and healthy alternatives to fast food. “The franchise is unique in having some of the very first products brought to Canada with superfoods like açai and matcha green tea, wheatgrass, and other healthy products before they’d become mainstream,” says Wishewan. “We are innovators in the QSR sector.” He says it’s vital that Canadians focus on health and nutrition at this time. “It’s so important to fuel our bodies in the right way and our products have provided incredible testimonials from customers on how they feel from consuming Booster Juice. The proper nourishing of our bodies helps build up our immune systems and provides much needed energy.” When COVID-19 hit, Wishewan says the company acted fast to implement extra procedures in stores to ensure staff and customer safety. “It’s been very nice to be open for Canadians during this pandemic to keep their immune systems strong.” To help franchisees during the pandemic, the franchise reduced royalties for a period of time and stopped collecting on the franchise’s national marketing fund. Going forward after the pandemic, Wishewan says Booster Juice will continue to build off of a strong store

base with its inspiring franchise partners. The brand has opened 10 stores in the past six months and still has what he calls “incredible demand” from customers and new franchise partners wanting stores in their respective areas. The benefits of the franchise are the ease of operations and working with clean products. “The extra procedures have created extra work but still being able to provide Booster Juice to loyal customers greatly outweighs the challenge that comes with it,” says Wishewan. He adds that franchising has given the company a chance to share its products with many Canadians sooner. “To be in every province and territory is very rewarding, knowing we’ve reached all Canadians.” The ideal franchisee has a passion for health and wellness, enjoys customer service, and has a drive to be successful. Continuous support is provided by video and memos, as well as individual store visits by the operations team. And the secret to finding success with a Booster Juice franchise? Stay positive, work hard, and provide great customer service, says Wishewan.

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Franchise Canada July | August 2021 37

DISCOVER THREE TASTES OF HEALTH

La Prep There’s nothing nicer than finishing off a morning of work or studying and heading downstairs for a healthy lunch — all the better if someone else has made it for you. Naveen Seth, CEO of La Prep, which has locations based primarily in office towers, universities, and hospitals across Canada, says, “People have become more educated about what they should be putting into their bodies. At La Prep, we focus on healthier alternatives but also give people a choice about indulging.” Seth explains the system’s concept as an upscale European café bistro. “It’s about serving healthier alternatives to people — freshly prepared salads, sandwiches, and freshly baked goods.” Based in Ontario, Seth became involved as a master franchisor for the concept back in 2000. The franchise, formerly known as Café Supreme, rebranded in 2010 to La Prep. He then opened 35 restaurants under the new name, buying out the entire brand in 2017. While Seth has no background in the healthy food industry, he loves food. And he considered the franchise a great healthy alternative for office workers and students at lunchtime. Then the COVID-19 pandemic hit. “I always felt our concept was recession proof,” explains Seth. “No matter what happened, our sales increased. When people lost their jobs, they looked at franchising. COVID-19 taught us one thing — it’s not the case.” Because 95 per cent of franchise locations are based out of offices and universities, everything was forced to temporarily shut down. As of May 1, 2021, 70 per cent of

38 Canadian Franchise Association

locations are still closed. During the pandemic, the franchise has been helping franchisees with royalties, landlords, and staying up to date with and applying for government programs. As a company, franchisors rely on royalties and rebates. But with businesses shut down, there are none. “We’ve been pouring in our own cash flow to provide support to the franchise system, while exploring new ways to assist franchisees in generating income.” Going forward, Seth isn’t convinced everyone will return to the office in the short term. “People are working at home and we’re looking at delivery options, a meal program where monthly meals are delivered to you. We’re looking at every possibility to help our franchisees become successful.” He adds that to increase revenue, the company is considering launching a virtual kitchen concept through its existing La Prep locations and increasing its street front presence. The company offers a five-week training program and an opportunity to own your own business, with reasonable hours that provide a good work-life balance. Ideal franchisees should have business knowledge and a passion for food. “[Our franchisees] get excited that they’re serving good quality food,” says Seth.

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

DISCOVER THREE TASTES OF HEALTH

PÜR & SIMPLE “We’ve basically made breakfast sexy again,” boasts Ritou Maloni, president and COO of Eat It Brands, which owns PÜR & SIMPLE, the successful breakfast, brunch, and lunch experience. “It’s Breakfast Reinvented™. We wanted to elevate the breakfast and brunch experience and create a modern design that was inviting for all, whether it’s an outing for the family, a couple’s time together, or even a business meeting. Not to mention we wanted to take the greasiness out of breakfast and add a ‘wow’ factor to it.” PÜR & SIMPLE started with a test location in Laval, Quebec in 2016. Then in 2018, the company started franchising in Moncton, New Brunswick. Now the franchise has 16 locations up and running with close to 30 sold, but due to the pandemic, they’re currently unable to open some of them. However, “Even despite all the challenges facing the restaurant industry during COVID-19, we opened six new locations and have at least five more opening by the end of 2021,” says Maloni. “The biggest challenge is taking our business model, which is face-to-face contact with our guests and having the ability to provide a personalized dining experience and transforming it, to now having to interact with them through online ordering portals and third-party delivery drivers. Creating affinity with our guests and providing hospitality is what we pride ourselves on, and creating memorable dine-in experiences has been taken away in most provinces,” explains Maloni. She also says the company has been on a constant emotional rollercoaster, dealing with different rules across the country during the pandemic. “We’re given 24 hours notice to shut down and 24 hours notice to open back up.

This creates a huge whirlwind of difficulties, not just providing the proper quality, consistency, and hospitality, but also building a team that has stability and synergy.” The franchise has added three new team members during the pandemic to support their franchise partners. “We are extremely lucky because our franchise partners are extremely sharp and resilient. They have gone through their share of hard times, but have never given up. They believe in the brand.” “Moving forward, our brand will be spectacular,” adds Maloni. “I think we’re going to come out of this pandemic stronger than ever. We have a winning formula. The design of our restaurants creates a warm vibe. They’ll be a place where people will gather, feel safe, and have a great time. We also launched our brand-new menu in June. It has a lot of new and exciting plates, a cocktail menu with refreshing new spirits and drinks, and we’ve partnered with Nespresso for a coffee menu with added finesse.” PÜR & SIMPLE franchisees benefit from flexible hours with evenings to themselves. Franchises are located mostly in suburban locations where rents are affordable. Training is three weeks pre-opening, then three weeks on-site during opening. The most important characteristic in franchisees is their desire to be successful, explains Maloni. “If they take care of every one of their guests, they will be successful.”

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2021 39

Are you franchising in Canada? Join Canada’s largest franchise community and we’ll grow your business together!

Credibility

Lead Generation

Education

Networking

Advocacy

Discover all the benefits of CFA membership! Contact Lou Gervasi at 800-665-4232 ext. 243 or lgervasi@cfa.ca Learn more at cfa.ca/join

Resources

Support & Services for Growing Children A SPOTLIGHT ON CHILDREN’S PRODUCTS AND SERVICES FRANCHISES THAT SUPPORT COMMUNITIES FROM COAST TO COAST Canada’s population has steadily increased throughout the decades as the next generations grow up and begin raising their own children. This creates a great opportunity for businesses who specialize in providing products and services to Canadian children of all ages. These brands allow parents to simplify their lives by providing vital services that children need to develop and grow, adding a helping hand in their child-rearing responsibilities. The franchises here offer haircuts and lice removal, clothing, daycare and education, nourishing meals, recreation and sports, keepsakes, and much more to the youngest generation of little ones. Read on to learn more about these children’s products and services franchises across Canada that make a meaningful impact for communities of growing families!

Franchise Canada July | August 2021 41

SUPPORT & SERVICES FOR GROWING CHILDREN

2INSPIRE

BEANERS FUN CUTS FOR KIDS

2inspire is a house of brands that strives to encourage children to embrace their curiosity through educational and enriching franchise concepts. For the past 35 years, it has grown a strong franchising model with over 180 locations worldwide and continues to support tremendous growth opportunities. As of today, 2inspire offers two franchise concepts: Mad Science and Crayola® Imagine Arts Academy™.

Beaners is a proudly Canadian-based chain of children’s hair salons, with a slick and fun atmosphere that appeals to children of all ages. Beaners offers a wide range of services and a full line of private label professional hair care products specially formulated for children, as well as the rest of the family! Kids sit on rides, Barbie Jeep/Quad, or a regular adult chair and watch a kid-friendly show or test their gaming skills during the haircut experience.

2inspire offers franchisees an easy, low-cost way to gain entry into the children’s enrichment industry, which is one of the fastest-growing sectors. Franchisees receive on-site training support through videos, lesson plans, tech tools, and marketing collateral to ensure the success of their business.

Learn more at LookforaFranchise.ca

Beaners franchisees receive two weeks of training in Calgary, Alberta, including four days at head office for one-on-one training. The remaining time will be spent in the “training” location to experience firsthand the day-to-day operations of a Beaners location.

Learn more at LookforaFranchise.ca

CEFA EARLY LEARNING

CHIQUICUTS KIDS HAIR SALON

CEFA (Core Education & Fine Arts) Early Learning is a leader in private education for children aged one to five and is looking for franchise partners to open new schools for children across Canada. If you value the importance of education and believe in developing children academically, socially, and physically, you could own a CEFA school that applies the CEFA enriched curriculum (the most sophisticated early childhood learning program in Canada) taught by CEFA Certified Teachers. CEFA has more than 20 years of experience that it can use to help you get started today.

Chiquicuts Kids Hair Salon is a unique salon that focuses on servicing the youth hairstyling industry. Its market is composed of children whose age ranges from six months to pre-teen years. Chiquicuts offers two options: Chiquicuts Salon Express and Chiquicuts Salon and Party Venue. The investment range for Chiquicuts Express ranges from $95K-$120K, while the Chiquicuts Salon and Party Venue investment ranges from $160K-$210K.

CEFA supports the success of its franchisees every step of the way, from the initial site selection to preparing classrooms. The franchisees’ teachers are trained through the four-month CEFA Early Learning Certification Program and are guided through the proprietary CEFA Curriculum.

Learn more at LookforaFranchise.ca

42 Canadian Franchise Association

Chiquicuts has created a simple, ready-to-use business model, along with an operation manual that equips franchisees with the vital information they need to carry out day-to-day operations and the support needed to replicate the franchise model. The three-week training program guides franchisees through every aspect of operating their own salon.

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

SUPPORT & SERVICES FOR GROWING CHILDREN

GOLDFISH SWIM SCHOOL FRANCHISING OF CANADA ULC

LICE SQUAD.COM

Goldfish Swim School is the premier learn-to-swim facility dedicated entirely to infants and children aged four months to 12 years. The Goldfish Swim School franchise offers a cuttingedge swim school model positioned as a leader in the thriving and profitable children's education and enrichment market.

Lice Squad.com offers a unique business opportunity with unlimited potential! Lice Squad.com’s express and full-service franchise business models, eco-friendly private label products, and The Mucci Method signature lice removal system are all designed for success. This concept offers affordable start-up costs, flexible business options, unparalleled support, and multiple revenue streams.

Family-owned since its inception, Goldfish Swim School is more than an investment to its franchisees – it’s a tropical, family-friendly environment that teaches kids crucial lifesaving and life-changing skills. Goldfish Swim School knows what it takes to help a franchisee thrive in this industry and is looking for franchisees with a passion for kids, the water, and the chance to make a difference in the lives of children.

Lice Squad.com puts a new spin on the ‘superhero’ with its colourful character representations, child-friendly clinic environments, and customer service protocol. Franchisees are supported through a tried, tested, and true system that really works. With comprehensive training and superior support, Lice Squad.com is with franchisees every step on their journey to success. Head lice is here for good and so is Lice Squad.com!

Learn more at LookforaFranchise.ca

LITTLE KICKERS CANADA FRANCHISING LIMITED

Learn more at LookforaFranchise.ca

LITTLE KIDS DAYCARE CENTER

Little Kickers’ weekly soccer classes for children aged 18 months to seven years are jam-packed with fun and provide children with a positive introduction to sports and the foundation to lead a healthy and active life. Little Kickers has a proven track record of success both in the United Kingdom and internationally due to the quality of people it selects as franchisees, as well as the extensive training it provides.

Little Kids Daycare began in 2002 and has grown into an award-winning childcare centre with multiple locations. Its founder, Debbie, has a diverse background in working with children and families, which has allowed her to implement an enriching curriculum and to foster a nurturing environment. Debbie has become a mentor within her community, facilitating and speaking at conferences. She has found it rewarding to help others launch their own childcare centres and wants to continue to share this with others.

The initial training program provides franchisees with a thorough understanding of all aspects of running a Little Kickers business, from cash flow forecasts and breakeven analysis to health and safety guidelines. Ongoing training is also available in the form of regular coaching master classes and coach assessments, business health checks, and more.

Little Kids Daycare wants to build a base of incredible franchisees, and then build on that foundation by adding more amazing entrepreneurs to the Little Kids Daycare family. Its goal is not accelerated growth, but rather striving for quality locations with overwhelming guidance, support, and encouragement.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2021 43

SUPPORT & SERVICES FOR GROWING CHILDREN

THE LUNCH LADY GROUP INC

ONCE UPON A CHILD

The Lunch Lady is an established brand with more than 25 years of service to Canadians. It began in 1993 as a school lunch provider, offering busy parents a hot and healthy alternative to home-packed lunches. Today, the organization has evolved into a community food provider, not only serving schools, but also childcares centres, camps, community organizations, families, and seniors. Its unique franchise model is ideal for someone looking for a meaningful career, community involvement, and both personal and financial achievement. Although owning a Lunch Lady business is a full-time commitment, its franchise partners have the flexibility to work around the needs of their families, while making a difference in their own local communities.

It’s no secret — kids grow quickly and keeping up with their changing sizes and styles can be expensive! Once Upon A Child fills this need and is the solution for parents looking for high-quality, gently used children’s apparel, toys, shoes, and equipment at affordable, family-friendly prices. Once Upon A Child is the largest North American chain that specializes in reselling clothing and other items for children from infants through tweens.

Do you want to make wholesome food more accessible and affordable in your community? The Lunch Lady may be for you!

Learn more at LookforaFranchise.ca

STAGECOACH PERFORMING ARTS Stagecoach Performing Arts teaches children aged four to 18 to sing, dance, and act; not only to perform on stage, but also to perform better in life. For 30 years, Stagecoach has helped over one million young people gain confidence and build essential life skills. Weekly classes allow students to develop and as they grow, the individual businesses in the Stagecoach network also flourish. Stagecoach Performing Arts has more than 48,000 students in over 2,000 schools and classes, operating in countries including Australia, Canada, China, Germany, Gibraltar, Malta, South Africa, Spain, and the United Kingdom. From marketing to recruiting and retaining teachers, Stagecoach will be there with the guidance and support you need, when you need it.

Learn more at LookforaFranchise.ca

44 Canadian Franchise Association

Once Upon A Child offers franchisees the opportunity to work with kids and young families providing a much-needed service to the community and to invest in a sustainable business opportunity that's environmentally friendly and recessionresistant. If you love their stores, you should consider owning one!

WILLOWBRAE CHILDCARE ACADEMY Willowbrae Childcare Academy is a leading educational franchise that delivers a superior experience for parents, childcare professionals, and of course, children. Willowbrae Childcare Academy wants to share its success and know-how with interested entrepreneurs. The franchise focuses on owner, non-operator locations, and requires no industry experience. Offering prime franchise locations in Canada and the U.S., Willowbrae Childcare Academy has the experience and knowledge to guide you from start-up to operations. Joining a Willowbrae Childcare Academy franchise is an exciting way to increase your real estate holdings and cash flow, while providing jobs and quality childcare in your community. Franchisees receive support in many key areas including real estate design and site development, advertising and marketing, training and coaching, and much more.

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

SUPPORT & SERVICES FOR GROWING CHILDREN

WP CREATIONS LIFECASTING & JEWELRY STUDIOS WP Creations (formerly Wee Piggies & Paws) started in 2001 and became an award-winning work-at-home franchise concept now with almost 40 Canadian locations. Business owners receive training, coaching, private support groups, and access to the online WP Creations University program. The sense of pride in owning your own business, while at the same time, flexibility to work around your family’s schedule, enables women to achieve the work-life balance they desire. WP Creations safely helps families in remembering the look and feel of their baby’s precious little hands and feet. They will continually strive to provide the highest-quality products available. It further commits to operating the company in a manner that focuses on giving families the opportunity to work from home and to promote women in business.

ESTIMATED NUMBER OF CANADIAN CHILDREN ACCORDING TO AGE GROUP, AS OF 2020:

0 to 4 years:

5 to 10 years:

1.9 million

2 million

10 to 14 years:

15 to 19 years:

2 million

2.1 million

Learn more at LookforaFranchise.ca

The territories and prairie provinces have

MORE CHILDREN AGED 0-14 than seniors over 65

Throughout Canada, the province with the highest proportion of children aged 0 to 14 is

NUNAVUT (31.7%)

The cost of raising a child in Canada is estimated at

$10,000 TO $15,000 PER YEAR UNTIL AGE 18

There were approximately

374,885 BABIES BORN IN CANADA BETWEEN JULY 2019 AND JUNE 2020, representing an

INCREASE FROM 327,107 DURING THE SAME PERIOD IN 2000 AND 2001. In 2020: • There were

MORE MALE BABIES BORN than female babies

•T he highest number of babies were born in

ONTARIO (142,739) Sources: Statistics Canada https://www150.statcan.gc.ca/t1/tbl1/en/tv.action?pid=1710000501 Statistics Canada https://www150.statcan.gc.ca/n1/daily-quotidien/200929/dq200929b-eng.htm MoneyWise https://moneywise.ca/a/what-does-it-cost-to-raise-a-child-in-canada Statista https://www.statista.com/statistics/443051/number-of-births-in-canada/ https://www.statista.com/statistics/443299/births-in-canada-by-province/

Franchise Canada July | August 2021 45

HOW TO STAY HEALTHY AS A BUSINESS OWNER Canadian franchisors and franchisees share how they focus on their well-being during difficult times BY LAUREN HUNEAULT

here’s no question that since the COVID-19 pandemic was declared in March 2020, Canadian business owners have been facing major challenges in the day-to-day operations of their businesses. From forced closures to strict regulations, all business owners have had to adapt to the many measures put in place, while finding innovative ways to continue to operate. When faced with such business challenges, it’s not uncommon for owners to put their full focus on the business to try to overcome these obstacles. However, the health of the business owner can be at risk if they put their own personal needs and concerns aside for the sake of their business. This will ultimately also have negative consequences for the business as a result. Alethea Austin is the co-founder and CEO of Achieve Wellness Spa, which provides guests with a “luxurious and calming experience and helps our guests with all of their wellness needs, from nutritional advice and infertility treatments, to skin care, physical therapy, and massage.” Austin says this is undoubtedly an incredibly stressful period for owners, making it more important than ever to make time to focus on their mental and physical health. “With all of the continued closures and changing consumer trends over the past 14 months, franchise and business owners have been under chronic stress and constant change. Now more than ever, business owners

46 Canadian Franchise Association

need to focus on their own health and wellness to remain resilient during these times.” Steve Collette, CEO of 3rd Degree Training, agrees and says that “Your health as a business owner should be the top priority. This has been a challenging year for many, and staying focused as leaders in our businesses has never been more important! Physical and mental health are certainly connected: staying active, eating well, and taking time to focus is very important. You're a very important part of your business; it's important to treat yourself that way,” he advises. Tips from the experts Collette says his 3rd Degree Training franchisees have been helping “Canadians stay healthy and fit through the pandemic and lockdowns by providing online virtual classes and personal training, being able to have an instructor or trainer-led exercise programs from the comfort of their homes, and this has been a very successful service!” He advises all business owners to carve out the time necessary to focus on their physical and mental health. “Black the time out, with no exceptions. If you plan your week with exercise and meal planning, then your chances of success, and that you’ll ‘stick to it,’ far exceed those when ‘winging it.’ And you don't have to do it alone! There are many programs out there, including 3rd Degree Training, that specialize in this. It's never too late to start! You can literally start right now,” explains Collette.

www.cfa.ca | www.FranchiseCanada.Online

HOW TO STAY HEALTHY AS A BUSINESS OWNER

FINDING MOTIVATION IN CHALLENGING TIMES Beyond the tips for mental and physical health mentioned above, there are many other ways to unwind, and places to find motivation, especially during challenging times like these. Throughout the past two seasons of the Franchise Canada Chats podcast, we’ve asked members of the Canadian franchising community, both franchisors and franchisees alike, what’s helping them to get through the pandemic, and how they’re putting themselves first. Here are some of their insights:* *To listen to the full episodes of Franchise Canada Chats seasons 3 and 4, visit FranchiseCanadaChats.ca

“I’ve been doing a lot of reading. I’ve also been binge-watching television shows on Netflix. I’ve been exercising. So those are some of the things I’m doing to calm down, because it is an uncertain time for most families.” Rosemarie Reid-Julien, Beyond the Classroom franchisee in Brampton, ON

“My mind was going to these really dark places, and all of a sudden, one day I just woke up and I thought, ‘You’ve got to be strong right now. You need to be sound of mind, you need to be healthy, you need to be clearly thinking, and you need to be an example, not just for your kids, but for the people you’re in business with and your franchisees.’ I [decided] to try to focus on being healthy by eating really healthy, by exercising, by actually going to therapy and talking my problems through, and by joining support groups. It’s been almost four months and I feel so much better and so much stronger, and more capable of dealing with these challenges that are coming … I feel better now than I did when this whole thing started because being healthy and physically active and all of those things are required now more than ever, I think. I would really say that right now, living a clean lifestyle is going to benefit anybody who’s struggling.” Dawn Mucci, CEO, Lice Squad.com

“I love reading and I’m reading an amazing book right now, Start With Why, by Simon Sinek. As I go through different Audible books, you can either read them or listen to them through Audible, I share them with my team as well, and I have a lot of franchisees who listen to them. That one to me is amazing and I think it’s a great way for each of our franchisees to understand a little bit more about me and why I make the decisions I make for the company. I listen to and read these books as opportunities to share different training resources with my team, to help them with their business, as well.” Jamie Berube, president and CEO, WP Creations

“I love music. In addition to Ctrl V, I own a music production company. We would put on live shows, and we’ve switched to virtual shows. So, there’s a lot of that stuff — representing artists, listening to music, writing music, recording music. I kickbox, I do competitive billiards, I run, I play competitive basketball, I’m in a rock band — you name it! I’ll watch Netflix, or Amazon Prime. I keep super busy; there’s lots going on.” Robert Bruski, co-founder and CEO, Ctrl V

“We live on the Ottawa River, so we tend to spend a lot of time outside. We spend time walking or ice fishing or snowmobiling. We like to get outside and do things like that, just to kind of relieve some of the stress of being inside all the time. We spend a lot of time researching and discussing our business as a family. But at other times, we just need to get outside and blow off some steam in our little country setting that we live in.” Cara Rose-Brown, Spiritleaf franchisee in Stitsville, ON

Franchise Canada July | August 2021 47

HOW TO STAY HEALTHY AS A BUSINESS OWNER

It's important to remember that every person and every body is unique, and while these tips may be helpful to some, they’re not exhaustive and may not provide the right solution for everyone. The following mental health resources may also be useful tools for supporting your emotional well-being, along with that of your employees: Canadian Centre for Occupational Health and Safety: https://www.ccohs.ca/healthyminds

Canadian Mental Health Association: https://cmha.ca

Centre of Expertise on Mental Health in the Workplace: https://www.canada.ca/en/government/ publicservice/wellness-inclusion-diversity-publicservice/health-wellness-public-servants/mentalhealth-workplace.html

Government of Canada Mental Health and Wellness Resources: https://www.canada.ca/en/public-health/topics/ mental-health-wellness.html

Austin echoes Collette’s advice: “Schedule, schedule, schedule! if you book time into your schedule, then you will make time for yourself!” “Get enough sleep, take time to meditate, reflect, and plan, and get monthly massages and monthly facials with a good skin care routine in order to avoid the now common skin problems from mask use,” she adds. 10 minutes is all it takes At the Canadian Franchise Association’s (CFA) Elevate and Empower virtual event focused on women in franchising, Sara Hodson, president and CEO of LIVE WELL Exercise Clinic, noted that even just 10 minutes of moderate physical activity can make a huge difference in improving your mental health. “An enjoyable walk for 10 minutes actually changes the chemistry and physiology of our bodies and can help to improve our mood,” she explains. “We have this

48 Canadian Franchise Association

amazing tool in front of us of our bodies that can actually help us to deal with our mental health and to provide us with that self care.” Hodson notes that even moderate exercise has helped her in dealing with feelings of anxiety brought on by the pandemic. “So just finding those 10 minutes is the best encouragement that worked for me and that I know can work for other people. Literally, I would stop shaking and I would feel better. In 10 minutes, to be able to transition your mood is really powerful,” she says.

Watch the video on How to Stay Healthy as a Business Owner

www.cfa.ca | www.FranchiseCanada.Online

is pleased to present

a Special Franchise Focus on

2021 CFA AWARD WINNERS

Franchise Canada July | August 2021 49

150 C E L E B R AT I N G

LOCATIONS

ACROSS CANADA AND COUNTING!

Thank you to all our franchisees and partners for helping us achieve this milestone!

NOW IS THE TIME TO

GET ON BOARD! • Affordable entry cost • Proven business model • Canadian owned company with hands-on franchisee support including: - Site selection, lease negotiation, and restaurant design expertise - Operational and management training - Advertising and promotional support - Systems to build sales, reduce operating costs and increase profitability

Be proud to be part of something to be proud of… 146

150+

2020

2021

133 113 88 73 54 10 2012

35 18 2013

2014

2015

2016

2017

2018

2019

quesada.ca/franchising

SPECIAL FRANCHISE FOCUS

RECOGNIZING FRANCHISING SUCCESS Established in 1992, the Canadian Franchise Association (CFA) Awards of Excellence celebrate the best of Growing Together™ and the symbiotic partnership between franchisors and franchisees to become Stronger Together. Regardless of the size or concept, a strong relationship between the franchisor and franchisee is vital to a franchise system’s success. The 2021 CFA Awards of Excellence in Franchising and Franchisees’ Choice Designation recognize the brands that have earned top marks from the franchising community. They recognize the success of franchise brands in not only exceeding the expectations of their franchisees, but also for finding innovative ways to reach their customers. Here, Franchise Canada features winners of the 2021 CFA Awards, by highlighting extraordinary franchises that have excelled in the delivery of service to their customers and support for their franchisees, as voted by their peers. Read on to learn more about these exceptional, award-winning brands and their franchising accolades!

54 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

SUCCESS

IS IN THE DETAILS

LET’S TALK SUCCESS! YOUR INVESTMENT GOES FURTHER WHEN YOU CHOOSE A SYMPOSIUM FRANCHISE. From construction details to supplier negotiations to innovative operational practices, receive all the benefits from our years of experience and expertise through Symposium’s proven franchise formula and ongoing committment to you. YOU’RE READY TO BE YOUR OWN BOSS: WE’RE READY TO MAKE THAT HAPPEN. CONTACT US

info@symposiumcafe.com

www.symposiumcafe.com/contact

Proud supporter of our local and global community

Franchise of the year Award 2017 & 2018

SPECIAL FRANCHISE FOCUS

2021 FRANCHISEES’ CHOICE The Canadian Franchise Association Announces the 2021 Franchisees’ Choice Designees

hat do the franchise systems featured on the following pages have in common? While they’re all unique concepts and operate in a variety of business sectors and industries, these franchises have the distinction of being named as Franchisees’ Choice designees, receiving high rankings from their franchisees. The Franchisees’ Choice designees are Canadian Franchise Association (CFA) member franchise systems that voluntarily took part in an independently-administered survey. Their franchisees were asked to rate the franchisor in key areas of the franchise business model, including leadership, business planning and marketing, training and support, ongoing operations, and the relationship between the franchisor and franchisee. “The true strength of a franchise system lies in the mutually-rewarding relationship between a franchisor and its franchisees,” says Sherry McNeil, president and CEO of the CFA. “Being a Franchisees’ Choice designee is a high honour because the high rankings in franchisee satisfaction come directly from the franchisees themselves.” In the due diligence process of investigating a franchise opportunity, speaking with existing franchisees about the opportunity being explored is essential. For prospective franchisees, the Franchisees’ Choice designation identifies that a franchise brand has received solid endorsement and ratings from its franchisees in areas such as: • Franchisee selection process • Franchise information package • Leadership • Training and support • Operations and improvements • Franchisor-franchisee relations Regardless of any awards or recognitions a franchise system may receive, the CFA and Franchise Canada strongly recommend that prospective franchisees conduct thorough due diligence to help ensure that a franchise is the right fit for them. Learn more about the due diligence process in The Franchise Guide at FranchiseCanada.Online! Find out more about the Franchisees’ Choice designation and this year’s recipients at www.cfa.ca/cfa-awards.

56 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

THE FRANCHISEES’ CHOICE LOGO Franchisees’ Choice winners receive a special logo to identify them as having achieved high rankings in franchisee satisfaction. As you explore franchise opportunities as part of your due diligence process, be on the lookout for this logo to discover the franchise systems that have been recognized for placing an emphasis on building first-class relationships with their franchisees.

THANK YOU TO OUR

FRANCHISEES WE APPRECIATE OUR WHITE SPOT & TRIPLE O’S FRANCHISE COMMUNITY FOR YOUR CONTINUED SUPPORT IN BUILDING OUR SUCCESSFUL BRANDS. Over 90 Years in the Restaurant Business A partnership with our iconic White Spot and Triple O’s brands means that our franchisees benefit from a system built on the guest first philosophy, culinary and marketing expertise, high standards, rigorous training programs, multi-departmental support and more. Together we take pride in being able to serve guests of all ages great tasting, quality meals for breakfast, lunch and dinner throughout BC, Alberta and Ontario. We wouldn’t be where we are today without our dedicated franchise community. Thank you, we look forward to many more years. LET’S TALK ABOUT A DELICIOUS PARTNERSHIP Franchise Inquiries Karen Dosen P. 604 326 6701 E. karend@tripleos.com

Real Estate Inquiries Dylan Toigo P. 604 874 5606 C. 604 644 8286 E. dylant@tripleos.com

WE’RE HONOURED TO HAVE RECEIVED RECOGNITION FOR BOTH OUR BRANDS.

SPECIAL FRANCHISE FOCUS

THE 2021 FRANCHISEES’ CHOICE DESIGNEES ARE: (in alphabetical order)

58 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

1.800.263.4774 | decks.ca/franchise

SPECIAL FRANCHISE FOCUS

CELEBRATING AN ONGOING COMMITMENT TO FRANCHISE EXCELLENCE A number of franchises have earned the Franchisees’ Choice Designation multiple years in a row, demonstrating an ongoing commitment to franchise excellence and strong franchisor-franchisee relations. In recognition of their achievement, the CFA has created special logos that these franchise systems can use to display the consistently high scores from their franchisees.

THE 2021 FRANCHISEES’ CHOICE 11-YEAR DESIGNEES ARE:

THE 2021 FRANCHISEES’ CHOICE 10-YEAR DESIGNEES ARE:

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www.cfa.ca | www.FranchiseCanada.Online

O P E N YO U R O W N S P I R I T L E A F F R A N C H I S E I N O N TA R I O

We’re across Canada but just down the street

SPECIAL FRANCHISE FOCUS

THE 2021 FRANCHISEES’ CHOICE 9-YEAR DESIGNEES ARE:

THE 2021 FRANCHISEES’ CHOICE 8-YEAR DESIGNEES ARE:

THE 2021 FRANCHISEES’ CHOICE 7-YEAR DESIGNEE IS:

THE 2021 FRANCHISEES’ CHOICE 6-YEAR DESIGNEES ARE:

THE 2021 FRANCHISEES’ CHOICE 5-YEAR DESIGNEES ARE:

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www.cfa.ca | www.FranchiseCanada.Online

OWN

Confidence WITH A COBS BREAD BAKERY Franchise with a business that’s on the rise, and a product that’s essential to everyday life. Become your community’s favourite bakery with COBS Bread. Learn more at cobsbread.com/franchising

SPECIAL FRANCHISE FOCUS

AWARDS OF EXCELLENCE This year, more than 60 CFA member franchise brands participated in the CFA Awards of Excellence in Franchising program. Sponsored by the CFA and administered by the Portage Group, a third-party research firm, the winning franchise brands were determined based on the results of a survey completed by participating brands’ franchisees about their experiences and levels of satisfaction with the system. “The CFA Awards of Excellence in Franchising celebrate franchise brands that have demonstrated the strongest relationships with their franchisees, a true representation of the very best of Canadian franchising in 2021 and Growing Together™,” says Sherry McNeil, president and CEO of the CFA. “The honoured franchises prove that above all else, the connection and cooperation between a franchisor and their franchisees is vital to a franchise system’s success, and that has been proven more true than ever in the past year.”

GRAND PRIZE WINNER TRADITIONAL FRANCHISE MaxWell

GRAND PRIZE WINNER NON-TRADITIONAL FRANCHISE Little Kickers

HEAR FROM THE 2021 CFA AWARD WINNERS! This year, the CFA presented the 2021 CFA Awards program through videos, which featured acceptance speeches and photos from the award winners. To watch the full award videos, visit www.cfa.ca/cfa-awards

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www.cfa.ca | www.FranchiseCanada.Online

Vancouver here we come!

TWO MEN AND A TRUCK®’s last frontier to complete our coast to coast development in Canada

Why TWO MEN AND A TRUCK? • Join an award-winning franchise system that lives by a core value of inclusion • A proven combination of moving, storage, & junk removal services benefitting both customers and franchisees • Single & multi-unit opportunities available

866.684.6448 twomenandatruck.ca Each franchise is independently owned and operated.

SPECIAL FRANCHISE FOCUS Open exclusively to CFA franchise system members, the CFA Awards of Excellence in Franchising competition includes seven categories to enable franchise brands to be rated against their peers. Entries are separated into Traditional Franchises (i.e. those with bricks and mortar locations) and Non-Traditional Franchises (i.e. mobile, homebased, etc.), then grouped based on number of franchisees. Systems with the highest scores in each category are recognized with Bronze, Silver, and Gold awards. The prestigious CFA Award of Excellence in Franchising Grand Prize is given to a Gold winner in the Traditional category and a Gold winner in the Non-Traditional category. AWARDS OF EXCELLENCE TRADITIONAL FRANCHISES: 6-15 FRANCHISEES

GOLD

SILVER

MaidPro MaidPro is a maid service franchise that was created by duo Mark Kushinsky and Richard Sparacio in 1991. Today, it’s grown to more than 150 locations across Canada and the U.S. and provides customized cleaning services for customers’ homes, needs, and preferences, with safe and effective products to use around children and pets.

Inspiration Learning Center Tutoring and Private School Inspiration Learning Center was founded in 2003 and has since expanded to 15 learning centres across the country. It sets itself apart by offering more than tutoring services – it’s also a private school that’s licensed to provide high school credits to students. Franchisees receive four pillars of income: tutoring, high school credits, education consulting, and retail stores.

BRONZE

Lice Squad.com Founder Dawn Mucci created Lice Squad.com in 2001 after discovering head lice on her son and realizing that limited available options meant she had an opportunity to help herself and other moms. With more than two dozen locations across the country, the brand operates with a purpose: to decrease the stigma associated with head lice and stop the use of pesticides on children’s heads.

AWARDS OF EXCELLENCE TRADITIONAL FRANCHISES: 16-29 FRANCHISEES

GOLD

SILVER

MaxWell Realty Established in Canada and growing since 1999, MaxWell Realty is founded on the principle of serving customers with genuine care while providing exceptional real estate services. The brand offers franchisees benefits including leadership skills, a solid reputation, a culture-focused team, advanced technology, training and support, and it provides true value for every dollar.

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Symposium Cafe Restaurant & Lounge Symposium Cafe Restaurant & Lounge is 100 per cent Canadianowned and provides “upscale casual” dining to guests. The menu offers dishes from breakfast to dessert and lunch to late night snacks, which are available for dine in, takeout, and delivery.

www.cfa.ca | www.FranchiseCanada.Online

BRONZE

Willowbrae Academy Willowbrae Academy is an educational franchise “where children come to grow.” The brand provides the Willowbrae Academy Curriculum, qualified early childhood educators, a proprietary program, online communication and management software, the BodyBreak KID FIT program, and much more for children.

For all your international and domestics shipping needs Let us find the optimum shipping solution for you

Who is InXpress? InXpress is your global shipping specialist. Our expert team find the optimum shipping solution for each and every customer, saving them time, money and hassle. We’re your outsourced shipping department. With our network of franchisees across the globe we provide a personal service, working alongside you as a strategic business partner and a cost saving advocate. When you work with InXpress, you can be assured that one call ships it all, from documents to parcels, to pallets. Plus, whether you need a business courier that works nationally or internationally, we can offer you tailored rates. Unsure whether you need same day or time definitive services? Your InXpress Global Shipping Specialist is on hand to help you. Your Promise. Our Business.

I would like to personally thank all our 38 Franchisees across Canada for voting InXpress Canada as the Franchisee’s #1 Choice, based on receiving highest satisfaction ratings from our Franchisees. It is our people that are at the heart of our Company, and it is for that we value them highly.” Paul Paquette, Country Manager, Canada

Just some of the services we offer....

International Air & Road

Freight

Our carrier partners

Domestic Parcels

Express

E-Commerce Solutions

SPECIAL FRANCHISE FOCUS AWARDS OF EXCELLENCE TRADITIONAL FRANCHISES: 30-99 FRANCHISEES

GOLD

SILVER

BRONZE

White Spot Restaurants

FASTSIGNS

Triple O’s

For more than 90 years, White Spot Restaurants has been serving communities as a family casual dining chain with locations across British Columbia and Alberta. It offers breakfast, lunch, and dinner menu items and is best known for its famous Legendary Burgers topped with its “secret” Triple ‘O’ sauce.

As a leading sign and visual communications franchisor in North America, FASTSIGNS International Inc. has more than 735 owned and operated centres across nine countries. The brand provides signage and graphics for companies of all sizes and in any industry, helping them to promote their products, communicate their message, and expand their branding across customer touchpoints.

Established in 1997 by iconic brand White Spot Ltd, Triple O’s is a premium quick service restaurant concept that serves high-quality, fresh, and local ingredients to guests. It supports franchisees with menu development, marketing, supply management, information technology, design and construction, real estate, and training and support.

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www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS AWARDS OF EXCELLENCE TRADITIONAL FRANCHISES: 100+FRANCHISEES

GOLD

SILVER

BRONZE

Oxford Learning

Pizza Nova

A&W

Since 1984, Oxford Learning Centres has supported children worldwide from preschool age to university. The education franchise helps students improve their academic skills while also increasing their cognition and selfesteem. Today, Oxford Learning has opened centres in more than 100 communities from coast to coast.

Pizza Nova was founded in 1963 by an Italian family who opened their first location in Ontario. Today, the pizza chain has expanded to more than 140 locations across the province and operates with the corporate philosophy of “Attention to Quality and Investing in People.”

A&W is Canada’s original burger chain that first started flipping patties back in 1956 in Winnipeg, Manitoba. Today, it has more than 1,000 restaurants and sales of $1 billion. The brand values its commitment to good food that’s farmed with care and raised without the use of antibiotics, hormones or steroids, or animal byproducts.

Thank you to our dedicated & passionate franchisees for recognizing Massage Addict. We are honored to once again receive the Franchisees’ Choice Award! Canada’s premier provider of wellness services Proven system for success Low investment, quick ROI Best-in-class support For more information:

Franchising@massageaddict.ca

Dave and Louisa G., Franchise Partners

After looking at various franchise opportunities, Massage Addict “seemed to us to offer the best of everything: a thriving industry, a proactive and knowledgeable leadership team, and all of the support a new owner/operator could ever want.

”

Shaun C., Franchise Partner

Proudly Canadian

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SPECIAL FRANCHISE FOCUS AWARDS OF EXCELLENCE NON-TRADITIONAL FRANCHISES: 6-15 FRANCHISEES

GOLD

SILVER

BRONZE

Metropolitan Movers

Prep’n Sell

Driverseat Inc.

Founded in 2010, Metropolitan Movers specializes in residential moving and commercial relocations for customers across North America. The proudly Canadian company provides franchisees with two weeks of thorough training, full support in the set-up process, an online learning centre, a national marketing campaign, exclusive and protected marketing territory, and much more.

The Prep’n Sell franchise helps real estate agents and their clients sell their homes faster and for more money, whether they’re selling, buying, or improving their homes. Franchisees are offered a low cost with high returns, familyfriendly brand, and home-based opportunity in a booming home renovation market.

Created by brothers Brian and Luke Bazely in 2012, Driverseat operates as “a socially responsible franchise” that provides chauffeur and shuttle services. Today, it’s grown to service more than 400 communities in two countries and is part of the $7 billion shuttle service industry.

JOIN AN AWARD-WINNING CANADIAN FRANCHISE SYSTEM. HELP CHILDREN SUCCEED. BEGIN A REWARDING CAREER WITH OXFORD LEARNING! Helping Canadian Children & Families Since 1984

International Brand Recognition

Personal Fulfillment & Financial Security

Award-Winning Marketing Team

Unparalleled Training & Support System

Proven Success Record

Providing sessions in-centre & online through Virtual Table™

Franchise Systems with 100+ Locations

1.888.559.2212 ext. 115 franchise@oxfordlearning.com

franchise.oxfordlearning.com

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www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS AWARDS OF EXCELLENCE NON-TRADITIONAL FRANCHISES: 16-29 FRANCHISEES

GOLD

SILVER

BRONZE

Little Kickers Canada

CertaPro Painters

TWO MEN AND A TRUCK

Little Kickers Canada provides weekly soccer classes for children aged 18 months to seven years old. The brand was established in the United Kingdom in 2002 and has expanded internationally to more than 300 franchises in 32 countries, providing educational and pressure-free soccer classes.

CertaPro Painters is the largest and most referred residential and commercial painting contractor in North America. Residential services include exterior and interior painting, cabinet refinishing and repainting, crown molding services, drywall repair, and more. Commercial services include brick waterproofing, concrete ceiling repair, interior and exterior painting, and more.

As the largest franchise moving company in North America, TWO MEN AND A TRUCK operates more than 300 locations from coast to coast. The brand provides local and regional moving and services, such as storage, packing, unpacking, junk removal services for residential, industrial, and commercial customers, and more.

GRAZIE F O R YO U R VOT E !

Proud recipient of the Franchisee Choice Designation Award for 11 consecutive years as well as the Silver Award of Excellence.

T O B E C O M E A F R A N C H I S E PA R T N E R C O N TA C T 416-439-0051 | franchising@pizzanova.com

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SPECIAL FRANCHISE FOCUS AWARDS OF EXCELLENCE NON-TRADITIONAL FRANCHISES: 30+ FRANCHISEES

GOLD

SILVER

BRONZE

Home Instead Senior Care

Right at Home

Paul Davis Restoration Canada

Home Instead Senior Care has a network of more than 1,100 owned and operated franchises that provide more than 80 million hours of in-home care services to seniors worldwide. Since its founding in 1994, the franchise network has become one of the world’s largest providers of non-medical in-home care and companionship support.

Since 1995, Right at Home has positioned itself as a home health care company that focuses on wellness support for seniors and others in need of personal assistance. Franchisees benefit from a Canadian head office, 17 years of international expansion experience, and a proven system for providing exceptional care to clients.

As a leader in North America for full-service emergency restoration, mitigation, and reconstruction services, Paul Davis Restoration operates 58 locations across Canada and 310 in the United States. The brand processes emergency claims and restoration projects for insurance, residential, and commercial clients.

STAY TUNED FOR MORE COVERAGE OF 2021 CFA AWARD WINNERS IN UPCOMING ISSUES OF FRANCHISE CANADA!

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www.cfa.ca | www.FranchiseCanada.Online

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

There’s cause for optimism in the Canadian franchise industry. Entrepreneurs are doing things differently. Product innovation is everywhere. Systems are showing more and more flexibility, and cost-lowering technology is being employed as never before. BY DAVID CHILTON SAGGERS

Butterchick

Kiran Kataria sees Butterchick developing the same way as one of the most successful corporations ever. “We want to be the McDonald’s of Indian food,” says the new system’s chief executive officer and co-founder. The Kataria family is also the team behind KFI Inc., Canada’s number one producer of Indian cooking sauces and chutneys. Kataria says these gourmet KFI sauces are “at the heart of every delicious meal offered at all Butterchick franchises.” She adds that the KFI expertise in product development led to the creation of a vertical integration model: a streamlined process that eliminates the need for a chef while ensuring consistent, high-quality Indian cuisine at every location. Butterchick began with a pop-up location on the Toronto Harbourfront in 2015, where Kataria says it perfected the model before opening the first location in North Toronto in 2018. Butterchick started franchising in January of this year, and has just signed a licensing agreement with North America’s largest “ghost kitchen” operator. Ghost kitchens are professional food preparation and cooking facilities that prepare meals for branded restaurants to be picked up for delivery/takeout or given at a drive-thru. As a result of this partnership, “Butterchick will quickly build brand awareness and scale up with franchises across Canada,” says Kataria. Butterchick is looking for investors with strong management and leadership skills, whose values align with those of the company, and who are passionate about hospitality. “People should love what they’re doing,” Kataria says.

The cost of a franchise runs from $250,000 to $400,000, and premises of 1,000 to 1,200 square feet are considered optimal. The Butterchick preferred locations are street fronts in the suburbs and food court locations — after foot traffic rebuilds in malls. Training takes two weeks at the corporate store, plus Butterchick provides pre- and post-opening support in the chosen location. During COVID-19, North Toronto’s Butterchick location has turned to pick-up and digital orders on delivery platforms like SkipTheDishes, DoorDash, and Uber Eats, and is experiencing strong year-over-year sales increases as a result. Post-pandemic, Kataria predicts rapid growth for her system because markets will be wide open again, and the brand is well positioned for success. Ethnic foods are on trend and the target customer is anyone who likes an authentic Indian meal, Kataria explains. Butterchick offers many benefits, says Kataria. It’s an emerging brand, the Indian food market segment is underserviced, entry and operating costs are low, and vertical integration is already off and running, making Butterchick an exceptional opportunity for franchise investors.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2021 73

Grinner’s Food Systems Limited

Beginning in 1977 with one location in Moncton, New Brunswick and growing to 94 locations today (54 standard stores and 40 ‘Xpress’ locations), Greco Pizza is the flagship brand of Grinner’s Food Systems. Greg Smith, director of franchise business development for Grinner’s at head office in Truro, Nova Scotia, says the company bought 10 Greco stores in 1981. It then acquired Frank and Gino’s Grill and Pasta House, Capt. Submarine, and FROZU frozen yogurt between 1998 and 2015. Across all brands, there are now 109 Grinner’s franchises and one corporate location, says Smith. All but five of the franchises are in Atlantic Canada, with Ontario home to five Greco Xpress outlets. Looking towards the future, Grinner’s is actively looking to expand outside of Atlantic Canada and has plans to add locations in Ontario, Alberta, and Saskatchewan. Smith is currently recruiting multi-unit franchisees in Ontario and master franchise partners in Western Canada. “Our growth and long-term success are no surprise,” says Smith. “We have a proven track record of selling high-quality food made with premium ingredients at a great value, and our wide range of products cater to a very diverse group of guests and has kept them coming back for 30 years.” He adds that Greco stayed relevant and helped make their products available during the pandemic by adding several discount promotions, as well as online ordering, contactless delivery, and COVID19 security packaging. The pandemic caused Grinner’s to reconsider its priorities, including expansion. “COVID-19 changed everything and really forced us to refocus,” says Smith. In response, Grinner’s focused their efforts on supporting their family of franchisees. “We offered financial relief, we were quick to develop COVID-19 safety policies and procedures, and we upgraded our online ordering and implemented safety protocols for our in-restaurant staff and drivers.” Despite the company’s proactive approach, dealing with COVID-19 in four provinces had its challenges, says Smith. To meet these difficulties, Grinner’s set up

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a COVID-19 Response Team, dedicated to developing safety protocols and communicating with franchisees and guests. “We left nothing to speculation or chance. We needed to clearly communicate our action plans and monitor to make sure our new standards were being implemented,” notes Smith, adding that “despite the challenges, our franchises and guests were great; they really rallied and together supported each other.” Grinner’s brands sustained sales during the height of COVID-19 and continue to see strong numbers in the current wave (in spring 2021). Smith says Grinner’s prides itself on being a familyrun organization that treats its franchisees like family: “We succeed when our partners succeed!” When considering potential franchise partners, Grinner’s looks for hardworking people from all walks of life who want to work in their restaurant and really drive the business. Grinner’s is looking for individuals with a strong work ethic, management experience, business acumen, sense of community, and a willingness to work within the tried and tested policies. Grinner’s provides five to six weeks of training, which includes management training, pre-opening training, and on-site support after opening. An express concept costs $65,000 and a standard concept costs from $185,000 to $255,000. The “sweet spot” for an express store is 600 square feet and a minimum of 1,500 square feet for a standard version, and Grinner’s is able to customize the store to fit the franchisee’s layout. As for the benefits of investing with Grinner’s, Smith cites its proven track record, longevity, credibility, the in-person access and availability of its senior staff, its low investment cost, and its flexibility. “Come to us with what you have, and we’ll make it work,” he says.

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

Mint Maids

Vanessa Lazaroff began the 100 per cent female owned and operated Mint Maids home cleaning franchise in 2016. Lazaroff says the franchise has since grown through the power of female leadership and partnerships. “My Mint Maids head office team/leadership team is completely female, and we built this system together,” she explains. In addition to the female-focused business opportunity, Lazaroff says starting Mint Maids was also a chance to do other things differently. All cleaning products, for example, are plant based, and the company is 100 per cent paperless, with all scheduling done online. And it’s important to emphasize, says Lazaroff, that any staff a franchisee hires will become employees rather than independent contractors. Mint Maids began franchising this year and sold its first franchise territories in the Waterdown/Burlington, Ontario area. The investor was a woman who was already working for Mint Maids. When it comes to further expansion, Lazaroff says the system has seen an influx of enquiries, including those as far away as British Columbia. “We’re looking Canada-wide, with Southern Ontario’s Golden Horseshoe as the main focus for now.” As for the qualities she looks for in a potential investor, Lazaroff says she’s looking for someone who values a work-life balance, has leadership qualities, and has an entrepreneurial spirit, while a cleaning background

isn’t necessary. The cost of a franchise is a minimum of $15,000 and includes a cleaning kit and ancillary fees. The franchisee will also need a reliable vehicle, but it doesn’t need to be wrapped in Mint Maids signage. The system charges a minimum residential cleaning rate and there’s a minimum size requirement for houses and condos, with the average property at 1,500 to 2,500 square feet. Mint Maids also does a variety of one-time cleanings for real estate agents. Due to COVID-19, Mint Maids offers its week-long training online, although Lazaroff says the system would have used electronic delivery regardless. Safety procedures around cleaning have also been improved substantially, driven in part by the company’s awareness of the need for safety among its commercial customers. The benefits of a Mint Maids franchise are numerous, says Lazaroff. The company is 100 per cent female owned and operated and promotes business opportunities for women. It also focuses on sustainability, leverages technology to cut down on administrative and other costs, keeps its lines of communication open, and has a modest cost of entry.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2021 75

NEXT GENERATION IN FRANCHISING

TRIED AND TRUE REAL ESTATE

How CENTURY 21 franchisee Arshad Rashed turned his passion for real estate into a thriving franchise business BY STEFANIE UCCI

ince he was 16 years old, Arshad Rashed has been a budding entrepreneur, always trying new ventures to get a variety of business experiences under his belt. Today, Rashed has been a real estate agent for about a decade, which eventually led him to take over as a CENTURY 21 franchisee when the opportunity emerged last year. Based in Calgary, Alberta, Rashed bought the brokerage in March 2020 from the original owner who had been operating it for more than 25 years. The CENTURY 21 franchise provides real estate services for residential, commercial, farm, and ranch properties. “What drew me to real estate is that no day is ever the same; I’m always doing something different,” says 34-year-old Rashed. “I like the social aspect of it and helping people, so it’s a very fulfilling industry. All the things I knew I needed as an agent, I wanted to bring

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those tools and help other agents and incorporate them in the business going forward.” Building a strong foundation CENTURY 21 was introduced into Canada in 1976, and today the Canadian owned and operated franchise has nearly 400 offices across the country. Worldwide, the brand has expanded to 13,000 offices and 145,000 real estate agents located in 86 countries. Describing CENTURY 21 as an “agent-centric brand” that provides forward thinking, and modern technology and tools, Rashed notes that franchisees have the benefit of joining a brand where the systems have already been created, tested, and put into place. Additionally, he says there’s a template to follow, value in numbers as a larger organization, and better buying power, recognition, and brand power.

www.cfa.ca | www.FranchiseCanada.Online

NEXT GENERATION IN FRANCHISING

As a millennial business owner, Rashed points to benefits including being young, energetic, and seeing opportunities differently and as long-term ventures. “You have the ability to take opportunities that if you’re older you may not take just because the time doesn’t allow for it,” he explains. “So being young and optimistic, I feel you can do more and take advantage of all the new things that are coming in with trends and technology.” On the other hand, Rashed says the challenges are being fresh in the game and having a lot more to prove as a business owner. Fortunately, “with a franchise, a lot of the challenges get taken out because the systems are in place, templates are there, and they’ve been tried and tested.” Rashed calls CENTURY 21’s training and support “second to none,” especially since the start of the pandemic. “They’ve actually doubled up on training: we meet every Friday for broker webinars, and we’ve got training every Monday for the entire brand.” He says there are also quarterly meetings where everybody knows each other, and annual conferences (which have since been halted due to the pandemic) for franchise owners to get together and build relationships. Plus, CENTURY 21 has stayed up to date on technology and trends, implementing the new Campus 21 TV training program that provides real estate video train-

ing through a Netflix-style streaming service. “They have renowned coaches on there with custom training for us, and systems, tools, and video training that show agents how to do it,” explains Rashed. “Also, there’s coaching for a prospect and how to get new clients, build your clientele, and work by referral. It’s set up like Netflix so you can live stream it on your phone, TV, anything that has access to the internet.” Unique challenges amid a pandemic The numerous benefits don’t come without their own set of unique, but conquerable challenges. Rashed points to time management as a new task to juggle. The key is learning how to manage your time upon becoming the owner and operator of a business where many different people require your personal time and attention. “For me, I’ve created a system using my calendar and allocating time. Before, when you scheduled your days, you would book times in and just go about it,” he explains. “But now I’m very conscious of the times so in my calendar, everything’s in 15-minute intervals. You learn quickly that everybody wants your attention, so you should try to delegate it.” Additionally, Rashed took over the CENTURY 21 franchise just as the COVID-19 pandemic began in spring 2020. As expected, that brought its own set of chal-

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NEXT GENERATION IN FRANCHISING Calgary, Alberta-based franchisee Arshad Rashed bought his CENTURY 21 brokerage in March 2020. It provides real estate services for residential, commercial, farm, and ranch properties. The original franchise owner had been operating the franchise for more than 25 years before 34-year-old Rashed took over amid the unexpected COVID-19 pandemic.

lenges, in addition to being a new and young business owner. “At that time, it was all fresh and everything was so unknown, so it was very stressful for a minute, but it’s all about being resilient,” he explains. “So, we went remote fairly quickly and business continued like nothing changed except for the physical office space.” Rashed says he was able to take advantage of the closures and make some much-needed changes to the office. “We took advantage of it. We renovated the entire office, gutted the whole thing because we were going to be closed. We weren’t sure [if it would be] a month or two months so it was the perfect time to do it and we needed it,” explains Rashed. Fortunately, his real estate franchise was considered an essential service and eventually reopened with new safety protocols in place including spreading out desks, adding hand sanitizing stations, and installing glass face shields for the front desk and in their bullpen section. “We actually did it with glass and made it permanent because I don’t think this is going to go away anytime soon, so we’re prepared for it,” says Rashed. The office also updated their phone services, implemented new software, switched to remote operations that can be turned on and off as needed, and introduced staff back into the office on a rotation, while allowing everyone to work at home (or from anywhere around the world, thanks to the ease of technology). Opportunities are around the corner In addition to his real estate brokerage, Rashed explains that he also owns a Real Property Management franchise, which is owned by the Charlwood Pacific Group, the same parent company with franchise rights to CENTURY 21

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Canada. “It’s still real estate but it’s property management for investors, landlords, even accidental landlords,” he says. “Some people downsize, or upgrade and they purchase but haven’t sold their property, and now they’ve become an accidental landlord.” With his Real Property Management franchise, Rashed and his team manage properties, place tenants, complete maintenance repairs, and take away the hassle of looking after a rental property, at a low monthly fee for property owners. The property management franchise is an additional opportunity for CENTURY 21 owners, and Rashed says it’s also an option for those who are existing property managers who are looking to invest in a franchise system. “I took the franchise on and integrated it with the business, and it worked out much better because the systems and backend tools they have are for property management,” he explains. “So, the entire process is a lot smoother, and it just meshed together.” As for advice Rashed has for prospective franchisees, he emphasizes that “you do have to work hard, and you may have to be the first person in the office and the last one to leave. But if you follow the steps, systems, and tools that are given to you, then your success is almost inevitable, because it’s been proven and tested. It’s not that you have to invent or reinvent the wheel; it’s there for you to use and take advantage of.”

Learn more at LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

LEADERSHIP PROFILE

From Diner to Executive CEO Susan Senecal expresses her pride and passion for A&W as she details her journey up the corporate ladder

BY ROMA IHNATOWYCZ

ike most of her fellow baby boomers, Susan Senecal has fond memories of her parents packing her and her sisters into the car on hot summer nights for a trip to their local A&W. It was a real treat for young Senecal, and one that would prove somewhat prescient. “My parents would take us to the A&W in Greenfield Park in Montreal. I remember the excitement of going out for a meal — it didn’t happen often in those days,” says Senecal, who went on to build her career at A&W Food Services of Canada and is now the company’s CEO, only the fifth in its long history. “That’s where I tasted my very first onion ring, and I’ve loved onion rings from that day on!” Senecal isn’t alone. Baby boomers across the country have a real soft spot for the Canadian burger brand, which enjoys an almost iconic status among that demographic. “A&W started in 1956, so baby boomers and A&W were sort of born together,” she explains. “For many Canadians, A&W was their first fast food experience of any type, or their first burger. We had nearly 300 drive-ins at the peak of our operations, which made us one of the dominant brands in Canada at the time.” Franchise Canada July | August 2021 79

LEADERSHIP PROFILE

A&W preceded the arrival of bigger U.S. burger brands in Canada. Most appealing, however, was that at one time it offered a unique drive-in dining experience, complete with uniformed carhops with jaunty little caps bringing meals out to your car. It wasn’t just about the food; it was a much-loved outing for young and old alike. While the drive-ins were a phenomenal success, they were also a seasonal business — highly popular on balmy summer nights, less so on a chilly day in February. So, when quick service restaurant (QSR) brands started building sit-down restaurants, they gave the quintessential Canadian brand a run for its money. “The American competition started to move into the Canadian marketplace, and I like to joke that they had this huge innovation called central heating!” says Senecal with a laugh. If it was to survive and prosper, A&W needed to reinvent itself, and it did just that, moving its locations into shopping malls, which were being built at a brisk pace in the mid-1970s. “That was the original transformation, shifting from a drive-in business and moving into shopping centres, because hundreds of shopping centres were being built in suburbs across the country,” says Senecal. “We were able to successfully make that change.”

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The A&W connection The ‘we’ Senecal speaks of is figurative – she joined the company in 1992, after honing her skills at two other franchise brands in her hometown of Montreal. It was while working at Cultures as a training manager, followed by a stint with Croissant Plus as a training and area manager, that Senecal knew she wanted to build her career in the QSR industry. While she had studied biology and computer science at university, she found herself craving the human interaction that a more business-oriented career would provide. “The moment I graduated, I realized my passion lay elsewhere (than biology) and the rest is history,” she says. “I love the speed of things [in QSR], how quickly you can change and influence things. It’s a great laboratory for learning, and you are surrounded and supported by great teams of people.” When she heard of a real estate position opening up at A&W, Senecal applied. But she quickly rescinded her application after she learned it would require extensive travel. As a young mother at the time, Senecal didn’t want to be away from her family for extended periods. A year later, A&W contacted her about an area manager position, and this time she readily accepted.

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LEADERSHIP PROFILE Senecal has since worn many hats at the company, and this lateral movement, which A&W encouraged, put her in the thick of its ground-breaking push to attract more millennials to the brand. She was its chief marketing officer when it reinvented itself, yet again, this time as a burger joint with a conscience. “People today want to know what they’re eating, and they want to know more about their food,” she says. “We saw that trend emerging and we started asking ourselves what that means for A&W. For me, and for A&W, change has been very good!” What it meant was building on the idea of “good” in “good food makes good food” — which Senecal says “includes our people, our guests, our partners, and our planet.” This approach led to the introduction of everything from organic Fairtrade coffee and grass-fed beef to root beer brewed with natural flavours and a ‘Beyond Meat’ vegan patty that tastes just like the real McCoy. The company also introduced compostable burger packaging and switched to metal baskets for its onion rings and ceramic plates and mugs for its breakfasts. It’s equally committed to eliminating plastic straws and was the first national chain to introduce paper straws instead. Millennials took notice, as have other young customers impressed with the company’s growing green credentials. Most astounding is that the initiatives embraced by the company aren’t those normally associated with fast food restaurants serving competitively priced burgers and fries. “Those were the kinds of things that were surprising to the Canadian marketplace,” observes Senecal. “You tend to see them more at high-end restaurants, so it was a revelation, and for us it was exciting.” Embracing millennial franchisees The company has strived to bring millennials into the A&W fold in other ways as well. In 2016, it launched its Urban Franchise Program, an initiative aimed at attracting millennial franchisees by easing some of their roadblocks. For young franchisees accepted into the program, the initial equity contribution is substantially reduced (to around $125,000 to $150,000) and A&W invests in the construction of their restaurant (which it makes back in rent). There is also extended training — up to a year or more as paid interns at an existing location – so the new franchisees can learn all the ins and outs of running their own business. The program has greatly incentivized the younger demographic — there were reportedly 200 applicants when it first launched in 2016. “This partnership has been really good,” says Senecal. “People who don’t have all the experience or money that’s needed to be a traditional franchisee get a chance to open their own business, and we get a great franchisee who is highly engaged and has a lot in common with our guests.”

A&W CEO Susan Senecal says the brand is onboarding millennial franchisees through its Urban Franchise Program that’s aimed to attract younger business owners by easing some financial roadblocks.

Despite the challenges tied to the COVID-19 pandemic, the Urban Franchise Program remains strong, as does overall interest in the company from potential franchisees young and old. A&W is continuing to open new locations, which now total more than 1,000 across the country, and is on course to expand its business outside of its western stronghold, particularly in Ontario and Quebec. That’s not to say that the pandemic hasn’t brought its challenges. At its peak in 2020, more than 200 A&W locations, primarily in malls, had to close temporarily. But Senecal, who cites COVID-19 as her hands-down biggest career challenge ever, remains unfazed. Always up for a challenge, she continues to thrive on change and innovation, and it’s this dedication to creativity that keeps steering A&W into new, uncharted territory. That’s not about to stop, as Senecal hints at more novel, fresh ideas on the horizon. “We have a lineup of innovations coming out this summer that we think will bring a little bit of spark to people’s lives,” she says. “It’s a time when people are looking for some excitement, so keep on the lookout.” No encouragement needed. Our eyes are peeled.

Learn more at LookforaFranchise.ca

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A DAY IN THE LIFE

No Cashiers? No Problem! Aisle 24 franchisee David Thomas finds success with the new contactless market concept

BY KAREN STEVENS

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www.cfa.ca | www.FranchiseCanada.Online

A DAY IN THE LIFE

“Even though we are a technology company that offers a service, you should always know who your customers are, and you should always put a face to the product... Enjoying talking to people and having customer service experience is a big plus.” - David Thomas

hen the global pandemic called for social distancing in March 2020, Aisle 24 Markets was uniquely positioned to succeed. As a self-service, contactless grocery store franchise, Aisle 24 provides customers with a variety of products ranging from food staples, such as milk and bread, to home goods and personal hygiene products, through a technology-enabled retail self-service model without the use of any cashiers. David Thomas is the first franchisee of this innovative system. He opened his 600 square foot location in a pair of conjoined apartment buildings in midtown Toronto just before the pandemic hit — and the country was thrust into a frenzy of toilet paper hoarding and shortages at the grocery store. While some might consider this bad timing for a new business venture, for Thomas it was the perfect opportunity. Thomas was first introduced to Aisle 24 at The Franchise Show, where he met the system’s founders. “I was drawn in by how simple the idea was and how we would be able to take that simple idea and enhance it,” he recalls. He was also interested in the franchise because it had a huge technology component. “It’s refreshing to be part of something brand new,” says Thomas. “This is the future and I’m really excited to be a part of it.” Previously, Thomas had been working in the corporate world as an investment advisor, a role that left him unsatisfied. “In everything that I did, I always felt like I wasn’t getting recognition for [my] efforts or someone else was taking the credit,” he says. “I like being able to have my stamp on something and also that freedom of knowing that all my efforts will lead to something positive.” Not your typical nine-to-five job Usually, Thomas gets an early 6 a.m. start to his day. The first thing he does is log on to his computer and review

the transactions and sales from the night before. Then he moves onto answering emails and, unless it’s a delivery day, he’s all done after about an hour. “The interesting thing about Aisle 24 is the technology; a lot of the tasks that I do can be done at home,” he explains. “If there are any issues, I get them emailed directly to me, and we have a really great customer service team that takes care of any technical issues.” Delivery days are a little different. Two to three times a week, Thomas will head into the store, also known as his “office,” to await deliveries of stock. While he’s there, he’ll sanitize and clean the whole place as well. This isn’t a typical Monday-to-Friday, nine-to-five job: Thomas works seven days a week. However, he says that it adds up to a total of 20 hours a week, which includes administration duties such as purchasing, ordering, and talking to customers via email or text if they have any issues. When the franchise first opened, the pandemic was in its early days, so Thomas was still able to spend a lot of time at the store talking to his customers. “Our store is automatic and it’s technology-based, so I wanted people to know that there was a person behind the store,” he says. “I spend as much time that I can there without it being unsafe because I enjoy that face time with people.” However, Thomas points out that “COVID-19 has changed the way that everyone has to do business.” For himself, he had to increase the time he spends cleaning and sanitizing. Since the app tells him which days and times tend to be busiest, he can plan his store visits accordingly, and sanitize everything when there are the fewest people coming in. One of the challenges that Thomas had to overcome at the very beginning was making sure everyone had access to the store. Since the store concept is app-based, they had to find a workaround for individuals who either

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A DAY IN THE LIFE

didn’t have, or didn’t know how to use, smartphones. “The technology aspect makes this franchise amazing, but sometimes it can be a hindrance to the people who use the stores, so we found another way to provide them access,” Thomas says. The solution was to provide customers with key fobs, which give them access to the store without using the app. Customer service comes first Since Thomas doesn’t have experience in the retail or convenience store industry, he draws on his job experience to succeed day to day. His investment sales background taught him the most important skill for his success as an Aisle 24 franchisee: customer service. “Even though we are a technology company that offers a service, you should always know who your customers are, and you should always put a face to the product,” says Thomas. “You don’t need to have any experience in the convenience store industry but enjoying talking to people and having that customer service experience is a big plus.” Like many franchisees, Thomas says that one of the biggest benefits of being part of the system is that he doesn’t have to set everything up from scratch. “If I had to build this idea out, it would take years, but the founders built this amazing structure and platform that has allowed me to learn from them and their mistakes, and have the right tools for success.” Thomas says another benefit is that the Aisle 24 app technology is always improving, they’re always looking for new and better ways to interact with the customers, and they’re exploring new store locations for the future. “I wanted a franchise that would constantly be looking towards the future and growing with the community, so that’s one of the reasons why I love the franchise so much,” he says. There’s always someone available at head office to help Thomas with everything from technology issues to supply and distribution problems to support with the lease agreement. “There is somebody who can help me figure out the best and most efficient way of solving that issue because either they’ve already had it or they know who can fix it because they own stores themselves,”

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says Thomas. “And the great thing about it is I can call directly on their cell phone, I know them by name, and it usually resolves within the same day.” Potential Aisle 24 franchisees don’t need to be tech whizzes to excel at the job. “If you can use a smartphone, you can do Aisle 24,” says Thomas. But, just to make sure they’re comfortable with everything that’s required of them, Aisle 24’s training program walks new franchisees through everything from purchasing to troubleshooting issues with customers. Thomas recommends that when you’re looking at a franchise opportunity, you ask every single question you can think of. “Even though you might think it sounds stupid to you in your head, just ask it because it’s going to be your time and your money [that you’re] investing.” Then, once you have your franchise up and running, Thomas advises to “be open and listen to what your customers want, because they will be the ones that drive your success.” The future is bright for the young franchise system. According to CEO and co-founder John Douang, “At present, we are seeing a huge influx of people wanting to start their own businesses and are opting for new innovative services that are future-proof,” he describes. “As we grow and cement our position as a leader in technologyenabled convenience and grocery retail, our goals are to have a network of Aisle 24 Markets in every community in Canada and we’ve set our sights on U.S. and international markets.” As for Thomas himself, he’s got a new 1,100 square foot location on the horizon in Toronto’s Canary District. This time, the franchise will be in a commercial unit at the bottom of a condo building, so it’ll be open to the general public. Despite a few COVID-19 related supply setbacks, the location is on track to open this summer and Thomas is excited to get to work.

Learn more at LookforaFranchise.ca

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THE FIRST YEAR

Photo credit: Brent Edwardson - MrInsurance.ca

Crunching the Numbers

MrTaxes.ca franchisee Marion La Rocque reveals her first-year experience operating a virtual tax preparation and financial services company BY JESSICA BURGESS

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THE FIRST YEAR

ax season comes every year, and it’s important that Canadians are prepared and supported through their accounting and bookkeeping needs. “Our franchise concept is simple,” shares Marion La Rocque, a British-Columbia based franchisee with MrTaxes.ca. “Our mission is to minimize tax and maximize wealth. We accomplish this with technology and a network of tax and financial professionals.” MrTaxes.ca is a virtual tax preparation and financial services franchise system that has been operating in Canada since 1996, with an earlier iteration of the company established in 1984. The brand provides not only tax-related services, but also personal and corporate bookkeeping and payroll services, as well as services related to insurance, investments, and mortgages. MrInvestments.ca, MrInsurance.ca, MrBookkeeping.ca, and MrPayroll.ca are all brands accessible under the MrTaxes.ca umbrella. While the company itself is headquartered in New Westminster, British Columbia, the company offers services across Canada.

“When I started working with the MrTaxes.ca team, my knowledge and experience grew, and I really like the independence of working for myself yet being a part of a bigger team that challenges me to continue to learn, grow, and expand.”

Preparation is key La Rocque has a background in business and taxes and was a business owner prior to becoming a MrTaxes.ca franchisee. “I had been working in the specialty area of disability tax credit applications,” explains La Rocque, adding that it was during this time that she decided to take a professional development tax course. “That’s where I met Robert Stone, the founder of MrTraxes.ca. I then started working with the team and my experience grew. MrTaxes.ca was a perfect fit and opportunity for me.” Becoming a member of the MrTaxes.ca team offers franchisees the opportunity to own a business with a built-in support system. Once franchisees are part of the system, they can continue to work in their areas of expertise while simultaneously gaining access to resources and networks that help franchisees increase both their client base and their revenue. La Rocque says her professional experience was certainly useful in her new role as a MrTaxes.ca franchisee. “Business experience is an asset, as we serve many clients who are business owners as well, both sole proprietors and incorporated business owners. Having business experience also helps in the process of taking on your own business as a franchisee,” she explains. However, as La Rocque notes, MrTaxes.ca also offers courses and resources to new franchisees who are less familiar with operating a business. “So much is shared and learned while in the MrTaxes.ca environment. A willingness to learn is most important. We have our own program, the Certified Tax Preparer’s Course, which is accredited with Human Resources and Skills Development Canada,” continues La Rocque. “That course can be completed in approximately 16 hours, but training

doesn’t stop there.” The learning opportunities for new and experienced franchisees are ongoing, as is the franchisor’s support for franchisees.

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- Marion La Rocque

Navigating the first year “After completing the required tax course, I received oneon-one training from the franchisor,” says La Rocque of her first year with the company, adding that she was able to do on-site in-person training with experienced tax preparers. “I got to sit in on client meetings, listen, take notes, and learn. We worked together on files and my early work was always double-checked and reviewed,” says La Rocque. “Clients were coming in so fast; it was like drinking from a fire hose! I had to learn quickly, but the steps were incremental.” With each new client, there was something new to learn, but the franchisor didn’t give new franchisees clients that were beyond their growing capabilities. “I received support from head office and fellow franchisees.” La Rocque adds that once she had been through the training provided by MrTaxes.ca, she felt confident going forward with clients and soon found that she was able to take on more complex business returns and corporate tax clients. One of the biggest benefits of being a first-year franchisee with an established franchise system like MrTaxes.ca is the built-in publicity and marketing that comes from head office. “I don’t have to worry about marketing, as that’s all taken care of, and clients are given to me. All the marketing leads are shared with the franchisees,” says La Rocque. “I don’t have to look for clients, though many of my clients are now through referrals from existing clients.”

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THE FIRST YEAR

Best of both worlds In addition to the company’s sales and marketing infrastructure, being a franchisee of the system also allows franchisees to be both self-employed and part of a group of passionate, like-minded colleagues with head office support. “I have the flexibility to choose my own hours and work around the needs of my family,” La Rocque says, but shares that she is also very much part of a team. “We work on case scenarios as a team in ongoing weekly meetings.” “It’s a very effective and dynamic way to learn. We stay current, as we constantly track Canada Revenue Agency changes and research questions related to the clients that we take care of,” adds La Rocque. She explains that her team has twice-weekly virtual meetings, and she’s also grateful to live and work near the company’s head office, as it allows her to go into head office to work on files. “When I started working with the MrTaxes.ca team, my knowledge and experience grew, and I really like the independence of working for myself yet being a part of a bigger team that challenges me to continue to learn, grow, and expand,” says La Rocque. Looking beyond the numbers The world has been and continues to be changed by the COVID-19 pandemic, and businesses and individuals alike have had to adapt to and thrive within new conditions. La Rocque shares that even prior to the pandemic, the company was already using virtual means to communicate with clients from around the country. The team also continued to use these virtual tools to hold team meetings through video conferencing.

Photo credit: Brent Edwardson - MrInsurance.ca

British-Columbia based franchisee Marion La Rocque joined the MrTaxes.ca brand with a background in business and taxes. She says that navigating her first year amid the COVID-19 pandemic has created the need to adapt and thrive, but fortunately the brand already used virtual means to communicate with clients from around the country.

“Soon, this video conferencing became a tool to meet with clients.” La Rocque says this allowed clients from all over the country to continue to access MrTaxes.ca services or to try them for the first time. “We gained new clients whose previous tax preparers were unable to adapt to doing business during the various lockdowns,” she says, adding that she was also able to connect on a more personal level with existing clients. “I’ve been really happy this year that through the use of video conferencing, I’ve been able to actually ‘meet’ clients, and connect about their businesses, families, and lives.” During these client meetings, she’s able to ask questions in real time and figure out what’s missing from a client’s return or what could maximize a client’s refund, for example. “Tax is a personal subject, and technology has actually enabled us to work more closely with our clients than before.” La Rocque encourages those interested in pursuing franchising not to hesitate. She shares that the franchisor and other MrTaxes.ca franchisees together have been a source of support and connection during unprecedented times. As for advice for potential franchisees, La Rocque says, “I would get started right away. MrTaxes.ca is a growing company and an exciting place to be.”

Learn more at LookforaFranchise.ca

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ICONIC BRAND

Kim Arnold operates multiple Dairy Queen locations in Saskatoon, Saskatchewan with her husband Geoff and other business partners.

A SWEET FRANCHISE VENTURE How Dairy Queen has swirled ice cream cones and provided rewarding franchise opportunities for decades BY KYM WOLFE

88 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

ICONIC BRAND

f you grew up in Canada, chances are you’re familiar with Dairy Queen, and have enjoyed more than a few Scrumpdillyicious® treats over the years. The iconic brand made its mark with soft-serve ice cream, then expanded its menu in 1961 to include hot food items. Today, DQ ® Fans (as customers are referred to) enjoy both their Grill & Chill® options equally, at DQ ® restaurants across the country. With the arrival of COVID-19 in Canada last year, and the closing of many DQ ® dining rooms in March, there was a quick shift from restaurant and overthe-counter sales to focus on drive-thru, curbside pickup, and delivery. Delivery service providers SkipTheDishes, DoorDash, and Uber Eats provided great support and partnership to the system as they onboarded more locations, and delivery will be an ongoing important part of how business is conducted going forward. As a trusted brand, Dairy Queen seemed to be viewed as a safe place during the pandemic for people to purchase both hot and cold foods. “We saw an uptick in sales and were supported by our fans as a place to go to reward themselves in these difficult times,” says Peter White, executive vice president of Dairy Queen Canada. When people’s favourite restaurants were shut down, many new fans found their way to Dairy Queen, and when temperatures started to rise last spring, so did sales of take-home novelty treats and DQ ® Frozen Cakes. A family franchise When you run any business, there are challenges every single day, says Saskatoon franchisee Kim Arnold. “The key to successfully overcoming challenges is to have a solid plan in place, to be able to pivot quickly when necessary, and to be willing to make changes. COVID-19 literally changed everything we knew about operating a DQ ®, and we had to pivot virtually overnight. The first couple of months were the most challenging, as things were changing daily.” Arnold and her husband Geoff built their first store in Saskatoon 18 years ago

and have since opened two more Dairy Queens in the city. Those locations are co-owned with three other business partners. A fourth store, also owned by all five partners, is slated to open in December 2021. “A business background is helpful, but not completely necessary,” explains Arnold, who has business experience, while Geoff has a mechanical background. “It would definitely be helpful to have experience working on the front line to gain a better understanding of the business from the ground up.” White agrees that in a perfect world, new franchisees would have quick service restaurant (QSR) or at least retail experience. However, some do not. In those cases, the potential franchisee would hire a manager with a QSR background to become a qualified candidate, and that manager would be involved in initial training before the store even opened. Franchise owners do need to have a mindset that will accept change, as technology is constantly evolving within the QSR industry. Dairy Queen offers extensive initial training and ongoing support to its franchisees. It starts with a three-phase manager training program, with the majority involving hands-on guidance in a training store. The brand also provides an online learning system for franchisees, managers, and crew members called DQ® Learning Link. Training and tools continue to evolve, particularly over the past year. “In managing COVID-19 restrictions, we have stepped up our ability to consult virtually with one-on-one coaching, district calls, and store-specific consulting,” says White. Arnold says she and her husband really appreciated that support during the pandemic. “They have an entire training department at head office, and they were constantly providing us with updated training materials and best practices.” Having those go-to people was what drove the Arnolds to look at franchising when they first decided to go into business for themselves. “Most people have experience or expertise in one part of running a business, but a franchise has all of it.”

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ICONIC BRAND

After exploring different franchise opportunities, the couple decided to invest with Dairy Queen. “We looked for a franchise that has a proven track record and a good reputation,” says Arnold. “The corporate staff are there to help us be successful. They have helped us with everything from vendor and equipment contracts to training, marketing, and ongoing operations. There is a proven system that works, and that takes a lot of guesswork out of it.” They also knew that with Dairy Queen, there would be automatic brand recognition, another big plus for a newly opened business. Overcoming the challenges Despite the challenges posed by the pandemic, eight new DQ ® locations opened across Canada in 2020, and the brand is on track to open 18 more this year, says White. “We modified training to accommodate smaller groups for new hires to allow for social distancing, and there were a lot of additional COVID-19 compliance protocols put in place to ensure we could safely serve fans.” Dairy Queen encourages new franchisees to get involved to support their local community by embracing the brand’s cause-marketing initiatives with Children’s Miracle Network and participating in the annual Miracle Treat Day. In 2020, Miracle Treat Day was modified from its traditional August date to October, and 2021 will also be a transition year, with three days for Miracle Treat Day(s) from October 26-28. The franchise also made staff safety a high priority. “We shut down our lobbies even before the government shut us down,” says Arnold. “We wanted to keep our staff safe by limiting contact with customers, and fortunately

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only a few of our staff members needed to take leave for health reasons.” As is typical with QSRs, staffing and recruitment can be challenging, and White says the franchise looks for franchisees who want to be an employer of choice in their communities. While staffing was somewhat easier to manage when dining rooms were closed, franchisees were encouraged to recruit and train well in advance so that they would be ready to react quickly when dining rooms reopened. “It’s a hot topic right now, because all of our competitors are also going to be reopening,” says White. “COVID-19 will end, and we are looking to the future and continuing to have our franchisees execute at a high level to be an industry leader in Fan Satisfaction.” Dairy Queen has always had a strong presence in Western Canada, which is where the first DQ north of the border opened in 1953. There continue to be opportunities for new franchisees in that part of the country, as well as in Ontario. The brand is also looking at a strategy to expand in Quebec and continues to be interested in opportunities for new stores across the country. Every business has its ups and downs, says Arnold, but “overall, being a DQ ® franchisee has been a very positive experience. It’s more than owning a business, it’s who we are — we’re known in the community as the Dairy Queen people.”

Learn more at LookforaFranchise.ca

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SHOW ME THE MONEY

4 FRANCHISES FOR $150K-$250K Franchising is about diversity, and opportunities may be found in nearly every industry and business sector. It’s a great way for Canadians from all walks of life to go into business for themselves but with the support of a franchise system behind them. One of the most important considerations for a prospective franchisee is investment level, including figuring out a budget that fits with your financial situation and goals. Here, Franchise Canada showcases franchise systems in which you can invest for $150K-$250K. Batteries Expert

Prairie Donair

With over 60 franchises and 50 years of success, Batteries Expert is the undisputed leader in the retailing of energy products. It boasts the most comprehensive product line of traditional and environmentally-sound battery solutions for your home and any size equipment, appliance, or vehicle. Batteries Expert provides a turnkey franchise with training.

Prairie Donair® is a rapidly growing franchise with locations opening up across the country. It specializes in unique custom donairs unlike the world has ever seen! With a solid franchise support system, low up-front capital costs, and delicious food, Prairie Donair has the ingredients to become the fastest growing and most successful franchise in Canada. Stake your claim in the next big thing to hit the fast casual dining food sector today.

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Firehouse Subs

Trapped Canada

Firehouse Subs is a fast casual restaurant chain with a passion for hearty and flavourful food, heartfelt service, and public safety. Founded by brothers and former firefighters Chris Sorensen and Robin Sorensen, Firehouse Subs is a brand built on decades of public service, steaming-hot subs piled higher with the highest quality meats and cheeses, and its commitment to saving lives through the creation of the Firehouse Subs Public Safety Foundation. Now seeking franchise partners in Ontario.

Trapped is an innovative leader of real-life escape games in North America, with eight locations across seven cities in Canada. It’s continuously innovating and bringing the best of entertainment to its customers. Trapped has created a system to help new franchises to be replicated anywhere with ease. With its well-established and tested business model, Trapped ensures each franchise location is profitable from day one. The brand is looking to expand its presence by partnering with passionate individuals who share the dream and mission of expanding this new top-tier entertainment business.

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FRANCHISE FUN

MAKING THE CANADIAN FRANCHISING LEAP

Big Frog’s director of operations Zachary Smith reveals how the custom decorated apparel franchise made a splash in the Canadian market

ou know your favourite band T-shirt that you wear anywhere and everywhere — to bed, lounging on the couch, going for a walk around the neighbourhood — have you ever thought about the forces that have come together to provide you with the quality fabric and a print design you adore? Among the many custom T-shirt empires in the clothing industry is Big Frog Custom T-Shirts & More®, a franchise concept specializing in custom decorated apparel. “As a brand, we are fully immersed within our community,” explains Zachary Smith, director of operations. “Whether you need a single item to celebrate a special day or 1,000 t-shirts for your school spirit wear, Big Frog has you covered!” 92 Canadian Franchise Association

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FRANCHISE FUN Big Frog currently has more than 88 locations open in the United States and is expanding the franchise opportunity into Canada. “Big Frog is excited to be opening our first store in Canada this summer in Edmonton, Alberta,” adds Smith. The garment decorating industry is valued at $20 billion and the brand’s niche is in retail direct-to-garment printing, giving it a big (frog) leg up as a franchise with a strong history of success. Here, Smith reveals his passion for franchising and providing care and support for franchisees, the importance of spending time with friends and family, including his inspiring daughters, and much more. The most interesting thing I’ve done recently is… Recently I’ve been working with my daughter through online kindergarten! In its best form, work… Should be fun and enjoyed with great people in a collaborative environment. A good franchisee… Is excited to take on a new challenge and motivated for their (and their team’s) success. A good franchisor… Cares about its franchisees, supports its franchisees, and is open to new ideas that can better the franchise system for all. My top advice for prospective franchisees is… Try to find a franchise that is fun, challenging, and rewarding — and then follow the system to success. My top advice for new franchisors is… Always aim to improve the system.

The most important thing in life is… Family and laughter. One of the most enjoyable things to do is… Spend time with family and friends! The hardest thing for me to do is… Answer questionnaires. My favourite drink is… Iced coffee! If I could meet anyone… I would like to meet Toto Wolff! I would love to spend a day or two with Toto Wolff learning Toto’s leadership style and, more importantly, I would try to convince him to let me drive one of his team’s F1 cars. The person who has had the most positive influence on me as a businessperson is… Tom Suggitt, CEO of Big Frog Canada! Tom has empowered numerous individuals throughout his career and I’m fortunate to be one of them. Canadian franchising is… Growing! And empowering individuals to succeed. The most positive influence on my life as a person is… My daughters! My girls keep me grounded, motivated, and on my toes all the time. The key to success is… Surrounding yourself with great people! The accomplishment I look forward to the most is… Helping to grow this fun and fulfilling franchise across Canada! One necessary item on my life’s “to do” list is… I would love to take in every major sporting event live at least once!

Learn more at LookforaFranchise.ca

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ASK A LEGAL EXPERT As a franchisee, what should I have in my legal tool kit before embarking on a new franchise opportunity? MOST FRANCHISEES GET A CRASH COURSE in franchise law as a fringe benefit of purchasing a franchise. Counsel will gleefully dissect the franchise disclosure document (FDD), advise on the finer elements of the franchise agreement, and pontificate on the meaning of “material facts,” the duty of good faith, and the right of rescission. Here, I will dive deeper and provide franchisees with a useful tool kit of core principles that govern the relationship between franchisors and franchisees. Is it a franchise? Promoters will go to great lengths to assert that their business is not a franchise in order to avoid the costs of franchise compliance and issuing FDDs. However, any business which, under a written agreement, grants a person the right to conduct a business, using the other person’s trademark, and in which the other person exercises significant control over the business or provides significant assistance, is a franchise. Substance trumps form, and the courts will find a franchise if these elements exist. Piecemeal disclosure is no disclosure An FDD must be delivered in one document, at one time. For example, franchisors cannot provide pro forma income statements in one meeting, the franchise agreement in another, and then the investment costs in another, even if the prospective franchisee receives, in the aggregate, all information required by law. Strike one, you’re out A franchisor’s failure to disclose in its FDD financial statements from the most recently completed fiscal year in audited or review engagement format (subject to a 180-day grace period), is fatal to the FDD and can entitle a franchisee to a two-year rescission period commencing on the date of the franchise agreement. Notice to reader and internally prepared financial statements are a critical deficiency. Failure of a franchisor to have two of its officers and directors sign and date the FDD certificate (unless there is only one officer and director) is also a critical deficiency which will invalidate the FDD and open the two-year rescission window.

to do so can result in a deficient FDD. Franchisors can, however, supplement the original, properly prepared FDD with statements of material change to disclose new information (such as a head lease, sublease, and costs) arising after the original FDD is provided. Keep the faith Franchisors owe franchisees a duty of good faith and fair dealing in the performance and enforcement of the franchise agreement. In exercising discretion, a franchisor must consider the franchisee’s interests, but is not required to put those ahead of the franchise as a whole. Franchisors must act in good faith, absent ulterior motive, and in a commercially reasonable manner. Please release me Franchisees cannot be asked to contract out of, or release a franchisor, from its statutory obligations. The law protects franchisees by invalidating any purported waiver or release by a franchisee of these rights. For example, an agreement by a franchisee to waive a franchisor’s disclosure obligations, or release the franchisor from any rescission claim, is invalid. The exception to this rule is where a franchisee agrees to release known statutory claims against the franchisor (e.g., a rescission claim), for valuable consideration, and with the oversight of lawyers. (No) right of renewal Once the term and all renewal terms in a franchise agreement have expired, the franchisor has no implied, or good faith obligation, to renew the agreement. The courts will not read into a contract terms that do not exist. Franchisees must ensure that their agreement contains meaningful renewal rights in their favour or risk losing the right to continue to operate their franchise. Ch, ch, changin’ Franchises are constantly evolving, and franchisors must often make key changes to their business model. Franchisors must consider whether (i) such changes are permitted under the agreement; (ii) the changes would be so impactful as to undermine the benefit of the contract; and

No ‘cookie-cutter’ FDDs Franchisors can no longer issue “generic,” one-size-fitsall FDDs. These must be tailored to the specific opportunity. Costs must reflect the format (new build, turnkey, conversion, kiosk, etc.), and the franchisor must disclose site information, revenue information, and, if it is a head tenant, lease information pertinent to the site. Failure

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Richard Leblanc Partner Miller Thomson LLP rleblanc@millerthomson.com

ASK A LEGAL EXPERT (iii) the imposition of the changes breaches the duty of good faith. The courts have reviewed this question and while a franchisor must consider the best interests of the system as a whole, it is not required to guarantee any benefit or level of profit to its franchisees when making system changes in good faith for legitimate business reasons. To compete, or not to compete Non-competition covenants are often unenforceable as being in restraint of trade and contrary to the pub-

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lic interest. The party enforcing the clause must justify that it is reasonable in time and scope, and protects a valid business interest. Restrictive covenants that are vaguely drafted, are overly broad in scope, or contain material errors, will be voided by the courts. And, if the franchisor does not have a legitimate business interest to protect in the restricted territory (including the lack of any intention to expand their business to that territory), the courts may strike the clause as unenforceable.

ASK A FRANCHISE EXPERT

What are some of the most common franchising myths? SOME PEOPLE HAVE PRECONCEIVED NOTIONS when it comes to franchising and how it can be a vehicle for their success. Often, these perceptions are based on inaccurate and erroneous information. Here, we’ll examine six of the more prevalent myths regarding franchising. 1. I can’t be in that business if I don’t know anything about it Good news: you don’t have to. One of the greatest advantages of starting a franchise is that you’re provided with training and ongoing support. Essentially, this negates the requirement of having experience in specific industries and systems or past business ownership. Typically, franchisors are looking for candidates with the right transferable skills. You may not have worked in a particular industry before, but if you’re diligent, patient, and willing to learn, you have many of the qualities required to thrive as a franchisee. If you restrict your options to only things that you’re already good at, you shut down a universe of possibilities. 2. I can’t be creative in a franchise because the franchisor will dictate everything Franchisors provide the framework but as a franchisee, often you manage, market, and promote your business. You’re in charge, and the flexibility and creativity are achieved by how you choose to run and elevate a proven process. There’s plenty of room for your ideas. You might be amazed to know how many product and service innovations have come from franchisees, not the parent company.

3. I can’t afford a franchise Although some people think that investing in a franchise is too expensive, it’s important to point out that there are numerous opportunities available to fit a wide variety of budgets. Generally, the expenses for starting and running a franchise won’t be much different from other business models and the franchise’s fees come with plenty of value and benefits that other start-ups wouldn’t provide. With so many diverse franchise possibilities out there, you have the ability to invest at your comfort level. Moreover, there are various funding options and programs in place for potential and existing franchise owners to help you get closer to fulfilling your business ownership dreams. 4. Franchisors get rich at my expense through royalties Franchisors do indeed earn money through partnering with franchisees and vice versa. Each franchisee must assess the value of what they’re receiving in return for paying a percentage of their revenue. Consider what franchisors provide for that royalty: experience, support, (continued on page 109) Gary Eisler Career ownership coach The Entrepreneur’s Source geisler@esourcecoach.com

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FRANCHISE TUTORIAL

TUTORIAL 1: THE FUNDAMENTALS OF FRANCHISING

WHAT IS A FRANCHISE? FRANCHISING IS A BUSINESS RELATIONSHIP where a franchisor (a company or individual who owns the franchise system) grants a franchisee (a company or person who contracts to use the franchise system) the licence to use the franchisor’s trademark, brand, and operating system for an initial fee (franchise fee). In return, the franchisee provides a share of the income back to the franchisor (a royalty). The licence is contractual and is usually for a fixed period of time, often five, 10, or 20 years. The franchisor selects candidates to become strategic partners in implementing the business plan and selling products and services to the franchisor’s customers using the franchisor’s proven business model and/or their proprietary products. A franchise system has policies and procedures in place so as to create consistency from one franchise location to the other. As a growth strategy, it provides franchisors with the ability to gain market share by increasing their points of distribution. Increased points of distribution result in greater exposure and brand awareness. Franchisors are able to grow and have committed individuals operating and driving the location. From a franchisee perspective, it allows the franchisee to get into business with support, a brand name, and a proven business model. This helps to reduce the risks involved with getting into business. It has become a part of almost every industry. Although people most often think of fast food when they think of franchising, it’s also found in many other sectors including retail, commercial and residential services, automotive, business services, real estate, and lodging. There are several things that one must understand about a franchise. You’re not buying the franchise. Instead, you’re acquiring a licence to operate a franchise. You don’t own the name, but instead have a licence to use the name. You don’t own the business model, but instead have the rights to use the business model for a period of time. It’s a little like being a tenant and renting. You don’t own the space you’re renting, but instead have the use of the space for a period of time. Uniformity is a fundamental principal to the success of a franchise. There must be consistency from franchise to franchise within a given business. By having the same product in similar outlets, with consistent levels of service, the franchise is able to build confidence in the mind of the customer, and this drives people to the brand.

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Customers gravitate to what they know, what’s familiar, and what they trust. The uniformity is often created through operating standards and procedures that are clearly documented in operation manuals. Franchisees are required to follow an operating system, use the same suppliers of product, and take the same training. The system, suppliers, and training are all designed to create a consistent experience to the end user of the product or service, and thus create an expectation and impression in the mind of the customer. The uniformity is enforced through a franchise licence. This licence gives you the right to use the brand and operating system. The licence also comes with obligations, to follow the operating standards and systems, as clearly defined in the business model. If you fail to follow the standards, you may lose your licence. With compliance to the system, it drives the market and enhances your investment. When you first look at a franchise agreement, it may seem controlling and one-sided in favour of the franchisor. This is normal, and is required to allow (continued on page 99)

FRANCHISING PROVIDES NUMEROUS BENEFITS:

✔ An established brand and proven business model ✔ Mass purchasing power ✔ Co-operative advertising ✔ Operational support and training ✔ Research and development, marketing new products and services ✔ Access to financing and site selection

HALLMARKS OF A STRONG FRANCHISE INCLUDE:

✔ Strong leadership ✔ Participative management with Franchise Advisory Councils enhancing communication ✔ Continuous training ✔ Evolving brand development ✔ Continuous improvement to the operating system ✔ A positive corporate culture

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FRANCHISE TUTORIAL

TUTORIAL 2: THE FUNDAMENTALS OF FRANCHISING

INTRO TO FRANCHISE FEE FUNDAMENTALS FRANCHISE FEES ARE TYPICALLY PAID for the use of the franchisor’s trademark, brand, and operating system. There’s usually a one-time initial franchise fee, as well as an ongoing fee, called a royalty. The ongoing royalty may be a flat monthly or weekly fee, or a percentage of the gross sales from the business. In addition, most franchise companies charge a fee for an advertising fund where the advertising dollars of the franchisees are pooled together to allow for franchisees to share the costs of national or regional advertising. By pooling the advertising dollars together, they’re able to afford advertising that wouldn’t have been affordable otherwise. Why do some franchise systems have franchise fees and others don’t? The initial franchise fee can vary from $5,000 to more than $75,000. How much the initial fee is will vary depending upon the amount of training and support that’s provided to get the new franchised location up and running. In addition to the initial training and support, the initial franchise fee covers the cost of

franchisee recruiting, territory analysis, site identification, grand opening launch, and some recovery of the franchise development costs. Typically, the more established and recognized the brand of the franchisor, the higher the initial fee. Ongoing royalty fees will vary from zero per cent to 20 per cent of gross sales. The amount will vary depending upon the level of ongoing support and services that are provided by the franchisors. For example, some franchisors may provide a centralized call centre with order taking. This requires a higher cost, which is addressed with a higher royalty. Where no royalty is charged, it’s usually built into product sales or sale of services in the form of markup or rebates on products. Typically, the more involved the franchisor is with ongoing business operations, the higher the fee. Franchisors must make some form of revenues and profit in order to provide ongoing support and services. A royalty ensures that the franchisor has a vested interest in your success. Your success results in their success.

GLOSSARY OF TERMS Advertising fund: A fund held by the franchisor where franchisee advertising dollars are pooled together for national and/or regional advertising. Franchise: The right to use the trademarks, know-how, and business systems of the franchisor, and to promote and market products and/or services using such trademarks, know-how, and systems. Franchisee: The company or person who contracts with the franchisor for the right to operate the franchise in return for payment of an initial fee and/or an ongoing royalty. Franchising: A way of doing business in which the franchisor gives

the franchisee the right to offer, sell, or distribute goods or services identified by the franchisor’s trademark. Franchisor: The company or individual that owns or controls the trademarks and the franchise system and grants the right to operate the franchise using the trademarks, know-how, and business systems of the franchisor. Franchise system: A system of marketing and distribution in which an independent businessperson, for a fee, is granted the right to market the goods or services of the franchisor according to the established standards and practices of the franchisor. Initial franchise fee: A one-time

fee paid by the franchisee to the franchisor in payment for the right to operate a franchised business (also known as an initial, upfront, or licence fee). Franchise model: A business model that has in place policies and procedures to create consistency from one franchise location to the other. Royalty: An ongoing fee paid by the franchisee to the franchisor, often calculated as a percentage of sales. Trademark: A name, symbol, or other device identifying a product or service of the franchisor that distinguishes them from similar products and services supplied by third parties.

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FIND YOUR FRANCHISE AT FRANCHISE.ORG

Unleash your potential as a franchise business owner. At the International Franchise Association’s website, franchise.org, you can search, select and compare thousands of franchise businesses by industry, investment level and keywords. Check it out today and be in business for yourself, but not by yourself.

FRANCHISE TUTORIAL (continued from page 96) the franchisor to control the integrity of the brand. As a franchisee, it’s important to understand that you’re required to conform to the franchise system business model. The success of the system as a whole to build a brand is dependent upon consistency. Although you can’t simply do what you want, strong franchise organizations value franchisee input and often

Watch the Franchise Tutorials video on Franchising 101

create advisory groups to provide feedback and input to the franchisor to assist in the strategic direction of the company. They view the franchisee and franchisor relationship as a partnership. Franchisees are on the front lines and have strong knowledge of the needs of the customer. At McDonald’s, it was the franchisees’ input that led to the development of the Egg McMuffin® and the McFish® sandwich. Strong franchisors listen and value the input from franchisees.

Watch the Franchise Tutorials video on Franchise Fee Fundamentals

STUDY QUESTIONS TUTORIAL 1

TUTORIAL 2

1. From a franchisee perspective, franchising benefits include: a) a llowing the franchisee to make money by collecting royalties from the franchisor b) allowing the franchisee to get into business with support, a brand name, and a proven business model from the franchisor c) transferring ownership of the franchise system to the franchisee

1. Franchise fees are typically paid: a) w hen first meeting with franchisors b) every year c) for the use of the franchisor’s trademark, brand, and operating system

2. One of the fundamental principles of franchising is: a) u niformity and consistency across all franchise locations b) a lack of consistency in customer experiences from location to location c) complete autonomy of franchise locations from the franchise system 3. Franchising only exists in the fast food industry. True or False? a) True b) False

2. Ongoing royalty fees will vary from: a) 0 per cent to 20 per cent of gross sales b) 50 per cent to 90 per cent of gross sales c) 60 per cent to 100 per cent of gross sales 3. An advertising fund is a government funding program to assist franchisors in developing advertising materials. True or False? a) True b) False 4. A royalty ensures that the franchisor has a vested interest in your success. Your success results in their success. True or False? a) True b) False

4. Franchisors often don’t welcome franchisee input. True or False? a) True b) False

Answer Key: 1) c 2) a 3) b 4) a Franchise Canada July | August 2021 99

Answer Key: 1) b 2) a 3) b 4) b

MARKETPLACE

Wellness is a lifestyle. Live Better. Achieve Wellness Spa provides a wide variety of services and products to help guests relax, feel healthier and be more in tune with their surroundings. We offer traditional spa treatments such as pedicures, manicures, massages, facials, body wraps and scrubs as well as medical spa services such as chemical peels, radiofrequency body contouring, laser hair removal and laser photofacials.We also provide popular medical treatments such as physical therapy, acupuncture and naturopathic medicine. Benefits of Owning an Achieve Wellness Spa Franchise 1. Help spread health and wellness through a proven model and concept 2. Join a rapidly growing billion-dollar industry 3. Get access to multiple revenue streams 4. Detailed systems and operations manuals and all the necessary intake forms, booking software and technology partners 5. Retail and equipment distributors discounts varying from 8-40% off of wholesale 6. Partnership with lenders for financial support 7. On-going best in class training Invest in Wellbeing. Contact Us Today. info@acheivewellnessspa.com • 780-750-3391 achievewellnessspa.com 206-112 Riverstone Ridge, Fort McMurray AB T9K 1S6

Helping you do more business is our business. When you accept American Express® Cards, you gain access to higher spending customers and a greater number of business clients. We also help franchisees grow through business solutions that include cash flow management, providing working capital opportunities and lucrative rewards. Contact us to find out more about how we can help your Franchise grow. CFA Member Since: 2017 Web: www.amex.ca/canadianfranchiseassociation Email: franchisesolutions@aexp.com

Conveniently Smart, Conveniently Simple. Automation and self-service are reshaping the grocery shopping experience. Aisle 24 franchises offer you the opportunity to harness these powerful trends to deliver an innovative twist on the corner store. Aisle 24 stores – cashier-less, small footprint grocery markets catering to last-minute shopping – serve the booming Canadian residential property market. We provide condos, apartments, townhouse complexes, campus residences, and other shared living communities with a high-value amenity for tenants. Franchise units in Canada: 25 Corporate units in Canada: 5 In business since: 2016 Franchising since: 2019 Franchise fee: $25K-$30K Start-up capital required: $60K-$80K Investment required: $120K-$220K Training: Yes Available territories: BC, AB, SK, MB, ON, NB, PE, NS, NL, QC CFA member since: 2019 Phone: (647) 932-1037 Web: www.aisle24.ca Email: franchising@aisle24.ca Contact: John Douang, Co-Founder & CEO

Big Frog is more than a business; it’s a lifestyle! Big Frog Custom T-Shirts & More® is a franchise concept specializing in custom decorated apparel with more than 88 locations opened or in development in the U.S. Big Frog’s goal is to become the world leader in the $20 billion garment decorating industry. Using high tech direct-to-garment printing, it is the only chain or franchise of its kind. Big Frog has a strong history of success and wonderful validation from its franchise owners. This exciting opportunity is now available in Canada! Franchise Units in the US: 88 Business Since: 2006 Franchising Since: 2008 Franchise Fee: $49.5K Investment: $190K+ Training: Training manuals, online courses, 1 week in Florida, 1 week onsite at your store Available territories: AB, BC, MB, NB, NL, NS, NT, NU, ON, SK, YT, US Address: 13083 – 156 Street NW, Edmonton, AB T5V 0A2 Phone: (587) 525-8000 Web: bigfrog.ca Email: info@bigfrog.ca Contact: Tom Suggitt, CEO

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MARKETPLACE

CEFA early learning is looking for franchise partners to open early learning private schools for children under 5 in the provinces of Alberta and Ontario. If you love being around children and families, know the value of education and early learning, and believe in developing children academically, socially, and physically, owning a CEFA school may be the right opportunity for you. CEFA offers something no one else can – an award-winning curriculum, and an impressive 20 year track record as one of the largest and most established Education Franchise Company in Canada. Franchise Fee: $70K Startup Capital Required: $300K+ Investment Required: $850K-$2M Available Territories: United States, All of Canada Training: Provided Franchise Units Canada: 27 In Business Since: 1998 Franchising Since: 2003 CFA Member Since: 2011 Learn the Top 10 Reasons for Owning a CEFA Franchise at www.cefafranchise.com or email franchising@cefa.ca for more information.

We are a world-class franchisor with a commitment to quality, having more than 7,100 stores in more than 29 countries. DQ Grill & Chill® offers a variety of soft-serve treats along with a full line of hamburgers, hotdogs, chicken and salads. As an ongoing expansion program, we are presently accepting applications for DQ® franchises across Canada. Candidates must have business acumen, superior people skills and desire to work with a proven franchise system. A DQ Grill & Chill® has a total investment of approximately $800,000 - $1,200,000 or more. The candidate must have a minimum of $400,000 cash available. A DQ® Treat location can be in major shopping malls or as a free-standing unit. The total investment for a retail store is between $300,000 $500,000 and up to $800,000 for a free-standing unit. Applicants must have a minimum of 40% project cost in cash to invest. www.dq.ca Contact: Tammie Verna at tammie.verna@idq.com or 905.637.4741

FRANCHISE WITH AN ESSENTIAL BUSINESS • A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011–2021 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1 866 838 COBS (2627) W www.cobsbread.com/franchising

DermaEnvy Skincare is a franchise chain of medical aesthetics, laser and skincare clinics specializing in non-invasive cosmetic treatments. Our unique micro-clinic concept offers private and clinical settings that are comfortable and inclusive for everyone. Quality, results-driven + affordable laser and skincare is the core of our business. Conversion, Multi-Unit and Master Franchise Opportunities available. Franchise Fee: $29.9K Investment Required: $129,900+ Franchise Units: Canada: 4 Corporate Units: Canada: 4 In Business Since: 2016 Franchising Since: 2018 CFA Member Since: 2019 Training: Included + Ongoing Support Available Territories: AB, BC, SK, MB, ON, NB, NS, NL, PE, QC Dermaenvy.com

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MARKETPLACE

Shuttle Services Driverseat is an award-winning system, specializing in transportation solutions. Our franchise partners provide shuttle services through their team of Chauffeurs while they work on business development in their community. Driverseat franchise locations offer transportation to airports, for wine / craft brewery tours, medical transort and weddings in mid-sized commercial shuttle vehicles. • Total capital required - $42K to $68K • $20K – $30K franchise fee (include in the total capital required) • $6 billion industry • Home based • No need for inventory • No capital real estate leases • Comprehensive training program • Award winning support • Innovative technology platform • Canadian owned and operated

GoliathTech is a manufacturer and franchisor of helical piles or screw piles. Screw piles are used globally as foundations for light, medium and heavy construction. With over 184 franchised territories GoliathTech is a unique business opportunity with a history of operations since 2004. Franchise Fee: $49,500 Mandatory starter: $13,000 to $16,000 Investment Required: $100,000 to $241,000 In Business Since: 2004 Available Territories: US, All of Canada CFA Member Since: 2016 GET STARTED AT goliathtechfranchise.com franchise@goliathtechpiles.com

Contact

• 1-855-DRIVE-90 • franchise@driverseatinc.com • www.driverseatinc.com

Hand & Stone Massage and Facial Spa franchise begins with the basic concept of providing affordable, high quality massage, facial and hair removal services. Hand & Stone’s unique business model offers an introductory price to bring customers in and an easy to join membership program to keep them coming back on a monthly basis, providing consistent and predictable recurring revenue. With our simple but unique concept, we have the business model that will help you profit from this fast growing industry. Franchise Fee: $45K Investment Required: $485,730 - $701,780 In Business Since: 2008 Available Territories: All of Canada CFA Member Since: 1996

With people spending more time at home, they are investing more in their outdoor living spaces. PROFIT FROM A PROVEN SYSTEM. Are you looking for • An opportunity to be your own boss? • The ability to work from home and create your own schedule? • A healthy and creative work environment? A Hickory Dickory Decks franchise offers: • Entry into a multi-billion dollar home renovation and improvement industry • A strong reputation and buying power • A proven training and support system • Industry leading technology and marketing Now expanding across Canada!

For additional information contact Clayton Hamilton Email: chamilton@handandstone.ca Call: 1-877-385-6419

Prime territories still available.

www.handandstonemassagefranchise.ca

www.decks.ca/franchise

Contact Hickory Dickory Decks today. 1-800-263-4774

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MARKETPLACE

We provide unique shipping solutions and savings for small & midsized businesses. Our world class carrier partners like DHL do the pick-ups and deliveries, we do the customer service and invoicing. The customer gets pricing , options and personalized service usually reserved for large corporations. You save customers time, hassle and money while creating leveraged residual income. Your customers save money, the carriers get revenue, you create an incredible lifestyle and ultimately freedom! InXpress is a global shipping franchise that helps get the same prices and customer support for small and mid-sized businesses that carriers typically reserve for Fortune 1000 companies. We earn the discounts and increased service through cooperative buying that bundles the revenues of these small businesses together. The InXpress client value proposition: less hassle + lower expenses + greater communication = opportunity We have more than 350 franchisees worldwide, and over 100 in the United States. Franchisees don’t handle boxes or load trucks. They act as consultants or specialists operating their B2B businesses from their home offices, from any location in the world. For more information, visit https://inxpressfranchise.com/.

2020 will be a year to remember for us all! For M&M, it marks 40 years of helping Canadians put delicious meals on the table which has never been more relevant than during the recent crisis. We are extremely proud of our front line Franchise Partners, Managers and Meal Advisors who have stepped up to the table to support their customers and communities showing that while much has changed with M&M, our commitment to our customers has not! New name, new award winning design/concept offering our customers the confidence they can shop in a clean, convenient, welcoming environment. We’ve proudly met our food promise with all of our products free of artificial colours, artificial flavours, and artificial sweeteners. No other national grocery retailer can currently say that! We offer easy-to-prepare, top quality, innovative options for those looking for something different for dinner, be it our individual Premium Single Serves in their revolutionary packaging or quick to prepare skillets to feed the entire family. Our new M&M APP makes shopping online and redeeming M&M Rewards convenient as well offering delivery in most regions and now in response to the COVID crisis we have curbside pick up available! Reach out today to find out about the opportunities we have nationally where you can be your community’s M&M brand ambassador! For more information, visit our website at www.mmfoodmarket.com/en/franchising or call us at 1-800-461-0171.

Little Kids Daycare began in 2002 and has grown into an awardwinning childcare center with multiple locations. Founder, Debbie, has a diverse background in working with children & families, which has allowed her to implement an enriching curriculum & foster a nurturing environment. Debbie has become a mentor within her community, facilitating & speaking at conferences. She has found it rewarding to help others launch their own childcare centers and wants to continue to share this with others. In business since: 2002 Franchising since: 2020 Franchise fee: $70K Start-up capital required: $250K-$350K Investment required: $750K-$1M Training: 2 weeks Available territories: ON CFA member since: 2021 Phone: (888) 992-0595 Web: www.littlekidsdaycare.com Email: christina@littlekidsdaycare.com Contact: Christina Payne, Franchise Consultant

Massage Addict is Canada’s first and largest membershipbased massage therapy company, with over 90 locations across Canada! Healthcare is the fastest growing industry in Canada and massage therapy is the leading non-traditional form of therapy in healthcare. Massage Addict is a proven business concept serving a gap in the market. • • • •

Low investment and start-up costs Recurring revenue and quick ROI Opportunity for multi-clinic ownership 80% of clients have treatments paid directly from insurance companies • Online booking and direct billing technology • 100% Canadian owned and operated To learn more about franchise opportunities with Massage Addict contact: Michael Mutsaerts, VP Franchise Development FranchiseMA@massageaddict.ca or by visiting MassageAddict.ca.

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MARKETPLACE

MAKE A LIVING THAT MAKES A DIFFERENCE What is your passion? Do you want a career that will make a difference in the lives of others? At Oxford Learning®, we are passionate about our mission to help children achieve their highest potential. Founded in 1984 we are an award-winning franchise system with 125 locations across Canada. Oxford Learning® celebrates multiple CFA awards, including: · Award of Excellence Gold (2021) · Franchisees’ Choice (2018 - 2021) · Top Franchisee (2020) · Lifetime Achievement (2020) for Oxford Learning’s founder We provide all the education & business training you will need to run & grow your business. Your drive to succeed is the only requirement! Contact us to learn more about how you can become an Oxford Learning® Franchisee and begin making a positive impact in the lives of children in your community! 1-888-559-2212 (ext. 115) franchise@oxfordlearning.com.

Grab Your Slice of Life! Pizza Pizza began in December 1967 in a 300 square foot store in Toronto at the corner of Wellesley and Parliament Street. Since then we became the biggest pizza chain in the country. Our success stems from our customer focus. Our commitments to freshness, quality, and innovation have led us to the top of the pile in the pizza industry. Pizza Pizza delivers on its goals time and time again as we strive to make the best pizzas around at reasonable prices. Moving forward, we will continue to hold our leading position through community involvement and environmental stewardship. Consider what Canada’s most successful pizza chain has to offer you: • A commitment to quality, • Comprehensive training freshness, customer • Site selection, lease satisfaction and innovation negotiation and professional • Superior marketing and architectural design promotional support • Knowledgeable support staff • State-of-the-art technology • Administrative systems • Ongoing professional • We supply the ingredients development • Be your own boss! Franchising information: franchisinginfo@pizzapizza.ca www.pizzapizza.ca/franchising

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The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Still family-owned, we have helped hundreds of families open and operate our 145+ locations across Ontario and specialize in hand-tossed, Artisan-style pizzas that are complemented by an extensive menu of proven favourites. Our 58+ years of success continues as a direct result of our uncompromising commitment to providing quality ingredients and product innovation. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones. We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings, chicken pollini, grilled chicken, and smoked ham. In 2021, we introduced the first pea protein-based pepperoni as a plant-based alternative to our diverse menu, thus further expanding our reach to include vegans, vegetarians and flexitarians alike. We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door. Pizza Nova is the Official Pizza of the Toronto Blue Jays™, Toronto International Film Festival, and the CNE. For more information on Franchise Opportunities please contact Meraj Jamal, Franchise Development Manager Phone: 416-439-0051 ext. 1016 Email: meraj@pizzanova.com

Join The Future of Real Estate The Internet has transformed everything we do. It allows visionary companies to move faster and make things happen for less money. That’s why you don’t see many ads for video store or travel agent franchises in this magazine like you once did. If you’ve often thought that the real estate industry is also ripe for major transformation, then it’s time to join the club. At PropertyGuys.com we leverage people and technology in a way that makes real estate better. Our national network of over 100 franchise owners enjoy being on the cutting edge of innovation, have exclusive territories and represent a real estate platform that creates raving fans. While we’re already in over 600+ communities coast-to-coast, we’re not done growing. This could be your chance to be part of something amazing. If you want to learn more about how you can own a piece of the Future of Real Estate please let us know by email to opportunities@propertyguys.com, phone 1-844-333-7017 or by visiting info.propertyguys.com/cfa.

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

Join the Quesada franchise team and discover the Joy of Mex! QUESADA FRANCHISEE BENEFITS: • Affordable entry cost • Proven business model • Canadian owned company with hands-on franchisee support including: ° Site selection, lease negotiation, and restaurant design expertise ° Operational and management training ° Advertising and promotional support ° Systems to build sales, reduce operating costs and increase profitability Three corporate locations and over 150 franchises from coast to coast – with more locations opening every month. Steve Gill Founder & CEO

Cannabis has been illegal in Canada since 1923. That all changed on October 17, 2018. This is your chance to be part of the best recreational cannabis brand network in Canada and part of the multi-billion dollar Canadian cannabis industry. Get in on the ground floor of this “budding” industry! We have created a modern retail model that offers legitimacy, reputability, professionalism and a feeling of confidence, with plans of opening one hundred locations across Canada. If you are a passionate entrepreneur that is dedicated to helping our customers find a higher sense of love, joy, peace and harmony then we invite you to apply for this once in a lifetime opportunity. We are now accepting applications for Franchise Partners to open LEGAL recreational cannabis stores in cities across Canada. VISIT SPIRITLEAF.CA TO LEARN MORE

franchising@quesada.ca www.quesada.ca/franchising/

LET’S TALK SUCCESS! Excellent Franchise Opportunities available within Ontario: New and Existing Locations Available. Symposium’s award-winning concept is 23 locations strong and the go-to dining favourite in local communities. Here’s why: Winner - CFA Franchisees’ Choice 11 Consecutive Years 2011-2021 Winner - Franchise of the Year – 2017 AND 2018 Winner - CFA Gold Award of Excellence 5 consecutive years • Award Winning Concept. Including awards for: Best Breakfast, Best Atmosphere, Best Business Lunch, Best Patio, Business of the Year and more. • Turnkey Operation - $615 – 655,000 • One of a kind trademark decor, quality finishes & furnishings • Specializing in casual, upscale dining; with an evolving, on trend, responsive menu The most extensive training program in the Canadian Restaurant Industry. • Three months training for all aspects of the business. Including: wait/counter staff, kitchen, administration, management and finance • Three months on site store opening support. Ready for Success? Contact Ramin Mirzadegan raminmirzadegan@gmail.com or info@symposiumcafe.com; YOU’RE READY TO BE YOUR OWN BOSS – WE’RE READY TO MAKE THAT HAPPEN

Join The UPS Store franchise network and count on the support from our experienced Home Office and in-field teams to get you to your grand opening and beyond. Many offer printing or shipping services, but our dedication to innovation and convenience are what keep The UPS Store at the top of our industry. With over 345 franchise locations across Canada (and continuing to grow), we have a proven track record of success! As a franchisee you will enjoy an established system to get your business started off on the right track; in-depth training programs and ongoing support to make sure you continue to succeed; and an internationally recognized and award-winning brand to help you build instant credibility in your community. The UPS Store is there at every stage of your franchising journey. Visit us at theupsstore.ca. We Print, Ship & More! Locations, North America: Over 5000 Locations in Canada: Over 345 Minimum cash investment: $100,000 Total cash investment: $174,000 to $198,500 plus working capital. For more information on The UPS Store opportunity, call 1-800-661-6232 or visit www.theupsstore.ca.

GRAND PRIZE

2017

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MARKETPLACE

WHITE SPOT HOSPITALITY “Movers Who Care” TWO MEN AND A TRUCK® is the largest and most successful franchise moving company in North America with over 380 locations in operation. The company’s success is directly related to its delivery of exceptional customer service and strong brand identity. TWO MEN AND A TRUCK® provides local and regional moving and related services including storage, packing, unpacking, the sale of moving supplies including boxes and packing materials, and junk removal services to residential, industrial, and commercial customers. Franchise units in Canada: 28, US: 350, Other: 2 Corporate units in Canada: 3, US: 3 In business since: 2005 Franchising since: 2005 Franchise fee: $50K-$85K Start-up capital required: $140,500 Investment required: $190,500-$372,500 Training: 2 weeks Available territories: BC, NB, NL CFA member since: 2004 Phone: (416) 204-7553, (416) 204-7551 Web: www.twomenandatruck.ca/ franchise.twomenandatruck.ca Email: John.prittie@twomen.ca Contact: John Prittie, President & CEO

White Spot White Spot White Spot isWhite an iconic brand; communities Spot isBC an iconic BCserving brand; serving communities for over 90 years. for over 90 years. their award-winning FamousFamous for their for award-winning Legendary Burgers with "secret" Triple Legendary Burgers “secret” sauce, 'O' sauce,with the family casualTriple dining‘O’ chain continues to grow and maintain relevance withchain guestscontinues of all ages atto their full and serve restaurants across BC the family casual dining grow and Alberta, breakfast, lunch, dinner, late-night maintain relevance withfor guests of all ages at their full & take-out. White Spot isacross the proud of the Award oflunch, Excellence for 2019, serve restaurants BCsilver andwinner Alberta, forCFA’s breakfast, a 6 year Choice recipient andthe a Platinum Club Member dinner, late-night & Franchise take-out. White Spot is proud gold winneras of one of Canada's Managedfor companies. of the CFA’s Award of Best Excellence 2021, a Franchise Choice recipient and a Platinum Club Member as of one of Canada’s Best Triple O’s Managed companies. Triple O's Restaurants, launched in 1997 by BC's iconic brand White Spot,

Triple O’s is a premium QSR concept serving high quality, fresh and local ingredients Triple O’s Restaurants, launched in 1997 byburgers BC’s iconic including 100% fresh Canadian beef made with "Secret" Triple 'O' brand White sauce, Spot,fresh is a cut premium QSR concept serving hand scooped local Kennebec fries and premium Triple O's has experienced steady growth in high quality, milkshakes. fresh and Since local inception, ingredients including brand salesbeef and number of units. One of Canada's Best Managed 100% fresh Canadian burgers made with Companies (Platinum Franchise Choice recipient, Triple “Secret” Triple ‘O’ sauce, freshClub cut Member), local Kennebec O's is also a three time gold winner in theSince CFA Award of Excellence fries and premium hand scooped milkshakes. program. inception, Triple O’s has experienced steady growth in brand sales and number of units. One of Canada’s Best Managed Companies If you (Platinum are intereClub stedMember), in being Franchise part of a lChoice egend,recipient, contact: Triple KarenO’s Doissen 604also the bronze winner of the CFA Award of Excellence program 326-6701 or karend@whitespot.ca for 2021. If you are interested in being part of a legend, contact: Karen Dosen 604-326-6701 or karend@whitespot.ca

Do you dream of owning

your own business?

JULY 29, 2021

Join thousands of entrepreneurs and future franchise business owners at the Virtual Franchise Canada Show, Canada’s ultimate online one-stop-shop for anyone looking to take control of their future through franchise ownership! The Virtual Franchise Canada Show is the perfect place to begin your new business search or to finalize your decision-making process, all from the comfort of your home! Franchise legal, financial, and consultant experts will provide you with guidance and knowledge to move your dreams of franchising forward. You can also connect virtually with franchisors and franchisees to learn about their proven business opportunities during a time when franchising is an excellent opportunity for budding entrepreneurs.

AUGUST 19, 2021

SEPTEMBER 30, 2021

Visit www.cfa.ca/virtual-franchise-show for more information.

106 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Everything you need to create your franchise future! Buying a franchise can be an overwhelming process. The good news is you don’t have to do it alone. Franchise Canada is here to guide you through the franchise process, with everything you need in one spot: www.FranchiseCanada.Online

Franchising 101: Easy-to-read resource articles and tutorials can help kick-start your franchise success! LookforaFranchise.ca: Explore the wide range of available franchise opportunities in our online directory Ask the Expert: Hear firsthand from franchise professionals as they answer common questions from prospective franchisees

Franchise Canada Chats: Listen to inspiring franchisees and franchisors who are building their businesses and connecting with their communities Franchise Canada TV: Find interviews, tutorials and guides, information about key franchising topics, and more! Franchise Canada E-News: Get the latest Canadian franchise opportunities and updates delivered to your inbox through our FREE e-newsletter

Ready to Learn More? Subscribe to the digital edition of Franchise Canada Magazine today! WWW.FRANCHISECANADA.ONLINE

WHAT’S NEXT

DON’T MISS OUR SEPTEMBER/OCTOBER 2021 ISSUE! The Food Issue Throughout the past year, many Canadians haven’t had to choose between booth or table at a friendly restaurant, as we’ve faced multiple COVID-19 restrictions and shutdowns. While dine-in opportunities have remained limited, technology has enabled guests to order food online, through food delivery apps, and on the telephone to enjoy their favourite comfort meals from the safety of their homes. The September/October 2021 issue of Franchise Canada takes a close look at casual and full-service dining franchises that have pivoted to takeout and delivery options, and now anticipate reopening their doors to dine-in guests as we recover from the pandemic. Throughout the rest of the issue, we’ll explore coffee and baked good franchises that provide sweet treats, and will spotlight the Awards of Excellence Grand Prize winners and Recognition Award winners in the Canadian Franchise Association (CFA) 2021 awards program. This issue provides educational insight and tips on how to franchise your business. We also feature a special focus on retail and grocery franchises that offer unique and convenient in-store shopping experiences including ready-to-make meal options for busy Canadians on the go. Check out the September/October issue for this content and more, including franchisee success stories and expert advice from franchise professionals!

WATCH FOR THESE INSPIRING FEATURES IN OUR SEPTEMBER/OCTOBER 2021 ISSUE:* CASUAL & FULL SERVICE DINING FRANCHISES: Franchise Canada spotlights restaurants across the country that provide dining experiences in comfortable and relaxing atmospheres. You’ll discover franchises that offer pizzas, burgers, snacks, desserts, and more delicious meals from breakfast to dinner. AWARDS OF EXCELLENCE GRAND PRIZE WINNERS: The 2021 CFA Awards of Excellence in Franchising recognize excellence in franchise operations and are presented to franchise brands that have demonstrated the strongest relationships with their franchisees. This year, the CFA recognizes grand prize winners MaxWell Realty Inc (Traditional Franchises) and Little Kickers (Non-Traditional Franchises). RECOGNITION AWARD WINNERS: The CFA’s Recognition Awards highlight outstanding achievements and contributions made to the Canadian franchise community in various ways. The winners of the six categories will be announced in August 2021 and will be celebrated in the upcoming Franchise Canada issue.

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COFFEE & BAKED GOODS FRANCHISES: Explore franchises from coast to coast that offer sweet and delicious coffee and baked goods to Canadians. You can also learn more about how these brands have continued to serve Canadian communities throughout the pandemic, along with their future plans. HOW TO FRANCHISE YOUR BUSINESS: If you run a successful business, you may be interested in franchising your system as a way to grow into new communities across the country. Here, Franchise Canada will provide valuable insight from CFA members about how business owners can successfully expand their businesses through the franchise model.

www.cfa.ca | www.FranchiseCanada.Online

PLUS, A SPECIAL FRANCHISE FOCUS ON RETAIL AND GROCERY FRANCHISES! IN EVERY ISSUE: • Industry News • Show Me the Money • Franchise Tutorials • Leadership Profile • Giving Back • Home-Grown & Locally Owned • Ask the Experts • Day in the Life • The First Year • Franchise Fun *Editorial subject to change

ADVERTISERS’ INDEX Achieve Wellness Spa.. ................................... 13 www.achievewellnessspa.com Aisle24........................................................................... 26 www.aisle24.ca American Express.. ............................................... 3 www.americanexpress.ca/ canadianfranchiseassociation Big Frog Canada.. ............................................... 14 www.bigfrog.ca CEFA Early Learning..........................................9 www.cefafranchise.com COBS Bread............................................................ 63 COBSBread.com/franchise

Hand & Stone Massage and Facial Spa. . ................................................................................... 15 handandstonemassagefranchise.ca Hickory Dickory Decks................................ 59 www.decks.ca/franchise International Franchise Association .............................................................................................. 98 www.franchise.org InXpress.. ...................................................................... 67 www.inxpressfranchise.com Little Kids Daycare Center.. ..................... 11 www.littlekidsdaycare.com

Dairy Queen Canada.. ................................... 16 www.dq.ca

M&M Food Market.. ................................................. .................................................. Inside Front Cover www.mmfoodmarket.com/en/ new-shopping-experience

DermaEnvy Skincare..................................... 27 www.DermaEnvy.com/Franchising

Massage Addict................................................. 69 www.MassageAddict.ca

Driverseat........................................................ 50-51 www.driverseatinc.com/franchise

Oxford Learning®............................................. 70 franchise.oxfordlearning.com

GoliathTech. . ........................................................... 68 www.goliathtechfranchise.com

Pizza Nova.................................................................. 71 www.pizzanova.com

Pizza Pizza................................................................. 35 www.pizzapizza.ca/franchising PropertyGuys.com.............................................. 7 info.propertyguys.com/franchising-cfa Quesada............................................................ 52-53 www.quesada.ca/franchising/ Spiritleaf..................................................................... 61 www.spiritleaf.ca Symposium...............................................................55 www.symposiumcafe.com/contact The UPS Store........................................................ 34 www.theupsstore.ca Triple O’s...................................................................... 57 karend@whitespot.ca TWO MEN AND A TRUCK®.. ....................... 65 www.twomenandatruck.ca White Spot................................................................ 57 karend@whitespot.ca

ASK A FRANCHISE EXPERT (continued from page 95) technology, branding, marketing, and ongoing training, among much else. Franchisors want their franchisees to thrive because without successful franchisees, there would be no franchise. Unsuccessful franchisees would damage the brand and deter other potential franchisees from seeking opportunities. It’s in the best interest of the franchisor to help their franchisees maintain a profitable business. It truly is a win-win situation; franchisors don’t ‘win’ unless the franchisees ‘win’ too. 5. The secret to success is finding a career doing something you love Brace yourself, because businesses founded on the owner’s hobby, background, experience, or knowledge don’t have the greatest chance to succeed. It’s important to differentiate between doing something you love and loving what you’re doing. For example, if you enjoy fishing, finding a business that requires you to fish all day in order to pay the bills may take the joy out of it. Frequently, the wiser, more fulfilling way to proceed is to build a business that provides you with the work-life

balance that will enable you to pursue your hobbies and other interests. 6. It’s best to buy a franchise with a well-known brand name Although a big brand name might draw customers in, it doesn’t guarantee success and shouldn’t necessarily be the deciding factor. Perhaps more important than the power of a well-known name are considerations such as what daily tasks will be involved, ramp-up and return on investment timing, how customer acquisition will transpire, the amount of staff required (if any), hours of operation, and so on. In other words, determining how the franchisor and your business will fit with your income and lifestyle goals, needs, and expectations is generally more important and indicative of success than the brand name. Exploring franchise ownership can be an exciting and fun, yet unnerving experience. Debunking some of the myths we’ve all heard will hopefully clear up common misconceptions and help you to research franchising with a clear and open mind.

Franchise Canada July | August 2021 109

GIVING BACK

Feeding Canadian Communities

M&M Food Market takes pride in the support and donations it provides to families and organizations across Canada BY STEFANIE UCCI FOR MORE THAN 40 YEARS, M&M Food Market has helped Canadians put delicious and nutritious meals on their families’ tables every day. From appetizers and prepared meals to desserts and side dishes, M&M Food Market has positioned itself as a valuable, convenient, and iconic Canadian brand. Founded in 1980 in Kitchener, Ontario, M&M Food Market today has hundreds of franchise locations from coast to coast. Beyond providing meals to growing families, the brand also gives back to local communities in a variety of ways. Pegi Klein-Webber, vice president of people, training & corporate communications, says these initiatives include franchise partners who are, “volunteering their time, sponsoring events and sports teams, donating gift cards, providing food donations, giving cash donations, and even hosting barbecue events. Really, it comes down to providing support in our communities where our help is needed the most.” At the start of the COVID-19 pandemic, the brand’s support for local communities facilitated the development of corporate programs, including one directed to help frontline workers. Klein-Webber says it donated face masks to hospitals in need located in Toronto, Ottawa, Montreal, and Vancouver, and donated $50,000 in M&M Food Market gift cards to medical workers across Canada. Additionally, M&M Food Market partnered with HelpAge Canada to provide support for seniors by donating $25,000 in gift cards, and also donated more than $30,000

110 Canadian Franchise Association

worth of food to senior support organizations across the country. Through its recent support for BGC Canada (formerly known as the Boys & Girls Clubs of Canada), M&M Food Market donated $125,000 in gift cards that were distributed to clubs across the country to help feed families in need, which paved the way for the two organizations to establish a formal partnership. “By partnering with and supporting BGC Canada, our M&M Food Market team will play an important role in providing opportunity for children and youth that will support them in breaking down personal barriers and providing skills for life-long success,” says Klein-Webber. “In times of need, our store teams across the country rallied to support their local communities. There are countless stories of our franchise partners from coast to coast providing product and gift card donations to local medical professionals/facilities, food banks, and other charitable organizations.” For example, Paul Slavik and Rhonda Shier, who own a store in Windsor, Ontario, donated more than 500 meals to health care facilities and long-term care homes. Franchise partners Kristen Baker and Cheryl Martin from St. Thomas, Ontario, “donated hundreds of single-serve items to long-term care and health care workers, along with 1,000 bottles of sauce and six cases of potatoes and fries to their local food bank, and over $400 worth of toys and gift cards to their local Christmas Care program,” explains Klein-Webber. In St. John’s, Newfoundland, store manager Linda Quinlan donated

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food to the local Ronald McDonald House to provide meals to families living there. Klein-Webber emphasizes that giving back to local communities has always been an important part of the brand’s values. “M&M Food Market franchise partners are active members of the communities where they run their business and have a reputation for building a strong presence in their neighbourhoods.” She adds, “For us, raising awareness is less about promoting our charitable efforts, but is more about informing community members that M&M Food Market is there to help where we can and to let them know they can rely on us in times of need.” Throughout the brand’s history, M&M Food Market franchisees have taken it upon themselves to support and get involved in corporate charitable efforts. Causes that franchise partners support include homeless shelters, food banks, school groups, sports teams, nursing homes, churches, local hospitals, and health organizations. “The response from our head office team and our customers to the efforts of our franchise partners resulted in a feeling of pride and is a big part of what draws people to the M&M Food Market brand,” says Klein-Webber.

Learn more at LookforaFranchise.ca

Franchise Canada July/August 2021 (UNLISTED)

Articles inside

CFA CODE OF ETHICS

GIVING BACK