Franchise Journal June 2020

FRANCHISE Journal LEARN The Ideal Way To Get A New Leash On Life p. 38

JUNE 2020 /FranchiseJournal.com

THE REIGN of

PETS ATTEND THE #1 VIRTUAL TRADESHOW, IT'S FREE! p. 22

Franchise Expo

THE SCOOP On Canadian Franchising p. 54

HOW TO Get Clear On Your "Why" p. 116

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DAILY

Rep rt America’s

AMERICA'S

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TUNE IN WEEKDAYS • 7:00pm EST AMERICASVOICE.NEWS

DONATE FOOD & HELP FEED AMERICA During COVID-19 Think About Those Who Can't Help Themselves

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Put a Food Collection Box at your location and bring the food to your local food bank.

Every donation helps.

contents

JUNE 2020

32

ZOOM ROOM DOG TRAINING

18

Treat Your Employees Like Animals

By Mike Martuza

22 ATTEND AN ONLINE SHOW

36 44

48 WHY NOT INVEST IN A

MEMBER OF YOUR FAMILY? The Humanization Of Pets

By Rick Morgin

Best Practices In Online Trade Shows

26 Can Making An Insurance Claim Due To Forced Closures Help Your Small Business?

By Nancy Lanard

32 Zoom Room Dog Training Has Always Been Pandemic Ready

By Aaron Bakken

36 Life During a Pandemic is Definitely Dog-Eat-Dog

By Linda Schaeffer

40 PET FRANCHISES: The Ideal Way To Get A New Leash On Life

By Eileen Proctor

6

JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

Why Buy A Franchise?

By Jeff Dudan

52

A Safe & Happy World Where Pets Thrive

By Rich LeBrun

56 Canadian Franchising

By Jim Gormley

62 PET BUTLER SERVING PETS

& THEIR PEOPLE Couple Diversifies Pet Business By Adding Pet Butler To Their Portfolio Of Services

66 PET SUPPLIES PLUS It Ain't Nothing But A "Bark" Thing

By Telanda Sidari

40

66

70

STRICKLAND BROTHERS 70 Brand On The Move

By FranDevCo

74

Make Lemonade From Lemons.

by Ron Sacco

96 Why Do Franchises Succeed Where Other THE REIGN OF PETS In Trying Times, Pets Can Offer More Than Just A Good Nuzzle

78 Don't Go At It Alone...The Benefits of Using a Franchise Consultant

By Seth Lederman

84 Are Empty-Nesters, Baby Boomers Good Customers for Pet Care?

By Dave Cooley

88

92 WHAT CAN WE DO POST-COVID?

Millennials Are Crazy About Their Pets!

by Eddie Rodriguez

Businesses Fail?

by Mark Schnurman

102 Best Practices Using Zoom

by Phyllis Pieri

108 Rewarded in Spades

by Julie Kreider

112 SPOTLIGHT ON ANIMAL HEROES Marisol and Moreton Binn of Binn Animal Rescue

by Nick Neonakis

116 Getting Clear On Your "Why"

by Faizun Kamal

120 Franchising As An Investment Opportunity

by Jon Ostenson WWW.FRANCHISEJOURNAL.COM | JUNE 2020

7

UPCOMING EXPO

JUNE 11

WWW.FRANEXPOUSA.COM

Franchise Expo

2020 ONLINE FRANCHISE EXPOS WWW.FRANEXPOUSA.COM

THE GREAT AMERICAN VIRTUAL FRANCHISE EXPO TIMES ARE 11:00 AM - 5:00 PM EST JUNE 25

The Great American Expo www.FranExpoUSA.com

AUGUST 20

The Great American Expo www.FranExpoUSA.com

OCTOBER 22

The Great American Expo www.FranExpoUSA.com

JULY 9

The Great American Expo www.FranExpoUSA.com

SEPTEMBER 10

The Great American Expo www.FranExpoUSA.com

NOVEMBER 12

The Great American Expo www.FranExpoUSA.com

JULY 23

The Great American Expo www.FranExpoUSA.com

SEPTEMBER 24

The Great American Expo www.FranExpoUSA.com

NOVEMBER 23

The Great American Expo www.FranExpoUSA.com

AUGUST 6

The Great American Expo www.FranExpoUSA.com

OCTOBER 8

The Great American Expo www.FranExpoUSA.com

DECEMBER 10

The Great American Expo www.FranExpoUSA.com

PLANNING ON ATTENDING A TRADE SHOW IN 2020?

THERE ARE ALOT OF CHOICES! Download our Free White Paper on how to get the most from your time at WHATEVER show you go to!

Go to www.FranchiseJournal.com/whitepaper

Franchise Expo

The World's Most Trusted Source of Franchise News

welcome A I started Early Took my Dog And visited the Sea The Mermaids in the Basement Came out to look at me And Frigates in the Upper Floor Extended Hempen Hands Presuming Me to be a Mouse Aground opon the Sands But no Man moved Me till the Tide Went past my simple Shoe And past my Apron and my Belt And past my Boddice too And made as He would eat me up As wholly as a Dew Opon a Dandelion’s Sleeve And He, He followed close behind I felt His Silver Heel Opon my Ancle Then My Shoes Would overflow with Pearl Until We met the Solid Town No One He seemed to know And bowing with a Mighty look At me The Sea withdrew — Emily Dickinson

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JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

NOTES

s we continue to march through this time of our lives that we will remember as a footnote in our story, our pets have been at our side since the very beginning. What some days we feel is, if not a book, then at least a chapter, it is indeed something that will pass. History has a way of receding into distant memory. No matter how traumatic or trying a time, humans have an innate ability to see the positive. To savor the sunshine. To revel in the laugh of a friend. Just as you have faced difficulties in the past, think back to the other difficulties you faced that were such a big deal and now occupy little of your day.

Our June issue is dedicated to our pets who have been by our side. Unquestioning our ability to get through this. To play. To laugh. To love. The poem by Emily Dickinson “I Started Early - Took my Dog” brings the life adventure of going to the sea along with her trusty companion. As we go into summer, the entire staff of Franchise Journal wishes you good health, lots of playtime with family and pets & enjoyment in the sun kissed surf.

Nick Neonakis

Editor, Franchise Journal

FOUNDER

NICK NEONAKIS DESIGN DIRECTOR

Pete Neonakis DIGITAL DIRECTOR

Chantae Arrington ART DIRECTOR

Brenda Lesch

SENIOR EDITOR Bill Polk ONLINE EDITOR Seth Lederman STAFF WRITER Megan Neonakis SOCIAL MEDIA EDITOR Ted O'Shea ASSOCIATE EDITOR Mariel Miller ONLINE EDITOR Mike Ciccarelli VIDEO PRODUCER Matt Panepinto CONTRIBUTORS Aaron Bakken Dave Cooley Jeff Dudan Jim Gormley Rich LeBrun

12

JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

Mike Martuza Rick Morgin Eileen Proctor Linda Schaeffer Telanda Sidari Aaron Bakken Dave Cooley Jeff Dudan Jim Gormley Faizun Kamal Julie Kreider Nancy Lanard Rich LeBrun Seth Lederman Mike Martuza Rick Morgin Jon Ostenson Phyllis Pieri Eileen Proctor Eddie Rodriguez Ron Sacco Linda Schaeffer Mark Schnurman Telanda Sidari

FRANCHISEJOURNAL.COM

If you want to get ahead in franchising, The Franchise Journal has the most concepts and tactics to help you become a business owner.

Share with your friends. franchisejournal.com

FRANCHISEJOURNAL.COM/SUBSCRIBE C O N TA C T U S I N F O @ F R A N C H I S E J O U R N A L . C O M

A DIVISION OF KEYSER

DON’T HAVE A REAL ESTATE DEPARTMENT?

WITH F.R.E.D.

NOW YOU DO WHAT’S F.R.E.D.?

Franchise Real Estate Department (F.R.E.D.) is your team of franchise commercial real estate experts.

F.R.E.D. IS ALWAYS

ON YOUR SIDE

As a franchise-focused division of Keyser, F.R.E.D. gives you all the power and resources of a commercial real estate brokerage, with a focus on franchising.

F.R.E.D. only represents tenants, never landlords, so you know we’ve always got your back and are ready to negotiate aggressively for you and your franchisee.

From site selection, to lease negotiations and hanging your official “Now Open” sign, F.R.E.D. helps remove the hassle by coordinating with construction, legal, and your landlord throughout the entire process at no cost to you or your franchisee.

CHAT WITH F.R.E.D. ROCCO FIORENTINO

rf@keyserco.com 609.206.4300

TY BREWSTER

tbrewster@keyserco.com 623.332.3201

OR VISIT US ONLINE www.keyserco.com/fred 602.9.KEYSER

CUSTOM ROYAL PORTRAITS

LEARN The Get A New Ideal Way To Leash On Life p. 42

FRANCHI SE Journal THE SCO OP On Canadian Franchisi ng p. 72

HOW TO Defy The Laws Of Human Nature p. 24

Order Yours at: PopArtYou.Etsy.com AS SEEN ON THE COVER OF FRANCHISE JOURNAL

JUNE 2020 /Fran

chiseJour

nal.com

TM

THE REIGN of

PETS JOIN OUR VIRT UAL TRA DES HOW, IT'S FRE E!

Franchise

Expo

DISCOVER

CANADIAN

FRANCHISING! Online Trade Show Marketing is the #1 Way to Meet New Opportunities!

THE LARGEST ONLINE SHOW IN CANADA!

Attend

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The Largest Online Franchise Trade Show in Canada!

The Best Canadian & U.S. Franchise Offerings.

With Canadian Experts on Business, Finance, Law and Marketing.

About the Hottest Business Trends in Canada.

Ask for Your FREE VR Headset!

TO REGISTER

For Your Free Tickets or to Learn About Exhibiting Go To:

www.FranExpoCanada.com In Conjunction With The Great American Franchise Expo

Franchise Expo

BUSINESS ADVICE

Treat Your Employees Like Animals

by Mike Martuza, Consultant, The Franchise Consulting Company Whenever I visit the New England Aquarium I always spend time watching the penguins. Penguin interaction leads me to think about workplace dynamics and, if people could learn anything about working together from the penguins.

For the vast majority of the time the penguins were either going about their own business or were engaged in some activity with other penguins (or the staff). Every once in a while one penguin would have an issue with a pool mate – somehow related to rank or status (isn’t everything in the animal world?) The penguin with the issue let the other one know immediately that there was a problem. What followed was a minute or two of loud squawking, some physical bumping and a high speed chase through the water (the chase was like watching the penguin version of The French Connection). Once the activity subsided, the dispute was settled and from then on it was penguin business as usual.

Let us contrast penguin behavior to how we humans resolve issues in the workplace. Most of us try to avoid conflict, keeping issues (real or perceived) to ourselves or sharing them among a

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JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

few close confidants while hoping that they will go away.

If you take the time to think, it’s interesting that almost everything in our workplace, just like the penguin’s, revolve around rank or status. Be it money, promotions or perks we are always comparing ourselves to others and trying to understand and/or improve our position in the flock. When we think that we have been short-changed it results in an issue between co-workers (why you and not me?) or worker and boss (everything went to the boss’s favorite). Unresolved issues

result in a significant lowering of workplace productivity.

Those directly involved are not focused on the task at hand because their mind in preoccupied with envy, rage, jealously toward someone with whom they must work.

Even if the issue is not real (it may be a misunderstanding) the fact that one person believes it exists creates the problem. Others who interact with the aggrieved individual are also likely experience lowered productivity due to the atmosphere, antics or general misery projected by the unhappy party.

WE HUMANS ARE EMOTIONAL CREATURES AND DO NOT DO A VERY GOOD JOB OF HIDING OUR FEELINGS.

Article reprinted with permission f rom the book “The Franchise Rules” by Michael Martuza

As a business owner (or a manager) what can be done?

First, recognize that there is a problem. We humans are emotional creatures and do not do a very good job of hiding our feelings.

A business owner should watch the interactions among employees (and employees with the owner) and look for notable changes. If there is a change, get it out in the open immediately – only when they are in the open can they be resolved. Ignoring them, hoping they will go away, will cause the problem to fester; by the time it surfaces the team atmosphere may have been ruined.

So what to do? Remember the penguins and treat your employees and co-workers like animals! Get any potential issue to the surface as fast as possible and make sure it doesn’t grow into anything that will cause bigger problems.

ABOUT THE AUTHOR Mike Martuza is a serial entrepreneur, lecturer and author of the best selling book “The Franchise Rules”.

Mike has over 30 years of business ownership, business creation, franchising, consulting, coaching and management experience.

He has been helping people find great “fitting” franchises for more than a decade. Reach him at 617.337.3033 or mikemartuza@ thefranchiseconsultingcompany.com WWW.FRANCHISEJOURNAL.COM | JUNE 2020

19

GET YOU

FREE R

VIRTUA REALITYL HEADSE T!

MEET WITH HUNDREDS OF FRANCHISE BRANDS!

FOR DATES & REGISTRATION DETAILS VISIT: FRANEXPOUSA.COM

Franchise Expo

BEST PRACTICES

IN ONLINE TRADE SHOWS

A

t its peak in 1994, Kmart operated 2,486 stores globally, including 2,323 discount stores and Super Kmart Center locations in the United States. Amazon was founded July 5th, 1994. What stock would you rather own?

The world is evolving rapidly and the onset of the Pandemic has significant opportunities for businesses as well as exposing flaws in many operating systems. Just because something has worked in the past doesn’t mean it will continue to do so in the future. Yesterday’s titans may soon themselves in the dustbin of history. This does not mean that they will go down slowly, after all, there are still Kmar’s around. The question to ask yourself is when was the last time you bought something from them and when was the last time you bought from Amazon?

The online trade show business is tracking in a similar way. The Great American Franchise

22

JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

Franchise Expo

Expo (TGAFE) was founded in 2018 and is the only American owned franchise trade show in existence. “When the pandemic was declared it was in the middle of one of our shows. We have always had a strong orientation towards integrating technology with franchising as evidenced by our groundbreaking work utilizing Virtual Reality with our physical shows” said Nick Neonakis founder of TGAFE “when the pandemic struck it was natural for us to pivot rapidly into the online space. We were already set up for it” The move happened with lightning speed and the first Online Franchise Expo was launched on March 31st as The Great American Online Franchise Expo. The group is doing 2 shows every month online and has a continual feedback loop from exhibitors and attendees to make each show better than the last.

“The difference between an online show and a physical show is significant” said Abel Beyene the

AN ONLINE SHOW IS A FULLY INTERACTIVE VIDEO BASED SYSTEM THAT ALLOWS EXHIBITORS AND ATTENDEES TO ENGAGE IN REAL TIME. Director of TGAFE “you cannot approach an online show as a producer and think that the lessons you learned producing physical shows will carry over, they don’t. Many companies try and rely on their history and attempt to make the connection to the future. That doesn’t correlate with reality.”

WHAT ARE SOME OF THE KEY CONSIDERATIONS THAT A FRANCHISOR SHOULD LOOK FOR IN AN ONLINE SHOW? 1. CAN YOU ENGAGE IN REAL TIME? An online show is not a collection of webpages.

It is a fully interactive video based system that allows exhibitors and attendees to engage in real time. This is important to underscore. Many franchise companies are asking themselves how they will be able to talk about their franchise when someone schedules a call or requests information. This is a miss. Nobody wants to attend a webinar offline just for a conversation from a trade show—you must engage with your audience simultaneously.

Just like at a physical show.

2. AGILITY EQUALS SURVIVAL The tipping point for the U.S., as it relates to COVID-19, is large bureaucratic organizations holding meetings to align on objectives and seek approval on how to respond. TGAFE rolled out a fully interactive video based online trade show platform less than 2 weeks after the pandemic was delcared. As Neonakis puts it, “We are not beholden to layers upon layers of red tape or corporate bureaucracy. Our mission is to provide a platform where our franchise partners can create leads, attract new franchisees and survive this pandemic. If it takes an eternity to get approvals on your campaigns or are working with sub-standard vendors, the franchisor loses the ability to move quickly.”

The proof is in the platform. With the online world, there is nowhere to hide behind history or the orientation of “this is how we have always

done it.” Kmart did very well for decades - until the game changed and they were not able to change with it.

3. TODAY IS AN OPPORTUNITY FOR DIGITAL ENGAGEMENT Don’t just stuff a tradeshow booth online. Your consumers of content will no longer be attendees at a convention center. They will be experiencing this content during their day, in-motion, or when killing time. Your content needs to be flexible and adapt to the new ways people will consume it, says Beyene, “franchise buyers are people. They all consume content differently and giving them different ways to consume your content is a good thing. You just have to remember that you are competing against many other players. If your online trade show marketing is static and you are working with outdated platforms, you are showing yourself to your potential franchisees as a company that is not agile, not technologically forward facing and that will make them think your other systems are not capable of competing in this new reality. Online is all about people” To that last point, don’t forget why these trade shows are canceled. We are in the middle of a global pandemic. If you run your prior-planned content without acknowledging that, you’ll come off as tone deaf. Not only did TGAFE address COVID-19 through its platform, it also showed empathy in its approach by creating a platform where it’s exhibitors and attendees could donate time or money to Feeding America. “Our very last physical show we turned into a food drive that collected tons of food for Feeding Tampa Bay. This carried over into our online shows.” said Neonakis.

IF YOU ARE INTERESTED IN LEARNING MORE ABOUT THE GREAT AMERICAN ONLINE FRANCHISE EXPO OR TAKING A GUIDED TOUR OF THE SHOW FLOOR PRIOR TO A SHOW PLEASE CONTACT ABEL BEYENE AT 917-862-6314 OR EMAIL HIM AT ABEL@FRANEXPOUSA.COM. WWW.FRANCHISEJOURNAL.COM | JUNE 2020

23

JANUARY

WE BELIEVE FOOD SHOULD BE DELICIOUS, ORGANIC AND INSPIRING.

It's not made, it's not manufactured, it's grown.

To own your own grownTM and join our fast food revolution, please visit grown.org.

Now awarding grownTM franchises!

DREAM BIG, RAISE MORE,

WORK SMART. Fundraising U is the leader in the school sports fundraising industry due to its focus on giving back to the community through fundraising and a non-profit organization – The Coaching Matters Foundation. With a quick ramp-up to revenue model,

OWN THE BEST-LOOKING

HOUSE ON THE BLOCK! Color World Housepainting offers 5 revenue streams for 5 times the revenue potential: painting, power washing, gutter installation, drywall, carpentry and holiday lighting. These services are proven to be essential and coincide with our recession-resistant business model, low overhead, no brick and mortar requirements, and few employees. This allows for continued growth and innovation. Color World is conveniently offering VIRTUAL estimates that allow customers to continue with home renovations and check items off their “to-do” list all while having a peace of mind during this uncertain time. The combination of the one-stop-shop and essential services that we offer not only increases customer retention rates but allows Franchise Owners to generate strong profits and operate their subcontractor crews year-round.

franchisees were generating revenue within the first 90 days. Fundraising U builds excitement in the community and multi-unit interest with 5 out of 5 buying groups at our most recent Discovery Day “Tryouts” becoming new franchisees! Our under $100k investment with 1-2 employees, averaging over 1.2M in revenue per location, has helped nearly 8,000 schools so far raised over $45 million. If the team can dream it, Fundraising U can help bring that dream to life. From launch to product delivery we help coaches and students have the best experience every step of the way. The plan, execution, and repeat fundraising success is what the students and community look forward to year after year with Fundraising U.

LEGAL ADVICE

Can Making An Insurance Claim Due to Forced Closures Help Your Small Business?

by Nancy Lanard, Lanard and Associates, P.C.

W

hen our firm reviews a lease for our clients, we strongly recommend that they take out at least 12 months of business interruption insurance. This insurance should cover the rent and other expenses that occur if there is a reason that the business is closed for a period of time. Typically this is due to a physical or structural reason for the closure. However, I believe that it could be argued that a forced closure due to a virus, is a physical reason for the closure. As such the business interruption insurance should then kick in and pay rent, payroll, etc. Since the virus is transmitted through the air and on surfaces,

26

JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

it arguably is physical damage to the property. The virus can be present in stores, businesses, airplanes, etc.

Courts have found that dangerous substances found on or at a property can be considered “property damage” and trigger first party property insurance. A federal court in New Jersey, in 2014, in Gregory Packing, Inc. v.

Travelers Property Cas. Co. of America, found that ammonia accidentally released in a building made the building unsafe for human occupancy.

The court in that case found that structural damage was not necessary to a finding of property damage. Other courts have held similar conclusions.

Additionally, government ordered closures may trigger business interruption insurance where an “order of civil or military authority” is required.

It is important to check with your carrier to see if either property damage insurance or business interruption insurance will apply in this instance.

A creative broker should be able to assist you in making a proper claim.

I would strongly recommend that everyone pursue their property damage and business interruption insurance with their carriers to see if claims can be made. Seek the assistance of a good broker to help with filing the claim in a way that may facilitate the process.

It is important to review your business insurance policies to determine if you have business interruption insurance. Business interruption insurance generally covers the loss of profits a business suffers after certain events.

The specific terms of business insurance policies differ, so it is imperative to determine what

GOVERNMENT ORDERED CLOSURES MAY TRIGGER BUSINESS INTERRUPTION INSURANCE WHERE AN “ORDER OF CIVIL OR MILITARY AUTHORITY” IS REQUIRED.

causes are covered under the policy. For example, some business interruption policies may exclude losses caused by viruses and other biological agents, but, conversely, some policies cover losses caused by orders of a civil authority (i.e. government action) which might be helpful.

In addition, when reviewing relevant insurance policies, business owners should check to see if they have contingent business interruption insurance (“CBI”), which is an extension to other insurance. CBI reimburses the policyholder for lost profits and extra expenses resulting from damage to the property of a customer or a supplier, where those damages directly impact the policyholder’s ability to provide a service

or produce a product. CBI insurance typically provides cash to help you cover payroll, rent, and other expenses necessary to keep your business open. You should check the specific terms and conditions of your insurance policy and how it may help you with your business losses.

Another issue to consider is whether commercial tenants can potentially benefit from insurance coverage that is available to the landlord relating to government-mandated closures. For example, provided that a tenant’s obligation to pay rent is legally excused (e.g. under the provisions of the lease), the landlord may possibly have insurance coverage under the rent loss provisions of the landlord’s property insurance policy, which could include lost rent due to orders of a civil authority that restricts access or use of the leased premises. In that case, the landlord may be more willing to offer rent concessions, such as full or partial rent abatement or rent deferral.

Many insurance companies will take the position that the business losses suffered in

CONSIDER WHETHER COMMERCIAL TENANTS CAN POTENTIALLY BENEFIT FROM INSURANCE COVERAGE THAT IS AVAILABLE TO THE LANDLORD RELATING TO GOVERNMENT-MANDATED CLOSURES. WWW.FRANCHISEJOURNAL.COM | JUNE 2020

27

I WOULD STRONGLY RECOMMEND THAT EVERYONE PURSUE THEIR INSURANCE WITH THEIR CARRIERS TO SEE IF CLAIMS CAN BE MADE.

connection with COVID-19 are not covered by policies and such losses are not caused by the type of physical damage required to file a successful claim. To address this argument, insureds should read their policy closely to see how “physical damage” is defined as well as consider state-specific laws. This issue is in flux and lawmakers in several states, including New Jersey, are considering bills that, if passed, could require insurance companies to cover business interruption losses caused by government shutdowns. Certain members of congress are also considering a Pandemic Risk Insurance Act, or “PRIA”, which would establish a pandemic risk insurance program, similar to the Terrorism Risk Insurance Act enacted after 9/11.

When you address these issues and give notice to your franchisor, landlord, and insurance company, it is absolutely critical that such notices are put in writing. E-mails may not necessarily be considered valid notice under relevant agreements, so it is important to read your contracts to see what is considered to be valid “notice”, including the proper party to whom all notices must be sent. Furthermore, be very careful to document any resulting agreement with your franchisor, landlord or insurance company in writing, which should be acknowledged and signed by the parties.

In conclusion, I would strongly recommend that everyone pursue their insurance with their carriers to see if claims can be made. As I recommended before, seek the assistance of a good broker to help with filing the claim in a way that may facilitate the process. It is very likely that claims may be initially denied, but later, they may be approved, perhaps with legislative or court ordered recovery. So it is important to preserve your rights by making sure to file a claim now.

Please let us know how we can help you during this very unique time. ©2020 Lanard and Associates, P.C. All rights reserved. Contact information: Nancy Lanard, Esquire, 600 W. Germantown Pike, Suite 400, Plymouth Meeting PA 19462; 215-392-0030 x101, nlanard@lanardandassociates.com.

THIS ARTICLE IS NOT INTENDED TO PROVIDE LEGAL ADVICE. IF YOU WOULD LIKE TO DISCUSS HOW THIS INFORMATION RELATES TO YOUR SPECIFIC SITUATION, PLEASE CONTACT ME AT: nlanard@

lanardandassociates.com or 215-392-0030 x101.

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JUNE 2020 | WWW.FRANCHISEJOURNAL.COM

NANCY LANARD

Deciding to become a franchisee is a big step, LET US HELP! JESSICA DEMPSEY

ERIN PALLAS GRAY

TRUSTED GUIDANCE CUSTOM LEGAL SOLUTIONS FOR FRANCHISEES NATIONWIDE

At Lanard and Associates, we create tailored legal strategies to help your business thrive.

YVONNE HOLDEN

25 YEARS of FRANCHISE

EXPERIENCE

NATIONAL REACH

throughout the United States

WIDELY RECOGNIZED

"Superb" Rating on AVVO

PERSONAL ATTENTION

We work Closely with Our Clients

SARA KOROL

FREE CONSULTATION: 215-392-0030 REBECCA ROSS

•

lanardandassociates.com

AN ICONIC BRAND RE-ENERGIZED FOR TODAY’S MARKETPLACE APPROXIMATELY 500 LOCATIONS Affordable, scalable and profitable // Multi-unit retail/service opportunity // Legendary brand, category leader

A NEW ACQUISITIONS & CONVERSION MODEL:

Martinizing employs a unique real estate approach that seeks out existing dry cleaning business owners who are ready for an exit, allowing new franchisees to open quickly and minimize their initial investment.

A B U S I N E S S W I T H M U LT I P L E R E V E N U E S T R E A M S

Mobile App-Driven

Retail

Routes

Lockers

Mobile App-Driven

On-Demand

Spanning Eight Countries // 70-Plus-Year Heritage // Open for Business Quickly Total Investment: $419K-$736K // Liquid Capital Requirement: $150K Net Worth Requirement: $700K

CORPORATE SUPPORT ENCOURAGING REAL BUSINESS GROWTH

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Site Selection // Financial Analysis // Store Design & Buildout // Comprehensive Training Existing Cleaner Acquisition Assistance // On-Going Operations & Marketing Support Individual financial results may differ from results stated in Item 19.

*

FRANCHISE INQUIRIES < Kira Kusky // kira.kusky@thinkhuntington.com (Jo Gonzalez // jo.gonzalez@thinkhuntington.com)

TOUR HUNDREDS OF FRANCHISE BUSINESSES FROM YOUR HOME!

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COVID-19 GUIDANCE

Zoom Room Dog Training Has Always Been

PANDEMIC READY

by Aaron Bakken, Consultant, The Franchise Consulting Company As the past two+ months of our national shutdown have progressed, prospective franchise owners are increasingly asking about brands that are recession & pandemic resistant. In the market segment for pet care, pet retail & pet services, one brand is a clear leader. That’s Zoom Room Dog Training. As a multi-generation Golden Retriever parent, I learned early & regular training will yield an amazing relationship between myself & my dog as well as my neighbors. I had a virtual sit down with their CEO, Mark Van Wye, to find out why Zoom Room was ready for our changing consumer environment.

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4. Our

WHAT ARE ZOOM ROOM’S BIGGEST ADVANTAGES? 1. Our customers are very community-oriented people, so how they’re perceived is important. Our franchisees help their customers train their dogs, facilitating better & more pet inclusive communities every day.

2. Our support is amazing.

Zoom Room provides a complete training program based off of our best-in-class methods & the #1 best-selling dog training book in the USA. With an intuitive operations & marketing structure, it’s no wonder all of our franchisees are profitable & happy.

3. As a venture capital backed, emerging franchise, this solid foundation has allowed us to develop a client-centric acquisition & retention technology platform that rivals anything used or developed by very large franchise organizations.

competitors in the pet space — especially grooming, boarding & day care — face high insurance liability, real estate, utility & labor costs.

Zoom Room’s low start-up costs (franchisees can open 3 — 4 Zoom Room stores for the same cost of a single doggy daycare), minimal staffing required, lower operating costs, higher profit margins, small retail space & few liability concerns make this an ideal semi-absentee owner business.

HOW IS ZOOM ROOM DOING DURING THE PANDEMIC? We are very fortunate because our business model for the past 10 years has always required “social distancing”. All customers have to maintain 6 feet distance in a training environment. We already used hospital grade germicides throughout the facility & after every training session. We have always offered small class sizes — 8 or fewer dogs/owners in each class plus 2 instructors. So, we already met most new state standards for COVID-19 preparedness.

Our Virginia Beach store has

been open throughout this shutdown & has seen a 25%+ sales increase. Our Texas franchisees just re-opened & classes were 85% filled within a couple of days. We expect that when the remainder of our stores open, they’ll be right back at least where they were in terms of pre-pandemic demand. Plus, this pandemic has caused an unprecedented spike in dog adoptions and purchases, creating hundreds of thousands of new customer opportunities.

WHY ZOOM ROOM VS OTHER FRANCHISE OPPORTUNITIES? 1. It’s pretty obvious we’ve entered a major period of economic uncertainty.

We thrived during the last economic crisis. Our data analytics show that people don’t cut back on grooming/ training/food for their pets during recessions.

2. We are Amazon proof: Zoom Room is future proof because dogs require a physical sense of smell & personal interaction in order to become well socialized. It has to be done in person with other dogs in proximity.

3. As a new franchise most of the USA is wide open & available for development. A single territory yields a ton of potential to profit out of a small retail space.

4. Our target customer demographic is highly relatable, active, fun & upbeat. Our customers have a great time.

As one franchisee recently told me “I don’t think I’ve ever seen a business where everyone

leaves in such a good mood.”

Zoom Room’s secret is that it’s not about catering to the dogs, it’s about building relationships with their owners for years, not just months.

OUR MANTRA IS “WE DON’T TRAIN DOGS WE TRAIN THE PEOPLE WHO LOVE THEM.” HOW DO FRANCHISEES VALIDATE? We’re fortunate to hear a lot of praise for our corporate team. When f ranchisees are asked if they would do it all over again, all will tell you “Yes!” Our franchisees are proud to be part of the highest rated training business in the USA, with the #1 best-selling book on dog training, more 5-star reviews than any other pet franchise, & every f ranchisee enjoying a profitable business.

YOUR IDEAL CANDIDATE? People who are looking for a semi-absentee f riendly business platform – we want empire builders with a vision for owning a large portion of their geo-metro area.

Over 90% of our customers are college educated, so in turn we are looking for college educated, critical thinking executives who have had customer facing roles. As a corporate team we are kind of nerdy, data driven people. Behavioral economics has driven our business decisions, helped us continue to evolve & outperform our competition. We want someone who won’t settle for the status quo, enjoys analytics & will view their business as an evolving growth opportunity.

ZOOM ROOM Zoom Room is based in Southern California with 10 franchise locations open & another 8 on the way in 2020.

To learn more visit https://zoomroom. com/franchise/ or contact Aaron Bakken at 608-576-4592 & aaron@ thefranchiseconsultingcompany.com.

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THE SERVICE SECTOR FOR FRANCHISING IS

EVER-GROWING. According to the Franchise Business Economic Outlook for 2020, prepared by IFA, franchise industry growth is expected to continue riding the momentum of the U.S. market boom in 2020, despite an uncertain economy. Even during this unprecedented time, we have seen our brand partners step up, take ownership, and prove their resiliency as an essential business. From virtual discover days to revamping how day to day business is run in order to achieve goals, our brand partners have exemplified empathy and are doing what it takes to help their franchisees, staff, and customers feel safe and taken care of.

In particular, our service brands present a great opportunity for future franchisees.

With the opportunity for mobile franchises no lease – no mortgage requirements to low overhead – 1 to 2 employees needed to reoccurring revenue models, Franchise FastLane brand partners are showing there is still an essential need for their business at this time.

FRANCHISEJOURNAL.COM/SUBSCRIBE

COVID-19 GUIDANCE

ELSA

Life During A Pandemic Is Definitely Dog-Eat-Dog!

by Linda Schaeffer, Consultant, The Franchise Consulting Company

A

s we enter our third month of social distancing, aren’t we all fondly remembering our

old normal?

Things we took for granted now seem like luxuries we can’t wait to enjoy again. We are all thinking about what small things have made this unthinkable shutdown and quarantine bearable. What comes to mind for you?

For me what stands out among all else is Elsa, our golden retriever puppy who joined our family right before the Covid19 shutdown. I can’t imagine what it would have been like these past months without her to snuggle and walk and walk and walk! For

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her sanity and ours these 4x daily walks have become a necessary part of our day.

When I am on a work Zoom call there isn’t a co-worker or client who doesn’t light up when they see Elsa in the background watching me work.

As I work with prospective franchise owners, the question we are asked every day is,

“IS THIS BRAND CONSIDERED ESSENTIAL”? THE GREAT NEWS IN THE PET CARE INDUSTRY IS THE ANSWER IS YES!

I received a call just today f rom my own doggy daycare “Dogtopia”. They were letting me know that they received word from their Governor that they were allowed to reopen because doggy daycare is considered essential.

That’s great news to all my candidates who are looking at some of our pet brands. Dogs must eat; their owners must work and unlike us they are allowed to get haircuts too!

The pet industry has been a thriving sector of franchising long before doggy day care became a household word.

The earliest pet franchise I could find was “Petland”.

They were established in 1967 and sold pets and pet related products. Now in 2020, we are not just limited to retail, we have pet franchises that sell pet products but also provide services and luxuries to our pets. The pet themselves has become the consumer which makes me smile!

We work with some wonderful pet service franchises, not just doggy daycare. Scenthound is a brand that provides bathing and grooming services to their clients. Eileen Proctor, Vice President of Franchise Development for “Scenthound” stated that “As pet services are deemed “essential” in Florida, all Scenthound scenters continue to serve our members and customers during Covid-19. Patronage has actually increased because as people are homebound with their pets, keeping them clean and healthy becomes even more desirable and important than ever.”

“Fetch! Pet Care” offers professional, reliable and loving dog walking, pet sitting, cat visits, and other pet care services to their clients. When working

remote comes to an end for many people, their pets may struggle with suddenly having no one in the home with them all day. Get ready “Fetch”! You may see a huge uptick in requests for pet visits and dog walking.

A statistic amount young professionals show that approximately 73% of millennials own a pet (CNBC FRI, AUG 31, 2018)! That’s an incredible percentage considering only 50% are parents. That means instead of thinking about which preschool to get their child into, they are thinking about which doggy daycare to get their four-legged friend into so they can go to work and not have to worry. This means they also are looking for the best dog walkers and pet sitters and dog groomers.

This doesn’t even address the needs of cat owners.

As you explore the possibilities that exist in franchising, don’t overlook the pet sector.

What could be better

than to be able to mix business with pleasure as we say and profit from an industry that is meeting the needs of clients of all ages and breeds!

ABOUT THE AUTHOR Linda Schaeffer is a Senior Franchise Consultant with the FCC. Linda has a unique perspective when assisting those looking into franchise ownership. She has the advantage of having been a franchise owner and prides herself on building & maintaining strong personal relationships with those that are serious about investigating real opportunities. She understands the importance of communication and support throughout a candidate’s journey. Contact Linda at 609-332-1720 or at linda@ thefranchiseconsultingcompany.com.

73%

OF MILLENNIALS OWN A PET! WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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PET EDITION

PET FRANCHISES: The Ideal Way To Get A New Leash On Life

by Eileen Proctor, VP of Franchising, Scenthound

W

ith about 85 million households in the U.S. owning a pet, it’s no surprise that the pet industry is getting so much attention from individuals considering business ownership.

Now more than ever, Americans view their pets as members of the family, a sentiment that is poising pet franchises for growth and long-term success. People want what’s best for their

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pets and show their love and affection towards them like never before. This can mean anything from worshipping pet influencers, dressing up their pets in clothes, or feeding them higher quality food. However it is being manifested, this state of mind teaches the consumer to place more importance on their pets and encourages more spending in this sector.

Need proof? The American Pet Products Association reports that U.S. citizens spent over $95 billion on their

pets in 2019, with those numbers estimated to continue to rise in years to come.

Fortunately, there are many franchise options out there for those who are interested in getting involved in this hot industry. Under the broad umbrella of pet franchises, there are sub-categories including pet retail stores, professional grooming, housing/daycare facilities, training, dog walking, and

“NO MATTER WHAT BREED OF DOG YOU HAVE...YOUR DOG NEEDS ROUTINE CARE TO STAY CLEAN AND HEALTHY.” — TIM VOGEL, CEO OF SCENTHOUND more. Each category meets a different demand with the most attractive franchisors featuring one or more unique attributes that allows their brand to shine. For example, wellness-based dog grooming franchisor, Scenthound, prides itself on its preventive care services that keep dogs healthy.

“I started a grooming franchise because it fulfills a need that every dog has,” explains Tim Vogel, CEO of Scenthound. “No matter what breed of dog you have — or whether or not that breed requires haircuts — your dog needs routine care to stay clean and healthy. We aren’t only here to make your dog look good; we are here to change their lives for the better.”

Instead of focusing on aesthetics and positioning grooming as a luxury, Scenthound lets its customers know that routine care in essential areas --- Skin, Coat, Ears, Nails and Teeth --- is necessary to keep their dog feeling its best. And their low cost membership program encourages them to keep coming back on a monthly basis while providing ongoing revenue to its franchise owners.

Studies have shown that dog owners historically pay more for “creature comforts” ranging from food, treats, boarding, grooming, toys and health care than the second and third most popular pets: fresh water fish and cats. For that reason, it

should come as no surprise that there are many dog-focused franchises, although options like Fetch! Pet Care service both cats and dogs. While not technically pet-related, bird supply franchise Wild Birds Unlimited also claims that people spend about $7.6 billion annually on bird feeding and watching wildlife.

Unlike other product-based companies, pet retail is always in demand and recessionresilient. According to APPA’s aforementioned study, Americans spent $36.9 billion on pet food and treats alone, and an additional $19.8 billion on supplies, live animals, and over-the-counter medicine… all things that can be found at pet retail franchises. In addition to traditional in-store shopping, retailers like Pet Supplies Plus cater to pet parents by

delivering food and supplies directly to their homes and offering convenient curbside pickup. All good reasons why such innovative pet retailers continue to see success year after year.

Pet franchises are dependable and allow local owners to connect with pets and their humans on a personal level. So whether your idea of the perfect pet business is doggy daycare, pet retail, grooming, overnight boarding, training, dog walking, waste pick up, or something else, there is plenty of variety and opportunity for success.

“Wherever the pet industry may take you, it will be a fulfilling journey,” emphasizes Vogel. “We are in the business of bringing people and their pets joy, and it doesn’t get any better than that.”

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The world’s first wellness-focused membership-based dog grooming franchise $75B U.S. PET INDUSTRY Recession-proof & Amazon-resistant GROUND FLOOR OPPORTUNITY Exceptional support & training RECURRING & WALK-IN REVENUE High profit margin potential & low investment (starts at just over $200K)

Scenthound is a revolutionary franchise concept pioneering a new frontier of dog care in a booming pet industry.

Our unique membership-based model helps dogs stay healthy, keeps pet parents coming back, and provides recurring revenue for franchise partners.

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FOR INFORMATION ABOUT JOINING OUR PACK

visit scenthoundfranchise.com or call 561-581-2005

EXPERT ADVICE

Why Buy A Franchise?

by Jeff Dudan, CEO, Dudan Partners

O

ne of the most common questions I get asked is “why buy a franchise?” It’s a simple question, but the answer is a bit more complicated.

Franchising was invented to create a strategic advantage over the competition by decentralizing the brand, and increasing agility by empowering trusted entrepreneurs accountable for satisfying the customer.

The fact of the matter is, 85% of the global population are unhappy with their jobs. People are bored, missing out on quality time with family, stuck with annoying bosses, and/or find no value in their occupation. They want to do something for themselves, but find themselves stuck choosing between uncertainty and certain unhappiness.

Franchising allows people that opportunity to do something for themselves, but with something that is proven to work so they don’t have to reinvent the wheel. Now you don’t have to wait around waiting for the next Microsoftsized start-up business idea to magically pop into your head. Investing in a franchise means you start with leverage in terms of your brand, systems, and product, while you put your talent, effort, and investment to work in that business and make something for yourself.

WHAT IS A FRANCHISOR?

Franchisors provide value to franchisees through their brand, marketing, tools, products, and systems.

WHAT IS A FRANCHISEE?

Franchisees provide value to customers through their products, services, and customer experience.

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OWNING A FRANCHISE

Owning a franchise means that you become your own boss, and there is a certain freedom that comes with that. As the boss, there is a higher level of accountability that comes with making sure your business and your employees and your customers are all taken care of, but you get to make the decisions that will personally affect you. As the owner of a franchise, you are able to achieve economic freedom.

For instance, I place a lot of value on my family.

I have always made the choice to attend my kid’s games or concerts or plays. One of the best perks of being my own boss is that I was able to find autonomy in my work. When I was first getting my business off the ground, I had the freedom to make the decision to wake up super early to work on proposals or get the crews out so I could be there for my kids. That is what people are looking for today: a chance to work hard and be successful while still having the ability to control the things that happen to them.

FRANCHISE SUPPORT

One reason you may want to own a franchise is the availability of support that is offered from the Franchisor. It is important that franchisors are attentive to the quality, stability, and workability of the franchisee-franchisor relationship.

TYPES OF FRANCHISOR SUPPORT: • • • • • •

Training Marketing and Public Relations (PR) Customer Acquisition Supply Chain Continual Training and Assistance Site Selection and Development

TYPES OF FRANCHISES

Now every business is hard work, so buying a franchise does not mean that you don’t have to still show up every day and apply yourself. But having the resources that comes with investing in a franchise makes it one of the easiest businesses to start.

COST OF STARTING A FRANCHISE One of the biggest misconceptions about franchising is the idea that you need a whopping million dollars in order to get your foot in the door. That is completely false. Every franchise is different, but some of the cheapest franchises to open require as little as a $25 grand or less. There are also all kinds of ways to finance and get you into the business if you want to be in the business, therefore making opening a franchise perhaps the best business to start with little money.

Another big misconception I hear is that franchising companies are primarily made up of fast food franchises. In actuality, franchising extends across almost all industries. Whether you're passionate about technology, fitness, home improvement, or even pet care, there are many franchises out there that fit your interests, your income needs, your lifestyle needs, and more.

THE FUTURE OF FRANCHISING As the gig economy continues to emerge and people continue to prioritize freedom as a goal in their life, I believe that franchising will continue to become more relevant in the future. If you are one of the 85% wanting to take control of your life, buying a franchise might just be what you’re looking for.

ABOUT THE AUTHOR Jeff is the CEO of Dudan Partners, a published author, Forbes contributor, speaker, YPO Member, founder and consultant to emerging brands. Dudan Partners is a venturing and private equity family office and a catalyst for enterprise growth in the franchise industry via the deployment of capital, operational expertise, or other appropriate resources to emerging and established brands. Visit dudanpartners. com or contact Jeff at 704-654-1637 or at jeff@dudan.me.

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EXPERT ADVICE

Why Not Invest In A Member Of Your Family?

The Humanization Of Pets

by Rick Morgin, Consultant, The Franchise Consulting Company My experience with dogs and dog ownership seems to parallel the growth of the pet industry.

Let me explain, as a kid in the 70’s in rural Coachella Valley our German Shepherds were outside dogs. My wife and I got our first dog, an Australian Shepherd in the mid-90’s when my middle daughter was around two. Beethoven needed to run and be outside during the day but slept inside our LA

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home. Fast forward to 2011 when my youngest daughter wanted a dog and we rescued Cori. Our lovable 18 lb. Terrier/Basenji mix is a member of our family.

The humanization of pets also known scientifically as a, and is becoming a common phrase within the pet industry because more and more pet owners are providing their pets with human-like products or experiences.

OVER 85 MILLION U.S. FAMILIES NOW OWN A PET AND PET OWNERS ARE SPENDING MORE EVERY YEAR. The number of U.S. households has increased 2% annually since 2011. But consumer spending on their pets has increased 7% annually in the same time period. Thompson Reuters reported that Pet Care spending grew during the last two recessions: 29% during the 2001 recession and 17% during the 2008-09 recession.

Humanizing pets has created numerous opportunities for business owners who feel that capturing a share of this growing market is a great investment. Demographic trends that will continue to drive industry growth are: • Baby Boomers and Empty Nesters own and spend on pets. Fewer than half of the Baby Boomer generation has reached their 70’s. This

means there is plenty of room to grow.

• Millennials are some of the biggest spenders. Owners ages 18-24 outspend all age groups with an average of $173.67 per month. Pet owners between 25-34 of age spend an average of $141.50 per month.

Millennials own 35% of all pets.

• The Institute of Family Studies cites that millennials (born 1980 to 2000) are marrying later and they turn to pets for companionship till they marry and even after.

• Spending on veterinary care is outpacing all areas.

From 1991 to 2015 spending catapulted from $4.9 billion to $35 billion per year. Pet owners will not skip their pet’s medication during difficult economic times According to a 2017-2018 National Pet Owners Survey from the American Pet Products Association, 28% of dog owners surveyed said they throw birthday parties for their dogs.

Ashley Harris, owner of Bark Fifth Avenue has seen pet owners seek higher quality foods and more expensive, high-end accessories (Petage.com). January 2019, Petage.com reported that manufacturers are producing, and retailers are expanding shelf space to carry foods and products that make them feel more connected to their pets.

This includes food; Merrick Wet Recipes for dogs has

names like Grammy’s Pot Pie, Big Texas Steak Tips Dinner and Cowboy Cookout, toys; Pet Qwerks is recognized for the innovation, safety and quality of its interactive dog toys, which resonates well with sports fans, and fashion; Ethical Pet carries ethical fashion options for pets. The products are made with highquality materials to provide protection and warmth from the elements of nature and align with what is popular in the fashion industry, health products; Suzie’s Pets believes the quality of medicine should be equal for pets and humans alike. With its CBD products, the company provides pets with the opportunity to live happier and healthier lives.

The humanization of Pets is a global movement. PRN newswire May 2019 reported, The Household and Pet Care CPG report reveals that the Asia-Pacific market currently dominates consumer spending in the category.

However, by 2023, sales in the region will expand by 37% to $384bn. This is closely followed by North America,

where sales will grow to $281bn. Household and pet care spending in Europe is also expected to show a similar amount of growth through 2023, increasing by 28% to $203bn.

The Pet Industry and Franchising go hand in hand.

The Franchise Model offers you the benefit of joining a family of Franchise owners who have chosen to plug into a proven business model. What if the opportunity to own your own pet franchise is now?

ABOUT THE AUTHOR Rick Morgin is a Consultant with The Franchise Consulting Company and alumnus of Santa Clara University.

We assist clients with the educational process of researching and selecting available franchise businesses that best suit desired lifestyles and financial goals. The research, qualification, and application service we provide is free; our fees are paid by the Franchise company when a client opens their business. For more information please email rick@ thefranchiseconsultingcompany.com, call/text at 925-324-6371 or visit https:// thefranchiseconsultingcompany.com

INTERVIEW

A SAFE & HAPPY WORLD Where Pets Thrive

by Rich LeBrun, Consultant, The Franchise Consulting Company

DID YOU KNOW THAT

Fetch Pet Care is well established brand that is positioned perfectly to grow quickly in the years to come..

With regard to Fetch!, I found an advertisement soliciting interested buyers. I could not believe my good fortune!

OF THE

FETCH PET CARE OFFERS THE FOLLOWING SERVICES: • Private Walking • Pet Sitting • Pet Playtime • Overnight Care • In Home Care • Pet Taxi • Health Administration

RICH When was Fetch founded, how many owners do you currently have and what is your vision for future growth?

GREG Ironically, we bought it in early March of this year with a franchisee count of 70. We have an amazing development team that’s about to close our first 6 franchisees in the next 3 weeks. Erica Poynter is at the sharp end of this and she has done a herculean job. John McLellan is also on the team and finding his stride. Both are real pros and understand the consulting strategy.

85 MILLION 127 MILLION HOMES IN THE US OWN A PET?

THE PET CARE INDUSTRY IS OVER

70 BILLION AND STILL GROWING.

THE TERM “HUMANIZING OF PETS” HAS BEEN THE NEW WAY THAT PEOPLE THINK TODAY. 52

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Here is a brief interview with Greg Longe, the CEO of Fetch Pet care Rich LeBrun FCC Consultant Greg Longe CEO Fetch Pet Care

RICH Can you give me a summary of your background and how you got into this business?

GREG I have been a C suite executive for over 30 years. Started in franchise development in 1989 and moved up from there. I have had the good fortune of being a president or CEO in private enterprises and public enterprises in eight of my own franchise brands. Though the years I have helped over two thousand people become successfully self - employed.

RICH What is unique about

Fetch as compared to its competition?

GREG We are locally owned and operated and insure background checks for our franchisees’ staff. Most importantly, we use the same staff for each pet, so they get to know them, love them and take great care of them.

Our competitors are a lot like Uber, you never know what you’ll get on any given day and that can be disturbing to pets and their owners. Our app and software are also an amazing competitive advantage. Our culture is the difference maker with some of the finest people in franchisee and franchisor capacities. They are truly special and our greatest assets.

RICH What type of owners are you seeking to join your franchise?

GREG We want leaders and good communicators that are emotionally intelligent, great motivators, people with empathy, patience and of course, animal lovers.

RICH In what ways do you

support your franchisees to become successful in their business?

GREG We have complete support from our Customer Concierge Center that answers the franchisees’ phones, emails, and texts, books the appointments and takes care of any service related issues with the help of our wonderful operations and marketing departments that train and support every element of the business.

RICH How do you see the pet industry fairing with regards to the Covid -19 pandemic and beyond?

GREG I think it will grow exponentially. The sheltering in place has drawn pets and their owners even closer, and that is a big statement given how people feel about their animals. Right now, adoptions are hard to find, shelters are empty, and that is great news for the industry.

The pet industry and these businesses are growing at a very steep rate, and the best is yet to come.

ABOUT THE AUTHOR Having had the opportunity to own and operate several businesses throughout his thirty-year career, Rich LeBrun is passionate about helping his clients reach their financial freedom and secure their future through business ownership. Contact Rich at 224-678-9212 or at Rich@ thefranchiseconsultingcompany.com.

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Take the lead

on your career and run with our pack Fetch! Pet Care® is America’s largest and most trusted professional dog walking and pet sitting franchise. We offer an affordable, flexible and turnkey solution designed to enable you to become successfully self employed. We streamline all operations for you and provide you with marketing, technology and operational support needed to grow your business in the booming $70 billion pet industry. We invite you to learn more about being part of our growing family!

Low Cost

Fast Start Up

Booming Industry

https://petfranchisingopportunities.com | franchise@fetchpetcare.com

What’s Next:

Funding Options for the New Franchise Owner June 24th - 11 AM CT Were you considering business ownership before the COVID-19 pandemic hit? Or, maybe your job has been affected and you’re wondering if it makes sense to explore business ownership as opposed to another corporate job? Many franchise businesses continue to thrive and many more will need to fulfill the pent-up demand as we come out of this on the other side.

To understand your current options for funding a new franchise business, join us for a free webinar.

Register Now!

franfund.com/whats-next-fj

SUPPLIER FORUM

OH, CANADA!

CANADIAN FRANCHISING

by Jim Gormley, President, The Franchise Consulting Company Canada Canadian franchising is a highly defined and robust category that accounts for around 45% of all retail sales in Canada. This is comparable to the United States where approximately 50% of retail and service revenue is generated by franchised businesses.

Canada has the 2nd largest franchise industry in the world, led only by the U.S.A. There are between 1,200 and 1,300 franchise companies operating approximately

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76,000 franchised outlets in Canada.

Around 4,300 new franchise outlets open in Canada each year.

In Canada, franchising is regulated at the provincial level. There is no federal equivalent to the US Federal Trade Commission’s Franchise Rule. Six provinces (Alberta, Ontario, Prince Edward Island, New Brunswick, Manitoba, and British Columbia) have franchise legislation.

Although there are differences

among the franchise legislations of the six provinces, there remains a high level of consistency. The legislation is generally viewed as “disclosure legislation” as opposed to the “relationship legislation” view that is common in some other jurisdictions. However, there are relationship elements in the provincial legislation.

For example, the legislation imposes on the parties to a franchise agreement a duty of fair dealing in the performance and enforcement of the

franchise agreement. The duty of fair dealing includes (in most provinces) the duty to act in good faith and in accordance with reasonable commercial standards. Franchisors are also prohibited from interfering with the rights given to franchisees to associate with other franchisees and to form or join an organization of franchisees.

The legislation nullifies any provision of a franchise agreement that purports to limit the application of the law of the province or to restrict the jurisdiction or venue to any forum outside the province.

Any purported waiver or release by a franchisee of its rights or of an obligation imposed on a franchisor under any of the franchise legislation is void.

HOW TO RESEARCH A FRANCHISE OPPORTUNITY THAT IS BEST FOR YOU As a potential franchisee, there is a great deal for you to gain... or lose, from your franchise investment. So, your franchise research is critical to making a selection decision that’s best for you and your success. It’s best if you spend time at the beginning of the process to avoid any unforeseen surprises after you’ve made your investment.

No doubt, research is a time-consuming step, but it’s also the most important step.

Research the franchise like you would research any other large investment that you may have made.

If you have made the decision that you would like to invest in a franchise brand, you have likely: Determined that your personality would be a great fit for a franchise.

Identified franchise categories that are of interest to you Selected the brands that best represent the category or categories that you have chosen.

You may want to take a step back if you haven’t already completed these steps before you proceed with your research. However, if you have completed these steps, now it’s time to carefully research the specific franchise (or franchises) that you possibly want to join.

THREE KEY ACTIVITIES TO START YOUR FRANCHISE RESEARCH: 1. Start with the Franchise Disclosure Document Obtain and review the Franchise Disclosure Document (FDD). While reading the FDD may seem demanding, you will learn a great deal about the franchisor’s history and key leadership team. You’ll also find information such as: • The history of the franchisor and if they have sued or faced bankruptcy • How much you will have to pay for fees • The type of support you can expect as a franchisee

(including training, territory, franchise renewal, etc) • Your obligations as a franchisee • Financial statements and other fiscal performance • A list of current and former franchisees, and their contact information.

Reading this document will provide you with information to help you assess which franchisor will be the best fit for you. If you’re considering a number of franchise brands, you can compare the advantages and disadvantages based on similar criteria that is provided in the FDD. 2. Speak to a Franchise Lawyer and an Accountant The FDD can be lengthy and complex. A f ranchise lawyer can explain, or help you to understand the FDD in clear terms and help you to discover pitfalls early in your decision making process. While you may not understand everything in the document, it’s a good idea to be familiar with the document before you speak to a lawyer.

In the same respect, it’s important to speak with

NO DOUBT, RESEARCH IS A TIME-CONSUMING STEP, BUT IT’S ALSO THE MOST IMPORTANT STEP. RESEARCH THE FRANCHISE LIKE YOU WOULD RESEARCH ANY OTHER LARGE INVESTMENT THAT YOU MAY HAVE MADE. WWW.FRANCHISEJOURNAL.COM | JUNE 2020

57

an accountant as well. An accountant can help you to understand the franchisor’s financial statements and select a franchise system that matches your investment resources and goals.

Be sure to ask questions about things that are not clear to you or that you don’t understand. That’s a big part of the role of the franchise lawyer and accountant.

3. Speak to current and former franchisees Every franchisor is required to list contact information for both current and former franchisees. Make sure to speak to a number of franchisees to gain a balanced view of what it’s really like to be a part of a franchise

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system. There is great value in speaking to business owners who have made the decision that you are now considering.

Also, it’s another way to get an honest assessment of the franchisees’ experiences (both positive and negative) that are beyond what you would read in the FDD. Once you have completed this research, you’ll need to assess and evaluate all of the information that you have collected. Be sure to be honest with yourself and determine if the f ranchise you’re considering is best for you based on what you know about yourself including your: skills and knowledge; interests; and fit and compatibility with franchising.

Conducting franchise research is activity to complete before you decide to purchase a franchise. Take the time to conduct thorough franchise research to avoid any unwanted surprises and maximize your investment and franchising success.

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B2B RESALE OPPORTUNITIES FROM COAST-TO-COAST!

“Hit the ground running” by acquiring an established business through our Allegra Resale Program that connects retiring owners with interested entrepreneurs. Available locations in the U.S. and Canada include: • Seattle, WA • New York, NY

Allegra Centers provide graphic design, printing, mailing, promotional products and marketing services needed by virtually every local business and institution. As an owner, you’ll benefit from the unsurpassed network support provided by Alliance Franchise Brands – a world leader in marketing and visual communications.

Among the other advantages of acquiring an Allegra Center:

• Boston, MA • Phoenix, AZ

✓ Proven, 40+ year franchise concept ✓ Excellent profit potential ✓ Monday-Friday, 8:30a-5:00p business hours ✓ Industry-leading programs

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866.433.4131 | allegrafranchise.com © 2019 Alliance Franchise Brands LLC. All Rights Reserved. Alliance Franchise Brands LLC is the parent company of Allegra Network LLC and KK Printing Canada ULC. This advertisement is not an offering. An offering can only be made by a disclosure document filed first with the Department of Law of the State of New York.

Such filing does not constitute approval by the Department of Law. MN F-4115

ABOUT US

PET BUTLER: Serving Pets & Their People

Couple Diversifies Pet Business by Adding Pet Butler to Their Portfolio of Services

(Overland Park, KS)— Passionate about dogs and business, Jessica and James Friley the owners of Man’s Best Friend Pet Resort for three years have recently added another service to their portfolio. They became franchisees with Pet Butler, a pet waste removal service, whose franchise offices are headquartered in Plainfield, Il. Now this duo is making pet ownership virtually carefree. In Missouri, they service Belton, Grandview, Raymore, Pleasant Hill and Peculiar. In Kansas, they service Leawood, Olathe, Overland Park and Stillwell.

Pet Butler was acquired

by Since Spring-Green Enterprises SGE, (parent company of Spring-Green Lawn care) in 2017 and it has been reinvesting in Pet Butler’s marketing, technology, and operational support systems. This modernized model is designed to deliver a profitable recurring revenue business model that caters to pets and their people. Pet Butler’s platform will allow for

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PET BUTLER’S PLATFORM WILL ALLOW FOR THE CONTINUED INTRODUCTION OF SERVICES TO MEET THE CURRENT AND GROWING NEEDS OF PET OWNERS.

the continued introduction of services to meet the current and growing needs of pet owners. Spring-Green’s back office and marketing support systems are considered “best practices” in the franchise community. They will help Pet Butler provide dog poopscooping services and petwaste removal to homes and multi-family communities for thousands of clients across North America. The Frileys are bringing the convenience and are providing a local in-demand service for their clients.

As an Essential Business during the Covid-19 crisis, they are providing a needed service

to keep yards clean and healthy especially, for families who are home with young children to safely play in their yards.

“We were very impressed with Pet Butler’s support system, training and technology,” said Jessica. “This was a smooth transition to add this service to our business and have the extra revenue stream. We look forward to serving the community further.”

The Frileys’ Pet Butler business provides weekly service eliminating the burden from a homeowner and providing a safer and poop-free environment for their four-legged friends and family members.

For more information visit www.

PetButler.com or call 913-712-0988.

ABOUT PET BUTLER Pet Butler Franchise was acquired in 2017 by Spring-Green Enterprises, the parent company of +43-years-old Spring-Green Lawn Care and SGE Marketing Services. Pet Butler provides an opportunity for pet lovers to turn their passion for pets into a business. To learn more about how Pet Butler serves pets and their people, visit www.petbutler. com and connect on Facebook and LinkedIn. To inquire about a franchise call 844-777-8608 or go to www.petbutlerfranchise. com.

WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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grow a healthy business Saladworks is the original create-your-own, fast-casual salad franchise.

Healthy – USDA reports that American adults are choosing healthier foods such as fruits and vegetables to support a healthier lifestyle. That’s why nearly half of all Millennial and Gen Z consumers buy 3+ entrée salads per week away from home. Saladworks is on-trend.

grow a healthyequipment-light business and easy Simple – Our concept is asset-light, Saladworks is the original create-your-own, to operate. No fryers and salad no hood means less expensive fast-casual franchise. buildout costs for Healthy you.– USDA Just chop, sliceadults and dice to serve the reports that American are choosing healthier foods such as fruits and vegetables to support a tastiest create-your-own salads is turn-key. healthier lifestyle.

That’s whyaround. nearly half of all Saladworks Millennial and Gen Z consumers buy 3+ entrée salads per week away from home. Saladworks is on-trend.

Accessible – The fast-casual landscape is overbuilt and Simple – Our concept is asset-light, equipment-light and easy to operate. No fryers and no hood means less expensive cluttered with create-your-own burger, sandwich, pizza, buildout costs for you. Just chop, slice and dice to serve the tastiest create-your-own salads around. Saladworks is turn-key.

Mexican and smoothie concepts. Landlords are looking for Accessible – The fast-casual landscape is overbuilt and healthy concepts like ours.

We have market, venue, format cluttered with create-your-own burger,the sandwich, pizza, Mexican and smoothie concepts. Landlords are looking for Saladworks is the original create-your-own, concepts like ours. We have the venue, format and footprint you healthy want.

Saladworks ismarket, available. fast-casual salad franchise.

grow a healthy business

and footprint you want. Saladworks is available.

saladworksfranchising.com

fransales@saladworks.com

* Details located at Item 19 inside Saladworks Franchise Disclosure Document.

Healthy – USDA reports that American adults are choosing healthier foods such as fruits and vegetables to support a healthier lifestyle. That’s why nearly half of all Millennial and Gen Z consumers buy 3+ entrée salads per week away from home. Saladworks is on-trend.

$1,227,858 median net sales for top quartile*

saladworksfranchising.com

Simple – Our concept is asset-light, equipment-light and easy to operate. No fryers and no hood means less expensive fransales@saladworks.com buildout costs for you. Just chop, slice and dice to serve the tastiest create-your-own salads around. Saladworks is turn-key.

* Details located at Item 19 inside Saladworks Franchise Disclosure Document.

t sales for top quartile*

Accessible – The fast-casual landscape is overbuilt and cluttered with create-your-own burger, sandwich, pizza, Mexican and smoothie concepts. Landlords are looking for healthy concepts like ours. We have the market, venue, format and footprint you want. Saladworks is available.

$1,227,858 median

saladworksfranchising.com

fransales@saladworks.com

* Details located at Item 19 inside Saladworks Franchise Disclosure Document.

$1,227,858 median net sales for top quartile*

FRANCHISEJOURNAL.COM/SUBSCRIBE INFO@FRANCHISEJOURNAL.COM

J F Franchise Journal

ABOUT US

It Ain't Nothing But a “Bark” Thang

by Telanda Sidari, Consultant, The Franchise Consulting Company Let’s begin with why most people want a business: • Independence / Work for themselves • More control over their lives • Build an asset

HANDS DOWN THE #1 REASON CLIENTS TELL ME THEY WANT TO OWN A BUSINESS IS B/C THEY WANT TO WORK FOR THEMSELVES! What is the fastest growing segment in franchising? Pets!

Why do people want pets: • Humans need for love & friendship • Keep them active • They make good friends

Finding a business is akin to a PT job. But what if you could find one that meets many of the criteria that are at the top of people’s lists of desired attributes in a business? In addition, it is within an industry that is not only exploding but is beloved by millions?

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“According to the 20192020 APPA National Pet Owners Survey, 67% of U.S. households own a pet, which equates to 84.9 millions homes. In 1988, the first year the survey was conducted, 56% of U.S. households owned a pet.” - https://www. americanpetproducts.org/ press_industrytrends.asp Pair these two and you have the perfect set of reasons people want to own a pet focused business.

But which one?

There are many franchises popping up to fit the need of this exploding industry - but which brand has tested the long road of ups & downs to now be granted an esteemed marketing phrase - National Brand Recognition: Pet Supplies Plus With over 500 locations and franchising since 1990 (that is 30 years to those of who still think of 1990 as ‘yesterday’). This well established brand has proven itself time and time again.

Semi-Absentee Business; Strong concept with year over year growth; Strong numbers - as the avg unit volume is 7 figures; Strong franchise validation - and how franchisees are showing this validation is by buying up more locations. These attributes are why Pet Supplies Plus is the fastest growing franchise in the pet industry for a few years running.

Because of their successful approach to the business and the knowledge of the industry, Pet Supplies Plus has a few awards under their belt. In 2019 Entrepreneur Magazine awarded them within multiple rankings on their prestigious, 40th Annual Franchise 500® list! This included No. 1 in the pet-store category for the fifth consecutive year and No. 46 overall among all franchise concepts. Very impressive.

Pet Supplies Plus is also an essential industry. They have supplied customers with online ordering & contactless pick up or delivery so that the furry and non-furry family members can be taken care of during this time. Not only do they have pet food and supplies but they offer dog grooming and self-serve dog wash. Multiple revenue streams are important factors on the list of business attributes that have higher success rates.

We love our pets! “American’s will spend $75B on their pets this year.” - Fortune https:// fortune.com/2019/12/16/petspending-2019-americans/ Pet owners want convenience in a friendly and knowledgeable environment and Pet Supplies Plus has this community aspect built in. Pet Supplies Plus sits in the ‘sweet spot’ where the product selection of big box stores, the savings of grocery stores and the knowledge and neighborhood feel of Independent pet stores converge.

What are some of the other desirable features:

Scalability - this business can be easily replicated as there are not many moving parts.

Full In-House Support from real estate and marketing to training and inventory corporate is known for the detailed, hands-on approach to making sure that franchisees are fully welcomed into the family of ownership with a comprehensive approach to all the needs of a new to a seasoned franchisee.

Low Employee’s & Simple Training - owning a unit does not take many employees, about 4-5 per unit. In addition, owners are not relying on high level training or certifications for the positions. They are easily teachable positions. This lends to less employee complications & hassles.

Rewarding fun and friendly lifestyle business - the

employees like to work here, the customers like to come in as it becomes like family and the owners feel rewarded by owning something they enjoy, and helping the community at the same time. As a semiabsentee business owner Pet Supplies Plus provides a well balanced diet of work & play.

Next time you see someone and their pet, think about how much they’re loved and what owners will do for their happiness - the pets and their own!

ABOUT THE AUTHOR Telanda has 10+ years in franchising and 24 years of business experience.

Prior to being a consultant she coowned two franchise concepts along with starting her own photography studio. Her experience of having been in her clients shoes allows her to approach their best interests first. info@thefranchiseconsultingcompany. com

WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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OUR STYLISTS USE THEIR EXPERT TRAINING TO RECOMMEND THE PERFECT CUT OR STYLE FOR YOU.

OVER 2,700 LOCATIONS NATIONWIDE

© 2020 Supercuts Inc. Printed in the USA.

FRANCHISEJOURNAL.COM/SUBSCRIBE C O N TA C T U S I N F O @ F R A N C H I S E J O U R N A L . C O M

ABOUT US

Brand On the Move

by FranDevCo

W

hat does Tater Bugs and Paw Paw’s bench have in common? They are the key ingredients and a few pages of the story of a successful one-stop-shop for oil changes and preventive maintenance franchise -- Strickland Brothers 10 Minute Oil Change.

After a loan from his Paw Paw, Justin Strickland took lessons from an industry he felt was underperforming and started three Tater Bugs oil change locations. In 2016, he sold Tater Bugs opened the first Strickland Brothers location (named after Justin’s sons) in Thomasville, NC. And outside of each Strickland Brothers location customers will find a cozy bench, a nod to C.W Strickland, better known as Paw Paw. Today, Strickland Brothers has 14 locations throughout the southeast and they are poised to expand nationally through franchising opportunities. In just over 5 months, Strickland Brothers has already awarded 7 new

units and the pipeline is building!

Joining the Strickland Brothers family is a win-win for anyone interested in the automotive maintenance space. A one-stop-shop for oil changes and other preventive maintenance, Strickland Brothers offers a 10-minute stay in your car oil change, tire rotations, inspections, and other preventive services at a

fair price, backed by exceptional service. And their core values permeate every touchpoint.

“It is such an exciting time to be a part of Strickland Brothers 10 Minute Oil Change.

Our staff is eager to help and grow with our franchisees. The family atmosphere is what makes Strickland Brothers who we are. Each customer is our most valued customer.” Justin Strickland, CEO/President

“IT IS SUCH AN EXCITING TIME TO BE A PART OF STRICKLAND BROTHERS 10 MINUTE OIL CHANGE. OUR STAFF IS EAGER TO HELP AND GROW WITH OUR FRANCHISEES. THE FAMILY ATMOSPHERE IS WHAT MAKES STRICKLAND BROTHERS WHO WE ARE. EACH CUSTOMER IS OUR MOST VALUED CUSTOMER.” — Justin Strickland, CEO/President

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ABOUT THE CULTURE Strickland Brothers takes culture seriously, and every operator is considered family.

A photo of Justin’s two sons, Tate and Beckett, whom Strickland Brothers is named after, hangs at each corporate location as a reminder of the importance of family. It’s also a reminder to customers that by providing excellent service to protect their customers’ vehicles, their families are kept safe.

Beyond the families served, Strickland Brothers believes in giving back to the community as well. Together with the Winston Salem Foundation, they’ve created a fund aimed at helping elementary school youth. ‘Buddy Benches’ are placed on local elementary school playgrounds to encourage students to be a buddy to classmates who may have trouble finding friends and playmates. The Strickland Brothers Foundation Fund also supports under-funded schools with education and scholarship programs.

WHY STRICKLAND BROTHERS? Strickland Brothers, a recession resilient business model, is simple and scalable -- and most importantly, proven. Built on their core value of hospitality and providing the highest level of customer service, they provide owners with the same level of support. Whether looking to be a single store operator or a multi-unit franchisee, you’ll be supported and equipped to meet your personal and professional goals.

FRANCHISE OWNER SUPPORT SYSTEM In addition to being a proven and scalable model, Strickland Brothers offers comprehensive support to their Franchise Owners: 1. The Inclusive Inventory Model is built on strategic relationships with vendors who order products and even stock them on the shelf on behalf of the Owner. Whether it’s oil, oil filters, drain plugs, air filters wipers, or any other maintenance item, the inventory partners have the Franchise Owner covered.

2. The maintenance-free oil system simplifies the business model, so Owners can focus on scaling the business. Owners still get the advantage of national buying power without the maintenance associated with bulk storage. This drives efficiencies through reduced equipment, maintenance, and a cleaner work environment.

3. Low build-out cost is a key advantage of Strickland Brothers. Strickland has pre-designed proto-types with the full functionality of a quick oil change facility without the cost to keep average build-out costs to around $250,000.

Each location is assigned a dedicated f ranchise business consultant to offer customized support and service for our owners. To ensure continuity and top of the line service, Strickland Brothers University offers operators and employees training to equip them with the tools necessary to be effective and successful.

With recent expansion into Texas and Colorado, Strickland

is a brand on the move.

Leadership is critical to the success of any business and Strickland Brothers has it covered. This is a franchise poised for rapid growth.

To learn more about the Strickland Brothers 10 Minute Oil Change franchise opportunity check out their website at www. sboilchange.com/franchisestricklandbrothers WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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MONEY REALLY GROWS ON TREES.

MOST CHOOSE THE STATUS QUO. SOME CHALLENGE IT.

WE’RE CHANGING IT.

Monster Tree Service is the only franchise opportunity in the $17 billion tree service industry dominated by mom & pop shops. Our recessionresistant business was deemed an essential service in each market and has continued to grow during COVID-19. With over 200 territories in the US and over 80 franchisees, franchise owners need no prior tree or green experience and can be semi-absentee or full-time owner-operator. Additionally, we are not just tree care! We have multiple revenue streams including our Plant Health Care Program as well as non-royalty revenue streams on the backend like reselling woodchips and firewood. Our turn-key investor model will help franchisees find qualified employees, so you’ll never have to climb a tree!

Smash My Trash is a highly disruptive, first to market, patent-pending model built to shake up the commercial waste industry. There is virtually no competition. Our essential B2B, reoccurring revenue model is an extremely simple semi-absentee business that has a low-overhead cost. With our environmentally friendly 15-minute service we can compact commercial trash in waste containers and reduce haul volume by 70% on average. This not only dramatically reduces emissions to the environment, but we are SAVING our consumers 20% net or more on their waste hauling services. In addition, Smash My Trash is a moderate investment that has a strong Item 19 ($1.388M $601k net income).

FRANCHISEJOURNAL.COM/SUBSCRIBE C O N TA C T U S I N F O @ F R A N C H I S E J O U R N A L . C O M

COVER STORY

PETS

BY NICK NEONAKIS

If you’re reading this you are likely a pet owner and an entrepreneur.

There are lots of us out there. You have probably spent more time with your pet than at any time in your life and they are thrilled with the attention.

There’s no question that having a pet in your home during the best of times can bring joy. In more trying times, as we’re experiencing now during the COVID-19 pandemic, pets can offer more than just a slobbery greeting or good-natured nuzzle.

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Everyone knows the Pet Industry is big business.

ESTIMATED 2020 SALES WITHIN THE U.S. MARKET with an estimated breakdown:

FOR 2020, IT ESTIMATED THAT

$99.0

BILLION WILL BE SPENT ON OUR PETS IN THE U.S.

PET FOOD & TREATS

$38.4 BILLION

VET CARE & PRODUCT SALES

$30.2 BILLION

SUPPLIES, LIVE ANIMALS & OTC MEDICINE

$19.8

OTHER SERVICES

$10.7 BILLION

BILLION

But not everyone knows Pets have a medically shown ability to make your life better.

According to the Centers for Disease Control and Prevention (CDC), along with the enjoyment they provide, pets offer a variety of health benefits, including:

many share with their pets, people around the globe were extremely relieved when the World Health Organization (WHO) reported that there is no evidence that domestic pets can transmit the new coronavirus that causes COVID-19. The virus is spread

to humans through personto-person contact, not petto-person, so interaction with your pets is highly encouraged at this time as long as everyone involved — both humans and animals — are healthy.

• Decreased blood pressure • Lowered cholesterol levels • Decreased levels of triglycerides, a type of fat in your body • Reduced feelings of loneliness • Increased opportunities for exercise and outdoor activities • Improved opportunities for social connection • Enforcing the requirement to be barefoot during work due to shoe chewing incidents skyrocketing by 800% Because of these benefits and the unconditional love WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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5 When faced with the challenges of job loss, health concerns and social isolation, pet owners are turning to their animal friends for far more than basic companionship and improved vitals. Many people are finding that their pets are helping to reduce anxiety and depression, and give them hope.

• Owning a dog may decrease the risk of heart disease-related death by 36% • Around 10% of pet owners are allergic to their pets.

• There are around 5,000– 7,000 tigers kept as pets in the United States.

• 94% of families with an autistic child reported that their child bonded with the pet and that it helped with the mental disorder.

• Pet stats show that around 44% of people would rather cuddle up with their pet than with their life partner.

• There are more than 200 million stray dogs in the world.

• It’s estimated that around 2 million animals die in shelters every year.

• Around 90% of lost pets are found within 12 hours if the owner is searching for them.

• In 29% of cases, people abandon their pets because their place of residence does not allow pets.

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WAYS YOU CAN TURN TO YOUR PETS, WHATEVER THE SPECIES, TO HELP YOU DURING THE COVID-19 PANDEMIC: Talk to the hound (or hare, hamster or hermit crab). Many pets are able to pick up on your emotions and can sense stress or sadness. They are great listeners — no unwelcome advice is given — and sometimes, just saying things aloud can offer relief or help you work through troubling thoughts.

Look to them for comedy relief. Pets are funny, often without any effort at all.

Whether chasing their tail (or each other if there are two or more in your home), hiding their toys, falling off their exercise wheel or swimming in circles, pets are often good for at least a chuckle, and laughter is an excellent way to relieve stress.

Take your pet for a walk (unless it’s a snake). Whether on a leash, in a stroller or on your shoulder, some pets are more than happy to accompany you on a walk, which is currently an excellent way to get muchneeded exercise, breathe some fresh air and greet your neighbors from afar.

Settle in for a snuggle. While we may not be able to touch other humans outside our homes during social isolation, our pets are safe for a cuddle if you’re healthy. Hugging your pet feels great, reduces depression and releases feel-good hormones. It can also help you relax, ease tension and even relieve physical pain.

Share the sweetness. When the news and social media seem to be filled with nothing more than sobering updates about COVID-19, a photo of your four-legged — or otherwise feathered, finned, scaled or furry — friend can bring joy to your loved ones and acquaintances. Whether you share them via text, email, video chat or on your social media platform, there’s nothing like a funny pet picture or video to create a connection with others and bring a smile to their faces.

Let Us Save You Money on Umbrella Insurance for your Franchise What is SMART-U and CRAFDE? SterlingRisk Programs has managed national Risk Purchasing Groups for over 30 years. In 2014, we focused SMART-U to protect a wide range of retail stores, including grocery stores, owners, merchants, and tenants.

We created CRAFDE as a Risk Purchasing Group to focus on Fine Dining, Fast Food, Casual, and Family Restaurants.

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Who We Protect Retail Stores — free standing or in shopping centers, shoe stores, supermarkets, grocery, clothing, jewelry, eye / vision, electronic, household goods, stationery, and office supply stores.

Who We Protect Fine Dining — white table cloth (steak, seafood, higher priced meals); Family / Casual — buffet, ethnic cuisine, cafeteria; Fast Food — sandwich and salad shops, carry outs, franchises, and pizza.

Why SMART-U & CRAFDE? • Limits from $10 million; $25 million; $50 Million.

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Program Sales Executive / Marketing P: 516-773-8613 E: DMcLaughlin@sterlingrisk.com

SterlingRiskPrograms.com 800-767-7837

EXPERT ADVICE

Don’t Go At It Alone…

The Benefits Of Using A Franchise Consultant

by Seth Lederman, Consultant, The Franchise Consulting Company

THE MOST EFFECTIVE WAY TO LEARN MORE ABOUT FRANCHISING The tremendous variety of franchises is both a benefit and a challenge. It’s a benefit because almost everyone can find a franchise that fits their preferences.

But it’s a challenge because,

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with literally thousands of franchises and business opportunities available, how do you know which one would be right for you?

INFORMATION OVERLOAD Once you have decided to venture out on your own and be your own boss, you find

that there is a lot of work to do and many decisions to be made. It is easy to get overwhelmed in the process. While it is true that you can do a lot of research on your own, the shear amount of information on the Internet, and elsewhere, is overwhelming, daunting,

and extremely intimidating, for anyone exploring franchise ownership to navigate. You can spend hours and hours looking at companies and still not feel like you have enough information to know what to do next. You may also spend a lot of time filling out online applications that are entered into databases with hundreds of other people waiting for information. You are often a little fish in a big pond when you are on your own in this process.

If you are looking into the possibility of buying a franchise, consultants can be extremely helpful. As consultants, their goal is to help people interested in getting a franchise - find the one that’s right for them.

So, what happens when you talk to a franchise consultant?

They ask you a series of questions. They like to get to know you and find out what is important to you.

They know all of the franchises, and after they get to know you, they are able to suggest some appropriate options. Or, they can help you do your research more quickly.

They can even do some of the research for you, as well.

The key is finding the right opportunity for your unique situation, interests, and experience. They utilize their experience as industry professionals to sort through the options and find what works best for your personal goals and objectives.

Franchise consultants have access to information that

“COME TO THE EDGE, HE SAID. WE ARE AFRAID, THEY SAID. COME TO THE EDGE, HE SAID. THEY CAME TO THE EDGE, HE PUSHED THEM AND THEY FLEW” – GUILLIAME APPOLLINAIRE

you might not or can’t obtain.

They have direct contacts to franchise companies and can take you to the front of the line for consideration. You save time in your research, get information that is relevant and often unavailable otherwise, and direct access to key personnel at the franchise companies.

UNDERSTANDING THE PROCESS The core process of working with a consultant goes like this: You schedule a time to discuss your goals with your

consultant. After this call they are armed with what is really important to you and can utilize the tools, knowledge, and experience to present you with several options.

Consultants are equipped with several great tools to help you compare all your options quickly and easily.

After you narrow down your focus, the consultant will prepare you with the right questions to ask and assist you along the way to help make sure the Franchisor sees you as a qualified candidate for their system.

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A GOOD FRANCHISE CONSULTANT WILL HAVE DIRECT RELATIONSHIPS WITH HUNDREDS OF FRANCHISES IN ALL INDUSTRY SECTORS. The fee they are paid does not impact the purchase price of the franchise. You would pay the same whether you worked with the Franchise Consultant or not. The success fee or commission paid to the consultant is budgeted within the franchise’s sales and marketing expense.

A good Franchise Consultant will have direct relationships with hundreds of franchises in all industry sectors.

UNDERSTANDING YOUR OPTIONS Purchasing a franchise is often one of the largest expenses and important decisions a family will make.

The challenge is that there are thousands of opportunities out there! And the right choices to match your personal and financial goals are typically not the franchise brands you are thinking about. A lot of the established brands are over-saturated, very expensive, and don’t give you the ROI you think that they would.

So how do you discover what are the best options for you and get the real information so

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that you can make an informed decision? The answer really is simple. You use a Franchise Consultant.

Just as you would use a Realtor when purchasing a house, a Franchise Consultant is uniquely trained, researched, and experienced with how to best serve you. Best of all, this is a free service to you; you will pay the same amount for your franchise and there is no obligation. They are compensated by the franchisor and paid only when they bring them qualified candidates who become franchisees; when you are a good fit, are confident enough in your decision, and are awarded the franchise.

CONSULTANTS HAVE UNIQUE BENEFITS Of course, there are many other ways that a consultant assists you in finding your dream f ranchise. Everything f rom helping you find which funding option is best for you, to demographics research, helping to discover “red flags” in the FDD, negotiating a better deal, and simply being an advocate for you throughout the entire process.

ABOUT THE AUTHOR Seth Lederman, a Franchise Acquisition and Development Specialist, is a multi-faceted entrepreneur with 30 years of experience in small business success, including ownership and sale of his own business enterprises. Contact him at 312-307-1297 or at seth@ thefranchiseconsultingcompany.com.

PET CARE CUSTOMERS

Are Empty-Nester, Baby Boomers Good Customers for Pet Care?

by Dave Cooley, Consultant, The Franchise Consulting Company

P

ersonal experience article here: my wife and I are emptynesters and Baby Boomers. Our kids are in their early 40s with kids of their own. But … we still have a kid (at least, we had a kid) … a dog.

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Did I say we had a “dog”?

Well, technically, he was a dog.

A rescue who was four years old when we adopted him almost 10 years ago and he came with a name, “Timmy.”

However, we never referred to Timmy by his name; we simply called him “The Baby.”

Calling our dog The Baby came with a bit of jeopardy. For example, we were in line at a crowded grocery store when I turned to my wife and asked if we could go to Home Depot after the grocery store and she replied, “We can’t. We’ve left The Baby at home alone for almost five hours now.”

Other people in the line heard my wife say that and I could tell from their reactions they thought we had left an actual baby at home alone for that long. So, I addressed everyone in the line and explained “The Baby” is actually a dog. Relieved expressions from all.

So, what’s my point here?

Let’s talk about the Baby Boomer market. Starting in about 2012, about 10,000 people started turning 65-years old every day! And that rate will continue until around 2029 … it’s called the “Silver Tsunami”!

Now, of those 10,000 people turning 65 each day, the vast majority of them are empty nesters who have replaced that “hole in their hearts” that showed up when their last child left the nest. Usually, it’s a cat or a dog that fills that

hole and Baby Boomers are remarkably willing to spend money on their pets … after all, those aren’t pets, they are surrogate children.

My wife and I spent about $75 per bag of sun-dried Venison dog food from New Zealand about every 3 weeks.

When we traveled (and we do so a lot), The Baby was kenneled in a suite with a TV showing shows the kennel folks assured us The Baby would like, and the suite had an Internet cam enabling us to see The Baby anytime and from anywhere we were.

I’m not mentioning the “cuddle time” and baths and grooming we also paid for when we kenneled The Baby.

More, we not only paid a monthly membership fee at a veterinarian business, but we also paid for pet health insurance.

BOTTOM LINE: EMPTYNESTER, BABY BOOMERS WILL PAY HUNDREDS OF DOLLARS EACH MONTH IN THE PET CARE INDUSTRY! And the same thing goes for cats!

Alas, though, The Baby

passed away about 7 months ago. Broke our hearts. My wife still cries every day or two when she regards The Baby’s ashes and photos on our mantle as she lights a candle for The Baby every evening.

So, is the Pet Care Industry a great place to invest in a franchise?

Yes. By the way, the hologram of The Baby cost four hundred bucks!

ABOUT THE AUTHOR Dave Cooley is a retired US Air Force officer who has been in franchising for over 20 years. Dave is a consultant with The Franchise Consulting Company. Contact Dave at 720-259-9475 or at dave@ thefranchiseconsultingcompany.com.

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Your Home Thoughtfully Clean The Green Clean Customers Need At ecomaids, we help franchisees tap into the vast supply of consumers who want eco-friendly solutions for their home cleaning needs. Our safe, natural cleaning products, and our thorough 64-point checklist, help us shine brighter than anyone else in the industry.

Why Our Franchisees Love Our Spotless Opportunity

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People want safe, natural products

Keep chemicals out of the environment

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To get more info on this eco opportunity, contact: 855-424-8683 or franchiseinformation@ecomaids.com

PET CARE CUSTOMERS

Millennials Are

Crazy About Their Pets!

by Eddie Rodriguez, Consultant, The Franchise Consulting Company There are more pets than kids in US households.

The pet market is an approximately $100 billion industry and continues to grow. Pet food represents roughly 42% of the spending in this market. Pet insurance is booming too. Pet insurance policies grow over 24% in 2018.

This industry will boom going forward as Millennials are crazy about their pets and have taken over the lead of pet ownership from baby boomers like me.

This is a picture of our beloved Lulu Rodriguez. Lulu is 13 now, although she still behaves like a 2-year-old, which is when we rescued her from a shelter in N. Miami, Fl. She was beaten and battered and very skinny then.

Lulu is a Maltese/Poodle mix who is a deeply loved member of our family. She IS family.

Most pet lovers will agree with us that their pets are family, and that they will be treated as such.

Over 70% of all US households own a pet according to the American Pet Products Association. Over 60 million households in the US own dogs, and over 40% own cats.

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CLOSE TO 40% OF PET OWNERS TODAY ARE MILLENNIALS.

They are the fastest growing population in the US and are on their way up in terms of income and spending, while baby boomers are trending down.

Millennials are crazy devoted to their pets. E-Commerce company, Zulily finds that that this age group purchases all kinds of pet products yearround, and love to introduce their pets to all parts of their lives. In a survey, over 40% of Millennials said, if given a choice, they would rather cuddle with their pets than

their romantic partner.

They also say that they suffer anxiety when separated from their pets. Roughly 70% state that they would take a cut in pay if they could bring their pets to work. Some 80% of Millennials buy cat or dog related merchandise, i.e, clothing with pet images, mugs and cups, door signs, calendars, etc. They even purchase ontrend clothes for their pets.

Millennials are a discerning pet market that values quality and variety, from toys to food, treats, bedding, clothing and more. They are willing to spend on luxuries such as upscale doggie daycare, boarding and spa facilities. There are franchises that cater to this growing need now.

Finally, Millennials rate the things they buy for their pets using the same measure they use to buy thigs for themselves. Only the best for their beloved pets!

ABOUT THE AUTHOR Eddie is a serial entrepreneur who's created and built multiple successful businesses, mostly in the apparel industry. He's been a franchise consultant for almost 10 years now, the last 2 with The Franchise Consulting Company. info@thefranchiseconsultingcompany. com

A STEP ABOVE THE REST.

WE SELL SAVINGS. Koala Insulation is an industry leader in the fastgrowing, global $52B insulation industry. Koala Insulation was created to reduce overall energy

Garage Force is a premium patented

waste in the US from one of the largest creators of

concrete coating and custom storage

greenhouse gas emissions: homes, commercial and

installation national franchise. Unrivaled in quality and durability, 20x stronger

industrial buildings. Our recession-resistant business model has an expected 5.7% growth rate, is

than epoxy-based flooring, Garage Force

completely mobile – no lease and no landlords, has

is turning the floor coating industry on its

low overhead, and has unmatched hands-on training.

head by offering an unheard-of lifetime

We provide a service that gives our customer’s a

warranty to customers! Our product is

return on their investment through reduced energy

perfect for residential or commercial

bills and we provide our franchisees with a highly

garage flooring, auto shops, basements,

scalable and simple business model with minimal

driveways, pool decks, and anywhere else

staffing requirements. The best part is the Franchisor

you have concrete. With our recession-

is well-capitalized and backed by seasoned franchisor

resistant franchise, you will have high

executives. Koala is ready for strong growth!

margins, average tickets over $4,000, and installation will happen in one day allowing the franchisee to grow revenues at a fast pace. Better yet, our turnkey franchise solution requires no brick and mortar concept, all you need is a pick-up hitch and you’re ready to roll!

COVID-19 GUIDANCE

What Can We Do Post-Covid?

Make Lemonade From Lemons.

by Ron Sacco, Consultant, The Franchise Consulting Company

W

e’ve all read the stories of many businesses closing temporarily and some closing for good during the pandemic.

It’s hard to take it all in because our world changed in the matter of weeks. No one could have predicted this for 2020.

We’ve learned a lot during the pandemic. It’s almost been a reset for our thinking in the areas of watching our expenses and looking for long-term security. Now that the world is opening back up a little more each day, we need to make positive business moves to ensure our future is as secure as possible.

If you’ve been on the fence or

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are moving slower on starting a franchise that needs retail space due to the pandemic, think about these points: 1. Landlords need to fill their spaces, and empty buildings don’t bring in money. It’s time to use your negotiation skills to lock in a lower rent to save your business thousands.

2. Ask for more flexible lease terms. Building owners may be willing to sign shorter lease terms to secure tenants. If you’ve been concerned about being locked in with a multi-year lease, this could be a great opportunity for you.

3. Request more for your buildout. If you’ve been concerned with the cost of a build-out

for a retail space, ask for more than you originally planned. Building owners want their spaces filled, and the worst they can say is no.

Other retail businesses closing could be exactly what gets you into an ideal space at a better cost, with a shorter lease term and a solid build-out. Think creatively and don’t be afraid to ask for what you want. Your future depends on making smart business moves now.

CONTACT THE AUTHOR If you want to discuss strategies moving forward with franchise ownership, please contact Ron at ron@thefranchiseconsultingcompany. com.

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Steve & Renae Adrian Forest-Lynchburg, Va

FOR MORE INFORMATION ON FASTSIGNS:

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We help you explore franchise opportunities.

FREE of Charge. Reach out Today.

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Meet them at a Great American Franchise Expo near you. www.FranExpoUSA.com

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Reach out to any one of our consultants for your FREE Copy of the Amazon Best-Seller, The Franchise MBA Book.

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PURCHASING A FRANCHISE

WHY Do Franchises Succeed

Where Other Businesses Fail?

by Mark Schnurman, Consultant, The Franchise Consulting Company

As a franchise consultant I am asked a lot about why franchises make sense and what the benefits are of joining a franchise. I love that question because I am passionate about the benefits of franchising and how it can change people’s lives in profoundly positive ways.

Here are some of the most salient benefits of franchising in general but, of course, the benefits of individual franchises vary greatly. Perhaps most importantly, when you join a franchise you are in business for yourself but not by yourself.

You join an organization with a replicable success model that will support and enhance your success.

Here are my top 10 reasons why franchised business succeed at significantly higher rates that non franchised businesses.

1. PROVEN SUCCESS MODEL. Leading franchise systems are turnkey, proven business models with the structure, processes and resources necessary for success to be consistently repeated. Investing in a proven

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franchise system significantly reduces the risk of failure while maximizing upside.

2. BRAND RECOGNITION. Franchising provides topnotch brand recognition and/ or state of the art, marketing, enabling franchisees to jumpstart their efforts to acquire clients and grow thriving businesses. Client acquisition is critical to your success and top franchises have this down to a science!

3. TRAINING PROGRAMS. Franchisors deliver world-class training and development programs that start prelaunch and continue through the life of the business.

Programs include classroom and virtual training, business coaching, achiever groups and conferences.

4. OPERATIONAL SUPPORT. Franchisors systematically help you build and run your business by providing a clear “playbook”. Following the “ops manual” is your path to success.

5. TECHNOLOGY. Franchisors invest in cutting edge technology that supports

brand performance. CRMs and POSs are just the beginning of the technology suite that top franchisors use to empower their franchisees to outperform the competition.

6. THE POWER OF YOU. Owners are better than managers. They work for themselves, don’t have to play politics and have ALL their skin in the game. Managers work for a paycheck, and research shows most don’t give all of their discretionary effort.

FRANCHISORS AWARD FRANCHISES TO CANDIDATES WHO MEET THEIR IDEAL CANDIDATE PROFILE.

Owners do. Think of all the successes that you have had up to now in your career. As you put a lifetime of experience to work the results will follow!

7. FRANCHISES VET CANDIDATES. Franchisors award franchises to candidates who meet their ideal candidate profile.

Effectively screening candidates to match the required skills, strengths and experience significantly improves success rates. Filling territories is not enough; they must be filled with the right people. People who do not meet the franchisor’s requirements are not awarded franchises.

8. PEOPLE SUPPORT. Franchises have excellent ongoing support so that franchisees are never on their own. Help and expertise in all business areas including products, marketing and IT is never more than a phone call away! In addition, franchisees while competitive, support each other, exchange ideas and share best practices.

9. ECONOMIES OF SCALE. Franchise systems’ enormous buying power enables them to negotiate significantly lower prices than independent business owners. Superior pricing often offsets any fees associated with the f ranchise.

10. SITE SELECTION & CONSTRUCTION ASSISTANCE. When brick and mortar locations are required, the franchises perform demographic/competitive analysis and guide design and layout decisions optimizing your location.

Please reach out to learn more about the benefits of individual franchises and find out if franchising is right for you!

ABOUT THE AUTHOR Mark Schnurman is a leading Franchise Consultant with a nationwide practice. T info@thefranchiseconsultingcompany. com

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Unlimited Monthly Retainer Program

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ONBOARDING PROCESS Initial Audit of FDD Transfer Legal Documents Word Versions of FDD & Franchise Agreement State Registrations & State specific FDDs Signed Franchise Agreements Trademark Registrations Corporate Documents Schedule Strategy Session Phone, In-Person, or Zoom Up and Running!

980-202-5679

info@franchise.law

TECHNOLOGY

Best Practices Using Zoom

by Phyllis Pieri, Consultant, The Franchise Consulting Company

W

elcome to the new world of Zoom, Google Meet, Facebook Live and so much more.

Everyone is being forced to use these technologies if they want to or not. First of all, its technology so give yourself some grace. Things will go wrong, you can count on it.

In today’s world you have to get comfortable being on camera. It is a wonderful way to really develop trust with your clients. Start with your family and experiment. You

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don’t have to be perfect but I can offer you a few simple suggestions that might take some of the fear away.

STEP ONE:

• Get prepared at least 10 minutes ahead of time.

Check around your desk, is it neat and tidy? Look behind you, what are people going to see? I have two dogs in their bed sleeping most of the time. Yes the mute button is my friend!

• Check your lighting, it is best to have in front of you, not behind. If you have the

light to the left you need to somehow balance the light to the right. Here is a very simple light that works with your cell phone that you can get on Amazon.

• Cell Phone Holder with Selfie Ring Light Compatible with iPhone & Phone Android, UBeesize LED Camera Light with Lazy Bracket for Live Stream, Desk Lamp for Bedroom, Office, Kitchen, Bathroom (White).

The other lighting trick is to be facing the window for the best light.

STEP TWO:

• Check your appearance.

Make sure that you look in the mirror, make sure your shirt collar is nice and your hair is in place.

• Ladies, check your makeup and remember that you need more when you are on camera.

• Pay attention to where the camera is, it should be the same lever as your eyes. You don’t want to be too close to it and you don’t want it to be too low. You have seen those people who look like they are going to crawl through the computer. You have also seen those that are sitting too high and you are looking right up their nose. Not a good look!

STEP THREE:

• Have your notes prepared.

If you are using two screens you can have notes on

one screen and your presentation on the other.

Remember to rehearse what you are going to say, you don’t want to sound like you are reading.

• If you do use two screens, you can make your script in big bold print that might make it easier for you.

STEP FOUR:

• Don’t forget the sound!

This is really important.

Either use wireless headphones or the one that you attach to the plug in your computer. Also, be prepared to mute quickly if you have to. Best practice is to be muted until you want to ask questions. It is difficult for the presenter if there is a lot of noise in the background.

Most importantly, have fun and be willing to embrace this technology. It is here to say.

ABOUT THE AUTHOR

CHECK YOUR LIGHTING, IT IS BEST TO HAVE IN FRONT OF YOU, NOT BEHIND.

Phyllis Pieri CFE uses her passion for people and has 35+ years in the franchise industry to guide fledgling entrepreneurs through the franchise selection process. In her franchise career, she has done it all, including working for franchisors, consulting with franchisees, and owning franchises herself. This depth of experience makes her ideal for helping people find their “perfect match” franchise. info@thefranchiseconsultingcompany. com WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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CHOOSING A FRANCHISE

Rewarded in Spades

by Julie Kreider, Consultant, The Franchise Consulting Company Franchising is possibly the most misunderstood word in the English language. Ask anyone to name a franchise and they will most likely say McDonalds. Ask them how much they think one might cost and they will promptly reply, “More money than I have”.

It may come as a shock to you, but do you know how many U.S. Franchise Models are NOT restaurants?

Thousands. It is extremely likely you already engage with franchised businesses more often than you think. There is a great chance your lawn guy, your hairdresser, your mail service provider, your dry cleaner, your house painter, or your cleaning service employee may very well be part of a locally owned and operated franchise owner.

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HERE'S A FACT.

30%

OF TODAY'S WORKFORCE IS SELFEMPLOYED. In the matter of only a few decades, statistics predict 50% of our workforce will be made up of self-employed workers.

When you account for rapidly increasing technological advancements replacing traditional human-driven manual labor, I expect that statistic will realistically be much higher.

When asked, most Americans say they enjoy their job, however a great number also report a low level of

satisfaction with their current employment circumstances.

Some dislike their lengthy commute. Others may not particularly care for their supervisors. Many people simply cannot stand their fellow coworkers or the general spirit of their work environment.

Lots of people lack a clear direction of expectations.

Many driven candidates work hard but have no idea how to move up the corporate ladder.

And many have reached the top rung of their profession and the next step is being furloughed or suffering a complete elimination of their position.

Through the shared experience of myself and my colleagues, I have discovered these are the precise characteristics of people who are attracted to the franchise business model.

As a franchisee, you buy a license to run a business that has already been tested as a proven business model in a particular trade area. The tough question is often, how do you decide which one to pursue? Where do you find the right information? How do you determine the best direction forward? How will you finance this purchase?

Sure, you could just run off and scour the ceaseless bounds of the internet with your fingers crossed hoping eventually you might find that

WHEN YOU WELCOME THE GUIDANCE OF AN EXPERIENCED FRANCHISE CONSULTANT, THEY WILL WALK WITH YOU THROUGH EACH OF THESE STEPS THE WHOLE WAY THROUGH. magic winning lottery ticket.

But before you even begin to embark on that journey, it is always best to first take a good look at yourself, your family, your history, your needs, and pinpoint exactly what characteristics you would like this business to have for it to be most effective to fulfill your personal goals.

What jobs did you have in the past that you honest-togod enjoyed? What are you really good at? What wisdom did you gain from prior education and job experience?

What level of investment are you willing and able to make and what return do you expect on that investment? What responsibility does this next chapter in your life require and how much are you comfortable taking on?

When you begin contemplating a new home purchase, you take many fundamental factors into

consideration: the price, the location, the quality of the neighborhood and the school district, the commute to and from work, the number of bedrooms and bathrooms, additional stories, garage and yard space; the list goes on.

Applying that same process to choosing a business will provide extraordinary help as you narrow down your options. It is essential for you to approach your business endeavors with the same mindset.

When you welcome the guidance of an experienced Franchise Consultant, they will walk with you through each of these steps the whole way through. By allowing them to educate you on the process, coach you through validating your investment, introduce you to financial lenders and assist in developing both your short and long-term goals, you will undoubtedly be better

armed for success in joining the franchise world.

You will soon discover working for yourself is one of the most extremely rewarding achievements in life. You get out of it exactly what you put into it (and sometimes even more). The success is all yours; no one else’s. I’d be willing to place a high wager you did not marry the first person you kissed. You explored the field.

You found out what you liked and why you liked it, and then you committed.

Take precious time to research your options, be open to accepting advice, and you will be rewarded in spades.

ABOUT THE AUTHOR Julie is a Consultant with The Franchise Consulting Company.

Previously, she owned 5 Domino's Pizza stores in Fredericksburg, VA for 20 years. She resides in Pittsburgh, PA. Contact Julie at 540-645-0915 or at Julie@ thefranchiseconsultingcompany.com.

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FRESHNESS ISN’T JUST A SAYING, IT’S A COMMITMENT. A SINCERE BELIEF THAT A GOOD MOOD BEGINS WITH GOOD FOOD AND EVERYONE HAS A PLACE AT THE TABLE. VISIT OUR WEBSITE FOR FRANCHISE INFORMATION MAHANAFRESH.COM JUNE 2020 | WWW.FRANCHISEJOURNAL.COM 110 MEET MAHANA AT THE WORLD'S BIGGEST VIRTUAL FRANCHISE EXPO! FOR DATES AND REGISTRATION DETAILS GO TO: WWW.FRANEXPOUSA.COM

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FRANCHISE NEWS

Spotlight on Animal Heroes

Marisol and Moreton Binn of Binn Animal Rescue

by Nick Neonakis, Editor, Franchise Journal Every now and then you meet people who care about animals as they do about people. We call them Animal Heroes. Sharp eyed viewers will recognize Marisol and Moreton Binn as the dynamic duo who founded such brands as XpresSpa and SpaHere. What many don’t know is that these lifelong entrepreneurs are also animal lovers on a grand scale.

In Ridgefield, Connecticut, Moreton and Marisol run Binn Animal Rescue, a reserve with animals that range from alpacas to dogs to donkeys.

The Binn Animal Rescue & Sanctuary Charitable Foundation has become renowned throughout the world due to the care and love the Binns shower on their extended family of animals. Most of the animals are rescue animals who would have died if they hadn’t found a home with the Binns.

“I love animals, all animals and a major part of my life has been to protect them” says Marisol.

With over 30 acres and a full staff to take care of animals the Binns treat each animal as if it is their only pet. The animals have names and are free to roam the grounds. One of the joys the Binns have is to walk their property every day and play with the animals “The animals follow us around like they are our children going for a walk” said Moreton “it’s the highlight of my day”

WHILE THE FACILITY IS CURRENTLY CLOSED DURING THE PANDEMIC, VISITORS WILL BE WELCOMED BACK WHEN IT IS OVER. IF YOU WOULD LIKE TO SUPPORT THE MISSION OR LEARN MORE ABOUT HOW YOU CAN VOLUNTEER, PLEASE GO TO WWW.BINNANIMALRESCUE.ORG. 112

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“I LOVE ANIMALS, ALL ANIMALS AND A MAJOR PART OF MY LIFE HAS BEEN TO PROTECT THEM.” — MARISOL BINN

WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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THE PERFECT FIT

Getting Clear On Your "Why"

by Faizun Kamal, Consultant, The Franchise Consulting Company

A

fter spending a lifetime in the telecommunications industry, James was laid off by his employer. He was fifty-two years old, had done well financially, and was jarred by the shock of a layoff. He felt betrayed. All those years of loyalty to his employer seemed to mean nothing in the end. It shook his self-confidence. It made him question himself, and that made him angrier. As he embarked on a job search, he experienced firsthand that ageism in the corporate world was well and alive. Few companies wanted to pay him the salary he had commanded in his previous position but were eager to get his expertise at a steep discount. After long conversations with his wife, they decided that the corporate world was no longer the answer for them. Franchise ownership was the option that would allow them to create the kind of lifestyle they wanted coupled with the security of never having to be laid off ever again.

James began working with me, and I started him off by getting him clear on why he wanted to start a business of his own. Of course, he needed to make money. Everyone does. In my work with clients, however, I have found that for most individuals it is never just about making money. There is always something else, something more that drives their desire to become an entrepreneur.

I wanted to discover the driving force behind James’s desire to become a franchisee. As we peeled back the layers of the onion, I discovered in John someone with an impressive skillset acquired over the years. As a former corporate

I DISCOVERED THAT JOHN’S TOP TWO INTERNAL DRIVING FORCES FOR STARTING A BUSINESS OF HIS OWN WERE FINANCIAL SECURITY AND SERVICE TO OTHERS. 116

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executive, he had built a tremendous management background leading global teams dispersed around the world in multiple time zones. He had managed the revenues for a multi-billion division of his company.

Leading people through change was something he had done for years.

His management and operational skill sets were massive.

In addition to these “hard” professional skills, I also discovered a deep streak of servant leadership in him.

John and his wife were active members of their church.

They were well known in their community. He wanted to be able to run and grow a business that was financially lucrative while providing a service of value to the community.

Through our consultations and assessments, I discovered that John’s top two internal driving forces for starting a business of his own were financial security and service to others.

James eventually went on to become a successful franchisee with the leading senior care brand in its industry. His skillset coupled with his desire to provide a service of value made this particular franchise the winning choice for him. It “fit” him because it addressed both of his motivating factors.

Once he found his perfect fit franchise, he was prepared to get the business off the ground and ready to do what needed to be done to be successful.

Every client who has ever worked with me says that

they want to buy a franchise to increase their income.

They view the business as a vehicle for wealth generation. Seems logical!

Why else would anyone start a business?

Having said that, there are also additional reasons why so many corporate executives look at franchise ownership as a career alternative to the corporate world. While these reasons may not be so readily apparent, they may be equally as important as income generation, if not more.

Is it the income potential that is attractive to you?

Has your current salary hit a ceiling and you see no room for growth? For most clients, the income potential of a franchise is one of the most compelling reasons for entrepreneurship. In your own business, your financial upside is only limited by your efforts.

Many other clients come to me looking for a business that will provide them with greater work- life balance.

They have spent decades in careers that gave them no time with their families, and they are ready to live a more meaningful and personally satisfying life.

Others still are looking for lifestyle flexibility – a career that allows them to work on their schedules and take time off when they want to.

If you have young children or older parents that you are responsible for, owning your own business may give you the work-life balance that you have been searching for.

WHATEVER YOUR “WHY” IS, GET CLEAR ON IT SO THAT YOU ARE ONE STEP CLOSER TO THE FRANCHISE THAT WILL BE RIGHT FOR YOU!

10

TOP REASONS MY CLIENTS CHOSE TO START A FRANCHISE: • Escape the 9-5 • Create greater wealth • Build an asset over time that can be sold for a profit • Be their own boss • Make a difference in the lives of others • Build, mentor, and lead a team • Create a family business • Receive a better return on investment (ROI) on capital (as compared to the stock market) • Leave a legacy • Live life on their own terms – finally.

Whatever your reasons are for investigating franchises, becoming clear about them will help you to pinpoint and home in on those franchises whose models allow you to create the life and lifestyle you want. Remember, this is your business. It must fit your life.

Not the other way around!

ABOUT THE AUTHOR Faizun Kamal is a nationally renowned public speaker, best-selling author and sought-after franchise coach. Her best selling book, “The Right Franchise for You: Escape the 9 to 5, Generate Wealth, & Live Life on Your Terms”, is the guide that thousands of clients have used to find their “perfect fit” franchise! info@thefranchiseconsultingcompany. com WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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PURCHASING A FRANCHISE

Franchising as an Investment Opportunity

by Jon Ostenson, Consultant, The Franchise Consulting Company

When considering the purchase of a franchise, someone within your network will undoubtedly ask, “aren’t you just buying a job?” This is a common thought and it can be understood as to why someone would see it this way. However, that is not how I think of it.

When you purchase a franchise, you are purchasing an investment. With the franchisor’s systems and support, and of course your hard work, you will build and nurture a business that has investment value that will expand over time. Purchases of resales of franchise territories and units are a very common phenomenon and, assuming you have performed anywhere close to the system’s

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average, you will produce an attractive gain on your investment upon an exit.

Of course, there is a second financial benefit of building a business within a franchise framework and that is the income you earn along the way. Your first question is probably the most popular one: "How much can I make?"

It would be nice to know precisely, however, there are

many factors involved, such as the skills and work ethic you bring and the market you are entering. Other factors could include fluctuations in the cost of inventory, labor and other expenses, as well as the overall economy.

In the item 19 of the Franchise Disclosure Document (FDD), franchisors provide historical earnings data, which is often further categorized at their discretion. The categories can include breakouts of performance by franchisee tenure, by system quartiles, and by type - such as the results of their corporate owned locations.

You must always be cautious and understand the ‘why’ behind a franchise system’s historical numbers. You will want to ask a lot of questions of not just the franchisor but

WITH THE FRANCHISOR’S SYSTEMS AND SUPPORT, AND OF COURSE YOUR HARD WORK, YOU WILL BUILD AND NURTURE A BUSINESS THAT HAS INVESTMENT VALUE THAT WILL EXPAND OVER TIME.

also the other franchisees through a process called ‘validation.’ This process is an outstanding source of information.

As with other heavily performance-based opportunities such as sales commissions or profit sharing, your overall financial results will largely depend on your abilities and initiative as a franchise owner.

While the historical data provided in franchising coupled with the comparable businesses of other franchisees in the system is not perfect, is a great directional indicator of the range of potential outcomes franchise. When compared to the prospect of a start-up

or the purchase of an existing non-franchised business, franchising provides you with a much better ‘peak under the covers’ to guide your assumptions.

ABOUT THE AUTHOR Jon is the Co-Founder and Managing Partner of FranBridge Capital, an FCC Consultant, and the Author of the 'Franchise Path'. info@thefranchiseconsultingcompany. com

WWW.FRANCHISEJOURNAL.COM | JUNE 2020

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