Franchising USA January 2016 4#3

Franchising usa T he ma g a z ine for franchisees $5.95 www.franchisingusamagazine.com

VOL 04, ISSUE 3, jan 2016

Donatos

looking for like-minded entrepreneurs

special

senior care

franchising supplement

picking winners:

The Power in MultiBrand Organizations LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

Franchising usa T he ma g a z ine for franchisees

FRANCHISING USA VOLUME 4, ISSUE 3, 2016 president: Colin Bradbury. colin@cgbpublishing.com

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

Advertising Sales: advertising@cgbpublishing.com

Editorial Department: editor@cgbpublishing.com

Assistant editor: Diana Cikes editor@cgbpublishing.com

Editorial team: Diana Cikes Gina Gill Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: DONATOS

CGB PUBLISHING Canadian Office: 676 Wain Road, Sidney B.C Canada V8L 5M5 U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Sales: 847 607 8407 Editorial: 778 426 2446 www.franchisingusamagazine.com Proud member of the IFA:

SUPPLIER FORUM International Franchise Association 1501 K Street, N.W., Suite 350 Washington, D.C. 20005 Phone: (202) 628-8000 Fax: (202) 628-0812 www.franchise.org

from the

Publisher

“And now let us believe in a long year that is given to us, new, untouched, full of things that have never been.” - Rainer Maria Rilke

Welcome to the January issue of Franchising USA. We hope you enjoyed the holiday season and took some time to celebrate and reflect on your successes throughout the year. Now it’s time to get clear on your goals for the year ahead, and we offer you plenty of expert advice and tips to help you step boldly ahead into the new year and put those plans into action.

On the cover is Donatos, a pizza franchise that is looking for like-minded entrepreneurs. Turn to page 10 to read the story of how Donatos Pizza went from family-owned business to joining one of the biggest food companies in the United States and back again, all within a fiveyear span.

Our Special Feature this month is Senior Care Franchising, where we take a look at an industry that is positioned to meet growing demand in the years ahead. Our Cover Story features Senior Helpers, a Senior care franchise seeking ‘intrapreneurs’ who want to measure their success by families helped. Here you can also learn from our industry expert, Bill McPherson, who examines how Senior Home Care is Poised to be the Top Franchise Choice of the Future.

Our main Veterans in franchising supplement this month features

Pestmaster Services, a Pest Control Franchise that Offers Great Opportunity for Veterans. We also offer insight into Bitcoins for Franchises? What’s next? by industry expert Jim Mingey, and Heidi Morrissey gives us Six Tips to Consider Before Going into Business with Family.

Darcella K. Craven also offers the first of a two-part exercise to help you Understand Your Life Theme and Keep Your Resolutions We’ve also included a full menu of Advice from Industry Experts like Brian Scudamore, who reveals The New Way Forward for Franchising, and George Knauf looks at Picking Winners: The Power in Multi-Brand Organizations.

Kyle Zagrodsky explains how he Mastered the Art of Time Management., and Nooria Kakar and Lynne Shelton offer you tips to avoid common business blunders with Do What I Know, Not What I Did: I Was a Fool!

Turn to pages 6-9 for the latest in industry news, and if you’re ready to make a fresh start in the new year, be sure to turn to the back of the magazine for a selection of franchise opportunities in our popular A-Z franchise directory.

Happy New Year!

Vikki Bradbury Publisher

The information and contents in this publication are believed by the publisher to be true, correct and accurate but no independent investigation has been undertaken. Accordingly the publisher does not represent or warrant that the information and contents are true, correct or accurate and recommends that each reader seek appropriate professional advice, guidance and direction before acting or relying on all information contained herein. Opinions expressed in the articles contained in this publication are not necessarily those of the publisher. The publication is sold subject to the terms and conditions that it shall not be copied in whole or part, resold, hired out, without the express permission of the publisher.

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Contents On the Cover

62 Senior Care Franchising Feature

10 Cover Story:

42 Picking Winners: The Power in

Multi-Brand Organizations

70

50

Donatos: Looking for Like-Minded Entrepreneurs

16

JANUARY 2016

In Every Issue

Women In Franchising

06 Franchising News Announcements from the Industry

20 Martha Jordan and Cathy Amato,

Subway Franchisees

29 Veterans Supplement News and Information for Veterans in Franchising

62 Feature Article

Senior Care Franchising

Spotlight On Service 44 Primero Systems

90 A-Z Franchise and Services Directoy

Profile Franchisor In Depth 48 Mr. Appliance 78 Kid to Kid

Question Time 24 Q&A with Dara Maleki Franchising USA

14 Moran Family of Brands 72 Millicare 86 Camp Bow Wow

Have Your Say 22 Employee Training: Investing in the Future

of Your Business and Your Team, AAMCO

Expert Advice 12 How I Mastered the Art of Time Management Kyle Zagrodzky, President, OsteoStrong

42 Picking Winners: The Power in Multi-Brand Organizations George Knauf, Senior Franchise Business Advisor, FranChoice

46 The New Way Forward for Franchising Brian Scudamore, Founder and CEO, O2E Brands

48

16 Redesigning Without Losing Your Brand’s Identity Kimberly Ellis, VP of Franchise Development, Snip-its

50 New Year, New Franchise Marketing Game Plan Matthew Jonas, President, TopFire Media

74 Pioneering the Franchise Frontier: Is Being First in a Franchise

System Right for You? Valerie Christensen and Andrew Parker

82 Do What I Know, Not What I Did: I Was a Fool!

Nooria Kakar, Esq. and Lynne Shelton, Esq. CFE; Shelton and Power

Focus 18 Kids in Sports

12

88 Parking Pitfalls for Franchise Tenants Jeff Grandfield and Dale Willerton, The Lease Coach

26 WineStyles Tasting Station 54 Interface Financial Group

Senior Care Franchising Supplement 58 Senior Care Industry News 60 Cover Story: Senior Helpers

66 Franchisor in Depth – Answers for Elders Foundation 70 Senior Home Care is Poised to be the Top Franchise

Choice of the Future Bill Mcpherson, Executive Director of Franchise Development,

FirstLight HomeCare

26

62 Senior Care Franchising Feature

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what’s new!

Tin Drum Asiacafé Falls ‘Drunk in Love’ with New Limited Time Menu Items

Asian-inspired fast casual concept announces annual holiday drunken promotion The holiday season is synonymous with friends and family feasting together and Tin Drum Asiacafé is once again making mouths water with the launch of its Drunken Love promotion.

Available today through January 31, 2016, the fast casual concept focused on fresh, affordable, authentic Asian street food is bringing back a guest favorite and pairing it with two new decadent dishes packed with a variety of flavors and unique ingredients.

Tin Drum fans asked, and they will receive; the Drunken Noodle Bowl is making its comeback to provide some early holiday cheer. Guests will feel drunk on life, and flavor overload, after chowing

down on this popular limited-time menu item. In addition, for the first time, Tin Drum enthusiasts will be introduced to two new flavor-boasting dishes: • Drunken Club Roti – An Asian roti with candied Korean bacon and lemongrass chicken simmered in drunken sauce and

dressed with zucchini and red chard with a fiery jalapeno drizzle.

• Daikon Bacon Fries – Spicy fried daikon, candied Korean bacon and scallions drizzled with a fiery jalapeno sauce. www.tindrumcafe.com

Burger 21 Enlists Brand Architecture to Refresh its Brand Platform successful rebranding of Outback Steakhouse and World of Beer.

Burger 21 has enlisted Brand Architecture, a prominent branding and design consultancy, to rebrand the next generation of the Burger 21 experience and refresh the brand platform.

Brand Architecture Inc. is an award-winning branding and design consultancy founded in 1999. The firm is best known for its design of the Coca-Cola sign in Times Square, New York City and for its

Franchising USA

As Burger 21’s design agency of record, Brand Architecture Inc. will provide design and branding solutions to communicate a more uniquely authentic brand platform throughout all of Burger 21’s customer touch-points. From a new logo to new packaging, and from new chairs to new uniforms, the new Burger 21 visual identity will deliver a personality that is more aligned with the brand’s culture, aspirations and its customers.

Since 2010, Burger 21 has stayed true to its vision of providing a gourmet burger experience without the gourmet price. Today, the company has 18 open locations in Florida, Georgia, New Jersey, New York, North Carolina and Virginia, and more than 20 in development in eight states. www.burger21.com.

Pieology Pizzeria Opens Third Alabama Location Pieology Pizzeria, where pizza lovers go to create artisan style custom pizzas in endless flavor combinations at one affordable price, announced the opening of its newest Alabama location in Auburn in historic Toomer’s Corner.

A proven favorite in the custom fast casual segment amongst pizza fans, Pieology Auburn will be operated by Segovia Aslan Enterprises, which has secured the franchise rights to open Pieology restaurants across the Southeastern United States.

“Our Huntsville location has exceeded our expectations, and we’re confident our new guests in Auburn will love the Pieology experience too,” said Segovia Aslan

Enterprise’s VP of Development, Joshua McBride. “Partnering with Pieology has proven to be a rewarding business venture.

The popular custom pizza model paired with the brand’s signature crusts and sauces and unbeatable customer service, has made Pieology a fast favorite among pizza fans everywhere.”

A favorite with pizza fans, Pieology has plans to open 80 restaurants by the end

of 2015. The Pieology experience starts with fresh house-made dough pressed into 11.5-inch thin pizza crusts. Guests select from eight signature sauces and more than 40 fresh ingredients, pizzas are then stone oven fired in less than three minutes and finished with an optional after-bake “Flavor Blast,” including fiery buffalo, pesto and BBQ. www.pieology.com

Riata Capital Group Announces New Partnership Riata Capital Group, LLC, a leading Dallas-based private investment firm, announced today that it has partnered with Alan Shor to invest in high-growth, specialty retail and multi-channel consumer companies.

Mr. Shor is Co-Founder and President of The Retail Connection, a real estate advisory, management, and investment firm that represents over 275 retail and restaurant chains.

Mr. Shor brings more than 25 years of operating and real estate experience, knowledge and relationships in consumer and specialty retail businesses. Prior to co-founding The Retail Connection, Mr. Shor served as President, Chief Operating Officer, and member of the Board of Directors of Zale Corporation, North

America’s largest specialty retailer of fine jewelry with 2,300 retail locations, and guided its successful turnaround in the early 1990’s. Mr. Shor has been involved with several of the Riata principals’ past investments, including Teavana and European Wax Center.

Riata Managing Partner Barron Fletcher said: “Alan is a trusted partner who brings invaluable perspective and very strong operating capabilities to consumer-facing retail and service platforms. We have made multiple successful investments with Alan in the past, and we look forward to replicating that success again.”

Riata Managing Partner Jeff Fronterhouse said, “Alan’s extensive real estate, retail and operating experience will be a

great asset to our consumer investment activities. His deep connections in consumer and retail circles will enhance our ability to find attractive investment opportunities.” www.riatacapital.com

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what’s new!

Arby’s Welcomes Its Newest Franchisees with Plans to Grow the Brand in Arizona Arby’s Restaurant Group, Inc. (ARG), announced that business partners, Brady Perrigo and Bill Frayer, joined the Brand as its newest franchisees. Perrigo, 27, of Milwaukee, Wis. and Frayer, 28, of Grand Rapids, Mich., met in graduate school at Stanford University while earning MBA degrees.

They are planning to grow the Arby’s brand in Arizona and other regions of the United States, having already purchased eight locations in the Tucson, Oro Valley and Sierra Vista, Ariz. areas.

Perrigo completed his undergraduate studies at the University of Wisconsin – Madison, earning a BBA in Finance, and Frayer attended Colgate University, earning a BA in Economics and Political Science. Both have previous experience as restaurant and specialty retail investors.

Moran Family of Brands Gives Drivers Tips to Stay Safe This Winter Season

As the winter weather hits most of the country, cold temperatures, snow and ice wreak havoc on our roads and our vehicles. Car care experts at Moran Family of Brands, one of the nation’s leading franchises of transmission, general automotive repair and car accessories are giving drivers tips to stay safe and keep their vehicles running smoothly during the winter months.

Moran provides specialty products and services across three automotive brands with a total of more than 120 franchise

locations nationwide. Their Mr. Transmission stores and Milex Complete Auto Care centers give customers a comprehensive

selection of automotive repair and maintenance services to ensure cars are ready for winter months.

The Alta Mere brand offers a full assortment of high-tech retail

accessories and installation options, including remote car starters

Perrigo and Frayer join Arby’s on the heels of the brand’s recent success with Q3 2015 system same-store sales (SSS) growth of 9.6 percent versus the same quarter last year, outperforming a representative sample of the larger Quick Service Restaurant (QSR) industry by an estimated 7.4 percentage points, and representing the company’s 20th consecutive quarter of SSS growth. Comparable two-year system sales are also up 20 percent for the quarter.

that enable motorists to warm up cars with the touch of a button

www.arbys.com

www.moranfamilyofbrands.com

Franchising USA

without having to step outside. They offer exterior services such paint protection which can guard cars from damage caused by salt and debris on the roads in winter. Alta Mere specializes

in custom window tinting, which helps reduce the glare from snowfall accumulation during sunny days.

A complete list of the Moran Family of Brands’ suggestions to prepare cars for the winter conditions can be found at:

HipPOPs Puts its First International Food Truck On the Road company’s micro-creamery. Based in

South Florida, the company boasts three varieties of signature Belgian chocolate

dips and a dozen unique “POPings” which

combine for a gourmet treat with a fraction of ice cream’s fat content. Founded on the principle of bringing the highest quality and healthiest ingredients to the streets with a mobile POPtruck, the company

blends the Old World traditions, tastes and

freshness of Italian gelaterias with modern technology.

This opening marks the launch of HipPOPs handcrafted gelato bars, a premium mobile dessert company featuring handcrafted gelato, sorbet and frozen yogurt POPs on a stick, announced the brand’s first truck in the United Arab Emirates (UAE).

in the United Arab Emirates. This is the first of 10 to 20 trucks planned to launch throughout the UAE over the next five years. In addition, the company has already opened a 5,000 sq. ft. microcreamery in Dubai.

HipPOPs signed its first international agreement with The Food Truck Dubai in 2015 to be the exclusive franchisee

HipPOPs are all natural, gluten-free, kosher frozen POPs on a stick made from small, hand-crafted batches at the

HipPOPs aggressive growth strategy that includes development efforts in

key domestic markets such as Austin,

Los Angeles, San Francisco, Las Vegas, Denver, Philadelphia and Portland.

To learn more about franchising opportunities with HipPOPs, contact Anthony Fellows at (954) 674-2211 or visit www.FranchiseHipPOPs.com.

Captain D’s Welcomes Industry Veteran as Vice President of Real Estate Phil Russo joins development team to lead and oversee strategic growth efforts Captain D’s, the leading national fast casual seafood restaurant, announced today that Phil Russo has joined the company as vice president of real estate.

Russo brings more than a decade of experience working with leading brands to manage strategic growth efforts through market planning and optimization, site reviews and procurement, and development tracking.

In his new role, Russo will spearhead planning and execution of corporate and franchise site selection in an effort to

continue Captain D’s accelerated growth.

“An industry trailblazer with a track record of success, Phil brings a wealth of real estate knowledge and expertise to Captain D’s and is poised to make a tremendous impact on the growth of our brand,” said Michael Arrowsmith, chief development officer of Captain D’s. “As we prepare to head into 2016, we plan to focus on both corporate and franchise expansion and are eager to leverage Phil’s experience to catapult Captain D’s development efforts and further position the brand as a leader in the fast casual space.”

Prior to joining Captain D’s, Russo held various roles with FOCUS Brands, most recently serving as vice president of real estate, where he was responsible for overseeing a team of real estate directors and managing the strategic growth for Moe’s Southwest Grill, McAlister’s Deli and Schlotzsky’s Deli. www.captainds.com

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cov er sto ry

Donatos

Pizza franchise founded on principles of excellent customer service looks for like-minded entrepreneurs The Donatos Pizza franchise went from family-owned business to joining one of the biggest food companies in the United States and back again all within a five-year span.

And now the franchise is calling on entrepreneurs who put customer service and satisfaction first to join their growing family of franchise partners.

The Donatos story begins back in 1963, Chief Operating Officer Tom Pendrey relayed during a recent interview from the company’s headquarters in Columbus,

OH. In 1963, founder Jim Grote was just a 19 year old at the Ohio State University and decided he wanted to purchase the pizza restaurant where he worked while pursuing his education. Originally, Grote asked his parents for funding, but they declined, citing “this whole pizza thing is just a fad.”

Luckily for Grote and pizza fans in Columbus, his parents were wrong.

The budding entrepreneur managed to procure $1,300 and bought the restaurant where he worked, starting Donatos as a family-owned and family-run company.

Fast-forward to 1999 and fast food giant McDonald’s purchased Donatos along with Chipolte and Boston Market as a strategy to diversify its portfolio. But by the time 2003 rolled around, McDonald’s board of directors pushed for focus on its core business during a time of lower than anticipated share price and sold the company back to the Grote family, who still own and run it today.

After that roller coaster ride in the restaurant business, Donatos got back to growing its business with franchise partners, Pendrey said. The company originally started franchising back in 1991 and currently has 21 franchise partners, with several more franchise restaurants planned in 2016.

Culture of Customer Service The right type of franchise partner for Donatos is someone who shares Grote’s commitment to an excellent customer experience and treating them by the “Golden Rule”, which links back to two partners the founder worked for as a teenager.

Franchising USA

One of the partners always ensured he gave customers the best possible product and service, piling on toppings and giving them even more than they asked for while the other partner noticeably skimped on toppings and thinned out the sauce.

Eventually, Pendrey explained, not only did Grote notice this, but customers did as well. When Grote bought his business, he vowed to run it like the partner who was dedicated to outstanding customer service.

the art bakery facility located next to the corporate office. All ingredients are weighed and made according to a specific recipe. The commitment to providing fresh, hand-cut vegetables and placing the edge-to-edge® toppings on top of the cheese is also followed by all Donatos restaurants, making sure customers get the same experience whether they’re at a Donatos company owned restaurant or one of its franchise partner locations.

This is why Donatos wants franchise partners who are a good cultural fit with the company, the Chief Operating Officer said. They should want to serve customers the best possible product and experience, value associate contributions to the business success, have strong entrepreneurial spirit and want to engage with and give back to the communities surrounding the restaurnts.

Brand strength and cohesiveness are key items Donatos offers its franchise partners, Pendrey said, adding that Donatos’ 53 company-owned locations give it a testing ground for new ideas.

“The pizza business is highly dependent on owning your delivery area and being involved with all of your customers,” Pendrey said.

Although restaurant experience is helpful, it’s not necessary, the Chief Operating Officer said. What is necessary is a franchise partner’s willingness to buy into a system and execute a successful plan.

Crave-able Product Part of offering the best possible customer experience is offering a great product, something Pendrey says Donatos does with its toppings that go edge-to-edge® and its sauce, meatball and sausage recipes that have been passed down from generation to generation within the Grote family. You will find over 100 pieces of pepperoni on each large pepperoni pizza Donatos serves its customers.

“We really make our product the star of the show on top of this delicious golden crust that is incredibly crave-able,” Pendrey said. “Customers also want to customize their pizza choices for their individual tastes. Donatos features many topping choices with a customer having 2600 possible combinations by selecting only three toppings.

To ensure consistency across all its restaurants, all Donatos use the same dough that is produced in the state of

“We know the restaurant business really well and test many initiatives in our own company stores before rolling them out to our franchise stores. We validate to ensure new initiatives truly add value and we use real data to know that they’re working,” Pendrey explained.

Training & Support New franchise partners and their staff travel to Columbus for the initial weeks of training on how to run a pizza restaurant.

The franchise also provides training in the new franchise partner’s store for two weeks with a Promise Team made up of experts who currently run Donatos restaurants.

Donatos offers assistance with site selection, building design, strategic business planning, operations excellence, marketing, preparing and executing a grand opening plan and also utilizes its own Donatos University e-learning program for both associate and management development.

Assigned field marketing managers and business consultants work hand-in-hand with franchise partners to make sure they get up and running successfully, and a Promise Fulfillment Evaluation team assesses customer service and Operations Excellence in each restaurant to ensure quality across the brand. They also provide ongoing training in all areas of the business to help the Franchise Partners grow their sales and profits.

“Franchising isn’t about giving them a

playbook and saying ‘execute it’,” Pendrey said. “We must offer the right support across the business to ensure the success of our Franchise Partners too.”

Expansion Plans In addition to Ohio, Donatos currently has locations in Indiana, Kentucky, Virginia, North Carolina and Alabama with plans for several new restaurants in existing markets in 2016. A new companyowned restaurant is under construction in Nashville, set to open in February 2016. Other new markets with restaurants in planning phases for 2016 are located in Charleston, SC Spartanburg, SC and Ashville, NC, to name a few.

The company wants to keep expanding in the current states they’re in and has territories available in all those states.

Georgia is also a prime market with many raving fans begging Donatos to build a restaurant according to Pendrey.

The company is also seeking franchise partners who want to commit to opening a minimum of three restaurants. “We would also pursue other opportunistic markets with well-capitalized partners, that demonstrate capabilities to develop in larger territories,” Vice-President of Development Jeff Baldwin added.

More features that Donatos has to entice would-be business owners are its information systems, which help predetermine the expected demand for the day by individual shifts so restaurants can then prepare accordingly.

“Intuition will only help your business expand to a certain level, we’re using real data for our operations, marketing and decision making to help our Franchise Partners grow,” Pendrey said.

The franchise also features pick-up windows for people to get their preordered pizzas quicker and easier, plus a corporate catering service that features a Customer Care Department with experts who can help franchise partners and guests plan large parties.

With a proven system in place, all Donatos needs is the right customer-serviceoriented entrepreneurs to join the family. http://www.donatospizzafranchise.com/

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ex per t advice

Kyle Zagrodzky, President, OsteoStrong

How I Mastered the art of

Time Management

Every day, I get at least 100 emails. And the funny thing is that, in today’s society, receiving such a staggering number of electronic messages in a single day doesn’t even make me special.

when I talk to people about how they stay

Everyone I know is bombarded with messages, distractions, and demands on their time. We all have different ways of dealing with time management, but

is true. When you have a system in place,

Franchising USA

organized, I’m usually in awe of the way so many doesn’t really seem to have a

system. They just do their best and hope

for the best, and things don’t always work out.

I’ve always been more of a systems guy. I

like strategy and finding set ways of doing things that help my time and energy stay

structured and productive. Having a time

management system in place doesn’t make

my philosophy rigid, though. The opposite it’s even easier to see holes and try to keep improving, one step at a time, until you find something ideal for you.

Change the way you think of time management For me, productivity isn’t about robotically checking boxes and getting as much done as possible. It’s about finding more freedom. When I get things done and manage the chaos well, I actually buy myself more time to do other things— allow myself a creative outlet, develop a new idea, spend time with my family.

Time management isn’t about being perfect, it’s about corralling the insanity and making your way through the day intelligently so that you have room to breathe and time left to do more things that matter. That structure is a gateway to freedom.

Try things until you find what works for you There are lots of “time management experts” out there who will want to sell you on a particular system. This is best, that is best, do this, do that… But time management is personal. We each think in different ways, are most productive at certain times and under specific circumstances, and it’s silly to assign a single way of doing things to every single person and expect them to get the exact same results. Investigate different systems and see what’s most appealing to you. Then try one out and find out what actually works. If you hate the system, you won’t use it, and then you’re just wasting more time (and probably feeling frustrated or guilty on top of it).

Be patient, and don’t give up Telling people who are interested in time management to “be patient” sounds like an oxymoron. But it’s true. If you want to find a seriously ideal project management tool, you have to be willing to try a few out, and that will take some time. Ultimately, you are probably going to feel like you wasted time learning a system or two that you didn’t like in the end, but don’t feel down. That time isn’t truly wasted because it amounted to experiences that showed you things about yourself and how you ideally want to work. It’s not a waste if you learn something, and it’s not a waste if those lessons lead you to something that can improve the way you work. Once you settle on a system, it will take at least month to implement, so don’t give up!

What worked best for me, and why?

I’ve become a student of various time management systems, and believe me, there are plenty to look at. Web-based project management systems are abundant online; three of the highest rated and most commonly used are Basecamp, Asana, and Trello. I have used each extensively, but ultimately liked Trello the most. It was first suggested by a friend who said he became four times more productive when he started using it, which I thought

“Don’t be afraid to approach project management tools creatively…The system isn’t in concrete, it’s just a launch pad for how you want to use it.” sounded like a bit of a stretch. Then I figured if he became even 20 percent more productive, that was still a game changer.

Learn the secret sauce of how to use your system When I first checked out Trello, I set aside two whole hours to get to know the program inside and out. But after watching tutorials and cruising around, I couldn’t see what made it different from anything else. I called my friend and asked why he liked it so well, and he started explaining the tricks and tips that set it apart for him.

When he explained the way he used Trello, I was blown away. My friend’s way of using the tool was better, and it worked for me, too. Don’t be afraid to approach project management tools creatively, reach out to friends who like certain systems, and check out online forums where you can ask questions and find great ideas. The system isn’t in concrete, it’s just a launch pad for how you want to use it.

Kyle Zagrodzky is president of OsteoStrong, the health and wellness system with a focus on stronger bones, improved strength, and better balance in less than 10 minutes a week using

Kyle Zagrodzky

scientifically proven and patented osteogenic loading technology.

OsteoStrong introduced a new era in modern fitness and anti-aging in 2011 and has since helped thousands of clients between ages 8 and 98 improve strength, balance, endurance, and bone density. In 2014, the brand signed commitments with nine regional developers to launch 500 new locations across America. Today, the OsteoStrong brand is staying true to its growth towards a brand with global reach with the addition of more franchise sales and new regional developers. www.osteostrong.com

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pro fil e

M ora n Fa mil y of B ra nds

it’s a family thing With an estimated 265 million vehicles on the roads across the United States, the demand to keep cars in top performance has become a booming business. According to the Auto Care Association, the vehicle care business is one of the country’s most profitable industries, resulting in $328 billion annual sales volume.

The auto care industry also provides stable and consistent jobs to 4.3 million people.

Moran Family of Brands is one of the nation’s leading franchises of transmission and general automotive repair, and professionally installed accessory products. It has four distinct brands that specialize in a variety of automotive aftermarket and consumer services, from maintenance and repair to car accessories

Franchising USA

and the window film product. Moran has become a growing and thriving franchise by capitalizing on the continued demand for automotive care.

“Moran Family of Brands had a very successful and profitable year across all of our franchise locations,” said Peter Baldine, President of Moran Family of Brands. “We are in a great position to build on this success in 2016 by aggressively expanding our franchise reach while continuing to give our customers outstanding satisfaction and some of the top services in the market.”

Baldine said Moran Family of Brands generated over $55 million in system wide revenues in 2015. The company has signed franchise agreements for 26 new stores in the coming years, with plans for international franchise development.

Moran reached a master franchise agreement for the first Mr. Transmission store to open in Nigeria in 2016.

Here is a closer look at each of Moran’s brands:

Mr. Transmission: Mr. Transmission stores specialize in the repair and installation of transmission systems and drivetrain components of an automobile. Their services help increase vehicle longevity through custom transmission rebuilds and repairs that get customers back on the road quickly and efficiently. Mr. Transmission’s state-of-theart computer diagnostics equipment can quickly provide an assessment of a car’s condition while a trained technician will offer a recommendation for service.

Milex Complete Auto Care: For more than 45 years, Milex Complete Auto Care has been providing the highest quality expertise and service to customers across the United States. It offers a comprehensive selection of automotive repair and maintenance services, including oil changes, brake repair, heating and cooling systems and suspension repairs.

Milex partners with many local or national fleet operations to provide its vehicles with comprehensive maintenance and repair

“Moran has become a growing and thriving franchise by capitalizing on the continued demand for automotive care.”

service at one convenient location.

Milex’s automotive experts give their customers a one-stop shop to meet all of their vehicle repair needs by offering reliable and affordable solutions including expert diagnostics and drivability repairs.

Their franchisees continue to provide quality service to their customers during a time in which there is increased consumer demand and fewer dealerships available.

As such, they will continue to attract business and are put in a perfect position to succeed in the current climate of automotive services.

Alta Mere Automotive Outfitters: Alta Mere franchises offer a comprehensive selection of high-tech electronic accessories and installation options such as custom window tinting, remote starters and keyless entry systems, mobile video and audio components, GPS systems and paint protection services.

Alta Mere stores began a franchisewide rebrand in 2014, starting with a streamlined appearance for their showrooms. It features digital menu boards with video demonstrations and price guides for each of the products and services offered by the store. Alta Mere also introduced two new categories – paint protection and car accessories – while continuing to highlight franchise’s most popular product, the window tinting services.

The Alta Mere rebrand has seen immediate success through increased sales and customer feedback. The model store that began the showroom rebrand experienced a 15 percent increase in sales in the first year. New and existing Alta Mere franchises will incorporate the rebranding into their stores and will provide these additional services to their customers.

“We are extremely pleased with the results we have seen from our Alta Mere rebranding,” said Baldine. “Our first stores have experienced a dramatic increase in sales, and I think that will provide a proven blueprint for our other Alta Mere stores to follow in their success.”

SmartView Window Solutions: SmartView is the residential and commercial window film division of Alta Mere. SmartView offers several categories of high performance window film that range in varying levels of tint based on the customer’s needs. Window film installation is a growing industry, as more people are seeking eco-friendly and cost-saving options to reduce heat and UV exposure in buildings and homes.

Reflective film can reduce as much as 83% of the sun’s heat, and dramatically lower air conditioning costs, while blocking up to 99% of UV rays.

Moran also has 35 co-branded stores

that house 2-3 brands under one roof,

creating great expansion capabilities for its franchisees. Moran is dedicated to

creating customer experiences that result in satisfaction and loyalty. They are a

successful and rapidly growing franchise that operates mainly within an industry that sees a 3% growth each year.

Moran Family of Brands franchisees are ideally situated for a profitable business opportunity and long-term success. www.moranfamilyofbrands.com

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pro fil e

Page 15

ex per t advice

Kimberly Ellis, VP of Franchise Development, Snip-its

Redesigning without Losing Your

Brand’s Identity Whether it’s a business that needs to redesign part of its identity because of operational concerns, or because of the simple desire to keep up with changing times and create a more modern look, altering an integral part of the brand is never an easy task.

It’s a careful science that when done incorrectly, could change the future of that business forever. Throughout the process of a company redesign, the singular most important focus should be to stay true to recognizable and core branding elements that first built the company.

If you’re in the process of a redesign or beginning to consider the idea, the below guidelines will explain the steps in which to take first, what questions you should be asking, and how a redesign can benefit a growing brand. Take a look at the top reasons franchises like Snip-its, an innovative child-focused salon and entertainment concept founded in 1995, decided to make the big move towards a system-wide redesign.

1. Cost: Minimize the investment to increase the timeline to break even 2. Functionality: Design the space to deliver on the brand promise and improve the work environment 3. Modernization: Update technology to meet the evolving needs of the customer 4. Simplify: Reduce the timeline to develop custom-fit décor packages, based on site specifications

Keeping the Brand at the Forefront of Discussion First and foremost, maintaining branding that holds true to the core values of the business is key. Before starting a redesign project, it’s important to select designers who understand both your business and your brand. For example, Snip-its recently announced a salon redesign initiative that will significantly lower the investment costs for potential franchisees and prior to sourcing outside vendors, Snip-its went straight to the original designers for help.

That was a huge success point because these same designers created the branded characters and recognizable theme 20 years ago.

For businesses that don’t have that luxury, it’s important to understand first and foremost what the most important elements of your branding are. For Snip-its, it’s the one-of-a-kind characters that help walk kids through their salon experience (Snips, Curly Comb, Flyer Joe Dryer, etc.) and the welcome arch at the front of the salon. If you’re having trouble deciding what needs to stay and what needs to go, divide your team’s thoughts into two columns: • Decide what features of the brand are foundational • Determine what you need to accomplish in the redesign and how to do that by incorporating the answer(s) from above By following this brainstorm activity, you’re able to communicate to your designers what’s required of the redesign.

It’s like building a boundary for what they can do and what they cannot do.

For Snip-its, after defining core branding elements, we still knew something had to give because we needed additional retail

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“New franchisees are going to immediately implement the redesign but what about the franchisees that are already open? Planning ahead is key.” space, an improved buildout process, and a way to reduce salon maintenance costs. However, even though we needed to complete all of those initiatives in the redesign, we never touched or deviated away from our key branding features.

The Step-by-Step Process of a Redesign Once you’ve reflected on the brand and decided on goals for the redesign, it’s time to take this project to the next level. The first step is to engage with a select group of franchisees; it’s key in making sure that there’s an extra set of eyes keeping you from deviating away from core branding.

Keep in mind, these franchisees have bought into the brand and if corporate is implementing a redesign, they should be able to weigh in, give feedback and provide direction. It’s the franchisors decision to opt into a redesign as long as it’s meant to improve and enhance the business for the right reasons.

In order to compile a group of franchisees for input, start by asking for volunteers.

Enlist the first ten people who respond into a redesign committee. Craft a laundry list of questions to ask and hold monthly phone calls to discuss with members. This

way, franchisees have a direct hand in creating the new design that will be rolled out system-wide. Be prepared to discuss concerns seen in the workplace that you may not have thought of. For Snip-its, our committee discussions were just as much about updating technology in the salons as they were about updating the design.

At Snip-its, we call this “Snip-ification”, or the look and feel of our salon. A strong benefit of interacting with franchisees on this topic is revealing the ideas and desires of front-line operators.

the requirements a franchisor can place on franchisees, you won’t have much luck asking your current system to drop tens of thousands of dollars to update each of their salons to the new design. Additionally, most franchisors could not support an entire system update all at once. Your best bet is to give the franchisee the ability to upgrade slowly or retrofit their location in phases. Ultimately, there has to be brand consistency system-wide but the franchisor can collaborate with its franchisees to achieve that goal without creating contention. At Snip-its we have always tried to create a community collaboration and mutual value with our franchisees and that has served us well during this recent redesign process. To learn more about Snip-its salon redesign, please visit http:// www.snipitsfranchise.com/newsalondesign Kimberly Ellis is Vice President of Franchise Development for Snipits. Most recently, Ellis was a senior consultant with MSA Worldwide and provided existing and emerging franchisors expansion and system assessment, sales program development and management, and recruitment marketing strategy. With over 20 years of experience in franchising, Ellis also held executive positions in sales, marketing, and operations for both franchised and non-franchised hair care companies.

For more information about franchise opportunities, please visit www.snipitsfranchise.com.

The next step in the redesign process is to identify vendors that are in tune with the brand and have experience duplicating their support on a multi-unit level. It’s key to form a team of vendors that are able to work together and ultimately deliver a program that is seamless to the franchisee and can accelerate the opening process.

Rolling Out a Redesign SystemWide New franchisees are going to immediately implement the redesign but what about the franchisees that are already open?

Planning ahead is key. Unless your Franchise Disclosure Document outlines

Kimberly Ellis

Franchising USA

ex per t advice

Page 17

FOCUS

K ids I n Spor ts

Franchise dedicated to getting kids active says:

it’s a great time to climb on board With more parents realizing the benefits of getting their children active and away from the constant allure of their electronics, now is the perfect time for franchisees to make their move and open a Kids In Sports location, one of the franchise’s cofounders says.

Started in 1999 by business partners Michael Strutt and Kenneth Colon, Kids In Sports runs programs for children ages 12 months to 12 years.

“We do classes, we do camps, we do birthday parties,” Strutt said during a recent interview from New York City, where the franchise is headquartered.

“Our specialty is our multi-sport classes for young children where we teach the fundamentals of most major team sports.”

The business also has sport-specific classes for children who want a bit more of the competitive environment, plus after school programs.

Getting Started Kids In Sports started franchising about a year ago and currently has two franchisees; one who opened a location in November in Walpole, Massachusetts and one who is looking for their facility in New York City. That leaves virtually the entire country open for people who want to run their own business with a focus on children.

However, Strutt said, the franchise aims to grow strategically, starting along the east coast and spreading outward from there.

Generally, the two types of people Strutt envisions for franchisees is either an investor/business owner who likes the concept of providing sports programs for young children or a more hands-on type of franchisee who has a background in physical education or coaching and who wants to own and operate their own business.

Strutt’s own background is in physical education, as he taught Phys. Ed. at a private school for a few years and was also a personal trainer at a health club in New York where he met Colon.

Both were personal trainers and they both had backgrounds in training, teaching, coaching and each of them was a collegiate athlete, so they had similar outlooks on the importance of getting children active at an early age and teaching them the value of sportsmanship and teamwork through team sports. They developed their proprietary curriculum with an educated, structured approach that had culminated through their education and experiences.

And they certainly filled a void that became much more obvious once they opened shop.

“We started teaching just about 30 kids in a week and within a few years we were teaching over a thousand children per week,” Colon recalled.

Children need to see the value of being active at a young age, the co-founder said, and the younger that children learn things,

Franchising USA

“Hopefully we’re planting the seed that sports are great and they’ll want to play sports as they grow up and continue to be active and lead a healthy and active lifestyle.”

– Kenneth Colon, co-founder, Kids in Sports

the better they’ll be at them as they grow up.

“Hopefully we’re planting the seed that sports are great and they’ll want to play sports as they grow up and continue to be active and lead a healthy and active lifestyle,” he said.

The Kids In Sports Difference One difference that Colon points out that gives Kids In Sports an edge over the competition for consumers is they teach multiple sports at a young age. They don’t believe in just picking one sport too early. If children only play one sport, Strutt explained, they can risk injuries by overusing their muscles and joints in the same way all the time, plus they also burn out on just a single sport if they play it constantly.

“We believe in the multiple sport approach,” he said. “They’ll benefit from this later. When they become older and the time is right they can choose one sport if necessary.”

The franchise also tends to have a low ratio of coaches to children, meaning children get a lot of one-on-one time with the coaches.

On the franchising side, the business partners have developed an IT system

that virtually manages every aspect of the business, from online registration to scheduling to managing the franchise’s public website.

On top of that, Colon and Strutt have also developed sports equipment that is age appropriate for toddlers, not something that is easy to find.

“That’s definitely an added benefit and we pass this along to franchisees, as well,” he said.

And when franchisees come on board, Kids In Sports is still small enough that they’ll be getting trained by the owners themselves and be receiving support straight from the owners for curriculum, marketing, scheduling, staff training and finding a location.

Training is done for two weeks at the company headquarters in New York and then continued at the franchisee’s location.

The company’s Walpole franchisee Mike Brown certainly appreciates that he can so easily get in touch with the owners.

“One of the most important things I was looking for in a franchise was the amount

of support available to help me start up my business,” Brown said. “Kids In Sports has provided me with all the tools, training and guidance that I need to grow my business. Mike and Kenny are hands-on franchisors who were available when I had questions or needed advice.”

Brown called the training process extensive and said it’s helphoed him run his business and train his own staff.

Motivation With Kids In Sports being such a motivated company, now is an ideal time to join, Strutt said. As evidenced by the franchise’s success with its corporate location, parents are also finding that it’s worth it to spend money to ensure their children are active from a young age.

“Parents realize that they need to get their kids active and we fill a need there,” he said.

For entrepreneurs who like the idea of inspiring children to live healthy, active lifestyles, now is the time to make their move. www.kidsinsportsfranchising.com

Franchising USA

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Page 19

wo m en in franchising

M a r tha Jorda n & Cathy A mato

Martha Jordan & Cathy Amato How did you get your start as a SUBWAY franchisee?

MJ: I started working as a Subway Sandwich Artist Fall of 1985 as a part time job while in my senior year in High School. I quickly moved up to management roles and had my own restaurant within a year. Went onto work for the South Central Texas Subway Development Agent as an Office Manager and took every opportunity to learn about the business to include leasing, marketing, construction, and operations. As a result, I became Director of Operations of a region that now has 492 restaurants. I’ve held this position for the last 27 years. In this interim I purchased my first two Subways with current business partner Rick Riley in 1990. In 1992 Cathy Amato became our business partner. We have a great working partnership that grew into a wonderful long life friendship. Now we own 60+ restaurants together.

CA: I started with Jack in the Box as an Assistant Manager, and later worked together with Rick Riley as Jack in the Box managers. He left in the early 80’s and became a Subway franchisee and then Development Agent. We kept in touch and 10 years later, I joined the Subway brand.

“SUBWAY is 100% franchised. Everything is about the franchisee and their success. If the franchisee is not successful, there is no Subway.”

- Cathy Amato, Subway Franchisee

Franchising USA

What are the biggest challenges facing women in franchising?

CA: Especially in the early 90’s, men still dominated as business owners and it was harder to be considered for the same opportunities. Today, it is much easier as more and more women have proven themselves as business owners.

The franchise model and the restaurant industry are a great fit for women entrepreneurs. It also helps to have a good friend (Rick) who doesn’t have any biases in the industry.

What is your advice for women looking into franchising?

MJ: Do your homework. Educate yourself on what it takes to open and operate a business. Don’t solely rely on the Franchisor’s information. Call Franchisees in that company and ask them how they feel about the company. What are the pros & cons of the company you are researching? Does the Franchisor have the tools (operational and financial) in place that will set you up for success?

CA: Make sure the franchisor understands the franchise business and the franchisee is the priority. After exposure to other franchise organizations, I have found franchisee profitability and success are a minor priority when compared to their other business objectives. With Subway, the franchisee is King.

What are you up to these days?

MJ: On the business side, continuing to grow our company with our team who

“All SUBWAY restaurants are owned by the Franchisees. Therefore the company really wants the Franchisee to be successful. We depend on each other just like family.”

- Martha Jordan, Subway Franchisee have contributed to our success. On the personal side, making sure I make time to enjoy my personal life outside of work.

I love to travel with my husband (Jeff), family and friends to experience different cultures through their food and wine.

Especially wine.

CA: Continuing to grow our Subway business (will open 7 restaurants in 2015) and develop our management team to take us to the next level. We are staring to develop our own real estate, with Subway being a part of a retail center or a free standing building. Rick Riley, Charlie Amato, and I recently opened our own casual dining concept in San Antonio called Embers Wood Fired Grill and Bar in the last couple months. With this endeavor, I really learned how hard it is to develop a restaurant from the ground up.

What trends are you noticing in the QSR and franchising industries?

MJ: Consumer demands have changed.

What used to mean Fresh & Healthy when I started with the company is defined differently today. Consumers want food to be all natural which means

GMO & antibiotic free. I’m pleased that our company, has taken steps to remove antibiotics from our meat products.

CA: QSR is harder. Health care reform and minimum wage pressure continue to erode our bottom line. It is critical to be able to compete with the competition on buying power and strength of advertising that only large numbers of locations can provide. In addition, Subway is moving forward aggressively to source the best and real ingredients in the marketplace. Our brand integrity will continue to be that eating at Subway is good for you.

What separates SUBWAY from other franchisees?

MJ: It’s a family. All SUBWAY restaurants are owned by the Franchisees.

Therefore the company really wants the Franchisee to be successful. We depend on each other just like family.

CA: SUBWAY is 100% franchised.

Everything is about the franchisee and their success. If the franchisee is not successful, there is no Subway. There is also no larger franchise organization in the world. www.subway.com

Franchising USA

wo m en in franchising

Page 21

hav e your say

A A MCO

Employee Training:

Investing in the Future of Your Business and Your Team

“An investment in knowledge pays the best interest.” Benjamin Franklin penned this famous quote over 250 years ago and it still rings true today.

Employees are the greatest asset to any business and today’s successful organizations recognize the value of investing in their training. While many businesses still see training as an optional expense, there is significant research contradicting this notion. Employees who receive training and development are able

Franchising USA

to identify their long-term career path and goals. These employees have higher morale and job satisfaction and stay with the organization longer. Additionally, the business benefits from higher sales and greater customer satisfaction, as these employees are more productive and provide better customer service.

At AAMCO we believe in the value of training employees and have made a significant investment in this initiative with AAMCO University, a state-of-theart facility located in Newnan, Georgia. In addition to the brick-and-mortar location, “AAMCO U” offers online courses and conducts in-market training seminars.

AAMCO University and our dedication to training is just one component of our

long-term growth strategy. For more than 52 years, we have been a legacy brand known as the leader in transmission repair and total car care, and believe that our employee and franchisee training through “AAMCO U” and our online learning management system will keep us at the top of the category, while also expanding our area of expertise to total car care.

AAMCO University offers a wide range of programs through four schools: Technical Excellence, Management, Franchise Ownership, and Franchise Support. Our technicians are at the heart of our organization, and we have created a technical curriculum designed to reward proficiency and achievement in entry level modules as part of a path toward more

“To remain at the forefront of any industry, do not forget the most important constant of all: a lasting commitment to excellence in every phase of performance and customer satisfaction.”

advanced technical status, such as a master technician. Career paths are designed to advance general technicians into certified technician, master diagnostician, and even master rebuilder roles. With each course the technical expands their skills and knowledge, making them a valuable asset to the organization.

AAMCO University not only gives attendees new tools to “sharpen the saw” in their daily work environment, but also ongoing opportunities for career development. Our management career paths offer successful customer service managers the opportunity to train for general manager positions, franchise, and eventual multi-franchise ownership. For our center owners, there are more than 250

hours of training, as well as more than 300 online courses focused on comprehensive business ownership principles and procedural applications. Each independent AAMCO franchisee is positioned to be a leader in their community and industry with an eye on establishing, developing and growing steady income and long-term business value for every location. We recently celebrated the first graduates of AAMCO University’s School of Franchise Ownership, with nearly 10 franchise owners successfully completing our newly expanded curriculum, and have continued to enroll both new and existing owners into the program.

This commitment to training and investing in our technicians, managers, and franchisees can be seen, touched and experienced at AAMCO University, where we provide ongoing training and support.

Traditional classroom courses are held in an auditorium, and specialized technical courses are taught in a full-service auto shop located on campus.

Our training facility is highly connected.

Utilizing advanced video and recording technology, we are able to offer over 300 interactive courses live or on-demand via

an online learning management system.

This allows us to record detailed, handson “how to” videos for the thousands of employees that may not be able to attend a class at any given time. Additionally, AAMCO partners with vendors to offer in-market expert training for employees at all levels of the organization.

The fourth school, the school of Franchise Support, is just as important as the first three, because it trains the team that supports our center owners. Focused on topics of brand excellence, career paths and our company culture, this training is vital in building current and future leaders.

Growth does not happen without investment, and this investment in education and training is helping AAMCO fuel franchise development. Our brand is targeting cities across the U.S., including Chicago, Philadelphia, Los Angeles, San Francisco, Washington, D.C., among others.

Many people believe the only thing constant is change. There is truth to that principle in the auto industry, where waves of changing technology and style continue to revamp the automobile. To remain at the forefront of any industry, do not forget the most important constant of all: a lasting commitment to excellence in every phase of performance and customer satisfaction.

That’s an investment you can take to the bank. www.aamcouniversity.com

Franchising USA

hav e your say

Page 23

question time

Dara Maleki, Founder, The Pizza Press

with Dara Malek What is your professional background?

Before I founded The Pizza Press, I worked in international business. I’ve worked in markets all across the globe from Australia to South America.

Why did you start franchising The Pizza Press?

I initially thought of franchising The

Pizza Press as a growth strategy. There are multiple ways to grow businesses, and each way comes with advantages and disadvantages. This was a model

that I grew to be familiar with and it was something that I was always interested in. The original Anaheim location was successful right off the bat, which encouraged me to take the risk and turn our brand into a franchise. We realized it would be beneficial for our business and a great opportunity to grow the branding while also sharing the great success that we had.

Where do you see The Pizza Press in the next five years?

What we are doing is laying the groundwork for the next big trend in the restaurant industry. Fast-casual, buildyour-own-style restaurants are popping up

“For those who are looking to get involved in franchising, my advice would be to make sure you fit the culture.�

Franchising USA

ki

“I motivate my franchisees by helping them create a plan, and helping them understand how to overcome challenges.” just about everywhere. In five years, I plan to have over 500 Pizza Press locations all over the US.

What is your advice for those exploring franchise opportunities?

For those who are looking to get involved in franchising, my advice would be to make sure you fit the culture, and even more importantly, have the support systems you need from the business.

Opening a franchise means you become a business partner with your franchisor; your goals and their goals have to line up, or else there is absolutely no way the company is going to be a success. It takes a great team to build something as big as a franchise.

How do you motivate your franchisees?

I motivate my franchisees by helping them create a plan, and helping them understand how to overcome challenges. If there’s a plan in front of them with specific goals set, they will know where they stand with each day that passes. This will also help them stay more involved in the business, as opposed to just taking a look at the numbers every once in a while and solely going off of that. I also act as a backbone for them whenever they are in need of support. This helps build their confidence, and people that feel confident are more motivated to strive for the best!

Do you have any hobbies or interests?

I really enjoy traveling and emerging myself in different cultures – I find that very exciting. I love to learn about different types of people, which actually ties back into my business because it helps me better understand my franchisees, since everyone comes from a different background and culture. www.thepizzapress.com/franchising

Franchising USA

question time

Page 25

FOCUS

W ineS t y les Tasting S tation

Iowa-based Franchise

Aims to Bring Whole New Experience to Wine Retail While the grocery store may be the place most people think of when they want to purchase wine, one Iowa-based franchise wants to bring a little style to the process.

The appropriately named WineStyles Tasting Station, co-owned by Andrea and Bryan McGinness, has been running since 2002, but the couple has only owned it since 2012.

WineStyles franchisee themselves, Andrea and Bryan opened their first location in 2006 and worked their way up to Area Developers for Iowa and Illinois before buying the company from the founder six years later and moving the headquarters to West Des Moines.

“We’ve spent the last few years, restructuring, rebranding, firming up our foundations and refocusing our efforts and now we’re ready to sell more franchises,” Andrea said during a recent interview from the franchise’s corporate office.

While the main focus of WineStyles Tasting Station is wine retail, the couple has expanded what it offers and now features a wine bar that serves not only wine, but craft beer, gourmet cheese, artisan chocolate and even light food.

So far, WineStyles Tasting Station has

Franchising USA

more than 20 stores in nine different states that stretch from Alaska to Florida with a new store set to open in January.

Although the franchise is far reaching, its core remains in the Midwest with five stores in Iowa, five stores in Texas, and significant presence in Illinois, Nebraska and Virginia.

“We want to expand organically from our core in the Midwest,” Andrea said.

This strategic approach to expansion is because logistically, they want to be able to easily access their franchisees and expand further in areas where they already have area developers in place, as they rely on their area developers to be mentors to new franchisees.

The couple is willing to look at other areas for expansion, Andrea said. The brand offers area developer franchise opportunities in exclusive territories outside of the Midwest.

“We’re really looking at quality versus quantity,” Bryan added. “Slow and steady wins the race is our mantra here. We’re not

looking to open a hundred stores a year, we’re looking at a slow, steady open rate.”

Wine Appreciators Wanted Business acumen, entrepreneurial spirit and the ability to follow a system are the criteria the couple is looking for in franchisees, as well as someone who knows about wine and craft beer and is eager to learn as much as they can about it.

“Customers are pretty savvy and when they come into our stores, they expect great service, so you need to have a little bit of wine knowledge,” Andrea said.

“Even if you don’t know everything there is to know about the wine industry, you do have to enjoy it and want to learn more.”

The McGinnesses said WineStyles Tasting Station fulfills a couple of needs for people, those being a place to purchase wine and also a place where they can sit down and enjoy wine and beer in a pleasant environment.

“Wine can be an intimidating buying experience when you go into a grocery store or a big box store,” Bryan noted.

“We try to demystify the wine buying experience by setting up our stores by style.”

Each WineStyles Tasting Station offers three different styles of white and three different styles of red wines. They also group their craft beer together by styles and offer recommendations for pairing the different wines and beers with the cheeses and chocolates they sell.

On top of that, WineStyles Tasting Station aims to keep the wine buying experience as affordable as possible for its customers, as the majority of wines offered retail for under $30. However, the stores also offer an ‘If You Insist’ section for those who prefer to spend more than $30 for a bottle.

In addition to one-on-one customer service, one of the best parts of running a WineStyles Tasting Station, Bryan said, is proving to customers that you do not have to spend a fortune on a nice bottle of wine.

The WineStyles Tasting Station Difference What WineStyles Tasting Station offers customers that they cannot find elsewhere when purchasing wine is the warm environment. In drastic contrast to the grocery store where people often go to buy their wine, WineStyles Tasting Station looks like an old-world wine cellar and invites guests in with its warmth and charm to sit down and enjoy a drink and a bite to eat.

Andrea described it as a hybrid between a wine retailer and a wine bar.

“You don’t feel like you’re walking into a grocery store to buy a bottle of wine or beer or cheese,” she commented.

Getting Started When franchisees first open their stores, they spend a week taking hands-on training in the West Des Moines corporate location. In addition, WineStyles Tasting

Station has monthly conference calls, and an annual convention where franchisees can connect with each other and share ideas. The convention is usually held in wine country where they visit different wineries, breweries and creameries.

Franchisees continue their education through various programs offered by WineStyles Tasting Station and have access to ongoing marketing, IT, and operational support, along with having a training and communications team at their disposal.

A major feature for franchisees is WineStyles Tasting Station’s in-house legal council, as they advise franchisees about the various liquor laws from state to state.

The WineStyles Tasting Station team creates various streamlined, educational programs such as tastings or winery and brewery spotlights for customers, working with Master of Wine and Master Sommelier Doug Frost, so franchisees can easily replicate them at their own stores.

“We hand over a turnkey ‘event-in-a-box,’ so to speak, so that our franchisees are able to execute successful in-store events for their customers,” Andrea said.

With a formula for strong business growth in place, all the Midwest franchise needs now is entrepreneurs who are ready to work that formula, preferably entrepreneurs with a little style. www.winefranchise.com

Franchising USA

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Page 27

The Interface Financial Group The Interface Financial Group The Interface Financial Group

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Page 29

Veterans in Franchising january 2016

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V eterans in F ranchisin g S u pplement jan u ary 2 0 1 6 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents Cover Story

News & Expert Advice

32 PestMaster Services: Pest Control

Franchise Offers Great Opportunity for

Veterans

34 Six Tips to Consider Before Going into

Business with Family Heidi Morrissey, VP of Marketing and Sales,

Franchisor in Depth 40 WIN Home Inspection

Kitchen Tune-Up

36 Bitcoins for Franchises? What’s next?

Jim Mingey, Founder and Managing Director,

Veterans Business Services (VBS)

38

Small Business Impact: Understanding Your Life Theme Can Help You Keep Resolutions

Darcella K. Craven, Executive Director, Veterans Business Resource Center

Franchising USA

V e t erans in Franchising

C over S tor y - pestmast er

Pest control franchise offers great opportunity for veterans Control Technology magazine, now has 30 locations — three corporate and 27 franchise — spread throughout 13 states that stretch from California to New York.

The company performs Health Related Pest Control, pest control for Utility and Railroads, as well as Structural Pest Control for buildings.

While the company has long-since established itself as a solid way for entrepreneurs to launch their own businesses, things didn’t start out that way.

“I started it in my garage,” founder and president Jeff Van Diepen recalled during a recent interview from his home in Reno, NV.

Thanks to a solid franchising system and its experience procuring government contracts specifically set aside for small business and veteran-owned businesses, one national pest control company is giving veterans plenty of opportunity to own their own successful business.

Started in 1979 in the small town of Bishop, CA, Pestmaster Services, a pest control company that has been ranked in the top 100 in the country by Pest

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Pestmaster was started with no grand plans of expansion or launching the careers of like-minded entrepreneurs. Instead, it was started so Van Diepen could provide for his family and better himself. His original prognosis for the company was that he might be able to grow it to the point where he could hire an employee.

That modest outlook has since been blown away, with Van Diepen having 20 employees under him now. And he wants to share that success with others.

A Nice Nest Egg Van Diepen doesn’t just want his franchisees to have successful businesses.

His goal for franchisees is much longer-term than that; he wants to help franchisees develop their equity.

The Pestmaster founder sold six locations in 2012 to a major pest control company — a multi-million-dollar deal that set

him up for life — and he wants others to be able to have that same luxury. And right now is the perfect time to do it, as Van Diepen said a handful of major pest control companies are snapping up smaller pest control businesses left and right so they can expand their footprint. This leaves anyone with a small pest control business in an enviable position.

As an example, Van Diepen pointed to a franchisee in Kingston, NY, a veteran who has a contract with the West Point Military Academy. After 15 years, that franchisee’s business was recently appraised at $2 million.

“It’s a pretty nice nest egg that veterans can anticipate growing over a period of time,” Van Diepen said.

Veterans are an especially good fit for Pestmaster, which has been franchising since 1992, because of government “set aside” contracts. These contracts are ones the federal government sets aside for small businesses, veteran-owned businesses and service-disabled veteran-owned businesses. This means many lucrative pest control contracts are out of the reach of the major pest control companies and can be picked up by Pestmaster franchisees, like the one at West Point.

“The real ‘sweet spot’ of our business model is being able to have a national footprint, with a consistent brand and ‘green’ program that cannot be duplicated by a ‘mom and pop’ pest control company, while at the same time, is insulated from competition by the large pest control companies like Terminix, Orkin, Ecolab, Rentokil,” Van Diepen said.

“Less toxic was always better and that’s continued to steer the decisions we make as a company 37 years later because we’re striving now to utilize materials that are essentially nontoxic.” - Jeff Van Diepen, founder and president, Pestmaster

A small business is defined in the federal arena for pest control business as $11 million, Van Diepen explained. The big guys are doing sales up to $1.5 billion, so they are disqualified from playing in Pestmaster’s “sweet spot.”

Pestmaster Services also happens to be a General Services Administrations (GSA) contractor, only one of 70 pest control companies that are on the federal supply schedule with the GSA. When the GSA has a contract, they’ll put out an e-buy, Van Diepen explained. Only the 70 pest control companies that are associated with the GSA will be able to bid on that contract and when Pestmaster is notified of a new available contract, it pushes those GSA contracts out to franchisees to bid on.

Another thing that makes veterans ideal for Pestmaster franchising, the company founder said, is that their skill sets are often complementary to the franchising model, with set systems and protocols to follow.

Once they understand the system, he noted, they are usually successful working within that system.

And Pestmaster helps them master the system as quickly as possible, with a week of training when they come on board in Reno, NV and then one more week of training at the franchisee’s home territory.

Following that, there are three two-day

training meetings per year that keep their skills fresh.

Pestmaster also provides marketing support and discounts to veterans, plus it’s a business that can be run out of a home for the first few years until it gets established.

Franchisees need not be in major markets to make it work either.

“Even in a town of 15,000 people, it was a successful model,” Van Diepen stated.

Green Solutions

about pesticides in the environment and as he grew his business, he remained aware of the pesticides he chose.

“Less toxic was always better and that’s continued to steer the decisions we make as a company 37 years later because we’re striving now to utilize materials that are essentially non-toxic,” he said.

The menu of services Pestmaster provides is broad and they are meant to be reoccurring, which is good for franchise owners.

Pestmaster puts an emphasis on green strategies and non-toxic solutions to pest control, something residential, commercial and institutional customers appreciate.

Between contracts that are only available to them and a franchise that aims to help them grow not only their business but their equity, veterans have a superb opportunity waiting for them at Pestmaster.

Van Diepen said he was always concerned

www.pestmaster.com

Franchising USA

V e t erans in Franchising

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V e t erans in Franchising

Heidi Morrissey, Vice & President of Marketing and Sales at Kitchen Tune-Up Jim Mingey, Founder Managing Director, VBS’

Six Tips to Consider Before Going into

Business with Family “One major key to success with the family business is knowing when you should seek outside expertise.” about working effectively with family members.

Here are six tips to consider before going into business with relatives:

1

Define specific roles Family businesses can often

Heidi Morrissey

Not everyone can go into business with members of their family. Consultants call this the rule of thirds: only about a third of businesses make it to a second generation, a third of those live to see a third generation, and on and on. This said, there is no shortage of familyrun businesses on the Fortune 500 list.

As an executive at a successful, nearly 30-year-old family-owned and family-run business – one where the founder is also my father – I have learned a thing or two

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begin and evolve organically with little discussion on specific roles. However, it’s important to outline individual

responsibilities in the business. During

your strategic planning meetings, discuss your strengths and set expectations for

who will handle each part of the business.

You may want to write classic job

descriptions so you have something on paper that clearly defines each role.

2

Planning is everything Every business must do strategic

planning when laying the groundwork

- and a family business is no different.

Take time to discuss systems and long-

term planning, but avoid the temptation

to do so around the dinner table. Instead, set up formal meetings and draft official documents. Set individual expectations

and define specific roles. The strategy plan

set by individuals within a family can form a powerful vision for the future, which will guide the business forward.

3

Work to meet the bottom line

When a family business is in financial trouble, the line between family and business is easily blurred. Make sure every member of the team is clear on the objectives and how to track them. You can work toward this by regularly sharing and analyzing financial data - make it part of your daily update meetings as well as long-term strategic discussions. Also, coming prepared to all meetings with specific, pre-planned agendas will help keep your meetings on track.

Another key component to meeting the bottom line is setting standards for vacations and time off – and sticking to them. Although the entire family may be going on a vacation for spring break, who is going to hold down the fort? It’s important to always keep your business objectives in mind, even when planning vacations.

Lastly, make long-term planning part of the day-to-day conversation. Not only do you need to focus on the present, you should always be planning for the future, which includes discussion on succession.

4

Focus on productive communication

It’s amazing the number of things that can be lost in translation within internal

communications in any business, let alone a family business. You may think you have such a close rapport that you understand exactly what your relative means, but it’s possible you are on opposite sides of the spectrum.

public relations practitioners, human resources consultants or individual counselors.

beginning for us. We are taking the vision my father had when we started the company to the next level.

Also keep in mind that time in the office should focus on business discussions, not personal issues. Although you may work with family, it’s best to keep a solid line between family and business discussions.

As aforementioned with setting up strategic planning meetings at the office - not at the dinner table - the opposite applies for discussing personal matters at the office.

6

Although succession planning is important, avoid letting it completely overwhelm you and dominate the daily management conversation. If you feel that your family business will last through several generations, carefully and sensitively consider your options. Evaluate each person’s top skills and how you can groom them to learn everything else. The process is successful if you keep an open mind.

Heidi Morrissey joined Kitchen TuneUp, a family-owned kitchen and bath remodeling company with 170 locations nationwide, in May of 2003 at the urging of her father and Kitchen Tune-Up founder, Dave Haglund.

During her tenure, she has helped the company undergo a full rebranding and activated the National Advertising Fund. Heidi has significantly grown the sales and marketing departments, allowing her to get out of the day-to-day tasks and concentrate on growing and strengthening the Kitchen Tune-Up system.

5

Hire outside consultants

One major key to success with the family business is knowing when you should seek outside expertise. There are several periods when consultants can significantly impact business practices, such as during growth, longterm succession planning, or if you are experiencing unresolved conflict. This may include an outside board of directors,

Avoid letting succession stress overwhelm you

These tips will help ensure that your family business is productive, successful and long lasting. It’s a significant source of pride to work for the family business. Not only do I genuinely like my coworkers, but there is also a common sense of trust, values and a true caring. I have worked side-by-side with my family members for more than 10 years with zero plans of slowing down. In fact, it is just the

After working with the Home Office for more than a decade, Heidi interacts constantly with each individual franchise partner, all of whom she knows by name. Heidi is passionate about bringing an outstanding level of assistance and guidance to each franchise owner. www.kitchentuneup.com

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V e t erans in Franchising

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V e t erans in Franchising

Jim Mingey, Founder Founder& &Managing ManagingDirector, Director,VBS’ VBS

Happy New Year!

A new financing tool expected for Veterans Seeking Franchises in 2016

Bitcoins for Franchises?

Over the past three years Veterans Business Services (VBS) has taken a comprehensive approach to supporting Veterans interested in franchising. We have spoken with thousands of Veterans interested in starting a franchise or a small business.

VBS has partnered with educational institutions and organizations which support Veterans and our goal is to provide comprehensive business services which accelerate the franchise acquisition process. And we’re now very excited about new ways to finance franchise opportunities for Veterans that will become reality in 2016.

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“More Veterans will now be able to meet the criteria franchisors utilize to evaluate whether they are a good candidate financially.”

After interviewing many Veterans in

the past we realized very quickly that

access to capital was usually the biggest roadblock for most Veterans. All the

franchisors who market their franchises on our business marketing platform

have to provide incentives specific for Veterans. Some of the franchisors we

represent provide unique competitions and

franchise give-a-way programs. Some even wave the initial franchise fee based on

performance markers but these franchisors are few and far between. Also rare so far are franchisors which provide Veterans

methods to access equity investments from the general investing public for a franchise acquisition.

Crowdfunding expected to explode in 2016 In the next 60 days the Securities and Exchange Commission (SEC) will consider and adopt final rules that would allow the offer and sale of securities through crowdfunding. The recommended rules would give small businesses an additional avenue to raise capital and provide investors with important protections. If adopted, this would complete the Commission’s major rulemaking mandated under the JOBS Act. Subject to some restrictions, the new rules will permit a company to raise a maximum aggregate amount of $1 million through crowdfunding offerings

“Veterans can use Chroma.fund to create their own ChromaCoins™ to help finance a franchise acquisition. And State and local crowdfunding sources can help a Veteran get started right now.”

in a 12-month period. The new rules for crowdfunding investments, including an investment for a franchise acquisition, will become effective in May 2016.

VBS expects to channel thousands of new leads to our franchise partners who can now be more responsive to the Veterans. VBS can now provide more finance solutions for franchise acquisition goals. More Veterans will now be able to meet the criteria franchisors utilize to evaluate whether they are a good candidate financially.

So what’s a Bitcoin and how can I use it?

Some crowdfunding platforms are already available on a State level. For instance Chroma.fund is an investment crowdfunding platform that allows anyone in Oregon to make investments in local businesses. Think of it as a local market for stocks and bonds. But unlike Wall St. investments, people don’t need a broker to invest in businesses. For investors using Chroma.fund, just a credit or debit card is all that’s required. Chroma even offers limited edition virtual coins that are impossible to counterfeit. Investors purchase ChromaCoins™ with US dollars, but instead of receiving a paper stock certificate, they’re issued a ChromaCoin™ a tiny fraction of a single Bitcoin, worth

less than a penny. This ChromaCoin™ can serve as a counterfeit-proof record of ownership of the stocks and bonds purchased on Chroma.fund for local or regional franchises. Chroma.fund is the nation’s first Bitcoin blockchain-enabled investment crowdfunding platform.

Veterans can use Chroma.fund to create their own ChromaCoins™ to help finance a franchise acquisition. And State and local crowdfunding sources can help a Veteran get started right now.

When starting any business you need to be able to finance the entire amount of the opportunity which requires you to have good credit and equity capital to secure a loan. VBS currently has partners with financial organizations which convert 401K funds, finance experts who provide guidance on securing a loan, and microlenders to gain access to more capital.

In 2016 we will begin helping Veterans access equity as well. VBS would like to extend its continued support to Veterans interested in franchising and we hope you visit our website at www. veteransbusinessservices.us to learn more about franchise opportunities, business resources, and educational programs which can support your learning process.

VBS will be helping Veteran with crowdfunding & bitcoins in 2016. Have a great New Year and come talk to us if you want the best deal and advice when buying a franchise.

James Mingey

VBS’ Founder and Managing Director, Jim Mingey, is a decorated Vietnam Veteran raised from a proud military background. An entrepreneur for more than 35 years, Jim can relate on a personal level to the needs of the veteran small businessperson, and possesses the practical knowledge to implement his experience in today’s market. Jim participated in the EBV Program at Purdue University, is a graduate and former instructor at Boots to Business, is a mentor at American Corporate Partners, developed the first approved franchise training program for the Vocational Rehabilitation and Employment (VR&E) Program at Veterans Administration, and was instrumental in forming the first equity fund in the United States, The Veterans Opportunity Fund, exclusively for veteran owned small businesses and franchises. www.VeteransBusinessServices.us

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V e t erans in Franchising

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V e t erans in Franchising

Darcella K. Craven, Business Resource Jim Mingey, FounderVeterans & Managing Director, VBS’Center

Journal Activity #1

Small Business Impact:

Understanding Your Life Theme Can Help You Keep Resolutions It is the beginning of the year and many of us have embarked on the tradition of reviewing our lives over the last 12 months and making a decision to do something, say something or be something better or different.

We are excited about the opportunity to start again in this New Year and by March (or maybe some are more disciplined by August) we throw those resolutions out and decide to try again next January.

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Creating resolutions is a strong and solid activity and it has a place. The act of thinking through what we want to accomplish is an excellent tool for helping us to accomplish things in our lives.

Unfortunately, many of us set ourselves up for failure by not making sure that our resolutions match what we value. We propose, instead of making promises to yourself and others about what you want to do for next year, get a better understanding of what you value so you can create and keep meaningful resolutions through the year that will impact you and your small business.

We can almost see your mouth turned up and eyes rolling. Military types are not trained to be concerned with the softer skills that are necessary to make it in

small business. Most of our training is about learning tangible skills, strategy and goal setting. Not many times in our careers have we been asked to describe the theme of the goal? Mostly the question is “what outcome do you want?� and that is generally a reference to the produced product, service or activity. So what is a life theme? Simply put, life themes reflect what you value. It is the words and ideas that drive you forward, give meaning to your life and inspire you to do something.

Small business owners sometimes forget that the best way to ensure success in a business is to ensure they know who they are and what they value. You forget that you are a part of the wheel that is the company and if you are not doing well, the entire company can fail. It is extremely

“Simply put, life themes reflect what you value.

It is the words and ideas that drive you forward, give meaning to your life and inspire you to do something.” important that you know who you are, what you want and what is important to you in order for you to understand how you contribute to the business and pivot when necessary. You can lose sight of why you went into business in the first place if you do not check in with yourself once a year. Completing this “life theme” activity will help you maintain focus, ensure you are producing what is needed for the company and staying true to you.

Your plan does not need to be long – 3 to 4 pages tops. Here is an activity that you can complete to discover what your life theme is.

Exercise 1: Reflect on what you want people to say about you when you retire.

Imagine you are at your retirement party.

Who is in the room, where is it located and who is giving your going away speech?

Perhaps you want to be seen as someone who is community minded and civically engaged. Or you prefer to be thought of as business savvy and quick witted. Make this picture clear in your mind. This is will help you later in this exercise.

Exercise 2: Review and label the items you possess.

Take time and go through your home, car, and office. Gather up your DVDs, pictures, books and trinkets from each room and put them in one spot. Ask yourself: “What is the first word that comes to your mind when you see an item or group of items?” For example, the many law books in your library can be labeled “justice”. The pots, pans, cooking items can be labeled “comfort”, “celebration” or “health”. The collection of smiley faces can be labeled “joy”. Do this for each group you gathered. No more than 2 hours.

Exercise 3: Look at the other places in your life for the identified themes from exercise one?

Do you see these same patterns in other areas of your life such as the slogan on t-shirts, Pinterest pictures, blog post you view or a wall calendar you really like? Look at the activities you do. Do you always make it to the Veteran’s day parade? Do you watch a particular show or DVR it to ensure you can watch it later? Are there causes or conversations you have where you are clearly passionate about the subject? Do not shy away from conversations where you were angry or sad. Your life theme may be hidden away in a difficult interaction. Put these items under the labels you have created above or create new ones. Example: You watch every Law and Order episode made. That might fall under “justice.”

Once you have completed this exercise, compare what you wanted your reflection (Exercise 1) to be to the value labels you created. Do they match or are the things that you are collecting, reading and engaging in conflicting with this desired reflection? The themes you are displaying in your life now, will get you to a reflection that you may not want. This is the perfect time to begin to pivot in order to ensure that what you want people to remember about you is reflected in the values that you are following.

Exercise 4: Write your life theme and your reflection: Example: If you notice you have an abundance of items in law and joy. You might write a theme such as: My life theme is to keep justice and humor in the world. When people think of me I want them to smile and think about how honest I was with them.

Darcella K. Craven

This process can take several days (no more than two weeks) and might be challenging. That is good. It should be a significant task as it will help you to stick to your resolutions that you created because they are in alignment with what you value. This will help you make decisions in your small business as well.

In another article we will discuss how to begin to integrate these themes into your small business decisions.

LOOK OUT FOR JOURNAL EXERCISE #2 IN NEXT MONTH’S ISSUE Darcella K Craven has over 20 years of experience in corporate, government, non-profit and military organizations.

She is currently the Executive Director of the Veterans Business Resource Center, a non-profit organization dedicated to assisting Honorably Discharged Veterans, National Guard and Reservist and Active Duty personnel and their families with transitioning back into civilian life with starting and expanding businesses.

An Army Veteran, she holds a Masters of Arts in Management from Webster University and is currently pursuing her Doctors of Management focusing on impact of military experience on small business decision making. Darcella has been featured in numerous articles for her transition from the military and the welfare system to an accomplished business woman and is actively involved in many civic organizations. www.vetbiz.com

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V e t erans in Franchising

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V e t erans in Franchising

W in H ome I nsp ection

One-Fourth of WIN Home Inspection Franchise Owners Are Veterans Discipline, multi-tasking skills, the ability to implement proven systems and form respectful relationships make vets ideal WIN Home Inspection franchisees.

Armed with discipline, multi-tasking skills, the ability to implement proven procedures and the desire to help potential home buyers, veterans James Price and Dennis Lochard are successful WIN Home Inspection franchise owners.

Price, 28, was not surprised to hear that WIN was one of the best franchises for veterans.

“I think a WIN franchise works for veterans because we have the discipline to follow procedures,” said Price, who has had his franchise in Lubbock, Texas, since March 2012. He opened another in Austin, Texas. “It came naturally to me.”

“The core makeup of veterans has proven to be a perfect fit with the WIN Home Inspection brand,” said WIN President Steve Wadlington. “Their inherent comfort in following a plan, the ability to execute it with strong discipline, and their servant’s heart for delivering true value to customers all work together to give them a competitive edge. WIN business owners help home buyers, home sellers and real estate professionals clearly understand the functional value of a home, and our veterans stand tall in the consistency and professionalism they deliver.”

WIN Home Inspection is one of the

Strategic-Partner James Price on the job at his franchise in Lubbock, Texas.

In business since 2001, StrategicPartner Dennis Lochard has a franchise in Twin Peaks, Colorado.

His brother, Jim, runs another location in Fort Collins, Colorado.

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fastest-growing home inspection franchises in the country, and it is ranked as a top franchise opportunity

by Entrepreneur magazine, Franchise Business Review and by G.I. Jobs. WIN stands apart from competitors by offering a consistent, professional home inspection service that home buyers appreciate and real estate agents respect. Training, technology and marketing support help franchise owners develop loyal relationships in the real estate industry that lead to a steady stream of customer referrals.

Vets “at ease” with WIN “The biggest thing to draw me in was the low overhead,” Price said about being able to take advantage of the fastest-growing home inspection franchise company’s “WIN for America” program. Qualified, honorably discharged U.S. military veterans may be eligible for a discount on the initial franchise fee for a WIN Standard Designated Market Area. The reduced fee is $13,500, compared with the regular $19,500.

Inspired by the International Franchise Association’s “Operation Enduring Opportunity,” which is a concerted effort to help veterans find jobs and start businesses, WIN committed $1.2 million in 2012 to finance its own program, “WIN for America.” In 2013, six veterans were recipients of both Gold and Silver level awards, allowing for 50% or 10% of their franchise fee to be waived. Price was awarded a Gold level award.

“We want to give back to the service members who put their lives on the line for us,” said Terry McGee, WIN’s Director of Franchise Development.

WIN Home Inspection also provides veterans a way to own a business with a flexible schedule. James was able to finish college while learning to be an owner.

“You control your hours. I pick when I want to work,” Price said.

Lochard, 54, began his business in Twin Peaks, Colorado, in 2001 after serving in the Army for nine years and then working in the corporate high tech manufacturing industry. He tries to schedule three inspections a day, six days a week so he can retire early.

Some people may feel intimidated by the business and technical detail involved in a home inspection business, but Lochard explained one doesn’t have to have a background in any one topic because WIN will “teach you everything you need to know.”

WIN Strategic-Partners get startup training and annual training, as well as

ongoing support over the life of their franchise agreements. Lochard appreciates that the fastest-growing home inspection franchise has an intranet where any WIN franchisee can ask a question, and other franchisees will share their experiences.

“I like being in business for myself, but not by myself,” Price said of the benefits of being part of WIN.

Why home inspection is a smart move for veterans Price enjoys getting to know homebuyers and notifying them of a home’s issues or potential issues in a way they can understand. The advanced home inspection franchise has proprietary software quickly and efficiently generate comprehensive home inspection reports for clients.

professionally inspected, and WIN Home Inspection franchise owners charge an average of $375 per inspection. The average revenue for a Strategic-Partner is $112,000 before fees.

“It is a strong industry that will only grow from here,” Price said of the home inspection industry. He now has one inspector and an office manager working for him.

Lochard brought his brother, Jim, on board to run his second WIN location in Fort Collins, Colorado.

He believes WIN “is a great way to own your own business. You have the satisfaction of owning your own business, building the business from the beginning. There is a tremendous sense of accomplishment.”

“It is so rewarding helping a young family buy their first house,” Lochard said.

To learn more, visit: www.winfranchising.com

Home sales rose 19 percent from 2010 to 2014 and that number is expected to grow.

According to the National Association of Realtors, about 77% of homes are

Contact: Terry McGee Director of Franchise Development tmcgee@wini.com

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

Picking Winners:

The Power in MultiBrand Organizations

Picking winners is sometimes easier than you might imagine, especially when they have proven themselves to be winners before.

As we watch the industry and work with our franchise candidates to find their perfect franchise we see a mix of emerging and mature brands. In the process of evaluating these brands as possible matches for our candidates we look at where they are in their lifecycle.

An old friend of mine was fond of saying this about franchises: “it is as important to know when to get out as it is when to get in�.

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An interesting trend has been the growth of multi-brand franchise organizations that are sometimes created through acquisitions but most often grow out of a single successful brand as the parent company looks to expand on their success and grow a family of franchise brands.

Looking at smaller emerging brands can sometimes seem somewhat more risky to the uninitiated. We can get comfortable with some and not with others, it is not uncommon for our candidates to lean on an evaluation of the executive team, the market that the franchise operates in and the infrastructure that has been built to support the franchisees. Through careful analysis we have seen our candidates able to select an emerging brand and find their success.

Where multi-brand organizations assist

in the evaluation process is that the track record of the organization behind the emerging brand provides a much clearer picture of what the onboarding process, training and support will look like. In looking at multi-brand organizations we have even done investigations where we evaluate both their new emerging brand as well as their mature brand that may be sold out where our candidate is just so that we can develop a better picture of how the organization works, franchisee happiness with the franchisor and their success in the established brand. Often their emerging brand will have enough crossover in key areas that this dual investigation can be very valuable.

In this multi-brand investigation process the key aspects of the existing brand that you may want to look into are the

“The multi-brand discovery days have been very powerful when we have seen them used because it is clear evidence that the franchisor has a set of proven systems and resources that all of their brands take advantage of.� their portfolio. This gives their emerging brand a substantial advantage in the early growth phases.

Young single brand companies sometimes try to control costs by keeping their infrastructure small as they are bringing on their initial franchise owners then growing the support team somewhat in proportion to their revenue stream. While this has clearly worked for many franchise concepts over the years we prefer to see our candidates getting the best possible advantages in their startup phase, more support and resources tends to lead to successful franchisee outcomes.

unit opening/closing rate, a full FDD evaluation and talk to some of the franchisees in that more mature brand who have had experience working with the franchisor.

Some of these multi-brand organizations go so far as to encourage these dual investigations or even do discovery days that involve candidates for all of their brands at one event. The multi-brand discovery days have been very powerful when we have seen them used because it is clear evidence that the franchisor has a set of proven systems and resources that all of their brands take advantage of.

Multi-brand organizations tend to have much larger support teams that they can dedicate to new brands they are bringing online because the cost of those teams is supported by the more mature brands in

Multi-brand organizations have the added benefit of providing growth opportunities to their existing franchisees where they will get their training and support from the same team that they have already worked with. Time and time again we have seen an established franchisor roll out a new brand and the first people in line to get approved for the new brand are existing franchisees in their system. We take it as a great testimonial about the company and their systems when franchisees add units or a new brand.

One thing to watch for with multi-brand organizations is that there should be continuity in their portfolio of brands. For example, a restaurant portfolio of brands would probably be best only adding new restaurants, an automotive portfolio would likely be best adding new automotive concepts and a home services company is probably best staying in that space. The continuity you are looking for is more about the application of training, support, buying power, etc. than it is about the specific product or service. The product or service is sometimes just an early indicator of how they are applying their systems over multiple brands.

A restaurant company that adds an

George Knauf

automotive brand would have to develop a host of new talent, systems and relationships to be successful the new space and this may make them no different in many ways than a completely new franchise company.

Sticking to similar themes can often provide a lot of overlap in training, support, marketing and sometimes purchasing power. It is a strategic advantage that anyone seeking a franchise should consider.

Take the time to fully evaluate your franchise options and go pick a winner. If you have questions, we are always here to help.

Mr. Knauf is a highly sought after, trusted advisor to many companies; Public, Independent and Franchised, of all sizes and in many markets. His 20 plus years of experience in both startup and mature business operations makes him uniquely qualified to advise individuals that have dreamed of going into business for themselves in order to gain more control, independence, time flexibility and to be able to earn in proportion to their real contribution.

Contact the Franchising USA Expert George’s Hotline 703-424-2980. www.FranGuide.com

Franchising USA

ex per t advice

Page 43

SPOT L IG H T O N SERV ICE

Pr imero S ystems

Your Franchisees from their Websi You already know just how important your franchise’s Web presence is – it is the ‘face’ of your company and often the only touchpoint you have with your customers.

Franchising in the digital age can be tricky business. We turned to Diane Beattie,

Director of Web Products for Primero

Systems, Inc., to give us insight on how

to successfully leverage the power of the

Internet to create consistent, engaging and impactful online experiences delivered through branded websites. Content is

your currency here, and your goal is to

arm your franchisees with everything they need to make their business a success –

while enforcing brand control at all times.

Here’s how.

Do the Work for Them You’ve already invested time and money into fine-tuning your brand over perhaps years of trial and error – it’s not time to

stop now. Your franchisees want to leave the branding to you. This clears the way

for them to focus their resources on local marketing.

They expect you to continually refresh franchise content on the website with

product, seasonal and national promotion information.

Franchising USA

“It is key here to think of your franchises as what they actually are – independent firms led by local entrepreneurs that provide unique offerings and touch-points tailored to individual markets.”

- Diane Beattie, Director of Web Products, Primero Systems, Inc.

chisees Expect sites Reach Their Local Market Customized, location-based experiences.

Targeted content that resonates and speaks directly to them. A repeatable, familiar brand experience they can trust – from anywhere. Your customers expect all of these things – here’s how you can help your franchisees deliver them: • Make sure franchisee websites have sections where they can focus on local content that will draw customers in – places where they can start conversations.

• Feature local promotions and campaigns to support team fundraisers, community events and local interests.

• Design mobile-friendly, responsive websites to ensure a superior customer experience – from any mobile device or desktop computer.

websites should include an area designated to specials that are exclusive to their city or region. Other things you can do to stimulate local conversations and activities: • Include a subscription form on franchisee sites to collect visitor email addresses for newsletters and coupons.

• Encourage the use of social media and email marketing campaigns to drive customers to landing pages featuring local promotions.

Keep it Simple Your franchisees have a business to run, after all.

• Provide a professional, effective website – right out of the box.

• Make it easy to use. Anyone on their business team should be able to add local content or promotions to their website – with no specific IT experience required.

Serve Corporate and Franchisees Alike

Keep the Conversation Going

Two birds, one stone. What’s good for the goose is good for the gander. Any number of idioms apply here, but the point is that the content management system used to manage franchise websites needs to meet the needs of both corporate and franchisees. It needs to offer brand consistency and enable local franchisees to manage content related to their local focus and customers.

At corporate, you may have national offers running, but it is imperative that your franchisees have the flexibility to offer specials specific to their markets. Local autonomy is important. All franchisee

Your franchisees have questions – and you need answers. Start with a content platform specifically designed for franchising. One such platform, Webtreepro, gives franchisees everything

“It is key here to think of your franchises as what they actually are – independent firms led by local entrepreneurs that provide unique offerings and touchpoints tailored to individual markets,” Beattie says.

Diane Beattie

they expect from their websites – and more. Developed by Primero Systems, an international software development company with a strong franchising background, Webtreepro lets you enforce brand control every step of the way – giving franchisees the ability to add content and local marketing while ensuring a universally consistent brand look and feel. In addition to enabling brand control, Webtreepro gives you the ability to launch sites quickly – ensuring that new franchisees hit the ground running with everything they need to make their franchise a success.

And, you’re in good company with Webtreepro – it’s currently fueling thousands of sites, including some of the fastest-growing national franchises in the USA. The bottom line? You are only as successful as your franchisees. Now, go give them what they need. www.primerosystems.com explore@primerosystems.com

Franchising USA

SPOT L IG H T O N SERV ICE

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ex per t advice

Brian Scudamore, Founder & CEO, O2E (Ordinary to Exceptional) Brands

The New Way Forward for Franchising Running a business is an increasingly common aspiration for Millennials.

It’s an exciting career path that offers more flexibility than a corporate nine-tofive. And let’s face it: who wouldn’t want to be their own boss?

As the owner of four home-service companies, I understand that dream. But with rising student debt, dropping income levels, and more competition, today’s startup scene is harder than it’s ever been. In fact, more than 90% of start-ups will close their doors in the first year.

However, that doesn’t mean it’s impossible for hungry Millennials to become entrepreneurs. When I started 1-800GOT-JUNK? at 19, there were plenty of

Franchising USA

“The Millennials in our system are the ones who understood that done right, franchising is a startup launch pad.” naysayers, confident that my junk-hauling service was nothing more than a summer job. The truth is that anyone starting a business will face doubters and scary statistics, but it’s about finding a way in the face of those odds.

Often, franchising is overlooked as a way to launch a business. The “f” word itself brings to mind cookie-cutter processes and top-down management. But before you dismiss it outright, consider that times have changed, and franchising has, too.

Blended to perfection Today’s franchises are more like start-up incubators, offering a chance

for young people to try their hand at entrepreneurship with support, handson learning, and peer collaboration.

At O2E Brands, partners start with an intensive, two-week program where they get the same kind of education you’d find at business school. We pair them with experienced owners and offer capital to partners willing to test marketing strategies.

New franchising also depends on creativity and passion - the same principles driving innovation in the tech space. Rather than insisting on rote processes and conformity, agile franchise systems seek creative input from the people on the ground. Some of

“Today’s franchises are more like start-up incubators, offering a chance for young people to try their hand at entrepreneurship with support, hands-on learning, and peer collaboration.”

Rhys Green is an entrypreneur, who owns a You Move Me franchise

A new way to franchise Franchising isn’t exactly the same

experience as launching your own

business. But it is a chance to take a tested idea into a new market with the freedom

and flexibility to grow it yourself. Most of the franchise partners within O2E Brands came to us because they were looking Brian Scudamore in his head office, The Junktion

the best processes we have come from our partners, who know best from running a franchise themselves.

Of course, there are systems and rules, but ensuring your small business thrives depends on having a vested interest and some grit to make it in the marketplace.

The best new franchise models blend certain aspects of franchising (proven systems and an established brand) with the creativity and freedom of entrepreneurship. It’s a totally new, powerful beast.

Entry point to entrepreneurship The Millennials in our system are the ones who understood that done right, franchising is a start-up launch pad. In 2012, Brent Sharpless and three of his college friends were all in great jobs – two lawyers, an investment advisor, and an insurance broker – but they were bored.

The predictability of their day-to-day was wearing them down, so they reunited in

New York to discuss how they could shake things up.

They decided that owning a business together would provide them with the collaboration, flexibility, and fulfilment they were missing. But their first venture wasn’t what you might expect - it wasn’t a tech start-up or anything trendy.

Instead, they bought a house-painting franchise from me and hired a GM to run operations.

Brent says, “Our decision to buy a WOW 1 DAY PAINTING franchise was never about painting. It was about wanting to own a business and knowing that the culture at O2E Brands would give us flexibility and a chance to be creative and build something on our own.”

What they found was that owning a painting business, with the support of an established brand behind it, was the entry point to entrepreneurship they were looking for.

for something different. What’s common

among them all is that they just needed an entry point to entrepreneurship - and we provided that.

Maybe what franchising needs is a

rebrand that shows Millennials (and any

aspiring entrepreneurs) that it’s changed.

I see franchise partners as we call them

today, “entrypreneurs”, because we offer

an entry point for aspiring entrepreneurs

who otherwise wouldn’t have access to the expertise or capital to launch a business venture.

Your story of entrypreneurship could be

the start of a successful legacy in business.

Brian Scudamore is the founder and CEO of O2E (Ordinary to Exceptional) Brands, which includes companies like 1-800-GOT-JUNK?, WOW 1 DAY PAINTING,You Move Me and Shack Shine. Brian is passionate about helping others grow small to medium businesses and corporate culture.

Tweet Brian at @brianscudamore

Franchising USA

ex per t advice

Page 47

FR A NCH ISO R I N DEP T H

M r. A pplia nce

Using Technology

to Create Encore Customer Experiences Established in 1996, Mr. Appliance is North America’s leading home and commercial appliance repair franchise system. Mr. Appliance has more than 190 locations throughout the U.S. and Canada.

Their mission: Create encore experiences that customers can’t wait to share with others.

Key to Mr. Appliance’s growth is its focus on refining, developing and implementing systems that create a competitive advantage. By leveraging technology, a major contributor to this process, Mr.

Franchising USA

“Our goal is to deliver service that is fast, efficient and customer focused every single time, and technology helps us achieve that goal.”

- Doug Rogers, President, Mr. Appliance Appliance has been able to enhance the service experience for both the customer and franchisee. For example, customers can book appointments online using Mr. Appliance’s easy-to-navigate website.

Then, as part of the service experience, they receive an email with a picture and profile of their technician the day before the service call, as well as a text message when the technician is on the way to their home. Furthermore, the technicians have iPads as a point of sale tool that ensures accurate, paperless and efficient service records.

“The technology we’ve implemented allows for streamlined communication between the franchisor and franchisee, franchisee and its technicians, and the technician with the customer. Our goal is to deliver service that is fast, efficient and customer focused every single time, and technology helps us achieve that goal,” said Doug Rogers, president of Mr. Appliance. “We want our customers to tell their friends about the positive and professional experience they had with their Mr. Appliance technician. That word-ofmouth referral is priceless when it comes

to attracting new customers to our brand.”

The technological advancements Mr. Appliance has made also tie in with the brand’s desire to become a greener company. In the past year, Mr. Appliance has made the transition to going paperless by using technology to make the repair experience faster and more eco-friendly.

The brand’s dedication to staying current and continuously evolve while sticking to its core values has attracted several successful franchisees. One such example is Andrew Brown, who opened a Mr. Appliance location in Plano, Texas in late 2014. Before becoming a Mr. Appliance franchisee, Andrew spent 35 years as a national sales manager for a major home repair service company.

“I chose to purchase my Mr. Appliance franchise because of the corporate values of the Dwyer Group, which place emphasize on respect, integrity and customer focus,” said Brown. “To me, Mr. Appliance really stood out in an industry that’s completely based on trust. Our technicians are in the customer’s home making repairs, and it was immediately

obvious to me that the company doesn’t just speak to these values, but truly live it every day. This made purchasing a Mr. Appliance franchise very appealing to me, because in today’s environment, it’s crucial to share the same values in regards to how you treat your customers and your associates.”

For 20 years, Mr. Appliance has been helping entrepreneurs, such as Brown, build better businesses so they can achieve their personal goals. Mr. Appliance offers brand recognition in an industry with low competition and growing demand.

Appliance repair is a necessary and repetitive service, which is part of what makes it the perfect market for building a very predictable business.

Mr. Appliance is a subsidiary of The Dwyer Group, Inc., a worldwide franchise holding corporation supporting more

Doug Rogers

than 2,500 franchisees in the U.S. and 24 foreign countries. The Dwyer Group subsidiaries include Aire Serv, Glass Doctor, Mr. Rooter, Rainbow International Restoration and Cleaning, Five Star Painting, Mr. Electric, Molly Maid, Mr. Handyman and The Grounds Guys. http://www.leadingtheserviceindustry. com/mr-appliance-llc/

Franchising USA

FR A NCH ISO R I N DEP T H

Page 49

ex per t advice

Matthew Jonas, President, TopFire Media

New Year, New Franchise Marketing Game Plan How to think strategically about targeting franchisee prospects Perhaps on past New Year’s Eves, you found yourself gathered with loved ones, singing or humming that traditional song used to usher in the New Year, “Auld Lang Syne.”

Matthew Jonas

Franchising USA

But have you ever really listened to the lyrics—in particular that last verse?

And there’s a hand my trusty friend!

And give me a hand o’ thine!

And we’ll take a right good-will draught, for auld lang syne.

I’m not here to provide a profound interpretation of this poem, written by the Scottish-born Robert Burns in the late 18th century. But, taking some creative liberties, I would like to look at the words through the lens of a franchisor making critical marketing decisions for the year ahead.

The big idea: you can’t do it all alone.

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ineSty

les

W

More than a wine shop.

™

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t

g S t at i o

n

Ta s

in

We’re uncorking franchise opportunities in local communities throughout the country! Our hybrid retail store and wine bar concept also serves up craft beer and small plates with a one-of-a-kind, clubhouse experience.

Why Winestyles tasting station? · · · ·

Proven brand with history of success · Potential for high unit volumes · Low start-up costs Simple operations · Multiple distinct revenue streams · Club memberships · Wine & Beer tastings Events · Private parties · Gift baskets · Accessories · Flexible real estate design Unparalleled management training and support

WineFranchise.com

WineStyles.com

866-WINE-CLUB

Franchising USA

ex per t advice

Matthew Jonas, President, TopFire Media

When marketing your franchise, you need to ensure you are working hand-inhand with your team, whether internal or external, to excel in this arena and generate and demonstrate real results.

But, just how should your marketing team be strategizing to get those results? To help you answer that question, here are a few essential concepts to consider when building a marketing and sales plan to capture franchisees from start to sale.

You need a strong digital presence Franchise marketing is very different today than it was ten years ago, let alone in days of yore—i.e., the late 20th century, as the Internet was just starting to take shape. You and your team have to choose the right medium for your message, which more often than not begins on your website. Increasingly, visitors will be viewing your site from a mobile device, so you have to make sure your pages display well on smaller screens, like those on a smartphone or tablet. Additionally, they must be easy to navigate—the competition is fierce, and your audience won’t hesitate to bounce off your site to view a competitor’s offering.

But where a single strategy was once enough, now you must think in terms of the many, many different digital audiences and how best to reach them.

You need to draw people to that website Once you and your team have built a website, use SEO strategies and PPC campaigns to make sure you’re found near the top of the list in a web search for terms relating to your franchise concept.

This can be boosted by adding blogs to your site, as well as using social media channels, email and video marketing to get your concept in front of as many eyes as possible.

Once visibility is established, make use of broader public relations efforts to ensure your reputation is as controlled as is possible in today’s 24-hour, news-

Franchising USA

“Where a single strategy was once enough, now you must think in terms of the many, many different digital audiences and how best to reach them.” hungry audience. Across all platforms, it is important to make sure the message is consistent, or else you risk confusing your targeted audience and diluting your brand with unintended concepts.

Do you have a trusty friend’s hand to grab as you go out and try to drum up franchisee prospects? If not, now might be the time to find that team of people you want to hold onto throughout the year ahead.

You need a compelling message designed to convert franchisee prospects

Matthew Jonas is the President of TopFire Media, an award winning integrated public relations and digital marketing agency specializing in franchise marketing and consumer branding. Together with the leaders of iFranchise Group and Franchise Dynamics, Matthew established TopFire Media to provide a strategic and synchronized method for digital marketing in the franchise industry.

After all that work getting a targeted audience to your site, now you need to actually sell them on your franchise concept! Luckily, if you and your team have made it this far, you likely have a solid pitch on your hands, so all you need now is refinement and iteration. Perfecting your sales message is not an easy process, but that’s where those extra helping hands can come in, since friends and family will be your guinea pigs for only so long.

Unfortunately, a franchisor can’t hope to effectively analyze such a complex process with a single analytical tool or procedure outlined in an article like this. But fear not: that’s what an experienced, qualified marketing team is for – whether it’s made up of colleagues or external agencies.

As a digital marketing strategist with over a decade of in-depth experience in SEO & PPC, social media publishing, conversion based marketing, inbound marketing, sales management, and online lead generation, Matthew has built a career dedicated to delivering an integrated marketing approach that achieves client success and long-term relationships. www.topfiremedia.com

Page 53

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FOCUS

Inter face Fina ncial G roup

Problem Solvers Wanted!

As a franchisor we hear many stories from franchisees. They usually fall into two categories: They are either stories of how franchising has changed their lifestyle - that usually is accompanied by ‘I wish I had done this years ago’; or they are stories that have a testimonial edge to them.

Franchising USA

The one that we share with you now is of the latter category and paraphrased by our franchisee. It recounts the narrative of a small business owner and his need to grow, which entails finding adequate working capital to facilitate that growth.

“My business has been growing at a good steady pace. I called on my bank manager the other day to ask for a modest $50,000.00 line of credit to facilitate the ongoing growth. I showed him my order book and all of the pertinent numbers.

He took one look and said that $50K wouldn’t work for the growth plan that I had in mind. He indicated I would need a $100,000.00 to make it work, and he said he would be pleased to approve the loan

at that level, and further that I could start drawing on the facility by the end of the day.

Not long after I got back to my office my largest supplier called to say they had heard we were growing, and they hoped we would put more business their way.

They were so supportive that they agreed to increase our credit line and extend our payment terms from 30 to 90 days.

Shortly after I returned from lunch my bookkeeper advised me she had processed all of the incoming payments for the day, and it seems that 95% of our customers had paid their accounts in full and some well before the due date….then I woke up!

This dream obviously was triggered by the fact that I had an appointment with my bank to discuss a pending loan application.

When I finally got to the bank the scenario played out a little differently. They bank, while sympathetic, professional and understanding flatly rejected the loan request. Reasons given were a lack of security and lack of track record, and a definite tendency towards overtrading.

Their initial advice - slow down and grow at a more conservative rate.

But then my bank manager said that there were alternatives to bank lending.

While they were very happy to continue to be my banker, they thought that there might be other sources of funding open to me. The one they suggested was invoice discounting. Now I may not be the smartest business person in the world but I had done my homework regarding, both invoice discounting and factoring. I was, therefore, quickly able to explain why neither of those options would work for me. Namely lack of volume - we just don’t have the critical mass that they look for in a client.

As it turned out my bank manager had also done his homework and told me that there was a new opportunity in town that didn’t care how big or small I was. Furthermore, I could pick and choose what to give them, and I could use the service as and when I wanted. It sounded to me that it was too good to be true and probably just something the bank manager was using to get me out of his office. Anyway, having just been rejected by the bank I figured it probably wouldn’t hurt to make a phone call and see what it was all about.

Jumping ahead in my chronicle, it turned out there was another option and it worked for us. It certainly was not a bank approach that I was geared up for. Firstly, a representative of their company arrived at our factory and spent time finding out how our business worked and just what made it tick. They took the usual details and promised an answer very quickly.

Now my understanding of the term ‘very quickly’ was probably about 3 weeks. The positive decision was actually delivered in 48 hours, and in another 48 hours the transaction was completed with the entire, surprisingly limited, amount of paperwork signed. The additional working capital, through the sale of some selected invoices, followed at the same time. From start to finish it took slightly less than a week.

If my bank had not directed me to this opportunity I would not have found it on my own as I already believed that all Invoice Discounters were the same, and that I just did not meet their criteria. One hates to admit that one was wrong but I was, and it turns out that there are viable alternatives when the bank can’t help. For our business invoice discounting, which I now know also goes under the term of

“Buying invoices today, that are due for payment in perhaps 30-40 days, means that the client has instant cash and can attend to what is appropriate to grow their company. ‘spot factoring’, certainly got our cash flow moving” Now we believe there may have been some ‘poetic license’ employed in the telling of the story. The facts, however, are quite sound and relate to The Interface Financial Group (IFG). IFG has a 43-year history of assisting the SME market sector with their growth plans. They are a ‘single service’ business in that they specialize in what they are good at, and that’s basically all they do. They are invoice discounters.

That is the practice of buying invoices, on an individual basis, from their clients on an as-and-when-needed basis. They make it as flexible as possible for clients to use the service and as the story says, it is all wrapped up in few days.

Buying invoices today, that are due for payment in perhaps 30-40 days, means that the client has instant cash and can attend to what is appropriate to grow their company.

We think it’s a great story, but it gets better! IFG has created a delivery method for their service which is based on a very ingenious franchise approach. All IFG clients work with IFG through a local franchisee. Franchisees enjoy a franchise where they actually work alongside the franchisor. The tasks involved in setting up a client are shared between franchisee and franchisor. When it comes to actually buying an invoice, the franchisees are engaged in that process again alongside the franchisor.

IFG have styled their franchise The IFG 50/50 franchise, as so many facets of the day-to-day operations are carried out as a joint approach between franchisee and franchisor. With a very creative approach to funding invoice purchases, IFG - the franchisor has embedded a capital leverage approach for franchisees. However, the franchisee has no contingent liability in

using that leverage plan – they only benefit from the upside of capital leverage with an above-average annual return on their funds deployed.

The IFG 50/50 model is growing and new franchise locations are being created even though this is a ‘non-territorial’ franchise, making a portable operation to suit the franchisees’ needs. If banks were truly as forthcoming as the story starts to imply, then things would be different.

However, the ‘turn down’ is much more prevalent today than the approval, and more and more companies are looking to the secondary finance marketplace to solve their growth problems. The problem is simple and the solution with IFG is equally as simple. IFG looks for seasoned business individuals that are transitioning into entrepreneurship and have the problem-solving ability to take control and get things done.

The marketplace and the demand all translate into a very favorable situation for the IFG 50/50 franchisees as they meet the needs of local business growth while at the same time growing their own franchise. www.interfacefinancial.com

David Banfield

Franchising USA

FOCUS

Page 55

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FranchisingFeature spo rts & car fitnesss senior e

janjuuary ne 2200 1 6 5

senior helpers

seeking ‘intrapreneurs’

SENIOR HOME CARE

TOP FRANCHISE CHOICE OF THE FUTURE Franchising USA

senio r car e franchising

what’s new!

Qualicare Family Homecare Harnesses the Power of Compassion The service concept that drives Qualicare’s 360° Approach to homecare arose out of the founders’ experiences with ALS. So Qualicare has always been drawn to helping the ALS community. In 2013, they launched ALS Insights, a non-branded resource for families dealing with ALS. Last year, almost every franchisee in their system took part in the Ice Bucket Challenge. And this fall, franchisees in all parts of North America took this commitment to a new level.

• Stacy Johnson and Doug Weigel from Qualicare Denver are deeply involved in the Rocky Mountain Chapter of the ALS Association. They sponsored the ALS Walk, created a Team and raised $2200, and are helping out behind the scenes on other events.

• Steve Kidwell and Linda Larson from Qualicare San Diego have worked with

the Greater San Diego chapter to provide caregiver training and support materials.

• Sheldon and Beth Crystal and the Qualicare Vaughan team have done everything including jumping out of airplanes for ALS Canada fundraising events.

• Bridget and Barry Whittaker of Qualicare Hendersonville arranged for Sara Crabtree to perform her song When You Whisper for the Nashville Chapter’s Walk.

For information about Qualicare’s 360° Approach and how you can be part of the Qualicare team, visit www.franchise.qualicare.com Image description: The Cornflower (Centaurea cyanis) is a native annual/ biennial plant from Mediterranean Europe.

Representing positive hope for the future, the Cornflower is a humble reminder of nature’s simple beauty and the fullness of life’s cycle. The Blue Cornflower is to ALS what the Daffodil is to Cancer....

they are the Flower of Hope for both diseases. The Blue Cornflower is the international flower of hope for ALS/ MND. The Blue Cornflower plant is a very courageous plant, being able to stand up all the elements of nature (something many other plants cannot do) and the flower, with its star-like blossoms of brilliant blue, is one of our most striking wild-flowers. When you relate this to people with this disease, you can see that they have to also show courage (something that is not always easy) and strength of character to cope with the devastating changes that occur to the muscles in their bodies.

FirstLight HomeCare Named Top Franchise Choice for Veterans FirstLight HomeCare, an awardwinning non-medical home care franchise business, was recently chosen as a Top 100 Franchise Business for Veterans by Franchise Business Review magazine.

“FirstLight HomeCare is so proud to

have been named a Top 100 Franchise Business for Veterans in 2015,” said Bill McPherson, FirstLight HomeCare executive director of franchise development in a recent press release. “We believe our military veterans are a perfect match with the objectives of FirstLight.”

McPherson added, “These individuals have a wealth of skills and experiences as both leaders and team members – and the willingness to give their all for what they believe in. A home health care franchise is a perfect fit for many returning veterans.”

According to the International Franchise Association’s VetFran Initiative, http:// www.vetfran.com/faq/, there are more than 66,000 veteran-owned franchises,

Franchising USA

accounting for one in seven franchises in the U.S. “With FirstLight, franchisees benefit from a low start-up cost, exclusive protected territories, and the best training in the industry,” said McPherson. “We started FirstLight in 2010, and were recently honored to be named as an Entrepreneur Magazine Top 500 franchise. We have positioned our business to offer the best possible opportunity for people with the desire to run a successful home care business and make a difference at the same time.”

For more information about FirstLight, visit www.firstlightfranchise.com.

Sunny Days In-Home Care Launches Franchise Expansion Program Pittsburgh-area family oriented senior care company bringing heartfelt approach to home care When David Ellenwood launched Sunny Days In-Home Care, he did it based on what he witnessed first-hand as someone already working in the home health care industry.

“One thing that struck me was how much of a numbers game it seemed to be at times,” Ellenwood says. “I didn’t feel like clients were being truly cared for as if they were part of your family.

That’s what led me to launch Sunny Days.”

In less than five years, Ellenwood has taken his vision from a oneman band home care concept in Pittsburgh to a $5 million a year company serving hundreds of clients across Pennsylvania.

And now, he is bringing the Sunny Days concept to those who have a similar desire to serve others while growing their own business. The company’s targeted franchise expansion program, expected to launch early 2016, is open to motivated individuals across the country who want to launch a home care company of their own. Initially, the company is targeting the Northeast, MidAtlantic and into the Midwest for growth.

Ellenwood notes several elements of the franchise that separate Sunny Days In-Home Care from its competitors. Territories are larger than your typical home care franchise, offering franchisees

the opportunity to target more clients and build a larger business base. Second, the franchise takes $10,000 -- a sizable portion of the initial franchise fee -- and invests it back into providing marketing and grand opening support for franchisees.

“It’s the least we can do to thank these people who are taking the journey with us and helping us grow this incredible home care business,” Ellenwood says. “We know that investing in our franchisees will help us become the concept we want to be.”

For more information on the brand and franchise, visit sunnydaysinhomecare.com, call (724) 884-7356 or email franchise@sunnydaysinhomecare.com.

BrightStar Care Closes Out 2015 with 300th Franchise Signing In 2015, BrightStar Care – a national private duty in-home care franchise – opened 25 new locations and surpassed the 300-location milestone since it started franchising in 2006. In 2016, the business plans to grow to 350 locations across the country and extend the brand into international markets.

“Families have so many choices when they seek home care for their loved ones, and we are proud to offer them ‘A Higher Standard of Care’ in local communities across the country,” said Shelly Sun, CEO and Co-Founder of BrightStar Care in a recent press release. “Our Registered Nurse Directors of Nursing meet with

every family to prepare a customized plan of care based on the health and wellness needs of their loved one. Our franchisees hire experienced nurses and caregivers and provide ongoing training to deliver this higher standard to every family we serve.”

BrightStar Care also made two key additions to its senior leadership team in 2015, bringing on Steve Schildwachter as its Chief Marketing Officer and Tom Lehr as Chief Financial Officer. With these additions, BrightStar Care gained extensive leadership experience and expertise to support its strategic goals while maximizing its rapid growth.

brands in total and hopes to be operating

in at least eight international markets with a strong focus on Australia, New Zealand, Canada, Japan, and Western Europe.

To find out more about BrightStar Franchising, visit www.franchise.brightstarcare.com Store in store model inside a Walmart in suburban Atlanta, GA.

By 2018, the CEO plans to have three

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C over S tor y - Senio r H elpers

Senior care franchise

seeking ‘intrapreneurs’

who want to measure their success by families helped Unlike most franchises, Senior Helpers isn’t looking for entrepreneurs, they’re looking for something a bit different.

“One of the key characteristics is we’re looking for someone who is an intrapreneur rather than an entrepreneur,” Senior Helpers president Craig Leonard said during a recent interview from the

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company’s headquarters in Baltimore. “An entrepreneur is someone who wants to go out and create a new world every day, and an intrapreneur is someone who has that same passion and that same energy, but who is able to take a system and make it work. It’s like taking a recipe book from a great chef and following the details that great chef has outlined and then having a tremendous dinner at your house.”

The right individuals who can follow the Senior Helpers business model will be rewarded with not only a lucrative

franchise financially, the president said, but one that lets franchisees measure their success by the number of families they’ve helped in a day.

Although the company goes into seniors’ homes and helps them on an individual basis, Leonard explained, the fact that their loved ones are being taken care of relieves stress on these seniors’ families and thus the company is actually helping not only seniors, but those seniors’ entire families.

“What we try to do is allow seniors to live

in their homes for as long as they want to, which is pretty much all of their lives,” he said. “The goal of over 90 percent of the seniors in America is they want to age in place, which means they want to stay at home.”

The Foundations Tony Bonacuse and Peter Ross founded Senior Helpers in 2002 and are still engaged with the business. Bonacuse opened the first location just outside of Baltimore, MD where the headquarters are today. After that location experienced great success, Ross, who is the current CEO, opened an office on the west coast to see if the need was the same over there and to see if the business model would work in another location.

What the founders discovered was an overwhelming need for this type of business and they started franchising the business in 2006. Currently, Senior Helpers has 271 territories in the United States and 13 in Australia.

A Population in Need The population of the US is around 330 million and 15 percent of that population is over 65 years old, Leonard said. Over the next several years, that curve is going to continue to grow at an accelerated rate because of more aged people in the population who are living longer lives.

It’s also quite expensive for people to go to assisted living facilities, which can cost $42,000 per year and runs contrary to what many seniors want to do, which is to have a great quality of life in their own home. However, while living at home is preferable for them, many seniors face problems like not eating right, missing medication and being susceptible to falls.

All this adds up to a huge need for a service like Senior Helpers, noted Leonard, who has over 30 years of franchising experience.

Long-Term Commitments Senior Helpers is looking for team players who are coachable and a little risk averse so they’ll prefer working within a system, the company president said. Most

“The goal at the end of the day is that everybody is trained better on key programs and the care they give is better.”

- Craig Leonard, President, Senior Helpers importantly, potential franchisees must have exceptionally strong people skills, be results oriented, and have an ability to focus on the future.

The initial term for franchisees is 10 years and Senior Helpers wants franchisees to be in it for the long term.

“We’re not looking for short term relationships,” Leonard said. “That’s not good for the franchisee or the franchisor.”

The company focuses on education and spends a lot of time with franchisees and their staffs educating them about different programs they can offer to consumers and how to run their business and be better business people.

Senior Helpers just launched an award winning education program about Alzheimer’s and dementia, Leonard mentioned, and the company’s Seniors Gems® program teaches consumers how to care for seniors even before they need outside help like a care service.

The company requires franchisees to train their caregivers about Alzheimer’s and dementia so they can always be prepared and even extends that education to other places like hospice groups, rehabilitation

centers and assisted living centers by training their employees for free. The company also just launched a new program for Parkinson’s that it also offers free of charge.

“The goal at the end of the day is that everybody is trained better on key programs and the care they give is better,” Leonard said.

Because Ross is the chair of the Home Care Association of America, the franchise is in a unique position to be proactive and alert franchisees to changes in the industry, whether that be a new trend or new legislation to be aware of.

Plenty of Room to Grow Currently, Senior Helpers is spread across the country, with a particularly strong presence on the west coast, the east coast and in the mid-west.

Huge opportunities are still available in New England, along the Gulf Coast and in Ohio, Leonard said.

For intrapreneurs who want a business that makes a difference in people’s lives, Senior Helpers is an excellent fit. www.seniorhelpers.com

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Featu re

b y G i n a G i l l Fr a n c h i s i n g U S A

senior care franchising e r u t Fea

“As the baby boomers are aging, the projected number of seniors in the country will reach 92 million by 2060. This ever-growing population has created a huge opportunity for franchises.�

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With advances in technology and medicine, a lot has changed over the last few decades. There are more discoveries and treatments invented every day, while research is being conducted and advanced constantly.

With these many developments, people are living a lot longer than ever before.

This aging population has created a higher need for senior care and wide array of establishments that cater to the older generations.

The franchising industry has taken advantage of the high demand for such necessities and created a profit that supports the community and helps people retire in comfort, while developing a strategic business opportunity.

Senior citizens make up a huge portion of the U.S. population, according the census bureau there were 41.4 million people age 65 or older in 2011, up from 40.3 million in 2010. In fact, as the baby boomers are aging, the projected number of seniors in the country will reach 92 million by 2060.

This ever-growing population has created

a huge opportunity for franchises.

Compelling to those with a heavy heart, it allows a business owner to be a part of a caring industry that is helping many people during a turn in their lives.

Franchisees can take pride in knowing that their commitment and work is helping support people, while also putting their client’s loved ones minds at ease.

The senior care franchising system is well-established and regulated. There are many legalities and protocols to follow in such an industry, but franchising has allowed owners to be guided properly and receive a generous amount of support. The franchisor had already secured the many details to ensure that a franchisee not only follows proper procedures, but can have confidence in knowing they are providing proper care by following the already determined guidelines.

In home services provides those living in their own home the services they need and may have difficulty performing. This could include meal preparation, medical support, grooming, or house keeping, to name a few. Not many franchises offer medical support because it comes with a lot of legalities and regulations.

Franchises will need professionals as employees, depending on the services they offer. Though that comes with a lot of red tape, franchisees are provided the proper training and regulations to follow.

Some businesses may have a recruitment

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Featu re

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“Senior care usually requires a substantial time commitment, but once the business is established and a reliable team of employees is set in place, a franchisee can step back from a few duties.�

process before the owner officially starts business. Recruitment requires a large staff, for the most part and can be a tedious and strenuous process because it is an assistance industry, there has to be particularity in hiring to insure the clients are treated with the utmost care.

Franchisees should be prepared to manage a large staff and even if recruitment is provided at the beginning, with a high turnover rate for caretakers, franchisees may be consistently seeking talent, training and performing orientation.

This may or may not be a mobile business, without a physical office for the franchisee and staff. Though this creates less start-up costs and the freedom to work with clients on personalized schedule, an actual office may give a franchisee more stability and a physical branding throughout the community.

Senior care usually requires a substantial time commitment, but once the business is established and a reliable team of employees is set in place, a franchisee can step back from a few duties. Franchisees have to create a connection with their clients and create a reputation in the community in order for their company to be recognized. In high times of demand or need, a franchisee may have to step up to the plate and provide a service. Services are usually offered all hours of the day, which means an owner may have to be constantly available.

That is why it is important for those interested in senior care to be passionate about the work they do and enjoy giving back to the community. The more personal relationships the franchisee creates with their clients, the more successful their business will be.

The U.S. economy has recognized the growing population and has responded to the need for senior care. There are many living assistance companies, which creates a huge competition base. Franchisees are not only competing with other franchises but also some small business owners and private companies. Again, this is why it is extremely important for those interested in senior care to be passionate, hard working and willing to create connections with

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their clients. A franchisee is in control of their own reputation and in order to succeed in such a competitive industry, their brand and community establishment is detrimental to the outcome and profit of the business.

Though senior care comes with a lot of work and time management, it can be truly rewarding and create positive impacts on the community. Not only that, but those who are committed usually have successful results and a need for this type of industry will never disappear as the population continues to grow.

Not only are more people needing assistance but with a longer life expectancy, they are acquiring services for a lengthier period of time. Though family members are willing to help their loved ones with certain assisted duties, it has not taken a hit on the industry. In 2006, 23 per cent of Americans provided care for someone over fifty and it is predicted that nine million seniors will require long-term care in the future.

With seniors wanting to remain in their home for as long as possible, even with a

“Though senior care comes with a lot of work and time management, it can be truly rewarding and create positive impacts on the community‌and a need for this type of industry will never disappear as the population continues to grow.â€? family members help, they will require some extra assistance.

Living assistance franchises are organized, reputable and they help a lot of people in a time of need. With an ever-growing target audience, it is a business that will generate a lot of success, as well as compassion, given the right franchise owner.

ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter

and in communications, focusing on social media. She currently works as a community information officer with Epilepsy Society, while pursuing her writing career at the same time.

Look out for our next special feature:

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A nswer s for Elder s Fou ndation

NFL and NBA Alumni Visiting Delivering Acts of Goodness

Answers for Elders Foundation, with Always Best Care Senior Services, Launches Holiday “Goodness” Campaign to Help Millions of Seniors Nationwide Who Are Isolated and Alone

For the 40 million Americans 65 and older, the holidays can be an especially difficult time.

According to several studies, nearly 60% of seniors who live alone or in care facilities receive no regular visitors.

That’s why the Answers for Elders Foundation, in cooperation with Always Best Care Senior Services, has launched “12 Days of Goodness” in four key U.S. markets and #ActofGoodness, a nationwide social media campaign.

Answers for Elders is one of the nation’s leading resources for information, education and service providers for seniors throughout the USA. Now in its second year, the campaign will take place December 12 through

“Showing love, support and kindness for our seniors, especially during the holidays, is one of the most important things we can do.”

- Michael Newman, Founder and CEO, Always Best Care Franchising USA

g Seniors, s

December 23 and will help raise awareness for and deliver acts of goodness to America’s seniors throughout the holiday season. The NFL Alumni Association, NFL and NBA Legends will be making appearances in support of the campaign as part of their community service efforts.

In addition, 100% of proceeds from charitable donations will go to support the program and local affiliates of two major charities that serve seniors: Meals on Wheels and Rebuilding Together.

Always Best Care Senior Services has signed on to support the program as its National Diamond Sponsor. One of the nation’s leading providers of non-medical in-home care, assisted living placement services and skilled home health care, Always Best Care delivers its services through an international network of more than 200 independently owned and operated franchise territories throughout the United States. As such it will be providing “boots on the ground” for “12 Days of Goodness.”

“It’s all about getting the fans out to be more aware of seniors who are alone and doing something to help,” said Suzanne Perkins Newman, Founder and Chief Executive Officer of Answers for Elders and creator of 12 Days of Goodness. “I took care of my mom for the last six years of her life and saw the same people sitting alone where she lived, waiting for someone who never comes. Together, we are out to change that over the holiday season.”

“We are very excited to be teaming up with the Answers for Elders Foundation on this wonderful campaign,” said Michael Newman, Founder and Chief Executive

Officer of Always Best Care. “Showing

love, support and kindness for our seniors, especially during the holidays, is one of the most important things we can do.”

“12 Days of Goodness” in Denver, Nashville, Philadelphia and Seattle “12 Days of Goodness” features a variety of grassroots events in four major U.S. cities: Denver, Nashville, Philadelphia

and Seattle. In each city, NFL and NBA legends will visit senior communities

and participate in activities with seniors ranging from giftwrapping, to holiday

parties and events, to formal benefits and fan rallies.

#ActofGoodness National Social Media Campaign The #ActofGoodness social media campaign is national and designed to encourage viral acts of kindness similar to the recent and wildly popular ice bucket challenge. The participation of the pro legends will help rally sports fans to bring cheer to seniors nationwide. #ActOfGoodness campaign will start with NFL and NBA alumni performing kind acts for seniors. They will post those on Facebook and then challenge fans and friends to do the same.

The #ActOfGoodness social media campaign is being spearheaded by Joe Tafoya, a fan engagement expert, business entrepreneur and NFL Alumni. Joe is

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A nswer s for Elder s Fou ndation

known for the promotion of the Richard Sherman Celebrity Softball Game in Seattle, and also for organizing the successful fan effort in Seattle to break the Guinness book of World Records for the loudest crowd noise, not once, but twice.

To learn more, go to 12DaysOfGoodness.com

About Answers for Elders At AnswersForElders.com, we believe that no one should have to experience navigating taking care of your senior loved one feeling alone and unsupported.

Let’s face it. We caregivers are living in a daunting world. How do we really know if we are making the right decisions for our parents? There are so many things we face, and yet, if we knew what to prepare for in advance, things wouldn’t be such a crisis every time something happens that we have to step in and make decisions!

AnswersForElders.com was created by Suzanne Perkins Newman, an adult family caregiver walking the same path as close to 45 million adult children in the USA are doing today. In caring for her senior parent, she found resources so limited.

She created full eldercare resource service that will support families on the journey.

Including a national Care Line, a full

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“I took care of my mom for the last six years of her life and saw the same people sitting alone where she lived, waiting for someone who never comes. Together, we are out to change that over the holiday season.” - Suzanne Perkins Newman, Founder and CEO, Answers for Elders and creator of 12 Days of Goodness online resource portal, and soon to be on its own radio program, Answers for Elders is a resource portal of answers that you need most, not only to learn what the issues are that you need to face, but even more, finding the local businesses that you can work with in your own local community.

The Answers for Elders Foundation is the private foundational arm of Answers for Elders that supports and educates to create new paradigms on how seniors should be treated in the world today. Its mission is to raise the bar on services and standards for those over 65. Currently it supports local affiliates of the Meals on Wheels and Rebuilding Together charities.

About Always Best Care Seniors Services Founded in 1996, Always Best Care Senior Services is based on the belief that having the right people for the right level of care means peace of mind for the client and family. Always Best Care assists seniors

with a wide range of illnesses and personal needs, and currently provides more than 4 million hours of care every year.

Franchise opportunities are available to individuals interested in leveraging the company’s clear strategy and proven track record for delivering affordable, dependable service to seniors in their local areas. By working with case managers, social workers, discharge planners, doctors, and families, Always Best Care franchise owners provide affordable, comprehensive solutions that can be specifically matched to meet a client’s particular physical or social needs.

The hallmark services of the Always Best Care business portfolio include nonmedical in-home care and assisted living finder and referral services, with skilled home health care now being phased in throughout the country.

For more information, visit www.AlwaysBestCare.com.

For franchise opportunities, visit www.FranchiseWithAlwaysBestCare.com.

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FRANGUIDE.COM 703-424-2980 FIND YOUR FRANCHISE WITH FREE GUIDANCE FROM INDUSTRY EXPERTS

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Bill Executive DirectorDirector, of Franchise Jim McPherson, Mingey, Founder & Managing VBS’Development, FirstLight HomeCare

Senior Home Care is Poised to be the Top Franchise Choice of the Future As American baby boomers continue to age, over 10,000 people a day are turning 65 in the United States. With an aging population there are health care issues that have to be addressed, and the non-medical home care franchise industry is stepping in to fill the gaps that exist between aging in place at home and going into an assisted living or continuing care community.

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Franchise businesses offer many great opportunities for entrepreneurs who want to own a business, but are looking for a business model that is already proven to be successful. One of the top franchise options in this high growth space is in the non-medical senior home care services.

Home Health Care is what People Prefer The main reason? Studies show that each year, 85-90% of seniors surveyed prefer to stay in their own homes if given a choice.

They are familiar and comfortable in their own homes, have memories, friends, neighbors, etc. around them. Moreover, trends show that seniors live longer and have more productive lives when they can age at home rather than in a senior care facility.

Additionally, the cost of health care is steadily rising. According to recent studies, the cost of senior home care services is one-fifth of what it would cost in a senior care facility. And as medical

advances continue to allow us to live longer and healthier lives, the need for non-medical assistance will also continue to rise. While many seniors will need the medical care available only in an assisted living or nursing home environment, many others will be able to age at home, even with some of the problems associated with aging.

Non-medical home care targets the individuals who need to have help with daily activities such as preparing meals, timing of medications, cleaning, washing, bathing, exercising and other daily functions like writing emails, shopping, doctor visits, pet care and just getting around. The need for such in-home help is fueling the growth of home health care businesses. In fact, according to the Department of Labor, non-nurse home health aide jobs are growing at a rate of 69 percent per year.

All these factors contribute to the robust outlook for home health care franchise businesses now and in the near future.

“According to the Department of Labor, nonnurse home health aide jobs are growing at a rate of 69 percent per year.” should ultimately be left to the franchisee.

Some home health care franchises also offer options for hiring caregivers that could include health insurance, overtime, retention programs, continuing education and more.

Pay attention to staff retention rates for existing franchises you are considering and talk to other franchisees to see how they feel about their franchise after they have been with the company for at least a year to get a true picture.

Choosing the right home health care franchise requires in-depth research and planning. But matching your business style to the franchisor’s will increase the chances that you’ll make the right choice. For those who are passionate about building a business that makes a difference in lives and communities, the home health care industry is a natural fit.

How Do You Choose a Home Care Franchise?

One factor that makes a huge difference in which franchise to choose is company culture. Did the business start with a caring, compassionate owner who had a personal story that propelled him or her into the caregiving field? This is important if you want to work with people who have a passion for caregiving.

Financial stability is another big consideration when deciding which home care franchise to purchase. How has the business grown? What are the projections?

How have other franchisees done in the past one, two or three years?

What is the training and support system like? A good franchise will offer solid training at a home office or a successful franchise operator’s location. Having both a marketing and financial services department is another plus, and is a good sign that the franchise is willing and able to offer substantial assistance and guidance to franchisees.

Is there a back-office software system available to franchisees that will handle day-to-day operations? This has become a major selling point for some franchises, as the ability to offer a robust and flexible operations system can make a difference in which business franchisees pick to invest in. A tested and successful system to run the business should win out most of the time.

Bill McPherson is the executive director of franchise development at FirstLight HomeCare, which has been awarded Entrepreneur Top 500 franchises, Top Franchisee Satisfaction, Franchise Business Review, Top Veterans Franchise, Franchise Business Review and Forbes Top Franchises. If you are interested in learning more about the Senior Care sector, he can be reached at bmcpherson@firstlighthomecare.com

Who You Hire can Make or Break a Franchise Some home care franchise businesses leave the hiring and training of senior health care workers solely up to the franchisees. A lack of guidance from the franchisor in helping franchisees with the hiring process can be a sign of trouble.

Best practices and strategies developed by the franchisor should be easily available to the franchisees. Look for a franchisor that provides extensive help in this area, without of course mandating the actual hiring of a particular candidate. That

Bill McPherson

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PRO FI L E

Millica re

Millicare Kicks Off

the New Year by Celebrating 20 Years of Success The new year will bring with it more than just hope for new beginnings and resolutions. For MilliCare, an international commercial carpet cleaning franchise, 2016 will be a year of celebration.

This year will kick off a 20th anniversary celebration that will find MilliCare adding services to its repertoire and renewing its

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promise to serve its clients with the most advanced and environmentally-friendly cleaning services and products out there.

First, a little bit of history about MilliCare.

Its parent company, Milliken & Company, opened in 1865, and it has become one of the largest privately held textile and chemical manufacturers in the world. Seth Milliken started out producing wool for clothing manufacturers, and the business grew from there. Milliken’s research has earned more than 5,000 patents worldwide and accolades from organizations such as the Carpet and Rug Institute and the U.S. Green Building Council. In 1984, Milliken created MilliCare, in response to customer concerns that other

maintenance companies were wearing down their carpets and textiles well before it would have been time to replace them. MilliCare’s principle focus was on providing carpet maintenance as a way for businesses to save money and preserve the life of the carpet and environment.

In 1996, MilliCare began franchising their business model, and it has opened more than 80 locations worldwide. Every year, MilliCare franchises clean more than 400 million square feet of carpet using its patented cleaning system, leading to more than 19 million gallons of water saved and a reduction of more than 2 million kilowatt hours in energy use. The company has made award-winning service and

“MilliCare’s system has preserved the carpet of several dozen businesses since the day they their first day in business and it continues to look and perform as good as new more than a decade later.” innovative ways of cleaning to save time and energy.

giving back to the community part of the business plan, which goes a long way to explaining its huge list of satisfied, longterm customers.

To put the savings in perspective, MilliCare debuted the Environmental Impact Calculator, which compared the most commonly-used method of carpet cleaning — hot water extraction — with MilliCare’s method, which involves using their proprietary dry care polymer to adsorb dirt and ground-in stains and remove them with minimal water and energy usage. In comparing the two methods, researchers found that MilliCare’s Dry Care system used 99.5 percent less water and 85 percent less energy than hot water extraction. The difference in the quality and longevity of the cleaning is just as dramatic.

MilliCare’s system has preserved the carpet of several dozen businesses since

the day they their first day in business and it continues to look and perform as good as new more than a decade later.

MilliCare has also distinguished itself in the realm of customer service. Most commercial cleaning companies have their standby methods, and they either apply their standard to every business they serve or they give their clients a list of services and wait for direction on which ones are needed. With MilliCare, the approach is always consultative and solution-oriented.

The field experts or the owners themselves use their extensive knowledge to evaluate the facility and determine which methods and cleaning services would be most helpful for the business, and then they deliver a comprehensive carpet and textile maintenance plan. This proactive approach puts clients at ease and takes the job of maintenance planning off their plates for good. And these solutions often involve

MilliCare sees its role in the community as extending to more than just its clients.

For Scott Hunter, the director of the company, giving back to the community was a key aspect of his growth strategy for the business. This past August, MilliCare franchisees took part in the annual MilliCare Month of Care initiative, donating a dollar for every chair cleaned to a chosen philanthropy. The CHAIRity campaign enabled MilliCare franchises to donate thousands of dollars for Together We Rise, a foundation that works to make a positive difference in the lives of foster children around the country. The money will go to purchasing suitcases, bicycles and school supplies for foster children.

Some MilliCare locations in Texas and Colorado saw so much interest in their philanthropic efforts that they felt they needed to extend the campaign another month to raise even more money for the foundation.

To celebrate the successes that have taken place in the past 20 years, MilliCare is renewing its commitment to excellent service to its commercial clients by expanding its offerings once more. In 2016, MilliCare will begin offering new services. MilliCare is also offering a thank you to its executives and partners who have made the past two decades a reality, including Technical Director Stephen Lewis, who has been with the business since the beginning, and franchisees such as Mike Crippen, Chip Rankin, Tom Haslach, Chris Young and Michael Heffernan, Jr., and countless others. And to all of our clients: thank you for being a part of our mission to be the hero for your employees, your visitors and the planet. www.millicare.com

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ex per t advice

Valerie Christensen & Andrew Parker

Pioneering the Franch Is Being First in a Franchise System Right for You?

Prior to the beginning of the civil war, the American economy had just experienced one of the most significant economic growth periods in its history.

From 1820-1840, westward expansion, the building of canals, roadways and train tracks as well as tremendous agricultural growth fueled a time of innovation, both in goods and services as well as in the way America did business.

It was in this environment that Albert Singer, son of Issac Singer, the inventor of the Singer Sewing Machine, was trying to grow his business. With the westward expansion, Americans were increasingly spread out across the country. Singer wanted a way to get his sewing machines into the hands of more people, quickly and efficiently, so he developed what is now seen by some as one of the earliest models of the franchise system. Essentially, it worked similar to how a resale model would work today.

Since then, franchising has gone through a number of changes. In the 1960s and 70s, the model was plagued by a number of shady players who were eventually regulated out by the government. Today’s franchise system is both more heavily regulated and transparent, and is now a mainstream track to entrepreneurship for thousands of business owners who don’t want to go it alone. In recent decades,

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hise Frontier: “The best part of being a first-adopter is feeling part of a team and making a difference as you build something bigger. Your voice is heard much easier, and you can have an integral part in helping further develop the system.”

Valerie Christensen

- Philippe Wyffels, Co-CEO, Bruges Waffles and Frites Franchising. some of the nation’s strongest brands, as well as many popular niche concepts, rely on the model to allow entrepreneurs a proven system and strong profit potential.

Today’s potential franchise owner has more options than ever, yet just as with stocks or real estate ventures, a smart franchise investment depends on timing, demand, and understanding your risk profile. For the investor who doesn’t mind investing more upfront to buy into a proven, sustainable model, an established brand may make more sense. New models, on the other hand, can offer the first-tomarket advantage with a new concept or product. If you’re willing to accept more risk and put in a little more sweat equity, the potential rewards are great.

IS ACCESS TO LEADERSHIP IMPORTANT TO YOU? One strong upside of being first is the likelihood of regular access to the franchisor’s most senior management.

This often provides greater exposure to first-hand training and more opportunity to become an expert in every aspect of the business. This in turn allows you to mentor others as the franchise grows.

Other franchisees will look to you for help and guidance, and this can be quite rewarding.

Bruges Waffles & Frites, a popular Utah-based chain with four locations (brugesfranchising.com), is bringing their proprietary Belgian specialties to

surrounding states as a young franchise brand. Belgian native and Bruges Franchising Co-CEO Philippe Wyffels has decades of experience in franchising across the globe, and has witnessed how investing in a franchise at an early stage of growth offers a unique opportunity to directly train and work with new franchise owners.

“Bruges has built a strong system to support hundreds of locations, but there is simply no doubt the first franchise owners will have access to a deeper level of training, mentoring, and collaboration than what will be possible once we’ve expanded—that’s just one of the natural benefits of coming into a system early. The best part of being a first-adopter is feeling part of a team and making a difference as you build something bigger. Your voice is heard much easier, and you can have an integral part in helping further develop the system.”

ARE YOU MORE COMFORTABLE AS A LEADER OR A FOLLOWER? The good news is, that by being first, you can often invest at a much lower cost and receive a greater potential return down the road. However, the tradeoff will often require more effort on your part. As a first adopter, you are essentially a testing ground for growing the business, and this will likely require more trial-and-error than later franchisees will experience. If

Andrew Parker

you’re comfortable with that leadership role, then being the first in a franchise system will likely be preferable.

Clint Rowley, a serial franchise owner operating multiple service brands, and a master developer for ASP Franchising in Arizona (ASPPoolFranchiseAZ.com), has invested in both young and more established franchises. “A very different kind of person is drawn to a new system over a larger one—both types are looking for profitability, yet the first-adopter is more of a true entrepreneur, looking to help grow and develop a brand and take a leadership role. The person looking at more established systems with hundreds of locations is often looking for a more predictable investment. In many cases, they are buying a job.” Understanding whether you enjoy leadership is a critical factor in being first in a franchise.

Do You Prefer Collaboration or a Fixed System?

First adopters in a system have opportunities for greater collaboration in how the franchise model develops.

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Valerie Christensen & Andrew Parker Coming in early allows you to provide feedback and enjoy a level of cooperation with the franchisor that is difficult to replicate in larger systems. You may discover improvements that will be more welcomed in a young franchise, whereas larger brands will often have more rigid and established processes across hundreds of locations.

After being an early adopter in one franchise system, Rowley bought a franchise with the nation’s largest swimming pool service provider, America’s Swimming Pool Company (aspfranchising.com), which had over a hundred locations when he came on board.

This time around, he was impressed with the comprehensive support system in place. “Having been first with my previous franchise brand, I sometimes felt I was developing the system I bought into.

While I liked collaborating and playing that leadership role, it can require a lot of time and effort.”

Rowley warns, “Just be sure when you are evaluating a new or established franchise system that you do your due diligence to ensure a basic support system is in place. You don’t want to feel like you are developing the system that you bought into.”

Regardless of size, many franchises emphasize collaboration as a core value even as they grow. “At Bruges Franchising, we are building a communityfocus into our system from the beginning to allow for regular collaboration, even after we’ve expanded,” explains Wyffels.

HOW PATIENT AM I WHEN MISTAKES HAPPEN? By virtue of being one of the first franchisees in a system, there will inevitably be mistakes made—both by you and the franchisor. From billing to the supply chain, something is bound to hit a rough spot or a particular situation may arise that hasn’t yet been encountered.

This can happen even with more established brands. The key is selecting a franchisor that values transparency and feedback. Without that candid communication, the road to success will be much bumpier.

Franchising USA

The antidote to these early-model frustrations is the franchise owner’s commitment to the brand itself. For those who are simply looking for an investment and a return, most any established brand will do. But, for many of those who come in first, they chose the brand because they are passionate about the company, its values, culture, or products—whether they be addictive waffles and frites or a more professional swimming pool service.

WILL I HAVE THE COMPETITIVE ADVANTAGE? One important benefit of being first to market with a new concept is the opportunity to bring an entirely new offering to your area—a completely unique cuisine, an unheard of novelty or trend, or a professional brand in what has been a historically fragmented, mom-andpop industry. In many cases, being the first franchise means you are the first to market with something completely new, which means you have the challenge of introducing it along with the benefit of being the only game in town.

Also, if you’re one of the first to franchise, you’ll often get your pick of location, which allows you better strategic placement in relation to any competition in the area.

WHAT IS MY END GOAL WITH THIS INVESTMENT? Being first to invest in a new franchise model comes with a wide range of benefits in addition to a typically lower upfront cost. However, that doesn’t mean there aren’t challenges. Determining your end goal along with your personal style will help you make a wise decision.

Rowley sums it up like this, “If you find a new brand that you like and can be passionate about, you can set yourself in a very favorable position by being first— being first to market with the product, contributing to the organization, growing a new national brand, and enjoying a strong relationship with the franchisor.”

As one of the first entrepreneurs to adopt a franchise model, it’s likely Albert Singer would have agreed—there are benefits to being first.

Andrew Parker currently serves as the Chief Marketing Officer for the Leonardo Museum in Salt Lake City, UT. Valerie Christensen is the founder and CEO of RISE Strategic Marketing and brings over 20 years of experience developing world-class marketing and PR strategies for global brands, national franchises, regional enterprises, and start-up ventures. www.RISEStrategic.com

«

Unsurpassed innovation in helical piling and expert installation form the core of GoliathTech`s strength. Our franchisees are carefully selected ambassadors of our brand, who share our commitment to engineering excellence, professionalism and the highest quality standards. They have access to leading-edge technology with a level of performance, strength and ease of installation that far exceeds outdated screw pile solutions available today. As your business partner we are fully committed to your success, and will make available a wealth of resources to help make your GoliathTech franchise a profitable venture.

JULIAN REUSING

»

CHAIRMAN OF THE BOARD

Make a business decision that will break new ground.

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WWW.GOLIATHTECHPILES.COM 1350 Industriel Boulevard Magog, Quebec J1X 4V9 Canada

TEL.: 819.843.4777 TOLL FREE: 1.855.743.4777 FRANCHISE@GOLIATHTECHPILES.COM

GoliathTech is ISO 9001:2008, CWB, AWB and CCMC certified.

FR A NCH ISO R I N DEP T H

K id to K id

Service Not Sales

How One Former Customer Transformed a Failing Kid to Kid Franchise into a Top Performer Local mom of two, Kori Forney had visited BaseCamp Franchising’s child-focused franchise, Kid to Kid, only once when she had the chance to purchase the struggling Medford, Oregon store in 2009.

Franchising USA

When a friend casually told her the store was up for sale, a strange curiosity drove her to explore the opportunity further.

“I was looking for something. I didn’t even really know what I was looking for...just that it was time for me to do something different. Something big.”

With absolutely no sales or business experience whatsoever, the former Pilates instructor and jewelry maker felt energetically led to purchase the small town store for reasons she still doesn’t quite understand. Her family had just

experienced a huge economic shift, with her husband transitioning from a career in real estate to a new life as a stay-at-home Dad. With a laugh, Kori says “I still look back and wonder how this all happened!”

Originally opened in 2007, the Medford Kid to Kid operation struggled off and on under the leadership of two previous owners until falling into Kori’s capable hands in 2009. Buying and reselling new and gently used children’s clothes, toys, baby gear, and maternity wear, Kori’s dynamite personality and deep love for

“Every day I ask myself ‘What can we do better?

How can I serve my community better?’ It’s all about looking up from the sales reports to see my community, my customers and their needs clearly.” - Kori Forney, Franchise Owner, Kid to Kid Medford store community quickly doubled store sales from 2009 to 2011, with her contagious excitement nearly doubling them again over the course of the next four years.

Her small town store quickly climbed the ladder from spot #67 all the way to where it currently sits, ranking fifth in performance across 92 Kid to Kid stores operating nationwide.

A lover of community and a valueconscious recycler, Kori appreciated the opportunity to reuse quality items at reasonable prices, supporting local families and championing better stewardship all at the same time. With a daughter, Isabella, and a son, Elijah, Kori personally identified with the need to provide quality clothing for children at prices a family budget could afford.

For her, the store represented more than an economic career move. It was an opportunity to serve.

With a “go big or go home” attitude, Kori leapt into transforming her store, quickly learning and applying new ideas to improve the store’s organization and representation to the public. She credits a supportive husband, who patiently managed the home while she clocked in twelve hours days, and BaseCamp Franchising for helping her succeed in those first critical years.

“BaseCamp allowed someone like me, with no sales, business or ownership experience, to excel. Every resource I needed was right at my fingertips. They equipped me with the training and insight I needed to run a profitable business, and also welcomed and implemented creative ideas from myself and other franchisees.

Having access to such expertise and detailed information is a relief, and I feel at home in the BaseCamp family.”

Kori has one goal as a Kid to Kid

franchise owner - to honor the relationships that allow her store to flourish. By offering extended buying hours and flexible payment options, the Medford store aims to always put the customer first, providing what they need, when they need it. Acknowledging the value of a devoted team, Kori always seeks to become a better employer, offering staff support and team incentives that have decreased turnover and brought phenomenal management onto her team.

It was an opportunity to be a part of

“Purchasing the Medford store was never about a financial opportunity.

everybody wins. The success of this store

something greater than myself, supporting a culture of community, giving back

and resourcefulness that respects hard-

working moms and dads, helps our planet by recycling quality goods and fosters

an environment of sharing and service. I

want my customers and my employees to know they can count on me. ‘I am here

for you.’ I mean what I say and I do what I

say. That reliability and trust is the catalyst for authentic human connection where is a team effort.”

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K id to K id

Kori has saved the hometown families of Medford literally millions of dollars by packing her store wall to wall with a tremendous selection of well-priced clothing, toys and other goods that keep loyal customers coming back for more.

Brilliantly sourcing thousands of popular options for the now bustling hotspot, Kori has sold over 200,000 items to Medford families in just this year alone! Kori has already expanded the store once, growing from 3000 sq. ft. to 5000 sq. ft., continuing to flourish in the once tepid resale environment, and hopes to expand again in the very near future.

“It’s important for us to consider what our customers experience every time they enter the store. Many of them come in with kids, tired and stressed, having fought a battle just to get the kids out of the car and inside the door. I want to make sure our store is spacious, allowing them to move freely and easily with their strollers, and give them an opportunity to find a little peace while they shop. Every day I ask myself ‘What can we do better? How can I serve my community better?’ It’s all about looking up from the sales reports

Franchising USA

“Our store has exploded, but I’ll be honest, I rarely look at the numbers. I look at the excitement of new moms when they find just what they need…I feel how our community is coming together to put family first and serve others. That’s how I know my store is doing well.”

– Kori Forney, Franchise Owner, Kid to Kid Medford store to see my community, my customers and their needs clearly. Providing them with the opportunity to buy and sell, serving as the interim between families in different stages of life...it’s a powerful experience and I’m immeasurably grateful to be a part of it.”

While Kori continues to take her Kid to Kid store to new heights, she candidly admits that it’s her life that has really transformed as a result of owning the now-popular franchise location. The store has served as a beacon of light and strength, allowing her to be a global giver, embracing new moms and developing special appreciation for the women and families she serves every day. She considers herself a stronger human being because of all she has learned in her years as franchise owner, and is grateful for the success and team effort that now

allows her to be at home more often, celebrating her own family as a reward to her commitment to developing a culture of community in Medford, the small-town home that now has an even more intimate place near to her heart.

“I’ve learned so much! How important it is to trust your personal journey, to leap in without fear and throw yourself into the challenges you face. Our store has exploded, but I’ll be honest, I rarely look at the numbers. I look at the excitement of new moms when they find just what they need, the appreciation of parents that can come back to sell their items and support their families. I feel how our community is coming together to put family first and serve others. That’s how I know my store is doing well. That’s how I know I’m on the right track.” www.kidtokid.com/franchising

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JOIN THE

FASTEST GROWING

PIZZA CHAIN IN AMERICA! *

SELECT AREAS STILL AVAILABLE! NON-TRADITIONAL OPPORTUNITIES ALSO AVAILABLE!

Visit LittleCaesars.com or call 800-553-5776 *Based on 2013 U.S. store growth. ©2014 LCE, Inc. 50232

Franchising USA

ex per t advice

Nooria Kakar, Esq. and Lynne Shelton, Esq. CFE

Do What I Know – Not What I Did; I was a Fool!

An entrepreneur at heart and attorney by profession, it is only right that I share my experience and lessons with you as you embark on this great journey to becoming a business owner or transition into the franchising world.

Growing up in the housing projects of upstate New York, I realized very early on that the only way to move up and out was to get an education and gain financial freedom. I barely finished high school when I started my first business as a weekend vendor at the local flea market while still holding a full time job and going to college full time; I have never looked back. I wanted to grow to gain financial freedom and do things others only dreamed about.

Franchising USA

In order to step up my game, I sought to get into franchising because it had the highest chances of surviving in the business world – these people had systems.

I wanted to learn from their experience rather than stumbling on my own. After running around for a couple of years to learn how to get into a franchise, I finally bought my first franchise in my early twenties.

To say I started out completely on the wrong foot is an understatement. Yes, I was a fool! I received the Franchise Disclosure Document and signed the Franchise Agreement and Commercial Lease without ever going through an attorney or an advisor. For goodness sakes, I didn’t even create a company for my franchised business.

I eventually learned about the benefits of having an entity as opposed to owning as a sole proprietor only after purchasing my second franchise (for my 2nd Franchise, I bought a Little Caesars) but, only after initially setting up everything as a sole proprietor again. Imagine the pain of having to switch everything from your

name to the entity name and I mean everything: the lease, franchise agreement, permits, licenses, phone directory, bank accounts, credit card machine processor, vendors, the list goes on and on and of course there were fees involved. I learned my lesson on my 3rd Franchise unit and set up my business entity up front.

A week after the grand opening of my new unit, I became gravely ill and realized for the first time the importance of a solid exit plan. I also realized how unpredictable life can be and that I needed to protect my assets. I had my first trust drafted as soon as I left the hospital, placing all my assets in the trust and assigning the shares or rights of each entity into the trust to not only protect my assets and ensure my privacy but to also ensure my children were taken care of exactly as I wanted. I realized that if anything happened to me, just having a will, or hoping that someone would follow my wishes was just not responsible thinking.

If you are thinking of owning a business or small business it is essential that you use the tools available to you for a fraction

“You have a dream so go for it. Stay humble – realize that you don’t know what you don’t know.”

of the cost of your new venture. As a franchise and business owner, I have been in your shoes. Initially, I didn’t know there were attorneys who could help you in reviewing the Franchise Disclosure Document, Franchise Agreement, commercial lease or creating business entities or trusts to protect my assets, etc.

Once I found out that these guys were out there and knew what they were doing, I told myself it was an unnecessary expense, I couldn’t afford it and I could do it myself – after all, I got this far without them.

sure cannot afford to put several hundred thousand dollars at risk if and when the venture doesn’t work out as you planned.

It’s like buying a $350,000 home and not paying for the $350 home inspection because you cannot afford it.

Believe me, I know your struggle and how you feel about the extra costs associated with these services but, I will tell you from experience that you need a franchise attorney from the very beginning even with the cost. If you think that you can’t afford to spend a few thousand dollars to set up your entity properly and line up your documents properly now, then you for

1

I will share my new “Life-Experienced Must Do Plan” before I start any venture.

I highly recommend that you follow this list to ensure you avoid the pain and extra expenses that I did. It is a relatively short list, only 4 steps, and well worth the effort:

Set up the proper business entity properly

- i.e. Limited Liability Company, C-Corporation, S-Corporation, Partnership, Family Partnership, etc.

By properly I mean some people either fill out the form with the Secretary of State or pay a book keeper a flat fee to set up the entity for them. They, act as if the entity is some sort of a magic box which will protect them as soon as they create the entity and place it on their shelf. In order to truly take advantage of the benefits of any entity, one must not stop at the filing; that’s not the important part. You must follow the formalities and rules associated with the entity ie. proper documenting, proper reporting, annual meetings, etc.

And for goodness sakes, don’t use an online template site. Have your attorney prepare these documents to be specific to the type of franchise you are buying for maximum protection of liability.

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Nooria Kakar, Esq. and Lynne Shelton, Esq. CFE

You need to ensure that the company will operate the way you want it to if anything was to happen to you or if your situation changes. Whether you are single or married, you should have provisions that address all of life changes within the Operating Agreement or Bylaws. For example, if you are single now and your partner is single, and you own 50/50%, you should discuss and then place into writing within your documents what exactly happens if one of you later gets married and then gets divorced: does the spouse that didn’t exist when you started growing the business now get 25% of the business?

Also consider if one of you may die, is the spouse now your working partner? Do they have a say in how the business runs?

There is a myriad of items that need to be covered legally so that you do not end up in an unanticipated place in your business.

Once the attorney sets up the proper legal entity for you and your situation, put it in your Trust, which is further discussed under step 3.

Franchising USA

“I highly recommend setting up your trust and assigning the rights or shares of your business to the trust for maximum protection, liability, and ease of business succession.”

2

Have your attorney review your purchase contract, franchising agreement if any, and commercial leases before signing.

If the business you are starting or purchasing is a franchise, it is essential to have a franchise attorney review the Franchise Disclosure Document and Franchise Agreement before you sign and pay the franchise fees. As previously stated, the reason most people are attracted to the franchise business is because the franchise has systems that prove what works and what doesn’t. The franchisee wants to take advantage of this knowledge and experience instead of starting on their own and going through the hurdles and failures on their own. Just like the

franchise system, the right franchising attorneys have systems in place as well.

They know what to look for in the Franchise Disclosure Document, Franchise Agreement, commercial lease, etc. They will inform you about language in these documents that may be to your detriment, have excessive fees and penalties for non-compliance, and limit your ability to compete. They will advise you of the applicable federal, state and local laws and inform you of your rights. They may be able to look at trends, past history, and have industry specific knowledge which will help you make an informed decision. Our firm has a commercial real estate arm which helps with the lease negotiations, market research, statistical analysis to determine if the sites selected, territory assigned etc. will give you ample opportunity to grow and keep competitors

“My great-granny always said “if you’re not learning you’re dead”! No matter how much experience you have in business, franchise or entrepreneurship, there is always more to learn.” away from your business or if it will stifle your business and limit your activity.

They also insert protections from the franchisor, other franchisees and the law.

3

Set up a trust and plan your estate.

You have worked hard to get where you are, it only makes sense to protect what you’ve worked so hard to build and to ensure that the business will continue without hiccups in case of incapacity, divorce or death. I know this is a difficult subject to broach and sometimes results in high strung emotions to say the least, but it is necessary in this unpredictable and highly litigious environment we are in today. There are many benefits to setting up a trust vs. a will. A trust is private unlike a will and the assets pass on to your beneficiaries without going through the very public, expensive and time consuming process called probate. A trust gives you the freedom to do with your assets whatever you please while alive and beyond the grave. I highly recommend setting up your trust and assigning the rights or shares of your business to the trust for maximum protection, liability, and ease of business succession. You can name successor trustees, name your beneficiaries, exclude individuals or entities, name a guardian for your minor or special needs children, or set up special trusts to take care of your pets or donate to specific charities. You can control who gets what, when they get it and how they get it to ensure your beneficiaries don’t squander everything you have worked for. Our estate planning package includes a power of attorney which gives an individual or entity the power to continue the business and take care of the day to

day operational needs while the healthcare directive gives doctors and your loved ones specific instructions regarding your wishes to protect them from having to make difficult decisions that they will not want to make.

Nooria Kakar

4

Stay Informed, Go Big, And Stay Humble!

You have a dream so go for it. Stay humble – realize that you don’t know what you don’t know. Surround yourself with experts and advisors who will walk you through all 3 steps above. You may even want to look for a business legal retainer attorney, who offers a small monthly retainer to go over all questions and issues you have as you start your new business.

This will eliminate paying costly legal fees by the billable hour, which can quickly grow out of control, while still giving you the advice and counsel you need to become a further informed entrepreneur.

My great-granny always said “if you’re not learning you’re dead”! No matter how much experience you have in business, franchise or entrepreneurship, there is always more to learn. Go big, and reap your rewards of entrepreneurship.

Nooria Kakar joined the Shelton & Power team as an attorney in their California office, after receiving her J.D. from Concord Law School. Nooria handles Estate Planning, Business, Real Estate, Wills and Trusts for our clients. She enjoys sharing her knowledge and wants clients to know that they are represented by a lawyer who understands all aspects of real estate and business development from extensive practice and personal experiences.

Lynne Shelton

Lynne Shelton in a previous life was a franchisor of a large franchise system, and is currently a Senior Partner at Shelton & Power franchise law firm.

Shelton & Power Attorneys have 25+ years of business consulting, franchise and trademark experience. Our knowledge facilitates an understanding of a large variety of businesses, services and technologies. We help businesses protect their brands through Trademark, Copyright, and Business contractual transactions. These services allow us to “Expand their Brand” through Franchising. For existing Franchisors, we provide full outsourced in house counsel.

For more information or to schedule a customized consultation for your business you can write to franchising@sheltonpower.com or call (866) 99-FRANCHISE.

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prof ile

Ca mp B ow Wow

CAMP BOW WOW

Putting its Best ‘Paw’ Forward fo Founded in Denver, Colorado in 2000, Camp Bow Wow is the largest pet care franchise in North America offering dog day care, boarding, training and in-home pet care to thousands of furry clients each year.

Franchising USA

Camp Bow Wow has grown to become an $86 million business with more than 180 franchises in forty states, and a location in Canada. With upwards of thirty new franchises on the way and the support of their almost two hundred franchisees, Camp Bow Wow has established itself as the premier doggy day care and boarding provider in North America.

Camp Bow Wow is excited to celebrate its continued success with a fresh and invigorated look. In late 2015, the

company underwent a significant rebrand to “pup-date” all of its branded materials, including its corporate website, individual Camp location websites, signage, and all marketing collateral. The new brand image is clean, professional and uses authentic imagery to accurately showcase the playful nature of this premier pet service brand.

The enhanced direction is a reflection of Camp Bow Wow’s continued investment in its franchise system, as well as its dedication to providing the highest quality experience for all pets and pet parents.

“Happy Healthy Pets, Happy Healthy People’ is at the heart of the Camp Bow Wow brand, and our new design is a more accurate reflection of our commitment to this brand promise as we continue to grow.”

- Julie Turner, Vice President of Marketing, Camp Bow Wow pet owners considering their pets to be

family members. As pet parents continue

to seek out premium products and services for their pets, Camp Bow Wow’s leading market position gives franchise owners

the opportunity to provide high-quality

service and peace of mind to even more pets and their parents.

As the leader in the $5 billion boarding and grooming sector, Camp Bow Wow has more than 2.7 million dog visits

annually. Currently, 32% of its franchisees are multi-unit owners, exemplifying the

wealth of business opportunities available to individuals looking to transform

their passion for pets into a successful

and profitable career. With the growing business sector, and Camp Bow Wow’s

dominance in this space, it’s no wonder

that in 2015, Camp Bow Wow celebrated the highest year in franchise sales in nearly a decade.

Camp Bow Wow was ranked #204 in

the 2016 Franchise 500 and #1 in the pet care category, marking the company’s

or Continued Growth “’Happy Healthy Pets, Happy Healthy People’ is at the heart of the Camp Bow Wow brand, and our new design is a more accurate reflection of our commitment to this brand promise as we continue to grow,” said Julie Turner, Vice President of Marketing for Camp Bow Wow and the visionary behind the entire rebrand.

“As the first of our kind and a pet care industry leader, we are committed to putting our best ‘paw’ forward at all times by providing the same high quality experience both online and at every

individual location. Camp Bow Wow is proud of its updated look and we are excited to celebrate a much richer brand experience with our loyal customers.”

The pet industry continues to grow at fast clip, with 68 percent of U.S. households owning a pet. The $60 billion industry has proven to be recession-resistant with revenue rising each consecutive year over the past decade. Now more than ever, pet parents are treating their pets as their furry children, with 63 percent of

sixth consecutive year on this list. Camp

Bow Wow was also the only dog day care & boarding provider to be named to the Franchise Times Top 200+ list in 2015.

Camp Bow Wow’s rebrand will serve as the catalyst for enhanced exposure

and expansion as part of the company’s aggressive growth plan for 2016 and beyond.

Become a Top Dog with Camp Bow Wow

and fetch a career that really gets your tail wagging.

Learn about current franchise opportunities by visiting www. campbowwow.com/franchise or by calling 720-259-0835.

Franchising USA

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ex per t advice

Jeff Grandfield & Dale Willerton, The Lease Coach

Parking Pitfalls for Franchise Tenants

Do you have enough parking spaces for your customers, you and your staff? It’s a common problem The Lease Coach sees with both new and established franchise operations.

We’ve discussed the problems with parking in our new book Negotiating Commercial Leases & Renewals For Dummies in greater detail but here are a number of factors to consider.

Franchising USA

“Parking is often used as an incentive by a landlord trying to attract new tenants, and landlords have been known to unfairly divvy up the parking to suit themselves or to attract other tenants.”

First and foremost, what is the availability of parking spaces for your customers?

Does it appear that there are there enough stalls for all to use? Where are these

parking spaces – in front of, behind or at the side of the building? Are the spaces

“rush parking” (first-come, first-served) or assigned specifically for your use?

These “signage-designated” parking spots are desirable and discourage others from

taking your space(s). If your business is located near a major grocery store, consider that the best available parking spots may be taken by food shoppers.

Parking spaces located close to your door will be advantageous for elderly customers who do not like to or cannot walk too far.

For many franchise tenants, parking is free. But for some, monthly parking charges for staff vehicles can range from

“For many franchise tenants, parking is free.

But for some, monthly parking charges for staff vehicles can range from $85/month to several hundreds of dollars per month.” $85/month to several hundreds of dollars per month. Even if you are prepared to pay for parking, don’t assume it will be available. Consider the cost of customer parking as well. With lengthy visits / shopping trips, this cost can increase dramatically and your customers may not be able to simply run outside and put more money in a parking meter. As an option, your customers may greatly prefer “pay on the way out” parking as the lesser of two evils. This can allow your customers to bring their parking ticket into your business for validation and reimbursement.

In our experience of working for franchise tenants, here are a number of real-life horror stories for you to remember. We recall visiting a couple of business-owners who had hired us to do a new lease in a property they had found and liked. When we arrived at the property, it was around 10:00 a.m. and the parking lot was already packed with other cars. We pointed this out and questioned just how busy would this same lot be after the vacant units were occupied with more tenants. With hearing this advice, these two entrepreneurs wisely decided it would not be in their best interests to pursue this leasing opportunity.

We also well remember a couple of other entrepreneurs who had been located in the same property for almost 18 years and hired us to negotiate their lease renewal.

These tenants were very frustrated that their landlord had converted the property’s free parking into paid only parking – this, of course, would greater inconvenience this business’ customers. Our message here is to never assume that your parking situation will always remain the same.

As some final couple words of advice, always assume that the only parking rights you will have are the rights you get in

writing in your lease agreement. Also, remember that it’s best if the customers of the franchise tenants can park in the best stalls while franchisees and their staff can park elsewhere. Determine whether the landlord has a designated area for staff to park and whether there’s a parking policy that the property manager polices or regulates. Smart landlords require both tenants and staff to provide their vehicle license plate numbers to the property manager for this very purpose. If the landlord or real estate agent tells you that all parking is first come, first serve, you may want to include a clause in the lease agreement stating that if (in the future) the landlord gives special parking rights or privileges to other tenants that they will have to give those same privileges to you.

Parking is often used as an incentive by a landlord trying to attract new tenants, and landlords have been known to unfairly divvy up the parking to suit themselves or to attract other tenants.

Dale Willerton and Jeff Grandfield The Lease Coach are Commercial Lease Consultants who work exclusively for tenants. Dale and Jeff are professional speakers and co-authors of Negotiating Commercial Leases & Renewals FOR DUMMIES (Wiley, 2013).

Got a leasing question? Need help with your new lease or renewal?

Call 1-800-738-9202, e-mail DaleWillerton@TheLeaseCoach.com or visit www.TheLeaseCoach.com.

For a complimentary copy of our CD, Leasing Do’s & Don’ts for Franchise Tenants, please e mail DaleWillerton@ TheLeaseCoach.com.

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franchising usa A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

9Round 9Round is a 30 minute circuit training workout that incorporates boxing, kickboxing, dumb bells, kettle bells, jump ropes, and a whole lot more.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

chance of getting bored. The best part is there is a trainer included each and every time to motivate and encourage. With over 200 locations open in 38 states and five countries, 9Round will be coming to your community soon.

This program solves the four problems in the fitness industry. There are no scheduled class times - a client can work out at any time; each session is only 30 minutes and is full body.

Franchise opportunities are available worldwide.

The workouts change daily so there is no

Website: www.9round.com

All About Loving Care, Inc.

The clients we service range from those newborns to the elderly and with conditions ranging from Autism to Alzheimer’s.

All About Loving Care, Inc. is designed to assist people maintain an independent lifestyle.

We provide the means for all our clients to remain in the privacy of their own home.

We believe in treating each client with respect, compassion, and dignity, and strive to meet each client’s physical, emotional, and financial needs.

We offer non-medical home care for those in need of assistance with their day-to-day activities.

Apex Fun Run This unique franchise is experiencing at a nearly rocket-propelled growth since their inception in 2011—with over 56 franchisees in 16 states this company is reshaping the school fundraiser model.

Gone are the days of hawking cookie dough and wrapping paper—Apex Fun Run earns on average $23,000 per school per Fun Run event held.

Phone: 864-962-4601 or email: jeff. mathews@9round.com

We are a non medical home care agency specializing in Senior care. Our services include but are not limited to 24 hour care, hospice care, personal care, respite care, meal planning and preparation.

Phone: (877) 822-0211 Fax: (310) 301-0004 Website: www.allaboutlovingcare.us

The concept is simple, Apex Fun Run collaborates with school PTO/As and faculty, and produces a meaningful and “hassle-free” school fun run that is financially successful and builds leadership and fitness values in the students who participate.

For more information, contact Jeremy Barnhart: Email: Jeremy@apexfunrun.com Phone: 480-347-0243 Website: www.apexfunrun.com

Beef Jerky Outlet

• Freedom from major contracts

With 1000% growth over the past 20 months The Beef Jerky Outlet franchise system is simple in comparison to other popular retail franchise concepts. We offer an easyto-follow business model with little or no competition in the specialized market of beef jerky sales.

• Personalized interaction with the hands-on owners of the overall outlet franchise

The Beef Jerky Outlet franchisees enjoy: • High quality product with extended shelf life • Low outlet franchise operating costs • Inventory that sells quickly, offering no need for warehouse storage • A business with only a small amount of payroll and other general retail paperwork

Franchising USA

Excellent for branding and recognition.

• Contact with one centralized, knowledgeable product team

• Continuous, ongoing support • Higher than average sales per transaction Many of our best retail franchise opportunities are now available and we are searching for qualified individuals to become part of our growing, dynamic jerky franchise team.

Please visit www.beefjerkyoutlet.com and fill out the request for more information form.

Big O Tires® BIG O Is Your BIG Opportunity.

With more than 50 years in the tire and automotive maintenance industry, Big O Tires® is proud to be a worldclass leader. As we continue to thrive in an ever-expanding market, we invite you to be a part of the exciting opportunities as a member of the Big O Tires® family.

Big O Tires® is proud to be one of the most progressive tire and automotive service franchises in the nation. When you join our family, we supply you with a powerful set of tools to help bring your business to the front of the pack: This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

Bin There Dump That Bin There Dump That is a mini disposal container system and we’re FRANCHISING IN YOUR AREA! This is a franchise business that can be up and running quickly. We invite you to imagine yourself operating your own successful mini disposal business, providing cost effective solutions to customers who appreciate your service.

The time is right for Bin There Dump That. We are a low-tech business whose systems are recognizable and repeatable.

We offer services that are systematic. The process is easy to teach and easy to learn. In no time you will be answering customer’s requests for bins and building a strong, robust client base.

Come and get your piece of this SIMPLE TO OPERATE business that has a reasonable entry cost, offers exclusive

Boulder designs If you are looking to own your own business, or add a new product line to your existing business; then Border Magic® may be what you’re looking for.

Border Magic® provides durable continuous concrete landscape edging, walkways, and decorative stepping stones that have the look and feel of real brick or stone. If you are looking for a rewarding career, Border Magic® may be what you’re looking for.

Boulder Designs is a simple system with low entry cost and minimal inventory requirements. Our signage can turn any business, park, memorial, or

Camp Bow Wow Camp Bow Wow® is the largest dog day care and boarding franchise in North America!

Established in 2000, we have grown to become an $86 million business with more than 150 franchises in forty states and a location in Canada.

The Camp concept provides the highest levels of fun, safety and service for its Campers, and peace of mind for their parents. Dogs romp together in an open-play environment and pricing is all-inclusive. As the company

Cardinale Enterprises Cardinale Enterprises is a leading real estate investment and development company that has built a solid reputation in the New York and New Jersey commercial real estate marketplace.

For more than 25 years, our company has

• Leading name-brand recognition.

• Experienced franchise system.

• Competitive marketing strategies.

• Dynamic and perpetuating consumer engagement • Comprehensive start-up training.

• Sales guidance from a network of retail experts.

• Multiple warehouses stocked to meet inventory demands.

• National and regional meetings/conventions.

• Access to exclusive marketing resources.

• On-site visits and strong support from Franchise Business Consultants.

Contact us today! www.bigofranchise.com

territories, full training, marketing materials, lead programs and offers you over 100 years of experienced franchisor support!

Enjoy the benefits of non-competitive relationships with other Bin There Dump That dealer/owners across North America. Share in a pool of knowledge that will assist you in maintaining competitive market advantages.

Learn key success factors from the pioneers of the mini roll off container systems. Create an organization designed to maximize productivity while controlling costs.

Contact: John Ferracuti Phone: 905-823-8550 Email: john@BinThereDumpThat.com Website: www.BinThereDumpThat.com

subdivision into a landmark. In addition, the flexibility of Boulder Designs allows you to transition from your job into business ownership gradually as you do not need employees or a store front to start off like other opportunities.

If you are looking for a rewarding business, or developing a niche market, Boulder Designs® may be what you’re looking for.

Contact: Butch Mogavero Phone: 844-247-2632 or Email: info@bordermagic.com -info@boulderdesigns.net Website: www.bordermagic.com -www.boulderdesigns.net

grows, its simple philosophy remains the same — it’s all about the dogs! Camp Bow Wow is focused on the well-being of its furry clients and the success of its franchise owners. Join the Pack and fetch your share of the rapidly growing $60 billion pet industry!

Phone: 1-877-700-BARK Website: www.campbowwow.com Email: ppounders@cbwcorp.com Contact: Patrick Pounders, ppounders@cbwcorp.com, 720-259-0835

established a track record of excellence by developing, marketing, managing and investing in retail properties and mixed-use developments throughout the Northeast.

Phone: 732-747-7846 or Email: Leasing@cardainaleenterprises.com You can also visit our website: www.CardinaleEnterprises.com

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Clayton Kendall Clayton Kendall provides a simple, easy to use e-store platform that connects your franchisees to Clayton Kendall’s integrated front-to-back inventory management system allowing for the creation, production, fulfillment, distribution and shipping of all your marketing and sales materials (uniforms, signage, branded merchandise) to be controlled with a

Coverall® Founded in 1985, Coverall offers motivated entrepreneurs the right to independently own and operate commercial cleaning franchised businesses using the Coverall® brand and system.

In 2008, the company launched its Coverall HealthBased Cleaning System® Program with an emphasis on helping to improve the cleanliness, health and wellness of facilities.

This unique Program combines environmentally friendly and innovative cleaning technologies and tools, hospital-grade disinfectants, professional training programs, customer support and

Discovery Point With almost 50 locations throughout the Southeast, Discovery Point Child Development Centers® provides safe, educational and nurturing environments for growing children.

Discovery Point embraces a three A’s approach – Attention, Affection and Approval – and partners with Teaching Strategies in using the nationally recognized early childhood education program, Creative Curriculum System® for Preschool.

Since opening its first location in an Atlanta suburb in 1988, Discovery Point has been a leader in

Donatos Donatos is a network of 100-franchise partner owned and 53 company owned restaurants in seven states clustered around Ohio. Founded in 1963, Donatos is the original fast casual pizza restaurant model that also delivers.

communication, and a passion for healthy cleaning to do one thing – remove the maximum amount of dirt and germs as efficiently as possible.

Today, the Coverall® Program, implemented by independently owned and operated Franchised Businesses, is the first choice of offices, medical offices and healthcare facilities, ambulatory surgery centers, schools, daycares, retail businesses, restaurants, manufacturing plants, auto dealerships, religious centers, fitness centers and other businesses This offering is made by prospectus only. See Franchise Disclosure Document for details.

Website: www.coverall.com

childhood enrichment and care, expanding beyond its Georgia roots into Florida, North Carolina and Tennessee with plans under way to reach new markets nationwide.

Discovery Point Child Development Centers® was recognized by Entrepreneur Magazine in its “Franchise 500” and ranked #22 on its “Red-Hot Franchise” list for 2013.

More information about Discovery Point and Discovery Point franchise opportunities is available by calling (800) 418-3990 or visiting discoverypointfranchise.com or discoverypoint.com.

financial performers in the pizza segment. In its home market of Columbus, Ohio Donatos commands a 40 percent market share in the pizza segment.

We are on the cutting edge of customer knowledge, market intelligence and digital service.

With average restaurant sales over $1M per year, Donatos is one of the strongest

Please see www.donatospizzafranchise.com for more information.

Dr. smart phones

insurance agencies and have quickly become an authorize retail repair center which is now offered to all our franchisees.

Dr. Smart Phones is a recognized leader in the electronics repair industry. With over 60 new licenses sold in the past 6 months, Dr. Smart Phones is poised as in industry disrupter offer a lifetime parts warranty to all customers.

We are nationally known to many phone

Franchising USA

simple click of a mouse.

Clayton Kendall is the single source marketing solution for national franchises such as Massage Envy, Orange Theory Fitness, European Wax Center, and Blaze Pizza.

Contact: Dan Broudy, CEO Email: dan@claytonkendall.com Phone: 412-798-7120 (1-888-799-4757) Website: claytonkendall.com

Contact: Ken Rich Email: ken.rich@dspcorp.com Phone: 972.548.7905 Website: www.drsmartphones.com

Fastsigns® Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company.

We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015 • Franchise Research Institute World Class Franchise 2011-2015

FRANFUND FranFund provides a comprehensive set of funding solutions for your new or expanding business including business loans, securities backed financing and our proven capitalization solution, the FranPlan™.

The FranPlan™ allows you to use an existing retirement account to fund your new business debt, tax and penalty free.

Fresh To Order (f2o) Founded in 2006, Fresh To Order (f2o) combines the quality of food found in finer casual dining with the operating platform and price point of fast casual.

With a mission to serve “Incredible Food in under 10 minutes for around $10”, we offer a menu of recognizable favorites with a flavorful twist, such as chef-inspired entrees, Panini sandwiches, soups and Perfect Bite Salads©.

GameTruck Founded in 2006, GameTruck is the first and most recognized mobile gaming and entertainment franchise in the United States. GameTruck today has 70+ franchise locations throughout United States, servicing 35 states. Taking advantage of the massive video game industry, GameTruck brings a one of a kind experience right to

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide.

For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com

Our team of funding experts are here to work with you to create a customized capitalization solution for your specific situation, including obtain a pre-qualification so that you can conduct your franchise investigation with confidence.

Phone: 817-730-4500 Fax: 817-546-1291 Website: www.franfund.com Email: info@franfund.com Contact: taseiber@franfund.com

Combine Fresh to Order’s focus on healthier, flavorful menu choices with its open-kitchen set-up and commitment to great guest service, and you have an experience like nothing else in the category.

Contact: Franchise Development Phone: (888) 877-6188 Website: www.freshTOorder.com Email: Please complete Inquiry form on website

service to customers and franchise owners alike.

During that time GameTruck has been recognized in Entrepreneur.com’s Franchise 500 list and also their top home based and new franchise lists.

GameTruck’s mission is to Deliver Excitement to its customers and franchisees.

Reach out today to learn more about franchising with GameTruck!

Contact: Ryan, Sr. Franchise Development Manager

customers’ doorsteps. Due to this demand, GameTruck has experience 6 consecutive years of growth and continues to offer best in class

Phone: 480-303-7212 Email: ryan@gametruck.com Website: gametruckfranchising.com

goliathtech

terraces and docks to fences, walkways, patios, solariums, decks, gazebos, sunrooms and much more. Better than traditional concrete pillars formed using tubes, screw piles install easily and quickly with no excavation or cure time required.

And, because they are less expensive than concrete solutions, partnering with GoliathTech is a smart business investment.

For more than 10 years, GoliathTech, manufacturer and installer of helical screw piles, has combined strength with know-how to offer residential and commercial customers the best piling solution to support a multitude of projects.

Our helical GoliathTech screw piles, which surpass the highest industry standards, are installed deep beneath the ground freezing level to solidly support the structure of your clients’ projects, ranging from extensions,

Phone: 1.855.743.4777 Email: info@goliathtechpiles.com Website: www.goliathtechpiles.com

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honkamp krueger Honkamp Krueger & Co., P.C. is a Top 100 CPA and business consulting firm and the eight-fastestgrowing CPA firm in the U.S. (Accounting Today, 2015) Specializing in franchise services, HK offers 40-plus forward-thinking, innovative solutions to franchise organizations in all 50 states.

In addition to our tax, accounting and consulting services, HK offers total hire-to-retire solutions through our human capital management affiliate, HKP. Through our HK Financial Services affiliate, HK offers world-class wealth management solutions.

Huntington Learning Center Huntington Learning Center is the #1 revenue producing tutoring franchise, with an average earning of 61% more revenue than our closest competitor.

Huntington was founded in 1977, began franchising in 1985 and has grown to be one of the most established and well-respected brands in education.

Today, Huntington operates nearly 300 centers in 38 states from coast to coast as a recognized pioneer and leader in the tutoring industry, providing quality instruction to tens of thousands of students through our national network of franchised and company-

International Franchise Professionals Group

When you partner with HK for your franchising needs, you will always have easy access to one of our owners who will walk in your shoes with you and who has a unique perspective on being an entrepreneur and business grower.

Phone: 888.556.0123 www.honkamp.com

owned tutoring centers.

For over 37 years, Huntington Learning Center has been the leader in the tutoring and test prep industry with an established reputation of providing highquality, individualized programs for students of all ages and in all subjects. As a Huntington franchisee, you will inherit our reputation for excellence and be recognized in your community as an industry leader and premier brand of tutoring services.

For more information, contact Gina Elliott at: Email: Franchise@HLCmail.com Phone: 800.653.8400 Website: www.huntingtonfranchise.com

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

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

The IFPG is a strictly membership based organization that does not participate in any referral fees from our franchisor members or our brokers, thereby allowing all of our members to work freely together.

Our long-term success is predicated on retaining our members and providing all the tools needed to help you sell more franchises, and close more deals.

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

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

jani-king

of operation in the commercial cleaning industry.

Known as “The Jani-King System”, new franchise owners are trained using the most up to date technologies, procedures, tools, and equipment.

They are able to grow their business and succeed with the expertise and support of a local regional office, in addition to numerous Jani-King International resources.

For more information: Phone: 972-991-0900 / 1-800-JANIKING or Email: csturdivant@janiking.com Website: www.janiking.com

Jani-King - The world’s largest Commercial Cleaning Franchise Opportunity. This Franchise Opportunity has over 9,000 unit franchise owners in 14 countries.

Franchise Owners are professionally trained to provide services to customers in Commercial Buildings, Healthcare Facilities, Schools & Universities, Hotels/Resorts, Casinos, Sporting Venues, etc.

For 44 years Jani-King has perfected a method

Johnny’s Pizza House Johnny’s Pizza House: Shakin’ & Bakin’ Since 1967!

Founder Johnny Huntsman opened our first store in 1967 in Monroe, billing it as “the only link in the world’s smallest pizza chain.”

We offer a great menu of delicious pizzas, appetizers and sandwiches – and fresh is the word. Fresh dough made daily. The freshest of vegetables. The highest quality meats – and every pizza topped with Johnny’s Pizza House’s

Franchising USA

Our depth and level of franchising expertise along with our track record for providing independent and objective franchise advisory/consulting services clearly differentiates HK from all other franchise advisors across the country.

incomparable signature sauce and 100% real creamy mozzarella cheese.

All made the Johnny’s Pizza House way for that unique taste that has made us the market leader in all of our markets. Year after year, we’ve been voted the “people’s choice” for favorite pizza in every reader poll conducted by independent media outlets!

Contact: Dennis Wills Email: info@johnnysph.com Phone: 318-807-1358 Website: johnnysph.com

Kid to Kid For over 20 years, Kid to Kid stores across the country have given parents an affordable (and enjoyable!) shopping experience with huge selections of new and gently used children’s apparel, toys, shoes, baby gear and maternity wear.

Our inventory changes every day, as trained buyers hand select and pay CASH to customers for their great-quality kid stuff, and sell those items at 70% off regular mall prices.

Our customers love the savings they receive on their favorite labels and brands from Kid to Kid’s trusted inventories.

kz companies KZ Companies is a full service commercial & residential real estate development and investment company.

Our Franchise Services Division specializes in directly integrating with franchise operators to lead in all aspects of new store development and new store roll out programs.

We provide an unparalleled access to capital and manage our client’s development process from start to finish. Our in-house resources and well capitalized company provide turn-key capabilities that deliver stores quickly and economically.

As our partners, our franchise owners receive industrybest support and a leading support-to-store ratio. Kid to Kid’s proprietary buying software and inventory management systems, robust employee training, branded marketing, on-call computer support, and cloud-based reporting tools help owners manage their stores at optimal levels of sales and profitability.

At Kid to Kid, our success is YOUR success, and we’ve proven that through 20 years and 110+ stores of uninterrupted growth.

For more information, contact Dave Martell: Email: david.martell@bcfranchise.com Phone: 801.359.0071 x101 Website: www.kidtokid.com

Since the inception of our company in 1994, we have successfully built over 200+ projects for national and regional retailers across the country and developed an extensive foundation of relationships with tenants, homeowners, landlords and municipalities. Through our relationships we pride ourselves on a proven track record of delivering all our projects on time and on budget. Our long history of successful projects can be attributed to a grounded belief that our success depends on our clients’ and partners’ success.

For more information: Phone: (949) 476-2700, Email: info@kzcompanies.com Or go to Website: www.kzcompanies.com

Launch trampoline

birthday parties, fundraisers and corporate events.

Launch Trampoline Park is an indoor family entertainment center that focuses on family, friends, fitness, and fun.

Safety is the #1 priority, and we are continually working to ensure a safe environment through superior structure, staff training, research, education and planning.

Founded by Rhode Island entrepreneur Robert Arnold and retired New England Patriot cornerback and threetime Super Bowl Champion Ty Law in 2012, there are currently three corporate-owned parks and eight owned and operated by franchisees from New Hampshire to Delaware with more opening soon.

Launch generates revenue through several departments; trampoline use, arcade, and concessions. Launch is very community oriented, hosting regular fundraisers for local organizations, and Joey, the 7’ tall green kangaroo mascot, can always be spotted at local events.

Our parks range from 19k to 42k square feet with over 50% of the square footage covered in jumping surfaces, making Launch the perfect place for social gatherings,

Liberty tax service Founded in 1997 by CEO John T. Hewitt, Liberty Tax Service is the fastest-growing tax preparation franchise in the industry and has prepared almost 18 million income tax returns in more than 4,400 offices and online.

Liberty balances strong growth, best business practices, social responsibility, and a fulfilling life experience for our franchisees. We’re committed to creating a business system and environment that will be held up as the model for all other tax preparation franchises to emulate.

Ph: Email:

Web:

401-738-1259 or PMobley@launchri.com, RArnold@launchtrampolinepark.com www.launchtrampolinepark.com

Liberty Tax is a company to watch, not just in tax preparation franchise terms, but in the business world as a whole. Our corporate team, Area Developers, and franchisees are accessible and down-to-earth. We provide a supportive network and a culture that is progressive and fun.

You can join one of the top franchise opportunities in the world. Just fill out our request franchise information form to find out more about Liberty Tax. www.libertytaxfranchise.com/request-franchiseinformation.html

Little Caesars

continue to receive support, expert analysis and consultation from corporate as their business grows.

Little Caesars offers strong franchisee candidates opportunities in select locations across the country. As America’s fastest growing pizza chain, Little Caesars provides candidates an opportunity for independence with a proven system, a simple operating model and strong national brand recognition.

Little Caesars’ requires candidates desiring to open one store to have a net worth of $150,000 with a minimum of $50,000 in liquid, unencumbered assets (such as cash).

Franchisees must also be able to obtain financing to cover the total costs of opening a franchised location.

Franchisees benefit from a comprehensive training program that focuses on all aspects of the business, including training, architectural and construction services to help with design, preferred lenders to assist with financing, the ongoing research and development of new products, and effective marketing programs. Franchisees

For the sixth year in a row, Little Caesars was named “Best Value in America”* of all quick-serve restaurant chains.

Phone: 800-553-5776 Email: USdevelopment@LCEcorp.com Website: www.LittleCaesars.com

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The Little Gym International With more than 300 locations in 30 countries, The Little Gym is the world’s premier enrichment and physical development franchise for kids four months through 12 years.

Our owners are backed by more than 35 years of experience nurturing happy, confident kids through programs including parent/child, gymnastics, dance and sports skills, plus enjoyable extras like camps, Parents’ Survival Nights and Awesome Birthday Bashes.

Each week, structured classes and a positive learning environment create opportunities for children to try new

To make it even easier to become a franchisee, we’re offering special reduced pricing! For a limited time, we have reduced the initial franchise fee by up to $40,000 (locations and savings may vary) and are honoring veterans by offering 50% off the franchise fee to Veterans and Active Duty Military, Reserves, National Guard and Coast Guard.

Contact: Leo Smart, Director of Franchise Development Email: sales@thelittlegym.com Phone: 480-948-2878 Website: www.TheLittleGym.com and www.TheLittleGymFranchise.com

LivePOS

franchisors with the ability to run a successful and very profitable business, with ZERO upfront cost.

Technology is changing the way we shop. Social Media, targeted advertising and repeat customers can make the difference between a successful business and failure. If you are still using outdated, dinosaur like point of sale system, you are leaving money on the table.

Real-Time sales and inventory reports, employee time and attendance, commissions, payroll, promotions and over 1,000 other features makes LivePOS the market leader in this space. The LivePOS FMS Dashboard provides direct access to store sales, royalty remittance, franchise wide SKU control and many other tools to ensure consistency throughout the brand, regardless of state or location

Enters LivePOS, a Cloud Point of Sale Solution designing exclusively for multi-location, chains and franchises owners. With over 20,000 customers worldwide, LivePOS provides both franchisees and

Midas Midas, a recognized brand throughout the world and highly renowned name in complete car care, is proud to be one of North America’s original franchise opportunities – and one of its best.

With Midas, you experience the best of both worlds - the support of an experienced franchise organization and the satisfaction of operating your very own auto service enterprise. As a Midas franchisee, you become a trusted name the day you open your doors for business. Building consumer trust is at the heart of our brand. We work every day to earn that trust by providing expertise, responsiveness, and the best value to every customer every time.

Benefit from nearly 60 years of “The Midas Touch”

Mint Advertising Founded in 2002, NJ-based Mint Advertising is an award-winning ad agency with a strong history of helping franchise organizations like Domino’s, CENTURY 21, Wendy’s, and Lawn Doctor accelerate growth and engagement on a number of different fronts.

franchising usa A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Franchising USA

things and build self-confidence, all with a grin that stretches from ear to ear.

Website: www.livepos.com Email: info@livepos.com

Midas has built a stellar reputation in the automotive service and repair industry nearly six decades. We want to help you succeed. Before you open a location and as you continue to operate your shop, Midas will help you with the following: • Business management system for your shop • New franchisee orientation • Ongoing training and training resources • Operational support.

• Development support • Optimizing and marketing your business: Join Midas today by calling 1-800-365-0007 or visiting www.midasfranchise.com!

This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

From online to offline advertising for franchisors as well as franchisees, to sales materials, conference marketing, media and direct mail — you name it and we’ve probably done it.

Contact: Scott Robinson, VP Client Service Email: scott@mintadv.com Phone: 908-238-1500 Website: www.mintadvertising.com

Excellent for branding and recognition.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

Minuteman press Serving the business community for over 40 years, Minuteman Press’ customer service driven business model provides digital print, design and promotional services to businesses. Today we are much more than just print, we can provide anything you can put a name, image or logo on!

Minuteman Press is a number one rated

Moran family of brands Moran Family of Brands is one of the nation’s leading franchisors of general automotive repair, transmission repair and automotive accessory centers. Based in Midlothian, Illinois, Moran Family of Brands provides specialty products and services in virtually every aspect of the automotive aftermarket through four individual brands and a total of more than 120 franchise locations nationwide including: Mr. Transmission, “The

murphy business Murphy Business Northwest gives you the best of two worlds: our office is a small, local business closely connected to the community here in Puget Sound, specializing in personal service to our clients; yet, we are affiliated with one of the largest business brokers with offices throughout North America. Our experienced professionals can offer an unsurpassed range of brokerage services: • When Selling a Business or Buying a business, • Business Valuation Services • Commercial Real Estate Brokers

Naturalawn of america NaturaLawn of America offers organic-based lawn care services to customers across the United States seeking safer alternatives to traditional chemical lawn care.

They pioneered the breakthrough into environmentally responsible lawn care back in 1987 (before “going green” was the norm). While chemicalbased companies continued to randomly spray unnecessary pesticides, NaturaLawn of America developed an Integrated Pest Management System (IPM), which was unprecedented in lawn care.

business service franchise that offers world class training and unparalleled ongoing local support. Prior experience is not necessary to own and operate a successful Minuteman Press franchise.

For more information Contact: Al Sanders Phone: 800-645-3006 Email: asanders@mpihq.com Website: www.minutemanpressfranchise.com

Professionals”; Alta Mere “The Automotive Outfitters”; and Milex Complete Auto Care centers and SmartView Window Solutions.

For more information on Moran Family of Brands visit http://www.moranfamilyofbrands. com.

Contact: Ben Reist Phone: (800) 581-8468 Fax: (708) 389-9882 Email: breist@moranbrands.com Website: www.moranfamilyofbrands.com

• Best Franchise Opportunities for buyer • Equipment Appraisals Our professional business brokers all have past experience as business owners and managers. We apply that business sense to help match buyers to an appropriate business.

Visit the website www.yourfranchiseadvisor.com/home/our-franchiseadvisors/curt-maier/ For more information contact Curt Maier Office 425 679 6627 or Cell 425 505 3649 you and also email curt.maier@murphybusiness.com

By creating natural lawn care programs specific to the needs of each individual lawn and through its use of organic-based lawn care products, NaturaLawn of America continues to give customers nationwide, the healthier, greener lawns they desire while protecting people, pets and the environment.

Headquartered in Frederick, Maryland, NaturaLawn of America provides business opportunities to individuals wishing to own their own franchise.

For more information Phone: (800) 989-5444, Email: info@naturalawnfranchise.com Or go to Website: http://naturalawnfranchise.com/

Nutrition Zone

empower the community by improving the quality of our clients’ lives.

Nutrition Zone is in the business of changing lives.

From inception, Nutrition Zone’s customer service and sincerity has been at the forefront of our growth. This is realized through highly educated team members who share our goal of making a positive, meaningful impact in our communities. Nutrition Zone provides premium service and premium products at extremely competitive prices.

That includes the Franchisees who join us on this incredible and noble journey. At Nutrition Zone, we do not only take great pride in creating stronger, smarter and healthier clients through the best stores and business model in the industry, we take great pride in identifying and developing successful, determined entrepreneurs providing them the tools and opportunities to reach their financial goals along the way.

Nutrition Zone was founded to serve, educate and

SERVICE - QUALITY -COMPETITIVENESS - EXCELLENCE NUTRITION ZONE – A FORCE BEHIND A BETTER YOU!!

www.nutritionzonefranchise.com

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NUTTY SCIENTISTS® Nutty Scientists is a leading global provider of scientific activities for children of all ages, and we’re an ideal franchise opportunity for all types of people. ®

If you want to make a difference in the way children perceive and learn science and you have the ability to market the service and programs we offer to the schools and families in your community – a Nutty Scientists franchise could be a perfect fit.

One Stop Tax One Stop Tax is a professional tax preparation services provider offering personal and business income tax returns catered to the low and middle income brackets.

As a franchisor we offer state-of the art tools that help make the entire business run efficiently and intelligently because of our proven business system.

Our Town America For over 40 years, Our Town America has been providing new movers with traditional hospitality by mailing warm housewarming gifts from local businesses in a premium welcome package.

It is Our Town America’s mission to welcome new movers into their communities, to help local businesses gain new loyal and long-term customers, and to provide franchisees with an excellent business opportunity.

Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the Our Town America program

Oxi Fresh Carpet Cleaning

Each franchisee plays a special role in their community, but their main responsibility is to enhance children’s lives by making science fun.

For more information, contact: Shery Christopher Phone: 1-520-743-0022 Email: shery@nuttyscientists.com Website: www.nuttyscientists.com

Our services are sought year after year despite economic condition and regardless of demographics and income levels.

Contact: Charles Kinuthia Phone: 855.408.2937 or Email: franchise@onestoptax.com You can also check out our website: www.onestoptax.com

while dozens of locally owned franchises validate the Our Town America concept as a viable business opportunity. Franchisees are neighborhood marketing consultants, showing local business owners how to target their best prospects with enticing offers via direct mail.

Since beginning to franchise in 2005, Our Town America has been consistently ranked a Franchise Business Review Top 50 Franchise making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowed Franchise Business Review’s Top Company.

Website: http://www.ourtownamerica.com Email: franchising@ourtownamerica.com

fastest dry times possible: one hour on average.

The home-based concept’s innovative carpet cleaning system uses environmentally friendly cleaning solutions, leaves no sticky residue and is safe for children and pets.

Recognized as one of “America’s Best Franchises,” according to Forbes magazine, Oxi Fresh has more than 280 carpet cleaning locations in 45 states and Canada, with many more in development. Company plans call for awarding 50-75 additional franchise opportunities to qualified candidates over the next 12-18 months.

In addition, Oxi Fresh’s innovative cleaning method only requires two gallons of water per home – as opposed to the 40-50 gallons that many other carpet cleaners use – and consequently offers one of the

Contact: Kris Antolak Phone: (720) 963-6193 Email: kris@oxifresh.com Website: www.oxifresh.com

Persona Wood Fired Pizzeria

You can choose from one of our chef inspired specialty pizzas or create your own with over 30 toppings to choose from. Our expert pizza makers will create your pizza just the way you like it. Your imagination and creativity is the only limit!

Founded in 2006, Oxi Fresh Carpet Cleaning has established itself as one of the nation’s fastestgrowing carpet cleaning companies.

Persona Wood Fired Pizzeria is the only “Create Your Own” concept of its kind that was developed by two Chefs— one classically trained and the other an Italian Pizzaiolo and World Pizza Champion.

Persona’s exceptional quality starts with our fresh and extremely high quality ingredients. We craft an authentic Neapolitan pizza from imported “00” flour imported from Naples, Italy. The vine ripe plum tomatoes grown for our tomato sauce are sourced from the San Joaquin Valley. Our hand-made meatballs, sausage and sauces have all won gold medal acclaim worldwide, and we think your taste buds will agree.

Franchising USA

Nutty Scientists has franchised locations in more than 40 countries across the globe and our reach continues to expand every day.

Once your pizza assembly is complete, we bake it in one of our imported Italian Marra Forni wood fired ovens. At 800 degrees, 90 seconds is all it takes to produce a pizza that is crispy and chewy in the Neapolitan tradition.

Craving something from the garden? Our freshly tossed salads are a great complement to your wood fired pizza. Our award- winning dressings are all made from scratch. Complete your experience with our rich gelato handmade locally by an Austrian-trained gelato chef.

For more information visit www.personapizzeria.com or Email: info@personapizzeria.com

Pestmaster Franchise Network, Inc. Pestmaster Franchise Network offers franchises throughout the USA that specialize in pest, weed, termite, rodent, bird and other services related to the pest control industry.

We specialize in Small Business participation on federal contracts and successful franchise applicants are trained to utilize the GSA

pillar to post Pillar To Post is North America’s leading home inspection franchise.

We have been named a Top 50 Franchise for franchisee satisfaction in 2013, 2014 and 2015 by Franchise Business Review. #1 Home Inspection franchise for 2013, 2014 and

pinot’s palette Pinot’s Palette is a pioneer of the paint and sip experience – a revolutionary way to enjoy art and wine, meet new people and bond with friends. #1 paint and sip for franchisee satisfaction – Pinot’s Palette is a unique, art-inspired entertainment concept catering to adults, corporations and kids.

By combining art and wine into a single concept, Pinot’s Palette now offers an inclusive, social activity for guests to enjoy with friends, family or work team members.

PrimoHoagies PrimoHoagies specializes in gourmet, Italian Specialty Sandwiches. Their entire menu is built around quality. PrimoHoagies uses only the finest Thumanns meats and cheeses on the market to its signature Italian bread baked in the stores throughout the day. Quality will never be compromised in a PrimoHoagies restaurant. This one of the reason we have become ranked in the Franchise 500 by Entrepreneur magazine.

Because we have built our reputation on the

PROSHRED Security PROSHRED pioneered the mobile paper shredding and recycling industry in the mid 1980’s in Canada and is recognized as a North American leader. ®

PROSHRED® shreds and recycles confidential documents and proprietary materials for “fortune 500 companies”, “large”, “small and medium sized enterprises” as well as “home based business” and “residential consumers” in all industry sectors. PROSHRED® combines

schedule for opportunities in their territories.

Services are provided with an emphasis on sustainable “green” technologies to residential, commercial and government clientele.

Contacts: Jeffrey M. Van Diepen, President/ CEO and Jacque Lechler, Franchise Administrative and Sales Manager Phone: 775-858-7378 Email: pfn@pestmaster.com Website: www.pestmaster.com

2015 by Entrepreneur Magazine, as well as a Top Low Cost Franchise, Top Home Based Franchise and among the Best of the Best listings with Entrepreneur magazine in 2013 and 2014.

Contact: Brian Wieters Phone: 1-877-9633129 or Email: franchise@pillartopost.com Website: www.pillartopostfranchise.com

Pinot’s Palette’s entertaining environment, expert guidance from trained local artists and exceptional customer experience creates strong word of mouth, community recognition and a loyal customer base.

Pinot’s Palette looks for franchisee partners who love to entertain and values that fit comfortably within the Team Pinot culture. Not art experience required!

Franchising since 2010 with more than 130 locations in 33 states, Pinot’s Palette is an established, awardwinning concept leading the paint and sip industry.

Website: www.PinotsPalette.com/Franchise or Email: Franchise@pinotspalette.com

quality of our products, our brand has become iconic in all of its markets. We experience a level of brand loyalty that in rarely seen in the sandwich franchise marketplace. Our neighborhood Deli feel has made us welcome in communities up and down the East Coast. This is why our products have won hundreds of awards.

Visit our website at www.PrimoHoagies.com or Contact Mike Aruanno at mike@primohoagies. com to learn how this brand has created such a stir in the sandwich marketplace.

unparalleled customer service with absolute security and is the only company to receive both ISO 9001-2008 and NAID AAA certification.

PROSHRED®’s explosive growth is a result of increasing concerns with regard to “identity theft” and the “environment”. PROSHRED® is a GREEN business opportunity.

Contact: Shelley Gable Phone: 416-490-8600 (116) Email: shelley.gable@proshred.com Website: www.proshred.com

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Redrhino REDRHINO isn’t just another flooring company – we are a premium epoxy coating supplier and installer committed to doing the industry’s best work on every project.

That one philosophy sets us apart from our competitors, and has helped us grow into a nationwide leader in epoxy flooring since 2005.

There are a lot of businesses and independent contractors offering epoxy coating for concrete floors, but when precision, quality, and real-world

Or visit our website www.redrhinoflooring.com

Renew Crew is proud to be North America’s most trusted

Every day we continue to refine our products and systems

revenue stream. to maximize your expertise and optimize your chances of exceeding your goals for your business. Our corporate team

works wonders. We call it Renew Crew Clean™. You’ll call it

is committed to supporting you as you start and build your

the path to achieving your personal and business goals!

enterprise locally. From sales and operations, to marketing

Renew Crew is undoubtedly the leader in exterior surface

and accounting, you’ll have access to support staff for all

cleaning and protecting. Cleaning and protecting outdoor

aspects of your business

surfaces is an important part of home ownership and a

Contact: Shemar Pucel

segment of an estimated $476 billion home maintenance

Phone: 804-214-3021

market. Even better for our franchisees, these homeowner

Email: spucel@outdoorlivingbrands.com

maintenance obligations remain regardless of how strong or

Website: www.renewcrewfranchise.com

ScerIS

majority of your time generating more revenue. Your success is our combined success.

We offer an exciting opportunity for entrepreneurs and sales professionals to use their business skills and/or proven sales experience to build their own sales organizations. Perfect for those with a general understanding of business processes and the application of technology to improve those processes such as automation, workflows, content management and more.

Established in 1993, ScerIS is a Microsoft Gold Application Development Partner, consulting services and business process outsourcing company and a resource to clients across healthcare, financial, business and government markets.

Contact us to learn more about this exciting opportunity.

We provide comprehensive training and support, marketing and advertising support, back office support and an on-line support website. We are here to do the majority of the back office work, so you can spend the

Contact: Kevin Grooms Email: kevin.grooms@sceris.com Phone: (978) 218-5023 Website: www.sceris.com/sales-partners

SH Franchising, LLC.

c) Very experienced corporate support team

Senior Helpers® is the growing global brand that provides on-medical home care for seniors with mobility, cognitive, and other age-related health issues.

d) Mature brand positioned for growth

With the U.S. population over 65 years old expected to grow 56% over the next 20 years and senior care options becoming limited, the time has never been better to invest to help an important segment of our communities.

e) Opportunity to combine helping others in your local community while making a living f) Senior Helpers unique brand offerings, such as their Senior Gems Alzheimer’s and Dementia program (seniorhelpers.com/seniorgems).

Advantage over the Competition: Key Advantages:

Contact: Amy Petersen-Smith

a) Low initial investment (100K) – Total Investment includes working capital

Phone: 866 – 353 – 3743

b) Strong income potential

Website: www.seniorhelpers.com/

service brands international

franchisees to experience ease of operation and success.

One Company. Multiple Brands.

We’ve created life-changing opportunities as a privately-owned company with a distinctive culture of community service and hundreds of successful business owners nationwide.

With over 30 years of franchising experience, SBI provides the leadership, business systems and franchisee support that allow our

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For more information contact Michael D. Kenealy | CEO 1 (310) 435-4153 or 1 (888) 292-6478 email: info@redrhinoflooring.com

weak the economy is, thereby providing a recession-resistant

leading national brand with a proprietary 3-step process that

Business Partner At ScerIS, information is alive!

When you need flooring that’s beautiful and durable, applied correctly the first time on your schedule, REDRHINO should be your first call.

Renew Crew choice for exterior surfacecleaning and protecting. We are the

SceriS

guarantees matter, clients turn to us. That’s because we have a reputation for being customer-service centered, and being able to manage projects and timelines that other epoxy flooring companies can’t.

Email: asmith@seniorhelperscorp.com

We are: Molly Maid, Mr. Handyman and ProTect Painters. Our mission is to help owners quickly reach their profit goals and realize their dreams.

For more information contact: Steve Lajiness, V.P. of Franchise Development for SBI Tel: 734-822-6110 or Email: steve.lajiness@servicebrands.com Website: http://franchise.servicebrands.com/

smokes poutinerie Smokes Poutinerie is the Worlds Largest & Original Poutinerie; inventing and leading the quick-serve Poutine industry, offering over 30 types of Gourmet Poutine.

The exclusive Poutine menu plays a very significant role with its Signature Gravy, Fresh Hand-Cut Fries, Squeaky Cheese Curds and an unlimited combination of toppings like double-smoked bacon, flat iron steak, grilled chicken, caramelized onions, sautéed peppers and many more mouthwatering options.

There is no slowing down the Gravy Train, with Smoke’s Poutinerie expanding exponentially since its debut on the Franchise scene in 2009. Boasting a whopping 100 locations Coast to Coast in Canada and kicking it into high gear with its expansion into the U.S., Sports & Entertainment and International Markets.

The first official U.S. location recently opened in Berkeley, California where customers were lined up around the block anxiously awaiting their first bite! Next up, Smoke’s Poutinerie Las Vegas, Hollywood, New York City and numerous other states and cities.

The Smoke’s Poutinerie goal is to bring this authentic, quality Canadian dish to the rest of the World in their own original and unique way.

Phone: 905 427 4444 Website: www.smokespoutinerie.com Email: franchises@smokespoutinerie.com

SOLDIERFIT

on personal service, member connections and teamwork, members are made to feel like they belong to something bigger than themselves.

SOLDIERFIT is a military inspired fitness franchise with centers and gyms specializing in large group boot camp training, personal training and kids’ fitness programs. It offers a functional fitness gym set in a family environment for all fitness levels.

SOLDIERFIT is different from other fitness companies in that character building is the number one priority, not aesthetics. By focusing

Spark mobile video Spark manufactures promotional trucks with integrated digital video screens.

Trucks range in size from pickup-truck based models with 4’ x 6’ digital screens up to large box-style models with 8’ x 14’ video displays.

The trucks are used as mobile billboards for any business and also as ordinary delivery

Spherion Staffing Services Join the ranks of an established recruiting and staffing leader!

As a Spherion franchise owner, you will be well-positioned to create a successful future for yourself and you’ll have a stake in helping others make a better life for themselves through rewarding employment opportunities. This is the passion that drives our business every day and the financial rewards are just as exciting. One of the fastest growing industries, staffing is projected to grow six percent annually and reach $115 billion this year. Spherion owners produced more than $500 million in annual sales last year alone. It’s an ideal opportunity for an entrepreneur to step into and begin building a thriving business.

Since 1946, Spherion® has been supplying flexible, tempto-hire and direct-hire talent to companies of all sizes and

Sports Clips Established in 1993 and franchised in 1995, Sport Clips is one of the nation’s leading franchises with close to 1,400 stores nationwide. Founder and CEO Gordon Logan is a pioneer of the unique sports-themed haircutting franchise, including the development of the Sport Clips All-Star haircutting systems, operating procedures, and marketing programs. It’s a great recession-resistant business that’s all cash, no receivables, and no haircare industry experience is necessary.

Sport Clips is ranked by Entrepreneur Magazine as one of the top 20 “Fastest-Growing Franchises” and in the top 40 in the “Franchise 500.” It is also ranked by

The business is founded on community, patriotism, and the American dream. Since launching in 2007, SOLDIERFIT has expanded across Maryland with locations in Gaithersburg, Frederick and Columbia and will be opening a franchise location in Virginia in fall 2015.

Website: soldierfitfranchise.com

vehicles. Financing is available with payments averaging $2000 per month. Often payments can be reimbursed through franchise co-op marketing programs.

Contact: Robert Tarabella Phone: 844-SPARK-44 or Email:info@sparkmobilevideo.com Website: sparkmobilevideo.com

industries. Specializing in administrative, light industrial, contact center, non-clinical healthcare and professional placements, we offer a comprehensive range of workforce solutions to fit the unique needs of our clients. Operating through a network of 175 franchise locations, Spherion has distinguished itself as a local staffing partner providing personalized service, backed by the resources and breadth of a $2 billion workforce leader. Last year, we connected more than 170,000 job seekers to 3,000 companies nationwide, and the numbers continue to grow. We are a strong community of owners that genuinely love what we do and it has earned us a reputation of excellence in our industry.

To learn more, please contact Bill Tasillo on our Market Expansion Team at 404/964-5508 or go to www.spherion.com/franchise

FORBES as a “Top Ten Best Franchise” to buy for its investment category.

Qualified veterans who are interested in owning a Sport Clips are eligible for a 20 percent discount off of Sport Clips’ franchise fee of $59,500 through participation in the Veterans Transition Franchise Initiative, also known as VetFran, which was created in 1991 during the Gulf War. At Sport Clips, it’s good to be a guy but it’s great to be an owner! Visit sportclipsfranchise.com to learn more.

For more information, contact Karen Young: Email: franchise.recruitment@sportclips.com Phone: (800) 872-4247 x. 1 Website: www.sportclipsfranchise.com

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The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth.

All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’.

Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

The Joint Chiropractic The Joint Chiropractic is reinventing chiropractic care by making quality alternative healthcare affordable for patients seeking pain relief and ongoing wellness.

Our membership plans and packages eliminate the need for insurance, and our no-appointment policy, convenient hours and locations make care more accessible.

The Joint performs more than two million spinal adjustments a year across 250+ clinics nationwide.

With a proven franchise model in a $12 billion dollar

the patch boys The Patch Boys fills a gap in the construction field that is gravely needed and its unique niche will provide you leads from many directions, craftsman, sub-contractors and home owners alike. When joining The patch Boys team, you will automatically receive instant credibility and be exposed to an entire array of people that need our service and trust our approach, thus leading you quickly to a fast start right out of the gate and a bright future to get your name out there in lighting speed.

www.interfacefinancial.com

industry, The Joint is making quality healthcare affordable, approachable and convenient for patients—while simplifying business operations for chiropractors and franchise owners.

Our plans and packages eliminate the need for insurance, and our no appointments policy and convenient locations make care more accessible.

The Joint performs more than two million spinal adjustments a year across 250+ clinics nationwide.

For more information, visit thejoint.com/franchise or Email: franchise@thejoint.com

exclusive professional system that guarantees you success in every aspect of the business. We foster an atmosphere of passionate customer service pooled with an environment of professional and skilled people that have a history of decades in this field and have pin-pointed specific features that will benefit you as an owner and broaden your approval among potential clients and your reputation will be sky-high.

Contact Leo via Phone: 844-997-2824 Email: info@thepatchboys.com

At The Patch Boys we have implemented our own

Website: www.ThePatchboys.com

TopFire Media

Our integrated approach combines our public relations and franchise SEO service prowess and is designed to generate brand awareness, drive consumer engagement, and build credibility for your company.

TopFire Media is an integrated digital marketing and public relations agency, specializing in the franchise industry.

Our clients benefit from our years of experience in franchise SEO service, public relations, media relations, content writing and management, social media marketing, and web design. We work to bring all of these elements together to achieve a common goal – our clients’ success.

UFood Grill UFood Grill is an award-winning franchisor of fast-casual food service restaurants, offering consumers a better-for-you menu to meet the growing demand for healthy options made with fresh ingredients that taste great.

Known as the place where “delicious meets nutritious,” UFood Grill offers traditional

Franchising USA

• No storefront to own, lease, or maintain • No Inventory or stock to purchase • No extensive travel because IFG franchisees do business locally • Business-to-Business, professional environment with regular business hours of operation • Flexibility to relocate for part of the year or permanently and continue doing business Our franchisees are excellent communicators, relationship builders with decision-making and problem-solving skills, and much more sales & marketing oriented. IFG has been in the ‘invoice discounting’ business since 1972, and employs its franchise network in the US, Canada, New Zealand, Singapore, the UK, Ireland, Australia, Mexico and South Africa.

Phone: (708) 249-1090 Fax: (708) 957-2395 Website: www.topfiremedia.com Email: info@topfiremedia.com Contact: Matthew Jonas

and non-traditional restaurant designs to franchisees for expansion across the U.S. For more information, please contact: Bob DiBartolomeo, VP of Franchise Development Email: bobd@ufoodgrill.com Phone: 617-787-6000 Website: www.ufoodgrill.com

Veterans Business Services Veterans Business Services provides the most advantageous franchise acquisition terms for Veterans and provides innovative entrepreneurial training for qualified Veterans seeking grants under the VA Vocational Rehabilitation Program.

Veterans Business Services (“VBS”) specializes in entrepreneurial opportunities for Veterans and has an extensive reach into the Veterans community and can generate significant interest from qualified Veterans who wish to start a franchise or small business.

VBS offers multiple marketing methods that have proven effective with helping franchise organizations with their expansion plans. Utilizing custom email marketing

WELLBIZ BRANDS, INC WellBiz Brands, Inc. is headquartered in Highlands Ranch, Colo. and is one of the largest health and wellness companies in the United States. The company owns three separate franchise entities: Elements Therapeutic Massage, Inc., which franchises massage studios, providing custom therapeutic massage to meet clients’ individual needs, Fitness Together Franchise Corporation, which franchises one-on-one and semi-private personal training studios, and Fit 36, Inc., which franchises high intensity interval training studios, with workouts done as a group.

WineStyles Tasting Station More than a wine shop, WineStyles® Tasting Station® offers guests a one-of-a-kind retail experience with the opportunity to Taste, Learn, and Enjoy® the best in wine, craft beer, fine chocolates, artisanal cheeses, and gourmet items.

In addition, customers can enjoy a full menu of small plates featuring a variety of pizzettes, cheese and charcuterie boards, paired with draft beer and wine on tap or by the glass.

campaigns, news press releases, and online franchising e-magazine articles, VBS gets the message to qualified Veterans who are invested in starting a franchise.

VBS supports service disabled Veterans who are enrolled in the self-employment track within the Veterans Administration and provides outreach efforts to transitioning military through TAP and ACAP programs. As a graduate business of the Entrepreneurial Bootcamp for Veterans (“EBV”), we also assist other graduates of EBV and provide coaching support through mentoring programs. VBS is where Veterans turn to make their franchise dreams a reality.

Contact: James Mingey Phone: 202-349-0860 Email: info@veteransbusinessservices.us Website: www.veteransbusinessservices.us

Elements Therapeutic Massage, Inc. began franchising in 2006 and has approximately 210 Elements Massage™ locations. Fitness Together Franchise Corporation began franchising in 1996 and has approximately 175 Fitness Together® locations across the United States. Fit 36, Inc. began franchising in 2014 and has a single FIT36™ location in downtown Denver.

For more information Websites: wellbizbrands.com, elementsmassage.com, fitnesstogether.com, fit36fitness.com

accessories and gift baskets. Furthermore, WineStyles Tasting Station hosts weekly tastings and in-store events, as well as private parties.

As the nation’s largest wine and craft beer specialty chain of its kind, WineStyles Tasting Station is committed to delivering unmatched quality and customer service while building a community gathering place where food, drinks and friendship are celebrated in a clubhouse atmosphere.

Franchisees benefit from multiple revenue streams, including monthly wine and beer club memberships, a customer loyalty program, plus an assortment of wine

Contact: Andrea McGinness Phone: 866-WINECLUB Email: uncorked@winestyles.net Website: www.winefranchise.com

Xpresso Delight

businesses who want our incredible service.

Xpresso Delight is a simple business concept that virtually anyone can be successful at.

Franchisees service the coffee systems weekly and provide all the consumables, everything from the coffee to the cappuccino sprinkle and then simply charge their clients a per cup rate. A pay for what you use policy.

Specifically, we transplant a cafe experience into the workplace. You own a number of fully automated gourmet espresso coffee systems that provide a coffee experience equal to any café, but are located directly in the workplace.

These coffee systems are given away FREE to

Contact: Nigell Lee Phone: 347-421-4196 Email: nigell.lee@xpressodelight.com Website: www.xpressodelight.com

franchising usa

Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

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MAKE MAKEYOUR YOURPLANS PLANSNOW NOWFOR FORTHE THEBIGGEST BIGGEST FRANCHISE FRANCHISEEVENT EVENTOF OFTHE THEYEAR! YEAR!

If you If you attended attended the 2015 the 2015 International International Franchise Franchise Association Association Convention Convention in Las in Vegas, Las Vegas, you’re you’re probably probably wondering wondering howhow we can we can top it. topWell it. Well we can we can and and we will! we will! #IFA2016 #IFA2016 will be willbrighter, be brighter, bolder bolder andand bigger bigger - since - since everything’s everything’s bigger bigger in Texas. in Texas.

If you If you didn’t didn’t join join us, you us, you missed missed out on outan on an important important opportunity opportunity to learn, to learn, improve improve and and network. network.

Join Join moremore thanthan 3,500 3,500 of your of your franchise franchise industry industry colleagues colleagues at the at biggest the biggest franchise franchise eventevent of the of year! the year!

February February 20-23, 20-23, 2016 2016 Henry Henry B. Gonzalez B. Gonzalez Convention Convention Center Center & & Marriott Marriott Rivercenter Rivercenter SanSan Antonio, Antonio, TX, TX, USAUSA Interested Interested in exhibiting in exhibiting or sponsoring? or sponsoring?

Contact Contact Lynette Lynette JamesJames at ljames@franchise.org. at ljames@franchise.org.

Franchising USA

convention.franchise.org convention.franchise.org