MARCH 2018 FRANCHISING USA 6#5 by CGB Publishing

Franchising usa The magazine for franchisees

VOL 06, ISSUE 5, mar 2018

$5.95 www.franchisingusamagazine.com

“franchise-ist” Gallagher’s Chris Mangum

is helping the industry sleep at night

you gotta risk it for the biscuit! ask the

expert special

health & beauty Franchising Feature LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

Own your own sandwich shop.

Franchise opportunities are now available locally and worldwide with new and existing shops. If you enjoy working with people, leading your own team, learning new skills and are ready for an exciting new challenge, contact us today! The Subway® franchise fee is $15,000 which is included in the total investment. The total investment can range from $147,050 to $320,700+ (See Franchise Disclosure Document for further details.) Restaurant owners should have half of the total investment in cash and finance the other half. Please visit subway.com or call Ralph Piselli, Franchise Sales Manager: 800.888.4848 x 1312 .

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 6, ISSUE 5, 2018 president: Colin Bradbury. colin@cgbpublishing.com

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

advertising: Jane Jacob. advertising@cgbpublishing.com

Editorial Department: managing editor: Diana Cikes editor@cgbpublishing.com

Editorial team: Gina Gill Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: GALLAGHER FRANCHISE SOLUTIONS

CGB PUBLISHING Canadian Office: Sidney B.C Canada 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:

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Comments

f r o m t he p u bl i s he r & e d i t or Welcome to the March issue of Franchising USA. As winter starts to wrap up and gets ready to pass the torch over to spring, it’s a good time to revisit your goals and to plan what actions you will take the rest of the year. Are you on track or is it time to start thinking about making a fresh start with a new venture? Either way, we’re here to help with plenty of tips and advice from leading industry experts to help guide you forward, along with the latest in franchising news and information to help you find the right opportunity. On the Cover we feature Gallagher Franchise Solutions, a brand committed to helping protect franchises from hidden dangers. Turn to page 10 to find out what it means to be a “franchise-ist” and hear from brand president Chris Magnum as he discusses trends in the industry and offers solutions for some common challenges facing business owners. This month our Special Feature takes a look at Health & Beauty Franchising, an industry that’s on the rise with plenty of franchising opportunities available. Learn how the concept of beauty is being redefined and find out how health and beauty business owners are Creating Beautiful Profitability. Looking for a new opportunity? Then be sure to read Pollo Campero’s story to find out how this QSR chicken restaurant is searching for the right franchisees to help

achieve its extremely ambitious goal for expansion. Or if you’re a millennial searching for a way to make a name for yourself, you won’t want to miss our Profile on Image One Facility Solutions, a commercial cleaning franchise that is empowering a new generation of franchise owners and believes millennials are the future of franchising. Our Veterans in Franchising Supplement features G-FORCE on the Cover, a new franchise that is providing opportunities for veterans to earn their entrepreneurial stripes. Read how this new-comer to franchising features the only franchise system dedicated exclusively to veterans, and is committed to turning military veterans into successful small business owners. As always our Industry Experts weigh in and offer advice on a range of issues facing the industry, including Getting Top Dollar When Selling Your Franchise Business, Finding the Right Franchise and how Successful Franchise Digital Marketing Begins With a Strong Foundation. And our Ask the Expert this month addresses a reader’s question on measuring the results of franchisee training. Have a question about your franchise? Email your franchising question to editor@cgbpublishing.com and the answer could get featured in our next Ask the Expert. Happy reading!

“In winter, I plot and plan. In spring, I move.” - Henry Rollins

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

march 2018

On the Cover 10 Cover Story: Gallagher Franchise Solutions:

“Franchise-ist” Chris Magnum is Helping the Industry Sleep at Night

12 You Gotta Risk It For the Biscuit! 40 Ask the Expert 23 Special Health & Beauty Franchising Feature

In Every Issue 6

What’s New! Announcements from the industry

23 Health and Beauty Franchising Feature

45 Veterans Supplement - News and Information

for Veterans in Franchising

67 A-Z Franchise and Services Directory

Profile 20 Image One Facility Solutions

Focus 62 Pollo Campero

Ask The Expert 40 Evan Hackel

32 Franchising USA

Have Your Say 42 Honkamp Krueger & Co., P.C.

Expert Advice 12 You Gotta Risk It For the Biscuit!

George Knauf, Senior Franchise Business Advisor, FranChoice

14 Finding the Right Franchise for You

Gary Matusiak, Vice President of Franchise Development, Pancheros Mexican Grill

16 Successful Franchise Digital Marketing Begins With

a Strong Foundation

Josh Allen, Director of Marketing at Location3

58 Ensuring Longevity: Growing Smart Versus

Growing Fast Ken Caldwell, Vice President of Development, Your Pie

64 Getting Top Dollar When Selling Your Franchise Business Evan Hackel, CEO of Tortal Training and Ingage Consulting

Health & Beauty Franchising Feature On the Cover 38 Redefining the Concept of Beauty 36 Health and Beauty Businesses on the Rise 32 Creating Beautiful Profitability

In Every Issue 24 Feature News 28 Feature Article Expert Advice 30 Health and Beauty Franchises Creating Beautiful Profitability Christopher Conner, President, Franchise Marketing Systems

34 Why Booking Data is the Key to Your Business

Corey Kossack, CEO & Founder of Frederick

36 Health and Beauty Businesses on the Rise...What Does It Take to be a Successful Owner? Rick Bisio, Franchise Coach, FranChoice

38 Redefining the Concept of Beauty and How this

Will Affect the Beauty Industry

Andrea Belluso, Fashion Photographer, Creativity and Empowerment Coach, and Certified Facilitator of Right Voice for You

64 Franchising USA

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what’s new!

Tint World® Announces Partnership with Alea Leather

National Automotive Styling Centers™ franchise is teaming up with custom leather seat manufacturer Alea to offer auto enthusiasts even more personalization options BOCA RATON, Fla. – Jan. 18, 2018 -- Tint World® Automotive Styling Centers™, a leading auto customization and window tinting franchise, has partnered with Alea Leather, manufacturer of high quality custom made leather seats, to offer new, personalized leather upholstery options to their customers. “Alea Leather prides themselves on giving impeccable service and making sure the customer experience is first-class,” said Charles J. Bonfiglio, CEO of Tint World®. “That really aligns with our values here at Tint World®. They offer everything from the classics to whatever you can imagine, allowing Tint World® customers to personalize their interior regardless of

their car’s year, make or model.” Alea Leather’s customizable leather seat products will be offered in Tint World®, with many preset options in stock and one of a kind, custom orders through the Alea Design Studio. Custom orders can be placed, pulling from over 1,500 potential patterns. Alea Leather sources all of their leather hides from Italy and their products are engineered to meet or exceed Federal Motor Vehicle Safety Standards (FMVSS), and come with a 3-year or 36,000 mile transferable warranty. “Tint World® customers have come to expect quality with the products and services they receive, and our partnership means they can add customized, elegant leather upholstery to that list,” said

Bernard Huey, CEO of Alea Leather. “Whether a customer wants a standard leather package, or a more customized option, they will be able to get their needs met—from ordering to installation—right there at their local Tint World® shop. And since we’re always creating new designs, they will never have to settle for a basic interior again.” For more information on franchise opportunities, please visit www.tintworldfranchise.com.

Miracle Method® Ranked No. 1 in Category on Entrepreneur Franchise 500® List Miracle Method Surface Refinishing, the nation’s largest professional bathroom and kitchen refinishing franchise, has been ranked No. 1 in its category on Entrepreneur Magazine’s Franchise 500® list. Overall, the franchise was ranked at No. 173, a 221 rank increase from 394 in 2017. “Not only did we improve our standing in the Entrepreneur Franchise 500® by 221 places compared to last year, but we were ranked No. 1 in Kitchen and Bathroom Remodeling,” said Gwyn O’Kane, VP of franchise development. “This makes our 12th consecutive year on the list a wonderful achievement. We have maintained a strong focus on selecting the right owners for Miracle Method franchises and providing them with the

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best training in the industry. Our franchise owners enjoy the quality of life they can achieve by owning their own business, and it shows both in the work they provide for their customers and in our overall success as a company.”

Review. As a member of the International Franchise Association and participant of VetFran, Miracle Method has also been named to the Top 100 Franchise list for 2017 Veterans & Franchising by Franchise Business Review.

With 38 years of experience, Miracle Method is the fastest growing surface refinishing company in the industry. The company has shown a 73 percent sales increase over the last six years, and has recently been named to the Top 50 Franchise list for 2017 Franchisee Satisfaction Awards by Franchise Business

Miracle Method offers a variety of bathroom and kitchen refinishing services and specializes in ceramic tile, bathtubs and surrounds, showers, countertops, and vanities and sinks. To learn about franchise opportunities, please visit fss.miraclemethod.com or call 877-434-5096.

sweetFrog CEO Appointed a Forbes Finance Council Contributor Patrick Galleher, CEO of the nation’s leading frozen yogurt chain, featured as finance and private equity expert in regular contributed articles Intimate knowledge of finance and continued success as a private equity executive helped Patrick Galleher, CEO of sweetFrog Frozen Yogurt, the nation’s leading frozen yogurt chain, and Managing Partner of Boxwood Partners, one of Richmond’s leading investment banks, earn a coveted role on the Forbes Finance Council. Galleher has spent the past five plus years growing sweetFrog into a national powerhouse, proving that he has the business and financial acumen required to be a perfect fit for the exclusive council. “I’m humbled and honored to join a distinguished group of like-minded business leaders participating in important dialogue on the world-renowned Forbes platform,” said Galleher. “Since becoming the youngest CEO on the London Stock Exchange in 2002, I have spent the past

15 years helping dozens of companies negotiate profitable acquisitions and investments. I’ve used those experiences to lead sweetFrog to unprecedented growth – establishing the brand as a beloved household name and helping franchise owners achieve maximum profitability. I am proud my financial expertise has earned me a role on the Forbes Finance Council, and I’m excited to share insights and advice.” The Forbes Finance Council is a highly selective, quality-over-quantity organization for finance executives. The invitation-only organization provides industry thought leaders a forum to submit expert business articles and short tips related to their industries on Forbes.com. To learn more about sweetFrog franchise opportunities, please visit sweetfrog.com/franchise

AtWork Group Named to Franchise Gator’s Top 100 Franchises and Fastest Growing Franchise Lists of 2018 AtWork Group, an award-winning national staffing franchise, has been ranked by Franchise Gator at No. 37 on their Top 100 Franchises of 2018 list and No. 16 on their Fastest Growing Franchises list. Franchise Gator, a website serving as a directory for franchise opportunities, announces both of these lists annually to help those looking to buy a franchise identify franchises with high probabilities for success. “It is an honor to be placed on both of these rankings, and we owe that to the hard work of our franchise owners and to our corporate team’s commitment to always evolve and adapt to economic

and hiring shifts,” said Jason Leverant, president and COO of AtWork Group. “We will continue to be a leading force in the hiring and staffing industry by keeping our level of customer service and our dedication to recruiting the best franchise owners as our top priorities.” Franchise Gator combs through hundreds of Franchise Disclosure Documents every year and reviews data concerning growth, financial stability, engagement and transparency along with other statistics to determine and place the top 100 franchises.

Fast & Serious list. The company also received a Franchise Times Top 200+ ranking five years in a row, and Staffing Industry Analysts (SIA) recognized AtWork as being one of the largest staffing companies based on revenues, as well as one of the fastest-growing staffing firms in the U.S. In 2017, Inc. Magazine ranked AtWork on its Inc. 5000 annual list for the fourth consecutive year, placing the company at No. 2,790.

AtWork was recently ranked No. 88 in Entrepreneur Magazine’s Franchise 500® ranking and No. 18 in the Franchise Times

For more information about franchise opportunities, visit www.atworkfranchise.com.

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what’s new! Rebranding and Repositioning Set to Fuel Rapid Growth for Fully Promoted

THE GENTS PLACE CLOSES OUT 2017 WITH an IMPRESSIVE FIRST YEAR OF FRANCHISING

The Gents Place, a lifestyle club bringing men’s grooming to the next level, announced strong sales growth and development as the brand closed out a successful 2017 in franchising.

From L-R: Joe Loch, Fully Promoted Brand President; Ray Titus, United Franchise Group CEO; Ben Bassett, West Palm Beach Fully Promoted Franchisee

Fully Promoted, originally founded as EmbroidMe by Ray Titus (CEO of United Franchise Group) in 2000, is in the midst of rebranding all locations to offer a robust list of marketing services. The recent business name change from EmbroidMe to Fully Promoted was issued to better describe the full breadth of product and services offered to the local business community. The brand recognized a growing need for added marketing capabilities that went beyond customized apparel and promotional products. Fully Promoted will continue to offer these signature services along with other promotional products, printing services, and digital marketing- providing a one-stop destination for businesses in need of marketing support. In addition to marketing consultation, Fully Promoted also offers PPC campaigns, SEO, marketing material, leads list, social media programs, awards, gifts, embroidery, garment printing, custom apparel, promotional products, and screen printing products. “Fully Promoted takes the best of what we offered as EmbroidMe and leaps us forward on a faster growth trajectory,” said Joe Loch, President of Fully Promoted. “Our new vision was established to provide significant benefits for our customers and franchise owners, allowing them to succeed together.” Headquartered in West Palm Beach, FL, the original EmbroidMe, located at 1369 North Military Trail, had the honor of celebrating this transition on January 24th after seventeen years of successfully aiding the growth of its local business community. Franchise owner, Ben Bassett believes that this name change broadens the scope of the marketing

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The Gents Place launched its franchise opportunity in 2016 and made great strides in their expansion with the signing of franchise agreements that will bring 11 new locations to markets nationwide including, Austin, Chicago, Houston and San Antonio. The brand also received a significant investment from Blue Star Innovation Partners, an investment venture for growth-stage companies founded by Dallas Cowboys owner Jerry Jones, which will further fuel development efforts in 2018 and beyond. With four corporateowned lifestyle clubs open in Dallas and Kansas City and the first franchised location in Chicago, The Gents Place is projected to open an additional 150 locations over the next five years. The Gents Place reached a milestone in 2017 with the opening of it’s first franchised location in Chicago Loop, with franchisee Peter Terracina. The company’s second franchised location is slated to open in Houston’s River Oaks neighborhood in February with multi-unit franchisee Jeff Stocks. The Gents Place signed an additional franchise agreement for development in San Antonio with Cecilia Johnson, who is also chief financial officer of Massage Heights Franchising, LLC. Additionally, The Gents Place will open its fifth corporate-owned club in February located at 3227 McKinney Ave. in the eclectic Uptown area. Marking the fourth location for the brand throughout Dallas, with another club slated to open in the city later this summer. The Gents Place prides itself on having one of the most unique service menus in the industry, epitomizing the exclusivity of an old-world speakeasy paired with an upscale, welcoming country club atmosphere. To learn more about ownership opportunities with The Gents Place, contact Pete Wei, Franchise Development at pwei@ tgpfranchising.com or visit www.tgpfranchising.com.

USA’S FIRST SECOND HOME MANAGEMENT FRANCHISE COMPANY ANNOUNCES FIRST FRANCHISE OPENING IN HENDERSONVILLE, NC Eye On Your Home, the nation’s FIRST second home property management franchise company, announces the sale of its first licensed franchise. Susan and Jim Germany will oversee Eye On Your Home Hendersonville, a territory that includes the Hendersonville/ Flat Rock/Laurel Park/Etowah areas of Western North Carolina. Check them out at www.eyeonyourhome.net/ hendersonville. Melissa Rulli, owner and founder of the Eye On Your Home franchise opportunity is committed to finding franchisees that respect and understand the value of a mentor/protégé relationship, yet have the ability to run their own business. “Susan and Jim have the vision and commitment I have been seeking. That’s what makes this first franchise sale so exciting,” she said.

Eye On Your Home has territories available throughout the country. “I need franchisees all over the USA to support the abundance of niche owners that want the core values that Eye On Your Home represents,” Melissa said. “There is nothing that Eye On Your Home cannot facilitate for a client. Our Motto is ‘What can we do to make your life easier?’ The same is true for our franchisees. We deliver a tried and true turnkey business, along with the support you need to be successful.” To learn more about this exciting opportunity to be a part of the FIRST Second home property management company available, getting in on the ground floor, with your own franchise, please contact Melissa Rulli at MR@ EyeOnYourHome.net, or visit the website at: EyeOnYourHome.net.

FirstLight Home Care Expands to Serve Greater Las Vegas, Summerlin and Henderson FirstLight Home Care, an award-winning provider of nonmedical home care, today announced the expansion of its services in Las Vegas. FirstLight Home Care of Las Vegas, which is owned and operated by local entrepreneur Shannon Blackerby, will now also serve residents in greater Las Vegas in addition to the residents in Henderson and Summerlin that they currently serve. FirstLight Home Care serves area seniors, adults with disabilities, new mothers, those recovering from surgery, and other adults in need of assistance. FirstLight caregivers help with many needs – from personal hygiene and household duties such as cooking, cleaning, and running errands, to mobility assistance and dementia care. “Shannon recognized a growing need in the greater Las Vegas area for the brand of service FirstLight offers and stepped up to the challenge,” said Jeff Bevis, CEO of FirstLight Home Care. “We’re confident the service provided by Shannon and her team of caregivers will fill the needs of the communities they serve. This will be a great addition to the greater Las Vegas area.”

Since opening its first franchise location in 2010, FirstLight Home Care has experienced steady growth and is now operating more than 240 locations in 33 states throughout the U.S. To learn more about FirstLight Home Care of Las Vegas, phone 702-757-2288 or visit www.firstlighthomecare.com/homehealthcare-henderson.

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G a ll ag h e r Fra n c h is e S o l u ti o n s

“franchise-ist” Gallagher’s Chris Mangum

is helping the industry sleep at night

Q How did you get into Franchising, Chris? A: I started back when I was a kid looking for a part-time job. And I’ve been in Franchising, in one form or another, ever since.

Q Oh really, what have you been doing all this time? A: I’ve done everything. I started working for a franchised location of Mail Boxes Etc. back in the 1990s and eventually went on to work for the Corporate office of UPS. They bought Mail Boxes Etc. and created the brand The UPS Store. I was on the ground as an operations consultant during this incredible time which was an amazing learning experience. We rebranded 4,000 stores in a matter of weeks and turned the industry upside down. Shortly after, UPS competitor FedEx bought Kinkos to match the new retail landscape UPS created. Looking back on that time I realize how it shaped what I’m doing now. Now I work for a

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major partner to the franchising industry serving them with all kinds of insurance, risk management and business operations solutions. So basically, I’ve done it all. People always ask me, are you a Franchisor or a Franchisee. I tell them I’m both and neither …. I’m a Franchise-ist!

Q So tell me about Gallagher Franchise Solutions and how it started. A: You know it was really about being in the right place at the right time. I had been working in the corporate franchising office at UPS for several years when Gallagher came knocking. I saw firsthand the struggles of being a small business owner and all the challenges they face every day. At that time there was a big gap with limited options for small business owners and none of the insurance providers really had a comprehensive offer that made sense for both the franchisee and the franchisor. I kept going back to Larry and Aline Williams who gave me my first job at age

16 at the Mail Boxes Etc. in Midwest City, Oklahoma. Here’s a couple who’d invested their life savings into a business. They’re so busy, working what seemed like a hundred hours a week, carrying the weight of the world on their shoulders. I started to think about my time there and what I’d witnessed as an employee and I realized they had 3 big issues, just like all the other franchise owners I came to know at UPS. I call them the 3 Ps: Protection, People and Profit. They were concerned about protecting their business and their life savings. They had to worry about their people and all that goes with that. And then there was the everyday struggle with cash flow and the profit. Working for the corporate office brought a lot of sleepless nights thinking about these three Ps. And I know the franchisees I worked with everyday were up at night thinking about the same things. It just all came together at Gallagher. My team and I spent a couple of years really focusing on keeping it easy and simple. We have put in place dedicated program managers

who focus on specific franchise brands to customize risk management programs for that specific network. We have a team of insurance brokers that guide franchisees through the insurance purchasing process. And we have constructed a Customer Service team dedicated to specific brands that assists franchisees with their insurance needs throughout the year. And with all of this we’re able to leverage the power of Gallagher behind us to keep it affordable for the franchisees. So hopefully now everyone can sleep a little better at night.

Q So what is keeping Franchise Corporations up at night? In your experience, what are they most worried about? A: Take a look at the most successful franchises and you’ll find one key thing in common. They all have a consistent brand experience. Sounds simple but it’s anything but. The brand is perhaps the most valuable asset of any franchise and there’s a lot of potential threats that can destroy it. Franchisors have to protect themselves against all kinds of threats. However, most companies focus only on the threats they can see. On things like operating standards, service, product quality, pricing and the overall look and feel of an individual location. But often times they overlook the most dangerous threat because they are largely invisible. I’m talking about the lack of adequate insurance coverage or gaps that if not addressed can literally bring down a whole network and brand. One rogue lawsuit against an individual location and owner can be detrimental to the whole system.

Q So what can be done to protect against these brand threats if you can’t see them? A: That’s where I get excited because we know how to help them and we can offer real value. We know how to shine a light on what they can’t see and help them fill in the gaps. We do this several ways. First, we help analyze all the exposures they face and craft specific coverages to mitigate their exposure. We’re especially skilled at designing the right types of

coverage with our vast insurance carrier partnerships. That’s the power that comes with a company like Gallagher. Second, we can track every location to verify and ensure protection consistency across the brand. Franchisors need these types of programs to be simple and valuable so every franchisee complies. That’s where my passion for franchising comes into play. I can combine that passion with the resources afforded by Gallagher to positively impact the industry. I love it!

Q So that’s interesting. Talk about it from the franchisee’s perspective. A: Let’s go back to Larry and Aline and all those hundreds of thousands of small business owners like them. Let’s face it. Insurance is not exciting to them. It’s not exciting to most people. It’s not the reason they invested their life savings into their business. They have big dreams about growing a sustainable business for them and their children. There simply aren’t enough hours in the day for most of them. They’re not only the CEO but they’re also the front line manager, the CFO, the head of HR, the head of sales and so on and so on. We give them the coverage they need to protect their business and operational solutions to give them more freedom to grow. If we can help them by simplifying the back office with things like payroll and workforce management tools, employment law compliance, just to name a few, they’ll have more time to do the things they are passionate about. The things that drove them to start their own business. And all the while they have the peace of mind to know their business is protected from all of those hidden dangers business owners face. That’s exciting stuff. And that’s a commitment we’re ready to make.

Q What trends do you see in the industry right now? A: Well certainly the dual employer issue is hot and it’s good to see positive momentum towards a permanent solution. The other big issue we see is healthcare and finding affordable solutions for these small business owners and their employees. There might be help on the

horizon. There’s a potential for association healthcare plans to come back to the market as a result of a recent rule change announced by the Department of Labor. This could lead to small business owners and their employees having greater access to more affordable healthcare options. We are watching this very closely so we can react as soon as possible once it’s finalized. This could mean significant savings. Time will tell but it looks good.

Q In the meantime, what healthcare options do small business owners have now? A: The good news is there are some options today. Most, however, are designed for large employers. This is one of those gaps I mentioned earlier. At Gallagher Franchise Solutions, we’ve made it easier for the typical franchise owner to shop options within their market. The other key thing is administering the plan. Again, small business owners already have too much on their plate so we make it easy with simple enrollment and administration programs. That’s the key. It has to provide real value and be easy to obtain.

Q So what’s next for you and Gallagher Franchise Solutions? A: We’re staying on top of all this. We continue to look for ways to make it easier to run a small business. That’s our focus. We also continue to evolve the Gallagher Perks portion of our program to bring more valuable savings to our customers that they and their employees can use not just in their business but in their everyday lives. Today we offer a variety of things like discounts at major retailers, travel providers and a host of other resources like protection against identify theft and pet insurance. And the team is working on adding more things this year as well. It all goes back to the Williams in Oklahoma. I never stop thinking of ways to serve folks like them and an industry that has given me so much. franinsurance.memberbenefits.com

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

You Gotta Risk It For the Biscuit!

During the Olympic snowboarding contests the commentator explaining what was happening to viewers was talking about how the judges scored and he uttered a new, to me, quote about maximizing your score: â&#x20AC;&#x153;You gotta risk it for the biscuit!â&#x20AC;? (the biscuit being the medal, of course). Franchising USA

“There may be tests on the way to your goal. You can overcome those challenges if you stay focused, seek help and keep moving forward.” What a great statement! Two competitors could do similar work, but the one that took a little more risk could realize their dreams… The competition was spectacular, these women and men had trained for this moment for years. They were doing things in the air that most people would believe to be physically impossible. None of what they did after putting on their helmets and strapping into their snowboard would be possible without a lot of hard work and the risks that come with putting yourself out on the edge. Chloe Kim made her gold winning run look effortless, though it was anything but easy. She had put in the work, had access to experts for every single component of what it would take to be successful, she followed a process and she was rewarded with a gold medal. Now, someone will point out that the other athletes did the same thing. Yes, they all had overlap in how they got on that half pipe. But in the end there was something that Chloe used to her advantage that day: training, work habits, coaches, mindset, nutrition, physiology or maybe a little luck here and there? Hard to know, but let’s broaden our focus, the entire field of athletes at the games can have very bright futures ahead with the skills they have learned. And while the goal is gold, there are few athletes that would turn down a silver or bronze medal. Chloe is a great representative for the next generation of snowboarders. I am sure her hard work, process and coaching will continue to bring her many more opportunities for success. Now, what about a veteran competitor? Shaun White took the gold for the men’s

half-pipe in spectacular fashion, but there is more to the story. He burst into the limelight in 2006, taking a gold in his first Olympics. He won gold again in 2010. 2014, though, gave him challenges in life that he would have to overcome. That year he failed to medal in Sochi. Was it not putting the work in, not using the best coaches or not focusing. Only he knows. It was time to start making better decisions for his profession and life. In the past year he went all in on his process, and also discovered that you have to have things outside work that make you happy. He had set up his own private practice half-pipe in past years and he did that again to prepare for the Olympics. Then disaster struck, on one of those practice runs he had a horrible crash. His face had taken a big impact, he had to be flown out on a medivac helicopter to get emergency surgery. He pushed past that injury and the memory of it to go to these Olympics and do the same trick where he was injured practicing. All of that hard work and dedication were towards a goal that he set a long time ago to win another medal. He knew the steps, the experts were there. All he had to do was execute the process. His words: “ I was so overwhelmed with happiness, I’ve been through so much to get here.” “… there were a lot of obstacles to overcome and now it’s all worth it.” “I gave it my all, I put down that run. [It was an] incredibly great feeling.” “It’s an internal battle with these feelings and you gotta overcome them.” “I just dug deep and realized this is my life. This is what I do and I’m gonna have some fun with it.”

George Knauf

“But I set out to do this goal, and I stuck to it.” “Everything we’d been through, every dream I’d had, trying to sleep last night — and I’m living that dream right now, It’s amazing.” Those words and lessons have been experienced by countless business owners too. You have to identify your goal, the dream, that you want to pursue. A mental picture of the life you want to live. Next you can map out the path to get there, the experts that can help you along the way and the daily work you need to do to succeed. There may be tests on the way to your goal. You can overcome those challenges if you stay focused, seek help and keep moving forward. The core concept, though, goes back to that quote I loved from the broadcast: “You gotta risk it for the biscuit.” What is your success story? Let’s go find it! George 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.myperfectfranchise.com

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ex per t advice

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ex per t advice

Gary Matusiak, Vice President of Franchise Development, Pancheros Mexican Grill

Finding the Right Franchise for You There are many ingredients that need to come together to create a successful franchised business. When researching the right concept to invest in, a potential franchisee needs to consider a variety of factors to find the franchise thatâ&#x20AC;&#x2122;s right for them. But getting down to the key details that determine which franchised business is the right fit can be a big challenge.

Gary Matusiak

Franchising USA

Any franchised business thatâ&#x20AC;&#x2122;s worth considering is going to have a presentation designed to impressâ&#x20AC;&#x201D;success rates, growth statistics, and rosy financial projections are common selling points for legitimate franchises. Even if all of these things are true, a potential franchisee still needs to find the concept that best fits their skills, interests,

“Take a comprehensive look at your options and find one excites you from both a financial and personal perspective.” be up against. It’s important to consider what makes each franchise work well, what can cause operations to go awry, and what it takes at the point of sale. A strong franchise needs leadership that is actively involved in the business and is a proven success.

Simplicity

and experiences before they invest in a business. To find a franchise that not only exhibits strong indicators of future success, but also one that fits a potential franchisee’s personality, can be a challenge. While considering franchise opportunities, there are a handful of factors they should focus on to find the right concept for them.

Leadership Like any business, a franchise can only thrive under the direction of strong leadership. It starts at the top with those who form the executive team. Strong leadership is often the difference between a franchise that thrives and one that stagnates—or worse, fizzles out. Strong leadership usually comes from experience and a thorough understanding of the business, from top to bottom. If you’re looking at a franchise in the fastcasual restaurant industry, you should seek one with a CEO who has a food service background. To fully understand the challenges a franchisee faces, the leadership team has to understand the dayto-day challenges an individual unit may

For any business to succeed as a franchise, the concept should be easy to execute, especially in food service. The old adage advises that 10 percent of the menu drives 90 percent of the sales. A strong franchise has a short list of key pieces they perform exceptionally well. For our Pancheros restaurants, we aim to make a killer burrito using a small menu of quality, fresh ingredients. The simplicity of the concept allows a franchisee to keep the focus on serving the customers rather than managing complex operations. Additionally, keeping operations from getting complicated allows our franchisees to train their employees to be great at a few, key elements—rather than becoming overwhelmed and being ‘just okay’ at many things.

Track Record While all growing franchises will have a presentation that shows you can succeed with their concept, it’s important to dig deep and ask the right questions. Consider how many years they’ve been in business and if their financials are trending in the right direction. Look closely to learn how same-store sales are trending and be sure they indicate positive growth. Find out what the challenges a franchisee is likely to experience in the first year and how quickly a new franchisee is expected to recoup their investment and begin to see a profit. It can sometimes take 18 months or more before you truly know how the market is responding to your franchise, so you’ll need to be realistic about your financial situation and how the business is positioned for the years ahead. Using my

experience within the restaurant business, I recommend opening a second unit within six months of opening the first—helping the franchise build brand exposure, market penetration, and investment in the community.

Personal Fit Even if everything looks right on paper, you need to evaluate how well the franchise fits with your personal interests and experience. It has to be a business you’re willing to learn and eager to dedicate yourself to for the long haul. You have to believe in the system you’re buying into—from the point of sale all the way up to top levels of the company’s leadership. You’re going to spend a lot of your time and energy steering this business to success, especially in the beginning. Be sure you’re motivated to put in long hours when necessary and to guide the business over the long-term. Try and meet other franchisees who have invested in the concept, both single-store and multi-unit franchisees. Ask, “what sets the top performers in the system apart?” And ask yourself if you have what it takes to push your business in the right direction. You have to understand the good, the bad, and the ugly, and you can’t find all that out just by analyzing spreadsheets. Investing in a franchised business can be the best financial decision you’ve ever made. And, if you do your homework, you’ll be giving yourself the best chance to succeed. Take a comprehensive look at your options and find one excites you from both a financial and personal perspective. When you find the right combination of factors, and commit to operating at a high level, you can succeed. Gary Matusiak is the vice president of Franchise Development Pancheros, where’s he’s been responsible for all franchise sales activity related to the development of new and existing stores since 2010. He has a 25 years’ experience in the food and beverage industry, primarily in franchise sales and multiunit franchising. www.pancheros.com

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Josh Allen, Director of Marketing at Location3

Successful Franchise Digital Marketing

Begins With a Strong Foundation “A foundation that is rooted in an optimized analytics environment and brand website . . . is a foundation that will set your franchise up for success in reaching more consumers online and converting them into customers for your business.”

Josh Allen

Every February brings about the International Franchise Association’s annual convention; a wonderful event that helps kickstart each year as we collectively examine both the opportunities and challenges that lie ahead for everyone in franchising. One of the recurring themes that seemed to continually pop up at IFA 2018 revolved around how franchise brands can better support their franchisees with regard to operations, finance, staffing, marketing and more. When it comes to digital marketing specifically, my advice for increasing your customers is to begin by building a strong foundation that will allow your franchise brand to scale and manage your marketing efforts consistently, systemwide.

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Better Analytics Data for Better Business Decisions

Make Sure Your Website Can Be Found Online

Understanding how online users actually find you online is the first step toward improving your digital marketing, but it’s also a step that often gets overlooked. While there are a number of enterprise web analytics tools available, Google Analytics is free to use and can provide the information you need to gain a clearer picture of what online sources are sending traffic to your website and what users are actually doing once they land there.

Another key foundational piece to successful digital marketing that is often overlooked is the implementation of basic Search Engine Optimization tactics. Time and again, franchises invest a great deal of work hours, energy and money into developing new websites without giving much thought to the actual factors that make websites index and rank well in search engines like Google. My recommendation is to start with the basics and ensure that your website includes proper technical markup including Title tags, Header tags, Meta descriptions and other necessary on-page factors that simply allow search engines to find your site and its content more easily. Speaking of content, your website content and copy should always include keywords and information related to your products and services – just remember that the relevancy of your chosen keywords is as important as the overall volume. For franchises, it’s also important to incorporate a landing page for each individual franchise location that includes localized content specific to each business location. If you’re thinking about a website upgrade, don’t ignore SEO – the most beautiful website in the world does your franchise little-to-no good in generating revenue if it’s not properly structured to rank well in online search results.

When reviewing your account, it’s important to consider your overall business goals so that you can better customize your analytics reports and dashboards to display data points that are most relevant to the goals themselves. An example of this might be determining whether or not you are more interested in driving form fills on your website or actual phone calls to your franchise location(s)? Ensuring that your analytics website tags and tracking are implemented properly is critical to measuring online performance and ROI. Bad analytics data can actually hinder your business significantly, so before you get too far into the details surrounding specific data points, it’s imperative to start by aligning online tracking with your actual business goals and KPIs.

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GRAB A PIECE OF THE PIE WITH THE FASTEST GROWING PIZZA CHAIN IN AMERICA! *

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Josh Allen, Director of Marketing at Location3

Franchise Business Listings – Expanding Your Digital Footprint It’s fair to say that we’ve all used Google Maps, Facebook, Apple Maps or other applications to help us find information related to local businesses like restaurants, gas stations, yoga studios or coffee shops. Business listings in channels like Google My Business are often a key driver of customer traffic and revenue for franchises, but it’s surprising how many brands leave little time for optimizing the listings themselves. First and foremost, there is little debate that these listings should be managed at the corporate level. When listing data is updated and managed by one primary source - rather than each individual franchisee managing their own listing - there is more opportunity to establish consistent business information (Business name, address, phone number, website links) across the entire franchise system. This is critical to search engine ranking performance, which means the greater chance every one of your franchise listings has for appearing in user searches. Managing franchise business listings using

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“Understanding how online users actually find you online is the first step toward improving your digital marketing, but it’s also a step that often gets overlooked.” this centralized approach also ensures branded content like photographs, logos, promotions and other key information is consistently distributed across all listing channels for maximum organic search ranking. As a result, your franchise listings rank higher, more customers find your businesses instead of competitors and your bottom line revenue from this key channel increases.

In Summary Like any key business initiative, a strong foundation is critical to helping your franchises maximize customer volume and revenue. When it comes to digital marketing, it’s imperative that you begin any campaign or program by establishing strategies that are supported by actual, quality data. A foundation that is rooted in an optimized analytics environment and brand website, and further complemented

by optimized franchise business listings, is a foundation that will set your franchise up for success in reaching more consumers online and converting them into customers for your business. As Director of Marketing, Josh is responsible for planning, developing and managing Location3 and LOCALACT brand strategies, with a focus on establishing new business partnerships among franchise systems and multilocation brands. He also works with Location3 client partners to establish key initiatives for increased franchise engagement and growth. He is an active member of the International Franchise Association and has previously been featured by the American Marketing Association, Franchise Update Media, MediaPost and more discussing franchise digital marketing strategy. www.location3.com

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A DIFFERENCE YOU CAN SEE

Image One Facility Solutions is an industry-leading commercial cleaning franchise growing across a number of markets in the U.S. We actively seek motivated owner/ operators ready to be their own boss through our time-test business model.

5 Veteran Friendly Discounts and Incentives 5 Financial Assistance Available

*Franchise offering is made by disclosure document only.

imageoneusa.com

800.223.1985

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ÂŽ

PRO FI L E

I m ag e O n e Fa c ili t y S o l u ti o n s

Image One Facility Solutions

Empowers Millennial Franchise Owners

Millennials are the future in franchising — here’s how Image One is gaining an inside track on recruiting them. Millennials are lazy. They are a 9 to 5 generation. They are addicted to their phones.

The up-and-coming franchise owners and leaders of Image One Facility Solutions — a 100-unit national commercial cleaning franchise — are tired of those stereotypes.

“The millennials I’ve worked with are hungry,” said Anthony Conn, 23, an Image One Franchise owner in South Florida. “They want to go out and make more money and be successful. They want to make a name for themselves and build their own path. They are not just waiting for life to come to them.” Anthony and his brother Nikko Conn are leading a new era of franchise owners. They are embracing advancements in cleaning technology and fusing some of the ideals that make millennial culture promising to help build and move forward a franchise brand with tremendous growth opportunity around the nation. Here is how Image One is embracing millennials in its franchise.

Building Community and a Tight-Knit Franchise Environment A PewResearchCenter survey of millennials and how they approach life sums it up best: Millennials are “confident, connected and open to change.” Image One millennials embody those traits. And Image One is creating a franchise community that embraces that outlook. As an example, the franchise has established ongoing town hallstyle meetings where franchisees can gather and discuss what’s working, what needs improvement and how they can support one another. The franchisor is merely an active listener in these sessions. “Millennials are interested in becoming Image One franchise owners because not only can they be independent business owners at a young age, but it’s a safe investment that will continue to grow in remuneration,” said Katie Johnson, 29, Customer Service and Accounting for Image One. “Also, we’re very family oriented and I believe that makes this company different from the typical cleaning businesses.”

Encouraging Self-Sufficiency and Flexibility with Schedule Remember, millennials are “confident.” While many studies show they’re waiting on things like buying homes and starting families, they are surprisingly self-sufficient. The key is to offer a welcoming environment for them to grow. Morgan Hannum, a 24-year-old Image One franchise owner in Lake County, Illinois, appreciates that he is building his own business but has the 24/7 support of the Image One team. “We have a monthly newsletter that shares all sorts of events and training tailored to us as a younger generation — we have sales

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“The analogy that I would use is that Image One is the mother bird and you are eventually going to leave the nest, but not without the nurturing.” - Morgan Hannum workshops and ongoing training programs that allow us to learn practical lessons to help us grow our business,” Hannum said. “It takes aspects of school but makes it more exciting. Not to mention, you have an opportunity to make more money from the tangible lessons you learn in Image One training sessions.” Hannum, who said that a four-year college education was not a fit for him, added that Image One’s franchise learning modules are attractive to him. “They are very practical. Every single person teaching us is very outgoing and ready to help us any way possible. Image One will always be there with the support of a family or the backbone of a parent. I’ve never had a job like that.”

Focusing on Technological Advancements Millennials, understandably, have an incredible attachment to technology. This is the generation that really grew up with the Internet always available. They are, by and large, potentially more open to technological advancements in their industries. This especially rings true at Image One. “We can turn the cleaning industry upside down through our work tempo and efficiency with new technology on our side rather than the old systems that may take twice as long,” said Nikko Conn, 21, an owner in South Florida. His brother, Anthony, reiterated that sentiment. “With iPad apps, new machines and robotics, our generation is trying to make it as easy as possible for their team and crews. And, in turn, we provide an efficient, extremely high-quality cleaning experience for our clients.”

Recruiting Driven Millennials People from every generation buck the stereotypes of their current generation. Not every Baby Boomer moved out to San Francisco and became a Hippie. Nikko Conn, who started his Image One before he turned 20, has an honest perspective on his generation. “Some of my friends have determination and skills, while others are throwing their lives down the garbage chute,” Conn said. “But, the talent I have seen grow with Image One is not a 9 a.m. to 5 p.m. crowd. I have personally worked several 15-plus hour days training and getting the level of perfection done in my locations. I see motivation as a huge part of success in this field.”

on their own besides just sitting behind a desk for the rest of their lives,” said Maria Rocha, a millennial on the support staff for Image One. Image One’s growing team of millennials proves that there are ample opportunities for franchisees to start at a young age, especially with service-based franchises with lower startup costs. But, at the end of the day, millennials still have a lot to learn about life — even if they don’t always want to admit it. To attract millennials, franchisors need to live out their brand and always be available to mentor younger owners. “The analogy that I would use is that Image One is the mother bird and you are eventually going to leave the nest, but not without the nurturing,” said Hannum. “If a baby bird drops on the ground, the mother is going to bring them up and help them fly again. Image One is really good at doing that.”

There are plenty of millennials out there hungry for a business opportunity, according to the millennials in the Image One system.

For more information about the concept, pull out your phone (like any good millennial would) and google “Image One USA.”

“I think millennials are trying to find new ways to make money

www.imageoneusa.com/franchise

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Don’t miss an issue COV ER STO RY

Page 11

G a ll ag h e r Fra n c h is e S o l u t i o n s

“FRANCHISE-IST” Gallagher’s Chris Mangum

IS HELPING THE INDUSTRY SLEEP AT NIGHT

Q How did you get into Franchising, Chris? A: I started back when I was a kid looking for a part-time job. And I’ve been in Franchising, in one form or another, ever since.

Q Oh really, what have you been doing all this time? A: I’ve done everything. I started working for a franchised location of Mail Boxes Etc. back in the 1990s and eventually went on to work for the Corporate ofﬁce of UPS. They bought Mail Boxes Etc. and created the brand The UPS Store. I was on the ground as an operations consultant during this incredible time which was an amazing learning experience. We rebranded 4,000 stores in a matter of weeks and turned the industry upside down. Shortly after, UPS competitor FedEx bought Kinkos to match the new retail landscape UPS created. Looking back on that time I realize how it shaped what I’m doing now. Now I work for a

Q So tell me about Gallagher Franchise Solutions and how it started. A: You know it was really about being in the right place at the right time. I had been working in the corporate franchising office at UPS for several years when Gallagher came knocking. I saw firsthand the struggles of being a small business owner and all the challenges they face every day. At that time there was a big gap with limited options for small business owners and none of the insurance providers really had a comprehensive offer that made sense for both the franchisee and the franchisor. I kept going back to Larry and Aline Williams who gave me my first job at age

16 at the Mail Boxes Etc. in Midwest City, Oklahoma. Here’s a couple who’d invested their life savings into a business. They’re so busy, working what seemed like a hundred hours a week, carrying the weight of the world on their shoulders. I started to think about my time there and what I’d witnessed as an employee and I realized they had 3 big issues, just like all the other franchise owners I came to know at UPS. I call them the 3 Ps: Protection, People and Profit. They were concerned about protecting their business and their life savings. They had to worry about their people and all that goes with that. And then there was the everyday struggle with cash flow and the profit. Working for the corporate office brought a lot of sleepless nights thinking about these three Ps. And I know the franchisees I worked with everyday were up at night thinking about the same things. It just all came together at Gallagher. My team and I spent a couple of years really focusing on keeping it easy and simple. We have put in place dedicated program managers

who focus on specific franchise brands to customize risk management programs for that specific network. We have a team of insurance brokers that guide franchisees through the insurance purchasing process. And we have constructed a Customer Service team dedicated to specific brands that assists franchisees with their insurance needs throughout the year. And with all of this we’re able to leverage the power of Gallagher behind us to keep it affordable for the franchisees. So hopefully now everyone can sleep a little better at night.

Q So what is keeping Franchise Corporations up at night? In your experience, what are they most worried about? A: Take a look at the most successful franchises and you’ll ﬁnd one key thing in common. They all have a consistent brand experience. Sounds simple but it’s anything but. The brand is perhaps the most valuable asset of any franchise and there’s a lot of potential threats that can destroy it. Franchisors have to protect themselves against all kinds of threats. However, most companies focus only on the threats they can see. On things like operating standards, service, product quality, pricing and the overall look and feel of an individual location. But often times they overlook the most dangerous threat because they are largely invisible. I’m talking about the lack of adequate insurance coverage or gaps that if not addressed can literally bring down a whole network and brand. One rogue lawsuit against an individual location and owner can be detrimental to the whole system.

Q So what can be done to protect against these brand threats if you can’t see them? A: That’s where I get excited because we know how to help them and we can offer real value. We know how to shine a light on what they can’t see and help them ﬁll in the gaps. We do this several ways. First, we help analyze all the exposures they face and craft speciﬁc coverages to mitigate their exposure. We’re especially skilled at designing the right types of

Q So that’s interesting. Talk about it from the franchisee’s perspective.

horizon. There’s a potential for association healthcare plans to come back to the market as a result of a recent rule change announced by the Department of Labor. This could lead to small business owners and their employees having greater access to more affordable healthcare options. We are watching this very closely so we can react as soon as possible once it’s ﬁnalized. This could mean signiﬁcant savings. Time will tell but it looks good.

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Q In the meantime, what healthcare options do small business owners have now?

A: The good news is there are some A: Let’s go back to Larry and Aline and options today. Most, however, are all those hundreds of thousands of small designed for large employers. This is business owners like them. Let’s face it. one of those gaps I mentioned earlier. At Insurance is not exciting to them. It’s not Gallagher Franchise Solutions, we’ve exciting to most people. It’s not the reason made it easier for the typical franchise they invested their life savings into their owner to shop options within their market. business. They have big dreams about The other key thing is administering growing a sustainable business for them the plan. Again, small business owners and their children. There simply aren’t already have too much on their plate so we enough hours in the day for most of them. make it easy with simple enrollment and They’re not only the CEO but they’re also administration programs. That’s the key. the front line manager, the CFO, the head be easy to of HR, theThead of sales and so on and so H E M A G A Z I N E F ItOhasRto provide F R A real N Cvalue H Iand SE ES obtain. on. We give them the coverage they need to protect $5.95 their business and operational www.franchisingusamagazine.com Q So what’s next for you solutions to give them more freedom to grow. If we can help them by simplifying and Gallagher Franchise the back ofﬁce with things like payroll and Solutions? workforce management tools, employment A: We’re staying on top of all this. We law compliance, just to name a few, they’ll continue to look for ways to make it easier have more time to do the things they are to run a small business. That’s our focus. passionate about. The things that drove We also continue to evolve the Gallagher them to start their own business. And all Perks portion of our program to bring the while they the peace mind to IShave HELPING THEof INDUSTRY SLEEP AT NIGHT more valuable savings to our customers know their business is protected from all that they and their employees can use not of those hidden dangers business owners just in their business but in their everyday face. That’s exciting stuff. And that’s a lives. Today we offer a variety of things commitment we’re ready to make. like discounts at major retailers, travel providers and a host of other resources like Q What trends do you see in protection against identify theft and pet the industry right now? insurance. And the team is working on A: Well certainly the dual employer adding more things this year as well. It all issue is hot and it’s good to see positive goes back to the Williams in Oklahoma. I momentum towards a permanent solution. never stop thinking of ways to serve folks The other big issue we see is healthcare like them and an industry that has given and ﬁnding affordable solutions for me so much. these small business owners and their franinsurance.memberbenefits.com employees. There might be help on the

Franchising USA VOL 06, ISSUE 5, MAR 2018

“FRANCHISE-IST” Gallagher’s Chris Mangum

YOU GOTTA RISK IT FOR THE BISCUIT! ASK THE

EXPERT

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HEALTH & BEAUTY FRANCHISING FEATURE LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE Business Franchise Australia and New Zealand 1

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Redefining the Concept of Beauty Health and Beauty Businesses on the Rise

Creating Beautiful Profitability

H E A LT H & B E AU TY FR A NCH ISI NG FE AT U R E

what’s new! 9Round Now Open in 600 Locations Around the World 9Round, the popular kickboxing fitness franchise, recently opened its 600th location worldwide. The milestone location at 196 Manning Crossing in Edmonton, Alberta, Canada is locally owned and operated by Sylvia Jasmin. 9Round opened over 150 new locations in 2017 and expanded into four new countries including Jordan, Lebanon, Turkey and Costa Rica. “My wife and I started 9Round nine years ago in Greenville with the goal of bringing convenient, fun and specialized kickboxing training to people around the world,” said Shannon Hudson, Founder and CEO of 9Round. “Today, 9Round has grown to over 600 locations in 41 states and 13 countries. We are so proud of this major accomplishment and everything that our entire team has achieved in 2017.” In addition to opening its 600th location, 9Round achieved other noteworthy milestones in 2017: • The SC 25 Fastest Growing Companies® competition ranked 9Round as the seventh fastest-growing growing company in South Carolina. • 9Round was ranked #915 on the annual Inc. 5000 list of America’s fastest-

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growing private companies. This is the third consecutive year that 9Round has been recognized on this prestigious list • 9Round claimed the #121 spot on Entrepreneur magazine’s Annual Franchise 500 list. This marked the company’s fifth consecutive year on the prestigious list and second ranking in the Top 200. 9Round was also recognized by Entrepreneur as one of the Fastest-Growing Franchises (#22), Top Global Franchises (#103), and Top Franchise Brands (#115) • Franchise Business Review named 9Round one of the Top 50 Franchises for Women for 2017. Shannon added, “In 2018, we hope to open a record of number of locations, expand into more countries and continue to grow and evolve the 9Round brand. We also want to continue to give entrepreneurs that are passionate about fitness the opportunity to open their own businesses without incurring a huge amount of debt.” For more information about 9Round’s franchise opportunities, please visit https://www.9round.com/fitnessfranchises.

Premium Nail Boutique Launches National Franchise Program PROSE, the healthy and enriching hand and foot care brand, recently announced the launch of its national franchise program and its first agreement with restaurant industry veteran and non-executive chairman of P.F. Chang’s China Bistro, Rick Federico and his wife Peggy, who will open the brand’s second boutique in Scottsdale. Created to inspire an elegant and wellnesscentric lifestyle that brings healthy and beautiful relief to hands and feet, PROSE debuted last year when the company opened its first boutique in Phoenix. By franchising the brand, consumers across the country will have the opportunity to experience PROSE’s transformative and purposeful hand and foot services through its cutting-edge boutique design, world-class products and personalized approach. PROSE also focuses on industry leadership and elevating the profession of Artists and their important work by creating a healthy culture that rewards and respects their artisanal talents. To learn more about PROSE ownership opportunities in the U.S., please visit www.myprose.com.

Hammer & Nails Announces Aggressive Growth Plans for New York Men’s Grooming Franchise Looks to Bring 15 Locations to New York by 2023 Hammer & Nails Grooming Shop for Guys has announced plans to bring at least 15 locations, through strategic franchise partnerships, to the greater New York City area over the next five years. Building on its momentum of licenses awarded for more than 200 shops during its first year of franchising, the New York development will be spearheaded by Area Representative Chris Allen. Already working toward his expansion goals, Allen’s team has signed a lease in Brooklyn, in which will debut in Summer 2018. An additional franchisee agreement has been signed to bring a second location to the metro area in late 2018. “At Hammer & Nails, the entire experience is not only the pinnacle of relaxation and pampering, but our hand and foot care yields health benefits, too,” Allen stated. “The success that Hammer & Nails has garnered on the West Coast shows that more men are seeking out destinations for high quality grooming. We are excited to be the first of our kind in New York, especially with Brooklyn’s forward-thinking population.”

Trotman and Lee Valentin, who are actively seeking site selection. Additional targeted development markets include the five Boroughs of New York City, Long Island, Westchester County, and Rockland County.

The first New York location will open under the ownership of entrepreneur Anthony David in the North Williamsburg neighborhood of Brooklyn, located at 97 North 10th St. The second location will open under Metro Grooming Partners, LLC., comprised of entrepreneurs Stevens Demorcy, Michael

For more information on franchising opportunities, visit www.hammerandnails-franchising.com.

As the only niche male grooming franchise available, Hammer & Nails has a first-to-market advantage in the ever-growing $21B male grooming industry.

New Live 2 B Healthy® Study Reveals 47% Fall Rate Reduction Among Active Older Adults partnership with Park View Community Campus, they decided to complete an actual study to determine the effectiveness of their specific program.

Live 2 B Healthy® partnered with Park View Community Campus in Woodville, WI in 2017 to complete a comprehensive study of the effectiveness of the Live 2 B Healthy® program in reducing falls among residents in senior housing communities. National studies have proven that the incidence of falls in

senior living communities can be lowered when seniors work to

maintain an active lifestyle. When Live 2 B Healthy® began a new

The Live 2 B Healthy® program focuses on improving in 4 functional fitness areas: upper and lower body strength, flexibility and balance. An evidence-based program, specific measures in each of these areas were gathered and shared with Park View on four separate occasions during the study. The results in these 4 areas were consistently positive at both the individual and overall class level. Fall data was gathered by month for the same 16 month period and segmented by attendance group. This study revealed a 47% fall rate reduction for active residents (defined as those who attended more than 60% of the classes over a 16 month period from 20162017). franchise.live2bhealthy.com

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H E A LT H & B E AU TY FR A NCH ISI NG FE AT U R E

what’s new!

Acupuncture Franchise Has 500 Licenses Sold and in Development in Under 15 Months

The nation’s first acupuncture franchise, Modern Acupuncture™, recently announced that the company has more than 500 licenses sold and in development coast to coast across 32 states, less than 15 months after the initial franchise offering. To date, the company has eight open locations in Arizona, California, Colorado, North Carolina and Texas, with seven more locations scheduled to open in the first quarter of 2018 and a total of 55 to 60 operating by the end of 2018. “In what seemed like the blink of an eye, we propelled from a vision and start-up into one of the fastest growing national franchises overnight,” said Modern Acupuncture CEO Matt Hale. “We have been fortunate to essentially hand pick experienced franchisees and regional developers to help us grow the brand the right way. Most everyone is a serial, multi-unit developer of other nationally-recognized and respected franchise concepts. Additionally, every Modern Acupuncture franchisee owns multiple licenses, which is rare and a strong indicator of their confidence in our business model as well as a bright future for acupuncture in the U.S.” Modern Acupuncture is the first franchise to make the natural health and cosmetic benefits of acupuncture available to people

in an accessible and affordable delivery, combining a healing form that has been validated by thousands of years of practice with a modern, clean and spa-like environment. The cosmetic acupuncture offering is a true differentiator that has become increasingly popular at each location, providing a safer and more natural alternative to reduce and prevent fine lines and wrinkles. Treatments are administered by acupuncturists who have been certified by the National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM®). For more information about franchising, visit www.modernacupuncturefranchise.com.

Giardino Gourmet Salads Continues Aggressive South Florida Expansion need for alternatives to traditional fast food. Giardino Gourmet Salads began with a vision in 2004 by founders Ody and Kenny Lugo, a former Miami-Dade County teacher and Miami-Dade County firefighter respectively. Today, the fast casual salad, wrap and bowl concept sees room for additional 10 units across Ft. Lauderdale, including a downtown location, over the next few years in addition to growth up the state of Florida.

Giardino Gourmet Salads, the premiere South Florida-based fast casual concept focused on garden-to-bowl nutrition, continues its 2018 strategic development with the opening of two new restaurants in Ft. Lauderdale and Davie, FL in February. According to co-founder Kenny Lugo, the brand’s growth is specifically focused on building restaurants in vibrant communities with a diverse customer base where there is a real

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Giardino Gourmet Salads menu includes globally inspired salads, wraps, grain bowls, soups and sandwiches. What sets Giardino Gourmet Salads apart from the competition is its one-of-a-kind approach to the guest experience and its focus on Nutritional Empowerment®. Every guest has the ability to customize a wide variety of salads, wraps and grain bowls per their nutritional needs from more than 60 fresh ingredients. With 17 units currently open and dozens more in the pipeline, the brand is actively seeking new owners that want to be a part of their community for a very long time. For more information, please visit: www.giardinosalads.com.

CoreLife Eatery Announces New Opportunities for Prospective Franchisees CoreLife Eatery, an active lifestyle restaurant with a healthy concept that’s quickly sweeping the nation, is announcing exciting new opportunities for prospective franchisees. Markets targeted for expansion include Columbus and Cincinnati, Ohio, Philadelphia, Pennsylvania, and areas of Minnesota, Wisconsin, and Iowa. Since the eatery’s opening in 2015, the CoreLife Eatery concept has taken off quickly in Michigan, New York, Pennsylvania, Utah, Ohio, Illinois, Kentucky and Indiana. CoreLife Eatery currently has 26 locations, with an additional 30 stores scheduled to open in 2018. The brand is on track to have 300 operating eateries in the next five years through a combination of company developed and franchised restaurants. “We’re thrilled to provide franchising opportunities which will help our brand meet customer demand, and bring this incredible, clean food concept to new parts of the country,” Larry Wilson, CEO of CoreLife Eatery, said. “With the right franchisees, Columbus and other communities around the country will benefit from CoreLife Eatery’s refreshing take on healthy living and eating.”

CoreLife Eatery is beloved for its flavorful variety of greens, grains and broth-based dishes. All foods are free of trans fats, artificial colors, sweeteners, other artificial additives and GMO’s. The cuisine is never frozen, never microwaved, and always made from the freshest ingredients. Creating a menu that tastes great because it’s healthy is the secret to CoreLife Eatery’s success. For more information on franchising opportunities, please visit www.corelifeeatery.com/franchising.

InstaHealthy Partners with Entrepreneurs to Bring Healthy Vending to Utah Utah Dance Artists, Ameritech College, Jordan Valley Medical Center and Fashion Place Mall.

InstaHealthy, a leading healthy vending business, recently announced that it’s bringing healthy vending to Utah, in collaboration with Utah entrepreneurs, Aaron and Amethyst Johnson. The couple purchased healthy vending machines with InstaHealthy and installed them at locations in the Salt Lake City area including Timpview High School,

Aaron and Amethyst Johnson chose to invest with InstaHealthy to create a revenue stream that matched their core values and allowed them to spend more quality time with their family. The ability to invest in a cost-effective turnkey business that they believed in, while increasing the quality of life for themselves and for Utah residents, was a draw for the couple. “After working nearly 80 hours per week, I realized my quality of life was low and I didn’t have much time to spend with my family,” said Aaron Johnson. “When I found InstaHealthy, I knew right away that this unique business opportunity would give me the chance to create the lifestyle I envisioned for my family, while joining like-minded individuals and making a

positive impact in our community.” “We’re thrilled to have the Johnsons as part of this exciting journey in helping us spread healthy vending options nationwide.” said Ryan OKeefe, CEO and Founder of InstaHealthy. “We’re looking forward to seeing Aaron and Amethyst successfully expand their business over the coming years.” Founded in 2015, InstaHealthy offers healthy snacks and drinks inside state-ofthe-art vending machines at high-traffic locations. Its sought-after business model offers new ways for entrepreneurs and business owners to generate additional income streams, diversify portfolios, while making a difference in their respective cities. The company provides investors with state-of-the-art equipment, location procurement, product development and more. instahealthyusa.com

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FRANCHISING F It’s no surprise that one of the most profitable business plans would likely include a component of health or beauty. Whether it’s a product or service, it’s something many consumers are willing to dig deep into their pockets to obtain.

Franchising USA

& Beauty

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In fact, the average American woman will spend up to $300,000 on face products alone. That’s a lot of money for one body part. But vanity and health have become a top priority amongst Americans, and it reaches far beyond just women. The health and beauty industry now extends to more men than ever before, making it a market that can reach every consumer. It even reaches out to children, especially in the health food market. For those interested in pursuing a franchise in the healthy and beauty field, it’s safe to say that it will likely be profitable. With social media pressuring more and more venues to appear perfect, there are a lot of consumers willing to invest in their beauty, as well as their health. It’s a touchy market however because it may be dependent on fads. Though being healthy would seem to be a general and

continuous trend, there are businesses that may be booming one second and a dud the next. Between diet pills, diet fads including gluten–free and organic to name a few, as well as exercise routines and crazes, it would be best to stick to a consistent business platform, rather than a popular trend.

Beauty Products One of the more creative and fun franchises in this industry would be a beauty product retail store. Especially for those passionate about such products, it would be a great opportunity for investment. Some of them have low start up fees and easy location setups within a mall, while others can be large box stores set on their own.

Some beauty product stores specialize in one area, such as hair products alone, while others cover all types of beauty products. Though some specific retail stores may seem to be profiting, a look into trends and profits may be helpful while comparing it to bigger chain stores. One-product stores seems to have garnered some prestige and generated a lot of buying power, but it’s important to note that skin care products dominate the beauty industry accounting for 36% of the global market. It would be worth carrying skin care products within your franchise. There is no experience necessary for a beauty product retail franchise, however customer service management or even a back ground in hair or make up services could be beneficial.

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every outlet has a different focus. The one a franchisee would choose would be dependent on what their interest and passions are or their intended location. Some health food retail stores offer certain services with credited professionals. Although this added bonus is likely profitable, research into State policies and a franchise’s head office would be a helpful. Of course some of the products are not exclusive to the stores at hand, but are available in pharmacies and big box grocery stores. A review of the competition and local numbers would be a consideration before pursuing any further.

Spas and Beauty Salons The beauty salon and spa once dominated the small business market. Stroll down any industrialized street and you can count numerous Ma and Pa Hair salons throughout any center town.

Fitness Gyms An ongoing and reliable trend is the fitness club. Once considered a prestigious business plan, it’s usually a part of the average American’s lifestyle. The gym goes well beyond the typical layout of treadmills and weights; it includes training classes and athletic programs, as well as nutritional classes and childcare. The amount of services within the four walls of a gym extends way beyond what they ever used to be. For those interested in the investment and start up of a gym franchise, a well-researched look at the different types would useful and a review of local competitors would help determine location. Some gyms only specialize in kickboxing, while others offer every type

of fitness service possible. Conversing with current franchise owners would give a personal and beneficial out look on the process. Someone who is passionate about fitness and health would likely find the work life balance easily in this format of franchise, though there is no experience necessary.

That was once the case but now the industry has expanded beyond the small business market and become a franchising option. Big box shopping communities have a demand for beauty salons.. Another franchise to follow was the spa industry. The luxurious service can be

Nutrition Stores What began as a fad has become the norm. Almost every street corner is lined with some type of nutritional retail outlet, whether it specialized in supplements or vitamins or both, it’s become a part of everyone’s routine. Nutritional stores have expanded beyond supplements to include foods, classes and services, as well health products. Depending on the franchise brand,

“Between diet pills, diet fads including gluten–free and organic, as well as exercise routines and crazes, it would be best to stick to a consistent business platform, rather than a popular trend.” Franchising USA

mixed with esthetics and hair services, but can be only focused on spa treatments. An investment in this type of franchise would depend on one’s level of interest as well as experience. As with most franchise, no background is necessary but an education in hair styling or esthetics would be extremely beneficial. One of the downfalls of hair salons and spas is the small business competition. A lot of clients tend to stay with their stylist, so if your franchise focuses on recruiting great employees then competition won’t be as worrisome.

It would be helpful to get a good understanding of the community and how many salons are saturating the area. A chat with clients and business owners in the area would be a great place to start your research and then a communication with head office regarding employment and clientele reputation. In 2016, the American cosmetic and beauty industry reached revenue of over 62 billion US dollars. It’s an unstoppable industry within this country and one that has always increased in profit throughout the years, even during economic stress. Though most franchise investments in this field would guarantee a profit, a well throughout research and networking with competitors would be extremely advised before investment. There are a lot of beauty fads and trends that might stop short and there are so many choices and option out there, it would be best to find the one that aligns with passion and personal success. It’s one of the easiest startups, with a great easy training and great home office support. It’s unlikely that most franchises

within this industry would not require most of the franchisee’s time and allow for a great work life balance. Though some franchise options would be competing with local businesses, the beauty industry can be carried by a franchises branding, as well as the product branding it carries. A lot of beauty and cosmetic products have a strong reputation and great clientele so it’s a guaranteed sell. They say that beauty is only skin deep, but the pocket books of Americans seem to disagree and US franchises are benefiting from their choices. 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:

MULTI-UNIT FRANCHISING Franchising USA

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Expert Advice: Christopher Conner, President of Franchise Marketing Systems

Health and Beauty Fran Creating Be Profitabilit The health and beauty market is one of the most traditionally fragmented and “owner-operated” market segments in history. There have been many excellent hair stylists and “trade experts” in different fields of health and beauty, but very few brands that have had consistent success in scaling their model. This paradigm changed in the early 2000’s with the advent of several successful health and beauty franchises in the massage, waxing and hair styling market segments. Today, the health and beauty franchise market is growing faster than ever before and has firmly planted itself among the franchise industry elite as one of the most successfully duplicated market models. What markets within Health and Beauty franchising are particularly appealing? Our firm, Franchise Marketing Systems has the opportunity to work with some of the established brands in the health and beauty market, but also be on the front line of what new, innovative franchise models are coming to market. The hair styling and hair cutting industry remains one of the strong points in franchising with simple business models and strong

Franchising USA

nchises eautiful ty operating profits managed by structured business systems allowing for multiunit ownership. The industry blue chips continue to grow and set new heights in brands like Great Clips, Sport Clips and Super Cuts, but now new brands have also enter the market and are getting traction with new, innovative approaches to the market. Studio N is a quick service, high end, low cost salon model based out of New Mexico with strong unit economics. High end salon Cristophe is a premium salon brand that has developed a franchise model to duplicate and sale the brand into new, high end market segments. The MedSpa and medically-supervised market segment within health and beauty is growing at a rapid pace as well. More and more people are turning to services offered in these Medspa’s such as Botox, Facials and other new procedures which help clients look and feel their best. New Franchisor, Ultimate Image Cosmetic Medical Center is a high end, but approachable medspa brand that is attracting interest throughout Florida with strong branding and incredible financials. The model is scalable with structured operating procedures, efficient operating equipment and a marketing model that is proven to drive in results and consistent traffic. Franchise owners in this category generally must be licensed medical providers, but this may vary depending on the state.

“All together, the health and beauty franchise market seems to be ahead of the curve when it comes to innovation, forward thinking and unique business ideas.”

Alternative health and wellness is also on the rise with industry segments such as IV Therapy franchises and Infrared Sauna technology brands coming to market and creating new market segments. Enhance IV is a new franchise brand offering branding, structure, systems and operating procedures in the IV therapy market and has recently sold their first few franchise units in the Philadelphia market while Saunabar is a leading brand in the infrared sauna technology market offering weight loss and a variety of other benefits to customers through incredible infrared sauna technology. Floating has also hit the market in a big way with brands such as FLOATSpa, an Arkansas based float therapy franchise which just sold their first Master Franchise to the Houston, Texas area. The first franchisee for this float spa franchise will be opening 8 locations in the Houston MSA. All together, the health and beauty franchise market seems to be ahead of the curve when it comes to innovation, forward thinking and unique business ideas. The market is fun, refreshing and most importantly, largely profitable. If you have an interest in the market segment, my advice is to start with what you have passion for, then narrow down

the numbers. Make sure that the business has a strong enough bottom line to support the industry benchmark ROI’s for any particular market segment. The good news is that when you are offering services and products to people to help them look better, people are always willing to pay. Christopher Conner is the President of Franchise Marketing Systems and has spent the last decade in the franchise industry working with several hundred different franchise systems in management, franchise sales and franchise development work. www.franchisemarketingsystems.com

Chris Conner

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Expert Advice: Corey Kossack, CEO & Founder of Frederick

Why Booking Data the Key to Your Bus Maybe a dazzling direct marketing campaign can help, or maybe a printed flyer passed around your neighborhood. But what you’re really missing out on is all the key points your data can provide, including current customers, average cost of acquisition and retention and overall profits. It sounds nice, but most marketers aren’t sure how to utilize their data. Today’s your lucky day; I’ll dive into it below.

Corey Kossack

Imagine this: it’s a slow time in your salon, and you’re thinking of ways to boost your client list. Franchising USA

How to Utilize Booking Data for Revenue Growth Having a client database is vital to generate profits, increase loyalty among existing customers, and attract new ones. Data makes it easier to retarget individuals with personalized marketing. Having a summer promotion around haircuts and coloring? Take a look at the people who

normally visit you for these appointments, and send them a message (email, text, direct mail), to let them know about it. Even if this doesn’t result in a direct appointment, it keeps your business top of mind so in the future they might remember to book with you instead of your competitors. Personalization is also key here. Clients want to feel as if their stylists understand and care for their needs. So create a client profile, and list everything you know about them in it. This can include name, phone number, address, email, birthday, etc. That way, when Susan walks in for her monthly eyelash extensions, a quick glance at her profile can reveal her preferences and interests. Who knows, you might be able to upsell her on additional services your salon offers.

a is siness Loyalty Points Are the Holy Grail of Databases Maybe you have a loyalty program in place, or maybe you’re in the middle of creating one. But for those who are serious about utilizing booking data, a loyalty program is key. It’s beneficial for repeat customers, who exchange their points for services, and beneficial for salons to determine how customers are interacting with the brand. Is there a particular time-frame when points are cashed in most often? Or a notorious slow period for your location? If so, creating bonus points incentives can increase the amount of foot traffic in your door. And the information gathered from the customers who come in during these times can help you figure out how and when to best retarget them.

The Inevitable Missed Appointments No-shows and late clients are an inevitable part of running a salon. And unfortunately, those who miss appointments without calling to cancel are not only wasting a stylist’s time, but also preventing the salon from filling the day with revenuegenerating appointments. Fortunately, there are a few ways to combat the effect of no-shows. Clearly state your late or cancellation policy on your website, physical location, social media pages and in any additional means necessary. Additionally, have a clear database of when your clients should be coming in next, and their contact information. In the case of a no-show or cancelled appointment, you can easily reach out to those customers to gauge their interest in taking that spot. Without utilizing your data, you can potentially be losing out on thousands of dollars to no-shows and cancellations.

Tips for Building a Strong Database Group your clients in a way that makes sense for everything in your salon. A database is only beneficial if it’s useful. Do you have a group of individuals who

only come in during the holidays? Put them into their own section, and send a personalized email blast to them leading up to their normal appointment date. Or for customers who all use the same stylist, keep the stylist’s schedule on hand so you can quickly reach out to those people to book appointments. Booking data can also greatly increase your profits and bottom line. Having a booking platform in place makes it easier to keep track of your clients, and an automated algorithm can ping people when it’s time for their next appointment. By utilizing the data at your fingertips, you’re one step closer to being the go-to beauty salon for your customers. Corey Kossack, CEO & Founder of Frederick, is an experienced entrepreneur with a passion for helping entrepreneurs and small businesses succeed. Prior to Frederick, Corey was Director of Dell for Entrepreneurs, where he led Dell’s efforts to discover startups building the next generation of data-driven business applications. At Frederick, Corey leads the charge to bring Frederick to thousands of small businesses worldwide. www.hirefrederick.com

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Expert Advice: Rick Bisio, Franchise Coach, FranChoice

Health and Beauty Businesses on the Rise... What Does It Take to be a Successful Owner?

The health and beauty service market is one of the country’s most successful industries, generating $445 billion annually in sales. It is a diverse space which includes barber shops, beauty salons, health resorts and spas, weight loss centers, nail salons and personal care services (tanning salons, massage parlors, etc.). The largest segment in the industry is haircare as hair salons bring in $44 billion annually. Even the haircutting space itself is being divided into menonly, women-only, kids-only and different

specializations. Due to the nature of the service, the field is somewhat recessionproof and continues to grow. According to the Bureau of Labor Statistics, barber, hairstylist, and cosmetologist employment is projected to grow 13 percent from 2016 to 2026, faster than the average for all occupations. In addition to being part of a large and growing industry, many health and beauty businesses are franchises. A lot of people are familiar with large franchise brands in this space such as SuperCuts, Smart Styles, Massage Envy and The Joint Chiropractic, just to name a few. There are endless opportunities for entrepreneurs looking to own a business in this space. Now that we’ve established the positives of the health and beauty industry and cited the numerous attractive franchise opportunities that come with it, let’s look at some important qualities people must have when owning a business in this area. Let’s begin with some traits potential health and beauty business owners must NOT possess.

Are You a Health and Beauty Professional…Or a Franchise Business Owner?

Rick Bisio

Franchising USA

As a franchise coach, I work with many entrepreneurs who have a history in the health and beauty industry and want to start their own business in that field. They may have experience in cutting hair, doing nails and may even be a licensed cosmetologist. In some health and beauty franchise systems, that can actually be

considered a negative. Franchisors are not looking for cosmetologists. They’re seeking professional, seasoned business people who can run a successful business. They know that successful franchisees understand how to hire, manage and motivate employees and run a P&L. If you look across some of the larger brands out there in the economy haircutting space, almost none of their franchisees are cosmetologists. Their franchise owners are people who have financial resources, business expertise and management skills. Last year, I wrote a Franchising USA article about children-based franchises and cautioned potential franchisees about their motivation behind pursuing this type of business ownership. Just like people who enjoy working with children shouldn’t open a business for that reason, people who like cutting hair or treating nails should not start a business simply because they like that line of work.

Are You Interested in Running and Scaling the Business to Multiple Locations? Franchise owners in this field, like many others, are responsible for managing the payroll, schedule and inventory. Rather than being behind a chair cutting hair, a successful owner needs to actively market their business within the community to bring in customers and increase sales. It is also important to remember that most franchisees in this industry often own multiple locations. In SuperCuts,

the average franchisee owns 6 locations. Franchisees who thrive in this space have a vision to develop and scale businesses and possess the expertise and resources to do so. Being a cosmetologist is not a calling card. If you are licensed in this area, I would not go to these companies and rely upon your firsthand work in the field. You are more likely to be hired as an employee. While it is great to have experience and knowledge of the industry, my recommendation is to highlight one’s management skills, personal resources and ability to build a business.

Are You Comfortable with a Semi-Absentee Model? Although it is necessary for franchise owners in the health and beauty industry to have skills and experience in business management, it is important to note that many owners use managers to operate the day to day operations on their behalf. Most owners are professional business people who are looking for ways to own and operate multiple locations over time

“Franchisors are not looking for cosmetologists. They’re seeking professional, seasoned business people who can run a successful business.” while retaining a separate, full-time job as a semi-absentee franchisee.

train a strong manager and staff to run the business in their absence.

Most of the franchisees in the health and beauty space work under this semiabsentee business model. That means they can keep their job and hire managers to run the business on a day-to-day basis. The owner will typically need to spend 10-15 hours per week, often working at the location in the evenings or on weekends, to oversee the manager and monitor all aspects of the business.

Health and beauty businesses are a thriving segment that continues to grow each year. There are many dynamic franchise opportunities that currently exist with strong financial track records. For those people who have good management skills, some financial resources and a firm understanding of P&L’s, this business model can be very profitable…and the future continues to look bright for the industry!

With this semi-absentee business model is being used by many franchises in the service industry, it allows people to gradually acclimate to business ownership. It also reduces some of the financial risk in starting one’s own business by allowing them to continue their fulltime job. However, it also requires the franchise owner to be flexible in balancing their schedule and places an increased importance on their ability to hire and

Rick Bisio is a leading franchise coach with FranChoice, the creator of the FDD Exchange and the Franchise Glossary and the co-host of Rick Bisio’s Franchise Focus. Since becoming a franchise coach in 2002, Bisio has assisted thousands of aspiring entrepreneurs nationwide explore the dream of business ownership. www.afranchisecoach.com/the-coach

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Expert Advice: Andrea Belluso, Fashion Photographer, Creativity and Empowerment Coach

Redefining the Concept of Beauty and How this Will Affect the Beauty Industry concerned by the effect of depicting underweight or simply over-retouched models portraying something far away from reality. This has resulted in an increase in anorexia and other eating disorders, as well as men and women of all ages growing up with a feeling of not being good enough and not fitting in. Some cosmetic brands, fashion houses and magazines went, for a while, to the other extreme of only using models that were the opposite of the absurdly unnatural ideals, and this change often resulted in less sales of their products. So, what is the solution? Andrea Belluso

For a long time, we have seen the fashion and beauty industries being questioned and even attacked in the media for their low moral values when it comes to depicting the beauty ideals, especially towards young women. Numerous fashion brands as well as cosmetic companies have not been

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Well, the so-called solution is not a linear answer of “this is right, and this is wrong.” The missing element, until now, has been one that I divide into five different qualities or elements that will bring out the true beauty of anyone being photographed, which is far greater than skin-deep beauty, and much greater than the type of beauty being dictated by the mainstream media. Vulnerability, authenticity, nonconformity, non-pretentiousness and the courage to choose what’s best for you are five elements that, when used by anyone in front or behind a camera, will create something totally different. The result of using both models and photographers that work with these five qualities in mind will be that they will shine with immense purity and

authenticity that will sell anything in the photographs. As an added bonus, any company that also works with photographers that empower their models to use these five qualities and are not over-retouched in Photoshop will show very high Corporate Social Responsibility, making them stand out of the ever-growing noise of visual marketing and advertising.

Here are the top five qualities that can transform the industry: Vulnerability: There are few things as attractive as a person with all of their emotional barriers down. When you have somebody in front the camera who is willing to let the shields come down, to be vulnerable and let all of themselves be seen, it’s truly amazing and all of a sudden the pictures shine authenticity. People would rather buy a product from someone being genuine and authentic than from someone fake, and the models in advertising campaigns are the ones selling the products to the masses. Authenticity: Beauty means being willing to play with all aspects of your personality and exploring even those parts of yourself that are not socially acceptable. People should be more playful about who they are and allow themselves to ‘act out’ on occasion. For example, look at the divas of Hollywood’s Golden Era. They would stamp and pout if the occasion demanded it. Why not allow the models to play with

that part of themselves? Over-directing the models destroys authenticity. Non-conformity: I am eager for people to reject the ideals offered through the media and social pressure. History shows us that the things we regard as beautiful now could be judged as ugly in 25 years. And vice versa. Importantly, he wants people to understand where fashion and societal trends actually begin – with the individual. Fashion is not actually about creators. Fashion designers are just spotting trends; following other people. The creation of fashion truly starts in the streets. We create new trends and ideals. It starts with us … if we are willing to be creators, not followers. Non-pretentiousness: I believe that there is never any need for exaggeration or aggrandizement. Your beauty speaks for itself. Don’t try to show

off or exaggerate who you are. Don’t act; just be the greatness that you are. In my experience, dressing down – in any form and any facet of your life – is just as appealing as being dressed to the nines. This does not mean that the models depicted in the advertising campaigns, or the brands themselves should be “dressed down” or that exaggerating is wrong; it means that by allowing the models to be themselves in front of the camera, much greater results will be obtained. And this also applies to how beauty companies portray themselves as a brand. The courage to choose what’s best for you: In my own life I experienced a ‘dark period,’ dealing with a divorce, a business failure and looming bankruptcy. It was at this time that I realized everything in life was a result of my choices, and that I had the power to choose greater things for myself.

I began to see these experiences as points of creation and not destruction. They set me free and gave me total liberty to choose for myself, no matter what. We all have that that choice – and it is truly beautiful when you see people take responsibility and start choosing what’s best for themselves. When a company works with models that have been empowered to use these five qualities, they will create something much greater for the brand, as well as a better and healthier environment in the beauty business. Andrea Belluso is an award-winning fashion photographer, creativity and empowerment coach, and certified facilitator of Right Voice for You, a specialty program of Access Consciousness®. www.belluso.com

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Ask t h e E x pert

Evan Hackel

Ask the Expert: “Our franchise has five locations in two states, and we are expanding. How can we measure the results of our training? At present, all we know is that ‘things seem to be getting better’.” Paula, Connecticut

Dear Paula, It is difficult to measure training. The problem is that too many things are happening simultaneously. At any one time, you could be changing your marketing, remodeling and upgrading a location, or hiring employees with tremendously positive attitudes. So how do you isolate and evaluate the results of training? The simple answer is you can’t. I work with some very large franchise systems, and they’re able to measure training by looking at the amount of training done per franchisee and comparing the franchisees in the top quartile of training execution versus those in the bottom quartile of training execution. Depending on the size of the system, they can really hone down on training’s economic impact. One of things you can do is look at a break-even analysis on your training. As a company, how much are you investing

in training? Here’s an example. Your company is spending $25,000 year on training and you work on a 66% contribution margin; if you improve business by $75,000 in the first year, you have broken even and anything more than that is return on your investment. Generally, an analysis like that shows you how low an increase you need to get a positive return on your training investment. That will let you know that your training has been a good investment.

Here are some suggestions on how to look at the impact of improvement on your business.

Having said this, there are ways to measure improvement. The reality is, training impacts improvement. I always recommend that franchisees look at how they compare to the aggregate franchise system. I.e., if the system is growing at 3%, and if you’re growing at 10%, you know that your outperforming the market. You then will recognize the part of that will be from training and perhaps other things that you’ve done.

Measure soft metrics - Keep an eye on your online reviews, your Net Promoter Score and other indications of customer satisfaction. If possible, compare what was happening before training began against post-training results. It not possible, measure whether things are now improving.

Measure the measurables - If you are training retail salespeople, for example, is the ticket size of their average sale increasing? Same is true for servers in a restaurant. Also, in a restaurant, you can measure the percentage of people who upgrade to dessert. Look at your business, define your key performance indicators and monitor them.

The bottom line is, training is perhaps the most effective use of time and money in a business. But it’s extraordinarily hard to

About Evan Evan Hackel the creator of the Ingaged Leadership concept, is a recognized franchise expert and consultant. Evan is CEO of Tortal Training, a leading training development company in Charlotte, North Carolina, and Principal and Founder of Ingage Consulting, a consulting firm in Woburn, Massachusetts. Follow @ehackel. To learn more about Ingage Consulting and Evan’s book Ingaging Leadership, visit Ingage.net.

Franchising USA

“Understanding your break-even will give you comfort and understanding that you’re getting a good return on your training.”

Evan Hackel

precisely measure the results. We know it improves results, we know it improves retention, and we know it improves repeat and referral business. Understanding your break-even will give you comfort and understanding that you’re getting a good return on your training. You might ask if your franchise system has done any macro analysis on the impact of training, to get a better understanding of the true ROI. A Note from Evan . . . Have a question about your franchise? Email your franchising question to ehackel@ingage.net. I look forward to hearing from you! Please note that your questions may be edited for length prior to publication.

“One of things you can do is look at a breakeven analysis on your training. As a company, how much are you investing in training?”

Ask t h e E x pert

Page 41

H AVE YOU R SAY

Honkamp Krueger & Co.

Tax Reform

and the Impact to Your Fra Tax reform is here, it’s big, and it will impact your franchise. As the first major overhaul of the country’s tax code since 1986, the Tax Cuts and Jobs Act is bringing with it substantial, widesweeping changes to business taxes, credits and deductions. With topics like entity selection, C-corp versus S-corp and LLC, and the qualified business deduction (QBI) headlining most business-related news, you may be feeling a little overwhelmed with what’s to come over the next year. Before jumping to change your entity or your business structure, you will need to consider the long-term impacts this could have on your franchise.

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First, it is necessary to understand the highlights of the Act which are likely to impact you and/or your franchise. Those highlights include:

Individual Highlights • The seven individual tax bracket rates are now: 10 percent, 12 percent, 22 percent, 24 percent, 32 percent, 35 percent and 37 percent, replacing the previous seven rates and a top tax rate of 39.6 percent. • The top 37 percent individual tax rate applies to taxable income of over $600,000 for taxpayers filing joint returns. Previously, the top rate of 39.6 percent applied to income of greater than $470,700 for married taxpayers filing joint returns. • Effective in 2018, the standard deduction is essentially doubled to $24,000 for married filing joint taxpayers, however the bill repeals personal exemptions. • Effective in 2018, the itemized

deduction for real property tax and state and local income tax is limited to a combined total of $10,000. • Itemized deductions are allowed for medical expenses greater than 7.5 percent (rising to 10 percent in 2020) of adjusted gross income. • The adjusted gross income percentage limit for charitable contributions increases from 50 percent to 60 percent. • The mortgage interest deduction was limited by reducing the amount of new debt eligible for the deduction to $750,000 from the prior limit of $1 million. • The individual alternative minimum tax (AMT) was continued, but the AMT exemption was increased to $109,400 from $86,200 for joint files, and the income level at which the exemption phases out was increased. When this increased exemption is combined with the limit on state income and local property tax, the effect of the AMT will be much less than in past years.

“In light of recent tax reform, more than ever entity selection is a decision that should be made as a collaborative effort between you, your CPA and your attorney to determine the best structure for your franchise.” - Kevin Schmitt

taxable income exceeds $315,000 and is fully phased in at $415,000. For certain personal service businesses, the 20 percent deduction begins to phase out as taxable income exceeds $315,000 for married taxpayers filing joint returns and is fully phased out when taxable income reaches $415,000.

anchise Businesses Highlights • Effective in 2018, the agreement provides a flat 21 percent C-corporation tax rate and repeals the corporate AMT. • Business income taxed to an individual may be subject to a lower effective tax rate than the individual tax bracket rates described above. The reduction in rates is accomplished through a new deduction of 20 percent of qualified business income, which is the net amount of income, gain, deduction and loss with respect to a business activity. This includes passthrough entities as well as sole proprietorships. For income eligible for this 20 percent deduction, the effective maximum rate would be 29.6 percent (a 20 percent reduction of the 37 percent top individual rate). The deduction is generally limited to 50 percent of wages paid by the business or 25 percent of the wages paid plus 2.5 percent of the unadjusted basis of its depreciable fixed assets. However, this limit does not begin to phase in for married filing joint taxpayers until

• The Act allows 100 percent bonus depreciation of short tax life assets such as machinery and equipment for the next five years, and then phases out the 100 percent bonus depreciation over the subsequent five years. In addition, the Section 179 yearly limit is increased to $1 million with a phase-out starting at $2.5 million of additions. One of the biggest questions the professionals at Honkamp Krueger & Co., P.C. (HK) have fielded since the signing of the Act is what to do about business entity selection. Should clients switch from S-corp to C-corp with the new rate? It seems appealing at the outset, but HK tax partner, Randy Mihm, CPA, JD, says, “Not so fast. When you add in the additional individual taxes that come with C-corp entity selection, you end up with a total tax rate of up to 51 percent. On the flipside, sticking with an S-corp selection, even at the higher initial rate, maxes out with additional taxes at 35 to 40 percent if you qualify for the QBI deduction.” HK tax partner, Kevin Schmitt, CPA, CFP, says, “We always think about entity selection as more of an art than a science. It comes down to the individualized nature of each business and the nuances that come with your industry. It’s not a blanket selection that can be made lightly, and what we find most often when we perform a TaxGap Review is that entity is playing a huge factor in the savings we uncover for franchise owners. In light of recent tax reform, more than ever entity

selection is a decision that should be made as a collaborative effort between you, your CPA and your attorney to determine the best structure for your franchise.” The TaxGap Review factors in the corporate tax rates with your additional state and local tax rates to give you a clearer picture on what’s to come for your business in 2018. With recent tax reform, HK has re-vamped this popular review to TaxGap 2.0. If all of these changes have your head swimming and pondering the future implications for your franchise, the complimentary TaxGap 2.0 can help. Through this review, HK will take an initial look at your current tax situation and seek out any potential hidden savings. The professionals at HK have been conducting these reviews for years and in 80 percent of cases have found savings for franchises, some totaling in the tens of thousands annually. To learn more about TaxGap 2.0, call Ryan Hauber, partner, at 888-556-0123 or email rhauber@honkamp.com go.hk-hkp.com/FUSATG2

Ryan Hauber

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H AVE YOU R SAY

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Veterans in Franchising march 2018

www.franchisingusamagazine.com

new veteran-only franchise takes flight

g-force

why military veterans make great franchisees

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SAME DRIVE. DIFFERENT BATTLEFIELD. TAKE THE NEXT STEP > VETFRAN.COM OFFERING FINANCIAL SUPPORT, TRAINING & MENTORSHIP Veterans interested in franchising can take their skills learned in the military to successfully own and develop small businesses. Learn more and support veterans in franchising at www.vetfran.com.

• 650 franchise companies participating • 151,000 veterans and their spouses found careers in the franchise industry • 5,100 veteran franchise owners

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V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t march 2018 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 On the Cover

Expert Advice

50 G-FORCE: New Veteran-Only Franchise Takes Flight

52 Why Military Veterans Make Great Franchisees Jim Rowley, Co-founder, UFC GYM and

52 Why Military Veterans Make Great Franchisees

Veteran News 48 Miracle Method® Surface Refinishing is Coming to Augusta

USMC Veteran

54 How Developing Tough Skin in the Military Prepared Me for Franchise Success Randi Samuels, Owner/Operator,

Big Frog Custom T-Shirts & More®

Have Your Say 56 Our Military Veterans Need a Hand Up, Not a Hand Out… Franchising Can Provide This Tom English, Franchise Owner, Baskin-Robbins

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V e t erans in Franchising

what’s new!

Miracle Method® Surface Refinishing is Coming to Augusta

Leading professional bathroom and kitchen refinishing franchise will add Augusta, Georgia to its growing network of more than 140 locations. O’Kane, VP of franchise development. “The Tomblins clearly recognized that demand in Augusta. They saw an opportunity to provide a service to the residents of the Central Savannah River Area that wasn’t readily available, and they’re driven to turn that opportunity into a successful business that will offer their family a fantastic quality of life.”

Miracle Method Surface Refinishing, the nation’s largest professional bathroom and kitchen refinishing franchise, announced today it will open a location in Augusta under ownership of entrepreneurs Chris and Lana Tomblin. The business will service the entire Central Savannah River Area, including the communities of Evans and Grovetown in Georgia and Aiken and North Augusta in South Carolina. Miracle Method of Augusta East will offer a variety of bathroom and kitchen refinishing services and specializes in ceramic tile, countertops, vanities, bathtubs and surrounds, showers and sinks. The franchise also offers bathing safety modifications such as non-slip surfaces, grab bars and bath-to-walk-in shower conversions. “Demand for kitchen and bathroom refinishing solutions is spreading to more markets as people choose to purchase a less expensive option for re-modeling their kitchens and bathrooms,” said Gwyn

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Chris Tomblin is a real estate investor and a 26-year member of the U.S. Army Reserve. Lana is a photographer. Their son, Christopher, is currently a sergeant in the U.S. Army and will be joining the family business after leaving the service. Miracle Method is a participant in theInternational Franchise Association’s Vet Fran program and the Tomblin family was able to take advantage of a significant franchise discount for their service. “Through my real estate investments, I came to realize there was a need for refinishing services in the Central Savannah River Area,” Chris Tomblin said. “As I searched for a solution to refinish the kitchen and bathroom of

a local property I wanted to invest in, Miracle Method always came up during internet searches as an answer, but didn’t yet cover this territory. The prospective real estate investment quickly transformed into a business investment, and now we are thrilled to be opening a business as a family and providing a refinishing answer to the residents of the Central Savannah River Area.” With 38 years of experience, Miracle Method is the fastest growing kitchen and bathroom surface refinishing company in the industry and has shown a 73 percent sales increase over the last six years. Earlier this year, Entrepreneur magazine ranked Miracle Method No. 1 in its category on the Entrepreneur Franchise 500® list. The company has also been named to Franchise Business Review’s Top 100 Franchise list for Veterans & Franchising in 2017. To learn more about franchise opportunities, please visit http://fss.miraclemethod.com or call 877-434-5096.

Page 49

Are you a veteran running a successful franchise? Our VETERAN READERS could use your EXPERT ADVICE! Share your tips for success and provide new Veteran franchisees with the advice they need to be successful in franchising.

Franchising is a great choice for Veterans. Tell our VETERAN READERS about your concept and why it’s a great fit for veterans. What’s unique about your franchise? How does your Veterans Program work? What areas are you currently targeting? All this and more can be covered in our unique package that gives you FREE follow up editorial in a following issue of choice if you book our VETERANS COVER STORY!

V E T ER A NS I N FR A NCH ISI NG

GET FEATURED ON THE COVER!

Page 49

A mer ica’s S w imming Pool C ompa ny ( ASP )

POOL FRANCHISE LOOKING TO EXPAND OFFERS VETERANS VALUABLE DISCOUNTS

Veterans can enjoy year-round savings from the United States’ No. 1 swimming pool repair, maintenance and renovation company, but a lucky few get even more. That’s because every year around Veterans Day, America’s Swimming Pool Company (ASP) holds a contest among veterans vying to become franchisees and waives the entire fee for the winning veteran. Two runners up also receive a 50 percent discount on the franchise fee. And during the rest of the year, all veterans enjoy a 15 percent discount on the franchise fee, Jef Flournoy, VP of Franchise Sales and Development at ASP, explained during a recent interview. At the moment, the Macon, GA-based franchise has about a dozen veteran owners among its 99 franchise locations.

Flournoy praised the great work ethic of veterans and called them not only great business owners, but great leaders within the ASP family.

Great for Customers and Owners Founded by current CEO Stewart Vernon in 2002, ASP has been franchising for the past 12 years. With the swimming pool industry being so fragmented and offering a relatively low quality of service at the time, Vernon saw the opportunity to create a company that would become a national brand in the industry that promised professionalism, stellar service and the use of the latest technology for both customers and franchisees alike. On the consumer side, ASP has Pool Ops. With Pool Ops, franchisees can schedule appointments and then track those service calls. When service is complete, Pool Ops will send a complete report via email to a pool owner outlining everything that was done to their pool — from a simple cleaning to any maintenance they

a business from marketing to billing to running QuickBooks. After Pool School, brand new franchisees go through ASP’s Guerrilla Action Marketing Plan for another 10 weeks of training. This training is a little less demanding, consisting of a call once per week with an ASP operations team leader. “We really want franchisees to get off to a good start and get into good habits,” Flournoy said. Along with a local marketing team, the company has a national PR ﬁrm that supports franchisees, plus staff at headquarters who handle technical questions from franchisees throughout the day. Regional round table meetings are held where franchise owners get together to discuss best practices and build relationships between each other. Flourney described those as meetings where six to 13 people who are all involved in the pool industry gather in a room to share their best ideas and best practices with the goal of making everyone a better business person.

requested — along with a time-stamped photo of the clean pool or the piece of equipment that was worked on. From this report and photo, the owner knows for certain the service was completed. The report even gives details like which chemicals were used to balance the water, how much of the chemicals were used and which technician completed the work.

VETERANS in Franchising Page 45

SEPTEMBER 2017

Lastly, the annual owners meeting lasts for two days and is a smorgasbord of information for franchisees where industry vendors give presentations on the latest technology in the swimming pool market.

Nationwide Expansion Flournoy himself is a former ASP franchisee. About 10 years ago, right before his wife enrolled in dental school in Augusta, GA, he bought an ASP franchise in that city and ran it for about eight years while his wife attended school. After she completed her pediatric residency, she received a lucrative job offer back in Macon where the couple were both from. Flournoy sold his ASP franchise, the couple moved back to their hometown of Macon and he immediately called ASP and requested a job on the corporate side of things where he remains today.

On the franchisee side, ASP boasts a comprehensive training program and a strong support system. For 11 days from 8:30 a.m. to 6 p.m, franchisees attend ASP’s Pool School on its campus in Macon, which features 14 working pools that have every kind of pool equipment conceivable. But, Pool School isn’t actually the beginning of their training. “Before Pool School starts, they would receive between 30 to 35 hours of what we would call pre-Pool School training,” Flournoy explained. Much of this training happens online.

Typical ASP franchisees are between 25 and 55 years old and have to be willing to follow the franchise system. They do not need to have swimming pool experience, Flournoy noted, but will usually have

At Pool School, in addition to the hands-on maintenance training, franchisees receive instruction in every aspect of running

V E T ER A NS I N FR A NCH ISI NG

For information on how to submit a VETERAN EXPERT ADVICE byline, please contact editor@cgbpublishing.com

www.franchising

usamagazine.com

“We really want franchisees to get off

a good start and get AS PtoPO OL into good habits.” FR AN CH ISE LOO KING

some kind of customer service or sales experience, although that’s also not

required. But they do need to possess an undergraduate degree.

- Jef Flournoy

Right now the franchise is in 21 states, TO EXPA ND but the VP of Franchise Sales andOFFE RS ASPVETE starts as a predominantly homeRAN S grows into based business and generally VALU Development is expecting to expand that. ABL E DISC OUN a business that requires a small TSofﬁce and “In the next three to ﬁve years, we should warehouse space, Flournoy noted. While be in 30 to 35 states,” he outlined. it’s not really a retail franchise, some The only places the franchise is franchisees have added a retail element to completely sold out is in Dallas, Atlanta, their businesses. Orlando and in Montana. For veterans looking to become business

MI LITARY SK ILL S

owners, America’s Swimming Pool Company offers great opportunities and for a lucky few, an amazing opportunity at particularly interested in expansion in OPE NED savings getting started. THEwhile Houston, Memphis, Richmond, VA, Las DOO R TO LEAD ERS Vegas and Tampa, FL. www.aspfranchising.com HIP There are franchises available everywhere else throughout the country and ASP is

ROL E

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V e t erans in Franchising

cover story: G-FORCE

New franchise

gives veterans opportunity to earn their entrepreneurial stripes A brand-new franchising opportunity wants to turn military veterans into small business owners. G-FORCE, based in Bedford, NH, is a parking lot striping franchise that is open exclusively to veterans of the United States Military and active Guard and Reserve. Founded by Jack Child, a 10-year Army

Franchising USA

and Air Force veteran, the company started operations last year and just received the green light to start accepting franchisees. But, Child isn’t just a veteran of the Armed Forces, he’s also a veteran of the parking lot striping and pavement services franchise industry, having been the first to develop a lot striping franchise concept in 2009. He sold that business in 2012 and was under a no-compete order for five years. The no-compete order ended last year, opening the door for G-FORCE. “I decided to jump back into the industry, but this time with the focus exclusively on military veterans,” Child said during a recent interview from the National

Pavement Expo & Conference in Cleveland. “This time, I’m building the brand around the franchise owner, instead of the other way around, which is how most franchises evolve.” Parking lot striping is what Child calls a “stealth business” in that not many people have heard of it or think about it, but anyone who uses a parking lot interacts with the industry. Parking lots are everywhere and they all need G-FORCE’s services.

Constant Need Because it’s required by law for parking lots to be clearly marked, there is a constant need for the service G-FORCE

“G-FORCE, whose motto is “We’ve Earned our Stripes, Let us Earn Yours”, holds a lot of potential for military veterans looking to own their own business.” offers, Child noted. Over time, parking lot stripes and other markings wear away and that can lead to a dangerous situation for businesses. A fresh striping job also enhances the property’s value and aesthetics for customers, employees and tenants. In addition to parking lot striping, franchisees will have the opportunity to expand their services if they want. They’re required to offer the striping services but, if they choose, they may expand into warehouse striping, hot rubber crack sealing (very high demand), asphalt repairs and installation of signs, detectable warning systems, rubberized speed bumps, rubberized wheel stops and concrete parking stops. While the business is seasonal in the colder climates, it can be run year-round in warmer climates. It also has low overhead and can be operated from home as an owner-operator service until a franchisee is ready to expand and hire more people, Child pointed out. G-FORCE’s distinctive camo-style trucks and trailers, inspired by a military theme, help set G-FORCE franchisees apart from the competition. According to Child, the business community overwhelmingly supports veteran business initiatives. Franchisees get a large exclusive territory, service trailer, one or more striping machines (depending on the package), traffic paints, stencils and miscellaneous equipment with their franchise. If franchisees don’t already own a pickup, they may lease one. Total Investment for a G-FORCE Franchise is between $22,050 and $86,400, depending upon territory size, truck, equipment package and other variables, according to the company’s latest Franchise Disclosure Document. Veterans are granted a 1% discount for each year of service off the Franchise Fees, up to 15%.

Corporate America Steps Up to Help G-FORCE has negotiated attractive discounts and grants from Corporate America as their way of saying “Thank you”. Paint company Sherwin-Williams is donating the first 50 gallons of paint to each new franchisee which can generate about $5,000 worth of sales. They’ve also offered nationwide pricing for G-FORCE Franchisees. Graco Industries, which manufactures the line painting machines, is offering discounts exclusive to G-FORCE franchisees. Pavement Stencil Company, which was founded by an army veteran, is offering a 10 percent discount on the stencils the franchisees will use for painting. And, pavement sealant manufacturer GemSeal is also offering discounts to G-FORCE franchisees on paints and equipment and can assist with leasing. Child and G-FORCE’s operations manager, Bill Putnam (pictured on cover), are hoping the veterans they bring in as franchisees will in turn hire veterans as their businesses expand, although who the franchisees hire is ultimately up to them.

Support and Training G-FORCE is looking for veterans who want to be their own boss; who are committed to outstanding customer service; who like to work outdoors work with state-of-the-art equipment; who want to create wealth for themselves; who wish to create opportunities for fellow veterans, and can follow a proven system. They must have the highest standards of integrity to represent the company. Because the company just started franchising, it’s wide open for territories right now.

When G-FORCE signs up a franchisee, they’ll receive training either in New Hampshire or in their own territory. That training will include how to operate and maintain the equipment (which now includes laser technologies), how to generate sales leads, how to quote jobs and how to close deals. Franchisees will also get help with marketing and their online ads. Child has extensive experience with training others. During his military service, he spent seven years in the US Air Force as an officer, pilot and, finally, as pilot instructor for the C-141. Not only did Child have to teach others how to fly, he was actually in charge of teaching the other pilot instructors. “So, I was essentially teaching others how to teach and that’s come in very handy when I wear my franchise hat,” Child said, “…it’s important to know how to help someone approaching a new task —whether it’s running a franchise or hooking up to a tanker at 20,000 feet for the first time — you have to understand their state of mind, tell them about the common errors, minimize or eliminate those errors before they occur and set them up for success.” Child has already received some promising feedback about G-FORCE. Back in November, the company won the First Annual Veteran Entrepreneur Series Pitch Competition in Boston among 18 fellow “Vetrepreneurs”, sponsored by Massachusetts Fallen Heroes, Veteran’s Edge, Suburban Integrated Facilities Resources, WS Development and Venture Cafe. The judges in the competition were impressed with G-FORCE’s franchise concept because of its multiplying effect on the veteran community. G-FORCE is one of two national brands with a veteran focus, but is currently the only franchise system dedicated exclusively to veterans. G-FORCE, whose motto is “We’ve Earned our Stripes, Let us Earn Yours”, holds a lot of potential for military veterans looking to own their own business. www.gogforce.com

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V e t erans in Franchising

Page 51

V e t erans in Franchising

Expert Advice: Jim Rowley, Co-founder of UFC GYM and USMC Veteran

Why Military Veterans

Make Great Franchisees “Military veterans are conditioned to prioritize the success of the mission over their own self interest and to use their discipline to see that mission through. The success of the business has to be the top priority, even when it means putting in extra hours to make sure it happens.”

Military training and service prepare veterans to excel in a variety of jobs after their service is complete. While many service members receive specialized training to perform specific combat and non-combat roles, the common skills and mentality military training imparts on all service members apply to many life situations, particularly the emphasis on preparedness, leadership and discipline. When deployed in a franchised business, these skills set a veteran up for success. “Prepare” is a key word; in the military, preparedness is paramount to the success of any mission. Whether that’s the mental preparation to understand the mission and its purpose or preparing the tools needed to complete the mission, the majority of military life outside an active combat zone is spent in preparation. Throughout the process of becoming a franchise owner, preparedness plays out in a variety of ways. It means doing due diligence before deciding on the franchise they want to become a part of. One needs

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to dig into the economics of joining a particular franchise and what their capital requirements are. Researching locations and finding the one that provides the best opportunity is all a part of the preparation process. Franchisees need to create a talent acquisition strategy that will attract the best employees for their particular business and developing their team to best carry out the business’s mission. They need to prepare a marketing plan that helps them attract the right customer and continually be prepared to adapt the marketing plan to respond to changing conditions for continued success. The discipline one learns during military service is also crucial to success and another asset to a franchisee owner. A franchisee needs to have strong self discipline. They have to be ready to get up every morning and charge into the day, execute on their plan and ensure the mission succeeds. That discipline shows itself in how well a franchisee trains and develops their staff, how they ensure their product or service meets the customers’ expectations and taking care of the behind-the-scenes aspects of keeping the business running smoothly. Military veterans are conditioned to prioritize the success of the mission over their own self interest and to use their discipline to see that mission through. The success of the business has to be the top priority, even when it means putting in extra hours to make sure it happens. Discipline also shines through in a franchisee’s ability to carry out the system established by the franchisor. The cultures of different branches of the U.S. military have been developed over the course of decades or even centuries. The weapons

“Though military experience and a civilian career differ in terms of the stakes, the skills a veteran learns through their service transition naturally to the role of a franchisee.” and some of the training techniques may change over time, but the culture and the system remain consistent. If you put anyone into that system and impart on them the discipline to follow the training and the orders of their officers, they’re going to succeed. Success stems from carrying out the plan and service members learn that deviating from the plan leads to problems. Similarly, if a franchised system works, someone who has the discipline to stick to the system and follow tried-andtrue processes is positioned to succeed. Another key parallel between military experience and success as a franchisee is the leadership skills our veterans learn throughout their service. They learn from a very early stage to lead people of diverse backgrounds in terms of culture, religion and language. A platoon or squad leader learns how to communicate with and lead people from different age groups and different walks of life. Those leadership skills and ability communicate a plan are vital to success in leading a franchise. A service member may lead a group of 10 or 100 other people before they turn 20 years old, so by the time they complete their service and transition into a career as a civilian, taking the lead as the entrepreneur behind a franchised business comes more naturally than it might for someone who hasn’t had that same experience. Though military experience and a civilian

Jim Rowley

career differ in terms of the stakes, the skills a veteran learns through their service transition naturally to the role of a franchisee. They have these built in advantages that can give them a leg up on someone who transitions into entrepreneurship from a corporate role. Many of the top performers in a franchised system are the owners who have that military background. It’s a big reason why so many franchises, including UFC GYM, actively military veterans for to join their system as a franchisee. Jim Rowley is a co-founder of UFC GYM and a USMC Veteran. ufcgymfranchise.com

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V e t erans in Franchising

Page 53

V e t erans in Franchising

Expert Advice: Randi Samuels, Owner/Operator, Big Frog Custom T-Shirts & More ®

How Developing Tough Skin in the Military

Prepared Me for Franchise Success I was young, right out of high school, when I decided to join the United States Air Force. I spent my four years in the service in the crypto graphics unit, which is a high-level engineering field, and worked my way up to the rank of Sergeant.

soon after. After my military career, I

I spent my first year of service in school learning the ropes of crypto graphics and found myself traveling to South Korea

me for business ownership and taught me

began doing government contract work with my high military clearance from

my time in crypto graphics. Later on, I

realized that depending on someone else for my livelihood was not my ultimate career goal, so I decided to go into business for myself.

When considering becoming a business

owner, I soon realized that my time in the Air Force better prepared me for a life as

franchise owner than I had expected. I had acquired a knowledge base and mindset

that they don’t teach business students in

college. My real-life experiences prepared the true meaning of responsibility and discipline.

“It is important to ask yourself, as a business owner and leader, what your weaknesses are in order to find solutions.”

Don’t Make Excuses While in the Air Force I was often at a disadvantage due to my height, I am only 4’11, and when I had difficulty completing certain tasks, I was told that I should grow. What my commanding officers meant by “grow” was not in the physical sense, but that I should find other ways to combat the difficulties I was experiencing in my field due to my height challenge and any other disadvantages. Looking at business ownership, it is important to utilize the same mindset. When things don’t work out, or you find yourself facing problems with your business, you don’t sit around and make excuses for why things are going wrong. Instead, you figure out how to resolve them and get to the end result you desire. It is important to ask yourself, as a business owner and leader, what your weaknesses are in order to find solutions. Your weaknesses are not your defining moments, your defining moments are when you push through those weaknesses and find the solution or strength that you didn’t know was there.

Utilize Your Support System In the military, you are always focused on the team. Each person has their own tasks to complete, but everything you do is collaborative. You have a group or family behind you that teaches and guides you through your responsibilities and tasks, which is the same for the franchise industry. Having this background of group effort

Franchising USA

â&#x20AC;&#x153;Whether you are beginning your journey as a franchisee or have been in the role for a period of time, remember to listen to your instincts and utilize the skills that were drilled into you throughout your time in the military.â&#x20AC;?

and strong support systems made the franchise model attractive to me. Everyone within the franchise is working towards the same goal. The success of other franchisees in the system does not mean that you are not successful as well; it means that you are all succeeding. Both the corporate team and fellow franchisees are striving towards a collective goal and they all put forth a positive effort. There are always people behind you to support and help you, which is what veterans are accustomed to from our time in the military.

Have Tough Skin Throughout my military career, I was constantly being moved around to different military bases. I quickly inherited the ability to adapt to my new situations and surroundings, which is a powerful skill to have. Adapting to new situations also makes you equally brave and versatile. I was suddenly able to make hard decisions because I was put into situations where I needed to be brave and decisive; it was never something I could run away from.

When first opening my business, I was nervous to take the leap and knew it was both a huge responsibility and a great blessing. In 2011 when I decided to take the plunge and channel my bravery, I found that I quickly fell into my role as a business owner. There were challenges and difficulties along the way as expected, but overall, I know that I credit my military background for training me to take challenges head on and quickly adapt to new roles.

T-Shirts & MoreÂŽ, a locally-owned, high-technology garment decorating retail franchise where customers have the freedom to design their own apparel, which she opened in 2011. To learn more about franchising with Big Frog, visit www.bigfrogfranchise.com.

Whether you are beginning your journey as a franchisee or have been in the role for a period of time, remember to listen to your instincts and utilize the skills that were drilled into you throughout your time in the military. The lessons you have learned and the skills you have adopted will help you lead your business to success. Randi Samuels is an Air Force veteran who specialized in the technology of crypto graphics while serving. She is now the owner and operator of the Mountain View, Calif. Big Frog Custom

Randi Samuels

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V e t erans in Franchising

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V e t erans in Franchising

Have Your Say: Tom English, Franchise Owner, Baskin-Robbins

Our Military Veterans Need a Hand Up, Not a Hand Out… Franchising Can Provide This

The business community is buzzing with companies espousing their support of helping veterans, yet veteran unemployment numbers remain stubbornly high. The stark reality is that many companies do not actually want to hire veterans for fear that they will be difficult to assimilate. This occurs with non-disabled veterans and even more frequently with veterans who have incurred disabilities during their service. Knowing all of this, how can we as a society help our veterans make up for the business development they missed out on while serving our country? Providing business opportunities through franchising is a welcome approach and one that I discovered for myself.

Tom English

The word “veteran” has a dual definition, meaning both a person who has served in the military and a person who has had a long experience in a particular field.

sacrifices – both in their personal lives and

Appropriately, our military veterans

to secure a healthy financial future for

often have experience in making dual

Franchising USA

in business opportunities – to serve our country.

These sacrifices are made proudly and

thankfully. Veterans sign on the dotted

line, making a deal with their country to

give all that they have, including their life, should it be needed. When making this

agreement, veterans forfeit many aspects of a civilian life, often including avenues themselves and their families.

After serving 31 years in the United States Army with multiple deployments and receiving a Bronze Star for meritorious service, I am proud of my accomplishments and the people I worked beside. Yet, when I looked back over those years of service, I saw missed opportunity after missed opportunity. For example, in 1998 I had the foresight to form a company to scan business documents, but in 1999 I was called to deploy to Bosnia. I had made a deal to go when my country needed me, so my scanning company – and a potentially lucrative business opportunity - went dark. My military service came to an end after suffering injuries to my ankles while serving in Afghanistan in 2010 and 2011. Recovering from multiple surgeries, I began working – and eventually retired

– as an administrative law judge hearing Social Security appeals. I saw firsthand that many employers did not want to hire disabled veterans, even if they publicly stated otherwise. I began thinking about my own missed business opportunities and was eventually led to Baskin-Robbins and its franchisee program for veterans. As I worked through the franchising process, I quickly saw that Baskin-Robbins means it when they say they want to help military veterans. Baskin-Robbins managers and executives from the brand’s parent company, Dunkin’ Brands, made it very clear they wanted to help me into the business world and welcomed me with open arms. Just as there is more than one definition of the word veteran, there is more than one background story and no “typical” veteran situation post-service. The business world has always excited me, and I was fortunate to be able to create many great opportunities for myself in public service after I retired from active duty. BaskinRobbins has given me a great hand up, and

I am now starting anew in the business world standing shoulder to shoulder (as we would say in Afghanistan about our military partners: Shohna ba Shohna) with a wonderful company and a great group of people. In the spirit of extending a hand up, I would encourage my fellow veterans interested in franchising to follow a few important steps:

– Look carefully at the fine print of the opportunities to understand what they are in fact offering. When I began researching Dunkin’ Brands, I read through the veteran stories on the company’s franchising web page and could tell Baskin-Robbins was truly a franchise helping veterans.

– Rely on the tenacity you learned in the military. You must do the due diligence to investigate a company’s track record. Don’t just go with what you see at first blush. Also, the franchising business isn’t for everyone. Opening and running your own business is a laborious process, so make sure it’s a good fit for you. At

every step of the way, the Dunkin’ Brands team provided straightforward information in a helpful way, which signaled to me that I was in the right hands.

– Work your strategic battle plan. In the military, we hone our ability to focus on an issue and come up with a plan of action. We are not afraid of hard work and 20-hour days, and we believe in contributing more than our “fair share” to the team. These are skills that translate very well to business ownership and franchising. Find a franchisor that believes in having your back in the trenches of business. Tom English owns a Baskin-Robbins shop in the Lansing, Michigan, area with his wife April, who has a rich history of small business ownership and experience managing QSR concepts and convenience store locations throughout Michigan. Tom worked for years in the public sector, serving in law enforcement, as a cabinet secretary, and as a judge, in addition to 31 years in the U.S. Army.

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V e t erans in Franchising

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ex per t advice

Ken Caldwell, Vice President of Development, Your Pie

Ensuring Longevity:

Growing Smart Versus Growing Fast

There is no instruction manual for creating a globally admired franchise brand—and from my experience, it is actually better that way. It forces brands to focus on the critical element to success: their people. The best way to ensure franchise success is to align your brand with hard working, dedicated people who share your company’s values and vision. Prioritizing smart, deliberate growth over sheer speed and volume helps to preserve the quality of people, the fabric of the brand and

Franchising USA

“Prioritizing smart, deliberate growth over sheer speed and volume helps to preserve the quality of people, the fabric of the brand and the culture of your original intention for sustainable success in the long term.” the culture of your original intention for sustainable success in the long term. There are many criteria for what constitutes ‘the right person’ for any role in a company. Great business acumen is certainly helpful, but it is not the most important factor when considering a potential franchisee. Partners must believe in the company’s mission and pursue positive development for themselves, their teams, their community and their craft. It is important to build a firm foundation in the early stages of growth to set the

tone for what’s to come, and it can only be done with people who are truly passionate about improving their communities by introducing your brand. The decisions you make today will affect your brand tomorrow, and the quality of those decisions will ultimately determine your scale and longevity.

Quality Over Quantity Successful growth patterns follow a time-tested concept: quality over quantity. At Your Pie, our goal to expand across

The public and policymakers need to understand franchising. Our purpose

@OurFranchise is an industry-wide campaign created to spread the word about the value of franchising and share the stories of men and women just like you, who are leading the way as franchisors, franchisees, and franchise employees. The franchise business model has been proven time and time again to work, but it’s threatened when the public and politicians don’t understand how it operates to beneﬁt local, independent franchise establishment owners and their communities. Putting a spotlight on real leaders succeeding with the franchise model is how we’ll ensure franchising is stronger than ever before.

Share the tools and resources offered on AtOurFranchise.org/resources

Help us keep the momentum going

Since our launch in June 2016, we’ve reached 1.7 million people through outreach efforts, including events in key cities and states, where we spoke directly with business owners, employees, policymakers, and the media. Additionally, we’ve reached people across America through our website and social media channels, digital advertisements, and the promotion of We the Franchisees on Politico – but there is much more work to do. As a franchisor, franchisee, or franchise vendor, you are a leader in your community – and we need your support, now more than ever.

You beneﬁt by joining

By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers. Visit AtOurFranchise.org Contact Erica Farage, Senior Director of Political Affairs and Grassroots Advocacy and Multi-Unit Franchisee Engagement International Franchise Association efarage@franchise.org (202) 662-0760

Our Franchise

@OurFranchise

This is just the beginning

Make sure you stay up to date with the campaign’s latest efforts through email updates and social media. Visit our website to read and share the latest stories of franchisors and franchisees making an impact in their communities. Become a franchise advocate to help ensure Americans, now and in the future, have the opportunity to start franchise businesses. Take the lead today!

ex per t advice

Ken Caldwell, Vice President of Development, Your Pie

“One way to get a step ahead of the competition is to project a consistent vision while also welcoming new and innovative ideas to your brand.” America and beyond is always guided by our desire to flourish in a sustainable manner while staying true to core values. When considering franchisees, take time to find the best stewards to bring your brand to new markets. We know that rapid expansion provides impressive growth numbers; but if you are not building the right team, your brand’s reputation could suffer if those partners fail to uphold your vision and values. It always helps to build a genuine relationship with any potential franchisee or business partner. Seek partners who care about more than simply doing business; find those who care about their communities and the success of your brand at large. These are the candidates who will make a difference in the lives of their consumers, and just as importantly, make the most of their investment to be a part of your brand. Building a relationship requires transparency from both sides—which is easy when you are proud of your company and what it stands for. Over time, you will find that ongoing transparency fosters communication and opens doors to sharing knowledge and best practices that can help to elevate your brand.

Know Who You Are In a competitive market, it is important for a brand to understand itself and use that self-awareness to its advantage. At Your Pie, we know that we are not the only fastcasual pizza concept out there—the sector grows larger every day. At the end of the day, we are a quality product, exceptional support team, unmatched passion for our craft and a desire to serve the communities we call home. Our advantage comes from knowing what our brand stands for and the value it creates for everyone involved.

Franchising USA

You’ll find the most authentic and compelling pitch comes from being confident and consistent in what you are offering to customers and franchisees. As with anything else, creating a culture of authenticity starts at the top. When leadership is completely aligned on purpose and vision, everyone in the organization feels equipped to own that narrative, and prospects will be drawn to your brand experience.

Stand Out There is no one-size-fits-all answer to cornering the market on franchise growth, but one way to get a step ahead of the competition is to project a consistent vision while also welcoming new and innovative ideas to your brand. One of the best ways to differentiate your brand from others in your space is to encourage a vibrant, relational culture. Creating a culture of people who care about each other, both personally and professionally, cultivates innovation and fosters sustainable and healthy teams. Aim to find partners who value investments made in people so they will feel empowered to make life-changing enhancements to their communities.

the original fast-casual pizza franchise. Caldwell brings more than 25 years in franchising and a documented track record of success to the brand. He and his team spearhead Your Pie’s expansion and have grown Your Pie to more than 50 franchises across the country from its beginning in Athens, Ga., just 10 years ago. He began his career in corporate banking, but quickly caught the entrepreneurial bug with Heavenly Ham, alongside Your Pie CEO Bucky Cook. Caldwell helped take the thenstartup ham retailer from 10 to 230 units before the brand was sold to competitor HoneyBaked Ham. Caldwell then managed the HoneyBaked Ham Co.’s franchise division, taking the brand from 35 units to more than 150 during his seven-year tenure. franchise.yourpie.com

In my experience, longevity comes from growing the right way: by understanding who we are, what we value and the impact we want to have across the country. Ken Caldwell serves as the Vice President of Development for Your Pie,

Ken Caldwell

A uniquely FLAVORFUL FRANCHISE OPPORTUNITY

Pollo Campero has served flavorful chicken made with our original family recipe since 1971. Our menu includes fried, grilled, and boneless chicken for wholesome, customizable, easy-to-share meals. Join our family!

Compounded Annual Sales Growth of 12% for the past six years 25 best fast-food chains in America – #6 Business Insider Over 350 restaurants system-wide with rapid expansion plans in 2018 and beyond

Learn more about franchising with Pollo Campero at CAMPERO.COM/FRANCHISING

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FOCUS

Pollo Campero

Rapidly Expanding Franchise

Aims for Greatness with Right Entrepreneurs

One QSR chicken restaurant is searching for the right franchisees to help it achieve its extremely ambitious goal for expansion.

“We want to become one of the top three chicken brands in the United States,” Pollo Campero Executive Vice President Gustavo Duran said during a recent interview. Pollo Campero, which is Spanish for “Chicken from the Country,” first opened in 1971 in Guatemala. Today, there are over 350 Pollo Campero restaurants. The

first US restaurant opened in Los Angeles in 2002 and now the brand has franchisees in 10 States throughout the country. “Growth within the United States is our major target for the future,” Duran noted. While the company HQ is in Dallas, Campero is looking to make its mark throughout the country, there are many territories available in selected areas across the United States. To help with its expansion, Pollo Campero is looking for franchisees who share a passion for the Pollo Campero brand, understand and appreciate the brand’s food, team and culture and who can provide an exceptional dining experience to guests. “We are looking for people who are entrepreneurial, enthusiastic and motivated and who will embrace our shared values,” Duran said. Franchisees should be willing to become proficient in all aspects of running a Pollo Campero restaurant and either own

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“The path to owning a Pollo Campero franchise is an exciting journey and we’ll be there for every milestone.” - Gustavo Duran a successful business already or have a history of business leadership. They must be able to develop and lead teams, manage operations and deliver financial results, as well as execute a multi-unit development and operational business plan. In addition to being financially able to buy and run the business, potential franchisees should live in the territory they want developed so they have a deep understanding of its demographics and be committed to devoting full-time resources to the day-to-day operations of their Pollo Campero restaurants. “The path to owning a Pollo Campero franchise is an exciting journey and we’ll be there for every milestone,” Duran promised. “To get started, potential franchisees should submit an online request for information and we’ll work with them to complete the rest of the multi-phased process.”

Support & Training Pollo Campero USA provides integrated support in operations, site selection, real estate leasing, training and marketing through the company’s Dallas-based support center and its field-based teams. The operations and field support teams provide initial management training and ongoing business consultation, as well as field marketing and materials support. Franchisees get access to the corporate management team for the latest food innovations and ongoing support for the entire term of their franchise agreement. Franchisees receive help selecting a site, designing their restaurants and receive consultation on the build-out. Once the building is erected and ready to go, franchisees receive comprehensive training for themselves and their key managers. Corporate training is ongoing and includes onsite restaurant training.

“We are looking for people who are entrepreneurial, enthusiastic and motivated and who will embrace our shared values.” - Gustavo Duran For marketing, Pollo Campero provides franchisees with advertising materials created to draw more customers to their restaurants along with marketing materials and strategies created to use on a local level.

impeccable service— meals are served on

High Praise

making significant marketing investments

For what sets Pollo Campero apart from the bevy of other chicken restaurants in the United States, Duran says our guests taste buds will tell them that. “We have a unique flavor, and that is what makes us different from any other brand specializing in chicken in the United States,” Duran declared. “Pollo Campero uses a secret recipe of herbs and spices to season its chicken both inside and out.” Customers have their choice of three different chicken recipes: traditional hand breaded, citrus grilled and extra crunchy. The franchise has already received high praise, being placed sixth on Business Insider’s 2017 list of “25 Best fast-food chains in America right now.” Of the franchise, Business Insider said: “Diners adore the casual chicken spot, touting it as a solid value. Pollo Campero stands out… for its authentic flavor and

real plates with real silverware.”

Although the Business Insider recognition is nice, Duran and the rest of the Pollo

Campero team have their sights set higher. “We are mainstreaming the brand by

to stay true to who we are, but also deliver what drives our guests to the restaurants,” he said.

It’s not just the flavor and the promise

of a growing business that makes Pollo

Campero so enticing for entrepreneurs. Pollo Campero has had Compounded

Annual Sales Growth of 12 percent for

the past six years in a row, marking it as a solid investment in the QSR segment.

While being a top three fast food chicken restaurant is an ambitious goal, Pollo

Campero is well on its way to achieving their coveted status. It also presents an

ideal situation for entrepreneurs looking

to enter the restaurant industry or expand their portfolio of businesses.

For more information about franchising with Pollo Campero, visit us.campero.com/franchising

Franchising USA

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ex per t advice

Evan Hackel, CEO of Tortal Training and Ingage Consulting

Getting Top Dollar When Selling Your Franchise Business Want to sell your business for top dollar? This article is here to help. Donâ&#x20AC;&#x2122;t want to sell your business yet? This article will help you be ready for the day you do sell. Here is some good news for you. Franchises are worth more to buyers than other businesses are, for many reasons. Your franchisor offers a brand, established marketing programs, tested systems, and many other pluses.

Franchising USA

Buyers realize that franchises have those advantages, but that doesn’t mean you can sit back and expect your franchise to sell itself. If you follow the advice in this article, you will sell it at a much higher price.

Selling Secret One: Follow the Franchise System To sell at the highest price, you need to demonstrate that your business has succeeded because you followed the franchise rules. Why? Because if you have succeeded by following those rules, you increase the perception that the franchise is a good one. But if you’re ignoring the rules and doing things your own way, potential buyers will think, “This franchise isn’t worth too much.” Another reason to follow the system is that as the seller, you will be expected to stay around for a certain period to show the new owner how to run the business. If you’ve been following the system, the franchise will give the buyer the tools to learn on his or her own, and your involvement can be shorter.

Selling Secret Two: Make Sure Your Business Is Spotless Because buyers equate cleanliness to the quality of your management, you want your place looking great before you put it on the market. Make sure that it is freshly painted, that the sign out front is new or in excellent condition, that employee uniforms are new and spotless, just like everything else in the business. Selling your business is like selling a house. Most people want to buy one in beautiful, move-in condition. Other people want fixer-uppers, reasoning that they can improve their value by fixing them up. But those buyers are expecting to buy houses on the cheap. The same scenario holds true for businesses.

Selling Secret Three: Show that There Are Ways for the New Buyer to Grow the Business You want to imply or openly state, “If I had more capital or more time, there are

the things that I could do to make the business much better.” Those things could include opening more locations nearby, expanding into an adjacent space, or hiring outside salespeople. Create a PowerPoint that tells the history of your franchise, explains how the business is run, and spells out ways to increase the business. Buyers will get excited by what they see.

Selling Secret Four: Have Perfectly Clean Financial Statements As the business guru Michael Gerber once observed, it’s wise to run your business every day as though you are grooming it to be sold. Part of that means keeping excellent financial records and statements. Start doing so as early as you can. Clear, well prepared financial statements help buyers compare your business to others that are for sale, and speed the decision to buy. Avoid the all-too-common practice of putting your personal expenses through your business. We have all seen owners who say that their car or boat is a business expense, when it really isn’t. That kind of activity lowers the perceived value of your business. It is also a red flag that you have been using your business to avoid paying taxes.

Selling Secret Five: Pick the Most Advantageous Way to Sell Your Franchise Listing your business with a local business broker can work well, because he or she will sell it to someone is looking for a business in the local market. Such buyers can be willing to pay more for your business. If your business is profitable enough, normally making at least $1 million a year, consider a private equity advisory firm, or sometime called an investment banker. They will help you achieve a higher price, and normally charge lower fees than a business broker. Another option is to sell to another franchisee who already owns several units of your franchise. These buyers may be

Evan Hackel

willing to pay more for your franchise, because by buying, they become bigger and all their units become more valuable.

Extra Consideration: Selling an Underperforming Franchise I hate to close this article on a negative note, but what if you are selling a franchise that is not making much money? Does that mean you should resign yourself to selling it for a give-away price? Not necessarily. Granted, your unit will not command as high a price as a very successful franchise will. But think of the valuable things that you do own because you own that franchise. The person who buys it might be able to avoid paying a franchise fee, avoid having to build up a physical location for a business, and avoid buying fixtures and equipment. All those things are worth money. Evan Hackel, the creator of the Ingaged Leadership concept, is a recognized business and franchise expert and consultant. Evan is also a professional speaker and author. Evan is Principal and Founder of Ingage Consulting, headquartered in Woburn, Massachusetts. A leader in the field of training as well, Evan serves as CEO of Tortal Training, a Charlotte North Carolina-based firm that specializes in developing and implementing interactive training solutions for companies in all sectors. To learn more about Ingage Consulting and Evan’s book Ingaging Leadership, visit Ingage.net. Follow @ ehackel.

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ex per t advice

Page 65

Click here to find out more...

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7-Eleven Franchising with the world’s #1 convenience store is easier than you think.

Been looking for. Your earning potential is as big as you want to make it. We offer a gross profit split, which means your success is as important to us as it is to you.

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It’s turnkey – we provide the store, land and equipment. Start-up is fast (3-6 months). You get extensive training and support from 7-Eleven pros.

As a 7-Eleven Franchisee, you’ll be partnering with a brand known and loved around the world. We’re consistently ranked as a top-five franchisor with more than 54,200 stores worldwide.

Our field consultants and operations teams offer a wealth of support and information. Leveraged vendor relationships mean national buying power.

World-famous brand. World-class opportunity. Take a second and learn why franchising with 7-Eleven could be the career changer you’ve

America’s Swimming Pool Company Dive into the America’s Swimming Pool Company Opportunity ASP is the nation’s most recognized swimming pool franchise with over 254 locations in 20 states. If you are seeking an affordable, turn-key business with proven profit potential, the ASP swimming pool franchise opportunity is the clear choice. As the recognized industry leader, ASP offers a proven pool service franchise system to help you succeed faster, grow bigger and enjoy all the benefits of working

Phone: 1-800-782-0711 Fax: 972-828-5017 Website: Franchise.7-Eleven.com Email: Franchise.Inquiries@7-11.com

for yourself—no pool experience necessary! An ASP franchise opportunity offers a proven system to succeed and grow in the thriving swimming pool business. Our franchise leads the industry with a commitment to reliable brand reputation, world-class training, technologically advanced systems, original marketing strategies, exceptional franchisee support. Ready to test the water? Contact: Jef Flournoy Phone: 888.814.8093 Email: jefflournoy@asppoolco.com Website: www.ASPfranchising.com

bluefrog Plumbing +Drain

loyal, cheerleader clients,” describes the inspiration of the business.

bluefrog Plumbing + Drain is a Limited Liability Company that was formed on December 30, 2013. Franchises have been offered since January of 2014 and are granted for the operation of a plumbing repair business using proprietary methods and the bluefrog Plumbing + Drain mark. The headquarters are located in Phoenix, Arizona. The bluefrog Plumbing + Drain management team consists of Gary Findley, CEO, Jeff Moody, President and COO.

bluefrog Plumbing + Drain is a modern day approach to the plumbing industry. It is a strategic plumbing company that strives for perfection and makes customer service it’s number one priority. The market for plumbing products and services is well established and highly competitive; By utilizing state-of-the-art technology and streamlined systems and processes, the owner operates his or her business with simplicity, efficiency, and profitability.

The mission of bluefrog Plumbing + Drain is to make a positive difference in people’s lives. The vision statement: “bluefrog Plumbing + Drain, the premier franchise plumbing service company in North America. Founded on brand

Contact: Gina Roberson Phone: (888) 354-2806 Email: gina@bluefrogplumbing.com Website: www.bluefrogplumbing.com

BurgerFuel Worldwide

When you buy a BurgerFuel franchise, you’re not just buying into gourmet burger business. BurgerFuel is a 360-degree lifestyle experience where fast cars, street art, music and creativity reign supreme, and our unique culture is something other brands can’t emulate.

Meet the ultimate gourmet burger franchise We’re BurgerFuel, a global, gourmet burger concept – and we like to do things differently. We live, eat and play by the motto ‘life’s too short to eat bad burgers’ and this drives us to provide an even better, healthier, more gourmet alternative to fast food. As a BurgerFuel Franchisee or Master Franchisee, you’ll benefit from the robust operational support, and sophisticated systems, world-class training and innovative marketing programs that we provide to support our premium brand.

Business Finance Depot

We’re currently seeking Franchisees and Master Franchisees to join the BurgerFuel movement as we expand within Indiana (and beyond). Hit the application link to take the first step in your BurgerFuel USA journey. Contact: Chris Mason Phone: +1 646 287 1078 Email: chris@burgerfuel.com Website: www.burgerfuel.com

Business Finance Depot specializes in packaging equipment leases and SBA Express Working Capital loans for start-up and existing businesses.

Our company also works with SBA 7(a) lenders, alternate financing sources, crowd funding financing sources and companies that specialize in using retirement funds to capitalize a new business. Please visit our website for more information.

Our main clients are franchisors seeking financing for their new franchisees and manufacturers seeking financing for their equipment purchases.

Website: www.businessfinancedepot.com Email: paul@businessfinancedepot.com Phone: (800) 788-3884 Contact: Paul Bosley

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fr a nch ise & serv ices di r ecto ry

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franchise & serv ices dir ecto ry

Chronic Tacos Chronic Tacos is a California-inspired Mexican grill that celebrates authenticity and the individuality of its guests through fresh, made-to-order Mexican food. The Chronic Tacos experience consists of walking down the prep line and personally choosing everything that goes on your meal. Founded in 2002, the Southern California-based company has over 40 locations operating across the United States and Canada, as well as a Japan expansion on the way. Chronic Tacos is committed to serving only the highest quality ingredients and all-natural meats. They offer a wide variety of traditional Mexican items including: tacos, burritos, bowl-ritos and more! The

Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for more than sixty franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance. With a customized online store as the organizing principle, our websites give franchisees the ability to purchase their advertising and marketing tools in one easy-to use program. We provide marketing collateral, signage, POP

Foot Solutions Are You Passionate About Helping People Look Good and Feel Great? Foot Solutions is the world’s largest specialty wellness franchise focused exclusively on helping people feel good from the feet up. We offer an individualized Holistic Foot Analysis, top-quality customized orthotics and expertly-fitted stylish shoes that are comfortable and supportive.

For more information or to find the nearest Chronic Tacos, visit www.chronictacos.com. Phone: (949) 680-4602 Email: info@eatchronictacos.com Contact: Randy Wyner / randy@eatchronictacos.com Website: www.chronictacos.com

displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and user-friendly. Customer service is our forte’. Contact: Dan Broudy, Chief Executive Officer Phone: 412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

If you want a business that gives back to your community and improves the lives of people with foot

For more information: Call 770.955.0099 Email fscorp@footsolutions.com Visit www.footsolutionsfranchise.com.

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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.

Grease Monkey Franchising, LLC Grease Monkey® and SpeeDee Oil Change and Auto Service® centers provide preventive maintenance and repair services that help customers meet vehicle manufacturers’ recommendations and warranty requirements. With over 500 locations, Our Less Hassle, More Hustle customer service approach is designed to help customers make educated, informed decisions about maintaining their vehicles in a comfortable, nopressure setting.

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menu also features kid’s meals and a breakfast menu available all day. Customers can choose from vegetarian and gluten-free options, as well as choices of: Carne Asada, Carnitas, Al Pastor, Pollo Asado and variations of fish or shrimp. There is something for everyone. Each restaurant incorporates original artistic designs inspired by traditional “Day of The Dead” art, creating a unique ‘Taco Life’ experience at each location.

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

With over 60 years of combined automotive experience, Grease Monkey ® and SpeeDee® franchise owners enjoy a proven system and business model. Each process offers a flexible approach, so franchisees can customize their facility and menu of services for a specific market and investment profile. Contacts: Jeff King, Director Franchise Development; Jon Piper, Manager of Franchise Development Email:

jking@greasemonkeyintl.com; jpiper@greasemonkeyintl.com

Phone:

303-308-1660

Website: www.greasemonkeyfranchise.com

HealthSource – America’s Chiropractor HealthSource — America’s Chiropractor ® — is the industry leader in chiropractic and physical rehabilitation care. Our highly profitable franchise clinics provide state-of-the-art care to their local communities. We offer single and multi-unit opportunities

honkamp krueger Honkamp Krueger & Co., P.C. (HK) is a Top 100 CPA and business consulting firm in the U.S. and the 3rd fastest-growing Midwest-based firm (Accounting Today, 2017). 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.

Hooters of America, LLC Since being founded in Clearwater, FL, in 1983, Hooters has become a part of Americana. From day one, Hooters has committed to making customers happy. With our world famous, often imitated but never replicated, chicken wings, and numerous other quality menu items, Hooters

Image One Facility Solutions Image One is a national commercial cleaning services business with over 100 franchise owners. The Image One franchising model was formed on the principles of transparency, training, and top-notch financial and customer service support. It is regularly recognized as a top franchise by third-party franchise and business publications, having been featured as a top low-cost franchise opportunity on CNBC.com, Entrepreneur.com and in Franchise Business Review.

International Franchise Professionals Group

for individuals looking to join the recessionresistant healthcare industry. Contact us to learn how you can own a business that cares for the community, is highly profitable, and that you can be proud of! Contact: Wes Sattler Phone: (440) 934-5858 Email: development@healthsourcechiro.com Website: www.healthsourcechiro.com

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. 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

is that special place where everyone can enjoy a great meal, in a warm and inviting environment, with exceptional customer service. Contact: Stephen Sweetman Phone: 770-951-2040 Email: franchising@hooters.com Website: www.hooters.com/franchising

Image One franchisees work for themselves in a unique relationship with the franchise company. Image One provides them with customer support for their business, ongoing training, along with assistance with billing, equipment, and sales training. Franchise territories are available nationwide. For information on the franchise, visit ImageOneUSA. com. Contact: Scott Kochanski Phone: 800-223-1985 Email: scott@imageoneusa.com Website: http://imageoneusa.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.

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Jiffy Lube International Jiffy Lube pioneered the fast-lube category more than 35 years ago, changing the way millions of drivers care for their vehicles. Today, Jiffy Lube remains the #1 name in the quick lube industry in North America. With more than 2,000 independently owned and operated service centers across the U.S. and Canada, Jiffy Lube sees more than 20 million customers each year.

Little Caesars As the largest carryout-only pizza chain in the world, Little Caesars is doing something right. Little Caesars is an international brand and household name. It’s come a long way since starting as a single store in metro Detroit in 1959. The Little Caesars brand and distinction of being named “Best Value in America”* for the last ten years is proof of its commitment to satisfying customers by providing one of America’s favorite meals at an affordable cost. Today, Little Caesars is looking for franchisees to bring HOT-N-READY® pizza to a wide range of communities

Mathnasium Learning Centers Mathnasium is an international franchiser of more than 900 math-only learning centers world-wide, where students K-12 attend to boost their math skills. Headquartered in Los Angeles, CA, Mathnasium specializes in teaching kids math the way it makes sense to them through customized learning plans and our patented Mathnasium method. Mathnasium has been ranked as one of the fastest growing educational franchises in the world by

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”

Our Town America For 45+ 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 community, 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, while dozens of locally-owned franchises validate the Our Town America concept as a viable business opportunity. Franchisees are neighborhood

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A proven model, Jiffy Lube offers convenient, quality service including the Jiffy Lube Signature Service® Oil Change using premium Pennzoil lubricants, brake and tire service as well as ancillary service offerings. Contact: Aimee Menard Phone: 800-327-9532 Email: aimee.menard@shell.com Website: www.jiffylube.com/franchise

nationwide. The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans. *“Highest Rated Chain-Value for the Money” based on a nationwide survey of quick service restaurant consumers conducted by Sandelman & Associates, 2007-2015. Phone: 800-553-5776 Email: USdevelopment@LCEcorp.com Website: www.LittleCaesars.com

Entrepreneur magazine, a top franchise to buy by Forbes magazine, and has remained in the top 50 franchises for franchisee satisfaction by Franchise Business Review. With Mathnasium you can be a part of a community of franchisees who do well by doing good. If you are ready to take the next step, contact us today! Phone: 855-351-MATH (6284) Website: Mathnasium.com/Franchise Email: FranchiseAd@mathnasium.com Contact: Franchise Development Team

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.

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 Top 50 Franchise by the Franchise Business Review, making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowned the Franchise Business Review’s All-time Top Company. Website: http://ourtownamerica.com Email: franchising@ourtownamerica.com

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.

Pollo Campero Pollo Campero has served flavorful chicken made with our original family recipe since 1971. Our menu includes fried, grilled, and boneless chicken for wholesome, customizable, easy-toshare meals. In 2017, we were named #6 in Business Insider’s “25 best fast-food chains in America right now.” With 350 system-wide locations, including company-owned and franchised stores, we have established a support network for franchisees who want to join our growing family.

Remedy Intelligent Staffing Remedy Intelligent Staffing is a nationwide staffing organization with over 50 years of recruiting and selection expertise to match qualified candidates with employment opportunities where they will succeed. Our franchise brands, Remedy Intelligent Staffing and Westaff, place candidates in a variety of positions, primarily light industrial with a secondary niche of administrative/clerical. Our three core offerings include temporary, direct hire and temporary-to-hire staffing services.

SUBWAY® When you own a Subway® sandwich shop, you’re part of the world’s largest Quick Serve Restaurant chain and one of its most recognized brands, and you’ll get the support and experience that comes with it. Be part of a winning brand that keeps customers coming back for delicious meals made just the way they want. Subway® is the undisputed leader in fast, wholesome food. Our sandwiches are made to order right in front of the customer, precisely the way they want - using

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

With 6 straight years of Compounded Annual Sales Growth, we are now positioned to rapidly expand throughout the US. Franchising with Pollo Campero means serving up fresh, unique flavors with broad appeal and taking part in a franchise opportunity with strong earnings potential. Join our family! Phone: (972) 770-2800 Website: us.campero.com/franchising Email: franchising@campero.com Contact: Gustavo Duran, Executive Vice President

The parent company, EmployBridge, with corporate headquarters in Atlanta, GA, operates more than 490 offices nationwide and is the 10th largest provider of staffing and workforce solutions in the world. With annual sales over $3.2 Billion, we employed over 460,000 associates on assignment at more than 19,900 companies throughout the USA. Contact: Chad Wright, Franchise Development Director Phone: 877-478-4033 Email: franchise@employbridge.com Website: www.remedyfranchise.com

freshly baked breads, select sauces and a variety of delicious toppings. When you join the Subway® family, you’ll get world-class support before you even make your first sandwich and well beyond. Our franchise support system features: training, product development, advertising, purchasing cooperative, field support and much more. Contact: Ralph Piselli, North American Franchise Sales Manager Phone: 203 877 4281 Email: Franchise@subway.com Website: www.subway.com

The Dry Boys

We are the ONLY water-damage restoration franchise that rewards exclusive territories.

The Dry Boys is a water-damage restoration company that concentrates strictly on floods, water damage and any water related disasters of any size.

You will receive customized One-On-one training on your schedule from myself, I will teach you and relay to you everything I have learned and experienced over the past 25 years on the field, I will duplicate real-life scenarios, floods and disasters in our state of the art training center so when you go out in the field, you have already seen it all. But training is only the beginning; the support that follows is what will make the big difference.

From a small flood in your basement to a major hurricane disaster we are ready and capable of restoring your residential of business property in rapid fashion. We’ve implemented a unique system that allows us to be more efficient when we respond to any job and our locations have an advantage of getting the work done with a resourceful process that benefits the home owner and the franchise owner alike.

The

You can get more information about our business at our website www.TheDryBoys.com or call us at 844 99-DRYBOYS – I urge you to take a look at the site and learn more about our company.

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the inspection boys The home Inspection business is one of the most In-Demand trades in the country and The Inspection Boys is the lowest Start-Up franchise inspection business opportunity in the nation. The Inspection Boys has a unique marketing structure to get you up and running quickly, has an amazing training and support system to ensure that you’re ready to go out and conquer your territory and most of all it offers a corporate team that will be with every step of the way. Besides for being the lowest start-up inspection

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 pizza press Founded in 2012, The Pizza Press is a unique concept dedicated to elevating the ‘build your own pizza’ model to an experiential level, by creating an immersive 1920s Americana newspaper theme in which great food, craft beer, ambiance, and service are combined. The theme, inspired by the special dough press, harkens back to an era of simpler times of neighborhood newsboys. Guests are encouraged to created their own custom pizza or select one of the signature pizzas named after

TopFire Media 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.

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

Franchising USA

franchise business in the nation, The Inspection Boys also offers you the lowest royalty program, the lowest overhead cost and the largest territory sizes in the trade. When you join the Inspection Boys, you will join more than just a franchise business, you will join a family oriented team that cares and looks out for your success and accomplishments. Reach out to us today at 800 819-4403 or at info@theinspectionboys.com and find out for yourself. You may also check us out at TheInspectionBoys.com

• 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. www.interfacefinancial.com

major newspapers such as “The Times,” “The Tribune,” “The Chronicle” and others. The pizzas are published in under four minutes. Pair your pizza with over 18 different craft beers, which change regularly and regionally. Seasonal offers, featuring local and fresh ingredients, keep things topical. Order in person or online, from our new loyalty app, or from our catering menu. Contact: Cassandra Bremer Phone: 417-612-9217 Email: cbremer@franchisedynamics.net Website: www.thepizzapress.com

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. Phone: (708) 249-1090 Fax: (708) 957-2395 Website: www.topfiremedia.com Email: info@topfiremedia.com Contact: Matthew Jonas

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

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