FRANCHISING USA AUGUST 2018 by CGB Publishing

Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 06, ISSUE 10, aug 2018

Help Shape Future Generations with

Goddard Schools special

what is a

franchise? LATEST NEWS

children’s products feature

FINANCIAL ADVICE FROM THE BANKS

making the Right

Technology Investment TOP LAWYERS’ ADVICE

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

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 6, ISSUE 10, 2018 president: Colin Bradbury. colin@cgbpublishing.com

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

advertising: 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: The Goddard School

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f r o m t he p u bl i s he r & e d i t or Welcome to the August issue of Franchising USA. The dog days of summer are upon us, and if you’re anything like me you’d rather be at the beach than at the office or at home working on your business. But while staying motivated during the summer can be a challenge for even the most driven entrepreneurs, there are ways to strike a balance between full summer vacation mode and keeping on top of what needs to get done: make a list of what needs to get done every evening, then do your best to get at least some of it knocked off your list the next day. If something doesn’t get done, don’t sweat it; just add it to the next day’s to-do list and make an effort to complete it. Also keep a list of fun summer events and schedule in at least one a week so you don’t feel as though summer is completely passing you by. Even just taking a short walk and stopping by the ice cream truck can do the trick. No matter how much you have on your plate, allowing yourself to indulge in such small summer pleasures can be very satisfying and give you the energy to power through the rest of your to-do list. On the Cover this month is The Goddard School, a brand that is fulfilling a demand for high-quality childcare. As it celebrates its 30th anniversary, the Goddard franchise system is looking

back on the values that have helped the franchise succeed and grow. How has the brand survived for 30 Years and successfully opened 500 schools? Turn to page 10 to learn more and find out how The Goddard School started a Preschool Franchise Legacy. Our Special Feature this month is Children’s Products franchising, a market that might appear to be specific and small, but actually covers a huge range of services and products. Our Feature Article examines this diverse and booming industry so turn to page 24 to find out more. Our Veterans in Franchising supplement this month features Inspirational Stories of Helping Veterans, and we also profile a Veteran-Operated Franchise Business Built on Junk. Here we also feature a story about how one veteran’s military experience helped her to become her own boss so be sure to read about our Veteran Franchisee in Action. I hope you enjoy the stories and information we’ve put together for you in this issue. Once you’re done reading, go take a dip in the pool before diving back into business, or cool down with a few sips of a margarita. Summer passes quickly, and while it’s important to stay on top of business, it’s all about balance. So remember to indulge in at least some of the pleasures this month still has to offer before it’s all back to business in the fall. Happy reading!

There is virtue in work, and there is virtue in rest. Use both and overlook neither.” - Alan Cohen

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

august 2018

On the Cover 10 Cover Story: The Goddard School:

Help Shape Future Generations with Goddard Schools

16 What is a Franchise?

19 Special Children’s Products Franchising 50 Making the Right Technology Investment

In Every Issue 6

What’s New! Announcements from the industry

19 Children’s Products Franchising Feature 37 Veterans Supplement - News and Information

for Veterans in Franchising

55 A-Z Franchise and Services Directory

Expert Advice

12 How To Optimize Your Franchise for Google My Business

Josh Allen, Director of Marketing, Location3

16 What is a “Franchise”?

George Knauf, Senior Franchise Business Advisor, FranChoice

50 Making the Right Technology Investment to Keep Your Franchise Competitive Tom Capone, Vice President, Concepta

52 Should or Shouldn’t You Expand Your Franchise Business?

24 Franchising USA

Evan Hackel, CEO, Tortal Training

Children’s Products Franchising Feature

ny pa re m tu Co ul C

On the Cover 28 Growing a Robust Business with a Child-Oriented Model 30 The Three C’s of Successful Franchising 34 Securing Meaningful Brand Partnerships

e at or r t p o r p C o up S

y i t nt unme m t m mi Co m o C

In Every Issue 20 Feature News 24 Feature Article Expert Advice 28 Growing a Robust Business with a Child-Oriented Model

Bette Fetter, CEO of Young Rembrandts

30 The Three C’s of Successful Franchising

Steve Clemente, President of Primrose Schools

32 The Right Children’s Product Can Make An Excellent Franchise Christopher Conner, President, Franchise Marketing Systems

34 Securing Meaningful Brand Partnerships

Heather Anderson, Director of Marketing, The Little Gym International, Inc.

52 Franchising USA

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what’s new!

Music Go Round® Recognized in NAMM Top 100 Dealers List for 7th Consecutive Year “Every year this ranking speaks volumes to the work and dedication of our franchisees,” said Tim Kletti, Brand Director for Music Go Round. “We have seen the impact music has on people’s lives, which is why we created a welcoming atmosphere appealing to all musicians – beginners or professionals.” Music enthusiast companies ranked on the Top 100 Dealers list were evaluated for effectiveness in marketing, customer engagement and innovation. Each retailer on the list demonstrates exceptional commitment to their stores, neighborhoods and customers, and shares the vision of creating a more musical world through their local communities.

the seventh consecutive year, a streak that no other major

The brand’s success is credited to the independent franchise owners who have taken their passion for music and channeled that energy into being a reliable music retailer in their own neighborhoods. The impact the franchisees are making have placed Music Go Round at the forefront of the Winmark Corporation brands, with a system average of over $1M.

retailer in the used-gear space can claim.

For more information, visit www.musicgoround.com.

Music Go Round, the largest reseller of used music gear in North America, has been recognized as a Top 100 Dealer by The National Association of Music Merchants (NAMM) for

Assisted Living Locators Expands Franchise Development Team Franchise Development Director is the Latest Addition to the Senior Care Referral Agency’s Growing Development Team as the Brand Hits 80 Franchises Assisted Living Locators, a nationwide senior care provider and referral agency, announced today it has appointed Tom Ingle as franchise development director amid rapid growth. Ingle joins Mary Ann Russo, who became a member of Assisted Living Locators franchise development team in 2015. The duo will be working together to continue to develop the growth of the top performing franchise organization. Assisted Living Locators was ranked in Entrepreneur’s “Franchise500®” 2017 and 2018 issues and Franchise Business Review’s “2017 Top Franchises Report.” Ingle’s announcement coincides with the opening of Assisted Living Locators 80th franchise in Bridgeport, NJ, and the

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company’s expectation to reach the 100th franchise milestone this year. Assisted Living Locators now has franchise locations in 28 states, including the District of Columbia. Ingle brings more than a decade of experience in franchise development in the senior space. “Tom’s experience with leading senior care franchisors makes him a valuable asset to our development team,” said Angela Olea, CEO RN of Assisted Living Locators. “The increasing demand from potential franchisees led us to look for an addition to our team and I’m confident that Tom will play a key role in building the Assisted Living Locators franchise across the U.S.” To learn more, visit www.assistedlivinglocators.com.

FRANSMART Welcomes New Chief Operating Officer Analytical, Data-Driven Marketing & Sales Executive to Grow Team and Systems as Fransmart Portfolio Continues to Expand

In this newly created position, Snyder will optimize and maximize the company’s franchise marketing and sales productivity, further enhance process automation, and continue to build Fransmart’s team of professionals as the company continues to scale with the very best franchise brands.

and profitable high-quality customer experiences, both through in-depth analyses and marketing programs that exactly meet the demands of company executives and consumers. The result of these passions has been consistent sales and profit growth in multiple channels ranging from premium consumer goods, fresh foods, commodities, and government regulated items, to franchises, publications, and distribution services.

Dustin Snyder is an analytical sales leader with a passion for strengthening organizations by recruiting, coaching, and retaining industry-leading teams and developing disruptive strategic plans. Execution, however, is his true passion by developing consistent, repeatable,

“Fransmart’s portfolio of emerging restaurant franchise brands is amazing and continuing to grow,” said Snyder. “From my experience, having efficient and well-trained marketing and sales teams is key to business growth, and I am very much looking forward to working with

Fransmart, the leading restaurant franchise development company, has hired veteran business leader Dustin Snyder as Chief Operating Officer.

Fransmart’s teams to develop consistent, repeatable, and profitable high-quality experiences that meet the demands of executives and our portfolio brands.” “Dustin’s proven track record in training high performing teams and process automation will be an invaluable addition, both to Fransmart and to each of our portfolio brands,” said Dan Rowe, Founder & CEO of Fransmart. For more information, visit www.fransmart.com.

ANY LAB TEST NOW Hires Successful Franchise Veteran as New VP of Business Development ANY LAB TEST NOW®, a national franchise of direct access lab testing, is pleased to welcome Terri McCulloch back to the company, this time as VicePresident of Business Development. McCulloch previously worked as the company’s Vice President of Sales & Marketing. She is thrilled to take on a new position that will allow her to focus on her passion of helping small business owners realize their dreams through franchising. “We are very excited to have Terri back on board in one of the most important roles to expand our national footprint and bring on passionate and energized franchisees to our network,” says ANY LAB TEST NOW CEO Clarissa Bradstock. “Terri’s background in retail lab testing spans twenty years. She is a talented franchisemarketing veteran who is an expert in

sales, business development as well as forming strategic partnerships.” As the new Vice President of Business Development at ANY LAB TEST NOW, McCulloch will oversee and implement new strategies to grow franchise sales, as well as build relationships with regional and national partners and focus on new product development. “It is wonderful to be back with ANY LAB TEST NOW,” says McCulloch. “I am fortunate to have a long history with the company and I am very confident about the opportunity the business model can provide to entrepreneurs who are looking to be a part of a thriving brand with a successful track record,” she adds. To learn more about ANY LAB TEST NOW, visit www.anylabtestnow.com.

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what’s new!

Melt Shop Continues Expansion with New Restaurant Openings in New York and Kuwait

FirstLight Home Care Opening New Boston Location National non-medical home care provider expands to meet growing need in Massachusetts FirstLight Home Care, an award-winning provider of nonmedical home care, today announced it is opening a new location in Boston this summer. Melt Shop, the pioneers of the melted sandwich movement, is driving its domestic and international expansion with the opening of two new restaurants. The brand opened its newest corporate-owned restaurant in The Westchester, a Simon Mall in downtown White Plains, New York. With existing locations in and around New York City, as well as Minneapolis, the new White Plains location marks Melt Shop’s eighth corporate location in the U.S. and the seventh in New York. In April, the company opened its second international franchised restaurant in Kuwait, in the Al Kout Mall, as part of a sevenunit development deal with Ali Alghanim & Sons. Melt Shop’s international locations feature the same menu as U.S. locations, with the addition of a localized Signature Melt – the Halloumi Melt, made with halloumi and pepper jack cheese, roasted and sliced tomatoes, caramelized onions, arugula, za’atar and sherry vinaigrette on country white bread. Melt Shop’s focus is simple: melted sandwiches made with high-quality ingredients. The product and processes have been meticulously refined for more than seven years, and Melt Shop does more than create melted sandwich masterpieces – it creates a culinary experience unmatched in the fast casual space. The food unlocks feelings of joy and is a reminder of the good, simple and carefree things in life. The company has franchise opportunities globally and is poised for excellent ROI. To learn more, visit www.meltshopfranchise.com.

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Serving the Greater Boston area, the FirstLight office will be operated by husband and wife team Girish and Shalini Lahoty, who became passionate about senior care after experiencing the importance of caregivers in their own lives. “My father was suffering from dementia before he passed away in India last year,” Shalini Lahoty said. “We were trying to coordinate his care from across the world and saw firsthand how difficult it can be when your loved one is in failing health and you can’t be there to care for them yourself.” The couple says Girish’s mother has served as a true inspiration for the business as they watch her lovingly care for his ailing father. “My dad’s had chronic health issues and throughout the years my mom has handled all of his needs while managing the house and kids,” said Girish Lahoty. “She is a caregiver extraordinaire but not everyone has someone like my mom to care for them or their loved one.” The Lahotys decided to open the new FirstLight Home Care office later this summer in the Boston area. Caregivers will serve area seniors, adults with disabilities, new mothers, those recovering from surgery and other adults in need of assistance. They provide help with many needs from personal hygiene and household duties, to errands and dementia care. www.firstlighthomecare.com

I ♥ Mac & Cheese Opens Fifth South Florida Location in Boca Raton, FL Boca Raton, FL-based I ♥ Mac & Cheese, a fast-casual cheese bar specializing in customizable, made-to-order macaroni and cheese, grilled cheese sandwiches and salads, has opened its fifth South Florida location in Boca Raton. The first restaurant opened in 2016 in Fort Lauderdale. The company has additional locations in Coral Springs, Parkland and Pembroke Pines. Two additional venues are slated to open in summer 2018 in Davie and Jupiter, FL. The new location also serves as a franchisee training location. I ♥ Mac & Cheese recently opened its first franchise in Yukon, OK. Franchise locations are slated to open in Queens, NY, and Long Island, NY, soon. The family-friendly restaurant combines award-winning recipes with a grown-up approach. Diners choose from a variety of pasta or bread, including gluten-free, along with seven different types of cheeses, vegetables and seven proteins — meatballs, bacon, ground beef, short ribs, crispy chicken.

A signature menu features The Cuban with mojo marinated pulled pork, ham, Swiss cheese and dill pickles; The Best of Both Worlds, a baked mac and cheese sandwich with slow-cooked short rib, white cheddar cheese and American cheese finished with BBQ Sauce; and Lobster & White Truffle consisting of Maine lobster, muenster cheese and scallions finished with lobster cream and white truffle oil. “We are thrilled to open our fifth location in the town we have our headquarters,” said Stephen Giordanella, CEO and chairman. “Bringing our twist on the old pastime mac and cheese has really been a labor of love.” www.iheartmacandcheese.com/franchise

Eyeing Growth, Eggs Up Grill Names Former TGI Fridays U.S. President/COO Ricky Richardson as CEO

Eggs Up Grill, a chain of franchised breakfast and lunch restaurants located throughout the South, has named a new chief executive officer – restaurant industry veteran Ricky Richardson – as the company embarks on an aggressive growth plan under new ownership. WJ Partners, a Spartanburg, S.C.-based private investment firm, purchased the company in March 2018.

Richardson brings more than 35 years of multi-unit and franchise operations experience to his new role, including more than 20 years with TGI Fridays. He most recently served as president and chief operating officer of Fridays USA, overseeing more than 500 restaurants. In addition to other various senior management roles at TGI Fridays, Richardson’s prior experience includes heading up operations for Carlson Restaurant Group Worldwide’s acquisition of California-based fast-casual concept Pick Up Stix. He spent the first 11 years of his career serving in a variety of roles for the Black-eyed Pea restaurant chain, then led all restaurant operations for the Florida

franchisee of that founder-led, homestyle Southern concept. “I’m excited to join an organization with a successful history and so much future potential,” said Richardson. “Eggs Up Grill is built on a foundation of not just great food, but also a fantastic, valuesdriven service culture that really connects with the communities we serve. And, as a breakfast and lunch concept, our restaurants’ hours enable our franchise partners to enjoy more family and community time, which really resonates with the owner/operators we’re targeting.” For more information, please visit www.eggsupgrill.com.

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cov er sto ry

G o d d a rd S y ste m s, I n c.

30 Years and 500 Schools: How Fulfilling a Demand for High-Quality Childcare Started a Preschool Franchise’s Legacy to preschool to get a head start on their education wasn’t as well-known as it is today; many facilities operated only as daycare centers, tending to and caring for children, but not teaching them. Families had few educational childcare options, so The Goddard School was established to meet the demand. By 1990, The Goddard School had two franchised locations, and by 1998, after 10 years in business, the system had 53 Schools. By 2008, there were 320 schools and in 2018, the 500th school will open. Despite increased competition, Goddard is still opening new Schools and filling classrooms because parents know Goddard’s reputation for high-quality education and want the best for their children.

Growing and maintaining a successful business for three decades is not easy. As The Goddard School celebrates its 30th anniversary, the Goddard franchise system is looking back on the values that have helped the franchise succeed and grow. The system began as an opportunity to provide high-quality, play-based early childhood education, and after 30 years of dedication to offering the highest-quality childcare and to growing steadily and responsibly, it has nearly 500 locations nationwide. The foundation laid by the

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hardworking team that founded The Goddard School and the commitment they made to providing a quality service to families has allowed the system to grow and adapt to changes without straying from the core principles that have made us successful.

Fulfill a Demand Goddard’s founder and my mentor, Tony Martino, who also founded the AAMCO and MAACO franchise systems, knew a smart business concept when he saw one. In the late 1980s, he believed a growing number of dual-income families would lead to increasing demand for childcare and high-quality early childhood education. He understood the value of a good education, and he recognized that when families set their monthly budgets, many prioritized childcare that met their educational expectations. In 1988, the concept of sending children

Prioritize quality over quantity Tony recognized that the childcare industry offered steady, long-term growth that would translate well into a franchise opportunity. He built The Goddard School’s franchise system from the ground up, which has allowed us to maintain steady, responsible growth over the years. We identify the best opportunities for new franchisees and prioritize the quality of opportunities over the quantity. The system’s track record for stability attracts franchisees with diverse backgrounds who all share a passion for play-based early childhood education.

Do well by doing good together A franchise system is only as good as its franchisees. A common thread throughout our 30-year history has been the hard work and dedication of Goddard franchisees, education directors and faculty members across the country. Every School is

“The strength and dedication of Goddard School franchisees, education directors and faculty inspires the high-quality childcare that thousands of families want for their children.”

co-led by an on-site franchisee and an education director who work together to make sure every family enjoys a warm, positive experience. While the franchisee runs the day-to-day business and is available for the children, their families and the faculty every day, the education director is responsible for the curriculum, programming and teacher development. We trust our franchisees to understand what’s important to families and their local communities. We meet the individual development needs of children and align to the education standards of the state and local school districts.

Think beyond 30 years This milestone anniversary provides us with an opportunity to reflect on what has made The Goddard School successful over the last 30 years and what will help us continue creating this legacy. As of 2017, 8.6 million children in the U.S. come from families with working parents (Child Care Aware of America, 2017). This number will continue to grow as more people have children, and those children will need the kind of high-quality early childhood education The Goddard School provides. We evaluate new and growing communities to see where

childcare is needed most. Our goal is to add 500 more Schools in the next 15 years. Goddard’s F.L.EX.® Learning Program (Fun Learning Experience) is grounded in research on how children learn best: children experience the deepest, most genuine learning when they’re having fun. Our educational framework is designed to help each child build emotional, academic, social, creative and physical skills for a well-rounded experience. By focusing on science, technology, engineering, arts and math (STEAM) in the classroom and introducing these concepts early, Goddard School teachers help children develop a strong foundation for their future education and a passion for STEAM learning. Integrating the arts into all the activities allows children to have fun while developing essential creativity and innovation skills and learning to collaborate, communicate and think critically. These skills help children become school ready, career ready and life ready. Additionally, schools offer a number of enrichment programs, such as language, chess or yoga, to each child at no additional charge. The Goddard School Educational Advisory Board, comprising acknowledged experts in early childhood education, says providing fun, experiential learning that helps prepare children for

“We trust our franchisees to understand what’s important to their families and their local communities.” success is a growing trend. We are and will continue to be on the cutting edge of this trend. As we reflect on our anniversary and prepare to open our 500th School, recognizing what allowed us to grow from our first location to a major franchise system spanning 36 states is important. Goddard focuses on what is best for each child. Goddard’s distinctive structure ensures that children are known and appreciated for their individual talents and personalities, and the lesson plans are tailored to meet each child’s individual needs. This approach has driven Goddard’s continuing success. The strength and dedication of Goddard School franchisees, education directors and faculty inspires the high-quality childcare that thousands of families want for their children. We are staying focused on these critical elements to ensure we’re prepared for the next 30 years and beyond. www.goddardschoolfranchise.com References: Child Care Aware of America. (2017). Child care in America: 2017 state fact sheets. Retrieved from http://usa. childcareaware.org/advocacy-public-policy/resources/reportsand-research/statefactsheets/

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ex per t advice

Josh Allen, Director of Marketing, Location3

How To Optimize Your Franchise for Google My Business Business while actively managing your Google Reviews.

Optimizing for Organic Search with Google My Business

Josh Allen

When consumers are looking for products and services online, it’s no secret that search engines play a significant role throughout the various stages of the purchasing cycle. While it’s incredibly important to ensure your franchise and brand are represented accurately across the entire web, optimizing your online presence specifically for Google has the potential to drive the largest impact in terms of customer acquisition and new revenue. The reason for this is simple – Google still dominates the search engine landscape, with a nearly 80% market share of user engagement across desktop and mobile devices. When developing a franchise search marketing strategy, it’s important to begin with optimizing for Google My

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For franchise businesses, optimizing for organic search should begin with Google My Business, as this channel has the potential to drive significant increases in customer visits, calls, orders and more. The first step is to claim and verify your GMB listing, which indicates to Google that you are indeed the business owner. Next, it’s important to fill out your GMB profile with all data and information relevant to your business, such as the business category (i.e. Salon), name, address, phone number, website, hours of operation, and more. Not only does this provide a much better user experience, it also limits the ability of random users (or competitors!) in providing incorrect information via Google’s “Suggested Edits”. Many business owners overlook this aspect of Google My Business, which can lead to confused customers or – even worse – lost customers due to inaccurate local data being published. It’s worth noting that because franchisees are part of a larger brand and network, management of Google My Business profiles should ultimately be done in bulk across the entire system to ensure data consistency and accuracy. Whether this is managed in-house by a corporate marketing team or managed by a preferred agency or partner, optimizing and distributing local data using a

central source results in better ranking performance and traffic increases for every single business location. That said, franchisees can enhance their Google profiles by actively creating and posting content using the Google My Business Posts feature. These posts can often act as micro advertisements or promotions, similar to more traditional social media posts on places like Facebook and add an additional layer of localization and authenticity to each GMB profile to enhance the customer experience. Is your franchise running a promotion or seasonal sale? Do you have an event coming up that you’d like potential customers to be aware of? Posting unique information and content within Google My Business Posts provides the consumer with additional context about your business and can help turn a potential customer into a loyal, returning customer.

Actively Managing Your Google Reviews For franchisees, it’s also critically important to both monitor and respond to your Google Reviews on an ongoing basis. Not only are these reviews a window into your business from the perspective of previous customers, Google ranks your business in search results while taking factors like total number of reviews, overall review rating and response rate into account. In a study released earlier this year, data indicated that 85% of consumers trust online reviews as much as personal recommendations from friends or

Own your own sandwich shop.

Page 13

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 .

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ex per t advice

Josh Allen, Director of Marketing, Location3

family members. Encouraging customers to review your business can help you drive increases in volume, while responding to reviews can show future customers your commitment to a quality experience. When responding to reviews it’s important to be both timely and authentic, and it’s also worth thanking customers for positive reviews. When it comes to negative reviews, taking the time to listen to a customer’s concerns and replying in a thoughtful, helpful manner can not only help rectify a difficult situation but can also potentially turn a bad experience into a loyal, lifetime customer. No matter your approach, ignoring your Google Reviews going forward is not a strategy we’d recommend.

In Summary Once you’ve established a quality Google My Business profile and dedicated time and resources to engaging with customers using Google Reviews, you can also

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further enhance your Google footprint by tapping into features within GMB like Photo & Video content, Question & Answer content, Google Messaging, Google Menus, Google Booking and more. All of these features provide additional opportunities to enhance your franchise’s presence within Google, and typically require ongoing management to ensure everything provided to users is up-to-date and relevant. Google consistently monitors the level of interaction customers have with your GMB listing, as well as the level of engagement you have as a business owner in optimizing your profile, when determining where you rank for key user searches. As such, it’s imperative that your GMB listings are actively managed on an ongoing basis to maximize performance in Google. As Director of Marketing, Josh Allen is responsible for planning, developing and managing Location3 and LOCALACT

“When developing a franchise search marketing strategy, it’s important to begin with optimizing for Google My Business while actively managing your Google Reviews.” 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/franchise-digitalmarketing

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

What is a ? ” e s i h c n a “Fr ready to sell it, then they would get the full proceeds of the sale. There were other components, but those are the basics. Now we see the term used in many different ways.

George Knauf

I used to think I had a clear definition of what a franchise was. In recent years the term franchise has been applied to a number of different ways to operate as well as to the role of the owner. If we look at McDonalds, Burger King, etc or brands outside of food such as hotels, gas stations or convenience stores we can see what the traditional use of the term meant: A franchisee paid a franchise fee to become a franchisee where they got to use the systems and brand of the franchisor. Additionally, they would receive training and ongoing support, and for that they would pay some sort of an ongoing royalty. They franchisee would cover the cost to build a business they could keep the profits from until they were

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I have seen online Multi Level Marketers using the term “Online Franchise” or “Virtual Franchise”; I would contend that they are not a franchise. They don’t register as one, they don’t have an FDD, they don’t adhere to any of the regulations and their businesses are typically operating under a very different model. But that does not mean that everyone using the term is as far from the definition we are used to. I was just working with one of my candidates and a franchisor that offers a special program where they will become 50/50 partners with franchise candidates that they feel could be top producers but may not have a deep cash reserve. In that model there is an initial payment to the franchisor that gets paid back over the next two years, then the bulk of the costs for the business (office, staff, vehicles, equipment, etc) are paid by the franchisor. While it has not been traditional for franchisors to partner beyond the franchisor/franchisee roles, this is still well within the franchise definition. The franchisee still has an up front cost, has equity, still pays royalty, still gets training and support from the franchisor. The difference is more on the partnership side. Where the definition does change is in a model like Chick-fil-A, where their old “Managing Partner” role is now called a “Franchise”. In that model the franchisee

pays $10,000 up front and it is placed in a hold/escrow account for them. They run a business that Chick-Fil-A owns and get a share of the profits. The better they run it the more they make. The franchisee does not own the business and can not sell it. When they leave they simply get their $10,000 back. If you want to be a well-paid restaurant manager and don’t need to own the business, this is a great option. I was recently contacted by someone very excited to try to sell me “Robot frozen yogurt vending machines”. I found it interesting that the vending world is reinventing itself. For years the main income streams for companies selling vending opportunities were the sale of the machine and the service to get it placed in a location that it might produce some revenue. On occasion we would see a vending offering where there was some sort of proprietary product involved that might be a third revenue stream. Now we are seeing vending rolled into a franchise model where the three old revenue streams may still be in place but now there may be a franchise fee, a royalty and maybe even an advertising fund. I have not look at the model to see if there is enough business there to support the added costs. Under a traditional franchise model you get a lot of added support and training, but that may not be needed in a vending model that typically only requires counting change and filling the machine with product. Although, there might need to be training to teach the franchisees how to fix the yogurt robots when they are not

functioning properly and they want to get them back to generating revenue. There are others that I have not gotten to here, but as you run across them just keep in mind that expert advice and a lot of due diligence is often a good starting point to figuring out if what you are interested in is a solid franchise that can do what you need it to do in your pursuit of success. It is important to know what type of business you want to build, if you want to control it and if you want to sell it when you are ready to move on. Those answers will now play a growing role in what you pick. What is your success story? Letâ&#x20AC;&#x2122;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 Georgeâ&#x20AC;&#x2122;s Hotline 703-424-2980. www.myperfectfranchise.com

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ex per t advice

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Don’t miss an issue COV ER STO RY

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G o d d a rd S y ste m s, I n c.

30 YEARS AND 500 SCHOOLS: HOW FULFILLING A DEMAND FOR HIGH-QUALITY CHILDCARE STARTED A PRESCHOOL FRANCHISE’S LEGACY to preschool to get a head start on their education wasn’t as well-known as it is today; many facilities operated only as daycare centers, tending to and caring for children, but not teaching them. Families had few educational childcare options, so The Goddard School was established to meet the demand. By 1990, The Goddard School had two franchised locations, and by 1998, after 10 years in business, the system had 53 Schools. By 2008, there were 320 schools and in 2018, the 500th school will open. Despite increased competition, Goddard is still opening new Schools and ﬁlling classrooms because parents know Goddard’s reputation for high-quality education and want the best for their children.

“The strength and dedication of Goddard School franchisees, education directors and faculty inspires the high-quality childcare that thousands of families want for their children.”

Think beyond 30 years This milestone anniversary provides us with an opportunity to reﬂect on what has made The Goddard School successful over the last 30 years and what will help us continue creating this legacy. As of 2017, 8.6 million children in the U.S. come from families with working parents (Child Care Aware of America, 2017). This number will continue to grow as more people have children, and those children will need the kind of high-quality early childhood education The Goddard School provides. We evaluate new and growing communities to see where

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childcare is needed most. Our goal is to add 500 more Schools in the next 15 years. Goddard’s F.L.EX.® Learning Program (Fun Learning Experience) is grounded in research on how children learn best: children experience the deepest, most T H Ewhen M they’re A G Ahaving Z I Nfun. E genuine learning Our educational framework is designed to help each child build emotional, academic, social, creative and physical skills for a well-rounded experience. By focusing on science, technology, engineering, arts and math (STEAM) in the classroom and introducing these concepts early, Goddard School teachers help children develop a strong foundation for their future education and a passion for STEAM learning. Integrating the arts into all the activities allows children to have fun while developing essential creativity and innovation skills and learning to collaborate, communicate and think critically. These skills help children become school ready, career ready and life ready. Additionally, schools offer a number of enrichment programs, such as language, chess or yoga, to each child at no additional charge. The Goddard School Educational Advisory Board, comprising acknowledged experts in early childhood education, says providing fun, experiential learning that helps prepare children for

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“We trust our franchisees to understand what’s important to their families and their local communities.”

success is a growing trend. We are and will continue to be on the cutting edge of

F this OR FRANCHISEES trend.

$5.95 www.franchisingusamagazine.com

VOL 06, ISSUE 10, AUG 2018

As we reﬂect on our anniversary and prepare to open our 500th School, recognizing what allowed us to grow from our ﬁrst location to a major franchise system spanning 36 states is important. Goddard focuses on what is best for each child. Goddard’s distinctive structure ensures that children are known and appreciated for their individual talents and personalities, and the lesson plans are tailored to meet each child’s individual needs. This approach has driven Goddard’s continuing success. The strength and dedication of Goddard School franchisees, education directors and faculty inspires the high-quality childcare that thousands of families want for their children. We are staying focused on these critical elements to ensure we’re prepared for the next 30 years and beyond. www.goddardschoolfranchise.com

HELP SHAPE FUTURE GENERATIONS WITH

References: Child Care Aware of America. (2017). Child care in America: 2017 state fact sheets. Retrieved from http://usa. childcareaware.org/advocacy-public-policy/resources/reportsand-research/statefactsheets/

Goddard Schools Franchising USA

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FranchisingFeature childrenâ&#x20AC;&#x2122;s products

august 2018

The Three Câ&#x20AC;&#x2122;S of Successful Franchising Securing Meaningful Brand Partnerships

Growing a Robust Business

with a Child-Oriented Model

Ch ildr en’s Pro ducts FR A NCH ISI NG FE AT U RE

what’s new!

The Goddard School Celebrates 30 Years of Continued Growth

Goddard Systems, Inc. (GSI), franchisor of The Goddard School, the nation’s premier preschool system focusing on learning through play for children six weeks to six years old, is celebrating 30 years of continued growth. The Goddard School uses the most current, academically endorsed methods to ensure that children have fun while learning the skills they need for long-term success in school and in life. The institution serves more than 65,000 students in more than 480 Goddard Schools in 36 states, and is poised to open its 500th School later this year. Founded by Lois Goddard Haines in 1983, Goddard was bought and franchised in 1988 by Joe Scandone and Anthony Martino, the mechanic and entrepreneur behind the auto parts and services franchises Aamco, Maaco and Sparks. The Goddard School remains a leader in both early childhood education and the franchise space since it opened its first school 30 years ago. Over the past three decades, the company has demonstrated a track record for success and is a model for responsible, sustained growth.

Since The Goddard School began franchising, the concept of early childhood care has changed, now with a greater emphasis on the educational development of children younger than age 5. Over the last 30 years it has become increasingly evident that from birth to age 3 is one of the most vital timelines to engage a child’s brain and help them learn. For more information, visit www.goddardschool.com.

Soaring College Tuition, Competition, Drives Big Demand for College Franchise The competition and cost of getting into a good college has never been tougher, and one company is rapidly expanding to help students become more attractive to each college on their wish list, and how to afford the costs.

Class 101 is a national franchise that helps high school students get into better colleges and qualify for more scholarships and financial aid. Because the application process has become so

complicated, many students who get little or no help often end up at the wrong school, the company has found.

Class 101 almost doubled in size in 2017 and is continuing

to expand into a strong national network to keep up with this

demand. With each new opening the company moves closer to its 2020 goal of 100 franchises.

“Our franchisees have diverse backgrounds — former teachers,

coaches and youth pastors,” says Tom Pabin, Founder and CEO, who launched the business 20 years ago.

“The need for college planning services continues to grow, as does the price tag of public and private college tuition. We know all

the ins and outs of applying for scholarships and how to groom

students to be more attractive when they start looking at schools and tuition aid.”

For more information, visit class101franchise.com.

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The Little Gym International Celebrates 400th Location World’s Premier Children’s Enrichment Franchise Opens Milestone Gym in Waco, Texas The Little Gym International, the world’s premier children’s enrichment and development franchise that offers movement-based learning and imaginative play for children ages four months through 12 years, announces the opening of its milestone 400th location today in Waco, Texas. Since opening the first The Little Gym in 1976, the children’s franchise continues to deliver on its promise of Serious Fun and serving as a springboard to life’s adventures. “It’s incredibly fulfilling to see families

benefit from our programs while our franchisees achieve their dreams,” said Alex Bingham, President and CEO of The Little Gym International. “In the 26 years since The Little Gym began franchising, we have experienced plenty of joys and challenges that come with building an iconic brand. With the opening of our 400th location, we feel exceptionally rewarded and humbled that our concept is embraced the world over.” An innovative educator, musician and kinesiologist, The Little Gym Founder Robin Wes envisioned a nurturing place where children could explore their

physical development while also growing socially, emotionally and intellectually. He opened the first The Little Gym in 1976 in Bellevue, Washington, and infused those early classes with the same positive, noncompetitive spirit that characterizes The Little Gym today. Today, The Little Gym International operates in 400 locations in 32 countries, including the U.S., Canada, China, the United Kingdom, Australia and more. For more information on The Little Gym, please visit www.TheLittleGym.com.

Club Z! Tutoring of Lakewood Ranch, FL Opens for Business

test scores, because we create customized

Offering Free Tutoring and Test Prep to Local Families Now through August 31, 2018

we also have several enrichment programs,

Local families are encouraged to like and follow the Club Z! Tutoring of Lakewood Ranch Facebook page to participate in all of its grand opening special offers and promotions, or call (941) 894-1229 to register.

Club Z! Tutoring of Lakewood Ranch, FL, proudly serving families in Lakewood Ranch, Bradenton and Sarasota, is celebrating its official grand opening with special offers, including FREE SAT or ACT test preparation services and FREE homework help.

Club Z! is the nation’s largest in-home and online tutoring and test prep organization, with more than 450 offices in North America. Club Z! Tutoring of Lakewood Ranch is owned and operated by Mr. Jim Moletto, an experienced corporate manager: “At Club Z!, our tutoring programs are extremely effective in raising grades and

learning plans based on each child’s

specific needs and goals, and we follow the same curriculum as our local schools. But from SAT and ACT test prep to study

skills development, or even learning a foreign language.”

To celebrate its official grand opening, Club Z! Tutoring of Lakewood Ranch is offering local families free online

homework help, and free SAT and ACT

test prep services, now through August 31, 2018.

Families are encouraged to like and

follow Club Z! of Lakewood Ranch @

ClubZLakewoodRanch or call (941) 894-

1229 to take advantage of the free tutoring and test prep, as well as all of the other exciting grand opening promotions. clubzfranchise.com

Franchising USA

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what’s new!

British Swim School Continues Nationwide Expansion with Opening of New Location in Indiana

British Swim School, the franchise concept best known for its education of water safety as an essential survival skill amongst a fun and gentle environment, continues its expansion

nationwide with the entrance to its 21 state – Indiana! For over 35 years, the brand has been dedicated to teaching water survival skills to children as young as three months old.

Headquartered in Ft. Lauderdale, FL, British Swim School currently operates out of nearly 200 schools nationally, and is developing an international presence with locations in Turkey and Canada. The brand’s introduction to Indiana comes by way of Carmel, where it will operate out of a SpringHill Suites hotel. The Indianapolis location will be run by first time franchisees, and husband and wife duo Katie and Greg Blair – who immersed themselves in the brand after searching for programs to enroll their three-year-old son. CEO Rita Goldberg founded British Swim School in 1981 and developed the unique and highly effective teaching methods that are a recognized trademark of the brand. The company offers lessons out of multiple national fitness chains and hotel pools year-round, based on the premise that children progress at different rates. They hold nearly 15,000 lessons per week nationally, and conducted nearly 600,000 swimming lessons in 2017. For more information, visit www.britishswimschool.com.

Golden Gate Capital Acquires The Learning Experience, a National Franchise and Academy of Early Education Golden Gate Capital, a leading private equity investment firm, has acquired The Learning Experience, one of the nation’s largest and fastest-growing academies of early education for children 6 weeks to 6 years old. The Learning Experience, headquartered in Deerfield Beach, Florida, is led by Co-Founder, Chairman, and Chief Executive Officer Richard Weissman. Offering state-of-the-art facilities and a proprietary curriculum, for nearly 20 years, The Learning Experience has provided the foundation necessary for children to succeed in preschool, kindergarten, and beyond. Additionally, Weissman successfully pioneered a

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franchise model to expand The Learning Experience to more than 300 companyowned and franchise centers operating or under development across 22 states, with plans to open its first international location in the United Kingdom. The Learning Experience has generated double-digit annual growth for the past 15 years. “Golden Gate Capital is fully committed to our curriculum and vision, with an excellent track record of accelerating the growth of multi-unit consumer companies,” said Weissman. “This is a transformational moment for The Learning Experience and the children and families we support, and we are thrilled to partner with Golden Gate as we work

together to build on our momentum and provide a foundation for even more children to learn, play, and grow.” Josh Cohen, Managing Director at Golden Gate Capital, said, “We are excited to partner with Richard, his leadership team, and the company’s franchisees to accelerate their growth plans domestically and internationally in the growing early childhood education market.” For more information, please visit www.thelearningexperience.com.

Next issue we feature

If you would like to showcase your franchise in this popular feature, contact Vikki Bradbury at: Phone: 778 426 2446 Email: vikki@cgbpublishing.com

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Featu re

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

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A separate entity that falls directly underneath children’s products is the baby market. A whole other business that generates profit and has a variety of products as well as services, available to those interested in such a franchise.

of Children have a lot e buying power in th y. American econom Once off the radar of producers and n businesses, childre ant are now an import ic part of the econom an makeup in Americ society.

th phones and Kids are loaded wi rmation that computers and info ny means of exposes them to ma well as information advertisement, as they want and why telling them what diately. they need it imme out any financial Even children with st influence of income have the mo e in spending, their parent’s choic ge source of making them a hu income. heres specifically A franchise that ad r of kids are those to the buying powe ildren’s products that specialize in ch exclusively.

The downfall to children’s products and services can be the constant turnaround and fickle needs of such consumers. A franchise would need to be backed by researchers and supporters that keep themselves engaged in the younger generations and consistently turning out product that adheres to such needs. Before investing in such a particular franchise, it would be wise to research marketing plans, future revenue predictions and whether or not there is a research team or a product team that is invested in the up and coming fads of children because these products needs and wants come and go by quickly. From Rubik cubes, to slinkies, to shopkins and fidget spinners: a lot of children’s needs and wants and fast and fleeting. You’d want a business that can keep up. • Is this franchise producing different products every year? • What brands are associated with such a franchise? • Where do they get their ideas and how can they insure there will be a constant turn over? • Does this franchise have a product that is timeless and crosses gender lines? • Does the franchise specialize in a service that will always be in need or can change to the desires of the next generation? These are a few of the questions that a franchisee would as a franchisor before starting a children’s products and services franchise.

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

“Baby products have become popular in downtown street corners, dominating the organic and environmentally-friendly sector of the baby market.” Children’s Services A profitable franchise market is that of children’s services. Both parents are busy and time is precious, and a lot of families pay for convenience. There is also pressure to have children excel to the highest standard of all abilities, which in turn creates more and more service options that generate more money.

Baby Products It may be assumed that the baby market is not only small in product but small in profit. It oddly could not be further from the case. New parents want to invest in the best for products and services for their children on all levels. The baby market has become larger through education and information. Safety protocols has opened up the doors for new and improved baby products: car seats that have to be replaced, cribs with a specific criteria, fire resistant clothing, PVC free bottles. There are constant warnings and guidelines for parents to follow that generate a larger scale of purchasing that is never ending.

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Children have become a constant expense due to expiry dates and safety updates. Plus all the toiletry products that are

exclusive to baby. Even though it’s a niche market, global baby market revenues are expected to continually rise.

A small competitor in the baby market is the small business owner. Baby products have become popular in downtown

street corners, dominating the organic

and environmentally-friendly sector of the baby market. It would be wise to

do a quick surveillance of the location to understand the products of smaller competitors and how many are in

the territory and area a franchisee is considering.

One of the most popular service franchises for children is in the area tutoring. According to a 2004 estimate, The American public purchases between $8-10 billion of tutoring services annually. Of course there is a better understanding of the variety of learning disabilities, and a lot of the times parents need to seek guidance outside of school grounds to better assist their children academically. Franchisees who are interested in invested in an educational service to children, could find a passion in tutoring. There are a lot of franchise options within this niche, that specializes in different learning challenges, or focuses on a certain age group. Some tutor franchises also have after school care and other related programs. A look at insurance and safety protocols would give an understanding of how many constraints a franchisees would have in the business.

There could also be a franchise that has an ongoing stable service that’s open to the public all day all.

“A newer interest in children’s services includes recreational activities and birthday party services, including camps, sports groups and simple entertainment.” Children’s services extend beyond tutoring, such as child care, which usually focuses on the younger age group. Most of these facilities have a lot of criteria including insurance and safety protocol - which will be easily provided by the franchisor. However, a well researched overview of each childcare franchise would be well recommended and a decision based on personal criteria would be suggested. Also, it would be wise to ask the support system of each franchisor of all their rules and regulations and knowledge of state criteria, before investing.

A newer interest in children’s services includes recreational activities and birthday party services, including camps, sports groups and simple entertainment. Parents now rent out a specific service, which could be mobile, to celebrate their child’s birthday in a unique and special way. The fun thing about children’s services is the varied and amusing choices a franchisee has in this specific criteria. If you have a passion in wildlife there is likely a franchise that has such a business that caters to children’s parties.

The franchise market for children and babies may appear specific and small, but it actually covers a huge range of services and products. The downfall would be the great amount of research that it would take to narrow down a franchise that suits your personal needs and passions. Though there would not be much involvement from the franchisee, for those interested in changing lives and helping children, there is a lot of opportunity to be a part of that process. Those with a background in children’s services would easily adjust to becoming a franchisee in this area, but no background experience is necessary. The benefit of a franchise is not only the brand name and reputation, but there is a home office that provides support, as well as information and education. A lot of children’s products and services require a lot of insurance and legal protocol, which would be another reason to consider a franchise. It keeps investors safe and makes for a conscious investment. For those with a whimsical passion and a desire to work with children, a franchise would allow for a carefree approach to a profitable business. 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.

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Expert Advice: Bette Fetter, CEO, Young Rembrandts

Growing a Robust Business

with a ChildOriented Model To say the child enrichment industry has grown over the past several decades is an understatement – 30 years ago, when I founded my business, the industry didn’t even exist.

to highlight the strength of your business, whether you offer after-school art classes, sports activities or other enrichment programs.

Respect Your Competition / Embrace Your Competition

Other franchises, as well as mom-and-pop business, have since emerged to fill the field, and there are now a variety of brands offering enrichment programs for parents seeking after-school activities for their children.

The most common challenge we face as a child-oriented business is dealing with the true competition – time! There’s only 24 hours in a day and students only have a set amount of time to participate in whatever sports, academics, arts or other enrichment programs that are offered after school in their communities. That’s why Young Rembrandts offers a high quality and effective class for our students while saving parents time with a hassle free set up – classes are right after school.

I’ve found that the key to differentiating a product or service in this burgeoning industry is leveraging the inherent characteristics within a child-oriented business model. You can use them as tools

It goes without saying that going above and beyond with marketing and technology will also give franchisees a leg up. We make it easy for schools to set up a class and parents to register. Our

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franchisees provide registration services, manage all classes, provided teachers and all the supplies, making it an easy hasslefree program for schools to offer and parents to register!

Know Your Market In any business, it’s important to know your local market inside and out. Depending on your business’s market, your target audience may be smaller than you think, and using a narrow marketing approach can be the most efficient use of resources. Over the past 30 years our business model has been fine-tuned so the marketing

“I’ve found that the key to differentiating a product or service in this burgeoning industry is leveraging the inherent characteristics within a child-oriented business model.”

something for kids that fulfilled a sense of special responsibility and bringing them something of value. Our franchisees are people who aren’t just looking for a casual way to get involved – they want a strong business, where they can make a very good living while doing good in the community and loving their job.

Leverage Technology As technologies evolve, our goal as a franchisor is to create efficiencies for franchisees so they can remain focused on their business without redundancies. Franchisees want to know the quickest, easiest way to use platforms and systems to drive sales. For parents, they are seeking convenient, streamlined processes so they can get the kids registered, have all the information necessary and get on with their day. I’ve found the best route with technology innovations and platform changes over the last 30 years is to see them as tools, not as replacements for the experience and curriculum we offer. The more we can share ways to use technology to train franchisees and support them in training their own staff, we’re able to free up time and resources for franchisees to focus on the growth of their business and spend time in their community and with their families!

Stay True to Quality “guesswork” is removed from the equation. We know our business and we know our audience – thus allowing franchisees to focus their resources through effective marketing channels.

Love What You Do – It’s Possible! Many owners in child-oriented businesses tend to be people who are interested in social entrepreneurship. We find many of our franchisees are motivated by the opportunity to do something fun and meaningful with kids that also offers a strong bottom line. For me, it was always about doing

In the modern age, there’s often pressure to experiment with trends in children’s enrichment or education, such as new technologies or social media. Ultimately, the most important tool in the history of my business has been to stay true to my core concept – how to serve the children. When you focus on the product and making sure kids really understand and absorb the material, the happier the customers (both parents and children) will be. Kids will always be kids, and are inherently similar on a developmental level across generations and cultures. They are hungry – they want to learn, they want to be successful. And parents talk – positive word-of-mouth as a result of a

Bette Fetter

“When you focus on the product and making sure kids really understand and absorb the material, the happier the customers (both parents and children) will be.” clear commitment to children’s wellness will grow your business’s reputation. I’ve prided myself on filling a gap in art education since the day I founded my business. I encourage other child-oriented models to keep focused on the kids at the heart of their business. I hope they’re able to look back in 30 years and feel the same satisfaction and pride I do. Bette Fetter is the Founder and CEO of Young Rembrandts. Bette founded Young Rembrandts in Elgin, IL in 1988. Celebrating its 30th anniversary this year, Young Rembrandts has become a recognized leader in art education, offering a curriculum focused on teaching children to draw, using demonstration and a structured step-bystep process. Young Rembrandts teaches more than 40,000 students ages 3 ½ to 12 years old each week in 31 states and four provinces. www.YoungRembrandtsFranchise.com

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Expert Advice: Steve Clemente, President of Primrose Schools

The Three Cs

of Successful Franchising mission, vision and values into everything you do is key. At Primrose Schools, our culture is built on a foundation of trusted relationships. From our National Leadership Support Team (NLST) to every school teacher and staff member across the country, we strive to recruit people who share our passion to deliver service excellence and positively impact the lives of children.

Steve Clemente

When it comes to effective franchising, people always want to know the secret to success. The answer is relatively simple – it’s consistent execution. But, it’s not always simple to execute. You must wholly commit to servant leadership – fully living your company’s culture, providing exceptional companywide support and continually engaging with the communities you serve.

Intentionally Activate Your Culture Continually infusing your organizational

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For example, we have a unique process in place that helps us identify the best Franchise Owners for our schools. In addition to reviewing a prospect’s financial capabilities, we also look for a connection to our mission and values. We compare the traits of our prospects with the characteristics embodied in our most successful Franchise Owners to discern if their values align with ours. At Primrose, we believe that who children become is as important as what they know – and this emphasis on character is critically important to the decisions we make. Ultimately, what we’re really looking for is a true connection with our brand and a strong fit for our culture. We’ve also launched an initiative to encourage our Franchise Owners to attract and retain top talent, because consistent service delivery is fundamentally important to our brand promise. For some companies, it’s difficult to retain culture as they evolve and grow, but it’s a priority for us at Primrose. If we can consistently cultivate a family of likeminded business owners who all share our

e t a r t o r p o r p o p C u S focus on excellence, then our culture will be palpable – whether you visit a school in the Northeast or California or any point in between.

Invest in Company-Wide Support Strong company-wide support is a critical investment for any franchise, and it will yield significant returns over time. Primrose supports its Franchise Owners in multiple ways. We offer extensive training before a school opens – including 92 hours of interactive classroom instruction, 34 hours of online

y n pa re m tu o C ul C

relationships. Maintaining an open dialogue is important for any organization, and we make communication a priority, even when the conversations are difficult. We share regular system-wide updates through a variety of channels, including our intranet, email updates, monthly newsletters, and webcasts. In all communications, we offer our perspective behind the news and how it relates to a Franchise Owner’s potential for success. But, communication is a two-way street, so we value the feedback we receive from staff members at all levels of our

ty t i unmen m it m m o C m Co coursework and 80 hours of onsite school training. All of this is in addition to six months of pre-opening support. We also have a dedicated National Leadership Support Team, which includes regional business, marketing and education consultants who guide Franchise Owners through the opportunities and challenges associated with starting a new business and supporting its continued growth. This level of commitment is there to stimulate and encourage a track record of success across the country. We also recognize that transparency is an important element for building trusted

organization. In fact, this is so important to me that I spent nearly my entire first year at Primrose traveling across the country to meet in person with our Franchise Owners, teachers and staff. These are the individuals who bring the brand to life – they have direct interaction with the customers — so their insights are essential. That’s why we encourage NLST members and school staff to submit questions and feedback. This focus on two-way communication demonstrates our appreciation and respect for what they do and helps strengthen their personal investment in our overall success.

Facilitate Community Engagement Finally, a hallmark of our company from the very beginning is to support and engage with the communities where we have a presence. That’s why we encourage our franchisees to give back in ways that are meaningful to them, their staff and their families. Our Primrose PromiseSM corporate social responsibility (CSR) program enables Franchise Owners to impact their communities in a variety of ways – from donating to local food banks and beautifying neighborhood parks to raising money for police stations and children’s charities. To ensure this CSR approach works across the entire Primrose system, we provide fundraising best practices, event toolkits, media relations support and other resources to assist Franchise Owners with their outreach. This culture of generosity and compassion is part of what Primrose students learn at an early age, and it’s very rewarding to see this philosophy play out across our organization. It’s enriching to see how this service positively touches the lives of not only those who benefit from these efforts, but also for the Primrose staff and families who make it possible. As franchise brands continue to grow and evolve, a commitment to culture, corporate support and community engagement can be what ultimately differentiates businesses in a crowded marketplace. Steve Clemente is the president of Primrose School Franchising Company, where he leads internal operations and partners with Jo Kirchner, CEO, on strategic growth initiatives. His entire career has focused on providing senior leadership and management in multi-unit businesses, including Dick’s Sporting Goods, the Nebraska Book Company and Target Stores. Steve holds a bachelor’s degree from the University of Central Florida and a master’s degree in business administration from Webster University. franchise.primroseschools.com

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Expert Advice: Christopher Conner, President of Franchise Marketing Systems

the right children’s product can make an excellent franchise Children’s businesses have been in a exponential growth curve over the past decade and don’t look to be slowing down any time soon. With more and more families being dual income and having even busier lives, people are dependent on services and products which help them manage the overload of responsibilities that come with parenthood. First, what constitutes a children’s product? Children’s products would be any product or offering that is aimed towards the children’s market segment. Children would typically be defined by kids age 15 or younger in most cases which means that the product or offering must be sold to the parents in order for a successful transaction to take place. Categories in the children’s product market would include Safety, Entertainment, Sports and Education while others might find their own unique micro-niche within these categories. All of these markets have experienced growth in franchising in general, but there are certain benefits to one category of children’s product franchises over others which will lend themselves to different skill set requirements from franchisees. Second, how do children’s product franchises typically work? Usually, the franchisor has created, designed or

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produces a proprietary product which they sell to consumers. Franchisees will invest in a franchise in order to have the right to sell the product or services which tie into that product offering. The brand is many times built around the product offering and revenue streams consist of both selling the product outright to consumers or selling complimentary services which support the value proposition of the product offering. For example, our firm, Franchise Marketing Systems, worked with a child safety franchise system years ago which had designed proprietary safety equipment and supplies which families could use to “Baby-Proof” their home or apartment for young children. In addition to the sale of the products, franchisees of this brand could sell consulting, design and other services which were offered to families to help them manage their home or workplace better and more efficiently for their children’s safety. Third, what can you do in order to choose the best children’s product franchise from an investment standpoint? First, look hard at the numbers. Great products don’t always translate to great numbers. Review the financial model and understand how the business works. Verify that there is consumer demand for the product and the franchisor has defined a franchise marketing system to sell the product offering consistently at a profit. Look hard at the margins. Product sales can many times have higher operating expenses with cost of goods sold; verify that after royalties, the franchisee can still make money with the children’s franchise

business. Verify that all channels of distribution have been wrapped into the franchise offering. What you want to avoid is a franchisor who is selling franchises and will also sell their product to no benefit of the franchisee through other channels like the Internet or catalogue sales. The territory description and protection defined in Item 12 of the FDD will clear up how this works. Finally, when evaluating children’s product franchises, understand what will be asked of you in order for the business to succeed and whether your personality fits. Education product franchises will typically require that the franchisee to some extent execute the education, classes or teaching that comes with the business model. If you don’t have the patience or willingness to work with children, probably not a good market to go into. In other market segments, such

“What can you do in order to choose the best children’s product franchise from an investment standpoint? First, look hard at the numbers. Great products don’t always translate to great numbers.” as entertainment, you will need to be energetic, love working with families and able to deal with the emotional swings that come with a children’s birthday party. On the other hand if you are selling a children’s safety product, you will need to embrace the value proposition, be willing an able to sell and understand how to convince concerned parents that your product offering will help their children be safer. All of these are examples of scenarios in children’s product franchises where if you don’t fully evaluate your ability to work in the business before you invest, you could be stepping into a business that just makes for a bad match. 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

“When evaluating children’s product franchises, understand what will be asked of you in order for the business to succeed and whether your personality fits.”

Chris Conner

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Expert Advice: Heather Anderson, Director of Marketing, The Little Gym International, Inc.

g n i r u c Se d n a r B l u f g n i Mean s p i h s r e n t r a P

Heather Anderson

Co-branding, when executed correctly, can be a powerful vehicle for generating brand awareness, building a franchise owner’s customer base, and ultimately boosting revenue. Franchising USA

The impact of a well-executed strategic partnership can also increase overall value –for the customer’s experience, the franchisee, and the franchisor. While creating strategic partnerships that deliver multi-layered value may seem like a daunting task, they’re extremely rewarding and provide benefits at both the corporate and franchisee-level. So, where do franchisors begin? Before diving into a brand partnership, here are a few things to keep in mind:

Be Strategic & Selective Think about the long-term benefits and purpose of a partnership, not just the potential short-term gain or ease of execution. Nearly a decade ago, The Little Gym had routinely entered into several short-term partnerships. The rotating

menu of partner logos was a low-effort, but also low-impact approach that yielded very little benefit for everyone involved. After evaluating the results of these efforts, the decision was made to dedicate resources towards building strategic, long-term, and value-adding relationships. Ultimately, we found that more meaningful relationships not only generated brand awareness but could also boost revenue and diversify our program offerings. When The Little Gym partnered with LEGO Systems, Inc., the relationship was structured so that the partnership added new layers to our Three-Dimensional Learning approach to skill development. Partnering with educational specialists and play consultants from The LEGO Group and integrating products from the LEGO DUPLO and LEGO Juniors line

of building toys expanded and enhanced program offerings. One of the most successful examples has been WonderKids Club, a preschool prep program that includes LEGO building activities that complement and enhance in-gym learning. Beyond just building, LEGO DUPLO bricks are incorporated into learning activities that foster color recognition and sensory development and provide children with new ways to creatively boost their problem solving, imagination and socialization skills. In addition to WonderKids Club, program integrations include “Let’s Build, Let’s Play” Parent/ Child events, Awesome Birthday Bash parties, Camps, and Parents’ Survival Nights. The partnership has not only brought LEGO product into the gyms, but it has done so in a way that has driven new members. It’s also strengthened member retention as customers have found increased value in the variety of special opportunities available for their families. For all families participating, it’s shown them new ways to play with a product they already know and love.

Ensure Core Value Alignment Being selective and strategic is the foundation for a successful partnership but is by no means the only key to success. The best business partnerships are between brands that share core values and have similar overarching visions. This allows for greater integration and sets the stage for deeper, more impactful partnerships that can evolve over time. This concept has been key to the success of The Little Gym’s philanthropic efforts, “The Little Gym Big Hearts.” Consumers place higher expectations on brands now than they had in the past. To win their loyalty, brands must deliver more than just good products and services. They need to show that they’re supporting the community and positively contributing to the world the consumer lives in. Partnering with a charity or a brand with shared philosophies can allow you to do well by doing good. Most recently, The Little Gym has

“Business partnerships, like all relationships, require constant and open communication, hard work, and a desire and willingness to support each other.” entered into a unique partnership with Entertainment One to begin offering Peppa’s Muddy Puddles Party, a one-ofa-kind birthday party that takes kids on an imaginative adventure with Peppa Pig, George and all their friends. On behalf of every party booked, The Little Gym will be making contributions to The Muddy Puddles Project, the official charity partner of Peppa Pig dedicated to supporting childhood cancer research. This unique partnership is designed to introduce kids to the idea of using their birthday as an opportunity to give back, while providing franchise owners with a unique themed birthday offering and supporting a very worthy cause.

Define Success Business partnerships, like all relationships, require constant and open communication, hard work, and a desire and willingness to support each other. Defining partnership goals early-on is also vital. These goals must be clear, relevant and attainable for both companies involved. Partnerships take a lot of effort, but the rewards have the potential to be tremendous. Ultimately, it’s important

that franchisors be prepared to put in the work. You may only have one chance to successfully launch a partnership with customers. You need to ensure that every campaign is well thought out and impactful. The most fruitful business partnerships are generally the ones that require the most work and have the highest degree of integration between brands. Through mutual understanding and strong work ethic, both companies will be able to capitalize upon each other’s expertise and leverage each company’s successes to increase brand value, enhance customer experience, and drive revenue. Heather Anderson is the Director of Marketing for The Little Gym International, Inc. She oversees all consumer, franchise development and partnership marketing efforts and has held multiple roles since joining the company nearly a decade ago. She played an instrumental role in the development of the “Serious Fun” branding campaign and is currently spearheading the company’s efforts to build authentic relationships with Millennial Moms, their largest group of current and future customers. www.thelittlegymfranchise.com

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Franchising USA THE MAGAZINE FOR FRANCHISEES

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Veterans in Franchising august 2018

www.franchisingusamagazine.com

Veteran-Operated Franchise Business Built on Junk How My Military Experience Helped Me to Become My Own Boss

Inspirational Stories of Helping Veterans Franchising USA

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

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 august 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

Veteran Profile

42 Inspirational Stories of Helping Veterans

42 Franchising Gives Back

44 How My Military Experience Helped Me to Become My Own Boss

48 JDOG Junk Removal & Hauling

48 Veteran-Operated Franchise Business Built on Junk

Veteran News 40 Marine Corps Veteran Assumes Ownership of Nashville-Based PIRTEK Foster

Veteran Franchisee In Action 44 How My Military Experience Helped Me to Become My Own Boss Christine Matthews, Franchise Owner, 9Round

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what’s new! Marine Corps Veteran Assumes Ownership of Nashville-Based PIRTEK Foster PIRTEK stands behind former members of U.S. Armed Forces

PIRTEK Foster, a Service & Supply Center in Nashville, TN, is under new ownership. Matt Mejia, who previously worked for PIRTEK USA in operational support, officially took ownership of the PIRTEK location July 1. A veteran of the U.S. Marine Corps, Mejia said he deeply appreciates that PIRTEK is such a veteran-friendly company and recommends it to others who have served in the Armed Forces. “PIRTEK stands behind their veterans, and believes in helping veterans,” said Mejia. “The company’s principles go hand in hand with what I believe about the military and about our country.” The world’s leading industrial hosereplacement service, PIRTEK offers special incentives to attract former members of the U.S. Armed Forces as franchise owners. For example, veterans enjoy substantial discounts when they set up a location. PIRTEK also supports the Chris Kyle Frog Foundation, an organization established by Taya Kyle, wife of the famed American Sniper. One of the foundation’s missions is to help strengthen military and first-responder marriages by providing special outings and counseling opportunities for couples. “Being a veteran, you would want to work

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for a company like PIRTEK,” Mejia said. He added that PIRTEK’s commitment to veterans also benefits the company in return because of the military values that help make a successful business. “When you’re in the military, you learn leadership, the need to be mission-driven, attention to detail, service, commitment, discipline,” he said. “Also, a sense of urgency, which is important for a PIRTEK owner, because we have a one-hour ETA – we need to have an ongoing sense of urgency.” A California native, Mejia left the Marines in 2008 and worked as a law enforcement officer for seven years before joining PIRTEK as a technician at PIRTEK Inland Valley in Ontario, CA. Eventually, he moved into operational support at the company’s Rockledge, FL, headquarters. Since then, PIRTEK has been sending Mejia to various PIRTEK locations to help strengthen and bring them up to their full potential. When an opportunity to obtain his own franchise presented itself in Nashville, he took advantage of it. That location, he said, has at least one out-of-the-ordinary aspect – the same one that made Nashville famous. “We serve all kinds of customers, including the

music industry,” Mejia said. “We’re at the Grand Ole Opry, fixing equipment on job sites where we might see a singer walk down the street. And because Nashville is one of the fastest-growing cities in the United States right now, there’s a lot of construction going on.” PIRTEK is the only franchise of its kind in the United States, providing hydraulic and industrial hose replacement sales and services. There are 76 PIRTEK franchises and a fleet of Mobile Service Vehicles throughout the United States. Globally, PIRTEK has more than 400 locations and 2,000 Mobile Service Vehicles in 23 countries. PIRTEK is the fluid transfer solutions leader in sales and service and the only franchise of its kind in the United States. PIRTEK boasts more than 400 Service & Supply Centers in 23 countries around the world, and has more than 30 years of experience in the hydraulic and industrial hose replacement field. Powered by an industry-leading approach to sales and service and backed by a corporate center passionate about its franchisees and customers, PIRTEK offers unmatched service and logistics. For additional information about PIRTEK USA, visit www.pirtekusa.com.

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!

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Veteran Profile: Franchising Gives Back

Inspirational Stories of Helping Veterans “By the end of 2018, Dream Vacations . . . will have awarded 37 military veterans free franchises through its “Operation Vetrepreneur: Become Your Own General” annual contest.” Foundation celebrates these contributions and the impact they have through its annual Franchising Give Back Awards.

Steve Romaniello

Every day, franchises across the U.S. are giving back to their communities in tremendous ways. They dedicate themselves to creating a lasting impact through community outreach programs and charitable initiatives. These franchisees donate countless hours and money to fulfill community needs. Some franchise businesses are especially focusing their community efforts on our veterans and fallen soldiers. The International Franchise Association (IFA)

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In 2015, the IFA Foundation hosted the first annual Franchising Gives Back Awards to recognize franchisors, franchisees, and suppliers that are impacting their communities in meaningful ways. This yearlong celebration has evolved as a wonderful way to showcase all that locally owned businesses have to offer to their communities and, most importantly, our veterans. We are excited to share a few of these phenomenal stories.

Supporting Continuing Education For five years, Sport Clips has been at the forefront of assisting veterans after active duty. Sport Clips is the primary supporter of the VFW’s Sport Clips Help A Hero Scholarship program. This program helps provide scholarships to service members and veterans for post-secondary schools and trade schools. To date, Sport Clips has awarded over 940 scholarships totaling $4.1 million. Additionally, in 2017, Sport Clips founder and CEO Gordon Logan made a $500,000 donation to the IFA’s VetFran program, which since 1991 has been working to foster the entry of veterans into the world of franchising.

Making Dreams Come True By the end of 2018, Dream Vacations (a CruiseOne company) will have awarded 37 military veterans free franchises through its “Operation Vetrepreneur: Become Your Own General” annual contest. The goal is to ease veterans’ transition back into civilian life with a career opportunity that combines their military skills and travel experiences. To date, Dream Vacations’ in-kind donations exceed $469,900 and, moreover, the contest has evolved into a broader veterans program for Dream Vacations. Today, more than 30 percent of its franchise owners are U.S. veterans and military spouses.

Connecting Families Of Fallen Soldiers For the last six years, Ampex Brands has been connecting children all around the nation who have lost a military parent through its sponsorship of the Snowball Express Children of Fallen Military Annual Gathering. This gathering is a chance to connect children and widows/ widowers to others who are experiencing an identical tragedy in their lives. This is a culmination of the largest gathering of children and families of fallen military in the world. This initiative has garnered vast community support for its underlying commitment to keeping the memories of

Dream Vacations at the 2017 Franchising Gives Back Celebration & Awards Dinner - Gold Winner, Support Our Veterans Award.

these fallen soldiers and their sacrifices alive and never forgotten.

Stars for Heroes This year, CKE Restaurants Holdings — which owns Carl’s Jr. and Hardee’s — held its eighth annual Stars for Heroes fundraising campaign. Between 2011 and 2017, CKE raised more than $7.5 million by encouraging franchisees to collect donations from customers to support military-centered charities. Funds raised during the 2018 campaign supported national charity partners, Stand Up and Play Foundation, and USA Cares, as well as other regional and local militaryfocused charities in the communities Carl’s Jr. and Hardee’s serve. Franchisees nominated local charities to benefit from up to 50 percent of the funds raised in their stores.

Equipping the Troops Anytime Fitness is providing a platform for veterans to become entrepreneurs by partnering with Tee it Up for the Troops. This initiative is aimed at helping military

veterans open their own gyms while also providing additional employment opportunities to active duty service members. Tee it Up for the Troops chooses a number of honorably discharged veterans and equips each veteran with a $125,000 grant and a $125,000 loan as initial startup capital to be used for the development of an Anytime Fitness franchise. Their efforts have helped open up over five gyms in the last five years, all owned and operated by military veterans.

How to Get Involved The IFA Foundation has been compiling a national registry to showcase franchise businesses and their charitable programs nationwide. To date, the registry features profiles for over 460 IFA members and showcases the efforts of more than 313,000 volunteers who have donated more than $245 million and 2.3 million hours to non-profit organizations. Franchisees who are members of the IFA and have made noteworthy contributions to their community are encouraged to submit their efforts and share their stories on the Franchising Gives Back blog.

Steve Romaniello, CFE, is managing director of Roark Capital Group, founding sponsor of Franchising Gives Back. franchisinggivesback.org

Save the Date! 4th Annual Franchising Gives Back Celebration & Awards Dinner Tuesday, Sept. 4, 2018 at 7 p.m. JW Marriott, Washington, D.C. For more information on tickets and sponsorships, visit franchisinggivesback.org

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FRANCHISEE IN ACTION: Christine Matthews, Franchise Owner, 9Round

How My Military Experience Helped Me to Become My Own Boss After serving her country for 17 years in the Army National Guard, Army Reserve, and the Army Medical Command, Christine Matthews felt confident in her military career. Franchising USA

However, it was returning to civilian employment that proved to be the real challenge for Matthews, even with a master’s degree in education. “I worked civilian jobs on an off in between military training and two oversees deployments,” said Matthews. “But, having a civilian career was not easy since I didn’t know when my unit would be called up again to deploy. Also, not having much experience in my career field made it

difficult to get employment when returning from oversees.” Matthews eventually moved to Colorado in 2014 and started a job in education. Even though working in education was fulfilling in many ways, Matthews felt there was something missing. So, she decided to research her interests more closely to discover her true passion. Ultimately, her search led her to 9Round. “Kickboxing has been part of my life for

“Like many other military members, I knew I loved serving others, but was unsure how to transfer that skill and energy into an interesting, civilian career.” - Christine Matthews

Christine Matthews

9Round allows me to combine my passion for physical fitness and helping others into a business I love. It’s the perfect fit.” Matthews now owns two 9Round locations in the Denver area and leads a team of nine employees. She is confident the values and experience she gained from her military service, combined with 9Round’s strategic business model, have been key factors in the success of her growing business. With her own franchise locations, Matthews is able to incorporate key military training into her career through impactful decision making, organization, efficiency, human resource skills and everyday discipline.

14 years and has helped me cope with the demands of my military and civilian jobs. After trying the 9Round workout, I knew I had found the exercise program I was looking for, so I became a member. Little did I know at the time, 9Round would eventually play a much larger role in my life.” Eventually, Matthews realized that her passion for wellness and healthy living was her true calling, and becoming a 9Round

owner provided a great opportunity for her to live her dream. “Before becoming a 9Round franchisee, I’d been searching to find a fulfilling career outside of the military. Like many other military members, I knew I loved serving others, but was unsure how to transfer that skill and energy into an interesting, civilian career,” said Matthews. “Once I experienced 9Round, I realized I had found something special.

“Every core Army value – leadership, duty, respect, selfless service, honor, integrity, and personal courage – as well as work ethic and lessons learned while in the military, shaped who I am as a person and who I am as 9Round owner,” said Matthews. Matthews believes her time in the military strengthened her confidence, encouraged her to take risks and truly developed her passion to serve others. By owning a 9Round franchise, Matthews is able to make a difference in people’s lives by encouraging positive changes that lead to better, healthier lifestyles.

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FRANCHISEE IN ACTION: Christine Matthews, Franchise Owner, 9Round

“Military members have such a distinctive and specialized skill set, so it’s important to continuously search for opportunities that can be transformed into great success. Oftentimes, franchising provides that kind of an opportunity.” - Christine Matthews “Military members have such a distinctive and specialized skill set, so it’s important to continuously search for opportunities that can be transformed into great success. Oftentimes, franchising provides that kind of an opportunity,” said Matthews. “Passion, strong work ethic, dedication and the power to make influential decisions are all a part of owning a franchise. With 9Round, I go home every day knowing I was able to impact someone’s life whether it be through stress relief, improving personal health goals or helping them push past their comfort zone.” Matthews encourages active military members and veterans who feel unfulfilled in their civilian life to explore the opportunity of franchising. She believes owning a business reinforces one’s military skills and training, and when applied in the right opportunity, can lead to financial success, life satisfaction and overall happiness.

Franchising USA

Matthews’ advice for veterans looking to enter franchising: 1) Thoroughly research the company and brand before investing. Depending on the time commitment and investment for the franchise, this may be the biggest decision you’ve ever made. 2) Ask yourself if this brand is something that’s aligned with you and your vision, and whether you believe in the product or service. This is crucial to your happiness and commitment to the company. 3) Remember your “Why.” The reasons you became an entrepreneur and franchise owner will be your driving motivation through tough times. 4) Put your employees first. Always. A strong team and culture can determine whether a business will succeed or not. This can be accomplished by having a “we” mentality vs. “me” mentality. 5) Treat mistakes as learning opportunities. If we get down on

ourselves or our employees for making mistakes, business ownership can be a long, hard road. Learning and growing from difficult situations is what this journey of life and entrepreneurship is all about. Enjoy the ride! Christine Matthews has been an active military member for 17 years serving in the Army National Guard, Army Reserve, and the Army Medical Command. After struggling to find her passion in civilian employment, Matthews began searching for a career that complemented her experience, specialized skill-set and interests. She soon discovered 9Round, a kickboxing franchise with over 700 locations, where she found happiness in helping others better their lives and being her own boss. Matthews is now the owner of two successful 9Round locations and hopes to share her advice with other military members struggling to find their place in civilian employment. www.9round.com/fitness-franchises

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V e t er ans in Fr anch ising

profile: JDog Junk Removal & Hauling

“Recognition and appreciation are more likely to facilitate the generation of intrinsic rewards, which will lead to greater employee engagement.”

An American-Owned, Veter Operated Franchise Busine

Built on Jun “JDog’s vision is to empower Veterans through business ownership, creating financial and career opportunities that enable them to serve their local communities and realize their life goals.”

They say if you do something you love, you’ll never work another day in your life. I’m here to tell you, they couldn’t be more right. When I started JDog Junk Removal &

Hauling in 2011, I didn’t set out to create a U.S. Military Veteran brand, and I

definitely had no idea what a positive force the business could become in the lives of Veterans.

Originally, it was a way for my wife and me to make some extra money on the

weekends. Over time it became something much bigger—a way for me to inspire and motivate my fellow Veterans. It became my life’s mission.

Franchising USA

The Veteran difference JDog is a mission-driven company. Our team is focused on empowering Veterans and giving them business opportunities and a familiar culture in which they can thrive in the civilian world. We are the only franchise system that requires franchisees be military Veterans or Veteran family members. The military breeds hard workers and promotes familiar values like respect, integrity, and trust—values that are woven into the very fabric of the JDog brand. People who have served in the military understand the importance of punctuality and properly groomed appearance, and this sets them apart as business owners and employees. JDog’s experience is that customers value

these attributes and will always choose a Veteran business for a service when they have the option. It’s a win-win. More franchise organizations should consider specialized programs for Veterans because of these considerations. Most Veterans still say “Yes, Sir” or “No, Ma’am” because it’s been ingrained in them as a sign of respect. We extend that respect to the homes and businesses we’re working in and even to the items we’re hauling—items that today might be someone’s junk, but in the past were treasured items for the customers we’re serving. In addition to our Veteran franchisee requirement, JDog also hires as many Veterans as possible because we understand the challenges they face. Transitioning from the military to the

“Transitioning from the military to the civilian world is often fraught with obstacles. . . . Working in the JDog franchise system provides a familiar structure for Veterans to once again work with others with whom they have served.”

raness

nk civilian world is often fraught with obstacles. The built-in support system and chain of command of the military is suddenly lost, and the civilian work environment is unfamiliar. Working in the JDog franchise system provides a familiar structure for Veterans to once again work with others with whom they have served. The resulting camaraderie is inspirational and enables Veterans to work alongside others who understand what they’re going through and can support each other in both personal and professional matters. They rediscover the ethos of brotherhood and sisterhood they experienced in the military and they can flourish once again.

Behind every soldier At JDog Junk Removal & Hauling, we recognize and honor the role a Veteran’s family plays in military service. Military

families are often extremely close and they extend to neighbors, friends, and distant relatives—in effect, a support system that military spouses can lean on. We felt it was essential to replicate that support system within JDog, and so we created JDog Spouses, a group my wife Tracy leads. Whether families are involved in the day-to-day operations of the JDog Junk Removal & Hauling franchise or not, the JDog Spouses organization provides advice, resources, and other help to balance family challenges while growing a JDog Junk Removal & Hauling business. It’s yet another tribute to our military roots and another way we’re promoting the best elements of military life.

A future for Veteran business owners JDog’s vision is to empower Veterans through business ownership, creating

financial and career opportunities that enable them to serve their local communities and realize their life goals. When we started this business seven years ago, we couldn’t have imagined that our humble, two-person operation would transform into a national Americanowned, Veteran-operated organization with 180 active locations serving more than 36.6 million Americans. But it has, and more importantly, we’ve started a movement, creating business and employment opportunities for Veterans and military family members nationwide. Jerry Flanagan is an Army Veteran and entrepreneur. He is the founder and CEO of JDog Junk Removal & Hauling, a national Veteran brand dedicated to empowering Veterans through business ownership. www.jdogjunkremoval.com

Franchising USA

V e t er ans in Fr anch ising

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ex per t advice

Tom Capone, Vice President of Concepta

Making the Right Technology Investment to Keep Your Franchise Competitive

There’s a new saying making the rounds: “Every company is a technology company.”

Technology now touches every aspect of your operations, but there are different levels of integration for every situation. Whether you’re looking to upgrade existing systems or implement entirely new technologies, there are a few particularly

relevant solutions for franchisers in 2018: business intelligence solutions and systems integration. Through technology, you have access to a much more thorough picture of your locations, their customers, and general business activities than was possible even ten years ago. Business intelligence solutions that gather data from various aspects of the franchise help you visualize and understand that picture better. One investment that’s showing powerful results is mobile technology, which can feed your data pipeline for business intelligence. Let’s use the example of a commercial office cleaning franchise. The company implements a new mobile application that allows the sales staff to build instant quotes and get on-the-spot signature approval. This would historically take a week and multiple meetings to put together, but it is now finished in a matter of minutes at the customer’s convenience. Once the client service begins, all the information on contracted work, future follow-up reports, job completion ratings, and more feed into your database from your app. This database feeds your analytics dashboard where you can see trends, opportunities, challenges and more with your process, staff and other constantly moving parts of your business. Technology does more than give you faster, more accurate information. Consumers are looking for ease and speed in their experience with you as well. The customer portal of our sample mobile app allows building managers and office owners to input real-time, urgent needs and communicate with you faster. They can submit trouble tickets or customer service requests via the app by snapping a photo and interacting via a messenger

Franchising USA

“Through technology, you have access to a much more thorough picture of your locations, their customers, and general business activities than was possible even ten years ago.”

with local staff. You might even consider adding a chatbot feature to automate certain questions and requests. Once you have decided on the app solutions you’ll use, it’s time to look at wider systems integration. Chances are you’re running a broad spectrum of custom or plug-and-play technologies to gather information from every department. This year, prioritize functionality and efficiency by integrating all these data sources into one custom platform. A comprehensive approach allows for gaps in data in be filled and gives you the 360 degree, birdseye view you are looking for. This is a major advantage since not all of your data originates with the app. You have other useful sources of information: website metrics, loyalty program statistics, purchase histories, and marketing campaign results. Putting these in context with each other and app data builds a layered, in-depth model of business operations that can be used to identify and solve problems. Franchisees can see daily operations through their app dashboards but need a “big picture” view of operations. Developers use what is called APIs to create “bridges” for data to flow from marketing, sales, or even manufacturing programs through central dashboards. Reporting is as simple as exporting the desired data from the dash. Additionally, sharing data throughout the entire company enables a better customer experience. When all information syncs

back to home office enterprise resource planning (ERP), corporate employees have insight into a client’s full customer history and data profile. For our cleaning company, corporate might see that a client requests additional services before their quarterly meetings. Sales staff have an opportunity to proactively offer seasonal packages that more closely meet the client’s needs. Customized service is a proven way to improve customer satisfaction and loyalty, and it’s accessible data that makes that possible. These improved business insights can be tailored with customized dashboards that highlight company KPIs most relevant to you. Once these are set up, those sales or customer satisfaction KPIs can even be broken by region, by franchise or other characteristics to spot trends and opportunities or potential improvements. Pulling back to look at your technology roadmap, take care to align it with your business goals and overall strategy. Having a clear reason for working through this technology implementation will ensure it results in something that meets your needs. For example, franchisors with lofty growth goals might focus on improved business intelligence reporting to attract potential franchisees. Having the most current region-specific information readily accessible is a strong draw; it tells them that you’re dedicated to making it easier for them to run their business. An insight-driven corporate culture

could be the difference between selling a franchise or losing out to a competitor. Potential investors look for businesses that can prove they have a good grasp on their operation and future goals. Having tools in place to offer targeted business insight demonstrates that kind of domain mastery. It helps you stand out from your competition, putting ambitious regional and national expansion goals within your reach. Digital transformation can be overwhelming, but it doesn’t have to be. Find all the information you need to bring your business intelligence strategy into the modern day in this white paper (http://info.conceptainc.com/how-toimplement-business-intelligence-in-yourcompany), along with detailed guidance for implementing it in your business. Tom Capone is the Vice President of Business Development at Concepta, a software development firm providing tailored web and mobile applications to small-to-medium enterprises. He has 17 years of experience working in the Telecommunication, Software Development, and Mobile Development industries where he excels in business analysis and consulting. conceptainc.com

Tom Capone

Franchising USA

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ex per t advice

Evan Hackel, CEO of Tortal Training

Should or Shouldn’t You Expand Your Franchise Business? your expansion, and all of a sudden, your first location/territory business starts to suffer. Now you’re torn. Should you spend your time rebuilding your original business, or continue focusing on your expansion? There is no good answer, because you expanded before you were ready, and each operation relied on you for success. The key for being ready for growth is running a business that is not dependent on you.

The Ready to Expand Checklist The following are key things that you need.

Whether you are thinking of adding a new location or being awarded a new territory, the idea of growing your business is very enticing.

company - and the more profitable your business entity will be. Furthermore, it is much easier to sell a larger business if there ever comes a time you want to sell.

• Sales and profits at your current locations/territories should be strong. You want to start from a successful foundation. You need the base of your business to be performing at a high level so that you can focus on the expansion.

But that doesn’t mean you should do it. In my years of franchising, I have unfortunately seen many franchisees fail because they were not prepared to expand properly. On the other hand, I have seen much wealth built by growth.

Your current success is not a good indicator of whether you are ready to expand or not. I know this sounds nonsensical, but it is much easier being successful small than it is large. The fact is, there is only one of you, and if you are going to expand your business you need to be an effective leader and business manager.

• You need a great staff at your current locations/territories. You need people who are capable, experienced, and trained to keep things humming there. You can’t be in two places at once, as they old expression says, so you need excellent employees in your first location. You need to make sure that your compensation packages are strong enough that you will keep this successful team. As you are growing, losing key personnel from your current business can be devastating.

The economics of growing your business are significant. The larger your business is, the more you can spread management costs and overhead throughout the entire

Here’s the classic story. You are doing really well in your first location/territory, so you open a second location/territory. Your time and attention are focused on

• Follow the franchise systems rigorously. Strong operational procedures are key for growth. You can sometimes get by without them when

Franchising USA

Plan Your Expansion Carefully

you’re small and you’re running the show but when you grow, people really need to be following the system. So your current business needs to be running by the franchise systems so that it will operate successfully without you being there. • You need a strong manager in the area that you’re expanding to someone who can shoulder a good part of the work in getting things up and running. This explains why many smart franchise owners “borrow” or transfer a strong employee from their first locations and put them to work in the new. This provides you with assurances of the quality of the people you’re starting with. Of course, you need to be able to train and develop talent to replace the people that you are transferring. In growth-minded companies, you’re always hiring with the idea that the people you are hiring are capable of doing jobs at a level or two above them. That is how you can grow the team. • Remain realistic and pragmatic. Yes,

opening a new location is exciting. But don’t let good emotions lead to bad business decisions. Understand the market, spend some time in the market, create detailed financial projections. Be patient enough if you’re expanding to find the right location.

“In growth-minded companies, you’re always hiring with the idea that the people you are hiring are capable of doing jobs at a level or two above them. That is how you can grow the team.”

Ready, Set . . . Expand! If you take the steps in this article, your excitement about opening a new location/ territory will be justified. You are much more likely to succeed! Of course, once you successfully complete one expansion, you’ll be looking for your next. The good news? Of course, after one successful expansion the next one becomes much easier. Evan Hackel 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. To learn more about Ingage Consulting and Evan’s book Ingaging Leadership, visit Ingage. net. Follow @ehackel.

Evan Hackel

Franchising USA

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Logos

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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.

It also might be the smartest business move you’ve ever made.

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

brumby’s bakery Brumby’s is one of Australia’s most iconic bakeries. With a history of baking fresh bread every day since 1975, it has fostered a loyal legion of customers who buy more than 10.5 million loaves each year, featuring more than 200 stores across Australia, New Zealand and Papua New Guinea. Brumby’s Bakery is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Brumby’s Bakery. Area Developers or Country Master Franchise

Business Finance Depot

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

Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Brumby’s Bakery is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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

CAFÉ2U

Master Franchise Partners receive the benefits of being

Cafe2U is a van based franchise, delivering the highest quality espresso based beverages to non-traditional locations; being anywhere that a consumer would not expect to access a high-quality espresso based coffee. Since the first van launched in Sydney, Australia in 2000, the brand now boasts more than 250 franchises worldwide, including over 100 across the UK, New Zealand and South Africa. Cafe2U is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Cafe2U. Area Developers or Country

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

supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Cafe2U is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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

Franchising USA

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fr anch ise & serv ices di r ecto ry

Crust Gourmet Pizza Since its inception in 2001, Crust Gourmet Pizza Bar has grown to over 160 stores in Australia and has expanded into Singapore and is soon opening in the United Kingdom. Crust Gourmet Pizza is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Crust Gourmet Pizza.

• Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support.

Area Developers or Country Master Franchise Partners receive the benefits of being supported by an established Franchisor:

Crust Gourmet Pizza is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

donut king

receive the benefits of being supported by an established Franchisor:

The first Donut King store opened in Sydney Australia in 1981 and has since evolved into a network of close to 300 stores throughout Australia, New Zealand, Papua New Guinea, and will be opening in Sweden and the United Kingdom in 2018. Donut King lives by a ‘Make it Fun’ brand mantra, with seriously delicious treats available at vibrant stores served by energetic and engaging staff.

• Full training of the brand system

Donut King is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Donut King.

Area Developers or Country Master Franchise Partners

Email: rfginternational@rfg.com.au

G-FORCE™ Franchise Group LLC

trucks and service trailers, state-of-the-art equipment and military-influenced logo and uniforms, G-FORCE™ has built its brand around today’s Veteran and stands as one of only two Veteran-focused franchise brands and the only one of its kind awarding franchises exclusively to Veterans.

Founded in 2017 and franchising since 2018, G-FORCE™ prides itself as the go-to resource for all things line striping and pavement marking – New Layout, Re-Stripe, ADA Compliance, Stencil Markings, Warehouse Flooring, Parking Structure Markings, Outdoor Basketball Courts, Athletic Field Markings and more. With attention-grabbing, distinctive camouflage

gloria jeans Since first entering the Australian market in 1996, Gloria Jean’s Coffees is now a global success story, serving guests in close to 900 coffee houses in over 50 territories worldwide.

Contact: Jack Child Phone: 844-464-3672 Email: info@GoGForce.com Website: www.GoGForce.com

Coffees. Area Developers or Country Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system

The flexibility of our coffee house design means that all formats can be adapted to a broad range of locations and localised to suit individual markets. General store format options include:

• Ongoing support via a Market Development Manager

• Kiosk • Small coffee house • Large coffee house • Drive thru

• Product innovation via our dedicated team of food experts

Gloria Jean’s Coffees is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Gloria Jean’s

Gloria Jean’s Coffee is seeking Area Developers or Country Master Franchise Partners for the USA.

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.

Franchising USA

• Full training of the brand system

• Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Supply chain and procurement support.

Email: rfginternational@rfg.com.au

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 With over 250 franchises across the country, HealthSource is the nation’s largest chiropractic and holistic care provider. Our unique business model, which combines four multibillion dollar industries: chiropractic, physical therapy, massage, diet & nutrition, is poised for explosive growth as more and more Americans seek out natural solutions for pain, sports performance, and overall wellness. To keep up with the customer demand, HealthSource now offers multi-unit franchise options in key markets across the country. Our goal is to have 3-400 multi-unit owners within five years. In addition, in 2018 we started accepting International Master License applications, for select countries,

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.

International Franchise Professionals Group

as most high-growth US franchises are quickly embraced abroad. In addition to the growth in new franchise units, HealthSource is very proud of the earnings its owners enjoy. After paying payroll, franchise support fees, and rent & utilities, the average HealthSource owner has a growth profit of $206,000. HealthSource owners enjoy a recession-resistant, growing business, terrific profit figures, and knowing they are helping their communities lead happy, healthy lives. Contact: Wes Sattler (Director of Franchise Development) Phone: 440-934-5858 Email: wsattler@healthsourcechiro.com Website: www.hsfranchising.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

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.

LEAKPRO INTERNATIONAL Incorporated

A commitment to Service Excellence and a willingness to learn are required. The ability to deal with people in a friendly, professional and courteous manner combined with the determination to succeed could put you on the road to financial freedom.

LEAKPRO is a unique Mobile business serving new and used car and truck dealerships, body shops, fleets and RV Dealers detecting and repairing Automotive Water Leaks, Air Leaks, Wind-Noises, sunroof and convertible issues. The system itself, besides using ultrasound technology combined with the latest proprietary tools and products has a unique trademark, decor and logo. LEAKPRO offers intensive hand on training, OEM warranty approved products, factory trained technicians and up to a Lifetime warranty. Our training not only teaches leak repair, but day-today business management and sales techniques. Prior Automotive experience is not required but helpful.

It’s a grind Founded in 1994 in Long Beach, California, It’s A Grind’s mission is to provide high-quality signature coffee, espresso beverages and delicious food offerings in a comfortable and locally-focused atmosphere. It’s A Grind has stores in the USA, Middle East and Asia. Sourcing its coffee from around the globe, It’s A Grind then roasts each batch in Southern California, ensuring consistently fresh, smooth and flavorful coffee. It’s A Grind is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including It’s A Grind. Area Developers or Country

With NO effective competition and the high demand for this service - it’s a Winning combination. This Mobile business is a low-overhead, profitable opportunity. To join this MultiAward winning TEAM call 888.532.5349 or visit www.leakpro. com today! Individual, Master and Regional Opportunities exist all throughout the USA. Contact: John R. Allen Founder & President Phone: 905.829.LEAK{5325) 1.888.532.5349 Email :john@leakpro.com Website: www.leakpro.com

Master Franchise Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. It’s A Grind is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

Franchising USA

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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

Michel’s Patisserie Michel’s Patisserie has French inspired cafés across Australia. With a history spanning over 30-years, Michel’s Patisserie is renowned for its delicious specialty cakes, pastries, treats, savouries and exclusive award-winning coffee. Michel’s Patisserie also includes an added cafe menu, including breakfast and light meals. Michel’s Patisserie is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Michel’s Patisserie.

*“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

Partners receive the benefits of being supported by an established Franchisor: • Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Michel’s Patisserie is seeking Area Developers or Country Master Franchise Partners for the USA.

Area Developers or Country Master Franchise

Email rfginternational@rfg.com.au

Our Town America

Our Town America program, while dozens of locally-owned franchises validate the Our Town America concept as a viable business opportunity. Franchisees are neighborhood marketing consultants, showing local business owners how to target their best prospects with enticing offers via direct mail.

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. In the New Mover Marketing industry, we mix proven & perfected methods of direct mail with new technologies.

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. They are the 2018 #1 Advertising & Sales franchise.

Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the

Website: https://www.ourtownamerica.com/ Email: franchising@ourtownamerica.com

PIRTEK USA

only franchise of its kind in the United States. With more than 30 years of experience, PIRTEK is a service-based business focused on reducing downtime by repairing and maintaining hydraulic- and pneumatic-powered machines. PIRTEK offers unmatched service and logistics, an industry-leading sales approach, and a corporate center passionate about its franchisees and customers. As a franchisee, you’ll receive top-notch support every step of the way.

Proven Business Model for Prosperity PIRTEK began in Australia in 1980 and expanded into the United States in 1996. With locations in more than 23 countries and 400+ locations globally—and growing, we are the leading edge in hydraulic hose service. We’re powered by an innovative approach to sales and service with more than 30 years of experience, backed by a corporate team that is passionate about its franchisees and customers. PIRTEK offers unmatched service and logistics and is consistently recognized as a premier franchise.

Our Franchise Ownership process is quick too! There is a 6-step process, and this can usually be completed within 6-12 weeks. For more information, call Lu-Ann Senia to walk you through the steps to owning your own PIRTEK franchise.

PIRTEK is a unique business-to-business franchise that services, maintains, installs and replaces hydraulic hoses and fittings. PIRTEK is the leader in fluid transfer solutions, the

Phone: 321-504-4422 Email: lsenia@pirtekusa.com Contact: Lu-Ann Senia

Pizza capers

established Franchisor:

Pizza Capers was launched in 1996 and has outlets across Australia and have recently launched in India. Pizza Capers has successfully created a new segment in the take-away / dine-in pizza category for high quality, everyday gourmet pizza. Pizza Capers is owned by Retail Food Group, a global food and beverage company headquartered in Australia with over 2400 outlets across over 80 territories worldwide and nine brand systems, including Pizza Capers. Area Developers or Country Master Franchise Partners receive the benefits of being supported by an

Franchising USA

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.

• Full training of the brand system • Ongoing support via a Market Development Manager • Marketing and Communications support including brand assets, promotional campaigns, point of sale material, website, public relations support and more • Product innovation via our dedicated team of food experts • Supply chain and procurement support. Pizza Capers is seeking Area Developers or Country Master Franchise Partners for the USA. Email rfginternational@rfg.com.au

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.

Restoration1® Restoration1® is the fastest growing restoration franchise in the emergency restoration industry for mold, water, fire and smoke damage, handling jobs of all sizes across the nation for residential and commercial property’s. Our business is based on local and regional relationships with insurance adjusters, building inspectors, subcontractors and policy holders. It is always in high demand and not affected by economic trends because it is based on necessity, not discretionary spending. Our model is a powerful opportunity for the right

scooter’s coffee

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

candidates, as it involves no inventory, no brickand-mortar location and high-volume growth that continues through almost any economic climate. Our ethics, professionalism, quality and availability are carried out at each of our franchise locations. Our team is committed to giving franchisees the support system they need to succeed in these same areas. Restoration 1 Franchisees can reach full potential with our superior training, technical support and in-territory support. Contact: Gina Roberson Phone: 800-993-0803 Email: gina@restoration1.com Website: www.restoration1.com

Founded in 1998, Scooter’s Coffee roasts the finest coffee beans in the world at its headquarters in Omaha, Nebraska. In two decades of business, Scooter’s Coffee’s success is simple: stay committed to the original business principles and company core values.

employees is: “Amazing People, Amazing Drinks... Amazingly Fast!”™ It reflects a commitment to providing an unforgettable experience to loyal and new customers. Scooter’s Coffee is quickly approaching 200 locations in 16 states and has 135 franchise commitments to build new stores. Franchise opportunities are available.

A partnership with the Arbor Day Foundation to source shade-grown coffee to protect the rainforests reaffirms its commitment to contribute to a “chain of good”. The company’s Brand Promise, recited to franchisees, customers and

Phone: (402) 934-7284 Website: https://franchising.scooterscoffee.com Email: Kelly.crummer@scooterscoffee.com Contact: Kelly Crummer- Franchise Development Manager

SUBWAY®

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.

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

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

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

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

Franchising USA

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The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth. All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’. Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

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.

The UPS Store

www.interfacefinancial.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

The UPS Store, Inc. is the world’s largest franchisor of retail shipping, postal, printing and business service centers. The UPS Store comprises more than 5,000 independently owned locations across North America providing convenient and valueadded business services to small business owners, entrepreneurs and consumers.

minorities, women, veterans, and retirees. Best of all, we have numerous franchise opportunities available throughout the country, from traditional stand-alone locations to smaller footprint centers inside of other locations including hotels, convention centers, pharmacies and more. Take a look at the currently available franchise opportunities and contact us for more details.

With nearly 40 years of franchising experience, we’ve been able to offer thousands of people the opportunity to become their own boss, everyone from entrepreneurs to corporate executives, including

Phone: (877) 623-7253, Monday - Friday 7 a.m. to 5 p.m. PST Website: www.theupsstorefranchise.com Contact: www.theupsstorefranchise.com/contact

verlo mattress

Verlo offers a one-of-a-kind Comfort Adjustment service, in which guests are able to have the firmness or softness of their mattress altered for free within a period of time. This gives the consumer peace of mind that they will not be stuck with a mattress that no longer addresses their sleep comfort needs.

Verlo has a mattress shopping experience unlike any other – an elevated customer experience that was designed to make shopping as comfortable as the mattresses – with the goal of having guests feel a sense of “ahhh” when in a Verlo store. As a vertically integrated company, our mattresses are built on-site, sold at consumer-direct prices and serviced locally with a Lifetime Comfort Guarantee. This model uniquely positions Verlo to benefit from several key retail trends, such as Shop Local, Made in America, and Handmade Products.

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

• 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.

Company Name: FWR, LLC d/b/a Verlo Mattress Phone: 414/585-8900 Website: www.verlo.com/franchise Email: franchisedevelopment@verlo.com Contact: Kathy Thornton-Bias

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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