Franchising USA October 2021 by CGB Publishing

Franchising usa $5.95 www.franchisingmagazineusa.com

The magazine for franchisees

VOL 09, ISSUE 11, oct 2021

VFPnext’s Customizable CRM Solutions

Perfect for Franchise Management Is It Time to Break Out of

Your Franchising “Comfort Zone” and Try Something New?

time to level up Workforce GPSA Roadmap to Filling Your Team LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

NOBODY GETS TO THE TOP BY ACCIDENT! We advise many of the top franchise owners in the world. You can get acces to the very same resources that build their empires at no cost!

Contact George Knauf to Start Building Your Empire TODAY! www.MyPerfectFranchise.com

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FRANCHISING USA VOLUME 9, ISSUE 11, 2021 president: Colin Bradbury. colin@cgbpublishing.com

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f r o m t he p u bl i s he r & e d i t or

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

editor: Ingrid Nelson. editor@cgbpublishing.com

advertising: vikki@cgbpublishing.com jasonb@cgbpublishing.com

Editorial team: Michelle Quinn Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: VFPnext

CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Editorial: 778 426 2446 www.franchisingmagazineusa.com Proud member of the IFA:

Welcome to our October issue of Franchising USA. In this exciting issue we are delighted to welcome VFPnext to the cover. Turn to page 10 to discover how this Texas-based business technology company is helping franchises with their comprehensive customer relations software. VFPnext has a highly customizable CRM and marketing solution that makes it easy for both franchisors and franchisees to manage their organizations. Our special feature this month is on Women in Franchise. We shine the spotlight on some incredible women who are shattering the glass ceiling and proving the sky is the limit when it comes to business opportunities for women in the franchisee industry. One of the countries most respected franchise coaches Rick Bisio from FranChoice talks about the continued growth of women-owned businesses over the past few decades and the plethora of opportunities available for women in the franchise industry. As always, our experts are here to offer their unique insights into the franchising industry. Turn to page 14 to read George Knauf’s take on how you can take your business the next level by stepping out of your comfort zone. Plus, Chris Conner shares why 2021 might be the year to franchise your business (34). We also catch up with Lucas Frey to discover what it takes to go from franchisee to professional executive (36). In our Veterans feature on page 45, we introduce you to national facility management and commercial cleaning provider, OpenWorks. This innovative franchise business has put the tools and resources in place to help veterans take the skills they’ve learned while serving to launch successful entrepreneurial ventures. Plus, on page 54 Frios Gourmet Pops franchisee Joe Birkhead shares how he and his wife have swapped a life in the military for a fun, family-run business. As always, we have plenty more expert advice, industry news, and our regular franchise and services listings.

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

Enjoy the read! Vikki Bradbury & Ingrid Nelson Franchising USA

“I never dreamed about success, I worked for it.” ~ Estee Lauder.

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

Franchising U S A $5.95 www.fran

chisingusamag

THE MA GAZI

NE FOR FRANCH I

SEES

VOL 09, ISSU

azine.com

E 11, OCT 202

VFPnext’s Customizab CRM Solutiole ns PERFECT

FOR MANAGEMENTFRANCHISE IS IT TIME TO

BREA

K OUT OF YOUR FRANCH ISING “COMFORT ZO NE” AND TRY SOMETH ING

NEW?

TIME TO LEVEL UP WORKFORCE GPS-

A ROADMAP TO FILLING YOUR TEAM LAT EST NEW S

FIN AN CIA

L ADV ICE FRO M THE BAN KS

TOP LAW YER S’

ADV ICE

On the Cover 10 cover story:

VFP Next’s Customizable CRM solutions

14 Time to Level Up 16 Workforce GPS –

A Roadmap to Filling Your Team 40 Is It Time to Break Out of Your

Franchising Comfort Zone?

In Every Issue 6 Franchising News

Announcements from the Industry

21 Franchsing Feature:

Women in Franchising

45 Veterans Supplement

News and Information for Veterans in Franchising

59 A-Z Franchise and

Services Directory

Ask the Expert 40 Evan Hackel - Is It Time to Break Out of Our Franchising Comfort Zone? Franchising USA

october 2021 Expert Advice 12 Use PR to Position Your Franchise for Acquisition

Heather Ripley | Founder and CEO | Ripley PR

14 Time to Level Up

George Knauf | Senior Franchise Business Advisor | FranChoice

16 Workforce GPS – A Roadmap to Filling Your Team

Gary Norris | CEO | Norris Ventures

34 Why 2021 Might be the Year to Franchise Your Business

Chris Conner | President | Franchise Marketing Systems

36 Franchisee to Professional Executive: What, Why and How?

Lucas Frey | CEO | Bella Vista Executive Advisors

42 Build Relationships with Potential Franchisees

Through Nurturing

Bill McPherson | Vice President | AlphaGraphics

FEATURE: Women in Franchising 22 Focus: From the Military to the Beauty Industry –

Terry Michaud’s Career has Come Full Circle

24 Expert Advice: Opportunities Abound For Women

in Franchising

Rick Bisio | Franchise Coach | FranChoice

26 Franchisee in Action: From Zero to 100 – How this Female Entrepreneur Started and Grew Her Business During a Pandemic 28 Profile: Meet Megan Duffy – The Woman Proving the

Junk Removal Business is Not Just for Men

30 Snapshot: How Franchising Helps Me Inspire Future

Women in STEM

32 Focus: A Female Entrepreneur Making Her Mark in a Male-Dominated Industry Franchising USA

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what’s new!

Southern Classic Chicken Stays Ahead of the Trend

Southern Classic Chicken, a Louisiana-based fried chicken franchise, remains a trendsetter in the restaurant industry. While many restaurant chains nationwide are adapting to offpremise dining, with walk-up windows and drive-thru restaurant models, Southern Classic Chicken had these models in place from the start and is the driving force behind their on-going success. “The pandemic only increased the success of our walk-up windows and drive-thru models that served as a safer option for both our employees and customers,” said Nick Binnings, Director of Brand Development for Southern Classic Chicken. “Southern Classic Chicken’s restaurant model serves our customers in a way they wanted to be served as off-premise dining popularity increases.” Southern Classic Chicken continues to thrive and experience increased sales growth on their simple yet effective restaurant model that most chains are taking note it is a main factor to stay afloat. The pandemic has transformed how the restaurant industry operates today and consumers have adapted to these changes and are starting to prefer off-premise dining. Southern Classic Chicken experienced a double digit increase in system-wide sales from offpremise dining in this past year alone. “Southern Classic Chicken provides customers with the same great quality of fried chicken with a quicker and more efficient customer

experience,” added Tom O’Keefe, Managing Director of Southern Classic Chicken. “We look forward to seeing the success of our walk-up windows and drive-thru continue throughout the rest of this year.” Southern Classic Chicken will soon have 17 locations open throughout the South and is targeting cities across Louisiana, Mississippi, Arkansas, and Texas for franchise expansion. For more information, please visit: https:// www.southernclassicchicken.com/franchising.

Paris Baguette to Develop First Canadian Location in Toronto Canada will get its first taste of this famed international bakery cafe franchise in June 2022, with as many as 100 more stores to follow. It’s time to say “bonjour!” to a new lineup of bakery cafes in the north. Canada will get its first Paris Baguette when the internationally beloved bakerycafe opens its flagship location in the heart of downtown Toronto in June 2022. Already a far-flung pastry empire, Paris Baguette has nearly 4,000 bakery cafes scattered around the globe, including locations in Paris, New York, San Francisco, London, Singapore, Seoul and more. The company plans to have as many as 100 franchise locations in Canada

Franchising USA

by 2030, including additional cafes in Toronto, as well as locations in Vancouver, Edmonton, Calgary and Quebec. “It’s taken far too long for this beloved brand to enter Canada,” said Jack Moran, CEO of Paris Baguette Canada. “With a flagship location in Toronto as a starting position, we believe Canadians will quickly realize why the rest of the world is so passionate about Paris Baguette.” With plans to open 100 stores in the next nine years, Canadian franchisees are excited about the prospect of bringing the popular brand to their city. Thanks to its focused menu, small store footprint and leading brand status,

Paris Baguette is an attractive brand for franchising across the world — including during periods of uncertainty like those experienced by restaurants in 2020. For more information about franchising with Paris Baguette Canada, please visit: https://canada. parisbaguettefamily.com/

Bad Ass Coffee of Hawaii Sells 10 New Franchise Locations Bad Ass Coffee of Hawaii, one of the nation’s hottest coffee franchise concepts, continues to deliver on its aggressive franchise growth plan with today’s announcement of four new franchise partners who will open 10 new Bad Ass Coffee of Hawaii cafes near Dallas, Texas; Alexandria, Va., Orange County, Calif. and Rochester, Minn. All four franchisees are currently seeking or finalizing initial locations with projected store openings to begin as early as January 2022. The agreements signed for the Northern Virginia, Southern California and Rochester, Minn. locations are multiunit, multi-year development agreements with Bad Ass Coffee of Hawaii. The new franchise partners include: North Dallas, Northern Virginia, Inland Empire and Rochester. “We’re excited to welcome these new franchisees to our ‘ohana (family) and know that they will all be amazing ambassadors of ‘Aloha Spirit,’” said Scott Snyder, CEO of Bad Ass Coffee of Hawaii. “The addition of these new locations not only validates initial success with our national expansion strategy, but also demonstrates the brand’s appeal and demand away from traditional destination locations.” All of the new franchisees cited Bad Ass Coffee of Hawaii’s leadership team, rejuvenated brand, product quality, commitment to the community and the strong feeling of ‘ohana as deciding factors in their decision to franchise. “We were attracted to the vibe and energy of Bad Ass Coffee of Hawaii along with its true and honest team,” said Richard Lee, who, along with Michelle Lee, will be operating in Northern Virginia. Bad Ass Coffee of Hawaii’s plans to open 150 new locations over the next 5 years. Franchises are available throughout the United States as the brand expands in various markets on the mainland. For more information on franchise opportunities with Bad Ass Coffee of Hawaii, visit www.badasscoffeefranchise.com.

Former Popeyes Executives Acquire Seven Existing Bojangles Restaurants and Develop Additional 11 in Western Georgia Bojangles, one of the nation’s leading restaurant franchises famous for its chicken and biscuits, announced today the signing of a franchisee agreement with newly formed franchise group Cedartown Chicken, LLC (“Cedartown”), led by restaurant development industry veteran Greg Vojnovic and a team of former Popeye’s executives. Under the agreement, Cedartown has acquired seven existing Bojangles locations in western Georgia from Robinson Holdings, a former franchisee. In addition to the acquisition of the restaurants, Cedartown has signed an agreement with Bojangles to develop 11 new restaurants in the same area. “We’re thrilled to welcome Cedartown to the Bojangles family,” said Jose Costa, chief growth officer for Bojangles. “This group knows the QSR business, knows chicken and knows development. We look forward to a long and successful partnership with them across Georgia and portions of Alabama, as well as many additional markets.” In 2021 alone, the brand has signed franchisee agreements to open more than 100 stores in target markets. Signed deals this year include an expansion agreement with longtime franchisee Jeff Rigsby to open 45 new stores, including 15 in the new market of Columbus, Ohio, a deal with Chaac Foods Restaurants to open 40 new stores, with 15 in Orlando, Florida, and an agreement with two new franchisees in Dallas and Houston. For more information about development opportunities, Jose Costa, at jcosta@bojangles.com or (704) 940-8752, or visit bojangles.com/franchising.

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what’s new!

Island Fin Poké to Open First Georgia Location Island Fin Poké will serve healthful poké (pronounced “poh-kay”), which is like sushi in a bowl. Guests can choose from responsibly sourced ingredients and create their own customized poké bowl, choosing from over eight proteins, 25 different toppings, glutenfree house-made sauces, and specialty mix-ins. The endless possibilities allow guests to get creative and try something new every visit. The Peachtree City restaurant will also feature indoor and outdoor patio seating, along with third-party delivery and curbside pickup options in the near future.

Island Fin Poke, a fast casual restaurant famous for its Hawaiian style build-your-own poké bowls, is happy to announce the opening of its first Georgia location in Peachtree City. Located at 100 N Peachtree Pkwy., the new restaurant will be

owned by husband-and-wife duo Matt and Toyyah Heller. This is

A former Marine, and recently retired Delta Airlines IT professional, Matt Heller looks forward to bringing Island Fin Poké to Peachtree City, a community that is very friendly to local Delta Airlines employees. For Toyyah Heller, an emergency room nurse and Army National Guard veteran, it was the family-centric culture and high-quality of the brand’s bowl creations that attracted her to Island Fin Poké.

the first Island Fin Poké location the couple intends on opening in

the area, with plans to open additional locations in the near future.

The opening of the brand’s first Georgia location marks a significant milestone in Island Fin Poké’s continued expansion throughout the U.S.

With the restaurant opening slated for mid-September, the new

For more information, visit www.islandfinpoke.com

The Dolly Llama Inks First 3 Franchise Deals with Husband & Wife Operators The dessert concept known for its unique take on waffle cones piled high with unique ice cream flavors and toppings, has recently announced its three franchise deals for Tyler, Texas, Jacksonville, Florida and Bethlehem, Pennsylvania. These franchise deals mark the first for The Dolly Llama, which currently operates three corporate locations across greater Los Angeles, since partnering with DCV Franchise Group in 2019, but pausing for the better part of 2020 due to COVID-19. All three deals will be fuelled by husband and wife duos, keeping with the brand’s family-friendly and mom-and-pop identity. In Tyler, Texas, franchise partners are Trenton and Joy Judson, with their daughter Isabelle as the official taste tester. In Jacksonville, Florida, Josh and Wendy Popkin will open the brick-and-mortar shop located in the seaside town of Ponte Vedra Beach, and Jeff and Liliana Vasquez will be running the Bethlehem, Pennsylvania concept. All three franchisees plan to open in early 2022, and the newest brick & mortar locations will carry the same playful and unique “Instagrammable” style that has helped cement the concept’s popularity in Southern California.

Franchising USA

Founders Eric Shomof and Samuel Baroux, who first opened the concept in 2017, look forward to working with the families to bring the modern and hip dessert shop outside of California. “We’re thrilled to be bringing our hand-crafted and artisanal waffles and desserts across the country, and we have the utmost confidence in these families to pioneer this massive brand milestone,” said co-founder Eric Shomof. “The Dolly Llama was built with family in mind, and we hope to continue this trend of couples starting their very own The Dolly Llama together.” https://www.thedollyllamala.com/

Scenthound Opens First Grooming “Scenter” in Colorado

HUSBAND-AND-WIFE DUO OPENING NEW WATERS EDGE WINERY & BISTRO IN MOORE, OKLAHOMA Scenthound, the brand famous for its wellness-based dog grooming and routine care services, is happy to announce the opening of its first Colorado location. Located at 7529 South University Blvd., the new business will be owned and operated by local husband-and-wife duo, Jim and Christy Boswell. Christy, a seasoned operations professional in the HR consulting industry for over 20 years, looks to set a new standard for routine dog care in the Centennial community and surrounding areas. Working alongside her husband Jim, a professional in the finance industry for over 20 years, with 10 years of franchising experience under his belt, the couple is looking to use their new business to capitalize on the recent nationwide increase in pet ownership. This will be the Boswells first “Scenter” in the area, with plans to open at least two additional locations in the south metro suburbs in the near future. “To say we are excited about opening our new Scenthound location in Centennial is an understatement at best,” said Christy. “The brand’s laser-like focus on promoting the health benefits of routine pet care is something we hope to replicate with our new location. Denver is an area well known for very high levels of dog ownership and dog friendly businesses and we cannot wait to begin contributing to such a lovely community.” The opening of the Centennial location marks a significant milestone for the Scenthound brand as it enters a new territory and continues its national expansion. “Scenthound was first started as a way of offering comprehensive grooming services that cater to all dog breeds,” said Scenthound CEO Tim Vogel. “As we continue to expand nationally and enter new markets, we rely on the proactive efforts of local franchisees such as Christy and Jim to carry on our core mission.” For more information, please call (720) 823-8180 or visit https://www.scenthound.com/

Waters Edge Wineries®, an innovative urban winery franchise system, today announced the sale and relocation of its Oklahoma City winery, which will re-open this fall in Moore, OK under the leadership of new franchise owners Mara and Mike English. Waters Edge Winery & Bistro of Moore will continue to provide an immersive experience rooted in traditional winemaking combined with the popular wine bar concept. “We are so proud of the success achieved at our Oklahoma City location and are excited to see continued growth within the market in a new spot, with fresh new leadership,” said Ken Lineberger, president and CEO of Waters Edge Wineries. Loyal guests of the original Oklahoma City location, Mara and Mike have been wine club members since 2016 and visited the location nearly every weekend. Their passion for winemaking and love for the brand, as well as their entrepreneurial spirit, led to the decision to invest in the franchise themselves. “When we first heard that the previous owner was going into retirement, my husband joked that I no longer would have a place to work as we spent several Sundays here catching up on administrative work for our other businesses while enjoying a glass or two of wine,” said Mara. “However, quickly thereafter, we realized this was an opportunity to expand our business endeavors into an industry we are truly passionate about, and we cannot wait to grow this business within our community.” Waters Edge Winery & Bistro of Moore, OK, is an independently owned and operated franchise location of Waters Edge Wineries, a California-based innovative urban winery system bringing the cultural experience of wine to communities across the country. For more information on Waters Edge Wineries® or for franchising information, contact 909-GOT-WINE, email Sales@WatersEdgeWineries.com. or visit WatersEdgeWineries.com

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VFPnext

VFPnext’s Customizable CRM Solutions

Perfect for Franchise Management

One Texas-based business technology company wants to whip franchises into shape with their comprehensive customer relations software. Based in Fort Worth, TX, VFPnext builds customer relationship management (CRM) software that also has automated marketing and sales built in. The VFPnext system consists of a digital guest registry, a full CRM to manage the complete customer journey, a sales presentation that is conducted on an iPad, and a new customer orientation system designed to help increase ancillary sales.

Franchising USA

The software is highly customizable and perfect for franchisors who want to better manage their entire franchise system and individual franchisees who want to better manage their customer experience. While the company primarily works with fitness franchises, virtually any type of franchise would benefit from its technology, VFPnext CEO Daron Allen said in a recent interview with Franchising USA. Currently, the company is working with spas, childcare franchises and even furniture retailers in addition to their core of fitness franchise customers. “When we get connected to somebody who has a vision and they want to bring that vision -- through technology -- to life, we are the company to call,” Allen said. A good example of how VFPnext helps

its customers realize their vision is what they were able to do with SoldierFit. Co-founder of the fitness franchise, Dave Posin, needed a complete system to assist his franchisees. After a deep dive with VFPnext, Posin identified why the solution was the right fit for his franchise operations. “The VFPnext team recognized the unique nature of the exciting SOLDIERFIT franchise system. Our network is growing rapidly and offers franchisees a truly different fitness business opportunity. To assist our system, the automation and customization of each communication track is a huge tool. Because our franchisees rely on preset systems and processes, this system allows us to pre-write sales scripts for our sales team to know exactly what to say, when to say it, and how to say it. We have also created hundreds of customized tracks and stages to follow the lead through every step of the sales cycle. We use this as both a sales tool and retention tool. We have customized follow-ups for our members for calls, texts and emails to make sure they are staying motivated and coming in,” Posin stated. Allen relayed another story of how Crunch Franchise co-founder Craig Pepin-Donat came to VFPnext and said he envisioned the Crunch Fitness customer experience as being similar to how Apple handles its in-store customers. “My vision for the Crunch sales process was to create the same experience you would get in an Apple store – simple, professional, and streamlined with a consistent and elevated experience,”

franchisor for doing the training and implementation for each new franchisee location that comes on board,” Allen noted. Training is delivered live via video call. The company also has live Q&A sessions and a comprehensive training video library that franchises can reference. Pepin-Donat said in a statement. “Having a consolidated sales-based software platform has helped us improve operational efficiency and enhance the support we provide to our franchise partners across our network.”

Perfect for franchises What makes VFPnext ideal for franchises is its ability to group franchise locations according to various criteria and then allow the franchisor to pull up a bevy of reports about each of those groups or individual franchise locations to see how well they are doing regionally and in relation to the entire organization. VFPnext founder Mario Bravomalo calls franchises the company’s “sweet spot” because the technology is extremely helpful for franchise management. “We can give permissions to the franchisor who can now see all 300 of their franchisees, but they can see them by group,” Bravomalo gave as an example. “So, there is a group in Florida that owns 27 locations, here’s a group in Texas that has 15, here’s one that only has one location. So, they can look at all their groups together and get an accurate picture of the entire organization or they can look at them by region. They can pull reports in different ways to help the franchisor manage their business and see who is doing what. They can drill down all the way to a single customer.” While the software gives franchisors a helpful overall view of the entire franchise, it also helps to manage individual franchise locations.

Allen likened it to a virtual assistant for franchise owners.

Speed to lead

“VFPnext is like the most amazing digital executive assistant,” he explained. “The franchisee comes in and instead of having an executive assistant live and in-person, it does the same thing. It says: here are the 10 people I’ve emailed for you today. Here are the five text messages that have come in that you need to take a look at and then here are the four people you need to call today. It’s all laid out for them.”

According to a report by the software company Velocify, the quicker a company can reach out to a lead, the better chance it has of making that lead a customer.

Training The entire process of making VFPnext perfect for each franchise customer is to listen to exactly what each franchise requires and then showing them how VFPnext can be configured to meet their precise needs. This process can take a few months as the software company and franchise go back and forth about what exactly the franchisor needs the software to accomplish. Once the software is configured correctly, VFPnext trains the franchise employees on how to use the software. Even the training is customized for each employee’s job. For example, the managers might be trained on how to use the entire system, but the marketing team will only be trained to use the marketing tools, etc. Each new franchisee that the franchisor brings on board is trained by VFPnext and once everything is set up and running, the training of new franchisees typically only takes a few days. “We take a significant load off the

One aspect of VFPnext that both Allen and Bravomalo are quite proud of is the “hot lead notification” feature.

VFPnext is able to connect to all of a franchise’s lead generating tools, whether those be website forms or on social media. As soon as a lead provides their contact information, VFPnext’s automated system can put that lead in touch with a salesperson in under 60 seconds, greatly increasing the chances of that lead deciding to become a customer. “As soon as the lead comes in, the franchise location gets a phone call and the system immediately connects the sales team to the prospect,” Allen explained. For new and established franchises alike, VFPnext has a highly customizable CRM and marketing solution that makes it easy for both franchisors and franchisees to manage their organizations. “If there is someone -- doesn’t have to be in fitness -- that is starting a franchise or has a franchise and they have a vision of what they want their technology experience to be like,” Allen said, “they should give us a call.” For more information, phone: 877-837-1212 or visit www.getvfpnext.com

Franchising USA

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“While the company primarily works with fitness franchises, virtually any type of franchise would benefit from its technology.”

ex per t advice

Heather Ripley | Founder and CEO | Ripley PR

Use PR to Position your Franchise for Acquisition

Heather Ripley

Creating maximum value for your franchise brand is especially important when you are considering selling. The problem is, most franchise brands have very little experience amplifying their franchise’s worth in a short period of time, with the express intention of exiting.

is experienced in this very specific PR tactic. It takes a very targeted approach that focuses on the end result - an acquisition.

This is when you need an experienced public relations partner with a successful franchise acquisition portfolio. Not every PR agency specializing in franchise brands

Why would a franchise brand want to sell or be rolled into another franchise brand?

Franchising USA

“Look for an agency that has helped clients build their brand’s value and were acquired through the efforts of the agency.”

Look for an agency that has helped clients build their brand’s value and were acquired through the efforts of the agency. Having an experienced team who is proficient in getting coverage and attention for a franchise brand is a major plus as well.

There are a number of reasons, but probably the most common reason is retirement. Other reasons could be needing a change of pace, slowing down after an illness, wanting to spend more time with children or family and divorce. A recent success story revolved around the CEO of a home service franchisor who wanted to sell the franchise system and retire within six to 12 months. That’s a tall order, but it’s possible to accomplish with a lot of planning, constant monitoring of PR activities and showing results.

Within seven months, after implementing PR tactics that boosted the franchisor’s revenue, the owner received a great offer and his franchise was acquired by a larger franchise brand.

How to make it happen The best way to increase the value of your franchise in the eyes of investors or other, larger franchise brands, is by being an attractive, well-run, profitable business. Being a popular name in the public’s eye is another way your brand could differentiate itself from the others. But it doesn’t just happen by itself. It takes a lot of work. Even when hiring a PR agency to manage and run your acquisition PR campaign, being laser-focused is essential. Decide how you’d like to increase business in consultation with your PR partner and go for it. The way my team was able to get that client’s franchise brand some visibility from investors was through lead generation and constant PR activities like press releases, working with and pitching to media, getting stories and articles in trade

publications, industry news sections of business publications and on TV news. Another way that investors evaluate a potential acquisition is by spending time on the brand’s social media pages. They look for good relationships with both customers and the brand’s franchisees. Social media is a great indicator of a brand’s health and likeability. By reading what is being said on social channels can influence how a potential buyer sees your company, and can impact the perceived value, too. So, upping your social media game can help sway an investor to consider your brand more seriously. On the other hand, unprofessionally designed and managed social media pages can damage your image. So, be sure to consider your social pages in your overall acquisition campaign. Investors want to buy into a successful and growing business, not one that’s struggling or remaining stagnant. Showing that your leads and conversions have increased is one of the key indicators that prospective buyers are looking for. Adding even more value is getting positive coverage in a variety of media outlets. Buyers not only

“Showing that your leads and conversions have increased is one of the key indicators that prospective buyers are looking for.” want to see good numbers, but they are impressed with a franchise brand that is popular and well-respected by industry standards, not just by the public. Selling your franchise is a big decision, but you can be a success story too. Make a determined effort to push your brand’s value through PR, and you could be fielding offers sooner than you thought. Heather Ripley is founder and CEO of Ripley PR, an elite, global public relations agency specializing in franchising, home service and building trades. Ripley PR has been recognized by Entrepreneur Magazine as a Top Franchise PR Agency three years in a row and was named to Forbes’ America’s Best PR Agencies for 2021. She is the author of NEXT LEVEL NOW: PR Secrets to Drive Explosive Growth for your Home Service Business. For additional information, visit www.ripleypr.com

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ex per t advice

Page 13

ex per t advice

George Knauf | Senior Franchise Business Advisor | FranChoice

Time To Level Up! Have you been sitting in a comfort zone over the past couple years? It is time to grow again, whatever that means to you. Are you in corporate America, trading time for income? Are you a road warrior spending time with your clients as your children and spouse go through major life milestones without you? Or are you a business owner that has settled into the businesses you had until things calm down? Are you a business owner with a great business that should be a National Franchise brand? Are you a single brand franchisor that should be a multi-brand franchisor? I don’t feel there are many bad times to level up, but now is definitely a very good time to do exactly that! As I say often, times of turmoil are the very times you find the greatest opportunity for growth. If you sit in your

Franchising USA

comfort zone with all of this opportunity floating around you then you are squandering the benefits the universe has delivered to you. You need to reach out, capture them and keep growing. Let’s face it, most of the world put their life on hold over the past couple years because they couldn’t figure out exactly what would happen tomorrow. Who ever really knows what will happen tomorrow anyway? What I do know is that if you take control of what happens tomorrow and the next day and the day after that, you will spend less time waiting and missing opportunities. Growth often compounds, what you add to the mix today enables or funds the changes you will make next week, next month and next year. How many years or decades behind are those that have put life on hold for the last two years?

Comfort zones are detrimental to, well, everything! I don’t care if it is business or personal relationships. If you get stuck in a comfort zone and are reluctant to leave it then your comfort zone will eventually be the downfall of whatever it was built around.

Just last month I started working with a very senior level executive out of corporate America. He was recently downsized after adding millions upon millions in new sales to their brands. He is a very skilled operator with a great personality and a skillset that any company would kill for. He was comfortable and then he was downsized. This story is as old at time. Most people that get downsized never see it coming. They feel that their hard work, time at the office away from family and their sacrifice for the company is in trade for job security. Corporate America offers no real security for anyone from the CEO on down. Same thing for those of us business owners. When we get into a comfort zone our competitors have the opportunity to run circles around us and grow their businesses which could take sales from ours. We need to be constantly looking for new ways to grow our business, find new customers, develop new revenue streams and better develop our teams.

Franchisors with National brands, congratulations… What’s next? The franchisor world is changing in the sense that we are seeing more and more multi-brand franchise groups. There is a lot of wisdom behind these, from shared resources to cross marketing and even

“Who ever really knows what will happen tomorrow anyway? What I do know is that if you take control of what happens tomorrow and the next day and the day after that, you will spend less time waiting and missing opportunities.”

opportunities to leverage the franchisee talent you have into growth for both you and them. There is a lot of money in the market to support that growth and you are missing the benefits for both you and your franchisees if you are not starting to build that way. Everything around us is constantly changing, if you are sitting in a comfort zone then you are getting left behind. Yes, the Sun goes down every day then it comes back up the next. That part is a constant. We can hold that routine, but the weather and days events around that constant are always different. What are your constants? Those may be things like your desire for family, passions, beliefs and businesses. Both in and around those constants you will have change and opportunities to level up in every category. Some of those constants even change whether we want them to or not, they are hardly constant.

George Knauf

Leveling up is not just about moving your business forward, but more about moving your whole life forward. I focus on levelling up in business with my candidates in franchise empire-building conversations. Inevitably even those business conversations spread into lifestyle, family and legacy. Is it best if your work is your lifestyle or supports your lifestyle? When your work supports your lifestyle it frees you up to hire people to replace you as your business makes you money. With the change of your work supporting your lifestyle, how could you level up your relationships, your passions, your beliefs and your legacy? What is your success story? Let’s go find it!

“We need to be constantly looking for new ways to grow our business, find new customers, develop new revenue streams and better develop our teams.”

George Knauf is a highly sought after, trusted advisor to many of the top franchise ownership groups in the world. With over 25 years of experience in both start-up and mature business franchise operations he is uniquely qualified to advise individuals that have dreamed of Building their own empires. Whether you have an existing portfolio or searching for your first franchise, he can help you to pursue your dreams. Contact the Franchising USA Expert, George’s Hotline: 703-424-2980. www.MyPerfectFranchise.com

Franchising USA

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Gary Norris | CEO | Norris Ventures

Where did all the available workforce go? Doesn’t it seem like just a few weeks ago, people were lined up outside your business to put in an application for employment? Wasn’t it just a few weeks ago that even the most established and tenured workers were suddenly out of a job and seeking employment anywhere it could be found?

Franchising USA

Workforce GPS - A Roadmap to Filling Your Team Then in a flash, the workforce has been depleted and everywhere we look, there are help wanted signs with verbiage like: desperately seeking reliable workers and incentives like: join our team today and receive a $500 signing bonus. Employers are pulling out everything they can think of to attract help. Our clients are experiencing the same thing. National franchises are struggling to attract and keep team members. I have been to many restaurants in the last six months that would be booming with filled tables but instead, dining rooms are closed and drive throughs are barely operational. Businesses allowed to open their dining rooms again can’t because staffing is so low. It is a crushing situation for franchisees and franchisors alike. So, what can be done to stem the tide of locked entrances and help wanted signs leading to diminished revenues?

Now, without further ado, let’s take a look at the secret sauce.

My team and I have been working to answer this very question and in this month’s expert advice article, I will give you our playbook. We have developed a process to build a career culture in your business, attracting career minded team members and retaining these valuable team members for the long term. Our formula also separates transient, temporary candidates from those who possess a sense of loyalty and have a strong work ethic.

3. Career minded individuals will seek out opportunities with businesses that have a growth and expansion strategy. These individuals will avoid “dead end streets” in their career path.

To begin your journey to attracting and retaining career minded team members, there are a few cornerstones that must be put in place and understood before career culture becomes established. These cornerstones are: 1. Any business that offers a unique value proposition to the marketplace, has every opportunity to grow and expand. If the business or franchise owner does not have a growth and expansion mindset, they will attract transient, temporary employees. 2. Growth (vertical) and Expansion (horizontal) will inevitably create the need to develop a career culture and attract career minded individuals.

4. When businesses with a growth and expansion mindset intersect with career minded individuals, the result is unified momentum in one direction - in other words, a seamless and concerted success.

“If you don’t know where your business is going or your desired destination prior to a job fair, it will be in your best interest to settle this before engaging with qualified and motivated candidates.”

Gary Norris

Let’s look a bit closer at each cornerstone. 1. You, the employer, must have a growth mindset. There is no destination on a dead-end street and backing up into oncoming traffic is never safe or enjoyable. The only way to attract great talent is to have your sights set on growth (vertical) and expansion (horizontal). IF you have no intention of growth and expansion, then you will only ever attract what we have dubbed, transient-temporary employees. These are the types of employees who are simply looking to bridge the gap between being unemployed and the next big break, or increase in hourly rate, or job title, etc. The only way to “attract, acquire, and advance” staff is to give them a place to grow. If you aren’t interested in growing, then establishing a career culture is not the solution for you.

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Gary Norris | CEO | Norris Ventures footprint, what will you offer highly qualified and motivated candidates as incentives to choose your business as part of their career path? How far down the career path are you able to carry them? • If you are interested in growing beyond your current footprint, what is the career path your business can offer a highly qualified and motivated candidate? To attract talented team members, you must have a place for them to cultivate their potential and build their future. 2. You must have a thorough training program. This means the development of a step-by-step “university” type training leading each successful candidate to become a successful and advancing member of your team - and this doesn’t have to be daunting or intimidating for you to adopt into your training regimen - it just needs to be purposed and thorough. Franchisors sometimes offer this type of staff training in written form as part of your support. If it is not available, then creating your own training university is imperative. That being said, it is more than a Word doc of some basic instructions and things you expect. This is a training program that lets the new recruit know that you are investing in their future. That you expect them to stay with you and grow with you. Great training programs (these could be a classroom, online video, or digital document delivery) should include the following sections: • Orientation (welcome, company history, why you matter to us, our vision for your future) • Introduction to Leadership Chain (who is leading the company and their roles) • Introduction to their Position (job description, hours, importance of role in the company)

& Company Policies (what you expect each day, a Employee Policy Handbook may be reviewed here) • Safety (policies on safety) • Paths to Advancement (how to advance their career and income with your company) • Our Commitment to You (your role in their success) • Hands-On Training (what you will use to reinforce the digital training, ensuring that employees can actually do the tasks they are assigned) • Video Library (training videos that can even be made on high-quality phone cameras that demonstrate specific portions of the job) • Final Exam (digital and hands-on) When asked to create this for clients, we build an online “e-learning” environment in which new team members can learn at their own pace, test in the training elements, and graduate the university with a certification or diploma. 3. You must understand the trajectory of your business’s evolution. If you don’t know where your business is going or your desired destination prior to a job fair, it will be in your best interest to settle this before engaging with qualified and motivated candidates. To thoroughly understand your business direction and destination, a few questions must be answered:

• Daily Operations (opening and closing procedures in detail)

• Are you determined to grow beyond your current footprint, or do you just want to make it to the end of the quarter?

• Standard Performance Expectations

• If you are only interested in a single

Franchising USA

• Are you prepared to invest in the training, grooming, and cultivation of this candidate to replicate your successful business model? • Beyond experience, what can your business offer this candidate to equip them for their future and enrich their lives? Thoroughly answering these questions will prepare you for a successful engagement in the coming weeks and months as you seek to fill your staff with loyal and committed team members. To help you, Norris Ventures offers a free HR Resource Kit. If you would like a digital copy, email the support team at Info@NorrisVentures.com and request the HR Resource. Support will gladly share it with you. Gary began his entrepreneurial journey at the age of 21. In 2013, he created and launched a financial platform to benefit healthcare patients without insurance. In 2015, this system was recognized as the runner up in the Edison Project. As a result, Gary was presented with many opportunities to teach groups and mentor individual entrepreneurs. From that continued momentum, Norris Ventures was born. In 2018, Gary made Norris Ventures his primary focus and was able to devote 100% of his time to helping businesses and franchisors grow and reach their potential, which for him, is living his dream. Gary’s 1st book, “Dirt Road Doctorate” can be found at Amazon Books. His other passions include playing his guitar and working on his 13-acre farm. Learn more about Gary and Norris Ventures at www.NorrisVentures.com

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VFPnext

VFPnext’s CUSTOMIZABLE CRM SOLUTIONS

“While the company primarily works with fitness franchises, virtually any type of franchise would benefit from its technology.”

PERFECT FOR FRANCHISE MANAGEMENT

Franchising USA

The software is highly customizable and perfect for franchisors who want to better manage their entire franchise system and individual franchisees who want to better manage their customer experience. While the company primarily works with fitness franchises, virtually any type of franchise would benefit from its technology, VFPnext CEO Daron Allen said in a recent interview with Franchising USA. Currently, the company is working with spas, childcare franchises and even furniture retailers in addition to their core of fitness franchise customers. “When we get connected to somebody who has a vision and they want to bring that vision -- through technology -- to life, we are the company to call,” Allen said. A good example of how VFPnext helps

its customers realize their vision is what they were able to do with SOLDIERFIT. Co-founder of the fitness franchise, Dave Posin, needed a complete system to assist his franchisees. After a deep dive with VFPnext, Posin identified why the solution was the right fit for his franchise operations. “The VFPnext team recognized the unique nature of the exciting SOLDIERFIT franchise system. Our network is growing rapidly and offers franchisees a truly different fitness business opportunity. To assist our system, the automation and customization of each communication track is a huge tool. Because our franchisees rely on preset systems and processes, this system allows us to pre-write sales scripts for our sales team to know exactly what to say, when to say it, and how to say it. We have also created hundreds of customized tracks and stages to follow the lead through every step of the sales cycle. We use this as both a sales tool and retention tool. We have customized follow-ups for our members for calls, texts and emails to make sure they are staying motivated and coming in,” Posin stated. Allen relayed another story of how Crunch Franchise co-founder Craig Pepin-Donat came to VFPnext and said he envisioned the Crunch Fitness customer experience as being similar to how Apple handles its in-store customers. “My vision for the Crunch sales process was to create the same experience you would get in an Apple store – simple, professional, and streamlined with a consistent and elevated experience,”

Pepin-Donat said in a statement. “Having a consolidated sales-based software platform has helped us improve operational efﬁciency and enhance the support we provide to our franchise partners across our network.”

Allen likened it to a virtual assistant for franchise owners.

Speed to lead

“VFPnext is like the most amazing digital executive assistant,” he explained. “The franchisee comes in and instead of having an executive assistant live and in-person, it does the same thing. It says: here are the 10 people I’ve emailed for you today. Here are the ﬁve text messages that have come in that you need to take a look at and then here are the four people you need to call today. It’s all laid out for them.”

According to a report by the software company Velocify, the quicker a company can reach out to a lead, the better chance it has of making that lead a customer.

One aspect of VFPnext that both Allen and Bravomalo are quite proud of is the “hot lead notiﬁcation” feature.

Franchising USA $5.95 www.franchisingusamagazine.com

VFPnext is able to connect to all of a franchise’s lead generating tools, whether those be website forms or on social

Training T H E M A G A Z I N E F O Rmedia. F RAsAsoon N CasHa lead I S provides E E S their The entire process of making VFPnext perfect for each franchise customer is to listen to exactly what each franchise requires and then showing them how VFPnext can be conﬁgured to meet their precise needs.

contact information, VFPnext’s automated system can put that lead in touch with a salesperson in under 60 seconds, greatly increasing the chances of that lead deciding to become a customer.

VOL 09, ISSUE 11, OCT 2021

“As soon as the lead comes in, the franchise location gets a phone call and the system immediately connects the sales team to the prospect,” Allen explained.

VFPnext’s Customizable CRM Solutions

This process can take a few months as the software company and franchise go back and forth about what exactly the franchisor needs the software to accomplish. Once the software is conﬁgured correctly, VFPnext trains the franchise employees on how to use the software.

For new and established franchises alike, VFPnext has a highly customizable CRM

and marketing solution that makes it easy PERFECT FOR FRANCHISE for both franchisors and franchisees to MANAGEMENT

Even the training is customized for each employee’s job. For example, the managers might be trained on how to use the entire system, but the marketing team will only be trained to use the marketing tools, etc.

manage their organizations.

“If there is someone -- doesn’t have to be

ﬁtness -- that is starting a franchise or IS IT TIME TO BREAK OUT inOF

YOUR FRANCHISING “COMFORT ZONE”

Each new franchisee that the franchisor brings on board is trained by VFPnext and once everything is set up and running, the training of new franchisees typically only takes a few days.

has a franchise and they have a vision of what they want their technology experience to be like,” Allen said, “they should give us a call.”

AND TRY SOMETHING NEW? For more information,

“We take a signiﬁcant load off the

TIME TO LEVEL UP

phone: 877-837-1212 or visit www.getvfpnext.com

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WORKFORCE GPSA ROADMAP TO FILLING YOUR TEAM LATEST NEWS

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TOP LAWYERS’ ADVICE

www.franchisingmagazineusa.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

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@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!

FranchisingFeature women in franchising

o ct o b e r 202 1

opportunities abound for women in franchising How franchising helps me

A female entrepreneur making her mark

inspire future women in STEM

in a male-dominated industry

Franchising USA

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focus: Terry Michaud | Blo Blow Dry Bar

While the past year has been difficult for many, women in the business world continued to demonstrate their resilience and persevere through the hard times. For one Blo Blow Dry Bar franchisee,

nothing was stopping her from turning her passion into a reality. A real life G.I. Jane turned blow-out queen, Terry Michaud’s

career came full circle and is now setting new standards of what it means to be a woman in business.

Franchising USA

From the military to the beauty industry Terry Michaud’s career has come full circle

From spending two decades in the military to rediscovering her love for the beauty industry, Terry can handle anything life throws at her. About 30 years ago, Michaud started cosmetology school. After having her second child, she decided to switch to nursing halfway through the cosmetology program to become a Licensed Practical Nurse. Over the years, she continued pursuing her education and eventually earned her Bachelor of Science in Nursing in December of 1998. She has always had a passion of serving others, so it came as no surprise when she decided to join the United States Air Force in February the following year. Once in the Air Force, she became a Certified Emergency Nurse working in the emergency room at Langley Air Force Base in Virginia for eight years. She then took her desire to help others a step further and became a Nurse Anesthetist for 12 years before retiring. At the end of her 20-year military career, she knew two things: she wanted to go into business for herself and continue serving others. After researching franchises and taking a Franchising 101 class on her Air Force Base, she found her herself coming full circle to where her career first started - the beauty industry. “You get to serve people in both roles, I’ve always loved the beauty industry, and I loved the customer service element,” said Terry. Blown away by Blo Blow Dry Bar’s franchise concept, she joined the team last year and opened her doors in Colorado Springs in the midst of the pandemic. Terry was drawn to the concept of Blo and believed the women in her community would appreciate it just as much as she did

after having her first blow-out at a location in Denver, CO. Throughout her lifetime in the service industry, Terry has experienced it all. Just as she was about to sign the lease for her Blo location early last year, COVID-19 hit and put a road block in her development. Knowing there was great uncertainty, she started the process again in May 2020 but knew she needed to get creative and think outside of the box to ensure her business was safe for customers when it finally came time to open. Using her experience as a nurse and medical knowledge, Terry hit the books and stumbled across a research article on Far-UVC lights, a new tool to control the spread of airborne-mediated microbial diseases. With the evidence in hand, she decided to pay out of pocket to install these lights and add an extra layer of protection against COVID-19 to her bar. When her business officially opened in October, she heard an abundance of feedback from guests and employees on how safe they felt with the Far-UVC Lights and other precautions Terry took. “When COVID hit, I knew there was a reason I had all of the knowledge that I did,” Terry shared. “My background was such a blessing. I’m glad I was able to find a way to keep my customers and business safe.” Since opening, Terry has treated each of her customers like a VIP. A simple way she does so is by going above and beyond when it comes to customer service. Aside from quality work and making them feel comfortable, Terry and her employees make an effort to get to know everyone who walks through their doors. Blo Blow Dry Bar is not just another place to get

your hair done - it’s a sanctuary for clients to come in, relax and be pampered. Taking the time to learn about guest’s kids, life, job and more are the little things that mean the most to them. A firm believer in supporting small businesses, she also likes to hold monthly member events where they invite local businesses in to share their products and stories. Supporting other businesses and introducing them to her clients will only strengthen the community around them – which is beneficial for everyone. Throughout her career as a nurse and a Major in the Air Force, Terry has embraced her role as a leader. When she started with Blo, she knew that great leadership would be the key to its success. Terry is the physical form of servant leadership, always taking employees under her wing to make sure they are learning and growing successfully. Authenticity is a quality she carries with her throughout each day while taking the time to connect with all employees on a personal level. Perhaps the most important thing a leader can do is to work hard alongside their team and get their hands dirty. Backed by immense corporate support, the Blo Blow Dry Bar team is just as passionate as its franchisees. Being able to continue to serve women and her community is a win for Terry. “Why wouldn’t I want to join the people who started the concept and do it the best? Choosing a franchise full of diverse talent and who welcomes everyone just makes sense,” Terry said. https://franchise.blomedry.com/

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Expert Advice: Rick Bisio | Franchise Coach | FranChoice

OPPORTUNITIES ABOUND FOR WOMEN IN FRANCHISHING A century ago, the concept of women-owned business was a novel idea. Although it took many years to get to this point, womanowned franchises are common in 2021.

I estimate that just about half the people I work with as a franchise coach are women. For a woman who wants to become a business owner, franchising provides a great ownership opportunity. The number of women-owned businesses

Franchising USA

has grown significantly over the last few decades. In 1972, women-owned companies represented just 4.6 percent of all businesses. Today, that number has skyrocketed to 42 percent, according to a 2019 report by American Express. The same report indicated 1,817 new womenowned businesses were created every day in 2019. As I work with a nearly even number of male and female franchise candidates, I have noticed some different philosophies in how men and women approach ownership opportunities. In my experience, I have found that men look for situations in which

they can dominate a market and build an empire by owning multiple franchises.

Women tend to be more pragmatic in their approach when they start. They look for

something that is a good fit and meets their goals and objectives.

I’ve personally seen situations where

the women-owned business has been so large and profitable that their husbands

have quit their jobs and worked for their

wife’s franchise business. Women often

take a level-headed approach to entering franchise ownership and build strong businesses.

“One thing that can be a valuable resource for female franchisees are the number of programs providing help and support for women in franchising. One example is the Women’s Franchise Committee, which was established 25 years ago by the International Franchise Association.”

However, there are always exceptions. Women are more likely to gravitate toward businesses in the health, fitness, beauty, child, and educational sectors. There are a lot of food and gift franchises, such as Edible Arrangements or Candy Bouquet, which are predominantly owned by women. Conversely, there are other industries that tend to have more male business owners. They tend to involve more hands-on work and physical labor and are generally less interesting to women. Examples of these fields are plumbing, HVAC or lawn services. These trends are more reflective of the industry as a whole and not just franchise ownership.

One of the benefits of franchise ownership that can be appealing to women is having greater flexibility to balance home and family life. While being the boss requires a considerable amount of hard work and dedication, it also affords the freedom to create a schedule where you can attend family events and afterschool activities. That can be very attractive for women who also wish to focus time on raising their children. Although we like to think there is equity regarding male and female business ownership, certain industries are more likely to attract female franchise owners.

In the world of franchising, the playing field is close to level when it comes to financing. Being female does not seem to deliver any obvious underwriting advantages or disadvantages. Investing in a business simply comes down to what one can afford. From an operational, training, sales or managerial point of view, I can’t think of any inherent advantages or disadvantages based on gender. Franchising tends to be fair either way when it comes to male or female ownership. One thing that can be a valuable resource for female franchisees are the number of programs providing help and support for women in franchising. One example is the Women’s Franchise Committee, which was established 25 years ago by the International Franchise Association. Many of these groups do an excellent job in developing networking opportunities and providing support for women within the franchise community. Some of these associations are also available by region. I would recommend women franchises

Rick Bisio

become involved in those programs because a lot of the members are focused on helping others through exchanging ideas, resources, and experience. Luckily, the future is bright when it comes to franchise opportunities for women, with plenty of room for growth. Statistics show in the world of employment that women don’t earn the same salary as men or get promotions at the same rate. That is not the case with business ownership. There hasn’t been a glass ceiling and I don’t think there will be one in the future. We’ve seen considerable growth in womenowned franchises in recent years and I expect that to continue. Women own or co-own about 265,000 franchises, which is about 35 percent of all U.S. franchises. That’s about a 24 percent rise from 10 years ago. Everything seems to be moving in a positive direction. Rick Bisio is one of the countries most respected franchise coaches and author of the Amazon best seller, The Educated Franchise - 3rd Edition. Since becoming a franchise coach in 2002, Bisio has assisted thousands of aspiring entrepreneurs nationwide explore the dream of business ownership. https://afranchisecoach.com/

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Franchisee in Action: Jamie Lee | Tutor doctor

From Zero to 100:

How This Female Entrepreneur Started and Grew Her Business During a Pandemic

Jamie Lee didn’t anticipate having to start over but when life happened, she did not blink an eye. Having 15 years of experience across private, public and charter school education, taking on roles from teaching to working in admissions, Jamie knew she was meant for the education industry as it fueled her greatest passions. Being able to teach and make an impact on students has always been important to

Franchising USA

her. When Jamie learned about the Tutor Doctor franchise opportunity, her family moved from Washington D.C. to Tampa, Florida to fulfill her new role with a career opportunity that would merge her desire to continue teaching and leaving an impact on students while also holding an entrepreneurial position.

location opened in Tampa in August 2020

Jamie found Tutor Doctor’s franchise opportunity to hold the perfect combination of impact and flexibility that she was looking for. And even with her move from D.C. to Florida happening in the middle of a global pandemic, Jamie didn’t let this stand in her way. Her first

Rookie of the Year award in Tutor Doctor’s

and she later acquired an existing location in Clearwater in March 2021. Within 10

months of operation, she grew the number of families serviced in her locations from zero to more than 115. Jamie’s

dedication to business growth and retention contributed to her recent winning of the international awards conference.

In growing her business, there have been a

few best practices Jamie has lived by which has led to the booming growth and success she has witnessed.

Make It a Win-Win Business A person’s experience and success in business will be exactly what they make it. Ask yourself how you will reach high-level success. Maybe that means finding outside resources or setting up new practices and tools to implement into your business. For Jamie, she already utilized checklists and calendars in past career roles so was easily able to transition those existing practices in owning and operating her first Tutor Doctor franchise and eventually in her second location. These actions benefit her daily routines but also benefits her tutors and students in their daily and weekly processes. Utilizing whatever these resources, practices and tools look like will set yourself and those who your business serves up for success. Don’t be afraid to try something new or outside of the norm in your routine. Determine what exactly needs to be done and follow through on those actions. Practice being a leader who rolls up their sleeves to do the work every single day to make it a rewarding business for you, while also focusing efforts on the rewards for your customers.

Consider the Impact You’re Making – And Make It a Priority Signing on for a business that you’re passionate about makes the day-to-day operations easier. But it’s equally important to ensure your employees and customers also feel that passion and have seen positive progressions in their own professional or personal development. When your employees stand behind the mission of the business, they are able to fulfill it wholly. Employees serve as brand ambassadors and are often the initial point of contact for new and existing customers. Fuel an inspiration in each one to always remember the impact being made. On the other hand, customers should be able to see the impact they’re receiving and feel a positive level of satisfaction in the product or service they have just purchased. Ultimately, this will all make your business enticing to even more potential employees and customers. Jamie is able to fully stand behind the impact she is making because she is a mother herself. She sees and understands parents’ wants and needs, and is able to naturally connect with each and every

family. Her dual-sided position of being a parent and a teacher/educator provides an unmatched perspective to make the most positive impact all around.

Don’t Shut Out Communication – Utilize It Communication is an obvious key component for any business in order to keep employees and customers happy. Remember to account for and take in all perspectives – from customers to employees and even bystanders or thirdparties (family, friends and teachers) of both. Actively listen to their feedback and concerns, and find the best way to utilize them into future practices and policies. When looking to grow your business, communication serves as a crucial tactic. While many may fall onto typical efforts such as cold calls or email blasts, Jamie found success in sending a text message

to leads. And while you want to sell your business to potential customers and share why you are a good fit; you need to equally ensure that customer is a good fit for you. Consider utilizing consultations with each customer to learn about their needs and goals. This will create a clear line of communication between both parties while building a high level of trust. Jamie’s significant growth within her first year as a part of the Tutor Doctor franchise system has been powered by her clear vision for success and fulfilling a passion. Jamie Lee is the owner of two Tutor Doctor - Tampa and Clearwater and the leader in one-to-one private tutoring. She is also the recipient of the 2021 Rookie of the Year award for being the best new player on the Tutor Doctor team. For more information visit: www.tutordoctor.com

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PROFILE: Megan Duffy | The Junkluggers

Meet Megan Duffy

the woman proving the junk removal business is not just for men The franchise industry is no longer a man’s world as more women are making their entrance today more than ever. As a result, women are ready to gain more representation and become entrepreneurs and leaders of their own industry. One woman in particular entered a maledominated franchise system and has made a name for herself in both her company and local market, meet Megan Duffy, franchisee of The Junkluggers of The Jersey Shore. For over 20 years, Megan worked in advertising for national commercial buying and selling. She traveled from the Jersey Shore to New York City every day, and the four-hour commute started to take its toll on her. Megan has two young children and would get home after 8pm on most days. As a result, she would miss after-school homework, dinner, and bedtime. On the weekends, she would try to make up for the quality time she missed out on during the week by scheduling as much family time as possible, but something was still missing. “I felt like I was in limbo each passing day, as traveling to the city took up too much of my time,” said Megan. “I loved my career but had this feeling of wanting to do more with my time, my family, and my community. I wanted my career to have a sense of meaning to another person.”

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“Not only does Megan want herself to be known in her community, but also her team too. Just look at her location’s Google reviews and you will see the fantastic experiences her crew has created for residents and businesses.” It was not until Hurricane Sandy hit the Jersey Shore that the idea of a new career path started to take shape for Megan. After the destruction of Sandy, she called a junk removal company to pick up her non-usable items, where they came by and filled up the truck, and left. About two years later, she called them again when moving homes and wanted them to pick up and donate a sentimental dresser. Megan was shocked to see her beloved dresser thrown in the back of the truck and of course, left broken, after they had promised to donate useable items. “After they left, I did not have a good feeling from that experience and started researching other junk removal brands in my area,” said Megan. “That’s when I came across The Junkluggers and was blown away by their mission of keeping reusable items out of landfills.” In 2018, Megan entered the world of franchising and opened her own Junkluggers location in her community of Monmouth and Ocean Counties on the Jersey Shore. She wanted her community to know and trust her, especially the facilities where her customers’ items would be dropped off. So she sat down with the employees of donation centers and charity partners to discuss how to make the dropoffs seamless for everyone, something no one had done before. “I wanted people to know who I was and not just another company dropping off items and leaving,” said Megan. “Part of running a business is building relationships, and my local Goodwill will hand my business card to customers that have items too big to bring to them by themselves. Every day I am overwhelmed with the amount of support I receive from local businesses like these.” Not only does Megan want herself to be known in her community, but also her

team too. Just look at her location’s Google reviews and you will see the fantastic experiences her crew has created for residents and businesses. “I tell my crew to lead with respect and understand they could be walking into someone’s most difficult situation,” said Megan. “Our crew can do a job, get the money, and walk out the door, but at the end of the day, if we did not relieve stress, make the customer happy and create a positive experience then we haven’t truly done our job.” One of the best experiences she had with her crew to date was cleaning out a woman’s kitchen that was just in the process of being redone. “We lugged her kitchen table, which she bought 30 years ago on her honeymoon and she loved dearly. Then we ended up going back for another job at her house months later, and I KNEW it would be the first thing she asked about, so I told my crew to take a picture of it to show her that we didn’t just toss it,” said Megan. “When my crew arrived, she asked if it was sitting in the landfill. She was shocked it was still in our warehouse and not dumped somewhere. A few weeks later, we donated the table to a safe house for a domestic abuse situation where a woman and her children had no furniture. I called the customer to tell her about her table’s next journey, and she was elated.” At the start of the pandemic, Megan’s

whole crew quit, and she ended up hiring two women Luggers to join her crew. Around town, word spread about her all-female crew since this was completely unheard of. They even had customers call to apologize after a completed job because they had low expectations of women Luggers. “Rory (Breslin) and Ashley (Ventura) were very efficient, professional, and strong Luggers and would even vacuum up after lugging away items,” said Megan. “Our all-female crew created a lot of chatter across the Jersey Shore, and it proves that the junk removal industry is not just for men.” Today, as more women are creating their own path in the franchise industry, there is no limit to the business opportunities that they can do. Franchising models allow these female entrepreneurs to build something of their own and on their own terms. “Becoming a franchisee with The Junkluggers was a great career decision for me,” said Megan. “I feel more present with my family and not someone who shows up on the weekends, as I felt for many years. I have experienced a lot of success with my business and crew, but it’s the memories I create with my local community that I enjoy the most, and that is the best feeling.” For more information visit: www.junkluggers.com

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SNAPSHOT: Stephenie Price | Mad Science ®

How Franchising Helps Me

Inspire Future Women in STEM The Importance of STEM Today

contributes to my belief that learning STEM benefits more than just those who want to pursue a career in it.

Children today are being exposed to scientific and mathematical concepts starting at a young age, as careers in STEM (Science, Technology, Engineering and Math) are becoming increasingly important. It is evident, now more than ever, that jobs in STEM are needed to keep society advancing. By introducing children to STEM when they are young, they are gaining the confidence needed to excel in the field. However, the STEM education that most schools offer does not consider the fact that this subject is not one-sizefits-all.

Taking the time to explore and understand science concepts is beneficial to all because it helps us acquire skills that can be applied in a multitude of situations. For example, the Mad Science curriculum encourages using creativity to solve problems. Our instructors lead programs that cover a broad range of subjects and turn each class into group discussions. This is a great way to encourage teamwork, which is a useful skill that children should get familiar with at a young age to begin their lifelong journey of learning and growing.

Enter Mad Science. Mad Science has developed science programs that are kid-tested and approved. From their beginnings in 1985 to the present day, they have always believed that hands-on, fun STEM experiences form the foundation of a lifelong love of science, technology, engineering, and math. I decided to join Mad Science in 2004 because I was looking for something parttime after receiving my master’s degree in arts and cultural policy from the University of London. Over time, I found myself enjoying Mad Science more than my fulltime corporate job, leading me to be open to more opportunities within the brand. My background in a subject completely unrelated to STEM, combined with my love for all that Mad Science has to offer,

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Making Education Fun We have a large array of programs at Mad Science, from after-school programs to camps to birthday parties. From smaller projects such as making slime, to larger projects such as launching rockets, we have something that every kid will like. At my location, we like to play with electricity and robots. What makes Mad Science so special is that each location is different with unique owners and instructors. For instance, a franchisee in Milwaukee, Wisconsin has a hydroponic plant growing station that draws the eyes of children, teachers and parents alike. I’m a mom to four so I understand how hard it is to excite children about learning. This is especially hard in this day and age when most kids are glued to their devices.

My kids are obsessed with coming to my Mad Science location and are in awe of the engaging experiments and study of things. We also have kids come in for parties that leave begging their parents to enroll them in a program. Some have even asked for autographs afterwards! Watching the kids get so excited about STEM makes me proud to be a Mad Science franchisee and makes my passion for what I am doing grow stronger. Another thing I like to see, in addition to children enjoying our programs, is the fact that about 50 per cent of them are girls. I know that as a child, I really enjoyed learning about science, but I decided to pursue dance instead. This was partially due to my own passion, but I would have appreciated being in a program like Mad Science or even being encouraged to do both. I keep my own experiences in mind when teaching future generations and want them to know that they can do anything they set their minds to.

Impact on Local Communities One of the best parts about owning three Mad Science locations is that they are all very different. The location in Charlotte is a mix of private school and lower income communities. Triad is more involved with the school systems’ enrichment programs and we have a strong relationship with many schools in the area. Raleigh is similar to Charlotte and more involved with the town. Despite the diversity of

“I want to let every girl know that she can do whatever she wants, no matter if the odds are stacked against her. At the end of the day, being a woman in STEM is the best thing you could do for the young girls watching you.”

these communities, the results are all the same; children enjoying STEM limitlessly. We also encourage the children to bring these communities together with their knowledge of STEM by doing things like demonstrating the proper ways to recycle and compost and understanding coding and how a computer works. We want future generations to be inspired to help one another and get excited about all of the opportunities they will have later in life.

Being a Woman in Franchising While being a woman in franchising is an incredible accomplishment, there are many obstacles I’ve had to overcome to get to where I am now. Not only is it hard

to come by women in business leadership roles, but women in STEM are also few and far between. In fact, the number of women in board positions in STEM-related industries in 2020 was 19.2 per cent. I enjoy being a woman franchisee because I am able to be my own boss and empower the women around me. I work hard, but it does not feel like work because it is truly my passion. There is a saying that goes “do what you love and you never work a day in your life,” and I feel exactly like that. I also believe that enthusiasm is contagious. No one will care about your job more than you, so it’s important to lead by example and put forth twice the effort you expect to see from your employees. As someone who is able to be involved in both fields,

I want to let every girl know that she can do whatever she wants, no matter if the

odds are stacked against her. At the end

of the day, being a woman in STEM is the

best thing you could do for the young girls watching you.

Stephenie Price is the owner of three Mad Science® franchise locations in North Carolina. Since starting out in 2004 as a part-time instructor, she climbed her way up the ranks and now uses the skills she acquired in each role to successfully run her locations in the Triad, Charlotte, and Raleigh, North Carolina. www.madscience.org

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focus: Tracy Poff | Green Home Solutions

“Instead of guessing or anticipating what the customer may want or need, you can hear it from them directly to streamline efficiency and customer satisfaction.”

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A Female Entrepreneur Making Her Mark in a Male-Dominated Industry

After spending a significant amount of time in a particular career and industry, most people don’t anticipate making a change throughout the rest of their professional career. But some find themselves in a position to make a complete change or wanting to pursue another passion. And yet, others have a new opportunity come across their path that just makes sense. This is exactly what happened for Tracy Poff. Having spent 25 years working for sports retail companies as well as in sales and marketing for sports radio, she eventually retired to be home with her children. After they went off to college, she felt a strong pull to start working again and was introduced to Green Home Solutions, which is a franchise company that specializes in eco-friendly indoor air quality services. She has always been confident in the skills her professional background has given her, and knew it could be applied to this new business endeavor as well. Everything cultivated at the perfect time to press ‘go’ and Tracy never looked back –despite not being well versed in this particular industry dominated by men. Tracy opened her Green Home Solutions location in Charlotte, North Carolina in spring of 2019 along with her business partner, Stephen Paddison who comes from a two-decade military background. She has actively practiced a few business

tips that have helped the business flourish throughout the last two and a half years.

Prioritize Relationships with Each Client It can be easy to look at each client or customer as a transaction, after all this is a business deal at the end of the day. But a crucial part of customer service is personalization – ensuring each person walks away from your business completely satisfied. Instead of guessing or anticipating what the customer may want or need, you can hear it from them directly to streamline efficiency and customer satisfaction. Take the time to get to know each client on a personal level as it will make them feel more heard and understood. In doing so, you are increasing relatability and the customer will feel better connected to you. And with that increased connection comes a better chance of making a sale, and even creating a loyal customer who will come back again and share their positive experience with family and friends.

especially in this particular industry. “Many people don’t expect to hear my voice when I answer the phone,” shared Poff. “But I can feel and tell they are comfortable speaking with a female and I assure they are informed each step of the way – even if I am not on the job site.”

Cultivate Multi-Tier Collaboration

Don’t Underestimate the Power of Communication

In order to see continued growth and success in a business, it is vital to remain at the cusp of innovations. A leader may not always be the one with all the answers but they should strive to create a team that can come up with the answers together. Encourage collaboration with your fellow leaders but amongst your employees as well. Everyone has a voice and it is important they know that their voice will always be heard. Tracy has worked to not only create a team, but a family. She and her business partner are constantly bouncing ideas off one another, while simultaneously utilizing each other’s strengths to the best of their abilities. She knows she is best with client interaction and has seen tremendous success in how they have divided up the business plan and strategy.

Communication is a natural act in each part of life, but in business it can oftentimes become an oversight. Weave positive communication throughout your day-to-day actions, ensuring it is a top priority. Strong, clear communication can go a long way and also bring a higher level of efficiency to the business, giving customers and guests a well-rounded sense of what the service or product is and what the exact process will be in obtaining it. Tracy has had a positive experience in being the one who answers all inquiries,

For more information visit: www.greenhomesolutions.com

Tracy has tackled a new career in franchising with ease, even coming out of retirement. Using her professional skills from previous jobs, she has grown her Green Home Solutions business immensely. “When the phone rings, we rarely do not get the job,” said Poff. “The combination of my skills with that of my business partner sets our team up for the ultimate success and I’m confident this will continue for years to come.”

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ex per t advice

Chris Conner | President | Franchise Marketing Systems

Why 2021 May Be the Year to Franchise Your Business

“When mulling over the decision on whether to franchise your business, consider this: you can scale your business and expand your brand’s reputation using other people’s money.”

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Blood, sweat, and tears went into that business of yours. Hours upon hours of negotiations, planning, decision-making, and the like are the foundation of your operation — 2021 is the year to make your business worth more. How? Franchising. This year, more than ever, we are seeing business ownership thrive. My company, FMS Franchise, is seeing record-breaking franchise sales that are topping any numbers from the past decade. When mulling over the decision on whether to franchise your business, consider this: you can scale your business and expand your brand’s reputation using other people’s money. Without upfront capital from you, other people can come in and pay you to operate your brand, while you rake in monthly royalties. This isn’t a free ride, of course. As a Franchisor, you will be responsible for supporting your franchisees to ensure success. Support includes things like troubleshooting operations or researching ways to boost unit-level profitability, but this work isn’t without great reward. Plus, with the proper vetting process, your franchisees will be more than capable business owners. Once you’ve made the choice to franchise, taking your time in selling to the right people will make less work, and more income, for you down the road. This brings us to our next point: the market is brimming with high quality buyers. Firstly, we can’t discuss the buyer pool without mentioning Millennials (those born between the early 80s to the mid 90s). This generation tends to be tech-savvy. They also tend to see the normal 9 to 5 that they watched the Boomers or Gen X work through as less than satisfying. Around 84% of Millennials, according

“Once you’ve made the choice to franchise, taking your time in selling to the right people will make less work, and more income, for you down the road.”

to a survey of 1,000 Millennials, believe that entrepreneurship is more satisfying than working for someone else. Add that with 1 in 3 who already bring in income from their own business, and we see that there’s tons of opportunity for franchise sales within this generation alone. Beyond Millennials, in general terms there are tons of people seeking to own their own business on the heels of the shutdowns of 2020. Necessity is the mother of invention, evident in last year’s start-up boom. Companies like Firefly Forts, a concept created during the shutdown, were born during economic instability, naturally producing a recession-proof model that feels stable for buyers. Finally, let’s talk about the market growth. By the end of this year, the franchise market will have already returned to 2019 levels and beyond — FranData predicts a 7 per cent economic contribution from franchising in 2021, with franchise establishments growing at a rate of 3.6 per cent. As franchised businesses banded together last year to help troubleshoot the unprecedented restrictions, the free flow of exchanged knowledge and ideas fortified franchised concepts in new ways. Site availability and low interest rates have also contributed to the buyer pool as individuals find it more affordable to go into business for themselves through franchises. Should you franchise your business? It’s a decision worth considering, but don’t do it alone. My team and I can take a look at your model, your concept’s viability, and how replicable it is and help you make a choice that is best for you and the future of your company. Chris Conner has worked in the franchise development industry for almost 20 years and helped over 600 brands franchise their brand and

Chris Conner

develop franchise distribution channels. Mr. Conner’s work has been focused on working with small to mid-sized businesses in all industry segments including Professional Services, Food Service, Retail, Automotive, Fitness, Healthcare and Manufacturing. He founded Franchise Marketing Systems in 2009 after having spent his first 8 years working for a franchise development firm in Chicago. Mr. Conner’s work has been largely focused on strategic planning and franchise marketing for new and emerging franchise brands. Today, Franchise Marketing Systems is a team of 27 franchise consultants based in the U.S. and Canada and supports brands around the world to grow and scale through franchise expansion. He has a Bachelor’s Degree in Marketing from Miami of Ohio and an MBA from DePaul University. Get a free consultation through FMS Franchise by visiting www.fmsfranchise.com.

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Lucas Frey | CEO | Bella Vista Executive Advisors

Franchisee to Professional Executive: What, Why and How?

Successful franchise owners understand they need to be more than the operations manager following the franchisor’s playbook. You are the CEO of your business. Successful franchise owners are professional managers (executives). You have similar goals, challenges and obstacles as the CEO of any company large or small. You grow personally and professionally expanding your influence over your business and outside the office.

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It is possible to have a significant level of financial gain following the franchisor’s operations manual and surviving. But to earn maximum benefits with your asset, financial and more, like being a positive force for others, the successful franchise owner practices and perfects several key attributes.

Successful franchise owners lead their business with a servant’s mindset Discover what resources your managers need to accomplish their goals. Give them the appropriate resources to get the job done right and set up review processes. Ask questions often.

You don’t need to helicopter manage. Trust that your managers will follow through and reach their goals. If one proves otherwise, work with them on why. This is your work family. Have empathy and know your team well. Help them through adversities and celebrate their victories. Be careful not to over-celebrate the insignificant. You want the real victories to stand out.

The one constant in life is change Professional Executives never stop adjusting. The best at this is the entire New England Patriots organization. According to Reddit, from 2000 (Belichick’s 1st year

“Discover what resources your managers need to accomplish their goals. Give them the appropriate resources to get the job done right and set up review processes.” as Head Coach) through 2018, the Patriots almost doubled the winning percentage when trailing or tied at halftime compared to the rest of the NFL. One key habit is to constantly review everything about your company. One key question to ask is, does this process/ service/product add value for customers and employees? A review and adjust mindset is critical not only of established measurements but also to sift out what measurements are truly important. Making necessary strategic adjustments ingame and especially at half-time increase the chances of winning that particular game for the Patriots. But the organization stays on top for so long, and with different players and coaches, because their head coach and executives make the organizational adjustments necessary to succeed year after year after year for a long-suffering Dolphin’s fan. Cautiously experiment with your business. Discover better processes, tactics and strategies without jeopardizing your business’ financial health. For example, my business recently contracted with a LinkedIn marketing expert to help franchise owners find my blog. Clear success measurements, the specific time frame of the engagement and the fixed financial commitment were mutually agreed before work began. Other factors such as communication, approvals needed and overall assessment are part of the agreement. At the end of the experiment, we will decide together if value was added and the next steps. The cost of the worstcase outcome is fixed and the upside is unlimited.

Successful franchise owners make difficult decisions with confidence Consistently solid decision making is an art and must be practiced. Ask a lot of questions:

• Who can I talk with for relevant input and differing perspectives? • What are the best- and worst-case outcomes? What outcome is most likely? • What if we do nothing? • What are the odds of a certain outcome along the spectrum of best case to worst? • Is there a time element? • What are the individual and organizational risks? • How can the risks be minimized? • Who does this decision affect and how? • What is the most impactful way to communicate the decision with your team? • How much information is enough? The answer to these questions, and others, may take a few months to answer. Or, as the Terrace Park Fire Chief, arriving on scene of a three-story house hit by lightning, all of those questions must be processed in the first minute. If an experiment fails, so what? You know the total cost and you have learned valuable information. Not every idea is gold. So, when you strike nothing but sand, be a positive example for your team and move on. Likewise, you are humble in success AND encourage your team to celebrate. Objectively evaluate the experiment, learn and communicate with your team. At this point decide to continue, continue with adjustments or scrap the experiment and move on.

Professional Executives are consistent and reliable Emotional stability shows your team you are dependable and unwavering. You don’t growl at others nor do you let yourself get down when results aren’t what you planned. Likewise, you celebrate success with humility and dignity. You appear (and usually are) self-assured in all situations. Inside you may be in the Daytona 500 last-lap-19-car-pile-up moving at 213 MPH. To everyone else, you are as smooth as glass and in control. In my opinion, professional managers are punctual with very few exceptions. Grandpa Gorsuch always told me, “If you’re not 10 minutes early, you’re late.” Everyone’s time is important. People in every walk of life are drawn to professional executives. You have an aura, a humble swagger, that elusive something and others want it. There are many books available with varying theories. Successful franchise owners know their business succeeds because of relentless teamwork You and your team set your goals, available resources and parameters. A functional team will determine the best way to reach the goals. Your expertise, guidance or coaching skills may be required, and that’s perfectly ok. You have regular check-ins embedded in the process. Your employees trust you. They know you keep conversations confidential unless

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Lucas Frey | CEO | Bella Vista Executive Advisors

legally appropriate or with permission. You are always honest and honor all commitments. Your word is your bond. Professional managers encourage business conflicts without personal attacks. Easier said than done. Lencioni in “The Five Dysfunctions of a Team” argues that high performing teams, “engage in unfiltered and passionate debates of ideas” where personal attacks of any sort are forbidden. Teams, not necessarily individuals in the team, mimic their leader. You set the tone for your company. You celebrate with your team’s successes. Professional executives praise those around them as publicly as possible. Franchisors have newsletters for you to showcase your team nationally, for example. You always provide correction of any kind in private. Respect every member of your team and they will respect you even in uncomfortable situations.

The following examples highlight three of the differences between professional managing versus managing your operations You make your business unique and design strategic, low-risk experiments to add “innovational value” for your clients (see, “Blue Ocean Strategy” by W. Chan Kim and Renee Mauborgne). Operations managers copy best practices and remain a commodity with high price sensitivity. Professional executives constantly grow professionally and personally. You seek to learn and question every aspect of your business. This is especially true for longheld industry assumptions. Operations managers work hard to accomplish tasks required to survive the day. Professional executives take on the role of a coach. Just like Coach Belichick, you set the mission and interim goals. You review and practice the playbook with each member and you ask open-ended questions letting them use their expertise. Desired results will follow. Now, you can focus on long-term growth strategies, employee retention and everything else you need to optimize your business. You know to your core that your team and customers are THE REASON each day. An operations

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manager uses their team to reach a goal. An operations manager directs processes required. And an operations manager considers surviving each day as a win.

You can take action now to move forward into professional executive territory Read to grow and make it a daily habit. (Insert sigh here) I know, you don’t have time to do anything other than take care of your business and hopefully spend time with your family. Look at it like this, using 30 minutes every day to learn from other professional managers is more beneficial for you, your company and your team than scouring production reports for an hour. Reports show past performance not how to move forward. Evaluating and correcting processes is important but not as much as becoming a top-tier professional. Have a trusted colleague with whom to talk. Join the CEOs’ lunches with the local chamber of commerce. Or use the services of an executive coach. Being part of an industry bench-marking group is good for operations managers. You have higher-level discussions to best optimize your asset. Stay healthy in all aspects of life. Create habits that add to your overall success (see, “The Power of Habit” by Charles Duhigg). Get help when necessary. It’s a powerful act to admit you don’t have all of the answers. Successful Franchise Owners seek help with issues they aren’t an expert. Lucas Frey improves franchise owners’

Lucas Frey

businesses where corporate support alone isn’t enough. He brings more than 26 years of varied professional experiences including 20 years as a franchise owner of ImageFIRST Cincinnati, six years as an industrial engineer for a Fortune 250 company (three while living in Honduras, C.A.) and 19 years as a volunteer firefighter. All of these experiences, in addition to Luke’s drive to learn, make him a positive driving force for other franchise owners’ successes. Luke is currently a member of the Center for Executive Coaching and in the final publishing phase of his first children’s book. www.bellavistaexecutiveadvisors.com. Ph: 513.615.6750 or on LinkedIn www. linkedin.com/in/lukefrey94 and https:// www.linkedin.com/company/bella-vistaexecutive-advisors

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Ask t h e E x pert

Evan Hackel

Ask the Expert:

Is It Time to Break Out of Your Franchising “Comfort Zone” and Try Something New? I’d like to start this article by telling you about two franchise owners who made similar changes in their franchise careers.

great thing to do and sometimes not.

• Chris, who owned several car service franchises, wanted to expand the number of franchises he owned. So, he bought a scoop shop franchise and started dishing out ice cream.

Deciding whether to add more locations within your franchise company or move outside it is a business decision. And even though it has an emotional component, it is a decision that should be made objectively, after analysis.

• Karen, who owned a franchise that cleaned up water and fire damage, wanted to expand too. So, she bought an exercise franchise. As you can see, both Chris and Karen were making big changes. They could simply have bought additional locations in the franchises they already owned. But no, they wanted something new.

The question, which we will explore in this article, is how to understand which decision is better for you.

Questions to Ask

Here are some questions to ask during that process.

What Skills Does this Other Kind of Business Demand, and Which Will You Bring to It?

But there is a surprising plot turn in their stories. Chris was extremely happy and successful in his scoop shop. He was incredibly excited to do something new and his excitement brought him success. But Karen had an extremely negative experience. She found her new clientele of fitness enthusiasts difficult to work with and discovered that fitness didn’t excite her as much as she thought it would. Only a week into owning her new franchise, she was already wondering how soon she could sell it.

Chris discovered that his new scoop shop allowed him to do something that he had excelled at in his car service businesses – inventing new processes and systems. In his car service franchise, he devised new and efficient ways to bring tires into his inventory just in time for them to be installed whenever he could, and ways to get them installed efficiently. In his ice cream location, he loved improving systems to get ice cream products assembled in elegant and efficient ways. So even though he was entering a new industry sector, some of the things he most enjoyed carried over.

I am relating their stories to make the point that sometimes, acquiring franchises in a new and unfamiliar business category is a

Karen, in contrast, realized too late that her exercise club would only succeed if she was able to sell memberships to lots of

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new members. She also realized that a gym was a business that required long work days that went well into the evening. That aspect of the business did not work for her. Unfortunately, she had failed to explore just what running a health club would demand from her.

What Kind of Employees Are Available to Run this Other Business? If you are acquiring an additional franchise within your current system, you already have built up a group of employees, so you know what it will take to staff up your new company. You might even be able to have some of them work the new location. (Additionally, it will be easier for you to personally manage the new location because you already know what to do.) When adding a franchise from another company or in another sector, proceed with caution. Karen, for example, realized that hiring trainers and other fitness personnel was a lot different from hiring and training cleaning technicians for her previous franchise. Don’t assume that the process of hiring for different types of businesses will be similar. And you don’t want to start any franchise with a short or undertrained staff.

How Good is the Training at the New Franchise? When a franchise system provides excellent training, that is a sure sign

Evan Hackel

• Can you see yourself working this kind of business? • Do you like being there? that it wants its owners to succeed. And of course, that same training can help assure that as a new owner, you will know how to succeed. So when you speak to current owners of this franchise – which is something you definitely should do – be sure to ask about the training. Also ask the franchise company whether you, as a prospective owner, can take some of that training before you buy.

How Strong Are the Systems? Also consider and ask about the current systems that the franchise company has in place. These can include everything from marketing programs to product distribution systems to cash registers and other equipment that you will be required to use. To learn more about the systems that are in place, speak with current owners and also ask to review any and all franchise manuals.

Check Out the New Franchise’s Financials You don’t want to invest in a new franchise from a parent company that is underfinanced or in trouble. So do ask to see company financials. Also, look at the books of individual franchises that are part of the organization. Even if the parent company balks at showing them to you, don’t hesitate to ask current owners about their profits. The time to have this information is before you buy, not afterwards. Can You Spend Time in a Location Before You Agree to Buy? You can learn much more by doing this than you can by watching all the videos that a franchise company puts on its website for prospective owners to watch. Spend a few days in a franchise before committing to own one. As you do, consider . . .

• What are the customers like, and would you enjoy interacting with them? • If you would need to hire a manager to manage a franchise in this system, what kind of skills would he or she need to have? Do you think you could hire someone to do it? • Do the systems that are in place work efficiently, or are there problems that you will have to deal with if you become an owner? So, Will You Be as Happy as Chris or as Grumpy as Karen? Of course, I hope you will be happy. But none of us can just charge ahead, make an emotional decision, hope we will get lucky and live happily ever after. Acquiring any new business is an important decision that requires careful consideration. Then if you do move ahead, you can be assured that you will happily succeed.

About Evan Evan Hackel is a 35-year franchising veteran as both a franchisor and franchisee. He is CEO of Tortal Training, a leading training development company, and principal of Ingage Consulting. He is a speaker, hosts “Training Unleashed,” a podcast covering training for business, and author of Ingaging Leadership. To hire Evan as a speaker, visit evanspeaksfranchising.com. Follow @ehackel or call 704-452-7368. Why not have Evan Hackel address your group about franchising success?

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ex per t advice

Bill McPherson | Vice President | AlphaGraphics

Build Relationships with Potential Franchisees Through Nurturing

In today’s business environment, leads for potential franchisees are more important than ever. While the pandemic created unique opportunities for franchisors to expand services and grow, it has also played a role in creating skepticism for some potential buyers. For some candidates, the concern of businesses faltering has prevented them from taking the next step in purchasing a franchise. It is important for franchisors to nurture potential buyers and assist them in every

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step of the process, from initial contact to finalizing paperwork. The truth of the matter is nurturing has always been a key factor in acquiring new franchise owners. Whether it is worrying about a pandemic, the economy, or who is in the White House, potential franchisees will always have concerns when it comes to starting a business. Nurturing leads is part of any successful franchise development process! Nurturing the candidate is about more than convincing them you are the right franchise. It’s about building a relationship with a potential buyer and providing them with the necessary information about the business. It’s the franchisor’s job to advise

and consult with the candidate, so they can make an informed decision. It’s through this process that a solid relationship is formed between the two parties. Staying in front of the candidate is paramount for any franchise looking to grow its franchise base. To build a successful nurturing campaign, there is a variety of options and strategies that a franchisor should consider.

Reach out to Candidates Staying in contact with franchise candidates has never been easier in today’s technology-driven world. Franchisors have a plethora of tools at their disposal to keep

“Nurturing the candidate is about more than convincing them you are the right franchise. It’s about building a relationship with a potential buyer and providing them with the necessary information about the business.” stronger, more personal relationship with candidates. Discovery Days and other inperson events provide the franchisee with a first-hand look at the company, its culture and the leadership team. While technology makes it easier to nurture franchisees, one-on-one interactions help build a relationship that can form a strong bond between the two.

An Effective Nurturing Campaign

the candidate engaged. With everyone keeping a smartphone nearby, potential buyers can receive a text message or email virtually anywhere. The same applies to social media. Sending a direct message on Facebook can reach a candidate just as easily as an email. Webinars also offer a unique opportunity to engage with a potential franchisee face-to-face (Zoom, GoToWebinar etc.) and provide an abundance of information about the franchise. While the use of technology cannot be overstated, nothing can replace a one-onone phone call or in-person visit. Direct phone calls present a chance to build a

Consistency is vital when running an effective nurturing campaign. Franchisors want to make sure they stay in front of the candidate regularly, whether it’s texting, email campaigns, direct mail, etc. When utilizing these tools, it is important to emphasize the message in each piece of collateral. The messaging within the content will vary depending on the industry and the franchise itself. For example, AlphaGraphics focused on being an essential business through the pandemic as well as celebrating our 50th anniversary during a recent nurturing campaign. For us, we believed the messaging displayed our resilience over the years and showcased our ability to weather any storm as a franchise system. Collateral used for nurturing purposes should also provide the interested buyer with information about the franchise. Remember, these are individuals who are considering your franchise as an option, but they are likely looking at other options as well. Providing them with relevant information about your franchise’s business model is key, but you can also send them real-life success stories about other franchisees to help them get a better feel for your franchise. Sending this information regularly will keep the potential franchisee engaged and continue building that relationship.

Bill McPherson

Franchising Expertise When nurturing leads, franchisors should remember that they are the expert in the industry. Candidates reach out to franchisors to obtain information about the franchise and the industry. Senior leadership teams are educating the candidate so they can make an informed decision about the franchise. While getting information about a company online is easy, candidates expect the leaders of the franchise to educate them on their opportunity as well as the industry. This means being completely transparent about your franchise and the industry overall. This transparent approach may result in the franchisee choosing a different company to purchase based on the “fit” between them and the franchise brand. More times than not, if the candidate trusts that the franchisor is being transparent, that bond will grow strong and increase the chances of them deciding your franchise is the best fit. Bill McPherson is the vice president of franchise development for AlphaGraphics, a leading franchisor of printing and marketing solutions. With more than 285 locations in six countries, AlphaGraphics is one of the largest U.S.-based networks of locallyowned and operated Business Centers offering a complete range of print, visual communications, and marketing products. For more information, visit www.alphagraphics.com.

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Veterans in Franchising october 2021

www.franchisingusamagazine.com

OpenWorks

Offers Veterans a Blueprint for Success latest in

veteran news

Why Veterans Find the Transition to Franchise Owner Easy Franchising USA

Leadership. Teamwork. Executing SOPs. Connecting veterans with education, resources and opportunities at vetfran.org

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V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t october 2021 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

Franchisee In Action

50 Openworks Offers Veterans a Blueprint for Success

54 How we Swapped a Life in the Military for a Fun, Family-Run Business

48 Latest in Veteran News

Expert Advice

52 Why Veterans Find the Transition to Franchise Owner Easy

Veterans News 48 Tropical Smoothie Café 49 Perspire Sauna Studio Lime Painting

Joe Birkhead | Frios Gourmet Pops

52 Why Veterans Find the Transition to Franchise Owner Easy Pat Durkee | Chief Operating Officer Office Pride Commercial Cleaning Services

Q&A 56 Q&A with Trae Caldwell Metal Supermarkets Franchisee

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veteran news

Fast-growing Tropical Smoothie Café Reaches 1000 Locations! Tropical Smoothie Cafe joins the exclusive club of restaurant brands with a four-digit location count this week with the grand opening of its newest — and 1,000th systemwide — cafe in Flower Mound, Texas. The milestone comes at a time when the company is experiencing record growth and is on pace to open 130 new franchised locations in 2021. So far this year, Tropical Smoothie Cafe has signed agreements for an additional 249 future franchised locations, adding to an already extensive pipeline of future commitments. These agreements position the brand nicely in its progress toward its goal of 1,500 cafes by the end of 2024. “I like to say we’re the biggest brand you’ve never heard of,” said Charles Watson, CEO of Tropical Smoothie Cafe LLC. “We’ve been quietly crushing sales and growth records, thanks to our

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incredible franchisees who have a passion for this brand and want to open more locations across our target markets.”

Tropical Smoothie Cafe is designed for growth, and its

franchisees benefit from an award-winning franchise offering

and a business model with multiple dayparts built into the mix.

A key differentiator from other smoothie concepts is the brand’s

extensive food menu that includes made-to-order wraps, flatbreads, sandwiches, bowls and quesadillas, plus sales-driving LTOs such

as the hearty, healthy Green Goddess Flatbread that comes with a choice of chicken, shrimp or plant-based proteins.

To learn more about franchise opportunities, visit: www.tropicalsmoothiecafe.com

Perspire Sauna Studio Heats Up with 50 Signed Franchise Agreements Perspire Sauna Studio, the nation’s fastest-growing infrared sauna studio franchise, announced that it has signed over 50 franchise agreements. Perspire, which elevates the mind and body wellness of its guests through first-of-its-kind infrared lighting systems, currently has 19 studios open nationwide. The recently signed franchise agreements will bring Perspire to several new markets including San Diego, Chicago, Denver, Phoenix, Des Moines, Colorado Springs and Sarasota, FL, with three locations planned in San Diego, CA, three locations planned in Scottsdale, Arizona, four locations planned in the Chicagoland area, and four locations planned in Southern Colorado. New locations are also planned in Santa Monica; Brentwood, California; McDonough, Georgia. Several new franchisees behind these deals have diverse backgrounds in wellness, franchising, media communications & consulting, and entrepreneurship. “This is a landmark for us as we reach another significant milestone,” said Lee Braun, CEO of Perspire Sauna Studio. “Seeing our footprint expand into several new states and prominent markets is surreal and proof that people are prioritizing their

health and wellness now more than ever. We’re thrilled to have such a talented marketing professional like Lex join the Perspire team to continue riding that wave.” With its simple, yet effective business model that includes low costs, minimal labor and pandemic proof services, Perspire is actively seeking new franchisees in the following states: California, Florida, Texas, Washington, Minnesota, Wisconsin, and Michigan. Although no special licensing, skills or training is required, ideal candidates have professional leadership or managerial experience with a passion for health and wellness. To learn more about franchising opportunities, visit: www.franchise.perspiresaunastudio.com

LIME Painting Looks to Make Their Mark in the Music City At the age of 19, Nick Lopez founded his first painting LLC to help pay for his college tuition and textbooks. Lopez soon discovered that the company he started out of necessity turned into a true passion for home improvement.

LIME Painting – the first and only high-end painting franchise company – has announced plans to expand to

“I love what I do because LIME provides unique opportunities for the families who are part of the LIME team,” said Nick Lopez, founder of LIME Painting. “We deliver a quality service in an industry that doesn’t always fit that type, and we’re excited to be able to bring that quality to the Nashville area.”

expanded from seven to an impressive 45 franchise locations

To continue improving high-end residential and commercial properties around Nashville, LIME Painting is actively seeking multi-unit operators who are team builders and will go above and beyond to exceed the needs of customers. Benefits intense support to build a qualified team, marketing assistance such as templated emails and social media posts, and access to LIME Elite Academy, the brand’s training program that allows franchisees to level up within the business. LIME Painting’s initial franchise fee is $60,000 and the total investment ranges from $124,700-$162,375.

growth.

To learn more about franchising opportunities, visit: www. limepaintingfranchise.com

Nashville, TN. The brand’s expertise in painting and other restoration services is essential to maintaining luxury residential and commercial

properties and they aim to fulfill that need. The brand now has its sights set on Nashville, introducing four new territories for

franchising opportunities. Since becoming Denver’s most trusted and highly recommended painting company, LIME Painting has

across 14 states. It now is targeting Nashville to continue its rapid

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cover story: OpenWorks

Facilities Management Franchise Offers Veterans a Blueprint for Success

With veterans in mind, OpenWorks tailors franchise opportunities for former military skillsets. After a career that has been established on the foundation of organization, structure, time management and teamwork, transitioning into the civilian workforce can be a challenge for many active-duty military members looking at life after serving. Finding a civilian job is one of the most significant obstacles veterans face when they leave the military. Around 77 per cent of veterans have struggled through

Franchising USA

unemployment and more than a quarter of them end up job-searching for more than a year, according to Iraq and Afghanistan Veterans of America. Understanding the role hard work and discipline play in having a successful career, Jamoll LeDay, a veteran whose father served for 22 years in the U.S. Air Force and the proud dad of a son who recently enlisted, looked to take the skills he learned during his own career in the U.S. Army into the civilian world. With the same rigor and proficiency that he delivered in a military kitchen, he entered the world of food service and quickly rose through the ranks earning his stripes as an executive chef in some of Texas’ busiest kitchens.

Feeling there had to be a bigger way he could contribute to make life work better for others, a sentiment held by most veterans, LeDay started a janitorial cleaning business. Although he had built a roster of small commercial clients, he saw an opportunity to go bigger and threw himself into finding a partner that would support the entrepreneurial fire that motivated him; one that would help him to grow while providing essential front-office resources to keep him focused on bringing his “A” game to work every day. That partner was OpenWorks. “OpenWorks has been my blueprint for success, giving me the freedom of not having to do everything myself,” said LeDay. “As an entrepreneur, I can focus

Jamoll LeDay with his family

management via Openwork’s specially developed education network, veteran

entrepreneurs can deploy their cleaning

troops into the field, while manning overall business operations and management from their home office.

“OpenWorks gives you a playbook,”

said LeDay. “Before OpenWorks, I was

playing backyard football. Now, I’m a pro quarterback because I have a playbook and know how to execute a plan. They

understand the tools we need and how to

marry them with the experience we have.

That’s a winning combination and a critical component to our success.”

An OpenWorks franchise costs as little as

on running my business, training my staff and working with my customers, while OpenWorks serves as my business development and marketing partner, bringing me customers ready to onboard.” Since 1983, OpenWorks, a national facility management and commercial cleaning provider that earned a coveted spot on Inc. magazine’s 5000 list and annually ranks as one of the fastest-growing private companies nationwide, has been helping driven entrepreneurs break into the now $61+ billion a year commercial cleaning and facilities management industry. The company continues to experience a sharp increase in demand for its facilities management services, serving thousands of commercial businesses and schools

nationwide with a network of more than 1,700 elite service providers across the country who have proudly helped earn an industry-leading 99 per cent customer retention rate.

$9,000 down with no start-up equipment

With several former military franchise owners across the country, OpenWorks has put the tools and resources in place to help veterans take the skills they’ve learned while serving – leadership, discipline, hard work, commitment to doing a job well and so much more – to launch a successful entrepreneurial venture. Serving over 5,500 facilities nationwide, the franchise operator is on track to add more than 100 new franchises this year in some of the fastestgrowing markets in the nation.

robust training and guidance on how to

“The military equips veterans with such a wide range of skills that are perfect for franchise-based entrepreneurial ventures such as commercial facilities management,” said Victoria Murray, Sr. VP-Sales & Strategic Relationships at OpenWorks. “With this in mind, OpenWorks operates as a trusted partner who can provide these entrepreneurs with the resources they need, including sourcing new accounts, providing training and back-end support, and offering an array of business-support tools, to successfully servicing and growing their own business.” With unlimited growth potential, franchise owners such as LeDay have seen their businesses grow exponentially. Hiring teams of workers who are trained with the military precision in cleaning and facilities

costs. Through its military program,

veterans and active-duty service members receive a 10 per cent discount on the

entire franchise cost, while receiving

run and operate a successful facilities management business. This includes

providing business back-office support in billing, financing, customer service and

sales support, allowing the franchise owner to concentrate on providing customers with top-notch service.

Recession-resilient and in-demand,

the commercial cleaning and facilities management sector has grown

tremendously over the past three decades. And as business owners and facilities

managers realize that outsourcing these

services makes more financial sense than

managing in-house staff, the demand will only continue to grow.

“The scariest part about transitioning into civilian life is understanding whether

your parachute will open once you jump,” said LeDay. “OpenWorks has been my parachute.”

For more information about OpenWorks and learning whether a post-military career as a facilities management entrepreneur is right for you, please visit https://openworksweb. com/own-a-franchise/

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EXPERT ADVICE: Pat Durkee | Chief Operating Officer | Office Pride Commercial Cleaning Services

Why Veterans Find the Transition to Franchise Owner Easy If you want to elevate your franchise, welcome new franchisees who are veterans. Veterans own approximately 2.5 million, or 9%, of all businesses in the U.S. and one out of eight franchises, according to the Small Business Association. Veterans make great franchise business owners because the same character traits that made them successful in the military – discipline, organization, leadership and being self-motivators – are likely to help them succeed in business. Here are a few of many reasons that veterans find transitioning to franchise ownership so appealing:

First, they like systems, processes and training Veterans are trained to follow systems and processes, and franchisors communicate exactly how things should be done to encourage a consistent consumer experience among franchise locations. Successful franchisors ensure that when you order a product or service from one franchise location, it’s exactly the same as the product or service you would get at another location hundreds of miles away. Veterans understand the importance of following procedures to the letter. Additionally, veterans are well-trained in many different areas, and so they may already have skills useful to your particular franchise, e.g., food preparation or technical/mechanical training.

Franchising USA

They enjoy a sense of comradery and belonging We often hear franchisees say they joined a franchise to feel like they are part of something larger than themselves, much as veterans describe being part of a military unit. The best franchisors cultivate an atmosphere where franchise owners work together to help each other succeed. When individual locations grow, the whole brand grows.

“The best franchisors cultivate an atmosphere where franchise owners work together to help each other succeed.”

They march in lock step Veterans might just be the most compliant franchisees you will ever have. They are accustomed to following guidelines and “toeing the line,” and they understand the problems that can arise with going rogue when you are part of a larger organization. They will be franchisees you can count on to do things exactly the way you ask them to be done.

And finally, they want to share in your mission A franchise’s mission and core values mirror that of the founder. The best franchisors seek franchisees who buy into the organization’s mission and core values. After they transition from the military to civilian life, many veterans still desire that sense of being “on a mission” with their colleagues. So, they seek out organizations with a clearly stated mission and vision, and they will work extremely hard to carry it out. To recruit more veterans for your franchise,

check out the International Franchise Association Foundation’s VetFranâ program, which was established after the first Gulf War to build a network of brands that encourage veterans to explore opportunities within franchise systems. Pat Durkee is chief operating officer of Office Pride Commercial Cleaning Services and a U.S. Navy veteran. Office Pride is a five-star participant in the IFA’s VetFran program and is ranked among the “Top Franchises for Veterans” by both Entrepreneur and Franchise Business Review. https://officepride.com/

Pat Durkee

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FRANCHISEE IN ACTION: Joe Birkhead | Frios Gourmet Pops

How we swapped a life in the military

for a fun, family-run business “Frios Gourmet Pops works with our family for numerous reasons, but there was one driving factor: It has allowed us to fill that value of family.”

People often ask me how I ended up as a franchisee at Frios Gourmet Pops. The answer in short: It’s given me the opportunity I’ve long been seeking: Time with my family. Franchising USA

What led me to the brand is a longer story, 20 years in the making. September 11, 2001. I was serving in the Army, on my third deployment to Kosovo, when we were attending the nightly Battle Update Brief (BUB). We watched as a plane crashed into one of the towers. Our lives changed withing a matter of seconds. We were thousands of miles from our country and our families, unable to comfort or protect those we loved. When we returned later that year in November, we went directly to Uzbekistan with no turning back. I knew then I needed to be in the fight, so I applied for the most elite unit in the United States Army. After getting selected I completed eight more deployments between Iraq and Afghanistan. My wife and I have been together for 20 years, a great accomplishment in itself. We had fulfilled our duty in serving our country side-by-side for 16 years until we both eventually retired. Our family grew

in that time as we welcomed our daughter and our son. Deployments proved to be difficult, leaving us to uproot our family to the next city followed by the next city. Naturally we worried about our kids, wanting them to find a sense of community. Our 14-year-old daughter has moved five times, having to leave her friends and classmates behind. Our seven-year-old son has moved three times, but has fortunately been young enough to forget the hardships. After my wife and I retired, we wanted to prioritize our family, not only finding a place for us to settle, but a place for us to be together. In addition, we wanted to be a part of our community, something that was instilled in us during our time in the military. It was then that we found Frios Gourmet Pops. At first, we thought the brand seemed to be too simple of a concept. Could a mobile popsicle brand really be the answer? We were pleasantly surprised by the answer.

“The brand was one of the few to embody a core value of family, not only saying it, but showing it. ” Frios Gourmet Pops works with our family for numerous reasons, but there was one driving factor: It has allowed us to fill that value of family. When my wife and I retired from the military, we wanted to transition into a career that wouldn’t consume our lives, taking away important time from our children. In the past we had missed big moments due to moving and deployment. I don’t want to miss another birthday, another first day of school, another pivotal moment in their lives. But its not only the big moments, we wanted to be there for the little ones too. The niche memories that our kids will carry with them for the rest of their lives. Insert Frios Gourmet Pops. The brand was one of the few to embody a core value of family, not only saying it, but showing it. This point was made evident after speaking with a Frios’ CEO Cliff Kennedy, who discussed how this brand has allotted him time with his own family,

and how he has made that priority amongst his franchisees. With Frios, we have a business that our kids can be involved in. Arguably more impressive, they’re excited to be involved. I’ve never seen or heard of a company that entices the entire family to get involved. Our kids will come along with us in the van, “slinging pops” to friends, neighbors, and more. It has been such an enjoyable experience not only to spend more time with our kids, but to see them flourish. Frios has uniquely brought out professional skills in our children at a young age. Its incredible to see them hone their interpersonal skills, whether they are explaining a product or completing a transaction. I feel confident that with the help of Frios, our kids will have no problem making a name for themselves. In a sense, this has taught

them how to be business owners, allowing them to understand the many aspects of a business. Not only do they help with our operations, they assist with our marketing as well, becoming arguably one of our best resources. They’ll bring in customers routinely just by talking about their favorite flavors at school. So, when people ask me how I ended up at Frios Gourmet Pops, I tell them that it as a brand that cherishes one of the most sacred things in life: Family. I’m thankful the memories the four of us have collectively made together with the help of Frios. I’m thankful the personal and professional development that Frios has allowed my children. I’m thankful to be a part of Frios. For more information visit: https://friospops.com/

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Q& A: Trae Caldwell | Metal Supermarkets

Q&A with

Trae Caldwell

Metal Supermarkets Franchisee Trae, please tell us about your military background I enlisted in the National Guard in September 1999 and joined the First Battalion 160th Field Artillery and spent twelve years with that unit. I attained the rank of Staff Sergeant before I was accepted into the Warrant Officer program, which I completed in September of 2014. During my career, we had one tour operation in Iraq as part of Operation Iraqi Freedom, and after 9/11, our unit completed Operation Noble Eagle to shore up the defense for homeland security at Pine Bluff Arsenal in Jefferson County, Arkansas. After twelve years with my unit, I transitioned to a civilian career while I maintained my role as a National Guardsman. I recently retired in September 2020 as an Army Warrant Officer in the National Guard.

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What was your working background? After spending several years working full-time out of the National Guard headquarters, I transitioned to a civilian career while maintaining a part-time position with the National Guard. As a civilian, I completed MBA and held positions in the operations, commercial and finance sectors. In addition to the sectors above, I also was in project management and business development, specifically, focused on asset optimization. Working for Williams Natural Gas, the organization that handles 30 per cent of all national gas in the United States, I was the lead analyst for two significant transactions totaling more than $2 billion across both. The combination of my civilian and military careers provided me the opportunity to learn leadership and business acumen skills that have a

direct correlation to operating a franchise business.

What was the turning point that made you realize you wanted to change your career path? I have always wanted to own my own business and the franchise model made the most sense to me from the perspective of branding and name recognition.

Why did you choose Metal Supermarkets? I evaluated several franchise opportunities before I chose to move forward with Metal Supermarkets. There were a few things that played into the decision. First and foremost, I had to evaluate what I could see myself doing for the rest of my working years. Metal Supermarkets was always in my top choices. And, once I met the management team, it was clear that they were a top

“It was clear that Metal Supermarkets offered the most complete franchise system that focused on franchisee success. ” a business plan. Aim to connect with someone who can help you forecast a business development plan. While this plan will undoubtedly change and update, it’s important to have a goal for the future. Additionally, potential franchisees should ask as many questions as possible, no matter how silly they sound. Take your time and don’t try to rush through the steps. Make sure to practice professional skepticism, by this I mean actually think through the different aspects of the business. I recommend taking a step back and thinking to yourself, “Does this make sense? Is what they’re saying make logical sense?” Oftentimes, people will get caught up in the deal or the flashy information. But you should go through your own mental checklist.

Any particular insight that you would like to share with other veterans?

contender. So, in doing my due diligence, I reached out to other franchisees. Their amazing feedback brought the whole

concept full circle and came out on top as the brand that I wanted to be associated

with. It was clear that Metal Supermarkets

offered the most complete franchise system that focused on franchisee success.

If someone was interested in joining your franchise system, what would you say to them?

My biggest advice is to listen and absorb as much information as you can in the beginning. I highly recommend that you do your own due diligence. If you have people in your network who have been in the franchising industry, tap them for their experiences and learn more about franchising. Additionally, get a feel for what people say about franchising in general as well as for the brand(s) that you are considering. If business acumen isn’t your forte, you should connect with someone who can help you develop

For those in the military, the process I mentioned above might sound familiar. It stems back to the MDMP or the Military Decision-Making Process. Anyone who has been in the army or military has gone through MDMP training. This process is a critical piece of reviewing and evaluating a decision. With each of the seven steps, receipt of mission, mission analysis, course of action development, course of action analysis, course of action comparison, course of action approval and orders production, dissemination and transition, military professionals are trained to assess multiple levels of analysis and review. This is also an effective way of reviewing franchise opportunities. If you don’t have experience writing a business plan, you should aim to write one anyway. With a well-thought-out and organized business plan, you will be better prepared as a franchise owner. The business plan is a big piece of business ownership. www.metalsupermarkets.com

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Benefit from

Making an appearance every month in Franchising USA magazine. Each detailed, 4 color A-Z listing comes with a 150 word write up and your logo. Excellent for branding and recognition. Choose a 12 or 6 month package or simply add the A-Z directory onto your FOCUS, PROFILE or ad! To learn about the A-Z directory or any other products, please contact Vikki Bradbury: vikki@cgbpublishing.com

www.franchisingmagazineusa.com

Franchising USA

AAMCO First started in 1963 by Anthony Martino as a transmission repair shop, the company now has nearly 700 locations throughout North America and about 12 years ago expanded into total car care. AAMCO franchisees benefit from joining a brand that has been in business for over 50 years. Our iconic, Double A, Beep Beep, M-C-O mnemonic brings instant recognition and trust from the American consumer. In

Bloomin’ Blinds Founded the morning of 9/11...our incorporation papers received their approval stamps within minutes of the towers being struck...Bloomin’ Blinds is a family company. Karen McGuffin founded the company in Dallas and was joined by her three sons within a handful of years. Together they created Bloomin’ Blinds over the next 16 years before the franchise was formed. Now Karen is retired and the boys are still running the show. Bloomin’ Blinds has always been a “repair company that happens to sell a ton of blinds”.

Business Finance Depot

addition to automatic brand recognition, AAMCO franchisees benefit from an Executive Leadership Team who established themselves by servicing the automotive aftermarket as franchisees. With this franchisee focus in mind, AAMCO provides the brand, tools, guidance and education necessary for new franchisees. This includes financing support, real estate support and training through the entire opening process. http://www.aamcofranchises.com

Early on we realized that retailers were primarily sales only and Bloomin’ Blinds had a significant differentiator in the addition of the repair concept. The business model has weathered the economic storms that followed 9/11 and the housing bubble pop in 2008. Bloomin’ Blinds is a technology based, fresh, new approach to an industry otherwise resisting modernization. For more information contact Kelsey Stuart at: Ph: 1-214-995-1062 Email: kelsey.stuart@bloominblinds.com https://www.bloominblinds.com/

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

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

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

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

caring transitions

with the hassles or laws that involve elderly medical care, though you might want to invest in knowing the companies that do supply such services in your area. Many times our services are needed in order to fulfill the lifestyle changes recommended by healthcare professionals, so putting your leads into contact with upstanding medical professionals can create a favorable impression that causes them to return to you for help with non-medical side of their changing circumstances.

Caring Transitions is a solution-oriented company, and we accomplish this by bringing three services under one roof that are normally all accomplished by separate companies. The three services we combine to provide unique solutions for our customers are: • Senior Relocation • Estate Sales • Downsizing & Decluttering One final thing – we are NOT a medical service company. As a franchisee, you will not be dealing

Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for 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 users the ability to purchase their advertising and marketing tools in one easy to use program.

Phone: 1-800-647-0766 Email: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com

We provide marketing collateral, signage, POP 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 can be customized to the unique needs of your community. Customer service is our forte. Contact: Dan Broudy CFE, Chief Executive Officer Phone:412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

Franchising USA

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Dough & Arrows The owners of a family oriented business Dough & Arrows aim to expand their business through nationwide franchising opportunities. Dough & Arrows is well known for their famous Edible Cookie Dough, Gourmet Ice Cream, delicious homemade desserts, and family atmosphere. Based in Hanover, PA, Dough & Arrows is currently looking for potential franchisees all across the United States.

Fastsigns® Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015 • Franchise Research Institute World Class Franchise 2011-2015

FirstLight Home Care FirstLight Home Care offers comprehensive, inhome, non-medical and personal care services to seniors, new mothers, disabled adults and others needing assistance. FirstLight’s team brings more than 170 years of collaborative experience in health care, franchising and senior services, creating FirstLight’s Culture of Care foundation. The last 10 years, we’ve received numerous awards, most recently including ranking among Entrepreneur Top 500 Franchises, Forbes’ Best Franchises to Buy,

International Franchise Professionals Group

Ph: 717-969-8481 E-mail: info@doughandarrows.com www.doughandarrows.com

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide. For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com

& Franchise Business Review’s Top 200 Franchises for franchisee satisfaction. In the $80 billion home care, demand for our services already exceeds market supply in many areas. In 2015, the babyboomers turning age 65 in the U.S. reached 10,000 per day! By 2025, it will grow to nearly 72 million. We’re looking for people who are passionate and strive to provide exceptional service. If you want to make a difference in people’s lives while building a powerful business, THIS is this franchise for you. Phone: 866-985-4031 Email: jdavis@firstlighthomecare.com Website: Firstlightfranchise.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.

Infinity Martial Arts

Our programs focus on a self-defence style of martial arts and combat sport, which is predominantly based on grappling and submission holds. Our curriculum focuses on the skill of taking an opponent to the ground, controlling one’s opponent, gaining a dominant position and using a number of techniques to either force or defend a submission.

Infinity Martial Arts was established in 2005 on the Sunshine Coast, Queensland. We began as a single club focusing predominantly on Brazilian Jiu-Jitsu, with only a handful of members under the guidance of our head coach and black belt Neil Owen. Over the years, many of those initial members became black belts themselves and helped to grow our business into what it is today. With 13 academies now in QLD and two other affiliate clubs in NSW & QLD we are one of the largest franchised martial arts academy names throughout Australia, leading the way in Brazilian JiuJitsu.

Franchising USA

For potential franchisees who are family oriented and who wish to spread joy to the community while being at the forefront of a burgeoning food trend, Dough & Arrows might just be the business family you are looking to join.

With classes ranging from expert to beginner and suitable for both adults and children starting as young as 2 years old, our academies are warm & friendly environments. We have a strong focus on creating a fun culture where our members become part of the family. For more information visit: www.infinitymartialarts.com.au

QC Franchise Group (DBA QC Kinetix) QC Kinetix is a Charlotte, North Carolina-based franchise company leading the way in helping people maintain an active lifestyle using comprehensive regenerative medicine treatments to address musculoskeletal conditions and joint pain. QC Kinetix is the place to go when you’ve been told invasive surgery is your best option, or after you’ve tried everything to eliminate the pain and immobility of your condition without success. We provide comprehensive regenerative medicine injection treatments, including stem cell therapy

sanondaf Founded in 1959, Ziebart is the worldwide leader in detailing, films and structural protection services providing complete car care solutions. Backed by over 60 years of experience, the brand has evolved from its roots as the pioneer in rust protection services to become the most respected global company offering aftermarket total vehicle protection products and services. Today, Ziebart International Corporation operates more than 400 locations, with 1,200 service centers, in 37 countries. The brand is committed to helping its customers customize and protect their vehicles by offering services that range from detailing and film installation to structural protection. Ziebart’s mission is to support customers’ pride in vehicle

The red Chickz We’ve Done the Heavy Lifting for You We know the restaurant business and have done our homework. From the homestyle kitchens of Nashville to The Red Chickz restaurants that will be popping up everywhere, we’ve created something really special in an untapped, sizzling market. We make it simple. Our team has worked our tails off to create a superior business model that is streamlined and simple to

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

VFPnext VFPnext - So much more than just a CRM. VFPnext delivers complete marketing automation that provides a 360° view of prospects and members. Speed to Lead is the winning formula in 2021 and VFPnext connects staff to leads in less than 60 seconds with our innovative Hot Lead Notification.

with BMAC, regenerative cell therapy with amniotic membrane tissue, A2M therapy and PRP therapy. With such a wide array of regenerative medicine treatments available, we make sure to discuss all the therapeutic options with each of our patients. While not all patients may be candidates for all therapies, we will help guide you to make the most appropriate decisions for your particular condition. We treat everyone from weekend warriors and professional athletes to active aging patients who want to stay active. QC Kinetix clinics are dedicated to maximizing the body’s ability to help heal and repair itself from the inside out for vastly improved function and overall quality of life. https://qcfranchise.com/

ownership and to protect their investment with the highest quality products, services, exceptional workmanship, and a knowledgeable staff that provides solutions for extending the life of all vehicles. The brand is continuing to grow through franchising and offers a best-in-class investment for qualified prospects. Ziebart franchisees gain a built-in team with decades of experience to help launch their business every step of the way. As an established automotive enthusiast brand, Ziebart has been recognized by Entrepreneur Magazine as a Top 500 Franchisor as well as a Top 200 Global Franchise. For more information contact Amanda House at: Phone: 248-837-3944 Email: ahouse@ziebart.com Website: www.ownaziebart.com

operate. We designed this with systems and growth in mind, so you can become the next proud owner of a The Red Chickz restaurant franchise with ease. An investment in a restaurant franchise like The Red Chickz is an excellent way to break into the foodservice business or expand your already existing restaurant portfolio. We seek qualified business owners who understand or appreciate the restaurant industry and are fired up about our brand. www.theredchickz.com

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

orientation to increase personal training sales - all on a single platform. The VFPnext platform collects more data on your prospects and members and is built “API first” for seamless data integration and leverage across your softwares.

Increase speed to member conversion with a complete member tour.

Join in the excitement of the fastest growing marketing automation system (CRM) in the fitness industry and switch to an enterprise solution used by the best clubs.

Enroll members faster with our seamless, branded digital enrollment, and provide a compelling member

Email: info@vfp.us Website: getvfpnext.com

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Franchising USA

Franchising USA October 2021

Articles inside

a-z franchise and services Directory

Build relationships with Potential franchisees Through nurturing

franchisee to Professional executive: What, Why and how?

Why 2021 might be the Year to franchise Your Business

Profile: meet megan Duffy – The Woman Proving the Junk removal Business is not Just for men

Focus: from the military to the Beauty industry Terry michaud’s career has come full circle

Franchisee in Action: from zero to 100 – how this female entrepreneur started and grew her Business During a Pandemic

use Pr to Position Your franchise for acquisition

Expert Advice: opportunities abound for Women in franchising

Focus: a female entrepreneur making her mark in a male-Dominated industry

franchising news

coVer sTorY VfP next’s customizable crm solutions