Business Franchise AUS & NZ Sep/Oct 2011 by CGB Publishing

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maga z ine

for

franchisees

AUSTR A LIA

$4.95 AUD (INC. GST) VOL 05 ISSUE 06 september / october 2011

Building Wealth

Top Tips

For

power

networking LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

9 Guaranteed income package*

9 Recognised brand

9 Low start up costs

9 Perpetual Franchise Agreement

9 Award winning system for over 25 years

9 No weekend work

9 Exclusive territories

9 Easy to operate - no experience required

9 Unparralleled business support & training

9 Enjoy the freedom of working for yourself

A new way to connect with your customers RedCatâ&#x20AC;&#x2122;s new mobile phone application allows hospitality and franchise outlets to have their own branded iPhone application as well as working as a web application on other mobile devices. It also offers the ultimate in convenient ordering, allowing customers to prepay and pre-order food at their desired time directly from the application. Purchases can be paid for using points, pre-paid gift cards or credit card. Orders will be sent direct to the Point of Sale at the store and will print out automatically, at the correct time, without the need for any interaction by the staff. The application can also be configured to be used as a self ordering kiosk at store level. Not only will it streamline the ordering process, it will allow you to take advantage of the dramatic increase in popularity of coupons. Research shows that globally, mobile coupon redemptions will exceed $6 billion by 2014*. Hospitality outlets can also use the application to deliver targeted and relevant advertising offers directly to their members which can be redeemed and tracked seamlessly through the RedCat Point of Sale system. * Jupiter Research

Registration

Coupons

Store Locator

Ordering

Barcode Loyalty

Existing members can login, or new members can register their details directly within the app.

Targeted marketing sent directly to your members. Relevant. Immediate. Redeemable at POS.

Customers can search for their nearest site by using integrated GPS, or postcode search.

Save favourites, pay using points, vouchers or credit cards and send orders to the store.

Once registered, members can display their points balance, member status, and a barcode for identification.

To find out how you can take advantage of RedCatâ&#x20AC;&#x2122;s Mobile Applications, call 1300

4 REDCAT or visit www.redcat.com.au

Theobroma Chocolate Lounge Is a “Total Chocolate Concept” offering consumers a wide variety of hand made chocolates, hot and cold chocolate beverages, chocolate desserts, melted chocolate dips and other products including breakfast, lunch and beverages such as coffee and tea.

The first store was opened in Melbourne December 2006, and has now grown to 23 stores with five stores in Malaysia and five in New Zealand. Theobroma Chocolate Lounge are looking to further expand to all major cities in Australia.

Unique gourmet chocolate café. International Franchise concept development in Australia. Attractive shop design. Deal direct with the franchisor. Easy to manage business. Territories available in all major shopping centres, Shopping Strips and CBD’s. Franchisees wanted for Perth, Adelaide, Sydney, Brisbane, Darwin Melbourne and Hobart.

To apply for Franchises in WA, NT, QLD and New Zealand contact Ross on 0402 474 858 To apply for Franchises in Vic, NSW, SA, TAS and Canberra contact Wayne on 0431727004

busi n ess fr a nch ise aust r a l i a

“We all still have so much to learn and so much to do.” Emma Malone, Editor, CGB Publishing.

From the Editor W here has this year gone? It seems like only yesterday we were packing up our Christmas tree and surfboards (as you do in Australia in January). It has certainly been a whirlwind of activity here in the trenches at Business Franchise Australia magazine headquarters throughout 2011. And by all accounts, others in the franchise industry are going full steam ahead as well. In commissioning articles for this issue, nearly every franchisee, franchisor and service professional I spoke to were all working flat out. I am sure the repercussions of the GFC still weigh heavily on the commercial sector as a whole, but the folks in franchising don’t seem to be suffering too badly, judging by the amount of work they all have on their plates. When you read Steve Wright’s statistics within his article in this issue, you will begin to understand why the franchising industry seems to be able to weather nearly any storm. As the FCA Executive Director, Steve relates that 95 per cent of all franchisees who enter a system are still going strong after five years. This is encouraging news for all of us. However, complacency is never a good thing. Times are still tough and the way in which we all do business is changing. Don’t miss Marketing Angels Founder, Michelle Gamble’s, ‘Top tips for power networking’ to learn how social media is changing the way we reach our target markets. Phil Smith, from Westpac, tells us about ‘Succession

plans that work’, while Peter Buckingham, Spectrum Analysis Managing Director, explains how mapping has evolved in recent years. Our feature this time around centres on ‘Building and Landscape’, an ever-growing industry. The franchise industry has capitilised on this growth and more and more franchise systems are emerging to cater to the demand. Business Franchise Australia magazine consistently seeks out ‘the best of the best’ in the industry to give advice and share their experiences. For this issue, we asked Chris Acret, Smartline Personal Mortgage Managing Director, to share with us his secrets to successful lines of communication within his own organisation. Check out ‘Actions speak louder than words’ to peek into Smartline’s strategies for building strong, lasting relationships with their franchisees. In a sense, much of this issue is about building; building your network, building franchisee/franchisor relationships, building your business, building your knowledge base. We all still have so much to learn and so much to do. So, enjoy the expert advice articles, have a good look at the numerous franchise systems detailed in our Profiles and Focuses, as well as our Franchisee in Action and Franchisor in Depth stories – and then get back to work! Emma Malone Editor

BUSINESS FRANCHISE AUSTRALIA VOLUME 5 ISSUE 6, september / october 2011 publisher: Colin Bradbury. colin@cgbpublishing.com.au EDITOR: Emma Malone. emma@cgbpublishing.com.au SALES DIRECTOR: Vikki Bradbury. vikki@cgbpublishing.com.au SALES EXECUTIVE: Kathleen Lennox. kathleen@cgbpublishing.com.au SALES EXECUTIVE: Jodie Hanrahan. jodie@cgbpublishing.com.au PRODUCTION: Donna Lloyd. production@cgbpublishing.com.au ACCOUNTS: Joanne Tuffy. joanne@cgbpublishing.com.au DESIGN: Jejak Graphics (03) 9772 2571 COVER IMAGE: BLOWDRYBAR TO SUBSCRIBE: www.businessfranchiseaustralia.com.au or www.isubscribe.com.au CGB PUBLISHING PO BOX 968 MT ELIZA, VICTORIA 3930 TEL: (03) 9787 8077 FAX: (03) 9787 8499 Email: cgb@cgbpublishing.com.au www.businessfranchiseaustralia.com.au CAB Membership Application Approved June 2011.

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.

Business Franchise Australia 3

busi n ess fr a nch ise aust r a l i a

Contents 70

september / october 2011 On the Cover 11

Cover Story Blow Dry Bar – An opportunity that will blow you away

54 Top tips for power networking

Michelle Gamble, Marketing Angels

82 Building Wealth

In Every Issue 06 What’s New! Announcements from the industry 14 Franchising light still shining Steve Wright, FCA 16 FCA calls for retail Leasing Code of Conduct Stephen Giles, FCA 50 Franchisor in Depth Trios Wraps – Turning the heat on

Darryn McAuliffe, NAB

Franchises in Focus 32 Brazilian Beauty Beautiful possibilities 42 TeleChoice From employee to business owner 58 Kwik Kerb Getting the edge on the competition

70 Feature Article Building & Landscape – Building a dream 88 Consultant Close-up FC Business Solutions – Advice, guidance, answers 110 Ask George Professional answers to questions from our readers 122 Behind the Headlines Jason Gehrke 124 Professional Services Listings 125 Franchise Listings 127 A-Z Directory

96 Franchisee in Action The Shed Company– Everything under one roof

Expert Advice

Profiled Franchises Anytime Fitness............................................ 26

Franchisor CEO and Director escape liability

You are the master builder of your own learning

Understanding sites and territories

Succession plans that work

Actions speak louder than words

Philip Colman, Mason Sier Turnbull

Julia Camm, Corven

Marwan Kojok, DCS Lawyers

Phil Smith, Westpac

Chris Acret, Smartline Personal Mortgage Advisers

Body and Health Solutions.................... 48

Crackmasters. ............................................... 56

Franchise Selection.................................... 44

Franck Provost.............................................. 28

Gelatissimo...................................................... 92

64 Due diligence – Building knowledge for good decisions John Dorazio, Walker Wayland

Hairdressers On The Move.................. 114

74 Mapping your business – A picture tells a thousand words Peter Buckingham, Spectrum Analysis

James’ Home Services............................ 76

86 Field Managers – What would we do without them? Bruno Ceraso, Franchise Relationships Institute

Jim’s Building Maintenance................... 60

102 Where do I find franchisees and how do they find me? Phil Blain, BDC

Jumping J-Jays and Stufflers.............. 12

116 Counting your cash Alan Liebowitz, Discovery Training Solutions

Party Shop....................................................... 46

PoolWerx.......................................................... 62

Spotlight on Services

RP Vending...................................................... 90

Stay Clean Hands. ...................................... 38

100 Lawler Chartered Accountants An essential business partner

Snap-on Tools .............................................. 20

106 NFIB Franchisers flock to new online insurance provider

80 Silver Chef The Silver Chef solution

SOL Home Improvements................... 112

Total Tools.................................................... 104

what’snew! Franchising leaders among the big winners in the 2011 Australian Business Awards Some of the leading lights of Australia’s franchising world have been named among the country’s most progressive businesses in the 2011 Australian Business Awards. Coffee franchises, Gloria Jean’s Coffees and Zarraffa’s Coffee, and beauty salon chain Brazilian Butterfly, were recognised alongside some of the biggest names in Australian business in the leading awards program. Now in its sixth year, the Australian Business Awards recognise organisations that demonstrate the core values of business excellence, product excellence, corporate responsibility, sustainability and commercial success in their respective industries. One of Australia’s leading franchise businesses with over 900 stores globally, Gloria Jean’s Coffees collected two award wins for Marketing Excellence and Community Contribution, the latter of which recognises organisations which implement policies or projects that positively impact the community and generate outcomes that have a long term benefit. Queensland-based Zarraffa’s Coffee and expanding beauty chain Brazilian Butterfly were both winners in the Enterprise award category, which recognises organisations that have achieved outstanding commercial success whilst undertaking bold new ventures. The most comprehensive awards program of its kind, the Australian Business Awards are open to all organisations across private, public and non-profit sectors and comprise an established series of business and product award categories.

6 Business Franchise Australia

Coffee franchises A total of 103 recipients were honoured from the 928 organisations that participated in the 2011 Awards. Tara Johnston, Program Director of the Australian Business Awards, said the standard of entries for 2011 was a testament to the strength and resilience of the Australian economy. “Australian businesses continue to adapt business processes, invest in product development and develop dynamic e-business initiatives that increase productivity and quality standards for all. The Australian Business Awards provide a welcome opportunity for organisations committed to

business and product excellence to receive recognition throughout their respective industries for driving positive business outcomes,” said Ms Johnston. “We are proud that the Awards continue to promote the key values in the workplace, which foster a vibrant organisational culture and encourage enterprise, product innovation, service excellence, marketing excellence, environmental sustainability and community contribution. We would like to congratulate all the 2011 winners for achieving exceptional results within the respective award categories,” concluded Ms Johnston.

Crust launches into SA with three new stores Crust Gourmet Pizza Bars has opened three stores in and around Adelaide, marking the business’ first move into South Australia and heralding the beginning of a beautiful friendship with pizza lovers across the state. The leading pizza franchise, with a strong reputation across the Eastern Seaboard for its commitment to higher quality, healthier and gourmet products, has responded to consumer calls to open in South Australia. The three new stores are part of an exciting growth path for FY2012, which will see Crust open a further five in the State by this time next year. This will take the total number of stores across Australia to more than 95, working towards the business’ objective to become the country’s leading gourmet pizza offering. Crust’s Founders, Costa Anastasiadis and Michael Logos, recognise that the franchise occupies a unique position, and there was a gap in the South Australian market for healthier, gourmet takeaway pizza options. “Crust is all about making people’s lives more delicious,” said Anastasiadis. “The expansion into South Australia has been a natural next step. Our consumers have repeatedly called for us to open in Adelaide, and we’ve listened. We know that this launch into South Australia will be successful because of the commitment of our consumers to our brand, as well as the fact that the region is ready for fresh, healthy takeaway options.” Crust is looking forward to a solid year of growth for the network – both here in Australia as well as internationally. 2011 has seen Crust venture into Tasmania and South Australia for the first time, but also broaden its existing footprints in Victoria, New South Wales, Western Australia, Queensland and ACT, with the aim to have more than 100 stores by the end of 2011.

Sherpa Group named Australian partner for sKids Australia Safe Kids In Daily Supervision

ulti-award winning business, Safe Kids In Daily Supervision (sKids), was founded in New Zealand in 1996 and is now expanding into Australia. sKids offer a fun, structured and safe Out of School Hours care (OOSH) programme, with over 70 primary school based sites operating in New Zealand.

“Growing our business internationally is an exciting journey; after carefully planning our growth strategy we know our decision to expand into Australia is the right decision. We see great opportunity within the Australian market and the value our tailored franchise model has to offer through our professional OOSH care programmes,” Mrs Engelbrecht said.

Dawn Engelbrecht, Managing Director of sKids New Zealand, said she is enthusiastic about the opportunities within Australia and the expansion and early uptake of the sKids programme.

“We are thrilled about partnering with Sherpa Group and I believe the synergy, passion and expertise of our teams in our respected fields and core values align remarkably.”

Vicki Prout, Chief Sherpa of Sherpa Group, commented, “It is fantastic to be working with such a successful, energetic and strong brand. Success breeds success and we are delighted that we [Sherpa Group] are now the Australian franchisor for sKids. “We are passionate and determined about leading and growing the sKids brand on a national scale. Our research over a 12 month period has heightened our enthusiasm for this market and the strong business model that our antependium partners have built,” stated Ms Prout.

Business Franchise Australia 7

what’snew! CONTOURS CONSOLIDATES AND REINSTATES COMMITMENT TO CUSTOMERS After two years of economic uncertainty, consumer law reforms and a string of natural disasters, leading express fitness network, Contours, has shifted its focus with CEO, Justin Wilshaw, leading the business through a time of consolidation. “We’ve had some key business learnings as a result of the GFC and natural disasters and now have a renewed focus on our members. Contours grew very quickly when it was first launched in Australia – that was our key objective then. Our focus now is on best franchise practice and member satisfaction, starting with standardised service, staff qualifications and engagement,” stated Mr Wilshaw. Contours requires staff to be certified in fitness, and all studios are business members of peak industry body, Fitness Australia. These are both firsts for any Australian express gym network.

Franck Provost Paris Hair Franchises Now Available Australia Wide Franck provost Paris Hair proudly announces the launch of its franchise system throughout Australia. The hair salon sensation is the leading brand of the Provalliance Hairdressing empire, which is rated #1 in Europe and #2 in the world. Franck Provost salons are trusted by over 10 million guests in 30 countries every year. Franck Provost already has two salons in Sydney, since the launch of the flagship salon located on Macquarie Street in November 2008. The objective is to open 50 Franck Provost salons in Australia within the next five years.

8 Business Franchise Australia

2011 VICTORIA AND TASMANIA FRANCHISING AWARD WINNERS ANNOUNCED

NANOTEK Launches in Russia Australian owned car cleaning franchise, Nanotek, has become the first Australian mobile franchise to take to the road in Russia, after recently launching in Moscow. Russia joins Nanotek’s stable of international success, now spanning 12 countries across Europe, the Middle East and North America. Nanotek CEO, Jim Cornish, said exports now contributed to 60 per cent of operations.

The 2011 VIC/TAS Excellence in Franchising Awards were held at Kooyong Lawn Tennis club as part of the July networking breakfast series.

“We are expecting to have over 130 mobile units internationally by the end of 2011, with revenues up to $15 million,” he said.

The event was attended by over 130 of Victoria’s and Tasmania’s franchising glitterati and celebrated the high achievers in the franchising industry.

“We expect Russia alone will generate about $2 million after the first year.” Mr Cornish, who was in Moscow for the launch, said Russia held enormous potential for Nanotek. “Russia is a large, untapped market and as the first mobile car cleaning franchise to operate there we have the opportunity to

establish our place in it,” he said. Headquartered in Moscow, Nanotek’s operation will have an immediate focus on the federation’s capital and St Petersburg. “We’ve got an incredibly dedicated team in Russia and initially we’ll grow the business in major cities through direct franchising and sub-master franchising,” concluded Mr Cornish.

CRACKMASTERS LAUNCHES AT GOLD COAST Innovative Geelong asphalt and pavement maintenance franchising business, Crackmasters, has sold their first franchise, which will operate on the Gold Coast, Queensland.

David Townley, Crackmasters Gold Coast franchisee, joined the franchise in July 2011. “Asphalt and concrete are the most common of hard services across Australia and I am looking forward to providing a complete concrete and pavement maintenance service to customers at affordable prices and giving customers and businesses more choice,” Mr Townley said.

Congratulations is extended to the winners! WINNER: FRANCHISEE OF THE YEAR (Two or more staff) Anthony Smith, Mortgage choice

MERIT: FRANCHISEE OF THE YEAR (Two or more staff) Ashley Thomson, ActionCOACH

WINNER: MULTI-UNIT FRANCHISEE OF THE YEAR Matt and Brad Walker, Grill’d

Crackmasters founders have a combined total of over 60 years’ experience in the industry. Jason Cobb, Crackmasters Founder and Director, said he is passionate about growing the Crackmasters network and is excited to welcome his first franchisee. “We’ve worked hard to grow our network successfully and we are well on the way with our franchising journey, expanding our customer offering nationally through committed and talented franchisees,” Mr Cobb said.

Business Franchise Australia 9

TEAM UP WITH THE TELSTRA LICENSED STORE PROGRAM AND START YOUR SUCCESS STORY

No franchise fees or ongoing royalties

Fresh store design & live interactive devices

Comprehensive training for new partners & staff

Backed by one of Australiaâ&#x20AC;&#x2122;s biggest brands

Ongoing operational support

FY 2009 168 STORES 181 STORES FY 2010 199 STORES FY 2011 239 STORES FY 2012* 269 STORES FY 2013* FY 2014* 289 STORES

Then do it with the help of one of Australiaâ&#x20AC;&#x2122;s biggest and most successful retail brands. When you join the Telstra Licensed Store program, you run your own store, selling a wide range of high quality products in a cutting-edge interactive environment. You also enjoy the promotional support of an experienced marketing team partnered with this countryâ&#x20AC;&#x2122;s leading agencies. Key features of the program include:

Weâ&#x20AC;&#x2122;re committed to growing our Licensed Store program Actual/Projected number of Telstra Licensed Stores

Ready to run your own business?

To learn more about this exciting Telstra Licensed Store program, email us at telstra.licensed.stores@team.telstra.com The Telstra Licensed Store program is not a franchise and does not involve a franchise agreement. THINGS YOU NEED TO KNOW: * These are projections only and are subject to change at any time. ÂŽ Registered trade mark of Telstra Corporation Limited, ABN 33 051 775 556.

$ 7/6 $' B B5 LQGG

COV ER STORY

AN OPPORTUNITY THAT WILL

BLOW YOU AWAY N

athan Cuneen, Managing Director of Blow Dry Bar, shares with us his thoughts on this innovative new salon concept.

Tell us about Blow Dry Bar, it sounds exciting! Blow Dry Bar is created around a very simple idea - just blow dries for only $35. You see, we believe that almost every woman prefers having someone else blow dry their hair. Why? It just looks better! We knew there had to be a better option than paying $60+ at a traditional salon, or going to a discount chain. Busy women need an express service, without the heavy price tag. We created one and are now the largest and fastest growing concept of its kind in the world.

You featured on Channel 9’s ‘A Current Affair’ program, hopefully for all the right reasons? Definitely for all the right reasons! Our Facebook group went into overdrive once we launched the company in 2009, leading the

Sydney Morning Herald to do an article on our concept. Channel 9 then featured us on ‘A Current Affair’. The initial story received such a huge response, they did a follow up story in 2010. With so much investor interest, this led into franchising the same year.

We know how tough the banks can be when it comes to lending money these days. We have so much confidence in our business model, we offer financing to franchisees who successfully complete our recruitment process.

What type of person would ‘fit’ your franchisee profile? Do they need to be a hairdresser?

How do you look after your franchisees?

Our franchisees don’t require any hairdressing experience at all. We source, trial and train staff for all our franchisees. We recruit franchisees who are ambitious, passionate about our brand and who would like to secure their financial future by joining one of the fastest growing franchises in Australia.

Where are your current locations/ territories? How about new sites? We currently have nine locations Australia wide. The first salon opened in Sydney two and a half years ago. We have been inundated with enquiries and are currently busy finding sites to match the high demand. We plan to open a further 15 salons within 12 months in Australia and New Zealand and 150 salons across Australia in the next five years.

How has the company grown so quickly? Simply, our franchises are very profitable in a short period of time. Apart from rent and labour, our overheads are minimal. Hence our existing franchisees are now looking for second sites.

Is it true you are providing finance to suitable franchisees? Yes that is correct. Blow Dry Bar now offers suitable franchisees access to private finance.

Our Blow Dry Bar salons are fully systemised. We have our own in-house PR team and our advertising and promotions are unique and edgy. Each salon has its own dedicated business development manager, to ensure the highest standards of service and consistency are reached across our franchise network and, of course, to make sure each franchise is profitable.

You also mentioned that you have two types of investment opportunities? Yes, we do have two franchise models available. We have our kiosk style Blow Dry Bar, which we are rolling out in shopping centres across Australia. These are compact, located in high traffic areas and only require 25sqm of space. Initial start-up costs run around $65,000. We also have the traditional Blow Dry Bar salon. This requires 50sqm to 80sqm and investment levels are around $120,000.

What are the plans for Blow Dry Bar in the next few years? Trying to keep up with consumer demand for our brand, international expansion is on the cards as we receive just as much interest from the U.S, United Kingdom and New Zealand. For more information contact Nathan at: Phone: 0413 361 214 Email: nathan.cuneen@blowdrybar. com.au Web: www.blowdrybar.com.au

Business Franchise Australia 11

PROFILE : Ju mpi ng J-Jays a n d St u ffl ers

JUMP ON BOARD THE PERKS OF RUNNING A HOME BASED BUSINESS

ohn Newton, Franchisor of Jumping J-Jays and Stufflers, has over 10 years of experience in helping franchisees run a successful business from home. “I am constantly asked about the benefits of running a business from home, which is typically mobile, compared to running a business from a retail outlet,” says John. The reality is – it just costs much less! Here are the simple and clear facts of home based franchises: 1) No expensive RENT. Did you know a retail store will pay in excess of $1000 per sqm per year. That is around $100,000 a year to rent a 10m x 10m shop. 2) Generally, no STAFF. Yes, these businesses are usually hands-on. But this allows you to create your own success. Your hours and your effort make the dollars land in your bank account. 3) No OVERHEADS. Typically no extra electricity, no heating, no specialist communications, no extra insurance, no cleaning and no vandalism. 4) No REFIT. A typical shopping centre lease will force you to refit your business chattels after five years. Do you see yourself spending over $100,000 to do this in order to increase the image of centre management? Here are the best reasons for joining Jumping J-Jays and Stufflers, both of which are MOBILE and HOME BASED, and are leading the way in the amusement industry. Because they are businesses run from home, the Return on Investment (ROI) is significantly higher than retail outlets. John stresses the following benefits of the two franchise systems:

12 Business Franchise Australia

• We have no out of date stock, so your equipment in your business will serve your customers for between five to ten years, with very little wear and tear. • We have patented products that put our castles first for customer FUN. • We have a centralised call centre that takes all your calls seven days a week! • We have a big marketing budget which provides all the marketing tools you need every year. • Our accreditation in the safety of inflatables is worldwide, with products coming directly from our factories overseas. • Your average rental rate is $270 per hire. Ten hires a week gives you over $140,000 per year in sales.

• You install castles in the morning and pick them up in the afternoon According to John, owning a Jumping J-Jays or Stufflers franchise can help you achieve financial independence without all the expenses, obligations and contracts needed for a retail outlet. You just need a positive attitude and bit of storage space in your house. John concludes by saying, “Remember, you can still keep your day job, or you can give it up and just install amusements a few days a week! We make kids SMILE.” For more information on Jumping J-Jays or Stufflers contact: John Newton Phone: 0414 237 573 Email: franchisesales@partycastles.com Web: www.partycastles.com.au

Guaranteed $100k sales in first year!

Jumping Castles Franchises

franchisesales@partycastles.com

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Seeking MUMpreneurs

Mobile Teddy Bear Making Franchises

made by you

franchisesales@stufflers.com

This exciting new franchise was launched in Australia in 2010. Building on the successful VDOHV LQ $PHULFDQ EHDU PDNLQJ VWRUHV 6WXIÃ&#x20AC; HUV LV DOO DERXW PDNLQJ VWXIIHG DQLPDOV DW NLGVÂ¶ SDUWLHV DQG HYHQWV XVLQJ WKH 6WXIÃ&#x20AC; HUV XQLTXH PRELOH PDFKLQH V\VWHP :LWK FORWKHV ORYH LQVHUWV DQG VSHFLDO FDUU\ FDUWV 6WXIÃ&#x20AC; HUV LV WKH QH[W SDUW\ SKHQRPHQRQ %HVW VXLWHG WR D VWD\ DW KRPH FDUHHU GULYHQ PXP WKDW KDV GD\V SHU ZHHN available. Email: franchisesales@stufflers.com Phone: 1800 788 335 Web: www.stufflers.com Be the first to secure an exclusive region! Business Franchise Australia 13

fr a nch ise cou nci l o f aust r a l i a

Franchising light still shining Despite retailing gloom Franchises record strong results in 2011 and retain optimism for 2012 A Pricewaterhouse Coopers survey, done in collaboration with the FCA, has shown some very encouraging positive indicators for the franchise sector – for the third year running. The PwC survey has shown that, for the third year in succession, Australia’s leading franchise businesses have recorded good sales and profit results in 2011. And the businesses expect these results to continue in 2012.

The latest figures from most of the business analysts show the low consumer confidence and flagging retail sales. The most recent figures from the Australian Bureau of Statistics show a big rise in business failures, now reaching almost 1000 a month. Among non-franchise businesses, about 45 per cent cease trading in the first two years. That percentage rises steadily over the subsequent years to go over 70 per cent after five years.

With the current pall over retailing and the global economic gloom, the survey findings are a shining light. They represent a strong endorsement of the franchising model and the strength of management capability and adaptability of the owners/operators running our leading franchise brands.

Now compare franchising. In franchising, the average term of a franchise agreement is five years. How many business owners see out their five years? The answer: 95 per cent! In other words, 95 per cent of franchisees complete their first agreement, then sign up for another. At any given time, 99 per cent of franchisees who want to re-sign for a new agreement do so with the collaborative agreement of their franchisor.

It is worth pausing for a moment to contemplate this statement.

So, in franchising, 95 per cent carry on for more after their first five years in business.

14 Business Franchise Australia

In the non-franchising small business market, about three of every four have gone out of business after five years… a stark contrast. Perhaps this ‘stickiness’ in franchising is indicative of the success which is evident in the PwC survey findings (which can be found at www.franchise. org.au or at pwc.com.au/publications). For me, the most notable and encouraging aspect of the latest survey findings is that 2011 predictions were generally met – even though they were made in 2010, when economic conditions were not as bad as they are now – and nor were they expected to be. While the environment has worsened since this time a year ago, franchise brand owners are saying they still managed to achieve pretty much what they expected to do in 2011, when conditions were expected to be considerably better than they are now. And what they expected was double-digit growth in system sales, with sustained profitability for both the headquarters and for the franchisees.

“Franchising has been growing about seven to eight per cent a year for the past decade – far in excess of growth in the overall economy.” Steve Wright, Executive Director, FCA.

PwC takes the trouble to survey franchise businesses because it recognises the important role franchising plays in the national economy. The franchise sector represents a total annual turnover of $128 billion, according to the most recent survey by Griffith University (Queensland). This represents a major portion of annual national production. Franchising has been growing about seven to eight per cent a year for the past decade – far in excess of growth in the overall economy.

FCA is leading the way for retail leasing reform About half of the 70,000 franchise sector businesses (franchisee units) are retail based. This is providing a very strong backbone to the many shopping strips and shopping centres in our city and urban centres, as well as regional centres. While confidence is strong across most regions of the country, there is an issue causing concern among retail franchisors and franchisees: the commercial behaviour of the country’s major shopping centre landlords. When times get tough, there can be a temptation to tighten the screws and to leverage relationships for one-sided gain, rather than fostering them for mutual benefit. Franchising is built on the latter mutual benefit principle; the interdependence that is mandated by the Franchising Code of Conduct. We would like to see the franchisorfranchisee mutual benefit principle applied in retail leasing to the landlord-lessee relationship. This was the essence of the submission we put to the Productivity Commission when it conducted its inquiry into retail leasing market three years ago. The ensuing PC report had some positive commentary on this concept – especially in the context of the nation having differing legislative regimes for leasing in every State (a clearly

inefficient situation). It actually supported the concept of a national leasing code. State Governments have since tried to get uniform laws at some level – in terms of information disclosure. This initiative has achieved some good, but again has been frustrated by inability to get all State Governments to agree. Our main areas of focus are on substantiation of dramatic changes to lease terms, including price, term and conditions such as fitout and de-fit requirements; reciprocal disclosure of information and the process which occurs at the end of a lease. Other areas of focus are substantiation of rival offers for existing tenancies and dispute resolution. In franchising, dispute resolution is mandatory and the disclosure obligations rest primarily with the franchisor. The reverse is true in retail tenancies. There is clear opportunity to adjust this imbalance – and to do so without detriment to either party. These concerns are not new, but nor are the potential remedies. To a significant extent, they already exist in the franchising world. It is our hope that landlords will recognise this and engage with us constructively to see what positives we can take from the franchising operating model and constructively apply in retail leasing. Stephen Giles goes into this complex issue in more detail in the following FCA article.

Politics in Western Australia: One last word As I write, there is something odd happening in West Australian politics. Despite a Government committee of inquiry rejecting the idea, a Government MP is seeking to introduce a new set of rules for franchising in WA. The MP, backbencher Peter Abetz, has a private member’s bill before Parliament and says he is determined to push

ahead, despite the fact that he appears to be completely at odds with his own party and with the Government. Mr Abetz has snubbed his nose at the work of the Economics and Industry Committee of the Legislative Assembly – on which he was (highly unusually) invited to sit for the duration of the inquiry into his bill. He says his Bill would help clarify the rules on franchising, though exactly how is not clear, as it appears to significantly overlap the existing Franchising Code of Conduct, which operates at the national level, implemented consistently in every state and territory. The Economics and Industry Committee’s conclusion certainly was clear: It recommended that the Bill ‘be opposed’, adding it was ‘not convinced the Franchising Bill 2010 is an appropriate measure at this time’. The Committee found alleged incidences of misconduct were not widespread and questioned the claimed scale of issues in the sector, citing ACCC figures showing only 0.6 per cent of its complaints referring to franchising matters. Even if it was implemented, the Committee found the Bill would have little deterrent effect, especially in the short term, and would be unlikely to improve access to justice. The Committee cited a ‘substantial cost to the State...’ and its ‘...deep concerns the Bill would not provide a net benefit to the WA franchising industry’. Recent amendments to the Franchising Code of Conduct and the Competition and Consumer Act marked a ‘significant shift’ and addressed many of the problems cited in earlier inquiries, the Committee found. It noted the Federal Government’s willingness to review the effectiveness of the recent changes in 2013 and added franchising was ‘...most appropriately and usefully regulated at the Commonwealth level’. That should be the last word.

Business Franchise Australia 15

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FCA CALLS FOR

RETAIL LEASING CODE OF CONDUCT

ranchisors and franchisees are typically fairly robust business operators. Our typical catch cry to Governments of all persuasions is simply to get out of our pockets, and out of our way. We are the entrepreneurs of the small business sector. We enjoy competition, and we are usually pretty good at competing. Indeed, we compete very effectively, even against the large corporations, supermarkets and major chains because of the unique symbiosis of the franchise relationship. We work harder, smarter and more efficiently. It is, therefore, unusual for our members to cry foul. But the conduct of major shopping centre proprietors has been a cause of

16 Business Franchise Australia

concern for some time, and goes well beyond robust competition. In our view, they are too often taking advantage, to the detriment of Australian franchisors and franchisees, of the market power and the competitive advantage they enjoy. The time has come for us to act collaboratively to achieve behavioural change. Our comprehensive submission to the Productivity Commission inquiry into the retail leasing market urged action at a national level, noting that unconscionable conduct, rather than property law issues, remained the key concerns. We drew attention to the fact that the courts had failed to broadly interpret and apply the unconscionable conduct provisions in retail

leasing, despite the best efforts of the ACCC. This was to be contrasted with franchising, where the unconscionable conduct provisions and ACCC enforcement action had proven to be a very effective combination. Governments have grappled with these problems for some time, but really all that has been achieved is additional compliance costs to landlords and tenants. Most legislative change has simply sought to add to the size and complexity of the already voluminous leasing disclosure documents. The real issues in retail leasing need to be addressed. The main concerns raised by the FCA and others concerning retail tenants included:

“The real issues in retail leasing need to be addressed.” Stephen Giles, Chairman, FCA.

• excessive rental increases in major shopping centres, particularly at end of term, when franchisors and franchisees are particularly vulnerable • unreasonable behaviour in relation to end of term arrangements for sitting tenants, particularly in a franchise context where franchisors often have to take the head lease, yet franchisees own the major assets and rarely have the capacity to walk away, should the rental be excessive • unreasonable requirements, in relation to shop fitout and signage, which dilute branding and impose unnecessary additional cost • structural problems with the lease and rental negotiations process caused by the substantial information imbalance between landlords and tenants, particularly where tenants are small franchise systems or franchisees • evidence of abuse of market power, where landlords offer contracts on a ‘take it or leave it’ basis • other matters that distort the free and fair operation of the market to the detriment of franchisors and franchisees in particular These concerns were not new, and had been raised many times before. In fairness, there had been improvements in state retail tenancy laws, but the powerful shopping centre lobby had deflected remedial reforms so that they focused largely on improving disclosure. This did not solve the market problems.

Voluntary code of conduct recommended On 31 March 2008, the Productivity Commission delivered its report to the Federal Government concerning its inquiry into the market for retail leases in Australia. Adopting the FCA’s recommendation, the Commission recommended the introduction of a ‘voluntary national code of conduct for shopping centre leases’ (Report, XXXIII). The FCA sees this as a significant opportunity and has urged the Government to adopt this recommendation. To assist, the FCA has decided to take the lead in preparing a discussion draft of the Code, and champion the process for the development of the Code. The Retail Leasing Code is intended to operate as a voluntary code that applies to landlords and tenants, or representative organisations that are signatories to the Code. The Productivity Commission recommended the development of a code because of numerous allegations of unconscionable conduct and unsuccessful ACCC prosecutions in the retail tenancy area. The Commission found that despite the substantial retail tenancy legislation, these laws did not address the ‘concerns that arose with the emergence and rapid growth of the shopping centre model, the lack of familiarity of retailers with the shopping centre environment, and the lack of low cost, accessible and effective mechanisms

appropriate for managing disputes between well resourced and organised landlords and often small, demoralised speciality tenants’ (Report, XX). The Commission further found no evidence that the prescriptive retail tenancy laws ‘helped redress negotiating imbalances between tenants and landlords. If anything, the more prescriptive measures have favoured the well informed and those with strong legal support’ (Report, XXIII). The Commission felt that ‘the current approach has widened the gaps between the States, failed to fully educate small retailers about the significant differences between a centre and traditional shopping strip retailing, constrained commercial decision making as businesses endeavour to comply with legislated provisions rather than their commercial best interests and added to business and compliance costs’ (Report, XXIII). The Commission concluded that the retail tenancy laws were unlikely to resolve these problems and that ‘change should be focused on improving education, information and dispute resolution procedures, moving more towards self regulation rather than the continued reliance on government legislation and removing the more restrictive elements of retail tenancy legislation’ (Report, XXVI). The Commission reported that a voluntary Code of Conduct is a desirable mechanism to address industry concerns, in relation to conduct in the major shopping centre sector, and is a more focussed and cost effective

Business Franchise Australia 17

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method to achieve this than amending retail tenancy legislation. By acting in a more collaborative way with industry, the code would outline rules of engagement between landlords and tenants. The national focus of the code ‘could be synchronised with the removal of the restrictive/overlapping elements of State and Territory retail tenancy legislation’ (Report, XXVIII). As some of the issues identified during the inquiry related to landlords justifying inconsistent practices at various shopping centres on differing state retail tenancy legislation, the Commission were of the view that adopting a national code of practice would provide landlords and tenants with a set of guidelines that would cater for the specific needs of the shopping centre segment of the market and improve transparency and information imbalances in this particular sector.

representative bodies would become a signatory by lodging a Code Signatory Notification Form, along with a prescribed fee (to cover the costs of the Code administration) with the CAC. The Code is entirely voluntary and any signatory may cease to be a signatory by simply lodging a written notice with the CAC.

FCA takes the lead on the Retail Leasing Code

• dispute resolution procedures

The FCA has finalised the first draft of a Retail Leasing Code of Conduct, which we think addresses the key various issues raised during the course of the inquiry. The Code is intended to operate as a voluntary code under s 51AD of the Trade Practices Act. It has been suggested that a new body, the Code Administration Committee (CAC) be established to administer the Code. The CAC would consist of one appointee of the FCA, one appointee of the Shopping Centre Council (SCC) and two elected representatives of the signatories. The CAC would monitor compliance of the Code and undertake various administrative duties, including publishing on the Code website, producing publicly available annual reports on the Code, proposing and implementing any changes to the Code and ensuring that regular reviews of the effectiveness of the Code are undertaken. It is proposed that landlords, tenants and

18 Business Franchise Australia

What the Code is aiming to achieve The Commission recommended that the Code be drafted to provide minimum industry wide standards in matters such as: • transparency in dealings between landlords and tenants • rent increases and disturbances • end of term arrangements • lease terms The draft Code is intended to promote transparent, informed, effective and cooperative relationships based on mutual respect and open communication. By providing a clear basis for the commercial relationship and an impartial, cost effective dispute resolution scheme, the draft Code can foster harmonious relationships and encourage consistent practices across the retail leasing industry. The draft Code covers honesty and transparency in relation to occupancy documents, reasonableness and consistency in relation to fitout and signage, anonymity in relation to reporting to avoid penalisation for good performance and proportionality in relation to rental increases. The draft Code further covers disturbances and relocation, transfers or assignments and end of term arrangements. The draft Code sets out a proposed dispute resolution process, including internal dispute resolution, CAC resolution and external dispute resolution.

The dispute resolution in the Code is limited to matters arising from the Code only, as retail tenancy disputes can be addressed in other ways. The draft Code provides opportunities to harmonise state legislation, increase productivity and reduce compliance costs. By reducing the prescriptiveness of legislation and moving to a nationally consistent retail lease framework, the Code aims to increase efficiency and reduce costs while avoiding intrusions on normal commercial decision making.

Where to from here? The FCA recognises that it will take considerable time to complete the necessary industry consultation. Negotiations will be challenging, as the Code will attempt to address issues the shopping centre proprietors will wish to deflect. However, there is strong support for the Code within the retail sector, and in Government. The ACCC has championed Codes of Conduct in other sectors, and the introduction of the Code is consistent with the approach the ACCC has taken to improve conduct in the troubled area of retail leasing. The FCA will be championing the process, convening a series of workshops across Australia to discuss the Code content and the enactment process. The FCA will also actively seek the support of the franchising community as subscribers to the Code. With support, the Code can become a reality, and tenants can enjoy a levelling of the playing field and the eradication of conduct that most would regard as unconscionable in the retail tenancy market. If franchisors and franchisees agree to subscribe to the Code, it is likely the ACCC will support any collective bargaining efforts. Anyone seeking more information or a copy of the Code should write to steve.wright@ franchise.org.au

PROFILE : SNA P- ON TOOLS

SNAP-ON IS A CUSTOM FIT

an Spinks, Product Manager for Snapon, explains the process of developing and building the mobile stores – which are entirely unique to Snap-on and one of the key elements that define their company and their brand.

in. All of our current specification stores have heating and cooling air-conditioning systems, a DVD player and screen for product videos, a CD/radio for background music, colour printers, EFTPOS and a power generator to run all of this.”

“We have worked very closely with our franchisees, customers, suppliers and Empire Specialty Vehicles to develop the product we have today,” says Ian.

“We also found that lighting was the key to displaying product and we have no shortage of this,” Ian goes on to say.

“The stores are constructed to enable the most efficient merchandising of our product possible in a mobile store. The holding and displaying of product must be easy for customers to touch and feel.” The trucks must not only be attractive from a retail perspective, but durable as well. This allows franchisees to travel on nearly any type of road to reach their customers. “We need to be able to carry a vast variety of product that includes not only our famous hand tools, but also diagnostic platforms, safety equipment, power tools, lighting products, jacking equipment and many more unique items, in a safe and secure manner.” Ian goes on to say, “We also need to provide an environment that customers ‘want’ to be

It is not only the physical process of designing the truck that is considered. As it is an actual ‘store’, all other aspects of a retail space are also factored in. “Our trucks are laid out to position our franchisees business terminal centrally. This gives good vision over the whole store and also enables our franchisee to access reference material, at an arm’s length, no matter what part of the store they are demonstrating product at,” states Ian. “We also found, on some of our earlier stores that had the business terminal located at the entrance to the store, some customers found this confrontational and would stand on the steps at the entrance and wouldn’t be able to experience the product on display.” Ian has a long history with Snap-on Tools.

“I was a customer long before I was an employee. My background before I joined Snap-on was as an Automotive Technician who worked in luxury car and motorsport sectors of the automotive industry, two fields where attention to detail and uncompromising quality were the minimum expectation on every task,” says Ian. “My association with Snap-on started the second week of my apprenticeship when I purchased my first 3/8” drive ratchet, a tool that I used every day of my career as a technician and still use occasionally today. “I joined Snap-on in 2006, as part of the Equipment division specialising in undercar products, and worked my way up to the Technical Manager role, which involved quite a few rewarding challenges like assisting some of the major vehicle brands with new model introductions to market. “I took over the Product Manager role in January this year, following our previous Product Manager taking up one of our franchises.” The Snap-on trucks that exist today have been developed and refined over the years. According to Ian, “Empire Specialty Vehicles have been manufacturing our mobile stores since 2007 and during this time have worked very closely with our team to develop the product that we have today. “The current specification mobile store is regarded by many as the premium mobile tool store in the market, and our local version is regarded as the ‘best in the world’ by one of Snap-on’s recently visiting VP.” Snap-on is committed to continuing to produce superior products, which can be displayed in their ‘one-of-a-kind’ mobile stores, and to providing excellent service and commitment to all of the franchisees within their system. For more information please contact Nick Hudson: Phone: 1800 762 766 Email: nicholas.hudson@snapon.com Web: www.snapontools.com.au

20 Business Franchise Australia

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Business Franchise Australia 21

BFA_ad_June2011.indd 1

06-Jun-11 5:51:56 PM

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FRANCHISOR CEO AND DIRECTOR

ESCAPE LIABILITY T

he Victorian Court of Appeal on 1 July 2011 allowed an appeal by the CEO and the sole Director of a franchisor (Body Bronze) against findings by a County Court Judge that they were personally liable to a franchisee for losses of $325,851.26 plus interest of $38,594.91. In doing so, the Court of Appeal examined and restated the law relating to: • misleading and deceptive representations as to future matters • unconscionable conduct under the former Trade Practices Act 1974 (Cth) and the existing Competition and Consumer Act 2010 (Cth) • accessorial liability of directors of companies and persons knowingly concerned in breaches of the above legislation.

22 Business Franchise Australia

Facts Prior to Body Bronze entering into a franchise agreement with a franchisee (Fehcorp) there was an agreement between the two parties for Body Bronze to lend money to Fehcorp to cover the cost of a fitout of a tanning salon, to the extent that the cost exceeded a trigger point of $250,000 (the Loan Arrangement). Fehcorp contended this meant $250,000 inclusive of GST. Body Bronze received an invoice from the landlord for fitout costs of $22,207.08 and passed it onto Fehcorp for payment on the basis that the trigger point for the loan had not been reached. Fehcorp refused to pay the invoice on the basis it had already incurred fitout costs of more than $250,000, inclusive of GST, therefore Body Bronze was responsible for payment of this invoice under the Loan Arrangement. When Fehcorp failed to pay the invoice,

Body Bronze served a Breach Notice on Fehcorp and, as a consequence of the alleged breach not being remedied, terminated the franchise agreement and evicted Fehcorp from the business. Fehcorp sought, as damages, its business establishment costs and trading losses.

County Court decision The Trial Judge hearing this matter held that: • The trigger point under the Loan Arrangement had been reached and, accordingly, Body Bronze could not rely on Fehcorp’s failure to pay the disputed invoice as a basis for terminating the franchise agreement. Body Bronze had therefore breached the franchise agreement and was liable to compensate Fehcorp. • Body Bronze engaged in misleading and deceptive conduct by representing (falsely

“The notion of unconscionable conduct requires a high level of moral obloquy - that is, highly dishonourable actions.” Philip Colman, BJuris, LLB, Principal Mason Sier Turnbull.

or without reasonable grounds) that it would lend Fehcorp the amount of fitout costs exceeding $250,000. • Body Bronze engaged in unconscionable conduct (by refusing to comply with the Loan Arrangement, then relying on the non-payment of the invoice as a basis for terminating the franchise agreement). • Body Bronze CEO, Scott Meneilly, and sole Director, Brian Mitchell, were knowingly concerning in the breaches of the misleading and deceptive conduct and unconscionable conduct laws and were, therefore, personally liable to compensate Fehcorp.

The appeal Body Bronze was not a party to the appeal. No attack was made on the Trial Judge’s ruling that Body Bronze had breached the franchise agreement (which Meneilly and Mitchell could not be personally liable for). However, Meneilly and Mitchell appealed against the findings they were personally liable on two grounds: (1) The finding that Body Bronze engaged in misleading and deceptive conduct and unconscionable conduct was flawed (meaning that Meneilly and Mitchell could then not be liable as accessories). (2) Even if Body Bronze engaged in misleading and deceptive conduct and unconscionable conduct, Meneilly and Mitchell were not sufficiently knowingly concerned in such contravention.

Did Body Bronze engage in misleading and deceptive conduct? In relation to this allegation, the Court of Appeal did the following: • Categorised the representation (that is, Body Bronze would, in the future, make the loan) as a representation as to a future matter. This brought into play section 51A of the Trade Practices Act (1), which deems representations as to future matters to be misleading and deceptive, unless the maker has reasonable grounds for so doing, and threw the onus onto Body Bronze to prove it had reasonable grounds to make the representations. • Restated the general principal that representations as to future conduct or events do not come to pass does not of itself make them misleading and deceptive. • Accepted that, at the time Body Bronze made the representation, it would lend Fehcorp so much of the fitout costs that exceeded $250,000, it intended to do so. • Noted that the reason the loan was not made was due to a cash shortage caused by a general downturn in the solar tanning industry. • Concluded that Body Bronze had reasonable grounds for making the representation and that, accordingly, it had not engaged in misleading and deceptive conduct.

Did Body Bronze engage in unconscionable conduct? In concluding the franchisor had engaged in unconscionable conduct, the Trial Judge relied on three matters: 1. Body Bronze’s knowledge of the importance of the proposed loan to Fehcorp in deciding to enter the franchise agreement and being able to operate the tanning salon business. 2. The relative strengths of Fehcorp and Body Bronze, in terms of experience and financial resources. 3. The circumstances in which Body Bronze enforced what it believed to be its strict legal right to terminate the franchise agreement and exclude Fehcorp from the business. In overturning the earlier decision, the Court of Appeal, accepted there was no controversy as to the first matter, but found the Trial Judge had misapplied the law in relation to the other two matters. The Court of Appeal restated the relevant principles for the application of section 51AC of the Trade Practices Act (2): • For the purposes of s 51AC, the meaning of unconscionable is not limited to the meaning of the word, according to established principles of common law and equity. • The ordinary or dictionary meaning of unconscionable, which involves notions of serious misconduct or something which is

Business Franchise Australia 23

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clearly unfair or unreasonable, is reflected in the use of the word in s 51AC. The expression requires that the actions of the alleged contravener show no regard for conscience, and be irreconcilable with what is right or reasonable. • Normally, some moral fault or moral responsibility would be involved. This would not ordinarily be present if the critical actions are merely negligent. There would ordinarily need to be a deliberate (that is, intentional) act or at least a reckless act. The notion of unconscionable conduct, therefore, requires a high level of moral obloquy - that is, highly dishonourable actions. The Court of Appeal found the Trial Judge had not properly taken into account all the evidence regarding the relative strengths of Fehcorp and Body Bronze and concluded that, had he done so, this would have led to the conclusion that there was no serious imbalance. The Court also considered whether mere breaches of contract automatically lead to the conclusion that the party in breach had engaged in unconscionable conduct. Macaulay AJA said, “In applying these principles to conduct which involves the breach of a contract, it should be recognised that not every breach of contract, even a deliberate breach, necessarily involves the moral obloquy that the authorities suggest needs be present for unconscionable conduct in breach of s 51AC to be made out. “Although it may be true that for an act to have that moral character, it will usually be conduct that is intentional or at least reckless. It does not follow that any breach that is intentional, necessarily has that moral character. “A decision may be taken to break a contract because, upon rational commercial considerations, the burden of performance may be greater and more onerous than the liability to be incurred if the conduct amounts to breach. There may be nothing offensive

to conscience in a commercial participant taking such a commercial decision in given circumstances. Whether or not it amounts to unconscionable conduct does not simply flow from it being a deliberate breach; it must be evaluated in ‘all the circumstances’. The real question is, what ‘more’ is required than conscious breach to convert it into unconscionable conduct. The answer to that question must, at least in part, lie in the value judgment of the particular decision maker.” The Court of Appeal ruled that Body Bronze’s conduct in declining to lend more money, issuing a notice of default, and taking the risk of breach by taking possession, was neither attended by a high degree of moral obloquy, nor irreconcilable with what is right or reasonable, nor did it demonstrate that Body Bronze showed no regard for conscience. In reaching this conclusion, the Court noted other factors, such as the loose language of the loan undertaking, the lack of knowledge Body Bronze had of all relevant information relating to Fehcorp’s fitout expenditure, the scope for debate about the nature of all the payments and Body Bronze’s own tight financial position. In addition, Body Bronze had concerns about the workability of its relationship with Fehcorp, and it had foreshadowed its action to Fehcorp, whom it knew had access to legal advice and a demonstrated capacity to effectively employ such advice.

Liability of Meneilly and Mitchell Having found that Body Bronze had not engaged in misleading and deceptive conduct or unconscionable conduct, Meneilly and Mitchell avoided liability. The Court of Appeal served a reminder that just because a director, officer or employee might have been the individual who allegedly engaged in misleading and deceptive conduct or unconscionable conduct on behalf of their company or employer, it does not follow that the individual will be liable as an accessory, under section 75B of the Trade Practices Act or Competition and Consumer Act. In

such a case, a plaintiff must establish that the individual either: • intentionally aided abetted, counselled or procured the company’s contravention (this entailing knowledge of both the making of the representation or its falsity) • had knowledge of the essential facts constituting the representation and knew of its falsity

Conclusion This case demonstrates how stubbornness over which of the parties to a franchise agreement was responsible for payment of a reasonably modest amount, escalated into full-blown litigation, followed by an appeal to Victoria’s highest court. As noted in the judgment, the requisite element of trust needed between franchisor and franchisee had disappeared - in this particular relationship, very early in the business lifecycle. As a result, both parties incurred substantial legal costs. 1. Now section 4 of the Australian Consumer Law, being Schedule 2 of the Competition and Consumer Act) 2. ** This will have the same application for section 22 of the Australian Consumer Law Philip Colman is one of Australia’s leading franchising lawyers who specialises in dispute resolution and litigation. He represents major national and international franchisors and is a regular author of articles dealing with developments in the law affecting franchising. Mason Sier Turnbull is renowned for its franchising law expertise. Located in Melbourne’s industry heartland, the firm has strong commercial law skills and provides clients with sensible business solutions. For more information, please contact: Philip Colman Phone: 03 8540 0200 Email: philip.colman@mst.com.au Web: www.mst.com.au

W I 24 Business Franchise Australia

CHECK OUT THE BEAUTIFUL FIGURES COMING OUT OF OUR NEW FRANCHISE.

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PROFILE : AN Y TI M E FITNESS

IT’S A

MAN’S WORLD A

n interesting trend emerging within the Australian franchise industry shows that since 2009, the number of female respondents has dropped from nineteen per cent to nine per cent. One woman bucking this trend is Jacinta McDonell Jimenez, who launched Anytime Fitness, the highly successful US franchise, into Australia in 2008 with her brother Justin McDonell, both of whom are under 40 years of age. Since then, it has become the quickest growing segment of the world’s fastest growing fitness chain, with 87 clubs opening throughout the country in just over two years and further rapid expansion in the pipeline for 2011/12. As of August this year, Anytime Fitness reached another milestone, with the 200th territory in Australia being sold. It has taken just over two and a half years to reach this point, a phenomenal growth which saw Anytime Fitness debut at number 46 in the BRW Fast Starter Awards for 2011. Jacinta grew up in the fitness industry, with her parents running clubs when she was young. This resulted in Jacinta opening

26 Business Franchise Australia

her first club straight from school. She has been in the industry since 1992, giving her considerable experience and expertise. It’s this experience which has cemented her path to success with the Anytime Fitness franchise, and whilst Jacinta hasn’t experienced any issues with being a woman working in an industry largely dominated by men, she does comment, “When people ask me what I do, they are usually surprised when they realise I own a large franchise and am a Master Franchisor. They usually assume I am a franchisee or I only have a few clubs.” The real success, she adds, has been down to launching a company with such a strong business model. Open 24 hours a day, 365 days a year, Anytime Fitness prides itself on providing members with convenient and affordable fitness options, in friendly facilities which feature top-quality exercise equipment. State-of-the-art security and surveillance systems ensure member safety at the clubs, even during unstaffed hours. Trained staff or franchisees are available during normal trading hours and after hours members can access the gym safely and securely by using their key card. The

franchisee can then monitor the gym from anywhere. This business model allows flexibility and freedom to the clients who use the gym, as well as flexibility and freedom to the franchisees who own it. With minimum staff requirements and secure, remote access to the premises through innovative technology, Anytime Fitness is appealing to individuals who want a successful career but with the free time to enjoy life as well. Jacinta McDonell Jimenez comments, “What sets apart Anytime Fitness from its competitors is affordability, but also convenience. People can go to our clubs and train whenever they want, they can go early on a Sunday morning, late on a Friday night and on public holidays. We also have worldwide reciprocal rights, so our members can train in any of our 1600 clubs globally 24/7!” For further information contact: Anytime Fitness Phone: 02 9415 5300 Email: info@anytimefitness.com.au Web: www.anytimefitness.com.au

e x pert a dv ice

YOU ARE THE MASTER BUILDER

OF YOUR OWN LEARNING Successful franchisees never stop learning

t starts with what you are doing now, learning more about franchising (we call that pre-entry education). Then, when you find a specific franchise that piques your interest, you will learn more about the ins and outs and ups and downs of being a franchisee in that network (that’s called due diligence). Once all the legal and regulatory requirements have been satisfied and you have signed the franchise agreement, you are ready to commence the franchisor’s Induction Program for new franchisees – the formal training program you complete before you are open for business. The learning doesn’t stop when you’re open for business. In fact, it ramps up. Your learning as a franchisee, as a small business owner, continues as you: • attend training sessions, meetings and conferences hosted by your franchisor • collaborate with your Field Managers when they visit you • explore the internet and the franchisor’s e-learning platform (if they have one) • make decisions in the heat of normal business operations • make friends, build networks and source mentors • read manuals, memos and training guides • spend more and more time in your business Don’t get me started, the list goes on ... and on ... and on! Now, I am a Doctor (well, nearly ... one month to go!) and I specialise in how adults learn in the workplace, especially in franchise systems. So, consider this your prescription for mastering your own learning

30 Business Franchise Australia

when you become a franchisee – specifically the ‘Induction Program’.

with the standards of the franchise and related laws and regulations?

Franchise Induction Programs are the gateway to your business. Don’t accept second best!

Manage the business, including financial fundamentals, industrial relations and human resources, business planning and marketing, supply and administration?

Pre-entry education, due diligence, signing the franchise agreement ... what’s next? Participating in your franchisor’s Induction Program. Best practice indicates that franchise Induction Programs are: • structured, with a dedicated timetable • formal, because there are outcomes and topics to complete • blended, where you learn from a mix of workshops, presentations, online and onsite experiences • accountable, where your knowledge and skill progression is assessed and recorded

Assessing your franchise Induction Program checklist You’ve invested into a business opportunity and rightly expect the best. To help you invest wisely, great franchisors will be able to answer yes (and provide evidence) to these questions: r During the Induction Program, will you train me on how to: Work within the franchise and manage my obligations as a franchisee? Realise my potential as a franchisee and learn how to behave, interact and communicate effectively? Operate the business in accordance

r Do the people who will be training me have Certificate IV in Training and Assessment, Diploma of Franchising and current operational experience in the franchise? You deserve to be trained by the best! Best practice states that trainers need to be highly competent in franchising, adult workplace learning and current practices. r What is the blend of workshops, presentations, online and on-site learning I will be experiencing? A good starting point is a 50/50 split between classroom and on-site learning. r Does the franchisor take into consideration that English may not be your first language, or that you may have a learning challenge? If so, how will your learning be supported? Ask your franchisor how they will take these into consideration when conducting training, assessments and skills checks. r Will the franchisor conduct regular reviews and assessments on your knowledge and skill progress? If so, how? Checks and assessments are essential. Make sure you will receive formal feedback and records on your progress. And now for the wild card question ... if your franchisor answers yes to this question, they deserve a Gold Star! r When I complete the Induction Program,

“Induction Programs are like military boot camps.” Julia Camm, Corven.

will I get a nationally recognised qualification? If you do, it demonstrates that your franchisor is serious about your learning and maintaining best practice standards. But as your learning physician, I feel obligated to share with you a couple of side effects that will impact your learning.

I feel the need... I feel the need for speed! Know this: franchisors want to train you up as fast as they can so you can be in your business, satisfying customers and pumping money through the register. I suspect the same applies to you, too. Induction Programs are like military boot camps. They are both time intense, pressurecooker learning environments. You are learning how to run a small business in a franchise network in just a few weeks! Pop it into perspective: you are learning to run a business in what it takes TAFE students 12 months to complete. It’s going to be intense. Plus, you’re not just learning... you’re building a business. You have to recruit staff, deal with banks, lawyers, builders and suppliers. You may also have to be away from family and friends, who are often the greatest source of grounding and strength during tough times. All these factors make for a full-on learning experience; one that is exiting, fast-paced, real and emotional. I support this to a certain extent – Induction Programs need to reflect the mess, noise and confusion of the reality of business.

So, where to from here? Firstly, be kind to yourself. People learn in many different ways and at different speeds. Google the phrase ‘learning styles’ and explore how you learn best. Share this with your franchisor and trainers, so they can help you maximise your learning experience. Being kind to yourself means accepting that you will make mistakes while you are learning and that it is ok to try, try and try again. Secondly, let go of perfection. You will be learning multiple tasks and how they fit together. Know this: you will not learn everything you need to be a perfect, high performing franchisee from day one by simply participating in the Induction Program. It is simply not possible and anyone who claims otherwise is a fraud. Let go of perfection. Instead, become more comfortable in the knowledge that the more you practice being a franchisee, being in your business, working with your team, customers and franchisor, the more you will move from novice to being a high performing, incredibly capable franchisee. Practice makes perfect.

Induction Program Learning Survival Checklist: 3 You’re accountable for your own learning. Your franchisor is accountable for creating best practice training and a supportive environment to learn ... the rest is up to you. 3 You are learning and building a business at the same time. Feeling nervous,

anxious and tense is normal. It means you are excited, engaged and committed to making it a success and are being challenged enough beyond your current skill set. 3 Have a Learning Plan. Outline the knowledge and skills you want to learn, why, by when and how. Don’t forget to share your plan with your franchisor. 3 Feed off feedback. Great franchisees hunt down feedback every day and ask ‘what are my opportunities for improvement?’ 3 Feeling tired? Suck it up princess, running a business is no holiday. 3 Your health is your number one priority. Eat breakfast. Steer clear of caffeine, mints and the booze. Sleep but never go to bed angry. Write a ‘to do’ list. Drink plenty of water and remember that breathing solves everything (trust me, I’m a Doctor...) Julia Camm is the founder and lead consulting academic with Corven, a research and education consulting firm. Julia has been consulting to the franchise sector since 1995 on maximising adult learning outcomes and is currently completing her doctorate on franchisee training and education. Contact Julia at: Phone: 1800 65 15 45 Email: julia@corven.com.au Web: corven.com.au

Business Franchise Australia 31

focus : b r a zilia n b e au ty e xpert ADVICE

BEAUTIFUL POSSIBILITIES W

omen want to be beautiful. They want to feel special, feel pampered and feel elegant. Brazilian Beauty, as a franchise, understands this. They pride themselves on their elegant salons and the incredible level of customer service. Women who visit Brazilian Beauty do feel special, and so they come back…again and again.

successfully, Rebecca purchased her second location from a previous franchisee, in October 2010.

Having developed their high end salon concept and successfully opened many new franchise sites, Brazilian Beauty is excited about their growth potential and eager to have more individuals join their franchise family.

“Deciding to move back to Australia was very exciting because I knew I wanted to own my own business,” Rebecca said.

Brazilian Beauty’s simple, straightforward, successful system appeals to individuals who come from a strong background in the beauty industry, as well as savvy women who can see the financial appeal. Rebecca Gaspert, a beauty therapist for over 10 years, joined Brazilian Beauty as a therapist in May 2007 and fell in love with the Brazilian Beauty vision and business model. She now owns two salons. The first salon she purchased in June 2008, directly from the franchisor, which was running as a company owned store. Once her first store was up and running

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Prior to becoming a multi-site franchisee, Rebecca worked on cruise ships for five years. She worked her way up from beauty therapist, to assistant spa manager, to spa manager. She then moved up and on to the cruise lines Head office in Miami, USA.

“I decided to start from the bottom again, and just work as a beauty therapist. I had many job offers and decided at the time that Brazilian Beauty was for me, because of the career progression potential, which I managed to complete rather quickly!” Rebecca progressed from beauty therapist to managing a company owned store and working for Head office for a short time, before becoming a franchisee. She was committed to the company and the brand from day one. “I am a Brazilian Beauty through and through!” The two stores are doing well, but Rebecca said she still draws upon the support and

guidance available to her from franchisors, Francesca and Andrew, on the business side as well as training. Having come from a background in beauty, Rebecca stated, “I found it interesting and quite challenging in the beginning, to organise my bookwork, etc. It was great to have someone on hand to give advice when I was starting out.” Becoming part of a franchise system is often about wanting to change your work/life balance. Rebecca believes she has definitely achieved this. She admits that since buying the second business, she has had to work in the salon for an extended period of time to get it up and running. However, as a Brazilian Beauty franchisee, she has the flexibility to dictate her own hours. “I love that I have the opportunity with Brazilian Beauty to work ‘on’ my business rather than in it, if I so choose! I don’t believe I would have been able to reach this level or security in the business had I just opened a salon of my own, and not been part of this group! What was it that drew Rebecca to Brazilian Beauty in the first place? “I had a look into a few different franchise salons available prior to purchasing Brazilian Beauty. I just didn’t feel the level of customer service or consistency was at the same standard as Brazilian Beauty, and by that time, I knew Brazilian Beauty inside out! It was easy to step in as an owner and hit the ground running.” Rebecca said the strength of the franchise rests with its great business model and well planned operational systems. She claimed that it’s hard to not get it right if you follow the systems that are already in place. The love for the company and her own salons is evident by Rebecca’s achievements thus far. Brazilian Beauty, Taringa, won the Quest Business Achievers Award this year in the Beauty Salon Category and she has high hopes that her Springfield Salon will follow with an award this year in their local area too!

Universal appeal The most important factor for success is having the right personality, drive and passion to own, expand and profit from your own business. You should be focused on superior customer service, enjoy working with and as a team, and have a love of the beauty industry. Brazilian Beauty’s proven system also appealed to Julie Wright, who had absolutely no previous experience in the beauty industry. She was, however, an accountant, and according to Julie the earning potential was quite beautiful to her! As often happens with successful franchises, it becomes a family affair. Franchisor, Andrew, just happens to be Julie’s brother. This meant Julie was able to follow the entire Brazilian Beauty journey, from the start. “I was doing contract work for a public accounting firm,” said Julie. I had my kids and wanted something different, something with more flexibility and just for me.”

“We are very open and very supportive of each other. If one of us has a staff shortage, we will send someone over from another franchise.” The strength of the system and support of the franchisors and franchisees have enabled both Rebecca, who comes from a strong beauty background, and Julie, who has no prior experience in the industry, become successful business owners in a short period of time. If you have a passion for beauty or a passion for becoming part of a growing franchise in an expanding industry, call Brazilian Beauty and see how beautiful owning a franchise can be. For more information contact Head office at: Phone: 07 3262 8984 Email: headoffice@brazilianbeauty.com.au Web: www.brazilianbeauty.com.au

Watching the franchise system develop and grow, Julie witnessed the success, time and time again, of each new store. She saw the procedures and policies implemented and saw new franchisees simply follow the system and succeed. Being an accountant, she did an in-depth analysis of the figures and it all rang true – she was sold. Despite the fact Julie has not owned her salon for very long, she has already hired a coordinator for her salon and now only needs to come in one day a week. She has four ladies working in the salon, including the coordinator and is dedicated to helping her staff succeed as well. “I think the support system is amazing. I would never consider opening my own salon, it is not my industry,” said Julie. As Julie shared, the support of the franchisors, as well as other franchisees, is excellent.

Business Franchise Australia 33

L eg al A dv ice e xpert ADVICE

UNDERSTANDING

SITES AND TERRITORIES L

ocation, location, location. It’s of course as important in relation to franchise outlets as it is in relation to real estate more generally. Location issues are key for franchisors and for individual franchisees. The quality of the location of a franchise system’s outlets is a significant factor in the viability of the network and from the perspective of the franchisee, can make the difference between a profitable and marginal operation. Finding good sites is one of the enduring challenges for franchisors and is a particular problem in Australia, where major city rents are among the highest in the world. This reality is driving the development of cobranding, whereby franchise systems share retail premises for reasons of consumer convenience and economies of scale. It may also be contributing to the growth of mobile and home based concepts, which are now used by over half of the franchise systems in Australia.

Site or territory? Location can refer to two separate items – the site from which an outlet will be operated and the territory within which the site is located. While it is most common for retail franchisees to be simply granted a site from which the franchised business must be operated, a wider territory, within which the

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business can be conducted, is often used for service franchisees. A site franchise restricts the franchisee to conducting business from the particular site specified in the franchise agreement. In a well engineered franchise agreement, provisions will be included addressing relocation of the business if it cannot be conducted from the site because of, for example, fire, redevelopment or the lease not being renewed. In a site specific franchise the franchisee is not permitted to conduct business from any other outlet and may be prevented by the contract from advertising or promoting the business beyond a particular adjacent ‘catchment’ area. The quality of the particular site is clearly critical for the viability of the business. There is abundant case law on this issue – typically misleading conduct actions brought by disappointed franchisees against franchisors whose representations as to the quality of a particular site have proved to be too optimistic. Prospective franchisees need to be aware that although good franchisors will exercise due diligence in selecting or recommending particular sites, the effect of disclaimers and acknowledgements and ‘no reliance’ provisions may have the effect of shifting the risk of site suitability to the franchisee.

Regardless, franchisees should always conduct their own due diligence on any site they’re considering entering. A territory franchise allows the franchisee to operate the franchised business within a particular territory specified in the contract – typically an area identified by postcode or bounded by geographic features such as highways, rivers, railway lines, etc. The franchisee may be required to operate from a particular site within this territory or, as in the case of mobile concepts or home operated franchises, which are now becoming more common, may not be restricted to a particular site and can operate anywhere within the defined territory.

Exclusive and non-exclusive territories • An exclusive territory, as the name suggests, confers on the franchisee exclusive rights to operate within the territory. The franchisee, in effect, has a monopoly on the franchise system within the territory and will not face competition from other franchisees of that particular system or even from company owned and managed operations of the franchisor. • A non-exclusive territory gives the franchisee the right to operate and promote the franchised business anywhere within the territory, but the

“Finding good sites is one of the enduring challenges for franchisors and is a particular problem in Australia, where major city rents are among the highest in the world.” Marwan Kojok, Executive Partner, DCS Lawyers.

franchisor retains the right to grant other franchises within the territory, as well as to open company operations itself. Not surprisingly, a franchisee will want the security granted by an exclusive territory, while the franchisor will want the flexibility inherent in a non - exclusive territory. This allows the franchisor to grant further franchises in response to consumer demand or competitor action. Where exclusive territories are granted, the franchisor will invariably impose performance criteria to ensure that the franchisee builds the business in the territory.

Don’t be afraid of non-exclusive territories Franchisees should not be scared of nonexclusive territories for two reasons: 1. You can’t prevent competitors from appearing in your territory. 2. If you don’t trust the franchisor to work in the network’s best interest, you probably shouldn’t sign an agreement with that franchisor. As franchise systems expand, a predictable problem becomes that of encroachment. There comes a point in the expansion of a system when a new outlet may have an impact on an existing outlet. If a franchise is site specific, the franchisor is contractually entitled to locate another franchise, or a company owned outlet, in close proximity to the original outlet. This is a real source of conflict in larger systems and may be challenged on the basis of a breach of the implied obligation of good faith, or even

unconscionability in extreme cases, although franchisees have had little success before the courts. The commercial consequences may be more significant. Although the franchisor may have sound commercial reasons for opening a new outlet within an existing franchisee’s catchment area – to match a competitor’s expansion or to take advantage of an attractive site which will otherwise be snapped up by a competitor – it raises very sensitive issues and imposes additional stress on the franchisor/franchisee relationship. For this reason, many systems have a policy of offering the new site to the existing franchisee, provided that performance in the original outlet is satisfactory.

Issues to watch with exclusive territories A franchisee with an exclusive territory is protected by the contract from such encroachment on the territory by new outlets. Franchisees must nevertheless be aware that encroachment may be by means other than new outlets. A franchisor who introduces an e-business strategy may face legal or commercial issues, as the new business channel will impact on the franchisee’s business. Whether the franchisor can introduce an e-business facility, which competes with the franchisee in the territory, will depend on the exact nature of the grant of exclusivity under the contract. But even if there are no legal impediments to the franchisor’s actions, there will be commercial ramifications. Franchisors may address these challenges with a number of strategies, such as sharing

profits with the franchisee from the territory from which the e-order originated, or involving the franchisee in delivery of the product. Encroachment can indeed arise in a number of other ways – for example, from sales through other channels such as supermarkets. In each case, there may or may not be legal issues, but there will always be commercial issues. In summary, franchise sites and territories require flexibility to ensure the right balance is achieved for the performance of both the franchise network and franchisee’s business. As regions develop, territory boundaries change and technology begins to play a larger role in converting sales. Franchisors and franchisees must understand the legal and commercial issues from the outset of the relationship, keeping in mind the ever changing market conditions. Marwan Kojok is Executive Partner at DCS Lawyers. He is a leading authority in the franchising, licensing and distribution sectors. With over 15 years of experience, Marwan utilises his wealth of knowledge to protect and develop businesses. DCS Lawyers are recognised experts in their fields, our lawyers provide timely, practical and commercially focused advice with fixed fee certainty to achieve the desired outcomes. They are trusted advisors to national and international brands in diverse industries. Contact Marwan at: Phone: 02 8220 8750 Email: marwan.kojok@dcslawyers.com.au Web: www.dcslawyers.com.au

Business Franchise Australia 35

fi n a ncial A dv ice e xpert ADVICE

SUCCESSION PLANS THAT WORK W

hether you plan to sell, hand over or close your business, your goal should be to facilitate an easy transition with a minimum amount of stress for all parties involved.

Selling your business If you have decided to sell your business, you will need to decide the best time to sell it, who you will need to inform regarding the sale of the business and the best ways to negotiate and finalise the sale. Before deciding on a date for sale, ask yourself if your business is ready. Is it running efficiently with a solid cash flow and consistently making a profit? If not, what needs to happen for the business to become more profitable? What else can you do to make your business more saleable? The value of tangible assets, plus the estimated value of any intangible assets, such as goodwill, determines the value of a business. Potential buyers will be happier to part with cash for a business if it will earn a decent return for them, after an equitable salary for the owner has been deducted. The seller, meanwhile, having put much time and money into forming the business, seeks to recover time and cost outlays by asking a premium over and above the asset value

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of the business. This premium is usually labelled as ‘goodwill’ - the capitalised cost of taking over an established business with established suppliers, clientele, cash flows, trained employees and systems of operation, all things that won’t exist for a business started from scratch.

Making a plan A sales strategy outlining the best way to advertise and conduct the sale is essential for business owners wanting to target the right buyers and maximise the sale price. Potential buyers could include suppliers, customers, competitors, management, family or other investors. Talk to your accountant about tax and sale issues and get a solicitor to draft up the sale documents or memorandum of sale. A broker or agent may need to be commissioned. Once the sale is agreed, a solicitor should draft and approve the sales document. Make final arrangements with an accountant about tax-related issues. Communicate with the bank regarding account closures, paying out debts or assigning any leases. Before you are truly free of it, be sure to file any outstanding business tax returns and a final BAS. You may also need to wind up or cancel registration of company names.

Once a buyer is found, there are still a few things to consider: Have you: • agreed on what will happen to existing staff? • done a credit check on the buyer? • decided the status of warranty claims on goods and services sold before the sale is official? • decided if you will provide vendor finance? • signed a non-compete clause for a specific area or period of time? Once the business has been sold, there are other items that need to be done: Don’t forget: • disconnect telephone and power services • return any third party equipment (EFTPoS terminals) • cancel any business registrations • file any outstanding tax returns

Passing it on More than eighty per cent of Australian businesses are family run. When it’s time to think about moving on, whether or not

“Thinking beyond your role in the business is essential for a valid and workable succession plan.” Phil Smith, National Head of Franchising, Westpac.

to keep your business in the family can be a big decision, particularly when it’s not clear whether a potential successor fits the bill to be a great leader. This could be because he or she lacks either the enthusiasm or know how to successfully take your business forward. Appointing such a successor risks the future of the business and, if you are relying on the business to fund your retirement, can seriously affect your quality of life as you get older. For family businesses in which most of the family has been involved from an early age, the question of whether to consider only family members as successors is often simple. For these businesses, family members tend to have strong ties to the business. In other family businesses, however, often no one but the principal is involved. Family members are not expected to get involved and succession more readily occurs outside the business. Some owners continue to have a say in the business well after they have passed it on and this may well see the business through for the short term, even with successors not really cut out for the job. But sooner or later, you will no longer be there to guide them and they will be left to run the business on their own. Thinking beyond your role in the business is essential for a valid and workable succession plan. Documenting how the business should carry on without you is the best way to ensure you leave a lasting legacy. The wisest option is usually to nominate one successor, rather than several, but this is not always possible. Some owners successfully

pass on their businesses to several of their children, nieces or nephews and have them share ownership equally. If you have more than one successor in mind, ensure they have a similar vision for the business and are all just as committed to seeing it succeed. Defining roles within the business can minimise the potential for disputes, as can having an independent board of directors and a formal dispute resolution policy in place.

Closing it down The decision to close down a business is not an easy one when its founder has invested so much time and energy into seeing it succeed. Accepting that you will receive no funds for the goodwill built up in your business, and no additional return for the hard work and capital you have invested into it, can be a challenge. Seeing your business as having served its purpose well over its lifetime can help as you prepare to wind it down. Closing down is a decision usually made when a business owner decides the business is not saleable - either because it isn’t profitable or because it relies almost entirely on its founder for its successful operation. Regardless of the reasons, a final date must be chosen for it to close and the business owner should decide when and how to inform staff, suppliers and other relevant people. To make a clean break, any business assets such as equipment and inventory should be sold before winding up. Customers, suppliers and competitors may well be among the buyers of any saleable items on offer and there are several ways for the sale to occur, including an auction, through an agent or on eBay, for example. There may be tax implications for

selling assets, so be sure to seek advice from your accountant.

Settle your debts All liabilities also need to be paid out. These might include trade creditors, staff (wages, superannuation, long service leave, annual leave and redundancy), tax (GST, PAYG, payroll, income and capital gains) and any existing loans or leases with financiers. You may need to investigate whether penalty clauses apply if leases or loans are paid out early. Phil Smith is Westpac National Manager, Franchising. Over the past 20 years, Phil has worked with major banks in Australia, the United Kingdom, South Africa and the United States. He has also spent time working in the SME sector. Westpac runs a series of financial education workshops on a wide range of topics including succession planning. Details of the next workshop in your area can be provided by your local Westpac Business Banker or found at www.westpac.com.au. For more information please contact Phil at: Phone: 03 9608 4578 Web: www.westpac.com.au

Business Franchise Australia 37

PROFILE : StayCl e a n H a n ds

PUT YOUR HANDS TOGETHER FOR THIS EXCEPTIONAL BUSINESS-TO-BUSINESS OPPORTUNITY

tay Clean Hands is an exceptional new franchise that offers hand sanitising solutions for businesses through exclusive areas across Australia. Strong demand and an attractive return on investment provide a lucrative business to savvy entrepreneurs. Conceived in late 2010, the hand sanitiser initiative is benefiting from the growing concern for commercial businesses to engage in healthy hand hygiene practises beyond the public bathroom. The battery-operated dispensers offer the latest in environmental design and touch-free technology, measuring the exact amount of solution into the hands of each user. With a modern look and silver finish, they are an essential component to every healthconscious business owner. Small to medium businesses have indicated a strong demand for Stay Clean’s hygienic services and solutions, for both their customers and staff. Interested businesses include food and grocery retailers, hairdressing and beauty salons, medical surgeries, chiropractic and physiotherapist practitioners and shopping centre management. Exclusive geographical territories are offered

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to franchisees based on business numbers and the franchise options starts at $80,000 including the initial franchise fee. As an example $80,000 affords around 150 dispensers, which includes solution stock to fulfil the service contracts at a specific usage rate, the franchise system, specific proprietary software licence, training program, centralised administration centre that takes care of all invoicing, lead generation and business support.

Income guaranteed for dispensers of fresh business The Stay Clean Hands attractive proposition includes a fixed income for its franchisees, given that the service contract for each dispenser is a fixed monthly amount. Additionally the business model includes two other streams of income: the retail sale of dispensers and the sale of sanitising solution. The experienced team at Stay Clean Hands, headed by General Manager, Luis Nevares, has been actively delivering business proposals in order to secure state and national accounts. “We are offering an exciting lucrative franchise opportunity with an outstanding

demand from the business community,” Luis announced. Franchisee support includes a lead generation program, a comprehensive website, centralised invoicing, reporting and administration of accounts, and all corporate identity. Franchisees must be able to generate their own leads and sign service contracts with businesses in their area. “We provide distributors with direct advertising and marketing support in their specific area; however, we do not sign the contracts for them,” Mr Nevares explained. “Distributors must be extroverted operators who are comfortable delivering presentations and increasing clientele in their territory,” he said. Ideal individuals have an entrepreneurial mindset and relate well to people, with experience either in sales, or in owning/ managing a business. For more information on Stay Clean Hands contact: Luis Nevares Phone: 1300 769 967 Email: info@staycleanhands.com.au

e v i t a r c u L d n a g n i t i c x An E y t i n u t r po

p O g n i s i h Franc demand g n i d n a t s t u o with an

A business with three income streams all wrapped in one! Ask how now! Provide hand sanitising solutions for businesses and develop an exclusive area in your city. Some of the benefits that a Stay Clean Hands franchisee will enjoy include: The latest generation in touch-free dispensing technology Intensive training led by a motivated and dedicated team of experts Lead generation from National Marketing Support

A flexible lifestyle; work and life balance Mobile business with strong buying interest from businesses, government and community organisations (large consumer market) Competitive advantage through a unique product and service offering

Potential of National Accounts Opportunity for high financial success Cost effective solution for the consumer at less than four cents per use

Group advertising and marketing initiatives via steady SEO (Search Engine Optimisation) Administration Centre: will support functions like accounts receivable, debt collection, customer invoicing, call centre for lead distribution from national accounts

Exclusive Marketing Territory Proven systems, support and ongoing group training

FR A NCH ISO R A DV ICE

ACTIONS SPEAK LOUDER THAN WORDS In franchisor-franchisee relationships

n franchising, as with any relationship, you’ve got to work hard to keep the lines of communication open and to promote understanding. If you don’t do this, you end up with an ‘us and them’ mentality. If the relationship is valued – and this is reflected in the actions of both parties – the rewards and benefits for everyone are well worth the effort.

The lines of communication must be open and there should be two-way communication at all times. When the franchisor and franchisees are working together well – constructively, in a unified way – then you’re able to easily make constructive changes, which range from simple day-to-day functions through to the business model and strategy.

I strongly believe that a robust internal culture is far from a ‘warm and fuzzy, newage add-on’. Rather, it is critical for success.

This, in turn, means you’re able to be responsive to changes in the market and client needs.

A strong internal culture is one of a business’ most powerful assets. In our network, there is a high level of trust and support within the group and this has given us a big advantage. Because there is a positive and open working relationship between group office staff and franchisees, we’re able to make changes in the business and get things done much more effectively than we would otherwise. Franchisees share information and help each other, especially in times of crisis. And because we believe that family support is so important to small business success, families and partners are invited to Christmas parties, our annual conference and other social occasions. All of these seemingly small things make a very big difference.

Open communication I am passionate about the importance of twoway communication and working together as a cohesive business – the value of which cannot be underestimated.

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If there is no genuine two-way communication, you’re operating in a toxic way and nobody wants to be part of the relationship. That’s very demotivating for head office staff and you tend not to keep good people. It is also demotivating for the franchise owners, as there’s a lack of pride in the brand and that, ultimately, spills over into the relationship with clients. I liken the franchisee-franchisor relationship to any other human relationship, which must be underpinned by trust and respect, built over time, through the sum of all actions.

Moments of truth At various times, you have these moments of truth in a business or relationship where you have this chance to do the right thing and step up. If you consistently demonstrate that you’re doing the right thing by your franchise owners and acting in their interests, then over a period of time you build a bank of goodwill. The bigger you get, the harder it is to communicate well, so you have to keep

working on it. In part, that’s why Smartline has a very flat management structure, which helps keep the lines of communication open. For example, before we make any decisions we consult the franchise owners. We won’t announce something out of the blue – we’d never do that. Everyone sees the change coming and by the time we formally make any announcement, everyone knows about it. If you don’t genuinely value that process of talking about what you’re thinking and doing, then it’s a cynical exercise and you’re just paying lip service. Apart from being disingenuous, people work that out over time.

Formal lines of communication In addition to every group office staff member being readily available to franchisees on a daily basis, we have implemented a number of formal structures to keep information and communication flowing. Smartline’s quarterly Franchise Advisory Council (FAC) is a forum designed to discuss issues and ideas. It is attended by two franchisees from each state, who are nominated by their peers to attend the meetings. We might get around 20 points and/or action items out of each meeting. This might include the need to make small changes to systems or processes, through to investigating opportunities to revolutionise the business. It’s also an opportunity to talk about things being discussed by head office; get some

“A strong internal culture is one of a business’ most powerful assets.” Chris Acret, Managing Director, Smartline Personal Mortgage Advisers.

feedback and identify aspects that might not have been considered. It’s a very valuable process. In addition, franchise owners attend quarterly professional development days, the annual national conference and state-based social days. All of these activities provide formal and informal forums for group office staff and franchise owners to get together and talk. In fact, I’d go so far as to say that every interaction offers a tiny moment of truth – from the simplest of phone queries to the FAC meetings. If the communication isn’t open, genuine and two-way, then it negatively affects the relationship.

Building leadership I cannot stress enough the importance of the two-way nature of a truly success franchisorfranchisee relationship. As with any relationship, you essentially balance the partnership by each playing different roles. If there are problems or issues, it’s incumbent on each member of the relationship to raise it in the right manner – respectfully and constructively. Fundamentally both parties – if they’re acting in good faith and their intentions are good – can work through things. It needs to be a win-win relationship if it’s to be strong. While it is essential for the franchisor to show leadership, franchisees must also take a leadership approach. Looking at our franchise system, we’ve worked hard to encourage and build leaders, not just among the directors and head office team, but among the franchise owners as well. This is important in any franchise system, and a point that franchisees should look for in their search for a franchise.

The annual Leaders Forum, for example, brings together the top 30 franchisees for a two-day, two-night conference to learn from each other and discuss new initiatives. The forum is part reward and part obligation, to demonstrate leadership in their business to other franchise owners. We also offer a comprehensive and innovative 12-week coaching program, which is completely confidential, helps franchisees to set not only business goals (e.g. putting on a second loan writer or starting up a networking group) but also personal goals (such as having more time with their family or going to the gym three times a week). This program is unique because there are no agendas around the coaching, franchisees can use the training in ways that best suit their needs. The most important aspect of the coaching is it recognises that all aspects of a franchisee’s life will impact on their ability to build a successful business. The franchisorfranchisee relationship should be built on the idea that the success of one is highly dependent on the success of the other.

Trust and support fosters success As a franchisor, our business philosophy from day one has been that we don’t succeed unless our franchisees succeed – and this remains core to our business today. That was the driver in developing our highsupport model – we believe that by giving our franchisees the tools, systems and processes to build a successful business, everyone in the group will benefit accordingly. There is a strong level of trust and support within our group and that has certainly benefited our franchisees and driven the success of our franchise system.

Franchisors can build a great relationship with franchisees by understanding that trust comes from communication and consultation, and from delivering on promises. Trust breaks down when there are inconsistencies between what is said and what is done, and through lack of communication and transparency. And it is very much a two-way street. Just as the franchisor needs to build trust with the franchisee, it works just as much in reverse. From a franchisee perspective, it is about entering the partnership with honesty and transparency, and being willing to work together for success. When both franchisors and franchisees are committed to win-win outcomes, much can be achieved for the benefit of all. Chris Acret is the Managing Director of Smartline Personal Mortgage Advisers, which he founded in 1999. He commenced his career as a Chartered Accountant with Ernst & Young and was the General Manager at Mortgage Choice in the company’s infancy. Chris is passionate about Smartline, its unique culture and setting the benchmark in client service. Smartline is a multi-award winning home loan and mortgage broker group. Smartline’s 200-plus advisers have assisted more than 130,000 Australians to arrange a home loan, with 85 per cent of Smartline’s business coming from a personal recommendation. Email: franchising@smartline.com.au Phone: 02 9855 4200 Web: www.smartline.com.au Smartline Home Loans Pty Ltd and their representative have made every effort to ensure that the information is free from error; neither Smartline nor its representative makes any representation or warranty as to the completeness or accuracy. Readers must decide if this information is suitable for their personal situation or seek advice.

Business Franchise Australia 41

focus : T el eChoice e xpert ADVICE

FROM EMPLOYEE TO BUSINESS OWNER TELECHOICE FRANCHISEE SHARES HIS TIPS FOR BUSINESS SUCCESS

wning a franchise is a great reward for hard work, according to former TeleChoice employee and current multi-store franchisee Gaurav ‘Garry’ Bhatia. TeleChoice, one of the country’s largest telecommunications franchises, proudly has a team of passionate Australian business people at the helm of its 153 retail stores. Garry now owns six TeleChoice stores, employing 18 staff, providing telecommunications solutions to consumers and businesses throughout suburban Melbourne. Originally a TeleChoice employee himself, Garry purchased his first franchise in 2005, jumping at the opportunity to become his own boss. “There are many perks of being a franchisee

42 Business Franchise Australia

owner. You have freedom in your business decisions, work with a range of people, and every day is different; it is the ideal job,” said Garry. Garry’s day-to-day work extends far beyond general business operations. He can often be found on the shop floor of his TeleChoice stores in Altona Gate, Broadmeadows, Highpoint and Greensborough, helping his customers to choose the right mobile phone and the best plan to meet their needs. Garry believes working regularly across each of his stores is imperative for a successful franchise operation. Every franchisee has their own formula for success. One of the benefits of being part of a franchise system is utilising the years of knowledge and proven business models of

the franchise itself. However, it is also vital to have your own business plan, work ethic and long term goals. In the end it is the franchisee who will be driving the business, the more clear you are on how you would like your business to run and what your criteria for success truly is, the more likely you are to achieve your goals. According to Garry, his jump from employee to multi-site franchise owner included following five key steps along the way.

Garry’s Top 5 Tips for Business Success 1. Practice what you preach. You can’t ask for dedication and loyalty from staff unless you are showing the same

attributes. You can’t ask your employees to deliver unless they have confidence that you will deliver to them. 2. Develop a core team of staff. This is essential for anyone considering multistore franchisee ownership, as you need a team you can trust to run the store when you’re not around. They must be passionate about their role within your business. 3. Human resource management is key to longevity. Continual training for staff is essential to further their knowledge and ensure they clearly understand their roles and the products they’re selling. 4. Keep up in fast paced environments. Products are always new and technology is always changing. Garry says his Gen Y employees help to keep him updated with the latest trends and models. Consumers today are more tech-savvy, so it’s important to keep learning. Don’t feel you need to keep up-to-date on your own though, your team is a great resource to keep you updated on the latest technology developments. 5. Don’t be driven by money; be passionate about your work. When you run your own business you get out as much as you put in. Ultimately, you can’t be driven by monetary concerns alone. You’ve got to have passion to succeed in all areas of life, including business.

often a better return on investment. Buying a franchise also introduces you to a network of other franchisees and associations dedicated to supporting franchisees. When you become a TeleChoice franchisee you’re joining a company that already knows success. They are ready to pass on years worth of industry knowledge to assist you to make your TeleChoice franchise thrive. As part of the TeleChoice network, franchisees enjoy high cash flow and earning potential, capital growth through continuous support improvement of the franchise system, superior buying power with key suppliers and a commitment to long term mutual success. Being a part of TeleChoice allows you the freedom to own multiple sites. If you wish to own more than one TeleChoice business and you have the right business approach, they will endeavour to help you grow and reach your objectives, just as Garry Bhatia has done You don’t need to be a techno whiz or have communications industry experience to become a TeleChoice franchisee. They provide full training and support. In fact, a high number of current franchisees had never sold a phone before joining TeleChoice. With the induction program, regular store visits and ongoing training, coupled with your dedication and commitment to the TeleChoice system, you’ll see just how

simple it is to be a TeleChoice franchisee. After you complete the initial training, the head office business units will continue to provide you with ongoing training assessments and programs. The field support staff will also visit your store on a regular basis to advise with day-to-day management of your business, and also planning for the future to get the most out of your business. By choosing to join TeleChoice, you are becoming part of a franchise network with incredible buying power. TeleChoice has formed excellent relationships with suppliers. Accordingly. franchisees profit from the best deals, exclusive offers and superior profit margins. And when it comes to finding a store location, they are able to negotiate favourable rates in Australia’s biggest shopping centres. Add to this the fact that, as an accredited franchise, up to 50 per cent of all set-up costs can be financed to approved applicants. If you have a positive attitude, a dedication to excellent customer service and a desire to join a dynamic growing industry, contact TeleChoice today to find out more about current franchise opportunities. For franchise inquiries please contact: Phone: 03 8699 2555 Email: franchise@telechoice.com.au Web: www.telechoice.com.au

“I’m not a corporate guy and I was never going to work a 9 to 5 job, but I always knew I was going to work with people. Being a multi-store franchisee with TeleChoice has provided me the opportunity to run my own business, with the added benefit of working with people every day,” concluded Garry.

Why choose TeleChoice? TeleChoice is the first choice for many customers looking for mobile phone, internet and telecommunications products. TeleChoice services a large part of the small to medium business market and continues to grow their market share. This is why they are the first choice for many successful Australians who’ve become TeleChoice franchisees. If you are a first-time business owner, the advantages of buying a TeleChoice franchise include instant brand awareness and credibility, administrative and technical support, franchisor-provided training and

Business Franchise Australia 43

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PROFILE : PA RTY SH O P

JOIN THE PARTY! A

re you ready to join the best party in town? Jon Sully, Director of consultancy firm Business Development Company (BDC) and former co-owner of Michel’s Patisserie, is delighted to announce his recent investment in Australia’s largest party franchise group Party Shop. This signals a period of growth for the Party Shop franchise group who, after an exciting rebrand, are now seeking franchisees to help them expand across Australia. Jon brings with him the full experience of the BDC team allowing Party Shop franchisees to tap into the vast experience of some of Australia’s top business strategy, franchising, retail property and operations consultants including former General Manager of Leasing at Stockland Vaughn McGuinness and ex Deloitte Partner John Downes. In an industry that is well behind the international standards – Party Shop is breaking the mould by creating an environment that is visually appealing, selling high quality, unique products with first rate customer service. Customers visiting the stores will enjoy a unique consumer shopping experience. Party Shop is creating a retail business that will be an institution for generations to come. This is all great news for the franchisees. You can invest in a business and enjoy the fun, lively, party industry, while knowing that you have a team behind you for support, mentoring and a strong franchise model for success. Party Shop has a long term, strategic growth plan. The first goal is to unify an industry largely made of independents and incorporate them into the Party Shop system.

46 Business Franchise Australia

The second goal is to find franchisees to join the team in new locations across Australia. Along with a strong business model, an innovative and exciting concept and the support of a team of industry professionals, Party Shop franchisees will have access to a unique purchasing position, as Party Shop has an alliance with the world’s largest supplier of party goods. Party Shop has simplified the supply chain, giving franchisees access to highly competitive pricing for top quality goods. This means better margins and superior trading terms. Add to this a state of the art POS systems, local and national marketing support and franchisor cash contributions for rebranding stores, and face it – you will want to celebrate. And what better place to do that than Party Shop? For more information contact Jack Sakalis at: Phone: 0488 022 672 Email: jack@partyshop.com.au Web: www.partyshop.com.au

COME AND JOIN THE PARTY

Australia’s leading party franchise group Party Shop offers a Franchise Opportunity like no other! Joining the party, with Party Shop, will align you with Australia’s leading party franchise group to give your business a competitive edge.

6 month payment terms on your ﬁrst product ﬁll Aggressive product pricing – Manufacturer direct Installation of our signature ‘Balloon Wall’ and signage at no cost to you Commitment to merchandising and operational excellence National and Local Area Marketing support

www.partyshop.com.au

PROFILE : bo dy & h e alt h solu t io ns

Your path to good health

ody and Health Solutions is part of the Watergardens Wellness Centre. The Watergardens Wellness Centre was founded seven years ago by Trinh Nguyen. As part of the company, Trinh started Body and Health Solutions because she believed it was possible to help people to lose weight and get fit safely and effectively, without the need for risky and expensive surgery and other invasive procedures. Due to the success and affordability of the techniques used at Body and Health Solutions, Trinh decided to start franchising in 2009. Trinh believes the franchise model is perfect for those wanting to start their own beauty franchise. “I chose the most effective equipment for this franchise,” says Trinh. She states that the equipment is easy to use and minimises set up time. The equipment is good for pain relief, weight loss, skin tightening, fluid retention and eliminating cellulite.

Burns up to

• post pregnancy recovery • weight loss • body contouring • increased energy These treatments are open to anyone, but are especially suited to those who cannot exercise due to injury or other medical conditions. According to Trinh, once she started Body and Health Solutions, she knew she had a formula for success. “I always knew that Body and Health Solutions was going to be big, and if we wanted to grow quickly then the people in the company needed to have ownership. There’s nothing like having everything on the line to make a business work well.” This is why Body and Health Solutions began franchising. The company is looking for people who have a desire to help others. Franchisees should be motivated, passionate and confident in their desire to help others look and feel good. Body and Health Solutions wants to work together with their franchisees.

1200 calories in one session Trinh is a pharmacist who then specialised in weight loss. With her background she wanted to share her belief that weight loss could be fast, painless and affordable.

“I want to create a ‘healthy Australia,’ says Trinh. “The Formostar Body Wrap machine utilised by Body and Health Solutions is wonderful for weight loss and body contouring, but not many people in Australia know about it.”

The franchise team is extremely supportive and passionate about their treatments. They are honest, energetic and eager to help their franchisees succeed. As the franchise model is very straightforward and easy to set up, new franchisees can get up and running quickly. New franchisees are given two full weeks of training and one full day of on-site support. Once a franchisee has started, ongoing support is always available. Trinh and her staff are eager to have franchisees throughout Australia and all inquiries are welcome. There are several different business models to choose from.

• TARGETED FAT AND CENTIMETRE LOSS Trinh comments on the knowledge of this system in other parts of the world by saying, “It is widely used in Europe and other countries.”

• DETOXIFICATION, CELLULITE REDUCTION The treatments provided by Body and Health franchisees offer lots of benefits to clients including:

• AND MUCH MUCH MORE... • pain relief • relief from arthritis • eliminating fluid retention

48 Business Franchise Australia

For more information contact Trinh at: Phone: 03 9390 6609 Email: skinhealth@optusnet.com.au Web: www.bodyandhealthsolutions.com.au

Safe and effective 50 minute sessions

We use

FORMOSTAR FAR INFRARED BODY WRAP

Contact Trinh for more information (03) 9390 6609 skinhealth@optusnet.com.au Business Franchise Australia 49 www.bodyandhealthsolutions.com.au

FR A NCHISor IN depthADVICE : t r ios w r aps e xpert

TRIOS Wraps

David Elia, Managing Director

Turning the Heat On T

he year was 2002 when three entrepreneurial brothers; Elias, Sam and David Elia decided to challenge the status quo in the traditional sandwich market and introduced flat ‘wrapped’ fillings in their own proprietary bread. What followed is a brand that has challenged the way Australians perceive wraps – TRIOS Wraps! TRIOS Wraps now spans three continents (and continues to pursue world domination), has established brand recognition, boasts over a decade of operational innovation and excellence, and has always maintained its position of being on the forefront of trend. TRIOS Wraps can be characterised simply

50 Business Franchise Australia

as a ‘house of freshly grilled wraps that taste absolutely incredible’! And what started as a family business in Melbourne (and family being the operative word here) quickly morphed into passion – passion to develop taste profiles that supersede expectations, passion to offer an F&B experience that is not age or gender restricted, and passion to succeed. Now, in its 10th year, TRIOS Wraps has become Australia’s most recognised wraps franchise.

Experience that counts “We have over 27 years of experience in the F&B industry,” says Elias Elia, CEO of the

group, “and have always prided ourselves in being one step ahead of quick service restaurant (QSR) trends, which is why we decided to introduce flat bread sandwiches in 2002.” Challenging the traditional sandwich bars, TRIOS Wraps introduced their proprietary flat bread – but not content with a one-time innovation, they developed recipes further to offer three different varieties of flat bread – all with scrumptious fillings. “While a healthy alternative may have been popular in the early 2000’s, consumers have since become more discerning in their expectations and perception of what is a healthier alternative. They expect a taste journey and a memorable experience in

what we describe as a ‘me moment’ for our consumers,” says David Elia, Managing Director. “Hence, we have elevated our taste profiles and developed a menu that transcends day to evening purchase occasions. And how did we do this? By offering a larger eat and freshly grilled meats that taste awesome!” ‘Awesome’ may not necessarily be a word that one would ordinarily associate with a Managing Director, but then again, David is unlike most managing directors of large franchised brands. “We see TRIOS Wraps as a brand that relates to GEN X and GEN Y – who form the crux of our customer base. They have a developed taste palette and expect to be wowed every time they visit a TRIOS Wraps store. So it was only natural that we, on a brand level, embodied how they would describe our wraps. Loyalty is developed on the foundation of consistent experiences and that’s what TRIOS Wraps strives to offer,” remarks David. This is probably why David manages the company with an open door policy and encourages innovation, development and suggestions from staff and franchisees alike.

Looking good! TRIOS Wraps understood the need to revamp their look – not to look fresher, rather to stay ahead of the trend in terms of interiors and customer interaction. That said, the essence of the brand, the amazingly tasty wraps, had to be at the forefront of the complete customer experience. That’s when Sam Elia, Director of Marketing, decided that the lingering memory of biting into a succulent wrap – and reliving the moment of healthy indulgence – was going to be the premise of their loyalty initiative. This is how the ‘Do You Remember Your First Time?’ campaign was born. “No one forgets their first time, the moment when you decide to let go and give into your instincts and indulge in a mouth watering wrap that is oh so satisfying. When was the last time that you had a truly memorable experience for the first time? This is what we want all our consumers to think when they consider TRIOS Wraps in a QSR environment. Even though our branding is hip, trendy and minimalist – it is still all about that indelible experience.” says Sam. So what does make TRIOS Wraps so appealing as a franchise? After all, everyone

offers a well-developed training program, ongoing marketing support, set-up support, etc. All these are almost a given in today’s franchise domain.

What makes TRIOS Wraps so unique as a franchise? “It is passion, patience, innovation and the ability to understand consumer trends that gives a brand an edge over competition. It is consistently delivering unsurpassed customer service and taste promise – day after day – and all with a smile. It is operating a business that is truly Aussie in sensibility and identity and a lifestyle that is energetic and effervescent. It is ensuring that the operational model is not only financially sustainable, but also profitable. It is being a part of a family – my family,” says David. And family it truly is, because from the day a franchise is signed, David is personally involved to ensure that the franchisee is looked after – from site selection to fitout assistance, operational training to ongoing new product development and marketing, David personally reviews all plans and execution strategies. “I started my first café in 1984,” says David, “and two decades of experience has to be shared with all my franchisees to ensure that not only do they benefit from my experience, but that they also financially benefit from operational systems that I have honed over the years.”

Having spearheaded the recent TRIOS 360 initiative that the brand has undergone; there isn’t a single area of the business that David is not familiar with. “We wanted to up the game, for ourselves and our competitors. We re-examined every consumer touch point, from interiors to packaging and taste contours to customer service. After 18 months of development, we have unveiled our new look, which we aptly describe as grunge chic and trendy earthiness. We ensure that our proprietary dressings pack punch, heat, flavour and authentic ethnicity – covering popular taste profiles from around the world,” says David. “This allows us to offer variety which cannot be found within the grilled wraps segment and, more importantly, allows us to cater to different purchase need states – whether it is breakfast (in our CBD locations) or lunch, dinner and even snacking. Our most recent surveys have shown that we are very popular in the 18 – 27 age segment. This demographic has the highest disposable income in the retail sector.”

Does this mean that TRIOS Wraps is a definite winner? “We feel it is,” says Sam. “When you offer eat options that are not limited to an ethnicity, but rather revolve around taste profiles of different protein types (chicken, lamb or beef), you essentially open yourself to the ability of creating appeal to a broad

Business Franchise Australia 51

FR A NCHISor IN depth : t r ios w r aps

cross section of people. And this is the charisma of TRIOS Wraps – you can visit us with a friend, on your own or even as a large group of people and there will always be something for everyone.” It is this broad appeal which promises to be financially profitable that has allowed TRIOS Wraps to successfully transcend international borders. “We have nine franchised stores in Saudi Arabia, one in the USA and have recently signed an MOU with a retail conglomerate in Eastern Europe. We have also garnered extensive interest from retail groups in China and India, but have decided to tread carefully, as franchisee success is paramount to us and understanding the retail landscape in each of our franchised countries is the first step towards that. We don’t want to stretch ourselves too thin and want to ensure we can provide personal attention to each of our partners,” says David.

And development in Australia? “For the next 12 months we are concentrating on franchise development in Melbourne and Sydney specifically,” says David. “We want to be able to provide the same personal attention to our local franchisees that we give to our international partners.”

45 minutes each and the behind the counter liveliness means that you will never be far from a laugh or a smile. After all, the only thing we take seriously is our promise to serve our customers freshly grilled wraps that taste absolutely incredible.” So with low capital costs comparative to the QSR industry, a new look and feel, a product that eases from lunch into evening trade and taste profiles that have been redeveloped to ensure an ‘experience’, it is clear that TRIOS Wraps has not only raised the bar when it comes to branding, but has also turned on the heat to competitors. It just doesn’t get any better! For franchise opportunities contact Sameer Sethi at: Phone: +61 3 9370 5833 Web: www.trioswraps.com

TRIOS Wraps have developed three retail formats - CBD casual dining (with dedicated seating and a coffee ‘centric’ extended menu), QSR food court dining and QSR kiosks - all with the benefit of appeal in suburbia. “Our freshly grilled meats and mouthwatering sauces and dressings allow us to offer evening dining options. This means our franchisees can target suburban locations which have a lucrative evening and weekend trade,” says David. “An unsurpassed training program, quirky marketing campaigns and a ‘we hold your hand’ attitude, means that our franchisees are always given our undivided attention. Our success is a reflection of our franchisee’s profitability. We work to ensure that our franchisees maximise their returns on their capital investments.” David goes on to say, “That said, we also want to ensure that TRIOS Wraps echos the true Australian philosophy of working hard and playing even harder. Our store opening and closing procedures never take more than

52 Business Franchise Australia

WELL, NOW THE CHOICE HAS NEVER BEEN EASIER

SO WHICHEVER WAY YOU LOOK AT IT - NOW IS THE TIME TO MAKE THE RIGHT CHOICE AND CALL TELECHOICE TODAY!!

e xpert A dv ice e xpert ADVICE

TOP TIPS FOR POWER NETWORKING BECOMING SOCIAL IN THE REAL WORLD

etworking is often overlooked as a marketing activity, but it is one of the easiest ways to raise awareness about your business. But networking involves making the most of your current networks, as well as actively expanding them. It’s an easy way to take your marketing one step beyond all of the great support and marketing materials provided when being part of a franchise. I know people are often put off by networking as they see it as having to go out and ‘sell’ yourself. We’ve all had the awkward experience of meeting a blatant opportunist at an event who makes you feel uncomfortable by inappropriately persisting with a sales approach. If you think differently about networking, you’ll see it can be much more than that. Networking is about making connections and building enduring, mutually beneﬁcial relationships. A solid network will serve you well for many years and will be a strong resource, especially during times of economic uncertainty. So it is important you network effectively to plant those seeds that will grow into profitable business relationships. Here are our top tips to becoming a power networker.

1. Make the most of what you already have

54 Business Franchise Australia

A good place to start when you are thinking about getting better at networking is to look at the networks

“The key to successful networking is to get involved! .” Michelle Gamble, Founder Marketing Angels.

that already exist in your life. Start thinking about all the people you interact with on a regular basis and how you might categorise them. Don’t be afraid to include your family and friends (and those of your staff). Then think about everyone else you deal with regularly, such as:

• suppliers to your business

• sporting teams and clubs

• your church

• your child’s school or parent groups

general information, such as guest speakers, to help you grow your business.

Here’s a list of potential groups you might want to consider. These are organisations that specifically focus on a business community in a local area:

• Chamber of Commerce (in your local area)

• Rotary Australia

• Lions Clubs of Australia

• BNI Australia

The simplest things are often the ones that are most overlooked! Make sure you set up a system to communicate regularly with the people in your network. That system should include activities like:

• adding them to your database

• inviting them to any events your business, or other businesses in your network, put on

•

seeking out contacts on online social networks and asking your network contacts and associates to ‘fan’ your page

3. Tap into local business groups and networks

4. Have something to offer

An effective networker asks ‘How can I help?’ and not ‘What can I get?’ They apply a ‘giving’ mentality to networking and build trust by contributing to others.

5. Make yourself visible

Nothing beats connecting with other business owners who are potential clients or who have clients that might be your potential clients. There are numerous business networking groups that you can join. Most of these groups have the added benefit of giving you a network of other business owners who you can share experiences with and do some problem solving. Many of these groups also run events specifically aimed at generating leads for each other within the networking group or providing

7. Always say thank you

When someone in your network recommends you, always say thank you, and perhaps send a gift. They will be more likely to send more business your way if they feel appreciated, and they should be appreciated!

Having a strong local profile will mean that people are going to recommend you and that you’ll be top of mind when it comes to using someone in your field. Many of our best and most profitable clients have come from our networks referring them. Expanding your connections with great business relationships can only help you to learn and grow your business.

• Women’s networks (Business Chicks and the Australian Business Women’s Network are a great place to start)

2. Do the basics

and frequency of events and whether you will be able to have a consistent presence. A mum with young children is unlikely to be able to get to a 7am weekly breakfast! Most groups have an event calendar, so book your events in your diary well in advance. Like all marketing, it won’t be as effective as it can be without consistency.

The key to successful networking is to get involved! It’s a basic ‘you get out what you put in’ equation. If you are going to join a networking group, it makes sense to take an active role. Usually these formal organisations send out regular newsletters or glossy publications. Wherever possible, make sure you contribute articles to these publications. It will make sure that as many members as possible know who you are and what you do. Offer incentives for your network and value adds — this will encourage people to continue to refer your business.

6. Be consistent

It’s really important to be consistent about going along to events. If you are joining a formal networking group, do so carefully. Be realistic about the timing

Michelle Gamble is the Founder and Chief Angel at Marketing Angels. Michelle has over 16 years’ experience in the marketing services, technology and telecommunications industries and is a regular speaker at some of Australia’s premier business events. Marketing Angels provides outsourced marketing advice, management and education to small to medium businesses. They also offer franchise marketing support packages, giving franchisees effective resources to market themselves locally. For more information contact Marketing Angels at: Phone: 1300 858 311 Web: www.marketingangels.com.au

Business Franchise Australia 55

profile : CR ACK M ASTERS

FILLING THE GAP CRACKMASTERS INNOVATIVE PRODUCTS AND WIDE MARKET APPEAL GIVE COMPETITIVE ADVANTAGE TO NEW FRANCHISEES rejuvenation, resurfacing and bitumen crack sealing. All of the products are Australian made and tested to suit local conditions. As a franchisee, you can be assured your customers will be receiving the best products available. All CRACKMASTERS products are water based, non-toxic, non-flammable and environmentally friendly.

y implementing effective marketing strategies, including word-ofmouth from satisfied customers, CRACKMASTERS has established a strong reputation as a company that delivers remarkable pavement maintenance solutions, fast service, and quality products at a cost effective price. By providing excellent service at affordable prices the CRACKMASTERS name has become synonymous with quality service. So what makes CRACKMASTERS so unique? It is the only franchise system to offer complete pavement maintenance services to both the commercial and domestic markets. They are fully equipped with a range of specific products to ensure the best results for every customer. CRACKMASTERS offers the latest technology in asphalt and concrete

56 Business Franchise Australia

Cracks will dramatically reduce the life of the pavement by allowing moisture into the base material and creating soft areas. Cracks lead to potholes, which lead to major repairs or replacement. Sealing cracks when first noticed will achieve the best results and limit any base damage. CRACKMASTER franchisees can offer quick, cost-effective solutions to their customers pavement problems. Asphalt and concrete rejuvenation requires state of the art technology. Using high grade materials, resurfacing existing pavements restores the surface to a smooth, water resistant area. Non-slip grit and rubberised resurfacer is available in many colours. Team colours are very popular. CRACKMASTERS franchisees are leading the way in pavement maintenance by offering a large range of products and services to their customers. They offer an innovative service; a personal approach to pavement maintenance. There are many franchise opportunities on

the market. At CRACKMASTERS, they understand that choosing the right franchise, one that suits your lifestyle and experience, is an important decision for you to make. At CRACKMASTERS, they are dedicated to working with you to establish a mutuallybeneficial partnership. Perhaps the most appealing part of joining CRACKMASTERS at this point in time is the ability to get in on the ground floor. The franchise system has huge market potential, with commercial accounts already in place. The franchise system is growing fast, so donâ&#x20AC;&#x2122;t delay. As a CRACKMASTERS franchisee, you can look forward to working with an industry specialist to grow the brand and presence within the industry. If you are committed to becoming part of the CRACKMASTERS brand. If you are focused and motivated to set and achieve business goals and would like to join CRACKMASTERS at this pivotal point in their growth â&#x20AC;&#x201C; now is the time to act. For more information contact CRACKMASTERS at: Phone: Mobile: Email: Web:

03 5222 8227 0488 CRACKS (0488 272 257) info@crackmasters.com.au www.crackmasters.com.au

MastersÂ inÂ pavementÂ maintenance SealÂ yourÂ financialÂ success

CRACKMASTERSÂ areÂ leadingÂ theÂ wayÂ inÂ pavementÂ maintenance. BecomingÂ aÂ CRACKMASTERSÂ franchiseeÂ willÂ provideÂ youÂ withÂ multipleÂ opportunitiesÂ including: Â&#x2039; Â&#x2039; Â&#x2039; Â Â&#x2039; Â&#x2039; Â Â Â&#x2039; Â&#x2039; Â&#x2039;

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TheÂ bestÂ part:Â ground-floorÂ andÂ innovativeÂ VWWVY[\UP[` /\NL THYRL[ WV[LU[PHS ^P[O commercialÂ accountsÂ alreadyÂ inÂ place.

CONTACTÂ JasonÂ Cobb (WWHYLS *SVZL )YLHR^H[LY =PJ[VYPH 7OVUL -H_ 4VI ^^^ JYHJRTHZ[LYZ JVT H\ QHZVU'JYHJRTHZ[LYZ JVT H\

focus : K W I K KeER B® xpert ADVICE

GETTING THE EDGE ON THE COMPETITION

or over a quarter of a century, Kwik Kerb® have been the world leaders in continuous concrete edging. The brand is a household name synonymous with quality in the landscape kerbing industry. Lindsay Snelling, a Kwik Kerb® operator working on the northern edge of Brisbane, knows the benefits of joining a well-known brand name. After working in a fencing business, he decided it was time to reap the benefits of his efforts, instead of giving it to his employers. According to Lindsay, Kwik Kerb® was an easy sell for him. Lindsay had the

58 Business Franchise Australia

experience and contacts in the building industry and could immediately see the income potential with the business opportunity. Now into his fifth year as a Kwik Kerb® operator, Lindsay is celebrating his biggest month ever, selling over 778 metres of edging. He says he averages around 400 per month. “I contribute my success to having a very large referral base of customers that keep on coming back for more edging,” says Lindsay. Lindsay says he receives all the support he needs from the Kwik Kerb® head office,

however, as he says, “In the end, it comes down to the individual and the effort they put in. “I will take on any kerbing job, no matter how big or how small they are, or how difficult they may be. “Every phone call, every quote, every job is important to me,” Lindsay explains. As the product is so good, Lindsay said the main competition was with other Kwik Kerb® operators. However, it is not an issue as there are plenty of jobs to go around and the Kwik Kerb® operators actually pitch in to help their mates if one operator needs a hand.

“Kwik Kerb® gives you a training scheme,” Lindsay commented. “They teach you everything you need to know, from going out on jobs to do hands-on work, to successful marketing ideas. It is then up to you to take advantage of the skills they have given you.” With Kwik Kerb®’s unique Edgemaster® machine, along with a complete business system including all the equipment, promotional materials, training and ongoing business support, success is simply up to the effort put in by the individual operators. Using the proven system, Kwik Kerb® operators could lay quality concrete edging and make a very healthy income from day one! With the system in place, it no longer matters if the operator does not have previous concreting or business experience. Lindsay states that the fact that he owns his business outright, allows him to grow without limits. He has no specific territories or boundaries for selling. He says if he feels like it, he can pack up his Ute and his trailer, head off and set up shop wherever he likes. As long as he maintains the quality of the product and the reputation of the Kwik Kerb® name, he is free to expand his business as he sees fit. Kwik Kerb® is a licensed business opportunity. They offer operators a chance to own their own business outright and use the established and reputable brand in their marketing. According to Lindsay, this is critical to the ultimate success of the business. He states: “Being part of the Kwik Kerb ® brand brings in a lot of customers. I would say at least 60 per cent of the work we get is because of the brand name.” People know and trust Kwik Kerb®. This allows operators to contribute, through their good work, to the high regard and reputation, making Kwik Kerb® the best in the business. This is proven by the worldwide expansion experienced by Kwik Kerb®. After gaining a huge market in Australia, Kwik Kerb® took its products global and now boasts operators in New Zealand, Canada, America, France, South Africa, South America and the United Kingdom. Kwik Kerb® is proud of its reputation and proud of its operators. This spills over to the attitudes of the operators themselves. Lindsay shared his thoughts on his relationship with Kwik Kerb® by saying, “I am confident and proud of my product, my brand logo, my workmanship and my pricing.

Kwik Kerb® is a superior product and with an honest approach when quoting, nine times out of 10, the job’s booked in.” It must be paying off, when asked if he had any time to relax, Lindsay said, “Yes, I am actually off to Fiji on Thursday!” Now that’s living.

SO WHAT DO YOU ACTUALLY GET WITH KWIK KERB® ? • The Complete Package The Kwik Kerb® Business System includes all equipment, a marketing package to help you launch your business, along with merchandising, stationery, uniforms, brochures and everything you need to start your business from day one. • Marketing Support and On-going Business Care All operators are provided with business and marketing training, complimentary advertising, specifically designed advertisements, flyers and a website. Further, operators have access to an online forum where technical advice and other solutions are available and head office are always there to help. • Unlimited Income Potential As a Kwik Kerb® operator, you work for yourself but not by yourself, so you determine your own income level. They have operators earning $500 to $1200+ in a day, and this can be achieved from day one, enabling you to aim at recovering your investment in a very short time. • No Franchise Royalties or Territorial Restrictions Once an operator purchases their Kwik Kerb® business, it is theirs. There are no royalty fees! As far as territories go, since it is your business, they do not tell you where you can work. So, if you can get there, you can work there. • Full Training Provided Operators receive comprehensive equipment training that covers all aspects of machine usage, parts and technical information. An instructional DVD, operations manual and online support is provided to help you get started. As a Kwik Kerb® operator, you will also learn the latest invaluable quoting, marketing and sales techniques specifically targeted at ensuring your Kwik Kerb® business is both professional and profitable.

• Kwik Kerb® Brand Recognition By joining Kwik Kerb®, you are joining a global brand located in over twenty countries on six continents. Kwik Kerb® is so recognised that it is almost synonymous with the product, giving you the best possible advantage and reputation when starting your new business. • Lifestyle and Financial Security Owning a Kwik Kerb® proven business system is all about taking control of your financial future and creating a lifestyle that suits you. You can choose the hours of work that match your financial and lifestyle goals. If you would like to take the challenge of running your own business where you keep ALL the profits please contact: Kwik Kerb Phone: 1800 773 231 Email: info@kwikkerb.com.au Web: www.kwikkerb.com.au

Business Franchise Australia 59

profile : jim ’s bu il d i ng mai n t en a nce

It’s time to

start a better lifestyle today! O wning your own business can be one of the most rewarding experiences you have in your lifetime.

However, starting your business journey can sometimes feel like a lonely one. You’re never alone when you join Jim’s Group! Undoubtedly Australia’s greatest franchise story, Jim’s Group has more than 32 divisions, 200 franchisors and 3300 franchisees operating across four countries around the world. In just over 20 years, Jim’s Group has become an Australian business phenomenon. Jim’s Building Maintenance is a major part of the Jim’s Group success story and the division is keen to grow. Currently, Jim’s Building Maintenance has 10 Franchisors throughout the country and more than 65 franchisees. Over the past 13 years, Jim’s Building Maintenance has built solid foundations. The division is now ready to renovate and open its doors to new franchisees and franchisors across the country. All 67 Jim’s Building Maintenance franchisees have been exactly where you are - ambitious and smart enough to join a proven system. Today they are successful business owners earning a good income and confidently building their future. Jim’s Building Maintenance franchisee John is just one of the many success stories. There are 10 reasons to get on the phone right away and talk with Jim’s Building Maintenance: - Excellent Income – Jim’s Franchisees

60 Business Franchise Australia

believe in quality service for a quality price.

- Work Availability Guarantee – Earn $1100 per week for the first 12 months.

- Lifestyle – Work when you want to and relax when it suits.

- Reduced Travel – Make more money with less commuting. Jim’s system allocates jobs close together. - Unlimited Growth Potential – Be as bold as you want. Appoint employees or subcontractors. - Training – You are provided with ongoing training to ensure you’re equipped for the future. - Freedom – Work wherever you want to. We don’t restrict your working area.

- Save Money – Our franchisees get great discounts on fuel, mobile phones and insurance. - Help All The Way – Your franchisor, fellow franchisees and Jim are there to support you. - Jim’s Group – Nearly 94 per cent of Australians know and trust Jim’s.

Jim’s Building Maintenance is positioned in the market place as a specialist in the following disciplines: - Building Structures – brickwork and plaster, carports and pergolas

- Access Control – gates, security screens and flywire - Plasterboard – ceilings and drywall

- Insurance Work – water damage and rising damp

- Carpentry – cupboards, doors, hinges, handles and locks

- Finishes – skirting, door frames, architraves, scotias and cornice

- Safety – stair nosing, anti-slip floors and handrails - Glazing – windows, glass and mirrors - Storage – garden sheds and garage shelving

Jim’s Building Maintenance also has the expertise to assist you on: - Makeovers – creating beautiful new kitchens and bathrooms

- Renovations – upgrading older properties

- Alterations – changing your property to fit your lifestyle - Disability Modifications – improving accessibility

- Project Management – less worrying with Jim’s managing your construction project Jim’s takes the worry out of running your own business. You’re never alone at Jim’s Building Maintenance. There’s a regional franchisor in your area. As your business mentor, he offers support, guidance and a wealth of expertise. He’s available every day and has experience helping many new franchisees establish a good business and enjoy a great lifestyle.

If you are interested in this unique business opportunity, please contact: Theunis Terblanché Phone: 131 456 Mobile: 0450 452 484 Email: franchise@ jimsbuildingmaintenance.com.au Web: www.jimsbuildingmaintenance. com.au

Australia is a world leader in franchising. Worth $128 billion a year, the Franchise Council of Australia states that â&#x20AC;&#x153;Franchising in Australia is amongst the most dynamic & progressive business sectors in the economy. It is a recognised & reputable way of doing business in Australiaâ&#x20AC;?. s 5NIQUE HEALTHY @!SIAN &RESH CONCEPT s STORES OPERATING IN 7! 3! !#4 1,$ s %XCELLENT TRAINING PROGRAM PROVIDED s /NGOING SUPPORT FROM .ATIONAL 3UPPORT /FlCE and other stores

s )NITIAL INVESTMENT DEPENDING on location, size and style s ! PROUD MEMBER OF THE &RANCHISE #OUNCIL OF !USTRALIA s %XCLUSIVE OFFER AVAILABLE TO NEW FRANCHISEES

For more information on a wokinabox franchise opportunity, contact us on 1300 859 989 or visit www.wokinabox.com.au

PROFILE : P OO LW ER X

DIVE INTO OPPORTUNITY A

ustralasian pool and spa care franchise, PoolWerx, operates Australasia’s largest network of franchised retail stores and mobile service vans - and they’re expanding - meaning there are fantastic franchise opportunities across Australia and New Zealand currently available. PoolWerx offers a complete range of pool products, equipment, installation, maintenance and repairs for both private and commercial pools, as well as chemical delivery and expert regular servicing to perfectly suit clients’ needs and budget. PoolWerx CEO, John O’Brien, said the franchise had an unmatched history of innovation, both in franchising and in its business sector – the swimming pool and spa aftermarket. John remarks with pride, “We created the world’s first ‘career path in franchising’, giving franchisees the opportunity to grow within a single marketing area or develop a number of profitable businesses with multiple vans, retail stores and marketing areas.

“When you invest in a PoolWerx franchise, you buy a support network that equips you with the confidence needed to start out. They teach you all there is to know about pool care and keep you up-to-date with the technical and legislative requirements of pool servicing and safety. “We’ve worked really hard to get to where we are now but we owe a lot of the reward to the franchise system which has provided us with a solid foundation to build our business on,” commented David. David said his business had achieved excellent year-on-year growth. “We started with a single mobile van and no clients, and have worked hard to grow this business, added a second van due to demand and we now service in excess of 140 regular clients.” David remarks, “Since starting our franchise in 2006, we have also been fortunate to have won several awards, including FANZ Franchisee of the Year for 2010 in the Home Services Category, 2008 PoolWerx

NZ Franchisee of the Year, 2007 runner up PoolWerx Brand Excellence. These accolades are a testament to not only our hard work, but the excellence of the PoolWerx franchise system. “People associate PoolWerx with reliability, high service standards and professionalism, and by proving this to our customers, we have built a sound business that is constantly growing.” For an investment of $93,950, franchisees can own and operate a single mobile service van, generating revenue through mobile servicing, and then look to expand their business with multi-mobile units and retail stores. PoolWerx has more than 300 franchises across Australia and New Zealand. For more information about franchise opportunities contact: PoolWerx Phone: (Aus) 1800 245 447 (NZ) 0800 888 031 Web: www.poolwerx.com/joinourteam

“There are a number of investment options for people looking to start their own business or expand their current operation, and it isn’t just a job; it’s a career path and one that can be very rewarding.” Aspiring entrepreneurs, David and Prue Kimber, were the first New Zealand franchisees to join the PoolWerx network and have successfully operated the Hamilton franchise for over four years. According to David, a number of elements attracted them to invest in a PoolWerx franchise. “The growth path was a major attraction. We wanted more than just a job, we wanted to prove ourselves as business people and establish a successful operation, and for a relatively low entry cost we had the opportunity to build a significant business with great turnover and profit potential,” David said.

62 Business Franchise Australia

FD A

Business going swimmingly for PoolWerx Franchise

PoolWerx has a strong history of innovation in franchising and the swimming pool and spa aftermarket — and is multi-award winning in both categories. Twice named Australian Franchisor of the Year (‘Services’ and ‘Outright’ categories), 8th consecutive year in BRW Fast Franchises, Top 8 AFR Smart Investor Best-Value Franchise Systems. With opportunities for highly motivated individuals in Australia and New Zealand, PoolWerx has devised many entry points for the right candidates. These include stepping directly into a Greenfield franchise territory, buying an established store, or rapid growth area development opportunities in New Zealand. For those who cannot meet upfront finance requirements, a groundbreaking “manage to own” programme offers a foot in the door. Whatever the journey, take the opportunity to speak with the award winning team today and secure your financial freedom.

Contact Franchise Development Executive Dean Atkins today for a no obligation discussion about PoolWerx franchise opportunities! Freecall in Australia 1800 245 447, New Zealand 0800 888 031 or email joinourteam@poolwerx.com. www.poolwerx.com

FD Ad (August 2011).indd 1

11/08/11 9:08 AM

expert A dv ice e xpert ADVICE

DUE DILIGENCE

BUILDING KNOWLEDGE FOR GOOD DECISIONS

ver the course of our lives we have many decisions to make about how we allocate our time and money. Often people consider going into business and the first thought is to either start a business or buy a franchise. Starting a business has many risks and often startup businesses fail, or at the very least take a number of years to be profitable. Therefore, on many occasions, a decision is made to buy a franchise, as it is perceived to be lower risk. There is usually similar trading history, training and systems to help new or inexperienced business owners run a business. When buying or starting a new franchise business, it is important to do your homework. It is vital for anyone deciding to buy a franchise to go through a due diligence process to ensure they are fully aware of how the business operates, their obligations under the franchise agreement, the potential costs and above all to discover if it makes sense and suits their skillset and lifestyle. Too often we see business owners in financial difficulties because they did not do a proper amount of due diligence and were not aware of their obligations. Not only that, they had not considered all the potential issues which arise from time to time, because they had not planned properly. The franchise industry is one way that can help a potential franchise business owner make a decision once they have all available information. The franchising Code of Conduct ensures there is sufficient information available in the market place

64 Business Franchise Australia

that would not necessarily be available for other non-franchise type businesses. The franchisor must provide a disclosure document that will provide a very good starting point for any potential franchisee to learn about a franchise system and how it works. It is important that from the moment you decide buying a franchise is what you are going to do, you start building your knowledge of that franchise system.

Rose coloured glasses effect Too often we see people, or business owners, who suffer from the symptom we call the ‘rose coloured glasses effect’. This is where the potential business owner, for some reason or another, has made a decision to buy a business because they have fallen in love with the idea of the business, rather than ensuring it makes sense. It could be that their partner loves it and they can’t say no, or they just want a change for no particular reason and think there is a lot of money to be made. The first thing you should do to minimise the ‘rose coloured glasses effect’ is contact a franchise specialist lawyer and an accountant. They understand the processes that are needed and often bring you back to earth with a reality check by highlighting the fact that the decision you are making is serious and more often than not your house is on the line. As an accountant, we don’t want to bring bad news. However, it’s better done up front than

in a few years when things have gone bad. Due diligence is a time consuming process and should never be cut short. If you cannot afford to put all the information together and have a professional review it, you need to consider if you should be going into business in the first place.

Research/Google With franchise systems, the franchisor is often the source of a lot of information. They need to provide certain documents, such as the disclosure document, to help any potential franchisee make a decision. Be cautious with the information provided by a franchisor, as they usually believe so strongly in a product or business, it is hard for them to see the downside or risks. With today’s technology it’s easy to find information out about businesses through the use of the internet and search engines such as Google. Within seconds you can discover the good and bad elements of a franchise or business. It is critical to know if the franchise system has had any of the following: • business failures • legal issues • ACCC actions If you do not know what is happing with the franchise, it’s a significant risk. Any failures or actions taken against the franchise could impact severely on the franchise system as a whole and ultimately on the value of your business.

“If you cannot afford to put all the information together and have a professional review it, you need to consider if you should be going into business in the first place.” John Dorazio, Director, Walker Wayland (WA) Pty Ltd.

Question, question, question

Banking relationships

Continue building up your knowledge of a franchise system by asking questions to as many people as possible. Question the franchisor, banks, accountants and lawyers to ensure that all elements are covered. This includes how to protect yourself, what is the best tax structure, what happens with your wills, how to protect other assets and so on.

It is really important that you build a relationship with your banker. They can provide assistance when things get tough and have resources to assist your business. Do not see them as the enemy, but rather a partner. Remember, they have access to a wealth of knowledge and information. If you have a good relationship, you never know what they can pass on in terms of advice to help you in your business.

One of the best ways to find out about the franchise system is by talking to as many of the franchisees as possible. Ask questions like: • How often do you see the franchisor? • What is the franchisor like? • What support do you really get? • Is the support of value and do you get anything out of it? • Do the systems work? • What does not work? • What has been the biggest disappointment in buying the franchise? • Is your franchise worth what you paid for it? • Are the other franchisees happy and making money? Asking these questions will give you some valuable information on deciding how to proceed. Question everything. Don’t be afraid to ask questions. You need to know what you are getting into, otherwise you are putting your financial stability and your family’s current lifestyle at risk.

If you do not have a relationship with a bank, then ask your accountant. They will get you in touch with someone who knows franchising and can help you. Using professionals who understand the processes and information required for the bank is invaluable. The banks are comforted in knowing that the franchisee has: • good ongoing professional advice

• has done their homework and understands the franchise and the industry • has a business plan

• has the right structures in place

• has a properly prepared cash flow forecast

Accountants like to see and understand the numbers. Accountants should be explaining the numbers to the business owner and what these numbers mean for the profitability, cash flow and stability of the business, otherwise they are not doing their job. In summary, buying a business is a serious decision and one which cannot be taken lightly. It requires commitment, drive and

determination to ensure it works. When determining which franchise or business to buy these simple rules will help build the information required to be able to make a fully informed decision: 1. Surround yourself with franchise professionals. 2. Do your research, with the franchisor, franchisees and the internet. 3. Ask as many questions as possible so you fully understand what you are getting into before making a decision. 4. Prepare a solid business plan and work with it. 5. Build a relationship with your bank. John is a Director of Walker Wayland (WA), managing the Audit & Assurance and Self-Managed Superannuation Fund divisions. John is a registered Company Auditor, a registered Tax Agent, a Fellow of the Taxation Institute of Australia and member on the WA Franchise Council of Australia committee. Walker Wayland (WA) is an independent firm of Perth chartered accountants and business advisors. Utilising their in-depth technical knowledge, combined with years of professional experience and business understanding, they work closely with clients, aligning themselves with their clients business or personal goals. Contact John at: Phone: 08 9364 9988 Email: Johnd@walkerwaylandwa.com.au Web: www.walkerwaylandwa.com.au

Business Franchise Australia 65

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Do you want to join one of the largest Australian owned independent retail convenience and fuel companies?

'R \RX ZDQW WR MRLQ RQH RI WKH ODUJHVW $XVWUDOLDQ RZQHG UHWDLO DQG LQGHSHQGHQW UHWDLO FRQYHQLHQFH DQG fuel companies? As a franchisee with United you will receive $V D IUDQFKLVHH ZLWK 8QLWHG \RX ZLOO HQMR\ LQYROYHPHQW DQG EHQHÂżWV RI t Merchandising and promotional support - including our Â&#x2021; Long-Term of Twelve Years (2 x 6) available uniquetenure monthly magazine. Â&#x2021; Proven Fuel and Retail Model t 0OHPJOH QSPEVDU JOOPWBUJPOT Â&#x2021; Guaranteed minimum income on Fuel Commissions t &OWJSPONFOUBMMZ GSJFOEMZ QFUSPMFVN QSPEVDUT t 5FOVSFT VQ UP ZFBST Â&#x2021; ([FOXVLYH $IÂżOLDWHG 3DUWQHUVKLSV H J 0<(5 RQH 3URJUDP

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Be part of the SUCCESS Opportunity to create your own successful business as a licensee for the market leading brand LUXAFLEXÂŽ Window Fashions

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â&#x20AC;˘ Run your own business with the support of a proven program â&#x20AC;˘ Security of having the worldâ&#x20AC;&#x2122;s leading window covering business behind you â&#x20AC;˘ Extensive consumer advertising and marketing program to drive your business

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To find out more about becoming a LUXAFLEXÂŽ Gallery dealer contact Mark Futeran on 02 9638 8000 or email: mark.futeran@hunterdouglas.com.au www.luxaflex.com.au ÂŠ Copyright 2011 Hunter Douglas Limited [ABN 98 009 675 709] ÂŽ Registered Trade Marks of Hunter Douglas Limited. C9871_08.2011

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feature

BUILDING A DREAM O AUSTRALIANS LOVE OF BEAUTIFUL HOMES AND GARDENS MEANS BIG BUSINESS FOR THE FRANCHISE INDUSTRY 70 Business Franchise Australia

wning your own home is one of the biggest Australian dreams. We aspire to it, plan for it, save for it. Then, once we have our own home, we take a great amount of pride, and spend a significant amount of money, on maintaining and improving our most prized possession. Whether it is putting in the new pool, trimming the lawn, fixing the cracks in the garden path or adding the much sought after tool shed or cubby â&#x20AC;&#x201C; our homes are in constant need of attention. Luckily, for the home owner and the vast number of franchises that service these homes and gardens, we often turn to professionals to help us maintain our properties.

The domestic and commercial building, maintenance and landscape industry has adapted to consumer demand. People are busier today. They have less time for small projects around the home. It is better for people to contract out the jobs to capable businesses than spend the time and money trying to do it themselves. This has resulted in huge market potential for small business owners, including franchisees, to step in and complete these tasks once done by homeowners themselves.

Build relationships It is also about relationships. As the building and landscape jobs required usually take place on our property and in our home, we want someone we know and can trust. A franchisee who lives locally and works for a well-respected brand appeals to us. We know the name of the franchise, it has most likely been recommended by a neighbour or friend, and once we take the first step and call the local franchisee to install our kerbs or repair our roof, chances are we put their business card on our fridge and call them every time we have a similar project or repair. This is assuming they deliver a high quality product with the best customer service.

Make the change With so much money being spent in home renovation and maintenance, as well as garden and landscaping, the franchises that

offer these services are thriving. If working with your hands appeals to you and you have background in building, construction, gardening or other trade related skills, or you have just decided it is time for a change, the opportunities available in this sector of franchising are nearly limitless.

waterproofing, shed construction, pavement crack repair, antenna installation, mowing, fencing, roofing and landscape maintenance. Add to this the professional services of mortgage brokers, real estate agents and property inspectors and there is certainly a wide market appeal.

There is a franchise system to cover nearly every area of the building and landscape industry. Specific franchise systems include, but are certainly not limited to, kerb installation, building maintenance, home

One of the biggest appeals toward this type of franchise for many new and potential franchisees is the fact that you get to enjoy the flexibility of making your own hours and you spend a great deal of your time outdoors.

Business Franchise Australia 71

feature cont.

Certainly there is the administration side of things. Bills must be paid, marketing strategies must be implemented and business plans must be reviewed. But the great majority of your time will be spent on location, helping people to enhance and maintain their homes and their property. With initial investments of around $15,000 to $25,000 dollars, this is an affordable avenue for people who are seeking a change of lifestyle.

Trust the system In buying a franchise, the difficult side of establishing the business and developing operational procedures has already been done for you. This allows you to get straight to work finding your customers and then delivering top quality products and excellent customer service. This allows you to choose the franchise system that most aligns with your passions, knowing that the demand for your product exists and the tools necessary to find, generate and keep your customers are already in place. So in considering a career in the building and landscape sector of franchising... remember it is just as important to build relationships, build trust with your customers and build your business with the assistance of the franchisor.

building Billings Long Shopfitters Crackmasters GroutPro Independent Property Inspections Jamesâ&#x20AC;&#x2122; Home Services Jims Mowing Kwik Kerb Luxaflex Window Fashions PoolWerx SOL Home Improvements Spraypave Australia THE Shed Company Wet-seal

72 Business Franchise Australia

expert A dv ice e xpert ADVICE

MAPPING YOUR BUSINESS

A PICTURE TELLS A THOUSAND WORDS Mapping from the past Most retail or service franchisors seek to have some mapping to understand their distribution network, either from a store perspective or for territory planning and anaylsis. Over the years mapping has evolved from a printed wall map (originally from UBD or Melways), with black texta markings or coloured pins, to more sophisticated computerised mapping. The digital-age version is shown below as a large-format wall map (modern continuous printers mean the only size limitations are the dimensions of your wall). The formatting can be manipulated to suit the purpose, the boundary lines are very clear, it can be reprinted easily, and the underlying boundary files can be used to extract population and other demographic data. However, the map itself still has limitations because it is a static image.

Cutting edge mapping options Dame Edna Everage would say, ‘Show them colour and movement’, and this can now be

Peter and Cinzia Gandolfo in front of a large format map

74 Business Franchise Australia

done in a reasonably cost-effective manner through two new mapping formats, both of which plug into existing free software. 1. Using Google Earth The first new way to improve mapping is using that fantastic free service called Google Earth. My view is why try and invent a new wheel when the one you have rolls very well anyway! Google Earth is a great way to visualise all sorts of things from the satellite level, including viewing photo images of all of Melbourne, Sydney or even Australia at the same time, down to the very low level of a particular shopping strip or territory. There is also the option for ‘street view’, which allows you to have a look at a particular shop front. There is some issue about the currency of the satellite photography, however even though this may be a few years old, roads and buildings do not change all that often. Google Earth, like Excel or Word, is a program or an ‘environment’ in which to run information files. When you open Excel, you normally then open an Excel file, usually with the suffix .xls. In Google Earth, you can have your own specific files that open within the Google Earth program, with the suffix .kml. A .kml file may contain the location of all your stores, mapping layers of all your territories or special layers you or an expert consultant may have created. These could be showing your competitors, special demographic layers, or your customers. One development allows you to click on any store in your network and open a bubble that may contain all of the store’s relevant information. This could be the address, manager’s name and contact details, floor space, rental costs and any sales data you wish to have. There is no limit to the amount or type of information you can include. The beauty of a .kml file is that it is YOUR

file. While everyone may have free access to Google Earth, only you can open your files within it, similar to you having your own files to open in Excel. 2. Using layered pdf maps A pdf map is usually a fixed image showing all the features you want, similar to a photo. However, we now have the ability to create what we call a ‘layered pdf’. This is a map where you (the operator, with only Adobe on your computer) can input all your information and the result is an extremely professional mapping tool. I best describe it like ‘the old days’, where someone would be doing a presentation standing in front of a flip chart. The person would then flip over some transparencies that were aligned to appear as if they had added the next section they wanted to show you. It is also similar to Powerpoint, where you follow one slide by the next and it appears you have just added some specific points to the previous slide. A map you see may have 20 to 50 layers on it. When you see a hardcopy, or a normal pdf, these layers have all been locked together. The layered pdf allows the user to unlock these. A key (not unlike the folder control in Windows Explorer) sits on the side, allowing you to turn on and off the various layers as you choose. In creating layered pdfs for clients, we find it is best to start the mapping with minimal details showing, and then let the client turn on and off the features they wish to see. A typical scenario may be the Network Development Manager presenting to the CEO, and she wants to look at a particular market and show: • the location of our sites • the position of our major competitors

“Mapping has come a long way recently, especially with the popularity of Google Earth, layered pdfs and the ability to print large wall maps quite economically.” Peter Buckingham, Managing Director, Spectrum Analysis.

• the areas where our customers live (shown as differently coloured dots in the map below) • the locations of the highest customer penetration (customers per 1000 persons) • the commercial and industrial areas Once set up, all this becomes a ‘piece of cake’. The process is user friendly and can be learned in just a few minutes. Recently, one of our clients had to do a presentation to Telstra Management, and used a layered pdf to show their deep and intrinsic knowledge of the Melbourne area. The clients were from Perth, and so the detailed mapping assisted greatly!

Summary Mapping has come a long way recently, especially with the popularity of Google Earth, layered pdfs and the ability to print large wall maps quite economically. For businesses that want to be able to look professional, while efficiently undertaking tasks such as strategic network planning, designing and selling territories to franchisees, or even using Google Earth to assist with lead distribution, the mapping options have never been better.

Google Earth file with a background of demographics, and information on a specific store. Note the transparency bar allows you to fade the background layer down to zero to see the roads underneath.

Peter Buckingham is the Managing Director of Spectrum Analysis Australia Pty Ltd, a Melbourne based mapping, demographic and statistical consultancy. Peter is a Fellow of the FCA and Certified Management Consultant. Spectrum specialises in assisting clients with decisions relating to store location and territory planning, using various scientific and statistical techniques. Contact Peter at: Phone: 03 9882 6488 Email peterb@spectrumanalysis. com.au Web: www.spectrumanalysis.com.au

Layered PDF map showing the layer controls on the left had side.

Business Franchise Australia 75

PROFILE : JA M ES’ H O M E SERVICES

JAMES’ IN THE COMMUNITY A

s a franchise system catering to home services, the crew at James’ Home Services knows very well that their livelihood and success depends upon the people in their area. Franchisees who become part of James’ spend a great deal of time with their customers. The franchisees are in their customers’ homes, in their gardens, in their cars and with their pets. It is a very personal business and the relationships developed are usually strong and long lasting. The team at James’ Home Services, from the individual franchisees right up to Robert James, the owner and franchisor, understand and appreciate the value of these relationships. Ian Schubert, a Regional Master franchisee for James’, said, “Our income is sourced from the community; it is beholding to us to give back as much as possible. “With the opportunity of having a large group, there is the power to make a real difference,” Ian went on to explain. As an organisation, James’ Home Services has a longstanding relationship with Heartkids Australia, which works to support

76 Business Franchise Australia

families who have a child with heart disease and to reduce the incidence and mortality rates of childhood heart disease. The annual AGM for James’ includes an auction which raises around $20,000 each year alone. This money comes from the franchisees themselves, as they donate items to the auctions and also buy the tickets. Giving also comes on a personal level – and closer to home. During the Queensland floods, James’ rallied a group of over 50 franchisees from Brisbane and the Gold Coast and descended upon their local communities to lend a helping hand. With such a large group, the franchisees were essentially able to sweep through a neighbourhood, cleaning houses, removing debris, doing whatever was needed to support the individual families in the area. Ian was part of this team and remembers a particular event, “We went in to help the families who had opened their homes to their neighbours who had lost everything.” There were just too many people living in each house and the resources and resilience of the home owners were being stretched. “We were cleaning windows, walls, fridges,

lawns…anything we could do to help. One lady in particular, who was completely exhausted, called us her ‘Blue Angels’,” Ian said. James’ Home Services franchisees care about their communities because they live in the community and personally interact with their customers on a daily basis. With customer service being a top priority for franchisees, they take the time to understand their customers and what their needs might be. This also allows them to see what the community, as a whole, may need as well. It is like one big extended family. If you would like to join a team that gives as much as it gets please contact: James’ Home Services Phone: 1800 1 JAMES (1800 152 637) Email: jameshomeservices@bigpond. com.au Web: www.jameshomeservices.com.au

Join Australiaâ&#x20AC;&#x2122;s fastest growing home service franchise, and earn from $600 to over $2500 per week.

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ion

You can count on us. You can count on us. There are 1,153 characters in this advertisement. Not one more, not one less.

You can count them if you like.* But there’s really no need, we do it for a living. At the CAB we audit newspapers, magazines, websites and exhibitions to

make sure you are getting all of what you are paying so much for. People.

You want to know how many people are receiving the publication, visiting There are 1,153 characters in this advertisement. Not one more, not one less. the website or even attending the trade show that you are either paying You can count them if you like.* But there’s really no need, we do it for a living. big dollars to advertise with or spending your client dollars on. There is At the CAB we audit newspapers, magazines, websites and exhibitions to a lot of money at stake, but a surprisingly large number of advertisers make sure you are getting all of what you are paying so much for. People. and media agencies seem to just trust the numbers they are given by You want to know how many people are receiving the publication, visiting unaudited media. We just don’t understand why. Why would a media the website or even attending the trade show that you are either paying agency risk a client finding out they are paying too much? Why would big dollars to advertise with or spending your client dollars on. There is an advertiser risk paying too much for too little? Put your mind at rest, a lot of money at stake, but a surprisingly large number of advertisers insist that you only use media that has been CAB audited. Hopefully, we and media agencies seem to just trust the numbers they are given by will find that the numbers are fine. But ask yourself this, what kind of unaudited media. We just don’t understand why. Why would a media media outlet wouldn’t want to be audited? We think you can work that out agency risk a client finding out they are paying too much? Why would for yourself. Look after your investment, look out for CAB audited websites, an advertiser risk paying too much for too little? Put your mind at rest, publications, exhibitions and other media. www.auditbureau.org.au insist that you only use media that has been CAB audited. Hopefully, we will find that the numbers are fine. But ask yourself this, what kind of media outlet wouldn’t want to be audited? We think you can work that out for yourself. Look after your investment, look out for CAB audited websites, publications, exhibitions and other media.

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spotlight on services : Si lv er Chef

The Silver Chef Solution Equipment Funding Made Easy with Franchise Accreditation

or more than two decades, Silver Chef has helped thousands of Australian businesses with clever equipment funding solutions. Currently over $130 million worth of Silver Chef Limited equipment is helping Australian entrepreneurs achieve their dreams.

Silver Chef’s Rent.Try.Buy.® solution is perfect for restaurant owners and franchisees who want to keep their options open by not being locked into a long term contract. Instead, Silver Chef offers a 12 month agreement, allowing for flexible equipment purchase or rental. Determined to go one step further in assisting franchisors, Silver Chef brought on board James Scurr as National Franchise Manager. James joined Silver Chef in July

2010 with the objective of developing a strategy tailored for the franchise sector. Silver Chef Franchise Accreditation was launched in January 2011. “We have already accredited 15 franchise systems and I am currently working through applications from another 17. We have had an overwhelming response,” states James. Well known multi-brand franchisor, Retail Food Group, was one of the first franchisors to seek accreditation with Silver Chef. Damien Peters, Chief Financial Officer of Retail Food Group, says, “What has impressed Retail Food Group has been the speed at which Silver Chef has reacted to our needs and those of our franchisees – the take-up rate by our franchisees has proven that. The accreditation process was completed with minimum fuss, and we are now looking to expand our relationship with Silver Chef to our 90 New Zealand franchisees. “Silver Chef accreditation is much simpler than bank funding,” explains James. “Systems only need five stores, a copy of the disclosure document and some financial information on store performance. We use the financial results to determine what the responsible level of pre–approved finance should be for the group.” Once approved, every franchisee in the system has access to exactly the same approval. James comments, “We have learned from many franchisors that despite having bank accreditation in place, the goal posts seemed to change with each individual applicant. We made sure we could offer every franchisee the same deal and the ability to access genuine, unsecured lending, without having to put their home on the line.”

80 Business Franchise Australia

So why not just go to your bank for funding? It is no secret that banks have made it more difficult for small business owners to access the capital they require. In a typical hospitality franchise, where the purchase price is around $400,000, a bank’s credit criteria may only allow lending of $200,000. If the franchisee has saved up $100,000 of their own cash, they still need to come up with another $100,000. Silver Chef’s role here is more about filling the gap, rather than actually competing with the banks. Incorporating the Rent.Try.Buy.® solution, as well as Franchise Accreditation, allows Silver Chef to actively assist franchisors and franchisees in initiating and expanding their business by creating funding options for hospitality equipment. For more information contact James at: Ph: 07 3335 3377 Email: jscurr@silverchef.com.au Web: www.silverchef.com.au

The best funding decision you’ll ever make!

Would access to pre-approved ﬁnance help you to secure your new franchise business?

Our Rent-Try-Buy® Solution is perfect for franchisees who want to keep their options open. You won’t be locked into a long term contract. Instead, Silver Chef offers a simple 12 month term, so you have the flexibility to: • Buy equipment at any time during the first 12 months and receive a 75% rental rebate. • Return equipment at the end of the 12 month agreement if you don’t need it anymore. • Keep renting and we’ll continue to reduce the purchase price. • Upgrade if you decide your franchise has outgrown the original equipment. If you belong to a Silver Chef Accredited Franchise, you are already pre-approved for finance and you can access other great benefits. Speak to your franchisor today or call the Silver Chef Approval Centre on 1800 049 743 for further information.

Contact Silver Chef today on 1800 049 743 for fast, easy approval or visit www.silverchef.com.au/franchising

expert a dv ice

BUILDING WEALTH BY BORROWING MORE AND OWING LESS

n addition to the start up capital small business owners introduce when commencing their business, prudent use of debt has long been a tool supporting business growth and wealth creation strategies. A common question I am asked is, ‘How can I maximise my borrowing potential to achieve my business and personal aspirations?’ There are several key areas and strategies to be considered here: 1. Consider the viewpoint of the lender. 2. Ensure the funding need is clearly understood and makes sense. 3. Make sure you can demonstrate serviceability. 4. Provide evidence of a satisfactory ‘fallback position’. 5. Structure the debt so you can borrow again for continued expansion or new opportunities. 6. Build upon your borrowing profile.

1. A lender’s perspective Fortunately, the well regulated and supervised Australian banking system remains strong and credit is available for sound applicants. Make no mistake, banks are in the business of lending money and the competition for good clients remains strong. The most competitive terms and pricing will generally be offered to applicants who are:

82 Business Franchise Australia

• existing (or prospective) clients with a proven track record • well organised and generally see their funding requirement emerging (rather than arriving with an unforeseen problem or an urgent need) • capable of, and willing to, provide up-todate financial information for personal, trading and related entities • able to provide a clear business strategy • able to demonstrate an ability to repay the loan over an acceptable period • prepared to stand behind their request by way of guarantee and/or other supporting assets or income streams So let us look at, in more detail, some of the points which build to a loan approval.

2. Borrowing purpose A key credit assessment criteria is the consideration of the underlying borrowing cause. Financiers will want to understand not just what the money is to be used for, but also why it is needed or what it will bring. For example, an applicant may indicate they need “more overdraft” for a peak trading period, but the real need may have come from any number of factors influencing cashflow. These can be anything from slow debtor collections or high/obsolete inventory issues, to the utilisation of the overdraft facility for inappropriate purposes or excessive

drawings. On the other hand an approach to fund a specific purpose or piece of equipment which will be used for a particular project or purpose, and clearly generates incremental income for the business, is likely to progress more smoothly through the credit assessment process.

3. Demonstrating servicing ability Following on from a sound borrowing purpose, is the ability to demonstrate a clear capacity to service the loan. Whilst historical profit statements are valuable and reflect what has been achieved in the past, their most effective use is providing comfort as to the credibility of forward projections. There is an old saying in banking that ‘profits do not repay debt...cashflow does’. It is simple when you think about it. Profit on the sale of an item or service does not pay wages or creditors, until it has been collected and banked. Obsolete or excessive inventory, ill-disciplined capital investment and other key cash drivers can all add up to an unacceptably ‘tight’ servicing position.

4. An acceptable ‘fallback position’ In life and business, things do not always go according to plan. External events, loss of key suppliers, clients and staff can all destabilise what was a very sound idea and strategy. In banking terms, these possibilities can all translate to an increased risk profile and an increased regulatory

“Poorly structured, expensive or constrictive terms can all result in business failure and personal heartache.” Darryn McAuliffe, National Manager, NAB Franchise Banking.

requirement to set aside capital. The ultimate outcome of this flows through to an increased borrowing cost. Conversely, not only does a sound ‘fallback position’ help in the credit assessment process, but a stronger position should also flow through to lower borrowing costs. It is difficult to obtain business lending for a company without fixed and floating charges and a director’s guarantee. So, the stronger (and more liquid) the supporting balance sheet is, or the ability to offer other supporting security, the cheaper the cost of funding should be.

5. Loan structuring Just as we engage lawyers and accountants to advise on ownership structures and tax planning, ‘loan structuring’ should also be top of mind. • Matching loan terms to the asset being financed An excellent rule of thumb is to match the loan term to the useful working life of the asset being financed. The existence of residual debt on an asset, past its useful working life, is a burden which no business should need to carry. As an example, consider the difference between what funding considerations there may be for rapidly depreciating items of technology, over items like land and buildings, which have historically increased in value over longer terms. • Interest only considerations Whilst there are many good reasons for seeking interest only funding, there are pitfalls that need to be considered. Excessive interest only funding can accommodate, or even promote, excessive drawing positions. Interest only funding can delay or prevent the building of valuable equity in assets. This ‘foregone’ equity can be valuable for reducing future borrowing costs by:

1) Reducing the debt servicing obligation on existing or residual borrowings. 2) Optimising the free cash available to support new borrowing requests. 3) Providing increased equity in balance sheets or individual assets, which may be pledged to improve the financiers ‘fallback position’ and resultant (and passed on) funding costs. • Total borrowing costs There are many different types of interest rates, risk margins, treasury margins, line fees, limit fees and other aspects making up total borrowing costs. Be sure you understand the total borrowing cost. Take extra care with introductory rates, credit cards, fine print and margins built into the assets being acquired through related finance arms and early termination costs. Accelerate equity creation by ensuring the actual cash outlay is clear. Then compare this with the gross outlay before accepting that offer that appears too good to be true. Remember, ultimately the sustainability of funding and those providing it, is governed by an acceptable return on risk.

6. Building your borrowing profile One of the greatest attributes to leverage off is what lenders refer to as ‘track record’. A significant component of lending decisions today are supported by statistics and revelations from loan and working account conduct. These have become good predictors of increased default risk. You can improve your risk profile by: • pro-active, willing and transparent disclosure of financial information and business plans • keeping loan accounts within or in advance of arrangements • minimising any overdrawing of accounts without prior reference to your dedicated

business banker • retaining earnings in your business, or pledging assets where the assets or equity are being accumulated • managing drawings to ensure the business can contribute to its own expansion through use of retained earnings • review, re-casting and addressing influencing factors on your cashflow projection

Making it happen Concentration on these six areas can help in obtaining and reducing debt. More importantly, it will help to repeat the strategy, thereby increasing the free cash generated from the assets underpinning your wealth creation strategies. Poorly structured, expensive or constrictive terms can all result in business failure and personal heartache. Disciplined and strategic debt can, and should be, a wonderful servant in your wealth building strategy. Darryn McAuliffe is National Manager, NAB Franchise Banking. He is responsible for the NAB’s team of accredited franchise bankers and for the ongoing accreditation of franchise systems across Australia. NAB Franchise Specialist Bankers understand franchising and can offer you a flexible and competitive finance solution to help your business prosper. For more information please contact Darryn at: Email: Darryn.R.McAuliffe@nab.com.au Web: www.nab.com.au/franchising Important notice: NAB has not taken into account your objectives, financial situation or needs and recommends that you consider whether any advice in this article is appropriate for your circumstances.

Business Franchise Australia 83

Looking for a Lifestyle Change?

Don’t let the grass grow under your feet! Unique opportunities exist to join the world’s largest, most successful lawn care and garden maintenance Franchise. Jim’s Mowing is inviting enquiries from persons with a strong commitment to customer service and a desire to establish a successful and profitable business. s "ENElTS OF BEING A *IM S -OWING &RANCHISEE s &LEXIBLE WORKING HOURS s "E YOUR OWN BOSS s 7ORK WHEN AND WHERE 9/5 WANT s #OMPREHENSIVE SMALL BUSINESS TRAINING

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“I’ve never had so much fun at work!” Clare Williams, Owner Operator

Operating a sKids franchise is financially rewarding but more so it is emotionally rewarding. Work with kids in your area by providing structured supervision via Out of School Hours care (OOSH) programmes

Build relationships with precious cargo- the kids! Have fun, listen to creative stories, learn, laugh and cry! Be part of the kids growth and development

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We are looking for Master Franchises and local franchisees in every state to share the sKids dream. Are you looking to work with children and make a difference? Then talk to the award winning team at sKids.

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RASHAY’S SUCCESS leads to new franchising opportunity Rashay’s Cafe & Restaurant, a brand that works Rashay’s Café & Restaurant is an Australian owned business that models itself on the principle of ‘food fast’, offering low to moderately priced a-la-carte menu items from a range of seafood, steaks, chicken, pizza, pasta and café meals. It embraces the systematic approach of fast food without sacriﬁcing the quality expected of restaurant meals. Rashay’s dishes are made from the highest quality Halal grain fed meats and chicken as well as top quality seafood products.

An excellent franchising opportunity Offering new franchisees an operation concept that challenges the major players in the fast food business. Despite the comprehensive ‘menuzine’, all Rashay’s menu items have been created in a manner to allow the preparation of many recipe ingredients to be done ahead of time. No experience in the food industry is required for franchisees, as all the training and systems are provided. Front of house and Back of house operations are also provided with comprehensive training and tools, as well as a well-branded ﬁt-out to ensure that the unique atmosphere and service can be recreated time and time again. Franchise opportunities currently exist in most locations in and around Sydney. Interstate inquiries accepted via expression of interest. Rashay’s have an experienced operations team to assist with set up, training and ongoing support. Rashay’s will provide full assistance to help choose sites and to negotiate site locations. Investment requirements starting from $300K+GST. For more information on becoming part of the Rashay’s family – go to www.rashays.com

Rashay’s

Cafe & Restaurant

Signatu re D ish : Rasha a crea y’s chic m ken – c restau ra y mush room hick sa nt’s m ost pop uce has bee en ﬁ llet w ith n ula r dis hes fo r one of the ove r 12 yea rs

expert A DVICE e xpert ADVICE

FIELD MANAGERS WHAT WOULD WE DO WITHOUT THEM?

are well represented by highly effective, competent and caring field managers.

What skill set does a high standard field manager require? To answer this question, we must first understand the breadth and diversity of the field manager’s role required to ensure that they effectively serve their franchisees and represent the franchisors that employ them. In The Franchisor’s Guide to Effective Field Visits, author, Greg Nathan, refers to a field manager having eight hats to support the diversity and complexity of the role.

The business consultant

role within the franchising sector that is often both under-rated in its impact and under-appreciated in its importance in the franchisor/franchisee relationship dynamic, is the role of the ‘Field Manager’. The field manager is also known by other titles such as business manager, field advisor, retail support or state or area manager. Regardless of the title, it is a key role that adds value to a franchise brand, provides an important connection between the franchisor and the franchise community and provides invaluable support to franchisees and their team.

86 Business Franchise Australia

As each customer service employee is the face of a franchisee’s business, the field manager is the face of the franchisor (to their franchise community). With much of their time spent out in the field, often travelling long distances from one franchisee to the next, the role can be stressful, complex and at times lonely. Each franchisee presents a diverse set of issues which a field manager needs to deal with. Furthermore, field managers require the flexibility and adaptability to ensure they are effective, given they are dealing with different types of franchisee personalities. It is no accident that good franchise systems

A field manager must be able to understand and use financial data and information in order to gain an insight into a franchisee’s business performance and financial KPIs. They must be able to assist the franchisee to maximise their sales and profitability. The business consultant role requires a field manager to have the business acumen to allow him or her to understand what drives profitability within the franchisee’s business.

The marketer The marketing role enables a field manager to guide and support a franchisee with their local marketing. The marketing role of the field manager includes developing and executing local marketing strategies to grow sales and brand awareness on a local level.

“It is no accident that good franchise systems are well represented by highly effective, competent and caring field managers.” Bruno Ceraso, Associate Franchise Relationships Institute.

The coach In order to be able to encourage and maintain franchisee enthusiasm when a franchisee may be confused, deflated and discouraged about their business performance, a field manager requires basic ‘coaching’ skills. Coaching skills include active listening, questioning and goal setting to assist the franchisee to achieve their business goals and focusing on improving performance and accountability.

The operational expert A field manager needs to maintain a detailed operational knowledge of the franchise in order to provide practical advice and support to franchisees. The field manager should be an ‘operational expert’ to ensure franchise and commercial standards are adhered to by franchisees and their team.

The ambassador As an ‘ambassador’ of the brand, the field manager must be able to effectively communicate and build the trust of the franchisee and their team to ensure they achieve the support of any franchisor initiatives. As the conduit between the franchisor and franchisee, the field manager’s role is to communicate initiatives in a diplomatic and empathetic way and work to ensure they maximise both franchisee understanding and support.

The inspector Compliance management is a very important role for a field manager. The inspector role of the field manager includes communicating compliance, reinforcing standards and maintaining consistency of franchise

operations in an objective and balanced way. The field manager must be uncompromising, as there is much at stake. At risk is the integrity of the brand, the investments of other franchisees and the expectations of the customer.

The trainer The trainer role enables a field manager to recognise where knowledge or skill gaps exist. Whether it is the training of new skills or further up-skilling, a field manager may be required to assist a franchisee to identify areas in need of improvement and train them as required. This training may include the mastering of technical knowledge and the continual improvement of higher-level skills. Training may be conducted on a formal or informal basis, as one-on-one or group training.

The facilitator Conducting regular meetings enables a field manager to inform the franchisees of new initiatives, share ideas and enable networking with various stakeholders within the franchise community. Therefore, organising and facilitating these meetings is a role that a field manager is required to perform. As a field manager’s skill set needs to be broad and the roles are varied, their success will depend on their ability to build a relationship, based on trust, with their franchisees. Listening and making franchisees feel valued will set a positive tone to a field manager’s continued interaction. This will result in better outcomes for all parties involved. Reducing resistance can be crucial to the overall franchisor/franchisee

relationship. Conversely, a lack of required skills can cause much angst and mistrust between a field manager and franchisee. The flow on effect can be a further deterioration in the relationship between the franchisee and franchisor. More and more franchisors are realising that investing in training and professional development of field managers positively impacts the overall franchise business performance. The investment will maximise customer standards, keep franchisors in touch with what is happening in the field, maximise local marketing share, build franchisee commitment to the overall franchise vision and values and enhance franchise relationships. Bruno Ceraso is an Associate with The Franchise Relationships Institute. He has vast experience in the retail and manufacturing industry, having held corporate positions including Franchise Training Manager, National Operations Manager, General Manager and Sales Director. The Franchise Relationships Institute is a global leader in understanding the factors that impact on franchisee suitability, satisfaction and success. The company conducts quality research, develops excellent support tools and delivers inspiring education programs empowering franchisors to deliver on their promises to their franchisees. Contact Bruno at: Phone: 07 3510 9000 Email: bceraso@franchiserelationships .com Web: www.franchiserelationships.com

Business Franchise Australia 87

CONSULTA NT CLOSE- UP: FC busi ness SO LUTI O NS

FC BUSINESS SOLUTIONS ADVICE. GUIDANCE. ANSWERS.

he cost-saving benefits of engaging an effective consultant, to oversee change and help take businesses of all sizes to the next level, is well-established in today’s corporate world. But how do you sort the good from the not-so-good? A recent article in Entrepreneur magazine asked that particular question. The answer was simple: Passion and drive for excellence – and, of course, the consultant should be knowledgeable about the business he or she is consulting in. The team at FC Business Solutions fits the bill perfectly. They are passionate, driven and constantly striving for excellence. Each senior team member has been, or is, a successful business owner in his or her own right, with a collective 75 years’ plus experience in the Australian franchise industry.

Does your business need a consultancy service? You’re the founder of a successful business and you have gotten to the point where you need to develop and grow to optimise your chances of increased and ongoing success. Do you expand locally, nationally or internationally? Do you have a human resources department to help find, train and retain the right people to propel your growth? Do you have in-house PR/marketing staff who are experts in corporate communications and are able to identify opportunities to help build your brand through public relations and advertising? Has your management team been formulated? Have you got a strategic business expansion plan, developed a franchise feasibility study, or franchise operations manuals and induction programs? The list goes on and on. If any of the above applies to you, then the answer is ‘yes’. You need to engage a business consultancy service.

88 Business Franchise Australia

How do you make sure your consultant is the ‘right fit’ for your business? A fully integrated consultancy service, such as FC Business Solutions, can help with all of the above problems and implement workable, cost-saving solutions to ensure the success and sustainability of your precious business. FC Business Solutions is Australia’s only fully integrated consultancy firm, focussing on executive recruitment, coaching and support, manuals, training, distribution, human resources, marketing and public relations for the franchise community and other industry sectors. Formerly known as Franchise Careers, the business has built a reputation based on Relationships & Results by assisting franchises to reach their full potential. In 2011, the new generation FC Business Solutions is expanding and evolving, alongside its growing list of clients, by driving, building and maintaining those relationships and achieving real results.

Is your existing consultant really working for you? If you are an existing client of another consultancy firm and your business is still not flying as high as you would like – it’s time to ‘health check’ their progress. Corina Vucic, Director of FC Business Solutions, suggests business founders ask themselves the following questions to determine the level of commitment your current consultant is providing you and your business? 1. How do I hold my current consultant accountable? 2. What control points should I set up to ensure they are speaking well on my behalf? 3. How do I introduce/integrate them into my

Corina Vucic

business and my senior leadership team? 4. How do I reference check them? 5. How do I maximise the long term benefit from a consultant so they stay with me and become a trusted advisor? 6. Are they just a project team who ‘get in and do’ or do they provide additional support? 7. How do I tap into their networks? 8. How do I brand my business through their clients/customers?

Who is fc business Solutions? Collectively, the FC Business Solutions team offers in excess of 75 years’ experience in the Australian business and franchise industry. The key players include: Corina Vucic

Corina is the Director of FC Business Solutions and is the driving force behind the training and human resources function of the business. Corina began her corporate career with Coles Myer, before spending 10 years in general management positions with franchise businesses, including Autobarn and Clark Rubber. Corina is an active member of the Australian franchise community and is the State Committee Member for industry body, Women in Franchising. She is also a State Board Member of the FCA. Andrew Kelly

Andrew is a professional journalist and PR specialist with more than 15

Andrew Kelly

years’ experience in franchise corporate communications. Andrew’s skills and experience have been honed over the course of his career, during which he has helped build national brands such as Amcal Pharmacies, Bob Jane T-Marts, Brumby’s Bakeries, McDonalds, Sportsco, and Clark Rubber. Along with his vast network of corporate and media contacts, Andrew can help increase the awareness, profile and growth of your brand by providing fully integrated PR services. Sergio Alderucci

Sergio, a pioneer of Australian franchising, is well-placed at FC Business Solutions. He is the first point of call for new and emerging franchisors, to help guide them on their franchising journey. Sergio, who has been involved in franchising since the early 1980s, has sat on the Board of the State Chapter of the FCA for more than 10 years, and has also been a franchisee in various systems. An expert in the area of business systems’ development, Sergio has helped drive the success of some of Australian’s most established franchise brands including Jenny Craig, Nando’s, Noodlebox, Pack & Send and Forty Winks. Michael Sheedy

Michael has recently joined the team at FC Business Solutions to head the Recruitment and Selection division. Michael has extensive experience managing and growing businesses, both in Australia and abroad, as well as being an expert in the training and

Sergio Alderucci

personal development sector. His role gives him the scope to apply his knowledge and skills from the business world and help other businesses achieve their goals by placing the right people in the right jobs. Michael is also a social networking specialist and is aiming to utilise this ever evolving communications platform to get his messages to the widest audience possible.

What does fc business Solutions do? Business Systems Development – Feasibility, Strategic & Operational planning and setting up business disciplines. Expansion & Growth Solutions – Network Planning, Strategic Health Check, Territory Analysis and Mapping and Business Growth Models. PR, Marketing & Communications – Internal and External Communication Strategies, Brand Advertising Management, Public Relations Management, Product Launches, Awards Submissions, Local Area Marketing, Event & Conference Management and Sponsorship Management. HR Solutions – Organisation and Structure Planning, People Planning, Culture Management, Mediation, Personnel Development, Performance Appraisals and KPI Development. Learning & Development – Skills Gap Analysis, Competency-based learning, Customised training programs, Team Management Systems. Advisory & Support – Executive Boards,

Michael Sheedy

FAC, Leadership, Conference Management, Business Coaching and Mentoring. Executive Recruitment – Behavioural Profiling, Career Planning, People Search and People Placement.

Who is fc business Solutions working with? FC Business Solutions are proud to be currently associated with the following successful brands: Amigo’s Barry Plant Group Brazilian Butterfly Cooper Automotive Fitfast Forty Winks Jim’s Group Kings Swim Centres La Porchetta MindAtlas MPR Group Smallprint Tasty Trucks Quest Serviced Apartments For more information or to have a chat to one of the team, contact FC Business Solutions at: Phone: 03 9533 0028 Web: www.fcbusinesssolutions.com.au

Business Franchise Australia 89

PROFILE : rp v en d i ng

EVER CONSIDERED

RUNNING A VENDING BUSINESS?

hen Clive first heard about vending businesses, he was intrigued and interested to know more about the vending industry and what was involved in running a vending business. He was working in Real Estate and wanted to generate additional income streams to compliment his lifestyle. After a recommendation from a couple of friends, he approached RP Vending Systems to find out more. After careful consideration, he decided to proceed and not long after was well setup with an RP vending business with six machines. Clive found he learnt a lot in the first three months as he tweaked and perfected his business. “Getting the product mix correct and buying at the right prices was a challenge that you soon get to know after some trial and error.” Clive became well established and settled in a few months, with a fleet of six machines. Clive spent six or so hours one day of the week re-stocking and filling his machines, then another two to three hours on another day refilling Coke. For Clive, these machines worked as a ‘great cash flow generator that was seasonally consistent’. One of the most attractive features of an RP Vending business is the ability to choose an investment level that suits your situation and

goals. Operators can choose from a range of business packages from a Starter Package of four to five machines, to the Complete Vendor Package, which includes ten to fifteen machines. There are even Income Booster Packages available for those seeking to run a business in conjunction with a full time job. This gives you the freedom to choose a package that best suits your situation, lifestyle and goals. Clive is pleased with RP Vending Systems and says they ‘trustworthy and reliable to deal with’. This culminates from the support RP Vending Systems provides to its owners, with various facilities including a buyer’s network and business development systems. RP Vending’s well-established buyers group, which has wholesale partnerships with well-known brands including Coca-Cola, Smiths, Schweppes, Cadbury and Nestle,

allows business owners to buy stock at very competitive prices and substantially increase the profitability of their businesses. RP Vending also supports its owners with a 1800 assistance hotline and a dedicated Business Development Manager. All this ongoing support is at no extra cost, as they charg no franchise fees or royalties. With an RP Vending business, you can thrive as an individual business owner while still being part of a company that actively helps its members. RP Vending has been setting up vending businesses across Australia and New Zealand for over 16 years, with over 800 business owners nationally. If you are looking for more information on running your own RP Vending business, contact them today. Phone: 1800 066 112 Web: www.rpvending.com.au

90 Business Franchise Australia

RPV

HOW SWEET IT IS! Over 1200 independent business owners know just how sweet it is to be part of Australia’s greatest vending success story!

• Be your own boss and control your future • Boost your income in a safe and simple excellent cashflow business • Over 40,000 machines nationally and the largest network of business locations for your ongoing support • Over 2,000,000 people per day have access and enjoy convenience from an RP Vending machine • Start your own vending business from as little as $9,000 • What other business requires only 10-12 hours per month work? Consistently gives 30 to 70% returns and is nationally advertised for FREE • With over a decade of remarkable success we can get you started in quite literally Australia’s greatest business - RP Vending

1800 066 112 AUSTRALIA AND NEW ZEALAND WIDE

www.rpvending.com.au VISIT US AT: THE BRISBANE FRANCHISING & BUSINESS OPPORTUNITIES EXPO RPV_Franchise Business FPA_210x297_08.11.indd 1

BRISBANE CONVENTION AND EXHIBITION CENTRE 10-11 SEPTEMBER 2011

10/8/11 3:56:32 PM

PROFILE : G EL AT ISSI M O

THE ULTIMATE

INDULGENCE A

visit to a Gelatissimo store offers a true Italian treat for everyone - and every taste - in the family. Gelatissimo presents a unique concept, supported by a brand that embodies style and sophistication – creating the feel for all things Italian... the tradition, the romance, the people and more recently an enhanced product range and store aesthetics. Apart from creating a retail point of difference, a solid model of profitibility and sales growth history sets the Gelatissimo brand aside from its competitors. Domenico and Marco Lopresti, founders of the Gelatissimo brand, realised early on that there was a gap in the market for fresh, authentic gelato – prepared and served in an environment reminiscent of the streets of Florence. Customers come to Gelatissimo for the experience, as well as the fabulous flavours of gelato. The secret to success is a combination of staying true to the original recipe, developed in the south of Italy and passed down through two generations, and dedication to excellent product quality and beautiful instore presentation. Gelato is of course Gelatissimo’s principal product. Freshness and taste exploration are the keys to customer satisfaction. Each store manufactures gelato fresh daily on site from premium ingredients. Because the gelato is made fresh, Gelatissimo is able to change its flavours regularly. This allows them to run flavour based promotions, with new exciting flavours constantly being developed. With an endless number of serving combinations, there are plenty of reasons for gelato lovers to return for new taste experiences. The welcoming signature design of Gelatissimo stores masks a long process of investment in time and finance to get the

92 Business Franchise Australia

retail offering just right. This was one of the original driving factors for Domenico and Marco to start franchising in the first place. Originally wholesaling their gelato to the restaurant industry, the brothers were frustrated by the lack of knowledge and interest in presentation. After visiting the Sigep tradeshow in Italy for several years, which is confirmed as the world’s largest and most complete trade fair for artisan gelato, pastry, confectionery and bakery, Domenico and Marco knew that artistic eyecatching gelato displays were essential. This colourful trademark, boasting vast choice and a typically Italian show of abundance, is now incorporated into every store and every display. Behind the scenes, quality, low-maintenance equipment and well-designed fixtures and fittings make the staff’s job easy. On the

customer’s side of the counter, comfort, visual appeal and retail signage that turns heads, prompts shoppers to experience a taste of Gelatissimo over and over again. All of this experience, combined with a true love for their product, allows Gelatissimo to offer franchise opportunities to individuals who share the same passion for quality. Gelatissimo is very proud of their brand and what it represents and is committed to recruiting the highest quality franchisees to achieve success under the Gelatissimo banner. If you would like to join the Gelatissimo experience, contact: Gelatissimo Phone: 02 8845 0100 Email: dom@gelatissimo.com.au Web: www.gelatissimo.com.au

Find a better work/life blend and enjoy your job every day with your own Hudsons Coffee franchise.

Franchise opportunities are now available nationally. For more information on starting your own Hudsons Coffee franchise call Carly on 03 8631 7710 or visit hudsonscoffee.com.au

Be your own boss with Pick N Save Australia Looking to become your own boss but want a business with very little outlay or time restrictions but a great income? Then Pick N Save could be the business for you, being in business for yourself but not by yourself. Pick N Save Australia install and maintain card dispensers that allow businesses the opportunity to advertise their products or services and special offers in high traffic locations such as shopping centres, supermarkets, sporting clubs and hotels. Businesses pay to place their offer cards in the machines. Customers can walk up to the machine and dispense a discount or offer card of their choice for free. The unit will allow one card to be dispensed at a time and hold between 100 and 150 cards per business slot. The benefit for businesses that use the card dispenser is that they have the potential to increase their net profits as they attract a higher volume of new customers or referrals to their business. While advertisers are winners with the Pick N Save machines so are you. You will own a simple home-based business that allows flexible work hours, potential to earn a six figure income per year and of course a great lifestyle. The customers you will have advertising in your displays will usually require normal printing services and extra profit can be made from offering these printing services at a very competitive rate. Some examples are business cards, sales flyers, invoice books and catalogues. You will be dealing with the perfect target market for our website design and support service, our team can set up and support your customers website earning you an upfront commission and an ongoing passive income. Pick N Save Australia has available opportunities across Australia for people to become their own boss by becoming an agent. For a very low capital outlay, people will secure a exclusive territory start up and support package including training, sales material and card displays.

Whats Involved s 9OU WILL BE PROVIDED WITH ALL THE MARKETING MATERIALS OPERATIONS MANUAL and contracts that they will need to sign up advertisers and location hosts. They will also be provided with on-going assistance to help them build their business. s 4HE 0ICK N 3AVE !USTRALIA DISPENSERS WON T TAKE TOO MUCH TIME TO maintain, the cards should be checked fortnightly to ensure they are full and the machine is clean. s 0AYMENT FROM THE ADVERTISER IS MADE UPFRONT FOR THE OR MONTH period or by an agreement of direct debit on a monthly basis with a small upfront cost to cover your expense to get them in the display. This business involves only a small amount of administration and overheads are very low â&#x20AC;&#x201C; only phone, vehicle, business cards and public liability. You can grow the business by adding more card dispensers to your territory which increases turnover and value of the business, which helps if you choose to sell and cash in. Whats Included o o o O o o o o o o

One territory in your city/town 3 x 40 pocket card displays 10 Pink Pig money boxes .ECK 4IES 50 Promotional balloons and holders 4 Lead/Competition card boxes Operations Manual Printing Price List Website Price List Sales Kit

AUSTRALIA

PRICE

$4990

The price we have advertised at is an introductory offer only for the first 10 buyers, enquire now to secure your new future. Call Mark on 0400 300 555

AUSTRALIA

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FR A NCHISEE INe xpert action : T H E SH ED CO M PA N Y ADVICE

EVERYTHING UNDER ONE ROOF S ince THE Shed Company’s inception in 2005, it has consistently grown its market share in both customer volume and the number of franchisees and distributors, making it one of the fastest growing shed franchising groups in Australia. The underlying factors contributing to this significant growth have been the company’s business model and strategic planning, coupled with the development of its people and culture. THE Shed Company prides itself on the range and quality of its products, the

systems, computer software, training programs and operational manuals. They have strong relationships with and commitment of major suppliers, as well as a high level of professionalism across the board. THE Shed Company products are premium quality, good looking and durable, and provide customers with one of their basic needs - shelter and protection. Franchisees enjoy a host of unique and sustainable competitive advantages, including well priced buildings which achieve excellent profit margins. The brand is very unique and visible and the company enjoys and maintains a strong position in the industry, compared with its competitors. In addition, each franchisee has the freedom to custom design and quote each product to suit every individual customer’s requirements. This flexibility of design, premium quality building range and methodical and professional approach will ensure that THE Shed Company continues to grow as a dominant brand, within the Australian shed market, well into the future. THE Shed Company franchise system

96 Business Franchise Australia

provides an outstanding opportunity for you to build a sound, sustainable and highly profitable full-time business using your own building experience, coupled with the experience, building designs, group buying power, systems and know-how developed by the franchisor.

Saying goodbye to the corporate life THE Shed Company appeals to all sorts of individuals from varying backgrounds. Narelle and Kevin Randall were based in Sydney, both successfully working as managers with big companies. Tired of the corporate life and the commitments and obligations associated with working for someone else – especially big companies – they decided it was time for a change. With a solid background in building, Kevin had already been building sheds on the side. Both Kevin and Narelle decided a franchise system was the best way to go. They had experience with THE Shed Company and knew that it was the best path for them. According to Narelle, “THE Shed Company was the number one company, with the best product on the market.” She states that Kevin had worked with other shed companies and knew first-hand the quality of THE Shed Company product. “The product is just fantastic,” says Narelle. “The software is exceptional and the support from head office, on a daily basis, is above

and beyond any other franchise system in the industry.” “If you’ve got really good customer service, a really good product and prior building knowledge, it is a winning combination,” notes Narelle. Narelle says both she and Kevin work hard, but the business is very flexible. “We have two small boys who have grown up in our showrooms,” she laughs. “Self-employment, for us, is more like a holiday, we go on lots of camping trips and have a lot more free time.”

Jumping into business for the first time With THE Shed Company, each franchise business is independently owned and operated, giving the franchisee the freedom to conduct their business activities according to their personal business plan. This freedom is one of the biggest benefits of being a franchisee, according to Tim Churchill. Tim came into the business through his Uncle. Trained as a fitter, Tim was originally asked to come on as an employee. Within two years, Tim was given the opportunity to purchase the franchise outright from his Uncle. “I am a young guy who wants to have a chop at anything,” Tim stated with great enthusiasm. Tim was a tradesman and was happy with his work, however he knew this was an

incredible opportunity – too good to pass up. Tim met with the head office and they discussed the challenges Tim would face, as a first time business owner, taking over the existing franchise. Tim, with his incredible energy and positive attitude, felt up to the task at hand. Tim believed in THE Shed Company, including their superior products and their operating systems. The franchise had the potential for great success, given that the support from head office was utilised and the systems put in place by THE Shed Company were followed. Tim took the advice of head office, and utilised the knowledge and experience of the head office to expand upon his own business goals. “In less than 18 months we expanded to 13 employees. We had a 12 month business target, including marketing, sales and strategy, and managed to hit this target within six months,” Tim remarked. As far as future growth, Tim says he doesn’t want to grow too quickly. He believes it is a matter of slowly growing the business, while working in it and on it. When asked about the work/life balance of owning a franchise, Tim shared, “A little bit of work goes a long way.” Tim credits his success to the guidance from head office, the proven business model, the superior quality of the products, the people

Business Franchise Australia 97

FR A NCHISEE IN action : T H E SH ED CO M PA N Y

around him and the atmosphere of the business. “I wake up every morning wanting to go to work,” says Tim. “We can always have a laugh and my staff are happy and motivated because they are working in a positive atmosphere. “We wanted to make this a family business and for every employee to feel like a part of that family.” Did it work? Just ask Tim’s mum, Sue, who is highly regarded as ‘the other boss’. Sue manages to keep things grounded in the office, keep Tim in line, and offer that good family support that keeps the franchise strong.

Tim, Narelle and Kevin are all testament to the fact that THE Shed Company franchisees and their teams are passionate about their range of products and the services they provide. With a motto like ‘No matter who you are, where you’re from, or what you do, THE Shed Company has THE shed for you,’ THE Shed Company is committed to providing a building solution for each individual. The proven business system and unwavering support from a specialised head office team ensures you can reach your goals. THE Shed Company provides guidance on display location and display building designs to ensure maximum potential for each site.

Assistance with initial staffing requirements includes job descriptions, sales training, administration training, construction and engineering guidance and more. Whether you are a builder wishing to ‘get off the tools’, or a sales and marketing executive looking for a change, investing in THE Shed Company will enable you to build your own very profitable business. For more details on franchising contact: David May Phone: 0419 630 055 or 5591 4159 Email: info@theshedcompany.com.au Web: www.theshedcompany.com.au

98 Business Franchise Australia

2549

Franchise Academy FCA Franchise Academy a wholly owned subsidiary of Franchise Council of Australia

Certificate IV in Small Business BSB40407

William Angliss Institute, in partnership with Business Essentials and the Franchise Council of Australia delivers the face-to-face Certificate IV in Small Business. Certificate includes the following subjects:

For all registration inquiries contact: The Education Manager Franchise Council of Australia P: 1300 669 030 E: education@franchise.org.au

Core Subjects

Elective Subjects

Program Cost

BSBSMB401A Establish legal risk & management requirements of small business

BSBFIA402A Report on Financial Activity

$1,995 +GST (FCA Members) $2,395 +GST (Non Members)

BSBOHS509A Ensure a safe workplace

Includes: › 10 full day sessions

BSBMGT401A Show leadership in the workplace

› Meals and course materials all inclusive

BSBSMB402A Plan small business finances BSBSMB403A Market the small business BSBSMB404A Undertake small business planning

“Working for yourself, and not by yourself”

› Complimentary 1 Year subscription to Business Essentials Monthly Audio Program RRP $425

BSBMKG414A Undertake marketing activities BSBCUS401A Coordinate implementation of customer service strategies BSBREL401A Establish networks

Locations Sydney | Melbourne | Brisbane | Perth | Adelaide

Please call or email for other dates and locations.

The certificate is endorsed by the FCA, accredited under William Angliss Institute and recognised nationally.

Diploma of Franchising also available

Venue Details Melbourne William Angliss Institute, 555 La Trobe Street, Melbourne CBD

2549-V1_Ad_Business Franchise 2.indd 1

Sydney William Angliss Institute Industry Training Centre Ground floor, 26-32 Waterloo Street, Surry Hills

Brisbane Franchise Academy Office 10 Eagle Street, Brisbane CBD Perth Franchise Academy Office 142 St Georges Terrace, Perth CBD

Adelaide William Angliss Institute 8 Greenhill Road, Wayville

For registrations contact: Business Essentials 1800 039 098 info@businessessentials.com FCA 1300 669 030 William Angliss Institute RTO No: 3045 CRICOS Provider No: 1505M

11/08/11 2:37 PM

SPOTLIGHT ON SERVICES : L AW L ER chartered accou ntants

ESSENTIAL BUSINESS PARTNER L

awler Chartered Accountants understands the challenges for franchisors in developing and maintaining an adequate financial reporting and performance measurement framework within franchise groups. “Our primary focus is to satisfy the franchisors need for compliance, management accounting, benchmarking and education.” commented Anthony Sullivan, Sydney Partner and Franchise expert. “There is a fundamental difference between a successful franchisor and the others... that is, successful franchisors ensure their franchisees are also successful. Making this commitment means having complete transparency and the right systems in place to help them”. This in turn ensures the franchisees have a sound financial reporting system in place. It is critical that franchisees have current, relevant information that they can rely on to properly run their business, and in turn report back to the franchisor. Trusting information which is months, sometimes even years old, is useless if you are trying to proactively manage your business to optimal profit. As well as running your business, you need to be aware of the significant amount of compliance with regard to your finances. Reports must be generated to give to the franchisor, as well as the government financial requirements. These obligations can often overwhelm franchisees, and failure to comply can result in disaster.

100 Business Franchise Australia

As a franchisee, you need to be spending your time understanding your numbers and interpreting that data to help achieve better operational performance. Therefore, it is much more cost effective to outsource the completion of financial information and seek professional advice on how best to interpret this information. This benefits the business for the short and the long term. It is not an efficient use of your time, to try and learn and maintain the required level of knowledge to remain compliant. Lawler Chartered Accountants can assist franchisees with all of these vital steps to establish, monitor and grow your business. The team at Lawler Chartered Accountants has a wealth of experience within the franchising industry, having worked with groups including Gloria Jeans, Australian Plasterboard Company, Hungry Jacks, Amber Tiles, Retravision, Pirtek Fluid Systems, Autobarn and AGL Energy Shops. Lawler Chartered Accountants know and understand the value of tailored solutions suited to the franchise industry. Having created solutions on the franchisor level, Lawler Chartered Accountants knows clearly the requirements of the franchisors from their franchisees. They aim to ensure that not only do you address the issues within your day to day operations, but that you also understand the financial results and how to create wealth for your franchise and the franchise system as a whole. The award winning group prides itself on delivering smart, honest financial

and strategic advice, based on the broad experience of the 30 Partners and 300 staff across the independent member firms in Sydney, Melbourne, Brisbane, Newcastle, Tamworth and Rockhampton. Through the demonstrated technical excellence of their Business Units, they equip clients with all the right information to make their own decisions, offering a variety of financial and business advisory services. Lawler Chartered Accountants have been recognised in the BRW Client Choice Awards 2011 as Best National Professional Services Firm (revenue under $50M) and Best National Accountancy Firm (revenue under $50M) and also received the honour of being named as a national finalist in the Supplier of the Year category at the Excellence in Franchising Awards in 2010.

Brisbane

Tamworth

ACHIEVE If you are a franchise with the ambition to succeed, give Lawler Chartered Accountants a call.

Our franchise expertise, exceptional client care and increased coverage can help you achieve more. • • • • • •

Complete, timely, accurate and consistent financial reporting for your franchisees Benchmarking Cashflow and profit improvement Business valuations Business planning Due diligence

Lawler Chartered Accountants. Real answers for a real world.

T. 1300 LAWLER E. franchise@lawleralliance.com.au

www.lawleralliance.com.au Lawler Chartered Accountants is the brand name for Lawler Alliance Pty Ltd and for each of the independent member ﬁrms.

LP210740

E X PERT A DV ICE

Where do I find franchisees

and how do they find me?

ome things never change. As long as I have been working in this sector, recruitment of franchisees has always been a topic of considerable interest, although I believe the market has shifted considerably over the last two decades. I think it is extremely helpful to look at the history of franchise recruitment, as we can always learn from the past.

The good old days Life used to be very simple for franchisors. It was just a matter of running a line advertisement in The Sydney Morning Herald, The Age in Melbourne, The Adelaide Advertiser, The Courier Mail or The West Australian and lo and behold the phone would ring. All that was needed was a newspaper line ad with a few words about the business opportunity and a phone number to contact. Back in the mid 1980’s, I began my franchising career by answering an advert that ran, ‘Do you like dogs, cats, birds and fish?’ Now that is interesting in its own right. The advertisement said nothing about the actual business, but appealed to my other senses. Maybe there is a present day lesson to be gleaned from that approach. A few franchisors then decided to up the ante and began placing display advertisements to stand out from the crowd. Then we shifted from black and white to colour as well, which added considerably to costs. However, from most feedback I have gathered, this colour change did not deliver a dramatic increase in calls received. Even in the mid to late 1990’s, the Business and Franchise sales sections of the papers

102 Business Franchise Australia

often ran to several pages. Life was very competitive, but there was no shortage of interest from the individual chasing the Aussie dream to work for his or her self. However, today, this medium has steadily declined. It is at the point now where it is pretty much useless for attracting franchisee enquiry. It is a different story for franchise resales, particularly for the more expensive businesses, but for ‘greenfield’ enquiry, the national daily papers simply don’t deliver.

New ways to find franchisees The industry specific franchise magazines, such as Business Franchise Australia, have always attracted franchisor advertisements. Whilst the response rates seem to vary enormously, (I have one client who has signed every one of his franchisees from such a source), I do believe that a lead emanating from a magazine advertisement is probably more qualified than from some other sources. The individual has consciously decided to purchase a magazine to find something that interests them. They can then make contact with the organisation of choice. Many franchisors also used to run ‘information nights’. The franchisors would deliver a presentation to a crowd of enquirers, to save going through the same information with each individual. This doesn’t seem to work anymore either, but for one good reason – there aren’t that many people interested at any one time. In today’s market you will get a few inquiries at a time and it’s embarrassing putting on an information night for one or two people and 50 empty chairs! So the franchising industry turned to exhibitions. Sure, some franchisors didn’t realise why they were attending and spent

their three day weekend handing out free samples, but generally these exhibitions did work and franchisors did recruit successfully from them. But then two negative things happened. Firstly, the companies running the exhibitions decided to combine the ‘Franchise Exhibition’ with other ‘Exhibitions’. So we were linked to ‘Investment’ shows and even ‘Sexpo’ one year! This didn’t do much for the credibility of the sector. The next big impact on exhibitions came when the big franchise systems began to pull out, as they were fully subscribed. The general standard of business opportunity offerings at the exhibitions dropped significantly and the standard of presentation of them was also very poor. The feedback from the public was one of disappointment, because they did not see the national brands on display that they were expecting. Fortunately, I do believe, this is beginning to swing back as finding franchisees becomes tougher. One franchisor told me, ‘TV works when we can afford to spend the money.’ Unfortunately, this option isn’t generally available for most franchisors, especially the embryonic ones. He went on to say, ‘Seek leads are a waste of time too, sending us leads that we never convert.’ However, for other franchisors, this experience is not entirely shared.

Where do franchisees really come from? What prompted me to address this topic was my attendance at a Victorian FCA breakfast. I was particularly impressed with Cameron

“It is important to understand the requirements for effective recruitment advertising.” Phil Blain, Principal, Business Development Company.

Graham when he spoke on behalf of ANZ’s Mobile Lending Franchise. This man knew precisely where his leads had come from and what his conversion rate was for each. Furthermore, he was happy to share that vital information with the throng of enthusiastic attendees.

about the value of advertising? It goes something like, ‘I know 50 per cent of my advertising works and 50 per cent doesn’t. I just don’t know which 50 per cent!’ Surely franchisors can do a far better job of digging a little deeper by asking a few simple questions at the initial enquiry stage. This would help them find out what is working for them and then budget accordingly. This could save a fortune and deliver better results.

Now it is clear that what works for Cameron’s ANZ business may not be replicated to other businesses, so I started to ask other franchisors. I wanted to see if Cameron’s results were duplicated elsewhere. If they were, then the information was of even greater value.

So which website had generated the lead? Most of the franchisors I questioned simply assumed that a web based enquiry had come directly from their own site. I suspect this to be a tenuous assumption at best.

Phil Blain has been a franchisee, franchisor and a highly respected franchise consultant for over two decades. He now heads up the National Franchise Division of Business Development Company. The Business Development Company was formed by a partnership of highly experienced business, franchise and property experts. BDC’s primary objective is to provide a full range of service from One Company to strategically develop their clients’ business from concept to completion, with One Solution.

So, in the example, it takes eleven weeks before a prospect says ‘yes’ and then two months before they actually sign and pay. Even then there will be a further week’s delay before the ‘cooling off’ provision is

Remember the old Henry Ford statement 2

Whilst we cannot make any guarantees as to the correct response rate for your system, the message is clear - keep investing in franchise recruitment if you wish to grow.

It is important to understand the requirements for effective recruitment advertising. In the example included, the franchisor is investing $1000 per week in advertising for franchisees. This investment quickly mounts up to a sizeable sum, but the franchisor must persist if a result is to be achieved. The example illustrates suggested response rates to advertisements, which achieve a one in five interview rate. This is then watered down still further to a one in five success rate.

As we all know, what has really shifted the franchisee sourcing is the development of the World Wide Web. Most of my franchisor contacts came back with the anecdotal information that, ‘Franchisee referral is good, but nearly all the leads come through the web now.’

However, it is important to recognise the value of leads in the pipeline as, by week 28, we have three franchisees. The advertising cost to get each franchisee has reduced from $17,000 to $9,300.

It’s probably opportune to also address the franchisors who are new at the game of franchisee recruitment and need to learn the lesson of persistence. Recruitment is sometimes a numbers game. Too often I see new franchisors give up too easily.

I was astonished that most of the systems I queried – and they were national award winners and household names – simply didn’t truly know where their leads had come from!

Week

completed. At this point, the franchisor has invested $17,000 and sees only one franchisee signing up! From here it is normal for questions to be asked about the success of the recruitment program.

Contact Phil at: Phone: Email: Web:

1300 534 470 enquiries@bdcaus.com www.bdcaus.com

Advertising ($k)

Cumulative Advert Cost

$9 $10 $11 $12 $13 $14 $15 $16 $17 $18 $19 $20 $21 $22 $23 $24 $25 $26 $27 $28 $29 $30 $31 $32

Responses

Interviews (1in5) Conversion (1in5)

√

3 √ √

4 √

5 √

7 √

3 √

8 √

4 √

5 √

√

6 √

4 √

6 √

8 √

√

5 √

4 √

√

4 √

√

√ √

Beginning of the Journey Franchisee Commencement

Recruitment Cost per Franchisee

$18

$12

Business Franchise Australia 103

PROFILE : TOTA L TOO LS

A TOTAL SUCCESS BUILD A LASTING CAREER WITH TOTAL TOOLS

otal Tools began in 1989 as a cooperative of independent tool outlets. Early stores in Victoria and New South Wales traded under the name ‘Total Tools Industrial’. Later expanding interstate to South Australia and Queensland, the group updated its identity to ‘Total Tools’ and has since become Australia’s premier franchised tool retailer. Implementing the structured franchise network plan in 2007, Total Tools is now considered to be Australia’s market leader. Through strategic marketing, Total Tools works continuously to extend an already recognised brand. Each store offers a wide product range and experienced staff who deliver fast, individual attention and professional advice. Becoming a franchisee with Total Tools allows you to become an independent business owner who is also part of a large network. As a franchisee, you have access to a proven business system which has been

developed and refined over the past 21 years. Total Tools draws upon this long history of experience to research and advise on store layout, site location, point of sale, stock systems, business solutions, staff recruitment and marketing techniques. As a new franchisee, you will enjoy a comprehensive initial training program. You will become confident in sales, service, financials, IT, merchandising, human resources and back office procedures. Total Tools will give you a ‘Total’ training program – so you will feel comfortable and confident once your doors are open for business. You can also rest assured that the products you will be selling are of the highest standards, as all Total Tools outlets carry only top quality items from reputable brands. Once you are up and running, Total Tools National Support Office will continue to assist you to run and grow your business. The franchise system also has a very active

national marketing campaign. With the use of catalogues and flyers, which are provided for in-store sales as well as letterbox distribution and mail-out. In addition to all the support and training, Total Tools holds two conferences per year for franchise owners and their families. This allows franchisees to share experiences, discuss ideas and formulate solutions, as well as network and socialise with fellow franchisees. If you are a positive, focused individual with a good head for business and people management, Total Tools may be the right fit for you. Total Tools offers brand strength, proven systems, security and the kind of return on investment only possible in strong franchise systems. If this sounds like a building block for your future, contact the National Support Office at: Phone: 03 9394 4300 Email: newstores@totaltools.com.au Web: www.totaltools.com.au

104 Business Franchise Australia

TOT

FRANCHISE OPPORTUNITIES AVAILABLE

BUILD WITH US Looking for new franchisees across Australia to keep up with demand

“Total Tools appear to us to be the leader in the Australian market in the Professional Trade Retail sector.”

“Our company’s growth with Total Tools has been outstanding and we consider them a great retail partner.”

Michael Kirkman, Managing Director, Stanley Black & Decker Australia

Tom Fukaya, Managing Director Sales and Marketing, Makita Australia

www.totaltools.com.au

Over 21 Years as Australia’s Premier Trade and Industrial Tool Retailer For further information contact the Network Development Manager

s National Support Office s National Supplier Arrangements s National Marketing Strategies s Successful Business Model s Successful Private Brand Program

mobile 0448 517 411 tel 03 9394 4300 email newstores@totaltools.com.au

TOT206_FRANCHISE AD 297x210final2.indd 1

EVERY TOOL EVERY TRADE

TOT206_BFA_AUG11

Owner Benefits:

10/08/11 12:13 PM

SPOTLIGHT ON SERVICES : N FI B

FRANCHISERS FLOCK

TO NEW ONLINE INSURANCE PROVIDER MYNFIB.COM.AU to the Australian market. And what we’ve seen in the past few months is an ever-increasing number of franchised businesses take up our service,” Darryl said. The creation of NFIB is based on the premise that people want their insurance arranged quickly and painlessly, for the lowest possible price. NFIB has developed a service that meets these needs, as well as offering the peace of mind that their service is compliant, completely documented and underwritten by an internationally recognised insurance organisation.

NFIB Executive Director, Darryl Morris

he launch earlier this year of National Franchise Insurance Brokers (NFIB) has been a huge success, according to NFIB Executive Director, Darryl Morris. “We’ve met with many Australian franchised businesses in the past few months and each and every one of them is clearly focused on reducing expenditure on all levels – with one of those expenses being insurance premiums. So our timing seems to have been perfect in developing and launching our low-cost, web-based insurance service

106 Business Franchise Australia

“NFIB has already attracted some of Australia’s top calibre franchised businesses including those from retail, food and beverage, sports and recreation and professional services industry sectors. I think the real clincher for these businesses is that they no longer have to answer 50 questions, fill in forms, sign bits of paper and send documents by fax. “We’ve completely simplified the insurance process to the point where a business can now be insured in just four clicks of a computer mouse – anywhere, anytime, day or night. And what many franchisors have told us is that one of the reasons they have moved their insurance to NFIB is for the simple fact that our system significantly reduces the administrative time and effort required to

arrange insurance and to monitor whether or not franchisees have adequate cover. Our system seems to have completely negated this time and effort requirement,” explained Darryl. Only four pieces of information are required by NFIB in order to arrange insurance for a franchised business: the value of the franchised business, the gross profit of the business, the level of public liability cover required and whether machinery breakdown cover is to be included. NFIB offers two types of insurance programs for franchised businesses. The first is the Managed Program, which allows a master franchisor to endorse NFIB as the preferred insurance provider for all franchisees. The Managed Program has common insurance due dates and allows the master franchisor to go online and make sure all their franchisees have appropriate levels of cover. The second is the Non-Managed Program, which allows individual franchisees to insure their own businesses. For more information about how you can benefit from the services offered by NFIB, please contact: Darryl Morris Phone: 1800 776 747 Email: info@mynfib.com.au Web: MYNFIB.COM.AU

FINALLY, SOMEONE’S PROVIDING DEDICATED INSURANCE COVER FOR YOUR FRANCHISED BUSINESS

AND SAVING YOU MONEY IN THE PROCESS

To ﬁnd out how we can insure a franchised business in just four clicks, speak to Darryl Morris today on 1800 776 747 or email info@mynﬁb.com.au

MYNFIB.COM.AU National Franchise Insurance Brokers Pty Ltd is an authorised representative (ARLN 277977) of LTM Group Pty Ltd (AFSLN 245374)

Franchises for the Price of 1 Caption for here

Arguably Australia’s Most Successful Coffee Franchise is Opening the Door of Opportunity Again.

Caption for here Day One Profits from Existing Customer Base

Espresso Essential has won BRW’s Most Prestigious Franchise Awards of Highest Growth by Outlets and Highest Revenue for 3 Years in a Row. Research tells us that people like yourself looking for a Franchise with these 7 things in an ideal franchise… but many do not offer what Espresso Essential can, which is… 1) Excellent Margin 2) Recurring Back End Income 3) A Great Product, Quality Built that You Can Believe In 4) A Solid Customer Base You Walk Into Day One of Your Franchise 5) Great Training and Support with a Wonderful Network of Over 110 People 6) Low Overheads 7) A Recognised Brand and Loyal Customer Fan Base That Love What You Do!

Caption for here Loyal Customers & Strong Back End Income

Well, Welcome to the Essential Brands Group (parent company) – where you not only get access to the Award Winning Espresso Essential Franchise, but also a Franchise Agreement with Australia’s Largest Slush Business, Essential Slush. Limited Territories Being Opened on this round of Franchising Include: • VIC • WA • SA • Qld

– Metro and Country areas available – Kimberley Region and Pilbara Region - Eyre Peninsula - Hervey Bay Area and Gladstone Region

Other areas available soon. Enquire now to get on the waiting list.

Now Serving Over 26 Million Drinks Per Year

If you genuinely want to explore the possibilities of being a part of this network of Franchisees, you need to submit your Expression of Interests now. There are limited territories available and expressions need to be submitted early for consideration.

Contact Franchise Department on 1300 304 151 www.EspressoEssential.com/franchise Note - If you call and the lines are busy, please be patient.

Over 11,173 Locations Now Sold Australia Wide

EspressoEssential.com/Franchise

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m OUR 3TEAMATIC &RANCHISE HAS UNLOCKED A NEW WORLD OF BUSINESS WE COULD NEVER HAVE ACHIEVED ON OUR OWNn +EVIN (ARTY 3TEAMATIC &RANCHISEE "ALLARAT 6ICTORIA

4HERElS THE HARD WAY TO BUILD YOUR BUSINESS AND THE SMART WAY 2IGHT NOW 3TEAMATIC IS GRANTING EXCLUSIVE FRANCHISES TO MOTIVATED PEOPLE WHO ARE COMMITTED TO PROVIDING THE BEST SERVICE AND THAT ARE INTERESTED IN FAST TRACKING THE DEVELOPMENT OF THEIR BUSINESS

FRANCHISES HAVE ENJOYED MAJOR GROWTH #ALL TODAY TO FIND OUT MORE AND AT LEAST ONE SEEING GROWTH OF A MILLION ABOUT JOINING THE 3TEAMATIC TEAM ON DOLLARS IN TURNOVER IN JUST TWO YEARS

/UR REGIONAL FRANCHISES ARE ENJOYING THE STRONGEST GROWTH AND THEY REPRESENT A 3TEAMATIC &RANCHISES ARE PART OF A GREAT OPPORTUNITY TO MAXIMISE THE GROWTH NATIONAL NETWORK OF HIGH TECH QUAL POTENTIAL OF A 3TEAMATIC &RANCHISE ITY CLEANING AND RESTORATION SERVICES THAT OFFER CUSTOMERS THE BEST SERVICE AVAILABLE "Y JOINING 3TEAMATIC YOUlRE INSTANTLY PART !ND BECAUSE OUR FRANCHISES ENJOY ONGO OF OUR NETWORK WITH EXCLUSIVE TERRITORY ING TRAINING AND SUPPORT THEY KNOW THAT RIGHTS AND ACCESS TO NATIONAL CONTRACTS THEYlRE ALWAYS ON THE WINNING TEAM WITH "UILD YOUR BUSINESS THE SMART WAY AND UNIQUE TECHNOLOGIES AND SERVICES DISCOVER FOR YOURSELF WHY A 3TEAMATIC &RANCHISE COULD BE THE SMARTEST BUSINESS 7HY JOIN THE 3TEAMATIC TEAM 3INCE JOINING THE 3TEAMATIC TEAM MOST DECISION YOU CAN MAKE

Since becoming a Steamatic Franchisee, Kevin Hartyâ&#x20AC;&#x2122;s business has gone from strength to strength

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5/6/09 4:33:32 PM

ask george

ASK GEORGE?

Professional answers to questions from our readers Is it a good time to buy a business at the moment, especially with all the uncertainty around the world? The worldâ&#x20AC;&#x2122;s greatest fortunes were made by people who bought when everyone else was selling. Uncertainty creates an environment of opportunity. This makes it a great time to pick up businesses which would have otherwise been out of your reach.

110 Business Franchise Australia

You will also find people are more willing to negotiate and do deals with you than they would have been in more stable times. Vendor terms and lower entry fees are on the table and people are willing to listen to any deals that you propose. To me, this is a great environment for buying a business! Donâ&#x20AC;&#x2122;t get me wrong, the business environment is still tough and you are going to have to work hard to make sure your

business works and prospers. You still have to do your due diligence and make sure that the business is viable, can get through this current environment and is right for you. If you get it at the right price, your breakeven levels will be lower, enabling you to make a go of it through this period. Once confidence returns, you will be in a prime position to leverage your investment and achieve some very healthy returns. And the

“Franchising is about the synergy that develops from two people combining their entrepreneurial spirit to grow and develop their mutual business.” George Yammouni, CEO, Bathroom Werx Group.

best thing of all is the enormous range of businesses out there that you can now choose from. And don’t forget that during uncertainty, franchise businesses have proven to be more resilient than stand-alone, small businesses. Their ability to quickly adjust and change in varying economic circumstances, and to the changing needs of their customers, is what enables the franchise sector to be so resilient. Another reason for the strength of the franchise sector stems from the fact that franchises do not generally have CEOs and executives on multi-million dollar salary packages. The franchise model provides an economic model that is dependant on ‘PROFITABLE PARTNERSHIPS’ between its stakeholders - franchisors and franchisees. This in turn tempers some of the excesses we have seen in the corporate world, both in Australia and overseas.

How much is it? How much can I make? How much training do I get? These are the three most common questions I get asked by people enquiring about a Bathroom Werx franchise opportunity. And these are all good questions when you are first starting your research. Add to this many, many more. How much is it? Is it within my budget? How much will I have to borrow to get in? Can the business support the borrowings? How can I raise the money? How much can I make? How many hours will I be working a week? Will the business pay me

a salary? Can I live on that salary? Does it make enough money to repay any loans to get into the business? Will I make enough money to cover my existing loans (home mortgage, etc)? How much training do I get? Is it hard to learn? Can I do it? Will I enjoy it? Will it take long to learn? Will the franchisor support me after the training has long finished? What happens if I forget some things from my training? What if I want to change the way some things are done to suit myself? What happens if I have a problem in the future, will the franchisor help? These are all standard questions that should be on your list when doing your research on a franchise business or any business. And don’t forget to talk to other franchisees already in the system. Their answers to some of these questions will help you as well. Make sure you ask the questions and then understand the answers you receive and are comfortable with these answers. This will help you to decide which business is right for you.

I’m thinking of buying a franchise business for my 25 year old son. Is this a good idea? I think that it is a great idea... and for many reasons! Firstly, a franchise business is going to offer your son the training he is going to need to run a business. And as you know, there are many skills that you need to run a business. Secondly, the advantages a good franchise operation will offer include the systems in place to monitor his performance and

benchmark him against others in the system. He will have access to continuous training, benchmarking, reviews and peers to network with. This all adds up to developing skills which will help him run a successful business. Lastly, it gives you peace of mind knowing that your investment is being worked properly, which means a lower risk compared to investing in a stand-alone, small business without a support network. Of course you would still do all the usual things in assessing the business and determining it is the right business for your son. If you have any questions you would like to ask about the franchising industry, please send them to production@cgbpublishing.com. au and we will ask George! George is CEO of the Bathroom Werx Group. He is a CPA and started his business as a franchisee in 1986, after a career in merchant banking. He acquired the Franchise in 1988 and began franchising in 1990. George is one of Australia’s leading exponents of service franchising and is a Past Chairman of the Franchise Council of Australia. Bathroom Werx renovates over 200 bathrooms every month around Australia for customers. For more information contact: George Yammouni Email: george.yammouni@ bathroomwerx.com Web: www.bathroomwerx.com

Business Franchise Australia 111

PROFILE : SO L™ home improvements

SOLUTIONS FOR OUTDOOR LIVING THEY HAVE YOU COVERED

OL™ Home Improvements designs and distributes carports, patios, pergolas and verandahs. SOL™ is a division of Stramit Building Products, one of Australia’s leading manufacturers of steel building products including roofing, walling, gutters and fascias, purlins, flooring, structural formwork and roller doors. Many of the Stramit products hold market leadership positions, through innovative development with design and testing support. These products, along with complementary products and design services, are delivered through a nationwide network of 22 manufacturing and distribution centres, strategically located to ensure coverage of major metropolitan and regional markets. SOL™ products are sold through our growing network of distributors who can quote and design buildings with our hi-tech software program, ImproveIT™. The use of this software provides our distributors with the ability to design and provide engineered shade structures that will comply with Australian Standards AS4055 and AS1170.2. If you are looking to own and operate your own dynamic business, utilising the SOL™

112 Business Franchise Australia

ImproveIT™ software to grow your business, distributorships are currently available. You could be part of a premier buying group for Australian made steel structures such as patios, carports and verandahs. The company’s success is founded on always providing their distributor network with real value products, easy to use systems and reliable customer service, in order to make selling buildings easy in what can be an extremely competitive market. By joining their distribution network, you benefit from the investment they make in their quality brand. The distribution fee secures you an exclusive territory, access to national buying group pricing and use of the innovative ImproveIT™software. Importantly, there are no ongoing costs for being part of the network, apart from a small fee per building sold. The ImproveIT™ software is a technologically advanced steel framed structure quotation, design, ordering and engineering system. It provides fully automated quotes, plans, and materials lists based on your customers’ structure requirements. You have the ability to customise all aspects of the building and

ImproveIT™ software does the rest. This immediacy means there is no waste of time for your customers going backwards and forwards with a builder – as a SOL™ distributor, you can design a structure that suits your customers home and budget, almost instantly. The ImproveIT™ software will quickly provide a quote and rotatable 3D drawing at the click of a button! SOL™ structures are built from quality COLORBOND® steel, and can be customised to cover wide spans or even remove intermediate posts or bracing for a streamlined design. The verandahs, patios and carports are fully engineered and feature quality components and fittings to ensure structural stability and premium appearance. As a distributor, you have access to all the high quality products, while offering full flexibility to your customers to choose roof profiles, style, colours, post thicknesses, span lengths, roof pitch and much more. To learn more about available opportunities contact: Australian Distributorship Manager Phone: 02 4646 8250 Email: sales@theoutdoorlife.com.au Web: www.theoutdoorlife.com.au

PROFILE : H A I R DR ESSERS O N T H E M OV E

MOVING ON UP INNOVATIVE NEW MOBILE HAIRDRESSING CONCEPT IS A CUT ABOVE THE REST

airdressers are artists and we have a lot of great hairdressers here in Australia. This is Sara Taylor’s point of view. Sara is the franchisor behind Hairdressers On The Move, the only mobile hair salon franchise of its kind. In Sara’s experience, most hairdressers are very good artisans, but not necessarily the best business people. “I have seen so many hairdressers leave salons and try to go out on their own,” Sara said, “but they have all gone bust in less than two years and it breaks my heart. “They are good hairdressers, but they don’t know how to run a business.” Hairdressers On The Move (HOTM) was created to help hairdressers realise their dream of working for themselves and making a healthy income. The franchise provides the stability, business acumen and financial management systems to help their franchisees manage their own business. Sara shared her views on the difficulties hairdressers faced, “I know how frightening starting up a business can be, I’ve done it,” she said. “I feel it is important for people interested in owning their own business to

have support at home as well as at work. It’s all about seeing the bigger picture and staying focussed on your goal. “HOTM has a small team of experts to ensure that you get where you want to be with all the ongoing support you want.” Sara will take you, personally, step by step through the whole process. “I start with finding out what your strengths are and then marketing those strengths, be it colour specialist, precision cutter, bridal expert, etc,” Sara said. “Everyone is different and I tailor a marketing program to suit each individual HOTM franchisee. Here at HOTM headquarters, we are serious about having our franchisees succeed.” “When you succeed,” Sara noted, “then and only then do we succeed.” “I am all about creating win-win situations and will do whatever is necessary to achieve that goal.” Sara started her mobile business in 2006, at a time when she believed mobile hairdressing had a bad reputation. She brought a level of professionalism to the industry that had not been seen before. “I brought the whole salon with me and gave them 100 per cent attention,” she said. Clients were so impressed when Sara showed up with her salon basin, her professional cases, massage cushion and colour samples. She knew she was onto something good and started franchising. HOTM was created and now has an overflowing database of clients and not enough hairdressers to fill the demand. Sara is looking for hairdressers who are proud of what they do, passionate about their craft and happily committed to giving the best customer service possible. Success with HOTM comes from following the systems that are already in place. The system is working for every hairdresser in the HOTM family, allowing new and existing

114 Business Franchise Australia

franchisees to make more money and make more profit. The specialist team at HOTM help all their franchisees with initial and ongoing training, marketing plans, implementation strategies and provide everything needed to start work immediately. “We provide basically everything our hairdressers need for the first three months, except a car and a good pair of scissors!” said Sara. “And you don’t pay a franchise fee for the first three months either.” This gives new franchisees time to find their feet and start generating some income. Sara said they also waive the franchise fee for four weeks each year, which is essentially holiday pay, so that their franchisees can take a nice, relaxed holiday without feeling the pressure of having to pay the franchise fee. This all goes back to Sara’s belief in the winwin scenario. It is easy to see why qualified hairdressers are choosing to join HOTM. Hairdressers On The Move are now taking expressions of interest Australia wide. For more information, please contact the team at HOTM. Phone: 1300 00HAIR Email: info@hotm.com.au Web: www.hairdressersonthemove.com

E X PERT A DV ICE

COUNTING YOUR CASH THE IMPORTANCE OF FINANCIAL LITERACY TRAINING

n these tough economic and retail trading conditions, business owners and franchisees now more than ever need to understand their business in order to make sound, educated decisions. How much did we make last month? Can we afford to buy new equipment or stock? Why is our bank balance going down when our sales are up and our business is so busy? These questions can make any business owner relatively nervous, especially when they don’t know who to turn to for the answers or advice. Franchisees always (and should always) want to know how well their business is travelling and how much money they are making. The problem is that many franchisees do not have the know-how to obtain this important information. They feel scared to call up head office or their accountant every time they want information about their own business. However, with a better knowledge and understanding of the financial workings of their business, franchisees can often find the answers to these questions themselves - and all it takes is a little financial literacy. So what exactly is financial literacy? It’s being able to understand the language and fundamental concepts that drive business. Many franchisees enter into a business with a fairly low level of financial literacy. Whilst they get very excited about owning their own business, they often do not have the level of financial acumen that is needed to understand the workings of the business and how to measure its profitability and performance. While those at the corporate head office

116 Business Franchise Australia

may understand how the model is meant to operate, it is franchisees who have invested their savings. They need the skills to be able to tell when the business is making money and when the business is not going as well as it should. It is a little like being aware of your body’s warning signs so you can go to the doctor before it is too late. The same principal applies in business. You need to understand the financial workings so you know when to seek assistance or expert advice. Many businesses fail because they are not being managed properly. Having a strong base of financial literacy is the first step to good business management. So what can be done to increase financial literacy? Some training in this area is definitely the best way to start. Don’t be scared to ask head office or your franchise manager to arrange some good financial literacy training for you. Also, when looking for a franchise model in which to invest, you should always ask whether this type of training is part of the induction program. If it’s not then you should seek your own training. My experience is that people generally fear financial and accounting concepts, and with very good reason. It has always been badly taught. But really, there is no need to fear the process or the numbers. It is not nearly as difficult as it appears. So what are some of the basic financial literacy skills that all franchisees should have? Let’s look at three key areas.

Learn how to read your financial statements I wouldn’t be surprised if hearing the words ‘balance sheet’ or ‘income statement’ makes you want to run a mile, and perhaps with good reason. These accounting concepts have always been left for the ‘bean counters’ to take care of. But what people often fail to realise is that the balance sheet and income statement are extremely critical and useful tools which provide very valuable information about your business. And here is a little secret; they are actually really easy to understand, you may just need someone to explain them to you. Let’s start with the balance sheet. The balance sheet is simply a financial snapshot of your business which shows its current health. It shows you what assets the business has and how those assets have been funded (whether through borrowings, your personal savings or profit). The balance sheet tells you how much your business and your investment in the business are actually worth. It can also help you answer some very important questions, such as, ‘Do we have too much inventory?’ or ‘Can we afford to expand?’ and ‘How much should we borrow to do so?’ Each part of the balance sheet tells a unique and valuable story about the business. The income statement, also referred to as the profit and loss statement, shows how profitable your business has been over a certain period of time, or to put it bluntly, how much money you have made. It also shows all your overheads or expenses so you

“You need to be able to powerfully engage with your accountant instead of avoiding him or her.” Alan Liebowitz, Ceo, Discovery Training Solutions.

can see exactly where money is being spent. The balance sheet and income statement are essential tools in managing your business. Your accountant should prepare them for you, but you need to know how to understand them. They will tell you the overall health of your business. You need to be able to powerfully engage with your accountant instead of avoiding him or her. You can and should prepare your own simple profit and loss statement during the year, using a template which your accountant should provide. I recently met a franchisee who told me that when she looked at the financial statements of her business, she was always overwhelmed. All she saw was a whole lot of columns and numbers. After some financial literacy training, she said now she looks at those same statements and knows how to make sense of it all. This gave her confidence in her business and her decisions.

and profit is a simple, but very important concept. This can often be an area of confusion for people new to business. Sometimes businesses just focus on profit and say, ‘things are great…we’re making huge profits this year’. But if the business does not have enough cash to pay its bills or buy more stock, this can be fatal. You can run a business without profits for a while, but you can’t survive without cash – it is like oxygen for the business. On the other hand, you don’t necessarily have to panic if your cash balances have dropped. For example, your balance sheet may show that your cash is down compared to the previous year. You may get a fright, but what you haven’t realised is that you have more stock on hand. You have effectively replaced one asset, which is cash, with another asset, which is stock. This is another reason why it’s important to understand your balance sheet.

Understand your profit margins It’s vital to understand that mark-up on a product is very different to the profit made on selling that product. Mark-up is the percentage increase in price between what you buy a product for and what you sell it for. Whereas the profit margin (often called gross profit margin or GPM) is the portion of the sale price that is profit. How the Balance Sheet and Income Statement come together to tell the financial story of the business

Know that profit is not cash Understanding the difference between cash

Sounds confusing? Let’s look at a simple example. You buy a product for $100 and sell it for $180. The mark-up on the product is 80 per cent. The gross profit margin, however, is 44 per cent. So whilst you have an 80 per cent mark-up, only 44 per cent of what you

sell the product for is profit for the business. These simple accounting concepts allow you to make more informed decisions when buying and selling stock. For franchisees, knowing these concepts can be empowering, especially when conversing and dealing with suppliers, franchise managers and head office.

Summary Accounting knowledge and financial literacy are essential in facing the challenges of today’s business environment. Understanding some basic accounting principles will help you understand the numbers in your business more clearly. One of the biggest differences between successful and unsuccessful business owners is being on top of the numbers. Don’t let your financial literacy get in the way of making your business a success. Alan Liebowitz is a chartered accountant and CEO of Discovery Training Solutions. Alan is an experienced financial literacy coach and provides training to individuals and business from various organisations including the franchise industry. Discovery Training Solutions runs financial literacy workshops called ‘Accounting Comes Alive’ – a ONE day fun and interactive workshop, using colour accounting to empower people with financial literacy skills required to understand business. For more information contact Alan at: Phone: 0412 222 663 Email: alanl@discoverytraining.com.au Web: www.discoverytraining.com.au

Business Franchise Australia 117

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ISBN: 978-0-6465443-0-4 RRP: $38.95 Jumpshift! is a new book written by Michael Sherlock, former MD of Australasian franchising icon Brumby’s Bakery and Alan Anderson, the management consultant who worked with Michael and his TEAM to turn around the ailing business. Jumpshift! outlines the successful business strategies employed to drive the growth journey of Brumby’s Bakery in the period of its greatest transformation from 2002 until its purchase by ASX-listed Retail Food Group in 2007. In that period, Michael Sherlock and his TEAM applied an eight step process that transformed the business into the second largest bakery franchise system in Australasia and drove its capitalised value from $6 million to $46 million. One of the clear aims of this book is to provide a practical guide to the leadership and management of businesses. Those people who work in franchised operations, or who intend to purchase a franchise, would benefit from reading the book which contains many practical hints for choosing the right franchise and running a successful franchise. Jumpshift! is designed to be a ‘read now, apply tomorrow’ type of management book. Most business books show you one piece of the puzzle, Jumpshift! shows you all the pieces and step-by-step guidelines as to how to put them together. Each chapter concludes with tips and self-analysis tables which can be applied to businesses based on proven, real-world methods to: • develop and execute a plan using the eight step business Sat Nav program and identify your BHAG • strategies to increase customer count and CRM • implement change successfully and record the results on the Dashboard • build a winning culture, become an employer of choice • improve communication simply, including stand up meetings • retain TEAM members, incentivise and give them the ‘owners eye’

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• build the double bottom line, increase profitability and fun Greg Nathan, Founder, Franchise Relationships Institute and author of Profitable Partnerships and the Franchise E- Factor, states, “Jumpshift! is not just an enjoyable read – it’s a detailed operations manual for business success. The practical, take out value is enormous, especially for anyone in retail franchising.”

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120 Business Franchise Australia

associated with signing contracts. For visitors new to the industry, the Expos will include the highly popular Franchising Boot Camp, designed to give a complete overview of franchising in a power-packed and practical session. The Franchising Boot Camp aims to provide essential knowledge to those visitors who are in the early stages of their franchising journey. This session will include an open discussion between the audience and a panel of franchisees, to provide visitors with relevant experiences and a practical perspective. As the largest and longest running exhibition series in the franchising industry, the Franchising & Business Opportunities

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Behind the Headlines SA Government set to introduce franchise legislation by stealth The South Australian government has introduced franchise legislation by stealth via a previously unannounced amendment to its exposure draft of the Small Business Commissioner bill, which enables the state to adopt and enforce penalties for breaches of existing national industry codes, including the Franchising Code of Conduct, and the Oil Code, among others. The Small Business Commissioner Bill 2011, which is understood to already be at an advanced stage of the legislative approval process, would allow the Minister responsible for this Act to prescribe industry codes and to empower the Small Business Commissioner to investigate and prosecute for breaches, including imposing fines and penalties up to $50,000 to breaches of these codes. Mandatory industry codes prescribed under the ACL are enforced by the Australian Competition and Consumer Commission (ACCC). The SA Small Business Commissioner Bill is silent on the issue of double-jeopardy, meaning that a franchisor who breaches the Franchising Code of Conduct could be prosecuted twice for the same breach. Despite a recent press release by SA Business Minister, Tom Koutsantonis, which stated that the SA Small Business Commissioner Bill is based on the existing Victorian Small Business Commissioner model, the SA Bill goes far beyond any existing Small Business Commissioner model. The SA Bill effectively seeks to regulate franchising by allowing the adoption of the Franchising Code of Conduct as a law of

122 Business Franchise Australia

South Australia, the investigative powers bestowed on the Commissioner, and the power to levy substantial fines. Failing to cooperate with the Commissioner is also an offence, meaning that any franchisor who does not assist the Commissioner will also face substantial fines and penalties, even if they justifiably believe that Franchising Code issues are the sole responsibility of the ACCC.

Real estate franchise enters administration; CEO forced out Capped commission real estate franchise, Go Gecko, has placed itself in voluntary administration, with the company’s board forcing Chief Executive, Geoff Doyle, to resign, according to a newspaper report. Doyle was the founder of Go Gecko’s franchise expansion and the public face of the company, featuring in its advertisements. The administration is believed to affect only eight company-owned Go Gecko outlets, of which two may close, according to new Chief Executive, Noel Scully. Approximately 40 franchisees were informed of the developments at a meeting earlier this week. Their outlets are not subject to the voluntary administration. While no reason has been given for the VA, the Real Estate Institute of Queensland has noted a 45 per cent decline in property activity from its peak in 2007, an oversupply of properties for sale and the negative impact of natural disasters in Queensland could all have been factors. Go Gecko launched in 2006 and pioneered the franchising of capped commission real estate agencies, charging $5,950 to sell a property, regardless of the sale price.

Angus & Robertson franchisees move to Collins Booksellers A group of Angus & Robertson franchisees will move to Collins Booksellers following an acquisition of an undisclosed number of outlets, according to media reports. An initial group of stores will move across immediately, with more to follow, according to Collins Managing Director, Daniel Jordan. The remaining Angus & Robertson stores are likely to be considered for acquisition, or be left to trade as independents, following the announcement that administrators for A&R parent company, REDgroup Retail, were unable to find a buyer for the business as a going concern.

McDonalds to fuel trucks with biodiesel in oil-rich state McDonalds has unveiled plans to expand the number of countries in which its delivery trucks are fueled by biodiesel made from the chain’s recycled frying oil, but in an unlikely move, the next country will be the oil-rich United Arab Emirates. McDonald’s has partnered with a local producer to make up to one million litres of biodiesel per year, at the same price of normal diesel. Vehicles that use the new fuel will not require any modification. Despite its status as an oil-rich nation, the United Arab Emirates has established itself as a regional leader among Gulf states for supporting the development of renewable energy resources. Other countries where McDonalds trucks are fueled by biodiesel made from recycle frying oil include England and Austria.

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4 Graeme Ave, Montmorency Vic 3094 P 03 9432 5445 F 03 9432 5440 Contact Wayne Billings E wayne.billings@billingslong.com.au www.billingslong.com.au

315 Ferntree Gully Road, Mount Waverley VIC 3149

The Billings Long shop fitting operation specialises in retail food.

Contacts Raynia Theodore, Principal / John Sier, Principal

This means that we understand food brands and how to care for your brand. It also means that Billings Long is fluent in all aspects of the retail food franchise process. We are experts in securing permits and understand complex retail food regulations. It is this knowledge, combined with exceptional attention to detail and successful deliveries that has positioned Billings Long as a leader in the industry. Our extensive experience in shop fitting for retail food brands across every state in Australia is why we’re so comfortable saying that we are the experts. Billings Long is a genuine one-stop shop fitting solution, with a workshop producing signage, joinery and cabinetry and a network of qualified tradesmen to deliver quality fit outs against critical deadlines. This means Billings Long has 100% control over quality and 100% control over your project to ensure your grand opening happens on the day you planned.

P 03 8540 0200 F 03 8540 0202 E raynia.theodore@mst.com.au www.mst.com.au MST is one of Australia’s leading franchising law firms. Our lawyers provide solutions and advice for all franchising-related matters. Our clients include existing and prospective franchisors and franchisees, as well as suppliers to the franchising sector. MST’s expertise and experience cover all domestic and international franchising legal issues, and our network of international affiliations allows team members to stay in touch with global franchising trends and developments. Our experienced team has acted for many new and emerging franchise systems, including some of the best-known names in Australian franchising.

Billings Long. Building Excellence. Every single time.

We also maintain solid working relationships with other skilled professional advisers in the franchising sector, allowing us to provide advice and services beyond the scope of most law firms.

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124 Business Franchise Australia

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FRANCHISE LISTINGS FRANCHISE ANYTIME FITNESS AUSTRALIA Ground floor, 71 Longueville Rd, Lane Cove, NSW 2066 Ph: 1300 766 202 Fax: 02 9415 5399 Email: info@anytimefitness.com.au Website: www.anytimefitness.com.au

NATURE OF BUSINESS

OUTLETS

ASSOC MEMBER

INITIAL FEE

MIN INVEST

HEALTH AND FITNESS

90 Aus

FCA

$44,900 plus GST

$200,000 plus equipment leasing plus monthly franchise fee of $900

ELECTRICAL TEST AND TAG

FCA

$29,500

$40,000 + GST + Vehicle

BACKCARE & SEATING 4 Guilfoyle Ave, Coburg VIC 3058 Ph: 03 9353 0500 Fax: 03 9353 0599 Email: mark.c@backcare.com.au Website: www.backcare.com.au

COMMERCIAL SEATING ERGONOMICS RETAIL HEALTHCARE

4 (@1/2/11)

N/A

$30,000 $50,000

$150,000 + (dependent upon site conditions)

BAKERS DELIGHT Level 1, 293 Camberwell Road, Camberwell VIC 3124 Ph: 1300 309 759 Email: franchiserecruitment@bakersdelight.com.au Website: www.bakersdelight.com.au

FRANCHISED RETAIL BAKERY BUSINESS

700 across AUS & NZ

FCA & FANZ

$30% or $150,000

RETAIL OF BATTERIES AND PORTABLE POWER ACCESSORIES

FCA

$49,900 + GST

$250,000 + GST

Not disclosed

APPLIANCE TAGGING SERVICES 80 Patterson Road, Bentleigh VIC 3204 Ph: 1300 287 669 Fax: 03 9557 4854 Email: steve@ats.com.au Website: www.appliancetaggingservices.com.au

BATTERY WORLD AUSTRALIA PO Box 46, Brisbane Market, QLD 4106 Ph: 07 3373 1764 Fax: 07 3373 1770 Email: jamest@batteryworld.com.au Website: www.batteryworld.com.au/franchising BEAUMONT TILES 39 Kerry Road, Archerfield QLD 4108 Ph: 0418 239 875 Fax: 07 3216 7021 Email: tdixon@tile.com.au Website: www.tile.com.au

CERAMIC TILE RETAIL AND TRADE

Franchise Council of Australia / Australian Tile Council

BLOW DRY BAR 19-27 Martin Place Sydney NSW 2000 Ph: 02 9223 6217 Email: info@blowdrybar.com.au Website: www.blowdrybar.com.au

EXPRESS BLOW DRY SALON

$35,000

$65,000

TYRES, WHEELS & BATTERIES

133

$100,000 + GST

$400,000+

WEIGHT LOSS & ANTI AGING BODY & HEALTH SOLUTIONS Shop 176, Watergardens Wellness Centre, 399 Melton Hwy, Taylor’s Lakes 3038 SERVICES Ph: 03 9390 6609 Fax: 03 9390 6609 Email: skinhealth@optusnet.com.au Website: www.bodyandhealthsolutions.com.au

$47,900 + GST

$175,000 + GST (+fit out)

BRAZILIAN BEAUTY (AUST) PTY LTD 45 Crosby Road, Albion QLD 4010 Ph: 07 3857 4181 Fax: 07 3857 6212 Email: headoffice@brazilianbeauty.com.au Website: www.brazilianbeauty.com.au

BEAUTY AND CUSTOMER SERVICE EXCELLENCE

FCA

$45,000

$250,000 - $350,000

BUCKING BULL 15 Garden City Office Park, 2404 Logan Road, Eight Mile Plains QLD 4113 Ph: 07 3423 0555 Fax: 07 3423 0600 Email: franchise@buckingbull.net Website: www.buckingbull.net

ROAST GRILL & CARVERY

FCA

PRICE AVAILABLE UPON REQUEST

CONVENIENCE RETAIL

625+

MASTERS IN PAVEMENT MAINTENANCE

FCA

$26,000 (ex GST)

$88,000 (ex GST)

DUSTER DOLLIES PO Box 16, Forestville NSW 2087 Ph: 02 9905 9973 Fax: 02 9907 2647 Email: julie@dusterdollies.com.au Website: www.dusterdollies.com.au

HOMEBASED MANAGEMENT FRANCHISE

FCA

$22,500

$50K

ELLA BACHÉ 2 Lambs Road, Artarmon NSW 2064 Ph: 02 9432 5090 Fax: 02 9439 6267 Email: mhaydar@ellabache.com.au Website: www.ellabache.com.au

SKIN CARE, BEAUTY INDUSTRY

$22,000

$200,000 - $300,000

BOB JANE CORPORATION PTY LTD 471 Williamstown Road, Port Melbourne, VIC 3207 Ph: 03 9091 0777 Fax: 03 9091 0735 Email: reception@bobjane.com.au Website: www.bobjane.com.au

CALTEX AUSTRALIA 2 Market Street, Sydney NSW 2000 Ph: 02 9250 5000 Fax: 02 9250 5115 Email: franchdev@caltex.com.au Website: www.caltex.com.au CRACKMASTERS 6/22 Apparel Close, Breakwater VIC 3219 Ph: 03 5222 8227 Fax: 03 5222 8692 Email: info@crackmasters.com.au Website: www.crackmasters.com.au

ESPRESSO ESSENTIAL 32 Hutchinson Street, Burleigh QLD 4220 Ph: 07 5507 5111 Fax: 07 5522 0679 Email: info@espressoessential.com Website: www.EspressoEssential.com

Franchise Council $150k to $800k of Australia

150 Franchise Council Nationally of Australia (FCA)

$150k

FULLY AUTOMATIC ESPRESSO COFFEE SYSTEMS

FRANCHISE COUNCIL OF AUSTRALIA

$99,000 +

COURIER SERVICE

631

FCA & FANZ

From $25K

$25K

RETAIL FOOD OUTLET

FCA

From $200,000 + GST

HAIR SALON

650 WORLDWIDE

FCA

$50,000

$100,000 - $350,000

GELATO RETAILER

41 WORLDWIDE

FCA

$40,000

$300,000

TILE & GROUT RESTORATION

FCA & FANZ

$29,950

MOBILE HAIRDRESSING FRANCHISE

FCA

$15,000

$30,000

CAFÉ FRANCHISE

FCA

Between $25K - $60K

Between $180K $480K

INDEPENDENT PROPERTY INSPECTIONS 1/38 Margaret Street, Moonee Ponds VIC 3039 Ph: 1800 17 88 22 Fax: 03 9375 7769 Email: info@ipi.net.au Website: www.ipi.net.au

INDEPENDENT PROPERTY INSPECTIONS

FCA, MBA, HIA

$55,000 + GST

$75,000 + GST

JAMES’ HOME SERVICES 2/101 Brisbane Road, Mooloolaba QLD 4557 Ph: 1800 1 52637 Fax: 07 5444 7061 Email: jameshomeservices@bigpond.com Website: www.jameshomeservices.com.au

MOBILE HOME SERVICES

360

Businesses start at $32,900 + GST

$20,000 - $50,000

LAWN MOWING AND GARDEN CARE

1881

FCA

From $20,000

$20,000

JUMPING CASTLE DELIVERY & INSTALLATION

IFA, AALARA, IAAPA

POA

FROM $35K

HAIRDRESSING

175 across Australia & New Zealand

FCA

$38.5K

$160K-$240K

INDUSTRIAL & COMMERCIAL CLEANING

FCA

NIL

$25,000

KWIK KERB PO Box 103, Mt Ommaney QLD 4074 Ph: 1800 773 231 Fax: 07 3717 6777 Email: kkinfo@kwikkerb.com.au Website: www.kwikkerb.com.au

DOMESTIC & COMMERCIAL CONCRETE EDGING

300+

POA

LEATHER & VINYL DOCTOR (THE) 2/52 Export Drive, Molendinar QLD 4214 Ph: 1300 453 284 Email: info@theleatherdoctor.net.au Website: www.myleatherdoctor.com.au

MOBILE LEATHER & VINYL REPAIRS

Starting from $45,000 + GST

$60,000 + GST

FRESH & VALUE-ADDED CHICKEN PRODUCTS

200 stores

FCA

$50,000 + gst

$180,000 to $400,000

N/A

$90,000 - $120,000

FASTWAY COURIERS Level 9, 491 Kent Street, Sydney NSW 2000 Ph: 02 8263 3900 Fax: 02 9264 4966 Email: fso@fastway.com.au Website: www.fastway.com.au FERGUSON PLARRE BAKEHOUSES 35 Harrick Road Keilor Park VIC Ph: 03 9336 3200 Fax: 03 9336 3266 Email: franchising@fergusonplarre.com.au Website: www.fergusonplarre.com.au FRANCK PROVOST PARIS 129 Bourke Street (Head Office), Woolloomooloo NSW 2011 Ph: 1300 372 624 Email: franchise@franckprovost.com.au Website: franckprovost.com.au GELATISSIMO Unit 6, 9-11 South Street, Rydalmere NSW 2116 Ph: 02 8845 0100 Fax: 02 8845 0199 Email: dom@gelatissimo.com.au Website: www.gelatissimo.com.au GROUT PRO AUSTRALIA Ph: 1800 822 459 WA/SA/VIC/TAS Email: rush.s@groutpro.com.au QLD/NT/NSW/ACT Email: lawrence.o@groutpro.com.au: Website: www.groutpro.com.au HAIRDRESSERS ON THE MOVE PO Box 28, Narrabeen NSW 2101 Ph: 0412 199 973 Email: info@hotm.com.au Website: www.hotm.com.au HUDSONS COFFEE Level 6, 257 Collins Street, Melbourne VIC Ph: 03 8631 7700 Fax: 03 8631 7799 Email: office@hudsonscoffee.com.au Website: www.hudsonscoffee.com.au

JIM’S MOWING 48 Edinburgh Road, Mooroolbark VIC 3138 Ph: 13 15 46 Fax: 03 9780 9987 Email: national@jims.net Website: www.jimsmowing.net JUMPING J-JAYS CASTLES & SLIDES 10/477 Tufnell Road, Banyo QLD 4014 Ph: 1300 227 853 Fax: 07 3267 3429 Email: franchisesales@partycastles.com Website: www.partycastles.com.au JUST CUTS Level 1, 4-6 Kingsway, Cronulla NSW 2230 Ph: 1800 334 498 Fax: AUS 02 9527 5144 Email: chiree@justcuts.com Website: www.justcuts.com KLEENA CLEANERS (SA) PTY LTD 38 Nelson Street, Stepney SA 5069 Ph: 08 8363 4488 Fax: 08 8363 5377 Email: info@kleena.com.au Website: www.kleena.com.au

LENARDS PO Box 5630 West End QLD 4101 Ph: 1800 068 111 Fax: 07 3100 7888 Email: info@lenards.com.au www.lenards.com.au LUXAFLEX® Window Fashions Gallery 338 Victoria Road, Rydalmere NSW 2116 Ph: 02 9638 8000 Fax: 02 9638 8832 Email: mark.futeran@hunterdouglas.com.au Website: www.luxaflex.com.au

WINDOW COVERINGS RETAIL SHOWROOM

MINI MAESTROS PO Box 615, Carlton North VIC 3054 Ph: 03 9387 1500/1300 786557 Fax: 03 9387 6366 Email: phil@minimaestros.com.au Website: www.minimaestros.com.au

EDUCATIONAL MUSIC PROGRAM FOR PRESCHOOLERS

25/83

N/A

$5,500

$16,500 incl GST

NANDO’S AUSTRALIA 453 Lygon Street North, Brunswick East VIC 3057 Ph: 03 9385 0777 Fax: 03 9384 0888 Email: reception@nandos.com.au Website: www.nandos.com.au

FLAME-GRILLED PERI-PERI CHICKEN RESTAURANTS

270 +

FCA

$45,000 + GST

$380,000 - $450,000 + GST

NATRAD 40 Overseas Drive Noble Park VIC 3174 Ph: 03 9795 1255 Fax: 03 9795 0807 Email: haydn.roberts@natrad.com.au Website: www.natrad.com.au

AUTOMOTIVE RADIATORS AND AIR CONDITIONING

FCA, AAAA, VASA

$10,000

Conversion of existing business $30,000 – New site or purchase varies

Business Franchise Australia 125

FRANCHISE LISTINGS FRANCHISE

NATURE OF BUSINESS

OUTLETS

ASSOC MEMBER

INITIAL FEE

MIN INVEST

FRANCHISE POS SOLUTION

FCA, RCA, AHA

PARTY SUPPLIES RETAIL FRANCHISE

FCA

$40,000

$290,000

PICK N SAVE AUSTRALIA Adelaide Ph: 0400 300 555 Email: mark@picknsave.net.au Website: www.picknsave.net.au

ADVERTISING & PRINTING

$4990

POOLWERX 5 Moorak Street, Taringa QLD 4068 Ph: 1800 245 447 Fax: 07 3217 8900 Email: joinourteam@poolwerx.com Website: www.poolwerx.com

POOL SERVICES

250

FCA, FANZ

$45,000 INC. GST

$93,950 INC. GST

RASHAY’S CAFÉ & RESTAURANTS Level 31, ABN AMRO Tower, 88 Phillip Street, Sydney NSW 2000 Website: www.rashays.com/franchise

CAFÉ & RESTAURANT

FCA

$300,000

RED ROOSTER Unit 2/200 Wellington Road, Clayton VIC 3168 Ph: 03 9582 8716 Fax: 03 9582 8744 Email: gary.glen@red-rooster.com.au Website: www.redrooster.com.au

FAST FOOD OVEN ROASTED CHICKEN

370+

FCA

$50K

$350K+

RP VENDING SYSTEMS Unit 6/1 Talavera Road, North Ryde NSW 2113 Ph: 1800 066 112 Fax: 02 9889 8900 Email: sales@rpvending.com.au Website: www.rpvending.com.au

VENDING MACHINE BUSINESS OPPORTUNITY

N/A

AAVA

N/A

$9,000

RYCO 24*7 19 Whitehall Street, Footscray VIC 3011 Ph: 03 9680 8000 Fax: 03 9680 8001 Email: sales@ryco.com.au Website: www.ryco.com.au

HYDRAULIC MOBILE CONNECTOR SPECIALISTS

FCA – Franchise Council of Australia

POA

SCHNITZ Level 2, 3 River Street, South Yara VIC 3141 Ph: 0410 649 808 Fax: 1300 854 534 Email: franchising@schnitz.com.au Website: www.schnitz.com.au

PAN-COOKED SCHNITZEL CAFÉ & RESTAURANTS

FCA

$35,000 + GST

$350,000 - $450,000 + GST

SE7EN GOURMET TAKEAWAY 15 Garden City Office Park, 2404 Logan Road, Eight Mile Plains QLD 4113 Ph: 07 3175 0637 Fax: 07 3423 0600 Email: mail@se7en.com.au Website: www.se7en.com.au

RETAIL FAST FOOD/ TAKEAWAY

FCA

PRICE AVAILABLE UPON REQUEST

SKEWERZ KEBABZ 15 Garden City Office Park, 2404 Logan Road, Eight Mile Plains QLD 4113 Ph: 07 3175 0632 Fax: 07 3423 0600 Email: mail@skewerz.net.au Website: www.skewerz.net.au

RETAIL FAST FOOD/ TAKEAWAY

FCA

PRICE AVAILABLE UPON REQUEST

OUT OF SCHOOL HOURS CARE (OOSH)

Over 70 in NZ

FCA, FANZ

POA

SELLING HIGH QUALITY AUSTRALIAN MATTRESSES

FCA

$15,000

$100,000

24 HOUR FITNESS FRANCHISE

FCA

$40K plus GST

$450K-$550K inc. Equip. Leasing

SNAP-ON TOOLS (AUSTRALIA) PTY LTD 80 Holbeche Road Arndell Park NSW 2148 Ph: 1800 762 766 Fax: 02 9837 9199 Email: nicholas.hudson@snapon.com Website: www.snapontools.com.au

MOBILE TOOL AND EQUIPMENT STORE

160

FANZ FCA

$40,000

$37,000 with Snapon finance

SNOOZE SLEEP WELL PTY LTD 21a Shierlaw Avenue, Canterbury VIC 3126 Ph: 03 9830 4166 Fax: 03 9888 6328 Email: alistairb@snooze.com.au Website: www.snooze.com.au

BEDDING RETAILER

Franchise Council of Australia

$50,000

$450,000+

SOL HOME IMPROVEMENTS Suite 110, VUE, 1 Centennial Drive, Campbelltown NSW 2560 Ph: 1800 765 765 Fax: 02 4627 5915 Email: sales@theoutdoorlife.com.au Website: www.theoutdoorlife.com.au

PATIO, PERGOLA, VERANDAH AND CARPORT DISTRIBUTION

In startup, currently 11

N/A

By negotiation

SPRAY PAVE AUSTRALIA GPO Box 501, Green Acres SA 5086 Ph: 1800 688 888 Fax: 08 8266 5360 Email: spraypave@senet.com.au Website: www.spraypave.com

SAFETY & DECORATING TO ALL INSIDE & OUTSIDE CONCRETE

$20,000 (Licence Only)

75 P/W

STAIN BUSTERS CARPET CLEANING 143 Langdon Avenue, Wanniassa ACT 2903 Ph: 1300 0 78246 Fax: 02 6231 2111 Email: admin@stainbusters.com.au Website: www.stainbusters.com.au

carpet CLEANING FRANCHISE

FCA

$35,000+GST

From $80,000

SUPPLY OF BUSINESS TO BUSINESS HAND SANITIZING SOLUTIONS

FCA

$25,000

$55,000

RESTORATION CLEANING

FCA, NUCCA

From $20,000

From $30,000

MOBILE BEAR MAKING PARTIES

N/A

$35,000 including 8 machines

<$42,000

MEXICAN RESTAURANT, BAR AND TAKEAWAY

Restaurant Catering Victoria

$50,000

$450.000

RETAIL TELECOMMUNICATIONS

153

FCA

$100,000

TELECOMMUNICATIONS AND MEDIA

199

NIL

$250,000 - $350,000

CHOCOLATE AND COFFEE CAFÉ FRANCHISE

FRANCHISE COUNCIL OF AUSTRALIA

$40,000+$10,000 TRAINING

$250,000

STEEL BUILDINGS SALES AND INSTALLATION

FCA. Australia Steel Institute. Shed Safe accredited

$25,000

$45,000

TOTAL TOOLS 19 Grimes Court Derrimut VIC 3030 Ph: 03 9394 4300 Fax: 03 9394 1699 Email: newstores@totaltools.com.au Website: www.totaltools.com.au

TRADE & INDUSTRIAL TOOL RETAILER

FCA

$50K

$800K - $1MIL

UNITED PETROLEUM FRANCHISE PTY LTD 200 Hoddle Street, Abbotsford VIC 3067 Ph: 03 9413 1652 Fax: 03 9413 1401 Email: franchiseinfo@unitedpetroleum.com.au Website: www.unitedpetroleum.com.au

PETROL AND CONVENIENCE RETAILER

260+ outlets Australia wide

FCA

$145,000 + GST

$450,000 + GST

TV EMAIL VIDEO ADVERTISING PRODUCTS

N/A

$9,900 + GST TOTAL OUTLAY

$9,900 + GST

ORDERMATE POS 59 Fennell Street, Port Melbourne VIC 3207 PH: 1300 667 067 Fax: 1300 667 101 Email: sales@ordermate.com.au Website: www.ordermate.com.au PARTY SHOP Chadstone Shopping Centre Tel: 03 9564 3400 Fax: 03 9568 3752 Email: jack@partyshop.com.au Website: www.partyshop.com.au

SKIDS AUSTRALIA PO Box 37, West Beach SA 5024 Ph: 08 8272 8488 or 0439 803 078 Fax: 08 8121 1835 Email: vicki@skidsaustralia.com.au Website: www.skidsaustralia.com.au SLEEPY’S PO Box 7252, Hemmant QLD 4174 Ph: 07 3895 4100 Fax: 07 3395 6096 Email: gavin.croft@mattressinvestments.com.au Website: www.sleepys.com.au SNAP FITNESS AUSTRALIA PO Box 41, Cannon Hill, QLD 4172 Ph: +61 435 841 811 Email: cmcgill@snapfitness.com.au Website: www.snapfitness.com.au

STAYCLEAN HANDS PTY LTD 261 Churchill Rd, Prospect SA 5082 Ph: 1300 769 967 Fax: 1300 883 989 Email: info@staycleanhands.com Website: www.staycleanhands.com STEAMATIC 23 Jarrah Drive, Braeside, VIC 3195 Ph: 03 9587 6333 Fax: 03 9587 6572 Email: othrelfall@steamatic.com.au Website: www.steamatic.com.au STUFFLERS FRANCHISES PTY LTD 10/477 Tufnell Road, Banyo, QLD 4014 Ph: 1800 STUFFLERS (1800 788 335) Fax: (07) 3267 3429 Email: franchisesales@stufflers.com Website: www.stufflers.com TACO BILL MEXICAN RESTAURANTS 375 Clarendon St, South Melbourne VIC 3205 Ph: 03 9690 2077 Fax: 03 9696 0868 Email: amigo@tacobill.com.au Website: www.tacobill.com.au TELECHOICE 74 Eastern Road, South Melbourne VIC 3205 Ph: 03 8699 2555 Fax: 03 8699 2550 Email: franchise@telechoice.com.au Website: www.telechoice.com.au TELSTRA CORP LIMITED, Telstra Licensed Store Program Email: Telstra.licensed.stores@team.telstra.com Website: http://telstra.com.au/licensedshops THEOBROMA CHOCOLATE LOUNGE 38 Bellevue Street Preston VIC 3072 Ph: 03 9480 1030 Email: WA, QLD, NT & NZ ross@theobromachocolatelounge.com.au Email: VIC, SA, NSW & ACT wayne@theobromachocolatelounge.com.au THE SHED COMPANY Level 1, Evandale Place, 142 Bundall Road, Bundall QLD 4217 Ph: 07 5574 3666 Fax: 07 55743222 Email: info@theshedcompany.com.au Website: www.theshedcompany.com.au

VMBIZ PTY LTD 155 Varsity Pde, Varsity Lakes QLD 4227 Ph: 1300 558 626 Fax: 07 5677 0612 Email: eric@vmbiz.com.au Website: www.vmbiz.com WET-SEAL PO Box 481, Coffs Harbour NSW 2450 Ph: AUS: 1800 025 081 NZ: 0800 436 000 Fax: +61 2 6650 8699 Email: franchise@wet-seal.ws Website: www.wet-seal.net

SUPPLY & INSTALLATION OF 47 in Australia / 8 WATERPROOFING & UNDERFLOOR in New Zealand HEATING SYSTEMS

AUD +GST, FCA, FANZ, HIA, MBA $50K 50K NZD +GST

$50K AUD +GST, $50K NZD +GST

WOK IN A BOX 4a, 60 West Tce, Adelaide SA 5000 Ph: 08 8410 4700 Fax: 08 8410 4300 Email: alan@wokinabox.com.au Website: www.wokinabox.com.au

GREAT HEALTHY TASTING ASIAN FRESH CUISINE

32 franchised & 1 company store

FCA

$30K

$220K-$250K incl. initial franchise fee

XPRESSO DELIGHT 5023 Emerald Islands Drive, Carrara QLD 4211 Ph: 04 1466 9101 Fax: 07 5579 9362 Website: www.xpressodelight.com.au

TRANSPLANT CAFÉ EXPERIENCE INTO WORKPLACE

150

FCA/FANZ

$22,500

$69,400

126 Business Franchise Australia

A-Z FRANCHISE DIRECTORY anytime fitness Anytime Fitness is a 24-hour fitness club franchise with 1,600 clubs open worldwide, including 90 in Australia and 200 territories sold. Anytime Fitness was introduced into Australia in 2008 by siblings Justin McDonell and Jacinta McDonell Jiminez who have grown their franchise to an annual turnover exceeding $3.3M in 2009/10 with plans to open 300 clubs within the next five years. Franchisees have access to an internationally-proven

business model, strong branding and local experienced and passionate entrepreneurs. They can run multiple clubs remotely and require low labour, providing them with more free time and a balanced lifestyle. The security system allows for worry-free management even during non-staffed hours. The monthly franchise fees are low and fixed allowing franchisees to benefit from their own business’ growth. Anytime Fitness Australia: www.anytimefitness.com.au or 1300 766 202

APPLIANCE TAGGING SERVICES Looking for a franchise with on-going repeat business, large territories and access to an existing client base to get you started? With over 10 years experience, ATS are Australiawide specialists in Electrical Testing and Tagging in accordance with AS/NZS 3760:2003. Providing expert technical, admin, business and sales support, access to our National client base and comprehensive on and off-site training, ATS are committed to helping its franchisees grow profitable and successful businesses.

backcare & seating Backcare & Seating (BCS) is a unique retail concept, established in Melbourne for over twenty years, and with franchise operations operating in Melbourne, Adelaide and Sydney. A new Master Franchise has taken control of the brand, and is set to build on the strong foundation of the original licensor to expand the store network to fifteen + stores in ten years. BCS provides in-store service to clients seeking solutions for existing back issues. This may be in commercial seating, ergonomic products, bedding, back-supports, lifestyle, aged and healthcare seating.

Bakers Delight Bakers Delight, Australia’s most successful bakery franchise, was established in 1980. An Australian owned company, Bakers Delight has over 700 bakeries employing more than 15,000 people, serving 2 million regular customers per week throughout Australia, New Zealand, and Canada. Bakers Delight is looking to recruit 150 new

BATTERY WORLD AUSTRALIA Australia’s leading battery retailer Battery World is offering qualified individuals a unique retail opportunity with a great growth potential. Battery World stores carry batteries for everything from mobile phones and laptops to vehicles and boats. With 78 stores throughout Australia we are the largest and most comprehensive retail franchise network focused on the battery category.

No prior electrical experience is required, just a passion for safety and a commitment to growing your business. With low entry fees, minimal franchisee administration, and average returns between $1,000 and $3,000 per week an ATS franchise may be just the opportunity for you. For further information please contact Steve Wren, National Sales Manager on 1300 287 669 or visit www.appliancetaggingservices.com.au

In addition to retail, BCS has a strong commercial division working externally with local corporate businesses, government departments, SOHO operatives and rehab providers to establish optimum working environments. BCS franchises sell one-off chairs to individuals, as well as service large fit-outs of over 600x chairs, which is aided by the fact the brand controls its own Australian-based manufacturing facility. Potential franchisors have an interest in ergonomics, healthcare and generally providing backcare solutions to broad areas of the population. For further information contact Mark Cohen on 03 9353 0500.

franchisees for new and existing sites, across its international network. Bakers Delight holds a healthy 13.8 per cent share of the Australian bread market (Roy Morgan Single Source data May 2011) – a stable market based on a love of freshly baked bread, and growing demand for nutritionally sound produce. The fresh bread market in Australia is currently worth AUD $2.8 billion.

If you want to invest your time and money in a powerful franchise, Battery World offers a unique opportunity to tap into an ever-growing market. A select number of franchises are currently available throughout Australia for motivated individuals with strong communication skills and a background in customer service. For further information about Battery World contact James Taylor 07 3373 1764 or visit www.batteryworld.com.au/franchising.

Business Franchise Australia 127

A-Z FRANCHISE DIRECTORY BEAUMONT TILES

We value our staff and we believe in a fair go for all.

Beaumont Tiles are Australia’s favourite place for tiles and bathroomware!

We have around 80 stores in SA, Queensland, Victoria and New South Wales. 40 are company owned and managed (we call them corporate) and the others are franchised.

We also happen to think that ceramic tiles are pretty cool. We are definitely not an ‘average’, ‘corporate’, ‘franchised’ business. We are proudly unique in what we do and how we do it. This doesn’t mean that we do weird things. It simply means that we have held firmly to certain principles. We are still family owned and managed. We believe in honesty and integrity.

blowdrybar We currently have nine locations Australia wide and have experienced 320 per cent growth in only two and a half years. The first salon opened in Sydney two and a half years ago. We have been inundated with enquiries and are currently busy finding sites to match the demand of the number of applications we receive. We plan to open a further 15 salons within the next

Bob Jane T-Marts Bob Jane T-Marts is Australia’s largest independent tyre retailer with a national network of franchised and company owned stores. Bob Jane T-Marts sell a range of tyres for passenger vehicles, 4WDs, performance and commercial vehicles as well as an extensive range of wheels and reliable batteries. We also perform associated wheel and tyre services utilising industry leading technology. Every Bob Jane T-Marts store is run by a franchise owner or manager who possess the sound business

Body and Health Solutions If you are passionate about weight loss, health and wellbeing then ‘Body and Health Solutions’ is offering a fantastic opportunity to have your own business. Body and Health Solutions is a very unique wellbeing Franchise. 3 different business models are available. Model 1, for the individual who would like the option of working from home with the flexibility of a home based business. Model 2 for the professional who would like to have a shop base, but would like to minimize their investment and, Model 3 for the entrepreneurial spirit who would

There is no, ‘us’ and ‘them’ at Beaumonts because whatever we do is for the benefit of all. We all share the same systems, product, price structure, infrastructure and marketing. For the full story contact Trevor Dixon tdixon@tile.com.au or ph 0418 239 875 www.tile.com.au

12 months across Australia and New Zealand. Our Franchisees don’t require any Hairdressing experience at all. We source the staff and trial and train them for all our franchisees. We recruit franchisees who are ambitious, passionate about our brand and who would like to secure their financial future by joining one of the fastest growing franchises in Australia. Please email all enquiries to nathan.cuneen@blowdrybar.com.au

skills, enthusiasm, drive and ambition to provide excellence in customer service. Staff are selected for their attitude, integrity, and experience - and quickly become recognised as the tyre experts in their local community. With over 130 stores nationwide, Bob Jane T-Marts has served the motorists of Australia for over 45 years. Customers acknowledge Bob Jane T-Marts as the most trusted name for tyres, wheels and batteries. For more information see www.bobjane.com.au

prefer the benefits of working in a more corporate environment. Body and Health Solutions was born out of a wish to help people achieve maximum weight loss and health. We have an extremely supportive team to help you grow your business. A training system that is implemented by qualified professionals of the highest standards and a range of products that are exclusively produced, for the Body and Health Solutions Franchise’s. If you care about people, are extremely motivated, and would like to be part of our National expansion please contact us on (03) 9390 6609 or go to www.bodyandhealthsolutions.com.au

Brazilian beauty Welcome to the Brazilian Beauty franchise model where beauty and brains meet. Proven to have successful franchisees from an array of backgrounds embracing the beauty industry and the Brazilian Beauty brand to create profitable lifestyle businesses that engage, challenge and motivate. Proven operational systems, award winning marketing and advertising; team and individual guidance; training and personal development; weekly in salon and monthly group meetings are all part of the package.

128 Business Franchise Australia

“At Brazilian Beauty we work together to share our knowledge, ides, passion and goals to gain a competitive advantage over all other beauty competitors.” Francesca Webster, founder. With 13 locations open, there are franchise opportunities still available in the South East Queensland region including, Brisbane and outer suburbs, the Gold and Sunshine Coasts, call 07 3857 4181 or Francesca on 0425 733 439 or Andrew on 0409 206 792 to take charge of your future and open the business you’ve always dreamed of.

BUCKING BULL A stunning, money making business that’s in great demand. Bucking Bull is a cut above other food franchises. The franchise model provides franchise owners with a first class business run on best practise principles – no exception. With breakfast, lunch, dinner and snack menus, the hugely popular product range entices customers all day.

Franchise owners and staff are trained in every aspect of the business from day one, then coached and supported continuously as the business grows. Strong branding, stylish marketing material and ongoing coaching provides franchise owners with the tools to grow their business.

tores are located where customers pass by all day S - in the busy foodcourts of major shopping centres.

Bucking Bull is on the rampage across Australia and is seeking enthusiastic franchise owners for new stores. Call 07 3423 0555 or visit us at www.buckingbull.net

caltex australia

and field support has set the benchmark for

Did you know? • Caltex Star Mart is Australia’s number 1 convenience retailer

sparky a3.pdf 1 7/04/2011 12:22:20 PM

convenience retailing, making Caltex the number one convenience retailer throughout Australia. A select amount of Caltex Star Mart opportunities

• Our retail convenience network consists of over 625 stores nationally

now exist for high calibre franchisees with a passion

• Franchisees operate approximately 85% of Caltex’s retail network

To discover more about Caltex’s exciting franchise

Our world class business model, merchandising

click on ‘Franchising at Caltex’.

for retail and a burning desire to be successful. opportunity, please visit www.caltex.com.au and

CRACKMASTERS CRACKMASTERS are the masters in pavement maintenance offering a variety of remarkable services including asphalt and concrete repairs, colour non-slip resurfacing, non-slip treatment for timber decking, driveways, car parks, roads, paths, trip hazard removal, and rejuvenating tennis / sports courts. Our outstanding reputation is based on customer satisfaction and the deliverance of the high quality products and services that we have on offer. CRACKMASTERS is now offering a ground-floor and

DUSTER DOLLIES The Duster Dollies is a booking agency for domestic cleaning. It requires the franchisee to be an organiser and an administrator. Sub-contract cleaners do the cleaning and pay the Agency an on going fee for every hour they work. It is a home based business with low overheads run between Monday and Friday only. The Duster Dollies is a family oriented organisation that cares for their franchisees, and contractors as well as their customers. Several of our franchisees

innovative opportunity. Becoming a CRACKMASTERS franchisee will provide you with multiple opportunities including, outdoors lifestyle, work / life balance (flexible hours), a financially simple business with strong cash flow, cost effective techniques and simple technologies providing a huge competitive edge, and a strong and effective support network. For more information about owning a CRACKMASTERS franchise, contact Jason Cobb on 03 5222 8227 or jason@crackmasters.com.au.

have young school children and find the flexible hours of the work suitable to their family needs. We have contractors who have worked through The Duster Dollies since 1997. In an industry as transient as domestic cleaning long term contractors are rare. Cleaning is not a dirty word – it’s the new way to secure your financial future. For further information about The Duster Dollies franchised cleaning agencies ring Julie on 1300 550 715 or check us out at www.dusterdollies.com.au.

Ella Baché Our Success is your Success! Join the Ella Baché network of loyal and profitable salons and enjoy the success and support of a premium established brand. Our franchise model is unique, with no royalties and no marketing fees. Ella Baché was established in 1954 and is the oldest family owned skincare company in Australia with over 150 salons nationally. Our company’s mission is that “Ella Baché will inspire you to be the best that you can be.”

We pride ourselves on being the “Skincare Experts” and attribute our success to our people, knowledge and understanding of tailored skincare Solutions. We are committed to providing support through in training, business planning, marketing, sales initiatives, salon designs and investing in our brand. Please contact Manal Haydar for more information. E: mhaydar@ellabache.com.au P: (02) 9432 5090 www.franchise.ellabache.com.au

Business Franchise Australia 129

A-Z FRANCHISE DIRECTORY essential brands Group Since 2001, Essential Brands Group (EBG) has grown from a small start up to an International Brand that now serves over 26 Million drinks per year through it’s Espresso Essential and Essential Slush systems.

Qualified applicants can expect world class products from a support structure at both a local and national level that is setting new standards in training and excellence for Franchisees.

With more than 11,417 systems now sold via their sales and Franchisee network, EBG has decided to open the doors of opportunity again as they expand into even more regional and metro areas.

With the right blend of systems and procedures mixed with the freedom to express individual personalities in a supportive, fun and profitable working environment – you can expect a franchise experience in line with the quality of the exclusive products we supply.

FASTWAY COURIERS

• a well known and trusted brand

Whether you crave a better lifestyle, control over your income or a more rewarding career, a Fastway Courier franchise can help you take control of your future. As market leader in nationwide courier services, our multi-award winning franchisees enjoy:

• no weekend work

• low start up costs • guaranteed income packages

Ferguson Plarre Bakehouses The Ferguson Plarre Bakehouses franchise model delivers a tried & trusted approach to one of the world’s oldest & most loved food options – the Bakery, delivering award winning cakes & savouries. Established in Melbourne in 1901, the business has grown via a stable recipe for success. Till this day the company remains 100% Australian family owned & operated maintaining its core values & traditions. The Franchise concept is based on simplicity whereby the daily morning delivery of freshly baked product

FRANCK PROVOST PARIS Trusted by 10 Million Guests in 30 Countries every Year YOU DON’T NEED TO BE A HAIRDRESSER TO OWN FRANCK PROVOST SALONS. Franck Provost Paris is the leading Hair Salon in France, and there are more than 650 salons around the world. The creator, Franck Provost has achieved an exceptional 35-year career. He was once nominated “World Champion Hairdresser” and is the hairstylist to many

• unparalleled business support and training • exclusive territories • a perpetual franchise agreement, no ongoing fees So, if you’re ready for a positive change we’d love to hear from you on 1300 FASTWAY or visit us @ www.fastway.com.au

presents a straightforward business solution, so the operator can concentrate on an equally important ingredient `serving the customer’. Ferguson Plarre is a 7 day a week business fixed on commercial viability & support, brand & image awareness, amazing taste & quality. The focus is to deliver an exceptional business opportunity to the franchisee whilst providing a consistent & enjoyable experience to the customer. For franchising enquires visit our website at http://www.fergusonplarre.com.au/Franchising.html or contact Anthony Ferguson 0412 424 695

celebrities such as Sharon Stone and Juliette Binoche, as well as prestigious events like the Cannes Film Festival. He opened his first salon in Paris in 1975 with a vision of providing accessible luxury and glamour. Since then he has developed a hairdressing empire, Provalliance, that is now #1 in Europe and #2 in the world. Two Franck Provost salons have already opened in Sydney and the franchise is now available Australiawide! Enquire now: Call Franchise Selection on 1300 372 624 or go to www.franckprovost.com.au/franchise

GELATISSIMO PTY LTD Since it began as a small family business 20 years ago, Gelatissimo has grown to be Australia’s largest gelato franchise and has expanded internationally with stores in Singapore, Indonesia, Malaysia, the Philippines and in the home of gelato, Italy. Gelatissimo presents a unique concept of fresh gelato made in-store daily supported by a brand that embodies style and sophistication. Apart from creating a retailing point of difference, we have a strong and stable performance record.

130 Business Franchise Australia

Our strong focus on support systems and our extensive industry experience will allow you to grow your business with confidence. In addition, unlike many franchise systems we charge a flat royalty fee instead of a percentage of your sales so when your business grows you reap the rewards! We are looking to recruit franchisees who share our enthusiasm for delivering great products and excellent customer service. For enquiries call (02) 8845 0100 or e-mail dom@gelatissimo.com.au.

GRoutpro Earn $2,000 - $3,000 a week Clean Up with a GroutPro Franchise and Earn $50 - $150 Per Hour in the Tile & Grout Restoration Business. Tile and Grout are everywhere, over the last few years tile has become the surface of choice in new homes for bathrooms, kitchen surfaces, floors etc.

HAIRDRESSERS ON THE MOVE Hairdressers On The Move, NOT Your Average Hairdresser, Australia’s leading mobile hairdressing franchise was started in 2006. Providing a professional salon experience in the homes of our clients. An Australian owned company, Hairdressers On The Move now has hairdressers, just like you, making over $2,000 per week. They are VERY HAPPY. Hairdressers On The Move is looking to recruit 50 new franchisees, who want to double their income

hudsons coffee Looking for a better work/life blend? Whether it’s the sound of milk frothing, the lingering coffee aroma, or the taste of a perfect espresso, there are fewer pleasures than the perfect coffee. At Hudsons Coffee, we’re looking for business partners that share our passion.

The tile & grout restoration business is in HUGE DEMAND and one of the hottest sectors in the home improvement industry today. For just $29,950 you receive full tool package, exclusive territory, a week’s training, sufficient product to earn your entire investment back plus excellent ongoing support and more. Download your free franchise information pack at www.groutpro.com.au or call 1800 822 459

within 12 months. With low set up costs and a weekly franchise fee of only $110 franchisees simply make more profit. Hairdressers On The Move provide you with clients, your own website, everything done for you, huge support with book keeping and you get to become part of a larger group. A group of professionals who want you to succeed and be happy. We smile a lot. Call Sara on 0412 199 973 or 1300 00HAIR for more information about how you can get happy at work and make double your current income within 12 months.

matching the right franchisee to the right site is imperative. This has resulted in a dynamic, satisfied team of franchisees that share like-minded business goals, and are a great support network for one another. Looking for the top job? Take the Espress route.

Tired of counting someone else’s beans?

Our property team will work with you in selecting sites in a range of areas including central business districts, hospitals and regional areas.

We believe that behind every great coffee is a great person with a real passion for real coffee, just like us! We place great importance on franchise selection,

So, if you’re interested in becoming your own boss, contact our Franchise Department on 03 8631 7710 to find out more.

independent property inspections

Each territory is an Exclusive Marketing Territory, thus giving you the freedom to work anywhere across your state.

inspection services market in Australia by recruiting only building professionals with the skills, motivation and passion to succeed in this rapidly expanding market. Recognised as an innovator in this field with state of the art marketing systems and proprietary software giving each franchisee a unique advantage over any competition and backed by the Power of the brand that is Independent Property Inspections

Independent Property Inspections franchise system is set to dominate the pre-purchase and building

For more information contact Damien Digby on 0412 868 788.

James’ Home Services

and practical training in their own protected territory by our professional trainers and on going support from business coaches and Master Franchisees.

Independent Property Inspections is a new and exciting concept operating in a rapidly expanding market and is ideally suited to building professionals.

James’ Home Services was established in 1993 and is now the fastest growing and most professional home services franchise in Australia. We have franchisees from Cairns to Perth and our services include Interior House Care, Lawn and Garden Care, Carpet Cleaning and Pest Control, Mobile Car Cleaning, Pet Grooming and Hydrobath and Window and Exterior House Care. All our franchisees receive comprehensive business

All equipment is supplied starting with a trailer or Van, down to uniforms and stationery. Work is guaranteed through our national TV and marketing strategy. Change your lifestyle! Call James’ now on 1800 1 JAMES (1800 1 52637) or visit us online at www.jameshomeservices.com.au

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A-Z FRANCHISE DIRECTORY JIM’S MOWING The largest Mowing Franchise in the world. There are a number of advantages to being a Jim’s Mowing Franchisee. Being number one gives Jim’s Mowing Franchisees a huge advantage when it comes to work. As a group at most times of the year we have more work than we can handle, in fact, we were unable to service over 50,000 clients the past year. Jim’s Mowing is a lifestyle business. Be your own boss, working your own hours, and with the opportunity to build without limit. And yet with the backup and security of an established, proven system.

JUMPING J-JAYS CASTLES & SLIDES Jumping J-Jays are offering more than ever to their customers with the introduction of a bunch of new themes. This means that Jumping J-Jays are presenting more opportunities to their franchisees. Existing Franchises now available from $35,000 including 20 themes this indicates higher return on investment, with more sales. Our Burleigh Heads franchisee says “My turnover went from $34,000 to $164,000 P/A in just over 18 months” Cameron and Janet Walker achieved this

JUST CUTS Don’t just buy yourself a Job! Discover how you can easily run a “Genuine Business System”. Did You Know? Most of our Just Cuts™ Franchise Owners are not Hairdressers. Plus, the average Franchise Owner goes on to own multiple stores. Why? Because proven systems, support and training means your hairdressers become the technicians and easily run the business for you.

Kleena Cleaners Kleena Cleaners is a South Australian owned & operated company successfully servicing numerous sites across the state on a daily basis. We are a mature but vibrant company, proud of the fact that our success has been built on our reputation to provide a quality, individual service to all our clients.

At Jim’s Mowing We Work for You! We treat customers like royalty, as Franchisees you are our customers and get the very best help and support. There are great benefits to being part of Jim’s Mowing: Strong Name; good reputation; proven system; ongoing support; training; options to grow; great network for help and much more. For a free Information Kit, call 131 546.

great result by Cameron stepping back from his full time job to work their franchise 3-4 days a week, Now he only works 1 day a week at his old job. Janet kept on her full time employment to maintain that level of income while they build up their business. Add to this our turnover Guarantee of at least $60,000 in your first year. At this level you have a break even point of 3 deliveries a week. 80% of our current franchisees deliver 8 or more every week. Contact www.partycastles.com.au or 1300 227 853

At Just Cuts™ Franchise Owners have been free to grow to own multiple sites. Just Cuts™ do over 65,000 Style Cuts™ a week! Just Cuts™ offer a No appointment necessary, quality style cut and at an affordable price. Contact us today to find out how. Join the largest Hairdressing Franchise in the Southern Hemisphere. Contact: Chiree Craig 1800 334 498 Website: www.justcuts.com

your expectations at every level with a genuine commitment to service excellence. As a professional cleaning company, you can rely on us to take care of even your most exacting requirements every step of the way. In fact, once you’ve experienced the lengths we’ll go to in order to ensure your complete satisfaction, we’re confident you’ll never look at cleaning services the same way again.

We understand there’s more to a great cleaning service than just the cleaning. Which is why we focus on not just meeting, but exceeding

Franchise opportunities are available in SA and Vic, soon in WA.

KWIK KERB

Kwik Kerb® business owners work for themselves, building their own business from strength to strength and determine their own income level. With Kwik Kerb® YOU keep all the profits! We have Kwik Kerbers earning $500 to $1000+ in a day. If they can do it, so can you!

Kwik Kerb® is the world leader in continuous concrete edging and can now be found in over 20 countries. We are looking for motivated people right around Australia who want to improve their lifestyle and take control of their financial future. As a Kwik Kerb® business owner you will be supported every step of the way with our knowledge and experience in marketing, a full training program and on-going product development.

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And Jim’s, for all its size, is still a personal business. Jim’s Group is owned 100% by Jim, who works daily in the business. Every Franchisee is given his personal Email and contact number and invited to call him any time. Every year, hundreds do.

Visit: www.kleena.com.au

Owning a Kwik Kerb® proven system is all about creating a lifestyle that suits you. You choose the hours of work that match your financial and lifestyle goals. For more information freecall 1800 773 231 or visit www.kwikkerb.com.au

LEATHER DOCTOR (THE) Decades of dedication and service have made the Leather & Vinyl Doctor what we are today; Reliable, Reputable and Really good at what we do. We offer: · Repairs to leather and vinyl goods and objects of all descriptions · Re-Colouring of leather and vinyl goods to restore

lenard’s Lenard’s was established in Brisbane in 1987 when Master Butcher Lenard Poulter identified a gap in the market for value-added chicken products. Today, Lenard’s is a multi-award winning company, considered to be one of Australia’s leading fresh food retailers and a pioneer in the kitchen-ready market. From humble beginnings, Lenard’s has grown to employ more than 3,000 staff across more than 195 stores nationally. At Lenard’s, our team is dedicated to providing

luxaflex® Window fashions The LUXAFLEX® Window Fashions brand is the market leader in the premium window coverings category in Australia. The LUXAFLEX® Gallery program is the top tier licensee network with over 75 Galleries nationwide with over 30 areas still available in all states, regional & metropolitan areas. The Gallery showrooms provide residential consumers a quality experience with specialised service along with access to large full size operating blinds, shutters and

Mini Maestros Why do people love Mini Maestros? • One of Australia’s longest established music education programs for young children • An all Australian company, owned by Australians with music and activities by Australian composers • Learning through play -Children sing, dance, play percussion instruments & play games, whilst having fun • Children develop life skills and strengthen bonds with parents and carers • The program is educational, sequential and developmental

NANDO’S Nando’s is a proven business model operating successfully in Australia since 1990, now with over 270 restaurants nationally and strong expansion plans. Enjoy the benefits of being part of a highly successful and recognised International brand operating in over 30 countries. Nando’s franchisees are supported with comprehensive training, ongoing development and enjoy an unsurpassed level of support with a dedicated local marketing and business development

them to original or add a fresh new look · Leather cleaning and conditioning service · Sales of quality cleaning products Our success has come from providing professional systems and a ‘white-collar’ Service. For more information on becoming a Franchisee contact 1300 453 284

outstanding Franchise Owner support. Lenard’s has a world class franchise support system with dedicated consultants, an innovative and comprehensive hands-on training curriculum, a program of continual product development and improvement, and an industry-leading Marketing team. Owning your own Lenard’s franchise is a unique business opportunity. For further information on opportunities with Lenard’s, contact Amanda Fish on 0434 600 470 or at info@lenards.com.au. To find your local Lenard’s store, visit www.lenards.com.au

awnings, which has been a key success factor for the program. Providing a fully supported program including customised training, marketing, advertising, web, business support and resources, it is the most comprehensive program in the industry. Contact Details: LUXAFLEX® Window Fashions Gallery Phone: 02 9638 8000 Fax: 02 9638 8832 Email: Mark.futeran@hunterdouglas.com.au Website: www.luxaflex.com.au

Why invest in a Mini Maestros franchise? • Low cost start up with long term security • Streamlined operation with minimal administration • Interact with young children and their carers and create positive experiences • Enjoy a career doing something you love • Become part of the ‘Mini Maestros’ family Opportunities for new franchises now available Australia wide. Make a change – make a difference! E: phil@minimaestros.com.au P: 1300 786 557 W: www.minimaestros.com.au

manager and expert advice in marketing, finance and operations. Nando’s is accredited with numerous financial institutions with 50 – 70% credit available and is a proud member of the Franchising Council of Australia. Opportunities exist for new franchisees to join the Nando’s team with sites available around Australia in both metro and regional areas. For more information call 03 9385 0777, email reception@nandos.com.au or visit us online at www.franchisenandos.com.au

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A-Z FRANCHISE DIRECTORY NATRAD Natrad has an iconic name within the motor repair industry, widely known as Australia’s most recognised and trusted radiator and air conditioning specialist group. Natrad has a proud history which dates back over 80 years and is supported and owned by Australia’s premier radiator manufacturer. Our product and service are synonymous with exceptional quality, in fact our radiators are responsible for cooling many of the V8 Supercar Teams! The market leader in radiator and automotive air conditioning sales and repairs, we professionally service retail, trade and

large industrial customers throughout our 80 repair centres nationwide, backed by a 3year Warranty. Natrad is currently looking for interested individuals from outside the industry as well as existing automotive workshops looking to convert and further develop their business. If you love cars, and want to become part of Natrad’s powerful branding, quality products, strong support and low entry costs … “Nip into Natrad”! Natrad National Office: 03 9795 1255 Haydn Roberts, National Recruitment Manager: 08 8243 9860

OrderMate POS

Our nationwide network enables us to rollout, service and support large scale projects.

OrderMate is the complete multisite franchise POS solution.

Find out more for your franchise contact: Clinton Capuzzi 1300 667 067 / 0409 191 617. www.ordermate.com.au sales@ordermate.com.au

OrderMate was established in 2001 to service the food and beverage pos market. Its success relies upon its uniqueness from the competition which is often generic and off the shelf. Easy to use front of house interface, whilst still giving you the powerful backend reporting to drive your business. OrderMate gives you the tools to track and manage the KPIs of your franchisees in real time. We have a proven track record of delivering a return on investment within 12 months.

Party Shop Calling all passionate people to come and join our party! Party Shop is Australia’s leading party retail franchise and after our recent rebrand we are looking for passionate, fun loving franchisees to help us grow and take the franchise to the next level. Party Shop is the one stop party shop. We are passionate about celebrations and we have a party solution for all occasions and every member of the

Become an OrderMate Dealer contact: Shannon Hautot 1300 667 067 / 0409 424 979 www.ordermate.com.au dealers@ordermate.com.au

family. From Birthdays to Weddings, Baby Showers, Anniversaries, Costume Parties, Valentine’s Day and Footy Grand Finals, we know how to throw one hell of a celebration and we’re here to help you become the life of your party. If you are ready to get your party started visit www.partyshop.com.au email jack@partyshop.com.au or phone Jack Sakalis on 0488 022 672 for more information.

PICK & SAVE “Special Offers, Huge Savings”

AUSTRALIA

Pick n Save Australia gives you the chance to own a business for yourself but not by yourself. A fun and measurable advertising method for small to medium businesses in local high traffic areas with a printing add-on for extra sales. Businesses have a card with an offer in the card displays which the general public can take for free and redeem. The business can measure the success by you “the

agent” reporting to the business how many cards have been taken each month and comparing it to the number of cards redeemed. The Pick n Save Australia advantage: low start up cost and overheads, flexible hours, work from home, exclusive territory, easy to run, training and a business with very little competition. Call Mark Promnitz the director on 0400 300 555 for more information.

POOLWERX Twice named Australian Franchisor of the Year (‘Services’ and ‘Outright’ categories), PoolWerx has a strong history of innovation both in franchising and its own business sector – the swimming pool and spa aftermarket – in which it is also multi-awarded.

AUSTRALIA

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PoolWerx is especially well known for its creation of the world’s first structured ‘Career Path in Franchising’ enabling franchisees the opportunity to start affordably and build multi-million dollar business empires: retail hubs anchoring satellite stores and fleets of service units.

Other innovations include a layer of Regional Managers whose sole duty is to help franchisees drive profitability, achievement of Registered Training Organisation status (providing franchisees with internationally recognised qualifications), automatic professional indemnity insurance, royalties that reduce as turnover rises and multiple forums for franchisee interaction. For a confidential discussion about your future with PoolWerx contact Dean Atkins on 0421 003 552 or email on joinourteam@poolwerx.com.

RASHAY’S CAFE & RESTAURANT Rashay’s Café & Restaurant is an Australian owned business that models itself on the principle of “food fast”. It embraces the systematic approach of fast food outlets without sacrificing the quality of its food, thereby positioning itself in the casual dining segment. Rashay’s Café is a low to moderately priced, casual-theme, ala-cart restaurant serving seafood, steaks, chicken, pizza, pasta & Café Meals. The systemisation of the business assures that the kitchen can conduct the day to day operations without formal chef qualifications allowing complete control in the hands of the operator (franchisee). Despite the comprehensive menu, it has been created in a

RED ROOSTER Red Rooster is an Australian owned icon brand. The Red Rooster franchise mission is “Be in business for yourself, but not by yourself”. Red Rooster supports each franchisee with proven commercial, promotional and operating systems, all designed to minimise risk and maximise potential for success. Specifically, you will get: • An Australian Icon brand • Proven systems and comprehensive operating manuals • Assistance in finding a location, negotiating contracts

RP VENDING SYSTEMS RP Vending is Australia’s largest and longest established vending machine supplier and manufacturer. RP Vending invented compact vending in Australia by introducing the first compact snack and drink vending equipment over a decade ago. There are now well over 40,000 machines located throughout Australia and New Zealand, serviced by over 1,000 independent owner operators. Our operators are all supported by RP Vending’s complete “Business Start Up System” creating a truly profitable business, resulting in a fantastic lifestyle opportunity.

manner to allow the preparation of many recipe ingredients to be done ahead of time. Most of the ingredients are produced in a central kitchen or otherwise available from local suppliers that meet our high standards. Our restaurants are designed to assemble meals without loosing the authenticity that is expected from a restaurant. Front of house operations are also provided with training & tools, as well as a well branded fit outs to ensure that the unique atmosphere & service can be recreated time & time again. Investment required $300k+ For more information on becoming a part of the Rashay’s family go to www.rashays.com

and lease arrangements • Full structured training programs • Planning assistance for the opening and operating of your store • A full suite of merchandising and point-of-sale material Red Rooster is Australia’s most successful Australian owned Quick Service Restaurant chain. Its success has been built on great tasting, high quality, freshly prepared food, delivered using proven systems. Email: gary.glen@red-rooster.com.au Phone: 03 9582 8716

Our long established wholesale partners Smiths, Cadburys, Schweppes, Coke, Nestle etc. offer a truly unique retailing opportunity that is highly profitable from day one with 100% plus profits and advertised nationally for FREE! Over 2 million people per day have access and enjoy convenience from an RP Vending machine providing profits for our national team of independent vending machines owners. RP Vending offers comprehensive training and ongoing support to all our operators. For further information call 1800 066 112 or visit www.rpvending.com.au

Ryco

a successful channel to market for the RYCO group.

RYCO Hydraulics is one of the largest hydraulic hose and fittings manufacturers in Australasia. The RYCO Trade Mark has been established in the industrial market for over sixty years and is a trusted name for quality products and service.

Target markets for RYCO 24•7 “product and services” being emergency breakdown and installation of hose and fittings to a large range of industries.

RYCO HOSE Pty Ltd, trading as RYCO 24•7 is a member of the Franchising Code Council Limited, which administers the Franchising Code of Practice. The RYCO 24•7 Mobile Connector Specialists franchises was established over twenty years ago and is

Training is provided and conducted at RYCO’s design centre in Melbourne, or at the RYCO 24•7 Mobile Connector Specialists designated Service Centre. RYCO’s training packages meet a Nationally Recognised Standard and cover all aspects of the identification of hydraulic hose and fittings.

schnitz Schnitz is the first hand-made, pan-cooked schnitzel franchise in Australia, serving a range of made-to-order schnitzels in premium rolls, tortilla wraps or in meals with our famous, award-winning chips and gourmet salads. Schnitz has very strong customer appeal as consumers are shifting towards healthier and more convenient food alternatives. We provide restaurant-quality food at affordable prices, forming the foundation of a stable, growth-driven business. The management team behind Schnitz is an Australian family that has been involved in hospitality since 1974.

They are professional, reliable, honest, hard-working and understand the importance a strong brand and culture can bring to a business. In 2011 and 2012, Schnitz will be focusing on a rapid expansion throughout Melbourne in the CBD, high- traffic shopping precincts and premium Shopping Centre locations. We’re looking for energetic, hard-working and passionate franchisees to join our family. Find out more at www.schnitz.com.au or contact Andrew on 1300 729 900 or franchising@schnitz.com.au

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A-Z FRANCHISE DIRECTORY se7en Gourmet Takeaway se7en Gourmet Takeaway is a re-invigoration of the classic Aussie Takeaway Shop - with a whole lot more style, sophistication, variety and value. se7en’s all day menu consists of a delicious array of dine-in or take away meals including freshly made salads, gourmet grills, seafood, hot breakfasts, coffee, desserts and our famous seasoned chips and wedges.

se7en has being carefully designed to ensure it can thrive in a broad range of locations from food courts to outdoor dining precincts to stand alone locations on a coastal esplanade or the main street of a country town. We are currently looking for motivated individuals with a passion for success throughout Australia.

The se7en brand encompasses a passion for many things including the environment, nutrition, rewards

For more information or to make an enquiry, call 07 3175 0637 or visit us online at www.se7en.com.au

SKEWERZ KEBABS

It’s not just about the food, it’s about the experience

Skewerz Kebabs offers authentic Mediterranean cuisine combined with fresh and exciting flavour profiles for the Australian market. Providing an exciting alternative to the traditional kebab, Skewerz serves up a truly satisfying menu supported by a friendly and fun casual dining environment. Skewerz is a sensory delight, immersing the customer in an international taste sensation filled with flavour, style and authenticity.

SKids Rewarding Business - Make a difference.

Safe Kids In Daily Supervision

for loyal customers and creating and maintaining a positive work environment.

Award winning Safe Kids in Daily Supervision (sKids) was founded in 1996, with continuous expansion accredited to a fun, learning, and caring based programme we now offer services to over 70 primary school based sites in New Zealand. Now in Australia, using the foundations of the programme’s success and our passion for

and Skewerz provides one filled with dazzling store displays, flaming grills and the exotic zest of the Mediterranean. With your investment in the Skewerz franchise, you can experience the freedom of running and owning a business with the security of working within an established franchise system. For more information or to make an enquiry, call 07 3175 0632 or visit us online at www.skewerz.net.au

providing fun, structured, and safe Out of School Hours care (OOSH), we are building on our efforts and services offering Master Franchises and local franchisee opportunities in every state. If you are looking to work with children, make a difference and own a business that is both financially and emotionally rewarding then talk to the award winning team at sKids. For more information contact Vicki Prout on 0439 803 078 or vicki@skidsaustralia.com.au

Sleepy’s Rest assured you are making the right business decision? Sleepy’s have become a major force in mattress retailing in Australia with 38 stores nationally and growing. Sleepy’s The Mattress Experts offers its franchisees high quality in house training, national marketing programs and full support from the management team to help you become a Mattress Expert and grow your business.

SNAP fitness In today’s uncertain economy, professionals and small investors from all walks of life are saying “enough!” and partnering with Snap Fitness, the fastest-growing franchisor of compact, state-of-theart, 24/7 fitness centers in the world. Discover the freedom, flexibility and fulfillment that comes with owning the leading alternative to traditional “big box” health clubs; and a value-driven concept that’s right for the times.

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With Sleepy’s low entry costs, simple business model, proven selling system and healthy margins, you can become part of the Sleepy’s Team and realise the rewards. If you would like further details on how you can transition into business ownership with Sleepys, please contact Gavin Croft Phone: 07 3895 4100 Email: gavin.croft@mattressinvestments.com.au Website: www.sleepys.com.au

Easy to own • Affordable investment • Financing options available Easy to manage • Complete Turn Key Operation Easy to market • Ready-to-go, proven sales & marketing support Contact Catherine McGill, Franchise Sales Manager +61 435 841 811, email: cmcgill@snapfitness.com.au www.snapfitness.com.au 1800 SNAP GYM

SNAP-ON TOOLS Snap-on tools have a heritage spanning more than 90 years and is a brand that defines quality. The range of more than 19,000 products are the choice of professional technicians from NASA to Formula One. The primary customers for franchisees are the professional technicians who service and repair cars, trucks, motorcycles, boats, aircraft and earth moving equipment - the people who make their living using tools and demand the best. With more than 4,700 franchisees around the world, 160 of them in Australia and New Zealand, the franchise programme has been developed over decades. The Financial Review Smart Investor magazine has chosen

Snap-on in their last three surveys and the Best Value franchise system. Franchisees, who operate from amazing custom built mobile stores, have protected territories that have been surveyed to locate and profile the customers before they start. Extensive training and ongoing support is provided and no previous mechanical/trade experience is necessary. Franchisees need to be motivated business minded people with a desire to be successful and enjoy the sales environment while building professional relationships with their customers. No royalties, no advertising levies and Snap-on finance packages available. For more information call 1800 762 766 or www.snapontools.com.au

SNOOZE™ Snooze Sleep Well Pty Ltd is the leading bedding retailer Snooze franchises have been pioneering new standards of service, expertise and range since 1974. As a new franchisee, you join a team which provides the best in bedding retail and a network of more than 70 stores spanning Queensland, New South Wales, Australian Capital Territory, South Australia, Western Australia and Victoria, with plans for further growth.

SOL Would you like to join a premier buying group for Australian made steel structures such as patios, carports and verandahs? Our distribution fee secures you an exclusive territory, national buying group pricing and use of our innovative ImproveIT™ software. Importantly there are no ongoing costs for being part of our network, apart from a small fee per building sold.

Snooze offers its franchise partners a solid platform from which to start their business, keeps them up to date with bedding and retail trends and supports their businesses, allowing them to maximise their potential as a Snooze franchise store. So why not become part of a business that is passionate about finding sleep solutions? For further information on becoming a franchise partner, go to www.snooze.com.au or contact Alistair Browne at franchising@snooze.com.au.

engineering system. It provides fully automated quotes, plans, and materials lists based on your customers’ structure requirements. Our success is founded on providing our distributor network with real value products, easy to use systems and reliable customer service in order to make selling buildings easy in what can be an extremely competitive market if you are doing it on your own.

Our ImproveIT™ software is a technologically advanced steel framed structure quotation, design, ordering and

Please contact our Australian Distributorship Manager for a confidential discussion and to receive a prospectus sales@theoutdoorlife.com.au or 1800 765 765.

SPRAY PAVE AUSTRALIA Pty Ltd

• Learn a range of new lifelong trades.

Earn up to $3,300 per week. That’s right, up to $170,000 per year! Our service decorates concrete. We Spray Pave, Polish, Epoxy and Stain. Jobs are inside and outside. Customers are domestic, commercial and Government. Our license structure allows you to choose when, where and how you want to work! This is a sincere “Be Your Own Boss” system. You genuinely keep all the profits!

STAIN BUSTERS carpet cleaning

• Guaranteed work available anytime after training. • Head office training plus follow-up on your own job. • Customers contract and interest free finance. • Lifelong support from 6 Head Office trainers. • Low deposit + Support Payment Plan (SPP) Established in 1991, Security with Australia’s largest and oldest network. The name of the industry. Phone or email now, for a FREE information pack: FREE CALL 1800 688 888 Website: www.spraypave.com

get 2 or more Contractors you do less doing and more managing.

Our clearly articulated point of difference is the DIFFERENCE!

3: Your business is very profitable and functions without your direct input. Your manager has a wage, you receive the profits.

By standing out from the crowd our Carpet Cleaning Franchisees get more work than they can handle by themselves!

We have a proven marketing system, superior carpet cleaning system, exclusive products, great training and ongoing technical support.

Our three levels of success:

This is not a job in the cleaning industry. It’s your opportunity to build a highly profitable multi van Carpet Cleaning business.

1: You clean carpets and provide our many other services. You learn the business and lay your foundations with our guidance. 2: You have too much work. You need help. When you

For more information Ph 1300 0 STAINS (78246) and speak to John McEwan or email admin@stainbusters.com.au or find us at www.stainbusters.com.au

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A-Z FRANCHISE DIRECTORY Stayclean Hands Stayclean Hands is a franchise system that specializes in the business to business supply of hand sanitizing solutions through service contracts in clearly defined areas. Service contracts provide a guaranteed monthly income to franchisees and the franchise system offers attractive returns on investment every year. The battery-operated dispensers offer the latest in environmental design and touch-free technology, measuring the exact amount of solution into the hands of each user. With a modern look and silver finish, they are an essential component to every health-conscious business owner.

STEAMATIC Steamatic is Australia’s largest and most successful insurance restoration company. Offering our services to the insurance sector for over 25 year we are well regarded and indeed supported with preferred agreements with various insurers to provide restoration and recovery services. Steamatic services are not limited to the insurance sector with a wide range of domestic, commercial and industrial services and techniques providing the

STUFFLERS

Franchisees must be extroverted operators who are comfortable delivering presentations and increasing clientele in their territory or be able to hire a dedicated salesperson. For more information contact Stayclean Hands on info@staycleanhands.com or visit www.staycleanhands.com

franchisees with multiple profit centres to capitalise on. Part of an international network with now represented in 28 countries the Steamatic system is a proven winner that will exceed your expectations. For more information about becoming a successful member of the Steamatic family phone 1300STEAMATIC (1300 783 262) and speak with Oliver Threlfall. www.steamatic.com.au

With clothes, hearts and special carry carts - Stufflers is the next party phenomenon. The franchise is best suited to a stay at home mum that has 2 days available midweek to work on our unique local marketing programs.

Stufflers. You also receive the following: an exclusive franchise territory of 30,000 kids under the age of 10 years, marketing launch valued at $6,000 and training valued at $1,000. Our opening launch price of $42,000 is substantially lower than the $500,000 needed to open a retail store of a similar business. Stufflers creates its own lines of stuffed bears, animals and clothing direct from the Stufflers warehouse (we call it a bearhouse) in China. Our exclusive machines, designs and marketing means greater profits for this 2-day-a-week home-based business.

As part of your $35,000 franchise fee, you will receive 8 mobile Fluffenstuff machines that are custom built by

For more information visit www.stufflers.com or email franchisesales@stufflers.com.

Taco Bill

restaurants as well as Australia’s largest Margarita – Pancho Villa (fishbowl) - giving the restaurant even more flavour and authenticity!

This exciting new franchise is just being launched in Australia. Building on the successful growth of shopping centre bear making stores, Stufflers is all about making stuffed animals at kids’ parties and events using the Stufflers unique mobile machine system.

Taco Bill is the longest established Mexican family restaurant in Australia and has built a loyal following since its inception in 1967. Taco Bill’s Mexican food is fun, fresh and affordable and presented in a casual, relaxed environment. The menu consists of a variety of fresh, authentic Mexican cuisine cooked daily on site, including Taco Bill’s special salsas, quesadillas, fajitas, rice and frijoles, enchiladas, burritos, nachos and tacos. Thirty brands of tequila are on offer at the various

TELECHOICE There has never been a better time to own your own business. TeleChoice is a great choice for you if you are looking for a business in a dynamic industry. With over 150 stores nationally and a massive support base, you’ll always feel part of a great team. After having a huge success with our 2009

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Franchisees are supported through marketing activities, lead generation, centralised invoicing and all systems and processes; however, it is their responsibility to sign service contracts in their exclusive areas.

With 32 Taco Bill restaurants in Australia and 28 franchisees, Taco Bill Directors Tom Kartel and Stan Teschke are keen to increase Taco Bill’s Mexican wave with expansion plans nationally in metro and regional areas. If you’re interested in becoming part of the Taco Bill family call 9690 2077 or email amigo@tacobill.com.au

expansion we are expanding again in 2011 and are looking for franchisees to join the TeleChoice team. If you are passionate to succeed and have a love of customer service; then a TeleChoice franchise could be for you! To start your own business and take control of your life, call the National Franchise Manager on (03) 8699 2555 or visit www.telechoice.com.au.

telstra Looking for something a little different to your standard retail business? Want to run a business that is not just about buying and selling products? Want to be supported by one of Australian’s most recognised brands? If you answered ‘yes’ and you’ve got an appetite for success and a drive to make things happen, then the Telstra Licensed Store (TLS) Program may be just what you are looking for.

THEOBROMA CHOCOLATE LOUNGE When it comes to chocolate, resistance is futile. Theobroma Chocolate Lounge is a “Total Chocolate Concept” offering consumers a variety of chocolates, hot and cold chocolate beverages, desserts and other chocolate variations. The concept was developed in response to the spiraling demand for quality chocolates and beverages as an alternative to coffee. “It is all about offering consumers a taste sensation complemented by a luxurious, cosy sensual

THE Shed Company Secure your financial future by investing in a shed sales and installation Franchise with THE Shed Company Franchising. Enjoy an excellent income and pay no service fees while you operate your Franchise, PLUS make a substantial capital profit when you come to sell. You’ll benefit from the strong established National brand, a range and quality of buildings and products second to none, fully computerised pricing, quoting and ordering systems, comprehensive training, ongoing technical,

At Telstra, it’s about finding the right solutions for our customers whilst delivering excellent customer service. With the backing of Telstra, a complete range of exciting products and services and an experienced marketing and support team at your disposal operating a retail business just got a whole lot easier. The Telstra Licensed Store program is not a franchise and does not involve a franchise agreement. Find out more and register your interest today Email: Telstra.licensed.stores@team.telstra.com or visit: http://telstra.com.au/licensedshops

environment, an indulgence that has no equal.” “The public’s response was phenomenal and the constant feedback was that the offerings were the market’s best and the environment pleasurable to relax in,” said Ross Wieland, a director of the franchise. The brand has experienced exceptional and controlled growth with stores numbering 23 in three countries with more on the books to open soon. For more information in WA, NT, QLD and NZ contact Ross Wieland on 0402 474 858 and in VIC, TAS, NSW, SA and ACT contact Wayne on 0431 727 004.

marketing and Franchisor support plus the buying power of Australia’s largest independently owned Shed Franchise Network. Named as one of the top eight franchising companies in Australia in 2007, 2009 and again in 2010 by the Financial Review’s Smart Investor magazine, THE Shed Company has become one of Australia’s fastest growing and most successful franchise groups. Contact David May 0419 630 055 now or visit our website www.theshedcompany.com.au for more information.

total tools

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Welcome to the Total Tools Group

potential franchisees in all areas across Australia.

Being the best means selling the best. Australia’s most trusted tools retailer, Total Tools supplies only quality trade, industrial and commercial tools. So you’ll find we’re specialists in leading brands such as Makita, Hitachi, Sidchrome, Bosch, Stanley, Irwin, Cigweld, Milwaukee, DeWalt and Sutton.

Total Tools franchisees are positive, focused people, usually with tool or trade experience. Many already have a good head for business and people management. They choose Total Tools for brand strength, proven systems, security and the kind of return on investment only great franchises offer.

Already a successful national franchise, Total Tools is currently on a growth trajectory. This retail network expansion means Total Tools is presently seeking

For more information see www.totaltools.com.au or contact our Network Development Manager on (03) 9394 4300 or newstores@totaltools.com.au

UNITED PETROLEUM

value for money and service, and we’re now seeking ambitious and equally committed franchisees to help us write the next chapter in the United Petroleum success story.

A proudly Australian-owned company, United Petroleum is innovative, rapidly growing and highly successful. In just 18 years we’ve established over 260+ United sites around Australia and continuing to open new sites every year. We invest heavily in training, research, marketing, new products and services development including exclusive United brand products, and in a highly effective retail promotional program designed to help every service station boost its sales. We’re passionately committed to continually developing our brand to ensure great

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If you’ve dreamed about owning your own business but want the security and expertise of a first class franchise group right behind you, then please contact our Franchise Sales Manager Jodie Kliska on (03) 9413 1652 or go to our website www.unitedpetroleum.com.au to complete an on-line Application Form. Vendor Finance Available / FCA Member

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A-Z FRANCHISE DIRECTORY VMBIZ.com Home Based… Something Different… Well Established We are Media Production Company with national and international representation providing state of the art, online video media productions to our national and multi-national clients. There are two parts to our business... Client consulting/marketing and the production side. We are seeking to partner with select individuals who can consult with clients in a marketing capacity. Our business model is simple...

WET-SEAL Your waterproofing & underfloor heating experts. Wet-seal Waterproofing and Underfloor Heating provides leading products with over 25 years of proven dependability. With a profitable work from home opportunity, all you need is a suitable vehicle. All Wet-seal Franchisees are fully trained at our custom built training facilities and with our TAFE accredited course you can achieve a nationally recognised Trade Certificate III in Waterproofing. Wet-seal undertake all invoicing for you, providing you less paperwork and more time to deliver the best waterproofing & underfloor heating in the industry.

wokinabox Inspired by the aromas and tastes of Asia, the first wokinabox store opened in Adelaide, South Australia in 2002. wokinabox soon grew across Adelaide, Perth and Mackay as people responded to a fast food option that was a genuine home meal replacement at a reasonable price, personally cooked for them using fresh ingredients and exclusive sauces. More recently, wokinabox has opened new stores in Brisbane, Canberra, the Gold Coast and Dubai (UAE), with significant expansion plans ahead. wokinabox has

xpresso delight Invest in an Xpresso Delight franchise and seize the opportunity to profit from one of the fastest growing markets on the planet. As the number of coffee drinkers has boomed, the market has exploded! The demand for gourmet coffee in the workplace is very poorly met. Each day, hundreds of thousands of workers trek to the nearest café to pay as much as $4.00 for their coffees. This is a huge market waiting to be serviced. Why

140 Business Franchise Australia

• We can’t get to every corner of the market – that’s where you can help • We partner with you – we share the business • You concentrate on client consulting – pretty easy • We do all the production & other stuff – we’re good at it • We’re not a franchise - we don’t control you, and don’t charge royalties or advertising fees Talk with us about becoming an Authorized Dealer Call 1300 558 626 or email us at info@vmbiz.com

You will also be provided with comprehensive start up and regular on-going training, full support from our operations, technical, sales, marketing and IT departments. Ask us about some of our large prime new areas available NOW! Contact the National Franchisee Manager on 1800 025 081 in Australia or 0800 436 000 in New Zealand, alternatively email franchise@wet-seal.ws to find out how you can become a part of this waterproofing and underfloor heating industry leader. Further information is also available on our Franchisee Recruitment website www.wet-seal.net

also proudly achieved rankings inside BRW’s top 20 ‘Fastest Growing Franchises’ since 2007. wokinabox is a vibrant brand based on a fresh approach to Asian cuisines. This is reflected in store designs which incorporate modern décor with clean, open plan kitchens. The ability for customers to see their meal being cooked to order by trained chefs using fresh ingredients is vital to the wokinabox experience. Joining the wokinabox group might just be the best decision you could ever make! Contact wokinabox on 0884104700 now for a free information pack or visit our website www.wokinabox.com.au.

would these people repeat this daily trek if they could just walk a few steps and get a perfect cup of gourmet coffee in a mere 25 seconds. This is the premise of Xpresso Delight - transplanting the café into the workplace at a fraction of the price that people pay in a cafe. Xpresso Delight is a simple one-day a week business with no employees and now for a limited time all systems are in locations with Instant Income. Your next step is going onto our website and make an enquiry at www.xpressodelight.com.au

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