Business Franchise AUS & NZ Sep/Oct 2012 by CGB Publishing

T he

ma g a z ine

for

VOL 06 ISSUE 06 september / october 2012

franchisees

AUSTRALIA and NEW ZEALAND

HOW TO Be an excellent franchisee

Location! Location!

transform

yourself

for success $4.95 (AUD), $6.95 (nz) inc. gst.

LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

Take control of your future Run your own business

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• Unparalleled business support & training

• Recognised brand

• Easy to operate - no experience required

• Award winning system for over 25 years

• Enjoy the freedom of working for yourself

To ﬁnd out more contact us: Australia:

New Zealand:

1300 FASTWAY fastway.com.au

* For a deﬁned period. Conditions apply. Fastway Couriers (Australia), ABN 38 057 389 769. | Fastway Couriers (NZ) Ltd. Fastway Couriers is a franchised courier network and its businesses are independently owned.

0800 4 FASTWAY fastway.co.nz

D T

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

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13/06/12 1:12 PM

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busi n ess fr anch ise aust r a l i a an d n e w ze a l an d

‘Setting up Shop’ covers everything you need to consider before you begin trading as a franchisee. We’ve asked experts from across the country to share their advice for making this life-changing decision. Stacey Evans, Editor, CGB Publishing.

From the

BUSINESS FRANCHISE AUSTRALIA and new zealand

Editor

VOLUME 6 ISSUE 6, september / october 2012

SALES DIRECTOR:

f this is the first time you have picked up Business Franchise Australia and New Zealand, then you have done so at the right time! Chances are you are thinking about purchasing a franchise and are trying to gather as much information as you can for making one of the biggest decisions of your life. Well look no further because this edition is dedicated to ‘Setting up Shop’ in franchising. Theoretically speaking, ‘Setting up Shop’ covers everything you need to consider before you begin trading as a franchisee. We’ve asked experts from across the country to share their advice for making this lifechanging decision. Our feature will give you a brief overview of some of the steps you’ll need to take before entering into the franchise agreement, whilst our Expert Advice writers will hone in on some of the different aspects you’ll need to consider in greater detail. Kevin Bugeja of Franchise Selection can help you decide whether a service franchise or a retail franchise would be a better fit for you, Janine Allis Founder of Boost Juice Bars guides you on how to BOOST your chances for success, and Mark Purbrick of

publisher: Colin Bradbury. colin@cgbpublishing.com.au EDITOR: Stacey Evans. editor@cgbpublishing.com.au contributing writer: Kate Reynolds.

Peoplogica explains how to attract and retain top performers. On the other side of the coin, you may already be running a successful business, and may be thinking about growing your business by franchising it. McDonald’s National Franchising Manager, Bert Cotte gives his advice to one such entrepreneur about to embark on this journey. In addition, check out the profiles on some of the fantastic franchising brands currently on the market, who knows one of them may be perfect for you! We also have the latest franchising news, and industry leaders from the FCA and FANZ discussing the current hot topics in franchising. This edition we say goodbye to former Editor, Emma Malone and wish her all the best. I will be continuing on in the role of Editor and look forward to sharing with you the journeys of some of Australia’s most loved franchised brands. I hope this edition will answer some of your questions about the wide world of franchising, and if there’s anything not covered that you’d like to see then let us know. Your feedback is most welcome.

Vikki Bradbury. vikki@cgbpublishing.com.au SALES & marketing manager: Kathleen Lennox. kathleen@cgbpublishing.com.au SALES & marketing executive: Maria Cook. maria@cgbpublishing.com.au PRODUCTION: Joanne Tuffy. production@cgbpublishing.com.au ACCOUNTS: Di Mannes. accounts@cgbpublishing.com.au DESIGN: Jejak Graphics (03) 9772 2571 COVER IMAGE: Social Media Business Boosters 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

Stacey Evans Editor

www.businessfranchisenz.co.nz

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 and New Zealand 3

busi n ess fr anch ise aust r a l i a an d n e w ze a l an d

Contents september / october 2012 On the Cover

Cover Story

Work and Life balance restored

34 How to be an

Excellent Franchisee Karli Furmage, Franchise Relationships Institute

Success – Part 2

Tania Allen, Vision Alliance

92 Location, Location

Peter Buckingham, Spectrum Analysis

66 Transform Yourself for

In Every Issue

Franchisor in Depth

06 What’s New!

42 Nanotek

14 FCA – Carbon Tax: Beauty or Beast Steve Wright, FCA Executive Director

Franchisee in Action

Announcements from the industry

16 FCA – Franchisee CEO’s to gather at NFC12 Stephen Giles, FCA Chairman 18 FANZ – Conference 2012 Graham Billings, FANZ Executive Director 82 Feature Article Set Up Shop 108 Behind the Headlines Jason Gehrke, Franchise Advisory Centre

72 United Petroleum

Focus Feature 94 The EWM Group

Spotlight on Services 32 Shape Shopfitters 86 National Franchise Insurance Brokers

109 Professional Services Listings 110 Franchise Listings

Snapshot on Services

112 A-Z Franchise Directory

80 Harmans Lawyers

Profiled Franchises

ADVERTISED Franchises

12 Plus Fitness 20 SumoSalad 22 Snap-on Tools 28 McDonald’s 30 Gelatissimo

Fastway Couriers....................................... IFC Tutti Frutti Frozen Yogurt......................... 10 JAN-PRO Cleaning Systems................ 15

36 Anytime Fitness 50 Café 2U 58 Total Tools

V.I.P. Home Services Australia............. 39 Mail Boxes Etc............................................... 41

64 Franchise Selection 70 The Timber Doctor 78 TeleChoice

Salsa’s Fresh Mex Grill. ............................ 45 The Australian Drug Detection Agency............................................................... 57

Expert Advice

Residential Garage Doors...................... 61

24 Navigating the Franchise Documents Marianne Marchesi, Mason Sier Turnbull

Brazilian Beauty............................................ 67

26 Where do I start? Bert Cotte, McDonald’s Australia

The Duster Dollies....................................... 69

38 Legal issues for mobile franchise businesses Mark Sherry, Harmans Lawyers

PostNet Australia. ........................................ 81

46 Retail or Service Franchise: Which is a better fit? Kevin Bugeja, Franchise Selection

U Can Build It................................................. 89

52 Alternative financing models for franchisees Jason Gehrke, Franchise Advisory Centre

The Original Poster Company.............. 89

54 Setting up shop: The Consultant’s Perspective David Stafford, DC Strategy

Mr WOW Cleaning Service.................... 91

56 Setting up shop: The Lawyer’s Perspective Charlene Hunt, DC Strategy

Caltex Star Mart. .......................................... 97

60 Local Area Marketing for new franchisees Michelle Gamble, Marketing Angels 76 How to build sales - Through the Looking Glass Brian Walker, Retail Doctor Group 88 BOOST your chances of franchise success Janine Allis, Retail Zoo

Lollipop’s Playland ..................................... 99 Zarraffa’s Coffee.........................................101 7-Eleven ......................................................... 105 Fruition Tuition..............................................107

98 Attract and retain top performers Mark Purbrick, Peoplogica Pty Ltd

Snooze.............................................................IBC

104 ASIC Business Name Regime - A Cheat Sheet Massimo Di Maio, DCS Lawyers

Hairhouse Warehouse.........................OBC

what’snew! Can u build it? Yes, you can! Earlier this year James Vassos launched U Can Build It, offering franchisees the chance to combine their existing knowledge of the building industry as Project Manager, Building Designer, Engineer, or Builder, with a franchise brand and build their own successful business. U Can Build It enables the franchisee to be their own boss, have access to a complete comprehensive system and provides a guarantee of work availability, offering independence, flexibility, financial reward and support. With over 33 years experience as a builder, project manager, building inspector and supervisor, James Vassos has used his expertise in the industry to set up the U Can Build It franchise system. “Owner building and renovations can be daunting and frankly, a little scary,” says James. “That’s where U Can Build It can help. Owner builders can use U Can Build It franchisees to help manage the project, providing advice and guidance whilst still gaining the cost benefits of being an owner builder,” James said. “We’ve had great interest from prospective franchisees and I look forward to expanding the franchise system even further,” he said.

OPPORTUNITIES ABOUND AT POSTNET The increasing popularity of people working from home, home-based businesses and small business owners and offices has created an even greater demand for PostNet’s products and services. PostNet have franchising opportunities available in all major markets, ranging from smaller regional and rural markets to major metropolitan cities, to develop single unit stores, multiple stores or an entire PostNet territory. PostNet is a global network of locally owned and operated full service neighbourhood business centres, which can provide services in four areas: digital and design; printing and copying; packing and shipping and growing the business. A PostNet franchise can provide the freedom and independence of business ownership with an established and growing franchise company servicing business.

6 Business Franchise Australia and New Zealand

Rocking the franchise world A new franchise opportunity is available and it has the support of big business. The Rock Star for Day franchise is looking at an exciting phase ahead with multi-million dollar international success story Cartridge World (also initiated in Adelaide) guiding Adelaide’s own Ben Pattison. Since its inception eight years ago, Pattison has successfully built Rock Star for a Day into a recognisable brand offering the chance for corporates, party goers and kids to record their favourite songs, pose in a photo shoot and take home the memories on CD. “It sounds simple but the elements involved make it a far superior than traditional options available,” he says. The world’s most recognised music guru, Sir Richard Branson himself has labelled the franchise as one of the best business ideas he

has ever heard of. These motivational words came about when Pattison was able to spend invaluable one on one time with Branson at a summit in Sydney. Pattison has always had a love for music and is always looking for ways to revolutionise how talent is discovered and supported. “Turning the business into a franchise opportunity widens the market even further and provides the unique opportunity to potential franchisees to also leverage off of Australia’s love of music,” said Pattison.

Skin Naturelle has a franchise opportunity for the beauty enthusiast. Operating for over five years, Skin Naturelle is a unique boutique-style beauty salon, which can be operated as a home business, providing clients with the best of beauty services and products.

CAFE2U LAUNCHED IN NEW ZEALAND Cafe2U, the world’s largest mobile espresso coffee franchise, has crossed the Tasman, launching its first franchise in New Zealand.

With a highly developed coffee culture, Cafe2U International Managing Director Derek Black said New Zealand’s discerning market was earmarked as an ideal fit for the Australian-born franchise system and for expansion into a new international location. “We are confident New Zealanders seeking self-employment opportunities will quickly see the business potential, financial security, and lifestyle benefits Cafe2U has to offer.” Based on the success of Cafe2U internationally, with 125 franchisees in Australia, 66 in the UK and following their successful launch in the United States in 2011, Derek Black sees great opportunity and potential for rapid growth and development in New Zealand. He believes the international and local success comes from the superior product Cafe2U offer, as well as attractive incentives and support provided to franchisees.

FRANCHISING FOR THE BEAUTY ENTHUSIAST

Founder Lisa Chelsom saw a need for a professional beauty salon which could be operated from home that delivered all the major services of a retail outlet without the costs. “This is the perfect franchise opportunity for at home mums wanting to get back into the beauty industry, therapists wanting to work for themselves, or the professional wanting an investment business from home. This business has no rent, low overheads and no travel expenses all wrapped in a proven system.” Lisa Chelsom was the winner of the 2010 and 2011 APAA Best Sole Practitioner Award. She is passionate about providing outstanding client service and is looking to attract new franchisees. “We pride ourselves on our enthusiastic, willing to learn and grow attitude, and providing our clients with consistently amazing service. If you feel the same then Skin Naturelle is the business for you!” Lisa said.

Business Franchise Australia and New Zealand 7

what’snew!

BRAZILIAN BUTTERFLY REACHES NEW HEIGHTS Brazilian Butterfly continues to reach lofty heights, opening a further two salons in the past four weeks. The national Brazilian waxing icon has opened salons in Taylors Lakes and Burwood East in Victoria. The opening of these salons follows the recent opening of Brazilian Butterfly Templestowe and Ringwood, taking the total number of salons to 26. Brazilian Butterfly Managing Director Scott Farrar said the brand was on track to open even more salons in 2012.

“We are still hopeful of opening our first salon in Western Australia, while Sydney is still a focus for us also over the next 12 months,” he said. The opening of Burwood East saw the first ‘re-branding’ opportunity for Brazilian Butterfly. “We re-branded a former Body Bronze and the transition has been amazing. With an existing client base and a new offer of diverse services, the new salon has really had a significant impact already,” Farrar said. Burwood East franchisee Kate Jackson said since rebranding to Brazilian Butterfly, the

response from existing and new customers had been overwhelming. “Brazilian Butterfly has such a strong and respected brand name and the results of that have been outstanding,” Kate said. “With Brazilian Butterfly’s reputation, range of services and product range, we have much more to offer the market place than many other industry brands. This will be a real win for us moving forward,” he said. Brazilian Butterfly opened its first salon in Richmond, Victoria, in 2002 and opened its first franchise store in 2004. There are salons in Victoria, Queensland and ACT.

YOUNG RETAILER OF THE YEAR Stephanie Tam, NSW, ACT and Victorian State Manager of women’s fitness chain, Lorna Jane Active Wear, has been awarded the 2012 Young Retailer of the Year Award by the National Retail Association. National Retail Association Executive Director Gary Black said Ms Tam is an inspirational role model with a promising retail career ahead. “Stephanie’s passion and drive to help grow the brand will guarantee her national and

international success on any path she may follow in the future.” Recognised for her leadership skills, love of customer interaction and store innovation, 22 year old Stephanie will take part in the Westfield World Study Tour in early 2013, valued at close to $17,000. Stephanie says she leads by example and wants to share her experiences to inspire other young retailers. “Retail has shaped my loyal work ethic; I

8 Business Franchise Australia and New Zealand

want to prove that a drive for success and a lifelong career in retail can be fuelled by the right attitude.” The NRA Young Retailer of the Year Award provides a national platform to recognise and reward excellence amongst young retailers under the age of 25, and promotes retailing as a career of choice for young people.

SNOOZE ANNOUNCES VENDOR FINANCE ASSISTANCE As bedding retailer Snooze continues to report strong year-on-year results, the company has announced plans to offer approved prospective franchise partners the option of receiving vendor finance. This offering would allow new franchise partners the opportunity to acquire a store, through direct finance from Snooze, rather than a bank or conventional lender. Snooze Managing Director, Simon Beaty said he believed this would open the doors to prospective buyers who had previously been turned away from the big banks. “At Snooze we’re so confident in our business

model that we’re prepared to give anyone interested in becoming a Snooze franchise partner a fair go.” Snooze has bucked the trend of the current retail slump and is showing strong signs of meeting its objective of growing its 73-strong store network to 100 stores over the next three years. Simon continued, “With an aggressive growth strategy firmly in place and with proven results amidst some of the toughest retail conditions in history, franchise partners can be confident they’re investing in a business model that’s both profitable, and tried and tested.”

SALSA’S EXPANSION AMIDST OZ MEXICAN WAVE Australia’s love affair with Mexican food has continued as reflected in fresh Mexican food retailer Salsa’s business success in 2011/12. Salsa’s is part of the Retail Zoo stable, which also owns Boost, and has the backing and resources of a highly successful support office to guide its booming growth rates and rapid expansion. Ten new Salsa’s sites have opened and network sales skyrocketed from $16 million annually in 2010/11 to $27 million in the 2011/12 financial year. The brand has grown from four stores in 2008 to currently thirtytwo stores, with partners reporting net sales in excess of $1 million per annum and strong enquiries from prospective franchisees. May/June 2012 were particularly exciting months for the Salsa’s brand, with four sites opening within six weeks across Victoria, NSW and WA. There are plans to open eighteen more sites in the next eighteen months and Salsa’s anticipates a total network of fifty sites in Australia by the end of 2013. “Every Salsa’s franchise business is trading profitably, a result we believe reflects the strength of our brand as market leaders, our site selection and our category,” said Brett Carman, Salsa’s General Manager.

Business Franchise Australia and New Zealand 9

COV ER STORY

WORK AND LIFE BALANCE RESTORED “We are supporting the shift in remote working by giving our franchisees innovative face-to-face and online training then client referrals to offer specifically tailored social media programs to clients.”

orkers are realising the potential of looking for autonomy in their work as career trends begin to favour taking charge of time, choice of work locations and freedom to choose projects. The number of people who work from remote locations has skyrocketed in the past few years, thanks to technological advances that have enabled new work opportunities. Homes have quickly become fully equipped offices with broadband Internet access, laptop, tablets, smartphones and myriad devices to run a business efficiently and effectively. Max Collins, Director of Social Media Business Boosters says that franchisees within the Social Media Business Boosters system have the flexibility to work from anywhere they choose. “When working from home, the beach, or anywhere for that matter, our franchisees draw from our online video training and business resources and they connect to our franchise systems like our web based CRM,” says Collins. “This gives them full access to downloadable resources to top-up their skills, client approach training and network discussion

boards with our Trans-Tasman franchisees - all whilst being confident business owners without the need for stock or premises.” Paula O’Sullivan, a Social Media Business Booster in Sydney, NSW has taken the remote working lifestyle head on. “My investment in Social Media Business Boosters means I get to run my own business with the support of a franchise network. The training and ongoing support provided by Max and the team gives me the confidence to build on my existing skills to grow and expand my business and take advantage of the opportunities in the market place for the ever growing social media marketing industry,” says Paula. “I am excited to be able to turn my passion for social media into a work opportunity that has the benefit of enhancing a work and life balance.” Max Collins mentions Paula as just one example of how self-starters are creating value for others and finding ways to give back. “It is far too easy to allow yourself to be overwhelmed with other people’s agendas and never make any progress towards your own goals and we’re seeing franchisees now that have sought this very real change in the type of business they run,” Collins says.

Social media platforms have seen enormous, unprecedented growth over the past few years and continue to impact upon the way we conduct our lives. Social media marketing refers to the global phenomenon of businesses brands and individuals using social media platforms to communicate with a large audience and extend customer relationships. Social media not only provides a new space for businesses to interact with huge numbers of potential consumers every day - it now provides a work opportunity for everyone who has noticed the evolution of the ‘connected consumer’ taking place. Social Media Business Boosters has grown to 41 franchises across Australia and New Zealand, and is growing internationally with strong demand from the USA, Malaysia, and New Zealand. “The beauty of our franchise system is that franchisees don’t need to be tech savvy. Often our franchisees expand into training in additional online marketing services and also building a team around them to increase their offering,” said Max. In addition to a four day franchise induction, franchisees are also provided with comprehensive ongoing support and guidance from head office, including the provision of new business leads. If you enquire about one franchise in 2012, Max Collins and the Social Media Business Boosters team suggest you make it this one: Phone: Email: Web:

1300 298 898 max@ socialmediabusinessboosters.com www. SocialMediaBusinessBoosters.co

Business Franchise Australia and New Zealand 11

PROFILE : PLUS FIT N ESS 24/7

Join the

Plus Fitness family

lus Fitness 24/7 business partners and franchisors Nigel Miller and John Fuller agree that a strong family culture has been the key to their growing fitness franchise business. “We believe a strong family culture amongst our franchisees and staff has always been one of our points of difference.” Making a conscious decision early on to remain ‘hands on’ with their business development management for franchisees, Nigel and John are able to set the foundation for maintaining this strong culture with all new incoming franchisees. Still to this day Nigel and John run all of their Q and A sessions prior to the sale of a franchise and work closely with their franchisees right through to opening. They are then handed over to their own experienced Franchise Support Manager. Nigel and John remain very accessible to their franchisee ‘family’, something that is very important to them both.

Your own Personal ‘Business’ Trainer According to Nigel, buying a Plus Fitness 24/7 franchise is a little like starting a fitness program with a personal trainer. “You know your goal, you are willing to put in the hard work, you just need guidance from a professional to help you reach your goal in the most efficient way. Isn’t it better to utilise the knowledge of a professional trainer with years of experience?” Nigel said. Shaun Cameron-Lee, a successful franchisee in Blaxland and St Marys with a third site about to open in Katoomba, concurs with this. With a background in business, Shaun knew very little about the fitness industry. “It was critical for me to find a franchisor that would train and support me. From my first enquiry with Plus Fitness, I found Nigel and John approachable, friendly and committed to my success. Their experience

Shaun Cameron-Lee

of both franchising and the fitness industry has resulted in great systems that work phenomenally well. They have built a great head office team; there is always help at hand and support is only a phone call away.”

Supporting You Plus Fitness 24/7 offers a true turnkey franchise business with an initial investment as low as $229,000 – including all of the equipment! Add to this, exclusive territories, low staffing costs, the lowest flat monthly royalty fees on the market and unrivalled franchisee support. Also available is extensive marketing and administration tools and assistance, IT equipment and installation and full fit out, all translating into high demand for Plus Fitness franchises. Shaun Cameron-Lee adds, “when the Plus Fitness 24/7 model was launched it immediately stood out as the best value option in the market. It was then and still is the most affordable and comprehensive package available.”

12 Business Franchise Australia and New Zealand

A Culture Growing Strong Plus Fitness 24/7, a company born from a desire to improve the fitness and wellbeing of fellow Australians, is itself growing stronger each year. According to Nigel, “We have grown by over 400 per cent in 12 months. The network had six gyms in 2011 and sits now with 32 gyms and a further 36 exclusive territories sold.” Franchisee Shaun Cameron-Lee concludes, “This franchise has a very clear vision about where it is headed and a very practical ‘cando’ approach to getting there. There is an enormous level of energy and optimism for the brand and for those, who decide to join in on the journey. I believe that this business is the perfect vehicle to carry prospective franchisees into a successful and rewarding future.” For more information on Plus Fitness 24/7 contact Nigel Miller; Phone: 02 4648 2099 Email: nigelm@plusfitness.com.au Web: www.plusfitness247.com.au

Business Franchise Australia and New Zealand 13

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

“You see, after the emotions and political overlay are stripped back, carbon pricing is just another input cost.” Steve Wright, Executive Director, Franchise Council of Australia.

Carbon tax:

n industry worldwide tha consumer and commer risk way to start your ow

Beauty or beast, it’s just another cost

nd very popular way to s e buying into a system a cessfully. Y ou also buy “i est in a well known franc

‘To blame or not to blame – that is the question.’

ell, it is a big question for

acknowledging its mistake and quickly

strongest ever consumer focus on getting

s a major force in Co value for money in the their purchases. And setting about correcting it. business owners in terms of es of over $250 million an things will get worse, at least in terms of carbon tax. Official reaction toimportantly the incident was nally. More , carbon tax, as the pricing is only at stage one encouraging as well. The ACCC’s first It is a question many retailers, including pled since 2004. – it rises progressively through the next five reaction was to note that businesses are franchiseoutstanding retail and service companies, rns , indepen years, meaning energy and other costs are completely at liberty to put up prices Magazine’ are asking themselves right now. Many Entrepreneur going to continue to rise. whenever they see fit, carbon tax or no are confused and a little frustrated at s rank ed JAN-PRO the fas The underlyingo question for somebody It is r simply upe to the individual hise b rBut a n ftax. o ac h f the p the uncertain impact. is this beast d carbon he insurmountable? top five fastest grow considering a new venture is: ‘Is the carbon businesses to ensure that if they make a ears. JAN-PRO was ra tax a deal-breaker? Should I let it get in the claim to customers about pricing of any sort, As I write this column, a major national anchise worldwide in way of me setting up my business?’ The they are able to justify that claim.

retail food brand, Brumby’s, is taking serious answer is simple: ‘no’. For many small make business owners, there is steps to repairyou self-inflicted reputation ows to the inv You see, after the emotions and political a strong expectation that theyprovides are going to damage after one of its senior executivesthen ou, and yo overlay are stripped back, carbon pricing is be hit by increased input costs (especially even referred too glibly to the opportunity for s, training and the just another input cost. Yes, it is a variable energy prices) and have difficulty passing franchisees to raise prices and “let the carbon essful. and of uncertain quantitative impact. But so the costs on to customers. The main reasons tax take the blame, after all your costs will are a lot of other factors, and some of them they feel hamstrung are the following: be going up due to it.” pack a good deal more competitive punch 1 Uncertainty about how much their costs Whatever you think of the tax, the quick than carbon tax. are going up and therefore how much they and assertive Brumby’s reaction was a So don’t let it get in your way. When in can lift prices attributable to the carbon big positive for the company – and for the business, if you like the tax, absorb it and tax. franchise sector. tell your customers you are doing so. If 2 Their ability to increase prices and not It is a very positive reflection on the you don’t like it, and you want to preserve suffer competitive disadvantage. franchising model that the head office profitability and business integrity, spend of this multi-brand franchise system 3 Fear of retribution, by the ACCC, or a little time to work out just how much it is immediately realised the need to act by customers, if their pricing claim is costing you and consider how you can pass swiftly and affirmatively to preserve brand deemed to be misleading. this on in a fair and transparent way. Your integrity across the franchise network. It customers will respect this, whether they According to a number of small business apologised to customers and to franchisees. agree with the tax or not. And you will have commentators, the sum of these concerns is It has embarked upon a media advertising no trouble with the ACCC. zero; i.e. the small business owner decides campaign to ensure end customers are aware to take zero action – and wear the increased that the local brand partners, the franchisees, cost and accordingly reduced profit margin. had nought to do with what was a solely head office faux pas. Hopefully the end result The bad news about this is that margins in retail are already under strong pressure will be brand enhancement, as consumers from diminished customer demand and the give the business credit for realising and

14 Business Franchise Australia and New Zealand

ity! n u t r o p p O f o ld r o W Unlock a

Comprehensive five week training All your customers providedâ&#x20AC;&#x201D;no s Flexibility in your investment Welcome to JAN-PRO and the rapidly Welcome to JAN-PRO and the rapidly Flexibility in your growth rate expanding world of Commercial Cleaning. expanding world of Commercial Cleaning. Guaranteed financing If youâ&#x20AC;&#x2122;re reading this, you have already If youâ&#x20AC;&#x2122;re takenreading this, you have already taken Full administration, billing and coll that includes Franchising is a $2 trillion industry worldwide that includes Franchising is a $2 trillion industry worldwide that includes an important first step towards owning an important first step towards owning mercial many of the best known consumer and commercial many of the best known consumer and commercial First class marketing materials your own business. As you read on your we hope own business. As you read on we hope own business. brand names. It is a low risk way to start your own brand business. names. It is a low riskCost way tosavings start your own business. on insurance you will find many exciting reasons youtowill find many exciting reasons to o start a Franchising is a proven and very popular way to startFranchising a is a proven and very popular monthly way to start apayments Regular make that business a JAN-PRO franchise. make that business a JAN-PRO franchise. and processes business, because you are buying into a system and business, processesbecause you are buying into a system and processes Smooth cash flow operation If you do, youâ&#x20AC;&#x2122;ll join over 12,000 other If you do, youâ&#x20AC;&#x2122;ll that joinalready overoperate 12,000 other â&#x20AC;&#x153;instant successfully. You also buy â&#x20AC;&#x153;instant that already operate successfully. You also buy â&#x20AC;&#x153;instant Instant brand name credibility franchisees worldwide who havefranchisees already worldwide who have already

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anchise.

credibilityâ&#x20AC;? when you invest in a well known franchise. credibilityâ&#x20AC;? when you invest in a well known franchise.

discovered the benefits that JAN-PRO discovered the benefits that JAN-PRO can offer. Now itâ&#x20AC;&#x2122;s your turn. can offer. Now itâ&#x20AC;&#x2122;s your turn.

Awarded the fastest growing franchise 3 years running, JAN-PRO offers commercial cleaning franchises starting from as little $13,500+GST.

* .! +0 !! $!) * !-! -! +-! ! ! .+*. /+ $++.! !

Commercial JAN-PRO is recognized as a major force in the Commercial JAN-PRO is recognized as a major force in the Commercial and over Cleaning industry, with sales of over $250 million and Cleaning over industry, with sales of over $250 million and over y, these 12,000 franchisees nationally. More importantly, these 12,000 franchisees nationally. More importantly, these growth numbers have tripled since 2004. growth numbers have tripled since 2004. Here are some excellent reasons to become Here part of arethis some excellent reasons to become part of this Every day worldwide over 12,000 skilled and highly Eve endent industry JAN-PRO consistently earns outstanding, independent JAN-PRO industryconsistently earns outstanding, independent industry exciting growth industry opportunity: exciting growth industry opportunity: trained JAN-PRO franchisees go about the business trai neâ&#x20AC;&#x2122;s Annual recognition. For example, Entrepreneur Magazineâ&#x20AC;&#x2122;s Annual recognition. For example, Entrepreneur Magazineâ&#x20AC;&#x2122;s Annual of keeping their commercial properties clean and theirof k fastest growing Franchise 500 awards has ranked JAN-PRO the fastest Franchise growing500 awards has ranked JAN-PRO the fastest growing Commercial Cleaning is a rapidly growing industry. Commercial Today it Cleaning is a rapidly growing industry. Today it customers satisfied. And in case youâ&#x20AC;&#x2122;re wondering, that cus commercialy cleaning franchise brand for eachr of the s pastcommercial eight . years.cleaning franchise brand for each of the past eight years. e past eight e a generates sales of $155 billion and is projected to reach generates $175 sales of $155 billion and is projected to reach $175 still leaves plenty of properties and locations for us tostill JAN-PRO has ranked in the top five fastest growingJAN-PRO franchiseshas ranked in the top five fastest growing franchises wing franchises 2continue 008, our billion by 2015. billion by 2015. plans, and for you to begin con 20expansion 09was , 20ranked overall in the past eight years. JAN-PRO was ranked overall thein the past eight years. JAN-PRO ranked the 10* the The Commercial Cleaning industry has traditionally The beenCommercial Cleaning industry has traditionally been building a business of your own. buil #1 fastest growing franchise worldwide in 2008, #1 fastest growing franchise worldwide in 2008, in 2008, undersupplied with people to service it, so there isundersupplied plenty of with people to service it, so there is plenty of 2009, and 2010. 2009, and 2010. untapped demand for quality service. untapped demand for quality service. A JAN-PRO franchise allows you to make the investment A JAN-PRO franchise allows you to make the investment nvestment In spite of changes in the economy, commercial property In spite of changes in the economy, commercial property suits you, and then provides you with all the that best suits you, and then provides you with all the you with all decision that bestthe decision owners and managers always need to keep their properties owners and managers always need to keep their properties systems, support services, training and even the customers systems, support services, training and even the customers he customers described clean and well maintained, so the industry is often clean and well maintained, so the industry is often described you will need to be successful. you will need to be successful. as â&#x20AC;&#x153;recession resistantâ&#x20AC;?. as â&#x20AC;&#x153;recession resistantâ&#x20AC;?.

-VY M\Y[OLY PUMVYTH[PVU [V Ă&#x201E;UK V\[ OV^ `V\ JHU \USVJR [OL RL` [V `V\Y success, visit www.jan-pro.com/australia or contact 1300 JAN PRO.

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www.jan-pro.com/australia Business Franchise Australia and New Zealand 15

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

“It is an ongoing battle to remind our politicians and bureaucrats of the outstanding contribution made by the franchise sector to the Australian economy, and to prevent further intrusive regulation and red tape.” Stephen Giles, Chairman, Franchise Council of Australia.

Franchise CEOs to gather at NFC12 T

remains significant agitation by various parties for further legislation that will adversely affect franchising in Australia.

As FCA Chairman, I have personally invited over 100 leading CEOs to meet with political leaders, including the Federal Small Business Minister Brendan O’Connor and the Federal Shadow Small Business Minister Bruce Billson, to gain valuable insights into both sides of the small business political spectrum.

Franchising is the genuine engine room of the Australian economy – 70,000 franchised businesses, $128 billion in annual turnover and over 700,000 Australians employed. Yet we see more potential regulation of the franchise sector, and a lack of understanding in Canberra about genuine small business issues. FCA Executive Director Steve Wright and the FCA Board raise these issues continually, but we know that the best way to get our message across is direct from the horse’s mouth - from the franchisors and franchisees generating the economic activity.

he Franchise Council of Australia’s National Franchising Convention (NFC12) in Canberra from 7-9 October will feature one of the largest ever gatherings of franchising CEOs in Australian history.

The response rate to the Parliament House meetings has been strong, with many keen and willing to participate. Numerous CEOs have also expressed a willingness to speak to the franchise sector at NFC12 to pass on their words of wisdom to help continue the growth of the best form of small business in the country, if not the world, franchising. We deliberately chose Canberra for NFC12, as the political winds are uncertain and the Federal Government and the Opposition are both committed to a review of the Franchising Code of Conduct in 2013. It is an ongoing battle to remind our politicians and bureaucrats of the outstanding contribution made by the franchise sector to the Australian economy, and to prevent further intrusive regulation and red tape. I think we are winning the battle, but there

As a group, we are working to expand the pool of potential franchisees not just by promoting the benefits of franchising, but by alliances with the AFL and others who may have people that would be interested in franchising. We will be continuing our discussions with Government and the Opposition on this opportunity. Hopefully we can convince Government to introduce the Small Business Act lending program similar to that used so effectively by franchisors in the US. Retail leasing, penalty rates, access to finance and a general high cost business environment are matters where we continue to ask the Government to act.

16 Business Franchise Australia and New Zealand

The NFC12 program is also a great reason for those in the sector to get to Canberra. The leadership forum will feature former Prime Minister John Howard and Christine Corbett, who is the Executive General Manager for Retail Services at Australia Post, which has almost 3,000 licensed post offices. FCA Franchise Hall of Fame member, Roger Gillespie from Bakers Delight, will also tell us how he has stayed on top for over 20 years, while some of the young gun CEOs will talk about their respective networks and how they have gone about getting to where they are today. Also at the conference you will be able to hear from some of the sector’s most successful franchise system owner-managers, including John O’Brien (PoolWerx) and Paul Wheeler (formerly Cartridge World, now Senior Helpers) as well as Wizard Home Loans and Yellow Brick Road entrepreneur Mark Bouris. I think you’ll agree the line up for NFC12 is impressive and I look forward to seeing you in Canberra during October, where as a sector, we will take over the nation’s capital for three days to ensure our collective voice is heard.

Business Franchise Australia and New Zealand 17

fr anch ise associ at i o n o f n e w ze a l an d

Conference 2012 Franchising in the Year of the Dragon

This yearâ&#x20AC;&#x2122;s Conference was judged a great success by attendees, with the responses to the post-conference survey scoring the speakers, content and organisation in the high ninety per cents for satisfaction. The Conference, held at the Copthorne Hotel, Bay of Islands, benefited from a new Principal Sponsor, New Zealand Post and a new Platinum Co-Sponsor, The Radio Network, along with wellestablished sponsor, BNZ.

18 Business Franchise Australia and New Zealand

FANZ Past Chairs honoured at the Conference During the last year the Board decided to recognise past Chairs of the Association and honour the commitment that they had made in the development of FANZ to become the Association that it is today. At a special ceremony during the Bay of Islands Conference, those Past Chairs in attendance were presented with a sterling silver lapel pin denoting their status. Other Past Chairs will be presented with their pins at appropriate occasions. Those present (pictured left) were (left to right) David McCulloch 1995-1997; Win Robinson 1999-2001; Robert Fowler 20012003; Simon Lord 2003-2005; Estelle Logan 2008-2010.

Past Chairs of the Association

Many rated it as the best FANZ conference they had attended and there were some very positive responses from first time attendees who were amazed at the welcome they received and the openness of delegates willing to discuss issues in their own systems. Following on from previous conference survey requests, this year’s speaker line-up had an increased number of franchisors from both sides of the Tasman talking about their own systems and experiences, and a franchisee’s story was told by well-known media personality, Mary Lambie, now owner of the Subway, Telecom Place, one of their top five performing outlets in the country. Ian Robertson and Susan Needham from NZ Post gave a fascinating presentation on the range of data solutions that can assist in business planning, with other speakers covering a wide range of informative topics. Professor Natalie Jackson, Professor of Demography at Waikato University, gave a “wake up call” to businesses in her presentation, with the projections that in just eleven years there will be more New

Zealanders aged over 65 years than those aged less than 14 years. Almost all future growth in the country will be at the older ages and in many regions population growth has already ended. She ended by saying that this was the new reality, but businesses that understood and planned for these changes would find new opportunities. The live video link-up session that has now become a tradition at FANZ conferences, was with the Chairman of the Malaysian Franchise Association together with the Director of the Franchise Development Division of the Malaysian Ministry of Domestic Trade. The Malaysian Government is a significant supporter of franchising, with funds allocated in various areas to encourage development. Winding up the Conference was an inspiring keynote speech, at times both full of humour and pathos, given by the New Zealand founder of Contiki Holidays, John Anderson. Association members can download many of the conference presentations from the Members’ section of the FANZ website.

Principal Sponsor NZ Post National Franchise Manager, Ian Robertson and FANZ Executive Director, Graham Billings

FANZ Board Election Results The result of the postal ballot for the vacant seats on the Board was announced at the Annual General Meeting that took place on the Sunday morning following the Conference. Joining the current members, David Foster, Harris Tate Lawyers and Ian Robertson, New Zealand Post (who were not required to retire this year) were: • Paul Brown - Paramount Services (reelected for a second term) • Dawn Engelbrecht - Safe Kids in Daily Supervision (SKIDS) • Callum Floyd - Franchize Consultants • Brad Jacobs - The Coffee Club

Chairman and Vice Chairman for 2012-2013 Under the FANZ Rules, the new Board elects the Chairman and Vice Chairman at its first meeting following the AGM. Elected for the current year at that meeting were: David Foster – Chairman Ian Robertson – Vice Chairman

Sporting theme for The Radio Network Networking Dinner

Business Franchise Australia and New Zealand 19

PROFILE : SU M OSA L A D

sumosalad:

supporting franchisees

stablished in 2003, SumoSalad is the acknowledged leader in the rapidly growing healthy fast food category with just under 100 sites in Australia and internationally. In previous issues Luke Baylis, founder and Managing Director, of the successful franchise chain, provided valuable insights into the bright future of food franchising and what makes SumoSalad a stand out from the crowd with its winning formula for success. In this issue, Luke explores the steps and support processes in place to ‘set up shop’ at SumoSalad. According to Luke, the final ingredient for a successful food franchise business is a motivated and supported franchisee. SumoSalad’s support systems enable franchisees to focus on what matters; serving satisfied customers and building their business.

Size and Site “With an ever-changing retail landscape, it’s important that our business be adaptable to different environments. At SumoSalad, we have a number of successful concept options suitable for different regions and locations,” Luke notes. These can range from the SumoSalad inline concept store at about 50sqm which is best suited to shopping centres, to the newest SumoSalad Fresh Express (hole in the wall) concept generally found in CBD locations. Assistance is provided with all aspects of selecting the most suitable site. The overall performance of the site depends on a number of factors including: best rental deal and incentives; the lease term; limitations on product usage; the right demographic mix; adequate or high foot traffic; the competition; visibility; average spend within the trade environment; access; position; size and access to utilities.

The Store Once a site has been selected, the concept style is agreed upon by experts including the Operations team and the franchisee. The store design is an incredibly important

element as this is the street billboard. Luke notes, “it needs to be effective and represent the brand and we continually look for new improvements to maximise store design.” Expert shop fitters are engaged to ensure a sound store is constructed in the required timeframe and budget, and any issues are resolved prior to handover. “Our experience in the design and construction of nearly 100 stores is the key here and our streamlined process means you can be assured you will receive the best possible SumoSalad store for your location,” claims Luke.

Initial Training At SumoSalad, Luke is emphatic that a franchisee is never left out in the cold. “To get you off to the right start, you will spend two days at the SumoSalad support office in Sydney, with key management staff, understanding each of their department’s responsibilities and how they can assist you. This is followed by the four week in-store competency based training program which will give you the knowledge and skills to successfully run your own store.”

20 Business Franchise Australia and New Zealand

Opening Support Prior to opening, an assigned Training Manager will assist the franchisee with recruitment of staff, rostering and any other pre-opening business, both day-to-day and bigger picture planning. Given the initial hype around opening the new store, the official marketing launch is three months later and is coordinated by the SumoSalad marketing team in consultation with the franchisee. After a successful store launch, dedicated and on-going brand, marketing, IT, legal, operational and training support and expertise is provided by the head office team and an allocated Operations Manager. Luke Baylis concludes, “as a SumoSalad franchisee you can be rest assured you are in business for yourself but never by yourself.” For more information on becoming a SumoSalad franchisee contact Graham Streeter: Phone: Email: Web:

02 9569 7866 0418 870 920 graham@sumosalad.com www.sumosalad.com/franchising

Business Franchise Australia and New Zealand 21

PROFILE : SN A P- O N TOO LS

A Well-Oiled

Franchise System Snap-on Tools Australia has created a highly successful franchise system based on a business model combining three elements: high-quality premiumpriced products for a large but clearly defined marketplace; an accessible credit philosophy; and the convenience of a well-oiled mobile store system. Snap-on Tools caters to workshop owners and professional tool users that know what they want, but are time poor. Snapon delivers an exclusive, consistently premium quality product, coupled with the convenience of a mobile store. The customer does not have to leave their place of work to purchase what is needed. Ian Spinks has been with Snap-on Tools for the last six years and has been the Product Manager for the last eighteen months. He says the mobile stores provide a point of difference to the franchisees and their customers. “The mobile stores are custom-built, fully optioned, highly technical showrooms on wheels and are an effective retail environment for our product. “We have a premium product and need to market it accordingly. We continually refine the process to display our product at its best. “It is this that sets Snap-on Tools apart; we have completely new mobile store design, specifically meant for franchisees starting in their businesses.” Each franchisee covers their own exclusive territory and visits their customers every week. A further fleet of vans is driven by diagnostic product specialists. These experts are available to support all franchisees with the increasingly complex diagnostic tool product line on offer.

Ian says when a new product becomes available it is incorporated in the mobile store fit out accordingly. “The franchisee has at their disposal in the mobile stores the very best marketing environment for the Snap-on product and it has proven to be very effective.” Nick Hudson, National Franchise Manager of Snap-on Tools, explains a Snap-on Tools franchise provides a unique opportunity to own and operate a business founded on a premier brand and years of experience. “Ours is a proven business model with extensive training, quality products and a loyal customer base. “The cost of entry is very competitive, products are best in class and the customer base is already identified. Plus, there is no expensive investment in a fixed site location or royalties and advertising levies to be paid.” He says Snap-on Tool franchisees can rest easy knowing the following: Industry Leader: Snap-on is universally recognised by professionals as the absolute highest quality tools in the industry.

22 Business Franchise Australia and New Zealand

Low Start-up Costs: Finance packages are available. Not Tied to Real Estate: The benefit of a mobile tool store is just that: it’s mobile. No building codes to comply with and no fixed site expenses like percentage rent and leasehold improvements. History of Success: Snap-on has built a proven business model of success that has lasted decades longer than some of our competitors. Built-in Customer Base: Each franchisee receives a protected, surveyed territory where the potential customers have been identified and listed. “Most importantly for us, our end customers can continue to expect to see the familiar white truck pulling into the yard bringing them the latest in technical innovation and the finest quality tools that help them make money,” said Nick. For further information about Snap-on Tool franchising contact: Phone: 1800 762 766 Email: Nicholas.hudson@snapon.com Web: www.snapontools.com.au

E CTIV EFFE G T S N CO NCI FINA AGES PACK ABLE L AVAI LITTLE S A FROM $37,000. S A

SNAP-ON TOOLS PUTS YOU ON THE ROAD TO SUCCESS â&#x20AC;&#x153;The ongoing fee structure is very low compared to other franchises. With Snap-on the more I sell, the more I earn. Youâ&#x20AC;&#x2122;re buying an asset, and if you work hard you will reap the rewards. Snap-on ticks all the ÂżQDQFLDO ER[HV Â´ â&#x20AC;&#x201C; Martin Pearce Snap-on Tools franchisee since 2004.

Ă&#x2020; Global leader in tools and franchising Ă&#x2020; 3URYHQ HVWDEOLVKHG SURÂżWDEOH EXVLQHVV PRGHO Ă&#x2020; In-demand products, #1 market share Ă&#x2020; Operating in Australia for over 21 years Ă&#x2020; 1R PHFKDQLFDO H[SHULHQFH QHFHVVDU\ Ă&#x2020; ([WHQVLYH WUDLQLQJ DQG RQJRLQJ VXSSRUW

Phone 1800 762 766

www.snapontools.com.au Business Franchise Australia and New Zealand 23

l eg al a dv ice

Navigating the franchise documents The following past proceedings must also be disclosed: - a conviction of a serious offence within the last ten years; - final judgments in relation to civil proceedings within the last five years; - bankruptcy or insolvency within the last ten years. • Have any franchised businesses been terminated or ceased to operate within the last three financial years? If so, why? Note that the Disclosure Document must set out details of previous franchisees (unless such franchisees have requested their details not be disclosed). You should use these details and contact as many franchisees as possible to get a franchiseeperspective on the franchisor and the business, and confirm the reasons for the termination or closure of the franchise, particularly if the franchised business was in the territory or at the site in which you will be operating.

uying a franchise is an exciting venture, usually the result of much thought and consideration. However, sometimes sifting through the franchise documents can feel a bit like climbing a mountain and any buzz of excitement quickly disappears. Although it is always wise to obtain legal advice, this guide is designed to help you navigate your way around the key documents.

The Disclosure Document The Disclosure Document is provided to potential franchisees at least 14 days before the franchisee enters into the Franchise Agreement. Franchisors are required to update their Disclosure Document annually.

The purpose of the Disclosure Document is to give you information about the franchisor and the franchise opportunity to enable you to make an informed decision. It will also contain a copy of the Franchising Code of Conduct (‘the Code’), the law which regulates the franchising sector in Australia. Typically, you should ask yourself the following questions when reading the Disclosure Document: • Does the Disclosure Document follow the format required by the Code and is it up to date? • Is the franchisor currently involved in any litigation of the types described in the Code? For example, proceedings relating to a breach of a Franchise Agreement.

24 Business Franchise Australia and New Zealand

• Will you have an exclusive territory in which to operate your franchise? • What payments will you be required to make, both upfront and ongoing, to the franchisor and to third parties? • What are your obligations under the Franchise Agreement in relation to key areas - such as training, complying with standards, or marketing? It is also a good idea to consider the franchisor’s current financial position. Franchisors are required to include in the Disclosure Document either financial reports for the last two financial years or an auditor’s report. You should review these reports in the course of obtaining financial/ accounting advice in relation to the franchise opportunity.

“Put simply, the Franchise Agreement is what gives you the right to operate the franchise under the franchisor’s system or marketing plan.” Marianne Marchesi, Lawyer, Mason Sier Turnbull.

You are entitled to a minimum period of 14 days to review the franchisor’s Disclosure Document and Franchise Agreement before you enter into the Franchise Agreement. This provides you with an opportunity to read the franchise documents and obtain advice.

The Franchise Agreement Put simply, the Franchise Agreement is what gives you the right to operate the franchise under the franchisor’s system or marketing plan. Like any agreement, this sets out both parties’ rights and obligations. Many of the standard terms in the Franchise Agreement are replicated in the Disclosure Document, so you should ensure these are consistent. The Franchise Agreement will also set out whether the franchise being granted is within a non-exclusive or exclusive territory. If you are granted an exclusive territory, you should carefully read these provisions to understand your rights in relation to the territory. For example, can other franchisees in the system operate their business within your territory? Is the franchisor able to operate a business that is substantially the same as yours within the territory? And can the territory be changed by the franchisor? You should also check that your territory is clearly defined in the Franchise Agreement, whether by way of a description or a map with the territory clearly marked. Franchise Agreements commonly contain minimum standards with which you must comply. For example, how you are to contribute to marketing both the franchise system and your own franchised business. It will also set out important rights and obligations relating to branding, payments, policies and procedures surrounding transfers of the franchised

business, termination and dispute resolution mechanisms. The Schedule to the Franchise Agreement will contain basic terms relating to your franchise. These include the term (i.e. duration) of your Franchise Agreement, whether there are any options to renew and fees payable. In relation to the term of the Franchise Agreement, a key issue is whether it is long enough to ensure that you receive an adequate return on your investment. Further, you must consider whether the term of your Franchise Agreement and the term of the lease (where the franchise operates from a fixed site) coincide. Some Franchise Agreements provide that the Franchise Agreement will end if the lease ends. You should also take note of the amount and frequency of any recurring payments such as royalties and marketing contributions. Also double check that other basic details are correct, such as the franchisee entity or site address (if relevant). If you have negotiated any special conditions with the franchisor (that is, terms specific to your agreement), you should ensure that these find their way and are accurately represented in the Franchise Agreement. Lastly, in what circumstances might your Franchise Agreement be terminated? The Code details special circumstances in which it is permissible for a franchisor to terminate a Franchise Agreement immediately by notice in writing. In all other circumstances, the franchisor must provide the franchisee with written notice of an alleged breach of the Franchise Agreement, and specify how the franchisee may remedy the breach and the timeframe within which the breach must be remedied (which must be reasonable). It is uncommon for franchisees to be provided with reciprocal termination rights. You should be aware of any restraints

that will apply at the end of a Franchise Agreement. Most Franchise Agreements provide for a period after the end of the Franchise Agreement during which the franchisee is restrained from being in any way involved in a competing business within a specified area from the territory and/or site.

Property Licence Deed If the franchise operates from a fixed site and the franchisor holds the head-lease for the site, you may be required to enter into a Property Licence Deed with the franchisor which grants you occupancy rights. The Property Licence Deed will often require you to make payments (such as rent and outgoings) to the Landlord as if you were the tenant. You should ensure you recieve a copy of the Lease and read it carefully to ensure you understand your obligations under it and are able to comply with its terms. There is no substitute for obtaining quality advice before you enter into a franchise, however, this guide should at least get you on your way. Full due diligence prior to making a long, and often costly, commitment, is in both the franchisee’s and franchisor’s best interests. Getting it right at these initial stages should pave the way for a lasting and healthy franchise relationship. Marianne is a Lawyer at Mason Sier Turnbull, a law firm renowned for its franchising expertise. Located in Melbourne’s industry heartland, Mason Sier Turnbull has strong commercial law skills and provides clients with sensible solutions. For more information contact Marianne at Phone: 03 8540 0200 Email: Marianne.marchesi@mst.com.au Web: www.mst.com.au

Business Franchise Australia and New Zealand 25

e x pert A DVICE

Where do I start? Thinking of franchising your business? McDonald’s Franchising Manager, Bert Cotte, gives advice to a young entrepreneur about to embark on the journey of expanding her business through franchising…

recently met Lisa Chelsom at the Franchise and Business Opportunities Expo in Brisbane. Lisa currently has one site, where she operates her beauty concept – Skin Naturelle. Her goal is to initially bring on board three franchisees in the next six months. Looking out to the horizon, she’d like to see Skin Naturelle grow to a network of 150 franchisees across Australia and establish the Skin Naturelle School of Beauty in each state. Franchising is an exciting way to grow your business and your brand quickly, but it’s not an easy journey. Setting up those first few new sites and the franchisees that operate them, is likely to be one of the most challenging times she will face. Lisa has a few questions that she’d like some advice on to help her avoid some of the common pitfalls, and bring her business growth ambitions to life as smoothly, and as quickly as possible.

What should I look for in potential franchisees? Is it attitude, previous business skills or any other areas to qualify the applications? There are a multitude of competencies and

26 Business Franchise Australia and New Zealand

attributes that I look for when recruiting franchisees for the McDonald’s system. After all, it’s a 20 year opportunity, so it’s crucial to get a good fit for the organisation to set us up for a mutually beneficial relationship. Missing the mark in the selection stage, can set you up for a lot of long term pain. It’s that 80/20 rule. You could find yourself spending 80 per cent of your time on 20 per cent of your franchisees for all the wrong reasons. A strategic approach, high energy levels, strong levels of accountability, an appreciation of the need for compliance, an understanding of the numbers that make a difference, coupled with a people and customer focus are all important. In franchising, the critical factor is bringing these elements together, with a good culture fit. For me, a good culture fit wins over industry experience. Every business has its own culture. What is culture? It’s just the way you do things all the time. The key question is how well the new franchisee will do things the way the business needs them to be done, with passion. When a way of doing things is embedded in your culture, minimal effort is required to execute in that way.

“Franchising is an exciting way to grow your business and your brand quickly, but it’s not an easy journey.” Bert Cotte, National Franchising Manager, McDonald’s Australia.

I’ve just received some inquiries from the Expo. Once I’ve completed an initial screen of a franchisee application, what’s the most important part of the interview process? The McDonald’s franchisee selection process involves working in one of our restaurants for a weekend – the busiest trading days. I mentioned culture fit earlier. Train your applicant in a basic function, and get them to interact with your customers under your observation. You get an opportunity to see them in action, and they get a hands-on view of what they are getting themselves into. This would be a few steps down the track in your selection process, to ensure that you are pretty sure that the applicant is a reasonable fit. Naturally, select some tasks that have a low risk of impacting a customer. I can imagine that beauty treatments need a very personal approach, and some tasks require extensive training. Perhaps have the potential franchisee assist in preparing the room for the treatment, and welcoming the client. Watch them real-time, and see how well they fit in. Look out for their levels of initiative when the opportunity to take action arises.

McDonald’s is a huge franchise system, and ultimately one of the most successful systems. What marketing advice would you give a small franchise getting off the ground? When developing your marketing strategy, understand what your core products and services are, and continue to remind the public that this is what you do well. Supplement this with a regular stream of new offerings. People love seeing new things, and old things in new ways.

Once you have your franchisees

operating, how do you keep them motivated? The word I would use is “engaged”. Franchisees should be self-starters that keep themselves motivated by a passion for the business and its financial rewards. Keeping them engaged in driving the business in the same direction as your vision is the key. Communicate frequently to your franchisees your vision and key focuses. Over-communication is OK here. Be clear on what you need from them, reinforce excellent performance and support them with addressing issues.

What types of questions should a fairly new franchisor keep in mind when putting together a business growth plan? 1. I’ve seen some business plans that were 60 pages long, that didn’t paint a clear picture to me of where the business was headed, and the steps they were going to take to get there. Keep it as simple and concise as possible. 2. The big broad statements are important to set the vision for the business. Make sure the vision is coupled with some clarity on what actions are required every day to achieve your goals. I once heard a definition of leadership that continues to resonate with me. Leadership is about making the complex, simple. It’s then about making the simple, compelling! Will the team you have working with you understand how they will help you achieve your goals through each task they perform each day, with every customer that they interact with? 3. Know your competition, and what your point of difference is. Spell out how you will leverage your point of difference. 4. Share it! Share your business plan with

your team. Engage a few key advisors, and take them through your plan. Firstly, they can sanity check your ideas. Secondly, just explaining something out loud to someone else can either make it crystal clear in your own head, or lead you rethink it. It’s extremely exciting to see a business in a growth phase. Lisa has taken some wise steps to guide her, in engaging a business mentor and seeking advice from anyone who’ll listen. The next step is documenting this vision in a business plan. For Lisa, or anyone in business, it’s crucial to collect your vision, coupled with the key steps to achieving goals in the form of a business plan. A business plan does not need to be lengthy or printed on glossy pages. It simply needs to capture your key actions, and some clear ways that you will measure success. The key pitfall that I’ve seen in several businesses, is developing a flash looking business plan, showing it a few people, then filing it away in the bottom drawer until the next planning meeting. It has to evolve, and be a living document. Do you have a good business plan in place to keep yourself on track to achieve your goals? Bert Cotte is the National Franchising Manager of McDonald’s Australia. Having previously worked with other franchisors in various roles, he brings to the table a wealth of experience in franchising. McDonald’s has grown to more than 850 restaurants in Australia, with almost 80 per cent of them owned and operated by franchisees. At the heart of McDonald’s success, are its franchisees’ and their strong commitment to the business locally. If you are interested in finding out more about franchising at McDonald’s visit: Web:

www.mcdonalds.com.au franchisingopportunities

Business Franchise Australia and New Zealand 27

Become a key ingredient in our success McDonald’s has always been a franchising operation and has relied on its Franchisees to play a major role in the success of the business. The organisation has grown from one restaurant in 1971 to 867 restaurants across the country in just over 40 years, with almost 80 percent of McDonald’s restaurants owned or operated by Franchisees, from which over 1.7 million Australians are served every day. Having dynamic individuals that are able to create high performance environments locally in their restaurants is crucial. Tony Aichinger, the McDonald’s Franchisee in the Wagga Wagga area in regional NSW, is one of these individuals, here’s his story.

Tony’s Story Tony Aichinger, along with his wife Luita and four children, is the Licensee of four McDonald’s restaurants. Before entering the McDonald’s franchising system in 1996, Tony worked with the NSW Police Force for 10 years. “I loved being a police officer but after years in the service felt that there would be additional growth and progression opportunities elsewhere. I came home one day, opened the paper and saw that McDonald’s was opening a restaurant in Gundagai, very close to where we were living at the time. I knew next to nothing about McDonald’s, I called the owner of an existing restaurant, Ken Tagg, that I had met previously. He told me in McDonalds “You get out what you put in” and he was right!” It was the tried and trusted franchising formula of McDonald’s that really appealed to Tony. “Being a Licensee with McDonald’s comes with the same opportunities and responsibilities of running your own business, but with McDonalds added support. The benefits it provides over franchising with other businesses are unrivalled.” Tony initially took on a new restaurant on the Hume Highway at Gundagai. Then moved to Wagga Wagga in 2000 and has grown the market from two to four restaurants with staff numbers exceeding 300. “I am fortunate enough to be part of a company that allows me to dovetail my interests into my own business. We facilitated the building and opening of the local Wagga Wagga Ronald McDonald House seven years ago and have also participated in several other fundraising initiatives over the years, including the development of the Herds of Hope, a national initiative which brings together the rural and business communities; and the Southern NSW Ride for Sick Kids.” “To raise much needed funds for Ronald McDonald House Charities, I established ‘Herds of Hope’ with other members of the Australian Beef industry. It was a natural fit when you consider that McDonald’s buys over 100 thousand tonnes of Australian beef per annum. By placing Herds of Hope ear tags on cattle, and donating the proceeds of sale, the rural community of Australia have a great opportunity to give back to children from the bush through Ronald McDonald House Charities.” In April this year, Tony and Luita were awarded the Golden Arch Award, for delivering a superior customer experience across their restaurants, organising local community initiatives, and enhancing the reputation of the McDonald’s brand. The award is only presented to the top one percent of McDonald’s operators across the globe every two years, and is only the 14th time that an Australian McDonald’s Licensee has been recognised. Tony has illustrated through his achievements how to bring together a great sense of community involvement with fantastic business results.

Do you have what it takes? Contact us for more information at www.mcdonalds.com.au/franchiseopportunities 28 Business Franchise Australia and New Zealand

Gold has always been a great investment. Some investments stand the test of time far better than others. Just look at McDonaldâ&#x20AC;&#x2122;s franchisees. For over 55 years our franchise model has proven itself an outstanding performer, providing franchisees world class training, systems and support coupled with ROI satisfaction for their efforts. The McDonaldâ&#x20AC;&#x2122;s business continues to go from strength to strength. Take a closer look to explore the allure of such a golden business opportunity.

Mcdonalds.com.au/franchiseopportunities

Business Franchise Australia and New Zealand 29

PROFILE : G elat issi mo

Real Men Love Gelato W

ith very different backgrounds, Gino Patini, Pierre El Alam and Erwin Tanaja have all found success as Gelatissimo franchisees. Gino Patini wasn’t looking for a franchise when he stumbled on an opportunity in Sydney that changed his life. “I loved Gelatissimo’s quality product and beautiful displays and wanted to bring it to Adelaide because there was nothing like it here,” he says. Gino was working in security and home entertainment and did his homework; he liked the Gelatissimo concept, franchise model and branding and believed it would be financially rewarding. The system was simple to run and Gelatissimo provided initial and on-going training, compliance and marketing support, all just a phone call away. “I didn’t become a franchisee to be an employee, I wanted an easy to run business that would support me and once the gelateria was staffed with great people, I realised my goal,” Gino says. A recent winner of the 2012 I Love Food Awards, Gino wants to expand within SA. Pierre El Alam’s big loving family hails from a small village in Lebanon. Since relocating to Australia he has worked as an IT Manager. Looking for a career change, the opportunity came when he visited a Gelatissimo gelateria and was impressed by the quality of the product and the concept. He was particularly delighted watching people enjoying the experience as if, “everyone becomes a child again”. When he learnt Gelatissimo was franchising its corporate outlet at Coogee Beach, he put his hand up, and most recently he purchased his second franchise at Bondi Beach in 2011.

“I faced several challenges becoming a Gelatissimo franchisee; learning a totally new business and environment, finding the right staff to trust and learning to dedicate my time differently, which drastically changed my daily schedule. “Gelatissimo supported me all the way with extensive onsite training, management training at head office and regular ongoing support. “Now I want to expand my business, delegate more, and have more quality time for me and my loved ones.” Pierre is now thinking about a third Gelatissimo franchise. Erwin grew up in beautiful Surabaya Indonesia. Inspired by his father’s strong business mind and hard work ethic, he learnt what it takes to build an empire. Erwin moved to Perth and began his career in hospitality. In 2003, he began studying in Wagga Wagga, where the desserts on offer were uninspiring. After researching the market and stimulated by Australia’s mix of cultures, he thought an Italian haven would suit one of New South Wales biggest rural areas. In 2006, Gelatissimo Wagga Wagga was launched. “I knew Gelatissimo would work well in Wagga Wagga, but I didn’t expect such great acceptance from the locals so quickly,” he says. “I understood what I was getting myself into – the risks, the challenges and the commitment, but I thought of my father and how he never stopped and it inspired me to do more. I researched other markets throughout Australia and opened another four Gelatissimo gelaterias.” Erwin laughs, “I don’t need superpower, I am Erwin Tanaja.”

30 Business Franchise Australia and New Zealand

Pierre El Alam

Canberra City, Manuka and Belconnen all welcomed Gelatissimo to their community, with Erwin heading these franchises and employing 55 staff. Erwin now has his own family and life is exactly as he saw it as a child. He watches children come into his stores, wide eyed, innocent and gleefully surveying the treats lying in front of them. He remembers the same satisfaction he felt as a child when his dad handed down one scoop of gelato, and he realises how truly happy he is. For more information on this exciting new career contact Karen Pollard at: Phone: 02 8845 0100 Email: franchise@gelatissimo.com.au Web: www.gelatissimo.com.au

MAKE THE MOVE TOWARDS

SWEET SUCCESS!

Gelatissimo is seeking Franchisees with a passion for all things Italian! Since opening as a small family business 20 years ago, Gelatissimo has become Australiaâ&#x20AC;&#x2122;s largest gelato franchise and its international expansion includes the home of gelato, Italy. Unlike its competitors, Gelatissimo makes fresh gelato in-store daily, supported by a brand that embodies style and sophistication. As well as creating a retailing point of difference using a system that is simple for franchisees to run, Gelatissimo has an enviable performance record that is defying todayâ&#x20AC;&#x2122;s challenging trading environment. The average Gelatissimo store turnover is $779,000* and comparative store sales growth has averaged a positive 8.29%* over the last two years. This reflects Gelatissimoâ&#x20AC;&#x2122;s commitment to our franchisees, including full training and ongoing support from the operations and marketing team, brand building and local store marketing. Unlike many franchise systems Gelatissimo charge a flat royalty fee instead of a percentage of your sales, so you reap the rewards when your business grows! Gelatissimo is recruiting franchisees with energy and enthusiasm for delivering great products and excellent customer service. If you want to change your lifestyle through investing in a business that is fun, flexible and financially rewarding,

Call Karen on (02) 8845 0100 or email franchise@gelatissimo.com.au

Franchise opportunities available in selected areas across Australia

Now with gelaterias in Australia, Singapore, Indonesia, Malaysia, Philippines, Kuwait and Italy GELATISSIMO IS PROUDLY AUSTRALIAN OWNED AND OPERATED *Sales figures based on the last 12 months turnover as at April 2012 inc GST. Increases based on comparative moving annual turnover for the last 48 months.

Business Franchise Australia and New Zealand 31

spotlight on service : sh ape sh opfi tt ers

Building

Relationships That Fit hape Shopfitters’ Director Wayne Billings believes building and maintaining strong relationships with his clients has been the key to the success of his company.

“We are in the business of building relationships,” says Wayne. “Our goal is to understand the vision and goals of our client and then work together to not only build or refit their stores, but to build a long lasting partnership. “A new relationship taking shape is with one of our newest clients, Schnitz.” Shape Shopfitters has recently completed the fit out of a brand new 320m2 Schnitz family restaurant at Knox Shopping Centre in Victoria. Andrew Dyduk, CEO and Director at Schnitz, is enthusiastic about working with Shape Shopfitters. “It has been a pleasure working with them

32 Business Franchise Australia and New Zealand

right from the outset. Wayne and his team are great to work with, professional in conduct, efficient from an administration and accounting point of view, and excellent at problem solving and dealing with any issues that arise. “We interviewed about seven companies and the quote and quality of the product provided by Shape Shopfitters made this decision a no-brainer. “Shape Shopfitters were so accommodating. They responded to each part of the quote process in a holistic way, and there were no exclusions. We found that to be a real point of difference.” Andrew is now working exclusively with Shape Shopfitters on ten further fit outs ranging from a 50m2 kiosk concept to a 250m2 family restaurant. “Their experience in the fit out of national brand food retailing is outstanding. They have the experience we need with higher-end

electrical and gas fitting specifications, as it can be very complex.

reliable partners in the process of fulfilling a client fit out.

“Shape Shopfitters provide a really high calibre service and we are looking forward to an ongoing relationship,” says Andrew.

They pride themselves on being a genuine one-stop shop fitting solution. With their own workshop, Shape Shopfitters can see a fit out through from concept to completion.

Wayne Billings is excited about the new association. “We look forward to working on exciting projects with clients such as Schnitz, as well as continuing to uphold strong relationships with existing clients.” For franchisors looking to build, refit or refurbish, Shape Shopfitters provides a service to help every step of the way, and pride themselves on providing outstanding building expertise, attention to detail and commitment to brand consistency. With more than 13 years’ experience in shop fitting throughout Australia, specialising in retail food spaces, Shape Shopfitters provides excellent products and service and are

The workshop produces signage, joinery and cabinetry, with qualified tradesmen dedicated to delivering quality shop fit outs against critical deadlines. With 100 per cent control over the entire shop fitting process, it is guaranteed that projects will be delivered on time and within budget, ensuring opening day goes ahead as planned. For more information contact Wayne Billings: Phone: 03 9432 1044 Email: wayne@shapeshopfitters.com.au Web: www.shapeshopfitters.com.au

Business Franchise Australia and New Zealand 33

e x pert a A dv ice

Success Means Working the Wheel of Excellence A

question I am often asked by the better franchisors is ‘What do excellent franchisees do?’ They want to know because any franchisor worth their salt will always be looking for the best people and for ways to help these people become as successful as possible. (Incidentally, one test of a good franchisor is how rigorous they are in checking you out).

The Study found that excellent franchisees, those performing all aspects of their work to the highest standards focus on five areas. We call these the five pieces and they make up the Franchisee Wheel of Excellence.

Engage with the Brand Our Franchisee Success Study discovered that franchisees with high levels of brand passion (that is, having pride and a strong belief in the franchise system) were making more money, delivering better service and contributing more to their franchise community. Such franchisees were found to be 35 per cent more satisfied overall as a franchisee.

If you want to be one of these excellent franchisees, read on!

What is Excellence?

Last year we embarked on a Franchisee Success Study to determine what excellent franchisees do. We studied the backgrounds, attitudes and habits of over 2,000 franchisees and then looked at their levels of success and satisfaction to see what patterns emerged.

Excellent franchisees continually build commitment and rock solid relationships with the people on whom their business depends. Your supporters are your customers, your staff, the franchisor team, mentors, fellow franchisees, suppliers, your accountant, trusted advisors, family and friends. In creating a cheer squad for your business, you are building a network of people that will go out of their way to roll up their sleeves and do what it takes to help make you a success.

If you are reading this article, chances are you have started on what we call the Franchisee Journey, a series of stages you will experience throughout your time as a franchisee. You are currently enjoying the first phase – Investigation – learning what it takes to be a franchisee and if it’s for you.

Excellence is a word that gets banged around a lot without understanding what it looks like in practice. At the Franchise Relationships Institute [FRI] we believe that excellence is performing every aspect of your work to the highest standard. In business this relates to how you deliver your product or service, how you organise your work, how you deal with other people, how you manage your finances, and most importantly how you handle yourself.

Build Supporters

The Franchisee Wheel of Excellence Our Franchisee Wheel of Excellence neatly draws together the super hot findings of the Study into a model of excellence. We think models are important because they help guide decisions, provide focus and drive behaviour - in this case, how franchisees can be superstars in their business. The five interlocking pieces that make up the Franchisee Wheel of Excellence are:

34 Business Franchise Australia and New Zealand

Brand passion is the fuel that drives engagement, your enthusiasm in the products and services you will provide, sharing the delight your customers have about you and your business. This passion drives your attendance, participation and contribution to the broader franchise network, as you help the system (and other franchisees) do more and achieve more. It’s hard yakka to sell a product you don’t love or believe in. On the other hand, profitable businesses are chock full of people who believe in what they do and how they do it.

“Excellent franchisees continually build commitment and rock solid relationships with the people on whom their business depends.” Karli Furmage, CEO, Franchise Relationships Institute.

Drive Growth It takes courage to take the plunge and go into your own business, especially in this economic environment. Because the cost of doing business increases constantly, you need to sell more, find more customers and keep the ones you have to be competitive and profitable. Excellent franchisees are committed to growth. Not just year-on-year growth of 10 per cent, which is needed just to cover basic business expenses, but getting out there and hunting down opportunities to achieve more.

and curious to what’s going on are the superpowers of excellent franchisees. Emotional vitality comes from an attitude of gratitude, being grateful for the good stuff, accepting help when offered and brushing off disappointment as a lesson in learning.

Master what Matters If you are at the start of your Franchisee Journey there are many steps and stages ahead of you, one of these being eventual exit from the franchise system. Franchisees are rarely franchisees for life!

Excellent franchisees are hungry, with an appetite for finding new ways to promote their business, attract new customers and improve their product and services.

Excellent franchisees showed us that they master what matters. They think strategically, keeping in mind the bigger picture of why they are in business in the first place.

Maintain Personal Vitality

One of the characteristics of the most successful franchisees in our Franchisee Success Study was they worked full-time overseeing their business – in other words, ‘working on their business’.

Vitality is all about physical energy, mental clarity and emotional health. It’s having the confidence, presence of mind and vigour to apply yourself to anything with motivation and joy (what some people call having your MoJo working). Our Study revealed that 35 per cent of franchisees work more than a 50-hour week and 49 per cent say they find running their business emotionally exhausting. Running on excellence requires you to be in tip top condition and becoming your own master of the three vitalities – physical, mental and emotional. Physical vitality enables us to put in the long hours often needed to build a business, and to not cut corners through laziness or tiredness. Mental vitality enables us to be sharp and clear in our thinking. Being calm

Mastering what matters means: • Being able to pull out of the daily grind and look at your business strategically – to work on your business, as well as in it. Our Study indicated this approach resulted in 10 per cent better financial performance than those who were full time working hands-on ‘in the business’. • Continually asking questions like ‘what do I need to focus on to grow this business?’ or ‘how do I continue to develop myself and my team?’ And the kicker, ‘what were my original goals in buying this business?’ • Having a routine for establishing and reviewing meaningful key performance indicators that tell you if your business is on track for success.

• Having documented standards and procedures in place, so that everyone understands what to do, how to do it and why. • Trusting and training your team. The real test for mastering what matters is if a franchisee can consider having a holiday and leave the business in the hands of their team (without having a massive anxiety attack at the mere thought of it!) This is just a sneak peek into what our Franchisee Success Study told us about excellent franchisees. If you want to be one, ‘Work the Wheel’. Our Study showed us that those franchisees who do master the interlocking pieces of the Franchisee Wheel of Excellence were not only making more money, they had less stress and were happier with their lifestyle. Gold! Karli Furmage has over 15 years’ experience in franchise management and operations and is the CEO of the Franchise Relationships Institute (FRI). FRI has been helping franchisors and franchisees create profitable partnerships for over 24 years through research, consulting and education. To learn more about the Franchisee Success Study and the Franchisee Wheel of Excellence visit FRI at www.franchiserelationships. com or post a question on FRI’s Facebook page at Facebook.com/ FranchiseRelationshipsInstitute Phone: Email: Web:

(07) 3510 9000 Karli@franchiserelationships. com www.franchiserelationships. com.au

Business Franchise Australia and New Zealand 35

PROFILE : A n y t i m e Fi tn ess

Anytime fitness offers flexibility and freedom 24/7

ustin McDonell and his sister Jacinta McDonell Jimenez launched the highly successful US franchise Anytime Fitness into Australia in 2008. The growth of Anytime Fitness into Australia has made it the quickest growing segment of the world’s fastest growing fitness chain, with over 180 clubs open throughout the country in just four years. 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. Anytime Fitness Australia have furthered their use of innovative technology, and launched an exciting online fitness portal to further strengthen their 24/7 philosophy.

Anytime Health is a revolutionary online nutrition and exercise portal, designed to enable consumers to make positive and lasting lifestyle changes. This highly individual and personalised wellness service includes aspects such as virtual personal trainers online 24/7 for users to post questions to and get instant answers, making it hugely interactive. Updates on the latest health news and trends will be regularly posted. A program can assist with achieving health and fitness goals by using current weight and activity at the gym and outside it, providing a recommended calorie count with recipes and food components. Instructional fitness videos are available to download which will ensure work outs are more effective and educational. Anytime Health really is a one stop shop for all health and fitness needs. The website reflects the ‘anytime, anywhere’ values of the Anytime Fitness brand, helping consumers improve and maintain their health and fitness 24/7. Anytime Health fits seamlessly into the time poor, electrocentric lifestyle that is becoming more prolific within modern society. The portal also enables a level of guidance and support that many of the general public can’t afford through expensive personal trainers and nutritionists. The mission is simple, to provide dynamic and trustworthy health and wellness information, accessible anytime, anywhere! For further information on Anytime Fitness contact: Phone: 02 9415 5300 Email: info@anytimefitness.com.au Web: www.anytimefitness.com.au

36 Business Franchise Australia and New Zealand

Business Franchise Australia and New Zealand 37

e x pert a dv ice

“Many of these issues are practical in nature and the way they are to be dealt with should be set out clearly in a franchise agreement and associated disclosure documents.” Mark Sherry, Partner, Harmans Lawyers New Zealand.

LEGAL ISSUES FOR MOBILE FRANCHISE BUSINESSES

t would be hard to find anyone that would argue that it has not become easier in recent years to undertake business ‘on the go’. Technology has certainly been our friend in this regard. Because of this, people contemplating purchasing a mobile franchise often think that because of the communication tools they have access to and the support that they will get from a franchise system, by and large business will take care of itself. However, when looking a little deeper, the following issues are ones that should be taken seriously before a buyer takes the plunge into the purchase of a mobile franchise:

1. The Territory

The biggest issues faced by franchisees in mobile franchise systems are being satisfied with both the territory in which they will carry out work and the way they will attract new business from customers. Different systems will have different ways of working this out. Many systems will either have a

detailed description of a territory in the franchise agreement or alternatively they may annex a map to the agreement. That territory will then be the primary source of a franchisee’s customer base. That sounds fine in theory, but certain scenarios have caused vexing problems in some franchise systems that have not given sufficient thought to issues that can arise. Given that many mobile franchise systems are service based, where franchisees build strong relationships with customers, it is important to be able to deal with the following scenarios: (a) What happens if an existing client of the franchisee recommends a new client to them from outside of the territory? (b) What happens if an existing client moves outside of the territory, but wants to continue dealing with the franchisee they have built up a relationship with? (c) If a franchisee has advertising obligations, how do they limit their advertising so that it only occurs

38 Business Franchise Australia and New Zealand

inside their territory and so that the franchisee of an adjoining territory does not feel that they are being imposed upon? (d) If another franchisee is imposing on a neighbouring territory what can be done do to ensure that this is stopped as soon as possible? Some franchise systems make clever use of phone exchanges or postal codes to divide business amongst franchisees, but they do need to be mindful of issues like those listed above and have mechanisms for dealing with them in ways that are fair to their franchisees. The best systems recognise these as potential issues and have protocols for dealing with them so that disputes can be avoided.

av Fra ail nc ab hi le ses no w

Lawns & Garden Maintenance Home Cleaning Commercial Cleaning Declared V.I.P. Best Value Franchise System under $50K in 2009 & 2010

13 26 13

vipfranchisesales.com.au “I love the free time I now ow have have. e. I get to choose the hours rs that suit s me and I love being the e boss.”” “I haven’t looked back since I made the decision to own e. my own V.I.P. franchise. m so I love what I do and am glad I decided to go forr it.” Annette, V.I.P. Home Cleaning g franchi franchisee isee

V7342

Business Franchise Australia and New Zealand 39

e x pert a dv ice

2. Vehicles and Equipment By its very nature the expression ‘mobile franchise’ tends to suggest that some form of transport will be involved. Most mobile franchise systems have requirements for the vehicles used to be relatively modern and appropriately sign written, but once they reach a certain age they must be upgraded. This has the effect of making sure that the franchisees look professional and up to date, but it does also involve a franchisee incurring a significant and relatively regular cost. A potential franchisee must find out at the outset what a franchisor’s requirements are with regards vehicle types and age. It may be that a franchisee is obliged to purchase a vehicle from a particular supplier. If that is the case then it may be that the franchisor has negotiated a bulk deal that might improve the price point of what needs to be purchased. As a vehicle is effectively seen in many respects as an office, there will normally be a requirement in the Franchise Agreement to keep it cleaned and in good repair at all times. From a practical perspective that may involve requiring a franchisee to have any minor dents and scrapes repaired as they incur. Therefore it is important to have the ability to access another suitable vehicle to ensure business continuity when a vehicle is off the road.

3. Insurance/Risk Mobile businesses are, in many cases, small owner operated businesses and if the owner is incapacitated for any reason then the business will not earn income. Therefore, it is important for a franchisee to speak to an appropriate insurance professional to ensure that they have proper cover in place. This is often a requirement of a franchise agreement in any event. Such cover should also extend to provide a franchisee with appropriate public liability cover in case they are responsible for any adverse event that happens whilst they are either working or driving between jobs. An insurance broker should also assist a franchisee

in obtaining appropriate cover so that if their vehicle is off the road they will have access to another vehicle in the short term.

4. Employees Some mobile franchise systems require the franchise to be ‘owner operated’ and therefore, employees can only be taken on if they are working directly with the owner of the franchise. Other mobile franchises may allow a franchise owner to employ staff and provide them with their own vehicles so that a busy territory can be covered appropriately by that franchisee’s business. The ability to employ staff is particularly important in systems that can potentially offer services for prolonged periods, such as shuttle businesses, that in busy periods or locations can operate 24 hours a day. In such cases, a franchisee is able to reap a much greater return if they employ staff and share shifts with them so that the vehicle is on the road for much longer periods. It is important to note that if a franchise territory warrants more than one operator within it as demand grows, but the franchise system requires its workers to be ‘owner operated’ franchisees, then the franchisor will often have the right to reduce territory sizes so that they can then sell another franchise territory and maximise output. When looking to purchase a mobile franchise, it is therefore important to check whether franchisees have the right to employ extra staff and put another vehicle on the road if they believe the territory has significant growth potential. Franchisees also need to be aware of the rights that a franchisor has to reduce territory boundaries if they believe that there is demand for services that are not being properly met by the franchisee.

5. Licensing Issues By definition, a mobile franchise will require the operator to have a driver’s licence. If a franchisee loses their driver’s licence for any reason, including

40 Business Franchise Australia and New Zealand

careless or reckless driving or driving with excess breath alcohol, then the loss of that licence can be catastrophic to the business. In some circumstances where this happens it is possible to obtain what is called a Limited Licence. This enables a person to use their vehicle for specific purposes only during specific hours and normally on specific routes. It may be possible to obtain such a licence to enable a franchisee to travel to and from their territory and around that territory during specific hours, but the Court will need to be assured that this is reasonably necessary and that the licence will not be abused. Further, the granting of such licences is at the Court’s discretion and if someone has had such a licence in the past and then reoffends, they may be less likely to be granted such a licence in the future. Many franchise agreements for mobile businesses would make the loss of a licence a default event and that could lead to termination of the franchise. Many of the issues above are practical in nature and the way they are to be dealt with should be set out clearly in a franchise agreement and associated disclosure documents. The most important thing is for a potential franchisee to take proper advice and ask all appropriate questions and receive satisfactory answers to them prior to entering into a franchise agreement. That way unpleasant surprises should be eliminated. Mark Sherry, LLB (Hons), BCom, is a Partner with Harmans Lawyers New Zealand. He leads the commercial and property team, specialising in franchising, hospitality, rural law, property matters and asset protection. Harmans is a full service legal firm providing excellent service and advice, allowing Harmans to develop long-term, solid relationships with their clients. For more information please contact Mark Sherry at: Phone: Mobile: Email: Web:

03 352 2293 021 524 890 mark.sherry@harmans.co.nz www.harmans.co.nz

Join the worldâ&#x20AC;&#x2122;s #1 Join the worldâ&#x20AC;&#x2122;s #1 Join the worldâ&#x20AC;&#x2122;s #1 Postal and Business Services Franchise the worldâ&#x20AC;&#x2122;s #1 Postal and Services PostalJoin andBusiness Business ServicesFranchise Franchise

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www.mbebusinessfranchise.com.au www.mbebusinessfranchise.com.au To find more about opportunity go to To find outout more about thisthis opportunity go to Call our National Franchise Development Manger Call our National Franchise Development Manger www.mbebusinessfranchise.com.au www.mbebusinessfranchise.com.au Agnes Beugnon Agnes Beugnon on;on; phone: 0457 986 phone: 0457 677677 986 National Franchise Development Manger CallCall ourour National Franchise Development Manger email: agnes.beugnon@mbe.com.au email: agnes.beugnon@mbe.com.au Agnes Beugnon on; Agnes Beugnon on; phone: 0457 phone: 0457 677677 986986 email: agnes.beugnon@mbe.com.au email: agnes.beugnon@mbe.com.au

Business Franchise Australia and New Zealand 41

Fr a nchisor in d ep th : N A N OT EK

Nanotek:

Home Grown Global Success

anotek Car Cleaning was founded in Sydney in 2004 (as Ecowash Mobile). Professional branding combined with a systemised approach resulted in franchise enquiries from day one, with the first Nanotek franchise being in place within the first year of operation. In 2006, Nanotek headed overseas starting with the Middle East. Since then, Nanotek has expanded to have operations in over 12 countries, including France, Greece, Romania and more recently Russia and New Zealand. Nanotek’s exclusive technology in combination with its mobile service delivery model has created an entirely new market segment – car wash delivery! Presently Nanotek has more than 130 franchisees globally.

42 Business Franchise Australia and New Zealand

“Imagine the freedom and lifestyle of having your own mobile business and working from home – being able to clean a car anywhere and offer your clients the highest quality service at their home or office…this is the business reality of a Nanotek franchisee,” said Franchisee Development Manager, Adam Stone. “Nanotek has literally created an entirely new car washing market segment, where the car wash can be taken to the customer, anywhere!”

INNOVATIVE METHODS Nanotek provides mobile car cleaning and detailing services. The Nanotek process uses exclusive polymer nanotechnology - the liquid polymer is applied directly to the

paint surface where it encapsulates dirt and lifts it from the surface of the paint. The polymer then acts as a lubricant between the dirt and the paint, enabling it to be removed without scratching – it also leaves a protective coating which lasts up to six weeks. Because the process doesn’t require water, the Nanotek service can be performed anywhere – home, office, on the street, even on the showroom floor! Going from traditional water washing to liquid polymer nanotechnology is a massive paradigm shift, but the results speak for themselves. In addition to its private and fleet customers, Nanotek looks after a number of government departments, holds contracts for providing car cleaning services for Qantas Valet and handles product launches for all of Australia’s major car manufacturers including looking after the requirements of Ford, Holden, Hyundai and Suzuki at this year’s Australian International Motor Show.

BUSINESS POTENTIAL Nanotek franchisees come from a diverse range of backgrounds – interestingly none of them have backgrounds in car detailing! The profile that gives the franchisee the biggest head start in developing their business includes: • Attention to detail and a passion for customer service • Willingness to contribute to a team environment • Excellent time and staff management • Good communication skills and coachable

• A love of cars is also a bonus! One of the newest franchisees under the Nanotek banner is Ian Franke based in Camden NSW. A former police officer, Ian was attracted by the combination of lifestyle and business potential that the Nanotek business model offers. “I’m my own boss but I have an extensive support system behind me. I can choose my own hours and work my business around my family,” said Ian. “I wake up in the morning excited and actually looking forward to the day. I’ve bought a piece of land with my wife and we’re just about to start building a house on it to raise our children. I’m also looking at purchasing a second territory and taking more of a management role in my business.”

EXCLUSIVE TERRITORIES Nanotek currently has operations in all states of Australia (with the exception of the Northern Territory). In terms of available locations, great franchise territories are available in all states and capital cities. All Nanotek territories are exclusive (meaning that only the franchise owner can work in their territory) and are designed to give the franchisee the ability to expand their business and operate multiple mobile units. The Nanotek advantage is in their unparalleled ability to offer exceptional convenience and superior quality – this is what has enabled Nanotek to literally change the face of car care globally. Couple this with the current concerns regarding water usage and the environment, and it’s no wonder that Nanotek is one of the

most exciting mobile franchise business opportunities in the world today. Nanotek is a perfect fit for the current global trends towards lifestyle and the environment. People are more time poor and are therefore outsourcing many ‘chores’, such as car washing, so that they have more leisure time. At the same time there is a strong emphasis on protection of the environment. The Nanotek franchise business model has been uniquely designed to offer commercial, personal and environmental sustainability. From a business perspective, cars will always need cleaning so clients become regular. Personally, the variety of work is endless and the Nanotek culture is fun and addictive… and with increasing concerns about the environment and higher consumer standards there is an ever increasing demand for alternatives to traditional car cleaning methods.

OVERWHELMING DEMAND So with a time-poor, car dependent, environmentally conscious population, it’s no wonder that the demand for the Nanotek franchise has been overwhelming. As a dedicated franchise system (with no retail product sales) and a member of the Franchise Council of Australia, Nanotek offers a structured, professional and proven franchise system that franchisees can use as the foundation for building their own business. Franchisees are set up in a ‘turn-key’ business and fully trained in all aspects of franchise operation. All franchisees go through a two week induction program,

Business Franchise Australia and New Zealand 43

Fr a nchisor in d ep th : N A N OT EK

a thorough investigation of the local market before deciding that Nanotek was the only way to go. “Nothing I found matched the professionalism or technology offered by the Nanotek system.” said Richard. “Their international track record combined with Nanotek’s exclusive polymer nanotechnology gives franchisees an instant competitive advantage - this is a service that I believe will revolutionise car care in New Zealand.” Jim Cornish added that “Being global means that our system has been tested across a wide range of cultures and climates – from the freezing winters of Russia, to the searing heat of Saudi Arabia. Our Aussie franchisees not only have the benefit of the International Head Office being in Australia, but also the benefit of our experience from around the world.”

documented in a 300 page Operations Manual, which comprises classroom and field components – but this is just the beginning with all franchisees having access to: • an exclusive territory; • an exclusive product range with ongoing R&D and product development; • a powerful brand with a professional image; • a complete start-up package which includes a fully prepared car, complete product range, all equipment and marketing materials; • centralised systems featuring a futuristic website incorporating a franchisee extranet, online ordering systems and printing portals – all designed to streamline logistics and communications and increase business efficiency; • centralised training, marketing, and key account management; • ongoing support through annual national and state conferences and online tutorials; and • the ability to expand your business by adding mobile units. One hundred per cent Australian owned and operated, and backed by a dedicated team with a thorough understanding of the automotive market. Franchisees benefit from Nanotek’s: • International alliances with car manufacturers and corporations. This means new franchisees often walk into

territories with customers eagerly awaiting the introduction of the service. • Industry credibility - Lamborghini product launches in the USA, the Cannes Festival for Audi in France, and motor shows and product launches for more than a dozen car manufacturers in Australia. • Global business network which offers Australian franchisees pricing, technologies, experience, expertise and systems beyond the reach of purely domestic systems. • Product research and development, support systems and marketing campaigns which are the culmination of global experience put into practice to increase franchisee turnover, decrease costs and improve franchisee lifestyle. After eight years and having launched in more than a dozen countries, Nanotek has launched in New Zealand. “We have always seen New Zealand as a great market for our service,” said Nanotek CEO, Jim Cornish. “But we do realise that it is a very different market to Australia, so we had to make sure we had the right person in place in order for the potential of the business to be realised.” And Nanotek found the right person in Richard Snow, the newly appointed Master Franchisee for Nanotek in New Zealand. With an extensive background in the automotive market, including nine years as the National Sales Manager (Automotive Aftermarket) for Bosch, Richard conducted

44 Business Franchise Australia and New Zealand

So whether you are after the independence and lifestyle of operating your own business, or the passive income that a fleet of nanomobiles can provide, with Nanotek you can tailor your business to suit your goals. Territories are going fast, so contact Nanotek today and find out more about joining the Nanotek team. For more information contact: Phone: 1800 Nanotek (626 683) Email: www.nanotekcarcleaning.com.au

AWARD WINNERS As a testimony to the strength of the system and the quality of the service, Nanotek has received the following awards in the last four years alone: • 2012 BRW Fast Franchises – ranked #30 • 2009 FCA Emerging Franchise System of the Year (Runner Up) • 2009 FCA International Marketing Award (Runner Up) • 2008 BRW Fast Franchises “Top 3” • 2008 FCA Franchise Export of the Year • 2008 Australian Business Awards for 1) enterprise 2) service excellence 3) environmental sustainability, and 4) international trade • 2008 Best Services Retailer - National Retail Association • 2008 NAB Top Franchise Award (Smart Company Awards) • 2008 BRW ‘Fast 100’ & 2007/2008 BRW Fast Starters ‘Top 100’

Business Franchise Australia and New Zealand 45

expert advice e xpert ADVICE

“Anyone seriously considering the purchase of a franchise will ultimately have to decide if a ‘service’ franchise or ‘retail’ franchise is a better fit.” Kevin Bugeja, Managing Director, Franchise Selection.

Retail or Service franchise:

Which is a better fit?

here are as many types of franchises as there are businesses. The franchise model is usually a safer way of starting a business for the first time. Many would-be entrepreneurs fail at their first attempt in business when they start on their own. A franchise business can give people the knowledge that is required to run a business and this knowledge can be used successfully in any future business. Anyone seriously considering the purchase of a franchise will ultimately have to decide if a ‘service’ franchise or ‘retail’ franchise is a better fit. It’s an important distinction in terms of both entry requirements and operational realities, and it’s a decision that can determine your ultimate effectiveness as a franchise operator. First, a basic summary of some typical service franchise opportunities available today, here are just a few: trade and handyman (electricians, plumbers), lawn

maintenance, landscape services, childcare, tutoring, education, business coaches, accounting, bookkeeping, real estate agents, travel agents, commercial and domestic cleaning, automotive-related services, computer-related services, and interior design/decorating. With this is mind, consider that service franchises generally can offer more economical start up and operating costs and often require much less personnel for daily operation. A service franchise is frequently home-based and allows for - and often requires - a lot of mobility. Of course, there are pros and cons to this business model.

Service franchise advantages Service franchises typically allow you entry at a fraction of the cost of a retail franchise - often just a few thousand dollars of investment compared to six figures for many retail opportunities. Yet, the income potential is still attractive and can be

46 Business Franchise Australia and New Zealand

considerable. So there’s the affordability factor and a lower upfront risk from day one. There’s also a wide selection of opportunities and niches in the service franchise sector. And many of these businesses have a healthy and constant demand (plumbing will always need to be repaired, for example). Service franchises are typically ‘skills based’ and offer those with the ability, interest, and dedication to be active and ‘work with their hands’ as they build their business. Because many service franchises do not require a bricks and mortar location for franchisee operations, overheads are typically much lower. It’s very easy to turn a quick and healthy cash flow when you work from a home-based office. And with very few employees, your staffing headaches can be minimal. And later on, the lack of a physical location makes it easier to take on additional territories at a minimal cost. Additionally, working hours can be flexible

Intelligent

Connections Canberra Convention Centre

[ 7 - 9 October 2012 ]

This year marks the return of the Franchise Council of Australiaâ&#x20AC;&#x2122;s National Franchise Convention to our nationâ&#x20AC;&#x2122;s capital, Canberra. Now is the opportunity to learn from leaders and pioneers in our sector. Now is the time to connect with key stakeholders who can, and will affect the future of franchising in Australia.

Now is the time for the franchising community to be heard.

.&# 12 For information about sponsorship or exhibiting, contact the FCA head office on 1300 669 030. To register for this event, please visit the website www.franchise.org.au/national-franchise-convention-2012.html optimising the connectivity of your franchising system Business Franchise Australia and New Zealand 47

expert advice

- often by appointment only - so you’re not restricted by long retail hours. This can be a big plus for some lifestyles. But keep in mind, like most businesses, the more you work the more you earn.

Service franchise disadvantages Because of the nature of the beast, serviceoriented franchises may not offer the kind of customer and transaction volume you’d find at a retail franchise. That fact alone can limit your degree of profitability. Especially, if you are a one person operation, there are only so many appointments you can make in a day. And small operations can become seriously derailed in the case of personal illness or any major sickness. Also, some service franchisees can limit the number of employees you have and can also restrict your territory. You’ll want to ask about this right off the bat. And, it’s not uncommon to have to function as the owner/operator as well as the employee (you wear all the hats). You may be providing electrical repairs for your customer by day while marketing your business and handling paperwork by night. And some trades, such as plumbers and electricians, require technical knowledge, certification, and continuing education. That could occupy time that would otherwise be spent making customer calls.

Retail franchising Retail franchising is the kind of business operation that most people are familiar with today. After all, everybody knows McDonald’s and KFC, but there’s much more to know about retail franchising. Like its counterpart, service franchising, retail franchising offers its own set of pros and cons. There are advantages and disadvantages that make it unique. In the right circumstances, retail franchising can make a very good career choice and provide a healthy income for many people. But you’ll want to do your homework and make careful considerations.

First, take a look at the crowded playing field. Retail franchises are available in everything from QSR (quick serve restaurants), to dry cleaning stores, to appliance and furniture rental stores. There are literally thousands of opportunities. Often, brand recognition makes this kind of franchising very popular, but that big brand name can come with a price. Capital investment and start-up costs for some retail franchise brands can easily top $500,000, and up. But properly executed, the potential payoff can be significant.

Retail Franchising 101 If retail franchising sounds attractive to you, begin by taking a personal inventory. Examine your skills, interests, and financial situation. Do you like to engage with people (both customers and employees) regularly? Are you averse to retail hours (night and weekends)? Be honest with yourself. Also, do you have access to the significant amount of capital that may be required to get started? Can you afford to take on this kind of debt and risk fiscally and emotionally? These are all important questions you’ll want to consider. If retail franchising still looks good to you, then proceed to examine and define the brands and concepts that you could see yourself being a part of.

Keys to success If you are going to choose a retail franchise concept, one of the keys to a successful retail operation is, as they say in the real estate industry, location, location, location. A retail franchise is driven by solid, consistent traffic. Look for locations or territories near you that could support a retail franchise. You’ll want some competition, but not too much. You’ll also want to choose a retail franchise concept that would fit your market. For example, if you live in a colder-climate northern state, that has short summers, a frozen yogurt franchise might not be such a good choice. But, perhaps, burgers would be in high demand more consistently. One of the biggest differences between a

48 Business Franchise Australia and New Zealand

service franchise and a retail franchise is the employee factor. You’re going to need them - lots of them - in a retail franchise. This means you’ll need to hire, train, retain, and yes, fire employees. HR is a big part of operating a retail franchise concept and becomes even more so if you expand to operate multiple locations. Finding and keeping quality employees can be a challenge, but when you do find them, they can make your operation really shine. Of course, bricks and mortar retail locations require building, remodelling, maintenance, and updating from time to time. There are also permits, insurance, and all kinds of regulations to stay on top of. But if you like to manage actively, work with a variety of people, and can delegate responsibilities, then retail franchising may be perfect for you. And, when you build a great location with high traffic and satisfied customers, you’ve built a successful business. You’ll certainly want to evaluate how these pros and cons measure up for you. For many who are active and like to be right in the middle of the action, a service franchise may be just right choice. Kevin has been involved in franchising for over 19 years. He has been a franchisee and franchisor. His exposure to franchising started with banking in NAB, then as a recruitment consultant for one of Australia’s most successful franchise development companies. In 2006 Kevin founded Franchise Selection, a specialist recruitment firm that specialises in recruiting franchisees. Today his company now assists more than 20 small to large franchise organisations throughout Australia and overseas. Contact Kevin at: Ph: Mobile: Email: Web:

1300 FRANCHISE (372 624) 0412 511 630 kevin@franchiseselection.com.au www.franchiseselection.com.au

Resources at your fingertips! Current titles include: Business FRANCHISE Australia and New Zealand magazine The Magazine for Franchisees, Bi-monthly publication The Australian and New Zealand Business FRANCHISOR magazine The Magazine for Franchisors, Quarterly publication Australian and New Zealand Business FRANCHISE DIRECTORY Annual publication The FRANCHISE GUIDE Annual publication CGBâ&#x20AC;&#x2122;s website also provides an additional advertising and information format and complements our publications.

www.businessfranchiseaustralia.com.au Business Franchise Australia and New Zealand 49

PROFILE : cafe 2u

a MOVING EXPERIENCE C

afe2U launched its first mobile coffee business on Sydney’s northern beaches in 2000. The growth strategy and success of the business since its inception has been outstanding. In 2005 the business model was complete and Cafe2U was launched as a franchise in the Australian market. After more than a decade in the business, Cafe2U has accumulated numerous recognitions and awards from the franchise industry. They also successfully moved onto the international playing field when they took the Cafe2U concept to UK in 2005. By 2008 the company had its 100th franchise system and as of June 2011, Cafe2U awarded the Master Franchise for the USA. Katie Luelling is the inaugural franchisee in America and will be selling her delicious coffee to the folks in Bend, Oregon. Entry into the US market is a huge and exciting step for Cafe2U and proves once again in the strength of the business model and marketing and growth strategy for the company as a whole. “We are delighted to finally unveil the brand in America in the true operational sense. The US market represents a mature coffee market with many significant opportunities to stimulate growth,” said Cafe2U Managing Director, Derek Black.

This has in no way slowed down progress in their home market, though. Cafe2U is now a worldwide brand, but it is still Australian owned and run. Boasting over 120 franchisees so far, Cafe2U is now hoping to expand into more regional areas and are looking for people who are seeking a conduit to a change of lifestyle. Tracy Basman is one of Cafe2U’s franchisees who was looking for a life change. She and her husband were moving interstate and into a regional area. Along with all the complications of moving a family into a new area, Tracy was ready for a fresh start. Tracy and her husband had 35 years combined experience in the automotive industry. Tracy was an OH&S professional, responsible for over 250 employees. With the move, it was an ideal time to go into business for herself. She and her husband Jon looked at several franchise models in a variety of industries. “We wanted a well-known franchise that would offer us support and reasonable terms and conditions. I don’t like nasty surprises,” Tracy stated. She said she wanted a franchise she could be confident in running without any prior experience. Tracy and Jon did their research and decided on Cafe2U. Once the decision was made and the relocation was final, Tracy said Cafe2U provided everything she needed. “Cafe2U provided initial in-house training. This included the whole barista experience, basic bookkeeping and a whole lot of fun along the way,” commented Tracy. “Additionally, two weeks on-the-job training is provided with a franchise development manager in the franchisees territory.” The ‘Acceleration Package’ training program offered by Cafe2U gets franchisees up and running in no time. The first week is formal training, the second week is preparation week and the third and fourth week is in the franchisees new territory – sorting out routes and clients. An Income Guarantee is offered for the third and fourth week. One of the best things for Tracy is the complete change of lifestyle. “I once worked 9 to 10 hour days, both the kids practically lived in daycare. My husband and I were

50 Business Franchise Australia and New Zealand

always talking shop and not having enough time to actually do anything.” Tracey said, “These days, I love going to work. My customers are pleased to see me, I enjoy hearing about what they’ve been up to. The kids come on the run with me most mornings until I can drop them at school and I’m finished my run in time to pick them up also. We have freedom again!” Over 120 Australians are now running their own successful mobile coffee van business using Cafe2U’s mobile coffee franchise system, without the hassles of landlords, staff or rent. Follow your dream of business ownership with the support of Australia’s first - and now the world’s largest - mobile coffee franchise in the fast growth coffee industry. All exclusive territories have equal business opportunities, depending upon how many hours you wish to work. The difference is entirely up to you. The model is built around the working week, so revenue from events and weekend activities can significantly increase earnings potential. For more information, contact John Stanton at Cafe2U: Email: jstanton@au.cafe2u.com Web: www.cafe2u.com.au

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Business Franchise Australia and New Zealand 51

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Alternative financing models for franchisees I

n response to the challenges of raising bank finance for new franchisees to join their systems, many franchisors have developed partial or fully-alternative financing models. During a session at the 2012 Franchise Management Forum, jointly organised by the Franchise Advisory Centre and Griffith University’s Asia Pacific Centre for Franchising Excellence, leading Australian and international brands discussed how they were approaching the challenges faced by their franchisees in raising finance. The following summary from the Forum broadly outlines these alternative financing models across nine major subject areas:

• Franchisor equity may be as high as 70 per cent. • Franchisees pay out the franchisor’s equity according to a pre-agreed formula progressively during the initial term of the franchise. • At the end of the first term, the franchisee then owns 100 per cent of the business.

2. Vendor Financing • Franchisee required to contribute an investment amount (eg. minimum 20 per cent).

1. Joint Ownership Models

• Franchisor recovers loan from franchisee via increase above normal franchise royalty (eg. an extra two per cent of turnover), or other method.

• Franchisors take equity in the new outlet along with the franchisee.

• Vendor financing considered for greenfield sites only, and not resales (unless they are

52 Business Franchise Australia and New Zealand

resales of company-owned outlets).

3. Family Financing • Allowing the franchisee to use money provided by their parents to fund part or all of the franchise cost. Franchisors are divided on how this should operate. Some were not too concerned about parental funding, others insisted that the money had to be gifted from the parents to the children, and that there be no loan agreement in place.

4. Variation of Franchise Term One system reported it was considering reducing the length of its initial term to reduce the size of a franchisee’s initial investment, however still needed to consider this in the context of property leasing and store fitout costs.

“No matter what financing method chosen, franchisees will succeed if the system they join is robust, has a credible market position, and if their franchisors are committed to their success.” Jason Gehrke, Director, Franchise Advisory Centre.

5. Bank Accreditation Franchising A number of systems reported that they actively sought to become accredited under specialised bank franchise lending models that provide up to 60 per cent of the investment required without real estate security. (However, franchisors with investment costs below $200,000 may not qualify for bank accreditation.) • Accredited franchisors are accredited with at least one bank, although many indicated a preference to be accredited with multiple banks where possible. • All accredited franchisors acknowledged that it is important to proactively manage the relationship with any accrediting bank. • Some concerns expressed at inconsistency from banks due to changes of personnel, policies or both, which can disrupt banking relationships. • Complexity of the franchisor’s business model can also be a barrier to obtaining bank accreditation.

6. Bank Accreditation – Industry Specialisation Franchisors in health and other highly specialised industries may have a separate bank accreditation option via specialised industry lending units within the major banks.

7. Discounting of Initial Franchisee Fee Reducing the franchise fee component (ie. payment for access to franchisor’s brand and IP) to reduce the cost of the total franchise investment.

more stringent criteria to reduce the risk of bad loans.

8. Trade franchisees up from smaller investments A very small number of franchisors had good candidates who had invested in other franchises, built up their equity and sold these businesses before returning to the more expensive franchise which they could now afford.

9. Reduction of Establishment Costs Some franchisors reported that they are reducing their overall franchise investment levels by finding more cost-effective options for store fitouts and equipment. This did not necessarily entail reducing the size of a store footprint, although this was also acknowledged as being a way or reducing establishment costs.

Conclusion These nine broad responses to the challenges of obtaining bank finance are not a definitive list. It should also be noted that banks are still lending to small businesses and franchises, but post-GFC are now applying

No matter what financing method chosen, franchisees will succeed if the system they join is robust, has a credible market position, and if their franchisors are committed to their success. Likewise the franchisees themselves must be fully-committed to the profitability of their businesses, which means preparing a detailed business plan before commencing operations, and actively managing the business according to the plan and system benchmarks as the business becomes established. Jason Gehrke is the director of the Franchise Advisory Centre and has been involved in franchising for nearly 20 years at franchisee, franchisor and advisor level. He advises both potential and existing franchisors and franchisees, and conducts franchise education programs throughout Australia, and publishes Franchise News & Events, a fortnightly email news bulletin on franchising issues and trends. Phone: 07 3716 0400 Web: www.franchiseadvice.com.au

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p u g n i t t Se shop The Consultant’s Perspective off to a great start, is managed well and you recoup your investment quickly.

Budget your cash-flow

David Stafford

o, you’ve made the big decision to buy into a franchised business and signed on the dotted line. What next? Your due diligence is done, you’ve considered the market potential, you’ve investigated the attitudes of other franchisees, obtained quality legal and accounting advice. There’s no doubt the best quality franchisors will provide significant support as you, literally, set up shop. But here’s a few things you need to consider to help ensure your business gets

Developing a budget when the business hasn’t even operated may sound a little daunting but is an essential part of starting any new business. When you were researching various franchise opportunities, you should have undertaken some serious financial analysis of each business (at least those in your short list). This should provide a reasonable starting point for understanding the cash-flow implications of the business. Sadly, many businesses struggle in the early days because they haven’t considered how they are going to fund losses that might occur in the early months of operation. You need to consider this critical issue and take a pessimistic view of the potential. Don’t fall into the trap of taking an overly optimistic view of the business’ potential.

Take the time to hire good people. It’s surprising that many small business

54 Business Franchise Australia and New Zealand

owners don’t pay enough attention to who will staff their businesses especially during the critical start-up period. The old adage ‘hire for attitude and train for skill’ is perhaps the most important consideration. You want people that will represent your brand and business well, develop relationships with customers and make them want to return because they get great service. This takes time and effort. Look for people with an attitude of customer service and test their work history thoroughly.

Process and procedures If you’ve bought into a franchise system, you should have been provided a comprehensive operations manual. Read it! Don’t put it on a shelf and let it gather dust. Presumably, it contains some valuable information about how to operate your business and how to seek help from the franchisor. Ensure your employees read and understand the relevant sections of the manuals too – it will save time and angst in the longer run.

Train As a customer, there’s nothing worse than asking a sales assistant a question and receiving the response; “I don’t know, I’m new!” Does the customer care if the individual has been working in the store for one hour or one decade – absolutely not, they simply want an answer to their question. They don’t want to be kept waiting while a trainee fumbles around a point of sales system either. Make sure your people know where to find the various supplies they need to do their job properly. Train your people and, before you let them loose on customers, test they know what they are doing.

Order Contact suppliers and place orders for stock and supplies early. This will help ensure your new business is appropriately supplied when you open the doors. Retail businesses (especially food businesses) need to convey a sense of abundance and generosity. Scantily stacked shelves and poorly organised supplies can quickly communicate the wrong message – perhaps one that the business isn’t performing too well – and that’s a difficult position from which to recover. You need to set the impression of a solid business from the very first instant the doors open.

Let your customers know you’re open Starting up a new business is not a case of ‘if you build it, they will come’, yet many new business owners simply open their doors and expect floods of customers the next instant. The reality is you will need to educate customers that you are open for business – even if you’ve bought into a well-established brand and network. Your opening promotion campaign should be aimed directly at your target audience, communicate your offer succinctly, and (in most cases) offer them some incentive to buy from you within a very short time frame. Opening promotion campaigns often result in the ramp-up of a new business being substantially quicker than might otherwise be the case. This, in turn, has a significant effect on cash-flow in the critical early months of operation.

Measure results Once you’ve started trading, compare results against your budget regularly. Are sales on track? Are costs within control? Knowing how to read the various reports your point of sales or accounting system can provide is essential. This will give you the ability to recognise deficiencies in the business quickly and take immediate action, rather than letting problems go unnoticed and potentially damaging the business in the long run.

like. Every accountant will tell you they are proactive, however, you need to test this out – don’t be shy about asking for references. Quality people will provide them. It is a great shame that many new business owners spend considerable time and effort investigating and evaluating a new business opportunity only to fall short in the practical issues we’ve discussed. Give your new business the best chance of succeeding by covering off these basics. Good luck and best wishes for your success.

Get good advisors Every business owner, regardless of how simple their business may be, needs to surround themselves with quality advisors. Often outsiders bring new insights and thinking into the business. Join local business support groups to gather advice and knowledge. Ask other business owners whom you respect for their opinions. Just as importantly is the need to find and engage a good accountant – these people can be worth their weight in gold. But, what you need is a proactive accountant, not somebody who will produce your BAS statements and annual returns – that’s simply a case of telling you how the business performed! You want somebody who can help identify issues, point out areas for improvement and the

David leads the Melbourne consulting team at DC Strategy - specialist franchise strategists with a focus on the practical application of channel strategy and management as a key method of achieving sustainable business growth. For more than 20 years, David Stafford has worked in key management roles and as a strategic advisor with leading organisations in Europe, Asia and North and South America covering a range of industries, sectors and businesses. Contact David at: Phone: 03 8615 7207 Email: david.stafford@dcstrategy.com Web: www.dcstrategy.com

Business Franchise Australia and New Zealand 55

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The Lawyer’s Perspective based more on the skill of the franchisee and location, rather than actions of the franchisor. 4. Get the trading entity right – Do you want to operate as a sole trader, partnership, company or trust? Different set up costs apply for each of these options, and you need to weigh this against taxation benefits you will receive.

Charlene Hunt

s a franchisee, you need to cover off on the basics before signing up for a franchise. Research prior to entering into your franchise agreement is crucial to the success of your business. Prior to sign up, you should: 1. Get the right advice and read the franchise agreement - You need to understand the business you are buying and the terms of the franchise agreement.

5. Get an ABN – An ABN is only required if your business will turnover $75,000 or more. However, an ABN will allow you to claim GST credits and not be charged withholding tax. You can register for an ABN at www.ato.gov.au. 6. Licences – Ensure that you have all the licences and qualifications to run the business. Your state Office of Fair Trading is a useful starting point for this information. 7. Register your business name – If you are trading under a name that is not your own

• A lawyer will highlight key clauses, legal risks and implications of the franchise agreement. • An accountant will assist you with financial models to see if your franchise business will be profitable. 2. Check out the market – If you are buying in a shopping centre go at different times of the day and week to check out foot traffic numbers – how many are potential customers? If you are buying a mobile business, factor in travel time, and count customer and competitor numbers in your area. 3. Talk to existing franchisees – Tell the franchisor you are doing this beforehand. Speak to as many franchisees as you can and remember that each franchise system has good and bad businesses. Success is

56 Business Franchise Australia and New Zealand

name, you need to register that name as a business name. Follow the prompts at www.asic.gov.au to register your business name. DCS Lawyers specialises in the practise of commercial law in all matters specific to and associated with franchising. They advise on franchise documents with a 3-business day turnaround for a fixed fee of $1650 plus GST and on sales and purchases of existing franchise businesses. Charlene Hunt is a Senior Associate at DCS Lawyers. She has extensive experience in commercial law relating to franchsing including business sale agreements, review of franchise documents and the preparation legal of documentation required to establish your business. Phone: Email: Web:

(02) 8220 8755 charlene.hunt@dcslawyers. com.au www.dcslawyers.com.au

The Australian Drug Detection Agency wants highly motivated and independent people to join the team, as either Master or Regional Franchisees. The ADDA is a proven business model that will provide excellent financial rewards for those who are prepared to work hard and fit the criteria. This is a huge opportunity for business-orientated individuals who have served, or are currently in law enforcement, the emergency services or the armed forces, to get in at the ground level and grow their own enterprise. Are you ready to join our experienced group and secure a lucrative future? Our guess is Yes, you are!

Email: kirk.hardy@tadda.com.au Website: www.tadda.com.au

Business Franchise Australia and New Zealand 57

PROFILE : total tools

build your own future with

TOTAL TOOLS

ustralia’s leading trade and industrial tool retailer, Total Tools, continues to defy the economic downturn by continually growing from strength-to-strength. Having achieved double digit revenue growth over the past year while the rest of the retailing sector was experiencing a downturn in sales is a true testament to the Total Tools business model and positioning strategy. Targeting the specific industrial needs of serious tradesmen who make a living using tools. Total Tools has secured their position in the market and set them up for continued growth moving forward despite the external economic conditions. The proven success of the Total Tools business model has also seen the national network expand exponentially, with no fewer than nine stores opened since 2011 and this is only the beginning. Total Tools are on an aggressive growth trajectory with multiple stores already planned for Victoria, New South Wales, South Australia, Queensland and more planned nationally. Now it’s your turn to become part of the Total Tools growth story, where you can acquire the tools to build your own future!

effective business model – so there’s never been a better time to join the winning team at Total Tools.

• Full support in all areas from site selection to new store establishment / setup / visual merchandising etc.;

There are many reasons why Total Tools is the obvious choice for anyone looking to invest in a tools retail franchise;

• Share in the knowledge gained from the existing store owners over the many years of operation.

• Up to 10,000 product lines in-store, with access to over 60,000 lines;

Total Tools are looking for franchisees that share their vision and wish to be part of the success of this growing company. Total Tools considers the following to be critical to the acceptance into the franchise system and the ongoing success of a new store;

• Unrivalled in-store expertise in industrial and commercial tools; • Professional in-store merchandise and layout, setting industry standards; • Full access to the Total Tools private line program offering premium products sold exclusively through the Total Tools retail network;

• Experience in associated trades and use of tools; • Commercial acumen – astute in business, financial planning and budgeting;

• Buying power built from years of positive supplier relationships and collective bulk purchasing;

• Attention to detail and store presentation;

• Operational support and business information systems helping your store to be highly competitive;

• Computer literacy and acceptance of business systems to manage information;

• Inclusion in all national marketing activities and comprehensive consultancy with regard to all local area marketing activities;

WHY JOIN TOTAL TOOLS NOW?

• No marketing fees; Total Tools helps fund local area marketing activities;

Total Tools are looking to confirm their position as Australia’s leading specialised trade and industrial tool retailer through further national expansion of their highly

• Benefits of an established and effective customer loyalty program – building strong customer bases with high retention rates;

58 Business Franchise Australia and New Zealand

• Experience in merchandising and stock control;

• Face to face selling skills – enjoys direct involvement in the selling process; • A positive attitude and enjoys the team environment offered between franchisee and the support office; • A passion for retailing. For more information about Total Tools franchise opportunities contact: Phone: (03) 9394 4300 Web: newstores@totaltools.com

FRANCHISE OPPORTUNITIES AVAILABLE

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

“Total Tools know their customers, and their tools. We consider them a true business partner in every sense.” Nick Pritchard, Managing Director, Irwin Tools

“Our company’s growth with Total Tools has been outstanding and we consider them a great retail partner.” 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 s National Support OfÀFe s National Supplier Arrangements s National Marketing Strategies s 6XFFHVVIXO %XVLQHVV Model s 6XFFHVVIXO 3UiYDWH %rand 3URJram

For further information contact the Franchise Sales Manager mobile 0438 214 314 tel 03 9394 4300 email newstores@totaltools.com.au

EVERY TOOL EVERY TRADE Business Franchise Australia and New Zealand 59

BCM MAR12

Owner Benefits:

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“A consistent, strategic marketing effort will always drive results regardless of whether your marketing budget is large or small.” Michelle Gamble, Founder Marketing Angels.

Local area marketing

for new franchisees

o you’ve taken the leap, done the deal, said goodbye to ‘working for the man’ and now you’re ready to build a great business. But where do you get started? Marketing your new business can seem like an overwhelming task, with so much to do. No doubt you’ll also be spending a lot of time in the early days working in your business and getting to know your customers, hiring and training staff and getting your head around the operations. To set up a strong and sustainable marketing approach, it’s best that you don’t try and do too much all at once and experience marketing burn-out and even worse cash burn. Taking a step-by-step approach and prioritising in your first year will pay off in the long run. The following is a guideline to how you might roll out a marketing approach based on the early days of starting and running your franchise.

The first three months – Settling In: Get to know what your brand is all about Take some time to review any brand personality, brand essence and the story behind your brand. Understanding the brand promise to customers means you start from the very first day bringing that to life for people.

This is really important especially in the early days when you might be recruiting staff. If your brand is about ‘fun’ you can make sure that the people you hire who are dealing with your customers, have fun, playful personalities and can live out the brand values through the customer experience. Getting to know your customers Your franchisor should have provided you with detailed information about ‘who’ represents the ideal customer for your product. Take the time to really understand the ideal customer so that you can start to identify someone who is likely to become a loyal, high value customer that raves about your brand. That way you can make sure that you are really looking after them. You should also be taking the time to get to know the demographics of your local area. Whilst your franchisor has customer information that applies to the brand broadly, every area is different and only you can really identify the customer base in your local area. The Australian Bureau of Statistics has recently distributed the latest Census information. You can get a breakdown of demographics by postcode, which will help you understand in more detail the attributes of your local area. Tap into your friends and family

60 Business Franchise Australia and New Zealand

Who better to support you than the people who already know you, love you and trust you! Your close friends and family will be willing participants in helping you support your brand. Get in touch and let them know what you are doing and ask for their support. Invite them into your store and extend an offer for bringing a friend or provide them with something that will help them spread the word on your behalf. Focus on customer loyalty from Day One The most cost effective and enduring way to grow your customer base and revenue is to encourage customer loyalty. A strong base of loyal customers means you have to spend less time and money gaining new customers. Loyal customers will bring friends and family to you. If you have a rewards system – use it, from the very first time someone purchases from you. Add any customer information to your database, often your head office will send out regular newsletters and offers saving you time and effort in the long run. Encourage any customers to ‘like’ your Facebook page or follow you on other social media platforms. That way you get to have a passive ongoing conversation with them, keeping them top of mind. Introduce yourself to your neighbours If you are in a main street or have businesses around you that could use your product or

Time for a Lifestyle Change? JOIN AUSTRALIA’S ONLY GARAGE DOOR FRANCHISE OPPORTUNITY We are garage door specialists – we sell, install and service garage doors across Western Australia.

WHAT MAKES RESIDENTIAL GARAGE DOORS DIFFERENT? • We don’t consider our franchisees as sales people but technicians who are trained and skilled as garage door specialists. • Our franchisees can work at their convenience. Whether you prefer daytime, evenings or weekends, our customer service representatives will make appointments that ﬁt around your life and your customer base. 4IMBAs'LIDE

4IMBER 3ECTIONAL /VERHEAD 'ARAGE $OOR

• We believe in the importance of local knowledge, which is why we ensure every franchisee is based within their local area. • Our model delivers our customers unbeatable quality, range, service and price. • Thanks to the diverse expertise of our management team, our brand is always positioned in the best possible way, and all potential avenues for growth are explored. • We work with Australian manufacturers, real estate agents and insurers to provide consistently high quality products and services.

WHAT YOU GET WITH RESIDENTIAL GARAGE DOORS? • A deﬁned and exclusive territory. • Guaranteed minimum income of $52,000 over the ﬁrst 12 months.

FOR MORE INFORMATION ON HOW TO MAKE YOUR NEW LIFESTYLE CHANGE Phone: 1300 202 808 Email: info@residentialgaragedoors.com.au Visit: www.residentialgaragedoors.com.au

• Constant access to our experienced advisors. • A local-call customer booking line, with representatives available to take client calls 24 hours per day, 7 days per week. • Ongoing back up and support tailored to your individual needs, including problem-solving and business management support.

BIG ENOUGH TO DELIVER, SMALLBusiness ENOUGH TO and CARE Franchise Australia New Zealand

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service, go and introduce yourself! Provide them with an offer to try your service for free. It’s a simple, effective and easy thing to do in the early days whilst you often have more time.

The next three to six months – Getting out and about Make friends with your local media Perhaps you had an opening day event that created some buzz. Your franchisor might have contacted your local paper and delivered press releases and photos for publishing. Now it’s your turn to keep up the relationship. Drop off some free product or samples or an offer to come into your store to try what you have to offer. Follow up with a phone call and give them your personal number. so you can be there to greet them. Add them to your database so they know what you are up to. You might even offer to write a regular column, providing them with your first one. A good relationship with the media will prevent you having to spend money on advertising to get your brand out there. Meet your local community Do some research on local business groups, go along to some to see how you might get involved. These include your local chamber, business networking groups (such as BCI), women in business groups and perhaps event local clubs such as Rotary or Lions. Wear your branded uniform at events and take along samples, business cards, brochures etc. Ask permission from people you exchange business cards with to add them to your database. Introduce yourself to local sporting clubs and groups to see if there’s a way you can support them in return form branding and promotion. Getting involved in local events By now you should have developed relationships with your local community stakeholders. It’s time to see what local events are happening in your area that you could possibly get involved in. Think Australia Day activities, family fun days, local fundraisers and festivals. Use the opportunity to provide free offers, free samples to get people into your store in return for brand exposure and promotion. Your franchisor should have creative templates and ads you can provide local groups.

Six months and beyond – getting serious and strategic

Based on the results, work on a formal marketing plan and calendar for the next six months.

By now you should have your operations, staffing and systems in order so that you can feel confident in perhaps looking into running some formal promotions knowing that your store can handle a busy rush as a result of some promotion.

In Summary

Get familiar with the national marketing plan Make yourself familiar with any national promotions that you can leverage at a local level. Get a copy of the head office marketing plan and make an appointment with your area manager, or business development manager to brainstorm ways you could make the most of the promotion locally. Spend some time reviewing and planning By now you should have a good sense of what marketing has been effective since you started. Set aside some time to review the results of your marketing efforts. What led to new customers, which of those have turned into loyal high value customers that grow your business? Also evaluate what hasn’t worked and why?

62 Business Franchise Australia and New Zealand

Overall you should have prioritised building local awareness and grassroots relationships in the early days that will bring you sustainable and steady revenue that you can then build on to grow your business. It’s no silver bullet approach, but one that will make sure that you are around for the long term and are building a valuable business asset. Michelle Gamble is the founder and Chief Angel of Marketing Angels. She has built Marketing Angels from the ground up over ten years ago and worked with hundreds of small to medium sized businesses across all industries. Marketing Angels is a national marketing agency operating in Sydney, Melbourne, Brisbane and Perth helping small to medium sized business “get smarter marketing”. Marketing Angels works with several franchise organisations including Travelscene American Express, Telco in a Box, Guzman Y Gomez and Award Bookkeeping. Contact Marketing Angels on: Phone: 1300 858 311 Web: www.marketingangels.com.au

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Contact Silver Chef today on 1800 049 743 for fast, easy approval or visit www.silverchef.com.au/franchising Business Franchise Australia and New Zealand 63

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“Successful people don’t just get to the top by drifting. Achieving success requires focused action, discipline and lots of commitment every day to make things happen.” Tania Allen, Founder, Vision Alliance.

Transforming Yourself

for Success - PART 2 Your subconscious mind does not argue with you. It accepts what your conscious mind commands or states as if it were true. If you say, “I can’t do it” or I can’t afford it” your subconscious mind works to make it true. One becomes successful once they embrace a shift in better more positive thinking patterns.

any of us have beliefs that hold us back and limit us from achieving our fullest potential. We have all been mentally conditioned to behave a certain way. We have specific beliefs that have been instilled in us since birth. Beliefs such as; in order for me to make more money, I’ll have to work harder; money is the root of all evil; money doesn’t grow on trees; or I’m sure you’ve heard this one before, if I don’t do it myself, it will never get done the way I want.

These beliefs lead to the specific actions we take, productive or not so productive. We become stuck on a merry-go-round. Constant movement yet no progression. You are simply revisiting the same spot and the same results over and over. Working harder, working more hours, you feel only more overwhelm and anxiety as your efforts do not appear to be producing the results you want or deserve. Beliefs are the opinions, the evaluations and everything of the world we hold as true and that we no longer question. The good news is these beliefs are simply our perception of the world around us and they can be changed. Moving beyond your limiting beliefs is a crucial step one must take in order to become successful or achieve higher levels of success. First it’s important to learn how to identify the beliefs that are holding you back and secondly they must be replaced with positive and more empowering beliefs to support you in the future.

Four steps to transforming a limiting belief into an empowering belief. 1. Make a list of any beliefs you feel may be limiting you in your business and your life. Here’s some common examples I hear...

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• I’m not good enough • There are more intelligent people out there than me • I should eat everything on my plate even if I’m not hungry • I’m a fraud • I shouldn’t express my feelings as men don’t cry • I’m not worthy of success • I don’t have enough money to be successful 2. Pick the one that stands out most for you and determine how the belief limits you. 3. Decide how you want to be, act or feel instead. 4. Create a reverse statement that affirms or gives you permission to be, act or feel this new way. So reversing the previous limiting beliefs into empowering ones would look like this: • I am good enough • I am smart and capable • I eat until I’m satisfied knowing it’s fuelling my body • I am genuine and authentic • I express my feelings easily and effortlessly

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• I am worthy of success • I have all the tools, resources, and money I need to create the success I want Remember: Our self-talk matters!

Develop New Success Habits Every Year Experts have proven that 90 per cent of our behaviour is habitual. From the time you get up in the morning to the time you go to bed. On a positive note, habits help free up your mind while your body is on automatic. This allows us to plan our day while we are in the shower, watching TV or talking to a friend in the car. On the flip side, not all of our habits are good for us. They can inhibit your growth and limit your success. You may have or may not have read my book Franchise Profits. In the book I go into more detail about this however, in a nutshell, your habits determine your outcomes. Successful people don’t just get to the top by drifting. Achieving success requires focused action, discipline and lots of commitment every day to make things happen. The habits you develop from this day forward will ultimately determine how your future unfolds. To change a habit takes a shift in your thinking and a shift in the actions you take. First make a list of all the habits that keep you from achieving your outcomes, keeps you unproductive or that is negatively impacting an area or areas in your business and or life. Some include: • Procrastination • Paying bills late • Completing tasks in the 11th hour • Arriving late for meetings • Working late • Eating poorly and not exercising regularly • Handling paper more than once Once you have identified your negative habits, the second step is to choose a better more productive success habit and develop systems that will help you stay on track. If your goal is to go the gym every evening after work and you find you just never get there then you may decide to set your alarm one hour earlier in the morning and get up and out to the gym the morning. It’s about

setting new habits and committing to them. In the last issue I spoke about the one per cent rule. Making change one per cent every day. Imagine if you set out to change three or more habits each year over a course of five years from now you will have 15 or more new success habits that could bring you all the things you desire in your life. A healthier, wealthier, happier you. I like to work on one new habit each quarter. It allows me to focus my energies on one habit to ensure transformation of the old habit is long term rather than setting myself up for failure in an attempt to tackle all habits at one time.

Are You Interested or Committed? Most of us believe we are committed to our success. I’m sure if I asked you now you would say of course you are. I had that illusion once too. I thought I was committed where in fact I was like the majority who were simply interested in success. Those who are interested in success will do what is convenient. Those who are committed will do whatever it takes. They are 100 per cent committed, no excuses, no exceptions!

Learn More to Earn More! They say people who have more information have a tremendous advantage over people who don’t. People who know me, know I am a learning junkie and they wonder how I fit it all in. If you feel you don’t have time to learn here’s my top tips to help you achieve it with not much effort at all. • Turn television time into learning time. The sad reality is the average Australian watches far too much TV. No wonder the average Australian is overweight and broke. I actually go to the gym at night and catch up on a TV show while I’m there. • Leaders are readers. Dedicate an hour a day to reading. The late Jim Rohn, motivational philosopher, suggested if you read one book a week, in 10 years you would have read 520 books and in 20 years that’s more than 1000 books – enough to easily put you in the top one per cent of experts in your field. Add to those the books from the masters in related areas and you’d have an edge that others simply don’t have. Oh and by the way as

68 Business Franchise Australia and New Zealand

a business owner reading this, may I also add that it’s important to read the right books. I doubt that 50 Shades of Grey will help you get closer to achieving your desired outcomes in your business. So choose wisely. • Learn to read faster. This has helped me read more books and achieve more in less time. • Study the lives of great people. This is essential in helping you grow and transform. • Be Teachable. To learn and grow you need to be teachable too. • Stay motivated with the masses. Successful people listen daily to audio programs in the car, at home and at the office. Even if it’s for just 15 minutes each day. • Commit to lifelong learning and selfimprovement. Improving your mind, increasing your skills and boosting your ability to assimilate and apply what you learn. I trust this has given you some top tips in helping you transform yourself to success. More can be read in my new book Franchise Profits. Remember to fuel your success with passion and enthusiasm. Passion is something within you that provides the continual enthusiasm, focus and energy one needs to achieve success. Unlike feel good short lived motivation, true passion comes from within and it can be channelled into amazing feats of success. Here’s to your success. Tania Allen is the founder of Vision Alliance and author of Franchise Profits. Vision Alliance supports franchisors and franchisees in all areas of business growth, franchise development & personal empowerment. If you would like some more information or support in this area contact Tania Allen at: Phone: Email: Web:

1300 76 49 20 or 0419 481 203 tania@vision-alliance.com www.vision-alliance.com

Are You Looking For Experienced Business Growth & Franchise Specialists To Help You Maximize Your Potential? At Vision Alliance, as business growth & franchise experts our philosophy is simple! We believe business owners & individuals deserve to get more out of their business & more out of life. We help independent business owners, franchisees & franchisors reduce everyday overwhelm, get more customers and franchisees, develop a mindset for success, expand and grow through our range of holisƟc development & support programs and services. Expert Support & Services Include: New Franchise Development ExisƟng System Review Franchisee Recruitment Sales & MarkeƟng Coaching, ConsulƟng, Mentoring & Support Online & Oŋine Training ,Webinars & Workshops Talk To Us Today on 1300 76 49 20 to learn more about how we can support you or email us at: info@visionͲalliance.com

SUCCESS

STARTS WITH BRAND PASSION LET US HELP YOU TO PUT THE FUN AND PASSION BACK INTO YOUR CONFERENCES AND MEETINGS. We have a team of expert facilitators and presenters who understand franchising from the inside out and the bottom up. They really do know how to deliver meaty, practical sessions that truly engage franchisees and show them how to generate more sales, deliver a better customer experience and participate more constructively in the network. We call it creating profitable partnerships. And because all our sessions are based on the proven psychology of success, we reckon no-one does it better than us. Talk to us on how we can support your group in: t BUILDING BRAND PASSION t GETTING THEIR MOJO WORKING t GENERATING BUYIN TO NEW INITIATIVES t CREATING POSITIVE FRANCHISE RELATIONSHIPS Phone: (07) 3510 9000 Email: andy@franchiserelationships.com Contact: Andy Reid, Director of Profitable Partnerships

www.franchiserelationships.com

Business Franchise Australia and New Zealand 69

PROFILE : t h e t i m b er docto r

Strength through experience T

he experience gained through successful franchise system, The Leather Doctor, has provided a great building ground for new franchise offering, The Timber Doctor. The Timber Doctor has mirrored the success of the already well-established Leather Doctor franchise which has now grown to over 50 Australian franchisees, four in Dubai and opening soon in Auckland NZ. Since its launch in October last year, The Timber Doctor has established five franchises covering Brisbane, Sydney, Melbourne and Perth. With demand for its services increasing, The Timber Doctor is searching for prospective franchises, and is also willing to discuss Master Franchise opportunities. Marketing Director, Dean Reid, says that establishing the new franchise system was the perfect next step to go hand in hand with the already established and successful Leather Doctor franchises. “After 15 years of success with franchise The Leather Doctor, the opportunity to expand into an area with equally high demand was taken without hesitation,” said Dean. He said that the impetus for starting The Timber Doctor actually came from demand from existing Leather Doctor customers. “Customers were looking for the same quick, on-site repair service they’d been happy with through The Leather Doctor, and wanted to find a similar service for their timber products. It was an opportunity to fill the

niche for an area that was currently not being catered for,” he said. The Timber Doctor is a mobile service that specialises in repairing indoor and outdoor timber furniture. The repair service covers damage such as cracks, dents, scratches and stains, as well as a rejuvenation service for outdoor timber furniture. The Timber Doctor can even help with pesky flat-pack assembly – removing hours of potential frustration for relieved customers! “We deal with a lot of furniture retailers in the commercial sector whose products are sometimes damaged during moving or on the shop floor. The benefit of our service is that repairs are done on-site, quickly and easily, and the best part for our customers is we come to them. This reduces the risk of any further damage, and our technicians can get the items looking like new on the spot.” The majority of the customers that utilise The Timber Doctor’s services belong to the furniture industry; however the service also extends to home-owners looking to repair their own furniture, whether it’s been damaged during a move or simply through everyday use. Being mobile, franchisees can perform all types of work on-site. The time to complete a job can range from 15 minutes to two hours, depending on the complexity and size of the job. Dean says that a Timber Doctor franchise would suit anyone who is friendly, personable, and energetic.

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“A Timber Doctor franchise is suitable for anyone who likes to work with their hands, has great attention to detail and enjoys talking to people. It also helps to have some artistic flair for colour matching and ensuring the furniture looks as good as new,” said Dean. Dean says that the methods used by The Timber Doctor are simple to learn and easy to use, and the business model easy to follow. “New franchisees complete a two week training course, consisting of one week at head office located on the Gold Coast, and a further week in the franchisee owners own territory, establishing the business with personalised one-on-one assistance,” he said. Franchises start for as little as $35,000 for new territories. Franchisees need to provide their own caddy-style vehicle from which to operate. All tools, stock, vehicle signage, stationary, uniforms, and a selected amount of advertising are a part of the start-up package. “It’s important that new franchisees are able to concentrate on learning the necessary skills to complete the job, and not worry about where to get all the incidentals they need. “We want them to be able to hit the ground running,” Dean said. If this sounds like the ideal franchise for you, contact Dean Reid at: Phone: 0438 844 238 Email: info@thetimberdoctor.com.au Web: www.thetimberdoctor.com.au

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Fr a nchisee in action : U N ITED PETRO L EUM

A CONTINUING

SUCCESS STORY U

nited Petroleum franchisees come from a wide range of backgrounds. For franchisees Harsha Pusuluru and Rick Abbott, they both come from backgrounds working within the company as Commission Agents.

Potential to grow

“The most difficult part was to select the site from the vast variety of sites that were available,” said Harsha. “We were among the first franchisees in United Petroleum and we had a lot of sites to choose from. The Franchise Manager was of great assistance in choosing the option and every step from then on. The process was as easy as it could get, especially the finance part of it, as United took care of the whole process.

Harsha Pusuluru was already familiar with United Petroleum as he was working with the company as a Commission Agent since April 2006. He then went on to purchase the franchise for the United Patterson Lakes site in November 2010.

“The main motivation for buying the United Petroleum franchise was the potential to grow alongside the company. We had noticed that United as a company had grown in leaps and bounds and had admired its growth.”

United Petroleum is proudly Australian owned and one of the largest independent fuel companies in Australia with close to 300 sites. The first franchised site was Kensington, Victoria in 2008.

Harsha Pusuluru, Patterson Lakes, VIC

“I learnt about the franchise opportunity from the United internal magazine and chose Patterson Lakes as it was the best available site at the time.

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The subsequent process, once signing the franchise agreement was smooth, says Harsha.

United support “The training was extensive and covered almost everything as far as the operations of the site was concerned. United has been by our side ever since we have taken over the franchise and we believe it will continue to be in the future. Our grievances are quickly taken care of and assistance is provided in the matters most essential to us.” Harsha is particularly pleased with the work/ life balance his decision has afforded him. “This balance is one crucial aspect that has improved since buying the franchise. We have the peace of mind that we will have the site with us for the stipulated period of time. And apart from that it gives us a great

mental satisfaction in working for ourselves in association with United.” Harsha says he would definitely encourage anyone interested in joining the United Petroleum franchise system to do so and wishes them all the best. “I have been associated with United for almost three years now and am looking forward to a long lasting business relationship with the company. As a franchisee I have the utmost belief in United’s business knowledge, guidance and feedback.”

From petrol attendant to franchisee Again Rick Abbott was already working with the company as a Commission Agent. Prior to that Rick’s working background was initially as a petrol attendant with

Woolworths, then as a petrol station manager. All this experience was the perfect preparation for Rick and his father Manny to purchase the United franchise. “We wanted to run our own site and our own petrol business. We found out about the franchise sites internally and were very keen to speak to the franchise department.” They purchased the franchise for the United Hampton Park site in November 2011. In terms of training and support Rick says the best training comes from the experience of being on the job. “The real training you get is when you stand behind the console and start serving customers. United also have an online training system called STEP UP where there are different modules which need to be completed by the franchisee and their staff.” Rick enjoys a relaxed work/life balance since

Business Franchise Australia and New Zealand 73

Fr a nchisee in action : U N ITED PETRO L EUM

• Shop Up/What’s Up Monthly Magazine

• Working capital (cash flow)

• Full and comprehensive training program

On-going costs to United consist of (but are not limited to):

• Ongoing innovations • Reassuring Fuel Management United Petroleum believes preparation is key to the success of any of their franchisees, and provide a detailed five-week training and induction program that provides all new franchisees with the confidence they need to start building their business from day one.

Rick Abbott, Hampton Park, VIC

buying the United Petroleum franchise. “My whole family is working under one roof,” he says.

Why a United franchise? Russell Desa, National Franchise Manager at United Petroleum says that the relationship with franchisees is a ‘financial partnership’. “Our objectives are aligned. As a franchisee you will have someone to provide you with support in times that you may lack knowledge, or simply need someone to bounce ideas off. “At United we want to see our franchisees succeed. Becoming part of the United Petroleum franchise family is a great opportunity to own your own business whilst being part of an established network.” United Petroleum franchisees have access to the following benefits: • Mentoring and coaching by dedicated Franchise and Field Operations teams

With an emphasis on innovation as the key to retail success, United Petroleum are continuously searching for new ways to showcase their offer and provide a range of products and promotions that help set them apart from the competition. Examples of such initiatives are: • Cafe UP - United’s very own premium food service offering • United Lubricant range • Drink UP and Sweeten UP - United’s own value offer on water and lollies • MYER one - United is the exclusive fuel affiliate with Myer, offering consumers that chance to earn MYER one points through fuel and shop purchases.

Investment Initial investment for a United Petroleum franchise can start upwards of $450,000 and comprises of the following: • Franchise fee - this is for the Franchise Agreement that lasts for twelve years which consists of an initial term of six years then the option of renewing for another six years. • Goodwill fee - this varies from site to site depending on individual shop performance.

Start-up costs to consider are:

• Exclusive fuel affiliate for Myer One rewards

• Initial stock when you purchase the franchise

• United Fleet Card

• Fuel Bond Security

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• Royalty/rent – charged daily as a fixed percentage of your overall shop sales • Fees on service provisions (equipment support, insurance, software support) United provide the following upon commencement (no outlay): • Fuel – United place and deliver all orders of fuel and all franchisees are paid a commission that is guaranteed at a minimum monthly amount • Site operating equipment (pumps, cool room, console POS, computers etc) • Shop fit-out (all shelving, stripping, counter tops, signage, lighting etc).

Continuing its search “United Petroleum is continuing its search for existing Commission Agents and new people eager to share this exciting journey as franchisees. “United can fulfill the dream of business ownership along with the security, expertise and backing of a first class franchise group,” says Russell. “United franchisees are backed by a solid company which has ensured success by strategic expansion in petrol and convenience store retailing. Franchisees are able to call upon an extensive retail supplier networks and resources to meet today’s challenges as well as prepare for tomorrow’s.” For further information on United Petroleum franchising contact the franchising team on: Phone: Email: Web:

03 9413 1400 franchiseinfo@ unitedpetroleum.com.au www.unitedpetroleum.com.au

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How to build sales through the looking glass Top tips for building effective window displays “Curiouser and curiouser,” cried Alice

ne of the questions franchisees most frequently ask me when I’m speaking at events is how can they capitalise on their window displays. Largely, franchisors have terrific business systems in place to help with this, but we often see a gap in the ‘storytelling’ as instructions are lost in translation and the fundamental window message is not backed up when customers walk into the stores. With so much competition, both online and on the high streets, one of the most important pieces of real estate you possess is your shop window. It is through this looking glass that, as franchisees, you first touch your shoppers’ hearts and minds, drawing them in so your store merchandising and sales staff can effectively do their jobs. On average, a customer will have three seconds to be impacted by your window display. During this time, they need to be captivated, understand your offer, be compelled by your message and have their ‘buying radar’ switched on. Whilst this may appear an impossible task, it’s not and by putting ‘fit’ franchisee business practices into place from the outside in, you have a considerably higher chance of engaging customers from the minute they see your window and enter the store space. So how can you capitalise on shoppers walking past your store? We’ve put together some ‘fitness’ tips to help you engage customers on the outside and drive purchases within.

Creating your own window wonderland Firstly, no matter what time of year, every franchisee should have an advanced planning schedule for their window displays. If this is not dictated by your head office, you’ll need to start planning yourself. Capitalising on key retail events is critical and to put timing into perspective, most retailers are planning their Christmas windows right now - the time of year when you need to stage your biggest window wonderland production. As with all successful productions, planning and rehearsals are the key to ‘fit’ window displays. • Who’s your audience? Like any great production, you need to know your prospective local audience. Anticipating who they are and how to entertain them is absolutely key. Once you know your audience, you can tailor your window wonderland production to maximise impact and draw them in. • Why should they buy from you? Once you understand your customers, you must then establish the reason they believe in you. What is your unique point of difference and why should they come in and purchase your products? What problem will you solve for them? Most of this will be covered by good marketing communication from a head office level but take the time to understand and know your local customers intimately, too.

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• Have you ensured brand consistency? If head office sends you a complete window display kit, your challenge is to execute it within the brand guidelines and ensure consistency across the franchise network. After all, one of your key benefits of being a franchisee is the brand you are a key part of. • Know your window wonderland parameters. Whether you have one franchise store or many, when did you last undertake a ‘window audit?’ ‘Fit’ franchisees intimately know their window real estate so that when they come to put on their production, they can build the perfect set. Window audits need to include everything from lighting and backdrops to fixtures, fittings and alarms. Your aim is to find the most cost effective solution that you can put in place across not just one store, but many if applicable. If your marketing materials come from head office, inform them of your window audit findings, so you can improve your fixtures, fittings and display as soon as possible. • Surprise and delight your curious audience. If you think they’ve seen it all before, then they probably have! So you need to find a way to not only surprise and delight them, but also draw them in. How can you create a window wonderland that makes them want and need your product or service? It’s all in the art, creativity and theatre. Remember the seven principles of effective displays: colour, unity,

“Remember the seven principles of effective displays: colour, unity, variety, dominance, rhythm, balance and proportion.” Brian Walker, Founder and Managing Director Retail Doctor Group.

variety, dominance, rhythm, balance and proportion. • The stars of the performance. Your products or service are the star performers in your window wonderland production so make sure you create excitement around them. Stars in the window sell so make sure they are well presented and that you have enough stock to exceed targets! • Invite them backstage. ‘Fit’ franchisees understand the need to use the windows to invite their audience in. Whilst the visual element may do the job by piquing curiosity and need, there’s nothing like a strong written call to action that ties into your creative theme. • Create drama with rave reviews. This is the perfect time to think about how technology can help engage your audience. You need to activate interest using every one of the possible senses from music and smell to incredible visual creative. However, window wonderlands can create shopper momentum before they even walk into the store. Today, it’s all about SoLoMo – Social, Local and Mobile and connecting with your customers at a local level is key. If you have local events, local website, local product news or blogs, consider how you can communicate this on the window so you never miss an opportunity to connect. • Make it feel like it’s always opening night. Keeping the window wonderland fresh is so important to capture repeat visitors. Make it clear when new products are available by promoting them in the window. • Ensure the stage crew is fully briefed! All too often, we hear about the most creative window ideas, which store staff are simply unable to effectively execute. No matter what your amazing plan, test materials in your store/s and watch how staff activate the display. Use these tests to write the staff instruction sheet and include real tips

from real store staff. If staff are following head office instructions and these require localising for your store- make sure you provide staff with the solutions before they begin execution.

Maximising sales inside the looking glass What’s backstage to the window is absolutely centre stage to your sales and there are plenty of things you can do to get business ‘fit’ and maximise your sales opportunities. • Fully brief your sales staff. Give your staff a complete run down of your sales plan from merchandising to window display as well product promotions. As well as head office instructions, consider your local customers, local events and additional needs they may have. Most importantly, ensure your staff are trained on your products and services especially in relation to solving customer’s problems. Take full advantage of any training provided by your franchisor to bring your team up to speed. • Effective staff rostering. Ensure your best staff are rostered on for high traffic trading times of the week. At Christmas and during the sales, shift your rosters to reflect the change in trading hours to maximise your potential sales. • Organise the store room. The clean store room policy applies here as you need to make it as easy as possible to see stock quantities and re-order before it runs out. If there’s no IT system to handle your store inventory, use a simple exercise book to list stock in storage, with quantities adjusted when stock is removed. • Stock check outside of trading hours. During trading hours, you want your sales staff to be 100 per cent focused on selling to customers rather than opening boxes. Make the re-stock rule outside of trading hours and avoid cartons on the shop floor to visually keep the store ‘clean’.

• Solve customer problems. Now that the staff are fully trained in the products, they should have plenty of ideas on how to solve customers’ problems. Create value over and above your product or service by offering gift wrapping, gift boxes and gift cards (if relevant). • Know your staff’s sales skills. Some staff are better on the floor and others faster on the till. Getting this balance right will avoid longer queue times and raise sales. Don’t accept poor performers. • Be first to open and last to close. There are always customers who arrive earlier to take advantage of easier parking, or shopping later after work. If you open before your competitors and close later, you can take full advantage of this, driving up sales. Simply adjust your rosters accordingly and make people aware of your opening hours. • Fit franchisees offer great support. Multisite franchisees need to be on hand to support logistics, operations and the shop floor at a moment’s notice. They also need to be in constant touch with the sales teams on the floor to discuss targets, goals, weekly campaign messages, hero products, merchandising and displays and any additional training required. “The only way to achieve the impossible, is to believe it’s possible” as was said in Alice’s Wonderland. Have fun creating your effective windows and believe strong sales are possible! Brian Walker is Founder and Managing Director of Australasia’s leading retail operations consulting firm, Retail Doctor Group. He is a leading media commentator on retail issues and Australia’s most sought after keynote speaker on all aspects of retail. Phone: 02 9460 2882 Email: brian@retaildoctor.com.au Web: www.retaildoctor.com.au

Business Franchise Australia and New Zealand 77

profiLe : TEL ECHOICE

TeleChoice

owner nominated for Franchisee of the Year Award

eleChoice Springvale franchisee Bich Nguyen has been nominated for the Franchisee of the Year Award by the Franchising Council of Australia (FCA). This prestigious award recognises excellence in business management and franchise citizenship for franchisee owner operators with two or more staff. This nomination represents just desserts for Ms Nguyen who has a strong passion for telecommunications. A Springvale resident of Vietnamese descent,

Ms Nguyen started her TeleChoice franchise in 2004 after seeing a clear gap for a bilingual telecommunications business in the local market. She has since developed a profitable franchising business as a result of outstanding customer service, wise business management and a “no problem too big” attitude. Ms Nguyen is extremely proud of what she has achieved with TeleChoice Springvale and owes much of her success to local Springvale knowledge.

“I have lived in the area for eleven years and I know the local community and because of this I understand what will and won’t work in the local market,” said Ms Nguyen. One example of Ms Nguyen’s local knowhow was to employ bi-lingual staff who are able to effectively communicate with Springvale’s large Vietnamese community. In reaching out to local communities, Ms Nguyen is a regular donor to local community groups such as the Local Vietnamese Community Fete which helps support the local Vietnamese business community. “From day one I’ve done the long hours and put in the hard work but I recognise I wouldn’t have experienced business success without the support of local residents which is why I am always looking for ways to give something back to my community,” said Ms Nguyen. Ms Nguyen will attend the awards ceremony in August and while she hopes to come home a winner; she will be proud of her achievements regardless of the result. If you are interested in becoming part of the TeleChoice network of successful business owners, contact: Phone: 03 8699 2555 Email: franchise@telechoice.com web: www.telechoice.com.au/franchise

78 Business Franchise Australia and New Zealand

Sn a pshot on Service : Ha r m ans L aw y ers

Get the right advice Christchurch-based law firm, Harmans Lawyers will next year celebrate its 125th anniversary. Now that’s certainly a wealth of experience!

Harmans team of franchising experts can help,” he said.

Harmans franchise team is led by two partners, Mark Sherry and Alan Prescott, who both specialise in franchising. They are assisted by six other partners and lawyers in the firm who also have franchising work as part of their core business.

Harmans Lawyers’ extensive experience in all aspects of franchising across a wide range of industries will provide you with the technical know-how and the advice you need to move forward with confidence.

Mark Sherry says that the best advice he can give to those thinking of entering franchising is to ensure they conduct thorough research. “Make proper investigations into a system before you commit to it and take advice from appropriately skilled professionals, both accountants and lawyers,” he says. “One of the best ways to find out about a system and its strengths and weaknesses is to talk to a good number of existing franchisees, not just the ones that the franchisor may direct you to. “Remember too that it is a business decision being made, so try not to get too emotionally attached to a franchise before the due diligence has been completed,” Mark advises. “If you’re considering buying into an existing franchise system, you need to be confident that the documentation for that system is robust but fair,” says Mark. “Since every franchise system is different and every franchise agreement is tailored to meet particular circumstances you need to gain an understanding of your rights and obligations under the franchise agreement. “Getting the right legal advice early is essential and that’s where the experienced

“We can assist with all aspects of the legal and business arrangements that you will need to address when buying a franchise.

“We have a broad range of contacts with other franchising professionals and as necessary can provide introductions to specialist franchise accountants, bankers and business brokers,” says Mark.

Members of the Franchise Association of New Zealand, Harmans Lawyers supports its vision of ‘best practice’ franchising in New Zealand. “We have helped many clients who are investigating buying into franchise systems to complete their due diligence investigations, set up business structures and we assist with all other necessary legal requirements,” Mark says. “We have also helped many franchisees that have had issues arise during the course of their franchising experience and of course, we help franchisees at the time they put their businesses up for sale. “We also act for some South Island based franchisors and are able to assist people who want to establish new franchise systems,” he said. Harmans Lawyers provides a full range of services, including: • Advice on legal rights and obligations under franchise documentation,

• Asset protection, both for your business assets and lifestyle assets, • Dispute resolution.

Established in 1888, Harmans Lawyers was based in the centre of Christchurch, until the unfortunate events of the devastating earthquake on 22 February 2011, which resulted in their premises being rendered unsafe and subsequently demolished. The company has relocated to suburban premises whilst the inner city remains closed off to the public and demolitions are still taking place. “Christchurch is rebounding and business is strong and our team is growing in numbers,” says Mark. “The recently announced blueprint of the new Christchurch City Plan is bold and vibrant. Christchurch will certainly change in the next few years, and Harmans Lawyers is looking forward to continuing our long history with the city.”

• Leasing of premises,

With 125 years’ experience, Harmans Lawyers is well equipped to help you across all areas of franchising. Contact:

• Ownership structures and their tax implications,

Phone: (NZ) 03 352 2293 Email: legal@harmans.co.nz Web: www.harmans.co.nz

• Financing issues,

• Employment and health and safety issues,

80 Business Franchise Australia and New Zealand

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feature

Franchising What you need to know to ‘set up shop’! Whether this is the first time you have bought Business Franchise magazine, or if you are a regular reader, it’s clear that you are interested in exploring the world of franchising.

There are more than 1,100 franchise systems across Australia, contributing a staggering $128 billion to the Australian economy. With over 70,000 individual franchise owners, employing over 700,000 people across the country, the franchise world is certainly big business. In New Zealand, the franchise industry has experienced a rapid growth period. The Franchising New Zealand 2010 survey conducted by Massey University, Auckland and Griffith University, Queensland found 423 active franchise systems in New Zealand compared with an estimated 350 in 2003. The survey also estimated a total 23,600 franchisee units, which was a 92 per cent increase over the seven years. The franchising community is a major provider of

employment opportunities in New Zealand, with total direct employment assessed as 80,000 people. New Zealand has twice the number of franchisors and almost twice the number of units per capita as Australia, making it the highest per capita franchised country in the world. So, whether you’re in Australia or New Zealand, how do you become part of this exciting industry, and what are the steps you need to take before you join a franchise system? – or in other words – what do you need to do to set up shop?

Firstly, ask yourself “Is franchising right for me?” Franchising is not a guaranteed path to success, but it is however a solid formula, based upon tried and tested systems, that can pave the way for the right franchisee to achieve success. Joining a franchise is not for everyone; to be successful you must be willing to follow the system provided by the franchisor. If you don’t like to be managed, or prefer to do things your own way then perhaps you should reconsider your options. Franchising works because it delivers goods or services in a consistent manner, regardless of location. If you want to do things your own way then franchising may not be suited to you.

BENEFITS OF FRANCHISING • A proven system – By purchasing a franchise, you are buying a business with a track record of success and commercial viability. This is where research is vital; you need to ensure that the system you are

82 Business Franchise Australia and New Zealand

buying into has continued to be profitable over time. Providing the system is followed, there is less risk of failure then with a start-up venture. • Start up assistance – The franchisor will assist you with the physical fit out of your premises, or if it is a mobile or home-based business, then everything that will be required to begin operating your business within that system. • Support – Ongoing assistance is provided by the franchisor. You will also benefit from the knowledge and experience of the franchisor. Being part of a network also allows you to share your experiences and learn from others in the network. • Bulk purchasing power – Being part of a franchise gives you access to group buying power not available to individual businesses. • Marketing – Through contribution to a marketing fund, franchisees gain the benefits of a larger marketing fund used to promote the whole network. • Finance – Franchisors may be able to negotiate better rates of finance for funding the business, and/or better lease location and terms if there are premises involved.

RISKS OF FRANCHISING • Reluctance to follow the system – If the franchisee cannot adhere to the discipline required to follow the system, conflict will occur. • The process for sale or transfer of the franchise rights is likely to be controlled by the franchisor (as per the franchise agreement), though approval for sale or transfer cannot be unreasonably withheld. • The behaviour of the franchisor or other franchisees can affect the brand integrity for other franchisees. • If the franchisor goes into receivership, franchisees may face the prospect of having to change brand name and other elements of the system under a new operator. • Franchisors’ ability to make changes to the system can affect cash flow and/or profitability for the franchisees.

Franchise businesses face the same challenges as other businesses. Economic downturn, increased competition, and many other risks affect franchises in the same way they do non-franchised businesses.

CHOOSING THE RIGHT FRANCHISE Perhaps one of the greatest decisions you will need to make is choosing the right franchise for you. Remember that once you have entered into the agreement, you will be required to live and breathe the business for it to succeed! Darryn McAuliffe, Industry Solutions Manager at NAB suggests there are some questions that you need to ask yourself when considering a franchise including; • Do I have a passion for the brand and its product or concept? • Am I motivated to work in this business for the next five to ten years? • Do I see growth in the franchise? And can I acquire more outlets once established? • Do I share the same vision, values and work ethic as the franchisor? • Will I be happy to comply with the existing system without wanting to make changes? If the answer to all of these questions is ‘yes’, then it is likely that the franchise you are

considering is going to be the right one for you, and importantly your relationship with the franchisor will be a positive and mutually beneficial one.

DUE DILIGENCE By conducting thorough due diligence you increase your chances of making a good decision and of future success. Due diligence is the process of evaluating the prospective business purchase by getting information about the financial, legal, operational and other important aspects of the business. Kevin Bugeja of Franchise Selections advises that before investing in a particular franchise, it is important to research the operation as thoroughly as possible. “Find out how long the franchise has been in existence,” says Kevin. “If the franchise has been in operation greater than ten years, it is more likely to have made it through several stages of growth; therefore having a more reliable system in place.” Other questions that need to be answered, according to Darryn McAuliffe, include: • How much will you need to invest to buy and operate? • What initial and ongoing training will you receive? • What level of support will you receive with

Business Franchise Australia and New Zealand 83

feature cont.

managing your business? • Does the franchise have the ability to remain competitive and maintain its brand value in a fast moving market? It’s also recommended you read the Franchising Code of Conduct to understand your rights as a franchise and those of the franchisor. The Franchise Council of Australia has an abundance of information relating to the code as well as recent changes and reviews of these changes on their website www.franchise.org.au. “Obtain firsthand information by speaking with other franchisees within the organisation to determine how the franchise has worked out for them,” says Kevin. “Find out if they have achieved the success that they expected.”

ASKING THE EXPERTS Evaluating a prospective franchise business is not an easy process. “You will almost certainly need professional help to carry out due diligence,” says Tim Kilham, Director of Accounting at Lanyon Partners.

These professional advisors usually include an accountant, a solicitor and a banker. “It is advised that you consult with a professional advisor who is a specialist in the area of franchising,” says Tim. “In the medical field, general practitioners do a great job but there are times when you need the services of a specialist. So it is with franchising. Most accountants, solicitors and bankers do a great job, but franchising occupies a special niche, with its own legislation and circumstances, and it requires the services of specialists to carry out proper due diligence.” According to Tim, the roles of your professional advisors are; • An accountant will help you evaluate the existing business and establish its true sustainable profitability (which may be, and very often is, very different to the profit shown in the financial statements). An accountant will help you prepare your business plan and your profit and loss and cash flow forecasts and help you work out a fair price to pay for the business. • A solicitor will help you understand all

84 Business Franchise Australia and New Zealand

the legal documents – the disclosure document, the franchise agreement, the lease, the sale contract, etc., etc. – and provide advice on these documents. • A banker will advise whether the finance will be forthcoming and if so what types of finance are available and appropriate. Whilst a banker’s role is not generally that of providing advice about the potential purchase, a specialist franchise banker’s perspective is nonetheless often very useful.

FINANCING YOUR FRANCHISE In this edition of Business Franchise Australia and New Zealand, Jason Gehrke of the Franchise Academy discusses in more depth the options available for financing your franchise. See page 52. Darryn McAuliffe recommends the following when approaching a bank to obtain funding for your franchise. • demonstrate that due diligence has been undertaken • develop a comprehensive, professionally

form. This means that the schedule of the franchise agreement must be completed with all the commercial details specific to your franchised business and the agreement must be the current version used by the franchisor. You will need to have decided on your franchisee entity (whether yourself, a company, trust or partnership) as disclosure needs to be made to the franchisee entity in order to comply with the Code.

Lease or Licence to Occupy

presented business plan â&#x20AC;˘ provide all requested information in a concise and professional manner â&#x20AC;&#x201C; missing details will cause more challenges for you in obtaining what is required

THE DISCLOSURE DOCUMENT AND FRANCHISE AGREEMENT With your due diligence and financing covered, the next step will be to navigate the franchise documents. Marianne Marchesi of Mason Sier Turnbull covers these documents in greater depth on page 24.

For those franchises that are retail based, the premises for the business is central to its success. Usually, either the franchisor will hold the lease and grant to the franchisee a licence to occupy the premises or it will elect to not hold the lease and the franchisee will be the lessee. Depending on the type and nature of the particular franchise system, the franchisor may or may not have an active role in negotiating the lease. If the franchisor holds the lease then you will be provided with a copy of the lease, licence to occupy and in some states, a lease disclosure statement. In both cases it is important to ensure that you have sufficient tenure on the lease to operate the franchise as the franchise agreement will usually end on the termination or expiration of lease (unless there is a relocation clause).

Elisabeth advises that you should carefully read all of the franchise documents provided by the franchisor and seek legal advice to ensure that you understand their force and effect. In some cases you may be able to negotiate clauses or special conditions to reflect your negotiated deal with the franchisor or to further protect you. Once the franchisor has served the disclosure documentation on the franchisee, the parties need to wait 14 days before entering into the franchise agreement. This disclosure period is mandated by the Code in order to give you sufficient time to contemplate your purchase and to get advice in relation to the terms.

WELCOME TO FRANCHISING! Once you have entered into the franchise agreement, your journey in franchising truly begins and your franchisor will be there with you every step of the way. As with any business, there will be ups and downs, but with the research you have done, coupled with the knowledge that you are entering into franchise system that has proven to be successful in the past, you have been given every chance to succeed. Now the hard work really begins! Information obtained for this article from the Australia and New Zealand Business Franchise Guide available in book shops and online.

If you are considering buying a franchise you will be provided with the current version of the franchisorâ&#x20AC;&#x2122;s disclosure document which will be attached to the form of franchise agreement you will be entering into and a copy of the Franchising Code of Conduct. Elisabeth Richie, Partner at HWL Ebsworth Lawyers, outlines the documents provided prior to entry into the franchise agreement:

Disclosure Document Franchisors must ensure that they disclose in the disclosure document the information which is necessary to enable you to make a reasonably informed decision.

Franchise Agreement The franchise agreement attached to the disclosure document should be in its final

Business Franchise Australia and New Zealand 85

Spotlight on Service : N at i o na l Fr anch ise Insu r ance B ro k ers

AND NOW FOR SOMETHING COMPLETELY DIFFERENT!

ne year on and National Franchise Insurance Brokers is on the move in a big way.

Every now and again, someone comes up with a new idea and everyone benefits. That pretty much sums up the last twelve months for National Franchise Insurance Brokers (NFIB). “Identifying a niche in any market is one thing, but being able to fill that niche with a product that is relevant, cost-effective and of real benefit to the marketplace is something completely different,” said NFIB Executive Director Darryl Morris. And judging by the take-up of the NFIB service by some of Australia’s most respected and well-known franchised businesses, NFIB has filled the niche and then some! NFIB is a web-based insurance platform that’s been specifically designed for providing low-cost insurance cover for franchised businesses. Based around the brand’s website MYNFIB.com.au this highly simplified online insurance platform means that any franchised business can be insured in just four clicks of a computer mouse. “Every franchisor we speak to is extremely positive about our service offering so it seems all the time and effort we spent in researching and developing this insurance system has been well worth it. What we clearly identified from the outset was that insurance cover for any franchised business needed to be a low cost cinch. “And now that we have the likes of Boost Juice and Salsa, Hire-A-Hubby, Cheesecake

Shop, Wendy’s, Xpresso Delight and many other franchised businesses of this calibre, we’re very encouraged that we really are on the right track,” said Mr Morris. Only four pieces of basic information are required in order for NFIB to arrange cover for a franchised business: • the value of the franchised business • the gross profit of the franchised business • the level of public liability required by the franchised business • whether or not machinery breakdown is required by the franchised business “Like anyone who’s running a small to medium-size business, franchisees have better things to do than spending a day filling out forms and making phone calls and sending faxes. We’ve boiled the insurance process right down so that now it’s just a simple matter of sitting down, visiting our website and the entire process can be completed in a couple of minutes at the most. We also recognise that compliance is a key issue with any franchise business type, and we’ve ensured that all the boxes are ticked in that regard,” said Mr Morris. There are two types of insurance programs available to franchised businesses. The first is the NFIB Managed Program allowing a master franchisor to endorse NFIB as the preferred insurance provider for all franchisees within that business. The NFIB Managed Program has common insurance due dates and allows the master franchisor to go online and make sure that all franchisees have adequate levels of cover. The second

86 Business Franchise Australia and New Zealand

insurance program is the NFIB NonManaged Program that enables individual franchisees to insure their own businesses. “From our perspective and based on the daily feedback we get from our clients, the benefits of our service are twofold: our insurance premiums are very low and the time it takes to insure with us is negligible so it really is a win-win for all our clients.” For more information about National Franchise Insurance Brokers please contact Darryl Morris. Phone: 1800 776 747 Email: info@MYNFIB.com.au Web:

www.MYNFIB.com.au

YOU WANT CHEAPER AND EASIER BUSINESS INSURANCE. WE HAVE JUST THE TRICK.

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)

NFI051

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“...whatever path you take, make sure you are always accountable for your own business. Paying royalties does not mean that it gives you an excuse to blame someone else for your business not going well.” Janine Allis, Managing Director, Retail Zoo.

BOOST your chances of franchise success

oing into your own business is a life changing step on your journey through life. When you start on your business journey, your head spins with the legal requirements, taxes, payroll, leases, contracts and it can seem to be all too hard. This was my impression before we took the plunge and opened our first store and back then the internet wasn’t there to help. In my opinion, the biggest risk at the start is getting the wrong advice and using the wrong consultants and this is where word of mouth plays such an important role. The great news is that there are so many franchisees in Australia so it is not too hard to find a person to point you in the right direction. What I would suggest is that when you settle on the accountant, lawyer and/or consultant, make sure you get good references as there are great consultants out there, but equally, there are ones that may not do the right thing by you. Do not rely just on the advice of the consultants, do as much of your own research as you can, as no one will care more passionately about your money and investment than you do.

It is undeniable that being a part of a franchise network gives you a greater chance of success than starting your own business, but it does not give you a guaranteed ticket to success, which is where I think some people make the mistake when going into business. Some people look at a franchise business and think it will run itself (“that is why I am paying a royalty”) and it will be an investment for them, much like an investment property. This attitude is a fast track to losing the money you have put into the business. Franchising, like any other business, needs your total focus and commitment to be successful. So why does a franchise give you a better chance of success? There are a number of reasons and these reasons only work for the good, solid franchises. Below are some positives, some negatives and some other things to consider:

The franchisor should have a proven business model that has a history of being profitable The business model is scalable, in other words the business model needs to be

88 Business Franchise Australia and New Zealand

replicable, not just successful in a certain location. You need to do an enormous amount of research on the franchisor you are considering and just because it is associated with some sort of business group or council, does not mean it is a good business, many of these groups can be joined by simply paying a fee. All businesses must have a disclosure document. Make sure you read this fully, do thorough reference checks and see for yourself what experiences the existing franchisees are having. But more importantly you need to love the industry you are in, as you will be spending more time in your new business than with your family or friends.

Group buying power There are a number of businesses out there that are not sustainable simply because they cannot get their gross margin to where they want and need it to be. Australia is a very expensive place to do business and margins are very tight, so being a part of a large group has an enormous advantage in buying power. This not only includes your raw

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ingredients or stock, it also includes things like media buying power and utilities.

Branding and marketing If you are an individual business the chances are you would not be able to hire a marketing department and if you can, it is highly likely you would not have too much money left over to do any marketing! Often when you go into a franchise there is normally a percentage of your turnover that goes into a group marketing fund. This enables you to have the advantage of a full marketing team as well as great buying power when purchasing things like printing, media and other necessary items. It also allows a level of professionalism that you would not normally get as an individual business.

Network strength Sometimes running your own business can seem quite lonely. Being a part of a network enables you to network with people who are in the exact same business. With that network you will find people who have various strengths that can be of assistance. With the good franchisors you can get a level of community with a group of like minded people

Support from the franchisor The best franchisors will have business consultants who assist you with your business. Their role is two-fold; the first is to help you make a profit by monitoring your business and the second part of their job is to protect the brand for the rest of the network and this includes ensuring that the business owner is following the system that has proven to work. Without this, you can get people into the business who can be brand killers, and you need a franchisor that is prepared to make the hard calls when it comes to businesses that are not following the systems. Joining a franchise, however, is not for everyone and there are risks in any business that you need to consider. If you really want to run your own show and not follow a system, then it is probably better to go down your own path, the advantages are that there is no royalty payments and greater flexibility in how you run your business. Some people are not comfortable with following a set system. But whatever path you take, make sure you are always accountable for your own business. Paying royalties does not mean that it gives you an excuse to blame someone

90 Business Franchise Australia and New Zealand

else for your business not going well. The power of success is accountability, success or failure always depends on you, the business person, taking accountability for your business. One thing is guaranteed with business and that is that there will be a problem to solve every day! Sometimes you have control and other times, like the recent Queensland floods, that control is taken out of your hands. But finally, when choosing a business make sure it is something you love, because you will spend most of your waking day either in it or thinking about it. Janine Allis is Managing Director of Retail Zoo, holding company of Salsaâ&#x20AC;&#x2122;s Fresh Mex Grill and Boost Juice and the Founder of Boost Juice Bars. Boost is now in more countries than any other juice bar in the world. For more information contact Retail Zoo franchising sales: Phone: Email: Web:

03 9508 4400 aussiefranchising@ boostjuicebars.com www.boostjuice.com.au and www.salsas.com.au

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Location Location! you are about to make one of the biggest investments in your life, so how do you decide where to locate?

s a potential retailer, how do you decide where to locate your new store? If you are joining a franchise system, then the franchisor will have to approve the site, but if you are not happy with it, then you are starting behind the eight ball! The recent Billy Baxter Appeal decision showed that a franchisor must have some solid basis if they are to make any indication to what a store should sell. Tony Garrison, partner at law firm HWL Ebsworth, agrees. “In light of this case, franchisors should review their documents and procedures in relation to site selection, actively encourage and insist that the franchisee seek legal and financial advice, undertake appropriate demographic analysis and feasibility studies for greenfield sites and ensure that they, their staff and master franchisees, do not make any statements which may induce persons to buy a franchise on misleading presence’s.” This gives franchisors some pretty clear instructions. However, where does that leave you?

been that there are two extremes in thinking about what you are going to sell: • Is it a high impulse item? (so we really need to be in the customer’s face to make them aware of us) • Is it a destination type product? (so the customer has some idea they wish to purchase before they start the final ‘Go / No Go’ decision) If this is a continuous scale, where do we sit on the line?

Impulse vs. Destination I always suggest you consider where you stand on the Impulse vs. Destination axis. High impulse sites are required for high impulse products and have high rents, while high destination, low impulse products can be sold in sites that are far less visible with lower rentals. High Impulse Low Destination High Rentals

Low Impulse High Destination Lower Rentals

What should you be looking for in a suitable site? In setting up your new business, there must be a match between the type of location, and the product you sell. Our view for years has

High Impulse items High impulse items are usually low cost, spontaneous purchases such as buying a carton of milk, some chocolate or a newspaper. The customer may make some decision where they go, but convenience normally drives this purchase. When we look at the most high impulse business we can imagine, think of a beggar or a busker. In these cases, they are very mobile, and are able to move to the best traffic flow at no cost. As the cost of the goods you are selling increases, you move further along the line towards low impulse / high destination.

High Destination purchases If the goods you want are reasonably expensive, and the customer probably has pre-determined that they wish to buy it, then that is a high destination purchase. If you are buying a car, you will go and find suitable car yards that are most likely to have what you want. Few of us are just walking along a street, stop and spontaneously make a purchase of a car!

Giving a value to this Impulse vs. Destination ratio Low $ purchases

92 Business Franchise Australia and New Zealand

High $ purchases

Your business can normally be addressed as x per cent impulse; y per cent destination.

“The higher the impulse value of the goods you are selling, then the more importance to be in a highly visible, high traffic location.” Peter Buckingham, Managing Director, Spectrum Analysis.

Here are some examples. Giving to a beggar

100% impulse

0% destination

1% impulse

99% destination

Buying petrol

80% impulse

20% destination

McDonald’s

60% impulse

40% destination

High class restaurant

20% impulse

80% destination

Buying small electrical goods

70% impulse

30% destination

Buying a plasma screen

30% impulse

70% destination

Attending the ballet

As you can see, the more premeditated the purchase, the higher the probability you will look up where you want to go, not just spontaneously make a purchase from the first store you see.

The Decision The higher the impulse value of the goods you are selling, then the more importance to be in a highly visible, high traffic location. If you are a very strong destination product, then you can take a more back street approach. The rental you pay for a property is probably defined by the owner’s view on whether the premise is on high traffic flow and high visibility. In shopping centres or along a High Street, most stores have a different rental per square metre depending on the shopping centre management or owner’s views on these factors. What you need to do is pay the appropriate rental for the appropriate store, and if you have a high destination type product, then you do not want to be paying top rental for the peak corner in the shopping centre. If

you are a high impulse product, then you do need high passing trade, or you will not sell your goods. No point being down at the back of the shopping centre paying cheap rental, next to the discount rug bazaar if you have high impulse products such as phone cards, sandwiches or other food items. An exclusive restaurant that has a great reputation, and word of mouth tells people how good it is, can be in a lower rental street or area, as the public will find it and come to it. A quick serve restaurant such as McDonalds or KFC must be in a high impulse area, be it in a food court or on a main high exposure road.

Summary Site decision is probably the most important decision you make after agreeing to join the franchise system. Whilst the law could be said to be setting some new precedence with the Billy Baxter case, and giving the franchisors some new ‘incentives’ to make sure they have a reasonable basis upon which to approve a

site, the ultimate responsibility still falls with you, the potential franchisee. In the end it is your money that is going ‘on the line’, and whilst the franchisees in the Billy Baxter case were awarded $1.22M, this was really seen as just reimbursing them for the decision to go into the site. The actual rental $ you pay will be determined by the market, and the process of negotiation. If you are paying a correct market value for the store, which may be assisted by the franchisor’s representative, or the likes of an expert retail leasing company such as LeaseWise or Lease1, and have a viable product or concept you are selling, you should have a sustainable business. If you however have found a totally unsuitable store in terms of Impulse vs. Destination, then probably nothing can save you. Select well Grasshopper! Peter Buckingham is the Managing Director of Spectrum Analysis Australia Pty Ltd, a Melbourne based Geodemographic and statistical consultancy, and a Fellow of the FCA and IMC. Spectrum specialises in assisting clients with decisions relating to store and site location using various scientific and statistical techniques. Phone: Email: Web:

(03) 9882 6488 peterb@spectrumanalysis. com.au www.spectrumanalysis.com.au

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Franchise Conferences: Driving Business and Motivation

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f you’ve ever wondered how to keep your franchisees motivated and working towards your goals then you have landed on the right page. The EWM Group reveal a very successful medium to achieve exactly that and share how Caltex Australia is using it to reward and motivate its franchisees. For many franchise businesses, it is common to hold an annual franchise conference. Some franchisors do it to reward their best performers. Others do it to communicate organisational goals and strategies for the coming year. Conferences can bring many business benefits, add value to your franchise network and have a great impact on business performance. However, achieving the desired outcome depends heavily on the ability to deliver a successful program.

How Caltex Australia is doing it… Caltex is Australia’s leading transport fuel supplier and convenience retailer, operating its retail sites predominately under the Caltex Star Mart brand. The Caltex Retail business utilises its All Stars Program to drive great customer experience, retail execution and merchandise compliance. This is measured via a covert Mystery Shop evaluation undertaken by an external third party service provider. The All Stars Program is supported by

an incentive program that culminates in attendance for its successful franchisees at the biennial Caltex All Stars Franchise Conference. The purpose? To recognise, reward and celebrate those franchisees who have achieved excellence in the All Stars Program, communicate strategic direction and key business initiatives, and motivate and inspire the wider Caltex retail network to achieve even greater performance levels in the coming year. The five day program provides an opportunity for franchisees to engage and network with the Caltex management team, key suppliers and other franchisees. Importantly, key suppliers get the opportunity to communicate their strategies, new products, promotions and incentives directly to the wider franchise network. Year after year the Caltex management team has experienced the positive impact that the All Stars Franchise Conference has had on the performance of its franchisees and its overall retail network. This has ultimately translated into higher fuel and shop sales profitability.

How does the conference program motivate franchisees? Investing in such programs would be worthless unless franchisees felt motivated and inspired to work hard to deliver superior

customer experience, retail execution and merchandise compliance in order to earn points to attend the Caltex All Stars Franchise Conference. For this to happen, the conference must offer a ‘Wow factor’ in terms of an exceptional destination and a great balance between business content, targeted group activities and entertainment. Above all, the conference must deliver on all expectations. It must be the best of the best!

Let’s have a quick look at two previous Caltex Retail events… In 2009, the Caltex All Stars Franchise Conference took place in fabulous Las Vegas Nevada. Nearly 400 delegates, including franchisees, suppliers and Caltex management experienced what Caltex National Manager Retail Leo Pucar declared as “the best Caltex All Stars Conference ever!” The conference theme ‘Step Up!’ was futuristic and the event kicked off with an amazing welcome dinner featuring Marilyn Monroe, Showgirls and a performance by Elvis Presley himself! Other conference highlights included a competitive team event taking in the sites around the Vegas strip, helicopter tours of Hoover Dam and the Grand Canyon, dinner on Planet Hollywood’s rooftop, some of the most popular shows in Vegas, and a fabulous dine around in the hottest restaurants. This all culminated in a live performance by Human Nature at the Gala Awards Dinner.

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focus : t h e e w m g rou p

You may be wondering ‘how can I deliver a conference that is the best of the best, successful enough to motivate franchisees and inspire them to achieve excellence in my business?’For Caltex Australia, it is not only about their franchisees but also about the value they add to key supplier ‘sponsors’ who invest in the Caltex All Stars Franchise Conference. This is a major undertaking, requiring a highly professional and experienced events partner who can be trusted to work closely with your team and tailor a conference program designed to exceed all expectations. This is why Caltex placed the success of their All Stars Franchise Conference in the hands of event experts: The EWM Group (Events with Moore, Gluepot and Miles with Moore). Beijing, China was the destination for 2011 as it offered a completely different experience to the Las Vegas event - it was all about the cultural backdrop. “Leading the Charge!” was the theme, anchoring all communication and business content around being the ‘Number 1 convenience retailer in Australia’. The highlights of the event were a rally around Beijing taking in the culture, historic sites and modern experiences, Australian cricket champion and motivational speaker Glenn McGrath, dinner on the Great Wall of China and a spectacular gala dinner in the majestic Great Hall of People with Chinese cultural dancers and Guy Sebastian as the main performer of the night. This was truly a ‘once in a lifetime’ experience that left franchisees reinvigorated and motivated to achieve excellence once again. They were very much looking forward to the next Caltex All Stars Franchise Conference in 2013.

Outsourcing your conference program to an events agency… Caltex Australia has been partnering with The EWM Group for the past five years to run its All Stars Franchise Conference. Caltex considers that success can only be assured by seeking the support of a professional events agency that has the expertise and resources to deliver an amazing event. While the Caltex internal team specialises in driving sales and profitability, they recognise that managing an event of the size of the All Stars Franchise Conference is something they can leave to an events agency. Using The EWM Group for the event enables the Caltex team to focus on its core business and avoid having to deploy significant internal resources that would be otherwise required to deliver an event of this magnitude. Choosing which events agency to partner with, however, is not an easy task. Caltex National Merchandise Manager Karim Sumar says “If I was to look at the overall

96 Business Franchise Australia and New Zealand

objective, I need to work with an external company who not only has the skill set but the desire to succeed with us. We need to have the right people supporting us to deliver the desired end result. It is not just about the logistical support, but also about the conference content, the level of creativity, the destination knowledge and the negotiating power they have with industry suppliers. “A strong relationship between the franchisor and the events agency is essential for the success of the event. We, as a client, want to know that all elements of the event will be delivered as expected.” In the case of the Caltex All Stars Franchise Conference, it is also a matter of finding an integrated solution that will maintain a high level of consistency across all components of the event. Caltex Australia relies heavily on The EWM Group to deliver an overall experience for their franchisees and to showcase their key supplier ‘sponsors’.

Justifying the conference program In tough economic times, justifying your franchise conference event may seem difficult. From EWM’s perspective, adapting and tailoring a conference program to meet your budget and still deliver that ‘wow’ factor is a matter of creativity. The EWM Group is comprised of three specialised businesses which combine to deliver unique and inspiring events. With an experienced logistics team (Events with Moore), highly creative minds (Gluepot), and a travel agency (Miles with Moore), the company is able to offer tailored business event and communication solutions for its clients. If you’d like to get in touch with The EWM Group please contact Laura at: Phone: (02) 9557 7752 Email: laura@theewmgroup.com.au

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“How much revenue, profit and productivity is your team forgoing because your recruitment process has allowed poor performers to get through?” Mark Purbrick, Managing Director Peoplogica Pty Ltd.

Attract and retain top performers I

am yet to meet someone who says they have purposely hired a poor performer.

Why is it then that about 25 per cent of the Australian workforce is considered substandard by their managers? Compounding the cost of this situation is that a top performer is three times more productive than a poor performer, yet you are probably paying them both the same hourly wage/base salary. Adding insult to injury, many of these poor performers keep performing at unacceptable levels, often in spite of your efforts to help them improve. This raises some critical questions for franchisees: • How much revenue, profit and productivity is your team forgoing because your recruitment process has allowed poor performers to get through? • What greater successes could be achieved by increasing the number of top performers? • Is there is a better way to attract, recruit and retain top performers? The good news is that there is a better way. However business owners, managers and HR professionals will have to first accept that their current selection processes are not delivering the required result. They then need the courage to change the way they

attract, select, train and coach their most important asset… their people.

UNDERSTANDING YOUR TOP PERFORMERS No two roles are exactly the same. It is therefore imperative that those tasked with selection and people management understand what the critical success attributes are for each role. There are two methods to create role benchmarks – the most effective is to objectively assess your proven top performers and the second is to survey management views. If franchisees want to improve customer service levels and increase revenue and profitability, they need to seriously consider the establishment of concise role benchmarks. These benchmarks would identify and quantify the critical success attributes of each role, especially customer facing roles.

Develop High Performance Role Benchmarks If managers are to really understand the roles they are responsible for, they must first identify and quantify the critical success attributes and the competencies required for each role. Remove as much subjectivity as possible by creating High Performance Role Benchmarks using a valid and objective assessment solution to identify and quantify

98 Business Franchise Australia and New Zealand

the critical success attributes shared by your proven top performers. At Peoplogica we use and recommend the ProfileXT JobFit assessment. Basing selection decisions on the proven attributes of existing top performers is the key to a greatly improved selection process. This process will, most likely for the first time, provide management with objective data on what is required if an individual is to be a fully engaged high performer.

ATTRACTING FUTURE TOP PERFORMERS Attract, screen and select the best candidate(s) by looking for best fit. Candidates must fit the role for which they are being employed, at an individual, team and organisational level. Many organisations limit their potential talent pool by applying criteria which is not relevant to the role. It is imperative that you define a clear set of benchmarks when building an appropriate selection methodology to ensure the successful candidate fits the role.

Screening candidates based on role benchmarks Recruitment is arduous at the best of times, let alone wasting time conducting interviews with people who don’t possess the minimum level of experience, knowledge and success attributes required.

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The purpose of screening is to select the most appropriate people to interview. This process will vary depending on the importance of the role and the number of applications received. In either case one simple rule applies: look for applicants who demonstrate the skills and success attributes identified as critical to the role.

The first interview The first interview is not just an opportunity for the candidate to impress a potential future employer. It is also a chance for the employer to demonstrate the professionalism, ethos and culture of the organisation. Both the candidate and the employer should be ‘selling’ themselves to each other. In presenting the role to potential employees, interviewers must convey the role, team culture and rewards with absolute clarity. This aspect of the employment relationship is called the ‘psychological contract’. The psychological contract is not the official terms and conditions contained in the formal employer-employee contract, but all the unwritten promises and suggestions made regarding the role. Research indicates that new employees will rely on the unwritten aspects of the role as much as the formal contract and if this leads to the employee being misled, then performance and engagement levels could be dramatically affected.

Use of other selection and assessment tools A range of assessment tools exist to measure the critical success attributes required in each role but please ensure that they have been validated and normed to the Australian population. We use the ProfileXT JobFit assessment because it is the best instrument to measure potential employees against existing proven top performers and role benchmarks. Measure only the attributes you know are essential for success. Don’t waste time, money and energy measuring characteristics just for the sake it.

end of the process. For someone to be sitting in front of you for a second time, they are most likely good enough to do the job. We want an outstanding performer, so the purpose of the final interview is to confirm any aspects of the applicant’s fit that may still be in question. You should use the customised behavioural interview questions contained in the assessment placement reports to ensure that all potential barriers to success are examined and objectively reviewed.

RETAIN THE BEST Good talent is always in demand. If you have spent the time and gone to the trouble of recruiting high performers, make sure the first impression they have of your organisation, as an employee, reaffirms that their decision to choose you as an employer was correct. Invest in their talents to ensure they continue to deliver the best possible job performance and service levels to external/ internal clients and prospective customers. It is also important to regularly review their roles in terms of your evolving business, goto-market and sales strategies.

Induction, training, coaching programs and ongoing career development High performers have high expectations of their employers. They like working with other high achievers and generally like to learn and be challenged. Creating a personalised induction program not only ensures your new recruits get up to speed as quickly as possible, but also demonstrates your organisation’s commitment to them. To retain top talent you need to build loyalty, both you to your top performers and them to the organisation. Here are some aspects of the initial induction and training program you should consider: • Involve them with the team as quickly as possible. • Customise their training and don’t make them do programs or courses they’ve already successfully completed.

Final interview and reference checks

• Consider using a proven top performer as a mentor and/or coach.

The final interview is very much the business

• Provide regular, collaborative feedback

and adjust the program accordingly. • If your new recruits are Gen Y (born after about 1977), they will be looking for different things than older recruits. Organisational values and flexibility are particularly important to this group, as is the need for honest, regular feedback on their performance. This induction period should meld seamlessly with an ongoing commitment to their personal and career development.

Role review and ongoing strategy alignment As your business and sales strategies change, so may the requirements of particular roles. Regularly review high performance role benchmarks as well as the skills, knowledge and experience of your team. You can’t predict all changes but change is inevitable, therefore the departmental functions will need to constantly adapt to maintain a competitive edge. Even top performers need to build knowledge and skills to maintain their high level of performance. The good news is that most top performers want to do this. Your role as a business owner is to simply enable their success to continue. Apply the framework outlined in this article and you will dramatically improve the way you attract, select, understand and retain high performers. In the process you will join the exclusive group of business leaders who have many top performers and few, if any, poor performers. Mark Purbrick is the Managing Director of Peoplogica Pty Ltd and serves as a Director on a number of company boards. Peoplogica is a leading specialist consultant in attracting, understanding and retaining top performers by improving management capability, increasing employee engagement and maximising individual, team and organisational performance. For further information you can contact Peoplogica on: Phone: (02) 9936 9000 Email: info@peoplogica.com Web: www.peoplogica.com

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Business Franchise Australia and New Zealand 101

FR A NCH ISo r SU PP O RT A L L I A NCE

THE FRANCHISOR SUPPORT ALLIANCE

LEARN, NETWORK, GROW & SUCCEED I

f you have a passion for franchising and want to ‘learn, network, grow and succeed’ in your business (and who doesn’t), then there is a new group based in Sydney, known as the Franchisor Support Alliance (FSA), who are keen to have you become involved in their events and improve your business further. A group are dedicated to delivering their mandate in the Sydney market place, and have the credentials to match. The Franchisor Support Alliance ran a successful event back in May of this year, in Sydney’s Woolloomooloo, with Anytime Fitness owners and master franchisors as their main guest speakers. The next event is set to take place on 25 September 2012 at Sydney’s Homebush Olympic Park, with guest speakers Denis McFadden (founder of Just Cuts) and Serge Infanti (Managing Director of the Food Co Group); who are two of the major players in the Australian franchising and business scene. For more information about this event, you can visit the website at www.myfsa.net.au.

WHO ARE THE FSA EXECUTIVE TEAM? The founder of the group, Steven Clare (director and lawyer with Think Franchise & Commercial Lawyers – www.thinkfranchise. com.au) explains more about the FSA. “My motivation is simply to help franchisors, franchisees and similar businesses improve their overall position. There is genuine goodwill on the part of those very successful franchisors to give something back to their industry. Leadership in franchising is critical and we certainly have experienced franchisors in this country that are happy to share their knowledge and help our economy further along.” Steven has brought together a talented group of franchising professionals, who are dedicated and experienced in their particular areas, to head up the FSA executive team. Steven himself has had many years involved in franchising, and has been involved at a franchisor head office level in the past as General Counsel and COO. The FSA also includes David Ciantar, who

102 Business Franchise Australia and New Zealand

has over 20 years’ experience in franchising and has recently been appointed as the General Manager/CEO for NSW in the very dynamic Fastway Couriers franchise. David is responsible for the 196 franchise operations in NSW, including marketing, sales, training and support. David has previously held management positions with McDonald’s Australia, Telstra, Gloria Jeans and Cookie Man. He most recently was the General Manager for Anytime Fitness, which has had enormous success in recent times. The third member of the FSA is someone that has certainly not allowed the so called ‘tyranny’ of distance to get in his way. Based in Western Australia, Darryl Morris of www.mynfib.com.au (an insurance broker with a real zeal for franchising) has set up an innovative online franchise focussed solution to help franchisors and franchisees meet their insurance compliance needs. Girgis Sirgyous is the fourth member of the executive team of the FSA and has a great deal of experience in the area of franchise performance benchmarking and has helped many franchise groups including the likes

of Harvey World Travel, Snap Printing and Mitre 10. He is the owner of www. autoanalyst.com.au.

SO WHAT’S PLANNED FOR THE NEXT FSA EVENT? The FSA certainly appear to have the credentials to take franchising to a new level in Sydney and with franchising in Australia being a multi-billion dollar industry it is a crucial industry for Australia’s economy that requires focus by all involved and should employ constant learning and development. The FSA are set to hold their next event in September, incorporating a ‘Q and A’ format together with networking and business development opportunities; which follows this line of thinking. According to Steven Clare, “We have not only sought to bring together a team of people in the FSA who understand the industry, but guest speakers and a format that is likely to appeal and be helpful to those involved in the industry, at an everyday and practical level. We are always interested to hear what franchisors want.”

WHAT IS THE FSA PHILOSOPHY? According to Steven, the FSA is all about “networking, learning, growing and succeeding”. As two of the FSA members

(including Steven and David) have significant franchisor hands on experience, it is a group described as being for franchisors, by franchisors. The FSA is also described as a grass roots initiative that will do all it can to help the industry thrive and develop, in times where the uncertainties of the US and European economies and how this will impact and will play out further in Australia over the next two to three years is likely to play out and (according to Steven) be particularly acute.

ISSUES THE FSA SEE AS IMPORTANT The FSA are focussed as a group on helping your business in various ways. The FSA have identified issues that they will seek to concentrate on. Some of these include:

• Ensuring that consultants in the industry provide a good return on investment for those that retain their services, thus they are able to participate in FSA events and learning to better tune their services to the needs of the industry; • Allowing a forum for those committed to the industry to share information from established systems in order to seek to prevent the reinvention of the ‘wheel’ as much as can reasonably be achieved and thus foster the Australian economy further; • Encouraging franchisors and similar owners to listen to franchisees in their systems in a more proactive fashion, so that there is a mindset of sharing information.

• Seeking to encourage new franchisors to learn about, better understand and implement credible systems and methods that will (in the long run), help their business better manage risk and assist their franchisees (or licensees) in their business in various ways;

These bullet points are but a few of the ideas and motivations of the FSA team, and as the FSA develops in time, no doubt so too will these concepts and ideas. In fact, if you are interested in contributing your own thoughts and ideas, the FSA team encourage you to do so, and this can currently be done at info@ thinkfranchise.com.au.

• Issues around better recruitment techniques of all those involved in franchisor and franchisee businesses, in order to determine what are some basic and fundamental ways of ensuring that the right people fit the right franchise system;

If you are interested in attending the next FSA event on 25 September 2012, you can find out more about their next event on www.thinkfranchise.com.au or also on the soon to be launched FSA website, which is found at www.myfsa.net.au.

Business Franchise Australia and New Zealand 103

expert A dvice e xpert ADVICE

“A consistent, strategic marketing effort will always drive results regardless of whether your marketing budget is large or small.” Massimo Di Maio, Legal Counsel, DCS Lawyers.

Finding your way around the new asic Business Name Regime

A CHEAT SHEET A

SIC’s new national business name regime has been in force since 28 May 2012, and the old statebased and territory-based system is to be discarded (with the exception in Item D.3 below). Given the complexity of the unfamiliar new system, this simple cheat-sheet may assist you when you apply for, renew, change, update, transfer or cancel business name registrations. If you wish to: • Apply for a new business name, please refer to Items A and B. • Update details of, change, transfer or cancel registration of your business name please refer to Item C. • Renew your current business name registration please refer to Item D.

A. Prior to applying for a new business name 1. Procure an ABN - you will not be able to apply for a business name without an ABN – you can apply for an ABN via https://abr.gov.au/ There are no fees involved if you apply online and you will receive an online notification of your ABN immediately upon completion of the ABN application, provided you have not omitted any information, or it cannot

be verified. In this latter event, your application will be processed manually and may take up to 28 days. 2. Check availability of the business name you wish to register. To do so, go to https://connectonline.asic.gov.au/ RegistrySearch. In the ‘search business names register’ window, scroll down and select the last option, ‘check business name availability,’ enter the business name you are after and then click ‘Go.’ If the desired business name is available, proceed to registration (Item B), otherwise try a different name and then proceed to registration.

B. Applying for a new business name 1. Go to the ASIC website http://www. asic.gov.au/ On the right hand side of the page you will find an ASIC Connect window, click on ‘register business names.’ You will be re-directed to the ASIC Connect website where you can apply for a Business Name by clicking ‘log in.’ Enter all your details as prompted and click ‘create an account.’ 2. Follow further prompts and proceed to pay the registration fee. 3. Upon completion of your registration transaction, you will see a confirmation screen confirming either; 1) your

104 Business Franchise Australia and New Zealand

business name has been successfully registered, 2) you have successfully applied to register a business name but the registration cannot complete until you have paid the registration fee, 3) ASIC has received notification of your ABN (to replace an ABN application reference number), or 4) the name that you have applied for is determined by manual review to be available. 4. Upon ASIC’s receipt of your payment, you will receive an email confirming your registration and an ASIC key to link to your business name in your online ASIC Connect account. If you chose the ‘Pay now’ option during your registration application, you should receive the email notification almost straight away. 5. Within 24 hours of receipt of payment, you will also receive a record of registration containing all the details provided in your registration application and a summary of the information that will appear on the public register. 6. As of 28 May 2012, it is no longer a requirement to display a certificate of registration of a business name. However, ASIC has designed the first page of the record of registration to look like a certificate should you wish to display it.

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C. Changing / updating / transferring / cancelling your business name 1. If you have not registered for online access yet, do so via https://www.edge. asic.gov.au/, under the heading eAccess, and follow the prompts. 2. If you have already registered for online access, go to http://asic.gov.au/ On the right hand side of the page you will find a ‘Lodge Online’ window just below the ASIC Connect’s. Click on ‘Update or cancel / transfer business name’. You will be re-directed to another ASIC webpage displaying a large ‘Update or cancel / transfer business name’, click that option and follow the prompts. 3. For Sale of Business - the current business name holder (vendor) must cancel the business name, and, whilst cancelling the name, must select the ‘transfer number’ option, to notify ASIC of their consent to transfer their business name to another holder (purchaser). ASIC will provide the vendor with a consent to transfer number to be given to the purchaser, thus allowing the latter to register the business name. This will enable the purchaser to register the name before it becomes available to the public. Please note that the new registration will not come into effect before the previous registration has been cancelled. 4. Adding word/s to your current business name – adding for example ‘the’, will not amount to a ‘change’ or an ‘update’ since you are seeking to use a new business name altogether. Accordingly, you must cancel your current business name and apply for a new one including the added word. However, please ensure that you request the ‘transfer number’ option contained in the cancellation/transfer window as discussed in Item C3 above. This will enable you to register the name before it becomes available to the public. Please note that your new registration will not come into effect before the previous registration has been cancelled. The fees involved for new registrations are discussed in Item B2 above. 5. Updating Details – please follow the instructions discussed in Item C1 and make sure you keep your information up to date. There are no fees for these types of updates. 6. FRANCHISORS AND FRANCHISEES PLEASE NOTE -

In contrast with the previous system, franchisees are not required to provide ASIC with the franchisor’s authorisation to register their business name. However, the franchisor-franchisee consent to register the franchisee’s business name remains subject to the terms of their franchise agreement.

D. Renewal of business name registrations 1. For business names registered after 28 May 2012 - ASIC will provide substantial notice of your business name registration expiry. 2. For business names registered before 28 May 2012 • If your renewal date falls between 28 May 2012 and July 2012, ASIC may send renewal notices after the date the business name registrations expire. In fact, ASIC is expected to start issuing renewals in early July and to extend payment due dates for delayed renewal notices. Given that ASIC will send renewal notices to the existing service addresses provided by the state and territory agencies, please ensure that these addresses are current to avoid the risk that your registration may be cancelled. • If you have received a renewal notice from a state or territory you must pay that state or territory to renew the name, regardless that you may be late. Should you fail to pay the renewal fee, the relevant state or territory will advise ASIC of the business name’s expiry, thus excluding its registered status on the national register.

REMEMBER! The new system may raise critical issues regarding identical business names previously registered by different people with different state/territory agencies. It is fundamental not to confuse business name and Trade Mark registration rights. A business name is the name under which a business operates. Notwithstanding their compulsory registration, business names do not give a business name holder any exclusive intellectual property rights with respect to the use of such names in trade and commerce. Intellectual property rights for exclusive use of a trade name are gained upon registration of a Trade Mark with IP Australia.

106 Business Franchise Australia and New Zealand

Registration of a Trade Mark allows a Trade Mark owner to take legal action for Trade Mark infringement in the event that another business uses a similar business name or mark in connection with goods or services similar to those covered by the registered Trade Mark. For Franchisors: Granting a franchised business implies licensing the right to use your Trade Marks and business names to prospective franchisees. Businesses with similar names registered in different states/territories may now come into conflict due to overlapping business names. If this does result in a dispute regarding the right to use the business name, the business that already is in possession of a registered Trade Mark is in an advantageous position in any such dispute. Accordingly, you should ensure that your Trade Marks are registered or apply for any marks that are not yet registered as soon as possible to ensure you negotiate in such dispute from a position of relative strength. In addition, please ensure that your franchisees have registered their business names pursuant to the instructions enclosed in your franchise agreement as late registrations may again risk conflict with interstate businesses with the same business name. For Franchisees: Entering into a franchise agreement grants you the right to use the franchisor’s Trade Marks and business name for your area. All prospective franchisees should ensure that the franchisor’s Trade Marks are registered with IP Australia and that the business name specified in the franchise agreement is available on the ASIC website. If you have already entered into a franchise agreement, please ensure that you have registered the appropriate business name to avoid any risk regarding names availability. Massimo Di Maio is a Legal Counsel at DCS Lawyers with expertise in corporate and commercial law, franchising, Italian civil law and compliance with the Franchising Code, PPSA and CCA. DCS Lawyers is a corporate commercial law firm specialised in International and Australian franchising and in assisting franchisors and franchisees with all their legal needs on a largely fixed fee basis with quick work turnaround. Phone: Email: Web:

03 8102 9200 Massimo.dimaio@dcslawyers. com.au www.dcslawyers.com.au

FRANCHISING NOW! Comparing same centres, we have had sustained 20% growth in gross income from 2010 to 2011 and 2011 to 2012.

Individual tuition solutions: 9 All ages 9 All needs 9 All subjects 9 Australian Curriculum

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Extensive range of established marketing collateral READY TO USE!

Franchise Opportunities: 1300 FRANCHISE (372 624) www.fruition.com.au 1300 TUITION (884 846)

Business Franchise Australia and New Zealand 107 Matt. 12:33

h ot to pics

Jason Gehrke shares with us some hot topics in franchising. Jason Gehrke, Director, Franchise Advisory Centre.

Behind the

headlines Media storm erupts around franchise carbon tax pricing claim A media storm erupted this week around the release of an internal memo for Brumby’s Bakeries, which urged franchisees to review their recommended retail prices, and blame the carbon tax for any increases. With the tax barely days old (it was introduced on July 1), and an endless parade of government politicians talking up the benefits of the tax in the media, it was perhaps inevitable that a business which increased its prices and used the wrong language to do so would fall afoul of the government’s carbon pricing claims. The Brumby’s memo, which encourages franchisees to review and where possible, increase their recommended retail prices, indicated that any increase could be linked to the carbon tax, but did not specify that price increases should be limited only to those increases in input costs attributable to the tax. Brumby’s parent company, Retail Food Group, issued an announcement which stated that the comments in the memo were not sanctioned and were of concern to the company’s board. An internal RFG investigation had concluded that the memo remarks were “innocent” and “ill-considered”, and not reflective of the company’s policy, and that RFG was liaising with the Australian Competition and Consumer Commission (ACCC) on the matter.

Grocery wholesaler buys Autobarn Grocery wholesaler Metcash has finalised its acquisition of 75.1 per cent of Auto Brands Group, parent company of vehicle accessory franchise Autobarn, and has announced it is considering further acquisitions. The company, which last month also announced its intention to acquire the balance of shares in hardware chain Mitre 10, continues to look for new acquisitions, with deals currently under negotiation estimated to be worth $90 million.

Franchisee awarded more than $1.3 million in landmark case An Adelaide franchisee has been awarded a claim for damages and interest of $1.3 million against coffee chain Billy Baxters, for a representation that induced them to buy a franchise in 2004. With legal costs also awarded against the franchisor, the total payout to the franchisee could be in excess of $1.5 million. The decision in the Victorian Supreme Court last month overturned a previous court decision in which the franchisor successfully sued the franchisee for more than $250,000 in unpaid franchise royalties and marketing levies accumulated over a period of nearly two and half years. The franchisee terminated the agreement, and in response, the franchisor sued for the outstanding royalties (though why the franchisor waited two and a half years

108 Business Franchise Australia and New Zealand

is not apparent). In turn, the franchisee counterclaimed for misleading representation about the turnover potential of the site (which has since ceased to operate). The case has received relatively little media coverage, despite its significant lessons for both franchisees and franchisors. It is unclear if Billy Baxters or its corporate parent Paradise Retail Holdings which also owns the Pets Paradise chain, will seek leave to appeal the decision. Lawyers for the franchisees, Adelaide-based DMAW Lawyers, have indicated that the judgement was a great relief for their clients, who are now awaiting payment.

Pie Face seals $15 million deal for US expansion Australian retail chain Pie Face, which opened its first US store in New York on January 26 this year, has signed a USD$15 million deal with a major investor for 43 per cent of the US operations that will see three more stores open in Manhattan, and then one per month thereafter. The deal with Las Vegas business magnate Steve Wynn, who is reported to be worth US$2.5 billion, will allow the brand to grow from its current New York beachhead into other US markets. Pie Face CEO and founder Wayne Homschek has announced that the company is looking at similar arrangements to enter markets in the United Kingdom, Japan and Indonesia, with a possible license arrangement for New Zealand.

PROFESSIONAL SERVICES LISTINGS

HARMANS LAWYERS

Mason Sier Turnbull

485 Papanui Road, Christchurch P +64 3 352 2293 F +64 3 352 2274 Contact Mark Sherry or Alan Prescott E mark.sherry@harmans.co.nz www.harmans.co.nz

315 Ferntree Gully Road, Mount Waverley VIC 3149

If you’re considering buying a franchise you need the legal confidence that the agreement is fair and ethical. Getting the right legal advice early is essential, and that’s where the knowledgeable Harmans team of franchising experts can help. Our extensive experience in all aspects of franchising, across a wide range of industries, will provide you with the advice you need to more forward with confidence. We have acted for franchisors and franchisees over many years and know the advantages of franchising and pitfalls to watch out for. Our Franchising Team can assist with a full range of franchise related services, including: - Legal rights and obligations under franchise documentation - Business structures and asset protection structures - Financing issues - Employment issues and health and safety - Lease arrangements and agreements - Terms of trade - Dispute resolution We are members of the Franchise Association of New Zealand

the magazine for franchisees

Franchise

P 03 8540 0200 F 03 8540 0202 Contacts Raynia Theodore, Principal / John Sier, Principal 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 on all franchising-related matters. Our clients include franchisors, franchisees and suppliers to the franchising sector. Our 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. 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.

Wisewould Mahony Lawyers

BUSINESS

AU S TR A LI A an d ne w z ealan d

Professional services listings are a great way to promote your business for more information call 03 9787 8077 (+61 3 9787 8077 from outside Australia) and speak to one of our sales executives. www.businessfranchiseaustralia.com.au www.businessfranchisenz.co.nz

419-425 Collins Street, Melbourne VIC 3000 P 03 9629 8333 F 03 9629 4035 Contact Robert Toth E robert.toth@wisemah.com.au Lawyers in love….with Franchising www.wisewouldmahony.com.au 25 Years of Specialised Franchise Industry Knowledge Member Franchise Council of Australia (FCA), International Franchise Lawyers Association (IFLA), Franchise Association of New Zealand (FANZ) & US Commercial Service. FIXED COST FEES to Franchisors & Franchisees based on scope of works. No hourly rate surprises! Services Provided • Legal and consulting advice to Franchisors & Franchisees • Code compliance requirements • Dispute resolution – mediation – strategies & solutions • Sale/Purchase of Franchise Systems • Employment Law and Workplace Relations Specialists • Master Franchising • International Franchising • Business Law Specialists Call or email for a complimentary brochure for Franchisors & Franchisees

Business Franchise Australia and New Zealand 109

FRANCHISE LISTINGS FRANCHISE

NATURE OF BUSINESS

OUTLETS

ASSOC MEMBER

INITIAL FEE

MIN INVEST

BLIND/CURTAIN CLEANING AND REPAIRS

BMMA, FCA, Healthguard

$40,000

HEALTH AND FITNESS

180 Aus

FCA

$49,900 plus GST

$250,000 + equipment leasing + monthly franchise fee of $975

ELECTRICAL TEST AND TAG

FCA

$32,500

$43,500 + 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

6 (@1/7/12)

FCA

$50,000

$150,000 + (DEPENDENT UPON SITE CONDITIONS)

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

RETAIL OF BATTERIES AND PORTABLE POWER ACCESSORIES

FCA

$49,900 + GST

$250,000 + GST

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

CAFE 2 U Building 7, 81 Frenchs Forest Road, Frenchs Forest NSW 2086 Ph: 1300 223 328 Email: franchise@cafe2u.com.au Website: www.cafe2u.com.au

MOBILE COFFEE VANS

Over 200 worldwide

FCA, IFA

INITIAL FEE INCLUDED IN PURCHASE PRICE

FROM $129,600

COFFEE GURU PO Box 794 Caringbah NSW 2229 Ph: 02 9544 3515 Fax: 02 9544 3516 Email: coffee_guru@bigpond.com Website: www.coffeeguru.com.au

COFFEE FRANCHISE BUSINESS

FCA

$35K + GST @13/6/12

$150k - $235k + GST @ 13/6/12

CREMA ESPRESSO 118 Varsity Parade, Varsity Lakes QLD 4227 Ph: 07 5562 5516 Fax: 07 5562 5543 Email: antony@cremaespresso.com.au Website: www.cremaespresso.com.au

PREMIUM CAFÉ FRANCHISE

DUSTER DOLLIES PO Box 16, Forestville NSW 2087 Ph: 1300 438 783 Fax: 02 9907 2647 Email: julie@dusterdollies.com.au Website: www.dusterdollies.com.au

HOMEBASED MANAGEMENT FRANCHISE

AMAZING CLEAN Ph: 0408 32 55 44 Fax: 07 5457 0725 Email: amazingclean@msn.com Website: www.amazingclean.com.au 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 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

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

SKIN CARE, BEAUTY INDUSTRY

on Site Franchise Council $45,000 + GST Dependent $250kIncl. Training conditions of Australia $450K FCA

150 Franchise Council Nationally of Australia (FCA)

$22,500

$50,000

$22,000

$100,000 - $300,000

FASTWAY COURIERS AUS 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

COURIER SERVICE

650+

FCA & FANZ

From $25K+GST

$25K+GST

FASTWAY COURIERS NZ Shed 5, Level 1, Lever Street, Ahuriri, Napier 4110 Ph: 0800 4 FASTWAY Website: www.fastway.co.nz

COURIER SERVICE

250+

FCA & FANZ

$10K

GELATISSIMO Unit 6, 9-11 South Street, Rydalmere NSW 2116 Ph: 02 8845 0100 Fax: 02 8845 0199 Email: franchise@gelatissimo.com.au Website: www.gelatissimo.com.au

GELATO RETAILER

40 WORLDWIDE

FCA

$40,000

$350,000

HAIR & BEAUTY – RETAL & SERVICE

140

FCA

$66,000 plus GST

$400,000 plus SAV for Greenfield sites

A ONE-STOP SHOP FOR ALL TRADE SERVICES

$50,000 + gst

$10,000 - $15,000 + gst start up costs

IN-HOME CARE FOR SENIORS

FENCE INSTALLATION SERVICES

APPROX 150

MBA, FCA

Included in Purchase Price

From $50,000 + GST

HAIRDRESSING

175 across Australia & New Zealand

FCA

$38.5K

$160K-$240K

COFFEE SHOP

Included in franchise price

$149,000 + GST

PEOPLE & ORGANISATION DEVELOPMENT

30 AU / 6 NZ

FCA

$15,000 + GST

$73,940 + GST

LITTLE KICKERS PO Box 242 Ourimbah NSW 2258 Ph: 0423 312 550 Email: info@littlekickers.com.au Website: www.littlekickers.com.au

PRE-SCHOOL SPORTS

125 approx.

FCA

$15,000 $20,000

POA

LOLLYPOTZ 6/66 Maryborough Street Fyshwick Ph: 1300 565 597 Fax: 02 6280 9705 Email: sales@lollypotz.com.au Website: www.lollypotz.com.au

RETAIL AND INTERNET

35 AUSTRALIA & 3 NZ

FCA, FANZ

$55,000

$70,000 - $100,000

MAGNETITE (AUSTRALIA) PTY LTD 142A Victoria Road Marrickville NSW 2046 Ph: 02 9565 4070 Fax: 02 9565 4080 Email: ian.harkin@magnetite.com.au Website: www.magnetite.com.au

WINDOW INSULATION

HIA, AWA, WFAANZ

From $30,000

$50,000

MR WOW CLEANING SERVICES 198 Rosewood Laidley Road Lanefield Ph: 07 5464 1130 Fax: 07 5464 1238 Email: franchise@mrwow.com.au Website: www.mrwowcleaning.com.au

COMPLETE EXTERNAL/ INTERNAL CLEANING SERVICE

1 franchise/ 3vehicles

$25,000

$40,500 - $41,500

MOBILE CAR CLEANING & DETAILING

130 (AUS & International)

FCA

$37,400 (exc GST)

$47,000 (exc 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

FRANCHISE POS SOLUTION

FCA, RCA, AHA

OVENU PO Box 698, Willetton WA 6955 Ph: 1300 OVEN 2 (1300 683 682) Email: enquiries@ovenu.com.au Website: www.ovenufranchise.com.au

PROFESSIONAL OVEN CLEANING AND DETAILING

FCA, BFA

$39,000 plus GST

PACK & SEND NZ 1/213 Blenheim Road, Riccarton, Christchurch Ph: 03 982 7252 Fax: 03 982 7251 Email: matthew.everest@packsend.co.nz Website: www.packsend.co.nz

RETAIL PACKAGING & FREIGHT SERVICE CENTRES

FANZ

$65,000 + GST

$200,000

PEDDERS SUSPENSION 6 Bridge Road, Keysborough VIC 3173 Ph: 03 9706 3500 Fax: 03 9706 3355 Email: franchising@pedders.com.au Website: www.pedders.com.au

SHOCKS, STEERING, SUSPENSION, TOWBARS & BRAKES SPECIALIST

120+ Australia Wide

FCA

HAIRHOUSE WAREHOUSE Level 1, 605 Doncaster Road, Doncaster VIC 3108 Ph: 03 9234 2200 Fax: 03 9234 2266 Email: franchising@hairhousewarehouse.com.au Website: www.hairhousewarehouse.com.au HIRE A TRADESMAN PO Box 530 Elsternwick VIC 3185 Ph: 1300 79 HIRE (4473) Fax: 03 8456 6275 Email: info@hireatradesman.com.au Website: www.hireatradesman.com.au HOME INSTEAD SENIOR CARE L3 Toowong Tower, 9 Sherwood Road, Toowong QLD 4066 Ph: 07 3720 8400 Fax: 07 3720 8644 Email: franchise@homeinstead.com.au Website: www.homeinstead.com.au JIM’S FENCING PO Box 686 Mount Martha VIC 3934 Ph: 131 546 Email: franchise.sales@jimsfencing.net Website: www.jimsfencing.net JUST CUTS™ Level 1, 4-6 Kingsway, Cronulla NSW 2230 Ph: 1800 334 498 Fax: AUS 02 9527 5144 Email: bdm@justcuts.com Website: www.justcuts.com LAVA CARTS PTY LTD PO Box 5268, Mackay QLD 4741 Ph: 0458 202 649 Email: manager@lavacarts.com.au Website: www.lavacarts.com.au LEADERSHIP MANAGEMENT AUSTRALASIA 1400 Malvern Road Glen Iris VIC 3146 Ph: 03 9822 1301 Fax: 03 9824 7154 Email: jarcher@lma.biz Website: www.lma.biz

NANOTEK CAR CLEANING Ph: 1800 626 683 Website: www.nanotekcarcleaning.com.au

110 Business Franchise Australia and New Zealand

Franchise Council $52,000 inc GST of Australia

$80,000

$16,500 inc GST $200,000 - $350,000

FRANCHISE LISTINGS FRANCHISE

NATURE OF BUSINESS

OUTLETS

ASSOC MEMBER

INITIAL FEE

MIN INVEST

24 HOUSE GYM FRANCHISE

IHRSA, FITNESS AUSTRALIA, FCA

$10,000

$229,000 INCLUDING EQUIPMENT

POSTNET BUSINESS CENTRE Suite 8 / 283 Alfred Street, North Sydney NSW 2060 Ph: 02 9953 7070 Fax: 02 9953 1212 Email: robinlau@postnet.com.au Website: www.postnet.com.au/www.postnetfranchise.com.au

YOUR NEIGHBOURHOOD BUSINESS CENTRE

$48,000 + GST

$150,000 + GST

PROCAL DAIRIES PTY LTD 183-187 Northbourne Road Campbellfield Ph: 1300 776 225 Fax: 1300 784 500 Email: info@procal.com.au Website: www.procal.com.au

DAIRY MANUFACTURE & DISTRIBUTOR

Nil

50K

READ AND EXCEED PTY LTD 2 Flagstaff Street, Engadine NSW 2233 Ph: 02 9520 1568 Email: info@readandexceed.com.au Website: www.readandexceed.com.au

READING / EDUCATION PROGRAM

$10,000

$5,000 working capital

FAST FOOD OVEN ROASTED CHICKEN

370+

FCA

$50K

$450K+

BUILDING INSPECTIONS

Institute of Engineers

$68,500 + GST

HYDRAULIC MOBILE CONNECTOR SPECIALISTS

FCA – Franchise Council of Australia

POA

FRESH MEXICAN GRILL

FCA Membership

$50,000 Plus GST

$400,000 - $450,000 Plus GST (Food Court Model)

MATTRESS RETAILER

Bulky Goods Assoc/FCA

$40,000

$165,000 inclusive

24 HOUR FITNESS FRANCHISE

FCA

$40K plus GST

$500K-$700K inc. Equip. Financing

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 Snap-on 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+

SOCIAL MEDIA MARKETING FRANCHISE

$35,000

$15,000

SAFETY & DECORATING TO ALL INSIDE & OUTSIDE CONCRETE

$15,000 (Licence Only)

$75 P/W

STAR MART - CALTEX AUSTRALIA 2 Market Street, Sydney NSW 2000 Ph: 02 9250 5000 Email: franchdev@caltex.com.au Website: www.caltex.com.au

CONVENIENCE RETAIL

630+

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

RESTORATION CLEANING

FCA, NUCCA

From $20,000

From $30,000

SUMOSALAD Level 1, 1 Short Steet, Leichardt NSW 2040 Ph: 02 9569 7866 Fax: 02 9569 7811 Email: graham@sumosalad.com Website: www.sumosalad.com

HEALTHY FRESH FAST FOOD

FCA

$45,000 + GST

$300,000 PLUS GST

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

MEXICAN RESTAURANT, BAR AND TAKEAWAY

Restaurant Catering Victoria

$50,000

$450.000

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

RETAIL TELECOMMUNICATIONS

153

FCA

From $200,000

THE AUSTRALIAN DRUG DETECTION AGENCY PTY LTD PO Box 300 647 Albany, North Shore City 0752 NZ Ph: +64 9 477 0032 Email: kirk.hardy@tadda.com.au Website: www.tadda.com.au

DRUG TESTING & EDUCATIONAL SERVICES

idatia, ifdat

POA

THE LEATHER DOCTOR 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

GREETING CARDS

Greeting Card Association

$7,500

$46,320

MOBILE TIMBER REPAIRS

$35,000 (plus GST)

$60,000

TRADE & INDUSTRIAL TOOL RETAILER

FCA

$50K

$800K - $1MIL

$125,000

From $250,000 incl. initial Franchise Fee

PLUS FITNESS 24/7 16/1 Exchange Parade, Narellan NSW 2567 Ph: 02 4648 2099 Fax: 02 8572 8222 Email: info@plusfitness.com.au Website: www.plusfitness247.com.au

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 RESICERT PROPERTY INSPECTIONS PO Box 147 Chidlow WA 6556 Ph: 0414 448 506 Fax: 08 9200 5672 Email: license@resicert.com Website: www.resicert.com/lifestyle RYCO 24•7 19 Whitehall Street, Footscray VIC 3011 Ph: 03 9680 8000 Fax: 03 9680 8001 Email: sales@ryco247.com.au Website: www.ryco247.com SALSA’S FRESH MEX GRILL Level 1, Tower 2 Chadstone Place, 1431 Dandenong Road, Chadstone VIC 3148 Ph: 03 9508 4422 Fax: 03 9508 4499 Email: franchising@salsas.com.au Website: www.salsas.com.au SLEEPY’S PTY LTD Unit 9/16 Metroplex Avenue, Murrarie QLD 4172 Ph: 07 3895 4100 Fax: 07 3395 6096 Email: guy.elliott@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

SOCIAL MEDIA BUSINESS BOOSTERS PO Box 757, Sanctuary Cove QLD 4212 Ph: 07 5577 8166 Fax: 07 5577 8266 Email: max@socialmediabusinessboosters.com Website: www.SocialMediaBusinessBoosters.co 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

THE ORIGINAL POSTER COMPANY 7/6 Transport Place, Molendinar QLD 4214 Ph: 07 5597 2300 or 0423 882 036 Email: Australia@originalposter.com Website: www.originalposter.com THE TIMBER DOCTOR 2/52 Export Drive, Molendinar QLD 4214 Ph: 1300 453 284 Fax: 07 5563 3477 Email: info@thetimberdoctor.com.au Website: www.thetimberdoctor.com.au 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 TUTTI FRUTTI FROZEN YOGURT PO Box 308, South Perth WA 6151 Ph: +61 8 9368 4577 Fax: +61 8 9368 4599 Email: info@tfyogurt.com.au Website: www.tfyogurt.com.au U CAN BUILD IT 65/67 Hindmarsh Road, Victor Harbor SA 5211 Ph: 0401 555999 Fax: 08 7123 2982 Email: james@ucanbuildit.com.au Website: www.ucanbuildit.com.au

580+ SELF SERVE FROZEN YOGURT worldwide

Franchise Council $150k to $800k of Australia

$200k

MANAGING OWNER BUILDERS

$50,000

$300,000 PLUS GST

UNITED PETROLEUM FRANCHISE PTY LTD 200 Hoddle Street, Abbotsford VIC 3067 Ph: 03 9413 1400 Fax: 03 9413 1401 Email: franchiseinfo@unitedpetroleum.com.au Website: www.unitedpetroleum.com.au/franchising/welcome

PETROL AND CONVENIENCE RETAILER

270+ outlets Australia wide

FCA

$145,000 + GST

$400,000 upwards

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 49 in Australia WATERPROOFING & UNDERFLOOR / 7 in New HEATING SYSTEMS Zealand

YONG REAL ESTATE 18/223 Calam Road, Sunnybank Hills QLD 4109 Ph: 07 3373 9877 Fax: 07 3373 9889 Email: coo@yong.com.au Website: www.yong.com.au

REAL ESTATE SALES, MANAGEMENT, INVESTMENT & DEVELOPMENT

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

NONE

$50K AUD +GST, $50K NZD +GST $50,000

Business Franchise Australia and New Zealand 111

FRANCHISE A-Z FRANCHISE LISTINGS DIRECTORY Amazing Clean

as upholstery and mattress cleaning!

Amazing Clean is Australia’s No. 1 Blind & Curtain cleaning and repair company. With an affordable startup, no experience needed and a paid intensive four week training period – you could be up and running your own business in no time.

Key features of franchisee benefits: • A large territory in which to find, impress and retain your customers • High profits with very low overheads and fixed fees • Extensive training provided with continuing support • Very little competition in the marketplace • Joining a company with 15 years’ experience

Become part of a national franchise group which has been operating for 15 years. Amazing clean utilises ultrasonic cleaning techniques to provide state of the art cleaning for all your customers. As a franchisee, you can also offer repair and replacement services, as well

anytime fitness - australia Anytime Fitness is a 24-hour fitness club franchise with 1,800 clubs worldwide, including 180 in Australia and over 350 territories sold. Anytime Fitness was introduced into Australia in 2008 by siblings Justin McDonell and Jacinta McDonell-Jimenez who have grown their franchise to over 180 clubs with plans to open 350 clubs within the next three years. Franchisees have access to an internationally-proven

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 3760:2010. 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. We are committed to opening successful stores and cultivating the growth of all franchisees. This is evident in our high quality training programs, aggressive marketing and merchandising techniques, and reliable support team of experts. Our clients are people who understand the benefits of healthy living and preventative care. They’re loyal to our brand and look to us for integrity, care and quality. We develop and provide the highest quality products for comfort and stress/pain relief across several exclusive lines. We offer

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.

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Phone Kerry Hamwood on 0408 32 55 44 or send an email to: amazingclean@msn.com or visit website www.amazingclean.com.au.

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

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. ATS have just won the FCA - Emerging Franchisor of the Year 2011. For further information please contact Steve Wren, National Sales Manager on 1300 287 669 or visit www.appliancetaggingservices.com.au

products in five lifestyle categories: Office, Sleep, Comfort seating, Support and Accessories. 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, as well as service large fit-outs of over 600 x chairs, which is aided by the fact the brand controls its own Australian based manufacturing facility. Potential franchisees have an interest in ergonomics, healthcare and generally providing backcare solutions to broad areas of the population. For further information contact Robyn Walsh on 03 9353 0517.

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.

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.

CAFE2U Cafe2U is Australia’s No. 1 and most successful mobile café system. With over 200 franchises worldwide the business is rapidly growing due to a simple and proven business model. Cafe2U franchises now have access to the unique “Acceleration Package” that fast-tracks franchisees three months ahead. This includes an experienced Franchise Development Manager to launch the business alongside the new franchisee in their own exclusive territory. Cafe2U builds a customer run

Coffee Guru Coffee Guru is Australia’s own locally owned and managed coffee chain with over 25 stores across Canberra, New South Wales and Queensland. With our quality coffee and dedication to customer service, we are proud to be Australia’s Own Gourmet Coffee Company. Our professionally trained baristas will make you the perfect cup of coffee every time using our Coffee Guru exclusive coffee blend, made

Crema Espresso The Crema Espresso coffee franchise provides premium coffee and light meals with a focus on personalised service. Established on the Gold Coast, Crema brings together community life with a bright sophisticated shop design. Our extensive training and systems are in place to ensure the best support for Franchisees. Crema Espresso provides a business with supervision and consulting readily available. This includes everything from full operation manuals, point

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

“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 3262 8984 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.

that delivers a minimum of $500.00 a day before the Franchisee operates solo. The business is HACCP certified and offers a unique van fitout, with strong marketing support. If you are passionate about coffee and enjoy working with people, a Cafe2U franchise provides you the perfect system to create your own business. A café without the hassles of staff or rent provides you the freedom to enjoy the lifestyle you deserve. Contact John Stanton - Sales and Franchising Manager on 1300 Cafe2U (1300 223 328) or www.cafe2u.com.au

of 100% Arabica beans and roasted to perfection. Featuring a strong support network and supply chain, a Coffee Guru franchise is the perfect investment. With new franchise business opportunities available, new stores will continue to open throughout 2012. If you are passionate about coffee and want to become your own ‘Coffee Guru’ contact Dean Crowe at dean.crowe@bigpond.com.au or phone 0407 072 144.

of sale terminal, uniform package, store design & fit out together with ongoing research and development supported through marketing and advertising. “As coffee lovers we were tired of the same old coffee in dark gloomy cafes. Premium coffee and light meals, like we have in our stores, should be enjoyed in a bright sophisticated café with an atmosphere that creates a laid back, enjoyable meeting place for customers”. Contact: Colin@cremaespresso.com.au www.cremaespresso.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 438 783 or check us out at www.dusterdollies.com.au.

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A-Z FRANCHISE DIRECTORY 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.”

FASTWAY COURIERS AUSTRALIA Kick start your new career as a Fastway Courier Franchisee. Want more control over your income and a rewarding career? A Fastway Courier Franchise can help you take control of your future. As a market leader in nationwide courier services, our multi-award winning franchisees enjoy: • Low start up costs • Guaranteed income packages*

FASTWAY COURIERS NEW ZEALAND Kick start your new career as a Fastway Courier Franchisee. Want more control over your income and a rewarding career? A Fastway Courier Franchise can help you take control of your future. As a market leader in nationwide courier services, our multi-award winning franchisees enjoy: • Low start up costs • Guaranteed income packages*

GELATISSIMO PTY LTD Australia’s largest gelato franchise presents a unique concept; with over 20 years of product development, customer satisfaction and a brand that embodies style and sophistication creating the feel for all things Italian… Creating a retailing point of difference by making gelato in-store fresh daily using a system that is simple to run, Gelatissimo has an impressive average annual store turnover and comparative store sales growth.

HAIRHOUSE WAREHOUSE 2011 FCA Winner – Established Franchisor of the Year. The Hairhouse Warehouse concept was first developed in 1992 at Knox City Shopping Centre, Melbourne. Over the past 20 years Hairhouse Warehouse has grown to over 140 stores Australia wide and has been listed for the last 7 years in BRW as one of the fastest growing hair & beauty franchises in Australia.

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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 Chiree Craig for more information. E: chiree@ellabache.com.au P: (02) 9432 5090 www.franchise.ellabache.com.au

• A well known and trusted brand • No weekend work • Unparalleled business support and training • Exclusive territories • A perpetual franchise agreement with no ongoing fees So, if you’re ready for a positive change we’d love to hear from you. Call 1300 FASTWAY, or visit us at www.fastway.com.au *Conditions apply

• A well known and trusted brand • No weekend work • Unparalleled business support and training • Exclusive territories • A perpetual franchise agreement with no ongoing fees So, if you’re ready for a positive change we’d love to hear from you. Call 0800 4 FASTWAY, or visit is at www.fastway.co.nz *Conditions apply

As part of its commitment to creating profitable franchisees, Gelatissimo charges a flat royalty fee instead of a percentage of sales, provides full training, ongoing support from its operations and marketing team, brand building and local store marketing. Gelatissimo is recruiting franchisees who share our enthusiasm for delivering great products and excellent customer service. Contact: Karen Pollard on 02 8845 0100 or Email: franchise@gelatissimo.com.au Website: www.gelatissimo.com.au

The combination of the largest range of hair & beauty products along with professional salons and beauty services has proven highly successful. Hairhouse Warehouse is embarking on an aggressive expansion plan to lead the industry in product, store locations and services. For franchise enquiries please contact Dean on 0451370060, email franchising@hairhousewarehouse.com.au, or visit our website www.hairhousewarehouse.com.au

hire a tradesman Hire A Tradesman granted franchises in June 2011. With 22 huge territories available these highly sought after opportunities will not last long. This is a truly unique service – Hire A Tradesman customers do not pick from a list or search through a database of tradespeople. Our franchisee’s personally match each job to the appropriate tradesman within the franchisee’s area, using our unique custom-built, web-based software. Ideal franchisees will be self-disciplined, with great

Home Instead Senior Care

time-management skills. Franchisee’s are not expected to ‘be on the tools’. Receive: Guaranteed leads - Strong brand recognition – ongoing head office support - trade connections – personalised marketing material For more information call 1300 79 HIRE (4473) or email: info@hireatradesman.com.au “We provide a level of customer service that has seen the Hire A Tradesman business boom” says MD Rob Harris.

A Heartfelt desire to work with seniors

An Ambition to succeed The strength and depth of Home Instead Senior Care is reflected in the franchise system which provides each franchisee with comprehensive training and ongoing support, and full access to the systems, and procedures for establishing and managing an independent franchise business. Interested in learning more about the many Home Instead Senior Care franchise opportunities in Australia? Contact: Martin Warner Email: franchise@homeinstead.com.au Phone (07) 3720 8400

A Commitment to owning and operating their business

Visit homeinstead.com.au

Jan-pro cleaning systems

doubling in size from 2006-2011. Learn and benefit from our stringent 5 week training program, our processes and our unique written quality guarantee. Invest and grow at a pace that suits you and your individual goals, JAN-PRO will support your business growth building a secure, financial future for you.

Founded in 1994 Home Instead Senior Care is the world leader in private non-medical senior care with more than 900 franchises in 15 countries. The first Australian office opened in 2005. Services include companionship, meal preparation, medication reminders, light housekeeping and help with errands so seniors can remain independent in their own homes. Home Instead Senior Care franchisees are compassionate and personable and share:

Welcome to JAN-PRO and the lucrative world of franchise commercial cleaning. Join a network of over 12,000 franchisees worldwide who have taken a step towards a brighter, more successful future with JAN-PRO Cleaning Systems. Commercial Cleaning is a rapidly expanding industry, proving its economic resistance by positively growing during the economic turmoil of 2009-2011. Incorporated in 1991, JAN-PRO has been the fastest growing franchise system in the world,

Jim’s Fencing Jim’s Fencing franchise opportunities were launched in 1997, initially in Melbourne; to date Jim’s Fencing is Australia wide with approx 150 franchise owners of which includes contractors (who work for the franchise owners) building fences every day of the week. Due to the over supply of work which we cannot service Australia wide, Jim’s Fencing needs more franchise owners to service our customers. Some of the benefits of joining our Jim’s Fencing team are; • 8 weeks paid for training @ $1000 inclusive p/w

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.

Start your JAN-PRO future today by calling 1300 JANPRO or 03 9077 0075 or email Riaz at riaz.rafiq@jan-pro.com www.jan-pro.com or www.jan-pro.com.au

• 3 month bookkeeping assistance package • Work availability GUARANTEE • Ongoing support and personal mentoring • Strong brand recognition • Over supply of work • And much, much more If you are looking for a self-employed business opportunity and enjoy working outdoors, then why not join the team here at JIM’S Fencing. For more information on this Franchise opportunity and Jim’s Fencing, you should go to our website: www.jimsfencing.net or call us on 131-546.

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™ operate on a no appointment, no request system, quality Style Cuts™ cut at an affordable price.” Contact us today to find out how. Join the largest Hairdressing Franchise in the Southern Hemisphere. Contact: Luke Manning 1800 334 498 Website: www.justcuts.com

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A-Z FRANCHISE DIRECTORY LAVA CARTS Opportunities Erupting! All States and Territories. This is the chance you have been waiting for! Lava Carts offers Coffee with Substance. Our vision is to position the finest coffee possible into strategic locations delighting the customer and retailer in terms of satisfaction and success. Our difference is our 3 tier business model of Cart, Kiosk and Shop. We can fit franchises into conventional and unconventional locations. We aim to make a difference, meeting the booming (and growing) demand for good coffee.

Leadership Management Australasia (LMA) Leadership Management Australasia (LMA) is Australasia’s leading training and people development organisation. Our success is built upon a proven business model in a growing market that spends in excess of $ 3.5 BILLION DOLLARS on people development. Our license system offers a high margin B2B opportunity and the benefits of a 5 day per week lifestyle. It is focused on providing our License partners with industry leading resources, systems and processes under the umbrella of National and Global support structures. Here’s some highlights

little kickers Have fun whilst becoming part of a global success story! Little Kickers is the premium provider of football (soccer) skills classes for children aged 18 months – 7th birthday. Over 16,000 children a week are currently enjoying the Little Kickers experience! The fun-filled program was developed by qualified football coaches, preschool teachers and child health specialists. As a result, rather than focusing purely on football, our classes are tailored to incorporate a number of early learning goals whilst reflecting our unique “Play not Push” commitment.

Shopping Centre Kiosk turn-key package $149,000 +GST limited time only. Sole Weekly royalty $150 per week, (waived for the first 3 months). Franchises are turn-key and benefits include a large team of industry professionals dedicated to fast tracking your success, (with the prospect of owning multiple franchise units). This is a no brainer! Do you have what we want? Can we partner in a bright future? Call Simon on 0458 202 649 or email manager@lavacarts.com.au. www.lavacarts.com.au

• 40 years + International brand awareness • Industry leading accredited suite of development programs and solutions • Exceptional structured induction & training • Sales & Marketing systems support • Web based operations & communication systems • Full resources available – you’re free to grow your business For available opportunities in Australia & New Zealand please contact James Archer on AU: 1800 333 270 NZ: 0800 333 270 or email: jarcher@lma.biz. Visit us at: www.lma.biz

the world’s leading preschool sporting franchises with over 125 franchisees operating successfully across 4 continents. All Little Kickers franchisees are provided with extensive training, ongoing support and world class business infrastructure as part of a proven franchise model. With territories priced from $15,000, we offer a fresh start and a dynamic, exciting and rewarding career. If the opportunity to make a REAL difference to children’s lives appeals, and you are after a REAL work/life balance, contact the Little Kickers team now! For franchise enquiries email info@littlekickers.com.au

Since launching in 2002, Little Kickers has become one of

Website: www.littlekickers.com.au

lollypotz

Zealand this is a very exciting opportunity.

Lollypotz is a chocolate bouquet company which specialises in corporate and internet gifts.

Metropolitan and Regional franchises are available in each State.

Offering same day delivery around Australia & NZ to customers. Orders are placed via the internet, retail and/or corporate connections. Lollypotz offers at home businesses as well as shopfronts.

Excellent, state of the art technology assists every franchise owner with the management and running of their business.

With 35 Franchises in Australia and 3 in New

MAGNETITE WINDOWS Your Window of Opportunity Energy prices are soaring and the government is mandating energy audits on new and existing buildings. Now is the perfect time to do your part for a sustainable future and capitalize on the market drivers for greener homes! Windows give us light and views and contribute to a healthy indoor environment but they are often the weakest link in a home’s energy and acoustic performance. Noise and energy are the two most prominent issues plaguing

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Contact Franchise@lollypotz.com.au or 1300 565 597 for further information.

home owners today. Magnetite is a boutique franchise operation specializing in double glazing existing windows. Our system delivers all the benefits of double glazing without the cost and mess of replacement windows. Magnetite is the Solution for Comfortable Living. Our team of franchisees has been providing comfort and value to our clients for over 13 years in Australia and three years in New Zealand. Our products are independently tested and well recognized in the window and home improvement industry. Check us out today at www.magnetite.com.au

Mr WOW Mr WOW franchisees own their own businesses and trade under the solid reputation of Mr WOW within the domestic and commercial cleaning sector. You will be free to generate your own income while the business side is disciplined by the tried and proven formula gained from Mr WOW’s 28 years’ experience. Mr WOW Cleaning service sets the standard for complete home clean excellence. The service was designed to be a mobile domestic & commercial cleaning operation with a minimum amount of administration, easily managed by

NANOTEK – mobile car cleaning Imagine the freedom and lifestyle of having your own mobile business and working from home – being able to clean a car anywhere and offer your clients the highest quality service at their home or office… This is Nanotek! Nanotok is a mobile car washing, cleaning, and detailing service which uses exclusive polymer nanotechnology. The liquid polymer encapsulates, lifts and removes dirt without scratching– it also leaves a protective coating that lasts up to 6 weeks. The entire

OrderMate POS OrderMate is a complete multi-site franchise POS solution. OrderMate is designed and developed in Australia by hospitality people, for hospitality people. Our success relies upon our ability to tailor your POS system to meet the specific needs of your business. We have a nation-wide network enabling us to rollout, service and support large scale projects. Our easy to use front of house interface, is balanced by powerful backend reporting to drive your business. OrderMate gives you the tools to track and manage the KPIs of your franchisees in real time.

ovenu Ovenu the professional oven cleaning and detailing service. Established in 1994, Ovenu is the largest oven cleaning and detailing franchise in the world. Using biodegradable, non caustic odour free products, developed exclusively for Ovenu, our system will return any oven back to showroom condition.

pack & send NZ Looking for a ground floor opportunity with low initial investment and normal business hours operation? Pack & Send New Zealand ticks all the right boxes. Since 2008 Pack & Send New Zealand has achieved significant growth in both sales and growing our retail network of stores to deliver a powerful range of ‘No Limits’ solutions to our customers. Pack & Send New Zealand enjoys a limitless marketplace and creates ‘raving fans’ with our offering of freight and packaging solutions.

a small mobile van or home office. “Our cleaning work services create the WOW factor every time!” Extensive initial and ongoing support and training is provided. The full range of services available makes Mr WOW the complete one stop cleaning service provider, offering full inside and outside cleaning including carpet cleaning and concrete cleaning. A fresh flexible franchise that offers fantastic returns on your investment. For further information on how you can change your future call 1300 2 MR WOW or contact Julie on either 07 5464 1130 or email: franchise@mrwow.com.au

Nanotek car cleaning process is eco-friendly doesn’t require water which means that the Nanotek service can be done anywhere – in a car park, on the street or even on the showroom floor. Building on 8 years of global success, Nanotek offers it’s Australian franchisees pricing, technologies, alliances, experience, expertise and systems beyond the reach of purely domestic franchise systems. For franchise enquiries visit www.nanotekcarcleaning.com.au or call 1800 nanotek (626 683).

We have a proven track record of delivering a return on investment within 12 months. Find out more for your franchise contact: Clinton Capuzzi 1300 667 067 / 0409 191 617. www.ordermate.com.au sales@ordermate.com.au Become an OrderMate Dealer contact: Shannon Hautot 1300 667 067 / 0409 424 979 www.ordermate.com.au dealers@ordermate.com.au

Franchisees receive full training, back up and support. Generous territories are available in prime locations across Australia. If you are looking for a highly profitable, low entry cost business that delivers great rewards and job satisfaction with the flexibility of being your own boss call us now on 1300 OVENU 2 (that’s 1300 683 682 ) or email enquiries@ovenu.com.au or visit our website www.ovenufranchise.com.au

Everybody is a customer of Pack & Send New Zealand from householders to tourists, small business right up to large corporations. Trade Me buyers and sellers embrace our comprehensive hassle-free service. With our award winning systems, supplier network and like-minded franchisees Pack & Send New Zealand is rapidly becoming the freight and packaging provider of choice. For more information call (03) 982 7252, or visit our website at www.packsend.co.nz

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A-Z FRANCHISE DIRECTORY Pedders Suspension Pedders Suspension is an Australian family owned company that has been operating since 1950. As Australia’s No. 1 Shocks, Steering, Towbars, Brakes and Suspension Specialist, our objective is to ensure through innovation and technical expertise – that every car leaves a Pedders store performing to its potential in terms of comfort, handling and safety.

networks - we are passionate about franchising, our business, our industry, our franchisees and their customers. We offer a fair and workable system that is mutually beneficial to both the Franchisee and the Franchisor. Straight advice, specialists you understand and No Bull!

With over 120 outlets Australia wide - and hundreds of international distribution

For more information call 03 9706 3500, email: franchising@pedders.com.au or visit: www.pedders.com.au.

plus fitness 24/7

assured that your franchise will be success.

The only true turn key 24Hour Gym Franchise on the market, Plus Fitness 24/7 capitalises on strong supplier relationships developed over 15yrs in the Australian Fitness Industry. Plus Fitness provides the most competitively priced 24Hour Gym Franchise with an initial investment from $229k including all gym equipment, aesthetic fitout, signage, access control and marketing.

A franchise model that provides fast breakevens, low staffing and impressive returns, Plus Fitness 24/7 is a ‘lifestyle’ business second to none. With 28 gyms open and a further 24 territories sold, Plus Fitness has a clear goal of establishing over 75 gyms across Australia by the end of 2012. Plus Fitness 24/7 Franchise Opportunities exist right now however territories are selling fast!

Add to this proven operating systems, unrivalled franchisee training and ongoing support you are

To find out about current opportunities call on 02 4648 2099 or email info@plusfitness.com.au.

POSTNET

Facsimile services, signs I banners I posters I

PostNet Business Centres offer Digital Services, Copying & Printing Services, Packing & Shipping Services (Air I Sea I Land), include UPS®, FedEx®, DHL®, AaE® & Local Courier Services. Business & Additional Services including private mail box rental, mail merge services, promotional items & corporate gifts.

flyers / passport photos / custom rubber stamps / essential office products & stationery / International Money Transfers. One stop solutions provider, that’s PostNet! For more information on how to be part of PostNet, call 02 9953 7070 or email robinlau@postnet.com.au.

Procal Dairies Procal Dairies franchisees distribute our quality range of milk, cream & yoghurts to a wide range of customers in Sydney and Melbourne including restaurants, clubs, hotels and many leading cafes. As a Procal franchisee you need to enjoy dealing with business owners as well as enjoying early starts and finishes.

Procal Dairies does not charge franchisees any on going royalties or commissions. Some come and join one of Australia’s fastest growing privately owned dairies.

READ AND EXCEED

• Excellent support and ongoing training

Rapid, Realistic, Reading Results

• Opportunity to appoint Sub-Contractors to deliver the program.

We provide excellence in reading tuition for children and adults. Invest in a Read and Exceed franchise and leave the stresses of classroom teaching behind and still have a rewarding teaching career. Help the one in five students who struggle with reading. • Enjoy a great work/life balance • Proven results in 12 lessons • Low entry fee with great potential to build the business

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For further information Phone 1300 776 225 or email info@procal.com.au or visit us at www.procal.com.au

• Client money back guarantee Our Mission: To establish a network of professional Franchisees and Sub-Contractors who can remedy reading problems or enhance the skills of average readers in a limited time frame. Contact Catherine McLennan (Franchisor) for more information on 02 9520 1568 or visit www.readandexceed.com.au.

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

RESICERT PROPERTY INSPECTIONS Resicert is a rapidly expanding property inspection business with established licensed operators operating in WA, VIC, ACT, NSW, QLD & SA. A truly paperless business that deals with property. It is also a business where you can work from home & spend more time with your family. We are currently looking for licensees in WA, NSW, VIC, QLD & SA to assist with our expansion. Benefits for Resicert licensees are: • Earning potential between $120,000 to $250,000 • Run your own schedule • Very little overheads – phone car, internet – that’s it

RYCO 24•7 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. RYCO 24•7 Pty Ltd is a member of the Franchising Code Council Limited, which administers the Franchising Code of Practice. RYCO 24•7 Mobile Connector Specialists franchises was established over twenty years ago and is a successful channel to market for the RYCO group.

SALSA’S FRESH MEX GRILL Now is your chance to become part of Salsa’s Fresh Mex Grill and the Mexican food revolution. Joining Salsa’s Fresh Mex Grill makes you part of the largest fresh Mexican food franchise in Australia. It’s the brand that’s cooking up fast, delicious Mexican food people can’t get enough off. Salsa’s has been so successful they sold over 3.5 Million burrito’s in 2011 alone! Janine’s vision is to establish 90 to 100 Salsa’s Fresh Mex Grill’s over the next 5 years. With 29 locations now open across

Sleepy’s Sleepy’s unique selling proposition is ‘The Mattress Experts’. We focus on providing the right mattress to our customers through a tried and tested selling process and we back up our advice and sales with a 60 day comfort guarantee giving our customers complete buying confidence. Sleepy’s offers our franchisees high quality initial and ongoing training, national marketing programs, full support from the management team and, up to the minute product development.

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

• No leasing of premises • No stock • No staff required • Sales and marketing systems support • Your licensee is a sellable asset • Exclusive territory • Ideal business for those who love property • Ideal business for those with former trade backgrounds or property experience Property inspectors are in high demand now in areas of VIC, NSW, WA, QLD & SA.

For further information please contact Greta Gilroy on 0414 448 506 or visit www.resicert.com/lifestyle

Target markets for RYCO 24•7 “product and services” being emergency breakdown and installation of hose and fittings to a large range of industries. Training is provided and conducted at RYCO’s design centre in Melbourne, or at 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. For further information, call 133 247 or visit www.ryco247.com

Australia and plans to have 90 to 100 locations up and running in the next five years, it’s easy to understand why people want to join Salsa’s Fresh Mex Grill!! Now is your chance to join Australia’s most successful franchising company - Retail Zoo. With the same proven growth platform, systems and structures that saw Boost Juice meteoric rise to over 185 locations across Australia and now in 16 countries around the world, you can invest in a Salsa’s Fresh Mex Grill franchise with confidence. Contact the Salsa’s franchising team on 03 9508 4417 or email franchising@salsas.com.au

With Sleepy’s low entry costs, simple business model, proven selling system and healthy margins you too will become a mattress expert! Sleepy’s currently has 22 stores and has embarked on an aggressive national growth plan. Make an enquiry today and we’ll be very happy to provide you further details on how you can become a Sleepy’s franchisee. Please contact Guy Elliott on 07 3895 4100 or 0434 254 154. Email: guy.elliott@mattressinvestments.com.au Website: www.sleepys.com.au

Business Franchise Australia and New Zealand 119

A-Z FRANCHISE DIRECTORY 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.

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

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

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.

Social Media Business Boosters

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.

This unique franchise originated in Australia and is expanding rapidly in local and overseas markets. There is huge need for professional social media marketing expertise in the current market and

Social Media Business Boosters fulfills this need by thoroughly training all franchisees in Social Media Marketing techniques. Once trained you can step out and do business, as part of our support we help with leads and set you on your way to fast track your business startup. Take advantage of biggest shift since the industrial revolution the social media industry. For further information contact Max on 07 5577 8166, email max@socialmediabusinessboosters.com or www.SocialMediaBusinessBoosters.co

SPRAY PAVE AUSTRALIA Pty Ltd

• Learn a range of new lifelong trades.

Social Media Business Boosters is a world first social media marketing franchise offering low market entry, rapid return on investment, minimal overheads and the ability to grow your franchise from home.

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!

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• 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

star mart Did you know? • Caltex Star Mart is Australia’s number 1 convenience retailer with locations in every State and Territory across the country • The Star Mart convenience network consists of over 630 stores nationally • Franchisees operate approximately 85% of Caltex’s retail network

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

sumosalad SumoSalad is Australia’s most commercially successful healthy fast food franchise; serving over 145,000 customers each week. We’re on a mission to recruit like-minded franchisees who want to provide healthy, nutritious food and be part of the solution to Australia’s obesity crisis. SumoSalad started a health food revolution nine years ago when founders Luke Baylis and James Miller came to the conclusion that ‘fast food’ didn’t

Taco Bill 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 TeleChoice’ success story began 17 years ago. We’ve grown to more than 150 locations while maintaining our franchisee stability. With this growth, we’ve become Optus’ largest independent premium franchise. The telecommunications industry is dynamic and only suitable for smart, energetic investors. Don’t be fooled by Telco retailers offering a “Licensed

Our world class business model, merchandising and field support has set the benchmark for convenience retailing, making Caltex the number one convenience retailer throughout Australia.

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

A select amount of Caltex Star Mart opportunities now exist for high calibre franchisees with a passion for retail and a burning desire to be successful. To discover more about Caltex’s exciting franchise opportunity, please visit www.caltex.com.au and click on ‘Franchising at Caltex’.

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

have to mean ‘snatch and grab, lardy laden food’. SumoSalad’s unique concept of a fast food outlet that sold made-to-order salads that were nutritious, delicious and convenient is as popular now as it was in 2003. If you’re enthusiastic, health conscious and want to make a difference, come join our revolution, just contact Graham Streeter, General Manager Business Development on 0418 870 920 or email graham@sumosalad.com who’d love to hear from you.

restaurants as well as Australia’s largest Margarita – Pancho Villa (fishbowl) - giving the restaurant even more flavour and authenticity! With 37 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

Dealership”. Licensed dealerships are not covered by the Franchising Code of Conduct. Your investment is not safe. TeleChoice is a safer way to secure your hard work. If you have the passion for business and the drive to succeed, we would like you to be a part of our team. Call our National Franchise Manager on 03-8699 2555 or visit www.telechoice.com.au/franchise

Business Franchise Australia and New Zealand 121

A-Z FRANCHISE DIRECTORY The Australian Drug Detection Agency The Australian Drug Detection Agency PTY Limited wants highly motivated and independent people to join the team, as either Master or Regional Franchisees. The NZ operation was established in April 2005 and consists of 15 regional franchisees throughout New Zealand, 18 offices and over 30 specialised on-site testing vehicles, employing over 65 staff and is recognised as the Market leader in the field of on-site drug, alcohol workplace

testing and education services. The ADDA is based on the NZ business model, and will provide excellent financial rewards for those who are prepared to work hard and fit the criteria. This is a huge opportunity for business-orientated individuals, to get in at the ground level and grow their own enterprise. Are you ready to join our experienced group and secure a lucrative future? Our guess is Yes, you are! Email: kirk.hardy@tadda.com.au or visit www.tadda.com.au

THE LEATHER DOCTOR 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

THE tiMBER DOCTOR The Timber Doctor is the latest franchise brand recently launched by Mobile Services International, who developed the successful Leather Doctor franchise. This mobile service business provides repairs to indoor and outdoor timber furniture, floors and trims. With franchisees already in Brisbane,

THE NEW LOGO

Stacked logo

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

Sydney, Melbourne and Perth after only six months, you will hit the ground running. The magical onsite repair process would suit those who have some artistic flair and enjoy working with their hands. For more information call Dean Reid on 0438 844 238, or email: info@thetimberdoctor.com.au or visit us at www.thetimberdoctor.com.au.

total tools 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 Franchise Development Manager on (03) 9394 4300 or newstores@totaltools.com.au

tutti frutti

Tutti Frutti is also available in SOY and SORBET with 55 flavours to choose from.

Originating in California, USA, Tutti Frutti Frozen Yogurt now has 580 stores across 33 countries. ALL generations love the product and the self serve concept. It is made FRESH daily and is LIGHT 98% fat free, low in sugar and HEALTHY, full of the correct antioxidants yogurt provides; the perfect dessert or snack.

122 Business Franchise Australia and New Zealand

Following an overwhelming response in Western Australia, franchises are now available in a location of your choice for one initial franchise fee and NO ROYALTIES! Email info@tfyogurt.com.au or visit us at www.tfyogurt.com.au for more information!

U Can Build It U Can Build It provides expert help and advice with do-it yourself projects, taking the hassle out of being an owner builder. Clients can build their own design on their land of choice, or renovate at a fraction of the cost. U Can Build It arrange all of the required trades and manage the project for the client. They can even draw up the plans for council approval and submit them if required. With 37 years of experience in the building industry,

UNITED PETROLEUM Established in 1993, United Petroleum, a proudly Australianowned company, has become one of the largest independent fuel companies in Australia with over 270 Convenience Retail sites operating across every state and territory. United Petroleum continues to invest heavily in its stores and systems which have earned the trust of the people, and respect of the other major competitors. Franchising at United Petroleum started in late 2007 and has gained momentum in the last couple of years. United franchisees enjoy ongoing support in the following areas; • Guaranteed minimum income on Fuel Commissions • Exclusive affiliated partnerships (e.g MYER one program)

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.

U Can Build It offers a proven business model with nationwide sales and marketing and web-based operations and communications systems. U Can Build It will even pay franchisees a guaranteed income of $1,500 per week. Franchisees are offered the rights to the exclusive territory of their choice. All leads are supplied and work is scheduled year round to suit the individual’s situation. For more information call 0401 555999, email james@ucanbuildit.com.au or visit www.ucanbuildit.com.au.

• Merchandising/Marketing Guidance, support and national promotional program • Benefits of a preferred supplier network • Five week induction program and on-going training United is a proud member of the Franchise Council of Australia (FCA) and has been the proud recipient of the Canstar Award – Most Satisfied Customers (Service Stations) for 2 consecutive years. Franchising enquiries: Contact: Franchise Sales Manager 200, Hoddle Street, Abbotsford, VIC 3067 Ph: (03) 9413 1400 Fax: (03) 9413 1401 Email: franchiseinfo@unitedpetroleum.com.au Website: www.unitedpetroleum.com.au/franchising/welcome

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

YONG REAL ESTATE

world, potentially employing over 300,000 people.

Yong is not just a real estate agency, but a complete real estate company incorporating real estate marketing, management, investment and development, arguably the only franchise of its kind in the world creating International Super-offices. If you are interested in real estate and helping people as well as helping yourself, then a YONG franchise might be just what you are looking for. YONG’s vision and philosophy is, like Toyota, to make YONG the largest real estate network in the

• No upfront fee • No legals • Small ongoing fee • 1st generation business coaching • And the confidence to offer performance improvement guaranteed.

business franchise australia and new zealand

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(or +61 3 9787 8077 from outside of Australia) and speak to one of our Sales Executives or go to AUSTRALIA AND NEW ZEALAND

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We are looking for dynamic people who love dealing with others and are passionate about retailing. The Snooze brand has a strong history of over 30 years in retailing and has built a very solid franchise system. We provide franchise partners with a stable platform to start their business and offer support across the entire business including: Marketing and Promotional Support Product Development and Buying Power Proven operating system that includes comprehensive product and sales training Business Management support from our on the ground field team Assistance in site selection and property negotiations

For more details visit snooze.com.au or call Alistair Browne, our Franchise Network Development Manager on 0427 401 169

It’s amazing what a little snooze can do. snooze.com.au