may 2022
multiple ways multi-unit franchises pay off lightbridge academy expands throughout nashville latest news
multi-unit franchising
multi-unit franchisee
grows his marco’s pizza empire
Franchising MAGAZINE USA 25
Don’t miss an issue
Get the App COVER STORY: THE CAMP TRANSFORMATION CENTER
CREATING THE CAMP: MEET THE FOUNDERS
company that helped them develop their secret sauce. It’s a system he worked on with Sam’s guidance that allowed him to drop 50 pounds and finally lead the healthy lifestyle he desired.
How the Camp Transformation Center Grew from a Single Gym and a Dream to an Incomparable Fitness Franchise
Luis and Alejandra Font went through a life-changing pivot during the 2008 recession. Like so many Americans, the couple with two young kids was left financially strapped by the economic downturn. Never one to make excuses for her circumstances, Alejandra identified the adversity as an opportunity to transform her fitness hobby and side hustle into a career. With just one year of part-time personal training experience under her belt, she pitched the idea of opening a gym to Luis. “While I loved that one-on-one connection with the clients and feeling like I was making a difference in their lives, I knew I wanted to do it on a larger scale,” Alejandra recalls. “I wanted to make a larger impact than training one person at a time. I wanted to do group training. I figured I might have a few locations eventually; I never imagined we’d grow to become a franchise with locations nationwide.”
“
With 30 additional locations in development, The Camp Transformation Center continues to rapidly expand its footprint across the United States.
”
10 FRANCHISING MAGAZINE USA
“Exercise is a small piece of the puzzle to losing weight and keeping it off,” Luis says. “The physical component is only about a third of it. Nutrition is also important. Then, there’s the mental component – the accountability and support — that’s the toughest ingredient to get right. Tapping into people’s emotions and creating a space where everyone feels welcome, from beginners struggling with obesity to advanced athletes, is really where The Camp differentiates itself.” Together, Alejandra, Luis, and Sam developed an incomparable fitness community and proven weight loss system that has transformed countless lives at more than 110 gyms. With 30 additional locations in development, The Camp Transformation Center continues to rapidly expand its footprint across the United States.
Building an Accepting Culture That Transforms Lives It is common for people who join The Camp Transformation Center to shed dozens of pounds, and the results are often attributed to the free “20-Pound Weight Loss Challenge.” The Camp’s flagship program requires a $497 down payment that’s refunded if the participant loses 20 pounds during the six-week challenge.
Alejandra approached the couple’s longtime friend, a veteran fitness entrepreneur, Sam Bakhtiar. They joined forces, and in late 2010, opened the doors of the first Camp Transformation Center in Chino, California. In the beginning, Alejandra focused on day-to-day of the business while Sam led the marketing efforts. About a year later, Luis joined the business full-time.
“By the end of the challenge, participants are experiencing the waterfall effect of weight loss,” Alejandra says. “Their mood is improved. They receive better bills of health from the doctor. They feel more confident in their daily life. The benefits are endless. The Camp becomes a lifestyle. On average about 96% of the challengers refuse a refund, opting instead of applying it towards a yearly membership. They get their $497 back, but then become members of The Camp and move onto new challenges.”
As someone who struggled with his weight and yo-yo dieting for most of his life, Luis brought a unique perspective to the
The down payment keeps new members accountable, but the culture at the gym is what keeps an often-discouraged
population returning for years. The Camp Transformation Center recognizes that despite universal knowledge of how to lose weight — eat healthier and work out regularly — millions of people struggle to get results. During an era of skyrocketing obesity, The Camp created a four-tiered approach to help this massively underserved audience achieve their goals. “It starts with curated experiences,” Luis says. “Those experiences include our tradition to ‘Celebrate Every Pound Lost.’ Members and coaches cheer each other on during weekly weigh-ins. We add that personal touch of wearing nametags and calling each other by name. There’s also ‘Core Closers,’ that encourage daily communication. Coaches ask members to share on ‘Motivational Monday’ or ‘NonScale Victory Tuesday,’ and so on.” Those experiences organically lead to the second tier, emotions. From tears of joy to the pride of achieving a long-sought-after goal, The Camp is an emotional place. Experiences and emotions combine to form memories. Experiences, emotions, and memories combine to create the fourth tier, 10, community ISSUE 6, MAY aVOL friendly with 2022 a culture like no other gym.
Replicating a Proven Process: Franchising The Camp According to the National Institutes of Health, 42% of United States adults are actively trying to lose weight. Demand for weight loss services is widespread. Entrepreneurs in this space enjoy the benefits of broad appeal, especially for fitness concepts with a track record for results. Catia Morgan, Chief Operations Officer for The Camp, has watched the franchise’s brand awareness grow with each new location, and she says members are often the best advertisers for new gyms. “A membership-based revenue model is always attractive to franchise candidates,” says Catia, who has more than 20 years of franchising experience. “But The Camp takes member loyalty to a new level. Members enjoy incredible results, and COVER STORY they become brand ambassadors. They bring their loved ones and friends, who
FRANCHISEE GIA SMITH, OWNER OF FIVE GYMS IN CALIFORNIA AND ARIZONA also get hooked. To call this a franchise with reliable revenue streams is an understatement. People join The Camp, and they don’t leave; they multiply.” Perhaps no group of individuals knows that better than The Camp’s current franchisees. Gia Smith, for example, owns five gyms in California and Arizona. The former track runner says she was in a funk after moving to California from the east coast for a job in 2012. She joined The Camp in Modesto to get her health back on track. She became so passionate about the gym’s mission as a member that she decided to make a bigger investment. “I did the 20-pound challenge to discipline myself and get back in shape, but I made friends and became obsessed,” Gia says. “I lost the weight and got healthier and then asked myself, ‘Now what?’ I knew it was time to help others, and I’ve grown from one gym to five locations that have supported me financially while transforming lives. It is indescribably rewarding to be part of a business with purpose.” The Camp Transformation Center enjoyed record growth in 2021, and the franchise is on its way to an even better 2022. The fitness brand’s goal is to provide its outstanding services to people who wish to lose weight and improve their health in 500 communities by 2030.
FIVE LEAD INDICATORS
OF FRANCHISEE UNDERPERFORMANCE
THE CAMP TRANSFORMATION CENTER
For more information visit thecampfranchise.com
SPECIAL FEATURE
MULTIUNIT FRANCHISING
FRANCHISING MAGAZINE USA 11
GREW FROM A DREAM
DONE FOR YOU
FRANCHISING NEWS ANNOUNCEMENTS FROM THE INDUSTRY
INVESTOR FRANCHISE OPPORTUNITIES
FRANCHISING MAGAZINE USA 1 5)& ."(";*/& '03 '3"/$)*4&&4 t 8 8 8 '3"/$)4*/(."(";*/&64" $0.
www.franchisingmagazineusa.com
contents
multi-unit FRANCHISING 30
What’s New 28 Franchising News Announcements from the Industry
Feature Article 30 Chris Conner: Multiple Ways Multi-Unit Franchises Pay Off
Focus 42 Lightbridge Academy: Muli-Unit Owners Charles and Eileen Johnson Expand Throughout Nashville
32
Have Your Say 36 Ryan Debin: Launch: Name of the Game Excitement
Franchisee in Action 32 Robert Pina: Multi-Unit Franchisee Grows his Marcos Pizza Empire 38 Detail Garage:
42
Friends for Life Own and Operate a Successful Business
Snapshot 34 Buddy Home Furnishings: Awards 11 Storefronts in Virginia to Multi-Unit Operating Groups 40 Mici Italian: Making Huge Strides in Expansion 44 Two Men and A Truck:
36
Continues Expansion with Franchisees Franchising MAGAZINE USA 27
m u lt i - u n i t FR A NCH I S I N G fe at u r e
Del Taco’s Futuristic Fresh Flex Prototype Helps Fuel Chain’s Explosive Growth Del Taco, the nation’s second largest Mexican quick service restaurant by number of units, opened the first of its highly anticipated Fresh Flex prototype in Orlando, Florida early this year. Part of the brand’s “Menu of Venues” strategy, which allows for greater flexibility and scalabilty for franchisees, the new sleek design maximizes consumer convenience, improves operational efficiency and delivers an elevated brand and guest experience. The new design is completely tech enabled and includes options such as mobile app and third-party pick-up lockers, double drive-thru lanes with dedicated lanes for mobile orders and delivery providers, and designated parking lot areas for those who want to park and eat on the go. Fresh Flex locations are a leap forward in building design, as the new aesthetic is synonymous with fresh, elevated food and experience, glowing
brightly with Del Taco’s signature green palette and sun logo against contrasting grey and white walls. The prototype has helped fuel a record year of franchise growth with nine new multi-unit franchise deals signed in 2021 for 68 new restaurants across 10 states. The agreements will add anticipated restaurants across the country in states such as Florida, Georgia, North Carolina and Virginia, while also infilling western
geography in California and Nevada. Del Taco’s unique QSR+ positioning within the Mexican quick-service segment, and non-traditional growth capability, presents strong growth potential for experienced multi-unit operators and private equity firms looking to diversify portfolios. For information on franchise opportunites with Del Taco, visit www.deltacofranchise.com
Wicked Lick Sets Sights on Miami for Expansion Wicked Lick, an all-natural liquid nitrogen crafted ice cream company revolutionizing how we interact with ice cream, is looking to break into the South Florida market by announcing expansion plans for Miami. Driven by their passion to provide an enticing experience unlike any other ice cream shop, the brand is specifically eyeing Miami for development, searching for operators who are looking to bring an exciting concept to their area. Miami’s growth in recent years positions the city as the perfect location to incorporate the emerging brand. Reports note that Florida’s population grew by 2.7 million — or 14.6% — between 2010 and 2020, with Miami amongst the fastest growing cities both in the state and the country. Wicked Lick presents the opportunity for Miami’s entrepreneurs who are looking to not only fulfill their dreams of owning a business, but who are looking to leave their mark. Wicked Lick is actively seeking single and multi-unit franchise partners throughout South Florida, with the goal of awarding ten licenses by the end of 2022. The ideal candidate will have previous business management experience and is passionate about creating a business that they can be hands on with. Including the franchise 28 Franchising MAGAZINE USA
fee, the initial investment for a Wicked Lick location ranges from $211,500 - $341,200. For more information about Wicked Lick’s franchise opportunity, please visit https://WickedLick.com/franchise/.
crave shared gaming with an elevated food and beverage experience.” Warfield with 20-plus years of global leadership experience across entertainment, travel & hospitality and FMCG industries partners with business leaders from majority investor Karbon Invest, Jens Rugseth, Rune Syversen (Founders of Karbon Invest who own Crayon and Link amongst many other leading Global companies) and Christian Breddam (CEO of Karbon Invest and Chairman of Oche), who are all committed to bringing this tech based company to the U.S. with prime markets available from coast to coast, as well as the Midwest.
Former President of Topgolf International Launches U.S. Expansion of Oche Oche (like Hockey, but hold the H) a revolutionary gastro-gaming and tech-driven modern darts concept with venues in Oslo, Brisbane, Amsterdam, and Gothenburg, has announced their expansion to North America through its franchise opportunity. Emerging in a post-pandemic marketplace where consumers are socially starved and
seeking connection and companies are rethinking team engagement, competitive social gaming is the future. “We are a tech company in the hospitality market creating shared happiness for our guests,” said CEO Troy Warfield, former president of Topgolf International. “Oche is a gastro gaming concept, with a no compromise approach for our guests who
Oche has established an outstanding leadership team across IT, retail and property, operations, finance, people, legal, franchising and customer experience that has driven success and are eager to introduce the concept to U.S. guests and experienced franchisees to this untapped industry. Those interested in learning more about the franchise opportunity can contact franchising@oche.com or stop by booth 450 at the Multi-Unit Franchising Conference in Las Vegas
TILE LIQUIDATORS NAMED ONE OF 2022’s TOP NEW AND EMERGING FRANCHISES TILE LIQUIDATORS was recognized as one of the Top New and Emerging Franchises in 2022 Entrepreneur. The ranking highlights the newest and hottest companies that have begun offering franchise opportunities since 2017. “We are honored to be considered one of the top new franchises by Entrepreneur magazine. We are now up to 30 locations since the rankings were done, on our quick path to 300” Doug Disney - CEO The Top New and Emerging Franchises ranking is based on information submitted to Entrepreneur for its annual Franchise 500® and is part of the brand’s continuing effort to best understand and evaluate the ever-changing franchise marketplace. To qualify for inclusion on the 2022 list, companies featured have been offering a franchise model for five years or fewer and were assessed across multiple data points including unit growth, start-up costs and fees, training and support, the parent company’s financial stability, and brand strength. Tile Liquidators was established in 2015 to bring quality flooring
products to homeowners, contractors, and industry professionals at discounted prices. We have more than 30 years of experience in the flooring industry and our convenient locations enable us to provide the highest standard of quality service to our customers. For more information or for franchising opportunities, please visit www.tileliquidators.us Franchising MAGAZINE USA 29
m u lt i - u n i t FR A NCH I S I N G fe at u r e
FEATURE ACTICLE: Chris Conner | Founder | Franchise Marketing Systems
Multiple Ways Multi-Unit Franchises Pay Off Chris Conner has worked in the franchise development industry for almost 20 years and helped over 600 brands franchise their brand and develop franchise distribution channels. He founded Franchise Marketing Systems in 2009, which now includes a team of 27 franchise consultants based in and Canada and supports brands around the world to grow and scale through franchise expansion. Visit www.fmsfranchise.com for more information
FRANdata conducted a study citing that over 50% of the franchises in the U.S. are now owned by multi-unit operators - roughly 54%. Multi-unit franchising refers to a franchisor awarding the rights to open and operate several franchised units within a single defined territory. With the climb in business ownership over the past two years, data from the franchise industry is showing that more and more entrepreneurs are opting for multiple units. As a matter of fact, entry-level franchisees — those who own between 2 to 5 units — make up about 42.3% of average shared units for multi-unit franchises. This evidence suggests that even the green franchise owner with less capital than that of a 50 unit owner can rake in the rewards for their brand of choice. So, is multi-unit franchising worth it? As with anything, there can be cons to a good thing, but, overall, multi-unit franchising presents an incredible path to business ownership. 30 Franchising MAGAZINE USA
Multiplying the Rewards The time and research it takes to uncover the value and potential profitability in any given brand is exhausting. For a multiunit area development, the hard work pays off even more. Once you’ve vetted your business of choice, taking the leap to ownership is that much more lucrative in a multi-unit setting. One discovery day, one deep dive into the brand, one training program — it all equates to several locations and more return on the investment.
Semi-Absentee Ownership If you are seeking to dip a toe into franchise ownership while cleaving to your current career simultaneously, multi-unit franchising could be the right path for you. Typically within the web of franchised locations, a trusted management team can do the majority of the day-to-day leg work while the franchise owner takes a more passive role. Conversely, single unit franchises typically have the franchise owner in a more hands-on management role. A veteran multi-unit operator can own 50 + units, proving the viability of the model for investment purposes alone.
Fee Perks Most franchises offer a multi-unit discount on the franchise fee or they will waive the franchise fee altogether. Epic Health and Fitness, a 24-hour model based on personal training, results, and proper fitness equipment, is one such brand. After the first franchise fee of $35,000 is paid, under Epic’s multi-unit development agreement, a franchisee receives a $5,000 discount on each subsequent unit. Depending on the concept and needs, a single software subscription or the one time cost for training travel can also be additional money saving perks under the multi-unit model.
Brand Recognition As a brand expands within a specified territory, the advertising dollars spent on billboards, local publications, social media ads, and other outlets provides a consistent brand presentation throughout the area. Multi-unit franchisees can continue to capture their audience even as they move
Some of the franchise “ industry’s biggest brands and most established franchise systems have been developed by women owned franchisors.
”
locally, alluring their fans to love more than one location. Press coverage for local events or signage at private catering opportunities can showcase all of the units under your specified umbrella, casting a wider net for potential clientele with these single efforts of exposure.
Network-Wide Marketing A perk for both the single and multi-unit franchisee, a brand with great networkwide marketing is even more rewarding. One business that has done this well is Teaspoon, who has steadily closed multiunit deals throughout the past two years. For example, Teaspoon corporate has sunk an impressive amount of time and capital
into their unique mini-episode drama that takes place at Teaspoon locations. These episodes can be shared across all unit social media, gaining traffic and spreading the brand even faster.
With the climb in business “ ownership over the past two
Resource Cross Utilization
years, data from the franchise industry is showing that more and more entrepreneurs are opting for multiple units.
Although each business is operating independently, the resources can be shared. Whether there is a staff shortage at one location or another unit is short on cups, these resources could potentially be crossutilized to avoid a slow down in business, saving money on rush shipping or saving you from jumping in to lend a hand.
multiple unit — my team and I can help guide you to the business that fits you best. We’re also here to help you franchise your existing business, complete with operations manual, strategic franchise business plan, FDD, marketing tools, and more.
If you’re thinking about investing in a franchise — whether that’s a single or
To learn more visit www.fmsfranchise.com
”
Franchising MAGAZINE USA 31
m u lt i - u n i t FR A NCH I S I N G fe at u r e
franchisee in action: Robert Pina | Marco’s Pizza
Multi-Unit Franchisee
Grows His Marco’s Pizza Empire to 60-Plus Stores in Six Years
Journey of Mega Growth Leader: Robert Pina Inks One of the Largest Franchisee Deals in Marco’s Brand History
Robert Pina has always been in the franchise business. After opening up more than a dozen sub sandwich restaurants and wing shops, he was ready for something new. With intimate knowledge and success as a franchisee, he had a strong desire to progress to area developer status. The next step was finding a good quality product, and Marco’s Pizza was his answer.
Love at First Bite When Pina packed his family into the car to try Marco’s for the first time, they were not expecting much; but after a whole meal of pizza, wings, salads, and sandwiches, they were sold. Pina fell in love with Marco’s quality product and decided it was an opportunity he could not pass up. “There are dozens of competitors in the pizza space, but when deciding on your investment, you must prioritize having a competitive advantage in the form of your product,” said Pina. “Having a superior product gives you the basic foundation you need to scale.” At the crux of Marco’s ongoing success is 32 Franchising MAGAZINE USA
Opportune Time for Expansion
“
Having a superior product gives you the basic foundation you need to scale.
”
46-Store Agreement This agreement marks one of Marco’s largest franchisee deals in brand history. As the sole developer, Pina will bring 46 stores to the greater Phoenix market by 2028. Six stores are projected to open in the next 18-months, with the first store slated to open in Q3 2022 as site selection is well underway.
its renowned product - Marco’s has carved out a niche in the industry for its highquality pizza, known for its dough made from scratch for a craveable golden crust, freshly mixed herbs and spices for a sauce worth savoring, and three fresh signature cheeses for a perfect, melty bite.
History with Marco’s Pina joined the brand in 2011 as an area representative and franchisee. He currently oversees development in Houston and San Antonio with his business partner Uyen Tran, together boasting 68 stores, 20 of which are owned by Pina. As both growth and store expansion continue to surge, there are an additional 25 locations in development across both markets. Over the years, Pina has become an established, top-performing Marco’s franchisee. His DMA experienced a yearover-year sales increases, and as a leader in the system, he’s earned the achievement of opening the most Marco’s locations among all area representatives during 2020-2021. But he is not ready to stop anytime soon. He recently signed a 46-store development agreement that will bring new stores to the Phoenix metro market over the next six years.
“I’ve always wanted to continue to grow with Marco’s because it’s a special brand. The timing was right to pursue the next opportunity - Phoenix was that answer,” said Pina. “With only one Marco’s location in the Phoenix DMA, there is an incredible opportunity to build out the market and bring a quality product to the pizza lovers of this community. Over the past few years, we’ve been on a phenomenal growth curve as a brand and particularly in my other two markets. With the right concept, a proven track record, and national advertising helping grow brand awareness, now was the time to really push the pedal to the medal and grow.”
Secret to Mega Growth MultiUnit Success Not only is Pina a mega growth leader, but he’s a mega growth performer who truly understands the power of exceptional customer service. By prioritizing Marco’s cultural belief of ‘Hospitality Always,’ he’s been able to increase bottom line results paving the way for more development opportunities. Pina has a deep understanding of the value in building a strong team that in turn delivers exceptional guest experiences. Pina’s message, “Strive to establish a positive emotional connection with your team members and your customers – it will lead to consistent and reliable results that will open the door to even more opportunity.”
Marco’s is experiencing record-breaking double-digit same-store-sales increases year-over-year and is on track to reach $1B in annual systemwide sales in 2022. Beyond performance, Marco’s is on the fast-track to achieving its growth goal of 1,500 stores open and operating by the end of 2023. “I’ve been with Marco’s for 11 years and can confidently say that the level of sophistication and detail of the franchise development program has never been stronger,” said Pina. “Marco’s makes it easy to become an empire builder in the system. If you’re looking to grow a robust pizza portfolio, you won’t find a more dedicated and supportive team than this. Marco’s leadership and devotion to franchise growth and franchisee support is simply unmatched.” As franchise development continues to surge, leadership prioritizes investments in new technology, personnel, strategic vendor partnerships, and more to accelerate the brand’s growth strategy. For example, Marco’s recently announced the investment of millions of dollars in technology innovations through the next few years. Such projects include voice-totext ordering, the continued adoption of third-party delivery, in which Marco’s has experienced 610% growth in just two years, utilizing AI for generating automated promise times, vetting and testing automated kitchen innovations, ghost kitchens, and new operational equipment. “There’s never been a more opportune time to grow with Marco’s,” said Pina. “With plenty of territories available for growth and the continued prioritization on innovation and maximizing unit-level profitability – it was a no brainer to strike while the iron is hot.” Pina’s focus on operational excellence shines through his stores’ performance and his desire to grow the Marco’s brand is emphasized by his aggressive development plans. Not only is he viewed as a strong and successful multi-unit franchisee, but as a leader and role model to other aspiring multi-unit operators throughout the industry. Franchising MAGAZINE USA 33
m u lt i - u n i t FR A NCH I S I N G fe at u r e
snapshot: Buddy’s Home Furnishings
Buddy’s Home Furnishings Awards Eleven Storefronts in Virginia to Multi-Unit Operating Groups Buddy’s Home Furnishings will expand its Virginia footprint by eleven through multi-unit franchise agreements signed with WRE, LLC and Kappa Investments, LLC. WRE plans to convert six of their rent-to-own locations to Buddy’s storefronts, while Kappa Investments will add five additional locations, two of which are already open. “Our franchise model offers an attractive investment opportunity for existing franchise owners and new, entrepreneurialminded individuals looking to scale,” said Buddy’s CEO Michael Bennett. “The leadership behind WRE and Kappa Investments share our vision for growth, and we’re thrilled to expand our Virginia footprint alongside their dedicated teams.” Owned by Robert Smith and Ernie Thompson, WRE has operated in Virginia since 2002. After more than 16 years in the retail industry, the company began stepping into the rent-to-own space in 2018. “We both had backgrounds in the furniture and retail industries,” said Smith. “After we went into business together, we saw a real need for alternative financing options 34 Franchising MAGAZINE USA
in our community, which is how we were introduced to rent-to-own.” “In the past, balancing backend and operational issues along with merchandising has been a challenge,” said Thompson. “Thanks to the support of the team behind Buddy’s, we’ll now be freed up to focus more on our valued customers and supplying the community with everyday necessities.” The existing Virginia stores, previously known as Hometown Sales & Leasing, are located in South Hill, Blackstone, Ashland, Smithfield, Kilmarnock, and Farmville. The conversions will take place over the next six months. “This feels like a fresh start for us,” said WRE District Manager Bryan Caulder. “Buddy’s franchise model is the perfect combination of what we’ve been doing and what we’ve been missing. I’m excited to see how much better we can be together and the impact we will have on these communities in Virginia.” Earlier in March, Buddy’s awarded five Virginia stores to established multi-unit operator Kappa Investments. Led by owner Jerry Marshall, Kappa Investments has franchised with Buddy’s for the past five years.
When asked what inspired their expansion, Marshall stated, “It was the right time and right place. Our industry has gone through waves over the past few years, but we’ve found there is a long-term need for what we do. The team at Buddy’s has been right there with us the entire time, from handling the sourcing of products during the pandemic to answering the phone anytime we have questions.” Marshall and Kappa Investments have opened two new locations in Madison Heights and Bedford, Virginia, bringing their total store count to six. Additionally, three new franchised storefronts are planned for communities across the state which will expand their total footprint to nine stores. The rent-to-own retailer recently ranked in the prestigious Entrepreneur 2021 Franchise 500 for its outstanding performance in areas including unit growth, financial strength and stability, franchise support and overall brand power. Buddy’s was also listed in the Franchise Times’ 2021 Top 400 list. For more information or to inquire about franchising, visit www.OwnABuddys.com.
The public and policymakers need to understand franchising. Our purpose
@OurFranchise is an industry-wide campaign created to spread the word about the value of franchising and share the stories of men and women just like you, who are leading the way as franchisors, franchisees, and franchise employees. The franchise business model has been proven time and time again to work, but it’s threatened when the public and politicians don’t understand how it operates to benefit local, independent franchise establishment owners and their communities. Putting a spotlight on real leaders succeeding with the franchise model is how we’ll ensure franchising is stronger than ever before.
Follow us
Share the tools and resources offered on AtOurFranchise.org/resources
Help us keep the momentum going
Since our launch in June 2016, we’ve reached 1.7 million people through outreach efforts, including events in key cities and states, where we spoke directly with business owners, employees, policymakers, and the media. Additionally, we’ve reached people across America through our website and social media channels, digital advertisements, and the promotion of We the Franchisees on Politico – but there is much more work to do. As a franchisor, franchisee, or franchise vendor, you are a leader in your community – and we need your support, now more than ever.
You benefit by joining
By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers. Visit AtOurFranchise.org Contact Erica Farage, Senior Director of Political Affairs and Grassroots Advocacy and Multi-Unit Franchisee Engagement International Franchise Association efarage@franchise.org (202) 662-0760
b
a
x
Our Franchise
@OurFranchise
@OurFranchise
This is just the beginning
Make sure you stay up to date with the campaign’s latest efforts through email updates and social media. Visit our website to read and share the latest stories of franchisors and franchisees making an impact in their communities. Become a franchise advocate to help ensure Americans, now and in the future, have the opportunity to start franchise businesses. Take the lead today!
m u lt i - u n i t FR A NCH I S I N G fe at u r e
hav your say: Ryan Debin | Chief Excitement Officer | Launch
Name of the Game:
Excitement
graduating from Boston College. He began his career in banking at Anglo Irish Bank and Lone Star Funds. Since 2012, Ryan has owned and operated multiple franchise companies. Ryan’s asset management company, Momentum Enterprises Inc., operates 18 businesses and employs more than 350 people. Momentum is currently the largest franchisee of Launch Entertainment Parks, with Massachusetts locations in Norwood, Framingham, Westborough, and Woburn.
It’s every child’s dream to make a career out of something ‘exciting’. For Ryan Debin, this is his reality. It’s quite literally in his job title — Chief Excitement Officer. Despite the fun this position insinuates, it requires hard work, unique insight, and a valuable skillset, all of which Ryan has earned through years of experience. An entrepreneur since 21, Ryan bought a share of a real estate leasing company after 36 Franchising MAGAZINE USA
Love For Launch Entertainment
franchising, as it creates the potential for a business model to thrive. “Owning a business is a grind and can be difficult, and it was especially so during COVID. However, at the end of the day, we’re doing good for the kids and their families. We’re bringing people together and creating jobs along with providing a service that gets people active,” says Ryan. “It gives me great honor to be a part of this community. I love putting smiles on people’s faces.”
Overcoming Challenges
Ryan was initially drawn to Launch’s innovative approach and ability to stay ahead of the curve as consumer demands inevitably shift. This is one of many aspects that differentiated the franchise from other family entertainment centers he was looking into. Ryan sees the same core values within Launch that he sees within himself, making him a firm believer in the franchise’s success.
Ryan’s ambition is second to none. He opened his first Launch in 2019, and like many other businesses, was forced to close for several months due to COVID-19. However, instead of slowing down, Launch did the opposite during the pandemic. This window of opportunity gave Ryan the time needed to undertake a $1.6 million renovation to his facility. This enhanced his location, making it bigger and better than ever.
Equipped with a go-big-or-go-home mentality, Ryan always pictured himself owning multiple businesses. Ryan favors
After the million-dollar renovations, this location is now in the top five performing locations in the entire franchise system.
family. Being a part of something special and bringing delight to families — there’s no better feeling than that.” Aside from creating a memorable atmosphere for his customers, Ryan also enjoys helping fellow franchisees succeed. Recently Ryan led a panel discussion at the 2022 Multi-Unit Franchising Conference, where he provided insight on the best strategies and tools to build customer loyalty. Ryan is eager to lend his expertise to aspiring business owners. He hopes his efforts will make an impact in the franchise community.
What’s in Store for the Future? Ryan shows no signs of slowing down with plans to open a total of seven locations in his state of Massachusetts. He plans to open three more in Worcester, North Shore, and South Shore. “If you have something that you know works and feel in your heart works, why do one when you can do dozens more?” questions Ryan. Last year, Ryan took a former Toys “R” Us location and transformed it into an incredible 30,000-square foot Launch Entertainment. It brings him great joy when he’s able to bring life and laughter to these massive spaces. Recently, Ryan renovated a facility that was formerly a SkyZone. He and his team gutted the first-generation trampoline park, upgrading it to an evolved entertainment center with the latest features and amenities. Ryan maintains his excitement for Launch’s ability to take a cutting-edge approach that separates Launch from every other franchise out there. “When faced with challenges, like the global pandemic, it can bring out the best and most creative side of a person, or in this case, a business,” Ryan said. “In our Norwood, Massachusetts location, we added birthday party rooms, laser tag, and a ninja warrior course, among many other amenities. We wanted to focus on making my first location the best version it could be for customers of all ages.”
Making an Impact Ryan, a seasoned multi-unit franchise owner and franchise professional, has opened four Launch Entertainment locations. He prides himself in investing in brands that are fulfilling and fun, which he’s found in Launch. “Launch is a thriving and advantageous franchise,” says Ryan. “Launch has an effective way of evolving to anticipate consumer demand. This is a franchise that creates new and exciting activities for all ages as consumers’ expectations change with the times.” For Ryan, one of his biggest intentions when investing is what impact he can make on an individual’s life. Making an impact in the community is imperative to him, and the ultimate way for him to do that is to invest in places that aid in generating lifelong happy memories. “Between our four locations, we do thousands of birthday parties for children,” says Ryan. “A child’s birthday party is priceless. It is an exciting day for the whole
In his personal life, Ryan is an involved husband and father to four boys. He is passionate about his service to various civic and non-profit organizations. He’s on the Board of Directors for Horizons for Homeless Children and serves as a member of the Executive Committee and the Chairman of the Real Estate Committee. He’s also on the Board of Directors of Hope and Comfort, a non-profit based in Newton, Massachusetts, that supplies toiletries to those in need. As if that isn’t enough, he’s also the head coach for four different teams, including soccer and baseball. Ryan lives by the philosophy of Matty Mullins: “The only person you should try to be better than is the person you were yesterday.” With big plans for the future, Ryan is definitely a force to be reckoned with in the franchise world as he continuously outdoes his own accomplishments. https://launchtrampolinepark.com/ franchise/ Franchising MAGAZINE USA 37
m u lt i - u n i t FR A NCH I S I N G fe at u r e
franchisee in action: Detail Garage
Friends for Life Own and Operate a Successful Business 38 Franchising MAGAZINE USA
is that we saw the potential to saturate
Having a superior product “ gives you the basic foundation you need to scale. ”
ourselves and the business into our local community,” said Enfield. “The people
we’ve met throughout the Detail Garage system will be our lifelong friends. We
know if we really hustle and work at our
businesses, there’s no limit to our success with Detail Garage.”
After opening their first location in
their local community of Middle River,
Maryland in 2019, the duo has geared up for another adventure as they recently
acquired the Detail Garage location in Glen Burnie after experiencing a 27%
increase in revenue between their second and third year of business, despite the
pandemic. They credit their success to understanding the needs of their local
community and providing them with great quality products and even better customer service.
“We opened our businesses in an area where we were very familiar with the
community. We’re in a community where
people work really hard for the things they have so they’re taking great care of their
Bill Enfield and Zach Lipsky met while working at Target 22 years ago, but little did they know they’d become friends for life or that they’d one day own and operate two successful businesses. After graduating from college, Enfield received a degree in automotive technology and Lipsky received a degree in business management and the two went off on separate career paths. Enfield continued his career in the automotive field starting as a technician at a company before being promoted to manager and then executive which is when he convinced his lifelong friend, Lipsky, who had continued his career as an executive team leader with Target, to join him. Both Enfield and Lipsky rose the ranks but after ten years and doubling the company’s revenue to over $5 million they decided to pursue opening their own business.
After spending the majority of their careers in the automotive industry, they looked for emerging brands and soon discovered Detail Garage, the country’s go-to car care retail brand with 80+ locations. Started by professional auto detailers and passionate car care enthusiasts, Detail Garage was born out of a need to create the ultimate playground and community for their customers, even launching its own brand of products under the name, Chemical Guys. The duo not only became fans of the Chemical Guys products, but loved how the brand put an emphasis on education and training customers on how to best take care of their vehicles. “We joined the Detail Garage franchise system for three main reasons. The first was that it was a brand in an industry we were both already familiar with. The second was that the Detail Garage system is relatively young and has so much potential for growth without requiring hundreds of thousands of dollars to start. And third, and most important factor,
cars and maintaining them, which is where we come into play,” said Lipsky. “You
definitely get what you give in the franchise industry and we’re giving it our all. We had originally planned for two locations but
we’re already thinking about expansion.
We are extremely resilient individuals. We want to exceed expectations.”
While proud of their accomplishments in running a successful business and expanding their portfolio with the
acquisition of their second location, the
duo has put an emphasis on community
involvement by taking part in charitable initiatives such as Toys for Tots and Miracle Makers of Maryland.
With a passion for cars and community
service, Enfield and Lipsky plan to grow
their 2-unit portfolio up to five in the near
future with a goal of surpassing $1 million a year in revenue at each location. For more information go to www.detailgarage.com Franchising MAGAZINE USA 39
m u lt i - u n i t FR A NCH I S I N G fe at u r e
snapshot: Mici Italian
MAKING HUGE STRIDES IN EXPANSION Mici Italian, the Denver-based fast-casual restaurant franchise, is fairly new at the franchising game, but the brand is already making huge strides in terms of expansion. With a few different regions in the works as new Mici markets, one of the first areas solidified for franchising is Phoenix, Arizona. When it came to the extremely important position of finding an initial franchisee, Mici needed a strong leader with ownership experience who truly knows about the food industry. The brand found it in 20-year restaurant industry veteran Lucas Farnham, who has signed a 30-unit franchise agreement with Mici Italian. Farnham’s continued work as a franchisee with Black Bear Diner and Smashburger ultimately brought him together with Mici CEO Elliot Schiffer. “Elliot and I became quick friends; he’s super smart, and I found out over time that he was doing big things with Mici,” Farnham said. The more Farnham learned about the brand – from its commitment to the 40 Franchising MAGAZINE USA
highest quality ingredients to how Mici was finding continued success despite the challenges of the pandemic, the more he became convinced he wanted in. As a nearby resident in Colorado Springs, Farnham witnessed first-hand the success that Mici was having in the Denver area; when the brand officially announced its intentions to begin franchising last year, Farnham was first in line, inking a 30-unit deal for locations in Phoenix, where he has relocated with his family. “When Elliot left the burger concept for Mici Italian I knew it had to be something special,” Farnham explained. “He is one of the smartest people in the restaurant industry and he left a nationally recognized brand to join Founder Jeff Miceli in his emerging concept, so I knew he had a vision. I consistently kept up with what he was doing in the three years after he left Smashburger to get Mici Italian ready for franchising. As soon as I saw the concept he had perfected, I told him I wanted to be the first franchisee.” “Mici isn’t a test tube brand,” said Farnham. “You can really feel the family presence behind the model and it has been paired with a great operational strategy.
I was immediately confident that this concept would succeed in Arizona. There is a huge market for pizza in the Phoenix area and a real need for better, high-quality options. As a tried-and-true 18-year old family concept, Mici has a competitive menu combined with high-horsepower metrics. When a brand has both, the sky’s the limit.” Farnham’s knowledge, combined with his previous business relationship with Schiffer, ultimately helped him to identify the prime investment opportunity in Mici. “People are looking for great pizza and Italian food that can be delivered to their homes with quality they can rely on. This is the brand promise that Mici delivers… along with their pizza!,” said Farnham. Mici’s streamlined menu and operations model has allowed it to scale quickly and embrace new franchise opportunities while simultaneously reducing pain points for new franchise owners. A patented dough press, designed by Mici executives, has allowed the brand to standardize backof-house operations, creating a consistent and high-quality product without the need for specialized professionals. “The need for skilled cooks can make or break your operation,” Farnham said. “As a franchise owner, eliminating the need for specialized kitchen staff immediately simplifies the already complex process and increases the margin for success.” As the brand continues to deliver on its aggressive franchise goals, Farnham himself is open to even more expansion in the future. But, for now, he’s committed to maintaining the family-style atmosphere the Mici brand has become known for, working to create the best possible experience for every single one of his guests.
magazine usa
Our Next Feature:
HOME SERVICES FRANCHISING
Next month our Special Feature on HOME SERVICES FRANCHISING provides the perfect opportunity to showcase your Franchise. For advertising opportunities please contact Vikki Bradbury at: vikki@cgbpublishing.com
Franchising MAGAZINE USA 41
m u lt i - u n i t FR A NCH I S I N G fe at u r e
focus: Lightbridge Academy
Multi-Unit Owners Charles and Eilleen Johnson
expand Lightbridge Academy throughout Nashville
Eileen Johnson, a Phillipina native and Nashville mother, spent the majority of her career in information technology - working as a software engineer and consultant, before managing a software engineering technology company prior to becoming a stay-at-home mom for her young children. While speaking with her husband Charles and his colleagues about the lack of early childhood education and preschools in the Nashville area, they jokingly mentioned they should open a location of their own, and now the husband-and-wife duo are introducing the Nashville market to at least five Lightbridge Academy locations, with the first two to open in Gallatin and Hendersonville. These locations are not only the first in the greater Nashville market but in the state of Tennessee, a huge milestone for the NJ-based brand. Founded in 1997, Lightbridge Academy is an early education and child care franchise
42 Franchising MAGAZINE USA
“
It’s important to really understand the culture and values of the franchisor and make sure they align with your own.
”
that provides care to children ages six weeks through kindergarten. The brand’s foundation is based on a set of core values and a Circle of Care philosophy, which places equal importance on supporting the needs of those involved in the care and education which includes the families, staff members, center owners and the community. The Johnsons believe that Lightbridge Academy will provide an unparalleled educational experience to their local community as there is nothing comparable in the market. “Lightbridge’s philosophy of enriching children’s lives goes hand-in-hand with our values and beliefs. As I went through training courses to immerse myself with the brand, I learned more about the company and what it stands for and am thrilled to bring this unique offering to the Gallatin community,” Eileen said. “With
my passion for information technology, I am excited about Lightbridge’s innovative approach to child care and the many solutions we can provide to families. This includes enhanced technology to create a safer, healthier and more transparent learning environment for all those in our Circle of Care. We look forward to opening the Gallatin and Hendersonville area along with three other locations.” With both Eileen and Charles being from business backgrounds, they knew simply having a distinctive concept, such as Lightbridge Academy’s was not enough but that they needed a support system that understood their core values in their journey to become multi-unit franchisees. “It’s important to really understand the culture and values of the franchisor and make sure they align with your own,” Eileen said. “We also spoke with other franchisees to understand their successes and challenges and how they got started with their location which proved to be helpful for us.” Not only did the Johnsons receive support from other franchisees, but from the corporate team itself by providing hands-on training, business development coaching, management support, and help with advertising and marketing.
Lightbridge’s philosophy of “ enriching children’s lives goes hand-in-hand with our values and beliefs.
”
“We are just so excited to partner with Eilleen and Charles,” said Lightbridge Academy CEO Gigi Schweikert. “Their support and engagement in the local community and to see how they are bringing the Lightbridge Academy brand to life, is what makes franchising so rewarding. To see franchisees adding value to the lives of children and families while also creating a legacy for their own family is truly special..” Lightbridge Academy began franchising in 2011 to expand their distinctive concept throughout the Mid-Atlantic region; it currently has over 130 child care centers either open, under construction or in development throughout Florida, Maryland, New Jersey, New York, North Carolina, Ohio, Pennsylvania, Tennessee, Virginia and Texas. It is one of the fastest-growing early education child care franchise opportunities in the U.S. https:/LightbridgeAcademyFranchise. com/
Franchising MAGAZINE USA 43
m u lt i - u n i t FR A NCH I S I N G fe at u r e
snapshot: Two men and A Truck
Two men and A Truck continues Expansion with Franchisees
“Physical labor is something that has always suited me. It’s how I’m wired, and I appreciate the work that we do,” he said. “It’s hard, necessary work that makes a difference.” When Lally first met TWO MEN AND A TRUCK’s executive team, he says he immediately felt he’d found potential partners who were aligned with his values, starting with the brand’s former CEO and one of the original ‘two men,’ Brig Sorber. “Brig and I had a lot in common in terms of our values, our work ethic and how we looked at moving,” said Lally. “We recognize the roles we can play to help people to develop professionally and create opportunities for people looking for them.” Lally notes that the moving industry is not going anywhere anytime soon, and with the many reasons people move every day, it’s up to the moving company to make that often-stressful experience hassle-free. “There’s such relief and such appreciation that we’ve made a difference in people’s lives, including both our customers and our team members,” Lally said. “I watch the individuals on the team grow and not only accept but actively pursue more responsibility. At first, maybe they just wanted a job, to punch the clock and then collect a paycheck. But over time, they realize they can help people. They start on the trucks as movers or drivers and now they run a $25–$30 million operation. It’s very gratifying, and that’s why I continue to invest.”
TWO MEN AND A TRUCK®, the nation’s largest franchisor in the moving industry with over 380 units and 3,000 trucks in operation, continues to see franchisees who choose to expand their businesses, seeing 17 add onto their territory count over the past year. Take for instance franchisees Terry Bruns and Mike Lally. Lally currently operates 12 franchise locations and is in the process of signing his 13th. He signed his first location in January of 2004 on the west side of Cincinnati. He now has locations in Kentucky, Ohio, Pennsylvania and Connecticut. Lally says the most compelling factor in his decision to join the brand was the opportunity to be hands-on.
“I just kind of bounced around from a lot of things. I always wanted to own my own business and enjoyed physical labor, so I worked really hard on living below my means and saving and investing so that I could have the money to go into business for myself,” said Bruns. Bruns says he especially appreciated TWO MEN AND A TRUCK’s existing systems, support and training the franchise provides, and he did extensive research to make sure the brand’s culture and leadership aligned with his goals and how he wished to operate a business. “A potential investor needs to make sure they are aligned with the franchisor,” he said. “It’s obviously a very close relationship, and they want to make sure that they’re on the same page. There are going to be times of disagreement, but there needs to be way more positive than negative. Those core values should really align so everyone involved benefits from the agreement.” TWO MEN AND A TRUCK finished 2021 stronger than ever after entering two new states, Vermont and Rhode Island, and driving revenue through an increase of long distance moves as Americans have been relocating amid the pandemic. Additionally, the company’s junk removal offering saw a record-breaking year. The amount of people moving in 2021 was up nearly 20% nationwide compared to 2020, which had already seen record numbers as people fled cities and relocated due to the pandemic. Moving, storage and junk removal services were in high demand, and TWO MEN AND A TRUCK delivered, seeing double-digit growth across all revenue streams.
44 Franchising MAGAZINE USA
NOBODY GETS TO THE TOP BY ACCIDENT! We advise many of the top franchise owners in the world. You can get acces to the very same resources that build their empires at no cost!
Contact George Knauf to Start Building Your Empire TODAY! www.MyPerfectFranchise.com Franchising MAGAZINE USA 45
