haV e you got the guts ?

Doug Downer | the Franchise Guy™ F ran C hise ready

About the Author

Doug Downer is The Franchise Guy™ with an impressive 30+ year senior management history in developing and leading businesses within the Franchising sector.

Doug and his team at Franchise Ready have helped launch and support over 100 Australian brands grow through franchising by creating everything they need to scale and grow through franchising.

Doug currently owns 5 franchises as a franchisee, he is invested in two franchisor businesses, he’s been a franchisor CEO in multiple brands and has been an Australian Master franchisee, so he knows all aspects of franchising.

Doug has been recognised in the Top 30 Franchise Executives in Australia for each of the four years that this program has been running and in 2022 he was recognised in the Top 100 Global influencers in Franchising.

The 2020’s saw a significant change in the way we live and the way we do business and it got me thinking about how this has impacted franchising. The phrase 20:20 hindsight is relevant to the new world we are experiencing. This expression comes from the way people describe good vision. A person with normal, good vision has 20/20 sight. Whilst 20:20 Hindsight is an understanding of a past event and how that impacts on decisions made in the future.

This is particularly relevant when it comes to people’s ability to make decisions about going into business. It’s the combination of being able to look forward with clear vision of what is possible whilst looking back and learning from what has happened before.

We have launched over 40 franchise brands in the past 18 months, and we currently assist over 20 franchisors directly recruit franchisees and we support more than 40 franchisors complete their own recruitment, so I feel we have a unique insight and perspective on the market.

We have seen real estate values skyrocket creating asset rich individuals that are now contemplating what’s next for them, do they semi-retire, retire, stay where they are or do something for themselves with their newfound wealth and this is where they may be considering buying their own business or joining a franchise.

On the flip side we are seeing continuing global uncertainty with higher interest rates, high inflation and global conflicts affecting consumer confidence and ultimately people’s decision-making process.

Here’s what we’re seeing as a result of all of this: Enquiry rates for franchising have never been higher but decision making is taking much longer.

This got me thinking, why are people taking longer to make decisions, I realise there are many reasons for this, but I would like to focus on one, risk which remains relevant in any market.

Guts

I sometimes ask myself –Why would anyone go into business?

It takes guts, and it’s all about risk. I believe there are ‘risk-seekers’ and ‘risk-tolerators’. All business owners are risk takers, and while you must be, the key is the calculated risk. It might sound a little irresponsible to term business owners as risk-seekers, because no one should actively seek risk. But there is an inevitability associated with business ownership that involves risk, and some business owners are more comfortable with risk. risk-seekers derive excitement from uncertainty. Have you ever driven your car around on empty when you could have just as easily filled up earlier? Do you ever schedule that extra meeting, when in reality there is no possible way you can fit it in? Heaven forbid you might have even run late for a flight or missed one completely, or dare I say it, been late for a meeting. risk-tolerators do not necessarily see it as risk. They pursue their goals by understanding, accepting, managing the inherent risks of the decisions that they make.

There’s a pretty strong chance that if you’re a risk-seeker, you like the adrenaline rush. You’ve probably driven too fast, bungee jumped, skydived, been around wild animals, or partaken in other adrenaline junkie type activity.

I have had partners in four of my businesses. I should probably start of by sharing with you that I am a risk-seeker, but I would only classify myself as mid-level and by no means extreme.

This may not be indicative of every business situation, but two of my business partners have been risk-tolerators, and coincidentally, they have both had excellent businesses that have been very financially rewarding. My other two business partners were probably more like me, and while the partnership was fun, it was nowhere near as profitable as it could have been.

The risk tolerant business owner spends more time analysing, understanding, and assessing the risks at hand, learning how best to mitigate them. These risk-tolerant individuals confront fear not with the risk-seeker’s optimism, but with thoughtful analysis, management, and self-awareness techniques.

As an entrepreneur and business owner, you will likely have to deal with some failure. It may be small, like a bad product launch or the risk you took bringing in a key employee who didn’t quite measure up, or it could in fact be business failure.

how to be Gutsy

Guts give business builders the courage to make things happen, stick with it, and remain confident no matter the impediments they may face.

Guts-driven entrepreneurs aren’t fearless; they just know how to cope with, and maybe even thrive in, uncomfortable environments. They’re the same people who crammed for their exams the night before, and often they thrived in high pressure situations.

recognise that you already have guts, in that you’re already in business or contemplating going into business; that takes guts.

The guts to endure lets us recognise that failure is not an option, but rather a reality. It’s about remaining strong and resolute; persevere in the short-term to realise your longerterm goals. You will experience failure. Expect it, relish it, and learn from it.

And for those who are risk-seekers, try to take on characteristics of the risk tolerators, or consider getting one of them to join you in your business. Partnerships aren’t easy, but they provide balance and discipline that often the risk-seeker lacks but so desperately needs.

“ take calculated risks. act boldly and thoughtfully.” ray Kroc - McDonald’s traditionally, when people refer to ‘guts’ in business they refer to the courage to make decisions. I want to extend on that to one other meaning as it relates to franchising.

Gut Feeling

Have you ever had a feeling in your gut, or felt that something just didn’t feel quite, right? This is referred to as intuition, a combination of our experiences, instinct, and senses.

Sometimes when you meet someone for the first time, you instinctively sense whether you can trust that person or not.

It has been said that women have better intuition than men, but all of us experience intuition or have those ‘gut feelings’.

Every time that I have felt something is not quite right or seems too good to be true, my intuition or ‘gut feeling’ has proven to be right. Sometimes, I have gone with my gut feeling, and other times I have not.

I believe the situation that you’re in influences whether you make decisions rationally or emotionally. Don’t get me wrong when I say emotionally, because that gives the impression that this may be a bad attribute. Sometimes your emotions just make sense and you should go with them.

I think I’m a good judge of character, but I am also characterised by extreme optimism. I tend to see the best in people and am quite trusting, but at times I haven’t trusted myself and gone with my gut feeling. I’ve given people or situations the benefit of the doubt.

What I’ve recognised is, when I’m stressed or a little desperate, I can make bad decisions. When I’m under duress, I tend not to be as intuitive, and this is probably the time to be more rational.

I believe we need to trust our gut and use our intuition more, but we need to make sure we do it in times where we have a clear mind, free from stress. If you’re under pressure, don’t dismiss your intuition, but balance it with being more analytical.

Trust your gut instinct; it will usually be right. Take these two principles into your decision making when it comes to going into business. We know that 1 in 5 independent businesses will fail in the first year and as much as 80% of these will fail in the first 5 years, when you compare that to the success in Franchising with a global success rate between 85-95%.

Based on those statistics franchising just makes sense but use your intuition, do your homework and make a considered decision based on research and free from emotion. I always say “ Don’t fall in love with a business, fall in love with the business model”.

I have to confide, if you haven’t gathered already, I love franchising, I believe in it, it works.

I speak with some experience as I am currently invested in 6 different franchise businesses and looking at others as I write this article, I don’t just Talk the Talk, I Walk the Talk, because I believe in the power and effectiveness of franchising, I also get to have a close look at them through the work we do.

Not every franchise will be right for you but there is a ‘right’ franchise for everyone, you just need to do your research and trust your gut.

RAMS level 12, 321 kent street, sydney nsw 2000 Phone: 1800 616 082 Email: franchising@rams.com.au Web: https://www.rams.com.au/franchising/

BUSINESS DESCRIPTION:

RAMS is a recognised, iconic brand – we’ve helped hundreds of thousands of Australians buy their own home. RAMS is unique. Residential mortgages is all we do, which makes us experts at helping customers into their new home.

• Build yourself a business for yourself but not by yourself

• Strong upfront and trail commission

• Powerful online and TV presence

• Designated territory

• Owned by Westpac, Australia’s oldest company

• Ongoing training and development

• Build your own successful and motivated team

• Support your local community

• Enjoy the comraderie of a large RAMS family

COMPANY DETAILS:

Date of first franchise: 1991 Membership: Fca Training provided: ongoing training and development Territories available: 30 territories available nationally as at oct 22.

FRANCHISE OUTLETS AUSTRALIA:

Current: 71

FINANCIAL DETAILS:

Initial franchise fee: $35,000 + Gst Minimum investment: $300,000

DECkSEAL

po Box 4093, Burwood east, vic 3151

Contact: danielle | Phone: 1800 332 525

Email: admin@deckseal.com.au | Web: https://deckseal.com.au/

BUSINESS DESCRIPTION:

Now is the time to buy into the home improvement market! Join the largest deck and timber restoration and preservation specialists in Australia. We undertake a wide range of projects including decking, cladding, screens, fences, seats, handrails, posts, outdoor furniture, planter boxes and garden edges and service Residential and Commercial properties. Low start up cost, mobile business, and a proven established model – it is the perfect opportunity. With common benefits including instant brand recognition in an established market, set supplier contacts and a support network of your franchisor and fellow franchisees, buying into an already established business model is a tempting proposition for many!

With a continual flow of enquiries, repeat business and an overwhelming demand for our services, we just cannot keep up. DeckSeal currently has territories available in NSW, QLD, WA, SA and TAS. Franchises offer the independence of small business ownership supported by the benefits of a big business network.

COMPANY DETAILS:

Date of first franchise: 2018

Membership: Fca & aiG

Training provided: training hands on, onsite with deckseal master Franchise 4 weeks.

Territories available: Qld, sa , wa , tas, nsw, act

FRANCHISE OUTLETS AUSTRALIA:

Current: 19

FINANCIAL DETAILS:

Initial franchise fee: $10,000 + Gst deposit

Minimum investment: From $26,000 - $41,000 + Gst, plus equipment and vehicle Royalty fee: monthly royalty

Financial assistance: on assessment

Advertising/marketing fee: no Fee

INXPRESS

AUSTRALIA & NEW ZEALAND

level 5, 116 adelaide street, Brisbane, Qld

Contact: ryan Bohm | Phone: 0405 518 815 Email: sales.au@inxpress.com | Web: inxpressfranchises.com

BUSINESS DESCRIPTION:

Established in 1999, InXpress is a multi-award winning global logistics consulting company. InXpress has established strong relationships with trusted courier partners globally, with access to highly competitive rates for SME customers. This gives you the opportunity to build your own successful business with the security of the world’s largest franchisor of global courier services.

Awards: 2021 Global Franchise awards - Best White Collar Franchise - Global Franchise Champion

2021 international Franchisor of the year benefits:

Turn-key offering, supported by a locally-based head office franchise support system. No prior experience in freight or logistics required to be successful in the InXpress franchise model. Low overheads with the ability to run your business from home.

COMPANY DETAILS:

Training provided: 2 week comprehensive system training and ongoing coaching.

Territories available: all states in australia & new Zealand - city and regional.

FRANCHISE OUTLETS AUSTRALIA/ INTERNATIONAL:

Current: 460+ world-wide 60+ in australia & new Zealand

FINANCIAL DETAILS:

Initial franchise fee: $85,000 + Gst (australia) $30,000 + Gst (new Zealand) with no additional on-goings *young Guns program for under 35’s Royalty fee: percentage of margin (not revenue)

Advertising/marketing fee: included scan this code to find our more!

Aramex

level 9, 491 kent street sydney nsw 2000 australia shed 5, lever street, ahuriri, napier 4112 Phone: 1300 3278 929 (aus) | 0508 692 726 (nZ)

Email: recruitment@aramex.com.au | recruitment@aramex.co.nz Web: www.aramex.com.au| www.aramex.co.nz

BUSINESS DESCRIPTION:

Aramex has been operating internationally for almost 40 years. In New Zealand and Australia, we began as Fastway Couriers over 35 years ago, joining the Aramex family in 2016.

The Aramex network across New Zealand and Australia now includes 46 regional franchises and over 1000 franchise partners. We offer our franchise partners an award-winning system, world-class technology, training and support to help them to run their own rewarding business in their local communities.

COMPANY DETAILS:

Date of first franchise: 1994

Training provided: extensive training and ongoing support is provided – no previous business experience required.

Territories available: outlets available across australia and new Zealand

FRANCHISE OUTLETS AUSTRALIA & NEW ZEALAND:

Current: 46

FINANCIAL DETAILS:

Initial franchise fee: available upon application

Minimum investment: dependent on territory. please visit our website to see current opportunities.

FERNWOOD WOMEN’S HEALTH CLUBS

level 1 / 49 elizabeth street, richmond vic 3121

Contact: helen alfa | Phone: 03 9630 8826 Email: helen.alfa@fernwoodfitness.com.au | Web: www.fernwoodfitness.com.au

BUSINESS DESCRIPTION:

At Fernwood Fitness, we believe in a balanced lifestyle that includes an abundance of nourishment, exercise, wellness, good friends, and self-love.

We’re the leaders in women’s health and fitness and have been since 1989. From one small health club, we have grown to more than 70 clubs Australia-wide and counting.

COMPANY DETAILS:

Date of first Fernwood Women’s Health Club: 1989 – Fernwood Bendigo Training provided: online, in person at Fernwood hQ and in club training Territories available: vic, nsw, Qld, sa , tas, wa

FRANCHISE OUTLETS AUSTRALIA:

Current: 71

FINANCIAL DETAILS:

Initial franchise fee: $55,000 Minimum investment: from $250,000 Royalty fee: 7% of gross revenue Makreting levy: 5% of gross revenue

Beaumont Tiles

national office - 225 marion road, marleston, sa

Contact: Franchise enquiry | Phone: 08 8292 4440

Email: franchiseenquiry@tile.com.au | Web: www.beaumont-tiles.com.au

BUSINESS DESCRIPTION:

Beaumont Tiles are Australia’s largest tile group bringing the best and latest to our Australian customers – we supply more tiles to Australian homes and builders than any other tile retailer. We are proudly unique in what we do and how we do it and each and every person is valued for their contribution and input.

COMPANY DETAILS:

Date of first franchise: 1990 (very first)

Membership: Fca Training provided: in-house training program provided.

Territories available: nsw, vic, Qld and sa

FRANCHISE OUTLETS AUSTRALIA/ INTERNATIONAL:

Current: 86 Franchise stores as part of our 113 strong store network.

FINANCIAL DETAILS:

Initial franchise fee: $63,000 + Gst which includes opening promotion and advertising costs.

Minimum investment: indicative range $380,000 - $490,000 + Gst Royalty fee: 5%

Financial assistance: na

Advertising/marketing fee: Group advertising and marketing levy 5%

Tsg

po Box 4296, ringwood vic 3134

Contact: head office | Phone: 03 8873 7900 Email: hq@tsgfranchise.com.au | Web: www.tobaccosg.com

BUSINESS DESCRIPTION:

The TSG story began over 25 years ago as a single store and it was from this moment that we made a commitment to our customers and our franchisees to be best in class within retail. With instant brand recognition and an elite level of professional operational excellence unlike any other, TSG lead the way in providing innovative franchise solutions and best practice franchise management for our franchisees. Some key differentiators are our bright vibrant design, clear brand vision, unique retail experience and our ability to offer franchisees an innovative retail strategy.

COMPANY DETAILS:

Date of first franchise: 1996 Membership: Fca Training provided: yes Territories available: all

FRANCHISE OUTLETS AUSTRALIA:

Current: > 540

FINANCIAL DETAILS:

Initial franchise fee: $8700

Minimum investment: $180k - $200k

Royalty fee: annual fixed fees ($5016) Franchise + $360 it support) Financial assistance: no

Advertising/marketing fee: n/a

Ip Partnership

Contact: samuel rees | Phone: 07 5591 2522 Email: sr@ippartnership.com.au | Web: www.ippartnership.com.au

BUSINESS DESCRIPTION:

IP Partnership is a modern boutique commercial law firm specialising in Franchising, Intellectual Property (‘IP’) and Commercial Law.

IP Partnership view client’s brands and intellectual property as if it were music or poetry. IP, whatever it may be, is a creative contribution to the universe which is something really special. It the firm’s absolute pleasure to assist clients leverage their valuable intellectual property by way of franchising, licensing or other methods.

Since 1995 IP Partnership has been developing and maintaining long term relationships with Australian businesses. IP Partnership are here to assist you if you are looking to buy a franchise business or any business for that matter. IP Partnership are also the experts in assisting those looking to turn their businesses into a franchise.

MADGWICkS LAWYERS

level 6, 140 william street, melbourne, vic 3000 Contact: chris verebes | Phone: (aus) 03 9242 4744 Email: chris.verebes@madgwicks.com.au | Web: www.madgwicks.com.au

BUSINESS DESCRIPTION:

Franchising in Australia is a regulated environment. When considering establishing a franchise system, entering into a franchise agreement or navigating a dispute with a franchisee or franchisor, it is important that you use a law firm with extensive knowledge of the franchising business model and the Australian legal landscape.

Madgwicks is a full service business law firm. Our team of experienced lawyers regularly advise franchisors, franchisees and franchise industry service providers. Our lawyers also have extensive experience advising groups that operate under similar business structures, including cooperatives and strategic alliances. we regularly advise on: Franchise system establishment | Franchise due diligence | Franchising code of conduct compliance | Franchise agreements and disclosure documents | Business structures appropriate for franchise systems | supplier and terms of trade agreements | commercial and retail leasing, as well as general property advice | trade practices advice, including accc notification/authorisations | acquisition, disposal, joint venture and partnership advice | employment and workplace relations | tax, duty and Gst advice | Branding, intellectual property and trade marks | litigation and dispute resolution

Madgwicks’ Franchising team is an active member of the Franchise Council of Australia and has an established network of accountants, business advisors and brokers to assist our clients when required. Madgwicks also provides clients with the benefit of our international affiliation with Meritas, connecting them with member firms across Australia and globally, providing expertise wherever they need it.

IN BUSINESS SINCE: 1973

SANICkI LAWYERS

level 2, 240 chapel street, prahran vic 3181

Contact: robert toth | Phone: (03) 9510 9888 or 0412 673 757 Email: robert@sanickilawyers.com.au | Web: https://sanickilawyers.com.au/

BUSINESS DESCRIPTION:

Sanicki Lawyers is a commercial and intellectual property legal practice with offices in Melbourne and Brisbane specialising in the creative music sector, arts, franchise and licensing and corporate sectors. The firm acts for well known Australian and overseas artists and companies and has expertise in a number of specialised business sectors including online and digital, Intellectual property and copyright, Childcare, Franchising Licensing and Distribution, Hospitality, Medical & Allied health professionals, and New Energy sectors (solar and EV).

Sanicki’s is a member of the Franchise Council of Australia (FCA) and the International Franchise Lawyers Association (IFLA) with member firms across the world to assist our client’s overseas expansion.

We also have a dedicated Defamation law , Property and private client practise with specialist knowledge in Retail and Commercial leasing, estate planning and business succession.

We can assist our business and commercial clients with all aspects of their business needs and provide clients flexible fee options with fixed fees for certain work and realistic cost estimates where the fees cannot be fixed.

Robert acts as a resident director for overseas companies and is an Advisory Board member for clients in the solar and franchise sector with a network of allied consultants to assist our clients.

We work hard and smart and enjoy finding solutions and strategies to support our clients in their business and being a part of their trusted advisory team!

FOUNDED IN: 2009

Stewart Germann Law Office

Ground Floor, 2 princes street, auckland po Box 1542, auckland 1140, new Zealand

Contact: stewart Germann | Phone: (nZ) +64 9 308 9925 Email: stewart@germann.co.nz | Web: www.germann.co.nz

BUSINESS DESCRIPTION:

Stewart Germann is acknowledged as New Zealand’s leading franchising lawyer and has over 40 years’ experience in this area.

Stewart Germann Law Office (SGL) is New Zealand’s longest established specialist franchising law firm and has won multiple awards in franchise law both nationally and internationally. The firm is passionate about franchising and business law. The firm has acted for many Australian franchisors who have brought their systems successfully into New Zealand.

Stewart is a recognised national and international guest speaker at franchise conferences (New Zealand, Australia, South Korea and USA) and he is listed in the International Who’s Who of Franchise Lawyers 2022. SGL’s clients include many of New Zealand’s best known national and international franchise brands and the firm has extensive franchising contacts worldwide and locally.

SGL belongs to the Franchise Association of New Zealand (FANZ), the Franchise Council of Australia and the International Franchise Association (USA). Stewart was instrumental in the formation of the FANZ in 1996 and he wrote the original rules, as well as being a Past Chairman and a current member.

Stewart was awarded Life Membership of the FANZ in recognition of his significant contribution to franchising. He was also a board member of the supplier forum of the IFA from 2001 to 2007. He is actively involved in international franchising and has published articles in the International Journal of Franchising Law and the Franchise Law Journal (USA). In 2018 the Franchise Council of Australia acknowledged Stewart for his “Outstanding Contribution to Franchising” in recognition of his longstanding legal service to franchising.

Stewart is the only lawyer in New Zealand to hold the CFE (Certified Franchise Executive) qualification following an accreditation ceremony at Australia’s National Franchise Convention and at Orlando, Florida in 2020.

Stewart is a Notary Public and can witness documents for use in overseas jurisdictions and he is also a qualified mediator. Stewart regularly advises international clients on legal issues relating to franchising in New Zealand and welcomes enquiries from overseas.

In addition, Stewart is the Managing Director of The Franchise Coach and please visit www. thefranchisecoach.co.nz. He is able to help emerging franchisors and all the services are listed on that website.

IN BUSINESS SINCE: 1993

Franchise Ready

unit 2a 87-89 moore street, leichhardt nsw 2040

Contact: doug downer | Phone: 1800 37 32 39 Email: doug@franchiseready.com.au | Web: www.franchiseready.com.au

BUSINESS DESCRIPTION:

FRANCHISE READY helps business owners scale and grow their business into a more valuable asset through franchising.

We have launched some of Australia’s fastest growing brands into the franchise sector, we have launched and supported more than 100 brands grow by becoming franchisors.

We assist our clients in developing a complete, successful franchise system, We:

• Create the Strategic Plan

• Develop all the collateral required - Operations & Training manuals, SOP’s, Launch programs

• Complete franchise feasibility reports that include

• Territory mapping

• Competitor analysis

• Financial modelling for franchisees and the franchisor

• Coordinate Marketing collateral - Style & Fit out guides, Advertising, Brochures, Prospectus

• Support through the documentation process with lawyers and Accountants

• Recruit Franchisees and Key Executives for the franchisor

• Complete site identification and lease negotiation of new locations

• We coach, mentor, and support emerging franchise brands and their key executives

• We have a business broking division that assist all business owners with sale of their business

Franchise Ready is The One stop shop for everything franchising, over 100 brands with 100% success rate.

IN BUSINESS SINCE: 2012