Franchising Magazine USA February 2022 by CGB Publishing

magazine usa

VOL 10, ISSUE 3, feb 2022

COVER STORY

BUSINESS FINANCE DEPOT

THE FRANCHISE FINANCE EXPERTS special feature

business services finance your franchise before

rates rise

Expand Your Footprint with Multi-Unit Franchising

Franchising MAGAZINE USA 1 The magazine for franchisees • W W W.FRANCHSINGMAGAZINEUSA.COM

MAGAZ

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VOL 10, ISSU

E 3, FEB 2022

COVER STO RY

BUSINESS FINANCE DEPOT THE FRA

VOLUME 10, ISSUE 3, 2022

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On the cover: business finance depot

BUSINESS SERVICES FINANCE YOU FRANCHISE R BEFORE

RATES RISE

president:

EXPAND YO FOOTPRINT UR

Colin Bradbury. colin@cgbpublishing.com

Welcome to our February issue of

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Publisher:

Franchising Magazine USA.

Vikki Bradbury. vikki@cgbpublishing.com

In this issue we are delighted to welcome Business Finance Depot – The Franchise

editorial department:

Finance experts to the Front Cover. Paul Bosley launched the company in 2006 and

editor@cgbpublishing.com

with his team is honored to serve a diverse client base. You can read more about this

advertising:

on page 10 and meet the team members.

vikki@cgbpublishing.com

As always in this issue we have some great advice from some of the top experts in the

jasonb@cgbpublishing.com

industry and to name a few, Tips for success by Luke Schulte of Handyman Connection,

Editorial team:

Expanding your footprint with Multi-Unit Franchising by Bill Mcpherson of Alphagraphics,

Michelle Quinn

Financing your Franchise before the rates rise by George Knauf My perfect Franchise.

Rob Swystun

Our Feature Supplement for February is Business Services and Franchising. Kathleen Kuhn

Production:

from Yourhomehum discusses why service franchising will continue to surge in 2022,

usaproduction@cgbpublishing.com

we also meet Floris de Kort from xplore technologies and talks about how Growthtech

DESIGN:

is modernizing Main street USA. Chris Conner with our Feature article discusses how

Jejak Graphics. jejak@bigpond.com

Business Services Systems Are Working.

CGB PUBLISHING

The Veterans and Franchising Supplement Front Cover and cover story features BlueFrog

Canadian Office:

Plumbing + Drain and we meet Mike Mushinski president who talks about why Veterans

Sidney B.C Canada

make great Franchisees.

U.S. Office:

I am sure you will find something that sparks an interest for you in this issue. Feel free to

800 5th Ave, #101 Seattle, WA 98104-3102

email me with any questions you would like our experts to cover and we will be sure to

Editorial: 778 426 2446 www.franchisingmagazineusa.com

cover them in upcoming issues. Happy Reading

Proud member of the IFA:

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

Vikki Bradbury | Publisher Franchising Magazine USA

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.

Franchising MAGAZINE USA 3

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 4 Franchising MAGAZINE USA

contents

february 2022 20

Cover Story

Franchise in Action

10 Business Finance Depot : The Franchise Finance Experts

42 SkyHawks: Sibling Ownership Team Brings Youth Sports Franchise to New Orleans

In evey issue 6

Franchising News Announcements from the Industry

23 Special Feature Supplement Business Services Franchising

47 Veterans Supplement News and Information for Veterans in Franchising

62 A-Z Franchise & Services Directory

Snapshot

Expert Advice 12 Luke Schulte: Stay Off the Truck and Other Handy Tips for Franchise Business Success 14 Evan Hackel: Take Your Communication to the Next Level with Ingaged Listening 16 George Knauf: Finance Your Franchise before Rates Rise

18 NaturaLawn® of America Welcomes New Owners

Q+A

20 James Williams: Mayweather Boxing + Fitness’ CEO

Have Your Say 40 Daniel DeLeo: How Grumpy’s Restaurant Has Won Over Northeast Florida’s Heart

38 Bill McPherson: Expand Your Footprint with Multi-Unit Franchising 44 Lucas Frey: 7 Essentials for Successful Franchisees’ Strategy

16 Franchising MAGAZINE USA 5

Batteries Plus Closed Out 2021 with Record Signings, Multi-Unit Deals The nation’s largest and fastest-growing battery, light bulb, key fob and phone repair franchise, Batteries Plus, announced today the solidification of a record-breaking year in 2021. Significant fourth quarter growth caps off 12-months of success for the retail brand which brought a total of 88 signings through multi-unit agreements and organic growth with current franchisees. Included in the 88 new store agreements were many multi-unit signings including a 10-unit signing for Nevada and Utah, another 10-unit deal in Texas and Louisiana, an eight-unit signing in Atlanta – which officially sold out the market - and a three-unit signing in Long Island along with numerous other agreements which will expand the brand in Vermont, California, Arkansas, Georgia, Texas and Illinois. In addition to the brand’s growth which was driven by extensive interest

in the franchise’s stable, lucrative business model, Batteries Plus ended the year with other company firsts including shattering year-end goals by August 2021, implementing an Exit Strategy and Support Program for franchisees and hosting a first-of-its-kind Educational and Support Workshop for owners. To learn more about Batteries Plus visit batteriesplusfranchise.com.

ANY LAB TEST NOW® Celebrates 200+ Locations ANY LAB TEST NOW®, one of the nation’s predominant retail health franchising opportunities, is kicking off 2022 with a major milestone, the opening of its 201st location! ANY LAB TEST NOW® is a franchise direct access lab testing company that provides thousands of standard lab tests to consumers and businesses in a professional, convenient, cost-effective, and transparent manner. The newest location is in Jacksonville, Florida. “It is so exciting to hit this landmark level of growth,” says ANY LAB TEST NOW CEO Clarissa Bradstock. “We are elated by our development over the last two years despite the many ups and downs created by the global pandemic. We opened our 200th location in Panama City, Florida near the end of 2021 and we are thrilled about the long list of grand openings planned for 2022, the same year we celebrate our 30th year in business.” ANY LAB TEST NOW ® is an award-winning franchise system that has repeatedly been recognized as one of the fastest-growing companies in America by FORBES Inc 5000 and earned coveted rankings on Entrepreneur’s Franchise 500 and Franchise Times 400 lists. 6 Franchising MAGAZINE USA

Chill-N Nitrogen Ice Cream Announces its First Store in Ft. Worth, TX Chill-N Nitrogen Ice Cream (Chill-N), the made-to-order nitrogen ice cream pioneer, announced today the construction and buildout of its first store ever in Texas. The new Ft. Worth Chill-N is set to open in the next several months at 2473 South Hulen Street in the Stonegate Crossing shopping plaza just down from Trader Joe’s. The Ft. Worth Chill-N is owned and operated by local resident and entrepreneur Harold Gernsbacher. “We’re ice cream, yogurt, alternative milk, and toppings loving locals that live and breathe Ft. Worth,” said Gernsbacher, owner of Ft. Worth Chill-N. “I knew as soon as I tried Chill-N for the first time, I had to bring that authentic, rich, creamy, and made-from-scratch liquid nitrogen ice cream straight back to our community. “We are very excited about our growth and Harold’s background in the restaurant industry along with his strong local connections are exactly what we are looking for in franchisees,” said David Leonardo, CEO of Chill-N. “We are also opening stores in San Antonio and feel that Texas will be a great market for our future expansion.”

Local entrepreneur Harold Gernsbacher to introduce Ft. Worth and the surrounding communities to flashfrozen ice cream at -320∞ Fahrenheit

Chill-N Nitrogen Ice Cream (chillnicecream.com)

AlphaGraphics ranked among top franchises by Entrepreneur Leading marketing and print solutions provider lands on prestigious Franchise 500 list

AlphaGraphics, a leading franchisor of printing and marketing solutions, has been recognized as one of the top franchise brands after earning placement on Entrepreneur’s Franchisee 500 list.

and find new ways to meet our customers’ needs,” said Bill McPherson, vice president of franchise development. “Our longevity in these rankings is a testament to the hard work of our headquarters and franchisees. We are continuing to build on our upward trajectory while increasing our number of franchises across the nation.” “The past year has been one of the most challenging for businesses in recent memory, which made putting together our 43rd annual Franchise 500 list more enlightening than ever,” says Entrepreneur Editor in Chief Jason Feifer. “The companies named to this year’s list showed us how being resilient, supportive, and nimble can help navigate extraordinary challenges and also underscore the grit and innovation that define entrepreneurship.”

With appearances on the list over the past three years, AlphaGraphics ranked #375 this year. “2021 presented its own unique challenges, but AlphaGraphics continues to evolve

AlphaGraphics was founded in 1970, and the company began offering franchise opportunities in 1979. For more information, visit www/alphagraphics.com. Franchising MAGAZINE USA 7

PIRTEK USA Shows Strong 2021 Growth with Nine New Franchise Agreements and Five New Openings in Q4 Global, On-site and Retail Hydraulic and Industrial Hose Service Provider Finishes the Year Strong with New Franchise Signings in Ohio, Georgia, Iowa, Texas, and North Carolina In 2021, PIRTEK signed franchise agreements to bring the brand to Cedar Rapids, IA, Atlanta, GA, Houston, TX, Wilmington, NC and Ashville, NC. As a testament to the brand’s strong demand in industrial hubs, these new signings include PIRTEK’s seventh location in the Atlanta metropolitan area and its sixth location in the state of North Carolina. They have also opened five new locations in Elyria, OH, Albuquerque, NM, Oshkosh, WI, Springfield, MO, and Louisville, KY in the last quarter of 2021. In addition, PIRTEK completed four resale franchise agreements in Florida with Tim Kelly, a former PIRTEK USA employee now turned franchisee. The only industrial franchise brand of its kind in the United States,

PIRTEK USA specializes in hydraulic and industrial hose services through its locations throughout the country. PIRTEK team members are available 24/7/365 to provide on-site emergency replacement of hydraulic and industrial hoses, thanks to the company’s specially equipped Mobile Service Vehicles. To learn more about PIRTEK franchise opportunities, visit https://www.pirtekusafranchise.com/.

MY SALON SUITE Ranked Among Top Franchises in Entrepreneur’s Highly Competitive Franchise 500® The 43rd annual Entrepreneur Franchise 500® is a highly sought-after honor in the franchise industry. Recognized as an invaluable resource for potential franchisees, the 2022 Franchise 500® ranks MY SALON Suite as 62 for its outstanding performance in areas including unit growth, financial strength and stability, and brand power.

MY SALON Suite®, a salon suite franchise that focuses on providing stylists and beauticians a personal space to build their business and the beauty industry’s future, was recognized as one of the top 500 franchises in Entrepreneur’s Franchise 500®, the world’s first, best and most comprehensive franchise ranking. 8 Franchising MAGAZINE USA

“Being included on Entrepreneur’s Franchise 500 list is an honor and validates the efforts of our MY SALON Suite family,” said Ken McAllister, the co-founder and CEO of MY SALON Suite. “Having our brand, once again, earn a place on this prestigious list demonstrates the strength of our concept and the dedication of our superior staff and hardworking franchisees as we continue to grow.” www.mysalonsuite.com

Ziebart Announces Unprecedented Annual Growth amid Chip Shortage Automotive Aftermarket Services Franchise Announces Annual Sales, Industry Predictions for 2022 Due to extreme demand for vehicle care services, leading automotive protection services provider Ziebart ended 2021 with record-breaking sales and franchise growth. Company executives attribute the impressive system-wide performance to a variety of factors, including the automotive chip shortage. The shortage has motivated consumers to invest in optimal care and protection for their existing or recently purchased new or used vehicles. As heightened demand for vehicle protection services continued throughout the year, Ziebart experienced a yearover-year increase of 40% in retail leads. As for overall franchise development, the number of profiles received more than doubled during the second half of 2021. The company signed seven new franchise agreements for future stores – domestic agreements in Fort Myers, FL; Highland, MI and Triadelphia, WV. “The global chip shortage has created ideal opportunities for the automotive aftermarket services industry,” said Thomas E. Wolfe, Chief Executive Officer of Ziebart International Corporation.

According to the Auto Care Association, the automotive aftermarket is expected to grow to $477 billion by 2024. With that in mind, Ziebart projects a strong sales performance across its system, as well as continued growth in franchise ownership. To prepare, the company has added to its franchise development, marketing, IT, and operations teams. Backed with more than 60 years of experience in automotive aftermarket franchising, Ziebart is actively seeking qualified franchise prospects to join its growing global network. For more information about Ziebart including franchise opportunities, please visit www.ownaziebart.com.

Snapology is growthfocused with multiple new franchise agreements Snapology, the No. 1 children’s STEAM franchise and part of the franchise growth-focused platform company Unleashed Brands, has signed 19 new franchise agreements since September. The new franchise deals are mix of upgraded brick-and-mortar Discovery Centers, Snapology models inside Urban Air Adventure Parks and community-based Snapology franchise locations. Of the deals, 13 are with existing Urban Air franchisees, integrating Snapology locations inside Urban Air Adventure Parks. Snapology is coming to Urban Air parks in Tampa, FL; Toledo, OH; Tallahassee, FL; Port Ft Lucie, FL; Cornelius, NC; Webster, TX; Melbourne, FL, Morrisville, NC; Jacksonville, FL; Plymouth, MN; Virginia Beach, VA; Newport News, VA; and Fullerton, CA. Four deals are for the newly-designed Snapology Discovery Center 2.0, full-service hands-on retail locations that build on the brand’s strong name recognition. The fully-developed

classrooms engage children through STEAM activities such as coding, robotics, animation, play and interactive learning. Discovery Centers also offer a membership program to establish brand loyalty and recurring revenue for franchisees. Snapology Discovery Centers will debut this year in Dover, CT; Rodgers, AR; Lehi, UT; and Amarillo, TX. Two new community-based franchise deals in Miami, FL and Cedar Rapids, IA round out the new wave of franchise growth. The company is looking forward to significant growth in 2022 with 75 expected signings. Franchising MAGAZINE USA 9

cover story: Business Finance Depot

BUSINESS FINANCE DEPOT THE FRANCHISE FINANCE EXPERTS Paul Bosley launched Business Finance Depot in June 2006 as an equipment leasing company focused on lease equipment to the Fitness industry. In May 2013, Paul volunteered for SCORE, a division of the Small Business Administration and learned how SBA loans provide financing to new and existing business in all industries. Over time, the company has grown to include a talented group of professionals and has expanded into the Franchise and the RV Park and Campground industries. This article outlines the various financing programs the company offers and how our franchisor and manufacturing clients use the products to provide financing to their clients.

SBA 7(a) Loans This national loan program can be used to finance nearly any legitimate business purpose. The SBA offers loan guarantee which reduces the lender’s risk which, in turn, makes securing an approval more likely. These loans offer some of the lowest APR available and are amortized over the longest repayment term available. The following information lists possible uses of SBA loans and some of our franchisor clients currently using each aspect of the program. 1. Financing a Start -up Business – Yogi Bear’s Jellystone Parks, Massage Envy, F45 Training , Venture X, Jon Smith Subs, The Great Greek, Pembrooke Chocolatier, Fitness 1440 & Athletic Republic • The SBA 7(a) Loan will finance up to 85% of the total project costs including equipment, organization costs, buildout, deposits, inventory, working capital and franchise fees. 10 Franchising MAGAZINE USA

• The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral! – Neighborly, Garage Living , Patrice & Associates, Fibrenew, Naturals 2 Go & Ace Handyman Services • The owners’ equity injection ranges from 15% - 30% of the total costs and cannot be borrowed money such as a home equity loan. • A resume with industry experience, transferable skills and/or related education is important! 2. Expanding an Existing Businesses – All of the Above Franchisors • Same SBA loan terms as listed above • An emphasis is placed on the profitability of the business based upon business’s recent tax returns and interim financial statements. • The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral! 3. Debt Consolidation of an Existing Business – All of the Above Franchisors • The funds are used to refinance business debt including existing mortgages, equipment leases and loans. Credit card debt is typically NOT included. • The resulting monthly payment must reduce the total monthly payments of all debt being consolidated by at least 10%. 4. Business Acquisitions – Kampgrounds of America (KOA) • The Letter of Intent must be supported by a business valuation. The valuation is conducted by the SBA lender using the seller’s tax returns and interim financial statements.

• If real estate is involved in the business purchase, the terms and conditions are similar to the real estate section listed below. Otherwise, the terms and conditions are the same as to those listed immediately below. Common Criteria, Terms and Conditions for the Three (3) Uses Listed Above • The collateral required is all business assets. • For loans over $350,000, additional collateral is required which is typically real estate owned by the principle(s) only up to the loan $ amount. • Good personal credit (700+ is preferred) • 10-year loan repayment term • No prepayment penalty • The interest rate is a variable rate. It is calculated by adding the prime rate as published in the Wall Street Journal (currently 3.25%) plus a risk premium typically 2.75% = 6% APR. • Closing Costs are typically 3% of loan amount and are added to the amount financed. Please note – new legislation indicates the SBA is waiving its loan guarantee fee for loans under $350,000 until late in 2022! • Timing to close - 90 -120 days which varies with the bank workload & responsiveness of the borrower. 5. Real Estate – Commercial Mortgages – Yogi Bear’s Jellystone Parks & Kampgrounds of America (KOA) • The loan will finance up to 90% of the purchase & development cost. • The equity injection is no less than 10% of the total cost and cannot be borrowed money such as a home equity loan.

MEET THE TEAM (LEFT-RIGHT) AJ Moore, Sales Assistant aj@businessfinancedepot.com Andres Quintero, IT Director aquintero@q-tech.org Christy Bosley-Viens, Customer Service christy@businessfinancedepot.com Frank Young, Director of Finance frank@businessfinancedepot.com Gary Raffensberger, Director of Operations gary@businessfinancedepot.com Louann Driver, SBA Loan & Leasing Coordinator louann@businessfinancedepot.com Marisol Cruz, COO marisol@businessfinancedepot.com Stephen Indictor, Director of Business Development stephen@businessfinancedepot.com Paul Bosley, Founder paul@businessfinancedepot.com Ken Countess, Director of Marketing kc@thecountessgroup.com for 3 of United Franchise Group’s storied franchises, Signarama , Experimax and Fully Promoted. We have served as a main source of equipment leasing for fitness franchises including F45 Training , Blink , Athletic Republic, The Camp Transformation Center & HOTWORX. We also provide financing for a variety of fitness equipment manufacturers including Keiser, Promaxima & Woodway. • The business must occupy at least 51% of the useable space. This provides an opportunity to sub lease the remaining 49% of the useable space. • Terms and Conditions - Same as above with the following exceptions: o Loan Repayment Term up to 25 years o Fully amortized loan repayment with no balloon payment o Prepayment penalties – range from 1-4% over the initial 3-4 years o Interest Rate – Prime (3.25%) + a risk premium estimate which varies from 2% up to 2.75% = 5.25% up to 6%

Equipment Leasing The main benefits of equipment leasing are that the transactions are completed quickly and the collateral for the transaction is the equipment package being financed. The typical terms require a down payment or security deposit ranging from 1 lease payment up to 20% of the $ amount being financed. The repayment term ranges from 3 to 6 years. Once the lease is paid, the ownership of the equipment is transferred to the company leasing the equipment. Our company has developed leasing programs for many non-fitness franchisees Garage Living, Smash My Trash and Red Box + which require trucks or vans and equipment. We designed leasing programs

Unsecured Personal Loans – The Graze Craze & HOTWORX Our company works closely with an aggregator specializing in unsecured personal loans to provide working capital. These loans can be used for financing in addition to an equipment lease or for clients not interested in or eligible for SBA loans. Our team is honored to serve a diverse client base in 3 very different industries. We are poised to expand so if you want to learn more about how we can serve your business financing needs, please contact Marisol Cruz, COO at: (800) 788-3884 marisol@businessfinancedepot.com www.businessfinancedepot.com Franchising MAGAZINE USA 11

EXPERT ADVICE: Luke Schulte | Executive Director of Franchise Development | Handyman Connection

Stay Off the Truck

and Other Handy Tips for Franchise Business Success Over the last decade meeting with many franchisees and candidates in the home services franchising business, I’ve had a lot of conversations with people who are searching for that perfect fit and wondering what it takes to be a successful franchise owner. Here’s what I tell them. Franchisee, know thyself A franchise business isn’t going to change to fit your world, so don’t try to fit a square peg into a round hole. Do you have an engineering background and a tendency towards introversion? Then that doorto-door sales business is never going to be a fit for you. When you decide on an

12 Franchising MAGAZINE USA

opportunity, make sure you are embracing what the business is and what it will take from you to run it. It’s imperative that you feel comfortable now and in 5-10 years. What’s the best way to do this? Dig into the due diligence. Talk with other franchisees and spend time with the franchisor asking lots of questions. During our first discussion with candidates, we typically tell them our franchise isn’t the right opportunity for everyone. We know the discovery process is the time to lay it all out on the table and help them get to a yes or no decision. And if it’s not a good fit for the franchisee, it’s not going to be a good fit for the franchisor either. It’s a shared relationship. As a former wedding deejay, I learned that knowing what songs the bride doesn’t want to hear is often more important

than knowing what she likes. In business, knowing what you don’t want is key. Be really honest with yourself about what you refuse to do. There is a franchise business for just about everything these days, so you can find the right fit doing what you really want to do.

Stay off the truck Too often I hear from franchisee candidates who think they have to know how to hang a garage door or fix drywall in order to be successful at owning one of our franchises, but I couldn’t disagree more. A successful franchisee doesn’t need to know how to do the inner workings of their business. It’s about having a solid business plan and knowing what to do with it. Hire people who know the rest or let the franchisor guide you on those topics.

In fact, I would argue that the franchisee who does the tasks rather than focusing on managing the business is actually putting up a barrier to success. An owner’s time is better spent making sure they have the inventory of people on their team to meet customer needs and demand. That’s the way they can scale and grow their business. At Handyman Connection, I encourage franchisees to think of themselves as a business liaison or coach between their craftsmen and their customers. That’s where business skills like marketing, customer acquisition, managing and optimizing schedules and reputation management come in – the skills that are most important for any franchise business owner.

Luke Schulte is the Executive Director of Franchise Development for Handyman Connection, overseeing the brand’s growth strategies and connecting franchisees with the opportunity to own a business in the fast-growing home improvement industry. He loves fostering relationships, sharing the experience he has gained over 10+ years in franchise development for several prominent home services brands.

Interview weekly The difference between a good franchisee and a great one is a great franchisee is always in recruiting mode. I tell business owners to always have one more employee than they think they need because someone inevitably gets sick, decides to go back to school or has a spouse who gets transferred to a new city. A good rule of thumb is to conduct one interview a week. When you have someone waiting in the wings, you can save yourself the heartache of making a hasty hiring decision that often goes wrong. A good franchisor will have resources to help you keep building that bench with a multi-faceted approach. Many use software platforms that can manage the applicant pool at the front and back ends. For example, there are platforms that can distribute your job openings through social media and other digital channels and even “grade” potential candidates on their compatibility based on questionnaire answers. Hiring and training is an investment of time you may not think you have to give, but your business will still be there once you get them onboarded, and it’s imperative that you have the talent you need to grow it.

Follow the six Cs The six Cs of brand experience is something we came up with at Handyman Connection, but the principles behind it are really true for any business out there:

A good rule of thumb is to conduct one interview a week. “ When you have someone waiting in the wings, you can save yourself the heartache of making a hasty hiring decision that often goes wrong.

”

Cultivate, Contact, Confirm, Commit, Complete, Connect. It begins with cultivating potential customers. Good franchisors will be working behind the scenes for you from the beginning, with a marketing team laying the groundwork with targeted SEO, direct mail and more. Leverage all of that because they know how to market with a laser rather than a shotgun. When you have a franchise marketing team to depend on, you can focus on being the face of your business in the community and building relationships with people who can refer customers to you. Join the Chamber, sponsor the local sports teams and give back to your neighbors. Remember, no one represents your business like you do.

Committing to the job and completing it are also two very crucial steps. Speed to the lead and delivering on the estimated timeline for customers is so important in these days of Amazon- and Uber-level quick service. More and more companies are relying on customer management systems to help execute the business correctly with texts, emails and other communication tools that create the right atmosphere of professionalism from the beginning. Finally, connect back with the customer after the service or job is complete. Ask the all-important question “What else can I do for you?” Once you’ve earned their trust, they will be a customer for life. Franchising MAGAZINE USA 13

EXPERT ADVICE: Evan Hackel | Founder and CEO of Ingage Consulting, and CEO of Tortal Training

Take Your Communication to the Next Level with Ingaged Listening If you have read articles or books about improving your listening, you have heard this advice . . . Don’t formulate your answer while someone else is speaking . . . just listen That is good advice. When you are already thinking about how you will answer while someone else is speaking, you are using interruptive listening. There are many reasons it interferes with good communication. One is that when you are thinking about your reply, you might not completely hear what is being said. Another is that the other person can tell you are not really paying attention and will give up and move on to something else. When patterns like those develop because you are not really listening, the result is that effective communication simply cannot happen.

If You’ve Stopped Interruptive Listening . . . What’s Next? Let’s assume that you are working to quiet those interruptive thoughts. That’s a positive start on the road to improving your listening and your communication skills. I would, however, encourage you to take your listening abilities several levels higher by practicing what I call Ingaged Listening. It is a way of listening that I have developed over my hears of leading businesses. I have written about it in my books, including Ingaging Leadership Meets the Younger Generation. Ingaged Listening simple to put into practice. Here’s what to do.

Start listening for what the other person is saying that is right, not what is wrong. This is the bedrock skill of Ingaged Listening. Instead of listening for ideas that you can challenge or reject while another person is speaking, you listen for ideas that are new and promising. And you remember those ideas and after the speaker has finished talking, you circle back to them and then help the speaker cultivate them by asking positive questions like . . . • When did you first develop that idea? What was taking place at the time . . . what was the context? 14 Franchising MAGAZINE USA

Evan Hackel, a 35-year franchising veteran is a nationally recognized expert and speaker on franchising. Evan is founder and CEO of Ingage Consulting, and CEO of Tortal Training, a leading training development company. Evan is an active advisor in the C-Suite Network. He is also author of Ingaging Leadership, and host of “Training Unleashed,” a podcast covering training for business. Contact him here, follow him at @ehackel, or call 781-820-7609.

• Have other people helped you develop this solution . . . who are they, and can they help you develop it further? • Would you like to take the ball and run with your idea and report back in two weeks or a month from now? • How can our organization support you? It is also important to stress that you are operating in a zeroblame context. If the speaker tries out his or her new idea and it doesn’t live up to expectations, that is perfectly fine. Be sure to say that. Failure, in fact, is an opportunity to learn and grow and improve.

Be willing to set aside your personal opinions and prejudices and let the other person try. When another person is speaking, you will often discover that negative opinions will enter your mind in the form of . . . • “We tried that two years ago and it didn’t work . . . why try again?” • “This person doesn’t have the experience to put his idea into action . . . it just won’t work.” • “Our company lacks the resources to do this just now . . . I better kill it now.” It is only natural to have ideas like those enter your mind when another person is speaking. But when they do, it is important to let another statement enter your mind . . . • “I could be wrong about this.” You could be wrong for a variety of reasons. Maybe the person who is speaking, or other individuals in your organization, possess knowledge or experiences that you lack. Maybe a new idea that failed four or five years ago will work today because conditions have changed in the marketplace. Maybe there is new technology – possibly technology that you don’t know about – that makes your opinion invalid. Question yourself before you question others. The bottom line is, progress often occurs if you get your opinions out of the way, simply listen, and let other people try new things.

Beware of “Yes” People These people exist in every organization. If you have been around one, or if you have ever fallen into the pattern of being one of them yourself, you know they engage in patterns like these . . .

• They only say what they believe superiors and colleagues will want to hear . . . and never what they need to hear. • They hold back their best ideas or water them down . . . to avoid shaking things up or “making waves.” • Instead of making a genuine effort to contribute the new ideas that will move the organization forward . . . they say only what they think will please their superiors. It takes courage, but if you are genuinely committed to your organization’s success, avoid the tendency to surround yourself with people who share your opinions and perspectives. Instead, surround yourself with strong people who possess a variety of perspectives, skills, and experiences. The more you accept the idea that the most critically important people are the ones who challenge other people’s perspectives – especially your own – the more your organization will succeed. And another thing. It isn’t enough to simply surround yourself with challenging people. You need to listen to them too . . . in an Ingaged way. Franchising MAGAZINE USA 15

EXPERT ADVICE: George Knauf | Senior Franchise Business Advisor | FranChoice

Finance your Franchise Before Rates Rise

Okay, we are got to a point we all knew would come. The Fed is going to start raising the interest rates that companies and banks borrow at, which will flow down to SBA, Conventional and Home Equity loans.

The good news is that rates won’t jump too high all at once, so you have time to target franchises that fit your skills, likes, goals and how you want to work. There is time for you to do proper investigations of those companies to make sure all the pieces fit and that they have a good model, training and support.

If you plan to finance your franchise startup, the time to start taking action is now. Franchises are growing at a record pace.

The reason to kick it into gear is simple, the best use of your funds. Does it make more sense to spend more money monthly

16 Franchising MAGAZINE USA

on marketing, staff and things that grow your business or would you rather be spending it on interest for your loan? Once you have identified a brand, or

brands, that look good to you then you

will want to give thought to your financial strategy. You could go directly to your

local bank and apply for a Small Business Administration (SBA) backed loan. They may approve you if all goes well.

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

“

The good news is that rates won’t jump too high all at once, so you have time to target franchises that fit your skills, likes, goals and how you want to work.

”

another local bank. Weeks later you might get approved or not. Here is how countless new franchise owners speed that process up, ensure a higher likelihood of approval and make the whole experience easier. There are a number of franchise financing brokers that specialize in this space, they know lenders all across the country that like franchise loans. They have fine tuned the application process and know just how to package that loan application up to get the best review. The best part of all may be that they have built relationships with the banks and often know which banks like each different franchise brand or model.

Here is the challenge, and nothing against that local bank, but what happens if the type of business you want to be in is not one that the people who approve the loans at the corporate office for that bank like to approve? Your local bank manager may not know that, or wants to “give it a try”. When your local bank turns down the application that you spent weeks working on with them then your first inclination would be to go start the process all over at

When you work with an experienced franchise loan broker, they work with you to create one very best application package for you. Then they send that one package to a handful of banks that like your type of business. There is no preparing one package, for one bank, at a time. Then the broker leverages their relationships on your behalf to guide that application through the process at the bank. Companies like FranFund, Benetrends and Guidant Financial are some that come to mind. All have long track records in helping franchise candidates get funded. If you need an introduction to any of them send me a note and I will make that intro.

Loan brokers often have a buffet of services from financing to other resources for business owners. In addition to SBA loans they can often help with conventional and unsecured loans. One of the most often overlooked funding options by new business owners is called a ROBS program. This is a program where you may be able to utilize your existing 401K funds tax and penalty free (work with the funding group and your accountant on this) to start your business. This is a debt free way to fund your business with pre tax money. You may find that it gives you added peace of mind and a faster path to positive cash flow in your new business. *speak to a qualified professional before emptying your 401K Since you already invest those funds in businesses you don’t operate, run by CEO’s you have never met, it always made sense to me to move those funds to your business and control your own destiny. However you choose to fund your business, now is a good time to start that process. In the past year and a half there have been a record breaking number of new business registrations. You could be next, the beginning of your family empire. Your apprenticeship in the corporate world may be over. Now may be your time. If you perfect business was out there, and the funding was available, and you could validate with existing owners that this business was great and the franchisor would train and support you well… What would stop you? What will your success story be? Let’s go find it! Franchising MAGAZINE USA 17

snapshot: NaturaLawn® of America

NaturaLawn® of America Welcomes New Owners

Brian Burton

Trevor Foss

NaturaLawn® of America, the third largest lawn care company in the United States, is pleased to welcome three new owners to its national system of franchises, in additon to a new franchise and service location.

At NaturaLawn® of America’s Chicago, Ill. franchise, Trevor and Trent Foss will serve as new owners after the untimely passing of their uncle and previous franchise owner Jeff Treywn. Additionally, Patrick Braun will now serve as owner of the Minneapolis, Minn. franchise of NaturaLawn® of America, taking over from Rod Criego after six years as the location’s Operations Manager.

The Madison, Wis. area will enjoy NaturaLawn® of America service beginning in 2022, with a new franchise opening under the leadership of owner Brian Burton. Burton brings with him 30 years of experience in the hotel industry, where he started in operations and spent over twenty years in sales. In his last role, he served as a Vice President of Sales for a property portfolio of over 100 locations across the United States.

“ The Madison, Chicago, and Minneapolis locations of NaturaLawn® of America are all seeking to expand their workforces and are currently accepting applications for lawn technicians.

”

18 Franchising MAGAZINE USA

Phil Catron, President and Founder of NaturaLawn® of America, stated, “We’re thrilled to have such strong leadership at these three franchise locations heading into 2022. We’re confident our existing customers will enjoy the same great service from our new owners, and we’re excited to have Brian sharing NaturaLawn® of America’s signature blend of service, focus, and innovation with the greater Madison region.” NaturaLawn of America services vary by location, while always including organicbased lawn fertilization, soil amendments, and aeration and seeding. ®

The Madison, Chicago, and Minneapolis locations of NaturaLawn® of America are all seeking to expand their workforces and are currently accepting applications for lawn technicians. For information on

Patrick Braun

career opportunities with NaturaLawn® of America, visit NaturaLawn.com/Careers. NaturaLawn® of America’s environmentally-friendly approach to lawn care has been creating green lawns quickly, more naturally, and with fewer weeds since 1987. NaturaLawn® of America is a national lawn care franchise system with 35 owners holding 95 licenses, servicing over 125,000 customers in 26 states and the District of Columbia.

We’re thrilled to have such “ strong leadership at these three franchise locations heading into 2022.

”

About NaturaLawn® of America NaturaLawn® of America’s environmentally-friendly approach to lawn care has been creating green lawns quickly, more naturally, and with fewer weeds since 1987. NaturaLawn® of America is a national lawn care franchise system with 35 owners holding 95 licenses, servicing over 125,000 customers in 26 states and the District of Columbia.

The public and policymakers need to understand franchising. Our purpose

@OurFranchise is an industry-wide campaign created to spread the word about the value of franchising and share the stories of men and women just like you, who are leading the way as franchisors, franchisees, and franchise employees. The franchise business model has been proven time and time again to work, but it’s threatened when the public and politicians don’t understand how it operates to beneﬁt local, independent franchise establishment owners and their communities. Putting a spotlight on real leaders succeeding with the franchise model is how we’ll ensure franchising is stronger than ever before.

Share the tools and resources offered on AtOurFranchise.org/resources

Help us keep the momentum going

Since our launch in June 2016, we’ve reached 1.7 million people through outreach efforts, including events in key cities and states, where we spoke directly with business owners, employees, policymakers, and the media. Additionally, we’ve reached people across America through our website and social media channels, digital advertisements, and the promotion of We the Franchisees on Politico – but there is much more work to do. As a franchisor, franchisee, or franchise vendor, you are a leader in your community – and we need your support, now more than ever.

You beneﬁt by joining

By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers.

Our Franchise

@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!

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 Franchising MAGAZINE USA 19

Q&A: James Williams | CEO | Mayweather Boxing + Fitness

Q+A with

Mayweather Boxing + Fitness’ CEO James Williams James Williams, a former corporate lawyer turned CEO of celebrity businesses, shares the story of Mayweather Boxing + Fitness and its recent global expansion. Williams has been CEO of Mayweather Boxing + Fitness for nearly five years and has played a pivotal role in the 20 Franchising MAGAZINE USA

development of the brand, alongside Floyd. Responsible for overall strategy and day-

to-day operations, Williams has propelled

the brand to become an emerging leader in the boutique fitness category.

What is Mayweather Boxing + Fitness? Founded in 2018 by the undefeated boxing champion, Mayweather Boxing + Fitness

provides an inclusive, high-intensity fitness experience developed by Floyd himself. Offering one of the most effective group fitness experiences on the market today, Mayweather Boxing + Fitness utilizes methods developed throughout Floyd’s 21-year career at the top of the sport of boxing. Members take 45 and 60-minutelong classes consisting of a dynamic warm-up, boxing rounds on the bags and a variety of fitness stations. State-ofthe-art smart screen technology projects Floyd demonstrating the movements throughout the duration of the class, giving the authentic feel of training alongside the legend himself. No previous boxing experience is needed – so whether a former athlete, young professional, or someone getting back into fitness, the Mayweather workout program is designed to be accessible, effective, and enjoyable for all.

How is Mayweather Boxing + Fitness Different from Other Workout Classes? At Mayweather Boxing + Fitness, we provide a community where you can unleash your own inner champion. Our programming provides members with the perfect combination of boxing training and other fitness modalities (body weight

and floor exercises, weight training, cardio equipment) that are great for helping achieve anyone’s fitness goals. Boxing has been proven to be one of the most complete workouts available, combining both strength and endurance. Each week, members experience programming that is based on one of Floyd’s fights (called the “Fight of the Week”) that incorporates the punch combinations, training techniques and lessons from each of those professional fights – but still making it easy for anyone to follow along. There’s no other place where you can walk into a fitness studio and learn directly from a world champion athlete.

With the industry growing so rapidly, has Mayweather Boxing + Fitness experienced similar growth? Absolutely. It’s true that the group fitness space has experienced explosive growth and our unique fitness concept has experienced a similar trajectory. Since starting the company in 2018, we have 57 locations in the United States between those open for classes and those in presale and we recently opened our first two international locations in Moscow and St. Petersburg, Russia. By the end of 2022, we plan to have over 100 U.S. locations open, and we are in current discussions with several international groups for territory development around the world. We’ve had great success as a brand in our early years, and we’re poised to continue that story – and Floyd’s legacy – throughout 2022 and beyond.

Can you speak more about your first international expansion? And why Russia? Absolutely, we always knew that there was a market for this brand around the world and that global expansion would quickly follow the rapid domestic growth. We are so grateful for all the success that we have had here in the United States, and we knew that there would be established operators around the globe that would want to bring Mayweather Boxing + Fitness to their country. It’s actually a great story as to why we launched our first international locations in Russia. The now Master

Franchisee in Russia first discovered the fitness concept while walking past our flagship Los Angeles studio on Wilshire Blvd. Through enrolling in classes at the studio, he found a renewed passion for personal fitness, sparking his decision to invest in a franchise in the U.S. Upon the successful development of his first Mayweather Boxing + Fitness studio in Hollywood (Cali.) – a marquee location for our brand – he brought his investment group in to acquire the rights to develop all of Russia. Soon after, we had our first locations in both St. Petersburg and Moscow! It worked out well for us since they learned the business first in the US and then have been able to take those learnings into the Russian market. This international development has since sparked further interest in several additional global territories.

What would you say are your brand’s biggest differentiators for prospective franchisees looking to invest? Our brand’s biggest differentiator is the unique environment and fitness routines we offer our members and the brand recognition the Mayweather name provides us. Our studios are elegantly designed with state-of-the-art technology and equipment that are engineered to help anyone reach their full potential and embody the spirit

of a fighter. Mayweather Boxing + Fitness offers a unique franchise opportunity, as there are no other fitness studios using the techniques and workouts of a worldrenowned fighter and athlete in their classes. Combined with a world-renowned name like Mayweather, this is a great opportunity to open a franchise within the fitness industry. Just as Floyd’s family was always in his corner throughout his career, Mayweather Boxing + Fitness is rooted in family and community support. Our studios are not just workout facilities but hearts of our communities.

Where is Mayweather Boxing + Fitness looking to expand in the near future? At Mayweather Boxing + Fitness, we are always looking and developing ways to be a leader in group fitness. We have a lot of exciting things ahead for this brand, both domestically and internationally. In addition to over 200 franchise and development territories awarded, we have franchising opportunities still available in key markets across the country including Arizona, California, Florida, Missouri, and Texas. For more information or to find your nearest location, visit mayweather.fit/locations. For information about franchising opportunities, please visit mayweather.fit/franchise. Franchising MAGAZINE USA 21

GLOBAL

EXPANSION

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Our GLOBAL CONNECTIONS are trusted operators in their markets and will enable a smooth entry into NEW TERRITORIES.

We can help to put your franchise

system in an operational position to attract successful franchisees.

We are members of the IFA and other respected organisations. The transition process can be

daunting, but we know the trusted

business and legal players who can take you through the first minefield. Constant changes within the codes of conduct can create a massive challenge to franchise systems

wanting to move outside of their established markets.

With direct experience of the North American, UK and Australian/ New Zealand Franchise markets we have been in the business

of selling franchise systems direct to franchisees for over 35 years.

22 Franchising MAGAZINE USA

For an initial discussion, please contact

globalpublishers@icloud.com

february 2022

WHY SERVICE FRANCHISES WILL CONTINUE TO SURGE in 2022 goodbye fintech growthtech is modernizing main street usa latest news

in BUSINESS SERVICES WHAT FRANCHISEES NEED TO CONSIDER

WHEN LOOKING AT A FRANCHISE Franchising MAGAZINE USA 23

Don’t miss an issue

Get the App COVER STORY: Business Finance Depot

MEET THE TEAM (LEFT-RIGHT)

BUSINESS FINANCE DEPOT

AJ Moore, Sales Assistant aj@businessfinancedepot.com

THE FRANCHISE FINANCE EXPERTS Paul Bosley launched Business Finance Depot in June 2006 as an equipment leasing company focused on lease equipment to the Fitness industry. In May 2013, Paul volunteered for SCORE, a division of the Small Business Administration and learned how SBA loans provide financing to new and existing business in all industries. Over time, the company has grown to include a talented group of professionals and has expanded into the Franchise and the RV Park and Campground industries. This article outlines the various ﬁnancing programs the company offers and how our franchisor and manufacturing clients use the products to provide ﬁnancing to their clients.

SBA 7(a) Loans This national loan program can be used to ﬁnance nearly any legitimate business purpose. The SBA offers loan guarantee which reduces the lender’s risk which, in turn, makes securing an approval more likely. These loans offer some of the lowest APR available and are amortized over the longest repayment term available. The following information lists possible uses of SBA loans and some of our franchisor clients currently using each aspect of the program. 1. Financing a Start -up Business – Yogi Bear’s Jellystone Parks, Massage Envy, F45 Training , Venture X, Jon Smith Subs, The Great Greek, Pembrooke Chocolatier, Fitness 1440 & Athletic Republic • The SBA 7(a) Loan will ﬁnance up to 85% of the total project costs including equipment, organization costs, buildout, deposits, inventory, working capital and franchise fees. 10 FRANCHISING MAGAZINE USA

• The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral! – Neighborly, Garage Living , Patrice & Associates, Fibrenew, Naturals 2 Go & Ace Handyman Services • The owners’ equity injection ranges from 15% - 30% of the total costs and cannot be borrowed money such as a home equity loan. • A resume with industry experience, transferable skills and/or related education is important! 2. Expanding an Existing Businesses – All of the Above Franchisors • Same SBA loan terms as listed above • An emphasis is placed on the profitability of the business based upon business’s recent tax returns and interim financial statements. • The SBA Express Loan provided working capital up to $150,000 for any business purpose and requires only business collateral! 3. Debt Consolidation of an Existing Business – All of the Above Franchisors • The funds are used to refinance business debt including existing mortgages, equipment leases and loans. Credit card debt is typically NOT included. • The resulting monthly payment must reduce the total monthly payments of all debt being consolidated by at least 10%. 4. Business Acquisitions – Kampgrounds of America (KOA) • The Letter of Intent must be supported by a business valuation. The valuation is conducted by the SBA lender using the seller’s tax returns and interim financial statements.

Andres Quintero, IT Director aquintero@q-tech.org Christy Bosley-Viens, Customer Service christy@businessfinancedepot.com

Frank Young, Director of Finance frank@businessfinancedepot.com Gary Raffensberger, Director of Operations gary@businessfinancedepot.com Louann Driver, SBA Loan & Leasing Coordinator louann@businessfinancedepot.com

Common Criteria, Terms and Conditions for the Three (3) Uses Listed Above

Marisol Cruz, COO marisol@businessfinancedepot.com

• The collateral required is all business assets.

Stephen Indictor, Director of Business Development stephen@businessfinancedepot.com

• For loans over $350,000, additional collateral is required which is typically real estate owned by the principle(s) only up to the loan $ amount.

Paul Bosley, Founder paul@businessfinancedepot.com Ken Countess, Director of Marketing kc@thecountessgroup.com

• Good personal credit (700+ is preferred)

MAGAZINE USA

• 10-year loan repayment term • No prepayment penalty • The interest rate is a variable rate. It is calculated by adding the prime rate as published in the Wall Street Journal (currently 3.25%) plus a risk premium typically 2.75% = 6% APR. • Closing Costs are typically 3% of loan amount and are added to the amount ﬁnanced. Please note – new legislation indicates the SBA is waiving its loan guarantee fee for loans under $350,000 until late in 2022! • Timing to close - 90 -120 days which varies with the bank workload & responsiveness of the borrower. 5. Real Estate – Commercial Mortgages – Yogi Bear’s Jellystone Parks & Kampgrounds of America (KOA)

COVER STORY • The business must occupy at least 51% of the useable space. This provides an opportunity to sub lease the remaining 49% of the useable space. • Terms and Conditions - Same as above with the following exceptions: o Loan Repayment Term up to 25 years o Fully amortized loan repayment with no balloon payment

• The loan will ﬁnance up to 90% of the purchase & development cost.

o Prepayment penalties – range from 1-4% over the initial 3-4 years

• The equity injection is no less than 10% of the total cost and cannot be borrowed money such as a home equity loan.

o Interest Rate – Prime (3.25%) + a risk premium estimate which varies from 2% up to 2.75% = 5.25% up to 6%

BUSINESS FINANCE DEPOT

Equipment Leasing

The main benefits of equipment leasing are that the transactions are completed quickly and the collateral for the transaction is the equipment package being financed. The typical terms require a down payment or security deposit ranging from 1 lease payment up to 20% of the $ amount being financed. The repayment term ranges from 3SPECIAL to 6 years. FEATURE Once the lease is paid, the ownership of the equipment is transferred to the company leasing the equipment.

THE FRANCHISE FINANCE EXPERTS

BUSINESS SERVICES

Our company has developed leasing programs for many non-ﬁtness franchisees Garage Living, Smash My Trash and Red Box + which require trucks or vans and equipment. We designed leasing programs

FINANCE YOUR FRANCHISE BEFORE

RATES RISE

for 3 of United Franchise Group’s storied VOL 10, ISSUE 3, FEB 2022 franchises, Signarama , Experimax and Fully Promoted. We have served as a main source of equipment leasing for fitness franchises including F45 Training , Blink , Athletic Republic, The Camp Transformation Center & HOTWORX. We also provide financing for a variety of fitness equipment manufacturers including Keiser, Promaxima & Woodway.

Unsecured Personal Loans – The Graze Craze & HOTWORX Our company works closely with an aggregator specializing in unsecured personal loans to provide working capital. These loans can be used for ﬁnancing in addition to an equipment lease or for clients not interested in or eligible for SBA loans. Our team is honored to serve a diverse client base in 3 very different industries. We are poised to expand so if you want to learn more about how we can serve your business financing needs, please contact Marisol Cruz, COO at: (800) 788-3884 marisol@businessfinancedepot www.businessfinancedepot.com FRANCHISING MAGAZINE USA 11

EXPAND YOUR FOOTPRINT with MULTI-UNIT FRANCHISING

FRANCHISING MAGAZINE USA 1 5)& ."(";*/& '03 '3"/$)*4&&4 t 8 8 8 '3"/$)4*/(."(";*/&64" $0.

www.franchisingmagazineusa.com

contents

business services What’s New 26 Franchising News Announcements from the Industry

Feature Article 28 Chris Conner: Business Services Systems Are Working

Focus Feature 30 YourHomeHub: Why Service Franchises will Continue to Surge in 2022

Expert Advice

32 Gary Bauer: What Franchisees Need to Consider When Looking at a Franchise

28 34

36 Floris De Kort: Goodbye Fin Tech. GrowthTech is Modernizing Main Street USA

Have Your Say

34 Screenmobile: Screenmobile opportunities

32 30

Franchising MAGAZINE USA 25

b us i n e s s s e r v i c e s fr a n c hi s i n g fe at u r e

Express Employment Professionals Awards 66 Franchise Agreements Express Employment Professionals, the leading global staffing provider franchise, announced today that 2021 was the most successful year in the company’s 39-year history. Express achieved its first-ever $1-billion quarter in Q3 while also awarding a total of 66 franchise development agreements, including 41 resales, and selling out the Florida market. Additionally, the brand awarded 23 new offices in new and existing markets, including Detroit, Michigan; Rockford, Illinois; White Plains, New York; and Toronto, Ontario. Express’ significant franchise growth in 2021 was driven by the brand’s longstanding reputation as a leading staffing provider, putting more than nine million people to work worldwide since its inception in 1983. This year, Express has aggressive expansion plans for the U.S., targeting growth in markets such as San Francisco; Queens, New York; Long Island; Boston; Houston; Providence, Rhode Island; and College Park, Maryland, among others.

Fast-Growing Franchise System Achieves First $1-Billion Quarter and Breaks Top 25 on Entrepreneur Magazine’s 2022 Franchise 500 Throughout the year, Express continued

Franchise 500 ranking, jumping 31 spots

to be recognized as a leading global

from last year’s list, and remains the

staffing provider and standout franchise

staffing category leader for the 11th

concept. Most recently, the brand ranked

consecutive year.

#25 on Entrepreneur magazine’s 2022

www.expressfranchising.com.

A High-Level Guide to Flawless Franchisee Success

26 Franchising MAGAZINE USA

“Congratulations! You own your business and, better still, you own a franchise.

franchise owner are dedication (grit)

The franchisor sells you their proven playbook. Most give you training on sales and take care of most of the marketing. What can go wrong? Even with the “Operations Guide” and proven business templates for their particular franchise, not all franchise owners’ results are the same.

sharpen the soft skills necessary to

The main success drivers for any

same name).

and professional management skills. This book will help franchisees become Successful Franchise Owners.” The book is free to those that visit www.bellavistaexecutiveadvisors. com and sign up for our newsletter, The Successful Franchisee’s Beautiful View (YouTube channel with the

Cyberbacker Finishes 2021 Strong with Major Franchising Success Leading virtual assistance brand adds 23 territories in the US and Canada in its first year of franchising Cyberbacker – the leading provider of world-class administrative support and virtual assistant services for businesses anywhere in the world – is heading into 2022 with continued expansion around the world as virtual needs increase. The brand is broadening its presence and supporting areas across the United States, Canada, and will soon be expanding in the United Kingdom. This announcement comes at a time where more people are choosing to work at home or leave their job to pursue other avenues. Cyberbacker understands the need for convenient business support at an affordable cost and is ready to bring its services nationwide.

The brand intends to continue expanding internationally, with plans to reach a total of 48 territories sold by 2022. Recognized as the largest and leading virtual assistance platform, Cyberbacker has acquired an impressive 2,243 clients and is now seeking franchisees that have large influence networks and leadership to expand its global presence. To accelerate its rapid growth, the brand has a set goal of adding 48 territories by the end of 2022 with plans to add 48 new franchises in the new year, including new areas in Canada, the United Kingdom, United Emirates/Dubai, and South America. “With the number of people working from home rapidly growing we are becoming more relevant, it’s clear that

business owners around the globe can benefit from our services,” said Jason Stowe, Vice President of Franchising at Cyberbacker. The brand also offers a discount that takes $5,000 off of the franchise fee for veterans. For more information about Cyberbacker’s franchise opportunity, all inquiries can contact claudiogalsim@cyberbacker.com.

OPENWORKS Earns Spot Among Top Franchises In Entrepreneur’s Highly Competitive Franchise 500® OpenWorks, a national leader in facilities management, was named as one of the top 500 franchises in Entrepreneur’s Franchise 500®, the world’s first, best and most comprehensive franchise ranking. The company ranked 368th on the 2022 Franchise 500 list for its outstanding performance in areas including unit growth, financial strength and stability, and brand power. “It is an honor for OpenWorks to have been included on the very prestigious Franchise 500 list, which recognizes some of the most well-known national and international brands for their performance and commitment to franchise excellence,” said Eric Roudi, Founder and CEO of OpenWorks. “This distinction is a testament to our network of elite franchise owners who work hard to provide unparalleled quality and customer service through robust technology solutions, as well as the smart, purpose-driven growth plans that have allowed OpenWorks to

expand our scope of services, increase our footprint and seize market share during unprecedented times.” “The past year has been one of the most challenging for businesses in recent memory, which made putting together our 43rd annual Franchise 500 list more enlightening than ever,”

says Entrepreneur Editor in Chief Jason Feifer. “The companies named to this year’s list showed us how being resilient, supportive, and nimble can help navigate extraordinary challenges and also underscore the grit and innovation that define entrepreneurship.” openworksweb.com Franchising MAGAZINE USA 27

b us i n e s s s e r v i c e s fr a n c hi s i n g fe at u r e

FEATURE ACTICLE: Chris Conner | Founder | Franchise Marketing Systems

Business Services Systems Are Working The franchise market has evolved into a incredibly diverse and wide range of businesses and business segments. For so many, the market has always been associated with food service and restaurants, but today’s franchise market is almost a perfect blend of small business ideas and unique, compelling offerings which only partially consist of restaurant franchise models. This category of business service franchise systems has become more and more relevant and with the “average” franchise investor becoming more and more sophisticated, the growth in this segment seems to make sense. One might ask, what franchise brands might be described as business service brands? Business service brands include a wide range of offerings and generally are what are also called Executive Franchises. They are business models. The market segment could include accounting or bookkeeping service franchises or payroll management or one of the most significant market segments to franchise out has been Insurance with several new insurance franchise brands. These are franchise systems which are designed to attract “white collar” franchise owners who have experience in executive positions and many times have MBA’s. The business model requires a skill set and resume to make the model successful. The current trend in franchising is that many of today’s corporate refugees have been transitioning to business ownership and the franchise model is designed to support that first time entrepreneur. What makes the business services market

28 Franchising MAGAZINE USA

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

segment even more intriguing are many times the numbers. Because most of the business service franchise offerings do not require equipment or a retail space, they present an extremely low up front investment opportunity for a new franchisee. Most of the required capital is needed for the franchise fee, marketing and working capital. Usually a small office space will be needed with a basic office arrangement, many business service franchise systems can be started even from a home office location. The business

service franchise systems that have been successful and offer a franchisee value in their investment typically include a technology platform to deliver services and provide franchisees with infrastructure they wouldn’t have on their own. They also have strong franchise marketing systems in place which can be replicated easily by a franchisee. The brand is professional, consistent, there is a solid lead generation marketing platform in place and a sales process that allows a franchisee to generate business efficiently and effectively. I have

found that most business service franchise models tend to be selective in who they will let into the model and allow to become a franchisee. Our firm, Franchise Marketing Systems, works with new and emerging franchise models and I’ve been doing this work for over twenty years. In my time doing franchise development, I’ve worked with many strong business service franchise offerings and platforms. Some of the larger brands in this space include CFO Systems which is an outsourced CFO service model, Schooley Mitchell which provides technology and telecom consulting to businesses and WSI which is a technology service franchise system. One of the larger systems now has been Goosehad Insurance, a full scale insurance franchise which has recently gone public and had wide spread success in the franchise market. All of these brands

have in excess of 200 franchisees and have been able to scale into new markets successfully by offering equitable franchise relationships, strong unit economics and a unique value proposition. The average franchisee in each of these business service franchise brands is a high caliber, accomplished professional with a strong resume. In recent years and since the pandemic occurred, there has been an uptick in the business services space as more and more brands in the category have pushed into franchising to scale their model and expand into new market segments. We’ve found that the pandemic has fueled significant growth in the franchise market and the business services segment has run right alongside the rest of the franchise industry. Lloyd Forensics is a forensic accounting firm franchise which was launched by Diana Lloyd who had built

a incredible brand and in-depth business system providing forensic accounting services launched the franchise model once realizing that the market segment is way to large for her to capture market share with just company resources and franchisees could benefit from a high margin, specialty niche service business like Lloyd Forensics. In the finance segment, PS Lending, a real estate funding service provider founded by Phil Stevenson in South Florida was growing so quickly with the explosion in the residential real estate market that the franchise model was a natural transition for the firm to begin to grow into new markets and expand the brand. CoLabs Mortgage Lending Franchise is also an excellent franchise system in the mortgage lending space with incredible technology and a strong marketing system in place. Regardless of the industry niche within the business services category, the trend is absolutely real. I would offer two bits of advice, one to the potential franchise buyer considering the business services segment and one to the business services brand considering ways to expand. For the franchise buyer, the franchise model has proven to be effective in this category, don’t rule out a franchise system as a way for you to build your own business and leverage a proven business system. For the brand considering how to grow, you will never attract the quality of person, commitment to operating the business and passion for delivering your services with an employee that you will with a franchise business owner, you cannot rule out the franchise channel as a way to grow your brand. Franchising MAGAZINE USA 29

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FOCUS: YourHomeHub

Why service franchises will continue to surge

in 2022

Kathleen Kuhn has more than 35 years of experience in real estate and home services, with an emphasis on franchising. She joined MooveGuru in 2021 to expand the company’s consumer services and help launch the YourHomeHub franchise offering. In October 2021, Kathleen was named President of MooveGuru, the first female president in the company’s history. Learn more at YourHomeHub.com. know some of the market trends. Based on my experience in this industry and current vantage point, here are several trends to be on the lookout for in the year ahead.

A rise in tech-focused franchising opportunities The franchise industry as a whole witnessed some of its most substantial growth in a long while in 2021, fueled by an economy rebounding from the initial shock of the COVID19 pandemic and a growing number of professionals making life-changing decisions to make a professional change. Career moves were quite common in 2021—we all read and heard the news stories of the Great Resignation taking place every month in the U.S. as millions of people left their jobs for greener pastures elsewhere. A similar trend ensued in other parts of the world. The mass exodus went beyond switching jobs; tens of thousands chose to become business owners and invested in a franchise 30 Franchising MAGAZINE USA

concept. Service franchises, particularly in the home services sector saw solid growth. This expansion is no surprise. From a business perspective the appeal of a service franchise has been elevated due to the pandemic. Quick serve restaurants and many other brick and mortar businesses continue to struggle more so than service sector. And our homes have become more critical over the past few years, in part because we’ve spent more time at home during economic shutdowns, remote learning and a shift to working from home. Besides that, the real estate market has been on fire in many parts of the U.S. National home prices increased by nearly 20% in 2021 compared to 2020. Some markets like Phoenix and Boise, Idaho, were significantly higher. If you’re a home services franchise owner or looking to invest in one, you want to

Technology, as it has done in every other industry, has significantly changed how franchising works. Franchise systems can manage their entire brand on a single dashboard; franchise owners can do the same with their units’ marketing, sales, and operations. Taking that a step further, there’s a future where more and more franchise brands are tech-first in their actual model, not just the way they operate on the backend. Take, for example, what we’re doing at MooveGuru: We have launched YourHomeHub. This “everything home” tech hub allows homeowners to manage both the home’s financial details and physical elements. From real estate agents to mortgage officers to savvy marketers or sales experts who want a work-from-home business, franchise owners operate the tech-first franchise, selling their services to real estate agents who provide it for free

to consumers. YourHomeHub is the first property tech—or, “proptech”—franchise on the market, and it is exploding. We’ve sold out twenty states in less than six months, and we’re just now launching the consumer product at YourHomeHub.com. The impact we’re having in our space could also happen with other service franchise sectors. Tech-first franchises in the B2B space could help business owners learn how to better run or manage their business through a platform; it could help people make investments and provide useful tech solutions for healthcare. Essentially, any tech platform could become a franchise. Franchising is essentially a business expansion model. Rather than hiring a large pool of sales associates, a Tech Franchise empowers local owners, who are highly invested and qualified, to own the platform, providing them with the training and support to market and support relationships in their territory while being their own boss.

Growth of ancillary models that support the homeowner at multiple levels When real estate is good, and values are up, consumers who own those homes have the confidence to do renovations in their home; others have the confidence to sell and buy knowing that they have a lot of equity in their current home. This positive growth in real estate is fueling home service franchises and will continue to do so in the year ahead. Smart, savvy investors are taking note and

buying franchises in the home services industry. Not only that, home service franchises have become a hot commodity for franchise conglomerates looking to add to their portfolios. The beauty of home service franchises can be both personal and financial. Lower start up investment is appealing and the ability to build long-lasting relationships serving homeowners and their community is personally rewarding. Having an ongoing relationship and multiple touchpoints with a customer is a dream come true for business leaders, and home services provide just that. We considered this holistic approach when developing YourHomeHub. Consumers can monitor extensive information about their home and local market conditions, store important documents, generate accurate estimates for home repairs and find a local contractor for over 1,000 different home service categories. The platform also offers a reliable home value estimates that are more accurate than common online sources. Homeowners can get alerts on real estate activity in their area, maintenances reminders specific to their particular home and search the resource library for advice on everything from running a successful garage sale to ice damn prevention.

Service professionals buying franchises as an add-on for their portfolios Multi-unit franchise ownership is nothing new to franchising. And owning several different franchise brands within your portfolio isn’t either. However, we’re seeing

more and more service professionals buying franchises as add-ons for their portfolios. The early interest in the YourHomeHub franchise comes primarily from real estate brokerages looking to add on to their existing business and create a new pipeline for revenue. Mortgage and title companies and mortgage brokers are also interested in the model. With these add-ons, it makes sense to think outside the box about how you structure the franchise. For example, we have implemented what we are informally calling a “reverse royalty” structure. We are paying franchise owners every month for their revenue through YourHomeHub subscriptions. Our franchise pays 10 to 20 percent of net subscription to franchise owners (rather than the owners, as is customary for franchises, writing us a royalty check every month). This makes adding our model even easier for an existing home and professional services business. Any franchise looking to become even more attractive as a low-cost, high-value add-on business model should think outside the box regarding how your franchise is structured. We see the positive impact of that already. As we look ahead into the remainder of 2022, we’re incredibly excited about what’s to come in the service industry within franchising. You should be too! There’s a lot of positive trends on the horizon. Be innovative and be courageous. If you’re those two things, be prepared for rapid growth this year. Franchising MAGAZINE USA 31

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expert advice: Gary Bauer | President | JAN-PRO Cleaning & Disinfecting

What Franchisees Need to Consider When Looking at a Franchise Franchising is a great business model but that does not “ mean all franchises are created equal. Finding the right brand, goes beyond financial opportunity and often encompasses culture and resources.

”

Unit level economics Unit level economics describes a specific business model’s revenues and costs in relation to an individual unit. It’s critical that a prospective franchisee has realistic expectations when it comes to developing a license territory. Franchisees should review the item 19 of the Franchise Disclosure Document (FDD). The franchisor cannot make earnings representations that are not included in item 19 of the FDD. Existing Franchisees are a great source of information and a list of existing franchisees. Item 20 of the FDD will be helpful in finding contact information of existing franchisees.

The cost of the total investment not just the cost of the license The FDD for a franchise opportunity will clearly list the range of cost to license and open a location. Item 5 will outline initial costs while Item 6 will include royalties and other fees. Ongoing operating capital, real estate, insurance, and funds for salaries are just a few additional details that will come up and many are covered in Item 7 of the FDD. The best way to gain a better understanding of these costs is to connect with members of the franchise development team or reach out to existing franchisees. 32 Franchising MAGAZINE USA

From April 2020 to present, Gary has been the Brand President for JAN-PRO Franchising International, Inc. and JAN-PRO Enterprises, LLC. From October 2016 through March 2020, Gary served as Operations Manager of Orkin Pest Control. Gary served as CEO of BDRY Systems from September 2015 to May 2016. From September 2000 to August 2015, Gary served in various senior executive roles for the AmeriSpec, Furniture Medic, ServiceMaster Clean and ServiceMaster Restore franchise brands, including serving as Chief Operations Officer of the ServiceMaster Franchise Group from March 2012 to August 2015.

Territory demographics Territory demographics are imperative to consider when opening a franchise as the concept may not perform as well depending on the territory demographics. Demographics can vary ranging from something as simple as population to more complex criteria that take into consideration single family households, income ranges or business counts related to the concepts’ target customer. When looking at different territories, prospective franchisees must determine “Do the territory demographics align with the business?” A lawn care franchise in a downtown metro area might not be a good fit even if population would make the territory attractive on the surface. Similarly, an urban territory might be less than ideal for a commercial cleaning territory. What is key is not only knowing your target customer but understanding how key territories demographics align with the customers you will be targeting. In addition to considering territories and demographics, franchisees must consider additional factors that could further impact their decisions such as accessibility, the local economy, and more. Also consider if the territory is exclusive and if the franchisor has the ability to operate a company owned location in the territory.

Source of customers In entering a new territory, depending on the franchise’s reach, prospective customers may be unaware of the concept and why they should purchase from your new franchise. Franchisees need to consider how they will acquire customers. Will they invest in advertising? Sales? Marketing? Cold calling? While many franchisors offer support in this area, should they not, franchisees will need to

think through and designate who will be in charge of these responsibilities.

Strength of the system Determining if a brand is established or a startup concept will help you determine the strength of its system. While established brands offer a concise system that has proven success, startups offer a system that may be working although not have the reach of a more established brand. In addition, researching a brand’s system will allow franchisees to understand additional crucial information including franchise turnover, if franchisees are able to sell their business when ready, and more. Item 20 of the FDD will list new franchises opened, terminated, transferred, and closed for the last 3 years and is a great place to start in understanding this. Also, in making calls to existing franchisees one should inquire about the strength and stability of the system from a franchisee perspective.

Support structure and background of the leadership team The majority of franchise systems will be prepared to help their franchisors succeed, though how each franchisor approaches that differs. It is important for franchisees to inquire how they will be supported in the process of opening their business. This can include anything from operational support to locating real estate. Additionally, the members of a franchisor’s leadership team are incredibly important. Many franchises seek individuals with a robust background in franchising offering knowledge and experience in the category and positioning franchisees for success. It is important for franchisees to inquire who is on the leadership team and how they will be beneficial to the franchisee’s business.

Read the franchise development deal (FDD) and franchise agreement A lot of meaningful information lies within the Franchise Disclosure Document (FDD) including the franchise agreement. These documents can detail key information including what kind of ongoing royalty do you have to pay and whether or not it can it change. They discuss if there are other required fees such as technology and advertising, conference attendance, and if you required to use certain materials, products, or equipment. In addition, they can explain what types of legal proceedings are disclosed by the franchisor. Perhaps most importantly, these documents discuss what the term of the agreement is, how to renew or extend theses terms, and what the process of selling or exiting the franchise system entails. While they may be lengthy, it is critical to read and understand the Franchise Disclosure Document and the franchise agreement contained within!

Call or visit existing franchisees Positive validation of the system is one of the best indicators you can get. Connecting with a handful of franchisees within the system and understanding their journeys is incredibly insightful. Whether the franchisee may have a similar lifestyle or not, their stories can shine a light on the leadership team, trainings, processes and more. Additionally, existing franchisees can shed light on their day-to-day operational experiences and the triumphs and challenges of running their own business in the category. Most importantly, I encourage that you ask them if they are satisfied and if they would do it again?

Don’t make a quick decision This might be the single biggest event that impacts your life financially. Franchising is a great business model but that does not mean all franchises are created equal. Taking the time to do your research and ensure that your franchisor aligns with your financial and personal goals is crucial. Finding the right brand, goes beyond financial opportunity and often encompasses culture and resources. Franchising MAGAZINE USA 33

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HAVE YOUR SAY: Screenmobile

ScreenMobile Opportunities Some of Screenmobile’s top capabilities include:

Looking for an opportunity to join the number one mobile franchise in the country with a scalable and profitable business model within the $457 billion home improvement industry? Look to Screenmobile. What is Screenmobile? Known as America’s Neighborhood Screen Stores® and headquartered in Thousand Palms, California, Screenmobile is the nation’s leading mobile screen service franchise. Established in 1980 as the world’s first network of mobile screen professionals, Screenmobile manufactures, installs and repairs screens for residential and commercial customers across the country, without the need to operate out of a warehouse or manufacturing center. The brand’s extensive capabilities go beyond traditional window and door screening, containing a variety of premium outdoor lifestyle products including garage screens, motorized roll downs, sun control products and more. 34 Franchising MAGAZINE USA

• You Call, We Screen: Screenmobile measures, manufactures, and installs screens for windows, doors, porches, patios, and more on-site and at the convenience of their customers. All a customer has to do is call and Screenmobile will do the rest. • Any Need, Any Place, Any Screen: Whether a customer has a simple window screen that needs repair, or a builder needs 100 patio enclosures installed, Screenmobile’s professionally trained technicians will be there to answer the call. Any Need—big or small. Any Place—whether a condo, house, school or commercial building, etc. Any Screen—the Screenmobile team is made up of experts at whatever product a customer is looking to have installed.

Wondering what sets Screenmobile apart from other franchise concepts? Some key differentiators: • No Competition: As a nationally recognized brand with a proprietary “mobile workshop” model, Screenmobile has no national

competition. Their business concept hasn’t replicated by any national competitors in nearly four decades. • Family-Focused: As a family-owned company, Screenmobile places a high value on family. In fact, we treat our owners like members of our own family. This has led to 100+ Franchise Owners who highly recommend the business. In addition, we have an industry-leading 99% renewal rate once our 10-year franchise contracts expire. • Great Growth: There are currently over 100 franchise owners operating over 140 licenses throughout the U.S. and Screenmobile is continuing to grow. Servicing residential and commercial structures, the company has seen a growth in customers and continues to expand its franchise portfolio. • Low Overhead/High Potential: Screenmobile’s innovative truck-andtrailer model allows the company to keep overhead expenses low for franchise owners while delivering consistently high-quality products and services to loyal clients. The result? A simple-to-operate business with a potentially quick—not to mention substantial—return on the original investment.

Previous experience in “ the window screen repair or home improvement industry is not a requirement.

”

• Industry-Recognized: Screenmobile’s rapidly growing concept has been ranked highly on the Entrepreneur Franchise 500 multiple years, has received multiple industry awards, and the company continues to climb the ranks across multiple platforms and outlets. • Owner Controlled: Though business hours are from 7am to 5pm, franchise owners are not stuck working ten hour days. Screenmobile prioritizes flexibility and encourages every franchisee to have a healthy work-life balance. • 100% Approval: 100 percent of Screenmobile’s franchise owners report that they are satisfied with their Screenmobile experience.

How to Get Started with a Screenmobile Franchise Screenmobile has created a niche segment within the service brand industry, providing extensive products, services and capabilities that can fulfill a wide-range of residential and commercial property needs. Successful franchisees will align closely with the company’s values of honesty, fairness, and trustworthiness and have a firm commitment to bringing high-quality, affordable service to the members of their communities.

Some of the top qualities of a successful Screenmobile franchise operator include:

partnerships with every franchise owner

• Mechanically Inclined: A successful franchisee with be good with their hands, where it comes from a professional background of mechanical engineering or just tinker hobbies.

marketing, and increased brand awareness

• Community & Family Focused: Place a great deal of emphasis on family life and giving back to the community? Screenmobile is a great fit. • Business Savvy: Successful operators don’t need to have a corporate background but do need to have a thirst for a job well done and a knack for running a business. • A Love of the Outdoors: Screenmobile franchise operators were not meant to sit behind a desk all day. Successful operators love being outside and will spend a good chunk of their workday in the elements. • Organized & Reliable: Successful Screenmobile franchise owners run on efficiency and precision. Tidiness, organization, and punctuality are other major characteristics of top operators. The corporate team at Screenmobile is dedicated to responsible, lasting, honorable

and they pledge corporate support via

progressive leadership, continual training, and expansion.

Franchise qualifiers and details include: • Screenmobile’s franchise fee is $39,500 and is based on the availability of

$30,000 in liquid capital and a high credit score.

• Potential candidates must demonstrate liquid cash availability and a net

worth of $100,000 or more. The total

Screenmobile investment begins at about $90,000.

• Qualifying candidates receive a $2,500 veteran discount off franchise fees for active-duty or veteran status in the United States military.

• Previous experience in the window

screen repair or home improvement industry is not a requirement.

Screenmobile is currently seeking single and muti-unit operators to join in the

brands expansion across the United States. For more information about franchise opportunities, call 760-835-1165 or visit www.franchise.screenmobile.com Franchising MAGAZINE USA 35

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expert advice: Floris de Kort | CEO | Xplor Technologies

Goodbye FinTech GrowthTech is Modernizing Main Street USA American entrepreneurs are energetically passionate. Small and medium-sized business owners that make up the heart of America’s local communities are driven by a love for their work – not the day-to-day business operations. Theirs are the businesses Americans use daily for the things that keep their lives running, from fitness workouts to childcare, home repairs or dining at a favorite restaurant. By engaging with local communities on a recurring, arguably more personalized basis, SMBs can create a much closer connection with their customers when compared to 36 Franchising MAGAZINE USA

larger enterprise companies. The growth and success of local SMBs is a mutually beneficial opportunity, positively impacting both the businesses and the communities they serve. COVID-19 presented more challenges for businesses than we could have ever imagined. As we all adapt for the future it’s important for businesses of all sizes, whether single unit or franchise, to be thinking about how to automate more workflow, attract new customers, and access the insights needed to spot new business opportunities quickly. So what can franchise-aspiring businesses do to meet the growing demands of a digital-first world? With the right support, any successful small to medium sized

business can become a successful franchise that meets the convenience-driven, instant gratification customer of today. The right support is more than just software, it is the innovative technologies which will help to grow your business. I call this GrowthTech.

Building modern solutions For any business trying to scale, investing in the right technology to deliver an exceptional customer experience is one of the most important business decisions you’ll ever make. Over the last decade, the rise of Software as a Service (SaaS) solutions has created an array of tech options for small businesses, with solutions for enabling business automation, seamless payments, and consumer engagement. The

Floris de Kort is an international fintech leader with over 20 years of experience in SaaS and payments. As CEO of Xplor Technologies, Floris is passionate about investing in people and culture, and has a strong track record of making companies amazing places to work by building great teams. Xplor offers enterprise-grade SaaS solutions and a global, cloud-based payment processing platform for SMBs in fast-growing ‘everyday life’ verticals: Childcare & Education, Field Services, Fitness & Wellbeing, and Personal Services.

Stimulating demand in a changing landscape More and more industries are moving to subscription business models, to meet changing customer preferences. How can SMBs keep up? GrowthTech can help, with tools to stimulate demand: • SaaS that’s tailored for your industry that creates a smooth, easy, rewarding customer experience • Embedded payments which cater to emerging consumer preferences like Buy Now Pay Later and mobile wallets • Client Relationship Management features to easily stay in touch with customers • Marketing automation tools to quickly generate new enquiries • Apps to deliver real-time consumer engagement and create meaningful interactions with customers • Marketplaces and aggregator website listings can also be invaluable for reaching new customers. market has adapted to meet this demand, via software companies who also act as

payment facilitators (Payfacs); payments providers using Independent Software Vendors (ISVs) to sell their services;

and technical integrations which allow businesses to add new functionality to management systems.

With this, the lines between SaaS and

FinTech providers is blurring. This shift has been most clearly seen across the

U.S., yet in markets outside of the U.S.,

this trend is only just starting to emerge. Choosing and implementing the right

technology for your business might seem costly and complex – but GrowthTech solutions are worth investing in.

Automating workflow, saving time Built-in workflow automation features now allow businesses to auto-send emails or text messages to customers; control the schedule and dispatch of service teams; and even auto-chase late invoice payments. For example, mechanical contractors (such as HVAC engineers or plumbers) using cloud-based GrowthTech spend up to 50 percent less time on accounting and reconciliation and can save over 20 hours of admin per week, while childcare center owners are using GrowthTech to fill empty places, auto-manage waitlists, and provide virtual learning options for children. Innovative GrowthTech frees up time to engage with customers on a personal level, provide employees with more rewarding

roles day-to-day and creates that highquality service experience which keeps customers coming back.

Tracking performance, increasing revenue And GrowthTech goes further than automated workflows, better customer engagement and retention. Intuitive data analytics and reporting dashboard solutions can also help SMBs track revenue performance, assess risk, and visualize growth in real-time – across single and multi-site locations. We’re seeing fitness studios using actionable data insights tools report a seven percent uplift on conversion rates and have reduced disengaged customers by over 22 percent year-overyear.

GrowthTech: The future This new era of all-in-one business management software – with embedded payments; CRM, demand generation and marketing tools; consumer apps and marketplaces; as well as data, analytics, and reporting – means that SMBs are finally gaining the competitive edge they need. GrowthTech is making enterprise-grade software available and affordable, so if you’re not revaluating your business technology needs in 2022 to future-proof your business, then perhaps you should. Companies using the right GrowthTech tools, tailored for their specific industry, will be the ones that thrive. These entrepreneurs will have more time to spend focusing on the inspiration for their company – the reason they started a business in the first place – while customized software takes care of the rest. With the right GrowthTech in place, a successful small business now has a path to become a successful franchise. Franchising MAGAZINE USA 37

EXPERT ADVICE: Bill McPherson | Vice President of Franchise Development | AlphaGraphics

Expand Your Footprint with Multi-Unit Franchising Bill McPherson is the vice president of franchise development for AlphaGraphics, a leading franchisor of printing and marketing solutions. With more than 285 locations in 6 countries, AlphaGraphics is one of the largest U.S.-based networks of locally-owned and operated Business Centers offering a complete range of print, visual communications, and marketing products. For more information, visit www.alphagraphics.com.

Multi-unit franchising has quickly become a popular option among established and new franchisees. Not too long ago, franchise owners opted to operate single-unit locations based on the idea of buying themselves a job. Over the past several years, ambitious entrepreneurs have decided that expansion is one of their main goals when purchasing franchises. According to FranData, there are nearly 45,000 multi-unit operators in the United States. They make up approximately 54.8% of the overall franchise market, equaling about 228,000 total units. Of those that own multi-unit operations: • 42.3% own two to five units • 14.3% have six to 10 units • 15.3% own 11 to 25 units • 8.6% have 26 to 50 • 19.6% run 50-plus units While the monetary profit may seem enticing for franchisees wanting to expand their footprint, there are things to 38 Franchising MAGAZINE USA

consider before diving headfirst into the multi-unit space. First, there is a higher investment initially for opening multiple franchise locations. If you already operate a franchise and look to expand, you will need the funds to finance the additional locations. The second thing to consider is your overall strategy for opening multiple locations. Arguably the best time to open additional locations is when you are both mentally and financially ready for the added pressure of operating two or more locations. In addition to finance, one needs to consider strategic location, inventory and equipment, a timeline, and the overall determination to succeed. Below are some additional things to keep in mind when deciding on opening multiple franchise locations:

Does the Franchise Support Multi-Unit Owners? If you are just getting into the franchise business and aspire to open multiple units from the beginning, it is important to have a conversation with the franchisor. One of the primary reasons entrepreneurs purchase a franchise is for their support systems and training programs. Explain

your overall goals and desire to operate multiple units to the franchisor. Find out how their support system helps multiunit owners. When it comes to serving multi-unit owners, a franchise needs more sophisticated systems in their network. That includes high-quality software, operational systems, owner training and tools. Understanding the franchisor’s expectations of you as a muti-unit operator is also important. Do they expect you to have a presence at each location? How many people are needed for you to begin your expansion? These are just a couple of questions that you should consider asking the franchisor. In many cases, a great franchise brand will guide you through these questions during the discovery phase while also considering your knowledge and skillset. A great franchise will help steer you down the right path on your quest for success.

If you are just getting “ into the franchise business and aspire to open multiple units from the beginning, it is important to have a conversation with the franchisor.

”

Be a Present Owner Time management skills are a necessity when running multiple units. While owners may not have the capacity to be at every location all the time, it is paramount that you are still hands-on when it comes to the overall management of the business. You need to maintain a regular presence at each location for your business to truly grow and be successful. This shows employees that you are not an owner who is looking for a profit, but you also care about the business as a whole.

“

To build loyalty with the staff at each location, the owner doesn’t have the luxury of just showing up. He or she must contribute to the overall workflow of the business. This can also encourage employees to work together as a team. It’s about leading by example, and that is extremely vital when it comes to owning multi-unit franchises.

Before taking that leap of faith, make sure it’s the proper path for you and your talents.

”

Hiring the Right Management Team While remaining hands-on during the day-to-day operation may be feasible when operating one or two locations, it’s impossible to be at every location every day once you begin expanding your franchise empire. Delegation is the key to earning success and growing your franchise territory. You have to ensure that you have the right management team in place at each location to keep the operation running smoothly. You will need individuals to help with anything from store management to finances. Being able to delegate to employees that you trust will allow you to focus on promoting and growing your business.

While hiring the right individuals is a necessity, it is vital for you to keep your team intact. High turnover not only brings down the overall morale of the company, but it also increases expenses for training and onboarding. Those are funds you will need if the overall goal is to continue expansion. Utilize your franchise’s support systems to help retain employees. Oftentimes, they offer a variety of training and personal development for employees. Giving the employee a path to greater opportunity within the franchise will provide motivation and give them a reason to continue working hard. Giving employees incentives as well as treating them properly will keep them on board for long periods of time and help you focus on running and growing the business.

Choose Multi-Unit Franchising If It’s Right for You Pursuing multiple franchise locations has a tremendous upside and benefits. From potential increases in revenue to expanding your territorial footprint, this option can lead to a great long-term career and leave a business for your family and children. But before taking that leap of faith, make sure it’s the proper path for you and your talents. It takes work to make multi-unit operations successful. From hiring the right management team to juggling your time, the multi-unit model has its pros and cons. Don’t jump at the approach because of the money. Do it because it is the best choice for your long-term goals. If you decide that it is, take the opportunity to speak to potential franchises and begin your journey. Franchising MAGAZINE USA 39

HAVE YOUR SAY: Daniel DeLeo | President and CEO | Grumpy’s Restaurant

How Grumpy’s Restaurant Has Won Over Northeast Florida’s Heart The restaurant industry is infamously known for dedicating a lot of hard work and commitment. After 15 years in the industry, I’ve learned a lot about what it takes to own and operate a successful restaurant. Currently, I am the President & CEO of Grumpy’s Restaurant and Grumpy’s Restaurant Franchise, which is a traditional Americana, full-service restaurant franchise based in Jacksonville, Florida.

More about Jacksonville’s Favorite Restaurant

2:00PM, providing the ultimate family, work and life balance.

Grumpy’s Restaurant was born out of passion and love for bringing family and friends together over great diner food. Our commitment and mission are to deliver the highest quality dining experience at an affordable price for families everywhere. We will never waver on our commitment to excellent home-style cooking, attentionto-detail, sweet southern hospitality and serving a hungry-person’s portion at a working-class price. All while closing at

Founded in 1999 and franchising since 2019, Grumpy’s Restaurant offers fresh, made-to-order and always-made-fromscratch menu items for breakfast, brunch and lunch. With an array of daily and weekly chalk board specials, a variety of sandwiches, homemade soups, salads, signature coffee, fresh squeezed juices, homemade hot chocolate and desserts, Grumpy’s has the perfect meal for everyone. A few popular menu items from Grumpy’s include our Cinnamon Roll Pancakes, which are topped with hot cinnamon roll center, house made icing, walnuts and powdered sugar and our Spicy Fried Chicken Benedict, which includes poached eggs served over fried chicken on a buttermilk biscuit topped with spicy hollandaise sauce and fried jalapenos. Our customers also love our specialty waffles such as the Strawberry Cheesecake Waffle that is infused with New York cheesecake pieces and topped with a whole slice of New York cheesecake, strawberries, whipped cream and house made icing. With locations currently open in Orange Park, Middleburg and St. Johns Florida Grumpy’s has proven itself to be local favorite in Northeast Florida. Due to its popularity, there will be a fourth location opening in Wildlight (Yulee, FL) later this

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Grumpy’s Restaurant was born out of passion and love for “ bringing family and friends together over great diner food. ” many accolades over the past year. Thanks to our hard working staff and our loyal customers, Grumpy’s has stayed a staple in Northeast Florida and we cannot wait to bring Grumpy’s to more communities.

Advice for Restaurant Owners

We are so thankful to have “ received so many accolades over the past year. Thanks to our hard working staff and our loyal customers.

”

year and a fifth to follow after that. The new location will be owned by husband and wife duo and longtime Yulee residents, LeAnne & Ray Rhoden.

Hard Work Pays Off Some notable recognition that Grumpy’s has received for its delicious food and great atmosphere include being named one of the “Top 12 Breakfast Spots in Florida” by Florida Rentals, and earning multiple Bold City Best 2021 awards for best “Restaurant Overall,” “Breakfast,” “Brunch,” “Family Restaurant,” “Pancakes,” “Bang for the Buck Restaurant,” and Jacksonville Business Journal’s “Best Place to Work” award. 2021 was its third year in a row receiving the Jacksonville Business Journal’s award and third time receiving Bold City Best, “Best Restaurant Overall” award. In addition, Grumpy’s has been awarded FSR Magazine’s Next-Gen Restaurant Brand 2021, TripAdvisor’s Travelers’ Choice Award, and Jacksonville Business Journal’s Fast 50 Company 2021. We are so thankful to have received so

While a franchise system can set you up with training, guidance and development plans, it is up to you to make the restaurant yours and create a friendly atmosphere. If you’re thinking about owning a restaurant franchise, your staff will become a big part of your life. Having family-focused values will help your staff enjoy coming to work each day and allow them to provide the best experience possible to customers. Operating a restaurant isn’t a one-person job; it takes an army of servers, bussers, cooks and more to ensure that everything is operating efficiently. Creating a good relationship with every single one of your team members will make sure that your restaurant has a healthy work environment, which will resonate with your customers as well. While providing exceptional service and offering delicious food is a necessity to any successful restaurant, I’ve learned that customers value more than just that. Getting involved within your community and taking the time to build relationships with the people is a great way to gain loyal customers and make your restaurant a favorite in your town. Finding ways to give back and help those in your community who are in need is a great way to show your community that your restaurant cares. To sum it all up, Grumpy’s motto is simple- No One Leave Grumpy! By following our motto, I have been fortunate to watch Grumpy’s become a stable in the Jacksonville community and expand across Northeast Florida. I believe that following our motto can help any restaurant become successful.

A Look to the Future for Grumpy’s Restaurant This year I am hoping to connect with new franchise partners who can carry out Grumpy’s’ mission to support others and create a welcoming, family-focused community restaurant. Grumpy’s is looking to bring its delicious diner food to more cities in Northeast Florida including Mandarin, Julington Creek, San Marco, Riverside, Beaches, and St. Augustine. Grumpy’s goal is to sign 3 development deals this year as the restaurant continues to gain popularity. I am hopeful that Grumpy’s will soon expand out of Florida and into other states across the country. Including a franchise fee of $40,000, the initial investment necessary to open a single location ranges between $414,200 and $998,000. Each Grumpy’s Restaurant location will occupy approximately 2,800 square feet of real estate and will have approximately 110 seats. For more information about the Grumpy’s Restaurant Franchise opportunity, visit www.GrumpysFranchise.com or www.GrumpysRestaurantCo.com.

About the Author Daniel DeLeon is the President and CEO of Grumpy’s Restaurant. He purchased Grumpy’s in 2017 and made it a successful franchise in 2019. Prior to his role at Grumpy’s, DeLeon had not only owned and operated multiple restaurant franchise locations, but also grew six local businesses from the ground up. After having a successful career as a multi-unit franchisee and large franchisor consultant it’s no wonder he was able to completely transform Grumpy’s into the award-winning brand it is now. Franchising MAGAZINE USA 41

FRANCHISEE IN ACTION: Skyhawks

Sibling Ownership Team Brings Youth Sports Franchise to New Orleans When Hurricane Ida made landfall last August, lives were upended again for the residents of New Orleans. But a trio of local siblings would not be deterred from their dream of opening a Skyhawks Sports Academy franchise, operating sports camps for the youth of their community.

With teamwork, persistence, and creativity, they opened Skyhawks just weeks after the storm swept through the area. William Berry is a natural fit for the franchise. A lifelong sports and fitness enthusiast, he studied Sports Administration and Business at LSU and worked in the offices of both NBA and NFL teams. As William prepared to graduate with an Executive MBA, he and his sisters wanted to find a franchise opportunity they could work on together and serve the youth of New Orleans. They knew they didn’t want to be tied to a storefront or have a product to sell. After researching several franchise opportunities, they discovered Skyhawks Sports. They considered it an ideal fit for their goal of operating a home-based business with the potential for profitability while also filling a need in their community. Skyhawks Sports Academyis the nation’s leading youth sports franchise. The camps, after-school programs, classes, and leagues offer 4–12-year-olds a chance to hone their athletic ability, social skills, learn teamwork, and have fun. SuperTots offers classes and enrichment programs for little ones 18 months to 5 years, preparing them for participation in Skyhawks as they grow. While William had the background in sports and is the face of the company, the sisters bring their own set of skills to round out the team. Catherine Barry Fabre is a CPA and stay-at-home mom, making her responsible for the business’s finances. Caroline Barry has expertise as a startup specialist. She is currently involved in an assisted living business and other consulting opportunities while handling the marketing and social media end of the Skyhawks franchise. The siblings signed on as Skyhawks franchisees in early August of 2021 with plans to offer youth sports programs as soon as fall, but Hurricane Ida hit three weeks later. The Barry family had to scramble to keep their dream alive. The impact of Ida disrupted the lives of New Orleans residents, damaging infrastructure, closing businesses and

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The highest demand came from parents of toddlers, so they shifted attention to SuperTots, a child development program through sports for kids 18 months through 5 years. The availability of sports programs for such young kids is rare despite the high demand. “SuperTots is an exciting brand and we’ve found people are very interested in it, maybe even more than we anticipated,” said Caroline. “We knew it was a good opportunity to get our name out there and build a database and then be able to use it effectively. We expect this early exposure to SuperTots to fuel participation in the Skyhawks’ programs as the tots get older.” Like any good sports team, the Barry siblings worked together to make their dream a reality. They adjusted their game plan, and came up with a winning strategy, exceeding their initial expectations.

schools, and displacing locals, including the Barry family. While they were lucky enough not to sustain any major damage to their homes, the siblings were evacuated out of state for two weeks. Back in New Orleans, residents were dealing with downed power lines, cell service and internet disruptions, and limited business hours, each being considerable challenges for the new Skyhawks franchisees as they attempted to start their business. Caroline initially focused their marketing strategies through Facebook ads and word of mouth. Among their hurdles were school closures and parents understandably more focused on recovery than on enrolling their kids in sports programs. But Caroline amassed a growing database of e-mail addresses of parents seeking information about Skyhawks programs. She hoped social media would generate interest as parents began posting pictures of their kids having fun and learning the basics of sports.

William pushed to hire coaches and find locations to host the programs. Locations that normally would have been open to them, such as area baseball fields and local recreation centers, were either closed or littered with debris from the hurricane. They were fortunate to secure land on private property and inside a nearby event center. Two area schools also contacted them about hosting locations. Even though the group had to delay their sales campaign a month later than originally planned, the extra time allowed the team to focus on offering three fall programs. The response was overwhelmingly positive, as their first program sold out within 15 hours and pointed to excellent momentum for the spring. While the delay could have proven disastrous for the start-up, it allowed the siblings to evaluate their fall programs and plan more strategically for spring.

“It’s a lot easier to be brutally honest with your siblings than in working with other staff members,” said Caroline. “At the same time, I have complete trust in them. There is an inherent trust we have in each other. It is also easier to know each other’s strengths and weaknesses. Since our skills complement each other so well, we are able to move faster, think strategically and avoid potential problems.” The Barry family looks forward to expanding Skyhawks offerings as the demand for programs grows in New Orleans. Children need community and fun, especially after opportunities for socialization and physical activities were curtailed by Hurricane Ida and the pandemic. Despite the auspicious start, the siblings literally weathered the storm and are well positioned for success in the new year. The overwhelming response they received as a fun, safe and social outlet for children following the hurricane has set the stage for more participation as the business grows. Through word of mouth and its early marketing efforts, the New Orleans franchise expects to enroll more than 500 kids in programs this spring with more activities throughout the year. www.skyhawks.com/

EXPERT ADVICE: Lucas Frey | CEO | Bella Vista Executive Advisors

7 Essentials for Successful Franchisees’ Strategy Franchisee success is all about moving forward daily to accomplish the goals you’ve set for yourself and team. You may have goals each day for your health, family and business. A good question to ask yourself is, “what actions align with what needs to be done today?” Your strategic plan for your business is no different. There may be overlap but your strategic goals are different than your franchisor’s. Simply, a well-thought-out strategic plan is your reference point to make sure the daily actions of you and your team are steps forward to reaching your vision. The following 7 Essentials for Strategic Planning ensures your business has a clear direction to success.

mission for each business unit. And you may have an overall mission for your company like, “manage and grow each franchise to benefit the XYZ Company and its associates.” The Successful Franchisee sets the standard with its Mission.

Set 1 External AND Multiple Internal Visions Sounds complicated but it’s not. Your company’s external vision lets your team know where you want to be in the future. You decide the time frame. Try to keep this within 3 years and have systems in place to re-evaluate at any time. Your Strategic Plan are the steps required to get from Mission to Vision. The Terrace Park Fire Department established a vision to “Protect our Village with the best unpaid-professional firefighters. We’re neighbors helping neighbors having their worst day.” Recruiting, training and equipment/technology upgrades became part of our strategic planning to reach our vision. “Multiple Internal Visions” are YOUR milestones at various future times: • Daily, • 3-6 months, • 1 year, • 3 years. McDonald’s vision is, “To move with Velocity to drive profitable growth and become an even better McDonald’s serving more customers delicious food each day around the world.” This vision has no end and yet applies to daily actions.

Establish Your Clear Current Mission What value does your company provide? Your value can be a product, like McDonald’s, proprietary technology like AirBnB or a service, ServPro for example. Your mission is the daily guidance for your team. State your business’ value in simple terms. McDonald’s mission, from its website, is “To be our customers’ favorite place and way to eat and drink.” Understandable, to the point and applicable for each franchisee. Now let’s say McDonald’s is one part of your company’s portfolio of various franchises. You may use the franchisors’ corporate 44 Franchising MAGAZINE USA

• Establish your vision for when it’s time to sell your business. Where is the value in selling your company? ImageFIRST worked with clients on 3–5 year service contracts. The sale value was a multiplier of those contracts and stated in the original partnership agreement. Restaurant franchisees see the value of their asset in consistent revenues. What is the sale value for your company?

Generate Strategic Ideas What projects can your team achieve to get you from Mission to your Vision efficiently? Brainstorm with your team using the table below as a discussion starter. Write your project ideas on Post-It Notes and use a different color paper for cost reduction projects and revenue enhancers. Do not edit any ideas. Put down ideas on each end of the spectrum: those requiring no resources and those you can accomplish if your resources were unlimited.

NEMO Analysis Now it’s time to find the most effective 3-5 projects. Use the NEMO Grid to help you decide. Projects fall into 1 of 4 categories (in order of preference): 1. No Brainers are those projects with highly positive impact AND require relatively less resources. These projects typically produce wins quickly. 2. Expected Wins are projects with positive impact and require more resources including time and risk. 3. Maybe projects have less impact than others and require few resources. 4. Obviously Not projects do not need to go on the grid. Their impact is minimal AND require significant resources.

Communicate and Implement Consensus within the strategy team is not required and rarely achieved. The team must speak as one committed voice moving forward and communicate the plan clearly to the rest of your teams: • Interim and end goals, • Success measurements and • The WHY for each project. How does each align with your vision? Now your experts implement the specific projects with the resources allocated. Project oversight (preferably the project Champion) is critical and depends on your specific systems.

Celebrate, Evaluate and Repeat

The next step is to have team members “champion” a project. This may take time to research and gather data to formulate their argument. Each project champion comes to the Strategy Group with reasons why their project is the most effective to pursue.

Decide Discuss, debate and decide on 3-5 most impactful projects that require less resources. Cost reduction projects get preference. When costs are reduced (fixed or variable) there is a dollar-fordollar impact on the bottom line. Don’t exclude revenue enhancers but $1 increases in revenue are offset by variable costs.

Establish when and how each project is reviewed. Stay nimble and open to opportunities as they may appear during this process. Continually review your Strategic Planning system to make it more habitual, impactful and efficient going forward. Strategic planning is perpetual until you sell your business. CELEBRATE your team’s successes!

Luke Frey improves franchise owners’ businesses where corporate support alone fails. He brings 26+ years of varied professional experiences including 20 years as a franchise owner of ImageFIRST Cincinnati, 6 years as an industrial engineer for a Fortune 250 company and 19 years as a volunteer firefighter. All of these experiences, in addition to his drive to learn, have brought him to be a positive driving force for other franchise owners’ successes. To learn more about Luke and how Bella Vista Executive Advisors can help, please click HERE www.bellavistaexecutiveadvisors.com Franchising MAGAZINE USA 45

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february 2022

cover story

Why Veterans Make Good Franchise Owners

top 3 tips

on relating to your consumer audience to drive results latest news in

veteran franchising

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

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contents

veterans supplement Cover Story 52 Bluefrog Plumbing + Drain: Why Veterans Make Good Franchise Owners

What’s New 50 Franchising News Latest News from Veterans in Franchising

Franchisee in Action 54 Troy Ingle: Huntington Learning Centers

52 56

Franchisee 56 Bodybar Pilates: Bodybar Signs Agreement to Help California Find its Balance

Expert Advice 60 Mike Kelsey: Why Franchise Consulting is the Best Business Opportunity for Veterans

Franchise in Focus 70 Fastsigns: FASTSIGNS is the Number One

Franchise Opportunity in the Signage and Graphic Sector

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Wienerschnitzel Fra Development Deal Slim Chickens Grows Franchise Footprint in Wisconsin with Multi-Unit Signed Agreement

Exclusive Arkansas Agreement Follows Equall Wienerschnitzel, the world’s largest hot dog franchise, is proud to announce the signing of an exclusive development agreement with Tejas Dogs, LLC, to build 20 new Wienerschnitzel restaurants throughout Arkansas over the next 12 years.

Leader in Better-Chicken Segment Signs Dealwith Experienced Restaurant Operators in Wisconsin. Slim Chickens, a leading fast casual franchise which features dine-in and drive-through options in the better-chicken segment, announced today it has inked a deal to bring nine locations to Wisconsin. Nick and Chad Sternitzky of PREL Investments Inc. are spearheading the deal bringing locations to Madison, Green Bay, Appleton, Oshkosh, Fond du Lac, and Wausau. The brand has opened more than 150 locations across the United States and the United Kingdom. With over 750 locations in development, Slim Chickens momentum shows no signs of slowing down. “After doing research on restaurant concepts, we found Slims to be a perfect fit for us. Not only do they have a great executive team with clearly established systems and processes, we’re a big fan of the food,” said Chad. “We are excited to hit the ground running to bring Slim Chickens’ southern hospitality and fresh flavors throughout Central Wisconsin.”

The Tejas Dogs agreement follows a separate 20-unit announcement by the brand in 2020 to develop throughout Louisiana and paves the way for Wienerschnitzel to further expand its iconic quick-service footprint throughout Southern and Midwestern states. There are already plans to begin building three stores in northwest Arkansas to jumpstart the development schedule. “With personal roots in Arkansas paired with our extensive business experience, we found the perfect match with Wienerschnitzel and their unique franchise model,” said Brian Shinall, Business Manager for Tejas Dogs. “As we examined many

The brothers have played vital roles in their family’s business – they started their journey in the restaurant industry by assisting in operations at their parents Arby’s business, which has been in the family for more than 35 years. They then ventured out on their own and opened Freddy’s Frozen Custard in Central Wisconsin to provide communities with more food variety. “Chad and Nick are ideal operators to break Slims’ into Wisconsin. Their experience in successfully operating Arby’s and Freddy’s proves their expertise,” said Jackie Lobdell, vice president of franchise development at Slim Chickens. “Also, the deep understanding they have of the Wisconsin restaurant scene will quickly make Slim Chickens a go to meal time destination.” For more information on the Slim Chickens franchise opportunity, visit slimchickensfranchise.com 50 Franchising MAGAZINE USA

Named Top Pet Franchise for the Eighth-C

anchise Inks 20-Unit to Enter Arkansas

MOUNTAIN MIKE’S PIZZA PROUDLY OPENS FIRST ARIZONA LOCATION IN MESA

ly Impressive Development Deal in Louisiana QSR diversification opportunities for our business portfolio, Wienerschnitzel captured our attention with its recipe for success spanning six decades, including low food costs, simple operations, strong corporate support and the entirely underserved markets in Arkansas; and let’s not forget America’s love of hot dogs.”

Mountain Mike’s Pizza, a leading California-based family-style pizza chain for more than 40 years, known for its legendary crispy, curly pepperonis, Mountain-sized pizzas, and dough made fresh daily, is excited to announce the opening of its first Arizona location in Mesa.

With a refreshed focus on franchise expansion, Wienerschnitzel is aggressively pursuing new growth via multi-unit partnerships and area development programs. Despite the challenges of the pandemic, Wienerschnitzel continues to experience systemwide sales increases through its already popular drive thru, delivery and familyfriendly meal options. Wienerschnitzel currently has over 330 franchise locations in 10 states.

The new restaurant is owned and operated by Pelican Food Concepts. Located in the Mesa Riverview shopping center on Dobson Road, Mountain Mike’s is thrilled to introduce the brand’s signature experience of “Pizza the Way it Oughta Be!®” to Mesa locals and beyond with more Arizona locations on their way.

To learn more about the benefits of owning a Wienerschnitzel franchise, please visit www.wienerschnitzelfranchise.com

Consecutive Year

“We’re proud to bring Arizona’s first Mountain Mike’s Pizza to Mesa, where our new guests can enjoy the family-friendly atmosphere and mouthwatering food that

has made Mountain Mike’s a household name,” said David Childree, General Manager of the new Mesa location. The expansive 3,550-square-foot Mountain Mike’s Pizza in Mesa features the same welcoming atmosphere the brand is known and a design that pays tribute to the adventurous spirit within us all. The location includes a private patio for those who enjoy dining alfresco and a seated bar counter serving a variety of beer and wine. With thirteen 75-and 82-inch big-screen televisions throughout the restaurant and a kids’ area with arcade games, the newest Mountain Mike’s is an ideal spot for sports fans, team parties, family gatherings and group fundraising events alike. For additional information about Mountain Mike’s Pizza, visit www.mountainmikespizza.com.

Pet Supplies Plus Ranks #20 on Entrepreneur Franchise 500 Recognized on the franchise industry’s mostreputable and competitive annual ranking, Pet Supplies Plus, the largest independent pet retailer in North America with over 600 stores in 38 states, ranked No. 20 on Entrepreneur Magazine’s 2022 Franchise 500 list. The ranking evaluates from the following five key factors: the size & growth of the company, costs & fees, support, brand strength and financial strength & stability. Each eligible franchisor was scored based on more than 150 data points, and those with the highest

cumulative scores became the Franchise 500. Pet Supplies Plus, America’s Favorite Neighborhood Pet Store remains No. 1 in the pet category for the eighth-consecutive year. This annual recognition for the largest independent pet retailer, follows one of the strongest development years to date with 118 new store agreements signed. For more information on Pet Supplies Plus franchise opportunities, visit www.petsuppliesplusfranchising.com Franchising MAGAZINE USA 51

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cover story: blueFrog Plumbing + Drain

Why Veterans Make Good Franchise Owners

account for only 7% of the American population, they account for 14% of the franchising network, as franchising has proven to be an ideal structure for veterans to become leaders in the US economy.

Veterans make great franchisees In my nearly two decades in franchising, I have had great opportunities to meet, work with, and learn from various franchise owners. Many of these successful franchise owners are military veterans and more often than not, are among the most qualified candidates for franchise ownership. This should come as no surprise as their military training instills the necessary combination of discipline, grit, selfsacrifice, and leadership - all of which are instrumental in running a successful business. Veterans contribute significantly to the franchising community. While veterans 52 Franchising MAGAZINE USA

First and foremost, veterans make great franchisees because they are accustomed to adhering to established systems. The military has a well-defined set of rules and guidelines that all members must follow, and while franchising is not nearly as rigid or restrictive as the military, it has been demonstrated time and time again that the most successful franchise owners excel in their businesses by adhering to a working, routine system. Precision in executing systems and following procedures is emphasized in military training, and in the franchising world, translates to success. Next, veterans commonly develop a firm grasp on what it means to be a leader. This is instilled in them during their time in the military and rolls over when

Precision in executing “ systems and following procedures is emphasized in military training, and in the franchising world, translates to success.

”

veterans become franchise business owners. Veterans are experienced in managing people, which equips them to be excellent communicators. They also have a strong understanding of goals and how to achieve them - all of which are crucial to franchise ownership. The most successful franchisees naturally assume a true leadership role within their organization rather than becoming ‘stuck in the weeds’ of day-to-day operations. As with the military, successful franchisees and employees work seamlessly as a team to accomplish an overarching mission. In addition, veterans have a natural inclination to work hard. Serving in the military requires a high level of drive and commitment that is needed to succeed in business ownership. Starting a business of any kind is hard work…harder than most realize, but veterans possess a unique, demonstrated ability to ‘carry the load’. The military receives extensive training and teaches highly specialized skills that are used to perform highly specialized tasks. This means that a veteran can enter a new field and increase his or her chances of success by following the franchisor’s proven business model and completing the comprehensive training program. Veterans also have a great ability to work well under pressure. While being in the military takes risk-taking to a new level, this is commonplace in the day-to-day of business ownership as well, you must be able to take risks to succeed. Starting and running a business can be stressful, challenging, and time consuming, and it has proven time and time again that not just anyone is cut out for the job. However, veterans are (quite literally) veterans in handling overwhelming situations - and are well equipped to overcome nearly any challenge or obstacle. This is the foundation of what a veteran is taught

during their years of military service, and it serves them well in their franchise endeavors. Lastly, veterans possess a ‘teamwork makes the dream work’ mindset. In the military, one of the most important skills to have is the ability to work as a team for an overarching mission. The will to sacrifice your life for the greater good of the country is a unique quality that only military veterans can say they have, and the bond this forms between members of the military is unbreakable. This allows for a high level of communication and collaboration, and makes veterans that much more capable to be a franchise owner. If you are looking for a franchisee that knows how to lead, but also knows how to take a step back and work effectively with members of their team to achieve measurable results - look no further than the brave veterans who have sacrificed so much for our country and will do the same for their business.

VetFran Membership Shows a Commitment to Hiring More Veterans The International Franchising Association (IFA) takes seriously its mission of assisting and hiring veterans, most notably through the Veteran Transition Initiative (VetFran). VetFran is a network of over 600 franchise systems located throughout

the country that has assisted over 6,500 veterans and military spouses in acquiring a franchise business. VetFran enables veterans to transition from selfless service to selfless service in their communities. The path to business ownership should be straightforward following distinguished service to our country, which is why bluefrog Plumbing + Drain offers qualified US veterans a 7% discount on our franchise fee through our participation in VetFran.

About blueFrog Plumbing + Drain A blueFrog Plumbing + Drain franchise is a low-cost investment opportunity offering high growth potential. Join this fresh new brand as it spreads throughout the nation in 2022 and beyond. Standard franchise costs range from $109,730 to $361,015 — or $37,230 to $203,515 for a conversion franchise — much less than the usual plumbing franchise brands due to the lack of brick-and-mortar expenses. For in-depth details about the blueFrog Plumbing + Drain franchise opportunity, fill out a free franchise information request form or learn more by calling 877-697-6110. Franchising MAGAZINE USA 53

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FRANCHISEE IN ACTION: Troy Ingle | Huntington Learning Center

Top 3 Tips on Relating to Your Consumer Audience to Drive Results Driving bottom-line results is always top-of-mind for business owners big and small, and working to set expectations, strategize operations, and garner those desired results can be an overwhelming task. Where do you start? What matters most? What drives your business strategy? For Air Force veteran Troy Ingle, a Huntington Learning Center franchisee of five years in Fleming Island, Florida, the key to driving results is honing in on and relating to your consumer audience on a deep level. Ingle is coming off the heels of his strongest month in business yet in October 2021. He credits this success to a consumer-centric approach to business. The below tips are meant to inspire business owners in setting the groundwork to drive bottom-line results with a strategic focus on relating to your ideal and existing customer-base.

Focus on Building a Strong Team to Deliver a Memorable Consumer Experience The groundwork for success in relating to your audience begins with focusing on the team that is working with consumers directly. Creating a great experience 54 Franchising MAGAZINE USA

“

Consumers seek out your business for a specific purpose. Hone in on the “why” so that you can better understand what leads to sustained recruitment and retention of customers.

”

for your customers extends further than excelling in customer service – all businesses can provide good customer service. What sets your business apart is delivering a memorable consumer experience that differentiates from competitors and drives results. Your team’s technical and industry-related skills aren’t all that is needed to create a business environment that is relatable to consumers. Establishing an emotional connection with the customer is critical and something that is often overlooked. More attention needs to be placed on perfecting the personalized interaction between the customer and the team member. Your team members need to be able to consistently put themselves in their customer’s shoes, understand their needs, anticipate future needs, and deliver an experience that not only meets but exceeds expectations. While many franchise brands have made impressive digital improvements amid the pandemic, equal attention should be placed on energizing frontline employees to focus on building the customer experience. Ingle stresses that technical skills and the systems and processes of the job can

be taught, but empathy and passion for interacting and helping consumers must be innate. Remember not to lose sight of the value in the human connection and experiences that fuel your relationship consumers and make your business great.

Build Relationships with External Organizations Tied to Your Audience Once you’re confident in your team’s ability to deliver your ideal consumer experience, it’s time to focus on the external environment where consumers are living their day-to-day. For Ingle, the most promising external organization to align with is the local school district, but he doesn’t just focus on the attention of parents – he works to build and maintain relationships with the teachers. The teachers in Ingle’s local schools are closest to the students currently enrolled in his business, and those who could potentially receive tutoring services from Huntington Learning Center in the future. In addition to building and maintaining relationships with local teachers, Ingle also focuses his energy on involvement with

The students who come to Ingle’s Huntington Learning Center are there to gain confidence in learning new things. Therefore, Ingle makes it his team’s priority to treat students as individuals and tailor the tutoring programs to fit their unique needs, academic goals, and schedules. Ingle validates and delivers on his consumer’s why - their reason for enrolling their children in Huntington’s services to help relate to his current and prospective audience. Parents are binding factors in reputation and referral, and through the relationships built with them, Ingle is able to both recruit and retain customers.

other community organizations that tie into his industry. He is an active member of the advisory council for early childhood development at one high school, in addition to participating in the business advisory council at another high school. Not only do these relationships with external organizations allow for exposure of the brand, it also provides Ingle and his business with a pulse on what consumers are focusing on throughout the year and trends in the education industry. This involvement gives his business the opportunity to prosper and deliver on exactly what consumers want and need.

Understand Your Audience’s Why – Leverage this to Recruit and Retain Consumers seek out your business for a specific purpose. Hone in on the “why” so that you can better understand what leads to sustained recruitment and

retention of customers. You must also commit to actively listening to your

customers – whether that be through in-

person interactions, surveys, or business reviews. This will allow you to gain a

deeper understanding and deliver on their expectations.

Businesses that prevail are the ones that truly understand their consumer audience and build strategies to best serve them. With a customer-centric mindset, businesses can strengthen their relationships with customers – in turn, impacting bottom line results. By honing in on his team, the existing students at his franchise, and the community he serves, Ingle has been able to build a strong base that has fueled personal business growth and helped his students meet their goals at the same time. To learn more about Huntington Learning Center – Fleming Island, visit https://huntingtonhelps.com/center/ flemingisland Franchising MAGAZINE USA 55

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FRANCHISEE IN ACTION: Bodybar Pilates

BODYBAR Pilates Signs Agreement to Help California Find its Balance Reformer Pilates Concept to Open First California Studio in North County, San Diego It has long been a goal “ of ours to own a business together, along with having a place to give back to our community. BODYBAR provides the perfect opportunity to do just that.

”

the workout program immediately captured my attention. The need for us to join the team came naturally. We’re excited to grow with BODYBAR and cannot wait for North County to meet us at the BAR.”

BODYBAR Pilates (BODYBAR), known for its use of core Pilates principles with a modern twist, recently announced that it has signed a franchise agreement to raise the bar in North County. The new studio is slated to open its doors in the fall of 2022 and will mark the concept’s California entry. The Reformer Pilates studio that has become a health and wellness hit in the Dallas – Fort Worth area is now elongating that enthusiasm into North County, partnering with local residents Alex and, Kirk Anderson. Blending its 56 Franchising MAGAZINE USA

focus on strength, toning and modern movement with a warm, welcoming, spalike environment, BODYBAR creates an unmatched Pilates experience centered on fostering a destination where a community of members can come together daily to maintain sound mind, body and spirit. “It has long been a goal of ours to own a business together, along with having a place to give back to our community. BODYBAR provides the perfect opportunity to do just that,” said Alex Anderson, co-owner of BODYBAR Pilates North County. “The first time I stepped into BODYBAR, I knew in my heart it was the right place for us. The family-like community, the growth opportunities and

With more than 15 years of combined experience in the U.S. Navy, Alex and Kirk Anderson bring a diverse background to the BODYBAR team. Kirk offers leadership expertise from his 10 year experience as a Naval Intelligence Officer in Iraq and Afghanistan. The couple met while serving in the military during a training session, led by Kirk, where they learned shooting drills and how to drive HMMWV. From there, they went on to serve separate teams in Iraq and Afghanistan. Alex brings a versatile skillset with a background as an intelligence specialist, supporting SEAL five and six in her deployments. After honorably discharging, Alex pursued her passion as a freelance makeup artist and yoga instructor. Together, the couple share a passion for fitness, health and wellness. Today as parents of four children, Alex and Kirk recognize the impact of being connected

with your neighbors, and are committed to playing a part in giving back. Combining their love for fitness and community the Andersons will oversee the day-to-day operations of BODYBAR North County. The new BODYBAR marks the brand’s first California location, serving the Carmel Valley and Del Mar areas. Using core Pilates principles each 40 to 50-minute BODYBAR Pilates class is designed to provide a full-body workout that is high-intensity, low-impact and perfect for increasing flexibility, muscle strength, posture and boosting overall health. Whether a member is a 70-year-old wellness guru or a 25-year-old who is just getting started, the BODYBAR workout can be customized to meet everyone’s personal fitness goals. “At BODYBAR, we’ve worked to build a fitness concept that values community at its core and our franchisees play a pivotal role in fostering that community,” said Matt McCollum, CEO of BODYBAR Pilates.

At BODYBAR, we’ve worked to build a fitness concept that “ values community at its core and our franchisees play a pivotal role in fostering that community. ” “The Andersons have the passion, mindset and drive to ignite the Transform Your Body, Transform Your Life movement in North County and we look forward to growing with them in California.” With eight locations currently open and 13 in the development pipeline, BODYBAR is continuing its national growth into the new year with talented entrepreneurs like the Andersons. Key expansion territories across the United States include Austin, Houston and San Antonio in Texas as well as Kansas City, Oklahoma City, Phoenix, Tampa Bay and Salt Lake City. For more information about the BODYBAR Pilates franchise opportunity, please visit https:// bodybarpilates.com/franchise/.

About BODYBAR Pilates Founded in 2012, BODYBAR Pilates offers a modern take on Reformer Pilates in an environment that is conducive to building communities filled with members who love, respect, encourage and motivate one another to be strong, healthy and happy human beings. Referred to as “Your favorite happy hour” workout, BODYBAR’s 40 to 50-minute classes can be customized to any fitness level. With three studios open in the Dallas-Fort Worth area and four more openings planned before the end of 2020, BODYBAR Pilates is continuing to expand its presence nationwide through franchising. Franchising MAGAZINE USA 57

v e t e r a n s s u ppl e m e n t

FRANCHSE IN FOCUS: FASTSIGNS

FASTSIGNS

Is the Number One Franchise Opportunity in the Signage and Graphic Sector FASTSIGNS International, Inc., franchisor of FASTSIGNS®, the leading sign, graphics and visual communications franchise, was recently ranked the #1 franchise opportunity in its category on Entrepreneur magazine’s Franchise 500®. This marks the sixth consecutive year FASTSIGNS has achieved this honor and represents the recognition of the brand’s outstanding performance in areas including unit growth, financial strength and stability, and brand power throughout 2021. Recognized as an invaluable resource for potential franchisees, FASTSIGNS not only ranked first in the sign, graphic, and visual communications category, but was 58 Franchising MAGAZINE USA

also the only brand within its category to earn a place among the top 100 franchises on the prestigious list. FASTSIGNS has been a mainstay for years on Entrepreneur’s Franchise 500 list. The worldwide franchisor of over 750 independently owned and operated sign shops in eight countries, FASTSIGNS provides comprehensive signage and graphic solutions to help businesses of all sizes and across all industries attract attention, communicate their message, promote their products, help visitors find their way and extend their branding across all their customer touchpoints. It’s no wonder FASTSIGNS has taken the lead in the $29 billion signage and graphic industry. “Our success is only possible thanks to the hard work and commitment of our

franchisees who work tirelessly to support each other,” said Mark Jameson, Chief Support and Development Officer at Propelled Brands. “At FASTSIGNS, we believe that our franchisees’ success must always come first. We are by their side every step of the way when they join our brand to ensure our franchisees become the go-to resource for visual communications in their communities.” Franchisees receive ongoing training and support to stay ahead of the competition and exceed the needs of their local business community. The roadmap for FASTSIGNS’ continued growth also includes the progress made and the continued investment in building FASTSIGNS to be a diverse community of franchisees from all walks of life. This dedication can be seen in FASTSIGNS’

commitment to help veterans and the formation of a Diversity and Inclusion Committee. The Diversity and Inclusion Committee was created to foster an environment that promotes and prioritizes diversity and inclusion within the FASTSIGNS system and the broader signage and franchising industries. The committee, composed of eight members, tackles subjects such as increasing the number of minority franchisees within the FASTSIGNS system, promoting more open dialogue and collaboration, workplace environments, training protocols, education, and other topics to create more inclusive initiatives. Additionally, the committee works to ensure diverse individuals can lead a rewarding career at FASTSIGNS locations worldwide. “Every company should value diversity and inclusion because of the richness and strength it brings to their business,” said Catherine Monson, CEO of FASTSIGNS International, Inc., CEO of Propelled Brands, and Chair of the International Franchise Association. “Diversity and inclusion needs to extend beyond professional backgrounds, personalities, and other life experiences, and encompass all of an individual’s unique characteristics and experiences, including race, gender, ethnicity, religion, age, disability, national origin, and sexual orientation. As the leader of our sector, FASTSIGNS is proud to lead the way as the signage and franchising industries continue to become more diverse and inclusive with every passing year.” “We always have to remember that there is a bigger world out there,” said Howard James, FASTSIGNS franchisee and member of the Diversity Committee. “Every person has different points of view, different backgrounds, different circumstances, and I think it’s crucial that the other owners, myself included, know that just for the good of our business. If I’m unfamiliar or have a bias toward a specific group of people, I’m doing myself and my business a disservice. If I let my own bias control me, I may lose what could have been a great customer or even a future employee.”

FASTSIGNS provides veteran-friendly financing options such as a reduced franchise fee and reduced royalties for the first year of business to encourage veteran franchisees to join the brand. This has led to more than 10% of all FASTSIGNS franchises being owned by veterans and has earned FASTSIGNS a place on Entrepreneur magazine’s Top Franchises for Veterans list for the past five years. The total investment for a FASTSIGNS franchise is approximately $233,555 $307,308 including a $49,750 franchise fee. Ideal candidates have a net worth

of $300,000, of which $80K is liquid.

Additionally, FASTSIGNS offers a special incentive for veterans and first responders, including paramedics, emergency medical technicians, police officers, sheriffs,

and firefighters, which includes a 50%

reduction on the franchise fee -- a savings of $24,875.

For information about the FASTSIGNS franchise opportunity, contact Mark Jameson at 214-346-5679 mark.jameson@propelledbrands.com Franchising MAGAZINE USA 59

v e t e r a n s s u ppl e m e n t

EXPERT ADVICE: Mike Kelsey | Storm Guard Franchisee

Why Franchise Consulting is the Best Business Opportunity for Veterans Storm Guard Franchisee, Mike Kelsey, Breaks Down Why Military Veterans Excel in the Franchising Industry Mike Kelsey, a United States Military Veteran turned Storm Guard Franchise Business Consultant, shares his story and the valuable lessons that he learned while in service that have helped him to succeed within the franchise industry. Kelsey served in Afghanistan before returning home and now works as a Franchise Business Consultant on the corporate side of Storm Guard, helping serve franchisees across the nation.

My Credentials I grew up in Fayetteville, NC, and came 60 Franchising MAGAZINE USA

from a long line of military history in my family. It was a major part of my upbringing, so throughout my childhood I was aware that I would one day serve as well. I went on to serve in eight different units and multiple combat tours throughout my 20 years of military service. Early in my military career, I served as an Infantryman, which heavily involved employing leadership and executing on daily missions. Due to injuries while serving, I transitioned into Military Intelligence. During my time in service and throughout my combat tours, I recognized my ability to influence people and bring different divisions of the military together. I ended up becoming a recipient of multiple awards for outstanding performance and

professionalism, including the Bronze Star and Recruiter of the Year in the United States Army. Throughout my time in the military, I learned valuable lessons that are applicable to my personal and professional life today. The ability to think swiftly and learn while on the job are all attributes that I had to master to stay alive during my service. Today, I use these skills to help my family and colleagues. Once my time in the Military was over, I knew that the skills I learned would be applicable to a future career in leadership.

What Led me to Franchise Consulting Despite receiving many offers to stay in the military and work as a government contractor, I left the military after 20 remarkable years to start a new career and be closer to my family. I chose a new path: business. I thought this would be the perfect industry to pursue because I discovered my ability to deliver a plan and help people reach their goals. Initially, my family and I had owned a franchise in a larger franchise model, in which I led the day-to-day business activities. Due to my extensive military background and experience as a Master Sergeant, I was

Watching other people “ achieve their goals with my help is something I will never tire of, and it drives me every single day.

”

knocked down, I would not have overcome the challenges that the pandemic presented. We have developed a family here at Storm Guard and I am so thankful for the work that we have done throughout our community.

What Makes Veterans Well-Suited for Franchising

“

Throughout my time in the military, I learned valuable lessons that are applicable to my personal and professional life today. The ability to think swiftly and learn while on the job are all attributes that I had to master to stay alive during my service.

”

constantly involved in delivering plans and helping other leaders develop to hit their goals, which lead me to coach franchisees on their journey to success. During that time, I pursued graduate school for my MBA. Years later, our family sold the franchise, and I began the search for new opportunities. I did some research and found Storm Guard, an innovative and recession-resilient roofing and construction brand. I fell in love with the company, the culture, and the exceptional service that they provide. Soon after, I met with Shane Lynch, President of Storm Guard, to discuss and explore next steps to join the Storm Guard team. I looked forward to the opportunity to become the brand’s Franchise Business Consultant. This role resonated with me and allowed me to better apply the skills I had learned while serving. It allowed me to help grow and lead a brand that was rapidly expanding in an ever-changing environment. My

motivation for my current role is driven by my passion for selfless service, as it allows me to elevate others. I am currently guiding 18 Storm Guard franchisees to success, teaching them creative ways to manage their businesses, increase profitability, employees, materials and production crews.

Military Skills Help Veterans Navigate the COVID-19 Pandemic The skills that I have learned throughout my military service have been incredibly helpful to my new career as a Franchise Business Consultant. I was able to learn valuable leadership skills that have helped assist Storm Guard in putting together a team that we can trust to provide nothing short of excellence every day. Those skills have been truly put to the test in the last couple of years. If it was not for the lessons I learned in the military, such as getting up and working harder every time you get

Storm Guard was very attractive to me because it was a young franchise that had great potential to grow. Because of that, I looked for young entrepreneurs that I could give the opportunity to grow within in the company. I immediately became very passionate about growth, building and developing of leaders within the Storm Guard franchise. I also saw a lot of potential for myself to grow in the role and pass down the knowledge I had learned along the way as an industry leader in the trade. Watching other people achieve their goals with my help is something I will never tire of, and it drives me every single day.

Advice for Military Veterans Looking to Transition into the Franchising Industry My greatest piece of advice for Veterans looking to get involved with the franchising industry would be if you are looking for structure, quality brands and teamwork franchising is a perfect fit. Another important step would be to do your research and find a company that aligns with your values. One resource that I recommend would be Franchising for Heroes, a newly formed organization with the goal of helping servicemen, women, and first responders find jobs and break into the world of business ownership. Look at your exit from the military as a fresh start. The skills and unique experiences that you have learned and experienced can open up doors that you may have never thought were possible. Franchising MAGAZINE USA 61

FR A NC H I SE & SERV I CES D I RECTORY

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

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

Business Finance Depot

With this franchisee focus in mind, AAMCO provides the brand, tools, guidance and education necessary for new franchisees. This includes financing support, real estate support and training through the entire opening process. http://www.aamcofranchises.com

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

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

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

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

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

caring transitions

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

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

Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance. With a customized online store as the organizing principle, our websites give users the ability to purchase their advertising and marketing tools in one easy to use program. We provide marketing collateral, signage, POP

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In addition to automatic brand recognition, AAMCO franchisees benefit from an Executive Leadership Team who established themselves by servicing the automotive aftermarket as franchisees.

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

displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and can be customized to the unique needs of your community. Customer service is our forte. Contact: Dan Broudy CFE, Chief Executive Officer Phone:412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

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

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

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

Image One USA Image One USA is a commercial cleaning services business. The Image One franchising model was formed on the principles of transparency, training, and top-notch financial and customer service support. It is regularly recognized as a top franchise by third-party franchise and business publications, including CNBC.com, Entrepreneur. com and Franchise Business Review. Image One franchisees work for themselves in a unique relationship with the franchise company. Image One provides them with customer support for their business, ongoing training, along with assistance with billing, equipment and sales training. Image One

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

franchisees all across the United States. For potential franchisees who are family oriented and who wish to spread joy to the community while being at the forefront of a burgeoning food trend, Dough & Arrows might just be the business family you are looking to join. Ph: 717-969-8481 E-mail: info@doughandarrows.com www.doughandarrows.com

FR A NC H I SE & SERV I CES D I RECTORY

Dough & Arrows

• Franchise Research Institute World Class Franchise 20112015 • Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide. For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com

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

provides necessary training, tools and support to help franchise affiliates build their business, including teaching franchisees the latest cleaning techniques and empowering them with insights on best-in-class equipment and technology. Ongoing training is delivered both at Image One’s corporate headquarters and onsite at existing client locations to ensure that franchisees continue to grow their own businesses. Image One has commercial cleaning franchise locations covering Chicago, Cincinnati, Dallas, Denver, Detroit, Fort Myers, Nashville and Orlando. Franchise territories are available nationwide. For information on the franchise, visit http://ImageOneUSA.com

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

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FR A NC H I SE & SERV I CES D I RECTORY

Remedy Spa & Salon Suites Remedy Spa & Salon Suites first opened its doors in Atlanta, Georgia in 2018. As an attempt to enter the highly profitable health and beauty industries, Remedy Spa & Salon Suites came equipped with 22 fully leased salon suites. To date, they have opened three locations through Metro-Atlanta. Amenities and perks to leasing include: 24/7 access, private upscale studios, spacious single/double suites, private parking, valet parking and premium fixtures, finishes and appliances.

Franchising opportunities are available to entrepreneurs and investors in all industries but will be particularly appealing to health and beauty enthusiasts. Remedy Spa & Salon Suites already has an established market presence and substantial market penetration in Atlanta. From this successful platform, the company is looking to expand the brand in select key areas domestically.

Franchisees will obtain access to the brand, tested and proven processes and support, purchasing power and distribution

www.remedysalonsuites.com/franchise

The red Chickz

this with systems and growth in mind, so you can become the next proud owner of a The Red Chickz restaurant franchise with ease.

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

Sheenco Travel Sheenco Travel began trading in 2012 under the name Shamrock Vacations. Nowadays Sheenco is the leading name in luxury travel to Ireland and the UK and has just launched a brand new Travel Franchise in the USA. Our focus on luxury helps us to stand out as we only use 4* and 5* properties and have a special focus on the wonderful Castle accommodations available throughout Ireland and the UK. But more than anything it’s the level of service we offer, from the first point of contact until after your reluctant arrival home. Our friendly and close knit team go beyond your expectations with ease. Despite the difficulties of

remedysalonsuites@gmail.com

An investment in a restaurant franchise like The Red Chickz is an excellent way to break into the foodservice business or expand your already existing restaurant portfolio. We seek qualified business owners who understand or appreciate the restaurant industry and are fired up about our brand. www.theredchickz.com

the Global Pandemic, Genevieve continued with the companies plans (albeit on a delayed timescale) to expand their operation in the US and the Sheenco Travel Franchise was launched in June 2021. When asked about the timing of the expansion Genevieve laughingly asks “having started a business in a recession when else would you expand but in a Pandemic?!” Thanks to a solid team and great communication with guests and team members alike, Sheenco Travel have come out the other side of the Pandemic relatively unscathed and the future looks bright for this progressive and innovative company. Opportunities@sheencotravel.com www.sheencotravelfranchise.com

Slim Chickens

10 years, is targeting qualified and experienced multi-unit groups to develop in dynamic markets across the country.

Slim Chickens, a leading fast casual franchise which features dine-in and drive-through in the better-chicken segment, opened in 2003 in Fayetteville, Arkansas.

The brand prides itself on its cooked-to-order fresh food and strong devoted fanbase, also known as “Slimthusiasts.” Fans also resonate with the southern contemporary look and feel and open and inviting layout of Slim Chickens restaurants, which speak to the hospitality mindset that anchors the brand.

Offering high-quality food with a focus on fresh, delicious ingredients, the brand prides itself on its southern flair and commitment to hospitality, all in a fast-casual setting. Food is cooked to order, and the differentiated menu features chicken tenders, fresh salads, sandwiches, chicken and waffles, chicken wings and unique side items, alongside 17 house-made dipping sauces. Today, there are more than 145 Slim Chickens locations open and 700 restaurants in development. The brand, which recently launched a strategic multi-unit franchise growth initiative to reach 700 units in

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chains, cooperative marketing, new product research, development and roll-out, experienced training staff, and continuing training and education.

The Slim Chickens franchise opportunity differentiates itself with prime markets available for multi-unit development, a passionate leadership team and world-class franchisee support system. As Slim Chickens expands, it is awarding franchise opportunities to qualified, experienced and passionate multi-unit groups looking to add a dynamic segment to their portfolio. For more information on the Slim Chickens franchise opportunity, visit slimchickensfranchise.com

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Y A W T A E R G A E R A S G N I T A-Z LIS S S E N I S U B R U O Y TE O M O TO PR

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

www.franchisingmagazineusa.com Franchising MAGAZINE USA 65

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our Next Feature:

Franchises in your Price Range

Next month our Special Feature on Franchises In Your Price Range in 2022 provides the perfect opportunity to showcase your Franchise.

For advertising opportunities please contact Vikki Bradbury at: vikki@cgbpublishing.com Franchising MAGAZINE USA

Franchising Magazine USA February 2022

Articles inside

Lucas Frey

SkyHawks

Daniel DeLeo

George Knauf

Essentials for successful Franchisees’ strategy

NaturaLawn® of America

Business Finance Depot

Luke Schulte

Bill McPherson

Franchising News

James Williams