FRANCHISING USA JANUARY 2019 by CGB Publishing

Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 07, ISSUE 3, JAN 2019

RE-BATH Creating an Effortless Experience

special

SENIOR CARE franchising feature

Empire Building Negotiating the Business Terms of the Lease Deal

For Franchise Tenants LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 7, ISSUE 3, 2019 president: Colin Bradbury. colin@cgbpublishing.com

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f r o m t he p u bl i s he r & e d i t or

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

advertising: advertising@cgbpublishing.com

Welcome to the January issue of Franchising USA, and welcome to 2019.

Editorial Department: managing editor:

With each new year comes an opportunity to make a fresh start. Here at Franchising

Diana Cikes editor@cgbpublishing.com

leading industry experts and the latest in industry news to keep you on top of the

USA we’re committed to continuing to provide you with insightful advice from the industry and help guide you in starting a new chapter and writing your new and

Editorial team:

successful story for 2019.

Gina Gill Rob Swystun

On the Cover this month is Re-Bath, a leading bathroom remodeling franchise that

Production:

more than 40 years perfecting the bathroom remodeling sales and installation process,

usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: RE-BATH

CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Sales: 847 607 8407 Editorial: 778 426 2446 www.franchisingusamagazine.com Proud member of the IFA:

offers full bathroom remodels with design, quality products and installation. After

Re-Bath franchise owners have installed over a million bathrooms in the United States. The franchise is currently looking looking for franchise owners with a passion for

business to join their team of unstoppable franchisees, so turn to page 10 to learn more about this franchising opportunity.

This issue we take a look at Senior Care Franchising as our Special Feature, with

Assisted Living Locators on the Feature Cover. Offering a different kind of senior

assistance, this franchise acts like a realtor for the elderly, helping locate assisted living homes or care communities that seniors need based on a combination of factors that match the senior’s financial, medical, social and location needs. According to CEO Angela Olea, this seniors assistance franchise is well positioned to easily triple its

number of franchisees so be sure to read more about the brand’s growth strategy and plans moving forward.

Are you missing out on opportunities to increase profits dramatically through training? Be sure to find out with this month’s Ask the Expert, where our industry expert Evan Hackle tackles a reader’s question on how to determine your ROI for training.

We hope you enjoy our first issue of the new year and I look forward to seeing you back here next month.

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

Happy New Year and happy reading!

“Tomorrow is the first blank page of a 365 page book. Write a good one.” - Brad Paisley

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.

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contents

january 2019

On the Cover

10 Cover Story: Re-Bath Creating an Effortless Experience 21 Special Senior Care Franchising Feature

54 Empire Building 18 Negotiating the Business Terms of the Lease Deal – For Franchise Tenants

In Every Issue 6

What’s New! Announcements from the industry

21 Senior Care Franchising Feature 43

Veterans Supplement - News and Information for Veterans in Franchising

59 A-Z Franchise and Services Directory

Expert Advice

16 Used to Traditional Advertising Buys?

Try These Digital Tactics for Better ROI

Josh Allen, Director of Marketing, Location3

18 Negotiating the Business Terms of the Lease Deal – For Franchise Tenants

Jeff Grandfield and Dale Willerton, The Lease Coach

54 Empire Building

George Knauf, Senior Franchise Business Advisor, FranChoice

18 Franchising USA

56 The Value of a Reference

David Banfield, President, The Interface Financial Group

Focus

14 Little Caesars

Ask the Expert 40 Determining Training ROI Evan Hackel, CEO, Tortal Training

Senior Care Franchising Feature On the Cover 26 Assisted Living Locators: Seniors Assistance Franchise

Could Easily Triple Number of Franchisees

36 The Emerging Game-Changer in Non-Skilled Home Care 34 Giving Back is Good for the Soul and for Business

In Every Issue 22 Feature News 30 Feature Article Expert Advice

34 Giving Back is Good for the Soul and for Business Jason Wiedder, Vice President of Franchise Development of Always Best Care

36 The Emerging Game-Changer in Non-Skilled Home Care Jeff Bevis, co-founder and CEO, FirstLight Home Care

38 Franchising in the Senior Market Christopher Conner, President, Franchise Marketing Systems

56 Franchising USA

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what’s new! Seva Beauty Launches Highly Demanded Service Seva Beauty® has launched the highly demanded service: Individual Lash Extensions, one of the latest trends in the beauty market. Seva Beauty® has been the leading expert in brow and lash services for years and has stood out by being consistent with their mantra: Beauty to the People®. Now they’re offering “Individual Lash Extentions to the People”, by partnering exclusively with SugarLash Pro for Individual Lash Extension supplies and education. SugarLash Pro is committed to sourcing ethical and innovative products for eyelash applications. “This is the first true luxury service we have added to Seva Beauty® Studios and many more upscale services will start to be included on our menu starting next year. Adding this service will give our customers the extended service assortment they have asked for and will benefit our Franchise Owners through the increased traffic and revenue a program of this kind is expected to generate.” says Founder, Vas Maniatis. Seva Beauty® is the pioneer of the “Fast-Casual Spa” offering

services such as Brow Shaping, Lash Extensions, Brow Tinting, Facials and Makeup. Most services can be performed in 15 minutes or less.Seva Beauty® currently operates in 29 States and Puerto Rico with plans to continue growing both nationally and internationally. Today, Franchisees from coast to coast can join a company that has a proven track record, a reputation of being core value driven and a mission of bringing Beauty to the People®. Ranked in Entrepreneur Magazine’s Top 100 Fastest Growing, Top 25 New, and Top 500 Franchise categories! For more information visit, www.sevabeautyfranchise.com.

Juice It Up! Opens Newest Orange County Location in Tustin Ranch Plaza Juice It Up!, one of the nation’s leading handcrafted smoothie, raw juice, and superfruit bowl chains, announced that its doors are officially open in the Tustin Ranch Plaza. Owned and operated by Elmer Tolentino of G&E Keiki Juice, LLC, this new location makes Juice It Up!’s blendedto-order real fruit and veggie smoothies, fresh-squeezed functional raw juices, and nutrient-rich smoothie bowls even more accessible to fans in the area; currently there are now 14 locations throughout Orange County with over 100 locations open or under development across California, Florida, New Mexico, Oregon, and Texas. This is Tolentino’s second Juice It Up! open within his four-store deal. “We’re thrilled to open Juice It Up! in the lively Tustin Ranch Plaza, where

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guests can grab a fresh juice, smoothie or bowl to enjoy on-the-go while taking care of a wide range of shopping needs,” said Tolentino. “Opening in this thriving center is exciting as we pursue continued growth throughout Southern California and serve the needs of a community that is passionate about making healthy choices for themselves and their families.” With something available for guests at every level of health, Juice It Up!’s refreshingly delicious menu features fresh-squeezed raw juices, blended-toorder real fruit and veggie smoothies, and nutrient-rich bowls loaded with superfood ingredients such as acai, pitaya, spirulina and collagen. For more information about becoming a Juice It Up! franchise partner, visit www.juiceitupfranchise.com.

FARMER BOYS® RAISES $150k FOR LOMA LINDA UNIVERSITY CHILDREN’S HOSPITAL

Upper Hand, Inc. Enters Franchise Industry with Launch of New Management Software

Donations from The 18th Annual Fundraiser will go towards Hospital’s Vision 2020 Campaign Farmer Boys® raised $150,000 for Loma Linda University Children’s Hospital (LLUCH) during their 18th annual LLUCH fundraiser, which took place at participating California restaurants earlier this year. This is the highest amount raised by Farmer Boys and its guests in a single fundraiser since the burger concept began partnering with the hospital in 2000. The money, which was raised through in-store customer donations, team member fundraising efforts, and corporate donations will help fund a new Children’s Tower as part of LLUCH’s Vision 2020 campaign. The tower is being constructed to meet the community’s growing health care needs, and will feature private rooms for every patient, a SafeZone Play Space, on-site school room, dedicated Children’s Emergency department, and 100-bed Neonatal Intensive Care Unit. “Partnering with Loma Linda University Children’s Hospital is a way for us to give back to our community while focusing on children’s health and happiness,” said Larry Rusinko, VP and Chief Marketing Officer of Farmer Boys. Farmer Boys’ President and COO Karen Eadon presented the check to Jillian Payne, Vice President for Philanthropy at Loma Linda University Health, during a check presentation ceremony on December 10. Since 2000, Farmer Boys has donated nearly $870,000 to LLUCH. Every dollar collected helps provide worldclass clinical care and outreach programs to children in San Bernardino, Riverside, Inyo, and Mono Counties. www.farmerboys.com

Sport, recreation and fitness franchises can now manage their business more efficiently thanks to the launch of new enterprise software designed specifically for the franchise marketplace from Upper Hand, Inc., the leader in cloudbased sports management software and business services. The new software from Upper Hand provides reliable, flexible solutions for any growing enterprise in the sports industry. With the software, sports franchises can manage enterprise businesses in a branded environment with flexibility to scale alongside any level of growth. All tools currently used by an enterprise can be seamlessly integrated within the Upper Hand platform, streamlining and simplifying work. The new software reduces 85 percent of the daily administrative duties performed – such as scheduling, logistics, data entry, tracking payments and more, reducing the time spent on these tasks to 10 percent. Therefore, franchises are able to invest 90 percent of their time and growth activities, giving them a true competitive advantage. Easily integrated within its already robust suite of tools that includes point-of-sale, membership management, video analysis, marketing automation, facility management and more, the new enterprise management software allows Upper Hand to offer the most comprehensive platform designed specifically to save time, money and eliminate resource waste. Upper Hand is compatible with both iOS and Android smartphones and tablets, and is also accessible from a desktop browser. Learn more at www.getupperhand.com.

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what’s new!

Melt Shop Propels New Jersey Development with Opening of New Restaurant in Jersey City brand’s opening in Rockaway in November. Melt Shop continues to identify New Jersey as a key target market for development and has aggressive growth plans for the state as it seeks to expand its presence throughout the Northeast region. The new Melt Shop in Newport Centre features the company’s newest storefront design and kitchen package, which includes Melt Shop’s signature double stacked conveyor oven that enhances food quality and shortens ticket wait times. Named one of Fast Casual’s Top 100 Movers & Shakers, the melted sandwich leader remains committed to providing its guests, franchisees and staff a product and experience unmatched in the fast casual space.

Melt Shop, the pioneer of the Melted Sandwich Movement, opened its newest corporate owned location on December 3 in Newport Centre, a Simon mall located in Jersey City, New Jersey.

“As we gear up for 2019, we’re energized by the success we’ve achieved in such a short period of time and look forward to bringing more Melt Shop restaurants to the Northeast and other key regions throughout the country,” said Spencer Rubin, Founder and CEO of Melt Shop.

The new restaurant marks Melt Shop’s second location in Founder and CEO Spencer Rubin’s home state, coming on the heels of the

To learn more about ownership opportunities with Melt Shop, visit www.meltshopfranchise.com.

MUSE Global Launches International Franchise Opportunity Plant-based, sustainable learning program for children announces plans for international expansion MUSE Global, a leader in innovative early childhood education, announced today it is now offering franchise opportunities throughout the United States and internationally. The Southern California-based schools, founded by James Cameron, Suzy Amis Cameron, and Rebecca Amis, provide effective, engaging learning on sustainable campuses, instilling values of self-efficacy and respect for one another and the planet. The MUSE program is a passion-based learning model that enhances communication and interconnection among students ages 2.3 through kindergarten. MUSE understands that children have varied learning habits and communication styles and that traditional learning programs can often overlook some of these intricacies. It also prioritizes sustainability as a core value, providing 100 percent organic, plant-based lunch programs. “As an educator, it’s inspiring for me to motivate and communicate with students in alignment with their identified personalities,” said Rebecca Amis, cofounder and chief innovation

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officer of MUSE Global. “As the MUSE family grows, we’ll be able to impact even more children around the world and create positive change for our communities - and the planet - through meaningful and engaging education.” Educators and prospective business owners around the world who invest in MUSE have the opportunity to expand this innovative learning experience and make it available to children in their communities. A MUSE School franchise, dedicated to helping children explore their passions while learning core academics, offers many specialist educational programs such as Seed-toTable, Maker Space and World Languages. For more information about franchise opportunities or enrollment a MUSE Global School, please visit www. museglobal.org.

MUTTS Canine Cantina Names First “Puptern” Found Through Viral Campaign The first-ever ‘Puptern’, the job opportunity that went globally-viral overnight, was selected from more than 2,300 submissions by the team at MUTTS Canine Cantina. Jadyn Wakamatsu, a 20-year-old Dallas resident who attends Dallas Baptist University was the “lucky dog” chosen for the dream job making $100 an hour to hang out with the pups at MUTTS. The Texas-based hybrid restaurant/bar and dog park launched the Puptern search in early November. Wakamatsu’s Instagram submission, featuring a gallery of eight photos, and beginning with an image of a Golden Retriever’s paw on her hand, immediately stood out to the MUTTS team. Additionally, several of her friends backed up her submission with comments on the post including, “The Perfect

Candidate,” and “You won’t find anyone better,” cementing her place on the short list. Wakamatsu’s responsibilities will include greeting MUTTS members and their four-legged friends, monitoring the small and large dog parks to engage with pups who want to play a game of fetch or frisbie, and being available for puppy cuddles. MUTTS Canine Cantina® is a unique franchise concept that provides the ultimate urban oasis for dogs and their owners. Now open in Dallas and Fort Worth, the dog-friendly restaurant and private dog park offers a full bar that includes local craft beer, famous Barkarita’s, MUTTS Original Chicken Sandwich, mouth-watering fried pickles, insanely addicting milkshakes and more. MUTTS Canine Cantina currently offers area developer and franchise opportunities to qualifying entrepreneurs. For more information, please visit MuttsCantina.com/Franchise.

Industry Staffing Leader NEXTAFF Opens Sonoma County Office NEXTAFF, an industry leader in identifying quality talent for businesses, opened its first location in Sonoma County, California, in December. Owned and operated by local entrepreneur, military veteran and former police officer James (Jim) Bohn and his wife, Marjorie, the office will operate in Sonoma County and will offer staffing solutions to businesses in all industries. “Sonoma County is the perfect place for a NEXTAFF location,” Bohn said. “There’s a huge need for a staffing solution here, and NEXTAFF offers an innovative approach to filling that void. Our X-FACTOR™ method offers a unique way to help businesses identify, evaluate and acquire quality talent. It’s one of the main reasons I joined the company, and it’s

going to be fun to shake up the status quo of hiring practices in Sonoma County.” Bohn earned his Master of Business Administration from Walden University in 2014 and has 15 years of experience in retail, business sales and management in the telecommunications industry. “Jim is incredibly enthusiastic about helping others,” said Cary Daniel, cofounder and director at NEXTAFF. “He has a drive and determination that pushes him to meet each challenge head-on, and he doesn’t stop until he’s found a workable solution to a problem. His devotion to helping others succeed, combined with our X-FACTOR™ method, is going to make amazing things happen for the Sonoma County workforce.” www.nextaff.com

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R e-Bat h

Bathroom Remodeli

Creating an Effortless Experience Re-Bath is the leading bathroom remodeling franchise for a reason: they offer full bathroom remodels with design, quality products and installation when, typically, these services are handled by different companies. Re-Bath is the only company to streamline the bathroom remodeling process in this way, creating an effortless experience for customers and franchisees alike.

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“The support is amazing. They have people that specialize in each aspect of the business, so if you ever need specific support, you can rest assured you are talking with an expert.” - Sean Senno

ing:

Re-Bath bathroom remodeling services include: • Free Design Service

Re-Bath’s design consultants work with customers to craft a design – from traditional to contemporary – that completely transforms their space into a bathroom they love.

• Quality Materials

Re-Bath offers a wide selection of the highest quality materials, including its own brand of wall surrounds called DuraBath™ and Durabath™ natural stone.

• Professional Installation

Re-Bath’s technicians handle every aspect of the remodel — from removal to installation — in just a few days.

The Re-Bath website even provides customers with an interactive “bathroom visualizer.” This sophisticated online

design tool gives customers an engaging and interactive way to better imagine the bathroom of their dreams. The company’s one-stop-shop approach appeals to everyone from first-time homebuyers to veteran homeowners, and the numbers say it all. One Re-Bath location averages nearly six times the amount an independent contractor makes in revenue. And thanks to the franchise’s sales- and marketingfocused business model, Re-Bath franchisees with territories of 500,000 in population or more report a whopping average revenue of $2,123,537* per territory and are well-known across the United States with a presence in 43 states.

Re-Bath is Well-Loved by the Market’s Highest Spenders Baby boomers are the home renovation industry’s top customers, making up one-third or more of the market. And, the demand for home improvement services increases as more and more baby boomers choose to age in place in the comfort of their homes.

• Replacing bathtubs with walk-in showers or walk-in bathtubs • Discreetly adding safety rails inside the shower • Widening doorways to fit wheel chairs • Raising toilets for easier transitions from wheel chairs Many baby boomers turn to Re-Bath because the franchise’s bathroom designs are not only safe and accessible but comfortable, sleek and modern, too.

Set Yourself Up for the Same Success Re-Bath uses a sales- and marketingfocused business model. That means there’s a strong emphasis on teaching franchisees the benefits of hiring experienced and professional sales representatives and allocating a large chunk of their budget toward effective marketing and advertising efforts.

“Aging in place” is a phrase used to describe an aging person, typically 55 years of age or older, living in a residence of their choice for as long as they’re able. Many of those who fall into this group will soon need to update their bathrooms, seeing as it’s one of the most dangerous rooms in the house for this aging class.

Franchisees never even have to pick up a hammer to run their business because the Re-Bath ownership role is focused on growth strategies and business development. Franchisees receive extensive training on both short- and longterm risk management. Plus, they have access to comprehensive training tools, advanced business management systems and a complete library of ready-made marketing materials.

Baby boomer bathroom renovation trends include:

The franchise also manufactures and supplies franchisees with the majority of

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R e-Bat h

necessary materials to run their business. That means franchisees only need to order what’s necessary to complete the job at hand – and for wholesale prices – keeping costs down and margins up. It even minimizes the need for ample warehouse space.

“Having a network of owners was invaluable in the beginning. I could not have done it without the help of others who had been doing it for years.” - Matt Croteau

Support Supplements Success Matt Croteau has been a Re-Bath franchisee in Nebraska for more than a decade. He said, “Having a network of owners was invaluable in the beginning. I could not have done it without the help of others who had been doing it for years.” Sean Senno and Mark Pietros franchised with Re-Bath together. The two-year franchisees own locations in Rhode Island and Massachusetts. They say they chose Re-Bath because of its streamlined operational processes and unmatched franchisee support. Senno said, “We are process-driven people, and upon researching, we found Re-Bath has many proven processes. This

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is something we did not have running our own businesses,” he continued, “The support is amazing. They have people that specialize in each aspect of the business, so if you ever need specific support, you can rest assured you are talking with an expert.” Others chose the bathroom remodeling company because they wanted to take control of their lives, enjoy more flexibility with their schedule and spend more quality time with family. “The Re-Bath franchisee network is a great group of people. And the best part of owning a Re-Bath franchise is the ability to work with my sons,” said Lori Grover, a

Re-Bath franchisee showroom

nine-year franchisee in Michigan. After more than 40 years perfecting the bathroom remodeling sales and installation process, Re-Bath franchise owners have installed over a million bathrooms in the United States. Re-Bath is looking for franchise owners with a passion for business to join their team of unstoppable franchisees; no contracting experience necessary. To learn more about franchising with Re-Bath, visit www.rebathfranchise.com. *Based on Re-Bath Franchise Disclosure Document, 2018 FDD, Item 19 for franchisees with a Territory Population Size of 500,000 or more.

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focus

L i t t l e Ca esa r s

Convenience, Quality, and Value

Little Caesars Pizza Has the Recipe for Growth “Little Caesars brand, history and simple business model are great benefits to franchise developers.” - Ed Ader

As the largest carryoutonly pizza chain in the world*, there’s no denying that Little Caesars is doing something right. The company is an international brand and household name – it’s come a long way since its start as a single store in metro Detroit in 1959 and the opening of its first franchise in 1962. Today, Little Caesars is seeking additional growth opportunities, and is looking for franchisees to help bring HOT-N-READY® pizza to traditional markets in a wide range of communities nationwide. “Little Caesars brand, history and simple business model are great benefits to franchise developers. We have a simple operating system that works, and franchisees appreciate the strong foundation we provide which allows them to focus on what is important to them – growing their business,” said Ed Ader, Director of Franchise Development for Little Caesars.

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“We have a simple operating system that works, and franchisees appreciate the strong foundation we provide which allows them to focus on what is important to them – growing their business.” - Ed Ader

A Brand You Can Believe In

Innovation At The Core

The brand equity built throughout the

“Little Caesars takes pride in its ability

Little Caesars is known for breakthrough innovations like Pizza!Pizza!, HOT-NREADY, and now, Pizza Portal Pickup. With the Pizza Portal, customers can create their own pizza and prepay on the Little Caesars mobile app and receive a notification when their order is ready. When they arrive at the store, they bypass the counter and go directly to the Pizza Portal pickup, inputting their 3-digit pin or scanning a QR code to retrieve their hot, fresh order.

sacrifice quality for convenience or price,”

Support You Can Rely On

past nearly six decades has grown Little Caesars fan base and is a driver of the

company’s development. Little Caesars

distinction of being named “Best Value in

America”** for the past eleven consecutive years is proof of its commitment to

satisfying those customers by providing one of America’s favorite meals at an affordable cost.

to appeal to consumers who don’t want to added Ader. “Our operating model – to provide affordable pizzas made using

quality ingredients that are ready when you are – means customers never have

to choose. They can have it all. It’s a win across the board.”

Little Caesars has a dedicated franchise development team that supports qualified franchisees in implementing the processes and systems that have helped so many other franchisees excel. Franchisees are equipped with the tools

they need to follow the brand’s proven system, including ongoing training, architectural services to help with design and construction, preferred lenders to assist with financing, sustained research and development of new products, and continued, effective marketing promotions.

Join Our Franchise Family As part of an aggressive growth strategy, Little Caesars is looking for franchisees to expand traditional stores in a wide range of communities nationwide. The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. In such cases, Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans. For more information about Little Caesars and to view available markets, visit www. LittleCaesars.com or call 1-800-553-5776. *Largest carry-out only pizza chain in the US – based on net number of stores in 2017 **Highest-Rated Chain, “Value for the Money” based on a nationwide survey of quick-service restaurant consumers conducted by Sandelman & Associates 2007 – 2017.

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ex per t advice

Josh Allen, Director of Marketing, Location3

Used to Tradition Advertis Buys?

Try These Tactics for Bette Research firm eMarketer released data in midOctober 2018 that highlighted the fact that digital media and advertising is poised to officially take over traditional media spending in 2019. Details from the study noted that digital advertising spends during the first half of last year actually exceeded market expectations with a total projected spend for 2018 coming in at just over $111

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billion dollars. As more and more brands and marketers continue to increase their investments in digital media and digital advertising channels, eMarketer notes that they are doing so at the expense of more traditional advertising channels (Linear TV, radio, print, out-of-home, etc.). The firm predicts that in 2019, digital media will account for 55% of total ad spending in the United States. This shouldn’t necessarily come as a surprise to many, as most digital advertising mediums and channels have long offered better tracking and measurement than say, print advertising or radio. Digital is simply more trackable, allowing for brands to conduct more detailed analysis regarding their return on investment

when compared to traditional media. Furthermore, many traditional media channels like out-of-home and television now have digital alternatives that provide more sophisticated audience and customer targeting and often produce far better results.

Connected TV vs. Linear (Traditional TV) The television medium has forever been the pinnacle of advertising in many ways; Super Bowl commercials still cost a fortune and TV ads have a way of resonating with customers that other mediums simply can’t replicate. However, traditional TV audiences are shrinking as more users join the growing audience of

ese Digital etter ROI “cord cutters” and choose digital television options like Sling TV, Hulu, YouTube TV, Amazon and others. Connected TV allows franchise advertisers to reach those cord cutters and streaming TV viewers on their internetenabled Smart TVs, over-the-top devices or game consoles like PlayStation 4. Advertising inventory on these devices is sourced directly from TV content owners, premium distributors, and/or Connected TV supply-side platforms. As a result, franchise brands can programmatically purchase and run advertising on high quality TV content to both maximize reach and control frequency across these devices. To help maximize reach and viewership

ex per t advice

to nal sing ?

among the most desired target audiences, advertisers can also leverage additional first-party and third-party data when executing Connected TV media buys which often results in higher ad completion rates for video content when compared to other digital devices like tablets and smartphones. In short, Connected TV can replicate the traditional TV experience while offering a higher level of efficiency and better ROI.

Digital Audio vs. Traditional Radio Streaming audio sites like Spotify and Pandora offer a much more tightly-targeted option for running radio advertisements on non-traditional radio channels. Brands can either work directly with the streaming provider or purchase radio spots on these channels programmatically and target their core audiences based on key demographic info, channel content and more. In addition, digital audio buys can also be supplemented with display ad inventory or branded channel takeovers to create a more holistic advertising experience. Much like other digital channels, performance reporting for digital audio is often much more granular and detailed than what is provided by traditional radio stations.

Digital Out-of-Home vs. Traditional Billboards & Signage Out-of-home advertising on places like billboards or in taxi cabs has also made a major digital transformation in the past 5 years. Rather than running a single printed piece of media for a particular time period, digital out-of-home options have increased available inventory, lowering costs and increasing opportunities for placement. Digital OOH buys can also be placed during key times throughout the day so that they appear in front of your target audience when those users are most likely to be in the area to view the advertisement (i.e. Digital billboard buy during evening rush hour commute). Opportunities for Digital OOH placements go beyond billboards and can include placements in shopping malls, movie theaters, gas stations, sporting events and more.

Josh Allen

In Summary By tapping into digital alternatives like Connected TV or Digital Out-of-Home for your media buys, franchise businesses can create a more unique media mix that better connects the dots between top-offunnel awareness campaigns and lowerfunnel customer action (i.e. purchase) campaigns. From more exact targeting to better channel integration and better performance measurement, it’s no surprise that digital mediums continue to chip away at the market share of more traditional advertising options in enhancing the ability of brands to make their marketing dollars go further and generate a better ROI. As we head into 2019, there’s little question that the shift from spending on traditional ads to spending on digital ads for advertisers will only continue to grow. As Director of Marketing, Josh Allen is responsible for planning, developing and managing Location3 and LOCALACT brand strategies, with a focus on establishing new business partnerships among franchise systems and multilocation brands. He also works with Location3 client partners to establish key initiatives for increased franchise engagement and growth. He is an active member of the International Franchise Association and has previously been featured by the American Marketing Association, Franchise Update Media, MediaPost and more discussing franchise digital marketing strategy. www.location3.com/franchise-digitalmarketing

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ex per t advice

Jeff Grandfield and Dale Willerton – The Lease Coach

Negotiating the Bus Terms of the Lease

– For Franchise Tena

Although it would be nice, it’s highly unlikely that a commercial landlord will hand you a proposed lease with correctlyworded and perfect terms and conditions. It is likely that you will have to negotiate many of the primary business terms critical to your business success. Here are

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a few things that franchise tenants should not ignore:

Choosing between an Offer to Lease or Letter of Intent: Franchise tenants, landlords, and agents often use these phrases interchangeably, but these initial lease documents are different. A Letter of Intent (or LOI) is often shorter and is non-binding to either party. An Offer to Lease is, typically, more in-depth and is binding – subject to conditions by the landlord and tenant.

Given a choice, The Lease Coach recommends using an Offer to Lease rather than an LOI. An agent may try to sway you otherwise with the argument, “It’s non-binding … what have you got to lose?”. The truth is that you can have a lot to lose if you send in a hurriedly composed and/or poorly thought out LOI or sign an LOI that is unfair to you.

Determining the Parties to the Lease Agreement: The landlord’s corporate identity is usually

siness Lease Deal

ants

well-established; however, yours may not be. The Lease Coach recommends that you not list your personal name on the agreement (as you will become personally responsible for any future losses). Instead, form a corporation or LLC for your franchised business. Establish your corporate identity ahead of the negotiation process and have it ready to use on all correspondence because this name that you use on the Offer to Lease will carry over into the formal lease agreement, unless noted that it will change.

Noting the lease term (or length): The majority of commercial lease deals are five-year lease terms; however, exceptions have become more commonplace. The Lease Coach frequently negotiates three-, seven-, or 10-year lease terms. A lease term can be stated in either months or years. It’s important to factor in the start and expiration dates of the lease term relative to what’s best for your business. Franchised commercial tenants should make sure that their lease term matches their franchise term to avoid issues with the lease term. This happens when the start date of the franchise agreement is prior to the start date of the lease agreement – which may be several months later, when the franchised business actually opens.

Listing the Base (or Minimum) Rent: Base rent is the portion of the rent payable to the landlord, excluding operating costs, and is the most negotiable portion the rent you pay. Calculating your total base

“The truth is that you can have a lot to lose if you send in a hurriedly composed and/or poorly thought out LOI or sign an LOI that is unfair to you.”

rent is easy – take the number of square feet and multiply it by the annual rent per square foot to equal your annual base rent. By dividing the annual base rent by 12 (months), this will equal your monthly base rent for your tenancy.

financing; inspection of the property / premises; franchisor / partner approval; and satisfaction with the formal lease agreement) • Assignment Rights • Days and hours of operation

Size of the Leased Premises:

• Expansion right

Most franchisees know approximately how much square footage they need to successfully operate their business (or will have this space requirement provided to them by their franchisor). If a franchise tenant needs 1,000 sq. ft. and it turns out they’re short 100 sq. ft., that represents 10 percent of their leasable area (100 sq. ft. is relative, but 10 percent is huge).

• Parking

With regards to the square foot measurement, watch for the word, “approximately” in the LOI or Offer to Lease. A few square feet here or there may not sound like much but they make such a difference in the rent you pay and the size of fixtures you bring in. If you were quoted that the space had 21 feet of frontage but, in actuality, there is only 18.5 feet of frontage, you can experience some potential design issues. You also need to be aware of the inverse of this scenario and getting significantly more square feet than you need and your rental costs increasing past your budgeted amount.

• Signage • Personal Guarantees • Termination rights For a complimentary copy of our CD, Leasing Do’s & Don’ts for Franchise Tenants, please e-mail JeffGrandfield@TheLeaseCoach.com. Dale Willerton and Jeff Grandfield - The Lease Coach are Commercial Lease Consultants who ; while work exclusively for tenants. Dale and Jeff are professional speakers and co-authors of Negotiating Commercial Leases & Renewals FOR DUMMIES (Wiley, 2013). Got a leasing question? Need help with your new lease or renewal? Call 1-800-738-9202, e-mail DaleWillerton@TheLeaseCoach.com or visit www.TheLeaseCoach.com.

There are, of course, many other business terms in a commercial lease. Don’t overlook any of the following: • The amount of tenant allowance and/or free rent • The amount of operating costs (Common Area Maintenance / CAM charges) • A list of the landlord’s and the tenant’s work to be done • The amount of the lease deposit • Conditions (business permits, including zoning; construction estimates;

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ex per t advice

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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. 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

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!

Assisted Living Locators: Seniors Assistance

Franchise Could Easily Triple Number of Franchisees

The Emerging Game-Changer

in Non-Skilled Home Care

Giving Back is Good for the Soul and for Business

senio r ca r e FR A NCHSI NG FE AT U RE

what’s new!

Always Best Care Senior Services Tint World® Names Announces Year-End Results 2018 Franchisee of the Always Best Care Senior Services, one of the leading seniorYear care franchise systems in the United States, announced its year-end results. Fueled by aggressive franchise development, brand-wide giveback efforts and the implementation of awareness generating initiatives, Always Best Care achieved its 11th consecutive year of positive revenue growth. In 2018, Always Best Care signed eight new franchise owners and opened 12 new territories, including St. Louis, Missouri, Pasadena, California and Pittsburgh, Pennsylvania. The company has also remained committed to giving back to the communities it serves and engaged in several charitable initiatives this year, including its annual sponsorship of the Alzheimer’s Association and participation in the veteran coat drive. Additionally, Always Best Care hosted its second annual senior pet adoption campaign, which

covered adoption fees for seniors seeking an animal companion. Studies show that pet ownership helps lower stress levels, blood pressure and depression and Always Best Care is helping to combat this issue in Americans over the age of 65. To bring the

cause to life, Always Best Care franchisees partnered with local animal shelters in

October and helped place pets in homes across the country.

www.alwaysbestcare.com

Mobility City’s Doors Are Now Open to Franchisees Mobility City, the premier and oneof-a-kind mobile repair and cleaning service for mobility equipment to individuals, groups, facilities, hospital, organizations and businesses that rely on various mobility devices, has opened its doors for franchisees to share the same success the company has been experiencing for years. Mobility City is a pioneer business in mobile repair, rentals, sales and cleaning services for various mobility equipment such as wheelchairs, power chairs, mobility scooters and many others. The business assists individuals with restricted mobility due to age, accidents, illness and other conditions. People who use

Franchising USA

wheelchairs, scooters and other mobility equipment to go to places or simply carry out their regular chores spend most, if not all, of their waking moments using them. When most people resort to doing the task themselves, they encounter numerous technical problems and soon realize that it requires professional expertise. A Mobility City franchise owner will have the chance to be of service to the disabled young and old, seniors, veterans and injured individuals by ensuring that the mobility equipment they rely on more than anything will be in good working condition all the time. Apart from the service-side of the

business that can help develop internal motivation to carry out the work, being a Mobility City franchisee will also provide the chance to make a difference in the community and to achieve financial independence considering the many opportunities in this industry. Keep in mind that every person, facility, business or organization that uses any of the many kinds of mobility equipment is a potential client. For more information, visit www.mobilitycity.com.

Rapidly Growing Home Care Brand Plans to Add 3 Additional Countries Within 12 Months North America’s fastest growing home care franchise system, Nurse Next Door, has just launched its bold pink brand in Australia. With a master franchise now operating in Melbourne and plans to add several more franchises in 2019, this is the first step in the company’s strategy to set up in three new countries over the next 18 months. A recent top 50 ranking on Entrepreneur’s Franchise 500 list reflects Nurse Next Door’s growth surge. Countries around the globe are experiencing the same rapidly growing population of seniors as we are in North America, and President and CEO Cathy Thorpe foresees a continued upwards trajectory as the home care brand moves into new markets.

America. Company leaders will focus on finding the right partners to represent the brand in each new country. As for Australia, they’ve entrusted experienced entrepreneurs Matt Fitton and Amber Biesse to lead the expansion.

Nurse Next Door launched in 2001 and began franchising in 2007, and now has over 150 franchises around North

Nurse Next Door matches caregivers and Registered Nurses with seniors to receive non-medical or medical care and

New Franchise Partners in Melbourne, Matt Fitton and Amber Biesse

companionship from the comfort of their

home. Their philosophy of Happier Aging-which aims to help seniors get back to

doing the things they used to love doing,

but don’t do anymore--is one approach that has helped them stand out in the market.

To learn more about Nurse Next Door, visit www.nursenextdoor.com. of 2019 award, and of those, 22 are Right at Home agencies, more than any other company. This makes Right at Home No. 1 in the nation.

Right at Home Franchises Recognized With Caring.com’s “Caring Stars of 2019” Award Caring.com, a trusted resource for families to find in-home care for their senior loved ones, released its annual “Caring Stars of 2019” list, a reliable industry source of information that showcases the best senior care around the country every year. This year, Caring.com is also highlighting those organizations that made the “Caring Super Stars of 2019” list. These are

businesses that received the Caring Stars award in 2017, 2018 and 2019. Right at Home, one of the nation’s leading providers of home care for seniors and adults with disabilities, is thrilled to announce that of the 446 in-home care agencies that received the Caring Stars of 2019 award, 141 of them are Right at Home agencies. Also, 50 in-home care agencies received the Caring Super Stars

The recent Caring Stars awards top off a significant year in 2018 for the Right at Home brand. Right at Home opened a conversion program for independent home care businesses. The brand also launched its inaugural Professional Caregivers Week in November to showcase their appreciation for caregivers and bring attention to the profession. With more than 500 locations in over 40 states and eight countries, Right at Home is positioned to continue dominating the in-home senior care market in 2019. To learn more about the Caring Stars program and view the complete list of winners, please visit: www.caring.com/ caregivers/bestseniorliving. For more information on Right at Home, visit About Right at Home at www.rightathome.net/about-us.

Franchising USA

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what’s new!

FirstLight Home Care Coming Tint World® Names to Overland Park 2018 Franchisee of the FirstLight Home Care, an award-winning provider of nonYear medical home care, announced today it will open a new location in the Kansas City area in Overland Park, Kansas, in February 2019. The office will be owned and operated by brothers Michael and Andrew Brainerd. FirstLight Home Care of Overland Park will be serving the Overland Park area, including Lenexa, Prairie Village, Leawood and Shawnee. Qualified caregivers — Supportive Care Workers — interested in FirstLight career opportunities are encouraged to email either Michael Brainerd at mbrainerd@firstlighthomecare. com or Andrew Brainerd at abrainerd@firstlighthomecare.com. FirstLight serves seniors, adults with disabilities, new mothers, veterans, those recovering from surgery and other adults in need of assistance. Their caregivers help with many needs – from personal hygiene and household duties such as cooking, cleaning and running errands to mobility assistance and dementia care.

this growing need and help improve the well-being of members of the community.”

“This Kansas City-area office will help meet the increasing demand for home care in the area as baby boomers choose to age at home,” said Jeff Bevis, FirstLight Home Care co-founder and CEO. “We are eager to extend FirstLight’s culture of care to meet

Visit www.firstlighthomecare.com to learn more.

Andrew Brainerd (left) and Michael Brainerd

Since opening its first franchise location in 2010, FirstLight Home Care has experienced steady growth and is now operating more than 250 locations in 34 states throughout the U.S.

Safe Homecare’s Denver Franchise Brings in Over $1 Million in Revenue Within 6 Months professionals, and insisted that they launch and prove the SAFE HOMECARE franchise model in one entirely new location and market to “prove to ourselves, as much as others, that our turn key model, concepts and strategies designed to tap into this exploding market, with minimal capital requirements, was everything we believed,” said Jeff Krueger, the CEO.

SAFE HOMECARE (acronym Support Assistance For Elderly) is celebrating success of its Denver franchise exceeding revenue of $1 million in the first 6 months of its second year of operation! ($1,063,363 first 6 months of 2018 per FDD). In 2017, SAFE’s CEO Jeff Krueger, an attorney and CPA, pulled back on the reins of his enthusiastic team of tenured business

Franchising USA

The Denver SAFE HOMECARE franchise commenced operations in early 2017 in a highly competitive and established market. “We wanted to test our model in an established and mature market, where, as the new kid on the block we wanted to take a sophisticated and developed market head on to see, and show, we were made of.” said Adam Krueger, SAFE’s COO of Franchise Operations. “Instead of just saying we know what we are doing, we can now back it up with empirical data.” As a consequence of the tremendous success of the Denver Franchise location, SAFE has internally greenlighted the introduction of SAFE HOMECARE to the franchising world. To learn more, visit www.safehomecarefranchise.com or call 855-953-SAFE (7233).

Don’t miss an issue COV ER STO RY

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R E-B AT H

“The support is amazing. They have people that specialize in each aspect of the business, so if you ever need specific support, you can rest assured you are talking with an expert.” - Sean Senno

BATHROOM REMODELING:

CREATING AN EFFORTLESS EXPERIENCE Re-Bath is the leading bathroom remodeling franchise for a reason: they offer full bathroom remodels with design, quality products and installation when, typically, these services are handled by different companies. Re-Bath is the only company to streamline the bathroom remodeling process in this way, creating an effortless experience for customers and franchisees alike.

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Re-Bath bathroom remodeling services include: • Free Design Service

Re-Bath’s design consultants work with customers to craft a design – from traditional to contemporary – that completely transforms their space into a bathroom they love.

• Quality Materials

Re-Bath offers a wide selection of the highest quality materials, including its own brand of wall surrounds called DuraBath™ and Durabath™ natural stone.

• Professional Installation

Re-Bath’s technicians handle every aspect of the remodel — from removal to installation — in just a few days.

The Re-Bath website even provides customers with an interactive “bathroom visualizer.” This sophisticated online

design tool gives customers an engaging and interactive way to better imagine the bathroom of their dreams.

COV ER STO RY

Get the App

• Replacing bathtubs with walk-in showers or walk-in bathtubs

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The company’s one-stop-shop approach appeals to everyone from ﬁrst-time homebuyers to veteran homeowners, and the numbers say it all.

One Re-Bath location averages nearly six times the amount an independent contractor makes in revenue. And thanks to the franchise’s sales- and marketingT H model, E MRe-Bath AGAZINE focused business franchisees with territories of 500,000 in population or more report a whopping average revenue of $2,123,537* per territory and are well-known across the United States with a presence in 43 states.

• Discreetly adding safety rails inside the shower

$5.95 www.franchisingusamagazine.com

• Widening doorways to ﬁt wheel chairs • Raising toilets for easier transitions from wheel chairs

Many baby boomers turn to Re-Bath because the franchise’s bathroom designs are not only safe and accessible but

sleek Fcomfortable, OR FR A and N Cmodern, H I Stoo. EES

VOL 07, ISSUE 3, JAN 2019

Set Yourself Up for the Same Success

RE-BATH

Re-Bath uses a sales- and marketingfocused business model. That means there’s a strong emphasis on teaching franchisees the beneﬁts of hiring experienced and professional sales representatives and allocating a large chunk of their budget toward effective marketing and advertising efforts.

Re-Bath is Well-Loved by the CREATING AN Market’s Highest Spenders

EFFORTLESS EXPERIENCE

Baby boomers are the home renovation industry’s top customers, making up one-third or more of the market. And, the demand for home improvement services increases as more and more baby boomers choose to age in place in the comfort of their homes.

SPECIAL “Aging in place” is a phrase used to describe an aging person, typically 55 years of age or older, living in a residence of their choice for as long as they’re able. Many of those who fall into this group FEATURE will soon need to update their bathrooms, seeing as it’s one of the most dangerous rooms in the house for this aging class.

Baby boomer bathroom renovation trends include:

The franchise also manufactures and supplies franchisees with the majority of

SENIOR CARE FRANCHISING

EMPIRE BUILDING

Franchising USA

NEGOTIATING THE BUSINESS TERMS OF THE LEASE DEAL

FOR FRANCHISE TENANTS LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE Business Franchise Australia and New Zealand 1

www.franchisingusamagazine.com Franchising USA

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COVER STORY: Assisted Living Locators

Seniors Assistance Franchise Could Easily Triple Number of Franchisees, CEO Says When it comes to growth, this senior assistance franchise wants to see a threefold increase in franchisees. Based in Scottsdale, AZ, Assisted Living Locators currently has 105 franchises spread throughout 34 states, but there is so much more room for growth. “We could literally triple our size,” founder and CEO Angela Olea said during a recent interview. “We’re at 105, we could easily be at 300.” Florida, with its large senior population, and California are areas that are wide open for growth, she noted, along with regions of the country where they haven’t gotten into yet.

A Different Kind of Seniors Assistance Assisted Living Locators is a different kind of franchise when it comes to senior assistance.

“We could literally triple our size. We’re at 105, we could easily be at 300.” - Angela Olea

Franchising USA

“The quick analogy of what we do is we’re like a realtor for the elderly,” Olea explained. “We help locate assisted living homes or care communities that seniors need based on a combination of factors that match the senior’s financial, medical, social and location needs.” Families contact Assisted Living Locators and explain those needs. Then, the company’s assisted living consultants --

“The quick analogy of what we do is we’re like a realtor for the elderly. We help locate assisted living homes or care communities that seniors need based on a combination of factors that match the senior’s financial, medical, social and location needs.” - Angela Olea attorney from Greenberg Traurig she broke new ground in the referral and placement field. “I created the first referral and placement franchise in the U.S,” Olea said. “I had to overcome a lot of barriers. There are several other placement and referral franchises that are out there now, but it’s my recipe. I wrote the cookbook.”

The Recipe the franchisees -- go to work, searching a combined local and national database of communities and homes to find the best matches for the senior’s needs. They walk the families through the process of comparing choices and helping the family make the right choice for their senior. Ultimately, it’s the family who makes the final decision. The service is free for the families, with the franchisee getting paid by the facilities when a senior is matched with them and moves in. Assisted Living Locators has contracts with the United States’ top seniors care facilities including Brookdale Senior Living and Atria Senior Living, as well as thousands of care homes across the country. The company also works with non-medical home care providers if a senior requires that type of service.

Getting Started Olea’s background is working as a registered nurse caring for seniors. She noted that seniors who would be discharged from the hospital would often end up back in the hospital soon after because they were not getting the proper care after being discharged. Frustrated, she spoke with a social worker to find out what the process was to get

seniors in proper care facilities once they were discharged from the hospital. To her dismay, the social worker told her that all they did was give seniors brochures to various care facilities and left it up to them. But, none of the facilities that seniors were being pointed to had been vetted by anyone, meaning neither the social workers nor anyone else at the hospital knew if these facilities were any good. That bothered Olea and she decided to do something about it. She started by researching places in her area that catered to seniors, so she could personally vet them herself. The more she researched, the more she discovered all the options seniors had. Then the proverbial lightbulb went off and the idea for Assisted Living Locators came to her. “It was a little spark that became an inferno when frustration turned to inspiration,” she said. In 2003, she created a website and started her database of senior facilities in her local area. Shortly after she launched the business, she started receiving calls from all over the country needing a service like Assisted Living Locators. That’s when she was introduced to the world of franchising. Together with an

Through a lot of brainstorming and trialand-error, Olea came up with a franchising model that works. Unlike other franchises that are primarily based on population. Her franchise is not only based on population, but also on how many senior facilities are in each area. Once she established the best way to do things, she started franchising in 2006. Every new franchisee comes to Scottsdale for five days of classroom and field training where they learn the finer points of networking and how to properly vet a seniors facility to make sure it is good quality and find out what the staff is like, what services they offer, the size and type of the building, how many people live there and any other information that would be useful to families looking for a new home for a senior relative. After the franchisee returns home, they are privy to a 13-week one-on-one coaching course while they open shop. When they hit certain preset benchmarks in their business, a team from Assisted Living Locators will then travel to the franchisee’s location for two more days of training and help with their business. All facilities that franchisees visit get entered into the franchises’ Assisted Living Locators Integrated Network (ALL-IN) database.

Franchising USA

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COVER STORY: Assisted Living Locators

One of the main reasons Olea wants to triple the number of franchisees is because in this industry, the more franchisees the company has, the easier it is for everyone. The company has many situations where a daughter who lives in one region like New York will call and want to ask about places for her mother who lives in another region like Florida. Because Assisted Living Locators has franchisees in both regions, the franchisee in the daughter’s location can collaborate with the franchisee in the mother’s location. “Although our franchisees have territories, they are borderless as far as the assistance they can provide with a shared revenue model,” Olea explained. “They can share

Franchising USA

“Although our franchisees have territories, they are borderless as far as the assistance they can provide with a shared revenue model. They can share the fees that they collect, so they both have a vested interest in helping the family.” - Angela Olea the fees that they collect, so they both have a vested interest in helping the family.”

that families are aware of this service category,” she noted.

The best type of person for this franchise, she noted, would be someone who cares about helping seniors and who can network and build relationships easily. They also must be a lifelong learner, as it is a young industry that is continually evolving, plus they must be an educator because many people who need this type of service aren’t even aware that it exists.

With such low overhead and minimal need for staff, Olea recommends that franchisees work from home. However, if they prefer, they can hire staff and have a commercial office if they want.

“Our marketing model includes an educational component to make sure

With low overhead and high earning potential, plus the opportunity to help people in need, Assisted Living Locators should have little trouble tripling their franchisee count. www.assistedlivinglocators.com

Page 29

YOUR FUTURE IN FRANCHISING

IS BRIGHT

The Greater Fort Lauderdale / JAN. 24-26, 2019 atBroward County Convention Center

You’re gonna need a bigger piggy bank. The top franchise brands are ready to take you through the next steps of business ownership, with support from free seminars and in-depth workshops.

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Featu re b y G i n a G i l l Fr a n c h i s i n g U S A

r o i n e S C ar e Franchising feature

When it comes to franchising there are so many choices for investors to consider. The market is no longer as simple or cut and dry as it used to be. As the economy progresses, new and creative ways develop to generate profit. Some ideas come from consumers, while others come from invention or derive from popular products already on the market.

Franchising USA

Meanwhile, some franchises occur from necessity, which is the case for Senior Care. According to the Census bureau, 13.3 % of Americans are seniors and their needs are exceptional in comparison to the rest of the population. Though they tend to have some health care concerns, there are different approaches to senior care that have slowly developed into a variety of businesses. People are living longer and enjoying their retirement. In fact the average life expectancy in America is 79 years, which leaves a lot of time for people to enjoy their life after work.

Of course, some seniors may be seeking assistance and care, and medical advancements have also opened doors to numerous different ways to seek hospitality. These options have created different franchising sectors for investors to consider. For someone passionate about healthcare or with a background in health, this could be a great way to combine business and pleasure. Of course, it’s not necessary to have experience in this field to succeed in senior care but for those who enjoy taking care of others, this could be a very fulfilling career.

“The care doesn’t tend to include medical assistance but rather personal care: food preparation, personal hygiene, housekeeping and a variety of other everyday tasks.”

own, with less responsibility. They tend to have snow clearing and garbage pick up available, as well as a quick means to communicate with a healthcare facility.

“Having a business that helps people transition in life, providing clients with a safe and healthy space is such a great experience and investment for franchisees.” Besides health, there are numerous other business opportunities for senior care worth considering. Some rely on involvement from franchisees, while others don’t. It depends on the type of opportunity one is interested in.

Independent Living communities Some senior citizens are ready to move out of their long-term home and downsize but are not seeking assistance or medical care. Independent living communities are either available as apartment style housing or smaller houses within the same lot. Either option allows seniors to live on their

Some centres provide cleaning services and other additional perks for its residents. This type of franchise would involve a lot less paperwork and involvement because it doesn’t have too much red tape or insurance claims. Without healthcare services, the franchisee doesn’t have to be weary of as many laws and regulations. Any legal issues would be easily addressed by the franchisor but it would definitely be a less time consuming option. Review the opportunities within this type of senior care facility to make note of the services provided, how much staff is onboarded and how much energy and work is expected from a franchisee. If you’re looking for a work-life balance, it could be dependent on the allowable staff hires and operations of the franchise. This type of franchise would have a high buy-in cost mainly due to location but the profit is guaranteed. Plus this isn’t a business fad. The aging population is expected to grow in the near future as baby boomers seek independent living

options. The profit is pretty high and it can likely run itself. A franchisor would help set up a lot of the operations and marketing. Statistics and location are important for senior care, it’s probably not helpful to set up a facility surrounded by a younger population. Looking at stats within the community and local competition is important to determine success before investing.

Assisted Living facilities Similar to independent living spaces, these franchises come with staff that care for the residents. The care doesn’t tend to include medical assistance but rather personal care: food preparation, personal hygiene, housekeeping and a variety of other everyday tasks. If one had the proper amount of finances and are interested in senior care, their best bet is a franchise due to insurance and the variety of legalities involved in the process. A franchisor provides all the information and claims so you don’t have to do the work, while also providing the marketing

Franchising USA

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Featu re b y G i n a G i l l Fr a n c h i s i n g U S A

and advertising you need for success. A lot of assisted living facilities can be associated with a certain name brand. That reputation allows for a more likely profit, and creates a strong clientele without any of the legwork. The startup costs are dependent on the location and how large of a facility is expected but again the profit is guaranteed. Roughly one million Americans live in senior care facilities and that population will grow as the 77 million baby boomers seek retirement and assistance. Both independent living situations and assistance living would be competitive with a few unusual markets. More seniors are looking at international facilities to help lower the cost of living, while some seniors seek government assisted programs.

Skilled Nursing Facility This type of franchise clearly involves health care features and staff, which involves a lot of regulation. If this type of facility is of interest, a franchisee could easily rely on a franchisor to carry the heavy load of instructions. Head office would have a fine guideline that makes running such a complex business much more simplistic. Plus you’d be confident that your procedures are safe and in order with a franchisor supporting you along the way.

Franchising USA

“Some seniors may be seeking assistance and care, and medical advancements have also opened doors to numerous different ways to seek hospitality. These options have created different franchising sectors for investors to consider.” A healthcare facility would be competitive directly with hospitals, but not long term. Hospitals have short term stays, while assisted living is long term. A benefit is guaranteed income. Residents can either pay out of pocket or through medical aid and government support. There is a lot of financial freedom within senior care; if residents are receiving aid, it automatically goes into your pocket. People are likely to choose a nurse assisted facility when they have health concerns because it creates a long term living option. In comparison to hospitals, it also provides a home-like environment that is safe and aware of its clients needs. Nowadays seniors have more buying power. They are ready for retirement and they come prepared with a checkbook. Most families are retiring with a dual income as well as a house to sell. This portion of the American population is growing and well-prepared for the next step. Their children want what is best for them. They are willing to help them invest in the proper steps to retire and live at ease.

People will spend a lot of money to rest easy at night, and senior care facilities allow for that ease. A franchise is backed up by head office support and a wellbranded name that families can rely on for their loved ones. It’s a very fulfilling franchise option. Having a business that helps people transition in life, providing clients with a safe and healthy space is such a great experience and investment for franchisees. For those interested in a bigger and more complex operation, though greatly supported by a franchisor, senior care franchises provide a business opportunity that allows you to help families feel at home. ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter and in communications, focusing on social media. She currently works as a community information officer with Epilepsy Society, while pursuing her writing career at the same time.

Click here to find out more...

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Expert Advice: Jason Wiedder, Vice President of Franchise Development of Always Best Care

Giving Back

is Good for the Soul and for Business As leaders of the franchising community, we all have the responsibility to give where and when we can. The franchising community has a longestablished presence when it comes to giving back and it’s one of the reasons I’m so proud to work in this industry. Through the ongoing work of franchisors, company-wide initiatives or individual franchisees, the community-support efforts are immeasurable. While many of us share a strong desire to support the community, franchise brands are each tailored to serve different

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audiences and their services vary. A fast-casual restaurant concept certainly has a fairly contrasting purpose and mission when compared with a senior care agency, but the importance of building a company with community top-of-mind is an effective method to help secure, and fuel long-term success across a variety of verticals. For more than a decade, I’ve been part of the franchising and senior care industries. Through my work with Always Best Care, I’ve witnessed first-hand how following this ideology and empowering employees to give back can bring success to entrepreneurs. To help others understand its importance, I’ve shared the below recommendations detailing how business owners can create an environment that

capitalizes on employees giving back to their community.

Identify Passion and Build On It

The first and most vital step towards making a positive change within your industry or community is to identify the cause that gets your employees out of bed. Passion will always be the main source of motivation that will feed their commitment to execute a successful campaign. Recognizing that the senior care industry draws a group of passionate and eager individuals, Always Best Care has been able to establish a variety of charitable community efforts based on our founding purpose of inspiring change and improving

quality of life. No matter your industry, your employees gravitated to your business for a reason and will help you determine a meaningful cause that supports both your their wishes and company values. As an example, our caregivers provide assistance for individuals that suffer from cancer, Alzheimer’s disease, dementia, traumatic brain injuries and other lifealtering and threatening diseases. To build on our desire to help, we’ve partnered with the Alzheimer’s Association on a national level and our franchisees assist in initiatives to raise awareness and funds for Alzheimer’s within their communities. It’s essential that employees are passionate about the cause and their motivation will help establish strong visibility within key markets.

Invest In Your Employees, So They Invest In Your Community

Employees and franchisees want to be part of an organization that is committed to their development and success. Employees who feel valued and heard within your organization will be motivated to administer projects that are important to the community you service. From a franchisor’s standpoint, I’ve found it most beneficial to create a business model that provides ongoing support for each individual franchisee and supply them with the tools needed to hire and train the right professionals in their market. At Always Best Care we provide franchisees with the resources needed to successfully run their business, so they are able to invest in employee support. This has resulted in team members and caregivers taking pride in their work and clientele, which builds a desire to support local charity events and fundraisers. Once you recognize the importance of your employees’ needs, take the necessary steps to show your appreciation and invest in their growth so they feel empowered to do the same for your company’s efforts to better their communities.

Cater To The Cause

Lastly, allow your franchisees and employees the power to make a difference. As a franchise, you have access to a plethora of resources and hard working individuals who together can inspire positive change. Encourage your team members to bring forth organizations and causes they want to support and help them execute a plan. Whether it’s through allotting time to work on a pro-bono project, providing resources or offering incentives to motivate additional team members to participate – having the backing from the leader of any organization will go a long way. Keep an open mind and listen to what your employees would like to accomplish. Tell them how you can support their initiative and help make their dream of giving back a reality. By following these guidelines, you’ll shape your franchise to uphold the value and importance of community. Through building on the passions of those you employ, committing to their professional well being and empowering them with the tools needed to flourish within the industry, the possibilities are endless. A company culture that thrives on the importance of giving back has many benefits, and will ultimately generate a positive image and profitable business.

Jason Wiedder joined Always Best Care Senior Services as Vice President of Franchise Development in March 2018. Previously, he was Vice President of Franchise Development for Brain Balance Achievement Centers. With more than a decade of experience in franchise and senior care industries, he has held various senior management positions with companies such as A Right Place For Seniors an Senior Helpers where he helped grow the company from 3 franchises to 275 franchises. www.alwaysbestcare.com/franchising

Jason Wiedder

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Expert Advice: Jeff Bevis, co-founder and CEO, FirstLight Home Care

The Emerging GameChanger in NonSkilled Home Care New rules from Centers for Medicare & Medicaid Services will expand market

New business opportunities are coming to the home care franchise sector through expanded Medicare Supplemental Plan offerings but not without the willingness to make significant investments to meet federal requirements. New Centers for Medicare & Medicaid Services (CMS) rules that went into effect on Jan. 1, 2019, are finally making a breakthrough to include personal care services as eligible for coverage under some Medicare Advantage supplemental

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plans. Previously, that has not been the case on a broad basis.

• Transportation for errands and appointments

Although some long-term care insurance policies have provided coverage for nonmedical care for many years, this is the first time that there is a true CMS edict that Medicare Advantage supplemental plans can formally cover personal care services.

• Travel assistance and companionship

What is non-medical home care? Non-medical home care taps into the market of people who don’t need clinical medical care but can use some help to remain independent. This can take the form of companion and personal care services such as: • Basic housekeeping help • Assisting with personal needs such as bathing, feeding or grooming

• Preparing meals From a business perspective, non-medical home care services have traditionally been private pay. Without the need to comply with federal regulations or insurance requirements governing reimbursement, non-medical home care owners have prospered with only a portion of the true market utilizing services. The majority of states nationwide do require non-medical home care businesses to be licensed but with low barriers to entry. The new coverage changes through CMS do come with a price. Although CMS is now permitting Medicare Advantage Supplemental plans to cover some personal care services, home care providers will have to meet higher standards.

“The CMS rule change is exciting news for the home care industry, but business leaders must be clearly aware of the costs and potential pitfalls that come with the new opportunities.” The 21st Century Cures Act mandates the use of Electronic Visit Verification (EVV) and Electronic Home Health Records (EHR) for services that require an inhome visit by a provider. In addition, home care providers can seek accreditation with approved national organizations. These three new standards alone will require eligible, approved home care providers to make advance investments in their infrastructure, service processes and technology systems to remain compliant.

Not instantaneous Although the rules went into effect on Jan. 1, 2019, the transformation is not going to be instantaneous. In the run-up to the rules going live, there was not a massive number of insurers announcing Medicare Advantage Supplemental plans to incorporate the coverage. There has not been a big push from insurers yet to offer new benefits. The change will probably be more impactful for the industry beginning in 2020 once carriers have a better sense of the impact, pricing and the state of the market. As they incorporate the coverage, it will begin expanding the market of potential clients to be served under the Medicare coverage of long-term care. With 86 million people in the United States expected to reach age 65 and beyond by 2050, the market for home care services has already been growing dramatically. The rule change will open up more sources of payment for non-medical home care services and has the potential to create a massive increase in the number of potential clients in the years ahead. There were 19 million people enrolled in Medicare Advantage Supplemental plans in 2017, according to the Henry J. Kaiser Family Foundation. If even some percentage of those numbers are now eligible for coverage of personal care services, that’s a significant potential spike

in clients for successful, well-prepared home care companies to serve.

Tough requirements The CMS rule change is exciting news for the home care industry, but business leaders must be clearly aware of the costs and potential pitfalls that come with the new opportunities. There are substantial requirements for home care businesses seeking to become properly credentialed to receive payments from Medicare Advantage Supplemental plans. This opportunity is not to be taken lightly. It’s not going to be easy. To be best positioned for future opportunities when they occur, home care businesses must follow all of the steps and meet all the federal requirements ahead of time. This will require some big operational shifts — and major investments — from each home care provider and the industry as a whole in order to meet the increasing demand and provide the type of services covered under the CMS rule change.

rule change represents a fundamental expansion to Medicare Advantage Supplemental Plan benefits. Leading home care companies who have made the advance investments and have maintained higher levels of service delivery will be up to this new challenge. Jeff Bevis is co-founder and CEO of FirstLight Home Care, which is a toprated non-medical home care provider with a network of offices that provides more than 105,000 hours per week in care for more than 5,300 clients in over 34 states. www.firstlighthomecare.com

New opportunities In coming years, the CMS rule change will create greater separation between progressive, well-prepared home care businesses and the rest of the industry because not everyone will step up and make the advance, major investments to meet the requirements. The CMS

Jeff Bevis

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Expert Advice: Christopher Conner, President of Franchise Marketing Systems

Franchising in the Senior Market The statistics are enough to make any businessminded person drool. The over 65 population is growing every year by over 3.3 percent annually compared to the under 65 market at .3 percent annual growth. The incredible growth in this market segment has given meteoric rise to a wide range of senior focused services and products. The franchise market has benefited directly from this growing market and the euphoric expansion has driven innovation and creative ways to serve this market. The senior care market is what originally

broke ground in the senior franchise market with an enormous variety of inhome senior care franchises starting with brands like Visiting Angels. The in-home senior care market continues to thrive today with newer brands such as Ideal Homecare and Caring Matters Homecare. These models focus on delivering professional care to seniors from the comfort of their own residence. This market alone has exceeded 440 billion in annual sales by some accounts and shows few signs of slowing down.

“Most senior businesses are models that you can make money and feel good about what you do every day.”

New models that have been created out of demand to serve this senior market also have entered the senior franchise market with high levels of success. Avendelle Senior Homes, a franchise with locations

in Dallas, Texas and Raleigh, North Carolina converts residential properties into smaller, cozier nursing homes with the ability to provide better care. Avendelle in the last year has opened 6 new homes in Dallas alone. 55 Plus Fitness is a senior focused fitness and gym model that offers a comfortable environment for seniors to exercise and socialize with one another. Traditional gym models full of young, lightly clothed people create an unwelcoming place to work out for someone in their 60’s and 55 Plus was designed to address just this need.

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Regardless of the business segment, there is opportunity in the senior market and franchisees are reinforcing this with their dollars and investment. The great part about doing business in this market segment is the goodwill that accompanies the profitability. Most senior businesses are models that you can make money and feel good about what you do every day. Christopher Conner is the President of Franchise Marketing Systems and has spent the last decade in the franchise industry working with several hundred different franchise systems in management, franchise

“Regardless of the business segment, there is opportunity in the senior market and franchisees are reinforcing this with their dollars and investment.” sales and franchise development work. His experience ranges across all fields of franchise expertise with a focus in franchise marketing and franchise sales but includes work in franchise strategic planning, franchise research and franchise operations consulting. For more information on how to choose the right food service franchise, contact Chris Conner at Chris.Conner@ FMSFranchise.com www.fmsfranchise.com

Chris Conner

Franchising USA

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Ask t h e E x pert

Evan Hackel

Ask the Expert: am I getting roi for the training

Dear Evan, “I keep getting asked about the ROI that I am getting for the training, but I have no idea how to define it. What do I do?” - Jake H, Chagrin Falls, Ohio Let me start by noting that most companies view training as an expense, and that is incorrect. The cost of training is not an expense like paying your electric bill or buying insurance. It is an investment that pays you back. Determining what the ROI is depends on comparing what you are spending on training against the financial benefits. Let me tell you about a company where a lack of training was costing $1.68 million a year. The company was a chain of nine floor covering stores that was doing $12 million in annual sales. They had an overall goal to increase profits, which were sitting at

an average profit margin on products sold of 34%. Knowing that they could improve their margin if they focused on training and raised pricing, they trained salespeople to use sales tools and help customers understand the true value the company offered. They focused on solving customer problems by concentrating more on the customers’ needs and helping them find the right products. By demonstrating value and better helping customers meet their needs, the company increased margin and sales. As a result, the company increased their margin from 34% to 48% - a 14% improvement. In that $12 million company, the result was a $1.68 million increase in gross profit dollars, plus increased sales. The improvement in profit was demonstrable. The reality is that the true differentiator was the training. If they’d simply changed out the merchandising without training, it would have had a much smaller impact. Another way to look at it is that for years, a failure to train was costing that company

$1.68 million a year in gross profit. The cost of training for this company was in essence $1.68 million a per year, because they didn’t spend any money on training. You see, every company pays for training. You can either pay for it up front or you can pay for it through poor results at many times the cost of doing it right. And how much was that company paying for training? The program that turned the situation around cost only about $30,000 in development, and smaller annual delivery costs. So you can do the math on that. For an investment of that sum, the company increased profits by $1.68 million. That is a significant ROI on training, but actually not that unusual. So, are you missing out on opportunities to increase profits dramatically through training? Let’s take a close look at how that could be happening to you. - If you are not training staff to close more sales, you are probably losing money that you could recoup easily through training. - If you are not training salespeople to sell just a little bit more on the average

About Evan

Evan Hackel is a 35-year franchising veteran as both a franchisor and franchisee. He is CEO of Tortal Training, a leading training dev Carolina, and Principal and Founder of Ingage Consulting in Woburn, Massachusetts. Evan is the host of Training Unleashed, and au on Seeking Excellence, Better Together, Ingaging Leadership and Attitude is Everything. To hire Evan as a speaker, visit www.evans

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Evan Hackel

“If you are not training salespeople to sell just a little bit more on the average ticket, you are probably losing money that you could recoup many times over through training.”

ticket, you are probably losing money that you could recoup many times over through training. - If you are not training employees to please and retain more customers, you are probably using money that you could recoup quickly through training. - If frustrated employees are quitting your company, you are incurring a lot of expenses to replace them that you could recoup easily through Have a question about your franchise? Email your franchising question to editor@cgbpublishing.com. We look forward to hearing from you! Please note that your questions may be edited for length prior to publication.

“Every company pays for training. You can either pay for it up front or you can pay for it through poor results at many times the cost of doing it right.”

velopment company in Charlotte, North uthor of Ingaging Leadership. Evan speaks speaksfranchising.com. Follow @ehackel.

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Veterans in Franchising january 2019

www.franchisingusamagazine.com

Why Franchising and the Restaurant Industry are

a Good Fit for Veterans

Veterans Make the Best Business Owners: A Veteran’s Advice on How to Make the Smoothest Transition

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SAME DRIVE. DIFFERENT BATTLEFIELD. TAKE THE NEXT STEP > VETFRAN.COM OFFERING FINANCIAL SUPPORT, TRAINING & MENTORSHIP Veterans interested in franchising can take their skills learned in the military to successfully own and develop small businesses. Learn more and support veterans in franchising at www.vetfran.com.

• 650 franchise companies participating • 151,000 veterans and their spouses found careers in the franchise industry • 5,100 veteran franchise owners

V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t january 2019 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover

Veteran News

50 Veterans Make the Best Business Owners: A Veteran’s Advice on How to Make the Smoothest Transition

46 FirstLight Home Care Named One of the Top Franchises for Veterans by Entrepreneur Magazine

52 Why Franchising and the Restaurant Industry are a Good Fit for Veterans

47 PuroClean Awards First-Ever Free Franchise to Military Veteran Through PuroVet Program

Veteran Profiles 48

JDog Junk Removal & Hauling

52 Hwy 55 Burgers, Shakes & Fries

Veteran Expert Advice 50 Veterans Make the Best Business Owners: A Veteran’s Advice on How to Make the Smoothest Transition Jerry Flanagan , Founder, JDog Junk Removal & Hauling

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veteran news FirstLight Home Care Named One of the Top Franchises for Veterans by Entrepreneur Magazine Leading non-medical home care franchise recognized by Entrepreneur Magazine for second consecutive year FirstLight Home Care, an awardwinning provider of non-medical home care, was ranked by Entrepreneur Magazine as one of the top franchises for veterans. FirstLight was evaluated based on veteran incentives, support of veteran franchisees, and its ranking in the 2018 Franchise 500. This is the company’s second year in a row making the list. “We’ve long been a supporter of veterans and are always looking for more ways to show appreciation for those who have served our country,” said Jeff Bevis, CEO and co-founder of FirstLight Home Care. “We have programs in place to provide veterans with assistance in opening their

own FirstLight business, and we’ve had tremendous success at our locations owned by those who have served in the U.S. Armed Forces.” As part of its support for all U.S. military veterans, FirstLight discounts its franchise fee by $12,500 for veterans. Bevis also serves as the current committee chairman of the International Franchise Association (IFA) Education Foundation VetFran Committee, which helps provide access and opportunities in both employment and franchising for veterans and their spouses. Additionally, FirstLight regularly

attends and presents at regional and national events that are created to assist transitioning veterans to highlight both business ownership and employment opportunities that exist within the franchise industry for veterans and their spouses. In addition to making Entrepreneur Magazine’s Top Franchises for Veterans list, Franchise Business Review ranked FirstLight as a Top Franchise for Veterans for the second consecutive year. The recognition from Entrepreneur adds to the recent awards FirstLight has been receiving lately. In recent months, the company has also made the Inc. 5000 list of fastest-growing, privately held companies (for the 4th consecutive year of eligibility), as well as the Franchise Times Top 200+ of the 500 largest franchise companies for the fourth and sixth consecutive times, respectively. The company has also made Franchise Business Review’s Top 100 Franchises for Innovation list. The complete list of Entrepreneur Magazine’s 2018 Top Franchises for Veterans can be found at www.entrepreneur.com/franchises/ topfranchiseveterans/2018/. For more information about FirstLight Home Care’s franchise opportunities, visit www.firstlightfranchise.com.

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PuroClean Awards First-Ever Free Franchise to Military Veteran Through PuroVet Program Springer was flown to PuroClean’s corporate headquarters in Tamarac, Florida for what he thought was a final interview. Instead, he was surprised with a reception honoring him as the winner. In attendance at the event were Browad County Commissioner Michael Udine and PuroClean’s entire home office team, including Steve White, president and chief operating officer; Mark Davis, co-chairman and chief executive officer; and Tim Courtney, vice president of franchise development, who created the PuroVet program. A film crew captured the experience for Military Makeover: Operation Career, which will air Springer’s story later this month. In 2019, Springer will return to Florida for an intensive three weeks at PuroClean’s newly renovated state-of-the-art training facility. He will then relocate to Kansas City to open his business, which he will operate with his family.

Steve White, PuroClean president and chief operating officer; Grant Springer, free franchise winner

PuroClean, a leading restoration and remediation franchise, recently announced the winner of its first-ever PuroVet free franchise giveaway. Washington, D.C. resident Grant Springer, a 26-year veteran of the United States Army, was surprised with his free franchise during an emotional presentation earlier this month. The moment was captured as part of Military Makeover: Operation Career that aired November 7 on the Lifetime Network. “While studying entrepreneurship at Georgetown University, I was introduced to the world of franchising and companies like PuroClean, who are helping military veterans find their perfect second career,” said Springer. “PuroClean stood out to me and I was really impressed by their PuroVet program. Owning my own business has been a personal goal for many years and I’m incredibly thankful to PuroClean for helping turn my dreams into reality!” The first-ever PuroVet free franchise giveaway launched earlier this year and was open to all veterans including active duty, reserve, honorably discharged or retired personnel. Each applicant was required to submit a resume and business plan demonstrating how they would successfully run their franchise. PuroClean executives evaluated submissions based on preparedness, business acumen and more. The most impressive candidates were offered a phone interview with PuroClean president and chief operating officer Steve White, a veteran U.S. Army Captain and member of the International Franchise Association’s VetFran committee.

“Veterans are strong leaders who push tirelessly toward success and today, many veteran franchise owners are among the top performers within our network,” said White. “I am honored to be part of this unique initiative, supporting my fellow veterans and helping contribute to their success after service.” As a result of its PuroVet program, which offers qualifying veterans of the U.S. Armed Forces a $12,500 discount off their initial franchise fee and negotiated savings with key equipment vendors, PuroClean is consistently recognized as a top veteran franchise. This year, the company was named to Military Times’ Best Franchises list. In addition, the company has received accolades for its growth through innovation – including offering the largest territories in the industry – most recently earning the No. 258 spot on Entrepreneur magazine’s prestigious Franchise 500® list. To learn more about the PuroVet program and PuroClean franchise development, visit PuroCleanFranchise.com.

Steve White, PuroClean president and chief operating officer; Grant Springer, free franchise winner; Michael Udine, Broward County Commissioner

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Veteran Profile: JDog Junk Removal & Hauling

JDog Junk

Removal & Hau

Reduces Franchise Buy-

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JDog Junk Removal & Hauling, a national junk removal franchise owned and operated exclusively by Veterans and their family members, has a new, reduced franchise fee model that gives more Veterans the opportunity to become business owners. The new model offers three tiers of franchise ownership based on market size and location: $10,000 franchise fee for markets up to $50,000 people, $20,000 franchise fee for markets up to 100,000 people, and $35,000 franchise fee for markets of up to 200,000 people. That effectively means Veterans in regions such as Juneau, Alaska; Augusta, Maine; Bismarck, North Dakota; and Helena, Montana have more affordable access to business ownership through JDog.

“As a strong proponent of Veteran employment, JDog cultivates a natural camaraderie among Veterans and an environment in which they can thrive.”

uling

-In Costs

Why franchising -- and JDog -makes sense for Veterans For veterans, franchising takes the guesswork out of starting a business. Business owners receive a tried-and-true blueprint for how to open and manage a successful business, and benefit from the tools, support, and economies of scale that a franchise system offers. Additionally, a franchise’s built-in structure and hierarchy offers a similar system of accountability and reporting as the military, making the transition from military to the civilian business world smoother. And yet, despite these benefits as well as the the training, worth ethic, and leadership experience Veterans gain in the military that qualify them to own

“A franchise’s built-in structure and hierarchy offers a similar system of accountability and reporting as the military, making the transition from military to the civilian business world smoother.” and operate their own businesses, many Veterans never take the leap. Often the limiting factor is finances. JDog’s new pricing structure aims to eliminate this barrier. Its low start-up costs and high margins give franchisees the confidence to manage and grow their operations, and the recession-proof nature of the junk removal business provides confidence in longevity. For Veterans who may not have other practical or formal business experience, the ongoing operational training, web support, call routing, and other tools JDog provides further positions Veteran business owners for success. Further, as a strong proponent of Veteran employment, JDog cultivates a natural camaraderie among Veterans and an environment in which they can thrive. JDog’s camouflaged uniforms and trucks provide the comfort of familiarity, while the company’s commitment to service enables employees to unite with their Veteran brothers and sisters in a common mission.

The future of JDog Jerry Flanagan, an Army Veteran, and his wife Tracy opened the first JDog in Paoli, PA in 2011. The concept took off, and in the seven years since, JDog has grown to 200 active franchises across 31 states, making it the country’s fastest growing junk removal business. The organization’s new, lower franchise fee model makes business ownership more accessible and affordable for the country’s 20.4 million Veterans. For more information about JDog Junk Removal & Hauling and how you can take advantage of the new franchise fee model, visit www.jdogfranchises.com.

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expert advice: Jerry Flanagan, Founder, JDog Junk Removal & Hauling

Veterans make the best

Business Owners: A Veteran’s Advice on How to Make the Smoothest Transition

As an Army Veteran, I intimately understand the challenges many Veterans encounter at the end of their military service and have experienced many of them myself. There are many unknowns in the transition from the military to civilian life, including where to look for a job, how to operate in an environment lacking ranking officers and an apparent chain of command, and how to overcome the communication barrier between between civilian and military working environments. But the strengths of military servicemen and servicewomen equip them to gracefully overcome these challenges: There are the years of training and discipline, the inherent work ethic that comes with all that training, the strategic mindset and can-do attitude, and the respect which has been ingrained in them from day one and can go a long way in any environment. These are the same qualities found in exceptional business owners. For service members who are preparing to transition to civilian life, or for those who’ve recently transitioned and may be

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“Sometimes servicemen and servicewomen need a little encouragement or guidance on where to start in their transition to the civilian business world and how to identify, utilize, and market their strengths. Once they do, success should come easily.” dissatisfied with their current job, business ownership may be the perfect opportunity. Here are five pieces of advice for aspiring Veteran business owners based on my own experience as a Veteran entrepreneur.

Use your military experience to your benefit

When you’re applying for a job or thinking about starting your own business, it’s natural to look for opportunities that align with the hard skills you were trained to excel at in the military. But don’t limit yourself to endeavors that rely solely on your ability to reassemble a truck, operate a communications board, or complete some other task that directly relates to your MOS. The soft skills you gained during your time in the military are often just as important. Things like leadership experience, work ethic, communication, problem solving, positive attitude, and the ability to remain level-headed in the face of challenges are all imperative to becoming the best business owner, partner, and boss you can be.

Hire like-minded people

The only way your business will grow and thrive is if you continue investing in it. That means hiring the right men and women for the job. Look for employees that support your endeavor, actively care about the success of the business, and have their own motivators and drive. In other words, look for Veterans like you. Hiring Veterans that have a strong work ethic, show up on time every day looking clean cut, and serve with purpose is a smart business decision and creates a nearly automatic sense of camaraderie. Plus, it allows you to give back and help your fellow Veterans.

Complete the mission, then find another

As Veterans, we thrive on missions. In business, as in the military, it’s important to never get complacent. Keep setting -and meeting -- your goals and find other opportunities to succeed. Your milestone may come in the form of hiring your first five employees or it might be expanding to a second location. Whatever your idea of success is, keep

“Americans want to support Veterans, and the easiest way for them to do so is by hiring a Veteran-owned business. Be proud of and promote your status as a Veteran or your dedication to hiring Veterans.”

raising the bar, because that will motivate you (and your employees) to work hard every day.

Don’t shy away from your Veteran status

Americans want to support Veterans, and the easiest way for them to do so is by hiring a Veteran-owned business. Be proud of and promote your status as a Veteran or your dedication to hiring Veterans. If customers see that up front, I’d wager you’ll get more business right out of the gate.

Don’t feel like you have to start from scratch

Starting a business from nothing can be daunting, which is why franchising is a great option, particularly for Veterans without much prior business experience. Franchising allows you to be your own boss and make your own decisions, but it also gives you a tried-and-true business

model, guidelines to follow, and a built-in support system. Veterans inherently have what it takes to be great business owners, making ownership a great option for people leaving the military. Sometimes servicemen and servicewomen need a little encouragement or guidance on where to start in their transition to the civilian business world and how to identify, utilize, and market their strengths. Once they do, success should come easily.

the business into a 200-franchise system that serves 40 million Americans. Rooted in the military values of respect, integrity, and trust, JDog Junk Removal has become a nationwide movement, creating business and employment opportunities for Veterans and military family members nationwide. www.jdogjunkremoval.com

If you or someone you know is transitioning from the military and considering business ownership, my virtual door is always open to share advice and experience. Find me on LinkedIn (jerryflanagan11) or connect with me through www.jdogjunkremoval.com. Jerry Flanagan is an Army Veteran and entrepreneur who created a national brand dedicated to empowering Veterans through business ownership. He founded JDog Junk Removal & Hauling in 2011 and has since grown

Jerry Flanagan

Franchising USA

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Veteran Profile: Hwy 55 Burgers, Shakes & Fries

Why Franchising an Restaurant Industr

a Good Fit for Vet When Kevin Adcock reflects on his time served in the United State Marine Corps and the U.S. Army, he thinks of his years of training and preparation, the stark reality of being placed in an area of combat and the lifelong friendships he formed with others in service. While he is no longer searching for IEDs on the battlefield and helping Iraqi citizens rebuild their country, today Adcock applies many of the traits he learned in the military such as teamwork, accountability and leadership to owning a franchised restaurant in Cheraw, SC. As a third-generation veteran, Adcock always had a military presence in his life. His father spent 26 years in the Navy and flew EA-6B Prowlers, while both of his grandfathers served in the Navy during World War II. While Adcock did not follow their footsteps into the Navy, he joined the Marine Corps out of high school spent a total of 21 years in the military,

Franchising USA

which included two tours of duty in Iraq. In the Marines, Adcock served as Field Artillery Forward Observer, setting up observation posts on the battlefield and ordering air strikes on the enemy. He later served as a Field Artillery Targeting Technician in the Army, analyzing intelligence and making recommendations to the field operations team. As Adcock approached retirement from the North Carolina Army National Guard five years ago, he explored franchise ownership. He was attracted to Hwy 55 Burgers, Shakes & Fries, a classic American diner concept with a 1950’s themed-atmosphere. When he went for the discovery day, Adcock was put to ease when he was given a checklist of what was needed to operate the restaurant franchise. Despite his lack of experience in the industry, he felt confident in his ability to succeed. “If you tell me you have a standard operating procedure, I’m all over it,” said Adcock. “Like most veterans, I had never worked in a restaurant. So, to go from not working in one to owning and operating one, it was a significant jump.” Along with receiving the ongoing support of a franchise system, Hwy 55 provided an excellent guide to prepare Adcock for restaurant ownership. However, there were many aspects of the position he needed to

learn on his own. Whether it was keeping customers happy, leading young staff members or dealing with an unexpected problem in the kitchen, Adcock relied on his experiences in the military by being flexible at all time. “There are different things that work better than others,” said Adcock. “It may not be what’s in ‘the book’, but it is something you figure out on the fly. You come to the realization that the best way to do something isn’t always written down.” Adcock has been able to successfully balance the many learning on the job moments with Hwy 55’s playbook of instructions for operating the restaurant. Over the past five years, he’s had many visitors to the restaurant who he first met in the military. That’s not surprising to Adcock, who cherishes the comradery and relationships he developed with others who served. “A lot of guys I served with have visited the restaurant and have specifically come to support me. That is the way it has always been. We support each other in everything we do. That is the way it is in combat. You support the person next to you and they support you.” Although his current daily responsibilities of hiring and training employees, ordering supplies and serving customers are quite different than analyzing intelligence on

nd the ry are

terans “If veterans are looking for something to continue the same kind of values and ethos, I think franchising and the restaurant industry are a good fit because it takes a lot of time, effort and attention to detail.” - Kevin Adcock the battlefield, others are not surprised by Adcock’s transition in life. He noted that many of his friends felt that holding the positions in the military prepared him for a successful civilian career. So what advice would Adcock give other veterans or members of the military who are exploring franchise ownership? “I would tell that that it is hard work, but that it is very rewarding. I think there are parallels between the military and franchise ownership in that the harder you work, the more successful you can be. I like to work, and I think a lot of military are similar in they don’t shy away from hard work or physical labor. If veterans are looking for something to continue the same kind of values and ethos, I think franchising and the restaurant industry are a good fit because it takes a lot of time, effort and attention to detail.” www.hwy55.com

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ex per t advice

George Knauf, Senior Franchise Business Advisor, FranChoice

Empire Building “Betcha can’t eat just one!” - Lay’s Potato Chips

George Knauf

Franchising USA

Opening one profit center does not finish your growth plans as a business owner. The first business you bring to market may be very satisfying, meet your immediate needs and lock you in as a fan of business ownership.

It may also build a craving for more. Growth is a good thing, as humans we

have been incrementally growing since

we were born. We go from crawling, to

walking, to running, to driving and using

Uber. In everything we do, we begin with the first scary stage and progress to each

subsequent stage as we master the previous steps.

Business is much the same, you may start with a single unit, full time or semi-

absentee, and then every time you begin to feel comfortable open or acquire a new unit. Here are the broad stroke categories you will grow within as you advance your Empire: • Building basic business skills • Building skills specific to your business(es)

“Like the old Potato Chip commercial, it starts with one. Eventually you will crave many more.”

• Building your team • Building infrastructure • Building your plan • Continuous persistent growth to meet your skills and resources Basic skills are interesting. Everyone brings skills from their years in corporate America, but most people are specialists, not generalists. While they will likely be able to handle doing what it takes to run a franchise, it may take them a while to get practiced and comfortable in the role of the generalist business owner. What you do want to keep in mind is that some skill shortfalls can be addressed by virtue of the system you choose to partner with. If you are heavily management skill capable, you want a system that factors in hired marketing and sales skills, and vice versa. Franchise companies build systems to address different needs and skills, they are not one size fits all in terms of how an owner works the business or the tools and resources available to them. Skills specific to your business may be cooking, ordering or other customer service skills in a restaurant, where a semi-absentee owner of a service concept may focus on building skills that help them manage their business and team remotely. Each business will have unique specialized skills. The owners of semi-absentee businesses may have more overlap from one business to the next as they build their portfolios since their skills will largely be team building and leadership. There may be no more important skill than building and leading your team. These are the people that are going to build your brand, keep your customers happy and ultimately determine your success. Most franchise owners bring some level of

management and leadership into their new business. Once teamed with the training and support offered by the franchise company they get into a good routine running their single or multi-unit business. Your infrastructure will likely largely consist of the office that oversees your business. This is where your multi-unit managers may be based along with any in-house HR, marketing recruiting and accounting staff. How fast you ramp this up depends on the growth of your business. With one unit you may handle some of these roles and outsource others. As you grow and it makes sense to bring them in-house you begin to grow your office. For some business there may be warehousing, pick-up and delivery or other infrastructure that would benefit the business as you grow. Your plan is the real key to growth and avoiding stagnation. From day one plan with growth in mind. This may all be within on brand, it may be across multiple brands in time. The more you can take on a global role, placing managers in the business running the day to day operations, you can leverage your time and resources to continue growing. All too often people limit their own growth potential by trying to control too much. In the end, if you are not growing it is most likely because you need to build your hiring, managing and leadership skills. Once you have a plan, the skills, the people and infrastructure it is time for some real empire building!

You will want some key players around you to help with this. Those include lenders, accounting and legal experts and maybe someone like me to help identify the next things you should be looking at. When you get busy growing your business you may decide there is a benefit to having someone guiding you to new high priority targets. At this point you should seek regular consistent growth. Some of our candidates seek tens or hundreds of units at a time. Depending on what the market has to offer those may be new units or acquisitions of existing units. Like the old Potato Chip commercial, it starts with one. Eventually you will crave many more. What is your success story? Let’s go find it! George Knauf is a highly sought after, trusted advisor to many companies; Public, Independent and Franchised, of all sizes and in many markets. His 20 plus years of experience in both startup and mature business operations makes him uniquely qualified to advise individuals that have dreamed of going into business for themselves in order to gain more control, independence, time flexibility and to be able to earn in proportion to their real contribution. Contact the Franchising USA Expert George’s Hotline 703-424-2980. www.myperfectfranchise.com

Franchising USA

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ex per t advice

David Banfield, President, The Interface Financial Group

The Value of a Reference “Always remember that the franchisor is ‘slightly’ prejudiced in terms of the answers and information they provide.” In this column we have talked about the need for due diligence as a prospective franchisee works through the discovery process. What is this franchise all about, does it fit my background, finances and life style? Just a few of the many questions that a prospective franchisee needs to research well before making any commitment towards a franchise award.

David Banfield

The world of franchising continues to grow on a global basis. Franchising in its many different forms employs literally millions of people around the globe and has brought thousands of great concepts to the marketplace. Every year thousands of new franchise units are established and similarly thousands of people make the giant step into self-employment and the world of franchising.

Franchising USA

Previously we have also stressed the need to ‘take your time’ - there should be no rush in undertaking due diligence - as a franchise award is not just a short-term engagement, for the majority of people it is the start of a long-term career plan. When undertaking due diligence most people can get all of the answers they need from the franchisor, and the franchisor is usually very pleased to provide those answers. This, however, may not be enough. Always remember that the franchisor is ‘slightly’ prejudiced in terms of the answers and information they provide. We are not saying in any way that there could be a problem with the information - we are saying, however, that in many cases the franchisor may not be the best person to consult. In the majority of franchises, franchisors are not actively engaged in the day-today business that they franchise. They act merely as a conduit to provide the franchise framework for others. This is not always the case, and some franchisors actively work in the franchise business

with stores or outlets under their own management. The information that a franchisor will provide will always detail whether or not they operate stores or outlets in their own name - the information will indicate how many are company owned and operated, and how many are ‘pure’ franchises. An important and maybe even crucial part of due diligence, when engaging in a franchise search there should be discussion with existing franchisees. Where a franchise has their own company owned outlets, then they are able to provide information to prospective franchisees from both a corporate and a franchisee level. Where there are no company stores, then the franchisor is proving information based on their experience with the system, and feedback from franchisees within their system. While this may be both current and accurate, it is nonetheless second hand. A key element of due diligence for any potential franchisee should be a discussion with several existing franchisees. This is the best data that anyone can obtain, as it is both independent and addresses the day-to-day issues and experiences of the franchisee. Before embarking on calls to franchisees, a candidate should prepare a list of questions they wish to address. Those questions need to be deep enough to locate any potential problem areas, while at the same time not too intense that

they invade the privacy of the existing franchisee. Most franchisees in established operations are more than willing to talk with potential franchisees and to share their experiences. One of the reasons they are ‘helpful’ in this manner is the fact that they were also, at some previous time, a prospective franchisee looking for information and conducting the same exercise. It is important to address this task with a pre-determined goal, which is not just to gather random data points, but rather to gather information that will enable the would-be franchisee to gain a broad cross section of options and feedback in order to determine if there are consistent patterns in the answers received. Asking different questions to different franchisees does not create meaningful feedback. Ideally a specific number of questions should be

“Franchisor information should always be good and reliable, but franchisee information will tend to highlight the real day-today operational aspects of the business - something that every prospective franchisee should delve into.” addressed to each franchisee, and then the answers tabulated and compared for similarities etc. If there is a wide diversity of answers, then this may be indicative of a problem within the franchise system. Likewise, if the majority of answers portrayed a negative feel, then again maybe there is an underlying concern. Obtaining feedback where there is perhaps just one person reporting negatively may indicate not a problem with the franchise system, but rather an individual problem between franchisee and franchisor. This latter situation is quite likely to arise, and just points to the fact that not all persons are a perfect match for the world of franchising or entrepreneurship.

Franchisor information should always be good and reliable, but franchisee information will tend to highlight the real day-to-day operational aspects of the business - something that every prospective franchisee should delve into. David Banfield is the President of The Interface Financial Group, a position that he has held for over 20 years. He has been instrumental in starting Interface as a franchise opportunity and building it to its current international status. Prior to his involvement with Interface, he worked extensively in the banking, credit and factoring financial service areas. www.interfacefinancial.com/franchise

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franchising usa A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website. Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Assisted Living Locators Assisted Living Locators provides the vital function to seniors and their families of identifying their ideal alternative living solutions and other related services – all at no cost to them. Our proprietary evaluation system results in free residential referrals that enable our clients to make the best possible decisions for their loved ones. Our elder care advisors are trained to find solutions that meet our clients’ needs and to personally accompany them on guided tours of facilities that match their individual preferences. Ours is a truly turn-key program that puts our owners on the path to success through a proven executive business model with high profit margins, low overhead, minimum employees,

Business Finance Depot

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: advertising@cgbpublishing.com or 778-426-2446

repeat referrals, and residual income. Even more importantly, many of the industry’s most desired areas of the country remain available for new development. If you’re aware of the unsurpassed value of the assisted living market, if you’ve always dreamed about the freedom and independence that business ownership could bring you, and if you’ve been waiting for the perfect, local, affordable opportunity to carve out your piece of the industry, Assisted Living Locators may be just the match you’ve been seeking. For more information please contact Mary Ann Russo or Tom Ingle at: Phone: 800-267-7816 Email: franchise@assistedlivinglocators.com Website: http://www.assistedlivinglocators.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

Clayton Kendall

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 user-friendly. Customer service is our forte’.

Clayton Kendall provides comprehensive branded merchandise programs for more than sixty 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 franchisees the ability to purchase their advertising and marketing tools in one easy-to use program. We provide marketing collateral, signage, POP

Fresh Coat The average Fresh Coat on average earns 41.22% gross profit and $507,883.18 in revenue!* (*See Item 19 of our April 1, 2018 Franchise Disclosure Document for details. Based on data reported by franchisees that were open and operating full-time for at least 1 year for the period ending December 31, 2017 and that reported Gross Revenues and income statements. A new franchise owner’s results may differ. Our owners continually testify about the amazing amount of help they receive from our company. From coaching and onboarding, to marketing and operational support, we guide you every step of the way. Marketing Support & Operation Support – At Fresh Coat, our franchisees are constantly surrounded by support from both

Contact: Dan Broudy, Chief Executive Officer Phone: 412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com

our Marketing Department and our Operations Team. We have national and local marketing initiatives and resources to drive customers to your place of business, and experts to guide and coach you for as long as you own your Fresh Coat franchise. Fresh Coat is committed to leading the painting industry by driving platinum level customer service delivered by a team of professionals and painting experts. To do this, our franchisees only hire the most skilled and experienced painters, allowing their franchise businesses to offer 6 unique services. Your painters provide positive experiences from the initial quote to final touch-ups. Phone: (513) 605-4877 Email: freshcoatpaintersfranchise@gmail.com Website: www.freshcoatfranchise.com

Franchising USA

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The Growth Coach The Growth Coach is an industry-leading business coaching franchise, established in over 150 markets in the United States and abroad. Since our founding in 1992, our coaches have helped thousands of small business owners achieve their personal ®

International Franchise Professionals Group

P: (877) 498-3626 W: https://growthcoachfranchise.com E: GrowthCoachFranchiseOpps@gmail.com

IFPG to power their business. All of these individuals understand the value of being associated with IFPG.

The International Franchise Professionals Group (also known as IFPG) is a membership based organization that has over 700 members. Our members consist of Franchisors, Franchisor Brokers, Lenders, and other Franchise Professionals that help potential candidates in the process of buying a franchise.

The IFPG is a strictly membership based organization that does not participate in any referral fees from our franchisor members or our brokers, thereby allowing all of our members to work freely together. Our long-term success is predicated on retaining our members and providing all the tools needed to help you sell more franchises, and close more deals.

Hundreds of nationally recognized franchise companies have chosen the IFPG and its members to represent their brand; hundreds of experienced franchise consultants and brokers have chosen the

If you’re a franchisor, franchisor broker, or another profession that serves the franchising industry call us today at (888) 977-IFPG to learn about membership opportunities.

LEAKPRO INTERNATIONAL Incorporated

A commitment to Service Excellence and a willingness to learn are required. The ability to deal with people in a friendly, professional and courteous manner combined with the determination to succeed could put you on the road to financial freedom.

LEAKPRO is a unique Mobile business serving new and used car and truck dealerships, body shops, fleets and RV Dealers detecting and repairing Automotive Water Leaks, Air Leaks, Wind-Noises, sunroof and convertible issues. The system itself, besides using ultrasound technology combined with the latest proprietary tools and products has a unique trademark, decor and logo. LEAKPRO offers intensive hand on training, OEM warranty approved products, factory trained technicians and up to a Lifetime warranty. Our training not only teaches leak repair, but day-today business management and sales techniques. Prior Automotive experience is not required but helpful.

Little Caesars As the largest carryout-only pizza chain in the world, Little Caesars is doing something right. Little Caesars is an international brand and household name. It’s come a long way since starting as a single store in metro Detroit in 1959. The Little Caesars brand and distinction of being named “Best Value in America”* for the last ten years is proof of its commitment to satisfying customers by providing one of America’s favorite meals at an affordable cost.

With NO effective competition and the high demand for this service - it’s a Winning combination. This Mobile business is a low-overhead, profitable opportunity. To join this MultiAward winning TEAM call 888.532.5349 or visit www.leakpro. com today! Individual, Master and Regional Opportunities exist all throughout the USA. Contact: John R. Allen Founder & President Phone: 905.829.LEAK{5325) 1.888.532.5349 Email :john@leakpro.com Website: www.leakpro.com

nationwide. The company also offers opportunities in non-traditional franchise venues, including convenience stores, college campuses and military bases. Little Caesars works closely with franchisees to develop locations with customized architectural and build-out plans. *“Highest Rated Chain-Value for the Money” based on a nationwide survey of quick service restaurant consumers conducted by Sandelman & Associates, 2007-2015.

Today, Little Caesars is looking for franchisees to bring HOT-N-READY® pizza to a wide range of communities

Phone: 800-553-5776 Email: USdevelopment@LCEcorp.com Website: www.LittleCaesars.com

franchising usa

Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website. Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Franchising USA

and professional goals. With 28 million businesses in the United States, the demand for business coaching has grown to a tremendous $11 billion industry.

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: advertising@cgbpublishing.com or 778-426-2446

Military Coffees Veterans, military retirees and public safety professionals have been enjoying the unique experience of drinking the freshest, 100% USDA certified organic coffees available. In addition, the ability to personalize the label on just one bag is something that nobody else is doing. With the combined power of owning a printing company, a coffee company and a shipping center, Military Coffees is able to print the label, roast the coffee and ship it same or next day.

MONKEE’S FRANCHISING Monkee’s Franchising, LLC is a franchisor of upscale ladies’ boutiques specializing in shoes, clothing and accessories. Headquartered in Winston-Salem, NC, Monkee’s was founded in 1995 and has become one of the most successful organizations of independently owned boutiques in the Southeast. Our boutiques can now be found in Alabama, Florida, Kentucky,

NaturaLawn of America, Inc. Called “too far ahead of its time” in 1987, NaturaLawn of America—an organic-based lawn care company—today has 90 franchise locations in 25 states serving over 93,000 customers and generates annual revenues in excess of $64 million. Their natural lawn care system consists of a proprietary line of organic lawn care products, and provides business opportunities to individuals wishing to secure their own franchise. With an average gross revenue of over $1.5 million per location and the highest reoccurring revenues in the industry, NaturaLawn of America is the premier choice when seeking a franchise service business. Franchise owners have the additional benefit of offering mosquito and flea and tick control

Nestlé® Toll House® Café by Chip® Nestlé® Toll House® Café by Chip® is a premiere dessert and bakery café offering customers an unrivaled experience through the use of fine ingredients, indulgent creations, distinct flavor profiles, and the rich tradition of the very best Nestlé® brands. Cafes offer freshly baked cookies, customized cookie cakes, a wide assortment of freshly baked confections, specialty coffee, ice cream, smoothies and savory items including paninis, wraps and flatbreads, sandwiches, salads and soups (in select locations).

Our Town America For 45+ years, Our Town America has been providing new movers with traditional hospitality by mailing warm housewarming gifts from local businesses in a premium welcome package.

Their tagline is “Green to gone in 48 hours,” meaning that the green beans that are imported from organic farmers across the coffee growing regions of the globe are roasted and in your cup within 48 hours. If you have never had fresh roasted specialty coffee (an industry that is growing by 20% annually), you are missing out on a small slice of heaven in a cup. For additional information on the Fighting Force Specialty Coffee franchise opportunity, please visit their website at www.militarycoffees.com.

North Carolina, Ohio, South Carolina, Tennessee, Texas and Virginia and we are excited as our growth continues nationally. Monkee’s is recognized throughout this region as a leader in providing the finest fashions from the world’s top designers. Contact: Troy Taylor Phone: 336-529-5200 Email: troy@shopmonkees.com Website: www.ownamonkees.com

under the separate brands Mosquito Ranger and Tick Ranger. Each franchise is given an exclusive protected territory of between 50,000 to 70,000 single-family homes, as well as the company’s patented and exclusive fertilizers. Franchise owners also benefit from advertising, marketing, accounting, purchasing, business management and other support provided from NaturaLawn of America’s home office. A franchise support team visits new franchise locations an average of eight times a year for their first two years in business. NaturaLawn of America has grown its revenue by 26 percent since 2014. Contact: Blaine Young Phone: 301-694-5440 Email: Franchise@naturalawnfranchise.com Website: https://naturalawnfranchise.com

Crest Foods Inc., franchisor of Nestlé® Toll House® Café by Chip®, based in Richardson, Texas, is a premiere restaurant franchisor company. The company currently franchises more than 150 bakery cafés in the United States, Canada and the Middle East. The concept has kiosk, in-line mall, lifestyle, and street café locations. The first café opened in 2000. Nestlé® Toll House® Café by Chip® has been recognized by Entrepreneur magazine’s “Franchise 500.” For more information please visit nestlecafe.com. Contact: Benjamin Padilla Phone: (214) 495-9533 Email: franchising@nestlecafe.com Website: www.nestlecafe.com

Our Town America program, while dozens of locally-owned franchises validate the Our Town America concept as a viable business opportunity. Franchisees are neighborhood marketing consultants, showing local business owners how to target their best prospects with enticing offers via direct mail.

It is Our Town America’s mission to welcome new movers into their community, to help local businesses gain new loyal and long-term customers, and to provide franchisees with an excellent business opportunity. In the New Mover Marketing industry, we mix proven & perfected methods of direct mail with new technologies.

Since beginning to franchise in 2005, Our Town America has been consistently ranked a Top 50 Franchise by the Franchise Business Review, making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowned the Franchise Business Review’s All-time Top Company. They are the 2018 #1 Advertising & Sales franchise.

Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the

Website: https://www.ourtownamerica.com/ Email: franchising@ourtownamerica.com

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PIRTEK USA Proven Business Model for Prosperity PIRTEK began in Australia in 1980 and expanded into the United States in 1996. With locations in more than 23 countries and 400+ locations globally—and growing, we are the leading edge in hydraulic hose service. We’re powered by an innovative approach to sales and service with more than 30 years of experience, backed by a corporate team that is passionate about its franchisees and customers. PIRTEK offers unmatched service and logistics and is consistently recognized as a premier franchise.

Our Franchise Ownership process is quick too! There is a 6-step process, and this can usually be completed within 6-12 weeks. For more information, call Lu-Ann Senia to walk you through the steps to owning your own PIRTEK franchise.

PIRTEK is a unique business-to-business franchise that services, maintains, installs and replaces hydraulic hoses and fittings. PIRTEK is the leader in fluid transfer solutions, the

Phone: 321-504-4422 Email: lsenia@pirtekusa.com Contact: Lu-Ann Senia

Pollo Campero

With 6 straight years of Compounded Annual Sales Growth, we are now positioned to rapidly expand throughout the US.

Pollo Campero has served flavorful chicken made with our original family recipe since 1971. Our menu includes fried, grilled, and boneless chicken for wholesome, customizable, easy-toshare meals. In 2017, we were named #6 in Business Insider’s “25 best fast-food chains in America right now.” With 350 system-wide locations, including company-owned and franchised stores, we have established a support network for franchisees who want to join our growing family.

Franchising with Pollo Campero means serving up fresh, unique flavors with broad appeal and taking part in a franchise opportunity with strong earnings potential. Join our family! Phone: (972) 770-2800 Website: us.campero.com/franchising Email: franchising@campero.com Contact: Gustavo Duran, Executive Vice President

pool scouts

• Recurring revenue business

Backed by multi brand franchisor, Buzz Franchise Brands – winner of Inc. 500, Pool Scouts helps franchisees hit the ground running.

A Pool Scouts franchise is a business opportunity that can be run from virtually any home or office. We are talking to motivated people to operate Pool Scouts businesses across the United States. Individual territories or area development opportunities are available. Pool Scouts…Perfect Pools, Scouts Honor!

Pool Scouts is the franchise opportunity poised to make a splash in the industry. Here are some compelling attributes: • Fragmented market in a $3 Billion industry • Fast growing franchise opportunity • Low franchise fee and fast start up

Re-Bath In an industry of independent home remodeling contractors, Re-Bath stands out as a unified, trusted national brand. Re-Bath is known for providing expert, affordable and effortless bathroom remodeling solutions that transform homeowners’ bathrooms in days, not weeks. We offer a spirit of innovation and an alternative to cover-up or overpriced remodeling.

Phone: 1-844-407-2688 Email: franchising@poolscouts.com Website: poolscoutsfranchise.com

Of course, it helps to have the trust of renowned companies like Home Depot. Re-Bath is the nation’s largest complete bathroom remodeling franchise with presence in more than 150 cities and 43 states. The ideal candidate for Re-Bath should have sales, marketing, and/or management experience and be extremely results oriented. Construction knowledge is not required. You must have a minimum of $100,000 in liquid capital, and be ready to make a full-time commitment.

We handle both the design and the installation – it’s a branded, one-stop customer experience that the industry sorely needs. We are the go-to resource for bathroom remodeling in the markets our franchisees currently serve, and our national reputation strengthens as we continue to connect the dots across the country.

Contact: Samantha Wilson Phone: 866-721-7761 Email: swilson@sfdpros.com Website: www.rebathfranchise.com

franchising usa

Excellent for branding and recognition.

Franchising USA

only franchise of its kind in the United States. With more than 30 years of experience, PIRTEK is a service-based business focused on reducing downtime by repairing and maintaining hydraulic- and pneumatic-powered machines. PIRTEK offers unmatched service and logistics, an industry-leading sales approach, and a corporate center passionate about its franchisees and customers. As a franchisee, you’ll receive top-notch support every step of the way.

SUBWAY® When you own a Subway sandwich shop, you’re part of the world’s largest Quick Serve Restaurant chain and one of its most recognized brands, and you’ll get the support and experience that comes with it. ®

Be part of a winning brand that keeps customers coming back for delicious meals made just the way they want. Subway® is the undisputed leader in fast, wholesome food. Our sandwiches are made to order right in front of the customer, precisely the way they want - using

The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth. All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’. Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

TopFire Media TopFire Media is an integrated digital marketing and public relations agency, specializing in the franchise industry. Our clients benefit from our years of experience in franchise SEO service, public relations, media relations, content writing and management, social media marketing, and web design. We work to bring all of these elements together to achieve a common goal – our clients’ success.

TruBlue Total House Care There are thousands of Senior Care companies taking care of the person, but NO ONE is taking care of their homes. Sadly, Seniors are forced to leave their beloved home and memories too soon because the home becomes too hard to maintain. Regrettably, they end up in nursing homes and retirement facilities. All of that has changed and created a business opportunity of a lifetime. TruBlue is the ONLY national provider that specializes in Total House Care for Seniors, so they can stay in their homes longer… “age in place” with confidence, comfort, safety and independence. We provide complete and on-going house care, both inside and outside the home: • Repairs • Cleaning

Veterans Business Services Veterans Business Services provides the most advantageous franchise acquisition terms for Veterans and provides innovative entrepreneurial training for qualified Veterans seeking grants under the VA Vocational Rehabilitation Program. Veterans Business Services (“VBS”) specializes in entrepreneurial opportunities for Veterans and has an extensive reach into the Veterans community and can generate significant interest from qualified Veterans who wish to start a franchise or small business. VBS offers multiple marketing methods that have proven effective with helping franchise organizations with their expansion plans. Utilizing custom email marketing

freshly baked breads, select sauces and a variety of delicious toppings. When you join the Subway® family, you’ll get world-class support before you even make your first sandwich and well beyond. Our franchise support system features: training, product development, advertising, purchasing cooperative, field support and much more. Contact: Ralph Piselli, North American Franchise Sales Manager Phone: 203 877 4281 Email: Franchise@subway.com Website: www.subway.com

• No storefront to own, lease, or maintain • No Inventory or stock to purchase • No extensive travel because IFG franchisees do business locally • Business-to-Business, professional environment with regular business hours of operation • Flexibility to relocate for part of the year or permanently and continue doing business Our franchisees are excellent communicators, relationship builders with decision-making and problem-solving skills, and much more sales & marketing oriented. IFG has been in the ‘invoice discounting’ business since 1972, and employs its franchise network in the US, Canada, New Zealand, Singapore, the UK, Ireland, Australia, Mexico and South Africa. www.interfacefinancial.com

Our integrated approach combines our public relations and franchise SEO service prowess and is designed to generate brand awareness, drive consumer engagement, and build credibility for your company. Phone: (708) 249-1090 Fax: (708) 957-2395 Website: www.topfiremedia.com Email: info@topfiremedia.com Contact: Matthew Jonas

• Yard work • Special projects (such as wheelchair access, safety audits, and fall prevention, to name a few) • Home Watch TruBlue Total House Care services busy families, as well. They’re constantly running from school activity to sporting event most evenings and weekends. While they have disposable income, they have little free time or desire to handle the endless chores around the house. They gladly turn to TruBlue for complete and affordable house care, inside and out, where we act as their Total House Care Manager and provide them with a convenient and hassle-free lifestyle. Phone: 866-498-3218 Website: www.trubluefranchise.com

campaigns, news press releases, and online franchising e-magazine articles, VBS gets the message to qualified Veterans who are invested in starting a franchise. VBS supports service disabled Veterans who are enrolled in the self-employment track within the Veterans Administration and provides outreach efforts to transitioning military through TAP and ACAP programs. As a graduate business of the Entrepreneurial Bootcamp for Veterans (“EBV”), we also assist other graduates of EBV and provide coaching support through mentoring programs. VBS is where Veterans turn to make their franchise dreams a reality. Contact: James Mingey Phone: 202-349-0860 Email: info@veteransbusinessservices.us Website: www.veteransbusinessservices.us

Franchising USA

fr anch ise & serv ices di r ecto ry

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