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The magazine for franchisees
VOL 09, ISSUE 8, July 2021
Honkamp Krueger
How ERTC can help your franchise recovery
How to Strike a Balance
Between Driving Results and Developing People to achieve success
Using Signage to Market Your Company
in a Post-COVID Climate
The Happiness Paradigm Retire Now! LATEST NEWS
FINANCIAL ADVICE FROM THE BANKS
TOP LAWYERS’ ADVICE
NOBODY GETS TO THE TOP BY ACCIDENT! We advise many of the top franchise owners in the world. You can get acces to the very same resources that build their empires at no cost!
Contact George Knauf to Start Building Your Empire TODAY! www.MyPerfectFranchise.com
Franchising usa The magazine for franchisees
FRANCHISING USA VOLUME 9, ISSUE 8, 2021 president: Colin Bradbury. colin@cgbpublishing.com
Publisher: Vikki Bradbury. vikki@cgbpublishing.com
editorial:
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f r o m t he p u bl i s he r & e d i t or Welcome to our July issue of Franchising USA.
editor@cgbpublishing.com
advertising: vikki@cgbpublishing.com jasonb@cgbpublishing.com
Editorial team: Michelle Quinn Sinead Horan-Webb Rob Swystun
Production: usaproduction@cgbpublishing.com
DESIGN: Jejak Graphics. jejak@bigpond.com
COVER IMAGE: Honkamp Krueger & Co.
CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Editorial: 778 426 2446 www.franchisingusamagazine.com Proud member of the IFA:
In this issue we are delighted to welcome to our Cover Honkamp Krueger & Co., P.C. (HK) a top 100 CPA and business consulting firm in the United States that serves a variety of clients in all 50 states. You can turn to page 10 to read some great advice from Ryan Hauber on How ERTC (Employee retention tax credit) can help your franchise recovery. Many people in franchising experience that moment of doubt before they dive into their next business venture. For many new franchisees, the global pandemic has intensified all those feelings of insecurity and doubt. Our Franchise Experts are here to share their knowledge and wisdom! The more you learn, the more confident you will feel in whatever new challenge is on the horizon. To get you started, one of our regular contributors George Knauf discusses ‘The Happiness Paradigm’ you can read more about this on page 24. Eric Shurke cover’s the subject on ‘How the Covid-19 Pandemic has Accelerated Use of New Technology for Staff and Customers’ on page 14. In our special feature on Senior Care Franchising, we have Caring Transitions on the cover and we look at how this franchise is ‘Filling the Void in the Senior Services Market’. Our expert Heather Ripley offers advice on how to ‘Build a Good Name for your Senior Care Brand’ on page 38. Also turn to page 34 to read our Feature Article on ‘Senior Care Franchising - Caring About Our Future’. In this month’s Veterans feature, we cover ‘Interpreting new CDC Guidelines’ from Adam Povlitz of Anago Cleaning Systems on page 54, and meet Troy Cobb, Franchisee of Cinch I.T. who discusses his background and what made him choose this career path, page 52. As always, you will find the latest franchising news, even more expert advice articles and profile pieces, plus our A-Z franchise listing directory with all of the best franchise opportunities available right now.
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
Enjoy the read! Vikki Bradbury
“Caring about others, running the risk of feeling, and leaving an impact on people, brings happiness.” ~ Author unknown.
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
July 2021
On the Cover 10 Cover Story - Honkamp Krueger: How ERTC Can Help
Your Franchise Recovery
18 How to Strike a Balance Between Driving Results and
12
Developing People to Achieve Success
42 Using Signage to Market your Company in a Post-Covid Climate 24 The Happiness Paradigm – Retire Now!
In Every Issue 6 Franchising News
Announcements from the Industry
29 Special Franchising Feature
14
49 Veterans Supplement
News and Information for Veterans in Franchising
57 A-Z Franchise and Services Directory
Snapshot 20 Booskerdoo
20
Feature: senior care 30 Feature Franchising News Announcements from the Industry 32 Cover Story: Caring Transitions - The Franchise Filling the Void in the Senior Services Market 34 Franchising Feature Article: Senior Care Franchising – Caring About Our Future
22 Franchising USA
38 Expert Advice: Building a Good Name for Your Senior Care Brand Heather Ripley | Founder and CEO | Ripley PR 40 Snapshot: FirstLight Home Care
Expert Advice
24
12 Next Level Passion: 6 Things to Consider Before Taking the Leap
from Business to Franchise Business Susan Schopp | Founder of Neighborhood News & CEO of Neighbors Choice
14 How the Covid-19 Pandemic has Accelerated Use of New Technology
for Staff and Customers Eric Schurke | CEO | The Moneypenny Group, Nor th America
18 How to Strike a Balance Between Driving Results and Developing
People to Achieve Success Robin Robison | Chief Operating Officer | Modern Market Eatery
32
24 The Happiness Paradigm – Retire Now!
George Knauf | Senior Franchise Business Advisor | FranChoice
26 Restaurant Franchise Lending as Market Emerges from the
Thick of Covid-19 Pete DiFilippo | Partner | C Squared Advisors
42 Using Signage to Market your Compant in a Post-Covid Climate
Ryan Farris | President and COO | Alphagraphics
44 Great Second Career Ideas After Retirement
Jill Abrahamsen | Editorial Director | IFPG
34
Have Your Say 22 Maintaining Customer Relationships Through Innovation Technology
Paul Linenberg | President | Gotcha Covered
46 Service-Based Franchsing: A Pandemic-Resilient Opportunity
Douglas Smith | Senior VP of Franchise Development | BELFOR Franchise Group
38
Veterans In Franchising 50 Veterans Franchising News Announcements from the Industry 52 Franchisee In Action: Meet Veteran and Cinchi I.T. Partner Troy Cobb 54 Expert Advice: The Risk of Misinterpreting New CDC Guidelines Adam Povlitz | CEO & President | Anago Cleaning Systems
54 Franchising USA
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what’s new!
Slim Chickens Expanding into Northern Nevada Leader in Better-Chicken Segment Signs Multi-Unit Deal in Northern Nevada
Slim Chickens, a leading fast casual franchise which features dine-in and drive-through in the “better chicken” segment, announced today it has inked a deal to bring four locations to cities throughout northern Nevada. Roy Perez will be bringing the restaurants to several key trade areas, with the first one slated to open in Reno. The better-chicken brand has opened more than 129 locations across the United States, Kuwait and the United Kingdom, and is known for its passionate group of followers in the markets in which it operates. With more than 600 locations in development, the brand’s momentum shows no signs of slowing down.
“Slim Chickens is the exact type of brand I’ve been looking for to expand my investment portfolio,” said Perez. “Roy is the type of franchise partner that we’re looking for, and with his experience, we have no doubt that this location will be a success,” said Jackie Lobdell, vice president of franchise development at Slim Chickens. “We’re excited to break into new markets and grow the Slim Chickens brand in the coming months.” The Slim Chickens franchise opportunity differentiates itself with prime markets available for multi-unit development, a passionate leadership team and worldclass franchisee support system. As Slim Chickens expands, it is awarding franchise opportunities to qualified, experienced and
passionate multi-unit groups looking to add a dynamic segment to their portfolio. For more information on the Slim Chickens franchise opportunity, visit slimchickensfranchise.com.
THE DRIPBaR Drops into Jacksonville IV therapy concept continues its Sunshine State expansion THE DRIPBaR - a Rhode Island-based health center focused on administering IV therapy infusions, announced the opening of its first Jacksonville location by local owner Amber Amaru in June. THE DRIPBaR’s IV therapy infusions strive to enable its clients to live more vital, energized lives and make them more resilient to disease. As an area
representative for the brand, the new Jacksonville location is the first of up to 17 locations Amber intends on opening throughout the Jacksonville area and Northeast Florida; with the next opening in the fall in St. Johns. As an 11-year medical professional specializing in anti-aging and regenerative medicine, Amber Amaru was first introduced to THE DRIPBaR concept from a colleague. It was after realizing how THE DRIPBaR benefits the body on a cellular level that she decided to open up her own location, signing up to be THE DRIPBaR’s youngest and very first franchisee in 2019. With pandemic-related opening complications now in the past, the Jacksonville location is now ready to begin serving the local community. “We are so excited to be finally bringing THE DRIPBaR to Jacksonville,” said local owner Amber Amaru. “I love the
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research behind anti-aging, cellular repair and cancer treatment therapy. There are so many different strategies to increase the quality of life through IV therapy. We want our clients to take care take care of their bodies from the inside out; by feeding the cells they need to fuel their lives.” Assisting his wife in running the business and lead singer in Saliva, a multi-platinum band, THE DRIPBaR ambassador Bobby Amaru became invested in the business to fulfill his passion for helping the community live better and increase vitality. “I have always been interested in finding a way to help improve the lives of those around me in some way,” said Bobby Amaru. “THE DRIPBaR provides us with an opportunity to spread awareness of IV cell therapy and be a role model business promoting healthy lifestyles.” visit thedripbar.com
TCBY Celebrates 40th Anniversary with Continued Growth
St. Louis Father-Son Duo Open Office Pride Commercial Cleaning Services Franchise Nathaniel Corey and Timothy Corey of St. Louis have launched Office Pride Commercial Cleaning Services of St. Louis-Brentwood, an independently owned and operated commercial cleaning franchise. Office Pride of St. Louis-Brentwood provides a full range of routine janitorial and commercial cleaning services to banks, medical facilities, rental properties and other small businesses throughout the greater St. Louis metro area, including St. Charles, Jefferson, Franklin, Lincoln, Warren, Madison, St. Clair, Monroe, Clinton, Jersey, Bond, Macoupin and Calhoun. The franchise offers specialty services including window cleaning, COVID-19 outbreak cleaning and disinfecting and electrostatic disinfection treatment, which is effective in disinfecting common areas, personal spaces and hard-to-reach corners and crevices. Electrostatic sprayers are vital in the fight against the spread of germs that cause COVID-19, flu and other respiratory illnesses.
TCBY, (The Country’s Best Yogurt), the world’s original frozen yogurt brand, is celebrating its 40th anniversary with the brand continuing to expand rapidly and thrive as communities reopen amid the rollout of the COVID-19 vaccine. With 12 new U.S. locations opened in the past year and six additional locations set to open in the coming months, TCBY leads the frozen yogurt market in nutrition, taste and new product innovation. “This anniversary is a significant milestone for TCBY, and the success of the brand has only been possible because of our loyal fans, dedicated franchisees and team,” said Nelson Tejada, Chief Executive Officer of Famous Brands International. “We are grateful for continued customer support which has helped us expand to new locations in the past year and we are looking forward to bringing the brand to new locations and connecting with new customers.” TCBY first opened in 1981 in Arkansas and the brand quickly became a destination for great tasting, healthy frozen desserts. A trailblazer of “FroYo,” TCBY is the only franchise to offer both soft-serve and hand-scooped frozen yogurt with most of the flavors low in fat, nonfat or sugar-free.
Nathaniel Corey has a background in sales and marketing and will be running the day-to-day operations of the new franchise business. His father, Timothy Corey, has worked in finance for more than 20 years and is an investor and co-owner of the business.
Delicious products and customer satisfaction remain at the forefront of TCBY’s business model. The brand continues to innovate its delicious, healthier-for-you desserts and open unique and welcoming locations to excite the brand’s loyal customers and attract new ones.
“Working in sales and marketing has given me the ability to not only meet the needs of my clients but also to create organic relationships that go deeper than a monetary transaction,” Nathaniel Corey said. “I am so excited for this opportunity.”
For more information regarding TCBY, including store locations, please visit www.tcby.com.
For more information, please visit: officepride.com/0386
Like TCBY on Facebook at www.Facebook.com/TCBY or follow on Instagram at www.Instagram.com/TCBY and on Twitter at www.Twitter.com/TCBY.
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what’s new!
QDOBA Mexican Eats® signs a multi-unit franchise development agreement in the Dallas area The largest franchise opportunity within the fast-casual Mexican segment, announced recently that it has signed a multi-unit franchise development agreement in the Dallas area with a major multi-unit, multi-segment group, solidifying the brand’s staying power in the market. The agreement to bring between seven and 10 new standalone QDOBA locations to the Dallas-Fort Worth area will nearly double the brand’s footprint in the growing market, with the first new location slated to open mid-2022. The agreement comes as QDOBA charges into an aggressive growth phase, its sights set on expanding to 2,000 units through a mix of existing franchisees adding more units, signing new franchisee agreements, and continuing corporate developments. “We believe that successful franchises
are built on flavorful food, frontline innovation, and strong partnerships,” said QDOBA’s Vice President of Franchise Development Shawn Caric. “As QDOBA continues to build out markets across the country, these core values remain front and center while we continue to expand our franchise network. We’re excited to continue working with proven franchisees with extensive restaurant and operational experience who are as committed to these values as we are.” Further differentiating the QDOBA franchise opportunity are its flexible footprint options that allow the brand to work well in a variety of traditional and non-traditional venues. With several dayparts, broad consumer appeal, and a strong off-premises/catering business, franchisees are well-positioned for sustained success. Furthermore, QDOBA’s streamlined and efficient buildouts reduce
development costs for its franchisees. “QDOBA has entered an exciting period of growth and the nation’s top franchise groups are taking notice in a serious way,” Caric said. “From our high average unit volumes and flexible buildouts to national brand awareness and a great return on investment, we’ve built a model that truly checks all the boxes for franchisees.” www.qdobafranchise.com
JAN-PRO CLEANING & DISINFECTING is expanding The nation’s premier cleaning and disinfecting franchise is expanding its presence in Tennessee The targeted expansion comes at a time when JAN-PRO CLEANING & DISINFECTING small business owners continue to be key players in the ongoing fight against COVID19. JAN-PRO of East Tennessee owners, Bryan and Megan Lubaway, along with the JAN-PRO Cleaning & Disinfecting certified franchisees operating in their system, continue to play a crucial role in protecting employees and customers. JAN-PRO of East Tennessee’s JAN-PRO Cleaning & Disinfecting certified franchisees helped disinfect and clean businesses across many industries in the Chattanooga community and surrounding areas throughout the COVID-19 pandemic, ending the year with one of the best account retention rates in JAN-PRO’s global system. To continue to support local business needs, JAN-PRO of East Tennessee is looking for up to 100 JAN-PRO Cleaning & Disinfecting franchisees who will help them service eight East Tennessee counties, extending to the Pigeon Forge area and Kingsport.
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Since the start of the COVID-19 pandemic, businesses of all kinds have turned to JAN-PRO Cleaning & Disinfecting as the commercial cleaning experts to help keep their employees, customers, and tenants safe during this unprecedented time. “Knoxville presents an incredible opportunity for expansion for JAN-PRO Cleaning & Disinfecting,” stated Bryan Lubaway, CEO of JAN-PRO of East Tennessee. “With the increasing demand for cleaning and disinfecting services, now is the perfect time for JAN-PRO Cleaning & Disinfecting to expand its presence so they can continue to protect employees and customers at businesses of all kinds.”
OpenWorks Adds Corine Probert to Team as Vice President of Sales OpenWorks, a leading national facility services and commercial cleaning franchise operator, has added Corine Probert as its Vice President of Sales. In her role, Probert will help OpenWorks’ dynamic leadership team as it works to expand its footprint in existing regions, as well as gaining share in new markets. Bringing more than two decades of experience in sales and customer service to the team, Probert oversees OpenWorks direct sales efforts and business development strategies. As a passionate sales leader, her purpose-driven approach is rooted in aligning value-add solutions and implementing strategic partnership, while building long-term customer relationships. “Corine is a strategic problem solver and has already proven herself to be an instrumental asset to our team,” said Ryan Waldron, Senior Vice President of Growth at OpenWorks. “With her motivating leadership style, she brings a highly
specialized skillset and unique perspective to OpenWorks that zeroes in on creating new opportunities, as well as building and leveraging the bench strength of our sales team to achieve consistently high results.” With a track record that has seen consistent year-over-year results, Probert has worked with other leading Fortune 500 companies, including Grainger Industrial Supply and Aramark. “Corine is perfectly positioned to help our teams seize opportunities to bring greater peace of mind to customers and employees across the U.S.,” said Waldron. Prior to joining OpenWorks, Probert was a senior member of the Strategic National Account Team at Grainger Industrial Supply, an industrial supplies and equipment provider. She also spent eight years serving in various sales roles at Aramark, a national food service, facilities and uniform services provider, including as Regional Director of Sales for the Midwest U.S.
Probert earned a Bachelor of Science in Business Administration with a focus on International Business from Missouri Southern State University in Joplin, Missouri. For franchising information, visit openworksfranchise.com
ClearPath Franchise Match announces their executive team A firm dedicated to revolutionizing the food franchise industry and the relationships between franchisees and franchisors, recently announced their executive team. Exemplifying the company’s commitment to connecting high-growth brands with well-capitalized, proven, and operationally savvy franchisees in the food industry, the team consists of CEO Helen Lao, Partner & President Marci DuBois, and Executive Advisors, Carolyne Canady and Madison Jobe. Working together with brands looking to grow and finding the best franchise partners for these brands, the ClearPath Franchise Match executive team brings decades of experience with franchise development, recruiting, operations and leadership.
A division of ClearPath Solutions Executive Match, ClearPath Franchise Match provides access to a large portfolio of high-quality, multi-unit operators who are well-capitalized and seeking the right brand to add to their existing portfolios. ClearPath Franchise Match accelerates the franchising efforts of a franchisor’s existing team with their many years of combined knowledge, vast network, and valuable insights to bring approvable franchisees to brands – faster. As Partner & President, DuBois will run the day-to-day operations of ClearPath Franchise Match. She has spent her entire career in the franchise space and brings that knowledge and experience to the organization. Carolyne Canady, CFE, and Madison Jobe will serve on the ClearPath
Franchise Match team as executive advisors. To learn more visit www. ClearPathFranchiseMatch.com.
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cov er sto ry
H o n k a m p K r u eg er & C o., P.C.
How employee retention tax credit can help your franchise recovery Businesses suffered tremendous losses in revenue due to COVID19. In response to government shutdowns, congress enacted three key acts that could help franchises get back on track. However, we’ve noticed most owners are not taking advantage of these programs. The Employee Retention Tax Credit (ERTC) was first implemented through the Coronavirus Aid, Relief and Economic Security (CARES) Act to provide tax credits to businesses that were continuing to pay and hold onto employees during the times of government shutdowns and restrictions. Since the CARES act was first enacted, the Consolidated Appropriations Act (CAA) and the American Rescue Plan Act (ARPA) have provided businesses with key opportunities to save thousands, however, many franchise owners are not aware of the amount of savings it can provide and assume they are not eligible.
Ryan Hauber
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One of our clients and the owner of Sunset Subway franchise, Christine Blank, said that she would have never known about the benefits from the ERTC program if
“To apply for the ERTC, eligible employers can report their qualified wages for the quarter typically on the Form 941. It is recommended to have this done by a tax professional, so you don’t miss any important steps and lose out on the benefits. The process with a professional can be easy.” it wasn’t for the Honkamp Krueger (HK) team. The benefits from the credit were tremendous help, she said. In total, Blank saved $450,000. “There are so many businesses struggling because of the pandemic, but this tax credit can truly help them,” said Blank.
Eligibility and qualified wages Franchising businesses are among the most eligible for the credits. Some of the best candidates for the ERTC are fast food industries, bars, restaurants, fitness centers and salons. We are finding there is significant confusion surrounding this program and the ARPA changes to eligibility. The ERTC rules were expanded in 2021 through the CAA and ARPA and increased the number of wages eligible per quarter. If an employer had less than or equal to 500 full-time employees when compared to the same quarter in 2019, all wages qualify. For those over 500 employees, only the wages paid to employees not rendering services apply. Employees not rendering services also include employees that are sent home due to government restrictions or decline in business activity, but who are still receiving benefits from the employer such as insurance. Qualifications for the ERTC per quarter for employers are determined by one of two factors by the ARPA: 1. Businesses that were under a government mandatory partial or full shutdown. OR 2. Businesses that can prove a 20% reduction in gross receipts/revenue of a quarter compared to the same quarter in 2019. This is a change from both the CARES Act of 2020 and the CAA of 2020 in which businesses with 100 employees or less needed at least a 50% reduction in
gross receipts when compared to the same quarter in 2019. If you meet the requirements listed above, you are eligible for 70% credit of qualified wages up to a limit of $10,000 per quarter for all of 2021 until December 31, 2021. Additionally, new business that started after February 15, 2020 are eligible for a credit of up to $50,000 per quarter. To apply for the ERTC, eligible employers can report their qualified wages for the quarter typically on the Form 941. It is recommended to have this done by a tax professional, so you don’t miss any important steps and lose out on the benefits. The process with a professional can be easy. Dennis Arneson, owner of a Culver’s franchise and one of our clients, said that he is seeing a substantial amount of tax savings from the ERTC. Additionally, the process was easy! “It was a clean, easy and efficient process,” Arneson said. All Arneson had to do was provide the requested documentation and the savings were his.
Program interplay For wages already covered by the paycheck protection program (PPP), the ERTC cannot be used. Additionally, wages covered under the families first coronavirus relief act (FFCRA) do not qualify for ERTC. However, don’t let this discourage you from claiming these available programs. Denny’s franchise owner, Michael Bair, said that the pandemic caused their business operations to drop to 50 percent capacity, but with the help of the PPP and the ERTC, their business benefitted tremendously. “We had no clue how much money we could receive,” Bair said. “But our
accountant at HK helped us gain a substantial amount.” Bair didn’t know what documents or paperwork to provide his bank for the ERTC and PPP. HK took the initiative to contact his bank and handle everything so he could sit back and focus on his businesses, he said. To better understand the interplay of these programs and how they can work to your advantage, we advise speaking to a professional to better understand how the interplay can work to your advantage.
ERTC guidance We are hearing from many owners that their accountants aren’t notifying them of the opportunities the ERTC can bring to their business. If they don’t notify you about key business opportunities for financial help, what else are they missing? Additionally, some firms are taking advantage of vulnerable businesses by overcharging for ERTC services. In response to hearing about the negative experiences of some business and franchise owners, our firm has allocated non-billable hours for complimentary calls with franchises across the country to determine ERTC eligibility. This offer is available to franchises until December 21, 2021. Additionally, we can look at other areas of your franchise such as your tax returns or business plans to prepare you for a successful future. Contact HK partner Ryan Hauber at rhauber@honkamp.com for more information and to connect with our team of professionals that have dedicated the past year to the government COVID relief programs. To schedule an initial 15-minute complimentary call with Ryan, please visit calendly.com/ rhauber/15min and pick an available date/time that works with your schedule. Honkamp Krueger & Co., P.C. (HK) is a Top 100 CPA and business consulting firm in the United States that serves a variety of clients in all 50 states. Clients range from privately held organizations to Fortune 500 multi-national franchisor organizations across all industry sectors. www.honkamp.com
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ex per t advice
Susan Schopp | Founder of Neighborhood News & CEO of Neighbors Choice
Next Level Passion:
6 Things to Consider Before Taking the Leap from Business to Franchise Business Making the decision to begin franchising your business is one that takes time, thoughtful consideration and a variety of resources to ensure that your concept is set up for success. As an entrepreneur who has started a few businesses and long-time owner of Neighborhood News, my experience in journalism has been useful in many endeavors. My interest in writing and advertising along with my desire to serve a greater need in my hometown of San Antonio is what ultimately led to the creation of our new franchise company, Neighbors Choice. Turning your personal business into a franchise can certainly seem daunting, and there’s a lot to consider before taking the leap — who do I target, what do I charge, who can I turn to for help? Here are six key points I’ve learned along the way that can help put your franchising plans in place:
1
Focus on Community Needs
Integrating yourself into your community and searching for ways to enrich the lives of those around you is an absolute must. If you’re able to take your passion and
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leverage it in a way that can assist others in the process, your franchising experience will undoubtedly be fulfilling to both yourself and those that use your services. In my early days as a journalist, I did freelance writing for various publications in San Antonio, and this role allowed me to wear many hats and acquire a keen understanding of communication concerns that needed to be addressed within my own community. I attended city council meetings, interviewed local celebrities and politicians, created gardening guides and worked in graphic design for other special sections as well. I also served as chair of the Neighborhood Resource Center for many years, which is where I really learned the struggles that many neighborhoods face. I saw a bridge that needed to be gapped between small businesses and residents and jumped on the opportunity quickly. When you find what makes your business purposeful to the greater community, others will also see that same value.
2
Leverage Existing Business Utilizing resources, materials and
contacts that you already have in the pipeline will be extremely beneficial
in a variety of facets as you begin your
franchise journey. Be careful to not rely so heavily on achieving goals externally that you forget to start at the drawing board with assets that have already proven to
be successful within your business at the internal level.
There are also many other resources
that most businesses share that can be leveraged, such as relationships with
vendors, customers, business neighbors, your network and the contacts of those
that support you. Additionally, there are
multiple community organizations such as the Chamber of Commerce, Rotary Club and other community organizations to
leverage. Word of mouth can go a very long way with the development of your business as well as your franchise.
“Turning your personal business into a franchise can certainly seem daunting, and there’s a lot to consider before taking the leap — who do I target, what do I charge, who can I turn to for help?” personal level and become a community advocate themselves along the way.
4
Consider the Uniqueness of Your Business
Don’t spend your time worrying about what everyone else is doing — instead, chart a path and follow it. It can be good to look around at the competition from time to time, but don’t let it consume you. Put pen to paper and consider why someone would choose you over another franchise concept. You may turn inward and see that your culture and value proposition are your best selling points, and then develop strategic messaging around those differentiators.
“Don’t spend your time worrying about what everyone else is doing — instead, chart a path and follow it. It can be good to look around at the competition from time to time, but don’t let it consume you.”
After being in business for 25 years, we have our systems and processes down to a science. With 100+ neighborhoods in Texas eager to receive their monthly newsletters, we are happy to provide residents with a product that is fully customized to the happenings of their specific neighborhood.
5
Seek Out Expert Support
3
Franchising is a huge undertaking for any business owner, and it can feel quite overwhelming, especially in the beginning stages. For me, I needed to seek out people that I could flesh out ideas with and talk to about seemingly insignificant things only of value to me. With time, you will find people you can trust to be your sounding boards.
At Neighbors Choice, we are actively seeking salespeople that have a desire to give rise to small businesses through advertising, help connect residents on a
It’s important to look at all the different areas you will have to address. This includes everything from marketing, IT solutions, potential HR issues and not forgetting about your “me” time. Try to have some sort of strategic plan in place for them all. Not everything needs to be resolved all at once, but make sure you have the contacts and resources to move forward. Momentum is important, and you will want to be sure you can sustain it for a predetermined period of time.
Designate Your Target Audience
Considering the demographics and geography of potential franchisees is a crucial component of the franchise sales process. It is in your hands to ensure that these individuals believe in your business wholeheartedly, can be strong leaders and will represent your brand in a way that aligns with your values as a franchisor.
Susan Schopp
6
Ensure You Are Able to Provide Effective Education and Training to Franchisees Franchisors must have employees, staff and engaged experts to provide the training, support and management resources
necessary for franchisees. This all needs
to be in place before you even sign for your first deal. After all, people join a franchise
concept because of the proven systems and processes. It’s imperative to communicate your “playbook” effectively in the
beginning and set them up for success. Experienced and talented graphic
designers, strong administration and our fully versed sales staff are here to offer
guidance. Additionally, since many of our staff has been with us for a long time and have also volunteered in the community, we have a special insight that we are
utilizing for our mentorship program. Susan Schopp, a San Antonio native, started Neighborhood News Inc. in 1996 as a home-based business selling ads and publishing neighborhood newsletters for homeowners’ associations. As more neighborhoods and municipalities became clients, she leased office space, hired employees and created in-house mailing and printing departments. The company is currently franchising under Neighbors Choice®, providing community newsletters and websites to nearly 100 neighborhoods in cities throughout Texas.
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ex per t advice
Eric Schurke | CEO | The Moneypenny Group, North America
How the Covid-19 Pandemic has
Accelerated Use of New Technology for Staff and Customers
There’s no doubt that business changes have been hugely accelerated by the pandemic, especially in increased use of tech to enhance business communications with staff and customers. The Moneypenny Group, which includes
VoiceNation and Ninja Number, provides
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a host of technology-enabled services and handles 20 million calls and chats annually for more than 21,000 businesses across multiple industry sectors. We’ve been ideally placed to observe these changes, both within our own organization and also among our clients, who range from realtors to plumbers, small independents, and large corporations, many of which are franchise operations. Looking close to home, we, like many businesses, initially had to close our offices during lockdown and rapidly adapt to our staff suddenly having to work from home.
While the new way of working suited some of our staff, others struggled to combine it with childcare or with inadequate home offices. For franchises that typically have a wide geographical footprint – a strong culture and good communications are fundamental to ensuring employees feel part of a bigger picture. As a company we already used Workplace from Facebook which enabled more frequent communication with staff with 97% of our 1,000 staff using it monthly, leading to greater efficiency and better communication of our distinctive culture. It enables people to still feel very connected
“ I believe the future for business is about embracing and harnessing technological advancements, enabling staff to deliver seamless customer engagement, which means using data to make informed decisions.”
to work, even if they are not physically present and it has helped us keep our staff attrition rate low. Tools like Workplace are also a useful way of gaining employee feedback which carries as much weight as customers’ and by welcoming suggestions for improving the business, franchisors can promote a sense of entrepreneurialism among franchisees. Equally, by creating a culture of idea-sharing, franchisees can demonstrate that they value their employees’ opinions. One downside to the new way of working was that our managers found that while productivity actually increased during lockdown, they also had to tell people to ‘go home’ as they found it difficult to switch off at the end of the working day. Technology can facilitate acts of kindness, so for example our in-house video team put together personalized birthday films for staff. We’ve always offered pick and mix style employee benefits, and we’ve introduced apps for everything from healthcare and pensions to physio and childcare vouchers, and the staff make choices through a bot, which means a speedy and seamless process. We also use bots for staff to vote for charities, party choices, or to simply find out how they are feeling etc. Many of these new tools will be useful as our staff continue to return to the office. Externally, we’ve been able to use our expertise in communications technology to help thousands of businesses during lockdown, many of whom hadn’t considered outsourcing their phones or Live Chat until they had to leave their offices and close down their reception, and who struggled to divert their phones and adjust to home-working. A classic example is a company that had been using one mobile phone when its offices closed, with all inbound calls diverted to it. The mobile was shared between staff on a shift basis
and transported between their houses. The client didn’t have a telephony system in place, or at least one that could be adapted quickly enough, until Moneypenny stepped in to help. We introduced new products and services that helped clients manage the rapidly changing business environment and kept them trading during the pandemic. These included a new Moneypenny app, integration of Microsoft Teams with telephone systems, and an online Covid self-screening bot for clients, so that businesses in sectors such as property, leisure and hospitality, could manage visitors’ and customers’ safety more efficiently before any face-to-face activity. It wasn’t just adoption of new technology that changed during the pandemic though, as the way businesses use tech also changed, and certain trends were vastly accelerated. For example, Live Chat had been increasing before the pandemic, but use of it surged during lockdown, doubling since March 2020. Another trend that became even more important during the pandemic was in the use of data to inform rapid product development and delivery, to improve customer service and to develop marketing campaigns. Franchises with quality data, be that from survey data, phone call recordings or focus groups, already have insights that can improve customer sentiment and grow the bottom line. It just needs to be used and there are a number of tools available for this. Franchises can track customer satisfaction by measuring their Net Promoter Score (NPS), encourage online reviews via platforms such as Trustpilot, monitor key words and sentiment in Live Chats and use social listening tools to monitor, analyze and respond to mentions about them on social media. And, as well as listening to their audience, franchisee management teams must
Eric Schurke
also listen to employees as those on the front line are usually the first to hear from customers and have the deepest understanding of what makes them tick. Working together to assess the data, you can celebrate the positives and scrutinize the negatives in order to improve the customer’s experience. We’re democratizing communications technology for thousands of businesses, tailoring our products specifically to what a business needs; in fact 90% of our clients would never have access to this communication technology on their own, but we are providing them with access every day. Outsourcing provides a means for smaller franchisors and franchisees to use tech-led services such as AI-powered telephony that would normally be outside their reach, which creates even greater organizational agility and competitive advantage. I believe the future for business is about embracing and harnessing technological advancements, enabling staff to deliver seamless customer engagement, which means using data to make informed decisions. For example, we discovered that despite a boom in the use of social media to contact businesses, the telephone remains the most important communication method for customers to connect with businesses, so the customer service offering should include many alternatives, from phone and email, to 24/7 Live Chat. Looking ahead, over the next decade, technological advancements like AI and Natural Language Processing (NLP), will
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Eric Schurke | CEO | The Moneypenny Group, North America
have the most significant day-to-day impact and AI is already playing a massive role in the workplace, with ever faster innovation. We are developing communications technologies including AI and deep learning technologies to increase the efficiency of our teams who handle calls and Live Chats for thousands of companies in the US. For example, we are working with tech giants including Microsoft, Nvidia, AWS, Google, Twilio and Jabra to enhance the customer communication experience for both employees and clients. AI is embedded within our organization, but we believe the future is for AI to augment humans, not replace them, allowing them to have better conversations. Marrying tech and people is the gold standard, so we only use AI technologies that improve the customer experience, or create a more efficient service. AI and Deep Learning is therefore being used to help the Moneypenny Group scale. NLP enables better conversations using technologies from Huggingface and Nvidia, allowing us to develop solutions
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that provide an understanding of intent and sentiment and can propose best actions for our staff to use within Live Chat, for maximum efficiency. Some may fear that use of this new technology will replace people and jobs, but I don’t believe that has to be the case. Just as the World Wars led to changes in opportunities for female workers, so new businesses and the hybrid office/home working system will provide increased employment opportunities. For example, we recently opened new offices in Atlanta following rapid growth of 40% year-onyear and a 15% increase in employees since March 2020 and many of our new starters have transferred from declining sectors – such as hospitality, and high street retail. We believe companies need to prioritize tech investment as the long term benefits in terms of increased productivity will far outweigh the initial outlay. The challenge will be in convincing them to do this for the long term, when their finances have been badly hit by lockdown, but
“ It wasn’t just adoption of new technology that changed during the pandemic though, as the way businesses use tech also changed, and certain trends were vastly accelerated. For example, Live Chat had been increasing before the pandemic, but use of it surged during lockdown, doubling since March 2020.” communications tech is becoming ever more affordable and needn’t break the bank. Eric Schurke, CEO of North America for Moneypenny is responsible for overseeing and building the strong growth plans for Moneypenny and VoiceNation in the US. With over 16 years of industry experience, Eric has led his team to provide the highest level of quality answering services to thousands of businesses worldwide. His expertise in workforce optimization and strategic planning has created an innovative and reliable atmosphere.
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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
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ex per t advice
Robin Robison | Chief Operating Officer | Modern Market Eatery
How to Strike a Balance Between
Driving Results and Developing People
to Achieve Success
“Create an environm time to set goals
Franchising USA
A common denominator in leadership is a passion for building winning teams to drive business success. There’s a number of leaders who also possess a passion for leading people, some may even refer to it as their calling. But, the most successful leaders are the ones that are able to balance generating business results with building people. In fact, a key difference between successful leaders and their less effective counterparts, is their ability to see the correlation between fostering internal team development and better business results.
want to work on as it gives an incentive for them to take pride in and own a particular effort. Hold yourself accountable on all these facets to keep the whole team on an upward trajectory.
Set a standard and commit to bettering your own leadership
Finding that winning combination that allows for organizations to thrive can be a challenge, especially in an industry that is constantly changing and saturated with competitors (and what industry isn’t!) In having such a large number of competitors, and new ones frequently emerging, it is crucial to remain laser-focused on results while developing your teams’ skills. Below are four ways leaders at the executive level can prioritize the development of their teams in a way that positively impacts the bottom line of their business – a critical strategy that plays a key role in the longevity of any organization.
Remind yourself that being a leader is a journey, not a destination, and your leadership style will and should evolve over time. One way to welcome and embrace that growth is to start each day by looking in the mirror and ask, “What could I have done better yesterday, or last week? How can I inspire more people? Am I making my expectations clear? Are people engaged or excited to work with me?” These questions will help set the stage for improvement and while change may not be ideal for everyone, there is no growth in comfort. We have to work at being comfortable with the uncomfortable – it’s vital to look inward before looking outward. While it may start with yourself and fellow leaders, this trickles down to your overall team. Help your team learn and evolve – leadership owes them that much. This can be done through participation in round-table discussions where they can hear expertise from industry professionals, or perhaps it may be efficient to invest in corporate leadership classes and/or training.
Internal development and goalplanning helps retain top talent
Don’t work for the business, work on the business
Business results are driven by those who are actively doing the daily work. As a leader, it’s important to keep your team and help them prioritize initiatives through various development tactics. Especially as the country is experiencing an alltime high in job-hopping, retaining the top talent that has worked to build the business is extremely critical. Create an environment that is able to slow down and dedicate time to set goals and schedule one-on-one conversations. Offer real-time feedback, formalized training and ask your team members what they may need or
ment that is able to slow down and dedicate s and schedule one-on-one conversations.”
As a leader, it is important to have a strong support team you feel comfortable delegating tasks to as this will ultimately allow you more time to work on the business for the present and the future. A strong component in doing this lies in encouraging and empowering everyone to be their own leader. This will provide your team with opportunities to grow their skillset which ultimately contributes to the overall business. On the other end of the spectrum, keep in mind that there may be systems or procedures in place but there’s always a way to make something more efficient and successful. When you are able to combine those current systems with new ideas, that is when you are really working on the business and growing it to its full potential.
Robin Robison
Be present and make the most of every situation Seeking greater clarity and knowledge helps understand the business in its entirety, internally and externally. Each conversation is important and can be utilized to learn more, help people grow or bud new ideas. One efficient way to work on this is to follow up with, “tell me more.” People usually know the answers so instead of telling them or giving commands, ask the right questions so they learn to arrive at the solutions themselves. This also can encourage people to become more involved in the overall business, and potentially help make or improve systems and processes. Lastly, resist the urge to derail the conversation and remain focused on the task at-hand. Keep the priority and end-goal in mind – if you aren’t clear on what that looks like, other people won’t be either. Combining these four efforts can lead to greater success in a variety of industries. Find the right balance of growing a business while prioritizing the people who make up your team. Remember, positive environments fuel positive results. Robin Robison is the Chief Operating Officer for Modern Market Eatery, the healthy fast casual restaurant operator and franchisor known for its farm-totable vibe. With experience in a variety of leadership roles in the restaurant industry from recruiting and training to development to restaurant support and operations, Robin believes in leading and developing people to achieve outstanding results.
Franchising USA
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snapshot
Booskerdoo Coffee & Baking Co.
Booskerdoo elevates Happiness in moring coffee routine “Fresh roasted coffee tastes amazing, and the vast majority of coffee drinkers have never had it before... Once you do, you’ll want it again and again. It drastically eleveates the morning coffee routine.”
“We always wondered why good bakeries almost always have bad coffee, and good coffee shops nearly always have lousy food... We thought, why can’t we do both?
Coffee roasted in front of customer and in-house baking delivers fresh café experience that far exceeds competition. Fresh coffee is hard to find, but Booskerdoo has it. In fact, they roast it in front of the customer. Along with a menu of distinctive on-the-go friendly pastries baked each morning on premises, Booskerdoo is fast becoming a highly sought-after experience. Booskerdoo is now working with and seeking franchisees to grow with in New Jersey, New York and Connecticut. With their six stores in New Jersey and New York, Booskerdoo is changing taste buds one customer at a time. Booskerdoo has discovered that once a coffee drinker experiences fresh and far-more delicious coffee, the stale, low-grade stuff from the leading brands just doesn’t cut it anymore.
Franchising USA
From then on, that consumer becomes a customer for life. “Fresh roasted coffee tastes amazing, and the vast majority of coffee drinkers have never had it before,” says Mr. Caverly. “Once you do, you’ll want it again and again. It drastically eleveates the morning coffee routine at the same price point as Starbucks.” Roasting 100% specialty grade (the highest grade of coffee) with proprietary techniques, all coffee is brewed with industry leading equipment and custom reverse osmosis water filtration systems by baristas who go through its Certified Barista Training Program. The smell of the roasting coffee permeates the shop’s neighborhood, and the smell of fresh baked goods captivates each customer as they walk in. “We always wondered why good bakeries almost always have bad coffee, and good coffee shops nearly always have lousy food,” says co-founder Amelia Caverly.
“We thought, why can’t we do both? So we did.” Booskerdoo’s food program includes (just to name a few) hand pies, scones, cookies, donut puffs, muffins, and a line of made-to-order breakfast sandwiches that don’t require a hood. Coupled with product quality, Booskerdoo has a direct focus on a customer experience that makes people feel welcomed and carefree. “From day one, we created an anticoffee-snob culture that invites all coffee, cold brew, espresso, matcha, and bakery addicts to enjoy the best,” says Mr. Caverly. “We’re not in the business of selling coffee. We’re in the business of making people happy.” For franchise sales inquiries, contact Franchise Sales Director Laura Teza at: 732 644 6350 | laura@booskerdoo.com For editorial information, reach out to CEO James Caverly directly at: 732 4391966 | james@booskerdoo.com www.booskerdoo.com
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H AVE YOU R SAY
Paul Linenberg | President | Gotcha Covered
Maintaining Customer Relationships Through Innovative Technology “Virtual appointments became the new frontier for our franchisees. We quickly developed and shifted our marketing message to promote virtual appointments.”
To survive and thrive, we knew we had to make changes to adapt to this new business climate to ensure we stayed connected to our customers and franchisees. Both play an important role in the overall accomplishments of a franchise.
Virtual Appointments Paul Linenberg
Uncertainty. That was one of the biggest difficulties to overcome when the COVID-19 pandemic struck early in 2020. Businesses didn’t know how long it would last, the overall impact it would have on the work climate or the potential effects on profits. From my personal life experience, uncertainty is always the hardest business atmosphere to work in. For Gotcha Covered, as was the case for many companies, there was a moment in time where the demand for our product decreased and decisions had to be made.
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We were able to maximize technology early during the pandemic. Virtual appointments became the new frontier for our franchisees. We quickly developed and shifted our marketing message to promote virtual appointments, allowing our customers to know that we were continuing to do business despite the limitations and restrictions caused by the pandemic. This move was key because it showcased to the consumer that Gotcha Covered was going to remain open for all their window treatment needs, and it provided a small sense of normalcy during a time where many were seeking that comfort. It also proved that we had developed a method of operating that allowed us to conform to all the guidelines and keep our customers safe. For any business that is currently working remotely, virtual appointments are a must if you want to continue providing the services your clients want and need.
Technology and Consultation Providing tools to our franchisees was paramount during the apex of the pandemic. We would not have been successful if our franchisees couldn’t maintain their relationships with the customers. Technology provided the perfect solution. Our proprietary software known as Gotcha Linked was repurposed and used to help our franchise owners run their businesses. The renovations to the software gave franchisees more resources for virtual appointments. Gotcha Inspired also became a resource often utilized to interact with prospective clients. The online tool helps franchisees learn about their tastes and preferences to ensure they provided options that the customer would love and enjoy. This not only provided much-needed information to the franchise owner but also made appointments more efficient and decreased the amount of one-on-one time required to move the client through the process. Zoom, Facetime and Google Duo made appointments easy as well. While everyone was on lockdown, we used these devices to communicate with customers. A big part of our business is home walkthroughs because we need to get a visual of the
“Gotcha Inspired also became a resource often utilized to interact with prospective clients. The online tool helps franchisees learn about their tastes and preferences to ensure they provided options that the customer would love and enjoy.”
“Zoom, Facetime and Google Duo made appointments easy as well. While everyone was on lockdown, we used these devices to communicate with customers.”
interior of the house to help make our recommendations. When the stay-at-home orders were in place, video applications allowed homeowners to show us their interior while remaining safe. The shift to technology allowed us to bridge the communication gap when we were forced to switch from in-person meetings to virtual ones. Thankfully, we saw the shift coming and were prepared to make the change when it was necessary. Being able to display our excellent endto-end customer experience while abiding by the COVID guidelines and restrictions showed our customers that we were dedicated to them and their needs. My advice to any company looking to maintain their customer relationships while working remotely would be to make that shift to technology and utilize all the tools available to you. Staying in contact with the consumer is easier now than it has ever been. Even beyond video apps or internalfacing software, social media provides an excellent outlet for reaching out and explaining your brand’s message.
The Power of Franchising Navigating the turbulent waters of 2020
would have been more difficult if it wasn’t for the power of franchising. Franchises were able to tackle the issues that were presented successfully because they have a team of people with different voices and opinions. For individual business owners, developing a strategy for maintaining personal relationships may have been more complicated. Franchises have the tools and technology to make the necessary shifts to get ahead of the problem and limit the negative impact. At Gotcha Covered, once the initial shock of the pandemic ended, we were able to have a successful year because we had a team of people ready to make the changes
that were needed. Franchisees were able to thrive because the tools we developed gave them the ability to accomplish goals while many companies were just hoping to survive. Paul Linenberg is the president of Gotcha Covered, a custom window treatment franchise that has over 120 franchises in the United States and Canada combined. The company specializes in providing end-to-end consultation to its clients. For more information, please visit gotchacovered.com. For more information regarding Gotcha Covered franchising opportunities, please visit gotchacoveredfranchising.com.
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George Knauf | Senior Franchise Business Advisor | FranChoice
The Happiness Paradigm
Retire Now!
find engaging. But that is just the beginning of the story! Not only are we living longer, we are wanting to enjoy life to the fullest earlier while we are healthy and mobile. That gap between when we want to start living well and when we really want, or need to retire, is what I call The Happiness Paradigm. A paradigm is a model, mine is a model for long term happiness.
George Knauf
The way we think about retirement is changing, we are living longer and are healthier. I get calls on a regular basis from people
that have gotten to what we often think of as retirement age of 63 to 65, they retired
and are now bored out of their minds. They are looking for something that they will
Franchising USA
But weren’t we all supposed to do good in our jobs, serve our employer and then live a golden retirement of travel and shuffleboard? That was your grandparents game plan. With changes in retirement plans, life goals and longevity we are seeing a retargetting of that plan. We don’t just want to sit by a pond feeding the ducks at 65! We also don’t want to be 80 hour a week road warriors that don’t see our kids grow up. So how does the model cover that time we are skilled enough to break out on our own, generate a regular income and see our kids grow up and those later years when we may
want to really dial back how much we work and focus more heavily on other things entirely? For discussion sake, let’s say that timeline runs from 40 years old to 75 years old. In years past, that 35 years alone would be an entire career! How can it be good to work that late in life? Because you don’t need to hate how you earn money and you don’t need to work crazy hours! If we do work we enjoy that can be something that keeps us engaged and, some would argue, helps us live longer (men, I’m talking to you). One truth I can confirm for you as a long time business owner, we are usually really bad at retiring but we can often be very good at living. To do that we have to build strong businesses and hire our replacements at every step. By hiring our replacements we put ourselves out of a job, continue to grow our empires and free up time. That extra time can be invested in business growth, family, hobbies or the ways you want to give back. The thing that makes The Happiness
“By hiring our replacements we put ourselves out of a job, continue to grow our empires and free up time. That extra time can be invested in business growth, family, hobbies or the ways you want to give back.”
leverage and your skills to build your own Happiness Paradigm! And if you need
direction, feel free to reach out. Always happy to offer free advice!
What is your perfect franchise? Let’s go find it! Paradigm work is that as a business owner you have superpowers that employees everywhere don’t have. You can leverage money, time and resources in ways that would be impossible working for a big company. You can also sell what you build someday and capture the asset value you created. Retire now! This is a mental change that has served a lot of professionals in the prime of their careers well. Retire from being an employee and start being the employer. Retiring should never require giving up cash flow, you will just restructure how you work. You have invested in stocks and your 401K for years now, why not invest in a business you own, run by a CEO (you) that you know better than anyone else?
Your lifestyle should include all the things that are important to you. Family, travel, hobbies, charity can all be part of the picture.
George Knauf is a highly sought after,
The business is something that will engage your mind and support your lifestyle. There are aspects of business we all enjoy from strategy to leading a team as well as even client and peer engagement. Dial in your involvement so that you get to enjoy the time you spend in business.
start-up and mature business franchise
If you feel you have gotten all you need from your apprenticeship in corporate America, then it may be time to take the reins and control your destiny. Use
trusted advisor to many of the top franchise ownership groups in the world. With over 25 years of experience in both operations he is uniquely qualified to advise individuals that have dreamed of Building their own empires. Whether you have an existing portfolio or searching for your first franchise, he can help you to pursue your dreams. Contact the Franchising USA Expert, George’s Hotline: 703-424-2980. www.MyPerfectFranchise.com
I bet you have always planned for the idea that when you retire you have to start taking money out of your savings to pay the bills and hope the money lasted as long as you lived! Don’t do that, The Happiness Paradigm rewires that program! You can create a custom solution that fits the lifestyle you want now and the cash flow you want to create in your later years. I would suggest starting to build with semi-absentee franchises, but you can accomplish the same thing by building the right team in a business you run full time to start.
Franchising USA
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Pete DiFilippo | Partner | C Squared Advisors
Restaurant Franchise Lending
as Market Emerges from the Thick of COVID-19 As we live through the partial postpandemic phase, we must realize that the “new normal” impacts on the franchising, restaurant and lending sectors are here for the foreseeable future.
From operations to finance, marketing and human resources, those working in these industries have learned several lessons. The ‘normal’ modes of operation have changed for good, which has opened the door for transformative change, and the emergence of fresh opportunities for ambitious brands and savvy investors. During the early days of the crisis, the pandemic posed many challenges impacting the market hard and fast. In response, banks had to respond to clients who were most effected swiftly and deftly. The priority was to secure PPP loans for struggling clients. Industry leaders encountered many roadblocks due to the ever-changing rules for PPP eligibility. They were forced to learn on the fly as standards fluctuated. The next step included securing principal and interest relief for three to six months for most clients, ensuring temporary stability. After this initial round of capital was distributed, the lending industry took a wait-and-see approach, putting a pause on financial support as they hoped for improving market. Currently, a return to normalcy is within our grasp. Franchisees whose concepts have stayed resilient and strong throughout the past year will see a direct reward for their perseverance during the worst of the pandemic. Lending institutions are once again eager to support business needs and provide clients with ample access to financing. However, even though capital may be more freeflowing, franchisees must seek the right lending partner who is committed to their business concept.
Concept Survival - A Case Study from the Restaurant Industry In the thick of the pandemic, several banks in the restaurant franchise space stopped lending altogether. However, institutions that chose to remain active in their lending were primarily funding quick service restaurant (QSR) concepts, as well as clients who had not been as hard-hit by the pandemic. Concepts with a drive-thru, advanced technological allowing for contact-less purchase and delivery that stayed resilient as take-out became necessary in the locked-down world were a sure-fire opportunity for lenders to support. The pandemic enabled those adaptable
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Pete DiFilippo
concepts to return to profitability quickly and, in many cases, even outperform their pre-pandemic operational levels. For full-service restaurant (FSR) concepts, the narrative varied. FSR brands were forced to think on their feet and quickly adapt their operations to the brave new world of off-premise dining. Concepts that had already established sophisticated technology, delivery, and take-out services were able to stay afloat and thrive as the pandemic continued initially. However, unprepared operators unfortunately lagged, impacting their longterm success. Throughout 2020, lenders ultimately continued to work with franchisees in the FSR sector on a case-by-case basis, ensuring that clients had access to enough capital to stay strong during the hardest days of the pandemic. In addition, by carefully coordinating the distribution of PPP and EIDL, these bank funds played an essential role in the survival of many FSR operators, saving many from bankruptcy.
Fast Tracking of Vaccine Provides Increased Market Stability The increased availability, and use of, vaccines has resulted a positive ripple effect across the economy. With improving trends and performance in sectors like the restaurant industry, lenders have begun to fully support most franchise restaurant concepts due to the increased vaccine availability and easing restrictions. Today, ample funds are available for Top Tier
Brands (QSR/concepts with efficient drive-thru and delivery models), and many franchisees have come through the pandemic even stronger than before. Due to their resilience, they are considered desirable assets for teams looking to diversify their portfolios.
increase their portfolio size as we emerge.
Banks are cautiously and selectively entertaining financial opportunities for these concepts for brands (FSR concepts, independents, and casual dining and family concepts) that COVID and governmentmandated shutdowns severely impacted. Many lenders are waiting to see how these businesses recover, judging to see whether they have long-term staying power.
restricting funds or faulting customers
Across the banking industry, risk appetite has tightened, and decision makers will focus on how operators have adjusted operations to meet customer needs and their flexibility to industry changes. In the end, concept improvement and sustained revenue performance will ultimately determine who receives funding.
Changes in Relationships: Franchising and Lending Even within the lending industry itself, drastic changes have occurred, impacting how daily business will be conducted moving forward. Like many franchise concepts, consolidation in the banking industry occurred at the start of the pandemic. As a result, many institutions refocused their lending power to support concepts that would thrive and outrun the pandemic slump. This uptick in financial institution consolidation created opportunities for new lenders to join the franchising industry with opportunities to acquire assets. For these newly consolidated groups, their philosophy will also impact the relationship with franchise businesses. Conservative lending institutions remain cautious in providing capital to existing and new franchisees, especially those invested in lower-tier franchise restaurant concepts. They will conserve their resources to support their existing customers and nationwide chains. Organizations willing to take on riskier ventures may have more to gain and
Institutions that fully supported their
customers and treated them with care,
dignity, and respect despite the challenging conditions will positively benefit by
gaining market share. Institutions which lacked in support for their clients by
impacted by state shutdowns will lag in
recovering. In the hopeful days ahead, if
there is a need for capital, franchisees will once again be able to rely on the lending community for support.
Advice for Franchisees During Recovery As we face the road ahead, there are many decisions yet to be made by franchisees. For franchisees whose concepts have stayed resilient and robust, lending
institutions will be eager to support their
business needs and provide ample access to financing. First, however, operators should
do their homework to find the right lending partner who understands their select
industry fully and can craft a plan that aligns with their business needs.
Franchisees whose concepts have faced challenges should consider delaying
refinancing for the time being to maximize the benefits of recapitalizing fully.
During this transition period, developing a plan and seeking the proper advice
and guidance from industry experts will be invaluable. Once the market returns to its historical standard and business performance strengthens, this will be a sign to move ahead and execute the approved financial plan.
Pete DiFilippo, a partner with C Squared Advisors, contributes 25-plus years of expertise in acquisition finance, commercial and specialty lending, business development and client management to the team. A hallmark of his work has been successfully guiding portfolio growth and lending support to notable franchisees and franchisors such as Dunkin’, Wendy’s, Popeyes and Burger King.
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ex per t advice
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FranchisingFeature senior care
j u ly 202 1
building a good name for your
senior care brand
Caring Transitions
The Franchise Filling the Void in the Senior Services Market Franchising USA
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what’s new!
ATC Healthcare Services Bolsters Corporate Team with new Chief Operating Officer ATC Healthcare Services, a national system that provides healthcare staffing services to a variety of businesses announced that it has appointed Marilena O’Neill as Chief Operating Officer. Marilena O’Neill will oversee company departments and operations to include operational performance, franchisee training and support and franchise development efforts for both ATC Healthcare Services and its subsidiary CareBuilders at Home. Prior to joining ATC Healthcare Services, O’Neill served as vice president of franchise operations for the Huntington Learning Center franchise system. “Marilena’s experience is invaluable. With
her background and more than a decade as a senior leader in franchise operations with another family-owned business, she is uniquely qualified for the role and is set to make a big impact on our franchise system and growth,” said David Savitsky, CEO of ATC Healthcare Services and CareBuilders at Home.” O’Neill joins ATC Healthcare Services and CareBuilders at Home at an exciting time. The demand for healthcare workers is booming — there is a critical need for talent.
SYNERGY HOMECARE IS THE FASTEST GROWING HOME CARE FRANCHISE IN THE NATION SYNERGY® HomeCare, a leading national home care franchise, sold 38 territories in 2020. No other franchisor sold more territories last year according to a review of franchise disclosure documents (FDDs) and other public records of all home care franchisors who are members of the International Franchise Association (IFA). SYNERGY HomeCare is ahead of last year’s pace having already sold 13 territories through the first quarter of 2021. “We are focused on propelling the lives of our clients, caregivers, and franchisees forward,” said SYNERGY HomeCare CEO Charlie Young. “We recognized the growth trajectory of our industry and worked hard throughout the pandemic to engage top-quality potential franchisees. This is a testament to our value proposition and our focus to attract care-minded entrepreneurs who recognize the opportunity ‘to do well by doing good.’”
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Young also pointed out that while the aging in place phenomenon has increased opportunities to assist seniors and their families, franchisees also provide care for children, those recovering from surgery, illness, disabilities and other chronic conditions. “More and more people are recognizing the business opportunities that home care presents”, said Mike Steed, Vice President
of Franchise Development. “The caliber of candidates we are attracting is strong with so many expressing a desire to own their own company while benefiting from our proven track record, powerful systems and local lead generation program.” For more information on SYNERGY HomeCare franchising opportunities visit SYNERGYHomeCareFranchise.com
Assisted Living Locators Goes Purple To Support Alzheimer’s & Brain Awareness Month Assisted Living Locators, a nationwide senior placement and referral service, annually “goes purple” to support Alzheimer’s & Brain Awareness Month. The companies 140 franchisees across the U.S. joined the movement by taking the Purple Pledge this year, and participated as a Walk To End Alzheimer’s National Team to raise funds to fight Alzheimer’s. The color purple has been chosen to help raise Alzheimer’s awareness as The Alzheimer’s Association encourages people to “Go Purple with a Purpose”. The event held on June 21 shined light on the 5.7 million Americans living with Alzheimer’s disease and the more than 16 million family members and friends providing care and support.
difference every day by finding facilities that are best suited for these individuals,” she added.
The company’s senior care advisors wore
Olea noted that her company is the first nationwide senior placement service to achieve system-wide dementia carecertification to help families affected by Alzheimer’s find at no cost, independent living, assisted living, and memory care options. “We are making a positive
During Alzheimer’s and Brain Awareness Month, Assisted Living Locators also showed the power of purple by changing its company logo to purple on its corporate website and franchisee social media channels to show solidarity for those with Alzheimer’s and other forms of dementia.
fund-raising and dementia care education
Assisted Living Locators Inland Empire franchisee Vincent Bonnemere is taking the purple pledge to raise funds and awareness for National Alzheimer’s & Brain Awareness Month.
purple and shared photos on social media, as well as participated in Longest Day events.
If have questions about dementia care, speak to an Assisted Living Locators Senior Care Advisor at 877-266-7788 or visit www.assistedlivinglocators.com
Always Best Care Senior Services has grown greatly One of the leading senior care franchise systems in the United States, has grown greatly with expansions, conversions, and franchise openings over the past several months. As business owners, franchisees of Always Best Care assist seniors with a wide range of conditions and personal needs, and currently provide millions of hours of care every year. Joining the brand’s growing network of senior care entrepreneurs this year are Ken Thomas who opens his location in Boerne, Texas. A Texas native, Thomas joined the franchise following nearly two
decades in the United Services Automobile Association, most recently holding the role of Operations and Risk Management Executive. Also joining the network are Shayna and Jerrell Tonia, who opened their location in Matthews and Pineville, North Carolina following a more than 12 year career in the banking and management industries. Franchise locations in Desert Cities and Chicagoland have recently undergone change in ownership to Eiso Wortelboer and Jeffrey Jaunich, respectively, who are each fueled with a passion for entrepreneurship and desire to
provide unparalleled senior care in their communities. In interest to continue their assistance in the senior home care space, Ethan and Ivan Kim have also expanded their existing territory in San Diego County, opening to the San Diego South market. Building upon this growth and momentum, Always Best Care is seeking individuals looking to leverage the company’s clear strategy and proven track record for delivering affordable, dependable service to seniors in their local areas. https://www.alwaysbestcare.com/
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Cover Story: Caring Transitions
Caring Transitions
The Franchise Filling the Void in the Senior Services Market for one who has, sadly, passed away. The company’s franchise owners are specially trained professionals who handle every detail of their clients’ transitions. This includes sorting personal belongings, packing, unpacking, resettling, and selling items through both in-home and online estate sales to the final clearing and cleaning of the property. When people usually think of opportunities in the senior services sector, they automatically think of home health care — which places caregivers in the home to help with activities of daily living. Fifteen years ago, in-home care companies were few and far between. Now the market is saturated with more than 11,000 businesses competing against each other.
When a stroke paralyzed Tracey Adam’s father earlier this year, she quickly realized he could no longer live on his own or take care of himself. Because of the extensive medical treatment he needed, in-home care was not an option either. Tracey decided to move her father from his home two states away into an
assisted living facility closer to her. She faced the daunting task of figuring out
how to manage the move process and what to do with decades worth of her father’s
things. Then a friend told her about Caring Transitions.
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Filling a Void Specializing in senior relocation and transition services, Caring Transitions is a national franchise organization that fills a massive void in the lucrative senior services market. It is no secret that America is aging. By 2030, an estimated 72 million Americans will be 65 and older. According to a recent survey, 42 percent of these baby boomers want to downsize. Others will need to move quickly due to a trigger moment: whether related to an injury, loss of a spouse, loss of memory, or loss of mobility. Seniors and their families find this time of their lives extremely overwhelming and never easy. Caring Transitions assists seniors who are downsizing into a smaller home or moving into a senior care facility, as well as adult children managing a parents’ transition or
“Caring Transitions is doing for seniors and their families what in-home health care did. Fill a major need,” says Ray Fabik, President of Caring Transitions. “At the same time, we provide a great alternative and opportunity for someone looking to be in that senior space but without all the competition and complications that come along with the in-home care industry.”
Past, Present, Future Caring Transitions was founded in 2006, born out of an “aha!” moment connected to an in-home care franchise previously owned by its parent company, Strategic Franchising. When it was no longer safe for a senior to continue living at home and became time to make the transition from their home into an assisted living facility or a nursing home, caregivers noticed how stressed seniors and their families became when trying to decide what to do with all the
Staffing “Just as caregivers cared for the person, we realized we could provide a service caring for peoples’ belongings, thus Caring Transitions was created.”
treasures left behind. The same issues revealed themselves when a senior passed away. Adult children did not always know what to do with everything that is left behind.
people want to invest in a healthy recession-resistant business, and that is exactly what Caring Transitions offers.”
“Just as caregivers cared for the person, we realized we could provide a service caring for peoples’ belongings, thus Caring Transitions was created,” says Fabik. “Thanks to our caring approach, we allow the seniors and their families to focus on the next phase of their life.”
The pandemic resilience of Caring Transitions centers on the brand’s unique business model which offers entrepreneurs a forward-thinking (and morally fulfilling) way to generate income. A major source of revenue for Caring Transitions franchise owners is CTBIDS, the brand’s national online estate sale auction platform which helps support its clients in liquidating unique and everyday treasures.
Each Caring Transitions owner goes through specialized training during the comprehensive onboarding process, which includes earning the Certified Relocation Transitions Specialist (CRTS) designation, the most rigorous industry credentials awarded in the fields of senior relocation and move management. As word gets out and the pool of seniors grows, the demand for Caring Transitions services is exploding. Despite the recent pandemic, the company is racing past franchise development targets. The incredible growth brings the current number of franchise territories to 244. With more signed agreements in progress, the brand forecasts it will award at least 60 new franchise territories by the end of the year. “Part of our tremendous growth can be traced back to the uncertainty of the pandemic. More people are deciding to go into business for themselves and take complete control over their financial future,” says Ray Fabik, President of Caring Transitions. “And more importantly,
Multiple Revenue Streams
The site attracts all sorts of clientele, particularly collectors and estate sale enthusiasts, who consistently use the platform to search for and purchase collectible goods like art, jewelry, sports memorabilia, and toys. CTBIDS gives collectors an ever-evolving space to find unique treasures put up for auction on behalf of our senior clients and their families. “Because CTBIDS has allowed Caring Transitions franchisees to sell anywhere, anytime, to anyone, owners create additional revenue by making sales that otherwise never would have existed, especially during the pandemic,” adds Fabik. “Resale shops, physical estate sales, and in-person auctions were unable to operate due to COVID-19 restrictions, so we saw a massive shift to online platforms. CTBIDS experienced a record-breaking 300 percent increase in website traffic over the previous year.”
Caring Transitions has not been impacted by the staffing shortages plaguing many businesses across the country, which is another reason the model is so attractive to potential franchise owners. A franchise can start out as a three- or four-person operation. Depending on how fast they want to grow and scale the business, they can expand their staff exponentially. Due to the nature of the business, which requires them to be inside people’s homes handling treasured belongings, all hires are W-2 employees who undergo stringent background checks. But rather than calling them employees, Caring Transitions uses the term “paid volunteers.” Much of the staff are not full time, and they work for franchise owners as needed. “Our paid volunteers are usually between 45 to 65 years old and don’t necessarily need a paycheck,” states Fabik. “They are looking for something fulfilling, where they can make a difference in a senior’s life.”
Opportunity Awaits Like Tracy Adams, almost everyone has had a personal experience with trying to help a loved one — grandparent, parent, neighbor, or friend — relocate, downsize, or clear out a home. With a reputation for trust, compassion, and professionalism, combined with the infrastructure and operational and marketing support provided by the corporate team, new franchisees can expect to be the #1 name in their community when it comes to senior moving assistance. No matter the level of experience in entrepreneurship, Caring Transitions is ready to welcome new franchise owners to join this rapidly expanding industry. Caring Transitions owners enjoy a sense of fulfillment that few other types of businesses can provide. To learn more about owning a Caring Transitions franchise, visit www.caringtransitionsfranchise.com.
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Featu re
S i n e a d H o r a n -We b b | Fr a n c h i s i n g U S A
SENIOR CARE FRANCHISING
CARING ABOUT OUR FUTURE “There is a wonderful mythical law of nature that the three things we crave most in life — happiness, freedom, and peace of mind — are always attained by giving them to someone else.” – Peyton Conway March
Caring for others, especially our elders, is an honourable calling. Caregivers are our everyday heroes, answering the call to help our senior citizens navigate the challenges of old age with dignity. And with our aging population, it’s a calling that is seeing an increasing need. Life expectancy now surpasses 78.93 years, an increase of more than three-and-a-half-years since 1990, and according to the U.S. Census Bureau, the over 60 demographic is expected to double by 2050 to 1.2 billion. That’s a lot of demand for aged care services. In addition, as
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the challenges of our current senior care system continue to be
revealed, particularly after the trials of the pandemic, people are taking a closer look at the quality and diversity of care being offered to our elders, and future generations of elders.
Covid-19 exposed the vulnerabilities of healthcare and senior care systems. Many senior care franchise systems reacted by leaning
in and developing ways to improve their processes and systems to
make their service more resilient and responsive to changing senior care needs. Technology, for example, played a big role. Franchises looked to digital solutions for care needs like client assessments,
caregiver recruitment, administration and so on, allowing for more flexible arrangements for both clients and staff.
“Many senior care franchise systems reacted by leaning in and developing ways to improve their processes and systems to make their service more resilient and responsive to changing senior care needs.”
IN-HOME OR SENIOR CARE? “The most important decision to make before starting a senior care franchise is to decide whether an in-home or residential care franchise is the right fit for you.”
BEFORE YOU GET STARTED Prior to investing in a senior health care franchisee, it would be wise to ask yourself:
• how well has this prospective franchisor held up to the challenges of the pandemic?
• are they future-proofed to deal with the increasing demands of our aging population?
Do your research and carefully review the franchisor’s Franchise
Disclosure Document (FDD) for more detailed information on all systems, procedures and associated costs. Remember to enquire about any additional costs that may not be covered in the FDD,
including employee wages and utility costs. Having a clear picture of every single cost involved will ensure you don’t have any bill
shocks that could cause a disruption to the essential service you provide.
The most important decision to make before starting a senior care franchise is to decide whether an in-home or residential care franchise is the right fit for you. In-home care provides general healthcare, home help services, physical therapy and medical services, as well as general companionship. Some service providers specialize in one or two areas only (like home help and companionship with no medical services), others cover a wider range of services. While most inhome care is provided to seniors, it can be provided to people of all ages, such as younger people with a disability or physical injury. According to IBISWorld, the in-home senior care franchise industry grew 8 percent between 2014 and 2019, driven by the gaining baby boomer population and the demand for more convenient and comfortable care options. IBISWorld reports predict that the in-home care franchise industry will continue to grow over the next five years as the rise in technology and medical advancements continue to make it possible for people to stay independent and ‘age in place’ in their own home for longer. Residential senior care franchises are facilities that primarily provide residential and personal-care services for elderly people who are unable to fully care for themselves at home. Strong franchise contenders providing this type of care have increasingly moved away from the nursing-home/hospital style conditions of the past to more home-like environments.
Don’t forget to visit trade shows, talk to other franchise operators
The residential industry grew strongly over the last five years at 10.3% to $4.3 billion.
personal situation and franchise ambitions – they can help you
Senior residential franchises look set to continue to be lucrative well into the future.
and reach out to a franchise consultant to talk through your understand your best path forward to success.
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Featu re
S i n e a d H o r a n -We b b | Fr a n c h i s i n g U S A
A WORD FROM THE CARE GIVERS Over the years, we’ve heard from many senior care franchisors about the personal fulfillment of running a senior care business.
Recently, Belina Calderon-Nernberg, CEO of 1Heart Caregiver Services, shared her story with Franchising USA. In her article on the emotional benefits of becoming a senior care franchisee, Belina shared her personal experience of trying to find a suitable carer for her parents in the Philippines when leaving to start her life with her family in the United States. Learning to put her trust in that carer inspired her to start her own senior care business with a focus on providing peace of mind to both the seniors needing support and their loved ones. “No one can escape aging. Whenever I see the seniors we take care of, I see myself at their age in their shoes and there’s nothing more that I could hope and wish for than to have someone like our caregivers take care of me,” wrote Belina. Read her story here. Learn more about 1Heart Caregiver Services.
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MORE SENIOR CARE FRANCHISES TO EXPLORE: Always Best Care combines nonmedical in-home care, assisted living referral services and home health care to create three potential revenue streams for franchisees. https://home-care-franchise. alwaysbestcare.com/
And back in 2019, Angela Olea, CEO of Assisted Living Locators, shared her personal story. Angela started out as a registered nurse taking care of seniors in hospital and noticed that discharged seniors would soon end up returning to hospital as they were not receiving the proper care. She learned to her dismay that vulnerable seniors had no way of vetting the facilities they were being referred to. Seeing a need for this service, she decided to do it herself. Today, her franchise connects families of loved ones who require assisted living to the facilities that provide the best service for their individual needs. “It was a little spark that became an inferno when frustration turned to inspiration,” said Angela. Read her story here. Learn more about Assisted Living Locators. Seeing a need, a gap in the market, a problem crying out for a solution, is what made these senior care franchisors the nation-wide success stories they are today. And they are not alone. There are many senior and disability care service providers across the country who are making a positive, caring difference to the lives of those in need while also running a flourishing senior care franchising empire.
BrightStar Care is a home health care franchise providing both medical and non-medical assistance. Franchisees have access to multiple revenue streams, including companion care, personal care, skilled care, medical staffing, and national accounts. https://www.brightstarfranchising. com/home-care/ Caring Transitions guides seniors with the overwhelming tasks concerning their changing lifestyle needs, like downsizing, decluttering, moving and/or transitioning into smaller living facilities. https://www.caringtransitions.com/ First Light Home Care provides quality, affordable, nonmedical, in-home services for families to take advantage of when they need it most – from several hours a week to full-time, live-in situations. https://www.firstlightfranchise.com/ Right at Home provides ongoing assistance for clients in the comfort of their homes. Right at Home was the first nationwide brand to create a package of services to assist hospitals and other providers in the reduction of preventable hospital readmissions and associated costs. https://rightathomefranchise.com/ Synergy Home Care has established itself as a premier, nonmedical home care provider for all ages including the disabled, the elderly and those recovering from illness and surgery. https://synergyhomecarefranchise. com/
our Next Feature:
Home Services
Next month our Special Feature on Home Services and Serviced Based Franchises in 2021 provides the perfect opportunity to showcase your Franchise. For advertising opportunities please contact Vikki Bradbury at: vikki@cgbpublishing.com
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Expert Advice: Heather Ripley | Founder and CEO | Ripley PR
Building a Good Name
for Your Senior Care Brand Heather Ripley
It’s a good time to be in the home care space. With businesses reopening and remote workers heading back to the office, expect more demand for home care services to help with aging loved ones. And need for those services will only grow from there. It’s a matter of numbers, after all. The population of people age 65 and over in the U.S. will exceed the number of people under the age of 18 by 2035, according to U.S. Census Bureau projections. As more entrepreneurs see the profit opportunity in helping care for seniors in their homes, expect more competition in your home care franchise space. This means fighting for name recognition in a crowded space if you haven’t focused on your messaging. A good public relations strategy will focus
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on building a good name and reputation for your senior care brand while preparing for the crises that are guaranteed to occur at some point in the years ahead. PR is a means of building goodwill for your company to see it through bad times and rough patches.
Building Your Reputation A reputation as a trustworthy home care brand can help armor your franchise network against bad news and the online wrath of disappointed clients. The effort to build up your good name should start from Day One and be supported with the strategic use of public relations, marketing and branding. It’s vital that your messaging across all platforms provides value to both potential franchisees and the consumers who would use their services. According to the 2021 Edelman Trust Barometer report, businesses face high expectations from consumers when it comes to trustworthiness: While the world seems to be clouded by mistrust and misinformation, there is a glimmer of hope in business. This year’s study shows that business is not only the
most trusted institution among the four studied, but it is also the only trusted institution with a 61 percent trust level globally, and the only institution seen as both ethical and competent. … People clearly expect business to step in and fill the void, and the high expectations of business to address and solve today’s challenges has never been more apparent. The heightened expectations of business bring CEOs new demands to focus on societal engagement with the same rigor, thoughtfulness, and energy used to deliver on profits. A successful public relations strategy will position the leadership of your home care franchise as thought leaders in its market space. This can be supported by landing opportunities like bylines and interviews in national media and trade publications, securing media coverage for local franchisees, developing a solid library of useful blog content, and creating an engaging social media presence. It can make sense to look for an experienced franchise public relations partner to develop and implement this kind of involved strategy.
“The effort to build up your good name should start from Day One and be supported with the strategic use of public relations, marketing and branding.”
“Without advanced preparation and in a stressful situation, it can be easy to make mistakes during a media interview. Before sitting down with a TV reporter or any journalist, the spokesperson should be prepped and be able to stay on message.”
Before a Crisis Strikes Although goodwill can help a franchise brand outlast a crisis, it’s important to have a communications plan ready to go. This means developing canned media responses and press releases in advance that can be customized when needed. Getting something out to the news media quickly can help contain fallout. Understand that “no comment” is not a feasible option. It will also pay to have a designated spokesperson who has been given professional media training for briefings or interviews. Without advanced preparation and in a stressful situation, it can be easy to make mistakes during a media interview. Before sitting down with a TV reporter or any journalist, the spokesperson should be prepped and be able to stay on message. Finally, don’t forget the importance
of proactive reputation management. Being engaged with online reviews and commentary can help keep small problems from ballooning into bigger issues. Your reputation is the selling point for your brand and protecting it from damage needs to be of the highest priority. Time invested in building good will and a trusted name is never wasted. Heather Ripley is founder and CEO of Ripley PR, an elite, global public relations agency specializing in
franchising, home service and building trades. Ripley PR has been recognized by Entrepreneur Magazine as a Top Franchise PR Agency three years in a row and was named to Forbes’ America’s Best PR Agencies for 2021. She is the author of “NEXT LEVEL NOW: PR Secrets to Drive Explosive Growth for your Home Service Business.” For additional information, visit www.ripleypr.com.
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snapshot: FirstLight Home Care
FirstLight Home Care Names President and Expands Support Team to Drive Continued Emerging Growth National home care provider announces new President and team members in Field Support, Operations and Healthcare Strategy FirstLight Home Care, a leading provider of home care services, has named a new president and announced strategic personnel additions to its leadership team that will help drive the company’s continued long-term growth. Bernard Markey, Managing Partner Board of Directors for FirstLight Home Care, said, “Acquiring the right talent is one of the most important contributors to growth. These leaders possess the qualifications, expertise and determination to help propel FirstLight into even more success as an organization.” Glee McAnanly was recently appointed President. She has been leading the company to help drive sustainable growth and further FirstLight’s long-term vision and Culture of Care. Glee brings a wealth of experience, including more than 30 years in franchise leadership and vast expertise in owner operations. Previously
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Glee was Chief Development Officer and Chief Franchisee Relations Officer for ServiceMaster’s five franchise brands. FirstLight Home Care’s Business Development Team has expanded significantly to provide consistent operational support to franchisees across all regions. Mark Vanase was hired as Executive Vice President of Business Development and Franchise Services. He supports the business development team to facilitate franchisee growth, while also ensuring a commitment to policies, processes and leading practices. Vanase worked with the ServiceMaster family of brands for 25 years and has extensive experience managing large field operations teams. Kevin Samov joined FirstLight as Business Development Director for the Central Region. He is responsible for helping franchisees maintain thriving home care
Glee McAnanly
businesses through strong operational practices. Previously, Samov was Senior Manager of Franchisee Training for all ServiceMaster brands, where he focused on new owner development and on creating sales processes and strategies for ServiceMaster Restore.
“This team is already demonstrating a strong commitment to our core values. There is no doubt their proven success of growing businesses from the operations side of both the franchisor and franchisee will continue to help take this company into the future.”
Joni Hemmis was hired as Business Development Director for the East Region. Hemmis leads field support efforts to maximize the success of franchise territories, from driving business growth to helping franchisees achieve operational excellence. She has 20 years of experience working in the home health care field, having owned an independent full-service home health care company for 14 years. FirstLight also added to its Healthcare Strategy Team, hiring Kelley Hill, MSN, RN as Executive Director of Compliance and Clinical Services. She serves as a clinical resource, guiding franchisees through the licensing acquisition and accreditation process and collaborating with the FirstLight leadership team to integrate holistic compliance initiatives. Hill has been a Director of Nursing and she held managerial positions in Emergency Services with several hospital systems. Most recently, she was National Director,
Clinical Innovations & Design for a leading in-home healthcare, hospice and home care company.
“FirstLight Home Care is a leading provider of home care services, helping individuals achieve the quality of life they deserve.”
“This team is already demonstrating a strong commitment to our core values. There is no doubt their proven success of growing businesses from the operations side of both the franchisor and franchisee will continue to help take this company into the future,” Markey said.
support. FirstLight Home Care’s mission
About FirstLight Home Care
care provided by extraordinary people
FirstLight Home Care is a leading provider of home care services, helping individuals achieve the quality of life they deserve. The company has set a new standard in the industry by creating an unmatched Culture of Care that drives client and employee satisfaction. FirstLight is a lifeline not only for seniors, but for people recovering from illness, injury or surgery, adults with disabilities, veterans, busy families, and anyone 18 and older who needs in-home
is to deliver exceptional, compassionate
so that all those who are served may age
with comfort, dignity and independence in the place they call home. FirstLight also
provides the resources and support family
caregivers need to care for their loved ones. The franchise network includes more than 200 independently owned and operated
home care locations throughout the United States.
Visit FirstLightHomeCare.com
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ex per t advice
Ryan Farris | President and COO | alphagraphics
Using Signage to Market Your Company in a Post-COVID Climate
“It is important signs and graphic understands that yo decrease some of
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As life begins to normalize, consumers are beginning to make their way back into retail and restaurant businesses with regularity. COVID-19 guidelines are becoming less restrictive and individuals are slowly starting to return to in-person interactions. With a return to the norm, it will be important for companies to begin marketing themselves to customers through various avenues. Owners need to reassure their consumer base that they are open and ready to provide the services and products that are needed. While marketing is paramount, the strategies used for reaching customers will be different in a less-restrictive pandemic world. Some individuals will opt to wear a mask in public spaces while others will choose to conduct transactions without masks. For a company to be successful, it will be important for owners to reach both consumer bases.
Be Open with Your COVID Policy When I look at the most effective businesses today, they have leveraged the mask mandate but also complied with the most up-to-date CDC guidelines. Those guidelines include allowing those who have been vaccinated to enter their establishment without wearing a mask. Those who remain unvaccinated typically have to continue abiding by the mask mandate. It is important to effectively communicate that policy using signs and graphics. When a customer knows your policy and understands that you are taking
to effectively communicate that policy using cs. When a customer knows your policy and ou are taking all the proper precautions, it will the anxiety about sharing the public space.”
“From a marketing standpoint, signs can help deliver the messages that you want to emphasize.” all the proper precautions, it will decrease some of the anxiety about sharing the public space. It remains important for owners to be consistently updating all signage to reflect their organization’s messaging. Upon entering your establishment, let the customers know what your policy is using signage. Continue using floor graphics to show spacing. The more you prove that health is important, both vaccinated and non-vaccinated consumers will find your establishment safe. Companies that completely remove all assets explaining their company policy create confusion among their customer base. This can create more anxiety among those sharing the public space and make them reluctant to enter the establishment. I recommend companies continue displaying the most recent policies inside their stores.
Exterior and Interior Signage Signage is one of the most important ways to communicate the status of your business as well as a proper method to enhance brand awareness. Not every company has prime real estate to make their brick-andmortar locations easily noticeable. Signs can make it easier for consumers to find your establishment. A-frame and sidewalk signs that provide directions to your location are simple yet impactful methods to increase awareness. Once the customer has made it to your building, create an experience customers won’t forget by utilizing branded marketing materials. Inside the business, continue using these items to reinforce your COVID policy and guidelines to ensure customers feel safe. This is also an opportunity to feature your products and services. Flyers, ceiling danglers and counter displays provide a great opportunity to reach customers and promote your company. Branded materials give owners the chance to explain how they conduct business as well. If your
Ryan Farris
company offers the use of Google or Apple Pay, display assets that explain that to the consumer. These methods are an all-in-one opportunity that allows you to get your message to its target market.
Market Your Company Through Communication When it comes to marketing your company in a less restrictive COVID world, it’s important to over-communicate with the consumer. With CDC guidelines changing regularly, staying in touch with your customer base through marketing is paramount. Using signs to help communicate that your business is open and is ready to help. From a marketing standpoint, signs can help deliver the messages that you want to emphasize. Using these assets makes it easier for the customer to understand how you operate as an organization – whether it’s through wayfinding graphics or counter displays. President and COO Ryan Farris has spent over 20 years in print, marketing and marketing technology. Ryan has been a leader in public companies, private companies and several of his own companies including one in the print and fulfillment space. Ryan grew up in Texas and currently resides in Colorado with his wife of 20 years and his three children. For more information, visit www.alphagraphics.com
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ex per t advice
Jill Abrahamsen | Editorial Director | International Franchise Professionals Group (IFPG)
GREAT SE IDEAS AFTER They say that 60 is the new 40, which could explain why so many people seek second careers after retirement. Many retired folks still have a lot to give, want a renewed sense of purpose, and wouldn’t mind a supplemental income. But most retirees aren’t after the typical 9-5 job. They want flexibility. Luckily, franchising offers a fast path into a second career that can give retirees an ideal work-life balance. Many franchisors have designed their business models for absentee or semi-absentee ownership. With them, owners can mostly be hands-off. Some require as little as 5-20 hours a week to run. Many people even invest in these businesses while they are still employed, with their sights set on a retirement gig. Through franchising, retirees can find a true second act with the retirement lifestyle they always wanted. And the best part is that there’s no need to go back to school or fill out job applications. Here are some great second career ideas that retirees can find through franchising.
Fitness: Fitness franchises are an excellent option for retirees who want a fun, feel-good business. With many fitness brands, franchise owners can hire a general manager to operate the day-to-day activities. Most have membership-based models where owners reap the benefits of recurring revenue and high ROI. Many of the new, smaller boutique brands have low overhead and require small studio space. They also create a sense of community with members that leads to high customer retention.
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SECOND CAREER AFTER RETIREMENT Laundry services: Retirees can have a great business with a franchised laundromat. Franchisors have disrupted the fragmented laundry industry by using the latest technology, plus eco-friendly machines and detergents. Besides offering customers use of washers and dryers, they provide drop-off, washand-fold services, which have become popular at college campuses and in trendy, urban neighborhoods. Instead of having a dark and dreary atmosphere, laundromat franchises have set themselves apart with friendly, bright, and safe facilities. Some offer nice touches like snacks and entertainment in a more inviting setting than the traditional, depressing laundromat. Pick-up and delivery services add additional revenue streams.
Food: Food franchises offer a lot of options for retirees. And there’s so much more than just fast-food burgers and donut shops. Many newer, healthier brands have surfaced, like crepe cafes and juice bars. They are simpler to operate and require fewer employees and inexpensive kitchen equipment. These businesses are perfect for absentee ownership, but may require more time when ramping up. Hiring a
reliable team is key. Franchise owners don’t need to have restaurant experience but will benefit from strong business acumen.
Vending:
Jill Abrahamsen
Franchise consulting:
Business consulting:
A career as a franchise consultant can be extremely rewarding for retirees. Franchise consultants make money by helping people identify and invest in franchise businesses. They play a pivotal role in guiding aspiring entrepreneurs into the lifechanging decision of owning a franchise business. By paying an affiliation fee with a broker network, franchise consultants receive ongoing training and have access to leading franchise brands. Franchise consulting offers a business where you can earn a great living with an exceptional work-life balance.
Business experience and soft skills are key to owning a business consulting franchise. While many business consulting franchises are designed as owner/operator models, retirees can earn a nice income with a parttime effort. Often called “white collar” franchises, they run the gamut from career coaching to expense reduction. Depending on the brand, franchisees can conduct business anywhere, an excellent perk for retirees who want to travel the world.
Jill Abrahamsen is Editorial Director at the International Franchise Professionals Group (IFPG), a franchise broker network that helps hopeful entrepreneurs identify and invest in franchise businesses. As Editor of Franchise Consultant Magazine and FranchiseWire, Jill Abrahamsen writes and edits articles about success through franchise ownership.
Vending is a wonderful option for retirees who want an investment business but don’t want to spend much time running it. Typically, it takes just a few hours a week to manage a vending business and a lot of the work can be done remotely. Technology rules today’s machines with digital payments and electronic alerts when inventory gets low. Today’s vending machines offer a lot more than chips and candy bars. Many specialize in healthy fare, and the contents of each machine can be tailored to the customer.
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H AVE YOU R SAY
Douglas Smith | Senior VP of Franchise Development | BELFOR Franchise Group
Service-Based Franchising: A Pandemic-Resilient Opportunity “essential” in good times and bad – let’s dive into why there is no better time than now to join a service-based franchise.
Demand for a Hand
Douglas Smith
There is no doubt that the pandemic has created challenges for the business community over the last 15 months. But it’s during difficult times that you can show just how strong you are. That attitude of resilience is what unfolded among many industries, organizations and small businesses across the country and especially for service-based franchises under the umbrella of BELFOR Franchise Group (BFG), with several of its brands having record-breaking years in 2020. There are many lessons to be learned from home-services franchises, which are truly
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Homeownership skyrocketed in 2020, with the number of homeowners increasing by an estimated 2.1 million over the previous year, according to Census Bureau data. Additionally, as 71% of American workers spent time working from home due to the COVID-19 pandemic (Pew Research Center) this has created an unprecedented demand for a number of home service and safety offerings as residents looked to fix, update and transform the place where they now live, work and play. Therefore, creating increased opportunities for niche home service brands, and those known for being “handy.” Exhibit A: The impact of the global pandemic has made indoor air quality a mainstream concern, and likely a demand long after the virus subsides. That’s a major reason why DUCTZ’s air duct cleaning and HVAC restoration services, provided by trained technicians using the latest equipment and tools, are in such high demand to improve indoor air quality within homes and businesses. There’s also been a tremendous shortage of plumbers in the U.S., and Z PLUMBERZ – which provides professional, reliable plumbing services for everyday disasters, as well as emergency and preventive repairs and installations – is filling that void. After all,
every homeowner relies on their plumbing system to work for their health, well-being and overall quality of life. Perhaps the greatest success story of the pandemic is The Patch Boys, a drywall repair company specializing in small patch jobs or ceiling repairs that most home contractors avoid. Whether it’s caused by children bouncing off the walls, one misplaced whack of a hammer when hanging up a picture, or when a mover’s clumsy handling of furniture leaves a scrape or hole in the wall, drywall damage is an experience millions of Americans deal with every day. As a result, this is a high-margin business without significant competition, and The Patch Boys network has grown quickly and experienced consecutive months of record sales over the past year.
Why Join a Franchise? If you’re thinking, this all sounds great, but why can’t I just start a similar business on my own? Well, let me start by saying there are clear advantages among the many factors to consider when deciding whether to pursue franchising versus starting an independent business. In terms of finances, while purchasing a franchise typically requires a higher upfront cost, it also gives you immediate access to a reputable and often well-known brand name – helping to attract clientele and get the business up and running more quickly. It is of course
“Making the decision to join a franchise requires a leap of faith, but it’s safe to say that service-based businesses will always be much-needed and in demand regardless of the economic cycle.” an investment, and should be considered carefully, but franchisees are granted the support, guidance and experience to avoid common pitfalls and help any new owner start and grow a successful and thriving business. There are also benefits around processes and guidelines. Typically, franchisees must follow a set of uniform guidelines when making decisions related to customer services, marketing, office design, product purchases, equipment and employment. This systematic approach has proven successful for many years and across numerous other franchisees while still allowing business owners to manage the day-to-day operations and make their business their own. At the same time, franchisees like ours at BFG, are offered training services and equipment to ensure that they can tackle projects of any size and scope as well as guidance in marketing and new customer acquisition that can help a business get started and scale faster. In other words, franchise owners often get off to a faster start, gain stability, a reliable process and invaluable resources while maintaining the freedom to run their business as they wish.
No Better Time than Now Making the decision to join a franchise requires a leap of faith, but it’s safe to say that service-based businesses will always be much-needed and in demand regardless of the economic cycle. In turbulent times like the COVID-19 pandemic and economic recessions, and as we look ahead to the “return to normal,” homeowners will consistently turn to home services
professionals for the technical skills and expertise needed to maintain their residence. For home-based tradesmen, there is no better time than now to join a service-based franchise for a fulfilling and high-demand career. Douglas Smith is Senior Vice President of Franchise Development for BELFOR Franchise Group, where he develops and identifies franchise growth opportunities
among 1-800 WATER DAMAGE, Chem-Dry & Upholstery Cleaning, Delta Restoration Services, DUCTZ International, HOODZ International, N-Hance Wood Refinishing, Blue Kangaroo Packoutz, The Patch Boys, and Z PLUMBERZ. For more information on BELFOR Franchise Group, visit https://www.belforfranchisegroup.com.
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H AVE YOU R SAY
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Leadership. Teamwork. Executing SOPs. Connecting veterans with education, resources and opportunities at vetfran.org
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Veterans in Franchising july 2021
www.franchisingusamagazine.com
meet veteran and
cinch i.t. partner troy cobb
latest in
veteran news
the risk of misinterpreting New cdc guidlines Franchising USA
V e t er a ns i n Fr a nchisi ng
veteran news
Oxi Fresh Carpet Cleaning recently ranked in two of Entrepreneur magazine’s fastestgrowing franchise lists
The rankings are one of the most respected resources used by entrepreneurs and potential franchisees looking to invest in a franchise. In the 2021 Fastest-Growing Franchises (Worldwide) and 2021 Fastest-Growing Franchises (U.S. and Canada), Oxi Fresh ranked #79 and #65, respectively. “2020 was a challenging year for everyone, but it was also a year that further demonstrated that our franchise system and organization are on the right track,” says CEO and Founder Jonathan Barnett. “Oxi Fresh was able to meet and exceed the needs of our customers and our franchisees, and we are very proud of that fact.” In 2020, the carpet cleaning franchise company added 40+ new locations as demand grew for home service businesses and consumers turned to brands they knew and trusted. In 2021, the carpet cleaning franchise company plans to leverage this strong demand by adding 70 new locations and expanding its services and products even deeper into communities across the country. “We want everyone to have access to high quality, eco-friendly carpet cleaning, and we love helping people realize their dreams of owning their own business,” said Matt Kline, the carpet cleaning franchise company’s Director of Franchise Development. “We’re eager to surpass the 500-unit mark in 2021 and create even more value for our franchisees and customers.” Over its 42 years in existence, Entrepreneur’s rankings have become both a dominant, competitive measure for franchisors and
a primary research tool for potential franchisees. Oxi Fresh’s continued leadership in the industry is a testament to the carpet cleaning franchise company’s commitment to its core values and overall value proposition. Oxi Fresh was also named a Top Franchise for Veterans and a Top Franchise for Less than $50,000. To view all of Oxi Fresh’s rankings, visit https://www.entrepreneur.com/franchises/ oxifreshfranchisingco/329409 www.oxifresh.com
WE WANT YOUR VETERAN FRANCHISING STORIES Are you a Veteran with a franchising business? Want to share your story with us? Whether you run a fleet of franchises and want to get the word out to prospective Veteran franchisees, are a new franchise business owner with an inspirational story to tell, or a service provider that supports Veteran franchises – we want to hear from you.
Email editor@franchisingusa.com with your story ideas now! Franchising USA
Auxo Medical Launches Franchise Opportunity to Meet Demand for Growth in Medical Supplies three years, the brand expanded with affiliated company operations based in Michigan, Kentucky, and Florida to help meet the critical demand for medical supply and equipment service. “The global medical supplies market is predicted to increase from $139 billion in 2020 to $175 billion by 2025,” said Jay Crabtree, CEO of Auxo Medical. “The industry demand combined with Auxo Medical’s strong infrastructure and turnkey training process makes this a prime, sustainable business model and quick new business startup opportunity for franchisees today.”
Auxo Medical, LLC, a leader in the medical supply and equipment service industry, announced the launch of a new franchise opportunity, providing aspiring entrepreneurs with a chance to open a business driven by a unique and indemand service offering. Auxo Medical provides repair and preventative maintenance service, and refurbished and new medical equipment solutions for clients including hospitals, ambulatory surgery centers, universities, laboratories, and physician offices. Over the past
Franchise ownership opportunities are now available in more than 25 states, and Auxo Medical expects to sign up to five new franchises this year. The current range of investment is from $108,475 to $133,130, which includes the $50,000 initial franchise fee for one territory along with pre-opening certified training programs for both Auxo Medical owners and technicians that include sterile processing, biomedical equipment, and anesthesia equipment. Most franchise owners will hire a lead technician to manage repairs and service and two to four employees depending on service call volume. The typical franchise startup time is four to six months. https://auxomedical.com/franchising/
Wetzel’s Pretzels Supports Military Veterans with From Force to Franchise Innovative snack category leader, Wetzel’s Pretzels (Wetzel’s), announced that it has launched a military veteran’s franchise program. Titled From Force to Franchise, the initiative is a way for Wetzel’s to say thank you to military veterans for their service to our nation, while also providing a platform for veterans to advance their personal and professional goals. “We have so much gratitude for what veterans have done for our country and for several months we’ve been working on a thoughtful program to enable veterans to pursue business ownership. A key to the program’s development has been the involvement of military veterans already in our company,” said Jennifer Schuler, CEO at Wetzel’s Pretzels. For qualified veterans, From Force to Franchise provides a discount of $10,000
on the initial Wetzel’s franchise fee for
locations with an initial franchise fee
locations. In addition to the discount on
For more information about the Wetzel’s
traditional mall and shopping center
opening in traditional locations, Wetzel’s is providing veterans a discount of $5,000 on the initial franchise fee for non-traditional
between $15,000 and $20,000.
veteran incentive, visit https://www.
wetzelsfranchising.com/veterans-firstresponders
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franchisee in action: Troy Cobb | Cinch I.T. Atlanta
MEET VETERAN AND CINCH I.T. PARTNER
TROY COBB
“Cinch I.T. is fortunate to have Troy Cobb as a franchise partner. We are very proud and appreciative of his military service and look forward to working beside him as he grows his franchise.” – Rick Porter, President of Cinch I.T. What was your working background? The first half of my career was mostly technical, working on high-tech gear such as high-end projectors for commercial applications. The second half of my career I moved to a sales role selling high-tech gear to our dealer network.
When did you buy your franchise? January 2021
What was the turning point that made you realize you wanted to change your career path?
Troy, please tell us about your military background. I served in the USMC from 9/86-9/96 – Desert Shield/Desert Storm. I graduated number 1 in my platoon from boot camp (Honor Man) at Parris Island. I was enlisted and was honorably discharged as
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an E-6 Staff Sergeant. I received several
commendations medals including the Good Conduct Award, Navy Achievement Medal, and National Defense Service medal. My
military occupation was Test Measurement and Diagnostic Equipment Calibration technician.
The pandemic nearly devastated the company I was working for and I felt as if the writing was on the wall. I, honestly, was happy for the opportunity to make a career change because I didn’t care for what I was doing. My career had grown stagnant, and the company wasn’t prepared to pivot for the “new normal”, so I started looking elsewhere.
Why did you choose Cinch I.T.? Since I have a background in technical sales, I felt there were a lot of synergies between my background and the services offered by Cinch I.T. Also, the company I was working for at the time utilized an
“Running your own business isn’t for everybody. You must have confidence in yourself and be honest with yourself that you can handle the responsibilities that come along with running your own business”
MSP for their IT services and I personally experienced the pain points of being an end-user. I felt that Cinch did an excellent job of addressing those pain points when I learned about their focus on customer service.
What was the process like once you signed the franchise agreement? The Franchisor and I looked at a map of territories and I picked a great territory. I’m fortunate to be the first franchisee in Georgia, so I had the whole state in which to choose. Once I signed the franchise agreement, I had to get busy interviewing and hiring my first employee, my onsite technician. After that we started our ten weeks of training which culminated with a two-week stint at Cinch I.T. in Worcester, MA in February 2021. After graduation, we came back to Atlanta and started doing business right away. I booked three new client meetings while in training and managed to bring aboard two out of the three right away.
What type of training and ongoing support is still provided to you? I receive weekly training/coaching from the Cinch I.T. team. They help with everything from marketing, advertising, operations, technical issues, accounting - everything I need to be successful as a small business owner.
Has your work/life balance improved since buying the franchise? Well, honestly, work doesn’t feel like work anymore. I love making/managing my own
“Since I have a background in technical sales, I felt there were a lot of synergies between my background and the services offered by Cinch I.T.”
schedule and the freedom that comes with managing my own company.
If someone was interested in joining your franchise system, what would you say to them? Running your own business isn’t for everybody. You must have confidence in yourself and be honest with yourself that you can handle the responsibilities that come along with running your own business. Ask yourself if you are ready to take on the responsibility of paying your employees before you pay yourself, working nights and weekends to get your business up and running. You must ask yourself if you’re ready for the financial risk involved in not seeing revenue for a period of a few months. If you can answer yes to those tough questions, then there is no other franchise system that offers the
training and support that Cinch I.T. offers. You just can’t get this type of support any place else in my opinion.
Any particular aspect of your franchise system that stands out to you? If you’re considering a franchise, consider one with a business model like Cinch IT. When I sold projectors, every month I was starting at ground zero again. With Cinch IT, it is all about recurring revenue. As you bring on clients, they are paying for a monthly service, every month you are adding to your recurring revenue stream, not starting zero like you do when you are selling some type of widget. You can’t beat this business model for an opportunity at real wealth creation. https://cinchit.com/
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EXPERT ADVICE: Adam Povlitz | CEO & President | Anago Cleaning Systems
THE RISK OF MISINTERPRETING NEW CDC GUIDELINES PRIORITIZING CLEANLINESS AND PEACE OF MIND FOR EMPLOYEES AND CUSTOMERS
Recently, the United States Centers for Disease Control and Prevention (CDC) revised its guidelines for cleaning and disinfecting against COVID-19.
of the recommendations, cutting the bulk of the report in favor of quick headlines. It is essential to clarify the importance of proper cleaning, disinfecting, and sanitizing protocols and what we’ve come to expect as consumers from the businesses we patronize. Although we are gaining ground on the COVID-19 virus, the main takeaway is that best practices learned over the past year should not be disregarded and placed upon the proverbial shelf.
Although informative, many national
During the pandemic, proper protocols kept businesses open, kept employees and
media outlets reporting left out the details
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customers safer, and provided the peace of mind needed to continue operations. Companies across the nation must review their pre-COVID protocols, identify what changed and find a happy medium without reverting to the minimal cleaning procedures of the past. Where businesses land on how they re-calculate their cleaning methods will highly depend on the type of business. And patrons will undoubtedly take notice. For example, a restaurant will need a much higher degree of cleaning than a retail clothing store.
“As recommendations are relaxed and people choose not to receive vaccinations, returning to social activities without safeguards leaves communities at a higher risk. This makes public areas, including restaurants and businesses, more susceptible to increased infection rates.” The CDC states, “Cleaning with products containing soap or detergent reduces germs on surfaces by removing contaminants and may also weaken or damage some of the virus particles, which decreases the risk of infection from surfaces.” The CDC is correct, but businesses may want to continue industry-leading best practices by cleaning more frequently and choosing to disinfect communal areas, especially if high transmissions of COVID-19 continue within the communities they serve. It is crucial to keep in mind that relaxing cleaning guidelines will likely come with relaxed personal hygiene practices from many people. Washing hands, wearing masks, and relaxed social distancing guidelines may have helped reduce infection rates. As these recommendations are relaxed and people choose not to receive vaccinations, returning to social activities without safeguards leaves communities at a higher risk. This makes public areas, including restaurants and businesses, more susceptible to increased infection rates. Additionally, it is essential to emphasize the extreme importance that cleaning and disinfecting surfaces can reduce the spread of COVID-19 and other pathogens. Businesses need to remember that cleaning regimens are most effective when a multi-step approach is practiced with U.S. Environmental Protection Agency (EPA)-approved products. The most effective practice involves first cleaning surfaces to remove or reduce soil loads, then disinfecting to kill bacteria, fungi, and inactivated viruses. The other area of clarity involves the use of fogging, fumigating, and widearea electrostatic spraying. The CDC states that this is not recommended as a primary method of surface disinfection. As this is correct, industry-leading best practices suggest that the level of disinfecting need to be determined
based on the type of business. When used as part of a comprehensive cleaning regimen, electrostatic sprayers can be highly effective for high-traffic consumer facilities, especially since there is no way of knowing which patrons are vaccinated and which ones are not. When using chemicals and disinfection equipment of any kind, it is essential to read the label and use products correctly to prevent unnecessary overuse and exposure. It is also important to let professionals facilitate the cleaning. As we gain ground on this pandemic, there are still many uncertainties despite the increased number of vaccinated people. Businesses of all types must continue to practice vigilance in the fight against the spread of COVID-19 and its variants as they emerge worldwide, not to mention influenza, norovirus, and Methicillinresistant Staphylococcus aureus (MRSA), which can also negatively impact public health. There are several layers to this issue, and many businesses desire to erase all memories of the previous year to return to pre-COVID activities. We get it. However, it is essential to maintain vigilance. In addition to indoor air quality needs, businesses should continue to utilize cleaning professionals to enhance their efforts in cleaning and disinfecting public facilities with added focus on high touchpoints. We agree with the CDC’s guidance and recognize the agency’s continued efforts in the fight against COVID. However, we encourage all businesses to read through CDC recommendations thoroughly, not relying solely on short-and-sweet partial reports found in the media, when making decisions on the best and most effective cleaning and disinfection regimen for their facilities. Our professional experience shows that continued disinfecting when implemented with a comprehensive cleaning regimen and other social
Adam Povlitz
“We encourage all businesses to read through CDC recommendations thoroughly, not relying solely on short-andsweet partial reports found in the media.” guidelines, can play a role in significantly reducing the risk of infection spread. Businesses that maintain proper cleaning protocols provide employees and customers greater peace of mind and demonstrate a public responsibility toward prioritizing health and safety. Adam Povlitz is CEO & President of Anago Cleaning Systems, one of the world’s leading franchised commercial cleaning companies, and a leader in technological advances relating to business operations and janitorial services. A previous IBM executive, Adam holds several business degrees and certifications, including an MBA in Marketing and Finance from the University of Miami. He is a Lean Six Sigma Green Belt, an IFA Certified Franchise Executive, and an ISSA Cleaning Industry Management Standards Expert. Anago is proud to be recognized as a top franchise for Veterans and offers a discount to our service members. Anago is accredited by the IFA’s Vet Fran initiative and offers a discount to any honorably discharged Veteran. Anago Cleaning Systems welcomes all Veterans looking to open a Master or Unit Franchise.
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A-Z LISTINGS ARE A GREAT WAY TO PROMOTE YOUR BUSINESS Busine
Depot ss Finance
ializes in ce Depot spec Business Finan and SBA s se lea nt me packaging equip for start-up ng Capital loans Express Worki s. sinesse and existing bu seek ing are franchisors Our main clients s and ee his nc fra w ir ne financing for the for their g cin an fin seek ing manufacturers . es as rch pu equipment
SBA 7(a ) also works with Our company , crowd ancing sources fin ate ern alt ies lenders, es and compan urc so g cin an to funding fin irement funds ret ing us in ze r that speciali Please visit ou s. es sin bu w capitalize a ne on. ati orm inf re website for mo depot.com businessfinance Website: ww w. ancedepot.com sfin es sin bu Email: paul@ 8-3884 Phone: (80 0) 78 Bosley Contact: Paul
Making an appearance every month in Franchising USA magazine. Each detailed, 4 color A-Z listing comes with a 150 word write up and your logo. Excellent for branding and recognition. Choose a 12 or 6 month package or simply add the A-Z directory onto your FOCUS, PROFILE or ad! To learn about the A-Z directory or any other products, please contact Vikki Bradbury: vikki@cgbpublishing.com
www.franchisingusamagazine.com
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AAMCO First started in 1963 by Anthony Martino as a transmission repair shop, the company now has nearly 700 locations throughout North America and about 12 years ago expanded into total car care. AAMCO franchisees benefit from joining a brand that has been in business for over 50 years. Our iconic, Double A, Beep Beep, M-C-O mnemonic brings instant recognition and trust from the American consumer. In
Bloomin’ Blinds Founded the morning of 9/11...our incorporation papers received their approval stamps within minutes of the towers being struck...Bloomin’ Blinds is a family company. Karen McGuffin founded the company in Dallas and was joined by her three sons within a handful of years. Together they created Bloomin’ Blinds over the next 16 years before the franchise was formed. Now Karen is retired and the boys are still running the show. Bloomin’ Blinds has always been a “repair company that happens to sell a ton of blinds”.
Business Finance Depot
addition to automatic brand recognition, AAMCO franchisees benefit from an Executive Leadership Team who established themselves by servicing the automotive aftermarket as franchisees. With this franchisee focus in mind, AAMCO provides the brand, tools, guidance and education necessary for new franchisees. This includes financing support, real estate support and training through the entire opening process. http://www.aamcofranchises.com
Early on we realized that retailers were primarily sales only and Bloomin’ Blinds had a significant differentiator in the addition of the repair concept. The business model has weathered the economic storms that followed 9/11 and the housing bubble pop in 2008. Bloomin’ Blinds is a technology based, fresh, new approach to an industry otherwise resisting modernization. For more information contact Kelsey Stuart at: Ph: 1-214-995-1062 Email: kelsey.stuart@bloominblinds.com https://www.bloominblinds.com/
Business Finance Depot specializes in packaging equipment leases and SBA Express Working Capital loans for start-up and existing businesses.
Our company also works with SBA 7(a) lenders, alternate financing sources, crowd funding financing sources and companies that specialize in using retirement funds to capitalize a new business. Please visit our website for more information.
Our main clients are franchisors seeking financing for their new franchisees and manufacturers seeking financing for their equipment purchases.
Website: www.businessfinancedepot.com Email: paul@businessfinancedepot.com Phone: (800) 788-3884 Contact: Paul Bosley
caring transitions
with the hassles or laws that involve elderly medical care, though you might want to invest in knowing the companies that do supply such services in your area. Many times our services are needed in order to fulfill the lifestyle changes recommended by healthcare professionals, so putting your leads into contact with upstanding medical professionals can create a favorable impression that causes them to return to you for help with non-medical side of their changing circumstances.
Caring Transitions is a solution-oriented company, and we accomplish this by bringing three services under one roof that are normally all accomplished by separate companies. The three services we combine to provide unique solutions for our customers are: • Senior Relocation • Estate Sales • Downsizing & Decluttering One final thing – we are NOT a medical service company. As a franchisee, you will not be dealing
Phone: 1-800-647-0766 Email: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com
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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.
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
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fr a nchise & serv ices di r ecto ry
Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance. With a customized online store as the organizing principle, our websites give users the ability to purchase their advertising and marketing tools in one easy to use program.
Contact: Dan Broudy CFE, Chief Executive Officer Phone:412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com
Dough & Arrows
For potential franchisees who are family oriented and who wish to spread joy to the community while being at the forefront of a burgeoning food trend, Dough & Arrows might just be the business family you are looking to join.
The owners of a family oriented business Dough & Arrows aim to expand their business through nationwide franchising opportunities. Dough & Arrows is well known for their famous Edible Cookie Dough, Gourmet Ice Cream, delicious homemade desserts, and family atmosphere. Based in Hanover, PA, Dough & Arrows is currently looking for potential franchisees all across the United States.
Fastsigns® Now more than ever, businesses look to FASTSIGNS for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015 • Franchise Research Institute World Class Franchise 2011-2015 ®
FirstLight Home Care FirstLight Home Care offers comprehensive, inhome, non-medical and personal care services to seniors, new mothers, disabled adults and others needing assistance. FirstLight’s team brings more than 170 years of collaborative experience in health care, franchising and senior services, creating FirstLight’s Culture of Care foundation. The last 10 years, we’ve received numerous awards, most recently including ranking among Entrepreneur Top 500 Franchises, Forbes’ Best Franchises to Buy,
International Franchise Professionals Group
Franchising USA
We provide marketing collateral, signage, POP displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and can be customized to the unique needs of your community. Customer service is our forte.
Ph: 717-969-8481 E-mail: info@doughandarrows.com www.doughandarrows.com
• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide. For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com
& Franchise Business Review’s Top 200 Franchises for franchisee satisfaction. In the $80 billion home care, demand for our services already exceeds market supply in many areas. In 2015, the babyboomers turning age 65 in the U.S. reached 10,000 per day! By 2025, it will grow to nearly 72 million. We’re looking for people who are passionate and strive to provide exceptional service. If you want to make a difference in people’s lives while building a powerful business, THIS is this franchise for you. Phone: 866-985-4031 Email: jdavis@firstlighthomecare.com Website: Firstlightfranchise.com
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.
Infinity Martial Arts Infinity Martial Arts was established in 2005 on the Sunshine Coast, Queensland. We began as a single club focusing predominantly on Brazilian Jiu-Jitsu, with only a handful of members under the guidance of our head coach and black belt Neil Owen.
Our programs focus on a self-defence style of martial arts and combat sport, which is predominantly based on grappling and submission holds. Our curriculum focuses on the skill of taking an opponent to the ground, controlling one’s opponent, gaining a dominant position and using a number of techniques to either force or defend a submission.
Over the years, many of those initial members became black belts themselves and helped to grow our business into what it is today. With 13 academies now in QLD and two other affiliate clubs in NSW & QLD we are one of the largest franchised martial arts academy names throughout Australia, leading the way in Brazilian JiuJitsu.
With classes ranging from expert to beginner and suitable for both adults and children starting as young as 2 years old, our academies are warm & friendly environments. We have a strong focus on creating a fun culture where our members become part of the family.
QC Franchise Group (DBA QC Kinetix)
with BMAC, regenerative cell therapy with amniotic membrane tissue, A2M therapy and PRP therapy. With such a wide array of regenerative medicine treatments available, we make sure to discuss all the therapeutic options with each of our patients. While not all patients may be candidates for all therapies, we will help guide you to make the most appropriate decisions for your particular condition. We treat everyone from weekend warriors and professional athletes to active aging patients who want to stay active.
QC Kinetix is a Charlotte, North Carolina-based franchise company leading the way in helping people maintain an active lifestyle using comprehensive regenerative medicine treatments to address musculoskeletal conditions and joint pain. QC Kinetix is the place to go when you’ve been told invasive surgery is your best option, or after you’ve tried everything to eliminate the pain and immobility of your condition without success. We provide comprehensive regenerative medicine injection treatments, including stem cell therapy
sanondaf Founded in 1959, Ziebart is the worldwide leader in detailing, films and structural protection services providing complete car care solutions. Backed by over 60 years of experience, the brand has evolved from its roots as the pioneer in rust protection services to become the most respected global company offering aftermarket total vehicle protection products and services. Today, Ziebart International Corporation operates more than 400 locations, with 1,200 service centers, in 37 countries. The brand is committed to helping its customers customize and protect their vehicles by offering services that range from detailing and film installation to structural protection. Ziebart’s mission is to support customers’ pride in vehicle
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.
For more information visit: www.infinitymartialarts.com.au
QC Kinetix clinics are dedicated to maximizing the body’s ability to help heal and repair itself from the inside out for vastly improved function and overall quality of life. https://qcfranchise.com/
ownership and to protect their investment with the highest quality products, services, exceptional workmanship, and a knowledgeable staff that provides solutions for extending the life of all vehicles. The brand is continuing to grow through franchising and offers a best-in-class investment for qualified prospects. Ziebart franchisees gain a built-in team with decades of experience to help launch their business every step of the way. As an established automotive enthusiast brand, Ziebart has been recognized by Entrepreneur Magazine as a Top 500 Franchisor as well as a Top 200 Global Franchise. For more information contact Amanda House at: Phone: 248-837-3944 Email: ahouse@ziebart.com Website: www.ownaziebart.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.
VBS offers multiple marketing methods that have proven effective with helping franchise organizations with their expansion plans. Utilizing custom email marketing
Contact: James Mingey Phone: 202-349-0860 Email: info@veteransbusinessservices.us Website: www.veteransbusinessservices.us
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.
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
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