Franchising Magazine USA December 2021 by CGB Publishing

magazine usa

VOL 10, ISSUE 1, DEC 2021

COVER STORY

Make a Celtic Connection with a

Sheenco Travel Franchise

Actionable Trends in Franchising Entering 2022

Critical Questions to Ask about Your Business as the New Year Begins

Using PR to grow your franchise development funnel Franchising MAGAZINE USA 1 The magazine for franchisees • W W W.FRANCHSINGMAGAZINEUSA.COM

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!

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MAGAZ

INE USA

VOL 10, ISSU

E 1, DEC 2021

COVER STO RY

MAKE A CEL TIC CONNECTIO N WITH A

SHEENCO TRAVEL FRANCHISE

VOLUME 10, ISSUE 1, 2021

ACTIONAB TRENDS INLE FRANCHISIN G ENT

On the cover: sheenco travel president: Colin Bradbury. colin@cgbpublishing.com

NEW YEAR BEG

INS

USING PR TO YOUR FRAN GROW DEVELOPM CHISE ENT FUNNEL 5)& ." (";

Publisher: Vikki Bradbury. vikki@cgbpublishing.com editorial department: editor@cgbpublishing.com advertising: vikki@cgbpublishing.com jasonb@cgbpublishing.com cidaliahodnett@cgbpublishing.com Editorial team: Michelle Quinn Rob Swystun Production: usaproduction@cgbpublishing.com DESIGN: Jejak Graphics. jejak@bigpond.com CGB PUBLISHING Canadian Office: Sidney B.C Canada U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Editorial: 778 426 2446 www.franchisingmagazineusa.com

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So here we are at the end of another year. For us it’s time to celebrate our 10 year anniversary which has been an amazing journey, and we hope you like the new fresh look of the magazine. It has been a year of challenges for some and gains for others. I hope most of you take the time to reflect on this year so you can stay present and live in gratitude for all the important things in your life, this holiday season. We can look to the future in 2022 with a positive outlook and fulfilment of owning your own business. Featured on our Front Cover is Sheenco Travel franchise who suggests you make a Celtic connection and Genevieve Sheehan Founder of Sheenco Travel Franchise discusses why this is a great opportunity to own your own business. George Knauf is a highly sought after, trusted advisor to many of the top franchise ownership groups in the world. A regular contributor to the magazine, in this issue he takes a look at Actionable trends in franchising in 2022. Our Feature Supplement this issue is Food and Franchising and we feature Slim Chickens on the cover. Slim Chickens has been heating up as the better chicken brand since 2003 and look to continue growing with a goal of opening 600 stores in the coming year. We also have some great expert advice from Chris Conner who discusses why food franchises are a great business to swallow, after all franchising is to food what Shakespeare is to poetry, they go hand in hand. The Veterans and Franchising Supplement Front Cover features a Q&A with Lou Schager of Mosquito Joe, who served 27 years in the US Navy before becoming a Franchisee, he offers some great tips and advice to potential franchisees who have a military background. One of our Experts Doug Smith of Belfor Franchise Group offers advice as to why Veterans can also find a home in service based franchising. Happy holidays from all of us at Franchising Magazine USA. We look forward to sharing more news, information and advice to get you back on track to owning your own business in 2022. Happy Reading

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

Vikki Bradbury | Publisher Franchising Magazine USA

The information and contents in this publication are believed by the publisher to be true, correct and accurate but no independent investigation has been undertaken. Accordingly the publisher does not represent or warrant that the information and contents are true, correct or accurate and recommends that each reader seek appropriate professional advice, guidance and direction before acting or relying on all information contained herein. Opinions expressed in the articles contained in this publication are not necessarily those of the publisher. The publication is sold subject to the terms and conditions that it shall not be copied in whole or part, resold, hired out, without the express permission of the publisher.

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contents

december 2021 10

Cover Story 10 Sheenco Travel: Make a Celtic Connection with a Sheenco Travel Franchise

In evey issue 6 Franchising News

Announcements from the Industry

23 Special Feature Supplement

Food Franchising

53 Veterans Supplement

News and Information for Veterans in Franchising

72 A-Z Franchise & Services Directory

Expert Advice 12 Evan Hackel: Critical Questions to Ask About Your Business as the New Year Begins 20 Keith Gerson: Franchise Sales Index Update 46 George Knauf: Actionable Trends in Franchising Entering 2022

50 Heather Ripley: Using PR to Grow your Franchise Development Funnel

Franchisor in Depth 12 Kris Simonich: Owning a franchise-Five Challenges to Consider

Spotlight On Service

12 How VFPnext is Improving the Digital Member Experience

Have Your Say 16 Dave Thrasher: 5 Ways to Prepare Your Home Services Business for Industry Trends in the New Year

Women in Franchising 18 Jennifer Cook: From Journalist to Award winning Franchisee Franchising MAGAZINE USA 5

Scenthound Offers Membership-based Services

Primrose Schools® Continues National Expansion as Child Care Needs Surge Primrose Schools, a high-quality early education and care leader with more than 450 schools operating in 32 states, had significant growth and achievements during the first half of the year. With the need for child care soaring, the company began expansions in two new states, while experiencing a 418% increase in inquiries from individuals seeking to become Primrose franchise owners from June 2020 to June 2021. Primrose also recently celebrated the opening of its milestone 450th school and looks to build on that momentum for the remainder of the year, with six more locations set to open by the end of 2021 and a total of 150 in its overall pipeline. Much of this growth is fueled by Primrose Schools’ positive financial trajectory throughout the pandemic. As detailed in the company’s 2021 Franchise Disclosure Document, it saw schools’ average gross revenues increase every quarter from Q2 2020 to Q1 2021 by a total of over 67% over that period. Enrollment remains high, with many of its schools having waitlists. To help meet that demand, Primrose Schools has signed 16 new franchise agreements in 2021 and continues to see a spike in leads from entrepreneurs about opening new school locations. https://franchise.primroseschools.com/ 6 Franchising MAGAZINE USA

Scenthound, the nation’s first and only wellness-focused dog care franchise, offers membership-based services for affordable and accessible routine dog care. As the fastest-growing pet franchise in the nation, the brand’s services are elevated through the integration of innovative technology, including its proprietary S.C.E.N.T. Check™ (Skin, Coat, Earns, Nails, and Teeth), an assessment of each dog’s external health following every ‘Scenter’ visit. The concept is experiencing explosive growth fueled by the brand’s revolutionary approach to routine dog care and a proven business model. Scenthound recently announced 15 new units (or “Scenters”) in development throughout Texas, bringing the innovative pet health and wellness brand to major markets including Austin, Dallas, and Houston. Scenthound’s newest franchisees include entrepreneurs from a variety of backgrounds, from multi-unit/multi-brand operators to veterans. David and Michelle Smith, a husband-and-wife duo and multi-unit operators of three Massage Envy franchises, will open 10 locations throughout the Dallas area by 2025. Marc Spieler and Matt Woolsey, a serial entrepreneur and a U.S. Marine Corps veteran respectively, will open three locations in the Houston area. Additionally, Larry Maddalena, a multi-unit operator of 11 The Joint Chiropractic franchises, and his partner Adam Bordes will open two locations in Austin. Scenthound has sold more than 114 Scenters across more than a dozen states. There are 20 open locations today representing 333% growth over last year. For more information about Scenthound’s unique membership offerings, visit Scenthound.com or follow the brand on Instagram, Facebook, and LinkedIn. To learn more about franchise opportunities, visit Franchise.Scenthound.com

Restore Hyper Wellness Celebrates their 100th Franchise Location Restore Hyper Wellness, the leading provider of proactive wellness services, has grown rapidly throughout 2021. The innovative wellness franchise recently opened their 100th location in Paoli, PA, offering everything from cryotherapy, IV drip therapy, infrared saunas and biomarker assessments. The Paoli location is owned by long-time friends and entrepreneurs Andy and Michele Ayers and Mike and Angela Palumbo. Andy and Mike worked together in the medical device sales industry when they were first introduced to Restore Hyper Wellness founder Jim Donnelly. Andy became the second franchisee in system, and has now partnered with Mike to bring 20 additional locations to the Philadelphia area by 2026. The entrepreneur couples have seen the positive effects these services have had on clients and they are eager to provide wellness options that will better the lives of their neighbors. Restore Hyper Wellness is on a mission to enhance the quality of life for its clientele. Their goal is to help individuals achieve longer healthspans. To be specific, a lifespan is the total number of years we live, whereas a healthspan is how many of those years we remain healthy and free from disease. The average healthspan in the United States is 66 years of age while the average lifespan is 78 years. Restore Hyper Wellness wants to close this gap by giving people a better quality of life by improving their overall health. In September, the wellness brand delivered its 1 millionth wellness service of the year after

only nine months, a feat that had previously been achieved after five and a half years. This year alone, the company has opened 30 new locations and sold 203 franchise territories. By 2025, Restore Hyper Wellness plans to be within a five-mile radius of 80% of the U.S. population, making their services accessible to most of the country. For more information visit www.restore.com.

Always Best Care Taking the Senior Care Space by Storm Taking the senior care space by storm, Always Best Care Senior Services, one of the leading senior care franchise systems in the United States, today announced that it has reached more than 215 independently owned and operated franchise locations.

The brand has recently expanded in three states with openings in Roswell, Georgia, by Atlanta native Kathryn Godwin; Tempe, Arizona, by husband-and-wife duo Tom and Janné Gutierrez; and Pasadena, California, by San Gabriel Valley entrepreneur Diane Pierson. The hallmark services of Always Best Care include non-medical in-home care and assisted living referral services, with skilled home health care in some limited markets. Always Best Care is based on the belief that having the right people for the right level of care means peace of mind for the client and family. From a variety of backgrounds, Always Best Care franchisees have one goal in common: giving back to the seniors in their community by providing relentless customer service and listening to the needs of family members. Always Best Care continues to lead the nation in the senior care industry and provide desirable services such as Balance Tracking fall detection and Always in Touch, a national telephone reassurance program. Those who own and operate this franchise assist seniors with a wide range of conditions and personal needs. Franchise opportunities are available to individuals interested in leveraging the company’s clear strategy and proven track record. For more information, visit franchisewithalwaysbestcare.com Franchising MAGAZINE USA 7

The NOW Massage Signs 100th Franchise Location and Announces Jeff Platt as President Co-Founder & Chief Creative Officer of The NOW Massage. The NOW Massage also brought on Jeff Platt as its president. Jeff is known in the franchise industry as the co-founder and former CEO of Sky Zone, where he helped develop the company into the largest indoor trampoline park brand in the world. With more than 15 years of experience, Jeff helped The NOW Massage achieve the 100th license milestone and his leadership will continue to support the brand’s growth plans. The NOW Massage, a fast-growing franchise disrupting the spa industry with high-quality, affordable massage services in an inspired setting, announced the signing of its 100th franchise location. The brand began franchising in Q4 of 2019 and in less than 2 years reached this milestone. New licenses continue to be awarded in metropolitan markets such

as Atlanta, Denver, San Francisco, Phoenix and more. Fueling the strategic growth are multi-unit developments, such as a 6-unit agreement in South Florida. “With extraordinary growth in the massage and wellness space over the past decade, we understand that there is a lot of interest from all types of operators who see this emerging sector as a great investment opportunity,” said Gara Post,

“Part of what makes The NOW Massage special is our incredible group of dedicated and passionate Franchise Owners, Massage Therapists and Experience Guides that work diligently and intentionally to create a unique escape from the stress of everyday life,” said Jeff Platt, President of The NOW Massage. “We are excited to celebrate this milestone with the entire NOW family from coast to coast.” https://thenowmassage.com/

Oxi Fresh Carpet Cleaning Franchise Growth Soars in Second Half of 2021 Oxi Fresh Carpet Cleaning, one of the nation’s greenest and fastest-growing carpet cleaning franchises, has been rapidly expanding over the past few months and plans to continue its expansion through the end of the year and into 2022. Since the beginning of June, Oxi Fresh has awarded 30 new franchise locations throughout Indiana, Kentucky, Minnesota, Texas, California, Washington, Virginia, North Carolina, Oklahoma, Tennessee, Pennsylvania, Massachusetts, Nebraska, Georgia, Florida, New York, Nevada, and British Columbia. This recent expansion puts the company at nearly 500 locations across the United States and Canada. Oxi Fresh has no plans to slow down growth any time soon; there are currently over 300 locations available in the United States and Canada. Target areas for new locations include Oregon, Massachusetts, Rhode Island, New York, Alabama, and the cities of Los Angeles and Tampa. “The past six months have been very exciting for Oxi Fresh,” said Jonathan Barnett, founder and CEO of Oxi Fresh. “It’s 8 Franchising MAGAZINE USA

amazing to see the company bring green carpet cleaning to so many new communities. With the demand for carpet cleaning services on the rise, we are ready to bring Oxi Fresh to every corner of the United States and Canada.” Oxi Fresh Carpet Cleaning offers green carpet cleanings and exceptional results through innovative products and modern technology. The company’s powerful combination of knowledgeable people, innovative technology, and robust processes has allowed the brand to stand out in the industry. For more information, please visit https://www.oxifresh.com/

Snap Fitness Fuels Up for North American Franchise Growth Snap Fitness is breaking down the barriers that have prevented more than 80 percent of North Americans from joining gyms. Tapping into updated branding that elevates the emotional benefits of fitness over the physical, as well as an overhauled location prototype designed for new normal consumer preferences, Snap Fitness is positioned to be the warm, welcoming workout home for all. The distinctive mood gains not just muscle growth brand positioning is now firmly established across all Snap Fitness markets in North America, and it parallels today’s announcement from the company – the launch of a strategic franchise growth initiative. Inspiring a current membership base of more than 1-million at 1,000-plus clubs around the globe with its new ‘for the feeling’ mantra, Snap Fitness is leveraging its branding and operational competitive advantages to embolden its franchising plans. The strategic expansion intends to deepen the stronghold Snap Fitness has on smaller, often rural markets, that other large fitness brands tend not to operate in. Likewise, Snap Fitness has heightened

its interest in suburban and urban markets with its refreshed brand positioning and advanced in-gym amenities. “Our new brand ethos, which is narrowly focused on how working out makes you feel versus how you look, has been a guiding light for our innovation throughout the company – energizing our

operations, marketing, design and growth plans worldwide,” said Ty Menzies, the global CEO of Snap Fitness. For more information about the Snap Fitness franchise opportunity, please visit: https://www.snapfitness.com/us/ why-franchise-with-snap-fitness/

Slim Chickens Expanding in Tampa “Continually connecting with groups like Army & Air Force Exchange Services brings us a deeper sense of purpose as a brand,” said Jackie Lobdell, vice president of franchise development at Slim Chickens. “We are excited for Slims to become a staple gathering spot for everyone at the base to sit down and connect with one another while enjoying the tasty food we have to offer.”

Slim Chickens, a leading fast casual franchise, announced today its new restaurant opening at the MacDill Air Force Base in Tampa, Florida. This location becomes Army & Air Force Exchange Service’s fifth location. The better-chicken brand has opened more than 145 locations across the United States and the United Kingdom and has more than 700 locations in development.

The brand prides itself on its cooked-to-order fresh food and strong devoted fanbase, also known as “Slimthusiasts.” Slim Chickens has distinguished itself in the better-chicken segment by offering high-quality food and 17 house-made dipping sauces, allowing customers to enjoy a different flavor profile with each visit. Its menu is broader than many in the segment, offering chicken tenders, fresh salads, sandwiches, chicken and waffles, chicken wings and unique side items. The Slim Chickens franchise opportunity differentiates itself with prime markets available for multi-unit development, a passionate leadership team and world-class franchisee support system. As Slim Chickens expands, it is awarding franchise opportunities to qualified, experienced and passionate multi-unit groups looking to add a dynamic segment to their portfolio. Franchising MAGAZINE USA 9

cover story: Sheenco Travel

Make a Celtic Connection with a Sheenco Travel Franchise International travel is starting up again after more than a year of pandemic lockdowns and people are spending more on travel than ever before. That means it’s the perfect time to invest in a luxury travel franchise, says the CEO of Sheenco Travel. Genevieve Sheehan, who founded Sheenco Travel back in 2012, is currently looking for professionals across the United States to open a home-based travel franchise that focuses on bespoke luxury vacations in Ireland and the United Kingdom. One of the biggest advantages to joining Sheenco, Sheehan explained, is that franchisees only need to customize and sell the trips. Sheenco’s team in Ireland takes care of everything after that, including the tour bookings, the logistics and any issues that may pop up while the guests are traveling. “It’s a great opportunity for anyone who wants to get into the travel industry, but doesn’t know where to start,” Sheehan said during a recent interview from Sheenco’s Irish offices in County Cork. “We will be providing in depth and ongoing training and support and the booking of the trips is already taken care of.” 10 Franchising MAGAZINE USA

“

One of the biggest advantages to joining Sheenco, Sheehan explained, is that franchisees only need to customize and sell the trips.

”

Destination Management In 2012, Sheehan, along with a friend and former colleague from the industry, set up an Irish company called Shamrock Vacations. Shamrock operated as an inbound tour operator providing luxury travel opportunities to Ireland. By 2015, they were being asked to arrange combined trips to Ireland and Scotland, as well as to other parts of the UK. The little tour operator was getting a lot of repeat business and decided to expand. First, though, they needed a name change. As the shamrock is a national symbol of Ireland, the company could not trademark that, so they rebranded to Sheenco Travel in 2016, a name that is now federally trademarked in the USA, Canada, Australia and of course Ireland.

Travel Franchise Inc. is the Franchisor. Meanwhile the Irish company has transitioned into a destination management operation, meaning once the trip is sold by the franchisee, the team in Ireland manage everything after that. Eventually, Sheenco does want to expand its destination offerings, but it will likely do that at a relatively slow pace. This is because the company puts a strong emphasis on customer service and wants to retain its current 4.9-star ranking on Google and Trustpilot, so their focus right now is finding and supporting passionate individuals who are keen to start their own travel business via franchising.

In 2019, Sheehan bought out her cofounder and is now the sole owner of the company.

Eventual product expansion will likely be via acquisitions of other destination management companies who specialize in a given region, utilizing their unique systems and processes to ensure the Sheenco standards are maintained throughout all operations.

Deciding that franchising was the best option for expansion, Sheehan set up two US corporations headquartered in Plano, Texas. Sheenco Travel Inc. operates as an outbound tour operator and Sheenco

While Sheenco currently provides a niche product by only offering luxury travel opportunities to Ireland and the UK, these happen to be extremely popular products with US residents, as there is a strong

“

Obviously, the more passionate you are about something, the easier it is to sell it and create a business around that product.

”

With so many people in the USA “ being able to trace their genealogy back to these countries, it should be easy to find franchisees with that unique Celtic connection.

”

connection with those specific countries for many Americans. “It means you can become a specialist for those countries instead of trying to sell everywhere in the world, as so many travel agents do,” Sheehan noted.

Celtic Connection Sheehan said there are three main things she looks for in a potential franchisee. They have to be passionate about traveling, they have to be passionate about providing stellar customer service and they should have a strong connection to Ireland, Northern Ireland, Scotland, Wales and/or England. With so many people in the USA being able to trace their genealogy back to these countries, it should be easy to find franchisees with that unique Celtic connection.

“Obviously, the more passionate you are about something, the easier it is to sell it and create a business around that product,” the CEO explained.

Being Supportive While Sheenco is brand new to franchising, they are off to a running start. Already a member of the International Franchising Association, they are poised to start signing up franchisees from across the USA. Once franchisees do sign up, they can look forward to robust training that includes online manuals and videos. The destination management team in Ireland will also be there to provide input on the various products Sheenco sells to help train the franchisees, who will be known as Luxury Travel Specialists. Sheenco also has its own customized software to help put together the luxury tour bookings for guests.

Keeping Motivated Hoping to scale quickly, Sheehan wants to have 20 franchisees within three years and 50 within five years as they also expand their list of destinations. To keep their franchisees motivated during this whirlwind expansion, Sheehan plans to have business development managers work directly with the franchisees. She also aims to foster a sense of community within the business through online communication platforms where franchisees will be able to share their wins, along with regular inperson networking events Getting a home-based franchise off the ground, especially during that first year when you’re just getting your footing, can be a bit lonely, Sheehan noted. That’s why Sheenco really wants to let their franchisees know they’re part of a family. “We’re very keen to build up that sense of community,” she said.

While the majority of the training will be online, there will also be “familiarization trips” on an annual basis where franchisees will actually be able to visit the destinations they are selling and go through the same type of pampering their customers will enjoy.

With pandemic travel restrictions lifting and the luxury travel industry roaring back to life, now is an ideal time to make a Celtic connection and join the Sheenco Travel franchise community. The familiarization trips alone make it sound like an amazing opportunity.

“The best way to know a product is to experience it,” Sheehan noted.

Opportunities@sheencotravel.com www.sheencotravelfranchise.com Franchising MAGAZINE USA 11

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

Critical Questions to Ask about Your Business as the New Year Begins

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

A new year is beginning. Many of us are making resolutions about what we would like to accomplish in the coming year.

I am talking about questions which will

Making plans is critically important. But I would encourage you to engage in another activity too . . .

this process. We just continue to do

I would like you to ask probing questions about your business and your success in the past year 12 Franchising MAGAZINE USA

result in a significant impact on your success in the year to come.

The end of a year is a time to reflect,

consider and adjust. Yet most of us skip what we are already doing. We adopt the destructive attitude of, “If it ain’t broke,

change so slowly that they don’t realize they are in trouble. If you don’t reflect and adjust until it is too late, you could go out of business. But something even worse could happen. You could start to become accustomed to underperforming. Doing business, and working at all, becomes increasingly frustrating.

why fix it?”

Perhaps you are experiencing that now.

In other words, we become complacent.

Fighting Complacency with Powerful Questions

that fall into it refuse to change, or they

The key to reflection is asking powerful

And complacency is a killer! Businesses

After asking these questions and refocusing, what key actions “ are you are going to commit to? How will you make change happen that will have a significant impact on your success in the coming year?

”

at and how you are building on it. That’s powerful.

What in your business is clean and

What is not working in your business?

Inspect your business. Start with your

What are your weaknesses? The franker and clearer you are about them, the more powerful and successful you can become.

questions - questions that cause you to discover your opportunities for improvement. Ideally, you should ask them in a group environment with your management team and possibly with a few key trusted customers too.

Let’s take a closer look at some powerful questions to ask: What is working in your business? It’s important to not only look at the issues, but also to define what you’re really good

operating well . . . and what needs work? bathroom! Really look. Businesses go

downhill slowly, making it easy to miss that it is happening.

Where is your pain?

Is it time to really grow? What are the

Things that are not working for you have a cost – what are they costing you? It is easy to gloss over your issues. So take the time to define the costs - or in other words, the potential opportunities you will gain if you overcome these weaknesses.

big ideas?

What are your competitors doing that’s new? Competitors are not just people who compete with you, they are entities who are fighting for the same dollars. Remember just because someone else is doing something that’s new doesn’t mean you need to do the same thing. Your competitors’ activities could be mistakes. What trends are you seeing with your customers? Remember that your customers are an amazing guiding light. Take time to understand them.

Is it time to open new locations, add

another concept to your portfolio, expand or move to a better location?

And after asking, it’s time to plan and get moving After asking these questions and

refocusing, what key actions are you are

going to commit to? How will you make

change happen that will have a significant

impact on your success in the coming year? It’s time to make those resolutions. But

don’t let them become hazy or unfocused. If you set tasks, expectations, deadlines

and timelines, you can make the coming year your most successful one ever!

I know you can. And I send you heartfelt best wishes for every success in 2022.

Franchising MAGAZINE USA 13

spotlight on service: VFPnext

How VFPnext is Improving

the Digital Member Experience Standardization is a key principle for any franchise organization, especially with the staffing challenges that exist today. Health and fitness organizations in the United States are seeing the benefits of having a digital member journey to help lessen the load on the staff and enhance the member experience.

One of the most popular examples would be an Apple store

experience where Apple employees have an iPad with them to assist customers right on the spot.

14 Franchising MAGAZINE USA

Hundreds of health and fitness franchisees in the United States have switched to a technology platform that allows them to have a true digital member experience. Members are now enjoying the frictionless benefit of having to fill out information only one time and have it pull through all their digital communications. Members feel more connected to the brand when relevant content is delivered to them based on their personal preferences. In the past this experience was difficult to achieve for many health clubs that utilized multiple software platforms to run their fitness facilities, creating a disjointed member experience that required

“

Create a better experience for your members where they are constantly wowed by your understanding of their fitness goals.

”

1Data capture:

Long gone are the days of paper; but data capture is so much

more than just gathering name phone number and email. Data capture now includes the entire digital footprint of the customer - all their

interactions with the club’s digital content, the club’s staff, and all of the club’s digital fitness. One member could have thousands of data points that begin with their web browsing, their lead capture form, their visit to the club, their signing up as a new member, and their

fitness orientation. The in-club data capture can happen on the Digital

Guest Registry, the staff’s iPads used during the membership tour, the digital enrollment process and during the digital fitness orientation. Capturing all these data points and putting them into a central

database that can be leveraged should be a critical mission of all

clubs. The obvious benefits of capturing more data on each member and prospect are that you can better understand your marketing attribution and deliver more relative personal content to your

members and prospects, giving you the ability to retain and upsell

Franchisees can capture the entire member “ journey and place all data into a single database, changing how these organizations operate. ” multiple points of data entry for the consumer and staff. With the VFPnext technology platform, franchisees can capture the entire member journey and place all data into a single database, changing how these organizations operate. By having all the member data in a centralized database, clubs are discovering the benefit of having a full 360° view of their prospects and members. With a full 360° view clubs have a better ability to market and upsell their products and services. VFPnext now offers an industry specific enterprise level CRM, digital guest registry, membership tour, digital enrollment, and PT orientation that are accessible through an iPad. The entire application is API connected to the club’s billing and management system so that the entire member journey is now digitally captured. Health clubs can now capture thousands of data points about their members that they can use to enhance the member journey.

each member.

2Frictionless member experience:

Create a better experience for your members where they are

constantly wowed by your understanding of their fitness goals, personal preferences, and intuitiveness of your systems. Text

reminders of appointments, congratulations for reaching fitness goals, emails reminding them of classes they may like are all examples of how understanding your members through their data can make an

amazing experience for a member. Prospects who are welcomed into the club, already have their information preloaded into the Digital Guest Registry and have a seven-day pass waiting for them are impressed by the club’s personalization and efficiencies.

3Reduce staffing requirements:

Having a centralized database that the staff can access through

an iPad gives them the ability to continually service members more efficiently and with an increased level of wow. With data being

pulled across all systems, staff now is required to do much less data entry. Staff who used to be in charge of sending out emails and text messages now can have those tasks automated for them so they can

There are three distinct benefits from digitizing the entire member journey:

concentrate on the members in front of them.

1. Capturing the data

proven in many industries but is now available in the health and

2. Reducing the friction for your members 3. Creating efficiencies for your staff

Digital member journey is not an entirely new concept. It has been fitness industry.

For more information go to getVFPnext.com or email info@vfp.us Franchising MAGAZINE USA 15

have your say: Dave Thrasher

5 Ways to Prepare Your Home Services Business for Industry Trends in the New Year Year after year, industries see change and growth in a variety of ways and businesses learn to adapt along with the evolving times. Since the start of the global pandemic in March 2020, these changes and growth have been at an all-time high across every industry to keep up with what the world was facing. The home services industry was no different – but the changes and experiences it faced put the industry on a positive trajectory. And as we prepare for the conclusion of another year, we look toward the future and where we expect to go. The start of a new year means it is time to evaluate current business strategies and plans off of two things: what worked or didn’t work and where your industry is heading in the year to come. Here are some business strategies and tactics to consider tapping into so you can welcome and adapt to industry trends in the new year.

Embrace the Expected Continued Growth of Home Services The home services sectors saw significant growth in 2020 and 2021, largely due to the pandemic and people spending more time at home. Barring an economic downturn, the industry will continue to experience bullish growth in 2022. As home prices continue to increase and new home inventory remains low, it’s probable that homeowners will continue to invest in their existing properties. Businesses should always consider ways to stay in front of potential setbacks such as a pandemic or an economic recession. 16 Franchising MAGAZINE USA

It’s also important to welcome ways to capitalize on industry growth – whether that be a shift in your business model or service offerings. Hello Garage’s model allows for a lean strategy where franchisees can run a home-based business with low overhead and strong gross profit margins that will still see cashflow, even if revenue were to drop for a period of time.

Look for Ways to Capitalize on the Shift in Work Culture Another effect of the pandemic is how and the way people work. Typical work Dave Thrasher is the Founder and President of Supportworks and its subsidiary Hello Garage, an emerging home service franchise that specializes in garage renovation.

structures changed overnight but have evolved over time resulting in more efficient remote work models that businesses were originally forced into. And while some are slowly starting to return to the office and previous work environment, others will remain at-home in a remote work setting on a more permanent basis. Because of this, homeowners across the country are looking for ways to optimize every square inch of their home in a more permanent manner as it has now become an everyday office space. This will serve promising for the home services industry as a variety of employees settle into this long-term way of working.

be a challenge in the new year. Material

Streamline Customer Experience Efforts

Hello Garage is conducting a market

costs are consistently high and obtaining needed materials in a timely manner is

increasingly difficult. Increase inventory levels substantially, where you can, to

ensure franchisees have the materials they need to complete jobs. But be prepared and prepare your customers that as

demand continues to outpace supply, we

will continue to see an increase in prices.

Similarly, labor shortages have affected so many industries including home services and will be a consistent challenge for

businesses. In order to grow, employees

need the right kind of support. Currently, research study on ways franchisees can

Consumers are continually raising the bar in terms of their wants, needs and expectations from contractors. Many home service contractors have not adapted to technology advancements and still practice a less efficient way of providing customer service. There are countless customers who simply want to get an estimate for a project in their home, but the communication process with a contractor typically leaves a lot of unanswered questions before and during the duration of their project. The most successful home service brands should be looking for ways to enhance the experience they are giving to customers to streamline all processes for requesting an estimate, presenting solutions, communication timelines and processing payments. As one of Hello Garage’s top priorities and pillar of the overall brand, we have placed a large focus on implementing strategies that remove friction from each customers’ experience. One being proprietary technology, what we call Garage ViewTM, which easily walks and educates customers through the sales process and builds three proposal options that are presented on a tablet provided for each franchisee and employee.

attract and retain the best candidates.

Create Plans to Overcome Supply Chain and Labor Shortages

Now is the time to prepare for the

Supply chain shortages and inflationary pressures have been a tenacious issue across the board and will continue to

Make necessary plans surrounding

hiring and employee retention, taking

into consideration all the factors that are specifically affecting your business.

Lean into Internal Growth vs. External Hiring Most emerging franchises have to focus on growing their roster of franchisees

in the early stages and will eventually

transition to growing those franchisees

long-term. However, Hello Garage is doing the opposite. We have prioritized efforts

around the growth of existing franchisees and their profitability over adding new

franchisees in 2022. This shift in strategy is in part to labor shortages and people who may not be ready to take that leap

into franchising. Consider placing a focus on hiring the necessary talent who can

continue to and add additional world-class

support for your current franchise network. Also keep in mind that if there’s strong interest in your brand, that will require

a strong onboarding team for when new franchisees are brought on.

immediate and long-term future. All of

these play some sort of role for existing

home service brands so it’s important to

find the right combination of efforts that will produce the right results.

Franchising MAGAZINE USA 17

WOMEN IN FRANCHISING: Jennifer Cook | Oxi Fresh of Allentown, PA

From journalist to awardwinning franchisee Today, more than ever before, women are joining the male-dominated world of franchising and becoming entrepreneurs and leaders in their industries.

Jennifer Cook of Oxi Fresh Carpet Cleaning has already been hard at work for well over a decade on that front. Her drive and focus have led her to stand out from the crowd and achieve astonishing successes in her carpet cleaning franchise in Allentown, Pennsylvania. Back in 2007, Cook was looking for an opportunity that would empower her entrepreneurial drive and provide the flexible schedule she needed in order to care for her family. So Jennifer was intrigued when she learned about a new franchise opportunity called Oxi Fresh Carpet Cleaning. The carpet cleaning company, just a year old at that point, had already set itself apart from most of the industry. Rather than employ a steam cleaning system, they used a low-moisture, eco-friendly cleaning process that relied on the power of oxygen and an encapsulator. Together, they 18 Franchising MAGAZINE USA

allowed for effective cleanings that dried in about one hour—versus the 12-24 hours of steam cleaning. The cleaning method also required far less bulk equipment, allowing for more streamlined and responsive approach to operations. This modern approach to carpet cleaning combined with both the team’s passion and the overall low start-up costs led Jennifer to look into the brand. Meeting the company’s founder and CEO, Jonathan Barnet, and finding him to be a kind and genuine person ultimately sealed the deal for Jennifer. Prior to entering the franchising space, Cook earned her Bachelor’s in TV and Print Journalism and her Master’s in Cinema TV. After completing her Master’s, Cook worked as a television producer at CBN for 17 years. During her time at the network, she was a guest producer for the 700 Club. Jennifer also worked as a national producer in Virginia Beach, PA, where she served as senior production team leader and editor for CBN’s world outreach affiliate.

Upon relocating to her hometown of Emmaus, PA and purchasing the 21st Oxi Fresh franchise in the U.S., she dived deep into the business. Over the past fourteen years, Cook has seen a tremendous amount of success. In 2016, she purchased a second territory, greatly increasing her reach. Now, with a database of thousands of customers, over 200 jobs per month, a repeat business rate of over 50%, and +80%

I can’t name a single time I “ have been made to feel lesser, been discriminated against, or talked down to, and I know not all women can say that.

”

ever made, not only for herself but for her family. “I can’t name a single time I have been made to feel lesser, been discriminated against, or talked down to, and I know not all women can say that,” said Cook. “The majority of my employees are male, and I have never felt anything but supported.” Throughout Cook’s 14 years with Oxi Fresh, she has learned many lessons, such as the importance of finding and keeping quality employees, the value of flexibility, and—of course—the importance of customer satisfaction. “I always put the customer first,” said Cook. “It’s the small things like handing out Oxi Fresh hand sanitizers or dropping them off on a customer’s doorstep that makes a difference.” Jennifer also talked about how much customers appreciate honesty and commitment. Her employees are always expected to be on time, provide exceptional cleanings, and go above and beyond for the clients. Cook is proud to be a woman in the franchising industry and regularly contributes to the promotion of the Oxi Fresh brand by mentoring prospective franchisees and lending her time to discuss the benefits of franchise ownership. In addition, she is a proactive contributor to a variety of community and faith-based initiatives. One organization Cook is especially passionate about is Push the Rock, a family-oriented global sports ministry to which she regularly donates. customer satisfaction scores, Jennifer Cook is one of the top franchisees in the Oxi Fresh System. She was even named to the President’s Silver Club Award. As Jennifer’s business has grown, the Oxi Fresh brand has been developing alongside her. Over the years, they have continually added and developed various tools and programs to assist franchisees as they build their carpet cleaning

businesses. These include a Customer Relationship Management software suite, online training courses, automated email marketing, automatic reminder postcards, and much more. “Not many little girls grow up dreaming about being a carpet-cleaning company owner,” said Cook. However, Cook went on to say that Oxi Fresh ended up being one of the best decisions she could have

Today, as more women are creating their own paths in the franchise industry, there is no limit to what can be achieved. Franchising models allow entrepreneurs to build something of their own while still benefitting from the franchisor’s knowledge, tools, and branding power. Cook is an excellent example of the endless opportunities available when you take a leap of faith and decide to go into business for yourself. Franchising MAGAZINE USA 19

EXPERT ADVICE: Keith Gerson, CFE | President of Franchise Operations | FranConnect

Franchise Sales Index Update Showed Impressive Sales Gains and Efficiency in Third Quarter of 2021 What Your Brand Should Be Doing Now to Capitalize Every year, FranConnect compiles a data-driven report analyzing the state of franchise sales. This annual Franchise Sales Index Report is based on anonymized and aggregated performance data from over 600 franchise brands and gives insights into trends and franchise development performance.

20 Franchising MAGAZINE USA

We recently conducted a quarterly update to the report, comparing the first half of 2021 to the second half of 2020 and capturing a notable rebound for the franchising industry in the third quarter of 2021. Franchisors can take heart in key findings of the analysis, which showed significant increases in lead flow and much greater sales efficiency. The monthly number of franchise deals closed per brand in the third quarter nearly doubled as compared to the first six

As more franchisees come “ into the system, more dollars are contributed to brand marketing.

”

from 4% over the last half of 2020. If you got a lead, you had an exponentially higher likelihood of closing it if that lead came as a referral. Leads from franchise referral consultants closed at almost 6% in the first half of 2021 compared to almost 5% in the second half of 2020. The third highest lead-to-deal closing ratios were from organic leads (unpaid inbound leads), which closed at 4.5% compared to 4.4%. These are often your own customers who have established a trusting relationship with you. These ratios significantly eclipse those from all sources, which came in at an average of 1.5% (also an improvement over 1.1% lead-to-deals in 2020).

The takeaways for franchisors: 1: A rising tide lifts all boats.

months of the year. In addition, the leadto-deal ratio increased by 60%, showing an impressive gain in effectiveness for franchise sales over the preceding six months. This data is representative of brands of all sizes, from micro-emerging (18% of total) to enterprise (21%) and all points in between (39% emerging, 23% mid-market). While 71% of the brands surveyed are in the categories of Personal Services, Quick Serve and Fast Casual Restaurants and Commercial/ Residential Services, the data also includes industries such as Business Services, Retail Food, Retail Products/

Services, Table Full Service, Automotive and Lodging. Our data revealed several trends that are impacting franchisors regardless of their size or industry segment.

The role of trust One of the most impactful takeaways is the role of trust. Trust has become the most important currency in franchise development. The highest lead-to-deal ratios are from trusted sources such as referrals, which increased in the first half of 2021 and again in the third quarter averaging almost 7%

Explain these benefits to your franchisees beginning at Discovery Days, through initial training, internal conferences, etc: As more franchisees come into the system, more dollars are contributed to brand marketing. New franchisees also help keep out competitive intrusions in the markets they develop. Help franchisees understand that a referred franchisee that joins is good for them and good for the brand. 2: Respond quickly to franchise referral consultant (broker) leads. Brokers tend to make more introductions to franchise development teams that have a proven record in closing deals. If you are making more sales, you will get more broker leads. We all have a tendency to favor those credible individuals that we know, like and trust.

The power of the website Website leads are gold, and here’s the proof: Website lead-to-deal conversion rates increased by over 83% in the first half of 2021 from the previous six Franchising MAGAZINE USA 21

EXPERT ADVICE: Keith Gerson, CFE | President of Franchise Operations | FranConnect

within four hours or less. Whether you do it with human labor or AI technology, you have to reach these prospects where they are and when they are there. Many in franchise sales say they don’t want to look like they are stalking a prospect by responding too fast via phone or computer, but data shows that giving them a day or two will cost you the deal.

The power of technology With 68% of leads coming in after business hours and on weekends/holidays, smart sales teams are taking advantage of AI with advanced workflows to engage people just like a human would - in natural language - no matter the time of day. Technology can help with the holy trinity of franchise development: speed to the lead, booking the appointment and keeping the appointment. FranConnect data shows technology users are doubling the number of prospects that become leads and enjoying a 40+% increase in the amount of leads that become deals, all without an additional spend on advertising.

Website lead-to-deal conversion rates increased by over 83% “ in the first half of 2021 from the previous six months. These leads are further on in their discovery and research, and they are honing in on the brands that would be the best fit for them.

”

months. These leads are further on in their discovery and research, and they are honing in on the brands that would be the best fit for them.

direct them to Item 19. In every step of the sales process, there is an opportunity to provide relevant omni-channel email, video and text content.

The takeaways for franchisors:

2: Don’t incorrectly assume that website leads are better than portal leads.

1: Franchise websites require more video content - including franchisee testimonials - throughout the active sales process and specific to each stage. Sales marketing campaigns should be set up so that new leads receive relevant content based on their stage in the sales process. New leads should hear why your industry and brand is thriving. Those in the Discovery Day campaign stage want content about what to expect when they meet the team so their fears and uncertainties are addressed. When they are in FDD review, instruct them on how to read the document and 22 Franchising MAGAZINE USA

The quality is there in these early-stage leads, and franchisors need to recognize this. While portal leads will require more time since they are just learning about franchising and the opportunities available, they are the second-highest source of leads that come into a system. It may be painful to think about chasing these individuals, but you will get a larger number of net deals from portals. 3: Speed to lead is more important than ever. In the first half of 2021, 82% of all deals closed were with leads that were engaged

This is not the time to be conservative with your marketing budgets. People are buying, and lenders have money to loan. Franchisors that have a strong brand message, a good story to tell and franchisees willing to provide validation are going to get more deals now. Every indication we are seeing shows that franchise sales are ready to surpass preCOVID levels, so now is the time to focus on executing at your highest levels of efficiency and effectiveness with datadriven best practices.

Keith Gerson, CFE Keith has over 47 years of executive-level expertise creating and building leading franchise systems. A highly respected thought leader, Keith works closely with many of FranConnect’s customers’ Executive Teams. His books, webinars, and keynote addresses have created a large following. Many of his webinars can be found in the FranConnect Webinar Library.

VOL 10, ISSUE 1, DEC 2021

COVER STORY

Slim Chickens

The Better-Chicken Brand You Need In Your Portfolio

Restoration Solutions

Help Restaurants Cut Costs How To Determine

The Current Value Of An Existing Franchise latest news

in food franchises

Franchising MAGAZINE USA 23

The public and policymakers need to understand franchising. Our purpose

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

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

Help us keep the momentum going

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

You beneﬁt by joining

By joining @OurFranchise, you’ll get access to exclusive stories and resources that can help grow your franchise business, educate employees at all levels about the franchise business model, and share the economic importance of franchising with consumers. You will also have the opportunity to share your franchise success story with your peers. Visit AtOurFranchise.org Contact Erica Farage, Senior Director of Political Affairs and Grassroots Advocacy and Multi-Unit Franchisee Engagement International Franchise Association efarage@franchise.org (202) 662-0760

Our Franchise

@OurFranchise

This is just the beginning

Make sure you stay up to date with the campaign’s latest efforts through email updates and social media. Visit our website to read and share the latest stories of franchisors and franchisees making an impact in their communities. Become a franchise advocate to help ensure Americans, now and in the future, have the opportunity to start franchise businesses. Take the lead today!

contents

food franchising 30 32

Expert Advice 32 Chris Conner:

Why Food Franchises are an Easy

to Swallow Business

34 Sam Willis:

Cover Story 30 Slim Chickens: The better Chicken Brand

What’s New

How to Determine the Current

Value of an Existing Franchise 40 Bob Ray:

Navigating the Labour and Supply

26 Franchising News

Chain Shortage

44 Mark Bolman:

Announcements from the Industry

Q&A 38 Ryan Ursrey: Roll-em-up, Roll-em-up

Focus Feature 36 Rush Bowls: Rush Bowls Reveals plans to open 3 new Denver Locations

Restoration Solutions help

Restaurants Cut Costs

Have Your Say 42 Main Squeeze Juice Co:

Should Franchises Partner with

Professional Athletes

38 Franchising MAGAZINE USA 25

f o o d fr a n c h i s i n g fe at u r e

Another Broken Egg Cafe Accelerates Remodel Initiative as New Design Outperforms the System Another Broken Egg Cafe, an innovative full-service breakfast, brunch and lunch franchise that specializes in Southerninspired menu options and creative cocktails, announced today it has now opened over 20 new cafes with its New South design prototype and completed 13 remodels of existing restaurants. The new and remodeled cafes are outperforming the system, and plans are underway for more company and franchise remodels throughout next year and beyond. Another Broken Egg Cafe’s new design significantly highlights the brand’s full bar and doubles bar seating by providing access to patio diners. Additionally, it creates space to accommodate the rapid rise in off-premise business and adds seating to keep up with the brand’s same-store sales increases, which are up over 20% this year. Franchisees like Jake Alleman have already seized the opportunity to remodel, recognizing an opportunity to update the overall look of the dining room and take advantage of the popularity of Another Broken Egg Cafe’s bar-forward approach. Alleman, who opened his first of eight Another Broken Egg Cafes in 2007, recently finished remodeling his Panama City, Florida, location to reflect the New South design. ”Our guests and team members are thrilled with the updated, modern farmhouse look,” says Alleman Another Broken Egg Cafe currently has 77 locations and is looking to grow significantly in markets across the U.S. With plans to reach over 200 cafes open by the end of 2026, the company is aggressively seeking single- and multi-unit operators to drive growth. Interested candidates should call 407-440-0450 visit www.anotherbrokeneggfranchise.com for information. 26 Franchising MAGAZINE USA

ROLL’D - With Over 1000+ Australian Locations to Get a Fresh Vietnamese Food Fix, Continues to Grow with International Store Openings On The Horizon Australia’s leading fresh, fast-food chain, Roll’d Vietnamese is taking their brand global by bringing its brand of fresh Vietnamese fare to Salt Lake City, USA in May 2022! This will be Roll’d’s first international store and include seeing key members of their Australian team relocated to launch and grow Roll’d within the US market, with sights set on Canada, the UK, France, Japan and New Zealand to follow. As the youngest and fastest growing state in the United States, Utah is the perfect location for Roll’d’s international expansion. Salt Lake City residents will fall in love with Roll’d’s affordable and delicious menu options, especially with its offering of fast and fresh meals including traditional Vietnamese noodle soup (Pho), Solider (Roll’d rice paper rolls), bánh mì (Vietnamese baguettes), bún (noodle salad) and goi (salad). The success of Roll’d boils down to the creative, precise and tenacious mind of founder, Bao Hoang. Along with his cousin Tin Ly and friend Ray Equieres, Hoang opened the first Roll’d Vietnamese in Australia in the heart of Melbourne’s CBD in 2012 as a bid to knock the famed sushi roll off its pedestal. Hoang comes from a family of incredibly hardworking refugees. Roll’d credit its success to thought leadership and workplace culture, enabling the healthy takeaway giants to power ahead over the pandemic. Equally innovative as adaptable, Roll’d is offering greater flexibility in its business model, offering a variety of store models for prospective franchisees to choose from. http://www.rolld.com.au/

California Tortilla® Celebrates New Service Model and Grand Re-Opening in Dumfries California Tortilla®, a unique fast-casual restaurant franchise that serves “California style” Mexican food and is known by fans as Cal Tort, recently celebrated the grand re-opening of its Dumfries, VA location. The restaurant located at the Shoppes of Quantico Center (3934 Fettler Park Dr., Dumfries, VA 22025) will feature the brand’s newest service model offering guests the flexibility to customize their meals to their tastes using the brand’s vast array of signature sauces and toppings. The grand re-opening week is slated to kick off at 11 AM and is open to the public. Current COVID-19 restrictions will be followed. “We are so excited to unveil our new look in Dumfries and reconnect our area fans with our bold and beloved flavors,” Robert Phillips, President & Chairman of California Tortilla. “The Dumfries re-opening is made even more special with the first retro-fit of our new service model, which we named ACE (Accuracy, Customization, and Engagement). The model allows our guests to really experience our full array of flavor profiles.” California Tortilla will feature the service model in all new restaurant locations and plans to install it in all existing restaurants. In addition to the guest centered model the company continue to lean into innovation. Recently they invested in updating their online ordering platform and mobile app to

California Tortilla plans to roll out the new service model to all locations accentuate ease of ordering and meal customization. The Dumfries location is owned by Charlie Patel who currently owns 11 locations and looks forward to future growth with California Tortilla. For more information visit www.californiatortilla.com

APPLEBEE’S NEIGHBORHOOD GRILL + BAR® Names Apple American Group 2021 Franchisee Of The Year Apple American Group LLC (AAG), a wholly-owned subsidiary of Flynn Restaurant Group LP (FRG), the world’s largest franchise operator and one of the 20 largest food service companies of any kind in the United States, today announced that it has been named the 2021 Abe Gustin Franchisee of the Year by Applebee’s Neighborhood Grill + Bar. Specifically, AAG is being recognized for its overall commitment to brand success, operational excellence, guest service and community involvement. The award was presented during the 2021 Applebee’s Business Meeting, which was held in Scottsdale on November 16. This marks the fourth time AAG has been honored as Applebee’s Franchisee of the Year; it has also been honored four times as Applebee’s Operator of the year. With 441 restaurants in 23 states, AAG is Applebee’s largest franchisee

Flynn Restaurant Group, the World’s Largest Franchise Operator, Receives the Abe Gustin Franchisee of the Year Award for Its Commitment to Brand Success, Operational Excellence, Guest Service and Community Involvement and comprises approximately 27% of the Applebee’s system. This is also the second time in as many months that a Flynn Restaurant Group subsidiary has been recognized as Franchisee of the Year for 2021. Just last month, Flynn’s subsidiary RB American

Group LLC (RBA), the largest Arby’s franchisee with 365 units, was named Franchisee of the Year for the Arby’s system at the brand’s national convention in Atlanta. https://www.rbamerican.com/ Franchising MAGAZINE USA 27

f o o d fr a n c h i s i n g fe at u r e

WABA GRILL 2021 Sales Continue To Wow Franchisees WaBa Grill, one of the nation’s leading healthy rice bowl chains, has announced that Q3 2021 same store sales (SSS) jumped 17.9% over the same period last year, as the brand continues to make impressive gains across the sales spectrum. WaBa Grill’s Q3 increase in SSS represents a remarkable jump of 30.6% over the same pre-pandemic period for 2019, illustrating extraordinary ongoing sales momentum as the year begins to wind to a close. Following a record-setting 2020 that saw WaBa Grill register the best sales year in company history, 2021 continues to track toward a second-consecutive annual sales milestone for the brand known for its healthy and fresh menu served at super speed. As 2021 marks 15 years in business, WaBa Grill’s Q3 total store sales (TSS) of $43.5 million was the second consecutive quarter to exceed $40 million in sales with TSS in Q2 eclipsing $40 million for the first time in company history. Robust digital sales via online orders, the WaBa Rewards App and third-party delivery continued to rise and currently represent nearly 25% of total sales. “As we celebrate 15 years in business with an array of milestones and accomplishments, we are feeling very grateful for our dedicated franchise partners who serve as our most passionate brand

ambassadors,” said Andrew Kim, President & CEO of WaBa Grill. The nearly 200-unit brand is primed to continue expansion having identified key markets throughout the western U.S. and is seeking franchise partners interested in expanding their portfolios with an established healthy fast casual brand on the rise. For more details about partnering with WaBa Grill, visit www.wabagrill.com/franchise.

QDOBA Mexican Eats Promotes Karin Silk to Chief Marketing Officer Former Vice President of Menu and Off-Premises tapped to drive strategic marketing and digital efforts for leading fast-casual restaurant chain In her new position, she will oversee QDOBA’s strategic marketing and digital initiatives, in addition to continuing her leadership of the menu and off-premises sectors of the business, which includes culinary strategy, third-party delivery partnerships and catering.

QDOBA, the Mexican restaurant chain voted best fast-casual restaurant in 2019, 2020 and 2021 by USA Today 10Best, announced today the promotion of Karin Silk to chief marketing officer. 28 Franchising MAGAZINE USA

“Without a doubt, the innovative programs Karin spearheaded during her time with QDOBA made this well-deserved promotion an easy decision,” said Keith Guilbault, CEO of QDOBA. “We’re pleased to elevate her role on the senior leadership team as we continue to expand the QDOBA brand and distinguish it as one of the most popular fast-casual restaurants in North America.” Prior to joining QDOBA, Silk served as senior vice president of marketing for

Rubio’s Restaurants, Inc. She also spent seven years with PepsiCo-Quaker Foods. She began her career with Deloitte Consulting, after earning her MBA from the Kellogg School of Management at Northwestern University and Bachelor of Arts from Bowdoin College. “Working for and with QDOBA is one of the highlights of my career,” said Silk. “I’m excited for this next chapter, including an opportunity to work with an exceptional group of franchisees who live and breathe our mission of bringing flavor to hungry people across the U.S. and Canada. We’ve got some great programs on tap for 2022 that will be announced very soon, so stay tuned!” Discover more at

D’Angelo Grilled Sandwiches Announces Franchise Growth Opportunities

UNO Pizzeria & Grill Introduces a New Franchise Concept UNO Pizzeria & Grill, the restaurant chain known for its Chicagostyle deep dish pizza, is introducing a new franchise concept that recreates the iconic look and feel of its original Pizzeria UNO Chicago location. The new model will offer franchisees a customizable floor plan that allows them to take advantage of existing space and is flexible to accommodate a variety of sizes. Franchisees will also have the ability to add additional takeout and delivery only locations to expand reach with minimal build-out costs. Pizzeria UNO will showcase UNO’s strong pizza heritage and credibility, but with a vibe that’s more relaxed and reminiscent of your local pizza joint. A newly designed cooking process will allow for quicker pizza production time, leading to rapid customer turnaround time. Additionally, a more condensed, pizza-centric menu will offer customers UNO’s famous Deep Dish Pizza and a selection of the brand’s best-selling Chicago Thin Crust Pizza, as well as appetizers and salads. The new concept has signed on three franchisees in 2021 and has plans for continued expansion heading into 2022. In addition to the new stand-alone and in-line sites, hotel restaurant conversion, redevelopment and buildout has become a popular place of interest from early prospects. The UNO brand and product play well within the hotel restaurant framework—offering multiple revenue stream possibilities. UNO is actively seeking franchisees to grow with this new pizza-centric concept worldwide. https://www.unos.com/

D’Angelo Grilled Sandwiches announced today that the company is looking to expand, with exceptional franchise opportunities in New England and beyond. With nearly 100 locations in Massachusetts, Rhode Island, New Hampshire, Maine and Connecticut, the iconic New England brand hopes to add a significant number of new franchise locations in the next couple of years and is open to all interested parties. D’Angelo Grilled Sandwiches is a regional classic, with currently 45 percent of all locations franchised, and hoping to expand to additional locations across the Northeast. The neighborhood sandwich shop has been the local go-to for juicy, meaty and freshly Grilled Sandwiches since 1967 and remains dedicated to serving crave-able, indulgent grilled favorites conveniently to the surrounding communities. “With our trusted business model and deep roots in neighborhoods across the region, we couldn’t be more excited to expand with new franchise opportunities throughout New England,” said Tom Sterrett, CEO of D’Angelo Grilled Sandwiches. “This is a concept where franchise owners can take the reins of a local favorite sandwich shop and share the high-quality ingredients and community-oriented leadership we’re known for within the neighborhoods we serve.” Current franchise owner, Chris Howland, states, “I became a D’Angelo franchise owner in 2019. My father was a D’Angelo franchisee along with several of my uncles. I had the opportunity to see their success and passion for the business while growing up, and I am proud to carry on that tradition. The brand recently launched a franchise website, dangelos.com/franchising, where interested parties can visit to learn more. Franchising MAGAZINE USA 29

f o o d fr a n c h i s i n g fe at u r e

COVER STORY: SLIM CHICKENS

Slim Chickens:

The Better-Chicken Brand You Need In Your Portfolio

Slim Chickens has been heating up as a better-chicken brand since 2003. We’ve stood by our mission for nearly 20 years: to make the best hand-breaded chicken tenders using only the freshest ingredients, served in a friendly atmosphere where people can relax and feel at home. To put it simply, we provide the highest quality food in the best way possible — and we have the results to prove it. We began franchising in 2014 and have been skyrocketing ever since. Our presence has continued to explode, and we know that comes down to two simple things: honoring our mission and partnering with amazing franchisees! We know chicken is the space to be in 30 Franchising MAGAZINE USA

right now within the QSR world, and we’re proud of the impact we’ve made within the industry. The time has never been better to take advantage of the chicken market — just ask Cleveland-based Slim Chickens franchisee David Giesen. “Slim Chickens is a uniquely cool brand with so much growth potential, and it provides me with the opportunity to tap into the growing chicken tender market,” said Giesen. “I knew this was the right fit for me — and now was the right time. Slim Chickens has maintained or increased its momentum in recent months and the brand’s sales are up year-over-year. I can’t recommend this brand enough!” No arguments there — Slim Chickens is an excellent entry point into the chicken tender market, but it goes beyond the tenders too. We differentiate ourselves by offering amazing flavors across the board without limiting our menu offerings.

Every chicken restaurant is going to have their “bread and butter” chicken dish, whether that be tenders, a crispy chicken sandwich or wings. Most will focus on that one entrée with a couple different

side options, and while we’re endlessly proud of our chicken tenders, we have a broad menu full of other choices for our customers to enjoy. From chicken tenders, to chicken and waffles, salads, sweets (our jarred desserts are to die for!), and our 17 house-made dipping sauces, our menu has played a big role in getting us to where we are today. When we opened our first Slim Chickens it was with the understanding that food comes first — we knew if we got that right, everything else would follow. And follow it did! A few years back we set a goal to open 600 locations in the next ten years. Since then, Slim Chickens has opened over 150 locations with plans to open more this year and has approved over 60 sites for 2022. On top of that, we’ve accumulated more than 750 signed development deals. 350 of those agreements were completed this year alone, proving that even with the challenges the quick service industry has faced in recent years, Slim Chickens has the staying power to not just get through the challenges, but to thrive despite them. The writing was on the wall for a lot of restaurants in 2020, but we adapted to suit our evolving customers’ needs, and look where we are today! In addition to our food and ability to adapt quickly when faced with challenges, our franchisees help propel us to success thanks to their experience as multi-unit operators and dedication to the brand. In turn, we support with the best service in the industry, from training and operations,

Our brand is “ hot and selling out fast. ”

Slim Chickens is a uniquely cool brand with so much growth “potential, and it provides me with the opportunity to tap into the growing chicken tender market,” said Giesen. ” to construction and development, to opening day and beyond. It’s this winning combination of excellent food, superstar franchisees and unwavering corporate support that has helped us advance our brand and find ourselves fielding countless awards and accolades, including best chicken franchise to buy, top 100 movers and shakers, 40 smartest growing brands for 2021, and more. Even without the awards, our numbers speak from themselves. Slim Chickens has an AUV of $3.4 million*, along with a surplus of other remarkable growth statistics. While most brands have struggled to adapt and excel within the landscape of the pandemic, Slim Chickens saw more than 35% systemwide revenue growth, about 14% positive comp store sales growth and grew it’s franchise by an impressive 30%. Our 2021 numbers are just as outstanding, with double digit comp store sales growth just like last year. In the coming year, we plan to keep the growth going as we charge on toward our goal of opening 600 stores. We have no doubt we’ll reach our goal with our more than 750 units already in development, strong unit economics, a stellar executive team and a strong (and growing!) base of incredible franchisees. Our brand is hot and selling out fast — whole states like Arizona and Colorado have already been snapped up! — but

we have plenty of territories we’re still looking to expand our brand in, including Pennsylvania, Minnesota, Illinois, Michigan, New York, and more. If you’re interested, don’t hesitate to reach out. We never know when another market might sell out! Thomas Barnett and Shane Jacobs of Barnett Management, Inc. are just one example of knowing a good thing when they see it — the pair recently bought out the entire state of Arizona and are excited to bring our delicious chicken to the Grand Canyon state. “We’ve been a part of the QSR industry for decades, and this opportunity to bring Slim Chickens to Arizona through larger pathways and join the fast casual industry is one Tom and I were eager to take advantage of,” said Jacobs. “People love Slim Chickens, and will be excited to know that the brand is coming to give them the dose of southern hospitality and delicious cook-to-order food they have come to crave!” Slim Chickens’ future is bright — come join us! We’re the better-chicken brand with quite a bit to cluck about. *AUV for group #1 franchised restaurants in the 2021 FDD

About the Author: Jackie Lobdell is the vice president of franchise development for Slim Chickens, a U.S.-based better-chicken concept. visit slimchickensfranchise.com Franchising MAGAZINE USA 31

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EXPERT ADVICE: Chris Conner | Founder | Franchise Marketing Systems

Why Food Franchises Are an Easy To Swallow Business Let’s try something — close your eyes and think of franchises in your community. Chances are, you may have McDonald’s, Subway, Burger King, or Chick-fil-A come to mind. More than likely, your list contains several food franchises, if not these very ones we’ve listed here. Franchising is to food what Shakespere is to poetry. They go hand in hand. Are you pondering a franchise model to fit your palate? There are quite a few different types out there. That is one of the things of beauty for food — the sheer flexibility in these concepts and models means there is something for anyone who desires a food business.

Traditional Fast Food “If you’re not a risk taker, you should get the hell out of business.” That’s a quote from McDonald’s visionary and founder, Ray Kroc. His company went on to pioneer some of the riskiest moves anyone had ever seen. He grabbed the bull by the horns, made it a hamburger, and threw it on the assembly line. Fast food was born. 32 Franchising MAGAZINE USA

Fast food franchises are an excellent choice for those seeking to sink their teeth into franchising. High volume, low cost labor, low cost inventory. These will have a smaller footprint that a full service establishment, but are dependent on high priced real estate since convenience is key to the drive thru model. One of the brands we’ve worked with, Southern Classic Chicken, for example, requires things like access to an intersection, strong day time traffic, and great visibility for their locations, indicative of most fast food models.

Sit Down and Dine In Full service restaurants have quite the reputation to precede them. Long hours. Working weekends and nights. High employee turnover. While these not-sopleasing characteristics may be all too true, buying into a full service restaurant franchise greatly mitigates your business risk. Like any franchise, the guesswork has been done for you. You will know the hours to expect, the type of staff that stay, the high selling menu items, and the best schedule to keep.

These types of restaurants offer more than just a traditional concept. For example, Bar Cava is a full service, sit down restaurant. But the difference here is the concept is based around wine and high end cocktails. This particular brand gives its franchisees the blueprint and boundaries from which to operate, but allows several freedoms for stylistic flexibility, such as adding a lounge, decorating with different colors, bringing in local brews, or offering communitybased favorite menu items. Atlanta-based Dugan’s offers its franchisees three different models: Dugan’s Grill, Dugan’s Tavern and Sports Grill, and Dugan’s ToGo (not a full service concept). Creativity can still reign for those with a passion for cuisine without the deep end dive of going at it alone and from scratch.

The Healthy Move Brands like Chipotle and Panera have brought fast casual, healthier food options into the market spotlight. The fast casual model somewhat straddles the fast food and full service concepts, coupling the best of both worlds in joyous matrimony. One brand we developed last year, Daily Veg, is a perfect example of how these models cater to the more health conscious crowds while another brand we worked with, Crazy Cuban, specializes in Cuban fare and a more general audience. The fast casual concept bends with the times (hello, Covid), works well with 3rd party delivery, and necessitates a smaller footprint than a full scale dining concept. However, customers are still attracted to these types of places for celebrations, large party gatherings, and for catering. Like I said, the best of both worlds.

Meal Prep for the Win If there was ever a more applicable model for the busy lives of Americans, meal prep is it. Customers can say goodbye to guiltridden take out and instead opt for a homecooked meal prepped by other hands. These are an extremely small footprint model as they do not have seating inside. Oftentimes, this concept can be used to partner with other businesses such as gyms to boost brand recognition and product placement. For example, AfterBody Meals not only offers their meals for pickup, but gives clients a straight-to-their-door delivery option too. Low overhead, low staff requirements, and high demand make this model and concept a winner in my book.

Treat You Right You can’t talk about food franchises without swirling in the sweet treat niche. Ice Cream Hut, Candy Connections, and Rok N Wtr were all just developed this year by my team and I. We are seeing such high demand for these types of stores because they are fun to operate, lend themselves to a naturally positive environment, and are specialized enough to help lower food waste and to keep volume high. Typically, these types of concepts offer flexible model options. For example, Candy Connections has a kiosk model for malls. The brand

specializes in cotton candy, even selling the fluff retail in various container sizes. Another mention here that isn’t necessarily sweet, but along the same specialized grab-and-go vein are the coffee and tea franchises. Teaspoon, a booming boba tea franchise, has experienced exponential sales this year. They don’t require tons of space, offer several ordering channels, and do well on social media. As a matter of fact, many of these smaller menu niche brands do great on social media because of the picturesque items they offer. Finally, we can’t make a move without talking about coffee franchises like Foxtail Coffee or Coffee Junkiez/Pizza Junkiez. These models do great in most locations and have drive thru options available. With coffee, you get passionate workers who want to stick around and serve up the joe. All in all, sweet treats and speciality drinks are an easy choice for first timer franchisees, typically having lower start up costs. Thinking about buying a food franchise? My team and I can help. We have hundreds of brands we have personally developed and that we will vouch for being great choices for your next business.

Chris Conner has worked in the franchise development industry for almost 20 years and helped over 600 brands franchise their brand and develop franchise distribution channels. He founded Franchise Marketing Systems in 2009, which now includes a team of 27 franchise consultants based in and Canada and supports brands around the world to grow and scale through franchise expansion. Visit www.fmsfranchise.com for more information Franchising MAGAZINE USA 33

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EXPERT ADVICE: Sam Willis | Business and Finance Writer

How To Determine The Current Value

Of An Existing Franchise Owning a franchise is often an attractive option for entrepreneurs. Factors such as brand awareness, corporate training, and franchise purchasing power are a few of the benefits that seemingly give franchisees a leg up over individual business owners.

With that said, not every franchise location is a clone of its peers, with myriad factors capable of influencing the value of a

specific location. Therefore, whether you

are an owner looking for advice on how to

sell a franchise or an entrepreneur looking to explore the benefits of becoming a

franchisee, the following 5 methods can

provide helpful insights into the valuation of an existing franchise.

with the Balance 1Start Sheet

When looking into how to value a business, any preliminary efforts will likely start with the balance sheet. The balance sheet is a breakdown of the business’ assets and liabilities. Often referred to as the “book value” of the business, the assets of a business will include items such as real estate, buildings, vehicles, equipment, and anything else that

“

If there is a pattern of increasing revenue each year, the buyer can feel confident that more customers are turning to the business, with profit margins to be optimized with improved management.

”

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of the revenue is created via credit or installment purchases, that revenue can be difficult to convert into ready cash. On the flip side, income may look small, but if an owner is writing off depreciation and business expenses, such as company cars or owner wages, the actual cash potential of the business is much higher.

could be sold to obtain cash. Liabilities will include items such as loans, accounts payable, mortgages, and any other outstanding debts that the business may owe. With the exception of land, assets can be depreciated and written off for tax purposes, making the net assets of a business look quite small. In addition, the balance sheet does not concern itself with the ongoing revenue potential of a business, so it is far from a complete picture of what the business is worth. However, for franchises that have a lot of specialized equipment--such as restaurants--with most of its assets paid off, the balance sheet is an important document to dissect when preliminary valuations are conducted.

2Assess Revenue

Revenue is one of the most controversial statistics for assessing business valuation. Some entrepreneurs find it completely irrelevant, while others feel like it is the single most important metric for determining a business’ growth potential. Revenue is simple to analyze: it is the total value of all goods and services sold by a business. It is the amount of money brought into the business before factors such as cost of goods sold, wages, warehouse expenses, etc. are taken into consideration. A business may have enormous revenue but very little profit. The grocery industry is a good example. Grocery stores sell a lot of stuff and accumulate enormous revenue each month, but the cost to generate this revenue is extremely high, with final profit margins usually hovering around 1%.

For this reason, revenue is more applicable as a valuation metric for smaller franchises looking to increase market share. If there is a pattern of increasing revenue each year, the buyer can feel confident that more customers are turning to the business, with profit margins to be optimized with improved management.

3Use an EBITDA Multiple

An EBITDA multiple is a widely used technique for quickly assessing a business’ value. EBITDA is earnings before interest, taxes, depreciation, and amortization. These items are excluded from earnings because they will differ between the buyer and seller, so EBITDA is a more fair starting point for the buyer and seller to assess the franchise from their unique perspectives. For example, if the seller has most of his or her debts paid off, interest expenses will be very low. However, the buyer may have to utilize significant leverage to make the purchase, causing his or her interest to be sky-high. Common EBITDA multiples are three or four. However, they can be as low as two or as high as five, depending on what type of business valuation calculator is used.

The cash flow statement factors in these circumstances, with many buyers valuing the business at five times its yearly cash flow.

Study the Sale of 5Comparable Businesses

Finally, after all of the metrics of the specific franchise have been picked apart, it is often helpful to take a look at the sale of comparable businesses before arriving at a final figure. This is usually much more helpful for franchises than private enterprises, as there are often many applesto-apples comparisons on which to draw. The franchise itself usually can help the franchisee through the sale process by providing a robust list of comparables. After analyzing these figures, a valuation can be made for a specific store based on factors such as location and management.

Five Methods for Helping Determine the Value of an Existing Franchise There are many benefits of becoming a franchisee of an established brand. However, despite the established presence, not every franchise location is as valuable as the next. Therefore, careful assessment of the balance sheet, revenue, EBITDA, cash flows, and comparable sales are all critical factors for determining the current value of an existing franchise.

the Cash Flow 4Analyze Generated

The cash flow multiple is arguably the king of business valuation techniques. Many of the other metrics for assessing a franchise’s health can be manipulated for tax purposes. However, at the end of the day, any business owner is primarily concerned with the amount of free-and-clear cash that the business generates. Revenue may look enormous, but if most

Sam Willis is a business and finance writer that focuses on helping small business owners increase the value of their business. He specializes in topics related to business valuation, business management and business acquisitions. Franchising MAGAZINE USA 35

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FOCUS FEATURE: Rush Bowls

Rush Bowls

Reveals Plans to Open Three New Denver Locations Pioneer in blended fruit and veggie bowls to add three new locations in its home state’s capital Rush Bowls - a fast-casual concept known for its fresh and healthy meals-in-a-bowl – continues its rapid national expansion by announcing three locations to open in the Denver area within the next four years.

Owned by husband-and-wife duo Ian and Giorgia Turpen, these new locations will further position Rush Bowls as a prominent provider of healthy food options in Colorado. Potential locations for these restaurants include the Denver metro area, near the University of Denver campus, and Louisville, which is a suburb about 45

minutes north of the city. The first of the Turpens’ Rush Bowls locations will open in mid-2022, with the other two planned to open in the following years. Giorgia Turpen immigrated to the United States from Italy in 2009 to attend the University of San Diego. A few years later, she married Ian. She then graduated law school in North Carolina, where she began her career as a personal injury attorney. Shortly after, the couple decided to move to Colorado in 2016. Now, Ian works in a sales role at a large educational company, requiring him to travel a lot. Because of Ian’s frequent flying, Giorgia relied on smoothies and bowls from her local Rush Bowls to stay healthy and fuel her workouts while he was gone. She quickly became hooked on the concept and looked into opening a franchise location with Ian, who shares her passion for eating nutrientpacked meals at Rush Bowls to maintain a healthy lifestyle. The pair realized that this was the perfect opportunity for them to keep their full-time careers while pursuing their dream of owning a small, healthfocused business to support their young family. “We are thrilled to open three Rush Bowls locations over the next few years in such a fast-growing city like Denver,” said Denver Franchisee Giorgia Turpen. “We can’t wait to share our passion for high-quality, healthy meals with the community. We are confident that they will fall in love with this unique concept just as quickly as we did.”

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We can’t wait to “ share our passion for high-quality, healthy meals with the community.

”

Rush Bowls offers its guests a wide selection of customizable bowls and smoothies. An industry pioneer in the genesis of healthy food bowls, the brand’s bowl creations provide guests with the perfect blend of all-natural fruits and veggies topped with delightfully crunchy, organic granola, a drizzle of honey, and a choice of fresh fruits and toppers. Rush Bowls can be blended with protein, vitamins and other nutritious ingredients while remaining low in calories and fat content.

“We have seen an increased demand for our bowls, smoothies and other products, as the health and wellness category continues to grow. We are also very proud to cater to almost every dietary need without any additional cost to our customers. Whether you’re vegetarian, vegan, wheat-free, gluten-free, soy-free, dairy-free or nut-free-- we have something for you,” said Rush Bowls Founder and CEO Andrew Pudalov. “We are thrilled to accelerate our rapid national expansion by adding three locations in our home state to provide healthy food options to more people.” Rush Bowls’ success and growth earned the brand the top spot on the Restaurant Business Buzzworthy Brand list. The franchise saw a three-year average sales growth of 99.2% and unit growth of 117.8% during the period. In 2020, Rush Bowls also earned a spot on QSR’s 40/40 List for 2021: America’s Hottest Startup Fast Casuals, which recognized fast-casual concepts poised for growth in the new normal and beyond. Looking ahead, Rush Bowls plans on opening new locations across the United States. The brand is looking to further expand throughout Minnesota, Indiana, Texas, Connecticut, Washington, Florida, California and Idaho.

About Rush Bowls Rush Bowls was founded in 2004 when founder, Andrew Pudalov, a Wall Street executive, decided to leave New York’s financial scene to pursue his dream of creating a healthy, fast-casual restaurant that fueled people’s lives with honest ingredients and delicious recipes. As a result, Rush Bowls was born in Boulder, Colorado, offering meals crafted from the finest fruits and vegetables, topped with organic granola and honey, and other nutritious ingredients that taste delicious while promoting a healthy lifestyle. Franchising since 2016, Rush Bowls currently has 35 restaurants open and operating in 19 states with over 100 additional locations in various stages of development with expansion to 23+ states. For more information on Rush Bowls’, visit www.rushbowls.com, and for more information on the brand’s franchise opportunity, visit https://rushbowls.com/franchise Franchising MAGAZINE USA 37

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Q&A: RYAN URSREY | Roll-Em-Up

Roll-Em-Up Roll-Em-Up

Q&A with RYAN URSREY Describe your organisation – how long has it been in operation? when did you start franchising? how many franchisees do you currently have? We are the only taquito focused multi-unit fast casual concept in the world. The story of Roll-Em-Up Taquitos’ is simple; it began in my childhood home, where my father and I fell in love with my mother, Karen’s, famous beef taquitos. My family and I always talked about opening a taquitos-only eatery, but unfortunately, my mother passed before that dream became a reality. Fast-forward to today, we are “Blastin Reggae” and opened the first Roll-Em-Up Taquitos in Chino Hills, California in 2019, where we sold an average of 3,500 taquitos a day. We opened our second location in Brea, California and our third in Victorville, California. In May, we made the decision to begin franchising and currently have 71 units sold and under development agreement with another 70 in the pipeline. Our next two locations are set to open in the next six months.

What is your main product/service? Our menu is simple but focused and easy to execute. Taquitos of course, are the star. Braised shredded prime beef slow cooked overnight, marinated chicken, avocado, potato and fresh grated cheese. Roll-Em-Up Taquitos are made only with fresh ingredients and are hand-rolled daily with corn or flour tortillas and pan-fried in custom cast iron skillets, just like Mama Karen made ‘em. You won’t find a freezer in the joint! Traditional toppings include cheese, sour cream, freshly made guacamole, in addition to an array of proprietary, house made dipping sauces, including a mild or spicy house sauce, guac sauce, queso sauce, and our famous “lit” sauce.

Ryan Ursey (left) with Chris Wyland - Chief Development Officer at Roll-Em-Up.

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Rounding out the menu is our wildly popular take on street corn, whole ears of corn on a stick that come loaded with butter, mayo, cotija cheese; dusted with Hot Cheetos and tajin or coated in queso, for a crave worthy treat served conveniently in a Roll-Em-Up cup and lid. House made beans and rice are also available and for dessert, churro donuts are fried to order and drizzled with caramel sauce. Beverages include batch craft soda along with assorted flavors of horchata.

While the entire industry is fighting over “ who has the best chicken sandwiches, pizza, and cheeseburgers, we are in a category by ourselves.

”

What type of person would ‘fit’ your franchisee profile? We look for individuals who have franchise experience owning multi-unit, quick service restaurants, or have significant business experience with the agreement that they will bring in an “operator”. In addition, it is crucial for our franchisees to have an entrepreneurial spirit and a love for what they do.

Where are your current locations/territories? Where are locations/territories available? After opening our first location in Chico Hills, California, we’ve targeted expansion across our home state. With the majority of Southern and Central California are sold out of franchise opportunities, we are now starting to focus on Northern California and neighboring states. We plan to expand in Arizona, Nevada, and Texas come next year.

Why is there a need for this product/service? Why are you different to your competition? While the entire industry is fighting over who has the best chicken sandwiches, pizza, and cheeseburgers, we are in a category by ourselves. We utilize fresh, never frozen ingredients in our handrolled taquitos that we panfry in our custom-made skillets. Stop the violence, eat a taquito!

How do you look after your franchisees? e.g. what support/training/back up do you offer? We’ve created a franchising concept that is approachable, offering support to our franchisees in the areas of real estate, design, construction, training, tech, and marketing. Perhaps most notably,

we have implemented a wide-ranging tech stack. These are designed for much larger brands but we have decided to invest early so our franchisees have the best tools available to them. In addition, we offer ongoing support to ensure that our franchisees have all the necessary resources to continue growing.

Plans for new systems/concepts in 2022 We currently hand roll over 3,500 taquitos at each store daily. In 2022, we will introduce automation to roll the taquitos, in an effort to keep up with the rising demand. We will also roll out a breakfast menu, giving taquitos a morning twist. In addition, we have partnered with and are currently implementing services that offer operational support including Restaurant 365 (Accounting, Inventory, Scheduling), Olo (Online Ordering), Punchh (Loyalty/ Rewards), Franconnect (CRM/ Operations), Toast (POS).

Where do you see the Franchise in the next five years? Our goal is to have 250 open locations in the U.S. with 1,200 units under development agreement. • What is your advice for those exploring franchise opportunities? My advice is to find a franchise concept that you have passion for. This idea aligns with the saying, “if you love what you do, you will never work a day in your life. “Taquitos have always held a special place in my heart, making the concept of Roll-Em-Up Taquitos a no-brainer. For more information visit The first Taquito-Focused Franchise - Roll-Em-Up Franchise (rollemup.com) Franchising MAGAZINE USA 39

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EXPERT ADVICE: Bob Ray | Chief Operating Officer | Margaritas Mexican Restaurants

Navigating the Labor & Supply Chain Shortage: How to Rethink Your Restaurant Franchise Operation Use the pause to align the “ team, and build around your strongest staff leaders. Be a place for people to develop and become managers, and promote from within to show investment in staff development.

”

Focus on your profitable daypart and own it Restaurant leaders should have an honest look the franchise business model to scrub the profit and loss statement to determine which dayparts are driving revenue, and which are not. Be bold in a decision to eliminate poor-performing dayparts.

During the pandemic, restaurants did the proverbial “pivot” out of necessity to survive, from navigating lockdowns to implementing new health and safety protocols to following mask mandates. The constant disruption and current

societal landscape has been difficult for restaurant leaders. Staff recruiting and

retention challenges, coupled with supply

chain issues that have made it problematic to receive materials and ingredients

made restaurant operations even more challenging.

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Before franchise restaurants race to change their brands to meet these growing needs, leaders should take pause to look at the franchise inside out, rethink all aspects of the model and make the necessary decisions to address labor and supply chain shortages – and, in doing so, improve efficiencies and simplify operations to strengthen unit economics. Below are ways leaders can rethink the restaurant franchise model to help employees stay engaged, happy and thriving, and the front and back-end operations efficient for delivering the brand experience to customers without disruption – all with the goal of reflecting positive sales impact.

While this may seem drastic, having staff sitting around waiting for customers to walk through the doors is wasted overheard that can ultimately hurt the bottom line. It also creates an unattractive environment to potential employees seeking a thriving atmosphere full of energy that would make them feel happy and fulfilled. For example, if breakfast is the most profitable daypart, ask yourself, “Is dinner moving the needle? Is it causing more stress on staff and operational costs than it’s worth?” After thinking that through, you might want to consider eliminating the evening daypart. Then, go all-in on breakfast and lunch with increased focus of menu and drink offerings, atmosphere and ambiance, staffing experience and profitability and ease of operations – make it an even more profitable daypart.

Prioritizing the staff’s work “ and life balance would be a unique, culture differentiator that would be attractive to new and current employees.

”

means you have to tell guests you had to tweak the recipe of a favorite, core menu dish. In addition, now is not the time to source new ingredients or rollout seasonal or quarterly menus. The uncertainty of the availability of new ingredients may create unnecessary strain on front and back-end staff and overall restaurant operations – not to mention lead to guest frustration.

Consider creating a “brain trust” comprised of leadership and longtime GMs, and together visualize a successful refocusing on the most profitable aspects of your brand.

Show staff value and give time In today’s competitive employee marketplace, remaining competitive for talent has never been more vital to a restaurant’s survival. Use the pause to align the team, and build around your strongest staff leaders. Be a place for people to develop and become managers, and promote from within to show investment in staff development. Find ways to constantly create value beyond enhancing employee benefits and competitive wages, such as offering programs to help meet your staff’s needs or adding sophisticated technology to make the guest experience frictionless while also supporting their job performance and responsibilities. One “big” move to consider to improve employee morale and boost retention is to consider eliminating your least profitable day of the week. While this sounds like a drastic step, this can go a long way in employee satisfaction by removing the unpredictability of time-off in an industry with constantly changing schedules. A brand-wide locked-in day off allows your team to schedule appointments in advance,

make plans with friends and family or simply have that time to recharge. Giving the time needed to plan for personal affairs would address feelings of being overstretched or overworked felt by staff in any workplace landscape. Prioritizing the staff’s work and life balance would be a unique, culture differentiator that would be attractive to new and current employees.

Refine menu and let local lead Due to the pandemic, restaurants learned how to scale back items and be quick and agile to operate more efficiently. Now, with supply chain issues, restaurants are having to circle back and rely on that knowledge for how to operate their menus in a smaller capacity. Start by re-evaluating the menu with a profitability lens and make decisions to cut it down accordingly. Shave off dishes that require the most extra steps and those with ingredients not applied across other menu items. Even consider eliminating unnecessary core ingredients – even if that

Rely on the flexibility, creativity and tenacity of local restaurant teams – provide confidence and direction to have them do what they have to do in order to continue delivering great guest experiences on a consistent basis. Whether that’s sourcing the bulk of kitchen food items from local suppliers or being resourceful with key ingredients that can be used for a number of specialty menu favorites, empower local teams to find solutions knowing each market is different and they know the resources available. The reality is there doesn’t appear to be any indication that staff and supply chain shortages will end anytime soon. With that in mind, now is the time to take a step back to evaluate your dayparts to determine revenue impact on staff and operations, uncover new ways to provide value to staff and remain an employer of choice. It’s also an ideal time to refine your menu with the mutual support of your team to keep the guest dining experience as uninterrupted as possible. Restaurant leaders following these strategies can build stronger, longer-lasting teams and a nimbler organization able to deal with labor and supply limitations – with the end result of improved unit economics.

Bob Ray has been with Margaritas Mexican Restaurants since 1992. He progressed through multiple roles including Director of Food and Beverage, VP of New Restaurant openings, VP of operations and Director of Human Resources. In the spring of 2020, Mr. Ray became an owner and board member assuming the role of Chief Operating Officer. Franchising MAGAZINE USA 41

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HAVE YOUR SAY: MAIN Squeeze Juice Co.

Should Franchises Partner with Professional Athletes? they also work alongside the Main Squeeze Juice Co. executive team to help support our franchising and national expansion efforts. Not long after partnering with Colston, Main Squeeze Juice Co. signed its second partnership with his former teammate and Pro Bowl punter Thomas Morstead. After playing 12 seasons in the NFL, Morstead has grown very passionate about nutrition and the food he fuels his body with. When a Main Squeeze Juice Co. location opened near his home in Metairie, our juices became a stable in his diet. As a loyal customer of Main Squeeze Juice Co. and nutrition ranking as one of his top priorities, Morstead was the perfect addition our team was looking for to help educate and bring quality nutrition to our customers.

I never thought I would be the CEO of a juice and smoothie company. After years of working in the cell phone industry, I stumbled upon Main Squeeze Juice Co. and was fascinated with the menu that featured superfood smoothies, cold-pressed juice and acai bowls. While working with cellphones doesn’t necessarily transition seamlessly into blending smoothies and juicing fresh fruit, I’ve been able to apply my business experience that I learned while in the cell phone industry. By working to create strategic partnerships, Main Squeeze Juice Co. has become a pioneer for franchises partnering with professional athletes. 42 Franchising MAGAZINE USA

How It Started Main Squeeze Juice Co. began its first partnership with a professional athlete in 2018 with former NFL wide receiver, Marques Colston. Our partnership with Colston and his wife Emily actually came from our team reaching out through LinkedIn. Our message happened to come at the perfect time as the couple had just been discussing how they wished there was a healthy juice and smoothie concept. Main Squeeze Juice Co. matched exactly what they had been hoping for and the rest was history. Colston and his wife became partners with Main Squeeze Juice Co. and they continue to help the brand bring a daily source of plant-based, nutrition packed menu items with natural and quick energy to its customers. The couple is not only minority owners of the company, but

Both Colston and Morstead spent the majority of their careers in the NFL playing for the New Orleans Saints, which was an immediate attraction for Main Squeeze Juice Co., considering we are headquartered in New Orleans. With so many of our clients being dedicated Saints fans, partnering with Morstead and Colston has been an amazing opportunity for us to continue bringing convenient, healthy eating choices to our local communities. Morstead and Colston have both been very active and supportive of the brand, which has helped us continue our successful franchising journey.

What Makes Professional Athletes Great Assets to Franchising Our partnerships with Morstead and Colston have paved the way for professional athletes partnering with franchises. We are excited to be a pioneer in this area; providing unique business

If someone shares similar values “ and believes in the mission of your franchise, they can be a great asset and spokesperson on behalf of your brand.

”

opportunities for athletes is a great way to help them invest their money while also helping emerging brands receive recognition on a national level. Professional athletes are the perfect partners in the franchising industry because they bring many great qualities to a business. Since they have played sports for the majority of their life, they are great at following systems, working together on a team, and also taking on leadership roles. Professional athletes typically have a lot of flexibility with investing due to their career in sports and their names can also bring a lot of attention to your brand. If a professional athlete is looking to invest in a company, franchising is a perfect opportunity due to the well-structured systems that support a franchise.

Advice for Franchisors Looking to Partner Their Brand with Professional Athletes When deciding to partner with professional athletes, it’s important to make sure they are the right fit for your company. Don’t

just settle for a partnership simply based off of their athletic career, take the time and do some research to determine if they are the right fit for your franchise. By choosing strategic partnerships that benefit both your company and the athlete, you can ensure that both parties will be happy when working together. Make sure the people you chose to partner with have interest in the company and aren’t solely focused on making money. Finding athletes that are passionate about your brand and already incorporate aspects of it into their everyday lives is a great way to create successful partnerships. If someone shares similar values and believes in the mission of your franchise, they can be a great asset and spokesperson on behalf of your brand. While not every person will fit the bill for your company, the right partnerships are out there, just be patient and find the people who are as excited about your brand as you are. Investing in franchise opportunities is a great way for professional athletes to invest their money and carry on a professional career once they retire from the game. Finding dedicated athletes who want to help bring your business to the next level is an exciting endeavor and I look forward to seeing more franchises partner with professional athletes in the future.

About Main Squeeze Juice Co. and Thomas Nieto Main Squeeze Juice Company is a New Orleans, Louisiana-based juice and smoothie bar franchise with a mission to “make healthier easier.” Its nutritionist-designed, superfoodinspired menu seeks to change the lives of those looking for a healthier and more convenient way of fulfilling their nutritional goals. The concept’s proprietary recipes feature chef-designed, dietitianinspired cold-pressed juices, superfood smoothies, juice cleanse programs, shots, and acai bowls created from organic and wildharvested acai berries from the Amazon rainforest in Northeast Brazil. Thomas Nieto has been CEO of Main Squeeze Juice Co. since 2017. Before joining the team at Main Squeeze Juice Co., Nieto graduated from Southeastern Louisiana University in 2007, went on to work for AT&T as an Area Retail Sales Manager and then became the COO of In & Out Smart Repair. For more information about franchising opportunities with Main Squeeze Juice Co., please visit www.mainsqueezefranchise.com Franchising MAGAZINE USA 43

f o o d fr a n c h i s i n g fe at u r e

EXPERT ADVICE: Mark Bollman | President | Creative Colors International

Restoration Solutions Help Restaurants Cut Costs Refurbishing allows “ restaurants to continue operations with minimal disruptions while repairs are completed in house.

”

picking up the phone and ordering a new seat or part for a broken refrigerator is no longer an easy or timely solution.

Refurbishing Fixes Headaches

As restaurant operators continue to cope with the financial fallout from the pandemic and global supply chain issues, they are turning to restoration solutions to help bolster customer traffic and improve their bottom line. Falling COVID numbers and the rollout of the vaccine are helping increase restaurant profits. As cities lift mask mandates and customer confidence improves, restaurant operators can see a light at the end of the tunnel. The rise of the Delta variant limited initial gains, but many operators are hopeful for high customer counts as the holiday season kicks into full swing. A majority of restaurant operators reported same-store sales and customer traffic levels above their September 2020 results, according to the latest Restaurant Performance Index by the National Restaurant Association. The RPI is a monthly composite index that tracks the 44 Franchising MAGAZINE USA

health of the restaurant industry in the United States.

Global Supply Chain Issues Hamper Growth Now that restaurants are able to put the pandemic in the rearview mirror, they are being hit with supply chain disruptions sparked by initial industry shutdowns. A trip to the grocery store and seeing all the empty spots on the shelves puts the disruptions into stark reality. Restaurant customers are becoming familiar with signs warning them certain menu items might be out of stock and long waits for car repairs are becoming the norm. A shortage of truck drivers and port congestion are taking its toll by further exacerbating supply delays. Many restaurant operators experienced supply delays or shortages of key food or beverage items in recent months, and 91 percent of operators are paying more for food. Businesses are also discovering there is a long wait for replacement parts. Simply

Restoration solutions are key to helping restaurants thrive during this difficult season. Restaurant owners are turning to companies like Creative Colors International to refurbish their dining rooms and attract new customers without breaking the bank. Refurbishing allows restaurants to continue operations with minimal disruptions while repairs are completed in house.

Here are a few repair solutions to implement to impress customers. Repair Seating. One way restaurant operators are saving money and improving the experience for diners is to make repairs to damaged vinyl surfaces on chairs and booths. Constant wear and tear frequently causes gouges, rips and cracks to seating, which can be unsightly for customers. In addition, buying new chairs or seating booths is no longer an option for restauranteurs on a budget. The supply chain disruptions are sending the price of vinyl up, making repairs a cost-effective choice. Restaurant operators are searching for alternatives to purchasing brand new seats. Many operators are discovering they can save up to 90% in costs by having a skilled technician make repairs. Technicians undergo extensive training and use the latest technology to make seamless and

les

One way restaurant “ operators are saving money and improving the experience for diners is to make repairs to damaged vinyl surfaces on chairs and booths.

”

flooring when your kitchen is closed to help you prevent the high-cost of laying new flooring. There are technicians who have the tools and equipment to provide industry-leading vinyl floor repair services that save up to 95 percent in expenses by helping you salvage your flooring. Before

efficient repairs. They can even repair fading due to sun damage. As an added bonus, mobile repair workers can do the work at their restaurant after hours, so there is no disruption in regular business. Making quick repairs also prevents operators from having to close part of their dining room and the surface repairs make the seats look good as new. “We had the damaged surfaces on our seating booths repaired instead of replaced, and it was great for us in several ways,” said Jason Coursey, owner of The Catch in Oklahoma City. The Catch is a fast-casual

After

seafood restaurant with numerous locations across Oklahoma and Texas. “The process was very convenient and didn’t disturb our service in any way. By choosing to repair the booths, it saved us about half the cost of purchasing new ones.” Fix Your Floor. The floors in your restaurant see a lot of foot traffic. Between wait staff and customers, the highly trafficked areas of your restaurant’s linoleum may start to look dingy over time. Linoleum is designed to be sturdy and affordable but it is not indestructible. Companies can make repairs to your vinyl

Apply a Coat of Paint. Repainting your dining room will go a long way to freshening up your restaurant. It’s also an easy fix to give your dining room a new look. Painting is a simple task to tackle and will not require you to close up shop. Simply haul the brushes and cans out after

Restoration Reduces Carbon Footprint At a time when customers are paying close attention to the impact they have on the environment, refurbishing will help your business reduce its carbon footprint. A new survey revealed 77 percent of Americans are concerned about the environmental impact of products they buy and they want the businesses they visit to share their values. Refurbishing is environmentally friendly. Instead of sending products to the landfill, refurbishing injects new life into your existing furniture and floors. Making inexpensive changes like spiffing up your restaurant’s interior and repairing damaged flooring will help your dining room stand out and drive profits in the months ahead.

Mark Bollman is the President of Creative Colors International, the nation’s leading on-site repair and restoration franchise. www.creativecolorsintl.com Franchising MAGAZINE USA 45

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

Actionable Trends in Franchising Entering 2022 George Knauf is a highly sought after, trusted advisor to many of the top franchise ownership groups in the world. With over 25 years of experience in both start-up and mature business franchise operations he is uniquely qualified to advise individuals that have dreamed of Building their own empires. Whether you have an existing portfolio or searching for your first franchise, he can help you to pursue your dreams. www.MyPerfectFranchise.com

Some are likely shorter term, others longer term so as we look at growth opportunities we need to keep in mind that one brand may have a shorter optimum investment timeframe than another.

Big trends: American families saved at a very high rate, by some accounts they have put an extra $2Trillion into savings over and above the normal saving rate during the past couple years.

This time of the year the multiunit and multi-brand owners I advise on their growth strategies are winding down the current year and call to ask what the actionable trends are coming up in the next year that they should be positioning their investments for now. 46 Franchising MAGAZINE USA

Currently operating businesses will need to adapt to trends in staffing and supply chain, in most cases these are clear and solvable puzzles, though sometimes require a little creativity from owners and franchisors. Most operating franchises have made these adjustments and are thriving today. As we look at the market there are opportunities that already existed as well as those that are trending upwards now.

They are now spending that money fast, catching up on experiences missed. That travel, dining, shopping, etc is driving the economy and inflation. There are higher costs for some goods and supplies. Employee turnover will be higher as employees are leveraging their new power from being in high demand. Entry level pay will be higher and more

be added to the list but remember they are highly cyclical so be in early and out fast. Gyms/Fitness/Wellness, especially boutique options, were strong going into Covid and are scaling up again fast. Some of the brands in this space didn’t just survive the past couple years, they thrived and added units. A lot of us are coming out of the past couple years like it was one big holiday buffet, the growth of that business could be measurable as we get active again. Home improvements are at all-time highs. Three things drive that growth. Home value increases are driving both sales and improving living space to enjoy. We are seeing companies focus in both of those directions. One franchise does nothing but prep homes for sale.

As we look at the market there are opportunities that already “ existed as well as those that are trending upwards now. ” jobs will be created at this level and in the mid tier. Those employees will have more money to spend. Stores that have to keep a lot of inventory on hand will have to plan carefully and buy further ahead. Farming has never been easy, but has been made harder due to events out of the control of farmers. What do you do with all of that? It’s time to grow. Times of greatest turmoil are where the biggest opportunities exist. As you look at the market you will see current needs that people with money and desires have. They want experiences like travel, dining out, going to the gym. They have increased home value and want to

capture it and move or just fix up what they have to enjoy their time at home more. They may have an increased focus on health and wellness. Their kids may have the need for tutoring assistance to get back on track in school. Their parents may have a need for home care if they want to avoid assisted living for a period of time. Let’s dive into some key areas and because space is limited here, I will take your calls and emails to answer your strategy questions, my info is below. Food, while always in demand I would be cautious in this category and primarily focus on fast food or quick service meal options. Full-service restaurants have challenges around real estate and staffing. In some cases frozen or baked treats can

It has always been hard to be a homeowner calling the local independent Chuck in a Truck home handyman guy. They barely resemble a business, are hard to track down, hard to manage and sometimes leave you with a bad experience. Consumers want a predictable outcome, good experience and quality work. This is a great time to look for top players in this space. More and more we are seeing the medical community try the franchising model. They are potentially as perfect for each other as chocolate and peanut butter. Choose carefully as the quality of franchisor matters, medical talent can be hired, but this space has opportunities. On the horizon we see tech companies blending with the franchise model as they discover franchisees with a vested interest in their business and local market can do more than employees or overseas call centers. There is more detail to note in these categories and other markets not outlined here. The key idea is that every market has needs and customers. If you look closely at trends and where those needs are you can find business gems that will be great additions to your portfolio. What is your success story? Let’s go find it! Franchising MAGAZINE USA 47

franchisor in depth: Kris Simonich | Vice President of Franchise Development | P3 Cost Analysts

Owning a Franchise:

Five Challenges to Consider It’s a dream of millions of Americans: Running your own business. In fact, in 2020, ambitious people launched a record 800,000 new U.S. companies, capping a decade of steady growth in new business starts. That increase in business starts clearly underscores the appeal of being an entrepreneur rather than clocking in as someone else’s employee. You might be surprised to learn that opening a franchise is one of the most common ways people enter the small business market. However, there is more to franchising than simply paying a fee to an

existing company for the right to operate under their name. As attractive as owning a franchise sounds, there are a number of things to consider before making the leap into business ownership.

Take a Realistic Approach Every year, P3 Cost Analysts brings a new slate of franchisees into our business. When we do that, we learn about the challenges that our partners often face. Everyone likely knows that starting a business requires motivation and diligence. More than that, each potential new business owner should think through the pluses and minuses of what’s ahead. In our experience, these are five of the challenges to consider.

#1: Franchises Are Expensive Even with the most well-known brand name franchise, it will take time to be profitable. Start-up expenses include the franchise fee plus costs such as labor, supplies, equipment leases, rent, marketing and much more. Bottom line is, you’ll need cash above and beyond the franchise fee to be able to start operations. At P3 Cost Analysts, even though our franchise fee is relatively low and there are few operating expenses for owners, we recommend new franchisees have at least 12 months of financial resources as a foundation to launch their businesses.

#2: Finding the Right Employees It’s no secret that right now job openings are at an all-time high. In an employees’ market, many people are leaving their current positions for better offers, consequently leaving other jobs unfilled for longer periods of time. New business owners need to consider if they’ll be able to find enough good people to do the job right, therefore it’s imperative to take a realistic look at the prospects. Because the bulk of our auditing work occurs through our headquarters, our

48 Franchising MAGAZINE USA

As attractive as owning a “ franchise sounds, there are a number of things to consider before making the leap into business ownership.

”

it will take to figure these things out, that makes it even more difficult to accurately forecast the cost of trial and error. In the end, mistakes made within a solo business will likely amount to a much greater expense than a franchise fee.

#5: It’s Not for the Faint of Heart

Even with the most well-known brand name “ franchise, it will take time to be profitable. Startup expenses include the franchise fee plus costs such as labor, supplies, equipment leases, rent, marketing and much more.

”

franchisees typically don’t face the hiring dilemma that others do. That means they can put more focus on making contacts and generating new business. We’ve heard from many of our existing franchisees that because they don’t have to manage employee teams, they have more opportunity to develop large, recurring revenue streams. Our owners who want to realize growth while still hiring can do so largely free from the risk and exposure that traditionally comes with scaling.

#3: You’re Buying a System, Not a Brand Typically, when purchasing a franchise what you are actually buying is a proven system. Yet, many franchisees think they’re buying into a brand. However, there are only a few American brands that have broad recognition, such as McDonald’s or Starbucks. By understanding that you’ve bought a system, you have better positioned yourself to make your business a success.

Through our 30 years of developing our auditing and cost-saving techniques, we’ve seen the value of having a proven system. With that, we can transfer our knowledge to our franchisees, which ultimately gives them an advantage as they launch their business.

#4: Failure Can Be Costly Because there is a fee to become a franchise owner, many people wonder if they should instead funnel that fee into opening a business on their own for less. The problem with that thinking is that there is a cost that comes with trial and error. In our case, our franchise fee takes into account our years spent experimenting with products, marketing techniques, hiring practices and other business processes. Whereas, people who start their business from scratch must navigate all that on their own. Moreover, since it’s virtually impossible to determine the time

Sure, the daily grind of working for someone else can take its toll, but it also brings a sense of comfort and security. When you’ve got a stable place of employment, you’ve likely got the general assurance of a regular paycheck and other benefits. It can be hard to give up that predictable environment for the unknowns that come with entrepreneurship. Owning your own business means everything rests on your shoulders — a daunting collision of dreams and reality. Here’s where the potential entrepreneur must put aside fantasy in favor of a selfcheck about their ability to undertake the focus, drive and discipline required to build a successful business.

Opportunity Prevails Ultimately, owning a franchise can be a streamlined approach to being in business for yourself. From gaining the support of seasoned professionals who’ve already been down the road of starting a business to buying into a proven system of success, joining a franchise has many upsides. And, it provides an advantage for franchise business owners to realize long-term success that may elude the solo entrepreneur. If you’d like to learn more about franchise opportunities with P3 Cost Analysts, contact us by phone at 1-877-843-7579 or send an email to info@costanalysts.com. Franchising MAGAZINE USA 49

EXPERT ADVICE: Heather Ripley | Founder and CEO | Ripley PR

Using PR to grow your franchise development funnel There is no shortage of information written about partnering with a franchise public relations agency to increase your leads and point prospective franchisees toward your sales funnel. But there is one PR strategy that I recommend if your franchise wants to blow away the competition and fill your sales funnel with a lot of eager franchisees.

50 Franchising MAGAZINE USA

The PR tactic that works? Positioning a franchise brand as a household name. As the owner of a public relations agency that specializes in franchise businesses, my team has been very successful at helping our franchise clients obtain great leads through proven PR techniques. The most challenging aspect of franchise PR, however, is creating a franchise brand presence that blows the rest out of the water. While it takes a lot of work and perseverance, when this type of PR is successful, your franchise brand will reap benefits well beyond your expectations,

and for years to come. So, how can your franchise brand become as well-known as McDonald’s? Well, while good PR can increase visibility and create an enviable image, it took a long time for McDonald’s to become iconic. Other franchise brands have followed a similar path to widespread popularity. But it didn’t happen by itself. How does PR help a franchise brand become a household name? One of the best ways to get attention for a franchise brand is through authoritative and informative articles. Potential franchisees are going to do a lot of research, and if they see your franchise

Getting your articles printed or posted online by leading “ industry trade journals and business newspapers (whether online or in print) is no easy feat. ” brand’s name and read articles written by your CEO or other executive, the repetition is going to have an effect. They’ll remember they read about your franchise or saw the franchise name. Getting your articles printed or posted online by leading industry trade journals and business newspapers (whether online or in print) is no easy feat. A PR partner with experience in franchise lead generation knows the movers and shakers within your industry, and probably knows many journalists and editors personally. The more your franchise is seen as an authoritative and well-respected source of information for the industry, the more likely potential franchisees will be impressed and follow your sales funnel. An experienced franchise PR agency will have experienced staff, knowledgeable in all things franchise, and some may have previously been journalists themselves. Because they are in constant contact with trade publication editors and business news media, they know exactly what publication staff and media want to hear. Most PR

agencies also have writers on staff, and a franchise PR agency should have seasoned writers who know what types of articles or news stories will be most likely to get published or covered. PR agency writers will interview your brand’s leaders and craft expert articles in their voice that can be submitted for publication. When it comes to the media, how does PR get your franchises’ name in the news and your story covered? It all works hand-inhand with being a valuable contributor to respected publications and online trade websites. News and trade media scour these publications for informative and well-written articles from industry experts. So, the more your articles get published

in print or online, the more visible your franchise brand will be to the media. A PR agency that specializes in franchise lead generation also has access to trade publication editorial calendars so they can tailor articles to coincide with each editorial calendar. This means the chances that your article will get approved by the publication are far greater. Using PR to drive new leads into your sales funnel is not new, but leveraging your franchise’s brand through publishing articles and pitching your stories may be something your franchise has yet to try. It can make a huge difference in your ability to close on your leads when they already know your brand and have seen or read your brand’s articles. Brand awareness goes a long way in turning franchise leads into franchise buyers.

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. Franchising MAGAZINE USA 51

GLOBAL

EXPANSION

G L O B A L E X PA N S I O N

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

We can help to put your franchise

system in an operational position to attract successful franchisees.

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

daunting, but we know the trusted

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

wanting to move outside of their established markets.

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

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

52 Franchising MAGAZINE USA

For an initial discussion, please contact

globalpublishers@icloud.com

on the cover

Q&A with Neighborly brand Mosquito Joe latest news in

veteran franchising veterans can find a home

in Service-Based Franchising Give Back to the Community

by Maintaining a Charitable Giving Program

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

54 Franchising MAGAZINE USA

contents

veterans supplement On the Cover 58 Mosquito Joe: Q&A with Lou Schager

What’s New 56 Franchising News

Latest News from Veterans in Franchising

Franchisee in Action 62 Doug Toler: Storm Guard Franchisee

Spotlight

58 64

66 Franchising For Heros

Expert Advice 60 Douglas Smith: Veterans Can Find a Home in Service Based Franchising 64 Paul Linenberg: Give Back to the Community 68 Jonathan Barnett: How Franchising Provides Veterans a Path to Entrepreneurship

Have Your Say

70 Pat Durkee: Authenticity is the Key Office Pride Commercial Cleaning

Franchising MAGAZINE USA 55

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

AMERICAN FREIGHT Welcomes New Franchise Development Manager “We’re thrilled to welcome Andrew to the team,” said Will Powell, CEO of American Freight. “His prior experience growing an up-and-coming franchise brand and passion for connecting with candidates will bring great value to our emerging franchise program.”

Andrew Millar to Lead Retailer’s Emerging Franchise Program

Prior to joining American Freight, Millar served for several years as a franchise sales specialist at a national tech repair company. He is a graduate of Abertay University in Dundee Scotland and worked in business development before relocating to the U.S.

American Freight, a leading furniture, mattress and appliance retailer, has welcomed Andrew Millar as Franchise Development Manager and tasked him with stewarding the company’s growing franchise model launched in late 2020.

“It’s an honor to join the team as they heavily invest in their new franchise program,” said Millar. “The value of American Freight’s easy to build, quick to open and highly scalable franchise model speaks for itself, and I’m committed to

through a free haircut card that could be given to an active service member or veteran. To ensure service members have the time to take advantage of this offer beyond a one-day event, free haircut cards can be redeemed through December 10, 2021.

Great Clips recognizes the tremendous commitment veterans and active military service members make to serve and protect. To show their appreciation with more than just a thank you, Great Clips introduced a campaign in 2013 that gives salons, franchisees and customers a way to give back. In 2021, for the ninth consecutive year, veterans and active service members could visit any U.S. Great Clips salon on Veterans Day and get a free haircut or a free haircut card for a future visit. In addition, non-military customers who received a haircut on Veterans Day at U.S. Great Clips salons could pay it forward 56 Franchising MAGAZINE USA

Since the beginning of this program, Great Clips salons have provided over 1.7 million free haircuts to active and retired military service members, adding up to more than $23 million in complimentary haircuts. The Veterans Day offer is part of the Great Clips Great Deeds® program, which challenges everyone – corporate staff, salon owners and friends – to remember what makes the brand great: the people and the communities where they live and work. Through that loyalty and support, Great Clips contributes millions of dollars to great causes every year, such as Operation Second Chance, Operation: Fishing Freedom and Children’s Miracle Network Hospitals.

working with prospective candidates to realize these benefits and claim their territory while it’s still available.” American Freight Furniture and Mattress was established in Lima, Ohio, in 1994. The company grew to its current nationwide footprint by adding and rebranding nearly 130 former Sears Outlets and more than 30 former FFO Home locations in 2020. The rebrand expanded American Freight’s product assortment to include furniture, mattresses and appliances. American Freight was acquired by Franchise Group, Inc. in 2020. The company has more than 360 locations across 40 states and Puerto Rico. For more information or to inquire about franchising, visit OwnAmericanFreight.com

Congressional House Members Introduce Bill to Expand Franchise Opportunity for Veterans It was recently announced from the IFA that Reps. Jackie Walorski (R-IN) and Julia Brownley (D-CA) introduced a bipartisan bill, Veteran Entrepreneurs Act of 2021 (H.R. 5920). The legislation would provide veterans with a 25% tax credit on the initial franchise fee, which the prospective veteran franchisee can elect to pass to the franchisor in exchange for a discount of equivalent value up front. IFA has long supported this legislation that would expand entrepreneurship opportunities for veterans. READ MORE

Veterans Honored at BLACK ROCK BAR & GRILL In honor of Veteran’s Day, Black Rock Bar & Grill provided veterans with a free steak dinner on Thursday, November 11, 2021. The dinner included Black Rock’s awardwinning Certified Angus Beef ® steak, cooked by the guest on a 755-degree volcanic sizzling rock. This method of cooking is the newest phenomenon in

the culinary world, creating memorable dining experiences. Black Rock currently has locations in Michigan, Ohio, Florida, and Maryland and continues to expand throughout the U.S. For more information about Black Rock and to learn about Franchising opportunities, visit www.blackrockrestaurants.com

Spherion Staffing and Recruiting Is Empowering its Franchisees and Igniting Change

Spherion Staffing and Recruiting is empowering its franchisees and igniting change as recruitment and retention challenges remain widespread. This past summer, the Spherion Works Sweepstakes was launched to recognize America’s unemployed and underemployed by rewarding hardworking employees with 150+ prizes, including a new Ford Mustang GT. On the heels of the Sweepstakes, which helped nearly 15,000 job seekers find and stay in meaningful careers, Spherion launched another innovative program, the Get More! Giveaway. The Giveaway aims to retain employees for Spherion’s client companies and its 200+ offices from coast to coast by distributing weekly digital scratch cards, providing employees a chance to win cash prizes for each week of work they complete while entering them to win larger grand prizes, including $10,000! Spherion recognizes how strategic campaigns like the Spherion Works Sweepstakes and the Get More! Giveaway create excitement for the workforce and positively impact communities. Now, the staffing group has announced its Community Giveback Program, a philanthropic initiative aimed at bolstering charitable organizations dear to their franchisees’ hearts. Spherion is donating $160,000 to nonprofit organizations in the communities where its franchisees serve, in addition to volunteering their time and partnering with them on an ongoing basis. Spherion, a leader in the recruiting and staffing industry with 75 years of experience, brings the power of local to its clients and candidates through a network of independent and empowered franchisees. As the work climate continues to shift, Spherion is growing and evolving to tackle what is next. For information about the Spherion franchising opportunity, visit https://www.spherion.com/franchise/

SERVPRO Launches New Advertising Campaign to Reinforce Leadership Position SERVPRO, the nation’s leader in fire and water cleanup and restoration services, will bring its Like it never even happened® brand promise to life in a fun, visually-striking advertising campaign. The new “There’s a PRO for that” campaign, showcases SERVPRO’s industry-leading arsenal of cleaning and restoration capabilities through a series of extreme scenarios that put its services to the test. The campaign was created by BUNTIN, SERVPRO’s lead brand and advertising partner. The team at BUNTIN partnered with Los Angelesbased production house Smuggler, the top-rated production company in the United States, to produce two spots that combined massive in-camera special effects with high-quality post-production enhancements. In addition to the advertising campaign, SERVPRO is unveiling a brand refresh featuring changes to its logo and several significant updates to its website, including a new “look and feel.” This is the first time SERVPRO has updated its logo since 2013. “The inspiration for this campaign comes directly from the amazing work SERVPRO experts do on a daily basis, taking on challenges of any size with an unmatched level of effectiveness,” said Mike Stahl, SERVPRO’s Chief Marketing Officer. “This campaign showcases how SERVPRO makes Like it never even happened® happen. It dramatizes how no matter what might come your way, you can be reassured because SERVPRO always has a pro for that.” The new integrated campaign will feature national broadcast TV, OTT/overlays, paid and organic social media, online video (OLV) retargeting, and website content. https://www.servpro.com/about/advertising/pro-for-that Franchising MAGAZINE USA 57

veterans supplement

Q&A: Neighborly - Lou Schager | Mosquito Joe

Q&A with LOU SCHAGER MOSQUITO JOE “

Similar to the best-run military organizations, Mosquito Joe franchisees are always helping each other and constantly working on advancing their teams to provide their community with the best mosquito control services possible.

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Can you share more on your military background? In 1990, I graduated from the United States Naval Academy and began my journey through the Naval Aviation pipeline. I was privileged to serve 27 years in the U.S. Navy, primarily flying F-14 and FA-18 aircraft for much of my career, graduated from the Navy’s Strike-Fighter Weapons School (TOPGUN) and served as the Commanding Officer of an FA-18 squadron. Throughout that time, I flew 110 combat missions in support of our U.S. and coalition forces over Iraq and Afghanistan over five separate deployments. During my last tour, I led as the Commanding Officer of Naval Air Station Oceana, the largest Naval Air Station on the East Coast before retiring in 2017.

career, I asked myself, “Where can I find that sense of purpose in the private business sector?” Mosquito Joe’s mission of bringing happiness and health to families and their pets really resonated with me. Also, I was drawn to Mosquito Joe as a franchise business as I knew it presented an opportunity to take advantage of my military-inspired leadership skills, strategic thinking and a disciplined approach to following processes.

How have the skill sets you developed in the military helped you in your franchising endeavors, especially during the pandemic?

Serving in a leadership capacity in the military requires as much of an emphasis on building relationships as What led you to franchising? it does on making informed, strategic I love the military because I appreciate decisions. Developing and sustaining sense purpose and mission. Ryan the Ursey (left)ofwith Chris Wyland - ChiefWhen Developmentbusiness Officer atrelationships Roll-Em-Up. requires clear seeking an opportunity after my military communication, and that was paramount 58 Franchising MAGAZINE USA

during the pandemic to help navigate the uncertainties of COVID. Also, Veterans leave the military with leadership skills and an innate understanding of how to share best practices to help each other succeed. Similar to the best-run military organizations, Mosquito Joe franchisees are always helping each other and constantly working on advancing their teams to provide their community with the best mosquito control services possible.

Why are military veterans especially well-suited for franchising? Veterans leave the military after years of following a disciplined regiment and that translates well into running a franchised

business. Inherent in operating within a Franchise model is a servicemember’s ability to follow processes which leads to strong Brand loyalty and success.

Do you have any advice or resources for other military veterans looking to transition into the franchising industry? I’d invite servicemembers to do their homework and ask lots of questions when seeking business opportunities in franchising. There are so many to choose from, but at the end of the day, find a category or business sector that you have a passion for since this will be your life for years to come. Also, International Franchise Associations’ “VetFran” is an

excellent resource for military veterans seeking to learn more about franchising opportunities.

What plans for development do you have for 2022? We want to continue our growth around the country because it’s obvious - outdoor pests are never going away. We’ve made a dedicated effort in the Midwest and New England for ticks and mosquitoes. Also, with mosquitoes becoming a really big problem in California, we’re pleased to be a solution for our customer’s needs out west. Also, we want to continue a strong growth that remains focused on our professional,

superior customer service. Lastly, being a part of the EPA’s Pest Environmental Stewardship Program (PESP) is really important to me and our owners, as well as the consumers, because it shows we are thoughtful about our approach to Integrated Pest Management while considering the effects on the environment.

Is there is anything else you would like to add? I am proud to be within the Neighborly family, the world’s largest provider and franchisor of home service brands. Like Mosquito Joe, every Neighborly Brand promotes a commitment to Veterans, creating opportunities for thousands of servicemembers across the country. Franchising MAGAZINE USA 59

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EXPERT ADVICE: Douglas Smith | Senior Vice President of Franchise Development | BELFOR Franchise Group

Veterans Can Find a Home in Service-Based Franchising Douglas Smith is the Senior Vice President of Franchise Development at BELFOR Franchise Group, the world’s largest residential and commercial services franchise group which operates franchises including 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®, redbox+®, WINMAR®, and Z PLUMBERZ. For more information on BELFOR Franchise Group, visit www.belforfranchisegroup.com.

After sacrificing so much to serve the country, returning home to start a new career can be daunting for veterans – but it doesn’t have to be. There’s a natural connection between military service and franchising that offers veterans the chance for a fulfilling and successful second career. In particular, service-based franchising plays to many military skills and is increasingly indemand by home and business owners. In fact, according to a study by the International Franchise Association, one out of every seven franchises in America are currently owned by a veteran. BELFOR Franchise Group (BFG) prides itself on consistently hiring veterans to own businesses within its network of 11 service-based franchises. Two of our nine brands, DUCTZ and 1-800 WATER DAMAGE, were recently ranked on Entrepreneur’s list of top franchises for veterans. Let’s dive into a few reasons why franchising is a great option as a second career for veterans. 60 Franchising MAGAZINE USA

A Heart of Gold It takes a special type of person to put their life on the line to protect their country. The desire to selflessly serve and put other people’s needs before their own is a trait that cannot be taught. Upon leaving the armed forces, that compassion and inclination to give back doesn’t just go away. We’ve found that veterans find comfort within home-based franchises that provide communities with specialized services, whether it’s routine home maintenance or emergency response. At BFG, we have created a strong, inclusive culture that’s built on the foundation of “people helping people.” Take for example Bill Weber, owner of The Patch Boys of DuPage County and a 45+ year home renovation industry expert and proud U.S. Navy veteran. Since his time in service, Bill has been an active community member and assists homeowners, business owners and property managers with his company’s high-quality drywall and plaster repair services. His passion for helping others and commitment to service positioned him to become an incredibly successful franchisee. People with heart

and a desire to help others are the core of what makes a great home-based services franchisee – as for the technical skills, those can always be taught.

Growth Opportunities Within the armed forces, there is room to progress through the ranks with continued growth, skill mastery and leadership. The same goes for franchising – and entry into the franchising world often comes with a discount for veterans. We’ve seen time and again that team members who start out as entry-level technicians eventually work their way up to owning and operating their own business. This was the case for Tyler Keeports, co-owner of DUCTZ of North Lancaster and Lebanon Counties. After his military career with the Army, he worked as an electrician before joining DUCTZ as a technician. Thanks to comprehensive training and support programs, Tyler is now as a franchise owner alongside his father Dave Keeports, who is also a veteran. Just like veterans receive onthe-ground training within the military, ongoing coaching and development ensure that franchisees have both the technical competence and business development

Z PLUMBERZ, he realized the benefits of the network and reputation offered by BFG. From there he flourished. The discipline, attention to detail and importance of teamwork that he learned in the military has also been the key to his success as an expert plumber and business owner over the past 26 years. There is no doubt that starting a new career is a big step with a period of transition, especially for veterans who are looking for a fresh start after serving their country. While there are unique challenges that come with owning a business, many veterans are innately well-equipped to flourish within service-based franchising. The numerous parallels between franchising and military – including the desire to help and serve others, utilize training for growth and leadership opportunities, and principles of discipline and collaboration – lead to success and a rewarding career path. knowledge to serve their customers and grow their business.

Established Support Systems In the military and in service-based franchising, you are never alone. From the start, there are clear processes and systems in place to help guide daily operations and stay on a growth trajectory. Typically, franchisees must follow a set of uniform guidelines when making decisions related to hiring, marketing and office design, just to name a few, while simultaneously having the freedom to handle many aspects in a way that reflects their personalities and values and makes their business their own. Business owners operating under the established BFG umbrella get the support of a reputable brand with the name recognition to follow, helping to attract clientele and get the business up and running more quickly. They also have access to our entire network of owners – not only to build relationships but also to learn best practices and discover shared experiences. Steve Ivey, owner of Z PLUMBERZ of Temecula, entered the plumbing industry after his time in the Marine Corps, first trying to go at it alone. Upon discovering Franchising MAGAZINE USA 61

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FRANCHISEE IN ACTION: Doug Toler | Storm Guard Franchisee

Why Franchising is THE Best Business Opportunity for Veterans Doug Toler, a United States Military Veteran turned Storm Guard franchisee, shares his story and the valuable lessons that he learned while in service that have helped him to succeed within the franchise industry. Toler served in the first Gulf War before returning home and now owns and operates the largest Storm Guard franchise on the east coast.

My Credentials Ever since I was a child, I knew that I wanted to join the military and serve my country. I grew up in Arlington, Virginia, a suburb of Washington D.C. My parents were involved with the government so I was constantly surrounded by and involved in conversations about our country. Wanting to branch out in terms of my career path, I looked elsewhere to try and make a difference within my community while also following in my parents’ footsteps. By the time I made it to high school, I knew without a shadow of a doubt that I wanted to join the military. I decided to join the ROTC program offered as an elective class for the last two years of high school. During my senior year, I decided to join the United States Marine Corps to be one of the “Few and Proud”. My mother was less inclined, but with 62 Franchising MAGAZINE USA

some encouragement and a blessing from my father we agreed I would try to become a Marine. In speaking with my recruiter, the Harrier program looked amazingly cool. I was eager to join the Marine Corps, and one day work with these exceptional aircraft. Six months later, they paused the program so I explored other options with the recruiter. After a long conversation, we came across the “LAV” Light Armored Vehicle. The promotional videos immediately sparked my interest and I knew that if flying harriers was no longer an option, this was my new path for my service. The recruiter expressed that they were starting a Light Armored Infantry Company at USMC Quantico Base, located in Virginia. I was ecstatic because the base was close to home and I knew that this was my purpose. After I graduated high school, I went to boot camp in Paris Island

SC. I went from Bootcamp to an Army base in Rural Maryland where the LAV training would begin. Upon completing my training, I was stationed at Quantico where I continued to learn everything from important leadership skills, maintenance on vehicles, and the will to never quit. On December 25th 1990, I was deployed to the Gulf War. The month leading up to and during battle is truly where I learned the leadership skills and devotion that I have today. When I went to the Gulf War, our captain was a true leader. He knew how to command a group of Marines with both heart and strength. His selfless attitude and Lead by example to others while under major stress inspired me to adopt a similar leadership style in my own ventures. Once the first Gulf War was over, I knew that the skills I learned while in the military would be applicable to a future career.

The skills that I have learned “ throughout my military service have been incredibly helpful to my new career as a small business owner. I was able to learn valuable leadership skills that have helped me to put together a team that I can trust to provide nothing short of excellence every day.

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What Led me to Franchising After serving in the military, I started working for large corporations in their transportation sector. After searching for the right fit, I got a job at Coca-Cola, working my way up from route sales into sales management. Several years later, I decided to leave and wound up at their competitor, Pepsi. At Pepsi, I also worked my way up from sales management to become an Operations manager. I liked the work and fast pace but it was the fact that I was not able to spend as much time with my family that began to take a toll on me. After seven years, I decided to leave and join Pepperidge Farm. I stayed there for 13 years until I grew tired of corporate America and was introduced to franchising. What intrigued me about franchising was that I didn’t have to recreate a business model or plan of success because Storm Guard already had a proven model. I had always been good at working with my hands and I wanted to be involved in a company that gives back to the community. I did some research and found Storm Guard, an innovative and community-driven roofing and construction brand. I fell in love with the company and the exceptional service that they provide. At Storm Guard, they made it a point of emphasis that they are committed to helping their local community and their employees which was important to me. I excitedly started this new chapter of my life and decided to franchise my own Storm Guard location in my home region of Northern Virginia, becoming the first Storm Guard franchisee.

Military Skills Help Veterans Navigate the COVID-19 Pandemic

come out stronger. All of these attributes can be applied to franchising. There are

going to be tough times running a business

The skills that I have learned throughout my military service have been incredibly helpful to my new career as a small business owner. I was able to learn valuable leadership skills that have helped me to put together a team that I can trust to provide nothing short of excellence every day. Those skills were truly put to the test in the last two years. If it wasn’t for the lessons, I learned in the military such as getting up and working harder every time you get knocked down, I would not have overcome the challenges that the pandemic presented. We have developed a family here at Storm Guard and I am so happy with the work that we do throughout our community.

and sometimes certain circumstances are

What Makes Veterans WellSuited for Franchising

company that aligns with your values.

Military veterans are well-suited for franchising because we are all trained to constantly think strategically and be resilient in times of trouble. For all servicemen and women, being away from home in a dangerous place can be daunting. During my time in the military, there were times when we would get beat down, but we had to stay positive, develop a plan, and

out of your control. Every service member that I have had the pleasure of meeting

is more than qualified to overcome these obstacles. We have learned what it takes to succeed in the harshest conditions

through resiliency and strategic planning and can apply these characteristics to the franchising space.

Advice for Military Veterans Looking to Transition into the Franchising Industry My advice for veterans looking to get

involved with the franchising industry

would be to do your research and find a One resource that I recommend would be Franchising for Heroes, a newly formed organization with the goal of helping

servicemen, women, and first responders find jobs and break into the world of

business ownership. Take your exit from

the military as a fresh start. The skills and unique experiences that you have learned and gone through can open up doors that

you may have never thought were possible. Franchising MAGAZINE USA 63

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EXPERT ADVICE: Paul Linenberg | President | Gotcha Covered

Give Back to the Community by Maintaining a Charitable Giving Program

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.

Whether you are watching TV or reading your local newspaper, it is common to see nonprofits requesting donations for various causes. Instead of letting these opportunities fall by the wayside, franchises and other organizations should take an active role in supporting charities on both a national and local level. If an organization has the resources, giving back to the community should be a priority. It’s my belief that organizations should make it a focus to establish and maintain charitable giving programs because, in most cases, we have the capital and 64 Franchising MAGAZINE USA

and corporate staff can feel good about working for a company that is doing some good above and beyond taking care of their clients, which can add more meaning to the employees and owner’s daily work. Having a charitable giving program can also let the world know that you care about more than just making a profit, which can attract potential clients and employees. In addition to those internal benefits, the monetary donations and time spent with the nonprofit will only help the cause in which you are supporting.

resources to do it. Running a business means that we generate revenue and profits, and I believe that we have an obligation to give some of that back and provide some benefits to the larger society of which we are a part. This is one of those cases wherein a small contribution by a large number of businesses can have a major positive effect on society that compounds with more participation.

Starting and Maintaining Charitable Giving Programs

Charitable contributions can have several benefits for both the organization and the charities that receive the donations. On a personal level, I believe the biggest benefit is that we, collectively and in our own way, do benefit society with our involvement in charitable programs. A secondary benefit is that both the franchise owners

It is never too late to start a charitable giving program. Whether you have been in business for five years or 100 years, there is always an opportunity to give back to the community or support a cause you are passionate about. In fact, I would encourage it. Remember, it is OK to start small. View this as a long-term, permanent

We support a charity called “ Fisher House, which provides free local housing to the families of military veterans who are being treated at nearby military hospitals.

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part of your business’s culture and give it time to grow both organically and as a result of intentional effort. It’s important to understand that every employee or franchisee may not buy into it immediately for a variety of reasons. Don’t let this dissuade you from starting a program – and sticking with it. When it comes to starting a charitable giving program, the first principle is to be authentic and choose a cause or organization that is personally important or is relevant to the business. Too many businesses choose to associate with people or organizations strictly for publicity. Others, unfortunately, choose causes that are political in nature, which are inherently divisive and will put off or offend a large portion of the population. I would recommend against this form of charitable giving. Take the time to speak with your leadership team and employees

to determine what causes are important to them. This will help you form a broader understanding of the mindset of your employee base. Then narrow the search down to two or three organizations that mean the most to you and your company. At Gotcha Covered, we give to causes that we wholeheartedly support. For example, we support a charity called Fisher House, which provides free local housing to the families of military veterans who are being treated at nearby military hospitals. For

us, this is a perfect combination since it involves the support of our veterans, which is very near and dear to us, and is related to housing. We also support women’s cancer charities, which is important to us because our typical clients are women, who are inherently at-risk for both breast and ovarian cancer. Once your organization has determined which cause you want to support, I would recommend exploring some of the organizations that support that particular cause. Not all charitable organizations are created equal, and you can find some more information and reference from third-party review sites like Charity Navigator in the U.S. or Charity Intelligence in Canada. Each one evaluates and provides free data on thousands of charitable organizations and will be immensely helpful in guiding you to the right group to support. Once the program is in place, it is up to the business owner to maintain the donation efforts. There are no one-size-fits-all approaches to running your program, but these steps will help you get off on the right foot. Remember, while this can have a positive effect on your business and its reputation, it is also an important aspect of running a organization. If you have the means to provide support to relevant causes, it is in the best interest of your community to do so. Franchising MAGAZINE USA 65

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spotlight: Franchising for Heroes Inc.

Franchising for Heroes Inc. Set to Help Service Men and Women Thrive in their Second Act of Service

Franchising for Heroes - A newly formed organization with the goal of helping service men and women find jobs and break into the world of business ownership through franchising has officially launched. The organization is run by Veterans and former First Responders with a passion for helping heroes in search of their next calling and offers a variety of programs to help veterans and current and former first responders succeed within the franchising space. Franchising for Heroes is the creation of Pivotal Growth Partners manager of strategic projects and special initiatives and former police officer, Martin Parker. Leveraging his former relationships within 66 Franchising MAGAZINE USA

FFH wants to help create the opportunity to work and a path “ towards ownership within franchising. ” law enforcement and partnering with franchisees within PGP’s client brands, Martin teamed with Chris Harvey, a decorated Navy veteran and franchise owner and Charles Rankin, franchise owner, Airforce veteran, and former FBI agent, Woody Furnas, former police commander and franchise owner and Jen Furnas, former paramedic and firefighter and franchise owner to bring his idea to fruition. The team set out to create programs offering first responders and veterans the chance to grow, learn and thrive in their Second Act of Service in addition to establishing the organization as a registered non-profit.

“What we have come to realize over the past year and a half is that companies and businesses, small and large, are finding it extremely difficult to retain or hire employees,” said Martin Parker “We have also come to realize that due to nationwide social unrest, first responders are looking for other opportunities outside of public service. Veterans and first responders want to work. FFH wants to help create the opportunity to work and a path towards ownership within franchising.” FFH’s Heroes to Jobs Program provides a way to help veterans and first responders find employment placement within a franchise brand as a shift lead, assistant

About Franchising for Heroes Built on the premise of “Heroes Helping Heroes,” Franchising for Heroes offers career consultation for U.S. Military Veterans, and First Responders looking for their second act of services as leaders in business. The founding members of Franchising for Heroes have proudly worn the same badges, patches, and scars as our heroes, and have first-hand experience transitioning from uniformed service to the world of franchising. Our mission is two-fold - we strive to help our brothers and sisters who heeded the call with education, guidance, awareness, and a path forward in franchise ownership and we amplify the visibility of our championed causes that seek to shine a light upon darkness that affects the lives of our heroes and their families. For more information about Franchising for Heroes, please visit https://franchisingforheroes.com/

About Pivotal Growth Partners manager, or manager. This program also places vets and first responders on a path to becoming an operational partner within the franchise’s they are placed, with the ultimate goal of creating a path toward ownership of his or her own franchise location. More so, Franchising for Heroes offers a Heroes to Owner’s Program, which aids heroes who already qualify for ownership of a franchise. FFH’s third program, Investment in Heroes, gives non-service members the chance to partner with a hero to become a franchise owner or invest in a hero as an operational partner. “I wanted to do something that allowed me to continue to serve but on my own terms”, said Charles Rankin, a co-creator

I wanted to do something “ that allowed me to continue to serve but on my own terms”, said Charles Rankin, a co-creator of FFH, Veteran and Former FBI special agent.

”

of FFH, Veteran and Former FBI special agent. “Just the opportunity to talk with fellow veterans in the military and law enforcement about what’s next is an honor.” Franchising for Heroes is actively seeking to partner with brands who value the service of our Heroes and would like to do their part in saying thank you by employing and creating ownership opportunities for our service men and women.

Pivotal Growth Partners (PGP) is a fullservice Growth & Development Firm with an unparalleled track record of success in growing franchise brands. The experienced team at PGP has awarded & developed more than 5000 franchised businesses across the US and internationally, working with startups and some of the world’s largest companies. With a combined 50+ years of experience and a network of growth and development partners, Pivotal Growth Partners creates value, growing small, regional companies into nationally acclaimed brands. PGP deploys proven processes and systems to effectively grow a business, by creating a “Results Focused” Franchise Growth & Support Culture within its brands. For more information, visit www.pivotalgrowthpartners.com. Franchising MAGAZINE USA 67

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EXPERT ADVICE: Jonathan Barnett | CEO | Oxi Fresh Carpet Cleaning

How Franchising Provides Veterans a Path to Entrepreneurship CEO of Oxi Fresh Carpet Cleaning, Jonathan Barnett, Breaks Down Why Military Veterans Can Excel in the Franchising Industry Franchising can be a great opportunity for veterans who want to become entrepreneurs. Through franchising, veterans can benefit from the structure and support of a franchise system while also leveraging the invaluable skillsets they developed during their service. As the CEO of Oxi Fresh Carpet Cleaning, a fast-drying carpet cleaning franchise with hundreds of locations, I’ve worked with the many veterans who make up a large part of our system. These franchisees work hard, are focused, and run efficient operations. They also make the most of the many tools and programs we provide. I love having these vets be a part of Oxi Fresh, and so I wanted to take a moment to share some useful observations and lessons with any veterans reading this.

What Makes Veterans WellSuited for Franchising Like I said before, when it comes to entrepreneurship via franchising, veterans have some distinct advantages. Thanks to their military training, they have focus, self-discipline, and resourcefulness in abundance. Those qualities are vital to building strong businesses. It’s a veteran’s familiarity with systems and structure, though, that is especially empowering in the world of franchising. 68 Franchising MAGAZINE USA

Luckily for veterans, adapting “ to systems and structures is something with which they are familiar.

”

a business. I strongly recommend taking business courses at a local college or university, reading books by experienced entrepreneurs, and networking with successful business people in your area. Through all of this, you will become a more effective entrepreneur.

Military Skills Help Veterans Navigate the COVID-19 Pandemic

Jonathan Barnett is an experienced entrepreneur and franchisor. Since opening his first business in college, Jonathan has always been in the thick of it, building businesses and finding opportunities. His franchise company, Oxi Fresh Carpet Cleaning, has nearly 500 locations across the United States and Canada, with more locations opening every year.

Why? Because quality brands employ a variety of systems. For example, Oxi Fresh offers a range of tools and programs that include everything from customer management software to marketing programs to operational regimens. Those Oxi Fresh franchisees with military experience know how to adopt these various systems and embrace their utility. They use these tools to their utmost and thus can strengthen both their individual businesses and the system as a whole. Add the hard work, leadership, and accountability we see in our veteran franchisees to the mix, and it’s clear why many veterans make great businesspeople.

Research the Franchise: There are a lot of systems out there, and each and every one of them will present themselves as the ideal opportunity. To determine which opportunity is a good fit for you, research the franchisor’s history, systems, franchise disclosure documents, etc. Talk with existing franchisees, learn about the level of support provided, understand the actual costs to opening (and maintaining) a business, and look into competitors (both franchised and not). The better informed you are, the easier it will be for you to make the right decision.

While starting a business is an amazing opportunity, it’s also a big risk. That’s why you can never do too much research when deciding what type of franchise to open.

Research Your Market: If you’re planning on opening a business where you live, you can’t just blindly assume that your hometown is the perfect place for a franchise. The town you live in could present numerous obstacles, such as being too small or having too low of an income level. It’s important to realize that it’s not enough to have an excellent franchise brand—you also need a sustainable market.

Here are some tips for veterans to utilize while researching franchises opportunities:

Research Business Itself: Being a veteran gives you a valuable skill set, but it’s not the only one you’ll need to run

Advice for Military Veterans Looking to Transition into the Franchising Industry

The COVID-19 pandemic brought many restrictions and regulations designed to protect the public interest. Every company has had to adapt to these new rules and consequently needed new systems—we’ve all seen how restaurants have changed, for example. Luckily for veterans, adapting to systems and structures is something with which they are familiar. As long as the franchisor provided useful, clear guidelines, veterans could effectively adapt their operations to create a safe environment and minimize the risk of spreading COVID-19. Adjusting to new scenarios is nothing new for veterans—their experience in the military had taught them adaptability.

About Oxi Fresh Oxi Fresh is one of the nation’s greenest and fastest-growing carpet cleaning franchises. Through innovative products and modern technology, Oxi Fresh offers ecofriendly carpet cleanings with a quick, one-hour dry time. The brand has won numerous awards and been ranked in prestigious industry listings, such as the Franchise 500, Inc. 500|5000, FBR’s Franchisee Satisfaction Awards, and was named America’s #3 Best Franchise to Buy in Forbes. Recently, Oxi Fresh was ranked as a Top Franchise for Veterans by Entrepreneur magazine. Franchising MAGAZINE USA 69

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HAVE YOUR SAY: Pat Durkee | Chief Operating Officer | Office Pride Commercial Cleaning Services

Authenticity Is the Key to Recruiting Veteran Franchisees Franchisors talk a lot about wanting to recruit more veterans to become franchise owners, and for good reason: Veterans make awesome franchisees. Many franchises consider veterans among their ideal franchise candidates. The same character traits that help veterans succeed in the military – discipline, organization, leadership and being self-motivators – help them succeed in whatever business they decide to pursue after they conclude their service. For most franchisors, the question is not whether to pursue veterans but how to go about reaching them and persuading them to join your ranks. Most franchise recruitment efforts lean heavily on advertising, brokers and portals – but with veterans, those methods do not always work. What they really want is for you to speak to them authentically.

A Tough Sell Veterans tend to be a skeptical lot. Probably because of the training they have received, they are distrustful of ads that target them simply because of their veteran status. They also are unlikely to look favorably on advertising that touts a company’s gratitude for their service when it seems more like a sales pitch than an authentic expression of thanks. Many businesses think attracting veteran franchise owners is as easy as showing a picture of a soldier in their ads. And don’t even think about featuring a photo 70 Franchising MAGAZINE USA

For most franchisors, the question is not whether to pursue “ veterans but how to go about reaching them and persuading them to join your ranks. ” of a franchisee wearing his old uniform: Department of Defense regulations prohibit advertising that depicts a current or former military service member in uniform. Using such photos and tactics may discredit a business in the eyes of the very demographic they are trying to attract.

Focus on the Positive Instead of targeting veterans with hokey ads, franchises that successfully recruit veterans focus on sharing authentic

information about what is important to their company. At Office Pride, for example, we talk a lot about our culture and our core values. Our company was built on a set of strong core values, and we live and work by them every day. That’s important to us, and it matters to our franchisees. Veterans respect that, because similarly, military code dictates how men and women in the service are expected to conduct themselves. In talking with franchise candidates,

we also stress our proven processes and support systems. With nearly 30 years of experience, Office Pride has been able to adopt best practices, refine procedures and create systems that work. Veterans appreciate established procedures and understand the importance of following them. You may never have a more compliant franchisee than a veteran! We also love to tell success stories about our veteran franchise owners. All franchisors know that franchise candidates must be able to envision themselves working and succeeding in a franchise before they will commit. That’s why we proudly share the successes of our owners who are veterans on our social media platforms and with the media.

Support Veterans Causes Finally, we support the veterans in our franchise system as well as those who haven’t found the right franchise fit yet. One way we do that is to partner with

objective third parties who assist military personnel in transitioning to the civilian sector and determining if franchising is a suitable path for them. We have a long and proud association with VetFran®, a program of the International Franchise Association Foundation. VetFran was established after the first Gulf War to build a network of brands that encourage veterans to explore opportunities within franchise systems. We also partner with Orion Talent to provide franchise opportunities to military personnel who have been honorably discharged from the U.S. military. Authenticity is the key to successfully recruiting veterans to join a franchise system. They want to know what your company stands for. They want to know that you invest in helping veterans find the right opportunity to own their own business. And they want to know that veterans in your system get the support they need to succeed.

Pat Durkee is Chief Operating Officer of Office Pride Commercial Cleaning Services and a U.S. Navy veteran. Office Pride is a five-star participant in the IFA’s VetFran program and is ranked among the “Top Franchises for Veterans” by both Entrepreneur and Franchise Business Review.

How To Recruit Veteran Franchisees Be direct and honest. Talk about the things that matter to you and to veterans. Tell success stories of real veterans who are franchisees. Support veterans causes like VetFran and Orion Talent. Franchising MAGAZINE USA 71

FR A NCH I SE & SERV I CES D I RECTORY

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

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

Business Finance Depot

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

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

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

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

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

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

caring transitions

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

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

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

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

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

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

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

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

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

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

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

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

FR A NCH I SE & SERV I CES D I RECTORY

Dough & Arrows

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

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

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

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

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FR A NCH I SE & SERV I CES D I RECTORY

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

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

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

www.remedysalonsuites.com/franchise

The red Chickz

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

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

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

remedysalonsuites@gmail.com

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

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

Slim Chickens

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

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

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

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

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

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

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Email: info@vfp.us Website: getvfpnext.com

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

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

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Don’t miss an issue

Get the App COVER STORY: Sheenco Travel

“

Obviously, the more passionate you are about something, the easier it is to sell it and create a business around that product.

”

MAKE A CELTIC CONNECTION WITH A SHEENCO TRAVEL FRANCHISE International travel is starting up again after more than a year of pandemic lockdowns and people are spending more on travel than ever before. That means it’s the perfect time to invest in a luxury travel franchise, says the CEO of Sheenco Travel. Genevieve Sheehan, who founded Sheenco Travel back in 2012, is currently looking for professionals across the United States to open a home-based travel franchise that focuses on bespoke luxury vacations in Ireland and the United Kingdom. One of the biggest advantages to joining Sheenco, Sheehan explained, is that franchisees only need to customize and sell the trips. Sheenco’s team in Ireland takes care of everything after that, including the tour bookings, the logistics and any issues that may pop up while the guests are traveling. “It’s a great opportunity for anyone who wants to get into the travel industry, but doesn’t know where to start,” Sheehan said during a recent interview from Sheenco’s Irish ofﬁces in County Cork. “We will be providing in depth and ongoing training and support and the booking of the trips is already taken care of.” 10 FRANCHISING MAGAZINE USA

“

One of the biggest advantages to joining Sheenco, Sheehan explained, is that franchisees only need to customize and sell the trips.

”

Travel Franchise Inc. is the Franchisor. Meanwhile the Irish company has transitioned into a destination management operation, meaning once the trip is sold by the franchisee, the team in Ireland manage everything after that. Eventually, Sheenco does want to expand its destination offerings, but it will likely do that at a relatively slow pace. This is because the company puts a strong emphasis on customer service and wants to retain its current 4.9-star ranking on Google and Trustpilot, so their focus right now is ﬁnding and supporting passionate individuals who are keen to start their own travel business via franchising.

With so many people in the USA “ being able to trace their genealogy back to these countries, it should be easy to find franchisees with that unique Celtic connection.

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connection with those speciﬁc countries for many Americans. “It means you can become a specialist for those countries instead of trying to sell everywhere in the world, as so many travel agents do,” Sheehan noted.

Celtic Connection

In 2019, Sheehan bought out her cofounder and is now the sole owner of the company.

Sheehan said there are three main things she looks for in a potential franchisee. They have to be passionate about traveling, they have to be passionate about providing stellar customer service and they should have a strong connection to Ireland, Northern Ireland, Scotland, Wales and/or England.

Deciding that franchising was the best option for expansion, Sheehan set up two US corporations headquartered in Plano, Texas. Sheenco Travel Inc. operates as an outbound tour operator and Sheenco

With so many people in the USA being able to trace their genealogy back to these countries, it should be easy to ﬁnd franchisees with that unique Celtic connection.

“Obviously, the more passionate you are about something, the easier it is to sell it and create a business around that product,” the CEO explained.

Keeping Motivated Hoping to scale quickly, Sheehan wants to have 20 franchisees within three years and 50 within ﬁve years as they also expand VOL 10, ISSUE 1, DEC 2021 their list of destinations.

MAGAZINE USA

Being Supportive

While Sheenco is brand new to franchising, they are off to a running start. Already a member of the International Franchising Association, they are poised to start COVER STORY signing up franchisees from across the MAKE A CELTIC USA.

CONNECTION A look Once franchisees do signWITH up, they can forward to robust training that includes online manuals and videos. The destination management team in Ireland will also be there to provide input on the various products Sheenco sells to help train the franchisees, who will be known as Luxury Travel Specialists.

SHEENCO TRAVEL FRANCHISE

Sheenco also has its own customized software to help put together the luxury tour bookings for guests.

ACTIONABLE TRENDS IN FRANCHISING

ENTERING 2022

CRITICAL QUESTIONS TO ASK ABOUT YOUR BUSINESS

“The best way to know a product is to experience it,” Sheehan noted.

To keep their franchisees motivated during this whirlwind expansion, Sheehan plans to have business development managers work directly with the franchisees. She also aims to foster a sense of community within the business through online communication platforms where franchisees will be able to share their wins, along with regular inperson networking events Getting a home-based franchise off the ground, especially during that ﬁrst year when you’re just getting your footing, can be a bit lonely, Sheehan noted. That’s why Sheenco really wants to let their franchisees know they’re part of a family. “We’re very keen to build up that sense of community,” she said. With pandemic travel restrictions lifting and the luxury travel industry roaring back to life, now is an ideal time to make a Celtic connection and join the Sheenco Travel franchise community. The familiarization trips alone make it sound like an amazing opportunity.

FRANCHISING MAGAZINE USA 11

AS THE NEW YEAR BEGINS

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Franchising Magazine USA December 2021

Articles inside

Franchising News

George Knauf

Heather Ripley

Jennifer Cook

Dave Thrasher

A-Z Franchise & Services Directory

Keith Gerson

Sheenco Travel