FRANCHISING USA September 2020

Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 08, ISSUE 10, SEPT 2020

FPN & POLN8

tailor payment and loyalty program services for franchises

Pivot!

The 2020

Business Strategy

special feature

pet friendly franchises LATEST NEWS

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FRANCHISING USA VOLUME 8, ISSUE 10, 2020 president: Colin Bradbury. colin@cgbpublishing.com

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

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

managing editor: Diana Cikes. editor@cgbpublishing.com

advertising: Leslye Fisher. National Advertising Manager leslye@franchisingusamagazine.com

Editorial team: Hayley Drew Gina Gill Rob Swystun

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: Franchising Payments Network

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

Welcome to our September issue of Franchising USA. Many franchise businesses are doing it tough through the COVID-19 crisis, Franchising USA magazine stands ready to support our readers with reliable, factbased information and expert advice.

We are delighted to feature Franchising Payments Network (FPN) on our front cover; turn to page 10 to read about how this American business and its sister company POLN8 want to make life easier for franchises by standardizing their payment systems and upgrading their loyalty programs. FPN helps franchisors with all kinds of finances, like collecting royalty and marketing fees from their franchisees, dealing with ATM machine fees and automated clearing house transactions.

We have a bumper issue for our readers this month with Ziebart featured on our Veterans in Franchising cover. Former Weapons Director for the U.S. Air Force, veteran and Ziebart franchise owner, Nick Lambie was in charge of managing every move of his tanker and fighter aircraft in order to execute each mission successfully, today, he is the owner of a successful Ziebart franchise in his hometown of Morgantown, West Virginia. Read his story on page 54.

There’s no doubt we’re living in unprecedented times, but that also means new opportunities will emerge. For individuals with entrepreneurial goals, we think investing in the booming pet care sector makes sense, check out our special feature all about Pet Friendly Franchises on page 35.

As always, readers will find plenty of franchising news, expert advice articles from our professional contributors, profiles pieces, and our A-Z franchise listing directory with all of the best franchise opportunities available right now.

Enjoy the read!

Vikki Bradbury & Diana Cikes Franchising USA

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

“In the middle of every difficulty lies opportunity.” ~ Albert Einstein

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

september 202

On the Cover

10 Cover Story: FPN & Poln8 Tailor Payment and

Loyalty Program Services for Franchises 35 Special Feature: Pet Friendly Franchises

10

16 Expert Advice: Pivot! The 2020 Business Strategy

In Every Issue 6 Franchising News

Announcements from the Industry

35 Special Feature: Pet Friendly Franchises 49 Veterans in Franchising Supplement 63 A-Z Franchise and Services Directory

14

Expert Advice 14 Making Leaders: The Importance of Establishing Thought

Leadership for Franchise Brand Executives

Heather Ripley | CEO | Ripley PR 16 Pivot! The 2020 Business Strategy

George Knauf | Senior Franchise Business Advisor | FranChoice

16

22 Technology Employers can Leverage to Stay Compliant and

Keep Employees Safe During the Return to Work

Jim McGeady | Senior Director of Product Marketing | ADP 26 Why this Salad Concept Waited Years Before Franchising

Joey Cioffi | Founder and CEO | The Salad house 28 New Normal May Require New Way of Leading Your Franchise Brand

Terry Powell | Visionary Founder | The Entrepreneurâ&#x20AC;&#x2122;s Source;

18 Franchising USA

John Mattone | CEO | John Mattone Global, inc.

32 How Multi-Unit Businesses Can Position Themselves to

Thrive Through the COVID-19 Pandemic

Satya Ponnuru and Patrick Sugrue | NewSpring Capital

20

22

Have Your Say 18 Delivery Concepts Thrive Amid the Pandemic:

Why Pizza Guys Remains Resilient

Shahpour Nejad | CEO | Pizza Guys

Feature: Pet Friendly Franchises on the cover

28

38 Feature Article: Pawe-Some Pet Friendly Franchises 44 Many Opportunities for Animal Lovers with Pet Friendly Franchises 42 A Wellness Based Pet Care Franchise Focuses on What Makes

them Different to Grow in every issue

38

36 Franchising News Announcements from the Industry

38 Feature Article: Pawe-Some Pet Friendly Franchises Expert Advice 42 A Wellness Based Pet Care Franchise Focuses on What Makes them

Different to Grow Tim Vogel | CEO | Scenthound

44 Many Opportunities for Animal Lovers

with Pet Friendly Franchises

Rick Bisio | Franchise Coach | FranChoice

42

46 3 Reasons to Invest in an Emerging Franchise Niko Frangos | President

Cleveland-based Rascal House

42

46 Franchising USA

f ra nchising usa

what’s new!

TRUFUSION DEBUTS INNOVATIVE NEW STUDIO PROTOTYPE Leading fitness franchise concept TruFusion has announced the debut of its new prototype, an innovative studio model with a significantly smaller footprint than the brand’s flagship design.

TruFusion invested in designing a new prototype to expand its offerings and support the company’s accelerated franchise development efforts, positioning

the brand to grow its footprint in key target markets nationwide.

The new 2-3 room prototype was designed to give new and existing franchisees an

opportunity to open a TruFusion studio in a smaller space while still capturing the brand’s signature approach to boutiquestyle fitness.

“While our existing operators have

experienced incredible success with our traditional studio design, we recognized that it was important to offer franchisees flexibility and provide a multitude of options to make TruFusion accessible in more markets.”

TruFusion’s innovative approach to group fitness and yoga has differentiated the brand from other fitness franchise concepts and has fueled a surge in franchise development.

TruFusion is currently seeking qualified candidates to join its growing brand.

The company currently has franchise opportunities available in markets throughout the U.S. including South Florida, Chicago, the greater New York metro area and Long Island, Nashville, Raleigh, Washington D.C. and Boston, among others.

For more information about franchising opportunities with TruFusion, visit www.trufusionfranchise.com

Bricks & Minifigs Expanding Arizona Footprint Bricks & Minifigs, the one-stop-shop franchise for all things LEGO®, is continuing to expand its presence in the Southwest by opening its second Arizona location in Tucson. The new store is owned and operated by J.L. and Becky Burnett, and joins an existing location in Avondale.

“I have always dreamed of owning my own toy store and Bricks & Minifigs has given me the opportunity to pursue that dream,” stated J.L. “We were looking for a way to get into business for ourselves and with Bricks & Minifigs, we are able to provide a fun and exciting service to bring our community together, as well as build a business with our family. It is a dream come true and we are excited to share Bricks & Minifigs with the Tucson community.”

Bricks & Minifigs is unique in the retail

Franchising USA

industry because of the brand’s signature

buy, sell, trade model. Guests can buy new and used LEGO® products at all Bricks & Minifigs stores, and also have the option

to sell and trade in old or unused LEGO®

sets. Customers also have the opportunity to search through individual minifigs,

bulk bricks, components and accessories

to complete any LEGO® set that may be missing a few pieces.

In addition to a targeted expansion in Arizona, the brand is also seeking singleunit franchise partners in the Southwest market and in major cities throughout the United States. www.bricksandminifigs.com

Pinch A Penny Pool Patio Spa Launches BackTo-Back Franchises in Florida and Texas Pinch A Penny Pool Patio Spa, the nation’s largest swimming pool retail, service, and repair franchise, announced back-toback openings within the span of one month across Port St. John, Florida and Pecan Grove, Texas.

Located at 6269 North US-1, the new Port St. John store marks the 232nd location in Pinch A Penny’s home state, following openings in Chuluota and North Englewood earlier this year. Behind Pinch A Penny’s Space Coast expansion are first-time franchise owners, Tracy and Joe Clemente, who both draw on more than 40 years of combined experience in retail management working in Walmart stores.

Additionally, Pinch A Penny’s newest Pecan Grove franchise, located at 9711 S. Mason Road, Suite 105, marks the brand’s 13th location in the Houston metro area and 18th overall in the state. Pinch A Penny of Pecan Grove is owned and operated by husband-and-wife team Carlos and Valeska Davila, first-time franchisees who previously owned an independent pool company in Boca Raton, Florida for four years before moving to Houston to open their Pinch A Penny store. They are joined in this venture

by Valeska’s sister and brother-in-law, Maivi and Tom DuMont.

As an established franchisor with a proven business model, Pinch A Penny has emerged as an ideal opportunity for prospective franchisees who, like the Davilas and DuMonts, are seeking a viable path to opening a family-owned business in their community.

For more information about franchising opportunities with Pinch A Penny Pool Patio Spa, call 844-740-5139 or visit www.pinchapennypoolfranchise.com

Edible® is Ripe for Franchise Growth Around the Globe with Launch of New Prototype Edible®, one of the world’s most beloved and leading gift and treat destinations, is reflecting on a record breaking six months.

It has signed a total of 37 new franchise agreements since January. Now, Edible is aiming for its next ambitious growth goal: to sign 80 to 100 new franchise agreements in the US and to find new franchisees for five international countries between now and the end of the year.

“We have an entrepreneurial and experienced management team and same store sales have increased significantly year over year with 38% in April, 45% in May and 55% in June,” said Patricia Perry, vice president of franchise development.

“My team is eager to bring in candidates who are extremely driven, heavily involved in their communities, passionate about providing exceptional customer experiences and eager to use a no limits

approach to driving sales in their stores.”

With a brand-new store prototype rolling out which will provide visibility and transparency to the back of the house and a dynamic in store experience, Edible is remaining fresh and buoyant in a time of uncertainty. Deemed an essential business, the brand was able to keep the majority of stores open and revenue flowing. Recently,

it also launched a “Manage-To-Own” program, allowing qualified candidates with a desire and passion to become entrepreneurs an opportunity to make an initial investment of $30,000, participate in extensive training and be awarded an Edible franchise.

For more information, please visit www.ediblearrangements.com

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what’s new!

Smoothie King Experiences 2020 Growth

Smoothie King – the leading health and fitness-focused U.S. smoothie franchise with 1,195 global locations – announced at the beginning of August that it has maintained a steady development pace since the start of the year, opening 31 new domestic locations and 119 international locations while also signing 38 U.S. franchise agreements. The brand expects to open a total of 80 new U.S. locations by the end of 2020.

Despite the pandemic, Smoothie King is rebounding at an impressive rate, experiencing a 14-percent system wide sales jump year-over-year for July. This includes the brand’s 400-plus drivethru locations, which are averaging a 26-percent increase for the month versus 2019 sales data. Similarly, in June, Smoothie King’s franchisee in Greenwood, Ind., set an opening-week sales record at their new location – recording $45,759 in total sales.

This year, Smoothie King has added new locations in markets like Washington D.C., San Antonio, Tucson, and Louisville.

Additionally, the 38 signed-and-accepted franchise agreements are projected to produce 41 future locations and includes 12 new franchisees.

Smoothie King Korea also opened 119 new stores during the first seven months of 2020. These were predominantly a new-store format opened in EMart24 convenience stores.

The company also launched online ordering for in-store pickup, curbside, an exclusive delivery partnership with DoorDash, and

a new Immune Builder® smoothie flavor; donated $1,000,000 in smoothies to essential workers and workplaces nationwide; and

working with Under Armour to provide premium fitness content to loyalty guests.

Visit www.smoothiekingfranchise.com

Tint World® continues to grow franchise development team with latest hire Tint World® Automotive Styling Centers™, a leading auto accessory and window tinting franchise, announced today that Michael Glick has been named as the company’s new franchise development manager.

Glick was chosen to be the first point of contact for franchisees due to his past experience in franchise development for the automotive industry. Previously, he worked for TBC Corporation in Palm Beach Gardens, Florida. He has also worked for United Franchise Group, as the sales and marketing coordinator for Venture X. In his new role, he will be personally assisting new Tint World® franchise owners as they transition into their management roles.

Franchising USA

“I joined Tint World® because I enjoy seeing new business owners succeed,” Glick said. “Starting a franchise can be daunting, which is why I was so impressed by the commitment we have to helping each and every one of our stores offer the highest level of service.”

“It’s been a pleasure to work with Michael since he started with us in May,” said Charles J. Bonfiglio, president and CEO of Tint World®. “His experience, foresight and genuine interest in the success of our franchise locations made him the perfect choice for our new franchise development manager. We take a keen interest in all of our stores and trust that they are in good hands with Michael Glick.” www.tintworld.com

Modern Market Eatery Announces Integration with Grubhub Modern Restaurant Concepts, the parent company for Modern Market Eatery and Lemonade Restaurants, has enhanced the overall restaurant operations through direct integration with Grubhub. Both restaurant concepts have directly integrated with Grubhub, leveraging the company’s partnership with PAR Tech’s cloud-based Brink POS Software.

Now live at all Modern Market and Lemonade locations, the integration removes the necessity for restaurant tablets to manage orders. The integration also decreases delivery times for diners by automatically accepting all orders.

“A fully integrated tech-stack is an important sales-building strategy for our brands and our off-premise business.

With Grubhub integrating directly with our point-of-sale system, it removes any technical complexities and middleware from the equation, creating a more streamlined process,” said Erinn McCully, director of off-premise sales at Modern Restaurant Concepts. “We continue to see

our sales increase through Grubhub since the integration went live.”

the restaurant level through menu syncing

“Moving towards an integrated partnership with Lemonade and Modern Market not only improves overall restaurant operations, but also provides our diners with an overall better guest experience,” stated Christina Dorobek, VP of Enterprise Sales at Grubhub. “Increased efficiency at

results in diners getting their seasonal

and automated order submission ultimately favorites delivered faster and fresher.”

For more information about Modern Market, including franchise opportunities, please visit www.modernmarket.com

JUICE IT UP! ELEVATES SUSAN TAYLOR TO PRESIDENT & CEO of nearly 30 years, 14 of which were with Jamba, Taylor will lead Juice It Up!’s next phase of growth, leveraging her extensive franchise system background to emphasize growth in same store sales, average unit volume, unit count and franchisee profitability.

Juice It Up!, one of the nation’s leading handcrafted smoothie, açaí bowl and raw juice chains, today announced the promotion of Susan Taylor to President and Chief Executive Officer.

Susan joined Juice It Up!’s senior leadership team last September as VP of Operations. A restaurant industry veteran

“Susan is a dynamic, people-oriented brand builder and franchisee advocate who is highly strategic and successful at driving results. Since coming on board last year, she has made huge contributions in furthering the evolution of the Juice It Up! brand” said Chris Britt and Ed St. Geme.

“I’m thrilled and humbled to have

been given the opportunity to lead this talented team and continue our forward momentum in capturing a larger share of the market, which we are well poised to do,” said Taylor. “I am looking forward to really digging in and uncovering unique ways to increase franchisee growth and profitability and strengthen the guest experience while taking Juice It Up! to new heights.”

For more information about the Juice It Up! brand, its history and leadership team, and available franchise opportunities, visit www.juiceitupfranchise.com

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F r a n c h i s e Pay m en ts N e t wo r k ( F PN ) & P O L N 8

FPN & POLN8

tailor payment and loyalty program services for franchises Franchise Payments Network and its sister company POLN8 want to make life easier for franchises by standardizing their payment systems and upgrading their loyalty Luke Conner jumping on behalf of Window World with the All Veteran Group Parachute Team programs, respectively.

Franchising USA

Started by CEO Tom Epstein in 2006,

Franchise Payments Network (FPN) works

with nearly 200 franchise brands across the United States, Canada and internationally in 26 countries.

POLN8, which used to be known as

FPN Loyalty, is a comprehensive loyalty program that gives franchisees a way to actually track the value each customer brings to them.

Both have been specifically designed for franchises.

FPN FPN helps franchisors with all kinds of finances, like collecting royalty and marketing fees from their franchisees, dealing with ATM machine fees and automated clearing house transactions. But, their main focus is on payment processing for entire franchises.

Through their partnerships, FPN secures the best payment processing rates for the entire franchise by dealing with the franchise as a whole. This standardizes systems for all franchisees, reducing costs

“If a franchisor doesn’t have a system like FPN in place and each individual franchisee is using a different payment processing system, they’ll end up paying different rates across the board and that makes it difficult for the franchisor to help their franchisees control costs.”

and using the same hardware rather than each franchisee having something different.

This makes it easy for both the franchisor and the franchisees to understand the payment processing system and how much they’re going to pay throughout all locations. and increasing efficiency across the entire system.

“We aggregate the volume of all the franchisees in a chain in order to get them a much better rate on their processing,” Epstein said during a recent interview with Franchising Magazine. “We formatted our payment processing company in much the same way that a franchisor formats the delivery of their services to customers.”

Having the payment processing system uniform across the entire franchise means all franchisees are paying the same rate

If a franchisor doesn’t have a system like FPN in place and each individual franchisee is using a different payment processing system, they’ll end up paying different rates across the board and that makes it difficult for the franchisor to help their franchisees control costs, Epstein explained.

Better customer service Aside from getting the best rate for all locations and having the same payment processing system throughout the entire franchise, another advantage FPN brings is its customer service.

If individual franchisees are getting their payment processing systems from a bank, for example, and they call that bank to help them troubleshoot something with the system, the customer services representative will likely not know anything about the business.

But, if the franchisee uses FPN and they call customer service, the FPN representative will know everything about that business because FPN doesn’t outsource their customer service. FPN will know what system the business is using, what the business does, and anything else they need to help that franchisee with their issue.

The FPN representative knows that a franchisee based in Florida is going to have the same payment processing system as a franchisee of that same franchise who is based in California.

And, because of their strong relationships with their vendors, Epstein noted, if the FPN representative cannot directly help the franchisee, they can easily connect with someone from the vendor’s company to help the franchisee.

“We already know what point of sale you’re on, Epstein said. “We already know who the provider for the point of sale is so

Franchising USA

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F r a n c h i s e Pay m en ts N e t wo r k & P O L N 8

“Using the POLN8 platform, the company can track how many other people a customer recommends to a franchise location, how much money a customer spends at a location (and even what they buy, sometimes) and how frequently that customer visits the location.”

if there is a problem we can talk with them.

We have a relationship with them.”

Because they only work with franchises, FPN knows how franchises operate and knows how to deal with them specifically.

POLN8 FPN had been managing loyalty programs for franchises for about 10 years under FPN Loyalty. About two years ago, Epstein spun FPN Loyalty off into its own company called POLN8, named so because it turns customers into bees that “pollinate” franchises and facilitate their growth through the recommendations they make to their friends and family.

POLN8 focuses on three metrics: • Increasing recommendations • Increasing ticket lift • Increasing frequency of visits Using the POLN8 platform, the company can track how many other people a customer recommends to a franchise location, how much money a customer spends at a location (and even what they buy, sometimes) and how frequently that customer visits the location.

POLN8 can either be used with a completely franchise-branded app or without the app, in which case communication is sent to customers via texts and emails. Each loyalty program is tailored to the specific franchise it serves.

The program facilitates recommendations by providing customers with messages

Franchising USA

they can share on their social media to entice their peers to visit. This way, it can track which customers are sharing the recommendation and how many people they end up bringing in, putting an actual dollar value on that customer’s recommendations.

It concentrates on ticket lift (or upselling) by offering customers deals so they spend more when they come in. Epstein and his team have found that across their stable of clients, customers who are in the franchise’s loyalty program are spending 17 percent more than customers who are not in the loyalty program.

To increase frequency of visits, the POLN8 system can send out automated “miss you” messages with deals to customers if they haven’t come into the franchise location in a given amount of time. For example, if a customer hasn’t come into a location in four weeks, the system can send that customer an automatic message saying they are missed and giving them $5 off their next purchase.

Another way POLN8 can help bump up the frequency of visits is by allowing customers to pre-load money onto the franchise specific app. Since customers have already put that money onto the app, there is a much better chance that the

customer will come into that franchise because the money has essentially already been earmarked to spend at that business.

All of these activities are tracked in the POLN8 system, letting franchises know which deals customers are taking advantage of, how many other people they bring into the location and how often customers are visiting. Being able to put a dollar value on customers’ loyalty makes POLN8 stand out among loyalty programs.

Together, FPN and POLN8 have been specifically engineered to serve franchises and their needs. Epstein, who spent 15 years with one of the biggest payment processing companies in the world before he founded FPN, saw a niche with franchises and knew they had specific needs that other companies simply weren’t addressing.

A franchisee himself, Epstein realized the unique business model of franchises required an equally unique approach to payment processing and loyalty programs.

Between Franchise Payment Network and POLN8, franchises can now utilize the services of a payment processing and loyalty system designed specifically for them. www.franchisepayments.net

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F R A N C H I S E PAY M E N TS N E T WO R K & P O L N 8

Franchising USA $5.95 www.franchisingusamagazine.com

FPN & POLN8

TAILOR PAYMENT AND LOYALTY PROGRAM SERVICES FOR FRANCHISES Franchise Payments Network and its sister company POLN8 want to make life easier for franchises by standardizing their payment systems and upgrading their loyalty Luke Conner jumping on behalf of Window World with the All Veteran Group Parachute Team programs, respectively.

Franchising USA

Started by CEO Tom Epstein in 2006,

Franchise Payments Network (FPN) works

with nearly 200 franchise brands across the United States, Canada and internationally in 26 countries.

POLN8, which used to be known as

FPN Loyalty, is a comprehensive loyalty program that gives franchisees a way to actually track the value each customer brings to them.

Both have been specifically designed for franchises.

FPN FPN helps franchisors with all kinds of finances, like collecting royalty and marketing fees from their franchisees, dealing with ATM machine fees and automated clearing house transactions. But, their main focus is on payment processing for entire franchises.

Through their partnerships, FPN secures the best payment processing rates for the entire franchise by dealing with the franchise as a whole. This standardizes systems for all franchisees, reducing costs

“If a franchisor doesn’t have a system like FPN in place and each individual franchisee is using a different payment processing system, they’ll end up paying different rates across the board and that makes it difficult for the franchisor to help their franchisees control costs.”

THE MAGAZINE FO

If individual franchisees are getting their payment processing systems from a bank, for example, and they call that bank to help them troubleshoot something with the system, the customer services VOL 08, ISSUE 10, SEPT 2020 Rrepresentative F R A N will C Hlikely I S not E Eknow S anything about the business.

and using the same hardware rather than each franchisee having something different.

This makes it easy for both the franchisor and the franchisees to understand the payment processing system and how much they’re going to pay throughout all locations. and increasing efficiency across the entire system.

“We aggregate the volume of all the franchisees in a chain in order to get them a much better rate on their processing,” Epstein said during a recent interview with Franchising Magazine. “We formatted our payment processing company in much the same way that a franchisor formats the delivery of their services to customers.”

Having the payment processing system uniform across the entire franchise means all franchisees are paying the same rate

If a franchisor doesn’t have a system like FPN in place and each individual franchisee is using a different payment processing system, they’ll end up paying different rates across the board and that makes it difficult for the franchisor to help their franchisees control costs, Epstein explained.

FPN & POLN8

Better TAILOR customer PAYMENT service

But, if the franchisee uses FPN and they call customer service, the FPN representative will know everything about that business because FPN doesn’t outsource their customer service. FPN will know what system the business is using, what the business does, and anything else they need to help that franchisee with their issue.

The FPN representative knows that a franchisee based in Florida is going to have the same payment processing system as a franchisee of that same franchise who is based in California.

And, because of their strong relationships with their vendors, Epstein noted, if the FPN representative cannot directly help the

ANDfranchisee, they can easily connect with someone from the vendor’s company to Aside from getting the best rate for all LOYALTY PROGRAM help the franchisee. locations and having the same payment SERVICES FOR FRANCHISES “We already know what point of sale processing system throughout the entire franchise, another advantage FPN brings is its customer service.

PIVOT! THE 2020

you’re on, Epstein said. “We already know who the provider for the point of sale is so

Franchising USA

BUSINESS STRATEGY

SPECIAL FEATURE

PET FRIENDLY FRANCHISES LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

www.franchisingusamagazine.com

ex per t advice

Heather Ripley | CEO | Ripley PR

Making leaders: The importance of establishing thought leadership for franchise brand executives As a franchise brand executive, having a reputation as an industry thought leader can catapult your brand to levels you never imagined, however, you will be visible to the world and what you say and do are fodder for followers and detractors alike.

Franchising USA

“Once you are sure a thought leadership role is for you, you might be surprised to find you are probably already on your way. Many franchise CEOs or owners have worked in the trenches on their way to the C-Suite, and possess tremendous skills and knowledge.”

Heather Ripley

In today’s highly-charged climate, it’s worth thinking about. So, it’s important to ask yourself if you really want to be a public figure and thought leader before you decide to pursue this strategy.

How can thought leadership help my franchise brand?

Once you are sure a thought leadership role is for you, you might be surprised to find you are probably already on your way.

Many franchise CEOs or owners have worked in the trenches on their way to the C-Suite, and possess tremendous skills and knowledge. You might have started your franchise brand with very little in the way of finances or support, but through hard work and grit, you successfully launched and promoted your franchise brand.

The next step for franchise executives is to take the driver’s seat and create a new path to increase your personal brand and the visibility of your franchise brand.

Thought leadership is not for everyone, but if you are passionate and motivated, you can become a major force in building your franchise brand.

Being an industry thought leader helps your franchise: • Achieve increased visibility Thought leadership takes time, but as an expert, you are in the best position to talk about your industry with passion and excitement. If you have a point of view that will resonate with your audiences and might help people connect

with you and the franchise, find the platform that most suits you: publish blogs on your website, share articles on LinkedIn or start a YouTube channel.

Follow influencers and create dialogue to increase communication.

• Attract like-minded influencers Thought leaders these days use social media as a platform to reach a varied audience — but especially people who have similar views or ideas. This is great for franchise brands, because through social media you can build a presence pretty quickly. Twitter, Facebook and Instagram are useful, because you and potential influencers can share posts and use search functions to find one another.

Influencers who love your franchise brand can bring you more visibility in your industry.

• Build a base of trusted content The overused saying goes, “Content is King,” but it’s still true. The more reliable and genuine content you post, the more trustworthy your brand will appear. Building a trusting relationship with your audience is one of the most important bonds you have. According to a recent study on brand trust, 70 percent of 20,000 respondents said “trusting a brand is more important today than in the past” – a shared belief among age groups, gender and income. So, once you have established yourself as a trusted expert by delivering interesting, nonpromotional content, the more likely you will gain brand advocates.

• Draw media and franchise industry attention Media and industry trade publications often monitor social media for great

story ideas. So, if you post true, interesting, or heartfelt stories, use appropriate hashtags, and even comment and follow respected reporters, you have a much better chance at gaining their attention … in a good way.

Right now, franchise brands need to show they have a point of view, that they care, and that they can be trusted to do the right thing. Some franchises have been caught in difficult circumstances and having a strong, forward-thinking thought leader to offer genuine and thoughtful communication will make a difference in prospects investing in your franchise system in the future.

Heather Ripley is CEO of Ripley PR, a global public relations agency specializing in B2B and franchising.

Orange Orchard, a division of Ripley PR, champions franchisors that cater to environmentally-conscious consumers.

For additional information, visit www.ripleypr.com or www.orangeorchardpr.com

The term “thought leadership” actually dates back to 1887 (according to the Oxford English Dictionary), however, the modern definition is generally credited to Joel Kurtzman, editor-inchief of Strategy & Business magazine, who said this in 1994, “A thought leader is recognized by peers, customers and industry experts as someone who deeply understands the business they are in, the needs of their customers and the broader marketplace in which they operate. They have distinctively original ideas, unique points of view and new insights.”

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George Knauf | Senior Franchise Business Advisor | FranChoice

Pivot!

The 2020 Business Strategy Whether you are an employee or business owner the universal business plan this year is to Pivot into strategies that can get you through the current market and set you up for easier times in the future.

The most common pivots right now center on how to best to provide service to

Franchising USA

customers and what products or services do customers need.

Some of the greatest innovations in face to face customer service have come from restaurants and gyms. I have many friends that operate these businesses today and from the earliest news they were planning and adjusting to meet the challenge.

A deep list of cleaning, sanitizing and technology all coupled with spacing out customers, setting up outside classes or dining.

One restaurant owner I just spoke with built amazing tented cabanas that are now the most popular seats in his restaurant and

when things get back to normal give them 50 percent more seating, and revenue. On top of that they created a carry out program that replaced their entire dine in revenue when they couldnâ&#x20AC;&#x2122;t allow customers in, then they brought back dine-in and are doing fantastic!

Once past the current challenges their business is now much bigger without much added cost.

Just this morning a friend took an outdoor class with a major gym brand and said she really loves those outdoor classes.

Another Fitness brand is getting rave reviews online for their new class program

and customers are coming back in droves.

More importantly the online class platform they rolled out has brought in tens of thousands of customers that had never attended a class in their brick and mortar locations before. Now they are potential new members.

A restaurant concept I have sent candidates to has been opening new units all year, and they are thriving!

“With the right focus there is almost always a strategy that you can use to grow your empire.

Focus on needs that always exist and you will find a long list of opportunities that you can take advantage of in any market.”

So, operators are actively stabilizing, adapting and working their models. Their goal right now, simply to get to the other side when things normalize a bit. At that time, they will have new revenue streams that they have created and maybe more raving fans.

But, what do customers want right now?

Or more importantly, if you are in the middle of a franchise search, what should you be looking at right now to replace a job you lost or are unsure of it being there this time next year?

First of all, there are NO franchises that I am aware of that only have a market during the current virus challenge. So, we are good there. But our question becomes what has strong demand now, strong demand later and is less likely to be impacted by economic or other events like what we are in right now?

Core essential services would be an interesting target. These are the things that a business or consumer needs regardless of what is going on with the stock market.

Think about your time at home or around the office, what are the things that must work? This may lead you to categories like (but not limited to) Air conditioning, heat, plumbing, internet, technology, trash removal, roof, doors, windows, insulation, security.

As you are in your home or work space and have a little extra time what things might you want to update for looks, functionality or cost savings? That could be painting, kitchen renovation, storage, garage floor, insulation, pool services, concrete and much more.

Let’s also not forget categories like tutoring, teaching, child or senior care, dog walking or pet sitting as services that help

you break away to do your job when you have family in your house that needs to be taken care of.

As a very unscientific estimate I would guess that there may be more franchise companies growing right now than shrinking. The key is in how you pick your next move.

For a number of years, the industries that would impress your neighbors at a neighborhood cookout were growing like crazy. Food and fitness, to name a couple, have had great runs of growth and they will again, but for the moment they are in improvise, adapt and overcome mode.

If you can get past the need for your neighbors to be super excited about the business you are bringing to their local shopping center then those core services can offer very compelling business strategies.

Now it is time to decide if we will set this business up as a safety net semi-absentee business that you transition in to as it ramps up, only transition in if you lose your job or if you will go into full time from day one. And we should give some thought to what the long-term empire building plan might look like.

With the right focus there is almost always a strategy that you can use to grow your empire. Focus on needs that always exist and you will find a long list of

George Knauf

opportunities that you can take advantage of in any market.

What will your success story be?

Let’s go find it!

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. Contact the Franchising USA Expert, George’s Hotline: 703-424-2980. www.MyPerfectFranchise.com

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H AVE YOU R SAY

Shahpour Nejad | CEO | Pizza Guys

Delivery Concepts Thrive Amid the Pandemic:

Why Pizza Guys Remains Resilient

Franchising USA

While many major players in the restaurant industry have faced challenges and obstacles amid the pandemic, others have been able to quickly adapt and thrive.

As dining rooms were shut down across the country, concepts that are based on takeout and delivery did not have to brace for major operational changes. Pizza Guys has been able to remain resilient throughout the pandemic and even grow due to the socially distant and flexible nature of the business model. When full-service and fast-casual franchises frantically had to pivot to online ordering, pickup and delivery, Pizza Guys already had these processes in place.

There is a sense of familiarity that consumers have when ordering a pizza; it’s something everyone has done at some point in the past. When the pandemic hit and consumers weren’t sure what food options were even available in their area, pizza remained a go-to food option.

People turned to Pizza Guys because of our high quality food, outstanding customer service, and wide array of pizzas. Our food is comforting and allows people to enjoy their meal from the security of their home.

All of our locations have done very well in terms of sales since the pandemic, and we even opened our 70th location in Santa Clarita, California in July. The location that opened during the pandemic is now our best performing store, and the most successful grand opening that we have ever had.

Like all restaurant concepts, we have had to make some changes onsite to promote the safety of our staff and customers, but they have been easy to navigate due to our forward-thinking approach. As news of Covid-19 began to spread in early March, Pizza Guys’ corporate team was quick to create and implement safety protocols and procedures in all stores before the stay-at-home and shelter-in-place mandates were issued. Implementing protocols like

“Curbside pickup, contactless delivery, and cashless transactions are new features that we plan on keeping, even after COVID-19. As a delivery concept, all of these adaptations have easily allowed us to transition throughout the pandemic, while dine-in concepts faced more complications.” employees wearing the proper personal protective gear, using tamper proof seals and installing plexiglass were simple changes to make since our brand already had a plan in place.

Curbside pickup, contactless delivery, and cashless transactions are new features that we plan on keeping, even after COVID19. As a delivery concept, all of these adaptations have easily allowed us to

transition throughout the pandemic, while dine-in concepts faced more complications.

There are more challenges when it comes to keeping dine-in concepts clean for both the customer and the staff. These challenges, in turn, lead to higher risks.

Our limited-contact approach through delivery and take-out makes cleaning the space easier, as there is only a small area where customers are allowed.

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H AVE YOU R SAY

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H AVE YOU R SAY

Shahpour Nejad | CEO | Pizza Guys

Dine-in concepts have more face-to-face interaction, and restaurants with larger amounts of staff onsite at a time can pose additional risks. Our limited-contact model provides customers with the safest way to enjoy a meal from a restaurant.

Since the pandemic hit, there has been a shift in the consumer mindset about dining in restaurants. Of course, there will always be people who are not phased, but there will also be people who choose to support your business based on the options that you provide to make them feel safe. As the pandemic continues, takeout and delivery options are poised to continue growing and thriving because they appeal to any consumer.

Some say that the restaurant industry will be forever changed, and that even after the pandemic people will be more cautious of where they choose to eat from and what processes these restaurants have in place.

As we look to the future, concepts like Pizza Guys do not have to worry about the threat of dining rooms being shut down, and the past six months have proven that we can still remain successful, even if regulations continue to tighten.

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“The future for the restaurant industry is unknown, but we are confident in what it holds for Pizza Guys, even as the pandemic continues. The increased demand for delivery and takeout options has allowed delivery and takeout concepts to remain resilient, and we are excited to see where this success will continue to take us.”

The pandemic continues to make the future uncertain for many restaurant concepts out there, but delivery concepts will continue to soar. We are seeing an increase in not only sales, but national growth. As people have gotten laid off during the pandemic, many people are considering turning to franchising to make a career change. The concepts that have had consistent sales throughout the pandemic will stand out to these new prospective franchisees.

Not only that, delivery concepts are more affordable, and don’t require the real estate and staff that other restaurant concepts need. Pizza Guys specifically is seeing an increase in franchise interest because the franchise model is affordable and reliable.

Especially now, people are not looking to take financial risks, and want to invest in a business that has remained strong and had steady sales even throughout COVID-19.

unknown, but we are confident in what it holds for Pizza Guys, even as the pandemic continues. The increased demand for delivery and takeout options has allowed delivery and take out concepts to remain resilient, and we are excited to see where this success will continue to take us.

The future for the restaurant industry is

www.pizzaguys.com

Shahpour Nejad is the founder and CEO of Pizza Guys, a rapidly growing pizza chain with 70 locations throughout California, Nevada, and Oregon. He started his pizza journey in Cleveland, OH back in 1979 where he worked at a pizza restaurant while attending college.

He worked his way up and became a partner at multiple pizza restaurants.

When he moved to California in 1984, he brought his knowledge of traditional east coast pizza, modified it to California’s taste buds, and co-founded Pizza Guys.

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NOBODY GETS TO THE TOP BY ACCIDENT! We advise many of the top franchise owners in the world. You can get acces to the very same resources that build their empires at no cost!

Contact George Knauf to Start Building Your Empire TODAY! www.MyPerfectFranchise.com Franchising USA

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Jim McGeady | Senior Director of Product Marketing | ADP

Technology Employers Can Leverage to Stay Compliant and Keep Employees Safe During the Return to Work

Jim McGeady

COVID-19 has introduced an inflection point for businesses worldwide as many grapple with the concerns that come with employees returning to the workplace amid an ongoing global health event.

Employers must manage health and safety risks, while complying with required protocols and implementing additional measures of their own.

In a recent poll conducted by ADP of over 1,200 webinar attendees on July 28th, only 36 percent of respondents said they are entirely comfortable with returning to the workplace. While the majority of people are expressing some level of discomfort with returning to the workplace, other studies have shown that a more sanitary work environment, increase in safety equipment and protocols, along with stricter guidelines for when an employee is feeling ill, are high on the list of what will make them feel more comfortable.

While physical changes to the workplace â&#x20AC;&#x201C; masks, distancing, partitions and hand sanitizing stations â&#x20AC;&#x201C; are obvious ways to reduce exposure, technology has quickly risen to meet this challenge and help employers as well. Innovations like touchless time kiosks, health attestation surveys and employee proximity tracing reports are a few of the newer solutions to emerge and may prove to be critical to the wellbeing of the workforce. As businesses plan, here are a few of the considerations they should be making and the tools that can help.

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â&#x20AC;&#x153;Companies should exercise extreme caution, and if possible, avoid collecting and storing any specific health details. If you do, it should be done so privately and securely in accordance with all applicable laws and regulations.â&#x20AC;?

Prioritize communication and education A good place to start the discussion is before the return. Tech can help ensure efficient communication with workers and help educate them on new policies and procedures before they return to the workplace. A rapidly changing environment, where new safety rules and policies need to be applied, requires timely, concise communication to employees.

Learning Management systems as well as Attendance Policy management systems can be fast and reliable ways for management to disseminate information, and for employees to absorb the message.

Having a single information repository like one of these can reduce friction amongst staff and can help with consistent enforcement and interpretation of the rules.

It also helps management avoid repeating a message and helps prevent critical information from being lost or altered through word of mouth.

Plan for health checks What is it going to look like when people do arrive at the workplace? According to the Qualtrics Return to Work Study from April 30th, 62 percent of employees want strict sick policies to feel more comfortable returning to work. And it appears that most employers plan to oblige. According to the Pacific Business Group on Healthâ&#x20AC;&#x2122;s How to Return to Work survey, 69 percent of employers will administer a symptom questionnaire, and 56 percent plan to administer temperature checks.

If temperature and symptom screening are part of your new protocols, there are a few things to consider. With laws requiring privacy of health data, the gathering of health data does introduce a gray area for data management. Companies should exercise extreme caution, and if possible, avoid collecting and storing any specific health details. If you do, it should be done so privately and securely in accordance with all applicable laws and regulations.

Some time and attendance systems offer

attestation capabilities for events like meal breaks and timecard approvals. That tech can often be set up to deliver a health survey, and to help keep employees who are not symptom free from entering the workplace. The specific symptom does not need to be recorded; what is important is that the worker was absent, possibly due to illness or exposure to another person with an illness.

Monitor the situation to adjust as needed In relation to absences, having a reporting and analytics solution that can summarize the data, spot trends, and provide valuable insight can help your business avoid outbreaks. Benchmarking health data versus local and national trends helps employers identify risk factors, when increased testing may be required, or when workplaces should reopen or close temporarily. This awareness and agility can be imperative to successful operations, as the climate continues to shift and evolve.

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Jim McGeady | Senior Director of Product Marketing | ADP

“COVID-19 has introduced an inflection point for businesses worldwide as many grapple with the concerns that come with employees returning to the workplace amid an ongoing global health event. Employers must manage health and safety risks, while complying with required protocols and implementing additional measures of their own.”

Consider rethinking when and where people work Locations with dense headcounts or capacity and space limitations may need to extend shifts and operating hours to meet distancing guidelines. Staggering shift start, break and end times is also a nice way to reduce exposure and congestion.

Timekeeping and scheduling solutions help automate and greatly simplify this process, with capabilities like schedule templates and rotations for quickly generating weeks of schedules. For workers who may be working partly on location and partly remotely, these solutions can even be used to track their scheduled days and locations.

This can not only reduce exposure but can also come in handy for employee proximity tracing.

Gain visibility into your workforce Timekeeping has an obvious role in driving accurate payroll. But what is its role with respect to safety? Knowing who is on site and when is key to tracing possible exposure, in the event that someone may have been ill. This can apply to exempt employees as well. It is also the first

Franchising USA

indicator that someone who was scheduled may not have passed the health screening.

Regular timeclock cleaning and hand sanitizing is key. In the same Qualtrics Return to Work Study, 74 percent of respondents want the workplace regularly disinfected. However, if you’re focused on reducing contact with shared timeclocks, you might consider proximity badge readers that work like touchless pay, mobile solutions where workers can use their own phones, or time kiosks that offer a touchless experience. Touchless methods for clocking use facial recognition for identification and voice commands are then used to perform transactions.

Navigating the changes associated with the new world of work in order to return to the workplace can be a challenge. The complexity of managing the wellbeing of staff while reopening may seem daunting, but technology can be a solution. Stay committed to compliance. Local, state, and national legislators shift goalposts often.

Keeping up to date on the most current information is vital for management.

Lastly, listen to your employees and what will make them comfortable. Doing so can assist in providing stability and continuity

“Innovations like touchless time kiosks, health attestation surveys and employee proximity tracing reports are a few of the newer solutions to emerge and may prove to be critical to the wellbeing of the workforce.”

for both the company and its workforce.

Jim McGeady is the Senior Director of Product Marketing for ADP. Jim has over 25 years of experience helping businesses drive results through the optimal management of their people. He has helped thousands of organizations around the world do this by speaking at trade events, authoring papers and article, delivering professional services, and developing and launching many innovative products to the marketplace.

He has exercised his product management and marketing talents with market leaders such as IBM, Infor, Kronos, HealthcareSource, and now ADP.

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Joey Cioffi | Founder and CEO | The Salad House

Why This Salad Concept Waited Years Before Franchising Starting a business is an enormous task for someone to go through.

Market research needs to be conducted, finances need to be sorted out, buildout, permitting, and hiring all needs to get done before one person steps through the door.

With this amount of work, there are always going to be hurdles to jump over and setbacks that can derail a business, which is why it is paramount to work towards solidifying your process before looking to grow.

Why Did We Wait and How Did We Build Our Brand?

I founded The Salad House in 2011 after having worked at my family’s restaurant my whole life. For six years, my business partners, employees and I worked every single day to make our concept more efficient and easier to run. We did so because we knew that we would want to share our diverse lifestyle menu with communities throughout New Jersey, New York, Pennsylvania, Connecticut, and eventually, the rest of the United States. What we found when we started looking into franchising is that too often franchisors are eager to launch their franchising opportunity and spend time working out kinks and irregularities at the expense of the first few franchisees.

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We didn’t want to encounter this problem because it wasn’t fair to our new partners who were helping us grow our brand. To help us become more efficient, we acquired and implemented a new POS system that allowed us to utilize specific metrics to make data-driven decisions. By using data as a factor in decision-making, we were able to see what worked and what didn’t.

Ultimately, we ended up reducing the number of menu items, decreasing cost of goods sold and worked on making it easier for customers to order through our website. We worked hard to streamline our operational efficiencies and unit level economics before launching The Salad House franchising opportunity so that we could provide our franchisees with the best concept on the market.

By waiting to franchise, businesses can give themselves time to develop their brand and understand their customers’ needs and wants. At The Salad House, we utilized this time to personify what our concept was, which made it easier for us to look at our brand through the lens of our target market. Through this process, we were able to branch out to focus on community outreach/involvement with our brand, develop the proper uniforms for our employees as well as the ideal colors and fonts for marketing materials.

Another key focus of ours was to design and implement packaging with the proper logos and brand messaging. We also were able to build our brand on social media channels, specifically focusing on interacting and establishing a connection with our followers and customers.

After building our social presence, we

developed a brand ambassador program and held influencer events to further our social channel engagement and growth.

Brands that wait to launch their franchise opportunity are allowing themselves time to establish a foundation to grow from. It is far easier for franchises to grow from a strong base, than to try and expand from the ground up while continuing to perfect your systems. Balance your growth by bringing a strong concept to market. This way, as you continue to grow, you have the infrastructure in place to keep moving forward and don’t have to waste resources trying to manage small problems or inefficiencies.

Tips for Other Restauranteurs When developing your brand, it is absolutely vital to prioritize communication from the corporate team to employees and franchisees. By keeping an open line of communication, corporate can hear about new ideas from employees about menu items they think might do well, or learn about new protocols a store manager thinks would help improve efficiency. These stakeholders can help provide important insight that corporate can utilize to help strengthen your brand and concept.

Use data as much as possible. At The Salad House, we utilize data to help us with everything from developing target markets to deciding which menu items should stay or be removed. Having the ability to review data and analyze what is working for your brand and what needs to be changed is crucial and can help you prioritize your efforts towards what needs the most improvement.

“By using data as a factor in decision-making, we were able to see what worked and what didn’t. Ultimately, we ended up reducing the number of menu items, decreasing cost of goods sold and worked on making it easier for customers to order through our website.”

When growing, work to bolster your relationship with your vendors. This will benefit you down the road as you continue to grow. Your vendors may be flexible and willing to work on things like pricing if you have a strong relationship, so be sure to keep an open dialogue and create a mutually beneficial partnership.

In order to successfully grow your business, you will need a sturdy base to grow from. Before setting your sights on becoming one of the fastest growing concepts in the country, take the time to analyze your system, implement the necessary infrastructure, work on your brand, foster key relationships, and review the data. The more solid you make your foundation, the easier it will be for you to grow your system and attract prospective franchisees and partners to your concept.

After establishing a base to grow from with the necessary systems in place, you are ready to begin focusing your attention on growing your network. By following this path, The Salad House will have grown to five locations by the end of 2020, and is currently targeting New Jersey, New York, Connecticut and Pennsylvania for expansion.

Joey Cioffi is a veteran restauranteur with over 10 years of experience in the industry. He is the founder and CEO of The Salad House, a rapidly expanding salad franchise concept based in New Jersey that is currently seeking new partners throughout New Jersey, Connecticut, New York, and Pennsylvania.

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Terry Powell | Visionary Founder | The Entrepreneur’s Source; John Mattone | CEO | John Mattone Global, Inc.

New Normal May Require New Way of Leading Your Franchise Brand:

Three Key Leadership Moves During Uncertain Times and Beyond If you let it, our changing world can create a web of intricacies for franchise companies that will put you on the path to destruction.

Considering all that is layered into the franchise model we are aiming to advance – broadly referring to franchisor, franchisee, clients, customers, suppliers and all the employees within those groups – the business can quickly spiral out of control without vision and strong leadership.

Disciplined leaders, however, can maneuver a company through stormy times, even in these unchartered waters. In fact, we’ve zeroed in on three key moves to successfully lead your franchise brands amid the global pandemic, all of which also pertain to longer-term company prosperity. As you consider how to guide, coach and mentor others in your organization, focusing

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on the following three factors can triumphantly protect and power your brand through any circumstance: addressing vulnerabilities, maintaining company culture and advancing your competitive advantages as a plan for the future. This holistic approach can effectively open the minds of executives and provide a proactive way to lead in the new normal.

Embrace Your Vulnerability Even the most successful executives have gaps in their leadership. Identifying those threats to business continuity can be difficult for executives because too often, top management is narrowly focused in one direction, when doing what’s right might mean taking another path. If ever cracks have been exposed, the last half year will have shown them. There are ways to address your vulnerabilities as a leader, and it often takes another individual to help you reflect on what may be misdirecting you.

For example, a skilled coach will ask leaders the right questions to help them reflect on their decisions, identify their blind spots and develop their leadership skills. During these periods of reflection and growth, it’s vital that leaders are open and honest with their coaches, dissecting past performance and future plans.

Incredible revelations can come from demonstrating an appreciation for your own vulnerabilities.

When a sense of humility is present and self-reflection occurs, greater clarity is brought to a company’s near- and long-term vision. In our world of franchising, this precision results in increased credibility in the business model and greater trust from franchisees that you are guiding them properly. With a little bit of executive coaching, senior leadership can take a deep dive into the tactics and behaviors that have and will continue to advance your company, reinforcing the foundations of success.

No other time more than now, is it more important to reflect on how you’ve led your companies. Doing so will keep you skilled at leading when being nimble is key, when

“A strong culture within a franchise system is beneficial for all involved, but especially for the performance and growth of franchisees. A stronger culture – not a top-down mandate – drives better results, both in terms of unit economics and franchise development.” expecting the unexpected is required, and when leadership demands more than just fixing problems – rather, it commands seizing the moment, empowering others and enrolling and inspiring your teams. There is a tremendous amount of opportunity in the months ahead, and it’s important to understand where leaders need to adjust and course correct to be prepared.

Keep Organizational Culture Intact A strong culture within a franchise system is beneficial for all involved, but especially for the performance and growth of franchisees. A stronger culture – not a topdown mandate – drives better results, both in terms of unit economics and franchise development.

At every single level of the organization –

from franchisor employees to franchisees and their teams – having everyone aligned with the vision of the franchise is critical.

Demonstrating the five Cs of building strong cultures will help to accomplish this: Care, Compassion, Concern, Communicate, Collaborate. When you have a strong franchisor-franchisee relationship driven by culture, everyone moves toward a common goal. And, while each of the “Cs” are important, the one “C” that stands out the most right now is collaboration. Not only does fostering collaboration result in the sharing of ideas, but it creates the very glue that holds an organization together.

Ask yourself, are our leaders great arbitrators? Can they effectively instill collaboration cross-functionally throughout the organization?

Authenticity is also key to creating a healthy franchise culture. By identifying ways to be authentic as a leader, you are

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Terry Powell | Visionary Founder | The Entrepreneur’s Source; John Mattone | CEO | John Mattone Global, Inc.

igniting belief and building trust with all stakeholders. Getting an entire franchise organization to believe in your direction will require authentic leadership that is resilient, positive, emotionally balanced, confident, humble, altruistic and tenacious.

Be Aware of Your Competitive Advantages Despite the current set of circumstances in which we are all operating, you never want to be anchored in crisis mode. It’s vital to always be looking ahead. If you haven’t reevaluated your short-term goals and longer-term objectives, now is the time.

Take the opportunity to develop fresh one, three and five-year plans. Not only will you be prepared and able to adapt to your future, you will confirm what separates you from others and understand your unique differentiators which are key to your success. Planning for the future will keep you innovative and exploratory, while also invigorating your entire organization.

Quarterly and annual planning sessions are even more imperative now because of rapidly changing business and economic climates.

As you consider planning, keep this in mind: too many brand leaders have lower expectations compared to what the franchisees in their system want to achieve and talk themselves out of aggressive business plans. Franchisors have been too focused on replicating and duplicating processes with a cookie-cutter approach.

The current state of affairs is forcing us all to focus on innovating during uncertainty, and this can be achieved by pivoting to a leadership style within the organization that is accountable and focused on productivity and not afraid to

Franchising USA

change the old way of doing things. Be on the cutting edge by pushing your team to be creative and become self-aware of the shift in leadership behaviors and activities that need to take place to produce an accountable and productive organization.

Be mindful that a majority of the talent and great ideas in franchising come from

Terry Powell

John Mattone

franchisees, not upper management. This is another reason why collaboration with franchisees is so important; franchisees are the ones on the front lines and tend to have a better grasp on the real issues facing locations. Leaders must wield the humility to acknowledge when things aren’t working out, and surround themselves with people in their organizations who are willing to change course. Leaders can get caught up in who they are or what they want to become, but when leaders think bigger and listen to other perspectives, they are forced to consider what their company needs to become, and then manifests that into a strategy.

to see the collaboration and innovation that comes from it.

More than ever, leadership in franchising must take a step back to reflect. Ensuring that a holistic approach to decision making is taken opens franchises up to a totally new set of ideas and taps into creative problem solving that can build a foundation for long-term success. The next few months will show us how franchise brands will adapt to the new normal, and we’re excited

Terry Powell is the Visionary Founder of The Entrepreneur’s Source®. He recently teamed up with John Mattone to co-lead Intelligent Leadership Executive Coaching. With 36 years of experience in franchising, Powell has created and maintained a world-class Career Transition coaching company that challenges franchise norms and the conventional way of thinking behind providing support and guidance to aspiring franchise business owners.

John Mattone is the CEO of John Mattone Global, Inc. and co-founder of the Intelligent Leadership Executive Coaching (ILEC) franchise. The goal of ILEC is to solve leadership problems in organizations of all sizes and in various industries. Throughout his 20 years of executive coaching, Mattone has worked with well-known leaders like Apple founder Steve Jobs and Roger Enrico of PepsiCo.

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A-Z LISTINGS ARE A GREAT WAY TO PROMOTE YOUR BUSINESS e ser vice

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Making an appearance every month in Franchising USA magazine.

Each detailed, 4 color A-Z listing comes with a 150 word write up and your logo.

Excellent for branding and recognition.

Choose a 12 or 6 month package or simply add the A-Z directory onto your FOCUS, PROFILE or ad!

To learn about the A-Z directory or any other products, please contact Vikki Bradbury: vikki@cgbpublishing.com

www.franchisingusamagazine.com

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ex per t advice

Satya Ponnuru and Patrick Sugrue | NewSpring Capital

How Multi-Unit Businesses Can Position Themselves to

Thrive Through the COVID-19 Pandemic For most business leaders, the COVID-19 pandemic has been a winding road to navigate, to say the least.

After successfully â&#x20AC;&#x153;flattening the curve,â&#x20AC;? new cases are back on the rise in many areas of the U.S. Some business sectors are shutting back down and the uncertainty of the virus remains.

The one thing we know for sure is that the resulting economic and industry shifts caused by the coronavirus will be around for some time. Restaurant chains, cleaning services, hair salons, fitness studios, and other services businesses that are wellcapitalized and have sufficient flexibility in their balance sheets have a massive opportunity to thrive while operating through this pandemic and beyond.

The operating landscape for multi-unit businesses has already changed in response to the pandemic. Companies have adjusted their physical storefronts, employee policies, and customer interactions to keep people safe. For example, yoga studios invested in social media and video production to keep customers engaged.

Hair and nail salons started preparing beauty kits for customers to take home.

Farms and food supply businesses pivoted to home delivery models to keep their revenue streams.

For many multi-unit businesses, thereâ&#x20AC;&#x2122;s an opportunity to do even more. But first,

Franchising USA

Satya Ponnuru

CEOs and business owners must assess their balance sheets and ask themselves critical questions. Do I have enough liquidity to survive this current crisis and potential additional shutdowns if the virus flares up again in my area? Is my business well-capitalized? Does it have financial flexibility?

If the answer to these questions is yes, these businesses face a real opportunity to act now and create a competitive advantage by investing in growth initiatives that will allow them to emerge stronger than ever before.

Invest in technology to increase safety while staying virtually connected New technology can help keep employees and patrons safe and also lead to greater customer loyalty and revenue growth.

Modern contactless payment technology allows customers to browse items, make purchases, and pay before ever walking

Patrick Sugrue

into a building. Not only does this smooth the transaction process for the customer, but it also provides the business with valuable data on customer buying preferences and creates opportunities to follow up with tailored advertisements and communications after the sale. Combined with customer loyalty programs, this close brand/customer connection can lead to more frequent transactions and drive topline growth.

Enhance physical operations and on-site customer experience Multi-unit business owners can take this opportunity to rethink aspects of their operations to enhance customer safety and buying experience. For example, businesses can optimize the ergonomics of their storefronts by designating entry points for curbside pickup versus walk-in customers to minimize customer interaction. Geotechnology can inform customers of the

balance sheets. Before making investments in any of the above solutions, business leaders must ensure that they have ample liquidity. This may require some level of outside funding to accomplish. A cash infusion can provide companies with the capital needed to strengthen their balance sheets ahead of making investments in technology, safety precautions, new locations, and other initiatives that will set the business on a path for rapid growth during and emerging from the pandemic.

â&#x20AC;&#x153;New technology can help keep employees and patrons safe and also lead to greater customer loyalty and revenue growth. Modern contactless payment technology allows customers to browse items, make purchases, and pay before ever walking into a building.â&#x20AC;?

status of their delivery while helping business managers track inventory and make adjustments to ensure each customer receives their items on time. Solutions like these provide customers with clarity and comfort when interacting with the business.

Explore physical expansion as real estate becomes available For growth-minded CEOs considering new unit development, the post-pandemic environment will create opportunities to accelerate expansion. Over the last ten years, market dynamics have been largely favorable for landlords with no shortage of new concepts competing for limited commercial real estate space. But with anticipated unit closures and a reduction of operators, buyers will not only have the advantage of more favorable lease terms, but brands will have new opportunities to enter into second-generation locations with lower development costs. This environment presents a unique opportunity for companies to expand and entrench themselves in the areas they have identified for growth.

Evaluate data for business model improvements Customer preferences are changing amid the pandemic. And now that businesses can capture data on how customers are buying products and services, they can also reassess their offerings. Data analytics can provide information on which products are performing well and which are not.

Based on this data, decision-makers can make adjustments to better meet changing customer preferences and demands. This data can also provide insights into how customers are making purchases. If online ordering and curbside pickup are the most popular ways customers wish to make purchases, dedicate more resources to facilitating these types of transactions.

With more information than ever before, multi-unit business CEOs are empowered to make small tweaks to their offering that can lead to big jumps in revenue and profit.

Taking on growth capital to strengthen the balance sheet Companies seeking to thrive while operating through the pandemic and beyond should start now by looking at their

Patrick Sugrue is a Partner at NewSpring, a leading provider of private equity capital managing over $2.0 billion. Patrick joined the Firm in 2020 with over 25 years of C-level operating and consulting experience. His efforts are focused on investments in franchisefocused and company-owned multiunit concepts with significant growth potential. Prior to joining NewSpring, Patrick served in multiple C-level positions at Saladworks, Sofina Foods, Fearmans Pork, Honeybaked Ham, and AHL Services.

Satya Ponnuru is a Partner at NewSpring, a leading provider of private equity capital managing over $2.0 billion.

Satya joined the Firm in 2019 with over 15 years of experience in sourcing, investment execution, and oversight in the lower-middle-market. Satya focuses his efforts on investments in franchisefocused and company-owned multiunit concepts with significant growth potential. Prior to joining NewSpring, Satya was a Partner at Larsen MacColl Partners.

NewSpring partners with the innovators, makers, and operators of highperforming companies in dynamic industries to catalyze new growth and seize compelling opportunities. The Firm manages over $2.0 billion across multiple strategies covering the spectrum from growth equity and control buyouts to mezzanine debt. Having invested in over 150 companies, NewSpring brings a wealth of knowledge, experience, and resources to take growing companies to the next level and beyond. To learn more, visit www.newspringcapital.com

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The public and policymakers need to understand franchising.

Our purpose

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

Follow us

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

b

a

x

Our Franchise

@OurFranchise

@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!

FranchisingFeature pet friendly franchises

Paw-some Pet Friendly Franchises many opportunities for animal lovers

with pet friendly franchises a wellness based pet care franchise focuses on what makes them different to grow

s e pte m b e r 202 0

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what’s new!

Pet Supplies Plus Reports Strong Mid-Year Development Numbers

marketing, eCommerce, supply chain, promotions, pricing, managing social media and more,” said CEO Chris Rowland.

Part of Pet Supplies Plus’ development success can be attributed to its robust online ordering platform, which has been on full display since COVID-19 hit.

While Pet Supplies Plus locations, deemed essential businesses, remained opened during the pandemic, many owners transitioned focus to the online ordering, free curbside pickup in which customers only had to open their trunk and offering same day delivery as well.

Pet Supplies Plus, the largest independent pet retailer in North America, accepted 12 new franchise agreements and one independent pet conversion in the first half of 2020.

The signed agreements will result in 20 new locations for America’s favorite neighborhood pet store, including the brand’s first venture into the state of

Washington. Other state developments agreed to this year include Texas, Massachusetts, California and Illinois.

As consumers increasingly opt for an online ordering experience, Pet Supplies Plus demonstrated the strength and capabilities of its omni-channel shopping experience to neighbors, an endearing term used to refer to its customers.

“When you join the Pet Supplies Plus family, you’re entering a recession-resistant industry that’s been growing for decades.

You’re also joining a fantastic leadership team dedicated to helping its owners succeed – whether it be in merchandising,

For more information on the Pet Supplies Plus franchise opportunity, contact Christine Schultz at (734) 793-6656 or cschultz@petsuppliesplus.com www.petsuppliesplusfranchising.com

Woof Gang Bakery Reaches New Heights The new Woof Gang Bakery & Grooming location is a locallyowned franchise, offering professional pet grooming and a wide selection of healthy pet foods, gourmet baked treats, toys, accessories and pet supplies.

The store is located in the Sunrise Center at 1674 30th St., Boulder, C.O. 80301, phone 720-379-7394, and offers ample parking, as well as convenient curbside pickup service.

The grand opening celebration will take place from Aug. 22 through Sept. 5. Throughout the event, customers can enter to win “pawsome” raffle prizes including free pet food for a year sponsored by Champion, free gourmet dog treats for a year, a gift basket filled with dog toys and a store gift card plus a grooming credit. Plus, customers will receive a free bag of Woof Gang Bakery dog treats with every appointment booked during the grand opening period for future grooming services.

Boulder residents Flavia Rizzi Rodrigues and Elton Santi are the franchise owners of the new Woof Gang Bakery & Grooming store.

Franchising USA

“I’m an animal lover and pet-friendly Boulder was a natural choice for our business. In Boulder, we embrace the outdoors and care for our pets’ quality of life,” said Flavia Rodrigues.”

To learn more, visit woofgangbakery.com

Woofie’s Academy™ Pet Grooming School, Wins Award Woofie’s Academy™, a first-of-its-kind professional pet grooming school, has received the distinguished “Most Innovative Employee Training” Award

by Franchise Update Media, in its inaugural year.

Franchise Update Media conducted its second annual Franchise Innovation Awards contest to identify and recognize franchisors who have developed the most original and successful innovative strategies and tactics to build their brand.

Woofie’s Academy™, developed in 2019 and founded by pet care services brand, Woofie’s®, was chosen among a field of more than 130 entrants.

“We are honored to have been recognized

in the Franchise Update Media Innovation awards,” says Amy Reed, Co-Owner & Co-Founder of Woofie’s® and Woofie’s Academy™.

“We started Woofie’s Academy™ to help create a pool of talented mobile groomers for our franchisees and we could not be happier with the results. Not only are our franchisees benefiting from the inception of Woofie’s Academy™, we are helping aspiring groomers learn their craft.”

Seven judges evaluated the innovation, objectives, and results of the contest entrants. Woofie’s Academy™ won 1st place for ‘Most Innovative Employee Training’ in the Human Resources category.

Woofie’s Academy™ was developed to facilitate the training of professional pet groomers and bathers in a mobile environment. www.woofies.com/woofies-academy

Pet Boss Nation Launches New Mentor Program for Pet Industry Professionals Pet Boss Nation, a coaching business for pet professionals and pet business owners around the world, announced the launch of its new mentor program. The Pet Boss Mentors are a hand-picked group of business experts that are available for one-on-one live coaching sessions to provide advice and help pet industry professionals work through problems and unlock opportunities inside their businesses.

“I spent the first five years in my pet retail shop chasing my tail. There was so much I didn’t know about running a business and being a leader. When I found the right mentor, everything changed,” said Candace D’Agnolo, CEO and founder of Pet Boss Nation. “Since then with the help of experts who’ve been there before me, I’ve successfully sold three businesses. Whether you need help with inventory management, leadership coaching, content strategy, social media, licensing, sales or more, Pet Boss Nation has the right Mentors to help your business and personal life thrive.”

Candace D’Agnolo, offers a 90-minute video consultation to address businesses’ needs in the areas of: Retail + Pet Business Strategy, Developing Team, Live Social Selling, Identifying Gaps and Opportunities for Scaling.

The following Pet Boss Mentors offer live video coaching sessions for $397 per session. Club members get additional savings.

For more information about Pet Boss Nation’s Mentor Program, visit petbossnation.com/mentors

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Featu re

G i n a G i l l | Fr a n c h i s i n g U S A

Paw-some Pet Friendly Franchises Pets are considered a part of the family for most Americans. When it comes to four-legged friends, 42 percent of Americans own a dog, and 29 percent own a cat.

Pet ownership has become a serious business over the last decade or so, with families making pet-care a top priority.

Walk into any major supermarket, and youâ&#x20AC;&#x2122;re guaranteed to find not only pet food, but also toys, and shampoos and a myriad of other options to care for animals. Aside from vet bills and food, there are many options for people to pay to provide the best for their pets. Franchises have recognized this business opportunity as a means to profit, but also help consumers deliver the finest goods and services to their animals.

Pet food stores Pet food used to be simple. A product on the grocery list that needed to be picked up but nowadays, pet owners take the business of feeding their animals very seriously and weighing different options and nutritional factors for the best diet available for their pets. Animal food options come in veterinarian and can provide elements that fight off weight gain or infection. Itâ&#x20AC;&#x2122;s much more sophisticated than a choice between wet and dry food.

There are even pet food franchises specializing in health food for all pets, and other franchise options that focus on locally sourced food and treats. People have chosen to invest in their pets with the best food options of the highest quality.

Franchising USA

“Aside from vet bills and food, there are many options for people to pay to provide the best for their pets.

Franchises have recognized this business opportunity as a means to profit, but also help consumers deliver the finest goods and services to their animals.”

In 2018, Americans spent over $30 billion on pet food, with a 4.3 percent increase from the previous year. Between 2019 and 2020, pet owners spent $36.9 billion on pet food alone. The market is proven to be consistently increasing and is a hugely profitable business for those interested in the pet food franchise.

Pet training Providing the best life for pets includes helping train them to be respectful of other family members and animals. Animal training, specifically dog training, has become a staple for most dog owners.

Especially when it comes to rescue dogs, who may have had a complicated history or may have no background information

regarding their behavior, a rescue dog’s adjustment into domesticated life, can be difficult and an owner might need support.

A new puppy, who is energetic and excited, can benefit from tools to help them behave appropriately in a new household. While some pet owners just need guidance on how to guide their dogs properly, and how to help them live a healthy lifestyle.

Either way, becoming a dog owner, is an adjustment for everyone in the family and people are turning to professionals to help them establish boundaries and expectations for their four-legged friends. Franchises have recognized the opportunity to support pet owners, while also gaining a profit and creating successful business opportunities.

One of the lead competitors in dog training

franchise is the local and small business owners. Nowadays, a lot of people who have honed in on the skill, simply post their business on social media and gain customers through word of mouth. A benefit of owning a franchise is the ability to take on many more customers compared to a solo trainer and therefore generating more profit. A franchise can also offer a professional place for training, with all the tools on hand, with the promise to help dogs and owners reach specific goals. Having a reputation for a successful outcome is essential to pet owners, and a franchise offers that reliability and guarantee. Take a look at individual dog training franchises to see what kind of locations they offer; human resources support and budget and how they facilitate their training. Having an understanding of how you would stand up to the competition can help you determine where you would want to invest.

Doggy daycare Animals not only need training, sometimes they need somewhere to go and socialize with other pets. Specific to dogs again, pet owners are hesitant to leave their dogs at home all day while they work. Families are considering all the needs of their animals, including loneliness and a need to socialize with others. There are now dog daycares for pets to play while their owners have to work. A lot of customers use the facilities certain days of the week when they know they will be busy or unavailable, while some others have their dogs go daily.

This type of franchise is gaining traction and popularity, with more locations available, and it’s also a new trend that franchisees can jump on and be a part of it’s potential and growth.

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Featu re

G i n a G i l l | Fr a n c h i s i n g U S A

“The American Pet Products Association estimated that over $75 billion would be spent on pets in 2019. From vet services to products and training, fur parents are willing to dig deep into their pockets for their animals.” to products and training, fur parents are willing to dig deep into their pockets for their animals.

Pet store franchises specialize in name brand goods, as well as some services, which can include grooming, training or boarding.

Some daycare franchises have taken on other products and services, including selling food and toys for dogs, while also offering training or even overnight stays.

A different version of the doggy daycare is boarding and animal hotels. These types of franchises can house many different animals. A lot of families need support from boarding houses, not only when they go on vacation, but when they have surgery, or in some cases, just need a break. Some pet owners choose to send their animals to boarding places if they will be out late, or if they are introducing a new pet to their household.

There are up-class versions of boarding, similar to a hotel just for pets, where animals are treated like royalty and

can receive treatments, grooming and expensive food.

Depending on the type of facility and animal care opportunity a franchisee is interested in, there are many different options to help support families with the responsibility of their animals.

Pet stores Possibly one of the most obvious pet franchisees is the pet store. These facilities have become substantial business opportunities. While there may be a proportionately larger investment fee, it’s a very profitable franchise opportunity.

The American Pet Products Association estimated that over $75 billion would be spent on pets in 2019. From vet services

Pet stores are a convenient one-stop-shop for pet owners, and a lot of them allow owners to shop with their pouch alongside them.

Not only can you purchase animals, but there is also food, toys, toiletries, and loads of products for animals’ owners to choose from.

Pet franchises used to be simple but now pet owners need so much more and more to keep their animals happy - in fact over 25 years ago, the pet spending industry in America was only $17 billion, and now it’s over $75 billion.

If supporting Americans with their evergrowing families, and helping others give a safe and welcoming home to their pets is something that interests you, then a pet franchise is definitely the best option. You just have to narrow it down to the best one.

ABOUT THE AUTHOR: After receiving an English Degree, followed by a Journalism Diploma, Gina Gill became a freelance journalist in 2008. She has worked as a reporter and in communications, focusing on social media. She currently works as a community information officer with Epilepsy Society, while pursuing her writing career at the same time.

Look out for our next special feature:

trending franchises

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Expert Advice: Tim Vogel | CEO | Scenthound

A Wellness-Based Pet Care Franchise Focuses on What Makes Them Different to Grow As we navigate the pandemic, the key is to rise to the challenge and create a franchise system that proves its resiliency.

When will this end? How do we continue to attract prospective franchisees and customers? What does this mean for the pet industry? Thereâ&#x20AC;&#x2122;s still a lot of uncertainty, but we need to think about the pandemic as the new normal for now and focus on plans for moving forward.

Standing out from the Crowd The $95 billion dollar pet industry in the United States is being propelled forward by pandemic puppy pandemonium. Even before COVID-19, the pet care industry was being fueled by millennials wanting to bring a new furry friend into their family, but when looking closer into pet care businesses now, the pandemic has created an explosion in the pet wellness and health space. Veterinary care, grooming, and pet supplies franchises are already seeing business increase and itâ&#x20AC;&#x2122;s only expected to grow. Demand for dogs has skyrocketed over the past four months, which means the need for services will be growing in a major way.

Our Florida based grooming franchise, Scenthound, is on a mission to keep your

Franchising USA

“The pandemic has forced many people to be home, giving them more time for their pets. Also, a staggering number of people have adopted dogs worldwide, which, of course, adds to the need for pet services.”

furry friend clean and healthy. We take a wellness-based approach that is dedicated to improving the quality of life for dogs.

Scenthound focuses on the five core areas of maintenance: Skin, Coat, Ears, Nails and Teeth. Our Scent Techs are fully trained to give dogs of all shape, size, and coat the care they need, and our membership program offers dog parents peace of mind that their fur family is cared for on a routine basis. Customers can select the right membership plan for their budget and needs to not only keep their dog clean and comfortable, but also prevent health issues down the line. With heightened safety protocols and new procedures in place, we have been able to continue providing the essential care dog’s need throughout the pandemic.

Expanding Nationwide Amid the Pandemic After more than a decade running both a mobile grooming business and local grooming “Scenters”, and seeing first-hand the shortcomings within the industry and a lack of education around dog grooming, we founded Scenthound in 2015. Our mission to give dog parents a fast, easy, and affordable way to stay on top of their dog’s routine care.

We started franchising last year and have 25 franchise units and two corporate locations in varying stages of development.

During the pandemic, we have sold 17 new units in four states, including six units in the Atlanta area; three units in the Las Vegas area; three units in Cary, NC; one unit in Parkland, Florida; and four units in Gainesville, FL. Additional units are in development in Boca Raton, Palm Beach Gardens, and Miami, Florida.

I believe our current growth speaks to the strength of the grooming and pet wellness

sector. Despite the recent economic downturn, many people are and will be looking for a business to invest in that is “pandemic” tested and stable. Many people are sitting home right now, some out of work, thinking about their future and next steps in life. For a lot of people their pets are a passion, and when they see they can run a successful business by helping pets, they are sold on the brand.

The pandemic has forced many people to be home, giving them more time for their pets. Also, a staggering number of people have adopted dogs worldwide, which, of course, adds to the need for pet services.

We want to educate all dog parents and help them understand our philosophy at Scenthound. We believe that all dogs are therapy dogs, and the pandemic is proving it.

Scenthound is taking initiatives to educate pet parents, so that they understand the importance of preventive care to keep their furry family healthy. We are excited that with nationwide growth comes more opportunity to teach people about proper dog care. We are on track to sell 40 total units by the end of the year.

Strategically Positioned for Success As we continue to build on our success with new corporate Scenters and expand our franchise network to include additional markets nationwide, we continue to stay true to our passion — making sure the well-being of our canine guests are our top priority.

The Scenthound concept was born from an “aha” moment I had when chatting with a neighbor, who had a Labrador Retriever. When I explained that I was in the grooming business, the owner told me his dog doesn’t need grooming, yet I

Tim Vogel

could smell the dog’s ear infection and noticed his knuckles were deformed from overgrown nails. That’s when I realized that most dogs weren’t getting proper care since there were a lot of misconceptions about grooming. The industry was focused on stylized haircuts, while the large majority of breeds don’t get regular trims.

The basic care and maintenance needed to keep dogs healthy were sorely lacking. So, we set out to revolutionize the way people think about and access routine care for dogs.

Many dogs aren’t getting the care they need because, either their parents don’t know they need it, or they can’t find an easy and affordable way to get it. We’re here to change that. It’s our job to educate dog parents on the importance of routine grooming and make basic care accessible for all dogs.

CEO, Tim Vogel, spent more than a decade in the grooming business before founding Scenthound in 2015.

The wellness-focused brand has a simple mission — to keep dogs clean and healthy. Scenthound began franchising in 2019 to provide dog parents nationwide with a fast, easy, and affordable way to get the routine care that all dogs need to stay comfortable and healthy. www.scenthound.com

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Expert Advice: Rick Bisio | Franchise Coach | FranChoice

Many Opportunities for Animal Lovers with Pet Friendly Franchises

When people first think of a pet franchise, they may associate it with an experience with their own pet. They may have recently picked up a chew toy or water bowl at Pet Supplies Plus or a bag of food at Wild Birds Unlimited.

They could have also dropped off their pooch at boarding and daycare establishments such Franchising USA

as Camp BowWow or Dogtopia. These are all popular franchises that specialize in pet products or services.

money on the dogs, cats, birds and fish in their homes. The APPA reported $95.7 billion spent on pets in 2019 with an estimated $99.0 billion to be spent in 2020.

Pet care is big business and there are a lot of very profitable franchise opportunities in this industry.

A lot of people across the country can relate to the need for pet care. A 20192020 survey conducted by the American Pet Products Association (APPA) showed that 67 percent of all US households have at least one pet, which is approximately 84.9 million homes. That figure has steadily increased since the APPA issued its first survey in 1988, which indicated 56 percent of US households owned a pet.

There is a wide range of pet friendly franchises. Some are very large brick-andmortar establishments with hundreds of pet products and supplies or spacious boarding locations with a full staff to oversee the care and attention for a pet. Depending on the size and type of franchise, these can cost less than $100,000 or more than $1 million.

In addition to the growing number of pet owners, people are also spending more

Conversely, there are many other homebased franchises such as pet-grooming businesses and dog-walking or dog-

a doggy daycare or boarding facility. Pet care franchisees must be the people who hear these sounds more as music than noise.

training services. These are servicebased businesses with little to no physical infrastructure and are very inexpensive.

Some of those operations begin with one person performing the pet service before hiring others to do it as the business grows.

The amount of money spent on pets each year reflects the love and attention people give to them. A 2019 survey from SpotOn Virtual Smart Fence showed 98 percent of dog owners considered their dogs to be a member of the family. The humanization of pets is a major trend in which people buy them clothes, take them to daycare and treat them to gourmet meals. Owners are spending more money on their pets’ appearance, activities and medical care, and business owners are benefitting from it.

Having such a large, stable and even growing customer base is a tremendous benefit for a franchise owner of a pet friendly business. It falls under the attractive recession-resistant category, knowing there will always be a demand for its products and services. As so many businesses’ sales have struggled during the pandemic, the pet industry has largely operated without change as owners continue to provide for their furry friends.

Although that is a nice benefit, I don’t think that is a primary reason most people get into the pet business. In my experience as a franchise coach, the majority of people do it because they like pets, mostly dogs.

Having a love for animals seems like a prerequisite for owning a pet franchise.

The entire business will be centered around animals, and customers will expect the

franchisee to reciprocate their knowledge, care and interest of their pets.

Just as there is a wide variety of pet friendly franchises, the skills a franchise owner must possess to operate a business vary greatly. Owning a pet supermarket requires several hats, such as managing staff and overseeing payroll and inventory.

There will obviously be a completely different skill set for smaller, homebased businesses such as grooming or dog training. There is not one specific set of skills that fits all franchises in this industry. The common trait among nearly all franchisees in this sector comes back to a love of pets.

There are a lot of great benefits of owning a pet friendly franchise, from a having large, built-in customer base to working with pets each day. However, it doesn’t mean there aren’t some challenges that come along the way.

While people are willing to spend freely on their pets, that places a great deal of responsibility on those in the pet care industry. Customers view them more as their own children than just pets. If they bring the dog to get trimmed or for daycare, they need to know their pet will be treated perfectly. Same for a store that makes a pet sick from the food you sold them. There are heightened expectations for the care their pets will receive, and owners take it very personally if something goes wrong.

Even with some of these challenges, the positive is that many people who look to get into the pet care business love animals and embrace all aspects of the operation.

Those people have a lot of great franchise opportunities in a stable and profitable industry.

Rick Bisio is one of the countries most respected franchise coaches and author of the Amazon best seller, The Educated Franchise - 3rd Edition. Since becoming a franchise coach in 2002, Bisio has assisted thousands of aspiring entrepreneurs nationwide explore the dream of business ownership. www.afranchisecoach.com/the-coach

Many people are motivated to get into the pet business by their love of animals, which is often their own pet. Much like children, people love their own kids and their own pets. But what about other people’s pets? Franchise owners will need to love everyone’s animals, and that ranges for Shih Tzus to Great Danes to cats, ferrets and snakes. They must also be patient with aggressive or disobedient animals and be comfortable in carrying a lot of insurance.

Working around animals each day can be taxing on one’s senses. There will be a lot of smells, especially with a lot of cats and dogs in one place. There can also be a lot of noise, such as the constant barking at

Rick Bisio

Franchising USA

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Expert Advice: Niko Frangos | President | Cleveland-based Rascal House

3 Reasons to Invest in an Emerging Franchise

Choosing a franchise to invest in is similar to buying a house. It’s a long-term decision with big financial impact that you should research thoroughly.

brands. Many small, emerging chains offer unique opportunities and great return on investment for franchisees, and there are some advantages to being an early adopter in a brand that you can’t find in a large, mature chain.

When doing your research, don’t pigeonhole yourself to large national

Smaller franchisors have smaller corporate teams, which means it is easier to connect

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You have a chance to connect directly with the brand’s leadership

directly with the company’s top leadership.

Often times, this even includes the brand’s founders, like in Rascal House’s case, who are connected to the history and values of the brand and are spearheading its growth with special care and tremendous passion. Huge chains also have layers of management and company politics that you can avoid with a smaller franchisor.

You are less likely to be just another cog in the wheel with a smaller brand. When you are an early franchisee, you aren’t

one of dozens or more new franchisees that year; you are a foundational player.

Because of this, it’s often easier to get more attention in a small franchise, so you can be as successful as possible as quickly as possible.

There is likely no market saturation yet Typically, smaller chains don’t have saturation in many—or any—markets, which means you can choose where you grow. This gives you the opportunity to build out as many locations as possible and own an entire market, which is often impossible in a well-established chain with hundreds or thousands of locations. For a multi-unit franchisee that is willing to be a pioneer, the opportunity to get exclusive rights to your first choice of a market is unique. Multi-concept franchisees who already have industry expertise, operational knowledge, a strong team in place and real estate connections in an existing market can capitalize on all of those things with an aggressive growth strategy.

While there is sometimes a slightly higher risk, the potential upside of developing an entire market is unmatched compared to a huge national chain that already has locations in every state and no attractive empty markets left. To mitigate the potential risk, look for a brand with longevity that is just starting to grow.

Some emerging franchises, like Rascal House, are small in size but have decades of history showing success and proving the concept. This allows franchisees to be

part of the brand’s early growth without worrying if the concept will survive long term.

You can lay your own foundation Buying a franchise is different than becoming an entrepreneur. There are systems to follow, and you should follow them because they are part of the value you get when investing in a franchise. That said, if you are more entrepreneurial in nature—or just interested in an option that is fresh and new—choosing an emerging brand gives you a greater ability to work with the founders and influence the direction of the brand.

You should always choose a franchise with strong foundational values—accepting every random idea a franchisee has is not the secret to success—but smaller chains will allow you to have a seat at the table and provide input from your outside expertise about how to strengthen the brand as it grows. In short, your voice is more likely to be heard and your input is more likely to be valued in an emerging concept.

Investing in a smaller franchise allows you to build your infrastructure knowing that your numbers should only improve.

As a brand scales, new economies of scale will be created. Choose a brand that will pass those savings down to the operators and you’ll see increased profits as the franchisor grows. Before investing in a franchise, talk to franchisors about their core values to see if they are likely to take supplier rebates as franchisor profit or pass

it down to their franchisees. Some brands are focused on franchisee success, so when buying power increases, they will lower the cost of goods for franchisees. Look for a brand that has low costs to start—you need to be profitable while the company is still growing—but know that with the right brand, those numbers should improve over time.

Big, national chains have grown to their size for a reason, and they have a lot of benefits to offer. That said, there are unique opportunities to grow with smaller chains.

If you choose a small franchisor with strong core values and brand longevity, you can mitigate most of the potential risks and take advantage of the huge upsides of investing in an emerging franchise.

Niko Frangos is president of Clevelandbased Rascal House, a five-unit elevated quick-serve restaurant franchise serving pizza, burgers, wings and more.

Niko Frangos

Franchising USA

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Veterans in Franchising september 2020

www.franchisingusamagazine.com

This Airforce Vetâ&#x20AC;&#x2122;s Best Business Weapon is Attention to Detail How to Harness the Elevated Relationships with Franchisees

Franchising USA

Leadership.

Teamwork.

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

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V e t e r a n s i n F r a n c h i s i n g S u ppl e m e n t s e pt e m b e r 2 0 2 0 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover

Veterans Profile

54 Ziebart: This Airforce Vet’s Best Business

Weapon is Attention to Detail

56 The UPS Store - After the Armed Forces

58 How to Harness the Elevated Relationships

with Franchisees

60 fit20 USA - Welcomes Raymond Kusch

as its Newest Shareholder and Member of

the Board of Directors

Veterans News

62 Postal Connections - As a Postal Business Franchisee, I Launched a Non-profit to

Benefit Homeless Veterans – Here’s Why

52 Assisted Living Locators 53 Hammer & Nails, Grooming for Guys

Expert Advice 58 How to Harness the Elevated Relationships

with Franchisees Sam Ballas | Founder and CEO | East Coast Wings + Grill

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veteran news

Assisted Living Locator’s East Valley Franchisee Dustin Baker Recognized as a Franchise Rock Star for Second Consecutive Year by Franchise Business Review

Dustin Baker

Assisted Living Locator’s East Valley franchisee Dustin Baker was identified by franchisee satisfaction research firm, Franchise Business Review, as a Rock Star Franchisee for the second consecutive year. Baker’s franchise provides senior placement and referral service throughout Chandler, Gilbert, Apache Junction, Queen Creek, and East Mesa areas.

Each year, Franchise Business Review honors franchise owners who set exceptional examples of achieving success within the franchise model. Baker was selected as a Franchise Rockstar from over 28,000 franchisees, representing more than 300 brands that participated in Franchise Business Review’s research in the past 18 months.

The Rock Stars recognized were nominated by their franchise brand leadership as franchisees who set admirable examples when it comes to leadership, business acumen, financial and professional success, and contributing to their community.

“There are so many success stories out there and thousands of inspiring franchise owners who are living their dreams of

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business ownership that it was incredibly difficult to narrow down the list,” said Eric Stites, CEO of Franchise Business Review.

“In the end, we chose individuals who are exceptional examples of achieving success through the franchise model and exemplify a strong work ethic and a real commitment to their business and community. We are thrilled to recognize these individuals as Franchise Rock Stars.”

According to Assisted Living Locators CEO RN Angela Olea, Dustin Baker is a top franchise producer that not only helps and mentors his fellow franchisees, but also passionately cares about his senior clients and his community. “As an Iraq veteran and medic, Dustin has been determined to make a positive impact on his community during the coronavirus pandemic,” Olea explained. “He has supplied over a thousand N-95 masks to protect healthcare workers in veterans’ homes and senior living properties.”

Prior to joining the senior care industry,

Baker served in the United States Army as a combat medic in an artillery unit during Operation Iraqi Freedom. He was also an

administrative supervisor at an outpatient

surgical ward at William Beaumont army medical center at Fort Bliss, in El Paso, TX.

“We are very proud of Dustin receiving

this great honor for the second consecutive year,” said Angela Olea, Assisted Living Locators CEO RN. “He goes ‘above

and beyond’ to serve seniors and their

families and has tremendous compassion and problem-solving skills. At Assisted

Living Locators, we work hard to make

our franchisees successful and stress the importance of giving back in business.”

Visit FranchiseBusinessReview.com to see the full list of 2020 Rock Star Franchise Owners.

Marine Veteran Brings Three More Men’s Grooming Franchises to Central Ohio Hammer & Nails Grooming Shop for Guys, a men’s grooming shop that provides haircuts and shaves & hand and foot care, in a welcoming, relaxed atmosphere, is pleased to announce it has signed a multi-unit franchise agreement with Nate Anderton, a Marine veteran and entrepreneur.

The pandemic didn’t stifle Anderton’s ambition, and he signed on to bring three Hammer & Nails locations to the Columbus, Ohio area.

This January, while running errands, Anderton came across the Hammer & Nails that had recently opened in Westerville. Already looking for a new business venture to dive into, he was intrigued by the men’s grooming shop and began researching the franchise opportunity. He was impressed with the uniqueness of the business model – a membership experience where men could be completely comfortable enjoying a hand or foot service while getting their beard groomed. While Columbus has great barbershops, Anderton liked how Hammer & Nails goes the extra mile for its members.

Prior to becoming an entrepreneur, Anderton spent his adult life serving his country. After high school he spent six years in active duty for the Marines. When he got out, he still wanted to serve and joined the Army National Guard where he had a full time position for 14 years. After he retired from the Army in 2018, he was one of 70,000 veterans who applied for a special program with Amazon pairing military veterans with contracting careers, so Anderton has spent the last two years owning and operating a logistics company that contracts deliveries for Amazon.

“I was blown away by the experience at Hammer & Nails and knew pretty quickly that I wanted to be a part of the grooming shop’s growth,” said Anderton. “The stigma surrounding men getting pedicures and manicures is quickly falling by the

wayside, and I look forward to offering a one-of-a-kind experience. After spending more than two decades having to be clean shaven in the military – you know what a great trim and shave feels like, and this is it.”

Anderton hopes to have his first location open by year’s end, and is looking for locations in Upper Arlington and Dublin.

The Hammer & Nails experience coming to Central Ohio is unlike any other. The atmosphere is low-lit, with soft ambient lighting throughout the shop. Exterior windows are tinted for privacy and the interior is furnished with dark wood and steel, creating a relaxing vibe. Members are greeted by name, escorted to a luxurious oversized Bison leather chair, and handed a menu with complimentary beverages ranging from an ice-cold water to McAllen’s whiskey, all of which is included in the service cost. Shops have Direct TV, and every guest has a personal TV, remote and noise-cancelling headphones for entertainment during his visit.

“Nate is joining our brand at a key moment of growth. While the coronavirus pandemic has impacted life across America, we are confident that the men’s grooming industry will prove resilient

Nate Anderton

throughout Ohio because of our driven, welcoming franchise partners like Nate,” said Nick Bertagna, Ohio Area Developer and Westerville franchisee for Hammer & Nails. “With Nate’s three Hammer & Nails locations, men in Columbus will have never looked or felt better.”

As Bertagna notes, Hammer & Nails has a strong future in Ohio. The brand is looking to add five shops in Cincinnati and five shops in Cleveland with qualified franchisees.

For more information about the Hammer & Nails franchise opportunity, visit hammerandnailsfranchise.com

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cover story: Ziebart

This Airforce Vet’s Best Business Weapon is Attention to Detail As a former Weapons Director for the U.S. Air Force, veteran and Ziebart franchise owner, Nick Lambie was in charge of managing every move of his tanker and fighter aircrafts in order to execute each mission successfully.

One mistake could have potentially fatal consequences for anyone under his command, so it was vital to keep everything under his watch in perfect working order to avoid disaster.

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Lambie has found that the secret to franchising success lives in the same detail-oriented mindset he carried with him throughout his time in the Air Force.

Today, he is the owner of a successful Ziebart franchise in his hometown of Morgantown, West Virginia. Franchising USA’s editors sat down with Lambie to discuss the lessons he has carried over from the military into business ownership.

Here’s what he had to say:

Understand Other Perspectives Before embarking on a mission, Nick Lambie was tasked with wrapping his head around every detail so he knew exactly what his team had to do and when. He was challenged to think critically about not only his next move as a leader, but his entire team as a whole and its potential

outcome. This has translated into how he runs his business. Leaders can only be effective if they understand not only theirs, but their team and ultimately their customer’s point of view.

Nick and his wife, Courtney found Ziebart when they needed to take their car in for protection services against the harsh weather of upstate New York.

Nick was immediately impressed with the thoughtful, personalized care he received and assumed Ziebart was a small, locally-owned company. A year later, he discovered that Ziebart was a franchise and knew it would be a perfect fit for Morgantown knowing that vehicle owners in his area needed services to protect the integrity of their vehicles. Lambie set out to bring his own location to Morgantown with the support of Ziebart’s home office

“If you were to walk into his store on any given day, it’s likely you’d find him alongside his brother Mark – who runs their day-to-day operations – getting deep into the weeds of servicing a customer’s car, whether he’s vacuuming some deep-rooted grime out of the upholstery or running out to grab his team lunch in the middle of a busy week.”

If you were to walk into his store on any given day, it’s likely you’d find him alongside his brother Mark – who runs their day-to-day operations – getting deep into the weeds of servicing a customer’s car, whether he’s vacuuming some deeprooted grime out of the upholstery or running out to grab his team lunch in the middle of a busy week.

“I do everything I can to help out and work side by side with the team. I’m not just a boss giving orders,” Lambie said. “If I want my team to succeed, I need to do my job as a leader to show them the way.” in Troy, Michigan and opened his store in the summer of 2019. Today, the store has grown widely-popular in the community, especially as the reliance on personal vehicles is at an all-time high amid the pandemic.

Lambie credits the success of his store to having an understanding of Ziebart’s customer and what they need most, since he and his wife were once customers themselves.

Lead by Example Lambie learned first-hand from his military experience that the only way to earn the respect of your team is to work right alongside them. In turn, “leading from the front” has carried over into running his Ziebart store.

Communication is Key In the military, Nick Lambie traveled all over the world and met people of different ethnicities and backgrounds within his unit and in the outside world. One of the most important things he learned during this time is that communication and being able to connect with others is not only important to your success, but gratifying to open your mind to new people, personalities and cultures.

Lambie strives to communicate often with his team members and to build meaningful, personal connections with them on a daily basis. This means if a team member is having a great week and has been going above and beyond to get their tasks done and done well, they are acknowledged and rewarded. He recognizes that in order to create that essential team connection,

acknowledgement of one another’s successes is key, and those connections shouldn’t solely be based on proximity.

Even on the other hand, if a team member is not having such a great week, Lambie would lend an ear to understand what needs to be said or done to help that person succeed.

Open communication doesn’t stop at just team members – it expands to communication with customers as well.

Lambie’s team makes sure to send out hourly changes and updates, post all safety measures and give fair and accurate estimates of the time and money needed for a service to be completed. Their honest and transparent approach to customer communication is what keeps them coming back and safe.

It’s All in the Details At the end of the day, whether embarking on a mission overseas or taking on a day in the life of a franchise owner, it all boils down to attention to detail in order to succeed. The skills Lambie learned from his military service – understanding, a hands-on leadership approach and strong communication skills – have all led him to becoming a successful Ziebart franchisee who prides himself on the impact that he gets to make on the lives of customers in his community on a daily basis. www.ownaziebart.com

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profile: The UPS Store, Inc

After the Armed Forces

Business ownership appeals to veterans seeking post-military careers Once their service ends, veterans often expect to start a new career. In many cases, the same skills and characteristics that helped make them successful in the military, such as ambition and a drive to succeed, make veterans uniquely suited for entrepreneurial endeavours like business ownership.

Franchising is a path toward business ownership that requires strong leadership skills, so veterans are often some of the most qualified and successful prospective franchise owners. According to the Veterans Transition Franchise Initiative (VetFran), a strategic initiative of the International Franchise Association and the Franchise Education and Research Foundation, at least 97 percent of franchisors believe veterans would make excellent franchisees; 70 percent have brought on a veteran franchisee or employee in the last year alone.

“The skills veterans develop through their military experience are integral to pursuing a new career,” said Tim Davis, president of The UPS Store, Inc. and former U.S. Marine Corps captain and Gulf War veteran. “Franchising presents a great opportunity for veterans to utilize the unique skillsets they developed in the service while also developing additional traits necessary for business ownership.”

Leadership. Work ethic. Discipline. These

Franchising USA

qualities are exactly what help more than 200 veteran The UPS Store franchisees succeed.

• Working as a team: The success of an organization relies on its members working together and a recognition that the business is greater than the sum of its parts. Many veterans learn to rely on their fellow service men and women; franchise owners must embrace teamwork at multiple levels, from employees of the local franchise to the franchise’s national and regional leadership team.

• Executing a plan: Although a franchise owner typically has access to a proven business model and ongoing support, executing the plan is the franchisee’s responsibility. Putting the pieces together and developing a working business plan requires an entrepreneurial approach similar to the military training veterans received.

• Thriving under pressure: Things don’t always go according to plan, and service members possess the training and discipline to remain calm in pressure-filled situations. For best results when navigating situations like disgruntled customers or employees, a level-headed approach often prevails.

• Working hard to accomplish a goal: Not all business owners have the level of commitment and work ethic necessary to accomplish their entrepreneurial goals. Service members are trained to understand the requirements of a mission and work diligently to achieve them.

Financing a franchise dream Through its participation in VetFran, The UPS Store, Inc., makes it easier for veterans to attain their post-military professional goals.

“Becoming a franchise owner is a big decision, which means it’s important to thoroughly research potential opportunities and carefully review all the available documents.”

For example, its “Mission: Veteran Entrepreneurship” program offers nearly $300,000 in financial incentives to assist qualified U.S. military veterans in opening their own franchise locations. In addition, the first 10 eligible veterans to submit a complete buyer’s application packet and initial application fee by Nov. 11 will receive a waiver for their franchise license fees.

To learn more about franchise opportunities and special incentives for veterans, visit theupsstorefranchise.com/ veteran.

Before You Buy a Franchise Becoming a franchise owner is a big decision, which means it’s important to thoroughly research potential opportunities and carefully review all the available documents. In most cases, you will have an interview with the franchisor, which is not only a chance for him or her to assess your abilities but also for you to ask questions like these that can give you more perspective.

1. How mature is the brand?

Some franchise systems are backed by a nationally renowned brand name and decades of franchise experience. A mature

brand with a proven track record of success can be especially beneficial for a first-time business owner.

2. Will training be provided?

that can thrive even in the face of market volatility.

4. What type of marketing, advertising and promotion do you provide?

While you can generally expect to receive marketing assistance and grand opening guidance when first opening a franchise business, the type of marketing and advertising support provided beyond that can vary greatly among franchisors.

A good franchise will be committed to helping you succeed by providing the tools and training necessary to get you started on the right foot. The best franchise opportunities will offer a comprehensive training program that covers more than just basic operational procedures, but also provides ongoing assistance. Ask if there is a support team you can reach out to with questions. Also find out how the brand’s franchisees work collaboratively to learn from one another and help each other succeed.

5. What is the total short and long-term financial commitment?

3. How stable is the industry?

The costs associated with opening a franchise business can be a significant factor in finding the right opportunity.

Some franchisors offer financing options, as well as special incentives for veterans, women and minorities; certain business models; or opening a location in specific geographic areas.

It’s impossible to guarantee the success of a business regardless of the state of the economy. However, some industries are more recession-resistant than others.

Those that offer essential products and services that remain in demand or those that flourish due to tough economic conditions are typically among the best franchise opportunities. If you’re exploring opening a franchise business as a means of controlling your own employment and financial security, consider an industry

It’s important to discuss all initial and ongoing fees in depth with the franchisor before committing to buy. Keep in mind that you will also need enough operating capital to support the business until it breaks even. The franchisor should be able to give you an idea of how long it typically takes franchisees in the network to become profitable.

6. Do you offer funding, incentives or deals?

To learn more about franchise opportunities and special incentives for veterans, visit www.theupsstorefranchise.com/veteran

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expert advice: Sam Ballas | Founder and CEO | East Coast Wings + Grill

How to Harness the Elevated Relationships with Franchisees How Companies Can Maintain Momentum of Engaged Franchisees to their core – leaving owners with a multitude of questions and franchisors with little turnaround time for answers.

The franchise companies that deployed effective responses and overcame the hardships brought on by the pandemic, like East Coast Wings + Grill, share a key similarity: they demonstrated an unwavering commitment to their franchisees.

Sam Ballas

The relationship between franchisor and franchisee is absolutely critical to the success of a company.

This is true no matter what the circumstances are, but the stakes are seemingly more intense in times of crisis and uncertainty – much like the coronavirus pandemic.

As many franchise businesses can attest, COVID-19 rocked daily operations

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ECW+G has always been data driven and hyper focused on unit-level economics, and that focus did not change in with the arrival of the pandemic. In fact, it only reinforced our efforts and, in turn, those efforts continue to solidify our outstanding relationships with our franchisees.

For other franchisors looking to create similar bonds with their owners, here are three ways to harness, elevate and leverage franchisee relationships for the betterment of your company.

Set the Tone Early On When you speak with franchise prospects and candidates, many will cite “culture” and “support” as reasons why they’re

looking at specific companies to invest in. To that point, franchisors have a lot to gain, and potentially lose, when it comes to setting the tone early with its owners.

At ECW+G, we pride ourselves on the relationship we have with franchisees and the internal culture we espouse – one built on support, commitment, trust and data-driven strategies and tactics. From the onset of the pandemic, we wasted no time updating and implementing new operation procedures to reflect the current realities our franchisees were facing. These updates included refining labor models, revisiting financial-analysis programs, providing timely white papers, supply chain inventory, COVID educed unit level breakeven models, debt/ rent deferment strategy, pivoting our business model to emphasize delivery and curbside options, and more.

As a franchisor, one of your first priorities, and arguably the most important, for you to focus on is setting the tone with your franchisees. Ensure they understand you are there to support them at the beginning and through the duration of any storm.

Keep Open Lines of Communication

two requires a constant commitment to keep lines of communication open.

In any successful relationship, communication is key. The presence, or lack of, of open and honest communication will play an essential role in determining a company’s success.

Continue Moving Forward

In today’s world, business owners are being challenged by some of the toughest realities ever faced. The value and importance of providing frequent and transparent communication to franchisees cannot be overstated.

For example, to keep our franchisees looped in and sustain their faith in us as a supportive franchisor, ECW+G provided constant updates where the brand was in its response process and shifted monthly conference calls to biweekly. We even provided templated letters franchisees could send landlords for rent relief and banks for loan deferments. These enhanced communication measures allowed us to give real-time updates, share strategies and provide a solid shoulder for owners to lean on during these hard times.

Franchisees want to hear from their franchisor just as much as the franchisor wants to hear from the franchisees. A positive, elevated relationship between the

The pandemic inspired a lot of questions and uncertainty. Just because there are so many unknowns, however, does not mean the creative process should halt. Quite the opposite; for the sake of their franchisees’ success, franchisors must maintain momentum and continue moving the brand forward.

We at ECW+G realized it was more important than ever to continue to entice potential guests with deals and initiatives, like timely promos around Father’s Day and National Chicken Wing Day. We also introduced new items to keep our menu fresh and seasonal.

However, it was equally just as important to respond to the new realities and consumer behaviors the pandemic brought on. As such, we enhanced our pay-at-thetable experience, fast-tracked and launched a brand-new app, and introduced both a curbside pickup and delivery service.

Franchisees need assurance from their franchisor that they’re doing everything they can to continue driving business into their locations. By implementing new initiatives and responding effectively

to everchanging consumer habits, the franchisor is taking a forward-thinking approach that will keep franchisees happy and satisfied.

The lifeline between franchisor and franchisee is being analyzed, prioritized and scrutinized more now than ever before. To set your company apart and make sure you end up on the positive end of this spectrum, it’s crucial to elevate the relationships with your franchisees and harness those them to your benefit.

By setting the tone early, keeping lines of communication open and maintaining forward momentum, franchisors give themselves the best opportunity leverage those relationships to drive the company forward.

Sam Ballas is the Founder/CEO of East Coast Wings + Grill and CEO of ZorAbility, an advisory and investment strategy firm. In addition to being in the c-suite for two different companies, Ballas also serves on International Franchise Association (IFA) Board of Directors. Ballas graduated from the University of North Carolina at Charlotte in 1989 and six years later in 1995, founded ECW+G. Under his leadership, ECW+G has won several awards and accolades.

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profile: fit20

fit20 USA welcomes Raymond Kusch

as its newest shareholder and member of the board of directors

With studios in Virginia, Florida, and Michigan, fit20 is a unique concept that provides a private, noise-free environment geared to accommodate busy schedules and reflect personal physical requirements, featuring a 20-minute weekly session with a certified personal trainer.

Franchising USA

“We are honored to have such a dynamic and compelling investor as Raymond join the fit20 USA team,” said Aqil Radjab, CEO. “He has overcome so much and is an inspiration for so many. We look forward to his insights and advice as we grow our franchise program in the U.S.” Kusch was looking for the next big thing and believes fit20 is it; a simple, effective way for maintaining strength and vitality as people age. “As a veteran and a disabled person, I know I need to stay fit, but finding the time and the right place is challenging,” said Kusch. “The science behind fit20 substantiates the fact that 20 minutes per week with a personal trainer has an amazing impact. I could not be more

motivated to be part of an organization like fit20 that is able to help people of all ages, backgrounds, and ability levels, including veterans and those living with disabilities.

This concept truly is the perfect ‘fit’ for anybody.

Kusch went into the Army after high school and in 2012 was severely injured from an IED blast. The explosion ultimately caused him to lose his left leg, among many other injuries, from which he spent three years recovering. Not

willing to let his injuries hold him back, Kusch went on to attend the University of Michigan-Flint and graduated in December as a recipient of the distinguished Maize and Blue Award, the highest academic honor bestowed upon a student. Kusch played club hockey while in college and earned a Team USA selection for the 2020 International Disabled Hockey World Cup. He was also named USA Hockey’s 2020 Disabled Athlete of the Year. Kusch was recently accepted into Notre Dame’s Master of Business Administration (MBA) and Master of Science in Business Analytics (MSBA) dual degree program.

Kusch has founded and owned multiple businesses, including UMG Events, LLC, and American Professional Gutters.

Currently, Kusch is the founder and CEO of Kinvesting, LLC, which is a consulting and investment firm for small businesses.

Adding fit20 to his successful investment portfolio aligns with his commitment to help others live better lives through business. “There is no reason fit20 can’t be in every community in America in the next few years, and I’m excited to be a partner helping make that happen.”

The fit20 concept is unique as its members meet weekly with a personal trainer for an intense slow-motion resistance training session to ensure a safe and highly effective workout experience. A circuit of specialized strength training machines is used to create a full-body workout that increases strength and vitality. The key elements of the fit20 training approach include: • always with a personal trainer and by appointment • exercise without changing clothes or showering in a climate-controlled environment • no distracting music, mirrors or group workouts • only 20 minutes per week After nine years of development, Walter Vendel, the founder and CEO of fit20 Franchise BV, opened the first fit20 studio in Zwolle, The Netherlands. There are now more than 18,000 members in over 150 fit20 studios worldwide including The

About fit20 USA

free introductory training. There is no

fit20 is a unique, high-intensity, 20minute training method that improves strength, vitality, and mental focus.

You always work with a specialized personal trainer in a private, noise-free environment geared to accommodate busy schedules and reflect personal physical requirements. Your oncea-week training session is by appointment, so you never waste time waiting. The climate-controlled environment offers state-of-the-art equipment with individualized attention – no group workouts, distracting music or mirrors. Sign up online here:

than trying this method firsthand.

fit20usa.com/Free-training/

obligation to join, but nothing is better Follow fit20 on Twitter @fit20USA and on Facebook.com/fit20USA. Visit fit20usa.com to learn more.

About fit20 USA Franchising fit20 USA is a Master Franchisee of fit20 BV based in the Netherlands.

Offering a single-Studio and a Regional Developer franchise program, fit20 USA Franchising is focused on rapid expansion across the U.S. with strategic partners. For more information on the franchise programs

or call 833-fit20-US for your “FIT” --

visit www.fit20usafranchise.com

Netherlands, Belgium, USA, UK, Qatar, New Zealand, Germany, the Caribbean, France and Sweden. Studios are expected to open in three more countries by the end of the year. fit20 USA is a master franchisee of fit20 Franchise BV.

a single-Studio model and the Regional Developer option for markets with 1M or more in population. “By working with strategic partners in key markets who operate Studios and support independent franchisees, we can meet the demand for strength training quickly and effectively,” said Litalien.

According to Chief Development Officer, Dr. Ben Litalien, “We couldn’t ask for a better first investment partner. Raymond is committed to our concept of fitness programming to increase strength and vitality. I am confident that his insights and influence will bring significant and strategic value to our U.S. expansion efforts.” The fit20 USA strategy features

fit20 USA will open a new flagship location in Liberty Place in September, the new residential and retail building in downtown Fredericksburg, and will include a conference center and state-of-the-art training facilities to accommodate the growing national franchise.

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profile: Postal Connections

As a Postal Business Franchisee, I Launched a Nonprofit to Benefit Homeless Veterans – Here’s Why Nationwide, there are more than 40,000 homeless veterans, with majority of whom have served in wars ranging from World War II to the Korean War; the Cold War and the Vietnam War; as well as the Persian Gulf War and in Afghanistan and Iraq.

At least one-third of homeless veterans have been stationed in a war zone, and twothirds have served our country for at least three years.

As a veteran myself and a business owner, I have made it my goal to positively impact veterans in need, which is why in 2018, I co-founded Beds4Vets, a 501c (3) non-profit organization with the mission to help veterans as they transition from homelessness to living in their own apartment or house.

Founded by myself; Zachary Bagdon, a U.S. Coast Guard veteran and a member of the U.S. Naval Order, the American Legion, Disabled American Veterans and the Military Officer Association of America; and Justin Czerwinski, Marine Corp veteran, now retired from the organization, Beds4Vets helps fill the gaps in existing government programs while giving thanks to homeless veterans for their service by helping them get the

Franchising USA

essentials they need to comfortably live in their own home.

Although the U.S. Department of Veteran Affairs (VA) assists homeless veterans in finding permanent housing, they lack the funds to furnish these spaces. So, we work directly with the Veteran Affairs social workers to provide recently housed veterans with household items like beds, kitchen tables, linens and cooking utensils.

The process starts with a veteran being placed in permanent housing, followed by Beds4Vets providing the social worker with a check list of items we can provide.

The social worker then reviews the list with the veteran to determine what household items are needed. Upon receipt of the list, we purchase the items through the many vendors we work with to meet the veteran’s needs. Finally, these items are delivered directly to the veteran by UPS and FedEx to respect the privacy of the individual.

The impact we have on these veterans’ lives makes such a difference and helps reduce the risk of reverting back to a life of homelessness. Keeping veterans off the streets requires more than a roof – it requires the veteran to build out a social network and develop a sense of pride in their home. Those are hard things to do when you don’t have a bed to sleep in, a chair to sit on or the kitchenware necessary to prepare food.

is that our organization helps recognize

We are excited to be able to provide support through our Beds4Vets organization, which is 100 percent volunteer based. As a possible result of deployment or other life events, veterans can often face homelessness, and our hope

help veterans make an empty apartment or

our veterans’ great service and sacrifice by helping them settle into safe, comfortable housing.

We are filling a need by providing essential household items to newly-housed veterans, helping to improve their physical and

psychological well-being by increasing

their social interaction and giving them a sense of belonging. We’re so proud to house feel more like a home.

Visit beds4vets.org or

www.postalconnections.com/franchiseopportunities

Assisted Living Locators Assisted Living Locators provides the vital function to seniors and their families of identifying their ideal alternative living solutions and other related services – all at no cost to them.

Our proprietary evaluation system results in free residential referrals that enable our clients to make the best possible decisions for their loved ones. Our elder care advisors are trained to find solutions that meet our clients’ needs and to personally accompany them on guided tours of facilities that match their individual preferences.

Ours is a truly turn-key program that puts our owners on the path to success through a proven executive business model with high profit margins, low overhead, minimum employees,

Business Finance Depot

repeat referrals, and residual income. Even more importantly, many of the industry’s most desired areas of the country remain available for new development.

If you’re aware of the unsurpassed value of the assisted living market, if you’ve always dreamed about the freedom and independence that business ownership could bring you, and if you’ve been waiting for the perfect, local, affordable opportunity to carve out your piece of the industry, Assisted Living Locators may be just the match you’ve been seeking.

For more information please contact Mary Ann Russo or Tom Ingle at: Phone: 800-267-7816 Email: franchise@assistedlivinglocators.com Website: www.assistedlivinglocators.com

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

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

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

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

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.

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

We provide marketing collateral, signage, POP displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and can be customized to the unique needs of your community. Customer service is our forte.

With a customized online store as the organizing principle, our websites give users the ability to purchase their advertising and marketing tools in one easy to use program.

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

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Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

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FirstLight Home Care FirstLight Home Care offers comprehensive, inhome, non-medical and personal care services to seniors, new mothers, disabled adults and others needing assistance.

FirstLight’s team brings more than 170 years of collaborative experience in health care, franchising and senior services, creating FirstLight’s Culture of Care foundation.

The last 10 years, we’ve received numerous awards, most recently including ranking among Entrepreneur Top 500 Franchises, Forbes’ Best Franchises to Buy,

FranFund, Inc. An IFA supplier forum member and recognized as the #1 franchise funding supplier by Entrepreneur, FranFund, designs smart all-in-one funding plans that grow with franchise businesses.

No matter where you are in your journey of business ownership – whether you are considering leaving your current job to start a new venture or if you are looking to expand your existing operation – we are here to help. Through a personal and painless process, FranFund helps solidify your dreams of franchise ownership while positioning you for long-term success.

We offer ongoing support and make sure you know all of your options for funding single units through multi-unit expansions

Franchise Payments Network Franchise Payments Network (a.k.a. FPN) is the only merchant services company focused exclusively on franchising. Since 2006, we have served over 190 franchise brands and we’ve grown a reputation as a premier vendor in the franchise industry.

Our goal is to help both franchisors and franchisees save money on every transaction. We offer competitive payment processing rates and excellent customer service. More importantly, we assist franchise organizations with payment security and compliance

Fresh Coat The average Fresh Coat on average earns 41.22% gross profit and $507,883.18 in revenue!* (*See Item 19 of our April 1, 2018 Franchise Disclosure Document for details. Based on data reported by franchisees that were open and operating full-time for at least 1 year for the period ending December 31, 2017 and that reported Gross Revenues and income statements. A new franchise owner’s results may differ.

Our owners continually testify about the amazing amount of help they receive from our company. From coaching and onboarding, to marketing and operational support, we guide you every step of the way.

Marketing Support & Operation Support – At Fresh Coat, our franchisees are constantly surrounded by support from both

Home Technology Handyman As you know by now, the Home Automation industry is growing at record rates. All around the world, people are beginning view Connected Home products as an essential component of their lifestyle. They’re looking to integrate technology into their homes to make their lives easier, safer and more convenient.

There’s no doubt that this industry will continue to grow. In effect, the need for connected home professionals to install and integrate this technology will grow right along with it.

If owning your own Smart Home Franchise through Home Technology Handyman has piqued your interest, there’s never been a better time to see what we’re all about!

What exactly does a Home Technology Handyman do?

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& Franchise Business Review’s Top 200 Franchises for franchisee satisfaction. In the $80 billion home care, demand for our services already exceeds market supply in many areas. In 2015, the babyboomers turning age 65 in the U.S. reached 10,000 per day! By 2025, it will grow to nearly 72 million.

We’re looking for people who are passionate and strive to provide exceptional service. If you want to make a difference in people’s lives while building a powerful business, THIS is this franchise for you.

Phone: 866-985-4031 Email: jdavis@firstlighthomecare.com Website: Firstlightfranchise.com

including SBA loans, conventional lending, and retirement plan funding with a risk-free SafetyNet® option.

By utilizing our franchise-specific pre-qualification tool and cultivating an extensive network of lenders who are franchise and small business-friendly, clients pre-approved by FranFund have a loan approval rate of 99%.

We believe delivering an exceptional customer experience is just as important as providing high-quality products and services and are proud of our high level of customer satisfaction.

Contact: Tim Seiber, CFE Phone: 817-730-4500 Email: info@franfund.com Website: www.franfund.com

to minimize the risk of breaches that could place brand equity in jeopardy.

Our team of franchising experts can enhance the consumer experience through secure payment acceptance on any device. Whether it’s online, through a smartphone or tablet, or our many POS integrations, we tailor our services to each individual brand for efficient operations.

Contact: Tom Epstein Phone: (866) 420-4613 Email: tomepstein@franchisepayments.net Website: www.franchisepayments.net

our Marketing Department and our Operations Team. We have national and local marketing initiatives and resources to drive customers to your place of business, and experts to guide and coach you for as long as you own your Fresh Coat franchise.

Fresh Coat is committed to leading the painting industry by driving platinum level customer service delivered by a team of professionals and painting experts. To do this, our franchisees only hire the most skilled and experienced painters, allowing their franchise businesses to offer 6 unique services. Your painters provide positive experiences from the initial quote to final touch-ups.

Phone: (513) 605-4877 Email: freshcoatpaintersfranchise@gmail.com Website: www.freshcoatfranchise.com

We’re a home service provider, just like a plumber or electrician. Our technicians are the trusted resource for sales, service and installation of home technology products to customers of all income brackets.

From basic service calls to turn-key projects, Home Technology Handyman can handle it all. Our most popular services include: • Connected Home Devices & Systems • Home Networking • Audio/Video Systems • Home Theater • Surveillance Cameras • TV Mounting • Remote Control Systems • Basic Lighting Control • Security Systems We want you to Take Control of Your Future!

Contact Jack Beeckman at: Ph: 888-303-4191 Email: franchise@hometechnologyone.com Website: hometechnologyhandyman.com/franchise

International Franchise Professionals Group

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

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

The IFPG is a strictly membership based organization that does not participate in any referral fees from our franchisor members or our brokers, thereby allowing all of our members to work freely together.

Our long-term success is predicated on retaining our members and providing all the tools needed to help you sell more franchises, and close more deals.

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

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

Lifted

Lifted’s inventory exemplifies the brand’s serious commitment to quality products; but not without playful elements such as, the Lifted Candy Bar, where customers can choose from an array of CBD-infused sweets, treats and edibles. Lifted has an educational shopping experience where the sales team does not follow like a shadow, they lead as a guide. The aesthetics of the brand further lend themselves to the name with a sleek, modern FFE package and colors that are fresh and crisp. In every way, Lifted is truly an elevated experience.

Lifted, An Elevated Experience is a Hemp/CBD shopping experience. Stepping into the retail environment at Lifted, it only takes a few seconds to realize why the consumer’s needs are so readily met, as this is not the typical Hemp/CBD shopping experience.

The space is laid out in such a way that the flow lends itself to making the most of the square footage - which is modest, by some retail standards and yet, is comfortable and inviting; creating ease and efficiency for hemp/CBD consumers of every experience level. This design also reinforces Lifted’s respect for the consumer’s time, as well as their own.

Contact: Gary Gale Norris Phone: 336-477-3693 Email: admin1@liftedclt.com Website: www.Liftedclt.com

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Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Nathan’s Famous, Inc. NEW YORK IS ALWAYS A GOOD IDEA, which is why - after over 100 years as one of New York’s most famous restaurant brands - anyone can walk into a Nathan’s Famous Restaurant anywhere in the world and experience the best of the New York Casual Food scene.

Universally regarded as the “Flavor of New York”, Nathan’s Famous’ menu focuses on four food pillars: World-Famous Hot Dogs & Fries; Premium Subs, including Angus Ribeye New York Cheesesteaks by Pat LaFrieda; Best-in-class, cooked-to-order burger with our proprietary Best Burger Pledge™, and Hand-Breaded Chicken and Onion Rings.

Our restaurant system includes over 250 restaurants

Office Evolution Founded in 2003 and franchising since 2012, the Colorado-based company is the largest and fastest growing coworking franchisor in the United States.

Office Evolution currently has 70 locations open with a projected 80 open by year end. The brand has nearly 140 units sold in markets across the country and is poised for further growth as the demand for suburban workspace continues to rise. The brand’s model fills a niche for suburban-based workers looking for a professional environment to get their work done.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

worldwide, with adaptable, locally sourced menus and prototypes. Nathan’s Famous branded products are currently distributed globally, including packaged hot dogs, hamburgers, french fries, onion rings and more. Our world-famous hot dogs are served in a multitude of outlets, including movie theatres, bowling centers, cruise ships, and casinos. And with more than 28 billion views worldwide of our cult-favorite Hot Dog Eating contest last Fourth of July, Nathan’s Famous’ claim to the cuisine and culture of New York isn’t just authentic, it’s proprietary.

Contact: James Walker Phone: 516-338-8500 Email: jwalker@nathansfamous.com Website: www.nathansfamous.com

Office Evolution is helping thousands of business owners be dreamers, risk-takers, and doers by providing them with access to professional services that will help them drive their business forward.

Office Evolution continues to lead the workplace transformation that is projected to see nearly 30 percent of all office space become shared office space by 2030, according to a JLL report. Office Evolution is currently operating in more than 24 states across the nation.

For more information about Office Evolution, please visit www.OfficeEvolution.com and www.OfficeEvolutionFranchise.com

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pet wants Pet Wants creates fresh and all-natural pet food and delivers it to our customers on a monthly, subscription basis...that ensures the food is fresh for the pets and that you generate consistent and ongoing revenue streams.

As a franchise owner, you will need to share this love of pets and their well-being. But no experience is needed. No matter if you start in your home, a small office or store, we teach you everything you need to know about operating and growing a successful pet food business.

franchising usa A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

PropertyGuys.com INC. PropertyGuys.com has created a marketing system that is transparent and includes a community of real estate professionals who are empowered through technology – providing the customer with a true endto-end experience.

We have reconstructed how real estate is bought and sold. We’re NOT real estate agents or brokers, we’re something very different, something we believe is much better.

We provide sellers with all the tools required to successfully and confidently sell their property on

SOCi SOCi is an all-in-one localized marketing platform built for multilocation businesses that allows them to post to social media networks, manage reviews, update online listings and deploy social media ads at scale, down to each location.

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

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

Franchising USA

You just need a passion for pets, the drive for success and the ability to follow our proven operating system.

In return, you will be rewarded with the great benefits of being a business owner. Bottom line, this is a fulfilling, financially rewarding and enjoyable “people and pets” business.

Contact: Beth Boecker Phone: 513-331-3647 Email: bbboecker@strategicfranchising.com Website: www.petwantsfranchise.com

Excellent for branding and recognition.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

their own at a fixed rate, not a percentage of the value of the home.

Ultimately, we help buyers and sellers avoid the high cost of commission by connecting directly.

We have experience two decades of franchise success and along the way, have been honored with many awards and acclamations. Franchisees benefit from the knowledge and skill of our award-winning franchise system.

Contact: Franchising Team Phone: 844-333-7017 Email: opportunities@propertyguys.com Website: www.propertyguys.com

In times of crisis and changing business dynamics, SOCi empowers businesses to reach customers locally with urgent messaging that is relevant to current operations, offers, and opportunities. www.meetsoci.com

Of course, it helps to have the trust of renowned companies like Home Depot. Re-Bath is the nation’s largest complete bathroom remodeling franchise with presence in more than 150 cities and 43 states.

The ideal candidate for Re-Bath should have sales, marketing, and/or management experience and be extremely results oriented. Construction knowledge is not required. You must have a minimum of $100,000 in liquid capital, and be ready to make a full-time commitment.

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

StretchLab Founded in 2015, StretchLab is the first boutique health and wellness franchise that offers one-on-one assisted stretching services in a fun, energetic and communal environment.

It is designed to increase mobility and flexibility, helping to reduce pain, decrease muscle aches, improve posture, reduce recovery time and enhance quality of life.

Guided by highly-trained Flexologists™ in a one-on-one or group atmosphere, StretchLab is

Veterans Business Services Veterans Business Services provides the most advantageous franchise acquisition terms for Veterans and provides innovative entrepreneurial training for qualified Veterans seeking grants under the VA Vocational Rehabilitation Program.

Veterans Business Services (“VBS”) specializes in entrepreneurial opportunities for Veterans and has an extensive reach into the Veterans community and can generate significant interest from qualified Veterans who wish to start a franchise or small business.

VBS offers multiple marketing methods that have proven effective with helping franchise organizations with their expansion plans. Utilizing custom email marketing

Window World Window World is the largest window replacement and exterior home remodeling franchise in the United States, with over 18 million windows sold to date.

Window World’s commitment to industry-backed, energy-efficient products and services is a determining factor when consumers choose Window World to improve their homes.

Window World Window World is the largest window replacement and exterior home remodeling franchise in the United States, with over 18 million windows sold to date.

revolutionizing the stretching industry through its approach to help clients of all ages, fitness levels, genders and sizes achieve deeper stretches that allow them to reach individual wellness goals.

Headquartered in Irvine, CA, StretchLab is backed

by Xponential Fitness, a curator of popular boutique fitness brands.

Contact: Martin Balcaitis Phone: (949) 326-9765 Email: martin@stretchlab.com Website: https://stretchlab.com

campaigns, news press releases, and online franchising e-magazine articles, VBS gets the message to qualified Veterans who are invested in starting a franchise.

VBS supports service disabled Veterans who are enrolled in the self-employment track within the Veterans Administration and provides outreach efforts to transitioning military through TAP and ACAP programs. As a graduate business of the Entrepreneurial Bootcamp for Veterans (“EBV”), we also assist other graduates of EBV and provide coaching support through mentoring programs. VBS is where Veterans turn to make their franchise dreams a reality.

Contact: James Mingey Phone: 202-349-0860 Email: info@veteransbusinessservices.us Website: www.veteransbusinessservices.us

Operating from the corporate headquarters in North Wilkesboro, North Carolina, and in markets across the country at over 200 franchise locations, Window World is poised to provide next-level window installation and home remodeling services to Americans nationwide.

For more information contact Zach Luffman, Director of Franchising at: Phone: 1-866-740-2100 Email: ZLuffman@WindowWorld.com Website: www.windowworldfranchise.com

Operating from the corporate headquarters in North Wilkesboro, North Carolina, and in markets across the country at over 200 franchise locations, Window World is poised to provide next-level window installation and home remodeling services to Americans nationwide.

Window World’s commitment to industry-backed, energy-efficient products and services is a determining factor when consumers choose Window World to improve their homes.

For more information contact Zach Luffman, Director of Franchising at: Phone: 1-866-740-2100 Email: ZLuffman@WindowWorld.com Website: www.windowworldfranchise.com

franchising usa

Excellent for branding and recognition.

A-Z Listings are a great way to promote your business, giving you a presence within our publication and also the Franchising USA website.

Each detailed, full colour A-Z listing comes with a 150 word write up and your logo.

Choose a 12 or 6 month package or simply add the A-Z directory onto your Focus, Profile or Ad! To learn about the A-Z directory or any other products please contact Vikki Bradbury: advertising@cgbpublishing.com or 778-426-2446

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Franchising USA