FRANCHISING USA MARCH 2021 by CGB Publishing

Franchising usa $5.95 www.franchisingusamagazine.com

The magazine for franchisees

VOL 09, ISSUE 4, mar 2021

it is go time!

the 2021 game plan

how franchises can leverage

dough & arrows

wants to extend Franchising Family LATEST NEWS

out-of-home advertising

to gain more customers

special feature

franchises in your price range

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

There’s never been a better time to own a Window World franchise than now!

Join America’s Exterior Remodeler

Martin & Debbie Bomba

Window World Franchisees

Open your own business with Window World – a proven franchise system with strong corporate support. As the industry leader in custom exterior home improvement products, customers appreciate our outstanding service and fantastic prices. Window World franchisees value our family culture and the ability to earn a living helping people in their communities. Locally owned and nationally known, with more than 220 locations from coast to coast. Find out how a Window World franchise opportunity can help you achieve more than you ever thought possible. Your window of opportunity starts now! In 2019,

Window World reached

Visit WindowWorldFranchise.com or call 866-740-2100 today!

$738

MILLION in total system sales.

See Window World Franchise Disclosure Document for more details.

Window World, Inc., 118 Shaver Street, North Wilkesboro, NC 28659 This advertisement is not an offering. An offering can only be made by prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. These franchises have been registered under the franchise investment law of the state of California. Such registration does not constitute approval, recommendation, or endorsement by the commissioner of the department of business oversight nor a finding by the commissioner that the information provided is true, complete, and not misleading. Minnesota license number F-6754.

Franchising USA

Franchising usa The magazine for franchisees

FRANCHISING USA VOLUME 9, ISSUE 4, 2021 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: vikki@cgbpublishing.com jasonb@cgbpublishing.com

Editorial team: Hayley Drew Sinead Horan-Webb Rob Swystun

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DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: dough & arrows

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

Welcome to our March issue of Franchising USA. In this issue we are pleased to welcome Dough and Arrows to the cover. Be prepared for some serious sweet cravings when you explore what their innovative edible cookie dough and ice cream franchise has to offer! This heart-warming family-owned and -operated business based in Hanover, PA, is expanding its business and looking for new franchisees to join the family right across the United States. Turn to page 10 learn more. Adding to our inspirational franchising features, in this issue we celebrate International Women’s Day by meeting several female franchisors behind both up-and-coming and established franchise brands who share their advice and encouragement to women aspiring to follow their business dreams (42). And on page 18 we also have an interview with two VPs from beauty concept franchise LunchboxWax. All of these women are truly demonstrating how empowering a franchising career can be. Also in this issue, our special feature on Franchises in Your Price Range explores the wide range of franchising options available for all investors (30), plus we have expert advice from John Clatworthy of Cash Connect on managing cash logistics for your franchise (36). We also feature FASTSIGNS on page 26, a highly resilient signage and graphics brand that is going from strength to strength despite the pandemic while supporting Veterans and first responders with a 50%-off franchise fee. In our Veterans feature on page 49, we welcome another brand that is poised for growth while also supporting Veterans in franchising, AAMCO. This automotive repair brand offers flexibility for active reservist Michael Laverdure. Read his story on page 54. We also hear from G.I. Tax on their discounted franchise fees for Veterans and first responders on page 56. And, as always, we have plenty of expert advice, industry news, and our regular franchise directory listings. Enjoy the read!

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

Vikki Bradbury & Diana Cikes Franchising USA

“A big business starts small.” ~ Richard Branson

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

march 2021

On the Cover 10 Cover Story: Dough and Arrows Wants to Extend Franchising Family 20 It’s Go Time! The 2021 Game Plan

12 How Franchises Can Leverage Out-Of-Home Advertising to Gain More Customers

30 Special Feature: Franchises in Your Price Range

In Every Issue 6 Franchising News

Announcements from the Industry

61 A-Z Franchise and Services Directory

Expert Advice 12 How Franchises Can Leverage Out-Of-Home Advertising to Gain More Customers Matthew O’Connor, AdQuick

14 Five Tips to Opening a Successful Franchise Restaurant

Yianni Kosmides, Owner, Apola Greek Grill

16 Four Steps to Encourage Your Franchisees to Do More Effective Marketing Clayton Kendall 20 It Is Go Time! The 2021 Game Plan

George Knauf, Senior Franchise Business Advisor, FranChoice

38 Secrets of Great Franchise PR

Heather Ripley, CEO, Ripley PR

40 International Mapping for Your Franchise Expansion

18 Franchising USA

Peter Buckingham, Managing Director, Spectrum Analysis

46 The Secret to Longevity in a Family Business Franchise

Banyan Family Lawyers

Snapshot

18 18 LunchboxWax on Franchising and Female Empowerment

Women in Franchising 42 Card My Yard, Chicken Salad Chick, Blaze Pizza, Massage Heights,

Authority Brands, Tropical Smoothie Café

Feature: Franchises in Your Price Range in every issue 24 Franchising News Announcements from the Industry

26 Cover Story: Introducing Propelled Brands: Franchisor of FASTSIGNS and NerdsToGo Lead with Franchisees as Top Priority 30 Big Franchising Opportunities for Your Budget Expert Advice 36 Key Cash Logistics Considerations for Your Franchise John Clatworthy, SVP, Chief Customer & Strategy Officer, Cash Connect profile 32 In a League of Their Own Jay Melamed, XP League

snapshot 34 Celebrating 10th Anniversary with Franchise Fee Roll Back Tim Conn, Image One Cleaners

46 Franchising USA

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what’s new!

I HEART MAC AND CHEESE LAUNCHES NEW NATIONAL BRANDING CAMPAIGN, AND A LITTLE “MORE!” I Heart Mac & Cheese, a fast-casual concept specializing in made-to-order, fully customizable build-your-own bowls and grilled-cheese sandwiches, has launched a new national brand campaign, “Build Your Happy”. The campaign was created to support the company’s goal of providing a plethora

of choices for consumers from all walks of life. It doesn’t matter if you’re vegan

or gluten-free—with seemingly endless combinations and ways to build your

perfect meal, I Heart Mac & Cheese wants to put a smile on your face, no matter how you build your meal.

“We’re not just a mac & cheese joint anymore. Between the melt in your mouth grilled cheeses, the gluten-free and vegan options, and millions of other ways to customize your meal, it just made sense to add more,” said I Heart Mac & Cheese CEO Steve Giordanell. Developed with Greau Creative out of Boca Raton, FL, “Build Your Happy” has already begun rolling out nationally across all of I Heart Mac & Cheese and More’s customer touchpoints including web, mobile app, in-store, and all digital and traditional marketing assets. “We are so honored to help create this next chapter for the I Heart Mac & Cheese

brand with a campaign that shows their commitment to providing the opportunity to build what makes YOU happy,” said Jason Bailey, Founder of Greau Creative. iheartmacandcheese.com

THE JUICY CRAB ANNOUNCES FRANCHISE OPPORTUNITIES FOR ASPIRING FRANCHISEES IN THE U.S.

The Juicy Crab was first opened in Duluth, Georgia by the Chen family in 2015. “The Juicy Crab is all about having a good time and getting your hands dirty,” says CEO/Founder Raymond Chen. “With great music, marine atmosphere, southern comfort seafood, always expect a great time at The Juicy Crab.”

The Juicy Crab is proud to announce they are currently offering franchise opportunities to qualified candidates in the United States. Qualified applicants who are awarded the opportunity to own and

Once brought on board, franchisees will obtain access to the brand, tested and proven processes and support, purchasing power and distribution chains, cooperative marketing, new product research, development and roll-out, experienced training staff, and continuing training and education. The Juicy Crab already has an established market presence and substantial market penetration in the south-east United States. From this highly successful platform, the company is looking to expand the brand in select key areas domestically.

operate a franchise will be provided with an exceptional business

The Juicy Crab has 28 locations in the south-eastern US with more expansions on the horizon.

senior management.

www.thejuicycrab.com/franchising

model, extensive training, and consistent, ongoing support from

Franchising USA

Pieology Partners with SiteZeus for Smart A.I. Expansion Data

EXPRESS EMPLOYMENT PROFESSIONALS WELCOMED 50 NEW FRANCHISEES IN 2020 Express Employment Professionals, a global staffing provider franchise, announced significant growth in 2020, signing a total of 61 franchise agreements to bring 27 new offices to key target markets, while continuing operations at 34 existing locations and welcoming 50 new franchise operators, systemwide. In February 2020, Express also acquired direct hire staffing firm, Frontline Recruitment Group, further expanding its global footprint into Australia and New Zealand for the first time. “The global workforce was hit hard in 2020 by COVID-19 and each industry sector had different needs at different times. Despite the challenges and complexities that the pandemic presented, our franchisees rose to the occasion and helped fill thousands of jobs last year,” said Bill Stoller, CEO of Express Employment Professionals. Throughout 2020, Express was recognized among the franchise and staffing industries’ most prestigious accolades, including Entrepreneur magazine’s Franchise 500, Franchise Direct’s Top 100 Global Franchises, the Canadian Franchise Association’s Recognition Awards, and ClearlyRated’s Best of Staffing® Client and Talent Awards. Express Employment Professionals works with job seekers to help them find the right job for their skills and experience, and annually employs over 552,000 people across 830+ franchise locations worldwide. Express has been recognized as the staffing category leader on Entrepreneur magazine’s prestigious and highly competitive Franchise 500 ranking of the top franchise opportunities for 10 consecutive years and its franchisees have average annual sales per territory of over $6 million in the U.S. www.expressfranchising.com

Pizza innovator Pieology teams up with SiteZeus on a new recipe for data-driven expansion. The 120-unit pizza chain will leverage SiteZeus’ artificial intelligence-powered location intelligence platform to optimize market opportunities. California-based Pieology is partnering with SiteZeus as it embarks on a plan to expand its 120-store multi-unit footprint, leveraging SiteZeus’ A.I.-powered location intelligence platform to learn more about their customers and identify high-volume trade areas. Just like building the perfect pizza, SiteZeus combines key ingredients to quickly build highly accurate market planning models. This data driven approach combines brand specific POS and location information with a variety of third-party metrics. Standard data on demographics and traffic counts are enhanced with the latest tools that offer insights gleaned from social media and cellular data to provide a granular view of consumer behavior and movement. These models enable the real estate team to learn more about the true potential of every individual site – all in a matter of minutes. “With access to SiteZeus’ platform our real estate team is able to look beneath the surface of our locations and understand what’s truly driving the location performance. This helps us understand where to focus and which locations to avoid in a completely new dimension,” said Ramzi Daklouche, Chief Growth Officer at Pieology. SiteZeus was built to help multi-unit brands answer two important questions – WHERE to open the next location and WHY prioritize one location over another. https://pieology.com/franchise-inquiry/

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what’s new!

DREAMMAKER NAMED #1 HOME SERVICES FRANCHISE FOR 2021

DreamMaker Bath & Kitchen, with its ‘Code of Values’ emphasizing service, honesty and integrity, has been named the top home services company in franchisee satisfaction by Franchise Business Review. Each year the leading franchise market research firm ranks the 200 best franchise opportunities, based on results of an independent survey of franchise business owners. DreamMaker was among over 300 franchise brands, representing more than 28,000 franchise owners, that participated in the research. Franchisees were surveyed on 33 benchmark questions about their experience and satisfaction in critical areas of their franchise systems, including training and support, marketing, technology, operations, franchisor/franchisee relations, and financial opportunity. “This is a tremendous honor for our organization,” said President and Chief Stewarding Officer Doug Dwyer. “Our business systems haven’t been built overnight. It is to the credit of our corporate team and franchisees. Together, they have elevated our systems to where they are today enabling our franchisees to grow their businesses

and deliver an excellent remodeling experience.” “Our franchisees understand how big of a decision remodeling kitchens and bath is for homeowners,” added Dwyer. “They guide clients through the remodeling process from design to completion so homeowners feel comfortable and informed every step of the way. It is a simple process with constant communication managed all by one company; this is how we try to deliver on providing a remodeling dream.” www.dreammakerfranchise.com

FRANCHISEE SELECTION, CLIENT EXPERIENCE MAKES GROWTH POSSIBLE FOR GOTCHA COVERED reputation gives them some comfort and proves that we are trustworthy.

“Our clients have given us a 4.9 out of 5-star rating. We think that reputation

also comes from the training and support we give our franchise owners. As long as they are here, we are going to help them

find success. We are going to train them, support them and give them all the tools they need to be successful. Gotcha Covered—a North American window treatment franchisor—said they experienced record growth last year, despite the issues of the pandemic. Company president Paul Linenberg said their thoughtful process for selecting franchisees was pivotal to that success.

Franchising USA

“We have high standards for people we award franchises to because it’s important for us to maintain our reputation for quality. That’s extremely helpful for our owners because when homeowners are looking for someone to advise them on their window treatment project, that

“When you start talking to the owners

about their experience the company, you hear that we were doing really well. It

was a record year for growth among our

franchise base, but it was also a record for their sales,” he said.

www.gotchacovered.com

INDOOR AIR QUALITY FRANCHISE BREATHES FRESH AIR INTO LEADERSHIP TEAM After a year of momentous growth in 2020, Green Home Solutions is pleased to start 2021 by introducing two new members joining its executive team—Duone Byars as Executive Director of Marketing, and Al Winnick as Executive Director of Business Development. Byars brings to Green Home Solutions more than two decades of franchise and marketing experience, having most recently served as the Field Marketing Manager at Sonic Automotive. “I have always been passionate about working with and helping entrepreneurs with skin in the game grow and succeed, so I’m excited to return to the franchise industry,” said Byars who will develop the existing brand and local marketing strategies. Adding to the experienced Green Home Solutions leadership team, the company has also recently brought in Al Winnick as Executive Director of Business

Development. Prior to Green Home Solutions, Winnick spent 26 years in the optometry industry, most recently with True Spec Eye Bar as COO. Winnick notes, “For 26 years, I was blessed to be able to give the gift of sight. Now, with Green Home Solutions, I’m able to give the gift of good, clean air.”

Home Solutions, Winnick will be responsible for the sales and profit growth of the company. He will also work closely with area representatives and national accounts. Winnick plans to continue to build on existing relationships with key companies and vendors, and network to continue growing the brand.

As part of the executive team at Green

www.greenhomesolutions.com

KIDDIE ACADEMY DONATES $25,000 TO FAMILY PROMISE

Kiddie Academy® Educational Child Care, a nationally recognized provider of comprehensive educational childcare programs, announced a partnership with national nonprofit Family Promise, designed to empower families experiencing homelessness and set children up for success. Providing an initial gift of $25,000, Kiddie Academy will work together with Family Promise to develop a program

for spreading awareness about family homelessness, as well as fundraising in support of the organization’s mission. “Family Promise shares our commitment to improve communities and build brighter futures for children,” said Greg Helwig, CEO at Kiddie Academy. Together, Kiddie Academy and Family Promise will work to empower all stakeholders—volunteers, donors, community members, businesses and government officials—to effect change

across communities so families can achieve economic stability and children can access a brighter future. As the COVID-19 pandemic persists, many families are experiencing increased risk in their housing stability. Kiddie Academy believes in developing a foundation for long term success, and Family Promise’s prevention, shelter, and stabilization model does just that for families in need by providing critical resources across every step of their journey. “Kiddie Academy’s initial contribution to Family Promise is the foundation for a system-wide fundraising and resource model to help further the nonprofit’s efforts in solving homelessness for families across the country,” added Mike Miller, executive chairman of Kiddie Academy. www.kiddieacademy.com

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cov er sto ry

D o u g h & A r r ows

dough & arrows

Edible Cookie Dough and Ice Cream Restaurant wants to extend Franchising Family The owners of familyoriented business Dough & Arrows aim to expand their business through nationwide franchising opportunities. Dough & Arrows is well known for their famous edible cookie dough, gourmet ice cream, delicious homemade desserts, and family atmosphere. Based in Hanover, PA, Dough & Arrows is currently looking for potential franchisees all across the United States. The main reason for our sweet shop wanting to expand is simply because the demand is there for our unique products. Our customers are literally begging us to open a location near them. By creating franchise opportunities, this is our way of making our customers dreams come true! “We’re known very well in two states: Pennsylvania and Maryland, and we have customers that drive over two hours just to get to us,” co-owner Brandon Blevins, who runs the company with his wife Crystal, said during a recent interview with Franchising USA. Not only have customers been asking the pair to open more locations closer to them, but they’ve also received numerous requests from states as far away as Florida and California for Dough & Arrows to start shipping long-distance.

Franchising USA

DOUGH you can EAT! The thought of buying cookie dough specifically to eat unbaked is still new to many Americans, Blevins said, we enjoy not only educating our customers on this iconic dessert but expanding people’s taste buds with our famous edible cookie dough. “We’re known for our edible cookie dough,” he noted. “It’s like the kind your grandma always made, without the health risks. Our dough has no eggs and we heat treat our flour by baking out all of the bacteria and “bad stuff” making our products safe to consume. LOVE.. that’s what our edible cookie dough is based off of. We also have allergen-friendly options which are soy, gluten, nut, dairy free, and 100% vegan friendly. We struggle to keep these products on the shelves.” The edible cookie dough keeps for six weeks in the fridge or six months in the freezer. Although customers are not able to

bake actual cookies with the edible dough, Blevins said, they are working on a secret dough recipe that customers actually will be able to bake in an oven and still have the same great tastes. In addition to their edible cookie dough, the business also has gourmet ice cream, cheesecakes that are made from a supersecret scratch recipe, dough pops, cookies, brownies, ice cream dough pies (with cookie dough as the crust and ice cream as the filling), ice cream cakes, and more!

then a week at the franchisee’s location just prior to and after opening. They will also hold regular workshops, seminars, online training sessions and business coaching that covers the full spectrum of running a Dough & Arrows location.

Currently, the business has one shop in operation along with a pull-behind event trailer that they take to events that acts similar to a food truck. EVERYONE LOVES having the “Dough Truck” at their events. The Blevins are set to open their second corporate location in April.

Looking to extend the franchise family Dough & Arrows’ four-year anniversary is on May 4 of this year and while they haven’t signed up any franchisees yet, they are open to signing up anyone who fits their criteria, which includes being dynamic self-starters with ambition and a desire to succeed along with a strong sense of community and in giving back to others. Blevins said they are looking for people with a strong entrepreneurial nature who are competent with sales and customer service. Franchisees can expect help with sales, marketing materials along with a comprehensive initial training program that consists of two weeks of on-site training at the corporate location in Hanover, PA and

Franchisees will even have the opportunity to learn how to make their own ice cream rather than sourcing ice cream from a third-party, “If we send the franchisee to school to learn how to make their own ice cream, it would make their Dough & Arrows business location even more unique,” said Blevins. Our promise is to literally hand you the keys to success!

Perseverance through tragedy Aside from the obvious demand for the product, one of the other major reasons the Blevins want to expand Dough & Arrows is to honor the memory of their son Coltin. On Coltin’s first birthday, the founders of Dough & Arrows, John and Amanda Watson, asked Brandon and Crystal if they wanted to purchase the business. The recent parents jumped at the opportunity to become the new owners and throughout their training to take over, they brought Coltin to the shop where he would revel in the opportunity to taste all the delicious sweets. Coltin always described the edible cookie dough as “yummy” and “mmm mmm”. Sadly, Coltin would tragically pass away just days before the Blevins were set to re-

open Doughs & Arrows as their own. To keep Coltin’s memory alive, they have his smiling face on the cups and some of the confectionaries are named after him as well as some of the couple’s godchildren. Just as Coltin brought so much happiness into their lives, Dough & Arrows has continued to bring happiness into people’s lives throughout the COVID-19 pandemic, Blevins said. They were one of the few restaurants that were open and providing desserts to the public through delivery services and curbside pickup, he explained. They provided personalized birthday parties and delivered many sweet treats directly to frontline workers in hospitals. Our customers would place orders and have us deliver to family, friends, strangers, and business as a way to say thank you. We enjoyed seeing the smiles on people’s faces during this pandemic. Our customers have become our family. Now, to continue spreading happiness across the United States, they want a Dough & Arrows on every corner. While those are lofty long-term goals, for shortterm goals, the couple aims to have five franchise locations open by the end of this year to go along with their current corporate location and the one that will be opening in spring. For potential franchisees who are family oriented and who wish to spread joy to the community while being at the forefront of a burgeoning food trend, Dough & Arrows might just be the business family you are looking to join. www.doughandarrows.com

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ex per t advice

Matthew O’Connor | AdQuick

How Franchises Can Leverage

Out-of-Home Advertising to Gain More Customers

Franchise owners have unique opportunities and challenges when it comes to advertising. While their corporate headquarters may provide collateral and guidelines to support marketing efforts, local campaigns are often left to the franchisees themselves, who may not be aware of all their options. If this sounds like your situation, it might be time to explore Out-of-Home (OOH) advertising, which includes outdoor ads like billboards, bus benches, wallscapes, transit wraps and more. If you’re not familiar with OOH, you’re in for an ROI treat. Here’s more information on how this medium can help you gain more customers.

Why OOH Works for Franchises Outdoor ads cut through the clutter that so often prevents digital ads from being effective, with studies showing that 90% of U.S. audiences 16+ notice OOH ads. They also deliver the lowest CPM (cost per thousand impressions) of any traditional marketing medium, while

Franchising USA

ensuring reach, relevance, brand safety, and impact. Finally, outdoor ads are viewed as more authoritative and trustworthy than digital ads, since they’re embedded in the community. “I wasn’t sure how OOH advertising would go, since it was new to me,” says Mark Steverson, franchise chain owner at Orange Theory Fitness. “But I leaned on my OOH partner and they guided me through the process. We launched OOH campaigns and measured the corresponding footfall and sign-ups at my locations.” Steverson reported being floored by the results. Not only did footfall and signups increase by over 200%, but he said it

also became clear that new folks walking through his doors already saw his brand in a trustworthy light.

Building Blocks of an Effective Strategy An advertising program without a strategy is like a train without a track; it won’t work and it definitely won’t get you where you want to go. So first, hone in on the specific business outcomes you’re hoping to achieve. For example, a fitness franchise’s goal may be to drive traffic to a nearby location, while a real estate franchise might want to increase brand awareness instead. Other common goals include activating

Matthew O’Connor

“Out-of-Home (OOH) advertising, includes outdoor ads like billboards, bus benches, wallscapes, transit wraps and more.”

social campaigns, generating awareness for new products or new market launches, to name a few. The next step is defining your strategic approach. There are plenty of factors that influence OOH ad selection, like proximity to specific points of interest, ability to reach target audiences, price and value, and broad reach. Depending on your goals and budget, you can start whittling down the possibilities of ad formats and media buys so you can get the most from your efforts and dollars.

What to Expect: Costs & Results Some people think OOH ads are more expensive than traditional media channels like TV or radio, but this isn’t true. In

fact, billboards are the most cost-effective traditional medium. Costs for OOH ads are determined by several factors, including location, ad format (e.g. billboard vs. wallscape vs. street art), number of impressions, demographic targeting, design and installation requirements. To give an idea of what’s possible, a bus bench ad in Los Angeles might cost $500 while a massive billboard in a rural area could cost $1,000 for a four-week run. You can get a more exact pricing estimate by checking out a tool like this Billboard Cost Calculator. When you think about measuring progress, first figure out your idea of success, which should tie into the goals you’ve set. For instance, if brand awareness is your primary goal, you might consider your OOH campaign successful if you achieve a certain number of impressions. Then, you can decide how you’ll measure the efficacy of your campaign. Traditionally, OOH has been measured through geographic lift (e.g. comparing sales in markets with OOH to markets without OOH). However, there are challenges with this type of measurement, especially for franchisees since it requires extensive market saturation and investment. Today, the most relevant metric for franchisees is footfall, and the ability to

directly attribute offline conversion events

to OOH campaigns. When your conversion occurs in the real world, such as restaurant visits, some tools can measure footfall and attribute the offline conversions to your OOH campaign exposures.

Certain platforms can provide franchisees with measurement detail on par with

digital media measurement. This means marketers have the ability to track and isolate the impact of OOH, directly

attribute online and offline events, measure the true ROI through rigorous lift analysis, compare relative performance by unit,

optimize campaigns to improve outcomes over time and use the exposure data

to power multi-channel marketing and

continue the conversation with consumers in other mediums.

OOH advertising is an effective and

affordable way for franchises to increase

brand awareness and gain more customers. While it can be complex to navigate, it’s easy to plan and execute with the right platform and partner - and immensely rewarding.

Matthew O’Connor is the CEO and cofounder of AdQuick, the first platform to allow brands, agencies and individuals to complete the entire process of planning, buying, executing and measuring out of home (OOH) advertising campaigns anywhere in the U.S. https://www.adquick.com/

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ex per t advice

Yianni Kosmides | Owner | Apóla Greek Grill

Five Tips to Opening a Successful Franchise Restaurant If you’re looking for a new career, you may want to consider opening a franchise restaurant. This advice may come as a surprise with the coronavirus pandemic making life challenging for the hospitality industry. However, that’s exactly why opening a franchise restaurant in 2021 and beyond can prove so lucrative. American diners desperately want to dine out, and once we put COVID restrictions behind us, aspiring restaurateurs should find plenty of available locations to choose from.

Franchising USA

As the owner and CEO of nine popular family restaurants (and growing), I have a strong idea of what it takes to do well in this business. While our family expands the reach of our authentic, fast-casual Greek grill, Apóla; through franchise agreements, we use a rigorous screening process to determine whether potential franchisees will make a good fit. Here are five qualities we believe make an effective franchise partner.

Be open to embracing a new working culture

We all have been exposed to different working cultures, carrying different types

of baggage. When embracing a new work environment, it is important to let go of all ego and jump at the opportunity. You cannot be too opinionated, too selfcentered, or too proud to admit mistakes or to learn from others or you will not fit into an existing company’s culture and will likely fail. One person alone does not know everything, and success comes by working as a team. It goes without saying that if you do not know everything, we do not know everything either. But as a team, we can make anything happen.

Keep an open mind The ideal franchisee is someone

“The ideal franchisee is someone that understands that Rome was not built overnight. Potential franchisees have to be open-minded, patient and recognize that they have to stick to the program to reach their goals.”

business. Do not get envious of the single location restaurant owner that is never at his restaurant and spends most of his day at the golf course or at the gym and drives the fancy car. Though there are exceptions, chances are, he is over-leveraged and highly dependent on one single employee/ manager. Once he loses that employee, he probably won’t know how to pick up the pieces. Know every single part of your business and be ready to take over any position at any time. That doesn’t mean that you can’t go play golf or go to the gym, it means that you will have the skills to support your business whether you own one location or grow to 20+.

Practice gratitude and community service

that understands that Rome was not built overnight. Potential franchisees have to be open-minded, patient and recognize that they have to stick to the program to reach their goals. Be open for discussion and willing to review different options and opinions. The degree of your success will depend on your willingness to learn and to communicate with your customers and with your franchisor.

Work hard

Be willing to put in the work. Your success is a function of the amount of time and effort you are willing to devote to learning and executing each phase of the

Be grateful. Understand that it takes a team to be successful and show appreciation for every member’s contribution and the role they play. Thank them and acknowledge a job well done. An unhappy frontline customer service representative wears his displeasure on his face. Be part of your community, too. You depend on your community and its members to keep coming in to support your business so when the community asks for support, whether it is to host a fundraiser or to donate some gift cards, always show your appreciation! The Yorba Linda (California) Chamber of Commerce selected us as Chamber Member of the Month due to our significant role in the community (we donate a generous portion of opening week’s profits to the community for each location we open) and we are nominated for 2020 Chamber Member of the Year.

Feel comfortable with your franchisor

Get to know the company’s background. How long has it been in business? How

Yianni Kosmides

“Be grateful. Understand that it takes a team to be successful and show appreciation for every member’s contribution and the role they play. Thank them and acknowledge a job well done.“

many locations has it opened and closed? How long do franchisees stay, on average? My brother, Stefano, and I opened our first Apóla in 2017, after planning for it for five years, and our second in 2019. That said, we launched our first fast-casual dining concept back in 2008, and our pater (dad), who’s also involved, has owned and operated more than two dozen places over the past 43 years. Check its reputation. Read reviews by critics and customers. Yelp users have voted Apóla a top-ten Greek restaurant and we have a 4.5 star rating on GrubHub. Make sure you buy into the onboarding process and ongoing services. Take the partnership you form with each of your franchisees very seriously; this relationship is the foundation of your success. Apola Greek Grill is an Authentic Greek Grill that is taking the US by storm with its truly authentic Greek gyro. Their work has already been featured on Yahoo Finance, US News, Food Service Exchange and on TV’s ‘This is LA’ among other publications. For more information about the restaurant or to become a franchisee, please visit: https://www.eatapola.com.

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Clayton Kendall

Your success as a franchisor is based on the sales growth of your franchise community. Embrace of marketing by the franchisees is critical to this goal.

There are a number of drivers of revenue that you as a franchisor directly impact: providing customer value through the quality of your product, setting up efficient processes, and providing strong training that results in excellent service.

steps

to Encourage Your Franchisees to Do More Effective Marketing One very important lever for sales growth that you should encourage is your franchisees’ active participation and skill in their marketing.

leads, traffic and ultimately sales. Then teach the “how” investing in marketing pays dividends.

Here we will detail four ways to educate your franchisees in the best practices for highly effective marketing as well as motivate them to invest in the programs.

• Showcase the stories of franchisees that are getting strong returns on their marketing spend. Videos of franchise owners conveying their successes are very effective.

• Detail how every $1 of marketing spend results in measurable returns on investment.

Communicate frequently and sell the benefits of franchisee marketing Franchisors at times face that challenge that some new franchisees do not see the importance or value of active marketing. Start with the ”why” marketing boosts

• Communicate these success stories regularly to the franchisees. Focus on this topic during weekly calls and at your annual Summit. • Encourage franchisees to create their own peer networks to share best practices and wins.

Develop a franchise marketing plan along with tools for franchisees to tailor their efforts to their local markets Franchisees need a well thought-out game plan to set their strategy and produce a budget so they can execute their marketing most effectively. Start with a marketing calendar that lays out detailed, monthly franchise-sponsored plans based on insights gathered from previous campaign results. Franchisors should estimate campaign costs so budgets can be easily and realistically set by franchisees.

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Offer marketing training and educational resources for your franchisees.

might feature banners, window clings, table toppers, etc.

To ensure marketing programs are targeted to the right audiences, franchisees should have a thorough understanding of the demographics of the brand’s target customers including where they hang out and what they are interested in. These customer snapshots form personas. Franchisees also need to be aware of competitors.

Franchisor marketing partners will often build and host website portals to distribute these marketing programs. Ask your provider if it can help you devise your marketing plan as well as an online portal, accessible only to franchisees. Suppliers will often build and stock these portals at no or low costs.

Some franchisors make available comprehensive coaching sessions and online classes for franchisees to grow comfortable with marketing initiatives.

Make it easy for the franchisee to rollout and execute the plan Leading franchisors create company-wide marketing programs that are easy for the franchisees to select, customize and put into action. A franchisee is most likely to follow through on the plan with a single platform from which programs can be rolled out. One highly effective marketing tactic is to offer franchisees regularly scheduled Point of Purchase (POP) kits to support sales around important holidays or franchisesupported campaigns. These POP kits

Also, franchisors that select a single or a small number of marketing providers can typically ensure high brand consistency and quality. In addition, concentrating your purchases through a limited number of providers will likely lead to volume-based discounts that will boost the franchisee’s marketing return on investment.

Provide incentives to encourage franchisees to market Franchises have different financial models to encourage franchisees to invest in local marketing as well as support the franchise’s overall brand. Here are good practices to utilize: • Reward strong marketing by providing incentives if certain marketing thresholds are met. Use these incentives to direct marketing dollars in the most

effective direction. Corporate sharing of costs emphasizes the importance of marketing and gives you a voice in directing the marketing efforts. • If you have a brand fund or national marketing fund, consider using it to pay for part or all of POP kits, which can be tailored to regions or local markets. • When a particularly important opportunity presents itself, consider supplementing the regular marketing funds with additional incentive funds to encourage participation. • Run contests among franchisees to get their attention and encourage them to invest more. The winners often make great success stories to feature. We have described four ways to encourage your franchisees to do effective marketing. As you head into next quarter, consider which ideas will most significantly impact your franchisee’s marketing success, resulting in higher sales. Clayton Kendall can help. Our branded merchandise programs help franchise communities scale rapidly, save money and better manage their promotional items, signage, apparel and marketing pieces. Visit us at www.claytonkendall. com or contact CEO Dan Broudy at 412798-7120 Ext. 130.

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LunchboxWax

on Franchising and

Female empowerment

Jinell Pecsek LunchboxWax, a Boise, Idaho based waxing salon concept, was founded by Debi Lane in 2010. Lane, who has extensive experience in the beauty industry, created a franchise business concept that put waxing and customer service first and created a company culture that truly rallied around empowering women—from the corporate team to the waxologist employees. Today, the brand has nearly 50 salons open across the U.S. and a team of women guiding the company’s path. Currently, five out of the eight executive positions

Franchising USA

are held by women, including the titles of CEO, Vice President of Finance and Vice President of Salon Development. The company’s commitment to giving women an opportunity to lead is its hallmark. Jinell Pecsek, Vice President of Salon Development, and Carrie Morgan, Vice President of Culture and Training, share what they’ve learned and some advice to help other women make a successful leap into the franchise industry.

What led you to start a career in franchising? Jinell Pecsek (JP): After exploring a diverse set of roles including project management, volunteer recruitment,

Carrie Morgan strategic planning, sales and training, I decided to look for a new opportunity. What ultimately led me to start a career in franchising was recognizing the incredible potential the LunchboxWax model had. I knew I needed to join the team after I felt a strong connection to Debi’s vision and a desire to see the expansion and growth in a culture focused company that works to empower everyone from the staff to the guests. Carrie Morgan (CM): I tripped into franchising through synchronicity. I met our founder and CEO, Debi, through a mutual friend. Eventually over coffee and girl talk things bolted into place when Debi invited me to her salon for a birthday brow

treatment. I fell in love with the business concept and the vibe. Knowing that I had a background working with visionary business leaders and entrepreneurs, Debi invited me to work with her upand-coming leadership team when she decided to expand LunchboxWax into a franchise. Entering a company where I felt so supported was a lucky way to begin my career in franchising.

Have there been any moments in your career where a female mentor helped guide your path? CM: Lots. I’m a relator and an experiential learner. Having guides along the way to encourage and coach me has been a rich part of the journey. Mentors give me something that loved ones can’t – an objective perspective. I’ve also found that when you operate in a collaborative environment you find that your colleagues are also your mentors.

How has working for a company like LunchboxWax with a proud culture of female empowerment impacted you professionally as a member of the team?

CM: Aside from living out a dream-cometrue vision to help create a workplace model where young women blossom, I feel honored and encouraged as I get to watch their brilliance and development. Knowing that these young women will carry these tools and principles into all they create is the kind of stuff that makes life worth living. JP: I am privileged to work for a company that so whole-heartedly supports female empowerment and I’m proud to be part of the effort to bring this same level of support to our salons and guests every day. As part of “walking the walk,” I have been impacted by our culture in a way that has propelled me to evolve the approach I take in sales, strategy, coaching and leadership. I consider it an honor to know that this message of empowerment is something everyone at LunchboxWax gets to carry on a national, and maybe someday international, level.

What advice would you give young women looking to start a career in the business/ franchising sectors? CM: First, know the difference between vision and fantasy. For example, asking, “Is

“Today, the brand has nearly 50 salons open across the U.S. and a team of women guiding the company’s path. Currently, five out of the eight executive positions are held by women.”

this simply a way to make money or does it fill me with both passion and purpose?”, is an important question to ask yourself before approaching any opportunity. Second, do your homework – all of it. If it’s going to be yours, then own it. Third, work with people who compliment your strengths and offset your weaknesses. And lastly, learn to manage your ego, both the low esteem and the inflated version. Look in the mirror first. JP: Recognize the value in your own experiences (whatever those may be) and see how you can utilize those experiences to benefit those around you. See the opportunity in each challenge, especially the tough challenges. Always strive to continue growing, learning and evolving. And don’t forget to pause and appreciate where you’ve come from and where you are going. www.lunchboxwax.com/franchise

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ex per t advice

George Knauf | Senior Franchise Business Advisor | FranChoice

It Is Go Time! the 2

Finally, I can say I see the light at the end of the tunnel with respect to the interesting times we have been in this past year. While I, and many business owners, have been able to adjust and weather the challenges well, we were fortunate. Vaccines are going out, slowly, but speed is growing. One recent projection was that everyone that wants to be vaccinated can

Franchising USA

by late spring or early summer. While we may still take some other precautions, with any luck we are well on our way to opening up in full. There are dollars on the sidelines waiting for places to spend them, one estimate was an extra $2 trillion in savings over and above the normal savings rate by US families by this summer. Employed worker average pay increased over the past year. Everyone wants to resume life, get out, visit friends, dine in their favorite restaurants,

go to the gym, travel and much more. Between available funds families have

to spend, pent up demand, and openings

rolling out — the future could bode very well for our franchise family!

So, what should you be doing today? First, hire great people! There is some

talent on the sidelines and the more that get back to work the faster the economy

grows. If we wait too long to find the right people, then the best will already be hired by forward-thinking operators.

2021

without feeling the pressure of coming from behind. Real estate, often one of the toughest components in business growth, is very interesting right now. For reasons we all know, there is extra real estate on the market in much of the country at the moment. In areas with more real estate inventory, busines owners are often finding leases easier to negotiate and terms better for the business owner than they were a year ago. That said, there are some areas that had so much demand for the small amount of inventory in the market that real estate may still not be easy. If you are looking to open a new location, this is the time to be working on that. Many of the largest brands began evaluating locations months ago, some opening new locations during Covid and others pre-approving locations for current and future owners. The coming rush of business will put more demand out in the market for real estate and what is available will go fast. Which leads me to money. In the words of an old friend “Go get you some!”. Lending is interesting as well right now. There is an SBA program currently available where your payments for the first six months of your loan may be covered for you and rates are relatively low. It is definitely worth talking to a loan professional to see what is available for you. Send me a note if you need a referral to someone. While I wish that type of program was always available for my candidates, if it is available now then it would be hard to pass up.

The possibility of substantial growth means you need staff that is trained and settled into your operation before the rush hits, not after. There is the very real possibility that you will also have less competition for those customers and employees. More customers funneled into fewer businesses will mean that businesses could easily get overloaded, service and production could be stressed. Hiring the team you need to deliver quality service will keep you positioned for continued growth in the coming months

I will note that SBA lenders are crazy busy right now so don’t put it off your research, reach out and start looking at options today. Marketing is going to be an important part of growth over the coming months and it is easier to get your plan together in advance of the rush. If you need coaching there are a number of good individual coaches or even free platforms like the Clubhouse App where you can get free advice. If you would be more likely to hire an expert, then they may have a little more time now and you may get more of their

George Knauf

“Between available funds families have to spend, pent up demand, and openings rolling out — the future could bode very well for our franchise family!” bandwidth at the moment to get your marketing calendar in order. You can plan months in advance and your service provider will run your program while you focus on your customers. In short, anyone that asks me if they should be taking steps towards growth right now, the answer is a resounding “YES”! There are few times in business where we can as clearly identify a trend as we can right now. I understand the past year has been challenging, the next one can be fun if you plan ahead! 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

Franchising USA

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The public and policymakers need to understand franchising. Our purpose

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

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

Help us keep the momentum going

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

You beneﬁt by joining

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

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Our Franchise

@OurFranchise

This is just the beginning

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

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FranchisingFeature franchises in your price range

m a rch 202 1

Introducing Propelled Brands Franchisor of FASTSIGNS and NerdsToGo Lead with Franchisees as Top Priority

big

franchising opportunities for your budget

key cash logistics considerations for your franchise

Franchising USA

fe at ure : fr T r en wo am nch en di ng ises i n fr friaa nnch nch youises isi r ng pr ice r a ng e

what’s new! HEYDAY CLOSES $20 MILLION SERIES B ROUND LED BY LEVEL 5 CAPITAL PARTNERS (L5) Heyday, the fast-growing company making expert skincare accessible, announced a $20 million Series B round of funding led by Level 5 Capital Partners (L5) with participation from existing investors Lerer Hippeau and Fifth Wall Ventures. The fundraise will allow Heyday to further scale and cement its position as the trusted brand in skincare, with expansion through franchise of its high-touch physical experience and innovation in delivering personalized skincare. “This strategic funding will enable us to accelerate our growth and deliver on our vision of delivering highly personalized skincare solutions,’’ says Adam Ross, CEO & Co-founder of Heyday. “We are proud of the industry leading in-store facial experience we have built and excited to

expand across the U.S. while innovating digital experiences to meet consumers’ daily skincare needs in a differentiated, expert way.” Heyday’s expansion will meet the consumer both on and offline and will be inclusive of physical store expansion through a new franchise system while simultaneously digitizing its experiences and services. “By expanding Heyday’s physical footprint to hundreds of stores in the next five years, paired with unique expert-led services available virtually, Heyday is poised to become the most trusted company in skincare,” says Chris Kenny, managing partner of Level 5 Capital Partners (L5). https://www.heydayskincare.com/pages/ franchise

FINANCIAL PREPAREDNESS FOR FRANCHISEES: FROM PPP LOANS TO THE UNKNOWN Reflecting on the past year in which one in five small businesses permanently closed, financial preparedness was a key factor in what helped keep many brands afloat. Specifically, for franchisors like Subway, Senior Helpers, and Meineke, securing millions of dollars in PPP loans for hundreds of franchisees as quickly as possible provided the foundation for recovery. Behind that execution was a pre-existing partnership with BoeFly, a premier online marketplace for franchise growth solutions. Mike Rozman, founder of BoeFly, shares that trusted partnerships empowered franchises to successfully navigate the unexpected twists that typically accompany

Franchising USA

financial opportunities like the PPP loan application process. “When it came to securing a PPP loan, speed and positioning were essential. As an outsourced partner, BoeFly helped guide franchisors in assisting their franchisees to rapidly access PPP funds and keep their businesses running. I encourage franchisors to have financing partners in place rather than wait for the next curveball to be thrown our way,” said Rozman. Outsourcing has been a trend on the rise, seeing as it can preserve resources, streamline operations, and reduce spending by up to 60% when it matters most. Bernie Fitzgerald, a franchisee of Senior Helpers in Florida said: “We received a six figure PPP installment and used it for payroll and rent. We were able to use the funds for

payroll and keep the staff doing the terrific job they do for the most vulnerable of our citizens.” As recovery continues, outsourcing facilities management will continue its estimated incline, reaching $1.9 trillion as an industry by 2024. https://boefly.com/

ONLINE LIFELINE – CLOTHES MENTOR LAUNCHES GAME CHANGING ECOMMERCE SITE

EDIBLE IS COMING UP FRESH WITH PLANS TO OPEN 40 NEW STORES IN 2021 Franchise industry predicts record-high growth in 2021.

Clothes Mentor, the nation’s fastest growing women’s resale clothing franchise, launched an eCommerce site in 2020 to combat decreased in-store sales due to the pandemic. It proved to be an immediate lifesaver for their franchise owners, increased new business from out-of-town online shoppers and enabled the stores to avoid employee layoffs. The introduction of the online store has also been a hit for Clothes Mentor’s customers. Women can shop for more than 200,000 items of gently worn clothing, shoes and accessories from 82 stores nationwide, with the profits going back to the local store owner. Customers can now shop local from other company stores throughout the country on the website. People can also bring their like-new items into their nearest Clothes Mentor store to sell and receive cash or store credit on the spot. “When our stores shut down, we had to scramble and launch our online website to keep our franchisees profitable and answer this growing demand for secondhand fashion,” says Chad Olson, COO of Clothes Mentor. “Our new website is a win-win for women looking for high quality, gently worn clothes at a great price. Resale is here to stay and now it’s more accessible than ever with our online site that updates fashion daily.” The online store continued a trend in which the resale fashion market is growing 25 times faster than the overall retail market. It not only gave franchisees a much-needed lifeline, but it came at a perfect time when more people were avoiding stores and shopping online during the pandemic. https://clothesmentor.com/

Edible®, the world’s most beloved leading gifts and treats destination, had a monumental 2020 amid the COVID-19 pandemic due to the release of innovative products, impressive sales numbers as well as the introduction of a new and creative prototype. According to an article featured on Entrepreneur.com, 2021 is predicted to be the best year for franchise growth in a decade, and Edible® is no exception to this encouraging statistic. The brand has a solid expansion strategy in place with a goal to sign 160 franchise agreements and open 40 new stores this year. This aggressive growth goal follows its 141 signed franchise agreements in 2020 and 46 of its stores reaching million-dollar status. Along with this, the brand had its most successful Valentine’s Day to date in 2021 with a 26% rise in sales from last year. In addition to these impressive numbers, Edible® is also looking to grow internationally in emerging markets such as Canada, China, Europe, Pakistan, India, the Middle East and Mexico. Along with the essential launch of Fruit & Vegetable Produce Boxes at the beginning of the COVID-19 pandemic, other additions to Edible’s® diverse product offerings include its introduction into the floral space with FruitFlowers® and new treats in the Edible Bakeshop™. Edible Music™ has also launched with albums from Grammy- and Tony-Award winner Leslie Odom Jr. Offering all of these innovative products, the brand’s new prototype creates a more interactive and theatre-like experience for customers. With an exciting pipeline in place, Edible® is looking towards a prosperous 2021 and continues to be a trailblazer in the franchise industry. https://ediblefranchise.com/

Franchising USA

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COVER STORY: Fastsigns

Introducing Propelled Brands:

Franchisor of FASTSIGNS and NerdsToGo Lead with Franchisees as Top Priority Franchising USA

The past twelve months have undoubtedly shaken every industry across the franchising sector due to the pandemic. After a year that left no business unaffected, concepts that fulfill the role of supporting businesses in their communications and IT operations have proven to be not only necessary, but essential in helping other businesses stay afloat. With the support of a seasoned and

to pivot their services to focus on what matters most — serving their customers.

“Over the last year, the FASTSIGNS and NerdsToGo business models have continued to show resiliency and are poised for growth in 2021.”

experienced franchisor, franchisees with FASTSIGNS, the leading sign, graphics and visual communications franchise, were equipped with resources and support that guided them through the unknown challenges that the pandemic brought to their businesses. The award-winning franchise reported a strong year of growth in 2020, signing 31 franchise agreements to develop new, co-branded, and conversion centers worldwide and opening 30 locations, including the brand’s first center in the Dominican Republic. Much of FASTSIGNS’ success last year can be credit to centers being deemed essential businesses, allowing franchisees

“Our franchisees’ success comes first. When the pandemic began to impact our industry, we fought to ensure FASTSIGNS centers across the U.S. could continue to operate, and we’ve continued to be by their side to help them every step of the way,” said Mark Jameson, Chief Support and Development Officer. “We’re incredibly proud of how our franchisees adapted to the changing climate by tapping into the diverse product range we offer so they could fulfill the unique needs of their customers. Our franchisee’s role of being the go-to resource for visual communications in their communities continues to grow stronger every day. The growth and momentum we’ve experienced is a true testament to the strong FASTSIGNS network, our brand’s ability to adapt systemwide, and the rising demand for signage.”

World-class Support during Unprecedented Times Thanks to the exceptional support team that worked around the clock to help the system succeed, even seasoned franchisees were able to benefit from their assistance during the pandemic. Jeffrey Chudoff, a FASTSIGNS franchisee in Maple Shade, New Jersey, spent over 30 years as the owner of an independent sign shop before converting his business into a FASTSIGNS franchise in 2016. He credits being a part of the FASTSIGNS family for his success in 2020.

“I could not imagine what it would have been like to operate during the pandemic without the support of FASTSIGNS and our network of franchisees,” said Chudoff. “While so many small businesses struggled or closed their doors permanently, we exceeded $1 million in revenue for the first time. I was truly in business for myself, but not by myself.”

FASTSIGNS Acquires NerdsToGo In October 2020, Propelled Brands, parent company of FASTSIGNS, also made its first acquisition with the addition of NerdsToGo, an emerging IT services brand, to its portfolio. NerdsToGo has been franchising for four years and is a part of the large and growing IT services industry with 26 franchise locations in 16 states. “We are excited to officially welcome NerdsToGo, a growing franchise organization in the IT services business, into our family,” said Catherine Monson, CEO of FASTSIGNS International. “We look forward to what lies ahead for this exciting brand, especially the continued growth that will benefit NerdsToGo customers, franchisees, and team members.” Connectivity is more important than ever with COVID-19 only accelerating remote working, online learning, and business continuity — all of which require errorfree networking, security, privacy, and videoconferencing. Poorly functioning IT systems are a huge headache and productivity constraint for consumers and small businesses alike who need reliable solutions.

Franchising USA

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COVER STORY: Fastsigns

“Much of FASTSIGNS’ success last year can be credit to centers being deemed essential businesses, allowing franchisees to pivot their services to focus on what matters most — serving their customers.” Rory Dunnaback became a NerdsToGo franchisee in 2017 with the opening of his location in Milwaukie, Oregon. As a member of the franchising advisory

council for NerdsToGo, he’s been part of the conversations with the FASTSIGNS leadership team over the past several

months since the acquisition took place. “I’m extremely excited about everything

that the leaders of FASTSIGNS will bring to NerdsToGo,” said Dunnaback. “I’m

confident that their years of knowledge and experience in growing a B2B

franchise system will help our brand on

the local level and nationally as we grow our presence. The enormous network of

resources, support tools and guidance they

offer to franchisees have already benefitted my business and I know it’s only the beginning.”

Franchising USA

Creating Opportunities for New & Existing Entrepreneurs Over the last year, the FASTSIGNS and NerdsToGo business models have continued to show resiliency and are poised for growth in 2021. As the pandemic continues, FASTSIGNS and NerdsToGo are positioned to provide a strong business opportunity for people ready to make the leap into franchising. FASTSIGNS and NerdsToGo participate in the International Franchise Association’s (IFA) VetFran program that provides military veterans with special incentives and assistance to open a franchise. Veterans, in addition to first responders, including paramedics, emergency medical technicians, police officers, sheriffs, and firefighters, can take advantage of specific incentives, including a franchise fee of $24,875 — a saving of 50 percent. FASTSIGNS and NerdsToGo are the only franchises in their industry to offer a 50percent discount to any veteran, without stipulations.

FASTSIGNS is aiming to sign at least 35 franchise agreements this year in markets across the U.S. such as Southern California, the Midwest, New England, and along the Northeast Corridor. Additionally, the company is focusing its NerdsToGo development on the U.S., aiming to sell 30 franchises nationwide as part of its plans to grow the brand’s presence in new and existing markets. FASTSIGNS is particularly focusing on its co-brand and conversion programs, which helps existing business owners add a FASTSIGNS to their store or fully convert their business to a FASTSIGNS franchise. FASTSIGNS has helped countless owners of print shops, photography studios, camera stores, embroidery shops, and more, diversify their product lines and services to meet the growing demand for signs, graphics, and visual communications. Both the co-brand franchise opportunity and conversion can be started with only $15,000 (USD) down on the initial franchise fee. www.fsfastsigns.com/own-a-fastsigns

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

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Featu re

S i n e a d H o r a n -We b b | Fr a n c h i s i n g U S A

Big Franchising Opportunities for Your Budget

So, you are dreaming of running your own business and being your own boss, but you’re worried about taking a big financial risk? One of the many benefits of franchising is the wide variety of business options

available to suit even the most frugal of budgets.

Many successful franchisees start out small. Some are savvy entrepreneurs

looking for a lucrative side hustle, others are stay-at-home parents or retirees

looking for a flexible and fulfilling way to earn extra income. Wherever you are coming from and whatever your

ambitions are, if it’s your first foray into franchising, a small, low investment

franchise is a great way to test the waters.

Franchising USA

Is now a good time to become a franchisee?

franchisees afloat—after all, it’s in their best interest that your business succeeds.

There is no doubt that many businesses— large and small—have suffered during the global pandemic. The experience has taught us all that nothing is ever certain and the best we can try to do is be prepared.

• providing advice around navigating new regulations and restrictions

Franchise systems offer a greater degree of support than small business owners trying to do it on their own. Franchisors offer a tried-and-tested business model with builtin operations, marketing and sales support. They are also committed to keeping their

Franchisors are able to support and assist their franchisees by:

• assisting with accessing government support programs • assisting with landlord negotiations • providing royalty reduction and deferral programs • carrying out activities to monitor and support the well-being of franchisees.

What do I need to get started in franchising? It’s clear to see that franchising offers more security and support than going it alone and trying to keep your own small business afloat during turbulent times. And once you have made the decision that franchising is for you, it’s easy to dive right in! Start-up fee and investment – you will need to have some savings to start your venture. For small business opportunities you should be able to provide at least 10 percent of the franchise cost up-front. Some franchises offer low investment fees to get you up and running fast but require royalty fees and a portion of the profits you make. This latter option can be suitable for people just getting started in franchising who have little capital but big ambitions and are willing to share the success of their efforts with the franchisor. Always do your research before signing a contract to make sure you understand the financial expectations. A passion for the product or service – while it’s true you don’t always need to be an expert in the subject of your franchise (for example, you don’t need to be a chef to own a restaurant or an athlete to run a gym) it is important to be driven by more than making money. To be successful, you will need to show passion and commitment to your business and the industry it represents. Make sure the franchise opportunity you choose suits your interests, your personality and your lifestyle, not just your bank balance. Do your homework – once you have selected the type of franchise you want to be a part of, do your research to learn all you can about the different franchises

available within that category. Attend franchising expos, attend information sessions, talk to franchisees about their experiences, and devour as much information as you can—reading the Expert Advice articles in Franchising USA magazine is also a great way to start!

Franchise opportunities for all budgets With varying investment rates and start-up costs, there are a wide range of franchises to suit most budgets. Some require more capital due to real estate, shop fit-out or equipment expenses, while other franchises can get you up and running at a fraction of the cost—there is not one-size-fits-all financing structure to franchising. But what you can expect to find across all of these franchises is a network of built-in structures, systems and support that will make your pathway towards business ownership a smooth one, with many franchises even offering financial plans and discounted fees to support budding entrepreneurs.

Featured In This Issue Of Franchising Usa: Dough and Arrows is a familyowned and -operated company offering a wide range of gourmet treats and edible cookie dough—a newer entry into the dessert market that is steadily rising in popularity. Their products are produced in small batches and have an exclusive feel and positioning to entice consumers. Established in Hanover, PA in 2018, D&A is a fast-growing brand with prime locations still available. Learn more: https://www.doughandarrows.com/index. php/franchisee

Fast Signs has continued to perfect its business model over decades to become a leader in the sign and graphics industry. As businesses look for new ways to compete for attention in a visually-oriented world, FASTSIGNS franchisees are in the perfect position to achieve long-term success crafting creative, cutting-edge solutions for businesses on a local and global scale. FASTSIGNS has been recognized by the Franchise Research Institute as a WorldClass Franchise, based on franchisee surveys. Learn more: https://www. fsfastsigns.com/own-a-fastsigns/ AAMCO is the leader in complex car repair. With the industry shifting toward technologically enhanced hybrid and electric vehicles, AAMCO is leveraging technology, ongoing training and education to invest in the future of automotive repair. AAMCO is the only brand capable of winning a sizable share of the complex car repair business that the cars of today and tomorrow will generate. Existing franchise owners are reinvesting in AAMCO in record numbers—opening their second, third or fourth centers. Learn more: https://aamcofranchises.com/ GI Tax is revolutionizing the tax preparation industry. While taxes are at the heart of the brand, they offer yearround financial services, creating multiple revenue streams and higher return on investment for their franchisees. GI Tax seeks ambitious franchisees who value American ideals and serving their community. A typical G.I. Tax franchise costs significantly less than most franchises due to low initial franchise fee and the ability to open a location virtually anywhere. Learn more: https://www.gitaxfranchise.com/

More franchises to explore…

Infinity Martial Arts https://infinitymartialarts.com.au

Assisted Living Locators www.assistedlivinglocatorsfranchise.com

Mosquito Mike https://mosquitomikefranchise.com

Body 20 https://body-20.com/franchise/

Win Home Inspection https://winfranchising.com

BooXkeeping https://booxkeepingfranchise.com Caring Transitions www.caringtransitionsfranchise.com

Window World www.windowworldfranchise.com Ziebart www.ziebartworld.com

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Profile: XP League

In a League of Their Own Jay Melamed, CEO and co-founder of XP League, talks with Franchising USA about the rise and rise of esports franchises. Jay, tell us about yourself and how you came to start this innovative franchise. I received my MBA from the University of North Carolina’s Kenan-Flagler Business School and live with my wife and business partner, Eva, and our four children in Raleigh, North Carolina. Prior to co-founding XP League, I sold my successful energy efficiency and insulation start-up and also served as Regional Vice President with a publicly traded business consolidator. XP League — the first-to-market youth esports league franchise that bridges the gap between conventional youth athletics and competitive esports — was founded in June of 2020 during the height of the pandemic. We launched franchising in September and just signed our 20th territory. We currently operate in 12 states across the U.S. and announced our first territory in Canada in December. We’re looking to grow aggressively both domestically and internationally and look forward to adding additional territories in 2021.

What makes XP League so unique? For decades, children have learned about sportsmanship, teamwork and positive behaviors from youth sports participation, while building long-lasting friendships.

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“Esports has been gaining traction over the last decade and the current pandemic has only added fuel to the fire for this growing industry”

“Beyond our attractive franchise model, XP League is a rewarding experience for parents and children and teaches inclusivity, friendship, team building and competitive spirit.” For those reasons and many others, parents often jump at the chance to enroll their children in a recreational or travel sports league. But, ask parents if they have such a positive association with their kids playing video games and, well, they’re likely to feel a bit differently. As the only esports franchise modeled after classic youth sports organizations, XP League is trying to change that misperception, while providing entrepreneurs an opportunity to become part of the esports industry and be in business for themselves, but not by themselves. Additionally, the esports market is primed for explosive growth and is expected to surge to nearly $1.6 billion in revenue in 2023. We’ve tapped into that growth potential, while allowing entrepreneurs to ramp up quickly through the our “League in a Box” business model. At discovery, each franchisee is given a comprehensive kit that includes league and tournament guidance and support, team logos, branded gear, exclusive coaching and esports brand partnerships, and more. Beyond our attractive franchise model, XP League is a rewarding experience for parents and children and teaches inclusivity, friendship, team building and competitive spirit. I also think it’s worth noting that while esports is typically viewed as a male-dominated sport, some of our best teams are led by females and we’re excited to see this trend continue.

Who is your ideal franchisee? Ideal for entrepreneurs new to franchising, as well as veteran operators in a variety of verticals, XP League’s simplistic operations allows franchisees to open additional territories and saturate a market much quicker than other industries. Since the XP League model is so easy-to-run and nomadic, a local civic center, elementary school media center, empty office or retail

space can quickly become an esports hub. There’s a vast white space available for entrepreneurs interested in monetizing a career in esports.

but rather, could even utilize an existing empty building. You just need a league commissioner (franchisee), coach, teams and a space to get started.

Why is now the ideal time to start franchising, given the current climate?

What are your franchising goals for 2021?

Esports has been gaining traction over the last decade and the current pandemic has only added fuel to the fire for this growing industry. XP League provides those interested in esports and youth programming an affordable start-up opportunity with its low capital expenditure and easy to scale business model. Additionally, an esports franchise can be run from anywhere. You don’t need a traditional brick and mortar location,

We just announced the signing of our first international franchise agreement in Canada, which is a huge accomplishment for our team considering we just launched our franchising program in September. We have aggressive plans to make XP League an international juggernaut in the esports industry and will look to continue our domestic and international expansion through franchising. https://www.xpleague.com/

Franchising USA

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Snaphot: IMAGE ONE CLEANERS

CELEBRATing 10TH ANNIVERSARY with franchise fee roll back To celebrate Image One’s tenth anniversary, founder and CEO Tim Conn is pleased to announce the commercial cleaning franchise is rolling back its franchise fee to reflect the year it all began. Image One will offer a reduced franchise fee of $29,750, what it was in ten years ago, to the first 10 franchisees who sign on in 2021. Additionally, for each of those 10 franchisees’ 10 months in business, Conn and Image One will match their marketing contribution at 50 percent of their spend. “We’ve had a strong first decade in franchising, and in a year when hardworking, determined Americans have been hit with adversity unseen in year’s past, Image One recognized there would be no better way to celebrate than by giving back with a deeply reduced franchise fee,” said Conn. Founded by Tim Conn and Mike Schuchman, the company prides itself on its franchisee training and support, consumer-facing and franchisee-facing technology, a focus on family and lack of area developers/territory managers. Image One offers a comprehensive list of commercial services including: daily janitorial, carpet cleaning, hard surface floor care, window washing, vacancy services, move in/out cleaning, postconstruction cleaning and disinfectant cleaning services. In 2020 Image One introduced electrostatic disinfection to keep office settings healthy. Even with Image One’s industry-leading

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advancements in technology and recognition, Conn says he’s most proud of the lives that have been changed within the franchise system. “One of the most meaningful moments of the last ten years was when one of our longtime franchisees, Jason Avila, surpassed $1 Million in annual revenue in 2019,” said Conn. “Seeing him reach that level of success proves that we’ve created a fruitful franchise system that can truly change lives. Years ago when I ran an independent janitorial company, my best gross revenue was less than half of what Jason and his team produced in 2019, so it’s extra rewarding that our system has allowed our franchisees to grow a business to more than double what I was able to do in the early years.” Next for the brand Conn anticipates steady growth over the next five years, with five to 10 new franchisees in each of the next

five years, noting that finding candidates that will be a good fit culturally is the top priority. Image One’s ideal candidate is involved in the day-to-day operations and joins the brand with sales experience or a customer service background. Image One franchisees aren’t afraid to get their hands dirty (or clean) to get the job done and help their team members. Most importantly, this person must align with the brand’s mission and core values – honesty and integrity are of utmost importance and that is something you cannot teach. Specific states Image One is looking to expand in over the next decade include Arizona, Colorado, Florida, Illinois, Indiana, Iowa, Michigan, Ohio, Texas and Wisconsin. Learn more about the franchise opportunity at https:// imageonefranchise.com/

A brand you can grow with. A brand you can grow with. Join Join the the exploding exploding industry industry of of Mosquito Mosquito Control Control with with Mosquito Mosquito Mike, Mike, aa brand brand you you can can grow grow with. with. Prime Prime territories territories are are available available now! now! Don’t Don’t miss miss this this remarkable remarkable opportunity: opportunity: Join the exploding industry of Mosquito Control with Mosquito Mike, a brand you can grow with. Prime•territories available with now!explosive Don’t missgrowth this remarkable potential opportunity: investment Low costare • Low cost investment with explosive growth potential fantastic support curve with learning •• Short growth potential with explosive investment Low cost fantastic support curve with learning • Short revenue work with •• Seasonal support with fantastic curverecurring Short learning revenue recurring work with • Seasonal •• Operate recurring revenue withhome workyour Seasonalfrom • Operate from your home • Operate from your home

This information is not intended as an o er to sell, of an o er buy,toabuy, franchise. It is for purposes only. Currently, theo er o erand andsale saleofoffranchises: franchises: California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, NewNorth York,Dakota, North Dakota, Oregon,Island, Rhode Island, South Dakota, This information is not intended as an o erorto the sell,solicitation or the solicitation of anto o er a franchise. It isinformation for information purposes only. Currently,the thefollowing followingstates states regulate regulate the California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, New York, Oregon, Rhode South Dakota, Virginia, Washington, Wisconsin. you are a resident of or want atofranchise in one states, we we will notnot o er youyou a franchise until we havethe complied with applicable pre-sale registration disclosure requirements instate. your state. Franchise o erings arebymade byOregon, Franchise Disclosure only. Virginia, isWashington, andasWisconsin. you arethe a resident of oroftowant to locate a franchise in of one states, will o er a franchise unlessand and untilregulate we have complied with applicable pre-sale registration andand disclosure requirements in your Franchise o erings are Franchise Disclosure Document only. Dakota, This information notand intended anIfo er toIfsell, or solicitation anlocate o er buy, a franchise. It these isofforthese information purposes only. Currently, theunless following states o er and sale of franchises: California, Hawaii, Illinois, Indiana, Maryland, Michigan, Minnesota, New York,made North Dakota, Rhode Island,Document South Virginia, Washington, and Wisconsin. If you are a resident of or want to locate a franchise in one of these states, we will not o er you a franchise unless and until we have complied with applicable pre-sale registration and disclosure requirements in your state. Franchise o erings are made by Franchise Disclosure Document only.

Visit Visitus ustoday todayat: at: Visit us today at: www.MosquitoMikeFranchise.com www.MosquitoMikeFranchise.com www.MosquitoMikeFranchise.com Or Or call calltoll tollfree: free:844-750-6453 844-750-6453

Or call toll free: 844-750-6453

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Expert Advice: John Clatworthy | SVP, Chief Customer & Strategy Officer | Cash Connect

KEY CASH LOGISTICS CONSIDERATIONS FOR YOUR FRANCHISE

Owning a franchise requires constant investments in your business, from financing new equipment and funding the creation of new marketing materials, to hiring additional team members and — as we saw this past year — purchasing new safety and sanitary measures to comply with COVID regulations. Franchising USA

Investment priorities shift depending on several factors. However, an oftenoverlooked area of investment is cash logistics. As most business owners can attest, effective cash management and logistics are a priority for every franchise. It is important to know where every dollar is coming from and where it’s going within your business. This is not always easy to manage, and many franchise owners outsource cash logistics, especially those with high-volume cash transactions like food services. Having the right cash logistics partner is important, as it will impact both your daily operations and your bottom line. There is a lot to consider with cash logistics such as safety, theft, and of course,

precious time. When evaluating the various ways to help your franchise run more efficiently and safely, there are five key logistical considerations you should keep front of mind. If implemented correctly, these solutions will allow franchise owners to focus on what they do best — serving their customers.

Smart safes with a daily credit solution can optimize carrier frequency A key way for franchise owners to costeffectively manage their cash supply chains is by implementing a remote cash capture solution. A remote cash capture solution, coupled with a smart safe, enables owners to have access to daily funds via provisional credit and detailed reporting,

“Data drives businesses and informs decisions. Consider the impact if, as a franchise owner, you could receive additional detailed reporting about your cash flow and your employee activity.”

resulting in fewer pickups and reduced armor carrier fees, which lowers costs. Smart safes validate every note placed in the safe quickly and efficiently, and provide your business with the ability to receive daily credit for the funds to your bank account of choice, while they are still secure in the safe awaiting an optimized carrier pickup.

implementation of a remote cash capture solution can provide daily managementlevel reports that will allow you to easily monitor the monetary aspects of your business.

Learn to operate in a leaner way

While hard savings can have a greater direct impact on your bottom line, soft dollar savings are equally important. Inefficiencies could cost your franchise money, time, and resources. When deciding if your businesses could benefit from an automated solution, consider the soft dollar savings associated with the solution. In many cases, this includes the elimination of cash counting and time consuming trips to the bank. This time could be repurposed towards activities that increase your business’s bottom line – such as customer service, hiring, training, and marketing.

Cash logistics solutions can provide operational efficiencies. Remote cash capture solutions, such as smart safes and cash recyclers, utilize software for cash tracking and reporting, and provide business owners with enhanced cash flow with provisional credit. When you use a smart safe, you can manage your cash with greater ease, efficiency, and transparency. That’s good for the shortterm, but it’s also good for the future, because a smart safe provides data and trends that help you forecast your future cash needs, plan for the unexpected, and make informed financial decisions. Streamlining these integral parts of a business’s cash management operation can reduce operating costs and help ensure the organization’s financial health.

Allow data to drive your financial health

Consider utilizing a third party for cash services

Data drives businesses and informs decisions. Consider the impact if, as a franchise owner, you could receive additional detailed reporting about your cash flow and your employee activity. The

Outsourcing cash logistics processes to a logistics company may be best for your business. Time and safety are priorities and using a third-party organization that can manage everything from in-store cash

Realize the impact of soft dollar savings

John Clatworthy

management to up-to-date cash flow allows you to not only save time, but it ensures your cash is safe, secure, and available. In the end, outsourcing your cash logistics will also save internal resources and can ultimately help save money. If implemented correctly, automated cash solutions can reduce risk, increase efficiency, and provide a centralized view of the overall health of your business. When researching solutions and thirdparty providers, ensure you are thoroughly vetting potential partners, confirming they have all the services needed to protect your business now and in the future. From armored carrier management to smart safe solutions, change order, and ATM solutions, your cash logistics partner should be at the forefront of innovating cash logistics and should operate with your business in mind. John Clatworthy is Senior Vice President, Chief Customer & Strategy Officer at Cash Connect®, a division of WSFS Bank, which is a premier provider of ATM cash and smart safe-related services to over 30,000 businesses in the United States. He has more than 20 years of experience in the cash, payments, and financial services field. https://cash-connect.com/

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ex per t advice

Heather Ripley | CEO | Ripley PR

Secrets of Great Franchise

One way to think of PR is reputation management. But why is this important in the realm of franchise marketing? A simple answer is that it boils down to trust, like most business. Digging deeper, we can also see that strategic public relations efforts can build credibility among consumers, as well as help prospects find your franchise opportunity and show them what makes you different from your competition. That’s all easier said than done, which is where a PR professional can help grease the wheels

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of your brand’s reputation and support lead generation for your sales funnel. The secrets of great franchise PR include some perennial approaches to the way we do business.

Earned Media is Far from Irrelevant Some people would think that in the digital age, earned media with TV spots and newspaper coverage has gone the way of the dinosaur in its effectiveness, but in fact it’s still one of the most effective ways to reach the community and build brand visibility and a positive reputation. Just consider, people are more likely to click on a news story than on an ad, so in the age of internet connectivity, a news story still ranks higher in online visibility

and trustworthiness. Advertisements are designed to sell, so prospective franchisees will naturally be more skeptical of franchise ads that they know are designed to persuade them. However, when a prospect sees a news story with a trusted journalist talking about your brand, it has more heft. Consider too, that earned media does still extend into other forms of digital media, including popular blogs and podcasts. Pitching all forms of media takes a dedication and expertise, which is what you get when you partner with an agency that understands franchising. Getting the media’s attention is just one part of the job; the other is making sure your media skills are honed before speaking to journalists. At our agency, we like to make sure all franchise executives are media trained so

“A PR pro should also know which journalists and media outlets are best for your brand, and it helps to have former journalists on the team to make the pitch process seamless and strategic.”

they always make a good first impression. A PR pro should also know which journalists and media outlets are best for your brand, and it helps to have former journalists on the team to make the pitch process seamless and strategic.

Not All PR Agencies are Created Equal Many PR agencies are generalists, and simply don’t understand the unique needs of franchises or otherwise aren’t up to the task of meeting those needs. I used to manage marketing in franchise development for a franchisor with three franchise brands, and it seemed like we were constantly interviewing for a PR agency that “got” us. We know that growing your franchise count can be frustrating at times. We take the long view with our strategic planning process to get the word out about your franchise opportunities.

PR is built on trust, but unfortunately many firms in the industry try to be a one-stopshop for all businesses, and the watereddown approach often leads to failure. We recommend selecting an agency that understands your industry but doesn’t also represent your competitors. One of my philosophies as a business owner is to partner with clients that are trustworthy businesses as well. With this approach, we feel comfortable putting our reputation on the line to say with confidence, “We’ve got your back.” We work hard to build mutual trust in our business relationships; with this foundation, we can help grow your brand’s strategic PR goals.

Franchise Brands Can’t Rely on National Reputation Alone Finding new prospects might seem like a breeze if the franchise has a really strong reputation for taking care of its franchise owners.

Heather Ripley

We live in a fast-changing world, and staying competitive means staying current with marketing trends, potential client demographic data, and local economies. We believe that apart from the national brand, each franchise owner has a local story to tell. A PR agency can help position your franchise executives as industry thought leaders, secure valuable media placements nationally for the franchise brand, and locally for the franchise owners, and craft a compelling human story around your business to generate brand visibility and loyalty. Our team is standing by to help your business grow in ways that meet the demands of today’s media savvy prospects and consumers. Whether you want more speaking engagements, press releases, media interviews, or fresh content on your website, we help franchise brands like yours not only reach the desired audiences, but also position you as a leader in your industry. Heather Ripley is founder and CEO of Ripley PR, an elite, global public relations agency specializing in franchise. Ripley PR has been recognized by Entrepreneur Magazine as a Top Franchise PR Agency three years in a row and was named to Forbes’ America’s Best PR Agencies for 2021. She is the author of “NEXT LEVEL NOW: PR Secrets to Drive Explosive Growth for your Home Service Business.” For additional information, visit www.ripleypr.com

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Peter Buckingham | Managing Director | Spectrum Analysis

International mapping for your franchise expansion Many franchisors are expanding internationally with their well-established US-based systems and need good information to base their decisions on in other countries. They have invested in having rules for their site selection and having their territories done properly for their US network but may have been “led” into a different approach overseas. This should not and does not need to happen! Luke Armstrong, Global Sales Director, F45 Training says:

“We have been using a combination of a GIS system and a web-based mapping front end for our global expansion for years and find this to be a cost-effective system we can use as we now operate in over 60 different countries worldwide with 1,900+ franchises. We can grant a territory we know meets our criteria and can keep an up-to-date record and mapping as the new sites are opened. Highly recommended if you want to keep control of your world-wide expansion.”

International coverage All countries, which I shall broadly describe as “first world” and “second world” countries, inevitably have mapping and demographic information that can be used in understanding the markets you are leaping into. Countries such as the USA, Canada and the main countries in the EU

have mapping and information on par, if not better, than what we have in Australia (the headquarters of Spectrum Analysis). Also, basically all Commonwealth countries have good data and mapping (including India), as the British always placed a high level of importance on Census data, and this has continued across these countries. There are companies who can set up the mapping so you can have a clear picture of what is going on worldwide. This allows you to then establish rules for things like distances between sites, where the major competitors are, formation of territories (different sizes in different markets) and gaining a very good understanding of how many people live or work in any specific area.

“There are companies who can set up the mapping so you can have a clear picture of what is going on worldwide.”

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“Everyone will tell you it is “different” in their country, but having a standard approach to information, site selection and territory planning should give your franchise system an advantage over the less informed competition.”

Peter Buckingham

“Competitors can also be mapped. In a recent job for a client, we mapped 7,400 competitors across the USA. They wanted to see where their two main competitor’s sites were compared to their own and use that information in the process of territory formation.”

The process We recommend using a GIS (Geographic Information System) such as MapInfo to organise the relevant data for the country in question and combining the rules that have been established with the mapping and the data to map the sites or the territories required. Competitors can also be mapped. In a recent job for a client, we mapped 7,400 competitors across the USA. They wanted to see where their two main competitor’s sites were compared to their own and use that information in the process of territory formation. Once the mapping has been set up, you can then use a simple, commercial webbased system to upload the maps and files. This allows you to then view the data/ territories or sites anywhere across the world via the web. The ongoing licence for an intermediate version of this type of worldwide interface is around $100 -

$300pm to make your data visible in ways that best suit your business operations, including giving various levels of access to different people and potential franchisees. Other companies may have different solutions; however this has worked in cutting thousands of territories across the USA.

The advantages Jade Winter, CEO of Studio Pilates says, “Having our studios and territories available worldwide has given us huge impetus in offering our services into the US, England and China. I now feel confident I can give a territory based on realistic size and population in all the countries I want to take our franchise to.” If you are undertaking international expansion, being able to map your sites and competitors and build territories so you can say they offer similar potential can now be done internationally.

Everyone will tell you it is “different” in their country, but having a standard approach to information, site selection and territory planning should give your franchise system an advantage over the less informed competition.

Summary If you are heading international, do not be misled to think you cannot find or afford to have a reliable system to show mapping, information and territories, so you have control over the international expansion of your brand. Peter Buckingham is the Managing Director of Spectrum Analysis, a demographic, mapping, franchise network planning and statistical analysis consultancy based in Australia. Peter is the go-to person as to how and where to establish territories worldwide. To contact Peter email peterb@spectrumanalysis.com.au or visit www.spectrumanalysis.com.au

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WOMEN IN FRANCHISING

Women

in Franchising

As we celebrate International Women’s Day on March 8, we wanted to hear from some of the inspirational female franchisors who are inspiring other women to follow their business dreams.

Jessica Stanley Jessica Stanley, co-founder and CMO of Card My Yard & Amy Arnold, co-founder and CBO of Card My Yard Amy Arnold and Jessica Stanley, both moms of three, met at a women’s Bible Study and quickly became friends. In October 2014, the two moms along with their husbands founded Card My Yard with a simple goal to serve families and make a positive impact in the community as small business owners. Headquartered in Austin, Texas, Card My Yard now has over 350 franchise locations in operation across the United States spreading joy on a daily basis. They are honored to share in celebrating milestone moments in others’ lives and hearing stories of great joy and accomplishment. Jessica Stanley: “Franchising was a leap of faith for us. We knew our concept and brand were built on solid business principles and trusted that our foundation was built for success, but every day is

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Amy Arnold not easy. When you persevere through the hard stuff the end result brings lots of joy. Stay true to yourself, your brand and focus on JOY!” Amy Arnold: “Continue to work with purpose. It is easy to lose sight of the impact that you are making as you walk through building a business and all of the many responsibilities and tasks that you have in front of you. Our founding mission has always been spreading joy and that remains our driving force today.”

Marianna Magee, Director of Marketing, Chicken Salad Chick Marianna Magee is a seasoned brand leader with more than 15 years of experience in marketing and has a proven track record of delivering impactful strategies that build sales and profitability. She has spent the majority of her career working with nationally-

Marianna Magee recognized restaurant franchise brands such as Popeye’s, Arby’s and Mrs. Winner’s Chicken & Biscuits, focusing on brand marketing and communications, strategic planning, and project management. She was appointed Chicken Salad Chick’s director of marketing in September 2020 and is responsible for driving brand awareness for the brand’s 175+ locations through both brand level and regional initiatives and media plans; developing key marketing strategies to optimize sales; serving as a member of the leadership team; and leading marketing initiatives for the brand’s robust grand opening pipeline. Marianna Magee: “Working in the franchise industry for the majority of my career, I’ve learned that nothing is more important that the relationships that you develop with your franchise partners. Mutual trust is not always easy to build, but if you start with an open mind, honest communication and reciprocate respect, the relationship will follow.”

Mandy Shaw, President and Chief Executive Officer at Blaze Pizza Mandy Shaw joined Blaze Pizza as chief financial officer in January 2018 and became the brand’s president and chief executive officer in November 2019. For 16 years now, Shaw has been an influential player in the franchise industry - serving large international companies like Bloomin Brands as chief accounting officer, chief information officer and chief financial officer of the International Division. After 13 years, she joined Blaze Pizza, eager to leverage her background and past experience to catapult the brand to tremendous growth and scale. Despite facing an unpredictable worldwide pandemic and the complexities of mandated closures and CDC guidelines, Shaw’s agility, leadership and hands-on approach has enabled Blaze Pizza to weather the

Mandy Shaw storm and positioned the brand to accelerate growth in 2021 and beyond. Mandy Shaw: “About two years into my career, I suddenly became unafraid of getting fired, and I encourage every young woman looking to blaze her path to embrace the same mentality. In corporate America, and life in general, things are going to happen to you that are unfair and simply out of your control. Approach everything with the perspective that you can only control yourself and understand that while lay-offs could happen one day, what matters most is that you bring the best version of yourself to the table. Keep your humility intact as you progress throughout your career. Instead of focusing on how you can achieve your personal ambitions, center your decisions on how best to serve the enterprise – and most importantly the people within the enterprise and you will win.”

Shane Evans, co-founder and president of Massage Heights Co-founder and president Shane Evans founded the company in 2004 with her husband, Wayne, after realizing the need for professional and affordable massage services. After experiencing years of painful, recurring back pain and being unable to find a consistently affordable, therapeutic option for massage therapy, Shane and Wayne opened the first Massage Heights location. After realizing the growing demand for massage therapy as part of people’s everyday lives to manage chronic pain, reduce stress, and countless other symptoms, they saw an opportunity to take the brand national, giving consumers an elevated experience in each

Franchising USA

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WOMEN IN FRANCHISING

Shane Evans

Heather McLeod

retreat. The brand has grown from a single retreat in San Antonio, Texas, to more than 120 locations across North America.

Heather McLeod, Chief Marketing Officer, Authority Brands Heather joined The Cleaning Authority in 2015 as the Director of Marketing and in 2017 she was named Vice President of Marketing. As Authority Brands started acquiring additional brands, her role continued to evolve within the company and in 2018 she was named CMO for Authority Brands. Heather’s primary focus is streamlining marketing processes, facilitating the sharing of best practices across the nine brands, and continuously improving marketing programming to drive more business to the company’s 1000+ franchise owners. Heather has a Bachelor of Business Administration from Baylor University and an MBA from Baylor University’s Hankamer School of Business. Most recently, Heather helped launch the Women in Franchising Chapter in Maryland. Heather McLeod: “My advice to young female executives in franchising is to work hard and keep your eyes and ears open. Learn the business of your franchise — spend time with franchisees, the operations team, everyone who has a hand in making the business run. Ask for help when you need it and seek out other women who have been there before to help mentor you. Don’t be afraid to make a major change if that’s what you think can best help your career.”

Alice Crowder, VP of Menu Strategy and Innovation at Tropical Smoothie Cafe Alice Crowder joined Tropical Smoothie Cafe as VP of Menu Strategy and Innovation in August 2019. Under her leadership, the brand has revamped, expanded and formalized its menu

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Alice Crowder development and innovation processes, resulting in a harder working core menu and LTOs that serve to connect and transport. Prior to joining Tropical Smoothie Cafe, Crowder was Vice President of Marketing at The Krystal Company and has held multiple other restaurant leadership positions throughout her career. Alice Crowder: “You’ll hear people say “business isn’t personal,” and I strongly disagree. Your business, your brand, your teams, your customers – if you don’t take them personally, if you don’t imprint good and meaningful parts of yourself on each of them, every day, then how can you expect to succeed?”

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ex per t advice

Devin Bird, Josh Baron, and Rob Lachenauer | Banyan Family Lawyers

The Secret to Longevity in a Family Business Franchise Know your 5 rights

“Even with the limitations imposed by a franchisor, we’ve seen franchise owners use the five rights of owners very effectively to shape their business.”

questions you should ask to harness the five rights and sustain the business for generations.

Design:

How do you make a family business franchise last for generations?

• Design: What ownership configuration do you want?

In working with family businesses around the world we found that the key to building sustainable family enterprises can be found not in the specifics of the business, the industry, or the geography, but rather in how you understand and exercise the power of ownership.

• Value: How will you define success?

Ownership of any asset confers the power to fundamentally shape it, so understanding how to harness the rights of ownership is essential. Ownership of a business brings with it five core rights:

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• Decide: How will you structure governance? • Inform: What will—and won’t—you communicate? • Transfer: How will you handle the transition to the next generation? Understanding and effectively exercising these rights can lead to long-term success. Misdirecting them can destroy what you have spent years building. Even with the limitations imposed by a franchisor, we’ve seen franchise owners use the five rights of owners very effectively to shape their business. Below we identify the key

Like an architect building a blueprint, the owners give a business its basic shape. As a franchisee, you need to fit the basic design of the franchisor’s model, but you still have plenty of leeway to design your business by addressing these questions: • How much concentration do you want in a single business vs. diversifying into other investments? While franchisors typically prefer franchisees concentrate time and capital on their business or industry, franchisees often take a portfolio approach. We find that franchisors are more likely to approve of diversification if you meet their performance expectations and keep them informed of your plans. • How will you share ownership within your franchise? Some families only share ownership with those working in the franchise, others allow all family members to be owners. Some franchisors

“The owners of a business can make all the decisions if they want, from broad strategic issues to operational details. As your business grows, it becomes impractical to make all those decisions, so you need to delegate and build up your governance structures and processes.” • Do you have the right policies in place? One of the best ways to manage conflict on a difficult issue is to create a policy that sets out the rules in advance. For example, have you set clear expectations about whether family members can work in the franchise? Identify the potential “hot spots” within your family franchise and work to create policies that address them.

Value: One of the most important rights of ownership is to define what you value. You need to meet the performance expectations of the franchisor, but still have plenty of leeway to set your own objectives. To do so, explore these questions:

require the family to designate one person to have voting control, while others are more flexible.

Decide: The owners of a business can make all the decisions if they want, from broad strategic issues to operational details. As your business grows, it becomes impractical to make all those decisions, so you need to delegate and build up your governance structures and processes. As you do, consider these questions:

• Have you clarified how you will make the different types of decisions within your franchise? Franchisees have

multiple roles to manage – as owners,

board members, managers, and family members – and often lack clarity on

what decisions and conversations they

should be having in each of those roles. We recommend franchisees clearly define the decisions they make and

identify the appropriate franchisor with

whom to build a relationship for each of their roles.

• What are your goals for the franchise? One franchisee we work with placed a high priority on being at the top of the list for new store opportunities. She reinvested most of the profits from her current franchises back in the busines and built up her team, infrastructure, and capital pool. She kept her franchisor informed of her goals, performance, and readiness to expand. Another wanted to use profits to send his children to college, which meant less aggressive growth. He also kept his franchisor informed of his goals, which created the environment for effective conversations any time the franchisor approached him about investments that were misaligned with the liquidity goal. • How will you measure success? Franchisors are often publicly traded companies with obligations to the markets. We worked with one franchisor to develop a clear set of financial and nonfinancial metrics they wanted from each franchisee and to help the

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ex per t advice

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ex per t advice

Devin Bird, Josh Baron, and Rob Lachenauer | Banyan Family Lawyers

“Generational transitions bring an opportunity – and a necessity – to review and update your decisions on each of the five rights. The long-term health of your franchise may depend on it.”

franchisees develop the information systems necessary to efficiently provide that data. One franchisee told us it was huge relief to know exactly what the franchisor needed from him. He organized his internal dashboards and systems to focus on those metrics, becoming a top performer and a valuable partner to the franchisor.

Inform: Private ownership allows franchise owners to be exactly that: private. Other than sharing information with the franchisor, they can choose to keep everything to themselves. But communication – with the next generation, spouses, employees, and the community – is critical to building the trusted relationships that family businesses need to succeed. As you decide how to exercise this right, consider: • What information will you share with your key audiences? For example, spouses play a critical role in raising the next generation. Be careful about keeping them too far removed. • What communication systems do you need? Collaborate with your franchisor

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partners to ensure alignment on the types of data and the frequency and method for sharing it. That will help your franchisor meet its information needs and improve your relationship as a result.

Transfer: Franchisees are often surprised to find out that their transfer plans do not meet the franchisor’s expectations. To manage the complex set of issues, we recommend creating a detailed “Continuity Plan” that addresses: • How will you pass ownership to the next generation? Many franchisees plan to transfer their assets equally to the next generation since the vast majority of their wealth is tied up in the business. However, many franchisors, require each franchisee to have a primary owner, whom they need to approve, with voting and economic control. • How will you hand off key leadership roles? If you don’t define and seek franchisor approval for your timeline, you may be surprised by the conversation with your franchisor that

makes you feel: “I am being forced to retire from my business.”

Generational transitions bring an

opportunity – and a necessity – to review and update your decisions on each of the five rights. The long-term health of your franchise may depend on it.

Devin Bird is a principal at BanyanGlobal Family Business Advisors. He specializes in helping family businesses make successful generational transitions, particularly in owneroperator systems. Josh Baron is a cofounder and a partner at BanyanGlobal Family Business Advisors and an adjunct professor at Columbia Business School. He is a coauthor of The Harvard Business Review Family Business Handbook (Harvard Business Review Press, 2021). Rob Lachenauer is a cofounder and the CEO of BanyanGlobal. He is a co-author of The Harvard Business Review Family Business Handbook (Harvard Business Review Press, 2021).

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Veterans in Franchising march 2021

www.franchisingusamagazine.com

aamco

franchise Flexibility Keeps Veteran Active in The Reserves

from one veteran to another

advice on entrepreneurship

G.I. tax

cuts fees for veterans and first responders Franchising USA

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

Franchising USA

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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 march 2021 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 54 AAMCO Franchise Flexibility Keeps Veteran Active in the Reserves

Focus Feature

56 G.I. Tax Cuts Fees for Veterans and First Responders

58 From One Veteran to Another: Advice on Entrepreneurship

Veterans News

Veterans Profile 58 From One Veteran to Another: Advice on Entrepreneurship Michael Adams, PJ’s Coffee

52 - Tommy’s Express Car Wash - Surveillance Secure 53 - G-FORCE - Sport Clips

Franchising USA

V e t er a ns i n Fr a nch isi ng

veteran news

TOMMY’S EXPRESS CAR WASH TO BRING EIGHT NEW LOCATIONS TO THE GREATER DC AREA

National car wash brand Tommy’s Express will bring eight new locally-owned and operated locations to the greater Washington DC area. Michael Cianelli, Navy veteran and co-owner, explains, “We couldn’t be more excited to be a part of these growing and vibrant communities near our nation’s capital. We are dedicated to providing sustainable jobs to team members and reinvesting in the communities we serve. We love the Tommy’s system because of the outstanding customer experience it provides and its soft impact on the environment thanks to its use of recycled water and energyefficient buildings.” Tommy’s Express franchise locations have become fan-favorite car care destinations in cities around the United States, thanks to their innovative building designs, customer experience, convenience, and wash quality. The signature 130’ wash tunnels are designed to be striking, with corner towers, a rounded transparent roof, prominent branding, and full-size windows running down the length of the wash tunnel.

Future Tommy’s customers throughout the greater Washington D.C. area should expect short waits even at peak hours, threeminute travel down the car wash tunnel, an excellent product menu, and free floor mat washers and vacuum stations on-site. “Tommy’s Express represents the best the car wash industry has to offer. We work hard to give our guests an unforgettable car wash experience, and because of that, we seek out only the best properties to showcase our ground-breaking building designs,” said President and Chief Innovation Officer Ryan Essenburg. https://tommycarwash.com/

SURVEILLANCE SECURE SIGNS FIRST COLORADO FRANCHISE AGREEMENT Resendes is no stranger to the security or franchise space. She has owned a Signal 88 mobile patrol franchise that supplies clients with security guard services in the Colorado Springs marketplace.

Surveillance Secure announced the signing of the brand’s first franchise agreement in Colorado, awarded to local entrepreneur Rebecca Resendes. Franchising USA

While operating her security guard business, Resendes also serves in the United States Army. She spent 13 years in active-duty roles, including a tour of duty in Afghanistan in 2009, and currently is in the United States Army reserves where she works as a chemical officer responsible for planning emergency responses. She plans on utilizing her military background and previous security franchise ownership experience to make her Surveillance Secure business a success. “Surveillance Secure is unlike any other franchise concept on the market,” said Resendes. “The brand’s focus on being an integrator that can provide clients a wide

range of services will mesh perfectly with my current business portfolio.” Founded in 2006 and franchising since 2019, the franchise services the electronic security needs of commercial, retail, education and government clients for security cameras, access control systems, alarm & video monitoring solutions, and video image analytic software. “Dedicated and knowledgeable franchisees like Rebecca are what help Surveillance Secure continue to thrive and grow,” said Surveillance Secure CEO and founder Kim Hartman. “Rebecca’s military background and prior experience with security franchise ownership make her the perfect partner. We look forward to seeing the positive impact that she will have on the Denver, Colorado Springs, and surrounding cities.” https://surveillancesecurefranchise. com/

G-FORCE LANDS NEW LOCATION TO SERVE LOUISIANA

HAIR CARE FRANCHISE PRIMARY SPONSOR FOR ‘OPERATION SEPTEMBER FREEDOM’ G-FORCE™, the first pavement marking and parking lot striping franchise to exclusively award franchises to United States Veterans, has opened in Lafayette, Louisiana. The new business will primarily serve major cities like Lafayette, Baton Rouge, and New Orleans, as well as communities across Louisiana. Opened in January 2021, the business is owned and operated by José Ortiz, a local to the area. Sergeant Ortiz is an eight-year Army Veteran and was deployed twice to Iraq. Now, he is focusing on providing high-end parking lot striping and marking services across the state. In addition to lot markings, José specializes in warehouse floor markings, parking lot sign installation, athletic field markings, thermoplastic, and ADA parking compliance. “I knew it was the right opportunity for me to go into business for myself,” Ortiz said. “The corporate team has been with me every step of the way as I’ve gotten my G-FORCE location off the ground. I’m excited to see the positive impact we can bring to every community we serve.” Founded in 2017, G-FORCE prides itself as the go-to resource for all things line striping, pavement marking and parking lot sign installation, and partners with contractors to provide other pavement services such as sealcoating, asphalt repairs, paving and power washing. “With distinctive camouflage trucks and service trailers, stateof-the-art equipment and military-influenced logo and uniforms, G-FORCE has built its brand around today’s Veteran,” Ortiz added. “I’m proud to start growing my business throughout Lafayette and the state of Louisiana.” www.gogforce.com.

Sport Clips Haircuts will serve as the primary sponsor of Operation September Freedom (OSF) an effort of Dream Flights, a non-profit organization dedicated to honoring military veterans and seniors with flights in restored Boeing Stearman biplanes. Operation September Freedom is attempting to locate and honor as many World War II veterans as possible with Dream Flights during a national tour beginning August 1 – September 30, 2021. The flights are piloted by professional, volunteer pilots and are free to participants. “As a veteran-founded company, we’re deeply committed to the work of honoring those who’ve served,” says Edward Logan, president and CEO of Sport Clips. “Members of this ‘greatest generation’ of service members are due our respect and gratitude, and giving them this flight of a lifetime is just one of the ways we’re thanking them while there’s still time to do so.” Of the 16 million Americans who served in WWII, only an estimated 100,000 are still living, with the youngest being in their mid-90s. Since the launch of Dream Flights in 2011, the organization has provided free flights for more than 4,200 veterans and seniors living in long-term care communities. Volunteering at nearly every Dream Flight event are Sport Clips volunteers. “Sport Clips is a longtime supporter of Dream Flights and we’re incredibly grateful for their support of this historic, once-in-alifetime mission,” says Darryl Fisher, Dream Flights’ founder and president. WWII veterans can request a Dream Flight and family members and friends can nominate someone for a flight. To join Sport Clips in helping honor WWII veterans through Operation September Freedom, visit https://dreamflights.org/

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cover story: AAMCO

Franchise Flexibility Keeps Veteran Active in The Reserves Balancing a job as an active reservist in the military can be tricky. United States Air Force veteran Michael Laverdure decided to solve the problem by buying his own business – an AAMCO Transmissions & Total Car Care franchise.

Now, Laverdure can be as active as he likes in the reserves while being his own boss. When he and his family moved back to Knoxville, TN, in 2018, Laverdure knew he would have to stop active military duty and none of the jobs he inquired about would allow him to remain active in the reserves while working. That’s when he decided to become his own boss, something he had dreamed about since he was a child. Luck was on Laverdure’s side, as the AAMCO franchisee in Knoxville at the time was ready to sell his store. Having always associated the AAMCO name with quality while he was growing up, Laverdure knew this was the opportunity he was waiting for and gathered some funds to make the purchase. “I knew automobiles, I had done a lot of repair work, and I knew this was an opportunity to put my mark on something,” said Laverdure. “It allowed me to use the skills and values I learned in the military to build something for my family. It was just perfect timing.”

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“We’re proud members of the International Franchising Association’s (IFA) VetFran program and offer qualifiying veterans 25% off their initial franchise fee.”

In addition to continuous training, AAMCO also offers a lot of marketing help. For example, they assist with internet marketing and they helped him design the wrap for his pickup truck and helped him find a printer and installer for it. Laverdure said he can just call them if he needs any marketing materials and they are more than happy to help. AAMCO also guided him in building a marketing plan that is working quite well. “I wouldn’t have had that if I were on my own,” he noted. “I wouldn’t even have known where to start.”

“You learn how to treat people and take care of them, and to find solutions to problems. I brought that mentality and philosophy of military leadership with me, to train and equip my troops, so they have the knowledge and the tools they need to do the job.”

Learning to lead Currently, Laverdure serves as a reservist at Seymour Johnson Air Force Base in Goldsboro, NC, doing maintenance on Boeing KC-46 Pegasus aerial refueling aircrafts. Prior to that, while on active duty for the Air Force, he moved around between North Carolina, Texas, Kuwait, Turkey, and Arizona. Laverdure has worked on F-15 fighter jets, F-35 stealth fighters, C-130 Hercules and C5 Galaxy cargo aircraft and MQ-1 Predator drones. He started active duty in June 2010 and served until his transfer to the reserves in 2018. The AAMCO franchisee said his military training taught him how to manage and lead people, and never give up. “You learn how to treat people and take care of them, and to find solutions to problems. Giving up isn’t an option,” he said. “I brought that mentality and philosophy of military leadership with me, to train and equip my troops, so they have the knowledge and the tools they need to do the job.” AAMCO is a great partner to help make sure his employees have the training and the tools they need to do their job. While he sets the work parameters and performs quality control, Laverdure gives his four

employees the space to do what they need to do.

Getting support Laverdure said his intention was always to buy a franchise because he recognizes the value of the support that comes with franchise ownership. “That’s one of the reasons I steered toward a franchise, to get that support. I didn’t know anything about marketing or pricing or the laws that you have to be aware of when you own a business,” he noted. Once he signed his franchise agreement, he went down to Georgia for his discovery day at AAMCO University where the top executives talked about the benefits of owning a franchise and the direction of the company. After that, he received three weeks of classroom training and a week of training in the field, which Laverdure described as “intense.” He learned all the various phone procedures, technology platforms, and technical and diagnostic services that he would need to run his AAMCO business. The company continually offers new, inperson, or virtual training. “I just sent the transmission builder to learn how to build the new CVT transmissions,” he said.

Outside of the corporate AAMCO franchise, the National AAMCO Dealers Association, made up of AAMCO franchise owners, also provides a lot of guidance. The group has two annual conferences where they share best practices and discuss how things are going with the franchise and invite corporate leadership to participate. AAMCO has a strong commitment to veterans with many franchise owners, employees, and even corporate executives who have served in the military. “We are proud to have so many veterans in the AAMCO family,” said Jim Gregory, AAMCO CEO. “Their experience and discipline add tremendous value to our business, and the AAMCO opportunity allows them to have a positive impact in their local communities. Many of our military veteran franchise owners are among the most successful in our chain.” Laverdure has proved himself to be one of those leaders as he has worked through the challenges of COVID-19, always striving for excellence, and putting service before self. He says if anyone is interested in joining AAMCO, they should do their research and talk to existing AAMCO owners. All the support the franchise provides is incredibly valuable for anyone interested in entrepreneurship. The flexibility of franchising has allowed Laverdure to live out his dual dreams of being his own boss while still serving his country. https://aamcofranchises.com/

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focus feature: G.I. TA X

G.I. Tax CUTs FEES FOR VETERANS AND FIRST RESPONDERS Become a Member of the G.I. Tax Family According to IBIS World, the tax preparation business is a $11 billion dollar industry and is expected to grow 20% annually over the next 10 years. G.I. Tax CEO Glenn Sandler said becoming a franchise owner with G.I. Tax “would be the perfect transition into the workforce,” for Veterans. “Being A G.I. Tax franchisee and using the tools and training provided, you will have the income to live the life of your dreams. Imagine the freedom to do what you want, when you want to. Having the time to coach your kid’s little league team and never missing a dance recital ever again. Being a G.I. Tax franchisee will make that a reality. You can live your life financially independent and live the life you deserve, your American Dream,” he said.

What Makes G.I. Tax Different? “The G.I. Tax business model is to make 100% of our customers happy, 100% of the time,” added Sandler. “The Tax Prep industry needed a new concept in taking care of customers very different than ‘the way it has always been done’. We have modeled our approach to customer service after the Disney company and our office consistency standards after McDonalds, two leaders in both respects. “We understand that the trust we earn from customers does not just come with preparing an income tax return once a year. The tax preparation industry for years has been a “Wham Bam, See You Next Year” business with tax offices closing from April until January, leaving customers no

Franchising USA

place to go for financial advice after ‘tax season’. G.I. Tax offices are open all year long, to be there when our customers want and need us there.” G.I. Tax is the first in the industry to offer their “Patriot Bar” services to tax customers that allow for free financial advice twelve months a year, without charge, just for being a customer. Services include notary services, financial advice, credit counseling, helping with FAFSA applications, court financial statements, and, of course, tax advice.

The G.I. Tax Commitment “We are committed to your success, that means we will do whatever is necessary to assist you and your new franchise to be successful,” said Sandler. G.I. Tax professionals training goes far beyond product training. They will train you to understand their philosophy on the customer engagement process from the initial customer contact to the post season engagement and understand their marketing strategies, customer service polices and other proven methods of success. G.I. Tax also offers a 24/365 support department for their franchisees, so they are there when you need them. “We are not just a tax preparation company; G.I. Tax is a people company,” added Sandler. “We know from experience investing in a franchise is a big decision, most likely one of the most important decisions in you and your family’s life. Our commitment is to do whatever is necessary to take the stress out of your decision. Success is our passion and is the base of our foundation. As with the United

States Military, “Failure is not an option” anything we can do help, we will.”

The G.I. Tax mission The G.I. Tax mission is to be able to make a difference and become one of the largest supporters of Veterans and other governmental warriors’ (such as police, firefighters and teachers) charities. Their ultimate goal is for G.I. Tax to prepare one million tax returns companywide. “When that becomes a reality, G.I. Tax will be able to contribute between 10 and 20 million dollars annually to support our heroes,” concluded Sandler. “Join in the mission, become a part of history and invest in a G.I. Tax franchise. Make a difference.” www.gitaxfranchise.com

G.I. Tax has been featured by Franchising USA before for putting a new spin on tax preparation and for offering great services and support for Veterans. To celebrate the company now being listed as a top emerging franchise, they are cutting franchise fees by 50% for all Veterans and first responders who submit an application before March 31. Veterans who are interested in buying a franchise can get a discount on their franchise fee anytime of the year, but this year G.I. Tax has decided to cut it by 50% and open it up to all first responders, retired or active, and their spouses. This comes after a year of Americans needing financial relief from Covid-19 and as the 20th Anniversary of 9/11 falls upon us this year. Applications must be submitted March 31, 2021 to qualify.

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PROFILE: Michael Adams | PJ’s Coffee

From One Veteran to Another

Advice on Entrepreneurship Many veterans face similar feelings after they complete their service, “what should I do next?” And after spending a portion of their life reporting to others, a common answer is: “I want to be my own boss” mixed with wanting to go into an industry they are passionate about or haven’t had a chance to explore thus far in their lives.

“Michael got a call that would change his life. He had won the franchise giveaway and would be PJ’s Coffee’s newest franchisee. In a time of uncertainty, he described it as a bright light in his life.”

That was the exact scenario for Michael, a new PJ’s Coffee of New Orleans franchisee.

Why PJ’s Coffee Was the Right Fit Three years ago, PJ’s Coffee, a New Orleans-based coffeehouse that prides itself on their “southern hospitality” experience, the freshest products, and better beans with superior roasting technique, initiated an annual contest, announced on Veterans Day, that gives one lucky U.S. Veteran a franchise license for free. Michael, who served in the U.S. Army for 22 years and has been a federal government employee for the last 14 years, starting to look into the next chapter in his life. After suggestions from family he applied for the PJ’s franchise giveaway, he decided to take a leap of faith and submit his application for the 2020 contest. The submission process was simple, requiring Michael to complete a few forms and submit a video on why he was passionate about becoming a PJ’s Coffee franchisee. Michael has been a fan and brand advocate for PJ’s Coffee for a large portion of his life. Living in the south, he has been able to indulge in the carefully crafted coffees and grew to love the brand. His passion for coffee mixed with his hunger to dive into the world of business and supply chain management was a “stars-aligning moment” – and he knew PJ’s was the perfect fit. In addition, being in the Army taught

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Michael the discipline and structure that goes hand-in-hand with being a successful business owner. Fast forward to spring of 2020 – the world was in lockdown and facing a new reality brought on by the Coronavirus. Amid the panic and chaos, Michael got a call that would change his life. He was notified that he had won the franchise giveaway and would be PJ’s Coffee’s newest franchisee. In a time of uncertainty, he described it as a bright light in his life.

What is The Process Like for a Veteran Turned Franchisee? As any franchisee and franchisor knows, there are many stages leading up to finally opening your doors for business – adding COVID-19 into the mix which has switched things up for franchisee and franchisors opening process. Currently, Michael is in the site selection and business capital phase. He is hoping to open his location near Stockbridge, GA. Even with COVID, the new franchisee has been eager to get his business off the ground and has overcome consistent hurdles put in front of him. The two previous veterans who were awarded franchises from this contest were up and running their coffeehouses within a year of finding out they were selected. Bobby Mounts, the winner of the 2019 giveaway,

opened his coffeehouse in July amid a global pandemic. This is thanks to the unmatched support and dedication from the corporate team. For other veterans looking to dive into entrepreneurship Michael says, “It is crucial to find a proven business model with supportive franchisors and PJ’s Coffee offers exactly that.” He also recommends looking into a “growing and evergreen industry” – and with gourmet coffee on the rise and the coffee industry currently estimated to be worth $48 billion, PJ’s fits the mold perfectly. Additionally, PJ’s Coffee offers an incentive for veterans looking to make the leap into running their own business. Not only should a prospective franchisee look into the industry of the brand but seeking out a culture that fits your personality and values is a huge must as well. “Throughout this entire process,

the team at PJ’s Coffee has been nothing but supportive and for that I am beyond thankful. Not only am I lucky enough to be working in an industry I am passionate about, but I am working with people at corporate who genuinely believe in me and are rooting for my success,” said Michael. “The team has hosted virtual ‘Join the Team’ days, which are truly welcoming and feel like the real deal,” Michael mused. “In these meetings I have been lucky enough to hear from current franchisees on their journey with PJ’s Coffee.” This was important to Michael as it demonstrates firsthand the successful system PJ’s has created for its franchisees. Though the 2021 submissions recently closed at the end of January, interested veterans who want to learn more about veteran discount opportunities and receive a franchise brochure should visit www.pjsfranchise.com/vets/

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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

BODY20

and their life through time condensed technology training. In just 20 minutes per week, our goal is to materially impact the other 10,060 minutes in the week.

There are very few significant technological breakthroughs in fitness, especially ones as fundamental as how the human body builds strength and muscle. BODY20 is disrupting the $25 billion dollar fitness industry and is going to change the way people workout letting every. body.unleash their full potential. Our mission is to change the way that people workout by helping EVERY.BODY.UNLEASH their super human potential to strengthen their body

BooXkeeping BooXkeeping is a business solution that redefines the bookkeeping industry with focus on small to medium-sized businesses. BooXkeeping simplifies the process of recording financial transactions saving businesses time to focus on their passion and achieve their financial goals. BooXkeeping franchisees are dedicating

caring transitions 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

Considering opening a Body20 Studio and want to know if it’s right for you? Are you obsessed with fitness? Are you driven, motivated and a self-starter who wants to jump on board with the future of technology? Are you a leader or entrepreneur looking for something more? Well, you’ve come to the right place. https://body-20.com/franchise/

themselves to ensuring their clients have full accessibility and understanding of their financial records so no extra time or effort is necessary. For more information Ph: 855-935-2669 Email: Max@booxkeeping.com or swilson@sfdpros.net Web: https://booxkeepingfranchise.com

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

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Fastsigns® Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015 • Franchise Research Institute World Class Franchise 2011-2015

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

G.I. TAX The franchise offered is for a unique and distinctive system relating to the operation of tax return preparation businesses, specializing in providing tax preparation and related products and services through a vehicle that would honor and support those who have served in the military. The G.I. TAX® System is fully branded

International Franchise Professionals Group

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

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

in support of the military, presenting an inviting atmosphere for both active duty and retired veterans, their families and community. For more information contact: Samantha Wilson Ph: 360-878-8488 Email: swilson@sfdpros.net Web: www.gitax.com/franchise-careeropportunities

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

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

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

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

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

Infinity Martial Arts

Our programs focus on a self-defence style of martial arts and combat sport, which is predominantly based on grappling and submission holds. Our curriculum focuses on the skill of taking an opponent to the ground, controlling one’s opponent, gaining a dominant position and using a number of techniques to either force or defend a submission.

Infinity Martial Arts was established in 2005 on the Sunshine Coast, Queensland. We began as a single club focusing predominantly on Brazilian Jiu-Jitsu, with only a handful of members under the guidance of our head coach and black belt Neil Owen. Over the years, many of those initial members became black belts themselves and helped to grow our business into what it is today. With 13 academies now in QLD and two other affiliate clubs in NSW & QLD we are one of the largest franchised martial arts academy names throughout Australia, leading the way in Brazilian JiuJitsu.

Franchising USA

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015

With classes ranging from expert to beginner and suitable for both adults and children starting as young as 2 years old, our academies are warm & friendly environments. We have a strong focus on creating a fun culture where our members become part of the family. For more information visit: www.infinitymartialarts.com.au

Mosquito Mike

• Strong branding that resonates with families and children alike in every market we enter.

Come be a part of the Mosquito Mike experience! You will be part of a new movement in the mosquito control industry as constantly improving efficiencies, technology and marketing know-how come to take over and dominate this exciting sector! As an emerging franchise, you will benefit from a greater opportunity to secure your preferred protected territory while enjoying the exponential growth mosquito/tick control has to offer.

• Results Producing Marketing: Not just templates but strategies and a philosophy to grow your business quickly.

Top 10 Reasons Why Mosquito Mike Is the right business investment for you: • High growth business that focuses on keeping families safe while allowing them to be outdoors. • Recurring Revenue business that allows for faster growth as most of your customers renew year after year. • Cutting Edge Technologies will simplify your experience while allowing you to be more efficient. • Extensive Live Training and you will have access to most skills on video for staff training.

• Low Cost and High Margins mean you become profitable faster.

Veterans Business Services

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

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

Win home inspection

• 15% Veterans Discount • Home Based Business that reduces costs while providing personal flexibility • Lifestyle Design: Reclaim your life with a business that gives you more time for family People want to enjoy their backyards and you will be in position to make that dream happen. By eliminating mosquitoes and ticks, you will become a necessary, successful and beloved business in the community. For more information visit: mosquitomikefranchising.com

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

WIN Home Inspection is the fastest growing franchise in the essential, multibillion-dollar home inspection industry. We are rated in the Top-100 Franchises nationally.

Our franchise owners have backgrounds in sales, corporate roles, real estate, construction, and a variety of other industries. Also, one-third are veterans and first responders, to whom we offer a 25% discount off the initial franchise fee to thank them for their service.

The home inspection industry is recession resistant. There is no financial stress of inventory, office space or storefront.

Regardless of their different backgrounds, they share common goals. They are looking for:

There are many reasons why entrepreneurs choose WIN:

• Freedom and flexibility that comes with owning a business

• Rigorous training and certifications to instill confidence and help you provide exceptional service.

• Fulfillment in an industry that requires very little capital

• Innovative marketing to help you differentiate and grow your business.

• Opportunity to build a thriving business and legacy

• Ongoing mentorship in a community built on mutual respect, integrity and caring.

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.

ziebart Founded in 1959, Ziebart is the worldwide leader in detailing, films and structural protection services providing complete car care solutions. Backed by over 60 years of experience, the brand has evolved from its roots as the pioneer in rust protection services to become the most respected global company offering aftermarket total vehicle protection products and services. Today, Ziebart International Corporation operates more than 400 locations, with 1,200 service centers, in 37 countries. The brand is committed to helping its customers customize and protect their vehicles by offering services that range from detailing and film installation to structural protection. Ziebart’s mission is to support customers’ pride in vehicle

• Comprehensive training, marketing and operations support Please click here to get your free brochure and learn how you could be on your way to building a thriving business in the essential home inspection industry.

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

ownership and to protect their investment with the highest quality products, services, exceptional workmanship, and a knowledgeable staff that provides solutions for extending the life of all vehicles. The brand is continuing to grow through franchising and offers a best-in-class investment for qualified prospects. Ziebart franchisees gain a built-in team with decades of experience to help launch their business every step of the way. As an established automotive enthusiast brand, Ziebart has been recognized by Entrepreneur Magazine as a Top 500 Franchisor as well as a Top 200 Global Franchise. For more information contact Amanda House at: Phone: 248-837-3944 Email: ahouse@ziebart.com Website: www.ownaziebart.com

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FRANCHISING USA MARCH 2021

Articles inside

a z franchise and services Directory

Card My Yard, Chicken Salad Chick, Blaze Pizza, Massage Heights, Authority Brands, Tropical Smoothie Café

international mapping for Your franchise expansion

secrets of great franchise Pr

Key Cash Logistics Considerations for Your Franchise

franchising news

Franchising News

four steps to encourage Your franchisees to Do more effective marketing

Celebrating 10th Anniversary with Franchise Fee Roll Back

five Tips to opening a successful franchise restaurant