Volume 3 issue 7 May

Franchising usa T he ma g a z ine for franchisees

VOL 03, ISSUE 7, may 2015

$5.95 www.franchisingusamagazine.com

Honkamp Krueger

uncovering tax savings special

automotive

supplement

5 Secrets

To Great Franchise

Communications LATEST NEWS

FINANCIAL ADVICE FROM THE BANKS

TOP LAWYERS’ ADVICE

LEND

A

HAND

WATCH YOUR

YOUR COMMUNITY & DREAMS BECOME REALITY TO

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Call 1-800-497-8360 or visit www.ourtownamerica.com to learn more.

1

2014

FR���� Our Town America, A Franchising Corporation | 3845 Gateway Centre Blvd., Suite 300 | Pinellas Park, FL 33782 MN Residents: Minnesota Franchise Registration No.: F-6498. NY Residents: This advertisement is not an offering. An offering can only be made by a 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. 1www.FranchiseBusinessReview.com

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Franchising usa T he ma g a z ine for franchisees

FRANCHISING USA VOLUME 3, ISSUE 7, MAY 2015 president: Colin Bradbury. colin@cgbpublishing.com

Publisher: Vikki Bradbury. vikki@cgbpublishing.com

Advertising Sales: Kimberly Kutnick kimberlyk@cgbpublishing.com

Editorial Department: editor@cgbpublishing.com

Editorial team: Rob Swystun Gina Gill

Production: usaproduction@cgbpublishing.com

DESIGN: Jejak Graphics. jejak@bigpond.com

COVER IMAGE: HONKAMP KRUEGER

CGB PUBLISHING Canadian Office: 676 Wain Road, Sidney B.C Canada V8L 5M5 U.S. Office: 800 5th Ave, #101 Seattle, WA 98104-3102 Sales: 847 607 8407 Editorial: 778 426 2446 www.franchisingusamagazine.com Proud member of the IFA:

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

from the

Publisher This issue is our biggest yet and it’s wonderful how much support we can find in the industry, from Experts who take the time to share with you our readers.

The Interface Financial group and a

For example in this issue we have Kyle Zagrodzky President of Ostestrong with 5 Secrets to a great Franchise Communications Strategy, Andy Roe tells us how to deal with a new worker who may be off to a bad start, Don Daszkowski, Founder of International Franchise Professionals Group discusses 5 Things you can do to sell more franchises using Franchise Brokers, and George Knauf discusses Whats the next big thing, this is only a taste of some of the great Expert advice in this issue.

Our main Featured supplement this issue

On the cover we have Honkamp Krueger Uncovering Tax Savings for Franchise owners, some great information in this article, see their story on page 10.

Directory at the back of the magazine I

We have our regular Franchisor in Depth’s and Franchisee in Actions with some very interesting stories, we also focus on Persona Wood Fired Pizziera,

Special extended story on Service Brands International covering Molly Maid, Mr Handyman, and ProTect Painters.

Services to the industry are a definite

need in Franchising and we Spotlight

three separate and unique services in this issue, Franchise Dynamics, KZ Devco and Murphys Business.

is Automotive Franchising with articles

from Dave Schaefers of Meineke, and on

the Cover Red Rhino Flooring who tell us there story.

As ever the Veterans supplement has

some great profiles, expert advice and news from the industry. This issue we feature on the Cover with their story

on franchising, Nutrition Zone and the American Dream.

With News, our ever popular A-Z

hope you enjoy this issue of Franchising

USA. Remember to keep sending me your comments.

Happy Reading!

Vikki Bradbury Publisher

“Perseverance, secret of all triumphs” - Victor Hugo

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.

Franchising USA

On the Cover

12 5 Secrets to Great Franchise Communications

10 Cover Story

32

Honkamp Krueger: Uncovering Tax Savings

20

MAY 2015

Kyle Zagrodzky, Osteostrong

79 Special Automotive Supplement

76

f ra nchising usa

Contents In Every Issue

Franchisee In Action

06 Franchising News Announcements from the Industry

76 Stratus Building Solutions

39 Veterans Supplement News and Information for Veterans in Franchising

Automotive Supplement

82 Feature Article

Automotive Franchising 102 A-Z Franchise and Services Directoy

Focus Special

86

28 Service Brands International

80 Cover Story RedRhino 82 Automotive Feature 86 The Fuel Behind the Automotive Aftermarket Dave Schafer, Driven Brands inc.

88 George, What’s the Next Big Thing ?

George Knauf, Franchoice

Franchisor In Depth 22 Pop-A-Lock 34 The Pizza Press

Franchising USA

16 How to Deal With A New Worker Andy Roe, Surepayroll, Inc.

f ra nchising usa

12 5 Secrets to Great Franchise Communications Strategy Kyle Zagrodzky, Osteostrong

14

Expert Advice

24 The Importance of Hiring Franchise Consultants in 2015 Alan George, Franchise Marketing Systems

68 10 Tips for Buying A Franchise Resale Jason Power, Shelton and Power

88

20 Are You Prepared Heather Ripley, Ripley PR.

74 Franchising USA Questionaire Terry Powell, FSBI

92 The Power of Personalized Franchise

Relationship Mangement Programs Stan Friedman, FRM Solutions

98 Look Before You Lease Dale Willerton and Jeff Grandfield, The Lease Coach

82

90 5 Things You Can Do To Sell More Franchises Don Daszkowski, International Franchise Professionals Group

Focus 14 The Interface Financial Group

Spotlight on Service 26 KZ COMPANIES 70 Murphy Business Northwest 96 Franchise Dynamics

Women In Franchising 72 Michelle Shriver, Patrice & Associates

22

18 Persona Wood Fired Pizzeria

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what’s new!

CREAM Inks Franchise Deal for 30 Stores in Florida

CREAM, a San Francisco-based dessert franchise that specializes in high quality ice cream sandwiches and other treats, has signed a franchise agreement to bring 30 locations to Florida.

The agreement marks CREAM’s largest and most significant franchising announcement since launching its franchise opportunity in 2012, and will develop stores starting in South Florida before moving towards West Florida and beyond.

“There’s definitely a lot of excitement around the brand,” said CREAM President and COO Jim Ryan, noting the company’s recent recognition as one of ‘27 Ice Cream Shops You Need To Visit Before You Die,’ according to BuzzFeed.

“Enjoying an ice cream sandwich can allow everyone to reconnect with their inner child. We took that old favorite to the next level so that people of all ages can enjoy an endless combination of

cookies, ice cream flavors and toppings. Our Florida customers will absolutely love it.”

The first three locations will be opened in the Miami area by 17-year-old Armando Martinez Stone and his parents. Armando discovered CREAM while participating in his Cypress Bay high school’s DECA program. He created a detailed franchise development strategy, which not only won first place in the “International Business Plan” competition, but also enticed his parents to become franchisees.

For more information, please visit www.creamnation.com.

expansion for flip flop pair Flip flop shops, opening Thursday, April 2, 2015 at Arundel Mills mall in Hanover, promises the latest styles of both flip flops and other casual footwear. It’s the second franchised location for

owners Chris Kirley (size 10), Fran Kirley (size 11), and Dave Brindza (size 8).

The owners believe flip flops have become part of the global youth uniform and an option that’s grown more accepted beyond the pool or beach.

“My goal is to make finding the perfect pair a breeze, any time of the year,” said shop owner Chris Kirley. “Flip flops are an extension of who I am and my laid back lifestyle.”

Shoppers can choose from hottest brands such as Olukai, Cobian, Quicksilver, Roxy, Reef, Sunuk, Havianas and many more.

The 100 store chain founded in 2004 has another 150 shops in the development pipeline globally. Currently one of the fastest

growing retail chains in North America, Flip Flop Shops began franchising in 2008 and has locations in the US, Canada, The Caribbean, South Africa and the Middle East. www.flipflopshops.com

Franchising USA

PIEOLOGY PIZZERIA COMPANY FOUNDER RECEIVES 2015 EXCELLENCE IN ENTREPRENEURSHIP AWARD Pieology Pizzeria, a leader in the fast casual custom pizza category, is proud to announce that company founder, Carl Chang, is a 2015 recipient of the Excellence in Entrepreneurship Award, sponsored by the Orange County Business Journal.

According to the publication, this program is designed “to recognize those individuals who exemplify the American entrepreneurial spirit – individuals who, by their creativity and determination, have established and nurtured successful business ventures.” Of nearly 150 nominees, Chang was recognized as one of five award recipients at the 14th Annual Excellence in Entrepreneurship Luncheon.

Founded in 2011, Pieology Pizzeria is the true “pie-oneer” in the fast casual custom pizza sector, evolving from the simple idea to turn America’s most craveable food into an affordable and interactive experience. Today, a leading contender in the competitive category, Pieology is on schedule to open 110 restaurants by the end of 2015, with commitments for 500.

In addition to building custom pizzas and delivering a memorable dining experience, Chang has always envisioned Pieology as a charitable member of the communities it serves. A passion and commitment to supporting for-cause organizations is a key quality Chang looks for in all who join the growing Pieology family. www.pieology.com.

SMOOTHIE FACTORY JUICE BAR OPENS NEAR UNIVERSITY OF ARIZONA CAMPUS expanded menu. This Smoothie Factory will serve the chain’s signature healthful smoothies and nutritional supplements in addition to a popular line of fresh cold-squeezed juices, light flatbread sandwiches, salads and award-winning Red Mango® frozen yogurt in a variety of rotating flavors with a toppings bar.

Smoothie Factory Juice Bar, a leading retailer of real fruit smoothies, fresh cold-squeezed juices, and nutritional products, is now open near the University of Arizona campus in Tucson.

This new location is part of a 7 store multi-unit development agreement with franchisee John Wilfert, of JW Health and Fitness LLC. The store debuts an elevated store design for the chain, featuring more space and an

“I’m so excited to introduce this new store design for Smoothie Factory Juice Bar and our expanded menu to the students and community here at the University of Arizona” said Wilfert. “This location will give customers a variety of tasty options all day long for the perfect meal on-thego, the best boost after a hard workout, not to mention a great place to relax with friends.”

Wilfert’s goal is to support, encourage and teach consumers about how healthy options increase production for the body.

For more information visit: www.smoothiefactory.com

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what’s new!

Splash and Dash Groomerie & Boutique Inks Over 14 Franchise Deals in Six Months Splash and Dash for Dogs, one of America’s go to sources for all things pet related, has inked over 14 franchises since their initial launch in June of 2014. Splash and Dash for Dogs has also inked six Master Franchise Development agreements for a total of 500 locations over the next 5 years.

At a three year growth rate of over 2119% annually, Splash and Dash for Dogs is featured as one of Inc. 500’s America’s Fastest Growing Companies for 2014.

With a connection to customers being an integral part of the company’s business model, Splash and Dash created a signature bath membership, where members pay a monthly premium to bring in their pets for unlimited bathing and brushing. This recurring revenue business model has proven to be unprecedented in the industry as it generates a consistent monthly stream of revenue.

The business model has proven to be a win/win for investors as Splash and Dash Groomerie & Boutique franchise costs are less than most pet franchises and the pet industry growth over the last decade has been exponential.

Splash and Dash currently have locations in: California, Connecticut, Florida, Georgia, Indiana, Maine, New York, Oklahoma, Pennsylvania, Rhode Island, Texas, Utah and Australia. https://splashanddashfranchise.com

Curt Gray Joins The Joint Corp.

Curtis (Curt) Gray, a seasoned retail executive with a 30-year track record of successfully opening 300+ stores for companies such as Starbucks and Dean & Deluca, has joined The Joint Corp. (NASDAQ: JYNT) as senior vice president of operations.

Gray will apply his prodigious experience in improving on and expanding retail concepts to help The Joint achieve its aggressive business goals, which includes expanding its brand presence nationally by opening new chiropractic clinics in key states. On top of the list are states that have been seeded for franchise development, including Florida, North Carolina, New Jersey, Pennsylvania, Alabama, Ohio, California and New

Franchising USA

Mexico. He will also use his expertise to help franchises, with real estate site selection and development, franchise sales promotion, loyalty marketing and streamlining operations. Gray will report to David Orwasher, president and chief operating officer, The Joint Corp.

“I am excited about the opportunity to work with a proven management team led

by Starbucks alumni John Richards and David Orwasher,” said Gray. “They have created a service-based healthcare delivery model with attractive economics that makes it easy for franchisees to operate multiple clinics.”

For more information, visit www.thejoint.com/franchise-opportunities

The Melting Pot Signs Franchise Agreement to Develop First Arkansas Restaurant in Little Rock

Values, Inc. How incorporating values into business and life can change the world.

World-renowned business leader and author, Dina Dwyer-Owens, shares the importance of leading with values to achieve personal and professional goals in her new book, Values, Inc. It’s been said that 95 percent of companies that have a code of values don’t even use it.

They write them down, hang them on the wall…and then walk away.

The Melting Pot® Restaurants, Inc. has signed a franchise agreement to develop its first restaurant in Little Rock, marking the brand’s entry into Arkansas.

“We’re excited to further expand our national presence with the signing of our first franchise agreement in Arkansas,” said Dan Stone, vice president of franchise development for Front Burner Brands. “We look forward to working with our new franchise partner to introduce Little Rock residents to our one-of-a-kind, polished casual dining experience.”

Allen Hurst plans to develop The Melting Pot’s first Arkansas location in Little Rock, which is slated to open by early 2016. Hurst will relocate his family from Denver, Colo., to the Little Rock area, where he aims to develop additional

restaurants in Arkansas and neighboring states over the next five years.

“When looking into franchise opportunities, I was attracted to the support offered by Front Burner Brands and the unique dining experience found at The Melting Pot,” said Hurst. “My wife and I were first introduced to the brand when we dined at the Denver location for our 15th wedding anniversary, and we were amazed by the food and exceptional service. We look forward to eventually expanding the brand’s presence in new markets throughout Arkansas.”

The Melting Pot operates more than 130 restaurants in the U.S., Canada, Mexico and Southeast Asia and has more than 20 locations in development internationally. www.themeltingpot.com

In Values, Inc. Dwyer-Owens hopes to revolutionize the way business leaders think about success by offering inspiring stories from admirable companies, business leaders and even heroes from across the globe who have overcome obstacles using a firm set of values.

As Co-Chair of The Dwyer Group, DwyerOwens has long been associated with her company’s signature Code of Values as the heart of the growth and success of the $1 billion organization, which she detailed in her first popular book Live R.I.C.H. Now she is providing a roadmap for others.

“Values, Inc. invites a movement to live right and do right in business and in life for a world in need of direction,” DwyerOwens says.

Values, Inc. is available at Amazon.com and for bulk orders at a discount at Values-Inc.com. You also can follow on Twitter at @Values_Inc.

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H onk a mp K r u eg er

Honkamp Krueger Uncovering Tax Savings for Franchise Owners Honkamp Krueger & Co., P.C. is an old company with a new idea.

Too many franchise organizations are deprived of financial incentives to which they would otherwise be entitled merely for lack of knowing, according to partner Ryan Hauber.

Unaware of tax savings to which their business is subject, these business owners are simply oblivious of any alternative.

It’s why Hauber and his team devised the HK Complimentary TaxGap Review, a program designed to uncover opportunities for franchisors and franchisees to pay less to the government at tax time. And they offer the review for free.

Franchising USA

For the last few years, HK, whose clients are franchisees and franchisors from all 50 states, has been spreading the word about its complimentary TaxGap program.

Hauber and his partners have toured the country, presenting on this unique offering to individuals involved in franchise operations in dozens of states. He previews how HK tax experts will perform a review of the franchise owners’ tax returns both business and personal and, further, that they’ll do it for no charge and with no requirement of professional commitment.

Honkamp Krueger, the only firm in the country with such a program, offers 40-plus professional services through three business units: Honkamp Krueger (the CPA firm), HKP (the workforce management division) and HK Financial Services (the wealth management division). Taken together, it serves as a one-stop shop for the “underserved”

franchise market, doing everything from payroll processing, succession planning and tax-credit consulting, to performing monthly accounting and bookkeeping, and providing business valuations.

It unveiled its HK Complimentary TaxGap Review idea in response to appraisals of new clients’ former-year tax returns that revealed that many franchise owners are overpaying federal and state government taxes. That reality, says Hauber, is because rather than seeking out strategic and sophisticated tax advice, these folks are turning over financials to someone local who’s not in possession of breadth or depth of experience for business owners.

“So many owners don’t realize that there are many different ways to minimize their tax liability while staying within the lines of the law,” says Kevin R. Schmitt, CPA, CFP, HK Partner. He elaborates, “They

“So many owners don’t realize that there are many different ways to minimize their tax liability while staying within the lines of the law.” don’t know what they don’t know.” Too often, he says, new franchisees enter the business well armed with guidance on a range of franchise issues, but are left to their own devices on matters of tax. And then when they seek what they believe to be perfectly sufficient counsel on the subject, their resources prove sorely underequipped. “The stuff we’re finding for them is, for the most part, pretty basic,” Schmitt states.

Experts from his firm will calculate the savings these franchise owners might have realized to the dollar, and return their recommendations swiftly. The company has performed this service for several hundred franchise owners already, and has found unrealized tax savings in more than 85 percent of their situations. Taken together and annualized, those missing opportunities clock in at more than $7,500 apiece a year.

“We’re like any other accounting or law firm,” Hauber concedes of his 68-yearold organization’s unusual pitch. “It goes against the grain for us not to charge by the hour, but we’ve identified that this is a pretty prevalent issue across the board.”

What’s more, in over half of these cases, owners are pleased enough with the accountants’ findings that they move their business over to HK. As such, he says, the company’s growth has been as organic as it’s been impressive. “We haven’t really had to sell ourselves. Doing a free review is enough.”

It certainly appears to be. For three of the last five years, Honkamp Krueger has been the fastest-growing Top 100 CPA firm in the Midwest according to Accounting Today. And for the other two years, it was named the second-fastest growing. These are rankings that rise nobly out of about 53,000 CPA firms across the country.

The Complimentary TaxGap Review initiative is “a big part of this,” says Natalie B. Hoffmann, CPA. CITP, HK Partner and president of HKP. “No

“For three of the last five years, Honkamp Krueger has been the fastest-growing Top 100 CPA firm in the Midwest according to Accounting Today.” more than if they were diagnosed with a herniated disk or a stress fracture and were told to get a second opinion on their physical health, this is a second opinion on these franchisees’ financial health. When we make them aware of it, most owners say, ‘This is a no-brainer. These guys work with thousands of franchise owners, and they’re the fastest growing in their market three out of the last five years. Why would I not do this?’” It’s why HK has seen strong demand from such top-flight franchise organizations as KFC, Express Employment Professionals, 7-Eleven,

Right at Home, Two Men and a Truck, Molly Maid and Dunkin’ Donuts.

“We’ve really carved out a niche here,” says Hauber, whose firm employs 405 professionals and posts annual revenues of about $52.9 million. “We’ve been able to grow our business model by doing something for nothing and adding value to these franchisees in the process.”

Contact HK today Ryan Hauber 888.556.0123 rhauber@honkamp.com www.honkamp.com

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ex per t advice

Andrew Kyle Zagrodzky, Cagnetta, President, CEO, Transworld OsteoStrong Business Advisors

5

Se

to a Com

The way people communicate has been completely overhauled and revolutionized in the last two decades.

Not too long ago, people interacted one of three ways: face to face, via physical snail mail, or over the phone. Today, we can add any of these communication options when we want to reach out: instant messages, personal email, blast email, texting, live video chats, or photo sharing. With so many choices available, companies are left in the lurch when guessing the best way to communicate.

The problem of reach isn’t just about marketing anymore, but has extended to franchise leaders who don’t know the best way to engage franchisees.

Clear, open channels of communication are essential to every business’s functionality and survival, and that fact counts double for franchise businesses.

Franchises are run based on carefully chosen sales, branding, and operations models, so if signals become crossed and messages are mixed or missed, units won’t be able to keep up with the game plan. Poor communication can damage any business, but in franchising the stakes are even higher, since even one lower-performing franchise could not only lower franchisee morale, but potentially damage the entire brand’s reputation in the eyes of customers and franchisees down the road.

Franchising USA

ecrets

a Great Franchise mmunications Strategy A winning communication strategy is planned, not haphazard. Communicators know their responsibilities and keep track of completed communications in a shared system visible to the corporate leadership group. Finally, a great strategy involves everyone, not just one or two people in the main office.

Choose your key communications platforms— and stick with them.

Trying to connect using too many platforms is not only confusing; it also wastes time, energy, and resources. Using every possible communication outlet leads to an overwhelming and scattered communication structure where people don’t know where to look for updates first. Choose a handful of communication methods that work best for your business, and then stick with them. When people know where to look for what information, information will feel more dependable and less difficult to keep track of. The mix and match of internal conference calls, video chats, and social media is up to you, but at a minimum, email blasts should share weekly brand updates and corporate leadership should regularly touch base by phone.

Track communications in real time.

Create a set communications schedule that outlines how often each channel should be used, then stick to the pattern and track connections in a shared database.

When someone from corporate leadership leaves a franchisee a message just to check in, record the time and date so it’s

clear someone just reached out. When blast emails go out with updates, archive a copy for reference and mark the task as completed for the week. Having a clear schedule keeps communication from a variety of sources frequent and current, and it also lets leadership quickly check on whether a franchisee has been tougher to reach or may be falling through a communications gap.

Corporate leadership should stay in touch.

Texting, instant messaging, and social media have made phone calls feel downright formal, but when someone’s unit is too far away to visit, phone calls can become the friendliest way to reach out and check in. Having people from the entire leadership team contact franchisees by phone doesn’t have to take a lot of time, but it’s guaranteed to make every single franchisee feel like a valued part of the team. Businesses with the strongest cultures maintain them through long-term relationships, and people who work for those companies are more successful, motivated, and energized. When you actually know the leaders, you feel more connected, and you’re more open to sharing great ideas that can benefit everyone.

Create a communication structure with a helpful gobetween.

Every court case is important, but they can’t all be heard by the Supreme Court.

Franchisees are going to have questions that may not be immediately covered in the operational handbook, but when

Kyle Zagrodzky

someone has an urgent query or just needs to reach out, they shouldn’t have to connect straight to the top of corporate leadership. Franchisees should be able to rely on regional developers who will understand their specific needs and challenges and be there to encourage, give great advice, and build franchisee networks.

Connect franchisees with one another.

Franchisees in your business have a lot in common, but oftentimes franchisees don’t really know one another. When franchisees are connected, they can share struggles, get genuine encouragement from people who are dealing with the same issues, and boost one another’s achievement potential with helpful advice that they know works from firsthand experiences. When franchisees are encouraged to network with one another, they’re more likely to form strong bonds that help everyone succeed.

Kyle Zagrodzky is president of OsteoStrong, the health and wellness system that boosts bone and muscle strength in less than 10 minutes a week using scientifically proven osteogenic loading concepts. OsteoStrong introduced a new era in modern fitness and aging prevention two years ago and has since helped thousands of clients between ages eight and 92 improve strength, balance, endurance, and bone density. In 2014, the brand signed commitments with nine regional developers to launch 500 new locations across America. www.osteostrong.com

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focus

the i n ter face fi n a nci a l g roup

Compelling Reasons As a seasoned franchisor we get questions about our franchise each and every day. Because we have been franchising for over 20 years we can now almost anticipate what the exact questions are going to be. That knowledge has led us to turn things around and look at the great reasons why The Interface Financial Group (IFG) is such a great opportunity.

Franchising USA

“We are relationship marketers. Over 40 years has shown us that this is not only the most professional marketing approach, it is also the most cost effective approach.” purchasing (funding) the selected invoices. This creates a great franchisee comfort zone, knowing that the franchisor handles the paperwork (over 40 years of experience), and the franchisor has capital in every transaction with their franchisees.

Once people understand why it works and how it works, the questions all seem to evaporate.

What makes IFG tick?

3 We deliver an ‘in-demand’ financial service

The Interface Financial Group has been providing cash flow acceleration for their SME client base for over 40 years. We are invoice discounters to small business or ‘spot factors’, and we buy individual invoices to turn a future payment into a payment today.

Something that is definitely in demand.

3 IFG is an opportunity with a ‘Low Capital” start up

IFG delivers their unique brand of financing through a franchise channel.

The franchise, known as the IFG 50/50 franchise, has a low start-up cost and offers franchisees the opportunity to start modestly and grow at their own velocity.

3 Work from Home

There are not many franchise organizations that can trace their roots back over 40 years. IFG does just that and brings a wealth of background, history and experience to the table, all for the benefit of their franchisees.

Interface actually works alongside their franchisees with every single transaction. Interface handles the bulk of the paperwork, and Interface also joins with their franchisees in

Working from a home-based office location immediately puts you in charge of your agenda. Working with Interface and their technology approach enhances that situation. IFG 50/50 franchisees are engaged in their franchise only during ‘core business hours’. No evenings, no weekends, and no working on holidays. The majority of franchisees also find that their ‘work load’ is easily covered in a time frame of less than 30 hours a week.

3 Building a client portfolio

In the area of predictable questions that we receive, this is either number one or two. Everyone wants to know, in detail, exactly how they will build their client base. It’s a very valid question as your clients are the backbone of your business.

When we approach this question we usually start by talking about what we

3 ‘Working Together’ another key to success

With IFG your daily commute to the office should be measured in minutes-5 should be the maximum!

Home-based operations are very appropriate for IFG 50/50 franchisees, as they work with a sophisticated technology platform that keeps costs down while maximizing both client service and productivity.

3 Your timetable!

3 Over 40 years of history

David Banfield

don’t do. We definitely don’t go cold calling and, in that same category, we don’t engage in telemarketing activities. Even in the conventional areas such as advertising or direct mail - we don’t do those either.

Interface franchisees are ‘networkers’.

They build solid relationships in their local area to the extent that over time that networking activity turns into a trust relationship that results in business referrals. We are relationship marketers.

Over 40 years has shown us that this is not only the most professional marketing approach, it is also the most cost effective approach.

Because this is a crucial area of our franchisee’s business, we actually engage with them to create their initial referral base. This ensures that every franchisee gets off to a great start.

The franchise is aptly named the IFG 50/50 franchise because we, as the franchisor, are very much involved and engaged with our franchisees on a daily basis. For individuals looking for a ‘white collar’ opportunity where they will have the comfort of someone working alongside them every day, and someone that will have a financial commitment with them every day, then the IFG 50/50 franchise represents a great opportunity. www.interfacefinancial.com

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ex per t advice

Andy Roe, General Manager, SurePayroll Inc.

How to Deal with

a New Worker

Who’s Off to a Bad Start Starting a new job is never easy.

From becoming comfortable with the environment to handling day to day tasks to making new friends, there are many challenges a new worker must overcome.

Franchising USA

“People come from a vast array of working experiences and what works in one workplace culture may not in another.”

Some workers get off to a bad start, despite the fact they are trying their best.

This is acceptable. This is something you can deal with.

On the flip side, there are new workers who get off to a bad start for all the wrong reasons. They are taking personal calls.

They are texting constantly throughout the day. They are leaving early and showing up late.

It’s not the enthusiastic, engaged start you were looking for as a boss. And you have a responsibility to the bottom line. At the same time, hiring is a time consuming process and turnover costs your franchise money. You want to make it work and a hardline approach may just run your new hire out the door.

Approaching the Employee Here are three of the best ways to deal with a new worker who’s off to a bad start:

1. Monitor the person first The first day (or week) of a new job can be stressful and challenging on many fronts.

You don’t want to make things worse on your newest worker by “calling him or her out” too early in their employment.

Depending on your franchise, you may have time to observe before you confront the new employee. See if you can learn a

little bit about their personality and work ethic before addressing any issues.

2. Don’t be afraid to speak up There is a difference between cutting the person some slack and letting them do whatever they want, time and time again.

There may come a time when you need to speak up, and doing this sooner rather than later could save you (and the rest of the company) more trouble down the road.

This doesn’t mean you should be combative. You can get your point across in a friendly manner, which may be all it takes to set things straight.

People come from a vast array of working experiences and what works in one workplace culture may not in another.

They may also have never had a leader that took the time to guide them in the right direction.

3. Ask others for help For example, you could request that a coworker, somebody who has been with the company for an extended period of time, help the person adjust. Some people struggle to acclimate because they don’t feel comfortable around their peers.

When somebody other than a supervisor offers advice and guidance, it can truly change a new worker’s outlook.

In a perfect world, every person you

Andy Roe

hire will hit the ground running. In the real world, this is very rarely the case.

Managing new hires often requires a delicate balance between putting them in a position to succeed by correcting certain behaviors and not discouraging them before they’ve even gotten started.

The three tips above can help you deal with a new worker who’s off to a bad start.

Andy Roe is the General Manager of SurePayroll, Inc., a Paychex Company.

SurePayroll is the trusted provider of easy online payroll services to small businesses nationwide. SurePayroll compiles data from small businesses nationwide through its Small Business Scorecard optimism survey, and exclusively reflects the trends affecting the nation’s “micro businesses” those with 1-10 employees. You can follow Andy on Twitter @AndrewSRoe. Learn More at http://www.surepayroll. com and http://blog.surepayroll.com.

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foucs

Perso n a Piz z a

Persona Wood Fired Pizzeria

keeps their fast casual pizza authentic

A lot of companies are getting into the fast casual pizza market these days, but most tend to concentrate on the bottom line, rather than the quality of their product.

That suits Persona Wood Fired Pizzeria CEO and co-founder Glenn Cybulksi just fine. With almost all of the competition concentrating on the money making side of the business, that leaves Cybulski and co-founding partner Joseph Baumel as the two exceptions in the industry; the ones who decided to instead concentrate on the quality of the product.

Between the two of them, they have the credentials to deliver a top quality

product, too. Cybulski is a certified Italian pizzaiolo, a columnist and speaker for Pizza Today magazine and an instructor at the School of Pizzeria Management.

Not to mention the recipient of more than 125 culinary awards. Baumel, meanwhile, is a graduate of the Culinary Institute of America.

Together, they opened their first corporate store in February of 2013 in Santa Barbara, CA, where the Persona Wood Fired Pizzeria headquarters are also located.

Persona offers customers the opportunity to create their own authentic Neapolitan pizza or choose from Persona’s list of award-winning pizzas.

“It’s based on high-quality, truly Neapolitan pizza. That’s what differentiates us from all the rest that have started the choose-your-own-ingredients restaurants. We’ve taken that extra step to make sure the quality is there, and bring the public a truly fast-fired pizza,” said Cybulksi, noting that all the pizzas come in one size – 12 inches – and are crafted from 00 flour and Italian tomatoes, combined with locally sourced fresh vegetables, meats and cheeses.

Each pizza takes only 90 seconds to bake using imported “Marra Forni” ovens that

“The need is being driven by the palate of the Millennials and the generations that are coming up; people who want better quality food, but who still want fast service and affordable prices.”

Franchising USA

are 300 degrees hotter than most eateries.

Today, with one location currently open and operating in Santa Barbara, California and a second slated to open in Santa Rosa, California in May, Persona plans to have as many as 200 locations nationwide in the next five years. Development deals have already been signed in South Florida, South Carolina and Texas totaling nearly 30 units. They also have deals in different stages of development in New Jersey, Arizona and Southern California.

Ideal Candidates Cybulski said his ideal franchisee candidate would be someone who is organized in the way they function.

Anybody who has been in management or worked in higher executive roles in companies would likely be a good fit for Persona.

He also pinpointed people who have been in the military, police, or who have been involved in fire fighting as people he would consider for franchise development.

“Basically, anyone who has been in an organized system with operations and procedures and who can follow that system would be the best kind of franchisee to have. People who like structure and know that structure is important to being successful would suit the company,” he said.

Taking Fast Casual to New Heights With pizza in the U.S. being a $34 billion per year industry, there is always a need for more pizza places. In particular, though, there is a need for pizza of high quality that can get to people quickly, the CEO said.

“The need is being driven by the palate of the Millennials and the generations that are coming up; people who want better quality food, but who still want fast service and affordable prices,” Cybulski said.

Persona’s 12-inch Margherita pizza is $7.95, so it’s less expensive than high end restaurants, yet it is made from the finest ingredients available and it’s being made

— and cooked — in 90 seconds, rather than five minutes.

The franchise has the ability to make fresh pizza so fast that they’re even in the initial planning stages of setting up a drivethrough.

“This is something we’re going to be testing soon,” he added.

The Persona Difference According to Cybulski, almost all the players in the fast casual pizza industry have been started by fast casual restaurant professionals rather than pizza professionals. And while they understand systems and procedures well, their product suffers. They tend to copy each other and don’t know how to properly make pizza.

Persona, on the other hand, is the only pizzeria that has gone to franchise that is run by a certified Italian pizza chef, the only one that has gone to franchise that is creating a high quality Neapolitan pizza, and one of the only concepts in the industry cooking their pizzas on imported Italian wood fired stoves in 90 seconds or less.

Training and Support Persona provides two weeks of franchisee training at the corporate headquarters and restaurant in Santa Barbara, followed by an additional two weeks of training at the franchisee’s location.

Support starts when they open. The company has created secure and private web portals for franchisees to log onto and get all Persona branded information, new recipes, training videos, and marketing and promotions material. In addition, when a franchisee hires a general manager, they can either send that general manager to the corporate headquarters to get trained — which is recommended — or they can use the web portal to quickly bring them up to speed.

Persona Wood Fired Pizzeria definitely wants their competition to keep focusing on cutting costs to increase their bottom line … they’ll keep their focus on delivering the best pizza possible for longterm success. www.personapizzeria.com/home

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Heather Ripley, Founder & CEO, Tennessee-based Ripley PR

Are You Prepared?

Why Your Franchise System Needs a Crisis Plan As a player in the franchise world, your business is intertwined with numerous employees, owners, and vendors who directly impact your company’s overall brand message.

Franchising USA

“The ultimate safeguard against a damaging crisis is to regularly promote your brand at all levels – locally, regionally and nationally.”

From a corporate advertising plan to a promotional flyer for a franchisee, your brand reaches customers through numerous touch points within a franchise system. However, whether you have only a few franchise units or a nationwide presence with hundreds of locations, your brand messages, company goals, employee expectations and business processes are often lost in translation, which can lead to serious disconnects and confusion.

Inconsistent messaging and inevitable mistakes often cause unwanted media attention, creating the perfect recipe for a crisis.

Whether a crisis occurs in the corporate office or within a franchise location, your entire organization could face serious consequences that directly impact the brand’s reputation, system-wide. On the corporate level, your executives may be well-versed on the necessary measures to take when a crisis strikes, but can the same be said for your franchisees? With the proper plan in place and thorough crisis training for all levels of management, your franchise can safeguard itself from potential crises that may arise.

“For our franchise clients, we define a crisis as any situation that directly or indirectly threatens your brand’s reputation, usually amplified by extensive negative media attention.”

Potential crises, defined So what exactly would be considered a “crisis”? For our franchise clients, we define a crisis as any situation that directly or indirectly threatens your brand’s reputation, usually amplified by extensive negative media attention.

For example, a home services company we work with learned firsthand that a crisis can strike at any time, and without warning. After a technician safely backed his service van out of a customer’s driveway, a child on a skateboard grabbed onto the van’s bumper without the driver knowing. The child rode down the street, holding onto the van until he fell, resulting in serious injuries. In no time, the media (including news helicopters) surrounded the scene, causing the company’s name and logo to become the defining image of an unfortunate crisis in which they had very little control.

Whether it’s an accident involving your mobile franchise fleet or a rogue executive releasing financial information, potential crises can affect your company at all levels. You could never possibly list all of the crises that may arise, but a comprehensive communication plan should outline possible scenarios based on relevant internal and external factors.

Control your story With a constant flow of information traveling across social media platforms and news outlets alike, a problem that starts as a small flame can quickly spread like a wildfire to become a crisis. People are communicating in real-time, and it is vital that your brand do the same. A timely, but well-prepared response is necessary to set the tone for the public’s reaction.

If you don’t write about what happened, someone else will. So when the rest of the world is buzzing about your brand, join in

and be the one to tell the story you want to be heard. In the middle of a crisis, you have the power to take charge and tell the authentic story behind what may have happened.

Know your spokesperson One of the most important elements to consider during a time of crisis is whom to appoint as your designated spokesperson(s). This is often the franchisor CEO or head of the communications department, but remember that not all crises are created equal. For example, if your crisis relates to accusations of hiring discrimination, it may be best to appoint the head of human resources to speak to the media.

Your spokesperson should also reflect the severity of your crisis. For example, immediately appointing the CEO to discuss an accidental social media post could make the public believe the crisis is larger than it really is – attracting unnecessary and avoidable media attention.

Whoever you choose to represent your company during a time of crisis, make sure they are knowledgeable on the issue at hand, and well-trained to portray the appropriate key messages to the media.

Practice makes perfect Knowing what to say in a standard interview with a microphone and a camera in your face is nerve-wracking enough.

Add a company-wide crisis on top of that, and you’re likely to stumble over your words. Unfortunately, what you say immediately following a crisis can quickly become a defining, “make or break” moment for your brand.

For franchisors, it’s wise to provide professional conduct media training for corporate executives as well as franchisees. This will help when anticipating potential media questions and

Heather Ripley

with knowing how to handle the tough ones. Key members of your franchise system should practice remaining composed and confident when being asked difficult questions, and use their answers as an opportunity to address legitimate concerns and correct misconceptions, if necessary.

As a franchise brand, your company benefits from a team environment and supportive backing, but this also means that everyone throughout the system must be accountable for avoiding damaging scenarios and preparing for potential crises.

The ultimate safeguard against a damaging crisis is to regularly promote your brand at all levels – locally, regionally and nationally. Consistent and proactive public relations efforts help to build a positive brand image that protects your business during times of crisis. When you implement the proper procedures from the start, crises can often be averted, keeping your franchise top-of-mind for all the right reasons.

Your reputation is an invaluable source for generating sales leads for your franchise system. Don’t let a crisis cause a chain reaction throughout your company that will have a negative impact on everything from individual franchise locations to your overall brand message. Be prepared. Be proactive. And, most importantly, protect your brand.

Heather Ripley is the founder and CEO of Tennessee-based Ripley PR, a national public relations agency specializing in franchising. She is also a guest contributor to Entrepreneur.com. www.ripleypr.com

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P O P-A-LOCK

POP-A-LOCK AIMS FOR TOTAL CONTINENTAL COVERAGE North America’s largest security and locksmith organization is looking to fill in the rest of its vacancies across the continent and then expand overseas.

Pop-A-Lock has been in operation for 21 years and is in 8,500 communities across North America, president Don Marks said during a recent interview from the company’s headquarters in Lafayette, LA. and the company is looking to fill in the remaining gaps it has.

Pop-A-Lock does vehicle road services, including vehicle lock outs, changing tires and providing jumps to vehicles.

It also performs any service related to locksmithing, from remotes and chip keys to fleet services. The company also does residential and commercial locksmithing and security, with services like rekeying, installing cameras and CCTVs, performing business proximity control and installing sophisticated security systems in homes or businesses.

Who They Need Right now, the company is looking for

Franchising USA

two different types of franchisees: owner operators and empire builders. Owner operators are located in the smaller markets. They are often locksmiths who perform the actual service and run a lot of the day-to-day business themselves.

Empire builders are managers, presidents or CEOs of larger organizations with many service and administrative employees under them.

Many smaller markets are still available for owner operators, Marks said, and many times, it’s veterans that will fill these roles. Also, there are about 30 medium to large markets left for an empire builder to occupy. Los Angeles is one of the largest markets that Marks identified as still being available.

Except for these last few markets to fill, Pop-A-Lock has a presence in about 70 percent of North America.

The Pop-A-Lock Advantage It’s this ubiquity that helps to set Pop-ALock apart from its competition. Marks shared an anecdote about a major company that wanted to upgrade the security to 1,500 of its locations. At first, the company tried to use independent locksmiths, but found that many of them were either difficult to reach, had retired, or just didn’t seem trustworthy enough to perform the service. After that major company called

Pop-A-Lock, though, Marks said, all 1,500 of their locations had been upgraded within three weeks.

Another competitive advantage Marks identified is that they’re technology leaders. They use the latest technology, which allows them to be the most cost effective and provide the most modern and innovative security.

The company also has 55-60 strategic partnerships with national groups that they work with and provide service work for them.

Plus, Pop-A-Lock is uniquely oriented to give back to the communities they are in. For example, Pop-A-Lock has its PAL Saves Kids’ programs.

“We rescue kids for free who are locked in homes or in cars,” Marks explained.

Pop-A-Lock also works with animal shelters, provides downloadable, free security audits for home and businesses on their website and has veterans’ programs where they train veterans and give them unique franchise opportunities.

Marks said he believes Pop-A-Lock is in one of the most important businesses around because they protect what matters most to people: their families, their homes and their business.

“Especially in today’s environment, there

are increasing security needs for your home and your business and that’s what we do,” he said.

Getting Franchisees Ready Pop-A-Lock provides new owner training to new franchisees, as well as ongoing technical training and weekly business building calls. Monthly, the company has system wide calls, as well as monthly training calls. They have a whole internet and resource center, support group, plus a 24/7 call center to help franchisees.

Between frequent field visits, system alerts on franchisee accounts, email communication and teams of franchisees that work with the company on advertising and testing new programs, franchisees are well taken care of.

“We virtually help them A to Z,” Marks noted.

The company aims to keep on doing exactly what it has been doing, the president said, eventually covering all of North America. Once it’s in every community on this continent, the next step will be overseas expansion, and wherever it expands to, Pop-A-Lock will continue to give back to those communities, as it is uniquely poised to do. www.popalock.com

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Alan George, Vice President, Franchise Marketing Systems

The Importance of

Hiring Franchise Consultants

in 2015

When building a franchise organization, there is a transition process that takes place within the management ranks of the business.

As a franchise organization matures, say with 60 or more units, depending on the business, there will be a portion of the management team that is devoted specifically to the management of the franchisees. People and positions that are entirely focused on building, managing and overseeing compliance of franchisees.

Franchising USA

Initially, when a franchise network begins to be developed, the resources and people within the corporate business will be tasked with also managing the operations of the franchise organization.

This of course is not efficient after several franchise units have been sold and takes some serious juggling when first building a franchise expansion model. In a well-managed organization, we have worked with franchise businesses where internal staff have managed as many as ten franchised locations before the need to hire additional staff has become too pressing. Because franchisees are independent business owners and hopefully have been qualified to the

point where they are appropriate for the franchise organization and have the skill set, capital and business mindset to follow the system and operate the franchised business, according to the franchise operations manual - they don’t need the same level of hand holding and management that company employees or managers would require.

When considering whether to franchise your business, this transition period is a critical time to consider and plan how to manage. What do you do with cash flow when the business needs additional resources and management to oversee the new franchisees, but the revenue from the franchise system isn’t producing

“When considering whether to franchise your business, this transition period is a critical time to consider and plan how to manage.” $1,000 to $5,000 per month to support and help with sales. By having lower overhead and costs to manage the franchise growth, this allows businesses to get to the point where they could then justify a $50,000 per year salary to a franchise director or franchise field support professional to go on site visits and assist with franchise training.

Franchise Consultants are like any service provider. They bring expertise and specialized focus in a particular field of work. In this case, franchise development. The reasons that businesses hire specialists are many, but in any particular case, there should be a cost vs. value proposition analysis by the business owner in hiring a franchise consultant. If the cost or investment is lower than the value proposition, the strategic partnership should be formed if not then it may be best to go it alone. Franchise consultants will not know your business better than you do, but they should deliver valuable insight into how to package your business as a franchise opportunity.

enough volume to substantiate a large salary? This is where some franchise consultants can come into play as a good “go-between” to help bridge the gap from the initial start up of the franchise organization and the adolescent stages of the business. Franchise consultants will most often work with several franchise systems which allows them to work for less than, say a full time employee on salary because they have multiple clients they manage. There are many independent franchise consultants who provide these franchise consulting services and have many years of experience working in the franchise industry, most will provide services at reasonable monthly prices of

Franchising is a very regulated process, a business owner launching a new franchise system should be aware of the regulations and rules they must abide by to be considered compliant as a franchise organization. In addition, like any new venture, franchising has its own industry processes and methods to it that can only be discovered through experience.

How to sell a franchise? How to walk a potential franchisee through the FDD? How to file the FDD with a state? How to determine franchise fees and franchise structure? These are just some of the key elements that can make or break a franchise system as a success or failure.

Typically, by having a qualified franchise consultant working with a new franchise organization, these issues can be alleviated

Alan George

and the opportunities can be brought to the forefront.

When you franchise a business, you take it through an evolutionary process. It is a direction and strategy that commits both you and your business to grow and new market expansion. Franchising is not an end result, it is important for any business owner to remember this, it is a vehicle to expand a brand, system and capture market share through the combined strengths of a group of entrepreneurs working under a unified system. The most successful franchise organizations we have worked with have committed to this process and identified new markets that would benefit the brand and create market opportunities for the company.

Mr. George is a specialist in franchise territory planning, franchise mapping and franchise strategic planning. Alan George has over 30 years advertising, sales and marketing experience. Most recently, he held an executive position with GeoVue, a company that provides predictive analytics for franchise sales forecasting, site selection and market planning to retailers and restaurants. Prior to GeoVue, Mr. George was Director of Sales and Business Development at Tactician Corp, a franchise mapping company.

At Tactician Corp, Mr. George worked extensively with retailers and restaurants providing site selection and Geo-targeting tools. www.franchisemarketingsystems.com

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K Z Devco

KZ Co

“We look at ever investment, rath business loan model Franchising USA

ompanies Offers A Helping Hand Sometimes even the most successful entrepreneurs need a helping hand to take their businesses to the next level.

It takes the involvement of an innovative team to help guide, support and develop strong business ideas. Multi-franchise development doesn’t happen overnight; it takes experts to help franchisees get off on the right foot.

That’s where KZ Companies comes in, a real estate development company that is there for franchisors in more ways than usual.

Mark Zimmerman and Charles Kavanaugh formed KZ Companies over twenty years ago. The company was founded on the principles of promoting formulaic retail development. “What that means is that there is a roll out process of taking a company that is expanding and working closely with them to help develop a program that has systems and procedures in place. Then, either building on their program or helping them create a program that would allow them to achieve their goals to open new units,” said Mr. Zimmerman. Historically, KZ Companies has worked primarily with corporate tenants; however, they have recently successfully arranged a $100M Quick

ry transaction as a real estate her than like a traditional small l as many lenders would do.”

Service Restaurant (QSR) Fund. The primary purpose of the fund is to focus on the QSR franchisee space. Loans from traditional lenders are hard to come by for franchisees wanting to develop new units.

As a result, there is a need for capital within this sector for the development of new franchise units.

“It is fair to say that existing established units with proven sales are not as difficult to finance; however, the development of new, freestanding ground up units and the funding of them are much more challenging for franchisees,” explained Mr. Zimmerman. “Someone who is very knowledgeable in the operations of a QSR business may not be as familiar with the challenges of the real estate industry.”

A company like KZ offers a multidiscipline approached to help support franchisees in the real estate development, as well as the capital support.

The initial offering of the fund is intended for franchisors of larger concepts that have established track records and more than 200 units. Franchisees will be required to have two or more units with the same concept, open and operating successfully for at least one year.

excited about. It’s something we have brought together, the capital source and the in-house ability, and we offer a proven track record of building hundreds of buildings on time and on budget over the years,” said the founder.

“We look at every transaction as a real estate investment, rather than like a traditional small business loan model as many lenders would do. We have been able to create a fund that will be exciting for us to deploy and where there is clearly a demonstrated need on the part of the QSR community,” said Zimmerman of the new funding program.

KZ has spent the past six years building 45 new drug stores for CVS pharmacy in California and Hawaii. Prior to that they have built units for numerous other national companies throughout the United States, exhibiting their expertise with building nationwide and their familiarity with most major markets.

“We would like to be the leading developer of free standing QSR’s throughout the country,” said Zimmerman. “We see this as a tremendous opportunity to fill a niche in the capital markets.”

“The pricing will be based upon the strength of the franchisor, the brand and the location within the United States,” explained Mr. Zimmerman.

Mark spent a number of years in the banking business before creating and founding KZ Companies and recognizes the capital constraints within the QSR industry.

The fund is structured to provide the maximum flexibility in deploying the capital to franchisees. Through KZ’s multidisciplinary approach, it is capable of providing a full service, turnkey development program. The company will commit up front to assist the franchisee with the capital necessary to build their new stores. “This is the thing I am truly

www.kzcompanies.com

“We created KZ Companies with the primary focus of working directly with tenants on their store development programs,” he explained. “Our business is very formulaic; we have been able to create a fund for people to monetize their dreams and be able to assist in their expansion plans.”

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Ser v ice B ra nds I nter national

b y R o b S w y s t u n Fr a n c h i s i n g U S A

Service Brands aims for growth this year

Steve Lajiness, Vice President for Franchise Development, Service Brands International

With a thriving economy and all three of its brands experiencing tremendous year-over-year sales growth, Service Brands International (SBI) is on their way to a record year.

To drive that growth, the newly structured franchise development department at SBI has set a lofty, but attainable goal.

“We have a plan in place to add 100 franchise locations across all three

Franchising USA

of our brands in 2015,” said V.P. of Franchise Development, Steve Lajiness, during an interview from the company’s headquarters in Ann Arbor, MI. So far, the company is off to a good start, adding 22 new franchisees in the first quarter. “Typically we would be looking for 25 new businesses per quarter,” Lajiness said. “The first quarter is usually the slowest for development. We are confident we will reach our goal of 100 franchisees by year end.”

Part of what could be attracting new franchisees to the Service Brands family is the effort the company has put into its recruitment, which includes enhanced and improved franchise development sites.

“All three brands: Mr. Handyman, ProTect Painters and Molly Maid, have built new franchise development sites,”

“Part of what could be attracting new franchisees to the Service Brands family is the effort the company has put into its recruitment which includes enhanced and improved franchise development sites.” - Steve Lajiness, Vice President of Franchise Development, Service Brands International Lajiness said. The department has also implemented a new SBI website that gives an overview of SBI’s overall culture. In addition, there are state-of-the art virtual brochures for each brand, a new marketing plan in place, and SBI continues to offer a lucrative referral program to its existing franchisees.

SBI uses a combination of internal placements through online inquiries, web listings, and other non-broker- leads, as well as through consultant groups who are working with potential franchisees.

“In an effort to ensure Service Brands has the strongest pool of candidates possible to make the company better as a whole, we really focused a lot of time and effort during this year’s first quarter on developing these systems to enhance the ability to attract stronger candidates,” Lajiness said.

Residential cleaning service Molly Maid started franchising in 1979, when the brand was founded in Canada.

Now located in Ann Arbor at the SBI headquarters, it serves as home-base to all things Molly Maid—development, training, marketing, IT, and operations for its 250+ franchisees in over 450 U.S. territories.

“Typical Molly Maid franchisees are people who want to get out of the corporate rat race and go into business

for themselves,” said Meg Roberts, Molly Maid President.

“One thing that attracts potential franchisees to Molly Maid is the type of brand recognition that has made its name synonymous with the entire industry,” she explained. “People say ‘I need a Molly Maid’ like you would say ‘I need a Kleenex’ when you’re talking about facial tissue.”

With plenty of competition in the industry, Molly Maid relies on its 30+ years of brand name recognition, and the trust they have built by performing millions of cleans each year.

“We’re cleaning rooms that your best friend doesn’t even go into,” Roberts said.

“Clients willingly give the keys of their home to Molly Maid employees because it’s a name they have full confidence in.”

Roberts said there is a need for the Molly Maid service now more than ever because the dynamic of the family has changed.

“Typically, families used to have a single breadwinner and a stay at home mom”, she said. “Now, a lot of families have two working parents, plus houses are larger than they used to be. People just don’t have time to clean because they are so busy.”

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b y R o b S w y s t u n Fr a n c h i s i n g U S A

Molly Maid still has 200+ territories available. Roberts listed Phoenix, New York and Philadelphia as major centers where franchisees can set up shop, but also mentioned mid-market places like a Madison, WI, Baton Rouge, LA or Birmingham, AL where a franchise could easily thrive.

(Left to Right): Meg Roberts, President of Molly Maid; Peggy and Doug Heffner, Rookie of the Year Award 2015; Craig Donaldson, CEO Service Brands International

(Left to Right): Craig Donaldson, CEO Service Brands International; Katrina and Kevin Keith, Shining Star Award; Meg Roberts, President of Molly Maid

“Typical Molly Maid franchisees are people who want to get out of the corporate rat race and go into business for themselves.� - Meg Roberts, President Molly Maid Franchising USA

New franchisees get 8-10 weeks of training that is facilitated by Molly Maid Right Start training staff, and is primarily delivered via webinar and teleconferencing. Once complete, trainees travel to Ann Arbor for a week of hands-on training in the office and in the field, followed by a week learning from an operational franchise. For ongoing support, they have continued and reliable access to business development consultants, regional service managers and experts in online and traditional marketing.

Franchisees supply their own cleaning products and vehicles, and all of the employees pull out of the same commercial office location. Having all of their branded vehicles parked in one place during off-hours offers increased brand recognition.

Another Service Brands International brand, Mr. Handyman, has been around since David Lavalle founded it in 1996. SBI purchased it in 2000 and that’s when the business started franchising.

Like the name implies, the company performs major and minor home repairs, such as installing ceiling fans, patching drywall, completing tile work, along with building decks and performing remodeling

“What makes Mr. Handyman different from its competition is the level of professional service they offer.” - JB Sassano, President Mr. Handyman

projects, making them a whole home solution. On the commercial side, many Mr. Handyman franchisees perform work for commercial clients such as retail outlets and restaurants who rely on professional providers.

clients and drum up business,” Sassano said. There are franchisees up and down the east coast, through Texas and into California, and the company is eager to add more presence throughout the rest of the country.

“People just aren’t as handy as they used to be, so it’s good to have a service like ours that can come in and do those repairs,” said J.B. Sassano, President of Mr. Handyman. “People tend to lack the time and the skills to do many necessary repairs, making Mr. Handyman a lucrative business opportunity.”

“What makes Mr. Handyman different from its competition is the level of professional service they offer,” Sassano said. “This kind of service can be traced back to the comprehensive training programs they offer to new owners.”

Currently, Mr. Handyman operates in 23 states, with new territories being explored daily. “An ideal franchisee for Mr. Handyman would be someone who wants to be active and get out and meet

The “Right Start” training begins with the new business managers from the home office. It lasts four to six weeks, and is a pre-opening program designed to help franchisees start their business off on the right foot. The next step is a week of training at the home office, which covers

(Left to Right): Craig Donaldson, CEO Service Brands International; Brian French, Mr. Handyman Rookie of the Year; J.B. Sassano, President of Mr. Handyman; Bob Ufer, Co-Founder Service Brands International; David McKinnon, Co-Founder Service Brands International

every aspect of running a franchise, from setting up the business to a adopting a comprehensive marketing program designed for ongoing success. Trainees then get to work in the field with current Mr. Handyman owners. This allows new franchisees to see established businesses in practice.

Franchisees have access to proprietary business management and scheduling software, on-site training, ongoing support from the Mr. Handyman home office’s operations team, marketing department, and IT staff, plus access to online, video, and print materials that offer advice, ideas, and help franchisees with skill-building.

In addition to that, they have access to a network of fellow franchisees they can reach online anytime to share ideas and support.

(Left to Right): Craig Donaldson, CEO Service Brands International; Skip Wyatt, Franchise of the Year Award winner; J.B. Sassano, President of Mr. Handyman; Bob Ufer, Co-Founder of Service Brands International; Lorenzo Wyatt, Franchise of the Year Award Winner; David McKinnon, Co-Founder, Service Brands International

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Ser v ice B ra nds I nter national

b y R o b S w y s t u n Fr a n c h i s i n g U S A

“We’re part life coach, part technical coach as it’s related to the actual painting itself, but we’re also a business coach.”

The third brand that belongs to the Service Brands International family is ProTect Painters, which was founded in 1994 and began franchising in 1995. ProTect Painters is a residential and commercial painting company specializing in interior and exterior painting projects. What new franchisees soon find out however is that painting is only part of the ProTect Painter’s story.

- Chris Ring, President, Protect Painters Painting contractors — regardless of how good their actual painting work is — often get poor reputations for their customer service. That’s where ProTect Painters comes into play, providing a stellar experience for the client.

“People don’t get their houses or businesses painted every day or every week, so it’s a big deal when they do,” Ring said. “They want the experience to be as pleasant as possible.”

The franchisee is free to focus on the customer because they hire a subcontractor to come in and perform the actual painting work. This means the owner is completely focused on taking care of the customer.

ProTect Painters has a comprehensive

system in place to train franchisees on how to vet subcontractors and ensure they have all the necessary skills, trustworthiness, and licenses in place to work on behalf of their franchise.

The company has 70 franchisees who own 82 locations across the country.

According to Ring, the ideal franchisee for ProTect Painters is someone who has entrepreneurial spirit, proven leadership and management skills, along with sales skills. “They should be customer service and detail oriented with exceptional communication and interpersonal skills,” he said, “So they can communicate easily with clients and deliver an exceptional customer service experience every day.”

“The heart of it isn’t the painting; it’s the service to the consumer,” said Chris Ring, President of ProTect Painters. “ProTect Painters has been able to systemize the customer service experience as it relates to the consumer, including how the company is found, and how franchisees use their personal skills to provide consumers with a better experience than most others in the painting industry.”

ProTect Painters is in a unique situation to take advantage of the customer service side of the painting franchise market.

Franchising USA

Gordon Boardway, Protect Painters of Oviedo-Winter Springs FL

of running a business and specifically running a painting business, including how to estimate a job price, everything about contract law and dispute resolutions.

They also learn the finer points of marketing, like helping them to understand the best marketing avenues to pursue in their local market. The home-office hosts franchisees’ websites and runs the lead conversion program that helps customers find them.

Franchisees will not need to hire any employees, save for maybe some administrative support staff as they grow, so ProTect Painters is a low investment when it comes to overhead. “Running a painting business allows franchisees to have a lot of flexibility in their lives,” said Ring. “They can work their own hours, work out of their home, or be on the road and on the go while running the business.” Retired executives are often drawn to ProTect Painters as a franchise opportunity.

franchises in operation are Florida, Texas, Minnesota and Massachusetts, with room for growth in those states and everywhere else. There aren’t any major metropolitan areas that are sold out yet, and there are close to 700 available territories across the country.

“People who love a lot of variety, love the business,” Ring said. “Painting also provides a lot of job satisfaction because people get to see the results immediately.

Once the subcontractor is done painting the house or business, the franchisee gets to see immediately how much better it looks and gets to experience the customer satisfaction that comes along with that.”

The training and support ProTect Painters offers its franchisees is an ongoing process. “Usually, when they (franchisee) come to the company, they don’t know anything about painting, which is fine,” Ring said. “In fact, the company almost prefers that because they want franchisees to focus on the customer service aspect of the business and let the painters worry about the painting.”

ProTect Painters has sites available across the country. The states with the most

“The need for a service like ProTect Painters is obvious,” Ring said. “Virtually everything gets painted, and the company is helping home and business owners protect the largest investment they’ll ever have.”

Franchisees are trained in every aspect

ProTect Painters also teaches its franchisees what Ring calls financial literacy. Trainees learn about margins, profitability, break even analysis, and the general nuts and bolts of running a business.

Regional sales managers work individually with franchisees on a weekly basis to connect with them and help them achieve the goals they’ve set for themselves. The company also conducts field visits in the franchisees’ territory on a frequent basis.

About 98% of franchisees run their ProTect Painters business out of their homes, and because it’s 100% web-based, all of their systems can be run from a phone or a tablet. “The company makes a conscious effort to try to stay up to date with today’s technology,” Ring said, “so franchisees can be efficient with their time.”

“We’re part life coach, part technical coach as it’s related to the actual painting itself, and we’re also a business coach,” Ring said. “We’re here to help them run successful businesses. That’s really the heart of what we do in franchising.

We’re entrepreneurs who help other entrepreneurs be successful.”

The year of growth

(Left to Right): Chris Ring, ProTect Painters President; Noel Ramirez, VP of Operations; Henry Zaborniak, ProTect Painters Rookie of the Year; Craig Donaldson, CEO Service Brands International

Backed by efforts to attract the best franchising candidates possible, Service Brands International is forging ahead with its lofty plans for franchise expansion.

Already on pace to reach its target, the company with its three brands: Molly Maid, Mr. Handyman and ProTect Painters, is set to make 2015 the year of 100 sales. http://franchise.servicebrands.com/

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fr a nch iso r i n depth

T he Piz z a Press

Build-your-own-pizza restaurant aims to build a successful franchise If The Pizza Press has its way, the company will be building a franchise empire across the country, just like its customers build their own customized pizza.

A fast-casual build-your-own pizza restaurant, The Pizza Press started in 2012, opening its first location in Anaheim, CA. They’ve just opened another corporate store in Orange, CA and have two franchisees in Pasadena, CA and Fullerton, CA set to open later in 2015.

The company, which also features a curated selection of local craft beer, started actively looking for franchisees

Franchising USA

in 2013 and officially started selling franchises in October 2014.

The Pizza Press owner Dara Maleki said there is a need for places like The Pizza Press where customers can create their own pizza (although the pizzas are actually assembled by employees) because not only is it a hot trend at the moment, but there are many different food allergies to accommodate for and people have strong beliefs about how they want to eat nowadays.

With The Pizza Press, they get one size of pizza with unlimited toppings to create whatever their taste buds desire.

“It’s that simple,” Maleki stated during a recent interview from the company’s headquarters in Anaheim.

Although not the only player in the customizable pizza game, Maleki said, he

believes The Pizza Press sets itself apart from the competition with its dedication to customer service and beer, craft beer, specifically. Another hot trend, The Pizza Press owner said, the company encourages franchisees to engage their local craft breweries so they can work together with them.

Maleki described his ultimate franchisee as someone with entrepreneurial spirit who is motivated, exhibits a great attitude and is a team player who is eager to own their own business. Food experience is not required, he said, as it’s a simple format for a restaurant, but it’s a bonus if potential franchisees do have food experience.

With territories available nationwide, the company is busy meeting with a calendar full of prospects, doing multiple discovery days every week.

“We’re looking at a huge year for growth, so we’re really excited about it,” Maleki said.

As far as support and training for their franchisees, Maleki said, the business can help franchisees secure financing, plus they provide assistance with preopening procedures. Franchisees are given classroom and in-store training along with ongoing marketing support.

The Pizza Press has also negotiated competitive nationwide pricing with select vendors so franchisees can always get the best deal on their supplies.

“We make it as simple as possible so they can concentrate on the customer,” Maleki explained.

If franchisees need help selecting a site, The Pizza Press has an agent to help them with that, using the company’s criteria for

“If The Pizza Press has its way, the company will be building a franchise empire across the country, just like its customers build their own customized pizza.”

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T he Piz z a Press site selection. Most franchisees tend to know their own area and will tend to have a site in mind, Maleki noted.

With a calendar full of prospects and a menu full of craft beers, building a successful franchise should be even easier than deciding on pizza toppings.

The Pizza Press gets serious about craft beer While pizza is obviously The Pizza Press’ main fare, the restaurant franchise is dedicated to local craft beer, too.

As owner Dara Maleki says, the franchise encourages all new franchisees to engage local craft breweries so both The Pizza Press and the breweries benefit from the beers being available on tap or in bottles at the fast-casual restaurant.

Currently, in its Anaheim location, The Pizza Press has nine beers on tap, descriptions of which are available to peruse on its website at thepizzapress.com.

The craft beers on tap include: • Speakeasy Black Hand – 6.9% - a fullbodied chocolate milk stout • Refuge Blood Orange Wit – 5.0% featuring a bold citrus aroma and a cloudy peach colored pour with a white head • Golden Road 2020 IPA – 7.4% - a dark red IPA, with a rich pine aroma, light roast, all balanced by a hearty hop bitterness • Valiant & Black Market Chernyy Medved – 13.0% - A powerful and fearless Russian Imperial Stout • Stone Delicious IPA – 7.7% - an intensely citrus, beautifully bitter beer • Anaheim Dark Scotch Ale – 6.1% - a traditional top-fermented beer with dark color, a full body and deep, malty flavor • Weins Far Post – 6.0% - an American Brown Ale that is roasty, chocolate, and nutty with hints of Cola • Devils Backbone & Coronado Devil’s Tale – 7.5% - bright citrus and tropical fruit character plus a burst of woody rusticity • Hangar 24 Chocolate Porter – 8.0% rich and decadent with intense, roasty flavor that comes from two types of

Franchising USA

“Food experience is not required, as it’s a simple format for a restaurant, but it’s a bonus if potential franchisees do have food experience. chocolate malt and raw cocoa nibs.

The Pizza Press also features a dozen different bottled craft beers and a Beer 101 blog on its website for people who want to learn to be connoisseurs of craft beer. The blog features different types of beer like Pilsners or American Brown Ales, their history, what you can expect from them in regards to taste and alcohol content and

much more. The blog also covers other facets of beer, like how differently shaped glasses affect beer.

For a restaurant called The Pizza Press, it certainly does devote a lot of effort to the promotion of local craft breweries, much to their delight and the delight of craft beer enthusiasts. www.thepizzapress.com

Page 37

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MAY 2015

Veterans in Franchising www.franchisingusamagazine.com

Nutrition Zone

And The American Dream

Next Step NETWORKING

Reaching the Veteran

Before Transition

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feature

Page 39

A World of Opportunity

Imagine the possibilities. Buildings throughout every city are in demand of daily or weekly cleaning services. Jani-King offers the opportunity to grow your business in this high-demand industry. With Jani-King, you have a world of opportunity in front of you and an established support system behind you.

Call your local Jani-King support office today and experience what it’s like to own your own business.

(800) JANIKING | www.janiking.com/franchise

Commercial Cleaning Services

Š2015 Jani-King International Inc. | CD0415-0061

V eterans in F ranchisin g S upplement M AY 2 0 1 5 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 Cover Story 42 Nutrition Zone

News & Expert Advice 44 Next Step Networking Darcella Craven, Veterans Business Resource Center

52 Reaching the Veteran Before Transistion George Eldrige, VetFran

56 VBS Awarded Certification James Mingey, Veterans Business Services

Profiles 46 Always Best Care

Focus 48 Soldierfit 50 Our Town America 54 Fastsigns 62 Jani – King

Franchisor in Depth 58 Better Deal Printing 64 JDOG Junk Removal Franchising USA

V eter a ns i n Fr a nch isi ng

C over S tor y - Nut r i t i o n Zo n e

Nutrition Zone

and the American Dream!

lives. From inception, Nutrition Zone’s commitment to customer service has been at the forefront of its success.

This is realized through team oriented Franchisees who share our goal of making a positive and meaningful impact in our communities.

People will tell you the American Dream is about owning your own home. Today that is only a portion of the dream.

Let’s add owning your own business and being your own Boss!

the satisfaction that comes with helping humanity and changing lives for the better! You can realize the complete American Dream by owning a Nutrition Zone and helping people become the very best they can be. At the same time provide for your family in a way you never thought possible. Nutrition Zone is “The Force behind a Better You”!!

There is more to the dream however!

Nutrition Zone was founded to serve, educate and empower the community by improving the quality of our client’s

Here at Nutrition Zone we believe the

true essence of the American Dream is

Franchising USA

We are in the business of changing lives

At Nutrition Zone we are looking for highly motivated individuals that are ready to join a team that is in it to win! It is a spirit of partnership that feeds strength and momentum to a team and there is no better team member than a Veteran.

A Veteran understands the value of teamwork and the prideful satisfaction a group can experience when accomplishing goals together. At Nutrition Zone we value that experience and look forward to having Veteran’s join our team.

United States Marine and Nutrition Zone Manager Shane Weyrauch, “I believe Nutrition Zone is a great opportunity for today’s Veterans. It’s an easy transition from serving our Country to serving our Communities. Nutrition Zone shares a lot of our own core values, such as quality,

“‘Nutrition Zone invests heavily in systems, training and support, as it is the backbone of our success. Any Veteran will tell you it is the backbone of survival.” excellence, and service to our community with proper education in not only nutrition but also proper exercise. Not only do they have a system of success laid out for you, the education you receive going through NZU is second to none and can turn a novice into an expert.”

The Right Opportunity Nutrition Zone, a Premier Sports Nutrition Retailer, currently has 28 stores, and growing, in the U.S. Each store provides premium service and products at extremely competitive prices. There are great Franchising opportunities open in key territories for VETERANS who are passionate about helping people, and grabbing hold of their financial freedom.

Nutrition Zone is the fastest growing sports nutrition retailer because we offer incredible value to our franchisees. What is exciting about Nutrition Zone and sets us apart from our competition is what we can offer: 1) Superior products at competitive prices.

2) Proven franchise systems.

3) Passionate and reliable support before and after you open your business.

4) One of the lowest start-up entry investment costs in the industry at $98,000 to $165,000.

It’s simple. Nutrition Zone gets it. We understand the importance of value.

Nutrition Zone has the right formula for any Veteran interested in owning a business in the sports nutrition, health and wellness industry.

The Right Support It is no secret that some of the finest operated organizations in America today are the branches of the armed forces. Their commitment to detail and the paramount belief in the value of teamwork while striving for perfection through proven systems and relentless training is why they are the best in the world.

Our team at Nutrition Zone is not only proud of our commitment but rely on the same approach throughout our organization. Nutrition Zone invests heavily in systems, training and support, as it is the backbone of our success. Any Veteran will tell you it is the backbone of survival. We could not agree more.

Nutrition Zone provides the benchmark for training in the health and wellness industry with NZU: Nutrition Zone University. NZU is a combination of in-classroom and online instruction that is used to teach, train and empower our Franchise Partners.

One of the our four core values at Nutrition Zone is SERVICE, and we know that extended knowledge in diet and supplementation will allow you to help serve your customers, driving loyalty and profits. NZU is continually adding courses and classes to keep you up to date on the latest information in the industry.

On the marketing front and in the spirit of continued partnership support, Nutrition Zone’s marketing plan provides our franchisees with cutting edge, innovative and relevant industry material.

Understanding the value of Social Media Nutrition Zone utilizes the latest technology, strategies, and partners to communicate and influence identified core demographics. Nutrition Zone’s knowledge and experience allows you to target your local markets as well, capturing new customers and driving foot traffic through a comprehensive local store marketing plan.

NZ Manager Michael Federis, As a former Marine Veteran, “Excellence” and “Service” defines our culture and solidifies dedication to those we serve. Here at Nutrition Zone we strive for “Excellence” in every aspect of our organization.

Furthermore, our constant focus on “Service” and our commitment to our client’s is unmatched

Michael Federis

As a Veteran, we are organized, goaloriented, and strong leaders; all these attributes are a great fit to Nutrition Zone’s Business Model. Veterans would be highly successful Franchisee Owners due to NZ’s solid foundation and systems of success.

In addition, you also have a highly skilled Corporate Team that is dedicated to supporting you every step of the way.”

The Right Industry The fact is, sports nutrition is growing at an exponential rate, according to Forbes, 2012 revenue equaled $32 Billion USD, and in less than 8 years it is projected to surpass $60 Billion USD! Veterans looking to tap into real financial freedom should have their sights set on entering this industry. Everything around us, from the proliferation of gyms (24hr fitness, LA fitness, Crossfit) to the increasing awareness of health consciousness (Wholefoods, Trader Joe’s, low calorie menus) is boosting this industry boom even faster.

Join the Nutrition Zone Team Contact us today to make your American Dream a reality! We welcome you to take the next step toward Nutrition Zone Franchise ownership. We offer a 50% reduction on our franchise fee for Veterans that have given so much for all of us.

Inquire today to learn more.

Greg Ferrell gferrell@nutritionzonefranchise.com 844-GONZUSA - 844-466-9872 www.nutritionzonefranchise.com

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V eter a ns i n Fr a nch isi ng

Darcella K. Craven, Executive Director, Veterans Business Resource Center

NEXT STEP NETWORKING:

Old Fashioned Power Moves That Work Many people in sales have a saying “The circle of your business relationships can determine the revenue stream for your business.”

In simple terms: Who you know can determine how much your business generates.

If you think about the direct correlation between your target customer base and the price of your products/services this statement makes perfect sense. A business can only charge a price that fits the income level of their customer. And you get to

Franchising USA

your true customer through relationships with people who know where your customer lives, plays and works.

Using this knowledge, let’s look at your current circle of business relationships.

Many business owners do not remove themselves outside of their personal comfort zone to meet the “movers and shakers” in their city or industry. For many business owners, there is an invisible divide that prevents them from networking with major players. Take a moment and ask yourself if you fit in that category.

Have you reached out to the CEO of any major company in your city? Does the Mayor know you or know that your business exists? Are you interacting with people at networking events prior to, during and after the event?

Recently we had the honor of being

awarded the 2015 National Veterans Business Outreach Center of the Year by the U. S. Small Business Administration.

We are thrilled to be considered one of the top places in the nation for transitioning military, Veterans and their families to start and grow a small business. We were not even aware we were in the running.

Our network nominated us without our knowledge. This is because our entire crew has a mission of building strong relationships with vendors, our community and competitors. From this, we have received many new inquiries, clients and potential donors.

Yes, in this article we do make it sound very simple. But the reality is that you must make an effort to continue to place yourself in a position to develop relationships that will help benefit your business. Attending seminars, networking

“Remember you are a small business owner. You are contributing the fabric of America and you are a part of something bigger than just you.” like to meet. Do a bit of research on those people via LinkedIn or the local business journal so you might have a few talking points to engage them. Be prepared to offer your services in the form of an educational event that is no cost to your clients. Every busy has this option. If you are an interior decorate, offer to give a free demonstration on branding an office to the personal style of another small business. If you are a promotional business, offer to give a free class on the proper cost of awards, sustainability and practical uses. Think about the top three things you wish people knew prior to engaging you – and make it a free class, webinar, video or write it in a blog.

events, and conferences that will have the people you need to meet is the first step. Engaging that network with sincere and thought provoking conversations and assistance is the next. Here are a few old fashioned power moves that never go out of style to get you started in tearing down the barriers that might keep you from reaching your customer: First, give yourself a pep talk. Remember you are a small business owner. You are contributing the fabric of America and you are a part of something bigger than just you. It is small business owners like you, who are involved in your communities and hiring people that make the machine run well.

Second, prepare yourself for the meeting.

• Prior to attending the event, see if you can find the list of attendees and identify 4 – 6 people you would

• During the event, listen for comments that might lead you to mentioning the information you know about them. Be sincere, do not make this a forced. Bide your time. When the right moment presents itself, offer to give one of the classes you have already prepared. You can even make it sound as if you just came up with it or as if you have done them forever. You choose what makes sense for you at the time. But this is a great way to engage people after the fact with your business. Giving away free advice that to others has a true value will build strong relationships and help them become your cheerleaders.

• After the event, send a handwritten (no not a LinkedIn request or an email yet).

A handwritten note, saying thank you for the discussion, mention a part of it and ask that person out for coffee or invite them to your store. Remind them of your offer of the class. Remember, you are building a relationship with a person that you believe is your customer or might bring your customer to you.

Third, celebrate the win. It takes courage to step outside of your comfort zone. We rarely have people congratulate us for the simple things. Take a minute to tell

Darcella K. Craven

yourself you did well. No need to selfexamine that will come later. For now, a few “Hooahs” will do just fine.

Remove the invisible barriers that prevent you from developing relationships that can bring vital resources to your business.

Make a determination that you will reach out to community and industry leaders to increase the awareness of your brand.

Decide you will be the authority in your field. This simple power move on your part may help take your business to another level.

Darcella K Craven has over 20 years of experience in corporate, government, non profit and military organizations.

She is currently the Executive Director of the Veterans Business Resource Center, a nonprofit organization dedicated to assisting Honorably Discharged Veterans, National Guard and Reservist and Active Duty personnel and their families with transitioning back into civilian life with starting and expanding businesses.

An Army Veteran, she holds a Masters of Arts in Management from Webster University and is currently pursuing her Doctors of Management focusing on impact of military experience on small business decision making. Darcella has been featured in numerous articles for her transition from the military and the welfare system to an accomplished business woman and is actively involved in many civic organizations. www.vetbiz.com

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A lways B est Ca re

Staff Sergeant Jon R. Brandt, Jr., United States Marine Corps (Retired) Always Best Care business owner, Salinas/Monterey, CA

Always Best Care Dedicated to Our Nation’s Heroes By many measures Always Best Care is one of the most successful franchise businesses in the country, increasing annual franchise revenues from $2 million in 2008 to more than $87 million last year.

But for CEO Michael Newman, it’s his company’s steadfast commitment to our nation’s veterans, both as owners and clients that brings him the greatest sense of pride.

Always Best Care is one of the nation’s leading providers of non-medical inhome care, assisted living services and skilled home health care with more than 200 independently owned and operated franchise territories.

The company offers a multitude of programs specifically targeted for veterans

“Veterans have the leadership skills and getit-done attitude that makes for outstanding franchisees,.”

Franchising USA

Specialist 4th class Bill Mathis, United States Army (Retired) Always Best Care business owner, San Diego CA

and continues to be recognized for doing so. Recently, for the fourth consecutive year, it was named a Top 50 Franchise

for Veterans by the World Franchising Network.

Approximately 12% of Always Best Care

franchises are owned by military veterans and the company provides its Veterans

Assistance Program and Veterans Loan

Program, both of which provide care and help obtaining funds to pay for care.

“Veterans have the leadership skills

and get-it-done attitude that makes for

outstanding franchisees,” said Newman.

Always Best Care also launched a special incentive to award a “free” franchise to

a military veteran in 2014, and awarded

a franchise to retired Major Sean Hoggs of New Jersey, who will be opening this spring.

For information on franchise opportunities at Always Best Care, call toll-free 1-855-430-CARE (2273), or email franchisesales@abc-seniors.com. www.alwaysbestcare.com

Page 47

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V eter a ns i n Fr a nch isi ng

Valpa k

SOLDIERFIT, a military inspired fitness franchise headquartered in Maryland, just announced today the launch of “Mission Fit to Own,” a contest that will award one U.S. military veteran with a grand prize of a waived franchise fee and one year with no royalties due.

“We’re seeking passionate veterans who have always wanted to start their own business, but have never felt they had the guidance or direction to do it,” said Danny Farrar, co-owner and

Franchising USA

Military Fitness Franchise

institutes franchise Giveaway for Veterans CEO of SOLDIERFIT, an eight year U.S. military veteran who served a combat tour in Iraq. “I want to inspire others who have recently made the sometimes tough transition to civilian life. I was once in their shoes and now I want them to be able to walk in mine.”

Franchise applications will be accepted now through July 27, upon which SOLDIERFIT will select 10 semi-finalists to submit a short video, followed by a social voting component to narrow the field down to four finalists. An independent review board will conduct interviews and award the grand prize franchise location to one winner, who will be announced on Veteran’s Day, November 11.

SOLDIERFIT initially launched their franchise program in February along the East Coast, with immediate expansion plans for targeted locations in Connecticut, Delaware, Maryland, Virginia, North Carolina, South Carolina, Georgia and Florida. A national franchise expansion plan will follow, as SOLDIERFIT actively engages veteran prospective franchisees by offering a 50 percent discount for

qualified military veterans. SOLDIERFIT is a member of the International Franchise Association’s VetFran community, a group dedicated to providing business ownership and job opportunities for veterans.

“Everyone involved with SOLDIERFIT is considered family, especially our franchise owners,” said David Posin, co-founder and co-owner of SOLDIERFIT. “We are seeking military veterans to award a franchise opportunity and who share our values and desire to excel in the fitness industry. We pledge to share our expertise with the winner of this contest through our comprehensive franchise training and support system.”

SOLDIERFIT offers a truly innovative franchise model for contest applicants and other prospective franchisees. Unlike other fitness centers, SOLDIERFIT’s top priority is character building. Since SOLDIERFIT’s humble beginnings in 2007, Danny and David have grown SOLDIERFIT to include multiple 10,000plus square foot centers across Maryland.

The fitness program encompasses boot camp classes, kid’s fitness, personal training and functional fitness.

As SOLDIERFIT continues to grow, Farrar and Posin wanted to promote their franchise opportunity and support U.S. veterans through an innovative, new, approach. Contest giveaways are a fresh take on promotion for businesses, and SOLDIERFIT saw the potential in a veteran franchise giveaway.

“As a business owner, I understand that it’s crucial to come up with innovative ideas to promote and expand the business,” said Farrar. “Giveaways like these come in many forms, from social media contests to franchise giveaways.”

SOLDIERFIT has expanded across Maryland with locations in Gaithersburg, Frederick and Columbia. SOLDIERFIT is continuing its expansion through a targeted franchise opportunity, initially sweeping the East Coast.

For more information on SOLDIERFIT, visit www.soldierfit.com. To inquire about franchise availabilities, visit the website and fill out the franchise application or contact the SOLDIERFIT franchise team at (240) 479-4348 or franchise@soldierfit.com.

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O ur Tow n A mer ica

Our Town America

aims to connect businesses and newly arrived families For families who have just moved into a new community, finding all new services like salons, pizza joints, doctors, dentists and even hairstylists can be daunting.

“Our organization essentially connects those new families with those businesses who need them,” president Michael Plummer Jr. said during a recent interview from the company’s headquarters in Pinellas Park, just outside Tampa, FL.

That’s where Our Town America steps in, connecting those new arrivals with the businesses that want to extend a warm welcome and gain new customers.

While the company has been around for a number of decades, it actually only started franchising in 2005. Prior to franchising, it issued licenses to people to use the

The company has been in operation since 1972 and is family owned, with Plummer having taken over the operations of the company from his father, who started it.

Late Franchising Bloomer

brand. These were generally people that Plummer’s father knew throughout the decades and all those licensees are now franchisees.

“Franchising proved to be practical for Our Town America in 2003 when the company went through a major technological upgrade, switching to variable printing,” Plummer said. After that, they started the process of becoming a franchise business in 2004 and by 2005 were legally able to start franchising.

Now, the company boasts 55 franchisees positioned all over the country, but focused mainly in the Mid-West and on the East Coast.

On the Move “Our Town America has locations available across the country,” Plummer said. “This is one franchise that can be successful in smaller markets as its success is largely dependent on the number of movers.”

Considering that 17 - 20% of Americans relocate each year, there will always be a lot of potential new customers for businesses to reach out to in their area.

“What we really want is a relationship maker, a networker, a community builder, someone who is able to connect with people.”

Franchising USA

“Considering that 17 - 20% of Americans relocate each year, there is always a lot of potential new customers for businesses to reach out to in their area.”

In addition to targeting newly arrived

families, Our Town America also provides their clients the option of targeting by various demographics.

For example, Plummer said that a rentto-own business could use Our Town

America to specifically target new arrivals within a five mile radius who have an

income level of over $50,000 and who

are between the ages of 20-40. Any new arrivals that fit that profile would be

targeted, while those who did not would not be targeted.

Support and Training “Sales people should be out there selling,” Plummer said. “Which is why Our Town America wants to make things as simple For families who are new to a community, it’s a great welcoming gift. Even if people are only moving to the next town, they still have to find all new services in that new town. And Our Town America helps those businesses connect with new potential customers.

“We’re the personal invitation for the businesses to stand out from the crowd,” Plummer said.

So, a salon could put a gift certificate in the Our Town America package for a free haircut. The new family is then personally welcomed to their new neighborhood by the salon with the free haircut and likely to become a loyal customer.

Looking for Relationship Builders Because the company is all about facilitating relationships —between recently relocated families and businesses,

as well as between those businesses and Our Town America — Plummer is looking for franchisees who are not only sales oriented, but who really understand the importance of these relationships.

“What we really want is a relationship maker, a networker, a community builder, someone who is able to connect with people,” he said.

Some of his most successful franchisees have a background in retail, marketing or sales. “Those who connect and communicate well with others do great with our franchise model.”

Getting Specific Over the years, Plummer has found that the newly arrived families are more apt to open the welcome packages as it’s not perceived as everyday advertising - but as housewarming gifts.

as possible for new franchisees.” The

company offers assistance in the way of production, creating graphics, creating

invoices and even setting up appointments with business owners. Ideally, Plummer wants them to primarily concentrate on connecting with local businesses.

Veteran-Owned In addition to being family-owned, Our

Town America is also veteran-owned, as Plummer was a combat medic with the United States Army from 1997 - 2001.

For any honorably discharged veterans, he gives a $10,000 discount on the franchising fee.

For anyone looking to invest in a homebased franchise business offering

flexibility and a steady income, Our Town America offers just the thing. www.ourtownamerica.com

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George G. Eldridge, Manager, VetFran Program

Reaching Before Tr Much has been written about veterans transitioning from the military to the private sector over the last several years.

Several sources state that several hundred thousand members will be leaving the ranks of the military as a result of the drawdown from Iraq and Afghanistan, in addition to the thousands of expected separations due to the end of an enlistment or contract.

The military members that retire often project when they will retire and have a fair amount of lead time before their separation from the military. These members will also have the benefit of a military pension to help ease them into

“There are many sources and programs that military members are bombarded with before they separate from the military. My situation was no different.�

Franchising USA

g the Veteran Transition transitioning from the military to the private sector. Current statistics state that only 17% of military members will stay long enough to earn a full pension from the military. That means that 83% of military members will transition from the military at some point in their life.

States for an interview or for job hunting.

The aforementioned challenges, along with many others, make it obvious why it is so important to reach out to the actively serving military members regarding possible job or ownership opportunities within franchising sooner rather than later.

I separated from active duty in the Air Force in 2010. There are many sources and programs that military members are bombarded with before they separate from the military. My situation was no different. I had several months to begin searching for a new career, but the amount of resources was intimidating. Knowing where to start in the hunt for my next job was difficult. My challenge was further compounded by the fact that I was stationed overseas as I was transitioning out of the military. This specific scenario helps demonstrate that there are multiple aspects of life pulling at the member as they begin to transition. There are family and current job requirements that cannot be ignored while the member is attempting to look for a new job and, in most cases, a new place to call home. This challenge is exacerbated if the member lives overseas and cannot afford the travel or the time off from the job to be able to visit the United

VetFran is aiming to help provide military members’ information on employment and ownership opportunities in franchising.

Some of these opportunities may be in the short-term while others may be several years down the road as a longterm possibility. VetFran is working in cooperation with several organizations to help provide information on small business ventures such as franchising. VetFran is teaming up with the U.S. Chamber of Commerce in order to be able to attend several of the Chamber’s Hiring Our Heroes events at military bases and the surrounding communities. This is an excellent opportunity for current military members to learn about the prospect of franchising while still serving in the military. VetFran also takes an active role in the Boots to Business program that the Small Business Administration (SBA) offers throughout the country. This twoday program introduces military members

George Eldridge

to aspects of small business and contains specific details about the franchise industry. Lastly, VetFran is beginning to also work with military family resource centers to provide literature and other materials so that military members can research on their own. This effort will also involve working to become more involved with the mandatory transition classes that all services provide to separating personnel.

I separated from active duty only five years ago and many of the transition programs have improved and continue to improve. At that time, there was little information aimed at separating military members regarding franchising.

Rightfully so, the military can be hesitant to allow the promotion of other career opportunities as the military has a vested interest in keeping such highly qualified men and women. However, since 83% of those members will not retire from the military, the earlier a military member can learn about opportunities outside of the uniform, the more likely they will have a smoother transition into the private sector.

For more information please visit: www.VetFran.com or email GEldridge@franchise.org.

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Fastsig ns

Fastsigns

Dedicated to recruiting Veteran Franchise Owners FASTSIGNS® understands and appreciates the valuable contribution of America’s veterans and is dedicated to recruiting them as franchise owners.

The worldwide franchisor of more than 575 sign, graphic and visual communications centers in 9 countries,

FASTSIGNS International Inc., has an award-winning, nationally recognized veteran program that is adding more and more veterans each year.

Veterans possess a number of valuable skills and a wealth of experience essential to a franchise system and currently make up 12% of the total number of FASTSIGNS franchisees. They understand the importance of following and executing a plan and using a systematic approach to achieving their goals.

“FASTSIGNS is committed to providing

“FASTSIGNS is committed to offering aggressive financial support and resources that will help them every step of the way.”

veterans with the best franchise ownership opportunity available. In addition to offering financial support, we’re there to help them with initial and ongoing training, site selection and marketing,” says Catherine Monson, CEO of FASTSIGNS. As part of the commitment to veterans, FASTSIGNS is also a proud participant of the VetFran program (Veterans Transition Franchise Initiative) which is a program launched through the International Franchise Association. It assists veterans returning from deployment to access franchise opportunities through training, financial assistance and industry support.

Monson continues, “We truly appreciate the sacrifices that our servicemen and women have made for our country. We want to make sure our veterans have every opportunity when it comes to securing a career in franchising.”

“Vets are disciplined, driven, self-motivated and possess leadership skills that make them ideal franchisees,” explains Mark Jameson, Executive Vice President of Franchise Support and Development. “They have typically had some degree of responsibility in the military and have acquired numerous skills during their military service which makes them well-suited to our franchise system.”

FASTSIGNS is committed to offering aggressive financial support and resources that will help veterans every step of the way. In fact, with a new agreement with Benetrends and an existing partnership with Franchise America Finance™,

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FASTSIGNS now has $21 million in SBA funding available for approved franchisees, including those who purchase existing FASTSIGNS centers.

“Robust franchise growth will continue into 2015, with plans calling for an estimated 50 new FASTSIGNS centers to open by year’s end in North America and expansion into five new countries,” says Jameson.

Veterans that join the FASTSIGNS® network can take advantage of specific incentives including a reduced franchise fee of $18,750, a savings of 50%, in addition to reduced royalties and advertising fees for the first year. The average total investment range for a new center is between $164,753 - $299,874 and the liquid capital requirement is $80,000.

Additionally, new franchisees are provided with a comprehensive training program which consists of four weeks of initial training (one week at a local FASTSIGNS center, two weeks at the Dallas headquarters and one week of onsite training in their new center). Pre-opening marketing and grand opening support is provided to drive customers immediately to the new location.

Franchisees can expect ongoing support with dedicated business consultants available to assist with business and finance training, sales and marketing, production and staff management advice.

In addition, a unique franchisee mentor program is in place to guide and assist new business owners. Continuous support is also available through 24 - hour web-based learning systems for the ever-changing business environment.

“As a franchisor, there is no greater gratification than seeing our franchisees happy, satisfied and receiving the support they need from the corporate team.”

Monson says, “Our ultimate goal is to help franchisees thrive in their businesses and achieve their personal dreams, and when that happens, everyone is happy.”

Currently, more than 12 percent of the company’s U.S. network is comprised of military veterans, including Eric Schnitzer, who opened his FASTSIGNS location in Brandon, Fla. in August 2013.

“Pre-opening marketing and grand opening support is provided to drive customers immediately to the new location.”

“Upon retiring from the Air Force, I decided to start a business and be my own boss. In my time in the military, I learned leadership and management skills, how to put a team together and set objectives to ensure everyone works towards a common goal,” said Schnitzer. “FASTSIGNS offers a great deal of ongoing training, guidance, and support and is providing me with the opportunity to strive in the areas I know best and I couldn’t ask for more.”

Doug Graham is one example of a military veteran and franchisee that appreciates the support that FASTSIGNS offers. Graham served in the Colorado Air National Guard and also opened his FASTSIGNS center in 2013.

“After retiring from the Air Force, I quickly realized the skill sets that I had developed over the last 12 years were very specialized, and they weren’t what a lot of companies were looking for. I began looking into franchising and found that FASTSIGNS fit perfectly into what my idea of a company should be,” said Graham. “Much like the military in the support and family type atmosphere and attitudes, I found that the “we’re in this together” feeling that is portrayed

throughout the organization appealed to my sense of purpose. FASTSIGNS provided plenty of backup help and training and they remained in contact with me throughout the whole process. It was a pleasure working with them getting things up and running for my business.”

As businesses are looking for more innovative solutions to compete in the marketplace, signage has never been more important. Advertisers are expanding into new media such as digital signage and mobile websites and FASTSIGNS is positioned to meet the demands of the ever-changing business environment with products and services that expand beyond the traditional printing of the past. As a leader in the visual communications industry, potential franchisees are guaranteed to be part of a growing and successful industry and veterans are an integral part of FASTSIGNS plans for future expansion.

For more information contact Mark Jameson at: Phone: 214-346-5679 Email: mark.jameson@fastsigns.com Web: www.fastsigns.com

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Jim Mingey, Founder & Managing Director, VBS’

VBS awarded Certification by the Center for Veterans Enterprise

New SDVOSB Franchise Concepts will now proceed Veterans Business Services (VBS)

over the last two years has deployed many strategies to support Veterans in small business and franchising

including mentoring, business guidance,

Franchising USA

identifying and promoting Veteran incentives, and providing entrepreneurial training to - Veterans. Now VBS, as a Service Disabled Veteran Owned Small Business (SDVOSB), can offer training and franchise feasibility services as an SDVOSB for Veterans developing franchise concepts under VA SelfEmployment Plans (SEP). A SEP allows for the development of a small business or franchise under the VA Vocational Rehabilitation and Employment (VRE) program. The Center for Veterans Enterprise at the Veterans Administration is responsible to certify all SDVOSB The CVE certification icon below provides VBS a new tool for helping Veterans develop franchise opportunities.

they ask for business support. VBS guides Veterans through the VA Vocational Rehabilitation Self-Employment track process and directs Veterans to the right resources to find capital to start a small business or franchise. In the end though the VRE is like a bank and even an SDVOSB has to prove to them that it has “skin in the game” and that their SEP is feasible.

Despite the many barriers Veterans face in starting a franchise or small business, VBS supports them with a strong personal effort and never leaves a Veteran behind when

VBS’ Founder and Managing Director, Jim Mingey, is a decorated Vietnam veteran raised from a proud military background. An entrepreneur for more

VBS will count its success stories one Veteran at a time. Whether it is getting a Veteran funded, helping them create a franchise system, or helping a Veteran find the right entrepreneurial training, VBS tries to empower Veterans to make the right choices for the right reasons

“Despite the many barriers Veterans face in starting a franchise or small business, VBS supports them with a strong personal effort and never leaves a Veteran behind.”

A CASE POIN T

than 35 years, Jim can relate on a personal level to the needs of the veteran small businessperson, and possesses the practical knowledge to implement his experience in today’s market.

Jim participated in the EBV Program at Purdue University, is a mentor at American Corporate Partners, developed the first approved franchise training program for the Vocational Rehabilitation and Employment (VR&E) Program at Veterans Administration, and was instrumental in forming the first equity fund in the United States exclusively for veteran owned small businesses and franchises: The Veterans Opportunity Fund. Jim intends to keep on ‘advocating’ for veterans in franchising.

James F. Mingey Managing Member www.VeteransBusinessServices.us

A good example is Donnie Jordon, U.S. Army combat Veteran, who needed VBS crowdfunding support to prove to VRE that he was capable of raising capital.

Donnie’s company, Sphere Force Innovation, Inc., will offer a franchise for renewable energy solutions. Donnie needed additional capital to achieve short term goals and then work toward his franchise beta implementation and the filing of his Federal Disclosure Document (FDD). VBS started a

marketing campaign to support his business model that now allows him to continue with his SEP. What VBS immediately found out was that a small crowdfunding campaign is a perfect platform for supporting Veterans going through the VRE Program. Within a few short weeks VBS was able to send out marketing email blasts to our network which in turn helped him fully fund his Loan. Donnie received support on an international level from a crowdfunding loan and can now go on to step two by using the VBS Franchise Accelerator Training ( developed by VBS at VRE) to perfect his own SDVOSB franchise concept. And with the VBS CVE Certification in place and the power of the VBS network, Donnie and others will also use their VRE SEP programs to accelerate the success of their SDVOSB franchise systems and compete in the Federal marketplace.

Congratulations to Donnie Jordon and his Sphere Force Innovation, Inc. on meeting his crowdfunding goals and being one of four VBS SDVOSB franchise concepts selected for this year’s VBS Franchise Pilot. Other franchise concepts being developed with VRE SEPs will be focused on small manufacturing and repair systems; services for Veterans/Veteran Families who deal with Traumatic Brain Injuries (TBI) and Post Traumatic Stress Syndrome; and a local farming and healthy food restaurant concept. All of these new concepts are being developed by combat veterans of the Iraq and Afghanistan Wars.

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B et ter Deal Pr inting

Better Deal Printing

offers better opportunity for franchisees Franchising USA

Better Deal Printing, a disabled veteran owned and operated company has already undergone some drastic changes in its tenure and it’s currently going through more.

Started in 2001 under the name Better Deal Advertising, owner Lawrence Curell changed the name to Better Deal Printing in 2009 to better showcase what the company does. He has added wide format, apparel, signage, brand management and sourcing divisions to the company over the past three years to expand the offering of products and service to the corporate and franchise communities that they serve.

In March 2014, Curell decided to franchise the company to continue growth and offer opportunities to others that want to own their own low cost franchise in the printing industry.

Headquartered in Prescott, AZ, Better Deal Printing is authorized to sell franchises in 36 states with California pending approval. The company officially launched its franchisee drive April 1 of 2015 and has received excellent responses to date.

Ideal Candidates Curell said he’s looking for highly motivated, results-driven people who are accepting and tolerant of risk. Experience in the printing industry or sales experience would be beneficial, but not necessary, as the company offers a comprehensive 6 day training program at the corporate headquarters with ongoing franchisee

“With a strong foothold in the franchise community and with corporate clients in the U.S., the potential for sustained growth and opportunities for franchisees is excellent.” support to help them succeed.

Aside from people who have that specific experience, he will be targeting veterans and disabled veterans. A disabled veteran himself, Curell said the franchise is easy to run from home, which makes it ideal for disabled veterans (although franchisees can opt to open a storefront location).

The former Army paratrooper said he has strong incentives for veterans to join the Better Deal Printing franchise system and has made the incentives available through the VetFran program.

Eventually, Curell wants to expand internationally, expecting that to happen within the next five years. There is already interest from Canada and Dubai, the company owner said.

The company is already serving overseas companies with clients in 16 countries on four continents and all 50 U.S. States.

With a strong foothold in the franchise community and with corporate clients in the U.S., the potential for sustained growth and opportunities for franchisees is excellent.

One of the reasons printing, promotional products and branded apparel is such a lucrative franchising opportunity is because virtually all businesses use some form of it, Curell noted. “Look around your home and you can find numerous items that are purchased by companies.

Pens, business cards, shirts, vehicle wraps, signs, promotional items, we are a one stop shop for our clients and we make it easy to do business with us. This is an opportunity to continue the proud work that Veterans did while serving in the military, allowing them to thrive in their own Better Deal Printing franchise” stated Curell.

“Every business in the world uses our product and/or services,” he said, adding that it’s a $980 billion worldwide industry annually.

Making it even more lucrative in the United States is that there are laws in place that will benefit a veteran-owned company.

Currently, there are laws in 27 states that give veterans a preference for government purchases. The federal government also has such laws in place, requiring three percent of all federal government money

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B et ter Deal Pr inting

to be spent with veteran-owned businesses.

Several hundred corporate clients have also followed the government’s lead, instituting supplier diversity goals for spending, which veterans and disabled veterans are inclusive of.

This is part of the reason he’s targeting veterans and disabled veterans, because Better Deal Printing is currently federally certified and registered as a veteran-owned business. Better Deal Printing is the only company in the U.S. that is offering this opportunity and that is federally certified, something he believes big corporate customers will also be interested in from franchisees.

The Better Deal Difference Aside from being federally certified, something else that makes Better Deal Printing different from its competition is that it does its own in-house production work, whereas other print providers outsource the production work to others.

Owning its production facilities and equipment means Better Deal Printing can produce the franchisee’s product the same or next day when others can’t. Franchisees and clients can also get a better product for a better price because they deal directly with the manufacturer. This means his franchisees will have higher margins and

Franchising USA

“Also good for franchisees is that Better Deal Printing charges a lower franchise fee and collects a lower royalty than the competition.” make more money than their competitors.

Also good for franchisees is that Better Deal Printing charges a lower franchise fee and collects a lower royalty than the competition. And, owning all of their production equipment means Better Deal Printing can control the consistency, quality and speed of the products going out to franchisees and their clients. “We excel where others are unable to because we have the manufacturing under our own roof,” stated Curell.

Training and Support Franchisees will have six days of training in Arizona with staff that currently sell and produce the products. Franchisees will learn all of the basics of printing, promotional products and apparel programs so they know the entire process of printing and selling their service, including making cold calls, lead generation, marketing plan execution, billing and all of the facets of the business that they need to be successful.

After three to four months of franchisees selling in their own area, either Curell or one of his staff will visit the franchisee’s area for another week of training, lead

generation and to answer any questions that the franchisee may have. “I want to ensure that our franchisees have the support they need and are able to succeed in their market. If It takes additional training and support from the corporate office, we are there to help. We treat our franchisees like our customers – with respect, integrity and we offer them solutions to help them succeed. This is part of what differentiates us from our competition,” stated Curell.

The franchisees will also benefit from their own website where customers can order online, ongoing lead generation and special pricing from the company owned production facilities to help them grow their Better Deal Printing franchise business.

With its dedication to customers and its solid franchising plan in place, the next big change for Better Deal Printing looks to be the transformation into a successful franchise business.

For more information on Better Deal Printing franchise opportunities, please contact Larry Curell at 928-445-8363 or info@bdpfranchising.com.

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Ja ni-K ing

Couple credits leadership skills learned in military with

creating successful franchise From leaders in the military to leaders in their own business, Richard and Cindy Allen have taken what they’ve learned from their military service and applied it to their franchise.

The couple purchased their Jani-King franchise in December 2012 and have been growing ever since. They chose Jani-King, Richard said, because they were contacted by a few different franchising brokers when they started doing their initial research and the janitorial company just seemed like it had the most promise.

“Jani-King seemed to fit pretty well because of their local structure with a regional office and the fact that you

we’re offered cleaning contracts based on your investment level. None of the other franchises that we looked at offered that,” Richard said during a recent interview from the couple’s franchise office in their home in north New Jersey.

Richard, who served in the military from 1980-86 and left as an infantry Captain, worked in sales in the building materials industry for over 20 years after his military career ended. Cindy, who served in the military from 1979-86 and left as a Captain in the Branch Medical Service Corps., worked in hospital administration in her post-military life.

The turning point for them wanting to purchase their own franchise came when Richard’s company was purchased by larger one and he was let go in the ensuing merger. He found himself without a job but with a decent severance package. However, he had signed a two-year non-compete agreement so he couldn’t go back into the

industry he knew. This necessitated a fresh start and Cindy decided to join him in their new venture.

Becoming Franchisees After they signed their franchising agreement, Cindy said, they went through a full week of training at the JaniKing regional office. Then, after they secured their first couple of accounts, the operations people with the franchise worked with them as they started their first contract and helped them through the process of getting set up. The franchise representatives stayed with them for about two or three weeks as everything got up and running.

Plus, any time they’ve started a new type of building that requires specialty cleaning — such as healthcare facilities — they’ve received specialized training for that. To teach franchisees how to clean hospitals and healthcare centers, Jani-King sends up a dedicated team of instructors from Dallas who train franchisees how to clean these specialty buildings. They’ll teach franchisees how to operate and bill for a hotel and do pretty much everything for any new type of building, she added.

As for ongoing support and training, JaniKing has Introduced the couple to all the industry experts they’re associated with, such as janitorial product and equipment supply companies. There is an ongoing training element as they meet all these industry players and learn about their role in the janitorial industry.

The franchise also provides marketing support, advertising, billing, collections and business insurance. The business insurance is especially helpful, Cindy

Franchising USA

“The franchise also provides marketing support, advertising, billing, collections and business insurance.” said, because Jani-King offers a business protection plan based on the amount of sales they have rather than being one flat rate.

Balancing Act While the franchise has been active for a while now, the couple is still getting used to the demands of being their own bosses.

As with most new franchises, the work life balance has tipped a little more toward work.

“When you own your own business, you own your own business 24 hours a day, seven days a week,” Cindy said. “So, you really can’t just not answer the phone. If somebody doesn’t show up, or an employee has an issue with one of your sites, you need to be available for that, but we knew that going in.”

Rather than Richard traveling two or three nights per week though, he does get to come home every night. Sometimes it’s late, she noted, but he always gets to come home, which is good.

Sound Advice For someone interested in joining the JaniKing franchise system, the couple said, they would tell them to know that it’s a lot different than working for a large company where there are teams of people to take care of IT, human resources, sales and operations. Fortunately with Jani-King, there is a local, regional office support team that assists with many of those tasks.

The couple admits that there have been growing pains while adjusting to franchise ownership. For example, they’ve taken on some accounts that they shouldn’t have because they were a little too eager to get as many accounts as they could. However, if a client is located three hours away and you’re only making $200 per month from that client, it may not be worth it.

“You just have to be selective in the

“You never lose those leaderships skills that you learn in the military.” accounts you take to make sure you leverage your resources appropriately,” Cindy advised.

The couple currently has 35 employees and serve 30 clients.

Leadership Both Richard and Cindy credit their military service with giving them leadership skills that have helped them deal with their 30 employees. When you own a franchise, you have to be a sound

leader, as well as an educator and a motivator and you need to be able to keep your team focused on the end goal and the military gave them those abilities.

“You never lose those leaderships skills that you learn in the military,” Cindy said.

For the couple, the transition from being employees in large companies to business owners has been challenging at times, but ultimately fulfilling. www.janiking.com/franchise

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J Dog Ju nk Removal

7 Reasons Why JDo Join the Movement that puts the “military way” to work for you Are you currently deployed in the American Armed Forces, a veteran or a family member?

Have you tried to do the “corporate thing” and found it wasn’t a fit? Do you want to be part of a movement that’s founded on military ideals? If so, JDog Junk Removal & Hauling wants YOU because:

franchisees, because they apply this same discipline to everything they do.”

2. Your military skills and discipline give you a competitive advantage Veterans are hard working, decisive, experienced leaders who excel at mission accomplishment. And, once their service to their country has been completed, Veterans are more likely than their civilian counterparts to become self-

employed. Their skill set and experience make Veterans successful entrepreneurs, especially as franchisees operating under an established umbrella organization.

3. The junk removal and hauling business is rapidly growing, underserved and highly profitable We need people like you to join us in tapping into this rapidly growing, underserved, highly profitable market,

1. You’re a member of the extended military family Founded by Army Veteran Jerry Flanagan, JDog’s brand revolves around the American public’s support of current and former military service members and the belief that those who serve know how to get the tough jobs done. “The first thing they teach you in the service is punctuality, respect and work ethic,” Flanagan said.

“Those skills were emphasized in my military training and they still guide me.

I think that people who served make great

Franchising USA

In 2013, JDog Founder Jerry Flanagan began franchising his successful business model

og Wants YOU “We’re also proud to offer advice and mentoring from our JDog ‘Joint Chiefs,’ an experienced board of advisors that includes successful entrepreneurs and decorated military officers.” only a fraction of which is being serviced.

Americans have a lot of stuff—excess stuff that’s piling up and creating anxiety for folks who just don’t know where to begin. So, while junk removal may not be glamorous, it’s needed and profitable.

JDog franchisees help people de-clutter their lives and breathe easier. Plus, our customers feel good about where all that junk is going—it’s recycled, repurposed or donated to schools, hospitals or charities like Goodwill or Habitat for Humanity. JDog works with the U.S.

Department of Veterans Affairs to support the rehabilitation of veterans through its Compensated Work Therapy program.

JDog also plans to donate 10% of annual corporate net income to veteran charities designated by their franchisees.

4. The American public wants to support veteran causes When given a choice, Americans will always choose to support a veteran/ military-owned business. By offering

JDog ‘Joint Chiefs’ include decorated military officers

franchises exclusively to members of the military family, JDog is hoping to help put a dent into the unemployment rate among vets. In fact, JDog is the only company attempting to build a national veteran brand. We need talented, committed franchise operators to roll up their sleeves and help us achieve success together.

5. You value your freedom The JDog Movement is a powerful new mission that provides freedom from the uncertainty of what comes next. Freedom to build a business and choose a team.

Freedom to call the shots while enjoying the support of a national brand. As one Army Reservist who is now a JDog franchise owner in Tennessee sees it: “Being a business owner gives me more control over my time and, as a result, a better quality of life.”

6. You want to prosper—on your own, but with support JDog franchisees operate distinctive camo vehicles and wear fatigues-style uniforms

JDog makes it easy to succeed. We offer a detailed Operations Plan to help get franchisees up and running quickly

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J Dog Ju nk Removal

How do I learn more?

JDog has one of the lowest franchising rates around: $25,000. To learn more about the advantages of joining the

JDog Movement, please visit www. jdogjunkremoval.com.

What if I refer someone?

If you refer a qualified candidate who buys a JDog franchise, we will reward you with a $2,500 referral fee.

About JDog Junk Removal & Hauling JDog Junk Removal & Hauling is a

national company that sells franchises exclusively to military veterans and JDog franchisees connect at training in Philadelphia

and profitably. We offer new franchise owners one week of intensive training at our headquarters in Philadelphia, PA and a follow up week of training at the franchisee’s location. Qualified franchisees can also tap into federal, state and local programs, benefits and resources that assist Veterans along the way. We’re also proud to offer advice and mentoring from our JDog “Joint Chiefs,” an experienced board of advisors that includes successful entrepreneurs and decorated military officers like retired Marine Major General Douglas O’Dell, and retired Captain Larry Liss, one of the most highly decorated helicopter pilots of the Vietnam War. According to O’Dell, “Since the most recent war, there has been no improvement from the government in helping veterans find meaningful careers as they exit the service…the private sector needs to take on this responsibility, which is why growing companies like JDog is so

important.” Liss adds: “Many veterans do not realize how the skills they’ve acquired in the service allow them to be competitive in the civilian workforce. The superb decision-making and organizational skills position them to be successful business owners if they are given the proper tools and direction.”

7. You want to connect We’re looking for people who value that sense of connection they had while serving and who want to be part of a bigger mission. JDog Junk Removal offers its business owners a sense of community that can’t be found in other franchises.

Many franchise operators employ other veterans, helping other military family members transition to civilian life. And, unlike other franchises, JDog franchisees don’t compete with each another, but support fellow franchise owners. In fact, as more veterans join the JDog Movement, all benefit from the company’s growth.

“The first thing they teach you in the service is punctuality, respect and work ethic, those skills were emphasized in my military training and they still guide me.”

Franchising USA

veteran family members – people who

understand the notion of service to our

country, hard work, and dedication. The company is committed to offering its

proven operating model to veterans and

military family members, enabling them

to realize the American dream of business ownership. JDog currently has locations

in Pennsylvania, Texas, Florida, Louisiana, South Carolina and Tennessee, and is

actively looking for qualified franchisees to join the JDog movement nationwide.

For more information on JDog Junk Removal & Hauling, please visit www.jdogjunkremoval.com.

Page 67

“North America’s Premier Brokerage Firm” “I truly, truly enjoy making the dreams of others come true. Whether you’re looking for that perfect business or franchise to buy, or selling the business that you’ve built over the years of loving care, we can guide you through the process.”

CURT MAIER – YOUR SUPERBROKERTM Buy/Sell a Business or Franchise 425.679.6627 office | 425.505.3649 cell c.maier@murphybusiness.com | www.YourFranchiseAdvisor.com/home/ourfranchise-advisors/curt-maier/

Our Motto: LEAVE

NOTHING TO CHANCE!™ LNTC

MURPHY BUSINESS NORTHWEST GIVES YOU THE BEST OF TWO WORLDS: OUR OFFICE IS A SMALL, LOCAL BUSINESS CLOSELY CONNECTED TO THE COMMUNITY HERE IN PUGET SOUND, SPECIALIZING IN PERSONAL SERVICE TO OUR CLIENTS; YET, WE ARE AFFILIATED WITH THE LARGEST AND MOST SUCCESSFUL BUSINESS BROKERAGE WITH OFFICES THROUGHOUT NORTH AMERICA. OUR EXPERIENCED PROFESSIONALS OFFER AN UNSURPASSED RANGE OF BROKERAGE SERVICES:

Our professional business brokers all have past experience as business owners and senior managers. We apply that business sense to help match buyers to an appropriate business or franchise opportunity.

s When selling a business or buying a business or franchise, our affiliations with National and International Business Brokers and Merger & Acquisition associations assure sellers the best exposure and buyers the broadest marketplace s Business Valuation Services performed by qualified professionals s Experienced CMEA appraisal professionals perform machinery and equipment appraisals s Skilled intermediaries provide assistance in Mergers & Acquisitions s We uncover the best franchise opportunities for buyers and are members of the IFPG and FBA s We work with franchisors and franchisees on franchise resales A strong presence in the community provides insight into the local market. Murphy Business Northwest deals with local companies and business professionals every day, which helps us gain their respect, and ultimately helps us uncover those gems in the “hidden market” you won’t find on the internet, whether it’s businesses or franchises for sale.

Beyond the local market in the greater Puget Sound region, Murphy Business is a national firm with over 165 offices and 275 brokers.

Curt Maier and Ajay Kumar, Area Developer in Seattle of SUPERCUTS

www.seattlebusinessbroker-curtmaier-murphy.com

Franchising USA

ex per t advice

Jason Power, Senior Attorney, Shelton & Power

tips

FOR BUYING A FRANCHISE RESALE “You should always ask why the franchisee is selling. Many times the owner wants out of the business due to retirement or personal reasons, but find out why.”

Purchasing an existing franchised business can be a great way to buy an existing

income stream without having the initial headache and costs of build-out and

training staff. When buying an existing

franchised business, you should consider several factors. Below are just a few to consider:

1

Read the Franchise Agreement/ Franchise Disclosure Document Jason Power

Many entrepreneurs new to franchising look to buy a new outlet; however, what they do not realize is there is another way to become a franchise owner.

Franchising USA

You will be as obligated to your

franchise agreement as the previous

owner was to theirs. Whether you are buying a new franchise or an existing

franchise, you will be required to sign a franchise agreement. You should

take the time to read and understand

your rights, duties, and obligations as

a franchise owner because your life as a franchise owner will be controlled

by these terms for the next 10 or more years.

2

Make sure the franchisor approves of the transfer

Every franchise agreement states that the franchisor has the sole authority to approve of the transfer and of you as the buyer. If the franchisor does not approve of the transfer or you as the new owner then the entire transaction could be cancelled. If the sale is cancelled by the franchisor, you could be left in a much worse position than when you started.

3

Have a valuation of the business performed

You wouldn’t purchase a house without knowing its value, so why would you purchase a business without knowing its value? When you purchase any business, you should make sure to know and understand the actual value of the business. This many times is different than the asking price and can give you some room for negotiations. Value can include a variety of things such as the business goodwill, the current

inventory, equipment, etc. The best way to determine the value of a business is for either you or the seller to hire a company that focuses on business valuation services. Alternatively, the seller may utilize their accountant to help determine the value. It is up to you whether you trust the value enough to move forward.

4

Determine why the existing owner is selling

You do not want to buy a business on its way down the drain or one where its location is about to be terrible due to changes in traffic patterns.

Additionally, you need to know the status of the industry to make sure that it is a sustainable industry. You should always ask why the franchisee is selling.

Many times the owner wants out of the business due to retirement or personal reasons, but find out why.

5

Obtain and review financial statements

Purchasing a business that is not profitable is not a smart move. Request at least the last 3 years financial statements from the seller and review them with your accountant to determine profitability and to look for trends. You should also ask the franchisor to provide you with financial information about the seller’s business to make sure both sides’ information matches up.

6

Talk to other franchisees and the franchisor about the seller Learn about the seller and the reputation he/she has and the reputation that the actual business has in the system. If you are buying into a business with a bad reputation then you could have an uphill battle fixing it with your fellow franchisees and the franchisor.

7

Pay the transfer fee

Most franchisors require that a transfer fee be paid to them to cover their costs in evaluating the transfer

“If the business you are purchasing has staff or a management team, determine early on if they will stay with the business or if they plan to leave with the seller.” and you, as the buyer. Either you or the seller must make sure this fee is paid.

This transfer fee can be a flat rate or a percentage of the franchise fee. Before you finalize your purchase agreement, make sure this transfer fee is accounted for.

8

Analyze the franchisor

Once you purchase the franchise, you will become a franchisee and subject to the rules and responsibilities imposed by the franchisor. Just like you would do if you were buying a new franchise, you should conduct your own investigation of the franchisor to determine whether they have the systems and procedures in place to support the system as a whole.

There are franchisors that do not have the infrastructure, systems, procedures or vendors in place to support the system which hurts the franchisees.

9

Will the staff stay

A business without staff is useless.

If the business you are purchasing has staff or a management team, determine early on if they will stay with the business or if they plan to leave with the seller. Also, if the franchise was run by the seller with little or no staff, such as a small home based business, you should request that the seller agree to be a consultant with you for a set period of time to introduce you to customers, referral sources, vendors, etc.

10

Have a franchise attorney review the agreements

Purchasing a franchise, even an existing one, involves various areas of law that many attorneys not familiar with franchise law may miss or may deem absurd. Have a franchise attorney review all the franchise agreements and purchase agreements before you sign.

These are just a few of the tips that go along with buying an existing franchise.

Purchasing an existing franchise has many different aspects that need to be addressed.

Before you sign the new franchise agreement and the purchase agreement, you should talk with an advisor, like a franchise attorney, to determine if there are any other aspects of the sale that need to be addressed.

Jason Power has been helping entrepreneurs review and negotiate franchise purchases since 2009. Jason is a regular speaker at the International Franchise Expo, West Coast Franchise Expo, Franchise Expo South and various other franchise expos where he gives tips on how to analyze and negotiate a franchise purchase. Jason is a senior attorney with Shelton & Power franchise law firm.

For more information: Website: www.SheltonPower.com.

Email: Jason@SheltonPower.com Phone: 866-993-7262

“If you are buying into a business with a bad reputation then you could have an uphill battle fixing it with your fellow franchisees and the franchisor.”

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spot l ig ht o n serv ice

M u r phy B usiness N or th West, Inc.

Spotlight On A Murphy Superbrok

The Best of Both W “Curt has made it a priority to reach out to transitioning Veterans from all services to present small business ownership options for their consideration.” all services to present small business ownership options for their consideration.

So what are these business and franchise brokerage services Curt provides? Here is a description of them: Curt Maier, Murphy Business Northwest

As a “SuperBroker™”, Curt Maier offers his clients a wide range of services primarily focused around business brokerage and franchise sales.

As the owner of Murphy Business Northwest, Inc., Curt himself is a franchisee of the nation’s largest and most successful firms in the industry. Curt brings the best of two worlds to his clients as his office is a small, local business closely connected to the Puget Sound business community. Yet he is part of a team founded in 1994: Murphy Business & Financial Corporation LLC, with over 165 offices and 275 brokers located across North America. This team of experienced professionals offers an unsurpassed range of brokerage services. And as a Veteran himself (Curt served aboard a Fleet Ballistic Missile Submarine as a United States Naval Nuclear Officer during the Cold War), Curt has made it a priority to reach out to transitioning Veterans from

Franchising USA

Business Sales Works with the owners of small businesses to sell their business at the best price & terms. Curt does this by validating a realistic sales price through his current knowledge of the marketplace.

Confidentiality is essential throughout the process and he brings his expertise in attracting and securing serious potential buyers. He assists in the pre-arrangement of lender financing if necessary and is adept at untangling the red tape associated with business transactions. Finally, as an expert negotiator, he brings the deal to a successful win-win close which meets or exceeds the expectations of both buyer and seller.

experience in acquiring privately-held companies to bring value to his clients in these deals.

Exit Strategies Curt brings his knowledge in the current area of the law, accounting and taxes (and brings his professional partners into the picture) to assist sellers whose talents are better suited to effectively running their businesses and managing profitability rather than chasing buyers, lenders, lawyers and CPAs/accountants.

Business Consulting Sooner or later most business owners need some external assistance from Curt and engage him for a variety of reasons including: • Business/Strategic Planning • Cash Flow Problems

• Declining Sales and/or Profitability • Desire to Grow the Business

Business Searches

• Employee/Management Issues

As a successful prior business owner in a number of industries, Curt uses the same care in helping to match his clients who are buyers with the appropriate existing business or new franchise to purchase.

• Lower Margins from Increased Competition • Obtaining Loans/Financing

Mergers and Acquisitions

Business Valuations

Although most of the business transactions Curt handles are “Main Street” businesses, if the buyer of the business is likely to be another company or a private equity group, then he can leverage his significant

Sooner or later most business owners need a reliable valuation of their business. Curt provides valuations ranging from simple market analysis reports to professional valuations for any reason.

• Prepare for the Sale of the Business

• Retirement/Exit Strategy Development

ker™

Worlds

“As the owner of Murphy Business Northwest, Inc., Curt himself is a franchisee of the nation’s largest and most successful firms in the industry.”

Machinery and Equipment Appraisals Curt seeks to answer the question “What’s It Really Worth?” when it comes down estimating the value, at any given time, of any sort of property, which requires the skills and training Curt has. He is a CMEA (Certified Machinery & Equipment Appraiser) certified by the NEBB Institute.

Commercial Real Estate Services Unlike the average franchise broker, Curt holds a real estate license and understands the complexity of site selection and acquisition. He helps his clients in preparing comprehensive analyses and comparisons of potential properties.

Franchise Sales Both new franchise sales and franchise re-sales - As a former franchisee/area developer for SarahCare Adult Day Services, Inc., which is the premier adult day care franchise in the senior healthcare market, Curt has an intimate knowledge of franchising from years of personal experience as an owner. He also leverages his experience in selling his franchise successfully with his clients.

Curt also works with franchisors to assist their franchisees in the re-sale of their businesses when it is time to retire or otherwise move on.

Curt Maier and Terry Spires, Owner Speedpro Imaging Seattle

So what makes Curt a SuperBroker™?

Being both a licensed business broker and a licensed franchise broker enables him to bring the entire range of small business ownership options to his clients.

Curt can be reached at (425) 679-6627 and his website is at: www.seattlebusinessbroker-curtmaiermurphy.com/

Curt Maier and Ajay Kumar, new multi-unit franchisee for SUPERCUTS in the Seattle area

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WO M EN IN FR A NCH ISING

Andrew Cagnetta, Michelle Shriver, Regional CEO, Transworld Developer, Business Patrice Advisors & Associates

Women in Franchi

INTERVIEW WITH Michelle Shriver Our team at Franchising USA had a chance to sit with Michelle Shriver, Regional Developer for Patrice & Associates, the nation’s largest staffing firm in restaurants and hospitality.

As a fellow woman in franchising, we were excited to learn more about her journey to entrepreneurship, including the launch of six Tropical Smoothie cafes and a Patrice & Associates office.

Michelle Shriver brings extensive business, marketing and hospitality-related experience to her franchises, including more than 20 years of management experience, with 18 in the hospitality field.

Hope you enjoy reading.

When did you begin franchising? Why did you leave the corporate world?

Back in July 2010, I began exploring franchise opportunities. My husband and I were attracted to the franchise business model because of our prior work experience. For me, working in corporate America for 18 years for a casino and resort company, I was ready to undertake a new challenge. I was ready for something different and franchising resonated with me for many reasons. For one thing, franchising means an entire company is behind me and committed to my success.

Franchising USA

ising

hriver

In addition, franchising gives me the opportunity to network with others and discover alternate strategies for success.

What attracted you to the Patrice & Associates franchise opportunity?

In my search for another business to compliment my past experience, I had to keep my specific goals in mind. My first priority was achieving financial freedom.

I also wanted to take advantage of the market conditions and its high demand for great talent in the hospitality industry. As a restaurant owner, I know how invaluable Patrice & Associates is, as they find great people, and they do it fast and efficiently.

Also, as a professional business, it is great to see the flexibility of the Patrice & Associates opportunity - all I need is a computer and a phone. Now I have peace of mind knowing I can work no matter the circumstances.

When did you launch? What is your role at Patrice & Associates?

I came out of training with Patrice & Associates late January, and I launched my business in early February.

In addition to serving as a Regional Developer in Nevada, Utah and Colorado, where I help attract potential franchise candidates and support them long-term after joining the franchise, I am also operating a local staffing office in Las Vegas.

“Women, and certainly everyone else, should make it a point to explore all of their options. I also recommend having a clear picture of what you want to accomplish with your business.”

What is your advice for women looking into franchising?

Women, and certainly everyone else, should make it a point to explore all of their options. I also recommend having a clear picture of what you want to accomplish with your business. With there being so many opportunities available, it is important to figure out the best fit with the lifestyle you want. Be aware of how you work best, as well as what your talents and gifts are.

For example, if you like having a handson business and feel you would be most productive and fulfilled in face-to-face interactions everyday, a brick and mortar concept might be a good fit. If you want to travel and feel you can be disciplined with a more flexible work environment, you might want a business that is more virtual.

Are there any additional steps to take?

I would recommend anyone exploring franchise opportunities to become acquainted with the brand’s leadership team. In my case, I flew out to Maryland and met CEO and Founder Patrice Rice and COO Brian Miller. They were both generous with their time and information, and it was clear they cared about my success with Patrice & Associates.

Another step to take is contacting current franchisees. Do your best to learn what makes one franchisee successful. Dive deep into how they’ve worked the business and utilized its systems, and again know yourself well enough – your drive, your talents and your work style – to see if you identify with those successful in the franchise.

Finally, complete a detailed three- to five-year pro forma on the business using what you learned from the FDD and from

multiple franchisees you talked to. Give yourself ramp up time financially, and create a complete picture of what you can achieve – and when – before signing a franchise agreement. I am regularly surprised by how few people complete this step and only rely on Internet sources, FDD averages, or one franchisee’s numbers. The franchisor is there to support you, not do your work or due diligence for you.

What are you up to these days?

As I am relatively new with Patrice & Associates, my days are spent having regular meetings with the corporate headquarters to discuss the growth of my business. I also spend a lot of time with my recruiters who are helping me grow my Las Vegas office.

With my other businesses, I always keep a pulse on how they are performing. I regularly look at the sales numbers and other key performance indicators and how healthy they are. I meet weekly with my managers, play an active role in all of my commitments and I continually divvy up my time where it’s most needed.

At the end of the day, I work incredibly hard in order to play hard with my family.

My husband and sons are also involved in the businesses, but we also like to hang out together, travel, and enjoy outdoor sports.

Where can we keep up with you on social media?

• www.patricecareers.com/mshriver • www.linkedin.com/in/ MichelleShriverMAK • www.facebook.com/ MichelleShriverPA • www.facebook.com/ TropicalSmoothieCafeColorado Twitter: @MShriver_PA

Franchising USA

WO M EN IN FR A NCH ISING

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ex per t advice

Andrew Terry Powell, Cagnetta, Founder, CEO,FSBI Transworld Business Advisors

Franchising USA Questionnaire with Terry Powell of FSBI

1

What motivated you to write Your Career 2.0: A Survival Guide for The Battered Career and Investor Syndrome?

For more than three decades, The Entrepreneur’s Source has helped transitioning professionals achieve their personal and professional goals To guide potential entrepreneurs on the journey towards self-sufficiency, we developed an education-based business coaching methodology, which has allowed tens of thousands to take a step towards achieving their desired Income, Lifestyle, Wealth and EquityŽ goals.

The book, Your Career 2.0: A Survival Guide for The Battered Career and Investor Syndrome, is a tribute to the professionals we have guided from a state of underemployment or even unemployment to a place of empowerment.

Through sharing our clients experience, strength and hope, we hope to inspire the 75 percent of Americans seeking selfsufficiency to take action.

2

What can prospective franchisees learn from reading Your Career 2.0? In which phase of the discovery process, would you advise prospective franchisees to read your book?

Franchising USA

Your Career 2.0 is intended to serve as the handbook for professionals launching a career in entrepreneurship or business ownership. Each chapter acts as a guide, and the final two include case studies, resources and worksheets. I would recommend that anyone including potential entrepreneurs and potential business owners to use the book as a frame of reference throughout the discovery process.

The first chapter defines the “Battered Career and Investor Syndrome™” while encouraging the reader to take a thoughtful look at alternative career options. The second chapter introduces “YOU 2.0®” and what it means to pursue and achieve your Income, Lifestyle, Wealth and Equity Goals. In the next chapter, we tackle the obstacles that often deter or discourage people from achieving “You 2.0”. Chapter four identifies the path towards accomplishing “You 2.0,” while chapter five advises the reader on next steps towards making a career move.

The final chapter encourages the reader to embrace the opportunities through the exploration of financial options, transitions and inevitable decisions.

Throughout the book, we include case studies, resources and worksheets that include questions the reader should be asking when considering the next step in his or her career.

3

What are the main obstacles that deter or discourage prospective franchisees from investing in a franchise? How do you help The Entrepreneur’s Source franchise candidates overcome these obstacles?

The challenge for many professionals, is overcoming the apprehension about leaving their comfort zone to explore new career opportunities.

It is difficult to imagine the possibilities if you are not in a safe space to research, question and explore alternative career options. The Entrepreneur’s Source allows “seekers” to explore new opportunities

“A great franchise will also include vital elements such as extensive training, brand recognition, ongoing education and many levels of support.” without driving the client towards a sale.

The discovery process should never be focused on selling franchises. The focus should be on educating potential entrepreneurs about the possibilities, so that they gain clarity about their best next career move; one that is in alignment and has the potential to help them achieve their income, lifestyle, wealth and equity goals.

4

Can you share some feedback you’ve received since releasing “Your Career 2.0…”?

Since we released the book, we have been fortunate to receive hundreds of comments from readers, who have been inspired to explore their career alternatives. By making our coaching methodology more accessible, we are helping the 75 percent of Americans seeking self-sufficiency take action towards achieving their income, lifestyle, wealth and equity goals.

The case studies have proven to be especially useful for our readers. The range of scenarios depicted in the book has allowed potential entrepreneurs, potential business owners and potential franchisees to connect with our clients in new and unexpected ways. These connections have driven many to leave their comfort zone for the purpose of discovery and selfawareness.

5

What’s next for The Entrepreneur’s Source?

What’s next for Terry Powell?

The Entrepreneur’s Source recently announced an extensive franchise growth plan to expand its U.S. presence by 15 percent in 2015. Building on the momentum achieved in the past 12 months, 2014 serves as a launching pad with considerable momentum behind it.

Corporate growth plans call for adding

Terry Powell

nearly 20 new franchise offices in the coming year.

Personally, I am less involved with the day-to-day operations and more focused on preparing the business for the next 30 years. My time and energy is spent strategizing with our leadership team and continuing to develop more effective ways to help people everywhere achieve their dreams of self-sufficiency.

ABOUT THE ENTREPENUR’S SOURCE: Founded in 1984, The Entrepreneur’s Source (TES) is a subsidiary of Franchise Source Brands International, a multibrand franchisor specializing in business and franchise coaching. A one source resource for all things entrepreneurial, The Entrepreneur’s Source is a coaching and franchise with nearly 200 coaches.

The brand’s discovery-based approach to business coaching provides aspiring entrepreneurs and those exploring alternate career options with the information and education needed to achieve the income, lifestyle, wealth and equity that they desire. www.franchisesource.com/fs/home/

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fr a nch isee i n act i o n

S tratus B uilding Solu tions

b y R a c h e l Fr a z i e r, M a r ke t i n g C o o r d i n a to r

STRATUS MASTER FRANCHISE SUCCESS IN NASHVILLE, TN David Smith and Ed Lease were successful for many years working together at a dealership in Georgia but always felt limited in their freedom and potential while working under someone else. They were looking for the ability to control their own destiny, and found it with a Stratus Building Solutions Regional Master franchise.

Franchising USA

“We provide a service that our Franchisees need.

Deliver on your promises and it perpetuates itself.”

“We were looking to be the masters of our own destiny,” states Smith. Both Smith and Lease understood that owning your own business will always comes with risk, but with the right approach and the right backing provided by an established franchise business model, the probability of the business to succeed is greatly enhanced. A franchise provides you with management expertise, sales models, growth potential and brand familiarity with existing credibility.

Smith and Lease sought the assistance of business consulting firm, The Entrepreneur Source, where they discovered Stratus Building Solutions, a commercial cleaning franchise opportunity. “We became very

interested in the commercial cleaning industry because it provides a service that everyone needs and offers monthly recurring income which was very attractive to us,” says Lease.

Stratus Building Solutions has received recognitions from all of the major franchise ranking publications including Entrepreneur Top 20, Inc. 500 and Franchise Times. The founders had designed the Master Franchise concept specifically for individuals of Smith and Lease’s background, strong in sales and management and allows experienced professionals the opportunity to capitalize on the business of becoming a franchisor.

On top of the multiple recurring revenue

streams model and proven systems, Stratus Building Solutions, Smith and Lease determined, was the perfect fit for their investment goals.

In March of 2009, Lease and Smith opened their Stratus Master Franchise in Nashville, TN. In the midst of a recession, both left friends and family in Georgia for a new beginning in the Music City.

Selection of the Nashville Metro area was no accident either. “We had family here in Nashville and visited often, we fell in love with the vibrancy of the city,” claims Smith.

The region also provided tremendous opportunity. With nearly 1.6 million people, there is an extensive number of businesses to support this population including schools, medical offices, professional buildings, retail, restaurants, warehouses and more; all businesses that utilize commercial janitorial services. The Nashville area has already provided the opportunity for substantial growth which is reflected in Steve and Lease’s year over year profit statements.

“Selecting a good market and following the model is very important in the success of a Stratus Master Franchise,” states Smith.

Since the beginning, the two have been loyal to the Stratus model and it has brought them enormous success, ranking in the top three producing Stratus Master franchises since 2011. “We also proved that this is a solid business model in a recession,” states Lease, recalling their successes in the first years.

“Working with the Nashville team has been a pleasure and their commitment to following the program has been a breath of fresh air,” says Marvin Ashton, Vice President of Master Development at Stratus Building Solutions corporate office

“Among many of the lifestyle improvements that came with owning their own business, one of their favorites is having the ability to golf every Friday.” located in North Hollywood, CA. Smith has been the Franchise’s Regional Manager / President for the past six years, and Lease as the Sales Manager / Vice President. Both attribute many of their successes to the skills practiced in their former positions. The office currently has nine employees including Operations Managers, Administration, and a Sales Team. Though the office has experienced significant growth in the past years, they have found it unnecessary to expand the office staff thanks to the scalable administrative model provided by Stratus.

Stratus has a unique income model that allows for multiple recurring revenue streams. One is Franchise Sales and management, where Smith and Lease’s business acts as the regional franchisor for Stratus Building Solutions. Unit franchises come in a range of sizes, from homebased to executive management levels, for small business owners also looking for the proven models that a Stratus commercial cleaning franchise provides. Smith as Regional Manager is primarily responsible for the sales and management of the Unit Franchises. Lease is in charge of Customer Account Sales, a primary source of income for both the regional office and Unit Franchises.

As a regional franchisor, their priority is the success of their Unit Franchisees.

Through training, customer account sales, marketing and administrative assistance, the Master office offers multi-level support

to their region. “We provide a service that our Franchisees need. Deliver on your promises and it perpetuates itself,” States smith.

Both continue to have an active role in the company, however, their growth and success has allowed them to embrace the lifestyle that they ultimately desired.

“There are less overall work hours than my previous position, but now I am running my own business and in control of my own destiny,” says Smith. Among many of the lifestyle improvements that came with owning their own business, one of their favorites is having the ability to golf every Friday.

And there is only more hope for the future.

Since the acquisition of Stratus Building Solutions Corporate Headquarters in 2015, both Lease and Smith feel that life has been brought back to the company as a whole and are excited about new regional support initiatives already underway and the growth potential they provide for the franchises.

For the past six years, Lease and Smith have personified personal success through a franchise model. Having opened their business during the height of an economic recession, hard work, determination, selection of a good market and strict loyalty to the franchise template has allowed them to rise to the top rankings of Stratus Building Solutions regional Master Franchises. www.stratusclean.com

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2015 International Franchise Association events Franchise Development Seminar

April 23, 2015

The Marquette Hotel // MINNEAPOLIS, MN

Legal Symposium

May 3-5, 2015

CHICAGO MARRIOTT DOWNTOWN // CHICAGO, IL

Franchise Development Seminar

IFA Summer Board Meeting

Marriott Marquis // WASHINGTON, DC

GRAND TRAVERSE RESORT & SPA // TRAVERSE CITY, MI

June 4, 2015

Public Affairs Conference & Fall Leadership Meetings September 28-October 1, 2015 JW MARRIOTT // WASHINGTON, DC

June 14-17, 2015

FranTech: Digital Marketing & Technology Conference

October 27-28, 2015

InterContinental Dallas // DALLAS, TX

Check franchise.org regularly for updates!

Franchising USA

IBA/IFA Joint Conference

May 5-6, 2015

CHICAGO MARRIOTT DOWNTOWN // CHICAGO, IL

International Franchise Expo

June 18-20, 2015

JAVITS CENTER // NEW YORK, NY

West Coast Franchise Expo

November 12-14, 2015

ANAHEIM CONVENTION CENTER // ANAHEIM, CA

IFA Franchisee Growth Conference

May 17-18, 2015 LAS VEGAS, NV

Franchise Development Seminar

September 3, 2015

CROWNE PLAZA REDONDO BEACH AND MARINA // ORANGE COUNTY, CA

Emerging Franchisor Conference

November 17-18, 2015

INTERCONTINENTAL MIAMI // MIAMI, FL

Page 79

FranchisingFeature aut omotive

M AY 2 0 1 5

REDRHINO:

The Epoxy Flooring Company the fuel behind the

automotive aftermarket seeing the opportunity

in indispensable services Franchising USA

auto m ot i v e fr a nch isi ng

C over S tor y - r edr h i n o : T h e Epox y Floo r i ng Co m a n y

REDRHINO:

the epoxy flooring company

one of the best franchise programs in the country REDRHINO: The Epoxy Flooring Company provides protective and aesthetic flooring solutions to a number of industries.

One industry that we spend a great deal of time with is the automotive services industry. The organization’s portfolio includes McLaren of Beverly Hills, Porsche & Audi of Woodland Hills, Rolls Royce of Thousand Oaks, Mercedes Benz of Laguna Nigel as well as Toyota of Redlands and Firestone Tires. Over the years, automotive services have come to represent approximately 43% of REDRHINO’s gross revenue. The good news for our franchise partners is that we have this experience and are able to pass years of knowledge to our regional offices. We understand possible client objections and

Franchising USA

the challenges inherent to these jobs. Due to this understanding, from customers and salespeople to service technicians to miscellaneous quality assurance requirements, our franchise partners are able to provide a win-win epoxy solution for all participants in this incredible industry.

Automotive dealerships, auto body shops, or even automotive auction houses, such as Manheim Auto Auctions, have their own set of customers and much of their sales success depends on a positive and flawless customer experience. As automotive sales people carry themselves with a professional demeanor, the immaculate inventory, service garage and showroom must be state of the art.

REDRHINO provides its clients with floors that are durable, provide a high ease of maintenance and, of course, they look good. This level of quality ensures that no detail goes unnoticed, even the floors.

REDRHINO understands that our client’s

customer experience is important, and our floors reflect that.

Salesmen are able to confidently walk their clients through the showroom, and the service area, knowing that their attention will be on the car they want to purchase, not the poorly maintained condition of the floor. Even the newest and most popular vehicles in the showroom will deposit small amounts of motor-oil, meaning it won’t be long before a showroom shows traces of motor-oil, tire marks or other miscellaneous debris on the floor. These stains are a huge distraction for customers and can detract from the sales experience.

An epoxy floor will prevent motor-oil stain problems before they start. The product fills up the porous surface of dealership floors and helps the concrete to maintain a clean appearance. Top epoxy companies like REDRHINO even offer quartz-vinyl chip flooring, color quartz or metallic flooring options that are excellent for automotive showrooms. Though true for a number

“When upgrading a service garage with REDRHINO’s epoxy coatings, service bay workers enjoy a more attractive, safer and brighter working environment.”

of industries, it is especially true in this industry that the quality of a floor can influence the perceived quality of the product being sold.

Another aspect of the automotive industry that is often overlooked is the service garage and the technicians. More often than not, attractive and stain-free floors will help make service garages safer and improve the effectiveness of the workspace. Since epoxy and urethane floors are exceptionally easy to clean and, thanks to their slip-free properties, the service technicians don’t have to spend their time dodging miscellaneous oil spills. When upgrading a service garage with REDRHINO’s epoxy coatings, service bay workers enjoy a more attractive, safer and brighter working environment.

Nowhere in the continental United States is there a shortage of automotive services opportunities. As we like to say from a sales perspective, it is low hanging fruit.

Today REDRHINO: The Epoxy Flooring Company is recognized as one of the industry’s “go-to” providers of protective coatings for commercial and industrial applications. We are continuing to build our industry footprint with the opening of

installation offices in: 1. Los Angeles, California 2. San Diego, California 3. San Francisco, California 4. Sacramento, California 5. Seattle, Washington 6. Phoenix, Arizona 7. Tucson, Arizona 8. Las Vegas, Nevada 9. Louisville, Kentucky 10. Omaha, Nebraska 11. Pittsburgh, Pennsylvania 12. Philadelphia, Pennsylvania 13. Chicago, Illinois 14. Washington, DC 15. Virginia 16. Dallas, Texas 17. Denver, Colorado 18. Charlotte, North Carolina 19. Raleigh, North Carolina 20. Atlanta, Georgia 21. NYC & Surrounding Boroughs

REDRHINO has one of the best franchise programs in the country. We provide complete training sessions, at our corporate office in Los Angeles, and teach our partners the ins and outs of epoxy.

This includes installation process, sales tactics and total understanding of our marketing program. Here at REDRHINO, we keep close contact with our franchisees, and provide constant support from our corporate associates. Our regional partners are given all the necessary tools to run a thriving business.

The manufacture and installation of our own products sets REDRHINO apart. We are one of the only full-service, or turn-key, installers in the industry. This means that from the sale to the installation, REDRHINO is there every step of the way. Our high quality service combined with brand recognition and a successful marketing program makes REDRHINO an exciting and growing business.

Call today for information regarding REDRHINO: The Epoxy Flooring Company. www.redrhinoflooring.com Michael D. Kenealy | CEO | REDRHINO 1 (310) 435-4153

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Featu re

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

automotive franchising

e r u t Fea Car ownership has become an essential part of life in America.

With fully developed towns, transportation is needed to strive and survive in this country.

In fact, the U.S. is home to the largest passenger vehicle market in the world.

According to the Department of Transportation, there were 254 million registered passenger vehicles in the country in 2007. The number of vehicles has continued to rise since the 1960s, with the exception of the recession, which was the only time the sales decreased since the introduction of vehicles into the everyday lives of American families.

Automotive franchises are available from coast to coast and widespread throughout the country, offering locations in a variety of fields almost anywhere.

To gain understanding on the business of automotive industry, consider the life cycle of a car, which includes pre-sale and manufacturing, initial sale of the vehicle before it begins running and then the after sale, which provides several businesses for upkeep.

Franchising USA

Automotive franchise An automotive franchise would guarantee a continuous increase in demand as time goes by and a product that has become a staple within the average household.

It’s inevitable that people will need transportation and consumers would prefer to be behind the wheel and in control of their own destination.

This concept is tempting for new franchise owners because it establishes a brand, an in-demand product and well recognized business model. Though the industry took a public hit during the recession, sales have since increased.

In 2009, during the economic crisis, car sales experienced its largest decline in sales in 27 years. That being said, Americans still purchased 10 million units that year. In 2014, there were 16.5 million units sold, though there has been an increase, it’s a slow incline to how quickly the market used to grow before the crisis.

Manufacturing People need more: more choices, more colors, more options- the consumer expects to get what they want and they know the industry allows them to browse the market from the comfort of the own home on the screen of a laptop. Therefore, manufacturing has become more evolved, more elaborate focusing on the many needs of Americans. In 2003, the U.S. was the largest producer of vehicles in the

“It’s inevitable that people will need transportation and consumers would prefer to be behind the wheel and in control of their own destination.”

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Featu re

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

“Manufacturers are also exporting vehicles out of country, creating even more opportunity for profit.

As a retail industry, technology has increased opportunity for sales and a lot of customers can purchase and browse even ore from online, helping reach a broader fan base.

Providers offer replacement parts, performance parts, maintenance parts and other accessories and usually offer services and repairs as well.

world, followed by Japan and Germany.

Manufacturing cars is a part of its economic history, everyone remembers Henry’s Ford famous assembly line on the cusp of the industrial revolution.

Therefore, becoming a franchisee within this field is partnered with a deep sense of patriotism, as well as knowing you’re creating jobs for people within the community. Motor vehicles and part manufacturers directly employed 786, 000 people at the end of 2012 with 13 auto manufacturers.

There are numerous options for franchisees, including foreign manufacturers that are now established in the States.

Manufacturers are also exporting vehicles out of country, creating even more opportunity for profit. In fact, in 2012, approximately 2.6 million vehicles were exported to more than 200 countries.

Manufacturers are also at the forefront of new innovations and products, making for a continuously evolving field of business.

Automotive parts What is a car without all of its parts? A machine needs everything in working order to function properly and because people are dependent on their vehicles, they will easily purchase parts, which creates an automatic consumer base.

There are numerous parts suppliers in the

Franchising USA

industry and account for nearly 4 per cent of U.S. manufacturing and account for more jobs than any other manufacturing area.

With Americans owning cars for an average of ten years, they need to keep their vehicles functioning and rely on parts to easily update their cars to working order.

Again, this field is usually well established with recognized brands that easily support owners in marketing. Though this area slowed down during the economic turmoil, it has been reestablishing itself and slowly increasing. With more cars on the road, there is more opportunity for more parts.

Parts are not only sold to consumers but other businesses and on an international level. According to the Department of Commerce 2001 industry annual assessment, U.S. automotive parts exports increased 36.2 percent to $58 billion in 2010 from the previous year. Which was impressive, considering the industry was just recovering from a recession.

Providers offer replacement parts, performance parts, maintenance parts and other accessories and usually offer services and repairs as well.

People rely on professionals to maintain their vehicles because it’s an expensive investment that they do not want to see wasted, therefore they look to franchises as a reliable service industry. Compared

to independent owners, franchises have a solid reputation and customers feel confident leaving vehicles in their hands.

Due to technical advancements, people are less likely to service their cars themselves compared to the past because it necessitates specialized knowledge and talent.

“Providers offer replacement parts, performance parts, maintenance parts and other accessories and usually offer services and repairs as well.”

Effects from the recession The most highlighted trade affected by the economic turmoil of this decade was the automotive industry.

One of the most significant effects is the increase in length of car ownership, which in turn has changed how to industry functions overall today. People are willing to pay more for services and products to ensure the life of their vehicle is lengthened, and that change in attitude affected the pricing and type of vehicles sold. There is a higher standard than before and a concern for longevity.

Though car sales were truly hit during the recession, it’s still an industry that has a large affect on the American economy.

Dealerships changed their strategy and products to adhere to the new demands of the consumers.

This field has proven that it will always remain a staple in the American economy,

even when it falters, it will always be in demand. It’s an ever growing field that can adapt to a variety of requests that is continuously advancing and changing.

About the author: After receiving an English Degree, followed by a Journalism Diploma, Gina became a freelance journalist in 2008.

She has worked as a reporter and in communications, focusing on social media.

She currently works as a community information officer with Epilepsy Society, while pursuing her writing career at the same time.

Look out for our next special feature:

Sports & Fitness Franchising Franchising USA

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David Schafers, Senior Vice President of Franchise Development, Driven Brands, Inc.

The Fuel behind the

When most think of the auto industry, the first thought that comes to mind is driving a shiny new car out of the dealership. Drivers carefully examine their budget in order to make a thoughtful purchase that will cover down payments, insurance, registry etc. If you’re that person, you’re not alone.

New car sales in the U.S. are expected to hit 17 million this year, which is up from 10 million just five years ago.

However, the latest vehicle trends show that what is really driving the industry forward is the automotive aftermarket.

The manufacturing, remanufacturing, distribution, retailing and installation of vehicle parts after the initial sale have grown steadily for the last 20 years. In

Franchising USA

Automotive Aftermarket

fact, with the automotive aftermarket projected to top more than $722 billion worldwide by 2020, there appear to be no brake lights ahead in this segment. Every driver in need of a vehicle part, accessory, equipment and chemical adds up to more growth, and there’s never been a better time to examine what is fueling this booming industry.

Causes of the Growth The fluctuating economy has had many effects on the auto industry, but it’s most notable influence is that drivers are holding on to their cars longer. The

average age of vehicles on the road stands at a record high 11.4 years and is expected to continually creep up to 11.7 years by 2019. Compare that with the average age of just 8.2 years in 2000.

In the long term, drivers are taking better care of their investments, and any investment needs maintenance. Drivers know that with everyday wear and tear it’s just a matter of time. The automotive aftermarket is continuously refilled with aging cars in demand of a fix-up. As the U.S. economy slowly recovers, car owners are cautious about where they are taking their cars to be serviced. Alternative car

“Drivers hate having to fill up at the gas station, but with the average price per gallon lower than recent years, drivers are less hesitant to put miles on their car.”

“The fluctuating economy has had many effects on the auto industry, but it’s most notable influence is that drivers are holding on to their cars longer.” care companies, such as Meineke, are seeing a boost in customers looking for a great value.

Drivers hate having to fill up at the gas station, but with the average price per gallon lower than recent years, drivers are less hesitant to put miles on their car. Last year, prices at the pump were averaging a staggering $3.65 a gallon; this year it’s down to about $2.40. The decrease has a significant impact on driving habits.

Lower prices at the pump lead drivers to stay on the roads longer and choosing their personal vehicle rather than public transportation.

The added miles, while cheaper on the tank, are costly on the rest of the vehicle, especially with the recent harsh weather conditions in many regions in the country have recently experienced.

The abundance of snow and freezing temperatures do a number on roads and vehicles. General non-warranty automotive repairs and maintenance cost consumers $1.6 billion in 2014. Between fluid refills, tire replacements, shocks, struts and suspension work due to potholes and collision repairs from icy conditions, projections for the auto care industry this year are expected to grow even further.

systems and putting their foot on the gas with incentive programs. Meineke has developed several financing and incentive programs for new and existing franchisees to boost unit growth. Recently partnering with BoeFly and offering multi-unit incentive programs, the industry-leading franchise is now able to provide faster start-up periods and better financing options for qualified franchise partners.

Consumers are also benefiting from the industry growth as competition heats up between auto care providers. For starters, Meineke is revolutionizing the customer experience by applying technology for better understanding. Too many people associate the auto shop experience with encountering a mechanic who hands them an oil covered post-inspection report with

David Schafers

scribbled hand-written notes. This year, the franchise is launching an initiative that will integrate the use of iPads with videos to help customers better understand what mechanics see under their hood.

Video demonstrations visually explain any ailments found during a check-up, and instead of a jotting the rest down on a carbon copy, mechanics will be able to provide an electronic version of their notes to customers. The days of customers feeling like auto shops are cheating them will soon be over. www.meinekefranchise.com

Moving into spring as consumers thaw from the winter season, auto repair shops are seeing increased oil change requests increase as well as routine maintenance needs as customers prepare for road trip season.

Effects of the Growth Auto franchises are taking notice of the encouraging growth within their

Franchising USA

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George Knauf, Senior Franchise Business Advisor, FranChoice

George, what’s the next big thing?

SEEING THE OPPORTUNITY IN INDISPENSABLE SERVICES will find those businesses in some pretty predictable categories, here are some examples: • Automotive • Home Improvement, home repair and construction • Disaster recovery and insurance services • Business services George Knauf

I get that phone call a couple times a day, and there are certainly exciting, growing brands that we have a lot of fun looking at alongside our candidates. But, as a business owner myself, I like businesses that are predictable and where the segment has a history that could help us identify important trends.

Have you ever looked at how Warren Buffet invests? He tends towards proven stable core businesses, not the latest fad. He looks for those businesses that customers can’t do without.

As you look at your community you

Franchising USA

• Health services These categories will not often sound as hot and exciting as a new restaurant or fitness brand, but look a little deeper and they could be even more interesting than the brand with all the sizzle.

That first category, automotive, is an interesting place to consider capturing revenue in.

When a consumer or business has a vehicle that won’t run, they have to get it fixed. If they have an accident, they will be at a body shop to get a quote. As you go through the next day, get a rough count of the cars in your neighborhood. Look at how many end up in the parking lots at your work or the places you shop. Cars are required for most of us to get to work and make money, as well as to take care of the normal errands we run every day. When a

consumers car breaks down that is not an optional expense, the loss of transportation will cost them time, money and quality of life. For a business, the loss of use of a vehicle can often cost far more than the repair.

The automotive repair space has two large categories, mechanical repair and body repair. While they both focus on vehicles, the business models are slightly different.

Mechanical repair shops often benefit from the relationship building owner behind the counter reassuring customers that their car will be back to them soon in top condition as he builds a long standing return customer. Auto body shops often benefit from a more executive type owner and great systems, that owner will often be very active in their community so they can be front of mind and win that less frequent business and fleet contracts.

Vehicles also require routine service to stay operational, they have parts that have a limited lifespan (oil, brakes, tires, belts, etc). In this category you would find businesses like the oil change brands.

In recent years two groups have been competing hard to with more of this business, the full line repair shops I spoke about above as well as auto dealerships. If you look in this space gather a lot of data

“Core indispensable services can be a great way to build a sustainable revenue stream as well as an asset you can sell down the road.”

“From car electronics to body upgrades there are a myriad of options to help consumers create a car that is unique to them and fits their vision.” to run your numbers and look closely at all competition in your market.

There are companies that customize vehicles to the desires of the consumer, wrap graphics around company vehicles and others that do all those fiddly repairs and upgrades that car dealers need to make the cars on the lot more attractive to buyers.

From car electronics to body upgrades there are a myriad of options to help consumers create a car that is unique to them and fits their vision. In this space keep in mind that these businesses may follow economic trends and be expenses people cut back on if they feel financially conservative.

The exception to that are all of the services that may be offered to car dealers, these will follow car sale trends more than they will just economic trends: Paint touch up, interior repair, customizing, wheel repair and refinish, detailing and a range of other small mobile services. These businesses can make a cumulative difference of thousands of dollars in final sales price on a used or even a new vehicle.

disaster recovery services for interior and exterior events, heating and air conditioning on the broader end of the spectrum to specialized services like mobility solutions, window treatments, flooring and garage customizing.

With brands focused on health services you will find concepts like home care services, senior residence placement, the mobility companies mentioned above, medical testing and medical staffing.

In business services common categories include Staffing, technology, marketing, printing, insurance services, interior cleaning, power washing, window cleaning, inventory and many more.

The moral of the story is that each major market that you may want to dive into may offer a number of ways that you could approach building your business. Take your time, determine all the different approaches available and compare your model (how you want to work and the skills you bring) to the different options available.

Core indispensable services can be a great

way to build a sustainable revenue stream as well as an asset you can sell down the road. When you tell your neighbor what

you do, they may not think it is the hottest new concept, but you may prefer a proven performer to a new fad.

Back to that automotive space, cars have been part of our culture and needed

service since the late 1800’s and became a pretty big business when Henry Ford

showed up with mass produced cars. The types of core services required have not

changed much, only the complexity. Is it

your turn to jump on a proven trend that is over 100 years old?

Mr. Knauf is a highly sought after, trusted advisor to many companies; Public, Independent and Franchised, of all sizes and in many markets. His 20 plus years of experience in both startup and mature business operations makes him uniquely qualified to advise individuals that have dreamed of going into business for themselves in order to gain more control, independence, time flexibility and to be able to earn in proportion to their real contribution.

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

And all of that is not even getting into car washes, vehicle wraps and the countless other services that consumers and businesses demand.

When you look closely at the automotive space you see a number of ways to plug into core services, most of which are necessary regardless of what the stock market is doing.

The models will vary pretty considerably, but there many different types of owners could find a home here.

As you consider other core service categories, you will see comparable pools of opportunity.

In construction related brands there are a number of ways to grow a business in that space from home improvement,

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ex per t advice

Don Daszkowski, Founder, International Franchise Professionals Group

5 Things You Can Do

To Sell More Franchises Using Franchise Brokers

If you aren’t currently working with franchise brokers and consultants to help find your next franchisee you should seriously consider it.

Franchise brokers are a large contributor to the franchise sales process for almost every franchisor. During the IFA Convention this year in Las Vegas, I met with many franchisors and asked them all

Franchising USA

the same question: “How many of your franchises are sold by franchise brokers?”

The answer was always “over 50 percent.”

Working directly with franchisors, franchise brokers and consultants has enabled me to identify what works for franchisors and what works for brokers.

The following list is not in order of importance, but rather suggestions of what should be done first, second, third and so on. This list assumes you’re already working with a group of franchise brokers and consultants. If you aren’t currently working with a franchise broker group,

there are many to choose from and I suggest you work with multiple groups.

1

UPDATE YOUR FRANCHISE LISTING

Make sure that your franchise listing is completely up to date. If you were selling your house, would you use outdated photos or other outdated information? Have you updated your listing to reflect the accurate number of units you currently have?

Franchise brokers are very particular and many have specific requirements to consider showing a franchise to a client.

“Working with brokers is much more than listing your company with a broker group. The more effort you put into it, the more you will get out of it..” business model. Many times this will help them better present your franchise to candidates. There have been times when I couldn’t really connect with a concept by reading the franchise’s own description of their company, but simply watching a oneminute news clip helped me to completely connect with what the franchise had to offer.

3

GET THE BROKERS TO KNOW YOU - NOT JUST THE BRAND The franchisor / broker relationship is many times more about the two individuals than it is about the franchise itself. Meet the brokers; get to know them personally and deals will happen. This business is about building relationships.

Getting the brokers to know the people behind the franchise is just as important as them learning about the franchise itself.

If your CEO has a great story to tell, try to get him or her to connect with the brokers. Brokers need that same emotional connection to your brand that you present to your candidates, and when they make this connection they are much more likely to present your brand.

For example, if a broker will only show franchises, with 20 or more units, and your 25+ unit franchise is still showing 15 units, you have caused a missed opportunity.

2

SHARE ANY NEW UPDATES ABOUT YOUR BRAND Was your franchise just featured in a news article? Don’t just share this with your potential franchisees; share it with your brokers too. Sometimes reading a news article about your brand can help brokers better understand certain aspects of your

4

MEET THE LOCAL BROKERS IN YOUR AREA

This is the easiest thing to do. Often people will tell me they are “too busy” to attend more meetings. Find the time to get out every other week for a lunch meeting.

Offer to take a local broker to lunch to get to know them: not a sales pitch or presentation, a lunch like you would do with your coworkers. Get to know them and have them get to know you. Brokers sometimes need to make a stronger connection with you and your brand to add your franchise to their list of franchises to show candidates.

Don Daszkowski

5

INVITE BROKERS TO YOUR DISCOVERY DAYS

Consider inviting brokers to the same

Discovery Day that you host for potential franchisees. Having a broker attend your Discovery Day is one of the best ways to have brokers connect with you and your

brand. Offer them the same perks as you

would to your potential franchisees (paid travel, lunch, dinner etc.) The education they will get from your Discovery

Day will be exactly what they need to

understand your brand and present it to their clients.

Working with brokers is much more than

listing your company with a broker group.

The more effort you put into it, the more you will get out of it.

Don Daszkowski is the Founder of the International Franchise Professionals Group. The International Franchise Professionals Group (also known as IFPG) is a membership based organization that has over 700 members.

The members consist of Franchisors, Franchisor Brokers, Lenders, and other Franchise Professionals that help potential candidates in the process of buying a franchise.

To learn more about how the IFPG and its members can help your franchise visit: http://www.ifpg.org or call (888) 977-IFPG.

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ex per t advice

Andrew Stan Friedman, Cagnetta, President, CEO, Transworld FRM Solutions Business Advisors

The Power of Personalized Franchise Relationship Management Programs In today’s increasingly technological world, all franchise executives involved with sales and compliance come to us with derivatives of the same fundamental question: “How do I navigate the maze of franchise relationship management?”

They know their franchise sales prospects are eager to learn more about their brand online and they know their franchisees are eager to access online data and company updates, but they have constantly struggled to find an effective solution that elevates their brand.

Well here’s the good news - FRM Solutions can help these franchise executives extend the online dialogue with their franchise prospects as well as their existing franchisees by building personalized and customizable franchise relationship management solutions. And in this expert advice column, I’d like to answer some key questions to help franchise brands discover what companies like Focus Brands, NAPA, Aaron’s, Bruster’s, Huddle House, Money Mailer and a growing roster of franchisors have already realized out-of-the-box franchise relationship management tools and solutions are key to generating sustainable system growth in today’s world.

Franchising USA

What defines an effective Franchise Relationship Management solution?

It’s no secret that the Internet has inherently changed the way people communicate. Within franchising, specifically, franchise prospects conduct the bulk of their due diligence process by researching and communicating with brands online. Many prospects, particularly younger prospects, want meaningful, self-directed discovery powered by online resources/tools (websites, e-Mail, portals, social media profiles, etc.). Similarly, existing franchisees want to receive information/ reports and communicate with the franchisor via fast and effective online tools.

The Internet has no doubt changed the game and it’s the brands who embrace new technology who have, and will continue to emerge as industry leaders. These brands use software and technological tools to streamline their franchise development and franchise compliance processes.

From a franchise sales perspective, they have built a fully customizable and Outlook-integrated CRM platform that allows them to communicate effectively with prospects and lead them to online resources that help them develop an emotional connection to their brand.

And from a franchise compliance perspective, they are able to use the same CRM platform to generate and deliver comprehensive reports, automate anniversaries, legal reminders and updates, workflows and company announcements, all helping to keep franchisees informed and compliant.

What can you accomplish with a personalized Franchise Relationship Management solution?

An effective Franchise Relationship Management program should allow franchise brands to…

• Seamlessly integrate all of their franchise sales and compliance efforts with Outlook - millions of franchise executives, franchise prospects, and franchisees rely on Microsoft products to complete daily tasks and communicate. Therefore, all correspondence/outreach created by a franchise brand’s franchise relationship management program should be fully integrated with Outlook, including e-Mails, tasks and calendar events.

• Build franchise relationship management solutions that are multibrand compatible - Many franchise executives work for a parent company and would be better served by a “single” franchise relationship management tool that could work across multiple brands.

• Manage your franchise sales leads and guide candidates through the sales process - franchise sales executives should be able to instantly manage and update the content that they share with candidates and track how candidates are engaging with that online content related to their brand, so they can send follow up materials that answer key questions and enhance their emotional connection to the franchise opportunity.

• Continue the conversation after the sale

erface Financial Group

777

Page 93

The interface financial group

777 7 77

GREAT REASONS

The Interface Financial Group

An ‘in-demand’ Financial Service Low Capital Start-up

40+ year-old Organization

We work with you on every transaction

GREAT REASONS

Home-based

You set the timetable (think Bankers’ hours) No cold calling/telemarketing/advertising

An ‘in-demand’ Financial Service

Training GREAT REASONS

Support

Support

Support

7 GREAT REASONS

Low Capital Start-up 40+ year-old Organization

R.O.I.

Support

We work with you on every transaction Home-based You set the timetable (think Bankers’ hours) No cold calling/telemarketing/advertising

Training Support 1-800-387-0860, ext. 2Support ifg@interfacefinancial.com www.interfacefinancial.com 7 GREAT REASONS Support

Support

Training

Support 1-800-387-0860, ext 2

R.O.I.ifg@interfACEFINANCIAL.COM Support WWW.INTERFACEFINANCIAL.COM Franchising USA

ex per t advice

Andrew Stan Friedman, Cagnetta, President, CEO, Transworld FRM Solutions Business Advisors

with complete lifecycle management - Many CRM tools and franchise relationship management programs lose their value once a prospect becomes a franchisee - that’s not effective in today’s world.

• Generate comprehensive reports, including legal, compliance, and a simplified annual Item 20 update Similarly, if your franchise relationship management program is not generating information that is easily sortable, reportable and dashboardable, it’s falling short of the mark.

How does this help all executives who are interested in cultivating sustainable system growth?

As we all know, success in franchising is always a team effort. Leading executives, franchise sales teams, and legal/ compliance teams must all be on the same page for a brand to achieve sustainable growth. Here’s how the right franchise relationship management tools and solutions keeps all systems on the right track and benefit all executives responsible for a franchise brand’s success: • C-Level Executives - Robust and comprehensive franchise relationship management tools cultivate long term, sustainable, and profitable partnerships between franchisors and franchisees.

These tools allow C-Level Executives to focus more time on innovation, brand-building projects and growing top and bottom line, enabling technology to manage administrative and process driven requirements.

• Franchise Sales Executives Customizable franchise relationship management tools allow franchise sales executives to extend the dialogue with qualified prospects from the first call through the grand opening. With the right tools and technology, franchise sales teams can build a personalized candidate gateway, accessed only by qualified candidates, who can then

Franchising USA

“The Internet has no doubt changed the game and it’s the brands who embrace new technology who have, and will continue to emerge as industry leaders.” view content that consists of streaming videos, WAV files or documents and learn more about the brand without the distractions of anything else that might be competing for their attention. These executives can track prospect activity within this gateway and use Outlookintegrated CRM tools to follow up with important key messages and information to help prospects make a smart and informed business ownership decision.

• Legal/Compliance - The information gathered from within this gateway, coupled with CRM technology used by franchise sales teams allows internal legal and compliance teams to create mission critical reports faster than ever before. Important annual administrative tasks, like item 20 reporting, that typically require days of deliberation can be completed accurately with the push of a button.

This allows legal and compliance teams to proactively protect the brand instead of spending countless hours generating tedious reports.

In 2015, few things are more important to a franchise brand’s long-term success than developing more systems reliance, as opposed to people dependence. The right solutions, powered by the right software and technology, will increase franchise sales, improve compliance, and build sustainable relationships between franchisees and the franchisor. And in franchising, everybody wins when those things are in alignment.

Stan Friedman, CFE is a 26-year franchising veteran who is passionate about helping others grow their franchised businesses. His #1 specialty is maximizing the value proposition of franchising, for all parties concerned.

As the President of FRM Solutions, his

Stan Friedman

role is to harness intellectual capital and deliver easily navigated and functional solutions and experiences to FRM clients and their users.

Always an “outside the box” thinker, Stan has also been committed to enhancing diversity in franchising.

He is responsible for creating the Urban Expansion initiative, a Blimpie International diversity program that earned him an invite to the President’s “Conference for Community Empowerment,” and for co-creating the Pro Athlete Franchise Initiative (PAFI), an organization devoted to creating a bridge between transitioning professional athletes and franchise opportunities. In recognition of his ongoing work in diversity, Friedman very proudly accepted the IFA’s Ronald E. Harrison Diversity Award – an honor bestowed fewer than 10 times in the IFA’s 50+ year history.

To get in touch with Stan, email him at sfriedman@frmsolutions.com or call him at 404.751.4240. For more information about FRM Solutions visit: http://www.frmsolutions.com

Page 95

Create Yours!

WHY PERSONA PIZZERIA? We make it authentic

We make it fresh

We are the only pizzeria of its kind that was developed by two Chefs – one classically trained and the other an Italian Pizzaiolo and World Pizza Champion.

Award winning meatballs, sausage and sauces or hand-crafted salads are all made in-house.

We make it fast Authentic wood-fired pizza bakes in just 90 seconds.

We make it fun A contemporary restaurant style with old world artisian pizza made the way you want.

FRANCHISING NOW Visit www.PersonaPizzeria.com for more information Franchising USA

spot l ig ht o n serv ice

Fra nchise D y na mics

5 strategies

to improve franchise sales

“Technology, when used appropriately, can provide franchisors a significant advantage in both effectiveness and outcomes.”

increasing when their franchise system is growing.

2

Have a budget

Often, when we meet with clients who have programs that are struggling to sell, we find out that they are failing to invest appropriately in lead generation. The investment in saleable leads is substantial, with current estimates that close rates >12% of leads and lead marketing costs that range from $8,000 to $14,000.00 per sale.

The sale of a franchise is unlike any other sale I’m aware of. With a few exceptions, it requires a commitment from the buyer that is unmatched.

If you think about it from the buyer’s perspective, is it surprising the buyer is difficult to work with or emotional in this process? Probably not.

In most cases, during the purchasing process, we ask the buyer to quit their job (if they’re employed and most buyers are) and to give up their paycheck and benefits. The buyer generally has to then invest most of their personal or family’s assets to go into a business they’ve typically never done before with people they don’t know. And, we can’t discuss income with you outside of what may be published in a ‘Financial Performance Representation’ (Item 19) which is often not comprehensive.

The best performing franchisors always have a well written plan. In our business, I personally visit with nearly 100 franchisors of every size and type of franchise category, annually. It continues to surprise me, but more than 90% of those company’s do not have a written franchise sales plan.

Franchise sales are predictable. If you have a good business concept, appropriate marketing and lead generation budget along with good franchise sales technique, you will generate leads that will lead to meetings and franchise sales. While the ‘sales funnel’ metrics will vary for every franchisor – over time, your leads and lead cost can become fairly predictable.

A good franchisor understands that system growth is an organizational imperative.

Growth is important to not only the franchisor – franchisees generally perceive the long-term value of their businesses is

Often we find leadership has unrealistic expectations of the sales team versus the resources that have been allocated to achieve results. One of the many benefits of planning is that you can forecast sales

Franchising USA

Here are 5 strategies every franchise company should be using to improve their franchise sales performance.

1

Have a plan

“Even with all of the resources available today, the old adage ‘people buy from people they like, trust and respect’ has never been truer.”

against a lead budget, and all stakeholders can measure outcomes, in a much more effective manner.

3

Invest in the right tools Technology, when used appropriately,

can provide franchisors a significant advantage in both effectiveness and outcomes.

Every franchise company, regardless

of size should be using some form of ‘customer relationship management’ (CRM) software. From something

simple like ACT! to well-regarded sales

software like salesforce.com to the highly specialized franchise industry software available, a good CRM platform offers

good data capture from candidate tracking to contact management to lead generation tracking. Using EXCEL doesn’t really

work, over time. It’s shocking how many

franchisors do not have a CRM platform to support their sales efforts!

However, be sure to balance your use of

technology in the franchise sales process with constant people contact.

4

Invest in the best staff

As the largest ‘franchise sales outsourcing’ company in the business, doing more franchise sales than any other firm in franchising, I can assure you that the ‘secret’ to great sales results is, in part, hiring the best people.

Ideally, you are looking for someone who has great personal sales skills, who has the ability to understand your business, has empathy (remember that buyer is making a life decision!), good business skills, a strong work ethic and can close sales.

The money you invest in hiring, training and development of your sales staff can generate significant returns through results, over time.

Even with all of the resources available today, the old adage ‘people buy from people they like, trust and respect’ has never been truer.

5

Inspect what you expect

People tend to perform at the level of expectation that is communicated

to them. However, when they under perform, it’s often a function of leadership failing to ‘inspect what they expect’.

I’m not referring to micro-management, which tends to de-motivate people. But objectives should be set in both terms of outcomes (sales results) and goals (leads, applications, discovery days, cost measurement) to ensure what is planned and resourced can be delivered by the sales team. A CRM tool can make this easier for both leadership and the sales team.

Franchise sales is not easy, nor should it ever be – given the significant impact it can have on the success of the franchisee and the future success of the Franchisor.

Organizations that follow these strategies generally create outcomes that are significantly better than those that don’t.

Robert Stidham President & Chief Development Officer Franchise Dynamics, LLC Office: 1-708-798-1800 Mobile: 1-312-550-7888 Email: rstidham@franchisedynamics.net www.franchisedynamics.net

Franchising USA

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ex per t advice

Dale Willerton and Jeff Grandfield - The Lease Coach

Look Before You Lease

What Help do Franchisors Provide Their Franchisees when it Comes to Leasing Commercial Space?

Potential franchisees should take a lesson from cautious pedestrians who look both ways before crossing the street. Before paying a substantial franchisee fee, you must be aware and understand that the franchisor may not or simply not be able to handle every related detail for you.

Please don’t get us wrong! We are firm supporters of the franchising concept.

There are many existing franchises which are very successful as they have a strong product/service as well as the right people in place. We have found; however, that many franchisors can often fall short in the area of real estate help (specifically in regards to site selection and lease negotiating). Finding the right location is vital to a franchisee’s success or failure; however, this crucial step is not always given due consideration. By writing this article, we simply want to stress that when it comes to finding space for a franchisee,

Franchising USA

franchisors may only offer limited assistance due to lack of time, money and resources. Furthermore, a franchisor may or may not have an in-house real estate department which is dedicated to assisting franchise in these matters.

When it comes to offering real estate help there are essentially three main ways that a franchisor can support a new franchisee.

These are summarized below: 1) The franchisor will conduct site selection, secure and lease the location and then sublease the unit to the franchisee. With this arrangement, the franchisee is obligated to accept the chosen location; however, he/she does not accept final responsibility for the lease. The franchisor, having signed the “head lease” for the location, will ultimately be liable. Should the franchisee struggle or pull out entirely, the franchisor will often try to resell the business to a new franchisee.

2) The franchisor or its area manager/ developer will conduct site selection; however, will leave the lease negotiations to the franchisee.

Typically, franchisees have little or no experience with such matters – they may be lucky to negotiate a commercial lease once or twice in their lives while savvy agents/leasing representatives/real estate agents do this every day for a living. This can

be compared to a complete novice facing a master in a game of chess.

The franchisee may well enter into the process unprepared and neither asks the right questions or negotiates effectively. As a result, that franchisee can blindly agree to an inappropriate lease term, accept too much commercial space for his/her actual needs and/or miss out on receiving valuable tenant inducements (including tenant allowances, build-out assistance and/or free rent).

3) The franchisor will delegate the leasing process to the franchisee to find and lease his/her own location, often referring him/her to a broker.

This is typically the worst scenario for the franchisee. As above, a franchisee may be inexperienced in such matters and not know exactly what to look for. You’ve likely heard the adage “location, location, location” and there are many elements involved with making the best decision.

Therefore, before signing on the dotted line, franchisees need to understand exactly how much help the franchisor will provide. You can learn what you need to know by asking the following questions: 1) Does the franchisor have an in-house real estate department or person working on salary or receiving a commission from the landlord?

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ex per t advice

Dale Willerton and Jeff Grandfield - The Lease Coach

2) Does the franchisor have a real estate department/person who contacts

brokers to show properties? Despite

what many franchise tenants believe, brokers work for landlords and earn

healthy commission cheques for signed lease deals. Therefore, that broker may be trying harder to serve the landlord than working in a franchise tenant’s best interest.

3) Does the franchisor have a so-called “Area Developer” who matches

franchises, with brokers to conduct site selection? As above, this still leaves the franchisee paired with a broker.

4) Does the franchisor leave the entire

matter (of looking for available space

and negotiating the commercial lease) to the franchisee?

As you can see, when it comes to buying into a franchise system, it’s a case of

“buyer beware”. While your selected

franchisor can and will provide name

recognition, a proven track record, full-

scale training and so on, you may receive

only limited assistance (at best) with your real estate needs. By looking both ways

before crossing the street and asking the

right questions, you can better protect your own financial investment.

For a copy of our free CD, Leasing Do’s & Don’ts for Franchise Tenants, please

e-mail your request to DaleWillerton@ TheLeaseCoach.com.

Dale Willerton and Jeff Grandfield The Lease Coach are Commercial Lease Consultants who work exclusively for tenants. Dale and Jeff are professional speakers and co-authors of Negotiating Commercial Leases & Renewals For Dummies (Wiley, 2013). Got a leasing question? Need help with your new lease or renewal? Call 1-800-738-9202, e-mail DaleWillerton@TheLeaseCoach.com or visit www.TheLeaseCoach.com.

Franchising USA

“When it comes to offering real estate help there are essentially three main ways that a franchisor can support a new franchisee.”

FRANCHISING USA is part of the global network of CGB Publishing

With 30 years experience in providing high quality business information, with a particularly strong focus on franchising, our global presence allows opportunity

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Choose a 12 or 6 month package or simply

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

add the A-Z directory onto your Focus, Profile

Each detailed, full colour A-Z listing comes with a 150 write up and your logo. Excellent for branding and recognition.

All About Loving Care, Inc. All About Loving Care, Inc. is designed to assist people maintain an independent lifestyle.

We provide the means for all our clients to remain in the privacy of their own home.

We believe in treating each client with respect, compassion, and dignity, and strive to meet each client’s physical, emotional, and financial needs.

We offer non-medical home care for those in need of assistance with their day-to-day activities.

Big O Tires® BIG O Is Your BIG Opportunity.

With more than 50 years in the tire and automotive maintenance industry, Big O Tires® is proud to be a worldclass leader. As we continue to thrive in an ever-expanding market, we invite you to be a part of the exciting opportunities as a member of the Big O Tires® family.

Big O Tires® is proud to be one of the most progressive tire and automotive service franchises in the nation. When you join our family, we supply you with a powerful set of tools to help bring your business to the front of the pack: This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

Bin There Dump That Bin There Dump That is a mini disposal container system and we’re FRANCHISING IN YOUR AREA! This is a franchise business that can be up and running quickly. We invite you to imagine yourself operating your own successful mini disposal business, providing cost effective solutions to customers who appreciate your service.

The time is right for Bin There Dump That. We are a low-tech business whose systems are recognizable and repeatable.

We offer services that are systematic. The process is easy to teach and easy to learn. In no time you will be answering customer’s requests for bins and building a strong, robust client base.

Come and get your piece of this SIMPLE TO OPERATE business that has a reasonable entry cost, offers exclusive

Cardinale Enterprises Cardinale Enterprises is a leading real estate investment and development company that has built a solid reputation in the New York and New Jersey commercial real estate marketplace.

For more than 25 years, our company has

Franchising USA

or Ad! To learn about the A-Z directory or any other products please contact Kimberly Kutnick: kimberlyk@cgbpublishing.com or 847-607-8407.

The clients we service range from those newborns to the elderly and with conditions ranging from Autism to Alzheimer’s.

We are a non medical home care agency specializing in Senior care. Our services include but are not limited to 24 hour care, hospice care, personal care, respite care, meal planning and preparation.

Phone: (877) 822-0211 Fax: (310) 301-0004 Website: www.allaboutlovingcare.us

• Leading name-brand recognition.

• Experienced franchise system.

• Competitive marketing strategies.

• Dynamic and perpetuating consumer engagement • Comprehensive start-up training.

• Sales guidance from a network of retail experts.

• Multiple warehouses stocked to meet inventory demands.

• National and regional meetings/conventions.

• Access to exclusive marketing resources.

• On-site visits and strong support from Franchise Business Consultants.

Contact us today! www.bigofranchise.com

territories, full training, marketing materials, lead programs and offers you over 100 years of experienced franchisor support!

Enjoy the benefits of non-competitive relationships with other Bin There Dump That dealer/owners across North America. Share in a pool of knowledge that will assist you in maintaining competitive market advantages.

Learn key success factors from the pioneers of the mini roll off container systems. Create an organization designed to maximize productivity while controlling costs.

Contact: John Ferracuti Phone: 905-823-8550 Email: john@BinThereDumpThat.com Website: www.BinThereDumpThat.com

established a track record of excellence by developing, marketing, managing and investing in retail properties and mixed-use developments throughout the Northeast.

Phone: 732-747-7846 or Email: Leasing@cardainaleenterprises.com You can also visit our website: www.CardinaleEnterprises.com

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

Filta Enviromental Kitchen Solutions The Filta Franchise is described as a mobile vacuum-based fryer management company. Serving 5,000 customers a week on average from 130 Filta Franchise Owners and hundreds of Service Technicians all over the United States.

Micro-filtration of oil and fryer management may not be a franchise you’ve considered yet. However, first consider the demand from customers. Filta’s customers save a great deal of money in oil costs, less accidents and labor in their operation. FiltaFry, a core service of the company, claims to save customers up to 50% in their oil usage.

Second, consider reports which now show food service industry sales to exceed $683 billion in the US alone.

Franchise Dynamics, LLC Franchise Dynamics is a full-service franchise sales outsourcing firm. We provide our clients with world class consulting, training, lead qualification services and full service franchise sales, building the next generation of leading franchisors around the globe.

Franchise Dynamics provides a full suite of services on an ongoing basis, allowing our clients to focus on their operations and marketing.

We provide start to finish franchise development for our clients. We recommend and manage lead generation marketing, distribution of marketing

Franchise Foundry Franchise Foundry is truly a business accelerator with specific focus on franchising.

The Foundry team has years of experience building businesses and understands the unique challenges that emerging franchisors face.

• Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide.

For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com

Both points make it clear to see the unique position Filta has and how it’s directly keyed into the growth of the food service industry.

For a Filta Franchise Owner, this means an in-demand value based service, which everyone can agree is the cornerstone of any successful business. Not to mention, offering a service which prevents workplace accidents is just good for you, your business and your customers.

Want to learn more about becoming a Filta Franchise Owner?

Address: 7075 Kingspointe Pkwy #1 Orlando, FL 32819 Phone: 407-996-5550 Fax: 407-996-5551 Website: www.filta.com Email: ablake@filta.com Please send leads to franchiseleads1@filta.com Contact: Adam Blake, VP of Franchise Development

materials, disclosure documents and manage all leads through the franchise sales process. The Franchise Dynamics team on each project looks, feels and operates like a member of the franchisors’ internal organization, working with marketing, operations and executives and staff to coordinate activities. Our fulfillment model is shared risk; unlike other competitor companies, we never take a portion of either royalty or equity from our client companies.

Contact: Robert Stidham Email: info@franchisedynamics.net Website: www.franchisedynamics.net

growth initiatives and form proactive interdependent relationships at all levels.

• To assist early-stage and mature franchise brands (USA & International) that have not yet achieved levels of success per stakeholder expectations with customized change management programs developed and launched within a re-incubation process.

• To ensure success of franchise start-ups through development and execution of comprehensive strategies and deployment of key business support resources.

• To focus primarily on franchise brands in various industry segments including children’s products & services, home products & services, consumer products & services, B2B professional services, commercial services, home-based businesses and unique food concepts.

• To create positive cultures, implement franchise best practices, build solid foundation for strong unit-economics, introduce effective technologies, develop & launch practical

Website: www.FranchiseFoundry.com or Email: Deb@FranchiseFoundry.com Phone: (832) 838-4822

honkamp krueger

Our depth and level of franchising expertise along with our track record for providing independent and objective franchise advisory/consulting services clearly differentiates HK from all other franchise advisors across the country.

Our Mission

Honkamp Krueger & Co., P.C. is a Top 100 CPA and business consulting firm and the eight-fastestgrowing CPA firm in the U.S. (Accounting Today, 2015) Specializing in franchise services, HK offers 40-plus forward-thinking, innovative solutions to franchise organizations in all 50 states.

In addition to our tax, accounting and consulting services, HK offers total hire-to-retire solutions through our human capital management affiliate, HKP. Through our HK Financial Services affiliate, HK offers world-class wealth management solutions.

When you partner with HK for your franchising needs, you will always have easy access to one of our owners who will walk in your shoes with you and who has a unique perspective on being an entrepreneur and business grower.

Phone: 888.556.0123 www.honkamp.com

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fr a nch ise & serv ices di r ecto ry

International Franchise Professionals Group

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

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

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

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

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

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

Income Store

Generating” websites for individuals, groups and funds. They refer to the individuals, groups and funds as “Site Partners”.

Income Store takes the real estate agent model to another level. Not only does Income Store find revenue generating websites, they buy, manage, market and further monetize the website for their Site Partners.

Income Store uses the term Site Partner because they have skin in the game. Instead of getting paid an upfront fee, like a real estate agent, Income Store receives a revenue share on each site purchased.

Income Store is unique on many levels.

Phone: 877-627-1213 Website: www.Incomestore.com Email: mengstrom@incomestore.com Contact: Mike Engstrom

We are an Inc 500/5000 company as of 2013 and over 5 years of business growth.

What if a store carried income items that produced $500 / month to $20,000 / month? Although sounding a bit “Too Good To Be True”, that store exists.

You can find it at www.incomestore.com We are looking for capital investments of $50,000 to $700,000 to put a partnership together with you. We buy it with you and run the business for you. We maintain and grow your online business as you do other things. Watch our videos on IncomeStore.com and TodaysGrowthConsultant. com web sites for more information.

Similar to a real estate agent, Income Store finds “Revenue

jani-king Jani-King - The world’s largest Commercial Cleaning Franchise Opportunity. This Franchise Opportunity has over 9,000 unit franchise owners in 14 countries.

Franchise Owners are professionally trained to provide services to customers in Commercial Buildings, Healthcare Facilities, Schools & Universities, Hotels/Resorts, Casinos, Sporting Venues, etc.

For 44 years Jani-King has perfected a method

Jimmy’s Fries & Shakes Jimmy Britz was serving in the US military in Hamburg, West Germany during the cold war.

After retiring from the army, he moved to Quebec, Canada, where he moonlighted as a DJ. He found something else though as well. He found a new favorite food, and it ended up being a food which would change his life forever. Poutine.

Poutine is a simple dish, the base being French fries covered in brown gravy and cheese curds. Of course, there are many places in Canada to get the dish, and each one puts their own spin on it.

kz companies KZ Companies is a full service commercial & residential real estate development and investment company.

Our Franchise Services Division specializes in directly integrating with franchise operators to lead in all aspects of new store development and new store roll out programs.

We provide an unparalleled access to capital and manage our client’s development process from start to finish. Our in-house resources and well capitalized company provide turn-key capabilities that deliver stores quickly and economically.

Franchising USA

of operation in the commercial cleaning industry.

Known as “The Jani-King System”, new franchise owners are trained using the most up to date technologies, procedures, tools, and equipment.

They are able to grow their business and succeed with the expertise and support of a local regional office, in addition to numerous Jani-King International resources.

For more information: Phone: 972-991-0900 / 1-800-JANIKING or Email: csturdivant@janiking.com Website: www.janiking.com

Jimmy had it and fell in love, and found himself shocked that the dish wasn’t more popular in America. ‘Jimmy’s Fries & Shakes‘ has been nominated among the 100 fastest growing franchises in 2014 in America by Franchising Today.

The restaurant offers poutine, Canadian dishes and its signature milkshakes. Jimmy’s have recently signed a multimillion franchising deal with a master franchisor in Dubai, United Arab Emirates. That franchisor is expected to expand Jimmy’s Fries & Shakes throughout that region.

Franchising queries: franchising@jimmysfries.com General queries: info@jimmysfries.com www.jimmysfries.com

Since the inception of our company in 1994, we have successfully built over 200+ projects for national and regional retailers across the country and developed an extensive foundation of relationships with tenants, homeowners, landlords and municipalities. Through our relationships we pride ourselves on a proven track record of delivering all our projects on time and on budget. Our long history of successful projects can be attributed to a grounded belief that our success depends on our clients’ and partners’ success.

For more information: Phone: (949) 476-2700, Email: info@kzcompanies.com Or go to Website: www.kzcompanies.com

Liberty tax service Founded in 1997 by CEO John T. Hewitt, Liberty Tax Service is the fastest-growing tax preparation franchise in the industry and has prepared almost 18 million income tax returns in more than 4,400 offices and online.

Liberty balances strong growth, best business practices, social responsibility, and a fulfilling life experience for our franchisees. We’re committed to creating a business system and environment that will be held up as the model for all other tax preparation franchises to emulate.

Liberty Tax is a company to watch, not just in tax preparation franchise terms, but in the business world as a whole. Our corporate team, Area Developers, and franchisees are accessible and down-to-earth. We provide a supportive network and a culture that is progressive and fun.

You can join one of the top franchise opportunities in the world. Just fill out our request franchise information form to find out more about Liberty Tax. www.libertytaxfranchise.com/request-franchiseinformation.html

Little Caesars

continue to receive support, expert analysis and consultation from corporate as their business grows.

Little Caesars offers strong franchisee candidates opportunities in select locations across the country. As America’s fastest growing pizza chain, Little Caesars provides candidates an opportunity for independence with a proven system, a simple operating model and strong national brand recognition.

Little Caesars’ requires candidates desiring to open one store to have a net worth of $150,000 with a minimum of $50,000 in liquid, unencumbered assets (such as cash).

Franchisees must also be able to obtain financing to cover the total costs of opening a franchised location.

Franchisees benefit from a comprehensive training program that focuses on all aspects of the business, including training, architectural and construction services to help with design, preferred lenders to assist with financing, the ongoing research and development of new products, and effective marketing programs. Franchisees

LoyaltyGenerator LoyaltyGenerator provides a fully-managed, automated, cloud-based cross-media marketing platform that incorporates prescriptive analytics to empower franchises of all sizes to simply, predictably and profitably generate intense customer loyalty.

With LoyaltyGenerator, franchisors can systematically define and drive the loyalty story at any level of their value chain, controlling brand

Midas Midas, a recognized brand throughout the world and highly renowned name in complete car care, is proud to be one of North America’s original franchise opportunities – and one of its best.

With Midas, you experience the best of both worlds - the support of an experienced franchise organization and the satisfaction of operating your very own auto service enterprise. As a Midas franchisee, you become a trusted name the day you open your doors for business. Building consumer trust is at the heart of our brand. We work every day to earn that trust by providing expertise, responsiveness, and the best value to every customer every time.

Benefit from nearly 60 years of “The Midas Touch”

Money Mailer Money Mailer Franchisees are marketing consultants, showing neighborhood business owners how to target their best prospects with compelling offers delivered in the mail, on the Internet, to mobile devices and on social media.

This integrated marketing solution is provided to each business for literally pennies per household. We are the only national franchise laser-focused on local businesses, one of the most under-served market segments in the Country. Local business owners do not have the time or internal resources to develop this marketing expertise on their own so franchisees become an internal ad agency resource creating monthly repeat business potential in each protected territory.

For the sixth year in a row, Little Caesars was named “Best Value in America”* of all quick-serve restaurant chains.

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

continuity and consistency from the top-down, while selectively enabling franchisee autonomy from the bottom-up.

Innovators like Annex Brands trust LoyaltyGenerator to automatically deliver the right message to the right customer on the right channel, at the right time. Just set it and forget it.

We’ll take care of the rest.

For more information about increasing your customer loyalty, please visit: www.loygen.com.

Midas has built a stellar reputation in the automotive service and repair industry nearly six decades. We want to help you succeed. Before you open a location and as you continue to operate your shop, Midas will help you with the following: • Business management system for your shop • New franchisee orientation • Ongoing training and training resources • Operational support.

• Development support • Optimizing and marketing your business: Join Midas today by calling 1-800-365-0007 or visiting www.midasfranchise.com!

This website and any request for information or forms are not a franchise offering or an offer to sell a franchise.

Money Mailer’s revolutionary “GPS” (Goals, Process & System) franchise package provides an exclusive 2 -year performance based funding platform that gives new owners a clear and direct path to success as they open and build their business. It also includes one week of classroom training, 4 weeks of “Boot Camp” at Money Mailer’s company store, 2 years of $0 royalty and a personal Franchise Performance Coach to assist in a successful launch in your own territory.

Money Mailer’s training and ongoing support is unrivaled in franchising.

Phone: 714.889.4698 Website: www.franchise.moneymailer.com Email: franchiseleads@moneymailer.com

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murphy business Murphy Business Northwest gives you the best of two worlds: our office is a small, local business closely connected to the community here in Puget Sound, specializing in personal service to our clients; yet, we are affiliated with one of the largest business brokers with offices throughout North America. Our experienced professionals can offer an unsurpassed range of brokerage services: • When Selling a Business or Buying a business, • Business Valuation Services • Commercial Real Estate Brokers

Naturalawn of america NaturaLawn of America offers organic-based lawn care services to customers across the United States seeking safer alternatives to traditional chemical lawn care.

They pioneered the breakthrough into environmentally responsible lawn care back in 1987 (before “going green” was the norm). While chemicalbased companies continued to randomly spray unnecessary pesticides, NaturaLawn of America developed an Integrated Pest Management System (IPM), which was unprecedented in lawn care.

Nutrition Zone Nutrition Zone is in the business of changing lives.

That includes the Franchisees who join us on this incredible and noble journey. At Nutrition Zone, we do not only take great pride in creating stronger, smarter and healthier clients through the best stores and business model in the industry, we take great pride in identifying and developing successful, determined entrepreneurs providing them the tools and opportunities to reach their financial goals along the way.

Nutrition Zone was founded to serve, educate and empower the community by improving the quality of our

Our Town America For over 40 years, Our Town America has been providing new movers with traditional hospitality by mailing warm housewarming gifts from local businesses in a premium welcome package.

It is Our Town America’s mission to welcome new movers into their communities, to help local businesses gain new loyal and long-term customers, and to provide franchisees with an excellent business opportunity.

Thousands of satisfied business owners throughout the United States attest to the success and effectiveness of the Our Town America program

Persona Wood Fired Pizzeria Persona Wood Fired Pizzeria is the only “Create Your Own” concept of its kind that was developed by two Chefs— one classically trained and the other an Italian Pizzaiolo and World Pizza Champion.

Persona’s exceptional quality starts with our fresh and extremely high quality ingredients. We craft an authentic Neapolitan pizza from imported “00” flour imported from Naples, Italy. The vine ripe plum tomatoes grown for our tomato sauce are sourced from the San Joaquin Valley. Our hand-made meatballs, sausage and sauces have all won gold medal acclaim worldwide, and we think your taste buds will agree.

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• Best Franchise Opportunities for buyer • Equipment Appraisals Our professional business brokers all have past experience as business owners and managers. We apply that business sense to help match buyers to an appropriate business.

Visit the website www.yourfranchiseadvisor.com/home/our-franchiseadvisors/curt-maier/ For more information contact Curt Maier Office 425 679 6627 or Cell 425 505 3649 you and also email curt.maier@murphybusiness.com

By creating natural lawn care programs specific to the needs of each individual lawn and through its use of organic-based lawn care products, NaturaLawn of America continues to give customers nationwide, the healthier, greener lawns they desire while protecting people, pets and the environment.

Headquartered in Frederick, Maryland, NaturaLawn of America provides business opportunities to individuals wishing to own their own franchise.

For more information Phone: (800) 989-5444, Email: info@naturalawnfranchise.com Or go to Website: http://naturalawnfranchise.com/

clients’ lives.

From inception, Nutrition Zone’s customer service and sincerity has been at the forefront of our growth. This is realized through highly educated team members who share our goal of making a positive, meaningful impact in our communities. Nutrition Zone provides premium service and premium products at extremely competitive prices.

SERVICE - QUALITY -COMPETITIVENESS - EXCELLENCE NUTRITION ZONE – A FORCE BEHIND A BETTER YOU!!

www.nutritionzonefranchise.com

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

Since beginning to franchise in 2005, Our Town America has been consistently ranked a Franchise Business Review Top 50 Franchise making them the only Advertising brand to land a spot in the 10-year Hall of Fame and the sole company to be crowed Franchise Business Review’s Top Company.

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

You can choose from one of our chef inspired specialty pizzas or create your own with over 30 toppings to choose from. Our expert pizza makers will create your pizza just the way you like it. Your imagination and creativity is the only limit!

Once your pizza assembly is complete, we bake it in one of our imported Italian Marra Forni wood fired ovens. At 800 degrees, 90 seconds is all it takes to produce a pizza that is crispy and chewy in the Neapolitan tradition.

Craving something from the garden? Our freshly tossed salads are a great complement to your wood fired pizza. Our award- winning dressings are all made from scratch. Complete your experience with our rich gelato handmade locally by an Austrian-trained gelato chef.

For more information visit www.personapizzeria.com or Email: info@personapizzeria.com

Pop-A-Lock™

grown to serve 8,500 communities throughout the U.S. and Canada.

Pop-A-Lock™ is the most trusted team of security professionals in North America.

While Pop-A-Lock’s main focus is on emergency automotive locksmith services, we also offer a full range of services for your home and business security. In addition, we are proud to have created the PAL Saves Kids Program – a free community service dedicated to saving children who are inadvertently locked in vehicles.

It was founded in 1991, in Lafayette, Louisiana by two law enforcement officials who recognized the need for security services in their area.

Due to years of dedication to pride in service and customer satisfaction, Pop-A-Lock has developed a reputation for fulfilling customer needs quickly and professionally - and as a result, the company has

Redrhino REDRHINO isn’t just another flooring company – we are a premium epoxy coating supplier and installer committed to doing the industry’s best work on every project.

That one philosophy sets us apart from our competitors, and has helped us grow into a nationwide leader in epoxy flooring since 2005.

There are a lot of businesses and independent contractors offering epoxy coating for concrete floors, but when precision, quality, and real-world

service brands international One Company. Multiple Brands.

We’ve created life-changing opportunities as a privately-owned company with a distinctive culture of community service and hundreds of successful business owners nationwide.

With over 30 years of franchising experience, SBI provides the leadership, business systems and franchisee support that allow our

Contact: Michael Kleimeyer Email: MichaelKleimeyer@systemforward.com Website: www.popalock.com

guarantees matter, clients turn to us. That’s because we have a reputation for being customer-service centered, and being able to manage projects and timelines that other epoxy flooring companies can’t.

When you need flooring that’s beautiful and durable, applied correctly the first time on your schedule, REDRHINO should be your first call.

For more information contact Michael D. Kenealy | CEO 1 (310) 435-4153 or 1 (888) 292-6478 email: info@redrhinoflooring.com Or visit our website www.redrhinoflooring.com

franchisees to experience ease of operation and success.

We are: Molly Maid, Mr. Handyman and ProTect Painters. Our mission is to help owners quickly reach their profit goals and realize their dreams.

For more information contact: Steve Lajiness, V.P. of Franchise Development for SBI Tel: 734-822-6110 or Email: steve.lajiness@servicebrands.com Website: http://franchise.servicebrands.com/

Sherpa Kids

Each member of the Sherpa Kids Franchise System has an important role to play.

Sherpa Kids will work and engage with all stakeholders to ensure continuous learning that meets children’s needs. We pride ourselves on creating a nurturing and caring environment for the care of your school-aged children. We do this through a structured and wellbalanced program in before, after school and vacation care services.

The success of every individual Franchise strengthens the Sherpa Kids brand. A growing Franchise System means greater marketing and advertising power, more brand awareness, higher market penetration, new and improved systems, and more team members to share knowledge, ideas and strategies.

Become a Sherpa Kids Country Master Franchisee and make an investment on two levels.

Your new life will be rewarding financially and personally as you help school communities and franchisees achieve their business and lifestyle goals.

smokes poutinerie Smokes Poutinerie is the Worlds Largest & Original Poutinerie; inventing and leading the quick-serve Poutine industry, offering over 30 types of Gourmet Poutine.

The exclusive Poutine menu plays a very significant role with its Signature Gravy, Fresh Hand-Cut Fries, Squeaky Cheese Curds and an unlimited combination of toppings like double-smoked bacon, flat iron steak, grilled chicken, caramelized onions, sautéed peppers and many more mouthwatering options.

The Smoke’s Poutinerie goal is to bring this authentic, quality Canadian dish to the rest of the World in their own original and unique way.

Already operating in 6 countries – Australia, New Zealand, South Africa, England , Canada and Ireland.

Contact: Vicki Prout Email: vicki@sherpa-kids.com Phone: +61 8 8354 4886; Mobile: +61 4 3980 3078 Website: www.sherpa-kids.com

There is no slowing down the Gravy Train, with Smoke’s Poutinerie expanding exponentially since its debut on the Franchise scene in 2009. Boasting a whopping 100 locations Coast to Coast in Canada and kicking it into high gear with its expansion into the U.S., Sports & Entertainment and International Markets.

The first official U.S. location recently opened in Berkeley, California where customers were lined up around the block anxiously awaiting their first bite! Next up, Smoke’s Poutinerie Las Vegas, Hollywood, New York City and numerous other states and cities.

Phone: 905 427 4444 Website: www.smokespoutinerie.com Email: franchises@smokespoutinerie.com

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Spherion Staffing Services Join the ranks of an established recruiting and staffing leader!

As a Spherion franchise owner, you will be well-positioned to create a successful future for yourself and you’ll have a stake in helping others make a better life for themselves through rewarding employment opportunities. This is the passion that drives our business every day and the financial rewards are just as exciting. One of the fastest growing industries, staffing is projected to grow six percent annually and reach $115 billion this year. Spherion owners produced more than $500 million in annual sales last year alone. It’s an ideal opportunity for an entrepreneur to step into and begin building a thriving business.

Since 1946, Spherion® has been supplying flexible, tempto-hire and direct-hire talent to companies of all sizes and

Stratus Building Solutions Founded in 2006, Stratus Building Solutions was developed to provide a superior, environmentally friendly commercial cleaning experience driven by dedicated, entrepreneurial, small business owners and regional support centers.

Now under new ownership, the company continues to grow upon idea that through commitment and a loyalty to exceptional service, your own commercial janitorial service franchise has unlimited earning potential.

For the past 9 years, Stratus Building Solutions has developed into a household name in the janitorial service industry. Offering professional training programs,

The Interface Financial Group – IFG 50/50 The Interface Financial Group – IFG 50/50 is an affordable home-based franchise that provides short-term working capital to small and medium-sized businesses by purchasing current, quality invoices at a discount, thus accelerating the client’s cash flow and growth.

All transactions are syndicated 50/50 with the franchisee and the franchisor, and that means less working capital required to fund transaction: IFG does the bulk of the due diligence and the ‘paperwork’ for the transactions, and IFG 50/50 franchisees will concentrate their efforts on building the referral relationships – they do the ‘people work’.

Key advantages of being an IFG 50/50 franchisee include: • No staff to hire, fire, or manage

The Joint Chiropractic The Joint Chiropractic is reinventing chiropractic care by making quality alternative healthcare affordable for patients seeking pain relief and ongoing wellness.

Our membership plans and packages eliminate the need for insurance, and our no-appointment policy, convenient hours and locations make care more accessible.

The Joint performs more than two million spinal adjustments a year across 250+ clinics nationwide.

With a proven franchise model in a $12 billion dollar

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

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

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

Franchising USA

industries. Specializing in administrative, light industrial, contact center, non-clinical healthcare and professional placements, we offer a comprehensive range of workforce solutions to fit the unique needs of our clients. Operating through a network of 175 franchise locations, Spherion has distinguished itself as a local staffing partner providing personalized service, backed by the resources and breadth of a $2 billion workforce leader. Last year, we connected more than 170,000 job seekers to 3,000 companies nationwide, and the numbers continue to grow. We are a strong community of owners that genuinely love what we do and it has earned us a reputation of excellence in our industry.

To learn more, please contact Bill Tasillo on our Market Expansion Team at 404/964-5508 or go to www.spherion.com/franchise

multi-level business support, state-of-the-art cleaning equipment, Green Seal Certified, biodegradable, non-toxic “Stratus Green Clean” chemicals, 24-Hour emergency services, Stratus Building Solutions is second to none in the commercial janitorial service industry and the pursuance of cleaning for health.

With customizable cleaning options and competitive rates, Stratus Building Solutions provides services to a large range of clients, from schools, medical offices, shopping centers, warehouses, dealerships, religious centers, professional offices, daycares, retail stores, gyms and more.

Contact us today at www.stratusclean.com

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

industry, The Joint is making quality healthcare affordable, approachable and convenient for patients—while simplifying business operations for chiropractors and franchise owners.

Our plans and packages eliminate the need for insurance, and our no appointments policy and convenient locations make care more accessible.

The Joint performs more than two million spinal adjustments a year across 250+ clinics nationwide.

For more information, visit thejoint.com/franchise or Email: franchise@thejoint.com

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

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

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

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INTRODUCING OUR NEW

A-Z LISTING SECTION! Midas

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otive ser vice tion in the autom t a stellar reputa t to help you Midas has buil decades. We wan stry nearly six continue to you as and repair indu and n a location ope you wing: ore Bef succeed. you with the follo p, Midas will help p operate your sho tem for your sho sys ent em nag • Business ma ee orientation • New franchis resources ing and training train • Ongoing por t. sup al tion era • Op suppor t • Development business: marketing your • Optimizing and or visiting ww w.

00-365-00 07 ay by calling 1-8 Join Midas tod m! .co ng or an a franchise offeri midasfranchise or forms are not inform any request for This website and hise. offer to sell a franc

ation

Making an appearance every month in Franchising USA magazine Each detailed, 4 color A-Z listing comes with a 150 word write up and your logo.

Excellent for branding and recognition.

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

To learn about the A-Z directory or any other products, please contact Kimberly Kutnick: kimberlyk@cgbpublishing.com or 847-607-8407.

www.franchisingusamagazine.com

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Here's Our Way of Saying "Thank You" to Our Veterans

As a proud participant in the VetFran program, FASTSIGNS is honored to offer veterans a franchise fee of $18,750 - a savings of 50% - and reduced royalties for the first 12 months.

“After retiring from the Air Force, I knew that I wanted to do something for myself, and I found that FASTSIGNS® fit perfectly into what my idea of a company should be. Much like the military in the support and family type atmosphere and attitudes, I found that the “we’re in this together” feeling that is portrayed throughout the organization appealed to my sense of purpose.”

Doug Graham, veteran | FASTSIGNS of Parker, CO

“My time in the military taught me leadership and management skills, how to put a team together and to set objectives to ensure everyone works towards a common goal. FASTSIGNS® is providing me with the opportunity to strive in the areas I know best and I couldn’t ask for more.”

Eric Schnitzer, veteran | FASTSIGNS of Brandon, FL

For more information, contact Mark Jameson at mark.jameson@fastsigns.com or 214-346-5679. www.fastsigns.com