Veterans in Franchising April 2016 Franchising USA 4#6 2 by CGB Publishing

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Veterans in Franchising april 2016

www.franchisingusamagazine.com

NTY Promises New Challenges, Opportunities for Veterans in case you havenâ&#x20AC;&#x2122;t heard

franchsing is booming Government Financing of Veteran Franchising

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SAME DRIVE. DIFFERENT BATTLEFIELD. TAKE THE NEXT STEP > VETFRAN.COM OFFERING FINANCIAL SUPPORT, TRAINING & MENTORSHIP Veterans interested in franchising can take their skills learned in the military to successfully own and develop small businesses. Learn more and support veterans in franchising at www.vetfran.com.

• 650 franchise companies participating • 151,000 veterans and their spouses found careers in the franchise industry • 5,100 veteran franchise owners

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V eterans in F ranchisin g S upplement april 2 0 1 6 Our Veterans in Franchising special supplement has become a regular feature of Franchising USA. To share your story in the next issue, please contact Vikki Bradbury, Publisher Phone: 778 426 2446 Email: vikki@cgbpublishing.com

Contents On the Cover

News & Expert Advice

NTY Franchise Company

66 In Case You Havenâ&#x20AC;&#x2122;t Heard, Franchising is Booming!

Cover Story 62 NTY Promises New Challenges, Opportunities for Veterans

Profiles 64 Bar-B-Clean 74

Jim Judy, Franchise Business Consultant

68 Using Credit Cards for Small Business Darcella K. Craven and Bill Rumping, Veterans Business Resource Center

72 Government Financing of Veteran Franchising Jim Mingey, Founder and Managing Director, Veterans Business Services (VBS)

Postal Connections

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V e t er ans in Fr anchising

C over S tor y - N T Y

NTY Promises New Challenges, Opportunities for Veterans One franchise that is in the business of turning the old into the new again wants to help entrepreneurial veterans start a new chapter of their lives. NTY, standing for ‘New To You’ is a company that owns the franchising rights to five brands in the resale retail industry: Clothes Mentor, Children’s Orchard, Device Pit Stop, New Uses and NTY Clothing Exchange. “Our main goal is to sell franchises and then support the franchisees that we sell them to,” NTY’s chief operating officer Chad Olson said during a recent interview from the company’s headquarters in Minneapolis. Clothes Mentor, which buys and sells used women’s fashion and accessories, started franchis-ing in 2007. Currently, it has 140 stores open and 43 stores sold and awaiting opening. Acquired by NTY in early 2014, Children’s Orchard buys and sells gently used kids items. It cur-rently has 27 stores open with two sold and awaiting opening. Device Pit Stop, meanwhile, has 11 stores open with another 10 sold and awaiting opening. NTY acquired the brand’s franchise rights in the fall of 2013. It buys and sells used electronics. Buying and selling used home goods like furniture, artwork and small appliances is the business model for New Uses. The brand has 11 stores open with one sold

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“The collective experience of everyone who is involved with NTY is a huge incentive for any franchisee to choose one of the company’s brands for opening a business.” and awaiting opening and it’s been around since 2011. And with two stores open and four sold and awaiting opening, NTY Clothing Exchange, which buys and sells clothes in the teen and young adult market, started franchising in Mid-2014.

The Need for Used to New In a world that is increasingly looking for environmentally friendly ways to deal with everything, all of NTY’s brands offer that coveted green alternative for people’s old clothing and other items, Olson said, giving people the option of getting cash for the stuff they’re no longer using rather than just throwing it away. And with consumers often being highly cost conscious, NTY also gives them a way to save money, with products selling for, on average, 70 percent less than they would be sold as new. All of the NTY brands make sure the items people bring them have resale value. It has to be in good condition and, in the case of apparel, it also has to be in style. Each brand will evaluate a product and they all have a pricing matrix they use to make sure they’re selling items at a price that gives value to the customer and also the business.

In the Beginning Clothes Mentor was founded in Columbus, OH. with a store in that city and another one in Can-ton, OH. Olson and his father, Ron Olson, decided to go into business together, both having Resale/Retail franchising experience with another company. When they began looking at what opportunities were out there for their own business, they found out about Clothes Mentor and noted the two stores were doing quite well. From there, the father and son negotiated the franchising rights to that brand and have been adding to the NTY family since.

Entrepreneurial Spirit While their franchisees come from all walks of life — from teachers to former professional bull riders — they all have one thing in common and that’s the one thing NTY wants in a franchisee. “We want people who have that entrepreneurial spirit,” Olson said. They must have motivation and they must also have accumulated some wealth in the past that they’re able to invest. While the company has just a handful of veteran franchisees at the moment, Olson is looking to change that, as he

knows veterans have a stellar reputation as franchisees. Veterans’ dedication and commitment to carrying out the processes they’ve been taught is what makes them good franchisees, he noted. “That’s what franchising is all about, taking the business model and the processes that we have proven to be profitable and teaching it to others,” Olson said. “People who have had that military experience following processes fit really well into a franchise system because they will take those processes that we have developed to run and execute a successful business model and follow those processes to a tee.” NTY has just submitted its application to join veteran franchising organization VetFran. Cur-rently, veterans receive a $2,500 discount off any NTY franchising fee. As an added incentive — and this goes for any franchisee — three of NTY’s brands also offer a $40,000 jump start program. Any franchisee that opens an NTY Clothing Exchange, a Children’s Orchard or a New Uses will receive a $20,000 marketing contribution from NTY when their store opens. In addition to that, every six months after their grand opening, they will receive an additional $5,000 marketing con-tribution from the parent company over a two-year period, totaling a $40,000 contribution toward marketing from NTY.

Training and Support NTY helps franchisees find the right real estate, helps them procure financing, and brings them to Minneapolis for three weeks of comprehensive training in every aspect of running their busi-ness. The company also offers support on site when franchisees are building out their store and get-ting it ready to open to ensure it’s being built out properly, they’re acquiring inventory properly and their employees are being trained properly. Then they’ll let the franchisee start running their store and come back out to help franchisees with their grand opening.

NTY representatives will visit again 90 days after grand opening, a minimum

of three times in that first year to check on inventory, customer service and if

franchisees need any additional training. Each brand has its own regional

operations managers, which are assigned to franchisees. Each regional manager

has about 20 or 30 franchisees in their

region and their main goal is to be a small business consultant. They have monthly consultation calls with franchisees and

answer any questions they have and visit franchisees at least once per year.

Expansion and Experience All of NTY’s brands are open to

expanding anywhere in the United States.

The collective experience of everyone who is involved with NTY is a huge incentive for any franchisee to choose one of the company’s brands for opening a business, Olson said. Each brand has a vice president in charge of it, he explained, and all of those vice presidents have over 20 years of experience in the retail resale sector. His father, who is president of the company, has 30-plus years of experience in the sector and when you add in Olson’s 22 years of experience, that’s a lot of knowledge for new franchisees to draw from. For veterans who are looking to make a new start in life, NTY gives them an opportunity to make that new start a success. www.ntyfranchise.com

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Ba r-B-Clea n

Bar-B-Clean Franchise

Turns Up the Heat on Franchise Expansion

Building on momentum from last year’s growth, Bar-B-Clean, a franchised barbecue grill cleaning service, aims to open an additional 20 to 25 franchise locations in 2016. Immediate franchise opportunities are available as the brand seeks dedicated owner-operators across the nation. Bar-B-Clean offers residential and commercial customers a convenient, low-cost grill-cleaning solution. There are currently 20 Bar-B-Clean locations across seven states: Arizona, California, Florida, Louisiana, Oklahoma, Tennessee, and Texas. “The Bar-B-Clean franchise is innovative and caters to a vast majority of professionals,” says founder Bryan Weinstein. “We have structured it with simplicity in mind for current and aspiring entrepreneurs and find that it is a great business model for military veterans, home service providers like landscapers and pool maintenance professionals, as well as firefighters.” The service offered includes a deep cleaning of the interior and exterior of the grill, as well as a thorough inspection of the burner and ignition systems. They remove harmful carcinogens and food particles that are transferred to your food and eliminate germs to keep your family healthy. Bar-B-Clean deters cockroaches, mice, and other pests that live and snack inside grills.

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“Franchisee Matthew Sprague, a U.S. Army veteran based in the Los Angeles area, is an example of a veteran who found the right business model in purchasing a Bar-B-Clean franchise.” There is a strong demand for barbecue grill cleaning services in the United States yet little to no regional or national systems servicing this huge market. With minimal competition, this unique concept has a low cost and no need for a truck or trailer. Bar-B-Clean’s franchise fee is $19,500, and the total investment to own and operate an exclusive territory -- around 100,000 households -- is between $19,500$25,000. This fee typically includes travel to training, equipment, insurance, along with ongoing marketing support. Both multi- and single-unit territories are currently available. And, as a veteran friendly concept, Bar-

B-Clean offers 30 percent off the initial franchise fee for qualified veterans.

Franchisee Matthew Sprague, a U.S. Army veteran based in the Los Angeles area, is an example of a veteran who found

the right business model in purchasing a Bar-B-Clean franchise. Now operating

multiple territories, Sprague serves areas including Pasadena, the San Gabriel

Valley and San Fernando Valley, among other Los Angeles suburbs. He cleans

hundreds of grills annually and continues to grow his business.

To inquire about available opportunities, visit www.bar-b-cleanfranchise.com

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FRANGUIDE.COM 703-424-2980 FIND YOUR FRANCHISE WITH FREE GUIDANCE FROM INDUSTRY EXPERTS Franchising USA

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Jim Judy, Franchise Consultant Mingey, FounderBusiness & Managing Director, VBS’

In case yo

franchi For the sixth consecutive year, the International Franchise Association (IFA) has projected small franchise businesses will grow at rates that will exceed non-franchised small businesses. The IFA is also forecasting growth of more than 13,000 new franchise units, and growth is expected across all 10 franchising sectors. With so much growth projected for the franchising industry, one would expect a seller’s market mentality among franchisors. However, with more than 3,000 brands in the franchise space, many companies are offering terrific incentives to help candidates launch their new business. “There are a lot of competing franchisors in the space today, so when you find a good candidate to open a franchise unit, you want to give them every reason to choose your brand,” said NTY Franchise Company COO Chad Olson.

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Olson’s company is a leader in the resale sector, featuring five franchise brands, including bellwether franchise Clothes Mentor, one of the largest women’s upscale resale brands in America. In March, NTY Franchise Company released details of its new Jumpstart program, offering $40,000 in funding for marketing initiatives for new franchisees of its Children’s Orchard, NTY Clothing Exchange and New Uses brands. The $40,000 breaks down to $20,000 in grand opening marketing dollars and then an additional $20,000 that will be paid in $5,000 increments every six months over two years. The program will apply to the first 20 franchises opened for each brand in 2016. “This is one of the most aggressive efforts ever put forth by a resale franchisor to support new franchisees,” Olson said. “It should send a clear message to franchise candidates regarding our commitment to their success.” Other franchise brands are actively involved with IFA programs such as VetFran, which offers substantial discounts to military veterans interested in franchising. Moran Family of Brands, one of the nation’s leading franchisors of general automotive repair, transmission

repair and automotive accessories, offers $5,000 off the franchise fee to military veterans through the VetFran program. Lawn care specialists Lawn Doctor offers 50 percent off its initial license fee to not only veterans but minorities and experienced professionals in the landscaping industry, as well. This saves the candidate $15,000 off the normal $30,000 fee, plus encourages desired segments of the population to give Lawn Doctor a serious look. “We are always happy to participate in IFA initiatives to bring more vets and minorities into franchising,” said Lawn Doctor Vice President of Franchise Development Jason Barclay. “Extending the discount on our initial license fee to people who already work in the green sector helps us bring more experienced people into our franchise family.” Lawn Doctor also offers in-house financing of up to 50 percent of the initial franchise investment, sweetening that benefit by requiring no loan payments until March, 2017, for a limited time. “This really helps new franchisees get their business up and running without worrying about their note and equipment payments due to us until next Spring.”

ou haven’t heard,

ising is booming! “The IFA is also forecasting growth of more than 13,000 new franchise units, and growth is expected across all 10 franchising sectors.” For candidates interested in multi-unit franchising, many brands offer substantial discounts on franchising fees. Wine & Design, the popular lifestyle-based business model hosting popular paint and sip parties, offers successful franchisees half off the initial franchise fees to open a second location. One of Rhino 7’s brands named Scout & Molly’s, a women’s clothing boutique, has made multi-unit franchise ownership incentives a top priority. Scout & Molly’s offers candidates tens of thousands of dollars in savings to those wanting to develop multiple stores. A commitment to open five units saves the candidate more than $100,000 in franchising fees than if they purchased the one at a time. At 10 units, the savings is worth $240,000. Rhino 7 founder and CEO Doug Schadle says they try to appeal to candidates looking to grow an organization, not just run a franchise unit.

“The critical piece of this is deciding they want to be a developer up front, not a single-store franchisee,” Schadle said. “As a franchisor, offering a steep discount on a multi-unit commitment gives us the ability to forecast an area’s development with greater accuracy. For the franchisee, it gives them an advantage in terms of developing real estate in the years ahead.” Franchise executives agree that even appealing incentive plans like these are secondary considerations when it comes to selecting a franchise. Lifestyle design, personal and professional goals, skill-set match and a fit with a company’s corporate culture still rank as the top indicators of future success. However, once all parties agree that a franchise agreement would be mutually beneficial, the right package of incentives could be a candidate’s deciding factor. “Once we’ve done our due diligence on a candidate and are reasonably certain

Jim Judy

they’d be a good fit, we want incentives

like our Jumpstart Program to convince

candidates to join our team,” Olson said. Franchise business consultant Jim Judy has spent the past 20 years in the franchise industry, gaining insightful knowledge and a keen eye for opportunity. His passion is developing relationships with current and hopeful entrepreneurs to assist them on their journey to franchise business ownership. Jim leverages his experience, success and close relationships in the franchise industry to provide valuable consultation free of charge to entrepreneurs looking to explore the benefits of a franchise. To learn more, call 919-233-3534 or email jjudy@franchoice.com

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Darcella K. Craven and Rumping, Veterans Business Resource Center Jim Mingey, Founder & Bill Managing Director, VBSâ&#x20AC;&#x2122;

Journal Activity

Using Credit Cards for Small Business It is time to check in and ensure you are staying on track with your financial management goals now that the first quarter has passed. You may have used credit cards in 2015 to secure a loan, purchase business supplies or pay off debt. If that was not a deliberate tactic for your small business growth strategy, we want to help you avoid repeating financial decisions that might not be right for your business. Business mentor and credit repair consultant, Bill Rumping, offers his advice on how to manage credit card use for small business purchases. As debt advisors we talk to many small businesses who are experiencing high credit card debt and need assistance in order to stay in business. Consider these

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guidelines to help your business avoid a credit card crisis.

Use Multiple Types of Financing Credit cards should not be your only source of financing. If you are just starting your company this is even more important because your spending may be higher than your income for an extended period of time. All startup companies should have some startup funds that can be used to help the company establish itself until monthly revenue is consistent and covers much of the monthly expenses. Startup funds may come from savings, or loans from family, friends or existing business relationships.

Separate Personal and Business Purchases Whether you use personal credit cards or business credit cards, your business and personal expenditures should not be on the same card. Separating these purchases

makes reporting much easier and gives you clearer insight into the expenses needed to operate your business. Separating your business and personal expenses also helps you separate the emotional way you use credit cards. If you tend to use your personal credit card for impulse purchases, you may find yourself making impulse purchases for your business - like the really nice desk lamp that you donâ&#x20AC;&#x2122;t really need. Keeping your business expenses on a separate credit card will help you avoid those impulse buys and focus on what you need for the business to operate.

Pick the Right Credit Card Take the time to pick out the right credit card for your business. Business credit cards help you build business credit so if business growth and access to additional capital is in your future plans you should seriously consider a business credit card. Consider your bankâ&#x20AC;&#x2122;s credit card offer but

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LATEST NEWS

FROM THE BANKS FINANC IAL ADVICE

Page TOP LAWYE RS’ ADVICE

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Jim Mingey, Founder Founder& &Managing ManagingDirector, Director,VBS’ VBS

Government Financ Veteran Franchising So where do I find the pieces to this puzzle? Who do I talk to about getting my Veteran Federal grant for starting my new business? Answer: No-one! Fact: There are no government grants offered to Veterans for franchises.

James Mingey

As I write this article I am also preparing to speak on this topic at the first Entrepreneurial Bootcamp for Veterans with Disabilities (EBV) at St. Joseph’s University on April 9th. The Bootcamp is championed by Ralph Galati, one of those Veterans who help Veterans by doing the right things for the right reasons. I’ve been asked to share what I know about accessing government financing methods for Veterans who want to pursue franchising opportunities. So what do I tell them? What resources are really available for Veterans at the Government level and what’s the real story for accessing these resources? Some typical Veteran Federal financing questions I get:

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However, the Veterans Administration does offer a “subsidy” (not a grant) for Veterans in Vocational Rehabilitation (a Veteran needs a 20% minimum disability rating or higher and most importantly having a knowledgeable Rehabilitation Counselor who will champion your goal of self-employment through franchising as a necessity for your Individual Veteran Employment Plan). Or, if you can legitimately partner with a nonprofit, you could possibly benefit from their federal grant if your franchise had something to contribute to their business model. But structuring an “arm’s length” partnership with a non-profit can be very tricky from a federal tax perspective. Beware of “private inurement”!

Who do I talk to in the Federal Government about getting my Veteran business loan for starting my new franchise? Answer: No-one! Fact: The Federal Government doesn’t offer loans to Veterans for franchises. The Small Business Administration only offers “guarantees” through Banks who in turn actually make the loans to Veterans under existing small business programs. However, you can at least find out who these banks are by requesting a list of

active SBA lenders available through your regional SBA office. Just ask for the quarterly SBA lending report from your SBA Veteran Regional Veterans Officer. He/she is not allowed to give a specific recommendation or endorse your loan but they can at least direct you to a knowledgeable SBA lender at one or more banks in your area. Before you contact the banks you might want to do research to see if your franchise is included in the SBA Franchise Registry. This will tell you if any SBA lender has financed your selected franchise before (and if it does, you should tell the bank that you approach). Your Franchisor might also have some good suggestions about SBA lenders as well. Nevertheless, all of these banks have stringent rules on franchise startups, Veteran or not. A 60-70% loan to actual costs is probably the best you can expect.

Who do I talk to at the State level about getting my Veteran business loan for acquiring a franchise? Answer: State Economic Development Agency Fact: There are State governments that offer Veterans attractive loans for acquiring franchises An Example:

State of Maryland Veterans can solve their financing gap needs for their franchise acquisition with State Government financing. Veterans can and should look to the State level for Veteran and franchise finance. In Maryland for example, the State offers

cing of

a 0% loan program up to $50,000 for Veterans starting small businesses. Just as important, they offer loans to acquire an existing franchise if the borrower is unable to obtain adequate business financing on reasonable terms through normal financing channels. So at least in Maryland there are a couple of important puzzle pieces. Check out your own State, you might be surprised.

Who do I talk to at the local level about getting my Veteran business loan for acquiring a franchise? Answer: Fact: Local government can offer Veteran attractive loans for acquiring franchises An Example:

Community Development Financial Institution (CDFI)

A CDFI receives some of its funding from the Department of Treasury for use in local economic development. Although they don’t specifically target Veteran loans, many would love to support Veterans and they offer very competitive terms. To find one, just google “CDFI” and your “location”. A CDFI might also be interested in seeing a Veteran partner with a local non-profit development actor as well. So is there anywhere else Veterans might find more pieces to the Government lending puzzle? I’m not sure, but if you don’t find any, you might want to apply to Ralph Galati’s next EBV Bootcamp which will have plenty of knowledgeable folks who know where some of the pieces are hiding. Good luck wherever you look! VBS Founder and Managing Director, Jim Mingey, is a decorated Vietnam

veteran raised from a proud military background. An entrepreneur for more 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. www.VeteransBusinessServices.us

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Postal C onnections

Military Veterans:

The Ideal Franchisees

One of the best benefits of joining a franchise system is the opportunity to learn from likeminded franchisees from different backgrounds. This collaborative environment – learning from each others’ strengths and approaching problems with a team of open minds – fosters unity, franchisee satisfaction and overall personal growth within a proven system. Of all the backgrounds we see looking seriously into entrepreneurship through franchising – marketing, customer service, management, business operations and more – we have found particular success with military veterans. Here are some qualities that set them apart.

Mission-Minded Men and women who have served in the military are especially adept at understanding the “mission” of the

franchise – and are extremely persistent in achieving that mission. An unmatched work ethic and adaptability to the proven system sets veterans apart – they are also wonderful at precise planning and implementation.

Goal-Focused Keeping personal and professional goals top-of-mind is the priority for many people looking into business ownership through franchising. Meet Anne Marie Marvin, a former Naval Commander and current Postal Connections franchisee in San Diego. In addition to running one of the most successful stores in the system, Anne Marie is also a mother and has a jewelry-making business on the side. Her determination and work ethic has led her to career fulfillment in franchising.

Leadership Potential Veterans also often display outstanding leadership qualities that are helpful as they are given opportunities to move up the ladder, so to speak, in different roles within the system. Postal Connections

“One way that we, and many other franchises, honor the men and women who have given their time and risked their lives for our freedom to pursue business ownership, is to offer a generous discount on our franchise fees.” Franchising USA

franchisee Marc Richard is a graduate of West Point and is celebrating his sixth year in business. Marc has seen incredible sales increases – consistently consistently 20 percent or better yearly – and is now harnessing his leadership and teaching potential as a franchisee trainer. His ability to inspire and guide newer franchisees has proven to be a great strength, developed during his time in the military and expanded upon through entrepreneurship. These qualities align directly with our core operating values, meaning that our franchisees are trustworthy, friendly, savvy and leading edge. We are proud that our veteran franchisees mirror these traits as well. One way that we, and many other franchises, honor the men and women who have given their time and risked their lives for our freedom to pursue business ownership, is to offer a generous discount on our franchise fees. We also partner with VetFran, which is an excellent resource for franchisees and franchisors Fred Morache is the co-founder of Postal Connections, a business services franchise connecting consumers with convenient access to postal products, shipping, printing, creative services, copying, faxing, passport services, notary and shredding in more than 15 states, and iSOLD It, which provides consumer support for selling on eBay, Amazon and Craigslist. Visit Postal Connections online at www.postalconnections.com and iSOLD It at www.isoldit.com

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