JANUARY 2022
on the cover
fastsigns
Encourages Veterans and First Responders to Join with 50% off latest news in
veteran franchising there’s no halfway when
choosing the franchise that’s right for you
Leadership. Teamwork. Executing SOPs. Connecting veterans with education, resources and opportunities at vetfran.org
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contents
veterans supplement On the Cover 62 Propelled Brands - FASTSIGNS: FASTSIGNS Encourages Veterans and First Responders to Join by Offering 50% off the Franchise Fee
What’s New 60 Franchising News
Latest News from Veterans in Franchising
Franchisee in Action 64 Jason Gibson: Storm Guard Franchisee
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66 Andrew Cruz: The Camp Transformation Centre
Profile
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70 Frank Earnest: Military Experience Helps CCI Franchisee’s Business Grow
Expert Advice 68 Charles J Bonfiglio: There’s no Halfway when Choosing the Franchise that’s Right for You
Franchise in Focus
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72 Always Best Care: Always Best Care Bringing Quality Senior Services and TeleHealth
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Neighborly seeking gr
Neighborly, the world’s largest franchisor of home service brands, is seeking growth opportunities in roughly 150 New York Metro territories, targeting both multi-unit and single-unit prospective owners to open franchise businesses with the following trusted Neighborly brands: The Grounds Guys, Mr. Electric, Window Genie, Molly Maid, Aire Serv, Real Property Management, Dryer Vent Wizard, Five Star Painting, Mosquito Joe and Mr. Handyman. “The recession-resilient nature we’ve seen within the last year from the home services sector has led to increased investment interest in our franchise opportunities,” said Brad Stevenson, Chief Development Officer of Neighborly. “Today’s homeowners are relying more than
Patti Rother named as President of Frios Gourmet Pops frios gourmet pops recently named Patti Rother as President of the brand. Rother will oversee the company’s operations, marketing, franchise development, and innovation while also leading the charge on initiatives around charity and diversity, values that have positioned frios as a profitable and fun business opportunity for investors of all backgrounds. Rother brings more than 15 years of franchise experience to her new role, including a background working in various sectors of the franchise industry with restaurant, pet care and fitness concepts. “I believe whole-heartedly in frios. It is a refreshingly approachable franchise for the average person,” said Rother. “Candidates don’t need a million dollars to buy in, thanks to the low investment and mobile format. It’s a company that focuses on nostalgia, fun, and happiness; I’ve experienced this all first hand.” For information, visit www.friosfranchise.com/. 60 Franchising MAGAZINE USA
rowth in New York Metro
ever on professionals for home maintenance and enhancements. Neighborly is eager to partner with aspiring business owners in the New York Metro area looking to deliver Neighborly’s essential services to their communities.” Across the 150 territories being targeted, four of the New York metro area’s counties -- Suffolk, Westchester and Rockland, New York, as well as Bergen, New Jersey -- stand out as they encompass about 40 of these available territories. Neighborly’s franchising brand initial investments range from $70,800 to $652,980 depending on the specific Neighborly brand, with incentive programs available for veterans. Interested prospects can find out more information here.
Gotcha Covered supports the troops by raising awareness for Fisher House and True Patriot Love foundations
I believe that organizations should always emphasize charitable giving as a companywide initiative. Since running a business results in generating revenue and profits, it is our job to give some of that back to the community. At Gotcha Covered, one group that we like to focus on is veterans. These brave men and women put their lives on the line daily for our freedom, and they deserve our support once they end active service. In November, we dedicate our efforts to veterans in the United States and Canada by focusing on the Fisher House Foundation and True Patriot Love. The Fisher House Foundation provides a home away from home free of charge for families of patients receiving care at military and VA medical centers in the U.S. True Patriot Love honors the sacrifices of members of the Canadian Armed Forces and provides
resources to meet the needs of veterans and their families. To garner attention for these organizations, Gotcha Covered adds banners to each website that includes a link back to the charities. We also make several promotional social media posts during the month, and franchise owners receive a series of newsletters about each charity that can be sent out to their clients. Both the Fisher House Foundation and True Patriot Love receive a corporate donation as well. While it’s not mandatory, we also encourage our franchise owners to donate a percentage of their monthly sales to the charities. For more information about Gotcha Covered and our efforts supporting veterans, please visit https:// gotchacoveredfranchising.com/ supporting-our-veterans-this-november/
Aqua-Tots Signs Franchise Agreement to Build Confident and Safe Swimmers in New Jersey Aqua-Tots Swim Schools is gearing up to bring high-quality swim lessons and life-saving skills to children in New Jersey!
“We’ve been planning on bringing Aqua-Tots to
The world’s largest swim school franchise signed an area development agreement with franchisees Howie and Pete Berman, as well as a franchise agreement with separate franchise owner group Stephanie and Ruddy Lopez to introduce its year-round, indoor swim instruction to families in New Jersey. New Jersey’s first AquaTots facility opened in Clark on Nov. 18, with its second location projected to open in 2022.
and Ruddy lead the way,” Wright said. “Their
New Jersey for quite some time and we couldn’t be more thrilled to have Howie, Pete, Stephanie unique experience and skills are a tremendous addition to our team. We’re confident that both teams will do a great job at spreading Aqua-Tots’ mission far across the state to save lives one swim lesson at a time.” For more information visit Aqua-Tots Swim Schools Franchising MAGAZINE USA 61
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cover story: Propelled Brands | FASTSIGNS
FASTSIGNS Encourages Veterans and First Responders to Join by Offering 50% off the Franchise Fee FASTSIGNS, the leading sign, graphics, and visual communications franchise, is currently seeking qualified franchisees to become owneroperators to help the brand grow across the United States. To facilitate this growth and find productive franchisees with a good work
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ethic, FASTSIGNS views veterans as ideal candidates for the skillsets they cultivate during their military experience. “FASTSIGNS is proud to support and offer our veterans the opportunity to open their own business and become successful entrepreneurs,” said Mark Jameson, chief support and development officer at Propelled Brands. “Over the past several years, we have seen many veterans become
We are encouraging “ everyone--from people who have been working for many years to the next generation-to consider a career in the sign and graphics industry.
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highly successful franchisees due to their strong work ethic and motivation to succeed. Because of this, we look forward to each chance we get to add a veteran to our growing network of FASTSIGNS franchisees.” FASTSIGNS commitment to veterans is recognized on Entrepreneur Magazine’s Top Franchises for Veterans list. This is the fifth year FASTSIGNS has been included, highlighting a wide variety of franchises that provide profitable opportunities for veterans. Already associated with low start-up costs, FASTSIGNS provides veteran-friendly financing options, including 50 percent off the initial franchise fee for veterans and first responders as well as reduced royalties for the first 12 months of business. “We are encouraging everyone--from people who have been working for many years to the next generation--to consider a career in the sign and graphics industry,” said Catherine Monson, CEO at FASTSIGNS International, Inc. and Chair of the International Franchising Association. “We’re seeing demand for our services continue to escalate as events return and business resumes. As a result, our franchisees’ role of being the go-to resource for visual communications in their communities continues to grow stronger every day. The growth and momentum we’ve experienced is a true testament to the strong FASTSIGNS network, our brand’s adaptability, and the rising demand for our services.” To date, FASTSIGNS operates more than 750 locations in 46 states and eight countries. Of these FASTSIGNS franchisees, around 10% are owned by veterans.
“What makes FASTSIGNS stand out is the high-quality support offered by Catherine Monson and the team at FASTSIGNS International,” said Darrin Lawrence, Army veteran and FASTSIGNS franchisee in Richardson, Texas. “During the pandemic, I could see FASTSIGNS constantly working to ensure their franchise centers were deemed essential businesses. Their support allowed me to open my doors in 2020 when everything else was shutting down and helped me transition into my current role as an owner and operator.” The total investment for a FASTSIGNS
franchise is approximately $233,555 $307,308 including a $49,750 franchise fee. Ideal candidates have a net worth of $300,000, of which $80K is liquid. Additionally, FASTSIGNS offers a special incentive for veterans and first responders, including paramedics, emergency medical technicians, police officers, sheriffs, and firefighters, which includes a 50% reduction on the franchise fee -- a savings of $24,875. For information about the FASTSIGNS franchise opportunity, contact Mark Jameson at 214-346-5679 mark.jameson@propelledbrands.com
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FRANCHISEE IN ACTION: Jason Gibson | Storm Guard
Why this Military Veteran Turned to Franchising for his Second Act of Service My Credentials Since the day that I was born, I have always lived within a military family. My father, uncle, and cousin were all in the military and I knew that I wanted to follow in their footsteps. My first infatuation with the military came in high school where I became obsessed with becoming a pilot. I worked as hard as I could and had the opportunity to attend school at the United States Naval Academy. At the academy, I had the opportunity to spend a few of my summers with the Maries, learning more about their occupational specialties.
Jason Gibson, a United States Military Veteran turned Storm Guard franchisee, shares his story and the valuable lessons that he learned while in service that have helped him to succeed within the franchise industry. Gibson served in the Marine Corps before returning home and now owns and operates one of the most successful Storm Guard Franchises in the state of Texas. 64 Franchising MAGAZINE USA
During my time, I started to resonate with the culture and missions that made the Marines exceptional. I learned more about the occupation and started to make close friends with the people I was working with. This drove me to explore the Marines more intently. I learned that it was possible to become a pilot while in the Marines and decided that this was the path for me. After graduating, I spent my first six months at the Basic School (the initial infantry officer training for Marine officers) and then I went to flight school to learn how to pilot and maintain the cobra
helicopter. While I was there, I learned how to provide close air support of ground troops and provide reconnaissance. Shotly after my graduation, I was assigned to my first squadron. We were a high preforming and intelligent unit based just north of San Diego. The lessons that I learned were incredible as you had to be able to think on your feet and be able to work in any situation. I then worked with the First Tank Battalion as one of the pilots on staff, providing liaison for the ground forces. Throughout my nine years in the Marine Corps, I was typically deployed to Okinawa, Japan where I would serve two, six-month deployments. On one occasion, I was deployed to Iraq during the initial invasion of the country. Throughout my time in the military, I learned valuable lessons that are applicable to my life today. Being able to think on your toes and learning while on the job are all things that I had to master to stay alive during my service. Today, I use these skills to help the people closest to me. Once my time in the Military was over, I knew that the skills I learned would be applicable to a future career.
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Take your exit from the military as a fresh start. You have learned valuable skills and life lessons that can be used in any business venture you choose.
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What Led me to Franchising When I returned to the United States, I thought that I needed to make a change in my life. I had a wife and two young kids at home and I wanted to spend more time with my family. I had always had an interest in investing and finance so I decided to apply to business school. I applied to Harvard Business School on a whim and was ecstatic when I found out I was accepted. My family and I moved to Boston in 2008. While taking classes I had an internship at The Boston Company, an asset management company which is owned by the Bank of New York Mellon. I started right before the market crashed which ended up opening more opportunities for me within the company. I soon became a senior analysist and ended up working for TBC for the next 11 years. While I was there, I worked on a natural resources’ portfolio with another analysist, within the central research team, picking stocks in the basic materials sector. During my time, we were able to grow the resource fund from $25 Million in revenue to $1.3 Billion by the time I left. After spending 11 years in Boston, my family and I wanted to be closer to relatives in Texas. We moved to Austin and I was interested in finding a new growth opportunity. I became interested in franchising after having a conversation with my daughter’s lacrosse coach who was in a similar position. I came out of that conversation with a new-found interest
in franchising and decided to research different brands. What intrigued me about franchising, and more specifically Storm Guard, was that I didn’t have to recreate a business model or plan of success because Storm Guard already had a proven model. After my time at TBC, I wanted to franchise a brand that could be recession resilient and be successful in an expanding city like Austin. I did some research and found Storm Guard, an innovative and recession-resilient roofing and construction brand. I fell in love with the company, the culture, and the exceptional service that they provide. Soon after I met with Shane Lynch, President of Storm Guard, to discuss the next steps and ended up opening a Storm Guard location in Austin.
Military Skills Help Veterans Navigate the COVID-19 Pandemic The skills that I have learned throughout my military service have been incredibly helpful within my new career as a small business owner. I was able to learn valuable leadership, time management, and logistic skills that have helped me to put together a team that I can trust. During the pandemic, we were forced to think on our toes and adapt to the changing world around us. With the skills that I learned; we were able to develop a targeted plan in which we saw continued growth of the brand. Not everything goes according to plan and you must support your team and establish a clear objective that everyone can buy into and get behind.
What Makes Veterans WellSuited for Franchising Military veterans are well-suited for franchising because we are all trained to constantly think on our toes and be able to succeed in any environment that we are thrown into. During my time in service, there were instances where you had to make split second decisions that could save your life. Every veteran has that instinct and it can be the difference between running a successful business during a time of uncertainty or going bankrupt. Every service member that I have had the pleasure of meeting is more than qualified to overcome these obstacles. We have learned what it takes to succeed in the harshest conditions through resiliency and strategic planning and can apply these characteristics to the franchising space.
Advice for Military Veterans Looking to Transition into the Franchising Industry My advice for veterans looking to get involved with the franchising industry would be to do your research and find a brand that resonates with you. One resource that I recommend would be Franchising for Heroes, a newly formed organization with the goal of helping servicemen, women, and first responders find jobs and break into the world of business ownership. Take your exit from the military as a fresh start. You have learned valuable skills and life lessons that can be used in any business venture you choose. Your life experience is unique, use that to your advantage. Franchising MAGAZINE USA 65
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FRANCHISEE IN ACTION: The Camp Transformation Center
Opportunities Abound at
The Camp Transformation Center for veterans and Others Seeking a Fresh Start
Andrew Cruz knew his time as an active-duty U.S. Marine was coming to an end when he started pursuing entrepreneurial endeavors over the last several years. Like many veterans in transition, he wanted to make the move from public service to civilian life as smooth for his family as possible. As a military recruiter in Southern California who guided young people through the stages to join the military, he knew he needed something meaningful, something that allowed him to continue impacting people’s lives. Around the same time in 2015, Lauren Young says she was at rock bottom. The decorated high school athlete with a passion for pole vaulting was hit by a car while jogging with teammates in a Los Angeles suburb during her junior year, and the accident drastically changed her future. While she eventually recovered physically, the mental impact left her feeling adrift through much of her 20s. At 247 pounds by age 33, Young was eager to take back control of her life and her health. Their journeys and goals are different, but ultimately the paths Young and Cruz took led them to The Camp Transformation Center, a Californiabased health and wellness franchise that has given them both the fulfilling sense of purpose they each craved. “My job in the military was to guide young men and women through the process, from paperwork and planning to mental and physical evaluations and then through boot camp,” says Cruz. “That work was fulfilling because I knew I was playing a role in changing people’s lives. That’s where The Camp is similar to me. You support and cheer on the ones that see it through and enjoy a transformation. It’s rewarding to play a role in their journey.” Prior to retiring this summer, Cruz began his business career in tandem with his military service. He ran an ATM business in local barbershops and a photo booth rental company. Having experienced the challenges of managing businesses independently, franchising appealed to him. He learned about The Camp from Co-Founder Sam Bakhtiar. The two became early-morning workout buddies in 2018. “For me, it was that relationship with The Camp’s team and the great business model that ultimately encouraged me to sign franchise agreements,” says Cruz, who owns camps in Ontario Ranch, Laguna Hills, and Anaheim. “Franchising removes the guesswork of what to do and how to do it; you’re not reinventing the wheel.” Alejandra Font, The Camp Transformation Center Co-Founder 66 Franchising MAGAZINE USA
Founded in 2010, The Camp Transformation Center was born out of the realization that despite universal
Lauren Young lost 70 pounds at The Camp and now owns her own franchise in Parma, Ohio. Andrew Cruz, Ontario Ranch, Laguna Hills, and Anaheim Franchise Owner
knowledge of how to lose weight — eat healthier and work out regularly — millions of people still struggle to get results. During an era of skyrocketing obesity, The Camp created a proven system to help this massively underserved audience achieve their goals. “I have an opportunity to continue impacting people’s lives, and there’s broad appeal at our gyms,” adds Cruz. “From former athletes to people who have never stepped foot in a gym, we have a welcoming space for everyone.” Young was one of those former athletes who found The Camp Transformation Center’s welcoming environment when she joined The Camp as a member at the Pasadena, California, gym in 2015. “I was a broken person when I became a member at The Camp,” Young says. “People who know me now can’t imagine what I was like before. I’m so much happier. The mental impact is as profound as the physical transformation. So many great things happen when you take care of yourself. It allows you to help take care of others and guide people who are also ready to make a change.” Now, as the franchise owner of The Camp in Parma, Ohio, Young is helping others enjoy the same life-changing transformation. Home of the free “20-Pound Weight Loss Challenge,” The Camp Transformation Center’s flagship program consists of group training with dynamic interval workouts, nutrition, and supplement plans, highly qualified trainers, and a ton of positive emotional support. The Camp is a community of people who treat fellow members like family. Young signed up for the 20-pound challenge and lost the
first 20 pounds. She immediately signed up for a second challenge and shed 18 more pounds. Today, she’s 70 pounds down from her heaviest weight. With every pound lost, her passion for the program grew. She eventually became an employee at the Pasadena gym, first working the front desk, then as assistant director, then director. On a conference call with corporate one day, she was asked if she had interest in opening her own location. Excited for a new challenge, Young jumped at the opportunity to move across the country and take over the corporate-owned location in Parma, Ohio, as a franchisee in 2018. She is helping the growing fitness franchise impact men and women nationwide with its unmatched system for changing lives. “There’s a humanness that gets lost with most gym models,” says Young. “They don’t grasp human complexities and the need for connection. The Camp meets its members where they’re at in their fitness journey. We support the mental component of weight loss and prioritize a focus on nutrition education. Acknowledging individuality and focusing on a foundation of support is what makes The Camp different. People come here, and they never quit.” Now transforming lives like Young’s for more than 10 years, The Camp Co-Founder Alejandra Font was ready for a fresh start herself when she and Bakhtiar opened the doors to their first gym. As the busy mom of two young kids and coming off the heels of a stressful recession, Font was eager to focus on her own health and well-being but had no idea achieving her personal goals would eventually flourish into a fitness franchise that’s impacting lives and creating opportunities for entrepreneurs across the United States. “The Camp Transformation Center has changed countless lives for the better, and those transformations have had a ripple effect from day one. Our members invite friends or loved ones to work out with them, or — like Lauren and Andrew — open their own gyms to help the broader community,” Font says. “Our franchisees are passionate and purposeful, and that accelerates our mission as a franchise.” Franchising MAGAZINE USA 67
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EXPERT ADVICE: Charles J. Bonfiglio | President and CEO | Tint World®
There’s no halfway when
choosing the franchise that’s right for you
Charles J. Bonfiglio is president and CEO of Tint World®, an award-winning franchised provider of automotive, residential, commercial, and marine window tinting and security film services. With Automotive Styling Centers™ in the U.S. and abroad, each franchise location houses approximately 20 profit centers, ranging from in-store accessory installations to offsite sales and installation of residential, commercial, and marine window tinting and security films. To find out more, please visit www.tintworld.com and www.tintworldfranchise.com.
There are almost an infinite “ number of franchises you can
choose to join – so how do you go about finding the right franchise for you?
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After years of working for someone else, perhaps you’re ready to take the blind leap of going out on your own. You see yourself as a leader with great business acumen, and now you need to find an outlet that allows you to stretch your entrepreneurial wings. It doesn’t necessarily need to be a blind 68 Franchising MAGAZINE USA
leap, though. In fact, one option people consider is joining a franchise rather than opening a business from scratch. Then again, there are almost an infinite number of franchises you can choose to join – so how do you go about finding the right franchise for you?
Evaluating a Franchise When determining if a franchise is the right fit, you’ll first need to decide if you’re ready to be a part of something bigger than yourself, or if an independent operation is
better suited for your goals. Remember that being part of a franchise is a team sport! Everyone plays a part in supporting each other and growing the brand. From initial site-location to becoming fully operational, you’ll want to learn as much as you can about franchise location ownership and what it will entail. A rapidly growing franchise is also a strong indication that they’ve established a successful business model, and that’s something you’ll want to take into consideration.
day is a time for you to research the positives and potential pitfalls of joining a franchise. You can also use this time to ask for financial information such as the average sales numbers and how long it generally takes to become profitable. As I’ve stated from the beginning, franchisees and the franchisor are on the same team – and as with any winning team, it takes transparency and plenty of communication. Prepare a list of questions, cover them all, and make sure to provide detailed answers to the franchisor so that nothing is left unknown.
Onboarding For Ownership
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One of the first items a prospect should review is the desired territory or market for them to develop. It’s not uncommon to also seek council from third-party research consultants to provide an impartial analysis of that area’s demographics?
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Preparing For Your Discovery Day Keep in mind that selecting a franchise should be the right fit on both sides. You’ll want to join something you’re confident you can grow with, and the franchisor will want someone who’s ready to fullyembrace their brand’s lifestyle. While it’s great to already have relevant industry certifications or expertise, most franchisors provide extensive training for new owners that can help bring you up to speed regardless of prior experience. To most franchisors, it’s generally more valuable when your passions align with their brand, and they see you have the aptitude to grow as a successful franchisee. Once you have reviewed the company’s franchise kit and feel confident that this is the right opportunity, you can then have the franchisor’s sales development manager schedule what’s commonly referred to as a “Discovery Day”. This is a critical step that provides both the prospective franchisee and the franchisor with an opportunity to meet in person and further evaluate each other for the right fit. One of the first items a prospect should review is the desired territory or market for them to develop. It’s not uncommon to also seek council from third-party research consultants to provide an impartial analysis
of that area’s demographics. These details, in combination with the franchisor’s own research data, are critical to understand in order to successfully connect with your potential customers and establish a longstanding relationship within the communities therein. Make sure to inquire about every aspect of the franchisor’s business model. You’ll also need to understand what the obligations are if you plan to run the store yourself, or how much of that can be delegated to your staff. Additional questions can pertain to finding locations, assistance with build-out, help with recruiting staff and what training is available from a marketing standpoint. Also, find out if they have a marketing fund and what it covers, or if they provide on-site training and vendor support. Don’t forget to prepare for any questions the franchisor will have for you, too. Anticipate furnishing documentation that verifies you are financially capable of funding the business’ start-up process. Amongst other qualification questions, they may also ask for confirmation that you have the minimum liquid assets available, minimum net worth, and that you’ll meet a certain credit score threshold. While you may feel as though you are being put through an interrogation by the franchisor, remember that the discovery
After your Discovery Day has taken place and you’ve officially become a new owner, every franchisor usually has their own variation of the development process. At Tint World®, we consider our franchisees to be part of our franchise family from day one. As such, new owners are immediately encouraged to introduce themselves. No matter how long you’ve been with the franchise, everyone is encouraged to work together in reaching their success goals. One of the best ways to go about connecting with other franchisees is to pick up the phone. Although this may seem intimidating, remember that even the most senior franchisees were new at some point. Tint World® franchisees are always happy to share advice and insight from when they were in your shoes. Owners also pose questions to each other in an open forum setting on an on-going basis. This allows anyone to share their expertise on any given topic.
Race To Success Some of the most important advice I’d like to leave you with, is to stick with the program and follow your training. They say it takes 21 days to establish a good habit, and after that first month of operating, these habits will almost become second nature. Remember that the franchisor’s program was developed by franchisees and extensively revised for success. Afterall, you’ve joined the franchise for some of these reasons, so let the program work for you – while you focus on the race to success! Franchising MAGAZINE USA 69
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PROFILE: Frank Earnest | Creative Colors International franchisee
Military Experience Helps CCI Franchisee’s Business Grow Frank Earnest, a Creative Colors International franchisee and U.S. Army veteran, relies on lessons learned navigating war zones during his decorated military career to help his Oklahoma-based business thrive. After completing their time in the military, many veterans apply the skills they learned in the service to start their own businesses. There are 2.52 million businesses owned by veterans in the United States, according to the U.S. Census Bureau. Although veterans make up only about 7 percent of the population, they account for 14 percent of all franchisees in the U.S., and 97 percent of franchisors surveyed believe veterans make excellent franchisees. Many franchisors offer discounts to encourage veterans to tackle entrepreneurship. Attention to detail, dedication, and leadership skills enabled Earnest to rise in the ranks of the military. Earnest enlisted in the Oklahoma Army National Guard in 1981 to help pay for college. After graduation, Earnest was commissioned as a second lieutenant and retired as a full colonel after 30 years of service. Early in his career, Earnest traveled to Germany with his young family, where he served as an infantry officer, while his wife, Lena, taught classes in the Department of Defense Education Activity school system. Once he returned stateside, Earnest attended the Infantry Officer Advance Course and Airborne school with a follow on assignment to Fort Lewis, WA, and his wife continued her career teaching children with special needs. With each promotion, Earnest was consistently tapped for posts in dangerous locations, including Bosnia, Iraq, Columbia, and numerous stints in Central America. Earnest’s leadership skills were put to the test when he coordinated land operations with FEMA to evacuate civilians during Hurricane Katrina and Hurricane Rita in Louisiana. While he was stationed in Central America, Earnest had the opportunity to work with the civil authorities, which included a medical readiness exercise where the medical unit was able to treat the local population. At least 1,000 people per day showed up for treatment, and people would receive anything from shots to dental work. During his military career, Earnest spent more than 14 years deployed away from his family in some of the world’s most dangerous war zones. After his retirement, he searched for an opportunity that would keep him close to home. A Creative Colors International franchisee from Texas inspired Earnest to look at the mobile, on-site leather and vinyl repair service as an option for business ownership.
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CCI is the leader in the leather, vinyl, and fabric repair business. Certified technicians can fix rips, tears, burns, scratches, and fading. The business is designed to be scalable and offers multiple revenue streams to help build a robust client base. CCI services a variety of industries, including aviation, marine, and automobile.
In the military, you couldn’t quit because “ you’d die. It’s not life or death, but each job is unique and requires us to think creatively to get the job done. In the military, quitting was not an option, and I have the same view as a CCI franchisee.
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Currently, Earnest and Lena operate four CCI vans and have five employees. He fills in as a technician when his employees take vacations, and Lena does the company’s books. They own exclusive rights to the area north of Oklahoma City, but their vans operate throughout the state, and also provide services in nearby Arkansas and Missouri. “Owning my own business lets me be in charge of my own success,” Earnest said. Earnest’s tenure in the military required him to be flexible and find unique ways to solve problems. Being adaptable helps his business flourish. Initially, Earnest focused on growing his business in the automobile industry but opting to place a special focus on RVs has been profitable for his company. CCI technicians need to evaluate options to determine the best strategy for a repair. “In the military, you couldn’t quit because you’d die. It’s not life or death, but each job is unique and requires us to think creatively to get the job done. In the military, quitting was not an option, and I have the same view as a CCI franchisee,” he added. CCI is dedicated to providing a path to business ownership for veterans. The company takes part in VetFran, a strategic initiative of the International Franchise Association and the IFA Foundation. If you are a veteran of the U.S. Armed Forces, served at least four years of military service, and received an honorable discharge, you are eligible to receive a $1,500 discount off of the initial franchise fee. VetFran strives to connect talented veterans with franchise business opportunities when they return to civilian life.
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FRANCHISE IN FOCUS: ALWAYS BEST CARE
ALWAYS BEST CARE BRINGING QUALITY SENIOR SERVICES AND TELEHEALTH
We are committed to raising the “ standards of in-home care through technology innovation and additional services and resources that enhance our clients’ quality of life.
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As one of the nation’s leading providers of non-medical inhome care and assisted living referrals, Always Best Care Senior Services is responding to the ever-increasing demands of a rapidly aging population by expanding into new markets across the country and introducing new telehealth programs throughout its franchise network. The senior service franchise model combines non-medical in-home care, assisted living referral services and home health care to create three potential revenue streams for franchisees. Always Best Care is currently looking to expand 72 Franchising MAGAZINE USA
in many major markets including Orlando, Miami, Atlanta, Little Rock, Pittsburgh, Kansas City, St Louis, Cincinnati, Detroit, Oklahoma City, Tulsa, Indianapolis, New Orleans, Omaha, Boise, Las Vegas, Salt Lake City, Orange County, Portland and Washington State. “Always Best Care has continued to respond to the rise in demand for our services brought about during the COVID19 pandemic. With long-term care facilities like nursing homes identified as hotspots for the virus’ transmission, more and more seniors and their families sought the peace of mind of in-home care,” said Jake Brown, President and CEO of Always Best Care. “We now have franchise opportunities available in many new territories for individuals interested in leveraging our clear strategy and proven track record for
delivering affordable, dependable service to seniors in their local areas.” Always Best Care also grew its brand presence over the past year in existing states like Texas, North Carolina, California and Georgia, as well as debuting a first-ever location in Hawaii. New owners, recognizing the brand’s best-in-class franchise opportunity and upside potential for success, took over territories in Chicago, New Jersey and California, while established operators seized opportunities to expand or renew, serving as a true testament to the brand’s sustainable positioning and long-term viability in a rapidly evolving landscape. As the years pass and the senior population grows, more older Americans will need compassionate care to help them age gracefully at home. According to the Pew
As the years pass and the “ senior population grows, more older Americans will need compassionate care to help them age gracefully at home.
”
able to invest in employee support. Local offices across the country offer various benefits including flexible schedules, competitive wages, employee recognition initiatives, ongoing training programs and certifications, among many others. Research Center, the number of individuals 65 and older in the U.S. is projected to double during the next 30 years, and the 85+ population is expected to increase nearly 150%. Today, almost 80% of seniors are dealing with a chronic health condition, while 50% of seniors have at least two chronic illnesses. Simply put, the senior care industry is maturing into the hottest market in the country and is expected to grow regardless of the social and economic climate. Amid this demand, Always Best Care continues to look for opportunities to provide technologies that benefit its clients as well as franchisees. “We are committed to raising the standards of in-home care through technology innovation and additional services and resources that enhance our clients’ quality of life,” added Brown. “Protecting our clients is a big part of our value proposition.” Most recently, that commitment meant deploying its own Remote Patient Monitoring (RPM) program across the entire franchise system and throughout 30 states. In partnership with Anelto, Always Best Care is now able to provide clients with access to real-time monitoring of vital statistics, fall alert/fall detect services, medication management, and two-way communication between client, clinician and physician. With the launch of RPM telehealth capabilities, Always Best Care is offering a new level of clinical oversight as patients are discharged into home care environments, helping clients avoid readmission or trips to the doctor’s office, clinic or emergency room.
The RPM system magnifies the transitional care program afforded by Always Best Care, which encompasses a broad range of services and environments designed to promote the safe and timely passage of patients between levels of health care and across care settings. This level of innovation is nothing new for the company. In 2020, Always Best Care introduced the Balance Tracking System, which provides an objective, accurate and reliable measure of a client’s postural sway – known as a key indicator of balance ability commonly used in fall risk assessment. This tool categorizes a person’s fall risk across a spectrum ranging from low, to moderate, to high and is particularly useful to individuals 60+, where the consequences of a fall are amplified. Always Best Care is also one of the only major senior care franchise systems to provide Always in Touch, a proprietary telephone reassurance program of daily check-ins or weekly socialization calls, providing a virtual alternative for companionship and a sense of security that the senior is not alone. Founded in 1996 and delivering its services through an international network of more than 200 independently owned and operated franchise territories throughout the U.S. and Canada, Always Best Care employs thousands of caregivers and is recognized for being an employer of choice within its sector through its impressive caregiver benefits. Because franchisees are provided with the resources needed to successfully run their business, they are
“Always Best Care’s team members and caregivers take pride in their work and serving their clientele,” said Brown. “The senior care industry draws a group of passionate and eager individuals, and we have been able to establish a variety of charitable community efforts based on our founding purpose of inspiring change and improving quality of life.” Always Best Care caregivers provide assistance for individuals that suffer from cancer, Alzheimer’s disease, dementia, traumatic brain injuries and other lifealtering and threatening diseases. To build on its team’s desire to help, the company has partnered with the Alzheimer’s Association on a national level, and franchisees assist in initiatives to raise awareness and funds for Alzheimer’s within their communities. The company has also collected many accolades along the way in over 25 years of business. Most recently, Always Best Care was recognized by Franchise Dictionary magazine as a Top 100 Game Changer for creating opportunities for aspiring business owners, filling a niche in the home health care industry and helping the local communities it serves. It was also named to the 2021 Franchise Gator Top 100, an esteemed list developed to assist prospective franchisees in their search for a franchise opportunity to invest in, recognizing the top franchisors based on strong growth, financial stability, experience, and more. For information on franchising with Always Best Care, please call 855-430-2273 or visit www.franchisewithalwaysbestcare.com Franchising MAGAZINE USA 73
FR A N C H I SE & SERV I CES D I RECTORY
AAMCO First started in 1963 by Anthony Martino as a transmission repair shop, the company now has nearly 700 locations throughout North America and about 12 years ago expanded into total car care. AAMCO franchisees benefit from joining a brand that has been in business for over 50 years. Our iconic, Double A, Beep Beep, M-C-O mnemonic brings instant recognition and trust from the American consumer.
Bloomin’ Blinds Founded the morning of 9/11...our incorporation papers received their approval stamps within minutes of the towers being struck...Bloomin’ Blinds is a family company. Karen McGuffin founded the company in Dallas and was joined by her three sons within a handful of years. Together they created Bloomin’ Blinds over the next 16 years before the franchise was formed. Now Karen is retired and the boys are still running the show. Bloomin’ Blinds has always been a “repair company that happens to sell a ton of blinds”.
Business Finance Depot
With this franchisee focus in mind, AAMCO provides the brand, tools, guidance and education necessary for new franchisees. This includes financing support, real estate support and training through the entire opening process. http://www.aamcofranchises.com
Early on we realized that retailers were primarily sales only and Bloomin’ Blinds had a significant differentiator in the addition of the repair concept. The business model has weathered the economic storms that followed 9/11 and the housing bubble pop in 2008. Bloomin’ Blinds is a technology based, fresh, new approach to an industry otherwise resisting modernization. For more information contact Kelsey Stuart at: Ph: 1-214-995-1062 Email: kelsey.stuart@bloominblinds.com https://www.bloominblinds.com/
Business Finance Depot specializes in packaging equipment leases and SBA Express Working Capital loans for start-up and existing businesses.
Our company also works with SBA 7(a) lenders, alternate financing sources, crowd funding financing sources and companies that specialize in using retirement funds to capitalize a new business. Please visit our website for more information.
Our main clients are franchisors seeking financing for their new franchisees and manufacturers seeking financing for their equipment purchases.
Website: www.businessfinancedepot.com Email: paul@businessfinancedepot.com Phone: (800) 788-3884 Contact: Paul Bosley
caring transitions
with the hassles or laws that involve elderly medical care, though you might want to invest in knowing the companies that do supply such services in your area. Many times our services are needed in order to fulfill the lifestyle changes recommended by healthcare professionals, so putting your leads into contact with upstanding medical professionals can create a favorable impression that causes them to return to you for help with non-medical side of their changing circumstances.
Caring Transitions is a solution-oriented company, and we accomplish this by bringing three services under one roof that are normally all accomplished by separate companies. The three services we combine to provide unique solutions for our customers are: • Senior Relocation • Estate Sales • Downsizing & Decluttering One final thing – we are NOT a medical service company. As a franchisee, you will not be dealing
Clayton Kendall Clayton Kendall provides comprehensive branded merchandise programs for franchise communities nationwide, resulting in greater brand exposure, cost-savings, streamlined operations and brand compliance. With a customized online store as the organizing principle, our websites give users the ability to purchase their advertising and marketing tools in one easy to use program. We provide marketing collateral, signage, POP
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In addition to automatic brand recognition, AAMCO franchisees benefit from an Executive Leadership Team who established themselves by servicing the automotive aftermarket as franchisees.
Phone: 1-800-647-0766 Email: CaringTransitionsFranchising@gmail.com Website: https://caringtransitionsfranchise.com
displays, printed materials, promotional products and apparel. Our services include graphic design, merchandising, sourcing, warehousing and fulfillment, kitting and proprietary technology with advanced management reports. All programs are scalable and can be customized to the unique needs of your community. Customer service is our forte. Contact: Dan Broudy CFE, Chief Executive Officer Phone:412-798-7120 Email: dan@claytonkendall.com Website: www.claytonkendall.com
The owners of a family oriented business Dough & Arrows aim to expand their business through nationwide franchising opportunities. Dough & Arrows is well known for their famous Edible Cookie Dough, Gourmet Ice Cream, delicious homemade desserts, and family atmosphere. Based in Hanover, PA, Dough & Arrows is currently looking for potential
Fastsigns® Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. We also lead in these important areas: • #1 Ranked Sign Franchise in Entrepreneur Magazine Franchise 500 three years in a row • Franchise Business Review FBR50 Franchisee Satisfaction Award 2006-2015
FirstLight Home Care FirstLight Home Care offers comprehensive, in-home, non-medical and personal care services to seniors, new mothers, disabled adults and others needing assistance. FirstLight’s team brings more than 170 years of collaborative experience in health care, franchising and senior services, creating FirstLight’s Culture of Care foundation. The last 10 years, we’ve received numerous awards, most recently including ranking among Entrepreneur Top 500 Franchises, Forbes’ Best Franchises to Buy, &
Image One USA Image One USA is a commercial cleaning services business. The Image One franchising model was formed on the principles of transparency, training, and top-notch financial and customer service support. It is regularly recognized as a top franchise by third-party franchise and business publications, including CNBC.com, Entrepreneur. com and Franchise Business Review. Image One franchisees work for themselves in a unique relationship with the franchise company. Image One provides them with customer support for their business, ongoing training, along with assistance with billing, equipment and sales training. Image One
QC Franchise Group (DBA QC Kinetix) QC Kinetix is a Charlotte, North Carolina-based franchise company leading the way in helping people maintain an active lifestyle using comprehensive regenerative medicine treatments to address musculoskeletal conditions and joint pain. QC Kinetix is the place to go when you’ve been told invasive surgery is your best option, or after you’ve tried everything to eliminate the pain and immobility of your condition without success. We provide comprehensive regenerative medicine injection treatments, including stem cell therapy with
franchisees all across the United States. For potential franchisees who are family oriented and who wish to spread joy to the community while being at the forefront of a burgeoning food trend, Dough & Arrows might just be the business family you are looking to join. Ph: 717-969-8481 E-mail: info@doughandarrows.com www.doughandarrows.com
FR A N C H I SE & SERV I CES D I RECTORY
Dough & Arrows
• Franchise Research Institute World Class Franchise 20112015 • Franchise Research Institute #1 Rated Sign & Graphics Franchise 2014-2015 • CFA Franchisees’ Choice Designation 2004-2015 • FASTSIGNS is one of only a handful of franchises approved for $21 million in SBA financing for approved franchise candidates FASTSIGNS has over 400 markets approved for development in the US and Canada and is also seeking Master or Area Developer expansion in markets worldwide. For more information: Phone: 1-214-346-5679 Email: mark.jameson@fastsigns.com Or visit our Website: www.fastsigns.com
Franchise Business Review’s Top 200 Franchises for franchisee satisfaction. In the $80 billion home care, demand for our services already exceeds market supply in many areas. In 2015, the baby-boomers turning age 65 in the U.S. reached 10,000 per day! By 2025, it will grow to nearly 72 million. We’re looking for people who are passionate and strive to provide exceptional service. If you want to make a difference in people’s lives while building a powerful business, THIS is this franchise for you. Phone: 866-985-4031 Email: jdavis@firstlighthomecare.com Website: Firstlightfranchise.com
provides necessary training, tools and support to help franchise affiliates build their business, including teaching franchisees the latest cleaning techniques and empowering them with insights on best-in-class equipment and technology. Ongoing training is delivered both at Image One’s corporate headquarters and onsite at existing client locations to ensure that franchisees continue to grow their own businesses. Image One has commercial cleaning franchise locations covering Chicago, Cincinnati, Dallas, Denver, Detroit, Fort Myers, Nashville and Orlando. Franchise territories are available nationwide. For information on the franchise, visit http://ImageOneUSA.com
BMAC, regenerative cell therapy with amniotic membrane tissue, A2M therapy and PRP therapy. With such a wide array of regenerative medicine treatments available, we make sure to discuss all the therapeutic options with each of our patients. While not all patients may be candidates for all therapies, we will help guide you to make the most appropriate decisions for your particular condition. We treat everyone from weekend warriors and professional athletes to active aging patients who want to stay active. QC Kinetix clinics are dedicated to maximizing the body’s ability to help heal and repair itself from the inside out for vastly improved function and overall quality of life. https://qcfranchise.com/
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FR A N C H I SE & SERV I CES D I RECTORY
Remedy Spa & Salon Suites Remedy Spa & Salon Suites first opened its doors in Atlanta, Georgia in 2018. As an attempt to enter the highly profitable health and beauty industries, Remedy Spa & Salon Suites came equipped with 22 fully leased salon suites. To date, they have opened three locations through Metro-Atlanta. Amenities and perks to leasing include: 24/7 access, private upscale studios, spacious single/double suites, private parking, valet parking and premium fixtures, finishes and appliances.
Franchising opportunities are available to entrepreneurs and investors in all industries but will be particularly appealing to health and beauty enthusiasts. Remedy Spa & Salon Suites already has an established market presence and substantial market penetration in Atlanta. From this successful platform, the company is looking to expand the brand in select key areas domestically.
Franchisees will obtain access to the brand, tested and proven processes and support, purchasing power and distribution
www.remedysalonsuites.com/franchise
The red Chickz
this with systems and growth in mind, so you can become the next proud owner of a The Red Chickz restaurant franchise with ease.
We’ve Done the Heavy Lifting for You We know the restaurant business and have done our homework. From the homestyle kitchens of Nashville to The Red Chickz restaurants that will be popping up everywhere, we’ve created something really special in an untapped, sizzling market. We make it simple. Our team has worked our tails off to create a superior business model that is streamlined and simple to operate. We designed
Sheenco Travel Sheenco Travel began trading in 2012 under the name Shamrock Vacations. Nowadays Sheenco is the leading name in luxury travel to Ireland and the UK and has just launched a brand new Travel Franchise in the USA. Our focus on luxury helps us to stand out as we only use 4* and 5* properties and have a special focus on the wonderful Castle accommodations available throughout Ireland and the UK. But more than anything it’s the level of service we offer, from the first point of contact until after your reluctant arrival home. Our friendly and close knit team go beyond your expectations with ease. Despite the difficulties of
remedysalonsuites@gmail.com
An investment in a restaurant franchise like The Red Chickz is an excellent way to break into the foodservice business or expand your already existing restaurant portfolio. We seek qualified business owners who understand or appreciate the restaurant industry and are fired up about our brand. www.theredchickz.com
the Global Pandemic, Genevieve continued with the companies plans (albeit on a delayed timescale) to expand their operation in the US and the Sheenco Travel Franchise was launched in June 2021. When asked about the timing of the expansion Genevieve laughingly asks “having started a business in a recession when else would you expand but in a Pandemic?!” Thanks to a solid team and great communication with guests and team members alike, Sheenco Travel have come out the other side of the Pandemic relatively unscathed and the future looks bright for this progressive and innovative company. Opportunities@sheencotravel.com www.sheencotravelfranchise.com
Slim Chickens
10 years, is targeting qualified and experienced multi-unit groups to develop in dynamic markets across the country.
Slim Chickens, a leading fast casual franchise which features dine-in and drive-through in the better-chicken segment, opened in 2003 in Fayetteville, Arkansas.
The brand prides itself on its cooked-to-order fresh food and strong devoted fanbase, also known as “Slimthusiasts.” Fans also resonate with the southern contemporary look and feel and open and inviting layout of Slim Chickens restaurants, which speak to the hospitality mindset that anchors the brand.
Offering high-quality food with a focus on fresh, delicious ingredients, the brand prides itself on its southern flair and commitment to hospitality, all in a fast-casual setting. Food is cooked to order, and the differentiated menu features chicken tenders, fresh salads, sandwiches, chicken and waffles, chicken wings and unique side items, alongside 17 house-made dipping sauces. Today, there are more than 145 Slim Chickens locations open and 700 restaurants in development. The brand, which recently launched a strategic multi-unit franchise growth initiative to reach 700 units in
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chains, cooperative marketing, new product research, development and roll-out, experienced training staff, and continuing training and education.
The Slim Chickens franchise opportunity differentiates itself with prime markets available for multi-unit development, a passionate leadership team and world-class franchisee support system. As Slim Chickens expands, it is awarding franchise opportunities to qualified, experienced and passionate multi-unit groups looking to add a dynamic segment to their portfolio. For more information on the Slim Chickens franchise opportunity, visit slimchickensfranchise.com
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Y A W T A E R G A E R A S G N I T A-Z LIS S S E N I S U B R U O Y E T O M O TO PR
Making an appearance every month in Franchising USA magazine. Each detailed, 4 color A-Z listing comes with a 150 word write up and your logo. Excellent for branding and recognition. Choose a 12 or 6 month package or simply add the A-Z directory onto your FOCUS, PROFILE or ad! To learn about the A-Z directory or any other products, please contact Vikki Bradbury: vikki@cgbpublishing.com
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Don’t miss an issue
Get the App COVER STORY: Kingdom Harvest ™
KINGDOM HARVEST
A KINGDOM FOR EVERYONE
Willam Ford, Marketing Director
A success for an ally is a success for all of us” said Shelle Rogers, Founder and
Executive Director of Kingdom Harvest.
We do it right “Kingdom Harvest did a lot of research. As everyone knows CBD and Hemp are
Kingdom Harvest™, North Carolina’s original CBD & Hemp brand, is making a lasting mark in the fast growing hemp industry across the country in a nonconventional manner. Founders Shelle Rogers, David Payne, and Frank Seuss, desired to create a hemp brand which was different. The vision was simple, create an organically grown product which flows from farm to shelf and gets results. Kingdom Harvest™ sources its hemp directly from Kingdom Farms, an organic hemp farm located in a secluded area of Western North Carolina. Kingdom Farms was one of the first large scale organic hemp farms in North Carolina and has maintained its significance in the farming of high quality CBD hemp flower. Because Kingdom Harvest ™ has a direct connection with Kingdom Farms, it knows the source of the hemp flower and the quality of the same which is extremely important for the consumer; Kingdom Harvest ™ worked closely with local laboratories to create the premiere whole spectrum CBD brand on the market.
Frank Suess
intended. So, our team created what is
known as the whole-spectrum extraction process which utilizes over 480 of the
naturally occurring phytonutrients plus all cannabinoids, flavonoids, and terpenoids
popular but there wasn’t a whole-spectrum
that the hemp plant supplies” said William
We felt it was the right move at the right
department.
product on the market when we started.
David Payne
time, and we wanted to bring products to the consumer which were just as nature
Ford, head of Kingdom’s marketing
to share in Kingdom’s vision for wellness by way of nature’s goodness.
”
Kingdom Harvest ™ has secured its position in the fast growing hemp market through the manufacturing of the highest quality hemp derived products in the industry; the posting eye-catching content; the use of brand ambassadors and the routine exposure of its hemp products on social media platforms like Instagram & Facebook. Kingdom Harvest ™ approaches the hemp market in a proactive manner and balances quality, price and demand accordingly. Kingdom Harvest ™ is non-conventional; they desire to allow a “franchise”
opportunity without typical franchise components such as fees and royalties. Accordingly, Kingdom Harvest ™ is announcing expansion plans to achieve their overall goal of bringing individual wellness through organically grown hemp derived products with select individuals through the Kingdom Harvest Alliance™ program. “An ally is someone who shares a common goal; we want to allow our allies to share in the placement of these great products in hopes that the customer really finds relief. As such, our program is set up on the principal that if you want to be our ally; then we will help you get established and not burden you with fees and royalties.
We are growing!
MAGAZINE USA
Shelle Rogers
Kingdom Harvest™ desires continuity in its stores but also “ welcomes creativity; they seek motivated individuals who desire
In short, Kingdom’s products provide naturally good results to the consumer.
Tyler & Jordyn Rogers, Grow Consultant
“We created our own proprietary method of dual extraction that allowed up to bring forth a new product which made it possible to bring balance and homeostasis to your endocannabinoid system, and we were able to bring it to the masses starting for only $1.62 per day. That’s less than a cup of coffee for your health and well-being.”
COVER STORY
Kimi Roberson, Brevard, NC
VOL 10, ISSUE 2, JAN 2022
Since the launch of its’ original two products, Kingdom Harvest ™ has grown to over 50 sku’s from CBD, CBG, CBN, CBDv to THC products such as Delta 8, THCo, and the new THC Plus ™ line. Kingdom Harvest ™ is taking the hemp industry by storm by always being one step ahead and introducing innovative products on a regular basis.
In the public eye “Kingdom Harvest started out on Facebook like everyone else, and we
also joined Instagram, explained Ford. “ A KINGDOM FOR EVERYONE It took us a bit to get going but once we
SPECIAL FEATURE
HEALTH AND FITNESS FRANCHISING
hit 10,000, it just went crazy.” Kingdom Harvest’s ™ educational posts and posts of various artists & musicians using Kingdom Harvest ™ products gained the attention of thousands on social media, leading it to become one of the most popular CBD Company accounts in the industry. Kingdom Harvest ™ utilizes traditional marketing platforms like billboards and radio and maintains a constant presence in the social media arena to perpetuate its brand and the benefits of hemp.
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FUEL FRANCHISING
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CREATIVE METHODS FINANCIAL AND OTHERWISE TO KEEP THE BEST! FRANCHISING MAGAZINE USA 1 5)& ."(";*/& '03 '3"/$)*4&&4 t 8 8 8 '3"/$)4*/(."(";*/&64" $0.
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