Franchising May-June 2011 Issue by Octomedia Pty Ltd

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WIN AN N iPad2 2

MELBOURNE EXPO

Franchising www.franchise.net.au

Jul/Aug 2011 VOL.24/No.4

Your essential guide to buying a franchise

Be your own boss 10 reasons to buy a franchise

Inspire AUS $6.95 NZ $7.95

GOING CUBAN Coco Cubano’s cafe culture

Opportunities FIRM FOUNDATIONS Why reputation counts in building services

BEN & JERRY’S AUSTRALIAN FRANCHISE LAUNCH

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HOW SWEET IT IS! Over 1200 independent business owners know just how sweet it is to be part of Australia’s greatest vending success story! • Be your own boss and control your future • Boost your income in a safe and simple excellent cashflow business • Over 40,000 machines nationally and the largest network of business locations for your ongoing support • Over 2,000,000 people per day have access and enjoy convenience from an RP Vending machine • Start your own vending business from as little as $9,000 • What other business requires only 10-12 hours per month work? Consistently gives 30 to 70% returns and is nationally advertised for FREE • With over a decade of remarkable success we can get you started in quite literally Australia’s greatest business - RP Vending

1800 066 112 AUSTRALIA AND NEW ZEALAND WIDE

www.rpvending.com.au VISIT US AT: THE MELBOURNE FRANCHISING & BUSINESS OPPORTUNITIES EXPO

MELBOURNE CONVENTION AND EXHIBITION CENTRE 19-21 AUGUST 2011

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Contents JULY–AUGUST 2011 |YOUR ESSENTIAL GUIDE TO BUYING A FRANCHISE

Issues

Cover story 70 Be your own boss What it means to be a business owner 76 10 reasons to buy a franchise Tony Zoobi gives his top 10 81 Reap the beneﬁts Franchisees share their views on buying a franchise

112

Inspire 16 A charitable quest Juggling family and franchising 20 Female spark at Battery World A woman who’s not afraid to get her hands dirty 24 Pizza on the move The story of how pizza went mobile 26 Viva la revolucion Franchisee turned franchisor launches Coco Cubano

Opportunities

26 REGULARS 5

Editorial

News

Interview

125 Legal 127 Sketch 129 FCA view 133 People 134 Competition 137 Checklist 154 Company listings

30 Sign up for service How restaurants keep the customers coming back 38 Giving good directions Investing in the home loans business

85 Considering an overseas brand Should you invest in a foreign franchise?

How to... 89 Stepping off the train How to end your franchise journey 92 Getting the message Communication is key to a good franchise relationship 94 Getting it right before it goes wrong Learning the right language 100 Marketing How to spot a well-marketed franchise 105 Front line learning Franchisor support for training 112 X marks the spot Key points in site selection 109 What happens... ...if I’m in the wrong location?

47 Firm foundations Reputation is fundamental to mobile building services 53 On the road again Entertainment franchises keep moving 60 Discovery zone Melbourne franchising expo previewed WWW.FRANCHISE.NET.AU

53 JUL/AUG 2011 FRANCHISING | 3

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Welcome

Franchising Publisher Michelle Graves michelle.graves@reedbusiness.com.au Editor Sarah Stowe sarah.stowe@reedbusiness.com.au Direct: 02 9422 8900 Journalist Danielle Bowling danielle.bowling@reedbusiness.com.au Direct: 02 9422 2667 Sub Editor Richie Kenzie richie.kenzie@reedbusiness.com.au Direct: 02 9422 8851

Buying into the dream

National Sales and Marketing Manager David Strong david.strong@reedbusiness.com.au Direct: 02 9422 2905 Contributing Journalists Stephanie McDonald Domini Stuart Columnists Philip Colman Greg Nathan Andrew Terry Steve Wright Production Co-ordinator Eryk Cleghorn eryk.cleghorn@reedbusiness.com.au Direct: 02 9422 2379 Creative Art Director Julie Coughlan julie.coughlan@reedbusiness.com.au Designer Louis Santos louis.santos@reedbusiness.com.au Managing Director Jeremy Knibbs jeremy.knibbs@reedbusiness.com.au Editorial Inquiries Tel: 02 9422 8900 Advertising Inquiries Tel: 02 9422 2905 Fax: 02 9422 2722 Subscription Inquiries Tel: 1300 360 126 Fax: 02 9422 2633 Franchising is a publication of Reed Business Information ABN 132 719 861

SYDNEY OFFICE Tower 2, 475 Victoria Ave Chatswood NSW 2067 Tel: (+612) 9422 2999 Fax: (+612) 9422 2722 www.reedbusiness.com.au

Average Net Distribution 6,936 as at March 2011

SARAH STOWE Editor

o you dream of being your own boss? For many of us the attraction is freedom and flexibility, the chance to run your own life to your timetable. For others the opportunity to own a business is all about facing up to the challenges of building a future for themselves. Every year people say goodbye to their jobs and get stuck into the exciting task of business ownership and many choose the franchising option. Franchising is a partnership, a system of business that allows both individuals with little or no experience and ambitious entrepreneurs to benefit from the knowledge and experience of people who have worked on their business model and know both the pitfalls and the successes. Good franchisors have a system in place that can be easily replicated and can provide support and ongoing training to guide franchisees through the maze of small business ownership. In this issue we take a look at some of the aspects of being your own boss. Our cover story shares views from franchisors and franchisees on the demands of business ownership and why buying your own franchise can be a great move. When you’re sourcing the perfect package to invest in, attending a franchising expo can be a time efficient way to discover more about business opportunities. The next expo will be in Melbourne in August – turn to p60 to read Discovery Zone, our preview guide to what the expo offers and how to make the most of it. In this issue we have our regular serving of great franchisee and franchisor experiences, new opportunities, and advice. There’s a focus on communication because this is absolutely central to the franchising partnership, whether that translates to the franchisor/franchisee relationship, marketing or training. Accompanying this magazine is the latest editon of our supplement, The Profiler, showcasing business opportunities across the sector. We’re very excited that The Profiler is, like Franchising magazine, now available as a digital publication. We hope you take advantage of this latest addition to our web portfolio, so check it out on our Facebook page – Franchising magazine!

We’re very excited that The Proﬁler is, like Franchising magazine, now available as a digital publication

Sarah Stowe Editor

All Franchising material is copyright. Reproduction in whole or in part is not allowed without written permission from the Editor. © 2011. Opinions expressed in Franchising are not necessarily those of Franchising or Reed Business Information.

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News ONLINE NEWS | WWW.FRANCHISE.NET.AU

QSRH bought by Archer Capital QUICK Service Restaurant Holdings (QSRH) which operates food franchises including Red Rooster, Oporto and Chicken Treat, has been acquired by private equity manager, Archer Capital. Previously owned by Quadrant Private Equity, QSRH is the largest Australian-owned operator of quick service restaurants with over 620 stores in Australia. QSRH CEO Mark Lindsay said “The transaction begins a new and exciting chapter for us that will see us further grow QSRH from the solid platform already established. Quadrant have given us strong support over the last four years, and we are now very excited to be partnering with Archer

Capital and beneﬁting from their direction and retail experience.” Archer Capital’s other investments include MYOB, iNova Pharmaceuticals and Brownes Foods. Partner Peter Gold said QSRH has established an impressive reputation in the food service market to date, and is excited about its upcoming growth. “Archer Capital believes QSRH is a privileged asset within the Australian Quick Service restaurant market in that it owns and controls three well recognised and distinctive brands with long histories and signiﬁcant scale. We see great opportunities for QSRH and look forward to working with management as they pursue the next stage of development, focused on

improving the customer experience. “In addition, QSRH has an extensive network of high quality and dedicated franchisees and we are looking forward to working closely with them to grow their businesses and to deliver products and services of increasingly higher quality to restaurant guests across the network”. SmartCompany reported that QSRH’s management is holding onto its 10 percent stake and will continue to lead the business.

315

The number of people affected by the closure of Borders bookstores, which will be tied up by July 17.

Franchise performance research released FRANCHISOR performance can now be measured for the first time globally, with the launch of new franchise performance research findings from Griffith University’s Asia-Pacific Centre for Franchising Excellence. Lead researcher and Asia-Pacific Centre for Franchising Excellence director Professor Lorelle Frazer said now franchisors can compare their franchise model across a range of key performance indicators (KPIs) with other Australian franchises. “Franchisors can gain an insight into how they’re really performing to better

allocate resources,” she said. The Franchise Performance Metrics Research results show improvements from the financial year 2009 to financial year 2010. Franchisee numbers are up on average 16 percent, franchisor revenue growth increased an average of six percent, and field support needs are changing.

Increasingly franchisees are seeking greater support in the areas of management, profitability and cash flow, so field support managers need training in these areas to be able to deliver. The research results also show franchise groups in Australia have had two responses to the Global Financial Crisis. They’ve either reinvested in the brand, or bunkered down and preserved cash. This trend is also being seen across corporate Australia. Through further research the Centre hopes to provide some insight into which approach is achieving the greatest results.

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NEWS BRIEFS Pizza franchise Pizza Capers has annouced that the pizza industry needs to rethink its packaging options amid claims that recycled pizza boxes contain harmful chemicals that can be transferred to the contents. Recent research on customer awareness in the homeware arena has given independent retail network Home Timber & Hardware a big tick with the chain’s prompted ad recall coming in at 71 percent against Mitre 10’s 38 percent. Retail electrical goods brand Betta Electrical, is this month celebrating its 50th anniversary with the launch of an online shopping platform. Domino’s Pizza has made its offering more accessible with the launch of a Mobile Ordering Site for all internet enabled mobile devices. Six West Australian Harvey Norman franchisees have each paid an infringement notice of $6600 for advertising a video camera which they didn’t stock. McCafe has admitted that its customers aren’t completely satisﬁed with its coffee offering, prompting McDonald’s’ biggest advertising campaign in two years and a strong push towards barista training. Many franchisees buying in to the Jim’s Group will be getting their hands on an iPad to enable them to better manage their own businesses – a move driven by Jim’s Antenna’s divisional franchisor, Andrew Parke.

Winner

A trip to Thailand could be on the cards for Jane Samuels from NSW, the lucky winner of the March/April 2011 Franchising magazine competition where a $500 travel voucher was up for grabs. See p134 for your chance to win an iPad2. JUL/AUG 2011 FRANCHISING | 7

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News ONLINE NEWS | WWW.FRANCHISE.NET.AU

Video stores test new convenience offering THE Campbells Wholesale division of Metcash Limited has announced a three month trial where selected Blockbuster and Video Ezy outlets will share ﬂoor space with a Lucky 7 convenience store, offering more than 500 different products including newspapers, bread, milk and snacks. The trial could lead to the integration of the Lucky 7 stores in the more than 650 Blockbuster and Video Ezy outlets in Australia, owned and operated by the franchisee. The roll-out will be determined by the franchisees, Paul Uniacke, managing director of the Franchise Entertainment Group (FEG) told Franchising. While he insists that the additional costs for interested franchisees are at the “absolute minimum,” if franchisees aren’t interested in changing their current business structure they won’t have to. “The intention is to run this out,

subject to trial of course, across as many stores that wish to embrace it across the network as possible,” Uniacke said. “My belief is that at least 80-plus percent of stores in the current FEG Group will be able to accommodate a Lucky 7 store-within-a-store concept, remembering that the franchisee is the one owning the concept.” The aim of the potential roll-out is to diversify Video Ezy and Blockbuster’s

current offering and take advantage of the large space that most outlets have. According to Uniacke, 80 percent of revenue generated by the two franchise’s comes from the New Release wall of videos, which represents only 20 percent of the ﬂoor space. “What we’re looking for here is petrol and convenience without the petrol. So it then becomes entertainment and convenience. We’re looking to replicate what has been a fantastic transformation of the fuel industry over the past 15 or 16 years.”

“Franchising is the right decision for us. In Australia it seems to be a proven way to scale if you do it successfully. We really want to focus on supporting franchisees.” Wowcow founder Carl Harwin

Business going “swimmingly” for PoolWerx Franchise Perth locals Ian and Irene Hughes ﬁrst bought their PoolWerx franchise seven years ago, and their business has grown from one mobile van to four retail hubs* with a combined turnover of $1.5million. Ian and Irene have received numerous accolades for their business success, including PoolWerx Franchisee of the Year 2010. “There’s no doubt we’ve put in the hard work to get where we are, but we’ve also seen the rewards thanks to the PoolWerx system. We have a loyal customer base of both residential and commercial clients, our proﬁts have increased every year and we’ve been able to create a very comfortable work life balance that suits the needs of our family.” “Being in a franchise system gives you a solid foundation to build your business on, as all the processes are already available for you. Being a PoolWerx franchisee isn’t just a job; it’s a career path and one that can be very rewarding once you dive in!” Call PoolWerx today to discuss your next step on 1800 245 447 or visit www.poolwerx.com

Irene & Ian Hughes

basis_POL:NSO1521

(*Ian and Irene co-own two of their four retail hubs with other PoolWerx Franchisees)

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See page 54 for details

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So, what does think of us? 2009 Best Value Franchise in Australia 2008 #1 Franchise in our category 2006 1 of Top 7 Franchise Systems

Franchising Magazine Jan10 indd 1

21/01/2010 3:00:14 PM

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Inspire|Interview

PEACE, LOVE

ICE CREAM A treat brand with humour and social commitment, Ben & Jerry’s launches its Australian franchise offer

hy does Australia need another ice cream chain? The answer, according to Ben & Jerry’s Australian brand manager Jonny Hammond, is the delicious chunks and swirls – such as chocolate, fudge, cookies and walnuts – mixed in with the ice cream. The identifying ingredients in any Ben & Jerry’s product not only serve to add distinction and bite to a spoonful of ice cream, they add to the all-important rich ﬂavour characteristic of the brand. The cause of the taste 10| FRANCHISING JUL/AUG 2011

sensation in every bite is co-founder Ben Cohen, who has no sense of smell and consequently a very developed sense of mouth feel; he ensured the textures of chunks contrasted with the creaminess of the ice cream. “The chunks and swirls make the best ice cream,” agrees Hammond. Yet the emergence of the iconic brand in Australia isn’t just about the taste. Social justice and community involvement, the brand advocates insist, are absolutely key to the implementation and

promotion of the business. Rod Young, executive director of consultancy ﬁrm DC Strategy, told the gathering of potential franchisees at the Sydney launch that “It’s important to understand the social mission aspect of this business.”

How did it all start? Ben and Jerry’s ice cream began in 1978 in the US when Ben Cohen and Jerry Greenﬁeld set up a homemade ice cream parlour in a converted gas

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station in Burlington, Vermont. The name soon became synonomous with imaginatively named chunky ice cream and a sense of fun. Jerry Greenﬁeld has said “If it’s not fun, why do it?” This ethos has been at the heart of their business for more than 30 years. But it’s been matched by a commitment to social values which saw them awarded Social Entrepreneurs Of The Year status by 1984, and most recently the Martin Luther award. The alliance of ice cream and corporate social responsibility extends beyond

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Inspire|Interview

Adrian DiTonto, national operations manager, and Nick Prohasky, general manager Ben & Jerry’s Franchising Australia

the confines of international offices and employees, it becomes part and parcel of any franchisee’s investment in the business. When it comes to the selection process, sharing the values and commitment to social responsibility rates highly, Hammond says. The ideal candidates are people who can leave the office and work in the community, because that is what is expected of franchisees. So who is the ideal scoop shop franchisee? Jonny Hammond describes them as “18-35 year old cool hunters or flavour explorers”. Young is keen to stress that incoming franchisees should be looking to build an asset, but that requires hard work. Yes, the franchisor has a clear strategy, and supports the brand. Yes, the franchisor works closely with franchise owners and is looking to understand franchisees’ business. But he challenges franchisees: “How will you crystallise value? Ben & Jerry’s can’t provide a guarantee of profit. We’re looking for some amazing people. People experienced in food service, who understand how tough it is. There are a lot of nights and weekends required.” Other key attributes are honesty, integrity and humility. The recruiters are looking 12| FRANCHISING JUL/AUG 2011

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for team leaders. “We want people who want to jump over the counter and embrace their customers. The x factor – people who can deliver customer experience,” says Young.

Aussie expansion When the brand launched its ﬁrst retail outlet in Australia in the coastal Sydney suburb of Manly, it was the ﬁrst step in a national footprint for the Scoop Shops. A year and four company-owned stores

HOW MANY? How many stores are there globally? Ben & Jerry’s is sold in more than 34 countries and there are more than 500 Scoop Shops around the world. How many ﬂavours are in the range? There are 18 ﬂavours available at the Scoop Shops in Australia, eight of which are available in pint tubs with another two launching in July. later, the Sydney, Melbourne and Brisbane unveiling of the franchise operation has set the ball in motion for further expansion. Nick Prohasky, general manager of the Ben & Jerry’s Australian operation, says

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Inspire|Interview

“As a franchise it’s not dependent on opening stores to survive. So we won’t rush into opening, it’s all about bringing the brand experience to the customers. The essence is a 360 degree brand experience, and we’re looking for brand beacon locations. It will be a controlled and measured rollout. We’re about to open a ﬁfth store. We know how to do it.” While Prohasky sees expansion across the country, y, the pattern of growth will be shaped by the quality of both franchisees and sites. He’s not looking for saturation, but he says, “There will be as many Ben & Jerry stores as we can open n in fantastic sites.” The iconic Manly site has generated good business for Ben & Jerry’s, putting it on thee global map. Prohasky expectss three more outlets to be opened in New South Wales before next summer.

What will it cost? The investment range is $350,000 to $500,000 for a full turnkey operation. This includes the franchise fee, ﬁt out, equipment, legal costs, admin set up costs, training

14| FRANCHISING JUL/AUG 2011

and initial store launch marketing campaign. Franchisees will be paying annual fees: six percent royalty, two percent marketing plus a two percent local area marketing fee. Turnover is expected to be $750,000 to $1.2 million, and perhaps higher in some higher density tourist locations such as Circular Quay, St Kilda or Surfers Paradise. Of course there are labour costs to

consider, as these have a big impact on the franchisee’s ability to make money. In such a cyclical trade, flexible staffing is essential. In Manly, the core sales stuff are sufficient to run the business in winter but in summer, additional transient

Mission Australia Youth Program In Australia Ben & Jerry’s is working with a local NGO called Mission Australia to offer job and entrepreneurial training in the Manly Scoop Shop to young Sydneysiders who may face barriers to employment. The program is up and running and aims to help previously disenfranchised young people build both functional and social skills to get back on track in their communities. Currently there is one Mission Australia youth working full time in the Manly Scoop Shop. Ben & Jerry’s is taking a grassroots approach and plans to roll out this mission one scooper at a time, ensuring the right level of support and a solid base for expanding the program further down the line. For every scoop of Peanut Cookie-burra Dough sold at the Manly Scoop Shop, Ben & Jerry’s donates $1 to Mission Australia. workers join the team to cope with demand. Hours of opening can be customised, but the standard 12 hours of operation are 10 to 10 and 10 to 11 on weekends. Compliance is a critical component of any franchise system, particularly when it comes to food, and consistency in Ben & Jerry’s ice cream is maintained by importing the product from the US. Ice cream cakes and coffee will also be on the menu across the Scoop Shop counters. Brand awareness is increased through the selling of ice cream pints

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in numerous outlets – from upmarket grocery stores and supermarkets to cinemas. The product is widely available in some suburbs. But is this ready access to the brand in supermarket shelves creating too much competition for the ice cream shops? The Aussie team thinks not, claiming there has been no impact on the retail business which caters for a different sales situation. Young adds it “reﬂects back familiarity of the brand”. It’s a brand that espouses humour and social commitment, all tied up in the catchphrase “peace, love and ice cream”. F

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‘What’s in store for you?’ Strong National Brand Clark Rubber is an iconic Australian retailing brand and has been for more than 65 years. We currently have 75 stores across Australia. Unique Product Range Clark Rubber’s unique product range is marketed with slogans such as ‘The Home of Foam’, ‘The Rubber Experts’ and ‘Australia’s Local Pool Shop’. We are differentiated in the marketplace through the provision of informative customer service in the product categories. Support Team Clark Rubber franchisees are supported every step of the way in areas such as buying, marketing, merchandising, in-store operations and administrative support, IT and training. Proven and Proﬁtable Model During the 2009/10 ﬁnancial year, Clark Rubber experienced fantastic trading which resulted in record sales. Take a look in store today! We are currently looking to grow and have many new store opportunites for enthusiastic people who want to join a winning team.

You’ll be surprised at what’s in store for you at Clark Rubber! For further information contact our Network Development Manager on (03) 8727 9999 Email: franchising@clarkrubber.com.au Website: www.clarkrubber.com.au

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Inspire|Franchisees

A CHARITABLE

QUEST Running your own franchise and still ﬁnding time for your young family can be quite a juggling act. Add in some admirable charity work and you’ve got the life of new Quest franchisees, Mark and Fiona Drinkwater

16| FRANCHISING JUL/AUG 2011

ark and Fiona Drinkwater are the happy owners of the new Quest Campbelltown franchise, comprising 81 serviced apartments. Fiona has a long history in the accommodation and hospitality industry, some of which has been spent working at Quest Royal Gardens and Quest Docklands in Melbourne, and while the pair have previously co-managed Quest Singleton, the move to becoming franchisees was a little more daunting for Mark, who had worked in the Australian Army before joining the Melbourne Police Force. “Mark was very happy in the police, but seeing the success of the people [at Quest] and what a Quest franchise can offer in terms of lifestyle – although it is hard work – ﬁnancially and from a personal point of view, it ticked all those boxes for us,” says Fiona. Mark was able to take a period of three years’ leave without pay from the police force, but he says he won’t be going back. “I will resign from the job. I won’t be going WWW.FRANCHISE.NET.AU

Mark and Fiona Drinkw ater

with daughter Lily

back to it. This is our future now,” he says. “The opportunity to work for ourselves and for me to work with my wife and best friend is priceless.” The Quest Campbelltown franchise opened its doors in September last year and while running their own business is a juggling act for Mark and Fiona, who also have a two and a half year old daughter Lily, they say the support and guidance offered by Quest makes all the difference. “It is a wonderful group to be a part

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Franchisees|Inspire

of because of the passion, the commitment to the brand, to the franchisees and to the people as well,” says Mark. “That’s something we treasure, being a part of that network. The people are fantastic, not just the other franchisees but all the staff and everything they do on a corporate level as well.” In 2008 Quest introduced Quest for a Cause, an initiative which encourages franchisees to select a charity in their local area and support them wherever possible; something that Mark and Fiona have embraced whole-heartedly. “The Right Start is a new organisation developed by some young mums whose goal is to have a dedicated centre that will provide support, relationships and resources for parents of Down Syndrome children. Our involvement is just being there where we can, so raising funds or just helping to raise awareness,” says Fiona.

Mark and Fiona are open to supporting the organisation in a number of different ways, whether it be donating a Quest room to be auctioned off at events or showing their support by attending certain events. The Campbelltown Quest team also did its bit for MS recently, taking part in a 24 hour mega-swim charity event, and Mark is keen to help out his mates in the police force in the not too distant future. “Because we’re only new we can’t do everything at once, but where we can we get involved. I’ve just created a bit of a relationship with the local police and we’re looking to sponsor some of their events and getting involved with them,” he says. “It’s not so much a commercial decision for us. It’s not about what we can get from it. It’s more about being in line with our principles and values and in line with the values of Quest.”

“There are beneﬁts, and I think that being such a new business, one of them is that the community gets to know us as well, so just building that relationship,” adds Fiona.

It’s not so much a commercial decision for us. It’s not about what we can get from it. It’s more about being in line with our principles and values and in line with the values of Quest “One of our core values is to immerse ourselves in the community and partner with other businesses and programs. We’re moving to the community, and our family lives here as well, not just our business. That’s paramount, being part of the local community.” F

Ph: 07 5532 7071 e: franchising@outbackjacks.com.au www.outbackjacks.com.au WWW.FRANCHISE.NET.AU

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Inspire|Franchisees

FEMALE SPARK

AT BATTERY WORLD

uthie Farrar is used to working in male dominated industries. Before she and her husband became Battery World franchisees in 2009 she was a member of the Royal Australian Air Force. And while she was glad for the career change, Ruthie admits that her 22 years as a Defence Force member armed her with a number of skills that today help her to operate a successful business. “I have a lot of qualities that I can use from the Defence Force. Defence military members would make great candidates for franchisees because they love procedures and they love rules and goals and having things to strive for. It’s what we’re used to and the Battery World franchise does that for me,” she says. Ruthie’s approach to her Ipswich franchise, just like her approach to the Air Force, is very hands-on. “I do everything. I do roadside, I do battery ﬁttings, I do counter 20| FRANCHISING JUL/AUG 2011

work, I do the marketing, I do administration, I do the stafﬁng, the pays, you name it. I basically run the business. My husband looks after the technical side and I do everything else,” she says. All this hard work has paid off, with Ruthie and her husband Howdie being named the 2010 Franchisee of the Year, just 12 months after their business doors opened for the ﬁrst time. Ruthie says Battery World is a great franchise to work for, and even though she might be part of the minority as a female, the Ruthie and Howdie Farrar

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We invite you to join Australia’s most dynamic & successful Steel Shed Network. Shed Boss sells a premium product with proven professional building systems. All outlets are independently owned and operated businesses, using local products and supporting local industry.

T: [61] 07 40311 911 F: [61] 07 40311 911 E: admin@shedboss.com.au Street:1/220 Severin St, Parramatta Park, Q,4870 Mail: P.O Box 311, Bungalow, Q, 4870

There are a range of benefits associated with owning your own Shed Boss Franchise: A very economical entry to the Shed and Garage Industry Develop your own saleable business Be supported by excellent business and building systems Have a Master Franchise that works with you, but does not intrude into your business Have access to patented products, systems and building designs Gain group purchasing power Be well trained and develop your own business skills Be a part of a well recognised and established franchise Know that there is proven success in a range of locations throughout Australia. A simple royalty free system Have a secure exclusive Territory Use comprehensive quoting and project management software Be a part of a business with a great reputation for Service and Professionalism. Interested in owning your own outlet! These Licensed businesses are immensely beneficial to a wide range of people, particularly builders who wish to have a saleable business and get off the tools. If you believe you have the aptitude and skills, we welcome you to make application through this web site to find out more.

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company is making moves to remove the stereotype of battery handling being a typically male profession. â&#x20AC;&#x153;Battery World is changing. It used to be male dominated when it had auto-electricians in it, but now itâ&#x20AC;&#x2122;s changing and being made more female friendly,â&#x20AC;? says Ruthie. The franchise is not only trying to make itself more appealing to women looking to become franchisees, but also to female customers. â&#x20AC;&#x153;When ladies come in to get their batteries changed, they sit in the waiting area, thereâ&#x20AC;&#x2122;s lots of magazines, itâ&#x20AC;&#x2122;s air conditioned, thereâ&#x20AC;&#x2122;s water to drink. Itâ&#x20AC;&#x2122;s comfortable for them and it wasnâ&#x20AC;&#x2122;t like that before.â&#x20AC;? She says that while her role as a franchisee is very demanding â&#x20AC;&#x201C; she and Howdie work seven days a week and have only taken one weekend off in 17 months â&#x20AC;&#x201C; she loves the fact that sheâ&#x20AC;&#x2122;s never bored. â&#x20AC;&#x153;Thereâ&#x20AC;&#x2122;s always something happening. Thereâ&#x20AC;&#x2122;s always something different. You could be ďŹ tting a 4WD battery one minute then youâ&#x20AC;&#x2122;re ďŹ tting a tiny little coin cell battery into an old ladyâ&#x20AC;&#x2122;s watch.â&#x20AC;? Not knowing a lot â&#x20AC;&#x201C; or anything â&#x20AC;&#x201C; about batteries isnâ&#x20AC;&#x2122;t an excuse to not become a Battery World franchisee, Ruthie says, because the training provided by the franchise covers it all. â&#x20AC;&#x153;The training that Battery World provides is brilliant,â&#x20AC;? she says. â&#x20AC;&#x153;We did a month [long] franchise course then about three months of placement where you go around to different stores and work there to get your conďŹ dence up and learn about the batteries, because thatâ&#x20AC;&#x2122;s the hardest part, learning the stock, learning about the batteries.â&#x20AC;? The best part of being a Battery World franchisee,

Achieve Your Personal and Business Goals Faster Battery World used to be male dominated when it had autoelectricians in it, but now itâ&#x20AC;&#x2122;s changing and being made more female friendly however, is feeling like youâ&#x20AC;&#x2122;re a part of the community, she says. â&#x20AC;&#x153;I love being in the franchise. Ispwich has been a fabulous place to open a franchise ... Of course we wouldnâ&#x20AC;&#x2122;t have won the Franchisee of the Year award if it wasnâ&#x20AC;&#x2122;t for the people, the businesses and the community of Ipswich. We put in the hard yards, and no one can tell me that itâ&#x20AC;&#x2122;s not hard work because it damn well is, but we both knew that when we signed on the dotted line.â&#x20AC;? F

Searching for a business Searching for to match your Credibility andskills? Value? Our Business Model Includes:

Toll Free 1800 634 227 E andrew@brian andrew@briantracyanz.com

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With the pizza industry getting more and more crowded every year, Nikki and Marc Commensoli have taken their business mobile, offering both clients and franchisees a unique opportunity to indulge

PIZZA ON THE

M VE Pizza Event offers a mobile mini gourmet pizza menu

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ikki and Marc Commensoli are familiar with the difﬁculties of being in the food service industry. With about 30 years experience in pizza shops, the husband and wife team, like all business owners, have had to keep the proximity of competitors and all the costs of rent and staff in mind, not to mention how to actually get customers in the door. So when the pair decided to expand, they ﬂipped the business model on its head and went mobile – going directly to the customer WWW.FRANCHISE.NET.AU

as a catering business with a mini gourmet pizza offering. NowP izzaE vent is looking to expand, ﬁrst in Sydney and then following the interest that’s come from inter-state and overseas as well. “It grew from catering for 21st and 18th birthdays, and now we cater for baptisms and naming ceremonies all the way to 70th birthdays and everything in between. We’re at the stage now where we have so much business that we actually have to refuse some,” says Nikki. Pizza Event has just sold its ﬁrst franchise to a previous employee of the Commensoli’s

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bricks and mortar pizza shop, Belmontes, and Nikki and Marc are on the lookout for more people to join the team. “We’re looking for someone who is enthusiastic about catering because we’re in the party business. We’re in the business where we entertain,” Nikki says. “So someone who is happy-go-lucky, likes to work in a happy environment, who has some idea of food but doesn’t necessarily have a background in food, because we provide all the training. And someone who is very ﬂexible and is looking for a ﬂexible lifestyle where they can work when they want to.” Nikki says franchisees can work as little as two days a week and still get high returns. “On the other side of that, if you are willing to work six days a week, like you would work your

basically it’s a mini pizzeria in a mobile form that they construct out wherever the function is. So it can be by a pool in someone’s backyard or on the 15th ﬂoor in a building in the CBD,” says Nikki. “They get a mobile pizza oven, they get the van, all the refrigeration, all the tables, all the utensils, all the uniforms, everything to make the function work.” Franchisees will also be taught everything from pizza-making to effective marketing techniques. “They will get an idea of how to market and work the marketing in their area,” Nikki explains. “How to work with clients, ﬁnding out what their needs are because the franchise will have the contact with the clients once the bookings are done. “[They’ll learn] how we set

Pizza Event caters for all sorts of functions; from casual to corporate

normal franchising business, you have that ﬂexibility as well.” The turn-key cost for franchisees is $170,000 plus GST and this gets you one van with two mobile pizzeria setups, allowing the franchisee to cover two events in the one territory at the same time. There will also be royalty and marketing fees, but these are yet to be determined. “They get the entire kit. So

up and all the systems that allow the franchisee to feel comfortable about working in that environment. It’s an extensive training program and then they’ll have ongoing support. We’ll actually be out there with them at initial functions, supporting their staff.” “So we’ve got a system that is very close to perfect, and it ticks all the boxes as far as catering goes.” F WWW.FRANCHISE.NET.AU

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Inspire|Franchise storys

VIVA LA REVOLUCIÓN H

ow would you recreate the easy-going lifestyle of Cuba in an Australian café? Coco Cubano’s founder Tony Melhem chose to channel the relaxed ambience, upbeat music and exotic drinks of the central American country for his Sydney-based café

chain. Think franchise, think identikit? Not at Coco Cubano, where Tony has aimed for an individualistic style that translates into custom-made armchairs, bar stools, quirky pendant lighting, and walls of family photos and images recording his trips to Cuba. And this spirit of individualism will

Top: Vintage style and photos add to the relaxed vibe. Above: casual dining and cocktails are on the menu 26| FRANCHISING JUL/AUG 2011

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continue as the chain grows. “A franchise has to retain the same look and feel but there is the opportunity to personalise stores with individually purchased items under guidelines,” says Tony. “The décor will be slightly different, we sprinkle vintage with new.” It’s a venue appealing to

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customers dropping in for a late-night drink with friends, as a spot to unwind with a hot beverage, a place to enjoy a casual meal or snack. It’s a café where women can feel comfortable sipping a cocktail alone, and can meet up with other mums for a morning chat – kids in tow. As a family man, this sense of an unhurried, easy-going atmosphere is just what Tony wanted to achieve. “It’s all about family. It’s a comfortable relaxed environment, a place you can call your own.” The first outlet opened last year at Darlinghurst’s iconic Taylor Square, in a high-profile spot on this busy junction. Another corner site in Parramatta’s Church Street is the location for the most recently opened outlet. Tony and his business partner Cameron Kenna are now ready to franchise the concept. Says Cameron, “We’ve signed up our first franchisee in Melbourne and are very close to securing our first franchise site.” That the cafes are safe and secure eating and drinking venues with a comfortable vibe is a strong selling point, Cameron believes. “We want to target regional areas where there is no alternative to the country pub,” he says.

Support is on the menu While the menu caters for breakfast through to midnight snacks, including tapas, chocolate, cocktails, steak sandwiches, Coco Cubano is licensed and serving alcohol is a substantial part of the business. “We have key accounts with major suppliers and can give franchisees guidance on ordering to get it right,” says Tony. Franchisee support is core to the system, he says. “With franchises, it’s a real partnership. We want to support our network and our franchisees. If the

Customers can enjoy a drink

business in your store is performing well, we’re doing well.” Cameron adds “Half the battle is identifying the problems, and we can guide franchisees through these. We’ve learned what works, we’ve done the profit and loss, and the costs.” The day’s trading is just the start of the work for many hospitality businesses, with admin demands keeping owners busy at night. However, technology will allow Coco Cubano franchisees to manage their figures and key data from mobile phone applications. “Franchisees don’t get into franchising to be stuck in the back office,” says Tony. The two partners have backgrounds in accounts, pr, communications and business ownership. And with a background steeped in franchising (as a hospitality franchisee, chair of the franchisee forum for the Franchise Council of Australia (FCA) and the FCA’s deputy chairman) Tony understands how hard it can be to build a business, and what support franchisees really need. “If the franchisee wins we win too. We want to do this a bit differently.” F Check out the Coco Cubano video interview on Franchising magazine’s Facebook page!

F I CE OF

Busy corner site for Coco Cubano

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Opportunities|Full service restaurants

SERVICE A restaurant with a great menu needs another ingredient to make it a success – fantastic service. Domini Stuart looks at the role staff play in dishing up a full table service that keeps customers coming back

n any restaurant, food must always come ﬁrst. But when the restaurant offers full table service, the quality of that service runs a very close second. However delicious the meal, customers are unlikely to return if they felt unwelcome, were kept waiting too long or were treated rudely by a waiter. They’re also far more likely to report a disappointing experience than a positive one – bad news travels fast. 30| FRANCHISING JUL/AUG 2011

Grill’d opened its ﬁrst restaurant in 2004. The concept of fresh, healthy burgers in a friendly, casual and funky environment proved popular; there are now over 45 restaurants across four states and many more are in the pipeline. Grill’d was also named FCA Emerging Franchisor of the Year in both 2009 and 2010 – and Brett Carman, general manager of operations has no doubt that service is fundamental to this success.

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“Obviously we’re focused on the quality of our burgers, that’s a non-negotiable, but the Grill’d experience underpins everything that we do,” he says. “The service people get in our restaurants comes down to staff and, by extension, our franchise partners. We rely on them to drive, inspire and lead people to provide great service. Without that the whole thing collapses.” Grill’d is particularly committed

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to staff retention. It’s a sound policy; reducing turnover has been linked with a number of benefits including more consistent quality for customers, higher staff morale and significant cost savings. “Once we’ve recruited good people we work hard to keep them,” says Carman. “Our training program teaches more than basic Grill’d skills – for instance, broader life and career skills – and we’ve found that helps to build loyalty. The program is tied to Certificate 3 in Retail Operations so it gives our people a qualification. And our growth has also opened up opportunities for moving people through our system. Someone joining Grill’d as a team member can advance to a team leader role and we’re now having success with moving team leaders into management roles. So, right from the start, they can see an opportunity for a career.” Happy staff can also help with recruitment. “We have a referral system which encourages our people to recruit their friends,” says Carman. “That works on two levels. Creating a social environment at work is a positive in terms of retention and, generally, we find that birds of a feather flock together; people who want to do a good job often have friends with the same attitude. And, of course the last thing a good worker wants to do is introduce a dud because they feel it would reflect on their reputation.” Referral is not an option when a new restaurant needs to be staffed from scratch. In this case, Grill’d uses a group interview process with activities designed to see how people interact and work as a team. When it comes to choosing franchise partners they have found an outsourced program to be most effective, not least because it is very objective. “When we were helping to develop it, we had to identify core skills and attributes,” says Carman. “Naturally, we look for astute people with some busi-

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The Grill’d experience is about service as well as good quality burgers

If you’re helpful and friendly, customers are more likely to remember that than the fact that one dish arrived a bit late

ness sense who are comfortable around numbers. “But top of the pile is a passion for the brand. I know it sounds like a cliche but passion really does drive every element of the business. You can’t have Grill’d as a passive investment – we ask all of our franchise partners to be hands-on and that’s hard to do if you’re not excited to be in the business.”

A family focus La Porchetta has been providing home-style Italian food at valuefor-money prices for over 25 years. Now, with 80 contracted and franchised locations across Australia, they still pride themselves on being family-friendly – La Porchetta was recently voted Best Family Restaurant in Victoria by readers of Mother & Baby magazine. “Our restaurants are set up to

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Italian family culture is on display at La Porchetta

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Opportunities|Full service restaurants

Customers don’t like waiting too long in full service restaurants

Once we’ve recruited good people we work hard to keep them. Our training program teaches... broader life and career skills and we’ve found that helps to build loyalty

reflect the best of Italian family culture,” says CEO Sara Pantaleo, who was recently named National Franchise Woman of the Year by the Franchise Council of Australia. “We want parents and their children to enjoy great food and to relax while we look after you.” A varied menu adds to the family appeal and the franchise recently strengthened its brand by introducing children’s parties. Youngsters of five and older can now learn how to prepare their own pizza and then eat their own creations. As with many restaurant franchises, hospitality experience isn’t a pre-requisite. A passion for the food industry and customer service most definitely are. “We look for commitment, stamina, entrepreneurial drive and great communication and relationship skills,” says Pantaleo. “We also look for people who display empathy for others and a family orientation to fit in with the culture of our restaurants. It’s also very important that franchisees have good analytical skills so that they can work with us to drive their business forward.” As most franchisees are hands-on, excellent people management skills are another given, but that doesn’t necessarily mean formal qualifications or experience in the workplace is required. “These skills can also be demonstrated in a number of different ways, including volunteering and family life,” says Pantaleo. >> continues on page 35

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Full service restaurants|Opportunities

Why choose Hudsons Coffee?

Attitude and personality count as much as great steaks at Outback Jacks Bar & Grill

>> continued from page 32

Initial franchisee induction training includes extensive coverage of human relations. “In addition, we support franchisees with detailed information about recruitment, from advertising the position to inducting new staff – our induction checklist covers everything from policies on equal opportunity to food safety,” says Pantaleo. “We also have templates to assist in rostering and staff management as well as a job

Some things can’t be taught Outback Jacks Bar & Grill, popularly known as OBJ’s, is the fastest-growing steakhouse chain in Australia. The chain’s success is built on the promise of premium-quality steaks in a relaxed environment with full bar facilities. Customers choose their cut of meat from the display cabinet, and, according to OBJ’s, it is the largest range of steaks on any menu in the world.

We look for commitment, stamina, entrepreneurial drive and great communication and relationship skills application section on the website which is externally hosted.” Training extends to every aspect of the business. “This doesn’t mean that franchisees will necessarily make pizzas or work in the kitchen,” says Pantaleo. “It does mean that they understand fully what goes on in every part of their restaurant and are ready to manage any challenge that might arise.”

Since the ﬁrst restaurant was established in Tamworth in 2006, 22 more have opened across Australia. There are plans to double the number of outlets over the next 12 months, not necessarily with franchisees experienced in the industry. “Hospitality and even management skills can be taught,” says Colby Smith, general manager of operations. “Attitude and personality can’t, and OBJ’s

“Hudsons Coffee is a strong brand in the market place and they’ve provided us with a clear road map of how to structure and run a successful business.” Terry & Marisa Orfanidis, Vic

Learn more about owning your own Hudsons Coffee store. Visit us at Stall A17 during the Melbourne Franchising and Business Opportunities Expo, August 19-21 at the Melbourne Convention & Exhibition Centre. For more information, call Carly on 03 8631 7710 or visit hudsonscoffee.com.au

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fun, Aussie style environment means that our franchisees need plenty of both.” Training is extensive and generally begins with a stint at the Darwin restaurant. Franchisees receive complete, up-to-date manuals for all aspects of the running of a restaurant and full-time trainers provide continuing support once the restaurant has opened. This includes helping franchisees and their staff with the Outback Jacks concept, including excellent customer service, along with help and advice on keeping and recruiting staff. “But the most important thing is that our franchisees are

hands-on, motivated and peopleorientated,” says Smith. “We look for people who have good communication skills with a passion for good food and exceptional service. We like people that want to drive the brand and build a successful business – and have plenty of fun along the way.”

Getting the basics right If anyone knows about the value of customer service it’s Stan Teschke. It’s been more than 35 years since he and his wife Vicki opened a Taco Bill Mexican Res-

The most important thing is that our franchisees are hands-on, motivated and people-orientated... want to drive the brand and build a successful business, as well as having plenty of fun along the way

Customer service is key at Taco Bill

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taurant in South Melbourne with ‘Taco Bill’ Chilcote and two other pioneers of the Mexican food industry. He is now co-owner of the longest-established Mexican restaurant in the country. His franchisee training starts with a question: what are the two things than people who visit restaurants complain about most frequently? “The answer is ‘not being greeted at the door’ and ‘not having the bill brought to the table’,” says Teschke. “Not many people know that, but if you get those two things right, you’re already 95 percent of the way to being successful.” Hospitality is a relationship business and, as Teschke points out, the relationship starts as soon as someone phones to make a booking or walks through the door. “If you don’t acknowledge them and make them feel welcome they’ll get the sense that they’re not wanted and quite likely go somewhere else,” he says. “People hate to feel they’re being ignored.” Franchisees need excellent people skills in order to relate well to both customers and staff. They also need the skills to get the best out of people who are keen to work but whose credentials are less than ideal. “For instance, we never used to hire backpackers because they will only be around for a limited time,” says Teschke. “But good, permanent staff are increasingly hard to ﬁnd so now we do hire backpackers. But, instead of going through the full training process, we have developed a condensed program focusing on key aspects of customer service. We teach them that everyone makes mistakes from time to time but the most important thing is to acknowledge that, apologise and do what you can to make amends. If you’re helpful and friendly, customers are more likely to remember that than the fact that one dish arrived a bit late.” F

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Opportunities|Mortgage broking

GIVING GOOD A number of franchise systems have built well recognised brands in the mortgage advice arena, and there are some new names emerging too. For all of them good service is the keystone of the business

hen it comes to selecting the right home loan Australians are spoilt for choice – there are literally hundreds of options. And who better to guide you through the maze than someone who makes it their full time business to know the market? Andrew Russell, general manager of products and distribution at Mortgage Choice views the home loan market as increasingly complex. The result is more and more customers wanting a helping hand as they navigate their way through the products, he says. If the business of sourcing home loans is one you would like to invest in, there are several roads to success: perhaps a mortgage broking franchise is the right route, or it could be as a non-bank lender franchisee, or as a referral business. In many cases,

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customer service and good communication skills are more important than a ﬁnancial services background. Today brokers face a tough housing market on one side and increased regulatory demands. The result is extensive training across the industry to ensure all advisors are up to speed with the legal requirements – the relevant diploma. At Mortgage Choice, says Russell, “our brokers go through increasing amounts of training and continue to refresh. To ensure our mortgage professionals are best in the class, that’s our goal.” Other changes have been brought about by the Global Financial Crisis and a reduction in bank commissions. This has had a direct effect on trail commissions, the ongoing payments made to a mortgage broker by the loan provider. The trail is an annuity stream for the broker, explains Russell. “The commission structure has been reduced but the industry adjusts. It’s about 15 base points on an outstanding loan amount.” Among those who receive trail commission are franchisees in the Smartline group (who have voted the franchise into the top slot for franchisor support ﬁve years running in the TopFranchise online survey), although commission from the banks has been reduced by 30 percent.

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Mortgage broking|Opportunities

At Refund Home Loans, brokers also receive trail commission and will continue to do so, insists franchisor and founder Wayne Ormond. “The franchisee gets the lions’ share, 75 percent: it always has been, always will be. The selling point to customers is that we’ve got someone remunerated for looking after you,” he explains.

The valet introduction While 40 percent of the customers in the market for a home loan use a broker, the remaining six out of 10 clients source the loan directly. Refunds Direct executive director Robert Graham believes brokers had a boom market for a number of years and they maintain a legitimate role with customers. “They identify products, give advice on pricing. They come to your house, return your calls. Service and certainty are big things in the mind of the customer.” But broking isn’t the path that Refunds Direct is taking. This business is all about appropriate referrals that result in a loan, with the customer beneﬁting from a refund linked to the provider’s commission.

HOUSING TRENDS The latest figures from RP Data showed home values remained virtually unchanged in the three months to the end of April, though expensive suburbs have predictably been poor performers. The Housing Industry Association’s chief economist, Harley Dale, also reported lacklustre sales of new homes in the 2011 first quarter. However housing affordability had a slight lift, according to the association. “Improved affordability is great news for home buyers, particularly first home buyers with sound financial positions,” said senior economist Andrew Harvey. Home loan commitments, seasonally adjusted, in November 2010 stood at $14,475 million, reports the Mortgage and Finance Association of Australia (MFAA) (source ABS). However, the MFAA also highlighted the dominance of the banks in the lending market (March 2011) as competition decreases after the Global Financial Crisis.

Speed and certainty of ﬁnance are critical for the customer, says Graham. It’s what managing director Strachan Taylor calls a valet introduction service, with three providers referred to the customer: a bank, a non-bank lender and a specialist. Typically a bank, a non-bank and a

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specialist are recommended to a customer. In one case, the ﬁrst contact was made within an hour, and all three had phoned within 24 hours. The customer is now going through with the loan application, receiving a $1230 refund linked to the provider’s commission. >> continues on page 41

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Gelato has never been this Hot! It’s all about LIFESTYLE – funky, colourful, fun, easy and people oriented! Com Combine this with a delectable product range that is ‘made fresh daily’ and universally appreciated by young and old alike and you ap h have the mouth watering recipe for a tantalising franchise opportunity. Ideal for the easy going entrepreneur seeking a HIGH PROFIT CASH BASIS business minus the headaches (ok, we’re not responsible for any brain freezes due to over indulgence). With national & international expansion plans in place, the Vulcano Gelato franchise opportunity is presented to you with ‘amore’ blending the authentic taste of traditional Italy and modern business systems.

Stop drooling & get Your Fix! franchise

central

Call 1300 558 278 www.VulcanoGelato.com | www.FranchiseCentral.com.au

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>> continued from page 39

While much of the research can be done online, customers can talk about their requirements with a franchisee who understands the services offered by the individual providers and their appetite for business. Customers like it

REFUND HOME LOANS With nearly 400 franchises across Australia, Refund Home Loans offers territory-based franchises the ability to sub franchise and have up to 10 partners underneath and to get a share of their business. There are now close to 100 partner franchises in the group. Brokers are trained to Certificate 4 level, and now Diploma, as required by July 1. Franchisees benefit from umbrella professional indemnity insurance. The latest addition to the business is a real estate model (office-based) which sees the commission shared between vendor and purchaser. It’s an obvious link with home loans. And then there’s Refund Financial Planning – with almost 40 franchises already.

because they feel empowered to deal with banks, says Graham. “There is no-one wedged between us and the lender. Banks like it – we’ve narrowed competition for them, it’s a hot lead. We’re connecting the customers with people who know their products.” Despite being a young company, it’s moving straight into a franchising model. “We’re moving early because there’s a gap in the market now. If we tried to build the business ﬁrst, opportunities could be missed. We can accelerate a lot with staff and we’ve got a slow and deliberate model.” In the long term the model can extend into broader areas such as super, insurance and wealth creation, insists Graham. “Anywhere rebates can be paid. We are mindful of the opportunities. We keep costs low so we can share commission with customers,” he says. “Refunds is a point of difference, not a silver bullet. We can only offer

To come into the mortgage industry you need brand and proven success and the right approach. Secondly – support and a team, over time to lean on to help you grow the business

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REFUNDS DIRECT Refunds Direct is a mobile business with franchisees focused on generating leads. An investment of $19,000 + GST includes two days training and three months of coaching with a Fast Start program. There is umbrella professional indemnity insurance (subject to individual); the franchisor is responsible for training and licensing franchisees. There are three business channels: the biggest is face to face contact using the franchise model; online with an option to speak to a franchisee; and professional channel for referrals from solicitors and accountants. Strachan Taylor, managing director, is clear about what the business needs from franchisees. “They must be passionate, have huge amounts of energy, be able to engage customers and be good at promoting themselves and their proposition.”

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Opportunities|Mortgage broking

refunds if we’re running a lean and efﬁcient business.”

Business synergies The vision of providing a refund for clients is not new. Wayne Ormond, Refund Home Loans, was the ﬁrst to come up with the idea of sharing commission with customers; his mortgage broking business has been doing it for seven years. The average return is a $1000 refund to customers, and this ﬁgure can make the difference between getting and not getting a home loan, he insists. Having just gone through the process himself, he reiterates how stressful the home loan search can

with plans for one to 15 years, so franchisees have to be good communicators, he says. A franchisee’s most important attribute is good people skills. “Lending isn’t rocket science. You have to like and understand people and you have to be a listener. A home loan is the biggest commitment and the biggest purchase. When we take out a home loan we want people talking to us who take it seriously.” Chris Acret at the franchised brokerage Smartline has also spotted synergies in the ﬁnancial services sector, broadening the offer with the introduction of risk

Refunds is a point of difference, not a silver bullet. We can only offer refunds if we’re running a lean and efﬁcient business be. “This is a viable alternative. Our franchisees know what is on offer. People get referred through agents, friends, magazines and through other franchises. “People understand mortgage broking is about getting a mortgage through a bank. Any broker worth his salt knows the products, has always got access to information and has to know what’s best.” It’s about helping customers

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insurance within the last couple of years. “You could be niche and be successful, but we thought this made sense,” he says. Franchisees are already in discussion with customers about a home loan – extending the talk to include insurance is an obvious step. “We insist they have the conversation, even if they refer,” he adds. “About 85 percent of business

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SMARTLINE Professional indemnity is offered under an umbrella policy. “As a group we have almost no claims, we can save everyone money,” explains Chris Acret. A merger with WA Mortgage Force took the business from 140 to 200 brokers, extending its reach. Listed as number one for franchisee satisfaction in 2011 topfranchise.com franchisee survey. is through referrals from clients or business partner networks. Client based business is repeat business. We’ve always felt it was about relationships. It sounds obvious but service is essential.” It can be hard to isolate the DNA of a successful franchisee but there are some essential traits, Michael Russell suggests. “Great relationship skills are part of it. Being trustworthy and able to communicate are important. This is a big decision and people feel vulnerable. Customers also trust a mortgage broker is going to provide, so the service proposition is important.” Increasing use of technology and raised knowledge levels

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Mortgage broking|Opportunities

brings a more knowledgeable customer to Mortgage Choice, which has clocked up almost 19 years in the industry. “The internet and magazines are a great way for customers to come into contact with the brand,” says Russell. Nowadays it is common for the customer to be also searching for insurance, personal loans, credit cards, and this has brought great opportunities, he adds. “To come into the mortgage industry you need a brand, proven success and the right approach. Secondly – you need support and a team, over time, to lean on to help you grow the business. We’re seeing people individually moving from their own operation into a franchise system where they get greater support,” he says.

Making life easier Rams is a non-bank lender, now owned by Westpac. While a franchisee can act as a broker, 99 percent of loans are currently written in Rams’ own products. “We are ﬁnding people come to us to take care of complicated issues which need time and energy. We focus on building a loan book,” says Maria Robinson, national franchise recruitment manager.

RAMS HOME LOANS Franchisees pay $23,000 for a franchise fee and need between $175,000 and $250,000 to set-up. The business can be home based for 12 months but within a year needs a shop serviced by one to three staff. The focus remains on single unit franchisees although there are some multi-unit operators in the group. All home market segments are catered for, including the growing reﬁnancing sector.

“We remunerate very well, we’re competitive comparative to brokers – about 35 percent more. We’ve got some franchises settling $50 million in their first year. That’s pretty good going.” So what skills does a franchisee need to be successful? Sales skills and sales managing, strong networking skills and small business experience are cited as important attributes. Recruitment is not a rushed affair, taking two to four months. During this period the franchisee is expected to show an understanding of SMEs and must speak to at least three current franchisees as part of the process. “Not all franchisees are from the mortgage industry but we ensure the have the key skills. We have a compliance officer to help franchisees work out what they need to do,” says Robinson. When it comes to franchisee support, this is handled at state level, with a ratio of one manager to seven or eight franchisees. Franchisees also have direct access to the credit team (which is a Rams, not a Westpac, team) allowing them to follow up client loan applications or queries. The bank however does provide funding and enormous investment in infrastructure, she says. This has led to the business becoming paperless, and adds to the effect of creditable operations. Whether customers choose a bank, a non-bank lender, source their business directly or prefer expert recommendations, finding a home loan takes time. Providing guidance in the process is a great business opportunity. F

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Building services|Opportunities

A good reputation isn’t just a bonus when it comes to the mobile building services arena, it is one of the building blocks of a successful ﬁrm reports Stephanie McDonald

FIRM FOUNDATIONS L

ike any franchise, mobile building services sees established brands consolidate their name and new competitors trying to get their foot in the door. Unlike food franchises though, which typically have a visible shopfront, new and existing mobile building services are built on two pillars – developing a good reputation and excellent marketing. Dial-a-Digger, which specialises in earth moving and trenching, was established in 1984 and has grown from two company-owned units in Adelaide to 20 franchises across three states in Australia. David Thornton, director at Diala-Digger, identiﬁed early on what customers wanted. “Our goal was to provide the best service available [and] the key was

to maintain a level of service that our competitors could not match,” he says. It ignored both new and existing competition and instead focused its attention on meeting the goal. “We concentrated 100 percent on providing a level of service that was unique

and continually looked at ways of improving the level of services that we made available to our customers,” Thornton says. “We have never spent time or energy on wondering what our competitors are doing.” Although Thornton says businesses have attempted to copy Dial-a-Digger’s model, they have been unsuccessful because “they [have] underestimated the level of commitment that was required to operate their business at the level we do. “During the past 30 years of being in this industry we have seen many businesses, both new and established, go out of business,” Thornton says. He cites several reasons for this, such as little or no experience in the industry; under capitalisation; limited or no customer base; and limited

Now is the growth phase of the business. We’re getting further and further out into new regions and it’s an opportunity to get on before someone else copies my concept WWW.FRANCHISE.NET.AU

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Opportunities|Building services

or no expertise in marketing and business experience. “I don’t believe that many mobile businesses are innovative. Often their focus is on physically getting the job done and they neglect the important job of getting their business in front of their potential customers and improving their internal management and communication systems,” Thornton says. “Being involved within an established franchise system often provides you with all of the innovative ideas that a modern business today needs to be ahead of your competitors.” Danlaid Contracting, a ﬂooring preparation and waterprooﬁng contracting business, has modeled its business on much the same principles as Dial-a-Digger. It has been operating for over 14 years and started from

Our business grew by offering good, honest and reliable service, time after time, at a fair and competitive price a small home office and storage facility in Glen Waverley, Victoria, and now has offices in five states across Australia. Founder Danny Laidlaw began with a staff of two and has built the business up to over 40 people. “Our business grew by offering good, honest and reliable service, time after time, at a fair and competitive price,” says Graeme Lyall, national franchise manager at Danlaid. “Our project management team is extremely experienced with over 150 collective years between them.” Danlaid has witnessed many new competitors come and go. Lyall says it has

Danlaid Contracting In business since 1997 – franchising since 2003 Cost of turnkey franchise: From $120,000 to $170,000 depending on territory What’s included: For a franchisee starting out from scratch – a branded van, basic equipment such as a hand mixing drill, heavy duty diamond grinding with suitable industrial heavy duty vacuum, training, six month non-conditional earnings of $1000 per week, stock on consignment basis, uniform, stationary, sales leads and technical support. Franchise term: The term is ﬁve years, plus two further options of renewal. Skills needed: Building and construction experience. Marketing tools: Advertising in trade magazines, website, marketing material and word of mouth recommendations. What franchisees do: Call on building sites, collect architectural drawings to quote new business, provide quote, win business, supervise jobs and quality of work, plus invoice and chase payments. Plans for 2011-12: Expand with three more franchises in ACT, Tasmania and in Darwin. Increase brand awareness.

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Jim’s Building Maintenance “Branding is deﬁnitely a really strong part of our business. I think people have more trust in the brand,” says Theunis Terblanche, regional franchisor. “As a customer I’m looking for support afterwards. Will I get a reliable product, will the company still be around in ﬁve years? There’s a sense of stability with Jim’s. We give a three month guarantee for all our work. We’ve got jobs after the job has been given to a competitor, even though the quote has been 30 percent higher, because of professionalism and back-up.” As calls are logged centrally, the customer has some comeback if a franchisee fails to follow through, Terblanche explains. “If I don’t call a customer in two hours, after a lead, I get a complaint issued against me. Four complaints and you’re back for re-training.” Work includes exterior projects like decks, pergolas, car ports; interior work which varies from putting up pictures to corporate and commercial companies, bathroom and kitchen renovations, and installations.

What’s involved? Equipment required: A van or trailer and tools. Cost of franchise: From $27,500 to $40,000 depending on territory and state. The franchisor sets up the business, including vehicle signage and provides a bookkeeper for three months. Skills required: Usually franchisees need to be specialised in one skill like carpentry and then we train them in other skills. Plans for 2011/12: To expand business from 67 franchisees to at least 150 in two years to service customer demand.

managed this new competition in three ways. One, by giving clients the reassurance that staff were well-trained and experienced in on-site labour “to guarantee that we met with the construction program and deadlines”. Secondly, Lyall says Danlaid has built a reputation for carrying out quality workmanship and using the best and most appropriate products available to do the job. “[And] with 12 franchises Australia-wide, we offer the builder the same quality and service that they can rely on, no matter where in Australia the work may be. No other contracting company in our ﬁeld can claim this,” Lyall says. Lyall believes Danlaid’s competitors which have failed have been affected by ﬁnancial pressure or growing the business too big too soon. Unlike Dial-a-Digger

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and Danlaid, Crackmasters is a new player in the industry. Formed in 2009, the company specialises in rejuvenating asphalt and paving. It has been so successful it has quadrupled its turnover since its first year. Jason Cobb, manager at Crackmasters, says the key to the company’s success so far has been a necessity in the market for its services and Cobb’s 22 years experience in the pavement industry. Due to Crackmasters’ filling a niche in the market – completing both small and large jobs – the business has virtually no competitors. “I suppose in another way I’ve got more competitors in each individual field, but I’ve really got no competitors to crack filling,” Cobb says. “There are asphalters around and there are concreters, but they don’t want to do the little jobs. They want the big jobs. It’s a different market.” This was a deliberate strategy for Crackmasters. With 22 years experience in the industry, Cobb was aware of gaps in the market. Over the five years prior to starting his business he actively researched

Crackmasters In business 22 years, franchising since 2009 Cost of turnkey franchise: From $82,000 What’s included: A complete package. Franchise term: A ﬁve year term with one option to renew. Skills needed: None Marketing tools: Our name, brand, service and the need for our services. What franchisees do: Asphalt and concrete repairs, colour resurfacing. the market and developed his idea for a smaller pavement maintenance service. This approach of providing an innovative or different service is one which Cobb says is essential for new businesses due to a reluctance from customers to try a new brand or service. “They get stuck in just a name,” Cobb says. However, developing a new brand can be hard work. Cobb advises new entrants looking to enter the paving industry to

join Crackmasters and come under its already established name and brand. “Now is the growth phase of the business. We’re getting further and further out into new regions and it’s an opportunity to take up before someone else copies my concept,” Cobb says. Although Crackmasters currently has no direct competition, that may not last. If new competitors do enter the market, Cobb’s strategy will be to ramp up his marketing campaign to consolidate his brand. Aside from that, he has no plans to change the business strategy or how it is run due to competition. Crackmasters’ strategy going forward is simple – consolidate the brand and develop a core group of successful franchises around Australia. “My aim isn’t to have hundreds of little franchises dotted all around Australia,” Cobb says. “Just because someone wants one and can pay for it doesn’t mean they’ll get one. It has to be viable for where they are and it has to be a viable, ongoing thing. It also has to be the right person and the right mindset.” F

At SafetyQuip we’re proud to be in an industry that helps workers return home safely. We deliver in demand workplace safety products and services to a welcoming market of small to medium sized businesses. No safety industry experience? Don’t worry. SafetyQuip gives you comprehensive training and extensive, ongoing support. As a SafetyQuip franchisee you can expect SOLID EARNING POTENTIAL FAMILY-FRIENDLY 5-DAY OPERATION LARGE TERRITORIES DESIGNED TO PROMOTE GROWTH FLEXIBLE PLANS FOR BUSINESS EXPANSION GENEROUS 5 + 5 + 5 YEAR AGREEMENT

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www.sleepys.com.au

Sleepy’s the Mattress Experts have become a major force in mattress retailing in Australia with 38 stores nationally. What do you get for your investment?

Franchise Opportunities Available Australia Wide

• A proven simple selling system that works • Exceptional return on investment • Stable industry with healthy margins • A high number of stock turnover means strong cash ﬂows • Professionally styled, fully stocked showrooms, in great positions • Beneﬁt from Sleepy’s national advertising campaign with comprehensive marketing and promotional programs • Extensive initial and on-going training and IT support • Full support from Sleepy’s management team • Regular communications on sales progress

You may be interested in this Exciting Opportunity We are looking for a franchisee to be part of our secure, stable and growing group. Our franchise system offers the opportunity for you to work for youself, driving your own business and realising the rewards. If you would like to further understand and evaluate the possibilities of being part of our group, please don’t hesitate to contact me.

Our Products Our products are designed to our speciﬁcations and are exclusive to Sleepy’s. They are of high quality and have been selected to suit the needs of our target market. The product range is comprehensive; we have a mattress to suit every customer.

Live Local, Work Local Call Gavin Croft on 0434 254 154 or email: gavin.croft@mattressinvestments.com.au

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Entertainment|Opportunities

There’s a reason why people think life on the road would be relaxing – less stress and fewer expenses, but with more freedom to do as you please. The

ON THE

same goes for businesses on the road, writes Danielle Bowling

ROAD AGAIN... T

“We’re only looking for females to run Stufflers and with Jumping J-Jays we’re looking for couples. With Stufflers, our marketing is quite clear. We’re looking for mums who have had a career in the past, who have stopped to have children, don’t really want to get back into their career or don’t have the flexibility to do it anymore because they want to be home with their children before and after school. “And with Jumping J-Jays there’s a lot of heavy lifting, a lot of weekend work, whereas with Stufflers there’s no heavy lifting, no weekend work and 70 percent of the time the customers will come and pick up the machine themselves,” he says. Newton is also adamant that both systems are suitable as a supplementary source of income for families, something that can be maintained by one person while their partner or spouse continues on with their own full time job. “To buy a Jumping J-Jays franchise, someone in the household still needs to continue on with a full time job. That might be the husband, it might be the wife or it might be both of them, but someone still needs to have a full time income. I don’t want them

he benefits of running a mobile business are fairly self explanatory. In many cases, you can work from your family home so the hours are more flexible than your typical nine to five office job (not to mention the attire) and it’s often fair to say that as a mobile business owner, you can work as little or as much as you’d like. You’re also free from rent, there are fewer staffing issues and fewer costs than those associated with a bricks and mortar business. Here we talk to representatives from three different mobile franchise systems currently doing the rounds in Australia about what they have to offer.

Jumping J-Jays and Stufﬂers John Newton is the franchisor of both Jumping J-Jays and Stufﬂers – the former delivers jumping castles to childrens’ parties or corporate days, and the latter allows children to stuff their own cuddly toys at the same sort of events. While Newton insists that both systems are relatively easy to manage, he knows exactly what type of people he wants to join his group, and admits to knocking back more franchisees than he takes on.

Jumping J-Jays

ve Animals on the mo

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Opportunities|Entertainment

to use JJ’s as their full time income, just because it’s not required,” he explains. In terms of workload, Jumping J-Jays requires both weekend days for parties and events as well as one day a week for local area marketing. Stufﬂers, on the other hand, requires two days of local area marketing, as there is next to no weekend work required. And marketing is extremely important for mobile businesses, Newton says, because they can’t rely on a shop front or shopping centre advertising for promotion. “A lot of our franchises have a smaller turnover as a mobile business rather than as a retail store, but we still have to market the same, we’re just doing it from a smaller revenue stream because our mobile businesses are all turning over a lot less money. “We have to be able to take our advertising to the people, whereas if we were a ﬁxed site location the shopping

are Mum franchisees

perfect for Stufﬂers

Australian Poker League (APL) centre would bring ld b i the h people l past my store as a rule. So our marketing is a lot more difficult and our delivery of products is much more difficult,” he says. Marketing is the main challenge franchisees face, with lease and staffing costs reduced, if not eradicated, and an

JUMPING J-JAYS

STUFFLERS

NUMBER OF FRANCHISES IN AUSTRALIA: 25 franchisees

NUMBER OF FRANCHISES IN AUSTRALIA: Three franchisees

COST OF TURN-KEY FRANCHISE: $35,000

COST OF TURN-KEY FRANCHISE: $42,000

FRANCHISE TERM: Four years with three options to renew for further four year terms.

MARKETING LEVY: 7.5 percent to 14.5 percent. The fees change according to the number of children in the franchisee’s territory. As their direct mail database increases with childrens’ birthdays, we drop their fees because their sales come easier with targeted mail.

MARKETING LEVY: It ranges from 7.5 percent to 14.5 percent. The fees change according to the number of children in the franchisee’s territory. As their direct mail database grows in size, we lower their fees because their sales tend to rise with the additional contacts.

ROYALTY LEVY: Eight percent

ROYALTY LEVY: Six to eight percent

DESCRIBE YOUR TYPICAL FRANCHISEE: A mum and dad couple looking to add an additional income to the household by working part time on the weekends.

DESCRIBE YOUR TYPICAL FRANCHISEE: A career driven mum who now wants to balance a business working from home around the kids and family.

HOW MANY NEW FRANCHISES DO YOU PLAN TO ESTABLISH BY THE END OF 2011: Five

HOW MANY NEW FRANCHISES DO YOU PLAN TO ESTABLISH BY THE END OF 2011: Four

54| FRANCHISING JUL/AUG 2011

entry free that won’t break the budget ($35,000 for Jumping J-Jays and $42,000 for Stufﬂers). “It’s a safer opportunity for a lot of people, who might be a little hesitant about going into business. And a lot of people are hesitant because they don’t know if they’ll be a good business owner and taking a small step into a small franchise or a mobile franchise gives them that extra ability to say ‘let’s see how it goes’.”

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With 86 franchisees across Australia and New Zealand, sharing over 120 franchise regions, Australian Poker League is quite a distinct franchise offering. “The business works in such a way that the franchisees are given the right to an exclusive area. In that area they will approach certain hospitality venues that they think may be interested in hosting free-to-play poker. They’ll go to the venue, see if they have a quiet day or night where they can do with an injection of customers, they might say a Tuesday night, and what the franchisee might do is set up a poker event on Tuesday nights. They’ll promote it to the database of players that we have and depending on the location and venue they might get 40, 50, 60 people coming through the door,” says Garth Lamberton, APL franchise operations manager. “The venue is then charged by the franchisee for bringing those people to the business.” Lamberton says APL has two types of franchisees, but both understand that as mobile business operators, they must get out there and seek out new business. “We’ve got the ones that work in their business very actively, and we’ve got some that have done that right from day one and they’re very gregarious and outgoing and they love working in that environment. “Then we’ve got a number of other franchisees who have a critical mass of venues and operations in their region, or in a lot of situations own multiple regions. So they step back from the day-to-day operations and concentrate predominantly on the venue relationships, which is critical to our business. If

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EXCELLENCE IN MARKETING AWARD NATIONAL WINNER

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AUSTRALIAN POKER LEAGUE NUMBER OF FRANCHISES IN AUSTRALIA: There are 80 franchisees in 100-plus regions. APL operates in six states of Australia. COST OF TURN-KEY FRANCHISE: From $5000 upwards FRANCHISE TERM: Five years

we don’t have venues then we don’t have anywhere to run the games.” Mobile businesses such as APL give franchisees the ability to work very flexible hours, and with those like Jumping J-Jays and Stufflers, the costs of running the business are a lot less than the non-mobile alternatives. “From our franchisees’ perspective, the cost of entry and cost of buying into the franchise gives them flexibility. There’s no requirement for bricks and mortar. If they have their business

From our franchisees’ perspective, the cost of entry and cost of buying into the franchise gives them ﬂexibility. There’s no requirement for bricks and mortar

MARKETING LEVY: Variable, but it is based on the number of players seated at each event. ROYALTY LEVY: Variable, based on the number of players seated at each event. DESCRIBE YOUR TYPICAL FRANCHISEE: Our typical franchisee runs their own business and came across APL because they started playing poker at their local venue. They have an interest in playing poker and typically have great relationship skills. WHAT DO YOU HAVE PLANNED FOR 2011: We will very shortly be adding a suite of new products that APL franchisees can offer to their venues to help strengthen their relationships and add additional revenue streams to their businesses.

fences on the franchisee’s property. The only catch is that the franchisee must have at least one acre of land. While assistant managing director Rachael Woodham says that franchisees can work their job as much as they want to, she adds that being part of the Animals on the Move franchise is really a full time gig. “All of our franchisees bar one do it as their sole income, and the other one is a lawyer, who is easing herself into the job. So she’s starting by just doing

planned and structured in the right way most of them have their stock and equipment in their vans or trailers, and that would be the largest saving to them, the ﬂexibility,” Lamberton says.

Animals on the Move For between $30,000 and $35,000, Animals on the Move, which takes farm animals to birthday parties, school fetes, retirement homes and child care centres, gives its franchisees a van ﬁtted out with gates and enclosures, advertising material, the animals and extensive training. The franchisor will even come out and set up enclosures or build sheds and

weekends and working her other job part time, and then when she feels her franchise is strong enough to cover what she wants as an income, she’ll leave her other job,” Woodham says. “The weekends are always booked out, but during summer and spring it’s pretty much seven days a week, whereas in winter it’s usually four to six days a week.” Woodham adds that the franchise encourages its franchisees to employ staff when needed as well, so franchisees don’t have to work seven days a week but can still “bring in the money”. And while she accepts that many people, especially young people, aren’t

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before

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The easy way to manage and grow your business for less than a coffee a day. Summa is an incredibly smart and easy to use online business intelligence tool, developed speciďŹ cally for the hospitality franchise industry. It automatically analyses sales data directly from your POS/till systems and combines it with other data sources such as staff rosters, inventory and budgets to make effective decision making easy. As a complete online solution, Summa only requires a web browser to work and guarantees access to your business data from anywhere in the world at any time. Small wonder Summa is already used by hospitality franchises worldwide to help them ďŹ nd

new revenue opportunities, identify market trends, reduce costs, detect fraud and improve overall operational efďŹ ciencies. Take a look at our demo for yourself, then call us on 02 9969 5026 or email sales@summabi.com to get started.

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For less than a coffee a day joining Summa could be the start of many easier, better business decisions.

The easy way to make your business work harder.

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Entertainment|Opportunities

in a position to be able to live on more than one acre of land, those that are don’t have to worry too much about ongoing costs. “There’s just your petrol or your fuel, and your car if you have a car loan. Animal feed is an ongoing expense, but that’s about it,” she says. Franchisees do contribute to a marketing fund, which covers all of their promotional material and they are also expected to make themselves known in their local area and develop relationships with local schools and social events. Because when mothers are involved, word of mouth is extremely valuable. “If we’re at a party and there are 20 other mothers there to see us, if we’re putting on a good show then they’re deﬁnitely going to book us,” adds Woodham. Putting on a good show and

ANIMALS ON THE MOVE NUMBER OF FRANCHISES IN AUSTRALIA: Six, one of which operates three set ups with the help of her staff. COST OF TURN-KEY FRANCHISE: A Farmyard Franchise costs $35,000 plus the lease of a vehicle. FRANCHISE TERM: Five years. MARKETING LEVY: Five percent. ROYALTY LEVY: 15 percent.

being a friendly franchisee who promotes the brand well is easy when your job, in essence, is to make kids smile, she says. “The best part of the job is working with happy people every day. You take animals out to kids and adults and all you get is smiles, so it’s not like you’re going to a stressful business environment. It’s a fun job, and a fun business to be in.” F

DESCRIBE YOUR TYPICAL FRANCHISEE: Our most successful franchisees have a genuine love of animals and a strong work ethic. The animals must be looked after on the franchisee’s property, therefore enough space to keep the animals safely and securely is required. Franchisees must also display an ambition for success, integrity, excellent communication skills and financial capability to purchase and operate their business. HOW MANY NEW FRANCHISES DO YOU PLAN TO ESTABLISH BY THE END OF 2011: In the next 12 months we plan to have three more franchises start up in NSW.

Be part of the SUCCESS Opportunity to create your own successful business as a licensee for the market leading brand LUXAFLEX® Window Fashions

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To ﬁnd out more about becoming a LUXAFLEX® Gallery dealer contact Mark Futeran on 02 9638 8000 or email: mark.futeran@hunterdouglas.com.au www.luxaﬂex.com.au © Copyright 2011 Hunter Douglas Limited [ABN 98 009 675 709] ® Registered Trade Marks of Hunter Douglas Limited. C9871_06.2011

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Opportunities|Melbourne Expo

Step into the world of franchising and ﬁnd out more about investing in a business at the expo in Melbourne

DISCOVERY

ZONE M

elbourne plays host to the Franchising and Business Opportunities Expo in August. For anyone looking to invest in a franchise this is a great opportunity to delve deeper into the franchise sector and come face to face with franchisees and franchisors from a wide selection of systems and across a variety of industries. And while attending the expo means visitors get to see a number of opportunities in one easy-to-manage space, there is much more to a visit than trawling the aisles.

Tip 1 Scan the exhibition guide and mark out the key companies you want to see For starters, the expo is set out as a journey of discovery, with visitors directed to a one-way entry into the 60| FRANCHISING JUL/AUG 2011

hall in the Melbourne Convention and Exhibition Centre. First stop is the Franchise Council of Australia, the sector’s national association for franchisors and franchisees. This is the place to get answers to your questions on franchising and what you need to know before you sign up as a franchisee. Steve Wright, executive director of the FCA, says “The upcoming Melbourne Franchising Expo should be a cracker. We had very strong attendances in the Sydney and Perth expos – and the signs are positive that the Melbourne show will pick up where Sydney and Perth left off. “Of course, the FCA will be there to answer any questions and to run the educational sessions which give prospective franchisees the chance to talk to real life, current franchisors and franchisees in a dedicated area away from the exhibition stands. The FCA stand WWW.FRANCHISE.NET.AU

Discover franchising for yourself When: Friday August 19 to Sunday August 21 Times: Friday and Saturday 10am to 5pm; Sunday 10am to 4pm Where: Melbourne Exhibition and Convention Centre Tickets: register online before the show for FREE entry. Visit www.franchisingexpo.com.au itself is the ﬁrst stop on your franchising journey at the expo. Banking and legal advisers will be there as well – offering free tips and basic get-you-started advice. “Melbourne’s franchising expo will coincide with the Victorian Government’s small business festival, Energise Enterprise, running through most of August. Small Business minister Louise Asher is anticipating the biggest numbers ever for this year’s Energise Enterprise, which should provide a great platform for the expo.” Spend a few minutes in comfort >> continues on page 63

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Melbourne Expo|Opportunities

Melbourne plays host to the Franchising and Business Opportunities Expo in August

>> continued from page 60

watching the video clips about franchise systems before heading off around the expo.

giveaway, the Little Black Book of Scams, that highlights some of the poorer practices in business that should deter investors.

Tip 2

Tip 3

Check out the seminar program and make a note of the times so you don’t miss them

Take a note of how franchisors present themselves on their stands

There’s a valuable learningbased program of seminars that takes in business and ﬁnancial advice from organisations that regularly deal with the franchising sector, including the Australian Competition and Consumer Commission (ACCC). But you can also hear some tales of challenges faced and difﬁculties overcome in the popular Bootcamp, a lively interview session with a selection of franchisees. And there’s a chance to pose your own burning question too. Visitors can get advice from other points around the expo; the advice centre is the place to go for a free one-to-one session – it’s best to book an appointment, as they get busy. The Federal Government’s easy access, business advice website (www.business.gov. au) is represented at the expo, and staff can help with general business questions. And the ACCC also has a presence at the show, and has a handy

As you go around the expo, if you’re interested in a franchise system, take time to chat to the franchisor or franchisee on the stand. Visitors who are serious about investing in a business will use the show as part of their due diligence and won’t be put off by hard questions or demands for contact details. Franchisors will follow up the expo with phone calls to see if prospective franchisees want to ﬁnd out more about their business. How long the franchisor takes to get back to you will tell you something about how they run their business.

Tip 4 Stop at the Franchising magazine networking lounge Take time out of your busy day to come and say hello to Franchising magazine. There will be refreshments on the stand, and we’re happy to chat about the franchising sector all day long. WWW.FRANCHISE.NET.AU

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Opportunities|Melbourne Expo

Discover the opportunities

Fastway Couriers

Among the exhibitors participating in the Melbourne expo in August are the following companies:

Domino’s Pizza What’s the most exciting development in your business right now? We are all really excited about the new store growth we are experiencing at the moment. For the last few months, we have been opening new stores every week. Is your business a license or franchise system? Domino’s is a franchise system, and the largest master franchisor for the Domino’s brand outside the US. Is this a full time or additional income opportunity? Domino’s franchises follow a full time, hands on, owner operator model, and franchisees have the opportunity to develop multi-unit systems. Will you have franchisees on your stand to meet prospective franchisees? We will have current franchisees at our stand for periods throughout the day to share their stories, successes and advice. What’s the cost of a turnkey franchise? Depending on the location and size of the franchise, the cost can range from $400,000. What social media does your franchise engage with? Domino’s corporate ofﬁce has a strong social media presence, with over 95,000 fans on Facebook and increasing followers on Twitter. Individual stores are

64| FRANCHISING JUL/AUG 2011

able to set up their own Facebook pages with assistance and monitoring from our corporate marketing team. What skills do you need from a franchisee? The right attitude: our training and induction programs cover the rest.

Fastway Couriers What’s the most exciting development in your business right now? The most exciting development for us is the rapid pace at which we are embracing technology. From new productivity tools for our franchisees through to customerfacing initiatives like iPhone applications and our real time social media presence, we’re ensuring that our franchisees are ahead of the curve as the online retail sector continues to grow. Is this a full time or additional income opportunity? Fastway Couriers is a full time franchise system. Our franchise partners work a ﬁve day week with the weekends off. Will you have franchisees on your stand to meet prospective franchisees? Yes. What’s the cost of a turnkey franchise?

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The great thing about a Fastway Courier franchise is the fact that there are no ongoing fees, royalties or marketing levies. Our exclusive territories start from an investment of just $27,500 (including GST). Our franchise agreements are perpetual, which offers our franchisees the beneﬁt of no costly renewal fees and the opportunity to grow, split and on sell their business for a capital gain. Some franchises even include a guaranteed income of $1500 (including GST) per week for 35 weeks. What social media does your franchise engage with? Twitter and Facebook. What skills do you need from a franchisee? Fastway franchises are an easy to operate business, with no previous experience required. All you need to be is friendly, reliable and down-to-earth.

Hudsons Coffee What’s the most exciting development in your business right now? Our industry leading Rewards Program that allows us to communicate with over 200,000 of our loyal customers. It acts as a platform to promote new products and special offers, and provides an added incentive for customers to choose us, over our competitors, as their coffee house of choice. Will you have franchisees on your stand to meet prospective franchisees? Yes. Come down and say hello and ﬁnd out what it is like to become a Hudsons Coffee franchisee. >> continues on page 66

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Proudly supporting local charities across Australia and New Zealand with over $1.75 million already donated.

visit www.lifetimedistributors.com

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Opportunities|Melbourne Expo

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Hudsons Coffee

What’s the cost of a turnkey franchise? The cost is $200,000 to $450,000, dependent on store size and whether the store is a Greenﬁeld or existing site. What social media does your franchise engage with? Facebook and Twitter What skills do you need from a franchisee? A passion for our brand and for customer service, commitment and a strong work ethic. Previous retail, hospitality or business experience is beneﬁcial but not essential.

RP Vending What’s the most exciting development in your business right now? RP Vending Systems is excited to be bringing out a new range of vending machines to the Australian marketplace. These machines will have the latest in technology making them perfect for the demands of the Australian market. Is your business a license or franchise system? An RP Vending Systems business is a business opportunity. Once purchased the owner has full control over the business. The owners will still have full back-up and support from RP Vending Systems. Is this a full time or additional income opportunity? One of the unique features of an RP Vending business is its level of ﬂexibility. RP Vending offers a range of business packages that offer different sized businesses. If you are looking for a full-time business you may

consider the complete vendor package, unless you were considering a part-time business in which case the income booster package would be more suited. What’s the cost of a turnkey franchise? Depending on the size of business you are after, a part-time business would cost from $40,000 to $50,000 and a full time business setup would be between $100,000 and $120,000. What social media does your franchise engage with? RP Vending has two Facebook pages, a twitter page and a youtube channel. What skills do you need from a franchisee? RP Vending provides all the training to business owners so they do not need any prior education or training. However, experience in customer service roles would deﬁnitely help.

Tasti D-Lite What’s the most exciting development in your business right now? We are constructing our ﬁrst Australian store in South Yarra. Is your business a license or franchise system? Franchise system. Franchise opportunities will be available from July onwards with the help of Franchise Selection. Will you have franchisees on your stand to meet prospective franchisees? As we are still starting up, we won’t have any franchisees on the stand, however, we will be giving away free samples of Tasti D-Lite throughout the expo. What’s the cost of a turnkey franchise? Between $250,000 and $400,000. What social media does your franchise engage with? Facebook, Twitter, Foursquare and Google Latitude offers. Tasti D-Lite has a very solid background in social media and has been recognised in Mashable’s 40 of the Best Twitter Brands, and featured in Twitter’s Business 101 Case Studies. What skills do you need from a franchisee? We are looking for people that share in our passion for Tasti D-Lite and our core values of trust, accountability, integrity, caring, respect, dignity and enthusiasm.

The Franchise Shop What’s the most exciting development in your business right now? The Franchise Shop has grown to be >> continues on page 68

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Weâ&#x20AC;&#x2122;re looking for people with real ambition. With over 700 bakeries, 31 years of operation and a proven system of helping new franchisees create their own success stories. If youâ&#x20AC;&#x2122;re for real about owning your own business, call one of our Franchise Recruitment Team on 1300 309 759 or visit bakersdelight.com.au

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Opportunities|Melbourne Expo

>> continued from page 66

The Franchise Shop

one of only a few full service franchise consultancies in Australia and New Zealand. We do feasibility studies, franchise developments, franchise sales and franchise resales. Most consultants only do some of these things. And now we are franchising The Franchise Shop. Our ﬁrst franchise is in Sydney and we are having discussions with people in other markets. Is your business a license or franchise system? The Franchise Shop offers a full franchise system. Is this a full time or additional income opportunity? This is a full time opportunity. What’s the cost of a turnkey franchise? The cost of each franchise varies with

the size of the market and whether the prospective franchise owner wants to be a master with resale options or simply a franchise owner of our system. What social media does your franchise engage with? We are now using Twitter, we have started a blog, we have a regular newsletter, and use LinkedIn. What skills do you need from a franchisee? You need exposure to the franchise sector, perhaps in a ﬁeld support role, or a head ofﬁce role, or as a franchise owner. Having run a business of your own in the past would be an advantage. Strong people skills, good writing practices all help too.

Villa & Hut Kafes What’s the most exciting development in your business right now? Villa & Hut Kafes have 21 static sites around the country, which have been a franchising success since 2005. We are now taking our award winning coffee and famous chai lattes to the streets, with the launch of Villa & Hut Kafe On Wheels. Is your business a license or franchise system?

Villa & Hut Kafes are a proven franchise system, with numerous industry and business awards. Is this a full time or additional income opportunity? The nature of this franchise system allows the business to operate on a full time or part time basis. Will you have franchisees on your stand to meet prospective franchisees? Being a new division of our existing Villa & Hut Kafe franchise system, our launch at the Franchise Expo will be the first time we will be making franchise territories available. We have an initial limit of only 17 territories available to franchise and we expect them to sell fast. What’s the cost of a turnkey franchise? Fully fitted vans start at $99,950 plus GST. What social media does your franchise engage with? Facebook, Twitter, a blog, and our brand new interactive iphone app to help customers place orders, find us and view our menu. What skills do you need from a franchisee? A love of anything served hot – from a cup. F

Retail Mexican + Crepes or Mobile Dessert Bar 2 franchise food options – we have you covered

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rating 10 stores around ian retail franchise, ope Xquisito is an all Austral ufactured meats, beans man ly tral cen ded and d Sydney. Our specially blen ls and reduced workloa mea our for e inctive tast Mexican fare, Sweet of and sauces ensure a dist n ctio sele h fres er made to ord for our operators. Our ures there is something ﬁlled baked Potatoes ens and Savoury Crepes and for all tastes. fresh and healthy – different -something Looking for something 5,000 $17 from rd reco k with support and a trac e information Contact us today for mor

Web: xquisito.com.au Email: info@xquisito.com.au WWW.FRANCHISE.NET.AU

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Join a World LEADER! Keys to SUCCESS ffor an efficient Fr Franchise Concept Recognition of man and founder, Franck Provost, engendering a strong business philosophy. A high-end, fashion brand which is #1 in Paris and throughout France. Salon concept featuring an elegant, minimalist design with emphasis on the retail products area. Beautiful, wearable and easy-maintainable hairstyles that are timeless and commercial. Training based on excellence, carried out within an academy dedicated to Franck Provost techniques and know-how. Efficient marketing and communication tools. Selective recruitment of Franchisees.

OWN your Franck Provost Hair Salon // SITES AVAILABLE AUSTRALIA-WIDE! // OPPORTUNITIES FOR HAIRDRESSERS OR INVESTORS! // BE INDEPENDENT, BUT NOT ALONE! // GREAT PERSONALISED SUPPORT! // EXCLUSIVE AGREEMENT WITH Lâ&#x20AC;&#x2122;OREAL AND KERASTASE!

Call Franchise Selection on 1300 372 624 or e-mail: franchise@franckprovost.com.au

650 salons 30 countries 10 million clients per year 100 salon openings per year More than 6 000 associates

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Cover story|Be your own boss

BE YOUR OWN

BOSS

– BUY YOURSELF A

FRANCHISE It is possible to live the dream, buy your own business and say goodbye to the boss. Taking charge of your destiny might tick all your ambition boxes and lead to great success. And if you invest in a franchise, there will be others alongside you to share the journey

o what is it like to be your own boss? Of course there’s the appeal of a business in which the day to day decisions are yours to make, in which the dream of independence can be fulfilled. There are daily demands and responsibilities to meet. There may be staff to employ and manage. Any business owner needs a host of skills at their fingertips. Franchisees benefit from the talents and expertise of others in the franchise system and need to find a way to balance their own desire for independence with the 70| FRANCHISING JUL/AUG 2011

shared wisdom in the group; this will give them the best chance of reaping ﬁnancial rewards. Michael Sherlock is the cofounder of Brumby’s Bakeries. He sold it in 2007 and now works as a speaker and retail and franchising consultant, he has just copublished a book Jumpshift! Shift your business into Hyperdrive. “I often get asked the question ‘What does being your own boss actually mean for a franchisee?’ To me it’s mainly about the lifestyle that comes with the freedom to act (within the disciplines of a successful system), and the ability

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to make money, have some fun and be part of an iconic brand. “I ﬁrst got involved with franchising in 1983 when the people behind what was to become Brumby’s Bakeries met up with the father of franchising in Australia, Howard Bellin. Howard showed us the path to franchising and we saw it as the best way to expand our bakery concept that was then called Old Style Bread Centre. “I can still remember putting the ad in the paper and doing the ﬁrst interviews. I was impressed by the quality of the applicants

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and the keenness of the people responding. My first recruits, David and Pam Russell are still in the Brumby’s system today with some of their children also involved in the franchising community. “I have recruited well over 400 franchisees and given that you need to get 20 to 30 applicants

purchase of a franchise system as one of life’s big investments and risks, second only to the purchase of their home. “The main goal they were chasing was ﬁnancial independence tied with freedom. After that they sought control over their working environment, choosing their own work conditions,

Successful franchisees develop the owner’s eye and they will do all it takes to make their business a success – they don’t take no for an answer to get one franchisee across the line, I have sat with a lot of people and discussed their dreams, motivations, vision and ambitions. The most common perception is that potential franchisees want to be their own boss, but what does this really mean? Without fail, everyone saw the

72| FRANCHISING JUL/AUG 2011

having a secure future, impressing and proving they can do it to their family and friends as well as having a future job for their children. But mostly it is a dream of making a lot of money through their own efforts. “Some believed in the adage that ‘he with the most toys wins’,

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while others were keen to build a secure future. It takes a lot to leave the security of a regular paying job to tackle the risks of running your own business. “So if you are contemplating buying a franchise decide what your personal and life goals are and then undertake a rigorous, well-balanced due diligence investigation into the system you want to join. Read widely about franchising and don’t be afraid to speak with as many existing franchisees as possible. “Successful franchisees develop the owner’s eye and they will do all it takes to make their business a success – they don’t take no for an answer.”

Teamwork Dedication to the business is essential. After all, the expression “The buck stops here” is never more true than when it’s applied to a franchisee’s own business. But Linda Steele of ThinkBig

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Be your own boss|Cover story

management consultancy also believes teamwork is fundamental to being in business for yourself. Until its sale to Quick Service Restaurants Holdings last year (since sold to Archer Capital), Steele helped drive the success of West Australian fast food franchise Chooks. “Being independent is what being your own boss is all about. Your attitude towards being independent determines everything to do with your success. In franchising it’s a balancing act not a juggling act. On one side, a franchisee can want to be so independent that they demand to be involved in every decision, plan every move, supervise the execution of everything and monitor all of it at every moment. On the other side, they can stay holed up in their own world doing only what they feel they are comfortable with and never changing anything, even when failing, until forced to do so. Success comes somewhere in between.

“Every business can be divided into a speciﬁc set of functions: strategy and execution, HR, communications, marketing, ﬁnances, production, quality control, PR and subdivisions of those. If one of these is missing or not performing in a business the whole show gets let down. “A franchisee has to balance their level of control and involvement in each area. If a franchisee hates change and just wants eve-

A franchise can give you ﬁnancial independence and freedom rything to stay, to keep the status quo, they will resist and miss great opportunities. If they are open and acceptable to anything and everything that comes their way they could be getting their business into a lot of trouble as not every move by every franchisor

Franchisees hope to follow the path to ﬁnancial independence

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Cover story|Be your own boss

REWARDS AND CHALLENGES

As a franchisee you are your own boss, but you also need to be part of a team

is perfect. Trying to be totally independent of everyone and everything is equally as bad as being a slave to everyone and everything. “Part of the beauty of being a franchisee is that you get a lot of help from your franchisor and don’t have to do nearly as much of each function as you would outside the franchise system. A franchisee who can select a reasonable amount of involvement is one who can enjoy the beneﬁts of being a franchisee. “As an independent business person you must make sure every function of the business occurs in some way. But while being the overseer a franchisee must allow others to fulﬁl their responsibili-

ties. For instance: allow the marketing department to design the promotion. Suggest ideas but be willing to accept it if they get refused. Take other ideas you might not at ﬁrst be happy with and go along with them and see if they do work. Give honest feedback. “As a franchisee you run your business and are your own boss; you are also part of a team. A team is made up of lots of ‘you’s’ and would not exist without you. The whole team is headed in the same direction. To carry on the sporting analogy, ‘you can’t play the back and the front lines at the same time’

Business coach and founder of U-Balancer Pty Ltd, Dr Robyn Young, identified challenges and rewards franchisees’ experience while conducting research with the Asia-Pacific Centre for Franchising Excellence for her PhD. Young found that despite the idea of being in control coming up as one of the greatest motivations for franchisees to enter franchising, the majority of franchisees find the biggest rewards to be financial, business growth and customer satisfaction. Other rewards given included loyalty from customers and staff and working with family. The biggest challenge related to staff issues, including sourcing and retaining staff, as well as reliability issues such as attendance and dealing with customers. Another challenge discussed with regard to employing staff was the cost, in terms of when a franchisee wanted to spend less time in the business and found it necessary to employ staff to replace them. This represented a trade-off between time and income. Based on her PhD research Dr Robyn Young has now created a field support software tool, U-Balancer to help franchisees manage their life balance.

YOU DON’T NEED TO RE-INVENT THE WHEEL! In your working life you can choose to either work for someone as an employee or start your own business. There is however a third option and that is to buy a franchise, which means being in business for yourself, but not by yourself. Some of the benefits of becoming a franchisee are that franchisors have spent considerable time and money building and establishing a brand name, marketing, training, systems and all the backup and resources you need to get started. Building a brand name from scratch can be really difficult. As a franchisee you will be able to have instant brand recognition. You will have also bought into a proven concept and business model. All the issues and bugs have been ironed out of the system and you benefit from all the costly mistakes the franchisor had made. Even if a brand is young the franchisee also benefits from the experience of the franchisor and their team. This is even more so the case if the franchisor has a unique and strong concept run by good operators. Tony Melhem, Coco Cubano founder, past franchisee, and chair of the FCA franchisee forum

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but you can contribute to the encouragement and improvement of other parts of the team. You can let them get on with their contribution (even if you might have done it differently) just as they must allow you to score a goal when it’s your turn to have the ball. And if you do see part of the team letting it down, or a function of the business being messed up or neglected, you need to step in and make sure the part is played. “Being your own boss is about being responsible for the whole team just as the whole team is responsible for you. If you can take that viewpoint, you can also be responsible for the rewards.” F

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Are you unhappy at work? Are you sick of waiting in trafﬁc jams in peak hour? Do you want a better work and life balance? Do you want to take control of your daily life? Do you want to become your own boss? Then why don’t you quit your job and buy a franchise? Tony Zoobi tells us what makes franchising a great option

10 REASONS TO BUY A FRANCHISE

AND QUIT YOUR JOB A ward winning multi-unit franchisee at Hairhouse Warehouse, Tony Zoobi shares his 10 best reasons for pursuing the dream of owning a successful business.

1. Work and life balance If you wish to achieve work and life balance then owning a franchise is just the thing for you. When I used to work in a corporate environment I had to plan my life around work. Now I own a franchise, it allows me the opportunity to plan my business around my life. No more Monday morning trafﬁc jams and no more leaving the ofﬁce at 9pm to impress the boss. I have taken control of my own life.

2. Turnkey business Even budding entrepreneurs who are able to run successful businesses choose to buy franchises: these entrepreneurs don’t want to go through the details to get their business up and running. When I bought my ﬁrst Hairhouse Warehouse store eight years ago the franchisor eliminated all the details and hard work: 76| FRANCHISING JUL/AUG 2011

site location, negotiating a lease, shopﬁt management, operations manuals and marketing were all taken care of.

3. Track record of success

When you buy a franchise, you are buying an established concept that has proven to be successful in other locations. The ideas and processes of running the business have already been tried and tested. The franchisor can also prove this by showing you successful results of existing franchises.

4. Proven system When you buy a franchise you are buying systems. If there aren’t any systems, then run. The risk of failure is much lower with a franchise than starting a brand new business because when you buy a franchise you buy a system that works. All franchises have an established system in place that you must follow – why recreate the wheel? The systems are designed to reduce the errors that a common business owner might make, and instead help them focus on growing the sales. I’m a marketing professional who WWW.FRANCHISE.NET.AU

owns eight hair and beauty franchises. This would not have been possible if there weren’t systems in place for me to follow. The systems have worked for hundreds of other franchisees, and it works for me too.

5. Brand awareness Many well-known franchises have national brand-name recognition. Buying a franchise is like buying a business with built-in customers whereas starting up a new business will require you to spend time and money to establish a new brand. Customers are usually more comfortable purchasing items from companies they already know and trust – they see your logo, they know your brand, they trust your brand, they buy your products or services.

6. Easier to obtain financing One of the major reasons why Hairhouse Warehouse and other national franchise brands are so popular is because it is easy to obtain unsecured financing from the major banks. The banks are very comfortable financing the purchase of

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Providing Advertising Solutions for Everyday Business

Every day more and more people go into business for themselves In addition to the energy and passion it takes to suceed, each of these new businesses will need to let the world know they exist. This explains why the sign business has grown into a multi billion dollar industry. Monday to Friday operation No signage experience required Prime locations available Over 500 centres world wide Business to business

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Issues|Buy a franchise

a franchise because they already have a proven track record. Successful franchise chains are usually seen to be lower risk than independent businesses.

7. Training and ongoing support A good franchise company has training programs designed to teach you the most successful ways to run the business. They should also have reference materials (and operations manuals) to assist you in dealing with whatever comes up while you’re running your business. Most franchise companies offer a training program held at their corporate ofﬁces or at a franchise location. The franchisor will train you to run your franchise exactly the same way their other franchise locations are run. This will ensure that you are running your business efﬁciently and will help to eliminate common mistakes any new business owner makes. Once you are up and running you will always have the support of the franchisor, and fellow franchisees and the back-up of knowing you are part

of a national chain. You will always be able to pick up the phone and ask questions to the franchisor or even to other franchisees (who I believe are the best resources in the business). You’re not alone when you’re building and running your business, and you can always call on experienced people when you need some inspiration, or to share new ideas for growing the business.

8. Marketing Most small business owners fail because they don’t understand how to best market their business, or simply do not have the ﬁnances to advertise. When you buy a franchise the marketing strategy is done for you. Hairhouse Warehouse, for example, executes all the national marketing in various media such as TV, radio, print, catalogues, internet and in-store – all are proven tools and strategies for attracting and retaining customers. The marketing team will also assist the franchisee with local area marketing to further localise the marketing.

9. Exclusive territory When you buy a franchise, you get exclusive rights for the territory, and no other franchises can be sold in the same area. Franchisors will only allow a certain amount of franchises to be open within a certain geographical region.

10. Multiple locations Many entrepreneurs get into franchising with aspirations of owning more than one store. Most franchise systems will offer you more opportunities to grow within the system – it is to their benefit to grow an existing franchise rather than finding a new one. Once you work out how to make the first store work, the next step is to become a multi-unit franchisee. I was able to significantly increase my income and free up my time by opening eight stores. The focus went from working in the business, to working on growing the business. I have become a sort of CEO – working on the numbers, and managing an area manager – and the best part of it all, being able to command the ship from a home office. F

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Beneﬁts|Issues

REAP THE

BENEFITS Whether it’s a tried and tested system, the training that comes hand-in-hand, ready-made marketing material, access to greater buying power or the chance to build a highly proﬁtable business, the beneﬁts of franchising are many and varied

All that support

Flying the ﬂag

Gary Iverson, franchisee, Bakers Delight Tooronga, Bentleigh and East Bentleigh The scope of operational support offered by a franchise network is a key benefit to becoming a franchisee. At Bakers Delight we’re offered one-on-one operations support with an assigned area manager, and are also supported in marketing, information technology, financial management, employee relations and training. Procedures such as training and development programs, customer service tools, product recipes, occupational health and safety, food safety procedures and other invaluable resources and systems have been tried, tested and constantly improved over years of operation. Another huge benefit to becoming a franchisee is the conferences, marketing forums, baking competitions and territorybased meetings that franchises like Bakers Delight can offer. These allow you to share your successes and talk through challenges with the broader network.

George Gourlas, franchisee, Crust Cronulla Being a part of a franchise group means our store beneﬁts from all group marketing, social media and advertising activity. We also have the freedom to proactively undertake any local sponsorships or cam-

paigns we’re interested in getting behind. Franchisees are supplied with a tailored marketing strategy to best suit the local area demographic, as well as flyers, advertisements and local area marketing templates that can be implemented in each store’s area. Head office encourages every franchisee to implement marketing campaigns and strategies at a local level. With the assistance of external PR and creative agencies, head office plays a fundamental role in getting our ideas off the ground and facilitating the success of each initiative. I’ve also just recently been appointed to the Crust marketing board. This means I meet with the Crust marketing team, external agencies and other franchisees to discuss

It’s all in a name Bobby Singh, franchisee, Hudsons Coffee William St, Melbourne A friend introduced me to Hudsons Coffee when he bought a business, and I got a chance to work in the store. The service at Hudsons really attracted me to the brand and I’m passionate about it. A customer’s ﬁrst experience has to be worthwhile so you need to treat each guest as a new customer. In some ways the brand chooses you. Before I joined Hudsons I did a lot of research and went to a lot of cafes to compare the atmosphere, the food and the coffee. If the coffee’s good and customer service is good, the business will grow. I work long hours but for me every day is different. Basically the business is about constant promotion and stepping up to the challenge every time. There are always going to be paperwork and problems to solve, so it’s great if you have good problem solving skills. If you’re passionate, you won’t ever see it as work. If the passion is gone, it’s just another job.

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BeneďŹ ts|Issues

Just canâ&#x20AC;&#x2122;t stay awayâ&#x20AC;Ś Jane Lombard, The Franchise Shop Having bought and sold a number of franchises in my life, there a number of things that keep bringing me back to franchising each time I go back into business. 1. Buying into a business that is already up and running so that the system has been tried and tested. You can make certain assumptions that if you do the same as what they are doing you should be able to get a similar result. If you do better you will only get better results. 2. Having people who have been there and done that â&#x20AC;&#x201C; both the franchisor and other franchisees.. 3. Knowing that I am not the only one with a vested interest in the success of my business. 4. Not being alone in business, being the boss can be very isolating at times and I have always utilised and benefited from having the relationships that I have developed with other franchisees. 5. I think the power of a group of franchisees, who look up to those who are doing exceptionally well for ways to improve their business and look to those that need some help to pull them up to the others levels, is extraordinary.

the marketing program and provide any thoughts and concerns from a franchisee persspective. I see this as a fantastic opportunity to ďŹ&#x201A;y the ďŹ&#x201A;ag for the franchisees in the network and a further inďŹ&#x201A;uence marketing support from head ofďŹ ce. h

Learning made easy L F Franchise mentor and former franchisee, Nader Seifen N One of the attractions for buying a francchise as opposed to a non-franchised business is i the training provided. In a non-franchised business, you will need to know all the intrib cate details of the product, the market, customer preferences, any applicable technology appropriate for your business, any emerging technology that may affect you â&#x20AC;&#x201C; and these elements are just the beginning. Then, you have to understand government regulations, labour laws, consumer laws and keep up to date with all the subtle changes. So far, weâ&#x20AC;&#x2122;re only scratching the surface because you will still need to do research and development into your product or service, customers, marketing and have the ability to stay on top of your competition. When you have all of that sorted out, youâ&#x20AC;&#x2122;re in a position to run your business and train your staff. However, when you buy a franchise all that is done for you by the franchisor. Not just when you start in the franchise, but continuously throughout your time as a franchisee. The franchisor keeps up to date, and then passes that knowledge to you in the granting of the franchise, the initial training and the ongoing support, enabling you to train your staff, and concentrate on making customers happy.

Who wants to be a millionaire? Wendy Higgins, franchisee, Mortgage Choice Glenelg My decision to buy a franchise business was based on my previous positive experience with franchising both as a lending manager at ANZ bank and through my husband owning a Petâ&#x20AC;&#x2122;s Paradise franchise for eight years. Becoming a mortgage broker was a logical choice after working for ANZ for 24 years, with my last job as a branch manager, and writing home loans for much of that time. I wasnâ&#x20AC;&#x2122;t conďŹ dent starting up a business on my own and mortgage broking was in its infancy in 1998. The cost to buy the franchise was minimal ($20,000 back then plus an extra $15,000 in set-up costs). I could work from home, which was a further cost saving, and I had previous experience in the industry. I knew that if I stuck to the franchise system I would be successful. To have all the business systems, such as the IT, marketing and accounting, and a number of processes already in place to follow, meant, and continues to mean, less time worrying about that side of the business. I can concentrate on where I actually make money and assist the community â&#x20AC;&#x201C; sitting down with clients to ďŹ nd them a home loan situation tailored to their unique circumstances. My franchise has been very successful, having reached a $1 billion loan book, and making in excess of $1 million proďŹ t for each of the last four years. Importantly I have more than 8000 happy clients and a dedicated team of 10 staff. F

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Issues|Trends

CONSIDERING

AN OVERSEAS BRAND

ecent continued growth in the number of franchise opportunities available is being fuelled, as least in part, by international franchisors entering the Australian market. It’s easy to see why. Australia weathered the Global Financial Crisis better than most other countries, we have strong legal frameworks and the consumer public loves big international brands. As the growth opportunities in their home market starts to decline, international franchisors are looking for new markets where they can leverage their know-how and brand strength. So, what does this mean for the potential franchisee? What special considerations, if any, should potential franchisees give to investing in a foreign brand compared to those for a local brand?

Brand equity Whilst foreign franchisors might have many hundreds of franchised units offshore, the chances are they have relatively few in Australia. In many respects, the foreign brand could be considered a start-up in Australia. As such, the potential franchisee shouldn’t be swayed by examples of success overseas. What does the success of the brand in another country have to do with

how successful the brand might be in Australia? In some instances where the brand is already known as an international brand, consumer acceptance might be rapid. However, in the most part, foreign brands need to establish themselves in the Australian market before generating higher levels of interest and acceptance. Franchisees should ask themselves – what evidence is there that this brand has been or will be accepted in the Australian market?

entering a market which considers cattle to be sacred and consequently doesn’t eat beef. Enter the Maharaja Mac (a chicken burger product) which now is the highest selling item on the McDonald’s India menu board. Localising the offer to Australian conditions is a must. Be wary of international franchisors who simply press the “copy” button on their business model. Potential franchisees intent on

What evidence is there that the offer... has relevance in Australia and connects with the target consumer? Localisation of the offer The second, and more important issue in the short run, is that of the localisation of the offer. Some foreign franchisors take the view that international expansion is simply a case of replicating their existing business in a foreign country. Nothing could be further from the truth. Entering foreign markets demands the franchisor consider the local market conditions and other competitive offers. Take, as a prime example, McDonald’s’ entry into India. Here is the largest hamburger chain in the world WWW.FRANCHISE.NET.AU

investing in a foreign brand would be prudent to ask: • What evidence is there that the offer (as it may or may not have been modiﬁed) has relevance in Australia and connects with the target consumer? Could the offer simply be a fad or is there proven ongoing demand for the offer? • What ability or capacity does the franchisor’s intermediary have to change or inﬂuence the nature of the offer on an ongoing basis? • What evidence is there that the foreign JUL/AUG 2011 FRANCHISING | 85

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franchisor has an understanding of the need for the localisation of its offer and is prepared to permit such changes? • In what ways does the customer offer in Australia vary from that offered by the franchisor in its home markets? • How has the franchisor acted to modify its offer in other markets?

What if … There are many different entry models, however, the most common are either an area development model (where the

happens if the relevant agreement is terminated? What plans or capacity does the franchisor have to provide support to local single unit franchisees generally and particularly if the local intermediary is terminated prematurely? Delving into the details of the relationship and agreement between the franchisor and the local area developer or master franchisee may seem unnecessary. However, potential franchisees need to know what might happen if that franchisor or intermediary relationship

Be wary of international franchisors who simply press the “copy” button on their business model franchisee enters into an agreement directly with the foreign franchisor) or a master franchise model (where the franchisee enters into an agreement with the local master franchisee). In either case, the question of longevity and succession becomes paramount. How long is the relevant agreement between the franchisor and area developer or master franchisee? What renewal options are there? What

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becomes dysfunctional as it goes directly to the value the franchisee is attempting to create in the local business. Key questions for the potential franchisee to ask of the franchisor and its intermediaries: • What support will be provided by the intermediary versus that provided directly by the franchisor? • How often does the franchisor intend to visit the local market and franchisees?

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• What requirements are there for the master franchisee to establish corporate units in the territory? • How will the franchisor ensure the support necessary for the franchisee to thrive is provided? • Under what circumstances can the franchisor terminate the intermediary? • If the intermediary is terminated, how does the franchisor intend to support local franchisees? • Did the franchisor select the Australian market as an attractive target or did it simply react to an approach by an interested party?

And all this means? Investing in any franchise opportunity demands a high degree of due diligence by the prospective franchisee. The issues associated with investing in a foreign brand are no more complex or simple than investing in a local brand – there are simply a few more issues to consider. There is no substitute for quality investigation and assessment of any opportunity. F David Stafford, DC Strategy

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Ending the agreement|How to

By Michael Schaper, deputy chairman, Australian Competition and Consumer Commission

STEPPING T

hey say all good things must come to an end, even franchise agreements. So that you can make a fully informed decision on whether to start the franchise journey, you need to understand what can happen at the journey’s end, which may not always be at the time of your choosing. This article explains the ways in which the relationship can end and what information the franchisor must give you on these issues before you enter the franchise.

Franchise agreement comes to a natural end Many prospective franchisees don’t realise that franchise agreements run for a set term, usually ﬁve or 10 years, and there is no guarantee that the franchisee will operate the business beyond that term. Under the mandatory Franchising Code of Conduct, before you buy a franchise, the franchisor must give you a disclosure document. This document must tell you, among other things, what will happen at the end of your agreement, including

• Whether you will have an option to renew the agreement or enter into a new one and • Whether you have the right to sell the business if you don’t wish to renew. A franchisor must notify its franchisees at least six months before their contracts come to an end of its decision to renew or not renew their contracts or to enter into new ones. If the agreement is for less than six months, the franchisor must notify the franchisee of its decision at least one month before the end of the agreement. If your agreement is not renewed, you will lose the right to use the franchisor’s brand and operating system. Most franchise agreements also contain a non-compete clause, which prevents you from setting up a similar business under your own name. You will most likely be required to buy a range of assets before you get started, including stock and equipment. A franchisor is required to disclose what will happen to those assets at the end of the agreement, including whether it plans to buy them from you and, if so, how prices will be determined. Franchisees are sometimes required to spend large sums of money on shop refurbishments or

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How to|Ending the agreement

equipment upgrades. A franchisor must disclose whether it will take these into account when deciding what will happen at the end of the agreement. It must also disclose whether it has considered these types of payments when making similar decisions in the past. Where the franchisee has a right to sell the business at the end of the agreement, the franchisor must also disclose whether it asserts a ﬁrst right of refusal and how the price will be set if you sell to the franchisor.

Franchise agreement ends prematurely Termination A franchise agreement will almost invariably include provisions for termination of the agreement. People considering entering a franchise should understand the possibility of early termination before they sign up. The Code provides that a franchisor can seek to terminate a franchise agreement due to a breach of the agreement by a franchisee. However, the franchisor must also give the franchisee a reasonable opportunity to remedy the alleged breach (not more than 30 days). If the breach is remedied in that time, the franchisor is not allowed to terminate the agreement as a result of that breach. Some franchise agreements allow the franchisor to terminate the agreement even in the absence of a breach by the franchisee. In these circumstances, before terminating the franchise agreement, the franchisor must give the franchisee reasonable written notice of the proposed termination, and the reasons for it. The Code also speciﬁes special circumstances in which the franchisor can terminate the agreement immediately. These include where the franchisee becomes bankrupt, voluntarily abandons the franchise or operates the franchise in a way that endangers public health or safety. Many franchise agreements don’t provide for the termination of the agreement by the franchisee. If this is the case, the franchisee may only be able to exit the agreement early by transferring the agreement to another party. So remember: before you jump on the train, make sure you’ve got a good idea of how to get off. Franchise failure Like any business, your franchise (or the franchisor) could fail. If the franchisor fails, this could seriously affect your business. For example: • You could lose your right to trade under the franchisor’s brand name • You may be unable to obtain stock, if the franchisor provides this • The franchisor may no longer be able to provide training or marketing support 90| FRANCHISING JUL/AUG 2011

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• Customers may not want to deal with you because of uncertainty • If the franchisor holds the lease on your premises and has sublet to you, you could lose your right to occupy the premises if the franchisor loses its rights • Although the franchisor might have failed, you might have to meet continuing obligations to its administrators or the like and to other suppliers and landlords – and to your employees. The disclosure document needs to include a signed director’s statement that the franchisor is able to meet its debts. This statement either needs to be supported by an audit by a registered auditor or accompanied by the franchisor’s financial reports for the last two financial years. If the franchisor gives you its financial reports, look at them closely with an accountant and try to assess the franchisor’s financial health. Get help Before you go any further, seek advice from an accountant, lawyer and business adviser who specialise in franchising. The network of Business Enterprise Centres throughout Australia (www.beca. org.au) can also give you some useful advice. We also suggest that you enrol in a franchise education course. The Australian Competition and Consumer Commission (ACCC) has funded a free,

Before you jump on the train, make sure you’ve got a good idea of how to get off online course for prospective franchisees which was released in July last year. The ﬁve-module course is administered by Grifﬁth University and gives you a good overview of every aspect of franchising, including termination and end-of-term arrangements. More than 1300 people have now signed up to do the course, which can be accessed via www.franchise.edu.au/pre-entry-franchiseeducation.html The ACCC promotes compliance with the Franchising Code and the Competition and Consumer Act by informing franchisees, franchisors and prospective franchisees of their rights and obligations under the Code and the Act, and enforcing them where necessary. The ACCC has a number of free publications designed to assist prospective franchisees, including a Franchisee Manual and a Franchisee Start-up Checklist. Both are available online at www.accc.gov.au/franchising or by calling the ACCC small business helpline on 1300 302 021. F

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How to|Communicate

GETTING THE

MESSAGE Over the next few pages we take a look at three communication issues that are central to franchising: the importance of franchisee/ franchisor communication; how franchisors can manage the complexity of marketing to ensure the franchise network beneﬁts; and a look at what training is offered to franchisee staff

The heart of the matter As Julia Camm, head of research and advisory centre Corven, writes, every relationship and interaction in the world relies on effective communication. We cannot survive without it. Effective communication is a two-way process, where we send a message that is received and correctly understood by the other person. When communication is punchy, to the point and personalised, it informs and clariﬁes what needs to be done and why. It also feeds highly informed decision-making. It is essential that both parties in a relationship learn tools and techniques to communicate 92| FRANCHISING JUL/AUG 2011

effectively through a variety of methods, such as face-toface, email and over the phone. However, ensuring that every message you send is clear and interpreted correctly is the tricky bit.

Learning franglish As humans, we interpret and make sense of the world differently to each other. We

filter information by deleting bits we find boring, irrelevant or do not understand; distort what others say and do and make generalisations about what we experience and understand. How we filter communication directly impacts what we do, say and feel and I suspect that this is the sole source of relationship confusion and conflict comes from when communication is not effective. In franchising, we interact with thousands of individuals each with their own info-filters ... so how can we ensure that every communication touch point is effective? It’s like learning a foreign language, like Spanish or English. We all need to be fluent in franglish [my term for the language of franchising] so we can all be clearly understood. My suggestion would be to shut up and listen, clarify and seek mutual understanding and sprinkle the lot with empathy.

When communication is punchy, to the point and personalised, it informs and clariﬁes what needs to be done and why. It also feeds highly informed decision-making WWW.FRANCHISE.NET.AU

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How to|Communicate

Some conversations are difﬁcult to have, writes Bianca Keys, assistant franchising mediation adviser, Ofﬁce of the Franchising Mediation Adviser

GETTING IT

RIGHT WRONG

BEFORE IT GOES

hether you work alone or you’re surrounded by staff on a daily basis there will be times in your business life when there is a need to discuss important issues. At such times the idea of addressing certain topics or certain people can leave you nervous, uneasy or even produce a sense of dread. Whatever the sensation, you may ﬁnd yourself walking into the room (or picking up the phone) already on the defensive. Franchising is all about a partnership, and

The same techniques that can help you to have a successful mediation process can also be used at an earlier stage to help you have satisfying conversations with the other party to your franchise agreement 94| FRANCHISING JUL/AUG 2011

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like any partnership, there can be mild dissent. When this turns to vehement disagreement however, there is the danger that the partnership is heading for trouble. And it can all come down to communication. At the Ofﬁce of the Franchising Mediation Adviser (OFMA) we appoint mediators to assist franchisees and franchisors to discuss issues that have arisen between them. A mediator acts as a neutral third party who facilitates effective communications in order to achieve workable outcomes that suit the needs of both parties. At the OFMA we ﬁnd that many disputes have an element of communication breakdown. The same techniques that can help you to have a successful mediation process can also be used at an earlier stage to help you have satisfying conversations with the other party to your franchise agreement. Separately these skills may not seem groundbreaking, yet together they can work in amazing ways. We have seen this in pre-mediation discussions and during the mediation process. >> continues on page 97

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Communicate|How to

>> continued from page 94

Before having a conversation you can do the following; Prepare yourself What items need to be discussed? What do you need to achieve? What are your objectives? What possible solutions might help you address these needs? Put yourself in the other person’s shoes What items might the other person need to discuss? What might they need to achieve? What possible solutions might address their needs? Identify any potential common ground Identify a set of possible solutions that might address both sets of needs • Be prepared with a number of options and be ready to work on other possible solutions once you have heard from the other person. 1. • • • 2. • • • 3. 4.

Good communication is essential to a workable franchise relationship. Fostering this notion is a good idea at all stages Once you are in a conversation with the other person the following approaches can assist communications; • Encourage the other person to speak and listen to what they have to say • Acknowledge what the other person has said • Try summarising what you understand from their input to clarify any misunderstandings and to show that you have listened • Be conciliatory in your language • Use phrases that involve “I” and “My” language, rather than using blame statements that begin with “You”. E.g. “I am having trouble with X and my concern is Y. I would benefit from Z but am open to other possibilities.” • Separate the problem from any people involved (where possible) • Focus on solving the problem together • An agenda might be useful for this purpose, or you might benefit from getting additional information or input from others. A brainstorming session may even be useful. There are a number of other approaches that you might employ, but these will certainly assist in getting you on the right track, rather than derailing any possibility of progress. By separating the people from the problem you can also alleviate any discomfort that may be associated with the fear of a conversation becoming a forum for personal attack. Good communication is essential to a workable franchise relationship. Fostering this notion is a good idea at all stages. However, should either party get to a point where they feel they would benefit from the assistance of a third party, mediation provides an informal, cost and time-effective forum for effective communication to occur. F For more information on mediation and on the role of the OFMA, phone 1800 150 667 (free call), office@franchisingmediationadviser.com.au

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reporting

operations

strategic

How to|Marketing

suppliers

franchisee buy-in Reliable collaboration territories logistics campaign planning team

vision

Marketing is a key element of brand support for any business, and particularly so in a franchise. Paola Tanner explains the complexities at work in franchise marketing and how you can spot a well-marketed chain

he marketing challenges of a franchised business are markedly different from other organisations in three areas. For starters there is input from a variety of sources such as multiple territories, multiple owners, multiple price tiers; there are marketing team skills, tasks and expectations to manage; and finally the difficulties of implementing strategies. So, how is marketing a franchise different from a strategic inputs perspective? When marketing a franchised chain, there is a traditional strategy that applies: the five Ps – product, price, place (distribution), promotion and 100| FRANCHISING JUL/AUG 2011

people. However, from a tactical perspective, a franchised business has layers of complexity that make implementing the strategy a complicated process: • Multiple territories and custom demographics • Multiple owners, people, levels of expertise • Price tiers • Physical locations and business models • Inconsistent distribution opportunities across geographies With so many segments and variables, delivering an effective strategy can be a challenge. Franchisors may ﬁnd it hard to balance good economies of scale while addressing the

system

promotion pricing tier

deadlines

communication tracking implement

analysis

focus

material

staff skills

Marketing customisation required to give franchisees the marketing that is relevant to their territory. Quite simply, franchise marketing has a lot more to it than the standards of a clear message, a good promotion or a very creative concept. How is marketing a franchise different from a team perspective? If we look at franchise marketing from a functional perspective, it can have a very broad set of tasks to be undertaken by the marketing team. The marketing team is expected to shine in the development of the brand, consumer research, local and national strategy, product, PR, promotions and channels. The problem is, it doesn’t ﬁnish there. Marketing staff are also responsible for all the

How a franchise system remedies its marketing deﬁciencies will vary. What’s important is to know that the business you invest in will be well supported by its marketing department WWW.FRANCHISE.NET.AU

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How to|Marketing

implementation tasks including planning logistics, budgeting, purchasing, communication to franchisees, production management, delivery and freight. Based on this, the team needs to be highly skilled in strategy development, responsive to tactical

Symptoms Here are a few signs of a marketing department in need of a shift: • Marketing staff are constantly running behind, working long hours and still not catching up with the daily tasks. There is

Franchisees need a marketing team that supports their business from both a strategic and an implementation perspective and gives them the right tools to be able to market the brand or implementation needs and then resourced to handle the signiﬁcant amount of admin work which falls out of this marketing process. It is important for management to recognise the variety of skills required so they can recruit the right staff. How is marketing a franchise different regarding implementation and logistics? In the same way that there is complexity in what the marketing must achieve, there is a lot of segmentation at the implementation level too. The marketing department of a franchise network has to handle agencies, printers, distribution to multiple outlets and, of course, different versions within each marketing activity to suit each outlet or territory. The danger here is that the team can be buried under a huge amount of administration tasks such as consolidating requirements, getting prices from printers, ﬁxing errors, responding to individual requests from franchisees, tracking courier deliveries and more. This is common in franchised chains and when not supported by adequate systems not only gets marketing people overworked, it also has an impact on the performance of the business by taking up too much time, reducing inputs to the more important strategic tasks. And that affects how well a franchisee can do their job. 102| FRANCHISING JUL/AUG 2011

never enough time for big picture tasks or analysis and reporting and the team feels the need to constantly make excuses • Other staff from the chain have the perception that the marketing team is not delivering and you hear comments suggesting they are out of control or they can’t organise so much as a single campaign • Errors and last minute jobs are a daily occurrence

• Franchisees complain about the lack of support received from marketing • An agency underperforms due to late briefs and carrying the lag of the internal marketing team, affecting the sales generated by campaigns and often missing deadlines so the message is not reaching consumers. How a franchise system remedies its marketing deﬁciencies will vary. What’s important is to know that the business you invest in will be wellsupported by its marketing department – however large or small that may be. So how can a prospective franchisee pick out the good marketers among franchise brands? Franchisees need a marketing team that supports their business from both a strategic and an implementation perspective and gives them the right tools to be able to market the brand. F Paolo Tanner is director of marketing ﬁrm Fuse Franchise Partners

Top 10 requirements to successfully manage franchise marketing How does your prospective franchise system stack up? • Strategic capability – a strategic thinker to put together a big picture plan • A great agency or the capability to develop campaigns in-house • Staff skills – a team with a focus on strategy and logistics, depending on the size of the chain this might be one person, multiple people, separate teams or an outsourced model • An effective system to manage and track campaigns, ideally developed for franchised chains including features such as territories, pricing tier management, planning tools and reports. • Strong communication strategy that ensures franchisees understand the direction and possibilities provided by the franchisor. This could include promotion guides, implementation tools and newsletters • Franchisee buy in – experience shows the most successful campaigns are those which are supported by franchisees • Support from an operations team to ensure successful rollout of new products and promotional products. Execution is key and can affect the effectiveness of marketing more than you imagine. • Administration support or an outsourced solution to manage the logistics of marketing collateral, delivered to franchise outlets • A team attitude of involvement and collaboration with franchisees • Reliable suppliers WWW.FRANCHISE.NET.AU

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L A N O I T P EXCE

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1300 699 955 0487 086 705 enquiries@ozzykleen.com.au www.ozzykleen.com.au

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Training|How to

FRONT LINE

LEARNING What support is provided for franchisees when it comes to communicating the franchise brandâ&#x20AC;&#x2122;s message to the front line?

very franchisor will offer incoming franchisees initial training; many will include ongoing education and skills updates as part of the package. But what of the franchise models dependent on staff? Are franchisees left to themselves when it comes to training their teams? Pleasingly, there are franchise systems addressing the need for staff training. Here is a selection of franchisors providing learning

support for franchisees keen to keep their staff skills updated and on track.

FOOD

Aktiv Brands Bucking Bull Roast & Grill, Se7en Gourmet Takeaway, Skewerz Kebabz, The Kebab Co. The franchise support team provides ongoing support and training to store staff via regular store visits and targeted training

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programs. The programs cover sales, customer service, rostering, health and safety, merchandising, business development and local area marketing. Aktiv assists the franchisee with securing a team and then conducts an initial training session for staff on products and operations. Aktiv Best Practice assessments are conducted quarterly per store and additional training modules (for both franchisee and staff) are JUL/AUG 2011 FRANCHISING | 105

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How to|Training

Learning online is increasingly popular

developed and conducted where required. These are conducted in a practical, on-site environment; however the company is in the process of complementing this system with e-learning tools. Training is monitored through the quarterly Aktiv Best Practice assessments. The successful training of a franchisee and their staff will usually result in a strong performing store and a high Best Practice score. The Aktiv group is currently in the process of developing an online training program accessible by all staff which will provide e-learning modules to be completed throughout their employment. This may assist staff with position advancement, and a reward system based on training milestones will be reviewed. The continued reinforcement of company and brand principles via constant education is paramount.

Bakers Delight Bakers Delight prides itself on its commitment to the progression of young people. Training opportunities include traineeships and apprenticeships. Thirty percent of existing franchisees began their career as a baker or sales assistant. The career progression is supported by structured career development initiatives including the Gillespie Awards, Fresh Franchisee and Manage to Own training programs. Structured online training is also available to all bakery staff through what is known as ‘Bakersville.’ This invaluable resource enables franchisees to track completion of staff training modules in key areas such as OHS, marketing campaign execution and food handling. Fostering development opportunities through apprenticeships is another avenue Bakers Delight uses to train staff. Apprentices learn the art and science of baking through sponsored training at school (or in the bakery), through oneon-one coaching and support from the baking team members and through practice. A baking apprenticeship is typically three years full-time and is a nationally recognised qualiﬁcation. Other training and development includes the Manage To Own and Fresh Franchisee programs. Both programs focus on fostering talent and providing direct career paths from working in the bakery to managing or becoming a franchisee.

Domino’s Pizza, Domino’s 2GO Training is provided on an ongoing basis. When new policies and procedures are introduced and new menu items are added, training is completed across all of the stores. Domino’s also has a dedicated online training tool (DOTTI) which all team members must complete as part of their role within the company. The level of training is structured around the individual’s position. 106| FRANCHISING JUL/AUG 2011

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Training|How to

Periodically there is a national training hour where all stores simultaneously hold training with all their staff. This training allows Domino’s to implement new initiatives and systems with all team members at the same time. A dedicated franchise operations team is responsible for ensuring franchisees and franchised stores are well trained in Domino’s strict policies and procedures. They also provide ongoing support and advice to franchisees to assist in the development of their business and staff. Training is monitored through the online DOTTI portal. There are mandatory training modules which team members must complete during set stages of their employment. The cost of training is covered as part of the franchisee fee.

The Coffee Club The franchise system provides training assistance for franchisees’ staff through a combination of in-house, external and online programs. Each academy (food, service, coffee, leadership and management) has three levels; bronze, silver and gold. Every store is required to have a certain number of accredited baristas who

are bronze accredited. The franchise monitors this and ensures that stores have the number of staff accredited. For multi-site franchisees, it also offers specialised training for their team members on an ad hoc basis as requested. The Coffee Club also promotes various Certiﬁcates III and IV where franchisees can get access to government funding.

Retail Food Group (RFG) Donut King, Bb’s cafe, Brumby’s Bakeries, Brumby’s GO!, Big Dads Pies, Esquires Coffee Houses In addition to traditional learning methods RFG has developed an online training platform speciﬁc to the training needs of each brand. It is recognised that small business retail environments and a highly casualised workforce do not create an ideal learning environment. This was taken into account when selecting and creating an appropriate online model for both staff and franchisee training in stores. Training is monitored in different ways depending on the type of training and the learning audiences, and achievements are recognised. This is especially the case with the successful coffee training program which progresses from a novice level to achieving Barista level; this is accompanied by tangible means of recognition in addition to level 2 and 3 vocational coffee qualiﬁcations.

RETAIL

Howards Storage World This franchise uses classroom based training; self paced learning modules and e-learning via the internet. Incentives are provided for the completion of training through a staff incentive program – Goldstar. With over 3000 product lines, product training is vital to the success of the business – this includes self paced learning monthly campaign training modules and product range guides. Other training subjects include sales and customer WWW.FRANCHISE.NET.AU

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How to|Training

service, OHS and service solutions. Howards is introducing two national qualifications – Certificate III in Retail and Certificate IV in Frontline Management via e-learning. E-learning training is monitored via the Learning Management System (LMS) which can track staff usage, completions and results. Campaign training modules are monitored through the completion of a training module quiz and points are allocated towards the staff incentive program – Goldstar – for its completion. Howards will be introducing learning pathways and curricula to support recognised milestones in the future. Some training costs are covered by franchisees through a fee for service arrangement. All other training materials are available as part of the support provided by the franchisor including the staff incentive program. It is recommended that franchisees allocate at least one percent of turnover to staff training.

Kwik Kopy Corporate Design and Print Centre, 121 Creative Some of the larger centres employ upwards of 10 staff and the average across the Kwik Kopy Centres is four. Kwik Kopy helps with both technical and sales training courses and publishes a training calendar of eight courses each year so franchisees can plan which staff 108| FRANCHISING JUL/AUG 2011

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Free sales training Anytime Fitness Australia Internal sales training, Vitals, is run every few months, and all franchisees and sales staff are encouraged to attend. There is no cost for this training.

Brian Tracy International Just 35 percent of franchisees employ more than one staff member, but the franchise system assists in their ongoing training. On a monthly basis, programs are run covering attitudinal, sales and leadership topics. Training is monitored through the completion of application exercises or nationally accredited qualiﬁcations. should attend relevant courses. Field support business development managers work with franchisees to develop a Training Needs Analysis for each of their staff. They can check with the training calendar and register staff, or themselves to attend courses. This training is conducted in a classroom style as well as via e-learning modules online. The training outcomes are often written down prior to the completion of the course. These are then followed up by the BDMs. >> continues on page 110

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Join one of the fastest growing franchise systems in the world today!

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Senior Helpers 39 Charles Street, Norwood, South Australia 5067 Phone 08 8431 6008 Fax 08 8431 6177 info@seniorhelpers.com.au

www.seniorhelpers.com.au

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How to|Training

>> continued from page 108

Training is generally charged for on a cost recovery basis.

Mister Minit The Mister Minit success depends on its people. There is a commitment to develop the individual’s full potential in a fun and educational environment. Every team member has a structured competency based program that is conducted on the job. After completing the basic skills program, each team member is coached on advanced, technical, sales and leadership skills that enhance their performance. Ultimately team members have an opportunity to become franchisees and are provided with small business training and coaching. Each team member attends the Minit Academy of Learning office in the support office, in Sydney, to graduate with their Diploma of Excellence. There are certificates and pay rate adjustments on completion of each program and remuneration is often tied to the completion of the training milestone. In addition to this training, Mister Minit partners with learning organisations to provide individual external programs and qualifications.

MOBILE

Fastway Couriers This business has a two-tier franchise system. At Regional Franchise level, all of the franchises have more than one staff

110| FRANCHISING JUL/AUG 2011

member. At a Courier Franchise level, the great majority (over 90 percent) are singularly owned and operated. The investment in staff training is the same as that of franchisees; in fact many of the induction programs are open to both franchisees and staff. Training is monitored through exams, formal recording of webinar attendance and ongoing evaluation of training delivery methods. The cost of ongoing training is covered by the franchisor. At Fastway, training is seen as an investment in the brand.

SafetyQuip An internal server based Learning Management System (LMS) called COMET with 14 training modules can be accessed by all staff; training is reported and recorded via internal LMS. Weekly training reports are sent to franchisees who have staff under initial induction training and a certificate is presented when 14 induction training modules are completed. SafetyQuip is negotiating with a third party training organisation to create a pathway for Certificate 2, 3 and 4 competencies based upon open learning, live web training and recognition of prior learning (RPL). The long term plan is to make a Small Business Certificate qualification with a focus on sales and selling, available on a user-pays basis. The franchisor provides and funds the LMS and the staff to supervise results, subject creation and compliance. There is

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provision for user-pays training. The national support office has two Certificate IV trainers on staff with one of those further qualified with a Masters in Education.

BEAUTY

Brazilian Beauty Training is monitored by third party suppliers and all trainers have Train the Trainer qualiﬁcations. Results achieved by training can be measured in the business KPIs. Certiﬁcation is gained by attending courses and on completion of measured testing, both theory and practical, to the required level of competency. Training, training and more training is the key to a happy and successful team. F

New induction training Essential Beauty

Q: Does your franchise system assist in training franchisees’ staff? A: No, but we are changing this as we feel inductions are important. Induction training will be offered along with e-learning. Training nights followed by a questionnaire, with certiﬁcates issued, encourages staff to attend too. Head ofﬁce pays for ongoing training; induction training will be minimal cost (subsidised to franchisees at $100 a day) per employee.

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How to|Location

X Beyond intuition and gut feel, what are the critical factors a franchisor should have considered when developing a site selection process for the franchise system? Bruce Waddington explains

ne of the most important decisions faced by any business, franchised or not, is where to locate outlets or branches. While many property managers and business owners feel that a good knowledge of their industry is all that is required to make these important decisions, a quick look around the Australian retail environment shows just how many get the basics wrong.

The best strategy is to estimate the proportion of your business you feel is impulse vs destination driven The stakes can be particularly high if a franchisor gets it wrong. Several landmark cases in recent times underscore the importance of having a logical and well thought out methodology for grading potential sites. In addition, the supply of information regarding a site to potential franchisees needs to be carefully considered. 112| FRANCHISING JUL/AUG 2011

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What about the franchise system you are considering? Many franchised businesses take from the franchisee much of the headache of searching for a site - but how has the franchisor developed its site selection process? Here are some of the basic points, and some of the pitfalls to be avoided, and they are just as relevant for potential franchisees searching for a site themselves.

Impulse v destination Before rushing out to vet prospective sites, some quiet reflection about the nature of your business and its customer base is vital. One of the first things to consider is whether your offer is impulse or destination driven. An impulse business is one in which most business comes as a direct result of passing traffic. Examples of impulse businesses include drink vending machines and convenience stores. At the other extreme, a destination business is one in which customers would set out on a specific journey with the primary intention of visiting a >> continues on page 114

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How to|Location

>> continued from page 112

specific business type. Examples of destination businesses include tyre retailers. Most businesses are not as clearly defined as the examples above, so the best strategy is to estimate the proportion of your business you feel is impulse driven against the proportion that is destination driven. As a general rule, the more impulse trade you can expect to attract, the more important it is to locate in a position with high volumes of your target market walking directly past your door. As an example, impulse businesses can benefit greatly from locating within shopping malls.

X MARKS THE SPOT

Generators We call any facility that attracts a high number of people a generator. Generators can be shopping malls, train stations, entertainment facilities or even an entire precinct such as a CBD. Being located near appropriate generators can prove very beneﬁcial to sales, particularly for

Landmark cases in recent times underscore the importance of having a logical and well thought out methodology for grading potential sites impulse business. While rentals are usually higher in these settings, the beneﬁts to sales will usually more than compensate. There are some pitfalls however. When considering paying a higher rental to be located alongside a quality generator, you need to ensure that the generator is attracting the right sort of

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people at an appropriate time of the day, otherwise you will be paying a rental premium for little or no return. Examples of this would include a restaurant paying high rent for a shopfront in a predominantly daytime retail precinct. The high rental is paid for a position that has lots of passing trafﬁc, but at precisely the wrong time of day.

Visibility Most businesses (be they impulse or destination) benefit from being seen by local passing traffic. This can be one of the best forms of advertising available to a retail or service business. Being seen ensures that when the time comes for purchase, your outlet will be recalled and considered by a prospective customer. Many prospective tenants do not consider visibility adequately, as they are too focused on the facility itself. When evaluating a potential site’s visibility, try to look at how visible the site is to approaching traffic. Ask yourself, “Will the nature of your business stand out even if someone is not specifically looking for you?”

Convenience Convenience is another important factor, especially where a customer has choice of multiple outlets within a local area. Consumers in Australia are becoming more and more convenience driven, and will often make choices based largely upon issues of convenience. In addition to proximity and travel time, other important convenience factors include perceived ease and availability of parking, ease of access and security.

Clustering While impulse businesses will typically do better away from direct competition, many destination type retailers beneﬁt from being located in close proximity >> continues on page 117

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to other similar businesses, be they direct competitors or complementary businesses. The question you should ask is ‘are customers going to gravitate to locations with a number of similar businesses so they can compare products and prices?’ This will be the case where customers are shopping around for variety (fashion and furniture) or shopping around on price (consumer electronics). In these circumstances, some retailers beneﬁt signiﬁcantly from clustering.

Defining your target market When evaluating a site, we need to also consider the people living and working in the local area, and how this profile compares to that of your highest spending customers. Here we need to clearly define the characteristics of our potential customers so we can locate in areas as close to these people as possible. Some basic questions to be answered include “Is your client base likely to originate from a place of business or a place of residence?” and “Are there specific demographic characteristics that define your highest value customers?” For instance, it may be that a company that specialises in corporate catering needs to locate in a position near white collar businesses while a children’s clothing store needs to locate in residential areas with young families with high disposable incomes (or possibly also near cashed up grandparents).

Market information and maps With a strong mental picture of the type of environment in which the franchise should be located, how can a short list of potential locations be created? The best way of consolidating all of the site selection criteria is to utilise available market information and maps.

brand speciﬁc drivers of sales and to predict sales performance for future outlets. With an existing network, all of the rules governing what is making the good stores successful and the bad stores unsuccessful is there waiting to be uncovered, and a bit of investigation and analysis can unlock the secrets. Failure to undertake such analysis is to ignore the lessons of those that have gone before.

When considering paying a higher rental to be located alongside a quality generator, you need to ensure that the generator is attracting the right sort of people at an appropriate time of the day, otherwise you will be paying a rental premium for little or no return By placing B l i the h llocation i off competition, ii generators and the target market onto maps, areas of highest potential can be quickly identiﬁed. Another useful tool in assessing area potential is Google Earth, allowing you to assess the street appeal, visibility, access and adjacent businesses and generators without even leaving your computer.

Learning from history While all of the above theory is useful in developing a site selection criteria for a relatively new, up-and-coming franchise, once a network gets large enough (say 20 to 30 outlets), higher level analysis can be undertaken to better understand the

WWW.FRANCHISE.NET.AU

Here, techniques such H h i h as correlation l i analysis, regression modelling and other techniques can be used to great effect.

In summary Do not assume that gut feel is all that is required to locate the perfect site. A bit of planning coupled with some appropriate market information, maps and analysis will go a long way toward making every site a winner. F Bruce Waddington is a director of Geotech Information Services, a market information and mapping consultancy specialising in network development and local marketing strategy.

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Wrong location|Advice

The mantra of location, location, location is just as important in business as it is when buying a home. Get it wrong, and your business will be an uphill struggle, write Vaughn McGuinness and Phil Blain

What happens if…

I’m in the wrong location? aximising the proﬁt of your franchise is a delicate balance between getting the right store and selling the right product in the right location (of the right size), at the right price. Get just one of these factors wrong and you will be losing sales. It is estimated that the wrong location alone can have a 20 to 50 percent effect on your sales.

a good location for your particular business. This will include a checklist of minimum requirements for any site and should be combined with as much demographic information you can gather on any potential location, not just what you receive from the landlord or shopping centre. Your franchisor will normally work with you initially to select a site that you both agree on.

What does the right location look like?

I think I am in the wrong location – what now?

Getting the right location is a combination of factors which all come down to your ratio of rent to takings – a higher rent must bring higher sales in order to justify the extra expenditure. If you are paying A-grade rent but are in a C-grade location then you are in trouble. A C-grade

Any course of action will depend ﬁrstly on your lease agreement, provided you are the lease holder. For franchisees a long way from the end of their lease period, options will be limited but there are still some courses of action. Franchisees coming up to the end of their lease could consider relocating, however the cost of relocation needs to be taken into account and it is advisable to try and rectify any problem before taking this option. But don’t be too quick to blame all your problems on location. You should be benchmarking your business against other franchisees in your group. Consider how your business is performing against them before deciding that your location is causing the problem. If you still have real concerns about your location it is extremely important to get in contact with your franchisor. Remember that you mutually agreed upon your current location, and they may have some insight into what is going wrong and what you can do to turn the problem around. When talking to your franchisor you will need to outline why you think your location is the reason your business is underperforming. Has it always been an issue or has something changed recently which has caused a drop in sales? If you have noticed

In any franchise system, there should be a site selection policy with guidelines as to what makes a good location for your particular business location is unlikely to have sufficient traffic flow to bring you the sales to cover your rent. You also need to take into account the amount of frontage your business needs, the retail mix of the area and if you have appropriate neighbours. A jeweller, for example, won’t perform to its best if it is located amongst toy stores and children’s wear. You need to be situated amongst peer businesses, those which attract the same type of customers as you, in order to maximise the traffic flow in your location. In any franchise system, there should be a site selection policy with guidelines as to what makes WWW.FRANCHISE.NET.AU

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Advice|Wrong location

a drop in sales after a change near the location of your store, renovations for example, then you may be able to access assistance from the owner of the centre you are in. If you believe your location has been causing problems for your business from day one then you still have options to try and turn things around. The ďŹ rst step is to get in touch with your landlord or the owner of your centre. Making sure that tenant businesses are performing as well as possible is in

Even before you talk to your franchisor or landlord for assistance you should make sure that you are doing everything you can to make the most of the location their best interest and so they will want to work with you to get the best outcome all round. If your rent is genuinely higher than your sales show you can afford, rather than risk losing you as a tenant altogether through relocation or closure, your landlord may be open to offering you a long term

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rental adjustment or ďŹ nding you an alternative site within the centre. It is always going to be better for the centre owner to accept less rent from an incumbent retailer than risk them going broke and having to try and sell the site on to a new unproven business.

Be prepared Even before you talk to your franchisor or landlord for assistance you should make sure that you are doing everything you can to make the most of the location you are in. Are you exceeding benchmarks? Are you participating in centre marketing initiatives? If you are conďŹ dent that you have done everything possible and still believe your location is letting you down then both your landlord and franchisor will be willing to work with you for a solution. Be prepared and be armed with plenty of information and data that supports your position. Just having an unsubstantiated whinge is not going to achieve a result, but landlords and franchisors do listen to well formulated arguments and appeals. F Vaughn McGuiness is director of Business Development Company; Phil Blain is franchise development principal

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How to|Technology

TECHNO

As a franchisee running your own business, staying on top of daily developments at work will be crucial. Whatever the type of franchise, almost every one is dependent on technology to help maintain and monitor day to day business

MOVES One stop shop Business telecommunications service provider Pacnet has added mobile facilities to its portfolio. Through a partnership with Optus the mobile plans are designed for small business and complement the existing phone, broadband, network and IT hosting solutions. Deborah Homewood, CEO of Pacnet Australia, says the services can be customised to suit. “We’re offering a customisable set of plans to make sure our service addresses both the needs and budgets of our clients. “Today, SMEs are doing more with less. The complexity of managing multiple providers is time consuming and can expose businesses to duplication of services, hence they are looking to reap synergies

Want something stylish for your business? One notebook option from Sony is the Vaio C Series with built in high deﬁnition camera, available in vibrant colours

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from consolidating telecommunications services with one service provider.” Mobile voice plans include a bonus ﬂeet call value for use on Pacnet mobile-to-mobile calls. A variety of mobile data services and Blackberry packages are also available.

Notebooks Sony’s laptop, the Vaio S Series, makes the job of being on the road with your business that little bit easier. Key to this 1.72kg notebook is the external battery which gives up to 12 hours of energy. The laptop is powered by the external battery; only when this is exhausted does it source energy from the internal battery. In June the Australian brand Kogan released the world’s first laptop powered by Google’s Chromium OS. This is based on the popular Agora hardware and boots in 4.5 seconds. It allows users to operate entirely in cloud computing (web-based services). Ruslan Kogan says “While Chromium is still in its early stages, we know the operating system is innovative technology which represents the future of computing. It may take some getting used to for some to operate entirely in the cloud, but the massive benefits for the end user are driving acceptance of entirely web-based services. “What we’ve found from talking to our customers is that many of them are already using cloud services without even realising it. They’re uploading photos to services like Flickr, storing all their contacts in Gmail, and even hosting files on DropBox. “The real beauty is that no matter which Chromium powered computer you’re on anywhere in the world, it will appear exactly as you expect, tailored to your needs. Google is also working hard to ensure that Chrome integrates seamlessly with all Android based devices.” F

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Advice LEGIT | LEGALESE MADE EASY

Termination by the book

PHILIP COLMAN Philip Colman, principal, Mason Sier Turnbull

ollowing the February 2011 collapse of Redgroup Retail and its book retailing outlets Borders and Angus & Robertson, it was reported that a group of Angus & Robertson franchisees chose to terminate their franchise agreements on the basis of alleged breaches of those agreements by Angus & Robertson. Although it has since been reported that the same group of franchisees may have resolved their differences with the administrator of Redgroup Retail, the action taken by these franchisees highlights the issue of when a franchisee can terminate a franchise agreement.

Breach of contract With the exception of cooling-off provisions, it is extremely rare to ﬁnd clauses in a franchise agreement that give a franchisee a contractual right to terminate the agreement. However, the absence of such clauses does not mean that franchisees will never have a legal right to terminate a franchise agreement. The common law says that if there is a breach of a term of a contract (or an anticipated breach of that term) that goes to the root of the contract, the innocent party may elect to terminate the contract. Terms which go to the root of a contract are sometimes called essential terms. They are terms which are of such importance that the person would not have signed the contract without their inclusion.

So what are the essential terms of franchise agreements? There is no deﬁnitive answer to this question as it will be different for each franchise agreement.

Franchisees should not assume that the fact a franchisor has gone into voluntary administration gives them the right to terminate However, applying the above test, it would seem the following standard obligations imposed on franchisors could be considered essential terms: • Allowing the franchisee to operate under the relevant brands and trademarks; • Providing the franchisee with the necessary tools to operate the franchised business, such as manuals and initial training; and • If there is a marketing fund, utilising that fund in a manner beneﬁcial to the network. WWW.FRANCHISE.NET.AU

Franchisees should not assume that the fact a franchisor has gone into voluntary administration (or some other form of external administration) gives them the right to terminate their franchise agreement. The franchisor company still exists and, provided it is performing its essential obligations under the franchise agreement (under the control of the external administrator), no right to terminate will exist.

Exercise the right It is also important to note a common law right to terminate a contract must be exercised as soon as possible. If a franchisee who considers there has been a breach of an essential term chooses not to exercise the right to terminate the franchise agreement and, through words or conduct, indicates they want to continue with the franchise agreement, they may lose their right to terminate. Such words or conduct would be considered an afﬁrmation of the franchise agreement. In these circumstances, whilst the right to terminate the franchise agreement will be lost, a right to seek compensation for the breach will remain. The most difﬁcult task facing franchisees who want to terminate a franchise agreement because of a breach by a franchisor, is determining whether the term breached is an essential term. A franchisee should always seek advice from experienced lawyers before exercising such a right because if they terminate the franchise agreement where there is no legal right, it will be the franchisee who will be facing a breach of contract claim from the franchisor. F JUL/AUG 2011 FRANCHISING | 125

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SapientNitro SNO 815

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DREAM TEAM The Snooze brand has a strong history of over 30 years in retailing and has built a very solid franchise system. We provide franchise partners with a solid platform to start their business and offer support across the entire business including: • Marketing and Promotional Support • Product Development and Buying Power • Proven operating system that includes comprehensive product and sales training • Business Management support from our on the ground ﬁeld team • Assistance in site selection and property negotiations We are looking for dynamic people who love dealing with others and are passionate about retailing.

Franchise in Australia

For more information visit snooze.com.au or call Alistair Browne, our Franchise Network Development Manager on 0427 401 169

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Opinion THE SKETCH | TRENDS AND DEVELOPMENTS

Are you ready for franchising?

I ANDREW TERRY Professor of Business Regulation at the University of Sydney and consultant to DC Strategy

once counselled a friend I had known well since school days who, having resigned from a good job out of frustration with head ofﬁce systems, policies and protocols, was looking to acquire a franchise. I made him promise me he would never, ever, buy a franchise. I foresaw only two outcomes, neither of them pleasant: either he would physically attack the franchisor with a blunt stick or the franchisor would get in ﬁrst. To his credit on looking deep into his soul, he accepted that his personality and franchising were not a perfect match. Franchising has more than once been referred to as like a marriage. To this end, there are a number of steps a prospective franchisee has to undertake to discover the truth about their proposed partner.

Is the system viable? He or she must be satisfied that the business concept itself, and the franchise system which supports it, are proven. He or she must be satisfied that the franchisor has the experience and the commitment to effectively manage and support an ongoing relationship as well as to develop the system and the network in the interests of all stakeholders. He or she must be satisfied that the site from which the business will be conducted is viable and that the financial equation is appropriate, viable and achievable. He or she must be satisfied that the contract that records the relationship is appropriate and acceptable. These factors are largely beyond the control of the prospective franchisee and are usually beyond

For the very real beneﬁts of being part of a franchise system the franchisee relinquishes his or her independence his or her area of personal knowledge. Indeed it is to redress this information imbalance that the Franchising Code of Conduct requires a franchisor to provide comprehensive prior disclosure information to the prospective franchisee. The prior disclosure information does not answer the questions posed by the issues noted above but does provide the basis for the prospective franchisee to exercise informed due diligence and seek specialist advice.

Are you the right ﬁt? There is, of course, one other key area of due diligence which is exclusively within the knowledge and control of the prospective franchisee and in WWW.FRANCHISE.NET.AU

relation to which a disclosure document can do little to help. Even if all the above boxes are ticked, the prospective franchisee has to be satisfied that he or she has the commitment, the temperament, the personality and the financial resources to be a franchisee, as well as having the support of family and friends. The list of necessary attributes for a prospective franchisee is longer – appropriate skill sets and experience, for example, are vital, but the franchisor’s own due diligence in relation to the prospective franchisee should quickly filter out those not appropriately qualified for the particular franchise opportunity. There is no benefit to a franchisor in recruiting inappropriate franchisees: franchisee failure impacts most directly on the failed franchisee but there is collateral damage to the franchisor as well – financial, commercial, reputational and frequently legal. For the very real benefits of being part of a franchise system the franchisee relinquishes his or her independence. A franchisee must be sufficiently entrepreneurial to, perhaps, trade off the security of employment for the uncertainties of business. But as part of a franchise system a franchisee’s scope for entrepreneurial endeavour is strictly limited. A franchisee must work within the system and accept the restrictions on entrepreneurial activity so imposed. Any prospective franchisee who does not clearly understand this fundamental reality of franchising, or cannot accept it, should look for other business opportunities. This does not mean that a franchisee signs away any opportunity for independent thought but it does mean that franchisees must act intra-preneurially and within the system. So, when you are considering the franchise opportunity take the time for some self reflection. It can be a beautiful thing. F JUL/AUG 2011 FRANCHISING | 127

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Your essential guide to buying a franchise

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Opinion ASSOCIATION | FRANCHISE COUNCIL OF AUSTRALIA

STEVE WRIGHT Executive director Franchise Council of Australian

The latest initiative from the FCA gives franchise systems an easy way to celebrate their outstanding franchisees in a national showcase of success

The Franchisee Success Club

ranchising has been around since the 1970s, so nothing is new anymore – right? Wrong! The Franchise Council of Australia (FCA) is about to launch a project that we believe is a world ﬁrst in franchising: The Franchisee Success Club. You might ﬁnd it surprising, I certainly do, but the truth is there is not a franchising representative organisation anywhere in the world (to my knowledge) which has a success club for franchisees. In Australia, we are about to change all that.

The Franchisee Success Club intends to... bring acknowledgement and national recognition within the reach of any franchisee anywhere in the country Of course, we acknowledge, and actively promote, prize winning franchisees, both within franchise systems, and at state and national levels. As the representative body for the whole franchising sector in Australia, the FCA is the primary exponent of this, through the FCA Excellence in Franchising Awards. WWW.FRANCHISE.NET.AU

The FCA’s role is to promote the sector; to help people to get into franchising and to help ensure they do as well as they can while they are in it, and even as they are leaving it. The Franchising Excellence Awards are the way we showcase those who are having a go and are doing well. It is a really useful way for franchisees, and prospective franchisees, to both see how the strong performers do it and to benchmark themselves to try to emulate the achievements of the winners. While I have been executive director of the FCA, I have put as much emphasis as I could into making sure people in the sector take the opportunity to celebrate success, both within their own franchise systems, but also through state and national recognition in the Franchising Excellence Awards. The FCA Awards is a demanding process. It is designed that way to ensure the entrants get the beneﬁts of rigorous self assessment so that they can actually use that assessment to improve their businesses. Entering the awards and studiously going through the self examination required is what delivers the beneﬁt. Winning is, of course, great, but it is the cream on the cake, not the cake itself. A by-product of this is that not everybody who would like to enter feels JUL/AUG 2011 FRANCHISING | 129

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ASSOCIATION | FRANCHISE COUNCIL OF AUSTRALIA

they have the capacity, the time or resources to do their entry justice. As a result, many simply don’t enter. For all those people, the answer is the Franchisee Success Club.

Everyday achievements The aim of the club is not to replace the awards process, it is to complement it. The awards celebrate the deeds of the high achievers, the standouts. The awards are about state and national benchmarking; setting the most notable achievers from across the country against each other to determine who is the best in the particular ﬁeld in question. But we all know there are outstanding achievements going on inside franchise systems every day. It’s just that in most cases, the only people who get to hear about them are people within those individual systems. The Franchisee

Some members of the Franchisee Success Club may be acknowledged purely because of the effort that they put in to help others in their system, or outside it Success Club intends to change that. It aims to bring acknowledgement and national recognition within the reach of any franchisee anywhere in the country. At the FCA, we are proud of the fact that our Excellence in Franchising Awards program has tremendous reach, and highlights achievement in many important areas, not just ﬁnancial success. The awards focus on other areas including community involvement, promotion of women, and other categories reﬂecting a contribution to the sector. With the Franchisee Success Club, we are now seeking to extend the reach of acknowledgement even further. Many franchise systems in Australia are in the developing stage, having not yet reached what many call critical mass for their long-term success. For most of these, the desire to acknowledge individual achievements within their system may be strong, but the opportunities to do so outside the system appear weak. This is where the Franchisee Success Club comes in.

Club criteria The club will allow franchise systems to nominate individual franchisees on the basis of the 130| FRANCHISING JUL/AUG 2011

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same type of criteria we use to confirm that a particular business is a suitable entrant worthy of consideration for the Excellence in Franchising Awards. These are criteria such as profitability, efficiency, customer service, improved sales, community consciousness, constructive contribution to the franchise network and so on. Participants are required to have made notable contributions or improvements in such areas and their efforts confirmed by their franchise system owners or managers. It will not be difficult to enter; business details and a 100-word summary of the reasons for the nomination will be the basic requirements. To preserve the integrity of the process, the FCA will reserve the right to knock back a nomination. The first 500 entrants to the Success Club will be admitted free; thereafter a $20 entry fee will apply. We are keen to see not only 500 franchisees in the Success Club, we would like to move quickly to 1000, as 2011/2012 progresses. I have no doubt that there are at least 1000 great stories out there among our nationwide franchisee community. An important part of the Franchisee Success Club is the telling of those stories. We want not only to acknowledge the achievements of ordinary people in our sector, but also to inspire others so that they too can create their own success story. For many the success story will be one of business achievement or improvement. But that is not all we will focus on in the Franchisee Success Club. Those who have triumphed over some form of adversity – business, or personal which relates to their business – will also be very much a part of the Franchisee Success Club. It can be a rocky road to success in business. It is hard work and nobody is exempt from that hard work. Not everybody succeeds. In the nonfranchising small business market, 45 percent of businesses go out of business in their first two years. That number rises to more than 60 percent in four years. The difference with franchising is that through the hard times – and the good – you are not on your own. You are part of a network that can support and encourage you. It will be the aim of the Franchisee Success Club to draw out some of the ways in which the community cares for the people within it. Some members of the Franchisee Success Club may be acknowledged purely because of the effort that they put in to help others in their system, or outside it. It is going to be terrific to see just what the Franchisee Success Club delivers. F

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Opinion PEOPLE | LEADERSHIP

The secret to achieving your goals

I GREG NATHAN Psychologist, managing director of the Franchise Relationships Institute, public speaker and author of Proﬁtable Partnerships

magine you had a champion team of support staff who worked for free, never slept, and who were always waiting patiently for directions on what you wanted them to do next. Well, you do. It’s called your subconscious mind. The way the subconscious mind works is it has teams of neurons that are always working together solving problems, sorting priorities and keeping a vigilant eye out for what they think your conscious mind needs to pay attention to. For instance, you are chatting with friends in a noisy cafe when someone at another table mentions your name. You turn around to hear what’s going on while your friends keep talking as though nothing has happened. While you were not consciously paying attention to other conversations, your subconscious was – it seldom misses anything – and it nudged your conscious mind to check out what was being said about you. I am now going to share a simple, reliable and effective way to use your subconscious mind to help you achieve success. It’s called setting goals. Yes, I know you’ve heard all about goal setting. But by setting your goals in a particular way you can instruct your subconscious to help you pay attention to the things that will keep you moving in the right direction. These ﬁve tips are based on psychological research into goal setting: 1. Write down your BEST goals Write your goal in a journal or somewhere you can easily and regularly refer to. If you have trouble with the wording, think of an area of your life you want to work on and complete this sentence. “When I think about __________I’d feel great if ….”

Always focus on the positive benefits of success, not on the negative aspects of failure. The subconscious performs better when it is focused on what you want, not on what you don’t want The BEST goals are: Believable to you (it doesn’t matter what other people think) Energising and make you feel excited Specific, so that you can tick them off when you’ve achieved them Timelined, which creates a sense of urgency to get cracking 2. Specify the steps Under your goal, write out the specific, practical WWW.FRANCHISE.NET.AU

steps you need to take (with a timeframe). Small steps will help you overcome procrastination by just taking one step at a time. A timeframe can be when you will ﬁnish the step or how often you will keep at it, e.g. “I will spend 10 minutes a day on this step.” Some people ﬁnd it useful to reward themselves for achieving each step. 3. Talk about your goal Talking about your goal to people who are interested in you will build your commitment to follow through – and you might get some encouragement. Your subconscious teams also enjoy hearing you talk about what is important. It reminds them to keep working on this and sometimes even

helps them to come up with new ideas. How many times have you been talking to someone about an issue and suddenly you get a breakthrough idea. That’s the good old subconscious at work. 4. Think about the benefits of success Regularly think about how things will be better when you achieve each of the steps and your goal. This will also feed your motivation to stick at doing the things you need to do. Always focus on the positive benefits of success, not on the negative aspects of failure. The subconscious performs better when it is focused on what you want, not on what you don’t want. 5. Consider the barriers to success Finally consider any barriers that may get in your way and how you might deal with them. Ignoring this step most commonly leads to disappointing results. It is human nature to get discouraged by unexpected barriers. But if you have thought about them, you will feel more in control if and when they appear. This last step will help to keep you optimistic and grounded at the same time. By the way, always consider the barriers after thinking about the benefits. So what are you waiting for? Go on, set those goals and get that amazing subconscious working for you. F JUL/AUG 2011 FRANCHISING | 133

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The name that’s on many franchisor’s lips To run a successful franchise operation you need vital, up-to-the-minute information. Without it you are simply guessing. RedCat’s advanced Point of Sale and Management System gives you crucial information enabling you to make prudent management decisions. That’s why some of Australia’s leading franchises, such as Boost Juice, Nando’s, Souvlakihut, Grill’d, Outback Jacks and Easyway Tea, have chosen RedCat.

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Find out what RedCat can do for your franchise operation. Call 1300 4 REDCAT or visit www.redcat.com.au

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Checklist TO DO LIST | HELP GUIDE

20 things to check before you invest Before you purchase your franchise you need to tick off all the must-do items. Check the following:

1. Are you confident in the franchisor? 2. Have you seen a disclosure document? 3. Have you evaluated the financial returns? 4. Do you know all the expenses franchisees are required to pay? 5. Have you worked out your operating costs? 6. Do you know the term of the agreement? 7. Is the business operating from fixed or mobile premises? 8. Are you working within a territory? If so, is the area exclusive? 9. Are you restricted in your product purchase? 10. Are you required to reach a minimum performance level?

11. What are the franchisee and franchisor obligations? 12. What training is available and who pays for it? 13. Who owns the intellectual property and what is licensed to the franchisee? 14. What marketing will the franchisor implement? 15. Who pays for the marketing? 16. What is the dispute resolution process? 17. Do you know what it is like to be a franchisee? 18. Can you assign the franchised business? 19. How can the franchisor or franchisee terminate the Franchise Agreement? 20. What restrictions are there on the franchisee and guarantor operating a similar business? [with thanks to Mason Sier Turnbull]

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A-Z listings

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Searching for a particular franchise?

Use this showcase of franchise systems to ďŹ nd out some key details about the business opportunities available, all in alphabetical order for easy referencing

A Website: VIC: NSW: QLD:

www.7elevenfranchise.com.au Peter Oâ&#x20AC;&#x2122;Hara or Michael McNamara on (03) 9550 0602 Shayne Howarth or Mark Moran on (02) 9798 0711 Brett Reading (07) 3511 7733

www.franchise.net.au Phone: 1300 287 669 Fax: 1300 795 287 Contact: Steve Wren Email: steve@ats.com.au Website: www.appliancetaggingservices.com.au

Start up costs from: approx $250,000 + GST

Start up costs from: $40,000 incl GST

PROFILE: 7-Eleven is a global success story with over 40,000 stores world wide. This year 7-Eleven will grow by over 200 stores, providing great opportunities for motivated, energetic and hardworking Franchisees to join this successful brand. As a 7-Eleven Franchisee you will enjoy the position of market leader in convenience retailing, backed by one of Australiaâ&#x20AC;&#x2122;s most comprehensive support systems which provides a complete turn-key set up and no rental payments*. To learn more visit our website or contact one of our Franchise Development Managers. Proudly awarded Franchisor of the Year 2008 & 2009, by the Franchise Council of Australia. * expenses incorporated in the 7-Eleven charge

PROFILE: Looking for a franchise with on-going repeat business, large territories and access to an existing client base to get you started? ATS are Australia-wide specialists in Electrical Testing and Tagging in accordance with AS/NZS 3760:2010. Providing expert technical, admin, business and sales support, access to our National client base and comprehensive on and off-site training, ATS are committed to helping its franchisees grow proďŹ table and successful businesses. No prior electrical experience is required - just a passion for safety and a commitment to growing your business. With low entry fees and minimal franchisee administration, an ATS franchise may just be the opportunity for you.

Phone: 1800 816 618 Fax: 07 5456 2874 Contact: Glenn McMahon Email: sales@amazingclean.com.au Website: www.amazingclean.com.au

Phone: 1300 766 202 Fax: 02 9415 5399 Contact: Helen Souvlis or Ian Skeoch Email: info@anytimeďŹ tness.com.au Website: www.anytimeďŹ tness.com.au

Start up cost: $144,000+gst

Start up costs from: $180,000 to $345,000

PROFILE: Amazing Clean developed the Ultrasonic Blind Cleaning & Repairs industry 15 years ago, and with over 70 franchises in Australia and NZ, is recognised by major blind manufacturers and retailers, as the only professional group that can clean and repair all types of internal & external blinds.In fact we are the only franchise in the World that do what we do. In 2005 we introduced Curtain cleaning, recognising that there was a need for such a professional service, this has doubled the franchisees proďŹ ts and to maximise proďŹ ts even further, we added 3 other services, Upholstery, Leather and Mattress Cleaning.

PROFILE: Anytime Fitness is one of Australiaâ&#x20AC;&#x2122;s fastest growing franchise networks, with over 70 local clubs open in just 2 years. The efďŹ cient Anytime Fitness business model beneďŹ ts from low monthly fees, low staff numbers and exclusive territories. With Anytime Fitness, youâ&#x20AC;&#x2122;re in business for yourself, not by yourself. With over 1500 clubs open worldwide, a proven track record and over 55% of our franchisee owning more than 1 club.

Phone: 1300 769 967 Fax: 1300 883 989 Contact: Luis Nevares Email: info@austvending.com Website: www.austvending.com

Phone: (08) 9455 3888 Fax: (08) 9455 3822 Contact: Ewen Box - General Manager Email: ewenbox@aussino.com Website: www.aussino.com

Start up costs from: $34,990 + GST PROFILE: AUSSINO BED & BATH in 25 countries, now in Australia Exciting franchise opportunities available Get in on the ground ďŹ&#x201A;oor.

PROFILE Specialising in establishing new vending machine rounds including locations, ďŹ rst ďŹ ll of stock, delivery, training and product supply. The company operates nationally in Australia and New Zealand. Exclusive importation rights and over 14 years in the market makes them the leaders in the industry. Austvending provides you with a reliable cash ďŹ&#x201A;ow business with below average workload. Markup on stock from 300% to 700%. Austvending gives you the opportunity to have a business and enjoy your desired lifestyle at the same time!

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A-Z listings B Phone: 1300 309 759 Contact: Franchise Recruitment Team Email: franchise.recruitment@bakersdelight.com.au Website: www.bakersdelight.com.au

Phone: (07) 5532 7518 Fax: (07) 5532 7517 Contact: Christian Coenen Email: info@bakersclub.com.au Website: www.bakersclub.com.au

Start up costs from: 30% or $150k whichever is highest.

Start up costs from: $200,000 - $400,000 PROFILE: Bakerâ&#x20AC;&#x2122;s Club is the Taste of Europe and is an European Eat In and Healthy Fast Food Bakery. Bakerâ&#x20AC;&#x2122;s Club is exceptionally different to other bakeries, with a strong German and French tradition which has spanned more than 160 years. We bake all day in a traditional stone oven, so that our Breads, Rolls, Cakes and Sandwiches and even the Pies are fresher than anywhere else. The baking ingredients and the baking process are of an extraordinarily high quality - just as you would expect from an European Bakery. The product range includes German breads such as Wholegrain, Sourdough, Pure Rye, Organic breads and high quality Australian breads. We have also the ďŹ nest and freshest Gluten Free range such as breads, sandwiches and cakes. We believe in healthy and tasty eating habits and there is nothing else around that can compare.

PROFILE: Bakers Delight, Australiaâ&#x20AC;&#x2122;s most successful bakery franchise was established in 1980. An Australian owned company, Bakers Delight has over 700 bakeries employing more than 15,000 people, serving 2 million regular customers per week throughout Australia, New Zealand, and Canada. Bakers Delight is looking to recruit 150 new franchisees for new and existing sites, across its international network. Bakers Delight holds a healthy 13.5 per cent share of the Australian bread market (Roy Morgan Single Source data March 2011) â&#x20AC;&#x201C; a stable market based on a love of freshly baked bread, and growing demand for nutritionally sound produce. The fresh bread market in Australia is currently worth AUD $2.8 billion.

Phone: 03 9359 6004 Fax: 03 9359 0977 Contact: Evan Drakos Email: evan@beds4backs.com.au Website: www.beds4backs.com.au Start up costs from: $300,000 PROFILE: Beds for Backs is a premier bedding retailer, offering uniquely tailored bed solutions for sleep health. Developed in consultation with leading Australian health professionals and universities, Beds for Backs is revolutionising the Australian bedding industry and taking Australian technology to the world! Join us in the â&#x20AC;&#x153;Science of Sleep!â&#x20AC;? Franchisees will enjoy the beneďŹ ts of: â&#x20AC;˘ High margins â&#x20AC;˘ A winning formula â&#x20AC;&#x201C; exceptional conversion rate â&#x20AC;˘ Unique and patented bedding technology â&#x20AC;˘ Proven health product â&#x20AC;˘ Turn-key operation set-up and ongoing support â&#x20AC;˘ Extraordinary customer satisfaction levels â&#x20AC;˘ Comprehensive training â&#x20AC;&#x201C; no experience necessary.

Phone: 02 8544 0649 Fax: 02 8544 0461 Contact: Tina Tower Email: franchise@beginbright.com.au Website: www.beginbright.com.au Start up costs from: $22,000 PROFILE: Begin Bright has developed a solid business model that has been tested and shown to be a proďŹ table and enjoyable business for all involved. With an immediately identiďŹ able culture of fun learning and a recognisable brand, Begin Bright is a rapidly growing company throughout Australia and is a great childrenâ&#x20AC;&#x2122;s education franchise. If youâ&#x20AC;&#x2122;re looking for a great franchise investment opportunity and would like to own your own business, give us a call now. A Begin Bright Franchise includes: - Operations manual (our recipes for business success) - Teaching manuals for lessons for children 2 - 12 years old. - Homework sheets for school readiness classes - Initial marketing materials for your open day and launch of your business.

Phone: 07 3423 0555 Fax: 07 3423 0600 Contact: Dean Vella Email: dean.vella@buckingbull.net Website: www.buckingbull.net

Phone: +61 418 500 7621 Contact: Andrew on 1800 634 227 or Email: andrew@briantracyanz.com Website: www.briantracyanz.com :

Start up costs from: $150,000 PROFILE: As a Licencee, you are welcomed to an exclusive team of business advisors based around the world. You will be well trained in the area of business development, corporate training and coaching. You are then able to grow a substantial and proďŹ table business through purchasing programs from the Brian Tracy International suite on a wholesale basis . The key areas of focus are professional development, sales and leadership development, and these programs are provided on a fee for service or government funded basis. They are delivered primarily in fast-moving interactive workshops or in coaching sessions. Brian Tracy International is recognised as one of the worldâ&#x20AC;&#x2122;s premier training and development companies.

PROFILE: Bucking Bull â&#x20AC;&#x201C; Australiaâ&#x20AC;&#x2122;s Favourite Roast & Grill - is a boutique carvery with outlets located primarily in major shopping centre food courts across Australia. With a Best Practice franchise business model, Bucking Bull is providing business seekers with a stunning opportunity that delivers results. Bucking Bull offers a unique home-style, traditional menu of roast meats, sandwiches, burgers, subs and spuds. The successful food and beverage franchise has developed a unique rack-roasting cooking process that ensures their famous meats are always juicy, tender and tasty. Bucking Bullâ&#x20AC;&#x2122;s unique offering promises not only fantastic value and quality, but also very tasty food! Franchising opportunities are currently available Australia wide.

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A-Z listings C Phone: 1300 Cafe2U (1300 223 328) Fax: (02) 9451 3168 Contact: Alan Biddle - General Manager Sales Email: franchises@cafe2u.com.au Website: www.cafe2u.com.au

Phone: 08 8274 0900 Contact: Ian McNab Email: ian@cartridgeworld.com.au Website: www.cartridgeworld.com.au

Start up costs from: $127,700 + GST

PROFILE: A Cafe2U mobile cafĂŠ franchise allows people to enter the lucrative coffee market without the hassles of landlords, staff or rent. As market leader, Cafe2U have a proven system with a network of over 160 franchises in Australia and the UK. Cafe2U has resources and expertise unparalleled by any other mobile coffee system. A unique offering from Cafe2U is the â&#x20AC;&#x153;Acceleration Packageâ&#x20AC;?. This is proven to fast-track each new franchise at least 3 months. Using a personalised programme that combines classroom training and business mentoring, success is guaranteed from day one. This means higher proďŹ ts sooner.

PROFILE: Cartridge World is one of the fastest growing franchises in the world with more than 1,700 stores operating globally since its inception in Australia in 1997. As a global leader in the re-charging and remanufacture of printer cartridges, printers and consumables for retail and business, our strong systems â&#x20AC;˘ Use of established brand, trademarks and proven business systems â&#x20AC;˘ Lower risk of failure/high potential for growth â&#x20AC;˘ Strong brand recognition and administration support â&#x20AC;˘ Low cost of entry â&#x20AC;˘ Ongoing training, advice and support, beneďŹ t our franchisees immediately. You become part of the Cartridge World team. You are in the business for yourself â&#x20AC;&#x201C; but not by yourself. Think about how many people and businesses you know that use printersâ&#x20AC;Ś thatâ&#x20AC;&#x2122;s why we are in business! Take the next step to controlling your future, contact Cartridge World today

Phone: 03 8727 9999 Fax: 03 9729 3266 Contact: Dean Hogan Email: franchising@clarkrubber.com.au Website: www.clarkrubber.com.au

Clayton

Start up costs from: $400,000 PROFILE: â&#x20AC;&#x153;Clark Rubber is an iconic Australian retailing brand and has been so for more than 65 years. Currently with 75 stores across Australia, we are now in expansion mode and have many new store opportunities in all states and territories of Australia. As a result, we have some great opportunities for enthusiastic people who want to get to the top. Clark Rubber has a unique product range, including foam, rubber, pools and pool products and differentiates itself in the market place through the provision of informative customer service in its product categories. During the 2009/10 ďŹ nancial year, weâ&#x20AC;&#x2122;ve experienced fantastic trading which will result in record sales. Our highly experienced and skilled franchise support ofďŹ ce team is behind Clark Rubber franchisees every step of the way, including in relation to buying, marketing, merchandising, in-store operational and administrative support, IT and training. Have fun!â&#x20AC;?

Phone: (03) 9543 1611 Contact: Scott Giannuzzi Email: scottg@cfmvic.com.au Sunshine Phone: (03) 8312 1600 Contact: Jim Carpoussis Email: jimc@cfmvic.com.au Website: www.cfmvic.com.au PROFILE: Commercial Food Machinery is a leading supplier of commercial catering equipment to franchise groups in the hospitality industry. As a one-stop-shop, CFM supplies & imports a vast array of products including: â&#x20AC;˘ cooking equipment â&#x20AC;˘ refrigeration â&#x20AC;˘ front display cabinets â&#x20AC;˘ stainless steel â&#x20AC;˘ counterline appliances â&#x20AC;˘ bakery equipment â&#x20AC;˘ cutlery â&#x20AC;˘ table top accessories CFM prides itself in supplying the worldâ&#x20AC;&#x2122;s leading brands and also offer tailored custom made solutions for all needs. Come into our Clayton & Sunshine showrooms to view our huge line of equipment for your business. At CFM, we have vast franchise expertise and ensure that customers receive unsurpassed pre and after sales service. In the years that have passed, we have developed a clear understanding of franchise needs and apply our extensive product knowledge for the efďŹ cient design of cooking, preparation, and front display areas.

Phone: 1300 657 339 Fax: (02) 9326 0144 Contact: Rebecca Scrivens Email: rebecca@contourshq.net.au Website: www.contoursfranchise.net.au

Phone: Fax: Email: Website:

1300 Crepes ( 1300 273737 ) 02 93430265 enquiries@crepeaffair.com.au www.crepeaffair.com.au

Start up costs from: $29,500 + GST Start up costs from: $100,000 â&#x20AC;&#x201C; $150,000

PROFILE: As one of Australiaâ&#x20AC;&#x2122;s fastest growing companies in womenâ&#x20AC;&#x2122;s ďŹ tness, Contours offers small business owners the opportunity to experience ďŹ nancial reward simply by helping others, and doing what they love on a daily basis. With over 180 studios open today, 30 more opening soon, and growing every month, itâ&#x20AC;&#x2122;s clear that Australian women have embraced the Contours ďŹ tness concept. As a Contours franchisee, you immediately beneďŹ t from comprehensive training, market analysis, studio design and development along with sales and marketing support. This dedicated, Australian based support team will give you the tools needed to grow your own business.

PROFILE: Crepe Affair is a unique mobile dessert bar franchise, offering sweet crepes, buttermilk pancakes and a self serve coffee service â&#x20AC;&#x201C; both in the clientâ&#x20AC;&#x2122;s home for parties and elsewhere for functions and events of all types and sizes. Use your own vehicle or invest in ours. Its simple, its effective, its unique. An all Australian mobile franchise that ticks all the boxes â&#x20AC;&#x201C; part time, easy to learn, unique process, well supported, great ROI, low entry price, grow at your own pace. Crepe Affair is a NEW franchise but beneďŹ ts from 10 years of continuous product development, as well as operational and franchise experience. If youâ&#x20AC;&#x2122;re good with people, enjoy working with food (no commercial experience required) and are looking at a way to supplement your income or create a part time business this could be for you. With an investment of just $29,500 weâ&#x20AC;&#x2122;ll get you started and help you grow at your own pace.

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A-Z listings D Melbourne: 03 8102 9200 Sydney: 02 8220 8700 Email: growth@dcstrategy.com Website: www.dcstrategy.com

Phone: +618 8410 2555 Fax: +618 8410 2322 Contact: Christopher Bruce Email: cbruce@dwlaw.com.au Website: www.donaldsonwalsh.com.au

PROFILE: DC Strategy is Australiaâ&#x20AC;&#x2122;s leading business growth specialist with a proven track record of developing successful franchise networks and brands in Australia and internationally. DC Strategyâ&#x20AC;&#x2122;s specialist consultants assist business owners and franchisors with: â&#x20AC;˘ Growth strategy â&#x20AC;˘ Franchise system development â&#x20AC;˘ International expansion â&#x20AC;˘ Performance and proďŹ t improvement DCS Lawyers is a specialist corporate and commercial law ďŹ rm with a proven track record of providing top level legal advice, matched by a commitment to delivering practical advice that supports the growth of your business. Our areas of expertise include: â&#x20AC;˘ Franchise law â&#x20AC;&#x201C; franchisor and franchisee â&#x20AC;˘ Trademarks and intellectual property law â&#x20AC;˘ Disclosure documents and franchise agreements â&#x20AC;˘ Property and leasing transactions DC Strategy. Business growth specialists

JOIN THE AWARD WINNING TEAM Donaldson Walsh FCA Supplier of the Year in 2009 and 2010 Corporate INTLâ&#x20AC;&#x2122;s 2010 Franchising Law Firm of the Year in Australia. Our national and international experience and expertise has provided countless clients with practical solutions to the complex issues faced throughout their franchise systemâ&#x20AC;&#x2122;s lifecycle. For straight-talking, forward-thinking support at every stage of the franchising process, our award-winning team is at your service.

E Address: GPO Box 1521 Sydney NSW 2001 Phone: (AUS) 1800 643 303 (NZ) 0800 880 046 (HK) + 852 2834 5832 Email: franchiseinquiry@dymocks.com.au Website: www.dymocks.com.au

Phone: Fax: Contact: Email: Website:

Start up costs from: $400,000

Start up costs from: $24,500

PROFILE: Dymocks stores are run and owned by individuals who have a genuine interest in books and are passionate about providing the very best in customer service. The Dymocks franchise system offers: â&#x20AC;˘ 130 years of bookselling experience which means that all aspects of our operation have been tested in a real commercial environment; â&#x20AC;˘ the opportunity to use Dymocks good name and a reputation for excellence in bookselling; â&#x20AC;˘ the beneďŹ t of large-scale advertising which no small business could individually afford; â&#x20AC;˘ a proven set of operating systems; â&#x20AC;˘ training and guidance; â&#x20AC;˘ access to group buying arrangements; â&#x20AC;˘ and experienced advisory staff to help your business grow. Looking to expand: Australia Wide, Hong Kong and New Zealand.

(02) 9838 7575 (02) 9838 0011 Tony Alevras franchise@eurekamultimedia.com.au www.eurekamultimedia.com.au

PROFILE: Eureka Multimedia Pty Limited is the nationâ&#x20AC;&#x2122;s leading award winning developer and supplier of high quality and affordable multimedia educational software titles. Eureka has over 100 software titles covering a diverse range of categories with many based directly on Australian school curricula, especially in the areas of literacy and numeracy. Eureka commenced franchising to ensure a better representation of its diverse product range and to deliver a higher standard of service to customers. Eureka believes its innovative approach to software development and high quality production, combined with a motivated franchise team, will provide a valuable resource to enhance childrenâ&#x20AC;&#x2122;s learning experiences Australia-wide.

F Phone: 1300 767 325 Fax: 02 9750 3074 Contact: Tania Katsanis Email: tania@ďŹ&#x201A;owersbyfruit.com Website: www.ďŹ&#x201A;owersbyfruit.com

Phone: 1300 FASTWAY Website: www.fastway.com.au Start up costs from: From $25,000*

PROFILE: Whether you crave a better lifestyle, control over your income or a more rewarding career, a Fastway Courier franchise can help you take control of your future. As market leader in nationwide courier services, our multi-award winning franchisees enjoy: â&#x20AC;˘ guaranteed income packages* â&#x20AC;˘ a well known and trusted brand â&#x20AC;˘ no weekend work â&#x20AC;˘ unparalleled business support and training â&#x20AC;˘ exclusive territories â&#x20AC;˘ a perpetual franchise agreement with no ongoing fees So, if youâ&#x20AC;&#x2122;re ready for a positive change weâ&#x20AC;&#x2122;d love to hear from you. *Conditions apply.

PROFILE: Flowers by Fruit is the perfect alternative to a bunch of ďŹ&#x201A;owers. A multi award winning Australian owned business, Flowers by Fruit creates the freshest edible fresh fruit and chocolate fruit arrangements for any occasion. Passionate about quality and service we make all gifts fresh to order and deliver using our own refrigerated vehicles. Weâ&#x20AC;&#x2122;re committed to â&#x20AC;&#x153;Delivering Happinessâ&#x20AC;? to everyone, every time. There are two franchise models available. As an Edible Gift Guru (EGG) youâ&#x20AC;&#x2122;d dedicate your time to developing sales in your own exclusive area or own a Creation Centre and be responsible for creating and delivering these delicious products. If either sounds like you, weâ&#x20AC;&#x2122;d love to have a chat.

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A-Z listings Phone: 1300 798 501 Fax: 1300 798 502 Website: www.franchiselegal.com.au Contacts: Melbourne: Ilya Furman Email: ilya.furman@franchiselegal.com.au Sydney: Heath Adams Email: heath.adams@franchiselegal.com.au

PROFILE: Franchise Legal is a commercial law ďŹ rm which practices exclusively in franchising. Our lawyers offer extensive legal and commercial experience in the industry, having worked with many leading franchise systems in Australia and internationally. We act for both franchisors and franchisees in all matters affecting their business.

Level 5, 530 Collins Street, Melbourne, Victoria 3000, Australia. Phone: 1300 FRANCHISE Fax: 03 8640 0688 Contact: Kevin Bugeja Email: kevin@franchiseselection.com.au Website: www.franchiseselection.com.au

PROFILE: Franchise Selection is the leading franchisee recruitment company in Australia that assists potential franchisees through the interview and selection process. We offer potential franchisees a wide selection of franchises covering all industries including retail, food, automotive, telecommunications, construction and even service franchises. We pride ourselves in being leaders in our industry and our approach is not to sell franchises but to educate and assist buyers in ďŹ nding the right business opportunity for them and to assist franchisors in selecting the very best franchisees.

G Phone: 02 8845 0100 Fax: 02 8845 0199 Contact: Domenico Lopresti Email: dom@gelatissimo.com.au Website: www.gelatissimo.com.au

Phone: 1300 372 624 Contact: Franchise Selection Email: franchise@franckprovost.com.au

Start up costs from: $300,000

PROFILE: Trusted by 10 Million Guests in 30 Countries every Year Franck Provost Paris is the leading Hair Salon in France, and there are now more than 650 Salons around the world. The creator, Franck Provost has achieved an exceptional 30-year career. He was once nominated â&#x20AC;&#x153;World Champion Hairdresserâ&#x20AC;? and is the hairstylist to many French and International celebrities such as late Lady Diana, Sharon Stone or Juliette Binoche, as well as prestigious events like the Cannes Film Festival. He opened his ďŹ rst salon in Paris in 1976 with a vision of accessible luxury and glamour. Since then, he has developed a hairdressing empire, Provalliance, that is now #1 in Europe and #2 in the world. Two Franck Provost salons have already opened in Sydney and the franchise is now available Australia-wide!

PROFILE: Australiaâ&#x20AC;&#x2122;s largest gelato franchise with over 20 years of product development and customer satisfaction. Gelatissimo presents a unique concept supported by a brand that embodies style and sophistication creating the feel for all things Italianâ&#x20AC;ŚThe tradition, the romance, the people and store aesthetics. Apart from creating a retailing point of difference, we have a strong and stable performance record. The average Gelatissimo store turnover is $735,000 with comparative store growth of +6.35% over the past 2 years. In a volatile and difďŹ cult retailing environment, these results are enviable and reďŹ&#x201A;ect a strong focus on brand and local store marketing. In addition, unlike many franchise systems at Gelatissimo we charge a ďŹ&#x201A;at royalty fee instead of a percentage of sales, so when your business grows you reap the rewards!

Phone: (02) 9846 0374 Contact: Jenny Colla Website: www.gloriajeanscoffees.com.au

Phone: 1300 CAR WASH Fax: 03 9923 6490 Contact: Sanam Ali Email: sanam@geowash.com.au Website: www.geowash.com.au Start up costs from: Roaming Van Model approx $44,000 + GST Shopping Centre Model approx $150,000 + GST

PROFILE: Geowashâ&#x20AC;&#x2122;s unique concept is revolutionizing the car wash industry in 35 countries around the world. Geowash is now Franchising Australia Wide. Geowash is 100% Ecological and consumes an average of less than 2 litres of water per car wash. Geowashâ&#x20AC;&#x2122;s unique business model of taking Car Wash to the customers, not just to the home or business but also the car parks of Australia where the customers can have their cars washed whilst in their â&#x20AC;&#x153;idleâ&#x20AC;? time while parked at their work, shopping centre, school, railway station, beach etc. ProďŹ t from this unique concept today.

PROFILE: Gloria Jeans Coffees is an Australian-owned brand that is loved and respected around the world. With over 996 stores in more than 39 countries, weâ&#x20AC;&#x2122;re the worldâ&#x20AC;&#x2122;s fastest growing franchise, serving millions of customers every week. But thereâ&#x20AC;&#x2122;s more to our brand than these impressive statistics. Thereâ&#x20AC;&#x2122;s a culture of collaboration, for starters. Thereâ&#x20AC;&#x2122;s the family-style support network. Thereâ&#x20AC;&#x2122;s the drive to source and serve the best product around, providing our customers with the ultimate coffee experience. Because at heart, what our franchise partners share is a belief that better coffee makes a better world. If that interests you, weâ&#x20AC;&#x2122;d love to hear from you.

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A-Z listings Phone: 1300 002 504 Fax: 073 823 2407 Contact: Craig McClymont Email: info@groutperfect.net.au Website: www.groutperfect.net.au

Phone: 0407 646 179 Contact: Nicholas Bernhardt Email: info@greenbizcheck.com Website: www.greenbizcheck.com Start up costs from: $27,500 inclusive

Start up costs from: $25,995.00

PROFILE: GreenBizCheck provides fast, affordable, world-leading annual green business sustainability programs scrutinized by universities, environmental agencies, governments and major corporations that maximize an organizationâ&#x20AC;&#x2122;s green credentials with a 100% money back guarantee. GreenBizCheck now needs you and your expertise to become Australia and New Zealandâ&#x20AC;&#x2122;s most recognised environmental standard. You will be supported by a dedicated and passionate management team in building this exciting low cost franchise.

PROFILE: The Grout Perfect Business Opportunity Become a Tile and Grout Restoration Specialist â&#x20AC;˘ No franchising fees â&#x20AC;˘ No contracts to sign â&#x20AC;˘ No royalties to pay â&#x20AC;˘ No population caps â&#x20AC;˘ No limit on lacations Turn a $77 bottle of grout colour sealer into $1000 proďŹ t in one day Be your own true bossâ&#x20AC;Śâ&#x20AC;ŚYour Nameâ&#x20AC;Śâ&#x20AC;ŚYour Business.

H Phone: 02 9452 8888 Fax: 02 9452 8899 Contact: QLD: Elvio DiZane 0411 868 202 SA/NT: Rhys Goldsworthy 8352 1622 NSW/VIC/TAS: Kelvin Bartholomeusz 9452 8888 Email: chad@hsw.com.au Website: www.hsw.com.au

Phone: (03) 8631 7710 Fax: (03) 8631 7799 Contact: Carly Parkinson Email: carly@hudsonscoffee.com.au Website: www.hudsonscoffee.com.au Start up costs from: $250,000-$350,000

Start up costs from: $600,000+ PROFILE: Howards Storage World is a specialist retailer of innovative storage solutions for the home, ofďŹ ce and garage. The range of stylish and functional storage systems include racks, shelving and wardrobes. There are now over 60 Howards Storage World stores around Australia. The Howards Storage World franchise operation is tightly structured and provides franchisees with a high level of support including: initial ďŹ ve-week training program, on-going training and support with our team of regional managers, merchandisers, marketing team and buyers. This is coupled with our scheduled franchisee meetings, high-proďŹ le site selection, national group buying power as well as access to a strategic monthly marketing campaign which includes our annual catalogue.

PROFILE: At Hudsons Coffee, we believe that behind every great coffee is a great person with a real passion for real coffee, just like us! We place great importance on franchise selection, as matching the right franchisee to the right site is imperative. This has resulted in a dynamic, satisďŹ ed team of franchisees that share like-minded business goals, and are a great support network for one another. The franchise is expanding in Australia with sites selected in a range of areas including central business districts, hospitals and regional areas.

I Phone: 02 9622 5424 Fax: 02 9622 5101 Contact: Stewart Nicholls Email: info@ianluff.com.au Website: www.ianluff.com.au

Phone: 07 3878 5677 Fax: 07 3878 5066 Contact: Ben Stoltz, Managing Director Email: ben@janiking.com.au Website: www.janiking.com.au

Start up costs from: N/A

Start-up costs from $15,000 ex GST

PROFILE: Ian Luff Motivation is a special events company that conducts corporate team development activities, all designed to enhance a persons performance. We cater to the needs of retail customers, corporate and government departments. We believe that life is a journey and along the way obstacles can limit our progress. The fuel that empowers personal performance is driven by ones willingness to succeed. Recharge is a way of getting the most from your team, improves sales, improved attitudes an improved mindset will Recharge your team. Let the Ian Luff team share their winning philosophies and strategies, allowing you to discover new horizons, explore the upper limits of your potential, and start living life to the max! Call us now for your next event or team motivational program.

PROFILE: In a ďŹ eld full of mostly fast food franchises and fast moving consumer goods, Jani-King Commercial Cleaning offers a refreshing and welcome investment opportunity. More than 850 active Jani-King Franchisees are operating across Australia and New Zealand, supported by a network of Regional OfďŹ ces in most capital cities. The attraction of a Jani-King Franchise is its low entry fee â&#x20AC;&#x201C; with opportunities starting from $15,000 ex GST â&#x20AC;&#x201C; and global, professional presence. All Jani-King Franchisees receive extensive, ongoing training and are supported by a Regional Manager, Operations Manager and Administration Team that takes care of the paper work for them, so they can get about the business of cleaning-up. Itâ&#x20AC;&#x2122;s what makes Jani-King Commercial Cleaning â&#x20AC;&#x153;the King of Clean!â&#x20AC;?

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A-Z listings Phone: (AUS) 02 9527 5444 Fax: (AUS) 02 9527 5144 Contact: Chiree Craig Email: chiree@justcuts.com Website: www.justcuts.com

Phone: 131 546 Contact: Theunis Terblanche Email: franchise@jimsbuildingmaintenance.com.au Website: www.jimsbuildingmaintenance.net

Start up costs from: $160,000 to $240,000 Start up costs from: $28,000 to $40,000 Depending on the Region and Territory

PROFILE: The Jimâ&#x20AC;&#x2122;s Group consists of about 32 different divisions with more than 3,200 Franchisees. Joining Jimâ&#x20AC;&#x2122;s is the best decision you can ever make if you are looking for a Lifestyle business where you prefer to work at your own time and pace. Having the Jimâ&#x20AC;&#x2122;s logo displayed on your vehicle or trailer is almost like having a Grandpaâ&#x20AC;&#x2122;s comforting hands behind you as you are enjoying the support of a very well-known Australian owned brand. Franchise opportunities exist in all states.

PROFILE: Donâ&#x20AC;&#x2122;t just buy yourself a Job! Discover how you can easily run a â&#x20AC;&#x153;Genuine Business Systemâ&#x20AC;?. Did You Know? Most of our Just Cutsâ&#x201E;˘ Franchise Owners are not Hairdressers. Plus, the average Franchise Owner goes on to own multiple stores. Why? Because proven systems, support and training means your hairdressers become the technicians and easily run the business for you. At Just Cutsâ&#x201E;˘ Franchise Owners have been free to grow to own multiple sites. Just Cutsâ&#x201E;˘ do over 65,000 Style Cutsâ&#x201E;˘ a week! Just Cutsâ&#x201E;˘ offer a No appointment necessary, quality style cut and at an affordable price. Contact us today to ďŹ nd out how. Join the largest Hairdressing Franchise in the Southern Hemisphere.

L Phone: 1300 737 978 Fax: 03 9005 2991 Contact: Mr. Brijesh Purohit Email: franchise@keentoclean.com.au Website: www.keentoclean.com.au

Phone: 1300 139 557 Contact: Lia Barnes Email: lia@thefranchiseshop.com.au Website: www.lasolas.com.au

Start up costs from: $25,700 + GST

Start up costs from: $220,000 - $270,000

Phone: 1300 737 978 Fax: 03 9005 2991 Contact: Mr. Brijesh Purohit Email: franchise@keentoclean.com.au Website: www.keentoclean.com.au Start up costs from: $25,700 + GST

Keen to Clean has enjoyed strong growth in Melbourne through franchise sales over the past few years, in the coming years Keen to Clean wish to expand the franchise operation throughout Australia. With many franchise offers there is a franchise to suit anyone, whether you are the type of person who could take on a master franchise or simply buy and operate a general franchise we have something to suit you.

PROFILE: Keen to Clean is an innovative, professional and committed market leader in all forms of cleaning, both residential and commercial. We offer a truly unique path for a franchise owner to grow with the system and the opportunity to expand their franchise operations. Keen to Clean has enjoyed strong growth in Melbourne through franchise sales over the past few years, in the coming years Keen to Clean wish to expand the franchise operation throughout Australia. With many franchise offers there is a franchise to suit anyone, whether you are the type of person who could take on a master franchise or simply buy and operate a general franchise we have something to suit you.

PROFILE: Las Olas Fresh Mex Grill is Australiaâ&#x20AC;&#x2122;s number one Californian-style Mexican take away franchise. It combines traditional Mexican ďŹ&#x201A;avour with the distinctive Californian ďŹ&#x201A;air. Las Olasâ&#x20AC;&#x2122; food is fresh, healthy, ďŹ&#x201A;avoursome and made to order. When it comes to Mexican food, Las Olas has it going on. We understand what Californian-style Mexican food is because the creator of the recipes grew up in California. Almost all products are made onsite daily including corn chips, salsa, guacamole, enchilada sauce, taco shells and tostada baskets. The emphasis is on fresh food and quick service, that is healthy, ďŹ&#x201A;ling and inexpensive.

Phone: 1300 139 557 Contact: Richard Garraway Email: enquiries@thefranchiseshop.com.au

Phone: 02 9899 9655 Fax: 02 9899 9455 Contact: Joe Sultana Email: Jsultana@lifetimedistributors.com.au Website: www.lifetimedistributors.com.au

Start up costs: Initial Franchise Fees - CBD locations from $50,000 - Regional Cities from $30,000 - Regional Towns from $25,000

Start up costs from: $20,000

PROFILE: â&#x20AC;˘ Lifetime Distributors is the largest display marketing book company in Australasia. â&#x20AC;˘ Provides the convenience of shopping in the workplace to thousands of people. â&#x20AC;˘ Founded in 1990. â&#x20AC;˘ Has a proven business structure of Master Franchisees and Franchisees. â&#x20AC;˘ Franchises offer fantastic growth potential with high levels of repeat business and impressive earnings ability. â&#x20AC;˘ Sells over 4 millions products each year. â&#x20AC;˘ Full initial and on-going training is provided to franchisees. â&#x20AC;˘ A major supporter of many charities across Australia. â&#x20AC;˘ Cost of franchise varies by location. â&#x20AC;˘ Stock on consignment. â&#x20AC;˘ No hidden fees or charges. â&#x20AC;˘ Service 40,000+ businesses

PROFILE: Lollypotz franchise owners make and deliver beautiful chocolate bouquets in their large exclusive territory. They even make money if a customer from within their territory orders a bouquet anywhere else in Australia. Lollypotz has a very well developed system and website to support you. The system was developed by Louise Curtis, who is the owner of Lollypotz and who was recently awarded the ACT Telstra Businesswomens Awards in Both the Yellowâ&#x201E;˘ Business Owner and Nokia Business Innovation categories. You will receive excellent training, induction and ongoing support. (Franchise owners in regional towns and cities can choose whether to operate from a home ofďŹ ce or take the traditional shopfront if they prefer)

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A-Z listings M Phone: 02 9638 8000 Fax: 02 9638 8832 Contact: Mark Futeran Email: mark.futeran@hunterdouglas.com.au Website: www.luxaďŹ&#x201A;ex.com.au

PROFILE: The LUXAFLEXÂŽ Window Fashions brand is the market leader in the premium window coverings category in Australia. The LUXAFLEXÂŽ Gallery program is the top tier licensee network with over 75 Galleries nationwide with over 30 areas still available in all states, regional & metropolitan areas. The Gallery showrooms provide residential consumers a quality experience with specialised service along with access to large full size operating blinds, shutters and awnings, which has been a key success factor for the program. Providing a fully supported program including customised training, marketing, advertising, web, business support and resources, it is the most comprehensive program in the industry.

Phone: 03 9794 2617 Fax: 03 9794 2540 Contact: Jane Garber and Michele Laks-Belzycki Email: jane.garber@mk.com.au OR michele.laks-belzycki@mk.com.au Website: www.mk.com.au PROFILE Building on over 105 years, M+K has a long and enviable record in building, supporting and protecting franchise businesses. M+K franchise team offers ďŹ xed fees for most matters and turnaround time guarantee and provides direct access to all lawyers. M+K franchise team are experts in: â&#x20AC;˘ Franchise documents preparation â&#x20AC;˘ Franchise system development â&#x20AC;˘ Brand and other IP protection â&#x20AC;˘ Competition + Consumer Act (CCA) compliance â&#x20AC;˘ Distribution, agency + other trade agreements â&#x20AC;˘ Business + trade structuring â&#x20AC;˘ Leasing and licensing agreements

Phone: +613 8540 0200 Fax: +613 8540 0202 Contact: John Sier Email: john.sier@mst.com.au Website: www.mst.com.au

Phone: 1300 306 751 Fax: (02) 9629 3065 Contact: Sally-Anne Ferguson Email: eoi@marrscurtains.com.au Website: www.marrscurtains.com.au Start up costs from: $25,000

PROFILE: The Marrs name is synonymous with quality and outstanding customer service. Franchisees can now carry on this tradition operating their own unique mobile service, direct to the homes of their clients. Providing consultation, colour advice and most importantly supply and installation of window coverings and soft furnishings. Our ideal candidates are passionate about home dĂŠcor, providing solutions and working with people. Contact us for more information and territories available.

PROFILE: Mason Sier Turnbull is widely recognised as one of Australiaâ&#x20AC;&#x2122;s leading franchising law ďŹ rms. We advise franchisors, franchisees and suppliers to the franchising sector on all aspects of franchising. We also act for new and emerging franchise systems and a multitude of business entrepreneurs who have invested in franchise businesses. Our relationships with reputable and professional franchise consulting and accounting ďŹ rms allow us to conďŹ dently refer our clients to specialists for advice and services that are traditionally outside what law ďŹ rms can offer.

Phone: (02) 9542 2000 Fax: (02) 9542 2100 Contact: Drew Arthur Email: sales@micronet.com.au Website: www.micronet.com.au

Phone: 1300 663 843 Fax: 02 9429 6299 Contact: Colin Walker Email: mastercare@mastercare.com.au Website: www.mastercare.com.au Start up costs from: $12,500 + GST

PROFILE: Mastercare is a respected national cleaning contractor with more than 30 yearsâ&#x20AC;&#x2122; experience. Our franchisees work for themselves, not by themselves. They enjoy great returns, support, ongoing training, and access to a long list of well-known clients right across Australia. BeneďŹ ts also include a trusted brand, an affordable ďŹ nancial investment, and the opportunity to tailor your business to your lifestyle. Best of all, our franchisees donâ&#x20AC;&#x2122;t have to knock on doors to grow their business, and they donâ&#x20AC;&#x2122;t have to cold call. Ever. Not unless they want to, of course!

PROFILE: Micronet Systems is a leading provider of business software solutions to growing franchise groups. Since the introduction of our ďŹ rst generation product in 1983, over 2000 companies have implemented the Micronet software in a diverse range of industries. Our tailored franchise solution assists franchise groups to grow, manage and improve their business processes while removing the everyday burden to IT. The Micronet franchise solution is speciďŹ cally conďŹ gured to suit the unique business processes and industry requirements of todayâ&#x20AC;&#x2122;s franchise operations. Delivering greater business control and improved proďŹ tability, the Micronet solution gives franchise groups greater market differentiation and competitive advantage.

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A-Z listings Phone: (08) 9277 8666 Fax: (08) 9277 9666 Contact: Geoff Elias Email: gelias@muzzbuzz.com.au Website: www.muzzbuzz.com.au

Phone: 0411 649 594 Fax: 07 3622 2800 Contact: Andrew Roberts Email: andrew.roberts@mrrental.com.au Website: www.mrrental.com.au

Start up costs from: $299,000

Start up costs from: $100,000

PROFILE: Experience the Magic of Recurring Revenue with a Mr Rental home appliance rental franchise. Mr Rental is an international franchise group which has grown to 80 outlets throughout Australia and New Zealand. Mr Rental awarded 2010 FCA Franchisor of the Year Winner is a 5 day a week business that provides a tried and successful business model. Other Mr Rental accolades include National Winner in the FCA MYOB Excellence in Franchising Awards â&#x20AC;&#x201C; 2009 Excellence in Marketing, 2008 Emerging Franchise System of the Year and Westpac NZ Franchise Awards - 2009 Media Campaign of the Year, 2008 Retail Franchise System of the Year not to mention ranking 7th in the top 10,10 THOUSAND FEET National Franchise Survey for Franchisee Satisfaction.

PROFILE: Being a Muzz Buzz franchisee means you are a member of an established franchise that is currently enjoying unprecedented growth in the Drive Thru Coffee sector. A member of the FCA and ranked at number 6 nationally by www.topfranchise.com.au franchisee satisfaction survey. By becoming a Muzz Buzz Drive Thru Coffee franchisee you are joining a franchise that is vastly different from other coffee franchises. Drive Thru is the fastest growing sector in the retail coffee industry and Muzz Buzz is number 1 in Drive Thru Coffee. We are actively seeking franchise business partners for SA, VIC and QLD.

N Phone: 0411 111 243 Fax: 03 9384 0888 Contact: Frank Vella Email: frank@quantumconsulting.com.au Website: www.nandos.com.au/franchising

Phone: 1800 nanotek (626 683) Fax: 02 8572 9457 Contact: Adam Stone Email: franchises@nanotek.co Website: www.nanotek.co

Start up costs from: From $450,000

Start up costs from: $45,000 + car lease

PROFILE: Nandoâ&#x20AC;&#x2122;s is a highly regarded brand with over 250 restaurants nationally and strong expansion plans. Opportunities exist for new franchisees to join the Nandoâ&#x20AC;&#x2122;s team with sites available around Australia in both metro and regional areas. Nandoâ&#x20AC;&#x2122;s franchisees are supported with comprehensive training, ongoing development and a dedicated local marketing and business development manager. Nandoâ&#x20AC;&#x2122;s offers a proven business model and is accredited with numerous ďŹ nancial institutions with 50 â&#x20AC;&#x201C; 70% credit available. For more information on joining the Nandoâ&#x20AC;&#x2122;s team contact 0411 111 243 or visit www.nandos.com.au/franchising.

PROFILE: Nanotek is the evolution of ecowash mobile, the global leader in mobile car cleaning and a multi-award winning international franchise operation with over 140 mobile units servicing all states of Australia, the Middle East, Europe, Central America and the USA. With an exclusive product range based on liquid polymer nano-technology, the entire Nanotek car cleaning process is eco-friendly and totally waterless which means that a Nanotek treatment can be done anywhere â&#x20AC;&#x201C; in a car park, on the street or even on the showroom ďŹ&#x201A;oor. A complete range of services ensures a broad client base ranging from individual car owners, through to car dealers and corporate ďŹ&#x201A;eets. NANOTEK â&#x20AC;&#x201C; advanced car cleaning technology from the future.

O Phone: 02 9362 0123 Fax: 02 9362 0124 Contact: NKA Marketing & Advertising Email: info@NKAunleashed.com Website: www.NKAunleashed.com

Phone: 1300 667 067 Fax: 1300 667 101 Contact: Clinton Capuzzi Email: sales@ordermate.com.au Website: www.ordermate.com.au

PROFILE: Unleash Your Brand Potential with Sydneyâ&#x20AC;&#x2122;s Innovative Marketing & Advertising Agency. The research-founded agency have created methodologies to achieve: â&#x20AC;˘ Emotional Engagement with the target audience â&#x20AC;˘ Enchanting customer relationships with your brand â&#x20AC;˘ Relevance through campaign connections

PROFILE: OrderMate is the complete multisite franchise POS solution. OrderMate was established in 2001 to service the food and beverage POS market. Its success relies upon its uniqueness from the competition which is often generic and off the shelf.

NKA work with Franchisors aiming to evolve their brand, Franchisees aiming to increase their proďŹ ts & Entrepreneurs interested in franchising their concept.

Easy to use front of house interface, whilst still giving you the powerful backend reporting to drive your business. OrderMate gives you the tools to track and manage the KPIs of your franchisees in real time.

Faced with a Marketing Problem or Opportunity? Talk to NKA on 02 9362 0123 or visit www.NKAunleashed.com

We have a proven track record of delivering a return on investment within 12 months. Our nationwide network enables us to rollout, service and support large scale projects.

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A-Z listings Phone: (08) 9304 4388 Contact: Rowena Clark Email: rowena@ovenbbqcleaning.com.au Website: www.ovenbbqcleaning.com.au

Phone: 07 5532 7071 Fax: 07 5532 5351 Contact: Graeme Diamond Email: franchising@outbackjacks.com.au Website: www.outbackjacks.com.au Start up costs from: $300,000 depending on ďŹ t out cost, contribution and location

PROFILE: Outback Jacks Bar & Grill is an exciting fully licensed, family style restaurant franchise, specialising in casual dining and premium quality steaks. With the largest range of steaks on a menu anywhere in the world our concept provides wide market appeal. Our ďŹ rst store opened only 4 years ago with proven systems Outback Jacks has rapidly expanded to 24 stores in prime location throughout Australia. We believe in hands-on, motivated franchisees with a true desire to grow the brand through exceptional business habits and a passion for great food and customer service.

PROFILE: A New way to clean your Oven and BBQ has arrived! Introducing Oven & BBQ Cleaning, formally Ovenclean. Oven & BBQ cleaning provides a unique service to the domestic market. Ensuring that their Ovens, Tops, Rangehoods, Microwaves and BBQ are cleaned to perfection. Job satisfaction is a very rewarding part of any job, but how about getting paid immediately as well!! â&#x20AC;˘ Constant cash ďŹ&#x201A;ow â&#x20AC;˘ Low overheads â&#x20AC;˘ Flexible operating hours â&#x20AC;˘ Affordable entry level â&#x20AC;˘ Extensive training â&#x20AC;˘ Ongoing support â&#x20AC;˘ Repeat business We are NOW recruiting in all states. Call us for an information pack.

P Phone: 02 9822 5622 Fax: 02 9822 5677 Contact: Martin Lo Surdo Email: martin.losurdo@packsend.com.au Website: www.packsend.com.au Start up costs from: $210,000 Outlets: 110

Contact: Ken Patterson Phone: 1300 699 955 Mobile: 0487 086 705 Email: enquiries@ozzykleen.com.au Website: www.ozzykleen.com.au Start up costs from: $29,950 + GST PROFILE: Ozzy Kleen is a commercial and residential property cleaning service operating in and around Newcastle NSW, specialising in domestic and commercial rental properties. We offer our clients a timely, high-quality and holistic approach to their property cleaning needs. We are currently looking for Franchisees to join our evolving system.

PROFILE: PRICEWATERHOUSECOOPERS Australian Franchisor of the Year 2007 and the International Franchisor of the Year 2008 Runner-Up. PACK & SENDÂŽ is an Australian success story that was established in 1993. Our team of 100 franchisees enjoy a limitless marketplace and create â&#x20AC;&#x2DC;raving fansâ&#x20AC;&#x2122; by offering our customers a powerful range of â&#x20AC;&#x2DC;No Limitsâ&#x20AC;&#x2122; solutions to their packaging and freight problems. With our systems, supplier network and experience our franchisees are able to achieve the unbelievable with ease. Everyone is a potential customer of PACK & SEND from Householders to tourists, small business right up to large corporations. By creating our own niche market we are able to sustain some of the highest margins in our industry and have a dominant market position. Our business is being propelled by rapidly expanding market segments such as e-commerce and particularly eBay. Our international expansion plans came to fruition in late 2008 with the opening of PACK & SEND stores in the United Kingdom and New Zealand.

Contact: Brett Jeffrey Email: AU-Pizzahut.Franchising@yum.com Website: www.pizzahut.com.au/franchise

Phone: 1800 245 447 Fax: (07) 3217 8900 Contact: Dean Atkins Email: joinourteam@poolwerx.com Website: www.poolwerx.com

Start up costs from: $250,000 - $350,000

Start up costs from: $93,950 plus van

PROFILE: Pizza Hut is the leading global pizza franchise, with over 12,000 restaurants throughout the world and is part of the quick service restaurant giant, Yum! Restaurants International. Franchising with Pizza Hut gives you the ďŹ nancial control of owning your own business combined with the support of a historically successful global company. With exciting new store opportunities available throughout Melbourne/Regional Victoria, Perth/Western Australia, Regional New South Wales, and South East/Regional Queensland there has never been a better time to join.

PROFILE: Twice named Australian Franchisor of the Year (â&#x20AC;&#x2DC;Servicesâ&#x20AC;&#x2122; and â&#x20AC;&#x2DC;Outrightâ&#x20AC;&#x2122; categories), PoolWerx has a strong history of innovation both in franchising and its own business sector â&#x20AC;&#x201C; the swimming pool and spa aftermarket â&#x20AC;&#x201C; in which it is also multi-awarded. PoolWerx is especially well known for its creation of the worldâ&#x20AC;&#x2122;s ďŹ rst structured â&#x20AC;&#x2DC;Career Path in Franchisingâ&#x20AC;&#x2122; enabling franchisees the opportunity to grow within a single marketing area or develop a million dollar business with multiple vehicles, retail stores and marketing areas.

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A-Z listings R Phone: 1800 685 386 Fax: 1800 685 396 Contact: Strachan Taylor Email: Strachan@refundsdirect.com.au Website: www.refundsdirect.com.au

Phone: 1300 4 REDCAT (1300 4 733228), Email: info@redcat.com.au

PROFILE: RedCat was established in 1992 and is a subsidiary of the Belgravia Group of Companies with interests in technology, operating businesses, property and listed equity and net assets in excess of $100 million. RedCat has ofďŹ ces in Melbourne, Canberra and Adelaide and channel partners in all states.â&#x20AC;&#x153;Whether you are running a small takeaway coffee shop or a nationwide franchise operation, RedCat can tailor a solution that is affordable and will deliver a rapid return on your investment.â&#x20AC;? The RedCat suite of software has been developed in Australia in accordance with Australian tax and accounting standards. With modules that enable you to manage sales, staff, stock and payroll through to accounts, GST, customer loyalty and more, RedCat provides complete Point of Sale and Business Management solutions. RedCat has extensive experience in hospitality, technology and accounting practices. We understand the unique challenges you face on a day by day basis and can provide advice and solutions that will enable you to overcome these challenges.

PROFILE:

Start up costs from: $19,000

Refunds Direct is a loans referral business, not brokers. We provide a red carpet referral service for borrowers - matching customers to the right lenders fast and easily. Our model creates a competitive environment where customers deal direct with up to 3 lenders. With great service, real bargaining power, customers access exceptional deals and large refunds. Our franchisees get a powerful and very proďŹ table business network. A simple business, with low start up costs, overheads and operating costs, earnings potential is high as you share in the commission paid by lenders. Supported by an expert franchisor with over 30 yearsâ&#x20AC;&#x2122; ďŹ nance industry experience, training, coaching, compliance, own web landing page, licencing and CRM systems. You do not require detailed product knowledge, there is minimal paperwork as this is a referral business. Your focus is on lead generation and network development. We are actively seeking franchise business partners across Australia.

S Phone: 1800 066 112 Fax: (02) 9889 8900 Contact: David Green Email: sales@rpvending.com.au Website: www.rpvending.com.au

Phone: 07 5455 3822 Fax: 07 5455 3616 Contact: Gary Shearer Email: gary@safetyquip.com.au Website: www.safetyquip.com.aux

Start up costs from: $9,000

Start up costs from: from $180,000

PROFILE: RP Vending Systems was established in February 1995 and is a national operation specialising in vending machine systems. We provide a unique business opportunity throughout Australia. Our extensive range of drink, snacks, coffee and fresh food vending machines are manufactured in Sydney, Melbourne, Europe and Asia. RP Vending Systems has a comprehensive range of vending equipment, but more importantly provide a complete business start- up system which includes; ďŹ nding sites for your machines, ongoing training & support and access to the RP buyer network. This buyer network includes; Cadbury, Coca-Cola, Smiths etc. Full warranties and backup support are available Australia wide.

Phone: 08 8431 6008 Fax: 08 8431 6177 Contact: Mike Fuller Email: info@seniorhelpers.com.au Website: www.seniorhelpers.com.au Start up costs from: $75,000 PROFILE: The Senior Helpers Franchise, a leader in the companion service and personal care industry, provides affordable and caring solutions to the busy family. We provide professional care to senior citizens who wish to stay in their homes as opposed to going to a nursing home or assisted living facility. Highly qualiďŹ ed and trained caregivers are ready to provide helpful and necessary services that reduce the difďŹ cult, time consuming and often stressful aspects of care giving for your loved one. If you are a motivated individual who wants to build a business and enjoys helping peopleâ&#x20AC;Ś we want to talk to you! Our franchise business opportunity provides essential senior companion and personal services internationally. We are offering this excellent business opportunity to select individuals who possess the desire to own their own company and earn an excellent living while helping members of their community.

PROFILE: Workplace safety is a growth industry. Each year Australian businesses spend over $2billion in the prevention of accidents and injuries in the workplace. SafetyQuip is a B2B distributor of workplace health and safety products and services. We offer a career in safety services. No safety industry experience is required. Full training is provided through our staff of professional educators. SafetyQuip franchisees continued to enjoy solid growth during the global ďŹ nancial crises. As a result SafetyQuip was named a BRW Fast Franchise in both 2010 and 2011.

Phone: [61] 07 40311 911 Fax: [61] 07 40311 911 Email: admin@shedboss.com.au Website: www.shedboss.com.au PROFILE: We invite you to join Australiaâ&#x20AC;&#x2122;s most dynamic & successful Steel Shed Network. Shed Boss sells a premium product with proven professional building systems. All outlets are independently owned and operated businesses, using local products and supporting local industry. There are a range of beneďŹ ts associated with owning your own Shed Boss Franchise: â&#x20AC;˘ Be your own boss â&#x20AC;˘ a very economical entry to the Shed and Garage Industry â&#x20AC;˘ have ďŹ nancial independence â&#x20AC;˘ build your own Saleable Business â&#x20AC;˘ be the master of your own destiny â&#x20AC;˘ develop your own Family Business â&#x20AC;˘ be supported by excellent business and building systems â&#x20AC;˘ have a Master Franchise that works with you, but does not intrude into your business. Be a part of a business with a great reputation for Service and Professionalism. Interested in owning your own outlet! These Licensed businesses are immensely beneďŹ cial to a wide range of people, particularly builders who wish to have a saleable business and get off the tools. If you believe you have the aptitude and skills, we welcome you to make application through the web site above.

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A-Z listings Phone: 1300 565 700 Fax: (02) 8580 6222 Contact: Richard Garard Email: richard@sheďŹ tness.com.au Website: www.sheďŹ tness.com.au

Phone: 1300 SIGNWAVE (1300 744 692) Fax: 03 9642 3800 Contact: Helen Spencer Email: helen.spencer@signwave.com.au Website: www.signwave.com.au

PROFILE: Train, earn and change womenâ&#x20AC;&#x2122;s lives.

Start up costs from: $210,000

She FITNESS is Australiaâ&#x20AC;&#x2122;s leading outdoor personal training company specialising in womenâ&#x20AC;&#x2122;s health and ďŹ tness. We are looking for men and women who share our passion for helping women live ďŹ tter, healthier and happier lives. â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘ â&#x20AC;˘

Multiple income streams No personal training experience or qualiďŹ cations required Ongoing training and support Complete system Low entry level and overheads High growth industry Independence and lifestyle

PROFILE: SIGNWAVEÂŽ is part of the successful FASTSIGNSÂŽ sign and graphics franchise system. FASTSIGNSÂŽ is a pioneer and recognised industry leader with more than 525 franchised units in six countries. Currently, there are 20 SIGNWAVEÂŽ businesses operating throughout the country in New South Wales, Victoria, Queensland and Western Australia. The sign business is a multi billion dollar industry that primarily caters to the business customer. Companies small & large will always have the need to sell, inform and direct their customers and employees. In many cases, vivid, targeted and directed signs and graphics are the perfect solution.

Territories across Australia and New Zealand available.

Phone: 0439 803 078 Fax: (08) 8121 1835 Contact: Vicki Prout Email: vicki@skidsaustralia.com.au Website: www.skidsaustralia.com.au

Phone: 1800 049 743 Fax: 1800 884 431 Contact: James Scurr Email: jscurr@silverchef.com.au Website: www.silverchef.com.au

PROFILE: Silver Chef has been helping businesses to fund their equipment needs for over two decades. Silver Chefâ&#x20AC;&#x2122;s Rent. Try. Buy.ÂŽ Solution offers a simple 12 month term so that you have the ďŹ&#x201A;exibility to: â&#x20AC;˘ Purchase the equipment and enjoy a 75% rental rebate â&#x20AC;˘ Return equipment if you donâ&#x20AC;&#x2122;t need it anymore â&#x20AC;˘ Keep renting and we will continue to reduce the purchase price â&#x20AC;˘ Upgrade if you decide your franchise has outgrown the original equipment And if you are part of an accredited franchise, you will enjoy even greater beneďŹ ts such as reduced rental bonds, rental discounts and pre-approval for all franchisees. Silver Chef Limited is a public company listed on the Australian Stock Exchange.

PROFILE: Rewarding Business â&#x20AC;&#x201C; Make a difference. Award winning business, Safe Kids In Daily Supervision (sKids), was founded in 1996; with continuous expansion accredited to a fun, learning, and caring based programme we now offer services to over 70 primary school based sites in New Zealand. Now in Australia, using the foundations of the programmeâ&#x20AC;&#x2122;s success and our passion for providing fun, structured, and safe Out of School Hours care (OOSH), we are building on our efforts and services offering Master Franchises and local franchisee opportunities in every state. If you are looking to work with children, make a difference and own a business that is both ďŹ nancially and emotionally rewarding then talk to the award winning team at sKids. For more information contact Vicki Prout on 0439 803 078 or vicki@skidsaustralia.com.au

Phone: 1800 762 766 Fax: (02) 9837 9199 Contact: Nick Hudson Email: nicholas.hudson@snapon.com Website: www.snapontools.com.au

Phone: 07 3895 4100 Fax: 07 3395 6096 Contact: Gavin Croft Email: gavin.croft@mattressinvestments.com.au Website: www.sleepys.com.au

Start up costs from: $30,000 (conditions apply)

Start up costs from: $120,000 PROFILE: Sleepyâ&#x20AC;&#x2122;s have become a major force in mattress retailing in Australia with 38 stores nationally and growing. Sleepyâ&#x20AC;&#x2122;s The Mattress Experts offers its franchisees continual training, national marketing programs and full support from the management team to help you become a Mattress Expert and grow your business. With Sleepyâ&#x20AC;&#x2122;s low entry costs, simple business model, proven selling system and healthy margins, you can become part of the Sleepyâ&#x20AC;&#x2122;s Team and realise the rewards.

PROFILE: Snap-on Tools have a heritage spanning over 90 years and is a brand that deďŹ nes quality. The range of more than 19,000 products are the choice of professional technicians, from NASA to the automotive technician. With more than 4,700 franchisees around the world, 160 of them in Australia/New Zealand, the franchise programme has been developed over decades. The Australian franchise has been selected three times by Smart Investor magazine and latterly named as the Best Value Franchise in Australia. Franchisees have protected territories and operate from amazing custom built mobile stores that take the tools right to the customerâ&#x20AC;&#x2122;s workplace. Extensive training and ongoing support is provided and no previous mechanical experience is required.

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A-Z listings Phone: 0400 017 882 Fax: 03 9428 7055 Contact: Tony Maddock Email: maddockt@bigpond.net.au Website: www.solutionsfranchisinggroup.com.au Start up costs from: N/A

Phone: 0427 401 169 Fax: 03 9888 6327 Contact: Alistair Browne Email: alistairb@snooze.com.au Website: www.snooze.com.au Start up costs from: $450,000

PROFILE: Snooze is Australiaâ&#x20AC;&#x2122;s premiere bedding retailer, and has been recognised numerous times by the franchising industry as being one of Australiaâ&#x20AC;&#x2122;s Top 10 franchise businesses. Snooze is also Australiaâ&#x20AC;&#x2122;s longest operating franchise business, so joining the Snooze family means youâ&#x20AC;&#x2122;re becoming part of one of Australiaâ&#x20AC;&#x2122;s most successful retail businesses, with more than 30 years of experience. Snooze provides each of its new franchisees with thorough initial and ongoing training and support across all business areas to ensure each franchise is successful and continues to grow. Snooze is always on the lookout for enthusiastic individuals to join the team, so get in touch now for your information pack!

PROFILE: Solutions Franchising is providing Franchisee recruitment, training and system development and a full legal service. New and innovative methods are being used to create better results with better value.

Phone: (03) 9371 2601 Fax: (03) 9371 2627 Contact: John Kapnias Email: john@vha.com.au Website: vha.com.au

Phone: 0402 627 697 Fax: (08) 8370 6378 Contact: Mel Faull Email: sportyfranchise@optusnet.com.au Website: www.sportybots.com.au Start up costs from: $15,000 (including franchise fee)

Start up costs from: $75,000

PROFILE: Sportybots is the original and leading provider of multi-sports programs for kids 18 months to 12 years old in South Australia and we now have opportunities available in all States for fun, enthusiastic and dedicated people to become part of our winning team.

PROFILE: A Southern Cross franchise is a clean, simple one-man business. Security - Enjoy the security of regular, on-going bookings from our longestablished client base. Independence - As an independent owner-driver working as part of a team, you donâ&#x20AC;&#x2122;t need to be on the road every day. The level of your commitment is ďŹ&#x201A;exible. Simplicity - All your bookings are provided, so youâ&#x20AC;&#x2122;re cash-ďŹ&#x201A;ow positive from day one. Melbourne Only - Join our 40 car ďŹ&#x201A;eet. Franchises available in selected Melbourne Metro areas.

â&#x20AC;˘ Full training and support â&#x20AC;˘ Low entry and ongoing costs â&#x20AC;˘ Flexible hours to ďŹ t your lifestyle â&#x20AC;˘ Fully prepared and detailed lesson plans and guides â&#x20AC;˘ Rapidly growing industry â&#x20AC;˘ Royalties waived for ďŹ rst 6 months while you grow your business â&#x20AC;˘ Strong brand reputation â&#x20AC;˘ Access to database of customers waiting for classes in their area â&#x20AC;˘ Exclusive territory rights â&#x20AC;˘ FUN and REWARDING!! No experience teaching or coaching children necessary as all training and access to accredited courses is provided. Get paid to play. Call us to ďŹ nd out how you can own your Sportybots business.

Find out more at: vha.com.au/franchise enquiries

Phone : (NSW/ACT) 02 9250 5000, (VIC/TAS) 03 9287 9555, (WA/SA) 08 9430 2877, (QLD/NT) 07 3877 7333 Email: franchise@caltex.com.au Website: www.caltex.com.au

Phone: (03) 9567 2600 Fax: (03) 9569 1677 Contact: Carly Mackay Email: cmackay@sportsco.com.au Website: www.sportsco.com.au Start-up costs: Total Investment $200k + Stock PROFILE: Sportsco was established in 1983 and is a national sporting retail franchise with over 70 stores, focusing on footwear, apparel and accessories. With the implementation of 3iD Video Foot Analysis, the worldâ&#x20AC;&#x2122;s leading gait analysis system, Sportsco is a dominant force in sports retail. Sportsco offers exclusive brands with high margin and strong partnerships with leading international sporting brands, along with a full training program and ongoing support provided by an experienced retail team. We are now entering into an exciting new period of growth, so if you have a passion for sport why not join the Sportsco way of life.

PROFILE: You may not be aware that Caltex Australia operates one of the largest convenience retail networks across the nation with company and franchised stores operating predominantly under the â&#x20AC;&#x2DC;Caltex Star Martâ&#x20AC;&#x2122; brand. In fact, our world class business model, merchandising and ďŹ eld support has made Caltex the No 1 convenience retailer in the marketplace. We are actively seeking high calibre franchisees who have a passion for retail and a burning desire to be successful in convenience retailing. As a Caltex franchisee, you will be associated with an iconic brand, so if you have the passion, commitment, ambition and drive for results, then this may be the perfect opportunity for you. For more information about a Caltex franchise, please visit www.caltex.com.au and register your interest by clicking on â&#x20AC;&#x2DC;Franchising at Caltexâ&#x20AC;&#x2122;.

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A-Z listings Phone: Toll Free Australia 1800 630 355 NZ 0800 444 618 Fax: 07 3852 4081 Contact: Franchise Administrator Email: ssa@subway.com Website: www.subway.com

Phone: 1300 769 967 Fax: 1300 883 989 Contact: Luis Nevares Email: info@staycleanhands.com Website: www.staycleanhands.com Start up costs from: $9,990 + GST

PROFILE Licensor for the distribution rights of hand sanitising solutions for businesses. Stayclean Hands provides business to business distribution opportunities of its touch-free hand sanitiser dispensers through exclusive areas in Australia and New Zealand. This business to business opportunity guarantees your income through service contracts for the supply of hand sanitisers. A highly sought-after concept with outstanding demand. Act now and choose your exclusive area in your capital city before they are all gone.

Start up costs: Varies by site PROFILE: For an unprecedented 17 times in 23 years, the SUBWAYÂŽ Restaurant chain has been ranked the No.1 Franchise Opportunity for 2010 by Entrepreneur Magazine in its annual â&#x20AC;&#x153;Franchise 500â&#x20AC;? rankings*. The SUBWAY Restaurant chain is the worldâ&#x20AC;&#x2122;s largest submarine sandwich franchise**, offering business owners simple operations, ongoing ďŹ eld support and deďŹ ned marketing structure, along with providing customers with a variety of freshly made menu options. For over 40 years, the SUBWAYÂŽ brand has been helping individuals build their own, independently operated business â&#x20AC;&#x201C; run by people just like you! From step one, throughout the entire franchise process, the SUBWAYÂŽ system provides training and guidance that aids in the operation of each restaurant. *The SUBWAYÂŽ franchise was ranked the number-one global franchise among franchises with worldwide operations in the 2010 Franchise 500ÂŽ issue of EntrepreneurÂŽ magazine, based on research and analysis of those franchises having worldwide operations.. ** Numbers are subject to change. Please refer to www.subway.com for latest restaurant and country counts.

Phone: 02 9969 5026 Contact: Milos Pejovic Email: sales@summabi.com Website: www.summabi.com

Phone: 02 9898 8666 Fax: 02 9898 3089 Contact: Bonny Email: enquiries@swimart.com.au Website: www.swimartfranchise.com.au

Start up costs from: N/A

Start up costs from: $180,000

PROFILE: Summa is an incredibly smart and easy to use online business intelligence tool, developed speciďŹ cally for the hospitality franchise industry. For less than the price of a coffee a day, it automatically analyses sales data directly from your POS/till systems and combines it with other data sources such as staff rosters, inventory and budgets to make effective decision making easy. Summa is already used by hospitality franchises worldwide to help them ďŹ nd new revenue opportunities, identify market trends, reduce costs, detect fraud and improve overall operational efďŹ ciencies.

PROFILE With growth of more than 35% in the past four years, thereâ&#x20AC;&#x2122;s never been a better time to own a Swimart Pool & Spa Services franchisee. Swimart Pool & Spa Services have 64 retail stores across Australia and New Zealand, providing an extensive range of pool and spa products. Franchisees also operate their own ďŹ&#x201A;eet of service vehicles, led by highly-trained and experienced technicians, to deliver customers quality, convenient pool maintenance. With 30 years of experience, Swimart Pool & Spa Services is a power brand providing all the training, Marketing and brand support you need to help drive a successful business.

T Phone: (03) 8699 2555 Fax: (03 8699 2550 Contact: TeleChoice Reception Email: franchise@telechoice.com.au Website: www.telechoice.com.au

Phone: 1300 438 783 Fax: (02) 9907 2647 Contact: Julie Finch-Scally Email: Julie@dusterdollies.com.au Website: www.duterdollies.com.au

Start up costs from: $99,000

Start up costs from: $22,500

PROFILE: There has never been a better time to become your own boss. TeleChoice is a great choice for you if you are looking for a business in a dynamic industry. With over 150 stores nationally and a massive support base, youâ&#x20AC;&#x2122;ll always feel part of a great team. To start your own business and take control of your life, call TeleChoice today or visit www.telechoice.com.au.

PROFILE: The Duster Dollies is a booking agency for domestic cleaning. Started in 1993 it is now a franchised organisation with agencies across Australia. Run from home the business is administrative and organisational. Sub-contractors are used to do the cleaning, and pay an Agency Fee for each hour of work. All the cleaners are trained and the jobs quoted. Our service has helped The Duster Dollies win awards. The Duster Dollies Cleaning Agency is a Monday to Friday business suitable for either a couple or a single operator. Find out more about The Duster Dollies and become part of our family oriented organisation.

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A-Z listings Phone: 1800 220 039 Fax: 07 5522 0051 Contact: Peter Darnell Email: sales@touchupguys.com.au Website: http://www.touchupguys.com.au

National: 1300 139 557 Phone: (03) 9729 9534 Fax: (03) 9729 9512 Contact: Lia Barnes Email: lia@thefranchiseshop.com.au Website: thefranchiseshop.com.au

Start up costs from: $83,050 + approved vehicle

PROFILE: The Franchise Shop is a leading franchising consultancy specialising in servicing the franchising industry throughout Australia and New Zealand. Principals, Grant and Richard Garraway have more than 30 years experience between them in developing businesses into franchises, conducting feasibility studies, recruiting franchise owners, territory planning and site ďŹ nding. At The Franchise Shop our aim is to grow your business. Are you thinking of developing your business? A free initial consultation will provide you with an honest and accurate assessment. Looking to buy a franchise? We offer a range of documents which are designed to help you make an informed decision.

PROFILE: With over 130 van operations across Australia and New Zealand and over 20 years experience, the Touch Up Guys are the market leader in the mobile automotive paint and bumper repair industry. This Aussie-made mobile automotive franchise carries out repairs to bumpers, plastics, paintwork, vinyl upholstery, alloy wheels and much more. Servicing commercial, corporate and consumer markets, our franchisees are equipped with a state of the art mobile workshop, providing a convenient and cost effective alternative to traditional bodyshops. If you are looking for proven business model with low entry cost and low overheads and would enjoy working outdoors with your hands, then Touch Up Guys may well be the perfect career move for you. No prior experience is necessary as full technical and business skills training are provided.

Phone: (02) 8667 3104 Fax: (02) 8667 3200 Contact: Steven Clare Email: info@thinkfranchise.com.au Website: www.thinkfranchise.com.au

PROFILE: â&#x20AC;&#x2DC;Think FRANCHISE Specialist Franchise & IP Advisersâ&#x20AC;&#x2122; is a law ďŹ rm that offers its clients more than other ďŹ rms. Executive Director of â&#x20AC;&#x2DC;thinkâ&#x20AC;&#x2122; Steven Clare is a Lawyer with Master of Laws qualiďŹ cations (with Honours) and has spent time in the franchise business sector itself as General Counsel and COO for a major Australian franchise operation (APL). Which reported in 2008 a combined franchisee entertainment revenue of up to $130 million AUD. â&#x20AC;&#x2DC;Think FRANCHISEâ&#x20AC;&#x2122; acts for both franchisors and franchisees. If you are a franchisor or prospective franchisor, â&#x20AC;&#x2DC;thinkâ&#x20AC;&#x2122; can develop your business into a franchise system, providing you with legal and other strategic advice. The ďŹ rm is a leader in providing cost effective solutions that are relevant to their clientâ&#x20AC;&#x2122;s needs. Visit: www.thinkfranchise.com.au for more information.

Phone: 1300 139 913 Fax: 1300 133 338 Contact: Darren Farrell Email: dfarrell@trusonic.com.au Website: www.trusonic.com.au

ProďŹ le: Trusonic is a full service music provider and audio marketing specialist. Trusonicâ&#x20AC;&#x2122;s digital music library contains more than 3 million tracks in all styles including Top 40, modern jazz, instrumentals and more. Their proprietary media player (the MBOX) receives music updates daily via the internet. With Trusonic you can: â&#x20AC;˘ Generate extra revenue and create branding with custom ads and IDs â&#x20AC;˘ Eliminate PPCA fees with their directly licensed music library â&#x20AC;˘ Play music and messages through your phone system â&#x20AC;˘ Control the music (and ads) at all sites from the one online interface To get Trusonic music working for you, call Darren Farrell on 1300 139 913.

V Phone: 03 9413 1562 Fax: 03 9413 1401 Contact: Melinda Email: franchiseinfo@unitedpetroleum.com.au Website: www.unitedpetroleum.com.au

Phone: 1300 558 278 (+61 3 9209 8097 Int.) Fax: +61 3 9848 4993 Contact: Nick James Email: franchise@franchisecentral.com.au Website: www.vulcanogelato.com

Start up costs from: $500,000

Start up costs from: $250,000

PROFILE: United Petroleum is 100% Australian owned. In under 20 years United has opened over 260 convenience and fuel sites across the country with the companyâ&#x20AC;&#x2122;s key goal to position itself as the leading franchisor in the industry. United offers franchisees the opportunity to take over an existing site and provides coaching and merchandising promotions as well as being the ofďŹ cial exclusive fuel afďŹ liate with the MYER one program. These are only some of the beneďŹ ts of owning a United franchise. We are currently seeking passionate people who are ready to fuel a lifetime of wealth. Proud Member of the FCA

PROFILE: Vulcano Gelato offers a truly unique and authentic Italian artisan gelato that is â&#x20AC;&#x2DC;made fresh dailyâ&#x20AC;&#x2122; on premises using a secret recipe base established in 1960, prepackaged and imported exclusively for Vulcano Gelato from Vulcano Sicily, Italy. Other titillating treat sensations include granita, brioche con gelato, coffee & cocoa concoctions, take-home packs, gelato cakes, and mini choc tops. Vulcano Gelato has brought together the ďŹ nest ingredients â&#x20AC;&#x201C; people, professionalism, market research, products, customer service, store design, proven state-of-the-art systems, documentation and corporate branding â&#x20AC;&#x201C; and packaged them up as a cool and fresh franchise opportunity set for national and international expansion.

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A-Z listings W Phone: 1800 025 081 Fax: 02 6650 8699 Contact: National Franchisee Manager Email: franchise@wet-seal.ws Website: www.wet-seal.net

Contact: Tony Maddock Phone: 0400 017 882 Email: tony@franchiseselection.com.au Start up costs from: $260,000

Start up costs from: $50,000

PROFILE: With more than three decades of franchise expertise and a product offering thatâ&#x20AC;&#x2122;s second to none, itâ&#x20AC;&#x2122;s little wonder that Wendyâ&#x20AC;&#x2122;s is the leading brand of choice in the treats market. Wendyâ&#x20AC;&#x2122;s is a place where a committed franchisee can realise their full potential â&#x20AC;&#x201C; reaping the sweet success that comes with being your own boss. Weâ&#x20AC;&#x2122;re always looking for energetic and enthusiastic people to join our team. To ďŹ nd out more about what it means to be part of one of the nationâ&#x20AC;&#x2122;s most iconic brands contact us today.

PROFILE: Wet-seal WaterprooďŹ ng and UnderďŹ&#x201A;oor Heating provides leading products with over 25 years of proven dependability. With a proďŹ table home based business opportunity, you save on rent and all you need is a suitable vehicle. All Wet-seal Franchisees are fully trained at our custom built training facilities and with our TAFE accredited course you can achieve a nationally recognised Trade CertiďŹ cate III in WaterprooďŹ ng. Wet-seal undertake all invoicing for you, providing you less paperwork and more time to deliver the best waterprooďŹ ng & underďŹ&#x201A;oor heating in the industry. You will also be provided with comprehensive start up and regular on-going training, full support from our operations, technical, sales, marketing and IT departments. Ask us about some of our large prime new areas available NOW!

X Phone: 0414 669 101 Fax: 02 9771 9570 Contact: Stephen Spitz Email: stephen.spitz@xpressodelight.com.au Website: www.xpressodelight.com.au

Phone: 03 9612 7297 Fax: 03 9629 4035 Contact: Robert Toth Email: robert.toth@wisemah.com.au Website: www.wisewouldmahony.com.au PROFILE: Wisewould Mahony is a leading commercial law ďŹ rm with a 150 year history in Victoria with clients in Australia and worldwide. 25 Years of Industry Knowledge Member Franchise Council of Australia (FCA) International Franchise Lawyers Association (IFLA) Franchise Association of New Zealand (FANZ) Accredited Business Law Employment Specialists Fixed Fee Services to Franchisors & Franchisees based on scope of services Services provided: â&#x20AC;˘ Legal and consulting advice to Franchisors & Franchisees â&#x20AC;˘ Code compliance requirements â&#x20AC;˘ Dispute resolution â&#x20AC;&#x201C; mediation â&#x20AC;&#x201C; Solutions & Strategies â&#x20AC;˘ Sale/Purchase of Franchise Systems â&#x20AC;˘ Master Franchising â&#x20AC;˘ Employment Law & Workplace Relations Specialist Call or email for a complimentary brochure for Franchisors & Franchisees

Phone: Fax: Email: Website:

1300 765081 02 9343 0265 info@xquisito.com.au www.xquisito.com.au

Start up costs from: $175,000 PROFILE: Eating Mexican has become an obsession for many Australians and weâ&#x20AC;&#x2122;re happy to accommodate from any of our 10 Sydney stores. Made to order fresh is our mantra and our Burritos/Tacos/Nachos and more enjoy a great reputation for ďŹ&#x201A;avour and generosity. In addition to our Mexican offer we are renowned for our sweet and savoury crepes and ďŹ lled baked spuds. With a range of branded meats, beans and sauces, Xquisito supports its network of franchises through regular marketing and the supply of many wet and dry base products making preparation simple and consistency achievable. â&#x20AC;˘ broad menu with exclusive base products â&#x20AC;˘ high proďŹ le locations and outstanding ďŹ touts â&#x20AC;˘ over 10 years track record â&#x20AC;˘ support and training â&#x20AC;˘ option to convert your existing outlet

Start up costs from: $69,400 + GST PROFILE: Invest in an Xpresso Delight franchise and seize the opportunity to proďŹ t from one of the fastest growing markets on the planet. As the number of savvy, educated coffee drinkers has boomed, the market has exploded! This pent up demand for gourmet coffee in the workplace is very poorly met. Each day, thousands of workers trek to the nearest cafĂŠ to pay as much as $4.00 for their morning and afternoon coffees. This is the premise of Xpresso Delight - transplanting the cafe into the heart of the workplace at a fraction of the price that people pay normally.

A-Z Listings For A-Z listings enquiries contact: National Sales and Marketing Manager David Strong on 02 9422 2905 david.strong@reedbusiness.com.au

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INCORPORATING FCA NEWS

Companies in this issue

FRANCHISE COUNCIL OF AUSTRALIA

* indicates FCA member

GLORIA JEANS

*55

PIZZA HUT

10 THOUSAND FEET

*132

GREENBIZCHECK

*29

POOLWERX

1800 ON HOLD

*103

GROUP 7

109

RBI

7-ELEVEN

*33

ANYTIME FITNESS

APPLIANCE TAGGING SERVICES

*131

APPLIED MARKETING SERVICES

AUSSINO

AUSTVENDING

101

BAKERS DELIGHT

*67

BEDS FOR BACKS

*78

BEGIN BRIGHT LEARNING

*42

BRIAN TRACY INTERNATIONAL

*23

BUSINESS SERVICE BROKERS

72-73

CAFE2U

* 39

CALTEX

* 88

CARTRIDGE WORLD CLARK RUBBER COMMERCIAL FOOD MACHINERY CONTOURS

*4 *15 84 *27

CREPE AFFAIR

DC STRATEGY

*106, 107

GROUT PERFECT

58 *11

REFUNDS DIRECT

HUDSONS COFFEE

*35

RP VENDING

JANI-KING JIM’S PERGOLAS/BUILDING KEEN TO CLEAN LAS OLAS

*50-51

SHE FITNESS

*118

SHED BOSS

*58

SIGNWAVE

*77

SILVER CHEF

*91

*123

LIFETIME DISTRIBUTORS

*65

SKIDS

*83

LOLLYPOTZ

*93

SLEEPY’S

*52

SNAP ON

LUXAFLEX MACPHERSON & KELLEY

*134

MADDOCK FRANCHISE SOLUTIONS

MARRS

MASON SIER TURNBULL MASTERCARE MICRONET

*25 *113 14

SNOOZE SONY SOUTHERN CROSS

*110

SUBWAY SUMMA BUSINESS

DONALDSON WALSH

*66

*97

THE FRANCHISE SHOP

EUREKA MULTIMEDIA

*111

NANDOS

*156

THE TOUCH UP GUYS

FASTWAY COURIERS

*155

NANOTEK BY ECOWASH

*121

THINK FRANCHISE

FLOWERS BY FRUIT

*117

NKA

GEOWASH GELATISSIMO

154| FRANCHISING JUL/AUG 2011

*71 34 *116

SPORTYBOTS

*21

FRANCK PROVOST

49 *43

MUZZ BUZZ

114

*9 *126

SPORSTSCO

MR RENTAL

*98-99

SAFEYQUIP

*135

FRANCHISE SELECTION

*61

115

FRANCHISE LEGAL

136

MORTGAGE HOUSE

DIVERSIFIED EXHIBITIONS

*8 *92, 128, 137

REDCAT

HOWARDS STORAGE WORLD IAN LUFF MOTIVATION

SWIMART THE DUSTER DOLLIES

*79 59 *28 *12 *44-45, 46 *95 48

UNITED PETROLEUM

*96

ORDERMATE

*86

VULCANO GELATO

OUTBACK JACKS

*19

WENDY’S

OVEN&BBQCLEAN

*120

*63 *18

OZZY CLEAN

104

XPRESSO DELIGHT

PACK & SEND

*17

XQUISITO

WWW.FRANCHISE.NET.AU

*124

WISEWOULD MAHONEY

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Pa ge

1 / 0 6 / 1 1 ,

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AD_ F RNANJ AN_ 1 1 . p d f

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8 : 3 2