Franchise Buyer Vol4, No.1 2017 by franchise buyer

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Issue Vol.4 No. 1 $8.50

CONTENTS April - July 2017 Vol.4 No. 1

Cover Story

HIGHLIGHTS

Redefining entrepreneurship, one business owner at a time The entrepreneurship buzz takes front and centre as we uncover how three different industries approach the art of risk taking.

elcome to another edition of Franchise Buyer magazine. In this special issue, we are focusing on entrepreneurship, the changing face of technology in Australia and how workplace environments are adapting. The franchise sector is increasingly embracing innovative measures but, at the same time, how is this effectively changing business and improving customer relationships? As a publisher, our print magazine is moving from strength-to-strength as a premium title, however, we are embracing the fact we live in an increasingly digital world. Providing our readers and advertisers with curated features is now a key focus of our additional new fortnightly digital digests which you can subscribe to receive free at FranchiseBuyer.com.au. We’ll be creating a highly-interactive experience: podcasting, video, social and chat soon, enhancing our content and to enable us to continually provide you with franchise stories and information in the digital and print marketplace to experience and enjoy in any format you prefer.

06 Market Happenings An update on ‘happenings’ around the traps in franchising and beyond 15 Deals Worth a Closer Look 18 Feature - ‘Get into a Franchise Business’ Discovery Live Events Glenn Walford unveils Franchise Buyer’s new approach to perfectly matching people and franchise businesses.

All the best, Leona Devaz Editor, Franchise Buyer www.FranchiseBuyer.com.au

22 Business Growth Jason Cunningham discusses why stepping back from your business can take you forward.

Franchise Buyer Magazine

25 Digital Strategy Robb Snell gives you the lowdown on making your website the key part of your digital strategy.

on the go!

28 Peak Performance Siimon Reynolds shares the inside tips on how to get work done fast, without compromising quality. FRANCHISE BUYER • Vol.4 #1

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CONTENTS April - July 2017 Vol.4 No. 1

Marketing John Dwyer imparts his wisdom once again for us on the essential use of direct response marketing in your business and why.

Business Coaching Brad Sugars, Founder of ActionCOACH, discusses his view of the five latest trends in franchising. Store Location Peter Buckingham provides expert insights on how to determine who your customer is, based on the market.

Social & Mastering Facebook Lars Halvorsen explains why the current Facebook market research is too powerful to ignore.

Lessons Learned the Hard Way In a new series, Leona Devaz looks at founders of businesses who know the value of learning from mistakes.

Sales Trent Leyshan tells why you need to know your why in your sales.

Franchising Expo Celebrating 30 Years of helping Australians find franchise opportunities

Retail Insights Brian Walker talks to the new wave of global consumers and why retailers need to focus on great experiences.

Broker Len Ferguson outlines his two top tips for running a successful business

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Feature – Women in Franchising (series) Leona D’vaz profiles women across the franchise sector to provide you with tips on turning entrepreneurial dreams into a reality.

Business 101 James Irving explains why you need to keep up with legal changes.

International Insight Leona D’vaz talks to Marketing Insider Michael Brenner on how you can improve your content marketing

Feature – Does it matter where Aussies eat? Rachel Kurzyp dives into the world of food franchising and some of the different store styles available.

Success Factors Glenn Walford steps out why the ‘owner’ life cycle is more important than the ‘business’ life cycle. Feature – The True Cost of Not Buying into the Review Economy Leona Devaz looks at why you need to respond to positive and negative reviews.

Funding Your Business James Scurr gives the top reasons why people fail to secure finance for their business purchase.

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CONTENTS April - July 2017 Vol.4 No. 1

Publisher

GLENN WALFORD

glenn@franchisebuyer.com.au Editor LEONA DEVAZ Leona@franchisebuyer.com.au Features Writer RACHEL KURZYP Rachel@franchisebuyer.com.au Marketing & Production Coordinator LUKE VOGELAAR Luke@franchisebuyer.com.au

Business Development Executive ROSIE HEGARTY Rosie@franchisebuyer.com.au 0490 776 211

Feature – Are we still the land of the fair go? Leona D’vaz investigates the Fair Work landscape and how this is impacting small businesses.

Art Director KATHERINE BERCASIO

Feature – Looking to go regional Leona D’vaz shares advice from Snap and James Homes Services on their best practice for going regional.

Body Language Allan and Barbara Pease know the beginning is the hardest part but, believe you should never give up.

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Inspired Reading Technology – App Chat Technology – Futurism Powerful Blogs Websites We Love Brands in Action Recent to Market Franchise Classifieds

Email Marketing & Website Management MARIA BUNDA Contributors Peter Buckingham Jason Cunningham John Dwyer Len Ferguson Lars Halvorsen James Irving Trent Leyshan Allan and Barbara Pease Siimon Reynolds James Scurr Robb Snell Brad Sugars Glenn Walford Brian Walker

Published by Franchise Media Group Pty Ltd

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Opinions expressed in Franchise Buyer are not necessarily those of Franchise Buyer or the Publisher. Persons entering into a franchise agreement are strongly urged to seek their own independent advice. All material is copyright and reproduction in whole or in part is not allowable unless specific permission from the Editor is provided.

Avg Net Distribution per Issue

This publication has been independently audited under the AMAA's CAB Total Distribution Audit. Audit Period: 1/04/2016 – 30/09/2016

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FCA Announces Aussie Company Worth Their Salt Globally

ranchise Council of Australia would like to congratulate David Lindsay, founder of Australia’s Salts of the Earth for being awarded second place in the International Franchise Association’s NextGen competition for their bespoke business model in the salt therapy health industry.

Bruce Billson, Executive Chairman of the FCA was very proud of David representing Australian franchising at a global platform. “How fabulously exciting, it’s great recognition for David and his Salts of the Earth team. It’s a further example of how Australia is a leading innovator in franchising, what an important role franchising has and the opportunities it creates to our economy,” he said. FRANCHISE BUYER • Vol.4 #1

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NextGen in Franchising is the beginning of an evolving dialogue with young entrepreneurs to understand their overall professional development needs and their business goals to empower them as business leaders for the future. David Lindsay, founded Salts of the Earth in 2010 after seeing first-hand the effects salt therapy had on his father overseas, a long-term sufferer of chronic respiratory illnesses. “He did salt therapy as a last resort, and it played a huge role in improving his health and even made his medication more effective” Lindsay said. Salts of the Earth is now one of Australia’s largest fastest growing franchise, and Lindsay said being part of the NextGen competition has been a huge asset for the company. “Our concept and business model are both unique, and we’re fortunate to be the first to market in Australia for salt therapy. We’ve already had some international interest, so our next goal will be to enter the US market.”

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PACK & SEND Small Business Logistics Grant finalists announced

Michael Paul, PACK & SEND founder and CEO, said: “We are thrilled to recognise the leadership of our small business entrepreneurs, with an impressive group of female leaders dominating the field this year”.

PACK & SEND has announced the finalists of its inaugural Small Business Logistics Grant

The finalists of the PACK & SEND Small Business Logistics Grant are:

he all-female line-up go in to win $10,000 worth of parcel courier and freighting services and business mentorship

Eight female entrepreneurs from across Australia have been announced as finalists of the inaugural PACK & SEND Small Business Logistics Grant, taking them one step closer to the chance to turbocharge the growth of their business with the help of Australia’s leading parcel courier and freight reseller. 2017 marks the first year for the Small Business Logistics Grant, which was established by PACK & SEND to recognise the important role of the small business sector in the Australian market.

• Fleurieu Gifts – South Australia • Good360 Australia – New South Wales • Tuesday Vintage – New South Wales • BasiK Organics - Victoria • Print & Party – Queensland • Minouche – New South Wales • Twincredible by Flat Out Mum – Victoria • Little Wooden Toybox – Western Australia The winner of the PACK & SEND Small Business Logistics Grant will be announced at a cocktail awards evening held at the QT Sydney on Thursday 23 March 2017. www. packsend.com.au

Survey shows company tax cut will lead businesses to invest more, hire staff and increase wages

ore than half of Australian businesses are likely to invest more as a result of a cut in company tax, according to a survey conducted for the Centre for Independent Studies (CIS). “The survey reveals 53% of surveyed businesses rank more capital investment as their first, second or third most likely priority in response to a company tax cut,” CIS economist Michael Potter said.

“Around 45% of businesses said it was likely they would hire new staff, while 43% were likely to increase wages -- again as their first, second or third highest priority. “Businesses, particularly small businesses, also indicated a significant preference for retention of funds, which in practice means reduced borrowing or increased saving. “This will make businesses more

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resilient, reduce our economy’s need to be financed from overseas, and put businesses in a better position to invest in the future. More than 640 businesses responded to the survey, which was conducted in collaboration with the New South Wales Business Chamber in September and October 2016 as part of their Business Conditions Survey.

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Digital Innovation Transforming Tyre Industry By Putting Power Back In The Hands Of The Customer

ustralasia’s leading automotive retailer, Supercheap Auto, and rapidly growing online tyre specialist, Tyroola, have announced a new strategic partnership.

Automotive aftercare is estimated to be worth a massive $5 billion market in Australia, however, many customers don’t know how much time, money and energy they can save by buying tyres online. Chris Wilesmith, Managing Director Auto Retailing, Super Retail Group commented: “Customers are asking for more convenience and we hope this will deliver an enhanced experience for them. After listening carefully to our customers needs, we are now entering a new era in the development of ‘Do It For Me’ solutions.” Tyroola founder Zed Klingenberg added: “For too long, Australians have been purchasing tyres without transparency about product characteristics and pricing, often leading to wrong purchases at inflated prices for their tyres and tyre fitment. We are striving to break this restraint of information by creating the best platform for tyres and fitting in the market. ”

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COVER STORY

Redefining Entrepreneurship, one Business Owner at a time Can anyone going into business be an entrepreneur? Successful franchise networks often credit solid, robust systems as the cornerstone of their growth. However, risk-taking is a critical element, contrary to the ‘proven, tried and tested’ adage of franchising. On one hand, the industry is abuzz with innovation, automation and customisation, while on the other, entrepreneurism still holds misconceptions. By Leona D’vaz

f entrepreneurs are defined as individuals who pursue opportunities, can franchisees who turn a profit use this term? Or, is it really about creation, ideation, pivoting and failure? In a sector where you need to carefully study the market before you launch your business, we spoke to organisations who all fall under this banner, to discover more.

Franchisors can be founders – ActionCOACH Brad Sugars Founder and Chair of the No. #1 business coaching firm in the world ActionCOACH, Brad Sugars knows it is an elusive dream for many. ‘I knew I was meant to be an entrepreneur when I figured out I could make money renting my toys out to my brother.’ From an early age, the ‘love of business and being my own boss’ drew him to many jobs, businesses, and deals throughout his teens until, by the age of 22, he made his first million dollars. ‘Sounds easy, doesn’t it? Well, yes and no. For me, and many other successful entrepreneurs, I had an affinity for business ownership and an entrepreneurial spirit.’ After making mistakes along the way, now commonly known as ‘failing’, Brad cites his ‘entrepreneurial character’ as key to both his learnings and successes. ‘Now, after two decades in franchising – with ActionCOACH – my entrepreneurial vision grew exponentially from my first goal of becoming a millionaire to now, educating budding entrepreneurs throughout the planet’.

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COVER STORY Brad believes with mentorship and guidance, ‘plus following a few simple rules, just about anyone can learn to be a successful entrepreneur’. His tips: Franchising is an excellent choice for the first, second, or even third-time entrepreneur. Further, business leaders, namely executives who are passionate and have a heart for business and seeing businesses succeed at their local level, often become successful entrepreneurs in the business services realm of franchising. In this step, I am talking about being a franchisee— owning franchise units from a parent franchisor. Of course, franchising your own business can be very successful…and fun. However, I always advise entrepreneurs not to try to franchise their own business unless they are going to build at least 17-19 units. Being the franchisor and the franchisee are two very different ballgames. Being a franchisor, while potential financial gain is massive, it is far riskier than purchasing a franchise unit or two. Basically, franchising carries with it the same heavy workload and investment as a startup—sometimes more.

Entrepreneurship the democratic way – Mivote Adam Jacoby & James Skella Mivote – the online voting platform – was born from a need to provide an alternative for Australians to engage in shaping government decisions. The digital democracy app, fuelled by block-chain technology enables users to participate in issues on an individual basis. The brainchild of founder Adam Jacoby and brought to life with the help of technologist James Skella, they’ve been living and breathing entrepreneurship; while many have oscillated between the term. Adam explains, people within franchise networks need to question: ‘For what purpose would they see benefit in labelling themselves an entrepreneur? Why is that the term that should be

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used to describe you? As an example, Jamie and I are long-term serial entrepreneurs, but it is not something, when people say, “what do you do?”, I say I’m an entrepreneur. It is a label that helps people understand for better or worse, the kind of work I

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COVER STORY am engaged in, but it is not a go-to descriptor for me, because it doesn’t really mean anything.’ For him, the reality is, ‘if you are moving into a franchise space you are a business owner and there is nothing wrong with describing yourself as a business owner.’ If the franchisee can be creative, outside of what others are doing within the same brand or space, ‘then it is not a lesser term.’ James also stresses, having a successful business is more important than any labels and people shouldn’t forget that. ‘As a franchisee, I don’t think it is a suitable term – but to Adam’s point – I don’t see why they would want to label themselves with that.’ He says, in a modern world, ‘entrepreneurship has connotations of high-risk ventures and that is certainly something that is y’know, risky amongst the franchises for example.’ Adding the label, ‘because of the buzz it currently has in the business community and the perception that somehow being an entrepreneur – or calling yourself an entrepreneur – elevates you above being a successful business owner’, is an aspect which irks James. ‘My biggest gripe with the term ‘entrepreneurship’ is, it is overused.’ He sees a culture brewing of ‘academics and young professionals who try to define themselves by this word. ‘Their response, often especially when you work in the startup-space and technology is – “I am an entrepreneur” – it is not really a

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title you can give yourself.’ This liberal use of the word is ‘not only damaging to what it means to be an entrepreneur, but it is doing damage to the perceptions of how to accomplish the things that would make you one as an aspiring business person or, someone who has a genuine idea.’ The term being used incorrectly is something Adam hears regularly. ‘It is interchanged with business ownership and the two are not in any way the same thing. In my opinion entrepreneurship is a step out of the business space – in a traditional sense – with an intent to innovate a space. Now that may be a product space, it may be a market space, a process space, but it requires – for it to be entrepreneurship – in my opinion, some risk.’ Going out on your own and pushing the envelope, ‘to a point where you don’t want to risk-take, although there is a risk profile required within it’ Adam reveals, is pertinent to understanding entrepreneurship. ‘There is something to lose if it doesn’t work. And I think it is about the innovation space connected to risk that makes it entrepreneurship in my opinion’. James elaborates on this by describing how he encourages people – especially younger people – to remember, ‘you need to be something other than that title. And, if your aspiration is to be that title, it is probably not going to work.’

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COVER STORY

Reading, writing, arithmetic and now … small business ownership – Club Kidpreneur Gemma Alker Defining this concept to young people – especially children – is something Club Kidpreneur General Manager, Gemma Alker does on a regular basis. When asking 8-12 year olds in school if they know what the term means, she’s often met with a blank face, which she explains, reflects a ‘huge gap of knowledge.’ ‘Then we will ask, what is entrepreneurship? Does anybody know that?’ ‘Then, we will step back to, “Does anybody have a mum and dad in business? Does anybody know this face? Or this face?” And we will hold up a couple of pictures; such as the likes of Richard Branson or Steve Jobs and that’s when we start to get the lightbulbs turn on and that’s when they start to get what we are talking about.’ She describes how founder and patron Creel Price, has spent his life in this space, ‘… and he is often quoted as saying he was in entrepreneurship before it was cool.’ His idea to take microbusiness development to schools is now teaching children vital life skills. ‘It gives them an entire new toolkit of language under the age of 12, including: the experience to draw up their very first profit and loss statement; the idea of paying back debt; taking revenue FRANCHISE BUYER • Vol.4 #1

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and the concept of sharing your profit for the greater good of social causes; the idea of production lines and where do source your materials.’ Encouraging children to learn through failure is a focal part of the program and she advises ‘kids need to do that and we need to be comfortable with it as a society.’ As opposed to, ‘becoming restrictive in accountability and the linear approach to success – entrepreneurship is not like that. It’s about pivoting, we might tweak it this way to get that; get a little bit of feedback and go again.’ When it comes to applying this in franchise business, Gemma points out the concept of intrapreneurship. ‘Because in a franchise there is the overarching brand strategy and the overarching guidelines of how to run and implement a franchise. So, each franchisee is restricted within those parameters. But, not if they see themselves as an intrapreneur in charge of how they deliver on the ground in their space.’ This stems from Creel Price’s belief ‘you can still be entrepreneurial in an organisation and you can still be entrepreneurial in how you approach your daily business, your marketing, messages to market and how you represent the business. Whether it is as a franchisor, whether it is as a teacher or a large multi-national organisation.’

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With capabilities and the crew to deliver them, we're ready to expand your brand

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Print Magazine

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Luke

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Maria

Rosie 4

24/7 GYM FOR SALE

For more info, scan the QR code or go to www.FranchiseBuyer.com.au and type in your selected Business Id

Fantastic Southside Location, Brisbane

$129,000 + SAV BUSINESS ID: 3325825

Whilst all care is taken to present correct information, please also refer to the most current website listing and/or contact the broker.

www.FranchiseBuyer.com.au Mick Craig PHONE: 0417 778 587

BROKER:

Poolwerx

WESTERN AUSTRALIA

Redcliffe, Brisbane

Signwave

$310,000 + SAV BUSINESS ID: 3518719

$549,000+SAV BUSINESS ID: 1886383

BROKER: Brisbane Finn PHONE: 0468 460 380

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40% Plus ROI! Vendor Finance Available! - South Perth www.FranchiseBuyer.com.au Brokers Perth South

Brumby’s Bakery

BROKER: Finn Franchise PHONE: 9468 5131

Manly West, Brisbane

$219K +SAV

BUSINESS ID: 3401677

4WD & Vehicle Accessories Kalgoorlie

www.FranchiseBuyer.com.au Franchise Brokers

BROKER: Brisbane Finn PHONE: 0411 398 048

ALL OFFERS CONSIDERED! $99,000+ STOCK BUSINESS ID: 3367362

INVESTOR for business 100% under management?

Townsville

www.FranchiseBuyer.com.au Brokers Perth North

BUSINESS ID: 3521678

BROKER: Finn Franchise PHONE: 9468 5131

www.FranchiseBuyer.com.au Mauric PHONE: 0415 543 469

BROKER: Dionne

Jetts 24 Hour Fitness

NEW SOUTH WALES

Perth, Eastern Suburbs $747,000+ STOCK (including full refurb)

Open 2 View

BUSINESS ID: 3348449

Ulladulla, NSW - Real Estate Photography

www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5131

$60,000+GST

BUSINESS ID: 3468851

www.FranchiseBuyer.com.au Michael Newham PHONE: 0419 263 014

Roll’d

BROKER:

Belmont, Perth

Bulky Goods Retail

$379,000+SAV BUSINESS ID: 2419508

Nelson Bay, NSW – Excellent ROI!

$170,000+SAV BUSINESS ID: 3519095

www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 9468 5131

www.FranchiseBuyer.com.au James Taylor PHONE: 0447 273 287

BROKER:

Food Distribution Franchise – 3 Territories Combined!

QUEENSLAND Pizza Capers

Ashbury, NSW

$195,000+SAV BUSINESS ID: 3526554

MASSIVE PRICE DROP! Brisbane North

$99,000

www.FranchiseBuyer.com.au McSweyn PHONE: 0400 440 440

BUSINESS ID: 3471101

BROKER: John

www.FranchiseBuyer.com.au Russ Webb PHONE: 0467 051 735

BROKER:

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VICTORIA

Right at Home

Aged Care, Launceston

Bridgestone

$100,000 - $170,000+GST BUSINESS ID: 3444002

2 Franchises available, Melbourne

$120,000 - $219,000+STOCK BUSINESS ID: 3217835

www.FranchiseBuyer.com.au Berger PHONE: 0415 267 839

BROKER: Ian

www.FranchiseBuyer.com.au Jeff Kilpatrick PHONE: 0418 109 923

BROKER:

SOUTH AUSTRALIA

Red Rooster

Cibo Espresso

Sale, Victoria – Illness forces sale ALL OFFER Seriously Considered

Elizabeth, South Australia

BUSINESS ID: 3539534

$230,000+ STOCK BUSINESS ID: 3127521

www.FranchiseBuyer.com.au Rod Justin PHONE: 0409 686 292

www.FranchiseBuyer.com.au Grigg PHONE: 0435 086 160

BROKER:

BROKER: Sam

Gloria Jeans Coffee

Red Rooster

Newcomb, Geelong

$169,000+SAV BUSINESS ID: 3460462

Mount Gambier, South Australia $680,000+ STOCK (reduced)

www.FranchiseBuyer.com.au Rod Justin PHONE: 0409 686 292

BUSINESS ID:

2677191

www.FranchiseBuyer.com.au BROKER: Sam Grigg PHONE: 0435 086 160

BROKER:

AUSTRALIAN CAPITAL TERRITORY

Experienced Medical Practice Professionals

IGA Supermarket

Adelaide, South Australia

$79,900+GST

Canberra - Exceptionally High Profits!

$1,650,000+SAV BUSINESS ID: 3468983

BUSINESS ID: 3534206

www.FranchiseBuyer.com.au Steve Finn PHONE: 1300 646 900

www.FranchiseBuyer.com.au BROKER: Michael Newham PHONE: 0419 263 014

BROKER:

Narellan Pools

NORTHERN TERRITORY

Canberra – Don’t need to be a pool builder!

Attention Hotel, Motel and Caravan Park Owners – Become a Specialist Broker

UNDER $100K! BUSINESS ID: 3470718

www.FranchiseBuyer.com.au Newham PHONE: 0419 263 014

Darwin

$79,900+GST

BROKER: Michael

BUSINESS ID: 3469378

www.FranchiseBuyer.com.au Boyle PHONE: 1300 646 900

TASMANIA

BROKER: Elizabeth

Dressed For Sale

Bucking Bull - Bargain Entry Price!

$300,000

$200,000

Pre-Sale Home Preparation, Hobart

Darwin

BUSINESS ID: 3472772

More Details Type in Business ID: BUSINESS ID: 3442552

www.FranchiseBuyer.com.au Hahn PHONE: 0413 013 367

www.FranchiseBuyer.com.au Broker: Ian Berger PHONE: 0415 267 839

BROKER: Andrew

Massage Club

For more info, scan the QR code or go to www.FranchiseBuyer.com.au and type in your selected Business Id

Hobart

$200,000 - $350,000 BUSINESS ID: 3342118

Whilst all care is taken to present correct information, please also refer to the most current website listing and/or contact the broker.

www.FranchiseBuyer.com.au Ian Berger PHONE: 0415 267 839

BROKER:

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FEATURE

‘Get into a Franchise Business’ Discovery Live Events

Have you ever dreamed of owning a business and becoming your own boss? We’ve created unique franchise and business discovery events getting you face-to-face with business information, inspiration, advice and introductions to a range of franchise brands. Our premise – you can learn more engaging face to face in a few minutes in person, than you can ever do by remote research online. By Glenn Walford

fter several years of connecting and introducing buyers and sellers within the franchise sector, it has become clear as day to me that, this process is becoming more and more confronting, confusing and complicated. At Franchise Buyer, we think of our role as the conduit between people looking to get into business, and people wanting to exit (owners) or grow their business (franchise companies). We’ve done this by providing information, inspiration, guidance and advice via our expert contributors. But, we also know that getting through all this information in magazines, emails, articles, videos, photos etc, is overwhelming especially if you’re: a. figuring out if becoming your own boss is even for you, let alone b. which business is best for you. Some formats of consuming information and platforms suit some people but, may not suit others. We thought it was time

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to stretch well out of your comfort zone in how we help matchmake folks and businesses. We arrived at the belief that, getting face-to-face, engaging and talking with people who run and develop businesses every day, is the way to truly move forward effectively and efficiently to build on what you learned passively. Eventually, getting face to face is where you will make serious progress on whether a business is right for you, and if you are right for the business.

Our unique face-to-face solution We’ve created a unique series of live events called; ‘Get into a franchise business’ Discovery Events. Our events address two core issues that we see every day: So many people dream of having a business of their own but, often end up on a treadmill of uncertainty about what is best

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FEATURE for them and how to find and measure that. Franchise brands are keen to grow but, finding the right people that are the best fit for their business’ criteria across all factors is a challenge.

An opportunity to make it easier to find a business has been missed I’ve always thought that engaging face-to-face is the most efficient form of discovery. In anything, by ‘being there’, of course you will experience more. Be it the football, movies, shows and conferences for example. This can be applied specifically to the search for a business or franchise in particular because, there are literally thousands of ‘opportunities’ out there. There are so many of them being fired at you day-in-day-out. If you have searched online for a franchise or business for sale, Google and others now know you are in the market, and it should be no surprise that you will start to see business and franchise opportunity adverts ‘follow’ you in your browsing journey. This ‘remarketing’ is quite creepy really when you think about it!

Traversing your way through the online web of overwhelming information It’s no secret that spotting the ideal franchise opportunity takes some serious research and investigating – you want information to be consistent, easy to locate, use, engage with and share so, ultimately, you make the decision to purchase the franchise or not. This is no small feat even for experienced business people. You need to find a franchise that absolutely fits and suits you and your dreams, rather than ‘settling’ for a business that merely meets a few or more of your criteria. We worry that the sheer volume of franchise business opportunities you’re faced with when you do an online search or attend an expo is leading to missed opportunities. Primarily because, you don’t have an approach for managing and sorting through the options. And we know FRANCHISE BUYER • Vol.4 #1

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FEATURE that every missed opportunity means you’re waiting longer to achieve your dream of becoming a business owner and creating financial security for yourself. Wouldn’t it be nice if you could decide whether you and a franchise brand were an ideal match in half the time and with minimal effort? We think so. That’s why we’ve created a way for you to talk face-to-face with franchise brands in a smaller and dare we say intimate setting. We also came up with the concept of the ‘Franchise Speed Date’ which we have included as a key part of our Get into a Franchise Business’ Discovery Events. We launched it recently at events in Melbourne and Sydney and the feedback from attendees was sensational! The feedback from some people who attended our events said;

“The event was fantastic. I want to attend the next one too!” Pritesh

“I really liked it. It had specific information over 10 mins each, but we weren’t bombarded. Then, we moved on to the next brand.” Nick

“I got a lot out of it. I’d like even more motivational speakers involved as well.” Sumit

“We loved it. I’ve been telling people about what we were doing at the events and they thought it sounded fantastic!” Neil McMillan, MD Fifo Capital

Apart from those quick snap shots, we even got the team onto the phones after the events to call every attendee to get feedback – good and bad J. The summary of the brief to me following all the calls was “All of the attendee’s feedback was positive. Lots of use of the word ‘fantastic’, which was awesome to hear. Many also said they would attend the next event as well.” Oliver, our awesome phone guy.

All this Positive Feedback tells me people want more ways to engage face-to-face It tells me that people looking to invest in a business will benefit so much more from getting out from behind their screens in their research. I see examples of the problem every day, as we are very active in email marketing and presenting franchise brands to potential investors. So often I see people write in the comments section when enquiring, “Just email please, don’t call”. Why on earth wouldn’t you want to talk to someone if you are actively considering investing tens or hundreds of thousands of dollars? And if you were a franchise brand on the search for great people to grow with your business, would you really be that interested in spending much effort or attention on someone who wants all the information from you but, at the same time is saying they don’t want to have to talk to you? Surely, you can’t be serious! Supporting you every step of the way Entering a business can be risky, whereas a franchise network is a supportive system, with training, expert advice and tried and tested business models. But with endless franchises out there to choose from and plenty of traps for unsuspecting newcomers to franchising, having the opportunity to get to know a franchise is only half the battle. FRANCHISE BUYER • Vol.4 #1

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FEATURE

Just like with any relationship, you must know who you are, what you want, and be willing to say no if it’s not an ideal fit for you. While it’s best to keep an open mind – you may be surprised at what type of franchise brands catch your eye – it’s also good when you come to one of our events to be prepared; so, you focus your time and attention. We suggest you decide up-front: • What you don’t want to do (for work) • What gets you out of bed? (excites / inspires you?) • Are you a hands-on, get your hands dirty type of person? • Do you prefer to direct rather than do? • How much money do you need to live comfortably? • How much money do you want? • How much are you prepared and capable of investing? These questions may appear basic and straight forward, but we’ve found that the best matches happen when both parties are honest and upfront about what they want and can offer.

Franchise Live events are rolling in…to a city near you Our live events will appear again soon, to bridge the gap between the ‘idea’ of getting into a business and the reality of trying to find one that fits and how to go about that process. We’ve found that sweet spot between the big franchise expo’s – which are great to initially window shop and then have in-depth discussions with brands and the one-on-one meetings which generally only happen after you have already fulfilled much of the criteria. Given the latter are very time consuming for all involved, they are not possible in any real ‘volume’ for brands. Unless, you tick some boxes first. We’re all about creating pathways for people to get into business. We’re not bothered in any way which path or which business you take. Our role and goal is to show you many paths and help you to identify which is the best one for YOU. Or, just maybe, you’ll ‘discover’ that getting into a business is NOT for you. That’s also totally ok. The best path for you, is not necessarily the best one for the person next to you, or for your mate, brother, sister etc. I look forward to welcoming you one day soon, to one of our ‘Franchise Discovery Live Events’ in the hope that we can assist you in finding your path… We’d love to see you in PERSON soon – let’s all get face-to-face. Register your interest to attend or even be a part of future events at: www.FranchiseBuyer.com.au

FRANCHISE BUYER • Vol.4 #1

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BUSINESS GROWTH

“Get sacked!”

Work smarter, not harder, by focusing on the most effective actions that will bring you closer to realising your end game. By Jason Cunningham “I’m working my a## off… but I don’t have any profit growth to show for it. I feel further away than ever from the financial and lifestyle rewards I went into business for in the first place.”

Yet what happens when we first go into business? We’re working twice as long as when we had a job, and for half the

If I had a dollar for every time I’ve heard this from a frustrated business owner... FRANCHISE BUYER • Vol.4 #1

Most of us go into business for two reasons: 1. Make more money (a greater share of the profits) 2. Have more control over our time (greater lifestyle flexibility)

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BUSINESS GROWTH

money! And we’re the last ones to get paid – despite wearing all the risk and stress. Why do we put ourselves through it? Because when you get it right, the financial and lifestyle rewards are unparalleled.

So what’s the answer? How do you achieve success? The natural reaction is to want more time, so you can get to all those tasks you know are important, but you never have time to do. But if I waved my magic wand and granted you an extra hour each day, what would you do with it? Would you work on a strategy for the next 12 months that will guide your actions and ensure you’re maximising your time? Would you train someone to take some of the heat off you? Or would you just try to do more ‘stuff ’? Over my 20-year career helping business owners build better (and more valuable) businesses, and through my own small business journey, I’ve identified 7 key ingredients of success. Arguably the most important, and definitely the most controversial and challenging for business owners, is ‘Sack yourself ’. You see, sometimes your biggest strength becomes your undoing. As the owner, you’re the single biggest critical success factor for your business… and you’re also the biggest barrier holding your business back. Too often our business relies on us. There’s only one reason for that: us. We think the business needs us to survive. It’s a selffulfilling prophecy: believing that things couldn’t possibly run better without you there will trap you in it.

This is the definition of have your cake and sell it too. To create a business that doesn’t rely on you means you need to let go. Remove yourself from every aspect of the business. Effectively, you need to sack yourself. In your place, you need a team of great people, with fantastic training, who know exactly what is expected for success, and have clearly defined processes to follow, within a supportive, highperformance culture. The key is to harness the power of your people to achieve a better result than you could on your own (and to free you up to work more effectively and strategically). With the right people and systems in place, your business can function without you. If you get it right, you can build a business that works better when you’re not there getting in the way. I employ people smarter than me; people with specialised skills, different experiences and fresh ideas. My role is to lead them towards our shared vision of success. Step back and focus on the areas you can add maximum value to the business. Give your people room to grow, develop and shine. Some owners are so entwined with their business that they can’t imagine stepping back and getting their team more involved in driving it; they feel threatened at the very concept. But staying focused on your end goal of one day selling your business for a truckload of money – and in the meantime, being able to pick and choose the clients you work with, jobs you work on, and hours you are there, will help the transition from ‘me’ to ‘we’.

But, did you buy a business… or a job? My idea of business success is getting the full lifestyle and financial benefits most of us go into business for in the first place. A big part of that is having greater flexibility to come and go as you please; and do the things you not only enjoy, but that your business benefits most from. Is that admin and bookkeeping? Probably not. I argue the best way to achieve that is to build a business that’s highly sellable – because to be desirable to a buyer, it must have fantastic cash flow and profits, a solid customer base, and awesome people and processes in place so it doesn’t rely on the current owner. (Which, coincidentally, is the perfect business to own – so you won’t want to sell any time soon.)

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Jason Cunningham’s latest book, ‘Have your cake and sell it too: the 7 key ingredients of business success’ is a must for any business owner looking to get full reward for all your hard work. Get it at www.jasoncunningham.com.au

www.FranchiseBuyer.com.au

New York Slice, the home of authentic New York style pizza is Australia’s fastest growing new Pizza Franchise system!

Why New York Slice over other franchises ? • • • • •

Low Rent 80% less labour cost than other Pizza franchises 5 minutes to do a stocktake Automated store management systems with remote access Day 1 cashflow positive

• $295k + gst for a full turnkey store – ready to trade! • ANZ accredited for 50% total store cost + bank guarantee / rental bond* • Silverchef pre-approval of $95k which reduces store investment to $200k + gst *to approved applicants

Now recruiting both Territory & Store Franchisees in every State and Territory across Australia

franchising@newyorkslice.com.au • www.newyorkslice.com.au

DIGITAL STRATEGY

What makes a great website for your business?

Your website is one of the primary customer touch points in your business. So, let’s take a look at an average website versus a great website for your business, as sometimes the differences are not so obvious if you are not looking for them! By Robb Snell

n my previous article I outlined some of key considerations when thinking about your digital strategy. The primary take out is simply that a winning digital strategy is one that lets you run your business the way you need it to run. This means that your digital strategy allows you to communicate with your clients the way(s) you need to, it let’s you transact the way you need to and it gives you flexibility to grow and evolve in the right areas whilst providing structure and efficiency for your mature processes. As usual it comes down to planning and how well you know your business. It’s not unusual for a young company to change its website two or three times in the first few years as they struggle to create good clear messaging and a slick user journey.

Core website features Every business is different so every website will be different, but there are some core features that you can rule in or out depending on your needs. Some websites will have only one or two of these features whereas others will require all of them. FRANCHISE BUYER • Vol.4 #1

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1. Marketing Material The basic marketing feature set includes a series of information pages that covers the basics like: § Who we are. § What we do. § Why you should work with us. § Our range of products or services. § How to get involved. The step that is usually done poorly is the last one, ‘how to get involved’. This is your call to action and it’s the single most important step on your website as it’s the measure of your ability to convert viewers into prospects. A simple call to action for a basic marketing site might be one of the following: § Call now to schedule an appointment. § Book a demo. § Register for the Sydney event. § Find a Showroom or Reseller. A good call to action will move the prospect down your sales funnel and if you’re going to have a large amount of business www.FranchiseBuyer.com.au

DIGITAL STRATEGY conducted through your website then you’ll need your Customer Relationship Management (CRM) system integrated with your website so you don’t have to manually manage the data you’re capturing. 2. Sales If you plan on conducting sales through your website then you’ll need to implement a more thorough overview of your products and services so your customers can compare solutions and self diagnose their requirements prior to purchase. In order to transact online you’ll require an eCommerce platform. If your website is primarily for eCommerce then it’s a good idea to lead with this requirement. Normally the complexity with eCommerce features isn’t in the purchase flow; it’s in the extra requirements like: § Integrating with your CRM. § Updating your accounting package. § Managing your inventory. § Following up with customers that didn’t complete their purchase. § Managing refunds. § Offering on-going subscriptions. You should have a clear picture of how you’re going to solve these problems before you lock in your choice of CMS and eCommerce platform as some platforms are easier to extend than others should you require a custom plugin. 3. Frequent reference If you want to position your business as a leader in the industry or at least you’re a team that has their finger on the pulse, then you’ll probably look to include a blog or an article series, or perhaps product reviews and how-to guides. This type of content can work wonders for your site SEO if you’ve designed your content strategy alongside your keyword strategy. The down side is that this type of feature is very highmaintenance, it really needs resources allocated to it and it can make your business look semi-defunct if you don’t keep it up-todate. 4. Service fulfillment If you’re trying to offer more self-service features for your customer base then you’ll need to look at a CMS that allows you to manage user profiles for your customers and you’ll need to build some sort of dashboard for them to access once they’re logged in. This type of feature set typically integrates in some way with your CRM or customer support channels and it’s only really useful if the customer gets some tangible value after making the effort to login. Please also note that you will require an SSL certificate for your domain in order to provide a secure login for your customers. Basic SSL certificates are not expensive but they can be a bit of a fiddle to install so you’ll need to contact your technology help. FRANCHISE BUYER • Vol.4 #1

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A few other fundamentals If you’re going to have a website for your business then there are a few basic building blocks that you need to put in place.

Hosting To run a website you need two types of hosting at the very least, domain hosting and website hosting. Your domain host is the one that manages your domain name and it directs your customers to your website when they type in your URL. Domain (or DNS) hosting is typically well managed across the board and any of the main providers are fine. Your website host stores all the files for your website including your images, your database and your content management system as applicable. In the world of business hosting there are some very average providers and in some cases $75/month will buy you the same poor, slow, unstable service that you get for $15/month. Please make sure you read reviews or ask a person in the know, you need to use a reputable website host or your site will suffer before you even get started.

Content Management Your site will contain content for a variety of purposes and this content needs to be easy to update. If it’s painful for your team to update the website then it won’t happen, that much is guaranteed. There are many good content management systems available on the market but they all have their strengths and weaknesses. Some, like Wordpress, are free and flexible enough to get any type of content-driven website running though the usability can be a problem at times. Other content management systems aren’t free but they’re more intuitive or they’re better suited to creating customer service features or eCommerce sites. In my mind, $250 for a perpetual license for a high quality content management system that perfectly suits your needs, that’s the best money you can spend.

Analytics The key to any type of marketing is insights. If you can’t see what your audience is doing then you can’t measure your success and you don’t know what changes to make to improve your performance. The dominant product in this market is Google Analytics, it’s free, it takes a minute to setup and the information you gather from it is fantastic. https://analytics.google.com/

From the start of the online revolution Robb Snell has crafted technology solutions to get the best out of any business. From the biggest corporates to “Day One” start-ups, Robb’s work has launched companies, won international acclaim and revitalised P&Ls time and time again. www.FranchiseBuyer.com.au

PEAK PERFORMANCE

Four Ways to Work Much Faster Without Sacrificing Quality

The crucial skill in today’s business world is surely the ability to work really fast. The problem is though, that too often when people try to get things done quickly, their quality of work really suffers. By Siimon Reynolds FRANCHISE BUYER • Vol.4 #1

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o how can you double the speed at which you work and still keep your work quality high? Try these 4 techniques:

Use A Timer On Every Major Task

One of the most pertinent concepts in business is Parkinson’s Law, which states that “Work expands to fill the time allotted for it”. If you leave the amount of time you’ll devote to a task open ended, then you will almost always take more time to complete it. Conversely, if you set a clear amount of time to do each task, you’ll work far more rapidly, as you attempt to beat the clock. As an added bonus, if you challenge yourself like this you will more often experience Flow, the state identified by the esteemed human performance expert Professor Mihaly Csikzentmihalyi as strongly correlated with feelings of well-being. In other words, you’ll not only be much more effective you’ll be happier too.

Your 2Pretend Day Ends At 11am

Each morning when you start work, behave as though you can no longer work past 11am. If you knew you had to go home at that point, yet you still wanted to achieve some really worthwhile jobs, what would you do? Create a small list then start on those important tasks immediately. The 11am technique works brilliantly because it forces you to take action quickly on what really counts. The average person has done virtually nothing of consequence by 11am: they have chatted with their co-workers, checked their emails, grabbed a coffee and perhaps planned their day. They then complain they don’t have enough time to get their job done! Start fast and you’ll be amazed what you can achieve by 11am.

Work At Home For An Hour Each Day

In most companies the corporate offices are not actually good environments for getting work done. The interruptions are constant, the emails ever growing and with most open plan offices the noise is often agitating. You would have to have the concentration levels

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of a Chess Grandmaster to achieve a lot in such a situation. To counteract this problem, allocate 60 minutes each morning to working quietly at home, getting as many tasks as possible done before you journey into work. Put your focus on tasks that demand quality thinking time and push yourself to get as much done as possible. Only then should you head into your office. Try this simple technique for 2 weeks and you’ll be stunned by how much more speedily you get things done.

Try To Do Unimportant 4 Tasks Within Ten Minutes You will never reach a high state of achievement if you give the same time importance to tasks of low value as you give to those of high value. Yet so many people do exactly this. Numerous times a day they give trivial tasks more time than they rightly deserve, then find they are short of time to get the crucial stuff done. You must get through those unimportant jobs at break neck speed – do them only well enough that people don’t complain. The work day is just too short and your To Do List just too long for you to give trivia more than the bare minimum of time. Several times a day set yourself the goal of getting this unimportant stuff done in ten minutes or less. This technique alone can often give you an extra 90 minutes a day. How much faster could you work than you are currently doing? I think many people could literally double what they get done each week. These four techniques are a great start to helping you achieve the super high level of effectiveness that we are all capable of.

Siimon Reynolds is one of the world’s leading high performance coaches for CEO’s and entrepreneurs. He coaches business leaders from all over the world. Siimon also speaks globally on the subjects of high performance, leadership, productivity and ultra achievement. www.SiimonReynolds.com

www.FranchiseBuyer.com.au

MARKETING

If You’re Not Using “Direct-Response Marketing” Tactics, You’re Leaving Money On the Table! I keep shaking my head in bewilderment when I see business after business ignoring the power of “direct-response marketing” – rather, they continue to go down the “nonmeasurable path” of brand advertising. By John Dwyer

on’t get me wrong – I absolutely appreciate the massive value of “building a brand” – but my view is that “selling stuff ” and “building one’s brand persona” shouldn’t be mutually exclusive. My business at www.theinstituteofwow.com specialises in providing marketing advice to all types of businesses, products and services – and when I’m presenting at conventions and summits, I ask attendees in the audience if anyone has ever purchased anything off an ad on the side of a bus or the back of a taxi.

I’ve never seen a parent on the sideline with a pen and paper in hand, taking down the butcher’s phone number on the back of a jersey!

You can hear crickets in the background.

Direct-Response Gives You Measurability!

I then highlight to attendees of such events that millions of dollars will be spent the following weekend on the “electronic fence signage” of the major sporting codes – and on Monday morning, I bet no television viewer or game attendee will ever be able to remember one advertisement, let alone a brand name.

The great thing about going down the direct-response path is that such tactics are “measurable.” As the term implies, you are supposed to get a “directresponse” – good, bad or indifferent. I have a burger chain as a client and have created a powerful direct-response marketing model for their business, whereby the owners are getting measurable results daily AND are building the brand persona at the same time. Given the power of online marketing these days, this burger restaurant client posts a “secret code word” on Facebook and Twitter at 5am each morning and invites people

Do You Sponsor A Local Footy Club Or Netball Team? The other thing that amazes me is the expectation that there will be an ROI from sponsoring one’s local junior sporting club. I’ve got six children and when they were going through the 5-15 age period, I recall many butcher shops and car dealerships sponsoring their sporting club and getting their logo put on the jerseys or singlets. I can just about guarantee that not one extra sale ever came from such sponsorship. And if one wants to devote investment to this sort of sponsorship because their child plays for the club, absolutely fine – just don’t expect any return on such investment. (Unless the sponsor is clever enough to get access to the database of parents!) FRANCHISE BUYER • Vol.4 #1

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MARKETING Incredible Home Loan Campaign!

to be one of the first fifty to quote that code word during certain hours and they receive a free item from the menu (it might be a milkshake one day and fries the next). This is based on a wildly successful direct-response campaign in the US, for Sprinkles Cupcakes. This cupcake chain does likewise with offering free cupcakes if you mention a “whisper word” and over 70% of respondents buy more cupcakes, a bagel or coffee when they redeem their freebie. In the instance of my burger joint client, they also “test” Free Burger Offers on their website from time to time – with the condition that it’s a 2 for 1 Deal.

Use Scarcity and Time Limitation

When devising direct-response marketing campaigns, it’s important to stimulate a reaction by having either a “time limitation” to your offer or “quantity scarcity.” In other words, your offer is available till Friday at 5pm or it’s available only to the first 100 customers. If you go to the trouble to create a Special Offer, it’s important to stimulate fast buyer reaction by limiting the amount of time or the amount of stock. Of course it’s important that with direct-response marketing campaigns, you would devise the communications in such a way that they are building your appropriate “brand persona” at the same time. So for example, if an upmarket hotel like the Palazzo Versace were to offer a “Winter Bonus Package,” all communications would need to be five star. The hotel might offer a free limousine pickup from the airport, a complimentary butler service for the weekend and tickets to Jupiter’s Casino Showroom – and all of the communications promoting this offer should be appropriately upmarket and prestigious. Many consider “direct-response tactics” to be the poor cousin in the world of marketing, simply because they view such a strategy in the same light as Kerry-Anne Kennerley TV infomercials. Sure, the “Ab Swing and diet program TV ads” on morning television are “direct-response” – but you can still use the same tactics and maintain your upmarket brand, it’s simply a matter of “toning” your marketing messages accordingly. We use the term “message to market match” a lot in my business! FRANCHISE BUYER • Vol.4 #1

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Some years ago I developed an extraordinarily successful direct-response marketing campaign for The Greater Building Society – where prospects were offered a free holiday with their home loan. The concept was called, “Get A Home Loan, Get A Free Holiday!” In conjunction with a travel wholesaler, The Greater provided a free holiday to consumers who gained a home loan with the society. Consumers received reward points on a pro-rata basis, proportionate to their home loan - and then simply redeemed these points for holidays, which were detailed in a special online Holiday Directory. The result of this unique customer acquisition concept was incredible – within a few months, the society’s home loans had tripled – and the promotional offer ran for ten years without the building society advertising an interest rate once! Yes, you read that correctly – we were able to take the consumers’ eyes off the price and therefore The Greater was the only bank in the world that never advertised an interest rate with its home loans! I added more “wow” to the wow factor by introducing Jerry Seinfeld as the spokesman for The Greater some years into the campaign. And this just took the promotional offer to a whole new level, with The Greater increasing its home loan market share three fold in just the first 24 months of Seinfeld’s involvement. I’m highlighting this particular case study again, because it is the perfect and clear demonstration of the ability to “take the consumers eyes off the price” if you execute direct-response tactics cleverly. The first tactic that most businesses use to attract new customers is to “drop price.” My mantra is that this should be the last resort and that you should be devising marketing campaigns that “take their eyes OFF the price.” And remember, before you book that next “brand ad” on the side of local buses, I suggest you think about ways that same money can be spent to achieve a “direct-response” result for you and your business! John Dwyer is the owner of The Institute Of Wow, a marketing advisory company to business owners. Phone 07 5591 9566 www.theinstituteofwow.com info@theinstituteofwow.com Book in to one of JD’s upcoming events to get more wow than you can even probably handle in your business! It is business marketing on turbo-boost… Gold Coast Wednesday, 12th April, Gold Coast Friday 12th May Sydney Thursday 27th April Sydney Thursday 25th May Go To: www.ExplodeYourSales.com.au www.FranchiseBuyer.com.au

BUSINESS COACHING

2017 Top Five Latest Trends in Franchising Today, in 2017, many changes in the worldwide economy, in business regulation, and in the demands of both the investors and the consumer market have inspired new trends in franchising, making it even more promising as a viable business model for long-term success and sustainability. By Brad Sugars

Smaller and more affordable franchising/licensing choices – Without the safety net of a job that used to be a “given” in most economies, more and more workers are turning to entrepreneurship, taking responsibility for their own financial destinies rather than wallow in the comfort and security traditional employment provided. Of course, this venture into entrepreneurship involves a certain amount of risk. In the past, the initial investment was often so steep, would-be entrepreneurs were automatically excluded from franchising or licensing due to financial constraints. Today, however, there are many options that involve smaller start-up investments. In fact, with all the possible fees associated with becoming a franchisee or licensee, such as build-out and inventory costs, finding a company with a single, initial, and allinclusive investment is a trend budding entrepreneurs are finding advantageous in their relatively low cost and quick ROI. Engage & Grow, a rapidly succeeding international firm specializing in the latest techniques for facilitating employee engagement, currently offers licenses that include training, materials, support, use of company collaterals, and networking assistance, all (at press time) for fewer than $10,000. According to Engage & Grow Founder and CEO, Richard Maloney, “Your investment will be returned with your first client.” Engage & Grow also offers incentives such as waiving the 18-month licensing renewal fee if a licensee achieves at least three new clients in the prior 18 months. Furthermore, when asked where a licensee was required to have an office, he simply responded, “Where is your computer? That’s your office.” FRANCHISE BUYER • Vol.4 #1

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BUSINESS COACHING

International expansion – Regardless of world affairs or political discord, world consumers still have a hankering for Westernized products and services. While most of these American-born, franchises tend to be fast-food, such as McDonald’s, KFC, Taco Bell, and the like, many countries are noticing other successful concepts originating from the western world. And they want a piece of the action. Take ProfitPlus, for example. ProfitPlus is unique amongst its peers by first, recruiting entrepreneurs familiar with the local business customs, laws, procedures, and languages. Then, once established as a ProfitPlus franchisee or Master Licensee (a franchisee/licensee who manages a certain country or territory rather than one unit), the Advisor (franchisee) assists business owners in growing their profits, improving their cash flow, and adding overall business value. They provide an unlikely, yet successful blend of bookkeeping and business planning…and they are expanding globally.

True niche franchises – From specialty dog-food to ordering alcoholic beverages (where legal) on a phone app, niche products and services have the potential to generate big bucks if they capture the hearts, minds and wallets of a dedicated consumer base. Targeting the masses can indeed be profitable, but niche businesses cater to highly defined markets that are often overlooked, underserved or disenfranchised by larger competitors. With an abundance of available outlets, resources, and online platforms, identifying and reaching a target audience has never been easier for small business owners. If you are ready to become the big fish in a small pond, you need to decide whether your passion is unique enough to turn a profit. Urban Clean, for example, capitalized on the frustrations many offices have with the lack of personal attention most commercial janitorial companies provide, as well as the common phenomenon of starting out strong, and slacking off once the account is well-established. In response, Urban Clean offers something unique to clients: Reports of which services have been provided, photos of service people, and a guarantee of two weeks of free service if clients aren’t satisfied. These niche franchises truly offer unique and client-valued services that lead to ultimate franchise success. FRANCHISE BUYER • Vol.4 #1

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Education not motivation – I tend to cringe when people call me a “motivational speaker.” Why? Because all motivational speakers tend to do is encourage people to do stupid things faster. No, my goal is to educate those who have the entrepreneurial spirit and the guts and the drive to be successful. When attending, a conference hosted by a franchisor, keep in mind their ultimate goal is to sell you a franchise. However, there are exceptions. Some franchises have already reached such a pinnacle of success; the owner has decided to give back to the community by educating them on how to realize their business goals and dreams. Look, if I sold another franchise, sure, I’d be happy, especially, since ActionCOACH business coaching has an extensive discovery process to ensure both our success as partners. However, my scope of passion has changed over the years. Yes, I am as committed to ActionCOACH and its success— the success of our coaches and Master Licensees—as ever. Now, however, my time is also spent in educating mass markets—not only in franchising, but real estate, stock trading, you name it. I do it through books and my seminars.

More Part-time and lifestyle-based franchises – Starting a part-time franchise is a great opportunity that can help aspiring entrepreneurs test the waters of business ownership rather than diving right in. There are many reasons franchisees seek these part-time or lifestyle-based franchises. Many want to have more control over their schedule, work at their own pace, or possibly earn additional income to their fulltime job. It turns out that women are more likely to choose the part-time franchise due to their desire to balance work and home life. Also, people with young families and those choosing to be stay-at-home parents fall into this category. One last caveat—Do your research, and do it well. Discuss it all with your family, business partners, counsel…everyone you feel will be affected by your decision. Once you are 80%--not 70%, not 90%, certainly not 100%, of deciding to either go into business for yourself or not, let that 80% be your guide. You won’t ever be 100%, that is until you go for it. www.FranchiseBuyer.com.au

STORE LOCATION

Matching your store to the Market in 2017 Many small businesses are forced to make very big commitments on rather thin information. When you are looking at signing that 10-year lease for your first (or next store), you hope your view on who is your “Market” is correct. By Peter Buckingham

any times, you have observed who your clientele is, and you hope that those are the people living and working in the area you have chosen. In many cases, you can improve the probability of success by linking who your actual customer is to the data that is available.

Understanding who your customer is. There are many ways to try and understand who your customer is. These range from observation, running focus groups or undertaking some form of survey. Being from a statistical background, we recommend the latter as it can be measured and analysed, and the results can be married into the relevant data available as business or residential demographics. By undertaking a simple survey, you can address the questions you want answered in a statistical way. We recommend a survey tailored to meet the simple questions you need to know. Typical of the information you should be seeking is: ● Male / Female ● Age profile FRANCHISE BUYER • Vol.4 #1

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● Whether the purchase is related to being there due to work or where you live. ● Family type or status ● Ethnicity (if felt to be a major Driver) ● Income (sensitive issue) The number of surveys is always a question. When we work for a major international fast food chain, their minimum is 300 surveys, yet we aim for 500. The issue they are normally addressing is cannibalization of new stores, and it is very sensitive as to whether people feel they will move their business to a new store or not. Our view is that around 300 – 500 is a good indication, however if we had 4 existing stores we are using, we would probably look at 100 - 150 surveys from each store.

What should we ascertain from the surveys? Our view is we are trying to distinguish who our customer is so we can match this to the area and type of people we would expect to be present.

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STORE LOCATION

Type of person and age.

Income

Asking the Male / Female question is really for your own interest and maybe to help match to what other generators are in the area. Across Australia the male / Female proportion is normally 49 / 51, apart from areas such as mining towns etc. Most areas in capital cities are very consistent. The age may be a question you ask, at least into a range, or you may choose to have the surveyors give their best estimate, I recently did a survey at a DFO outlet and just marked people as Male / Female, then 0 – 12 (kids), 13 – 19 (teenagers), 20 – 40, 40 – 60, 60 +.

If you are selling a relative high value product, then the income of the area will have an effect. Income may be gauged by asking if a person will indicate an annual income range, or if it is a minor purchase, maybe the surveyor can make some indication based on how people look or dress (or the car they drive).

Home or work? It is important to understand if a person purchases off you because they are working in the area, or they live in the area. A lunchtime sushi business is probably 90% related to where people work, where a fast food restaurant with a Drive Thru is probably 90% related to where people live. Knowing the type of customer influences your location.

Family type or status. If an area is strong in young families, then the type of offer and marketing will be completely different to an area such as near a university, where students are the major customers. This can influence the price points and the marketing of the offer you are making.

Ethnicity There are some products and services that can be strongly influenced by the ethnicity. If it is easily observed that certain types of people are a higher proportion of customers than the areas average of those type of people, then this should be considered.

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Summary With this information, we should be able to determine some indication of who our customer is rather than just the average of the area.

Using this information in determining locations. Once we have the understanding from the surveys, we can match this to the residential and business demographics of the potential area. Census 2016 is being released over the 2nd half of this year (2017), and this gives us a very good understanding of the issues we have recommended be surveyed above. The Australian Bureau of Statistics have also recently released data on business counts at postcode area, cross referenced to the size of the business (number of employees) and the business classification. Whilst not an exact dataset, we can deduce whether an area has high / medium or low levels of employment, combined with the type of work being done, broken into 16 ANZIC classifications. Peter Buckingham is the Managing Director of Spectrum Analysis Australia Pty Ltd, a Geodemographic and statistical consultancy. Peter is both a Certified Management Consultant (CMC) and a Certified Franchise Executive (CFE). To contact Peter email peterb@spectrumanalysis.com.au or visit www.spectrumanalysis.com.au www.FranchiseBuyer.com.au

SUCCESS FACTORS

Be aware of Your Life Cycle in a Franchise Business In a franchise, I believe the ‘life cycle’ that counts the most is the life cycle of the owner in that business and NOT the business itself. By Glenn Walford, Founder of Franchise Buyer

ure, the ‘business’ life cycle is important in any franchise or non-franchised environment, as growth cycles come and go. We can talk about timing in relation to the overall market and value of a business, but ultimately the life cycle that counts is that of the owner of the franchise. The most successful owner is one who is fresh, keen, engaged and driven to get the result, and can continue to maintain this attitude and momentum in line with their plans they made before buying the business – right up to their exit strategy. This life cycle is determined by how long you personally can maintain this momentum. Or, are they (or you) tired and ‘over it’ by this time, and just taking things day by day? If in this stage of your ‘owner’ life -cycle you are missing opportunities to grow and the value and returns of your business are steadily declining. In short, if you are not moving forward, you are going backwards – there is no such thing as standing still in business.

Why Would This Differ Compared To A Non-Franchised Business? The reason why this differs compared to a non-franchised business is because one of the main reasons most people buy a franchise is in the particular brand’s consistency and longevity in FRANCHISE BUYER • Vol.4 #1

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the market place. Many franchises (but not all) are long standing, relatively unchanged brands and systems that have stood the test of time. This gives the overall business a stability that is sought after – and this is at the heart of the owner life cycle being more important than the business life cycle. Owners come and go, and strong, reliable, consistent brands with a strong competitive offer do remain profitable for long periods of time. As a result any number of owners can grab the same business over a number of years and draw a significant ROI from it. This is exactly what you see in so many strong franchise business systems and brands. The biggest determining factor is most often the owner’s life cycle to continue to drive that business forward year after year.

So The Message Here Is… That your attention must primarily be on maintaining your focus, drive and determination to keep your business moving forward and growing. The key to success is primarily all about you and not the life cycle of your business. Go in with a firm plan that has firm goals and a firm outcome in mind – exit when you hit your goal or if your still up for it, recalibrate and create even bigger goals. www.FranchiseBuyer.com.au

Steve Finn Co-founder and CEO

Franchise Sales Experts!

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FEATURE

The true cost of not buying into the review economy When it comes to a risk management plan for negative comments or reviews, what steps do time-poor franchisees or business owners need to take? We spoke to the experts in the digital space to find out more. By Leona D’vaz

Crowd Media Founder and Managing Director,

Nextrend Furniture Director of Marketing,

Noah Henderson

Judy Sahay

The customer is not always right, but how they feel about your product or service represents a part of your customer experience. Social media allows complaints to go viral. Address them quickly, and honestly. Invite your guest to interact with you privately through email or phone. Please keep in mind that they can post your email response, so take care when responding. Avoid pre-determined responses, and interact like a person. Make right where you did wrong and use the feedback and interaction to grow your customer experience.

Management of a brand Have a strong strategy in place. We believe that every brand online must have a strong digital/social media strategy. The strategy should also consider risk mitigation, preventing negative brand sentiments etc. For instance, it’s important to know what others are saying about you. But more important to respond to that comment/ review in a timely manner before it starts to spread. Setting up “social mentions”, “Google alerts” every time your brand is mentioned is a great way to be in the “know”. Report false reviews Sadly, brands can get negative reviews from their competitors. If you believe this is the case it’s best to contact the platform where the review is made and make a formal complaint. They will try and ask for evidence so it’s good to put a case together.

ServiceSeeking CEO,

Jeremy Levitt

Most customers, left unprompted, do not leave reviews after work is completed even when the job was done to a satisfactory standard. We often find small details like tradespeople who clean up properly after their work, or service providers that remember customer’s names after speaking on the phone, have a surprisingly big impact on whether a review is left or not. Don’t react negatively when you receive a poor review. Begging the customer to edit the review never works. Remember that your overall ratio of positives vs negatives matters much more and focus on using that feedback as a learning about your business and customer service.

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www.FranchiseBuyer.com.au

FEATURE

Wolf Interactive Digital Marketing Manager,

Directree Digital Marketing Expert and Director,

John Rosato

Kevin Spiteri

Appreciate If somebody has made a conscious effort to share their thoughts about your business, thank them. This appreciation goes a long way to encourage future reviewers. Even negative reviews can help your business to grow.

Develop a list of standard responses to both positive and negative feedback. Most people who leave reviews just want to be acknowledged. A simple copy and paste list in a word document or notes will help to begin communications, something as simple as: (Positive Feedback) “Thank you for your kind feedback, we really appreciate your business and look forward to seeing you again soon” or,

Designate Whether it is yourself or your 2IC, delegate the role of replying to reviews to one person. This ensures clean and consistent responses throughout the platform.

(Negative Feedback) “We are genuinely sorry to hear you have had an unpleasant experience with us. We would appreciate the opportunity to rectify the situation, if you can please send us a private message or email with your contact details, detailing your concerns we will be in touch to discuss a remedy further”. It’s that simple.

Don’t aggravate Don’t enter an online battle for righteousness. Take a deep breath. With the Internet, it is possible to receive exaggerated or false reviews. Whatever the case, don’t burn bridge!

Optimising Digital Campaign Manager,

Lachlan Wells

MomentFeed Business Development Executive,

Find and claim any existing profiles Do some searches for your brand name to uncover any existing business profiles on review platforms like WOMO, ProductReview.com.au, Trip Advisor, Zomato etc. If you haven’t already, claim the profiles so you can be notified of new reviews and respond to them.

Ashley Baxter

Brands can make online review management much easier a few ways, including:

Limiting the number of employees responding to reviews to one department or small group of employees.

Have a strategy to build positive reviews Maximise your potential to earn positive reviews by making it easy for customers to leave them. Use a Google review shortlink (https://support.google.com/ business/answer/7035772?hl=en) to send customers directly to your Google review page. You can include this link in your email signature, on your website, or even ask some of your happiest customers directly. You can even offer an incentive for customers to leave a review, such as a discount or freebie. There are ACCC guidelines that you need to follow, so make sure you’re familiar with them first. (https://www.accc. gov.au/business/advertising-promoting-your-business/ managing-online-reviews)

Creating a spreadsheet or database to record how many reviews the company is responding to each week.

Writing response templates that can be easily customized for each engagement.

Investing in a software that will track multiple review channels in one dashboard to save time in responding.

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www.FranchiseBuyer.com.au

SOCIAL

Is Facebook really a medium where you should be spending money? With so many options totally happy to suck up your marketing dollars, Facebook’s laser-like targeting features is what sets it apart from all the rest. By Lars Halvorsen

hy is Facebook so popular and so successful? Before I answer this question, let me tell you a little about my career and you may understand why I am so impressed by Social Media – and specifically Facebook. I also believe that your Facebook Business Page has the potential to be one of the most powerful magnets for you to attract new business. My first job (in the early 70’s) was as a cadet journalist in my home town newspaper, and from there, I spent almost 19 years in radio and television working all over Australia and in the United States. During this time, I returned to study Business and majored in Marketing as it was my goal to establish my own advertising agencies. Through the late 80’s and 90’s in Australia, business boomed for ad agencies. It wasn’t really until the mid to late 90’s that the internet made the traditional advertising agency business model change, but that’s a whole different story. In 2002, I sold out of my advertising agency in Australia and moved to Vancouver, Canada. (In Canada I am also recognised by the government as an international foreign expert in Marketing.) I worked equally between the USA and Canada until returning to Australia in 2005. I then watched very closely as the Facebook juggernaut began to take control, and it has continued with no signs of stopping. The reason why Social Media is so successful? My belief is that it offers everything all the other mediums offer, together with opportunities to maintain close contact with friends and family throughout the world, and be entertained.

Impressive Data for Marketers The average person has 338 Facebook friends and checks their Facebook “feed” 14 times a day and spends between 20 and 40 dedicated minutes a day on Facebook. Facebook was launched in February 2004 and has changed media consumption habits throughout the world, however it was not until the IPO in Feb 2012 for a market capitalization of $104 billion USD that many started to really take notice. FRANCHISE BUYER • Vol.4 #1

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Revenue at Q3 2016 was more than $7 billion - up 59% on the previous year.

Today, more than 57 percent of millennials log into Facebook specifically to get news and information. 70 percent of all people read or watch news stories or headlines posted by others. As a marketing and advertising professional, I can tell you this research data is too impressive to ignore. The decline in newspaper and magazine readership (and sales) is well documented. The decline in the average ratings for television programs is driven by the ever-increasing choice of cable and internet channels, and radio also has its challenges with Spotify, Google Play, Pandora and iTunes as well as digital radio and more eroding the average number of listeners to your favourite radio station. The one force that is dominating modern-day society is social media. We know this because many of us check our Facebook, Instagram, LinkedIn, YouTube, and Twitter feeds several times a day. And your customers do the same thing. This isn’t surprising, but this also doesn’t mean you should be throwing all your advertising spend into every social platform out there. Yet, there is one social network that ALL marketers simply cannot ignore, and that is Facebook, and it must be included in your advertising mix. www.FranchiseBuyer.com.au

SOCIAL Here are some more facts;

Photo uploads total (Source: Gizmodo)

300 million per day.

50%

of 18-24-year-olds go on Facebook when they wake up. (Source: The Social Skinny)

42%

of marketers report that Facebook is critical or important to their business. (Source: State of Inbound Marketing 2012)

Worldwide, there are over 1.86 billion monthly active Facebook users (Facebook MAUs) which is a 17 percent increase year over year. (Source: Facebook as of 02/01/17)

Million local business pages have been created as of May 2013 which is a 100 percent increase from 8 million in June 2012. (Source: Facebook).

Adding Facebook to your Marketing Mix

There are 1.15 billion mobile daily active users (Mobile DAU) for December 2016, an increase of 23 percent year-overyear. (Source: Facebook as of 2/01/17)

1.23

billion people log onto Facebook daily active users (Facebook DAU) for September 2016, which represents a 18% increase year over year (Source: Facebook as 02/01/17)

The targeting capabilities offered by Facebook are exceptional. Wastage is reduced dramatically, and Facebook allows you to find new qualified leads easily. Unlike Google AdWords PPC (Pay per click) Facebook ads can be targeted to the users’ sex, profile, age, geographic location and interests. The refinements available enable precise audience targeting. Your advertising plan and media mix within your overall marketing plan and strategy must include social media, and for me, Facebook is the best for many reasons. However, it means that you must be driving content into your page many times a day, every day, and you must ensure that it’s not all boring advertising. Content must be creative. Content must be interesting. Content must be engaging. Let me put it this way, Social Media is a channel – just like your favourite TV channel or favourite radio station, and Facebook is the MVP.

Lars Halvorsen A.F.A.I.M M.A.I.C.D. is an accredited international Marketing Advisor, Brand Strategist, Creative Advertising Professional and Social Media Guru. Phone 0408-888-537 www. AdMarketingAustralia. com.au

On average, the ‘Like’ and ‘Share’ Buttons are viewed across almost 10 million websites daily. (Source: Facebook as of 10/2/2014)

Five

new profiles are created every second. (Source: ALL Facebook 2012)

Facebook users are 76% female (out of 100% of all females) and 66% male (out of 100% of all males).

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Through his companies AdMarketing Australia & Social Media Guru, Lars’ social media management services can help you build your audience and generate new leads and customers, while also increasing your overall brand awareness in the market. The all-inclusive services are from just $1,000 mth.

www.FranchiseBuyer.com.au

SALES

The Currency of Contribution By Trent Leyshan

hirty-something Darren contacted me seeking work. He explained he had a passion for sales training and had resolved in his mind that BOOM! was the place to be and company to work for. He was complimentary of our work and sounded genuinely enthused about the opportunity. I thanked Darren for his kind words and acknowledged his zeal. I then quizzed him on why he was so passionate about sales training? His response was short, ‘I just want to help people.’ He then expressed that his current job was not rewarding. He was despondent and noted that at his age he was looking for the next stage in his career, one with meaning. To clarify, I drilled a little deeper, ‘So you have a true passion for helping people?’ Darren blurted, ‘Absolutely!’ With my next question I queried, ‘So what else are you doing to help people?’ ‘Ah, what do you mean…’ he responded. I continued, ‘You have a passion for helping others, I just want to get a sense of the things you’re doing to help people, to give me a better understanding of where your passion rests?’ ‘I’m not following?’ he resounded. ‘How else do you help people?’ I added. ‘Well that’s why I want to work for BOOM!, so I can help people.’ His retort told me everything. As you can imagine the call curtailed rather quickly from here, I handed Darren some words of advice (he took these reluctantly) and then went on his way. What’s interesting about Darren and others similar, is this: FRANCHISE BUYER • Vol.4 #1

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sure, they may want a job – but it’s not because they want to help people. They’ll help alright, but only if there’s a form of financial or personal gain. We know this because if their desire was genuine and strong, they’d already be contributing to others or society in some way without the need to be compensated for it. Darren’s not coaching kids in his spare time, you won’t see him down at the local soup kitchen on a frosty evening, nor sight him volunteering in his local community. He’s certainly not aligned with a worthy cause. So, what is he doing to ‘help people’? What Darren is completely missing, is an understanding of the world’s most valuable currency. A currency that doesn’t need an exchange rate. A currency that is universal. A currency that supersedes all others. If he truly wants to ‘help people’, he is already richer than he knows, all he has to do is get out there and share his currency. This is the essence of the advice I offered Darren. However, I also offered him an opportunity and that was, if he was actively doing some of these things within the next 12 months and still wanted a job at BOOM!, he could call me to explore. Regrettably, I don’t think I’ll be hearing from him any time soon. Trent Leyshan is the founder of sales training company BOOM! Sales and the author of Outlaw and The Naked Salesman. www.BoomSales.com.au

www.FranchiseBuyer.com.au

RETAIL INSIGHTS

7 1 20ttrreennddss:: il

l i a a t t e e e R R r he e the m o c nds a r b In a two-part series, Retail Doctor Group CEO & Founder Brian Walker divulges his insights on the brands heading down under and how you can stay ahead of the curve. By Leona D’vaz

ill the pending changes to GST (low value goods <$1000) have a positive impact on retailers from July 2017? Well yes, yes it will level the playing field. And that was really the intent. Before there was a disadvantage to local retailers with regards to online and offshore purchases by domestic consumers. One of the big drivers offshore if you like, is the exchange rate. Now, whether it is the ultimate game changer, time will tell. But, it levels the playing field a bit. Amazon have slated their entry into Australia – how will they develop their model i.e. skinny margins on high volumes? And, is it time for strategic retailing to boost competitiveness? If we talk about Amazon, Amazon are 50% of America’s online sales at the moment. They’re a huge business. In the last quarter US retail sales, Amazon were 40% of that in their growth, so it’s growth about 35 billion and now 40% of that. FRANCHISE BUYER • Vol.4 #1

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They’ll come into the country, they’ll start with Prime, whose competitors are Netflix. They are a remarkable company, simply put. They have a huge focus on data – collection of data – and obviously selling products. But what they are doing, is ultimately creating a model which will predict the way consumers will behave; on an individual and aggregate level. We’ll see them come into the country; they’ll go hard in their product range. What Jeff Bezos likes to talk about is going for businesses with higher margins. So, expect a lot of aggression in that space. There’s a few things about the Australian marketplace they might find a bit different. One: is the large geographical distance and it is hard to make money out of online in this country. And that’s a lot to do with overheads and freight. And if you look at a lot of the pure-play retailers, the pure online retailers – the public ones – struggle to make money. They are out there to look at, like ASOS and so on. Because getting their scale is the challenge. And that’s why you start to see them joining the dots and www.FranchiseBuyer.com.au

RETAIL INSIGHTS

building shops. And that’s what Amazon are doing as well in the US. The predictions are if Amazon do fire up in this country, they’ll probably be somewhere around 4-5% of that Australian retail sales. But that’ll take 3-5 years.

Several brands went into administration in 2016; with the influx of luxury and premium brands, how can retail franchises preserve their offering and consumer loyalty? They’ve got to be thinking: ‘What’s my in-store experience like? Am I creating some theatre there? Do I have stories? What’s my online space look like? How’s my social media, what are my stories? What’s my brand? What are the attributes of the brand? Why do people who like us, like us? What can we build on? We can’t be all things to all people.

Now, what can retailers do? [It’s] Important to have a very strong bearing on what you are unique at. What you’re great at. Your point of difference, as simple as it sounds. When we look at the demise of businesses like Pumpkin Patch, Howards Storage World, there are a series of mitigating reasons. But one of the central reasons are, they were quite easy to copy. And they were copied by the discount department stores, or by online. So, Amazon will go hard at businesses, will disrupt businesses that are largely mass merchandised and undifferentiated. Retailers have to think about: their customer experience, the uniqueness of their offer, their investment in business information systems, their data management, the community they build and, they’ve got to maintain their relevance. If they are a ‘stack it high, watch it fly’, small mass-merchandise retailer with no great differentiation other than some products, then they’re much more susceptible to the bigger predatory businesses such as Amazon. So, it is time to draw breath and look closely at what the business strategy is and how customer-centric it is. And most of all, how unique and hard to copy that business is. Everything we do around differentiation is how we make ourselves unique and relevant. If you’re a large franchise channel or a small franchisee – you’ve always gotta be thinking about:

If you look at luxury and premium brands, of which Australia is a strong market – fuelled by a proximity to the Asian market and a domestic Asian market – Louis Vuitton, Burberry and so on … you visit their shops and around the world; wherever you are, you always get a sensory experience. And it’s very high demand, very high aspiration, status, and demand for their products. So not only are we seeing a more global retailer, we are seeing that as a direct response – a more global consumer. These brands are cutting through; to get right on target for who their core customer is. They understand that customer and they do everything to facilitate this great experience. The more premium brands have scarcity, exclusivity in their ranges, in their branding, in their messaging. So, they create this atmosphere of reverence for the product. Aspiration, exclusivity and so forth. They are right at the peak of that demand.

‘What is my place in the sun? What’s my uniqueness? How do I build community?’

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FEATURE

Women in Franchising

Women in franchising are no longer in the minority, it’s the norm. Over the next few editions, we are finding out what drives women to be in the franchise industry and what changes they are seeing.

By Leona Devaz

Stellarossa: Director Stellarossa Parkside Plaza and Caneland Central,

You may not know it by looking at her, but Mel Fowler is a professional juggler. She’s also an expert at jumping through hoops and can balance with the best of them.

Mel Fowler

While running away with the circus may be tempting some days, Mel’s attributes are less about clown and acrobat tricks and more to do with how she manages to run both a successful business, Stellarossa, and spend time with her family.

Are women paving the way for other women in franchising? Yes, I do think this is true, however the women that are in franchising are certainly proving to the world that women are more than capable and can have as much, if not more, power in business than men. Now we just need the male race to accept this and give women in business equal opportunities in the corporate world. When you reflect on your journey so far, what highlight stands out? My journey has been up and down like any person in business, but I believe it’s the hard time that make[s] you stronger and better at what you do. My highlights really have been teaching and watching my team grow and become strongerminded business people themselves. I love rewarding my staff for their efforts and seeing how happy this makes them. It’s also a highlight to me personally on the respect and commitment I get from my management team and how willing they are to learn and take on board everything that I teach them. I love the fact that I’m personally creating amazing people that can take their skill future, this gives me satisfaction in knowing I’m creating opportunities for others.

With four sons, it does take a touch of magic. Mel was born and bred in Mackay, growing up at Kinchant Dam. Her rural upbringing meant she spent her days in the sun, swimming and riding motorbikes. She believes it was the best way to grow up. She was taught from a young age that if she wanted something, she would have to work hard to get it. It’s a philosophy she tries to instil into her own children. Her oldest son, Beau, regularly spends time at Stellarossa with Mel, learning how the business runs and getting an appreciation for what mum does. She began her career in hospitality, as a teenager and had a flair for the industry. She moved into a management position and continued her career in Brisbane. When she had children, Mel spent seven years selling Tupperware. She made a promise to herself that the only way she would re-enter the hospitality industry was if she owned the business. “I needed something that I could work around the family, making both time for business and time for my children,” Mel said. When the opportunity presented itself to own a Stellarossa franchise, Mel knew it was where she needed to be. She thought it would take some time to work up to her dream business, but Stellarossa has become everything she had ever hoped for. It’s the kind of place she had imagined finishing her career. Having always wanted six children, the business has taken place of the other two, but both areas of her life keep her equally busy. Her sons Beau, Joe, Jesse and Levi are aged thirteen, seven, five and four, respectively. Mel has learnt techniques for giving both the attention they need. “Building a great team and surrounding yourself with good people is key. I need to be able to trust that the business is being looked after when I’m not there. Also I put in a lot of work myself, to show the team that I don’t expect anything of them that I wouldn’t do myself. “I offer apprenticeships and Cert 3 in hospitality so my worthy staff can earn certifications while they work with us. Recognising their experience and setting them up for the future.

Home Made

“Schedules and organisation is important. Each day I know exactly what I need to get done and who I’m going to see. “The first year of business was hard, and it was hard on the kids. Learning to balance work and family is key to making it all work.

Does Stellarossa breed openness and “Life is full of risk, but without risk there’s no gain. Keep positive. There’s only so far you can fall,” MEL FOWLER, STELLAROSSA mentorship for women (if, so how)? Yes Mel said. definitely, they don’t treat any of us differently no www.corelife.com.au 56 matter what gender we are. I believe Stellarossa Head office is more female dominated with training & office staff. What additions would you like to see to the franchise Stellarossa employ and recruit Franchisees on their own merits. industry to support women? I believe that men need to be the Not if they are Female or Male. We all receive the same training ones that receive more training around our country in accepting the and the same respect. fact that women can do the same role as they do and some women can do it better. I find a lot of men (not all men) in business speak What are the benefits of a Stellarossa franchise, down to women as they think they are better than us. It’s what’s compared to a ‘conventional’ corporate job? Having a been bred into men over the years and this needs to change. Men conventional job is nothing like owning your own business. need to start respecting women as another business operator not Stellarossa offer opportunity for you to be your own boss with all just as another woman. My Motto is “you don’t demand respect, the tools and training supplied to you; to help you be successful you earn it” no matter who you are male or female. I believe in this in starting your Stellarossa Business. Motto and think it needs to be tough across the board. FRANCHISE BUYER • Vol.4 #1

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FEATURE COO at Retail Zoo: Boost Juice Bars, Salsas & CIBO Espresso, Retail Zoo,

Olivia Elsley Are women paving the way for other women in franchising? I think I might have a unique perspective – I’ve worked at the business for 10 years with the leaders and executives – more than 50% are females. I come from one of the biggest powerhouses and leading females in the sector, the mentor, founder and dayto-day business owner – Janine – is so prominent in my space and in my world of females within Retail Zoo. My perspective is different, it is female inspired and supported. When you reflect on your journey so far, what highlight stands out? Generally, I have been in international for a very large portion of that, with experiences in countries where oftentimes the same level of respect and recognition as a female is not there. We are a female involved business; with absolutely, unwavering

support. I’ve had AMAZING experiences, even with cultural sensitivities and challenges that I have had to overcome in business. The experiences are countless. Does Boost breed openness and mentorship for women (if, so how)? Not just for women, it breeds it in general. In the mentor program, my direct reports and their teams under them have mentors within the business and we encourage catch-up once a month. [We look at] Personal brand, goals, how they conduct themselves – these perspectives offer growth. Sometimes it is about listening as well. Janine has several mentees within the business, it’s a key focus for her department heads as well one of the avenues we feel strongly about. What are the benefits of a Boost franchise, compared to a ‘conventional’ corporate job? From my point of view there is two ways to look at it; as a franchisee and work-life balance. For me, on the ‘conventional’ side I have always worked in a franchise of some sort. I don’t know if I’ve ever had a ‘conventional job’ so to speak. When you are standing still, you will become irrelevant. The Pioneers at BOOST are ahead of the market and comfortable moving forward. Some people prefer structure and a more blackand-white culture. For me, I feel like I am at my best when I am supported not just in work, but in personal life. Work is allowing me to be who I am. What additions would you like to see to the franchise industry to support women? I feel like the change is on its way – the barriers are there if you allow them to be. [With] Franchising in general; if you want to be a business owner, achieve work-life balance, or you’re a mum going back to work – it gives a level of ownership. It’s a level of security, a proven model with a safety net. In Australia we are lucky, we are ahead of the game in terms of a recognised franchise model.

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FUNDING YOUR FRANCHISE

7 Reasons why people fail to secure finance

Are you looking to secure finance? Here are the common mistakes we see being made and that you should avoid if you want to secure the capital to complete your purchase… By James Scurr, MD, Cashflow It ©

or most franchisees, finance is going to be a necessary requirement in your life as a small business owner. Whether you are just about to commit to buying your first franchise business or you are a seasoned franchisee opening your tenth location, securing finance is going to be a critical step in your journey. But accessing business finance doesn’t have to be painful. My aim is to help both new and existing small business owners have a greater understanding of finance and what is required in securing funding for your franchise business purchase. It’s all about helping you to efficiently secure the right FRANCHISE BUYER • Vol.4 #1

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funding solutions for all your finance needs. So, for this purpose, I’m sharing seven common mistakes I regularly see both potential and existing franchisees make when applying for finance.

having accurate and up #1Not to date financial information

It pays to be organised. Not understanding what lenders want to see and not being well prepared can potentially kill your chances of securing funding. Lenders want to support sound and viable businesses. Showing a lender why you are or will be a sound and viable www.FranchiseBuyer.com.au

FUNDING YOUR FRANCHISE

business, and how you are going to repay the debt is critical to a successful application. What you need to provide to a finance company is also going to differ from lender to lender, and also differ based on the amount of funding you are applying for. The requirements for a $50,000 application are going to be different than applying for $250,000. And the requirements from a specialist equipment finance company are going to be different to what a bank will require. After your initial application, you should ensure you get a very clear indication from your lender of what supporting information they want to see, then set about to provide exactly what has been requested. Whatever information you are asked to provide, it is important that you make sure it is accurate. If there are errors in your information it can quickly erode your credibility, on the other hand, providing information and records that are all up to date will enhance your application.

to develop #2Failing a business plan

A lot of franchisees underestimate the value of a great business plan. They think that because they are joining a franchise that a business plan is not relevant. Whilst the lender may have a good understanding of the franchise system, the business plan is your opportunity to sell yourself and show why this business is going to work. Tell the lender about your experience, what you are going to do to market your franchise, how you are going to make sure

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your franchise is successful. Even include specific details like where your business is going to be located and how this location is going to contribute to the success of the business.

#3Unrealistic financial projections

Many franchisees come to lenders with unrealistic financial projections because they haven’t undertaken industry and sector research. Lenders have industry benchmarks and they refer to them to see if your projections are realistic. So it becomes quickly apparent if your next financial year projections aren’t reasonable. Showing realistic financial projections alongside repayments of the finance you are applying for allows the lender to see how the business can service the debt. Lenders need to know that you have thought about what a safe and responsible level of debt might be for your business. Financial projections help you to determine this. To get an accurate picture, and be confident to present your projections to your lender, always stress test your projections. Consider possible variances such as: what if revenue was 30% lower, what if wages were 5% higher? If these scenarios occurred is the business still profitable and can it still afford the finance repayments?

#4Outstanding credit report issues

When lenders assess the supporting information provided with a finance application they typically use a set of credit principles known as “The 5 Cs of Credit” to guide them. The first of the 5 Cs is Character. Character is all about you

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FUNDING YOUR FRANCHISE

the borrower - your reputation, and your willingness to repay the debt. Not only will lenders use traditional methods like credit reporting agencies, increasingly they are using online searches as a source of information as well. Many franchisees aren’t aware of issues on their personal credit file. During the application process, lenders may find outstanding defaults. This can result in your application being denied or can mean the process is put on hold until you address the outstanding credit issue. It’s a good idea to access your personal credit report prior to applying for finance to ensure your credit history is clear.

contributing #5Not enough capital

The second of the 5 Cs to consider is Capital - your overall financial position. This means your net asset position and how liquid those assets might be. That is, if things started getting difficult can those assets be turned to cash to either continue servicing your obligations or payout your obligations? Some franchisees don’t contribute enough of their own capital to the business. If the franchise you want to buy is $300,000 and you go to a lender and ask to borrow $290,000 this is a red flag for lenders because it clearly shows you are under capitalised. Lenders also consider Capacity. Not to be confused with Character, Capacity is about your ability to pay. This may cover income, expenses, and other debt obligations. You need to show you are willing to have a stake in the business, commonly referred to as hurt money or skin in the game.

#6No collateral

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although this is more typical of a bank loan. Collateral is a common reason why people can be unsuccessful accessing finance due to the amount they apply for. Do you have asset backing? Do you own property? If you are looking at larger amounts of funding then you need to have realistic expectations of your net worth, your asset position and whether they can be used as security for the loan. Many specialist equipment funders won’t take security over personal assets and instead use the assets being financed as security for the debt. It is also important to consider the implications of providing Director’s Guarantees and Personal Guarantees as a commonly requested form of security as well.

Existing commitments

Be honest about your financial position. Lenders will ask to see your Asset and Liability Statements. Your bank account balances can be verified, assets can be valued, and lenders can see your liabilities through credit reporting agencies. If you are already highly leveraged with other forms of debt, it may affect your suitability for further finance. Lenders need to consider if it is safe and reasonable to lend money to a business that already has a level of debt. So if you already have an existing loan over the business and now are looking to buy more equipment or do a refurbishment, be upfront about your existing commitments.

James Scurr is the MD of Cashflow It © , a lender that focuses exclusively on the franchise sector. For more information or assistance go to www.cashflowit.com.au

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FEATURE

Lessons Learned the Hard Way

The early days of launching any successful concept are often fraught with stumbling starts, not only in franchising but, the music industry as well. The rock ‘n’ roll lifestyle is equally maligned and revered but, what exactly does it take to start a business in this space? By Leona D’vaz

ig visions are often circumspect in the franchising world, as systems tend to be far more synonymous with growth plans. However, A Rock & Roll Writers Festival founder and director, Leanne De Souza is proof you can take an idea and morph it into something bigger. After spending 25 years in the music business, she saw a gap in the market and is now looking to take her model – in the long term – and license it to the big cities of the world. With a unique brand and IP under one arm and strong relationships with communities under the other, this Queensland-based artistic director is hitting the road.

Lesson Learned: Get the right business partner As a Gen X-er, Leanne has travelled the route of mid-life, kids, ‘and all the rest of it!’ After taking some time out and sojourning to the iconic festivals of Splendour in the Grass and Byron Writers Festival, ‘I’m a mad reader, I love events, I love music’ she left with a feeling of wanting more. FRANCHISE BUYER • Vol.4 #1

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FEATURE

in stakeholder relationships helping cement decision makers coming on board. ‘I think if you weren’t known to them – there is such a cynicism in the event space about new things – a lot of events come and go quickly so, there was that. And then the other thing is just backing ourselves.’ Leanne stresses that investing in themselves, the idea and doing the work – rather than getting staff or outsourcing, enabled them to keep the production at a high-level.

Lesson Learned: Keep going and stay focused on the next priority ‘I really love hearing these ideas and stories from the authors but, I wanted it edgier, I wanted songwriters … so, I got thinking in the bar!’ Traditionally, festivals have come from ‘not-for-profit, government, they are not entrepreneurial’ and Leanne wanted ‘to be able to come off the panel and talk to my friends about what I have learnt, have a glass of wine or beer or whatever. So, it sort of came out of that idea.’ After a long career in events, personally producing the festival did not appeal. However, conceiving, developing and implementing the artistic vision did. The title of artistic director was born and consequently a business partnership, ‘I brought on a partner who was out of the music community in Brisbane – who I’ve known for a long, long time.’ A business plan was hatched out on a napkin, ‘it wasn’t very sophisticated!’, they sat with it for six weeks and then the big reveal – sharing it with partners. ‘My husband has a family business called Nightlife (Music) – Joe has always been very successful – he’s always had businesses. Our partners thought it was a good idea and said, “okay give it a go.” Instead of waiting for funding in the arts space, Leanne decided to take an entrepreneurial approach. ‘We did it as a proof of concept – that was the first event in April 2016 … and we did it!’ She laughs and adds, ‘and now, we are doing it again!’

Lesson Learned: Confidence in your networks and expertise Knowing what they were doing played a big part Leanne explains, ‘having worked in music, touring and events for a long time – it looks a lot more complicated than it is.’ Delivering a quality event remained first and foremost; coupled with integrity FRANCHISE BUYER • Vol.4 #1

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The big thing I had to keep saying to my business partner is, ‘What is the next most important thing?’ I tried not to over plan it. I didn’t do typical event Gantt charts and stuff. I would be the worst nightmare for an events lecturer at TAFE because, I know where I’m going and I was just going to do the next step really well.’ Whether this was talking to a stakeholder, a sponsor, a hire company, or a speaker, clear communication ensured everyone jumped on board. ‘I keep using the analogy of the bus, really making sure the communication was, that they got on the bus with us.’ This, she confirms was the most valuable thing. ‘Also, that way I didn’t get overwhelmed or freak myself out every time I looked at the budget!’

Lesson Learned: Be very clear on your roles Currently in growth phase and already exceeding sales from last year and presales, Leanne advises, ‘my business partner and I have had to be: “you’re producing and I’m directing”’, to prevent doubling up whilst maintaining efficiency. ‘That’s a big learning. He’s really been getting on with booking chairs and PA’s and I’ve been getting on with marketing, promo, interviews, stakeholders – making sure I’ve got the right people on the guest list.’ Where last year they did everything, this time, ‘there is a lot more trust in each other’s roles.’ Nailing the logistics has allowed them to take the leap to take it on the road to Melbourne. ‘That way I am building a national market, so come 2019, we can do an east coast tour.’ Much like a Big Day Out touring model, ‘but an east coast Writers Festival – rather than it being locked into one place. The learning is for me to be not scared to grow; whereas last year I was just focused on proof of concept. Now I am a bit like, how do I make sure we keep momentum?’ www.FranchiseBuyer.com.au

FRANCHISING EXPO

Franchising Expo gets down to business at ICC Sydney The brand new ICC Sydney at Darling Harbour will be filled with the who’s who of franchising at the Franchising & Business Opportunities Expo from Saturday 25 – Sunday 26th March.

ow in its 30th year, this enterprising event offers visitors a forum to compare and research a diverse range of franchise opportunities, with investment levels from under $10,000 to more than $500,000. There will be more than 100 business concepts on show, from the likes of Retail Food Group, Fully Promoted, Clark Rubber, Godfreys, Refresh Renovations, Juiced Life, Tutor Doctor, Franchise Retail Brands, Minuteman Press, Signwave, Papa John’s Pizza, National Drones and Jim’s Pool Care, to name only a few. “This Expo – and the shows to follow in Perth, Brisbane and Melbourne later this year – are must-see events for advice, inspiration and information about the latest life-changing franchising opportunities,” says Exhibition Manager Fiona Stacey. There will be plenty to see and do on the show floor, with free rock climbing at the Base Zero stand, fun photo booths at TapSnap, knife sharpening with Flamin’ Sharp, and espresso coffee from Lava Coffee and Coffee Mug Shot. The free seminar program will feature inspiring keynote presentations stories from Brian Walker from Retail Doctor Group, Poolwerx’s John O’Brien and FCA CEO Damian Paull. Other prominent franchisors in the lineup include Chris Caldwell from Lenard’s Chicken and Love Pollo and Todd McGregor from New York Slice. “This year the seminars will be right in the centre of the show floor, and I encourage visitors to make time to see at least one of the sessions,” Stacey says. “It’s an incredible opportunity to hear from people at the top of their game, and to see what drives them.” The seminar program also includes specialist industry consultants such as Suzanne Jarzabkowska from DC Strategy, The Franchise Shop’s Grant Garraway and Brian Keen from Franchise Simply. The Franchise Council of Australia will also hold panel sessions with successful franchisees sharing their stories and taking questions from the floor. FRANCHISE BUYER • Vol.4 #1

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“But of course the main game is on the show floor,” says Stacey, “with exhibitors from a wide range of industries all ready to encourage and inform visitors about their franchise or business opportunity. There’s no other event like it!” Sydney Franchising & Business Opportunities Expo 2017 10am-5pm 25-26 March Hall 7, ICC Sydney, Darling Harbour More Franchising Expo dates: Perth: 7 May, Crown Perth, Burswood Brisbane: 22-23 July, Brisbane Convention & Exhibition Centre, South Bank Melbourne: 26-27 August at Melbourne Exhibition Centre, South Wharf For more information go to www.franchisingexpo.com.au

Keynote speakers and topics: John O’Brien – How to back a Franchise Winner Poolwerx’s high profile CEO, John O’Brien, has built Australasia’s largest pool and spa network with over 300 active franchise territories, 330 mobile vans and more than 70 retail stores. O’Brien has been highly involved in the Australian franchise industry for over 20 years as a member of the Franchise Council of Australia (FCA) and World Franchise Council, and is a regular contributor at high profile franchise events such as the National Franchise Convention.

Damian Paull – Together Towards Tomorrow After five years with the Australian Retail Credit Association, Damian Paull joined the Franchise Council of Australia as CEO last year. He is a highly-regarded membership organisation executive, who bring years of experience, a successful track-record of achievement and reputation for effective stakeholder collaboration and membership engagement.

Brian Walker – Steps to Business Fitness As the principal and founder of Retail Doctor Group, Brian has successfully led change teams in retail arenas and has been instrumental in the development and implementation of many strategic projects both nationally and internationally. Walker is a leading media commentator on retail issues, regularly appearing on ABC, Channel 9 News and A Current Affair and Channel 7 Today Tonight. www.FranchiseBuyer.com.au

BROKER

You’ve decided to get your own business – make sure you focus on these two things. After advising and talking with literally thousands of buyers and sellers over many years, it is clear that two key actions and priorities in business can be the key factors to success… By Len Ferguson

o, you are thinking about buying yourself a franchise and getting into business for yourself. Personally, I think that this is a great decision, as I have found that being in business for myself has been wonderful. I have really enjoyed it and find where I am today is purely because I started my own business. But, I would also like to add some words of caution, as you need to be prepared for some challenges and tough times. A business will test you, mentally and physically, and is not easy at times. I have seen many business owners suffer at the hands of their business, resulting in failure and distress. With that in mind, I would like to give you some practical tips on how you can be prepared for the challenge of owning your own business. Most of these you will have heard of before and that is because these strategies work! There is zero reason to try and reinvent the wheel when someone has already done it, so just mirror what others have done to make it much easier on yourself and your family!

Just Two Priority Tips for Running a Successful Business I will keep these short and sharp, as really, this is all you need a business plan to be. In many cases, as long as you have something in place it is certainly better than nothing at all and just drifting along without a plan of approach as unfortunately many owners do.

1. Prepare a business plan with daily success activates/actions. I know that you would have heard this before, but it is just so damn important. I like to put a little twist on my business plans and work out what daily activities I need to do to reach my revenue and profit goals. I call these success activities. To put it another way, what daily actions do I need to take for me to reach my goals? For example, I may set my success activities to be that I need to call 5 new business prospects each day, 5 days a week. This means I have contacted 25 new potential clients each week. Or, I need to set my sales add-on rate if I FRANCHISE BUYER • Vol.4 #1

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had a retail business to 2 items sold to a customer per sale. Success activities is a way to measure if what I am doing daily is heading my business in the right direction.

2. Marketing. For some reason this is the first thing a business owner drops off when they get the business up and running (busy) or cash flow tightens up. Once this happens the business is on a downward trajectory that will take a heap of work or money to turn around. So, the golden rule here is have a marketing plan set so, you are consistently marketing your business every day. Yes! - everyday. You need to ask yourself, “What am I doing to market my business consistently 24/7?” This is actually easier than it sounds, as we live in a digital world now and we have social media, websites search ranking, Google AdWords, YouTube and the list just goes on and on. Most business owners I talk too think of traditional marketing campaigns and yes these still work, but think outside the box as well and get yourself a marketing mix that works. Set a marketing plan that will market your business everyday and measure it to ensure it is working. Then work on setting up your marketing strategies so they run on auto pilot and work consistently without your constant input. Like I said, short and sharp. Just get these things set up when you get into business and you will be ahead of 90% of all other small business owners. Plus, you will get your business off on the right foot and heading in the right direction. A last thought always have fun with your business and embrace the challenges that will be coming, as it’s darn hard to thrive when you dread what you do! Len Ferguson is the co-founder of The Finn Group. Having originally established itself as the leading and by far the largest franchise brokerage firm in the country, The Finn Group is continuing to expand rapidly across the marketplace. www.joinfinn.com.au

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BUSINESS 101

BUSINESSES AND THE LAW:

Managing Change

Usually, the law changes at a much slower pace than other features of the business environment. Every now and then, a truly revolutionary change can occur in the legal sphere, such as the introduction of the GST or the combination of the separate Fair Trading Acts of the States and Territories into one federal law, the Australian Consumer Law, but most of the time legal changes are small and incremental. By James Irving

henever the law does change, however, be it in a large or small way, businesses may need to change their practices and procedures to comply with the changed law. Apart from changes to existing laws, the government introduces new laws all the time, to cover new activities. Businesses are starting to use drones to make deliveries to customers. Driverless cars and buses are under development. An Italian company has just developed a round rolling robot suitcase that can guide its owner through an airport using GPS while FRANCHISE BUYER â&#x20AC;˘ Vol.4 #1

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holding 18 kilos of contents. Will new regulations be created to deal with these things? How will those new laws impact the activities of businesses?

Keeping up to date with legal changes How does your business stay up to date with legal changes? If, like most people, the only contact you have with a lawyer is when you need one to solve a problem, then you may not be learning about legal changes directly from lawyers. The news media can be a good source of information, but it can be sheer www.FranchiseBuyer.com.au

BUSINESS 101 luck whether any change is reported in a way that you will notice. Some government departments embark on advertising campaigns to publicise changes in the law. Another source of information is industry associations and chambers of commerce, which have websites and distribute newsletters. But, if you are too busy to spend time studying these sources, important changes to the law may escape your notice at the time you most need to see that information. Recently, I saw a commercial lease that referred to the Sale of Goods Act of a particular State. That reference was out of date, quite badly. The Sale of Goods Acts were replaced in each State in about the 1980s by the Fair Trading Acts, which, as mentioned above, were replaced in 2010 by the ACL. How amazing then that in 2017 we can find a new tenant being handed a lease by a real estate agent that has a reference to an Act that dates to 1895. This story illustrates a common issue: many standard documents are never reviewed. Errors creep in, sometimes because of poor editing, and are never picked up. Does it matter? It might. If you get into a dispute over your lease with your landlord and it just so happens that the clause that you are arguing about refers to the Sale of Goods Act, what will happen?

Things to do The problem is: how to keep up with legal changes and know what to do in response. Here are some suggestions:

• Use email to receive news and alerts. Why not subscribe to a legal newsletter? Many lawyers, including me, publish a regular email newsletter filled with useful information. Some websites alert subscribers to updates about particular laws or areas of law. If you operate in an industry that is controlled by a particular law, this would be a good idea.

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• Check your documents carefully. Is your business is relying heavily on certain key legal documents, such as a lease, your terms and conditions, or an employment agreement template? Go over those documents with a critical eye to see if there are any problems you haven’t noticed before.

• Get expert assistance when it counts. I estimate that only a very small proportion of business owners ever ask lawyers to review agreements and leases before they sign them. If there is a glaring mistake in a template document, like a reference to a law that went out of operation over 20 years ago, then the chances are that no lawyer has been asked to check that document for a long time. Why take a risk with something as important as the lease that allows you to stay in your business premises? Ask an expert to check the document for you.

It is important to do something proactively to monitor and implement changes in the law that affect your business. Doing nothing and hoping for the best is probably not a good approach. Breaches of the law can attract investigation and prosecution by authorities, and can form the basis for civil lawsuits by private persons. If any particular law seriously impacts your business, find a way to learn about any important changes in that law when they happen so you can take whatever steps are required to comply with those changes sooner rather than later. James Irving is a business lawyer in Perth who has both franchisees and franchisors as clients. Visit the Irving Law website < http://irvinglaw.com.au > for more information about James and his areas of practice.

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INTERNATIONAL INSIGHT

Is Content Marketing the Next Gold Rush? We’ve all heard the saying ‘Content is King’, made famous by Bill Gates. In a landscape where creating content is key to building a franchise or business empire, where does the customer fit in? Marketing Insider Group CEO, Michael Brenner shares why you need to personalise your brand message and get customer-centric.

By Leona D’vaz

ow can adopting an ‘empathetic mind-set’ enhance your brand promise? Marketing has always been about establishing a relationship of trust with potential customers. Unfortunately, too much of our marketing is just selfishly promoting how great WE are and why you should buy from US. Empathetic marketing asks, “how are you?” and seeks first to establish a relationship. It also tells your audience that you are focused on them and not the brand first. As consumers, we are more open to brands who appear to care. Why do businesses need to make sense of marketing metrics? Traffic has no value. It’s a vanity metric. Engagement is the key. Engagement is a measure of volume for those who need to count things, but it also measures how much time and effort your audience puts into your marketing messages. I like to use subscribers as the ultimate measure of engagement. Subscribers are opting in to your content. Inviting you into their already overcrowded inboxes. And subscribers have value. You can nurture them and send them deeper stage content where you can measure real conversion and sales. What are your thoughts on capturing unbranded search results? I’m a big fan of looking at unbranded search traffic. If all we do on our websites is capture people typing our brand and product names into their search engines, then we are just talking to ourselves, our current employees, customers, the people who already know us. Every business has a much larger opportunity FRANCHISE BUYER • Vol.4 #1

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to capture unbranded search traffic. For most brands, 90% of their website traffic is branded. But there are typically 10-100 times more people making unbranded searches. Why is content marketing important in 2017? As famous author Seth Godin said, “Content Marketing is all the marketing that’s left.” In a world that tunes out promotional messages, the only way to achieve marketing results is to create content people want. That requires empathy. And so, we come full circle. You have to care about your customers, their challenges and pains and seek to help them with your expertise. It’s important to focus on what you know and how that can help them, than it is to promote what you sell. Where do businesses fail and where have you seen best practice? The biggest threat to businesses today is a culture of promotion and inward thinking. Empathy allows brands to break through that. To create a Vision that focuses on customer value. To encourage ideas and promote the leaders who deliver customer value. So, the best practice is to focus on culture. Culture is everything and it’s the new mandate for marketing. The leading brands have focused their vision and mission statements to clearly define the value they can provide to a specific target audience. ~ Michael Brenner (@BrennerMichael) is a globally-recognized keynote speaker, author of The Content Formula, and CEO of Marketing Insider Group. www.FranchiseBuyer.com.au

FEATURE

Does it matter where Aussies eat? If you’re curious to see whether store location and design decisions differ depending on the type of food franchise, keep reading. We spoke with a traditional bricks and mortar retail store and a food truck to find out more.

By Rachel Kurzyp

displaying the store’s churn which is used to make the gelato. “There’s nothing like seeing someone’s face when they see 10 litres of gelato pouring out of the machine”, shares Filipe.

Gelatissimo

Has your store design changed over time?

“ You can’t buy happiness, but you can buy gelato and that’s kind of the same thing”.

Gelatissimo took a secret traditional Calabrian family recipe and used it to build Australia’s leading gelato franchise. Since opening its doors on King Street in the heart of Sydney in 2002, this retail franchise has been making artisan gelato by hand every day across their stores. While Gelatissimo specialises in artificial flavour and colour free frozen confectionary, they also cater to sweet tooths who enjoy eating cakes and crepes, paired with a great cup of coffee. This family run business turned global franchise, has stores across Australia the Philippines, Singapore, Saudi Arabia and Kuwait.

How does store design effect a customer’s experience? Gelatissimo offers franchisees three styles of gelatarias (outlets): shopfront, kiosk and cafe. “Consumers in Australia follow their eyes”, says Gelatissimo CEO, Filipe Barbosa. “We wanted to make sure the presentation of product was prominent so, for any of our store designs the product is the hero. We mound the gelato high, we garnish it, and we make it look beautiful and pristine”. Another core element of store design is FRANCHISE BUYER • Vol.4 #1

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The franchise brand’s store design has evolved over three stages. When Gelatissimo first opened 14 years ago, it was minimalistic and slightly clinical. To overcome this, the design took on more traditional roots with dark, wooden tones, creating a more ornamental look. Today, the design focus is on how to make the stores inviting for people to be in: “Getting the right lighting, the right combination of wall finishes – the lights and darks – and comfortable seating if we can provide it”, shares Filipe.

What requirements do new store locations need to meet? While there are many different types of stores across the Gelatissimo network, the franchise brand does have some general requirements that each new store location must meet. “We want stores that can operate day and night so we wouldn’t typically be going into an internal shopping centre location”, explains Filipe. Instead, stores are often located in entertaining and dining precincts due to the naturally occurring high foot traffic. “We believe in building community value and you do that well by having an established premise so local people know you’re there, they know what the offering is, and become regulars”, says Filipe. www.FranchiseBuyer.com.au

FEATURE

Big Papas Food Truck

How do you create a positive customer experience?

“We only serve one food concept at a time!”

Australian-based franchise Big Papas Food Truck was born out of the desire to serve up more than kebabs in Sydney’s west. Since serving its first mouth-watering burger in 2016, the brand has grown a cult-like following with queues circling the block at the pop-up food truck. Serving up to 250 people some nights, Big Papas Food Truck’s menu is based on typical American Dinner grub, however, the team only feeds its customers with the best quality produce. All ingredients are brought fresh at the markets each morning and all meat used is chemical free bacon and hormone free chicken. The travelling burger joint, regularly does the rounds across Western Sydney and is looking for more foodies to join its ranks across Australia.

What does your truck setup look like? Each truck has the equivalent of a small commercial kitchen and can support up to five team members. “It’s designed to create a flow and get the food out there”, says Big Papas Food Truck Founder, Bernie Ponti. “The three-tonne truck is 3.5 metres high, by 4.5 metres long and 2.4 metres wide, and has a three-door pizza fridge, a four door under fridge, a 1200ml flat top, a 450ml grill and a 20-litre fryer”. FRANCHISE BUYER • Vol.4 #1

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“It’s really getting the food out quick”, says Bernie. “I started off too big, the menu was too big and diverse and it slowed everything down”. To overcome this, Big Papas Food Truck now does four or five items a night but, the menu is rotated every week, “which adds excitement”. The design of the truck was also taken into consideration explains Bernie: “There is a storyboard on the truck so when people are lining up they are like, ‘oh look at that’. And we aren’t as high up as some trucks where you need to get a step ladder to hand over the money and food. We’re almost down to our customer’s level”.

How flexible is your location? “I was looking for a business model that can adapt to different work environments and the food truck was the most attractive”, says Bernie. Due to such high demand, the food trucks can’t possibly service every viable market. Instead, the brand has decided to maintain a regular route. “People like to know you will be at the same spot every Friday so you make sure you’re there”, says Bernie. The brand has also carefully chosen populated pockets where there are no fast food outlets. “People don’t want to travel 20 minutes to get something but they will travel five minutes”, says Bernie. www.FranchiseBuyer.com.au

FEATURE

Are we still the land of the fair go?

Underpayment of wages has been a prolific topic in the franchise sector, with investigations of big name brands uncovering cases of franchisees systemically underpaying employees. However, for many business owners, understanding the wage system in Australia is fraught with complexities. By LEONA D’VAZ

hen it comes to employment agreements, confusion remains. Moreover, the difficult question of whether franchisor’s need to be responsible still looms. Franchise Buyer magazine spoke to five people to get their take on this issue.

The Employee – Sam Kurikawa (Founder, GiveGet) After securing a client job with an online labour hire company, Sam Kurikawa reveals, ‘I quickly discovered I hadn’t been told all the information.’ Initial advice was weekly payments tracked through the system. But, she soon uncovered the client paid monthly – with no tracking through the platform. When she asked to see a copy of the contract with the client, ‘they would push it aside.’ A similar response ensued from the client, ‘I was told, “oh no, you have to go to the labour hire company.” So, it was back and forth, back and forth.’ With no-one to advocate for her, ‘my values are important enough to follow up on’; Sam ‘ended up having to do all the research myself and then found out I was employed under a specific award and I am expected to get paid weekly. At the most, fortnightly.’ Escalation to both parties resulted in resolution for Sam, but not the other four employees. ‘So, they shut me up about it, but FRANCHISE BUYER • Vol.4 #1

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FEATURE

none of the others’ got their pays fixed. The next week I wasn’t on the roster at all – [I] lost all my shifts.’ She explains the whole experience has left a bitter taste and that ‘hyper-competitiveness’ is driving businesses to do the wrong thing to get ahead. ‘At the end of the day that’s how it goes. It costs more to pay employees properly, you make less profit, so it doesn’t look as good. People just take the shortcuts they need to take to get to where they want to be.’

Business Law – Colin Revelman (Employment Lawyer, Revelman Legal) According to employment lawyer Colin Revelman, ‘the first thing – from the elementary beginnings – is there should always be a written employment agreement.’ He says it is an issue where businesses show reticence. ‘as they may find it find it difficult to pay legal fees to get a lawyer, or specialist employer lawyer, to have the correct contracts in place.’ Colin says many employers at the coalface set up agreements as word documents; ‘which are drafted well at the very start for their intended purpose, but, inevitably get ignored.’ And, even with complex interplay between ‘the employment agreement and industrial award’ he advises they have to be kept up-to-date. This ‘risk prevention measure’ he advises is, ‘ultimately what it is about. Other than the business wanting to have a profitable workplace, they do need to be able to protect themselves from potential liabilities.’ Setting up structure through a management system – ‘with the main aim of adhering to laws, particularly wage rates’ – is up to the individual companies, but he says this is crucial to understanding and acting on the risk of liability. ‘This will lead to better business management which should lead to more successful smaller businesses.’

should encourage an environment where employees approach their franchisees first.’ However, it is noted franchisors do have an important responsibility ‘to help ensure the franchisees in their network comply with workplace laws. The consequences of noncompliance by franchisees can be significant, including reputational and brand damage.’ There are a range of actions franchisors can take, and systems they can put in place, to encourage compliance: n franchisors should make it clear to all those in their system, through inclusion in franchise agreements, that compliance with workplace laws is expected n franchisors should check that the franchise’s business model considers the costs of lawfully employing adequate numbers of staff. n support franchisees in their network by helping them become fully informed about what their wage and other workplace obligations are

Fair Work Ombudsman – Spokesperson According to The Fair Work Ombudsman spokesperson, the canary in the coalmine is, ‘when we discover there is no monitoring of workplace compliance in a network, and employee concerns are referred straight to the regulator rather than acted on by the business.’ Where most problems raised by employees ‘can be resolved quickly and easily by conversations in the workplace, franchisors FRANCHISE BUYER • Vol.4 #1

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FEATURE

Employment Law – Trent Hancock (Senior Associate – McDonald Murholme) While not a substitute for legal advice, senior associate Trent Hancock agrees ‘the Fair Work Commission and the Fair Work Ombudsman can also provide guidance on award rates and other entitlements.’ For him, ‘regular audits of payslips and other payroll records to ensure that franchisees are also complying with their obligations to employees’ is critical, alongside seeing a lawyer to ‘provide advice about the possibility of preparing an enterprise agreement to govern the entitlements of employees on a more collective basis.’ He says, based on his experience, ‘unfortunately, the number of employees being underpaid is considerable.’ A culture of fear among employees who are being underpaid is brewing, and they are often told by clients ‘co-workers are in the same position; however, they are too scared to come forward.’ To remedy this, a ‘culture of compliance’ – advocated by Fair Work, could be championed by increasing statutory penalty rates, which will act as a deterrent to the underpayment of employees. ‘The current maximum penalty for a contravention of a civil remedy provision of the Fair Work Act 2009 (Cth), which includes the failure to pay an employee in accordance with the minimum wage set out in an award, is $54,000 for a corporation and $10,800 for an individual.’ Where complexities exist within the award system, Trent advises it’s ‘not an excuse that franchisees can rely upon to avoid the imposition of a pecuniary penalty.’

Industrial Relations – Cameron Blewett (IR Simplified) Speaking to small business owners on a weekly basis about the complexities of Fair Work, modern awards and wage payments is something industrial relations expert Cameron Blewett does on a weekly basis. But, the difference is – he is focused on demystifying and simplifying the process. ‘They do accept it is confusing … tax legislation is confusing, putting Lego together is confusing, Ikea furniture is confusing FRANCHISE BUYER • Vol.4 #1

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…!’ Businesses believe there is no use complaining, because things aren’t going to change. ‘My approach is, I sit down and sort the wheat from the chaff and say “yes, it is confusing – I think you have 130 to 140 modern awards now? You don’t have to look at all of them”.’ Starting with a step-by-step process, ‘same as you do with Lego, same as you do with Ikea,’ he is focused on making it easier – why? ‘Because for me, it’s about going into a small business, developing relationships with them, getting past the old adversarial management-employee thing and viewing it as, “hey, you are all in this together.” He explains industrial relations as ‘the relationship. Yes, you can argue employment law – but industrial relations are won in the workplace. It’s not won in the Fair Work Commission, it t is not won in the federal court, it is not won in the newspapers. It is won in the workplace.’ For Cameron, businesses need to remember the value of employees – ‘[they] spend 8-9 hours of their day in your business. This is where industrial relations are won, it is not won anywhere else.’ His belief is, when something is taken to Fair Work the business loses. ‘It doesn’t matter if the business wins, they’ve lost the PR battle. When the union takes them to Fair Work if the union wins – they can say, “we’ve stuck up for your rights; this is what we’ve done.” [If ] the business wins in Fair Work and the union loses; “hey, we’ve done it, we’ve held them accountable.’ His advice: ‘often, the person has put the Fair Work submission in because they want to vent. Give them a chance to vent. Say to them, “okay, what can we do to solve it?” Instead of turning around and saying “Nup, we’re right, we sacked you fairly and we are going to fight it”. If people are still confused and don’t know what they are doing, he says just pick up the phone. ‘As much as everyone bags them out, talk to the Ombudsman. Go through their online pay calculator. But, before you even do that – have a position description.’ He says once these are in place for employees, ‘then you can find out what award applies to them and then you can find out the process.’ www.FranchiseBuyer.com.au

FEATURE

Looking to go regional? If you’re ready for a tree-change or sea-change, Snap Franchising and James’ Home Services share their guide to a regional relocation. By Leona D’vaz What support do you offer to franchisee’s? Caron -- Snap Franchising have always been very supportive

in assisting with various projects from helping with local advertising needs to covering costs to travel to meetings and events. Regional stores may not have the same turnover as the city stores but all stores are treated fairly and equally. We have online and phone support so it’s not an issue where the store is based. Mike -- James’ Home Services has a well-established system for all of its franchisees across the nation. Every franchisee has one-on-one business coaching and this encompasses everything from administration, travel time to jobs and marketing - it is a full analysis of how they operate their business. For example, we have a regional franchisor in regional north Queensland. He is based in Cairns and he has 30 franchisees including ones in the Atherton Tablelands and Innisfail. He makes it his business to regularly call and visit every single one of those franchisees.

What considerations do people need to make? Caron -- If relocating to Regional from a larger city

environment, the main change is the customer base, Regional business are more inclined to be smaller based companies and family operated businesses, also sponsorship is a very big part of the advertising budget. Mike -- The first thing is about choosing the right service for the individual. What’s right for me? Do I want to work inside

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as a cleaner, or do I prefer to work outside and garden or groom pets? The unique thing about James’ Home Services is that we sit down with you to make sure you are choosing the right service for you. Then we of course look at what is needed in your local area. It is all supply and demand and the demographics of the area.

How do you continually develop franchisee’s? Caron -- Having a dedicated Area Manger that visit the store

regularly and provides phone support at any time. The online resources have made marketing products now very simple to produce. Also, the phone support for IT is very easy to solve issues instantly. The Speak Easy meetings have also been very valuable to touch base with other Franchise owners and enable owners to share similar issues and developments. Mike -- It is the regional franchisor’s role to continually develop and train the franchisees in remote and regional areas. They bring the information from our head office back to the regions so that all franchisees are kept fully up to date. Furthermore, we support them with a substantial marketing campaign to get them started and this is ongoing while they have the franchise.

www.FranchiseBuyer.com.au

BODY LANGUAGE

Never Give Up Winners are not people who never fail, but people who never quit. By Allan and Barbara Pease

very person who ever succeeded at anything faced tonnes of rejection. This includes few or no results, little money, no promotion, pain, criticism, poor evaluation, unhappiness, complaints and loneliness. Rejection is, however, a critical sign to show you where you need to improve and what you need to do to get more praise, happiness, money, promotions and better results. As mentioned, rejection is nothing more than negative feedback that is showing you what not to do. In fact, the negative feedback you receive from rejection is so important that you should welcome it because it shows you the right path to the success you want. History is filled with examples of people who held fast to their vision and used negative feedback to move forward. Walt Disney was fired from a newspaper for ‘lacking imagination and having no original 147 ideas’. Disney’s themepark concept received over 300 rejections by banks, councils, financiers and local authorities before he finally created Disneyland. At age thirty, Steve Jobs was brutally dumped by the board of Apple Computers, the company he had founded. Oprah Winfrey was demoted from her job as a news anchor because she FRANCHISE BUYER • Vol.4 #1

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‘wasn’t fit for television’, and the Beatles were rejected by Decca Studios because ‘We don’t like their sound. They have no future in show business.’ Even Albert Einstein’s school report said he would ‘never amount to much’. Where these people differ from most others is that they chose to stick with their goals, despite what others said, thought or did. If you give up, you’ll never know what you’ll be missing. If you have an idea or concept you believe in and you think will benefit others, stick with it. Don’t give up early. As you move toward your goals, some people will throw rocks at you but you can choose whether to use those rocks to build a wall or to build a bridge.

Ninety-seven percent of the people who quit too soon are employed by the 3 percent who never gave up.

Ask the experts

See out people who have already done what you are planning to achieve. Whether it’s beating cancer, climbing Mount Everest, riding a horse, learning another language, accumulating wealth, www.FranchiseBuyer.com.au

BODY LANGUAGE losing weight or growing organic food, there are plenty of people who have already done it. Some have written books about it, many produce courses, videos and manuals on it and you will find most on YouTube. Look on the Internet to see who they are and where to find them. Try inviting an expert to lunch or coffee and ask them to guide or mentor you. If they reject your initial approach, ask again. If they still say ‘No’, ask again. That’s how they got to be successful themselves. Every expert was once a beginner looking for someone to help them find the right direction. They can show you the shortcuts and pitfalls on the way to your goal. Don’t reinvent the wheel – ask the experts how they did it. Do not ask the advice or opinions of people who have never done what you want to do. They can only tell you why it can’t be done. When you were a kid, you asked for what you wanted over and over again until someone gave it to you. If the first person didn’t give it to you, the next one may, and if not that person, maybe the next. Kids are experts at wearing down their parents so they eventually get what they want. Ask, ask and ask again for what you want. The person you are asking today usually feels differently on different days, so chances are you’ll pick a day when they feel ready to say ‘Yes’. Don’t keep what you want as a secret, and never wait around for someone to work it out or give it to you. It won’t happen. As simple as this may sound, asking for what you want can lead to great results. Yet asking is one of the toughest things most people are prepared to consider. They would love a raise, a donation, a date, a better seat, an airline upgrade or for their

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child to change teachers at school, but they won’t ask in case the answer is ‘No’. The golden rule for asking is to keep doing it. Stick with it. Ask people continually for what you want. We don’t mean that you should nag them. We mean that you should keep asking the decision makers in positive, creative ways to give you what you want. Statistically speaking, the answer is more likely to be ‘No’ than ‘Yes’ but if the ratio is, say, 10:1, you will eventually get one ‘Yes’.

Even when the answer is ‘No’, you are no worse off than before you asked. You are in exactly the same position. When you ask, be absolutely clear about what you are asking for. If you are going to ask someone for a date, don’t say, ‘Maybe we should go out sometime …’. Instead, say, ‘I’d like to take you to dinner and then to the movies on Saturday night. What’s a good time to pick you up? Seven o’clock, or would eight be better?’ Approach others as if it’s a done deal and that it’s the logical thing to do. ‘I’d like a pay rise of $600 a month’ is more likely to get a ‘Yes’ than ‘I need a raise.’.

‘Obsessed’ is a word lazy people often use to describe dedicated people. Decide right now to ask others to help you with your goals. Ask for that raise, a date, a referral, an introduction, a loan, mentoring advice, or whatever you need to move forward with your goals. And never give up asking. Someone, somewhere is

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BODY LANGUAGE

waiting to say ‘Yes’ to whatever ideas you have. You may need to ask another ten, perhaps twenty, or maybe more than a hundred people, but someone is definitely waiting for you. As you now know, it’s a matter of statistics. Don’t feel despondent or depressed if someone says ‘No’- simply ask the next person.

In Summary Most people who struggle with success in life either won’t ask for what they want or they give up early. When you believe you have an idea that’s a winner, stick with it until you have exhausted every possible option before considering what to do next. Tell everyone about your ideas and plans and ask them to help you. Don’t give up. The beginning is always the hardest part. If you feel like quitting, reread your goal list and think only about what you want as your outcome. Never let the odds keep you from doing what you know in your heart you were meant to do. Go as far as you can see and when you get there you’ll be able to see farther than you could at the start. Go the extra mile - it’s never crowded.

Some succeed because they are destined to, but most succeed because they are determined to. Whatever venture or course you decide to take in life, only ask for opinions from those who have experienced your situation, who are where you want to be, or who have an expertise in what FRANCHISE BUYER • Vol.4 #1

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you want. When it comes to your goals, take advice only from people who have done or are doing what you intend to do. Other people’s opinions are just opinions and can often be destructive and unhelpful. • Go after what you want or you’ll never have it. • Ask, ask, ask -- or the answer will always be ‘No’. • Step forward or you will always be in the same place. • Failure doesn’t come from falling down. Failure comes from not getting up.

The Answer is out now at harlequinbooks.com.au and all good book stores. With four decades of combined study and experience, founders Barbara and Allan Pease have become two of the world’s foremost Body Language experts. Their combined 18 book titles span subjects from business communication and negotiation to relationships. As international communication authors, they present both private and public workshops and seminars to the world’s leading (and up-and-coming) professionals. www.peaseinternational.com

www.FranchiseBuyer.com.au

Hooked: How to Build Habit-Forming Products;

Nir Eyal; November 4 2014; Portfolio Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern underlying how technologies hook us? Hooked is based on Eyal’s years of research, consulting, and practical experience. He wrote the book he wished had been available to him as a startup founder—not abstract theory, but a how-to guide for building better products. Hooked is written for product managers, designers, marketers, start-up founders, and anyone who seeks to understand how products influence our behaviour.

The Practical Guide to Selling with Emotional Intelligence: Driving Optimal Sales Results Through the Applied Principles of Emotional Intelligence; Daniele Lima; January 3 2017 This book takes the most efficient and proven sales techniques and strategic guidelines whilst seamlessly combining them with the key driving principles for Emotional Intelligence, to deliver a practical, step by step guide that is logically set out, intuitive to follow and universally applicable to any sales role within any market place.

Inspired Reading Need to get all that information out of your head and into your life? In the world of business today, it’s no longer enough to have ideas -- they need to be brought to life through action. These books will turn your insight out, in a good way.

Manna: Two Visions of Humanity’s Future;

Marshall Brain; March 5 2012; BYG Publishing Inc Robots will soon begin taking human jobs in places like retail stores, fast food restaurants, construction sites and transportation. The key technology that will fuel the transition is inexpensive computer vision systems, and the number of human jobs at risk numbers in the tens of millions. More than half of the jobs in the United States could be eliminated. Join Marshall Brain, founder of HowStuffWorks.com, for a skilful step-by-step walk through the robotic transition, the collapse of the human job market that results and a surprising look at humanity’s future in a post-robotic world.

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Influence: The Psychology of Persuasion, Revised Edition;

Robert b. Cialdini; December 26 2006; Harper Business Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behaviour has resulted in this highly-acclaimed book. You’ll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

www.FranchiseBuyer.com.au

IFTTT: Do more with the services you love

Tiny Scanner+

https://ifttt.com/

https://itunes.apple.com/us/app/tinyscan-propdf-scanner-to/id556500145?mt=8

Applets bring the services (apps and devices you use every day) together to create new experiences. For example, you can automatically backup your iOS photos to Google Drive -- brilliant!

The little app that scans everything • Scan documents, photos, receipts, or just about anything • Lightning fast and gorgeously designed for both iPhone and iPad • Batch mode combines multiple scans into a single PDF

App Chat

If getting on top of your administration is as tricky to implement as public policy, then let us give you a vote of confidence. These apps are not only designed to make life seamless but, they are simple to use.

Unroll.me: A whole new email experience

Teux Deux: Simple, designy to-do app

Unroll.Me scans your inbox to find how many subscriptions you have, then gives the option to either unsubscribe or consolidate them into a daily digest called a “Rollup” - in one swipe.

If you like making to-do lists, you will love TeuxDeux. The idea was to build a bare-bones, but visually compelling and highly usable to-do app: Use the browser-based TeuxDeux at work/ home and then take your to-dos on the road with the iPhone app. Yay for checking things off !

https://unroll.me/app/

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www.FranchiseBuyer.com.au

What is a futurist?

Being a futurist may conjure up images of star-gazing and technology trend prediction, but, the world of futurism involves a whole lot more. Professional futurist and co-founder of Enkel Collective and Superhero Spaces, Adam Jorlen explains the four key things you need to know. By Leona D’vaz One: Help clients ‘scan’ the environment and horizon.

Identify things going on in their industry, across many, different areas. Most people think of a futurist as looking at technology mainly – that’s what we read about futurists. But there’s also things like demographics, environmental factors, politics, legal issues, economy, a lot of different things organisations don’t normally look at. Many organisations look at the past – how many things have we sold, what have we sold and then they look at the competitors, what are those guys doing? [They’re] Not thinking much about the bigger things, what’s going on out there in the world. Then we use collecting of data or information. Most people do this. Say you are in a business or an industry or, whatever or you are interested in – you do this automatically. If you are passionate about it. FRANCHISE BUYER • Vol.4 #1

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Say you have a franchise coffee shop, or whatever, you travel around and you look at coffees, you do all this research; you talk to people at conferences, bbq’s, you read things, you hear things. So, you are doing this environmental scan automatically. But, you don’t use that information – that is what we help clients to do. Encourage them to create systems for all this information. Because that is the most valuable thing you put into an organisation.

Two: Creating trends.

Once you have these environmental signals and scans, ‘scan hits’, you analyse them and it is called trends – it’s the most common name for it. You see how things shift. What is going on with say franchising? Let’s see, well, it has been around for a long time. Recently there’s a shift; there’s sort of like a counter-trend I guess. People are more about authenticity, locally produced, not chains. That is something a futurist would spot. www.FranchiseBuyer.com.au

If you work with this, you would say trends, identify trends as soon as possible. Then you can think about, okay – if this happens – people don’t want to have chains, they don’t care about brands, they rather want to buy coffee from the guy down the street who’s not a franchise, what are we going to do? Then you can think about creative ideas to kill that trend or change the business. I know some people who have been chains, but they brand them a little differently.

Three: Going deep, what’s the real story?

The thing that interests me the most, is to go a bit deeper on these trends. We look at more about the why, why do people behave like this? If you drill down a bit and use this example of people wanting to buy local coffee rather than Starbucks, why did this happen? Then you can dig down into the cultural issues. The worldviews of groups and more like anthropological studies of youth shifting their values and those things. And sometimes we can even come down to metaphors and stories for society. That is very valuable for understanding what is going to happen in the future – if you can look at narratives and stories. Almost like mythology, human behaviour works in very similar ways. For example, when you look at a film – like Star Wars – many films are written with a certain narrative. And we sort of expect that in our brains to happen. If you can find those stories in society, it will help you a lot to understand or, give you an idea of where the future is heading. That is the deeper work we do. FRANCHISE BUYER • Vol.4 #1

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Four: Future gazing with organisations.

The fourth thing we do is born from this. Once you use stories and personas and metaphors and archetypes, you create what is called scenarios. That probably is the most famous thing futurists use – stories about the future we would create together with the organisation – three or four stories with the organisation. What can happen? What might happen with this plan? For example, a franchise – you can be like, yeah, we are going to expand into Asia. Or, one can be like a negative one, saying people are not going to be interested in what we are going to sell anymore, so the whole industry is going to collapse. We shift into another thing, like a digital realm and we stop selling what we sell. There’s heaps of different industries in franchising. Many of them will be digital disruptors, that is another scenario. We (then) encourage our franchisees to turn their brands into something else, more like an educational thing than where they buy things. You have three or four scenarios and then you do something called ‘back casting’. You put yourself into that story in the future, then you think about what are the steps we have to take to go towards this future or, to go away from it. That will fit into the strategic planning for the organisation. All the futurists work like this, it comes before strategy. It is more like a big picture, wider, broader, deeper than looking at things. www.FranchiseBuyer.com.au

Powerful Blogs Blogs in niche industries are worth their weight in gold and we’ve uncovered a global round-up to get your brain stimulated, heart-centred, word-smithing and best of all, learning how to get the perfect shot … with your phone.

https://www.brainpickings.org/

https://www.hubspot.com/blog-topicgenerator#/Weight Training/Intermittent Fasting/Writing

Join over a million subscribers who every Sunday receive a curated list of all things culture, eclectic and literary. Blogger Maria Popova started Brain Pickings over a decade over; born from an idea of sending her friends emails about things that inspired her to live a meaningful life. This ‘curator of interestingness’ is one to get on your radar.

Most marketing experts will know Hubspot well but, for those who need a little kick-start on their content marketing, the blog topic generator is a savvy little tool. Plug in a few words you’d like to generate blog ideas for and away you go …

http://www.kosmosjournal.org/

http://iphonephotographyschool.com/blog/

Fancy doing some good in the world? Or, just want to understand more about collaborating in global projects. Kosmos dives into topics that affect us all and also provides grants to people working on the ‘edge of transformation’. If you’re keen to get your idea, business or social project recognised, this is a blog worth checking out.

Iphoneography is a thing. And, it’s becoming an even bigger thing. With mobile agencies launching and digital videographers increasingly relying on mobile phones to produce content -- this blog is filled with resources and tutorials. It’ll take you from point and shoot to image editing, post production and even sharp night-time photos.

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www.FranchiseBuyer.com.au

Websites We Love

CD’s, paperwork and receipts are fast becoming a thing of the past. Businesses can now rely on efficient software and digital libraries to do all the curating for them. That means more focus on great customer experiences and less on administration.

#1 The Music Case: The massive royalty-free music library https://www.themusicase. com/

The Music Case started in 2005 as a small website with the purpose to host 30 tracks. Nine years later and they are hosting 91,644 tracks from composers from all around the world serving thousands of creative people and companies from over 40 countries. Every new music submission is carefully selected so that our have the maximum quality available. All tracks hosted are 100% Copyright Clear.

#2 Smallpdf: We make PDF easy: https://smallpdf.com/

We believe simple software solutions should be made affordable. So, that’s why our service is free to use twice per hour. Our Pro service offers users an unlimited experience at an affordable price and includes a lot of extra features including Connected Functions and Multiple File Processing.

#3 Receipt Bank: Effortless Bookkeeping https://www.receipt-bank. com/

Receipt Bank helps small to mediumsized businesses, sole traders, and individuals save valuable hours by pulling information from receipts and invoices quickly, accurately, and efficiently.

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www.FranchiseBuyer.com.au

Complete Sales & Business Finance Solutions More than 60% of small businesses in Australia will stop operating within their first three years of operation. One of the causes of this is cash flow challenges. FC Capital is an Australian owned finance company delivering unique finance and sales solutions for Small to Medium Businesses, providing essential working capital. We provide simple & effective solutions to grow your business & boost your cash flow!

Innovative Products

Payment Processing

No Property Security

Credit Risk Management

Generous Referral Commissions

Complete Cashflow Solutions

Referral Partner Program Great opportunities to generate revenue for your business by referring clients to FC Capital

Find out about Business Finance Solutions or our Referral Partner Program now!

Phone: 1800 307 903 www.firstclasscapital.com.au

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“FocalPoint is about coaching and training excellence.” That is the word according to CEO of Brian Tracy Global, Andrew Phillips, after 20 years of experience in franchising domestically and internationally. We talked in detail with him about the business, its IP, and the types of people best-suited… By Glenn Walford

n 2015, after bringing Brian Tracy Training programs to Australia since 2005 in a licensing format, CEO Andrew Phillips merged the local and international business model with the North American-based FocalPoint Business Coaching—also powered by Brian Tracy. Focal Point International now combines high-level professional development and business coaching programs for SME’s and ASX companies. With Andrew describing this move as a ‘no-brainer’, he also notes that a big part of the reason for expanding the offering was because “FocalPoint has become a market-leading unique offer, and one-stop shop for professional business coaching and corporate training consultants.”

Serious Intellectual Property ‘Fire Power’ Brian Tracy is today unarguably considered as one of the foremost leaders in the development of human potential. He has authored over 80 books, spoken in over 80 countries, and with his team, has over 5 million graduates of programs worldwide. Even Anthony Robbins is often quoted saying, “He would still be sleeping in his car if it were not for Brian.” As part of the benefit of his involvement with Brian Tracy Training, Andrew has worked closely with Brian for over a decade now in all parts of the world. “Together, we continually innovate to bring world-class tools and resources to the franchise coaches worldwide.” Andrew further describes their collective strategy and mission as twofold: “To ensure FRANCHISE BUYER • Vol.4 #1

| www.FranchiseBuyer.com.au

the success of coaches, starting from recruitment integrity; and secondly, to add real, tangible value to retail customers worldwide.” Locally, Andrew is especially proud of what the business does, and whom they work with, “We tackle head-on corporate training - providing this to some of the biggest companies in Australia, including the top four banks, leading airlines, major real estate groups and chief medical institutions. In addition, we work with SME’s to improve time management, productivity, culture, and profitability and have achieved outstanding results.”

The Business Model & Revenue Streams “There are five distinct revenue sources in FocalPoint for franchise owners, including a world-first in this space called ‘Business Process Agility’ which is a software mapping service that builds out organisational structure, roles and responsibilities.” “It also allows the marketplace to score the effectiveness of the company’s employees and the overall market’s perception of the company.”

Andrew’s FocalPoint five revenue streams are: 1. Business Coaching to executives and business owners 2. Corporate Training to SME’s and ASX companies 3. Wholesaling Training Programmes (train the trainer) 4. Behavioural Assessments—hiring and performance appraisal tools 5. Business Process Agility—system which accelerates business growth

The types attracted to and most successful in the business FocalPoint is quite specific in the type of person they are looking for, and who is best-suited to their business. A professional with a corporate sales, marketing or management background or business owner who has over 10 years of experience are the first key criteria. Andrew continues, “To take this a little further, I can best wrap it up by saying that in line with the above two key criteria, FRANCHISE BUYER • Vol.4 #1

it is also for individuals who are looking to earn a sizable income and have a balanced lifestyle. The great thing about this space is that if you can articulate and then demonstrate your value proposition, your clients will pay accordingly for your time and expertise. Naturally, that’s why the background and experience are so important.”

As a Focal Point franchise owner you need to be: Ambitious Successful Hard-working Goal-oriented An influencer Have excellent listening skills Decisive “Now, you will read just about any business offer, in franchising in particular, run off lists of characteristics, all which sound quite similar. Ours, you will note, are quite specific as we find that executives or business owners with these specific skills and talents are best-suited to our environment and to creating a successful business in their own right.” “This is what I love about this market: your reward is most directly proportional to the value you can add to your clients, whether they be solopreneurs, SME’s or corporates.”

The difference As a passionate executive and coach, Andrew continues, “One of the things we do that is different to the ‘others’ is that we give each coach their own coach.” “We provide every new franchisee with a successful practice mentor coach. We split our training between Adelaide and San Diego across a 30-day period to make sure you hit the ground running. Then we provide 30 weeks of ongoing training to ensure your immediate and long-term enjoyment and success in the business. The two go hand in hand.”

For More Information, go to: www.FocalPointIntl.com Phone: 02 8379 7465. | www.FranchiseBuyer.com.au

Who is FocalPoint?

What is your opportunity?

As a global company with a local presence, FocalPoint has been going strong for 12 years. We offer exclusive franchises in Business Coaching and Professional Development Training. Our services are highly sought-after as our materials and methods have been developed by world-renowned business expert Brian Tracy over 35 years of research. We guarantee results and have over 5 million satisfied graduates of our programs. FocalPoint is a brand you can trust.

You can own your own business coaching & training franchise. As a certified FocalPoint professional business coach and trainer, your clients range from the solopreneur to multi-national companies. You receive full training, resources and support so you can confidently make a fast, profitable start and build a long-term, residual income. Our 200 coaches worldwide recommend this opportunity as a personally-fulfilling and financially-rewarding business offering a balanced lifestyle.

How do FocalPoint Coaches Earn Income? Your earning potential is unlimited with 5 Profit Centres! 1. Professional Development Training. Typical SMEâ&#x20AC;&#x2122;s and large companies buying our services have annual revenues from $5m to $50m. 2. Business Coaching. Work closely with executives and business owners. 3. Wholesale Training Programs. Train company in-house facilitators and earn repeat income by wholesaling the programs. 4. Behavioural Assessments. These Hiring & Performance Appraisal Tools (12 types) lead to highermargin sales. 5. Business Process Agility. This powerful system accelerates your clientsâ&#x20AC;&#x2122; business growth and quickly sets you apart as a coach with a difference.

Is Business Coaching Right for You? 3 You have a burning desire to control your time and income 3 You have over 10 years of sales or management experience 3 You have capital to invest in yourself and your own business

FocalPoint combines the high-level professional development and business coaching programs that you will not find anywhere else. You will enjoy working with a team of like-minded thinkers. If business coaching aligns with your skills, experience and goals, please contact us!

Call today 02 8379 7456 www.focalpointintl.com

Paul Reeves, MD (on left) talking TeleChoice recently

TeleChoice has you covered TeleChoice has had millions of customers in Australia covered since 1995. When the telecommunications brand was given the opportunity to adapt to an ever-changing market five years ago, they decided to make the best of a difficult situation. Now the brand is 38 stores strong and is looking to expand its coverage across the country. By Rachel Kurzyp

“T

eleChoice offers the marketplace Telstra 4G mobile wholesale products. We give price conscious consumers a quality network option but, at a lower price”, explains TeleChoice Managing Director, Paul Reeves. TeleChoice is essentially three businesses in one, offering connections, accessories and repairs. He advises TeleChoice has a unique “one-stop-shop” business model, “We have accessory kiosks that operate in shopping centres but most don’t offer repairs. Then there is the reverse. We have shops that manage repairs and have very little accessories. Then we have our mobile phone stores that do connections, phones and so on and they do very little accessories and no repairs”. By placing equal importance on all steps of the business and combining all three important touch points in a customer’s journey TeleChoice has built a potentially lucrative business for the right person. However, the renowned telecommunications business hasn’t always had this business model. It wasn’t until TeleChoice’s contract with Optus ended four years ago that the FRANCHISE BUYER • Vol.4 #1

brand realised they had to adapt to the ever-evolving mobile phone industry. “When we moved from Optus to Telstra wholesale we had to form a new model to ensure our business continued to be viable and successful”, explains Paul. “My existing model at the time was mobiles, mobiles, mobiles with a few accessories. But, when we no longer had the whole Optus suite, we had to diversify the business”. Paul and his team noticed that mobile accessory kiosks were thriving in shopping centres and thought “hang on, why can’t we do that?” They were also aware that mobile repair businesses were taking over their old store leases and paying the same rent but, only offering repair services. “We thought we can also do this, but do it better”, says Paul. TeleChoice licensees are now benefiting from the decision to adapt rather than fold. Phone repairs may be daunting for licensees; however, Paul promises they have nothing to be concerned about. “’Selling the phones is easy, selling accessories is easy, but repairing phones, I just don’t know”’ is something Paul hears often. “The mobile

| www.FranchiseBuyer.com.au

phone repairs aren’t actually that hard, they are mainly ‘plug and play’”, says Paul. Most of the repairs have very little welding and all that is required is for the licensee to remove the broken part and replace it with a new one. If licensees prefer, a technician completes the phone repairs. This enables them to focus on two other sales channels, thanks to a clever partnership between TeleChoice and existing mobile repair stores. “Some licensees hire staff to do the repairs and some of them sub-lease their shop and have a mobile repair business pay half the rent”, shares Paul. This partnership is mutually beneficial, as many mobile repair stores can’t rent a shop of their own within large shopping centres but, TeleChoice can. He believes this is a significant benefit of becoming a TeleChoice licensee, alongside the low entry cost, unique phone offering and proven customer referral system. Within the network, many people – including ex-policeman, teachers and bankers – find the business a great way to earn a living. “Our entry level is extremely low: Our Kiosks cost $80,000$90,000 to fit out but our licensees only pay $35,000-$40,000”, says Paul. “Our working capital including stock is also lower than what it has been in the past – around $50,000. So, when you combine it, licensees only need to pay $150,000 total for everything and in return, they get a business that can potentially make well over $100,000 a year”. TeleChoice is also the first in the country to offer a whole range of factory refurbished mobile phones. “Our refurbished phones are factory refurbished; they go through 40 checkpoints and then through the process four times”, explains Paul. “If any of those checkpoints don’t work, that part is replaced. Phones are also put into brand new cases, plastic is put over the screen, and then it is packaged in a box with all genuine accessories and sealed”. Factory refurbished phones through TeleChoice come with a 12-month warranty if brought outright and a 24-month warranty if they are purchased on a plan. That allows for deals like an iPhone 5c for $30 a month on a plan, designed especially for kids – with features preventing the child from using data and FRANCHISE BUYER • Vol.4 #1

calls outside of what is included in the plan. “We can chain a plan”, explains Paul. “If the plan has $500 worth of calls, once that is used up, the child can’t make more outgoing calls until next month”. The refurbishment plans aren’t just for the little ones. TeleChoice currently stocks iPhone 6s and the Samsung s7 and s7 Edge. All these phones are available on a plan for up to $15 cheaper than comparable plans with the same phone. Not to mention buying a phone outright from TeleChoice could save you up to $200. “One of the unique aspects of our business is that we don’t have to go out and chase customers, they come to us”, shares Paul. “We get price sensitive customers that want a better networking experience than they’re currently getting from their current provider”. But this doesn’t mean licensees don’t have to work hard to build up a customer base. “Smart licensees have the attitude: ‘I didn’t make the phone or sell the phone but, you’ve got a problem with it which means now it’s my problem because you’re my customer and I’m going to look after you.’” For Paul, TeleChoice is the perfect business for a techconscious person who loves learning, adapting and moving forward. “One of the exciting things about our business is that’s always changing. There’s always new models coming out and new features coming out. In twenty years, we’ve gone from a Motorola brick through to a phone that runs your whole lifestyle”. With virtual reality, already available on mobile phones, who knows what the future will hold in 5 years, let alone another 20.

Get More Info: www.telechoice.com.au/become-a-licensee | www.FranchiseBuyer.com.au

SafetyQuip building profitable businesses around the country Making workplaces safer is a big focus for many Australian businesses however, for SafetyQuip they’ve taken it to a whole other level. Providing the full scope of safety supply including safety equipment, workwear and safety footwear – plus all the hard to get stuff that others shy away from – is the mainstay of this brand. By Leona D’vaz

ounded as a home-based business in the early 90s by CEO Gary Shearer and his wife Joan, the business is now a national network of 13 franchises. Growth is on the agenda in 2017 and SafetyQuip are looking to expand their cohort of fully-trained franchisees who not only understand but, specialise in personal protective equipment & site safety. Bricks and mortar shops serve as one popular option for customers to explore the range and, a single fully-stocked Mercedes Sprinter sales van visits workplaces direct. This flexible, affordable business model helps franchisees start-up with a small stock depot – then expand onto the permanent trade shop within 12 months. Or, if you have the capability, you can develop your mobile and trade shop business simultaneously. Gary believes a significant part of the SafetyQuip longevity is the franchisees themselves. “I have to give credit where it’s due – to the dedicated, hard-working franchisees who are unsurpassed in their drive to deliver superior products and services to their FRANCHISE BUYER • Vol.4 #1

customers.” One of his former franchisee success stories, Patrick Carmody highlights that communication is a pivotal part of the brand’s strengths: “The franchisor is very accessible. In fact, telephone communication with the franchisor or his staff was almost daily. I also had access to a very functional intranet that provides forums for discussion on ranges of topics, a library of information 24/7 to run my business and open communication channels to the franchisor and all franchisees.” Patrick is a clear example of capitalising on the benefits a SafetyQuip franchise offers. In 2006, he purchased a SafetyQuip franchise and substantially grew the annual sales year on year. In 2014, he sold the business for a significant capital gain. “In my last financial year, we traded with over 600 account customers and had many additional counter sale transactions. This level of customer base reflects the opportunities out there. And there are plenty more.” | www.FranchiseBuyer.com.au

Finding a business that offers financial security with a family-friendly lifestyle might be easier than you think. I built the most successful SafetyQuip business. Call me and Iâ&#x20AC;&#x2122;ll tell you how.â&#x20AC;? Patrick Carmody 0415 768 034

Specialists in the supply of workplace health and safety products. Check us out at www.safetyquip.com.au.

Bringing Wood to Life with N-Hance Franchising N-Hance is a revolutionary, innovative, affordable flooring & cabinet renewal service that renews your wooden floors and wood cabinets with minimal dust and without the inconvenience normally associated with traditional refinishing and painting methods. By Glenn Walford and Leona D’vaz

ccording to CEO Mark Greenwood, in many cases, “the process can be completed in just one day! There’s no longer any reason to wait to renew that beautiful wood finish in your home.” Over time, wooden cabinets and floors can become damaged or faded but, with N-Hance, Mark says they can, “renew their life and luster at a fraction of the cost all without the hassle of replacing or having to experience the dust inconvenience and noxious odours that come with traditional wood refinishing processes and products.” N-Hance Technicians remove the dirt and grime build-up that makes wood look flat and lifeless over time. “The renewal process thoroughly cleans the surface, removes old coatings, repairs damaged areas with less mess and applies an elegant finish.” “Our wood refinishing is a proprietary system that involves little or no sanding – is non-toxic and has very little odor. We have a UV accelerator in our finishes so floors, cabinets & benchtops in your home will cure & dry with our exclusive ultraviolet (UV) Lightspeed® machine in hours instead of waiting three to five days.” Bringing the business to Australia has been an exciting venture. For Mark, the US franchisors passion, size of the franchise network, products and their chemistry, “was something we could relate to (with our existing franchise business) and we have the requisite technical experience in our team to manage this aspect, and know the Australian and New Zealand markets will replicate the growth and market acceptance of the US franchise system.” As an established and successful franchisor, with “the people and systems already in place”, Mark explains teething problems usually experienced by a new franchise system were reduced significantly. “Our existing Wet-seal business has been operating for 31 years and we have a proven track record in the franchise industry. On top of this, five of the Australian N-Hance team members undertook extensive training programs and specific specialised one-to-one training with N-Hance in the US,” – ensuring the best possible support and outcomes to franchisees. Mark believes passion and a self-starter attitude are the two main attributes of a successful franchisee, as well as FRANCHISE BUYER • Vol.4 #1

being a ‘people person.’ “This business is all about delivering a fantastic product, service and a willingness to understand the customer’s needs when assessing their job or project.” In the US, franchisees have bought additional territories; taking on more of a management role and employing staff to undertake the refinishing work. “They focus on working on the business (including sales) rather than directly in the business.” Mobile/van franchises are “great value for money” as they are not burdened with leases normally associated with retail or office space. Variety is also a key element, as every day is different. “I think the biggest buzz at the end of most days will be the customer’s reaction to the finished work – doing a rewarding job and getting paid for it – it does not get much better.”

For people interested in pursuing an N-Hance franchise: n Lodge an expression of interest with National Franchise Manager, Darren Leaney to start preliminary discussions and have initial questions answered. n Complete an application form n Fly to NSW Head Office (Coffs Harbour) to meet team, tour the premises – inc. training facility n Complete due diligence (inc. selecting a territory): disclosure documents, franchise agreements n Two-weeks training program n Start-up pack delivered (valued at approx. $35K), delivered and ready to fit out van (inc. branding); with two months’ product to get started n Work on local area marketing plan, then formalised marketing plan | www.FranchiseBuyer.com.au

New services to match changing times

Entrepreneurship has many definitions but, for Xpresso Mobile Cafés, the word means believing in yourself and the product or service you’re offering and experiencing joy when you see someone benefiting from your business. By Rachel Kurzyp

ith 40 new mobile cafés set to launch across the country, you don’t have to look hard to recognise this leading coffee brand’s values: two-way communication, high-end products and equipment and continued growth, to name a few. The reason why people consider franchising is “because they want something better for themselves”, says Xpresso Mobile Café Managing Director, Jonathan Payne. “They want the freedom of being in control of their destiny. Franchising provides a gateway into learning about business in a risk-free, proven and demonstrated environment and that’s what Xpresso offers”. Unlike other franchises, Xpresso Mobile Café is a private company allowing them to offer a value-driven business model. Each franchisees’ territory is large enough to open multiple businesses with minimal additional cost. “We support our franchisees to run their business as hard as they want”, explains Jonathan. “We also encourage and enable them to open their second business which will provide them with a passive income”. The whole premise behind this business model is entrepreneurship, explains Jonathan. “We truly want our franchisees to be successful. We don’t want them selling a $5.00 coffee that costs $4.60 to make”. Having the right business and right franchise system can allow you to have the lifestyle you want explains Jonathan. “Entrepreneurship is a way of life, meaning it ties into your lifestyle. People don’t normally drink coffee at 4 pm in the afternoon. So, you can be home early to spend time with your kids”. This is a key lifestyle factor for typical Xpresso Mobile FRANCHISE BUYER • Vol.4 #1

Café franchisees, who often have families waiting for them at home. Increasingly, there are places where you can buy a cheaper coffee from a vending or self-service machine but “at the end of the day, people want to deal with other people”, says Jonathan. “The reason why people buy a coffee from our vans is because they can get out of their office and talk to our vendors about the weather or football”. While advanced technologies and robotics might have a place in some industries, Jonathan doesn’t believe it has a place in hospitality. “We look to recruit people with a little bit of personality”, says Jonathan. “Because we know that a successful franchisee must not only have tenacity and drive but a personality as well”. | www.FranchiseBuyer.com.au

How to run a value driven business

Most Aussies think Chem-dry is the company you call when you spill wine on your expensive rug or want to give your rental property carpet a spring clean. But the world’s largest carpet and upholstery cleaning franchise can clean and restore so many more surfaces in their client’s home and business.. By Rachel Kurzyp

ince 1986 Chem-dry has been known for using its unique, hit-carbonated water extraction method, combined with best in class products and services to clean one of the most used features in any building - carpet. “Most people think we just do carpet cleaning but we’re a much bigger business than that. We have a large range of services our franchisees can offer”, says Chem-Dry CEO Alan Biddle. To ensure the franchise brand remains relevant and profitable, it has expanded its services to include tile stone cleaning, granite bench top restoration, rug cleaning and stain removal, and pet urine treatment. “Not many carpet cleaners are able to do pet urine treatment”, says Alan. “We’ve got a very big R & D office in Newcastle which has allowed us to develop these types of products”. Chem-dry’s clients are also as diverse as its services. “While our bread and butter is residential homeowners, we also work with large corporate clients like national shopping centres and we specialise in supporting the rental property market, like real estate agents”, explains Alan. A Chem-dry franchise partner is able to choose which types of clients they prefer to work with and complete 3-4 jobs on average a day. “Generally their day would be split into two jobs in the morning and two jobs in the afternoon, with each job taking around 90-minutes”, says Alan. “Our average return across the franchise network is $200 per job”. With no previous experience required and comprehensive classroom and hands-on training provided, anyone can become a Chem-dry franchisee partner. “We have franchise partners well into their 70s who are still wanting to drive and build their business”, says Alan. “Many of our current franchise partners are middle-aged and looking to build their FRANCHISE BUYER • Vol.4 #1

business and then sell it to fund their retirement. But, recently we are starting to see younger, more entrepreneurial business owners in their mid-30s who are interested in scaling their business”. This is probably due to the brand’s business model which is easy to run and manage. This, in turn, makes it easy for entrepreneurially-minded people to scale and replicate their first business. . | www.FranchiseBuyer.com.au

Want to make a clean break? Build your future with Chem-Dry Chem-Dry is the world’s largest carpet cleaning franchise, and has been helping Australian’s realise their dream of business ownership since 1986.

Franchises available in all capital cities & regional centres

Our unique, hot-carbonated water extraction method, combined with best inclass products and services, and unparalleled training and support, make it impossible to find a better cleaning franchise opportunity. No experience is necessary, as Chem-Dry provide comprehensive training on all aspects of the business. Our on-going marketing and operational support will ensure that you are able to enjoy the flexibility and lifestyle benefits that owning your own successful business can provide.

1800 243 637 chemdry.com.au

If you’re ready to make a clean break with your own Chem-Dry franchise, simply fill out the information form on our website, or call our franchise business info line on 1800 243 637.

Say Hello to the Future of Domino’s Innovation

Dominos is taking its first step into Artificial Intelligence, launching a virtual, voice-activated assistant, a first for the Australian retail industry. By Dominos

RU Assist will help customers place their favourite order faster, find out what’s new, and get a great deal, while also adding personality to the online ordering process. Dominos launched DRU Assist at the Company’s Abacus Tech event series, along with other innovations to make customers’ ordering experiences easier. Domino’s Group CEO and Managing Director, Don Meij, said he was excited the Company was launching technology that would lead the Quick Service Restaurant (QSR) industry. “DRU Assist is the first ever virtual assistant available to help customers place their orders online in the Australian QSR industry”, says Don. Available on desktop and within the Domino’s app, DRU Assist is the latest addition to the DRU (Domino’s Robotic Unit) platform, and is launching as a public beta as of the first of March. “Domino’s customers will be able to ask DRU Assist either via text on the web or voice recognition in the app to order their favourite pizzas and make customisations”, says Don. “DRU Assist is on hand to help our customers streamline their ordering process with efficient and helpful service with a side of personality. DRU Assist will continue to learn and improve recognition skills from every customer experience”. With a natural language voice engine powered by industry leader Nuance, DRU Assist can chat to Domino’s customers with his usual cheeky, fun personality and recognise customer’s orders verbally in the app. The launch of DRU Assist marks Domino’s transition to ‘AI-first’ technologies and one of the largest public betas in the country. “As of this year, Domino’s as a Company will move from a ‘MobileFirst’ mindset to AI-First technology”, says Don. FRANCHISE BUYER • Vol.4 #1

“DRU Assist, and AI, will become the leading future platform for ordering, management, marketing and delivery as part of the DRU Platform, a machine learning and AI ecosystem. Domino’s plans to work with third party partners to integrate the DRU Assist platform into other devices and channels, including smart home devices – this is the way of the future”. The company has also announced plans to launch Domino’s Anywhere later this year, which will allow customers to drop a location pin using GPS locators, for stores to deliver to parks, beaches and other locations without specific street addresses. “With Domino’s Anywhere, they will be able to order their piping hot pizza directly to their picnic blanket or beach towel”, says Don. “We know that pizza is a social sharing meal and many of our customers want to enjoy it on a day out with the family, and not be limited to a house or office. The continued testing and expansion of our autonomous delivery systems demonstrates that Domino’s is committed to providing innovative, safer delivery systems across our network”. | www.FranchiseBuyer.com.au

Fifo Capital knows how to back business success To provide business finance fast, you must know how to cut through the red tape and deliver results. Fifo Capital is using its fuss-free, straight-forward model coupled with business finance expertise to deliver more than purpose-fit funding for its clients. It’s supporting franchisees to launch their business; guaranteeing success within the first six months. By Rachel Kurzyp

n 2016, Fifo Capital lent over $230 million dollars to small businesses across Australia, making it the leader in finance lending. “Despite all the online peer-to-peer lending sites that have recently popped up, we’re different”, says Fifo Capital Managing Director, Neil McMillan. “We still uphold the traditional face-to-face relationship model. We go out and meet our clients, we understand their issues and we get money to them fast”. If you’ve been considering putting your communication skills and business confidence to good use but aren’t sure if this is the right business for you, now is your chance to test the waters. “We’re offering our franchisees a business guarantee”, explains Neil. “Our franchisees will receive a minimum of $300,000 in business turnover within the first six months of their business. And if they are unable to meet the business targets then we will give them half their franchise fee back”. Fifo Capital is confident new franchisees will succeed due to the company’s intensive six-month support program. “We’re training franchisees to run a successful business finance company”, says Neil. “Every franchisee is assigned a Support Manager who walks them through everything and franchisees have access to our Credit Help Desk which can assist them with day-to-day finance decisions”. This combined with a one-week face-to-face business training at the company’s school in Melbourne and a month-long marketing and business coaching training program conducted online, ensures every franchisee is given the skills and knowledge they need to launch a profitable business. If working from home, having no overheads, no staff management, no fixed hours and a regular income aren’t enough, Fifo Capital is about to launch a new and exciting method of FRANCHISE BUYER • Vol.4 #1

Neil MicmIllan, MD Fifo Capital

business finance in May. “It’s a model that has taken off massively in the United Kingdom and has revolutionised the business lending field”, says Neil. “Fifo Capital is about to pioneer this new concept in Australia and it’s going to flip business lending on its head”. If you’re interested in attending an information session about this innovative finance model or want to discuss franchise options, contact Neil and the team on info@fifocapital. com.au. | www.FranchiseBuyer.com.au

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Why you need to keep your eyes on the coffee

The hospitality industry is growing and Espresso Bar, Stellarossa, is continuing to grow with it. By Rachel Kurzyp

he hospitality sector in Australia is very strong. Aussie’s won’t stop eating out no matter the economic climate. “They’d rather give up something else and maintain their lifestyle”, says Stellarossa CEO, Darren Schultz. “Well-priced and placed cafes and restaurants are still surviving and growing. Stellarossa grew by 25% and opened 10 new stores in the last three months of 2016 alone”. Darren says running his own business is exciting. “I have to adapt and move to suit market trends so I can keep Stellarossa growing”. Whilst there is and will be technology that will change the hospitality sector like UberEATS or Deliveroo, people will still choose to go to cafes and restaurants to eat. “The hospitality industry can’t be outsourced – like we’re seeing with the retail sector”, says Darren. “The food industry is all about experiences and it’s hard to buy experiences online”. They key is to not let changes in the sector distract you from your focus which, in Stellarossa’s case, is giving their customers a memorable coffee experience each time. “There are a lot of brands out there that call themselves a coffee shop or coffee brand but their FRANCHISE BUYER • Vol.4 #1

focus isn’t really on the product”, explains Darren. Most of Stellarossa franchisees had a dream to work in the food industry explains Darren. “It starts off with a passion for coffee and then morphs into something more solid”. The coffee brand provides its franchisees with a turn-key business. This includes everything from detailed operations manuals, point of sale terminal, uniform package and full shop fit out together with ongoing marketing research and product development. “We help our franchisees overcome their four biggest challenges when starting and growing their own business: securing finance, paying annual fees, maintaining high standards and attracting customers”, says Darren. And unlike other franchises, Stellarossa has packaged up their fees to make them more accessible to franchisees who are just starting out. “We keep our entry price realistic and our ongoing fees low”, explains Darren. “Only 4.75 % of their gross turnover is our total fees, ($350 a week for the first $10,000, and then 6% of anything thereafter) which are very attractive for incoming franchisees as our competitors’ have fees of around 9 to 11%”. | www.FranchiseBuyer.com.au

Finally, a Cafe Franchise with realistic entry costs and low Franchise Fees! Turn the key and open your new cafe business with us... darren@stellarossa.com.au t www.stellarossa.com.au t facebook.com/stellarossacoffee

franchises available

07 3106 5810

The perfect business for the modern entrepreneur Vintage letters is listening, learning and adapting. Everything a business with a bright future should be doing. By Rachel Kurzyp

ince Vintage Letters & Co husband and wife team, Chris and Mel Ward, started their event business in 2015, it has gone from an idea to a side hustle and now a full-scale business. “We started making a profit after six months”, says Vintage Letters & Co co-founder Chis Ward. “Over the last few years we have learnt so much about what the market wants, how to advertise, where to advertise and we’re getting smarter with where to spend our money and getting a return”. Originally advertising in national wedding magazines, Chris realised it was great for brand awareness but, they weren’t seeing much return. “We found we could spend a fraction of the cost on social media advertising or, doing a local exhibition or wedding day and we’d generate 10 times more leads and 10 times more bookings”. The Perth-based couple even improved their sales techniques and as a result, their average booking has gone from $264 to $380. “Everything we are learning we will pass onto our franchisees – so they know how to get the sale and they know how to upsell”, says Chris. Early on, they decided – strategically – to have more illuminated letter options and variety (different sizes, colours and fonts) than anyone else on the market. This allowed Chris and Mel to determine what their customers want and in turn, provide their franchisees with the most profitable designs. “Our customers love our metre-high white and vintage series”, explains Chris. “Now we can supply the inventory that is responsible for 92% of the income”. FRANCHISE BUYER • Vol.4 #1

High-quality service and putting people first sets Vintage Letters & Co apart for its competitors. “Having relationships with your customers and venues is key”, says Chris. When people are booking their weddings, “venues are telling them to speak to us about lights”. “We take the time to call them back and make sure everything is OK”. Vintage Letters & Co is growing steadily and currently looking for a franchisee for each state and territory. “One of the benefits of a hire company is you buy the stock initially. Then, you don’t need to buy it again”, explains Chris. Like many modern businesses, Chris and Mel work from home and their van acts as both warehouse for their stock and shop front when they meet their customers on the road. “We have inhouse funding available for people who want to grow an event business around their lifestyle: just like we have done”, says Chris. | www.FranchiseBuyer.com.au

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How to use technology to increase business efficiency GroutPro is using smart technology to allow its business to evolve. Delena Farmer explains what technology they are using and why. By Rachel Kurzyp

ile and grout cleaning specialist, GroutPro, is using technology to extract the maximum value out of every lead it generates, explains National Franchise Manager Delena Farmer. “When customers phone us, the lead is entered in our system and they get an SMS saying, ‘Thank you for your enquiry, we’re looking for the closest specialist to you. We will be in touch shortly’. Once a franchisee accepts the job, they get another email saying, ‘Your job has been allocated to X person and they will be calling you shortly’. Updating the customer at every step of their journey is crucial for engagement and retention. “We don’t want them to have no communication from us and then think we aren’t interested in their business and go to one of our competitors”, says Delena. Another benefit of the system, is that it allows franchisees to either accept or decline a job once it has been allocated to them. If they decline the job, then it will be passed onto the next suitable franchisee so no time is lost. As a part of GroutPro’s business model, they offer free quotes to their customers, meaning they need to ensure their business systems help franchisee efficiency. Developing their own GroutPro App allows franchisee’s to easily quote for multiple jobs – ensuring they have ongoing paid work. “When franchisees are at a customer’s house they are able to enter information directly into the quote template on the app”, says Delena. “They can also take photos to help them prepare for the job. But, the key element of the app is it allows franchisees to email the quote directly to the customer – while they are standing in their home”. Franchisees can even show the customer the quote on their tablet and have them sign off on the job right then and there, “increasing conversion rates considerably” says Delena. FRANCHISE BUYER • Vol.4 #1

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As Australia’s biggest tile and grout brand, another clever use of technology is GroutPro’s online portal which houses technical information specifically for franchisees. “All our manuals are online so franchisees can view them on their tablet on the job”, says Delena. “We even have a closed forum where franchisees can ask questions and get real-time advice, like what products to use and which ones work better in different circumstances”. With more enquiries than franchisees, GroutPro is looking for people in Sydney, Brisbane and Melbourne who want to start a business for themselves. “With GroutPro they can rely on good technology, great systems and ongoing support”, says Delena. | www.FranchiseBuyer.com.au

Wake up and smell the coffee

Lava Coffee is an Australian owned Specialty Coffee Franchise with a focus on high-quality espresso coffee served in non-traditional locations. By Rachel Kurzyp

efore merging to become Lava Coffee in January 2016, the team operated the highly successful Cafe2U mobile coffee business which included more than 250 franchisees worldwide. “We have a very experienced management team”, says Lava Coffee Director of Franchise Development, John Stanton. “We currently have seven franchises and are looking to grow our network in Queensland and NSW”. Lava Coffee offers franchise opportunities based on a tried and tested foundation of proven product, processes and systems for a smooth operation. “Our model ensures our franchise partners and their employees can always make a great cup of coffee every single time”, says John. “We have a low complexity food offering so the franchise partners aren’t tied down with cooking or needing a chef ”, explains John. “It’s more a grab and go, convenience food offering”. However, Lava coffee only stocks “on-trend” food like healthy sandwiches, wraps and salads and is constantly changing and adapting its menu to suit their customers’ taste. “All our franchise partners will come to our Sydney head office for a one-week training program”, says John. “Then during their first two weeks of having their doors open, they will have full-time staff on the ground with them, to ensure everything goes smoothly. We are there to help them put their training into practice and get off to a good start”. Lave Coffee franchise partners are visited quarterly by the brand’s business partners who provide advice on POS Marketing, store cleanliness and customer service FRANCHISE BUYER • Vol.4 #1

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– including specialist coffee trainers who provide specific barista advice. The intense training, follow up support and low-complexity food offering means that franchise partners don’t need to be foodies or coffee connoisseurs. “For us, it’s about an individual’s attitude”, explains John. “We want people who are willing to follow a proven and successful system. But most importantly they have to like dealing with people. Hospitality is a competitive industry so every coffee needs to be perfect and every interaction needs to be enjoyable”. With the choice of a coffee cart or a bricks and mortar store, Lava Coffee offers franchisees the opportunity to be their own boss for an average turnkey investment of under $150,000. “We help our franchisees enter the market at an attractive price”, says John. “The ongoing costs are very reasonable because we have a fixed franchise fee structure. This means the more successful our franchisees become, the more profit they can keep”. | www.FranchiseBuyer.com.au

The Goals of Entrepreneurship

Under the direction of Brad Sugars, ActionCOACH – the world’s number one business coaching firm, now has more than 1,000 offices in 50 countries. This founder knows how to grow a profitable venture and shares his insights on how ActionCOACH can help you do it too. By Brad Sugars

f you choose to be a franchisor, understand that you are now in the business of business. If you built a donut franchise, you really aren’t in the donut business—you are in the franchise business. You won’t be building a better donut, because that part is already done for you via your franchise contract. Your ultimate goal is to run a successful franchise until you have great ROI and the business can basically run without you. Try a home-based business to start with. Home or mobile based businesses tend to be on the rise because they don’t require a lot of startup costs, like restaurants or lodging. Mobile cleaning franchises, business services franchises, and food trucks are all trending in 2017, and likely due to the little or no build-out costs. I often advise people to not choose a franchise in an industry that is near and dear to their hearts. Just because you like animals, doesn’t mean you would be a good owner of a dog-grooming business. And just because you are good at styling hair, doesn’t mean you would make a great owner of a hair salon. As long as you keep in mind that you are in the business of business when investing in a franchise, you are likely to be very successful as an entrepreneur. Research, research and research! Leave no stone unturned when considering a franchise to buy. FRANCHISE BUYER • Vol.4 #1

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And, for goodness sake, share your knowledge with your family, friends, and other significant people in your life. You want to be well armed with information so that it doesn’t appear to your spouse or others that you are entering into business ownership with a clear head, and that you know what you are up against. Also, buying and owning a business impacts your relationships. Make sure that loved ones feel included and excited in the new business. Get help from a business coach. With business services franchises increasing in number year after year, the trend is clear: Successful businesses will all have at least three significant service providers: A solicitor, an accountant, and a business coach. | www.FranchiseBuyer.com.au

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What was old is now fresh again Classic food pairings are classic for a reason. Once the Kombucha and Matcha trends fade, customers will be still be pairing their full-bodied coffee with a warm, oozy chocolate muffin or a flaky, buttery croissant. CXpresso might be one of the newest bakery cafés on the market but it knows what their customers want. By Rachel Kurzyp

he hospitality sector is ever-changing: “What was old is now fresh again”, says National Operations Manager, Steve Andrew. CXpresso, whose sister brand Croissant Express is loved by all those in Western Australia, has taken what it’s learnt over the last 30 years to ensure business owners can focus on what’s important: customers and creativity. “For us, it’s about continually changing, creating and developing the menu with the help of our franchisees”. CXpresso encourages ongoing collaboration between the franchisor and franchisees. “We want people who aren’t afraid to come forward with new ideas”. The franchise model is ideal for highly motivated foodies with a hands-on knowledge of the financial components needed to run a business. “We support all of our franchisees to run a successful business but we find those that have a good understanding of stock control, labour and food cost really benefit”, says Steve. Another plus is that the labour component of the business is minimal because CXpresso has focused on their menu. “You only need two pieces of equipment to produce 90% of the pastries, sandwiches and salads you see available in our stores”, says Steve. A desire to be a leader and grow a team is important too. “Franchisees need to hire their own people but we assist in the training and developing of specific business roles like baristas”, explains Steve. Steve believes CXpresso is a great start up business for people. “Unlike other brands where the entry is $700,000 to $1 million, for a low-cost investment of $350,000 and our franchisees receive everything they need to run a successful bakery café without any FRANCHISE BUYER • Vol.4 #1

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hidden fees or charges”. If you’re keen to ditch your day job and use your love of coffee, food and business to build your own business, then this franchise might be for you. Key benefits of becoming a CXpresso franchisee: • A brand new CXpresso store • Choose a territory close to home including prime locations in rapidly growing areas • Four-weeks comprehensive brand and operations training in a local store • Ongoing marketing support • Minimal physical labour • Chance to grow and manage a team • Opportunity to collaborate creatively with head office and other franchisees every quarter | www.FranchiseBuyer.com.au

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Freight Expert InXpress is supporting businesses to succeed

InXpress International Freight Consultant, Bev Taylor, has been building her business over the last three years. She doesn’t describe her career as anything “spectacular”; but those who meet her would disagree. By Rachel Kurzyp

ev Taylor used to be a Telesales Team Leader in the United Kingdom, an Account and Service Manager in Australia and even spent a few years as an Officer Manager for a small charity. “I think that’s what’s helped me to get a really good understanding generically of running a business”, says Bev. “This knowledge has really helped me when starting my own small business”. Door knocking and going to see customers at their office are Bev’s two main business activities, “both of which are needed to grow a business”, Bev says. “A quarter of my day is doing customer proposals and fielding queries as a part of the account management side. And about 10% of my day is spent on business areas such as financials”. Like many franchisees, Bev took over a year to decide which franchise was right for her; because she’s not a “risk taker and didn’t want to lose all her savings”. But, after learning about the success of franchising overall, she decided to buy an InXpress franchise due to the brand’s “proven track model and residual income”. To ensure success, she looked to others for guidance. “I’m very lucky I’ve got two mentors within InXpress and I’ve secured them through my own doings like making sure I go out and build relationships”, says Bev. Despite working in a few male dominated areas, Bev has been nominated for two awards: NSW Woman of the Year and NSW Single Unit Franchise of the year. “Bev has been able to build her business with little or no contacts; it’s a pretty amazing success story”, says InXpress General Manager Australia, Glen McKay. It’s because of franchise owners like Bev that InXpress is able to position itself as a truly national franchise and grow 40% year-on-year. “We’re looking FRANCHISE BUYER • Vol.4 #1

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to bring on 12-15 more franchisees in 2017 across the capital cities, as well as secondary cities like Geelong and Wollongong”, explains Glen. “The Asia Pacific is the fast growing region with InXpress. In the United States and the United Kingdom, they already have similar freight models but no one in Australia has ever seen our type of model before”. What makes InXpress so unique is that the target market is small businesses. “The big freight companies target brands like Apple but, that’s not us”, explains Glen. “We focus on small to medium enterprises and give them the personalised service they won’t get from brands like DHL”. Whether it’s a franchisee or small business, InXpress is helping business owners succeed. | www.FranchiseBuyer.com.au

InXpress delivers customers with international and national freight advantages to gain a competitive edge. As an authorised sales partner for world class carrier DHL and domestic partner for TNT, Startrack and Toll, InXpress offers customers a complete suite of courier and freight solutions which deliver outstanding value and savings. This coupled with local personalised services from local InXpress franchise owners, makes InXpress the clear choice for leading import and export business customers.

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Love what you do

It’s true what they say, you can build a global, successful business doing what you love. Luv4 Marketing Managing Director and CEO, Chris Cooke explains how he did it. By Rachel Kurzyp

he name “Luv4” was born out of Chris Cooke’s love of marketing. This global marketing company, understood early on that people follow communities, as opposed to businesses. Now, a presence in seven countries with more than 60 franchisees is positioning the brand “ [we are] set to deliver first class training and systems to hundreds of ambitious marketers, who in turn will deliver results to thousands of businesses around the world”, says Chris. Having spent the early years focusing on search engine optimisation, lead generation and pay-per-click services, the business moved with the times to become high-level specialists of social media. “How can any business owner believe they can ignore the power of today’s social media?” says Chris. The truth is they can’t. But that doesn’t mean businesses aren’t unsure of how best to use it. Chris believes Luv4 Marketing is the answer to this FRANCHISE BUYER • Vol.4 #1

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problem. “Our team’s in-depth knowledge of digital marketing and social media enable us to deliver the very best services, coaching and strategy for our customers”, says Chris. So how can you get involved in one of the fastest growing industries on the planet? “We’re primarily looking for sales and marketing people who want to use our services to help businesses develop and grow”, explains Chris. “Our franchise is ideal for individuals and couples as well as being a great bolt on business for businesses with the need to offer training solutions to their clients”. Franchisees can expect a diverse work schedule that is designed to fit around and support their busy lifestyle. “Our franchisees deliver seminars and workshops both face-to-face and passively via our online system where they educate business owners of all sizes on digital marketing strategies”, says Chris. “They also run Marketing workshops bi-weekly, provide one-on-one services, and host one-day marketing events with our strategic partners”. Unlike other marketing franchises, Luv4 Marketing offers “ready-built training programs our franchisees sell”, explains Chris. “They don’t have to worry about any program developments or changes – as we keep the entire programs updated. We guarantee our products and leads for our franchisees”. Due to the scalable nature of Luv4 Marketing’s products and systems, the brand is looking to grow their network in new locations globally. So, if you want to love what you do, now is your chance. What You Get • First Class Training • Proven Systems • On-Going Support • Continuous Learning • High Income Potential • Multiple Income Streams • In Demand Sector • Affiliate Network. | www.FranchiseBuyer.com.au

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Australians love their furniture The Australian furnishing industry is a major contributor to the national economy, contributing $25 billion annually to the Australian economy. The average Australian household has at least 10 pieces of upholstered furniture and with over nine million homes in Australia, Mobile Upholstery Repairs’ pool of potential customers isn’t going to stop growing. By Rachel Kurzyp

urniture is often the most used feature of any Australian home and this frequent use can very easily lead to fast deterioration or accidental damage. Cuts, tears, stains and fading are all common problems that can affect all furniture – from expensive designer lounge sets to a comfortable and basic recliner. This means consumers are faced with a choice: replace, or repair? Replacing furniture might be appealing, but for many Australian’s it is simply not practical. “There’s only a handful of businesses across Australia that offer a similar service to us; but none of them can go to a customer’s home and repair anything that’s wrong with their lounge – a leather or frame repair and a broken spring”, explains Mobile Upholstery Repairs CEO, Mark Watkins. “Our fully mobile unit ensures we’re the only person a customer needs to call”. Since 2009, Mobile Upholstery Repairs has been carving a unique space for itself within the Australian market. “Our careful and deliberate engagement and nurturing of major commercial furniture retail chains, along with our base of private client work, means we’ve been able to grow a robust business model”, says Mark. FRANCHISE BUYER • Vol.4 #1

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From an investment of $55,000+gst, franchisees are provided with a key territory and a van fit-out including racking, materials and products. “We fitout your van to make it as accessible as possible”, says Mark. “All the tools are compact so, it’s easy to carry and there’s no chance of oil spillage in a customer’s home”. Mobile Upholstery Repairs is committed to helping its franchisees succeed. That’s why franchisees receive two-weeks training in a variety of furniture repairs and restorations allowing them to service more clients, fast. “Our onsite training ensures franchisees learn everything they need to know to repair a lounge – what to do and what not to do”, says Mark. “And our leather and upholstery and mechanical hotlines are available 24/7”. With Australia’s love of furniture set to rise, buying a Mobile Upholstery Repairs franchise is a unique opportunity to become a part of Australia’s first mobile upholstery repairer. “We’re currently looking for interested franchisees based in north Queensland, but we’re open to being contacted by anyone across Australia”, says Mark. | www.FranchiseBuyer.com.au

8,/'>$> 86,1(66>$1'> 285> 8785(> ,7+> 6 With advances in adhesives, material and fabric technologies, repairing everything from couches to car seats and everything in-between, Mobile Upholstery Repairs is a business model on the move with low overheads and flexible hours, full training and ongoing support provided.

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You’re only as good as your staff Sleepy’s is the ‘go-to’ expert in bedding in Australia – a position they hold due to the time and care they put into finding and training the right people. By Rachel Kurzyp

ach of Sleepy’s franchisee’s go through a vigorous recruitment process. “We use the Greg Nathan Profiler”, shares Sleepy’s National Franchise Manager, Guy Elliott. “The first step is ‘who, what, why’ information gathering. The second step is more in-depth questions around experience, personality and values. And the third step is the interview”. Sleepy’s uses this information to guide discussions with the franchisee and address any obvious conflicts and “minimise the risk of failure”. Sleepy’s franchise model is unique in that it delivers solid results but also allows franchisees to innovate. “Our most successful franchisees are very entrepreneurial as they are always thinking of different ways to drive the business through clever marketing campaigns and empowering their staff ”, says Guy. “They also have a defined business plan and are prepared to make changes as the environment around them evolves”. Sleepy’s spends a lot of time in the initial training process on two key things to ensure franchise partners achieve solid results: sales ability and product knowledge. Guy explains. “Can the person walk a customer through their bedding needs and then get to the point in the discussion where all the buying signals are right and close the sale? And secondly, can they do a needs analysis and then be able to show the customer three or four beds that address their problems? Sales ability and great product knowledge are the two essential skills needed in the sales process”. This people-first approach to business may be the reason behind Sleepy’s continual growth. Since 2012, the brand has grown 7% per annum and, today, FRANCHISE BUYER • Vol.4 #1

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franchisees average revenue is $1.3million. Why should you become a part of Sleepy’s? Now more than ever, people understand that a good night’s sleep is essential for their health. • Proven business model – all products, marketing and operational policies are trialled in head office stores before franchise stores • Smaller shop floor sizes = lower fit out costs • Less staff – the business can run with you and just two other floor staff so you can focus on sales • Lower stock holdings – our smaller store formats require less holding stock with a showroom holding around 40-50 beds.

| www.FranchiseBuyer.com.au

AVERAGE FRANCHISEE CURRENT ANNUAL SALES + $1.3M

AVERAGE CURRENT YEAR GP$ GROWTH + 15%

AVERAGE LIKE FOR LIKE SALES GROWTH + 7%

NATIONAL NETWORK 23 LOCATIONS

C R E AT I N G YO U R OW N O P P O R T U N I T I E S

It would be safe to say that most Sleepy’s franchisees started out with an idea of a business for themselves and decided to further investigate franchising. Apart from your time it costs nothing to begin the journey with an initial phone call or email to get the ball rolling. The Sleepy’s team is there to help you decide and will be happy to discuss all of the aspects of a Sleepy’s opportunity. Sleepy’s is the only mattress retailer with a range tested and endorsed by the Chiropractors’ Association of Australia. We believe in our service and range so much, we support our mattress sales with a 60 night Comfort Exchange Guarantee. Sleepy’s currently operates 23 locations in Australia and is seeking interest from people who are passionate about their personal success. If you are interested in talking over a Sleepy’s franchise opportunity further, please contact Guy Elliott, National Franchise Manager on (07) 3895 4100 or 0434 254 154 or email franchising@sleepys.com.au

Servicing a niche market has its benefits Tile Rescue Founder, Bill Hyde often gets asked: “what is the demand like for your services?” The answer is, of course, “steady and continuing to grow”. By Rachel Kurzyp

“C

ompared to carpet cleaning, tile restoration and cleaning is a young service”, says Bill Hyde. However, as more people learn about the service, demand is increasing. For the last 25 years, Tile Rescue, Australia’s leading Tile, Grout Cleaning and Maintenance Group, have been showing their customers that restoring leaking showers and balconies to cleaning and repairing tiles and grout sealing, can be a pain free experience. “We were the first to offer this service”, explains Bill. “Tile Rescue franchisees are coming into a business with an established background and experience in innovation”. There are tiles in nearly every building across Australia – reflecting a high demand from residential customers like property managers and commercial customers, including facility managers in hospitals and retirement villages. Bill and the Tile Rescue team are dedicated to their franchisees. “We don’t just want them to technically be the best at what they do, we want them to be the best they can be at running their business too”, says Bill. “We believe the role of a franchisor is to take someone who has never run a business before and guide them through that business background”. Tile Rescue provides its franchisees with a complete start-up package, all they need is their own vehicle, explains Bill. “Compared to our competitors, all the equipment we supply is brand and trade recognised and our materials are of premium quality. We also have a unique marketing system and industry recognised field support”. FRANCHISE BUYER • Vol.4 #1

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Quoting and invoicing, some of the most timeconsuming aspects of running a business are managed by Tile Rescue’s custom made cloud-based system. “Each franchisee has access to our rescue hub where they can complete a quote, then after they complete the job, they can turn the quote into an invoice, which is then reconciled”. With technical innovations like this, it’s no wonder when Tile Rescue franchisees are polled about their business “highly satisfied” is the answer. No matter the economic climate, Tile Rescue has continued to grow year-on-year. “This shows you the need for the service we provide as an alternative to spending money on a say, a new bathroom”, says Bill. “The average growth income for our franchisees is $148,000* with some franchisees earning up to $200,000*”. *Figures based on PNLs that have been supplied to Tile Rescue by franchisees. | www.FranchiseBuyer.com.au

Custom Photography On-Location for Your Brand

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For more info, scan the QR code or go to www.FranchiseBuyer.com.au and type in your selected Business Id Whilst all care is taken to present correct information, please refer to the most current website listing and/or contact the broker.

WESTERN AUSTRALIA

Roll’d

Cockburn Gateway, WA BUSINESS ID: 3523333 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 08 9468 5131

Muzz Buzz Drive-Thru

Butler, WA

$380,000+gst (pending final fit out costs) BUSINESS ID: 3539582 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 08 9468 5131

Auto Masters Geraldton, WA

$3750,000+ gst (plus $10,000 stock)

35093673 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 08 9468 5130 BUSINESS ID:

The Coffee Club

Perth Northern Suburbs

$475,000 (Under Contract)

BUSINESS ID: 3274677 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 08 9468 5130

Chicken Treat South Guildford

$400,000 - $500,000 including fees

2992803 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 08 9468 5130 BUSINESS ID:

Massage Club Bunbury, WA

$200,000-$350,000 (varies on size of clinic etc) 3333043 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 08 9468 5131 BUSINESS ID:

QUEENSLAND Newey’s Dry Thru Cleaners

Java Juice with Muzz Buzz Express Mobile Caravan

Coming Soon – Register Your Interest

$315,000

Perth, WA

Broadbeach, QLD BUSINESS ID: 3535136 www.FranchiseBuyer.com.au BROKER: Rob Yette PHONE: 0408 001 525

$100,000 + $13,000 for new generator 3525061 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 08 9468 5131 BUSINESS ID:

Newey’s Dry Thru Cleaners

Java Juice with Muzz Buzz Express Bunbury, WA

Southport, QLD Coming Soon – Register Your Interest

3508869 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 08 9468 5131

Broadbeach, QLD BUSINESS ID: 3534556 www.FranchiseBuyer.com.au BROKER: Rob Yette PHONE: 0408 001 525

$200,000 - $250,000 (depends on final fit out costs)

$470,000

BUSINESS ID:

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Hypoxi Body Boutique

Mad Mex

$199,000+ sav

$450,000-$650,000

Charlestown, NSW

Mackay, QLD

3534606 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287

3527665 www.FranchiseBuyer.com.au BROKER: Dionne Mauric PHONE: 0415 543 469

BUSINESS ID:

Anytime Fitness

Right at Home

$1.349m+ sav

$ POA

Northern Beach, Sydney, NSW

Springfield, QLD

3444026 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

3517849 www.FranchiseBuyer.com.au BROKER: Dionne Mauric PHONE: 0415 543 469

BUSINESS ID:

Australian Sport’s Nutrition

Bulky Goods Retailer

$199,000+sav

$170,000+sav

Central Coast, NSW

Toowoomba, QLD

3519095 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287

3539854 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587

BUSINESS ID:

Worldwide Printing Solutions

SafetyQuip

$549,000 neg +sav

$180,000+ working capital

Sydney South, NSW

Brisbane CBD, QLD

3444089 www.FranchiseBuyer.com.au BROKER: John McSweyn PHONE: 0400 440 440

3524216 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Brisbane North PHONE: 0468 460 380

BUSINESS ID:

VICTORIA

NEW SOUTH WALES

Hudson’s Coffee

Integrity New Homes

Melbourne, Queen Street, VIC

$66,000

3197586 www.FranchiseBuyer.com.au BROKER: Jeff Kilpatrick PHONE: 0418 109 923

$230,000 - $250,000

Grafton, NSW

BUSINESS ID:

3504520 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

Take-Away Pizza Franchise

Integrity New Homes Port Macquarie, NSW

Geelong, VIC Melbourne, Queen Street, VIC

3532357 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587

3539552 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 0409 686 292

$180,000

$66,000

BUSINESS ID:

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CLASSIFIEDS

CLASSIFIEDS A selection of listings from www.FranchiseBuyer.com.au

For more info, scan the QR code or go to www.FranchiseBuyer.com.au and type in your selected Business Id

Western Australia Red Rooster

Wild Cards & Gifts

Busselton, WA Perth, Eastern Suburbs

Morley, WA

$150,000 plus stock ($80,000)

$925,900

3542384 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3306265 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Weeding Women

The Coffee Club

Leederville, WA

$95,000 +gst

Perth Northern Suburbs, WA

$475,000 + stock

3542376 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3274677 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Sub Sandwich Franchise

Zambrero

Perth Airport, WA

$99,000 +sav

Perth, key Northern Location

$538,888 + stock

3542374 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3410963 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Accuracy Statement: Whilst all care is taken to reproduce this information, please contact the listing owner for the most current information on listings. FRANCHISE BUYER â&#x20AC;¢ Vol.4 #1

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CLASSIFIEDS

Western Australia

For more info, scan the QR code or go to www.FranchiseBuyer.com.au and type in your selected Business Id Accuracy Statement: Whilst all care is taken to reproduce this information, please contact the listing owner for the most current information on listings.

(continued)

Essential Beauty

SafetyQuip

Perth, WA

Broome, WA

$200,000

$180,000 - $350,000 (depend store type)

3542322 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3542371 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Health & Beauty Salon

Roll’d

Kalgoorlie, WA

Mount Lawley, WA

$150,000 - $300,000

$800,000

3542321 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3542370 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Envie Fitness

Jim’s Paving

Perth, WA

North Perth, WA

$75,000 approx

$48,870 - $77,600 +gst approx

3542313 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3542362 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Dressed For Sale

Jamaica Blue

Perth, WA

William St, Perth CBD, WA

$300,000 (from)

$129,000+sav

3542309 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3542330 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Crust Gourmet Pizza Bar

Ian Diffen City Discount Tyres

Geraldton, WA

Osborne Park, WA

$ POA

$525,000+ stock approx. $100k

3542308 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

3542328 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

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CLASSIFIEDS Chicken Treat

Magic Hand Car Wash

Caversham, WA

$ POA

Cockburn, WA

3542306 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130

$479,000+sav

BUSINESS ID:

BUSINESS ID:33490339

www.FranchiseBuyer.com.au Brokers Perth South

BROKER: Finn Franchise PHONE: 9468 5131

Bakers Delight

Zarraffa’s Coffee

Butler, WA

$450,000 - $500,000

Kalgoorlie, WA

BUSINESS ID:3542305

$465,000+ stock

www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130

BUSINESS ID:3509417

www.FranchiseBuyer.com.au Brokers Perth North

BROKER: Finn Franchise PHONE: 9468 5130

Curves

Zambrero

Wembley, WA

$45,000

Inner City Hotspot, Perth, WA

BUSINESS ID: 540154

$ POA

www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130

3509416 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Bucking Bull

Salon Express

South Perth, WA

$349,000+sav

Ocean Keys, Clarkson, WA

3467037 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 9468 5131

$200,000

BUSINESS ID:

3509395 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Crust Pizza

Endota Spa

Joondalup, WA

$100,000 including all costs

Karrinyup, WA

3526064 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130

$300,000 (from)

BUSINESS ID:

3509372 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Experienced Medical Practice Professionals

Dream Doors

Perth, WA

Perth Eastern Suburbs, WA

$79,900+ gst

$75,000+gst

3524585 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers PHONE: 1300 646 900 BUSINESS ID:

3509371 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth North PHONE: 9468 5130 BUSINESS ID:

Totally Workwear

Gloria Jeans

South Perth, WA

Karawara, WA

$1,499,000+sav

$169,000+sav

BUSINESS ID:3258116

3453586 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 9468 5131 BUSINESS ID:

www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers Perth South PHONE: 9468 5131 FRANCHISE BUYER • Vol.4 #1

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CLASSIFIEDS

Queensland Plus Fitness – Under Contract

Bakers Delight

$129,000+sav

$350,000+sav

Southside, Brisbane, QLD

Rockhampton, QLD

3349506 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587

3541658 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

Pizza Capers

Bakers Delight

$149,000 neg (URGENT SALE)

$350,000+sav

Kelvin Grove, Brisbane, QLD

Stockland Cairns, QLD

3542051 www.FranchiseBuyer.com.au BROKER: Russ Webb PHONE: 07 3333 2434

3541656 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

The Coffee Club

Bakers Delight

$545,000+sav

$510,000 - $560,000

Hamilton, Brisbane, QLD

Caloundra South, QLD

3542048 www.FranchiseBuyer.com.au BROKER: Russ Webb PHONE: 07 3333 2434

3541655 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

Launchzone

Profitable Café

Townsville, QLD

$385,000+gst

Rockhampton, QLD

$POA

3541654 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3527114 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

Hombre Mexican Restaurant

Curves

Mackay, QLD

$99,000+sav

Maroochydore and Surrounding Suburbs, QLD

$65,000 - $75,000

3541650 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3541660 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

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CLASSIFIEDS Australia Post / Convenience Store

Stellarossa Noosa Fair, QLD

Sunshine Coast, QLD

$99,000+sav

$POA

3541638 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3541607 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

Michel’s Patisserie

The Coffee Club

Bundaberg, QLD

Sunshine Coast, QLD

$249,000+sav

$1,170,000+sav

3541636 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3541605 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

Jamaica Blue

Red Rooster

Sunshine Coast, QLD

Mount Gravatt, QLD

$149,000+sav

$1,350,000+sav

3541656 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3539856 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

Cash Business

Starcarwash

Gladstone, QLD

Redbank Plains, QLD

$99,000+sav

$200,000 (up to)

3541627 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3539852 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

The Coffee Club

Shingle Inn café

Noosa Civic, QLD

Toowoomba, QLD

All Offers Considered

$149,000+sav

3541625 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3539851 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

Busy Pizza Shop

Zarraffa’s Coffee

Caloundra, QLD

Brisbane, QLD

$POA

$249,000+sav

3541623 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

FRANCHISE BUYER • Vol.4 #1

3539849 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

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CLASSIFIEDS

Queensland

(continued)

Carpet One

Battery World

$495,000+sav

$210,000+sav

Toowoomba, QLD

Bundaberg, QLD

3539846 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587

3538978 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

ABS Auto

Poolwerx

$399,000+sav

$390,000+sav

Mount Ommaney, QLD

Coolum, QLD

3539839 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587

3538971 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

Brumby’s bakery

The Source Bulk Foods

$150,000+sav MUST Sell

$150,000 - $190,000+gst

Wavell Heights, QLD

Mackay, QLD

3539599 www.FranchiseBuyer.com.au BROKER: Russ Webb PHONE: 07 3333 2434

3538970 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

Jetts Fitness

Price Attack

$289,000 neg +sav

$POA

Grange, QLD

Cairns Central, QLD

3539583 www.FranchiseBuyer.com.au BROKER: Russ Webb PHONE: 07 3333 2434

3538967 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469

BUSINESS ID:

Beaumont Tiles

Zambrero

$449,000neg +sav

$319,000neg +sav

Brisbane, QLD

Strathpine, QLD

3539562 www.FranchiseBuyer.com.au BROKER: Russ Webb PHONE: 07 3333 2434

3536987 www.FranchiseBuyer.com.au BROKER: Russ Webb PHONE: 07 3333 2434

BUSINESS ID:

FRANCHISE BUYER • Vol.4 #1

BUSINESS ID:

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CLASSIFIEDS Cafe2U

Bright Eyes

Mackay South, QLD

Noosa, QLD

$140,000+sav

$150,000+sav (from)

3536620 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

3533987 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

Sleepy’s

Ultra Tune

Ipswich, QLD

Gladstone, QLD

$100,000+sav

$249,000+sav

3524561 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

3533970 www.FranchiseBuyer.com.au BROKER: Dione Mauric PHONE: 0415 543 469 BUSINESS ID:

Pizza Hut

Redbank Plains, QLD

$339,000+sav

3491060 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

Brands and businesses need love and attention too! Don’t trust yours with anybody not prepared to give it the proper attention it deserves. Best practice, professional imagery that literally cuddles your brand, that’s the Franchise Buyer way...

FRANCHISE BUYER • Vol.4 #1

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CLASSIFIEDS

New South Wales

Ultra Tune

Gloria Jeans

$280,000+sav

$799,000

Dural, NSW

Sydney, NSW

3191286 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

3526556 www.FranchiseBuyer.com.au BROKER: John McSweyn PHONE: 0400 440 440

BUSINESS ID:

Stylz Hair

Michel’s Patisserie

$160,000+sav

$350,000+sav

Chatswood, NSW

Rouse Hill, Sydney, NSW

3289512 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

3540744 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

BUSINESS ID:

Newsagency

Beaumont Tiles

$160,000+sav

$159,935+sav

North Narabeen, NSW

Coffs Harbour, NSW

3239278 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

3539865 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587

BUSINESS ID:

Sub Sandwich

Donuts, Coffee, Cake

$275,000+sav (reduced)

$499,000+sav

Bathurst St, Sydney, NSW

Toormina, NSW

3317021 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

3539855 www.FranchiseBuyer.com.au Broker: Mick Craig Phone: 0417 778 587

BUSINESS ID:

Sub Sandwich

Franchise Experts

$179,000+sav (reduced)

$79,900+gst

CBD, Sydney, NSW

Sydney, NSW

3127546 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591

3539770 www.FranchiseBuyer.com.au BROKER: Finn Franchise Brokers PHONE: 1300 646 900

BUSINESS ID:

FRANCHISE BUYER • Vol.4 #1

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CLASSIFIEDS

New South Wales

(continued)

Wheel Change U

Mad Mex

$29,900+sav

$450,000

West Gosford, NSW

Charlestown, NSW

3539109 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287

3534606 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287

BUSINESS ID:

The Source Bulk Foods

Hog’s Breath

Manly, NSW

$159,935+sav

Tuggerah, NSW

$1,950,000+sav

3537497 www.FranchiseBuyer.com.au BROKER: Sartaj Natt PHONE: 0402 364 591 BUSINESS ID:

3539105 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287 BUSINESS ID:

Muffin Break

Sub Sandwich

Parramtta, NSW

$395,000+sav

Central Coast, NSW

$349,00+sav

3519174 www.FranchiseBuyer.com.au BROKER: Warren Muller PHONE: 0418 266 917 BUSINESS ID:

3539090 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287 BUSINESS ID:

Poolwerx

Dream Doors

Tamworth, NSW

$249,000+sav

Central Coast, NSW

$75,000+gst

3533752 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287 BUSINESS ID:

3539089 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287 BUSINESS ID:

Two - Anytime Fitness Gyms

Tutor Doctor

Dubbo East & West, NSW

$1,000,000+sav

Newcastle, NSW

$49,700+gst

3532405 www.FranchiseBuyer.com.au BROKER: Mick Craig PHONE: 0417 778 587 BUSINESS ID:

3539088 www.FranchiseBuyer.com.au BROKER: James Taylor PHONE: 0447 273 287 BUSINESS ID:

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CLASSIFIEDS

Victoria Wendy’s

Red Rooster

$209,000

All Offers Considered – Illness Forces Sale

Geelong, VIC

Sale, VIC

3539560 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3539534 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

Town and Country Pizza

Muffin Break

$180,000 All Offers Considered

$179,000 (All Offers Considered)

Geelong, VIC

3539557 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3539527 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

Sumo Salad

Muffin Break

$249,000

$179,000

Watergardens, VIC

Corio, VIC

3539550 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3539518 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

Sumo Salad

Gloria Jeans

$215,000

$60,000

Airport West, VIC

Echuca, VIC

3539544 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3539505 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

Red Rooster

Gloria Jeans

$640,000

$169,000

BP Service Centre, West Melbourne, VIC

Newcomb, Geelong, VIC

3539538 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3539501 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

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BUSINESS ID:

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CLASSIFIEDS

Victoria

(continued)

Donut King

Curves

$370,000

$65,000 - $75,000

Waurn Ponds, VIC

Woodonga, VIC

3534387 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3524279 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

Beaumont Tiles

Brumby’s

Melton, VIC

$260,000 - $310,000

Geelong, VIC

$299,000

3524158 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

3539464 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

Lenard’s Chicken

Brumby’s

Watergardens, VIC

$220,000

West Melbourne, VIC

$299,000

3508978 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

3539462 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

Lenard’s Chicken

Brumby’s

Greensborough, VIC

$250,000

Belmont, VIC

$299,000

3508875 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

3539452 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

Roll’d

Bridgestone Select

Melbourne CBD, VIC

$390,000

East Melbourne, VIC

$395,000

3468438 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241 BUSINESS ID:

3402174 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241 BUSINESS ID:

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CLASSIFIEDS La Porchetta

SafetyQuip

$POA

$180,000 - $350,000 (depends on store type)

Melton, VIC

Ballarat, VIC

3468437 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241

3444077 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

BUSINESS ID:

Cartridge World Werribee, VIC

Narellan Pools

3468436 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241

$100,000 under

$530,000

Bendigo, VIC

BUSINESS ID:

3443655 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113 BUSINESS ID:

Mexican Franchise South Melbourne, VIC

Cha Time

3468439 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241

$200,000+gst

$POA

Dandenong, VIC

BUSINESS ID:

3441819 www.FranchiseBuyer.com.au BROKER: Jeff Kilpatrick PHONE: 0418 109 923 BUSINESS ID:

Calvino Coffee

Bridgestone Select

$POA

$305,000

South Melbourne, VIC

Bentleigh East, VIC

3460036 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241

3439570 www.FranchiseBuyer.com.au BROKER: Jeff Kilpatrick PHONE: 0418 109 923

BUSINESS ID:

Ugolicious Frozen Yoghurt

Crust Gourmet Pizza

$300,000

$795,000

Melbourne, VIC

East Melbourne, VIC

3445837 www.FranchiseBuyer.com.au BROKER: Rod Justin PHONE: 03 5215 1113

3409781 www.FranchiseBuyer.com.au BROKER: John Ferraro PHONE: 0423 241 241

BUSINESS ID:

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CLASSIFIEDS

Australian Capital Territory

For more info, scan the QR code or go to www.FranchiseBuyer.com.au and type in your selected Business Id

Tasmania

Paper Shop

Massage Club

$450,000+sav (massive reduction)

$200,000 - $350,000

Queanbeyan, NSW

Hobart, Tasmania

BUSINESS ID: 3470786

www.FranchiseBuyer.com.au BROKER: Michael Newham PHONE: 0419 263 014

BUSINESS ID: 3446469 www.FranchiseBuyer.com.au BROKER: Ian Berger PHONE: 0415 267 839

Post Office

Massage Club

$695,000+sav

$200,000 - $350,000

Ainslie, ACT

Launceston, Tasmania

3468967 www.FranchiseBuyer.com.au Broker: Michael Newham Phone: 0419 263 014

BUSINESS ID: 3446468 www.FranchiseBuyer.com.au BROKER: Ian Berger PHONE: 0415 267 839

BUSINESS ID:

Tyre Plus Phillip, ACT

SafetyQuip

3528434 www.FranchiseBuyer.com.au Broker: Michael Newham Phone: 0419 263 014

$180,000 - $350,000 (depends on store type)

$795,000+sav

Hobart, Tasmania

BUSINESS ID:

3444064 www.FranchiseBuyer.com.au BROKER: Ian Berger PHONE: 0415 267 839 BUSINESS ID:

Donut King Jamieson, ACT

Right at Home

3468976 www.FranchiseBuyer.com.au BROKER: Michael Newham PHONE: 0419 263 014

$100,000 - $170,000+gst

$120,000+sav

Hobart, Tasmania

BUSINESS ID:

BUSINESS ID: 3444003 www.FranchiseBuyer.com.au BROKER: Ian Berger PHONE: 0415 267 839

Sleepy’s

Dream Doors

$300,000+sav

$75,000+gst

Fyshwick, ACT

Hobart, Tasmania

3516387 www.FranchiseBuyer.com.au BROKER: Michael Newham PHONE: 0419 263 014

BUSINESS ID: 3442065 www.FranchiseBuyer.com.au BROKER: Ian Berger PHONE: 0415 267 839

BUSINESS ID:

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CLASSIFIEDS

South Australia

Professional Service Business

Caffe Primo

$245,000

$POA

Adelaide, SA

Golden Grove, SA

3534654 www.FranchiseBuyer.com.au BROKER: James Grigg PHONE: 0401 237 717

BUSINESS ID: 3452617 www.FranchiseBuyer.com.au BROKER: Sam Grigg PHONE: 0435 086 160

BUSINESS ID:

Dosa Plaza

Funk Coffee+ Food

$365,000

$350,000

Mawson Lakes, SA

Modbury, SA

3297982 www.FranchiseBuyer.com.au BROKER: James Grigg PHONE: 0401 237 717

BUSINESS ID: 3448303 www.FranchiseBuyer.com.au BROKER: James Grigg PHONE: 0401 237 717

BUSINESS ID:

Finn Financial Planning

Tutor Doctor

$29,900+gst Expressions of Interest

$49,700

Adelaide, SA

3518514 www.FranchiseBuyer.com.au BROKER: The Finn Group PHONE: 1300 646 900

BUSINESS ID: 3444631 www.FranchiseBuyer.com.au BROKER: James Grigg PHONE: 0401 237 717

BUSINESS ID:

Red Rooster

Chipmunks Playland and Cafe

$680,000+stock

$550,000 - $650,000

Mount Gambier, SA

Kidman Park, SA

2677191 www.FranchiseBuyer.com.au BROKER: Sam Grigg PHONE: 0435 086 160

BUSINESS ID: 3292099 www.FranchiseBuyer.com.au BROKER: James Grigg PHONE: 0401 237 717

BUSINESS ID:

Pedro’s Pizza

Pedders Suspension

$150,000

$190,000+sav

Marleston, SA

Mount Barker, SA

3416956 www.FranchiseBuyer.com.au BROKER: James Grigg PHONE: 0401 237 717

BUSINESS ID: 3127494 www.FranchiseBuyer.com.au BROKER: Sam Grigg PHONE: 0435 086 160

BUSINESS ID:

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CLASSIFIEDS

Northern Territory

Stellarossa

Leading Roast Franchise

$295,000+gst

$200,000 approx after landlord contribution

PCasuarina, NT

Palmerston, NT

BUSINESS ID: 3472772 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367

3505383 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367 BUSINESS ID:

Finn Lending Solutions

Right at Home

$29,900+gst

$POA

Darwin, NT

BUSINESS ID: 3444029 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367

3539787 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367 BUSINESS ID:

Dream Doors

Indian Brothers

Darwin, NT

$75,000+gst

Darwin, NT

$POA

BUSINESS ID: 3441970 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367

3496561 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367 BUSINESS ID:

Dreamland

Leading Tyre Specialist

Darwin, NT

$300,000 approx

Coolalinga, NT

$450,000 - $500,000 turnkey

BUSINESS ID: 3496496 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367

3472774 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367 BUSINESS ID:

Tutor Doctor

Ugolicious

Darwin, NT

$5o,000 approx

Darwin, NT

$300,000 from

BUSINESS ID: 3444623 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367

3445843 www.FranchiseBuyer.com.au BROKER: Andrew Hahn PHONE: 0413 013 367 BUSINESS ID:

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