Franchise Canada July/August 2019 by Franchise Canada

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16 COVER STORY

Inspecting Homes, Building Trust Home inspection franchise system Pillar To Post fosters franchise growth by providing its franchisees with a strong brand, proven systems, unparalleled support and exceptional work-life balance

FEATURES

Stay-At-Home Franchising Mobile and home-based money makers help franchisees hit the ground running

Home Inspection Franchises These franchise systems reveal to homebuyers everything they need to know before making the big purchase

To the Rescue! Restoration services franchises across Canada

Food Franchising on Wheels Food delivery apps like Uber Eats, SkipTheDishes, and Foodora have changed the way customers interact with food service franchises. These three franchise systems aren’t about to be left behind

Your Franchise Investment To Do List 9 important things to check off before you sign on

SPECIAL FRANCHISE FOCUS

Franchising Jetsetters Agency and hotel franchises allow owners to make vacations their full-time job

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Celebrating franchising Excellence

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DEPARTMENTS

HOME-GROWN & LOCALLY-OWNED 100% Canadian Franchise Systems

MILLENNIALS IN FRANCHISING The Burger Boss Franchising provides an alternative path for Armaan Divecha, Fresh Burger’s only millennial franchisee

THE FIRST YEAR Printing a Ticket for Success Amber Shah and her husband reinvigorated a printing franchise and became a vital part of their North York and Don Mills business community

ICONIC BRAND All in the Cards As leaders in the greeting card and social expression products space, iconic brand Hallmark makes its mark in Canada with its network of Hallmark Gold Crown® stores

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SHOW ME THE MONEY 4 Franchises for $250K-$500K

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FRANCHISE FUN Tanning the Stars Nicole Hyatt has grown Tan on the Run into a successful franchise system of mobile spray tan businesses with locations across the world in Canada, Egypt, Uruguay, Trinidad and Tobago, and Namibia

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LEADERSHIP PROFILE A Family Affair Franchising the Fire-Alert concept in 2008, the fatherson team of Yvan and Sylvain Houle takes great pride in being a family-owned and operated fire protection franchise

FRANCHISE TUTORIAL Tutorials 1 & 2 This issue: • What is a Franchise? • Intro to Franchise Fee Fundamentals

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 104 ASK THE EXPERTS 112 MARKETPLACE 125 ADVERTISERS’ INDEX 126 GIVING BACK

A DAY IN THE LIFE The Fine Print Ryan Nisbet wears many different hats as a Print Three franchisee

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July | August 2019 5

PUBLISHER’S MESSAGE

HOME INSPECTION HEROES

he dream of home ownership is one nearly all Canadians strive to make a reality. According to the Canadian Home Builders’ Association, 69 per cent of Canadians already own a home, while four in five millennials want to buy one. Current home owners know the importance of performing your due diligence before making the leap. Canadians are savvy investors, which is why the franchise business model has stepped in to provide home buyers with the peace of mind that a professional residential property inspection offers. For many Canadians, their home is their most valuable asset. It’s no surprise that homeowners from coast to coast place a heavy importance on knowing their investment - whether it’s a bungalow, condo, cottage, or duplex – inside and out. This July/August issue of Franchise Canada takes a look at the franchise brands that provide would-be homeowners with the knowledge they need to sleep well at night knowing their new home is everything they dreamed it would be. Our cover story takes a look at Pillar To Post, a franchise concept that was conceived after Mike Brewer, the company’s founder, had a bad experience buying a home in the early nineties. A franchise system developed on a foundation of building trust between home inspectors, real estate agents, and home buyers, Pillar To Post has grown to become one of North America’s biggest names in home inspection, with 250 franchise locations across the continent. We dive deeper into home inspection franchisees on page 26, where we look at four more concepts providing this always in-demand service. Perhaps you’re looking to open a business in your newly purchased, thoroughly inspected, home? We’ll highlight a group of brands that make running your own franchise flexible with their home-based and mobile concepts. Touting exceptional flexibility and work-life balance, these home-based and

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mobile franchises profiled on page 21 are businesses you can run right in your very own home. All you need is a desk, a phone, a computer with a reliable internet connection, and an entrepreneurial spirit. In our regular department features, starting on page 47, you’ll find profiles of brands such as iconic greeting card and gift franchise Hallmark (page 96), while our Across Canada (page 38) takes you on a journey through the franchise concepts getting homeowners out of tough jams with assistance from restoration services. We’ll also take you through the Day in the Life (page 73) of a Print Three franchisee in Ottawa, the experiences of the only millennial franchisee in the Fresh Burger system (page 84), and the father-son franchisor duo of Yvan and Sylvain Houle in our Leadership Profile (page 90). Whether you're looking to invest in a franchise that focuses on Canadian homes, or are looking to run a business out of your own home, this issue has the tips, tricks, and tools you need to become the next franchising success story!

Sherry McNeil President & CEO Canadian Franchise Association

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BRAND

AMBASSADOR OF THE YEAR

AWARD

The Winning Ingredients to Global Pet Foods Brand Ambassador of the Year As franchisees of Global Pet Foods, the Kelly family curates excellence at every touch point to provide the pet parents of New Brunswick with an in-store experience second to none! Opening their first store in Dieppe, eight years later they have cornered the market with seven stores, and no plans to put on a leash. Brand Ambassadors are the individuals who represent a brand in a positive light and by doing so help to increase brand awareness and sales. The ambassador is meant to embody the appearance, demeanour, values and ethics.

“ They were selected for their openness to mentor fellow franchise partners regardless of tenure, market or province. ” The role of the brand ambassador is critical to Global Pet Foods as the majority of our base is franchise owned. Corporate programs and initiatives need to be embraced and driven at the store level for us to successfully build our message that “Pets are undeniably part of the family.”

The characteristics that embody this years’ recipient include; a heightened level of engagement with their customer base, a thirst for learning, a quest for excellence and unwavering optimism for our business and the pet industry. This year’s recipient was not selected based on their substantial sales achievements but more for openness to mentor fellow franchise partners regardless of tenure, market or province. We want to congratulate their entire team on an outstanding effort, the ability to embrace new technology and an endless drive in building sustainable success. Last year the Kelly’s seven stores surpassed $14M in sales with one of the Moncton locations exceeding more than $3M. It appears there is no stopping the Kelly Express as they look to add to the conglomerate with another store next year. Global Pet Foods is proud to announce the 2018 Brand Ambassador award to our New Brunswick Franchisees, Alison Kelly-Leblanc, Kieran Kelly and Jeff Kelly.

CFA BOARD OF DIRECTORS (as of time of print) BOARD CHAIR John DeHart*, Nurse Next Door Home Care Services

& LIVE WELL Exercise Clinic

PRESIDENT & CEO Sherry McNeil*, Canadian Franchise Association 1ST VICE CHAIR Gerry Docherty*, Good Earth Cafes 2ND VICE CHAIR David Druker*, The UPS Store TREASURER Rick Chittley-Young*, MNP LLP

PUBLISHER

Canadian Franchise Association (CFA) VP, MARKETING & COMMUNICATIONS

Kenny Chan

SECRETARY & GENERAL COUNSEL

Larry Weinberg*, Cassels Brock & Blackwell LLP

EDITOR Andrew Schopp

PAST CHAIR John Wissent*

GRAPHIC DESIGNER Andrea Lee

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

ADVERTISING SALES Gwen Dunant

Darrell Jarvis*, Fasken Martineau DuMoulin LLP CHAIR, FRANCHISE SUPPORT SERVICES Tony O'Brien*, TruShield Insurance DIRECTORS

Hadi Chahin, Mary Brown’s Chicken & Taters Steve Collette, 3rd Degree Training/Actual Nutrition Lawrence Eade, Box Concepts Food Group Lafleche Francoeur, Pacini Sebastian Fuschini, Pizza Pizza John Gilson, Cobs Bread Clark Harrop, McDonald’s Restaurants of Canada Limited Terry Hould, ServiceMaster of Canada Limited Andrew Hrywnak, Print Three Franchising Corporation Rimma S. Jaciw, CFE, WSI Digital Marc Laurin, MTY Group Ryan Picklyk, A&W Food Services of Canada Inc. Gary Prenevost, FRANNET Stephen Schober, Metal Supermarkets Family of Companies Frank Stanschus, Little Kickers Bob Tipple, Expedia CruiseShipCenters Laura Wittholz, The Ten Spot Beauty Bars. *Executive Committee member

NATIONAL SPONSORS

The CFA wishes to acknowledge and thank these National Sponsors for their support throughout the year. Find out more about these companies at www.cfa.ca/sponsorship

AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

Georgie Binks, Suzanne Bowness, Jessica Burgess, Kristin Di Tommaso, Roma Ihnatowycz, Gina Makkar, David Chilton Saggers, Karen Stevens, Jordan Whitehouse, Kym Wolfe, Trisha Utomi COVER PHOTO

Gaël Porteu de La Morandière FRANCHISE FUN ILLUSTRATION Sam Gorrie PRINTING Premier Printing FOR ADVERTISING INFORMATION:

Tel: 877-254-0097 | gwen@cfa.ca TO SUBSCRIBE TO Franchise Canada

visit www.FranchiseCanada.Online or call 1-800-665-4232 ext. 224. Return Undeliverable Canadian Addresses to: Canadian Franchise Association 5399 Eglinton Ave. West, Suite 116 Toronto, ON M9C 5K6

We invite your comments, questions and suggestions. Please contact us at editor@cfa.ca or 1-800-665-4232. © 2019, Canadian Franchise Association. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher. Franchise Canada is a member of Magazines Canada. Publications Mail Agreement No. 41043018 Legal Disclaimer The opinions or viewpoints expressed herein do not necessarily reflect those of the Canadian Franchise Association (CFA). Where materials and content were prepared by persons and/or entities other than the CFA, the said other persons and/or entities are solely responsible for their content. The information provided herein is intended only as general information that may or may not reflect the most current developments. The mention of particular companies or individuals does not represent an endorsement by the CFA. Information on legal matters should not be construed as legal advice. Although professionals may prepare these materials or be quoted in them, this information should not be used as a substitute for professional services. If legal or other professional advice is required, the services of a professional should be sought. FSC® certification is a commitment to good forestry practices, carried from forest to consumer

8 Canadian Franchise Association

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ADVERTORIAL

SUSHI, SIMPLIFIED

With a highly scalable and adaptable concept, Bento Sushi proves the always trending Japanese cuisine is fit for franchising

he art of preparing sushi is something traditional sushi chefs spend years perfecting. In sushi’s native Japan, becoming an “itamae” – sushi chef - requires decades of training and apprenticeship. When Canadians think of preparing sushi, they invariably envision a highlyskilled itamae working tirelessly behind the sushi bar of their favourite high-end Japanese restaurant. This perception has earned sushi a reputation for being a food that only the highly-skilled and extensively trained can prepare. Bento Sushi, a Japanese quick-service restaurant concept, however, is smashing this misconception. How? By taking the mysticism out of preparing sushi with a finely-tuned franchise concept that offers diners a wide selection of quality grab-and-go items prepared fresh daily on-site. “The misconception that people have about making sushi, is that it’s very foreign and that there’s a high level of difficulty involved with creating these products,” explains Michael Wong, Director of Retail Operations at Bento Sushi. “In fact, throughout our years, we’ve developed solid systems and processes to train people with little to no restaurant or food service experience in just a few weeks to be operational.” The Bento Sushi Concept Canadians are a busy bunch. Always on the move, they are eager for quick, healthy, and fresh meals designed for their hectic lifestyles. Bento Sushi foots the bill with its extensive offering of ready-made sushi, made-to-order poke bowls, and hot bar items such as rice bowls, bento boxes, ramen, and udon noodles. Launching in 1996, Bento Sushi got its start when company founder Ken Valvur spent time in Japan, igniting his passion for sushi and Japanese cuisine. When he returned to his hometown of Toronto, he

quit his day job in banking and opened a small storefront serving sushi and bento boxes in the city’s Financial District. It was a hit and not long after, Valvur approached a local supermarket about offering his fare within the store. With help from Co-Founder Glenn Brown, one store turned into five, and today, the franchise has more than 750 locations across North America. Bento Sushi’s journey is living proof of sushi’s franchisability. According to Wong, the brand flies in the face of the common belief that sushi can only be prepared by an itamae who has spent his or her life perfecting the craft. “Everyone at some point has made a pizza or burger at home. So, it’s not foreign to them,” he explains “Whereas a lot of people, once they hear ‘sushi’, they have these delusions that it’s this mystical thing where you’re dealing with raw fish and need to have a high level of skill. And yes, absolutely, there’s a lot of fantastic sushi restaurants around the world that do things on an extremely high level with a high level of skill. Sushi can be difficult, but what we do, is take the difficulty out of it.” Adaptable and Scalable The Bento Sushi concept is highly scalable. Bento Sushi can be found in the form of kiosks, mall and food court locations, and street-front units, ranging in size from 250 to 1,400 square feet. Wong says that the concept’s adaptability is one of its biggest strengths. “Why the concept is appealing to our franchisees is because they are able to operate their own business, with multiple revenue streams,” he says. “With the sushi, poke, and hot food options, Bento Sushi franchisees can offer more to the customer and not just depend on one revenue stream.” With the model in place at an ideal location, the franchise’s proven systems and processes keep things run-

ning like a well-oiled machine. A dedicated Regional Area Representative ensures the franchise unit’s success, with support from Bento Sushi corporate offices located in key markets across the country. Franchisees need not worry about dealing with multiple suppliers, as Bento Sushi has its own distribution network. This ensures each location receives quality, sushi-grade fish that’s easy to prepare for the dishes developed by an Executive Chef who works on product development on a daily basis. Joining the Bento Family Bento Sushi is very selective of who joins what Wong calls “the Bento family.” A prospective franchisee will need $150,000 in liquid capital to invest with the system, followed by $325,000 to $500,000 for equipment and building the concept’s modern design. In return, they’ll benefit from the procedures, policies, and general operations that have been built upon a foundation of 23 years of serving quality Japanese cuisine to hungry Canadians. “We have over 2,000 corporate employees who have all been trained by our team. When you have a corporate employee base as great as ours, you better believe our systems and process are super tight,” says Wong. “In the 23 years we’ve been in business, we’ve got it down to a science. All of our recipes, videos, and documentation is pretty tight in terms of our ability to get people up and running quickly.”

For more information about Bento Sushi franchising, contact Michael Wong at mwong@bentosushi.com or 647-309-9168.

WWW.BENTOSUSHI.COM

CODE OF ETHICS

he Canadian Franchise Association (CFA) is dedicated to encouraging and promoting excellence in franchising in Canada. Each member of the Association agrees to abide by the CFA Code of Ethics and to further the Association’s goals of encouraging and promoting ethical franchising in Canada. Each member of the Association agrees to comply with the spirit of this Code of Ethics in its general course of conduct and in carrying out its general policies, standards and practices. The following are considered by the Association to be important elements of ethical franchising practices: 1. Franchise system and franchise support services members should fully comply with Federal and Provincial laws, and with the policies of the Canadian Franchise Association. 2. A franchisor should provide prospective franchisees with full and accurate written disclosure of all material facts and information pertaining to the matters required to be disclosed in advance to prospective franchisees about the franchise system a reasonable time [at least fourteen (14) days] prior to the franchisee executing any binding agreement relating to the award of the franchise. 3. A ll matters material to the franchise relationship should be contained in one or more written agreements, which should clearly set forth the terms of the relationship and the respective rights and obligations of the parties. 4. A franchisor should select and accept only those franchisees who, upon reasonable investigation, appear to possess the basic skills, education, personal qualities and financial resources adequate to perform and fulfil the needs and requirements of the franchise. Franchise systems and franchise support services members of the Association should not discriminate based on race, colour, religion, national origin, disability, age, gender or any other factors prohibited by law. 5. A franchisor should provide reasonable guidance, training, support and supervision over the business activities of franchisees for the purposes of safeguarding the public interest and the ethical image of franchising, and of maintaining the integrity of the franchise system for the benefit of all parties having an interest in it. 6. Fairness should characterize all dealings between a franchisor and its franchisees. Where reasonably appropriate under the circumstances, a franchisor should give notice to its franchisees of any contrac-

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tual default and grant the franchisee reasonable opportunity to remedy the default. 7. A franchisor and its franchisees should make reasonable efforts to resolve complaints, grievances and disputes with each other through fair and reasonable direct communication, and where reasonably appropriate under the circumstances, mediation or other alternative dispute resolution mechanisms. 8. A franchisor and a franchise support services member should encourage prospective franchisees to seek legal, financial and business advice prior to signing the franchise agreement. 9. A franchisor should encourage prospective franchisees to contact existing franchisees to gain a better understanding of the requirements and benefits of the franchise. 10. A franchisor should encourage open dialogue with franchisees through franchise advisory councils and other communication mechanisms. A franchisor should not prohibit a franchisee from forming, joining or participating in any franchisee association, or penalize a franchisee who does so. 11. A franchise support services member in providing products or services to a franchisor or franchisee should encourage the franchises to comply with the spirit of this Code of Ethics. A franchise support services member should not offer or provide products or services if legislative or professional qualification is required to do so unless the franchise support services member has such qualification.

LOOK FOR EXCELLENCE As you investigate the many franchise opportunities available to you, you will see a special logo featured in franchise literature, on franchising websites and in franchise tradeshow booths. This logo identifies franchise systems and franchise support services/suppliers as members of the Canadian Franchise Association (CFA). You should be on the lookout for this symbol when researching franchise systems or assembling a team of franchise support professionals to assist in your search. CFA encourages and promotes excellence in franchising in Canada and members of the Association voluntarily agree to follow the CFA’s Code of Ethics in pursuit of these goals. Start your search for your franchise dream with a CFA member. Visit FranchiseCanada.Online today.

www.cfa.ca | www.FranchiseCanada.Online

LISTEN & LEARN: Tune in to the Franchise Canada Chats Podcast!

Season 1 – Now available on iTunes, Spotify, SoundCloud, Stitcher Radio, Google Play Music and Spreaker Want to be a guest on Season 2 of the Franchise Canada Chats podcast? Submit an e-mail with your name, industry and what you’d like to cover to Trisha Utomi at tutomi@cfa.ca

www.cfa.ca/franchisecanada/podcast

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Edo Japan Goes East with Ontario Expansion Plans With restaurants across Alberta, B.C., Saskatchewan and Manitoba, Edo Japan is taking its success east. This past March, the franchise welcomed Ontario’s first street front location at Heartland Town Centre in Mississauga. The popular quick service restaurant is anticipated to bring extensive strategic business growth and vast franchise potential to the Ontario market. Founded in Calgary, Alberta more than four decades ago, western Canadians flock to Edo Japan for authentic, hand-made, Teppanyakistyle meals inspired by the tastes, sights and sounds of Japan. The Mississauga restaurant will boast the popular in-store concept: Edo Japan Fresh Take, allowing time-crunched families, working professionals and millennials to enjoy authentic and healthy Japanese-inspired meals with limited wait time. Edo Japan is equipped with a robust expansion model for Eastern Canada, carefully selecting each franchise location it stands behind. With a strong commitment to each of its current franchise models in the western market, Edo Japan’s success bodes well for new franchisees as they look to tap into the concentrated Ontario landscape. “We are looking forward to seeing Edo Japan’s growth into eastern markets with the opening of Ontario’s inaugural street front location,” said David Minnett, President and CEO, Edo Japan. “We have experienced ongoing success across the diverse Canadian quick-service landscape, bringing Canadians together with the freshest, highest-quality Japanese-inspired cuisine. It is our tradition to put our customers first

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and pay keen attention to each meal served.” The first street front Ontario restaurant will be operated by Canadian entrepreneurs, Azaan Visram and Hussain Shivji. The duo hail from Edo Japan’s birthplace of Calgary and bring great business acumen and enthusiasm to the franchise. Following their childhood love for the brand, Visram and Shivji formed a partnership to join Edo Japan’s expansion into Eastern Canada. “We are excited to be the ones to introduce Edo Japan to Mississauga,” says Hussain Shivji, franchisee, Edo Japan. “I’ve always been a big fan of Edo Japan and I believe that once Ontarians get a taste of the delicious, fresh and healthy food, they’ll love it too.” MaidPro Airdrie Wins the Airdrie Chamber’s Franchise Business Award MaidPro, a leading residential cleaning franchise, have announced that their Airdrie, Alberta location recently won the first ever Franchise Business Award from the Airdrie Chamber of Commerce. The award will be presented every year to a franchise business in Airdrie for their success in the business community and their contributions to community activities and professional associations. The 2019 award was presented to David Buckler, owner of MaidPro Airdrie and MaidPro Calgary. Buckler, a long-time Calgary resident, opened his Airdrie location in 2009, and has committed himself and his staff to improving the lives of every person they touch. They’re fans of the thriving community in Airdrie, just being a few minutes north of Calgary, and they appreciate the small-

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town values with big city amenities – much like the MaidPro business model. Signarama® Announces Expansion Plans in Quebec Signarama, the world’s largest sign franchise, has announced its expansion into Quebec. This strategic move unifies Canada under Master License Partners (MLP) Anas Saltaji and Salekh Al Around, and increases the brand’s growth and strength across North America. Saltaji and Al Around are not new to the Signarama brand, with master license agreements already in place throughout Canada and in the United Kingdom. This expansion into Quebec enhances their partnership in the predominantly French-speaking province of more than eight million people. This strategic plan now incorporates Canada under one support system. Saltaji is also the partner for Venture X in Mississauga, Canada. “We are very pleased to have proven development partners expand into the Quebec market,” said International Director Tipton Shonkwiler. “Anas and Salekh’s teams have done a great job leveraging the assets and resources Signarama offers to strategically scale the brand and provide Canada with exceptional service options.” Signarama is the premier provider of a wide range of sign products and services. With more than three decades experience and more than 800 locations around the world, Signarama is uniquely positioned to meet the needs of a rapidly growing sign industry. “Unifying our efforts in Canada to now include the country’s largest province is a large part of our

INDUSTRY NEWS growth strategy and adds to our Master License Partnership covering the U.K., as well as other Master License roles for Signarama’s sister brand, Venture X. We look forward to providing support and opportunities throughout the country,” says Anas Saltaji. “Bringing Canada and the U.K. under one leader is a significant strategic move for our brand,” said A.J. Titus, president of Signarama. “In the future, we plan to capitalize on similar growth models, for example, working with our Master License Partner in the Philippines to scale the brand throughout that country, while we also continue our global expansion in Latin America (Brazil), Central Europe (Germany and Switzerland), and Asia (Japan), which are key markets based on their robust economies and the overall emergence of new startups.” Mary Brown’s Chicken & Taters Celebrates 50th Anniversary Mary Brown’s Chicken & Taters, the largest Canadian quick serve chicken restaurant, is celebrating 50 years as a brand in 2019. A national contest kicked of 50th Anniversary celebrations – with Grand Prize Trips to St. John’s Newfoundland & Labrador, the province’s hometown, along with special promotions throughout the year. An epic Anniversary Party is also planned in St. John’s, Newfoundland & Labrador in August with attendance expected by celebrities, dignitaries and of course, Mary Brown’s fans. Leading up to its 50th milestone, Mary Brown’s has undertaken a significant rebranding. The logo was reinvigorated with new colours and an update for Mary herself; the woman behind the recipe is integral to the brand. Store interiors have seen a dramatic modernization, including a tribute to St. John’s with a mural of the city’s colourful ‘jelly bean’ houses. There’s a unique freshness about the stores. In fact, fresh is

a key word at Mary Brown’s. Mary Brown’s menu is ‘Made Fresh from Scratch’ – a slogan the brand promotes as a point of difference from its competitors. President and COO, Hadi Chahin, explains, “Our chicken comes in whole and fresh to each store where we cut and bread it by hand. Likewise, our Taters are handcrafted in each store from farm fresh Canadian potatoes.” He continues, “Trust me, you can really taste the difference quality, fresh ingredients make.” Beyond delicious food, Chahin credits Mary Brown’s Franchise Owner/Operators with the brand’s longevity. “They are at the heart of our brand and bring the brand to life in communities across Canada.” Mary Brown’s was recently awarded the Canadian Franchise Association’s Franchisees’ Choice Award for the 9th year in a row – an honour shared by only a handful of brands. Mary Brown’s was also named one of the Best Managed Companies in Canada by Deloitte Canada, a reflection of the brand’s renewed passion for growth, success and employee satisfaction. Mary Brown’s has about 160 locations, including several locations in Walmart. By 2020, Mary Brown’s will surpass 200 locations nationally– not to mention international expansion, already in the works. What will the next 50 years bring? Chahin continues, “More growth and more innovation for sure,” he states, “but we won’t lose sight of what makes Mary Brown’s special. A delicious handcrafted menu and genuine hospitality are who we are – and always will be.” Smoker’s Corner Opens New Location in Edmonton The newest Smoker’s Corner location recently opened in the Royal Centre Hills Plaza in Edmonton, Alberta this past spring. Similar to other Smoker’s Corner locations, the Hills Plaza location will benefit from

a vast catalogue of more than 4,300 SKUs of smoking accessories and cannabis lifestyle products. “Following the legalization of recreational cannabis for adult use on October 17, 2018, we noticed that customer demand for a wide range of smoking accessories is not being satisfied within regulated retail cannabis stores,” said Raj Grover, President and Chief Executive Officer of High Tide, Smoker’s Corner’s parent company. “With an expertise in ancillary products, Smoker’s Corner offers our most discerning customers the widest selection of smoking accessories on the market today,” added Mr. Grover. The Hills Plaza location brings the company total to 13 Smoker’s Corner stores, with five corporately owned and eight franchises across Alberta, British Columbia to Nova Scotia. Cricket Property Management Announces Launch of Canada’s First and Only Property Management Franchise Cricket Property Management (Cricket) recently announced the launch of Canada’s first and only property management franchise with guaranteed recurring revenue. Cricket offers a franchised business opportunity for entrepreneurs wanting to start a business in rental property management with a guaranteed recurring revenue stream. The Cricket franchise enables entrepreneurs to start a business in the property management industry with no prior property management experience. Cricket’s comprehensive training program teaches franchisees how to operate their business effectively. Cricket’s proprietary business planning system helps franchisees establish goals and timeframes, and monitors franchisees’ progress step by step. Ongoing support from Cricket helps franchisees achieve their individual goals. “The Cricket franchise model allows entrepreneurs with no

Franchise Canada July | August 2019 13

INDUSTRY NEWS experience in the property management industry to build and grow a successful business,” says Kap Hiroti, Co-Founder of Cricket Property Management. “We are very excited to bring such a unique concept and opportunity to the Canadian marketplace.” “At Cricket, we continually perfect our processes to prioritize the needs of our network members and partners,” says Thomas Zhang, CoFounder of Cricket Property Management. “The success of our company is determined by the success of everyone in our network.” White Spot Limited Named One of Canada’s Best Managed Companies This past winter, White Spot Limited was named one of Canada’s Best Managed Companies for the eighth year in a row, and is a Best Managed Platinum Club member. The company was first honoured with this prestigious award in 2010 and have continued to strive for the award which recognizes excellence in Canadian-owned and managed companies. White Spot is in the hospitality business, operating the White Spot brand of 65 family casual-dining restaurants, and the Triple O’s brand of 68 premium quick-service restaurants. Both concepts are renowned for their unique tasting food, including the award winning Legendary burger with secret Triple “O” sauce, their warm and friendly service, and their wide appeal to any demographic, any time. After 90 successful years in business, the company is still on top of its game and continues to grow its impressive footprint as a Western Canadian restaurant icon. Along with ongoing expansion, a continuously evolving menu, operating Canada’s first QSR Food Truck and a successful Red Seal chef apprenticeship and certification program, both brands continue to strive for excel-

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lence year after year, and build on their legendary brands. The White Spot and Triple O’s brands were also recognized in April at the Canadian Franchise Association’s (CFA) National Convention in Niagara Falls. White Spot Restaurants was awarded Silver for the CFA’s Awards of Excellence in Franchising program in the category Traditional Franchises with 16-29 franchisees. Meanwhile, Triple O’s took home Gold in the category Traditional Franchises with 30-99 franchisees. Awarded annually, the CFA’s Awards of Excellence in Franchising are presented to franchise systems that have demonstrated superior relationships, leadership, training, and communication with their franchise partners. Hand & Stone Massage and Facial Spa Expands in Barrie, Ontario Hand & Stone Massage and Facial Spa opened its second Barrie, Ontario location, marking the corporation’s 28th location in Canada. Both Barrie, Ontario locations are led by owner Ailene MacDougall. Ailene has been a Hand & Stone franchisee since November 2015 with the opening of her spa in Barrie South. Prior to being a Hand & Stone franchisee, Ailene was with McDonald’s Canada where she was the Senior Director – Strategy and Insights. While at McDonald’s, Ailene led the Strategic Planning function heading up a team of 17 professionals who guided the business with key insights and executing all the primary consumer research for branding, menu, concept development and much more. Ailene is very excited to be opening her second location and being able to provide the entire Barrie community with a revitalizing experience that increases their health and wellness and also massage and facials that fit into their busy lifestyle.

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Ailene and her team from the South were recently awarded with the prestigious Customer Service Excellent Award. Ailene has a fantastic approach to managing and motivating her team while constantly monitoring her results and making adjustments that have steadily improved the business. Her commitment is to bring her guests affordable massages and facials in a luxurious environment, when they need it most. Hand & Stone Massage and Facial Spa is built on a basic concept: affordably priced, open long hours including evenings and weekends, conveniently located, and focused on providing guests with top quality services. The spa employs Registered Massage Therapists and licensed Estheticians to provide clients with a relaxing and rejuvenating escape from the demands of our modern world. Sweet Jesus Opens New Location in Markham, Ontario Sweet Jesus recently announced the opening of its newest franchise location at Markville Mall in Markham, Ontario. This unit marks the opening of the fourth Sweet Jesus franchise with franchisees Jeff and Paul. Sweet Jesus President, Jeff Young, congratulated Jeff and Paul, as well as the International Franchise Inc team on the exciting achievement. “From all of us at International Franchise Inc., we are truly delighted to bring Sweet Jesus to adoring fans in the community,” Young says. The first Sweet Jesus unit opened in downtown Toronto in 2015 and since its inception, has quickly become one of the fastest growing franchises in the industry. To date, Sweet Jesus franchises have been awarded through Canada and the United States, in addition to Sweet Salvation franchises in Dubai, India and Bangladesh.

INDUSTRY NEWS SuperGreen Solutions® Expands in British Columbia SuperGreen Solutions® of Western Canada is proud to recognize their first franchisee, Thibaut Doix, to expand the brand in Vancouver. Doix has been providing environmental consulting services for almost 20 years and has been a self-employed contractor in Vancouver, BC for the last decade. To expand his current business towards sustainability consulting, Doix started an online bachelor’s program in environmental management and sustainable development. “Finding the best solutions that work for both the clients and the environment has always been a top priority of mine,” said Doix. “I have been following the SuperGreen Solution brand for quite some time and given that its mission aligns so closely to my professional values, it was an easy decision to become a franchisee.” SuperGreen Solutions will continue to build their team throughout British Columbia, with goals to expand into Alberta and Saskatchewan this year. All three western provinces, and all of Canada for that matter, as they are now operating in Ontario and New Brunswick, have an abundance of businesses that are poised and eager for the combination of services only SuperGreen Solutions can bring. 2019 is going to be a phenomenal year for the brand, SupreGreen clients, and future entrepreneurial recruits seeking a profitable opportunity while helping businesses become successful, sustainable businesses. OPA! of Greece Celebrates 100th Store with Community Who Made its First Location a National Success OPA! of Greece announced the opening of its 100th store in Calgary this past May – the same city where its first location opened more than 20 years ago. OPA is thrilled that this

momentous occasion is taking place within a community that is near to its heart. The northwest community of Coventry Hills will be the site for the landmark opening and by happy coincidence, will be owned in part by OPA!’s first Franchisee and current CEO, Dorrie Karras. OPA!’s founder and Greek-native, Niko Tiginagas, opened the very first OPA! location in Calgary’s Market Mall in 1998, and its quick rise to success led him to sell his first franchise location shortly thereafter. Niko’s vision was to create a business steeped in Greek heritage and driven by a desire to serve the kind of quality food that served as a backdrop for all things family and community. Tiginagas opened his first restaurant and engaged customers with the flare and showmanship that was uniquely Greek, while building lasting relationships in the community with his Canadian neighbours and customers. Embracing its Canadian roots alongside its Greek heritage has been the catalyst for OPA!’s expansion and continued growth. With stores from Vancouver Island to Ontario, OPA! has used its tried and true Greek concept to empower other entrepreneurs who share the company’s passion for great food and great experiences. The OPA! brand has been built over the years in partnership with a diverse group of talented franchisees who have contributed to its success and popularity across the country. Today the fabric of OPA! is representative of the diversity of the Canadian population as it continues to pursue franchise partners who are both talented and enthusiastic through a lens of inclusivity. OPA! credits its franchisees with continuing to carry forward the legacy of its original vision for a community-minded business dedicated to offering authentic, delicious Greek food. The now nation-wide franchise celebrates the unity and diversity that it has cultivated as a pillar of

its business philosophy as it opens its 100th store and looks forward to continuing to build connections throughout Canadian communities amongst both its franchise partners and loyal customers. “As OPA!’s first franchisee, I have to say what an honour it is to have the opportunity to also be its 100th franchisee,” says Dorrie Karras, CEO of OPA! and multi-unit franchisee. “I have formed such a strong connection with this great brand over the years and it has allowed me to be part of building up a business that I truly believe in and am passionate about. Every meal we prepare at OPA! carries with it our commitment to supporting the old-world richness and simplicity of enjoying great meals with great people, and the sharing of love and laughter as a staple in leading a rich, healthy life.” OPA!’s success can also be attributed to the internal growth being driven by single store franchisees adding to their portfolios to become multi-store operators, much like Karras has done. Karras’ vision as CEO and his experience as a franchise operator have also been part of this recipe for success when it comes to connecting corporate strategy with growth at the store-level. With a clear understanding of the needs of its franchisees and the strategic oversight required to implement bigpictures initiatives from the head office, the OPA! team has been able to come together in working towards a common goal at every level.

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Bonus video content on FranchiseCanada.Online!

INSPECTING HOMES, BUILDING TRUST HOME INSPECTION FRANCHISE SYSTEM PILLAR TO POST FOSTERS FRANCHISE GROWTH BY PROVIDING ITS FRANCHISEES WITH A STRONG BRAND, PROVEN SYSTEMS, UNPARALLELED SUPPORT AND EXCEPTIONAL WORK-LIFE BALANCE BY GEORGIE BINKS

ou know how they always tell you not to show up empty-handed at a friend’s house for dinner? Well, if you’re a Pillar To Post Home Inspector, you never forget the coffee and baked goods when you meet with a real estate agent. So says Dan Steward, President and CEO of Canada’s No. 1 home inspection franchise - Pillar To Post Home Inspectors. Steward explains, “Building trusted relationships with realtors is critical. We know from history that when we personally introduce ourselves to realtors we work with or hope to work with, it goes over well. Bringing a nice coffee and snack can break the ice, but there is so much more that goes into long-term trust in the realtor-home inspector relationship.” Going beyond simply inspecting homes across North America is what’s made the franchise No. 1 not only in homeowners and homebuyers’ hearts, but also in those of its franchisees. Pillar To Post has been ranked as such by Entrepreneur Magazine’s Franchise500®, an annual coveted ranking of the top 500 franchise systems. The company was started in 1993 by Mike Brewer, a franchisor in the auto glass sector, who had a bad experience when purchasing a new home. He felt he could provide a better home inspection than what he experienced in the home buying process. Using his franchising experience, he started the company and began franchising in 1994. “By 2000, Pillar To Post was the largest home inspection franchise business in North America,” boasts Steward.

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COVER STORY

Dan Steward and Raj Bimrah Franchise Canada July | August 2019 17

COVER STORY

At that time, there were 250 franchise locations. In 2003, Brewer sold the company to FirstService Brands, Pillar To Post’s parent company. From 2000-2006, Steward says the real estate industry enjoyed what he calls the “golden” years, especially in the U.S. That was until the recession hit, which strangely enough was not a bad thing for the franchise. Steward says that downturn actually helped the company. “What the recession in 2007, 2008, and 2009 really taught us was the difference between having a brand name and a brand experience. We decided we needed a brand that’s not dependent on the economy for our franchisees to succeed. We were able to look at some franchisees and why they succeeded and some who struggled and even failed.” Steward says what they discovered was that the strongest franchisees were resilient, driven to have their own business, enjoyed continued learning, and received true joy by helping others. “We really had to grow from our beginnings of doing great home inspections to identifying with, understanding, and empathizing what that means to be a customer of our service.” Four Pillars of Support Right now, there are more than 500 franchises in the U.S. and 80 in Canada. All franchisees work in the business and there are no corporately-owned locations. Franchisees don’t need a home inspection background. As far as the Pillar To Post concept goes, says Steward, “We focus on this concept of confident home ownership which largely has to do with starting the process

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of buying your home. The work our franchisees do is related to helping realtors and homebuyers have a great experience, to provide objective information so the buyer can make an informed decision, and have peace of mind in making that decision.” The Pillar To Post concept works to provide home buyers with a clear, unbiased evaluation of a property’s condition and answers to any questions they may have. Pillar To Post creates an easy-to-read objective report regarding the condition of a home’s electrical, plumbing, heating, air conditioning, and ventilation systems along with its structure and foundation. Steward explains the company fosters the franchise’s growth and its franchisees in four ways: balancing branding, systems, support, and quality of life. “Franchising is everything. If we did not have franchisees, we wouldn’t have a company. What makes it unique is we’re really focusing on the franchisee and their life goals.” Meet the Franchisees Two franchisees singing the praises of Pillar To Post are Bradly George in Saskatoon, who's been with the company nine years, and Raj Bimrah of Streetsville, Ontario. George was drawn to the franchise because of the brand’s strength. A jack-of-all-trades with experience in IT, construction, renovations, and flipping homes, he says, “I’d looked at other franchises and none ranked as well as Pillar To Post. They’re a leader in the industry. What drew me to it was the business-in-a-box format, so I could get going pretty quickly with a proven method.”

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COVER STORY

Bimrah concurs. Even though he has years of renovation, project management, and construction experience, along with a civil engineering degree, he knew he needed to team up with professionals for help with sales and marketing. A real estate agent buddy of his mentioned Pillar To Post right off the bat when Bimrah was researching home inspection franchises. “He said they're well-known and when there are big houses to be inspected, they’re the first ones people call.” The franchise also offers great systems to franchisees. “We have a particular system for starting up a new franchise, one for adding new products and services for their offering, a defined system on helping them to hire people, for getting customers, or how to expand business.” In addition to state-of-the-art training, great support is also essential to franchisee success. A support team works with new candidates to evaluate if Pillar To Post is the right fit for them. A dedicated team takes care of the initial training of new franchisees for the first 9-12 months, while providing business coaching, marketing, and IT support. Bimrah received access to detailed online training – about 200 hours’ worth, then in-person training in Toronto. He says, “They assigned mentors to help us with our launch and any issues we might encounter.” Franchisees are also able to use the franchise’s large network of fellow inspectors and business owners for support. George says, “We’re so large if I don’t know the answer, have a new idea or someone has a new idea working for them, that’s a great plus to the network.”

“FINANCIALLY WE’RE ENJOYING A GOOD INCOME AND I CAN CHOOSE THE HOURS I WORK. LIFESTYLE-WISE IT GIVES US WHAT WE WANT.” Franchisees also have access to a large information database, as well as a national training conference. George has high praise for the franchise’s support system. “Our regional director is always available and if he doesn’t know the answer, he knows the people who do.” And there’s the quality of life. George says, “Financially we’re enjoying a good income and I can choose the hours I work. Lifestyle-wise it gives us what we want. I’ve got two small kids so I can take the afternoon off and go on a field trip with them.” As far as challenges go, George says the biggest one is getting in front of real estate agents. “You need to continuously build relationships with all new realtors and keep on top of them. Who’s coming and who’s going. They need to be able to depend on me and know that they can.”

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COVER STORY

For Bimrah, the biggest challenge initially was sales and marketing. “I’ve never had to market myself with interviews. With the help of the start-up director and the support staff at Pillar To Post, I got my speeches set up along with a business and marketing plan.” The franchise has two types of marketing. George loves the established marketing plan where he’s in charge of local marketing and the franchisor is in charge of the national marketing strategy. “There’s a synergy to the whole thing.” “I’m seven weeks in and I’m on my eighth inspection,” adds Bimrah. “I wouldn’t be here without them because they put me in front of all these agents and set up my plan. It’s such a positive environment, it’s making me want to do more for everyone else.” For those interested in investing in a franchise, Bimrah suggests, “Ask a lot of questions, compare our system with other companies, trust that the company is looking after your best interest and make sure the company has a tried and trusted plan for your success. I see all of that with Pillar To Post.” George says, “I get calls on this all the time. Follow the plan, follow the model you paid for by purchasing a franchise and just add your own personality. I don’t see how you can’t really succeed.”

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The company would like to see 1,000 franchises by 2025. Steward says, “We’re going for world dominance. Our No. 1 goal for growth is to see our existing franchisees go after their goals and dreams. We want to expand our products and services to help our existing franchisees grow their businesses and enhance their profitability.” And don’t forget the doughnuts. Bimrah says, “The biggest impact I’ve seen is showing up to open houses for agents with food. It’s such a ‘wow’ factor I would not have thought of doing.” Not only is Pillar To Post serving up an incredible franchising meal from soup to nuts, so to speak, it’s also turning doughnuts into dollars along the way. PILLAR TO POST HOME INSPECTORS STATS Franchise units in Canada: 80, U.S.: 500 Franchise fee: $21.9K Investment required: $36,350-$42,550 Training: In-house training and instruction program Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Nova Scotia, New Brunswick, Yukon, Nunavut, Northwest Territories, U.S. In business since: 1994 Franchising since: 1994 CFA member since: 2013

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Stay-At-Home Franchising

Mobile and Home-based money makers help franchisees hit the ground running BY GINA MAKKAR

obile and home-based franchise options are on the rise. With a lower price point and easy scalability, they’re quickly becoming a popular choice. Here, Franchise Canada profiles three home-based and mobile concepts that help franchisees hit the ground running with low start-up costs and exceptional flexibility. What the Pros Know For Wayne Maillet, founder of Franchise Specialists, a full-service franchise development and management company, there’s plenty of benefits to running a home-based business. “I enjoy getting up, pouring myself a coffee, and walking to the other end of the house to go to the office.” With no traffic headaches or rising gasoline prices to deal with, it’s easy to choose the flexible work hours that you get with owning a home-based business. “Depending on your business, you may be able to work on your business anywhere in the world simply by connecting to the internet,” says Maillet. It’s also a great way to reduce taxes by writing off home expenses against business income. The challenges? “You need to have a lot of self-discipline.” Maillet often finds himself working longer hours, diminishing a good work-life balance. He adds that with homebased and mobile businesses, the franchisee is responsible for networking and marketing. “Business is not going to just walk through the door, as in a retail location.” Finally, the solitude is not for everyone, and some individuals need the comradery and interaction with coworkers.

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STAY-AT-HOME FRANCHISING

Concierge Home Services A one-stop shop, Concierge Home Services provides homeowners a range of services, from house cleaning to pet sitting. Previously a high-tech human resources executive, Founder and CEO Rebecca Page saw a gap in the market. “I consistently heard from people that they couldn’t find reliable help around the house,” says Page. “It offered room to develop something to meet those needs.” The franchise model combines security and peace of mind with a personalized homeowner experience. Clients can choose what they need done around the house, from watering tomato plants to feeding the cat.

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The online system updates in real time, with client preferences just a click away. The company culture is a large part of its success, with a focus on offering a quality, professional experience to build loyalty. “People want to enjoy a vacation and not worry about the house or pets. With our system, they can get email updates and photos of how their pets and plants are doing.” It’s this level of communication that distinguishes the brand. Page shied away from the 1-800 call centre approach, stating that it works for companies like Uber, but it’s not a one-size-fits-all. “When someone has access to your

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STAY-AT-HOME FRANCHISING key and alarm code, you don’t want to order that service off an app, and get what you get. You want to feel like you are contacting a person in your community with a concept behind them, so services are delivered professionally with great communication.” The concept offers franchisees a better work-life balance. “It’s less commuting. It’s portable, and a more accessible business to open,” says Page. “The challenge is that you need discipline and drive. You need to really focus on building a business.” Though the franchise manages digital campaigns to generate leads with good results, franchisees still need to get out in the community to network. “It’s like installing a gym in your basement. You have all this great equipment, but you still have to use it and do the work. Investing in a franchise, you still need to put in the work to get the results.”

Page looks for franchisees that are motivated to manage a team and build a business. “We’re looking for the right people who will really come in and work the system, because it works.” The Milton franchisee is a great example of success, growing 178 per cent in her second year. Her advice? Look at the long-term gains. “Call back the person that you can’t help today. Provide them with a good first experience with your brand.” CONCIERGE HOME SERVICES STATS Franchise Units in Canada: 6 Corporate Units in Canada: 1 Franchise Fee: $20K Investment Required: $28K-43K (includes franchise fee and working capital) Training: 2 weeks Available Territories: Ontario In Business Since: 2001 Franchise Since: 2007 CFA Member Since: 2016

A GOLDEN OPPORTUNITY.

When opportunity knocks, you have to answer. Especially when it’s a golden opportunity. Like owning and operating a McDonald’s® franchise in your community – which has proven to be a rewarding way to achieve success. Be a part of the world’s most recognized brand and join the thousands of business entrepreneurs who are already part of the winning team. To learn more about franchising opportunities with McDonald’s Canada, please visit www.mcdonalds.ca 2019 McDonald’s

Franchise Canada July | August 2019 23

STAY-AT-HOME FRANCHISING

Eenie, Meenie, Miny Mow! Landscaping Services Whether you need help indoors or out, Feels Like Friday Service Brands, owners of Gorilla Property Services, Toodaloo Pest and Wildlife Services, and Eenie, Meenie, Miny Mow! Landscaping Services, has you covered. The concept started with Gorilla and quickly grew to 24 units before owner Mark Amery launched Toodaloo. The most recent addition to the Feels Like Friday Service Brands family, Eenie, Meenie, Miny Mow, is launching with three franchisees this year. “Our goal is to take the markets, streamline them and really take them to the next level,” says Amery. The mobile concept offers plenty of benefits to prospective franchisees. A paperless environment allows franchisees to work on a phone or iPad from anywhere. A monthly management fee covers elements like the call centre, marketing, and backend sales, allowing franchisees to focus on providing the best service. “That’s what allows us to grow so quickly,” says Amery. As the franchisee grows, they can scale up and build a team to foster growth. “The scalability and return is higher because the overhead is extremely low.”

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Initial training in Vancouver blends hands-on field work with back end logistics. The marketing team builds content and generates initial leads, so that once training is done, the button has been pushed and the machine starts rolling from day one. Amery says growth comes with the right people in place. “Everything we do goes back to the guys and gals in our system,” he says. “Growing a team environment is like building a family that you choose.” Monthly meetings keep the team connected, help maintain communication lines, and keep momentum going. He also says it’s important to start from the bottom and learn every facet of the business from the ground up. “You’ve got to be in it to win it. I started at the bottom and worked my way up and touched on all levels. You can’t do that sitting in an office. Learning from a book and learning on the street are two different things. You’ve got to get your hands dirty for the first season, and scale from there.” Amery’s advice? “Try to find something you love doing, and do that. It has to hit that little spark in you. Whatever it is, research it, find out the options and go for it. What’s the worst thing that can happen? You go back to doing what you were doing before,” he says. “Once you go for it, go all in.” EENIE, MEENIE, MINY MOW! LANDSCAPING STATS Franchise Units in Canada: 4, Other: 1 Franchise Fee: $15K Investment Required: $30K Available Territories: All of Canada, International In Business Since: 2018 Franchise Since: 2018 CFA Member Since: 2018

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STAY-AT-HOME FRANCHISING

Tutor Doctor Tutor Doctor first started in 2008, and with over 300 franchisees worldwide, they’ve recently undergone a refresh to propel the brand to the next level. “I’m really excited about the look, feel, focus, and the ability to communicate what distinguishes us in our space more succinctly,” says President Frank Milner. Thoughtful changes now position franchisees for greater success. A new launch support program deploys field support specialists to help franchisees navigate their local markets in their first year. “It helps franchisees develop the habits they need for long-term success right out of the gate,” says Milner. “It’s a really powerful program that’s gotten a lot of traction. We’ve seen that franchisees coming in under the new program are getting out of the gates faster than they have historically.” A new call centre that Milner fondly dubs the ‘care centre,’ funnels leads via telephone, web and email, and books consultations for franchisees. “We did this because having experts manage leads can create a difference in the results when converting leads to consultations.” The new levels of support are a huge benefit in helping franchisees accelerate their business and become great self-leaders and people leaders, as it allows them to focus on their goals instead of getting caught up in busy work. Milner also says that the flexibility that comes with a home-based system is second to none. “You are working hard, but you have control over your time so you can do the things that are important to you. That is a major benefit of being in a home-based franchise. If you want to volunteer in your kid’s school or attend their dance recital, the flexibility that comes with that is phenomenal.” Though running a home-based business comes with challenges, like staying on task, the franchise has put regional meetings and team calls in place to engage franchisees and help them stay focused and motivated.

From corporate executives to educators, franchisees attracted to the model are passionate about education. “Our mission is to change the trajectory of students’ lives,” says Milner. “We want people who care and are willing to work hard to achieve their goals and have a high degree of empathy, because that’s really what sets us apart as a brand.” Milner’s advice? “It’s really important that new franchisees come into any business with eyes wide open, knowing that it’s going to be hard and expecting it to be hard. Be prepared for the fact that you will run into challenges, but know that being in a franchise system really helps you through those challenges.” TUTOR DOCTOR STATS Franchise units in Canada: 118, U.S.: 343, Other: 179 Franchise fee: $49.7K Investment required: $68K Start-up capital required: $20K-$50K Training: Pre and in-house training Available territories: All of Canada, U.S., International In business since: 2000 Franchising since: 2008 CFA member since: 2008

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HOME INSPECTION FRANCHISES

THESE FRANCHISE SYSTEMS REVEAL TO HOMEBUYERS EVERYTHING THEY NEED TO KNOW BEFORE MAKING THE BIG PURCHASE BY KYM WOLFE

For most Canadians, buying a home is the most important financial decision they’ll ever make. Investing in the housing market is not a decision to be taken lightly. Before making the leap, Canadian homebuyers will turn to a professional home inspection service to reveal whether or not the property they’re about to purchase is truly worth it. Here, Franchise Canada profiles four home inspection franchise concepts that make purchasing a home with peace of mind possible.

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HOME INSPECTION FRANCHISES Rick Mayuk

A Buyer’s Choice Home Inspections “We were founded by a realtor – no home inspector has DNA so deeply rooted in the real estate industry,” says Rick Mayuk, Owner of A Buyer’s Choice Home Inspections. “Our entire system – how we recruit, train, coach and support our franchise owners – is with laser focus on assisting home sellers and their realtors, comforting home buyers, and protecting all parties.” Launched in Nova Scotia in 2005 by a 20-year real estate veteran, the franchise grew quickly and now has inspectors operating across Canada, in the U.S., and in 17 other countries around the globe. “We have just begun an aggressive expansion in Ontario and British Columbia, however there are opportunities nation-wide to become a franchise owner or to join an existing team as a sub-franchisee,” says Mayuk. “Urban centres are good volume-wise, but have more competition. Our inspectors in rural communities really knock it out of the park.” The franchise provides rigorous training – more than 600 hours total, covering technical, operational, and marketing aspects of running the business as well as in-field training with a Buyer’s Choice master inspector. “The stringent level of training received prior to going live would permit our inspectors to conduct an inspection anywhere in North America including areas that require mandatory inspector licensing,” says Mayuk. New franchisees attend an operations and marketing

‘Boot Camp’ where they learn the systems that Mayuk calls “our secret sauce.” While a trades background would be helpful, it is not required. Instead, the brand looks for entrepreneurial people with excellent communication and interpersonal skills and a dynamic personality, who want to own their own business but not necessarily start one on their own. With its leading-edge technology and a proven marketing system, says Mayuk, this franchise is a good fit for people who want to skip the first ‘high risk’ years of figuring out everything needed for a successful start-up. “Our system has been perfected to coach them (franchisees) and help them grow their business. We recruit for personality and train for skill. If you enjoy meeting new people, are entrepreneurial and have a talent for sales leadership, this may be the right fit for you.” A BUYER’S CHOICE HOME INSPECTIONS STATS Franchise Units in Canada: 100, U.S.: 34, International: 26 Franchise Fee: $39.9K per unit, Master: $39K per 1M population Investment Required: $45,000 including franchise fee Training: Full training and certification provided Available Territories: All of Canada, U.S., International In Business Since: 2005 Franchise Since: 2007 CFA Member Since: 2016

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HOME INSPECTION FRANCHISES AmeriSpec Inspection Services AmeriSpec Inspection Services is piloting a unique option that will enable its franchisees to generate multiple billings from a single home inspection. A home seller will pay a discounted fee for a pre-listing inspection, and AmeriSpec on Demand will make a summary report available online to potential homebuyers for $69, or $349 for the full report. Most home buyers these days will want at least a preliminary inspection report before making an offer, says Jason Acosta, Business Development Consultant for AmeriSpec of Canada. “If a home has 10 potential buyers, that inspection could easily earn an additional $690.” Established in the U.S. in 1987, the franchise entered Canada in 1994 and was purchased by ServiceMaster in 1996. Under the ServiceMaster umbrella, says Acosta, AmeriSpec is part of one of the largest and most trusted home service providers in the world. Franchisees benefit from being part of a national network of home services, including ServiceMaster Clean, ServiceMaster Restore, Furniture Medic and Merry Maids, and from all of the brands’ international reputation and national marketing programs. Franchisees are able to offer clients access to the National Partners Programs, which

includes special pricing with The Brick, Terminix, AMJ Campbell moving services, MoveSnap Concierge and other ServiceMaster brands. An ideal franchisee has a business mindset, operates with integrity, and has the will to constantly shift and change with the industry. Franchisees don’t need home inspection or technical experience, but a knowledgeable background in construction, renovation, engineering, appraisals, or real estate can be an excellent springboard to launch an AmeriSpec franchise, says Acosta.

You’ve dreamed it. Now do it.

At BMO, our national team of franchising finance experts is standing by to help make your future successful. Our in-depth knowledge of the franchise landscape allows us to advise you at every step along your business journey. To learn more, visit bmo.com/franchise Trademarks of Bank of Montreal

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www.cfa.ca | www.FranchiseCanada.Online

HOME INSPECTION FRANCHISES

The company offers initial training through its inhouse training academy in Memphis that covers everything from business acumen and marketing to technical skills, and ongoing support through regional meetings and one-on-one coaching with a business development leader. There are advanced software systems and for each new franchise the company develops a unique strategic plan with a road map for marketing that is tailored to the local market. “Our franchises typically thrive in developed and developing urban and rural areas with dense

populations,” says Acosta. “We have opportunities in all major cities across Canada.” AMERISPEC INSPECTION SERVICES STATS Franchise Units in Canada: 80, U.S.: 300 Franchise Fee: $17,900+ Investment Required: $30K-$40K Available Territories: All of Canada In Business Since: 1988 Franchise Since: 1988 CFA Member Since: 1992

OPENING SOON dq.ca

Franchising Information:

Tammie Verna (905) 637 4741

tammie.verna@idq.com

Franchise Canada July | August 2019 29

HOME INSPECTION FRANCHISES

Canadian Residential Inspection Services With Canadian Residential Inspection Services’ state-ofthe-art proprietary reporting software, franchisees are able to complete a home inspection report and deliver it to the client while they are still on the premises. “We have 30 plus years of experience in an industry that is only about 30 years old itself,” says President David Pothier. “Our custom inspection system has been perfected in design over the years – it makes it easy for our inspectors to do a thorough job and prepare an electronic report that is comprehensive and easily understood. The inspector can immediately walk the client through the report and answer any questions on the spot.” Payment is collected on the spot as well, so franchisees do not have to chase receivables. The franchise offers home inspection training that meets licensing requirements in all legislated provinces. “A background in a related industry is not required,” says Pothier. “We provide a complete training program along with exams and practical training to ensure our inspectors enter the market as highly trained professionals. We’d like to see licensing requirements in every jurisdiction – it would improve the whole industry as a whole.” Additionally, the company provides a proven marketing program and 24-hour ongoing support to all franchisees.

30 Canadian Franchise Association

An ideal franchisee has honesty, integrity, good communication and people skills, and is a self-starter who enjoys meeting and helping people. There are no monthly percentage royalties – Canadian Residential uses a service-based fee. That means the franchise is only making money when its franchisees are making money. “We’re successful when they are successful,” says Pothier. Canadian Residential inspectors operate across Canada, from Nova Scotia (where the company was founded) to British Columbia, with the highest density in Alberta. “Our marketing and high rate of customer satisfaction give our franchisees the ability to succeed in any market,” says Operations Manager Tracy Foley. “We are big enough and have been around long enough to be a major player wherever we operate,” adds Pothier. “Franchises have been shown to thrive in any location, urban or rural.” With the company looking to expand across the country and fill gaps in current coverage, there are currently franchise territories available in most provinces. CANADIAN RESIDENTIAL INSPECTION SERVICES STATS Franchise Units in Canada: 32 Franchise Fee: $24.5K Investment Required: $44.5K Training: Training included. Certification provided. Available Territories: All of Canada In Business Since: 1988 Franchise Since: 2001 CFA Member Since: 2011

www.cfa.ca | www.FranchiseCanada.Online

HOME INSPECTION FRANCHISES

HomeTeam Inspection Service Ask President Adam Long and Franchise Development Manager Matt Cook what differentiates HomeTeam from other home inspection franchises, and they immediately cite four things: a team approach to home inspection; the availability of large territories; an executive model; and a profitable exit strategy. “We are the only franchise that operates by providing a team of inspectors onsite,” says Cook. “What one inspector would normally do in three to four hours, an inspection team can accomplish in approximately 90 minutes. Our owners are able to schedule more jobs throughout the day, and make more money.” Initially, the team will be made up of the franchise owner and a trained employee or subcontractor, but the HomeTeam model is designed to have the franchisee move from owner/operator into more of an executive role, building teams of inspectors that do the frontline work while the franchisee manages the sales and business end of the operation. Large territories make it possible to have a number of teams on the go. “Rather than focusing on just the individual inspections, the goal is create a business over the long term that will be attractive to potential buyers,” says Long. The structures, processes and day-to-day procedures ensure that the brand is not tied exclusively to the franchise owner, so he or she can profitably sell the business in future. The ideal franchisee does not have to have a background in home inspection, but the learning curve and ramp-up time are much faster for those with industry knowledge, says Cook. HomeTeam pays for new franchisees to attend home inspection training at post-secondary institutions close to home, which ensures they meet the requirements for the local market since every

province is different. All new franchise owners attend a week-long business ownership orientation in Cincinnati where they are trained in HomeTeam’s technology, management software, sales and marketing, and there are also online training modules and advisors available by phone. A proven system in the U.S. for more than 25 years, HomeTeam is now expanding north of the border. With two franchises operating in Kingston and Ottawa, the company is set for significant growth in Canada. “At this moment we are focusing our efforts on Ontario, but will soon be opening up to other regions,” says Long. HOMETEAM INSPECTION STATS Franchise Units in Canada: 2, U.S.: 169, International: 171 Franchise Fee: $35K/$45K/$55K Available Territories: Ontario, U.S., International In Business Since: 1991 Franchise Since: 1993 CFA Member Since: 2018

Franchise Canada July | August 2019 31

HOME INSPECTION FRANCHISES

Selling? Don't Forget About Showings! Prep’n Sell While home inspections are a vital part of buying a new home, on the other side of the coin, is preparing your home before it goes to market. That’s where the aptly named Prep’n Sell comes in. “Typically, I will get a call from a real estate agent to do our ‘reno magic’ to make sure a home shows well,” says west coast franchisee Richard Foster. “If it’s a home that a family has been living in for two plus decades, styles might be dated or they might not have kept up with small repairs.” Whether it’s cleaning, decluttering, fixing, painting, renovating, roofing, moving items, or some other task, Prep’n Sell offers a onephone-call solution – and that, says Foster, is one of the things that makes this business concept stand out. “I’ve had rental properties and flipped houses, but what drew me to Prep’n Sell is that it is a unique idea,” says Foster. He could have run a similar business running solo, but “I wanted to hit the ground running instead of spending a couple of years before I got it right. It’s a relatively inexpensive franchise to buy into, and you can be profitable quite quickly.” While Foster has a handyman background, that’s not a requirement. “Ideally I’m not on the tools, I’m

32 Canadian Franchise Association

out meeting with customers. Reno knowledge would be helpful, and it’s important to be able to know what to look for, but it’s more important to have excellent communication skills and to be good at networking. Most of the time you’ll be working with realtors, subcontractors, the trades, and of course customers.” Lining up good people to do the actual work and keeping them happy is one of the business’s biggest challenges, says Foster. He keeps about a dozen workers busy, including painters, electricians, plumbers and general handymen. “I throw them a lot of work, and I pay as soon as I know the client is happy, so when I call they put me at the top of the pile.” PREP’N SELL STATS Franchise units in Canada: 7 Corporate units in Canada: 1 Franchise fee: $27,500 Mandatory Start-Up Package: $7,500 Investment required: $35,000 Training: 7 weeks Available territories: All of Canada In business since: 2002 CFA member since: 2004

www.cfa.ca | www.FranchiseCanada.Online

Franchising Jetsetters

Agency and hotel franchises allow owners to make vacations their full-time job BY SUZANNE BOWNESS

It may be the third certainty after death and taxes: that people like to travel. For potential franchisees, investing in a franchise in this niche can mean extending a personal interest as well as uncovering a lucrative market. To illustrate the range of franchises in this space, Franchise Canada profiles three travel franchise opportunities that reveal a spectrum of options: hotels, cruise travel planning, and corporate travel agenting.

Franchise Canada July | August 2019 33

FRANCHISING JETSETTERS Brian Leon

Choice Hotels You don’t need to be a hospitality industry expert to understand that today’s hotel business is becoming increasingly complex. A single online search for accommodations provides the user with a remarkable variety of options, from hotel discount sites to loyalty programs to options to rent a stranger’s bedroom. Not surprising then that Choice Hotels, one of the largest and most successful lodging franchisors in the world, puts its ability to share resources at the top of its sales pitch to franchisees. “It's a very compelling value proposition, when you look at trying to operate independently as opposed to being part of a system like ours,” says Brian Leon, President of Choice Hotels Canada. The company traces its roots in Canada back to 1955, although it was formally established in Canada in 1993. Today the franchise boasts 340 hotels open or under development from coast to coast. These include several brands, from the economy-focused Econo Lodge, to midscale brands like Comfort Inn and Quality Inn, to the upscale Ascend Hotel Collection. Unlike most franchises, a hotel is a larger investment partly because of the real estate component in an industry where you buy land and own the building, rather than lease it. “Franchise fees in the hotel industry are similar to what investors may expect in the food service or retail industries, typically $25,000 to $50,000. The big cost is in purchasing or building the hotel, which is typically several million dollars. So, it’s both an investment in real estate and an operating business, which is one of the things that attracts so many to the industry," says Leon. As a result of the significant upfront capital required, franchisors are often open to multiple ownership, such

34 Canadian Franchise Association

as a key operating partner with four or five financial partners. Leon says franchisees come from all walks of life and don’t need travel experience, although business experience is useful. Many franchisees oversee the operation and hire for roles like general manager. Leon says that franchisees point to Choice Hotel’s industry leading distribution resources as a key benefit. “Our central reservation system drove over two million guest nights to our hotels in Canada last year.” He also emphasizes the importance of a strong loyalty program. “Ours is world-class, with more than two million members in Canada and over 40 million members worldwide.” This is rounded out with a sales team spread across the country that pursue corporate accounts, association, travel and tour business for their hotels. Franchise opportunities include both new builds and buying existing hotels. The team at Choice Hotels advises on which brand will suit which market, and helps with the redesign and renovation when people bring existing independent hotels into the system. “With more than 7,000 hotels globally, the depth of resources that we have is pretty significant,” says Leon. CHOICE HOTELS STATS Franchise units in Canada: 319 Franchise fee: $25K-$50K Investment required: $4M+ Training: Yes Available territories: All of Canada In business since: 1993 Franchising since: 1993 CFA member since: 2010

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISING JETSETTERS

Expedia CruiseShipCenters In its 2019 report, the Cruise Lines International Association (CLIA), the world's largest cruise industry trade association, predicted that 30 million passengers will go on cruises this year. CLIA further projects that number to grow to 40 million annually by 2027. Not only are they growing in popularity, but cruises have also extended their image to attract a wider demographic of younger travelers and multi-generational groupings of families cruising together. With over 290 locations open or in development throughout North America, including 170 in Canada, Expedia CruiseShipCenters is a franchise system that’s meeting the demand for personalized attention and guidance in what can often be a complex and sometimes expensive holiday purchase. Bob Tipple, Vice President of Franchising, notes that one out of every three cruises in Canada is sold by Expedia CruiseShipCenters. Founded in Vancouver in 1987, CruiseShipCenters partnered with Expedia in 2007. The brand power of its global parent company has become one of its strongest selling points with over $99 billion in global buying power to create close partnerships with travel suppliers. “The more ships that are built, the more they need our help with filling the cabins. It’s a win-win scenario and allows for a true symbiotic relationship,” says Tipple. The Expedia connection also means that CruiseShipCenters can provide their clients with the full vacation package, including flight, hotel, and car rental offerings. Franchisees don’t need to be travel business veterans, although Tipple notes that many are already passionate about travelling and cruising as consumers. Tipple says

he looks for franchisees with mentoring abilities who can help coach their travel consultants, and have an eye for finding consultants with the people skills, trustworthiness, and patience to guide customers through a complex booking process. Franchisees should have an outgoing nature to help build relationships within the community they serve. “It's not the type of business to be shy. Not only do you need to love travel, you need to love people. You have to be the type of person that can turn around in a grocery store lineup and engage somebody in a conversation about travel or cruising,” says Tipple. Franchise training includes a week at head office in Vancouver, including training on the company’s proprietary booking program, CruiseDesk. Self-guided online courses, access to franchise coaches, quarterly calls with the leadership team, and an annual franchisee conference (held on a cruise ship of course), round out the support offering. While the franchise is virtually sold out of new market areas across Canada, resales come up occasionally, and following the brand’s entry into the United States seven years ago, Tipple anticipates opening over 250 centres in the next few years. He says that several Canadians have worked with the franchise to get an E2 Visa to move to the U.S. and start a business there. “It’s actually a much easier process than you might think”, says Tipple. EXPEDIA CRUISESHIPCENTERS STATS Franchise units in Canada: 170 U.S.: 121 Franchise fee: $39K Investment required: $165K–$282K Training: Initial week-long training and ongoing support Available territories: Quebec, U.S. In business since: 1987 Franchising since: 1987 CFA member since: 1995

Franchise Canada July | August 2019 35

FRANCHISING JETSETTERS UNIGLOBE Travel International While booking flights and hotels is synonymous with going on vacation, think of how many people travel for business and the opportunity that the corporate travel sector provides becomes clear, especially in an increasingly globalized world. UNIGLOBE Travel International has been in the corporate travel booking business since it first opened up in Vancouver in 1980. Today, the business has expanded into the U.S., Europe, Middle East, Africa, India, and Asia Pacific with a presence in 60 countries. Several Canadian markets are still open to expansion too. As a business-to-business operation, UNIGLOBE is focused on assisting mid-sized companies that need to book a large number of business trips per year. “If you are spending $1 million or even $250,000 a year on travel, you want to know how you're spending your money. We work as a consultant to advise and make suggestions about how the corporation can stretch its travel dollar,” says Martin Charlwood, President and COO of UNIGLOBE Travel International. Besides providing access to special incentives and discounts, the franchise is also called upon to consult on developing travel policies within the organization (for

36 Canadian Franchise Association

example, which seniority levels get to fly business class over economy or rent a larger car) and then to streamline enforcement of those rules. UNIGLOBE looks for entrepreneurial, sales-oriented franchisees. A travel background is less important. Typically, the franchisee builds the business and focuses on marketing, finding clients, and travel agent recruitment. The business also sells conversion franchises, providing its branding and reach to existing travel agencies or agents with a clientele already built up. Training includes all new franchisees attending a fourday International Management Academy located at the head office in Vancouver, with ongoing phone and online support. The franchise has 11 international regions with a master franchise operation in each geographic territory, including several in Canada. UNIGLOBE offers travel and technology services to both franchisees, and by extension to end-user customers. For clients they include a client portal for corporate bookers, travel advisory notifications, an app for the individual traveler, and a search tool for finding the lowest booking prices with the corporate travel policies built in. The franchisee has access to a customer relationship management tool, a UNIGLOBE Reporter

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISING JETSETTERS

“Being part of a global network is the biggest offering that we provide.”

Martin Charlwood

tool to help find savings across client organization, and a global network fare finder. Charlwood says that the franchise’s longevity and its buying power are two of its most attractive factors. “Being part of a global network is the biggest offering that we provide. This allows smaller businesses to gain more business, and it allows smaller companies to gain access to travel management technologies, products, and services at much better pricing than they can get on their own.” UNIGLOBE TRAVEL INTERNATIONAL STATS Franchise fee: $5K-$45K Investment required: $10K-$100K Available territories: All of Canada In business since: 1981 Franchising since: 1981 CFA member since: 1997

Franchise Canada July | August 2019 37

TO THE RESCUE!

RESTORATION SERVICES FRANCHISES ACROSS CANADA Inclement weather is a Canadian reality. According to Stats Canada, in 2014, more than 12.4 million Canadians aged 15 years and older reported having personally experienced a major emergency or disaster within their community in their lifetime; nearly three in four (73 per cent) indicated that the emergency was significant enough to have severely disrupted their regular daily routine. Unfortunately, the threat of disasters such as floods, mould, and fires are a reality of home ownership. Don’t fret! These proven franchise concepts are providing restoration services to put Canadians across the country at ease when disaster strikes!

38 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

TO THE RESCUE!

N-HANCE WOOD RENEWAL

PAUL DAVIS RESTORATION INC.

N-Hance Wood Renewal provides services for refinishing hardwood floors, cabinets, furniture, and other wood surfaces at a low price point. With an N-Hance business, you'll offer customers beautifully restored cabinets and floors and with no dust, no mess, and no odour. The franchise’s services are great for anyone on a budget, looking to spruce up their living space, or anything in between.

Paul Davis is a North American franchise system which provides full-service emergency mitigation, restoration, and reconstruction to residential, commercial and industrial properties due to water, fire, mould, storm, or other disasters. Paul Davis’s business is built on relationships with national insurance carriers, brokers, insurance adjusters and policyholders, and handles thousands of emergency claims and restoration projects for insurance and commercial clients each year.

N-Hance franchisees receive ongoing support and training to help them be successful, along with proven technical and operational processes. The company is dedicated to research and development, and has patents in place that protect their proprietary products. For example, N-Hance has patents on a deep release cleaner, a sealer, and a unique dust-containment system. Franchise units in U.S.: 450 Corporate units in Canada: 1 Investment required: $50K Training: Yes In business since: 2001 Franchising since: 2003 CFA member since: 2016

Successful franchise candidates are certified in the areas of emergency restoration, reconstruction, and remodeling at the national training centre. Business Launch and Paul Davis Business Development teams then work with the franchisees to get their businesses up and running and get them onto the national insurance carrier’s certified lists so they can be allocated insurance claim work in their specific territories. Franchise units in Canada: 58, U.S.: 310 Corporate units in Canada: 1, U.S.: 6 Franchise fee: $50K Investment required: $237K-$383K Training: 5 weeks Available territories: All of Canada In business since: 1985 Franchising since: 1986 CFA member since: 2013

PUROCLEAN PuroClean is one of the fastest growing franchise systems in Canada specializing in property damage emergency services. Providing specialized mitigation services for homes and businesses following water, fire, smoke, and mould damage, PuroClean has become a property restoration provider of choice for insurance professionals and property owners. PuroClean has the highest customer satisfaction ratings in a B2B recessionproof industry. Demand for PuroClean services is steady, despite the economy and real estate job markets. Ongoing training, support, and coaching is provided to franchisees in the areas of marketing, sales, operations, and customer service. Franchise units in Canada: 38, U.S.: 232 Franchise fee: $59K Investment required: $220K Training: 15 days at HQ, 10 days mentoring, 5 on site Available territories: All of Canada, U.S. In business since: 1990 Franchising since: 1991 CFA member since: 2008

Franchise Canada July | August 2019 39

TO THE RESCUE!

RAINBOW INTERNATIONAL Since 1981, Rainbow International® has offered home restoration, commercial restoration, and carpet cleaning services through a network of about 400 locations worldwide. Rainbow International has built strong relationships with many of the largest insurance companies, which helps to drive more business to the franchisees, and the marketing team stays current with upcoming marketing trends to offer a variety of franchise consumer marketing solutions. Rainbow International franchisees have access to proven resources including thorough training, a dedicated marketing staff for support and guidance, and continuous research studies. Franchisees receive support with grand opening planning, advertising and social media account management, and national and local business marketing. Franchise units in Canada: 22, U.S.: 304, International: 65 Franchise fee: $35K Investment required: $278,100K Training: Yes Available territories: All of Canada, U.S., International In business since: 1981 Franchising since: 1981 CFA member since: 2004

40 Canadian Franchise Association

RESTORATION 1 Restoration 1 offers emergency remediation services for water, fire, and mould damage, with a special emphasis on flood damages. Residential and commercial property damage is an ongoing, constant issue that requires emergency mitigation and repair, and therefore does not fluctuate with the economy. A Restoration 1 franchise does not utilize a physical storefront, and no inventory is required, so franchisees can work out of an inexpensive warehouse/office. Business is generated through internet marketing and referral partners, so the business model can be adapted to fit various location and population sizes. Franchisees can expect ongoing training, support, technical guidance, and prime territories are still available. Franchise units in Canada: 15, U.S.: 100 Franchise fee: $35K Investment required: $150K Training: 4 Weeks Available territories: All of Canada In business since: 2009 Franchising since: 2009 CFA member since: 2014

www.cfa.ca | www.FranchiseCanada.Online

SERVICEMASTER RESTORE ServiceMaster Restore has over 65 years of experience in disaster restoration services. The global network of ServiceMaster Restore franchises provides residential and commercial restoration services, including water damage, smoke and fire damage, mould remediation, and disaster recovery. Franchisees receive ongoing industrial and managerial support, comprehensive training programs, industry resources, a peer support program, and more. At ServiceMaster, it is a priority to ensure that all systems are effective and efficient. When disaster strikes, ServiceMaster Restore disaster restoration specialists are on call 24/7/365 to help customers get their lives back to normal after unexpected events. It’s a franchise with yearround demand. Franchise units in Canada: 77 U.S.: 3,074, International: 1,683 Franchise fee: $62K-$70K Investment required: $150K Training: 3 1/2 weeks new owner training - additional training ongoing Available territories: Canada In business since: 1953 Franchising since: 1953 CFA member since: 1992

TO THE RESCUE! Canadians who have experienced major emergencies or disasters, by type of event, Canada, 2014

SERVPRO SERVPRO franchise professionals respond to property damage emergencies ranging from small individual disasters to multi-milliondollar large-loss events. When franchisees join SERVPRO’s brand, they have access to a network that provides customer service, training, support, as well as a proven business model. The benefits of joining the SERVPRO team include a quick start to getting the business up and running, help from the franchisors to develop the business, and training on all aspects of running the business. Franchise units in Canada: 11, U.S.: 1,695 Franchise fee: $34.5K CAD (addl. territory $379 per 1K people) Investment required: $145.2-$201.7 CAD Training: Initial & Ongoing Available territories: All of Canada, U.S. In business since: 1967 Franchising since: 2011 CFA member since: 2012

WISE CRACKS CONCRETE TECHNOLOGIES INC. For 25 years, Canadian foundation waterproofing and concrete repair franchise Wise Cracks has been providing a much-needed service to property owners – basement repairs. Wise Cracks is a family-owned franchisor and manufacturer that supplies its franchisees with proprietary products and methods of repair. The business offers flexible hours, requires minimum staffing, has service-based margins, and minimal inventory is required. Plus, franchisees can work from home, using the Wise Cracks van as a mobile office. Successful Wise Cracks franchisees have great people skills, an interest in sales, and a strong work ethic. Franchise units in Canada: 20 Corporate units in Canada: 1 Franchise fee: $7.5K Investment required: $20K-$55K Training: Yes Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Quebec In business since: 1991 Franchising since: 1993 CFA member since: 2010

Type of event

number (thousands)

Blizzards, winter storms or ice storms

4,183

Extended power outages

3,223

Floods

1,054

Tornadoes

459

Hurricanes

336

Wildfires or forest fires

298

Industrial or transportation accidents

184

Fires (non134 industrial, e.g., house, apartment)

Earthquakes

125

Contamination or shortage of water or food

Outbreak of serious or life-threatening disease

0.9E

Rioting or civil unrest

0.6E

Landslides or avalanches

0.5E

Extreme cold

0.4E

Other

163

E use with caution Note: Responses of 'don't know/not stated' are included in the percentage calculation but are not shown when representing 5% or less of respondents. Respondents were asked to indicate which events they had personally experienced, and to include only events that took place in Canada, in a community where they were living at the time of the event and that resulted in a severe disruption to their daily activities. Respondents could provide as many responses as were applicable. Source: Statistics Canada, Survey of Emergency Preparedness and Resilience in Canada, 2014.

Franchise Canada July | August 2019 41

FOOD FRANCHISING ON WHEELS

Food delivery apps like Uber Eats, SkipTheDishes, and Foodora have changed the way customers interact with food service franchises. These three franchise systems aren’t about to be left behind. BY JORDAN WHITEHOUSE

ber Eats. SkipTheDishes. Foodora. The names are becoming as ubiquitous as Nike, Adidas and Converse, and they’re only growing in popularity. In 2018, third-party food delivery was an estimated $13 billion business, and by 2030 that could grow to $365 billion globally when you factor in groceries and meal kits, according to Swiss bank UBS. It all signals a staggering shift in how we get our food, and it’s led to a $20 billion-dollar valuation for Uber Eats alone. But the big question for the businesses that actually use these apps is: will they make any money, too? For restaurants, in particular, the answer will likely be yes, but because we’re still in the early days of these services, potential profit margins are still being worked out. Right now, the challenge is how to deal with the fees

42 Canadian Franchise Association

the apps charge, which are usually between 20 and 30 per cent of a bill. Many in the franchise community are hopeful that greater profitability will come soon, however, and for good reason. Take Wild Wing, for example. A year and a half ago, the chicken-wing staple barely did any delivery. Now, they’re doing about $1 million in delivery sales every month, and company president Clark McKeown says that the 6 per cent increase in same-store sales they saw last year was all because of delivery. So how are franchises dealing with the pioneer phase of these apps? Keep reading to hear more from McKeown, as well as reps from Cora Breakfast and Lunch, and Baskin-Robbins.

www.cfa.ca | www.FranchiseCanada.Online

FOOD FRANCHISING ON WHEELS

Cora Breakfast and Lunch For popular breakfast chain Cora Breakfast and Lunch, the push for third-party delivery actually came from a few western Canadian franchisees. And so, last year, after looking into it more closely, Cora decided to sign on to a partnership with SkipTheDishes. They were the first breakfast chain to do so in Canada. About 60 of the franchise’s 130 locations now offer it. So what made corporate say yes to food delivery apps? The potential for new customers, says Corporate Vice President Lucie Normandin. “Maybe it’s a tourist who doesn’t know the place but can easily go on SkipTheDishes and find us. Maybe it’s someone who wants to stay at home on a Saturday morning with their kids and eat in their pajamas.” A lot of the time, she adds, it’s the younger generations who are attracted and comfortable with placing orders online and who just don’t want to sit down to a regular meal in a restaurant. So far, the partnership appears to be a good choice, as no franchisee has backed away, and customer satisfaction scores are close to the 90 per cent range. But that doesn’t mean there aren’t challenges. The service fee is substantial, and there are sometimes

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delivery times accuracy issues in some areas — says Normandin, which can make establishing accurate delivery times tough. Still, she’s hopeful that these challenges will get worked out as these services mature. She has good reason, in fact, as SkipTheDishes has already shown some flexibility by translating their service for the Quebec market. Besides, she adds, third-party delivery isn’t going away, particularly in the U.S., where Cora is now looking to expand. “Overall, it’s been a good experience. It’s an additional sales channel for the restaurant industry to better adapt their offer to customers’ needs. If it wasn’t good, the franchisees would tell us and they just wouldn’t use it.” CORA BREAKFAST AND LUNCH STATS Franchise fee: $45K Training: 4-6 Weeks of training Available territories: All of Canada In business since: 1987 Franchising since: 1994 CFA member since: 2018

Franchise Canada July | August 2019 43

FOOD FRANCHISING ON WHEELS

Baskin-Robbins Unlike Wild Wing and Cora, Baskin-Robbins Canada hasn’t inked formal agreements with the delivery apps as a company. Instead, they’ve left it up to individual franchisees to enter into partnership with them if they choose. So far, about 50 of its 100 franchisees have done so, most with Uber Eats and SkipTheDishes. The individual nature of those agreements makes it difficult for corporate to gauge how positive the apps have been for franchisees, but Senior Operations Manager Mike Gooding says feedback has been good. “If the franchisee thought it wasn’t going to be a money-maker, or a possible one, then they wouldn’t move forward on it, because they do look at the bottom line to make sure that they’re making money.” Like Cora, it also appears to be millennials driving these delivery sales, adds Gooding. “The feedback is that millennials are ordering online because they don’t want to go outside, they don’t want to leave their home, and it’s easy and convenient not to do so.” And it’s not just one or two Baskin-Robbins products these young customers are gravitating towards, by the way, but everything — from bulk ice cream to polar

44 Canadian Franchise Association

pizzas to cakes. That can make it tough to maintain brand standards, as late or dawdling delivery drivers just won’t cut it when melting ice cream is on the line. But Gooding says he hasn’t heard a lot of complaints on this front. Plus, Uber Eats and SkipTheDishes have good customer care people who can help resolve issues with customers directly, he adds. As for the future of third-party delivery services at Baskin-Robbins, Gooding says they’re here to stay. “They are the wave of the future, and so I think we’ll continue to look at it, not to have us manage, but to see if there’s a way that we can support our franchisees a little more.” BASKIN-ROBBINS STATS Franchise units in Canada: 101, U.S.: 2,900, International: 4,900 Franchise fee: $20K Investment required: $200K-$250K turn-key Available territories: British Columbia, Manitoba, Ontario, Quebec In business since: 1971 Franchising since: 1972 CFA member since: 1989

www.cfa.ca | www.FranchiseCanada.Online

FOOD FRANCHISING ON WHEELS

Wild Wing To help lessen the blow of those high service fees on its franchisees, Wild Wing has actually reduced its royalty rate from 5 per cent to 2.5 per cent on delivery sales. It’s one of the only restaurant franchises in Canada that’s believed to have done this, and it’s no wonder why they’ve taken such a dramatic step — about 25 per cent of the business of Wild Wing franchises comes from delivery right now. By 2022, McKeown expects that number to rise to 40 per cent. By that time, he also expects that Uber Eats, SkipTheDishes and Foodora — the three apps Wild Wing has formal agreements with — will get better at addressing every party effected by their services. “Right now, all of the apps are very customer focused, but they’re starting to realize that if the restaurants aren’t making any money or the delivery drivers aren’t making any money, the system will fall down. So they’re heavily investing in technology to make the process even more efficient right now.” As for why Wild Wing and delivery appear to go so well together, McKeown says it helps that their product is easy to execute and that their 101 wing options taste and look as they should when they get to the customer. “Some of these other guys have big box stores and complicated

menus that require a large kitchen staff. It’s tough. But for us, at a busy time we have two people in the kitchen.” Wild Wing has 83 standalone locations across the country, by the way, and recently entered into a partnership with Canlan Ice Sports which added 12 more locations across British Columbia and Ontario to the mix. They’ve also identified 90 additional markets they feel they can open in, and believe western Canada is a big, somewhat untapped market for them. Wherever the next locations open, though, thirdparty delivery will undoubtedly be part of the business plans. “We’re geared up to be a long-term player,” says McKeown. “After all, what goes better with watching football or hockey at home than great wings?” WILD WING STATS Franchise units in Canada: 82 Corporate units in Canada: 2 Franchise fee: $35K Investment required: $200K-$600K Available territories: All of Canada In business since: 1999 Franchising since: 2003 CFA member since: 2015

Franchise Canada July | August 2019 45

YOUR FRANCHISE INVESTMENT

TO DO LIST 9 important things to check off before you sign on BY LAUREN D’ENTREMONT

1. Do your due diligence Before you start investigating all the exciting franchise opportunities available, take some time to do a selfassessment and consider your own personality and work style. Franchising may not be right for everyone, so these questions will help determine if becoming a franchisee would suit your characteristics and goals. Ask yourself: Are you able to follow standard procedures? How hard are you willing to work? What are you passionate about? Once you’ve done some self-reflection, start your due diligence process by collecting as much information as possible on the franchise brands in which you are interested. Review all materials and information you receive from the franchisors with franchise professionals (consultants, lawyers, accountants, etc.) as required to ensure you fully understand your rights and responsibilities. 2. Do assess your financial situation When investing in a franchise, you need to cover the cost of the franchise and also leave yourself with a financial buffer. Ensure you have enough funds to cover the initial expenditure, as well as operating expenses. Financial experts also generally advise new franchisees to reserve funds for living costs for the first 3-6 months as you kickstart your business. Going into business underfunded is a common reason for business failure. The franchises that you are investigating will usually provide an overview of the upfront costs involved in joining them (such as the franchise fee) and other expenses you may incur early on. You need a complete picture of your financial situation, including a personal net worth statement and your credit rating, to find a franchise that fits your financial capabilities.

46 Canadian Franchise Association

3. Do create a comprehensive business plan Business plans are an important part of any business, and are particularly useful in securing business loans from financial institutions and other lenders. Business plans are a great way to clearly describe your vision and goals for your franchise. In general, a business plan consists of two parts: a business model and a financial plan. The business model covers the qualities of the franchise – industry, customers, competition, your qualifications, etc. – while the financial plan explains the quantitative side, including a projected balance sheet and cash flow statement. Your franchise accountant will be able to assist you in creating a comprehensive plan for your business. 4. Do explore every opportunity While it is good to know what kind of franchise in which you are most interested, keep an open mind. You never know when the perfect opportunity may arise that you may not have thought about. While many people first think of food service when they think about franchising, the reality is that franchises can be found in just about every industry and business sector. The Canadian Franchise Association offers many events, programs, and resources to help prospective franchises explore the opportunities available, including The Franchise Canada Show tradeshows in major cities across Canada; its websites, www.cfa.ca and www.LookforaFranchise.ca; and publications like the Franchise Canada Directory. 5. Do invest in a franchise brand you’ll be passionate about While it is imperative to do due diligence, it is equally as important to feel good about the business, the products

www.cfa.ca | www.FranchiseCanada.Online

YOUR FRANCHISE INVESTMENT TO DO LIST and/or services offered, and the people involved in the franchise. The franchise is going to be a big part of your life and you will need to spend much of your time on your business, especially in the early years. This time will be better spent if you are passionate about the franchise. As the franchisee, you are a brand ambassador and your passion and belief in the brand will go a long way toward the success of your location. 6. Do consult a FRANCHISE lawyer Using a franchise lawyer who understands franchise law and agreements can save you a lot of headaches down the road. In reviewing documentation you receive from the franchisor, franchise lawyers will be able to clarify them for you, as well as spot any atypical clauses and/or help you negotiate on certain points as applicable. 7. Do make sure it is a franchise opportunity While business opportunities (biz-ops) are often packaged to seem like franchises, there are many differentiating factors of which prospective franchisees should be aware. Key limitations of a business opportunity include: limited training; little to no ongoing support or marketing from the licensor; no binding franchise agreement; and,

the Cora

no trademark or branded strength/recognition. Also, in general, biz-ops don’t offer exclusive territories or disclosure documents. 8. Do not assume that a franchise is like a G.I.C. A franchise is a business and requires work. While, in general, franchisors are ready and willing to offer some level of support and assistance, the franchisor is not going to do all the work for you. As a franchisee, you must be prepared to work hard, most likely in a hands-on capacity, and take responsibility for your location’s success. 9. Do remember to include your family Franchising is a big investment in both resources and time and may require changes to your lifestyle. Make sure your family is on board with your decision, particularly if they are going to be a source of financing. If your family is going to be part of the day-to-day operation of the location, make sure that you establish the primary roles each member will play. For example, will you look after the administration of the business while your spouse handles more of the customer service or vice versa? Having defined roles at the outset will help prevent conflict later on.

A specialized breakfast restaurant, Cora serves home-style gourmet breakfasts and unique lunch meals the whole family will enjoy. Open typically from 6 a.m. to 3 p.m., the Cora concept offers a balance between your business and personal life.

As a Cora franchisee, you will benefit from: A successful brand recognized as Canada’s number one breakfast and lunch chain, with 130 restaurants coast to coast More than 30 years of expertise, providing a strong foundation for your business An experienced team that will assist you in selecting your site and negotiating your lease A five-week training program with ongoing operational support to ensure Cora’s high standards

Become part of the Cora family! If you’re an enthusiastic entrepreneur with passion and drive, and you are interested in brightening up your business life, please contact: Jim Jenkins Senior Franchise Recruiter 905 673-2672, ext. 264, or jjenkins@chezcora.com

chezcora.com

Franchise Canada July | August 2019 47

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

The strength of Canada’s homegrown franchise industry could hardly be better demonstrated than the three systems featured here. They started small and have grown and prospered thanks to entrepreneurial hard work by their founders and the delivery of success to their franchisees. BY DAVID CHILTON SAGGERS

GetintheLoop

Available territories: All of Canada, U.S., International In business since: 2013 Franchising since: 2018 CFA member since: 2018

The digital frontier is wide open. And it’s a space that GetintheLoop sees as a huge opportunity. In short, says Matty Crowell, CEO and Founder of GetintheLoop, the company creates an online platform for local businesses so they can find and retain customers across every sector. GetintheLoop started in 2013 and began franchising in 2018. There are now 27 franchises in the system, says Crowell, and a total of 55 have been sold. The system has its eye on a coast-to-coast presence, and Crowell says, “We definitely have big plans.” He has franchises throughout Western Canada in Victoria, Vancouver, Calgary, Edmonton, Saskatoon, and Regina. He also has franchises in Toronto and Thornhill, Ontario. The system began as GolfLoop, a service that sent out texts advising subscribers about offers at certain golf courses. The service generated considerable interest from other kinds of business and thus, GetintheLoop was born. Now, it provides a platform supporting offers and incentives from businesses across the spectrum from restaurants and bars to home renovations and, yes, golf courses. The businesses themselves upload their offers to the platform, says Crowell, and there’s an app for the customer can use to connect to the business and the deal. GetintheLoop’s target client is any local business, Crowell continues, and his target franchisee is someone who can relate to a small business. But that’s not all, he goes on to say. “You have to be a super hard worker,” Crowell cautions. “You have to understand business and

48 Canadian Franchise Association

your own community.” Investors in his system range from those with a business background to a pair of firefighters. And contrary to popular thinking about the digital world, not all of GetintheLoop’s franchisees are millennials: the average age of a GetintheLoop franchisee is in the forties. The cost of a franchise varies. A small market of under 25,000 people is $15,000, and for a territory in a large market it’s $35,000. And there’s no overhead beyond the smart phone from which franchisees run their business. As for training, there’s a GetintheLoop “university” and a three-day crash course at head office in Kelowna, British Columbia as well as visiting training teams. One benefit of a GetintheLoop franchise is the scope of the digital industry, says Crowell; a second is that, “You’re not going to find a company that’s going to care more.”

www.cfa.ca | www.FranchiseCanada.Online

Inspiration Learning Center

Franchise units in Canada: 9 Corporate units in Canada: 4 Franchise fee: $48K Investment required: $150K-$250K Training: 3 weeks Available territories: All of Canada, U.S., International In business since: 2003 Franchising since: 2008 CFA member since: 2015

Angel Kuang was pursuing a graduate degree in Economics when she took time off to line up a job for when she’d finished her studies. She had her eye on working in government, but cheerfully admits her heart wasn’t in the 9 to 5 routine. To support herself while she looked for a career opening, Kuang began tutoring children. And then she saw an opportunity. In 2003, she began Inspiration Learning Center, a professional tutoring franchise based in Scarborough, Ontario. Kuang, Founder and Owner of the company came to Canada in 2001. She says her first location in Scarborough, Ontario thrived from the start so she opened a second Inspiration Learning Center in Mississauga, Ontario in 2005. Kuang started to plan her franchising strategy in 2006 and three years later started selling franchises in Toronto and the Greater Toronto Area, and there are now 14 of them. Her expansion plans include selling more franchises in Southern Ontario and she is also considering the Vancouver market. The cost of a franchise is $150,000. Training takes two weeks at head office in Markham, Ontario, and there’s a further week’s instruction on-site at the franchisee’s new center. Furthermore, three days after the

franchise gets its private high school license, a training team comes to the location to provide assistance. She says about 70 per cent of her franchisees are women, and “100 per cent of them are first generation.” Certified teachers at Inspiration Learning Center don’t need a provincial licence, Kuang explains, but they do need a relevant degree. As for her franchisees, she looks for a positive attitude, an open mind, a willingness to follow rules, and an understanding that they have to combine education and business. Inspiration Learning Center provides tutoring and private schooling for children from junior kindergarten to Grade 12 in such subjects as English, French, science, and math. Inspiration also tutors a small number of adults in English, accounting, and computer literacy. About 90 per cent of Inspiration’s tutoring is done at a franchise location. Inspiration Learning Center operates on the belief that education needs to be tailored to the individual. With this belief, along with using a combination of Eastern and Western teaching styles, an approach developed by Kuang herself, Inspiration Learning Center sees 100 per cent of their students admitted to higher education. The benefits of investing with Kuang are numerous. She says franchisees learn from other parents, enjoy a rewarding occupation, change children’s lives for the better, and will never be bored by a 9 to 5 routine. Investing in an Inspiration Learning Center franchise also provides franchisees with a unique model for success, which includes four pillars of income: tutoring, high school credit programs, educational consulting, and retail. With the global tutoring industry predicted to be worth $196 billion by 2020, Inspiration Learning Center will give franchisees an opportunity to invest in this growth within Canada.

Franchise Canada July | August 2019 49

Twisted Indian Wraps

Corporate units in Canada: 2 Franchise units in Canada: 2 Franchise fee: $25K Investment required: $275K-$300K Start-up capital required: $125K encumbered cash Training: 3 weeks in Barrie, Ontario Available territories: All of Canada In business since: 2015 Franchising since: 2017 CFA member since: 2017

Priya Gogia has enjoyed considerable franchise sector success. It was while she was training franchisees in a Mexican food system that Gogia says the light went on. “After being in the food service industry for over 20 years, I wanted to create a concept that was healthy,” she says. “And I wanted to do that in the Indian food category. Our biggest challenge was to create Indian food recipes that anyone (from any cultural background) could prepare. And after two years of hard work and testing, we came up with recipes and procedures that allowed our employees to make them with minimal training.” And so in 2015, Gogia, CEO and Founder of Twisted Indian Wraps, launched her first store in Barrie, Ontario. A second store, also in Barrie, opened in 2018. Her third location – and her first franchised store – opened in Orillia in May this year. “We opened the first store with franchising in mind,” Gogia explains. Gogia wants to have 20 turnkey franchises opened by

50 Canadian Franchise Association

2020, and has her eye on locations in downtown Toronto, Southern Ontario, and Ottawa. The system has also attracted attention from Western and Eastern Canada. A typical location is 900 to 1,100 square feet and is usually a storefront, although Gogia says she’s open to being in select malls. The cost of a franchise is $300,000 (including a franchise fee), and training lasts three weeks at a corporate store in Barrie. Part of the training includes franchisees spending a week running a corporate store as though it was their own. So far, says Gogia, from head office in Barrie, more men than women have expressed an interest in an investment with Twisted Indian Wraps, but she’s also seeing lots of married couples who are considering it as an investment or as a career-changing opportunity. Her system doesn’t require food service experience, but Gogia says she wants to see a “very positive attitude”, a service orientation, and passion for food. Her menu offers typical Indian cuisine with vegan and gluten-free options. The most popular item on the menus is a butter chicken wrap that is, like all Twisted Indian Wraps’ selections, prepared on-site. Its price points are comparable to that of a quick service restaurant. About 60 per cent of her customers are women, and all customers, men and women, are ages 18 to 55. As for the benefits of investing with her, Gogia says her system’s support and training are unparalled: “When we say turnkey, we mean turnkey. We look after everything from site selection and construction and most importantly, ongoing operation guidance and support to our franchisees.”

www.cfa.ca | www.FranchiseCanada.Online

is pleased to present

a Special Franchise Focus on

AWARD-WINNING FRANCHISES

CHICKEN

TATERS

FEATURED IN THIS EDITION COBS Bread............................................................. 57 www.cobsbread.com/franchising

Oxygen Yoga and Fitness........................ 63 franchise.oxygenyogaandfitness.com

Driverseat..................................................... 52 & 53 www.driverseatinc.com/franchise

Paul Davis Restoration................................ 73 www.pauldavisbusiness.ca

FASTSIGNS. . ................................................. 54 & 55 www.fastsigns.com

Pizza Nova................................................................. 81 www.pizzanova.com

Fatburger................................................................... 77 www.fatburgercanada.com

Pizza Pizza................................................................ 82 www.pizzapizza.ca/franchising

Heart to Home Meals.................................... 79 www.HeartToHomeMeals.ca

Print Three................................................................. 81 www.printthree.com

Inspiration Learning Center. . ............... 65 www.inspirationlearningcenter.ca

Simply For Life...................................................... 79 www.simplyforlife.com

Jani-King.................................................................... 77 www.janiking.ca

Triple O’s....................................................................... 71 karend@whitespot.ca

LEAKPRO.................................................................... 82 www.leakpro.com

TWO MEN AND A TRUCK®.. ....................... 69 www.twomenfranchising.ca

Mary Brown’s Chicken & Taters......... 59 www.marybrownsfranchising.com

UCMAS........................................................................... 75 www.ucmas.ca

Orangetheory Fitness.................................. 61 www.orangetheoryfitness.com

White Spot................................................................. 71 karend@whitespot.ca

Oxford Learning................................................. 67 franchise.oxfordlearning.com

Special Focus: Celebrating Franchising Excellence Since 1992, the Canadian Franchise Association (CFA) Awards of Excellence celebrate the best of Growing Together™ and the symbiotic partnership between franchisors and franchisees. Regardless of the size or concept, a strong relationship between the franchisor and franchisee is vital to a franchise system’s success. The 2019 CFA Awards of Excellence in Franchising, Franchisees’ Choice Designation, CFA Recognition Awards Membership Milestones, and Franchisee of the Year awards recognize the brands that have earned top marks from the franchising community. They recognize their success in not only exceeding the expectations of their franchisees, but also for finding innovative ways to reach their customers. Featuring the winners of the 2019 CFA Awards of Excellence, this special section highlights the extraordinary franchises that have excelled in the delivery of exceptional service to their customers and support for their franchisees, as voted by their peers. Read on to learn more about these exceptional, award-winning brands and their franchising accolades!

Franchise Canada July | August 2019 51

Driverseat is experiencing explosive growth.

Now over 30% sold out! Driverseat is experiencing explosive growth, both at the franchise revenue level and in the number of franchise units open. The fast growing franchise brand was recognized with three distinctive awards during the 2019 CFA franchisor conference. With Canada now over 30% sold out of franchise sites, Driverseat has set its sights on U.S. expansion. The growth is being fueled with new franchisees opening in their markets and with existing franchisees securing additional markets.

You can’t go wrong with the leadership, branding, and technology Driverseat offers their franchisees. - Amaree Watkis | Brampton, ON

Award Winning Brand

Strategy + Support = Success

Driverseat had the distinguished honour of being presented with three awards at the 2019 Canadian Franchise Association conference.

Driverseat’s strategy involves development of technology, the focus on out-caring the competition and a marketing approach that is second to none. When you combine that strategy with support, success follows. Driverseat’s unique and comprehensive support systems include on-line training, a comprehensive New Franchisee Training week at the corporate office, live coaching, regular webinars, Driverseat University (on-line courses) and an annual 4-day conference.

2019 Franchisees’ Choice Voted on by the franchise partners, Driverseat has received this designation three years in a row. It represents a high level of franchisee satisfaction with support and the business growth. Gold – Awards of Excellence Awarded to the top performing franchise based on the number of units open, Driverseat received Gold in this category. Grand Prize–Awards of Excellence This award is the highest honour, and is the top award for a non-traditional franchise system in Canada. To receive this award, the franchisor must have an outstanding relationship with their franchisees, have strong leadership and have solid business growth performance.

Contact Driverseat today to discuss your market! www.driverseatinc.com/franchise 1-855-374-8390 franchise@driverseatinc.com

Support and training are critical to the continued success of Driverseat franchisees. Investment Information Franchise Fee - $21,000 Royalty - $419 Flat Fee Total Investment - $35k to $38k

Thank you Canadian Franchisees for once again recognizing FASTSIGNSÂŽ for our award winning franchisee satisfaction.

For more information, please contact Mark Jameson: 214-346-5679 | mark.jameson@fastsigns.com | fastsigns.com

FASTSIGNS of Brantford, ONT

• Over 700 locations worldwide • Business-to-business hours • Low staffing requirements • Attractive margins • Professional business clientele "We’ve had a great experience with FASTSIGNS. They are really excellent, and if I were to go back, I’d do everything the same way. If you’re willing to work hard and stay focused, FASTSIGNS can open many doors." Jackie Raymond & Donna Bilodeau FASTSIGNS of Windsor, ON

SPECIAL FRANCHISE FOCUS

2019 Franchisees’ Choice The Canadian Franchise Association Announces the 2019 Franchisees’ Choice Designees

hat do the franchise systems featured on the following pages have in common? While they are all unique concepts and operate in a variety of business sectors and industries, these franchises have the distinction of being named as Franchisees’ Choice designees, receiving high rankings from their franchisees. The Franchisees’ Choice designees are CFA member franchise systems who voluntarily took part in an independently-administered survey. Their franchisees were asked to rate the franchisor in key areas of the franchise business model, including leadership; business planning and marketing; training and support; ongoing operations; and the relationship between the franchisor and franchisee. “The true strength of a franchise system lies in the mutually-rewarding relationship between a franchisor and its franchisees,” says John DeHart, Chair of the CFA Board of Directors. “Being a Franchisees’ Choice designee is a high honour because the high rankings in franchisee satisfaction come directly from the franchisees themselves.” In the due diligence process of investigating a franchise opportunity, speaking with existing franchisees about the opportunity being explored is essential. For prospective franchisees, the Franchisees’ Choice designation identifies that a franchise brand has received solid endorsement and ratings from its franchisees in areas such as: • Franchisee selection process • Franchise information package • Leadership • Training and support • Operations and improvements • Franchisor-franchisee relations Regardless of any awards or recognitions a franchise system may receive, CFA and Franchise Canada strongly recommend that prospective franchisees conduct thorough due diligence to help ensure that a franchise is the right fit for them. Find out more about the Franchisees’ Choice designation and this year’s recipients at www.FranchiseesChoice.ca.

56 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

THE FRANCHISEES’ CHOICE LOGO Franchisees’ Choice winners receive a special logo to identify them as having achieved high rankings in franchisee satisfaction. As you explore franchise opportunities as part of your due diligence process, be on the lookout for this logo to discover the franchise systems that have been recognized for placing an emphasis on building first-class relationships with their franchisees.

SERVING UP COBS BREAD IS A GOOD WAY TO

SERVE THE

COMMUNITY

Start something good with a COBS Bread franchise. Bring the freshest baked goods to your customers, get the support you need to succeed as a business, and learn how you can give back and be an important part of your community. Find out more at cobsbread.com/StartSomethingGood

SPECIAL FRANCHISE FOCUS

The 2019 Franchisees’ Choice Designees Are: (in alphabetical order)

CHICKEN

TATERS

EDUCATION WITH A DIFFERENCE

58 Canadian Franchise Association

MOVERS

www.cfa.ca | www.FranchiseCanada.Online

creations

Lifecasting & Jewelry Studios www.wpcreations.com

How do you ﬁnd a franchise

you can trust with your future? Ask the experts.

Mary Brown’s Chicken & Taters is the largest Canadian quick serve chicken restaurant. We’ve been in business since 1969. That’s 50 years of proven methods, loyal Guests, a delicious menu and something more – integrity. Beyond year-over-year sales growth that beats the industry average, Mary Brown’s provides honest, inspired franchisee support every step of the way.

1-866-640-3339 franchising@marybrowns.com marybrowns.com

SPECIAL FRANCHISE FOCUS

Celebrating an Ongoing Commitment to Franchise Excellence A number of franchises have earned the Franchisees’ Choice Designation multiple years in a row, demonstrating an ongoing commitment to franchise excellence and strong franchisor-franchisee relations. In recognition of their achievement, CFA has created special logos that these franchise systems can use to display their consistently high scores from their franchisees. The 2019 Franchisees’ Choice Nine-Year Designees Are:

CHICKEN

EDUCATION WITH A DIFFERENCE

The 2019 Franchisees’ Choice Eight-Year Designees Are:

The 2019 Franchisees’ Choice Seven-Year Designees Are:

The 2019 Franchisees’ Choice Six-Year Designees Are:

The 2019 Franchisees’ Choice Five-Year Designees Are:

60 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

TATERS

Over 1,600 licenses awarded Over 1,200 open world wide! Zero locations closed Over 150 licenses sold in Canada

NORTH AMERICA’S FASTEST GROWING

FITNESS FRANCHISE HEAD TO A STUDIO NEAR YOU TO TRY A FREE CLASS!* *First-time visitors and local residents only. Certain restrictions apply. $28 minimum value. At participating studios only. Orangetheory® OTF® and other Orangetheory® marks are registered trademarks of Ultimate, Fitness Group LLC. ©Copyright 2019 Ultimate Fitness Group LLC and/or its affiliates.

SPECIAL FRANCHISE FOCUS

Awards of Excellence The highest standard of excellence in Canada, the CFA Awards of Excellence recognized franchise brands that have demonstrated superior franchise relations, leadership, business planning, marketing, training and support, ongoing operations, and communications in the Traditional Franchises and Non-Traditional Franchises categories.

GRAND PRIZE WINNER TRADITIONAL FRANCHISE Inspiration Learning Center

Angel Kuang, Inspiration Learning Center - Tutoring and Private School

62 Canadian Franchise Association

GRAND PRIZE WINNER NON-TRADITIONAL FRANCHISE Driverseat Inc.

Luke Bazely and Brian Bazely, Driverseat

www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS

TRADITIONAL FRANCHISES 6-15 FRANCHISEES

TRADITIONAL FRANCHISES 16-29 FRANCHISEES

GOLD Inspiration Learning Center

GOLD Symposium Cafe

SILVER LiceSquad.com

SILVER White Spot Restaurants

BRONZE Sweet Jesus

BRONZE THE TEN SPOT

Galium Ko and Angel Kuang, Inspiration Learning Center - Tutoring and Private School

Al Davis and Jalal Saeed, Symposium Cafe

TRADITIONAL FRANCHISES 30-99 FRANCHISEES

TRADITIONAL FRANCHISES 100+ FRANCHISEES

GOLD Triple O’s

GOLD Pizza Nova

SILVER White Spot

SILVER A&W Food Services of Canada

BRONZE UCMAS Mental Math Schools

BRONZE Oxford Learning Centres

Paul Volk, Triple O’s

The team from Pizza Nova

NON-TRADITIONAL FRANCHISES 6-15 FRANCHISEES

NON-TRADITIONAL FRANCHISES 16-29 FRANCHISEES

NON-TRADITIONAL FRANCHISES 30+ FRANCHISEES

GOLD Driverseat Inc.

GOLD Restoration 1 Canada

GOLD Paul Davis Restoration Inc.

SILVER Pop-A-Lock

SILVER TWO MEN AND A TRUCK

SILVER PuroClean

BRONZE Metropolitan Movers

BRONZE Right at Home Canada

BRONZE WP Creations

Luke Bazely and Brian Bazely, Driverseat

64 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

The team from Paul Davis Restoration

Make

EDUCATION Work for You!

Franchising Opportunities in Your Area!

ONGOING TRAINING & SUPPORT

LEARNING MANAGEMENT SYSTEMS

905.415.8257

info@inspirationteaching.com https://inspirationlearningcenter.ca

LEAD GENERATION

5 - 2 Corby Road Markham ON L3R 8A9

inspiration.learning.center

SPECIAL FRANCHISE FOCUS

FRANCHISEE

OF THE YEAR 2019

Franchisee of the Year

The inaugural Franchise of the Year Award was presented to franchisees who have demonstrated an overall star quality within their franchise. Two awards were presented, one to a franchisee in the Traditional category (brick and mortar locations) and one in the Non-Traditional category (mobile or home-based franchises), who has been franchising with the brand for at least two years.

Kelly-Anne Pelley, Subway Restaurants

Paul Bimm and Lyne Vincent, TWO MEN AND A TRUCK

TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES

GOLD

SILVER

BRONZE

Kelly-Anne Pelley, Subway Restaurants Mark Mebs, BeaverTails John Lockyer, Dairy Queen

66 Canadian Franchise Association

Paul Bimm & Lyne Vincent, TWO MEN AND A TRUCK Kelsi Ashley & Erin Levesque, Molly Maid Spencer Janke, Elite Trade Painting

www.cfa.ca | www.FranchiseCanada.Online

JOIN THE RECOGNIZED LEADERS IN SUPPLEMENTAL EDUCATION!

DISCOVER THE REWARDS OF HELPING CHILDREN SUCCEED Helping Canadian Children & Families Since 1984 Unparalleled Training & Support System Award-Winning Marketing Team International Brand Recognition Proven Success Record

MAKE A DIFFERENCE IN YOUR CAREER! MAKE A DIFFERENCE IN YOUR COMMUNITY! As the 2019 Canadian Franchise Association’s Bronze Award Recipient for franchise systems with more than 100 locations, Oxford Learning is proud to be Canada’s top-ranked education-based franchise system! Founded in 1984, Oxford Learning’s innovative system is a pioneer in afterschool education, offering programs for students from preschool to university. At Oxford Learning, students improve their academic skills, strengthen their cognition, and ultimately develop higher self-confidence and self-esteem. With more than 100 locations across Canada, a successful Oxford Learning centre does not require you to have a background in education; our comprehensive training, instruction model, proprietary curriculum and ongoing support from Head Office combined with your drive to succeed is the only requirement! Join a team of recognized leaders making an impact in the supplemental education industry.

Personal Fulfillment & Financial Security

CALL NOW TO BECOME PART OF CANADA’S LEADING SUPPLEMENTAL EDUCATION FRANCHISE.

2019 BRONZE WINNER FOR FRANCHISE SYSTEMS WITH 100+ LOCATIONS

1.888.559.2212 ext. 115 franchise@oxfordlearning.com Proudly Canadian

franchise.oxfordlearning.com

SPECIAL FRANCHISE FOCUS

Membership Milestones Every time a franchise joins and renews their CFA membership, they amplify the voice of the collective. They commit to excellence in franchising. And they help the CFA represent more than 700 brands from coast to coast as the authoritative voice of franchising. Membership milestone achievements honour members for their ongoing commitment to the CFA’s pursuit of strengthening franchising in Canada. Congratulations and thank you to the following members, who are celebrating membership milestones in 2019.

30 YEAR MILESTONE

30 YEAR MILESTONES

• Pak Mail Centers (Canada) Ltd.

• Little Kickers Canada Franchising

• Print Three Franchising Corporation

• Living Assistance Services

• Ricky’s All Day Grill • Sandler Training

• Dentons Canada LLP

• Shields Harney

• Dunkin’ Brands

• Shoeless Joe’s Limited Restaurants

• M&M Food Market • Sotos LLP

• McInnes Cooper • Pitblado Law • Premier Printing Ltd. • Robins Appleby LLP • Smoke’s Poutinerie Inc. • Telpay Inc. • UCMAS Canada Inc

• TD Canada Trust • Witten LLP 15 YEAR MILESTONE

15 YEAR MILESTONES

5 YEAR MILESTONE

• Canadian School of Natural Nutrition

5 YEAR MILESTONES

• Comfort Keepers Canada

• 9Round

25 YEAR MILESTONES

• Foot Solutions Inc.

• All Star Wings & Ribs

• Borden Ladner Gervais LLP

• Jones & Co

• Aloha Mind Math

• Deloitte LLP

• Marble Slab Creamery

• b Espresso Bar

• Fasken

• McKenzie Lake Lawyers LLP

• Bloomtools Canada

• FASTSIGNS International, Inc.

• Neighbourly

• Harris & Partners LLP

• Panago Pizza Inc.

• Cheese Curds Gourmet Burgers + Poutinerie

• Threecaf Brands Canada Inc.

• Tortoise Restaurant Group Inc.

25 YEAR MILESTONE

• Econolease Financial Services Inc • Intuit Inc • Junk Works • Lavery, de Billy LLP • Oxygen Yoga & Fitness

20 YEAR MILESTONE

20 YEAR MILESTONES • Academy for Mathematics & English • Alepin Gauthier Avocats Inc. • Blake, Cassels & Graydon LLP • Crestcom International Ltd. • Gowling WLG • Medicine Shoppe Canada • Mr. Lube Canada

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10 YEAR MILESTONE

• Prep ‘n Sell

10 YEAR MILESTONES

• Restoration 1 Canada

• Beyond Digital Imaging

• Smoker’s Corner

• Box Concepts Food Group

• Sunny Morning Breakfast & Lunch

• Brightstar Care

• Tenenbaum & Solomon

• Burnet, Duckworth & Palmer LLP • Crepe Delicious • Fire-Alert Franchising Ltd. • Heart To Home Meals

www.cfa.ca | www.FranchiseCanada.Online

Thank you for voting us The Highest in Franchisee Satisfaction!

Weâ&#x20AC;&#x2122;re looking for more amazing Franchisees to expand our footprint in British Columbia! Call or go online today for more information.

866.684.6448

twomenfranchising.ca Each franchise is independently owned and operated.

SPECIAL FRANCHISE FOCUS

Recognition Awards The CFA’s Recognition Awards celebrate individuals and franchise systems for their outstanding achievements, contributions, and philanthropic endeavours to the franchise community. New this year, the CFA introduced the Distinguished Franchise Support Service/Supplier Award.

This award recognizes a person or a company for their efforts and contributions in supporting the franchise industry and the Canadian Franchise Association at large. Elements taken into consideration include: • Participation in and support of the CFA, its Purpose and • Mission Demonstrated benefit to the community • Involvement throughout the franchise community Presented in recognition of outstanding performance by a franchise company over a significant period of time. Winners typically will have high brand recognition (on either a regional or national scope) and will be generally recognized for their solid business performance. They will exhibit leadership in the franchise community in many ways including helping to encourage excellence through sharing best practices, speaking engagements, willingness to mentor new franchisors, and raising the profile of the franchise business model. Given to a franchise system that has demonstrated genuine and ongoing concern and support for a community or social service group(s). Award recipients are selected based on their philanthropic innovation, support and impact to the community whether on a local, regional, national or global scale. Elements taken into consideration include involvement throughout the franchise system and integration into the corporate culture, profile given to the support recipient organization(s), sustainability, innovation in how funds are raised, demonstrated benefit to the community, and amount of funds raised.

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This award recognizes a company or individual for extraordinary leadership and contribution towards improving and promoting diversity and inclusion within their workplace and the franchise community in Canada. For clarity, within the concept of this award, the following definition of diversity is used: • Diversity: Respect for and appreciation of differences in ethnicity, gender, age, national origin, disability, sexual orientation, education, and religion. • Inclusion: The concept and practice of diversity in action by creating an environment and culture where all people feel valued, supported, and respected, without bias or preconceptions, and have equal access to opportunities without the need to conform. Elements taken into consideration include demonstrated championship and advocacy for diversity and inclusion; identifying and eliminating discrimination and barriers to create welcome and inclusive workplaces and communities; uniqueness and/or innovation of programs and initiatives; and evidence of leadership as a role model for accelerating progress in diversity and inclusion in Canada. This award recognizes exceptional achievement and contribution to Canadian franchising and the community at large through demonstrated excellence throughout one’s lifetime and career in franchising. This award typically honours an individual who may be a franchisor, franchisee, or a support services provider. Hallmarks of excellence include a significant level of profile and leadership recognition within the franchise community, speaking engagements, published articles, mentorship, and being an ambassador for franchising.

www.cfa.ca | www.FranchiseCanada.Online

The Volunteer Leadership Excellence Award is presented to an individual who embodies the spirit of this award through their passion and leadership in their volunteer activities with the CFA.

THANK YOU TO OUR

FRANCHISEES WE APPRECIATE OUR WHITE SPOT & TRIPLE O’S FRANCHISE COMMUNITY FOR YOUR CONTINUED SUPPORT IN BUILDING OUR SUCCESSFUL BRANDS. Over 90 Years in the Restaurant Business A partnership with our iconic White Spot and Triple O’s brands means that our franchisees benefit from a system built on the guest first philosophy, culinary expertise, high standards, rigorous training programs, multi-departmental support and more. Together we take pride in being able to serve guests of all ages great tasting, quality meals for breakfast, lunch and dinner throughout BC and Alberta. We wouldn’t be where we are today without our dedicated franchise community. Thank you, we look forward to many more years. If you’re interested in being part of a legend, contact: Karen Dosen 604.326.6701 or karend@whitespot.ca

WE’RE HONOURED TO HAVE RECEIVED RECOGNITION FOR BOTH OUR BRANDS.

SPECIAL FRANCHISE FOCUS

Reshift Media

Inspiration Learning Center – Tutoring and Private School

The CFA’s ability to provide franchisors and franchisees premium educational and lead generation resources and support would not have been possible without Reshift Media’s outstanding contributions. For nearly seven years, this Canadian-based digital marketing company has worked closely with the CFA team to search optimize, redesign and market the CFA’s websites including CFA.ca, LookforaFranchise.ca and FranchiseCanada.online. Reshift is also an active member of the franchise community. You will often see the Reshift team at CFA events and they are very open about sharing their learnings and best practices with hundreds of other franchisors, franchisees and suppliers. Through a range of online webinars and in-person training sessions they share their expertise on how best to develop, implement and manage digital content, search optimization, social marketing and website design and development for the franchise industry. For all these reasons, Reshift Media is recognized with our first-ever Distinguished Franchise Support Services/Supplier Award.

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One of the largest and fastest-growing tutoring centers in the Greater Toronto Area, Inspiration Learning Center (ILC), Tutoring and Private School is led by Director and Founder, Angel Kuang. Since opening the first center in 2003, Inspiration Learning Center has expanded to 14 centers across Ontario and Calgary. A first-generation immigrant, Kuang is a fully-qualified educator who has fused both her Canadian and Chinese teaching experiences to create a winning tutoring formula used at every ILC location. This powerful combination has not only helped hundreds of students in diverse communities reach their full potential, but has helped entrepreneurs of all backgrounds, who are passionate about education, achieve their dreams of career success through franchising. Though they share a passion for education, ILC are owned and operated by people from diverse backgrounds. 10 out of her 14 franchisees are women, and the majority of them are children of, or newcomers to Canada. With plans to open 10 additional locations, and the newest operation launched this past spring, Kuang has created a formidable business that has improved the lives of both students and small business owners nationwide.

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE EXCELLENCE For The Second Year In A Row!

Thank you to all our dedicated, passionate franchisees for helping Paul Davis live our Core Values everyday and awarding us the 2019 CFA Franchise Choice Designation and winning the 2019 CFA Award of Excellence â&#x20AC;&#x201C; Gold Medal in our Non-Traditional Category. We are honoured and privileged to have such great people to work with as we bring our customersâ&#x20AC;&#x2122; lives back to normal after a disaster. This accomplishment is earned by achieving the highest ratings in Franchisee satisfaction across all franchise brand concepts in our category throughout Canada, which shows why Paul Davis Restoration is one of the best franchise opportunities in all of Canada.

For Franchise information contact Dan Hopkins

416-299-8890 ext 118 daniel.hopkins@pauldavis.com

www.pauldavisbusiness.ca

SPECIAL FRANCHISE FOCUS

Photo credit: Julie Johnson

Choice Hotels For 25 years, Choice Hotels Canada has been one of the highest occupied franchised accommodation chains in Canada, with over 5 million guests staying at one of its 325 locations each year. Located in all provinces and over 80% of Canada’s largest communities, Choice Hotels is undoubtedly a valued asset for millions of Canadians, in large part because of its franchisees.100% franchise owned and operated, guests can expect great service, quality accommodation, and a consistent customer experience at any of the properties in Canada, as well as 6,900 Choice hotels in more than 40 countries and territories. Choice Canada’s secret to ensuring all franchisees meet this standard of excellent customer care is a blend of communication and comprehensive franchisee training and support programs offered throughout the year. In a third party survey to its franchisees, 82% of respondents indicated that they were satisfied with the franchise. Active in the franchise community, they have shared their insights and service innovations at major CFA events including Franchise Law Day and National Convention, and their President Brian Leon is a former ViceChair of the CFA. Through the Choice Hotels Canada Foundation, the company also partners with national charities such as Habitat for Humanity Canada, Sleeping Children Around the World, Canadian Feed the Children and the Aga Khan Foundation Canada. With some of the best known hotel brands in the nation, Choice Hotels Canada has left an indelible mark on the Canadian franchising industry.

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Ronald V. Joyce, C.M. Co-Founder, Tim Hortons, Owner, Fox Harb’r Resort Owner, Jetport Inc. Advisor Trustee, The Joyce Family Foundation Ron Joyce is the iconic Canadian entrepreneur who, in 1964, invested in the first Tim Hortons donut shop in Hamilton, Ontario and then grew the business into one of the most successful food service chains in the world. He sold the business to Wendy’s International Inc. in 1996. Soon after the passing of his business partner, Tim Horton, Ron Joyce founded the Tim Horton Children’s Foundation and has worked to support disadvantaged children and youth since. His current philanthropic work centers around The Joyce Family Foundation with a focus on helping to provide bursary funds to students so they may pursue a post-secondary education. With a vision of creating local employment and drawing tourists to his home province of Nova Scotia, Ron Joyce established the now critically-acclaimed Fox Harb’r Golf & Spa Resort. He is also the owner of Jetport Inc, a private jet charter company operating out of Hamilton, Ontario. Ron Joyce has won numerous awards and honours for his entrepreneurial successes, commitment to strong corporate citizenship and unwavering philanthropic work: The Order of Canada honouring his dedication to underprivileged children and youth, the Canadian Business Hall of Fame, Entrepreneur of the Year for Ontario and Canada, the Gary Wright Humanitarian Award in recognition of his outstanding contributions to the betterment of community life as founder of the Tim Hortons Children’s Foundation, the Red Cross Humanitarian of the Year Award, and several awards as Philanthropist of the Year. His achievements have also earned him honorary degrees from eight Canadian universities including Bishop’s University, Cape Breton University, McMaster University, Mount Allison University, Saint Mary’s University, Queen’s University, University of Calgary and University of New Brunswick.

www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS

Pacini

Tony O’Brien Executive Vice President, TruShield Insurance

Pacini doesn’t just serve delectable Italian cuisine. For more than 30 years, this restaurant has served people. Operating under the belief in the collective power of individuals to make a difference in the community, Pacini developed a program called “Pour l’amour des gens” which means “For the love of the people.” Initially it began with selling a cookbook titled “Love the Italian Table” in which 100% of the profits were donated to disadvantaged people living near restaurants. Now, every time a guest orders a specified meal off a Pacini menu, one dollar goes directly to a Pacini franchisee’s charity of choice. Today, Pour l’amour des gens supports 25 organizations and has raised nearly $350,000 to benefit various initiatives. Pacini’s generosity has even helped Pacini’s Happy President, Nathalie Lehoux keep her husband, who had Multiple Sclerosis for 15 years, at home for the remainder of his life. Before the “For the love of the people” program, Pacini donated $1 million dollars to the Foundation of St. Chu Justine, a hospital for children. A new specialized unit building was built, increasing the size of the hospital by 65%. Through its commitment to prioritizing people, Pacini is doing more than just feeding mouths. Pacini is feeding the hearts, minds and souls of people across the country.

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Since 2014, Tony O’Brien has been the Executive Vice President of TruShield Insurance, a role that is focused on developing insurance solutions that effectively allow Canadian entrepreneurs and small businesses to be successful and minimize risk. He is also the Chair of the Canadian Franchise Association’s Franchise Support Services and Supplier Committee. For years, Tony has dedicated his time and resources to advancing the franchising community. In fact, Tony has played a key role in numerous CFA events, including Franchise Your Business, the Franchise Canada Show, and the Holiday Luncheon. He’s also responsible for helping a range of professionals in the franchising industry, offering the best learning and training when possible. His deep involvement and continuous support of the franchise community has helped shape the CFA, and the franchising community at large, and for that we thank him for his service.

www.cfa.ca | www.FranchiseCanada.Online

Commercial Cleaning Business Opportunity. Initial business. Comprehensive training. High demand. Ongoing operational support. Established reputation. Industry leader. Low investment. Growth potential.

Find your plan at www.janiking.ca

Growth Growth Years 60+ Years in 37% in business business 56 Stores nationally in inthe thepast past 33years years

Franchise Canada July | August 2019 77

SPECIAL FRANCHISE FOCUS

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Award-winning franchises are ones that have a rock-solid relationship with their franchisees and deliver exceptional products and services to their customers. Meet the traditional and non-traditional franchises that won the CFA’s Grand Prize at the 2019 CFA Awards of Excellence in Franchising in upcoming issues of Franchise Canada! You’ve read all about the CFA Awards of Excellence winners in this Special Focus. In the November/December issue, the celebration of excellence in franchising continues as we highlight the stories behind some of the strongest brands in the industry. The November/December issue is sure to inspire prospective franchisees to achieve entrepreneurial success as we highlight the accomplishments of the CFA Award of Excellence winners and provide other engaging content that celebrates the pinnacle of achievement within Canadian franchising.

STAY TUNED!

78 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

2215 6.5” x 4.625 Association Ad 1-647-761-4465

Business is (baby) booming! There are now more seniors than children in Canada.* Own your own franchise delivering frozen meals to seniors. • Proven growth opportunity • $0 royalty and $0 ad fund • Limited territories remaining in Ontario, Manitoba, New Brunswick and Nova Scotia

For more information call, 1-647-761-4465 or visit HeartToHomeMealsFranchise.ca *Source: Statistics Canada, 2016 Census of Population

Real Food. Real NutritioN. Real oppoRtunity.

This is Simply For Life. A complete nutritional support system where people learn about their health and take action to improve their lives. Become part of Canada’s leading health and nutrition experts with a franchise opportunity in your community.

Nutrition Coaching & Natural Market To start your journey visit simplyforlife.com or email bruce.sweeney@simplyforlife.com

Franchise Canada July | August 2019 79

SPECIAL FRANCHISE FOCUS

Own an Award-Winning Franchise! You can invest in an award-winning franchise system with LookforaFranchise.ca, the official online directory of the Canadian Franchise Association (CFA)! With hundreds of franchise opportunities in Canada, LookforaFranchise.ca is the best place to start your franchise search and turn your dreams of business ownership into reality. Here’s How to Get Started:

Visit www.LookforaFranchise.ca

Search for franchises based on company name, location, investment, or industry.

Once you find a franchise you want to learn more about, click on the Request Information button on their profile page.

Submit your information and a representative from the company will contact you.

It’s that easy! So, what are you waiting for? Start your franchise search today with LookforaFranchise.ca!

80 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Our franchisees have spoken! 2019 FRANCHISEES’ CHOICE WINNER

For the sixth consecutive year, Print Three Canada has been awarded the Franchisee’s Choice designation by the Canadian Franchise Association! Thank you for rating us highly for our leadership, business planning and marketing, training and support, ongoing operations, and the relationships we’ve built with our franchisees. We are proud to receive this honour from our very own franchisees: together we are successful because of your hard work and dedication! Join an award-winning franchise that has been rated one of Canada’s best by its franchisees. Get in touch at 1-800-335-5918 ext. 330 or franchiseopportunities@printthree.com for a free information package.

w w w. Pri ntT h re e.co m

Franchise Canada July | August 2019 81

• 24 years in business • Member of the CFA • Highly needed and proven services • Mobile service • No effective competition • OEM/Factory approved and recommended

• LOW Franchise fee, high income and return • Franchises only $49,900.00 CDN • Prime markets and master franchises available • You bring the business aptitude; we’ll bring the training • Automotive experience not required!

You can find more information at www.healthycar.ca and www.leakpro.com

as seen on

(905) 829-LEAK (5325) • 888-532-5349 • franchises@leakpro.com

YOUR BUSINESS. YOUR SUCCESS.

YOUR PIZZA PIZZA. FRANCHISES AVAILABLE www.pizzapizza.ca/franchising franchisinginfo@pizzapizza.ca

82 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Are you franchising in Canada? Join Canadaâ&#x20AC;&#x2122;s largest franchise community and weâ&#x20AC;&#x2122;ll grow your business together!

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Discover all the benefits of CFA membership! Contact Angela Bennett at 800-665-4232 ext. 296 or abennett@cfa.ca Learn more at cfa.ca/join

Resources

Millennials in Franchising

Photo Credit: www.instagram.com/ onetrueburgerking/

THE BURGER BOSS Franchising provides an alternative path for Armaan Divecha, Fresh Burger’s only millennial franchisee BY TRISHA UTOMI

efore becoming the youngest Fresh Burger franchisee in the company’s history, Armaan Divecha was an unmotivated student, dragging his feet to his university classes. “I took some courses and considered a few majors, but school wasn’t really motivating me,” Divecha says. “I was feeling as if I wasn’t being challenged enough.” Though he ended up graduating with a General Arts Degree, the traditional career path - go to school, get a 9 to 5 job - didn’t leave the 23-year-old all that inspired. What did ignite his interest, however, was the idea of owning a franchise. A specialty restaurant known for serving high-quality beef burgers and French fries, Divecha had been a loyal Fresh Burger customer for years. “One day, I decided to speak with the Fresh Burger owner, and I said ‘listen, I see that you’re running a franchise. I want to be a part of that.’” After putting in a significant number of work hours in as a Fresh Burger employee, he did just that, opening his Vaughan, Ontario franchise.

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www.cfa.ca | www.FranchiseCanada.Online

Millennials in Franchising

“ hen you own your own business it can get scary because you don’t always have the answers. Having a supportive franchise that can guide you, especially during the first year of business, was very helpful for me.”

Who’s In Your Corner? Nothing could have prepared Divecha for his first day as a franchisee. From the moment the restaurant doors opened, he and his team served long lineups of customers for hours on end. “Despite our extensive training, the staff was overwhelmed,” he recalls. When Divecha recalls those first few days, he notes having to juggle the franchise’s accounting, bookkeeping, and operations, along with navigating the ins and outs of managing an age-diverse workforce for the first time. “Half of them were over 50 and the other half of the staff were under 25, and I was trying to get them to respect me, but also trying to be their friend. It felt like I was walking a very fine line.” It was walking a fine line, however, that made Divecha realize what the franchise business model is all about. Divecha now knows he can count on his franchisor and fellow franchisees to lend a helping hand. Because at the end of the day, starting a business is challenging enough, and without a strong network in place the venture can be even more difficult. “We meet up quarterly, and all the Fresh Burger franchisees have exchanged emails so I can always get advice or discuss a new idea with them whenever I need too. They are always around,” he says. “When you own your own business it can get scary because you don’t always have the answers. Having a supportive franchise that can guide you, especially during the first year of business, was very helpful for me.” Luckily for this young entrepreneur, he not only has support from the franchise team, but also from his father. “I really had to get help from my dad because between family and friends and a restaurant, it was hard to find time for everybody and manage my own time. He showed me how to set up files and spreadsheets, and so much of the operational tasks I wasn’t familiar with. I was pretty fortunate to have someone, like him, guide me through it all,” he says. And though, like most business owners, Divecha has had to go through his fair share of rough patches, having so many people - not just his franchise network and father - in his corner has made all the difference. “I didn’t expect as many people to be supportive as they were for me, but people are. Sometimes they say ‘I can’t believe you’re so young’ and then they get happy about it. I guess that’s the benefit of being a young owner.”

Franchise Canada

July | August 2019 85

Millennials in Franchising

A Fresh Perspective Millennials get a lot of flak for their social media use, but as a Fresh Burger franchisee Divecha has received nothing but praise. Most recently, he played a pivotal role in the launch of Fresh Burger’s successful Facebook ad campaign. “When I discussed the idea of creating a social media campaign with the franchise, at first they were hesitant,” explains Divecha. Due to his young age, Divecha finds that sometimes people don’t take him seriously. But if there’s one lesson he’s learned over the years it’s this: as long as you present a well-founded idea, people will listen, no matter the age. It’s the strategy Divecha used to secure his bank loan application for his Fresh Burger investment. And it’s the same tactic he used when he approached the franchisor about launching a Fresh Burger social media campaign. “I could see the direction that the industry was going because all my news feeds were brands being sponsored by ads,” says Divecha. “That’s why I helped get my franchise started with the marketing campaign. I can say that it’s really helped the brand.” To this day, Fresh Burger locations continue to receive an overwhelming amount of positive customer reviews, and much of that has to do with the digital advertising strategy Divecha proposed, and the buzzworthy ideas he continues to cook up. “I like to examine different quick-service restaurants and see what they are doing,

86 Canadian Franchise Association

why they are doing well, the reasons they might not be doing well, the type of food they serve, the quality of the food, and how it impacts their business.” For Divecha, putting research and time into the business is a top priority. “Some people who want to run a franchise do it so that they can let the business run itself but a franchise is only good as its operator.” But even more important for this burger boss, is the opportunity to create an enjoyable work environment for his employees. Just a few months back, he took his entire team to a Raptors game to watch the debut of center Marc Gasol. “It was a nice moment because for many of the staff it was their first time attending a live basketball game. I like to help them out and do things that are special for them.” Though Divecha’s relieved he is out of school, he never stops learning about ways he can take his restaurant to the next level. FRESH BURGER STATS Franchise units in Canada: 4 Corporate units in Canada: 1 Investment Required: $250K-$350K Available territories: Ontario In business since: 2013 Franchising since: 2016 CFA member since: 2016

www.cfa.ca | www.FranchiseCanada.Online

THE FIRST YEAR

Printing a Ticket for Success Amber Shah and her husband reinvigorated a printing franchise and became a vital part of their North York and Don Mills business community BY JESSICA BURGESS

KP franchisee Amber Shah began her career in banking with HSBC, moving up within the company very quickly before taking on a position at Deloitte as part of their Knowledge Management team. With all of that finance experience behind her, she says, “I became absorbed by the idea of owning a business. Buying a franchise was a viable alternative to starting my own business.” Shah continues, “I knew that my husband and I were destined for something bigger and better,” and so the pair began talking to owners of various franchises, from food service to shipping service, looking for the ideal fit. “We chanced upon an ad for a printing company, called Kwik Kopy at the time, for sale in North York,” Shah shares. They visited the store and spoke to the owners, who said that they were looking to retire and that the store itself was running at a loss. The KKP business model was appealing, though, and Shah knew that if she and her husband Saif could actively channel their sales and marketing efforts, they could likely turn things around for the struggling store.

Poised for Growth After doing her due diligence, including a competitive analysis, looking into other businesses in the neighbourhood, and speaking with other KKP owners, Shah saw a lot of growth potential in the North York store and decided to buy it. “It made more sense to buy a franchise that offered resources and vendor relationships that would not have been available to us had we purchased an independent storefront,” she says. With all of the support and resources available from the KKP franchise system, they were quickly able to turn around an underperforming store. KKP provides business solutions to businesses, organizations, and non-profits. Printing, signs, mailing, promotional products, websites, graphic design, social media, email marketing campaigns and other marketing services are all available under the KKP banner. In their first year, Shah and her husband focused primarily on extending their store’s product offerings to their existing clientele and providing exceptional customer ser-

Franchise Canada July | August 2019 87

THE FIRST YEAR

vice, all of which would increase their sales and ability to continue to offer affordable business solutions. They also overhauled the aesthetic of the storefront, bringing it into line with industry best practices. They hired new staff, including a press operator and graphic designer, updated their equipment, and learned how to adapt the resources they had to better serve their clients. “In any business,” Shah notes, “to be successful, you must strive to always be improving and building a better, smarter company. We gradually diversified into signage, mailings, promotional products, and specialized niche jobs. Every quarter we set measurable goals for improvement and closely tracked our performance.” It’s that kind of self-starting initiative that makes Shah an ideal franchisee. Recalling that first month, Shah shares an indicative story: “I remember at the time I did not have my driver’s licence, but I was eager to begin my sales activity. We had taken ownership of the store in February. It was peak winter. I walked door-to-door cold calling (taking that term to heart!), walking from business to business in freezing temperatures. It was all about overcoming obstacles, fear, and self-doubt.” The

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couple knew they were choosing an unconventional path and that risk was involved, but they believed in what they were doing. “You need to have the drive to keep pushing forward no matter the odds,” she says. “I believe that with the right focus and consistency, anyone can live their dreams.” Dedicated Franchisor Support As first-time franchisees, the couple were nervous, but they knew they were willing to put in the work and that they had the support of their franchisor. “If this were a stand-alone store, I would have had a hard time figuring it all out,” Shah shares. “The kind of support we receive from the head office on all fronts is tremendous. And the rapport with other franchisees is great. It’s like a family. Everyone is happy to help.” From the start, the franchisor was there for Shah and her husband. The couple had business, sales, and management experience, which is not necessary but a huge benefit. They didn’t have any direct industry experience, though, and the superlative training and support programs offered by KKP were there to help. “Entrepreneur-

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THE FIRST YEAR ship is risky, and it takes time to build a business. It is great to have a franchisor who is with you every step of the way,” she shares. New KKP franchisees participate in an initial training program, which includes thirty hours of online training, one week at the home office, and an additional week on location. Then, back at their own storefront, the new franchisee is supported by a team, including the regional director, a sales and training team member, and a marketing team member. “Working together,” Shah says, “they help new owners stay focused on their goals and help them determine and address priorities to help them grow their successful business.” Growing Competitively “It is so important to stay current in the business and to continually learn about the industry,” Shah advises. “This means as an owner I need to keep increasing product offerings, innovating, investing in technology, upgrading equipment, and investing in new marketing programs.” Ensuring their store stays at the forefront of industry advances is a team effort, like much of franchising. Shah and her staff brainstorm with clients, coming up with new ideas and ways to execute them. “Competition is tough,” she notes, “so we have to differentiate ourselves.” “Our business is a people-focused one,” Shah continues. “I am always interacting with the team, with vendors, suppliers, head office, and our customers and clients. You need to be able to work with people, resolve conflict, and put your customers and your community first.” Part of being able to do that successfully is offering not only best-in-class customer service, but making sure employees in-house feel supported—passing along that franchisor support to their own employees. “Being able to support them and see them grow,” Shah says, is one of the best parts of working with business owners and her in-house staff.

Printing a Bright Future “Our number one goal is growth,” Shah says, looking to the future, “and franchising offers some of the greatest benefits of any expansion strategy. We were able to go from the bottom of the sales ladder to 11th out of all Marketing and Print Division centres in Canada.” Focusing on supporting their community, brand recognition, and continuous learning have been invaluable in this successful growth. “Passion is also key. Success takes time and a lot of hard work, determination, and commitment. The fire inside will get you through the difficult times,” Shah offers. “At the end of the day, entrepreneurship is risky, and it takes time to build a business. Franchising just makes it a little easier to be successful more quickly,” Shah continues. “The risk of business failure is significantly reduced with franchising,” she shares. “We checked how successful other franchises were before we committed ourselves.” And her advice for future franchisees? “Use the programs the franchise offers. In this franchise, you do not need to reinvent the wheel. The path is drawn for you. Follow it, and you have a strong chance to succeed!” KKP STATS Franchise units in Canada: 43 Franchise fee: $33K Investment required: The cost of purchasing the business plus a Franchise Fee and Marketing Fee, $188,055$564,656 Training: Up to 3 weeks (5 days at home office, 16 hours of online/self-paced learning sessions and 5 days (not necessarily consecutive) at your center’s location) Available territories: All of Canada In business since: 1979 Franchising since: 1979 CFA member since: 1979

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LEADERSHIP PROFILE

A Family Affair Franchising the Fire-Alert concept in 2008, the father-son team of Yvan and Sylvain Houle take great pride in being a family-owned and operated fire protection franchise. BY ROMA IHNATOWYCZ

t’s all in the family at Fire-Alert Franchising, a mobile fire protection business run by the father-and-son team of Yvan and Sylvain Houle. “In many ways, it’s a family business,” says the senior Houle, president of the company, adding that two of his brothers are also involved in the business as franchisees. Yvan Houle first saw the potential of the concept more than 15 years ago, when he was introduced to its founder who was looking to sell his then small, one-man operation. The original owner had launched Fire-Alert in 1984 to serve the Ottawa region and was retiring. Yvan felt he could grow the business into something larger, with a more expansive footprint. It was, as he says, love at first sight: “I loved it and immediately saw the value in this type of business.” In 2003 Yvan bought the company for $50,000, and within two years quadrupled his sales. In 2009, with two field technicians and an administrator on the payroll, he

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set his sights on franchising. “At the beginning, Fire-Alert was more or less a good business opportunity – it helped put my son and daughter through university,” says Yvan. “But I’ve always had a passion for franchising, and when I saw the direction the business was taking, I thought it could be a good business opportunity for others as well. That’s why I decided to franchise.” By no means was Yvan a stranger to the franchise system – or to running his own business. Early on in his career, he had owned and operated two restaurant franchises in North Bay, Ontario: a local, diner-style concept called Colonel Hoagies. Later, he managed two Shell service stations for a stretch. (Some of his current franchisees are also former Shell operators who were embraced into the Fire-Alert fold.) Yvan understood very well what was involved in running a successful business and the long hours and steady dedication that was required. But he was undaunted: he knew he wanted to be his own boss.

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LEADERSHIP PROFILE The Fire-Alert team at the 2018 CFA Awards of Excellence. Fire-Alert has received the Franchisees’ Choice Designation for six consecutive years. The designation recognizes CFA Awards Program participants who have achieved a score that exceeds the benchmark established by the CFA and have demonstrated excellence in franchisee relations, teamwork, and communications.

Competitive Advantage To the untrained eye, Fire-Alert may have looked like a modest enterprise with few prospects for sizeable growth as a national franchise chain. But Yvan knew there were many built-in competitive advantages in his novel fire-protection concept, and with time he could make it happen. These advantages included the convenience of being able to test and service the equipment onsite, an added bonus to both clients and franchisees. “What sets us apart is that we’re mobile, so we can service first extinguishers onsite at our clients’ convenience,” explains Yvan’s son Sylvain, co-owner and director of franchise development. “There aren’t many businesses in this field that offer mobile services. Ours is a workshop on wheels, and I believe we’re the only franchised business that does this. We stick out like a sore thumb when we attend a franchise show.” “We have all the latest high-tech equipment in our vans,” continues the younger Houle, who started working for the company while at university and came on fulltime shortly after graduating, when it was beginning to franchise. “We didn’t revolutionize the equipment, but we certainly put our twist on it. We were able to engineer a functional working space and multiple interior stations: we can conduct hydro tests, we have a recharge station, workbench, shelving for inventory, etc. It’s the unique layout of the outfit that we brought to the table and building the vans ourselves really allows us to maximize every square inch of the workspace.” An additional advantage to the Fire-Alert model, adds Sylvain, is that by law all commercial and industrial businesses in Canada must undergo fire safety inspections, so the company provides an essential service within that market. Unlike larger, comprehensive fire protection firms, however, Fire-Alert does not inspect sprinkler systems or smoke alarms. Instead, they specialize in fire

“We’re a very family-oriented company and developing good relationships with our franchisees is important. We expect the same from them, the same level of respect.” extinguishers, fire hoses and emergency lights: that’s their niche. They service residential homes as well, but it comprises a small part of their business. The company’s two-week training program for franchisees – held at their 12,000-square-foot training facility in Ottawa – provides the required skill-set. This includes the certification that franchisees and their technicians need to perform inspections and service products. In some jurisdictions, like Alberta, additional training by a third-party is mandated by the province but can be completed in a short timeframe. Mix of Franchisees The company currently has 23 franchise branches of varying sizes spread out across five provinces: New Brunswick, Quebec, Ontario, Saskatchewan and Alberta. Some franchisees have expanded their operation into a multi-van business, adding technicians and renting out shop space, while others choose to run it as an owneroperator home-based business. “That way the overhead costs are low,” says Sylvain. “And for the most part it’s a 9-5 job, so it’s quite flexible.” Franchisees are a mixed bag of professionals, many of whom bought into the franchise as a second career move, including former firefighters. Qualities Sylvain

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LEADERSHIP PROFILE

looks for are the usual mix of passion and industriousness, but also “strong family values,” he stresses. “We’re a very family-oriented company and developing good relationships with our franchisees is important. We expect the same from them, the same level of respect.” Sylvain touts the concept as a “typical boy brand,” attracting people who enjoy hands-on tasks. To date, this has been men, but that’s been by chance and not design. In fact, Sylvain says the company wants to add women to their family of franchisees and encourages anyone interested to apply. Outside of the inspection/maintenance work, franchisees are responsible for generating much of their local business, while the Fire-Alert head-office handles the national accounts. This includes large retail chains, petroleum firms and property maintenance companies, as well as other businesses with locations nationwide. Because these accounts comprise a fair portion of the company’s business, new franchisees have a leg-up when they join. “We already have national clients for our franchisees, which eases some of their challenges in starting a new business,” says Sylvain. “When our franchisees sign on with us, we provide them with a client base to start, so they’re trained and able to hit the ground running from day one.” Having a national spread also allows Fire-Alert to develop beneficial relations with other fire protection providers. Larger firms often subcontract them for some of their fire extinguisher work and, conversely, Fire-Alert contracts out its inspections in regions where they have no franchise presence to date. This includes British Columbia, where they are actively searching for franchisees in order to penetrate the west coast market.

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“When our franchisees sign on with us, we provide them with a client base to start, so they’re trained and able to hit the ground running from day one.” As the company grows, both Sylvain and his father Yvan continue to enjoy the journey. Seeing Fire-Alert evolve from a small, one-man operation into a large, national franchise chain has been deeply gratifying on both a personal and professional level, they say. All the more so because it was together that they played a key role in that transformation. Most fulfilling for the father-and-son team, however, has been watching their extended family of franchisees thrive and prosper. Whether linked by blood or through work, to them it will always be a family affair, and the journey is far from over. FIRE-ALERT STATS Franchise Units in Canada: 23 Corporate Units in Canada: 2 Investment Required: $95K Training: 2 weeks Available Territories: All of Canada In Business Since: 2003 Franchise Since: 2008 CFA Member Since: 2008

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A DAY IN THE LIFE

The Fine Print

Ryan Nisbet wears many different hats as a Print Three franchisee

BY KAREN STEVENS

or Ryan Nisbet, owner of a Print Three franchise in Burlington, Ontario, the road to franchisee was not a clear cut path. He says that he fell into franchising after working with his father on a business deal that didn’t go through. Afterwards, their accountant approached them with an opportunity he had heard about: a Print Three franchise that was being sold by the owner. “We met with the owner and purchased it and haven’t looked back,” Nisbet says. “It’s been a great business for us.” When Nisbet took over the franchise in October 2004, he inherited the staff along with the print shop, which fulfills custom printing, web, and marketing services. “I had no experience in the printing world whatsoever, so it was definitely a selling feature for us that we had seasoned staff in place,” he recalls. “It made the transition that much easier.” He says that the fact that the customers would still be dealing with the same people at the shop was also a huge benefit for him.

Nisbet’s daily routine has changed little since he started 15 years ago. He starts off his day by dropping his three children off at school, which means that he arrives at the office by about 9:15 a.m. “Generally, I’m in the office, but I do step out at different times of the day,” he says. They do have a person responsible for outside sales, but Nisbet does occasionally go out on sales calls as well. And when does the day end? According to Nisbet, it really depends. Generally, office hours are 8:30 a.m. to 5 p.m, so Nisbet leaves at 5:30 p.m. on most days. While staying as late as 8 p.m. is an occasional occurrence, it isn’t typical. On top of that, Nisbet does do a bit of work at home, such as answering email. Most of this work involves working on estimates using the estimate software. “I tend to do that when I’m home at night, just in front of the TV, because I need some quiet,” he explains. “It’s just easier for me. It ensures I don’t make mistakes and

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it takes me a fraction of the time.” Compared with when he first started, Nisbet says he works about the same amount. “I don’t think I work any harder or any less,” he affirms. The difference now is that he takes a little more vacation now that he has kids. The daily routine for this Print Three franchisee varies from day to day. “Every day is kind of different; It depends what’s going on with your jobs, with your customers, with estimating,” explains Nisbet. His duties range from helping the general manager with quotes and estimates to answering the phone to odd jobs. “We do have defined roles in the office, but we’re a small business, so everyone has to wear different hats,” he conveys. Nisbet likes to have a hand in everything so that he’s able to keep in touch with what’s happening in the shop, plus he just likes to help out. “Literally there’s days where I’m breaking down cardboard and running it out to the dumpster because I don’t want to waste the time of the staff running the machines,” he says. “I’ll load up the FedEx truck at the end of the night, because that’s what needs to be done.” The biggest challenge that Nisbet and his team face is having enough time to get projects done. “Everybody needs things in such a rush these days that we’re constantly against the clock,” he communicates. For example, he says that for a lot of his B2B customers, when it comes to printing materials, it’s the last thing they do before a big trade show or event. “We’re always trying to speed things up and find more efficiencies; there is a lot of satisfaction when you do a job on time.” One of the biggest benefits of being a part of the Print Three system is the support franchisees receive from head office. Franchisees can call head office with all of their questions. “At the beginning, when you don’t have any knowledge or know where to start, it’s very comforting to know you’ve got a good person you can reach

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“At the beginning, when you don’t have any knowledge or know where to start, it’s very comforting to know you’ve got a good person you can reach out to that’s actually going to try and help you.” out to that’s actually going to try and help you,” Nisbet recalls. He also appreciates the support of the other franchisees in the system. “It’s nice to hear from people that are in the same business and hear what their highs and lows are so that we can learn from each other’s mistakes, and benefit from each other’s success,” he says. Another benefit of joining the Print Three system, according to Nisbet, is that he likes that the franchisor doesn’t dictate every aspect of the business. “You’re free to do what you want in terms of where you buy your paper, which machines you have, and how you run your day-to-day operations,” he asserts. “They obviously have standards that have to be met in terms of the atmosphere and the aesthetics, but for the most part it’s a very open relationship and they’re always there to help if you need it.” Nisbet adds that he gets a lot of support from head office in regards to digital marketing, such as assistance with Google AdWords marketing campaigns.

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A DAY IN THE LIFE

According to Nisbet, the ideal franchisee is, above all, ously the printing industry has changed drastically over a people person. “A good personality and people skills the last 10 years with email, PDFs, and phones. Stepping are two things that are just critical,” he says. A big part out of your comfort zone and trying your new things is of growing the business has come from referrals. “I have definitely what you need to do,” he urges. a great personal and social network and I reach out to those people,” conveys Nisbet. He also mentions that PRINT THREE STATS Print Three franchisees have to be able to thrive in a Franchise units in Canada: 50 busy environment. He recommends having a good finan- Franchise fee: $40K cial background or experience with operations. Nisbet Investment required: $200K went to school for marketing, and describes himself as Available territories: All of Canada a meticulous person who is good with numbers. Before In business since: 1970 he was a franchisee he worked in retail, as well as opera- Franchising since: 1981 tions. “I’m not a salesman at all,” he explains. “Could a CFA member since: 1999 salesperson come into one of these businesses and do well? I’m sure they can.” Right now the franchise is focusing on buying existing “mom and pop” print shops and convertTHE MIDAS FAMILY ing them into Print Three franchises. According to Nisbet, the infrastructure and technology necessary to have a successful print Midas is proud to be a world-class leader in business just isn’t possible the automotive service industry and the gold anymore without the help standard when it comes to total car care. of a franchise system. When you join the Midas team as a franchisee, you’re joining a multi-billion dollar industry “Andrew Hrywnak servicing a growing vehicle population. Build (President of Print Three) your future with us while we expand our success throughout Canada. will find you a shop that ensured that when you walk in your first day, you Contact us now have sales coming in,” he Visit www.joinmidas.com explains. Nisbet wants to or call 800-365-0007 This advertisement does not constitute an offer of a franchise. A franchise offering can be made by us only after we provide you with an appropriate challenge franchisees to Canadian disclosure document (as applicable in each province). Franchises may not be avalable in all provinces. keep innovating. “Obvi-

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ICONIC BRAND

All in the Cards

As leaders in the greeting card and social expression products space, iconic brand Hallmark makes its mark in Canada with its network of Hallmark Gold Crown® stores. BY ANDREW SCHOPP

hen looking to show a loved one or friend that they truly care – through the good times and the bad – Canadians invariably think of Hallmark Canada’s network of Hallmark Gold Crown® stores, where meaningful gifts of social expression delivered with personalized service is the name of the game. The First Name in Gifts and Greeting Cards Hallmark truly is an iconic brand in the greeting card and personal gift space. Founded by American businessman Joyce Hall in Kansas City, Missouri in 1910, Hallmark has risen through generations to become the world’s largest manufacturer of greeting cards in the United States. In Canada, the William E. Coutts Company sold greeting cards across the country from 1916 to 1931, before forging a partnership with Hall and the Hall Brothers Company to manufacture Hall Brothers cards in Canada on a royalty basis. From there, the relationship between the two companies grew, leading to Hall purchasing 40 per cent of the William E. Coutts Company in 1948 before purchasing the company in its entirety in 1958 to bring Hallmark Canada to life. Today, Hallmark Canada makes its mark with 72 franchised units and nine corporate stores across the country.

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All Hallmark Canada franchises operate under the Gold Crown program. Hallmark’s Gold Crown stores are a familiar sight for Canadians seeking greeting cards, gifts, and other social expression products. What separates Gold Crown stores from the competition is that their locations are always offering something new, explains Michelle Smye, General Manager of Retail for Hallmark Canada. Whether it’s seasonal cards and gifts for holidays such as Valentine’s Day and Mother’s Day, or cards and gifts for everyday events such as birthdays or anniversaries, there’s always something innovative and exciting in stock. In addition to Gold Crown store exclusive products, Hallmark Canada franchises also forge partnerships with local small businesses and artisans to offer customers something truly unique. Gold Crown stores often provide space for pop-up shop collaborations, which helps cross-promote Hallmark stores and compatible vendors. “We formalized the Gold Crown store program 1986,” says Smye. “We set that up as the flagship brand, and as such, we’ve given each of our franchisees exclusive access to our entire portfolio of social expression products that you just won’t find anywhere else. In a nutshell, our concept is that we’re in the business of helping people make meaningful connections with others. That really hasn’t changed over time.”

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ICONIC BRAND Making Connections With the rise of e-commerce, astute brick and mortar retailers are exploring innovative new ways to draw consumers away from their screens and into their stores. For Hallmark Canada, the brand’s focus is on providing an exceptional customer experience. Smye explains how their C.A.R.E. Program is all about equipping franchisees with the tools they need to establish deep connections with customers to deliver an experience they won’t find online. “It’s taking customer service to the next level,” says Smye. “We’re focused on the entire store environment, so when you walk into one of our stores, our retailers are creating an environment where cards are an essential part of what we do, but we’re also providing storytelling, artistry, and community content. This helps us to really engage with the customer and address their need to connect because again, we’re all about connections.” Gold Crown store owners have taken the brand’s goal of forging deep connections with customers to heart. For Helen Coons-Schwark, who’s owned a Gold Crown store in Regina for the past four years, operating a Hallmark franchise is all about the people. With a background in office management, direct sales, and bookkeeping, Coons-Schwark began working at a Hallmark store as a retail sales associate in 2008. Interacting directly with customers, she saw first-hand the positive role the franchise plays in the day-to-day lives of the people it serves. From there, what began as a part-time job evolved into an opportunity to own a business that she felt passionate about. “We get the opportunity to help customers find the perfect gift or greeting card for the special people and occasions in their lives,” she says. “You get a glimpse into their triumphs and their heartaches. Some days you laugh with them, some days you cry with them. You just get the chance to make a difference in their day.”

source for consumers to deepen their personal relationships with meaningful cards and gifts. According to Smye, Coons-Schwark epitomizes what it means to be a Gold Crown store owner. Coons-Schwark has been recognized by Hallmark with a Leading Edge Award, which is given to the franchise’s top retailers. She attributes her success with the franchise to following Hallmark Canada’s proven system and by leveraging her experience as a retail associate to deliver the exceptional customer experience that brings people through her store’s doors again and again. It also

Finding Franchising Success To be a successful Hallmark Canada franchise owner, one must share in the brand’s vision for its Gold Crown stores, which is for them to be the go-to

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ICONIC BRAND

helps to take advantage of the franchisor’s national programs, such as the Hallmark Rewards loyalty program. She explains how initiatives such as rewards programs are great customer retention tools; offering exclusive offers, promotions, and special member pricing. “Participating in national programs and events, and following the guidelines set forth in the franchise agreement,” Coons-Schwark says of how she’s found success with her Gold Crown store. “Those tools are set in place to help us achieve success. It’d be inane not to take advantage of them.” Hallmark Canada’s franchisee support program includes financial and marketing initiatives that are vital to building success in an increasingly competitive retail space. The franchisor provides training resources for both new and existing franchisees along with access to a team of dedicated business development specialists. Training for new franchise owners starts with an orientation program at Hallmark’s Canadian office in Markham, Ontario, where they have the opportunity to meet face-to-face with key business partners. They’ll then spend time learning the ropes at an established store so that they can observe a franchise’s day-to-day operations first-hand. By leveraging the training and ongoing support provided by head office, sticking with the franchise system, and believing in the brand’s vision, franchisees can expect success, says Smye. “We really believe that when you care enough, you can change the world. That’s one of our many expressions here at Hallmark and we truly stand behind it. With that in mind, we really look to bring on individuals who understand that concept,” she adds. The path towards becoming a Hallmark Gold Crown store owner starts with a prospective franchisee doing

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their research and due diligence to see if the franchise is the right fit. From there, they can fill out a franchise application form. Hallmark Canada will then set up a discovery call to discuss expectations and financial considerations. When it comes to the nitty-gritty, building out a Hallmark Gold Crown store requires an investment of $150,000 to $550,000. Additionally, a monthly franchise fee applies. Site selection is handled by the franchisor, utilizing a market planning department and site selection specialists that study demographic information to identify possible sites for Hallmark Gold Crown stores. In addition, a team of Hallmark real estate professionals assist franchisees with negotiating the economic terms of their leases. “We look to bring on individuals that really connect with the philosophy. They’re going to be representing our brand on the front lines with our customers. What they offer in their stores, what they say, what they do, all of that is going to be what impression of the brand is left with the consumers,” Smye says of prospective franchisees. “It’s about wanting to be there and connect with customers in a way that’s actually influencing their lives.” HALLMARK CANADA STATS Franchise Units in Canada: 72 Corporate Units in Canada: 9 Franchise Fee: $210/month Investment Required: $150K-$550K Training: Yes Available Territories: All of Canada In Business Since: 1916 Franchising Since: 2001 CFA Member Since: 2008

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SHOW ME THE MONEY

4 FRANCHISES FOR $250K-$500K Franchising is about diversity. Franchise opportunities may be found in nearly every industry and business sector. It’s a great way for Canadians from all walks of life to go into business for themselves but with the support of a franchise system behind them. One of the most important considerations for a prospective franchisee is investment level. Figuring out a budget that fits with your financial situation and goals will help you to zero in on the franchise opportunities that might be the best match. With so many opportunities, there is a franchise for everyone at a variety of investment levels. Here, Franchise Canada showcases franchise systems in which you can invest $250K to $500K.

Betterthan50 Information Services Ltd

Café Van Houtte

Betterthan50® builds local communities online and on the ground, connecting the needs of the 50 plus population to the local businesses and service providers that serve them best. As well, it provides local, regional, national and international news, information, consumer deals for appropriate products and services, and schedules of senior events that matter. Corporate units in Canada: 1 Investment required: $350K+ Training: Management training included Available territories: All of Canada In business since: 2015 Franchising since: 2015 CFA member since: 2011

A leader in its field since 1976, Café Van Houtte specializes in the retail sale of a broad range of breakfast products, soups, salads, sandwiches, wraps, croques, quiches, cakes, muffins, French pastries, croissants, brioches, bottled juices, soft drinks, filtered coffee, tea, and specialized coffee (such as expresso, cappuccino, latte, moka coffee). Café Van Houtte franchises typically operate in commercial environments in quick service restaurant bistros located throughout Canada. Franchise units in Canada: 51 Corporate units in Canada: Investment required: $250K-$400K Start-up capital required: $75K-$125K Training: 4 Weeks Available territories: British Columbia, Alberta, Ontario In business since: 1919 Franchising since: 1976 CFA member since: 2016

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SHOW ME THE MONEY

CaliBurger

Living LIGHTING

CaliBurger is a global, fast-growing fast-casual California lifestyle restaurant featuring premium hamburgers, fries, beverages (including beer and spiked milkshakes), and other related menu items with always fresh ingredients. CaliBurger incorporates technology into the dining experience, with each store featuring a video wall for interactive mobile gaming, an app for advance ordering and in-table wireless charging stations. The franchise is currently expanding across Canada, Washington State, Oregon and Iran. Franchise units in Canada: 2, U.S.: 7, International: 20 Corporate units in Canada: 1, U.S.: 2, International: 3 Franchise fee: $40K Investment required: $400K+ Training: 4+ weeks initial and ongoing Available territories: All of Canada, U.S., International In business since: 2012 Franchising since: 2012 CFA member since: 2014

Living LIGHTING is Canada’s largest franchise lighting chain; a retail concept that focuses on stylish, high quality lighting products and fashionable décor for the home. The “Creative-Art-of-Lighting” best describes the business. Emphasis is placed on unique, well-designed, quality lighting for the home with expert decor advice and service. Store locations are between 3,000 to 4,500 square feet in size and are strategically located in open air retail and power centres. Franchise units in Canada: 16 Franchise fee: $30K Investment required: $300K-$450K Training: Yes Available territories: All of Canada In business since: 1968 Franchising since: 1970 CFA member since: 1990

Find franchises by investment level on LookforaFranchise.ca

Want to find franchises at a particular price point? Searching by investment level is just one of the search options available on Franchise Canada’s online franchise directory at LookforaFranchise.ca. This website is powered by the Canadian Franchise Association and part of Franchise Canada’s suite of products for aspiring franchise owners. Build your profile on LookforaFranchise.ca and browse available franchises, request more information directly from the companies you’re interested in, and access exclusive Franchise Canada content online.

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FRANCHISE FUN

TANNING THE STARS

Nicole Hyatt has grown Tan on the Run into a successful franchise system of mobile spray tan businesses with locations across the world in Canada, Egypt, Uruguay, Trinidad and Tobago, and Namibia.

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www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE FUN From Paulie Shore to Kate Beckinsale, Tan on the Run has spray-tanned some pretty big names. Describing herself as ambitious, calm, and thankful, Nicole Hyatt, the CEO of Tan on the Run - a franchise concept that provides luxury, hypoallergenic, and cruelty-free mobile spray tanning services – has grown the franchise into a thriving system with 40 units across Canada. Tan on the Run has even expanded overseas with franchises in exotic locales such as Namibia and Egypt. Franchise Canada caught up with Nicole for a little bit of Franchise Fun to see what she and Tan on the Run are all about! The most interesting thing I’ve done recently is… Tanned Lady Gaga.

If I could change one thing… My head office would be in the Caribbean.

In its best form, work is… Not really work because I’m enjoying it!

If I could meet anyone… Justin Bieber. My son has been hoping that I would tan him one day and he would get to meet him so I’ll give this wish to him. Fortunately, this business has allowed me to meet so many of my idols that I would have never imagined possible.

A good franchisee… Is a hustler. A good franchisor… Stays hands on no matter how big they get. My top advice for prospective franchisees is… Rome was not built in one day. If you’re not excited about what you do every day when you wake up, you’re likely in the wrong business. My top advice for new franchisors is… You’re only as good as your worst franchisee. The most important thing in life is… Family, health, and wealth. One of the most enjoyable things to do is… Brainstorm new ideas while on vacation. The hardest thing for me to do is… Give myself “me” time.

The person who has had the most positive influence on me as a businessperson is… My Noni. She owned her own retail store and my father owns a large log hauling company that I grew up with. It helped me learn the ins and outs of being a business owner. Canadian franchising is… Very important to the future generation of entrepreneurs. It’s vital to support Canadian brands. The new generation of franchisees are very innovative and Canada has great resources to help kick start up and coming business. Many Canadian franchises also use Canadian products and resources to operate.

My franchise system began because… I was a single mother wanting to help other women become independent business women. The key to success is… Hard work. I’d like my friends to describe me as… Passionate, driven, and influential. The accomplishment I look forward to the most is… Building a platform for likeminded women to start their own business and to be successful. My personal motto is… Be the best at what you do, rather than just OK at everything. One necessary item on my life’s “to do” list is… Spray tan Kim Kardashian. I’ve tanned her friends so I’m getting closer!

My favourite drink is… COFFEE. Morning, afternoon, and even at midnight.

Franchise Canada July | August 2019 103

Q A

ASK A LEGAL EXPERT How do I Negotiate the Franchise Agreement? BUYING A FRANCHISE IS EXCITING RIGHT? The prospect of opening the door to a shiny new outlet and having customers rush in to experience your brand is part of the allure of franchising. But that excitement fades the moment you receive the Franchise Disclosure Document, an epic tome the size of a phone book that sets out the franchise agreements and describes the opportunity. Franchisees and their counsel have to wade through this document to decipher the real business deal lurking beneath the placid surface. As the picture takes shape, the question immediately arises: How do I negotiate the terms? Franchisors are quick to reply that you can’t. A litany of excuses will be thrown at you, ranging from “this is the standard form, we don’t change it for anybody,” to “all changes have to be approved by head office,” to “this is how we have been doing it for “x” years, no one has ever complained before.” But where is the truth? In fact, it lies somewhere in between. Purchasing a franchise is a commercial transaction, subject to the laws of supply and demand. A successful, high profile franchise may not need you as much as you need them, and the appetite for change may be slim to none. At the other end of the spectrum, an aggressive new concept may be hungry for growth and may consider changes if it means adding a strong franchisee to their stable. Here are some points for you to consider: • Franchisor’s Status and Reputation: If a large established franchisor is sitting across the table, be realistic in your expectations. While most franchisors will be receptive to reasonable commentary, firing off a laundry list of demands will not get you far and may sour the relationship. However, if a real deal-breaker exists (for example: a termination for convenience clause in favour of the franchisor, prohibitive transfer or renewal fees, unrealistic sales quotas, or development obligations), then you need to voice your concerns. As earlier noted, early stage franchisors may have more flexibility to negotiate as their systems develop. • Exclusive Territory: It is rare in the modern era for a franchisor to offer exclusive territorial rights to a retail franchisor. Most contracts for retail outlets expressly state that no territorial exclusivity is granted and licensed rights are specific to the store location. The franchisor reserves the right, subject to its statutory duty of good faith, to open a store in proximity to an existing franchisee. However, it is not unreasonable for a prospective franchisee to negotiate a protected territory adjacent to their franchise. This takes the form of a covenant from a franchisor that it will not offer a franchise or open a cor-

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porate store within a prescribed territory (often a radius) around the existing franchise, provided the existing franchisee is compliant with the franchise agreement. • Term and Renewal: A short initial term, limited renewal rights, or unreasonable renewal terms will harm the marketability and liquidity of your investment. Ensure that the term and renewal conditions are standard and that you enjoy renewals as of right upon satisfaction of reasonable conditions, and not subject to the franchisor’s discretion. • Additional Franchise Rights: In certain cases, it may be appropriate for strong prospects to request the rights to develop one or more franchises in other territories within a specified development period. If the franchisor is agreeable, these rights can be embodied in an option, right of first refusal or development agreement and may require you to pay additional fees to reserve the rights during the option period. • Support and Assistance: Certain franchise agreements provide for extensive startup support and ongoing assistance by franchisors to franchisees. Some are silent on this point or promise a bare minimum of help to new franchisees. In certain cases, franchisees may consider requesting a larger support commitment from the franchisor, or a promise to provide additional assistance on the basis of negotiated maximum fees. • Initial Fees and Royalties: The price of admission for an established franchise will typically be non-negotiable. However, this may not always be the case for early stage franchisors who are still finding the market for their franchises. A strong prospect may be able to negotiate a lower, or deferred, initial franchise fee or royalties. This “side deal” can be set out in a separate letter agreement to avoid having to amend the standard form template and permit the franchisor to maintain its stated fees as it builds demand for its franchises. • Advertising Contributions: New franchisors that have fewer than three or four franchisees may not collect sufficient advertising contributions to execute a substantial advertising campaign. In these cases, some franchisors may be prepared to defer ad fund contributions until a certain minimum number of franchisees are in the system, provided that each franchisee redirects the funds to local advertising. • Transfer and Renewal Fees: As noted above, if these fees are prohibitively high, they can inhibit your desire to sell or renew and in that way impair the value of your franchise. While these fees are typically non-negotiable, consult with your counsel to ensure that they are reflective of market and if not, consider pushing back.

www.cfa.ca | www.FranchiseCanada.Online

ASK A LEGAL EXPERT • Remodelling/Capital Expenditures: Be wary of any requirements that require significant additional capital expenditures or remodelling early in the relationship. Seek to extend remodelling obligations to a reasonable interval consistent with common practice within the system or industry. • Guarantees and Security: Franchisors may require that all shareholders, directors, and officers of the franchisees and each of their respective spouses personally guarantee all of the obligations of the franchisee to the franchisor. This will in some cases be supported by a lien in the form of a general security agreement. Franchisees should try to restrict the guarantees to principals with a controlling interest in the franchisee, and if appropriate, seek to negotiate dollar limits on the guarantees, especially if these are secured. • Franchisor Purchase Rights: Franchisors often reserve the first right to purchase the franchise from the franchisee on the terms of any third party offer received by the franchisee. The franchisee should resist permitting the franchisor to “sit” on the offer for an extended period of time while considering whether or not to match it. An extended notice period has a chilling effect on the sale process and can frighten away prospective purchasers,

diminishing the value of the franchise. These are but a few examples of areas where it may be prudent to seek amendments to the boilerplate “standard form” franchise agreement. As noted, some cases may truly be “take it or leave it” offers. But in most instances, franchisors will entertain rational and respectful discourse over controversial terms in their contracts. If nothing else, these discussions will help the franchisor gauge what the market will bear and refine the terms of their own franchise agreements. As always, ensure that you retain qualified legal and accounting professionals to guide you through your purchase of any franchise. Richard Leblanc Partner Miller Thomson LLP rleblanc@millerthomson.com Richard Leblanc is a partner in the Toronto office of Miller Thomson LLP. Mr. Leblanc is the head of the firm’s franchise and distribution law group, and is a member of the Legal and Legislative Affairs Committee of the Canadian Franchise Association.

Power Your Franchise Search – Sign Up for our FREE e-newsletter! The Canadian Franchise Association is your #1 source for Canadian franchise news. Sign up for our free e-newsletter today and get serious about making your dreams of business ownership a reality! Get the latest franchise opportunities delivered right to your inbox! Published twice a month, Franchise Canada E-News is packed with news, how-to articles, and inspiring success stories from real franchisees.

Franchise Canada July | August 2019 105

Q A

ASK A LEASING EXPERT As a franchisee tenant, what questions should I ask about the landlord, the property manager, and the property itself? SMART SHOPPERS, typically, ask plenty of questions about a product and/or service before they buy. Franchise tenants preparing for lease negotiations need to follow that example! Before you agree to any lease terms and sign on the dotted line, you will need to know all you can learn about both the commercial property and the landlord. As The Lease Coach, we have been consulting with commercial tenants since 1993 and recommend the following “Top 10 Questions” that all tenants must ask during the negotiating process either for a new or secondary location. 1) Who is the landlord? Will you be dealing with a large institution; a bank or a small, independent, “mom-andpop” landlord? Different types of landlords will require different negotiation approaches (for example, with a large institution, you may have to wait weeks to connect with someone to discuss a problem while with a mom-and-pop landlord, you could simply just knock on their door). 2) How long has the landlord owned the property? Long-time landlords will know a great deal about their own property and are usually interested in keeping it. Franchisee tenants will also find that long-time landlords, typically, will have more realistic rent expectations as their mortgages can be fully paid off and will not have to charge their tenants higher rents to help cover this cost. 3) Where is the landlord physically located? Local landlords with office space within the commercial property of interest or just down the street are often more accessible to tenants. We remember one of our tenant clients who often could not reach his own landlord – the reason was that this landlord was a 70-year-old doctor who continued to practice part-time as well as travel. Personal meetings, therefore, were made more difficult. 4) Is the person in charge of property management local? Similar to local landlords, local property managers are also more available for tenants. In this business, it is not uncommon to see property managers overseeing a number of commercial sites and travelling between them. 5) What is the building’s history? As a franchisee tenant, you will need to ask about both the exterior and interior history of building. With exterior history, we are referring to building maintenance. This includes property upkeep, garbage removal, and landscaping which tenants help pay for through a property’s Common Area Maintenance (CAM) charges. Tenants leasing in an older building should expect higher CAM charges to cover the additional care of such a building. Ask about what has been going inside the building as well. Are the tenants stable? Has there been a high turnover of previous

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tenants? Has a similar-use tenant previously leased space within the property and either closed the business or moved elsewhere within the past 10 – 20 years? These are the types of questions you should ask. 6) Who is doing the leasing for the property? Is this a big leasing brokerage, a real estate agent or the landlord’s son? Be mindful of what you hear from agents as well. While they must follow a code of conduct, they can only share what they have heard from the landlord about the property. As a prospective or current franchisee tenant, you may hear anything from a less than reputable landlord who may tell you anything to get you to sign or re-sign. 7) Who were the two most recent tenants to move in and when? After you are referred to these tenants, personally contact them, introduce yourself, and ask them for their thoughts and/or opinions on their own recent lease negotiations. The leasing agent may claim that he/ she has only recently acquired the property listing and is unaware of all the tenants so far. Do not accept this – it is the agent’s job to be familiar with the property and who is leasing space within the property. 8) Who were the last two tenants to move out? Similar to the above, you will want to contact these tenants and ask for details. Press for details as to when and why they moved; where they moved; and what they thought about the landlord, property manager, and the commercial property. 9) Who is the property’s biggest tenant (the anchor tenant)? Anchor tenants typically attract the most traffic property, but even anchor tenants can close or move. We remember a number of tenants in a local strip mall who were surprised when the major grocery store anchor tenant moved out. Despite having a long-term lease, this grocer can often move their business but continue to pay the rent, thus disallowing any competitor to move in. 10) Is the building for sale? Building owners looking to sell their building will have different motivations with prospective tenants. Also, consider that you may like the current landlord but dislike the new landlord.

www.cfa.ca | www.FranchiseCanada.Online

Dale Willerton and Jeff Grandfield Commercial Lease Consultants The Lease Coach 1-800-738-9202 DaleWillerton@TheLeaseCoach.com JeffGrandfield@TheLeaseCoach.com

FRANCHISE TUTORIAL

TUTORIAL 1: THE FUNDAMENTALS OF FRANCHISING

WHAT IS A FRANCHISE? FRANCHISING IS A BUSINESS RELATIONSHIP where a franchisor (a company or individual who owns the franchise system) grants a franchisee (a company or person who contracts to use the franchise system) the licence to use the franchisor’s trademark, brand and operating system for an initial fee (initial franchise fee). In return, the franchisee provides a share of the income back to the franchisor (a royalty). The licence is contractual and is usually for a fixed period of time, often five, 10, or 20 years. The franchisor selects candidates to become strategic-partners in implementing the business plan and selling products and services to the franchisor’s customers using the franchisor’s proven business model and/or their proprietary products. A franchise system has policies and procedures in place so as to create consistency from one franchise location to the other. As a growth strategy, it provides franchisors with the ability to gain market share by increasing their points of distribution. Increased points of distribution result in greater exposure and brand awareness. Franchisors are able to grow and have committed individuals operating and driving the location. From a franchisee perspective, it allows the franchisee to get into business with support, a brand name, and a proven business model. This helps to reduce the risks involved with getting into business. It has become a part of almost every industry. Although people most often think of fast food when they think of franchising, it is also found in many other sectors including retail, service, automotive, business services, real estate, and lodging. There are several things that one must understand about a franchise. You are not buying the franchise. Instead, you are acquiring a licence to operate a franchise. You do not own the name, but instead have a licence to use the name. You do not own the business model, but instead have the rights to use the business model for a period of time. It is a little like being a tenant and renting. You do not own the space you are renting, but instead have the use of the space for a period of time. Uniformity is a fundamental principal to the success of a franchise. There must be consistency from franchise to franchise within a given business. By having the same product in similar outlets, with consistent levels of service, the franchise is able to build confidence in the mind of the customer, and this drives people to the brand.

Customers gravitate to what they know, what is familiar, and what they trust. The uniformity is often created through operating standards and procedures that are clearly documented in operation manuals. Franchisees are required to follow an operating system, use the same suppliers of product, and take the same training. The system, suppliers, and training are all designed to create a consistent experience to the end user of the product or service, and thus create an expectation and impression in the mind of the customer. The uniformity is enforced through a franchise licence. This licence gives you the right to use the brand and operating system. The licence also comes with obligations, to follow the operating standards and systems, as clearly defined in the business model. If you fail to follow the standards, you may lose your licence. With compliance to the system, it drives the market and enhances your investment. When you first look at a franchise agreement, it may seem controlling and one-sided in favour of the franchisor. This is normal, and is required to allow (continued on page 110)

FRANCHISING PROVIDES NUMEROUS BENEFITS:

✔ An established brand and proven business model ✔ Mass purchasing power ✔ Co-operative advertising ✔ Operational support and training ✔ R&D, marketing new products and services ✔ Access to financing and site selection

HALLMARKS OF A STRONG FRANCHISE INCLUDE:

✔ Strong leadership ✔ Participative management with Franchise Advisory Councils enhancing communication ✔ Continuous training ✔ Evolving brand development ✔ Continuous improvement to the operating system ✔ A positive corporate culture

Franchise Canada July | August 2019 107

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FRANCHISE TUTORIAL

TUTORIAL 2: THE FUNDAMENTALS OF FRANCHISING

INTRO TO FRANCHISE FEE FUNDAMENTALS FRANCHISE FEES ARE TYPICALLY PAID for the use of the franchisor’s trademark, brand, and operating system. There is usually a one-time initial franchise fee, as well as an ongoing fee, called a royalty. The ongoing royalty may be a flat monthly or weekly fee, or a percentage of the gross sales from the business. In addition, most franchise companies charge a fee for an advertising fund where the advertising dollars of the franchisees are pooled together to allow for franchisees to share the costs of national or regional advertising. By pooling the advertising dollars together, they are able to afford advertising that would not have been affordable otherwise. Why Do Some Franchise Systems Have Franchise Fees and Others Do Not? The initial franchise fee will vary from $5,000 to $75,000+. How much the initial fee is will vary depending upon the amount of training and support that is provided to get the new franchised location up and running. In addition to the initial training and support, the initial franchise

fee covers the cost of franchisee recruiting, territory analysis, site identification, grand opening launch, and some recovery of the franchise development costs. Typically, the more established and recognized the brand of the franchisor, the higher the initial fee. Ongoing royalty fees will vary from 0 per cent to 20 per cent of gross sales. The amount will vary depending upon the level of ongoing support and services that are provided by the franchisors. For example, some franchisors may provide a centralized call centre with order taking. This requires a higher cost, which is addressed with a higher royalty. Where no royalty is charged, it is usually built into product sales or sale of services in the form of mark-up or rebates on products. Typically, the more involved the franchisor is with ongoing business operations, the higher the fee. Franchisors must make some form of revenues and profit in order to provide ongoing support and services. A royalty ensures that the franchisor has a vested interest in your success. Your success results in their success.

GLOSSARY OF TERMS Advertising Fund: A fund held by the franchisor where franchisee advertising dollars are pooled together for national and/or regional advertising. Franchise: The right to use the trademarks, know-how, and business systems of the franchisor, and to promote and market products and/or services using such trademarks, know-how, and systems. Franchisee: The company or person who contracts with the franchisor for the right to operate the franchise in return for payment of an initial fee and/or an ongoing royalty. Franchising: A way of doing business in which the franchisor gives

the franchisee the right to offer, sell or distribute goods or services identified by the franchisor’s trademark. Franchisor: The company or individual that owns or controls the trademarks and the franchise system and grants the right to operate the franchise using the trademarks, know-how, and business systems of the franchisor. Franchise System: A system of marketing and distribution in which an independent businessperson, for a fee, is granted the right to market the goods or services of the franchisor according to the established standards and practices of the franchisor. Initial Franchise Fee: A one-time

fee paid by the franchisee to the franchisor in payment for the right to operate a franchised business (also known as an Initial, Up-Front, or Licence Fee). Franchise Model: A business model that has in place policies and procedures to create consistency from one franchise location to the other. Royalty: An ongoing fee paid by the franchisee to the franchisor, often calculated as a percentage of sales. Trademark: A name, symbol or other device identifying a product or service of the franchisor that distinguishes them from similar products and services supplied by third parties.

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FRANCHISE TUTORIAL (continued from page 107) the franchisor to control the integrity of the brand. As a franchisee, it is important to understand that you are required to conform to the franchise system business model. The success of the system as a whole to build a brand is dependent upon consistency. Although you cannot simply do what you want, strong franchise organizations value franchisee input and often

create advisory groups to provide feedback and input to the franchisor to assist in the strategic direction of the company. They view the franchisee and franchisor relationship as a partnership. Franchisees are on the front lines and have strong knowledge of the needs of the customer. At McDonald’s, it was the franchisees’ input that led to the development of the Egg McMuffin® and the McFish® sandwich. Strong franchisors listen and value the input from franchisees.

STUDY QUESTIONS TUTORIAL 1

TUTORIAL 2

1. From a franchisee perspective, franchising benefits by: a) a llowing the franchisee to make money by collecting royalties from the franchisor. b) allowing the franchisee to get into business with support, a brand name, and a proven business model from the franchisor. c) transferring ownership of the franchise system to the franchisee.

1. Franchise fees are typically paid: a) w hen first meeting with franchisors. b) every year. c) for the use of the franchisor’s trademark, brand, and operating system.

2. One of the fundamental principles of franchising is: a) u niformity and consistency across all franchise locations. b) a lack of consistency in customer experiences from location to location. c) complete autonomy of franchise locations from the franchise system. 3. Franchising only exists in the fast food industry. True or False? a) True b) False

2. Ongoing royalty fees will vary from: a) 0 per cent to 20 per cent of gross sales. b) 50 per cent to 90 per cent of gross sales. c) 60 per cent to 100 per cent of gross sales. 3. An advertising fund is a government funding program to assist franchisors in developing advertising materials. True or False? a) True b) False 4. A royalty ensures that the franchisor has a vested interest in your success. Your success results in their success. True or False? a) True b) False

4. Franchisors often do not welcome franchisee input. True or False? a) True b) False

Answer Key: 1) b 2) a 3) b 4) b www.cfa.ca | www.FranchiseCanada.Online

Answer Key: 1) c 2) a 3) b 4) a

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Everything you need to create your franchise future! Buying a franchise can be an overwhelming process. The good news is you don’t have to do it alone. Franchise Canada is here to guide you through the franchise process, with everything you need in one spot: www.FranchiseCanada.Online

Learn about franchising Easy-to-read franchising articles and tutorials can make a huge difference as you navigate your franchising journey. Our resources have been designed with you in mind, and have helped many other prospective franchisees understand the franchise business model, and what it means for those starting out.

Prepare for business ownership Are you a first-time business owner? Understanding your responsibilities as an owner is very important to your success in franchising. Gain competency in the basics of business ownership so you can run your business like a boss.

Discover franchise opportunities Don’t settle your future on the first franchise you see. There are over 1,300 different franchise opportunities available across more than 50 different industries, and at every price point. Explore the wide range of opportunities available to you in our online directory.

Connect with franchisors Before you sign a franchise agreement, get to know the people behind the brand that you’re set to partner with. You can speak to them in person and face to face at the Franchise Canada Show, or set up a meeting through our online directory.

Find financing and legal support Before you sign on the dotted line of the franchise agreement, you’ll need to ensure your finances are in order, and that you fully understand the franchise disclosure document. Learn from franchise professionals, who share their advice to help you through the critical disclosure process.

Receive regular, informative updates Get the latest Canadian franchise opportunities and industry news delivered straight to your inbox. Our free e-newsletter has the information you need to grow your franchise knowledge and learn how to invest with success.

GET STARTED TODAY! WWW.FRANCHISECANADA.ONLINE

MARKETPLACE

Take advantage of a franchise opportunity that serves a multibillion-dollar market. As a franchise owner, you’ll provide website and graphic design, social media and email marketing campaigns, printing, mailing, promotional products and marketing services to small and midsized companies, organizations and nonprofits in your community. You’ll be a member of Alliance Franchise Brands—a world leader in marketing and visual communications. Owning a Centre offers a franchise opportunity to reach your financial and lifestyle goals with on-going training, user-friendly systems, unmatched support, a proven acquisition program for business growth, and exitstrategy planning when you’re ready to sell. Annual sales for print and marketing services in North America are estimated to be $178 billion. This franchise opportunity uniquely positions you to capture your share of this growing, stable and in-demand market. Contact us at: opportunity@alliancefranchisebrands.com

At Bento Sushi quality, consistency and great value is at the core of every sushi roll we produce. It is our number one priority to provide our customers with hand-crafted, quality food using only the freshest ingredients available. Conveniently located in ‘grab and go’ kiosk, shopping centres, hospitals, and schools across Canada. Bento Sushi is committed to delivering quick, fresh and convenient products you can feel good about eating. Franchise Fee: $25K Startup Capital Required: $150K Investment Required: $325K Available Territories: All of Canada, United States, International Training : 3 weeks Franchise Units Canada: 13 Corporate Units Canada: 12 USA: 3 In Business Since : 1996 Franchising Since: 2013 CFA Member Since: 2016 For more information, contact: Michael Wong at mwong@bentosushi.com www.bentosushi.com

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BeaverTails® Canada Inc. has been delighting pastry lovers since 1978. Irresistibly delicious, hand-stretched Canadian pastry, creating indulgent memories one tail at a time. We are an award-winning brand with over 40 years of successful franchising experience. From coast-to-coast in North America’s favorite theme parks, zoos, ski hills, festivals and more, the success of our product and our business model lies in our never ending quest to create authentic experiences you will never forget. The BeaverTails menu has also expanded to include a diverse list of snack options, including our signature pastries, poutine, beverages and frozen treats. With over 150 worldwide locations, our flexible business models, simple operations, reasonable investment, and ongoing support make this a business opportunity worth biting into! For more information, please contact: Kristina Zappavigna at kristina@beavertails.com visit www.beavertails.com

BMO Bank of Montreal Established 1817. CFA-MSS member since 1980. Major Canadian chartered bank, providing a full range of domestic and international financial services. The Bank’s National Franchising Services Group focuses exclusively on the franchise marketplace. We provide assistance by way of Financial Services Programs and banking arrangements to both the established and emerging franchise systems operating in Canada. We understand franchising. We have the expertise necessary to fully understand your business and to respond with a comprehensive package of loans, cash management and electronic banking services suited to your network’s distinctive circumstances. The Bank of Montreal recognizes that franchising is a significant contributor to the Canadian economy and we are committed to its continuing success. For more information, contact us at BMO Bank of Montreal, National Franchising Services, 55 Bloor St. W., 17th Floor, Toronto, Ontario M4W 3N5 Contact: Joseph Pisani at 1-877-629-6262, E-mail: franchising@bmo.com Or visit bmo.com/franchise

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

Browns Socialhouse is more than a restaurant or a bar. And it’s better than either – combined. Browns Socialhouse is a fresh, hybrid concept that successfully bridges the gap between upscale casual dining and neighbourhood pub. Blending “local ingredients” such as Owner-Operators that live in the markets they serve with great sites that many of our competitors simply can’t fit into, Browns Socialhouse delivers: • Great experiences to its guests…in their own communities • Industry-leading innovations that create operational efficiencies for franchise owners

Choice Hotels Canada® is the nation’s largest hotel franchisor with over 345 properties open and under development. Choose from six distinct brands or an upscale membership program to suit any location. When you team up with Choice Hotels®, you’ll benefit from powerful brands, diverse marketing programs, national sales support and industry-leading operational support. Contact us to learn more about current franchise opportunities, and the resources and programs we provide.

Our Mission at Browns Socialhouse is to grow a world-class restaurant brand that creates wealth and opportunity for our partners. And we’re looking to partner with top-notch restaurant industry veterans that have paid their dues in the Casual Dining arena but want more than just a paycheque to show for it…

Franchise Units: Canada: 319 Franchise Fee: $25K-$50K Investment Required: $4M+ Training: Yes Available Territories: All of Canada In Business Since: 1993 Franchise Since: 1993 CFA Member Since: 2010

Let’s chat, if you’re “Feeling Social” about the idea of owning your own Browns.

To find out more about Choice Hotels Canada® and franchise opportunities, visit ChoiceHotelsDevelopment.ca.

207A-3540 West 41st Ave. Vancouver, BC V6N 3E6, Canada Phone: (604) 630-0885 Fax: (604) 630-0887 Web: http://www.brownssocialhouse.com Email: franchising@brownsrestaurantgroup.com

WORLD’S MOST SUCCESSFUL BAKERY FRANCHISE • A trusted brand – Nearly 700 locations worldwide and 35+ years’ experience franchising • A robust model – COBS Bread is built on providing exceptional product, friendly service and a welcoming environment for all customers • Community focused – All bakeries donate to hundreds of local schools, groups and charities across Canada • Authenticity – COBS Bread operates with honesty and transparency Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner

Brighten up your business life A specialized breakfast restaurant, Cora serves home-style gourmet breakfasts and unique lunch meals the whole family will enjoy. Open typically from 6 a.m. to 3 p.m., Monday through Saturday, and from 7 a.m. to 3 p.m. on Sundays, the Cora concept offers a balance between your business and personal life. The chain is operated across Canada under the Cora Déjeuners et dîners and Cora Breakfast and Lunch trademarks. If you’re an enthusiastic entrepreneur with passion and drive, and you are interested in exploring the countless advantages of becoming part of the Cora family, please contact Jim Jenkins, Senior Franchise Recruiter, at 905 673-2672, ext. 264, or jjenkins@chezcora.com.

2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011–2019 Recipient CFA Franchisees’ Choice Designation Contact the COBS Bread Franchising Team E franchise@cobsbread.com P 1 866 838 COBS (2627) W www.cobsbread.com/franchising

Franchise Canada July | August 2019 113

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Crepe Delicious is Canada’s largest and fastest growing mallbased creperie and gelateria. Specializing in the creation of world-class sweet and savoury crepes and handcrafted gelato, we take pride in being a leader in the trend towards healthier eating. Serving breakfast, lunch, dinner and dessert, Crepe Delicious offers fresh, nutritious and tasty food for people on-the-go. All of our crepes are made-to-order by our Crepe Chefs allowing customers to watch as their crepes are being prepared. Our signature crepe batter is only 130 calories and 4 grams of fat and then filled with the finest and freshest ingredients. Fresh veggies and protein create our popular savoury crepes, and we offer a selection of irresistable sweet crepes filled with fresh fruit combinations. Our premium gelato is a perfect complement to the specialty crepe business. All our gelato and sorbet flavours are handcrafted on-site daily with natural ingredients. We proudly serve sugar-free and dairy-free options to meet market demand.

We are a world-class franchisor with a commitment to quality, having more than 6,800 stores in more than 29 countries. DQ Grill & Chill® offers a variety of soft-serve treats along with a full line of hamburgers, hotdogs, chicken and salads. As an ongoing expansion program, we are presently accepting applications for DQ® franchises across Canada. Candidates must have business acumen, superior people skills and desire to work with a proven franchise system. A DQ Grill & Chill® has a total investment of approximately $800,000 - $1,200,000 or more. The candidate must have a minimum of $400,000 cash available. A DQ® Treat location can be in major shopping malls or as a free-standing unit. The total investment for a retail store is between $300,000 $500,000 and up to $800,000 for a free-standing unit. Applicants must have a minimum of 40% project cost in cash to invest. www.dq.ca Contact: Tammie Verna at tammie.verna@idq.com or 905.637.4741

Our unique concept combines comparatively low food costs with excellent site selection to provide our franchisees with the recipe for success. Single-unit, area development and master franchises available for this innovative specialty food concept. www.crepedelicious.com • info@crepedelicious.com Phone (905) 326-2969 Toll Free (877) 582-7373

Driverseat Chauffeur Services Driverseat is the latest emerging trend in home based franchise systems, blazing a new industry in personal transportation. Our franchise partners specialize in marketing, strategizing and growing their business, while their Coachmen (drivers) focus on transporting customers and their vehicles, through 4 unique services. Protected terrritories available throughout Canada and the U.S. Total capital required - $20k to $35k Innovative Technology Platform $21,000 franchise fee Home based No need for inventory Significant industry size No capital real estate leases 4 tier extensive training program Designated Driver

Airport Chauffeur

Assisted Transport

Vehicle Chauffeur

Decathlon Olympic Gold Medalist and Co-Founder Bryan Clay has developed Eat The Frog Fitness group studio exercise environment to eliminate gym-intimidation, encourage social interaction and integrate adaptive technologies that aid performance. Franchise opportunities exist in Canada. Offerings include: IMAX style workouts, customized fitness programs, re-evaluation every 8-weeks, 24/7 access, live coached & virtual classes. More information at frogfranchise.com. Franchise Units: Canada: 1, USA: 2 Corporate Units: USA: 3 Franchise Fee: $40K Investment Required: $430K-$638K USD Training: 4 days at corporate office and online webinars Available Territories: US, BC, ON In Business Since: 2017 Franchise Since: 2017 CFA Member Since: 2018

1-855-DRIVE-90 | info@driverseatinc.com www.driverseatinc.com

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Grab the Day by the Eggs® Eggspectation is an innovative upscale-casual dining restaurant concept. Founded in 1993, Eggspectation restaurants are known for their brunches. With an extensive all-day menu choices, Eggspectation offers a unique experience. From breakfast to brunch, lunch to coffee & dessert time to happy hour and dinner, Eggspectation is the place to kick back in style with friends, family and business associates and enjoy good times in this unparalleled environment. Franchise Units: Canada 13, USA 6, International 7 Corporate Units: Canada 3, USA 1 In Business Since: 1993 Franchise Since: 1998 Franchise Fee: $50K Investment Required: $500K-$1M Training: 10 weeks Available Territories: All of Canada, USA, International CFA Member Since: 2011 7960 rue Saint-Denis, 2nd. Flr., Montreal, QC, H2R 2G1 Phone: (514) 282-0677 / (855) 331-EGGS (3447) Fax: (514) 282-8115 Web: www.eggspectation.com Email: info@eggspectation.com Contact: Enzo Renda, CEO

Fatburger has been serving up the freshest, biggest, juiciest burgers for over 65 years. With restaurants in 37 countries, prospective franchisees benefit from investing in a concept with a proven track record. Prime ownership opportunities are available across Canada. We provide: • A highly recognized trademarked brand • Extensive initial training • Ongoing operation & training support • Marketing/advertising support • Excellent return on investment capital An upper tier quick-casual restaurant serving fresh, never frozen custom made Alberta Angus beef burgers and Buffalo’s™ World Famous Wings and Tenders, Fatburger is a recognized leader in the premium burger category. We are passionate about quality, food and service - and it shows! We offer an extensive menu and dynamic décor that brings food, fun and style together. Each meal is cooked to order using fresh ingredients and traditional cooking methods. The taste and quality of Fatburger has been inspiring fierce customer loyalty since its inception in 1952. 54 locations across Canada and growing! For more franchise information, call us at 1-888-597-7272 or email franchise@fatburgercanada.com. For locations and more visit www.fatburgercanada.com.

Signage has never been more important. Right now, businesses are looking for new and better ways to compete. Industries are revamping to meet compliance standards. And advertisers are expanding their reach into new media, like digital signage and mobile websites. Join the franchise that’s leading the next generation of business communication. Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. Our high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. We also lead in these important areas: • Entrepreneur - #1 in Category, 2019 • Franchise Business Review Best in Category, 2018, FBR 50 Award 2006-2019 • Franchise Research Institute World Class Franchise 2011-2018 • CFA Franchisees’ Choice Designation 2013-2019 Mark L. Jameson, Exec. VP of Franchise Support and Development FASTSIGNS International, Inc. 2542 Highlander Way, Carrollton, TX 75006 214-346-5679 office; 866-422-4927 efax mark.jameson@fastsigns.com www.fastsigns.com

Join Firehouse Subs Today Across Ontario! Firehouse Subs is a fast casual restaurant chain with a passion for Hearty and Flavorful Food, Heartfelt Service and Public Safety. Founded in Jacksonville, Florida by former firefighters and brothers Chris and Robin Sorensen, Firehouse Subs is a brand built on steaming hot subs with the highest quality meats and cheeses piled high. The founders are the real deal and the company is built upon a family of franchise operators who share their same passion for serving others. Firehouse Subs consistently ranks number one in among fast casual brands in the categories of food quality, taste, flavor, and friendly service. In 2005, Firehouse Subs created Firehouse Subs Public Safety Foundation with the mission of providing funding, life-saving equipment and educational opportunities to first responders. In fact, Firehouse Subs has granted more than $40 million to hometown heroes across Canada and the United States. Our growth is carefully calculated to optimize restaurant potential, profitability and the success of our franchisees. For more information about franchising with Firehouse Subs, contact Brent Greenwood at franchising@firehousesubs.com or 877-887-8330. www.firehousesubs.ca

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PETS ARE UNDENIABLY PART OF THE FAMILY. At Global Pet Foods we believe that caring for pets means taking care of their minds, bodies, spirits, and souls. That is why when a customer walks into a Global Pet Foods store, they know they are getting the absolute best quality nutrition, accessories and service for their pet. Since 1976, Global Pet Foods has evolved to become the largest 100% Canadian pet specialty retailer with the widest selection of holistic nutrition on the market today. Even the house brand, Nature’s Harvest, is made from only freshest human-grade ingredients, locally sourced and manufactured in Canada. A genuine need to help pets and their families live longer, healthier lives together is what keeps our customer coming back and a notch above our competition. Our attention to careful site selection, detailed store planning and quality “hands-on” merchandise management has resulted in time-proven, steady profitable growth within our family of stores with over $200 Million in annual sales. Combine that with our robust Franchisee Support and absolutely everything else that provides you with a turn-key operation, you’ll see Global Pet Foods is a business truly worth barking about. Franchised Locations: 186, Corporate Locations: 10 CFA Member Since: 2003 Contact the Franchising Team: (905) 790-9023 | Franchises@GlobalBancorp.ca

Inspiration Learning Center (ILC), one of the largest and fastest growing education centers in the Greater Toronto Area is expanding. ILC is a Canadian-based franchised company offering tutoring, private school credits and educational consulting. With ILC’s unique combination of teaching methods that uses the best of Eastern and Western teaching styles, as well as a studentcentered approach, ILC believes that every student can achieve their full potential and develop a love for learning with proper educational support. ILC locations are owned and operated by people with diverse backgrounds who are passionate about education. Ongoing franchisee support and their business model based on 4 pillar -tutoring, high school credit programs, educational consulting and retail have significantly contributed to their success. This is a perfect opportunity for those who are passionate about education and making a difference in students’ lives. Franchise Fee: $48K Investment Required: $100K+ Available Territories: All of Canada, United States, International Training : 3 weeks, plus 3 days Franchise Units Canada: 10 Corporate Units Canada: 4 In Business Since : 2003 Franchising Since: 2008

Heart To Home Meals Targeted to serve Canada’s fastest growing demographic, Heart To Home Meals delivers delicious, nutritious, high quality frozen meals to seniors in their own homes. The company is committed to food excellence, great customer service & the power of the entrepreneur as a franchisee. The model is based on our highly successful sister franchise Wiltshire Farm Foods in the UK, which is also owned by apetito. Heart To Home Meals has a limited number of territories available in Manitoba, Ontario and Nova Scotia - don’t miss your chance to be part of a company servicing Canada’s fastest growing consumer segment. Visit www.HeartToHomeMealsFranchise.ca Heart To Home Meals Highlights • Business Type: Franchise – Delivering frozen meals directly to the customer’s home. The meals are prepared by the franchisor, then sold and delivered by the franchisee. • Total Franchise Fee: $40K • Training & Start up Materials provided: YES • Home-Based: YES • Royalty and Ad fund: Both 0% Contact: Pedro Santos • Tel: 1(647) 761 4465 Pedro.santos@apetito.ca

Jani-King is the world’s largest commercial cleaning franchise with over 9,000 franchisees in 10 countries and over 40 years of experience! The unique Jani-King Franchisee Concept, available for as low as $11,900, provides our franchisees with an edge over the competition. By offering unparalleled support and training, Jani-King works to ensure that every franchisee has an opportunity to be successful. Initial and on-going training, 24-hour operational support and administration assistance are all provided by Jani-King. Ready to be your own boss? Contact us today and join the more than 9,000 other Jani-King franchise owners worldwide. 1-800-565-1873 or visit our website at www.janiking.ca or e-mail info@janiking.ca Special Note: Master Franchisor opportunities available in Saskatchewan, Newfoundland and Thunder Bay.

Let’s talk! info@inspirationfranchise.ca www.inspirationlearningcenter.ca

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The World’s Leading Automotive Leak Company LEAKPRO is a unique business that the Franchisor has developed to take advantage of opportunities in the automotive industry. It is an entire format for operating businesses that specialize in detecting and repairing wind, dust, and water leaks in motor vehicles. ®

One special component of this System is a methodology that the Franchisor has refined for leak detection, which uses ultrasonic sound technology and thermal imaging. • 24 years in business • Member of the CFA • Highly needed and proven services • Mobile service • No effective competition • OEM/Factory approved and recommended • LOW Franchise fee, high income and return • Franchises only $49,900.00 CDN • Prime markets and master franchises available • You bring the business aptitude; we’ll bring the training • Automotive experience not required! You can find more information at www.healthycar.ca and www.leakpro.com (905) 829-LEAK (5325) • 888-532-5349 franchises@leakpro.com

as seen on

CHICKEN

For more information, visit our website at www.mmfoodmarket.com/en/franchising or call us at 1-800-461-0171.

TATERS

Welcome to the largest Canadian-owned quick serve chicken restaurant and one of the fastest-growing franchises in the country. Mary Brown’s Chicken & Taters continues to expand across Canada with about 160 stores now open. We expect to have 200 stores by 2020. It’s a growth plan we’d love you to be part of! Our food is exceptional and our numbers are impressive. We’ve enjoyed 15 consecutive years of same store sales growth and are destined to continue this trend. Our genuine hospitality, 100% Canadian heritage and Made Fresh from Scratch menu keep our Guests coming back again and again. Our Chicken is fresh Canada Grade A, hand cut and hand breaded in-store. Our Taters are also handcrafted in-store from farm fresh Canadian potatoes. Even our Coleslaw is made fresh in-store! Our approach is time-proven, with a 50-year record of success dating back to 1969. Add to that our comprehensive Franchisee support including Training, Financing and Marketing and you’ll see that Mary Brown’s is an exciting opportunity that you don’t want to miss. Call 1-866-640-3339 or email franchising@marybrowns.com and get started today.

For almost 40 years, M&M has helped Canadians put delicious meals on the table by offering consumers easy-to-prepare, top quality foods and personalized customer service, all within a uniquely convenient shopping environment. We’ve taken this task to heart and have grown to become Canada’s leading retailer of frozen foods, a truly iconic Canadian brand and a trusted guest at dinner tables across the country. We are very proud of our major achievement -the removal of all artificial colours, flavours, and sweeteners from our food portfolio. Our Food Promise is a game changer and key differentiator from our competition and we are proud that 100% of the products in our stores coast-to-coast meet this Food Promise. Following a significant rebranding effort in 2016 - including the name change from M&M Meat Shops, a new store design, new products and packaging, a new website, a revamped loyalty program and new training platform for Meal Advisors - M&M Food Market is poised for franchise growth. Now is the time to rediscover this trusted, iconic Canadian brand.

McDonald’s® has always been a franchising company and has relied on its franchisees, our Owner/Operators, to play a major role in the System’s success. McDonald’s remains committed to franchising as a predominant way of doing business. We are actively seeking highly qualified business people to join our System as Owner/Operators. Owning a McDonald’s restaurant is a tremendous opportunity. We are seeking individuals with significant business experience who have successfully owned or managed multiple business units or have led multiple departments and who have significant financial resources. We are a family of more than 275 Owner/Operators passionate about satisfying our guests, growing our business, making money and having fun. McDonald’s continues to be recognized as a premier franchising company around the world. To learn more about franchising opportunities with McDonald’s Canada, please visit us at www.mcdonalds.ca Franchise opportunities are now available across Canada! ©2019 McDonald’s

marybrownsfranchising.com

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Midas is a globally respected automotive products and services provider with franchised, licensed, and company-owned locations throughout Canada, the United States and the world. Here are just a few of the ways we help you build success as a Midas franchisee: • Outstanding brand recognition • Growth-focused business model geared toward expanding customer base • Exclusive product warranties and lifetime guarantees • Exceptional advertising, utilizing today’s most powerful media • Knowledgeable and experienced senior management team with diverse backgrounds in retail, wholesale, operations and development • Unparalleled support and resources, strategically positioned for long-term franchise growth • Complete training and marketing support No business or retail management experience necessary. Build your future with a leader ... Trust the Midas touch! Contact us to learn more: www.joinmidas.com or call 800.365.0007 This advertisement does not constitute an offer of a franchise. A franchise offering can be made by us only after we provide you with an appropriate Canadian disclosure document (as applicable in each province). Franchises may not be available in all provinces.

Orangetheory Fitness combines motivational group interval training with a revolutionary exercise system that quickly and efficiently delivers high caliber fitness results. Orangetheory Fitness is the first and only heart-rate monitored, high-intensity interval training system based on science that will build strength, increase energy and tone and shape your body like nothing else. This is a business opportunity that will transform your life. Now seeking franchisees. Franchise Fee: $59.5K Available Territories: All of Canada, United States, International Training : Provided Franchise Units Canada: 91, International: 1180 Franchising Since: 2011 CFA Member Since: 2012 Contact 780.932.6556 franchising@orangetheoryfitness.ca

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For over 55 years Mr Mikes SteakhouseCasual Restaurants have been about feeling like you belong, where everyone feels comfortable in his or her own way. It’s your place - a place where you don’t have to be something you’re not, you can just be yourself. It means tasty and affordable creations from our signature steak and Mikeburgers to our home-branded wines and beers. Our plans are to open 30 new restaurants in Western and Eastern Canada over the next 5-year period and we invite you to call us for more information about franchise opportunities. Canadian Franchise Association Members Food - Restaurants / Dining Rooms Mr Mikes SteakhouseCasual Restaurant Unit 100, 3700 North Fraser Way, Burnaby, BC, V5J 5H4 Phone: 604-536-4111 Fax: 604-439-7367 Web: www.rammp.net E-mail: rvillalpando@RAMMP.net Contact: Rick Villalpando, Vice President, Business Development Franchise Locations Canada: 42 Corporate Locations Canada: 3 In Business Since: 1960, Franchising Since: 2003 Franchise Fee: $50K, Capital Required: Min. $900K - 1.8M Training: min. 8 weeks Available Territories: AB, MB, SK, BC, ON CFA Member Since: 1997

MAKE A LIVING THAT MAKES A DIFFERENCE Oxford Learning is the leading supplementary educational franchise in North America, offering a unique way to make a difference using its proprietary learning methods and materials. With programs for students from preschool to university, Oxford Learning helps students improve their academic skills while developing higher levels of cognition and self-esteem. With more than 120 locations across Canada, a successful Oxford Learning centre does not require you to have a background in education; our comprehensive training, instruction model, proprietary curriculum and ongoing support from Head Office combined with your drive to succeed is the only requirement! Oxford Learning has a unique supplemental education model that does not exist elsewhere. Looking for an opportunity to make a difference in your life and in your community? An Oxford Learning franchise is a great way to make it happen! Discover the rewards of helping children succeed. Make a Living that Makes a Difference. Pick up the phone today. 1-888-559-2212 (ext. 115) or email us at franchise@oxfordlearning.com.

www.cfa.ca | www.FranchiseCanada.Online

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Oxygen’s proven systems help new entrepreneurs be successful • Proven Brand • Far Infrared Technology • Cloud based POS • Teacher Training • Franchise Meetings • Major metro, high density and prime territories still available Franchise Fee: $40K Startup Capital Required: $150K-$250K Available Territories: Various, throughout Canada Training: Yes Franchise Units Canada: 65 Corporate Units Canada: 1 In Business Since: 2011 CFA Member Since: 2014 If you are ready for health and wealth, it is time for you to put your passion to work. Become our next Franchisee and fill out the application franchise.oxygenyogaandfitness.com

The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Today Pizza Nova is still family owned, represents over 140 locations across Ontario and specializes in hand-tossed Italian style pizzas that are complemented by an extensive menu of proven favourites. We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door. Pizza Nova is the Official Pizza of the Toronto Blue Jays, Toronto International Film Festival, and the CNE. Our 56+ years of success continues as a direct result of our uncompromising commitment to providing the highest quality product made from only the finest quality ingredients. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones. We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings , chicken pollini, grilled chicken, and smoked ham. For more information contact our Director of Franchise Development, Vince Morano at 416.439.0051 ext 216 or vince@pizzanova.com

THIS IS NO TIME FOR SECOND BEST - YOUR SUCCESS BEGINS WITH OUR TEAM • The Restoration Industry is an annual 80-Billion-Dollar industry. • With smaller independent regional restoration companies unable to deliver electronic reporting and keep up with the technological and performance requirements insurance companies are now demanding, more market share will be available for PAUL DAVIS franchisees as insurance companies move away from using smaller independent restoration companies. • PAUL DAVIS is the only democratic franchise program where the franchisees have a vote in how operational changes are adapted to the system. • A powerful, recognizable brand supported by a national television advertising campaign, well-developed franchise system and an experienced management team to lead the system. • Consumer demand for high quality service and care when restoration services are needed. • As the “Boomers” age, the demand for restoration services will increase. For franchise information contact: Dan Hopkins, Director of Franchise Development 416 299-8890 ext 118 daniel.hopkins@pauldavis.com

Grab Your Slice of Life! Pizza Pizza began in December 1967 in a 300 square foot store in Toronto at the corner of Wellesley and Parliament Street. Since then we became the biggest pizza chain in the country. Our success stems from our customer focus. Our commitments to freshness, quality, and innovation have led us to the top of the pile in the pizza industry. Pizza Pizza delivers on its goals time and time again as we strive to make the best pizzas around at reasonable prices. Moving forward, we will continue to hold our leading position through community involvement and environmental stewardship. Consider what Canada’s most successful pizza chain has to offer you: • A commitment to quality, • Comprehensive training freshness, customer • Site selection, lease satisfaction and innovation negotiation and professional • Superior marketing and architectural design promotional support • Knowledgeable support staff • State-of-the-art technology • Administrative systems • Ongoing professional • We supply the ingredients development • Be your own boss! Franchising information: franchisinginfo@pizzapizza.ca www.pizzapizza.ca/franchising

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A Print Three Smart Business Centre is a turn-key operation designed to get you up and running and doing business quickly and successfully. With 48 locations across Canada, Print Three is one of Canada’s largest owner-operated print networks. Print Three provides all franchise owners with in-depth training and ongoing support in the areas of marketing, promotions, advertising, web-based communications, décor, finance, inventory and supplies. We provide franchisees with current research on industry trends and new services, as well as on relevant technology and equipment. Business owners across Canada choose Print Three for our superior marketing approach and sales program, which effectively combine print, web and marketing. In the business for over 45 years, Print Three brings a wealth of industry expertise and innovation to the table. When you join Print Three you join a network that enjoys an excellent reputation and brand recognition across the country. For more information contact us at franchiseopportunities@printthree.com or call: 1-800-335-5918 ext. 330.

Join The Future of Real Estate The Internet has transformed everything we do. It allows visionary companies to move faster and make things happen for less money. That’s why you don’t see many ads for video store or travel agent franchises in this magazine like you once did. If you’ve often thought that the real estate industry is also ripe for major transformation, then it’s time to join the club. At PropertyGuys.com we leverage people and technology in a way that makes real estate better. Our national network of over 100 franchise owners enjoy being on the cutting edge of innovation, have exclusive territories and represent a real estate platform that creates raving fans. While we’re already in over 600+ communities coast-to-coast, we’re not done growing. This could be your chance to be part of something amazing. If you want to learn more about how you can own a piece of the Future of Real Estate please let us know by email to opportunities@propertyguys.com, phone 1-844-333-7017 or by visiting www.PropertyGuysFranchise.com.

www.printthree.com

An affiliate of Servpro Industries, Inc. Be a trailblazer in Canada. The SERVPRO® Franchise System, a leader in the USA in fire, water, mould and other cleanup and restoration services, is now in Canada. SERVPRO Franchise professionals respond to property damage emergencies ranging from small individual disasters to multi-million dollar large-loss events. SERVPRO’s brand, customer service, training, support, and proven business model can serve as your pathway to achievement. Canadian services through Servpro Industries (Canada) ULC. Franchise Fee: $34,500 CAD (add’l territory $379 per 1K people) Startup Capital required: 105,000 CAD Investment Required: $147,200 - $204,400 CAD Available Territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland and Labrador, Yukon Territory, Northwest Territories, Nunavut, United States Training : Initial & Ongoing Franchise Units Canada: 18 USA: 1759 In Business Since : 1967 Franchising Since: 2011 CFA Member Since: 2012 Please contact: franchisesales@servpronet.com or 1-800-826-9586 for more information on franchising in Canada.

We are in the business of making people look amazing by living healthier & longer! Real Food. Real Nutrition. Real Opportunity. Become a Simply For Life Franchisee and help clients achieve optimal health through nutrition & lifestyle. With our Nutrition Coaching & Natural Market you can ultimately help them live better, longer. Beyond being your own boss and changing people’s lives, we believe in offering an amazing quality of life to our franchisees, both influencing their own health and their families. Learn how to become part of Canada’s leading health and nutrition experts with a franchise opportunity in your community. Franchise units : 40+ Territory available : Canada / USA Franchise fee : 30 k Investments : $125 -$200k Training : provided Open a franchise in as little as 90 days Franchising since 2004 CFA member : 2013 To start your journey visit simplyforlife.com or email bruce.sweeney@simplyforlife.com

www.servpro.com.

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Cannabis has been illegal in Canada since 1923. That all changed on October 17, 2018. This is your chance to be part of the best recreational cannabis brand network in Canada and part of the multi-billion dollar Canadian cannabis industry. Get in on the ground floor of this “budding” industry! We have created a modern retail model that offers legitimacy, reputability, professionalism and a feeling of confidence, with plans of opening one hundred locations across Canada. If you are a passionate entrepreneur that is dedicated to helping our customers find a higher sense of love, joy, peace and harmony then we invite you to apply for this once in a lifetime opportunity. We are now accepting applications for Franchise Partners to open LEGAL recreational cannabis stores in cities across Canada. VISIT SPIRITLEAF.CA TO LEARN MORE

TACO TIME CANADA Canada’s leading Mexican fast food restaurant chain. We prepare great food in our stores, in a fast and friendly environment. Join our growing list of successful franchisees and participate in the continued expansion of the Mexican segment. We have unit types to fit different investment and operational criteria. From drive thrus, in-line and food courts, TacoTime delivers real mexican food with flare. We provide training, site selection and ongoing operations and marketing support for all stores. Total investment ranges between $225,000 and $400,000, depending on unit type. Cash requirements are $75,000 to $125,000, again depending on unit type. Web site: www.tacotimecanada.com Call Toll Free Steve Nickerson 1-800-471-5722 A4, 416 Meridian Road SE, Calgary, Alberta T2A 1X2 Phone: 403-543-3490 Fax: 403-543-3499

Welcome to the home of the original Famous All Day Breakfast™ Canada’s leading full-service breakfast restaurant franchise Fresh is Tastiest™ is our philosophy at Sunset Grill. Our guests are loyal to our brand and love our food because we use fresh ingredients, healthy cooking methods and source local wherever possible. We provide a warm and friendly community atmosphere in our California-inspired open kitchen restaurants. For years our owner-operators have enjoyed a healthy work-life balance with our one-shift-operation model. High profit margins (up to 20 per cent on net sales) lead to excellent returns and building of a saleable asset. We set you up for success with our award-winning formula. Specialization in the marketplace, streamlined operations, comprehensive training, ongoing professional guidance, exclusive territory and low staff turnover are just a few of the benefits you’ll enjoy when you become a part of the Sunset Grill family. The numbers speak for themselves – we’ve enjoyed consecutive years of same store sales growth and are committed to continuing this trend with the introduction of delivery and online ordering services. With 84 locations across Canada and growing, join the breakfast revolution today and let us find you a home at Sunset Grill. Visit us: www.sunsetgrill.ca Email us: franchising@sunsetgrill.ca Call us: 905-286-5833 Sunset Grill. A business that works for you.

You know The UPS Store for shipping, but did you also know that The UPS Store is Canada’s largest franchised network of business resource centres? Did you also know that The UPS Store is also Canada’s largest chain of copy & print centres? Servicing the growing small/home office market, The UPS Store offers the convenience of a one-stop shop for business services such as photocopying and digital printing, offset printing, worldwide courier services, packaging supplies and services, mailbox and fax services, document finishing, and more. This dynamic chain leverages on one of the world’s most well-known brands, UPS. This is your opportunity to join a North Amercian market of over 5000 locations (and growing!) Visit us at theupsstore.ca. We Print, Ship & More! Locations, North America: Over 5000 Locations in Canada: Over 350 Minimum cash investment: $100,000 Total cash investment: $174,000 to $198,500 plus working capital. For more information on The UPS Store opportunity, call 1-800-661-6232 or visit www.theupsstore.ca.

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www.twomenfranchising.ca TWO MEN AND A TRUCK® International’s award winning franchise is now established in Canada with 26 locations. The company first started in Michigan in 1985 and has grown to over 380 franchises in over 44 US States and 3 Countries. The TWO MEN AND A TRUCK® system has completed approximately 7.0 million moves to date. In Canada, like the United States approximately 16% of the population moves every year, creating a multi billion dollar industry. With all Canadian Metropolitan markets expanding and our population aging, it is a great time to make an investment in a TWO MEN AND A TRUCK® franchise. TWO MEN AND A TRUCK® generates its revenue from moving services, charged on an hourly rate and from the sale of moving, storage and packing supplies which are high margin services. TWO MEN AND A TRUCK®’s niche is local and regional moving for both home and business customers and no job is too big or too small. TWO MEN AND A TRUCK® business opportunity is arguably one of the most solid and exciting franchises available today. If you are interested in owning and operating an award winning franchise contact us today, the next move is yours! No experience required. Minimum investment $171,000. Contact us at 1-866-684-6448 or via e-mail at franchise@twomenandatruck.ca

Join UCMAS and be part of World’s fastest growing Mental Math program for children aged 4-13 years. As the leading educational provider of mental math & abacus training programs, UCMAS has been offering entrepreneurs an opportunity to build and succeed in their own business since its inception in 1993 and in Canada since 2004. With more than 6,000 centres worldwide and 80+ in Canada, UCMAS has trained 2.5 million+ children across North America, Asia, Europe and Australia. UCMAS creates a strong partnership with its franchise network by providing a well-structured franchise system, a unique program offering and extensive franchise support. When you acquire a UCMAS franchise, you are joining a team. Franchisees are provided with training, support for marketing, operations and centre management—all for an affordable fee. UCMAS offers a Mental Math program that serves a real need —to boost child development and brain power in kids aged 4-13. The UCMAS program strengthens child’s’ memory & focus and leads to greater proficiency in math and academic achievement. Be a part of a rapidly growing business and help children discover the genius within! For more info, visit www.ucmas.ca or contact us at info@ucmas.ca or 1-877-UCMAS-90.

WHITE SPOT HOSPITALITY Home-Based Franchise • Location Independence Wellnessnews Canada, Inc. is in the business of franchising Wellnessnews Choices for Healthy Living®, a multi-media publishing platform that includes print, online, and social media. This proven neighbourhood collective offers an informative resource that showcases professional local health practitioners and businesses, exclusively into your local community. Master Franchisees, Area Developers, Multi and Single Unit Franchises are now available for entrepreneurs who are looking to start a home-based business that provides them with location independence and the flexibility to suit their lifestyle. Other benefits include an in-house creative, editorial, print and marketing team; a great reputation, initial training and ongoing support, minimal start-up costs, a growing niche market, and a business that provides long term residual revenues. Franchise Fee: 14.5K Investment Required: 25K Available Territories: Canada WELLNESSNEWS CANADA, INC. Website: WellnessnewsFranchise.com E-mail: opportunity@wellnessnews.ca Phone: 1-800-840-4309

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White Spot White Spot White Spot isWhite an iconic brand; communities Spot isBC an iconic BCserving brand; serving communities for over 90 years. for over 90 years. their award-winning FamousFamous for their for award-winning Legendary Burgers with "secret" Triple Legendary Burgers “secret” sauce, 'O' sauce,with the family casualTriple dining‘O’ chain continues to grow and maintain relevance withchain guestscontinues of all ages atto their full serve restaurants across BC the family casual dining grow Alberta, for breakfast, & take-out. White and maintainand relevance with guestslunch, of alldinner, ages late-night at Spot is the proud across silver winner of the CFA’s Award of Excellence for 2019, their full serve restaurants BC and Alberta, for breakfast, 6 year Franchise Choice recipient a Platinum Club Member as of one lunch, dinner,a late-night & take-out. Whiteand Spot is the proud Best Award Managedofcompanies. silver winner ofofCanada's the CFA’s Excellence for 2019, a 6 year Franchise Choice recipient and a Platinum Club Member as of one TripleManaged O’s of Canada’s Best companies. Triple O's Restaurants, launched in 1997 by BC's iconic brand White Spot,

Triple O’s is a premium QSR concept serving high quality, fresh and local ingredients Triple O’s Restaurants, launched in 1997 byburgers BC’s iconic including 100% fresh Canadian beef made with "Secret" Triple 'O' brand White sauce, Spot,fresh is a cut premium QSR concept serving hand scooped local Kennebec fries and premium Triple O's has experienced steady growth in high quality, milkshakes. fresh and Since local inception, ingredients including brand salesbeef and number of units. One of Canada's Best Managed 100% fresh Canadian burgers made with Companies (Platinum Franchise Choice recipient, Triple “Secret” Triple ‘O’ sauce, freshClub cut Member), local Kennebec O's is also a three time gold winner in theSince CFA Award of Excellence fries and premium hand scooped milkshakes. program. inception, Triple O’s has experienced steady growth in brand sales and number of units. One of Canada’s Best Managed (Platinum Clubpart Member), Franchise ChoiceKaren recipient, are interested in being of a legend, contact: Dosen 604If you Companies Triple O’s is also a three time gold winner in the CFA Award of 326-6701 or karend@whitespot.ca Excellence program. If you are interested in being part of a legend, contact: Karen Dosen 604-326-6701 or karend@whitespot.ca

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Benefit from your CFA membership and reach sophisticated prospective franchisees Advertising in Franchise Canada gives you access to our readers – your target audience – in a trusted editorial environment. Be seen across Canada and beyond In addition to being on newsstands and in bookstores across Canada, Franchise Canada is distributed in Air Canada Maple Leaf Lounges, reaching 350,000 affluent passengers in major cities around the globe.

Associate your brand with the quality and credibility that only the Canadian Franchise Association (CFA) can offer by advertising in FranchiseCanada. Put your brand in the hands of discerning and educated Canadians who are looking for exceptional franchise opportunities. Your advertisement will reach readers across the country through a comprehensive distribution plan and a loyal subscriber base.

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Backed by a well-oiled franchise system, Rick Spindor and Keith Wickens nab Franchisee of the Year honours from Mr. Lube (from left to right) Keith Wickens, Japneet Singh, Puneet Kallah, Tommy Pham, Rick Spindor

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DON’T MISS OUR SEPTEMBER/OCTOBER 2019 ISSUE! THE FOOD ISSUE Everybody’s gotta eat! A stalwart of the franchise business model, the food services sector makes up a significant portion of the franchise industry’s total growth. From a prospective franchisee’s perspective, there’s no shortage of reasons why they should invest in a food franchise. Whether it’s at a quick service restaurant (QSR) or a bar and patio, Canadians love to eat, amounting to a multi-billion dollar franchise sector. Take a bite out of the Franchise Canada Food Issue as we dig in to everything you need to know about franchising in the food industry. From a look at food franchises serving up delicious treats to franchise flavours from all around the world, the September/October 2019 issue of Franchise Canada is sure to whet your appetite!

WATCH FOR THESE INFORMATIVE FEATURES IN OUR SEPTEMBER/OCTOBER 2019 ISSUE:* BEYOND THE BURGER: The offering of plant-based burgers is one of the hottest trends in the QSR sector today. Reacting to this trend, QSR franchises across the world are looking to implement vegetarian options into their menus. The recent spike in interest comes from “meatless meat” options that are not being marketed specifically towards vegetarians and vegans, but to the public at large. We take a look at a group of franchise systems getting in on this trend as they begin to offer consumers plant-based, vegetarian, and vegan options. MTY MANIA: You may not know it, but MTY Food Group is behind some of the biggest brands on the Canadian food scene. From established Canadian franchise brands such as Country Style and

FRANCHISE CANADA MAGAZINE Published by the Canadian Franchise Association

124 Canadian Franchise Association

Mr. Sub, to new and emerging concepts, we take a look at the dozens of MTY Food Group franchises across Canada. SWEET DESTINATIONS: Whether it’s date night or a family outing, nothing beats a tasty treat! Prepare your sweet tooth as we look at four franchise concepts that are serving up chocolate, popcorn, ice cream, and other delectable goodies. GLOBAL FRANCHISE FLAVOURS: Canada’s diversity means a culinary trip to Japan, the Middle East, Greece, and anywhere else you can imagine is just down the road. See what kinds of international flavours franchises are offering as we feature brands that are serving delicacies from across the globe.

PLUS A SPECIAL FRANCHISE FOCUS ON EDUCATION AND CHILDREN’S PRODUCTS AND SERVICES! IN EVERY ISSUE: • Industry News • Show Me the Money • Franchise Tutorials • Leadership Profile • Giving Back • Home-Grown & Locally-Owned • Ask the Experts • Day in the Life • The First Year • Franchise Fun *Editorial subject to change

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ADVERTISERS’ INDEX Alliance Franchise Brands....................... 97 www.alliancefranchisebrands.com

Global Pet Foods................................................... 7 Franchises@GlobalBancorp.ca

Paul Davis Restoration................................ 73 www.pauldavisbusiness.ca

Bento Sushi..................................................................9 www.bentosushi.com

Heart to Home Meals.................................... 79 www.HeartToHomeMeals.ca

Pizza Nova................................................................. 81 www.pizzanova.com

BMO Bank of Montreal............................... 28 www.bmo.com/franchise

Inspiration Learning Center. . ............... 65 www.inspirationlearningcenter.ca

Pizza Pizza................................................................ 82 www.pizzapizza.ca/franchising

Booster Juice.................................................. 4 & 5 www.boosterjuice.com

International Franchise Association ........................................................................................... 108 www.franchise.org

Print Three................................................................. 81 www.printthree.com

Choice Hotels Canada®.. .................................. .................................................. Inside Front Cover www.ChoiceHotelsDevelopment.ca

Jani-King.................................................................... 77 www.janiking.ca

COBS Bread............................................................. 57 www.cobsbread.com/franchising

LEAKPRO.................................................................... 82 www.leakpro.com

Cora. . ................................................................................ 47 jjenkins@chezcora.com

M&M Food Market.. .............................................. 3 www.mmfoodmarket.com/en/ new-shopping-experience

Firehouse Subs...................................................... 37 www.firehousesubs.ca

OUR MAGAZINE IS IN DEMAND AND AWARD WORTHY.

Oxford Learning................................................. 67 franchise.oxfordlearning.com Oxygen Yoga and Fitness........................ 63 franchise.oxygenyogaandfitness.com

Triple O’s....................................................................... 71 karend@whitespot.ca TWO MEN AND A TRUCK®.. ....................... 69 www.twomenfranchising.ca UCMAS........................................................................... 75 www.ucmas.ca White Spot................................................................. 71 karend@whitespot.ca

Franchise Canada is an award winner in the Canadian Newsstand Awards, which takes into account a magazine’s newsstand sales performance. We are also proud to be the only franchise publication to win a Kenneth R. Wilson award for excellence in business journalism.

eth R. Wilson enn Aw 5K

Finalist

s ard

20 1

Fatburger................................................................... 77 www.fatburgercanada.com

Orangetheory Fitness.................................. 61 www.orangetheoryfitness.com

The UPS Store......................................................... 22 www.theupsstore.ca

Be st

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FASTSIGNS. . ................................................. 54 & 55 www.fastsigns.com

Midas International....................................... 95 www.midasfranchise.com

Spiritleaf.................... Outside Back Cover www.spiritleaf.ca

ian Busin ess M

Eat the Frog Fitness....................................... 36 www.frogfranchise.com

McDonald’s Restaurants Canada..... 23 www.mcdonalds.ca/franchising

Simply For Life...................................................... 79 www.simplyforlife.com

anad

Driverseat..................................................... 52 & 53 www.driverseatinc.com/franchise

Mary Brown’s Chicken & Taters......... 59 www.marybrownsfranchising.com

SERVPRO®...................... Inside Back Cover www.servpro.com

C in

Dairy Queen Canada.. .................................. 29 www.dq.ca

PropertyGuys.com........................................... 91 www.propertyguysfranchise.com

For advertising information contact: Gwen Dunant Tel: 877-254-0097 | E-mail: gwen@cfa.ca

Franchise Canada July | August 2019 125

GIVING BACK

Dinner the Whole Family Can Agree On

Canadian franchise community celebrates Pacini’s For the Love of the People program BY KRISTIN DI TOMMASO

LOVE THE FOOD, Love the People. It’s a simple slogan, and yet for Pacini, these words are at the heart of everything they do. For nearly 40 years, the franchise has been doing more than serving Canadians authentic Italian cuisine. In fact, taking care of others and giving back to the community have been driving forces for the Quebec-based restaurant franchise since its founding in 1980. “Love and sharing are the most important things at Pacini,” says Marc-André Rivard, Pacini’s Vice President Marketing Consultant. “We believe in our ability to be unconventionally loving and generous, and in our collective power to make a difference in our communities.” Making a difference has come almost too easy for the growing brand and its franchisees. In 2002, the franchise partnered with the CHU Saint-Justine Foundation in Quebec, helping to raise $1 million over a ten year period towards the construction of a specialized building at the hospital. But for Pacini, this contribution wasn’t nearly enough. So, in 2013, the franchise made a unanimous and permanent commitment to give back on a daily basis. From there, they founded the For the Love of the People program. Initially, the program started with a cookbook featuring the recipes for some of Pacini’s classic menu items. The cookbook, Love the Italian Table, was sold at all Pacini restaurants with the profits distributed to disadvantaged groups in the franchise’s markets. Within a year, the program was a huge success among franchise part-

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ners and customers alike, inspiring Pacini’s head office to revamp the initiative to get their franchisees even more involved. Today, existing and onboarding franchisees are asked to select a local organization or charity near their restaurant that they feel inspired to give back to. Every time a Pacini customer purchases the restaurant’s Lasagna of Bologna off their menu, one dollar is donated to the franchisee’s charity of choice. “If you want to become a Pacini franchise owner, you have to understand the importance of giving back,” says Rivard. “All our franchisees are dedicated and enthusiastic about the For the Love of the People program. We see our owners creating bonds with their local communities and making the most out of these new relationships all because they want to help people.” To date, For the Love of the People has raised $350,000 for 25 local organizations across Canada, and Pacini’s contributions are being recognized on a national level. This past April, the franchise was awarded the Canadian Franchise Association’s (CFA) 2019 Outstanding Corporate Citizen Award in Niagara Falls, Ontario. Pacini’s Happy President, Nathalie Lehoux, and Vice President of Business Development, Lafleche Francoeur, accepted the award on behalf of the Pacini team during the CFA’s annual National Convention. Presented annually, the Outstanding Corporate Citizen Award recognizes a CFA-member franchise

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system that has demonstrated genuine and ongoing concern and support for a community or social service group. Each year, the recipient is selected based on their philanthropic innovation, support and impact to the community whether that be on a local, regional, national or global scale. “The entire Pacini team was happy and proud of the recognition, but receiving the award wasn’t our end goal,” says Rivard. “One of the great things about the recognition was that it has helped raise awareness for the For the Love of the People program. The more people who know about it, the more our franchise owners can help people in their community.” Looking ahead, Rivard says Pacini has no plans of slowing down the program. Giving back is a central aspect of Pacini’s strategic vision and head office will continue to promote the program by producing posters and specialized menus for all restaurants, in addition to running web and social media campaigns. What’s more, the brand plans to open an additional 200 new restaurants across Canada over the next ten years, which means another 200 local Canadian organizations will experience first-hand the impact of Pacini’s charitable giving. And that’s something that leaves a good taste in everyone’s mouth!

The fire & water - cleanup & restoration specialists of SERVPROÂŽ are proud to call Canada home. So when the things that matter most are on the line, make sure we are too by calling 1-800-SERVPRO or visiting servpro.com.

FRANCHISE OPPORTUNITIES NOW AVAILABLE.

Please contact: franchisesales@servpronet.com or 1-800-826-9586 for more information on franchising in Canada. Services in Canada provided by Independently Owned and Operated Franchises of Servpro Industries (Canada) ULC.

CSE:ISH

Open your own cannabis dispensary.

VISIT SPIRITLEAF.CA TO LEARN MORE

#SPIRITLEAFCA

Acquiring a retail cannabis store franchise is speculative. There is no assurance that you will be granted a licence, registration or authorization to sell cannabis products or operate a retail cannabis store in your province or municipality. We will not permit our franchisees to open a Spiritleaf franchise until such time as the operation of that business within the province and municipality where your business will be operated is legal and you have received all valid authorizations from all applicable governmental agencies to do so.