Franchise Canada July/August 2023 by Franchise Canada

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FOR MORE INFO, VISIT WWW.DRIVERSEATFRANCHISE.COM JULY | AUGUST 2023

ON THE ROAD TO FRANCHISE SUCCESS

Driverseat offers franchisees a unique niche in the transportation industry

Franchise Partners Grace Rommel and Virin Maharaj, Driverseat Woodstock

A Driverseat Franchise Is Different Start your journey today

Investing in a Driverseat franchise is not buying a job. We have a proven business model that allows you to scale quickly and take advantage of the incredible market potential. We are fixated on profitability and growth. We equip you with the knowledge, training and ongoing coaching to succeed in achieving your business goals.

“

I want to have greater impact on the industry, our partners, and the people I work with every day. Money and success are just a measuring stick. -Luke Bazely, President

”

We have built a culture of transparency, honesty, and inclusion. We partner with people who share our values and want to build a great business for themselves. Mediocrity is not an option

www.driverseatfranchise.com

franchise@driverseatinc.com

HOME INSPECTION SERVICES

HOME IMPROVEMENT SERVICES ACROSS CANADA

SPECIAL FOCUS ON CFA AWARD WINNERS JULY | AUGUST 2023

A Canadian Franchise Association Publication / FranchiseCanada.Online

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BUILD YOUR FRANCHISE FUTURE THE HOME IMPROVEMENT CATEGORY THRIVES AS CANADIANS INVEST IN THEIR GREATEST ASSET

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Request more information at www.esupplycanadafranchise.ca

CONTENTS FRANCHISE

JULY/AUGUST 2023

CANADA

21 Looking for a franchise? Discover

the best franchise business opportunities available now

Start a business for yourself with the support of a credible franchise system! With hundreds of franchise opportunities, LookforaFranchise.ca is the most comprehensive online directory of legitimate franchises available in Canada. We make searching for a franchise easy – you can find franchises by company name, location, investment, or industry. Begin your search now and realize the dream of running your own business.

Get Started Today!

• Information you can trust • Credible franchise opportunities • Narrow your search • Contact franchisors directly • Get the info you need

COVER STORY

Build Your Franchise Future The home improvement category thrives as Canadians invest in their greatest asset

FEATURES

Home Safe Home Four leading home inspection franchises

Real Estate Roundup Five franchises helping consumers through the real estate process

Clean Living Three spic and span franchises to consider in the residential cleaning services sector

LookforaFranchise.ca

4 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

The Great Outdoors Three franchise opportunities that improve, beautify, and add to outside spaces Paint, By the Numbers CertaPro Painters® multi-unit franchisee Paul Guenette breaks down the benefits of buying a resale

The Franchise Tool Kit Seven skills you need to bring to the table when franchising

SPECIAL FRANCHISE FOCUS

Special Focus: CFA Award Winners Explore these awardwinning franchises!

Franchise Canada is published by the Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

DEPARTMENTS

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

NEXT GENERATION IN FRANCHISING Dedicated to Dermatology Franchisee Alicia Baker doesn’t let her age stop her from making business moves

LEADERSHIP PROFILE COBS Bread Rises to the Top How an Australian bakery became a full-fledged Canadian success story

A DAY IN THE LIFE A Match Glazed in Heaven Two young Maverick’s Donuts franchisees share their recipe for success

THE FIRST YEAR Pint-sized Science Mad Science franchisee Devan Rogers fosters a love of learning for kids in the Maritimes

ICONIC BRAND Paws-itive Growth Unleashing franchise success with Pet Valu

SHOW ME THE MONEY 4 Franchises for $150K-$250K

100

FRANCHISE FUN Beauty and the Biz Jordan Levine finds simplicity and satisfaction in Sola Salons’ success story

SEASON 7

IS OUT NOW! NEW EPISODES RELEASED WEEKLY

104

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

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 102 ASK THE EXPERTS 108 MARKETPLACE 115 ADVERTISERS’ INDEX 116 GIVING BACK

LISTEN & LEARN

Tune in to the Franchise Canada Chats Podcast! Available on Google Play, iTunes, SoundCloud, Spotify, and Stitcher Radio

FranchiseCanadaChats.ca Visit www.LookforaFranchise.ca to find more information about the franchises featured in this issue.

Franchise Canada

July | August 2023

PUBLISHER’S MESSAGE

EXPLORING THE WORLD OF HOME IMPROVEMENT FRANCHISES

ranchising is a great way for everyday Canadians to realize their dream of business ownership with support from an established system. By the end of 2023, franchising is expected to contribute $117 billion to the national GDP, and as the 13th largest industry in Canada, employs almost two million Canadians. For industrious entrepreneurs, franchising aligns perfectly with the booming home services sector. With skyrocketing home prices and rising interest rates, many Canadians are choosing to stay put and improve the homes they have instead of upgrading to a bigger, more expensive, space. So, what does that mean for potential franchisees? It means a world of opportunity in the home improvement and services sector—regardless of whether you’re handy with a hammer. In this issue of Franchise Canada, our cover feature is all about the home improvement franchises across Canada. So, if you’re considering a home improvement franchise, turn to page 21 to explore the options in this exciting sector, from home restoration to flooring to painting services, and more. For many Canadians, buying a home is the single biggest purchase they will ever make, which is why many people rely on a trustworthy home inspector to make sure there are no unpleasant surprises when buying a home. In our home inspection services feature on page 33, explore some of the top home inspection brands making a name for themselves in Canada. If you prefer the upkeep and maintenance side of things, check out the cleaning service franchises (page 47) or even a business that provides outdoor services (page 51) to enhance a property’s curb appeal. Or, maybe you’re more interested in the fast-paced world of real estate. In that case, check out our real estate feature highlighting some of the top real estate franchise systems (page 39). The beauty of franchising is that new business owners don’t have to start completely from scratch, especially when they buy a franchise from an existing franchisee. In the First Year feature, you’ll read the story of Devan Rogers, a Mad Science employee-turned-franchisee who took over the Maritime territories and built upon his predecessor’s success to kickstart his growing business. Complementing that story is an informational piece from CertaPro Painters® multi-unit franchisee Paul Guenette, who breaks down the benefits of franchise resales.

For an inspiring story of franchisee success, turn to page 84 for our regular Next Generation in Franchising feature. This issue, we highlight Alicia Baker, a 21-yearold who found franchisee success with a DermaEnvy franchise in her hometown of St. John’s, Newfoundland. On page 90, you can see what a typical day looks like for franchisees Camden Scott and Nichole Lemon, who are dividing and conquering their franchise operations according to their individual skill sets. Learn how they’re building a burgeoning Maverick’s Donuts empire in Barrie, Ontario. In the Iconic Brand feature on page 96, you’ll read about how pet food purveyor Pet Valu supports pet owners and a growing network of franchisees. And on page 116, you’ll find out how Pizza Pizza is giving back to communities all over Canada and reducing its carbon footprint. As a prospective franchisee, your biggest question might be “What do I need to bring to the table?” We walk you through seven essential skills every franchisee needs, from customer service to controlling costs (page 78). This issue also contains an overview of the CFA award winners in our special franchise focus section starting on page 55. Learn about award-winning franchise systems and franchisees and be inspired by their success. We hope the professional advice, stories, and information in this issue help enhance your own franchise journey—whether you’re just learning about franchising or you’re ready to find your perfect franchise fit. Be sure to continue your franchise research on LookforaFranchise.ca, where you can search franchise opportunities by industry, investment level, and more. Make sure you’re subscribed to Franchise Canada E-News and follow the CFA on Facebook, Twitter, Instagram, LinkedIn, and TikTok. for more educational and inspirational content. With the right tools, you can make your business dreams become reality through franchising. We look forward to welcoming you into our franchise community!

Sherry McNeil President & CEO, Canadian Franchise Association

6 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

CFA BOARD OF DIRECTORS BOARD CHAIR David Druker*, The UPS Store PRESIDENT & CEO Sherry McNeil*, Canadian Franchise Association 1ST VICE CHAIR Ryan Picklyk, A&W Food Services of Canada Inc. 2ND VICE CHAIR Todd Wylie, Master Mechanic

PUBLISHER

PAST CHAIR Gerry Docherty*, Good Earth Coffeehouse

Canadian Franchise Association (CFA)

SECRETARY & GENERAL COUNSEL

VP, CONTENT & MARKETING Kenny Chan

Darrell Jarvis*, Fasken

EDITOR Lauren Huneault

TREASURER Lyn Little, BDO Canada LLP

EDITORIAL ASSISTANT Daniel McIntosh

CHAIR, FRANCHISE SUPPORT SERVICES

GRAPHIC DESIGNER Andrea Lee

Kirk Allen, Reshift Media

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

Andraya Frith, Osler, Hoskin & Harcourt LLP DIRECTORS

Steve Collette, 3rd Degree Training Chuck Farrell, Pizza Pizza John Gilson, COBS Bread Andrew Hrywnak, Print Three Franchising Corporation Rimma S. Jaciw, CFE, WSI Digital Joel Levesque, McDonald's Restaurants of Canada Ken Otto, Redberry Restaurants Gary Prenevost, FranNet John Prittie, TWO MEN AND A TRUCK Stephen Schober, Metal Supermarkets Family of Companies Thomas Wong, Chatime Todd Wylie, Master Mechanic

ADVERTISING SALES Radhika Karve AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

Hiru Batepola, Raavya Bhattacharyya, Georgie Binks, Suzanne Bowness, Roma Ihnatowycz, Joelle Kidd, Daniel McIntosh, David Chilton Saggers, Karen Stevens, Stefanie Ucci, Jordan Whitehouse, Kym Wolfe FRANCHISE FUN ILLUSTRATION Sam Gorrie FOR ADVERTISING INFORMATION:

Radhika Karve rkarve@cfa.ca

TO SUBSCRIBE TO Franchise Canada

visit www.FranchiseCanada.Online

*Executive Committee member

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

We invite your comments, questions and suggestions. Please contact us at editor@cfa.ca or https://cfa.ca/ franchisecanada/franchise-canadamagazine/.

© 2023, 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. Publications Mail Agreement No. 41043018

LAW FIRMS:

SHOWCASED FRANCHISES

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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.

“Owning a Maverick’s is a dream come true!” Abbey, Franchisee

Join Canada’s Fastest Growing Donut Brand! www.mavericksdonuts.com/franchise

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 contractual

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 LookforaFranchise.ca today.

10 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Entrepreneur Ranks Kumon Eighth Among Top Global Franchises Kumon’s presence around the globe has earned it the number eight spot on Entrepreneur’s Top Global Franchises ranking. This is Kumon’s fourth consecutive year in the Top 10 of the Top Global Franchises list. “We are proud to be part of a brand that is well-respected and growing worldwide, as well as throughout the U.S. and Canada,” said Mike Shim, senior vice president of field operations for Kumon North America. “Our reputation for excellence and the comprehensive training and support programs we offer franchise owners makes Kumon an attractive business opportunity. Kumon appeals to people everywhere who are passionate about education and who want to make a difference in their communities and in the lives of children.” Kumon franchise owners operate more than 26,000 centres in more than 50 countries around the world, including over 400 in Canada and over 1,600 in the U.S. Entrepreneur’s Top Global Franchises lists 200 top-ranked brands from the magazine’s prestigious Franchise 500 ® that are actively working to expand their footprint outside the U.S. Kumon is the number one education franchise and the number six overall on Entrepreneur’s 2023 Franchise 500 list. Kumon also ranked number one on Entrepreneur’s top 100 franchises less than $100,000 and recently was named to Entrepreneur’s inaugural Franchise 500 Hall of Fame. The brand also ranked No. 84 among the Fastest Growing Franchises in the U.S. and Canada and No. 14 on the international listing.

Entrepreneur’s Top Global Franchises list is available online and in the May/June issue of Entrepreneur. BeaverTails Opens New Locations in the Greater Toronto Area and Beyond BeaverTails, makers of unique and delicious BeaverTails® pastries, announced the official opening of six new locations in Ontario: • 213 Queen Street South, Mississauga • Erin Mills Centre, Mississauga • Toronto Premium Outlets, Halton Hills • 1040 Kennedy Circle, Milton • 3061 Walkers Line, Burlington • The Boardwalk, Kitchener-Waterloo BeaverTails began its strategy of opening ‘community’ shops—new locations principally in suburban retail plazas—in early 2020. Now, it’s making the BeaverTails experience more accessible to people in residential neighbourhoods, including the sale of Brownie Pies and Beaver Bites® —delicious ‘take-away’ items intended to be shared at home at a later time. “Building on 45 of years of history, we work hard to keep the BeaverTails brand relevant and appealing to our customers,” says Pino Di Ioia, CEO, BeaverTails. “Most recently, our ‘community’ shop approach is intended to bring the BeaverTails magic to where our customers live, work, and shop.” “The western GTA and Kitchener-Waterloo are some of the most dynamic regions in Canada. They are fast growing and prosperous but retain their identities and charm. Expanding our presence within this thriving region was an obvious strategic decision and we are proud to be a part of these vibrant communities,” concludes Di Ioia.

12 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

Today, there are 196 BeaverTails points of sale in four countries. Pizza Nova’s “That’s Amore Pizza for Kids Campaign” Raises $204, 847 for Variety, The Children’s Charity of Ontario Pizza Nova presented a cheque of $206,847 to Variety, the Children’s Charity of Ontario, as a result of the company’s annual “That’s Amore Pizza for Kids Campaign.” This year marks the 24th anniversary of the partnership between the two organizations, which has raised over $2.5 million to date. “We could not be happier with the results,” says Domenic Primucci, president of Pizza Nova. “Each year, the campaign receives outstanding support from our franchisees, employees, and guests. It’s a great source of joy for all of us and showcases the extent to which we are all connected, especially through a common care for our youth. We look forward to continuing our partnership with Variety and appreciate all they do.” “Pizza Nova has shown ongoing dedication and commitment to Variety since 1999,” says Karen Stintz, president of Variety. “This donation means Variety can help more kids have a chance to play and build life skills and get the support they need.” The partnership began in 1999. This year, the funds raised from the campaign will help support the children of Variety by funding programs and resources to create the right and supportive environment for young children to develop confidence and leadership skills. Through its programs, Variety helps enrich the lives of thousands of children living with physical and mental disabilities by providing an

BUILD A LIFESTYLE... Without Lifting A Hammer Since 2000, Mr. Handyman® has been the modern-day handyman solution for homeowners, playing “hero” to tens of thousands of customers every year. That's because DIY know-how hasn’t carried over to younger generations as it has in the past. Dad is not necessarily the family handyman today; instead, homeowners are eagerly seeking a trusted, professional handyman. Best of all, as a franchise owner, you don't have to wear the toolbelt. With Mr. Handyman, your expertise will be in relationship building, team building, marketing and more. You'll be the CEO of your own enterprise.

A Mr. Handyman franchise might be the lifestyle fix you’ve been looking for. Prime territories still available. Scan the QR code to learn more.

This advertisement should not be construed as an offer to sell any franchises. The offer of a franchise can only be made through the delivery of a franchise disclosure document by or on behalf of one of the Neighborly brands 1010 N. University Parks Dr. Waco, TX 76707, 254-745-2444. In addition, certain states regulate the offer and sale of franchises. We will not offer you a franchise unless and until we have complied with applicable pre-sale registration and disclosure requirements in your state. The filing of an application for registration of an offering prospectus or the acceptance and filing thereof by the NY Department of Law as required by NY law does not constitute approval of the offering or the sale of such franchise by the NY Department of Law or the Attorney General of NY. Not all franchise brands are available in Canada.

INDUSTRY NEWS accessible facility at Variety Village, specialized programs, dedicated staff, and a community in which everyone is equal and welcome. Waxon Laser + Waxbar Announces 16th Toronto Location WAXON Laser + Waxbar opened the doors of its newest location at Avenue and Lawrence (1963 Avenue Road) on May 30, bringing its elevated and affordable hair removal concept to North Toronto. This location marks the 16th store for WAXON, with three more franchise locations set to open this year across Ontario. This new store is led by Sarah Evans, who’s opening her second WAXON, with a goal of having four locations in the next three years. Evans fell in love with the brand after moving to Toronto and finally took the leap in 2017 to become a franchise partner under the mentorship of WAXON founder and CEO, Lexi Miles Corrin. Evans sees her WAXON team of employees as family and is thrilled to be opening her next location, as it provides her with balance between her personal and professional life, as well as increased investment opportunities. “At WAXON, we are building a community to empower women to create independence, wealth, and confidence for themselves,” says Corrin. “I am so excited for Sarah to open her second WAXON location – it’s inspiring women to bet on themselves and take this entrepreneurial leap that really motivates me.” Now that WAXON Avenue + Lawrence is in full bloom, clients are welcome to visit the North Toronto location and book any of the wideranging services online. Famoso Pizzeria + Bar Opens in Ricky’s All Day Grill Location in Chinook, Alberta Famoso Italian Pizzeria + Bar has come to Chinook, Alberta, with a

new location that just opened on May 9, 2023, at 6262 Macleod Trail SW, Calgary. The newest Famoso is a dual-branded concept with the existing Ricky’s All Day Grill, where guests can enjoy all of their Ricky’s favourites for breakfast, lunch, and dinner, with the addition of a Famoso Pizzeria providing even more delicious dining options for the residents of the Chinook area. Dhruvin and Dhruti Rawal, longtime franchise owners of Ricky’s All Day Grill, are excited to add Famoso to their Chinook location. “With the addition of Famoso, we’ve got even more dining options available to our patrons yearning for a true Italian flavour. The stylish, casual pizzeria embodies the look of old-school Italy with a modern flair and is a perfect place for sharing with family and friends.” With fast express takeout, online ordering, and delivery services, guests can enjoy their favourite Ricky’s breakfast or an authentic Famoso Neapolitan pizza, all in the comfort of their own homes. Mary Brown’s Chicken Celebrates Fifth Consecutive Win on Canada’s Best Managed Companies List Mary Brown’s Chicken announced it has been recognized as one of the 2023 Canada’s Best Managed Companies, winning the award for the fifth consecutive year. The brand holds the exclusive Gold Standard designation, given to companies earning the designation for four to six consecutive years. Canada’s Best Managed Companies program spotlights the top privately-owned Canadian companies. The program involves a meticulous evaluation process that examines a company’s management skills and practices. Canada’s Best Managed Companies demonstrate leadership in areas such as adaptability, strategic planning, employee well-being, and customer relationships. Mary

14 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

Brown’s was also recently named Foodservice & Hospitality Magazine’s Company of the Year for 2022. The award goes to an organization demonstrating significant innovations and accomplishments, meaningful impact on the industry, and community spirit. Both awards acknowledge Mary Brown’s remarkable growth trajectory, opening over 50 stores across Canada in 2021/2022, with another 40 planned in the next 12 months. They also highlight the brand’s unflinching commitment to diversity and inclusion in the workplace, demonstrated through mandating the hiring of women, young adults, and visible minorities, including in director and executive roles. In addition, Mary Brown’s makes corporate culture and employee engagement a top priority, fostering a warm, family atmosphere, holding frequent social events, and maintaining an open concept/open door approach. The brand is equally committed to supporting its Canadian vendors, Canadian farmers, and the Canadian communities Mary Brown’s stores call home. Mary Brown’s Chicken was also chosen as the 2023 Canadian Franchise Association’s Outstanding Corporate Citizen Award recipient, based on its community involvement. The victory acknowledges Mary Brown’s many philanthropic initiatives, including its sponsorship of BGC Canada (formerly Boys and Girls Clubs), providing $335,000 in relief support for Hurricane Fiona victims, as well as hundreds of food drops to front-line workers during the COVID-19 pandemic.

NOTHING BUT BLUE SKIES AHEAD Own a franchise with an innovative frame of mind. Elite Window Cleaning has revolutionized the window cleaning industry in North America. We have literally changed the way windows are cleaned. How? By providing a template for a safer and more durable process, dedication to innovative technology, and more efficient, streamlined operations.

Low cost, low overhead, & low initial investment. Repeat revenue & multiple revenue streams: Window Cleaning • Gutter Cleaning • House Washing • Power Washing

Incredible scalability & profitability of a growing & in-demand service.

Download Your Franchise Kit For more information on franchise opportunities, please visit our website elitewindowcleaningfranchise.ca

NOTHING BUT

Technology that brings safety & efficiency to the window cleaning industry.

happinest brands is an innovative multi-brand home service franchisor dedicated to changing lives - one happy nest at a time.

ADVERTORIAL

Franchise Partners Grace Rommel and Virin Maharaj, Driverseat Woodstock

ON THE ROAD TO FRANCHISE SUCCESS

Driverseat offers franchisees a unique niche in the transportation industry

n 2012, Driverseat was launched as a new driver-for-hire service, where chauffeurs transport clients in their own vehicles. In 2021, the brand pivoted to a full-scale shuttle and charter service, resulting in significant growth for the company and its franchise partners. “We are committed to creating a franchise opportunity that has a low startup cost, low overhead and tremendous growth potential.” says Luke Bazely, president. “We have emerged as an innovator and leader in the public transportation space and have a model that is also unique in franchising.” Today, Driverseat is the largest franchise in North America that specializes in leisure and corporate passenger transportation. With a focus on group transportation, and a fleet that can transport up to 24 passengers, Driverseat fills a gap in the transportation market. Its services include airport ground transportation, group charters for sporting events, wine tours, and wedding shuttles. Additionally, it provides corporate services, including employee commuter shuttles,

micro-transit, and executive travel services on a contract basis, which creates recurring revenue for its franchise partners. While most operators focus on specific areas, Driverseat offers a wide range of services using a versatile fleet of passenger vehicles without limiting itself to any particular niche. “A Driverseat bus may start the day transporting employees to work, then move on to a group charter to a baseball game, and finish the day shuttling guests from a wedding,” describes Bazely. “Driverseat is the only franchise of its kind in North America.” The Driverseat advantage As for what gives Driverseat its competitive edge, Bazely says it’s the franchisor’s experience, knowledge, and guidance. “Our coaching, tech stack, deep understanding of our cost model, and experience give us a competitive advantage that is extremely difficult to duplicate in this industry,” he says. “We provide unwavering support, industry-leading coaching, innovative software and technology, and we understand

the unique challenges of starting a new business.” According to Bazely, franchisees (or franchise partners) play a crucial role in Driverseat’s success. They fully integrate into the company’s ongoing initiatives to expand the brand, develop new tools, and refine processes. “As a franchisor, we are invested in the success of our partners,” says Bazely. Driverseat has established several channels for franchise partners to communicate with the head office to ensure open communication and collaboration. The Franchise Advisory Council, a group of franchise partners elected by their peers, has a mandate to cultivate profitability for the franchisor and the partners. Coaching sessions and franchise partner video meetings are conducted weekly, offering opportunities to share thoughts, ideas, and experiences. The annual conference brings together franchisees from across the network and provides an opportunity for franchisees to connect with the Driverseat community, build relationships, and stay inspired.

ADVERTORIAL

Driverseat highly values the input received from its franchise partners. “These suggestions and feedback are often integrated into the process, policy, and training revisions,” explains Bazely. “At Driverseat, we provide industry-leading support, tools, guidance, and resources and we are laser focused on profitability,” states Bazely, adding that the franchise has developed a proven system that helps franchisees scale their business while keeping costs down and managing their capital investment. “The Driverseat Proven Process focuses on healthy margins through revenue growth and cost management in an industry that is growing significantly each year.” To ensure the franchisor/franchisee relationship is a true partnership, Driverseat has established some core guiding principles: • Take ownership and be accountable to your team, brand, and family. • Be bold, ambitious, and be prepared to operate outside of your comfort zone. • Appreciate, value, and celebrate diversity. Create an environment where unique ideas are encouraged, and innovation and creativity can grow. • Eliminate transactional interactions and form lasting bonds: Relationships are critical in our mission to out-care the competition. • Stop at nothing to ensure the success of others: “Driverseat is successful when our corporate team, franchisees, and clients are successful. Measure your performance by the impact you have on others,” says Bazely.

hours of online training. Following the online training, new franchisees attend one week of in-person training at Driverseat’s head office. This in-person training provides handson experience and further enhances the knowledge gained during the online training. On an ongoing basis, Driverseat provides additional online and inperson training to ensure that franchisees stay up to date with industry trends, best practices, and Driverseat’s evolving business strategies. Franchise partners also benefit from weekly webinars, where they can engage with other franchisees and industry experts. As for ongoing support, Driverseat provides communication tools for timely assistance, enabling franchisees to reach out to the support team whenever they need help. Driverseat also offers up to two weekly personalized business coaching sessions, where franchisees can get support tailored to their specific needs and challenges. In addition to coaching, Driverseat conducts monthly and quarterly business reviews with franchisees to help them stay on track toward achieving their business goals.

Training and support Driverseat offers comprehensive training and ongoing support for its new franchisees to ensure their success, starting with 160 to 240

Fitting the Driverseat mould The ideal Driverseat franchisee possesses a strong work ethic, a focused mindset, and a willingness to learn, demonstrating a dedication to putting

Franchise Partner Nadia Kukkee, Driverseat Thunder Bay

in the necessary effort and time required to build a successful business. These individuals are seeking the autonomy and independence that entrepreneurship offers. They prioritize their work/life balance and share Driverseat’s strong values, including a focus on sustainable growth and a commitment to positively impacting their local communities. As for his advice for prospective franchisees, Bazely says, “The benefit of a franchise model is that there is already a process developed for running your business. Make sure you understand the depth of support, what resources are available, and what other tools are accessible.” Bazely also urges franchisees to think carefully about joining a franchise system at every stage, advising them to be honest about their strengths and weaknesses, and always with a realistic understanding of the business and the financial investment required to maintain it. He says, “Each interaction will give you insight into the organization.” By carefully assessing your financial situation and the franchise system you’re considering, you’ll be wellpositioned to make the right decision when it comes to your best franchise fit. n

To learn more about franchise opportunities with Driverseat, contact www.driverseatfranchise.com or franchise@driverseatinc.com.

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Choosing a Franchise Banking Partner: Focus on Expertise, Flexibility, and Execution

rowth for your franchise network requires access to capital. Whether it be for day-today cash flow, capital expenditures, location start-ups, or acquisitions, predictable access to a bank represents a key factor in the growth of any franchise network. So how do you, as a franchisor or franchisee, choose a banking partner? What separates one bank from another? Strength in franchise banking isn’t simply a function of lower cost. Choosing a banking partner that demonstrates clear strengths in terms of expertise, flexibility, and execution can be a strategic differentiator for your franchise system’s growth potential. What is “expertise” from a banking perspective? As a franchisor or franchisee, ask yourself: “Does my banker speak the language of franchising?” Franchising isn’t an industry; it’s a business model applied to numerous industry segments. It’s a lower risk business model that’s uniquely designed to accelerate growth. The banking partner you select should be able to quickly and concisely answer the question: “Why franchise?” 1. A franchise business provides “ease of entry” and “proof of concept” at the franchisee level. While a franchise model typically requires that the bulk of capital expenditure be addressed by the franchisee, financing for this capital expenditure is readily available through an established and highly competitive market for franchise lending and ancillary banking services. For larger, multi-site, regionally-based franchisees, there is also available investment by private equity

firms as they increasingly recognize the value of franchise networks as an investment vehicle. Ready access to capital provides ease of entry for qualifying new franchisees, and proof of concept provides the confidence that lenders and private equity firms need in order to consistently deploy capital. 2. A franchise business is capitallight at the franchisor level. As the capital required to grow the business and open new locations comes from investment and royalty fees from franchisees, the franchise system can grow quickly while the franchisor has the ability to dedicate available capital to the corporate infrastructure required to support its franchisees in other areas. 3. Franchises are considered a lower-risk business model than traditional non-franchise businesses for many reasons. To begin with, the banner is usually an established business, typically with a lengthy track record of success. Then there’s the significant support between the franchisor and the franchisee to consider; which includes operational support, site selection, training, and marketing. Lastly, as each franchise location is an extension of the brand, the franchisor has a vested interest in the success of each location and supports its franchisees accordingly. At CIBC, expertise is driven and disseminated through a specialized national team dedicated to franchising. This National Industry Programs team brings together teams from across commercial banking,

business banking, and wealth management, and acts as the direct intermediary between the Canadian Franchise Association and its members. What is “flexibility” from a banking perspective? Flexibility in franchise banking addresses the reality that not all franchises and franchise systems are created equal. First and foremost, franchise systems can be defined by the level of support and oversight provided by the franchisor. Does your bank provide the flexibility to support business models beyond that of traditional franchises? “Franchise-like” systems, such as dealer networks and member-based systems, share many of the common characteristics of traditional franchise systems. In many instances, however, due to the unique nature of the markets they serve, “franchise-like” systems may provide less support and/or lower oversight in exchange for a lower royalty fee and cost structure. At CIBC, the team provides the flexibility and support required for both franchise and “franchise-like” systems to achieve their growth. Flexibility can also be demonstrated by how a bank can seamlessly support franchisors and franchisees throughout their business’ evolutionary life cycle. An early stage franchise system with ownermanager franchisees requires different banking solutions and support than more established, multi-location franchisees. Can your bank clearly articulate a seamless banking experience across its business and commercial banking platforms as your franchise system grows and matures, and the need for capital and advisory solutions increases?

ADVERTORIAL

Flexibility is also demonstrated by adjusting strategies to the changing needs of your maturing business. Questions to consider include: • Can my bank support my franchise system through tough economic cycles or if an unanticipated shock to the economy occurs? • Can my bank support a balance between the need for efficiency within my franchise system with the need to ensure fraud protection? • Can my bank support me as a business owner with advice for today and for the long term, such as ownership transition in the future? • Can my bank support me with advice as a franchise owner if I choose to sell my business?

At CIBC, the team is by your side for your entire journey. What is “execution” from a banking perspective? “Execution” from a banking perspective is defined by both an ease of doing business together and a consistent track record of delivering on client expectations. You may find similar programs for franchise systems at different banks, but it’s the execution that sets them apart. While dollars and cents matter, the differences between franchise banking programs are subtle. The deciding factor in selecting a bank should always come back to execution. Questions that you should consider asking include the following:

• Does your bank have a national team that specializes in franchising, and what is its role within the bank? • Will I be able to access a banker in my local market to be my relationship manager and will that person have an understanding of franchising and, more specifically, the Steven Vanloffeld program developed within your bank for my franchise? • What other specialists and leaders within the bank will I have access to as I grow my franchise systems business with your bank? • What do timelines look like for approvals on financing? • If I’m a franchisee, what level of communication can I expect between the bank and my franchisor?

CIBC is a national sponsor of the Canadian Franchise Association and has been supporting franchisors and franchisees in Canada for over 30 years. If you are involved in a franchise system and looking for advice on growing your business, we are here to help. Contact us at www.cibc.com/commercial.

Do you need a banking partner that understands franchising? We support our franchisors and franchisees with flexible banking services and expert advice throughout the lifecycle of your franchise. Like you, we pride ourselves on superior execution and excellent service. Let’s connect mailbox.nationalindustryprograms@cibc.com The CIBC logo is a trademark of CIBC.

Since opening in American in 2015, X-Golf has taken off. There are now over 80 locations spanning half of the states in the U.S.A. and for the first time ever, X-Golf ownership is now available in Canada. The X-Golf franchise model offers an exciting business opportunity for those ready to pursue a new venture in a unique, non-saturated, developing sports and entertainment industry. Each X-Golf location has the full support of our Head Office team. X-Golf has specialist resources to advise on each of the following franchise components.

Real Estate Site Selection & Store Fit-Out

Sales & Customer Relationship Training

Brand & Local Area Marketing

Supplier Relationships Information Systems Business Development & Purchasing Discounts Implementation Sales & Support & Training

WANT TO BECOME PART OF THE X-GOLF FRANCHISE FAMILY? Visit XGolfCanada.com For More Information

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THE HOME IMPROVEMENT CATEGORY THRIVES AS CANADIANS INVEST IN THEIR GREATEST ASSET

ny homeowner will tell you that once you move in, the projects begin (and never end)! There’s a lot of ongoing tinkering and trial and error as you repair and remodel your home over the years. Homeowners are already invested in finding their perfect house and they turn to home improvement specialists to turn those houses into homes. Home improvement franchises help homeowners by taking care of the big issues and small details that arise. Some of the brands specialize in emergency restora-

tion, while others specialize in everything from handyman services to concrete resurfacing, and much more. Whether you have extensive construction experience or even if you’ve never laced up a pair of steel-toed boots, these home improvement franchises can be lucrative opportunities. Prospective franchisees with contracting, customer service, or business management experience could consider going into business for themselves with one of these reputable home improvement brands across Canada.

Franchise Canada July | August 2023

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911 Restoration

Aire Serv

911 Restoration is a water damage restoration franchise filling the need for disaster restoration across the U.S. and Canada. The company offers mold remediation, fire damage restoration, and smoke and odour removal, among other services.

Aire Serv® is an HVAC franchise that has provided expert heating and cooling services since 1992. The customer trust and established systems built over decades help franchise owners stand out from competitors in the growing HVAC industry. Whether you’re interested in starting a heating and cooling franchise or want support for existing businesses, Aire Serv has the business opportunities, tools, and personalized guidance designed for success.

911 Restoration has 180 franchised locations across the U.S. and Canada, with outposts in British Columbia, Alberta, and Ontario. New 911 Restoration franchisees get access to in-house location-based marketing channels, an advertising manager tailoring results to their needs, and SEO that keeps them top of mind in their region.

Learn more at LookforaFranchise.ca

With Aire Serv and Neighbourly®, there’s an opportunity that provides a support system of fellow franchisees who share knowledge and provide a built-in referral system to support your business today, tomorrow, and in the years to come.

Learn more at LookforaFranchise.ca

Anago Cleaning Systems

B-Protek Concrete Resurfacing

Anago Cleaning Systems is a Winnipeg-based janitorial services franchise focused on commercial facilities like schools and workplaces. Anago continues to adapt its systems by using cutting-edge equipment and eco-friendly cleaning products.

Add layers of advantages to your career as a B-Protek franchisee. B-Protek is the concrete resurfacing team of choice to accompany clients in protecting, transforming, and enhancing their living spaces.

The brand’s regional office handles client relationship management, including administrative tasks such as confirming cleaning contracts and billing and collection. Franchisees receive initial and ongoing training from an Anago regional office.

B-Protek offers concrete resurfacing services for residential garages, exterior balconies, basements, and commercial floors by using polyurea with vinyl flakes. They also work with clear, opaque, and metallic epoxy solutions for design projects such as interior basements, kitchens, offices, and more. B-Protek franchisees benefit from a support team, industrial quality products, and strong marketing strategies.

Learn more at LookforaFranchise.ca

22 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

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Bam Quick Bins

Bin Masters

Bam Quick Bins is a dumpster rental company. Bam Quick Bins is currently establishing a footprint across Southern Ontario. Servicing residential and commercial projects, the company’s bins can be used for landscaping debris, concrete and construction disposal, and rubbish from domestic projects.

Bin Masters is dedicated to providing disposal solutions that enhance corporate environmental responsibility. Bin Masters’ specialized compactors save weightage and volume in disposal, making them more cost-effective than traditional bin brands, as more bin space means less time transporting and emptying off-site.

Franchisees with Bam Quick Bins get access to a full training program for themselves and one additional employee. Head office and the various locations share leads if one franchise isn’t able to meet demand. Bam Quick Bins also establishes dedicated landing pages for each of its franchise territories, which means local clients can easily find your business.

Learn more at LookforaFranchise.ca

California Closets California Closets is a custom storage brand focused on providing unique solutions according to clients’ needs and desires. Design consultants guide clients through every stage of the design process, from ideation to installation. A subsidiary of FirstService Brands, franchisees can be secure in the backing, experience, and expertise of an established franchise conglomerate and a community of 137 showrooms across North America. Prospective franchisees should have some business experience.

Learn more at LookforaFranchise.ca

Franchisees can take advantage of a first-to-market concept with open markets. Client potential is high as well, as Bin Masters operates across industries such as manufacturing, food and beverage recycling providers, and home construction. Bin Masters is currently serving B.C., Alberta, Ontario, and Quebec, with many territories still available.

Learn more at LookforaFranchise.ca

Chem-Dry Carpet Cleaning and Upholstery The world’s largest carpet cleaning franchise, Chem-Dry, has provided professional, environmentally safe carpet and upholstery cleaning service since 1977. Chem-Dry is seeking franchisees interested in multi-unit ownership. Franchisees get access to the company’s established system and patented products. This underserved sector of the maintenance industry will have a wide customer base for years to come.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

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DKI Canada

Dryer Vent Wizard

DKI Canada is the leader in sustainable property restoration solutions. DKI Canada provides services to insurance, commercial, and residential clients from coast to coast. Whether it’s emergency response, water damage mitigation, fire and contents cleaning, mold remediation, or complete reconstruction, its members are available 24 hours a day, 365 days a year. DKI Canada actively contributes to creating a better future through environmental protection and social responsibility.

Dryer vents are an underacknowledged source of house fires. Like all forms of home maintenance, dryer vents must be seasonally maintained. Dryer Vent Wizard® franchisees can save clients money, time, and energy on drying costs by providing cleaning, installation, and inspection services for dryer vents.

Focused on leaving things better than they were found, DKI is committed to using environmentally sustainable cleaning products and mitigating risk in environmentally sustainable ways. DKI welcomes franchisees with no background in restoration, and also adopts existing restoration companies to the DKI system. The brand provides branding and marketing tools to help identify independent companies as part of the DKI Canada Network.

Learn more at LookforaFranchise.ca

Looking for a home-based business model in the home improvement arena? Dryer Vent Wizard franchising requires no office space and low overhead, so owners can work from home in pre-defined territories across the country.

Learn more at LookforaFranchise.ca

End Of The Roll

Fire-Alert

End Of The Roll is a flooring company committed to providing a range of flooring options for every price point or lifestyle. End Of The Roll works with homeowners, builders, and contractors to provide value and flooring expertise.

Fire-Alert has conducted fire safety inspections in commercial, industrial, and government buildings for 35 years. The brand improves safety by providing maintenance for emergency services for clients of all sizes.

End Of The Roll franchisees can get access to an existing profitable system, with over 50 locations to call upon for advice at a moment’s notice. The brand has existing relationships with banks and lenders, so favourable financing terms may be available, along with marketing and accounting teams supporting from the head office.

As fire extinguishers require seasonal maintenance and up-todate legal compliance, franchisees can take advantage of the cyclical nature of consumer needs. Franchisees receive training in providing extinguisher and hose inspections, emergency lighting inspections, and ongoing fire and safety maintenance training.

Learn more at LookforaFranchise.ca

24 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

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Five Star Holiday Décor

Five Star Painting

Looking to make your property the brightest on the street? Five Star Holiday Décor’s premium lighting installation and decorating services provide you with the means to create captivating displays. Not limited to just seasonal offerings, Five Star also specializes in quality permanent lighting, patio lighting, event lighting, and showroom lighting. Its extensive range of products and services ensures customers can enjoy a vibrant experience throughout the year.

Do you want to bring a splash of colour to your community? Since 2005, Five Star Painting® has been franchising, growing to more than 240 franchise territories in North America. The benefits of franchising with Five Star Painting include its highly scalable model, low footprint with no office required, and flexible schedule. The franchisor manages territory boundaries, which means franchisees can often work in the same communities they live in.

Franchisees can take advantage of Five Star’s turnkey service to engage in high-demand lighting decoration services, while promoting eco-friendliness with energy-efficient LED lighting. The best part is, no prior decorating experience is necessary. Five Star Holiday Décor offers a comprehensive program for high-demand decorative lighting services.

Learn more at LookforaFranchise.ca

Floor Coverings International

Garage Living

Floor Coverings International is an installation and renovation brand specializing in several mediums including tile, carpet, stone, and vinyl. A $48-billion industry, the residential flooring sector is ripe for change and Floor Coverings’ mobile showroom concept is a dynamic development. Floor Coverings International stands out by bringing the showroom to the clients, rather than the other way around.

The garage is often the most neglected part of the home, full of the detritus and leftovers from different life stages. Garage Living specializes in transforming the oft-neglected room into multi-use spaces with a focus on design, form, and function.

Franchisees can benefit from this easy-to-scale franchise model. In addition, the annual gross revenue for booked jobs is more than $1.2 million. The franchisor manages all national marketing campaigns, which means the franchise will have a presence from the moment you open your location. Floor Coverings offers prospective franchisees a simple business model, paired with forward-thinking advancements.

Learn more at LookforaFranchise.ca

Prospective Garage Living franchisees should be passionate about design, construction, and customer service. The franchisor provides an exclusive suite of tools, resources, programs, and sales techniques to encourage new owners to find and keep clients. This unique sector ensures that franchisees can lead their communities in the garage renovation space.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

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Glass Doctor

Junk Works

Since 1962, Glass Doctor has served drivers, homeowners, and business owners with glass technician services that keep businesses in more than 275 locations in Canada and the U.S. seeing clearly with streak-free shine. The brand offers environmentally friendly, energy-efficient windows along with home renovation ideas, to create multiple streams of income. ®

Why should prospective franchisees consider Glass Doctor? Because glass is everywhere and weathering and aging must be addressed with professional repairs and replacement, therefore providing steady opportunities for franchisees. The brand has customized business management, scheduling, and communications software platforms, and other tools that simplify business management.

Learn more at LookforaFranchise.ca

Local Handyman Group While many projects call for major renovations, what about the small tweaks that homeowners can’t manage themselves? Local Handyman Group specializes in squaring away quickturnaround home projects. The brand has even recently expanded to servicing commercial and non-residential schools, as well. Prospective franchisees can take advantage of a growing brand with an ever-increasing service offering, now including blinds supplying and installment, and more. Furthermore, Local Handyman provides marketing, planning, and coaching help through the launch of the business.

Learn more at LookforaFranchise.ca

Junk Works offers a range of junk removal services, including furniture removal, appliance removal, electronic waste disposal, construction debris cleanup, and yard waste removal. The brand is a Neighbourly company, the world's largest home services company, further specializing in professional, reliable, and ecofriendly junk removal services for residential and commercial customers. For prospective franchisees, Junk Works offers several supports such as a national call centre, a proprietary software program, and a review and referral platform to track metrics for each job. In addition, the franchisor provides mobile invoicing, a turnkey marketing program, and personalized support in operations, finance, and business development.

Learn more at LookforaFranchise.ca

Men in Kilts Window and Exterior Cleaning Men in Kilts is an all-in-one exterior cleaning franchise. Men in Kilts offers window and gutter cleaning, pressure washing, and snow removal for residential and commercial exteriors. Franchisees can benefit from a quick-to-scale business that requires minimal inventory and offers affordable starting costs and flexible hours. The brand also supplies marketing and technology requirements, as well as business development partners, including a national sales centre and personal business and marketing coaches.

Learn more at LookforaFranchise.ca

26 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

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Metropolitan Movers

Mr. Appliance

Moving can be tough and chaotic, which is why Canadians turn to experts like Metropolitan Movers to ensure moving day is as smooth and safe as possible. With more than a decade of experience providing moving services across Ontario, franchisees get access to a wide breadth of customers, with the brand’s 94 per cent customer referral rate.

With more than 340 locations throughout the U.S. and Canada, Mr. Appliance® franchises provide full-service home appliance repair and light commercial appliance repair services. For better or worse, there is an undeniable need for competent appliance repair services across North America.

For franchisees who are ready to supply time and effort, Metropolitan Movers offers an established growth strategy, from residential moving through to commercial projects, deliveries, and storage and a national marketing plan and client portfolio. Take advantage of the company’s guarantee to earn $100,000 in revenue within your first 12 months of operation.

Learn more at LookforaFranchise.ca

As with other Neighbourly brands, Mr. Appliance franchisees receive comprehensive business support and innovative marketing strategies, and enjoy flexible work. Mr. Appliance is a nationally recognized, recession-resilient brand. After all, every home in North America relies on consistently functional appliances.

Learn more at LookforaFranchise.ca

Mr. Electric

Mr. Handyman

Looking for franchise opportunities with a growing brand? Since 1994, Mr. Electric® has provided electrical installation and repair services in the U.S. and Canada. As the electrics industry reacts to the rise of smart technology, this sector requires franchisees who are familiar with local and regional electric codes and have the entrepreneurial spirit and know-how to attract customers.

Since 1996, Mr. Handyman® has been there for homeowners, providing repairs, installation, and maintenance services. A one-stop shop for all the domestic tweaks and minor repairs, Mr. Handyman provides an all-around service for everything from gate installation to appliance assembly or simple repairs. The brand even has a suite of national suppliers for more specialized jobs.

Mr. Electric is seeking new franchisees or existing electric businesses to convert to the Mr. Electric brand. However, franchise owners don’t need industry experience and limited accounting is required, as most jobs end with cash in hand. Furthermore, this Neighbourly brand offers a built-in network of support that includes established franchise coaches, an established business model, and additional resources from home office to encourage success.

Franchisees who are ready to provide a diverse range of in-demand services can start their own franchise with Mr. Handyman. Gain access to a comprehensive support program, marketing appeal, and additional training through this Neighbourly franchise.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

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Mr. Rooter Plumbing

N-Hance

Mr. Rooter Plumbing is a franchise that provides a variety of plumbing needs from drainage repair to emergency response. The brand has a 24-hour customer service line, covering residential and commercial issues like clogged drains and sewer line repairs with efficiency. Mr. Rooter also offers clients upfront pricing, so there are no surprises at the end of an inspection or repair.

N-Hance is on a mission to invigorate weathered homes with refinishing services for wood cabinets and floors. N-Hance cleans surfaces and repairs damage, making old surfaces like new again–and saving homeowners money on costly upgrades and renovations.

With more than 50 years of industry experience, Mr. Rooter offers prospective franchisees access to its proprietary technology and marketing support. Furthermore, with the help of Mr. Rooter’s scheduling assistance, franchisees can always know when their next job begins and ends.

Learn more at LookforaFranchise.ca

As a franchise opportunity, N-Hance provides a proven business model designed for growth; proprietary technology, products, and equipment; multiple revenue streams; and comprehensive training and support from industry experts. Wood refinishing or business experience is a plus.

Learn more at LookforaFranchise.ca

New Creations

Paul Davis Restoration Canada

New Creations has been providing specialty restoration of cosmetic damage for a variety of B2B clients since 1988. With more than 75 current franchise locations across North America, the brand is always updating its processes, improving the quality of its repairs, and adding to the range of what can be restored—from homes to vehicles to watercraft.

As one of Canada’s largest restoration brands, Paul Davis Restoration has more than 350 individual franchises across North America. These emergency restoration specialists are certified to provide efficient, 24/7 reconstruction following disasters like floods and fires in homes and businesses of all sizes.

New Creations seeks franchise owners who act as entrepreneurs in growing their small businesses. Some degree of sales ability and creativity is also required to restore people’s belongings.

Prospective Paul Davis franchisees should have business experience and be customer service oriented. As a business owner, franchisees manage the cleanup and reconstruction for clients. In addition, Paul Davis’ new owner training will introduce franchisees to techniques to completely repair damage from mold, water, and smoke.

Learn more at LookforaFranchise.ca

28 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

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Pest Detective

Prep‘n Sell

To keep homes free of insects, mice, and rodents, Pest Detective franchisees provide a variety of services to provide homeowners with peace of mind. For additional support, Pest Detective provides repeat solutions, following up with monthly or quarterly visits to keep pests away.

Prep’n Sell is an all-in-one service for prepping homes to be ready for sale. The company focuses on the work needed to bring the best home price possible in the shortest amount of time. Prep’n Sell franchisees also get access to RENOmagic, a partner franchise for renovations.

When it comes to franchising with Pest Detective, prospective franchisees receive scheduled appointments from the brand’s in-house call centre and marketing programs that allow them to focus on managing their business.

The home-based business model offers a quick start-up and substantial initial cost savings because there’s no need for an expensive location or employees, as the brand has a trade partner program. In addition, one-on-one training and virtual online courses ensure that you’re knowledgeable before you go out on the first call.

Learn more at LookforaFranchise.ca

PuroClean

Rainbow Restoration

PuroClean is one of the fastest-growing franchise systems in Canada, specializing in property damage emergency services. PuroClean franchisees provide specialized mitigation services for homes and businesses following water, fire, smoke, and mold damage. PuroClean has become a property restoration provider of choice for insurance professionals and property owners, having the highest customer satisfaction ratings in a B2B recession-proof industry. PuroClean owners are part of a recession-proof industry, with proven strategies and systems in place for success. PuroClean provides comprehensive support and training to its 47 locations across Canada.

Rainbow Restoration™ offers residential and commercial restoration and carpet cleaning services with more than 330 franchise locations throughout North America. The brand’s 24/7 emergency service covers fire and water damage, mold removal, and other services. Furthermore, the brand is fully certified by the Institute of Inspection, Cleaning and Restoration Certification.

Learn more at LookforaFranchise.ca

For franchisees ready to be on the front lines when disaster strikes, Rainbow Restoration offers a fast turnaround time from signing to operation. The proprietary “Extensive Sure Start” onboarding process includes six to eight weeks of systems and business training, with ongoing system-wide and regional meetings.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

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Revivify Painting

SERVPRO

Revivify is on a mission to change the construction industry. This painting company designed its franchise system with the goal of creating stable employment in the trades and elevating the level of service and customer care to clients.

Franchise owners pay living wages; provide routine, scheduled work; and offer a benefits program to all employees. Revivify provides franchisees with everything needed to run a successful painting company, from proprietary software and an operations manual to a best-in-class training program and robust marketing support. The brand is building a community of business owners who value hard work, customer service, and want to benefit from a bigger vision.

Learn more at LookforaFranchise.ca

For entrepreneurs looking for a high-demand opportunity, SERVPRO welcomes owners from all backgrounds, although restoration and construction industry experience is an asset. SERVPRO offers strong brand awareness, comprehensive training, and a network of regional consultants to support owners systemwide.

Learn more at LookforaFranchise.ca

ServiceMaster Restore

ShelfGenie

For 70 years, ServiceMaster Restore has been providing emergency disaster restoration services to home and business owners following flooding, fire and smoke damage, vandalism, natural disasters, and more.

ShelfGenie® offers organizational solutions for homeowners’ cabinetry and storage needs. The brand identifies and meets its clients’ needs with a simple three-step process of consultation, construction of custom-made designs, and professional installation.

ServiceMaster Restore franchisees benefit from the support of a reputable restoration company that offers proprietary technology and processes. This support can significantly enhance operations and deliver effective restoration services to customers.

Learn more at LookforaFranchise.ca

Unique to ShelfGenie is the franchisees’ ability to define their own coverage area, so franchisees can effectively live where they work, even on a part-time basis. There’s also the opportunity to earn residual income from sales commissions on each job.

Learn more at LookforaFranchise.ca

30 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

Sunly Franchising Corp. The solar industry is a rapidly growing field, as more people and companies adopt renewable energy sources. Sunly is leading that change with its solar installation franchise. The solar installation company’s mission is to save homeowners money on electrical bills through solar energy. Franchisees with Sunly can help owners generate their own clean energy through solar panels to reduce costs, while offering a range of diverse secondary services including EV charger installation, home energy monitoring, and back-up battery solutions.

Wherever business takes you

Learn more at LookforaFranchise.ca

The HandyForce The HandyForce prides itself on being the go-to handyman service for those who aren’t skilled in trades. The brand offers a diverse range of products, including handyman services, a HomeCare plan, and renovations. Seventy per cent of the business is repeat clients, highlighting the brand’s commitment to customer satisfaction. HandyForce franchisees can make use of the brand’s exclusive software, a comprehensive training program, and unwavering year-round support from the corporate office. Prospective franchisees should possess strong drive and a results-oriented mindset, along with the ability to effectively manage multiple people and projects simultaneously.

The business landscape has changed. No matter the industry sector, market location or specific areas of business you need addressed, MNP’s accounting, consulting, and tax solutions can help. We’re here for you – where and when you need us.

Angela Lyrintzis, CPA, CA, Partner 289.293.2354 | angela.lyrintzis@mnp.ca Learn more at LookforaFranchise.ca

MNP.ca

Franchise Canada March | April 2023

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TWO MEN AND A TRUCK Canada

Vertika Design

TWO MEN AND A TRUCK is the largest franchised moving company in North America, offering comprehensive home and business relocation, packing, and unpacking services, as well as storage and junk removal services.

Vertika Design is a wall covering installation company that brightens up rooms with a range of colours, materials, and finishes.

Prospective franchisees join a brand with 18 years of year-overyear growth in Canada. Interested entrepreneurs don’t need experience in trucking or moving, but effective communication and interpersonal skills are a strong asset.

Vertika Design offers a full range of options to meet finishing needs like brick, wood panelling, and green “living” walls. Whether it’s for home, office, or business, Vertika designs give rooms character with its original coverings. Vertika Design uses locally sourced materials. Vertika franchisees can leverage an established brand with advertising and marketing expertise to attract attention in local markets. Prospective franchisees receive on-site training and continuous support. Every project is diverse, working with highend products to make clients’ dreams come true.

Learn more at LookforaFranchise.ca

Wise Cracks Concrete Technologies Inc. Wise Cracks Concrete Technologies Inc. is a national franchise, operating since 1991, that specializes in waterproofing of foundations in residential and commercial settings. The brand has proprietary methods for sealing cracks and waterproofing foundations, offering a lifetime transferrable warranty to its customers on most completed jobs. Wise Cracks Concrete Technologies Inc. offers flexible hours and can be a franchisee-run, mobile business, which means minimal staffing, rental, and storage costs. Wise Cracks is currently seeking single- and multi-unit franchise owners across Canada.

Learn more at LookforaFranchise.ca

Want to learn more about these home services brands? Find franchise fees, request information, or contact the brands directly through LookforaFranchise.ca.

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HOME SAFE HOME Four leading home inspection franchises BY GEORGIE BINKS

As prospective homebuyers seek peace of mind and protection against hidden issues, franchise opportunities have emerged to meet this demand. In this article, we will explore four prominent home inspection franchises in Canada: A Buyer's Choice Home Inspections, Carson Dunlop, Pillar To Post Home Inspectors, and Mike Holmes Inspections.

Franchise Canada July | August 2023

HOME SAFE HOME A Buyer’s Choice Home Inspections In 2005, real estate industry veteran Bill Redfern was so frustrated with the quality of property inspectors that he created his own home inspection business, A Buyer’s Choice Home Inspections. Today, “There’s no home or property inspector more entrenched in the Canadian real estate industry than us,” says Rick Mayuk, regional owner and managing director of A Buyer’s Choice Home Inspections. Mayuk notes that the industry lacks national licensing standards. A Buyer’s Choice Home inspections’ vision was to create a system whose franchisees brought a new level of professionalism to the industry. The company trains and certifies every inspector who joins the A Buyer’s Choice Home inspections family to the same high level, which is more than double the highest standard in Canada. The company began franchising in Halifax in 2007. Since then, it’s grown to 146 locations in Canada and 42 locations abroad. The franchise system is looking forward to adding another 80-100 units in the next few years. In addition to home inspections, the franchise also provides commercial inspections and environmental services. There are many benefits in operating an A Buyer’s Choice franchise, explains Mayuk. “This is a people business, meaning it’s a great margin business for the franchise owner.” He adds that franchisees also have less overhead because they’re based out of their homes and don’t carry inventory. “Their greatest asset is their personality and great customer service,” Mayuk says. As with any industry, there can be challenges. Mayuk says that dealing with clients can be challenging for a franchisee, so strong people skills are a must.

Initially, franchisees grow their own franchise as an owner-operator. Each territory is awarded generously enough that franchise owners can scale their business and add another inspector team to grow within their market. Training includes 650 hours of technical, field, and business operations training before franchisees go live. “It’s a company in a box,” says Mayuk. “The company provides all the backup, and our franchisees and inspectors are responsible for belly-to-belly marketing, in person, in their community.” Simply put, when it comes to drumming up business for new A Buyer’s Choice franchisees, no marketing effort goes farther than simple face time. The ideal A Buyer’s Choice Home Inspections franchisee is a self-directed people person. “They have a fire in their belly and are entrepreneurial,” says Mayuk. “We recruit for personality, and we train for skill.”

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HOME SAFE HOME Carson Dunlop Before 2022, Carson Dunlop provided home inspection education courses in Canada. However, when it acquired National Property Inspections (NPI), A U.S.-based home inspection franchise that year, it started to franchise its business model. Sydney Bailey, marketing director for National Property Inspections, explains: “NPI has been franchising since 1987, so we’ve been helping Carson Dunlop, now our parent company, launch an emerging franchise brand under the Carson Dunlop name that’s only for Canada.” “It’s the best of both worlds,” Bailey says. “We know how to make a franchise successful, and we’re now partnering with our parent company, Carson Dunlop, that’s been in the home inspection education industry for 45 years.” Franchisees start with a two-week training course in Omaha, Nebraska. One week is training with technical trainers, and the second is focused on running the business and marketing. “We’re not just teaching individuals how to be a home inspector. We’re teaching them how to grow a successful home inspection business that goes beyond any of the technical knowledge you’d need to be a home inspector,” explains Bailey. Most franchises are owner-operated, and the primary business is performing inspections, but Bailey says there’s always room to grow a franchisee’s business.

“What I love about the home inspection industry is it’s really rewarding both on the franchisee level and franchisor level,” says Bailey. “For franchisees, it's working with homeowners and walking them through the buying process and making sure their homes are safe. From my position at the corporate level, I get to help our franchisees every day be more successful.” The ideal Carson Dunlop franchise owner is personable and highly self-motivated. “It’s all about making connections with real estate professionals,” says Bailey. “Being able to sell yourself, [being] confident in your services and [making] those good, strong in-person relationships are the key to success.”

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Franchise Canada July | August 2023

HOME SAFE HOME Mike Holmes Inspections Scott Piccolo, president and CEO of Mike Holmes Inspections, laughs when he tells stories about the well-known company namesake. “Mike’s been on TV for more than 20 years. For the last 15 years at Mike Holmes Inspections, we always have somebody who says, ‘I was expecting Mike to come and do my house.’” Piccolo explains that while Mike Holmes Inspections was formed 15 years ago, the company has only operated as a franchise for the past one-and-a-half years. It started franchising during the pandemic and now has 35 franchises nationwide. The franchise’s territories are exclusive, and the company has an in-house call centre. In Canada, the franchise is the exclusive provider of home inspections to Costco members. Piccolo says the name differentiates the brand from other inspection franchises. “Obviously, the Mike Holmes name is huge. It has more than 20 years of goodwill. You have the brand, the system, the support. The brand is well-established, and that helps us out in many ways,” he says. An ideal franchisee always represents the brand. “We have to do a bit of extra work to make sure we have somebody who is going to communicate well with the client and be able to represent the brand, [and] be top end when working with the general public,” Piccolo says. “Mike has a reputation for doing it right the first time.” Piccolo says the key to success is to work hard from the start. “At the very beginning, you work very, very

hard to establish yourself. Every day you’re reaching out to real estate agents and mortgage brokers; you put all of that marketing work in the beginning.” But, “be prepared for one or two disappointed faces when customers realize you’re not Mike,” he adds.

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HOME SAFE HOME Pillar To Post Home Inspectors Pillar To Post Home Inspectors started franchising in 1994 and now has 500 franchise business owners across Canada and the United States. Eric Steward, the brand’s senior director of franchise recruiting, says that because home inspection licensing varies across the country, the franchise works to ensure consistent training. It also prepares franchisees to be successful home inspectors and to run a successful home inspection business. According to Steward, the key difference between Pillar To Post and other home inspection businesses is the franchise system’s in-house proprietary technology. Steward says that technology allows inspectors to take 360-degree photos of every room when they visit a home. Then buyers can interact with the home inspection report in the form of a 3D model of the house, which “brings the words of the home inspection report to life,” according to Steward. Pillar To Post Home Inspectors is a relationship-based business. Franchisees must enjoy building relationships with realtors to run a successful home inspection busi-

ness. “We have the tools to build those relationships,” Steward says. “We’ve got scripts put together to make going into real estate offices and connecting with realtors really simple.” Training includes an initial eight-week technical knowledge and sales and marketing skills training program. Then, franchisees are assigned an experienced coach as part of the “Foundations For Success” program to work with them during the first year. After that, franchisees work with a regional coach on an ongoing basis. “If you’re a people person who can follow a plan, the benefit is we have the plan; you’ve just got to follow it,” explains Steward. “The flip side is if you want to reinvent the wheel, you might be a successful business owner, but you won’t be a successful franchisee.”

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Franchise Canada July | August 2023

Real Estate Roundup

Five franchises helping consumers through the real estate process BY STEFANIE UCCI

As consumers, it can be tough to make sense of the housing industry. Buyers turn to realtors and real estate franchises to envision their future homes and make sense of complex fees and terms. These five real estate franchises need franchisees who know their local communities to avoid the common pitfalls of homebuying and give prospective homeowners peace of mind in a new space.

Franchise Canada July | August 2023

REAL ESTATE ROUNDUP

Century 21 Century 21 is a worldwide leader in real estate services and is the largest network of independently owned and operated real estate brokerages. Operating in more than 86 countries, Century 21 provides local market expertise combined with a globally recognized service and strong consumer recognition. “Century 21 was an early disruptor in the real estate sector, and one of the first to franchise real estate brokerages in the world,” says Todd Shyiak, executive vice president of Century 21 Canada. Shyiak describes the ideal franchisee as a detail-oriented, driven individual who is passionate about serving clients. They should also have a strong entrepreneurial spirit and excellent interpersonal skills. Franchisees are set up for success thanks to the brand’s initial training and ongoing support. “We begin with franchisee onboarding, supported through your designated franchise advisor and our franchise operations team of technology expertise and real estate brokerage knowledge,” says Shyiak. After that comes the annual Canadian Management Academy, a five-day in-

person business planning and leadership session for brokers and managers. Franchisees can also expect to participate in ongoing monthly broker manager meetings, annual national and international conferences, awards and recognition events, and more learning opportunities to help foster best business practices and peer-to-peer sharing. Shyiak’s advice for success is threefold. First, “Leverage the brand’s supports, engage with the tools and learning systems, and promote those across your business,” he says. Second, “Develop an action-based business plan and continually learn from your network peers.” Third, “Identify your key value proposition, ensuring that it aligns with your values and use that message to attract talented agents and grow your business.”

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REAL ESTATE ROUNDUP

“To support our franchisees, we continue to develop our process, support, and training systems for our brokers/ owners.”

Bill Tarrabain and Brad Agnew

MaxWell Realty MaxWell Realty is a 100 per cent Canadian-born franchise established in 1999 with headquarters located in Alberta. The brand offers top-end service and a close-knit support group to guide every step of a franchisee’s journey. When it comes to owning and operating a real estate brokerage, there are two aspects to consider, explains Brad Agnew, director of franchise development. “The first being the business operations, and the second being the regulatory and compliance operations,” he says. “To support our franchisees, we continue to develop our process, support, and training systems for our brokers/owners. We create step-by-step processes to ensure simplified operations and quality across the brand.” What makes MaxWell Realty stand out in the real estate market? “Access, training, and communication,” says Agnew. “Our goal is to always be the resource or

direction to find the right support in any issues they encounter or simply working to develop their business and skills.” Agnew advises prospective franchisees to really use their network. That could include other experienced franchise owners, support from the company’s head office, training, and other tools the franchise system offers. “Our brokers have decades of experience and are experts in many different aspects,” he says. “Working together and bringing your own skills will help ensure franchisees are able to maximize their potential.”

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Franchise Canada July | August 2023

REAL ESTATE ROUNDUP

PropertyGuys.com PropertyGuys.com offers an alternative to traditional real estate agents by empowering homeowners to sell their properties on their own—without an agent. This unique concept offers homeowners choice and cost savings and eliminates commission fees from standard real estate processes. “Successful PropertyGuys.com franchisees possess key attributes including an entrepreneurial spirit, strong sales and marketing skills, a customer-service orientation, leadership and management abilities, and financial management skills,” explains Ken LeBlanc, CEO of PropertyGuys.com. “These qualities contribute to their success in generating leads, building relationships, providing exceptional customer service, managing teams, and maintaining the financial health of their business.” LeBlanc notes that the comprehensive training and support for franchisees includes initial and ongoing training and education covering the various aspects of operating the franchise, an operations manual for reference, and access to resources and tools. Ongoing support includes marketing and advertising strategies, lead

management, an online platform to foster collaboration, regional meetings and conferences to facilitate networking, and more. When it comes to advice for prospective franchisees, LeBlanc emphasizes the importance of leveraging the training and support that comes from joining a franchise system. “Attend all training sessions, engage with support staff, and actively seek guidance to learn about the business model and best practices,” he recommends. “Embrace the unique selling proposition of PropertyGuys.com and effectively communicate its benefits to homeowners, emphasizing cost savings and control. Success requires hard work, dedication, and persistence while implementing effective marketing strategies and staying adaptable to increase the chances of success as a PropertyGuys.com franchisee.”

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REAL ESTATE ROUNDUP

Realty ONE Group “Modern,” “innovative,” and “technology-driven” are three key words that president Harrison Milborne and CEO Vicki Schmidt use to describe the Realty ONE Group brand. With a unique approach to the traditional real estate brokerage model, Realty ONE Group is built on the belief that real estate agents are entrepreneurs—and should be treated as such. “This means providing them with the tools, resources, and support they need to succeed on their own terms, without the constraints of a traditional corporate structure,” say Milborne and Schmidt. They add that franchisees with Realty ONE Group reap a list of benefits including: strong brand recognition as the brand has a strong reputation for innovation, technology, and agent support; a proven business model that has been successful in various markets; comprehensive training and support, including initial training and ongoing coaching, as well as the ONE LUXE training program for agents; technology and marketing support to help stay ahead of the competition; and the

ONE Cares charitable foundation which supports various causes including education, helping the homeless, and veterans' issues. Milborne and Schmidt describe the ideal Realty ONE Group franchisee as someone with entrepreneurial spirit, prior real estate experience, strong leadership skills, a customer service mindset, and proper alignment with the brand’s values. “Realty ONE Group has a strong culture and set of values that include innovation, collaboration, and giving back to the community,” they explain. “An ideal franchisee should align with these values and be committed to upholding them in their business practices.”

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Franchise Canada July | August 2023

REAL ESTATE ROUNDUP Left to right: Courtney Hindorff, Ray Yenkana (broker/owner, Royal LePage Little Oak), Jim Morris (Director, Business Development, Western Canada), Andrew Bracewell (broker/owner, Royal LePage Little Oak), Phil Soper, acquisition of former Re/Max Little Oak brokerage in Fraser Valley, BC

Courtney Hindorff, Senior VP, Business Development

Phil Soper, President & CEO, interview at BNN studio re: insights from Royal LePage 2023 Real Estate Investors Report

Royal LePage With a history that spans more than 110 years, Royal LePage is a full service residential and commercial company. It has 20,000 agents at more than 300 locations across Canada. “Our special sauce is our people, support, and collaborative culture—our leadership team is entirely based in Canada and available to adapt and assist with anything that the Canadian economy throws at us,” says Courtney Hindorff, senior vice president of business development. Hindorff explains that the brand’s extensive training includes new franchisee onboarding, hands-on marketing and technology workshops, financial benchmarking to maximize profitability, agent surveys to help monitor brokerage satisfaction, live and on-demand webinars, an online portal for agents, and extensive ongoing training and coaching. As for potential challenges business owners may face in this industry, Hindorff notes that owning a franchise is

1000-foot outdoor dinner table, Royal LePage National Sales Conference 2022, Winnipeg, MB

hard work. “Many successful real estate agents want to pursue being a franchisee and that may take them away from what got them to where they are and what they are really good at—selling real estate.” But for those with a desire to go into business for themselves and control their own career destiny, a franchise with Royal LePage may be the ideal way to go. Potential franchisees must have a strong passion for the real estate industry and have strong local knowledge of their communities, Hindorff says. “Partner with a brand that shares common values and offers the best value and support.”

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REAL ESTATE ROUNDUP

Property Management Franchises

While real estate franchises help people buy, sell, and rent homes, property managers handle the day-to-day upkeep and tenant relations. Here are two franchises that provide property management services. Royal York Property Management

This property and rental leasing firm offers guaranteed rental income to the 13,000 properties in its network. Royal York Property Management offers its clients 24/7 support, with state-of-the-art technology and superior processes and systems. Currently there are 15 offices in Canada and Europe, and the brand is actively expanding globally. Franchisees benefit from a network of experienced property management experts and service providers, plus marketing support and cutting-edge tech.

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Summit Property Group Canada

Summit Property Group Canada offers facility management services, such as landscaping, building maintenance, security, snow removal, and more. The company provides these services to municipal, government, commercial, and public sector facilities. This award-winning franchise is currently expanding across Canada. Franchisees can expect to receive business coaching, marketing advice, comprehensive training, and the support of an established brand.

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Franchise Canada July | August 2023

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Resources

Clean Living Three spic and span franchises to consider in the residential cleaning services sector BY JOELLE KIDD

Residential cleaning franchises offer an important service for busy families and others who need help keeping their homes sparkling. This recessionresistant industry always sees high demand, but in the last few years has ramped up even more, as the pandemic opened customers’ eyes to the benefits of sanitizing their spaces. Franchise Canada spoke to three cleaning services franchises to find out why now is the time to enter an industry that’s sweeping the nation.

Franchise Canada July | August 2023

CLEAN LIVING Merry Maids Residential cleaning service brand Merry Maids offers its customers something more than just a clean home, says Tim Arpin, VP of franchise development for ServiceMaster Brands. “In the cleaning space, when it’s done well, what we are giving people—especially working moms or working families who are busy—is the freedom that comes from not having to spend the time in residential cleaning themselves. That’s what’s really unique and really great about this space: it’s a service-based industry. We spend our time in service of others, and it allows us to give that gift of time.” Merry Maids currently has nearly 500 franchise locations, including 450 in the U.S. and 40 in Canada. “Merry Maids brings more than four decades of experience and an advanced, time-tested cleaning process designed to help busy consumers reclaim time with their loved ones,” says Arpin. The brand’s prioritization of customer service means its franchisees focus on building trust and long-term, sustainable relationships with customers. “An ideal franchisee isn’t necessarily someone who comes from this space,” says Arpin. “We can teach you how to do this; that’s what we do.” Instead, he says, franchisees should have three traits: a customer service mentality, humility and willingness to learn, and “what we affectionately call ‘grit’”—the ability to work hard and push through whatever challenges arise. The brand provides in-depth training for new franchisees, including virtual and in-person onboarding that covers marketing, back-office management, hiring, customer

retention, and more. Once the business launches, a franchisee is assigned a business development consultant to help them navigate the challenges and opportunities that arise. “This is underpinned by the data of your business, so we use numbers to understand where things are going well and where there are opportunities for things to grow and improve,” says Arpin. “As they say in business, you can’t hit a target you can’t see, so the business intelligence on the data side allows us to see where our blind spots are in the business and accelerate our growth.” The residential cleaning industry “really stands outside of trend,” says Arpin. “The reality is, people will always want their homes cleaned.” That’s why success and growth come from providing customer service that goes above and beyond, like the case where a franchisee reached out to check in on the health of a regular client struggling with anxiety and depression. “We actually received a note from that customer to say how meaningful that was to them, to get that recognition and lifeline in a really important time.” Merry Maids helps its franchise partners succeed not only by cheering them on, but through coaching and mentorship, says Arpin. “It goes back to our mission, which is service to others, with cleaning as the output of that.”

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CLEAN LIVING Mint Maids The Mint Maids story began in 2016, when founder and CEO Vanessa Lazaroff was running her own business in a creative field. “It was a lot of work and not a lot of return,” she recalls. Balancing her ambition with her busy life with two kindergarteners, she knew she wanted to start a business that could grow and succeed while still giving her the flexibility she needed. “I wanted to be able to pick up my kids from school, I wanted to be present on the weekends. I was done with returning late-night emails. I really wanted balance.” This idea remains at the heart of this franchise system. Along with comprehensive training and support in day-to-day operations of their business, Mint Maids franchisees work with a personal work-life coach who helps “create boundaries, set goals, and create healthy business routines that won’t lead to burnout,” says Lazaroff. This holistic emphasis isn’t the brand’s only differentiator. A green cleaner, Mint Maids uses only eco-friendly cleaning products and practices. A sleek, modern look and an emphasis on leading technology also sets it apart. “We’ve taken cleaning, a traditional business, and made it modern, for our customers, our own team, and our franchise owners. We really leverage technology,” says Lazaroff. This means online booking for clients that takes only 60 seconds, and flat-rate pricing that doesn’t require an in-home consultation or estimate. Franchisees run their business through an app and online scheduling system that removes the need for a brick-and-mortar location and allows them to work from anywhere. This tech emphasis put Mint Maids ahead of the pack when the COVID-19 pandemic struck in 2020, since they already offered contactless payment and booking. The home cleaning industry is “massive,” says Lazaroff, and poised for even more growth. As for Mint Maids, “I think we’re about to explode. We’ve barely begun—you

could call us a start-up—but it’s a really exciting time to get in on the ground level for franchise ownership. We have a really aggressive and strategic growth plan over the next three years, and we are really gunning for it, and really excited.”

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Franchise Canada July | August 2023

CLEAN LIVING MOLLY MAID A Canadian-grown success story, MOLLY MAID sets itself apart in the home and commercial cleaning sector by providing a quality clean, and an exceptional experience. The key to this, according to president and CEO Aaron Abrams, is a rigorous selection process to find only the best franchise partners to work with. “With nearly eight in 10 Canadians familiar with our brand, we are truly a household name, which helps attract a lot of demand for our service,” Abrams says. “Our challenge, quite simply, comes down to labour and finding the best talent to work with us.” Prospective superstar franchisees must subscribe to the brand’s five core values: teamwork, caring, client-focused, leadership, and “all-in.” “We can teach just about every skill to run the business. In our opinion, that’s the easy part. But they really must have these core values if they’re going to be successful in the business,” says Abrams. This philosophy has been honed over decades, since MOLLY MAID was founded in Mississauga, Ontario in 1979. The brand started franchising just a year later. Families in which both adults work outside the home were just becoming commonplace in the 70s and 80s, Abrams notes, and founders Adrienne and Chris Stringer (along with Chairman Jim MacKenzie, who Abrams credits with making the brand’s reach global) wanted to create a business “that was going to support those families.” Today, MOLLY MAID still serves many busy families, but Abrams notes that there is increasing demand from another demographic: seniors. “Seniors make up an extremely large portion of our [client base] now, because this senior cohort, the Baby Boomers, are retiring wealthier than any senior cohort in the history of the country,” says Abrams. “By having more disposable income, they can spend time doing the things they love and have us do the cleaning for them.” The brand continues to evolve, with future plans involving a brand-new franchise model that allows MOLLY MAID to move into smaller territories. “We have

Aaron Abrams, President and CEO

some traditional franchises for resale and a few open markets, but we’ve largely sold out our large markets across the country,” says Abrams. As demand grew through the pandemic for cleaning services, MOLLY MAID launched a “Neighbourhood Franchise Model” to reach these smaller markets, which sees franchisees start as owner/ operator/cleaner and hire as they grow their business. When considering potential franchisees, Abrams notes that experience in the industry or in business ownership is far less important than value alignment. The MOLLY MAID training program involves independent learning, intensive in-person training, external finance and accounting courses, and on-site training when the business launches. Franchisees are also assigned a dedicated franchise coach, keep in touch through virtual training sessions and regional meetings, and have access to funds for lifelong learning. Ultimately, Abrams notes, “this is a people business … when [prospective franchisees] come in talking our values and our language, we look at this and say, ‘This is the kind of person we want on our team.’”

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THE GREAT

Three franchise opportunities that improve, beautify, and add to outside spaces BY GINA MAKKAR

When the days get longer and temperatures get warmer, Canadians yearn to expand their living space beyond the four walls of their homes. Check out three franchise brands that are helping their customers live an al fresco lifestyle and maximize the beauty of the great outdoors.

Franchise Canada July | August 2023

THE GREAT OUTDOORS

Hickory Dickory Decks A deck extends a living space and becomes the perfect place to dine, lounge, and entertain. CEO Tom Jacques started Hickory Dickory Decks in 1987 in Hamilton, Ontario, and quickly expanded across the country. Marketing director Charleigh Roberts says their systems are a cornerstone of their success. “Before starting to franchise, Tom made sure that the process to create a custom deck company was duplicatable and profitable.” With a strong reputation in the marketplace, the system boasts extensive marketing and advertising initiatives, and a dynamic online presence. When home makeover shows and reno reveals began to surge in the media, demand for beautiful, practical havens at home increased. Even in tougher economic times, the franchise continues to field project inquiries. “Having a fantastic brand presence and marketing program, our franchisees are frequently top of mind when someone is looking to have a deck added to their home,” says Roberts. Prospective franchisees should be ready to wear a lot of hats; they close deals, manage permits, and handle finances, among other duties. Organizational skills are vital to success. Roberts also says successful owners seek to grow the brand in their local market. Owning a franchise comes with plenty of benefits. Franchisees can work from home, which often creates a better work-life balance. They can also make their own schedules to avoid the peak nine-to-five commuter traffic. For those with an entrepreneurial spirit, multi-unit management offers the opportunity to expand and grow profits.

Once on board, franchisees go through an extensive training program, which includes a week-long sales course and a 10-day build training on site with the owner and a builder. A franchise manager is also assigned to each new franchisee to facilitate day-to-day operations. As the brand continues to grow, they’ve adapted to create enhanced lead tracking systems and CRM systems to help franchisees stay organized. An app helps digitize the sales process, creating a seamless, streamlined approach. Roberts says the key to franchisee success is to follow the system and trust the supports they’ve put into place. “All successful franchisees have started out by taking what they learn in the initial training and putting it to practice right away. The systems are in place because we know they work and those who follow them tend to see success at a quicker rate.” With locations strategically placed throughout Ontario, the brand recently began expansion east and west, and also has a U.S.-based location. “Our goal is to dominate the custom deck building industry and have our elite brand recognition expand across the country.”

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THE GREAT OUTDOORS

Puddle Pool Services Mark Amery, founder and CEO of Puddle Pool Services, is no stranger to great ideas. An entrepreneur at heart, he’s also the mastermind behind Toodaloo Pest & Wildlife Services and Gorilla Property Services. He even appeared on Dragons’ Den. In 2018, he took the plunge and started Puddle Pool Services. “The industry needed cleaning up. There were the mom-and-pop shops that would have two, three, or four vehicles but no real executive model and standards and systems,” he says. The company has grown to 12 franchisees and is looking to expand to the United States. During the pandemic demand for pools surged. “People got stuck with nowhere to go, and I think people are afraid that will happen again. Now they’ve got their own little oasis,” says Amery. Amery says Puddle franchisees can manage the system from anywhere. All the systems are online, and inhouse marketing and social media teams allow them to maintain control over quality. “I think one of the big advantages is our culture. It’s fun and it’s a great life. Building a lifestyle where you are making money along with it is always a bonus,” says Amery. “Everyone is happy and everyone is making money and has the same mindset.” He adds that low overhead and a recurring revenue model are also big draws of the brand. In fact, franchises can onboard in 42 days, and with a large commercial presence, they’re busy year-round with hotels, apartment buildings, and gyms. “It’s a fun industry. No one is ever upset by a pool. Technicians go to work in flip-flops!” Amery notes. Prospective franchisees should come with an open mind, a great attitude, and a desire to grow the business. “The system scales organically on its own. Our last three franchise partners were hiring someone and adding a new truck in month two.”

Training includes one week of virtual classes followed by a week of in-house training and job shadowing. “Then they’re out the door and generating revenue immediately.” Field operations staff are always on hand to offer support. Positioned to expand, the franchise doubled its expected growth within two years, expanding into the United States. Amery’s advice to franchisees is to follow the systems. “You’re joining a franchise model. Everything is done for you, so just follow the systems and it works.” He adds that a franchise is constantly changing and growing, and franchisees should also voice their opinions as the brand evolves. Finally, he advises franchisees to find a system they want to grow with. “Make sure it’s for you. Take your time and find your thing. It’s life-changing, so there’s no rush. The money will come as long as you're enjoying what you do.”

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Franchise Canada July | August 2023

THE GREAT OUTDOORS

The Grounds Guys What began with just 10 brothers and a single vision in 1987 has now grown into an industry-leading brand built on several key principles, including excellent workmanship, a commitment to customer satisfaction, and infusing real care into all that they do. With more than 250 locations in North America, The Grounds Guys is quickly becoming the go-to company for exceptional lawn care and landscaping services. The Grounds Guys president Lori Johnson says the franchise offers many benefits, including a supportive franchisor committed to career development, a familyfriendly workweek, and proven operations. With no need for a brick-and-mortar office, it boasts low overhead costs. It’s also recession resilient. After all, no matter what happens to the economy, the grass will continue to grow. “As with any career move or investment, running a franchise in this sector is equal parts hard work and job satisfaction,” says Johnson. “Franchise success requires a thoughtful approach to planning, marketing, and growing the business. However, a strong franchisor like Neighbourly is there to help The Grounds Guys franchise owners every step of the way.” With a large roster of North American franchise owners, The Grounds Guys offers a wealth of knowledge and the advantage of a seasoned system. High-demand services like lawn care and snow removal have a recurring customer base, and both residential and commercial clientele keep franchisees busy year-round. Scalable operations position franchisees for optimal growth. The Grounds Guys’ promise of excellence includes timely responses, safe and reliable equipment, branded vehicles, and an end result that exceeds expectations.

More than just emerald-green lawns and host-worthy spaces, the brand’s guiding CARE principles (Customers First, Attitude, Respect, Enjoying Life in the Process) are at the heart of its success. It also gives back to local communities by celebrating WeCare Week, where franchisees and volunteers support local charities with lawn maintenance, snow and ice removal, meal preparation, and more. Successful franchisees are keen and hardworking leaders with operational experience. Once on board, the Sure Start training system offers classroom-style learning in business operations, marketing, and more. On the ground, a franchise business coach is on hand for ongoing support, and regional and national gatherings provide the opportunity to glean the expert advice of other franchisees. Going forward, Johnson says The Grounds Guys will continue to refine the business model and focus on owner profitability. “We want to continue to be a remarkable company and part of that is keeping up with all the advancements in the economy and technology, by leaning into those advancements and automation in order to have that seamless customer experience.” Johnson offers this advice to potential franchisees: Be honest with yourself about why you want to get into franchising. What drives your interest? Whether it’s to build a family legacy, give back to your community, or find passion in a second career, the right driving force will be a road map to success.

Learn more at LookforaFranchise.ca

54 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

is pleased to present

a Special Franchise Focus on

CFA Award Winners

Franchise Canada July | August 2023

SPECIAL FRANCHISE FOCUS

Celebrating Franchising Excellence Celebrating the relationship between franchisors and franchisees is paramount to the Canadian Franchise Association’s (CFA) mission. First presented in 1992, the Awards of Excellence celebrate the mutual partnerships that embody our collective value of Growing Together®. The winners of the 2023 CFA Awards of Excellence in Franchising, Franchisee of the Year, Franchisees’ Choice Designation, CFA Recognition Awards, and Membership Milestones awards represent franchise systems in a range of industries, emerging and iconic, and all earning accolades and admiration from the wider franchise community. They excel in turning curious, entrepreneurial people into successful franchisees, and providing outstanding service to customers across their systems. Celebrate the extraordinary winners of the 2023 CFA Awards in this special franchise focus. These winning franchises, as voted by their peers, have championed excellent service and provided immense support to their franchisees, in addition to going above and beyond in their own unique ways. Read on to learn more about these award-winning brands and how they achieved the highest honour in Canadian franchising. 56 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS

2023 Franchisees’ Choice The Canadian Franchise Association Announces the 2023 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 Canadian Franchise Association (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 Sherry McNeil, president and CEO of the CFA. “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 https://cfa.ca/blog/2023-franchise-choice-designation/.

58 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.

THANK YOU TO OUR

FRANCHISEES

WE APPRECIATE OUR FRANCHISE COMMUNITY FOR THEIR CONTINUED SUPPORT IN BUILDING OUR SUCCESSFUL BRANDS. 95 YEARS OF FOOD, FAMILY & COMMUNITY 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 and marketing 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, AB and Ontario. We wouldn’t be where we are today without our dedicated franchise community. Thank you, we look forward to many more years. LET’S TALK ABOUT A DELICIOUS PARTNERSHIP Real Estate Inquiries Dylan Toigo P: 604.874.5606 C: 604.644.8286 E: dylant@tripleos.com

Tripleos.com | Whitespot.ca

Franchise Inquiries Karen Dosen P: 604.326.6701 E: karend@tripleos.com

SPECIAL FRANCHISE FOCUS

The 2023 Franchisees’ Choice Designees Are: (in alphabetical order)

60 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE WITH CANADA’S UNDISPUTED

FRIED CHICKEN

LEADER WE’VE GOT THE FINGER LICKIN’ GOOD RECIPE FOR SUCCESS.

BE PART OF A GLOBALLY ICONIC BRAND BACKED BY 7O+ YEARS IN BUSINESS, 27,000+ RESTAURANTS IN 146+ COUNTRIES, AND $23+ BILLION IN SYSTEM SALES.

We’re developing the restaurants of the future, with a uniquely digital focus. We’re exploring automation, smart kitchens, premium ordering kiosks, new order tracking systems, and a variety of innovations that will have us well-positioned to continue serving Canadians high-quality, fresh, Canadian farm-raised chicken under any circumstance. KFC is is prioritizing recruitment in Quebec, British Columbia, Toronto and all small-town markets nationwide.

JOIN COLONEL SANDERS’ CANADIAN FAMILY. Franchise Application: KFC.CA/Franchise Real Estate Inquiries: KFC.CA/Real-Estate

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, the CFA has created special logos that these franchise systems can use to display their consistently high scores from their franchisees. The 2023 Franchisees’ Choice 13-Year Designees Are:

The 2023 Franchisees’ Choice 12-Year Designees Are:

The 2023 Franchisees’ Choice 11-Year Designees Are:

The 2023 Franchisees’ Choice 10-Year Designees Are:

The 2023 Franchisees’ Choice 9-Year Designees Are:

The 2023 Franchisees’ Choice 8-Year Designees Are:

The 2023 Franchisees’ Choice 7-Year Designees Are:

The 2023 Franchisees’ Choice 6-Year Designees Are:

The 2023 Franchisees’ Choice 5-Year Designees Are:

62 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

WINNER OF THE

2023 BRONZE

AWARD OF EXCELLENCE

OWN THE FRESH CHOICE IN FRANCHISING. Edo Japan serves fresh, delicious Japanese-style food at more than 180 locations making us one of the most popular and successful franchise chains. We are well established in Western Canada and are now successfully expanding throughout Ontario.

Canadian owned and operated.

NOW ACCEPTING FRANCHISEE APPLICATIONS. franchising.edojapan.com

SPECIAL FRANCHISE FOCUS

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

GRAND PRIZE WINNER TRADITIONAL FRANCHISE Inspiration Learning Center – Tutoring And Private School

GRAND PRIZE WINNER NON-TRADITIONAL FRANCHISE EverLine Coatings and Services

Left to Right: Brian Bazely, Lisa Bazely, Leanne Shanks, and Luke Bazely of Driverseat Inc.

John Evans, President of EverLine Coatings and Services

Jamie Berube, President & CEO of WP Creations

NON-TRADITIONAL FRANCHISES 6-15 FRANCHISEES

NON-TRADITIONAL FRANCHISES 16-29 FRANCHISEES

NON-TRADITIONAL FRANCHISES 30+ FRANCHISEES

GOLD Driverseat

GOLD EverLine Coatings and

GOLD WP Creations LifeCasting &

SILVER TWO MEN AND A TRUCK

SILVER Paul Davis Restoration

BRONZE CertaPro Painters

BRONZE Right at Home Canada

SILVER Prep’n Sell BRONZE Fire-Alert Franchising Ltd.

Services Canada

64 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

Jewelry Studios Canada

SPECIAL FRANCHISE FOCUS

Angel Kuang (third from left), founder of Inspiration Learning Center, with her team

Ashley Caldwell of McKenzie Lake Lawyers accepting the Gold Award on behalf of WillowBrae Academy

TRADITIONAL FRANCHISES 6-15 FRANCHISEES

TRADITIONAL FRANCHISES 16-29 FRANCHISEES

GOLD Inspiration Learning Center –

GOLD Willowbrae Academy

Tutoring And Private School SILVER UROSPOT BRONZE Score Pizza

SILVER MaxWell Realty Inc. BRONZE Symposium Cafe

Restaurant & Lounge

BRONZE White Spot Restaurants

Paul Volk, Director of Operations at Triple O’s Restaurants

TRADITIONAL FRANCHISES 30-99 FRANCHISEES GOLD Triple O’s SILVER FASTSIGNS International BRONZE Print Three Franchising

Corporation

BRONZE Edo Japan

Meet the CFA’s 2023 Franchisees’ Choice Designees! Are you looking to partner with a top franchise that’s committed to your success? If so, you’re in the right place! Find the full list of winners at cfa.ca/ lookforafranchise/ top-franchises/

Kerry Boarder, National Franchise Director at McDonald’s Restaurants of Canada and Jeff Horst, CEO of RocketBarn

TRADITIONAL FRANCHISES 100+ FRANCHISEES GOLD McDonald’s Restaurants of

Canada Ltd.

SILVER Pizza Nova BRONZE Quesada Burritos & Tacos

Franchise Canada July | August 2023

SPECIAL FRANCHISE FOCUS

Membership Milestones Every time a franchise joins and renews its CFA membership, it amplifies the voice of the collective and commits to excellence in franchising. And membership helps 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 2023.

35 YEAR MILESTONES • McMillan LLP • TBC Corporation

30 YEAR MILESTONES • A&W Food Services of Canada Inc. • Mandarin Restaurant Franchise Corporation • Oxford Learning Centres, Inc. • Restaurant Brands International (RBI) • Snap-On Tools of Canada Co. • White Spot Restaurants

25 YEAR MILESTONES • As You Like It Marketing & Communications • BELFOR Franchise Group • Kumon Math and Reading Centres • Morrison Brown Sosnovitch LLP

20 YEAR MILESTONES • Global Bancorp Inc. • Minuteman Press International • Pizzaville Inc • Sunset Grill Restaurants Ltd. • The Lunch Lady Group Inc.

15 YEAR MILESTONES • Chairman’s Brands Corp. • Clear Summit Group • COBS Bread • Color Glo Canada Inc. • Fix Auto • Hallmark Cards Canada • National Bank of Canada • PuroClean • TPC Tax Planning Centre Ltd.

10 YEAR MILESTONES • Anago Cleaning Systems, Inc. • Dickinson Wright LLP • Dogtopia • Driverseat Inc. • FirstService Brands • HIPS MB LTD. • Obsidian Group • Pacini • Plave Koch PLC • Reshift Media • Welch LLP

66 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

5 YEAR MILESTONES • ActionCOACH Canada • B-Protek Concrete Resurfacing • CADMEN Barbershop • City Wide Facility Solutions • D Spot Dessert Café • End Of The Roll • Foxy Box Laser & Wax Bar • Fully Promoted Canada • Insuranceland Inc. • Lindsey MacCarthy LLP • Loaded Pierogi • Mann Lawyers LLP • MNP LLP • MrTaxes.ca Franchising Inc. • MVP Modern Barbers • Osmow’s Inc. • Packaging Depot • Ramen Misoya • Simplicity Car Care Inc. • Water Babies • WP Creations LifeCasting & Jewelry Studios

FIRST NATIONAL PAVEMENT MAINTENANCE FRANCHISE B2B BUSINESS MODEL / ESTABLISH REPEAT ROUTES / DRIVE RECURRING REVENUE / SELL SAVINGS!

Pavement is an Asset, and it’s Everywhere

$29B Industry, Unsophisticated Competitors, Recession Resistant

Market Leading Technology

Startup Costs Investment Range: $164,744 - $332,443

Financial Performance Gross Sales*: $2,776,721

Proprietary ‘Preventative Pavement Maintenance Program’, Innovative Solutions, & Diverse Service Offering

Gross Sales Less COGS & Disclosed Expenses*: $919,433

We Save Businesses Money

*Corporate Location in Calgary

B2B, Recurring Revenue, Simple Trade & Safe Equipment, & Semi-Absentee Opportunity

Founded by Franchisees, Built for Franchisees Fully Integrated IT Suite, National & Regional Account Opportunites, Thorough Support Systems

Strong Financials

Avg Gross Sales (All Locations): $970,371 Net Worth: $250,000

Low Startup Cost with Unlimited Profit Potential, Lease or Buy Investment Option, Strong Revenue Potential

Recognized by the Franchising Industry

CFA Awards of Excellence Winner, Seen on CBC’s Dragon’s Den, 100% Recommendation Rate from Franchisees

For Canada Franchise Information www.everlinefranchise.com or 866-516-2969

Liquid Capital: $75,000

SPECIAL FRANCHISE FOCUS

Franchisee of the Year The CFA Franchisee of the Year Award is presented to franchisees who have demonstrated an overall star quality within their franchise. Awards are presented to Gold, Silver, and Bronze franchisees in the Traditional category (brick and mortar locations) and in the Non-Traditional category (mobile or home-based franchises), all of whom have been franchising with their brand for at least two years.

TRADITIONAL FRANCHISES

NON-TRADITIONAL FRANCHISES

GOLD

SILVER

Annalisa Cilla, Scholars Education

Brad Wheeler, TWO MEN AND A TRUCK Canada

Daksh Patel, Quesada Burritos & Tacos

Kevin Simpson, ActionCOACH

BRONZE

Benoit Chevrier, Batteries Expert Annalisa Cilla, Scholars Education

Brad Wheeler, TWO MEN AND A TRUCK Canada

A lot has changed since 1963 but our love of family, friends and pizza has stayed the same. Thank you for choosing Pizza Nova. From our family to yours – MILLE GRAZIE TO OUR FRANCHISEES!

68 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS

Recognition Awards The CFA’s Recognition Awards celebrate individuals and franchise systems for their outstanding achievements, contributions, and philanthropic endeavours in the franchise community. DISTINGUISHED FRANCHISE SUPPORT SERVICES/ SUPPLIER AWARD Recognizes a person or company for their efforts and contributions in supporting the franchise industry and the Canadian Franchise Association at large. DIVERSITY AND INCLUSION CHAMPION 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. HALL OF FAME AWARD Presented to a franchise company in recognition of outstanding performance over a significant period of time, high brand recognition, and solid business performance.

LIFETIME ACHIEVEMENT AWARD This award recognizes a franchisor, franchisee, or a support services provider who demonstrates exceptional achievement and contribution to Canadian franchising and the community at large throughout one’s lifetime and career in franchising. OUTSTANDING CORPORATE CITIZEN AWARD Given to a franchise system that has demonstrated genuine and ongoing concern and support for a community or social service group(s), based on their philanthropic innovation, support, and impact to the community whether on a local, regional, national or global scale. VOLUNTEER LEADERSHIP EXCELLENCE AWARD In the spirit of passion for franchising and the Association this award is given to an individual who, through their volunteer activities and work as an ambassador for franchising, helps the CFA grow, evolve, and deliver on its Purpose and Mission.

Our Franchisees have spoken! 2023 AWARDS OF EXCELLENCE & 2023 FRANCHISEES’ CHOICE DESIGNEE

Thank you

for rating us highly for our leadership, business planning and marketing, training and support, ongoing operations, and franchisee relations. We are proud to receive these honours from the CFA and our very own franchisees. Our franchisees’ hard work and dedication is the reason for our continued success!

Be part of an award-winning franchise that has been highly rated by its franchisees. For more information, visit www.joinmaxwellrealty.ca

Franchise Canada July | August 2023

SPECIAL FRANCHISE FOCUS

Distinguished Franchise Support Services/Supplier Award: Cassels Brock & Blackwell LLP

In recognition of Cassels Brock & Blackwell’s exceptional efforts and contributions in supporting the Canadian franchise community through extraordinary involvement in CFA advocacy and education programs. Since joining the CFA in 1997, Cassels Brock & Blackwell has been an active participant in various CFA committees, including the CFA Board of Directors, CFA Franchise Law Day Committee, Legal and Legislative Affairs Committee, National Convention Committee, Nominating Committee, BC Labour Relations Board Committee, the Changing Workplaces Review Task Force, Education Advisory Committees, and has spearheaded innumerable subcommittee and task forces supporting CFA’s advocacy and government relations on behalf of the Canadian franchise community. Their involvement in these committees has demonstrated their commitment to advancing the Canadian franchise industry and the CFA at large.

Cassels Brock & Blackwell has also contributed significantly to the CFA’s educational programming, regularly speaking at events and contributing articles. The company has also assisted a large number of CFA members in navigating through the franchising process, providing expertise in disclosure documents, franchise agreements, trademarks, and more. Their support of the CFA’s Franchise Your Business seminar series has been invaluable, providing aspiring franchisors with the necessary tools and knowledge to become successful. The company’s involvement in CFA advocacy has been instrumental in advancing legislation that supports the franchise industry, such as the Temporary Emergency Wage Subsidy, Canada Emergency Wage Subsidy, Canada Emergency Business Account and Top Up Funding, Canada Emergency Commercial Rent Assistance, Canada Emergency Rent Subsidy, and the Common Employer Doctrine. Cassels Brock & Blackwell also supports the CFA’s programming year-round as a CFA National Sponsor.

Diversity & Inclusion Champion Award: Pizza Pizza Limited

In recognition of Pizza Pizza Limited’s exceptional leadership and contribution towards promoting diversity, equity, and inclusion in the franchising community in Canada. Pizza Pizza is committed to fostering a culture of inclusion and belonging, and has made significant strides towards ensuring meaningful representation and dismantling barriers to economic opportunity for all, including Black, Asian, and other racialized communities, Indigenous peoples, members of the LGBTQ+ community, persons with disabilities, and women. Pizza Pizza’s workforce currently consists of 60 per cent racialized persons and 37 per cent gender-diverse individuals, which is a testament to their commitment to diversity and inclusion in their workplace. In 2021, Pizza Pizza signed the BlackNorth Initiative pledge to address the concerns and needs of their diverse employees and increase equity for all. This pledge is a demonstration of Pizza Pizza’s commitment

to creating a more inclusive and equitable society. Through this pledge, Pizza Pizza is committed to addressing, honestly and head-on, the concerns and needs of their diverse employees and increasing equity for all, including, but not limited to, Black, Asian, and other racialized communities in Canada, Indigenous peoples, members of the LGBTQ+ community, persons with disabilities, and women. That same year, Pizza Pizza established a partnership with the BlackNorth Initiative to continue their work towards diversity and inclusion. They have also created their first Diversity and Inclusion Council, which leads the charge in fostering organizational change through establishing, leading, and monitoring D&I activities internally and externally. The Council holds the company accountable to its goals and ensures that diversity and inclusion remain at the forefront of the company’s priorities.

70 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS

Hall of Fame Award: Yum! Brands

In recognition of Yum! Brands’ outstanding performance over many decades in the Canadian franchise community; demonstrating exceptional business performance, leadership, and growth. Yum! Brands has been serving customers in Canada through their iconic banners of KFC, Pizza Hut, and Taco Bell for over 65 years through more than 630 restaurants. As a global leader in the quick service restaurant category, operating in 290 countries with over 55,000 locations and over a million franchise system employees, Yum! Brands has truly made its mark on franchising in Canada and around the world. In 2022, Yum! Brands experienced eight per cent system sales growth, four per cent same-store sales growth, six per cent unit growth, and over $5.9 billion in total system sales.

Yum! Brands has consistently shown a commitment to excellence and innovation, as evidenced by their recognition as one of the Aon Hewitt Top Companies for Leaders in North America and their inclusion in the inaugural Bloomberg Gender-Equality Index. The company’s restaurant brands – KFC, Pizza Hut, and Taco Bell – are leaders in their respective categories, and their dedication to sustainability and corporate citizenship has earned them a spot on the Dow Jones Sustainability North America Index, 3BL Media’s 100 Best Corporate Citizens of 2022, Newsweek’s Most Responsible Companies, and the 2022 CFA Outstanding Corporate Citizen Award.

Lifetime Achievement Award: Peter H. Thomas

In recognition of his exceptional and significant contribution and commitment to franchising in Canada and abroad; demonstrating vision, leadership, and excellence throughout his career. Peter H. Thomas is a true visionary and leader who has demonstrated exceptional achievement and contribution to the Canadian franchising industry throughout his career. He is a former Chairman of Century 21 Real Estate Canada Ltd., which became the largest real estate network in the country under his guidance. He sold the company in 1987, as the largest real estate network in the country at that time.

In 2011, Thomas founded Thomas Franchise Solutions, a private equity firm with franchising as its core expansion strategy in developing businesses. His leadership and vision have helped brands like Dogtopia expand to over 185 locations across Canada and the U.S. with $65 million in revenue. Throughout his career, Thomas has been recognized for his excellence and influence with several distinguished awards. Through his mentorship and service as a role model, he has made significant contributions to the Canadian franchise community, demonstrating exceptional achievement and commitment.

Franchise Canada July | August 2023

SPECIAL FRANCHISE FOCUS

Outstanding Corporate Citizen Award: Mary Brown’s Chicken

In recognition of Mary Brown’s Chicken’s demonstrated commitment to community, hospitality, youth, and generosity. Mary Brown’s Chicken has shown a strong commitment to supporting social service groups and philanthropic efforts in its communities. Mary Brown’s proudly stands behind its mandate to provide safe, supportive places where children and youth can experience new opportunities, overcome barriers, and develop the skills they need to succeed. As the official national corporate sponsor of BCG Canada (formerly Boys and Girls Club), Mary Brown’s Chicken has donated $150,000, hosted BCG’s second annual Fundraising Day, and launched programs celebrating youth leadership and achievement at Clubs across Canada. The company also launched an initiative in 2022 to bring Ukrainian refugees to Canada and raised

funds to support Hurricane Fiona flood victims in Newfoundland & Labrador. The brand also provided hundreds of food drops across Canada during the pandemic to support front-line workers. Mary Brown’s Chicken encourages franchisees to get involved in their local communities and make a difference. This integration into the corporate culture and profile given to the support recipient organizations make Mary Brown’s Chicken an ideal recipient for this award. Through these initiatives, the brand has made a significant impact on the lives of those in need, both locally and nationally. The integration into the corporate culture further demonstrates Mary Brown’s Chicken’s commitment to philanthropy, sustainability, and social responsibility.

72 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FRANCHISE FOCUS

Volunteer Leadership Excellence Award: Kirk Allen, Reshift Media

In recognition of his dedication and contributions in volunteer leadership, as a CFA ambassador, and service to the CFA member community. Over the past decade, Kirk has actively contributed to the CFA in many ways. Since becoming a CFA member in 2013, he has served as a National Sponsor, member of the Board of Directors, Chair of the FSS Committee, member of the Executive Committee, and member of the Renewal Committee. In recognition of his efforts, Kirk was awarded the 2019 Distinguished Franchise Support Service/Supplier Award. Kirk advocates strongly for community-building and has created several programs and learning events to connect members and facilitate future business

opportunities. He is an ambassador for the CFA’s onboarding program and often provides his invaluable expertise to new members. Kirk regularly contributes articles and speaks at numerous CFA events each year. His contributions have been significant, and he has assisted in the CFA’s lobbying efforts on legislation which impacts the greater community. Reshift Media, Kirk’s company, has built all of the CFA’s website properties, demonstrating his commitment to the franchise industry in Canada. For his tireless work, commitment to the industry, and dedication to volunteer leadership, Kirk Allen is a deserving recipient of the Volunteer Leadership Excellence Award.

CANADA CONGRATULATES

Brad & Elysha Wheeler

Each franchise is independently owned and operated.

WINNERS OF THE TOP PRIZE AWARD, THE CFA FRANCHISEE OF THE YEAR.

“With the knowledge and power of the TWO MEN AND A TRUCK® brand and the incredible support of Home Office, they make success that much easier.” - Brad Wheeler, FRANCHISEE

Franchise Canada July | August 2023

SPECIAL FRANCHISE FOCUS

THE SKY'S THE

LIMIT 17 Consecutive Years of Same Store Sales Growth

KIDS/PETS/FAMILY SERVICES

NEW CFA MEMBERS ACROSS CANADA

SPECIAL FOCUS ON BEAUTY, HEALTH, AND FITNESS NOVEMBER | DECEMBER 2023

Realize your full potential with Mary Brown's Chicken!

Meet the 2023 CFA Franchisee of the Year Award winners in the upcoming issue of Franchise Canada!

A Canadian Franchise Association Publication / FranchiseCanada.Online

POWER YOUR FRANCHISE SEARCH WITH

Subscribe for FREE at FranchiseCanada.Online

Canadian Franchise Association’s Franchisees' Choice Award, 13 straight years Canada’s Best Managed Companies, 2019�2023 2022 Company of the Year, Foodservice & Hospitality Magazine Big Mary® named Canada’s Best Chicken Sandwich, Daily Hive Canada’s Best Chicken Restaurant, Daily Hive

2019 - 2023 | Gold Standard

The November/December issue celebrates excellence in franchising as we highlight the stories behind some of the strongest franchisees and brands in the industry. Get inspired to achieve entrepreneurial success as we highlight the accomplishments of the CFA Franchisee of the Year Award winners.

STAY TUNED! franchising@marybrowns.com

Canadian Franchise Association

www.cfa.ca | www.LookforaFranchise.ca

Paint, By the Numbers CertaPro Painters® multi-unit franchisee Paul Guenette breaks down the benefits of buying a resale BY JOELLE KIDD

esales—when a prospective franchisee buys an existing franchise from the outgoing business owner rather than from the franchisor—have benefits for franchisees who want to take on an existing business rather than building from the ground up. But, a healthy resale program is also beneficial to a franchise system as a whole. “Succession and a strong resale program ensure the right entrepreneur is running the business at the right time,” says David Barron, general manager of M&A and resale for CertaPro Painters®. For the North American painting franchise, resales help ensure the sustainability of the brand. It helps struggling franchisees find a good exit, while successful franchisees are motivated to invest even more in their business to increase its resale value. Not to mention, new franchisees see the prospect of selling at a future gain as a big draw. “It supports the brand,” says Barron. “Good people in and good people out!” Franchise Canada spoke with franchisee Paul Guenette, who has owned the London, Ontario location of CertaPro Painters® since 2011, and recently purchased a second location in Waterloo through a resale. “If I had to do it all over again, I’d buy a resale, every time,” says Guenette.

Franchise Canada July | August 2023

PAINT, BY THE NUMBERS tomer service expertise that CertaPro boasted. “And the third reason was, I could see the commitment to strong support from the corporate group. There was a tremendous two-year development program, and it was just a culture I wanted to be a part of.” What makes CertaPro Painters® distinct is the commitment to customer service, Guenette says. “As I always say to my team, we’re not just looking for ‘satisfactory.’ We’re not looking just for ‘good,’ but for a truly extraordinary experience—and not some of the time, not most of the time, but each and every time. That’s really hard to do, but that’s what we’re quite obsessed with.” This extraordinary experience follows from the initial contact with the customer—through the brand’s website or call centre—through to the estimating process, service, and invoicing. As the largest painting contractor brand in North America—the Philadelphia-based franchise system has more than 480 locations in Canada and the U.S.—CertaPro has access to great vendor rates, cutting-edge technology, comprehensive operational support, and an integrated multi-channel marketing program, Guenette says. These benefits have made him glad he took the leap from the banking boardroom to the painting biz.

An unexpected road to success Prior to becoming a CertaPro franchisee, Guenette’s career took him in a totally different direction. “I’m not going to say I laid in bed at night dreaming about being a painting contractor,” he recalls. “It was not on my radar at all.” Instead, Guenette was working in finance. He spent 23 years at one of North America’s largest banks, including 10 years in an executive role. But he always had the entrepreneurial itch. “I knew I’d always wanted to run my own business at some point,” he says. He made the decision to strike out on his own and worked with a franchise broker to find the right fit for him. CertaPro was among the many businesses the broker showed him. “He said, ‘This one I think is perfect for you,’ and I dismissed it,” Guenette remembers. “I said, ‘Are you serious? Painting things?’” The broker explained that it wasn’t about having an interest in painting; it was about managing and finding a franchise system with the right culture and support. When Guenette looked closely at CertaPro, he found just that. “I landed on CertaPro for three reasons. For one, its values were really closely aligned with mine, and that was important to me. Secondly, I just saw a tremendous opportunity in the painting space,” Guenette recalls, noting that though the London area had plenty of independent painting businesses, none had the reach and cus-

Resale revolution A decade after building his first location from the ground up, Guenette had the opportunity to buy the Waterloo territory from the owners through a resale. While much of the due diligence process was the same, Guenette says he discovered the ease of purchasing an existing business. “The beauty of a resale is you’re not starting from scratch [...] It has everything, from premises to equipment to relationships with customers to staff, website, phone lines. All the stuff you need to set up when you’re first starting, it’s already there,” he says. “The brand has already been established, and the other great part is, you already have ongoing recurring revenue from existing relationships. So from a cash flow perspective, it’s much easier to start with a resale.” Even with a resale, he notes, it’s important for a prospective franchisee to still do their due diligence to decide whether the business is the right fit for them. The franchisor also still needs to approve the potential buyer. A resale can also be slightly more complicated in the purchasing process, he adds, since the prospective franchisee is negotiating with an existing business owner rather than purchasing from the corporate entity. “With a start-up, you’re buying a concept, and [the franchisor] provides you with all kinds of data about other start-ups and how the organization in general does, lots of averages and everything else. But it’s really a bit of a leap of faith,” Guenette points out. With a resale, on the other hand, “you have a track record of financials, and you can see how that concept has worked in the market.”

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PAINT, BY THE NUMBERS

That said, it’s important for prospective franchisees to consider what skills and experience they will bring to that specific business. Guenette suggests asking: “Do I think I have the same skill set as the existing owners? Do I think I’m better, or different, than the existing owners? Do I have a gap that I need to fill through a hire?” The tradeoff for all these benefits is that purchasing a resale often costs more than buying a new location, Guenette says. For someone just starting out in the industry who wants to gain experience, the hands-on aspect of a start-up can also be a great way to build skills, even if the road to profitability is longer than with a resale. “While the price of admission is higher for a resale than a virgin territory, if I had to do it all over again, I would have absolutely chosen the [resale] route,” says Guenette. “It’s that ability to hit the ground running, and bring your skills to the table to take that business to the next level, vs. the slow growth trajectory which is pretty typical in a start-up.” The role of support When he first started his CertaPro business in 2011, Guenette was a one-man operation, which he says gave him the opportunity to learn the business from the ground up. Now he has a full staff at that location and the second territory in Waterloo. Having moved into more of a management role, he splits his time equally between the locations. “I’m blessed to have an extraordinarily capable leadership team who really oversee the functional areas of the business on a daily basis, and I support them and guide them the best I can,” he says. One of the best things about owning a CertaPro franchise is the support from the franchisor, Guenette says.

“CertaPro is very good at providing the support you need, when you need it. They drive the brand marketing, they develop the appropriate systems, relationships with great vendors.” Despite this, he says, the corporate team is “relatively hands-off,” giving him the day-to-day freedom to run his business. “The support is tailored to each franchisee’s needs.” Guenette also serves on the CertaPro Painters® Franchise Owners Association, which is a franchisee advisory board. “We spend a lot of time thinking through issues and challenges together. I think CertaPro absolutely recognizes that they won’t be successful unless the franchise body is successful. So it’s a very collaborative and collegial relationship.” Other franchisees have also been a great source of support. “There were always lots of people I could call who might walk me through things on the phone, or I could go visit them, or they might come visit me. I think everybody recognizes [that] if we work together, the organization itself will grow and improve.” Overall, a healthy resale program in a franchise system benefits both prospective franchisees and the overall brand. Resales provide opportunities for aspiring entrepreneurs to take over existing businesses with established infrastructure and customer relationships, while also ensuring the sustainability and growth of the franchise.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

The Franchise Tool Kit

Seven skills you need to bring to the table when franchising BY DANIEL MCINTOSH

t its core, franchising is about a symbiotic relationship. The franchisee gets access to a proven system, where the franchisor has already created a marketing strategy, considered location details, and completed a traffic analysis for the territory and/or location. The franchisor gets to expand their vision with like-minded franchisees who all want to see the brand succeed. But some keys to success, like interacting with your staff and customers, lie squarely with you, the franchisee. Before you turn the key for the first time, read on for seven critical skills prospective franchisees need to bring to the table to find franchise success. 1. Breaking even and profiting You might love the product you’re offering. Maybe you love it so much you’d even work at the business for free, given the opportunity. But bills still need to be paid, so getting to that crucial break-even point is necessary. Potential investors and franchisors want to see that you’ve considered the relevant costs and revenue levels required to reach a break-even point in the business. Understanding how your costs break down can help you determine when you’ll be approaching the point of profitability. There are many factors that go into any given franchisee’s profitability, and you probably chose your franchise with hopes that it would be successful, so you can look to the franchisor for help in estimating your future profitability. Specifically, item 19 of the Franchise Disclosure Document (FDD) covers financial performance representation, which provides historical information about sales and financial data of the business overall. Along with reviewing this section in each FDD in granular detail, franchisees should reinforce the information by asking the franchisor questions like:

• W hat’s the gross revenue of a similar location in this area? • How long have previous franchisees taken to break even? • W hat type of profit margin should I expect? While these questions won’t give a definite answer for your location, a good franchisor should be able to estimate your business’ profitability. After all, you both want to see the location succeed! If you happen to hit any setbacks along the way, identifying the internal and external factors like the location traffic or a particular underperforming team member can help determine what’s limiting the profitability of the business. Once you find the symptom, you can work to cure it. Develop an understanding of how your store is being affected and implement a strategy to solve it. 2. Controlling costs Savings start on the balance sheet. If you’re looking to maximize your profits and cut your losses, check out your recurring costs and see where you can save. If you know your customers almost always order medium-sized drinks over small, cutting down the amount of small cups you receive in your weekly shipments can help you reallocate funds to more useful areas, or simply put some of that cash aside in your franchise’s rainy-day fund. 3. Hiring and retaining staff Unless you plan to run an owner-operator franchise, chances are you’ll need some help. Besides, most franchisees see hiring their first employee as a rite of passage. So how can you select the right person for the job and ensure they want to stay for a long time? Some franchisees use KPIs to analyze employee success and focus on which areas need improvement. Here are some methods franchisees can take to find—and keep—good talent and prevent high turnover.

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THE FRANCHISE TOOL KIT •C ompetitive pay: Money talks. Offering higher pay than your competitors and raises for good performance is a great way to keep good employees around. •U pskilling: The reward for good work is more work. Training junior staff senior duties shows them that you’re invested in their growth, along with the growth of the brand. It also builds trust with the staff. Trust makes employees feel valued and investing in their development provides an opportunity for them to feel central to the company. •R eferrals: Continue to recruit awesome talent by sourcing from the best–your existing employees! Ask them to help with the staffing situation by recommending colleagues for open positions. Additionally, offer referral bonuses for successful hires of new team members. 4. Customer service While franchising ensures that you’ll have a proven system to fall back on, it takes a little extra effort to capture customers in new markets. Knowing how to keep customers happy and returning is required to generate sales and maintain a positive relationship with your client base. Your business can be the best of the best, beloved by its local community, and thriving year over year, but no matter how well run, efficient, and well-liked your franchise location is, you’re still tied to the national franchise’s identity. If there are issues with the overall brand, it may impact your individual location. You need to be ready to handle the reality of being a team player and managing the reputation that comes with it; you aren’t a solo star. You’re also the courier between your local community and the franchise at large. No matter what issues may arise, it’s important for you to maintain strong relationships with your customers, to keep them flowing through your location. 5. Staying true to the brand Franchising can be freeing, in a managerial and financial sense, but being your own boss has certain limits when you’re a franchisee. While you may enjoy some independence in your decision-making, there are many facets of the business that are directed by the franchisor’s brand standards and policies. Maintaining consistency across all franchise locations is paramount to keeping customers satisfied, no matter where they are. Certain parameters are put into place to maintain the uniformity of the brand at large, and it’s one more aspect of the business taken care of, so you can focus on running your franchise to the best of your ability. Following the guidelines laid out by the franchisor ensures you can find the repeatable success that’s at the heart of franchising. If you prefer to fully carve out your own path rather than follow the one set out for you, franchising may not be the right business ownership model for you.

6. Managing growth into multiple units If your individual franchise location is running smoothly with help from an efficient team, and you’re saving costs while earning profit, it might be time to expand to additional units. The decision to reinvest your profits can be a tough one to make, as most franchisors don’t have training specified for making the jump from single- to multiunit operations. You’ll have to develop your leadership skills to become adept at maintaining operations at multiple locations—you can’t be in two places at once. Moreover, you can risk losing all of your units if one of them fails. Even an experienced franchisee must carry out the proper due diligence when purchasing a new location. In the case of purchasing a resale franchise, especially if the location was previously hindered by ineffective ownership, outsized operating costs, or other factors, you need to ensure that the conditions are stable enough to turn the operations around. 7. Becoming an effective leader Developing the qualities of an effective leader is essential in managing staff. The best way to encourage retention is by simply being someone worthy of trust. As a matter of fact, effective leadership at the franchisee level creates more leaders in the form of unit managers and employees. Effective franchise leaders should be/have: •A daptable: Establishing a profitable franchise can be a long process, and you need to be able to tweak your business approach to stay on top of any changes. Factors as large as legislation or as small as limited stock can impede your progress, so it’s important to stay current with all aspects of your business. •T he ability to delegate in order to scale the business. Especially when it comes to multi-unit ownership, franchisees must trust their store managers to act in the business’ best interests. Micro-managers run the risk of facing burnout, alongside the general impossibility of being in two places at once. •S trong communication skills to address issues and get your franchise’s goals across to everyone involved in the business. As much as the franchisor sets you up for success with onboarding and training when you join a system as a new franchisee, there are numerous tools you need to bring with you or develop through experience. Handling the finer issues of management, operations, and staffing is strictly your responsibility as a franchisee, and your success relies on putting these skills and abilities into practice. Whether you’re just beginning your franchise journey, or you’re well on your way, these seven skills are a framework for success that will certainly be an asset. By sharpening these skills, you’ll be prepared for any challenges the experience throws at you.

Franchise Canada July | August 2023

THE DEFINITIVE VOICE OF INTERNATIONAL FRANCHISING, AND YOUR ESSENTIAL GROWTH PARTNER

Global Franchise is the unmissable resource used by countless international franchising professionals from around the world. Comprised of an award-winning print magazine, special regional and sector reports, digital editions, video, website, podcast, newsletters, awards scheme, and exclusive Global Franchise Pro member content, it’s truly the one-stop-shop that your organization has been looking for.

Founders, investors, and entrepreneurs alike turn to Global Franchise when keeping up with the latest industry news and trends. And with the recent introduction of Global Franchise Pro, the Global Franchise experience is now supercharged. Interested in discovering brand-new franchise concepts, funding your expansion, or learning from the titans of industry? Look no further.

DISCOVER A WEALTH OF INTERNATIONAL FRANCHISING EXCELLENCE AT GLOBAL-FRANCHISE.COM Want to advertise your franchise brand to our vibrant audience of high-net-worth investors? Contact rachael.wenham@dcthomson.com

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

For every segment of the business landscape, there’s a franchise system – from burger restaurants to window washing services to barbecue cleaning. Often, Canadians don’t have to look abroad to find an excellent franchise system with investment potential. As it turns out, there are many opportunities for prospective franchisees right at home. BY DAVID CHILTON SAGGERS

Grill Hero

It was Mike Sutton’s parents who gave him the idea for what would become Grill Hero. They wanted someone to come to their home and clean their barbecue. In the end, they found someone, but the service and the price were unsatisfactory, so in 2015, their son decided to start Canadian BBQ Boys, a barbecue cleaning service. The business took off, and now Sutton is in the process of rebranding Canadian BBQ Boys as Grill Hero. Grill Hero, which cleans barbecues and ovens, started franchising this year with its first franchise in Peel Region, says Sutton from the head office in Oakville, Ontario. The franchise’s territory includes Mississauga, Brampton, and Caledon. Next year he expects to have five more franchises. “Our main focus is Ontario,” says Sutton. He has territories in Ottawa, London, Barrie, Niagara, Kitchener-Waterloo, and Guelph in his sights. For Grill Hero, a franchise territory must have at least 50,000 households with an annual income of $100,000. Sutton says the franchise fees are around $65,000. Franchisees will need to have (or lease) a service vehicle which is wrapped in Grill Hero signage. Of the $65,000 franchise cost, almost half covers advertising and working capital, and it also includes cleaning supplies. The overhead is low, and “it’s quick to start a Grill Hero business and the payback is pretty quick, too,” notes Sutton. While Sutton recalls the pandemic as “a scary time,” he also notes that “We were very positively affected by the COVID pandemic. We never had to shut down because we were an essential service. And people were cooking at home a lot more.” In Ontario, barbecue cleaning season begins in April and runs until the end of October. (Oven cleaning services are available year-round.) Of course, weather is a consideration, but Grill Hero has a novel solution for rain: pop-up tents to protect both barbecue and cleaner when the weather turns uncooperative. His cleaning staff from May to August are mostly students, providing franchisees with seasonal support during the busiest months. Fran-

chisee training and onboarding lasts six to eight weeks, with five days of in-person instruction in Oakville, and the rest spent learning in the new territory and online. As for the qualities he’s looking for, Sutton says he wants franchisees who see the opportunity his system offers, have leadership skills, and who are prepared to work hard. Unlike many systems that use an owner-operator model, Sutton says he prefers to say that his franchisees operate with an owner-manager model where owners focus on hiring and managing their teams, marketing their business, and growing their territories, rather than completing the jobs themselves.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

Fresh Burger

Jacques Kavafian worked in the financial industry for 30 years, until his search for the perfect hamburger inspired him to switch lanes entirely. In 2013, he opened the first Fresh Burger location in Richmond Hill, Ontario, inspired by California’s iconic In-N-Out Burger chain. Fresh Burger, like its inspiration, uses the highestquality ingredients, such as fresh Angus beef and French fries made from Ontario Kennebec potatoes. And like InN-Out Burger, the Canadian franchise has a limited menu: burgers, fries, and that Québécois favourite–poutine. Kavafian began franchising in 2016 and now has eight locations in the Greater Toronto Area and counting. “We think we can open 30 locations in the GTA,” the founder and CEO says from the head office in Richmond Hill. Further expansion will focus on southern Ontario markets no more than an hour outside the GTA. The first six Fresh Burger franchisees were customers, and Kavafian says many potential investors are newcomers to Canada. As for the qualities he’s looking for, he says some business exposure is helpful, but attitude is most important. And franchisees should be prepared to step into an owner-operator role. The initial two-week training in a corporate location covers business basics, food preparation, and staffing.

A Fresh Burger franchise costs $450,000, with the ideal dimension of 1,500 sq. feet. The restaurant locations are three to five kilometres apart so they don’t cannibalize each other’s business. Fresh Burger’s target customers skew male. In fact, more than two thirds of its entire customer base is men aged 20 to 55. Kavafian says a typical meal costs $13.50, which is very similar to what larger chains charge. The pandemic was a challenging time for Fresh Burger, says Kavafian. “It had a very, very negative impact for two months during lockdown, then business picked up.” Just 35 per cent of Fresh Burger’s revenue comes from dine-in, so delivery and takeout allowed the brand to ride out the worst of the crisis. Kavafian says a Fresh Burger franchise’s benefits include ease of operation, the relatively low cost of entry, modest working hours, and, given that it’s a burgeoning franchise, territorial availability. And, of course, there are its fans, “We have an almost cult-like following,” he says.

Learn more at LookforaFranchise.ca

82 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

We Wash Windows

We Wash Windows is a family affair. Randy Bryant started the business 22 years ago in Okotoks, Alberta, before selling to his son-in-law, now owner and CEO, Jason Primmer. We Wash Windows does exactly what its name says, says Primmer from the head office in Okotoks, near Calgary. Primmer began to prepare a franchise model about five years ago. He now has three franchises; two in Calgary and one in Okotoks. As for expansion, “I think three or four a year at this point is the goal.” He’s in touch with interested parties in Edmonton and Lethbridge, Alberta, and it’s in that western province where he’ll look for growth over the next year. As for potential franchisees, Primmer says he’s looking for high-energy types who don’t mind physical work. Business experience is not required, but franchisees do need an eagerness to learn. Training is based out of the franchisee’s territory and takes two weeks. Primmer says he prefers an owner-operator model. He also suggests that this franchise could even be a secondary business for some. The cost of a franchise is between $25,000 and $60,000, and franchisees will also need a van that will be wrapped in company marketing. About 90 per cent of the system’s business is residential, says Primmer, and is divided into two broad groups:

those who are younger and time-stretched, and those who are older and face mobility issues. Customers typically have their windows washed two or three times a year, Primmer explains. Of course, much is subject to the weather, but it’s a year-round business nevertheless, with trade picking up from mid-March and running into mid-December. We Wash Windows switches to snow removal after that. Among the benefits of a franchise are a quick cash flow, the low cost of entry, and an enviable record of success. “We have grown every single year for 22 years,” says Primmer, pointing out in May that his system is booked until mid-July. As for the COVID crisis, We Wash Windows didn’t really feel much of an impact. “We were allowed to work and clean windows inside and out for people stuck at home,” says Primmer.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

NEXT GENERATION IN FRANCHISING

Dedicated to Dermatology Franchisee Alicia Baker doesn’t let her age stop her from making business moves BY DANIEL MCINTOSH

hile most 19-year-olds are busy with college and planning their careers, Alicia Baker was laying the groundwork for owning her own business. At the end of 2018, Baker started as an employee with DermaEnvy Skincare, a medical aesthetics and skin care clinic franchise. Over the next few years, she watched the company grow from a few locations to a full-fledged franchise system, now with 11 locations across Atlantic Canada and Ontario. When she moved back to her home province of Newfoundland, she decided to franchise a DermaEnvy clinic of her own. After more than two years working with the brand, Baker opened her St. John’s clinic at only 21 years old. The young businessowner spoke to Franchise Canada from the office of her clinic, shortly after the second anniversary of her grand opening. The timing coincides with some other milestones as well: the date of the anniversary is also Baker’s birthday, and, considering the business began generating income in its first year, there’s a lot worth celebrating. “It’s not always a given to become profitable in a business within a year,” says Baker. In

fact, it normally takes up to two years for a business to become profitable, so she once again finds herself ahead of the curve. Girl meets brand Before she was a franchisee, she was the sole employee of Halifax’s DermaEnvy location, noting the privacy and consistency the small space offers. The clients received service from her, rather than a revolving door of estheticians. Baker describes the then-new franchise as a microclinic concept; each location has up to two treatment rooms to perform services on clients. Baker says starting as an employee gave her an insider’s view of managing a business. “I was really able to see the front end as well as the back end of the business.” Baker acted as a medical esthetician, providing dermatology services, while also managing the day-to-day operations of the clinic. When the pandemic-induced shutdowns forced her to consider her next steps, she returned to her native Newfoundland. Growing into her new role as franchisee meant learning new aspects of the business including financial management, which she says is an increasing

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part of her job. In addition, she hired her first esthetician in January, taking weight off her shoulders and doubling the availability of services for clients. The rest of her time is filled with managing marketing rollouts, making payroll calculations, answering emails and phone calls from clients, and ordering stock for the treatment rooms. Overall, Baker says she could work from home if she wanted to, although her personal preference is to be on-site. “Typically, I try to keep to the set open hours of the clinic,” says Baker. “We’re open on Tuesday, Wednesday, Thursday, 11 to seven.” She arrives at 10:30 a.m. to complete opening duties and leaves around 7 p.m. Nowadays she splits the responsibilities— sanitizing treatment rooms between sessions, restocking product displays, and processing clients’ memberships among others—with her employee, which improved her work/life balance. Franchisee finds hometown success For Baker, the franchise model allowed her to first find employment and then provided a pipeline to becoming a small business owner. With the established system,

she was able to bring over her existing workflows and absorb new processes to take the next steps toward business ownership. In addition, recent system-wide changes led to improved operations for payment processing. “We just started working with a new point of sale and booking system that does a lot of financial things automatically,” says Baker. Formerly, for clients with monthly memberships she would have to manually process those transactions twice a month. Furthermore, Baker enjoys having the backing of a national brand. “When you’re a recognized, reputable business with multiple locations it really gives the clients more peace of mind with trusting you, and putting their faith in you, and making purchases with you.” The faith in question needed to be earned, Baker says, especially as a young face in an industry traditionally populated by people with established careers or decades of working experience (and working capital) to fall back on. But Baker says her youth has benefits and downsides. For one, clients can be dubious about her expertise, thinking she couldn’t possibly have the

Franchise Canada July | August 2023

NEXT GENERATION IN FRANCHISING

“It’s a small team, but it’s a really tight-knit team and there’s a lot of support from every angle.”

experience to back up her opinions. But for every potential naysayer, there’s a city full of champions. “People love to see a young person—especially a young woman, and especially in a local market—thrive.” According to Baker, Newfoundlanders happily rally around one of their own making their business dreams a reality at such a young age. “Sometimes you don’t get the respect you would hope, but then at the same time you get a bit more praise for being so young,” she says. The intimate nature of her St. John’s community, where “everybody knows everybody in some way, shape, or form,” means that Baker’s DermaEnvy location sees a lot of repeat business and referrals from families and friends. “I’ve had whole units in our hospital—four or five of the nurses—all come see us,” Baker says, adding that she’ll often see family members trickle in one after the other throughout a given week. “When the good word spreads, it spreads quick.” Even with customers trickling in via word of mouth, Baker must be aware of wider current events that impact

her business—namely the increasing cost of living. “As much as people do love to support small and support local, with the price of everything these days, people want a name they can trust,” says Baker, adding that being connected to a well-known brand makes customers trust franchisees more readily. For the next entrepreneurial teen that wants to follow in her footsteps, Baker says success is not a guarantee, but support from the franchisor team, the marketing director, and other franchisees are a huge driver of possibility. “It’s a small team, but it’s a really tight-knit team and there’s a lot of support from every angle.”

Learn more at LookforaFranchise.ca

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LEADERSHIP PROFILE

COBS Bread Rises to the Top How an Australian bakery became a full-fledged Canadian success story

BY ROMA IHNATOWYCZ

OBS Bread is a Canadian success story, but with an Aussie twist. What many Canadians don’t know about the popular COBS bakery franchise is that the brand has its origins on the other side of the globe, in Australia. It started when a young couple in a suburb of Melbourne decided to open a small bakery on a shoestring budget, calling it Bakers Delight. Fast forward four decades, and that single storefront has ballooned into an extensive network of more than 700 franchised stores, including those run by the couple’s son in Canada under the COBS Bread brand. “My parents started Bakers Delight with one little bakery in 1980,” says Aaron Gillespie, president of COBS Bread. “Once they opened 15 bakeries, they decided to franchise, allowing us to expand the business throughout Australia in the ‘90s and early 2000s. Then in 2003, we decided to branch into Canada.” The family’s roots in the baking trade go far back; Gillespie is the fifth generation on his father’s side to be involved in a baking business. Like his father before him, he learned to bake by helping at his parents’ store. “I was already bagging hot-cross buns for Easter at the age of 11–our busiest time of year–and by the time I was 15, I was working part-time. Then I stopped for a year or so to start university,” he says. The university studies didn’t last long; Gillespie quickly realized that working in the family business was a stronger draw than attending science lectures. He returned to the business full-time, managing bakeries, running production, and supporting the operations side.

Franchise Canada July | August 2023

LEADERSHIP PROFILE

“Last year we donated over $45 million worth of bread, and we’ve donated a total of $500 million worth of bread since we started the business in Canada.” Aaron Gillespie, President of COBS Bread

When he was an area manager for 10 bakeries, his parents made the fateful decision to expand the brand into Canada and send their young son there to help with the set-up. Gillespie embraced the chance to feed his wanderlust and see a bit of the world. Little did he know he would fall in love with Canada and never leave. “I was still a young man, 23 at the time, and I thought it would be a great way to do some foreign travel and help the family business expand,” says Gillespie. “I thought I’d do it for a couple of years…and now I’ll be here 20 years this coming September.” The company opened its first Canadian bakery in North Vancouver, British Columbia, settling on COBS as the name, which anecdotally stands for Canada’s Own Bread Store (Bakers Delight was too similar to an existing Canadian brand.) They first grew the franchise through British Columbia before crossing into Alberta and Ontario–their three strongest markets to date. Their initial 40 locations were run corporately to build brand recognition, and in 2006, they began franchising. Things moved quickly after that. Solid concept Initially, the Canadian expansion was overseen by a senior executive brought over from Bakers Delight, with Gillespie involved in operations and development. Then in 2013, he took over as president. It was around the same time that his sister, who also made the move to Canada to help with the new business, returned to Australia, where she now runs Bakers Delight with her husband. The business remains 100 per cent family owned.

While the two brands collaborate and share best practices, they are separate business entities and are run autonomously by the siblings. “The easiest way to describe it is that we are run independently, but we share best practices when it comes to marketing, operations, training, and strategy,” explains Gillespie. Branding for the Canadian and Australian stores is similar, as is the selection of breads and sweet and savoury pastries. Both have a tantalizing array of products–like garlic cheddar sourdough, raspberry white chocolate scones, and peach and custard danishes, to name a few. Some items were added for the Canadian palate: “We learned very quickly that Canadians love cinnamon buns and we had to have them,” while Aussie favourites like Cheesymites, a bun that blends cheese with Vegemite, didn’t make the cut. The basic business concept, however, remains the same: a core group of quality products baked daily at each location, with additional recipe options available for franchisees to choose from based on the taste preferences of their clientele. The breads are free from additives or preservatives, and the products are handcrafted from scratch. The only exception is their dough for croissants and danishes, which comes frozen from a quality supplier. As well, COBS doesn’t refrigerate, freeze, or transport any of their baked goods. Given the importance of quality to the COBS brand, the company has an extensive training program for its bakers, in addition to the sales and management training it provides its franchisees. It even holds an annual baking competition to encourage pride and excellence in

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LEADERSHIP PROFILE

the craft. “Every year we get together for a bread competition to focus on quality and consistency, with each participant bringing three products,” says Gillespie. “It’s great because it helps us make a great product. There are a lot of challenges to producing 80 to 100 different products every day.” This dedication to quality also means there are never any stale, sell-off products on the shelves, like day-old bread. Everything is sold fresh, baked that day, while unsold products are donated to local charities as part of the brand’s End of Day Giving program. “Last year we donated over $45 million worth of bread, and we’ve donated a total of $500 million worth of bread since we started the business in Canada,” says Gillespie. Those are impressive numbers, which reflect the owners’ holistic approach to building a quality brand. Franchisees need to be aligned with this culture, says Gillespie, who looks for people who love what the company does and have some solid experience managing teams. While many franchisees come from a food service background, it’s not essential, as the company provides a comprehensive 16-week training program. Franchising benefits Franchising, emphasizes Gillespie, is key to the brand’s global success, and has been since his parents sold their very first franchise on a lease-to-buy basis in the late 1980s, when franchising was just starting to gain ground in Australia. With every new corporate location, the brand’s sales weakened, only to pick up dramatically when a dedicated franchise owner took over. “What they

found was that sales jumped 30 per cent very quickly because you now had someone who was invested in the business,” says Gillespie. The franchise model is the cornerstone of the Canadian COBS business as well. It’s what helped turn an unknown Australian brand into a major Canadian player in a relatively short period of time. To date, it remains one of the country’s only dedicated bakery franchises (as opposed to cafes that also offer baked goods), and there are now 160 COBS locations in five provinces: British Columbia, Alberta, Saskatchewan, Manitoba, and Ontario. The plan is to expand to 190 stores within the next year. The company is also actively edging into the U.S. market and has sent one of its senior executives there to oversee that initiative. COBS already opened two locations in Connecticut and has seven more in the works in suburban hubs around New York City. Gillespie, however, is staying put in Vancouver. “I’ve become a Canadian citizen, married a Canadian, and established my life here,” he says. “I love living here.” Gillespie and COBS Bread are clearly here stay. And much to the delight of Canadians, so are their cinnamon buns.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

A DAY IN THE LIFE

A MATCH GLAZED IN HEAVEN Two young Maverick’s Donuts franchisees share their recipe for success BY KAREN STEVENS

tarting work at 4 a.m. isn’t for everyone, but it doesn’t faze Camden Scott and Nichole Lemon, the two franchisees of a new Maverick’s Donuts location in Barrie, Ontario. These two 25-year-olds love their new jelly-filled lifestyle. “We wake up excited to go into the shop and work with our team and meet the members of the public—it’s been really great so far,” says Scott. “I’m really liking the change of pace. I went from working for someone else to working for myself.” While their franchise location was in the works for more than a year—they signed their agreement at the beginning of 2022 but had to wait for permits and construction to wrap up—it opened for business in March 2023. It’s only been a few months, but they’ve got the rou-

tine down. Lemon and a few other staff members start in the wee hours of the morning between 3 a.m. to 4 a.m. to start preparing the yeast-based products (Boston creams and apple fritters). Then, Lemon runs the kitchen until about 2 p.m., when they shut it down for the day. Scott comes in at around 9 a.m. to do customer service until the rush dies down around 4 p.m. to 5 p.m. They both work six days a week, putting in about 50-70 hours. While this is a lot of hours to pack into a week, they’re just in the startup phase and they expect to be a little more hands-off in the future. “Hopefully in the near future we’ll allow our employees to take more of the reins,” says Scott. “We have a lot of trust at this point with the team that we’ve built.”

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A DAY IN THE LIFE

The journey to franchise ownership Before deciding to open a Maverick’s Donuts franchise, the couple considered starting their own business from scratch. Ultimately, they decided against it because of all the added risks and challenges that come with being independent business owners. They opted to join the Maverick’s family because they were already familiar with the product and the franchise, and they wanted to take advantage of Lemon’s food service experience. “We’ve seen how successful Maverick’s was in Ottawa and Lemon was managing a [Maverick’s] store there, so we figured, ‘Hey, why not?’” recalls Scott. Before coming on board as a Maverick’s franchisee, Scott worked as an imagery technician, where he honed his people, project management, and marketing skills. His job brought them to Ottawa, where Lemon got a job at the local Maverick’s location. Scott says that while food industry experience helps, it isn’t a requirement for opening a Maverick’s franchise. “There’s obviously a huge benefit to having that previous experience in the food industry, but I definitely don’t

think it is necessary,” he says. “Obviously it took me a little bit longer to get familiar with some of the things that Nichole already knew, but I’ve been able to completely understand it now and we’re only a month in.” He says that the franchise system is built so that someone with no proper food service experience can jump in and run a successful business. Enjoying their sweet success Both Lemon and Scott are happy with their new roles. “I do more of the public interactions, as well as more business operations,” Scott says. Lemon brought her experience from the other locations, including hiring employees, and managing stock levels. “Instead of working for somebody else, she’s doing the same job, just working for herself,” Scott explains. He says they have their individual strengths, and that makes them work very well together as a team. As for what they love about owning the franchise, the couple mentions they love seeing customers enjoy the product, giving back to the community, and working with

Franchise Canada July | August 2023

A DAY IN THE LIFE just learning how to run the business. “We’re new business owners; we’re young so we’re learning everything as we go,” he says. “Luckily we have a really good team that’s very supportive of that.” Another challenge, as with any food service or retail franchise, is finding and retaining quality employees. “There’s been a small turnaround rate, but it hasn’t been immense. And as we get further into our operation, we’re building a really solid team around us, that we can rely on to get the job done.”

other local business owners. “We had a person come in who was pretty sick and she was able to tell us delivering her some doughnuts really made her day,” he recalls. He adds that it’s really rewarding to see small successes, like when a new customer comes in because of word of mouth, especially since Barrie is a new market for the brand. “It’s these little things that really make those long hours quite easy to do, and it’s enjoyable as well. I don’t get up anymore and dread going to work. We’re happy with what we’re doing,” says Scott. Overall, Lemon and Scott are happy they picked Maverick’s. “It’s a great system to be in. As young business owners, we feel like we’re actually getting ahead by being a part of this franchise system because we have a wealth of knowledge that we can pull from.” Maverick’s franchisees also benefit from initial and ongoing training and support from the franchisor, including a support officer to provide guidance during the franchise opening as well as access to a franchise business coach. Every new business has its challenges. Scott says one of the day-to-day challenges is knowing how many doughnuts to put out and which kind, since demand differs from day to day. But overall, he says the challenge is

Being a part of the Maverick’s family The franchisor offers ongoing support in the form of monthly meetings to discuss everything from sales to product development. Scott is really impressed by the level of support head office offers—whenever he calls, he gets answers to his questions quickly and he is free to contribute ideas. “It’s a two-way system: everyone is benefiting from each other, and you bring different knowledge and skill sets, and it can make the brand as a whole better.” Scott says joining the Maverick’s franchise family connected them with a supportive network. “We’re really just enjoying being a part of the team, as well as having that freedom to be our own bosses,” he explains. “As much as it is a franchise and you’re using somebody else’s trademarks, you become a part of Maverick’s as well. So, you want to see it do well just as much as the person in Ottawa wants to see their store do well.” Lemon worked with Maverick’s’ founders in Ottawa, so she’s seen it grow from one store to a national franchise. “The franchise system is growing rapidly,” Scott says. “We want to build the business. We love the product; we love the company.” In fact, the couple plans to contribute to that growth in the next few years with two more locations; one in Midland and a second location in Barrie. Scott has some advice for potential Maverick’s franchisees; he says they should be resilient and open-minded. This was especially important for the couple, he says, since they’re young and learning as they go. He also mentions that if you have a good staff in place, you should listen to their ideas and be ready to adapt and change when their ideas make sense. He also points out that “not everything is going to go the way that you necessarily want it to.” In Lemon and Scott’s case, they experienced a lot of construction delays before they could get started. “Being able to adjust to those situations is honestly crucial.”

Learn more at LookforaFranchise.ca

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THE FIRST YEAR

PINT-SIZED SCIENCE Mad Science franchisee Devan Rogers fosters a love of learning for kids in the Maritimes BY SUZANNE BOWNESS

Photo credit: Kate Gregory Photography

Franchise Canada July | August 2023

THE FIRST YEAR

sk Devan Rogers about his Mad Science franchise and he readily chats away about customer acquisition, team building, and expansion plans. But ask him to describe his favourite science experiments and his voice goes into overdrive, revealing his love for science, performing, and wowing young people. He’s the perfect fit for Mad Science, a franchise system providing after-school programs, workshops, events, camps, and birthday parties that introduce the wonders of science to kids from preschool through grade six. Rogers, who sometimes goes by his alias Dr. Rocket, describes how the team builds a lesson around dry ice, first grounding the topic in science with a discussion of sublimation (if it’s been a few years since your last science class, that’s when a solid turns directly into a gas). He breaks a big block of dry ice into chunks and adds water to make an intense fog. Then, he uses the pressure of CO2 produced by the sublimation of the dry ice to send a stopper flying to the ceiling. And that’s just one example. Just ask Rogers how kids react to ever-popular experiments like hydrogen balloon explosions and elephant toothpaste.

Dr. Rocket takes off Rogers got his start as an employee with Mad Science of the Maritimes four years ago, when he was coordinating and delivering programs as an employee before taking over as owner. Now, he’s led the Halifax, Nova Scotia; Moncton, New Brunswick; and Prince Edward Island territories for a year. Given his long tenure with the franchise, he didn’t need to spend as much time getting accustomed to the daily activities of the business or even his new ownership duties when he became a franchisee. In addition to the franchisor’s on-the-job training, he arranged a longer handover with the previous owner so he could slowly take over running the business. (The previous owner was even on Rogers’ payroll for a while to help with bookkeeping and other administrative duties.) Despite having learned most of his operational skills via his predecessor (the franchise has been in the area for 20 years), Rogers says the franchisor offers great training and support, including proprietary registration, scheduling systems, and landing pages on the company website, while head office is on call to answer any questions.

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THE FIRST YEAR

“BUYING INTO AN ESTABLISHED BUSINESS MEANS THAT I CAN LEAN ON THE 38 YEARS THAT THE FRANCHISE HAS BEEN AROUND.” Devan Rogers, Mad Science franchisee

Perfecting operations Despite his years of expertise, Rogers says there were still challenges in his first year as official franchise owner. To begin with, there are a lot of moving parts, such as scheduling school events (like one-off assemblies and six-week lunch or after-school programs), birthday parties (the franchise performed at eight the previous weekend), as well as summer camps and festivals. Rogers has three full-time coordinators in the Halifax office, alongside a handful of part-time staff who run programs. In Moncton, there’s a full-time manager and staff member, and three part-time staffers delivering programs. In fact, hiring is one of the most challenging elements of the business, especially because it can be difficult to find experienced part-time staff who are enthusiastic about teaching science to kids, while also being available for hour-long lunch sessions or after-school programs. The positions often suit students, retired science teachers, and stay-at-home parents who have that flexibility. To handle this challenge, Rogers posts regularly on job boards, finds opportunities to speak with his target employees, and is planning a pay boost to make the roles more enticing. Yet another challenge for an events-based business, of course, was the pandemic. Thankfully, the business is nearly back to pre-pandemic enrolment levels, and parents are eager to find new opportunities to make up for learning their kids may have missed, which means the lines are long for Mad Science programming. While Rogers knows enough about the children’s entertainment business to venture out on his own, he says that franchising is the way to go. Rogers says he values that Mad Science is a global brand, and has the systems to match. “The benefit is that the framework is built, all the branding is available, you can pull any images or logos developed by the marketing team in Montreal, [and] there’s an R&D team to provide lesson plans,” he says. The research and design team not only develops lesson plans, but also tests them with groups of children. That way, new franchisees can simply pick up and perform the programs that are most likely to be successful.

The franchise also offers branded products, such as lab wear and educational items that build on the learning experience that students can bring home after class. The franchise expansion hypothesis For Rogers, owning a franchise offers just the right mix of independence and support. “I have wanted to be my own boss for years and have tried a few things but never found anything that’s a good enough idea. Buying into an established business means that I can lean on the 38 years that the franchise has been around,” he says. While he says he sometimes feels the weight of being fully responsible for his team members’ livelihoods, he’s rewarded by the satisfaction of helping kids enjoy science. “When things are going well, I see kids’ eyes light up, or see an employee that gets it,” says Rogers, articulating the moments he lives for. He adds that he’s even had people apply for jobs who attended Mad Science programs as kids. Rogers has big plans for his business. He’d like to double the size of his operation in both Moncton and Halifax, and is interested in exploring ways to provide programming in other areas of Nova Scotia, including the Annapolis Valley (where he grew up), Windsor, Truro, Cape Breton, and even Newfoundland, while also leaving time to spend with his own two kids. In terms of advice for potential Mad Science franchisees, Rogers says that an obvious question is whether you like working with children and if you see value in providing education while making a living. He says once you get into the franchise, reaching out to other business owners and asking questions makes it easier to thrive. “It can be easy to feel like you’re doing it alone, so ask for help and talk to people and use the franchisor and resources,” he says.

Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

ICONIC BRAND

Paws-itive Growth Unleashing franchise success with Pet Valu BY JORDAN WHITEHOUSE

dam Woodward has had a long career in franchising, but two early interactions with Pet Valu told him that this was the company for him. The first happened about a dozen years ago, after he moved from Oakville, Ontario to nearby Burlington and started working as a field rep with Pet Valu. He and his dogs and cats had been loyal customers of a Pet Valu store in Oakville, but he hadn’t been there for a couple of years. His new job gave him a chance to return. “I walked in, and the manager there actually remembered me,” says Woodward. “Her first words were, ‘Where have you been!?’ I couldn’t believe it. I thought, ‘You remember me?’” The second interaction wasn’t long after at a Pet Valu store in Hamilton, Ontario. Woodward was introducing himself to the franchisee when a customer walked in to tell the owner that her cat had died. The customer

wasn’t there to buy anything. She just wanted the franchisee to know. “There were tears and hugs,” remembers Woodward, who is now Pet Valu’s senior VP of franchise operations. “But the coolest part for me was just seeing that relationship. Like that first interaction, it really hit home, because it was all about service, and it showed how much those relationships mean here.” More than 700 stores and counting Those relationships have been a cornerstone of the legendary Canadian pet retailer since Geoffrey Holt opened the first Pet Valu store on Toronto’s Queen Street East in 1976. The company began franchising in 1987, and slowly started to grow, developing its own private label products and expanding into big and small markets across the province.

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ICONIC BRAND

Growth accelerated around 2010, after Roark Capital Group acquired the company. It was then that Pet Valu embarked on an ambitious plan to relocate and remodel many of its existing stores, as well as start opening more locations across the country. To grow fast, Pet Valu mainly focused on opening large corporate shops in plazas with big anchor tenants like grocery and liquor stores. By 2018, the average store footprint was 3,700 square feet, compared with 2,000 square feet in 2009. About 60 per cent of stores were franchised, with the other 40 per cent being corporate run. Today, Pet Valu has more than 750 locations across the country, including more than 80 Chico pet stores in Quebec (Pet Valu acquired Chico in 2022). They are found in all types of markets—from the biggest urban centres to the smallest towns in the country—and come in a variety of sizes. Pet Valu stores are so common, in fact, that 74 per cent of Canadians live within five kilometres of at least one. Now, after emerging from the pandemic with a fully updated technology stack, the company is looking for even more growth. The goal is to hit an eye-popping 1,200 stores nationwide over the long term, says Woodward. “And we want all net new growth to be franchise. Right now, 70 per cent of our stores [are] franchises, and we want that to keep growing.”

People first One of the big reasons for that rosy outlook is simple: the booming—and lucrative—pet industry. Between 2020 and 2022, Canadian cat and dog populations grew from 8.1 million to 8.5 million for cats and 7.7 million to 7.9 million for dogs. And as Pet Valu president and CEO Richard Maltsbarger told the Globe and Mail recently, many of those new pets are being raised on the kinds of premium products found at Pet Valu. But as Maltsbarger also said, those premium products require premium people to sell them. Which Pet Valu has in spades. “We win because of people” said Maltsbarger. “Our model is based off of some of the most compassionate, most expert people in the marketplace.” Those people come from all walks of life, but Woodward says they look for a couple of key traits in franchisees in particular. For one, they need to be engaged with their community and their business, which includes working the sales floor and interacting with customers. They also need to have a genuine passion for this line of work. “This is an emotional business,” says Woodward. “Some customers seem to like talking about their pets more than their kids, so if I see that same energy and interest, combined with the engagement, you have a recipe for success.” One of the company’s newest people is Jalal Mirfakhrai, the franchisee of a Pet Valu in the Oak Ridges

Franchise Canada July | August 2023

ICONIC BRAND

community of Richmond Hill, Ontario. He opened his store a year ago, after working for about 15 years on the wholesale side of the pet industry in Iran. Moving back to Canada in 2021, he wanted to switch from wholesale to retail, and eventually landed on Pet Valu. “There were two major advantages I saw with this company,” says Mirfakhrai. “The first was how organized the system is. It’s amazing when you compare it with other competitors. And the other thing is that they are very supportive—from the very beginning and right up to now. Every time I need something, there is always support from head office, the other franchisees, you name it. We’re like a family.” The road to 1,200 The initial franchisee training process includes a week of learning at the head office in Markham, Ontario, followed by two weeks of in-store training. But it’s not just job shadowing, says Woodward. “They have to do all of the day-to-day operations, from working the till to receiving trucks.” Then, once the franchisee is ready for their own store, the operations team is there with them for all of their firsts, including their first delivery, first orders, and first major events of the year. Pet Valu also prides itself on its ongoing training and support, says Woodward. This is an industry that requires franchisees and staff to stay up to date on a huge swath of products, and the company’s online learning system is a key part of providing that knowledge. “It’s amazing how much you have to know, but we’re talking about living animals here, so the fact that we can give good information, possible solutions, but

also can advise when you need to go to a vet, gives real credibility,” says Woodward. Sharing that knowledge with customers is one of the best parts of being a Pet Valu franchisee, says Mirfakhrai. Coming from the wholesale world where he would usually be alone in an office, he wasn’t sure how the switch to a customer-facing business would go. “But honestly, I love it,” he says. “I love talking with all these amazing people that come to the store, sharing their experiences with their pets and trying to solve their problems. It’s been really amazing.” It’s been so amazing, in fact, that even though Mirfakhrai is only one year into being a Pet Valu franchisee, he is already in discussions to acquire a second location. As for Pet Valu’s future as a whole, the target is to open 40 to 50 new stores this year alone, working toward the ultimate goal of 1,200 stores nationwide over the long term. They are well on their way to hitting those numbers, says Woodward. But since franchisees are a key part of this expansive future, it’s going to take a full team effort to get there, he adds. “We know that we have to sustain the support of the infrastructure that we’ve built up. And that goes to how we communicate, how we distribute inventory, and how my department supports franchisees in day-to-day operations. We’ve come this far, and I know we can keep this momentum going.”

Learn more at LookforaFranchise.ca

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SHOW ME THE MONEY

4 FRANCHISES FOR $150K-$250K Franchising is about diversity, and opportunities can 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, including figuring out a budget that fits with your financial situation and goals. Here, Franchise Canada showcases franchise systems in which you can invest for $150K-$250K. Beavertails

Postcard Portables

Over the past 45 years, Beavertails has created memories with irresistibly delicious, hand-stretched Canadian pastries with more than 200 franchisees worldwide. Our flexible business model, simple operations, reasonable investment, and ongoing support make this a business opportunity worth biting into! Make your dream a reality and start your own business by making people smile every day!

Postcard Portables is the original mini-billboard provider in Canada, offering prospective franchisees unlimited growth potential, a home-based business, and work/ life balance. Postcard Portables has been providing outdoor business signs to clients since 2002, offering a wide variety of custom signage options. The company has franchise locations nationwide and is always looking to expand further.

Learn more at LookforaFranchise.ca

BioPed Footcare & Orthotics

SERVPRO

For more than 40 years, BioPed Footcare Clinics have helped alleviate foot and lower limb pain and discomfort so that Canadians can do more of what they love in life! Across our 72 multi-disciplinary franchise clinics, BioPed clinicians provide comprehensive foot care services across five therapeutic areas – Orthotics, Compression Socks, Bracing, Footwear, and Medical Footcare. Our unique business model and custom tools empower our franchisees to put their skills to work by focusing on clinical excellence rather than clinical administration, maximizing business opportunities and the client experience. Learn how you can “Do More” with BioPed Footcare.

Since starting as a small painting business in 1967, SERVPRO has expanded into a restoration industry giant with more than 2,000 locations. It offers everything from fire and water restoration, storm response, biohazard cleaning, and construction services. In addition, the brand offers premium-tier services for cleaning and disinfection from pathogens like COVID-19 with its proprietary cleaning products. For entrepreneurs looking for a high-demand opportunity, SERVPRO welcomes owners from all backgrounds, although restoration and construction industry experience is an asset. SERVPRO offers strong brand awareness, comprehensive training, and a network of regional consultants to support owners systemwide.

Learn more at LookforaFranchise.ca Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

FRANCHISE FUN

Beauty and the Biz

Jordan Levine finds simplicity and satisfaction in Sola Salons’ success story

BY HIRU BATEPOLA

ince its founding in 2004, Sola Salons has been designing highly equipped, ready-to-use rental salon spaces, motivating more than 19,000 beauty professionals to achieve the independence, freedom, and rewards that come with salon suite ownership. In the process, the brand has become the largest independent salon rental concept in the world. Its salon model empowers hairdressers, estheticians, nail techs, massage therapists, and other like-minded professionals to take control of their lives and their careers. Sola provides beauty professionals with fully equipped salon studios and the support and tools they need to launch their salon business in no time. Manag-

ing operations on such a large scale would make anyone’s head spin at 1,000 miles per hour, but Jordan Levine makes sure to remain humble through a lifetime of hustling. Levine started franchising in high school and his lifelong dedication to learning the ins and outs of franchising built the foundation of his current role as chief operating officer of Sola Salons. Levine attributes his success to the support of his parents, mentors, and those he surrounds himself with—personally and professionally. Most of all, he expresses the importance of practicing gratitude, travelling, and using his role within the brand to make the world a better place.

100 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE FUN The most interesting thing I’ve done recently is… Go back to my old iPhone photos, realize how many good memories I had forgotten about, and realize how lucky I am (and we all are) to have such great memories of people and places. We need to remind ourselves more often of the things we’ve forgotten from the past. In its best form, work is… Satisfying. What could be better than helping Sola Salons franchisees and Sola beauty professionals get into entrepreneurship?! A good franchisee… Not only follows the system but pushes us to make it better. A great franchisee is truly an inspiration to his or her fellow franchisees. A good franchisor… Understands that a franchisee is a trusted partner. A good franchisor understands the simplicity of franchising—when franchisees are happy, magic happens. My top advice for prospective franchisees is… Find a brand that resonates with you personally. This isn’t all about the product or service they sell, it also includes the core values of the company and leadership team. My top advice for new franchisors is… Don’t go at it alone! Find yourself mentors and other great brands to help lead you in the right direction. This has all been done before and we all want to help you succeed!

One of the most enjoyable things to do is… Travel. There’s so much to see and learn out there. Seeing the world is a true gift. The hardest thing for me to do is… Relax. I’m always moving 1,000 miles per hour. Even when on vacation, I don’t know any other way. My favourite drink is… This one is easy… Diet Coke! I know I shouldn’t… but it tastes so good! If I could change one thing… EGO! We all have it—including me. I must fight my own ego sometimes, but I think ego is the source of most arguments and frustrations. If I could meet anyone… I would love to meet my maternal grandfather. I have heard so much about him and what a great man he was. The person who has had the most positive influence on me as a businessperson is… Hard to pin it down to one person. I’ve been so lucky to have had some great mentors early in my career. I started franchising in high school—yes, in high school. I had countless people take me under their wing and I am grateful every single day for these people. Canadian franchising is… The next frontier for Sola Salons! In 2022 alone, there were nine new Sola Salons signings in Canada, and we have only just begun.

My franchise system began because… Beauty professionals wanted something better. Traditional salons didn’t offer them the freedoms they wanted: to set their own hours, to use their own products, to make as much as they wanted, to be their own boss… the list goes on! The most positive influence on my life as a person is… Most certainly my parents. They taught me the value of hard work and the power of the entrepreneurial spirit. The key to success is… knowing that you’re only as good as the people you surround yourself with—that goes as much for your work team as it does the friends you choose in your life. I’d like my friends to describe me as… Someone who’s approachable, empowering, and fun! The accomplishment I look forward to the most is… Being able to look back on my life and know that I made a positive impact on the world. My personal motto is… Surround yourself with people that make you better—personally and professionally. One necessary item on my life’s “to do” list is… Continue to see the world. It’s such a big place and I’ve only scratched the surface.

The most important thing in life is… This is a hard one—but I think humility. Always stay humble… you don’t know everything! Learn more at LookforaFranchise.ca

Franchise Canada July | August 2023

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Q A

ASK A MARKETING EXPERT As a new franchisee, how can I quickly attract new customers and grow profitably? CONGRATULATIONS, you set up a new franchise location! That means you made it through the application and selection process, through training, through the launch, and you’ve started getting your first customers. This is where the ‘fun’ challenge starts: how to grow the business and start making money. Growing profit, not just revenue In order to attract new leads and customers, you’ll need to invest in marketing. There are a number of different marketing strategies you can employ, from billboards to TikTok videos, each with their own merits and drawbacks. However, one key determining factor of success for a new franchisee is the importance of spending as little of your precious cash as possible. Remember: the less it costs to win new customers, the higher your profit margin and the more cash you keep from every sale. Here’s a top tip for early, profitable growth: leverage the great experiences of your early customers to generate referrals and reviews. This is known as CustomerDriven Growth. Customer-Driven Growth Customer-Driven Growth is a powerful technique, underpinned by the idea that every customer should bring you (at least) one more. Here’s how it works: Step 1: Deliver amazing customer experiences For any business to thrive, it needs to deliver an amazing customer experience. In the early days, it’s extra important to focus on delivering knockout service, as it’s a way to separate your emerging business from established local operators. Think about how you and your team can go the extra mile, exceed expectations, and delight your customers. Step 2: Capture the voice of your customer To create Customer-Driven Growth, you need to capture your customers’ thoughts of their experience with your business. I’m talking about reviews! It’s vital to develop a consistent system for sourcing reviews from customers; ideally a method that’s automated, that makes it effortless for customers to leave them, and that follows up when they forget. If that sounds like a lot, there is software that can help manage your franchise’s digital reputation. Step 3: Use those awesome reviews to create more opportunities In today’s world of information overload, 90 per cent of customers start out by searching on Google. Reviews play a massive role in helping you show up in those search results, and ensuring that you get chosen versus your competition. But there is more that you can do to go the extra mile:

• I nclude reviews on your website. Reviews, used properly on a website, can have an immediate impact on your conversion rate (how many website visitors become new leads). This is because they add social proof: potential customers checking out your business can know that real people experienced great service. It’s even more powerful if you can show that those reviews are recent! •A mplify reviews on your social media. It can be daunting thinking you have to post on socials every day. Review content is perfect for this: it’s free, customer-generated, and really resonates with your audience. A few likes or shares mean those reviews reach a much larger audience than if they just sit on your Google Business Profile. •A sk those happy customers for referrals. Another great thing about reviews is that they identify those vocal fans of your business that would be most likely to spread the word and refer their friends. Make sure you follow up good reviews with a referral request, as these are often the best leads you can find. Step 4: Every customer brings you (at least) one more By acting on the first three steps, you can turn your customers into a powerful growth engine for your emerging franchise location. Furthermore, by building a great reputation, you will also be building a strong and enduring competitive advantage that will ensure further growth for years to come. High growth, low cost The beauty of this Customer-Driven Growth approach is that it is both highly effective and very low cost. As long as you’re investing in delivering an incredible service, reviews should pour in, whilst the costs associated with obtaining those reviews should be minimal. This means more profit and a stronger business. If you’re looking for a proven growth strategy that can help your new business quickly stand out, attract more customers, and grow profits as well as revenues, you should include a Customer-Driven Growth approach as part of your plan. To make it even easier, you can explore software options that automate the whole process.

102 Canadian Franchise Association www.cfa.ca | www.FranchiseCanada.Online

Oscar Wimshurst Senior Manager, Partnerships NiceJob

Q A

ASK A LEGAL EXPERT

I am buying a franchise from an existing franchisee. Is the franchisor required to provide me with a disclosure document? THE ANSWER TO THIS QUESTION really depends on the extent to which the franchisor is involved in bringing about the sale. All franchise legislation in Canada provides franchisors with a conditional exemption from providing a disclosure document on the sale of a franchise by a franchisee where the sale is “not effected by or through the franchisor.” The legislation also specifically provides that a sale is not effected by or through the franchisor “merely because” it has the right to reasonably approve or disapprove of the sale. For example, Ontario’s Arthur Wishart Act (Franchise Disclosure), 2000 states that franchisors are not required to provide disclosure documents to prospective franchisees if: • The franchisee is not the franchisor, an associate of the franchisor, or a director, officer, or employee of the franchisor or of the franchisor’s associate; • the grant of the franchise is for the franchisee’s own account; • in the case of a master franchise, the entire franchise is granted, and • t he grant of the franchise is not effected by or through the franchisor; Under a separate subclause of the act (subclause (7) (a)(iv)), a grant is not effected by or through a franchisor merely because: • the franchisor has a right, exercisable on reasonable grounds, to approve or disapprove the grant; or • a transfer fee must be paid to the franchisor in an amount set out in the franchise agreement or in an amount that does not exceed the reasonable actual costs incurred by the franchisor to process the grant. The emphasized clauses state that if the sale is not “effected by or through the franchisor,” the franchisor does not need to provide you (as a purchaser of the franchise business from an existing franchisee) with a disclosure document. What, then, is a sale “effected by or through the franchisor?” There have only been a handful of decisions interpreting these exemption provisions. Courts interpret disclosure exemptions very narrowly, given that franchise statutes are remedial legislation designed to protect existing and prospective franchisees. The courts generally regard this exemption as applying only when the franchisor is not an active participant in bringing about the sale and does nothing more than “merely” exercise its right to consent to the transfer. In

such circumstances, the courts have held, the power imbalance that typically exists between franchisors and franchisees does not bear upon the purchaser’s decision to become a franchisee. In short, there are generally two circumstances where a court may find that a franchisor has “effected” the transfer. The first is when a franchisor requires the purchaser to agree to additional conditions or sign additional documents that were not contemplated in the original franchise agreement with the seller. The second is when the franchisor actively participates in the resale negotiations between the seller and buyer. Here are some examples: • In one case, the franchise agreement gave the franchisor the right to require a personal guarantee of the sole shareholder of the franchisee company. When the original franchisee sold the business to another by way of a share purchase agreement, the franchisor required the purchaser’s husband to provide a guarantee as a condition of permitting the sale. – The court found that by imposing this additional requirement the franchisor had “effected” the transfer, and thus, a disclosure document was required to have been provided to the purchaser; • Similarly, in another case, the franchisor directed a prospective franchisee to an existing franchisee who wanted to sell. The person ended up buying the existing franchise, but the franchisor required the new owner to sign additional documents that had not been required of the previous owner, and had some involvement in the negotiations between the parties. – The additional documents the franchisor required the purchaser to sign, coupled with its participation in the negotiations between the seller and purchaser, caused the court to conclude that it had “effected” or “caused or brought about” the sale; and • In yet another case, the franchisor required, as a condition of approving the sale of a franchise by one of its franchisees, that the seller provide it with: a copy of the purchase and sale agreement; contact information for the parties’ lawyers; financial information on the (continued on page 115) W. Brad Hanna Partner and Co-Chair of the Franchising & Distribution Group McMillan LLP brad.hanna@mcmillan.ca

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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 (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’s also found in many other sectors including retail, commercial and residential services, automotive, business services, real estate, and lodging. There are several things that one must understand about a franchise. You’re not buying the franchise. Instead, you’re acquiring a licence to operate a franchise. You don’t own the name, but instead have a licence to use the name. You don’t own the business model, but instead have the rights to use the business model for a period of time. It’s a little like being a tenant and renting. You don’t own the space you’re 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. Cus-

tomers gravitate to what they know, what’s 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 107)

FRANCHISING PROVIDES NUMEROUS BENEFITS:

✔ An established brand and proven business model ✔ Mass purchasing power ✔ Co-operative advertising ✔ Operational support and training ✔ Research and development, 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

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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’s 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’re able to afford advertising that wouldn’t have been affordable otherwise. Why do some franchise systems have franchise fees and others don’t? The initial franchise fee can vary from $5,000 to more than $75,000. How much the initial fee is will vary depending upon the amount of training and support that’s 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 zero 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’s usually built into product sales or sale of services in the form of markup 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.

franchisor in payment for the right to operate a franchised business (also known as an initial, upfront, 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.

Initial franchise fee: A one-time fee paid by the franchisee to the

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LEARN MORE ABOUT IFA

MEMBERSHIP FRANCHISOR, FRANCHISEE & SUPPLIER MEMBERSHIPS AVAILABLE

Education, networking, franchise growth, resources, visibility, advocacy: IFA supports all of your franchising needs. Join your peers in pursuing excellence. Become an IFA Member today!

LEARN MORE franchise.org/membership membership@franchise.org

2023

EVENTS SEPTEMBER

MFV FRANCHISE EXPO SOUTH September 8-9 | Ft. Lauderdale, FL

Partnership event with MFV Expositions/Comexposium

IFA ADVOCACY SUMMIT September 11-13 | Washington, DC

OCTOBER

FRANCHISE LEADERSHIP & DEVELOPMENT CONFERENCE October 18-20 | Atlanta, GA Partnership event with Franchise Update Media

NOVEMBER

EMERGING FRANCHISOR CONFERENCE November 1-3 | New Orleans, LA

For more information & registration, scan here or visit Franchise.org/events

FRANCHISE TUTORIAL (continued from page 104) the franchisor to control the integrity of the brand. As a franchisee, it’s important to understand that you’re 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 can’t simply do what you want, strong franchise organizations value franchisee input and often

Watch the Franchise Tutorials video on Franchising 101

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 Filet-O-Fish® sandwich. Strong franchisors listen and value the input from franchisees.

Watch the Franchise Tutorials video on Franchise Fee Fundamentals

STUDY QUESTIONS TUTORIAL 1

TUTORIAL 2

1. From a franchisee perspective, franchising benefits include: 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 don’t welcome franchisee input. True or False? a) True b) False

Answer Key:

1) c 2) a 3) b 4) a

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Answer Key:

1) b 2) a 3) b 4) b

MARKETPLACE

BDO CANADA LLP People helping people achieve their dreams BDO understands that the changing business landscape and shifting market trends means that traditional franchise business models may be jeopardized. Our experts help franchisors and franchisees devise plans to implement key business and financial strategies to deal with these issues. From compliance such as FDD reporting, domestic and international tax strategies and risk management, to cloud accounting, financing, M&A and strategic growth services, we can help you accomplish your goals. Contact: Lyn Little, CPA, CA, Partner, National Franchise Leader Email: llittle@bdo.ca Phone: (905) 633-4942, (888) 236-2383 Web: www.bdo.ca

Helping your franchise be more successful. At CIBC, we have been involved in the franchise industry and franchise financing for greater than a quarter century. We have a dedicated National Franchising Services Team that deals with many of Canada’s most successful franchise systems and we have the expertise and customized financial solutions to help franchisors and franchisees succeed. 199 Bay Street, 4th Floor Commerce Court W Toronto Ontario, M5L 1A2 CA Contact: Greg Windle, Market Vice President National Franchising Services (416) 980-2792 greg.windle@cibc.com Website: www.cibc.com/franchising CFA Member Since: 1985

JOIN A $6 BILLION DOLLAR INDUSTRY

FRANCHISE WITH AN ESSENTIAL BUSINESS • 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 • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner 2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011–2023 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

Driverseat is an award-winning system, that specializes in transportation solutions. Our franchise partners provide shuttle services through their team of Chauffeurs, while they work on business development in their community. Driverseat franchise locations offer transportation to airports, winery/brewery tours, non-emergent medical transport, and weddings in mid-sized commercial shuttle vehicles. • • • • • • • • • •

Total capital required - $65K $30K franchise fee (included in the total capital required) Comprehensive training program Innovative technology platform Canadian owned and operated No capital real estate leases $6 billion industry No need for inventory Award winning support Remote capabilities

www.driverseatinc.com/franchise franchise@driverseatinc.com

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MARKETPLACE

Edo Japan has been in the business of serving Japanese-inspired food, made fresh and by hand with high-quality ingredients and Edo’s famous teriyaki sauce, for more than 40 years. Serving more than 10 million meals annually, our Canadian-owned and operated franchise is experiencing explosive growth and we are now accepting applications for multi-unit and single unit operators across the country. As one of the most popular and successful fast-casual restaurant franchises in Western Canada, prospective franchisees can look forward to high sales and an excellent return on investment. Franchise Units in Canada: 180 Franchise Fee: $35K Investment Required: $550K-$650K Available Territories: BC, SK, MB, ON In Business Since: 1979 CFA Member Since: 1995 www.edojapan.com/franchising

We clean windows. We clean windows simply because we are the best at it. We believe that if you are the best at something that should be the primary focus to leverage success without diluting your attention. Our service offering has expanded into Screens, Window Tracks, Gutter Cleaning, House Washing, and Pressure Washing services. We use cutting edge technology to deliver all our services, and remove the need for ladders, and harsh chemicals with our state of the art 3 stage filtration system, water fed and ultra-light carbon fiber poles, and Elite Job Pods, which are all the tools a technician needs (for a day of servicing) on four wheels. Our tag line is Cleaner.Safer.Better. Glass will get dirty over and over again! Rinse and Repeat! Corporate Units Canada: 1, USA: 0 Franchise Fee: $40K Franchise Units Canada: 6, USA: 0 Investment Required: $102K-$120K In Business Since: 2012 Available Territories: All of Canada (except Quebec) elitewindowcleaningfranchise.ca

Become an eSupply Franchisee

Give your customers a locally-based alternative for purchasing their business supplies eSupply Canada is a national, online distributor of office, janitorial, and industrial supplies. We provide Canadians with a local alternative to the big box retailers and bring together over 1 million products in an easy-to-use website. Our home-based, dropship model means there are no long-term leases, capital investments, or up-front inventory purchases required from our owners. Better still, our corporate office handles all customer service requests, including shipping, returns, and inquiries. To enhance the success of our owners, we’ve partnered with a leading post-secondary institution to co-design and co-deliver a world-class training program. And, as one of the only Indigenousowned franchisors in Canada, we’re looking for owners who reflect the diversity and the demographics of Canada. If you’re sales-oriented and interested in building a great home-based business, we want to hear from you. Visit esupplycanadafranchise.ca for more info.

EverLine Coatings is North America’s fastest growing line striping and pavement maintenance service business. We help property owners and managers keep their parking lots safe and appealing to customers with professional line painting and pavement maintenance programs. Pavement is an asset, and it’s everywhere! Virtually all public and private property owners with existing asphalt assets require our services. Our business model is primarily B2B - we sell savings through maintenance rather than replacement! Franchisees establish a route to deliver a service that drives recurring revenue. Our services include sealcoating, crack filling, line striping, asphalt repair, custom stenciling, parking lot accessory installation, and more! This is a franchise system founded by Franchisees, built for Franchisees. We have the expertise and support systems in place to ensure Franchisees ramp-up quickly and scale! Franchise Units in Canada: 20 Corporate Units in Canada: 1 Franchise Fee: $49,500 Investment Required: $164,744 - $332,443 Available Territories: BC, ON In Business Since: 2012 CFA Member Since: 2016 www.everlinefranchise.com

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MARKETPLACE

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. When a customer walks into a GPF store, they know they are getting the best quality nutrition, accessories, and services for their pet! Since 1976, Global Pet Foods has evolved to become the largest privately owned Canadian pet specialty retailer with the widest selection of holistic nutrition on the market today. Even our 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 us a step ahead of competition and our customers coming back. With our careful consideration in choosing the right site, paying attention to every detail in planning each store, and spending time to strategically merchandise each store has resulted in time-proven, steady profitable growth within our family of stores with over $250 Million in annual sales. Combine that with our outstanding Franchisee Support system and 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: 209, Corporate Locations: 7 CFA Member Since: 2003 franchisee-opportunities.globalpetfoods.com (905) 790-9023 | Franchises@GlobalBancorp.ca

70+ years in business, approximately 27,000+ international restaurants in over 145 countries and territories and more than $23 billion in yearly sales. KFC is an international icon and holds the crown as the world’s undisputed fried chicken leader. We are looking for enthusiastic, capable, committed partners to join Colonel Sanders Canadian family with priority focus on Quebec, British Columbia, Toronto and all smalltown markets nationwide. If you are looking for your next investment, KFC Canada wants to hear from you. Join our network of 630+ restaurants in all provinces & territories.

After over forty years of providing easy-to-prepare, top quality foods, M&M Food Market has become a trusted and iconic Canadian brand that customers have come to rely on for a uniquely convenient and welcoming shopping environment which has never been more relevant than during the recent COVID-19 pandemic. Canadians were looking for help to serve real food that fit with the reality of their busy lives when eating at home has never been more prevalent. As the only national food retailer in Canada with a full food portfolio of products that have absolutely no artificial colours, flavours or sweeteners, our Real Food Promise has remained a key differentiator that sets us apart from our competition. We offer innovative products for those looking for new and different meal solutions including more than 35 gluten free products spanning every category, our customers can trust they’ll find something that suits their dietary needs. The initiatives that we implemented during our recent brand transformation such as our new store design, food innovation, digital marketing and eCommerce (including in-store, curb-side pick up and delivery) along with our industry-leading loyalty program have put M&M Food Market in a position to be able to continue to serve our loyal customer base when they need us the most. Reach out today to find out about the opportunities we have nationally where you can be your community’s M&M Food Market brand ambassador! For more information, visit our website at www.mmfoodmarket.com/en/franchising or call us at 1-800-461-0171.

Mamma’s Pizza For 65 years Mamma’s Pizza™ is Toronto’s favorite pizza. Founded by Lidia Danesi in 1957. Her pizzas became so popular that they called her “Mamma, Queen of the Pizza’s” and that is how the brand was created. Ever since the brand has been passed on to the second and third generation and is now professionally managed with franchise locations across the GTA and spreading its wings across Canada.

Franchise Units: 630 Other: 27,000 Start Up Capital Required is: $450k + (single unit operator)/ $700k+ (Multi-unit operator) Training: 8 Weeks initial + ongoing modules Available Territories: Quebec, British Columbia, Toronto and all smalltown markets nationwide Contact: Zaid Kharouba: Franchise Development Manager Phone: (416) 664-5310 Email: zaid.kharouba@yum.com Web: www.kfc.ca/franchise

Our experienced team coordinates every aspect to set up a new franchise and offers ongoing support as and when required. We aim to create a strong and long term business for you and your family. www.mammaspizza.com Pizza Depot Franchising with Pizza Depot means partnering with a system that’s committed to your success. With over 40 restaurants across Canada, our team of site development experts are dedicated to scouting ideal locations for Pizza Depot. We work with you to negotiate leases and develop interiors that are welcoming and comfortable. We also provide comprehensive training in customer service, marketing, and general store management. When you turn the key, all equipment and supplies are ready for you, and the corporate team is with you every step of the way, ensuring your success. www.pizzadepot.ca

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MARKETPLACE

Welcome to the largest Canadian-owned quick serve chicken restaurant and one of the fastest-growing franchises in the country. Mary Brown’s Chicken continues to expand across Canada with over 220+ stores now open. Projections are to reach 300 locations by the end of 2023. It’s a growth plan we’d love you to be part of! Our food is exceptional and our numbers are impressive. In the last year alone, we experienced a remarkable 20% System Sales Growth and over 13% increase in Average Unit Count. Our genuine hospitality, 100% Canadian heritage and Crave Delicious 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 50+ years of success dating back to 1969. Add to that our comprehensive Franchisee support including Training, Operations, Financing and Marketing and you’ll see that Mary Brown’s is an exciting opportunity that you don’t want to miss.

Maverick’s Donuts began operations in 2016 with one small location in the heart of central Ottawa, spending the first 4 years refining its recipes over and over, and building a name in Ottawa for being the one true “Maverick” of the donut world. When the pandemic hit in 2020, Maverick’s opened its first suburban location in Ottawa’s west end with huge success. Our franchise program began in 2021 and we have already opened or sold 40 locations in 4 provinces. Our donut shops offer 50+ unique flavours throughout the year, and we cater to weddings, corporate events, birthdays, and other special events. Freshly roasted coffee and soft-serve ice cream round out our amazing products. As Maverick’s Donuts continues its Canada-wide expansion, we are looking for dedicated, energetic people who want to own and operate and exciting brand that appeals to people of all ages and all cultures. Full training and support is provided. Bank financing programs available. www.mavericksdonuts.com/franchise

Email franchising@marybrowns.com and get started today. marybrownsfranchising.com

A True Canadian Success Story MaxWell Realty is a proud Canadian real estate company established in Canada and growing since 1999. Founded on the principal of serving our customers with genuine care, while providing superior real estate service throughout the entire buying and selling process. Our vision is to be the customer’s first choice when looking for real estate services. MaxWell is where entrepreneurs grow strong businesses through local support. MaxWell, Where Real Estate Happens™. Franchise Units in Canada: 18 Franchise Fee: $25K Available Territories: All of Canada In Business Since: 1999 CFA Member Since: 2019

Wherever Business Takes You MNP is a leading national accounting, tax and business consulting firm in Canada. Through partner-led engagements, we provide a collaborative, cost-effective approach to doing business and personalized strategies to help organizations succeed across the country and around the world. Contact: Angela Lyrintzis, CPA, CA, Partner angela.lyrintzis@mnp.ca Phone: 289.293.2354 Web: www.mnp.ca

www.JoinMaxWellRealty.ca

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MARKETPLACE

Benefit from over 40 years of our brands’ collective experience delivering training and systems for digitally savvy marketing, cutting edge technology and easy to follow operations. Gain the foundation to begin your journey toward successful business ownership and a more flexible lifestyle. Discover which of our franchise brands is right for you. Visit: go.nbly.com/CFA • Call today: 866-687-1106

The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Still family-owned, we have helped hundreds of families open and operate our 145+ locations across Ontario and specialize in hand-tossed, Artisan-style pizzas that are complemented by an extensive menu of proven favourites. Our 60+ years of success continues as a direct result of our uncompromising commitment to providing quality ingredients and product innovation. 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. In 2021, we introduced the first pea protein-based pepperoni as a plant-based alternative to our diverse menu, as well as plant-based chick’n bites, thus further expanding our reach to include vegans, vegetarians and flexitarians alike. 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. For more information on Franchise Opportunities please contact Meraj Jamal, Franchise Development Manager Phone: 416-439-0051 ext. 1016 Email: meraj@pizzanova.com

TORONTO BLUE JAYS™ bird head design and all related marks and designs are trademarks and / or copyright of Rogers Blue Jays Baseball partnership, used under licence.

Join The UPS Store franchise network and count on the support from our experienced Home Office and in-field teams to get you to your grand opening and beyond. Many offer printing or shipping services, but our dedication to innovation and convenience are what keep The UPS Store at the top of our industry. With over 370 franchise locations across Canada (and continuing to grow), we have a proven track record of success! As a franchisee you will enjoy an established system to get your business started off on the right track; in-depth training programs and ongoing support to make sure you continue to succeed; and an internationally recognized and award-winning brand to help you build instant credibility in your community. The UPS Store is there at every stage of your franchising journey. Proud to have been designated as an Essential Business at a time Canadians needed us most. Visit us at theupsstore.ca. We Print, Ship & More! Locations, North America: Over 5000 Locations in Canada: Over 370 Minimum cash investment: $100,000 Total cash investment: $199,250 to $218,500 plus working capital. For more information on The UPS Store opportunity, call 1‐888-875-0007 or visit www.theupsstore.ca.

“Movers Who Care” TWO MEN AND A TRUCK® is the largest and most successful franchise moving company in North America with over 380 locations in operation. The company’s success is directly related to its delivery of exceptional customer service and strong brand identity. TWO MEN AND A TRUCK® provides local and regional moving and related services including storage, packing, unpacking, the sale of moving supplies including boxes and packing materials, and junk removal services to residential, industrial, and commercial customers. Franchise units in Canada: 30, US: 380, Other: 2 Corporate units in Canada: 4, US: 3 In business since: 2005 Franchising since: 2005 Franchise fee: $50K-$85K Start-up capital required: $181,000-$329,500 Investment required: $231,000-$404,500 Training: 2 weeks Available territories: BC, NB, NL CFA member since: 2004 Phone: (416) 204-7553, (416) 204-7551 Web: www.twomenandatruck.ca/ franchise@twomen.ca Email: John.prittie@twomen.ca Contact: John Prittie, President & CEO

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MARKETPLACE

WHITE SPOT HOSPITALITY 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 95 years. Famous their award-winning Famous 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 and serve restaurants across BC the family casual dining grow and Alberta, breakfast, lunch, dinner, late-night maintain relevance withfor guests of all ages at their full & take-out. White Spot isacross the proud silver of the lunch, CFA’s Award of Excellence for 2019, serve restaurants BC, forwinner breakfast, dinner, latea 6 year Franchise a Platinum Club night & take-out. White SpotChoice is therecipient proud and bronze winner ofMember the as of one Best Managed companies. CFA’s AwardofofCanada's Excellence for 2023, a Franchise Choice recipient and a Platinum Club Member as of one of Canada’s Best Managed companies. Triple O’s 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, a premium QSRbeef concept, including 100% fresh Canadian burgers made with "Secret" Triple 'O' has been serving fresh and local sauce,high fresh quality, cut local Kennebec fries and premium hand scooped milkshakes.100% Since inception, Triple O'sbeef has experienced steady growth in ingredients including fresh Canadian brand and number of units. One of fresh Canada's Best Managed burgers made withsales “Secret” Triple ‘O’ sauce, Companies (Platinum Club Member), cut local Kennebec fries and premium hand Franchise scoopedChoice recipient, Triple O'sover is also25 a three time goldinception, winner in the CFA Award of Excellence milkshakes for years.Since Triple program. steady growth in brand sales and number of O’s has experienced units. One of Canada’s Best Managed Companies (Platinum Club If you Member), are intereFranchise sted in beChoice ing parecipient, rt of a legTriple end, cO’s onis taconce t: Kaagain ren Dthe osen 604gold winner of the CFA Award of Excellence program for 2023.

X-Golf is an indoor golf simulator and entertainment franchise X-Golf is anthe indoor golf simulator andgolf entertainment franchise that features world’s most advanced simulator X-Golf is an indoor golf simulator and entertainment franchise that features the world’s mostmodel advanced golf simulator technology. The X-Golf franchise offers an exciting that features the world’s most advanced golf simulator technology. The X-Golf franchise model offers anventure excitingin business opportunity forfranchise those ready to pursue a new technology. The X-Golf model offers an exciting a business unique, non-saturated, developing sports opportunity those ready to and pursue new venture in business opportunity forfor those ready to pursue aentertainment newaventure in industry. Our indoor golf simulator venues are market leading, a unique, non-saturated, developing sports and entertainment a unique, non-saturated, developing sports and entertainment sophisticated, socially interactive locations. We are streamline our industry. Ourindoor indoor golf simulator venues market leading, industry. Our golf simulator venues are market leading, food and beverage service to create low overhead, high margin sophisticated, socially interactive locations. We streamline our our sophisticated, socially interactive locations. We streamline opportunities for our franchises. This is all backed by state-of-thefood and service to create low low overhead, high margin food andbeverage beverage service to create overhead, high margin art, innovative virtual reality technology. opportunities for franchises. ThisThis is allisbacked by state-ofopportunities forour our franchises. all backed by state-ofthe-art, innovative virtual reality technology. the-art, innovative virtual reality technology.

WANT TO BECOME PART OF THE X-GOLF FRANCHISE FAMILY? WANT TO BECOME PART OF THE X-GOLF FRANCHISE FAMILY? Visit XGolfCanada.com For More Information

Visit XGolfCanada.com For More Information

326-6701 or karend@whitespot.ca

If you are interested in being part of a legend, contact: Karen Dosen 604-326-6701 or karend@whitespot.ca

FREE DIGITAL SUBSCRIPTION To receive a FREE digital subscription to Franchise Canada Magazine, subscribe to Franchise Canada E-News for FREE now.

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WHAT’S NEXT

DON’T MISS OUR SEPTEMBER/OCTOBER 2023 ISSUE! The Food Issue When most people think of franchising, their local fast food joint is the first thing that comes to mind. Considering about 60 per cent of Canadian Franchise Association (CFA) member brands are food franchises, there are a ton of options for foodie franchisees. The diversity of food franchising in Canada, offering a variety of options and flavours—from quick to full service—will leave a good taste in your mouth. Canadian diners are putting pandemic shutdowns in the rearview and returning to restaurants in search of new options and tastes. In the September/October issue of Franchise Canada, we highlight some of the exciting developments and trends in food franchising. We’ll take a look at healthy food franchises providing dishes as nutritious as they are delicious. Also, we’ll take an international tour of franchises serving global flavours. In addition, this issue will provide tips from experts on the key things to consider before franchising, and will explore resales as a franchise investment opportunity. Dig into the September/October issue for all this and more, including franchisee success stories and advice from franchise professionals across Canada.

WATCH OUT FOR THESE EXCITING FEATURES IN OUR SEPTEMBER/OCTOBER 2023 ISSUE:* HEALTH- AND ECO-CONSCIOUS FOOD FRANCHISES: Zoom in on franchises making green lifestyles their bread and butter. For prospective franchisees looking to make an impact on the restaurant industry by serving wholesome fare, these franchises are for you. FRANCHISES SERVING GLOBAL FLAVOURS: If you’re looking for the next great food craze, this feature on emerging and established multicultural food franchises might just be the ticket. We explore franchise systems that showcase flavours from around the world to hook Canadian diners.

FULL SERVICE RESTAURANTS: Budding restauranteurs interested in the full in-person dining experience might consider a full service restaurant. This feature will round up some of the top options across Canada from familiar favourites like barbecue smokehouses to emerging concepts like lounges and breweries. These concepts are seeking franchisees who understand that dining out is about more than the food you eat—it’s about the experience. SWEET DESSERT FRANCHISES: At the end of the meal, it’s time for a little something sweet. This feature profiles dessert franchises offering tasty treats and even sweeter opportunities for franchisees. Check out this category designed to convert anyone into a sweet tooth.

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PLUS A SPECIAL FRANCHISE FOCUS ON SERVICEFOCUSED FRANCHISES! 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 • Next Generation in Franchising • Franchise Fun *Editorial subject to change

ADVERTISERS’ INDEX BDO................................................................................. 38 www.bdo.ca CIBC. . ...................................................................... 18-19 www.cibc.com/commercial COBS Bread........................................................... 72 cobsbread.com/franchising Driverseat......................................................... 16-17 www.driverseatinc.com/franchise Edo Japan.. .............................................................. 63 franchising.edojapan.com Elite Window Cleaning............................... 15 www.elitewindowcleaningfranchise.ca eSupply Canada Ltd. .. ...................................... ................................................. Inside Front Cover www.esupplycanadafranchise.ca EverLine Coatings and Services..... 67 www.everlinefranchise.com Global Franchise............................................. 80 www.global-franchise.com

Global Pet Foods............................................... 57 https://franchisee-opportunities. globalpetfoods.com International Franchise Association .......................................................................................... 106 www.franchise.org KFC................................................................................... 61 www.KFC.CA/Franchise LivingLIGHTING.................................................. 57 https://livinglighting.com/franchiseinformation/ M&M Food Market.. .............................................3 www.mmfoodmarket.com Mamma’s Pizza...................................................... 7 www.mammaspizza.com Mary Brown’s Chicken................................. 74 www.marybrownsfranchising.com

Neighbourly............................................................ 13 go.nbly.com/CFA Pizza Depot................................................................ 7 www.pizzadepot.ca Pizza Nova............................................................... 68 www.pizzanova.ca The UPS Store......................................................... 11 www.theupsstore.ca Triple O’s.................................................................... 59 www.tripleos.com TWO MEN AND A TRUCK®.. ....................... 73 www.twomenandatruck.ca White Spot.............................................................. 59 www.whitespot.ca X-Golf........................................................................... 20 www.XGolfCanada.com

MaxWell Realty Canada.......................... 69 www.joinmaxwellrealty.ca MNP.. ................................................................................ 31 www.mnp.ca

ASK A LEGAL EXPERT

(continued from page 103) purchaser; and the seller’s total gross sales for the last 12 months. The franchisor also required the purchaser to execute a new franchise agreement and pay it a $20,000 inventory fee to be put towards initial orders for inventory post-closing. – The court found that, even though the franchisor distanced itself from direct contact with the purchaser, the above made the exemption unavailable. It is relatively clear that, on one end of the spectrum, a franchisor that does nothing more than provide its

consent to the sale can rely on this exemption. However, in cases where the franchisor requires the purchaser to sign additional documents or agree to additional conditions, or is more than a passive participant in the resale, it likely cannot rely on the exemption. If a dispute arises as to whether the exemption applies, in addition to narrowly interpreting the exemption, the court will carefully examine the role the franchisor played in facilitating the transaction and the requirements it imposed as a condition of permitting the sale to take place.

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GIVING BACK

Raising Dough for Charity

No matter how you slice it, Pizza Pizza’s social responsibility initiatives are a showcase of franchise success and community BY DANIEL MCINTOSH WHEN YOU WALK INTO any Pizza Pizza location near a school during lunchtime, you’ll likely find it buzzing with teen spirit, with the scent of delicious pizza wafting through the air. As Adrian Fuoco knows, Pizza Pizza locations, especially near schools, become hubs of activity for young customers: They’re a place for an accessible lunch, a first job, or they just provide a safe, social location to blow off steam between classes. For many brands, that environment can be challenging. “For us,” Fuoco says, “it’s our bread and butter, and we embrace it.” In his role as vice president of marketing for Pizza Pizza, Fuoco enhances relationships with existing customers like students, and raises money and awareness for Pizza Pizza’s social responsibility programming. When it comes to the brand’s student-customers, one form of giving back comes in the form of a Merit Scholarship directed to underprivileged communities that provides resources for university educations. Pizza Pizza connected with franchisees near 10 schools across Toronto and Mississauga, Ontario and partnered to provide scholarships. “The local franchise restaurant is connected to the schools, and they’re a partner in providing those,” says Fuoco. “The truth is those kids are great customers of ours. It’s a nice way for us to give something back to them.” Besides presenting essential social spaces for students, Pizza Pizza makes an impact in shelters, hospitals, and health care centres. The company delivered pizzas, gift cards, and essential PPE supplies during the pandemic. Everybody gets a piece of the pie Pizza Pizza’s Slices for Smiles Foun-

dation coordinates national campaigns, primarily supporting children’s hospitals across Canada. The foundation collects donations in two ways: first, by collecting change in coin boxes set up at the front desk of Pizza Pizza locations. In addition, a portion of sales of heart-shaped pizzas go to the foundation. In the decade since the foundation started, the brand has collected nearly $3 million. Incoming funds are distributed to local hospitals in key markets across the country. Pizza Pizza also maintains franchisee-led social initiatives. “Most, if not all, of our locations are involved in community programs that are important to them, or important to their communities,” says Fuoco. So, the contributions vary, meeting the needs of different communities across the country. “Oftentimes, we’ll have franchisees who are fairly reflective of their customers,” says Fuoco. “That community might be more involved in a particular activity, or a religious group, and the franchisee will support that.” While the franchisee handles financing the donation, the head office team supports with logistics. “We give them a fair amount of freedom to choose something that they think makes sense for themselves and for the community, and they usually do a good job in that department.” In terms of raising awareness for its major fundraising initiatives, Pizza Pizza doesn’t rely on its breadth of national advertising. Instead, most of the awareness comes from grassroots-level outreach. Circular benefits Company apps and websites may feature signage, and social media posts to inform followers of any updates,

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but the bulk of awareness comes from word-of-mouth interactions in restaurants “between the staff and customers, or between the franchisee and the community group they’re involved with,” notes Fuoco. He says besides being a costeffective method of promotion, this route also retains the intimacy of an everyday interaction with the brand. “Usually, when you walk into a restaurant, half the time the person you’re interacting with is the owner of the restaurant.” The discussion in the restaurant, or signage at community events, generates most of the visibility for the brand’s socially focused initiatives. Whether fundraising for charity or serving slices for shelters, the added attention brings people back into restaurants. “If you’ve got a good connection with key players in your community... it can be just enough of an edge to get someone to come into your restaurant versus another,” says Fuoco. Fuoco asserts that maintaining and further growing Pizza Pizza’s existing charitable efforts is central to the brand’s very existence: like students at lunchtime, community can be formed around a circle of dough, sauce, and cheese. A brand filling that space, like Pizza Pizza, needs to have a connection to the community. “Pizza Pizza is a community-based brand, that’s a big part of why we’ve been so successful, so if we’re not doing a good job giving back to the communities we serve, then we’re not being true to the brand.”

Learn more at LookforaFranchise.ca