Franchise Canada January/February 2019 by Franchise Canada

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NEW NAME. NEW FOOD. NEW LOOK. Exciting franchise opportunities now available at locations near you. Visit our website to check out our new store design concept, rolling out across Canada. www.mmfoodmarket.com/en/new-shopping-experience

AN OPPORTUNITY SO GOOD THAT YOU CAN TASTE IT!

CONTENTS

JANUARY/FEBRUARY 2019

18 COVER STORY

2019 Franchise Trends Report Based on Franchise Canada Directory data, Ethnic Foods, Health and Fitness, Educational Products and Services, and Men’s Grooming are four franchise categories to keep your eyes on

FEATURES

Road Warriors How franchise systems within Canada’s automotive sector are keeping up with the latest industry trends

30 • 44 NEW Canadian locations in 2019 •Over 360 stores in four countries • Premium locations available • Industry-leading sales growth • Own one or multiple stores • Full turn-key buildout • Comprehensive training

BE A PART OF THE BOOSTER JUICE TEAM! E-mail for franchise information: franchising@boosterjuice.com

Let’s Get Digital Franchises pioneer new age concepts, one click at a time

Franchising Heroes Three veterans of the Canadian Forces share how the core values that helped them succeed in the military have fostered franchising success

Canada’s Green Rush On Oct. 17, The Cannabis Act enabled Canadians to legally possess, consume, and grow recreational cannabis, creating a multi-billion dollar industry

Getting Down to Business Canadian B2B franchise opportunities to help build businesses from coast to coast

Do You Have What it Takes to Succeed as a Franchisee? A look at the top 10 traits of best-in-class franchisees

Big Investment, Big Reward Master franchisees share their experiences

SPECIAL FRANCHISE FOCUS

Or visit us online at:

boosterjuice.com

4 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Full Service Restaurants and Dining Rooms

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

DEPARTMENTS

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

MILLENNIALS IN FRANCHISING Steinbach Proud At just 19-years-old, Kianna Jensen convinced Little Caesars to set up a franchise in Steinbach, Manitoba, population 16,000

THE FIRST YEAR He Shoots…He Scores! CleanQuip franchisee Jamie Wallace finds success disrupting the sports industry

A DAY IN THE LIFE Maid for Franchising Success Margaret Hammond, once a Merry Maids employee, has experienced 20 years of success with the home cleaning services franchise

LEADERSHIP PROFILE You Are What You Eat For Rio Infantino, a commitment to clean eating gave birth to Copper Branch, the fast-casual dining concept offering tasty plant-based dishes

ICONIC BRAND Moulding the Leaders of Tomorrow Since the 1980s, Oxford Learning franchisees have prepared young minds for the future with a proven supplemental education system

FRANCHISE OPPORTUNITIES AVAILABLE NATIONWIDE!

SHOW ME THE MONEY 4 Franchises for $500K+

FRANCHISE FUN Thinking Outside the ‘Box’ Wok Box Fresh Asian Kitchen CEO Lawrence Eade has helped build the brand into a thriving global franchise system

100

FRANCHISE TUTORIAL Tutorials 19 & 20 This issue: • Intro to Leases & Subleasing from the Franchisor • Intro to Leasehold Improvements

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 97 ASK THE EXPERTS 104 MARKETPLACE 117 ADVERTISERS’ INDEX 118 GIVING BACK

Visit www.LookforaFranchise.ca to find further information about the franchises featured in this January/February issue.

Franchise Canada

“Booster Juice is a company that screams Canadian pride and we are proud to be a part of the vision.” Jason Tsang Booster Juice Franchise Partner

January | February 2019 5

PUBLISHER’S MESSAGE

KEEPING UP WITH THE TRENDS

ith 2018 behind us, it’s worth reflecting on the Canadian franchise industry’s growth over the past year. The Canadian Franchise Association’s (CFA) first-ever Franchise Economic Forecast and Economic Impact studies indicated significant growth, including 520 new franchise units opening up across the country in 2018. Entering the New Year, I am focused on the future of franchising and the needs of our members. We help our members grow by connecting them with everyday Canadians who dream of business ownership, creating shared success that benefits everyone. I look forward to serving our members as they grow and thrive. Diving head-first into 2019, we reflect back on what has been a whirlwind year with no shortage of exciting changes that disrupted Canada’s franchising industry for the better in 2018. According to franchise experts, it’s the franchise systems that are adapting to the growing demand for convenience that are thriving right now and are set on a due course towards growth in the coming years. The January/February issue of Franchise Canada, The Trends Issue, is your guide to where the franchising industry is heading, and how franchise systems throughout the country are responding to the consumer trends that are shaping the industry. If you’ve made it your New Year’s resolution to fulfill your dream of owning a franchise business, then this is the issue for you. In the 2019 Franchising Trends Report, we offer a glimpse into what’s currently happening in Canadian franchising, and what’s on the horizon. In this feature, franchising experts Gary Prenevost and Wayne Maillet provide insight into what the CFA has identified - based on both an increase in Franchise Canada Directory listings and anecdotally – as trending, emerging, and growing franchise sectors. From new and categories such as cannabis, to constantly evolving Quick Service Restaurant (QSR) systems, we break down the franchise categories that savvy investors should be keeping their eyes on. We’ll also dive deep into how various industries are keeping up with the latest trends impacting their

6 Canadian Franchise Association

respective industries. On page 49, we hear from two franchise systems in the B2B space that are equipping businesses with the digital tools they need to drive success. Over on page 24, we hear from major players in the automotive franchise sector, to hear how they’re keeping up with the latest trends in automotive technology. When it comes to Canada’s newly established recreational cannabis industry, we take a look at three franchise systems that stand to benefit massively from the legalization of cannabis on page 42. As always, we hear from the most important asset driving Canada’s franchise industry: the people. On page 80, we share the story of first-year CleanQuip franchisee Jamie Wallace, Merry Maids’ Margaret Hammond, and 19-year-old millennial franchisee Kianna Jensen of Little Caesars. No matter what’s trending in the industry, one thing remains a constant: franchising is built upon a foundation of passionate people, working within an established system to achieve success. This will never change, no matter where the latest trends take franchising. Knowing yourself, your passions, your capabilities, and conducting proper due diligence on the opportunities is your best path to success. This issue is packed with the franchise opportunities, information, and expert advice you need to know to make 2019 the year you set your sights on your franchise goals. We wish you great success in 2019 and beyond!

Sherry McNeil President & CEO Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

CFA BOARD OF DIRECTORS BOARD CHAIR John DeHart*, Nurse Next Door Home Care Services & LIVE

WELL Exercise Clinic

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

PUBLISHER

Canadian Franchise Association (CFA) VP, MARKETING & COMMUNICATIONS

SECRETARY & GENERAL COUNSEL Peter Snell*, Gowling WLG LLP

Kenny Chan

PAST CHAIR John Wissent*

ASSOCIATE PUBLISHER Christine Rosal

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

EDITOR Andrew Schopp

Larry Weinberg*, Cassels Brock & Blackwell LLP

GRAPHIC DESIGNER Andrea Lee

CHAIR, FRANCHISE SUPPORT SERVICES Tony O'Brien*, TruShield Insurance

ADVERTISING SALES Gwen Dunant

DIRECTORS

AD COORDINATOR Andrea Lee

Hadi Chahin, Mary Brown’s Chicken & Taters Steve Collette, 3rd Degree Training/Actual Nutrition Felix DeCata, Boston Pizza International Inc. Lawrence Eade, Box Concepts Food Group Lafleche Francoeur, Pacini Sebastian Fuschini, Pizza Pizza Clark Harrop, McDonald’s Restaurants of Canada Limited Terry Hould, ServiceMaster of Canada Limited Andrew Hrywnak, Print Three Franchising Corporation Rimma S. Jaciw, CFE, WSI Digital Marc Laurin, MTY Group Don Leslie, A&W Food Services of Canada Jon-Anthony Lui, Tutor Doctor Gary Prenevost, FRANNET Stephen Schober, Metal Supermarkets Family of Companies Frank Stanschus, Little Kickers Bob Tipple, Expedia CruiseShipCenters *Executive Committee member

NATIONAL SPONSORS

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

CONTRIBUTING WRITERS

Georgie Binks, Suzanne Bowness, Jessica Burgess, Kristin Di Tommaso, Roma Ihnatowycz, Gina Makkar, David Chilton Saggers, Karen Stevens, Jordan Whitehouse, Kym Wolfe, Trisha Utomi FRANCHISE FUN ILLUSTRATION Sam Gorrie PRINTING Premier Printing FOR ADVERTISING INFORMATION:

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

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

We invite your comments, questions and suggestions. Please contact us at editor@cfa.ca or 1-800-665-4232.

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

8 Canadian Franchise Association

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CODE OF ETHICS

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

10 Canadian Franchise Association

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

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

www.cfa.ca | www.FranchiseCanada.Online

run your own beauty bar, or build an empire.

whatever you choose, it can happen with us. learn more at thetenspot.com/franchising

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Pizza Pizza Opens First Location in BC Canada’s leading pizza chain, Pizza Pizza, has officially made its way to the West Coast with its first location in New Westminster, BC. The recent opening marks the start of the pizza franchises’ planned expansion across the Greater Vancouver Area with locations in Vancouver, Burnaby and Surrey. “The Pizza Pizza brand has an incredible existing customer base across Canada, so we are thrilled to begin offering a new pizza option for British Columbians, that the rest of the country knows and loves,” explains Paul Goddard, CEO at Pizza Pizza Limited. Pizza Pizza is known for its “hot and fresh” pizza, made with quality ingredients, and an assortment of options for Canadians with different tastes, lifestyles and budgets. The franchise offers the convenience of dine-in, pick-up, or delivery available via online ordering, iPhone and Android app or by phone. “We’re very excited about this next step in Pizza Pizza’s national expansion” says Goddard. “We know how much British Columbians love their pizza so we have big plans for the West Coast, and are looking to build significant market presence in the Greater Vancouver area, and beyond, in the coming years.” Wendy’s Restaurants of Canada Seeking Franchise Business Partners in Quebec Wendy’s®, one of the world’s most successful quick service hamburger restaurants, announced late last year that Wendy’s Restaurants of Canada is seeking franchise business partners to expand the brand throughout Quebec. With over

12 Canadian Franchise Association

360 locations throughout Canada, including 12 in Quebec, Wendy’s Restaurants of Canada is recruiting experienced multi-unit restaurant operators to help grow the brand throughout Montreal, Quebec City, and adjacent areas. Expansion in Quebec is part of the Wendy’s goal to expand its worldwide footprint. “We are excited about the prospect of growing Wendy’s across Quebec. Wendy’s restaurants in Canada currently are experiencing several years of increases in same restaurant sales growth and recent studies done by SalesTrac have shown Wendy’s as a QSR sales leader in Quebec for over two years. We envision a significant portion of our future growth will be in Quebec,” said Paul Hilder, Senior Vice President, Wendy’s Restaurants of Canada. “As we focus on meeting the demand for Wendy’s in the Quebec market, there has never been a better time to join the Wendy’s system as a franchisee.” As part of its efforts to grow and differentiate the brand while keeping energy stewardship at the forefront, Wendy’s recently unveiled a new “Smart Family of Designs,” providing a portfolio of development options to franchisees, including buildings that fit into smaller footprints. These designs provide more access to real

www.cfa.ca | www.FranchiseCanada.Online

estate, the ability to customize needs for specific trade areas, include features that promote energy efficiency and reduce the development investment for franchisees looking to build new restaurants. With two of the top 10 most populous cities in the country and one of Canada’s strongest economies, Quebec is an ideal market to continue growing the popular restaurant brand. PropertyGuys.com Marks 20th Anniversary with Record Franchise Growth PropertyGuys.com, the leading disruptor in the North American real estate market, celebrated its 20th anniversary in 2018 with unprecedented growth. Mike Shanks, the Moncton-based company’s franchise development manager, said PropertyGuys.com experienced a recordgrowth surplus for the first three quarters of 2018, with a new franchise location awarded every 17 days. “We’re focusing on growth in Ontario and Western Canada right now, with additional emphasis on the United States,” said President and CEO, Ken LeBlanc. PropertyGuys.com has become such an influential disruptor by empowering home buyers and sellers

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INDUSTRY NEWS to connect directly and giving them more control over the real estate transaction, as well as helping them save thousands of dollars in real estate commissions. Historically, PropertyGuys.com has dedicated their services primarily to residential homes, but they are about to enter into the commercial, rental, and vacation property markets. “The future looks bright,” LeBlanc said. “The first 20 years have been great, but we’re not done yet. We continue to invest in growth by adding people, innovative technology, and resources to our world-class team. The best is yet to come for PropertyGuys.com and our franchisees.” EIFS Armour Now Offering Franchise Opportunities in the Construction Industry across Canada EIFS Armour, a patented woodpeckerresistant wall system company is expanding across Canada. With 310 successful projected completed in Western Canada over the past six and a half years, the tried-and-tested product is now being requested for projects across the country. Due to the large amount of requests they have received, EIFS Armour has decided that franchising is the most effective way to support the company’s growth. Franchising will allow interested construction companies or individuals to offer the patented product to clients in other cities across Canada. Franchise owners should have experience in the construction industry, and will receive training, support and the benefits of advertising efforts. “EIFS Armour has helped my business prosper and has opened so many new opportunities and relationships in The EIFS Industry, both for us and our clients in desperate need of a solution to the woodpecker problem in Canada,” said Keith Eisenkrien, CEO of EIFS Armour. An EIFS Armour franchise has been in operation in Calgary since 2015 and

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discussions for additional franchises in Edmonton, Toronto, Mississauga and Ottawa are in the works. Tim Hortons® and Hockey Canada Partner to Support Canada’s Youngest Players Last fall, Tim Hortons announced a new partnership with Hockey Canada. The four-year partnership is a natural next step in Tim’s long-standing relationship with hockey in Canada. Alongside the partnership, Tim’s also announced the title sponsorship of Hockey Canada’s Initiation Program. The Tim Hortons Timbits Hockey Canada Initiation Program is the official entry level for hockey in Canada and Tim’s support is an ongoing demonstration of the company’s commitment to bringing communities together through a shared passion for Canada’s favourite sport. Tim’s will work with Hockey Canada to support its delivery of the Timbits Initiation Program, developing over 100,000 young hockey players in a positive and fun environment in all corners of the country. “This partnership speaks to our intrinsic connection with Canada’s game and the foundation of Tim Hortons, beginning with our founder who was an amazing talent in the Restaurant and on the ice,” says Jorge Zaidan, Head of Marketing, Tim Hortons Canada. “The relationship with Hockey Canada demonstrates our continued love, passion and commitment to supporting hockey development for the youth at every level, in communities across Canada.” Developed more than 35 years ago, the Timbits Initiation Program is designed for players five and six years old, and it aims to create participants and instructors who will continue in the game by focusing on progressive skill-development and fun. “A positive first experience on the ice is so important to growing a love for the sport. I know that’s something I’ve always believed in, having had my start as a Timbits hockey

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player,” says Sidney Crosby, a Timbits Alumnus who has played for Team Canada seven times to-date. “The Tim Hortons Timbits Initiation Program makes sure kids learn basic skills while having a good time and can go on to playing hockey for years to come.” “Much like Hockey Canada, Tim Hortons has built its brand around ‘community’ and it is community that is at the very heart of our game,” said Mike Ross, chief business development officer for Hockey Canada. “The Tim Hortons Timbits Hockey Canada Initiation Program is traditionally a child’s first experience in hockey, and we believe in ensuring that is a positive experience that fills young players with confidence and develops their skills so that they can enjoy hockey – regardless of what level they play at – as a life-long sport.” A&W Partners with Uber Eats to Bring Burgers to Your Front Door A&W is joining forces with Uber Eats to make ordering and enjoying A&W’s menu options more convenient and accessible. The move, which was announced in August 2018, is part of the burger chain’s strategy to reach more customers who are looking for the convenience of delivery and the great taste of A&W. “We’re constantly looking for ways to better serve our guests and to make the A&W experience available to all, even if they can’t come into a restaurant,” says Susan Senecal, A&W Canada’s President and Chief Executive Officer. “Working with Uber Eats made perfect sense given our guests are already using delivery apps to get delicious food to their front door, office or while sitting in a park.” Where Uber Eats operates, Canadians can now order all A&W menu items through the app. For those who don’t have the chance to visit a restaurant, it’s a new way to enjoy their A&W favourites from the comfort of home or wherever they might be.

INDUSTRY NEWS 2018 a Milestone Year for N-Hance Master Franchise in Canada 2018 was an exciting year for the N-Hance Master Franchise in Canada. With an increase in franchises and demands for it services, the prosperous year has brought many new additions ranging from the corporate team, new territories, and new products and services. Additionally, this expansion saw the launch of Corporate Services to help N-Hance franchise owners increase sales and grow their business. President of N-Hance Canada, Ahmad El-Hamad, spoke of this rapid growth, "I am pleased to announce that with 45 franchises we have more than doubled our units since 2017. We're looking for driven franchisees that will help meet consumer demands and contribute to the growth of the brand." N-Hance franchise owners join a supportive network with access to state-

of-the-art technologies, various marketing tools, and extensive training to provide customers with the quality and durability that is synonymous with N-Hance. Ranking #1 in Category in Entrepreneur Magazine's Franchise 500® Fastest-Growing Franchises for 2018, N-Hance has become one of the top franchises to open.

CORRECTION NOTICE In the “Morning Brew: Coffee and Baked Goods Franchises across Canada” feature from the September/October issue featuring Second Cup, the statistics in the profile should read: Franchise units in Canada: 300 Corporate units in Canada: 5 Franchise fee: $40K Investment required: $100K-$360K Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Newfoundland and Labrador In business since: 1975 CFA member since: 2008

Franchise Canada January | February 2019 15

ADVERTORIAL

FOOD THE WAY IT OUGHT TO BE, PRICED THE WAY IT USED TO BE!

With a unique approach towards providing great food at low prices, Chuck’s Roadhouse Bar and Grill has risen to become one of Canada’s fastest growing franchises.

hen it comes to taking the family out for dinner, steak and lobster are often two menu items to be avoided by those looking to keep the tab low. Chuck’s Roadhouse Bar and Grill seeks to change that notion. One of the fastest growing franchise systems in Canada, the Chuck’s Roadhouse concept is simple: high quality food (including AAA steaks and succulent lobster tails) at an affordable price. In 2015, Obsidian Group Inc. was looking to add an affordable full service dining concept to its restaurant portfolio. Chuck’s Roadhouse Bar and Grill fit the bill with a menu consisting of AAA steak, lobster, prime rib burgers, all-you-can-eat salads, and incredibly priced beverages. According to Corey DeNeire, Senior Marketing Manager of Obsidian Group Inc., not too many restaurant franchises can exhibit the ability to serve guests a 7oz. AAA steak paired with a lobster tail for only $20. An Affordable Approach to Quality Food Chuck’s Roadhouse has a very unique way of keeping its menu prices low. The restaurant charges all guests the “Honest to Goodness Fee”, which adds a three per cent fee to all menu items in an effort to provide the highest quality food at the lowest possible prices while maintaining operational efficiency. DeNeire

notes; that this fee ensures that they maintain pricing that fits the target demographic and at the same time, provides the franchise owner with additional gross sales. As titled, this is an honest fee that would normally be hidden in the menu item price with other restaurant chains. “The concept itself caters toward both the community and its franchise owners. We make sure that people looking for quality food within their menu selection are given that quality at an affordable price,” he explains of the franchise model. “We’re not rapidly increasing our prices to compete with our competitors. We want a win-win situation: we want our owners to be able to find success and increase sales based on the current demand, but we also want their customers to be loyal and return to the concept time and time again. That’s what our unique approach is to the full service restaurant industry.” There’s more to Chuck’s Roadhouse than just great food at even better prices. It’s also exalted for its versatility as both a place for friends to catch the game, and for families to share an intimate evening together. The restaurant’s décor pays homage to traditional roadhouses, while providing a contemporary restaurant feel. Chuck’s Roadhouse locations feature big screen TVs for sports fans, and a well-rounded drink menu.

ADVERTORIAL

A Growing System for Driven Entrepreneurs Since Chuck’s Roadhouse Bar and Grill was first established by Obsidian Group Inc., which owns other established brands in the bistro space such as Crabby Joe’s Bar • Grill Ontario has taken to the concept and has grown exponentially in a small amount of time. Presently there are multiple Chuck’s Roadhouse locations scattered throughout the province, but, Obsidian is looking to take the Chuck’s Roadhouse brand to the next level, says DeNeire. The brand looks to continue its growth by expanding with additional units by the end of 2019, with the addition of 40 units annually moving forward. To meet this goal, they’ll be looking for franchisees with an entrepreneurial spirit that are looking to own their own business and watch it grow. Experience in the food service industry is a plus, but not necessary. When it comes down to it, DeNeire says Chuck’s Roadhouse owners should be driven to succeed, have passion for the brand and be motivated to potentially open several

units. He mentions that 60 per cent of Chuck’s Roadhouse franchisees are multi-unit owners, a testament to the brand’s success. DeNeire adds how Obsidian is looking for owners and owner/operators whose definition of success is not only running a profitable business, but also delivering a great guest experience to every person that walks through the door. Chuck’s Roadhouse owners benefit from low royalties, low marketing costs, a small, easy to manage 42 item menu, and exceptional alcohol sales. The franchisor provides hands-on onsite training followed by opening support. The total cost of a franchise is between $300,000 and $600,000. For existing restaurant owners looking to upgrade, the system enables easy convertibility with minimal upgrade investment and substantial returns. “You’re looking at a high return on your small investment,” says DeNeire. “The development costs are super low, your royalties are extremely low starting at 3.75 per

cent. You’re not going to find that anywhere else. We have locations right now that have produced sales of over $100,000 per week. We want to help people achieve their dreams and to succeed.”

For more information about Chuck’s Roadhouse Bar and Grill franchise opportunities, contact: development@obsidiangroupinc.com 905 814 8030 Chucksroadhouse.com

2019

FRANCHISE TRENDS REPORT

Based on Franchise Canada Directory data, Ethnic Foods, Health and Fitness, Educational Products and Services, and Men’s Grooming are four franchise categories to keep your eyes on.

ringing with it a series of sweeping changes that set the industry on a new course, 2018 was nothing short of a whirlwind year for Canadian franchising. From the legalization of cannabis on Oct. 17, to drastic changes in consumer behavior, the 2017/2018 calendar year was one of transition and forward momentum for the industry. As noted by the Canadian Franchise Association’s (CFA) first-ever Economic Impact Study, 2018 saw the opening of approximately 520 new franchises across the country, for a total of 75,765 franchise units. The study indicated growth from coast to coast, with new franchise units opening in all of Canada’s provinces and territories. In Ontario, despite minimum wage increase legislation worrying business owners throughout the province, healthy growth continued, with an additional 263 franchise units setting up shop in the province. According to listings data collected for the 2019 Franchise Canada Directory, the franchise sectors with the largest five-year growth were Home – Maid/Cleaning Services (129%), Real Estate (111%), Educational Products and Services (91%), Accounting/Tax Services (60%), Health & Fitness/Nutrition (35%), and Quick Service Restaurants (34%). It’s not surprising that franchise systems with low investment costs and high returns are on the rise, says Wayne Maillet, franchise consultant and President of Franchise Specialists. “From a prospective franchisee’s perspective, the majority of these franchises are available for a relatively

18 Canadian Franchise Association

low investment. With hard work they can provide a great return on investment,” Maillet explains of the trending sectors. “Further, prospective franchisees are also looking for opportunities that are in growing industries. These areas provide the consumer more free time and convenience. This is what today’s consumer is looking for. It is far easier to just contract the work out than do it yourself.” Gary Prenevost, President of FranNet of Southern Ontario and Eastern Canada, concurs. Prenevost notes that “macro trends of convenience” are leading to increased investment in franchise systems that are proactively conforming to changing consumer needs and habits. Whether the consumer is looking for a quick and healthy bite to eat or to effortlessly file their taxes, franchise systems that offer convenience are becoming increasingly popular. “Consumers will travel less distances than we used to; grab and go food from the groceries and food delivery apps have changed the consumer eating habits over the last two years. Savvy franchisors are on top of this and maximizing the trend while less sophisticated franchisors are still struggling with that,” Prenevost says. In this report, Franchise Canada explores franchise sectors that are trending based on both an increase in Directory listings, as well as trends the CFA is noticing within its membership. Read on to learn more about the systems within these sectors that are striking a chord with franchisees across the country.

www.cfa.ca | www.FranchiseCanada.Online

2019 FRANCHISE TRENDS REPORT

in health and fitness franchise listings 35% growth over a five year period

Health and Fitness

Fitness is big business in Canada. As Canadians collectively become more conscious of their eating and fitness habits, more and more people are seeking to lead healthier, more active lives. Franchises across the country are actively meeting this demand, as the number of systems in this category continues to rise on an annual basis. “The health and fitness category is a $32 billion industry with no signs of slowing down,” explains Wes Hodgson, Master Franchise with Crunch Fitness Canada. “Everywhere you look; TV, magazines, and social media – it’s all about fitness! Consumers around the world are taking charge of their health.” Canadians are an active bunch. According to Stats Canada, more than 16.2 million Canadians aged 12 and over reported participating in at least 150 minutes of moderate to vigorous intensity aerobic physical activity per week. This bodes well for franchise systems within the health and fitness sector, and for prospective franchisees that recognize the industry’s growth. According to Hodsgon, investment in a duesbased business with recurring revenue, such as a fitness centre, is not only a smart move, but also provides entrepreneurs with the sense of satisfaction of keeping Canadians healthy, and helping them meet their fitness goals.

“THE HEALTH AND FITNESS CATEGORY IS A $32 BILLION INDUSTRY WITH NO SIGNS OF SLOWING DOWN.”

Crunch Fitness Canada Franchising since 2010, Crunch Fitness fuses fitness and entertainment throughout its system of “#nolimits” clubs. Memberships start as low as $9.95 per month and offer incredible value for a club with state-of-the-art cardio and strength equipment, tons of free weights, world-renowned group fitness classes, and personal training and small group training through the exclusive HIITZONE Functional Training Ground. A typical Crunch Fitness location includes 80 to 100 pieces of cardio equipment, all produced by the top five or six manufacturers in the industry. The HIITZONE includes heavy bags, monkey bars, turf and other amenities for those who want a more vigorous workout. An enclosed 2,500-square-foot space is reserved for group workouts. Crunch Fitness Franchise clubs offer up to 60 classes per week, including yoga, Pilates, and Zumba, among others. Owning a Crunch franchise means joining a community of likeminded entrepreneurs, working with

a team and system that are tops in the industry, getting in on the gym floor of the fastest-growing full-size fitness brand, and doing something with purpose: helping people build healthy lifestyles. Crunch Fitness takes a different approach to franchising than many of its competitors. Franchisees within the system are encouraged to invest capital to purchase and operate multiple units. The company currently has 250 sites open, but has sold 1,500 franchises to under 100 franchisees. Among the hundreds of franchisees in the system, only three of them are single unit owners. The remainder own, on average, 10 territories, and will follow a plan to build one location as soon as the previous club gets established. Crunch Fitness provides new franchisees with 240 hours of initial training that is delivered in class, in store, and online. The company provides, ongoing support by reviewing clubs sales, revenues and profits and losses monthly and it has a full, inhouse marketing department.

Franchise Canada January | February 2019 19

2019 FRANCHISE TRENDS REPORT

in Educational Products and Services 91% growth franchise listings over a five year period

Educational Products and Services

Education-focused franchises cover a lot of ground across Canada by providing kids of all ages with a diverse range of learning centres and programs covering every subject, from mathematics and English to science and the arts. Catering to children as young as preschool-aged all the way up to students preparing for university, these franchises offer a place for young Canadians to access that vital extra learning that can help set them up for future success. “In our experience, the growth (of educational products and services) is driven by the passionate parents who are looking for opportunities to enhance their children's education,” says Jeff Hughes, CEO of Level UP Learning Centres. “When enterprising parents aren't able to find these activities, they look to companies like Level UP to help them fulfill their entrepreneurial passion and bring Level UP to their community.” If you have a passion for spreading knowledge, then franchise opportunities within the Educational Products and Services category might be the right fit.

“IN OUR EXPERIENCE, THE GROWTH (OF EDUCATIONAL PRODUCTS AND SERVICES) IS DRIVEN BY THE PASSIONATE PARENTS WHO ARE LOOKING FOR OPPORTUNITIES TO ENHANCE THEIR CHILDREN'S EDUCATION.”

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Level UP Learning Centers In our fast-paced, digital world, skills in STEM (Science, Technology, Engineering, and Mathematics) are rapidly increasing in demand. According to Statistics Canada, the STEM sector of the job market is doing the most hiring, however, reports suggest that Canada is failing to produce enough graduates to fill such roles. With public education systems failing to meet expectations, demand for the supplemental education industry is growing. Parents across Canada are turning to supplemental education programs to equip their kids with the STEM skills they need for the future. That’s where franchises such as Level UP Learning Centers come in. Level UP is a system of programs for students in grades K to 12, designed to engage students in supplemental science, technology, engineering, and math (STEM) education. Level UP seeks to fill a void left

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by Canada’s education system when it comes to computer science. Currently, there is no officially adopted national standards for computer science in Canada. As such, a cohesive progression of computer science knowledge and skills does not yet exist. Level UP aims to bridge this knowledge and skills gap with a comprehensive program that prepares students for post-secondary education and a career in STEM fields. Level UP employs a business model that leverages state-of-theart technology to maximize the efficiency of management, communication, and operations. The franchise system offers a variety of revenue models including monthly memberships, summer camps, in-school and after-school programs, corporate events, birthday parties, and more. As an owner, franchisees receive ongoing support from the corporate management team.

2019 FRANCHISE TRENDS REPORT

in Quick Service Restaurant franchise 34% growth listings over a five year period

Ethnic Foods and Quick Service Restaurants

Canada’s growing diversity has led to a thriving food scene in Toronto, Vancouver, Montreal, and other urban centres. The increasingly diverse tastes of Canadians have spread from the big cities, into all parts of the country. While “Ethnic Foods” are not an official Directory listing category, the CFA has noticed an increase in membership of QSR (Quick Service Restaurant) franchise systems that are serving up flavours from Asia, the Middle East, India, and beyond. Greg Ewasiuk, CEO of Holy Falafel, notes how the Ethnic Foods category is currently experiencing and forecasting significant, well above-average, growth throughout North America. He says that while many QSR franchises offer convenience, those serving foods beyond the normal hamburger and pizza offerings are catering to a consumer that is looking for not only fast service, but also for something new to satisfy their palates. “People are tired of eating the same old, unhealthy boring food when they need a quick bite on their limited lunch or dinner time with everyone’s ever increasing hectic busy daily schedules. The entire marketplace is desperately craving something new,” he says. “‘Ethnic Fast Casual’ is an entirely new category that brings exotic, healthy, and refreshing new global flavours from the predominantly small urban familyrun amateur ‘mom and pop’ shops into the professional mainstream with efficient, clean, fast, safe, North American operations and consistency.” For prospective franchisees looking to invest in a brand that provides consumers with healthy, flavourful foods coupled with convenience, ethnic food QSRs are a good option. Maillet notes how franchises in the QSR sector are making proactive efforts to focus on the needs of a new type of consumer: one seeking healthy options, and fast, without having to leave their homes, or even talk on the phone. “Consumers prefer inexpensive, convenient, on-the-go dining. The recent trend in food service towards food delivery, with such services as Uber Eats or Skip the Dishes, provides even further convenience to the consumer. Home delivery can allow QSRs to expand their customer base without increasing overhead costs, since they do not require more space and seating. This can improve the bottom line,” Maillet says. Holy Falafel Canada’s diversity means a culinary trip to anywhere you can imagine is just down the road. As a result, Canadians across the country have developed a taste for a wide range of global flavours. Satisfying this palate for exotic tastes is Holy Falafel, a fast-casual Middle Eastern QSR brand offering guests a wide array of falafels and shawarmas, custom salads, daily soups, breakfast wraps, desserts, and a sprinkling of Indian and Greek Mediterranean flavours. All food at Holy Falafel is created fresh from scratch by chefs on the premises every day, with ingredients and flavours that are sourced locally where possible. Holy Falafel got its start in the 1980s as Falafel House, which at the time was one of Vancouver’s original authentic Lebanese fast food restaurants. After serving the community for more than 20 years, word about the restaurant’s food spread, attracting din-

ers from across the city throughout all hours of the day and night. In 2011, Falafel House began modernizing its operations, menu, and concept entirely, introducing a contemporary, fast casual, and franchiseable healthy lifestyle brand in Holy Falafel. Relocated from Vancouver to the growing suburbs in Langley, the flagship location is now franchised and the brand has plans to grow the system throughout Canada and overseas. The benefits of investing with Holy Falafel include its proven track record, depth of management experience, vibrant company culture, an innovative and healthy menu, and an absence of competitors on the horizon. The turnkey cost of a franchise of 600 to 700 square feet is $175,000+, and for a franchise of 1,300 square feet, it’s $375,000+. Onsite hands-on training takes place in Langley, B.C., and at the new stores, and lasts for six to eight weeks.

Franchise Canada January | February 2019 21

2019 FRANCHISE TRENDS REPORT

in Hair & Nail Salons/Spas franchise 17% growth listings over a five year period

Men’s Grooming

A lot has changed since the 1950s, when men’s fashion, particularly hairstyles, were painfully simple. In 2019, men have become increasingly conscious of their fashion choices, and their grooming is no exception. This growing trend has led to the rise of men’s grooming franchises, as brands have jumped on the franchisability of the traditional barbershop model. “Men have evolved to a point where it is now common to place a high priority on their appearance and personal style,” explains Cory Anderson, Managing Partner with Tommy Gun’s Original Barbershop. “They are wanting to create their own unique identity and the men’s grooming industry is helping them achieve that goal.” Stepping beyond the traditional red, white and blue pole that is synonymous with the old fashioned men’s barbershop, franchise systems in the modern men’s grooming space provide haircuts and facial detailing, along with old-school services like a hot towel shave, but with a modern feel. With an explosion of products on the market to help men improve their look, men’s barbershops have entered the mainstream. Once a place for men to strictly get a quick haircut, franchises in this sector offer a wide range of amenities, such as sports on LCD televisions, and a hip, contemporary atmosphere. A substantial increase of 17% in franchise directory listings in the Hair & Nail Salons/Spas category, is partly attributed to the fact that men across Canada are placing heavy importance on not only their looks, but also on the overall barbershop experience. “Men’s expectations around service and quality has also increased recently. They want to support businesses that are tailored to their needs. Tommy Gun’s has designed a concept specifically to service those high standards.”

“MEN HAVE EVOLVED TO A POINT WHERE IT IS NOW COMMON TO PLACE A HIGH PRIORITY ON THEIR APPEARANCE AND PERSONAL STYLE.”

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Tommy Gun’s Original Barbershop A throwback to the Chicago-style barbershops of the 1930s, Tommy Gun’s Original Barbershop was created to fill the void that existed in men’s grooming. To bridge this gap, the franchise system with more than 60 franchise units across Canada reinvented the barbershop experience, creating a brand new “male-oriented” location, focusing on service and convenience. When guests enter a Tommy Gun’s barbershop, they are transported back to a time when men flocked to the barbershop for more than just a haircut. Tommy Gun’s décor is reminiscent of 1930s Chicago or New York City, with a retro barbershop feel. To complement the personality of the diverse age of customers, the barbershop has been designed with the duality of the 1930s and a modern classic look. Tommy Gun’s offers 10-14 days of initial training, including: point-of-sale

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systems, merchandising, customer service, retail operations, service operations, and human resources. Ongoing training is also available, and focuses on initial opening training, follow-up training three months after opening, annual conferences, a stylist education program, operations manual, and management seminars. Ongoing support from a district manager ensures operations continue to run smoothly. To stay connected, a national annual summit gathers business partners, managers, vendors, and barbers from across the country to train, network, and share best practices. When exploring franchise options, the Tommy Gun’s team advises prospective business partners to choose a brand and organization they can identify with to maximize their potential success. For Tommy Gun’s, the undeniably cool vibe has created a strong culture that continues to grow daily, making them a cut above.

2019 FRANCHISE TRENDS REPORT

Emerging & Growing: Cannabis

The legalization of cannabis in Canada on Oct. 17 brought forth the creation of an entirely new franchise category. With Newfoundland, Ontario, Manitoba, Saskatchewan, Alberta, and British Columbia allowing for the sale of cannabis in private sector brick-and-mortar stores, cannabis presents a wide range of opportunities in franchising. As noted in our Green Rush story on page 42, hundreds of Canadian entrepreneurs are jumping on the opportunity to get in on the ground floor of the newly found recreational cannabis industry. In Alberta alone, the Alberta Gaming Liquor and Cannabis Commission (AGLC) received a whopping 795 applications for cannabis retailer licenses prior to legalization. With so many people looking to open up cannabis stores, market saturation is definitely a concern. Franchising just might be the answer to the many unknowns and risks associated with investing in the cannabis industry, Maillet explains. Along with the expectation that the recreational cannabis market is doomed to become saturated, there is also uncertainty as to what the profit margins will look like in this entirely new sector that is entering uncharted territory. In provinces such as Ontario, that are moving forward with a hybrid model of privatelyrun and government-operated retail stores, independent operations will be competing against their own government for consumers. There are also laws dictating where stores can be opened to navigate. “With all of these factors, a franchise is the best way to minimize the risk. A franchise provides group buying power to maintain margins,” says Maillet. “The franchisor can monitor the changing landscape as it relates to cannabis as well as focus on finding the right locations. It can assist in the paperwork required to apply for a license. Overall, it can be much easier for a franchisee, as opposed to an individual trying to do it themselves.” Want to learn more about franchising opportunities in the cannabis industry? Check out our Green Rush feature on page 42.

Retail: 6% Seniors Services / Home Care / Transition: 3% Automotive & Truck Services / Products / Rentals: 5%

Other: 26%

Business Consultants / Services / Training: 2% Children's Products & Services: 3% Home - Improvement / Renovation / Restoration: 4% Health & Fitness / Nutrition: 5%

Franchise Systems by Sector

Commercial / Residential Services: 4% Educational Products & Services: 3% Food - Baked Goods / Coffee / Donuts: 4%

Hair & Nail Salons / Spas: 2% Food - Restaurants / Dining Rooms: 11%

Food - Quick Service Restaurants: 21%

(2019 Franchise Canada Directory)

Franchise Canada January | February 2019 23

ROAD WARRIORS

How franchise systems within Canada’s automotive sector are keeping up with the latest industry trends. BY KYM WOLFE

More than 33.7 million vehicles are registered in Canada, with billions of kilometres on their odometers. Routine maintenance, repair, quality parts, and knowledgeable service are vital to keep vehicles running at peak performance, creating a wide range of franchise opportunities within the automotive sector. Like any industry, Canada’s automotive maintenance sector is in a constant state of evolution, as it tries to keep up with the latest in consumer, technological, and manufacturing trends. As more and more electric and hybrid vehicles are hitting Canada’s roads, it’s becoming clear that the automotive industry is moving forward at an exponential rate. Innovations in the automotive sector are quickly changing the way we look at our autos, and routine maintenance is no exception. While Canada’s automotive sector continues to thrive, it’s important for franchise systems in this space to stay on-trend. Here, we take a look at three franchise systems within Canada’s automotive sector and how they’re keeping up with the latest in innovations that are re-defining the industry.

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ROAD WARRIORS

Active Green + Ross Automotive Centre “The tire and automotive business is very competitive,” says Greg Lawrence, Operations Manager for Active Green + Ross. To give its franchise partners a competitive edge, the Ontario-based franchise negotiates with major parts and tire suppliers to ensure best-value purchase pricing and offers regular training courses and coaching. Training covers the spectrum, from sales and social media to technical/shop skills, and creating a ‘female friendly’ customer experience. “Active Green + Ross doesn’t require our franchisees to be experienced within the automotive industry. All new franchisees receive a minimum of two months in-store training with an experienced corporate manager, as well as classroom training on product knowledge, sales training, customer service, bookkeeping, computer, and software skills and more,” says Rita Chiodo Diamantakos, who heads up Franchise Operations. “We are Ask Patty Certified Female Friendly ®. About half of our customers are women, and we want to ensure we are communicating with them effectively. It’s not just about customer interaction, but also the environment. Any renovations are focused on creating gender neutral shops.” One of the biggest challenges automotive service shops have experienced over the past few years is the increased competition by car dealerships. “Automotive car dealerships have improved their footprint as an automotive repairer, and are no longer just a place to purchase a vehicle. Some vehicles require the customer to return to the dealership for certain services,” says Lawrence. “Car dealerships may only have to service one or two makes of vehicles, and in most cases may only require one or two diagnostic or specialty tools. By

comparison, our franchisees need to have equipment to service all makes and models of vehicles. Bulk purchasing of specialty tools and facilitating large group training sessions help to keep costs affordable.” Staffing can present another challenge, says Lawrence. “Having qualified staff to utilize the equipment is paramount. There is a declining pool of good, qualified licensed technicians available within the industry, so we offer very competitive wages, benefits and regular incentives to hire, develop and retain good workers.” Charlie Chiaramida, who has owned his Active Green + Ross franchise in Markham, Ontario for 23 years, says keeping up with technology is one of his biggest ongoing challenges. “To keep up, we spend a lot of money to train our technicians,” he says. Active Green + Ross definitely helps by organizing group training. “Head office is definitely there when you need them, but you mainly get to run your own business,” says Chiaramida. “I would recommend Active Green + Ross to people who are looking to open a franchise. Not because it’s easy – starting any new business is really hard, success doesn’t happen overnight – but because they’ve got a pretty good plan, and as long as you follow it you should be okay.” ACTIVE GREEN + ROSS STATS Franchise units in Canada: 65 Corporate units in Canada: 3 Franchise fee: $25K Investment required: $115K-$200K Start-up capital required: $75K Available territories: Ontatio In business since: 1983 CFA member since: 1986

Franchise Canada January | February 2019 25

ROAD WARRIORS

Speedy Auto Service “Vehicle technology is evolving at a rapid pace and so does Speedy Auto Service,” says Steve Leal, President and CEO for Fix Automotive Network World. Fix Automotive Network is Canada’s largest automotive aftermarket services provider, and Speedy Auto Service is one of the company’s brands. “We prefer to call our franchisees ‘Strategic Partners',

26 Canadian Franchise Association

as that is what they truly are,” he explains.” We want our strategic partners’ businesses to be responsive to the changes; and continue to adapt and grow. We, as the franchisor, focus on innovation so they can do just that.” Every Speedy Auto Service location is a full-service auto repair shop, and Leal says that one of the challenges that some franchisees face is a shortage of skilled technicians. “This continues to be a challenge in all aspects of the automotive aftermarket services industry. To help our strategic partners to not only hire highly skilled technicians, but also keep their training up-to-date, Fix Automotive Network will be opening dedicated training centres across Canada, each featuring a fully equipped environment that replicates the layout and repair capability found in a state-of-the-art automotive repair shop.” Rick Mate started with Speedy Auto Service as a fifthyear apprentice. He worked his way into a management position before opening his own Speedy Auto Service franchise in St. Thomas, Ontario. Last year he moved to a larger facility. “Consumers are not replacing their cars as often,” he says. “I only see potential growth.” Mate emphasizes the importance of finding and retaining a skilled work team. “A business is only as strong as its people. Without my great staff this would not have

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ROAD WARRIORS been attainable,” he says. He also adds that Fix Automotive Network staff “are good and honest people to work with.” The company recently introduced the Speedy Zone, a drivethru vehicle diagnostic system providing an accurate, laser scanned printed assessment of a vehicle’s health. “It’s a first in our industry,” says Leal. “With varying diagnostics available including wheel alignment and tire wear, this free, no obligation service will increase traffic to our strategic partners’ shops and promote confidence in repairs required. This brand new technology is available to all our Speedy Auto Service shop owners at a preferential cost due to our buying power.” “We try to anticipate the future needs of customers and imple-

ment innovations to ensure shops are keeping up with advancing vehicle technology,” says Leal. “It is important for us to continuously develop tools and support for our network partners that enable them to stay on top of this complex and evolving industry.” SPEEDY AUTO SERVICE STATS Franchise units in Canada: 70 Franchise fee: $35K Investment required: $100K$300K approx. Start-up capital required: $100K Training: 3-6 weeks Available territories: All of Canada In business since: 1956 Franchising since: 2004 CFA member since: 2008

A GOLDEN OPPORTUNITY.

When opportunity knocks, you have to answer. Especially when it’s a golden opportunity. Like owning and operating a McDonald’s® franchise in your community – which has proven to be a rewarding way to achieve success. Be a part of the world’s most recognized brand and join the thousands of business entrepreneurs who are already part of the winning team. To learn more about franchising opportunities with McDonald’s Canada, please visit www.mcdonalds.ca 2018 McDonald’s

Franchise Canada January | February 2019 27

ROAD WARRIORS

NOVUS Glass NOVUS Glass, another brand under Fix Automotive Network’s umbrella, specializes in windshield glass repair and replacement. A focus on innovation drives the business, as the system encourages franchise operators to stay on top of the latest technological advancements within the automotive sector. “The NOVUS Glass franchise concept, as with all our brands, is based on a solid partnership between the franchisor and the franchisees, who are our strategic partners,” says Steve Leal, President and CEO for Fix Automotive Network World. “We are committed to offering the sales, operational and marketing support that our

28 Canadian Franchise Association

strategic partners need to build a successful business.” “NOVUS currently holds 27 patents for glass repair products with our dedicated research and development team working toward more,” Leal adds. “Long crack repair, often more than 12 inches long, truly sets us apart. Our proprietary chip repair significantly outperforms all others and our long crack resins are specially formulated to provide the unique attributes of adhesion and flexibility required to deliver a permanent repair that is virtually invisible to the naked eye.” John Inman has owned his Charlottetown, P.E.I. franchise for five years, but worked in the industry for more than 25 years, and he says “The NOVUS glass repair system is a lot more superior” than other systems he’s worked with. “There are so many facets to this business, it’s a bonus if you have experience in the industry.” Inman notes, “NOVUS provides great training and marketing assistance. It’s also important for the franchise owner to get out there – get involved and be visible in the community. For example, we have promotional signage in all the local arenas, sponsor the Summerside Boys & Girls Club golf tournament that raises tens of thousands of dollars and we run a ‘turkey for every windshield’ campaign which sees around 300 turkeys

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ROAD WARRIORS donated to local families in need over the holidays.” As with other brands, one of the biggest challenges for NOVUS is a shortage of skilled technicians. The dedicated training centres that Fix Automotive Network is opening across Canada will all include fully equipped glass repair facilities. Increased competition, including “parking lot pop-up” glass repair providers is another challenge facing NOVUS franchisees. “This is where our innovative chip and crack repair that both outperform and outlast our competition truly set us apart,” says Leal. “We are seeing more and more of our existing Speedy and Fix Auto franchisees adding NOVUS Glass to their business, so they can offer more services to their customers,” Leal notes. “The NOVUS Glass business model is also a perfect fit for

someone looking to start up their first franchise business. The initial investment is relatively low and there is a mobile option so franchisees can be up and running in as little as three months. This coupled with the training, equipment and software included in the initial franchise fee sets up NOVUS Glass franchisees for success.” NOVUS GLASS STATS Franchise units in Canada: 61, US: 200, Other: 1200 Corporate units in Canada: 2, US: 20 Franchise fee: $37,650 Investment required: $35K-$185K Start-up capital required: $150K Training: 2 weeks initial training Available territories: All of Canada, US, International In business since: 1972 Franchising since: 1985 CFA member since: 2012

Franchise Canada January | February 2019 29

LET’S GET DIGITAL

Franchises pioneer new age concepts, one click at a time. BY GINA MAKKAR

As franchising options continue to evolve, untraditional concepts like business consulting, are finding a stronger foothold in the service space. In fact, an established brand with effective marketing strategies can create a strong system that aims to provide franchisees with a more successful consulting business than they’d be able to develop if they go it alone.

BLOOMTOOLS CANADA Bloomtools first started in Australia 15 years ago, with a goal to help small to medium size businesses develop websites to support their growth. “Typically, only large businesses had the resources to efficiently drive down the sales funnel to create lucrative online opportunities and grow market share,” explains Bloomtools Canada President Boaz Willinger. Bloomtools first came to Canada in 2014, and has seen its leading digital marketing platform undergo continuous development and refinement over the years to meet the needs of today’s business owners. The Bloomtools trifecta − website design, database marketing, and customer relations management – allows business clients to customize solutions that truly meet their needs. “We ask our customers ‘what do you want to achieve with your site?’ Do you want people to pick up the phone? Do

30 Canadian Franchise Association

you want them to email you? Do you want them to click through many pages and see the products you have?’ We have the ability to do all those things and allow small and medium size businesses to access big company technology at an affordable price.” With no costly overhead for build-outs, leases, or staffing, Bloomtools is an attractive prospect with its one-time franchise fee and no monthly costs. Unlike traditional advertising methods like print or TV media, creating a franchise opportunity in the digital space like this one works a little differently. The unique Bloomtools system allows franchisees to focus on securing sales and managing client relationships while an in-house team of experts at the corporate office develops client websites and marketing services. Everything from order entry to accounting goes through a proprietary platform, leaving franchisees free to grow their businesses. Though prospective partners don’t need experience in web development, they do need to bring a strong understanding of the internet and technology to the table, along with a passion for helping businesses grow and succeed. “It’s different than a brick-and-

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LET’S GET DIGITAL

mortar store. With us, it’s about selling people what they need to help their business grow. People buy from people they like, trust and feel comfortable with. Franchisees are not knocking on doors. It’s a referral type business.” Franchisees come from all walks of life. “I look at our concept and say yes, it might be a bit of work. You have to be the right person for it,” says Willinger. When the brand first contemplated what type of partner might be a good fit, young people with an understanding of the emerging market came to mind. As it turns out, many of its franchisees are middle-aged professionals that want to build something on their own and work on their own schedule.

The most successful franchisees are those that take an active interest in different types of businesses so they can knowledgably consult with their clients with honesty and integrity. “For me, that’s the fun part, because you can research and advise clients, and they will see that you do care about them and want to help them grow their business.” As for Bloomtools and its potential growth as a company, it’s not about the number of franchisees on their roster. “With our model, we only make money if our franchisees make money because it’s a profit share type of model, so we really need our franchisees to be successful.” BLOOMTOOLS STATS Franchise units in Canada: 19, Other: 9 Franchise fee: $35K Investment required: $35K Training: 1 week online + 1 week in-person + ongoing training and weekly webinars Available territories: All of Canada In business since: 2014 Franchising since: 2014 CFA member since: 2014

Canada’s Premier Burger Brand

DID YOU KNOW?

Franchise Canada January | February 2019 31

LET’S GET DIGITAL

WSI DIGITAL When a couple of young, smart visionaries saw the internet coming in 1995, they quickly realized that there was very little out there to support it, and they seized the opportunity. For over 23 years, WSI Digital has helped small to medium sized businesses achieve their digital marketing needs with the development of websites, traffic generation strategies, ecommerce, marketing, and more. President Valerie Brown-Dufour has been with WSI since 1999, and watched the internet evolve into a radically different space. “Back then, it was brochure pages, and today, it’s dynamic and smart,” says Brown-Dufour. With a background in education and experience as a small business owner, her first position as a training manager gave her a front line view of the system. “It’s where I cut my teeth and really understood how we needed to help franchisees with processes and systems.” At WSI, franchisees take on the role of consultant, positioning themselves as trusted advisors by educating clients on digital options and helping them develop an online strategy. Once the franchisee develops a solution based on the client’s needs, they connect to a private e-marketplace to select vendors and suppliers to carry out the project. “The SMB market is the majority of the market. They wear so many hats, and budget is a key issue for them, so we need to be able to show a return on investment. These businesses do have specific needs and they do need a trusted partner. Some of our franchisees become their outsourced Chief Marketing Officer. We have franchisees that are brought in on things that have nothing to do with digital marketing for their clients; they are so trusted, that the client values their input on various business affairs.” The campaign-oriented, recurring revenue model requires franchisees to be forward-facing with clients to determine what’s working and what can be changed. “We look for people who are teachable. You can’t enter this industry without wanting to continue to learn and to be taught, and so you have to be open and willing to learn. We need people who are strong communicators. You may be talking to the owner of a company who knows nothing about digital, and you need to be able to break it down and help them understand,” says Brown-Dufour. The network of WSI franchisees come from a variety of backgrounds, and take a collaborative approach, often sharing best practices and learning from one another. “It’s a superb network that’s organically grown, and I don’t know how anyone could be in digital and do it alone. It’s just such a dynamic place. Having a network

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“We have franchisees that are brought in on things that have nothing to do with digital marketing for their clients; they are so trusted, that the client values their input on various business affairs.” like ours and a backbone like the franchise system helps you move faster.” Though North America is its biggest market, WSI can be found in 80 countries around the world, and there’s still room to grow. Strategically placed master franchises help enhance market support by facilitating local meetings, training and client events. They also provide a strong vetting mechanism as the system brings on new franchisees. “The digital marketing industry is ever-changing. Technologies come and go, and trends and tactics evolve rapidly; making it a challenge for digital marketing agencies to know when to systematize certain products into their service offering,” explains Brown-Dufour. “On the one hand, you don’t want to jump on a trend too early, but you also don’t want to be late to the game. At WSI, we use our network of Consultants around the world to understand how new technologies and tactics are being leveraged so we can establish a proven process and educate our franchisees on how best to monetize it for their business as well as quantify results for their clients.” Brown-Dufour’s advice to prospective franchisees is to enter the system prepared to be engaged. “You will be running your own business, but we have such an active community with such knowledge and depth. Come in and tap into it, and stay engaged. It will help you stay relevant to your client.” WSI DIGITAL STATS Franchise Units Canada: 78, U.S.: 281, Other: 458 In Business Since: 1995 Franchising Since: 1996 Franchise Fee: $49.7K USD to 69.7K USD Start-Up Capital Required: $15,000K Investment Required: $65K USD minimum Training: Comprehensive Training / Ongoing Support Available Territories: All of Canada, U.S., International CFA Member Since: 2007

www.cfa.ca | www.FranchiseCanada.Online

Celebrating 25 Years of Great Partnerships We’re celebrating more than 25 years of doing business in Canada with great people. Our family of over 180 franchise partners from coast to coast epitomize true Canadian entrepreneurial spirit and embody the very concept of hospitality. We salute them today and every day. Our strength lies in our franchisees. That’s what sets us apart and makes us successful.

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

FRANCHISING

HEROES

Three veterans of the Canadian Forces share how the core values that helped them succeed in the military have fostered franchising success BY JORDAN WHITEHOUSE

It’s no wonder that 1 in 7 franchises in the United States are owned by military veterans. Qualities like teamwork, discipline, and the ability to follow a structure are as necessary in the military as they are in franchising. Unfortunately, there aren’t any official Canadian stats related to how many vets in this country are franchisees, but indications suggest there is a significant portion of them here, too. Stats are just that, though. If you want to hear what it’s actually like to become a franchisee after the military, listen to these three vets explain it.

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FRANCHISING HEROES

CLAYTON HAMILTON Massage Experts If there’s one piece of advice Clayton Hamilton would give to a retiring military member who wants to become an entrepreneur, it’s this: become a franchisee rather than an independent business owner. “Franchises set up everything in detail,” says the 20-year Canadian Forces veteran and current Massage Experts President and CEO. “There’s an operations manual, there’s an advertising manual. The guidelines are there, the franchise gives you the structure that you’re used to.” Not to say franchises are perfect. His first foray into entrepreneurship after retiring from the Forces as an airborne electronic sensor operator was with a few franchise restaurants in the Halifax area. “I would have probably been the first to criticize the franchises I was involved with, but now that I’m a seasoned guy in this job, I see some of the reasons they did what they did.” Nonetheless, Hamilton has just one of those restaurants now, jumping into the massage world five years ago as one of the first Massage Experts franchisees. That one Halifax location has grown to four in the city, bringing the national total to 17 locations — eight in Nova Scotia and New Brunswick, three in Ontario and Quebec, six in Saskatchewan and Alberta. One big reason the franchise is taking off is because Massage Experts offers memberships that make therapy sessions more affordable than at non-membership clinics. Hamilton bought the company about four years ago,

and since then Massage Experts has added 12 of its 17 clinics. His experience as a restaurant franchisee has definitely helped him take the company to the next level, but so has his military experience. “The military gives you a strong sense of discipline to ensure that things get done, and you learn attention to detail and timeliness,” he says. “Those three things are huge in franchising.” Still, the military world and the entrepreneurship world are vastly different, he admits. But, if you are interested in running your own business, the distance between those worlds is greatly reduced if you go the franchise route. “There’s a huge difference between being a military person and having your day-to-day needs taken care of, told where to go, how to do it than to try to become an entrepreneur. But if that’s what you want, becoming a franchisee would be the best move. It gives you that structure, and it will probably end up making you feel a lot more comfortable.” MASSAGE EXPERTS STATS Franchise units in Canada: 15 Franchise fee: $30K Investment required: $200K-$300K Training: Two weeks Available territories: All of Canada In business since: 2012 Franchising since: 2013 CFA member since: 2013

Franchise Canada January | February 2019 35

FRANCHISING HEROES RICK DAVIES PropertyGuys.com There’s no doubt that military veterans come with a few readymade skills ideal for entrepreneurship, says Rick Davies, the franchisee of three PropertyGuys.com areas in southern Ontario. “For one, you learn very good social skills in the military because you’re dealing with people from all walks of life, all over the country and internationally,” he explains. “You really need that in business, too.” You also have to be flexible in the military and as an entrepreneur, he says, “aware that what you planned on doing might not be what you end up doing.” He didn’t really plan on being a PropertyGuys.com franchisee when he retired from the Canadian Forces in 2003 after 24 years in various avionics roles. He just knew that after so many years working for somebody else, he wanted to try working for himself. And so he did, starting a web-based marketing business with his brother. They made a “killing,” he says, but he missed the social part of going to work. And though he liked the freedom and flexibility of working for himself, his military roots made him realize he also liked a bit of structure. Franchising, with its systems, support, sociability, and freedom, seemed like the right path. He was right. He’s now the franchisee of PropertyGuys.com

The possibilities are in your hands.

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

™/®

36 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISING HEROES territories in Northumberland County, Hastings and Prince Edward Counties, and Kingston and South Frontenac Township. He chose PropertyGuys.com because he wanted to work on a business that was still reaching its full online potential. Back in 2005, a year before Davies jumped in, PropertyGuys.com began franchising nationally at a record pace, even awarding a new franchise every 10 days at one point. There are now over 80 franchise locations in over 600 communities across the country who help homeowners sell their properties privately. The major draw of PropertyGuys.com is all about home sellers paying themselves, instead of high commissions when they sell. Though the proven approach helps with everything from marketing to negotiation to paperwork, the company charges a flat fee, not a percentage based on the home’s sale price. “The five per cent model is going the way of the dodo bird,” says Davies. “It just doesn’t make sense. Why, if I have a $200,000 house, am I paying twice as much as someone with a $100,000 house for the same service, the same exposure, the same strategy and the same end result?” It turns out that a “strong sense of logic” is another one of those readymade tools Davies brought from the Forces.

Bonus video content on FranchiseCanada.Online!

PROPERTYGUYS.COM STATS Franchise units in Canada: 84 Corporate units in Canada: 1, International: 1 Franchise fee: $25k-$75K Investment required: $75K-$150K Training: 5 days at PropertyGuys.com University Available territories: All of Canada, U.S., International In business since: 1998 Franchising since: 2002 CFA member since: 2002

OPENING SOON dq.ca

Franchising Information:

Tammie Verna (905) 637 4741

tammie.verna@idq.com

Franchise Canada January | February 2019 37

FRANCHISING HEROES PIERRETTE LEDREW Stagecoach Performing Arts One of the big similarities between being in the military and being a franchisee is all in your outlook, says firstyear franchisee Pierrete LeDrew. “In the military you often have an end goal in mind — your mission — and you’re trying to overcome the obstacles to get there. So you get down to it and you do it.” Likewise, the 21-year Canadian Forces vet is trying to show that same tenacity as a franchisee with Stagecoach, an extra-curricular performing arts school with over 700 schools in nine countries (fun fact: Emma Watson is an alum). It’s not easy, she says, especially in the first year when you’re dealing with whopping obstacles like raising brand awareness and attracting students. (And also while holding down a full-time job as a teacher and raising two teenagers, as she does.) What’s helped is that she chose a franchise she’s truly passionate about, she says. After leaving the Forces in 2008 as a public relations officer, her husband, still in the Forces, was posted to England for four years. It was there that her daughter enrolled in the UK-based Stagecoach for almost three years.

INVEST IN YOURSELF your family & your future

Own your own Coffeehouse. Contact us to learn more about our franchise opportunities. 1-888-294-9330 or franchise@goodearthcoffeehouse.com

www.goodearthcoffeehouse.com/franchising

38 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISING HEROES “She absolutely loved it,” says Pierrette, “I saw how it worked, what kind of program it offered, the target audience — all that stuff. So I became very interested in it, too.” By 2014, they were back in Canada, this time in Kitchener, Ontario, where the closest Stagecoach location was about two hours away in Toronto and local performing arts programs just weren’t cutting it for her daughter. In response, the obstacle-averse Pierrette started a Stagecoach “pestering” campaign, calling up the franchise once a year, asking if they’d launch a franchise in her area. In 2017, the answer was finally a yes, and, unexpectedly, she was asked if she was interested in running the new location herself in Kitchener. Over a year later, and after a careful vetting process, she’s still glad her answer was yes. Sure, like the military, there are big obstacles to overcome as a new franchisee. But also like the military, she feels part of something bigger than herself. “You get into this organization and you’re embraced right away. I don’t live in England, and I’ve only met the staff at headquarters once, but most of them know me by now. So it mirrors the military because that sense of community is very strong, and that’s something I’ve always been drawn to.”

STAGECOACH PERFORMING ARTS STATS Franchise units in Canada: 10, International: 700 Franchise fee: $20K Investment required: $40K Start-up capital required: $30K Training: $4K (travel) Available territories: All of Canada, U.S., International In business since: 1988 CFA member since: 2017

Franchise Canada January | February 2019 39

FRANCHISING HEROES About the Canadian Franchise Association’s Military Veterans Program The CFA is proud to connect franchise systems with military personnel through the CFA Military Veterans Program (MVP). Through the Military Veterans Program prominent franchises offer military veterans and reservists a special incentive on their franchise.

Finding Small Busi ness

Ownership

If you are a veteran or reservist of the Canadian Forces interested in researching franchise opportunities, access the CFA MVP page at: https://www.cfa.ca/blog/service/ military-veterans-program/. For more information, please contact Alexandra Mann at amann@cfa.ca or 416-695-2896 ext. 290.

As a military vetera n, you already have the tools needed strong work ethic, to become a succe commitment, and ssful franchise owne the willingness to succeed! rThat’s why the Cana dian Franchise Assoc the CFA Military Veter iation and the Depa rtment of National ans Program (MVP) into business owne , an initiative helpin Defence launched rship! Through uniqu g honourably releas e deals and specia ed veterans transi brands, we’re makin tion l incentives offere g it easier for you d by participating to meet the requir business for yours franchise ements of a franc elf but not by yours hise investment and elf. to be in From one meaningful career to another, join the ranks of franc hise ownership with the MVP today!

What you get:

• Special offers and savings: Exclusive incentives for honor members. ably discharged Cana dian Forces • Boundless empl oyment opportunit ies: Access to emplo head offices of franc yment opportunit hise systems and ies at both corpo within franchise locations rate • Best-in-class resou themselves. rces: Relevant and essential resource personnel prepare articles to help Cana for franchise succe ss. dian Forces

If you have any other questions, please contact Alexandra Coordinator, Opera Mann, tions at 416-695-28 96 ext. 290 or aman n@cfa.ca

Ignite Your Future Join forces with Firehouse Subs as we expand into Canada. Multi-unit franchise opportunities available throughout Ontario.

For franchise info, contact Brent Greenwood at Franchising@FirehouseSubs.com or call 877.887.8330

Join us on Facebook and LinkedIn

40 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

OPEN YOUR OWN SPIRITLEAF CANNABIS DISPENSARY

The end of prohibition. The start of something incredible.

VISIT SPIRITLEAF.CA TO LEARN MORE

It is not currently legal in Canada to operate a retail business which offers cannabis products for sale. The federal government of Canada has announced that the sale of cannabis will be legalized as of October 17, 2018/ We will not permit our franchisees to open a Spiritleaf franchise until such time as the operation of that business within the province where your business will be operated is legal.

Canada’s On Oct. 17, The Cannabis Act enabled Canadians to legally possess, consume, and grow recreational cannabis, creating a multi-billion dollar industry. BY ANDREW SCHOPP

When Bill C-45, the Cannabis Act, received royal assent in June of 2018, the Canadian government put the wheels in motion for the launch of what is likely to become a multi-billion dollar industry. This historic piece of legislation, which took effect on Oct. 17, enabled Canadians to legally possess, consume, and grow recreational cannabis. The decision by the Liberal government to follow through on a 2015 campaign promise and end more than 95 years of cannabis prohibition was decades in the making. As the years went by, the increasingly progressive attitudes of Canadians towards cannabis helped lift the product from the shadows of the black market into the mainstream. According to Statistics Canada, in 2017 roughly 1.2 million Canadians 18-64 years old consumed cannabis at least once a week, with 667,700 reporting daily consumption. While advocates pushed for legalization based on the recreational and medical merits of cannabis, it was hard for the government to ignore the economic benefits. In their 2018 study, A society in transition, an industry ready to bloom, Deloitte projected Canadians to spend as much as $7.17 billion on cannabis products in 2019, while increasing their overall consumption by up to 35 per cent following legalization. According to the report, the legal recreational cannabis market, which includes associated accessories, could generate up to $4.34 billion in sales in 2019. From retailers of water pipes, vaporizers, and other accessories, to purveyors of a wide range of cannabis strain offerings, here, we take a look at three franchise systems that stand to benefit massively from the legalization of cannabis and the rise of Canada’s newest industry.

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www.cfa.ca | www.FranchiseCanada.Online

CANADA’S GREEN RUSH PROHIBITION Brian Demers, VP of Operations and Franchise Development at Quebec-based smoking accessories retailer Prohibition, estimates that there are more cannabis users in Canada than research polls let on. And with legalization comes a brand new demographic of clientele. “Reports indicate that anywhere from 14 to 22 per cent of adults admit to smoking cannabis, and more than 30 per cent would try cannabis once legal, but we believe it will be closer to 60 per cent. It is important to note, this is the percentage of individuals whom felt comfortable confessing their consumption pre-legalization,” he says. “We believe with cannabis being legal, a lot of individuals, especially professionals, will try cannabis.” The Prohibition franchise has its roots as a traditional smoke shop. In 1984, Johnny Mennillo, who immigrated to Canada from Italy with his family when he was 12, set up shop at a Montreal flea market, where he sold a variety of social smoking accessories. From there, word about the quality of his products spread, and his entrepreneurial spirit led to the development of a thriving franchise system with locations across Quebec and in New Brunswick. Like most smoke shops, Prohibition’s product line has expanded over the years to run the gamut when it comes to accessories; providing products for tobacco, cannabis, and electronic cigarette users, all under one roof. “It’s not just related to the cannabis space, but focuses on everybody from e-cigarette users to cigar and hookah smokers,” Demers says of the Prohibition brand. “We really pride ourselves on serving anyone (in the smoking scene.) We’ve designed our stores accordingly as well. We are a high-end boutique with a bright, open, concept and wood-grain coloured stores, to make it inviting to our entire customer base.” With locations in Montreal and surrounding areas, Quebec City, and Moncton, Prohibition is eyeing expansion across Canada. The total investment required for a franchise varies from location to location, based on a number of different factors such as the size of the premises (stores range from 800 to 3,000 square feet). Depending on the size of a location, startup costs range anywhere from $175,000 to $350,000. Franchisees benefit from three weeks of training and support from a district manager. On-going support includes bi-weekly visits to franchise locations while the store establishes its footing. Once settled in, a quarterly audit four times a year ensures the franchise is meeting cleanliness, product display, and pricing standards. “You don’t have to have prior experience with cannabis. We’ve had a few franchisees who came in, aren’t smokers, and didn’t even know which end of a water pipe to smoke out of. We’re looking for entrepreneurs,” Demers says of prospective Prohibition franchisees.

“We offer a very complete turnkey package. We take care of everything from A to Z from the site selection to the lease negotiation. We also have a product development team, which is very unique. They test all of our products before releasing them into the system to ensure quality and customer satisfaction. We’re really ahead of the curve when it comes to taking care of franchisees and helping them be successful.” When asked about the benefits of a franchise in the smoking accessories space, Demers points to the food service industry, where franchisees are constantly wrestling with the evolving tastes of customers, increasing rates from suppliers, and high employee turnover. Profitable from the get-go, according to Demers, Prohibition franchises boast incredible ease of operation. “We are different from other franchise systems, in terms of ease of operation. When compared to other systems – food especially – you have to be hands-on in the store, 50 hours a week. This is not the case with us,” he says. “Most of our franchisees do not operate their stores. They have managers who operate the stores. They use this as an investment that is earning revenue for them. You can easily own multiple locations. I myself own two locations while working 50 hours a week at head office. That is proof it can be done. I’m not so sure I would be able to do so with another system.” PROHIBITION STATS Franchise units in Canada: 5 Corporate units in Canada: 11 Franchise fee: $25K Investment required: Ranges from $211K-$647.5K Training: Three weeks of training included Available territories: All of Canada In business since: 1984 Franchising since: 2015 CFA member since: 2017

Franchise Canada January | February 2019 43

CANADA’S GREEN RUSH SMOKER’S CORNER Between 1896 and 1899, roughly 100,000 prospectors from across North America descended upon the Yukon Territory to reap the benefits of the infamous Klondike Gold Rush. Today, a “Green Rush” sweeps through Alberta, as the province opted to put the sale of recreational cannabis in the hands of Alberta Gaming Liquor and Cannabis Commission (AGLC) licensed private sector retailers. Prior to legalization, the AGLC received a whopping 795 applications for cannabis retailer licenses as entrepreneurs look to get in on the ground floor. One Alberta-based franchise, however, has had a foothold in Canada’s cannabis market since starting in Calgary in 2009. Smoker’s Corner, a franchise system in the smoking accessories space, has grown to include 10 franchise and nine corporate locations across Alberta, British Columbia, and Nova Scotia. “We sell all kinds of smoking accessories including vaporizers, water pipes, grinders, dugouts, extractors, bowls, and all sorts of other accessories that are typically available in head shops or smoke shops,” explains Raj Grover, President and CEO of High Tide Inc., the parent company of Smoker’s Corner. “We also have some very unique brands that are produced by sister companies such as RGR Canada and Famous Brandz. These companies brand, package, and OEM almost 80 per cent of the Smoker’s Corner catalogue. A lot of our products are very unique, and are only available at Smoker’s Corner as a distribution channel.” As a retailer of cannabis and smoking accessories for nearly a decade, Grover notes how Smoker’s Corner’s offerings within that space won’t change drastically following legalization. He is however, expecting a massive uptick in sales, providing an opportunity to further expand the brand’s portfolio of e-cigarette and e-liquid products. It’s all part of a plan to continue providing quality cannabis accessories, while dominating the sale of smoking and vaping accessories across the board. When it comes to the cannabis space specifically, High Tide Inc. looks ahead to Canna Cabana, the company’s brand that will sell cannabis and associated accessories

44 Canadian Franchise Association

at retail outlets across Alberta. Famous Brandz will act as a supplier for the Ontario Cannabis Store. “Smoker’s Corner is going to continue selling cannabis accessories, and increase its portfolio of vaping accessories; nicotine e-liquids and electronic cigarettes, to help people quit smoking,” says Grover. “Smoker’s Corner is currently being fortified as 60 per cent of a vape shop to ensure that we remain on top when it comes to accessories. That’s what made us to date, that’s who we are at Smoker’s Corner. That system will continue to thrive as the demand for nicotine e-liquids and electronic cigarettes increases.” Smoker’s Corner is eyeing expansion across Canada. A franchise’s cost averages between $180,000 to $220,000 and includes a training period of between seven and 14 days, which covers everything from the day-to-day operations of the store to product knowledge. Smoker’s Corner franchisees benefit from what Grover calls a “onestop shop” franchisor. Because the brand manufacturers their own products, franchisees can get everything they need under one roof and can focus on their business rather than negotiating with suppliers. Grover adds how 80 per cent of Smoker’s Corner products are manufactured in-house. “We pass those discounts over to our franchisees, who enjoy much higher profit margins due to that,” Grover says. “What we’re looking for, now that we’re a more mature brand that’s been in business for over nine years, is to develop the platform across the country and are looking to add new products to attract new franchisees.” SMOKER’S CORNER STATS Franchise units in Canada: 9 Corporate units in Canada: 10 Franchise fee: $25K approx. Investment required: $180-$220K Training: Provided in-house Available territories: All of Canada In business since: 2009 Franchising since: 2013 CFA member since: 2014

www.cfa.ca | www.FranchiseCanada.Online

CANADA’S GREEN RUSH

Bonus video content on FranchiseCanada.Online!

SPIRITLEAF As Canada’s prohibition on cannabis came to an end, the franchise industry was left asking a key question: What role will cannabis play in franchising moving forward? Spiritleaf – under the umbrella of holding company Inner Spirit Holdings – looks to answer that question with a nation-wide system of cannabis retail stores. Spiritleaf’s President and CEO Darren Bondar is no stranger to moving merchandise via retail stores. Bondar has grown WATCH IT! - a franchise system of retail stores selling watches, sunglasses, and accessories - to a thriving system of 15 corporate stores and 16 franchises. Now, he’s looking to do the same with cannabis with the development of a modern retail model that offers “legitimacy, reputability, professionalism, and a feeling of confidence.” “We’re a cannabis dispensary that’ll be selling all varieties of cannabis and related accessories,” explains Bondar of the Spiritleaf concept. I’ve got 20 years of experience as a franchisor. We took a lot of the best practices and knowledge we gained in franchising and applied that to the cannabis space.” For entrepreneurs looking to get in on the ground floor of Canada’s cannabis industry, Spiritleaf might be just the ticket. With more than 100 franchise partners already on board to open Spiritleaf locations in B.C., Alberta, and Saskatchewan, the brand is in prime position to become a household Canadian name. For now, Spiritleaf’s “playground” is in Western Canada, where B.C., Alberta, and Saskatchewan provincial

governments have allowed for the sale of cannabis in the private sector via brick-and-mortar stores. In Canada’s most populous province of Ontario, things are little more complicated. Initially, sales of cannabis in Ontario were to be exclusively left in the hands of The Ontario Cannabis Store (OCS), a crown corporation. But, with the election of a new provincial government in June, Ontario is now going with a model that will allow licensed private sector retailers to sell cannabis out of storefront locations, while the OCS sells online. “We’ve granted our first 100 locations in Western Canada. Our objective is to do the same in Ontario,” explains Bondar. “This is conditional on the Ontario government’s rules and regulations as the province has yet to issue retail licenses for cannabis.” So, what does a legal cannabis dispensary franchise in Canada look like? Concept images of Spiritleaf franchise locations depict a store dressed in a décor that speaks to the brand’s strong Canadian identity. Featuring earthy greenery and wood finishes, Spiritleaf stores celebrate the beauty of Canada’s natural landscape. They’ve upped the ante when it comes to promoting Canadiana, partnering with Newstrike and Up Cannabis Inc.; two brands backed by iconic Canadian rock act, The Tragically Hip. Every Spiritleaf location will feature an Up Cannabis Lounge, which will showcase the history of cannabis and the Canadian music scene. What’s more, Spiritleaf’s parent company Inner Spirit Holdings, through their community engagement program The Spirit Fund, has made a five-year commitment to the Gord Downie &

Franchise Canada January | February 2019 45

CANADA’S GREEN RUSH

Join the Future of Real Estate

Claim Your Exclusive Territory

Chanie Wenjack Fund, the charitable legacy of The Hip’s late front man. Through that, Spiritleaf will drive awareness of Indigenous history and encourage acts of reconciliation throughout their store network. According to Bondar, it’s all about establishing Spiritleaf a nationally-recognized brand. He hopes that Spiritleaf will be to cannabis, what Tim Hortons is to coffee in Canada. “You’re going to have a familiar national brand that offers a mid to high-end boutique,” he explains of the Spirtleaf vision. “It’s authentic to that true cannabis user, but also, welcoming to new users. Hopefully, we’ll be a familiar and convenient place where if somebody needs to purchase cannabis for whatever their purposes are, they’ll have a Spiritleaf destination that’s conveniently located, and would be their go-to place to shop.” Spiritleaf is seeking franchise partners to set up shop in Alberta, Saskatchewan, Manitoba, and eventually, Ontario. In the first year of legalization, the market is sure to be saturated by an abundance of cannabis retailers. What separates Spiritleaf from the others, according to Bondar, is that his brand is backed by decades of experience in the franchise industry, and a publicly traded holding company in Inner Spirit Holdings (CNSX). “We’re the first recreational cannabis company to do an IPO and trade on the stock exchange,” boasts Bonadar. “We wanted to be an open, public company in which Canadians will have the opportunity to invest and become a part of Canada’s recreational cannabis industry. It’s a once-in-a-lifetime opportunity.” The company will operate multiple corporate locations including the company's flagship store in Calgary. Franchise partners benefit from head office support that includes training in how to approach customers, cannabis education, point of sale systems, merchandising, back-end accounting, payroll, and human resources. “Joining a franchise system like Spiritleaf has a lot benefits. It’s an effective way to go,” says Bondar. “There’s a lot of big players in the industry, and while there will be some room in the sector for independent, boutique shops, I think there’s a lot of benefit to being partnered with somebody who’s got the financial strength, and knowledge in the industry.” SPIRITLEAF STATS Franchise fee: $25K Investment required: $300K-$500K Training: Provided Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario In business since: 2017 CFA member since: 2017

OPPORTUNITIES@PROPERTYGUYS.COM INFO.PROPERTYGUYS.COM/FRANCHISE-CFA

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CANADA’S GREEN RUSH

Cannabis Retail in Canada: Where and How With the legalization of cannabis in Canada on Oct. 17, 2018, businesses across the country are exploring what opportunities exist for franchising cannabis retail stores. While cannabis was federally legalized, the regulation of the distribution and sale of the permitted products was left to each province to decide individually.

handful of businesses permitted to operate and franchise stores within those provinces, so unless you a franchisee of one of these brands, the opportunities are quite limited. And Newfoundland, Yukon and Nunavut are not contemplating enough stores to even be licensed to open to make franchising a likely or appealing prospect.

The provinces of Quebec, New Brunswick, Nova Scotia and Prince Edward Island, plus the Northwest Territories, all adopted the public distribution and sale models, meaning that each respective provincial government (through a corporation or liquor commission) owns and operates each cannabis retail store. Accordingly, no opportunities to franchise stores which sell regulated cannabis products exist in these provinces. There may yet be opportunities, though, for franchised businesses which sell cannabis accessories.

That leaves three of Canada’s post populous provinces – British Columbia, Alberta and Ontario – and each are approaching retail cannabis and franchising in different ways. The common thread among them, however, is that each province is seeking to avoid a market dominated by a small group of the largest companies, including licensed producers of cannabis.

A regulatory framework for the retail sale of cannabis by private enterprise exists in British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Newfoundland, Yukon and Nunavut. However, that doesn’t mean that all of these provinces and territories provide fertile ground for the franchising of cannabis stores. Saskatchewan and Manitoba have capped and pre-selected the small

To that end, British Columbia’s cannabis laws squarely target franchising, without naming it, by capping the number of licenses at eight for any company, group of related companies and companies which can influence the activities of the store (this arguably casts a wider net than does the provincial statutory definition of a “franchise”). As a result, while the franchise business model is not itself limited in British Columbia, the ability of any one franchisor to develop a large network of its own franchisees certainly is.

Alberta does not cap or address franchising, meaning there is no limitation to franchising cannabis retail stores in that province. There is, however, a cap of retail store licenses available to any one company or group of related companies at 15 per cent of the total number of retail store licenses issued by the province. There is no limitation in Ontario on the number of retail stores which can be owned, operated or franchised by any person which is not a licensed producer of cannabis, though the province has capped licenses at 75 stores per operator. However, licensed producers are restricted from having more than one retail store in the province, and that store must be located at the producer’s production facility. Ontario's retail cannabis laws do not restrict franchising. Chad Finkelstein Partner Dale & Lessmann LLP (416)369-7883 cfinkelstein@dalelessmann.com www.dalelessmann.com

Cannabis rules and regulations, by province YK

C C

NL C

C C

AB C

C C

MB P

C C

ON C

C C

Online Brick and mortar Sold through liquor store C Crown corporation P Private sector Grow your own

C C

Franchise Canada January | February 2019 47

Calling all aspiring entrepreneurs in Ottawa! This past fall, the Canadian Franchise Association (CFA) hosted Ottawa Franchise Week, our first-ever virtual franchise show. Participating franchisors (listed below) are looking for franchisees in the Ottawa area to open new locations. In case you missed it, archived versions of their webinars can be found at https://www.cfa.ca/ottawa. Tune in to learn more about their franchise opportunities and find out how you can be your own boss with the support of a proven system behind you! You can also connect with these franchisors directly through the CFAâ&#x20AC;&#x2122;s online member directory, LookforaFranchise.ca. We thank all franchisors and attendees who participated in Ottawa Franchise Week. To stay in the loop about our next virtual show, sign up for our free e-newsletter on LookforaFranchise.ca.

Gary Prenevost, President

FranNet 416-219-0610 gprenevost@frannet.com

Ken Sparks

Franchise Development

GEM Health Care Services 1-877-761-4361 sparksk@gemhealthcare.com

Nigel Beattie

Director of Franchise Sales

Panago Pizza 416-770-6354 nigel.beattie@panago.com

Beth Caron

Director of Franchise Development

Great Clips 1-800-947-1143 franchise@greatclips.com

Meaghan Ariss

Franchise Development Coordinator

Pizza Pizza 416-967-1010 Ext. 319 mariss@pizzapizza.ca

GETTING DOWN TO BUSINESS Canadian B2B franchise opportunities to help build businesses from coast to coast

Businesses in Canada, which are predominantly small businesses, thrive with help from other businesses, which provide services, supplies, and other solutions to ensure their operations run as smoothly as possible. Here, Franchise Canada has compiled business-to-business franchise opportunities across Canada, including those that provide signage, printing, accounting, and marketing services, along with supply management and shipping solutions, promotional products, and much more. If you have a taste for sales and a knack for building relationships and helping others succeed, read on to learn more about the many B2B opportunities available from one side of the country to the other.

Franchise Canada January | February 2019 49

GETTING DOWN TO BUSINESS

ALLEGRA NETWORK LLC

BLOOMTOOLS CANADA

CRESTCOM INTERNATIONAL

Allegra Network LLC provides digital and print marketing communications services including consultation, sales literature, direct mail, signs/banners, promotional products, website development, email marketing, and more. A recognized leader in businessto-business opportunities, Allegra focuses on helping businesses grow through unparalleled franchise support and training, a unique business model, and system profitability. Freedom, flexibility, opportunity, and success go hand-in-hand with being an Allegra franchise owner.

Bloomtools is a leading Canadian developer of professional, resultsfocused websites and Internet marketing tools, offering everything small to medium-sized businesses need to build and maintain a successful online presence.

Crestcom International, ranked four times as the World's #1 Management Training Franchise by Entrepreneur magazine, is changing the way business is done in more than 60 countries. For almost 30 years, Crestcom has trained executives across the globe from 75 per cent of Fortune Magazine's "Most Admired Companies" in management, leadership, and sales. This franchise provides a highly rewarding career at the forefront of a $130-billion dollar industry that is in constant demand.

Allegra Network is seeking franchisees with experience as corporate executives, marketing professionals, and other entrepreneurs who want to take charge of their own futures. Some of the most important skills effective Allegra Network franchise owners possess are people skills, organizational ability, and an understanding of finance and marketing. Franchise units in Canada: 18, U.S.: 236 Corporate units in Canada: 1, U.S.: 3 Franchise fee: $25K-$45K USD Investment required: $37,665$233,550/$205,490-$574,725 USD Start-up capital required: $200K liquid and $400K+ net worth Training: 2 weeks at corporate office, 30-90 days/seller, ongoing Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, U.S. In business since: 1976 Franchising since: 1977 CFA member since: 2010

50 Canadian Franchise Association

Bloomtools Head Office provides a comprehensive initial training program for all franchisees, followed by ongoing training and business coaching. Franchisees also have access to a Franchise Support Manager, a team of support technicians, an online tool box, and an online knowledge base. To be part of the Bloomtools team, franchisees should have experience in sales, marketing, and using the internet, as well as a love for working with businesses and dedication to getting results for clients. Franchise units in Canada: 19, Other: 9 Franchise fee: $35K Investment required: $35K Training: 1 week online + 1 week in-person + ongoing training and weekly webinars Available territories: All of Canada In business since: 2014 Franchising since: 2014 CFA member since: 2014

www.cfa.ca | www.FranchiseCanada.Online

As a franchisee, you will sell and facilitate the Crestcom Bullet Proof® Manager program, which is a 12-month program covering two modules per month. Modules cover key leadership topics, such as strategic thinking, accountability, customer loyalty, and multi-generational leadership. Graduates of the Bullet Proof® Manager program are eligible to enroll in Crestcom Continuing Education, a quarterly class with never-before-taken modules. The Crestcom Continuing Education product provides you with a recurring client base and sustained revenue year over year. Franchise units in Canada: 11, U.S.: 36, International: 154 Franchise fee: $69.5K USD Investment required: $100K-$150K CDN Training: 8-10 days of initial training In business since: 1987 Franchising since: 1992 CFA member since: 1999

GETTING DOWN TO BUSINESS

EXPENSE REDUCTION ANALYSTS (ERA) Expense Reduction Analysts (ERA) is the b-to-b franchise for executives. ERA is an attractive business for individuals who want to leverage their career and build a consulting business within a network of likeminded professionals and with a solid 25-yearold brand. The Franchisee/Consultant has the possibility to do business development, project management and analysis and/or to work with other Franchisees/Consultants on a project basis. ERA offers expense reduction in over 40 expense categories, which is currently the vastest offer in the market. ERA Franchisees/Consultants help clients optimize their overhead expenses and supply management on an attractive “No Savings, No Fees” model. While they find savings in most cases – those are split 50/50 between the client and the ERA Franchisee/Consultant. It’s a highly scalable business with no income cap. What ERA Franchise Owners most appreciate about ERA is: earning potential, flexible lifestyle, working with a supportive network, making a big impact, and being in control of their professional future. Franchise units in Canada: 5, U.S.: 140, International: 650 Franchise fee: $66K Investment required: $92K Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Quebec, New Brunswick, Nova Scotia In business since: 1993 CFA member since: 2015

IMAGE360

FASTSIGNS Now more than ever, businesses look to FASTSIGNS® for innovative ways to connect with customers in a highly competitive marketplace. The franchise system’s high standards for quality and customer service have made FASTSIGNS the most recognized brand in the industry, driving significantly more traffic to the web than any other sign company. FASTSIGNS has 400+ markets approved for development in the U.S. and Canada and is also seeking Master or Area Developer expansion in markets worldwide. As a FASTSIGNS franchise owner, your earnings potential is unlimited. And you’ll enjoy owning a business with low staffing requirements, B2B hours, attractive margins, strong brand name recognition, low inventory, and many other benefits. Franchise units in Canada: 31, U.S.: 603 Franchise fee: $44.5K CDN Investment required: $300K CDN Training: 4 weeks Available territories: All of Canada, U.S., International In business since: 1985 Franchising since: 1986 CFA member since: 1994

Image360® is a sales-driven solutions provider in the areas of graphics, signage, and displays of virtually every description. An Image360® Centre is a full-spectrum provider of all types of visual communication products and services. Today's sign shop is a quasi-advertising agency featuring full-color designs and graphics. The franchise ensures that every new centre is opened with state-of-the-art graphic equipment in order to meet the needs of everyone from the small business owner to corporate clientele. Image 360 Owners, who are also called “Members”, are an integral part of their business communities. They participate in networking meetings, Chamber events, and interact with other business owners, entrepreneurs, and decision makers. The Image360 franchise member network is a diverse group of extroverts who relish promoting their Centre’s and the brand. The Image360 model is a great fit for individuals and families alike. Owners can be directly involved in sales, or because the operating model is flexible, they can hire account representative(s) to drive consultative sales, and then focus on managing operations, providing exceptional customer service and continuously improving efficiencies. The most successful franchise members are outgoing, positive, friendly people, with good communication skills. Franchise units in Canada: 3, U.S.: 301, Other: 5 Corporate units in Canada: 1, U.S.: 2 Franchise fee: $40K USD Investment required: $197,247$368,903 USD Training: Yes Available territories: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, New Brunswick, Nova Scotia, Yukon, Nunavut, North West Territory, U.S. In Business Since: 1986 Franchising Since: 1987 CFA Member Since: 2007

Franchise Canada January | February 2019 51

GETTING DOWN TO BUSINESS

INSTANT IMPRINTS

INXPRESS CANADA

JANI-KING CANADA

Customers choose Instant Imprints when they want their businesses, schools, organizations or groups to be more visible to their customers. Instant Imprints creates that visibility with signs and banners, custom embroidery, custom t-shirts, promotional items, and digital printing.

InXpress Canada provides unique shipping solutions and savings for small and mid-sized businesses. Its world-class carrier partners like DHL do the pick-ups and deliveries, and InXpress does the customer service and invoicing. The customer gets the pricing, options, and personalized service usually reserved for large corporations, and franchisees save customers time, hassle, and money, while creating leveraged residual income.

Jani-King is the world’s largest commercial cleaning franchise system with more than 9,000 franchisees in 14 countries. Founded in 1969, Jani-King provides daily, weekly, and monthly cleaning services to tens of thousands of customers. From the smallest office to the largest arena, Jani-King franchisees deliver dedicated cleaning, backed by a local support office that provides training, customer service, and quality control.

Instant imprints is the first and only franchisee/franchisor owned franchise system. So when you join the franchise, you become a partner in its parent company with their stock program. Key benefits of an Instant Imprints franchise include high average transactions, a clean and professional work environment, professional client base, great training and partner mentoring program, terrific hours, small and scalable staffing requirements, low overhead, and minimal inventory. The ideal Instant Imprints franchise partner is resourceful with great customer service and communication skills, a positive mental attitude, enjoy being active in the local community, and won’t be afraid to make things happen. Franchise units in Canada: 24, U.S.: 37 Corporate units in U.S.: 1 Franchise fee: $39.95K Investment required: $220-269k Training: 5 Weeks Initial + 15 Week Mentoring Program Available territories: All of Canada, U.S., International In business since: 2008 Franchising since: 2002 CFA member since: 2008

52 Canadian Franchise Association

Benefits of the InXpress franchise opportunity include low start-up costs, high residual income potential, no inventory required, and the ability to work from home. InXpress also provides comprehensive initial training, advice, and ongoing support from a dedicated business coach to get franchisees started, and to keep their businesses growing. Franchise units in Canada: 15, U.S.: 87, International: 300 Franchise fee: $55K Investment required: $75K-$100K Training: Provided Available territories: All of Canada, U.S., International In business since: 1999 Franchising since: 2000 CFA member since: 2012

www.cfa.ca | www.FranchiseCanada.Online

Jani-King has been doing business in Canada for more than 30 years and operates through a franchise model with over 650 franchisees nationwide. The company is seeking Franchise Partners interested in being in business for themselves, but not by themselves. The Jani-King model provides different plans depending on the goals you set for your business. Each plan provides a turnkey solution that will have you working with clients of your own quickly and earning a return on your investment. Franchise units in Canada: 700, U.S.: 6,342 Corporate units in U.S.: 21 Franchise fee: Varies with plan purchased Investment required: Varies with plan purchased Available territories: All of Canada In business since: 1969 Franchising since: 1974 CFA member since: 1995

GETTING DOWN TO BUSINESS

JDI CLEANING SYSTEMS

KK PRINTING ULC

METAL SUPERMARKETS

JDI Cleaning Systems is an industry leader in commercial cleaning, office cleaning, and industrial cleaning with over 100 franchises in Canada. Since 1992, JDI Cleaning Systems has prided themselves on providing top notch cleaning services to thousands of companies. The franchise system recruits professional cleaners for their trustworthiness, reliability, dedication, and attention to detail.

Kwik Kopy Centres provide marketing and graphic communications services to small and mid-sized companies, as well as organizations and nonprofits. These services include design, digital, mailing, marketing, printing, promotional products, and signs. A recognized leader in business-tobusiness opportunities, Kwik Kopy focuses on helping businesses grow through unparalleled franchise support and training, a unique business model, and system profitability.

Metal Supermarkets is a Mississauga, Ontario-based franchisor of specialized metal distributors focusing on small quantities of virtually all types and forms of metals, custom cut to size, and featuring same-day service. Franchisees carry most standard shapes and grades of hot and cold rolled, aluminum, steel, stainless, brass, and copper, and will source material on demand. Value added services such as hole punching, shearing and bending are available at certain stores.

As a JDI franchisee you can invest in a program that is best suited to you and then provides you with all the systems, support services, training, and professional advice you need to be successful. JDI is recognized as a leader in the commercial cleaning industry, with system wide sales in the millions of dollars, their franchisees deliver the best in service to their varied commercial clients. Commercial cleaning is growing at a record pace and JDI is ideally suited to take advantage of this growth. Franchise units in Canada: 130 Franchise fee: $10K+ (Local), $50K+ (Master) Investment required: Varies dependent on program chosen Available territories: All of Canada Training: 5 to 14 days In business since: 1992 Franchising since: 1992 CFA member since: 1996

A successful franchise system depends on a 'partnership' of complementary skills. It is the ideal way to combine the ambition and commitment of individuals with over 30 years of proven success, corporate resources, systems and strengths. Kwik Kopy’s consultative approach benefits franchisee, franchisor and clients, providing core business products of design, copy and print services along with signage and wide format production. Franchise units in Canada: 48 Franchise fee: $33K Investment required: The cost of purchasing the business plus a Franchise Fee and Marketing Fee, $188,055-$564,656 Training: Up to 3 weeks (5 days at home office, 16 hours of online/ self-paced learning sessions and 5 days (not necessarily consecutive) at your center's location) Available territories: All of Canada In business since: 1979 Franchising since: 1979 CFA member since: 1979

Metal Supermarkets is committed to offering entrepreneurial-minded business people the opportunity to be in business for themselves, but not by themselves. Your franchise investment guarantees you will have the equipment, inventory, and marketing campaigns you need to secure sales from opening day. This head start is one of many reasons why the Metal Supermarkets is one of the most stable opportunities to invest in. Franchise units in Canada: 24, U.S.: 61, International: 6 Franchise fee: $39.5K Training: 4 weeks Available territories: Saskatchewan, Ontario, New Brunswick, Nova Scotia, U.S., International In business since: 1985 Franchising since: 1987 CFA member since: 2011

Franchise Canada January | February 2019 53

GETTING DOWN TO BUSINESS

POSTCARD PORTABLES Headquartered in Yorkton, SK, Postcard Portables is a provider of full-colour mini-billboard rentals, as well as other innovative signage and printed products. Postcard Portables is expanding throughout Canada, with franchise opportunities available for success-focused individuals wanting to invest a modest amount to join a highly respected brand with unlimited growth potential, work out of their home, set a flexible schedule, and enjoy a work/ life balance. Entrepreneurs choose to sign with Postcard Portables because they can operate their own business in approximately 60 to 90 days after signing the franchise agreement, and receive ongoing support with all aspects of their business. For more information, visit www. postcardportablesfranchise.com. Franchise units in Canada: 12 Franchise fee: $25K Investment required: $100K-$300K Start-up capital required: $125K Training: 1 Week Start-up Training + Ongoing Support Available territories: All of Canada In business since: 2002 Franchising since: 2005 CFA member since: 2011

54 Canadian Franchise Association

PRINT THREE

SIGNARAMA

Print Three is an award-winning business service franchise that is focused on the rapidly expanding need for "on demand" digital imaging. Print Three franchises offer complete digital reproduction, design, finishing, fulfillment, and is the only print franchise with a fully integrated webbased ordering system. Print Three provides total imaging solutions for the corporate community both large and small.

Signarama has been recognized as today's top-rated franchise opportunity by the experts, including Entrepreneur magazine, which has ranked it No. 1 in its industry in the 'Annual Top 500 Franchises' issue for over a decade.

The Print Three franchise program includes support for marketing, promotions, advertising, and webbased communications; décor; finance; inventory and supplies; new service development; the use, purchase, and maintenance of new technologies and equipment; location selection; outsourcing opportunities; and ongoing response to market research. Franchise units in Canada: 50 Franchise fee: $40K Investment required: $200K Available territories: All of Canada In business since: 1970 Franchising since: 1981 CFA member since: 1999

www.cfa.ca | www.FranchiseCanada.Online

As a Signarama franchisee, you and a small staff can succeed in this business-to-business turn-key operation. Like no other sign franchise system, Signarama has a royalty cap which means the better you do, the more you can make! No prior experience required. Signarama’s training and support is world-class. Some of the benefits of the Signarama opportunity include the huge market of potential clients, access to a proven and tested turnkey business model, world-class support and training (no prior experience required), and an incredible network of established franchisee peers who are ready to help. Franchise units in Canada: 41, U.S.: 600, International: 300 Corporate units in U.S.: 1, International: 48 Franchise fee: $49.5K Investment required: $215K Training: 5 weeks + ongoing support Available territories: All of Canada In business since: 1986 Franchising since: 1987 CFA member since: 2002

GETTING DOWN TO BUSINESS

SPEEDPRO SIGNS

SCULPTURE HOSPITALITY

TAXASSIST ACCOUNTANTS

Speedpro Signs is a Canadianowned company with its head office in Winnipeg, Manitoba. Speedpro began franchising in 1991, and today has 50 franchises, from Victoria to Newfoundland. The company offers two business models, both in the business services segment: Speedpro Signs, and now Speedpro Imaging.

Sculpture Hospitality is the largest network of industry consultants and they are endorsed by Jon Taffer from the popular show, Bar Rescue. They detect and resolve challenges in all phases of inventory: counting, controlling, ordering, and inventory analytics, using data to help bar/ restaurant operators make better management decisions faster. Their clients vary from all categories: multi-unit bar and restaurant groups, neighborhood taverns, bowling alleys, nightclubs, concert venues, hotels, gentleman's clubs, amusement parks, and national chain restaurant accounts. Sculpture Hospitality has service options that range from full service to shared inventory responsibilities and even a mobile inventory app for in-house inventory management. A solution for every bar or restaurant. The Sculpture Hospitality franchise concept allows you to provide worldclass inventory control and profit solutions to pubs, clubs, restaurant, hotels and bars. For over 30 years, their solutions have helped clients to dramatically reduce losses, grow their business and resolve operational issues whilst operating a highly profitable and sustainable business. With impressive growth in key markets, Sculpture Hospitality has roughly 400 franchisees, performing thousands of audits annually in 40+ countries across the world. You too can help new and old restaurants/bars service and thrive!

TaxAssist Accountants is an awardwinning and innovative franchise from the United Kingdom that is now launching in Canada, on the back of successful expansion to Ireland and Australia. Established in the U.K. in 1995, TaxAssist Accountants has developed a strong brand and a robust business model, becoming the largest network of small business accountants in the U.K.

Speedpro franchisees enjoy a proprietary marketing plan, 91 per cent client loyalty, exceptional gross margins, Monday to Friday operations with traditional business hours, unlimited growth capacity within the Speedpro Canada system, continuous growth in a weak economy, cost effectiveness (low employee and inventory requirements), and pride in belonging to the Speedpro Canada family. Franchise units in Canada: 50, U.S.: 121 Franchise fee: $35K Investment required: $70K Training: Yes Available territories: All of Canada In business since: 1992 Franchising since: 1992 CFA member since: 2012

TaxAssist Accountants provides franchisees with a proven business model with a strong brand, comprehensive training on all aspects of the business, business development support and marketing materials, regular field visits, investment in research and design, and the opportunity to build a sustainable business with a proven exit strategy. International Franchise units: 235 Franchise fee: Master £150K / Single $65K Available territories: Alberta, British Columbia, Ontario, Quebec, International In business since: 1995 Franchising since: 1996 CFA member since: 2013

Franchise units in Canada: 27, U.S.: 290, International: 53 Franchise fee: $39.9K-$49.9K Investment required: $43.4K-$57.1K Training: Comprehensive in-class & field training provided Available territories: All of Canada, U.S. In business since: 1987 CFA member since: 2013

Franchise Canada January | February 2019 55

GETTING DOWN TO BUSINESS

SMALL BUSINESS DOMINATION

THE UPS STORE

WSI DIGITAL

The UPS Store offers products and services designed to help small business owners run with the efficiencies big business enjoys, but without the big business investment. Digital printing, print finishing services, shipping and packaging services, and mailbox rentals are some of the services small businesses will find at any one of the more than 360 The UPS Store neighbourhood locations.

WSI Digital is an award-winning digital marketing franchise that works with businesses across all industries to help them connect with their customers online. Headquartered in Toronto, Canada, WSI has created the world’s largest network of Digital Marketing Consultants, with office locations spanning across 80 countries. They’ve been in business for more than 20 years and in that time have helped over 100,000 businesses with their digital marketing strategies.

The UPS Store network has more than 35 years of franchising experience, which means that it has learned what works over the years, and franchisees can benefit from that knowledge. The UPS Store will provide extensive training and support to help franchisees run and grow their businesses from day one. Franchise units in Canada: 350, U.S.: 5000 Franchise fee: $40K Investment required: $172,250$196,000K Available territories: All of Canada In business since: 1990 CFA member since: 1991

56 Canadian Franchise Association

WSI Digital franchisees enjoy minimal overhead costs, and set their own schedule. They are trained and certified as Digital Marketing Consultants, and maintain the status of trusted business advisors who specialize in making companies more profitable by providing advice, experts, and resources to help them succeed online. The WSI Internet franchise opportunity also includes one of the most complete and comprehensive training and certification programs available. Franchise units in Canada: 65, U.S.: 377, Other: 556 Franchise fee: $69.7K USD Investment required: $65K USD minimum Training: Comprehensive Training / Ongoing Support Available territories: All of Canada, U.S., International In business since: 1995 Franchising since: 1996 CFA member since: 2007

www.cfa.ca | www.FranchiseCanada.Online

As of December 2015, there were 1.17 million employer businesses in Canada. Of these, 1.14 million (97.9 per cent), were small businesses, 24,415 (1.8 per cent) were medium-sized businesses, and 2,933 (0.3 per cent) were large businesses. Small businesses are defined as having 1 to 99 paid employees, medium-sized businesses have 100 to 499 paid employees, and large businesses have 500 or more paid employees. (Statistics Canada, Key Small Business Statistics, June 2016)

MEETING A WIDE RANGE OF BUSINESS NEEDS Canadian franchise systems are providing a whole host of services to help meet the needs of the businesses in their communities. Here’s a list of some of the different areas of expertise on offer: • Accounting services • Advertising, marketing, and promotional products and services • Commercial cleaning • Commercial supplies and services • Computer, software, and internet services • Financial and cash services • Printing, copying, and shipping • Rust proofing • Sign products and services • Tax services

is pleased to present

a Special Franchise Focus on the

FULL-SERVICE RESTAURANTS AND DINING ROOMS SECTOR F E AT U R I N G :

FEATURED

IN THIS EDITION:

Famoso Italian Pizzeria + Bar �� 64 www.famoso.ca

MR MIKES SteakhouseCasual �� 60-61 www.rammp.net

Ricky’s All Day Grill �� 65 www.rickysfranchise.com

Shoeless Joe’s Sports Grill �� 63 www.shoelessjoes.ca/franchising/

Symposium Cafe �� 59 www.SymposiumCafe.com

TacoTime �� 66 www.tacotimecanada.com

SPECIAL FOCUS

Dining in Style When it comes to a night out on the town or celebrating a special occasion, Canadians spare no expense. Canadians are big on going out to enjoy a meal, with more than 18-million restaurant visits made every day across the country. A lot of these outings are made to a full service restaurant or dining rooms. Whether they’re looking to dine out with their family for the evening or want to celebrate a, birthday, job promotion, or other milestone, full service restaurant and dining room franchises rise to the occasion, providing hospitality and great tasting fare. More and more Canadians are dining out, according to Stats Canada. Food services and drinking places sales are rising annually. For 2018, as of August, sales in the food services and drinking were more than $6.1-billion. This special section takes a closer look at the full service restaurant and dining room franchise category, highlighting the factors that make these restaurants a popular choice for Canadian consumers.

Franchise Canada January | February 2019 57

SPECIAL FOCUS

WHICH AGE GROUP VISITS RESTAURANTS THE MOST?

18 TO 24 TOTAL OPERATING REVENUE FOR THE FOOD SERVICE AND DRINKING PLACES INDUSTRY WAS

$68.4 BILLION QUICK SERVICE

FINE DINING

CASUAL DINING

58 Canadian Franchise Association

Food Service in Canada Canada’s food service industry continues to thrive. In August, Restaurants Canada, the national association for food service, reported that the industry ended the first half of 2018 on a positive note, with sales 6.4 per cent higher in June compared to the same month in 2017. Over the entire first six months of 2018, foodservice sales advanced by 5 per cent. Restaurants Canada attributes this growth to higher spending at full-service and quick service restaurants. It’s quite clear that Canadians love to dine out. According to Statistics Canada, total operating revenue for the food service and drinking places industry was $68.4 billion in 2016. In that same year, Stats Canada reported a profit margin (operating revenue minus operating expenses, expressed as a percentage of operating revenue) of 4.2 per cent for establishments operating within this sector.

Types of Restaurants Food-on-the-go franchises are intended to make eating inside and outside of home as easy and convenient as possible for Canadian consumers. Food-on-the-go options can include quick service, drive-thru, food truck, home delivery and takeout, and home meal preparation franchises. Quick Service Restaurants: Quick service restaurants have a focused menu and food is usually ordered at a counter and then brought to a table or taken out to eat. Many quick service restaurants offer drive-thru ordering for customer convenience. Also in the quick service category are fast casual restaurants. These establishments feature an ordering counter like quick service restaurants, with accoutrements like non-plastic cutlery and dishes and a made-to-order menu. Fast casual is generally considered to be positioned between quick service restaurants and casual dining restaurants.

www.cfa.ca | www.FranchiseCanada.Online

Full Service Restaurants: Full service restaurants can be categorized by having a large menu and offering table service attended by wait staff. Within full service restaurants, further sub-categories can be defined, such as: • Fine dining, featuring an upscale menu in a formal atmosphere • Casual dining, featuring moderately-priced food in a more relaxed atmosphere Casual dining restaurants attract guests for a number of reasons, including the casual atmosphere, menu options, and family-friendly environment (with special menus and considerations for children and seniors).

Let’s taLk success!

Prime Locations now available in bowmanviLLe bradford

Join our award-winning team • Franchise Award Winner 8 Consecutive Years • Proven Success Formula in Training & Support • Recognized Leader in Upscale-Casual Dining • Unique Decor • 9 New Locations 2019: Bowmanville, Bradford, Cobourg,

Hamilton, Kitchener, Orangeville, Oshawa, Peterborough, Pickering

Contact Al Davis: 416-449-3611 or info@symposiumcafe.com

SPECIAL FOCUS

Restaurants by the Numbers

THE FOODSERVICE INDUSTRY IN CANADA – AN OVERVIEW (restaurantscanada.org)

Annual Sales:

Number of indirect jobs:

Share of GDP:

Share of Canadian workforce:

Number of direct jobs:

Number of establishments: (full service restaurants, limited service restaurants, caterers, drinking places)

$80 billion

of franchises are restaurants (CFA)

4.0%

1.2 million

283,000 6.9%

95,000+

18 million

18- to 34-year-old

50 or older

14%

restaurant visits per day in Canada (Restaurants Canada)

In 2014, Canadian households spent an average of

$2,229

at restaurants. (Statistics Canada)

34%

of Canadians visited a table service restaurant in the last month after a direct recommendation from a friend or family member, and this was consistent across gender, age, and in households with/ without children. (Restaurants Canada)

62 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Advertisements or promotions on social media impacted the decision to visit a table service restaurant for 14 per cent of those in the 18- to 34-year-old age group, compared to 3 per cent of those aged 50 or older. (Restaurants Canada)

SPECIAL FOCUS

Commercial Foodservice Sales Forecast (In billions)

(Source: Restaurants Canada, Stats Canada)

$80 $70

$64.9

$60 $50

$46.8

$47.1

2008

2009

$48.8

$50.3

$52.9

$58.1

$55.2

$68.1

$71.0

$73.6

$76.3

$78.7

$61.1

$40 $30 $20 $10 $0

2010

2011

2012

2013

2014

2015

2016

2017

2018

2019

2020

2021

Looking for restaurant partners to join our family. • 1st authentic Neapolitan pizzeria in Canada • 30 locations

• Total required investment $700k, with $350k cash

• High productivity open kitchen style format

• Outstanding sales/capital investment ratio

• Average annual sales $1.5m

• Excellent cost of goods sold ratio

partner@famoso.ca 604.637.7272 • 1.888.597.7272 401 - 1901 Rosser Ave., Burnaby, BC, V5C 6S3

64 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FOCUS

How often do consumers eat out? Heavy (at least once a week) Medium (at least once a month) Low (at least once every six months) Hardly (once a year or less)

Quick service restaurants: 4% 16% 39%

BECOME PART OF

42%

RICKY’S FAMILY

Table-service restaurants: 4%

27%

28%

A Variety of Franchise Options to Meet Your Needs • Founded in 1962

• On-going support

• 85+ locations

• Comprehensive training programs

• All dayparts • Family-friendly atmosphere

41%

• Integrated or separate lounge

• Proven operating systems • Marketing support • High quality innovative menu

Order food for delivery/takeout:

17%

19%

26% 39%

(Source: Restaurants Canada and Statistics Canada)

1.888.597.7272 www.rickysfranchise.com

Franchise Canada January | February 2019 65

SPECIAL FOCUS

Sales Growth in Restaurant Food Sales Provinces across the country saw growth in commercial food sales in 2014, with most seeing an increased demand of at least 2% (with the exception of Quebec, where sales stayed constant). (Restaurants Canada)

5% 3%

NEWFOUNDLAND & LABRADOR

7.5%

NOVA SCOTIA

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We’ve been serving real Mexican food to Canada for over a quarter of a century! You can join our successful group of Franchisees by opening one of our Drive-thru, Food Court or Store Front locations. The same great Mexican food is served in each store format; but with capital and operating requirements that will match up with your objectives. You will need $75,000 to $125,000 unencumbered cash, depending on which unit type you select.

Visit us at: www.tacotimecanada.com or call us at: 1-800-471-5722 ext. 894

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www.cfa.ca | www.FranchiseCanada.Online

THE EMPLOYMENT RULES TOOLKIT: YOUR GUIDE TO THE ESA The Canadian Franchise Association’s (CFA) Employment Rules Toolkit provides a comprehensive range of content designed to help franchisors navigate the complicated waters of Ontario’s labour laws through a series of engaging modules, including: • Overview of the Laws: What are my obligations as an employer under the Employment Standards Act (ESA)? • Monetary: Learn about minimum wage increases, vacation pay, equal pay for equal work, and gratuities. • Non-Monetary: Ensure your franchise is compliant with hours of work, lunch break, and scheduling guidelines • Leaves of Absence: How to handle pregnancy, parental, family medical, and other leaves of absences. • Other: Addressing continuity of employment, building service providers, termination, severance, liability, and other guidelines.

Learn more at www.cfa.ca/employment-rules

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Do You Have What it Takes to Succeed as a Franchisee? A look at the top 10 traits of best-in-class franchisees

ou’re ready to start a business, and have decided that the franchise business model is the right fit for you: you want to operate your own business, while having the support of an established system behind you. But before you get started and take that giant leap into franchise ownership, it’s essential to remember that franchisees are small business owners, and it takes a special combination of skills and traits in order to own and operate a business that resonates with your community. Here, we’ve compiled a list of 10 of the top attributes of Canada’s most successful franchisees. So read on, and get ready to undertake a serious self-assessment to ensure you have what it takes to join the ranks of elite franchisees across the country! 1. Hardworking There’s no doubt about it: franchising is a lot of work. Above all else, in order to thrive, a franchisee needs to be able to put in the time and effort to make their business a success. This is especially true for the first three to six months you’re in business, when you’ll be spending long hours learning the system and laying the foundation for a strong business. 2. Focused Based on the amount of work you’ll be putting into your franchise (see point #1), you need to be 100 per cent

focused on franchising, as it’s a full-time career that requires full-time participation. Don’t entertain any notions of being able to balance franchising with another job or career; with most franchise businesses, there simply won’t be time for other employment endeavours. If you’re not ready or able to focus on your franchise full time, you may want to reconsider this path. 3. Business oriented Most franchise systems don’t require you to have specific skills or experience in the category you’re entering (for example, you don’t need to have food experience to own a restaurant franchise), but almost all franchisors are looking for candidates with strong business acumen. Ideally, you have an education or work background in business, with general business skills and know-how that can be transferred to assist you in running your franchise of choice. 4. Able to lead While you’ll be following the franchise system, as a franchise owner, you’re in charge of your operation, and are responsible for your staff, and your results. It’s up to you to encourage and motivate your team members, to provide guidance, and to solve any issues as they arise, so you need to be ready to heed this call. 5. Enjoy working with people Franchising is a people-focused business: you’ll not only be interacting with your team of employees, but also

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68 Canadian Franchise Association

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DO YOU HAVE WHAT IT TAKES TO SUCCEED AS A FRANCHISEE? with the customers/clients you serve in a public-facing capacity. You need to be able to work with people to resolve problems, and to put your customers and community first. On top of that, you also need to be able to work with the franchise head office team, who will be there to provide continuous support. 6. Able and eager to communicate As you’ll be spending so much time on a daily basis with your team and your customers/clients, you need to be an effective communicator. You should be able to clearly articulate tasks and expected outcomes to employees so they can thrive, and strong communication skills will also be a major asset in developing relationships with members of your community, which is critical for local marketing efforts. 7. Ready to follow a system While you need to have entrepreneurial skills to own and operate your own business, you also need to remember that in franchising, you’re not going it alone. While the day-to-day operation of your franchise falls on you, ultimately, you’ll be following the system of operations as set out by your franchisor. Franchises are replicable businesses that are consistent from one location to the next, so you need to follow the system to the letter to ensure that your business looks and operates the same as every other franchise in your system. While you may not enjoy the freedom and flexibility of setting all of your own rules as you see fit, don’t forget that you’ll have the support of your system when you need it most, which is something that often can’t be beat. 8. Adaptable To meet changing consumer needs, franchises need to follow suit, and will undergo rebranding and renovations, and put new advertising/marketing programs in place to cater to these customers. This means changes will often be introduced by the franchisor, and you need to be prepared to incorporate these changes, and to make time for any ongoing learning/training.

Franchise legislation and labour laws are also changing the way franchises operate, so you need to look to your franchisor to provide updates on any legislative changes, so you can ensure you’re meeting all legal requirements. 9. Patient When you’re putting in the hard work and long hours, it can be hard to remember that successful businesses aren’t built overnight. While you’ll be off to a strong start with the help of an established system of operations from the franchisor, it will still take time to grow your franchise business into a successful operation. But if you can be patient and stick with it through the first development period, you’ll be through the hardest part, and on your way to success. 10. Passionate As they say, when you’ve found the career that you’re truly passionate about, it doesn’t feel like work at all. While the other nine skills and traits listed above will definitely be key to your franchising success, having passion for what you do is absolutely essential. When you find the franchise category and business that you love, you’ll be more ready and willing to rise to any challenges that come your way as you take your business to new franchising heights!

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Franchise Canada January | February 2019 69

BIG INVESTMENT,

BIG REWARD Master franchisees share their experiences

BY JESSICA BURGESS

For franchisees wanting to make a major capital investment, becoming a master franchisee might be exactly what they’re looking for. While it takes a large amount of capital to become a master franchisee, the rewards that come with the risk are numerous. Here, three distinct master franchisees share their experiences at the helm.

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www.cfa.ca | www.FranchiseCanada.Online

BIG INVESTMENT, BIG REWARD

Crunch Fitness Crunch Fitness Canada has established itself as a leader in high value–low price fitness, filling their gyms with topof-the-line equipment, proprietary group fitness classes, personal and small-group training, and even tanning and hydromassage at affordable membership rates. “Crunch is also known for its fun, irreverent, quirky, and motivating messages to members. We are all about making serious fitness fun,” shares Katz Foley, National Director of Group Fitness. “We break through the competition with unique and memorable ways to motivate, encourage, and inspire every single person who walks through our doors. Our member’s experience is our number one priority,” Foley continues. With that mission in mind, it’s no wonder that CEOs and master franchisees Wes Hodgson and Murray Middlemost both have strong backgrounds in fitness and business. Together, Hodgson and Middlemost secured the exclusive rights to Canada’s master franchise for Crunch and since then have dedicated themselves to leading the way in defining what it means to have a thriving fitness franchise in Canada. Hodgson and Middlemost know that a key part of a successful fitness franchise is of course the successful fitness of its members. “As the digital world continues to explode,” they say, “more and more people are looking for real social interaction and contact and a community to join. We offer them human connection with no limits at an affordable price all while getting healthy, happy, and engaged.” Another part of Hodgson and Middlemost’s microlevel strategy is focusing on the communities of smaller franchisees who develop multiple Crunch gyms, ensuring consistent support for them and paving the way for them to continue to grow. At a macro-level, being the master franchisees in their franchise system allows

Hodgson and Middlemost creativity that is based on solid guidance from worldwide industry experts. “We have been able to adapt to our Canadian market and add our own special twist,” they share. This combination of big-picture and ground-level control is something unique to the master franchisee position. Hodgson and Middlemost advise prospective master franchisees to be sure that they are in it for the “long haul,” that they love their brand, and that they have a clear vision. “But more importantly,” they add, “be open to working collaboratively with the franchise’s executive team. Collaboration is crucial in any marriage.” CRUNCH FITNESS STATS Franchise units in Canada: 40, US: 250, Other: 10 Corporate units in Canada: 20, US: 10 Franchise fee: $35K Investment required: $1.2M-$2M Start-up capital required: $300K Training: Yes Available territories: All of Canada, US, International In business since: 2009 Franchising since: 2010 CFA member since: 2015

Franchise Canada January | February 2019 71

BIG INVESTMENT, BIG REWARD The UPS Store With the continued rise of small businesses, the UPS Store has a crucial role in commerce. While the UPS Store still largely concentrates on packing and shipping, they have become the go-to back office support service for numerous small businesses. As David Druker, president of the UPS Store and master franchisee, shares, “When you work by yourself, you need someone – and we become that someone.” Most businesses that work with the UPS Store have between one and five employees, so having their own office system either isn’t feasible or desired. Druker continues, “We allow companies to concentrate on their primary business and we take care of all the secondary work. In the self-service world, we are a full-service resource.” Since first becoming involved in franchising in the late 1980s, starting with a wireless phone franchise, Druker’s motto has been, “You can always undercut price but you can never undercut service.” So when the wireless franchise started to be less service oriented, he knew it was time to look for the next opportunity. Druker went into a UPS Store and was immediately impressed. “Because I’m focused on relationship-driven business,” he says, “I thought it would be a perfect fit.” Druker started with a franchise in Quebec at the end of 2004 and quickly became the master franchisee and president of the UPS Store Canada in May of 2008. “A benefit of being the master franchisee is that you get to see the larger picture,” Druker shares, “but a drawback is also that you have to be able to focus on the bigger picture!” Given Canada’s size, it’s important to make sure that the same standards are being enforced everywhere and that he is able to support each franchise location. “In our case, we benefit because we have

“A BENEFIT OF BEING THE MASTER FRANCHISEE IS THAT YOU GET TO SEE THE LARGER PICTURE.” a very large U.S. parent company and network for support,” Druker explains. As a master franchisee, making decisions for the overall company isn’t always about doing the most popular thing, which means that a master franchisee needs to be steadfast and objective in their decision-making. “You are responsible for the longevity of the business,” says Druker. “You really have to ensure that you keep that very global focus – you are responsible for a very large team.” Knowing that as a master franchisee you are in some ways responsible for the investments of your other franchisees means added pressure but it also means added gratification when you see your company succeed. THE UPS STORE STATS Franchise units in Canada: 350, U.S.: 5000 Franchise fee: $40K Investment required: $172,250-$196,000K Available territories: All of Canada In business since: 1990 CFA member since: 1991

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

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www.cfa.ca | www.FranchiseCanada.Online

BIG INVESTMENT, BIG REWARD

Water Babies Water Babies is the world’s largest company providing swimming lessons for babies, currently teaching more than 50,000 babies and toddlers a week in over 600 pools across the globe. This obviously unique franchise concept, headed in Canada by master franchisee and director Shawn Goldmintz, aims to help children hit development markers at a young age and to foster in children a positive relationship with physical activity and the water. Water Babies courses not only encourage babies’ development, but they provide memorable carer–child bonding opportunities. “First and foremost,” Goldmintz explains, “our model is to focus on one aspect of aquatics and do it to the best possible standard. We teach only carer and child lessons - meaning there is a responsible adult in the water with each child in addition to the teacher - to swimmers from birth to just over four years.” This best-in-class experience means Water Babies employs a team of highly trained teachers who receive comprehensive training. To ensure the best experience for their clients, Water Babies teachers receive 15 – 20 times more training hours when compared to the training standards of other swim teachers in the industry. “We also have a world-class underwater photography program,” Goldmintz shares, “allowing families to capture once-in-a-lifetime images in the safest and most professional environment possible.” As a master franchisee, Goldmintz has access to systems and resources that the Water Babies franchisor has developed and refined. “We get to import a brand and business model that has been proven to succeed,” he explains. The years of operational knowledge and expe-

rience that a master franchisee inherits are invaluable in staking a claim in a new sector of the service industry and in fostering individual franchise location success. Because swimming lessons for babies isn’t necessarily something most people are familiar with, educating people on its benefits is also a key aspect of the master franchisee position. “We know that when families have the knowledge of what our classes can provide (and the age their children can start!), they buy in and love what we do,” Goldmintz says. “So it’s about consistently getting in front of families, paediatricians, midwives and others to explain what we do, why we do it, and how they can take part.” Spreading the word can be a big challenge with the expansive geography of Canada, says Goldmintz, which is something that he is constantly focused on, always working with his franchisees and other stakeholders across the country to lower the burden on any one franchisee. “At its best, master franchising is a processbased industry where you apply proven concepts and systems in new situations.” WATER BABIES STATS Franchise units in Canada: 2, International: 67 Corporate Units in Canada: 1 Franchise fee: $55K Investment required: $90K-$110K Training: 8 to 12 weeks Available territories: All of Canada In business since: 2003 Franchising since: 2004 CFA member since: 2018

Franchise Canada January | February 2019 73

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

Where there’s a demand there’s an opportunity. Canadians’ wants and needs could be new and on-trend in one part of the market, or they could be well developed in an already established business sector. Either way, as long as the system delivers – and home grown franchises do deliver – it has a bright future as these franchise systems demonstrate. BY DAVID CHILTON SAGGERS

Right at Home Canada

Franchise units in Canada: 29, U.S.: 474, International: 108 Franchise fee: $45K Investment required: $70K-$150K Training: 2 weeks at corporate office and ongoing field training Available territories: U.S., International, Several in Canada In business since: 1995 Franchising since: 2000 CFA member since: 2011

Canada’s population is getting older. The country’s baby boomers, those aged 44 to 65, account for about 30 per cent of the population, and those who are 66 and older make up a further 15 per cent of all Canadians. It’s small wonder then that the demand for care and support for them is growing. That’s where Right at Home Canada comes in. A leader in providing services such as in-home nursing, personal care, light housekeeping and more, whether in a client’s house, condo or even in hospital, Right at Home Canada was started in 2012 by

74 Canadian Franchise Association

Michael Martino – at age 70 – and began franchising the following year. Right at Home now has 29 franchises – two corporate – in British Columbia, Alberta, Manitoba, and Ontario. The first franchise to open was in Burlington, Ont., where Right at Home has its head office. Dani DePetrillo, the system’s Chief Operating Officer, says, “We plan to expand coast-to-coast, but for the time being we’ll concentrate heavily on those four provinces.” Right at Home has American origins, but DePetrillo is careful and thorough when she explains that operations here have been fully Canadianized. She says that franchisees are known as “care office owners” in the Right at Home system, and as owners they are responsible for hiring their own staff. When she’s meeting potential investors, DePetrillo says a paramedical background is definitely helpful, but not necessary. However, the number one thing she looks for is a passion to serve the public, and DePetrillo asks would-be franchisees how passionate they are about their own families. Initial training lasts for two weeks in Burlington, and there is further field training. A franchise costs about $100,000 to $150,000.

www.cfa.ca | www.FranchiseCanada.Online

Care office owners are expected to work hard, says DePetrillo. “It (ownership) can be very gruelling that way.” To lessen some of that burden Right at Home has a program to shelter them from the demands of a 24-hour a day business, and to provide some work-life balance. The benefits of investing with Right at Home are substantial: “The demographics are undeniable,” says DePetrillo. “We call it a silver tsunami for a reason.” But beyond the demands – and opportunities – created by an older population, she goes on to say that there’s a very well established organization standing behind her franchisees, whose approach is local and grassroots. “We treat clients as we would treat our own family,” she continues, explaining that there is nothing of the assembly line, the cooking cutter about Right at Home and its services.

Rolltation

Franchise units in Canada: 4 Corporate units in Canada: 2 Franchise fee: $30K Training: Operations and Leadership CFA member since: 2018

Fusion is common in music, with the blend of Latino rhythms and jazz being one prominent example. Another area where fusion is widespread is in food with Rolltation’s baked sushi burritos. “Imagine a giant sushi roll,” says Day Wong, Rolltation’s Franchise Director and CoFounder, who’s based in Toronto. Although the system’s concept began in the U.S., Wong says he immediately recognized that it would be a great addition to the fast casual restaurant scene in Toronto. Wong’s impression was right. The first Rolltation store opened in Canada’s largest city in 2016 with franchising beginning the following year. Now, there are four locations in Toronto, two of them franchises and two of them corporately

owned. Wong plans to open another store in the city’s financial district next year. The majority of his customers are young professionals aged 18 to 35, and the student market is also important to Rolltation. The average cost of a burrito at one of the restaurants is $9.99. His system has three or four rivals, says Wong, but says it’s important to note that his business was the first to hit the market with a bricks and mortar store. The cost of a turnkey franchise is between $280,000 and $400,000 depending on location and unit size. Rolltation stores range from 700 to 1,200 square feet. Training is conducted in-house at a corporate store and lasts three to six weeks, and Wong says his system is easy to operate. His investors tend to be younger, Wong

Hard work pays off. There are many reasons more than 700 Canadians have invested in a Jani-King Commercial Cleaning Franchise. Low investment 50 years in business High demand industry Turn-key business that includes equipment, supplies and customers Operational training and support to help grow your business and maximize profitability.

“

Find your plan at janiking.ca

The reason we are enjoying our life! I have been a Jani-King Franchisee since 2002. We started small, and through the support of our Jani-King Regional Office we developed our skills and grew our business. I am thankful to be a part of Jani-King - it is how we have survived and is the reason we are enjoying our life. Wonmi Park

Jani-King Franchise Owner

Franchise Canada January | February 2019 75

continues, and a lot of them are women. One quality he looks for among potential investors is how they deal with others. “What matters is how to manage people,” he says. And a restaurant background, while not required, will help franchisees to better understand their Rolltation franchise’s day-to-day operations. Among the system’s benefits are its in-house recipes. Along with its trademark sushi burritos, Rolltation also offers Poké bowls such as Wasabi Tuna and Curried Chicken, salads and other items. There is also full support from head office to make sure franchisees know the system inside and out so every customer has the same experience at every location. As Wong says, “Quality means a lot.”

SupperWorks

Franchise units in Canada: 7 Corporate units in Canada: 3 Franchise fee: $40K Investment required: $300K Training: 3 weeks Available territories: All of Canada In business since: 2005 Franchising since: 2006 CFA member since: 2006

Joni Lien says she’s been a “kitchen nerd” for a long time. So when she read a magazine article about the meal assembly business in the U.S. she set off to find out what it was all about. But the big American player didn’t want to come to Canada, so Lien decided to go it alone and opened for business in 2005 in Oakville, Ont. The first SupperWorks franchise started in Newmarket, Ont. in 2006. Now, there are 10 in the system, three of them corporate. All are either in Ottawa or southern Ontario in communities like London, Waterloo, Ancaster, and the Toronto suburb of Etobicoke. SupperWorks Co-Founder Lien says she is now expanding to Whitby and Barrie, again both in southern Ontario, and

76 Canadian Franchise Association

would look at a master franchise arrangement for other parts of Canada. The cost of a franchise is $250,000. Some of the stores are in strip malls and others in light industrial plazas. SupperWorks offers a range of mealtime solutions, whether it’s meals for one, meal packages for big holidays such as Christmas and Thanksgiving, space for her customers to assemble their own meals from already prepared ingredients, pick up, delivery and more. Her system attracts more women than men as investors, says Lien. “Business exposure helps, financial literacy helps,” she explains about the sort of experience she looks for. “We found out that it’s really helpful to have some food service experience [too].” Lien also looks for those who are detail-oriented, show good judgment, and have a commitment to food hygiene. Training lasts three weeks, two of them in Oakville and the third at the franchisee’s actual location, and support from head office is ongoing. As for the benefits of investing with her, Lien says franchisees have the satisfaction of making life easier for their customers, an opportunity to work for themselves, and strong marketing and corporate support from head office.

www.cfa.ca | www.FranchiseCanada.Online

Millennials in Franchising

STEINBACH PROUD At just 19-years-old, Kianna Jensen convinced Little Caesars to set up a franchise in Steinbach, Manitoba, population 16,000 BY SUZANNE BOWNESS

Franchise Canada January | February 2019 77

Millennials in Franchising

ianna Jensen opened her first store as a Little Caesars pizza franchisee at 19, but considering she’d been thinking about it since age 10, she may have been more prepared than her age may let on. Now 22, she recently followed up her first location in Steinbach, Manitoba with a second in nearby Deacon’s Corner and is already in the planning stage for her third store. Jensen had an adult ally in her father Scott Cook, who helped her to research various franchising options, mainly in the restaurant industry. The choice became clear before too long. “Little Caesar’s was the No. 1 option for us because they were really family oriented,” she says, adding that the franchise’s focused menu also seemed ideal for a starter project. In spite of her enthusiasm, the franchise needed convincing. They were not apprehensive about having Jensen join the brand as a franchisee, but rather were concerned about Steinbach. Located just over half an hour from Winnipeg, Steinbach is home to just 16,000 residents. Jensen made the case for the potential for a Steinbach Little Caesars franchise to attract customers from the many surrounding small communities (Jensen’s grandmother was born there, so it was familiar). Jensen says that once the franchise system was on board with her plan, they were all in. “They were super awesome the whole way along, helping us out with Steinbach and everything, considering it was our initial belief that brought it to the table. They treated it like it was theirs, and they believed in it 100 per cent.”

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A franchising adventure begins After signing on to open her franchise, Jensen worked for six weeks at a Little Caesars location in Niagara Falls, Ontario. It was there where she got some invaluable hands-on experience. “I got to work open to close at an actual franchise with a franchisee who had initially been one of the head office members overseeing all of Canada. He was very knowledgeable, so that was very reassuring for me,” Jensen says, adding how Little Caesars also sends a coach from head office to new locations for the first two weeks after opening. “It was an extra set of eyes that knew how to do everything. Taking off half the pressure like that is immensely appreciated.” When she returned to Steinbach, Jensen also had the support of her entire family, who had moved there from Winnipeg. Today, both Jensen’s father and mother Irene are still involved in the franchise’s operations, mainly handling paperwork. Her brother Kyle is also central to the operation, currently managing the Steinbach store as Jensen focuses on launching the new Deacon’s Corner location with the latest partner in the venture, husband Andrew Jensen. Shaking the millennial image Looking ahead to her new store in Deacon’s Corner, Jensen expects challenges. After having the experience of opening her Steinbach store under her belt, however, she’s ready for anything. With her first store, she discovered that establishing herself as an authoritative voice as a millennial franchisee was a bit tough.

www.cfa.ca | www.FranchiseCanada.Online

Millennials in Franchising “THE BEST THING ABOUT BEING A FRANCHISEE IS THAT YOU STILL GET TO HAVE YOUR OWN BUSINESS AND WORK FOR YOURSELF, BUT YOU HAVE A TEAM OF HIGHLY COMPETENT AND RESPONSIBLE PEOPLE WORKING FROM HEAD OFFICE TO BACK YOU UP EVERY STEP OF THE WAY.” “We’ve had a very hard time finding people that are older than us that can actually listen to us from a management perspective,” she explains. Jensen says it’s challenging being a young franchisee with customers too. “I find that it’s very hard to have people take you seriously. I look very young, so I have a lot of people treat me like a kid. When they ask me if they can speak to the manager, I tell them, ‘I am the manager,’ and they say, ‘Well, can I speak to the owner?’ ‘I am the owner. What can I do for you? I’m helpful, I promise.’ They’re very quick to get angry with you.” Jensen says she handles it by remaining calm. She also uses different coloured shirts to distinguish managers from staff, an effective visual. Building a business In a small community like Steinbach, Jensen says that community involvement is key for building a profile for the business. The Steinbach store does a toy drive at Christmas, donates pizzas to an area food bank, supports the local hockey team, and gets involved in the children’s school hot lunch days. While Deacon’s Corner does not have a competing pizza franchise as of yet, Stienbach has several, from major franchises to independent stores. So how does Jensen stand out? “We utilize the art of shaker boarding: we send kids out dancing with signs, right out front of the store where we can still keep an eye on them. We let them put one ear bud in, so they have their music, but they can still hear the traffic. They draw a lot of attention,” says Jensen, adding that their most enthusiastic dancer was even named person of the week by the local radio station. She says it’s very effective. “It’s like a light switch. As soon as they go out dancing with that sign, the sales start pouring in. As soon as they come back inside, people kind of forget you’re there in the grand scheme of the other pizza places.” In Deacon’s Corner, Jensen is also taking on a fun new challenge. “We decided ‘let’s get a drive-through and

shake things up a little bit!’ Not a lot of people in this area have ever seen that.” In terms of advice for aspiring franchisees, Jensen says you need to go in knowing what you’re signing up for. “Take into account that it’s going to be really long days and make sure that you’re ready. Know that everything you do is going to be worthwhile. It’s hard to be patient when you don’t have faith in what’s to come.” Her other advice? “Don’t ever be comfortable.” While Jensen is clearly familiar with the area outside her comfort zone, it’s also apparent that she loves what she’s doing. “The best thing about being a franchisee is that you still get to have your own business and work for yourself, but you have a team of highly competent and responsible people working from head office to back you up every step of the way.” LITTLE CAESARS CANADA STATS Franchise fee: $20K Investment required: $245K-$410K Available Territories: All of Canada, U.S., International In business since: 1959 Franchising since: 1962 Training: Yes CFA member since: 2015

your business A specialized breakfast restaurant, Cora serves home-style gourmet breakfasts and unique lunch meals the whole family will enjoy. If you’re an enthusiastic entrepreneur with passion and drive, and you are interested in exploring the countless advantages of becoming part of the Cora family, please contact Jim Jenkins, Senior Franchise Recruiter, at 905 673-2672, ext. 264, or jjenkins@chezcora.com.

Franchise Canada January | February 2019 79

THE FIRST YEAR

Bonus video content on FranchiseCanada.Online!

HE SHOOTS… HE SCORES!

CleanQuip franchisee Jamie Wallace finds success disrupting the sports industry BY KRISTIN DI TOMMASO

n a world where consumers are relying more and more on the convenience of mobile businesses to complete their daily errands, it’s surprising that the sports sector hasn’t jumped on the bandwagon. That is until CleanQuip came along. The mobile franchise has been disrupting the sports cleaning industry since first entering the market in 2015. Founder Paul Noad’s innovative business model takes a proven cleaning technology typically used in bricks-and-mortar stores, and brings it directly to the customer. “The franchise itself is a trailer that’s been retro-fitted into a locker room,” says Jamie Wallace, a franchisee with CleanQuip in London, Ontario. Using what’s called an Ozonator, a CleanQuip trailer circulates environmentally friendly ozone gas to kill harmful bacteria, and consequently the odour that often plagues hockey, lacrosse, football, and other sporting

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gear across the country. The technology itself isn’t new to the world of sports, but CleanQuip is changing the way the industry uses it. “The convenience and value of it is that it’s mobile and can be onsite at sporting events or right at your front door,” explains Wallace. “It eliminates the time it would take for athletes to drop off their equipment at a sporting store and then having to wait a few days to go pick it up.” Moreover, CleanQuip customers can get their equipment returned to them in less than an hour. It takes 45 minutes to clean equipment, and with the ability to do multiple cleanings at once, entire teams can have their gear ready at the same time. For an entrepreneur whose background combines sports and sales, it’s easy to see why Wallace was drawn to the growing franchise.

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THE FIRST YEAR “I was looking for something that I could become passionate about and combine my sales and sports background,” he says. “That’s really what attracted me to the company. I could work in the sports industry with a machine that I knew worked, and I could reap 100 per cent of the rewards.” Still, to hit his one year anniversary as a franchisee, Wallace will need to quickly learn the ebbs and flows of small business ownership. And with big plans to expand his CleanQuip empire, this first-year franchisee is looking forward to the future.

ness varies on any given day or week. As he is the sole owner and employee of his CleanQuip, Wallace splits his time between finding new clients and growing his business, to travelling to people’s homes and sports arenas to actually conduct the business. And while he’s performing CleanQuip’s services, Wallace says he’s still marketing the business any way he can. “I stay active when I’m onsite at tournaments. I’ll give out gift certificates, coupons, T-shirts, and even offer the winning team a free team cleaning. I really rely on that to help spread the word,” he says.

Disrupting the industry Learning from experience Having only recently opened his CleanQuip location in With his background in the sports industry, joining June 2018, Wallace is just half way through his inaugural CleanQuip was a natural fit for Wallace. Still, he continyear as a franchisee. Still, his short time as a small busi- ues to learn on the job as the franchise expands outside ness owner hasn’t deterred his success. If anything, he of sports to serve a larger clientele. is more impassioned than ever to let future customers “What’s great about it is that the Ozonator can come know about the CleanQuip ideology. out of the trailer,” Wallace explains. “Which means, outWith any new business, this is easier said than done side of the sports realm, we can do in-home or office serand it’s a challenge that Wallace was immediately con- vices to remove any foul odours, whether it be mould, fronted with when he first opened shop. pet, or cigarette smells.” “Getting the concept out there was the initial chalThe sports sector continues to be the franchisee’s lenge,” he says. “It really is a disruptive idea, so when central source of business, though he is gradually buildI first started people didn’t really understand that they ing business for office and home cleanings. Whether could get their equipment cleaned right there on the he’s cleaning equipment inside his CleanQuip trailer or spot in our trailer. I think it will always be an ongoing bringing his services directly inside people’s homes, he challenge, but people are definitely becoming more says head office efficiently trains franchisees so they are knowledgeable about it.” ready to start serving customers as soon as they finalize Spreading the word takes time, but Wallace is quick their franchise agreement. to point out that CleanQuip’s head office does an efficient job of marketing on behalf of all franchise partners. Still, the entrepreneur says franchisees must be proactive in their THE MIDAS FAMILY own marketing initiatives to really see results and grow their client base. For his part, Wallace has stayed active on social Midas is proud to be a world-class leader in media to drive business; the automotive service industry and the gold using online tools to constandard when it comes to total car care. nect and schedule appointWhen you join the Midas team as a franchisee, you’re joining a multi-billion dollar industry ments. Couple this with servicing a growing vehicle population. Build his prior sales experience your future with us while we expand our success throughout Canada. and his initiative to network with potential clients through cold calling, and Contact us now Wallace has managed to Visit www.midasfranchise.com maintain a steady stream or call 800-365-0007 This advertisement does not constitute an offer of a franchise. A franchise offering can be made by us only after we provide you with an appropriate of business. Canadian disclosure document (as applicable in each province). Franchises may not be avalable in all provinces. The nature of this busi-

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THE FIRST YEAR

Hockey equipment is notoriously stinky, but CleanQuip uses patented technology to force ozone into contact with harmful bacteria. Studies have shown that ozone is effective at eliminating various types of bacteria, including E.coli and salmonella.

“I received one-on-one training directly from our owner, Paul Noad. The nice thing is, it’s all practical training which means it’s all onsite, serving customers,” he says, adding how head office is always available to answer any questions he may have about operations, accounting, marketing, or even public relations management. “They’re reachable, proactive, and definitely reactive as far as anything I need.” No slowing down Wallace admits his first year as a franchisee has been a busy one, but when you’re doing something you love, the hard work is worth the end-result. For Wallace, working in a sector he loves is one of the many benefits of being a franchisee in the system and he advises other entrepreneurs who love the industry that they too will fit right in with CleanQuip. If Wallace can give any advice to those interested in investing with the franchise, he says to do your due diligence and know the territory you will be operating in. But when it comes down to it, the first-year franchisee says you should just jump right in. “Really just enjoy it,” he says. “You’re in for a good ride because it’s a lot of fun.” Reflecting on his own career goals, Wallace is just beginning to pick up speed. Opening his first CleanQuip

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allowed the franchisee to achieve the initial goal of being his own boss, though he doesn’t want his future with the company to stop there. Wallace envisions one day opening an additional four CleanQuip franchises. He would hire operators who would be responsible for conducting the CleanQuip services, while he would be responsible for securing business and making revenue. It’s a big goal any franchisee who’s just starting out can set for themselves. Still, it’s something Wallace can justify. “You can make as much or as little as you want. When it comes down to it, it’s all about rewarding yourself with how hard you are willing to work!” CLEANQUIP STATS Franchise Units Canada: 4 Franchise Fee: $50,000 Start-up Capital Required: $62,000 Available Territories: Many Training: Provided by the operations team and senior leadership In Business Since: 2015 Franchising in Canada Since: 2015 CFA Member Since: 2016

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A DAY IN THE LIFE

Maid for Franchising Success

Margaret Hammond, once a Merry Maids employee, has experienced 20 years of success with the home cleaning services franchise BY TRISHA UTOMI

typical day for Margaret Hammond is not always so typical. Every now and then, Hammond likes to shake things up, sprinkling the morning huddle (where staff meet to get the day’s cleaning assignments) with some humour. “Sometimes we find a fun video to watch or put a joke up on the screen,” she says “We just try to find ways to put smiles on their faces before they leave for the day.” In the hustle and bustle of daily life - involving anything from trying to beat the traffic to making sure the kids don’t miss the bus to everything in between - feeling motivated at work is not always easy. But it’s never some herculean task either. Far from it. Considering that Hammond and her team are part of Merry Maids, a 74 franchise license enterprise that continues to sweep the nation. It’s a company known for delivering value to its customers.

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A DAY IN THE LIFE

“I absolutely love my job, which is why I started with them from the bottom and worked my way up.” Margaret Hammond, Merry Maids franchisee

Customers like busy families, seniors, or people who need assisted living, look to Merry Maids to swoop in and save them time. With Merry Maids, there is no need to sacrifice making a living for a clean home, or trade time with loved ones for a healthy place to live. Through its exceptional care and award-winning cleaning systems, Merry Maids offers people in a time poor world the highly sought-after opportunity to have both. It provides its hundreds of clients freedom from household chores, which in turn gives them the freedom to prioritize the things most important to them – a sentiment often expressed in customer reviews. Hammond never misses an opportunity to share these reviews with her staff first thing every morning. She cites the example of a poignant testimonial from a longtime client, who also became a recent widower. “He called me telling me that his wife passed away the other day,” Hammond says, “And he was just thanking me, my staff, and the entire business for all the years that we’ve made their life so much better. We made their lives that much richer because we took away all the household chores his wife would normally do, buying him more time to spend with her as she was dying.” And even with the passing of his partner, Merry Maids remains a steadfast fixture in his life. “Now that she’s gone, he expressed how much he relies on us to take care of many of the tasks she took care of when she was alive and well.”

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A Window of Opportunity It’s stories like those of the heartwarming testimonial that fuel Hammond and her team, keeping them inspired each and every day. And it’s the main reason why Hammond took the reins of the Merry Maids franchise in Mississauga, Ontario, back in 1999. At that point, Hammond had been working for the previous Merry Maids’ owner for four years. And she loved it. She was a trusted in-home professional who (like the maids that are part of her team today) was tasked with the unique responsibility of leaving every home she serviced better off than how she found it. But more than that she was part of community of people who forged memorable connections with their clients and equally strong ties with their teammates: “It felt more like a family than a job.” So when the previous owners were looking to sell that year, Hammond didn’t hesitate to jump on the opportunity. She went from maid to business owner only a few months later. “I absolutely love my job, which is why I started with them from the bottom and worked my way up.” Now with nearly twenty years behind her, she’s at the height of her career. And given Merry Maids’ proven system, Hammond’s only advice for anyone looking to achieve the same success is simple: follow the system to a T. “Merry Maids has been around for more than 35 years and they have tons of Merry Maids owners out there,”

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A DAY IN THE LIFE says Hammond. “I was never someone who was trying to reinvent the wheel, so for me it was pretty much A-B-C.” With one caveat. Operating a franchise successfully also takes time, dedication and commitment. Humble, hard-working, and passionate, for the past two decades, Hammond has done just that: “My attention to business has never changed in that I still oversee everything and remain very active in the business.” Home Support While Hammond’s passion for the business remains stronger than ever, the role she plays today looks quite different. “When I first started the business, I was wearing every hat.” Fast-forward to 2018 and her team has expanded, blooming into a robust staff of dedicated maids who help people in need. But as much as Merry Maids is about showing up for people who need it, Hammond is quick to credit the Merry Maid franchisors for the support they give her too. When Hammond needs a hand, she knows that help is just a phone call or short drive away. “There are several numbers that I can call depending on the issue I’m facing that day,” she says. “And sometimes I’m lucky that I’m part of the Greater Toronto Area, so sometimes I can just get in my car and drive to one of their nearby offices. The support I get is amazing.” And that support is enhanced through Merry Maids’ advanced mentorship programs like “the Buddy System.” “They assign a particular mentor depending on where you bought your franchise,” says Hammond, “And you connect with them about any issue you’re facing. They’ll even help after hours too.” If none of those are viable options for assistance, there are a number of other channels like regional meetings, franchise share boards, and the Merry Maids’ intranet website, which enables franchise owners to immediately interact with corporate head office and connect with franchisors based in Canada and the U.S. What’s more, Merry Maids franchisees have access to advanced training technologies and systems, which have helped owners like

Hammond, who prior to Merry Maids had no experience managing a business, run one with sweeping success. For example, Hammond makes good use of the Merry Maids Customer Information System (MM360). Designed by Merry Maids, this streamlined, userfriendly, software program has made managing day-today tasks like scheduling, payroll, accounting and goalsetting infinitely easier. “I’m not an accountant and don’t have any sort of accounting background, but that’s one of the things they teach me. They really mentor me.” With technologies designed to propel business growth in place, endless opportunities for career development, strong franchisor support, and the ability to touch the lives of the community, it’s hard to point to just one thing that makes Hammond’s work week so enjoyable. Her success is a testament to the franchise model. Through franchising, finding this sort of fulfillment day in and day out, is indeed possible. MERRY MAIDS STATS Franchise units in Canada: 80, U.S.: 900, Other: 200 Franchise fee: $33K-$40K Investment required: $35K-$42K Start-up capital required: $60K-$80K Training: Yes Available territories: All of Canada In business since: 1979 Franchising since: 1980 CFA member since: 1992

FRANCHISE WITH

COBS BREAD YO U R C O M M U N I T Y B A K E R Y WHY? • Award-winning franchise structure • Trusted, authentic brand • Communit y leaders FIND OUT MORE COBSBREAD.COM

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LEADERSHIP PROFILE

YOU ARE WHAT YOU EAT

For Rio Infantino, a commitment to clean eating gave birth to Copper Branch, the fast-casual dining concept offering tasty plant-based dishes BY ROMA IHNATOWYCZ

hat happens when a serial entrepreneur has a mid-life ‘aha’ moment on the merits of healthy eating and lifestyle? If you’re Rio Infantino, that moment’s end result is the launch of Copper Branch, a fast-casual dining concept offering tasty plant-based dishes as a healthy alternative to your typical fast food fare. “I decided I wanted to create something that was going to benefit people, and I wanted to make it affordable and acceptable,” says Infantino, the company’s founder and CEO, and a long-time entrepreneur with a host of successful businesses behind him.

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Prior to starting up Copper Branch, Infantino owned and operated multiple Subway franchises – 16 at one point. He was at the top of his game and all was going according to plan, at least professionally. On the personal side though, he let his health and general well-being slide. One day he found himself tipping the scales at 300 pounds and that’s when he had his lightbulb moment. Infantino realized he had to invest in a healthier lifestyle, and given his keen eye for business, he extended that investment into his professional life as well. “I decided to create a healthy restaurant chain that’s plant-based – something that would ultimately improve people’s lives,”

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LEADERSHIP PROFILE

says Infantino, who started selling his Subway franchises and setting the groundwork for Copper Branch, a concept that embraces natural, vegan eating. The brand’s menu reflects this. There are super bowls filled with eggplant, chickpeas and goji berries, four different veggie burgers, oven-baked fries and nachos, and the company’s own twist on a Montreal classic: a lip-smacking poutine with a creamy cremini mushroom sauce. For dessert you’ve got chocolate zucchini brownies, and the coffee is – as expected – fair trade. “There’s plenty of texture and plenty of flavour,” boasts Infantino, who swears his Copper Branch veggie burger can give any meat burger a run for its money. Serial entrepreneur Not everyone looking to lose a few pounds decides to start a new restaurant brand – most people battling a mid-life bulge are happy with a new gym membership and cutting out carbs. But Infantino is not most people. The diehard go-getter started his first business – a janitorial service – at just 17 and grew it into a 12-employee venture. By the time he reached his 20s, he had launched a dry-cleaning business with just $6,000 in capital, expanding it into multiple locations and later selling it for “about 25 times more.” There was also a TV repair business along the way. How exactly does someone so young develop the acumen and wherewithal to start not one, but multiple profitable businesses? For Infantino, it was surprisingly simple. “I read a book called ‘Starting a Business on a Shoestring’ and pretty much followed all the advice it gave,” he says. During a lull in his enterprising activities, a job opportunity opened up at a local McDonald’s and Infantino jumped at the chance to learn more about running a business from a franchise behemoth. While he had studied business at Montreal’s Concordia University, he knew

a brilliant learning opportunity when he saw one, and for just under two years worked as a McDonald’s first assistant manager. “I thought it would be an amazing learning experience, and it was,” he says. “The training is extensive and I would recommend it to anyone wanting to learn about systems, teambuilding and operations.” That experience primed Infantino for his 20-year stretch as a multiple-unit Subway franchisee. He bought his first location when the brand was just starting out in Canada and grew his business to 16 units in the first seven years. Yet despite his obvious success, Infantino’s expanding waistline and budding interest in healthier living, combined with his strong entrepreneurial spirit and what he viewed as a saturated market, eventually pushed him to set his sights on something new. He wanted to launch his own, healthier, franchise brand. “It was a combination of reasons,” says Infantino of his decision to wade into fairly risky new territory. “It was definitely my entrepreneurial spirit – I had my own vision and an ability to drive a company. But I also wanted to do something that I truly believed in.” All in Pumping $2-million of his own money into his new undertaking, Infantino got the ball rolling by conducting extensive market research and working closely with consultants to develop a viable concept. He also brought at least one family member into the fold – his son Andrew designed the Copper Branch website and now works as the company’s marketing director. Menu development was key and posed the biggest challenge. Initial dishes created for the budding vegan business were all scrapped – at a cost of around $30,000. As delicious as they were, it was soon apparent they wouldn’t work in a quick-service model where

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LEADERSHIP PROFILE

everything had to be prepared by people with limited food experience. Daunted but not deterred, Infantino changed course and spearheaded the diverse yet doable menu on offer today. The first corporate Copper Branch location opened in 2014 and the company started franchising the following year. There are now 26 stores in Quebec, Ontario and Alberta – all franchised – and the company has whirlwind plans to expand into other provinces and beyond. The goal is to have 40 locations by the end of the year and to actively branch into the U.S., where they just sold their first location in Maine. They are also eyeing France, Belgium, Luxembourg, Monaco and the Netherlands to gain a foothold in the European market. The overarching goal is to grow to 2,000 units over the next nine years. Infantino is obviously not one to do anything in halfmeasures, and he believes wholeheartedly (no pun intended!) in the burgeoning demand for healthier, ethically-sourced food. “People are looking for something revolutionary, so there’s definitely space for Copper Branch in the marketplace,” he says. “Our menu and branding target the mainstream consumer who wants to live more healthily and have accessible, tasty, quality food, and that’s a big market.” Copper Branch franchisees tend to be keen believers as well: most are people who want to both run their own business and who see healthier eating habits as the way of the future. They include a varied mix of professionals – doctors and engineers among them – who all bring their enthusiasm for healthy eating to the table. As Andrew Infantino notes: “We have quite an educated bunch and they all basically want to do something different. They have a passion for running a plant-based business and for the plant-based movement.”

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That passion recently led the company to team up with the Rain Forest Trust to run a loyalty program steering a percentage of sales into rainforest land mass purchases. In just eight short weeks the company has already bought and saved 700 acres of rainforest. Initiatives like this give Rio Infantino his biggest buzz as he goes about building his newest business venture. What he enjoys most is helping people, and by extension, helping the planet. For this diehard businessman, it’s no longer all about making money. It’s about doing something far greater than that. “I love knowing that every day we’re making people’s lives better, that every day we’re helping the planet and that every day we’re saving a lot of animals by delivering plant-based offerings,” he says. “McDonald’s has their ‘Billions Served’ slogan; well one day we’re going to have our ‘Billions Saved’ slogan.” It’s a lofty, benevolent and highly ambitious goal, but one that clearly taps into the zeitgeist of the time. If anyone can turn a vegan concept into a powerful, mainstream brand, it’s Infantino. After all, he had an exceptionally early start in business, and he’s still going strong. COPPER BRANCH STATS Franchise units in Canada: 9 Corporate units in Canada: 8 Franchise fee: $35K Investment required: $300K-$450K Training: Yes, full training Available territories: All of Canada, U.S., International In business since: 2014 Franchising since: 2016 CFA member since: 2015

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ICONIC BRAND

MOULDING THE LEADERS OF TOMORROW Since the 1980s, Oxford Learning franchisees have prepared young minds for the future with a proven supplemental education system BY GEORGIE BINKS

he kids will be cheering when Alice Cooper sings ‘School’s Out’ in June, little knowing how much that summer break will set them back. Lenka Whitehead, president of Oxford Learning Centre, however, says parents are singing a different song in the fall after report cards come home and they realize just how much that long summer vacation set them back. “Kids forget about 30 per cent of what they’ve learned over the summer,” explains Whitehead. “That means the first month-and-a-half is going over what they learned last year. Imagine if a child only got a B or a C in the previous year, drop that by 30 per cent, and guess where they’re at? A lot of these kids start the school year really struggling right off the bat.” That’s where Oxford Learning comes in. Whitehead explains the franchise’s concept is to teach students how to think and how to learn. Whitehead explains, “We

work on helping them build their cognitive ability and learning skills so they can actually apply that to every subject area.” Oxford Learning was started in the early 1980s in London, Ontario and incorporated in 1984 by Dr. Nick Whitehead. He worked with education experts to create an innovative learning program based on research into how children learn. They went on to develop an evaluation tool pinpointing a child’s capacity to learn naming it the Dynamic Assessment. From there, our team created Oxford’s curriculum. In 1991, the company started franchising. Since then the franchise has added French and has expanded to educating children from pre-school, all the way up to high school. Whitehead says, “It’s important for parents to see their kids getting more than they’re getting in school.”

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ICONIC BRAND

The company boasts 160 franchise locations coastto-coast from Halifax to Victoria with two new locations set to open shortly in Vancouver. In the United States, the company is known as GradePower Learning. It’s also located in the Caribbean and the Middle East and is looking at expansion to China and India. What the program offers is not simply a quick fix, but rather a way of learning that provides a foundation. Whitehead says they determine a child’s weaknesses and then build a program tailored to their specific needs from there. “Often kids are having issues because the instructions are written and they have low comprehension skills,” she explains. “We help with their comprehension and reading skills so they understand what they’re supposed to do.” Most students spend an hour or two each week with a learning coach in a small group setting with no more than three students working out to about 8-10 hours a month. Franchisees come from varied backgrounds, from business to teaching. Whitehead explains, “The common thing is they all love working with kids, want to help them and make their lives better. Our business is for people who like kids.” The biggest challenge to franchisees is ensuring they hire qualified teachers. Most teachers employed by the franchise have a teaching certificate, or a masters or doctorate degree with a particular specialty in science or languages. All are tested for literacy before being hired. Whitehead explains, “Regardless of whether they (franchisees) have a teaching degree we have our own way of teaching teachers to teach in our centre. We take them through pretty comprehensive training to become instructors for us. They get a lot of support as well.” Training and ongoing support is extensive. All franchisees go through an initial training period which involves

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operations training, programming, business training and marketing. Whitehead explains, “They’re assigned an opening specialist and that person stays with them for six months. They have full access to one of our senior support people, who they work with on everything, and then a support group on top of that.” There are monthly webinars, as well as access to head office. Whitehead laughs, “I can’t imagine any franchisee who doesn’t have my own personal phone number.” The best advice for franchisees, says Whitehead, is to have a passion for working with kids. “You have to have really good people skills. In our business, it’s about the children and if their parents don’t trust you they’re not going to take their child to your business. So, you need to learn how to talk to people in a way where they will really connect with you to help them.” She adds that it is important for Oxford Learning franchisees to realize they’re buying into a proven concept. “Do it the franchisor’s way for a year, that’s what I always say to them. Follow it to a T – learn the business. Put all your ideas of how we can improve the system in an envelope and after a year of doing it tell me if those are still great ideas. People come with vast experience from every kind of field so we don’t want to say to them your ideas don’t matter. They do. If we have a franchisee who has fantastic ideas we’re going to listen. We’ve changed our system based on some of these ideas and we’re grateful because they’re in the learning centre. If there’s something that’s better, bring it on.” Whitehead says a franchisee advisory board meets on a regular basis, discusses new ideas, then helps implement them. She says, “For example, we found out that even though we’re a Canadian company, a lot of Canadians take the SATs to get into universities in the U.S. That was brought to us by a group of our franchisees

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ICONIC BRAND

“If we have a franchisee who has fantastic ideas we’re going to listen. We’ve changed our system based on some of these ideas and we’re grateful because they’re in the learning centre. If there’s something that’s better, bring it on.” Lenka Whitehead, President, Oxford Learning

many years ago, so we developed an incredible SAT pro- money as a result of that so it’s a good way to earn a gram. When they feel we need to add something and it’s living. Most of them do it for personal satisfaction and of value, we do it.” then the money comes later.” One of Whitehead’s fondest memories is the day the Sounds like an A+ for this franchise! father of a young girl approached her as she was working at one of Oxford Learning Centre’s franchise locations OXFORD LEARNING CENTRES INC. STATS in London, Ontario. “In this centre we worked with First Franchise units in Canada: 120, Other: 5 Nations students. I was sitting in the office and this Dad Franchise fee: $40K + Applicable Taxes brought his daughter in - she was in grade 7 and func- Investment required: $140K-$210K + Applicable Taxes tioning at a grade three level. He looked at me and said, Training: 2 weeks ‘You’re going to teach my daughter how to read and write Available territories: All of Canada, International so she can get into high school. He hovered over me and In business since: 1984 said, ‘You promise.’ I put my hand out, shook his hand Franchising since: 1991 and said, ‘That’s my promise to you.’ That’s such a pow- CFA member since: 1993 erful thing, where you have these parents who really want to help their child but they can’t and they put all their trust in you.” Just as it’s satisfying to see a child finally figure out a difficult subject, watching that all happen within the walls of an Oxford Learning Centre franchise is pretty special as well. Whitehead says, “Helping them see that A-ha moment, when they finally understand. Also working with parents - often the parents are pretty frusRick Spindor, Keith Wickens and Team. trated - so you’re kind of a Mr. Lube Franchisee of the Year. counsellor, you’re a coach, Since opening their first store in 2008, Rick Spindor (far left) and Keith Wickens (far right) have built a you’re a difference maker. tremendous team committed to excellence in customer service and to providing an exceptional in-store It’s a fun job, kids are fun. experience. Their business results are consistently amongst the highest in the franchise with outstanding It’s really rewarding to see growth in revenue and customer visits. Everyone at Mr. Lube congratulates them succeed. Our franchithem on being the Mr. Lube franchisee of the year. ® Reg. TM/MD of ML Royalties Limited Partnership, used under license. sees are in it for those reasons, but they also make

Congratulations!

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SHOW ME THE MONEY

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

Choice Hotels Canada

Mr. Lube Canada

Choice Hotels Canada is the nation’s largest hotel franchisor with over 345 properties open and under development. Choose from six distinct brands or an upscale membership program to suit any location. When you team up with Choice Hotels, you’ll benefit from powerful brands, diverse marketing programs, national sales support and industry-leading operations services. Franchise units in Canada: 319 Franchise fee: $25K-$40K Investment required: $4M+ Training: Yes Available territories: All of Canada In business since: 1993 Franchising since: 1993 CFA member since: 2010

Mr. Lube is a franchise leader in the automotive maintenance services sector, offering fast, warranty-approved, vehicle maintenance. 100 per cent Canadian owned, Mr. Lube provides franchisees with a respected brand name, established operating systems, industry-leading training, national purchasing power, national fleet partnerships, and more. Franchise units in Canada: 170 Franchise fee: $50K Investment required: $1.5M-$2.0M Start-up capital required: $600K-$800K Training: 3 months Available territories: All of Canada In business since: 1976 CFA member since: 1999

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SHOW ME THE MONEY

Planet Fitness Founded in 1992 in Dover, NH, Planet Fitness is one of the largest and fastest-growing franchisors and operators of fitness centers in the United States by number of members and locations. As of September 30, 2018, Planet Fitness had more than 12.2-million members and 1,646 stores in 50 states, the District of Columbia, Puerto Rico, Canada, the Dominican Republic, Panama, and Mexico. The company’s mission is to enhance people’s lives by providing a high-quality fitness experience in a welcoming, non-intimidating environment, which they call the Judgement Free Zone®. More than 95 per cent of Planet Fitness stores are owned and operated by independent business men and women. Franchise units in Canada: 26, U.S.: 1543, Other: 4 Corporate units in Canada: 2, U.S.: 71 Franchise fee: $20K USD /$26K CAD Investment required: $1.3M CAD-$5.5M CAD Training: Start-up and ongoing operational support Available territories: All or portions of the provinces of Alberta, Quebec, Nova Scotia, New Brunswick, Newfoundland, and Prince Edward Island In business since: 1992 Franchising since: 2003 CFA member since: 2012

Smitty’s Canada Limited Smitty’s is a full-service family dining and lounge offering guest wide menu variety, specializing in breakfast and seniors’ items. As a category leader in the family market, Smitty’s franchises benefit from strong brand awareness and customer loyalty. Franchise units in Canada: 79 Franchise fee: $35K plus GST Investment required: Minimum $250K cash Training: Yes Available territories: All of Canada, U.S., International In business since: 1960 Franchising since: 1960 CFA member since: 2008

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

Franchise Canada January | February 2019 93

FRANCHISE FUN

THINKING OUTSIDE THE ‘BOX’ Wok Box Fresh Asian Kitchen CEO Lawrence Eade has helped build the brand into a thriving global franchise system

94 Canadian Franchise Association

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FRANCHISE FUN Lawrence Eade is the Chief Executive Officer of Wok Box Fresh Asian Kitchen, one of the fastest growing, diverse Asian-style cuisine franchises in North America. While also being quick-witted and engaging, Lawrence describes himself as “tall”, which is a good attribute for the CEO of any company to have. His towering stature gives him a good vantage point as he confidently looks over the Wok Box brand, which has grown from a single location on Jasper Avenue in downtown Edmonton to a thriving system of more than 70 franchise units across Canada, the United States, and as far as Qatar. Wox Box is a part of a restaurant franchise incubator – Box Concepts - which invests in small start-up food service businesses and works to grow them through systemizing the brands offering and franchising to entrepreneurial restaurant operators.

The most interesting thing I’ve done recently is… Took a four-day trip to Hong Kong and China to dive deep into Asian street food culture. In its best form, work is… Not work. A good franchisee… Is a great problem solver. A good franchisor… Provides clear systems to franchisees and provides strong and consistent support for the use of those systems. My top advice for prospective franchisees is Understand that YOU are the largest single reason why your franchise succeeds. The hard work and dedication of a franchisee is no different than any other business owner.

My top advice for new franchisors is Learn from other franchisors and franchise leaders – you’re not alone nor the first to undertake franchising!

My franchise system began because… My partners saw an opportunity.

The most important thing in life is… Understanding time is the most valuable resource we have.

The key to success is… If someone finds this key please trademark it and franchise it!

One of the most enjoyable things to do is… Read a book with a coffee on a nice summer morning.

The most positive influence on my life as a person is… My wife.

I’d like my friends to describe me as… Anything they believe is true.

The hardest thing for me to do is… ‘Shut off’ when I am at home.

The accomplishment I look forward to the most is… Seeing my kids grow up to be well-rounded contributing members of our society.

My favourite drink is… Depending on the day and time, coffee or Four Winds Saison.

My personal motto is… If someone else can do it, I can do it.

If I could change one thing… I wouldn’t change a thing! If I could meet anyone… Although fictional it would have to be John Galt of Ayn Rand’s novel Atlas Shrugged.

One necessary item on my life’s “to do” list is… Hold a handstand for 30 seconds!

The person who has had the most positive influence on me as a businessperson is… Scott Bender, my partner and mentor. Canadian franchising is… A huge industry. A major provider of jobs and economic value.

Franchise Canada January | February 2019 95

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Q A

ASK A LEGAL EXPERT

What do I need to consider before investing in a franchise? PURCHASING A FRANCHISE can provide you with the opportunity to become an entrepreneur for a relatively small initial investment. Two of the primary advantages of becoming a franchisee are that you have the opportunity to sell goods or services that already have brand recognition and access to an already proven system and business model. But purchasing a franchise comes with no guarantee of success. That is why one of the most important things you can do as a potential franchisee is to educate yourself as much as possible and become an informed buyer, before you invest your money and sign a franchise agreement. As with anything else, preparation, understanding the nature of the attendant risks and possessing the information necessary to make well-reasoned decisions are critical to your success. This article is intended to help you educate yourself when considering whether to invest in a franchise business. Know Your Franchisor and Franchise System One of the hallmarks of provincial franchise laws is the duty imposed on franchisors to deliver, at least two weeks before a prospective franchisee pays any money or signs any agreements, a franchise disclosure document (often called an “FDD”). The FDD contains several mandatory sections that provide detailed information about the franchise fee and other operating costs and expenses, current and prior litigation involving the franchisor, financial information about the franchisor and other important matters. The FDD may also contain earnings projections and estimates of annual costs for your prospective franchise location. The FDD must also include copies of all agreements you will be required to sign. FDDs are thick and dense. They are often hard to read. Read them anyway. They contain information you need to know. Flag the parts you don’t understand into two categories: those for which you need legal advice, and those for which you need financial advice. Once you have done your best to understand the information in the FDD, then get the legal and financial advice you need from qualified and experienced practitioners. It is essential that you review the FDD carefully, and understand what you are signing up for with the benefit of good advice, before entering into any franchise agreement.

will have valuable “insider” information. You need to access that information. So, before investing, reach out to several current and former franchisees and ask lots of questions. Among other things, you will want to ask: How would you describe your relationship with the franchisor generally? What particular skills do I need to succeed as a franchisee? Have you or other franchisees encountered problems? What were they? How does the franchisor respond to problems? Are there things you wish you knew before you became a franchisee? Are you as profitable as you thought you would be (and if not, why not)? Are there other franchisees/former franchisees I should speak to? Know the Market and Where You Fit Within It You may know of some successful franchisees in a particular system and be tempted to think you can replicate their success. Setting up an otherwise good franchise business in the wrong location, however, can lead to failure. For example, a fast food franchise may not perform well in an area that has many other similar restaurants competing for business or that is populated mainly by a health-conscious demographic. That is why it is critical for you to learn as much as you can about the market in which you will be operating before becoming a franchisee. At a minimum, you should research your competition and assess how the product may be expected to sell in your particular market. Know Yourself and Your Risk Appetite Finally, you should think about whether your skill sets, financial capability, appetite for risk and goals are likely to position you for success in the particular franchise system you are considering. Some questions you should ask yourself along these lines include: Do you need to have special knowledge or technical skills (and do you have them)? Are you willing to devote the amount of time (continued on page 114) W. Brad Hanna Partner, Co-Chair Franchising & Distribution McMillan LLP

Mitch Koczerginski Associate, Advocacy & Litigation McMillan LLP

Speak to Other Franchisees The FDD will also contain contact information about existing franchisees as well as those who have left the system in the past year. Existing and former franchisees

Franchise Canada January | February 2019 97

Q A

ASK A FINANCE EXPERT What do new franchisees in the food service sector need to know about customer reviews and social media? IT SHOULD COME AS NO SURPRISE that social media and online management are no longer optional for businesses. Consumers are more inclined than ever to turn to social media to contact companies, including providing real-time reviews about their experience. Despite being new territory, navigating customer feedback shouldn’t have to be a daunting chore for franchisees. Customer reviews and social media have been viewed as a difficult part of business in the past, due to the anonymous nature of the online environment. However, proper management of social media and customer reviews can be a great chance for franchisees to turn negative feedback into opportunities for positive dialogue. Along with added insight into the conversations taking place online about their establishment, franchisees are able to respond to information quickly and sincerely. This gives franchisees the ability to win customers over by showing them that they truly care. Though it may feel instinctual to resist or ignore negative customer reviews, franchisees who embrace the feedback are better off than those who choose not to. A general rule of thumb franchisees should follow when responding to customer feedback, regardless of sentiment, is to pretend the guest is standing right in front of them—be open and receptive to feedback, acknowledge concerns, and most importantly, be respectful. Franchisees should always look to the franchisor for advice on how and when to respond appropriately when faced with negative feedback. The advantage of being a part of a franchise system is that franchisors have triedand-tested guidelines and processes in place to ensure franchisees are equipped with the resources required to respond effectively to online feedback. Franchisors can serve as a valuable resource for assistance and advice until the franchisee can operate more autonomously. At the end of the day, negative reviews can be a great public relations tool, as guests appreciate restaurants that are willing to listen to their feedback and engage with them. It is essential for franchisees to utilize third-party brand management platforms or listening tools to minimize the manual work of assessing their online presence. Rather than comb through individual comments one unit at a time, brand management tools like Chatmeter consolidate ratings from different sites and provide one overall rating for general insight. Once parameters are set up in terms of what to listen to, these tools use algorithms to package all the information from various sources in a way that is usable to the franchisee. From there, franchisees can uncover common themes, comments and praises, as well as respond to reviews on a

98 Canadian Franchise Association

single dashboard. Although not fully automated, brand management tools guide franchisees into the right direction to uncover issues they should be addressing as well as making note of what they are doing right. It’s equally important that franchises don’t let positive feedback go unnoticed. Favourable customer reviews and social media engagement allows franchisors to gauge what current customers love about the restaurant. Even feedback with neutral sentiments, such as customer suggestions, can also inspire menu changes that reflect the changing needs and wants of the guests. However, franchisors must tread lightly to avoid chasing trends and straying from their core identity. Indulging in too much change inevitably hinders profitability, requiring additional training and causing stock turnover. The franchisor should understand current trends, but they should never sacrifice what their brand is known for to participate in fads. Understanding the impact of customer reviews and social media is crucial as a food-service franchisee. In today’s ever-growing online environment, the rise of customer reviews and social media is inescapable. With the right tools, franchisees can be more cognizant of what makes their establishment successful through active listening of customer reviews and customer engagement through social media. Although initial introduction may be foreign and overwhelming, customer reviews and social media provide franchisees with a wealth of information that allows them to fine tune their business and maximize financial profitability.

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Tony Zidar Senior Vice-President (SVP) of Operations RAMMP Hospitality Brands

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FRANCHISE TUTORIAL

TUTORIAL 19: THE FUNDAMENTALS OF FRANCHISING

INTRO TO LEASES & SUBLEASING FROM THE FRANCHISOR MANY FRANCHISES WILL REQUIRE that their franchisees operate out of a retail, office or commercial location. In these circumstances, you, as a franchisee, would enter into a head lease or sublease agreement. It is important that you understand the agreement and contractual relationship that you are entering into. A head lease is where you are in a direct contractual relationship with the landlord. The franchisor will typically require in the franchise agreement that such lease documents and the location are approved by the franchisor before signing. The franchisor wants to ensure that it is a viable location and that the terms are reasonable. However, the franchise agreement will typically state that the franchisor’s approval of the site does not represent or warrant the success of the location. The franchisor cannot predict success, as there are many variables that will affect your business. In many circumstances, the franchisee will sublease their space from the franchisor, with the franchisor on the head lease with the landlord. This is done when the franchise’s success is very location-driven or where the landlord requires a strong covenant. A sublease arrangement allows the franchisee to have access to locations that they would not have access to otherwise. The franchisor will retain control over the site by entering into a lease directly with the landlord and then subleasing the location to the franchisee on principally the same terms and conditions. In the event that the franchisee is not successful or abandons the business, it is far easier for the franchisor to take over the location when they are on the lease directly. A third situation is where the franchisor and franchisee go on the head lease with the landlord, making it a three-party, or “tripartite” agreement. In the event that the franchisee is in default of the lease, the franchisor would have the right to cure the defaults or take over the location. The agreement may also allow the franchisor to assume the lease in the event that the franchisee decides not to renew at the end of the lease term or the franchise agreement is terminated. From a franchisor’s perspective, this gives them the ability to control the location without the obligation and liability. However, from the landlord’s perspective, it limits their options and thus landlords are reluctant to sign three-party agreements. They often want to have flexibility to rent the space to someone else in the event of default.

100 Canadian Franchise Association

These three different leasing options are a function of balance between control and risk. If a franchisor wishes to have control of a great location, it will assume liability and go on the lease and then sublease to franchisees. For a start up franchisor, this could be a substantial risk and the third-party agreement would provide a viable solution. For a well-established franchisor, risk is less of an issue and they will often want the ability to step in and take over the location in the event of the default, so as to preserve the great location and the established customer base. A franchisor will typically have a “cross default” clause in the franchise agreement stating that a default on the sublease or lease agreement is a default of the franchise agreement. Regardless of whether you are on the head lease or in a sublease or a tripartite agreement, be sure that you fully understand your legal and financial obligations under the lease. Typically, the total occupancy costs are different from the base rent that is quoted. Be sure you budget for the total occupancy costs for the space and not just the base rent. Total occupancy costs will often include the following: • Base Rent – Usually quoted as an annual cost per square foot. • Common Area Maintenance (CAM) – Your business’ share of such costs as security, snow removal in the parking lot or cleaning of the common areas. • Percentage Rent – Some landlords in high traffic retail locations will request a percentage of your gross sales. • Property Tax – Typically, you will pay your portion of the property tax, based on your square footage. • Merchants’ association or marketing fund – Large shopping malls or complexes will have tenants share costs for mall promotions and events; again, the amount is allocated based on your square footage over the total amount of leased square footage. Your rent payments are usually paid monthly directly to the landlord, with certain items, such as property tax, paid annually. The merchants’ association or marketing fees are often paid quarterly. In sublease arrangements, the franchisor may require that you pay them directly and then the franchisor pays the landlord. In these cases, get clarity as to whether or not the franchisor

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FRANCHISE TUTORIAL is charging a fee or ‘up-charging’ for being on the head lease. This can sometimes be justified, for the franchisor is taking on added liability for you to access a great location, but it should be disclosed. It is important that you fully understand your obligations under the lease or sublease agreement. Have a lawyer review and explain the documents before signing.

Once you are open for business, work at maintaining the relationship with your landlord and franchisor so as to avoid difficulties down the road. If you foresee problems in making lease payments, don’t hide this fact. Instead, communicate the issue to both your landlord and franchisor so that there are no surprises and work with them to find solutions for payment.

TUTORIAL 20: THE FUNDAMENTALS OF FRANCHISING

INTRO TO LEASEHOLD IMPROVEMENTS LEASEHOLD IMPROVEMENTS are fixtures or improvements that are attached to the retail or commercial space and installed by the franchisee when setting up a new location. Upon expiration of the lease, these improvements remain with the space and become the property of the landlord. Examples of such improvements include: • walls • doors • cabinets • light fixtures • floor coverings • machinery and equipment if bolted down to the floor These improvements are required to make the space work for the needs of the business. As a franchisee, you are typically responsible for all the costs associated with constructing the space and leasehold improvements, as well as ensuring that this is done according to the franchisor’s specifications and standards. The franchisor is responsible for the integrity of the brand and will usually provide standard prototype plans and drawings. An architect would then be required to create new plans that are specific to your space and that comply with local bylaws and city requirements, while still meeting the franchisor’s standards. Some franchisors have design services as part of the franchise support or as an added fee. The franchisor will require that plans be approved by them before construction starts. Depending upon condition of the space and the business model, the required leasehold improvements can be extensive. If you are dealing with a brand new building with a “shell” space (bare cement walls and floor) and are constructing a restaurant, you will require plumbing, HVAC, heating, and electrical, in addition to the typical improvements. Costs can range from $100,000 to well in excess of $700,000, depending upon the type of business, size, and condition of the space. These costs can sometimes be reduced by the landlord through a leasehold

improvement allowance or a lump-sum payment upon completion of the space. In some cases, you may acquire a space that has pre-existing leasehold improvements. This could reduce the costs, but not necessarily. In some cases, few improvements can be salvaged for your use. This means you are paying for demolition of the old, as well as new construction to bring the space to the franchisor’s specifications. Many times there are costs associated with bringing the old improvements up to standard building codes, such as having extra washrooms and proper kitchen electrical, gas, plumbing, and ventilation. Don’t assume there are savings by dealing with existing improvements. Work with the franchisor to have a thorough site assessment done. Depending upon the franchise, you may be required to build out the location through the hiring of a general contractor. Ask the franchisor to recommend a general contractor who has built out stores for the franchise in the past. You want to select someone who is reputable and can get the job done on time, on budget, and within the franchisor’s specifications. Check references and visit locations that this contractor has built in the past. Whether it is through a general contractor or the franchisor, be sure to get specific quotes as to what the build out of the location will cost and get it in writing. There will often be unforeseen costs and delays. Address beforehand what happens if costs exceed, say, a 10 per cent variance. You may be able to negotiate that such overruns are the general contractor’s responsibility or that there is some compensation to you for delays. In reviewing the costs for a store build out a franchisee will often comment that the costs seem high. Avoid the desire to negotiate the improvements and reduce costs. Quality construction is expensive, but typically necessary.

Franchise Canada January | February 2019 101

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FRANCHISE TUTORIAL You will always be able to find a cheaper piece of equipment or specification of carpet, but usually at the expense of quality or warranty service. The cheaper kitchen equipment may have a tendency to break down. How much will this cost you in lost revenues when your restaurant is closed for equipment repairs? How does it affect your business when the carpet is frayed and worn in high-traffic areas after only a year, and in need of replacement? Throughout the entire process, the franchisor will be overseeing the plans and construction to ensure the finished location conforms to franchise concept specifications. The franchisor will typically make regular site inspections during construction to ensure that the brand is consistent and that the location has the same look and feel as all the locations of the brand. You may be able to provide input, but it will be the franchisor that will make the final decisions. Recognize that they have

the experience and that often there is a strategy behind the design. You may feel that the kitchen is too small and want to make it bigger, yet the franchisor recognizes, through experience, that a smaller, well-designed kitchen creates greater work efficiencies and permits more front of house space, thus allowing more tables and greater revenues. If you object and fail to comply with the standards, you may risk being in breach of your franchise agreement and incur costs to redo certain parts of the build out in order to conform to franchise standards. Leasehold improvements and store build outs can be overwhelming. There are a lot of details and it is a large investment. Make sure that you select the right contractor and have the build out monitored closely by the franchisor. Ask questions so that you understand the decisions being made, but rely on the experience of the franchisor. That is part of the value of a franchise.

STUDY QUESTIONS TUTORIAL 19

TUTORIAL 20

1. In a sublease arrangement, the franchisee: a) L eases their space from another franchisee b) Leases their space from their franchisor, who is leasing it from the landlord c) Purchases their space outright

1. Leasehold improvements: a) a re fixtures that are attached to a retail or commercial space. b) are installed by the franchisee or tenant when setting up their business. c) can include machinery and equipment that is bolted to the floor. d) All of the above

2. Total occupancy costs for a leased space can include: a) B ase rent b) Property tax c) Merchants’ association fees d) All of the above 3. No matter which type of leasing arrangement is chosen, the franchisee should fully understand his or her legal and financial obligations as outlined in the lease agreement. True or False? a) True b) False 4. In a head lease, the franchisee is in a direct contractual agreement with the landlord. True or False? a) True b) False

2. When building out a new franchise location, a franchisee should: a) p ick the first contractor they speak with so construction can begin immediately. b) consult closely with their franchisor to ensure the location is built to the system’s specifications. c) always go for the cheapest construction materials and equipment. d) assume that all unforeseen costs and delays will be absorbed by either the contractor or the franchisor. 3. It always ends up being cheaper for a franchisee to lease a space with pre-existing leasehold improvements. True or False? a) True b) False 4. During build out of a new location, the franchisor will usually have the final decision on all aspects of the build, especially those relating to brand consistency. True or False? a) True b) False

Answer Key: 1) d 2) b 3) b 4) a Franchise Canada January | February 2019 103

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

MARKETPLACE

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

Browns Socialhouse is more than a restaurant or a bar. And it’s better than either – combined. Browns Socialhouse is a fresh, hybrid concept that successfully bridges the gap between upscale casual dining and neighbourhood pub. Blending “local ingredients” such as Owner-Operators that live in the markets they serve with great sites that many of our competitors simply can’t fit into, Browns Socialhouse delivers: • Great experiences to its guests…in their own communities • Industry-leading innovations that create operational efficiencies for franchise owners Our Mission at Browns Socialhouse is to grow a world-class restaurant brand that creates wealth and opportunity for our partners. And we’re looking to partner with top-notch restaurant industry veterans that have paid their dues in the Casual Dining arena but want more than just a paycheque to show for it… Let’s chat, if you’re “Feeling Social” about the idea of owning your own Browns. 207A-3540 West 41st Ave. Vancouver, BC V6N 3E6, Canada Phone: (604) 630-0885 Fax: (604) 630-0887 Web: http://www.brownssocialhouse.com

“19 years, over 380 stores & still growing!” 205, 8915-51 Ave. Edmonton, Alberta , Canada T6E 5J3 Phone: (780) 440-6770 Web: www.boosterjuice.com E-mail: franchising@boosterjuice.com Booster Juice is Canada’s premium smoothie and juice chain! As a leader of nutritious alternatives in the quick-serve industry, Booster Juice’s proprietary recipes are an instant hit among today’s active, health conscious consumers. Today, Booster Juice has expanded to bring smoothies, fresh-squeezed juices and delicious hot food items to active customers on the go. With over 19 years in business, Booster Juice continues to grow with locations across Canada, USA, Mexico and UAE, and is on track to open 44 new stores in 2019! Units Canada: 380 USA: 3 International: 4 In Business Since: 1999 Franchising Since: 1999 Franchise Fee: $30K Initial Investment Required: $110K Turnkey costs: $295K - $330K Training: Two Weeks + Ongoing Support Available Territories: Canada, International CFA Member Since: 2002

Chicken on the Way takeout restaurant opened in Calgary in 1958. Today our values remain the same as when we first started: prepare and serve homemade food, always the best quality at a reasonable price. Our menu hasn’t changed much through the years either. Fried chicken, fritters, fries and salads are all made fresh daily onsite, sourcing local ingredients whenever possible. It’s a business philosophy that has proven itself over 50 years, through recession and boom times. Our first franchise opened in March 2011 and is a huge success. We have grown to include 10 franchises and one corporate store and have decided to expand further in Western Canada. Initial franchise fee: $20K Total investment of $300K to $350K 160 hours minimum training for franchisees For more information: Phone: 1-403-283-5532 Email: info@chickenontheway.com www.chickenontheway.com

Email: franchising@brownsrestaurantgroup.com

104 Canadian Franchise Association

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MARKETPLACE

Choice Hotels Canada® is the nation’s largest hotel franchisor with over 345 properties open and under development. Choose from seven distinct brands or an upscale membership program to suit any location. When you team up with Choice Hotels®, you’ll benefit from powerful brands, diverse marketing programs, national sales support and industry-leading operations services. Contact us to learn more about current franchise opportunities, and the resources and programs we provide. Franchise Units: Canada: 319 Franchise Fee: $25K-$50K Investment Required: $4M+ Training: Yes Available Territories: All of Canada In Business Since: 1993 Franchise Since: 1993 CFA Member Since: 2010 To find out more about Choice Hotels Canada® and franchise opportunities, visit ChoiceHotelsDevelopment.ca.

Chuck’s Roadhouse Bar and Grill®, one of Canada’s fastest growing franchises, has been a beacon to road travelers everywhere since 2015. We pay homage to the traditional roadhouses by providing not only a great atmosphere, but an unwavering commitment to serving the best quality food for the best price. Due to the high demand from our guests across Canada, Chuck’s Roadhouse continues to expand at an increasingly rapid pace. Food the way it ought to be, Priced the way it used to be. Franchise Since: 2015 Franchise Fee: $50K Investment Required: $300K-$600K Training: Yes included Available Territories: All of Canada In Business Since: 2015 CFA Member Since: 2016 For more information about Chuck’s Roadhouse Bar and Grill franchise opportunities, contact: development@obsidiangroupinc.com 905 814 8030

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

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

2010 & 2012 Recipient CFA Award of Excellence in Franchising, Bronze Award Winner 2011, 2012, 2013, 2014, 2015, 2016, 2017 & 2018 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

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Crepe Delicious is Canada’s largest and fastest growing mallbased creperie and gelateria. Specializing in the creation of world-class sweet and savoury crepes and handcrafted gelato, we take pride in being a leader in the trend towards healthier eating. Serving breakfast, lunch, dinner and dessert, Crepe Delicious offers fresh, nutritious and tasty food for people on-the-go. All of our crepes are made-to-order by our Crepe Chefs allowing customers to watch as their crepes are being prepared. Our signature crepe batter is only 130 calories and 4 grams of fat and then filled with the finest and freshest ingredients. Fresh veggies and protein create our popular savoury crepes, and we offer a selection of irresistable sweet crepes filled with fresh fruit combinations. Our premium gelato is a perfect complement to the specialty crepe business. All our gelato and sorbet flavours are handcrafted on-site daily with natural ingredients. We proudly serve sugar-free and dairy-free options to meet market demand. Our unique concept combines comparatively low food costs with excellent site selection to provide our franchisees with the recipe for success. Single-unit, area development and master franchises available for this innovative specialty food concept. www.crepedelicious.com • info@crepedelicious.com Phone (905) 326-2969 Toll Free (877) 582-7373

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

CRUNCH Fitness is a gym that believes in making serious exercise fun by fusing fitness & entertainment and pioneering a philosophy of No Limits. Crunch serves over 1,000,000 members with over 250 gyms worldwide, with more than 20 locations currently operating and 30 more set to open their doors in Canada. Current expansion plans are also underway in Ontario, Saskatchewan, Quebec, and the Maritimes. Each Crunch franchise location offers top-notch facilities with amenities including a selection of state-of-the-art cardio and strength training equipment such as elliptical trainers, treadmills, Stairmasters, a variation of stationary bikes, a large array of free-weights and more. Personal trainers are available to provide members with personalized fitness plans and devise goal-oriented training regimens as well as nutrition plans powered by dotFIT. Each gym includes a designated group fitness studio where members can participate in Crunch’s signature CLASS-ic Training classes including Zumba®, Yoga Body Sculpt, Fat Burning Pilates, Cardio Tai Box, Bootcamp, BodyWeb w/TRX® and much more. Small group training is also brand new with the HIITZone providing HIIT functional training. All locations are equipped with full-service locker rooms and additional amenities such as tanning and HydroMassage. Memberships are commitment free and start at $9.95/month. For more information about CRUNCH Fitness franchising, visit crunchfranchise.ca or contact franchise@crunchcanada.com / 1-866-CRUNCH2 (278-6242).

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

www.dq.ca Contact: Tammie Verna at tammie.verna@idq.com or 905.637.4741

Designated Driver

Airport Chauffeur

Assisted Transport

Vehicle Chauffeur

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

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

With 30 locations across Canada, Famoso is your neighbourhood pizzeria where you’ll find a fun and vibrant atmosphere any day of the week. Inspired by the energy of an authentic Neapolitan pizzeria in Naples Italy, at Famoso you’ll savour the delicious tastes of fresh, pizzaiolo-tossed pizzas and signature Italian family-kept recipes including share plates + tapas, soup, salads, sandwiches, pastas and desserts, served with a perfect selection of wine, craft beer and cocktails. It is also perfect for a quick bite at lunch, before a movie, or gathering with friends and family. At Famoso, we are looking for partners with a strong commitment to excellence and true passion in all that we do. Contact us to find out more. Famoso Italian Pizzeria + Bar #401 – 1901 Rosser Ave., Burnaby, BC V5C 6R4 Contact: Franchise Inquiries Phone: 888-597-7272 Email: partner@famoso.ca www.famoso.ca

Elite Trade Painting is built on 30+ years of experience in the painting contracting business. Providing high quality residential and commercial painting services in markets across Canada. Our support, training and custom mobile software establishes a competitive advantage for all of our franchisees. Franchises have an opportunity for business success with a lifestyle to enjoy that success. We are looking for entrepreneurs to join us today in the highly rewarding home services industry. Franchise Units: Canada: 9 Investment Required: $85K - $110K Franchise Fee: $48K In Business Since: 1991 Franchise Since: 2012 Available Territories: All of Canada CFA Member Since: 2016 For further information: 1.877.663.5483 info@elitetradepainting.com elitetradepainting.com/franchise

FAST-FIX Jewellery and Watch Repairs® is the world’s largest and most trusted consumer choice for jewellery and watch repair services as well as custom jewellery design, personalized engraving, eyeglass frame and smart device repairs (services vary by location). Established in 1984 and franchising since 1987, FAST-FIX has over 155 franchised locations in the U.S. and Ireland, currently expanding internationally into Canada and other countries. In addition to incorporating multiple high profit revenue streams, the FAST-FIX franchise model has been heralded for being both internet and recession resistant. All locations are within convenient high traffic venues and are staffed with some of the industry’s best jewellers, watchmakers and watch repair professionals who earn customer confidence and referrals by providing reliable, superior quality services. Available Territories: All of Canada, United States and other English-speaking countries Number of Units: 155 franchise locations in USA and Ireland, 4 company-owned in USA, total 159 In Business Since: 1984 Franchising Since: 1987 CFA Member Since: 2013 For additional information: 1-800-359-0407 FranchiseSales@FastFixFranchise.com www.FastFixFranchise.com

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

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

Join Firehouse Subs Today Across Ontario!

Do good. Feel good. Own your own Good Earth Coffeehouse.

Firehouse Subs is a fast casual restaurant chain with a passion for Hearty and Flavorful Food, Heartfelt Service and Public Safety. Founded in Jacksonville, Florida by former firefighters and brothers Chris and Robin Sorensen, Firehouse Subs is a brand built on steaming hot subs with the highest quality meats and cheeses piled high. The founders are the real deal and the company is built upon a family of franchise operators who share their same passion for serving others. Firehouse Subs consistently ranks number one in among fast casual brands in the categories of food quality, taste, flavor, and friendly service.

At Good Earth we’ve been creating authentic, community coffeehouses since 1991… serving exceptional coffee and fresh, wholesome food, with a down-to-earth attitude.

In 2005, Firehouse Subs created Firehouse Subs Public Safety Foundation with the mission of providing funding, life-saving equipment and educational opportunities to first responders. In fact, Firehouse Subs has given more than $37 million to hometown heroes across Canada, the United States and Puerto Rico.

We believe in community. Coffeehouses have a long and colourful history. Our coffeehouses are warm, friendly, and inviting. A Good Earth Coffeehouse is a community-gathering place like the coffeehouses of old.

Our growth is carefully calculated to optimize restaurant potential, profitability and the success of our franchisees. For more information about franchising with Firehouse Subs, contact Brent Greenwood at franchising@firehousesubs.com or 877-887-8330. www.firehousesubs.ca

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We believe in our coffee farmers and Direct Trade. Our selections include Organic, Fair Trade, Rainforest Alliance Certified, Direct Trade coffee... and every cup is exceptional. We believe in good food. Our food is fresh and wholesome. It sets us apart from the competition. Good Earth is uniquely a coffeehouse with good food.

We believe in you! Good relationships are at the core of Good Earth. That’s why Good Earth is growing through franchising. With the Good Earth team by your side, we can do something good together! Find out more about our opportunities across Canada. Visit us at www.goodearthcoffeehouse.com. Call us at 1-888-294-9330. Or send an inquiry to franchise@goodearthcoffeehouse.com.

www.cfa.ca | www.FranchiseCanada.Online

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Jani-King is the world’s largest commercial cleaning franchise with over 9,000 franchisees in 10 countries and over 40 years of experience! The unique Jani-King Franchisee Concept, available for as low as $11,900, provides our franchisees with an edge over the competition. By offering unparalleled support and training, Jani-King works to ensure that every franchisee has an opportunity to be successful. Initial and on-going training, 24-hour operational support and administration assistance are all provided by Jani-King. Ready to be your own boss? Contact us today and join the more than 9,000 other Jani-King franchise owners worldwide.

La Prep is an upscale bistro style quick service restaurant specializing in freshly prepared innovative sandwiches, salads, baked goods and specialty coffees. Franchise Units Canada: 50 Franchise Since: 2010 In Business Since: 2010 Franchise Fee: $35K Total Investment Required: $450K-$550K Territories: All of Canada, US, International Email: info@laprep.com Website: www.laprep.com

1-800-565-1873 or visit our website at www.janiking.ca or e-mail info@janiking.ca Special Note: Master Franchisor opportunities available in Saskatchewan, Newfoundland and Thunder Bay.

CHICKEN

For almost 40 years, M&M has helped Canadians put delicious meals on the table by offering consumers easy-to-prepare, top quality foods and personalized customer service, all within a uniquely convenient shopping environment. We’ve taken this task to heart and have grown to become Canada’s leading retailer of frozen foods, a truly iconic Canadian brand and a trusted guest at dinner tables across the country. We are very proud of our major achievement -the removal of all artificial colours, flavours, and sweeteners from our food portfolio. Our Food Promise is a game changer and key differentiator from our competition and we are proud that 100% of the products in our stores coast-to-coast meet this Food Promise. Following a significant rebranding effort in 2016 - including the name change from M&M Meat Shops, a new store design, new products and packaging, a new website, a revamped loyalty program and new training platform for Meal Advisors - M&M Food Market is poised for franchise growth. Now is the time to rediscover this trusted, iconic Canadian brand. For more information, visit our website at www.mmfoodmarket.com/en/franchising or call us at 1-800-461-0171.

TATERS

Welcome to the largest Canadian-owned quick serve chicken restaurant and one of the fastest-growing franchises in the country. Mary Brown’s Chicken & Taters continues to expand across Canada with about 145 stores now open. We expect to have 200 stores by 2020. It’s a growth plan we’d love you to be part of! Our food is exceptional and our numbers are impressive. We’ve enjoyed 14 consecutive years of same store sales growth and are destined to continue this trend. Our genuine hospitality, 100% Canadian heritage and Made Fresh from Scratch menu keep our Guests coming back again and again. Our Chicken is fresh Canada Grade A, hand cut and hand breaded in-store. Our Taters are also handcrafted in-store from farm fresh Canadian potatoes. Even our Coleslaw is made fresh in-store! Our approach is time-proven, with a 50-year record of success dating back to 1969. Add to that our comprehensive Franchisee support including Training, Financing and Marketing and you’ll see that Mary Brown’s is an exciting opportunity that you don’t want to miss. Call 1-866-640-3339 or email franchising@marybrowns.com and get started today. marybrownsfranchising.com

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McDonald’s® has always been a franchising company and has relied on its franchisees, our Owner/Operators, to play a major role in the System’s success. McDonald’s remains committed to franchising as a predominant way of doing business. We are actively seeking highly qualified business people to join our System as Owner/Operators. Owning a McDonald’s restaurant is a tremendous opportunity. We are seeking individuals with significant business experience who have successfully owned or managed multiple business units or have led multiple departments and who have significant financial resources. We are a family of more than 275 Owner/Operators passionate about satisfying our guests, growing our business, making money and having fun. McDonald’s continues to be recognized as a premier franchising company around the world. To learn more about franchising opportunities with McDonald’s Canada, please visit us at www.mcdonalds.ca Franchise opportunities are now available across Canada! ©2018 McDonald’s

Interested in owning a Mr. Lube franchise? With 176 locations and growing, Mr. Lube is the Canadian leader in automotive oil change and preventive maintenance. In fact, we’ve served more than 45 million customers in our 41 years of business— and we are just getting started. Mr. Lube offers: • A respected brand name supported with award winning advertising programs • Established operating systems • National purchasing programs and partnerships • An extensive franchisee support team • Industry leading training programs • Conversion opportunities We are looking for potential franchisees and existing independent operators who would like to take their business to the next level. If you are passionate about customer service and have the financial resources and leadership skills to grow with us, we would love to talk to you about becoming a franchise owner. For more information email us at franchising@mrlube.com or visit our website at mrlube.com.

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

For over 55 years Mr Mikes SteakhouseCasual Restaurants have been about feeling like you belong, where everyone feels comfortable in his or her own way. It’s your place - a place where you don’t have to be something you’re not, you can just be yourself. It means tasty and affordable creations from our signature steak and Mikeburgers to our home-branded wines and beers. Our plans are to open 30 new restaurants in Western and Eastern Canada over the next 5-year period and we invite you to call us for more information about franchise opportunities. Canadian Franchise Association Members Food - Restaurants / Dining Rooms Mr Mikes SteakhouseCasual Restaurant Unit 100, 3700 North Fraser Way, Burnaby, BC, V5J 5H4 Phone: 604-536-4111 Fax: 604-439-7367 Web: www.rammp.net E-mail: rvillalpando@RAMMP.net Contact: Rick Villalpando, Vice President, Business Development Franchise Locations Canada: 39 Corporate Locations Canada: 3 In Business Since: 1960, Franchising Since: 2003 Franchise Fee: $50K, Capital Required: Min. $900K - 1.8M Training: min. 8 weeks Available Territories: AB, MB, SK, BC, ON CFA Member Since: 1997

www.cfa.ca | www.FranchiseCanada.Online

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The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Today Pizza Nova is still family owned, represents over 140 locations across Ontario and specializes in hand-tossed Italian style pizzas that are complemented by an extensive menu of proven favourites. We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door. Pizza Nova is the Official Pizza of the Toronto Blue Jays, Toronto International Film Festival, and the CNE. Our 55+ years of success continues as a direct result of our uncompromising commitment to providing the highest quality product made from only the finest quality ingredients. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones. We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings , chicken pollini, grilled chicken, and smoked ham. For more information contact our Director of Franchise Development, Vince Morano at 416.439.0051 ext 216 or vince@pizzanova.com

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

A Print Three Smart Business Centre is a turn-key operation designed to get you up and running and doing business quickly and successfully.

Join The Future of Real Estate

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

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

www.printthree.com

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RICKY’S ALL DAY GRILL is part of the Ricky’s Group of Family Style Restaurants with 85+ locations across Canada. RICKY’S offers a variety of restaurant franchise options, all with stylized and comfortable décor and innovative breakfast, lunch and dinner menus. • On-going support programs provide the systems and programs your restaurant needs, including a Certified Kitchen Manager Training Program, server training, quarterly area meetings and regional District Managers. • In-house marketing team provides best-in-class promotions • Menu development team keeps the menus fresh, creative and interesting • Integrated or separate lounge adds another profit centre • Customized conversions of existing restaurants/locations • Hotel partnerships with customized designs available • Total investment is between $650,000 and $950,000, depending on location and model PRIME LOCATIONS ARE AVAILABLE ACROSS CANADA Call us at 1-888-597-7272 Email franchising@rickysr.com and ask for an information package. Check out our website: www.rickysfranchise.com

Established in 1985, Shoeless Joe’s Sports Grill is Canada’s top premium sports centred restaurant. We are recognized as the community place for celebrating sports with family and friends. We aim to deliver the Ultimate Fan Experience by creating an environment that celebrates sports every day. Shoeless Joe’s Sports Grill provides a fun, come as you are atmosphere with a modern cutting edge design, where any seat in the house bids you a view of the main event. We offer our guests a robust selection of beverages accompanied by a diverse and innovative menu meticulously crafted by our corporate culinary chef. We are committed to our brand, staff and partners. As a Shoeless Joe’s Sports Grill Franchisee you get: • Nationwide Brand Recognition • Experience and Support from Day 1 • Comprehensive Training • Unique Market Niche Live the emotion. Experience the thrill. Enjoy the teamwork. Join our team today! (P) 905-760-1295 ext 2177 (E) rgreen@shoelessjoes.ca (W) www.shoelessjoes.ca

We make restaurants work for you!

Snap-on® is a world leader in the design, manufacture and marketing of innovative, top-quality, value-added tools, software and services to the automotive, aviation, marine, RV, ATV, and related industries. Our unique network of more than 396 stores in Canada is a crucial link to our customers. As a Snap-on Franchisee you’ll take your well-merchandised “Mobile Store” to your customer’s place of business and provide personalized service and solutions associated with the world-renowned Snap-on brand.

Cannabis has been illegal in Canada since 1923. Now all that is about to change. This is your chance to be part of the best recreational cannabis brand network in Canada and part of the multibillion dollar Canadian cannabis industry. Get in on the ground floor of this “budding” industry!

Custom business software, franchise financing and customer credit financing is offered. No royalty or advertising fees apply. If you are ready to be your own boss and drive your own future, contact Snap-on today.

If you are a passionate entrepreneur that is dedicated to helping our customers find a higher sense of love, joy, peace and harmony then we invite you to apply for this once in a lifetime opportunity.

To learn more about Snap-on franchise opportunities, visit www.snaponfranchise.ca QUEBEC: MICHAEL COBURN 1-800-665-8665 x244 | michael.l.coburn@snapon.com

We have created a modern retail model that offers legitimacy, reputability, professionalism and a feeling of confidence, with plans of opening one hundred locations across Canada.

We are now accepting applications for Franchise Partners to open LEGAL recreational cannabis stores in cities across Canada. VISIT SPIRITLEAF.CA TO LEARN MORE

ONTARIO/ATLANTIC CANADA: LEEMAN REID 1-800-665-8665 x223 | Leeman.A.Reid@snapon.com WESTERN CANADA: LEEMAN REID 1-800-665-8665 x223 | Leeman.A.Reid@snapon.com Snap-on Tools of Canada Ltd. 6500 Millcreek Drive, Mississauga, ON L5N 2W6

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Ontario’s favourite destination for fresh-made breakfast and lunch

LET’S TALK SUCCESS!

Sunset Grill is a Canadian all-day breakfast restaurant franchise founded in Toronto, Ontario by Angelo Christou in 1985. With 80 franchised locations across Canada and growing, we are now positioned to expand across Canada and select markets in the United States, including California and Pennsylvania.

Excellent Franchise Opportunities available within Ontario; with 9 locations scheduled for 2019-2020. Symposium’s award-winning concept is 29 locations strong and a consumer favourite in local communities. Here’s why: Winner- Franchise of the Year – 2017 AND 2018 Winner- CFA Gold Award of Excellence in Franchising Winner - CFA Franchisees’ Choice - 8 Consecutive Years 2011-2018 • Award Winning Concept. Including: Best Breakfast, Best Atmosphere, Best Business Lunch, Best Patio, Business of the Year and more • Specializing in casual, upscale dining. Evolving, responsive menu • One of a kind trademark décor, quality finishes and furnishings • Turn Key Operation, $615-650 000

Fresh is Tastiest™ is our philosophy here at Sunset Grill – our guests are loyal to our brand and love our food because we use fresh ingredients, healthy cooking methods, source local wherever possible, deliver generous portions, and provide fast and friendly service. Consider what Ontario’s best breakfast chain has to offer you: • One-shift operation & short hours (our stores are open 7 a.m. to 4 p.m.) • High margins leading to excellent returns and building of a saleable asset • Comprehensive training & ongoing professional guidance • Exclusive territory • Low staff turnover • Great work-life balance; time at the end of the day to spend doing what you love with who you love Visit us: www.sunsetgrill.ca Email us: info@sunsetgrill.ca Call us: 905-286-5833

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

The most extensive training program in the Canadian Restaurant Industry • Three months training for all aspects of the business including: wait staff counter, kitchen, administration, management and finance • Three months on site store opening support Ready for Success? Contact Al Davis at 416-449-3611 or info@symposiumcafe.com For further Franchise Information visit www.SymposiumCafe.com. Come join our Award-Winning Team!

GRAND PRIZE

2017

THE TEN SPOT has perfected one of the first turn-key beauty bar franchise models that allows franchise partners to easily open, successfully operate and rapidly grow their locations. We’re a proven system and we’ve been dominating the market for over 12 years now! THE TEN SPOT® is the fastest growing brand in the beauty biz. since launching our first store in toronto over a decade ago, we’ve exploded with growth from coast to coast. we’ve revolutionized beauty bars across canada (and are still growing!) while we start to shake things up south of the border. we’ve created a niche concept that blends the best of the luxury spa world with the convenience of the ‘chop shop’ world to cater to what busy women want most: impeccably executed, efficient services in an ultra-clean environment. we offer manis, pedis, waxing, and now, laser (what what!) in the fastest, cleanest, and coolest anti-spa® in the business. THE TEN SPOT® has a slew of awards and accolades including the receipt of the canadian franchise association’s franchisees’ choice award every year since 2016. we can’t wait to meet you!! Learn more at thetenspot.com/franchising

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MARKETPLACE

You know The UPS Store for shipping, but did you also know that The UPS Store is Canada’s largest franchised network of business resource centres? Did you also know that The UPS Store is also Canada’s largest chain of copy & print centres? Servicing the growing small/home office market, The UPS Store offers the convenience of a one-stop shop for business services such as photocopying and digital printing, offset printing, worldwide courier services, packaging supplies and services, mailbox and fax services, document finishing, and more. This dynamic chain leverages on one of the world’s most well-known brands, UPS. This is your opportunity to join a North Amercian market of over 5000 locations (and growing!) Visit us at theupsstore.ca. We Print, Ship & More! Locations, North America: Over 5000 Locations in Canada: Over 350 Minimum cash investment: $100,000 Total cash investment: $172,250 to $196,000 plus working capital. For more information on The UPS Store opportunity, call 1-800-661-6232 or visit www.theupsstore.ca.

Tommy Gun’s Original Barbershop is a bold new concept that was created to fill the void that existed in men’s grooming. Proudly 100% Canadian owned and franchising since 2009. With high levels of training and support, Tommy Gun’s is Canada’s fastest growing men’s barbershop concept with over 60 locations open now and many more on the way. Retro style barbershop with authentic barber chairs Haircuts, hot shaves, scalp massage, facial detailing and more Automatic computerized queing system iPads, in-mirror televisions and arcade style games Professional retail grooming products and accessories Total investment: $450,000 and up Cash required: $200,000 and up Hot opportunities across Canada. Industry experience not essential. 1-888-869-1639 franchise@tommyguns.com www.tommyguns.com

ASK A FRANCHISING EXPERT

Home-Based Franchise • Location Independence Wellnessnews Canada, Inc. is in the business of franchising Wellnessnews Choices for Healthy Living®, a multi-media publishing platform that includes print, online, and social media. This proven neighbourhood collective offers an informative resource that showcases exclusive, professional local health practitioners and businesses. Area Developers and Franchised Publishing Communities are now available for entrepreneurs who are looking to start a home-based business that provides them with location independence and the flexibility to suit their lifestyle. Other benefits include an in-house creative, editorial, print, and marketing team; a great reputation; training; no-expensive overhead; and a growing niche market. Franchise Fee: 14.5K Investment Required: 25K Available Territories: Canada

(continued from page 97) (often significant) necessary to operate the business? Do you have sufficient access to capital or financing to cover all the expenses and costs? What level of income do you need? How much money can you afford to lose if the franchise proves unsuccessful? The purpose of this article is to highlight one simple but important point: your future success as a franchisee depends to a large extent on the amount of due diligence you conduct when assessing the opportunity in the first place. Being an informed buyer will help position you to select the right franchise for the right market and territory.

WELLNESSNEWS CANADA, INC. Website: WellnessnewsFranchise.com E-mail: opportunity@wellnessnews.ca Phone: 1-800-840-4309

114 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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

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

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

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

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

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

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

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WHAT’S NEXT

DON’T MISS OUR MARCH/APRIL 2019 ISSUE! THE HEALTH, FITNESS, AND NUTRITION ISSUE Canadians are an active bunch. According to Stats Canada, more than 16.2-million Canadians aged 12 and over reported participating in at least 150 minutes of moderate to vigorous intensity aerobic physical activity per week. When it comes to what Canadians are eating to fuel their busy bodies, more and more people are looking for healthier options to jumpstart their days with natural ingredients. The franchise industry has caught on to this growing trend with a comprehensive offering of opportunities within the Health, Fitness, and Nutrition categories. If you’re ready to get started in franchising, with a keen interest in this burgeoning sector, than this is a mustread issue. You’ll hear from current franchisees, learn about established and emerging franchise systems, and receive expert advice from the franchise pros, so strap on your running shoes, grab a healthy snack, and get going!

WATCH FOR THESE INFORMATIVE FEATURES IN OUR MARCH/APRIL 2018 ISSUE:* HEALTHY QUICK SERVICE RESTAURANT (QSR) FRANCHISES: Convenience is key for Canadian consumers, and here, we feature three QSR franchises that are offering delicious and nutritious options for health-conscious diners. WOMEN IN FRANCHISING: Celebrating International Women’s Day on March 8, Franchise Canada takes an in-depth look at franchise systems that are almost 100 per cent female-powered along with a trio of franchisees who are experiencing great success in predominately male-dominated sectors such as moving and landscaping.

JUICE AND YOGURT SYSTEMS: Whether it’s freshly squeezed or deliciously frozen, Franchise Canada has you covered with a look at four franchises serving up vitamin-filled juice and yogurt. These franchises offer convenient and healthy food for those on the go. FITNESS ACROSS CANADA: There’s no shortage of franchise systems offering a place for active Canadians to break a sweat! From gyms offering wall-to-wall treadmills and weight lifting machines to state-of-the-art Yoga studios, we take a look at the franchises from coast to coast that are helping people of all ages and fitness levels meet their goals.

PLUS A SPECIAL FRANCHISE FOCUS ON RETAIL 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 • Franchise Fun *Editorial subject to change

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116 Canadian Franchise Association

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ADVERTISERS’ INDEX BMO Bank of Montreal............................... 36 www.bmo.com/franchise

Fatburger....................................................................31 www.fatburgercanada.com

Pizza Nova.................................................28 www.pizzanova.com

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

Firehouse Subs..................................................... 40 www.firehousesubs.ca

Pizza Pizza.................................................69 www.pizzapizza.ca/franchising

Choice Hotels Canada®...................... 33 www.ChoiceHotelsDevelopment.ca

Good Earth Coffeehouse...................38 www.goodearthcoffeehouse.com/ franchising

PropertyGuys.com................................46 www.propertyguysfranchise.com

Chuck’s Roadhouse Bar and Grill......... ................................................................. 16-17 www.Chucksroadhouse.com COBS Bread............................................................ 85 www.cobsbread.com/franchising Cora............................................................. 79 jjenkins@chezcora.com Crunch Fitness Canada........................... ...................................... Inside Back Cover www.CrunchFranchise.ca Dairy Queen Canada.. ................................... 37 www.dq.ca Driverseat...................... Inside Back Cover www.driverseatinc.com/franchise Elite Trade Contracting.........................7 elitetradepainting.com/franchise Famoso Italian Pizzeria + Bar.......... 64 www.famoso.ca Fast-Fix Jewellery and Watch Repairs........................................................39 www.FastFixFranchise.com

International Franchise Association .....................................................................102 www.franchise.org Jani-King................................................... 75 www.janiking.ca La Prep.......................................................29 www.laprep.com M&M Food Market................................... 3 www.mmfoodmarket.com/en/ new-shopping-experience Mary Brown’s Chicken & Taters............ .................................. Outside Back Cover www.marybrownsfranchising.com McDonald’s Restaurants Canada.... 27 www.mcdonalds.ca/franchising Midas International.............................. 81 www.midasfranchise.com Mr. Lube...................................................... 91 www.mrlube.com

Ricky’s All Day Grill................................65 www.rickysfranchise.com Shoeless Joe’s Sports Grill.................63 www.shoelessjoes.ca/franchising/ Snap-on Tools........................................... 9 www.SnaponFranchise.ca Spiritleaf.....................................................41 www.spiritleaf.ca Symposium Cafe....................................59 www.SymposiumCafe.com TacoTime.................................................. 66 www.tacotimecanada.com THE TEN SPOT........................................... 11 www.thetenspot.com/franchising The UPS Store..........................................26 www.theupsstore.ca Tommy Gun’s Original Barbershop..... ........................................................................13 www.tommyguns.com/franchise

MR MIKES SteakhouseCasual.... 60-61 www.rammp.net

Fastsigns.....................................................15 www.fastsigns.com

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OUR MAGAZINE IS IN DEMAND AND AWARD WORTHY.

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

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

Franchise Canada January | February 2019 117

GIVING BACK

Empowering the Leaders of Tomorrow

Tutor Doctor celebrates confidence building and breaking down barriers at their Student Pep Rally BY ANDREW SCHOPP AS A FRANCHISEE within the education sector, Jon-Anthony Lui understands the challenges facing the future leaders of tomorrow. When he joined Tutor Doctor as the youngest franchisee in the network in 2009, Lui did so with a staunch belief in the growing franchising system’s mission: to change the trajectory of students’ lives through empowerment. With global education systems failing to meet expectations, demand for the supplemental education industry and private tutoring is growing at an exponential rate. Tutor Doctor serves a niche within the supplemental education industry, providing one-to-one in-home and e-tutoring programs designed to change the trajectory of student’s educational journeys. At his Tutor Doctor franchise location in North Toronto, Lui is privy to the anxieties students face in their academic lives on a daily basis. It’s the job of Tutor Doctor, its franchisees, and dedicated tutors, to help students overcome these barriers. “We hear it all the time from students who say ‘I’m not good at math or essay writing’,” Liu explains. “What happens is their choices are limited for the future if they grow up feeling that way. They will shy away from those challenges. We want them to face their fears. With the support of Tutor Doctor and the community, they can have a strong, confident outlook on life.” At a Student Pep Rally event at a Dave and Busters in Vaughan, Ontario on August 18, Tutor Doctor celebrated the hard work of their students, families, and tutors, as they

118 Canadian Franchise Association

entered the new school year. As the students enjoyed the venue’s arcade games and tasty treats, Liu and the rest of the Tutor Doctor team stood confidently behind them knowing they are ready for what’s ahead in the academic year. “There’s so much pressure that students are facing today. It could be emotional anxiety, it could be bullying, it could be low self-esteem or confidence,” explains Liu “We wanted to rally behind our students and help them to see that we understand these things are going on, but there’s lots to look forward to, there’s a bright future ahead of them. We’re all trying to support them so they can make their dreams come true so that the trajectory of their lives can be uplifted.” With more than 17,000 tutors working in 300 franchise units across the world, Tutor Doctor guides students towards academic success with homework assignments and course materials that are used as the basis for one-on-one tutoring. One of the biggest benefits of owning a Tutor Doctor franchise, is its low-cost model. As a tutoring business, Tutor Doctor franchises do not require a physical location, and therefore franchisees don’t have to invest in real estate. Most importantly, however, is the ability of franchisees to touch the lives of students and families within their territories. Donna Tanner, who owns Tutor Doctor franchises in both Brampton and Caledon, Ontario, says she enjoys the system’s flexibility. She can work from home when needed, and has the opportunity to expand and grow with the system at her

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own pace. What’s more, a franchise system that gives back to the local communities it operates in aligned perfectly with her values and her background in human resources. Like all Tutor Doctor franchisees, Tanner makes a concerted effort to be an established community partner. She’s passionate about her Brampton franchise’s work with the annual Lucas Holtom Carnival, an initiative to raise money for a local church’s programming. Tutor Doctor is also a presence on sports fields throughout the city, sponsoring a variety of teams. It all comes to a head at the Student Pep Rally: a day to celebrate how the franchise has positively changed students’ lives by breaking down barriers and rebuilding their self-esteem. In keeping with the event’s theme, Juma Innis, the founder and director of The Message, a movement to empower teens to make positive life choices in a world powered by media, delivered a stirring “pep talk” to get students ready for the challenges ahead. It’s all about letting students know that Tutor Doctor is behind them every step of the way, Tanner explains. “Without building confidence, students can’t progress. One of the main focuses of our program is to teach students that they can really do this,” says Tanner. “Once we help them to understand that, and after we engineer some quick wins so that they understand material they didn’t understand before, we find that once we’ve restored self-confidence or rebuilt self-esteem, good marks will follow.”

Ca na d i an F ran c h i se

C h o o s e t he b u si n ess mod el t ha t moves you ! S h u t t l e Franchise

C hauf f e ur F ranch i s e

B u i l d y o u r f le e t

No fleet required

$ 2 0 b illio n in d u s tr y

Care based approach

Cor p or ate c o n t r ac t s

Work from home

Cust o m s o lu t io n s

Highly sc alable

P u r p os e b u ilt f le e t

Low c ost of ent ry

CFA Franchisees Choice Designation 2 consecutive years

Chamber of Commerce Innovation Award

Over 100 hours of intensive training

Winner of CFA Awards of Excellence

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State of the art business technology solutions

Mary Brown’s At

we think outside the

Bucket

Our approach to franchising is as fresh as our Chicken & Taters. If you’re exploring franchise opportunities, consider Mary Brown’s. Beyond our outstanding numbers, there’s a genuine commitment to quality, innovation and integrity in everything we do. You’ll immediately feel our passion for this brand – and for your success.

Contact:

1-866-640-3339 | franchising@marybrowns.com Member of

Canadian Franchise

Association for

35 Years

Years in business

Years

same store

sales growth

Fresh

Hand Cut

Chicken

& Potatoes

100%

145+

Canadian

Stores

Owned & Operated

nationally

marybrowns.com