Franchise Canada January/February 2020 by Franchise Canada

FAMILIES WHO FRANCHISE TOGETHER

TECHNOLOGY IN FRANCHISING

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TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS 12TH LARGEST INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S • Innovative •concept withCANADIAN competitive PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • advantage HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER •

ONE OF CANADA’S

FASTEST GROWING

CONTENTS

JANUARY/FEBRUARY 2020

FRANCHISES

TRENDS

• • • • • • •

Low royalties starting at 3.75% Low national marketing at 1.25% Premium locations available Industry leading sales and sales growth Full turn-key buildout Ongoing Operations support Low investment, very high returns!

In house financing Available

COVER STORY

2020 Franchise Outlook Five categories to watch out for in 2020

FEATURES

Going Green Three quick service restaurant franchises that are focusing on environmental sustainability

Catering to Kids Children’s products & services franchises from coast to coast Why Choose a CFA Member? Investing in a franchise committed to excellence

SPECIAL FRANCHISE FOCUS

31 Est. 2015 CONTACT US

905-814-8030 chucksroadhouse.com

4 Canadian Franchise Association

Digital Disruptors Three franchise systems that are bettering their businesses through technology

Families Who Franchise Together Four franchise operations that run on family

www.cfa.ca | www.FranchiseCanada.Online

Special Focus: Full Service Restaurants & Dining Rooms Why you should consider a franchise in this sector!

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 Strengthening Bonds Community is the key to success for millennial MaidPro franchisee Jonathan Shelson

LEADERSHIP PROFILE Franchise Accelerator Dan Monaghan’s passion and expertise help Clear Summit Group grow its franchise brands

THE FIRST YEAR Teamwork Makes the Franchise Dream Work After a busy first year, franchisee Nadim Hirjee is thriving through support from the Edo Japan system

ICONIC BRAND Building a Beautiful Empire Through its expansion and evolution, GS Beauty Group is helping to shape the beauty industry

SHOW ME THE MONEY 4 Franchises under $50K

BE YOUR OWN BOSS!

HISE INCREDIBLE FRANC BLE A PORTUNITIES AVAIL OP

FRANCHISE FUN The Beauty of Franchising Kristen Gale leads THE TEN SPOT® beauty bar’s mission to make all guests feel like a 10

FRANCHISE TUTORIAL Tutorials 7 & 8 This issue: • Intro to Initial Training • Intro to Ongoing Training

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 92 ASK THE EXPERTS 99 MARKETPLACE 109 ADVERTISERS’ INDEX 110 GIVING BACK

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

g Over

Locations Earnin

125,000

ross Sales! in Weekly G

development@obsidiangroupinc.com

chucksroadhouse.com Franchise Canada

January | February 2020 5

PUBLISHER’S MESSAGE

WHAT’S NEXT FOR FRANCHISING IN 2020

s we enter 2020, it’s the perfect time to examine what lies ahead for franchising this year. But before we look ahead, we should look back at how the franchise sector has fared in 2019. Canadian franchising continues to grow. According to the Canadian Franchise Association’s (CFA) 2019 Franchise Forecast, there were projected to be more than 76,000 franchise locations in Canada by the end of 2019. The franchise sector was also projected to contribute more than $100 billion to the Canadian economy and to employ almost two million Canadians last year. With these figures in mind, if your New Year’s resolution is to make the dream of owning your own business a reality, this January/February 2020 Franchising Trends issue of Franchise Canada is a great place to start. We share the tips, advice, and opportunities you need to learn more about franchising in Canada, along with inspiring success stories from members of the franchising community. In the 2020 Franchise Outlook, we provide more background about the current state of the Canadian franchise industry, and outline five key categories to watch out for this year: food (including grocery & specialty shops), children’s products & services, senior services/transition/home care, home improvement/renovation/restoration, and health/wellness/fitness. On page 20, franchise experts Gary Prenevost and Wayne Maillet help us examine how these categories, based on a year-over-year increase of Franchise Canada Directory listings and anecdotal evidence, are resonating with Canadian consumers and franchisees. Franchise brands within these categories also share their stories and provide insight into why they should be on your radar in 2020. If you’re interested in children’s products & services, we provide a closer look at the wide variety of opportunities available in this sector in our “Catering to Kids” feature on page 41, which maps out brands in this category from coast to coast. This issue also explores other trends in franchising, including a focus on “going green.” On page 26, we feature three quick service restaurant franchises that are focused on environmental sustainability, sharing their

6 Canadian Franchise Association

specific initiatives and what they mean for their franchisees. Plus, we take a closer look at the role technology can play in franchising on page 31, where we examine three franchises that have bolstered their offering and operations through technology. Franchising, however, is about more than just the trends and opportunities; it’s about passionate people. Working with your family is critical to the success of a franchise business, as you’ll need the support of your loved ones to reach your full potential. With this in mind, many franchisees go into business with their family members, and on page 36, we share the stories of four franchisee families that are working together to make their franchise dreams come true. With so many opportunities available in Canadian franchising, getting started can be overwhelming. In our “Why Choose a CFA Member?” article on page 67, we share the reasons you should begin your franchise search with CFA members. For example, CFA members adhere to our Code of Ethics, strive for excellence in franchising, and provide access to the CFA franchise community. Beyond this issue, we have other tools available to help you conduct the proper due diligence, from the range of resources on www.FranchiseCanada. Online, including the www.LookforaFranchise.ca online directory, to our Franchise Canada trade shows. With the economic strength of franchising in Canada and the wide range of exciting opportunities available, 2020 is a great time to explore franchising in Canada. We hope this issue helps provide the information and inspiration you need to make your dreams of owning your own business become a reality. Wishing you success in 2020 and beyond!

Sherry McNeil President & CEO Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Private Schools for Children 1-5

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cefafranchise.com

franchising@cefa.ca

(604) 708 2332

CFA BOARD OF DIRECTORS (as of time of print) BOARD CHAIR John DeHart* PRESIDENT & CEO Sherry McNeil*, Canadian Franchise Association 1ST VICE CHAIR Gerry Docherty*, Good Earth Cafes 2ND VICE CHAIR David Druker*, The UPS Store

PUBLISHER

TREASURER Rick Chittley-Young*, MNP LLP

Canadian Franchise Association (CFA)

SECRETARY & GENERAL COUNSEL

VP, CONTENT & MARKETING Kenny Chan

Larry Weinberg*, Cassels Brock & Blackwell LLP

EDITOR Lauren Huneault

PAST CHAIR John Wissent*

GRAPHIC DESIGNER Andrea Lee

CHAIR, LEGAL & LEGISLATIVE COMMITTEE

ADVERTISING SALES Gwen Dunant

Darrell Jarvis*, Fasken

CHAIR, FRANCHISE SUPPORT SERVICES

Tony O'Brien*, TruShield Insurance DIRECTORS

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

NATIONAL SPONSORS

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

AD COORDINATOR Andrea Lee CONTRIBUTING WRITERS

Georgie Binks, Erin Bonner, Jessica Burgess, Lauren Huneault, Roma Ihnatowycz, Gina Makkar, David Chilton Saggers, Trisha Utomi, Jordan Whitehouse, Kym Wolfe FRANCHISE FUN ILLUSTRATION Sam Gorrie PRINTING Premier Printing FOR ADVERTISING INFORMATION:

Gwen Dunant Tel: 877-254-0097 | gdunant@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.

© 2020, 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

www.cfa.ca | www.FranchiseCanada.Online

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

N E P P A . H U O Y T T I R O P E P U S L L ’ E W MAK . M A E R UR D

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NATIONAL ACCOUNTS

With top insurance carriers

VIRTUALLY RECESSION PROOF

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SERVE YOUR COMMUNITY

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EXECUTIVE ENTERPRISE BUILDING

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ATTRACTIVE B TO B BUSINESS MODEL Highly collaborative business community

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Water

Fire

The Real Recession Proof Franchise

Mould

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INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Dine Brands International Continues Expansion with Deal to Bring More IHOP® Restaurants to Canada On October 28, Dine Brands International announced an agreement with Minhas Holdings to bring the IHOP brand to exclusive locations in the Greater Toronto Area. The agreement calls for 15 new IHOP locations over seven years. The first location is expected to open mid-year 2020. The new locations are expected to create approximately 900 jobs and contribute up to $15 million to the construction industry in the Greater Toronto Area. “IHOP is a strong brand with a huge fan base around the world, and we are excited to expand its presence in Canada,” said Saeed Minhas, CEO of Minhas Holdings. “We can’t wait for guests in the Greater Toronto Area to experience the brand’s warm hospitality and commitment to quality in its breakfast, lunch, and dinner menu offerings.” “Canada was the first international market we opened for IHOP back in 1969, making this year our 50th anniversary in the country,” said Steve Joyce, Chief Executive Officer, Dine Brands Global. “Canada continues to be a key market in our international development and growth strategy.” “The opportunity to partner with Saeed Minhas as a franchisee was also a major factor in our decision,” Joyce continued. “In addition to his work as a real-estate developer, Saeed has valuable experience in the hospitality industry as a franchisee for Marriott and IHG as well as local market knowledge and presence.” “Canada is a great strategic business choice for expansion outside of the U.S. for many reasons includ-

12 Canadian Franchise Association

ing geographic proximity and great brand awareness,” said William Urrego, Vice President of International Operations, Dine Brands Global. “We are interested in further expanding our presence in Canada and we are looking for great partners to take that step with us.” In 2019, Dine Brands also announced a five-restaurant agreement in the Atlantic provinces, with the first IHOP location expected to open in Moncton this past December. LIVE WELL Accelerates Franchise Development Across Canada LIVE WELL Exercise Clinic, a medical fitness clinic specializing in safe, supervised exercise and healthy lifestyle coaching for people with chronic health conditions, announced on October 23 that it has accelerated its franchise development efforts in Canada. In 2019, the brand signed five agreements that will bring seven new clinics to key markets throughout the country, including five in Ontario and two in Alberta. In addition to these recent signings, LIVE WELL opened a new clinic in Regina, Saskatchewan in September, following closely on the heels of another opening in North Vancouver, British Columbia earlier in 2019. “2019 thus far has been a year of significant growth for LIVE WELL, where we have opened two new clinics, bringing our current clinic roster to 18,” said John DeHart, co-founder of LIVE WELL. “We’re currently experiencing a major surge in franchise development throughout Canada as we continue to lead the charge of using exercise as medicine for disease prevention. We’re thrilled to welcome our new franchisees to the LIVE WELL family and are grateful

www.cfa.ca | www.FranchiseCanada.Online

to have their passion and expertise as we continue growing across the country.” Founded by Sara Hodson in 2011, LIVE WELL Exercise Clinic is the pioneer in the supervised exercise and healthy-habit coaching space, and since then has helped more than 3,000 people transform their health in various ways. In addition to its ongoing growth in Ontario and Alberta, LIVE WELL currently is seeking single- and multi-unit franchisees to open locations nationwide, including markets in British Columbia, Saskatchewan, and more. Cricket Opens 10th Location in Canada, Expands Operations to Saskatchewan Cricket Property Management (Cricket) is further expanding its reach across Canada with the addition of a new franchise location in Saskatchewan. The new location will enable the company to manage rental properties in Saskatoon and surrounding areas. “We are pleased to announce the expansion of the Cricket franchise into Saskatchewan and the ‘Land of Living Skies’,” says Kap Hiroti, cofounder of Cricket. “The demand for professional property management services in Saskatoon has skyrocketed as real estate investors continue to acquire rental properties throughout the region.” Cricket is a property management franchisor that delivers professional property management services to property owners and tenants across the country through its network of franchise business owners. With a focus on residential rental management and leasing services, Cricket has become a driving force in elevat-

INDUSTRY NEWS

JOIN THE RECOGNIZED LEADERS IN SUPPLEMENTAL EDUCATION!

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

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

Personal Fulfillment & Financial Security

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

2019 BRONZE WINNER FOR FRANCHISE SYSTEMS WITH 100+ LOCATIONS

1.888.559.2212 ext. 115 franchise@oxfordlearning.com Proudly Canadian

franchise.oxfordlearning.com

INDUSTRY NEWS ing property management standards and enhancing the client service experience. “With Cricket’s new Saskatoon location, we are proud to bring our signature service and support to property owners and tenants across Saskatchewan,” says Thomas Zhang, co-founder of Cricket. “In addition to British Columbia, Alberta, and Ontario, Cricket’s strategic expansion into Saskatchewan will enable us to provide proprietary property management services to clients throughout Canada.” Cricket has plans to open additional franchise offices in Saskatchewan as part of the company’s national growth strategy. Boston Pizza Scores Partnership with Hockey Night in Canada Canada’s largest casual dining restaurant chain is pleased to announce an exciting new partnership with Hockey Night in Canada, a national institution that Canadians have gathered around their televisions to watch every Saturday night for well over a half-century. Starting October 5, Boston Pizza’s more than 390 locations across the country began offering Canadian hockey fans an incredible Hockey Night in Canada atmosphere to cheer on their home teams with fun games for guests of all ages, special contests, and big prizes, including a behind-the-scenes trip to the Hockey Night in Canada studios. “Boston Pizza has always been the place for Canadians to ‘Gather Round’ in their communities and no tradition has brought Canadians together better than Hockey Night in Canada,” says James Kawalecki, senior director of marketing, Boston Pizza International. “We see a lot of synergy between our two brands and look forward to creating the best Hockey Night in Canada experience for our guests.” As part of the new three-year sponsorship deal, Boston Pizza res-

14 Canadian Franchise Association

taurants will be fully outfitted with Hockey Night in Canada branding, including all takeout and delivery containers. BP managers and servers will also join in the fun on Saturday nights, sporting iconic Hockey Night in Canada baby blue blazers and hockey jerseys. The brand will enjoy a regular presence on the network’s popular, multi-platform programs on Thursdays, including a custom hockey feature on Tim and Sid and a presenting sponsorship of Hockey Central on Thursdays throughout the regular season. KFC Begins Testing Eco-Friendly Bamboo Buckets KFC Canada announced in November that they’re exploring eco-friendly alternatives for their world-famous buckets. The sustainability commitment will have KFC testing new innovative materials that are both consumer-friendly and a win for the environment, starting with a bamboo fibre poutine bucket in early 2020. "The KFC bucket is one of the most iconic symbols around the world and has always been synonymous with our world-famous chicken," said Armando Carrillo, innovation manager, KFC Canada. "We're proud of our sustainability journey and we want our customers to feel that KFC is dedicated to not only providing Finger Lickin' Good chicken in every bucket, but also delivering it in a way that our guests can feel good about." KFC Canada's bamboo packaging initiative builds on the commitments already achieved by the brand in the sustainable packaging realm. Earlier in 2019, KFC Canada committed to sourcing 100 per cent of fibrebased packaging from certified or recycled sources by 2020. Additionally, as part of a global sustainability commitment by the brand, KFC Canada continues to pursue making all plastic-based, consumer-facing packaging recoverable or reusable by 2025, and announced in July that

www.cfa.ca | www.FranchiseCanada.Online

all plastic straws and bags would be removed from restaurants before the end of 2019. This action alone will eliminate more than 50 million plastic straws and 10 million plastic bags from the communities in which KFC Canada operates. KFC fans will have the opportunity to test out the new bamboo fibre poutine bucket in select restaurants across Canada in 2020.

CORRECTION NOTICE In the November/December 2019 issue, the “A Family Affair” article included incorrect information about the St. Louis Bar and Grill franchise opportunity. The correct information is:

St. Louis Bar and Grill

100 per cent Canadian owned and operated, the very first St. Louis Bar and Grill opened its doors in Toronto in 1992. Famous for its signature chicken wings, fries, garlic dill sauce, and 'Devilishly Good' atmosphere, St. Louis Bar and Grill offers amazing tasting comfort food in over 75 locations in Ontario, Atlantic, and Western Canada. Its local neighbourhood establishments offer exceptionally warm, and friendly service delivered in a fun, casual, sports bar and grill setting. With new locations continuously being added nationally, St. Louis Bar and Grill is proud to be 'Devilishly Good'! Franchise units in Canada: 75 Corporate units in Canada: 7 Franchise fee: $40K Start-up capital required: $300K-450K Investment required: $300K-450K Training: Yes Available territories: AB, BC, MB, NB, NS, ON, SK In business since: 1992 Franchising since: 2002 CFA member since: 2002

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®: Used by Amex Bank of Canada under license from American Express. 1. American Express® Maps is intended for general reference purposes only and does not represent a comprehensive list of all Card accepting merchants. Recommendations and other information included on the map are derived from internal American Express and third party data. Data is updated from time to time and may not be 100% accurate. American Express does not accept any responsibility or liability arising from any inaccuracies. You understand and agree that your use of the map is your choice and at your sole risk and that the map is provided to you ‘as is’ and ‘as available’. List of Card accepting merchants is updated monthly. 2. Source: The Nilson Report # 1150 (April 2019). American Express transaction size derived as Canada year-end purchase volume divided by year-end purchase transactions. Average American Express transactions equals $137 US ($178 CAD). Average Non-American Express transaction equals $73 US ($95 CAD), includes Visa and MasterCard credit cards, and excludes Interac and debit volume and transactions. Purchase volume converted to Canadian dollars by multiplying US figures by 1.2957 (average 2018 CAD to USD conversion rate as stated by https://www.x-rates.com/average/?from=USD&to=CAD&amount=1&year=2018) 3. Your business could be recommended to Cardmembers in Cardmember emails sent by American Express.

ADVERTORIAL

The Taste of SUCCESS MARY BROWN’S CHICKEN & TATERS IS LOOKING FOR HANDS-ON FRANCHISEES TO HELP FUEL ITS CONTINUED GROWTH BY KYM WOLFE

hen you think of Newfoundland & Labrador, you may not immediately think of chicken – but maybe you should. Canada’s easternmost province is where Mary Brown’s Chicken & Taters launched in 1969, and 50 years later, Mary Brown’s franchisees from across the country gathered there to celebrate the company’s five-decade milestone. It’s an exciting time for this 100 per cent Canadian brand. Today, you’ll find Mary Brown’s locations coast to coast across Canada. Expansion and growth have been exceptional. “We are proud to be the largest Canadian quick serve chicken restaurant. Currently there are nearly 170 stores across Canada, and our goal is 200 by the end of 2020,” says Safiah Arooz, VP Franchise Development. Mary Brown’s is primarily targeting Ontario, British Columbia, and Nova

Scotia markets, but there are also opportunities in all other provinces except Newfoundland & Labrador, where the brand has already reached iconic status. “We don’t have any stores in Quebec yet – but we would entertain someone who is interested in being the master franchisor for that province – someone who has boots on the ground and understands the differences in that market.” The company is also looking at new markets internationally, initially in Latin America, the U.K., and the Middle East. “We expect to open a store outside of Canadian borders in the new year,” said Arooz in late 2019. Back in 1969, there really was a Mary Brown, and her unique chicken recipe remains at the core of the business. To protect the secret recipe, the company uses three different suppliers to assemble parts of the recipe, then brings those three

mixtures together to create the final breading that is sent out to stores. Aside from the unique flavour profile, says Arooz, the brand is known for its product quality and freshness, and its exceptional Guest service. “Our core menu items are all made in-store – the chickens, potatoes, and cabbage for coleslaw are all made fresh and hand-cut daily. All menu items are made in small batches, with a focus on serving freshly prepared and cooked food.” The menu has evolved over the years, keeping perennial favourites like Signature Chicken, Taters, and the Big Mary ® Chicken Sandwich – as well as adding other options like Tater Poutine™ and Chicken Pop-Ins™. More recently, Mary Brown’s has added zesty options reflecting changing taste profiles and demographics, including Thai Chicken Pop-Ins and the Buffalo Mary Chicken Sandwich.

ADVERTORIAL

The Mary Brown’s look and feel has also been updated in recent years. “We rebranded in 2018, with dramatic new store interiors and a refreshed logo. People are noticing our very vibrant, colourful, and modernized look,” says Arooz. “That really has propelled our growth as well.”

Preparing franchisees for success Mary Brown’s is looking for handson owner/operators who want to grow with the franchise, and potentially to become multi-unit operators. Franchisees come from a range of backgrounds. Experience in food and/or QSR is helpful, but not necessary, since Mary Brown’s provides an extensive three-week training program – delivered through seminars, one-on-one sessions, and classroom style courses – covering all aspects of operations both front and back of house, including its Guestfocused, service-centric approach. That initial training, conducted in a corporate store in Newfoundland, is followed by one-week pre-opening support by the operations team in the franchisee’s new store, and up to one week post-opening to ensure the new owner can execute and is fully comfortable going solo. There are regional marketing managers across Canada who help with pre-opening marketing and promotion, creating a buzz on social media and through print materials and mail drops. That marketing support (including both regional and national initiatives) is ongoing once the store opens, as is operational support

including regular site visits by each region’s dedicated operations team. The corporate team works with individual franchisees to help build the business and to optimize efficiencies and the profitability of each store. Ongoing training for both the franchisee and staff is available through the online Learn MB portal. “Different employees have access to various training modules, depending on their role in the business, and they are able to log in and complete the modules at their leisure,” Arooz explains. “Even part-time employees have essential modules to complete as a pre-requisite before they start working with us.” Staff retention is a common challenge faced by the QSR sector, and some Mary Brown’s franchisees have introduced profit-sharing or opportunities for managers to own shares in the franchise location that they work in. “It’s very motivating and empowering for staff to have a vested interest in their store,” says Arooz.

That ‘vested interest’ principle is also part of head office culture – each regional operations team meets with and has input in approving any candidate who wants to open a franchise in its geographic area, says Arooz. “We want them to have a say, because they will be the ones who work closely to support the franchisees in the field.” The careful vetting of applicants, and the continuous monitoring and assessment of operational processes, service standards, quality control, hygiene and food safety – these are the kinds of practices that ensure brand integrity and consistency, and give Arooz confidence that Mary Brown’s Chicken & Taters will continue to thrive. As the folks at head office would say, “Our way of doing things is decidedly Canadian – be polite, keep your promises, and put people first. No matter how many stores we open across this great country – and beyond – we’ll stick by those values.”

For more information about Mary Brown’s franchising opportunities, please contact: 1-866-640-3339 • franchising@marybrowns.com www.marybrownsfranchising.com

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TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12 ANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDRE NIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCH EIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION RODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS OMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME OME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • EC NTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCE PROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCH MALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FO OOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEAL UTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12 ANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDRE NIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCH EIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION RODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS OMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME OME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • EC NTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCE PROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCH MALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FO OOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEAL UTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12 ANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDRE NIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCH EIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION RODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS OMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME OME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCHISING • TRENDS • SMALL BUSINESS • EC NTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FOOD SERVICE • FOOD DELIVERY • GROCE PROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEALTH • FITNESS • NUTRITION • FRANCH MALL BUSINESS • ECONOMIC DRIVER • ENTREPRENEURS • COMMUNITY • WOMEN IN FRANCHISING • SERVING NEIGHBOURHOODS • 12TH LARGEST CANADIAN INDUSTRY • FO OOD DELIVERY • GROCERY • HOME IMPROVEMENT • HOME RENOVATION • HOME RESTORATION • CHILDREN’S PRODUCTS • CHILDREN’S SERVICES • SENIOR SERVICES • HEAL

FRANCHISE OUTLOOK Five categories to watch out for in 2020

re you considering franchising as a path to business ownership? If you’re interested in becoming a small business owner with the backing of a franchise system, it’s the perfect time to start making this business dream a reality! With thousands of franchise businesses in communities from one side of the country to the other, the Canadian franchise industry is growing, and is now the 12th largest contributor to our nation’s economy (and fast on its way to becoming the 11th largest!). According to the Canadian Franchise Association’s (CFA) 2019 Economic Impact Study, there were projected to be more than 76,000 franchise locations in Canada by the end of 2019. You can find franchises in more than 50 different categories, from food service and fitness to cleaning and children’s services, retail, accommodation, and so much more. While Canadian franchises contributed approximately $96 billion in 2018, this number is continuing to grow, with the sector expected to have topped the $100 billion mark for the first time by the end of 2019. Canadian franchising also employs almost two million people and was projected to contribute almost $28 billion in tax revenue in 2019. Further, franchising’s contribution now makes up five per cent of Canada’s GDP. Franchising is making a major impact on Canadian society, with five noteworthy franchise sectors in particular attracting interest from both Canadian franchisees

20 Canadian Franchise Association

and consumers. According to listings data collected for the Franchise Canada Directory, the following categories are projected to play a major role in franchising in 2020: food (including grocery/specialty shops), children’s products and services, senior services/home care/transition, home improvement/renovation/restoration, and health/fitness/nutrition. These categories reflect the changes that are taking place in a time-conscious Canadian society with an aging population. Canadians are also invested in their future, from ensuring the longevity of their homes to ensuring the youngest generation will have the tools they need to succeed. Gary Prenevost, president of FranNet of Southern Ontario, says Canadian consumers are also highly educated and know what they want, particularly when it comes to their own health. “I believe we’re dealing with the most educated consumers in human history regardless of what business, but especially around health, because it is such a personal interest for the vast majority of people,” he says. In this 2020 Franchise Outlook, Franchise Canada explores five franchise sectors to watch based on both an increase in Directory listings, as well as trends the CFA is noticing within its membership. We also spoke with some of our CFA members about the trends and their respective franchises. Read on to learn more about these sectors that are attracting Canadian franchisees.

www.cfa.ca | www.FranchiseCanada.Online

EIGHBOURHOODS • UCTS • CHILDREN’S N IN FRANCHISING STORATION • REPRENEURS • VEMENT • HOME L BUSINESS • OD DELIVERY • UTRITION • T CANADIAN CES • SENIOR SERVING N • CHILDREN’S CANADIANS DEMAND HEALTHY FOOD AND CONVENIENCE S • COMMUNITY • E RENOVATION • CONOMIC DRIVER • ERY • HOME HISING • TRENDS • When it comes to the food category, it’s all about customer convenience, from apps and ordering through OOD SERVICE • electronic kiosks, to increased demand for food delivery services. LTH • FITNESS • 12TH LARGEST According to a recent study published by Restaurants Canada, technology continues to play a role in EN’S SERVICES • HISING • SERVING providing this convenience. The Q3 2019 Restaurant Outlook Survey found that 76 per cent of quick service N • CHILDREN’S S • COMMUNITY • restaurants offer online ordering or an app for takeout and delivery, while 40 per cent of table service restauE RENOVATION • rants offer electronic reservations. CONOMIC DRIVER • Wayne Maillet, president of Franchise Specialists, notes that the increasing demand for food delivery can ERY • HOME HISING • TRENDS • have a positive impact on food franchises. OOD SERVICE • LTH • FITNESS • “This past year has seen the growth of food delivery services, such as SkipTheDishes, UberEats, or Foodora. 12TH LARGEST EN’S SERVICES • Third party delivery is generating new revenues for those franchises in the food sector. At least one franchisor HISING • SERVING has gone to the extent of adjusting their royalty structure to accommodate this new revenue source.” N • CHILDREN’S S • COMMUNITY • Restaurants aren’t the only ones in the food category looking to delivery to accommodate customers’ need E RENOVATION • CONOMIC DRIVER •for convenience, says Maillet. He notes that the grocery category has also been getting into the delivery game. ERY • HOME “This past year, several grocery store retailers have introduced or have been testing grocery delivery. DelivHISING • TRENDS • OOD SERVICE • ery will become required in order to remain competitive and maintain market share,” he explains. LTH • FITNESS • 12TH LARGEST One such franchise brand that is answering customers’ call for convenience is M&M Food Market. EN’S SERVICES • HISING • SERVING N • CHILDREN’S S • COMMUNITY • E RENOVATION • CONOMIC DRIVER • ERY • HOME HISING • TRENDS • OOD SERVICE • LTH • FITNESS •

COVER STORY

M&M Food Market M&M Food Market is a food retail franchise that has been providing Canadians with frozen food products for 40 years, becoming a mainstay in Canadian communities. What sets the M&M Food Market concept apart is their dedication to helping Canadians put delicious meals on the table by offering customers easy-to-prepare, top-quality foods, and personalized customer service, all within a uniquely convenient shopping environment. M&M Food Market has been focused on innovation since it opened in 1980, and now offers a “Real Food Promise,” reformulating its entire food portfolio of more than 400 products to include absolutely no artificial colours, flavours, or sweeteners. The offering has also adapted to include more gluten-free items, an expanded single serve lineup, and brand-new meal kits. M&M Food Market is providing new and innovative products for Canadians to serve to their family when they don’t have a lot of time to prepare and cook meals from scratch. The M&M Food Market concept takes convenience a step further with its shopping experience. M&M Food Market knows that their customers are looking for quick and easy meal solutions. That’s why they make the shopping experience just as fast. Customers can visit their website and place a Click & Collect order for pickup in store. There are no addi-

tional fees to place a pickup order and M&M Food Market offers a one-hour guarantee. And they’ve taken this one step further. Two thirds of the M&M Food Market stores across the country offer delivery of their food to the doorsteps of Canadians. For those who do shop in store, M&M Food Market ensures that its franchise partners and their teams of meal advisors have the training they need to offer a personalized shopping experience and expert meal planning and preparation advice. This training, which includes an innovative new tool that provides personalized training and timely information to the entire team, is a major draw for M&M Food Market franchise partners. This new platform supports every part of the business by delivering daily relevant product and service knowledge that helps their in-store team offer incredible, best-in-class customer service. This ability to share meaningful product information with customers helps M&M Food Market stand apart in the sector.

Franchise Canada January | February 2020 21

COVER STORY PARENTS LOOKING TO TAKE THEIR CHILDREN’S EDUCATION FURTHER There’s no shortage of classes, programs, and services that parents can turn to for help in fostering growth in their little ones. Within the children’s products & services category, Prenevost says the big demand is for early childhood education (ECE) and daycare, and that this is going to continue going forward. Prenevost also notes a shift toward more supplemental education franchises on the market. “We’re seeing a market shift; where parents used to go to traditional tutoring companies only, now the tutoring companies are competing with the supplemental education programs for parents’ mind share. We’re quite excited about this growth in supplemental education,” says Prenevost. Prenevost also notes a resurgence of interest in young children’s activities, and more opportunities in that category. Andrew Walters, director of international development at Stagecoach Performing Arts, says this is the result of parents wanting to invest in their youngsters. “What we’re seeing more and more is that parents are more than happy to invest their earnings in activities for their children which offer personal development, as well as being fun,” explains Walters. “Parents are looking to invest in their children, looking for outlets where they can get out and play, socialize, and develop important life skills.” For franchisees looking to invest in this category, Prenevost notes the importance of catering to parents. “They have to understand what the time availability is for the parent to bring the child to and from the program. It’s hyper-competitive – it’s competing with all other aspects of the person’s life, and it’s competing with all of the other programs on the marketplace. People need to understand how the franchisor is helping them attract and retain the customer,” he explains. Let’s take a closer look at Stagecoach Performing Arts.

Stagecoach Performing Arts Stagecoach Performing Arts, a U.K.-based franchise system that’s currently rapidly expanding in Canada, teaches children from the ages of 4 to 18 how to sing, dance, and act. Director of international development Andrew Walters says Stagecoach schools provide a thriving, nurturing, and supportive environment for creative learning, which attracts 49,000 children a week to classes around the world. “With over 30 years’ experience in teaching the performing arts, Stagecoach is so much more than teaching our students how to sing, dance or act – it’s about developing a sense of confidence and life skills, like teamwork, perseverance, resilience, and feelings of self worth to support them through whatever paths they choose,” he explains. Stagecoach teaches its young performers through small classes and three-hour sessions that focus equal attention on each of the ‘triple threat’ components – drama, singing, and acting. “We encourage students to take ‘safe risks’ through rehearsals and performance, which brings out a willingness to take on new chal-

22 Canadian Franchise Association

lenges, helping them blossom into well-rounded individuals, ready to embrace life and all its opportunities,” notes Walters. Walters says that opportunities in mainstream education fall below parents’ expectations so more parents are turning to programs like the one offered by Stagecoach. “Children need a safe space to be able to express themselves, to explore their imagination and creativity, while all the time learning and building important life skills to help them succeed in life. At Stagecoach, we believe that the performing arts should be available to all children so they learn, grow, and thrive in a creative environment.” All new Stagecoach Performing Arts franchisees receive ongoing training along with industry-leading support in marketing, customer service, IT, and business development. Walters says their tried-and-tested structure enables franchisees to play to their strengths and provides the best possible environment in which to succeed. “The children’s education and services franchise category is a very rewarding area to work in, with the ability to inspire our next generation, while at the same time having flexible working hours to build a successful and rewarding business, built around family life,” he says.

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY KEEPING UP WITH THE BABY BOOMERS Canada’s population is aging, and the baby boomer generation now makes up more than half of the senior demographic. According to Statistics Canada, on July 1, 2019, there were 6,592,611 Canadians aged 65 and over, with baby boomers making up the majority (51 per cent) of seniors. Maillet notes that this rise in the senior population is leading to an increase in demand for the services that are helping this demographic to “age in place.” “There is a growing need as the baby boomers enter senior years. And it will continue to grow. The senior population is expected to double in the next 25 years. Senior care facilities have not been able to keep up with the demand, resulting in senior in-home care services expanding to fill the gap. Senior in-home care services allow seniors to remain safely and independently within their personal homes, rather than moving into a facility,” explains Maillet. Prenevost notes that the increased demand for senior services has led to significant interest from prospective franchisees. “We get more people asking about senior care than any other category. This is the number one category we get requests for and interest in, because of the sheer strength of the demographic of our aging population in the next 10-plus years.” There are a wide range of franchise opportunities available when it comes to senior services, from transportation services and meal delivery to mobility systems and downsizing services. But the majority of senior services franchises can be found in home care. One such franchise system is Just Like Family, which offers a complete range of home care services.

Just Like Family Just Like Family is a senior home care franchise that offers customized care services to help clients meet the needs of their loved ones. Razvan Isacescu, president of Just Like Family, says they offer so much more than home care. “We are providing a more personalized service. We are trying to find the perfect match between the caregiver and the client, by doing comprehensive free assessments in clients’ homes with the purpose of finding out more about our clients. Not only about their medical needs, but also about their personality, background, likes and dislikes, etc. Just like our name says, our clients and caregivers are treated like a family member, not as a client or employee,” he says. Services provided by Just Like Family include personal care, companionship, home support, overnight care, live-in care, and consistent care updates, all provided by carefully screened caregivers. Isacescu says that the desire from seniors to continue to live in their own homes is what’s driving an increase in senior care services. “Statistics say 93 per cent of seniors would like to stay in their own homes when they get older, and we are helping them to do that, by providing any type of help, from a few hours a day to 24/7, just so they can grow older in

their own homes, instead of having to move to an unfamiliar environment, like a care facility,” he explains. There are many draws for franchisees to the senior care category, and to the Just Like Family concept in particular, notes Isacescu. “We’re a Canadian company, our franchise fee is the lowest in the senior care field, and we’re the only home care company offering free royalties and marketing fees for the first six months of operation. We also provide 24/7 support and professional business coaching, and we are helping our franchise partners grow to the level and at the pace they would like to grow,” he says.

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COVER STORY RENOVATIONS AND IMPROVEMENT A PRIORITY FOR CANADIAN HOMEOWNERS Just take a look at the number of home improvement and renovation TV shows on throughout the course of the day, and it’s no surprise that this is a major area of interest for Canadian consumers. “I think the home improvement market is one of the strongest, most recession-resistant categories in franchising,” says Prenevost. “It’s driven by a few different key factors, and one of those factors is the aging population.” He explains that as children move out when they reach their 20s or 30s, their parents are left with a choice – either downsize and move, or change their space, which is what most people do, as it’s less expensive and more convenient. The aging demographic also means that more houses are being renovated to accommodate mobility issues. He also points to the real estate market as a major factor, as more people are using services to stage their homes, and are also enlisting renovation franchises to help turn their recently-purchased homes into spaces designed to their own taste. Add to that the convenience factor of enlisting handyman services when you’re too busy to carry out your own home improvements, and you have a category that’s finding many ways to capture Canadians’ interest. On the home restoration side, Prenevost refers to disaster recovery as an “actuarial table business.” In other words, there are a certain number of households, and there’s always going to be a certain amount of fire, water, and flooding. Prenevost says that while franchisees do well in the home restoration business, they need to excel at managing projects, and be prepared for the lifestyle that comes with this type of franchise. “It can be an incredibly lucrative business, but people have to understand the lifestyle and the crews that they have to manage.” This is where PuroClean comes in.

PuroClean Gordon Gamble, president of PuroClean, says that when the franchise entered the home restoration market in 2009, the market was already well established. But PuroClean was able to differentiate itself by bringing “fresh blood” to the industry. Gamble says they didn’t draw from the existing industry for franchise owners, but instead sought individuals who had strong, proven leadership skills, and this continues today. “We look for what we call the 3 Cs – people with character, competence, and good chemistry. By chemistry, I mean how are they going to play with the rest of the network, because that’s a big part of how efficiently your network can function nationally,” he explains. Gamble notes that everyone in the industry has branding and equipment, and pricing is pretty standard across the sector, so what sets PuroClean apart from others is the level of service it provides. “When you distill the whole mix, what comes out of it is if you have good leadership, good management skill, and good character, and a well-oiled, fine-tuned organization, you’re going to wind up delivering a higher level of service experience than organizations that have taken a more common approach.”

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Once PuroClean attracts these ideal franchisee candidates, as long as they meet these expectations, they should find success, especially with the stability of the category. “It’s an interesting category because no one ever grows up saying ‘I want to vacuum sewage out of a basement.’ You could categorize it as a niche market, because the business and the industry itself has a level of stability to it,” says Gamble. “People own property and they have to buy insurance and insure that property. If something happens to that property, they have to fix it. The insurance company supplies a fixer, and that’s us. It’s a very simple business model that’s predicated not on price, but on the customer experience that gets delivered.” Gamble notes that while the restoration industry has actually seen more consolidation in recent years, it’s a service that performs at its peak as a franchised business, which allows a system like PuroClean to continue to find success. “I think a franchise-based business model has the ability to extract the maximum amount of passion, talent, skill, and collaborative effectiveness, more than a corporate or any other model in this industry.”

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COVER STORY CANADIANS BECOMING MORE AND MORE HEALTH-CONSCIOUS Consumers are more educated about health and wellness than ever before and are using this knowledge to try to establish and maintain healthier lifestyles. “One of the things that’s driving the health/wellness industry is the significantly higher awareness on the importance of what goes into the body and health maintenance from consumers in general,” notes Prenevost. “They’re becoming more aware and they’re making choices to progressively improve their long-term health – that’s driving the industry massively.” This leads to more interest in all aspects of the category, including wellness, notes Prenevost. “The wellness category is about feeling good about yourself from a physical perspective, and that gets into supplements and massage, and all those different things. That has been a multi-billion-dollar industry for years, so there are lots of franchisees and franchisors trying to maximize that opportunity,” explains Prenevost. Mike Mutsaerts, vice president of franchise development with Massage Addict, says these franchisees and franchisors are drawn to the massage category in particular because it resonates strongly with Canadians. “People understand the importance of living a healthy, active lifestyle and look for alternative health care options like massage therapy to be part of their overall health care regime. Massage therapy is the most common type of therapy Canadians have used over their lifetime, with 44 per cent having tried it.” Keep reading to learn more about Massage Addict and how it’s meeting the needs of health-focused Canadians.

Massage Addict Massage Addict is Canada’s first and largest membershipbased massage therapy provider, with over 95 locations across Canada. It has a proven business model that fulfills a market gap: the need for high-quality, affordable therapeutic treatments. On a monthly basis, at Massage Addict, Registered Massage Therapists, Registered Acupuncturists, and Certified Reflexologists provide more than 65,000 treatments to help clients relieve pain, reduce stress and anxiety, and sometimes just to relax for an hour. Caroline Kolompar, president of Massage Addict, says, “The Massage Addict brand is fuelled by the passion and commitment of the franchise partners, the quality of our therapeutic treatments, and the overall experience a client receives. The combination is the reason why Canadians continue to choose Massage Addict to fulfill their therapeutic needs.” And, franchisees looking to invest in a health care business can expect a number of benefits with Massage Addict, notes Mutsaerts, including a strong business model and a significant training and support system. “Massage Addict offers a low cost of investment, a straightforward business model, and extremely attractive long-term client relationships due to the fact that 75 per cent of revenue is from annual contracts and 80 per

cent of revenue is paid through insurance/employee benefits,” he says. Massage Addict also offers franchisees comprehensive training and support to help maximize clinic sales and profit, including its ‘Playbook for Success,’ which provides everything franchisees need to know about the brand’s operations. Franchisees also receive ongoing support in the form of additional training, regular communication, marketing support, and new products and services to help them meet customer needs. “Besides being the largest and fastest-growing provider of therapeutic services in Canada, Massage Addict is a brand that strategically evolves in the marketplace to ensure continual relevance,” says Mutsaerts.

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Going Green

Three quick service restaurant franchises that are focusing on environmental sustainability BY JORDAN WHITEHOUSE

Environmental sustainability. It’s a big, loaded phrase on the minds of Canadian consumers these days, and restaurants in particular are trying to respond. A recent survey by Restaurants Canada, for instance, reported that eight out of 10 restaurants said environmental sustainability is important to their success. But what does it actually look like to have an eco-friendly operation? Well, we asked three quick service restaurant franchises known for their green practices to tell us. You can read their responses in what follows, but what became clear is that they don’t believe it’s just one or two initiatives that are going to make a difference. To truly reduce their footprint, they say it takes a serious look in the mirror, one that scrutinizes multiple links in their value chains and asks a simple question: what can we do to reduce our impact on the planet?

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www.cfa.ca | www.FranchiseCanada.Online

GOING GREEN KFC Ask Bethany Tillo why sustainability is important to KFC and the brand reputation manager will answer you with a question of her own: “If not us, if not now, then when?” It’s a good question, especially given that KFC now has over 23,000 restaurants in more than 140 countries and territories, including more than 600 in Canada. With that kind of reach, any single move to reduce the company’s carbon footprint has the potential to make a big impact. And move they have. Earlier this year, KFC announced it would use 100 per cent fibre-based packaging from certified or recycled sources by 2020, a goal it has already achieved. The company has also committed to making all consumer-facing plastic-based packaging recoverable and reusable by 2025, as well as removing all plastic straws and bags in all of its restaurants by the time you read this.

The initiative most near and dear to Tillo’s heart, however, is Harvest, a program where all of KFC’s surplus chicken is donated to local charities like food kitchens and food banks. It’s a program that tackles two serious problems in this country – food waste and food

Your Business. Your Community. Your Future.

Find out more at www.theupsstorefranchise.ca

Franchise Canada January | February 2020 27

GOING GREEN insecurity – and when it’s fully up and running, Harvest will likely provide about $3 million worth of chicken, or 200,000 meals, across Canada every year. “Harvest is something that we really believe in and our restaurant teams rally behind and support,” says Tillo. “Over the past couple of years, our franchise partners have been steadily onboarding, and by early 2020, all eligible restaurants in Canada will take part.” That kind of support from franchisees is no happy accident, by the way, and it stems from KFC’s approach of empowering its teams to make positive impacts on their communities and their planet, says Tillo. The company also tries to make living this approach easy for its restaurants – from covering all onboarding costs for Harvest

to partnering with a third-party company, which offers full logistical support of the food donation process so that minimal effort is required for the teams to embrace the program. “We know that the power of every single thing we do together can make a big impact, and we don’t take our actions lightly,” says Tillo. “This is something we have to do.” KFC CANADA STATS Franchise units in Canada: 600+, US: 4,500+, International: 23,000+ Franchise fee: $52.2K USD Investment required: $400K-$1M+ Training: 8 weeks Available territories: All of Canada In business since: 1954 Franchising since: 1955 CFA member since: 2019 To learn more, visit www.LookforaFranchise.ca

SUCCESS SERVED BY THE S L I C E 56+ Years of Experience | 140+ locations in Ontario & growing Recognized by the Canadian Franchise Association for Excellence in Franchising Ongoing Training & Support from our Support Office & Call Centre CALL OUR FRANCHISE DEPARTMENT FOR MORE INFO: • Comprehensive Marketing & Advertising Program MERAJ JAMAL FRANCHISE DEVELOPMENT MANAGER 416-439-0051 x216 meraj@pizzanova.com

• Strategic Partnerships with the Toronto Blue JaysTM , The Rogers Centre, TIFF, CNE & More

TORONTO BLUE JAYS ™ and all related marks and designs and photograph are trademarks and / or copyright of Rogers Blue Jays Baseball Partnership. Used under license.

O R D E R N OW AT

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GOING GREEN McDonald’s Restaurants of Canada Limited In 1967, the first Canadian McDonald’s opened in Richmond, British Columbia, and now there are about 1,400 locations across the country serving about three million people per day. With that type of scale, it means many of the brand’s most iconic items are being consumed daily by Canadians, and as a result, more consideration is being given to packaging and its impact on the environment. McDonald’s Canada is on a journey to make its packaging more sustainable as part of its goal to reduce its environmental footprint and source 100 per cent of guest packaging from renewable and/or recycled materials. Globally, McDonald’s has committed by 2025, 100 per cent of McDonald’s guest packaging will come from renewable, recycled, or certified sources. To help get there in Canada, the company has opened two Green Concept Restaurants in London, Ontario and Vancouver, British Columbia that will test new packaging options and recycling initiatives. Some of the restaurants’ first innovations include a fully re-pulpable cup for cold beverages that uses an aqueous coating acceptable in recycling streams, a recyclable wood-fibre lid that doesn’t require a straw, wooden cutlery, wooden stir sticks, and paper straws. “Our Green Concept Restaurants are an exciting new innovation as part of our ongoing sustainable journey,” said John Betts, president and CEO at McDonald’s Canada, in a press release. “They are an example of how we’re able to use our scale for good and keep raising the bar on what it means to be a responsible company committed to people and the planet.” The innovations coming out of the Green Concept Restaurants are in addition to several other recent packaging changes at McDonald’s, including the introduction of a smaller napkin produced with 100 per cent recycled fibre and the transition from a McWrap® carton to a McWrap wrap. The company has also eliminated foam from its gravy bowls and breakfast platters, as well as removed paper from the outer layer of its small coffee cups. All told, these changes remove more than 1,400 tons of packaging from the McDonald’s Canadian system. As for the future of sustainability efforts at McDonald’s Canada, the journey continues, said John Betts. “We are proud of the progress our Canadian organization is making towards our global packaging sustainability goals – it matters to our guests and we will continue taking our environmental responsibility seriously.” MCDONALD’S RESTAURANTS OF CANADA LIMITED STATS Franchise fee: $45K Investment required: $1M unencumbered funds Training: 1-2 years Available territories: All of Canada In business since: 1967 Franchising since: 1968 CFA member since: 1976 To learn more, visit www.LookforaFranchise.ca

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GOING GREEN

Pita Pit “You can’t go wrong by doing the right thing.” It’s a saying you’ll find written on the walls of some of Pita Pit’s 550-plus locations worldwide. And it’s a saying that gets to the heart of why the pita sandwich franchise takes environmental sustainability so seriously, says Matt Johnston, the company’s director of menu and product experience. “But,” he adds, “a saying like that isn’t just something we put on a wall.” Exhibit A: the thin-barrier eco wrapper the company rolled out a couple of years ago. Fully recyclable and made from 100 per cent renewable materials, it contains no petroleum products, which translates to the removal of about 85 barrels of oil from Pita Pit’s Canadian operations per year. What may be almost as impressive is that because this type of wrapper didn’t exist in North America in 2017, Pita Pit collaborated with its paper partners to test the innovative new product and make the significant adjustments to their equipment needed for its production. “That wasn’t an inexpensive conversion,” says Johnston, “but getting rid of the petroleum out of our packaging is a key for us.” So is animal welfare. Earlier this year, the company switched to using cage-free egg products in all of its Canadian restaurants, and by 2024, it says that all of its chicken producers will meet the animal welfare standards outlined by the Global Animal Partnership. For chickens, those standards include providing more living space, enhanced living environments, and transitioning to breeds that have better welfare outcomes.

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Pita Pit’s straightforward business model also plays a key role in its sustainability efforts, says Johnston. “Sixty per cent of the food we get is fresh vegetables, and that’s coming in on a daily basis, so we don’t have a lot of waste going out the back door, which definitely helps us keep our footprint small.” As for how Pita Pit’s franchisees feel about the company’s environmentally friendly conversions, Johnston says it’s been “very positive.” One of the biggest reasons being that these changes have actually reduced some costs for franchisees. Plus, he adds, Pita Pit has always recruited passionate franchisees who want to do the right thing, too. “They’re smart, they’re super engaged, and there’s even a strong contingent who come up with new ideas for us.” PITA PIT STATS Franchise units in Canada: 228, US: 177, International: 162 Corporate units in Canada: 3, US: 6, International: 10 Franchise fee: $20K Investment required: $291K-$365K Training: Yes Available territories: All of Canada, US, International In business since: 1995 Franchising since: 1997 CFA member since: 2010 To learn more, visit www.LookforaFranchise.ca

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DIGITAL DISRUPTORS Three franchise systems that are bettering their businesses through technology BY ERIN BONNER

Imagine a world where there’s no guessing if your local hair salon will have time for a walk-in. Or, picture a world where you can sell your home without the presence of a real estate agent, or hire a chauffeur service to drive your car, with you managing the process through a mobile app. This seemingly fictitious world is a reality franchises have made possible, with more and more businesses incorporating technology into their model for success. For an in-depth look at how technology is changing the franchising game, here are three franchises that have embraced the changing landscape and have improved their customer experience in the process.

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DIGITAL DISRUPTORS

Driverseat Inc. Sometimes you want a ride somewhere, but you just don’t want to part with your vehicle. Maybe you need your vehicle with you but want to get some work done on the way to the office or want to drive to a social event but need a designated driver to arrive home safely. With this in mind, CEO and co-founder Brian Bazely saw a consumer desire for chauffeur services in the comfort of their own vehicle, and the idea for Driverseat was born. Offering both driving services in the customer’s own vehicle as well as Driverseat vehicles, those looking for a ride have options to choose from. Plus, with mobile app integration, the process is as smooth as possible for franchisees, chauffeurs, and the customer. “Driverseat has invested heavily in technology to make the customer experience outstanding, with little effort by the customer,” explains Bazely. “The Driverseat mobile app is connected to a main dashboard that each franchisee manages, which then electronically connects to each chauffeur’s app. At all times, the three groups are connected so that franchisees have access to every aspect of the business. Customers are able to rate their chauffeurs, pay through the app, and receive real-time updates on the location of their chauffeur.” By offering live updates on where their chauffeur is, customers can rest assured that their vehicle is in good hands and the franchisee can keep an eye on how the service is going.

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“Parents who look to Driverseat to drive their children to school or children who need transportation for their aging parents are confident, as they have access to the chauffeur’s driving habits through our custom Electronic Road Supervision software,” notes Bazely. “We track chauffeurs’ driving habits including turning, braking, acceleration, touching of their phone, and speed. When you have a local franchise owner hire local chauffeurs and then this level of technology is engaged, the customer’s experience is second to none.” Driverseat’s unique service is now in more than 400 communities across the country, with a mobile app and sales portal making it easy for franchisees to run their business smoothly from an iPad. Transportation services are something most people use every day in one way or another, and Driverseat has carved out a place for itself as a disruptor in the industry. DRIVERSEAT STATS Franchise units in Canada: 54, US: 1, International: 1 Corporate units in Canada: 1 Franchise fee: $19K Investment required: $43K-$48K Training: 5 days in-class and 6 weeks online Available territories: All of Canada, International In business since: 2012 Franchising since: 2013 CFA member since: 2013 To learn more, visit www.LookforaFranchise.ca

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DIGITAL DISRUPTORS

Great Clips We’ve all been there. You need a haircut but forgot to make an appointment. You’re looking at the time, thinking, “will I be waiting for hours?” You’re nervous that a change in hair stylist will mean a sub-par haircut. Great Clips has answered the call with tech innovations that make the salon process more streamlined and efficient for both customers and franchisees. “At Great Clips, we’ve revolutionized the salon game with our Online CheckIn, available in our app and on our website. Almost half of Great Clips customers now use Online Check-In – they can see estimated wait times for the closest salons and add their name to the wait list, before they even leave their house,” says Beth Nilssen, director of franchise development for Great Clips, Inc. “This innovative technology makes visiting a Great Clips salon more convenient for customers and makes it easier for franchisees to be successful.” Understanding how technology can benefit its customers, Great Clips also brings tech right into the salon with Clip Notes. Clip Notes allows stylists to enter notes on customer haircuts that

are available to all Great Clips stylists, letting customers get the same haircut every time, in any Great Clips salon. Nilssen knows technology, when done right, adds a level of convenience for customers. But she notes the importance of user-friendliness. “Technology is crucial for the success of businesses today because customers expect convenience in any industry or sector,” notes Nilssen. “If your website or app is difficult to navigate, or you’re not using technology to connect with customers in new ways, you can miss out on growth opportunities.” While many shy away from tech, Great Clips has applied it in an area that isn’t well-known for these advancements. GREAT CLIPS STATS Franchise units in Canada: 155, US: 4300 Franchise fee: $20K (USD) Investment required: Net worth $500K ($1M in select markets) Training: Yes Available territories: BC, MB, ON, SK, US In business since: 1982 Franchising since: 1983 CFA member since: 2006 To learn more, visit www.LookforaFranchise.ca

“This innovative technology makes visiting a Great Clips salon more convenient for customers and makes it easier for franchisees to be successful.” Beth Nilssen, director of franchise development for Great Clips, Inc

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DIGITAL DISRUPTORS

PropertyGuys.com Isn’t it surprising that no matter how much the world grows and evolves, the real estate model has remained unchanged? That’s the thinking behind PropertyGuys. com, Canada’s largest full-service, private sale network that provides an alternative to the traditional real estate experience. Eliminating the need for a listing agent, along with the associated commission fees, PropertyGuys.com saw an

The possibilities are in your hands.

opportunity to optimize the experience for buyers and sellers, allowing them to take control of their real estate transaction at a fraction of the cost. Integrating tech has, first and foremost, allowed PropertyGuys.com to enhance their system for managing franchising requests. “We rely heavily on technology for two main reasons: First, our CRM allows us to properly manage the volume of leads that come in for franchise requests,” explains Ken LeBlanc, president and co-founder of PropertyGuys.com. “Having a solid tech platform enables us to properly identify and categorize our leads into proper buckets in order to ensure the right person from our team is connected with the right lead at the right time.” PropertyGuys.com also knows the value in using tech to communicate with a changing consumer base. “Tech allows us to communicate with our everchanging customer. It At BMO, our national team of franchising finance experts wasn't that long ago that is standing by to help make your future successful. Our in-depth knowledge of the franchise landscape allows us our customer preferred to advise you at every step along your business journey. to communicate by teleTo learn more, visit bmo.com/franchise phone. Today, we offer a wide variety of communiTrademarks of Bank of Montreal cation styles, knowing that ™/®

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www.cfa.ca | www.FranchiseCanada.Online

DIGITAL DISRUPTORS one size doesn't fit all. We communicate in whatever way best serves our customer, which is why we ensure we're up-to-date on the latest technology.” Offering a range of packages catering to a customer’s real estate needs, PropertyGuys.com gives its users a breath of fresh air away from what was previously the only way to do real estate. A team of experts is available seven days a week – including experienced local reps and a national support team – to ensure those looking to buy or sell have everything they need without the hassle. The team at PropertyGuys.com saw an opportunity to use technology to increase efficiency and used it to change the conversation around the real estate game. PROPERTYGUYS.COM STATS Franchise units in Canada: 87, US: 1, International: 1 Franchise fee: $25K-$75K Investment required: $50K-$125K Training: 5 days at PropertyGuys.com University Available territories: All of Canada, US, International In business since: 1998 Franchising since: 2002 CFA member since: 2002 To learn more, visit www.LookforaFranchise.ca

Choosing to wait for the next best thing and ignoring a growing demand for technological advancements in the franchises people encounter every day can hinder a business. Franchises like those outlined here are leading the charge, moving toward a more connected, technological, efficient model for business in the 21st century. But adding in tech isn’t always simple. A recent survey of 200 Canadian business leaders by Wipro Limited, a leading global IT, consulting, and business process services company, found initially businesses will encounter challenges before successfully putting digital transformation efforts into play. That said, their survey also found alignment and communication are key for leaders to be able to leverage new technologies, methods, and processes. Whether a franchise is looking to optimize their customer experience or streamline things on the back end for new franchisees, the bottom line is when technology works, customers can get more control over the services they need, when they need them. But with any change within a business, especially those related to technology, can come an array of challenges. Incorporating tech into a franchise is a smart move, when done right. And the profiled franchises? Well, they’ve done it right.

OPENING SOON dq.ca

Franchising Information:

Tammie Verna (905) 637 4741

tammie.verna@idq.com

Franchise Canada January | February 2020 35

FAMILIES WHO FRANCHISE TOGETHER Four franchise operations that run on family BY JESSICA BURGESS

Franchising is an increasingly appealing model for families who want to operate businesses together. With the extraordinary array of franchise opportunities and the flexibility and independence that franchises provide, it’s no surprise that these four franchising families have found success together.

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www.cfa.ca | www.FranchiseCanada.Online

FAMILIES WHO FRANCHISE TOGETHER

“You already know how to work together and know each other’s strengths and weaknesses, which has helped us work more efficiently.”

3rd Degree Training Holly and Chris Isnor, a husband-and-wife team, operate their interval-style fitness and training centre, 3rd Degree Training, in Montague, Prince Edward Island. One of the franchising mottos of 3rd Degree Training is “Be in business for yourself, but never by yourself,” so it’s no surprise that one of the things that drew the Isnors to the franchise was the value they placed on trust. “Chris and I believed strongly that you have to trust the person you are going into business with and make sure your business goals align,” shares Holly. The couple’s ideals also aligned with 3rd Degree Training’s model, based on the belief that fitness is for everyone. They offer group training from beginner to advanced, motivating clients through developing health and wellness goals. “You are a part of a fitness family at 3rd Degree Training,” Holly says. While Holly has a background as a paramedic, she was a client at 3rd Degree Training for six years, loving the program first from the client side. “I’ve always had a passion for fitness and felt very strongly about the importance of exercise, physically and mentally,” she shares.

While Chris is a Red Seal electrician by trade, he certainly has the entrepreneurial spirit critical to franchising. “We are partners in everything in life, and I knew Chris would be just as invested in a company as I was and that it would help our business,” says Holly. “We also liked the idea of already having a system in place,” Holly says of the franchise model. On top of that, having the support of each other has benefitted the couple as they’ve grown their business. “You already know how to work together and know each other’s strengths and weaknesses, which has helped us work more efficiently.” Of course, there are always challenges in any business undertaking. “Sometimes you’ll have different points of view, but when you take out personal opinions and look at it from a business point of view, you see what is best for the business,” she advises. Finally, ensuring they have enough quality personal family time together is key. “Most days we divide and conquer so we can have that family time,” says Holly. “I think one of the most important things is to make time for family and yourself.”

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FAMILIES WHO FRANCHISE TOGETHER

“We are not allowed to talk about business at the dinner table. For us to manage a healthy family life outside of work, it also requires a ton of support from our spouses to handle our heavy workloads.”

The Fulton sisters (Carly, Katelyn, Paige) operate their Century 21 franchise with their dad, Clare.

Century 21 The Fulton family – dad Clare and daughters Katelyn, Carly, and Paige – are part of a third-generation family brokerage with Century 21, with their franchise being fully family-run for the past 40 years. This was one of the first Century 21 franchises in Canada, founded by Percy Fulton in 1977. The four came from a variety of different backgrounds: Clare was in sales for an engineering manufacturing company, Katelyn was a pediatric cardiac sonographer, Carly was in human resources at a luxury cosmetics company, and Paige was in human resources at an insurance company. While these four careers might not seem like they have a lot in common, the four individuals were linked together through family and the passion for running a successful business. “Although we are all different on many levels, we all have the same work ethic, vision, and goals for the future of the brokerage,” says Katelyn. This unified front makes it easy for them to use their individual expertise and diverse

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skill sets to continue their family’s successful business. The three sisters have a wealth of advice for anyone looking to get into a family franchise or start a family franchise. First, they note, you should talk about your goals and what you want from the business. Starting on the same page makes a tremendous impact. “Figure out your different personality types,” Katelyn suggests, “and look at how you handle conflict, how you like to work, what motivates you, and so on, so you can understand each other better.” The sisters even took indepth personality tests so that they could better appreciate where the other was coming from and could work more successfully together. Another big piece of sisterly franchising advice? “We have a rule,” Katelyn shares. “We are not allowed to talk about business at the dinner table. For us to manage a healthy family life outside of work, it also requires a ton of support from our spouses to handle our heavy workloads. We all work hard and will continue to work hard to keep our family legacy strong.”

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FAMILIES WHO FRANCHISE TOGETHER Fibrenew For husband-and-wife team Al and Isabelle Crnjac, their franchise story is an intergenerational one. Al started working with Fibrenew in 1992 as a technician, and they purchased their first franchise in 1993 in the national capital region (Gatineau). They now own three Fibrenew franchises – Eastern Ontario, Ottawa Valley, and Ottawa. Fibrenew, which specializes in repairing leather, plastic, and vinyl, from couches to medical examination tables to boats, is a unique business catering to numerous markets, including the automotive, marine, aviation, hospitality, and residential markets. “We wanted to be part of a franchise system that offered the best products in the industry without the struggles that often come along with a standalone company. We wanted to be part of a family,” Al shares, adding, “Fibrenew’s support system and head office are truly second to none.” Another appeal of the franchise model was the flexibility it offered. “We were looking for a business that would allow us to manage our time with our kids and our personal lives,” Al shares. Furthermore, the couple

knew that if their children wanted to join the family business, there would be room for them there. “As teenagers during summer breaks, all three boys work in helping us grow the business,” says Al. “Two of them are now part of the team and are really good at it.” The couple loves having their children in the business with them, adding that the children are proud to be part of a company that is environmentally responsible. “Fibrenew plays a great role in preserving the environment by providing longevity to things that would otherwise end up in landfills. It’s quite rewarding to know that what we do is actually making a difference to the planet in some little way.” It’s clear that the Crnjacs love what they do and couldn’t imagine wanting to do anything else now. Al offers sage advice for those thinking about getting into the franchise game with a spouse or family member: “A partnership is not always easy, but like any marriage, if you work hard at it, you will reap the rewards. The roles within the partnership must be identified and respected. We treat each other with respect as a family, and this is carried over to the business.”

“A partnership is not always easy, but like any marriage, if you work hard at it, you will reap the rewards. The roles within the partnership must be identified and respected. We treat each other with respect as a family, and this is carried over to the business.”

Franchise Canada January | February 2020 39

FAMILIES WHO FRANCHISE TOGETHER

“We, as a family – parents, a daughter, and a son – working together as one unit, know and respect each other. We can depend on each other and help each other.”

Good Earth Coffeehouse For Zakaria Hamed, opening his family’s Good Earth Coffeehouse location in Calgary was a life-changing decision. Zakaria had been a surgeon, working in the medical field for 35 years. “Is it possible to take off the surgeon’s cap and run a business? In my late 50s?” he says he asked himself. The answer was a resounding and successful yes. “Franchising was the answer to a dilemma,” he says. “It was better to start with the guide and support of others’ experience, with a franchisor providing the system to help us find our way to success.” Calgary’s East Village, an up-and-coming trendy neighbourhood in the Alberta city, was the perfect home for Zakaria and his family’s new endeavour. Each Good Earth Coffeehouse location is a warm, inviting place, something that seems perfectly suited to a family-run dynamic. “The clients are very friendly and lovely. That makes the coffeehouse our new community,” Zakaria shares, noting that the franchisor has also welcomed him and his family with open arms. “I’m happy to

40 Canadian Franchise Association

be working in my new community, and we hope to have a bright future here.” Viewing their business as a family-based project has served Zakaria well. “We, as a family – parents, a daughter, and a son – working together as one unit, know and respect each other. We can depend on each other and help each other.” Zakaria notes that it’s also important to make sure you have healthy boundaries that let you make the most of your business life and your personal time. “We can determine the borders between social and business life,” he says of franchising’s flexible model, “and working as a family makes all of our family members stronger.” Zakaria’s advice for people looking to get into franchising, whether with family members or not, is to choose an established brand that has a good reputation. The Good Earth Coffeehouse brand fit that bill, having been established in Calgary in 1991. There are over 50 locations to date, and their reputation as a successful Canadian-grown company is only getting stronger.

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CATERING TO KIDS

Children’s products & services franchises from coast to coast Children participate in a variety of different activities to help in their development, from tutoring to sports and arts-based programs and everything in between, and Canadian franchises are stepping up to fill this need for families across the country. There are also franchises from British Columbia to Newfoundland & Labrador that are providing services, including haircuts, lice removal, second-hand clothing, and more, to help parents navigate the child-rearing journey. Here, Franchise Canada highlights franchises in the children’s products & services category that are helping to simplify the lives of Canadian parents from one side of the country to the other by providing the products and services Canadian kids need to thrive.

Franchise Canada January | February 2020 41

CATERING TO KIDS

ABOVE GRADE LEVEL Above Grade Level provides in-home, 1-on-1, world-class tutoring in math, English, and more. Its expertly developed, customized, proven curriculum is so effective that it 'guarantees' its students will improve by at least one grade level or 10 per cent. With over $1 million invested in its teaching material and tens of thousands of student success stories over 30 years, new franchisees can have confidence in their future success. In two weeks, franchisees will learn how to run a thriving tutoring business of their very own. Franchise units in Canada: 8 Franchise fee: $19,990 Training: Online training: 2 weeks Available territories: AB, BC, MB, NB, NS, NT, ON, SK, YT In business since: 2013 Franchising since: 2013 CFA member since: 2013

ACADEMY FOR MATHEMATICS & ENGLISH The Academy for Mathematics & English is widely recognized as “The Math Tutoring Specialist” in Canada, with 29 locations in the Greater Toronto Area alone, and 40 across the country. Using its proven and unique teaching systems, franchisees will be able to quickly and dramatically improve students’ grades in Math, English, Reading, Physics, and Chemistry. The comprehensive training program and ongoing operational support will equip franchisees with the skills and confidence to run a thriving tutoring business of their own. Franchise units in Canada: 40 Franchise fee: $35K Investment required: $120K-$150K Training: 3 weeks training & 1 week on-site support Available territories: AB, BC, MB, NB, NS, NT, NU, ON, SK, YT, International In business since: 1993 Franchising since: 1993 CFA member since: 1999

ADVENTURE FACILITY FRANCHISING

ALOHA MIND MATH

Funtopia is an active family entertainment facility concept for indoor sports activities for kids aged four to 94. Funtopia consists of various sporty challenges such as climbing, ropes courses, sliding, jumping, and many, many more. With a fastgrowing network of venues, Funtopia has become a hot spot for adventurers around the world.

ALOHA MIND MATH is a Complete Brain Development program created in Malaysia in 1993 for children aged five to 13. ALOHA promotes clear thinking, improved memory, and focused listening – all through the use of fun brain exercising activities and games.

Franchisees love the brand, culture, and business format, but the main reason franchisees love Funtopia is the resources and support they receive from corporate headquarters. The Funtopia team is comprised of development, operations, and marketing professionals focused on individual franchisee success. Franchise units in US: 1, International: 8 Training: Provided Available territories: All of Canada, US In business since: 2014 Franchising since: 2015 CFA member since: 2015

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ALOHA is currently offered in over 4,400 centres in 33 countries and is expanding its operations in Canada. An ALOHA franchise offer franchisees a business opportunity with a low cost investment, while working with children brings its own rewards. Franchise units in Canada: 9, US: 157, International: 4400 Corporate units in Canada: 3, US: 1, International: 4400 Franchise fee: $15K Investment required: $30K-$40K Training: Abacus Training Methodology Provided Available territories: All of Canada In business since: 2011 Franchising since: 2013 CFA member since: 2014

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CATERING TO KIDS

ANGUS VALLEY MONTESSORI SCHOOLS

BEANERS FUN CUTS FOR KIDS

Angus Valley Montessori Schools Inc. (AVMS) offers a superior childcare and Montessori preschool learning experience for children aged six months to six years. It emphasizes stimulating learning opportunities, custom-designed professional building environments, qualified teaching staff, and nutritional meals based on AVMS’ proprietary menus, all of which appeal to today’s discerning parents.

Beaners is a proud Canadian-based chain of children's hair salons. Its slick and fun atmosphere appeals to children of all ages. Beaners offers a wide range of services and a full line of private label professional hair care products specially formulated for children, as well as the rest of the family. Beaners loves kids and it shows!

To ensure the future success of each franchise, AVMS secures prime locations and provides access to a support team with extensive business and operational expertise.

Franchisees receive two weeks of training in Calgary, Alberta, including four days of one-on-one training at Head Office and the remaining time spent with hands-on learning at the training location.

Franchise units in Canada: 2 Franchise fee: $65K Investment required: Minimum $650K Training: Provided Available territories: ON, US In business since: 2018 Franchising since: 2019 CFA member since: 2019

Franchise units in Canada: 11 Franchise fee: $25K Investment required: $120K-$170K Training: Extensive training and ongoing support Available territories: All of Canada, US In business since: 1996 Franchising since: 1997 CFA member since: 2008

BEYOND THE CLASSROOM

CEFA EARLY LEARNING SCHOOLS

Beyond the Classroom is a tutoring organization focused on boosting confidence in the children it tutors. Highly trained tutors work with families to customize the tutoring sessions, providing exactly what the student needs. Beyond the Classroom has three core values: 1. It’s childcentred, which means meeting students where they are and cultivating a strong relationship 2. It respects family life with flexible scheduling and payment options and 3. It knows connection is crucial between the tutor and student. Franchise units in Canada: 6 Corporate units in Canada: 3 Franchise fee: $24K Investment required: $49K Training: In person and virtual Available territories: ON In business since: 1998 CFA member since: 2017

CEFA Early Learning is a leader in private schooling for children ages one to five and is looking for franchise partners to open facilities across Canada. Those who love being around children and families, have high standards, and believe in the value of education could own a CEFA School that uses the CEFA Enriched Curriculum and CEFA Certified Teachers. CEFA Early Learning Schools has over 20 years of experience to help franchisees get started today. Franchise units in Canada: 21 Franchise fee: $70K Investment required: $650K-$2M Training: Provided Available territories: All of Canada In business since: 1998 Franchising since: 2003 CFA member since: 2011

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CATERING TO KIDS

CHIQUICUTS KIDS HAIR SALON

CTRL V

Chiquicuts Kids Hair Salon is a unique salon that focuses on servicing the youth hairstyling industry. Its market is composed of children whose age ranges from six months to pre-teens. Chiquicuts offers two fabulous salon options: Chiquicuts Salon Express (investment ranges from $95K-$120K) and Chiquicuts Salon and Party venue (investment ranges from $160K-$210K).

Ctrl V is the world's fastest growing and largest virtual reality arcade. Visitors book their virtual reality session online, make their payment, and show up at their location of choice to start gaming. With a large and growing game selection, visitors can have full control over their experience and are assisted by professional and knowledgeable staff using top of the line hardware in a welcoming and entertaining atmosphere.

Chiquicuts has created a simple, ready-to-use business model as well as an operation manual that will equip franchisees with all the vital information they need to carry out the day-to-day operations and the support needed to replicate the franchise model.

Ctrl V has developed one of the most refined and sophisticated franchise infrastructures in the VR industry and is looking for driven and motivated entrepreneurs to join its team.

Franchise units in Canada: 1 Franchise fee: $25K Investment required: $95K-$210K Training: Extensive training and ongoing support Available territories: All of Canada In business since: 2009 CFA member since: 2015

Franchise units in Canada: 15, US: 3, International: 1 Corporate units in Canada: 1 Franchise fee: $30K Investment required: $250K-$300K Training: 5 Days Available territories: All of Canada, US, International In business since: 2016 Franchising since: 2016 CFA member since: 2017

ENCHANTED CASTLE INC.

EYE LEVEL LEARNING CENTRES

Enchanted Castle Inc. initially began as an indoor private playground facility, but they soon discovered that their customers wanted more, so they started to think about how they could transform private parties into exciting adventures. This journey led them down a path of cakes, candy, mascots, home/corporate parties, party supplies, amazing kids’ products, product development, and new store concepts that showcase everything in a fun and magical way. Enchanted Castle Inc. is currently expanding throughout Ontario with hopes of one day expanding across Canada and internationally.

Eye Level is the key to self-directed learning. Eye Level nurtures problem solvers, critical thinkers, and lifelong learners. A premier supplemental education and enrichment program, Eye Level offers an innovative and effective teaching method in a fun and exciting learning environment, where self-directed learning, individualized academic coaching, and critical thinking are at the core of helping children improve and excel in their academic pursuits.

Franchise units in Canada: 2 Corporate units in Canada: 5 Franchise fee: $27.5K Investment required: $90K-$160K Training: Yes Available territories: ON In business since: 2009 Franchising since: 2017 CFA member since: 2017

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Eye Level offers a competitive franchise opportunity for its partners with its effective program, backed up by the headquarters’ strong business-related support. Franchise units in Canada: 13, US: 193, International: 397 Franchise fee: $5K Investment required: $100K Training: 5 days of training at our centralized training facility in New Jersey, US Available territories: AB, BC, ON Franchising since: 1991 CFA member since: 2015

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CATERING TO KIDS

GOLDFISH SWIM SCHOOL

INSPIRATION LEARNING CENTER

Goldfish Swim School is the premier learn-to-swim facility dedicated entirely to infants and children, ages four months to 12 years. The Goldfish Swim School franchise offers a cuttingedge swim school model positioned as the leader in the thriving and profitable children's education and enrichment market, and is consistently recognized as one of the fastest-growing companies in franchising.

Inspiration Learning Center is invested in successful and dynamic learning featuring tutoring and private schools. It serves students of all ages with on-site private and group tutoring for all subjects.

Goldfish Swim School franchisees attend the comprehensive four-week Goldfish University training program, which includes classroom and on-the-job experience, and receive pre-opening support and training at their franchise location.

Founded in 2003 in the Greater Toronto Area, the company is rapidly expanding on the strength of its unique combination of Eastern and Western teaching methods. With competitive startup fees, franchisees get in on the ground floor of an exciting educational business opportunity. Franchisees also receive three weeks of initial training and ongoing training and support.

Franchise units in Canada: 1, US: 92 Franchise fee: $50K (USD) Investment required: 1,706,200-2,823,400 Training: 4 weeks at franchise office Available territories: BC, ON, US In business since: 2006 Franchising since: 2009 CFA member since: 2017

Franchise units in Canada: 10 Corporate units in Canada: 4 Franchise fee: $48K Investment required: $100K-$200K Training: 3 weeks Available territories: All of Canada, US, International In business since: 2003 Franchising since: 2008 CFA member since: 2015

KUMON MATH AND READING CENTRES

LEVEL UP LEARNING CENTER

Kumon Math and Reading Centres is one of the largest and most established franchisors in the supplemental education industry. Kumon offers individualized, self-paced learning programs that have proven highly effective in helping children meet and exceed their grade level, regardless of age or ability. In the last 60 years, the Kumon method of learning has helped over 16 million students in over 50 countries achieve remarkable results by improving their subject proficiency and overall study.

The Level Up team is passionate about improving the lives of students and parents in communities across the country. As campus owners, franchisees will make a significant and positive impact on the families and schools in their community by raising the bar on STEM education. Bringing Level Up to their community creates real, long-lasting improvements in the outlook, confidence, and academic success of students and instructors alike.

Kumon provides low start-up costs, business incentives, and ongoing training and support for franchisees. Franchise units in Canada: 357, US: 1502, International: 24352 Corporate units in Canada: 1, US: 27 Franchise fee: $1K Investment required: $64K-$160K Training: Yes Available territories: AB, BC, MB, NB, NL, NS, ON, QC, SK, YT In business since: 1958 Franchising since: 1958 CFA member since: 1998

Level Up franchisees receive access to in-demand programming, comprehensive curriculum, great-looking facilities, ongoing training and support, and multiple revenue streams. Franchise units in Canada: 6 Franchise fee: $40K Investment required: $100K Training: One week Available territories: Canada, US, International In business since: 2015 Franchising since: 2018 CFA member since: 2018

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CATERING TO KIDS

LICE SQUAD.COM Lice Squad.com offers a unique business opportunity with unlimited potential. Lice Squad.com's express and full service franchise business models, eco-friendly private label products, and The Mucci Method signature lice removal system are all designed for success. This concept offers affordable start-up costs and flexible business options, and franchisees are supported through tried, tested, and true systems that really work. With comprehensive training and award-winning support, the Lice Squad.com team is with franchisees every step of the way on their journey to success. Lice Squad.com currently has 23 franchise locations, with exceptional opportunities available in many markets. Franchise units in Canada: 23 Corporate units in Canada: 13 Franchise fee: $17.5K-$30K Investment required: $8.5K-$60.5K Training: Provided (excluding travel/hotel costs) Available territories: AB, BC, MB, NB, NL, ON, SK In business since: 2001 Franchising since: 2002 CFA member since: 2006

LITTLE KICKERS CANADA FRANCHISING LIMITED Little Kickers’ weekly soccer classes for 18 months to seven years are jam-packed with fun and provide children with a positive introduction to sport and the foundation to lead a healthy and active life. Little Kickers has a proven track record of success both in the UK and internationally due to the quality of people it selects as franchisees, as well as the extensive training it provides. Franchisees who join the international team can enjoy a work-life balance they dream of while running their own profitable business. Franchise units in Canada: 44, International: 290 Corporate units in Canada: 2 Franchise fee: $16K Training: Initial and ongoing training provided Available territories: All of Canada In business since: 2002 Franchising since: 2003 CFA member since: 2009

MATHNASIUM

MEGAMIND ABACUS ACADEMY

The Mathnasium Learning Centre franchise presents a unique opportunity for franchisees to own and operate their own business while enriching the lives of children by helping them learn math in a way that makes sense to them. With an evergrowing demand of quality math instruction, the supplemental education industry is continually growing, making this opportunity one that shouldn’t be passed up.

Megamind Abacus Academy is a two-in-one after-school supplementary education franchise. It offers the Abacus Mental Math Program, as well as individualized tutoring programs for students in all grades for all subjects under one roof.

Franchisees become part of the solution while fulfilling their own career aspirations by investing in themselves. They also receive initial training, ongoing training and support, and access to regional training and annual conventions.

Megamind Abacus Academy is a 100 per cent Canadianbased company and the curriculum is designed to match the provincial requirements. The franchise is expanding its operations in Canada and is looking for passionate individuals to join the team. It offers limited direct competition, a great market opportunity with huge demand, and low operating expenses.

Franchise units in Canada: 62, US: 900, International: 50 Franchise fee: $35K USD Investment required: $130,755-201,620 CAD Training: 2-3 weeks Available territories: AB, BC, MB, NB, NS, NT, NU, ON, SK, YT, US In business since: 2002 Franchising since: 2003 CFA member since: 2010

Franchise units in Canada: 7 Corporate units in Canada: 1 Franchise fee: $25K (plus applicable taxes) Investment required: $60K-$125K (plus applicable taxes) Training: Provided by Head Office at a fee Available territories: All of Canada In business since: 2012 Franchising since: 2015 CFA member since: 2015

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CATERING TO KIDS

ONCE UPON A CHILD

OUTGROW OUTPLAY

It's no secret – kids grow and keeping up with their changing sizes and styles can be expensive. Once Upon A Child fills this need and is the solution for parents looking for high-quality gently used children's apparel, toys, shoes, and equipment at affordable, family-friendly prices. It’s the largest national chain that specializes in reselling clothing and other items for children from infants through tweens.

OutGROW OutPLAY is a one-of-a-kind seasonal pop-up baby and kids consignment resale event. It coordinates exciting three-day events twice a year that help families make and save money. They are Parent-Preneurs who are passionate about helping Canadian families quickly recycle and resell all the gently-used children’s items their kids OutGROW and OutPLAY. Parents earn 65-80 per cent selling their like-new items with OGOP and they also save up to 90 per cent off retail when buying seasonal items their children need.

This is the opportunity for franchisees to change their lives and make a difference in their communities while also joining up with the leader in the resale industry. Franchise units in Canada: 39, US: 321 Franchise fee: $31.5K Investment required: $311.8K-$439.2K Training: 2 weeks with 75 hours classroom and in-store training Available territories: AB, BC, MB, NB, NS, ON, SK, US In business since: 1985 CFA member since: 2007

OXFORD LEARNING CENTRES, INC. Oxford Learning, the Canadian Franchise Association’s (CFA) Bronze Award recipient (systems with 100+ locations), is looking for franchisees who want to begin making a living that makes a difference. Help students worldwide from preschool to university improve their academic skills while developing higher levels of cognition and self-esteem. Proudly Canadian with over 35 years as a proven franchise system, Oxford Learning’s unique cognitive learning program, proprietary curriculum, and comprehensive training are proven tools of success. Discover the rewards of helping children in school and in life. Franchise units in Canada: 121, US: 27, International: 4 Corporate units in Canada: 2, US: 1 Franchise fee: $40K + Applicable Taxes Investment required: $103K-$267K + Applicable Taxes Training: 1 week at Head Office, with additional online training materials, webinars, manuals, and on-site training. Additional Training: Regional workshops, all franchise meeting/convention Available territories: All of Canada, US, International In business since: 1984 Franchising since: 1991 CFA member since: 1993

Franchise units in Canada: 10 Franchise fee: $9,799 Investment required: $10K-$20K depending on territory size Training: Ongoing Franchising since: 2011 CFA member since: 2016

PAR-T-PERFECT PARTY PLANNERS INC. Par-T-Perfect is heading into its 30th year as Canada's premier children's event planners. It covers all aspects of event planning from backyard birthdays to corporate Christmas parties and outdoor festivals. In 2016, Par-T-Perfect launched its own line of party supplies with the introduction of Par-T-Pets, and has since launched many new products and services. Par-T-Perfect provides a home-based, proven business model that allows for a more balanced life; full training and ongoing support that includes marketing and lead generation; and access to a large customer base. Franchise units in Canada: 20, US: 1 Corporate units in Canada: 1 Franchise fee: $4K-$15K Investment required: $5K-$20K in addition to franchise fee Training: 2-4 weeks Available territories: All of Canada, US, International In business since: 1988 Franchising since: 2001 CFA member since: 2003

Franchise Canada January | February 2020 47

CATERING TO KIDS

SCHOLARS EDUCATION CENTRE

SPORTBALL SYSTEMS INC.

Scholars Education Centre is a tutoring and supplemental education company that helps students by developing individualized tutoring programs to maximize their academic success and build their confidence. It provides tutoring and mentoring for students of all ages, in all grades, and in all subjects, and has proven results for its students, families, and franchisees.

Whether franchisees are interested in the larger urban market franchise opportunity or in the smaller market franchise model, both provide an attractive and rewarding business opportunity for those who love working with children and who recognize the benefit of sports and activity-based programming. As leaders in the field of children's health and physical literacy, Sportball offers high-energy, fun skills-based classes, camps, and clinics for kids aged 16 months to 12 years.

Scholars is a family owned and operated system that depends on the success of every franchisee, and delivers industryleading training and support for its franchisees. The ideal Scholars franchisee is passionate about education, continuous learning, and working with kids. Franchise units in Canada: 30 Franchise fee: $30K (plus applicable taxes) Investment required: $75K-$150K (plus applicable taxes) Training: 2 weeks Available territories: AB, BC, MB, ON, SK In business since: 1999 Franchising since: 2001 CFA member since: 2011

Franchisees can count on Sportball to provide regular training and support in the development of Sportball programs. Franchise units in Canada: 19, US: 7, International: 1 Corporate units in Canada: 4 Franchise fee: $38K Investment required: $60K-$80K Training: Yes Available territories: All of Canada, US, International In business since: 1995 Franchising since: 2005 CFA member since: 2006

STAGECOACH PERFORMING ARTS

THE LUNCH LADY GROUP

Stagecoach Performing Arts was founded in 1988 and continues to grow as the U.K.’s largest network of extracurricular performing arts schools for children, with over 48,000 students enrolled in its weekly classes worldwide.

The Lunch Lady is a proud Canadian company with nearly 25 years experience providing hot, healthy lunches to schools. It has now extended its lunch service to daycares, summer camps, workplaces, and senior centres. The unique franchise model offers a meaningful and fun career, community involvement, personal and financial achievement, and a flexible work schedule. Lunch Lady gives franchisees the unique opportunity to be their own boss and make a difference in their community, and offers support and tools along the way to ensure success.

One of the first extracurricular children’s performing arts schools in the country, Stagecoach aims to inspire its students, making a difference in their lives by teaching Creative Courage For Life®. With 350 franchises and 3,000 teachers worldwide, Stagecoach operates over 2,000 schools and classes and has a presence in eight countries including Canada, Germany, Malta, Spain, Gibraltar, Australia, and South Africa. Franchise units in Canada: 13, International: 700 Franchise fee: $20K Investment required: $40K Training: $4K CDN (travel) Available territories: All of Canada, US, International In business since: 1988 CFA member since: 2017

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Franchise units in Canada: 35 Franchise fee: $25K Investment required: $80K-$125K Training: 3 weeks Available territories: AB, BC, NB, NT, NU, ON, QC, SK In business since: 1993 Franchising since: 2001 CFA member since: 2003

www.cfa.ca | www.FranchiseCanada.Online

CATERING TO KIDS

TUTOR DOCTOR

UCMAS MENTAL MATH

Tutor Doctor franchise owners can make a great income while making a difference. Tutor Doctor franchise owners operate this white-collar, home-based business by managing a network of tutors. Franchisees benefit from a successful one-to-one tutoring model that eliminates the need for high overhead costs associated with a traditional bricks and mortar business.

UCMAS Mental Math is a globally recognized and scientifically proven child development program based on Mental Math and Abacus for children aged four to 13 years. UCMAS applies innovative pedagogical techniques developed by specialists that include child development experts and child psychologists to leverage educational trends and to maintain a world-class quality Abacus Math program. UCMAS has helped develop brain capabilities of students across Canada and is considered as one of the best after school programs.

Tutor Doctor franchisees can succeed with low overhead and high earning potential, can work from home to fit with their lifestyle, and will receive extensive training and support. Prime protected territories are still available in most areas. Franchise units in Canada: 119, US: 364, International: 191 Franchise fee: $49.7K Investment required: $68K Training: Pre and in-house training Available territories: All of Canada, US, International In business since: 2000 Franchising since: 2008 CFA member since: 2008

The UCMAS franchise support network helps franchisees reach their personal and business goals with a completely organized system. Franchise units in Canada: 94, US: 6, International: 6000 Corporate units in Canada: 1, US: 2 Franchise fee: $30K Investment required: $60K-$99K Training: Provided by Head Office Available territories: All of Canada, US In business since: 2004 (Canada) Franchising since: 2004 (Canada) CFA member since: 2009

UNDER THE GUI ACADEMY INC.

WATER BABIES

Under the GUI Academy is a Canadian private educational group with a focus on STEM for Grades 1-12. The UTG curriculum adheres to the STEM philosophy with its integration of the core STEM subjects through app development, technology, digital media, and real-life applicable skills. It aspires to inspire its students to think critically and innovate with technologies on the fringe of our high-tech culture. Its teachers encourage students to expand their creativity through the creation of video games and apps. “GUI” stands for “Graphical User Interface,” or the Graphics.

Water Babies teaches world-class, progressive, and fun swimming lessons to more than 51,000 babies and toddlers in over 640 pools around the world every week. Water Babies has been featured in the media and won lots of awards over the last few years, both from families and franchise associations (2016 British Franchisor of the Year). Its proprietary program and system set it apart, but its real strength comes from people with passion. Water Babies is looking for franchisees to help them teach all the world’s children to swim.

Franchise units in Canada: 13 Corporate units in Canada: 3 Franchise fee: $41.5K In business since: 2015 Franchising since: 2017 CFA member since: 2019

Franchise units in Canada: 2, International: 67 Corporate units in Canada: 1 Franchise fee: $55K Investment required: $90K-$110K Training: 8-12 weeks Available territories: AB, BC, MB, NB, NL, NS, ON, QC, SK In business since: 2003 Franchising since: 2004 CFA member since: 2018

Franchise Canada January | February 2020 49

CATERING TO KIDS

WILLOWBRAE CHILDCARE ACADEMY

WP CREATIONS

Willowbrae Childcare Academy is a leading educational franchise that delivers a superior experience for parents, childcare professionals, and of course, children. Willowbrae Childcare Academy wants to share its success and know-how with interested entrepreneurs. The franchise focuses on owner, non-operator, and requires no industry experience. Offering prime franchise locations in Canada and the U.S., Willowbrae Childcare Academy has the experience and knowledge to guide franchisees from start-up to operations. Support services include real estate design and site development, advertising and marketing, quality assurance, revenue and CEO reporting, training and coaching, and technical support.

WP Creations (formerly Wee Piggies & Paws) started in 2001 and became an award-winning work-at-home franchise concept now with almost 40 Canadian locations. Business owners receive training, coaching, access to private support groups, and access to an online WP Creations University program. The sense of pride in owning their own business, while at the same time, flexibility to work around their family's schedule, enables women to achieve the work-life balance they desire.

Franchise units in Canada: 23 Corporate units in Canada: 1 Franchise fee: $60K Investment required: $700K-$950K Training: 1 week Available territories: AB, BC, ON, SK, US In business since: 2010 Franchising since: 2011 CFA member since: 2012

Along with a sincere love of children, the most successful WP Creations business owners are highly motivated, organized moms with a strong desire to succeed. Franchise units in Canada: 34 Franchise fee: $50-$125/month Available territories: All of Canada In business since: 2001 CFA member since: 2018

FRANCHISE CANADA Looking for a franchise? Discover the best franchise business opportunities available now

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

• Narrow your search • Contact franchisors directly • Get the info you need

LookForAFranchise.ca 50 Canadian Franchise Association

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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:

Allô ! Mon Coco �� 52

Madisons Restaurant �� 52

Bâton Rouge �� 52

Pizza Delight �� 52

BDO �� 58 & 59

Ricky’s All Day Grill ��61

Ben & Florentine �� 52

Scores Rotisserie �� 52

Browns Socialhouse ��64

Steak Frites St-Paul �� 53

Casa Grecque �� 53

TacoTime �� 63

Coop Wicked Chicken �� 54 & 55

Toujours Mikes �� 53

Famoso Italian Pizzeria + Bar ��61

Turtle Jack’s Muskoka Grill �� 54 & 55

Giorgio �� 53

Tutti Frutti Breakfast & Lunch �� 53

Industria Pizzeria + Bar �� 53

Wild Wing ��56 & 57

www.allomoncoco.com/amc/

www.batonrouge.ca

insights.bdo.ca/restaurants

www.benandflorentine.com

www.brownsrestaurantgroup.com

www.casagrecque.ca

www.thecoop.ca

www.famoso.ca

www.giorgio.ca

www.industriapizzeria.com

www.madisonsresto.com

www.pizzadelight.ca

www.rickysfranchise.com

www.scores.ca

www.steakfrites.ca.

www.tacotimecanada.com

www.mikes.ca

www.turtlejacks.com

www.tuttifruttidejeuners.com

www.wildwingrestaurants.com

SPECIAL FOCUS

FREQUENT DINERS 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 22 million restaurant visits made every day across the country. Many of these outings are made to a full service restaurant or dining room. 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 Statistics Canada. Food services and drinking places sales are on the rise, with sales in the food services and drinking places over the month of August increasing by 0.3 per cent to $6.2 billion. Unadjusted year-over-year sales in food services and drinking places were also up 3.0 per cent in August 2019 as compared to August 2018, and sales in the full service restaurants category increased by 3.5 per cent in this time frame. 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 2020 51

Allô ! Mon Coco has revolutionized the breakfast, brunch and lunch scene with their generous portions, famous (and delicious!) potatoes and unique sweet & salty combinations. With over 40 locations across Québec and in Ontario, the restaurant chain is #1 on everyone’s brunch list.

We, at Bâton Rouge Steakhouse & Bar, are unrelenting about the great food we serve you. Since 1992, we’ve built our success on preparing our meals, using only the very best ingredients, day in and day out. Satisfying our guests is what fuels our inner fire to do things the right way; The BR way.

www.allomoncoco.com/amc/

www.batonrouge.ca

At Madisons Restaurant & Bar, our goal is to provide an upscale casual dining experience that is unforgettable. Come and discover a warm yet trendy décor, a diverse menu to satisfy the most refined palates, and a modern and wide ranged bar. The destination of choice to enjoy urban cooking in all its simplicity.

Pizza Delight was founded in Atlantic Canada in 1968, and has grown to become a true institution. The people who know us have fond memories of family gatherings, birthdays, even the occasional marriage proposal. We make GREAT Pizza, Pasta, Donairs & Garlic Cheese Fingers. Each day we deliver delight in any way we can.

www.madisonsresto.com

www.pizzadelight.ca

From hearty breakfasts to healthy lunches, all our food is lovingly prepared with the freshest and finest ingredients in our 60 locations. We’re committed to creating and delivering the finest dining experience in the breakfast and lunch industry.

www.benandflorentine.com

Renowned for its famous Rotisserie chicken and delicious back ribs, the first Scores Rotisserie opened its doors in Montreal in 1995. As a growing business, our network of franchises now includes over 40 rotisseries across Quebec and Ontario.

www.scores.ca

81 BRANDS . 7345 LOCATIONS . CANADA . UNITED STATES . INTERNATIONAL

Since 1980, Casa Grecque has revolutionized food service in Quebec with its “Bring Your Own Wine” concept and its philosophy of eating well at affordable prices. We continue to offer Quebecers Greekinspired dishes, including freshly prepared grilled meats and seafood.

www.casagrecque.ca

Steak Frites St-Paul is the only French Bistro franchise in Quebec where you can bring your own wine! Our menu offers a tasty variety of steaks, tartares, seafood and fish. Not to mention our famous “all you can eat” fries! Our rich selection of dishes allows wine lovers to enjoy an excellent culinary experience in a relaxed and friendly atmosphere.

www.steakfrites.ca.

8463

Food is at the heart of our mission, from Italian classic, to new favourites. Our dishes are prepared with fresh ingredients and presented with a focus on quality and new flavours. Bring your appetite and, of course, your favourite bottle of wine!

www.giorgio.ca

Since 1967, Toujours Mikes is a place where you will find yourself right at home with the taste of homecooking for breakfast, lunch, dinner or supper. From generation to generation, Toujours Mikes has been part of your everyday life for more than 50 years with its iconic Superstar Sub and more!

www.mikes.ca

Industria Pizzeria + Bar is a modern pizzeria offering a fusion of authentic and modern Italian cuisine – SFIZI style! What is that ‘S’ word? SFIZI are Italy’s version of tapas or sharing plates. Italians love to share and the plates and portions are designed to do so.

www.industriapizzeria.com

The taste of life! Freshness, colours and comfort. For over 25 years, Tutti Frutti has been inviting people of all ages to rendez-vous with the delicate pleasures of having breakfast together.

www.tuttifruttidejeuners.com

--- Your Local Sports Bar --Hot Wings, Cold Beer, Great Sports! 101 amazing wing flavours to choose from!

FRANCHISING@WILDWINGRESTAURANTS.COM

Join Wild Wing Today! CANADA’S LARGEST CHICKEN WING RESTAURANT CHAIN OPERATING SINCE 1999 •

101 incredible wing flavours

•

National Brand Recognition

•

Comprehensive Management Training

•

Very competitive fees • Royalty 5% • Advertising 2%

•

State of the art 7000 square foot Corporate Training Centre at 1700 King Road, King City, Ontario

Hands-On Pre/Post-Opening Support

NATIONAL AND LOCAL MARKETING SUPPORT

Promotions and materials including posters, social media posting files as well as regular Menu and Website updates. STARTING COSTS OF NEW RESTAURANT

RECENTLY OPENED

MARKETS AVAILABLE

Initial Franchise Fee $35,000* Rent, Security Deposits $20,000* Project Development $20,000* Construction $200,000-$600,000* Inventory/Working Capital $25,000*

ONTARIO Burlington Etobicoke London Oakville Oshawa Sarnia Scarborough Smiths Falls Sutton York University

ONTARIO Ajax - SOLD! Bracebridge Bradford Cambridge Cornwall Hamilton Keswick Kingston Midland - SOLD! Niagara Falls Petawawa Owen Sound Richmond Hill Simcoe - SOLD! Sudbury Toronto Midtown Toronto Queens Quay - SOLD! Windsor

Plus applicable taxes. *Estimated Costs. The costs for a new restaurant can vary from project to project and depends on a number of factors including but not limited to: • The square footage of the property • Landlord’s contribution towards lease hold improvements • The efficiency of the contractor or project manager • Development and construction costs in a particular market/area. Retrofitting an existing restaurant is generally much less expensive than a new build.

WESTERN CANADA Burnaby, BC Langley, BC North Vancouver, BC Agriplace, Saskatoon Jemini, Saskatoon Ellis Avenue, Winnipeg

100 locations and growing! WILDWINGRESTAURANTS.COM

WESTERN CANADA Moose Jaw, SK Prince Albert, SK Regina, SK Saskatoon, SK Calgary, AB Fort McMurray, AB Medicine Hat, AB Red Deer, AB Vancouver, BC BC (various) EASTERN CANADA Dartmouth, NS Halifax, NS Sydney, NS Charlottetown, PEI Summerside, PEI Bathurst, NB Fredericton, NB Moncton, NB St. John, NB St. John, NL

f i t

Payroll and bookkeeping shouldnâ&#x20AC;&#x2122;t be complicated. Let our Outsourcing team handle them so you can focus on your business. Contact us at 1-866-932-1414 or insights.bdo.ca/restaurants

Nearly half of franchise restaurant owners are concerned about rising wages and high staff turnover. Read about that and their other concerns in our Franchise Restaurant Business Report. Visit www.bdo.ca/franchisereport to learn more.

SPECIAL FOCUS

WHICH AGE GROUP VISITS RESTAURANTS THE MOST?

18 TO 24 TOTAL OPERATING REVENUE FOR THE FOOD SERVICE AND DRINKING PLACES INDUSTRY IN 2017 WAS

$71.8 BILLION QUICK SERVICE

FINE DINING

Food Service in Canada Canada’s food service industry continues to thrive. Restaurants Canada, the national association for food service, reported that Canada’s commercial food service industry has performed as forecast, advancing by 4.2 per cent in Q1 2019. Real sales also grew by 1.2 per cent in Q1 2019 (adjusting for menu inflation of 3.0 per cent). The outlook for 2020 remains bright, with commercial food service sales forecast to grow by 4.5 per cent to $78.6 billion. As these numbers continue to grow, 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 $71.8 billion in 2017. In that same year, Statistics Canada reported a profit margin (operating revenue minus operating expenses, expressed as a percentage of operating revenue) of 4.3 per cent for establishments operating within this sector.

Types of Restaurants 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-toorder menu. Fast casual is generally considered to be positioned between quick service restaurants and casual dining restaurants.

CASUAL DINING

60 Canadian Franchise Association

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.

• 1st authentic Neapolitan pizzeria in Canada

Fa m o s o’s S u c c f o t r a ess Be P

• Authentic quality ingredients imported from Italy • 29 locations with 6 locations opening in 2020 in BC, AB & ON • Required investment • Full size Famoso $700k • Pronto Fast Casual streamlined model $400k

• Best-in-class support and training

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

BECOME PART OF

RICKY’S FAMILY A Variety of Franchise Options to Meet Your Needs • Founded in 1962

• On-going support

• 80+ locations

• Comprehensive training programs

• All dayparts • Family-friendly atmosphere • Integrated or separate lounge

1.888.597.7272 www.rickysfranchise.com

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

SPECIAL FOCUS

Restaurants by the Numbers

THE FOODSERVICE INDUSTRY IN CANADA – AN OVERVIEW (Restaurants Canada)

Annual Sales:

Number of indirect jobs:

Share of GDP:

Share of Canadian workforce:

Number of direct jobs:

Number of establishments:

$85 billion

of franchises are restaurants (CFA)

4.0%

1.2 million

283,700 7%

97,000

Nearly restaurants, bars, and caterers

22 million

18- to 34-year-old

50 or older

(Restaurants Canada)

14%

restaurant visits per day in Canada

In 2017, Canadian households spent an average of

$2,593

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

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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

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:

Table-service restaurants:

Order food for delivery/takeout:

16%

28%

39%

17%

27%

19%

26% 42%

39%

41%

(Source: Restaurants Canada and Statistics Canada)

Real Mexican Success

Drive-Thru

Mall

Cantina

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

Franchise Canada January | February 2020 63

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

$55.2

$58.1

$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

2020 IS YOUR YEAR Award-winning Browns Restaurant Group is looking for experienced industry professionals to join our growing Browns Socialhouse brand in Canada. Don’t miss out! Franchising opportunities for our other restaurant brands Browns Crafthouse and Liberty Kitchen are also available. Contact us today to discuss opportunities in your area. franchising@brownsrestaurantgroup.com

BRG Visit www.brownsrestaurantgroup.com for more info 100 THE TOP

PROUD TO BE A TOP 100 COMPANY

64 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

SPECIAL FOCUS

Hot Trends

UP & COMERS

Craft beer/microbrews

Cannabis/CBD-infused food

Sous vide

Cannabis/CBD-infused drinks

House-made condiments/sauces

Half portions/smaller portions for smaller price

Plant-based burgers and sausages

Food waste reduction/management (e.g. zero-waste cooking)

Locally sourced foods (Locavore)

Protein-rich grains/seeds (e.g. hemp, chia, flax)

Paper straws

Ethnic/street food inspired appetizers (e.g. tempura, taquitos, etc)

Food smoking

Unusual/uncommon herbs (e.g. lovage, papalo, lemon balm)

Charcuterie/house-cured meats

Drinkable desserts

Sustainable seafood

Dessert flights/combos/platters

Pickling

Vegetable/vegetarian appetizers + Culinary cocktails [TIED] (e.g. savoury, fresh ingredients, herb-infused) (Restaurants Canada)

Franchise Canada January | February 2020 65

Why Choose a CFA Member?

Investing in a franchise committed to excellence

or entrepreneurs looking to be in business for themselves, but not by themselves, franchising provides the opportunity to run a business and be your own boss, while being backed by an established system and brand. Taking the first step towards business ownership through franchising can be daunting. For a prospective franchisee, it’s easy to feel overwhelmed by the thousands of new and emerging franchise concepts available on the market. Whether you’re walking the floor at the Franchise Canada Show or flipping through the pages of the annual Franchise Canada Directory’s more than 1,300 listings, it’s abundantly clear that there’s no shortage of exciting franchising opportunities out there; it’s just a matter of finding the right fit for your goals. At the Canadian Franchise Association (CFA), we believe strongly that the franchise model is ultimately about people. It’s about everyday Canadians, working hand in hand within a franchisor-franchisee relationship to share success. Each one of our more than 750 corporate members is committed to this ideal. As members of the Association, CFA member franchises voluntarily pledge to uphold CFA’s core values of excellence in franchising through the CFA’s Code of Ethics (page 10), which ensures that our members are dedicated to helping everyday Canadians realize the dream of building their own business through leadership, opportunity, trust, and credibility. By joining the CFA, these franchises have made the conscious decision as an organization to be the best

franchisors they can be. Here are a few reasons why, as a prospective franchisee, you should keep your eyes open for the CFA member logo that highlights the CFA’s many corporate members: CFA members strive for excellence Franchisees have made a life-changing financial and time investment in purchasing a franchise. It’s up to franchisors to equip themselves with the right educational and networking tools so that they can work to live up to their promises to franchisees. The CFA offers its members a wide range of educational programs to help them become best-in-class franchisors, resulting in happy and thriving franchisees. CFA members are constantly looking to become better franchise systems. Whether it’s by attending Learn & Grow Webinars to upgrade their skills or attending Franchise Law Day to get up to speed on their legal obligations, CFA members are empowered to grow their network by becoming educated franchisors. Fighting for franchising, on your behalf The CFA is the voice of the franchise community and the recognized authority on franchising in Canada. We speak for a business sector that represents every industry and touches the lives of every Canadian, in every community across the country. Our members understand that as a franchisee, your focus is on growing your business, which is why we’re committed to fighting for Canada’s franchising industry on your behalf.

Franchise Canada January | February 2020 67

WHY CHOOSE A CFA MEMBER? EMPLOYMENT RULES:

Employment Standards Tool Kit for Ontario Franchised Businesses

Published by

The CFA tackles a wide range of issues directly impacting the operations of a franchised business, including employment law and minimum wages in Ontario and British Columbia, cannabis retail regulations, and other important files impacting the industry across Canada to ensure government works to support the growth of your business, not hinder it.

and other materials to help make the employment standards and labour laws of Ontario easier to understand and navigate.

Growing Together™ as a franchising community The CFA is made up of a community of franchise leaders and small business owners who are committed to sharing best practices, amplifying the understanding and Tools to grow your business power of franchising in Canada, and ultimately, Growing As a franchise owner in a CFA-member system, you have Together™ by promoting franchise excellence. You’re at your disposal a wide range of tools that are designed making a life-changing financial and time investment in to help your franchise grow and thrive, including our purchasing your own franchised business, but by movMember Saving Program, which allows you to enjoy the ing forward with a CFA member franchise, you’d be doing collective power of the CFA’s more than 750 members more than just buying a franchise; you’d be joining the and their franchise partners to save on everyday busi- greater Canadian franchising community. ness needs like travel, payment processing, shipping, Our recent economic forecast for 2019 shows that and so much more. As a franchisee in Ontario, you also franchising is the 12th largest industry in Canada and have access to the Employment Standards and Education well on its way to becoming 11th. Collectively, franchising Program for Ontario Franchised Businesses program, employs almost two million Canadians, spanning across which offers a Tool Kit, articles, webinars, presentations, the country in almost every community, with 76,000 franchise locations projected by the end of 2019. We’re found in almost every sector and industry of business. The average Canadian interacts with three to five franchises every day. The CFA is the “steward” of our community and the “keeper” of the power of that community. We are more than a service provider to individual franchise systems. We are also more than just the representation of the franchise community. We ARE the franchise community in this country. Because the CFA is you – the franchisors and franchisees who make up our membership. We’re successful when you’re successful and together, we’re FRANCHISES stronger.

YOUR BUSINESS.

YOUR SUCCESS.

YOUR PIZZA PIZZA. 21937_1/3_CFAAd_Franchising_4.75x4.625_R3.indd 1

68 Canadian Franchise Association

AVAILABLE

www.pizzapizza.ca/franchising franchisinginfo@pizzapizza.ca

2019-02-26 11:01 AM

www.cfa.ca | www.FranchiseCanada.Online

To learn more about the franchising opportunities available with CFA member systems, visit www. LookforaFranchise.ca

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

It takes just one person with drive and a great idea to start and build a franchise system. Of course, the product or service offered has to meet market demand, but it’s that unique entrepreneurship that is an absolute must if the system is to thrive in good times and bad. And the three brands entrepreneurs here certainly display that unique quality. BY DAVID CHILTON SAGGERS

Elite Trade Painting

Franchise units in Canada: 9 Corporate units in Canada: 1 Franchise fee: $48K Investment required: $85K-$110K Available territories: All of Canada In business since: 1991 Franchising since: 2012 CFA member since: 2016 To learn more, visit www.LookforaFranchise.ca

After 37 years in the trade, Mike Benteau certainly knows painting. The founder and president of Elite Trade Painting ran a student painting business for years before branching out and branding Elite in 1991, which he didn’t start franchising until 2012. There are now nine Elite Trade Painting franchises from Nova Scotia and New Brunswick to Ontario, Alberta, and British Columbia. Benteau wants to establish 30 new franchises in the next three to four years, with 15 in Western Canada and the other 15 in Ontario and Eastern Canada. The full investment to open a franchise runs from $80,000 to $100,000. Benteau says franchisees don’t need a painting background due to their comprehensive classroom and field training programs, as well as the fact that they’re looking for good managers rather than good painters. However, he says some exposure to the home service industry would be an asset for potential franchisees. Benteau adds that it’s important to find the right franchisee fit. “Are they good people? Do they understand

the customer? And, crucially, do they have good communication skills to talk to customers and staff? Put simply, we’re nice people who do good work for our clients.” Elite’s customer base is about 50-50 residential and commercial, handles both interior and exterior painting, and reaches clients through online marketing and traditional media programs, such as signs, door hangers, and vehicle wraps. There are plenty of benefits to an Elite franchise, Benteau explains. An attractive lifestyle for the franchisee is one of them, he says, with hard work coupled with the time to enjoy life, particularly since the painting trade is cyclical, with some periods busier than others. There’s also Elite’s software program, which propelled the franchise system and its franchisees to become local market and industry leaders. As an example, where an estimate for a customer used to take over an hour, now Elite can have one ready in as little as 15 minutes. But there’s more to it than just estimates; it also has features such as billing, scheduling, and crew management, Benteau says. “The job has never been easier since the technology was put in place.”

Franchise Canada January | February 2020 69

GEM Health Care Services

Franchise units in Canada: 1 Corporate units in Canada: 1 Franchise fee: $37.5K Investment required: $97.5K-$137K Training: 3 Weeks Available territories: All of Canada In business since: 1994 Franchising since: 2006 CFA member since: 2006 To learn more, visit www.LookforaFranchise.ca

e c n e i r e p Ex Cora difference the

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

Become part of the Cora family! If you’re an enthusiastic entrepreneur with passion and drive, and you are interested in brightening up your business life, please contact:

Jim Jenkins

Senior Franchise Recruiter 905 673-2672, ext. 264, or jjenkins@chezcora.com

70 Canadian Franchise Association

In 1994, Gaye Moffett had what she calls an “epiphany” – a sudden moment of clarity and understanding. Moffett, a nurse, had just lost her job and was wondering what to do next. The solution was to start her own company, and she launched GEM Health Care Services that same year. Speaking from head office in Ottawa, Moffett says GEM Health Care Services provides a wide range of services such as providing nurses for palliative care, flu vaccination clinics, and health care assessments for veterans; providing personal support workers for home care; and home support workers for light housekeeping, meal preparation, and so on – for those who qualify for provincial assistance; and providing long-term care staff relief. And, she notes, GEM is certified by the International Organization for Standardization in Switzerland, which is usually identified as ISO Certification, which allows GEM to bid on provincial government contracts. Moffett says GEM began franchising in 2006 and, along with the head office location, the company has one very successful franchise in Newmarket, Ontario. There’s also interest from potential investors in Ottawa and Mississauga, Ontario. Ontario is primarily where the system is looking to expand, Moffett explains. As founder, president, and CEO, Moffett says, “I’m very particular about who we choose [as a franchisee]. It takes time to build the trust relationship necessary.” Among the qualities she looks for are empathy, a sales background, and a capacity for hard work. Moffett, a nurse herself for 47 years, says franchises need a combined primary and secondary population base of 500,000 to be successful because that’s the size necessary to provide multiple revenue streams. The average cost of a franchise is between $100,000 and $120,000, and franchisees will need a bricks and mortar office and two people to run it. Franchisees themselves hire staff, whether nurses or personal support workers. Training takes three weeks – two weeks of instruction in Ottawa and another week at the franchisee’s own location. As for the benefits of investing with GEM, Moffett says there’s the satisfaction of caring for people in the franchisee’s own community, strong corporate support, and the system’s strong reputation. More than 95 per cent of GEM’s business comes from word of mouth recommendation, she says.

www.cfa.ca | www.FranchiseCanada.Online

Prairie Donair

Franchise units in Canada: 14 Franchise fee: $20K Investment required: $170K Training: 80 Hours Available territories: All of Canada In business since: 2010 Franchising since: 2016 CFA member since: 2019 To learn more, visit www.LookforaFranchise.ca

Joshua Bagchi, founder and CEO of Prairie Donair, wants to build a cross-Canada system that has deep roots in the west, but sells food usually associated with the eastern end of the Mediterranean and the Middle East. And he’s well on his way to doing that, with a 14-franchise presence in Saskatchewan and Alberta and expansion plans for British Columbia and Manitoba. “We really want to build a foundation out west,” says Bagchi. Prairie Donair began in 2010, Bagchi says from his office in Regina, Saskatchewan, and started franchising in 2016. There are now 13 Prairie Donair locations in Saskatchewan and one in Medicine Hat, Alberta serving customers who check every demographic box. A donair, for those who don’t know, is a sandwich – usually using pita bread – filled with lamb, chicken, or beef, along with vegetables. Lots of vegetables, notes Bagchi, as Prairie Donair offers its customers 22 different

types of vegetables and 21 different sauces to smother them in. A main sandwich at a Prairie Donair restaurant costs about $10, putting the price point at the middle to lower end of the dining out scale, says Bagchi. Also on the menu are such items as a falafel pita, a hummus pita, and a Basmati rice pita, all vegan, and a rice bowl topped with meat that’s great for kids. Bagchi says he looks closely at the personal background of potential franchisees when he’s considering them as investors in the system. He also looks for a strong work ethic rather than a single interest in making money. Prairie Donair franchisees will need to provide real customer service, he continues, but they don’t need a food or restaurant background, nor do they need any exposure to business. “I’ve got the business background,” says Bagchi, who’s been in the restaurant industry for 15 years. The cost of a franchise is about $200,000 for a “quick service, niche restaurant” of between 800 square feet and 1,200 square feet, says Bagchi, reminding investors that, “(Prairie Donair) is almost half the cost of some franchises.” Prairie Donair provides 80 hours in-class training and another 80 on-site instruction hours, but Bagchi says, “We keep them (franchisees) in training until they are ready.” The benefits of investing with Prairie Donair are numerous, says Bagchi, singling out the strength of the support system.

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Millennials in Franchising

Strengthening Bonds Community is the key to success for millennial MaidPro franchisee Jonathan Shelson

BY TRISHA UTOMI

hat do you get when a millennial with a Radio Television and Arts degree and no formal business training decides to become a MaidPro franchisee? If you’re Jonathan Shelson, the answer is a whole lot. Since he took the plunge into franchise ownership three years ago, Shelson has successfully served hundreds of customers in the Thornhill, Ontario area and greater community. He even became one of only 50 franchisees (out of 28,000) to be recognized by the Franchise Business Review as a Rockstar Franchisee. When asked what the secret to his success is, Shelson gives a lot of credit to the MaidPro franchise system.

“In many of the reviews I read, MaidPro consistently earned a high ranking,” says Shelson, explaining how he first heard about the MaidPro franchise opportunity. “So I checked out what they had to offer.” He quickly discovered that the widely known home cleaning service was top-rated in support, satisfaction, systems, and software by a number of franchise business reviews. It also offered, among other prime features, low start-up costs, a manageable work week, safe and ecofriendly cleaning products, and a recurring revenue. To solidify his decision to invest in the franchise, he went on a tour of the home office and spoke to other MaidPro franchise owners about their experience with

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Millennials in Franchising

the company. “I just liked what they had to offer,” says Shelson. “Between the culture, industry experience, and dedication to cutting-edge technology, I just felt like it was a really good fit for me, plus it’s a great industry to be in.” He also attributes much of his success to the community. Tired of working for someone else, franchising gave him the opportunity to make his own business decisions with the added benefit of a network of other business owners and expert coaches. And as someone with no formal business training, Shelson relied on this network to kickstart his franchise journey. “It was totally different from anything I’d done before, so the learning curve was pretty significant,” he says. “But the support and training were really thorough. That’s really what brought me up to speed with everything, especially in my first year of operations.” Like any new venture, when Shelson became a franchisee for the first time, it wasn’t easy. There were different demands placed on him and unfamiliar systems to navigate, new skills he had to quickly develop, and employees he had to manage. But to this day, if Shelson is facing a challenge, MaidPro has an exhaustive list of resources available to him. For instance, once a year MaidPro holds an annual convention for its franchisees. “I’ve just returned from our annual convention, where I participated in a number of workshops and sessions on a variety of topics – everything from technology to finances.”

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Once or twice a week, Shelson also sits in on an online conference call with the MaidPro coaching team to learn about new ways he can take his business to the next level. If he’s looking to address a specific business concern, coaches are available at the push of a button. “It’s been really helpful especially when I’m facing a situation I’ve never encountered before. We are in a really tough employment market, and MaidPro has a recruitment coach whom I’m able to connect with and ask for tips and tricks. He reviewed our hiring practices with us to help us see better recruitment results.” “The nice thing about the size of MaidPro is that it’s big enough that they have a ton of resources but small enough that when I call the Home Office, they know who I am,” Shelson explains. “And I can always discuss issues or ideas with other owners as well. I recently got married and some of those owners were in attendance, which I think speaks to the tight-knit community MaidPro has. I don’t think I could be where I am in my business without that.” Making valuable connections Some would say Shelson was taking a big risk investing in a franchise at such a young age, but if anything, it’s given Shelson a competitive business edge. “I think as millennials, we tend to be really good at being resourceful, whether that’s researching tools, using technology, or making connections,” says Shelson.

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Millennials in Franchising And this has helped him engage with his staff and MAIDPRO STATS clients on a deeper level. “We’ve developed systems to Franchise units in Canada: 10, US: 220 make sure we communicate in the way our clients and Franchise fee: $17K staff prefer,” says Shelson, explaining that for some peo- Start-up capital required: $75K ple that’s email, for some it’s via text message, and for Investment required: $75K others it’s over the phone. Training: 1 week at home office; continued support But whatever the means of communication, Shelson Available territories: AB, BC, MB, NB, NL, NS, NT, NU, ON, always makes an effort to strengthen the bond with his PE, SK, YT, US employees, by listening and showing that he cares. “I will In business since: 1991 go out to visit staff in the field to see how they are doing, Franchising since: 1997 make sure everyone is being heard and are getting the CFA member since: 2016 support they need.” To learn more, visit www.LookforaFranchise.ca He also ensures that he engages with the larger community. “I think nothing feels better than coming back to a clean home at the end of the day and making someone feel good.” From busy families who may not have time to clean their homes to seniors who not only rely on the service for cleaning, but also for companionship, MaidPro really makes a difference. MaidPro participates in a program where they provide their services at no charge to cancer patients. Shelson is also committed to their MaidPro Cares charity. This charity supports underprivileged, abused, and abandoned children in orphanages and underfunded children’s homes around the world. A few Health Care Services times a year, the MaidPro Our Family for Yours®® Notre famille au service de la vôtre Services de Santé GEM team visits a children’s home in Belize, working on projects that improve children’s lives socially, economically, and emotionally. “It’s been really gratifying and it’s probably what I enjoy most about the business,” says Shelson. “I appreciate how I am able to Join the GEM Health Care Services team GEM is a one-stop, full service health care engage with the community and be a part of is one of Canada’s most agency. Delivering more than just senior care, and do work that makes successful independent ISO 9001 certified GEM has a wide range of services, many of people’s lives better.” health care agencies. which are not provided by competitors. Clients While franchising gave are drawn to GEM because of this wide variety Thinking about a change? Is your work Shelson the flexibility he of services. situation restricting your drive and ambitions? desired and the opportunity Do you feel that you would be better off Join GEM to be part of exciting opportunities to run his own business, for running your own show? Private health care and have lots of room to grow, as you explore this young MaidPro franchihas grown by leaps and bounds in the past the many new and innovative mixtures of decade, so consider operating your own private and public health care service delivery. see, it all wouldn’t feel comfranchise health care agency! plete without the community - one that has helped ISO 9001 FS 591627 him become a successful business owner and one INTERESTED? CONTACT: Gaye E. Moffett, RN, B.Sc.N., M.Ed., Founder, President & CEO that he’s proud to truly give 1 877 761 4361 • Gaye.Moffett@gemhealthcare.com • www.gemhealthcare.com back to.

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LEADERSHIP PROFILE

Franchise Accelerator Dan Monaghan’s passion and expertise help Clear Summit Group grow its franchise brands BY ROMA IHNATOWYCZ

an Monaghan had franchising on his mind from an early age. At a time when most young boys were dreaming of cars and girls, Monaghan was dreaming of owning a Dairy Queen franchise. The young wannabe-franchisee would regularly comb through the pages of Entrepreneur magazine searching for the perfect future business opportunity. The popular ice cream shop seemed like a good bet. “As a young kid of 11 or 12, I’d go to Dairy Queen after baseball games and there would be lineups out into the parking lot and I’d think, ‘They must be making a fortune!’” says Monaghan, founder and managing partner of Clear Summit Group, a franchise accelerator that manages six brands across 80 countries, with over 1,500 franchises in its portfolio. Monaghan did actually end up owning an ice cream franchise, only it wasn’t a Dairy Queen. In his late teens, he bought a Dickie Dee ice cream franchise and hired kids to ride around selling ice cream from ice cream bicycles. It was about as simple and low-cost a franchise operation as you could find, but it ended up paying for Monaghan’s education – a joint economics and philosophy program from Wilfrid Laurier University. After university, Monaghan started up a publishing venture with his younger brother Paul. They sold what was a prototype podcast in audio-cassette form

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on topics ranging from politics to economics. This was the early ‘90s, when talk in the business world had just started turning to the so-called ‘information superhighway,’ and Monaghan realized where things were heading. “I saw that the Internet could become that information superhighway, so I wanted to get an online webpage for our publishing company,” he says. That proved easier said than done because there was a shortage of experts at the time who could supply a comprehensive service that delivered on all three counts: design, technology, and marketing. Ever the aspiring entrepreneur, Monaghan saw the inherent business opportunity in this vacuum. With $50,000 in capital from friends and family, he and his brother Paul started up their own franchised digital marketing agency. Today, WSI (which stands for ‘We Simplify the Internet’) is the world’s largest digital agency network. Despite its current lofty status, which includes being recognized as the world’s number one digital agency in 2019 by the Web Marketing Association, WSI was an incredibly hard sell in the early years. Few people had heard of the Internet then, and even fewer understood its potential. The brothers got a lot of “blank stares” from company executives who had only recently started putting fax numbers on their business cards. Now Monaghan had to convince them they would need website addresses as well.

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LEADERSHIP PROFILE WSI latest grads

“Our vision at CSG is to build the Motown of franchising. I want to bring the best talent together to help create a business hit. That was the idea from the very beginning.” Eye on start-ups Fast forward to 2007, and after a lengthy stint growing and building WSI into the global marketing giant it would become, Monaghan got the itch to develop new, emerging franchise businesses. He brought in a professional management team to oversee WSI so he could focus on investing in and developing start-up brands. This set the foundation for what would become the Clear Summit Group (CSG), and it all began with Tutor Doctor, the first company Monaghan bankrolled. “I realized that Tutor Doctor was a great concept, filled a market need, and was really impacting a lot of kids. But they weren’t tech savvy – they were still running ads in the Yellow Pages,” says Monaghan of the home-visit tutoring business, which had piqued his interest because of his own personal experience with tutoring for his son. “I thought, what if we combine Internet marketing with this tutoring franchise – what would that look like?” The result was an impressive business transformation. Monaghan and his partner Frank Milner – a former employee of WSI – took the borderline bankrupt company with nine franchises and grew it to 100 franchises over the next three years. Today, the successful chain of 330 franchises is spread across Canada, the U.S., the U.K., and several other emerging markets. Monaghan has since invested in a number of other promising franchise brands, including Fuzz Wax Bar, a wax-only salon business; Qualicare, a home care service; and Recruiting in Motion, a white-collar staffing and

All the awards WSI won this year

recruitment agency. “We have a very specific criterion of what we’re looking for,” says Monaghan. “All our businesses are service-based, and all, in one way or another, are making an impact.” Most recently, on October 1st, CSG acquired College Pro – a 48-year-old franchise system – from FirstService Brands. “We love what College Pro has done for tens of thousands of young aspiring entrepreneurs, and we are excited to be part of the next leg of this journey,” says Monaghan. Clear Summit Group brings its expertise and resources to help accelerate the growth of the brands it invests in, bringing its legal, technical, marketing, and branding expertise to the table. “We’ve basically built a shared services platform, so there’s an essential group that drives the back office of most of these businesses. When they join, they probably aren’t at a place where they have a CFO or chief technology officer or head of HR. That’s how we can professionalize them as companies and add value to accelerate and grow their brand,” explains Monaghan. Interestingly, Monaghan likens the CSG set-up to that of Motown Records, which regularly used the same drummers and lead guitarists across their entire portfolio of artists – from Diana Ross to Marvin Gaye – to create consistent music chart hits. “Our vision at CSG is to build the Motown of franchising,” says Monaghan. “I want to bring the best talent together to help create a business hit. That was the idea from the very beginning.”

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LEADERSHIP PROFILE

While a private equity investor, Monaghan emphasizes the stark difference between his business model and that of investors only interested in squeezing the maximum amount of profit out of a company in order to sell it a few years down the road. “We are bringing capital to the table, but it is more about building a collaboration among partners,” he says. “We are learning as much from our CEO peers as they are learning from us, if not more. That’s very different from a private equity mindset.” Business expertise Clear Summit Group clearly brings not only capital but also comprehensive business expertise to the table. At the same time, it recognizes that the success of any franchise brand rests largely on the shoulders of individual franchisees – the people in the trenches. It has a separate franchise development department for each brand

that screens prospective franchisees to determine if they’re the right fit. “It’s based on the persona that has been identified as having the highest probability for success within each of the systems,” says Monaghan. “Each brand has a strict selection process, and each brand has different criteria.” For WSI, which remains part of the Summit Group family, some business savvy or sales experience is a big plus, while for brands like Qualicare and Tutor Doctor, the company looks for people who want to run a business but also have a strong drive to make a difference in their communities. A concept like Fuzz Wax Bar attracts investors who appreciate a strong brand and scalability, while Recruiting in Motion requires experience in the recruiting industry. “These different interests define how we recruit our future franchisees,” says Monaghan, adding that each brand has a different training process, but franchisees are all trained at the company’s corporate headquarters in Toronto. As for his own success, Monaghan credits resilience, an ability to “connect the dots” and, most importantly, both a clear vision and the skill set to communicate that vision effectively to others. In particular, he enjoys teaching and coaching start-up franchisors and helping them grow their business. “My most important responsibility is mentoring the leaders in each of the brands and helping them to take the business to the next level,” he says. “These are my partners and I want CeLeBrAtE FrEsH to help them accelerate their businesses.”

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LEADERSHIP PROFILE FUZZ WAX BAR STATS Franchise units in Canada: 3 Corporate units in Canada: 7 Franchise fee: $45K Start-up capital required: 50% of investment Investment required: $304-$432K Training: Initial and ongoing training included Available territories: All of Canada, US In business since: 2012 Franchising since: 2014 CFA member since: 2014

QUALICARE STATS Franchise units in Canada: 41, US: 16 Franchise fee: $49.7K Start-up capital required: $50K-$75K Investment required: $100K-$150K Training: Extensive Available territories: AB, BC, MB, NB, NS, ON, QC, SK In business since: 2001 Franchising since: 2011 CFA member since: 2011

RECRUITING IN MOTION STATS Franchise units in Canada: 6 Corporate units in Canada: 1, US: 3 Franchise fee: $25K Start-up capital required: $100K Investment required: $150K Training: Yes – two weeks off-site and two weeks on-site Available territories: All of Canada, US In business since: 2010 Franchising since: 2012

TUTOR DOCTOR STATS Franchise units in Canada: 119, US: 364, International: 191 Franchise fee: $49.7K Start-up capital required: $9K-$14K Investment required: $68K Training: Pre and in-house training Available territories: All of Canada, US, International In business since: 2000 Franchising since: 2008 CFA member since: 2008

To learn more, visit www.LookforaFranchise.ca

Similarly, Monaghan, who is also vice chair of the 1999 when WSI was rated the number one Internet franInternational Franchise Association (IFA) Foundation, chise in the world by… Entrepreneur magazine. encourages budding franchisors – and franchisees – to “That was really a very surreal moment for me,” remifind their own mentors and to attend industry events to nisces Monaghan “This was the same magazine I used to learn from their peers. “Every problem you’re trying to look to as a kid when I would dream about the franchise solve has already been solved by somebody else,” he I would own someday, and now my company was listed points out. “So don’t ask ‘how’ but ask ‘who’ can help me in the magazine.” with this.” That company may not have been a Dairy Queen, but Monaghan is also a strong supporter of Canada’s for Monaghan, WSI was even better. growing role as a franchising hub, particularly when it comes to harnessing technology. “We need to build on that momentum of being a franchise incubator,” he says, noting THE MIDAS FAMILY that Clear Summit Group recently raised the stakes in this area by introducing an AI application for Tutor Doctor that won the IFA’s Midas is proud to be a world-class leader in Technology Innovation the automotive service industry and the gold award in 2019. standard when it comes to total car care. When asked about the When you join the Midas team as a franchisee, you’re joining a multi-billion dollar industry highlight of his long – and servicing a growing vehicle population. Build ongoing – franchise career, your future with us while we expand our success throughout Canada. the 52-year-old Monaghan needs no prompting. Understandably, there Contact us now have been many successes Visit www.joinmidas.com and rewards over the 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 years, but the most touchCanadian disclosure document (as applicable in each province). Franchises may not be avalable in all provinces. ing moment came about in

Franchise Canada January | February 2020 79

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THE FIRST YEAR

Teamwork Makes the Franchise Dream Work After a busy first year, franchisee Nadim Hirjee is thriving through support from the Edo Japan system BY KYM WOLFE

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THE FIRST YEAR

hen he was growing up, Nadim Hirjee’s parents used to take him for a bite to eat after swimming lessons at the local mall food court. “We always ate at Edo Japan as a family,” he says, and that experience influenced his decision to own an Edo Japan franchise of his own as an adult. Edo Japan serves freshly made Teppan-style teriyaki meals with a signature sauce. The concept was started in Calgary by a Japanese Buddhist minister who left the organization after being appointed Bishop of the Buddhist Churches of Canada, but his original vision of serving high-quality and healthy traditional Teppan-style meals continues. The company began franchising in Alberta in 1981, and now has 140 locations, a combination of street front and food court franchises, in all western provinces, plus Ontario and Quebec. Before purchasing his first Edo Japan franchise, Hirjee had no experience in the restaurant industry. He owned a mobile cell phone store, but as that industry changed, he was also ready for a change, and after careful research of different franchises, he felt that Edo Japan was the clear best choice. “It’s one of the most successful quick-serve franchises in Canada,” he says. “I looked at the amount of revenue generated in a small footprint, and once you meet the head office team, you have a good comfort level with the franchise. Plus, the Teriyaki sauce is amazing!” Hirjee opened his first Edo Japan street front location in the greater Edmonton area in 2009, with the franchisor looking after all of the leg work, from identifying the best location and negotiating with the landlord to overseeing the build: “It’s a turnkey operation.”

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He has added new locations every few years. “Fast forward to today, I now own four locations in Edmonton – all built from scratch – and purchased an existing location in Spruce Grove, Alberta (a bedroom community to Edmonton) that I took over in November (2019).” Rising to the challenge Looking back on his first year, Hirjee remembers working 75-hour weeks for at least the first six months. “When you first open, you are doing everything from A to Z, and your team is relying on you to train them. If your staff train well and you can retain them, once they know the routine, it takes some of the pressure off.” Finding good employees was one of his biggest initial challenges, and Edo Japan was able to help with staffing. Some of Hirjee’s original hires have stayed with him and have been promoted to management positions in his stores. “We are now a fairly well-oiled machine,” says Hirjee, who stresses the importance of surrounding himself with good reliable staff, especially now that he owns multiple stores and can’t run all of them himself. “The key is to create a great work environment and compensate them well.” Another challenge was learning the market and bringing awareness to the new location. “As a new franchisee, you can often be faced with new challenges such as learning your market, identifying your customer profile, and bringing awareness to a new location, but fortunately Edo Japan ensures its franchising partners have the tools to achieve success. It provides access to an expert marketing team that helps you focus on your location’s unique market. With corporate guidance, my team looked for ways to get involved in the local community.”

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THE FIRST YEAR

“We approached PTAs and parents about participating in their hot lunch programs – it was at a time when they were starting to look beyond traditional pizza days. We figured, if you get the food to students and they like it, they will bring their parents to Edo Japan. We also met face to face with businesses in our areas. For example, there were a lot of car dealerships near our location, so we brought free samples for lunch and gave them ‘bounce back’ coupons for discounts when they visited the store.” Embracing the learning opportunity Before opening his first store, Hirjee participated in Edo Japan’s comprehensive five-week hands-on training program, and as he expanded, he also sent his new managers for the same level of training. At that point, all start-up training was done in Calgary, where Edo Japan’s head office is located. With growth into other provinces, there are now more training locations, including in one of Hirjee’s Edmonton stores. Hirjee is happy to help train and mentor new franchisees. “I remember how helpful other franchisees were when I first started,” he says. The company encourages that peer-to-peer support to supplement the franchisor’s ongoing training and coaching. “Edo Japan does a fantastic job in providing ongoing training and support and communicating procedure changes. They also frequently have the regional operations manager visit the restaurants,” says Hirjee. “With over 40 years of experience and success, Edo Japan has mastered its ongoing operational support. The management team is always accessible and there to assist when needed, and there is a system-wide marketing program, which is invaluable.” Hirjee appreciates that Edo Japan encourages franchisee input. “All franchisees have a voice within the community. You feel heard and your opinions are valued in the decision making. Feedback that we provide such as testing new items, equipment, etc. is always taken into consideration and often implemented.”

“In order to stay current, it’s important to be handson with your team and with your customers. Being at the restaurants regularly, gathering feedback from my team and customers to see what they like and what can be improved on is a great way to stay current,” he adds. While Hirjee feels that Edo Japan continues to be a good choice for him, he has some advice for anyone who is currently considering the purchase of a franchise. Franchising can be a great way to start a business, because someone else has developed systems and thought about every aspect of the operation – things you may not even be aware need doing. But from Hirjee’s perspective, it’s important to find one that is a good fit. “Do your homework. Find a franchise that aligns with you and your market, and don’t underestimate how much work is required. Curtail your expectations, put your head down, and learn all aspects of the business. You have to become an expert so you have the ability to train your staff.” “It is evident that Edo Japan wants its franchises to thrive and achieve their business goals, but you might be surprised at the level of work that is required when you start out, especially if you’ve never worked in a restaurant before. It’s an immense amount of work,” he adds. “Always remember, you will only be as successful as the rest of your team, so ensure that you take the time to build a solid team that believes in each other and in the brand.” EDO JAPAN STATS Franchise units in Canada: 140 Corporate units in Canada: 6 Franchise fee: $30K-$35K Investment required: $400K-$600K Training: 5 weeks Available territories: BC, MB, ON, SK In business since: 1979 Franchising since: 1981 CFA member since: 1995 To learn more, visit www.LookforaFranchise.ca

Franchise Canada January | February 2020 83

ICONIC BRAND

Building a Beautiful Empire Through its expansion, GS Beauty Group is helping to shape the beauty industry BY GINA MAKKAR

From inspiring salon and beauty services to defining men’s hair trends, a lot has happened for GS Beauty Group in the last 30 years. From the start, they’ve embraced the business of beautiful from tip to toe, creating iconic brands that have helped shape the face of the beauty industry today.

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ICONIC BRAND Beautiful beginnings The group’s flagship brand, Trade Secrets, pioneered the one-stop-beauty-shop concept by marrying a fullservice salon with a retail store that sells high-quality beauty products. “When we developed Trade Secrets, there was nothing like it at the time. It was very unique,” says Doug Warren, director of franchising for GS Beauty Group. “A lot of hair salons were selling a little bit of product, but we were the first to do that, and as a result, we were able to expand into all the major malls as a very unique player.” Over the years, GS Beauty Group grew to include Glamour Secrets, a retail beauty outlet, Glamour Secrets Beauty Bar, a concept that offers full-service hair and aesthetics, and most recently, Taylor & Colt BarberSpa, a full service offering for men. Today, there are 70 Trade Secrets locations from coast to coast, with 90 per cent of the stores franchised. A cut above In the fast-paced beauty business, it’s important to be a cut above with the latest trends. “We deal with a brand that needs to be renewed regularly, looks-wise, conceptwise, and location-wise. We’ve been able to keep the look fresh and keep all kinds of new products flowing through. New is key.”

In fact, Warren says the aesthetics category has grown larger than hair services. “We’ve been able to stay in higher-end malls doing significant volume because we’re seen as the place you can get everything, all the head-to-toe beauty products.” The company recently expanded to create Taylor & Colt, a barber spa that offers haircuts, shaves, and spa services in a relaxed, upscale environment. The brand first launched in downtown Toronto, and enjoyed early success. “If you open a guys’ place where there’s other businesses, they will come. We were an instant hit at RBC Plaza. People are willing to pay a little extra for an experience.” Fuelling franchisees Warren attributes the success of the system to its many franchisees. Some have been with the company for 30 years and own multiple units. “The fact that we’re a franchise chain has kept us in business, because the franchisees have the incentive to deal with the customer and satisfy them and go the extra mile. It’s all about customer experience.” One of the benefits of partnering with GS Beauty Group is its history of success. Franchisees have seen their initial investments pay off and enjoy the rewards of ownership. “I would say the biggest indicator of success is how

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ICONIC BRAND

many multiple store owners a franchise has. I would say 90 per cent of our franchisees are multiple store owners, and that’s a real feather in the cap,” explains Warren. He says GS Beauty Group stays at the forefront by scouring the world for new, exciting products and services. They also experiment with different software and systems, creating opportunities for franchisees to learn and grow. Decades of nurturing relationships with landlords and suppliers is also a big draw. “We’ve been working with the largest landlords in Canada for 30 years. They like us and want us to stay in those malls. I think that says something for our designs, our concept, the way we look. We are in every major mall in Ontario,” notes Warren. Success factors The right location is a primary success factor, and opportunities across Canada and the United States are available, as well as master licences overseas. As the company expands, it embraces new and exciting out-ofthe-box opportunities, and recently opened six beauty bars in Loblaws Superstores. “We’re still in the one-year category there, so we’re watching and experimenting with it,” explains Warren. Though franchise locations are available, the challenge is in finding investors who align with GS Beauty Group’s ideals. “Once they are in, they need to follow our system. The formula is everything from cleanliness to dress code to music, to the way we provide our services.” Warren says successful franchisees have a passion and a deep understanding for the business they are in. “Following the formula is very important because that’s what customers are expecting. You’ve got to provide an

86 Canadian Franchise Association

experience that is really good so that they remember you. I really think that’s the key.” Forward-thinking franchisees Kelly Brown and his wife were looking for an investment, and chose Taylor & Colt BarberSpa, a concept that allows them to retain their current careers without sacrificing family time for a good work-life balance. “We were not looking to change careers, but looking for something that we can operate,” says Brown. They opened their first location in the heart of Toronto, and acquired a second store in April. With the couple’s background in financial services and technology, they hit the ground running by putting systems in place they felt were vital for business success. They use the latest technology to monitor all aspects of the stores remotely, including bookings, payments, and tips. It also allows them to stay informed on daily happenings, and they can step in and lend a hand remotely when help is needed. The online presence of the store helps define the Taylor & Colt experience. The online booking system built by the duo also allows them to engage in pivotal marketing practices, like posting pictures of services and portfolios of barbers to help drive traffic. In a time where everything is online, Brown says they focused on developing a high Google rating right out of the gate. “It’s important to hear from our customer base. We looked at driving the number of reviews up as much as possible online, and obviously, we wanted a high rating from our customers.” Brown reads and responds to each and every review, a key to their success. “What we found is that our high

www.cfa.ca | www.FranchiseCanada.Online

ICONIC BRAND Google rating has attracted not only customers, but quality barbers.” As with any new business, the company experienced early growing pains with initial staff turnover, but developing a cohesive company culture at the onset has contributed to a good synergy in the stores. When first starting out, Brown was advised to “Never outsource something you don’t know,” a principle he still embraces today. “I was always interested in learning all aspects of a business, so I went out and learned accounting, how to do payroll administration, how to operate in-store systems. We’ve both learned a lot of the aspects of running the business, which is something we took away that was positive.” His advice to prospective franchisees? Do your homework and try to understand as much about the operation as possible before making an investment. He also suggests using the financial programs available to avoid overleveraging finances. Doing so will help minimize personal investment and risk, and lower the exposure to failure. Above all, he says it’s important to understand the type of business a franchisee is investing in, and what role they will play, and that varies from concept to concept. “What’s the impact to you as an owner? What does that mean to you? That’s probably the biggest thing.”

TRADE SECRETS STATS Franchise units in Canada: 60 Corporate units in Canada: 21 Franchise fee: $35K Investment required: $250K-$350K Training: 1 month in a corporate store Available territories: All of Canada In business since: 1989 Franchising since: 1990 CFA member since: 2011 GLAMOUR SECRETS STATS Franchise units in Canada: 4 Franchise fee: $35K Investment required: $250K-$350K Training: 3 weeks Available territories: AB, BC, MB, NB, NL, NS, NT, NU, PE, SK, YT, US, International In business since: 2001 Franchising since: 2003 CFA member since: 2011

GLAMOUR SECRETS BEAUTY BAR STATS Franchise units in Canada: 17 Franchise fee: $35K Investment required: $150K-$300K Training: 4 weeks Available territories: All of Canada, US In business since: 2011 Franchising since: 2011 CFA member since: 2012 TAYLOR & COLT BARBERSPA STATS Franchise units in Canada: 12, US: 2 Franchisee fee: $35K Investment required: $150K-$220K Training: 4 weeks Available territories: All of Canada, US In business since: 2011 Franchising since: 2011 CFA member since: 2012

To learn more, visit www.LookforaFranchise.ca

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 2020 87

SHOW ME THE MONEY

4 FRANCHISES FOR UNDER $50K 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 under $50K.

Centum Financial Group

GetintheLoop Local Marketing Inc.

CENTUM is home to 200 franchised locations with 2,100+ mortgage experts across Canada. Since 2002, we have grown year after year due to our focus on expert advice and prioritizing our clients. With relevant, modern marketing and a large social media presence, it’s clear why CENTUM is arguably the most visible brokerage brand online. CENTUM provides its network with the systems, technology, training, support, and financial products to have a competitive advantage in the mortgage industry today. Franchise units in Canada: 200 Corporate units in Canada: 1 Franchise fee: Please call for more information Investment required: Minimal to $10K Training: Yes Available territories: All of Canada In business since: 2002 Franchising since: 2002 CFA member since: 1997 To learn more, visit www.LookforaFranchise.ca

As a GetintheLoop franchise owner, you will empower businesses in your area to use GetintheLoop’s platform to attract and retain new customers. GetintheLoop was built to provide a free app for consumers to explore great businesses and enjoy unique experiences while making local marketing simple and affordable for small businesses. Work your own hours and run your business from your phone while building significant wealth with GetintheLoop Local. Franchise units in Canada: 45 Corporate units in Canada: 1 Franchise fee: $15K-$35K Available territories: All of Canada, US, International In business since: 2013 Franchising since: 2018 CFA member since: 2018 To learn more, visit www.LookforaFranchise.ca

88 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

SHOW ME THE MONEY

Ledgers Canada

Toodaloo Pest and Wildlife Services

Ledgers franchise owners provide a comprehensive suite of services to small businesses, their owners, and the general public. With services ranging from accounting and bookkeeping to personal and corporate income tax preparation, Ledgers is the one-stop source for all of the financial aspects of running a small business. Franchise units in Canada: 43 Corporate units in Canada: 1, US: 1 Franchise fee: $25K Investment required: $40K Training: 7 days Available territories: All of Canada, US In business since: 1994 Franchising since: 1996 CFA member since: 2013 To learn more, visit www.LookforaFranchise.ca

Toodaloo Pest Control prides itself on quality, service, and care. Our Toodaloo technicians offer efficiency and professionalism combined with the approachability of a neighbour. All of our franchise owners and technicians are local to your area, strengthening the community ties with all of our clients. Franchise units in Canada: 3 Corporate units in Canada: 1 Franchisee fee: $19.5K Investment required: $44.5K Training: 1 week at Toodaloo HQ Available territories: AB, BC, MB, NB, NL, NS, NT, NU, ON, SK, YT In business since: 2017 Franchising since: 2017 CFA member since: 2017 To learn more, visit www.LookforaFranchise.ca

Find franchises by investment level on LookforaFranchise.ca

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

Franchise Canada January | February 2020 89

FRANCHISE FUN

THE BEAUTY OF FRANCHISING Kristen Gale leads THE TEN SPOT® beauty bar’s mission to make all guests feel like a 10

90 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE FUN THE TEN SPOT® is a beauty bar specializing in manicures, pedicures, waxing, and laser treatments with its ‘anti-spas’ located across North America. “Our mission is to make everyone feel like a 10, and we do this because we know our stuff. We’re freaky clean and we’re all about our guests!” explains Kristen Gale, THE TEN SPOT® founder and CEO. The intense, driven, and energetic Gale is a true entrepreneur who never stops working on her business. Her latest accomplishment is the recent launch of THE TEN SPOT® in the United States, where they have sold 11 beauty bars in the first two months. Franchise Canada recently caught up with Gale to learn more about the power of franchising, and how she manages to balance her love for business with her family, her exercise routine, and her newfound love for motorcycle trips. The most interesting thing I’ve done recently is… Learn how to ride a motorcycle and have done a few big rides! In its best form, work is… Exciting, fun, and always different every day. A good franchisee… Is in it together with us (this is one of our company’s core values!). A good franchisor… Knows it’s a two-way relationship. My top advice for prospective franchisees is… Make sure the system you’re buying into is super tight, and you have all of their systems on lockdown. My top advice for new franchisors is… Make sure your system is tight, and that you’ve got all your systems on lockdown. The most important thing in life is… To know that you only get one life and to live it to the fullest. One of the most enjoyable things to do is… Hitting a few buckets of balls with a couple beers afterwards!

The hardest thing for me to do is… The same thing over and over and over again. I have a true entrepreneurial spirit and I’m always striving to make things better and better.

the luxury of being able to make meaningful connections with those at top brands. You could be having lunch with the VP of operations at McDonald’s and then sitting at dinner with the founder of Smoke’s Poutinerie.

My favourite drink is… An unsweetened vanilla almond milk latte.

My franchise system began because… I saw a real need in the market for what we offer.

If I could change one thing… It would be to not require sleep. it’d be great to have a full 24 hours in a day to be productive. If I could meet anyone… It would be Steven Covey, author of The Seven Habits of Highly Effective People. That book is my bible. The person who has had the most positive influence on me as a businessperson is… My friend Chad, who took me from being a business owner to becoming a CEO. He mentored me in all aspects of business, from what books I should be reading, to how to really dig into my financials and how to think strategically. Canadian franchising is… Small enough but big enough at the same time. The franchising industry and the CFA (Canadian Franchise Association) is a smaller organization than our American counterparts, and because of this you’re afforded

The most positive influence on my life as a person is… My CFO and COO, Laura. We’ve worked together for almost 12 years and she really is able to be very candid and honest about where I’m doing great and where I have opportunities to grow. The key to success is… Knowing that perspective is everything and any situation can have a purpose or an opportunity. I’d like my friends to describe me as… Intense, energetic, and always up for a little adventure. My personal motto is… I have two! They are: everything happens for a reason, and the answer’s always no unless you ask. One necessary item on my life’s “to do” list is… Go to the Burning Man Festival!

Franchise Canada January | February 2020 91

Q A

ASK A FRANCHISE EXPERT What is validation? When does it happen? And, how do I make the most of it? VALIDATION IS PART OF THE RESEARCH PROCESS when you, the prospective franchisee, interview franchisees in the franchise systems you are investigating. It is one of the most important parts of your research. And it’s one of the reasons I love the franchise industry: you hear facts directly from owners to help you gain a deep understanding of the business opportunity. It’s like trying the opportunity on for size. Every franchisor is going to have their own franchise research process and the timing of validation may vary from one franchise to the next. Typically, validation spans the middle third of your research, beginning three to four weeks after you start your research. Wouldn’t it be great if we could talk to owners right away? Actually, it wouldn’t. Webster’s Dictionary defines validation as: to support or corroborate on a sound or authoritative basis. So, by definition, we need some information first. Franchisors provide this as you progress through their research steps. Delaying validation until you have had sufficient learning about the business allows you to confirm if, from the perspective of an owner, the opportunity remains positive in your eyes. Franchisors appreciate and respect their franchisees’ time and the fact that the owners are taking time out of their business to speak with you. Franchisors want you to have completed sufficient due diligence prior to validation to ensure that you have meaningful dialogue and maximize your learning, while requiring as little of the franchisee’s time as possible. That, and the franchisor owes it to their owners to vet candidates prior to validation. How: Until now, the franchisor has been driving the process. Now it’s your turn. You set the script for the oneon-one conversations with owners – aka the authority. There is no set number of franchisees you need to speak with. Different folks have different needs and you can tailor your approach to fit. I recommend my clients aim to speak to between eight and 10 franchises as a minimum. If you felt ready to proceed with a franchise after speaking to three or four, I would encourage you to speak with more. If you talk to 10 owners, but still feel there are pieces of the puzzle missing, I would suggest you keep talking to more owners. How many is up to you. You’ll know when you’ve validated enough. (Typically, it’s because you keep hearing the same information again.) By this point you will have learned a lot from the franchisor. Now it’s time to find out if it’s true - from the owner’s perspective. A lot of your questions will be aimed at flushing out the opinion on key areas, so, you might ask ones like “how would you rank the quality of the ongoing

92 Canadian Franchise Association

support from head office?” Think like a reporter – keep asking questions on the same theme to dig deeper. For example, if an owner ranks the quality of ongoing support as a six out of 10, ask questions to better understand. What’s missing that might otherwise score it a seven, eight, or 10? The strategy is to speak with a wide range of owners experiencing different levels of success. This should include some top performers, some of the middle-of-theroad, or “happy camper” franchisees, along with some that are struggling or not very successful. You can also speak with some that have left the system too. There are a lot of great resources that have lists of questions to ask franchisees. They’re long enough that you won’t get through the entire list with each franchisee you talk with. Prioritize your questions and re-evaluate as you progress. You can tailor your calls to meet your criteria too. Perhaps you want to concentrate on specific owner situations. Examples could be demographics, prior backgrounds, length in operation, husband-wife teams, similar market sizes, or weather factors. The franchisor and franchisees can help you meet your specific needs. Here are a few tips and suggestions to help you get the most from this important step in your research: Factor your bandwidth It takes a lot of time to validate. You’re going to go from one or two calls a week with a franchisor to suddenly trying to schedule and orchestrate more than eight calls in a short amount of time. Budget enough time so that you make the most from validation. Clearance from the tower Wait until you have permission from franchisors to begin validation. There is a reason why the franchisor times validation when they do. You might see trying to validate early as being keen, but the franchisor likely sees it as someone who can’t respect or follow their system. We don’t want that!

www.cfa.ca | www.FranchiseCanada.Online

(continued on page 97) Grant Bullington Franchise Specialist FranNet gbullington@frannet.com

Q A

ASK A LEGAL EXPERT

How do I choose the franchise that suits me best? THE DECISION TO INVEST IN A FRANCHISE is a major one and cannot be taken without engaging in an array of due diligence investigations. Legal and financial considerations are, of course, essential factors when considering a franchise opportunity and the wide assortment of franchised businesses. Franchising crosses all industry sectors and includes a wide variety of goods and services businesses ranging from large brick-andmortar locations to home-based businesses. While all franchised businesses offer you the opportunity to be “in business for yourself but not by yourself,” each business requires significant effort and attention to be successful. Many consider their own financial circumstances as a key factor in assessing franchise opportunities. However, as the purchase of a franchise is both a significant financial investment as well as a long-term commitment, there are many other matters that need to be considered, even before canvassing the available franchise opportunities. At the outset of your decision towards business ownership and entrepreneurship, it is wise to first embark upon a personal analysis as part of your due diligence. Many would argue that the perfect franchise is one that matches with your core interests; in essence, a marriage of the franchise system’s offering with your personal interests and aspirations. In deciding then whether a particular franchise is right for you, keep in mind that not everyone has the character suitable to be a franchisee and not every suitable franchisee is the right fit for every franchise. One of the keys to a successful franchise business is a good match between the franchisee and the nature of the goods and services being offered. Each franchisee is an integral part of a network of similar businesses, all of which are required to be operated uniformly and in accordance with the franchise system’s standards and procedures. If your nature is one that is amenable to taking direction, then you may be well-suited to franchising and the requirement to “follow the rules.” However, if you are by nature inventive, creative or resourceful, you may be easily frustrated having to follow the rules which support uniformity throughout the franchise system and without the opportunity to bring your own ideas to the table. “Passion” is a word that is used often, both from those making decisions to expand their business and from young people considering their future career path. It is not surprising that some of the most successful businesses and successful businesspeople are those that have a true passion for what they do and are able to per-

severe in order to achieve their goals. That same passion should be your starting point when deciding which industry sector(s) to explore as you consider the purchase of a franchise. The purchase of a franchise should not be viewed merely as buying yourself a job, a career or an opportunity to be explored. Rather, the purchase should be viewed as an investment in your future and should involve an opportunity to become involved in a business or industry that you are enthusiastic and passionate about or one in which your own know-how and past experience can be used to advantage. Other factors are similarly important and can actually help to limit the choices available. Your personal and family circumstances are a crucial factor – are the workload and the hours required of a particular franchise business compatible with your lifestyle and able to accommodate your family responsibilities? A retail or restaurant operation will require significantly more hours than one in which you are at liberty to set your hours of operation, such as some home-based or service businesses. Equally important, do you have sufficient personal savings and available credit to establish the business and operate the business during the start-up period? Undercapitalization is likely the most common reason for failure of franchised businesses. Consultation with an accountant or banker can assist you in realistically determining the financial resources necessary to sustain your operation during the early days of operation of your franchised business. Too often, the purchase of a franchise is seen by prospective franchisees as the easy road to financial success. Purchases are made within industry sectors that the franchisee soon discovers does not match with his or her personal likes or that requires more effort and longer hours than anticipated. Due diligence is essential to making an informed decision to invest in a franchise This not only requires that you investigate the franchisor and its system, but also that you investigate yourself to ensure the perfect match.

Debi Sutin Partner Gowling WLG (Canada) LLP debi.sutin@gowlingwlg.com

Franchise Canada January | February 2020 93

FRANCHISE TUTORIAL

TUTORIAL 7: THE FUNDAMENTALS OF FRANCHISING

INTRO TO INITIAL TRAINING ONCE YOU’VE BEEN GRANTED A FRANCHISE, one of the first things that will happen is initial training. This training provides you with the knowledge and skills to duplicate the franchisor’s proven business model and to provide a consistent customer experience. Training is the foundation of a strong franchise system. Successful franchising is all about duplication and consistency. A brand is strongest when the customer has the same experience each time they visit a franchised location, no matter what time of day or which location. The only way that brand consistency can be accomplished is through training. Initial training is so important that it’s typically mandatory. Some franchisors will even go so far as to stipulate in the franchise agreement that if initial training isn’t successfully completed, the franchise licence can be terminated, or that the franchisee must repeat the training until all of the necessary skills are learned. During training, new franchisees must set aside any preconceived ideas of how the business should be run, and be open-minded to learning new methods that are being taught by the franchisor. This can sometimes be difficult for franchisees that have been in business for themselves before, especially if it’s in the same industry. The franchisor will be assessing your ability to learn and to adapt to their method of doing business. The goal of initial training is to ensure that a franchisee has all the knowledge they need to be successful and to duplicate the brand. Someone wanting to get involved in a franchise is usually looking to be shown how to do this, as they don’t want to have to figure it out themselves. In addition to training the critical elements that make the brand, strong franchisors will also provide training in all aspects of running a business. Key areas that are typically covered in an initial training program include the following: • Initial site selection and store build-out • Operating standards and procedures • Technical operations for providing the service or product • Merchandising • Recruitment, retention, and management of employees • Training of employees • Marketing, advertising, and public relations • Financial management and controls

94 Canadian Franchise Association

• Administration • Point of sale systems • Approved suppliers The duration, costs, and where the training is conducted will vary from franchise to franchise, depending upon the maturity of the franchisor, the complexity of the business model, and the industry. Some franchisors provide training in a group setting at the head office, while others provide training one on one at the new location. Some franchisors provide initial training for several weeks, while others have training that lasts several months. Some franchisors include the training costs in the initial franchise fee, while others charge a training fee over and above the initial franchise fee. Costs for flights, accommodation, and meals while attending the training are typically paid by the franchisee. Who attends the initial training will vary from franchise to franchise. In some cases it’s strictly the franchisee, in other cases it includes the franchisee and key management, and with some franchises, the training may include all new staff. As a result of the large variations, the only way that you’ll understand the details of the initial training is to carefully review the disclosure document provided by the franchisor and ask a lot of questions. Often the disclosure document will provide a training outline. Ask the franchisor critical questions so that you have a good understanding of what the initial training entails: who, where, when, and what. Talk to existing franchisees and get their input and impressions of the initial training. Some franchisors may let you review the operations manual or sit in on a part of a training program so that you can get a sense of the quality of the initial training. Don’t be afraid to ask the franchisor your questions to learn as much as you can about the training. There’s a lot to learn when you’re starting a new business, especially when it’s in an industry in which you have had no previous experience. Good training is more than just how to make the product. It’s all about how to duplicate a complete, proven business model. A good initial training program provided by the franchisor will instill you with confidence and start you off on the right track to building a successful business.

www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE TUTORIAL

TUTORIAL 8: THE FUNDAMENTALS OF FRANCHISING

INTRO TO ONGOING TRAINING GREAT FRANCHISORS DON’T STOP at providing initial training. They provide ongoing training and support designed to continue to develop the skills of the franchisee and franchisee staff for the duration of the franchise agreement. As with initial training, the details and extent of ongoing training varies widely between franchise companies and requires you to ask a lot of questions. Not all franchisors provide ongoing training, so don’t assume that they do. Franchise licences will often have a term of five to 10 years, or longer. During this time, the business model should evolve. New products, technology, and innovations require that franchisees have ongoing training to keep current with the evolving brand and continue to be competitive in changing markets. When the quick service restaurant (QSR) franchises started in the ’50s, the menu often consisted of only burgers, fries, and milkshakes. Today, QSR menus have dramatically changed to remain competitive in the market, to respond to the growing trend towards healthier food choices, and to provide menu items for meals such as breakfast. All of this change requires training so that the entire franchise system evolves together, and the customer continues to have the same experience at each franchise location. Strong franchise systems will define clearly that ongoing training is mandatory in their franchise agreements. Depending upon the franchise and the industry, ongoing training is often provided for employees of the franchised location. This can be useful in assisting you when dealing with a business that is technical and needs welltrained staff. There is also advanced training for franchisees who wish to take the business to new levels. The ongoing training updates franchisees and their staff on new products, services, or system-wide enhancements. Franchisors will use training to introduce new technology, marketing programs, and other initiatives. There may be a charge for sending employees to ongoing training, or it may be covered as part of your ongoing royalties. Be sure to review the franchise agreement to determine who is responsible for the costs. Typically, you’re responsible for paying the employee’s salaries, flights, accommodations, and meals during their training. Franchisors may have reduced these costs by the method of delivering the ongoing training to the franchisee. Some franchisors have set up regional training cen-

tres to minimize travel. Others have support staff from head office go out into the field and provide training at the franchised location, and some have set up online training over the internet or via video so franchisees and their staff can get training at their own convenience. Training is also often delivered as part of national conferences or regular regional meetings. Franchisors that put a lot of emphasis on ongoing training will use all or a variety of these methods to deliver the training and get the new information out. Providers of ongoing training are not limited to the franchisor. The franchisee may look to other education sources over and above the training provided by the franchisor. Suppliers of products to the franchise system may provide training to update franchisees and ensure that the franchise staff is knowledgeable when representing these products to end-user consumers. There may also be tradeshows and conferences put on by industry associations to provide further education. The franchisor often communicates these external training opportunities to the franchisee. Successful franchisors put a heavy emphasis on ongoing training. The goal is to ensure that the franchise system is consistent as a whole and continues to be competitive as industries change and evolve. The quality and thoroughness of ongoing training often has a correlation to the quality of the franchise system, and ultimately, your success. Be sure to ask questions and ensure that effective ongoing training is provided when you’re researching franchise opportunities and choose to be part of a franchise system that has a long-term view of the business.

Franchise Canada January | February 2020 95

FIND YOUR FRANCHISE AT FRANCHISE.ORG

Unleash your potential as a franchise business owner. At the International Franchise Associationâ&#x20AC;&#x2122;s website, franchise.org, you can search, select and compare thousands of franchise businesses by industry, investment level and keywords. Check it out today and be in business for yourself, but not by yourself.

FRANCHISE TUTORIAL

STUDY QUESTIONS TUTORIAL 7

TUTORIAL 8

1. Initial training provides a franchisee with: a) a n opportunity to operate a franchise for six months under the supervision of head office staff. b) the knowledge and skills to duplicate the franchisor’s proven business model and to provide a consistent customer experience. c) educational opportunities through industry associations.

1. Ongoing training updates franchisees and their staff on: a) new products, services or system-wide

3. As franchising is a business model, initial training is the same for every franchise system. True or False? a) True b) False 4. Costs for flights, accommodation, and meals are always covered by the franchise system. True or False? a) True b) False

2. There is often a correlation between the quality and thoroughness of ongoing training and: a) t he franchisor’s level of post-secondary education. b) the franchise fee. c) the quality of the franchise system and ultimately, your success. 3. You may only receive ongoing training from your franchisor. True or False? a) True b) False 4. Ongoing training is also provided via Internet and video. True or False? a) True b) False

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

2. During initial training, new franchisees must: a) s et aside any preconceived ideas of how the business should be run. b) be open-minded to learning new methods that are being trained by the franchisor. c) both a) and b).

enhancements. b) head office staff changes. c) n ew products and services of competing franchise systems.

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

ASK A LEGAL EXPERT (continued from page 92)

speaking about a particular area (for example: financial performance, income, financing).

Manage your optics It is important to be professional in your dealings with franchisees. Basics, like calling when you say you will, keeping to the agreed upon length of time, and being courteous and respectful, matter! Smart franchisors circle back with their franchisees to get their opinions on the prospective franchisees they spoke with. It is better to have the owners providing positive feedback to head office.

Look for victim mentality When you’re speaking to underperforming franchisees, look for who or what they blame for their lack of success. Is it everything under the sun (wrong logo, my market is different, their approach doesn’t work)? Or can they accept that they are at least partially responsible (I don’t work that hard, follow the systems, underinvest in marketing, staffing, picked a wrong location)?

Not all owners will validate Franchisors cannot require their franchisees to participate in validation and some owners simply won’t. It could be fatigue from years of validating, or any number of other reasons. Some franchisees may also decline

While validation is only one of many steps in the research process, it can be the most productive phase. You stand to learn a great deal of information and insight straight from owners which helps you make a sound, safe decision.

Franchise Canada January | February 2020 97

Franchise Canada is the voice of Canada’s franchising industry, and is here to help you make your dreams of business ownership become reality. Head to www.FranchiseCanada.Online for franchisee success stories, videos, expert advice from industry leaders, and more engaging content to help you achieve your franchising goals.

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• Get an insider’s look at the people behind some of Canada’s biggest franchise brands

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AWARD WINNER!

Franchise Canada won Gold at the inaugural National Magazine Awards: B2B for the “Millennials in Franchising” regular editorial department.

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Helping you do more business is our business. When you accept American Express® Cards, you gain access to higher spending customers and a greater number of business clients. We also help franchisees grow through business solutions that include cash flow management, providing working capital opportunities and lucrative rewards. Contact us to find out more about how we can help your Franchise grow. CFA Member Since: 2017 Web: www.amex.ca/canadianfranchiseassociation Email: franchisesolutions@aexp.com

BDO Canada LLP 20 Wellington St E Toronto, ON M5E 1C5 Phone: (905) 633-4942 Fax: (905) 633-4939 Web: www.bdo.ca Email: llittle@bdo.ca Contact: Lyn Little, National Franchise Leader BDO understands that the changing business landscape and shifting market trends means that traditional franchise business models may be jeopardized. Our experts help franchisors and franchisees devise plans to implement key business and financial strategies to deal with these issues. From compliance such as FDD reporting, domestic and international tax strategies and risk management, to cloud accounting, financing, M&A and strategic growth services, we can help you accomplish your goals. In Business Since: 1921 CFA Member Since: 2000

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 Email: franchising@brownsrestaurantgroup.com

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CEFA Early Learning is looking for franchise partners to open early learning private schools for children under 5 across Canada. If you love being around children and families, have high standards, and believe in the value of education, you could own a CEFA School that uses the CEFA Enriched Curriculum and CEFA Certified Teachers. We have over 20 years of experience that we can use to help you get started today. Franchise Fee: $70K Startup Capital Required: $300K Investment Required: $650K-$2M Available Territories: United States, All of Canada Training: Provided Franchise Units Canada: 22 In Business Since: 1998 Franchising Since: 2003 CFA Member Since: 2011 Learn the Top 10 Reasons for Owning a CEFA Franchise at www.cefafranchise.com or email franchising@cefa.ca for more information.

Chuck’s Roadhouse Bar and Grill® is an innovative concept with a competitive advantage in the casual dining industry – An advantage that places them as one of Canada’s fastest growing franchises year-after-year. Having premium locations throughout Ontario, industry-leading sales and sales growth, low royalties and marketing costs, turn-key buildouts, and optimized operations support; this low-cost investment provides franchisees with exciting returns. Schedule a meeting with their development team to learn about the growing demand from guests across Ontario, your opportunity as a restaurant owner and their continued expansion. Food the way it ought to be, priced the way it used to be! Franchise Since: 2015 Franchise Fee: $50K Investment Required: $250K-$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 • No initial franchising fee for new bakeries • Flexible financing options Awards 2015 Recipient CFA Award of Excellence in Franchising, Silver Award Winner

Brighten up your business life A well-established franchise concept specializing in breakfast, offering our guests quality food and service in a warm, family atmosphere. Our restaurants are typically open from 6 a.m. to 3 p.m., Monday through Saturday, and from 7 a.m. to 3 p.m. on Sundays: a schedule that offers balance between your business and personal life. All the right ingredients for a successful restaurant! If you’re an enthusiastic entrepreneur with passion and drive who’s interested in brightening up your business life, please contact: Jim Jenkins, Senior Franchise Recruiter, at 905 673-2672, ext. 264, or jjenkins@chezcora.com.

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

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www.cfa.ca | www.FranchiseCanada.Online

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Crepe Delicious is the largest and fastest growing creperie and gelateria. Specializing in innovative 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 in a open concept kitchen for customers to witness their food be prepared fresh before their eyes. Not only do we offer our numerous sweet crepes, we also offer savoury Crepes with hearty veggies and proteins to satisfy any craving. Our premium gelato is a perfect complement to Crepes, which is proudly made in house with fresh ingredients, while also offering vegan options. Our unique concept combines 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.

We are a world-class franchisor with a commitment to quality, having more than 7,100 stores in more than 29 countries. DQ Grill & Chill® offers a variety of soft-serve treats along with a full line of hamburgers, hotdogs, chicken and salads. As an ongoing expansion program, we are presently accepting applications for DQ® franchises across Canada. Candidates must have business acumen, superior people skills and desire to work with a proven franchise system. A DQ Grill & Chill® has a total investment of approximately $800,000 - $1,200,000 or more. The candidate must have a minimum of $400,000 cash available. A DQ® Treat location can be in major shopping malls or as a free-standing unit. The total investment for a retail store is between $300,000 $500,000 and up to $800,000 for a free-standing unit. Applicants must have a minimum of 40% project cost in cash to invest. www.dq.ca Contact: Tammie Verna at tammie.verna@idq.com or 905.637.4741

www.crepedelicious.com info@crepedelicious.com Phone (905) 326-2969 Toll Free (877) 582-7373

Grab the Day by the Eggs®

Driverseat Driverseat Chauff eur Services Chauffeur Services Driverseat emerging trend trendininhome homebased basedfranchise franchise Driverseat isis the the latest latest emerging systems, in personal personaltransportation. transportation.Our systems,blazing blazing aa new new industry industry in Our franchise partners specialize in marketing, strategizing and franchise partners specialize in marketing, strategizing and growing growing their business, while their Coachmen (drivers) focus their business, while their Coachmen (drivers) focus on transporting on transporting customers and their vehicles, unique customers and their vehicles, through 4 uniquethrough services.4Protected services. Protected throughout territories available territories throughoutavailable Canada and the U.S. Canada and the U.S. Totalcapital capitalrequired required-- $20k • Total $43kto to$35k $48k InnovativeTechnology Technology Platform Platform • Innovative $21,000franchise franchisefee fee • $19,000 Homebased based • Home Noneed needfor forinventory inventory • No Significant industry size size • Signifi cant industry Nocapital capitalreal realestate estate leases leases • No tierextensive extensivetraining training program program • 4 4tier

• Assisted Transport • Airport Chauffeur Assisted Transport

Airport Chauffeur

• Designated Driver Vehicle • Vehicle Chauffeur Designated Driver Chauffeur

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

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 14, USA 7, International 8 Corporate Units: Canada 2, 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 x 225 / (833) 838-EGGS (3447) Fax: (514) 282-8115 Web: www.eggspectation.com Email: sr@eggspectation.ca Contact: Sanjeev Rohailla, Director of Operations

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Famoso Italian Pizzeria + Bar Famoso is a premium casual full service Italian Pizzeria + Bar passionate about authentic ingredients, pizza techniques from Naples and Italian family kept recipes. Famoso serves traditional Neapolitan pizza & New York Sicilian-Style thick crust pizza, as well as traditional Italian dishes, including tapas, pastas, sandwiches & entrees. All our restaurants offer dine in, takeout and delivery. A typical restaurant location is 2,200-2,500 square ft. with a rustic-modern decor. Famoso Pronto, is an owner-operated fast, casual restaurant with Famoso’s same authentic Italian menu. This streamlined, compact size version offers a lower investment, in combination with quick table turns for an efficient business model that maximizes profit. Franchise units in Canada: 29 Franchise fee: $45K Investment required: $700K (full size), $400K (Fast Casual Pronto style) Training: 8-12 weeks Available territories: All of Canada, US In business since: 2007 Franchising since: 2009 CFA member since: 2012 Phone: 1-888-597-7272 (West)/ 647-234-2363 (East)/ 1-888-597-7272 (International) Email: West - partner@famoso.ca/ East - debbie.dmdfranchiseconsulting@gmail.com / International- jkang@famoso.ca www.famoso.ca

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

GEM Health Care Services, founded in 1994, is one of the largest privately owned health care agencies in Canada. Its quality management system is internationally certified with ISO 9001. GEM offers franchisees a proven private health care services business model and seeks committed franchise partners to develop their businesses within their areas. GEM franchisee of the year says “you need to be dedicated, have a decent business sense and quite simply, work at it.”

“It’s Gonna Be Great”

Franchise Fee: $37.5K Investment Required: $97.5K–$137K Available Territories: All of Canada Training: 3 Weeks Franchise Units Canada: 1 Corporate Units Canada: 1 In Business Since: 1994 Franchising Since: 2006 CFA Member Since: 2006 For contact information: Gaye E. Moffett, RN, B.Sc.N., M.Ed., Founder, President & CEO 1 877 761 4361 • Gaye.Moffett@gemhealthcare.com www.gemhealthcare.com

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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. 58 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.

Great Clips is the world’s largest and fastest growing salon brand with 4400 salons throughout North America. Our salons are conveniently located in strip malls in over 130 markets. What really makes this business concept unique is the fact that it is recession-resistant, with steady growth and multi-unit opportunity. Manager-run salons allow for flexibility in how you transition into business ownership. No haircare experience necessary! Franchise Fee: $20K (USD) Investment Required: Net Worth $500,000 ($1,000,000 in select markets) Available Territories: Alberta, British Columbia, Manitoba, Ontario, Saskatchewan, United States Training : Yes Franchise Units Canada: 150 USA: 4250 In Business Since : 1982 Franchising Since: 1983 CFA Member Since: 2006 Find out more at www.GreatClipsFranchise.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. 1-800-565-1873 or visit our website at www.janiking.ca or e-mail info@janiking.ca

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

Special Note: Master Franchisor opportunities available in Saskatchewan, Newfoundland and Thunder Bay.

CHICKEN

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

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.

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

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MAKE A LIVING THAT MAKES A DIFFERENCE Oxford Learning is the leading supplementary educational franchise in North America, offering a unique way to make a difference using its proprietary learning methods and materials. With programs for students from preschool to university, Oxford Learning helps students improve their academic skills while developing higher levels of cognition and self-esteem. With more than 125 locations across Canada, a successful Oxford Learning centre does not require you to have a background in education; our comprehensive training, instruction model, proprietary curriculum and ongoing support from Head Office combined with your drive to succeed is the only requirement! Oxford Learning has a unique supplemental education model that does not exist elsewhere. Looking for an opportunity to make a difference in your life and in your community? An Oxford Learning franchise is a great way to make it happen! Discover the rewards of helping children succeed. Make a Living that Makes a Difference. Pick up the phone today. 1-888-559-2212 (ext. 115) or email us at franchise@oxfordlearning.com.

The Pizza Nova story began in 1963 when a young Italian family opened the very first Pizza Nova restaurant. Today Pizza Nova is still family owned, represents over 140 locations across Ontario and specializes in hand-tossed Italian style pizzas that are complemented by an extensive menu of proven favourites. We provide comprehensive training, easy ordering from our HAACP approved commissary, location identification & design, operations support and innovative marketing initiatives that bring customers through your door. Pizza Nova is the Official Pizza of the Toronto Blue Jays, Toronto International Film Festival, and the CNE. Our 56+ years of success continues as a direct result of our uncompromising commitment to providing the highest quality product made from only the finest quality ingredients. In 2015 we became the first Canadian pizza company to introduce pepperoni sourced from beef and pork raised without the use of antibiotics or added hormones. We have since expanded our ‘Raised Without Antibiotics’ profile to include bacon, chicken wings , chicken pollini, grilled chicken, and smoked ham. For more information on Franchise Opportunities please contact Meraj Jamal, Franchise Development Manager Phone: 416-439-0051 ext. 216 Email: meraj@pizzanova.com

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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

www.cfa.ca | www.FranchiseCanada.Online

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Prairie Donair is a quick food service style restaurant without the processed deli meats. We cook all our meat right from scratch in front of the customer. We have a huge selection of veggies and sauces to help provide the customer with the ultimate sandwich he/she can build. Our restaurants have little to zero oil, no deep fryers and our primary sauces are all made in house with low fat recipes. We give the healthy sandwich that customers want without all the preservatives in deli style and pre cooked meats.

Join The Future of Real Estate

As far as the franchise concept, PD (Prairie Donair) is relatively inexpensive capital cost wise; and provides owners with strong profits. Most restaurants, dependent on style and build, can be opened for approximately 90 K to 190 K including the franchise fee. Average sales are between 400K to 600K. Royalties are only 6 percent and the franchise fee including everything is 20K.

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.

Franchise Fee: $20k Start-Up Capital Required: $38k Investment Required: $190k Franchise Units: Canada: 15 In Business Since: 2010 Franchising Since: 2016 CFA Member Since: 2019 Training: 80 Hours Available Territories: All of Canada

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.

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 info.propertyguys.com/franchise-cfa.

https://prairiedonair.com

PuroClean is a leader in property damage restoration and has earned the trust of property owners, insurance professionals, and home service providers throughout Canada and the United States since 2001.

Join the Quesada franchise team and discover the Joy of Mex!

Backed by a comprehensive network of over 230 franchise offices and a national training and business support center, each PuroClean office responds promptly to property emergencies demonstrating a high degree of professionalism and compassion.

• Proven business model

PuroClean certified Technicians are thoroughly screened, insured, and trained in utilizing the latest in mitigation technology and procedures throughout the remediation process, while operating under a strict code of ethics. In addition to serving the needs of property owners, PuroClean offers hundreds of Continuing Education courses each year to insurance professionals and property service providers. In 2014, PuroClean trained over 5,000 insurance professionals, helping them earn their Continuing Education credits. For more information on PuroClean, Please contact Janet Simpson Ph: 1-905-477-7876, toll free: 1-877-261-PURO (7876) E-mail: jsimpson@puroclean.ca or visit www.PuroClean.ca

QUESADA FRANCHISEE BENEFITS: • Affordable entry cost • Canadian owned company with hands-on franchisee support including: ° Site selection, lease negotiation, and restaurant design expertise ° Operational and management training ° Advertising and promotional support ° Systems to build sales, reduce operating costs and increase profitability Three corporate locations and over 125 franchises from coast to coast – with more locations opening every month. Steve Gill Founder & CEO

franchising@quesada.ca www.quesada.ca/franchising/

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RICKY’S ALL DAY GRILL is part of the Ricky’s Group of Family Style Restaurants with 80+ 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

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 388 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. 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. 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

PRIME LOCATIONS ARE AVAILABLE ACROSS CANADA

ONTARIO/ATLANTIC CANADA: LEEMAN REID 1-800-665-8665 x223 | Leeman.A.Reid@snapon.com

Call us at 1-888-597-7272 Email franchising@rickysr.com and ask for an information package. Check out our website: www.rickysfranchise.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

We make restaurants work for you!

Welcome to the home of the original Famous All Day Breakfast™ Canada’s leading full-service breakfast restaurant franchise Fresh is Tastiest™ is the Sunset Grill philosophy. Our guests are loyal to our brand and love our food because we use quality ingredients, healthy cooking methods and our meals are freshly prepared and cooked to order. Our award-winning formula has been perfected through decades of experience operating and franchising successful restaurants. For over 30 years, our owner-operators have enjoyed healthy returns and high profit margins (up to 20 per cent on net sales). We set you up for success with our turnkey build-outs and handson training program. You’ll learn the ins and outs of running a successful and sustainable breakfast restaurant, and you’ll benefit from ongoing professional guidance. Partner with Canada’s # 1 breakfast brand today as we continue to expand over the next 12-month period, opening at least 20 new franchised units across Canada and select markets in the U.S. Join the breakfast revolution today and let us find you a home at Sunset Grill.

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

Visit us: www.sunsetgrill.ca Email us: franchising@sunsetgrill.ca Call us: (905) 286-5833 Sunset Grill. A business that works for you.

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www.cfa.ca | www.FranchiseCanada.Online

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

Since 1992, Turtle Jack’s Muskoka Grill has been committed to providing guests with an exceptional dining experience. Rooted in Muskoka cottage hospitality, the brand has continued to evolve into a premium, casual dining experience suitable for any occasion. Guests can relax and recharge with a fresh, curated menu in a warm atmosphere reminiscent of a meal enjoyed dockside. Franchise Fee: $50K Start-Up Capital Required: $400K-$800K Investment Required: $750K-$2.5M Franchise Units: Canada: 18 Corporate Units: Canada: 1 In Business Since: 1992 Franchising Since: 1996 CFA Member Since: 2004 Training: 12 weeks plus ongoing Available Territories: All of Canada

For more information on The UPS Store opportunity, call 1-800-661-6232 or visit www.theupsstore.ca.

To learn more about a franchise opportunity with Turtle Jack’s Muskoka Grill or Coop Wicked Chicken, contact: Peter J. Fisher • peterjames.fisher@gmail.com • 289-242-6913

The Future is Wellness!

Wild Wing is the largest Chicken Wing Chain in Canada, operating since 1999. Wild Wing specializes in Chicken Wings in 101 unique and proprietary flavours. Wild Wing is the largest Chicken Wing chain based on store count, selling approximately 25 million Chicken Wings each year. Enter a Wild Wing and you will experience a full-service casual dining, western themed restaurant. Currently Wild Wing has 87 Franchised locations, 1 Corporate store and 12 Canlan Ice Sports Licenses Wild Wing locations, for a grand total of 100 locations. Come on board and get Wild!

Community-based, health-focused multi-media marketing. Our approach is simple. We help health-related local brands foster meaningful connections and provide them with multi-media marketing platforms that include: print & social media advertising, branding & visual identity, design, copywriting, and community management. Wellnessnews Choices for Healthy Living® is currently found in 11 communities in Manitoba, 5 in Saskatchewan, 2 in Alberta, and 7 in BC. Area developers, master franchises, multi and single-unit territories are now available for entrepreneurs who are looking for a homebased business that provides them with independence and flexibility to suit their lifestyle. Benefits include in-house creative design, an editorial team, a great reputation, initial training and ongoing support, very low overhead, and long-term residual revenues! Call today to find out if you qualify to own YOUR own exclusive publishing territory. Don’t miss out on this amazing opportunity to make a difference in your own life and in the lives of others. Scaling Franchise Fee Starting at 21,500 Investment Required: 36,320

Franchise Fee: $35,000 Startup Capital Required: $150,000 Investment Required: $200,000-$600,000 Available Territories: All of Canada Training: Yes – 3 weeks Franchised Units Canada: 87 Corporate Units Canada:1 In Business Since: 1999 Franchising Since: 2003 CFA Member Since: 2015 Franchise Opportunities Available Across Canada franchising@wildwingrestaurants.com

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

Franchise Canada January | February 2020 107

WHAT’S NEXT

DON’T MISS OUR MARCH/APRIL 2020 ISSUE! The Women in Franchising Issue On March 8, the world celebrates International Women’s Day, which honours the social, economic, cultural, and political achievements of women across the world. In the spirt of International Women’s Day, this March/April Women in Franchising issue of Franchise Canada recognizes the female members of the Canadian franchising community. More and more entrepreneurial women are entering the franchise world, and here we showcase the hardworking females who have taken control of their own success using the franchise model. With a focus on female franchisees, this issue shares success stories, along with advice and opportunities to inspire all members of the franchising community to dream big, and to make these business dreams come true through franchising.

WATCH FOR THESE ENGAGING FEATURES IN OUR MARCH/APRIL 2020 ISSUE:* WOMEN IN FRANCHISING: In this cover story, Franchise Canada shares the inspiring stories of eight female franchisees, focusing on their path to business ownership and their advice for women looking to start their own franchise business. FAMILIES IN FRANCHISING: Support from loved ones is key to running a successful business, and the four featured families in this article outline how they’re mastering the art of working with family members to maximize their business success. SERVICE-FOCUSED FRANCHISES: Franchise brands across a wide range of sectors are providing services that are helping Canadians with all aspects of their lives, from business coaching and tax services to cleaning and senior care. Check out this feature to learn more about four franchise brands in the services sector.

FRANCHISE CANADA MAGAZINE Published by the Canadian Franchise Association

108 Canadian Franchise Association

AUTOMOTIVE FRANCHISES ACROSS CANADA: Gearing up to invest in an automotive franchise? Here we profile franchise brands that are providing a range of automotive services from one coast to the other. With a variety of opportunities across all investment levels, this article can help drive your automotive franchising search! FRANCHISING YOUR BUSINESS: If you have a business concept that you’d like to expand through franchising, this is the article for you! Here we outline the essentials of franchising your business, from determining whether your concept can be franchised to the best path to successfully make this business leap.

PLUS A SPECIAL FRANCHISE FOCUS ON BEAUTY, HAIR, HEALTH & FITNESS 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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1 YEAR SUBSCRIPTION (6 Issues) for $19.95. 33%

SAVINGS 2 YEAR SUBSCRIPTION (12 Issues) for $29.99. SAVE 50% ANNUAL DIRECTORY for $9.99. (Available in print & digitally)

To subscribe, visit WWW.FRANCHISECANADA.ONLINE.

www.cfa.ca | www.FranchiseCanada.Online

ADVERTISERS’ INDEX Allô ! Mon Coco.. ................................................... 52 www.allomoncoco.com/amc/

Famoso Italian Pizzeria + Bar............... 61 www.famoso.ca

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

American Express.. ................................. 16 & 17 www.americanexpress.ca/ canadianfranchiseassociation

Fatburger.................................................................. 65 www.fatburgercanada.com

Pizza Pizza................................................................ 68 www.pizzapizza.ca/franchising

GEM Health Care Services ..................... 75 www.gemhealthcare.com

Prairie Donair Inc... ...............................................9 www.prairiedonair.com

Giorgio. . ......................................................................... 53 www.giorgio.ca

PropertyGuys.com.......................................... 29 www.propertyguysfranchise.com

Great Clips.................... Inside Back Cover www.greatclipsfranchise.com

PuroClean................................................................... 11 Discover.PuroCleanCanada.ca

Industria Pizzeria + Bar.. .............................. 53 www.industriapizzeria.com

Ricky’s All Day Grill........................................... 61 www.rickysfranchise.com

Browns Socialhouse....................................... 64 www.brownsrestaurantgroup.com

International Franchise Association .............................................................................................. 96 www.franchise.org

Scores Rotisserie................................................ 52 www.scores.ca

Casa Grecque. . ...................................................... 53 www.casagrecque.ca

Jani-King.................................................................... 87 www.janiking.ca

CEFA Early Learning.......................................... 7 www.cefafranchise.com

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

Bâton Rouge........................................................... 52 www.batonrouge.ca BDO..................................................................... 58 & 59 insights.bdo.ca/restaurants Ben & Florentine.. ................................................ 52 www.benandflorentine.com BMO Bank of Montreal............................... 34 www.bmo.com/franchise

Chuck’s Roadhouse Bar and Grill®........ ........................................................................................ 4 & 5 www.chucksroadhouse.com COBS Bread............................................................. 78 www.cobsbread.com/franchising Coop Wicked Chicken.................... 54 & 55 www.thecoop.ca Cora. . ............................................................................... 70 www.CoraFranchise.com Dairy Queen Canada.. ................................... 35 www.dq.ca Driverseat..................... Inside Front Cover www.driverseatinc.com/franchise

Madisons Restaurant.................................... 52 www.madisonsresto.com

Snap-on....................................................................... 15 www.snaponfranchise.ca Steak Frites St-Paul........................................ 53 www.steakfrites.ca TacoTime.. .................................................................. 63 www.tacotimecanada.com The UPS Store......................................................... 27 www.theupsstore.ca

Mary Brown’s Chicken & Taters................ ......................... Outside Back Cover, 18 & 19 www.marybrownsfranchising.com

Toujours Mikes. . ..................................................... 53 www.mikes.ca

Midas International........................................ 79 www.midasfranchise.com

Turtle Jack’s Muskoka Grill........ 54 & 55 www.turtlejacks.com

Oxford Learning.................................................. 13 franchise.oxfordlearning.com

Tutti Frutti Breakfast & Lunch............. 53 www.tuttifruttidejeuners.com

Pizza Delight........................................................... 52 www.pizzadelight.ca

Wild Wing...................................................... 56 & 57 www.wildwingrestaurants.com

AWARD WINNER!

Franchise Canada won Gold at the inaugural National Magazine Awards: B2B for the “Millennials in Franchising” regular editorial department.

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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 2020 109

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GIVING BACK

The Spirit of Giving

Spiritleaf’s Spirit Fund helps the recreational cannabis dispensary franchise give back to local communities BY GEORGIE BINKS

CHARITABLE GIVING might seem like an easy task if you run a franchise. After all, you’re looking to make a difference in people’s lives by donating money and resources to a cause. However, if you’re involved in a franchise like Spiritleaf, a recreational cannabis dispensary franchise, the challenges can be formidable. “As a cannabis company, we’re in a highly regulated industry. In most parts of the country, in many of the regulated provinces, any kind of advertising or any type of charitable giving is quite difficult,” explains Darren Bondar, president and CEO of Inner Spirit Holdings Limited, which owns Spiritleaf. So, the company created the Spirit Fund, its way to work within the regulations and give back to the communities where it operates. Through the Spirit Fund, Inner Spirit Holdings Ltd. announced its support of the Gord Downie & Chanie Wenjack Fund in 2018 with a five-year charitable commitment, as well as the establishment of a Gord Downie & Chanie Wenjack Fund Legacy Room. The Legacy Room is a space created to help educate Canadians about the history of the residential schools and the story of Wenjack, who died of starvation and exposure after running away from a residential school in 1966. Before Tragically Hip frontman Gord Downie died of cancer in 2017, he became involved

110 Canadian Franchise Association

in creating awareness of Wenjack’s plight with an album and graphic novel called Secret Path. “We got involved as one of the legacy members, the first member in Alberta to support the fund with a five-year, $25 thousand contribution,” explains Bondar. “That came about when we ended up getting together with Newstrike Cannabis (the parent company of Up Cannabis Inc.), now owned by Hexo. They had the Tragically Hip involved as one of their early investors and were involved in their creative process. “We thought it was going to be an excellent way to recognize that partnership and Gord Downie’s contributions, and for us to be able to participate in indigenous reconciliation and provide awareness throughout our stores.” Spiritleaf was founded in 2017 and started franchising soon after. By the end of 2019, 45 stores were to have opened, with plans to open 100 in total. Franchises can be found in British Columbia, Alberta, Saskatchewan, and Ontario. “In all of our stores, we have Experiential Hubs – we provide information about the Gord Downie & Chanie Wenjack Fund. So, when you’re shopping through the store there is also this education component that we’re pretty proud of,” explains Bondar. Franchise partners are very supportive of the charitable giving they’ve been involved with so far, says Bondar. “The fact we’re able to give back with the Spirit Fund and the Chanie Wenjack fund being our premier donation to date, I think all the franchise partners are really supportive and proud to be associated with it.”

www.cfa.ca | www.FranchiseCanada.Online

At the opening of one of the first private retail cannabis stores in Kingston, Ontario on April 1, 2019, the company made its second installment of its five-year donation to the Gord Downie & Chanie Wenjack Fund. Bondar says the company has more plans for charitable giving, including expanding the Gord Downie & Chanie Wenjack Fund and working for cannabis-focused issues like cannabis amnesty. Spiritleaf also planned to spend another $50 thousand by the end of 2019 in the various communities in which its franchises operate. “It’s just a matter of identifying the various projects we’re working on and ensuring they’re going to pass, that we’re not going to be offside Health Canada or provincial regulations in making these contributions,” says Bondar. “In every community where we’re opening stores, we’re looking for places where we can do various things, whether it’s art installations or mural projects. We just want to educate and inspire and support the music, arts, and culture communities, so that’s what we’re focused on. As we build out the fund, we’ll be expanding the initiatives and the different things we can participate in,” explains Bondar. Bondar says charitable giving is very important to Spiritleaf. “It’s been kind of our mantra since day one. We’re in a highly regulated, stigma-filled industry and we want to show that a lot of good can be done with it. If we can spread a little bit of peace, love, and harmony through what we’re doing selling cannabis, then we’ve really accomplished something.”

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