Franchise Canada March/April 2020 by Franchise Canada

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MEET THE WOMEN WHO ARE GROWING THE FRANCHISE COMMUNITY

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WOMAN POWER

MARCH | APRIL 2020

74470

94981

Display in business until Apr. 30, 2020

Chauffeur Franchise

Shuttle Franchise

No fleet required Care based approach Work from home Highly scalable Low cost of entry

Build your fleet $20 billion industry Corporate contracts Custom solutions Purpose built free

CFA Franchisees Choice Designation 2 Consecutive years

Winner of CFA Awards of Excellence

9 weeks of online and in-classroom extensive training

State of the art business technology solutions

Chamber of Commerce Innovation Award

open A FREEZER full of THiS WiNTER

Our delicious French Onion Soup and Soup Bowl, available in store

WEâ&#x20AC;&#x2122;VE CHANGED FOR THE BETTER. BE PART OF THE CHANGE.

Franchise opportunities available Nationally Visit us at www.mmfoodmarket.com

ONE OF CANADA’S

FASTEST GROWING

CONTENTS MARCH/APRIL 2020

FRANCHISES

CHERYL VRKLJAN, BEYOND THE CLASSROOM

LAURIE HUBBARD, THE LUNCH LADY

JIENELYN DIMATATAC, JUST LIKE FAMILY

VANESSA WAMSLEY, MR. GREEK

• Innovative concept with competitive advantage • 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

TAMMY-LEE JOYCE, LICE SQUAD.COM

JEN MCCAIN, DOGTOPIA

COVER STORY

She’s the Boss Seven female entrepreneurs who rise and shine

FEATURES

Thinking About Franchising Your Business? 4 BIG questions to consider before you get started

SPECIAL FRANCHISE FOCUS

At Your Service Four franchises that are connecting customers with valuable services

29 Est. 2015 CONTACT US

905-814-8030 chucksroadhouse.com

4 Canadian Franchise Association

KARI CAMPBELL, TWO MEN AND A TRUCK CANADA

All in the Family Four families share how their dynamics are shaping their franchise businesses

Take the Wheel Automotive franchises from coast to coast are helping to drive Canadians’ franchising success www.cfa.ca | www.FranchiseCanada.Online

Special Focus: Beauty, Hair, Health & Fitness Why you should consider a franchise in these sectors!

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

DEPARTMENTS

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

LEADERSHIP PROFILE Building the Franchise Community Canadian Franchise Association (CFA) President and CEO Sherry McNeil shares how her years in the industry are helping to further Canadian franchising

A DAY IN THE LIFE Learning the Language of the Dog Bark Busters franchisee finds success in a second career that allows her to spend time with family

THE FIRST YEAR Transforming Women’s Lives Kristi Bieber shares how she helps to empower women through her 30 Minute Hit franchise

ICONIC BRAND Putting People First KFC provides customers and franchisees with opportunities for personal and professional growth

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

BE YOUR OWN BOSS!

HISE INCREDIBLE FRANC BLE A PORTUNITIES AVAIL OP

FRANCHISE FUN Making the Cut From haircuts to privacy law, Yvonne Mercer has grown alongside the Great Clips, Inc. brand

FRANCHISE TUTORIAL Tutorials 9 & 10 This issue: • Intro to Operation Manuals • Intro to Franchisee Advisory Councils

COLUMNS

10 CFA CODE OF ETHICS 12 INDUSTRY NEWS 80 ASK THE EXPERTS 86 MARKETPLACE 97 ADVERTISERS’ INDEX 98 GIVING BACK

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

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Locations Earnin

125,000

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development@obsidiangroupinc.com

chucksroadhouse.com Franchise Canada

March | April 2020 5

PUBLISHER’S MESSAGE

WOMEN ARE GROWING THE FRANCHISE COMMUNITY

very year, thousands turn to franchising to make the dream of starting their own business become reality. More and more of these entrepreneurs are women: according to The Wall Street Journal, as of May 2019, 35 per cent of franchise outlets in the U.S. are owned by women. Here in Canada, women are following suit, turning to franchising for the many benefits it provides, including work-life balance. In honour of these female entrepreneurs and International Women’s Day on March 8, this Women in Franchising issue recognizes females across the Canadian franchise industry. These women are helping to grow the franchise community through their hard work and commitment to their businesses and communities. Throughout this issue, we share their insights to inspire Canadian entrepreneurs from all demographics, starting with our Women in Franchising cover story on page 17. In this article, we include the stories of seven women from across a range of different franchising sectors. Here, they share their motivations, challenges, experiences, and words of wisdom to help motivate the next batch of female community-builders. You can also find more inspiring female success stories in a special online article available exclusively at www.FranchiseCanada.Online. Beyond the cover story, we also take a close look at two female franchisees and their thriving operations. In the First Year article on page 69, 30 Minute Hit franchisee Kristi Bieber outlines how she moved her family to Vernon, British Columbia specifically to open her location, and the value that comes from providing a strong sense of community and consistently transforming women’s lives. On page 66, we take you through a day in the life of Bark Busters franchisee Michelle Bailey, who switched careers to follow her passion for animals and to spend more time with her family.

6 Canadian Franchise Association

Family is a fundamental part of any successful franchise, especially for women who turn to franchising to find the right work-life balance. On page 29, four families who operate their franchises together explain how their family dynamics strengthen their franchise operations. They also share their advice for franchising as a family unit, including navigating any challenges that arise. As this issue indicates, there are so many opportunities available to women who want to become franchisees. You can find the full online directory of CFA member opportunities at www.LookforaFranchise.ca. For those interested in expanding an existing business through franchising, the “Thinking About Franchising Your Business?” article on page 43 outlines the information you need to know before taking your business down the franchising path. I’ve been a part of the franchise community since I was a student. In the Leadership Profile article on page 63, I share my story, including how I got started in franchising and my experiences with different leading franchise brands that led to my current position as the President and CEO of the Canadian Franchise Association (CFA). The women featured in this issue are already making a difference in their communities. There are so many opportunities available for women in franchising throughout the country, and I look forward to welcoming more female entrepreneurs into our community in 2020 and beyond.

Sherry McNeil President & CEO Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Preferred payment processing rates for CFA members, just like you.

Accept payments with MonerisÂŽ and get preferred rates through your CFA membership. From payment processing products to business management tools, Moneris has the solution to meet your unique franchise needs.

Call now 1-888-552-0341 or visit moneris.com/associations to sign up with Moneris and receive preferred rates through the CFA Member Savings Program. MONERIS, MONERIS & Design are registered trademarks of Moneris Solutions Corporation. All other marks and registered trademarks are the property of their respective owners.

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, Suzanne Bowness, Jessica Burgess, Roma Ihnatowycz, Gina Makkar, David Chilton Saggers, Andrew Schopp, Marietta Snetsinger, Jordan Whitehouse, Kym Wolfe COVER & 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

“

I am very passionate about it and very thankful for the opportunity of Water Babies.

It changed my entire family’s life to be able to own a franchise and having flexibility. I am very excited to help children grow and to teach them a life skill.

“

Alexandra, Franchisee

We allow you to create a life for yourself and your family built on strengthening families, saving lives and helping people.

We have the most comprehensive certification and training program, and highest standards in the world for what we do.

We emphasize scalability, overheads and low initial investment costs.

647 972 4104 • info@waterbabies.ca • waterbabies.ca

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

INDUSTRY NEWS

Your source for what’s happening in Canadian franchising Franchising Demystified Releases 2nd Edition Originally written in 2014, the second edition of the book Franchising Demystified by Wayne Maillet was recently released with new stories, up-to-date statistics, and addressing a more global audience. Whether you are considering getting into a franchise, or have made the commitment, Franchising Demystified provides the tools and insights to help effectively assess which is the right franchise opportunity for you and then how to maximize your return on investment. Real-life examples let you learn from other people’s mistakes and experiences. “The book Franchising Demystified is loaded with practical tips,” comments Peter Drutz of Comfort Keepers Canada. “We provide a copy to every qualified prospective franchisee. It helps them to understand the franchisee-franchisor relationship and capitalize on the benefits of a proven business model.” Franchising Demystified is available at most book retailers or directly from the publisher at www. franchisingdemystified.com. Fatburger Serves Up Premium Burgers at Edmonton International Airport Fatburger is pleased to announce the opening of their newest Edmonton, Alberta location in Nisku, north of the Premium Outlet Collection, Edmonton International Airport. This is the eighth Edmonton location, the 57th Canada-wide. The newest addition to the Fatburger family is owned by franchisee Brad Anstey and this is his fourth Fatburger location. “We are pleased to serve greattasting Fatburger favourites with exceptional customer service,” said

12 Canadian Franchise Association

Anstey. “Quality is our number one priority and guests can expect it when they visit Fatburger EIA.” For close to 15 years, Fatburger has been one of Western Canada’s fastest-growing burger chains acclaimed for serving up award-winning burgers, as well as Buffalo’s™ world-famous wings and tenders. Baskin-Robbins Canada ‘Make it Amazing’ Campaign Yields Successful Results Baskin-Robbins presented a cheque recently for $25,000 to Boys and Girls Clubs of Canada – the result of its “Make it Amazing” campaign, held this summer at its traditional locations across Canada. An annual effort now in its third year, the campaign invites guests to make their ice cream scoops ‘amazing’ by choosing a dipped or fancy dipped waffle cone and then topping it with their choice of fun toppings. For each Make it Amazing scoop sold, BaskinRobbins contributed $0.31 to Boys and Girls Clubs of Canada to support the organization’s out-of-school programs and services.

“We’re ever grateful to our franchisees and guests for their support of our community partners,” says Natalie Joseph, spokesperson for Baskin-Robbins Canada. “As a former member of a Boys and Girls Club

www.cfa.ca | www.FranchiseCanada.Online

myself, it means a lot to contribute to the growth and expansion of existing programs that benefit the youth and communities we serve each year.” Available during out-of-school hours and tailored to community needs, Boys and Girls Clubs promote positive outcomes for kids and teens in education, healthy living, physical activity, mental health, job readiness, leadership, and more – everything young people need to succeed. “From the first day we met Natalie and immersed ourselves into the culture at Baskin-Robbins, we’ve had a good feeling about this partnership,” says Owen Charters, president and CEO of Boys and Girls Clubs of Canada. “We are happy to see this relationship grow and we’re extremely grateful to the generous Canadians who supported this campaign. We look forward to next year’s campaign and helping even more young people reach their potential.” Willowbrae Academy Opens New Location in Calgary, Alberta Willowbrae Academy’s newest franchise location is now open on 19 Royal Vista Link NW #100 in Calgary, Alberta. Owners Harmander Singh Chowdhry, Gurmeet Singh Gupta, Jagdeep Singh Gupta, and Adam Frizzell are very pleased to announce Emily Cisco has joined the team as director, overseeing the new Academy. Emily brings nearly a decade of experience in childcare to her role. Her goal is to provide the best quality care for the children, which involves a child-focused program to set them up for success in their future. “My team is dedicated to providing a wonderful home away from home for kids. A special place where children come to grow,” affirms

INDUSTRY NEWS Chowdhry. “We have created something very unique in Royal Oak with the exclusive advantages of being a Willowbrae Academy franchise, providing secure online live-views for parents, bio-metric access control, healthy chef-prepared meals and snacks, the BodyBreak KIDFIT Program (supported by Hal Johnson & Joanne McLeod of BodyBreak), and individualized daily email reports for parents.” “We are very excited to welcome Harmander, Gurmeet, Jagdeep, Adam, and their entire team to our Willowbrae Academy family,” said Wayne Cochrane, president and CEO of Willowbrae Academy Corporate. “Quality childcare is a priority for families and every day we strive to provide a superior experience for our children, parents, and Early Childhood Educators.” Originating in Dartmouth, Nova Scotia, Willowbrae Academy is a local early-childhood education success story. With Royal Oak as its third location open in Alberta, Willowbrae is taking its formula beyond Nova Scotia, also opening Academies in Ontario and British Columbia. Minuteman Press Printing Franchise in Mississauga Celebrates Grand Opening Thanh and Mike Mitrovic own the Minuteman Press franchise located at 36-1225 Queensway East in Mississauga, Ontario. They recently held

a grand opening and ribbon-cutting ceremony for their family-owned design, marketing, and printing centre. Thanh says, “We are a professional business offering our customers graphic design services, digital printing, and promotional products. We know our clients’ brands are their identity and we want to help them promote their businesses.” The most rewarding thing about owning their business is being able to spend time together as a family as well as connecting with the community, Thanh explains. “Even though we are spending a lot of time on the business, we are also getting back family time. It is also rewarding in that we are getting to know our community, as some of our customers are coming from our neighbourhood, yet we didn’t know about them.” As they continue to build their business, Thanh and Mike are also happy with the ongoing local support that is provided by Minuteman Press International regional vice president Kevin Wittal and field representative Darwin Caswell. “The support has been amazing. We are so happy to be in business and the journey was made that much easier by having the support of Kevin and Darwin locally as well as Minuteman Press World Headquarters. Not only did we purchase the franchise, we bought a commercial unit in which to operate the business. A lot of consideration about how the space would

look and function was needed and the support from MMP was great.” March 2020 Planned for Opening of TWO MEN AND A TRUCK in Windsor, ON Nicholas and Rhoda Udumukwu have acquired the last available Ontariobased TWO MEN AND A TRUCK franchise in Windsor, Ontario, with an expected opening set for March 2020.

Nicholas and Rhoda Udumukwu, TWO MEN AND A TRUCK, Windsor, ON

With 16 years of banking experience, Nicholas immigrated to Canada from Nigeria in 2019 and had been searching for a meaningful business venture. Having completed his due diligence, and with friends who are TWO MEN AND A TRUCK franchisees in Western Canada, he and his wife Rhoda decided that the business model they reviewed met their criteria. Lice Squad.com Signs Multiunit Franchisee for the Greater Ottawa Region Lice Squad.com is pleased to announce the signing of new multiunit franchisee Lisa Tecter, who, along with her team, will be taking care of families and organizations in the Greater Ottawa Region of Ontario. “We wish Lisa all the best of success with her new business venture and welcome to the Lice Squad.com family,” said Dawn Mucci, founder of Lice Squad.com.

Franchise Canada March | April 2020 13

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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.

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.

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franchise.oxfordlearning.com

COVER STORY

SHE’S THE

BOSS

Seven female entrepreneurs who rise and shine BY GINA MAKKAR

Female entrepreneurs are on the rise. In 2018, 1,079,000 self-employed women accounted for 37 per cent of all self-employed people, and over 35 per cent of Canadian women rank 1st in their involvement in newer businesses. As we celebrate International Women’s Day on March 8, Franchise Canada takes a closer look at what it takes to be a femme de carrière. Read on to find out how seven franchise mavens forged a path to success.

Franchise Canada March | April 2020 17

COVER STORY

Beyond the Classroom

n choosing a franchise, Cheryl Vrkljan wanted to leverage her education and mental health background to support children and families. “I was initially drawn to Beyond the Classroom because it meshed perfectly with the things I value most in life: children, family, education, and connection.” Despite the company’s growth and expansion, Vrkljan appreciates that the core value of helping children succeed in their own way remains the backbone of the organization. “It's the reason that Beyond the Classroom attracts fabulous likeminded business owners, who just happen to all be other brilliant women!” She says finding balance when running a business while raising a family is a challenge. “I am the primary caregiver for my family, and the reality is that most women still find themselves in this position, regardless of owning a business. I quickly had to learn to be very efficient in how I use my time, allocate my resources, and decide which activities to be involved in.” Vrkljan fuels her success by surrounding herself with like-minded people, reading, meditating, and constant self-development. “I never stop learning and striving to know more because I know it helps me grow and expand my boundaries to be a better person and business owner.” She says connecting to the purpose and values of a company is a metric of success. “Some important questions I would ask are: Do the core values of the franchise fit with your own core values? What systems are in place to support you as a business owner? What processes are in place to support you when things go wrong, and when things go well?”

18 Canadian Franchise Association

CHERYL VRKLJAN

oto Ph

Lisa Mac oto: Int os

JEN MCCAIN Dogtopia

ormer management consultant Jen McCain was drawn to Dogtopia’s proven model and growth potential. “I knew no matter what learning curve I might overcome as an independent, I would not be able to outpace the growth of a franchised business like Dogtopia.” In addition to the feel-good spirit fostered by a community dedicated to dog care, McCain values the franchisor’s top-down approach to quality control and standards, a benefit to franchisees at the ground level. Though many women before her forged a path to success, she feels female entrepreneurs are still met with scepticism at times. “Even if it’s not overt, there may be an assumption that operations are not as well managed, or that there isn’t the same degree of control over business administration or the business development side. I think it’s the little comments or remarks made in passing that have made me realize that there is still room for progress.” Overall, she says clients are proud to support a female-led franchise. McCain says a big draw for women is the strong support system and collaborative environment a franchise offers. “There’s a safety net knowing that someone always has your back, and that’s an important source of confidence and motivation for females. Franchises are one option that allow women to be bold and venture into business, while leveraging the tailwinds of a whole network.” McCain’s advice? “I would love to get to a place where we drop the “women” led business or “girl boss” label and operate as if there was no option but equal. My advice is do what you have to do to make that happen. Help to remove labels and operate high calibre and inclusive businesses.”

www.cfa.ca | www.FranchiseCanada.Online

COVER STORY

JIENELYN DIMATATAC

TAMMY-LEE JOYCE

Just Like Family

homecare worker and registered nurse, Jienelyn Dimatatac contemplated running a homecare company to spend more time with her young family. In a field fraught with complex rules and regulations, she says partnering with Just Like Family offered a better chance at success. “The system is easy to follow. They have a great training program and excellent 24/7 support to help you grow your franchise fast and steady. I didn’t want to reinvent the wheel. This company already had a proven track record.” In taking her business to the next level, she says being part of a franchise system offers great benefit. Marketing programs and system support alleviate the difficulty of starting a business. “I needed the structure of a franchise system that I can follow and emulate. As a female business owner, I look up to some of my female idols who have made it in their own business.” In partnering with an established brand, Dimatatac says you’re gaining the trust and respect of clients and the benefit of collaborating with the franchisor and franchisees. “I never feel alone. Without franchising, I don’t think I would be as successful as I am right now.” She advises franchisees to choose a franchise that uses their talents and creates a good work-life balance. “Make sure you crunch the numbers. What is my breakeven point? Do I need more capital in the future? What kind of help will the franchisor provide? Is it safe to run a business as a female entrepreneur?”

Lice Squad.com

s a public health nurse, Tammy-Lee Joyce often advised parents of lice treatments by phone, stressing the importance of nitpicking. “It wasn't until my daughter became infested that I realized how inadequate this advice was.” Wary after hours of treatments, she discovered Lice Squad.com. “I'd probably still be nitpicking my daughter's hair if I hadn't found them. The advice on their website was invaluable and saved my sanity and my back.” The experience spurred Joyce to bring head lice services to Newfoundland & Labrador. “The Lice Squad. com franchise appeals to me because it allows me to utilize my business, nursing, leadership, and management skills to provide a much-needed service to my community.” Franchising offered Joyce financial security and work-life balance while helping others and working alongside like-minded people. “I find so much satisfaction in my work. Best of all, I have the support and direction of everyone at Lice Squad.com, from the CEO to my fellow franchisees. I truly am in business for myself but not by myself. I love that.” Often spread thin in the early days, Joyce quickly learned to delegate. “I think as women, we are constantly trying to juggle our many roles, not realizing that we do not have to be all things to all people all the time!” She advises franchisees to know their strengths and ask for help when needed. “Women have so many qualities that translate so well into entrepreneurship. We know how to juggle changing priorities, we know how to delegate, we know how to nurture, we know how to lead, we know how to manage, and we know how to support each other. Being a part of a female-led franchise system has proven invaluable to my personal and professional growth. We need more women like that to serve as role models to others.”

Franchise Canada March | April 2020 19

COVER STORY

VANESSA WAMSLEY

LAURIE HUBBARD

Mr. Greek

pharmacy executive, Vanessa Wamsley wanted to invest in a business with partner Daryll to build sustainable wealth and employment for her family, while maintaining her current career. “Mr. Greek understood our arrangement and was supportive in making it work,” says Wamsley. For a couple with no restaurant experience, system support was integral. “Mr. Greek has been there to guide and assist us throughout the process. I truly appreciate the patience and support I have received. When they say welcome to the family, it truly is a philosophy reflective of how they run their business.” Used to the challenges of upper management, Wamsley says women often work harder to prove themselves and command respect. The new business took her out of her comfort zone, and part of establishing rapport in her new environment is staying open to learning new things, asking questions, and setting realistic expectations. For Wamsley, fresh perspectives create success, and women offer a different approach to running a business. “There is still the stereotype that men are the main income earners and support their families, and things are changing. For me, it is about setting an example and inspiring my daughter to do anything she puts her mind to, and to push herself out of her comfort zone. Only when we challenge ourselves can we aspire to our full potential.” Her advice: have confidence in your abilities. “My focus has always been on success. I can't settle in life. If I don't believe in my own success, nobody will. It’s okay to have doubts and struggles. Everything worth achieving is challenging, but at the end of day, if you want something, you have to believe you can do it, and then do it. Stay focused, stay determined, and keep coming back to your goals.”

20 Canadian Franchise Association

The Lunch Lady

teacher by trade, Laurie Hubbard opened Mother Hubbard ‘N’ Friends Daycare, the first licensed daycare in her Nova Scotia hometown. “I have always been passionate about being able to provide good service to children and their families. I continuously had my eyes open for different opportunities that would allow me to do so.” She came across a social media posting by The Lunch Lady, and quickly realized it was something she had to be part of. “Owning a franchise was something completely new to me. I started Mother Hubbard ‘N’ Friends Daycare on my own. I made all my own decisions, templates, designs, and learned everything from scratch as I went along.” With the groundwork laid by the franchise, Hubbard says that starting over again was a lot less daunting, especially with systems and support in place for an easy segue. It was a big change for a businesswoman who was used to figuring things out on her own. “The Lunch Lady team at head office is top notch. There is always a ton of support and encouragement.” Hubbard takes a hands-on approach, running the day-to-day operations. “I think in order to maintain your business and be able to offer the quality of service you want, that is something you must do.” Her words of wisdom? “Owning a business isn’t easy. It doesn’t stop at 5 o’clock or end on Friday. It is a tough 24/7 job that requires commitment, time, and lots of patience. However, if you are passionate about something and know you can make a difference in someone’s life or help them in any way, don’t wait. Start now. The rewards you will receive are life-changing.”

www.cfa.ca | www.FranchiseCanada.Online

Evan Eis en oto: st a

COVER STORY

KARI CAMPBELL

TWO MEN AND A TRUCK Canada

hen long-time friends considered a TWO MEN AND A TRUCK Canada franchise, they asked seasoned customer service representative Kari Campbell to come on board. “Being an integral part of a team, building something from scratch based in an area where I grew up, seemed very exciting,” says Campbell. Today, she’s the franchisee and general manager of the Oshawa, Ontario location, and has a satellite office in Peterborough. For Campbell, a big benefit of franchising is gaining the knowledge needed to run a successful moving business by executing a proven, step-by-step model. There’s no need to start from scratch or reinvent the wheel, and a proven model offers seasoned processes and systems. “With TWO MEN AND A TRUCK, we have access to company software and digital tools that we may not have been able to afford on our own.” At first, sceptics were wary of Campbell’s ability to perform in a male-dominated industry, but she persevered. “Once you go and help them out and they realize you can more than hold your own, the challenges become fewer and fewer. In my current franchisee role, the knowledge and experience I have accumulated speaks volumes and really helps with any challenges, whether real or perceived.” Campbell suggests that women consider franchise systems that pique interest and capitalize on skill sets. “You have the ability to shop around and find the franchise organization that offers you the most opportunity, and maybe even more important, real support.” Her advice to prospective franchisees? “Make sure you are passionate about the franchise company you choose. Be ready to work hard, because it will become your business path to success.”

FEMALE FRANCHISING SUCCESS STORIES Beyond the seven women featured in this article, there are so many more women contributing to the Canadian franchise community. If you want to hear from more women in franchising, head to www.FranchiseCanada.Online. Here, you can find an all-new exclusive look at successful female entrepreneurs from around the country in a range of different sectors, including food service, the performing arts, education, and more. And, if you’re seeking further inspiration, you can also find previous profiles of successful female franchisees on www.FranchiseCanada.Online by searching “Women in Franchising.”

Franchise Canada March | April 2020 21

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AT YOUR SERVICE

Four franchises that are connecting customers with valuable services BY GEORGIE BINKS

Canadians are a busy bunch, looking to franchises to provide them with services to help improve their businesses or personal lives. Offering a range of services, including business coaching, senior care, commercial cleaning, and tax and financial services, the following franchises are helping to make their customers’ lives more efficient and enriched. Read on to learn more about these customer-centric franchise opportunities!

Franchise Canada March | April 2020 23

AT YOUR SERVICE

ActionCOACH You may wonder how business coaching, a car accident, and underwear are related. Well, Kevin Simpson, manager partner of ActionCOACH, says it all comes down to the dedication of the company’s clients. “I had a client who was getting a start-up – Underware – going. He was in a car accident on the way to our precoaching meeting – his car was written off after another driver hit him. He took his substantial insurance payout, purchased a cheaper vehicle, and put the rest into his coaching. We were able to get him the first ever deal on Dragons’ Den for an underwear company – and got him funded,” recalls Simpson. Founded 26 years ago by Brad Sugars in Australia, ActionCOACH has eight franchise locations in Canada and is now the largest business coaching franchise in the world in 74 countries with more than 2000 coaches. “What makes our system unique is we focus on client results, meaning profitability and other key KPIs that a client’s business must attain to thrive and grow,” says Simpson. “We don’t ask or expect yearly commitments, we actually coach on a month-to-month or quarterly basis. If the client or us feel we are not getting results, either can terminate the agreement.” The global reach of the company is a huge benefit, says Simpson. “Often, we’ll put out a message to our

24 Canadian Franchise Association

global community about a challenge we’re having with a client in a certain – often obscure – industry. Usually within five minutes we have three coaches with direct experience ready to assist.” The ideal franchisee has some business experience. All coaches, firm owners, and master licensees must attend training classes as well as weekly webinars and monthly masterclass events. ActionCOACH has offices in Calgary and Canmore in Alberta and Okanagan in British Columbia, and in Ontario and Quebec. ACTIONCOACH STATS Franchise units in Canada: 14, US: 262, International: 694 Corporate units in Canada: 1 Franchise fee: $49K-$225K (50% financing for qualified parties) Start-up capital required: $150K Investment required: $100K-$416,820 Training: $25K 10-Day Initial Training Program Available territories: All of Canada In business since: 1993 Franchising since: 1993 CFA member since: 2018 To learn more, visit www.LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

AT YOUR SERVICE

Home Instead Senior Care “One of my favourite stories about our Canadian franchise owners is when they all showed up to a meeting at our annual convention dressed as lumberjacks. It showed their sense of humour and camaraderie, but more importantly, how they’re always willing to collaborate and have fun,” says Kathleen McKay, franchise development director for Home Instead Senior Care. It’s that kind of energy that’s built the success of Home Instead Senior Care, explains McKay. “What makes us unique is we customize care plans for clients and their families.” Home Instead Senior Care allows seniors to stay in their homes while receiving a variety of care levels – everything from meal preparation and medication management to hospice support and dementia care. The company was founded by Paul Hogan, who, after caring for his grandmother, was inspired along with his wife Lori to help other families with aging loved ones. “One of the primary benefits of owning a Home Instead Senior Care franchise is you can have your own business in a field that’s addressing a major need for Canada. Home Instead franchise owners enhance the lives of aging adults and their families,” says McKay. McKay says one of the challenges franchise owners can encounter is managing growth. “It’s nice the businesses across Canada are growing; however, as a fran-

chisor, we are constantly working to ensure we are providing world-class support to empower our franchise owner and their teams.” Franchise owners don’t need a background in senior care but should be able to lead a team. McKay says an understanding of business finance is helpful, as is a “heart for serving others.” The franchise offers classroom, face-to-face, and virtual training, as well as ongoing training. Before investing in a franchise, McKay advises talking to current franchisees. With 44 offices across Canada and 1,200 in 13 countries, Home Instead Senior Care has opportunities available throughout Canada, including the Greater Toronto Area, as well as Belleville and Kingston, Ontario. HOME INSTEAD SENIOR CARE STATS Franchise units in Canada: 42, US: 612, International: 393 Franchise fee: $55K Investment required: $125K Training: Initial training, on-site field visits, regional field training, ongoing face-to-face training, 24/7 support Available territories: All of Canada, US, International In business since: 1994 Franchising since: 1995 CFA member since: 2002 To learn more, visit www.LookforaFranchise.ca

Franchise Canada March | April 2020 25

AT YOUR SERVICE Jani-King Canada ‘Come heck or high water,’ could easily be Jani-King’s motto after Hurricane Juan hit Nova Scotia in 2003. “A franchisee and his employees were cleaning multiple accounts in the Halifax area when the storm made landfall,” explains Murray Oxford, president of Jani-King Canada. “As the night progressed, bridges were shut down, power went out, and roads were almost impassable, but the cleaning went on. The franchisee travelled around the city making sure all his employees made it home safely. Cleaning in adverse weather conditions is normal, but cleaning during a hurricane definitely goes above and beyond.” Founded in 1969 by Jim Kavanaugh, Jani-King is one of the world’s largest commercial cleaning franchise systems, this year celebrating its 50th anniversary. Its success, says Oxford, is due to the owneroperator system. Jani-King secures commercial cleaning contracts, selects and trains franchise owners, then provides them with an initial customer base. Benefits to clients include

reliable, trained, uniformed personnel providing a broad spectrum of services from full-service maintenance cleaning programs to on-call emergency service, postconstruction, and renovation cleaning. The franchise offers flexibility and control as far as hours and income potential. Oxford says Jani-King franchise packages are some of the lowest cost investment

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26 Canadian Franchise Association

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Resources

AT YOUR SERVICE

opportunities in the market. “The commercial cleaning industry is one of the fastest-growing segments of the economy. It’s relatively stable and, unlike some other industries, is resistant to the highs and lows of recession.” Previous experience in the cleaning industry isn’t required but franchisees should possess good communication and organizational skills. Each Jani-King franchise owner must complete the Jani-King training program and pass a demanding hands-on test to prove competency and proficiency. Oxford says to achieve success, “Franchisees should become exceptional at customer service and follow all components of the franchise system.” Jani-King has 700 franchisees across the country,

with master franchise opportunities available in Saskatchewan, Northern Ontario, and Newfoundland. JANI-KING CANADA STATS Franchise units in Canada: 700, US: 5888, International: 1911 Franchise fee: Varies with plan purchased Investment required: Varies with plan purchased Training: Yes Available territories: All of Canada In business since: 1969 Franchising since: 1974 CFA member since: 1995 To learn more, visit www.LookforaFranchise.ca

OPENING SOON dq.ca

Franchising Information:

Tammie Verna (905) 637 4741

tammie.verna@idq.com

Franchise Canada March | April 2020 27

AT YOUR SERVICE

A Quebec table celebrating at Padgett’s annual conference party.

Padgett’s annual conference award ceremony. Nancy Stabback and Andy Gubbles (centre) recognized as Leaders Club members.

Padgett Business Services In 1965, Georgia small-business owner Walter Padgett saw his fellow business owners struggling to manage their tax and financial issues. So, he developed a system to help them, founding Padgett Business Services. The company was so successful, it started franchising, moving into Canada in 1986. Today, of the approximately 300 Padgett locations throughout North America, 100 are Canadian. “At the onset of any client engagement, we conduct an in-depth interview to understand the client’s operations, challenges, short-term goals, and long-term aspirations. Then we put together a customer service package best addressing those needs. If you asked our clients, they’d probably say Padgett allows them to focus on operating their business more successfully,” explains Hal Canaan, Padgett Canada’s executive vice president. Challenges for franchisees include hiring, training, and managing staff as the client base grows. As well, because the franchise is knowledge-based, franchisees need to stay current with tax legislation and the fastmoving pace of technology, such as cloud accounting and artificial intelligence (AI). The franchise runs training courses and conferences throughout the year, along with an online franchisee support platform, and provides help from in-house support staff, mainly in the fields of taxation, technology, and marketing. “Having proven systems for efficiently processing and managing client workloads allows a sin-

28 Canadian Franchise Association

gle accountant to administer a large client base. Padgett has a national account partnership with Intuit Canada that brings many opportunities for Padgett franchisees,” says Canaan. Franchisees should have an accounting or financial background, be highly motivated, and possess good interpersonal skills as well as family support and passion for the franchise. “Our franchisees consider our experienced staff in head office to be part of their back office, their research group, and development staff,” says Canaan. For success, Canaan says, “Be it Padgett Business Services or another franchise system, our advice would be to avoid ‘reinventing the wheel.’ The franchisor’s systems and support have been proven to work and can help run a profitable, successful business.” PADGETT BUSINESS SERVICES STATS Franchise units in Canada: 102, US: 205 Franchise fee: $25K Investment required: $45K-$50K Training: Complete program of training and support in Taxation, Marketing, Systems & Technology Available territories: All of Canada In business since: 1966 Franchising since: 1975 CFA member since: 2010 To learn more, visit www.LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

ALL IN THE FAMILY Four families share how their dynamics are shaping their franchise businesses BY KYM WOLFE

Support from loved ones is key to running a successful business, and franchise businesses are no exception. In fact, many franchisees across the country are taking this support to the next level, enlisting their relatives – partners, children, siblings, in-laws, and more – for help in operating their franchises. Keep reading to learn how the four featured families in this article are mastering the art of working with family members to maximize their business success.

Franchise Canada March | April 2020 29

ALL IN THE FAMILY

“If there are problems, we hash them out quickly, and for the most part, we try to help each other and make things easier for each other.”

Concierge Home Services Kathy and Scott Brown first came across Concierge Home Services while searching for someone to check in on their cat and house while they were on vacation. They were impressed with the company’s website and professionalism, and liked the idea of operating a business themselves. “It was good timing for everyone,” says Kathy. Scott had recently retired; Kathy, who ran a commercial embroidery business from home, was ready for a change; daughter Carolyn, freshly gradated in Hospitality, wasn’t sure she wanted to work in the hotel or restaurant sector. “When you start a business, there’s a big learning curve, and you’re bound to make mistakes. We figured that by joining a franchise, a lot of those kinks would already be worked out. The idea of doing home checks and pet sitting appealed to us – the cleaning not as much.” But the Browns have since learned that cleaning is the busier and more profitable side of the business. With eight cleaners on staff and a roster of regular clients, most scheduled for bi-

Your Business. Your Community. Your Future.

30 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

Find out more at www.theupsstorefranchise.ca

ALL IN THE FAMILY weekly cleaning services, the business has continually grown since opening in the Ottawa, Ontario region in July 2016. “Head Office maintains the website and marketing, which can be a huge amount of work, and sends inquiries to us. There is no shortage of clients – the limiting factor is staffing,” says Kathy. From the outset, each family member had specific areas of focus. Scott handles home check-ins and does the accounting; Kathy handles pet-sitting and looks after office administration and receivables; and Carolyn hires, trains, and supervises the cleaners. All three cover cleaners’ sick days and holiday time. Following the initial two weeks of training (policies and procedures, operational and accounting software, and more) the franchise provides ongoing support as needed, from training to improve cleaning efficiency to technology updates. “There’s a lot that goes on behind the scenes with this business,” says Kathy. Working with family has been overwhelmingly positive, she says. “We do work long hours, but really enjoy each other’s company and have the same sense of humour. If there are problems, we hash them out quickly, and for the most part, we try to help each other and make things easier for each other.”

CONCIERGE HOME SERVICES STATS Franchise units in Canada: 6 Corporate units in Canada: 1 Franchise fee: $30K Start-up capital required: $20K Investment required: $28K-$43K (includes franchise fee and working capital) Training: 2 weeks Available territories: ON In business since: 2001 Franchising since: 2007 CFA member since: 2016 To learn more, visit www.LookforaFranchise.ca

Franchise Canada March | April 2020 31

ALL IN THE FAMILY

Kim, Steve, and Michelle McGregor

“If you can’t trust family to always have our businesses’ best interests, who can you trust? Our life is Little Caesars all day, every day – it’s hard to not talk about business.” Dan, Steve, and Lee McGregor

Little Caesars Running several Little Caesars locations in the Hamilton, Ontario area is a family affair for Steve and Kim McGregor. Steve decided it was time to work for himself after working for Little Caesars’ distribution company and corporate head offices for 15 years. The couple purchased their first location in 2004, their second in partnership with Steve’s sister Michelle in 2006, a third in partnership with their son Dan in 2012, and a fourth with their son Lee in 2013. The McGregors run all the stores collectively as a family, which Steve says gives all of them peace of mind. “If you can’t trust family to always have our businesses’ best interests, who can you trust?” On the downside, though, “Our life is Little Caesars all day, every day – it’s hard to not talk about business. And if anything ever happens to the franchise, all of our eggs are in that basket.” “It’s a great franchise if you are going to work in the business, not for a hands-off investor. Expect to work 40 to 60 hours a week,” he adds. Aside from the operations, the family members are actively involved in the community and support a variety of charities and fundraising events. One of Steve’s longest-running recipients is City Kidz, a non-profit organization that runs programs for children and teens in low income communities.

32 Canadian Franchise Association

The biggest challenges in running a QSR? “We work on controlling our food and labour costs every day, to make sure our businesses are profitable,” says Steve. “The QSR market is not growing, but the number of options are. Little Caesars stays competitive with new technology – we just brought in pizza portals. People use an app to order and get a code to unlock the portal – the order will be hot and ready and they can run in and pick it up without having to stand in line.” Steve appreciates that and other innovations, and feels the franchise is well-run and offers excellent training, but adds, “Even with experience, it’s scary every time you open a new store.” LITTLE CAESARS STATS Franchise fee: $20K Start-up capital required: $150K Investment required: $401K-$629K Training: Yes Available territories: All of Canada, US, International In business since: 1959 Franchising since: 1962 CFA member since: 2015 To learn more, visit www.LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

ALL IN THE FAMILY

“We all enjoy the business and much of our conversations are related to it, but we do try to keep family and business separate, especially at family gatherings.” Wendy’s Canada When Tim and Sherry MacLeod lived in Thunder Bay, Ontario the closest Wendy’s location was three hours away in Duluth, Minnesota. When people visited south of the border, they inevitably came back with the same question, “Why don’t we have one here?” So the MacLeods decided to apply, and opened the city’s first Wendy’s in 1996. They were so successful that two years later, they moved to Winnipeg, Manitoba to purchase the eight existing corporate stores in that city. This year, members of the MacLeod family will collectively own 10 locations in Winnipeg and the surrounding area, including daughter Cassy Kolmatiski who is currently operating her first store. Tim and Sherry’s sister-in-law, Nancy Martin, is the office manager and handles payroll and payables for all of the family’s locations. The other MacLeod children are not part of the business. “We all enjoy the business and much of our conversations are related to it, but we do try to keep family and business separate, especially at family gatherings. But even those who do not work in the business like to contribute their thoughts and suggestions to help out,” says Tim. “Some days are more difficult to turn work off as the success of the business does affect the family in so many ways. We are currently finishing a $1.7M renovation at the Wendy’s on St. James Street in Winnipeg and we are slated to build two new restaurants around the Winnipeg area in the spring.”

One conversation that Tim feels every family should have before starting into business together is being clear about how it will end. “You must have a partnership agreement – if for any reason one partner wants to leave, there should be a tool in place to dissolve or buy out the other partner.” Another tough conversation will be about succession planning. “We hear about this from older franchisees who no longer want to be active but want to distribute ownership fairly among their children. Every family is unique. Cassy would gladly take over – maybe she can buy us out in stages over a number of years. It’s definitely something we have to discuss.” WENDY’S RESTAURANTS OF CANADA STATS Franchise units in Canada: 382, US: 5834, International: 554 Franchise fee: $50K Start-up capital required: $1M + Investment required: $2M +/Training: Up to 12 weeks Available territories: AB, BC, MB, NB, NL, NS, ON, QC, SK, US, International In business since: 1969 Franchising since: 1972 CFA member since: 2005 To learn more, visit www.LookforaFranchise.ca

Franchise Canada March | April 2020 33

ALL IN THE FAMILY

“I never feel like I’m on my own. We make a really good team. She’s more comfortable promoting our business in large groups, I’m more comfortable working one on one with clients.”

Carol Savelli and Ashley Dell, Tan on the Run Grimsby and Niagara, ON

Tan on the Run Sometimes you’re in the right place at the right time … and make the right life-changing decision. That’s what happened to Ashley Savelli Dell. With a young child and another on the way, she had just decided that it was time to move to part-time work. She was watching TV with her husband when Tan on the Run (TOTR) made its pitch on Dragons’ Den. By coincidence, soon after, the TOTR franchise in Grimsby/St. Catharines was available for sale. “Within three to four months of seeing the show, my mom (Carol) and I bought the franchise,” she recalls. Four years later, the mother-daughter team has grown the business significantly. Tan on the Run is a mobile sunless tanning franchise that provides tanning services in the client’s home, office, hotel, or other venue. The family-friendly franchise gives Ashley flexibility to work around her children’s schedules, and by partnering with her mom, she says, “I never feel like I’m on my own. We make a really good team. She’s more comfortable promoting our business in large groups, I’m more comfortable working one on one with clients.” Initially the two women tried to split the TOTR work 50-50, but that presented challenges. “We had to be honest with each other, and have a frank discussion about defining our roles,” says Ashley. Carol has always worked full-time elsewhere, and she has continued doing a lot of the promotion at tradeshows and networking events,

while Ashley looks after the administrative and social media work and handles most of the client visits. “I do mobile visits during the week. Wednesday to Friday are our busiest days, daytime and evenings. We don’t get a lot of weekend requests, but when we do, mom will cover those. Niagara-on-the-Lake is such a huge wedding place, we are busy all summer, and then again just before Christmas, slow in January and February, then busy leading up to March break (when people are preparing to head south on vacation) and right through until Halloween,” she says. Most business now comes through word-of-mouth referrals, says Ashley. “You have to be a good people person – some clients are nervous about being naked, so you have to be able to put them at ease, and we get great reviews about that.” TAN ON THE RUN STATS Franchise units in Canada: 37, International: 6 Corporate units in Canada: 1 Franchise fee: $200-$400 monthly Investment required: $10K-$25K Training: One week Available territories: All of Canada In business since: 2006 Franchising since: 2007 CFA member since: 2016 To learn more, visit www.LookforaFranchise.ca

To learn from more families in franchising, head to www.FranchiseCanada.Online!

34 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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TAKE THE WHEEL

TAKE THE WHEEL Automotive franchises from coast to coast are helping to drive Canadians’ franchising success

If you’re looking to jump-start your franchising career, the automotive sector could be the one to help put you on the road to success. In this feature, Franchise Canada takes you on a tour of automotive franchises across the country that are providing a range of services to Canadian customers, from general automotive service and repairs to vehicle rental, windshield repair, and much more. Read on to learn more about automotive franchises that are helping Canadians take the wheel of their franchising futures.

36 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

TAKE THE WHEEL

ACTIVE GREEN + ROSS

COLOR GLO CANADA

Active Green + Ross operates Southern Ontario’s premier chain of Complete Tire & Auto Centres from London to Ottawa and from Barrie to Toronto, with over 65 locations in Ontario. It offers customers a complete line and selection of tires from the world’s premier manufacturers. All Active Green + Ross locations also offer complete general automotive service and repairs to most cars and light trucks.

Color Glo Specialists are ready to help keep their customers’ investments like new. They provide repairing and re-dyeing services for leather, vinyl, plastic, velour, carpet, fibreglass, and more. They also provide exterior blemish repair in the automotive, marine, and RV sectors.

Active Green + Ross franchisees receive access to a turnkey system, initial training, ongoing support, “Protractor” POS software, technical training, and advertising support. Franchise units in Canada: 67 Corporate units in Canada: 4 Franchise fee: $25K Start-up capital required: $150K Investment required: $150K-$250K Available territories: ON In business since: 1983 Franchising since: 1983 CFA member since: 1986

Color Glo is a mobile franchise with over 30 years’ experience and can be found worldwide. Franchisees can buy into a proven franchise system for delivering products and services that are dedicated to the success of each individual business owner. When franchisees buy a Color Glo franchise, they’re buying a complete turnkey business. Franchise units in Canada: 15 Corporate units in Canada: 1 Franchise fee: $45K Start-up capital required: $6K Investment required: $51K Training: Included Available territories: All of Canada In business since: 1999 Franchising since: 2000 CFA member since: 2008

FIX AUTO Fix Auto is part of Canada’s largest automotive aftermarket services network with over 285 locations across the country. Each Fix Auto collision repair centre is owned and operated locally, offering hassle-free care and services that return vehicles to their pre-collision lustre and performance. The company and its network continue to grow thanks to a solid foundation based on entrepreneurship and innovation. Franchise opportunities are available in territories not yet covered by the network. The Fix Auto Guarantee ensures that customers receive impeccable service from a professional and courteous team, and this guarantee is valid throughout the national network. Franchise units in Canada: 285, US: 130, International: 288 Franchise fee: $25K Available territories: All of Canada In business since: 1992 Franchising since: 1992 CFA member since: 2012

Franchise Canada March | April 2020 37

TAKE THE WHEEL

GREASE MONKEY Grease Monkey provides preventive maintenance services and light mechanical repair services that have been helping customers meet vehicle manufacturers’ recommendations and warranty requirements for more than 40 years. Its “Less Hassle, More Hustle” customer service approach is designed to help customers make educated, informed decisions about maintaining their vehicles in a comfortable, no-pressure setting. ®

Grease Monkey® franchisees are fully supported in all aspects of training; site selection & negotiation; third-party financing; marketing & advertising; equipment, inventory, and POS systems; business management and accounting; and national account purchasing. Franchise units in US: 272, International: 69 Franchise fee: $39K Start-up capital required: $78K-$95.5K Investment required: $208K-$442K Training: Classroom, in-centre, internet Available territories: All of Canada In business since: 1978 Franchising since: 1979 CFA member since: 2018

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GREEN MOTION CANADA

LEAKPRO INTERNATIONAL

The Green Motion brand is known internationally as a market leader in the supply of environmentally friendly vehicle rental. The Green Motion brand trades on four core principles: (a) the offer of the lowest CO2 emitting and fuel efficient vehicles for the provision of rent-a-car service; (b) for the company (including its franchises) to operate and abide by its own all-encompassing environmental policy; (c) to provide an unparalleled level of service through its expanding worldwide franchise network; and (d) to provide its environmentally focused rental service at a highly competitive price.

LEAKPRO® is a unique business that the franchisor has developed to take advantage of opportunities in the automotive industry. It is an entire format for operating businesses that specializes in detecting and repairing wind, dust, and water leaks in motor vehicles. One special component of this system is a methodology that the franchisor has refined for leak detection, which uses ultrasonic sound technology and thermal imaging.

Franchise fee: $50K-$450K Corporate units in Canada: 1 Investment required: $100K-$200K Training: 3 Weeks Available territories: All of Canada In business since: 2017 Franchising since: 2019 CFA member since: 2019

www.cfa.ca | www.FranchiseCanada.Online

LEAKPRO® provides franchisees with a tried-and-true business plan, national and local marketing, training, ongoing support, a national network of peers sharing information and strategies, and much more. Franchise units in Canada: 14, US: 2 Corporate units in Canada: 2 Franchise fee: $25K Start-up capital required: $50K Investment required: $50K Training: 4 weeks Available territories: All of Canada, US, International In business since: 1996 Franchising since: 1996 CFA member since: 2016

TAKE THE WHEEL

MASTER MECHANIC Master Mechanic provides full-service automotive repair and maintenance services to both retail and commercial clients through its franchisees, with special emphasis on drivability and engine performance. This is an excellent opportunity for existing independent garages looking to rebrand or for those with automotive and/or business experience who are considering the benefits of owning their own business. You don't have to be a mechanic to own a Master Mechanic franchise. A relentless customer service focus and good business management skills represent the core attributes towards success within the Master Mechanic business model. Franchise units in Canada: 39 Franchise fee: $25K Investment required: $195K-$250K Available territories: All of Canada In business since: 1982 Franchising since: 1983 CFA member since: 2000

MIDAS CANADA With almost 2,100 locations throughout Canada, the U.S., and international and over 60 years of automotive maintenance experience, Midas is proud to be a premier brand in worldclass automotive service. Whether franchisees are looking to convert their business and expand or start a business, as a member of the Midas team, they’ll have the resources they need to meet the demands of today’s marketplace and have the freedom to operate independently while tapping into top-tier training, ongoing support, innovative marketing tools, and the worldwide Midas network. Franchise units in Canada: 153, US: 1000, International: 867 Franchise fee: $30K (varies) Start-up capital required: $75K-$100K Investment required: $320,250$469,517 Training: 3-4 weeks Available territories: All of Canada, US, International In business since: 1954 Franchising since: 1956 CFA member since: 1988

MISTER TRANSMISSION Mister Transmission has been a trusted name in the automotive business for over 55 years. With more than 60 locations from coast to coast, Mister Transmission is Canada's longest and most recognized of established chains in transmission, technology, and related drive line repairs. The Mister Transmission head office will equip franchisees with all the tools they’ll need to get started and be successful, including sales and customer service, technical training, marketing and advertising, operations and profitability support, and ongoing training and support. There are prime growth areas to be awarded, including master franchisee licenses for multiunit opportunities. Franchise units in Canada: 62 Franchise fee: $35K Investment required: $120K-$150K Training: Yes Available territories: All of Canada In business since: 1963 Franchising since: 1969 CFA member since: 1987

Franchise Canada March | April 2020 39

TAKE THE WHEEL

MR. LUBE CANADA

NOVUS GLASS

PRO FLEET CARE

Mr. Lube is Canada's franchise leader in the automotive maintenance services sector, offering fast, warranty-approved vehicle maintenance. One hundred per cent Canadian owned, Mr. Lube provides franchisees a respected brand name, established operating systems, industry-leading training, national purchasing power, national fleet partnerships, and more. Mr. Lube is looking for franchisees who are passionate about customer service, experienced in business management, and meet the financial requirements.

NOVUS Glass is part of the Fix Network, Canada’s largest automotive aftermarket services provider. The NOVUS Glass Mobile Van option offers franchisees a turnkey business solution with everything included to get started. There is also a retail storefront option to add to the mobile business. With over 60 points of service across Canada and growing, NOVUS Glass is a long-standing, trusted brand that consumers have come to rely on for their windshield repair and replacement needs.

Pro Fleet Care focuses on attracting great people who perform exceptional work while serving customers. Its low start-up cost and overhead allow franchisees to grow successful, profitable businesses, giving them a better lifestyle. Pro Fleet Care offers its customers the ability to save money, while protecting and extending the life of their fleet. Pro Fleet Care provides Exceptional Rust Control, on Site, on Time and as Promised.

Franchise units in Canada: 182 Franchise fee: $50K Start-up capital required: $600K-$800K Investment required: $1.5M-$2.0M Training: 3 months Available territories: All of Canada In business since: 1976 CFA member since: 1999

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NOVUS Glass also provides franchisees the support they need to grow each year with an advertising and marketing program tailored to their specific needs. Franchise units in Canada: 60, US: 185, International: 1043 Franchise fee: $49,950 Training: 2 weeks initial training Available territories: All of Canada, US, International In business since: 1972 Franchising since: 1985 CFA member since: 2012

www.cfa.ca | www.FranchiseCanada.Online

The franchise package includes everything franchisees need to get started. Pro Fleet Care offers the motivated investor the opportunity to own a proven mobile business with high growth potential. Franchise units in Canada: 27, US: 15 Corporate units in Canada: 1 Franchise fee: $20K Investment required: $33K-$70K (varies if purchase truck outright) Training: 2 weeks training/ technical/operational/ongoing Available territories: All of Canada, US In business since: 1984 Franchising since: 2007 CFA member since: 2007

TAKE THE WHEEL

SIMPLICITY CAR CARE Simplicity Car Care has simplified the process of owning and operating a collision and car care facility so franchisees can focus on their customers. It has a conversion franchise structure. The Simplicity Car Care operations support team is the backbone of the franchise system and the greatest asset for franchisees, who will have access to experts in all facets of store operations with just a quick phone call. Franchisees receive support with business development, handson employee training, marketing and advertising, dedicated support staff, efficient operating procedures, better buying power, and more. Franchise units in Canada: 11 Corporate units in Canada: 2 Franchise fee: $25K-$35K Investment required: Conversion $30K-$35K, New Facility $300K Training: Provided no charge as inclusive in start-up kit. Travel and accommodations are extra Available territories: AB, ON, NB, NL, NS, PE In business since: 2017 Franchising since: 2017 CFA member since: 2018

Franchise Canada

March | April 2020 41

TAKE THE WHEEL

SNAP-ON TOOLS OF CANADA

SPEEDY AUTO SERVICE

Snap-on is a world leader in the design, manufacture, and marketing of innovative, top-quality, valueadded tools, software, and services to the automotive, aviation, marine, RV, ATV, and related industries. Snap-on franchisees take their well-merchandised “Mobile Store” to their customer’s place of business and provide personalized service and solutions. Custom business software, franchise financing, and customer credit financing is offered. No royalty or advertising fees apply.

As part of Fix Network, Canada’s largest automotive aftermarket services provider, Speedy Auto Service has been proudly serving customers for over 60 years. Speedy is a trusted brand that consumers have come to rely on for their automotive repair and maintenance needs. Year after year, Speedy Auto Service franchisees increase their revenues and build equity in their business. As one of the most iconic brands in Canada, “At Speedy, You’re a Somebody” continues to resonate today.

Some of the benefits of owning a Snap-on franchise include more than 4,500 franchises worldwide, most in-demand product in the category, exceptional training and support, a proven franchise model, and more.

Franchisees benefit from Speedy’s internal systems, training, advertising, purchasing programs, and increasing sales margins.

Franchise units in Canada: 369, US: 3313, International: 899 Corporate units in Canada: 18, US: 138, International: 54 Franchise fee: $8K-$16K Start-up capital required: $34,325$120,543 Investment required: $192,119$476,988 Training: Initial and ongoing opportunities Available territories: All of Canada In business since: 1931 Franchising since: 1994 CFA member since: 1993

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Franchise units in Canada: 66 Corporate units in Canada: 2 Franchise fee: $35K Start-up capital required: $100K Investment required: $100K-$300K approx. Training: 3-6 weeks Available territories: All of Canada In business since: 1956 Franchising since: 2004 CFA member since: 2008

www.cfa.ca | www.FranchiseCanada.Online

TINT WORLD® AUTOMOTIVE STYLING CENTERS™ Tint World® was founded in 1982 with the opening of its first store in Florida, specializing in window tinting, car stereo, auto security, car and truck accessories, auto detailing, and appearance services to create unique “Automotive Styling Centers®.” Today, Tint World® is the largest and fastest-growing window tinting and automotive aftermarket accessory franchise in the world and offers home and commercial solar window tinting and security film service and installations. Tint World® provides 360° store setup, training, and ongoing support. Startup assistance includes site selection and lease negotiation, recruitment assistance, store opening training, and more. Franchise units in Canada: 2, US: 76, International: 4 Franchise fee: $40K USD Start-up capital required: $70K USD Investment required: $179K-$259K USD Training: 3 weeks at corporate headquarters, Boca Raton, FL Available territories: All of Canada, US, International In business since: 1982 Franchising since: 2007 CFA member since: 2011

Thinking About Franchising Your Business? 4 BIG questions to consider before you get started BY MARIETTA SNETSINGER

1. Why should I use franchising to grow my business? As a smart and successful entrepreneur, you’re probably thinking about how you can continue to capitalize on your success and grow your business. As you consider your options, you may find that the franchise business model could be a contender. Let’s start with the most obvious and popular reasons to consider franchising your business: Local connection: What better way to secure the success of a new location/business than to start with a local connection? Expanding into new markets with a franchise partner who has an “invested” interest and the ability to connect with a local audience can go a long way toward expediting growth. Local representation and connection to the brand can help you expand into markets where you just couldn’t build local relationships and connections as quickly utilizing a corporate model. Leverage capital investment: Franchising is a great way to grow and scale a business using other people’s money. This type of growth format allows for a business to expand leveraging the capital of others, i.e. franchisees who are more likely to deliver an exceptional customer experience, and share common values with the franchisor.

Speed of unit expansion: By leveraging the investment of your franchisees, you can expand more quickly and efficiently. In exchange for sharing your “know how” and proven business model, it is possible to have more locations, sooner! Opportunity demand: Simply put, you have a concept that has been successful, and others are willing to pay you for this knowledge. There are many ‘intrapreneurs’ who are seeking opportunities to be in business for themselves and they are happy to invest in your franchise for access to this proven format. They become implementors of your concept at a local level as your franchisee. 2. What make your business “franchisable”? If you’re wondering what makes a business “franchisable” and more specifically, if your business would be a great candidate for franchising, here are five ways to evaluate the franchisability of your existing business: I. Innovative/unique selling proposition (USP) The concept has established a strong brand, including unique and innovative services. The products and service are delivered with a customer-centric approach.

Franchise Canada March | April 2020 43

THINKING ABOUT FRANCHISING YOUR BUSINESS? The company is clear about who they serve and what services/products are offered. Checklist: ❑ W hat makes your business unique and different from competitors? ❑ A re you offering something that doesn’t already exist in your market? ❑ Is your business focused on the customer’s experience? II. Unique franchise proposition (UFP) Creating a concept that has a clear business proposition for franchisees who choose to invest with you is essential. Part of your franchise marketing program will include clearly communicating exactly what sets you apart from other franchise concepts, including proprietary programs which often evolve around acquiring clients and/or staffing your concept. If there is a common challenge within your industry, your concept has a proprietary way of solving the problem. Checklist: ❑ W hat makes your concept stand out among your competitors? ❑ Will someone pay you to learn your business format? ❑ How will you manage franchisee expectations?

YOUR BUSINESS. YOUR SUCCESS.

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

44 Canadian Franchise Association

III. Scalability The business can be duplicated in a different market and steps have been taken to prove this theory by opening a second or multiple locations. The ability to replicate results needs to be established before the business is offered as a franchise investment to others. In addition to being replicated, the business should also have established and clearly defined standard operating procedures. Checklist: ❑ Can the concept be reproduced? ❑ Have you tested ‘scalability’? ❑ Have you added systems to your existing business? ❑ Have you duplicated the business already? IV. Current profitability The business is currently very profitable! You have kept accurate financial records, have a solid understanding of why and what makes your business profitable, and there is a history of profitability over time, including different economic cycles. The profit margins should exceed that of your general industry. Have the financial statements and overhead costs been properly accounted for and is there a history of profitability over time? Taking that one step further, will it be profitable for both the franchisee and the franchisor? ❑ Does the business unit make money today? ❑ Has it been profitable for a minimum of two years? ❑ Do the margins exceed that of the industry norm? ❑ Do you have accurate financial records?

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

2019-02-26 11:01 AM

www.cfa.ca | www.FranchiseCanada.Online

3. What makes it a franchise? As much as franchise systems may differ in products and services offered, the underlying premise of franchising remains the same. Before you begin exploring expansion options, take some time to explore and understand the components of the business model and exactly what it means to establish a franchise system. A little bit of due diligence and understanding early on can go a long way.

THINKING ABOUT FRANCHISING YOUR BUSINESS? The five fundamentals components of a franchise system include: I. Proprietary operating system: The initial franchise fee covers access to the franchisor’s validated and documented business system. A good turnkey franchisor provides help with set-up, initial training, and ongoing support, all designed to reduce the number of “days to first dollar.” The “system” allows the franchisee to expedite their business launch and focus on sales vs. setting up a system and process. II. Brand equity and marketing power: Developing brand standards using the franchisor’s proven system (inclusive of the franchisor’s trademarks) is at the core of any franchise system. Adherence to the system is critical, as it helps manage customer expectations and often factors into a customer’s decision to do business with you. Franchisees may also be required to contribute to national advertising fund programs designed to support more general brand awareness initiatives. This does not negate the need to also engage in local unit advertising initiatives, nor does it mean that “if we build it, they will come.” Brand strength is built upon commitment from all stakeholders.

III. Revenue sharing: For access to the ongoing programs and offered by the franchisor, the franchisee agrees to remit a percentage of their sales to the franchisor. Basically, the brand and the systems which are included within the brand are part of the reason why a customer may choose to do business with your company over another similar brand. IV. Development and distribution of products and services: Timing is everything and ongoing market research on the latest products and anticipated needs of the customers often falls to the franchisor. As a franchisor, you must be aware of industry trends, developments, or products. V. Customer centric: Organizations wherein the franchisor and the franchisor are aligned and focused on delivering client-centric goods and services with an emphasis on loyalty are infinitely more successful. Basically, both the franchisor and the franchisee are focused on acquiring and retaining customers who will use more and more of the products, on a more regular basis … and tell their friends. Making the decision to franchise your business starts with a fundamental understanding of the business model.

Find your plan at janiking.ca/franchise

Franchise Canada March | April 2020 45

THINKING ABOUT FRANCHISING YOUR BUSINESS? No matter which option you choose, if you are prepared and have done your research, you can approach your expansion plan with confidence. 4. Who can help me franchise my business? It takes a team to create, build, and support a sustainable and profitable franchise system. A strong team of experienced franchise experts will allow you to get to market faster and avoid costly mistakes and delays. Franchise consultant Early on, a good franchise consultant can help you make the decision to franchise your business and should act as a quarterback to help you manage the franchise project. They will be invaluable as you move forward with creating and adding systems to your business. They will also be able to help you understand roles and responsibilities between you (the franchisor) and your future franchisees. Figuring out who does what and when early on is fundamental, as this will also have a direct impact on the financial and future fee structure. Franchise lawyer Once you have determined what your system will look like (based on the current proven model), a franchise lawyer can help create the supporting legal documents required to create your Franchise Disclosure Document (FDD). It is important to use legal counsel that specializes in the practice of franchise law so that you meet the constantly evolving laws surrounding the franchise model.

Accountant In conjunction with your accountant, the franchise consultant will be able to help you establish a fee structure for your franchise concept. Their thorough understanding of your business financials will be helpful as you establish your franchise entity. Banker It is important to keep your banker in the loop with your expansion plans. This will also be helpful in the future, should you choose to franchise. Your banker will be familiar with you and your concept and that will help future franchisees as they seek financing for your concept. Marketing professional Branding and marketing strategy for your franchise concept is essential. You may be familiar with how you market locally, but you will need to have a plan and be strategic about how you scale your marketing activity and infrastructure. A marketing professional with franchise marketing experience will prove invaluable as you move forward with your concept. Marietta Snetsinger is a franchise expert and founder of Ascend Franchise Solutions. With over 25 years of franchise experience, Marietta has coached hundreds of franchisees. She is committed to teaching emerging franchisors how to create profitable and sustainable relationships with their franchisees.

START SOMETHING

GOOD A COBS BREAD FRANCHISE

PROUD BUSINESS OWNER

With flexible financing options and no franchise fee on new locations, your dream of business ownership could be closer than you think! Inquire today! COBSBread.com/StartSomethingGood

46 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

HOME-GROWN & LOCALLY-OWNED

100% CANADIAN FRANCHISE SYSTEMS

Sometimes all that’s needed for success is a location and a strong franchise concept – and the founder’s belief and drive to demonstrate just how successful the new system will be given time and investors’ willingness to consider the present and look to the future. The three Canadian systems profiled here are proof of that. BY DAVID CHILTON SAGGERS

Achieve Wellness Spa

Corporate units in Canada: 2 Franchise fee: $35K Start-up capital required: $450K-$800K Training: $10K Available territories: All of Canada In business since: 2014 Franchising since: 2019 CFA member since: 2019 To learn more, visit www.LookforaFranchise.ca

Fort McMurray, the oil town in northern Alberta, has had a tough time of it in the last several years – a devastating fire and heavy flooding in 2016, and continuing uncertainty about getting its resource to market. But tough time or not, that hasn’t stopped Fort McMurray-based Achieve Wellness Spa from establishing itself as a real opportunity and attracting prestigious investor Arlene Dickinson, well-known from her appearances on CBC TV’s Dragons’ Den. Achieve Wellness Spa never appeared on Dragons’ Den, says Alethea Austin, its CEO and co-founder, but the system and business model were promising enough to attract Dickinson anyway. Achieve Wellness Spa’s first location opened in Fort McMurray in 2014 and a second location, also in that city, came on stream in 2018. The first franchise is slated to open in late summer in Edmonton, and in five years, Austin hopes to have 20 Achieve Wellness Spa franchises in Alberta, British Columbia, and perhaps Saskatchewan. “I’m being very

selective with the first few (franchisees). We really need the right people,” she notes. The right people Austin is looking for don’t need a medical or health background, she says, but they must display character and leadership. She says her system has attracted interest from doctors, engineers, nurses, and others, with men making up the larger part of the pool of potential investors. There are two Achieve Wellness Spa franchise models: one that is large and standalone at 5,000 square feet and situated in shopping centres; the other is 2,000 square feet and is typically found in hotels. The cost of the former is $830,000 and the latter costs $450,000. Training takes one week at head office, with a further two weeks of on-site instruction. Austin, who has a background in physical therapy, says Achieve Wellness Spa’s client base is about 60 per cent women and 40 per cent men – all falling in the 25 to 65 age range, although the core client is aged 25 to 45. Achieve Wellness Spa provides such services as massage therapy and physiotherapy, as well as appointments with physicians and naturopathic doctors. The spa side of Achieve Wellness Spa offers treatments including facials, manicures, and more. About 60 per cent of Achieve Wellness Spa’s business is for insured rehabilitation services. As for the benefits of investing with Achieve Wellness Spa, Austin says, “We have a unique selling proposition that comes with multiple revenue streams, and the best marketing in Canada.”

Franchise Canada March | April 2020 47

Osmow’s

Franchise units in Canada: 87 Investment required: $375K-$425K Training: 2 Weeks In business since: 2001 Franchising since: 2009 CFA member since: 2018 To learn more, visit www.LookforaFranchise.ca

A little more than four years ago, Osmow’s had five or six franchises that were operated by family, friends, and the initial franchisees, says Ben Osmow, director of franchising and operations and son of the system’s founder, Sam Osmow. Osmow, a co-owner in the business, explains there are now 87 franchises in the system, most of them in the Greater Toronto Area and elsewhere in Ontario. Osmow’s is also expanding nationally and is already operational in Alberta, with one operating location and more on the way. As Osmow’s expands nationally, it’s looking for some very strong multi-unit operators around the country who are able to best represent the brand in a new community. The cost of a single franchise is between $375,000 and $425,000 Canada-wide, and the company builds new because, as Osmow says, “We want our design to be 100 per cent prevalent.” Osmow’s prefers storefronts – its ideal location is 1,500 square feet – and the brand is also moving into mall food courts as the system continues to expand.

48 Canadian Franchise Association

Training at head office, at either a corporate store in Toronto or Mississauga, takes one day in-class, but Osmow says there’s a further 120 hours of in-store instruction with a corporate trainer. Osmow’s doesn’t require franchisees to have a hospitality or business background, although either one is an asset. What the company looks for first and foremost are franchisees who have their clients in mind. “The main thing for me is customer service,” says Osmow. And he’s also looking for passion about the product and the brand. “We’re looking for go-getters. We’re looking for brand ambassadors,” he continues, because Osmow’s wants to know how much potential franchisees know about the brand and how much they know about their own market. Married couples and those in a younger age bracket make up the bulk of the system’s investors. As for the benefits of investing in the company, Osmow explains that it’s a family business and franchisees are treated like family. It’s also the largest chain of its kind, a market leader, and a very savvy advertiser. Last year, when the Toronto Raptors won the NBA championship, Osmow’s partnered with TSN and two of the Raptors players to create a few commercials. Osmow’s first-ever TV commercials were a huge success and led to one of the two spots winning top ad in the NBA finals for consumer engagement. As expansion continues, Osmow says the exciting Osmow’s brand is looking forward to building an empire with the help of some incredible franchisees.

www.cfa.ca | www.FranchiseCanada.Online

St. Louis Bar and Grill

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 To learn more, visit www.LookforaFranchise.ca

2020 will be a signal year for St. Louis Bar and Grill, with plans to grow to 85 locations nationally and internationally. And, says Shweta Tiwari, franchise sales manager, the company has plans for the U.S. and Korean markets for its casual sports bar menu of wings, ribs, burgers, and more, and its lively ambiance. St. Louis Bar and Grill began in 1992 with one restaurant in Toronto – still in business – and started franchising in 2002, an expansion driven by founder and now CEO Brent Poulton that has leveraged its owner-operator model to achieve success. Tiwari says St. Louis Bar and Grill looks for hardworking franchisees who understand the effort needed to run a franchise. “St. Louis appreciates those with a hospitality and business background, and who display an entrepreneurial streak, a belief in the brand and the product,

the ability to follow direction, and the all-important people skills.” With all those boxes checked, her franchisees are a “mixed demographic,” she says. The turnkey cost of a franchise ranges from $750,000 to $950,000. Management training in Toronto takes three to four weeks, and a new location in St. Albert, Alberta will also become a training store. In addition, there is instore instruction, and St. Louis Bar and Grill assists with finding staff. “We train our franchisees to hire as well,” says Tiwari. St. Louis’s “sweet spot” is a location about 2,000 to 3,000 square feet, she says, and the company retrofits as well as builds new. Another part of what makes St. Louis Bar and Grill such a good investment are the benefits it provides. “We have a very, very strong team,” says Tiwari. “We’re a growing and a focused brand.” Her customers would certainly drink to that. As she points out, in draft beer sales per square foot, St. Louis Bar and Grill is number one in Ontario and number two in Canada.

Franchise Canada March | April 2020 49

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

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

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

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

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

Find inspiration in success stories You can hear firsthand from successful franchisees how they’ve built their businesses through articles, the Franchise Canada Chats podcast, and Franchise Canada TV.

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

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

GET STARTED TODAY! WWW.FRANCHISECANADA.ONLINE

is pleased to present

a Special Franchise Focus on

Hair, Beauty, Health & Fitness Franchises

Featured

in this edition:

Achieve Wellness Spa �� 59 www.achievewellnessspa.com

DermaEnvy Skincare �� 61 www.DermaEnvy.com

Great Clips, Inc. ��54 & 55 www.greatclipsfranchise.com

Oxygen Yoga & Fitness ��53 franchise.oxygenyogaandfitness.com

Sugarmoon ��57 www.sugarmoonsalon.com

SPECIAL FOCUS

A PICTURE OF HEALTH Canadians are more educated and health-conscious than ever before and are turning to health and fitness franchises for help in maintaining healthy and active lifestyles. Whether they’re seeking solutions in the form of nutrition, wellness, yoga, or fitness, Canadians are using the services offered from franchises across the country to try to improve their bodies and minds. While Canadians look to improve their health through wellness and fitness, they’re also interested in taking the time for ‘self care,’ which is where hair and beauty treatments/services come in. Whether they’re getting their hair cut or coloured, getting a pedicure or manicure, or seeking treatments to improve their skin, Canadians are spending money on the services that are helping to make them look and feel better from the inside out. The franchises featured in this special focus are at the exciting forefront of hair, beauty, health, and fitness, and they come out of a long tradition of businesses that offer personal care and health services. Many of the services involved have a history of use that stretches back for centuries. Franchising had a part to play in this history, as well, with hair care the focus of what is considered the first modern franchise system. Read on to learn all about the franchise brands that are providing the services that make Canadians look and feel great! Plus check out some of the fast facts about the fascinating origins of these services, and the history behind the first franchise.

Franchise Canada March | April 2020 51

SPECIAL FOCUS

HAIR SALON HISTORY FAST FACTS airdressing dates H back to ancient Greece, Rome, and Africa. In these cultures, hairstyling was reserved for the upper class and stylists were given high status. n Hair care was mostly done in the home, though men could also visit a barbershop. n In the 17th century, with tall ‘tower’ hairstyles popular among wealthy European and American women, hairdressers were called upon to fashion their hair into these piles of curls decorated with ribbon, flowers, and jewelry. n By 1777, approximately 1,200 hairdressers were working in Paris. n In the later part of the 19th century, hair salons were becoming more popular around the world. n The start of the 20th century saw hair salons become more like the salons we know today, with electric tools and sophisticated treatments allowing for more complicated hairstyles. n

Did You Know?

ne of the first modern franchises was a hair salon pioneered by Oakville, Ontario native Martha Matilda Harper. The former servant opened her first Harper beauty parlour in Rochester, New York in 1888. Her salon, with Harper’s secret hair care formula, reclining shampoo chairs (a Harper invention), and invigorating techniques, was an immediate hit. With demand for her salon services growing, Harper sought ways to expand her business. However, as a woman in the Victorian Era without access to large amounts of capital or bank loans, traditional expansion methods seemed out of reach. Instead, she recruited other women to open additional locations, personally training them to provide services that were consistent with the experience customers raved about at the original shop. Harper eventually expanded her concept throughout North America, Europe, Asia, and South America, and counted politicians, actors and actresses, playwrights, and even royalty among her loyal clients. The franchise she started grew to include more than 500 locations worldwide over more than eight decades in business.

Martha Matilda Harper

Keeping up Appearances ✂ Beauty and personal care continued to post a positive performance in 2018, with the most growth in the skin care segment, driven by consumers looking to maintain healthy skin, and an increasing willingness to spend on highquality, premium products. (Euromonitor, Beauty and Personal Care in Canada)

✂ As of March 2017, 38 per cent of Canadian consumers who are involved in household shopping spent between $20 and $49 CAD on personal care and beauty products per month. In total, Canadians spent an average of $1,300 CAD on personal care in 2017. (Statista, Monthly household spend on personal care products in Canada 2017)

52 Canadian Franchise Association

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The hair and nail salon industry in Canada has shown steady growth in the five years leading up to 2019. The industry, which relies on discretionary purchases of services such as haircuts, hair colouring, hair styling, manicures, and pedicures, has benefited from increased per capita disposable income and spending.

NAIL SALON HISTORY FAST FACTS Dating back to 3000 BC, nail polish originated in China. n Metallic polishes, such as gold and silver, were popular, as nail polish n

56 Canadian Franchise Association

Total revenue in 2019:

$4 billion

Number of businesses:

39,984

Industry employment:

71,166

Annual growth 2014-2019:

2.6%

(IBIS World: Hair & Nail Salons in Canada – Market Research Report)

was used by the upper classes as a way to distinguish themselves from the general population. n Nail polish use spread across Asia, the Middle East, and Northern Africa, particularly in Egypt.

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y the late 18th cenB tury, nail polish and manicures had become mainstream in France. This popularity continued to grow into the 19th and 20th centuries in countries such as England, France, Italy, and the United States.

(www.historyofcosmetics.net)

SPECIAL FOCUS

Leading reasons for personal grooming among Canadian consumers in 2015, by gender (Statista) Women

Men

To feel good about myself: 68%

51%

To please my spouse or partner: 26%

33%

To make a good first impression: 31%

To express my individuality: 28%

To make a good first impression on those I find attractive: 26%

29%

To feel in control: 30%

26%

THE POPULARITY OF

MEN’S GROOMING

According to Allied Market Research, the men’s personal care market is expected to reach $166 billion in 2022. In 2018, the men’s skin care products category grew by 7 per cent to $122 million. (NPD Group) The men’s grooming category is expected to continue to grow, driven mainly by men’s skin care and increased interest from both younger and older men in personal grooming. Men’s skin care experienced strong current value growth in 2018, driven by rising interest in grooming and appearance. Product awareness has also grown due to promotional activity from brands and increased attention from retailers. (Euromonitor, Men’s Grooming in Canada)

58 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

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Health and Wellness in Canada: Seeking Alternatives According to self reports made by Canadians, the health of Canucks hasn’t changed much over the past decade: in 1997, 2006, and 2016, 60 per cent or more of respondents reported to be in very good or excellent health, while 12 per cent of respondents in 2016 and 11 per cent in 1997 and 2006 reported their health to be fair or poor. n In 2016, more than three quarters of Canadians (79 per cent) had used at least one complementary

or alternative therapy some time in their lives. Massage was the most common type of therapy that Canadians had used, with 44 per cent having tried it, followed by chiropractic care (42 per cent), yoga (27 per cent), relaxation techniques (25 per cent), and acupuncture (22 per cent). n The most likely users of complementary and alternative therapies over the past 12 months in 2016

were from the 35- to 44-year-old age group (61 per cent). The use of complementary and alternative medicines and treatments diminished by age, and generally increased with both income and education. n The majority of people who chose to use complementary and alternative therapies in the 12 months

before the 2016 survey said they did so for “wellness” – to prevent future illness from occurring or to maintain health and vitality. (Fraser Institute, Complementary and Alternative Medicine: Use and Public Attitudes)

TOP 10 CANADIAN FITNESS TRENDS 2019: 1. Functional Fitness 2. Active Recovery 3. High-Intensity Interval Training 4. Nutrition & Healthy Eating Programs 5. Older Adult Training 6. Express Workouts 7. Body Weight Training 8. Circuit Training & Boot Camps 9. Branded Fitness Experiences 10. Fusion-Style Group Fitness (www.canfitpro.com)

60 Canadian Franchise Association

Canadians on the Move Regular physical activity has been tied to improvements in body composition, self-esteem, bone density, and blood pressure, so it’s important to track Canadians’ activity over time as a public health function. According to Statistics Canada, about 40 per cent of children and youth aged 5 to 17 meet the recommended targets for physical activity, compared with 16 per cent of adults aged 18 to 79. The Canadian Health Measures Survey (CHMS) directly measures the physical activity of Canadians aged 3 to 79 by using an activity monitor. For children and youth, the recommended physical activity target is a daily average of 60 minutes of moderate to vigorous physical activity (MVPA). The 2016 and 2017 CHMS results indicate that: Approximately 2 in 5 children and youth aged 5 to 17 meet this recommended guideline. For this 5 to 17 age group, boys (52 per cent) were twice as likely as girls (26 per cent) to meet the guideline. Children aged 5 to 11 (47 per cent) were 1.5 times more likely than youth aged 12 to 17 (31 per cent) to meet the recommended guidelines. (Statistics Canada, Tracking Physical Activity Levels of Canadians, 2016 and 2017)

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CANADIAN YOGIS Dating back thousands of years and offering a range of mental and physical health benefits to those who practice it, it’s no surprise that yoga continues to be a popular phenomenon. n

About 1 in 5 (21 per cent) of Canadians indicate that they practice yoga

ignificantly more S Canadians aged 18 to 34 (35 per cent) practice yoga, and this proportion trends downward with increasing age

Significantly fewer people practice yoga in Quebec (16 per cent) than in other provinces

Yoga History Fast Facts Pre-Classical Yoga: The beginnings of Yoga were developed by the IndusSarasvati civilization in Northern India more than 5,000 years ago. The word ‘yoga’ was first mentioned in the oldest sacred texts, the Rig Veda. Classical Yoga: The classical period is defined by Patanjali’s Yoga-Sûtras, the first systematic presentation of yoga. This text, written sometime in the second century, describes the path of Raja Yoga, often called ‘classical yoga.’ Post-Classical Yoga: A few centuries after Patanjali, yoga masters developed Tantra Yoga. The exploration of these physical-spiritual connections led to the creation of Hatha Yoga. Modern Yoga: In the late 1800s and early 1900s, yoga masters began to travel to the West. Yoga became more popular and was practiced by more followers after Indra Devi opened her yoga studio in Hollywood in 1947. Hatha Yoga now has many different schools or styles.

(Leger Poll, April 2019)

62 Canadian Franchise Association

www.cfa.ca | www.FranchiseCanada.Online

LEADERSHIP PROFILE

BUILDING THE FRANCHISE COMMUNITY

Canadian Franchise Association (CFA) President and CEO Sherry McNeil shares how her years in the industry are helping to further Canadian franchising BY ROMA IHNATOWYCZ

herry McNeil’s CV reads like a veritable homage to franchising. The long-time business executive honed her craft at a string of leading franchise brands like Little Caesars, Boston Pizza, and Dairy Queen before launching her own successful consultancy to help established brands like Shoeless Joe’s, as well as emerging ones like 3rd Degree Training and Jumping Bean Coffee. She has worked with restaurants and franchised businesses in every corner of Canada, from Pizza Huts in Moose Factory on James Bay to Dairy Queens in St. John’s, Newfoundland; Prince George, British Columbia; and Slave Lake, Alberta. She jokes that she has been to, and gotten lost in, every part of Canada before Google Maps was popular. Her career began with a part-time job working at a Petro-Canada station while still a student and has led to her current role as President and CEO of the Canadian Franchising Association (CFA), the authoritative voice of the country’s franchise community. McNeil has pretty much lived and breathed franchising throughout her professional career and is showing no signs of slowing down. Her passion for the franchising model is now fuelling her desire to strengthen the framework of the industry in her role as the CFA’s top executive. The decision to move to the not-for-profit sector may have surprised some industry professionals, but for McNeil it marked a natural transition. “It wasn’t very complicated. I thought I could make a difference,” says McNeil of her decision to take on the top job at the country’s most influential franchising organization. “It’s about building relationships and

building a great culture with your internal team that will flow through to your members – all skills I learned while working with franchisors and franchisees.” Career climb This is a somewhat deferential characterization of her skill set, given McNeil’s enviable career climb. While selfcongratulatory back-patting is not her style, McNeil’s professional history tells the story of a consistently successful senior executive with a tremendous talent for building profitable franchise businesses across different brands. By way of example, during her 12-year tenure at Dairy Queen Canada Inc., McNeil helped launched the Grill & Chill concept, spearheaded mandatory renovations – completing 196 refurbishments within a three-year time frame – and oversaw the rebranding of the company logo from Dairy Queen to DQ. This large-scale reconceptualization led to a net positive growth of about 25 locations a year in the Canadian marketplace – a marked difference to the company’s earlier pace of growth. In her final position with the venerable quick service chain, McNeil was VP of franchise development and design, and one of the few signing officers in Canada. What many in the industry don’t know is that McNeil’s work in franchising stretches as far back as her student days, when a part-time job behind the register at a Petro Canada station in Guelph, Ontario grew into a managerial position. It wasn’t long before the young McNeil was looking after multiple functions that included ordering, payroll, hiring, and firing – all while continuing her fulltime studies. “That’s where it all started, my work in the franchise business,” says the Owen Sound, Ontario native.

Franchise Canada March | April 2020 63

LEADERSHIP PROFILE From left to right: Todd Smith, Economic Development Minister, Sherry McNeil (Canadian Franchise Association), and Clark Harrop (Dale & Lessman LLP).

McNeil eventually completed her master’s degree at Wilfrid Laurier University and, after a brief stint working for a trading company, moved to a full-time position with Little Caesars of Canada for a marketing role that quickly transitioned into a franchise development associate. It was during her two years working at the pizza chain that she “got bit by the franchise development bug.” “I call it the ‘wow’ factor,” explains McNeil, “When you take an initial call from somebody who’s interested in your brand and then you follow that person all the way through the process until they open a location and you see them behind the front counter. We worked with this franchisee to create something from nothing to help them make their dream come true – the dream of owning their own business – that’s the ‘wow.’ It still gets me to this day.” Outside of her lengthy tenures with Little Caesars and Dairy Queen, McNeil also worked in a developmental capacity for two other franchising giants: Boston Pizza and YUM! Restaurants International, where she worked with the Pizza Hut brand. This eventually led to her running her own consultancy business, McNeil & Associates, where she used her well-hewn skills to assist in the development of new and existing brands. “I realized there was a need in the market for people with franchising experience to go in and provide assistance to brands looking to rebrand or increase their growth, and I always considered myself a brand builder,” she says. Resiliency and grit It may not be unusual, but it’s certainly not commonplace for women to have achieved the high-level executive success attained by McNeil in the franchise industry. While reluctant to comment on the reasons for the shortfall, McNeil shows no hesitancy when it comes to accounting for her own rise in an industry where women are still making inroads. “Hard work, determination, resiliency,

64 Canadian Franchise Association

and grit,” she says. “It was not unusual for me to be the only woman in the room. But it’s all about getting down to business and not taking things personally. You have to be able to bounce back and keep moving.” True to form, moving is second nature to McNeil, as evidenced by her most recent decision to take the reins at the CFA, a position she’s now held for over a year. Fuelled by a desire to make a difference, and encouraged by numerous colleagues to make the leap, McNeil is embracing her not-for-profit work with the same zeal and energy she’s shown for franchising throughout her career. It represents a natural progression and one that follows many years of working with the association as a board member, chair of its branding committee, and active participant in its education and editorial committees. On a personal level, McNeil is enjoying taking the time to talk to the association’s many members – 750 at last count – to learn about their business plans and better understand their stress points in order to maximize the services and support offered by the CFA. Education, community building, and lobbying are key goals. “We advocate on behalf of our members to protect and grow the franchise business model. It’s important for franchisors to understand what’s going on with the government and how that will affect franchising,” explains McNeil. Other priorities include introducing a Certified Franchise Executive (CFE) program, working with the International Franchise Association (IFA), celebrating the diversity of the franchise community, and increasing the number of women in franchising. The CFA president is optimistic about the continued growth of franchising across the country and the opportunities this presents, both for aspiring franchisees as well as the professionals working on the business side of things, i.e., specialized accountants, marketers, sales staff or legal help.

www.cfa.ca | www.FranchiseCanada.Online

LEADERSHIP PROFILE

Sherry’s

TOP FIVE TIPS FOR SUCCESS With many years of franchising experience, working directly with franchisees, McNeil knows what it takes to find franchising success. Here, she outlines her top tips for women who are looking to make their franchise business dreams become reality: 1. Do your due diligence. Every successful franchise starts with the proper due diligence. Franchise professionals, including a franchise consultant, banker, accountant, and lawyer, can help with the process of evaluating opportunities and reviewing the associated documents, including the franchise disclosure document and franchise agreement. You can find a directory of Canadian Franchise Association support services members at www.cfa.ca/listings.

Sherry McNeil with Toronto Major John Tory at the Smoke’s Poutinerie World Poutine Eating Championship in Toronto.

She is also pleased to see younger entrepreneurs entering the fold: millennials who are proactively choosing franchising at the start of their careers. “It’s a growing trend; they’re very entrepreneurial,” says McNeil, noting that this stands in stark contrast to the more vigilant ways of preceding generations and could prove a promising development. Having helped many franchisees build strong, lucrative businesses, McNeil has more than a few helpful hints for fledgling entrants to the industry, both young and old. Topping the list is doing the necessary research to find a concept that matches your persona and what you ultimately want from life. It’s a contractual relationship that binds franchisee and franchisor in a partnership lasting many years, stresses McNeil, so you need to ensure it’s a good match. “Whether it’s a nail salon, a dry-cleaning business, or a casual dining restaurant, you need to do the due diligence to match the brand to your own lifestyle choices and your own values,” she counsels. McNeil also advises aspiring franchisees to brush up on their people skills and work at building solid relationships, because franchising is ultimately “all about people.” While you may not need to be an outgoing, gregarious sort to build a successful franchise, you do need to be a good communicator and an active listener. In fact, says McNeil, “the greatest people skill that individuals can develop is their listening skill – to listen to understand, and not to listen to respond.” Given McNeil’s track record, these are wise words spoken by someone who is well worth listening to.

2. Choose the franchise that suits you best. Franchising can provide the flexibility you need to maintain the lifestyle you want. Look for a franchise that offers the right work-life balance, so you can spend time on your business, and with your family. Also seek out opportunities that meet your needs. For example, if you want to stay at home, consider a home-based brand that allows you to keep a home base. Be sure to visit www.LookforaFranchise. ca, the most comprehensive online directory of legitimate franchise business investments available. 3. Look for the Canadian Franchise Association (CFA) logo. CFA member brands are putting our CFA education and networking resources to good use to try to become the best franchisors they can be, to better serve their franchisees. By choosing a CFA member, you’re choosing a franchise brand that’s committed to excellence. 4. Engage with your community. When you join a Canadian franchise system, you’re also joining the Canadian franchise community. This community is sharing experiences and resources to help further the industry in Canada. Taking the time to connect with your peers in this franchise community will help to strengthen the connection that franchising has to the Canadian community at large. 5. Prepare to work hard! It takes a lot of grit, determination, and most importantly, hard work, to successfully start your own franchise business, especially in those first months. Embrace the opportunities and challenges that come your way, and if you’re seeking further inspiration, turn to our Women in Franchising cover story on page 17 to hear from women who are building our franchise community.

Franchise Canada March | April 2020 65

A DAY IN THE LIFE

LEARNING THE LANGUAGE OF THE DOG

BARK BUSTERS FRANCHISEE FINDS SUCCESS IN A SECOND CAREER THAT ALLOWS HER TO SPEND TIME WITH FAMILY BY SUZANNE BOWNESS

ike many franchisees, Michelle Bailey came to in-home dog training franchise Bark Busters first as a customer. In 2011, she and her husband had adopted a rescue dog named Major with worrisome aggression issues, a problem made even more dire by the fact that Bailey was pregnant with their daughter. The situation escalated to where the dog was fighting with dogs and people, and even bit another dog to the point where they had to pay a stiff vet bill. They went looking for a solution, and found Bark Busters. “Within the first two hours of the lesson, it really changed our lives, gave us the mindset, tools, and approach to get the dog under control. I always tell my clients in the years that have followed that of the nearly 1,000 dogs I’ve trained at this point, he’s still one of the worst I had ever seen,” says Bailey. The best part was the peace of mind that Bailey regained. “By the time my daughter was born, the dog was the least of my worries,” she recalls.

66 Canadian Franchise Association

That accomplishment was something Bailey kept in mind as she returned to work in the theatre world as a costume designer, head of wardrobe at a mid-sized theatre company in Toronto. While she found her work engaging, it was getting challenging to balance family life. “I was just finding I was working all the time for not nearly enough money. And if I was going to be working that hard, I’d rather it be for myself,” says Bailey. The thought brought her full circle back to Bark Busters. Training the trainer Good timing also played a role, as the franchise territory owner for Hamilton-Niagara was looking to move on from the business. On both sides, there was a lot of back and forth with head office. “You need to be the right kind of person because you’re not only dealing with dogs, but you’re going into people’s homes,” says Bailey, who was also assessing on her end. “I really liked what Bark Busters showed me, that they’re a very supportive company

www.cfa.ca | www.FranchiseCanada.Online

A DAY IN THE LIFE

to work for.” With that, Bailey decided to buy in. The typi- from and occasional check-ins by Bailey (and lots of cal investment for the franchise fee and training fee is email follow-ups). $48,000 (royalties fees are 11 per cent and the national marketing fund is two per cent). Settling into a routine Initial training included a 23-day intensive program Now a few years into life as a franchisee, Bailey says that in Squamish, British Columbia with the franchise’s head her daily routine tends to vary depending on the time trainer, a regimen that includes textbook learning on of year. People pay a one-time lifetime flat fee between dog psychology, lots of hands-on work with dogs, and $600 and $900 for the dog training service, which covers actually doing full lessons with real clients under the as many visits as needed for the life of the dog. Since the close supervision of the head trainer. Follow-up support first lesson is longer, ranging from two to three hours, includes a monthly conference call where franchisees Bailey tries not to book more than two new lessons in compare notes and share stories. Every 24 months, the a day, and then schedules follow-up revisits for owners franchise holds an international conference, which took who need extra help. place this past September in Australia for Bark Busters’ “Today I had a lesson in the morning, which took me 30-year anniversary. from about 10:00 a.m. to 1:00 p.m. And then I will typiBailey says there’s no one specific training method but that the approach is tailored towards the individual dogs and family. “You learn how to speak the language THE MIDAS FAMILY of the dog. Dogs communicate in body language and a series of growls and snaps and barks. We learn to take that informaMidas is proud to be a world-class leader in tion and translate it into the automotive service industry and the gold human,” she explains. Typstandard when it comes to total car care. ical training might include When you join the Midas team as a franchisee, you’re joining a multi-billion dollar industry role-playing scenarios; servicing a growing vehicle population. Build for instance, working on your future with us while we expand our success throughout Canada. the problem of a dog that barks and jumps on visitors might involve practicContact us now ing that interaction. After Visit www.joinmidas.com initial training, it’s the pet 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 parent’s responsibility to Canadian disclosure document (as applicable in each province). Franchises may not be avalable in all provinces. keep practicing, with notes

Franchise Canada March | April 2020 67

A DAY IN THE LIFE

cally come home to answer emails or talk on the phone and then in the next hour or two, I have another recall, and then I have another lesson in the evening,” explains Bailey, adding that each franchisee structures their time a little bit differently. Evening work is also expected at times, as it’s convenient for owners. Client outreach time In terms of finding clients, Bailey says she’s very active on social media. She runs her own Facebook page, and advertises on Google, Facebook, and Instagram. She often shares success stories where, with an owner’s permission, she posts photos of a dog before-and-after story. In addition to online marketing, Bailey has also developed relationships with local veterinary offices, dropping off brochures and chatting with staff. As her reputation grows, so does the word of mouth and referrals. “There’s almost entire neighbourhoods in Hamilton where there’s a dog on every corner where we’ve been to their houses,” says Bailey, adding that there is no shortage of dogs whose behaviour could use a little tweaking. In terms of challenges, Bailey says the biggest are with owners. “The toughest challenges are keeping people motivated to carry out the instructions. I’ve done this as a client myself; it can be easy to fall back into old habits, but that’s not how this works,” says Bailey. She’s quick to add, though, that humans are also one of the best aspects of the business. “When I took over from the previous trainer, one of the last things she said to me was ‘you’re going to meet some really great people.’ She was right!” says Bailey, noting that the rewards only increase when the stakes are high. “It feels really good to go into a situation when I am that dog’s last hope. I’ve had people in tears of joy to see that there’s hope here. That is the most rewarding.”

68 Canadian Franchise Association

Dog lovers wanted While Bailey came from a theatre background, she’s been a lifelong dog owner and says at least having owned dogs or volunteered with them in the past can be helpful as background. Loads of patience is required too, for humans as well as dogs. “A fellow trainer told me, if you’re just in it for the dogs then be a dog walker, because dogs are 10 per cent of it. I’m more of a human trainer, training people to train their dog,” she says. She adds that being friendly helps. “Being a good people person really helps because if you’re unpleasant, it doesn’t matter how good you are with the dogs, people aren’t going to want to have you in their houses.” Clearly Bailey herself checks all of those boxes, because even though she’s only been with the franchise for five years, she’s already been recognized twice as Bark Busters’ top franchisee and also won the founder’s award. She says she’s pleased with how far she’s come as a franchisee, and especially the work-life balance she’s gained. “The business lets me plan my life. As busy as I am, I’m busy when I want to be busy. I’m able to spend time with my family, I’m always able to plan a vacation. The whole point was to spend more time with my daughter. I like being home with her while she’s still young.” BARK BUSTERS STATS Franchise units in Canada: 20, US: 150, International: 71 Franchise fee: $24K-$33K Start-up capital required: $10K Investment required: $39K-$65K Training: 23 days Available territories: All of Canada In business since: 1989 Franchising since: 1994 CFA member since: 2005 To learn more, visit www.LookforaFranchise.ca

www.cfa.ca | www.FranchiseCanada.Online

THE FIRST YEAR

TRANSFORMING

WOMEN’S LIVES Kristi Bieber shares how she helps to empower women through her 30 Minute Hit franchise BY JORDAN WHITEHOUSE

en years ago, Kristi Bieber walked into a 30 Minute Hit in Surrey, British Columbia and changed her life. At the time, she was a stay-at-home mom with two kids, so a guided kickboxing class outside of the house designed specifically for women seemed like just what she needed. But she soon found that it wasn’t just the “killer” 30-minute workout she was after, but the confidence these classes instilled and the strong sense of community they fostered. “I fell in love with it,” she says. She loved it so much, in fact, that Bieber, her husband, and now three kids moved to Vernon, B.C. specifically to open a 30 Minute Hit location. At the end of 2014, she called up the corporate team at 30 Minute Hit, and asked:

“Do you guys want a Hit in Vernon?” Their response: “Absolutely.” Five months later, she opened her location in a little strip mall on the outskirts of the city and jumped into one of the most challenging and rewarding years of her life. The premise of 30 Minute Hit is simple: participants, aka “hitters,” spend two minutes at each of the 13 stations, which are based on boxing, kickboxing, general self-defense, and core stability training. The final station, a mannequin lovingly known as BOB (Body Opponent Bag), is where they can put to use everything they’ve learned on the circuit – punches, kicks, etc. Instructors are there at all times, bouncing from hitter to hitter, to help with technique and motivation.

Franchise Canada March | April 2020 69

THE FIRST YEAR

“I LOVED THE TRAINING, I LOVE SEEING US GROW, BUT WHEN YOU SEE THE IMPACT THAT YOU CAN HAVE IN THE LIVES OF THESE WOMEN, THAT’S MY FAVOURITE PART, HANDS DOWN. IT’S SO MUCH FUN. I JUST LOVE GOING TO WORK EVERY DAY.” The franchise was started by Jackson and Deanna Loychuk in 2004, partly as a way to forego some of the challenges that women face in typical boxing and kickboxing classes: inflexible class schedules, leering men twice their size, and expensive fees for training that wasn’t always the right fit. As of writing, there were 57 locations in Canada and nine in the U.S. There are also plans to open eight more in Canada, nine more in the U.S., three in Riyadh, Saudi Arabia, and one in Belfast, U.K. The initial franchisee investment ranges between $100,000 and $165,000, and the royalty rates are based on a flat fee system that starts at $500 per month. Franchisees have come from a wide variety of backgrounds, from finance to personal training, but the two main qualities the franchise looks for in franchisees are energy and passion. By all accounts, Bieber, who came with an education in public relations and several years of experience in the restaurant industry, had that energy and passion in spades. And while she loved the 30 Minute Hit concept already, what really drew her to becoming a franchisee was the flexibility it offered. “Lifestyle is super important to me – my kids always come first,” she says. “So, when I expressed that in initial meetings with Deanna and Jackson, they were very supportive of that, because that’s how they want their franchisees to live.” As Bieber found out in her first year in business, that wasn’t lip service, either. She was busy, of course, but she wasn’t working 80-hour weeks, and she was able to get her kids to school every day, pick them up, and put them to bed. She was even able to take a week-long trip to Mexico for a friend’s wedding. Transforming women’s lives What surprised Bieber about that first year, however, was just how impactful 30 Minute Hit could be. Yes,

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she knew it was huge for herself, but she didn’t realize it would be that consistently transformative – and then some – for others. And not just physically, though that obviously happened, but in how the system helped hitters achieve whatever goals they had. “I’ve had women come through who have reduced or completely eliminated medication for depression or anxiety,” says Bieber. “For some people it’s just the coming to me with their chin and eyes down and leaving with their head held high. And it’s not all attributed to 30 Minute Hit, but it’s absolutely a big part of it, because it’s such an empowering style of workout.” All of this isn’t to say that first year was easy, though. Bieber arrived with no business experience, so there were times when she felt overwhelmed by all of the little things she was responsible for – accounting tasks, for example – and she admits there was a steep learning curve. But, she’s quick to add, the systems that are in place are “fantastic.” She points to the operations and training manuals as being particularly helpful in how clear, comprehensive, and easy to follow they are. Plus, whenever she was feeling overwhelmed or confused, she says she could easily reach out to the Loychuks or the corporate team, and they would be quick to help. The initial franchisee training program also played a part in relieving some of those challenges, says Bieber. It included seven days of in-person education in North Vancouver for all of the physical training aspects of the business, as well as a few days of one-on-one training from a member of the corporate team in Vernon that involved, in part, learning how to use all of the administrative systems. As with all franchisees, the corporate team also helped Bieber find the right location and negotiate a lease. 30 Minute Hit’s ongoing support systems include an online ticket system wherein franchisees can submit

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THE FIRST YEAR

requests for help (Bieber says corporate is “really quick” to respond). Plus, franchisees take part in physical training, called “Hitting It Hard,” every two weeks. There are also occasional webinars for franchisees that cover anything happening on a franchise-wide level, such as new product rollouts. Corporate support can go even beyond this, however, says Bieber. She was recently asked to be a physical training specialist, for example, which she happily accepted. The role involves helping the company evaluate the training capabilities of new hires. “The franchise always looks within for advancement, and that’s awesome,” says Bieber. “They see our strengths and they allow us to use them. They really see us for who we are.” Looking back at her first year in business, Bieber says she couldn’t be happier that she made the jump from hitter to franchisee. “I loved the training, I love seeing us grow, but when you see the impact that you can have in the lives of these women, that’s my favourite part, hands down. It’s so much fun. I just love going to work every day.” As for advice Bieber would give to others in their first year as a 30 Minute Hit franchisee, it’s not all that different than what she might tell a new hitter. “Just jump in 100 per cent and trust it. This isn’t something that can be done on the side; you have to be passionate and be willing to put in the time. It’s not complex work, but it’s hard work and high energy. Deanna and Jackson are really smart people, they know what they’re doing, so trust in the model and just put your head down and do it.” 30 MINUTE HIT STATS Franchise units in Canada: 66, US: 20, International: 4 Franchisee fee: $30K Investment required: $100K-$165K Training: Training + Equipment is $25K

Available territories: All of Canada, US, International In business since: 2004 Franchising since: 2006 CFA member since: 2018 To learn more, visit www.LookforaFranchise.ca

your

business life! • A successful brand with restaurants from coast-to-coast • A schedule that offers a balance between business and personal life • Assistance and ongoing support from an experienced team • And so much more!

corafranchise.com Jim Jenkins

905 673-2672, ext. 264 jjenkins@chezcora.com

Franchise Canada March | April 2020 71

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.

ICONIC BRAND

PUTTING PEOPLE FIRST KFC provides customers and franchisees with opportunities for personal and professional growth BY JESSICA BURGESS

efore becoming a KFC Canada franchisee and owner of Pirani Group, Raheem Pirani had a personal connection to the KFC brand. “Growing up, on long weekends, my parents would take me and my sister to different parks around the city where we would have KFC picnic parties. It was our favourite part of the holidays,” he shares. This nostalgia is something many Canadians feel about the KFC brand, given that the first location opened on 8th Street in Saskatoon, Saskatchewan in 1955. General manager of KFC Canada, Nivera Wallani, reports

that Colonel Sanders was in attendance on that day in 1955, sealing the deal with an old-fashioned handshake. Since that time, over the course of 64 years, KFC has grown tremendously both in size and in its offerings and operations. KFC, along with Pizza Hut and Taco Bell, is now owned by Yum!. “The exciting thing about the restaurant industry is that it’s always evolving,” shares Wallani. “Some of the most noticeable changes have been around technology, from how we embed it into our business to make operations easier for our franchisees and team members to how we use it to improve the guest experience.”

Franchise Canada March | April 2020 73

ICONIC BRAND

Coupled with having some of the most recognizable branding in the business, this innovative spirit has meant dynamic success with longevity. Going beyond the “secret recipe” “We started out in the chicken business – the Colonel leveraged the distinctiveness of his secret recipe to turn KFC into an iconic brand around the world. But over the years, KFC has evolved from just being about chicken to being about people,” Wallani explains. She notes that the brand’s dedication to people is a part of the KFC corporate culture and continues to set it apart in the quick service restaurant industry. “Our teams and the communities we reside in,” Wallani says, are the foundation of the company. She adds, “We are truly a people business that just happens to sell fingerlickin’ good chicken.” Greg Walton, franchisee and owner of FMI Group, elaborates on this. “KFC has a huge heart. When joining the KFC family, you’re joining an organization that truly cares about people. There’s a long list of benefits to being a franchisee within the KFC system, but I honestly feel that, for me, one of the largest is that it has made me a better human being.” Franchisees finding success So, what kind of person makes an ideal KFC franchisee? “We’re proud of the unique culture we’ve built, one where everyone can be their best self, make a difference, and have fun! First and foremost, we look for partners who believe in people, who trust in people’s positive intentions, encourage ideas from everyone, and actively develop a diverse workforce,” shares Wallani.

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It’s no surprise, then, that Walton and Pirani feel at home within the franchise structure KFC has fostered. Walton, who began working in the food service industry at the age of 12, was managing his school canteen, working as a short-order cook, and working at a dairy bar by the time he was 16. In 2004, Walton entered franchising, going on to become part of the KFC franchise family in 2011. “The Colonel’s story, how the brand had grown globally so quickly, the crave-able original recipe chicken that I’d grown up loving – I knew that I wanted to be part of that,” says Walton. Pirani has been in the franchising business for more than 30 years. “Once we joined the KFC family, we realized how lucky we were to be part of this iconic global brand. Fast forward to today and owning multiple KFC franchises across Canada. It is surreal,” he says. This rapid success is attributable in part, it seems, to the company’s iconic presence in Canadian consciousness. “We ensure that our employees, our franchisees, and their teams feel engaged and valued, which then enables them to grow individually while contributing to the shared values of the brand,” says Wallani. The brand’s training and development programs for franchisees are crucial to this atmosphere. Both Walton and Pirani speak highly of the brand’s commitment to cultivating the personal and financial business goals of every franchisee. Pirani explains: “KFC Canada shares global learnings, new technology initiatives, market trends, and analysis with their franchisees. This information helps us stay ahead of our competition and allows us to operate our businesses in a more informed way.” On top of that, Walton shares, “The authentic care for people fosters an environment that I want to be a

www.cfa.ca | www.FranchiseCanada.Online

ICONIC BRAND larger and larger part of. It’s part of the reason I continue to invest in the Yum! brands, specifically KFC. And the opportunity to be part of such an exciting, growing brand – I can’t imagine doing anything else.” Looking to the future On top of best-in-class franchisee training and support, KFC Canada is also committed to corporate responsibility and sustainability. “We’re proud of our industryleading initiatives in this space as well,” Wallani says, touching on a few notable examples: removal of plastic straws and bags from all Canadian restaurants; sourcing 100 per cent of fibre-based packaging from certified or recycled sources; testing bamboo buckets in 2020 as part of a commitment to eco-friendly packaging options; sourcing products locally, including 100 per cent Canadian-grown canola oil, 100 per cent Canadian-grown and milled wheat, and a partnership with Chicken Farmers of Canada; as well as the Harvest food program, regularly providing 200,000 meals annually across Canada to those in need. This commitment certainly resonates with franchisees like Walton, who notes, “We’re an organization that feeds people, and with that, one that invests heavily in programs like Harvest. We donate our surplus chicken each day to local organizations that feed the less fortunate, and I couldn’t be prouder to be part of that.” “We have a one-team mindset,” explains Wallani, “where we focus not only on the growth of the brand but also on the growth of our franchisees, their teams, and their organizations.” With that in mind, what makes for an ideal KFC franchisee? “We lean into building relationships, building trust and credibility through collaboration, as well as having open, honest conversations,” says Wallani. It follows naturally, then, that Walton has found success with the brand. “The business model continues to get stronger each year, and I’m more than happy to invest capital into building incremental locations. You get to be part of a massive network of highly motivated and highly intelligent people,” he says. Pirani seconds this sentiment, saying, “One of the

most enjoyable aspects of operating a KFC franchise is the opportunity to work with great people. We are very fortunate to have a lot of great people working in our organization.” Distilling the KFC brand down, Wallani notes, “Invest in your people, and success will follow. Our employees are our greatest strength, so training and development is a top priority for us. Joining an iconic global brand gives you access to all the robust processes and systems that have made us world famous.” Echoing this is Pirani: “The amount of knowledge and experience we’ve gained over 23 years of being a KFC franchisee is priceless.” And Walton sums up, “It’s hard work, sometimes long hours, but it’s very rewarding.” With this kind of testimonial, it’s easy to see that KFC Canada has a “secret recipe” not only for their chicken, but also for franchise success. 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

The future is yours. Embrace it.

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

™/®

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SHOW ME THE MONEY

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

Fuzz Wax Bar

Living Lighting

Fuzz Wax Bar is a rapidly growing membershipbased wax bar franchise that is focused on providing fast, high-quality waxing. With a client-centric model, franchise partners receive exceptional operations training, site selection assistance, turnkey build-out support, ongoing marketing support, and business coaching. Fuzz Wax Bar is committed to the success of its franchisees, and through its unique products, services, and systems, it offers an exciting business opportunity. Multi-unit territories are available. Franchise units in Canada: 3 Corporate units in Canada: 7 Franchise fee: $45K Start-up capital required: 50% of investment Investment required: $304K-$432K Training: Initial and ongoing training included Available territories: All of Canada, US In business since: 2012 Franchising since: 2014 CFA member since: 2014 To learn more, visit www.LookforaFranchise.ca

Living Lighting is Canada’s largest franchise lighting chain; a retail concept that focuses on stylish, high-quality lighting products and fashionable décor for the home. The “Creative-Art-of-Lighting” best describes the business. Emphasis is placed on unique, well-designed, quality lighting for the home with expert décor advice and service. Store locations are between 3,000 to 4,500 square feet in size and are strategically located in open air retail and power centres. Franchise units in Canada: 15 Franchise fee: $30K Investment required: $330K-$450K Training: Yes Available territories: All of Canada In business since: 1968 Franchising since: 1970 CFA member since: 1990 To learn more, visit www.LookforaFranchise.ca

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www.cfa.ca | www.FranchiseCanada.Online

SHOW ME THE MONEY

Topper’s Pizza Marcello’s Burgers and Beef Marcello’s burgers feature fresh, quality Canadian chuck and brisket, served on a brioche bun with a wide selection of toppings. Their Chicago-style slow roasted beef sandwiches are served on a crusty baguette, drenched in tasty jus and smothered in Italian giardiniera. With a Marcello’s franchise you get a proven business model and brand, extensive training, ongoing management guidance, marketing assistance, and much more. Marcello’s will also help with locating sources of funding, store design, equipment acquisition, construction, start-up, and store launch. Franchise units in Canada: 2 Corporate units in Canada: 1 Franchise fee: $25K Start-up capital required: $150K Investment required: $350K-$500K Training: 2-3 weeks Available territories: All of Canada In business since: 2018 Franchising since: 2018 CFA member since: 2019 To learn more, visit www.LookforaFranchise.ca

Topper’s Pizza is a family-owned business founded on a century-old Toppazzini Italian family recipe for Authentic ItalianBread™ pizza dough, great customer service, and family values. Its pizza is a high-end flavour masterpiece with a dedication to premium ingredients, hand-made fresh dough, and brand-exclusive unique recipes for over 20 speciality pizza recipes, dips, and more. Topper’s Pizza first began in Sudbury, Ontario and now is the established customer-favourite in Northern Ontario with an ever-expanding market across Ontario. The timing has never been better to become a franchisee in the Topper’s Pizza family. Franchise units in Canada: 29 Corporate units in Canada: 7 Franchise fee: $25K Start-up capital required: $150K-$200K Investment required: $350K-$490K Training: 4-6 week training program Available territories: ON In business since: 1982 Franchising since: 1989 CFA member since: 1996 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.

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FRANCHISE FUN

Making the Cut FROM HAIRCUTS TO PRIVACY LAW, YVONNE MERCER HAS GROWN ALONGSIDE THE GREAT CLIPS, INC. BRAND

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www.cfa.ca | www.FranchiseCanada.Online

FRANCHISE FUN Great Clips, Inc. vice president of operations Yvonne Mercer has certainly come a long way since she started out as a cosmetologist, and the same can be said for the Great Clips brand. Great Clips, Inc., which offers convenient, value-priced haircuts to men, women, and children, is on pace to open its 150th franchise unit in Canada by the end of the first quarter of 2020, along with its 4,500th unit system-wide. Here, the optimistic, caring, and fun Mercer shares her thoughts on the key components of a successful franchise environment, including collaboration, culture, and commitment. She also provides a glimpse into her personal side, from her love for sugar and passion for travelling, to her appeal for more tolerance in the world and devotion to her family.

The most interesting thing I’ve done recently is… Work-wise, I’ve been learning about consumer privacy laws and how they will affect the way many retailers do business. Personally, I jumped off a 30-foot cliff into the deepest blue hole in the world. In its best form, work is… Collaborative, transparent, and for the good of the whole. A good franchisee… Is engaged with their business and creates a great culture for their employees. A good franchisor… Cares about the franchisee’s success and knows if franchisees are not successful, the model will not be successful. My top advice for prospective franchisees is… To understand the time commitment that is needed to be successful and have a realistic understanding of how long it will take to become profitable. Also, follow the system and remember why you wanted to go into business for yourself when times get tough. It’s worth it!

My top advice for new franchisors is… To always keep the big picture in mind by developing strategic plans and sticking to them and be willing to adjust on the fly if needed. Attend local franchise events and the CFA annual event to stay connected and learn best practices. The most important thing in life is… Family. One of the most enjoyable things to do is… Travel. The hardest thing for me to do is… To not eat sugar!

Canadian franchising is… An incredible opportunity for people to create their own success. My franchise system began because… Our founder, a barber by trade, saw that there was a real future in the walk-in haircut service concept. He knew that an efficient haircut at a good price would never go out of style. The most positive influence on my life as a person is… My mom. The key to success is… Working hard, great leadership, and staying humble.

My favourite drink is… Canada Dry Ginger Ale!

I’d like my friends to describe me as… Generous and a good listener.

If I could change one thing… It would be for every person to be more tolerant and patient of one another.

The accomplishment I look forward to the most is… Helping my teenagers learn how to be great adults.

If I could meet anyone… It’s cliché, but it would be Jesus.

My personal motto is… You can’t change people; you can only change how to react to people.

The person who has had the most positive influence on me as a businessperson is… Rhoda Olsen, the vice chair of the board for Great Clips, Inc.

One necessary item on my life’s “to do” list is… To see as much of the world as I can.

Franchise Canada March | April 2020 79

Q A

ASK A LEGAL EXPERT Food delivery aggregators: What should I know before signing up? IN THE RESTAURANT INDUSTRY, delivery of food to customers is not a new idea. Pizzerias, Chinese restaurants and other establishments have been using delivery as a way to increase sales for years. However, the emergence of third-party delivery services, such as food delivery aggregators and mobile delivery service apps are changing the playing field. The relationship between third-party delivery services and the restaurants adds a layer of complexity to the operation of a restaurant and poses unique opportunities and challenges to franchisees. These days customers all but expect to find their favourite restaurants on UberEats, Foodora, or DoorDash. Every person considering buying a restaurant franchise should pay attention to the impact of food delivery services on the operation of the business, particularly in the areas of franchisor’s restrictions on joining a particular delivery system, royalties, and delivery area considerations. Subscribing to the food delivery service Keeping in mind that all rights in trademarks, trade names, logos, and menus of the franchise system belong to the franchisor, most franchise agreements are drafted in a way that prohibits the franchisee from sublicensing those marks, names, and logos to a third party. This means that franchisees cannot actually join a food delivery system without the franchisor’s approval, as the delivery website or mobile app needs access to the franchisor’s intellectual property to list the restaurant on its platform. Potential franchisees should always inquire about the franchisor’s policy on third-party food delivery services. Some of the questions to ask include: • Does the franchisor have a list of approved delivery platforms? • Does the franchisor require the franchisee to sign up to a particular platform, or can the franchisee shop around? • How long does it take to get the franchisor’s approval? • Does the franchisee have flexibility to limit or expand menu offerings specifically for delivery? Many established restaurant franchises prefer a centralized approach, where the franchisor signs a systemwide agreement with the platform governing all aspects of the business relationship, including fees, service standards, customer complaints procedures, data ownership, limitation of liability etc. In this scenario, the franchisee has less to worry about because the terms of the restaurant’s cooperation with the platform will be prescribed by the franchisor. The downside, however,

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is that the franchisee will not be able to subscribe to a competing platform or opt out of the delivery program, even if the franchisee’s restaurant is losing money on the delivery orders. Royalty and service fees Before signing the franchise agreement, the franchisee should be very clear on how the platform charges its fees and processes payments for orders, and how the platform’s fees may affect the royalties payable to the franchisor. Not all platforms process fees and payments similarly. Typically, the customer places an order with the platform and the platform collects the payment, including service and delivery charges. The order is fulfilled by the restaurant and is logged into the restaurant’s POS system as a full-price menu order. The restaurant then receives the payment from the delivery service provider, minus applicable service charges. At the end of the day, the franchisee receives between 10-40 per cent less for the delivery order than dine-in order, even though the restaurant’s POS system may record delivery orders as full-price sales. Royalties in restaurant franchises are typically calculated as a percentage of gross sales of the restaurant for a particular period. Franchisees should ensure that the definition of the gross sales in their franchise agreement excludes service fees and other charges paid to food delivery service providers, otherwise the franchisor would charge royalties on the full price of the delivery orders, even though the franchisee receives only a portion of the full order price. Delivery area considerations Another issue to consider is how the food delivery system will allocate orders between neighbouring franchisees. If the franchisee is granted a protected territory under the franchise agreement, that territory may not necessarily correlate with the delivery platform’s algorithm which allocates the orders. For example, the platform may assign the order to a franchisee who is located in the territory where the driver accepts the transaction, for delivery in the territory of another franchisee.

www.cfa.ca | www.FranchiseCanada.Online

Katya Logunov International Franchise Lawyer Jones & Co. katya.logunov@jonesco-law.ca

ASK A LEGAL EXPERT If the franchisor has an approved delivery service provider, the franchisee should inquire as to whether the provider’s algorithm for allocation of orders takes into consideration the franchisee’s protected territory. Where the franchisee has flexibility to choose a delivery service, they should work closely with the service provider and the franchisor to mitigate the risk of

Q A

encroaching on other franchisees’ territories. There are other issues to consider when engaging a third-party delivery service in your restaurant business. To reap the benefits and avoid disappointment, it is important to understand exactly what engaging a food delivery aggregator brings to your business.

ASK A FINANCE EXPERT

What financing options are there for a millennial interested in franchising? THE CURRENT ECONOMIC CLIMATE PRESENTS headwinds for some younger Canadians, as they look to find permanent employment. In fact, a recent Bank of Canada survey found that hiring will not be top of mind for most Canadian businesses. As a result, younger Canadians in the labour market are starting to look at the franchise industry as an option. According to some reports, around 30 per cent of Canadians showing interest in buying franchises fit into the millennial demographic. A major driving force behind this is that franchising provides millennials with an opportunity to be in the driver’s seat of their own business and engage in a career they enjoy. However, an early challenge that younger Canadians can face is having the necessary start-up capital. Younger Canadians should consider the following advice when they’re looking to get their foot in the door of a franchise. Let’s talk capital The average initial investment for a single unit franchise typically falls between $250,000 and $300,000. This can be a sizeable amount of money, especially for someone just starting out. It’s also important to keep in mind that, when funding the purchase of a franchise, most franchisors will require a substantial down payment; this will vary from franchise to franchise but, on average, it sits around 30 per cent. The challenge here is that the down payment cannot be financed; therefore, it’s important to keep this in mind when thinking about the overall franchise investment. For a prospective franchisee, the Canada Small Business Financing Program provides an excellent financing solution. This is a loan sponsored by the federal government and given out by banks. If approved, you are eligible for up to $1 million for real estate or $350,000 for the

purchase of equipment and leasehold improvements. With the Government of Canada backing the loan, millennials with an eye on franchising (or some other kind of entrepreneurial endeavour) have a stronger chance of securing the financing. When looking for financing, it’s important to keep in mind what a lender wants to see. Credit history will be one of the first things a lender considers. Remember, personal credit is very important; keep on top of it by reviewing your history with one of the credit bureaus. If the credit history is good, the bank would then look at how much money the prospective franchisee has up front, whether it’s independently or from investors. A comprehensive business plan is also important – this will give a snapshot of how the franchise is going to move its way to profitability. When developing a plan, ensure that it covers off the following five areas: management, markets, capital investment, cash flow, and profitability. These criteria are used to evaluate the business’s ability to generate cash, identify any potential threats to cash flow in daily operations and in the industry environment, repayment capability, and risks. If securing capital up front isn’t an option, that isn’t the end of the road to owning a franchise.

(continued on page 95) Joseph Pisani Director, North American Industry Sectors, Franchise Finance BMO Bank of Montreal (BMO) www.bmo.com/franchising

Franchise Canada March | April 2020 81

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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FRANCHISE TUTORIAL

TUTORIAL 9: THE FUNDAMENTALS OF FRANCHISING

INTRO TO OPERATION MANUALS THE OPERATION MANUALS of a franchise system are the written documents that provide the franchisee with all the details to duplicate the business model. It’s the proven operating system defined in writing. Critical success factors are identified and communicated so that franchisees can consistently duplicate success. Depending upon the maturity of the franchise, there may be one general manual or, more typically, the document extends over a series of different manuals. A manual for management may be separated from a manual for employees. A pre-opening manual will often outline how to find the right location and how to build the physical store with typical licensing requirements and build-out processes. An advertising or marketing manual will provide all details regarding the use of the trademarks and provide standardized advertising formats. A good set of manuals will serve to reinforce the franchise agreement and those areas that require consistency and compliance in order to preserve the integrity of the brand. No matter where in the world, each franchise location should deliver a consistent product or service. At each location, there should be the same look and feel within the store, the food or service needs to be the same and provide the same experience to the customer. It’s through this consistent duplication that a solid brand is established. In the past, operation manuals were typically provided in hard copies to franchisees in a series of threering binders. Today, franchisors are increasingly making the manuals available electronically through a secure website. This allows updates to be done more easily, and the franchisor can monitor that the changes have been viewed and downloaded by franchisees. Franchisees can print off appropriate sections as needed. Operation manuals will vary in details and to what degree they outline the business model, but strong franchise systems will leave nothing to chance. There’s an emphasis on price, value, quality, consistency, and customer service. Topics typically covered in operation manuals include: •O verview of the company, its mission statement, vision, and company values •C larity on expectations and roles of the franchisee and the franchisor • Site selection and store build-out

• Operating standards and policies • Recipes or service procedures • Receiving and rotating stock • Opening and closing procedures • Detailed job descriptions • Hiring, training, and leading staff • Administration, accounting, and reporting requirements • Supplier contacts and purchasing procedures • Proper use of the trademarks • Local marketing initiatives and advertising templates All of these topics are important, and serve to provide franchisees with the details required to run a successful business. An established system and brand is the most common reason for entering into a franchise. Rather than starting a business and going through the typical trial and error that is experienced by an independent business owner, a franchisee can learn from others’ experiences by simply following the manuals, often saving thousands of dollars in the process. With so much information to cover, operation manuals may be quite comprehensive. In a start-up franchise system, the manuals may be more general in nature. As time passes and the franchise develops into an established and mature system, the operation manuals will evolve and become more detailed in scope so as to leave nothing to chance or misinterpretation. A franchisor will often use the services of outside consultants to ensure that the manuals cover all aspects of the operation and are easily understood. The manuals become the reference materials during initial training and throughout the life of the franchise. To simplify and make the document more userfriendly, forms and checklists often complement the materials to facilitate easy execution. Support materials such as operation software, employee policy and procedures, and training materials for employees, all form part of the operation manuals and serve as a resource for how to use these tools. In the franchise agreement, there’s typically a clause stating that the operation manuals form part of the franchisee’s obligations. The operating systems and standards outlined in the manuals must be complied with in order to protect the goodwill and reputation of

Franchise Canada March | April 2020 83

FRANCHISE TUTORIAL the franchise system. Due to the proprietary nature of the operation manual’s contents, the franchise agreement will clearly state that the manuals are to be kept confidential and returned in the event that the franchise relationship comes to an end. During operational visits, the franchisor will look for compliance with the operation manuals, and will make reference to the manuals where deviations exist. It becomes the standard reference for the entire operating system. There may be occasions where deviations are found to be positive and actually enhance the operations. These changes are often integrated into the manuals. Operations are typically always evolving, and therefore the existing operation manuals should be reviewed and updated annually to ensure that the manuals reflect current best practices and systems. Technology and

systems change over time. Service or product offerings change in order to meet the changing needs of the customer. Experienced franchisees of established franchise systems often serve on operation manuals committees or participate in focus groups to contribute and identify best practices or processes that work well and should be shared with other franchisees. Brand awareness is driven by repetition and uniformity, and operation manuals provide the tools to establish a brand. Useful, readable documents provide a framework to standardize the operating system, and are an essential part of any franchise system’s success. It provides an objective standard against which to measure compliance and consistently duplicate the customer’s experience.

TUTORIAL 10: THE FUNDAMENTALS OF FRANCHISING

INTRO TO FRANCHISEE ADVISORY COUNCILS A FRANCHISEE ADVISORY COUNCIL (FAC) is a group of established franchisees who meet with company executives to discuss business issues that are of relevance to the majority of the franchisees. It’s a structured vehicle for constructive two-way communication between the franchisee and franchisor. The FAC may operate under different names or formats, but is typically organized by the franchisor. A slight variation is a Franchisee Association. The Franchisee Association is formed by the franchisees and is independent of the franchisor and may function similar to an FAC, but the franchisees set their own structure, policies, and agenda. They’re typically formed when there’s a system-wide crisis, major change or event. In some franchise systems, there may even be an FAC and Franchisee Association both functioning at the same time. The purpose of the FAC is to provide a formal channel of communication between the franchisees and franchisor about such issues as advertising, field support, operations, and changing market trends. It serves as a sounding board to the franchisor for the implementation of new programs before these programs go systemwide. The franchisor will solicit suggestions and ideas for improvements to the franchise system. It provides a forum for franchisees to voice their mutual issues and concerns. Through the FAC, franchisees can provide advice and input to influence company decisions.

84 Canadian Franchise Association

Ultimately, the final decision-making authority remains with the franchisor executives. For the FAC to be effective, both franchisees and franchisor are required to have an open-minded attitude, actively listen, and have a respect for different perspectives. The agenda must be focused on the interests of the overall system, and there must be a focus on finding solutions, setting action plans, and getting results. The FAC will establish policies, by-laws, and have meeting agendas in place to keep discussions on track. Without this focus, the FAC can easily go off track and evolve into a session of complaints with no clear resolutions. How franchisees are selected to participate in the FAC will vary between franchises. In some cases, the franchisor will appoint franchisees, while in other systems there is an election process where franchisees vote as to who will participate on the FAC. The franchisor will typically set some requirements for involvement, such as the franchisee must be in good standing under the terms of the franchise agreement, meet performance standards, and have been in the system a minimum of one or two years. Ideally the franchisees sitting on the FAC are positive, successful, and respected by other franchisees. They have the ability to set aside their own personal agendas to look at what’s best for the system as a whole. There’s also a real commitment of time. Not all franchisees can take the time required away from

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FRANCHISE TUTORIAL their business to participate in the council. The number of franchisees sitting on the FAC will vary from five to 20 or more members, depending upon the overall size of the franchise system. There’s usually an effort made to ensure that different geographical regions and size of operations are represented on the FAC. The term will vary from one to three years, with a staggering of the council members so as to have a balance between experienced and new members sitting on the council at any one time. Franchisors will often limit how many terms a franchisee may sit on the FAC to give more franchisees the opportunity to participate. The FAC will meet formally two to four times a year, with informal phone calls and discussions between these meetings. They will meet at the franchisor head office, a resort, or conference centre. Sometimes the FAC meeting takes place around the annual convention. Travel, meeting room costs, and other business expenses are often covered by the franchisor, although in some systems such costs are paid entirely by the franchisees through

the payment of FAC dues. It’s customary that FAC participants won’t be financially compensated for their time. Most successful franchise systems today have an FAC. There are no hard and fast rules as to when an FAC should be formed, but the sooner an FAC is put in place, the better. With a smaller system, the FAC may be more informal, but it plays an integral part in forming the direction and policies of the franchise organization. The FAC can be an important part of a franchise system. It permits constructive two-way communication between the franchisor and franchisees. A positive culture of mutual respect and working together is fostered when the franchisor and franchisees seek to evolve the brand for the benefit of the common good and system as a whole. Successful franchisors recognize that the franchisees have a valuable contribution to make, as they’re working the business model on the front lines everyday. Through an effective FAC, franchisees feel empowered and have confidence that the franchisor is listening to their needs and perspectives.

STUDY QUESTIONS TUTORIAL 9

TUTORIAL 10

1. Operation manuals are: a) t he written documents that provide the franchisee with all the details to duplicate the business model. b) the proven operating system defined in writing. c) both a) and b).

1. A Franchise Advisory Council is: a) a not-for-profit organization that provides guidance and direction to small businesses in the process of becoming franchise systems. b) a group of established franchisees who meet with franchise system executives to discuss business issues that are of relevance to the majority of the system’s franchisees. c) a committee of the Canadian Franchise Association.

3. An operation manual cannot be changed or added to. True or False? a) True b) False 4. Operation manuals are typically not considered an obligation of the franchisor. True or False? a) True b) False

2. In order for the Franchise Advisory Council to be effective: a) f ranchisors cannot be permitted to attend meetings, as they may limit discussion among franchisees. b) a third-party representative must chair all discussions. c) both franchisees and franchisor are required to have an open-minded attitude, actively listen, and have a respect for different perspectives. 3. A Franchise Advisory Council can be an important part of a franchise system. True or False? a) True b) False 4. Only top-performing franchisees are permitted to serve on Franchise Advisory Councils. True or False? a) True b) False Answer Key: 1) b 2) c 3) a 4) b

2. A good set of operation manuals will: a) b e provided electronically through a secure website. b) provide suggested operation procedures that franchisees choose to use. c) serve to reinforce the franchise agreement and the areas of operation that require consistency and compliance to preserve the integrity of the brand.

Franchise Canada March | April 2020 85

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

MARKETPLACE

Wellness is a lifestyle. Live Better. Achieve Wellness Spa provides a wide variety of services and products to help guests relax, feel healthier and be more in tune with their surroundings. We offer traditional spa treatments such as pedicures, manicures, massages, facials, body wraps and scrubs as well as medical spa services such as chemical peels, radiofrequency body contouring, laser hair removal and laser photofacials.We also provide popular medical treatments such as physical therapy, acupuncture and naturopathic medicine. Benefits of Owning an Achieve Wellness Spa Franchise 1. Help spread health and wellness through a proven model and concept 2. Join a rapidly growing billion-dollar industry 3. Get access to multiple revenue streams 4. Detailed systems and operations manuals and all the necessary intake forms, booking software and technology partners 5. Retail and equipment distributors discounts varying from 8-40% off of wholesale 6. Partnership with lenders for financial support 7. On-going best in class training

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

Invest in Wellbeing. Contact Us Today. info@acheivewellnessspa.com • 780-750-3391 achievewellnessspa.com 206-112 Riverstone Ridge, Fort McMurray AB T9K 1S6

BeaverTails® Canada Inc. has been delighting pastry lovers since 1978. Irresistibly delicious, hand-stretched Canadian pastry, creating indulgent memories one tail at a time. We are an award-winning brand with over 40 years of successful franchising experience. From coast-to-coast in North America’s favorite theme parks, zoos, ski hills, festivals and more, the success of our product and our business model lies in our never ending quest to create authentic experiences you will never forget. The BeaverTails menu has also expanded to include a diverse list of snack options, including our signature pastries, poutine, beverages and frozen treats. With over 160 worldwide locations, our flexible business models, simple operations, reasonable investment, and ongoing support make this a business opportunity worth biting into! For more information, please contact: Kristina Zappavigna at kristina@beavertails.com visit www.beavertails.com

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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

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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

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

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

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

Franchise Canada March | April 2020 87

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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

DermaEnvy Skincare is a medical aesthetics, laser and skincare

Driverseat Chauffeur clinic specializing in non-invasiveServices cosmetic treatments. Our unique

micro-clinic concept offers private, clinical environment setting, Driverseat is the latestaemerging trend home basedsetting franchise creating more inviting andincomfortable for men and systems, blazing a newQuality industry in personal transportation. Ourskincare women. results, driven, aff ordable laser and franchise partners marketing, strategizing and growing is thespecialize core of ourinbusiness. Conversion, Multi-unit and Master their business,Franchise while their Coachmen available. (drivers) focus on transporting Opportunities customers and their vehicles, through 4 unique services. Protected Franchise Fee: $29.9K terrritories available throughout Canada and the U.S. Investment Required: $99K - $200K Franchise Units: Canada: 2 Corporate Units: Canada: 4 Total capital required - $20k to $35k In Business Since: 2016 Technology Platform Innovative Franchising Since: 2018 $21,000 franchise fee CFA Member Since: 2019 Home based Training: Included + Ongoing Support forNB, inventory Available Territories: AB, No BC, need MB, ON, NS, NL Significant industry size DermaEnvy.com No capital real estate leases 4 tier extensive training program

Driverseat Driverseat Chauff eur Services Chauffeur Services Driverseat is is thethe latest emerging trend in home based franchise Driverseat latest emerging trend in home based franchise systems, blazing a new industry in personal transportation. systems, blazing a new industry in personal transportation. Our Our franchise partners specializeininmarketing, marketing,strategizing strategizing and and growing franchise partners specialize growing their business, whileCoachmen their Chauff(drivers) eurs (drivers) their business, while their focusfocus on transporting on transporting and their vehicles, through 4 unique customers andcustomers their vehicles, through 4 unique services. Protected services. Protected territories available throughout territories available throughout Canada and theCanada U.S. and the U.S. Total capital required$20k to $35k • Total capital required - $43k to $48k Innovative Technology Platform • Innovative Technology Platform $21,000 franchise • $19,000 franchise fee fee Home based • Home based need inventory • NoNo need for for inventory Significant industry • Signifi cant industry sizesize capital estate leases • NoNo capital realreal estate leases 4 tier extensive training program • 4 tier extensive training program

Designated Driver

Airport Chauffeur

• Assisted Transport

Assisted Transport

Vehicle Chauffeur

• Designated Driver Designated Driver

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

88 Canadian Franchise Association

Assisted Transport

www.cfa.ca | www.FranchiseCanada.Online

• Airport Chauffeur

Airport Chauffeur

• Vehicle Chauffeur

Vehicle Chauffeur

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

MARKETPLACE

Grab the Day by the Eggs® Eggspectation is an innovative upscale-casual dining restaurant concept. Founded in 1993, Eggspectation restaurants are known for their brunches. With an extensive all-day menu choices, Eggspectation offers a unique experience. From breakfast to brunch, lunch to coffee & dessert time to happy hour and dinner, Eggspectation is the place to kick back in style with friends, family and business associates and enjoy good times in this unparalleled environment. Franchise Units: Canada 13, USA 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

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

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

58 locations across Canada and growing!

NOVUS Glass is part of the Fix Network which is Canada’s largest automotive aftermarket services provider. The NOVUS Glass Mobile Van option offers franchisees a turnkey business solution with everything included to get started. There is also a retail storefront option to add to your mobile business. With over 60 points of service across Canada and growing, NOVUS Glass is a long-standing, trusted brand that consumers have come to rely on for their windshield repair and replacement needs. Learn more today at novusglass.com

“It’s Gonna Be Great”

As part of Fix Network, Canada’s largest automotive aftermarket services provider, Speedy Auto Service has been proudly serving customers for over 60 years. Speedy is a trusted brand that consumers have come to rely on for their automotive repair and maintenance needs. Year after year, Speedy Auto Service franchisees increase their revenues and build equity in their business. As one of the most iconic brands in Canada, At Speedy, You’re a Somebody continues to resonate today. Learn more today at speedy.com

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

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!

Find out more at www.GreatClipsFranchise.com.

Franchise Canada March | April 2020 89

MARKETPLACE

Jani-King is the world’s largest commercial cleaning franchise with over 6,500 franchisees in 10 countries and over 50 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 6,500 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. Email franchising@marybrowns.com and get started today. marybrownsfranchising.com

90 Canadian Franchise Association

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.

www.cfa.ca | www.FranchiseCanada.Online

MARKETPLACE

The more ways you accept payments, the more payments you can process.

MAKE A LIVING THAT MAKES A DIFFERENCE

From in-store, to online and mobile, Moneris® offers a range of industry-leading products and services to make doing business easier and support your growth. As a Canadian company born and bred, we’re proud to be the payment solutions partner Canadian businesses trust. And since 2004, we’ve supported franchises every step of the way, from starting out to scaling up.

Join Oxford Learning, CFA’s 2019 Bronze Award Recipient (systems with 100+ locations). 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. We are proudly Canadian with over 35 years as a proven franchise system with more than 125 locations across Canada.

We’ll work closely with you to analyze your needs and take the guesswork out of selecting the most appropriate, cost-effective solutions. What’s more, we can get you up and running quickly and easily with our stress-free setup.

A successful Oxford Learning centre does not require you to have a background in education. Our unique cognitive learning program, proprietary curriculum, comprehensive training combined with your drive to succeed is the only requirement!

Benefit from preferred pricing

Looking for an opportunity to make a difference in your life and in your community? Discover the rewards of helping children succeed. 1-888-559-2212 (ext. 115) or email us at franchise@oxfordlearning.com.

Contact Isabel Mifsud at 855-502-6227 or Isabel.Mifsud@moneris.com. Visit moneris.com/cfa to learn more about Moneris. Canadian Franchise Association Member

MONERIS and MONERIS & Design are registered trademarks of Moneris Solutions Corporation. All other marks are the property of their respective owners.

Oxygen’s proven systems help new entrepreneurs be successful • Established Brand • Far Infrared Technology • Cloud based POS • Teacher Training • Franchise Meetings • Major metro, high density and prime territories still available Franchise Fee: $46,500 Startup Capital Required: $250K to $300K Available Territories: Various, throughout Canada Training: Yes Franchise Units Canada: 79 In Business Since: 2011 CFA Member Since: 2014 If you are ready for health and wealth, it is time for you to put your passion to work. Become our next Franchisee and fill out the application franchise.oxygenyogaandfitness.com

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

Join The Future of Real Estate

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

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.

QUESADA FRANCHISEE BENEFITS: • Affordable entry cost • Proven business model • 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/

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

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

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Sugarmoon is about empowering people to be the best that they can be in an open, positive and supportive workplace. Our staff are committed to exceptional customer service, providing the best treatments for every client. All of our staff members are certified specialists in sugaring hair removal. Not to mention the other services that we provide – facials, eyebrow shaping, tinting and more. Our Sugarmoon Academy® has been empowering staff for the last 18 years with the sound teachings of the Art of Body Sugaring. We have a trusted successful business model that is geared for growth and success. We want to empower you as we feel empowered at Sugarmoon.

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.

Franchise Fee: $30K Start-Up Capital Required: $100,000 Investment Required: $112k-250k Franchise Units: 0 Corporate Units: Canada: 3 In Business Since: 2001 Franchising Since: 2019 CFA Member Since: 2019 Training: On - site and Online Available Territories: All of Canada

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.

1.888.89.SUGAR sugarmoonsalon.com

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).

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

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

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

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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). Our proprietary program and system set us apart, but our real strength comes from people with passion. Come help us teach all the world’s children to swim! Franchise Fee: $40K Start-Up Capital Required: $70K-$90K Investment Required: $70K-$90K Franchise Units: Canada: 2 International: 67 Corporate Units: Canada: 1 In Business Since: 2015 Franchising Since: 2018 CFA Member Since: 2018 Training: 8-12 weeks Available Territories: AB, BC, MB, SK, ON, QC, NB, NS, NL Contact us today to start building a business that makes a difference Franchise opportunities available across Canada 647 972 4104 • info@waterbabies.ca waterbabies.ca

WORLD’S LARGEST DIGITAL MARKETING NETWORK WSI was founded in 1995, and we began franchising our proven digital marketing system just a short time later. We operate in a perpetually evolving industry, so we have gone through various changes over the years. When we first started, WSI focused on website design and development. Now, 25 years later, we help businesses and large global brands execute on every level of digital marketing. As WSI has matured into an internationally recognized brand, we have fostered powerful partnerships in the industry, which in turn have strengthened the power of our network. We are excited to be recognized as one of the top franchise opportunities and a top digital marketing agency in the world today. WSI has set the standard for white-collar franchising, and we are proud to be among an elite group of companies in the franchise industry. For more franchise information, please visit us at WSI Corporate, 830 Dixon Road, Etobicoke, Ontario, Canada, M9W 6Y8 Contact: 1-905-678-7588 Email: contact@wsifranchise.com

The Future is Wellness! 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 8 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 WELLNESSNEWS CANADA, INC. Website: WellnessnewsFranchise.com E-mail: opportunity@wellnessnews.ca • Phone: 1-800-840-4309

FRANCHISE CANADA PUBLICATIONS 116-5399 Eglinton Ave W, Toronto, ON M9C 5K6 Phone: (800) 665-4232 ext. 238 / (416) 695-2896 ext. 238 Fax: (416) 695-1950 Web: FranchiseCanada.Online Email: editor@cfa.ca Contact: Lauren Huneault, Editor Franchise Canada is published by the Canadian Franchise Association and reaches a wide spectrum of potential and established franchisees and franchisors. Franchise Canada Magazine is published bi-monthly and the Franchise Canada Directory is published annually. Franchise Canada is available across Canada through distribution channels that include Chapters-Indigo, CFA tradeshows, select newsstands, and Air Canada Maple Leaf Lounges. For advertising information, contact Gwen Dunant, (877) 254-0097 or gwen@cfa.ca. In Business Since: 2000

Or visit www.wsifranchise.com 2019

TOP AGENCY WINNER

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ASK A FINANCE EXPERT

(continued from page 81) Paths to ownership The cost to ownership can be a tricky hurdle for some millennials looking to start their own franchise, but there are different options open to them. Work, work, work, work, work: When looking to own a franchise, research should play a major part of the decision. It’s incredibly important to ensure you’re finding a franchise that you believe in enough to give it your full commitment. As a prospective franchisee, you could look for employment at the type of franchise that you are looking to own. This can be an incredible advantage; it provides a prospective franchisee an inside look at how the business is run. As well, for a younger Canadian, it provides a way to start building up and saving money for eventual ownership. While this isn’t offered by all franchises, some will offer a work-to-own option. With this model, a franchisee would sell a percentage of the business. The major advantage here is a lower cost to getting a foot in the

door. Typically, there will also be the ability to keep making investments in the business (and purchasing a higher share of ownership). Strength in numbers: Finding a partner can be another great option. If there isn’t someone that comes to mind right away, you can always ask the franchisor if they have anyone else that doesn’t have the financing and may be willing to partner with you. Having a partner up front provides the benefit of splitting the cost of the initial investment. Leaning on an external network may also be a solution. Look to friends and family and see if they would be willing to invest with you; they would be a capital partner and can earn their investment back as the franchise prospers and grows. With someone helping to fund the cost, it may also expedite the initial down payment. There has been an upswing in millennials turning to franchising, and we shouldn’t expect to see this taper off anytime soon. For those with an entrepreneurial spirit, franchising is a great opportunity for business ownership.

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

Franchise Canada March | April 2020 95

WHAT’S NEXT

DON’T MISS OUR MAY/JUNE 2020 ISSUE! The Quick Service Restaurants (QSR) Issue In Canada, 22 million restaurant visits are made every day across the country, and many of these visits are made to Canada’s more than 75,000 food service franchise units. The quick service restaurant (QSR) segment is a $26 billion industry in Canada, and this May/June QSR issue takes a closer look at this everpopular sector. In this QSR issue, we highlight franchise systems that are serving up appetizing opportunities for franchisees from coast to coast in categories from international flavours and burgers to coffee and more. With the pages also filled with franchisee success stories and advice from top franchise professionals, this issue contains the information you need to whet your appetite for franchising, be it in the quick service food category or any other.

WATCH FOR THESE APPETIZING ARTICLES IN OUR MAY/JUNE 2020 ISSUE:* INTERNATIONAL FLAVOURS: Canadians have a taste for flavours from across the globe and in this feature, Franchise Canada introduces readers to quick service restaurant franchises that are connecting customers with international tastes from Greece, Japan, and more. BURGER FRANCHISES: Burgers are a staple on Canadian menus from coast to coast. Here we highlight three burger franchises that are all-in when it comes to offering consumers premium burgers (and more)! CANADIAN COFFEE FRANCHISES: Canada is known for many culinary delicacies, including poutine and donairs, but did you know it’s also home to top coffee franchises? We share the stories of coffee franchises that are offering Canadians so much more than just a home-brewed caffeine fix.

FRANCHISE CANADA MAGAZINE Published by the Canadian Franchise Association

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HEALTH & FITNESS FRANCHISES ACROSS CANADA: Are you looking to help customers maintain healthy and active lifestyles through franchising? Look no further, as we take you on a tour of franchises from one side of the country to the other that are providing health and fitness services to help Canadians improve their lives. FINDING THE RIGHT CULTURE FIT: As part of the essential due diligence process, you’ll head to the franchise’s home office to meet the franchise team. This how-to article will help you prepare for this meeting, providing you with the tools you need to evaluate whether the franchise’s culture matches your own.

PLUS A SPECIAL FRANCHISE FOCUS ON CASUAL DINING, BARS & PATIO 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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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 Achieve Wellness Spa.. ................................. 59 www.achievewellnessspa.com

Great Clips, Inc...................................... 54 & 55 www.greatclipsfranchise.com

Oxygen Yoga & Fitness................................ 53 franchise.oxygenyogaandfitness.com

American Express.. ................................ 14 & 15 www.americanexpress.ca/ canadianfranchiseassociation

International Franchise Association ............................................................................................... 72 www.franchise.org

Pizza Pizza................................................................ 44 www.pizzapizza.ca/franchising

BMO Bank of Montreal................................ 75 www.bmo.com/franchise

Jani-King................................................................... 45 www.janiking.ca

Chuck’s Roadhouse Bar and Grill®........ ........................................................................................ 4 & 5 www.chucksroadhouse.com

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

COBS Bread............................................................ 46 www.cobsbread.com/franchising

Mary Brown’s Chicken & Taters................ ................................................... Inside Back Cover & Outside Back Cover www.marybrownsfranchising.com

Cora. . ................................................................................. 71 www.CoraFranchise.com Dairy Queen Canada.. ................................... 27 www.dq.ca DermaEnvy Skincare..................................... 61 www.DermaEnvy.com Driverseat..................... Inside Front Cover www.driverseatinc.com/franchise Fatburger....................................................................31 www.fatburgercanada.com

PropertyGuys.com........................................... 41 www.propertyguysfranchise.com Snap-on........................................................................ 11 www.snaponfranchise.ca Speedy Auto Service...................................... 35 www.speedy.com Sugarmoon............................................................... 57 www.sugarmoonsalon.com

Midas International........................................ 67 www.midasfranchise.com

The UPS Store........................................................ 30 www.theupsstore.ca

Moneris®......................................................................... 7 www.moneris.com/associations

Water Babies. . ...........................................................9 www.waterbabies.ca

NOVUS Glass........................................................... 35 www.novusglass.com Oxford Learning................................................. 16 franchise.oxfordlearning.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 March | April 2020 97

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GIVING BACK

Major League Eating, Big-Time Giving

Smoke’s Poutinerie inspires its network of franchisees through its World Poutine Eating Championship BY ANDREW SCHOPP GROWING FROM a table and a banner in 2009 to a global spectacle involving some of the world’s top competitive eaters and thousands of screaming fans, the annual Smoke’s Poutinerie World Poutine Eating Championship, known as WPEC, has come a long way. Back in 2009 - in his first year of business, with only two Smoke’s Poutinerie locations up and running - founder and CEO, “chief entertainment officer,” Ryan Smolkin set up the humble first WPEC inside the gates of Toronto’s BMO Field. Fast forward to 2019, when at the 10th Annual Smoke’s Poutinerie WPEC on October 19 at YongeDundas Square in Toronto, Smoke’s Poutinerie presented a cheque for $153,000 to Friends of We Care, an organization dedicated to sending kids with disabilities to fully accessible camps throughout Canada. Additional funds were raised after the event, with a grand total of $157,000 raised for Friends of We Care. What’s key about WPEC, according to Smolkin, is the message it sends to the franchise’s network of more than 150 locations across the world: through hard work and building relationships, it’s possible for a small idea to grow into big money for charitable initiatives involving bigtime organizations like Major League Eating and 41 Canadian CEOs who took part in a CEO Charity Eat-Off. To date, WPEC has raised a total of over $403,000 through the CEO Charity Eat-Off. “We own this event. We don’t sponsor it, we created it,” Smolkin says of WPEC. “We looked at the first event and thought, ‘where can we get the best eaters?’ That’s when we

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hooked up with Major League Eating to source the world’s top eaters and they were all over the idea. They wanted to down the fries, cheese curds, and gravy, and join us in entertaining our fans! So, it’s evolved from a simple table and banner at BMO Field to this year’s 10th annual WPEC, where we had eight of the top 10 eaters in the world on stage in front of 20,000 fans! Every penny goes to charity.” Through the event, Smolkin wants to influence his franchisees to stick to one of the franchise’s core values: giving back. In 2016, Smolkin built a relationship with Kevin Collins, the CEO of Friends of We Care at the time. At a fancy black-tie fundraising dinner, Collins challenged Smolkin to an eat-off at WPEC. Smolkin responded by challenging the CEOs from across Canada’s food and beverage industry in attendance. Things snowballed from there, leading to the 2019 rendition of WPEC seeing more than 20,000 people flock to Yonge-Dundas Square for the event, including Toronto Mayor John Tory. For Smolkin, it’s all about the message the event’s success sends to his franchisees. “They see the power of the brand and the scope of what they can do in their own communities. They might think ‘well, they can do this because they’re corporate,’ but no man, I was doing this when I was just two stores big,” Smolkin exclaims. “It all starts with an idea. It’s franchisees coming together to give back to their own local communities as one of our core values. That means giving back every way you can. It’s not just for PR. You’re giving back because you care.” If the charitable initiatives

www.cfa.ca | www.FranchiseCanada.Online

launched independently by Smoke’s Poutinerie franchisees are any indication, the message has been received loud and clear. Smolkin points to some examples of “rock star” franchisees who give back to their local communities in their own way, perhaps inspired by WPEC. In St. Catharines, Ontario, Smoke’s Poutinerie franchisees hosted a “Reverse Easter Egg Hunt,” where they asked the community to bring cartons of uncooked eggs in exchange for a free snack-size poutine, while Toronto’s Dundas Street location is heavily involved with Mount Sinai Hospital. Through the ChrisKwanKah holiday campaign, 26 locations participated in the Potatoes for the People program, collectively donating 12,400 pounds of potatoes to local food banks across the country. Smolkin hopes his new franchisees overseas in the Czech Republic, Hungary, Austria, and throughout the United Arab Emirates will also build off the success of WPEC and give back in their own way too. At the corporate level, Smolkin is looking to take WPEC even further after the world’s No. 1 ranked professional eater Joey “Jaws” Chestnut reclaimed the championship by consuming 28 pounds of poutine at the 2019 event. By building up WPEC, Smolkin hopes to continue to show his franchisees what they’re capable of. “What’s important is the power that people have that they don’t know they have. We’re just a small player in this industry, but we show that as a smaller brand, we’re able to go out, work hard, and build these charitable causes to give back to the community. It shows what you can do if you put your nose to the grind.”

Our Franchisee of the Year is making Sudbury famous for more than nickel. Congratulations to Norm Cardinal & Kelly Moran. Norm and Kelly opened their Mary Brown’s location in Sudbury in May 2017. In less than 3 years, they’ve made Mary Brown’s Sudbury’s ‘go-to’ chicken destination. What’s their secret? Says Norm, “We have a great team and an amazing clientele, and we treat both like family. And we follow Mary Brown’s recipes and processes to the letter to make sure every Guest has a great experience every time.” Our sincere thanks to Norm & Kelly for setting the standard for operational excellence – and genuine Mary Brown’s hospitality.

Ready to join the largest Canadian quick serve chicken restaurant? Contact: franchising@marybrowns.com

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